Stop Working For Free

Committing to clients who don't commit to you is not good business

Working hard for clients who give you little or no commitment is a recipe for emotional burnout.

Let us help you develop the confidence and skills to build stronger client relationships and get paid upfront for the time and energy you put into the candidate search

"You cannot fail to benefit from Alan's obvious expertise and knowledge in all things sales and recruitment.
Alan's fun, informative and interactive style is exactly what you need when training. The training sessions I have recently undertaken have been an absolute joy and I could not recommend him highly enough if you want to develop your skills and knowledge in the recruitment industry.
I am really looking forward to putting it all into practice.
An absolute 10/10!
Thank you!"
Tracey Clay - Pivotal Recruit Ltd.

Why Our Program Works

  • Online Support From A Coach

    This is more than a self-service course. Alan will be online to help answer your questions and challenges as you put the theory into action

  • Commercial Mindset

    Develop a commercial mindset where you expect to get paid upfront or at the minimum gain higher levels of client commitment.

  • Live Webinars

    Attend live webinars where you can ask Alan questions and get additional insights from special guests

Key Features

These are the key features of the program that will help you succeed

  • 11 weeks intensive training program with a fortnightly webinar to support your success.

  • 4 months access to private online coaching group

  • Practical exercises to help you apply the theory into practice

  • Many tools and templates that you can adapt to your own business needs

Course curriculum

  • 2

    Introduction to Retainers

    • How to use this program

    • Welcome to the world of Retainers

  • 3

    Retainers - Where to Start

    • Understanding the Differences Between a Retained and Contingent Service

    • Using the Right Language With Your Clients

    • Who is Involved in the Retained Process

    • Defining Your Retainer Expertise

    • What Else Clients Buy Into With A Retainer

    • How Can the Client Pay?

  • 4

    Negative Mindset Towards Retainers

    • Why Clients Don't Buy Into Retainers

    • What Mindsets Stop Recruiters Selling Retainers

    • What Are The REAL Issues That Stop Recruiters Selling Retainers

    • What Clients Don't Like About Contingent Recruitment

  • 5

    Overcoming Negative Mindset Towards Retainers

    • Understanding The Value of Retainers to the Recruiter

    • Understanding the Value of the Retained Process to the Client

    • Why a Search Methodology Benefits a Client?

    • Selling Retainers to New and Existing Clients

  • 6

    Identifying Retainer Opportunities Through Consultative Questioning

    • When to offer a Retained Solution

    • Understanding the Consultative Questioning Approach

    • How to Identify Potential Retainer Opportunities

    • How to Identify a Clients Needs?

    • Creating A Sense of Urgency & Commitment

    • How to Get a Client to be Receptive to a Retained Solution

  • 7

    Building Your Retained Proposition

    • Gaining A Full Retainer Briefing From The Client

    • How to Take A Fully Qualified Job And Person Specification Briefing

    • Qualifying The Clients Opportunity, Selling Points And Process During The Briefing

    • Using Client Meetings To Add Value To The Retained Recruitment Process

    • The Proposal Stage

    • The Initial Search Stage

    • Targeting the Passive Market

    • Selling The Clients Retained Opportunity On A Headhunt Approach

    • Pre-Qualification & Interviewing of Candidates

    • Shortlist Presentation

    • Managing the Interview Stages

    • Managing the Offer Stages

    • Managing The Post Offer Stages

  • 8

    Presenting your Retained Solution & Objection Handling

    • Presenting Your Retained Solution to a Client

    • Gaining Client Commitment

    • How to Handle Client Objections

    • Dealing with Objections Around Terms And Solutions Differences

    • Dealing with objections about your "experience" And General Concerns

  • 9

    Weekly Webinars

    • Webinar 1 - Retainers - where to start

    • Webinar 2 - Negative mindsets towards retainers

    • Webinar 3 - Overcoming Negative mindsets towards retainers

    • Webinar 4 - Identifying retainer opportunities through consultative questioning

    • Webinar 5: Building Your Retainer Proposition

    • Webinar 6: Presenting Your Retained Solution And Objection Handling

  • 10

    Next steps

    • More resources for you

    • Before you go...

Next Program

Starts on 24 May 2021 - maximum 20 participants

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