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Russell Leibowitz here founder of recruiting me where I help recruiters and people looking to start their own recruiting agency get new clients find the right candidates and most importantly get paid up front before you work for free or ever waste your time on a client again so in today's video I want to talk about how you can secure your first recruiting client with xero experience so different ways for hunting and Biz Dev Outreach obviously you have cold calling you have cold email maybe Direct Mail which believe it or not works if you use it the right way you can reference my prior YouTube video to see my entire Direct Mail system or you can do a system that we teach and that I still do for my recruiting business connection which helps me get new recruiting clients at scale that are qualified and pay me a fee up front before we ever commence on the search imagine that so let me go ahead and dive into my computer and show you this exact process that I use to scale out my recruiting business and the majority of my members use to get new recruiting clients and they've all had minimal background when they started their recruiting agency and my members are in various niches whether it's medical I.T light industrial Warehouse cryptocurrency blockchain Freight brokerage renewable energy it doesn't matter which recruiting Niche you want to dive into or which one you're currently in this process and system I'm going to show you here in a minute will work for you if you stay disciplined and do it every day 90 open rates 20 to 30 percent reply rates imagine that let's take a look at it okay guys in this video we're going to talk again about how you can get your first recruiting client with no experience and it starts with LinkedIn over 800 million users over 32 countries again I can't stress enough the number one B2B platform that you want to be part of that you want to be engaged with every day Monday through Friday is LinkedIn so let's start there right now a couple different ways that you want to complement your Biz Dev Outreach strategy number one is every day make it a habit to post at least one piece of content on LinkedIn that's specific to your Niche think of a problem that you can solve that your hiring managers are facing on a daily basis most hiring managers within my recruiting Niche which is telecom Wireless that the problems they face are finding quality Talent a lot of times they've used recruiters and have been burnt people come in and they quit they have retention and nutrition issues so I always try to address those problems with my post and I also put some stuff out there along the lines of Education with candidates and what to look for but you want to start getting high engagement if you can be part of a LinkedIn Co-op that's going to boost your posts with over 100 likes over 20 comments and reposts and reshares which further triggers the LinkedIn algorithm to give you more Impressions when you make a post you're going to see an impression number on your side you'll see that and that is the amount of eyeballs that LinkedIn is putting your content in front of right so LinkedIn likes when people put some value-add content on their platform nothing too spammy nothing too salesy but just adding value and solving problems for their ideal avatars if you do that and if you get high engagement then you'll get your posts will go more viral which will ultimately result in inbound leads right the best leads you can possibly get with any business this end in sales is when someone asks you permission to Market to them another great book to read along those lines is permission marketing by Seth Godin where he distinguishes between outbound leads and inbound and how getting an inbound lead is by far the best qualified lead that you can get and the way to do that right now in recruiting with your recruiting agency is through Linkedin is being an authority figure is having a ton of likes and engagement and comments on your post which gives you clout and respectability and you got to make sure guys that your LinkedIn profiles optimize and branded the proper way there's so much you can do here that LinkedIn allows you to do to get your brand awareness out there going back to the Kylie Jenner analogy Kylie Jenner worth over one billion dollars she is not a salesperson but she knows how to Brand herself properly so many recruiters miss the boat with not branding their recruiting company what they're doing and providing value they're just way too transactional they're doing cold calls they're sending horrible DMS on LinkedIn and this is why you're not getting responses this is why you're struggling and this is why you can't create a sustainable sales pipeline so LinkedIn get very active on here now a great tool that we've created is called recruiting me lead cast it is important to have sales Navigator which is going to cost you about a hundred dollars a month and you get you can get a 30 day free trial when you get sales Navigator if you're on a tight budget all right so you go into sales Navigator and you want to create what they call a Boolean search for those of you that are new to recruiting it's maybe a new term for those of you watching that are recruiters or have an agency you know what that means right so you go in here and you basically use these parameters to get a lead Target list of anywhere from 500 to 1 000 leads that you want to see over here and then once you get that you want to copy the URL up here and then we're going to go ahead and jump into our software tool that we use for our membership it's a proprietary tool called recruiting me lead cast and all of my members use this tool let me move my face over here as you can see we've got all of our members dialed in this to this platform but let's go ahead and select Matt joined our program about 30 days ago in the renew Global energy space and I want to show you some of the stuff that Matt's done in short order by using this exact system that I'm showing you again Matt brand new to recruiting brand new to owning his agency has not even had a recruiting client yet and he's already in the cusp of getting two of them so 275 connections we were able to generate format in less than three weeks on this platform and one of the awesome features of the software is the unified messaging area so all of these are leads that are literally pouring in every day for Matt May 26 29th May 30th May 31st as you can see today is June 1st 2023 and all of these leads have come in for Matt and Matt is getting high engagement right now on his content on his posts he's creating Authority within his renewable energy Niche and these are phenomenal candidates and clients that Matt is engaging with and getting on his calendar to do Zoom calls what's also cool about this platform is that in most cases it will capture the prospects contact information over here let me see if I can get that up for you real quick here's an example of that right so this particular Prospect director of this company we went ahead and captured the software captures his email address why is that important well you can export all of these leads with the click of one button let me go into this campaign over 300 leads here that we created format and with the click of the button where you can export all of these leads into a CSV file with their phone number with their email address company name title so and then you can import that into our CRM applicant tracking system that you get with our program to then do further nurturing and follow-up campaigns and set up workflows on automation so really great tool right here does a ton of automation for you and a lot of different things but so that's that's the first step here with getting a new recruiting client without experience is using LinkedIn sales Navigator get a lead list imported into recruiting lead cast and the goal right now is to get first degree connections that's what we want when somebody will accept your in invitation as a first degree there's so much we can do from there and let me show you what I'm talking about so the next step once you get a first degree connection is to jump into dub we use dub as our video platform as you can see I do a ton of videos every day these work better than anything you can imagine when it comes to hunting and Biz Dev Outreach for your recruiting agency guys I've tried it all Direct Mail cold calling cold email knocking on doors throughout my years I've been in recruiting for 27 years I love sales I love marketing I love testing and trying out different methods and strategies to see what elicits a response from a hiring manager or a candidate and this right here this system has been the number one prevailing system number one top converting system that we have tested over the past two years ninety percent open rates 20 to 30 percent reply rates we typically see on average as a sample so my discipline is to do 10 to 12 videos a day and when I do that I expect to get at least two responses from a hiring manager sometimes I get three or four and again guys those responses could be a no right it could be hey Russell amazing video I've never seen this before really great approach your timing is a little bit off we hired three people three weeks ago but stay in touch we may have more needs coming up towards the fall that's great guys that's a win that's a sales pipeline Builder I will immediately put that contact into my CRM I'll create a task reminder and some notes to follow up with that manager but more importantly between now and fall I'm going to be dripping value add videos and content to that hiring manager I'm going to make sure that he he or she is seeing all of my content on LinkedIn I'm part of a LinkedIn co-op with recruiting me so that manager is going to see you know High engagement on my post like 200 likes and 20 comments and reshares and they're already gonna think that I'm like some kind of celebrity within their Niche I have respectability and Authority so I'm always going to be top mine for them as the recruiter of choice going forward that's the idea guys you got to plant the seeds right now and start building your house so you can start getting responses and results from these hiring managers all right so in Matt's example so Matt's getting all types of connections right now he's shooting about 20 videos a day he's already lit up his calendar with clients and he's got some proposals on the street already and the way this video goes is you know you click right here and you come on camera and I'll give you my quick 45 second Pitch to hiring manager so hey Bob Russell Lebowitz here with connectgen I see that we're now first degree connections on LinkedIn I also see we've got several Mutual connections on this platform but Bob I'll get right to the point we don't use job boards to recruit b or c-level candidates we only go after a player passive candidates these are candidates that may be working at your competitor companies but we roll up our sleeves call into these companies and we start cultivating relationships with candidates who aren't even thinking about making a move from their current job these candidates are very tough to find they're a needle in a haystack I don't know if you know this but only 10 percent of employees in every company are meeting and exceeding company objectives you year over year these are the candidates that you want to see these are the ones that most recruiters will never show you because they're too lazy they're working for free they're on job boards slinging resumes over to their clients that's how most recruiters operate we're different so I've made your life easy my calendar is below I would encourage you to go ahead and book a call with me I also have a candidate that I want to show you that I'm representing confidentially right now I spoke with him three days ago and after working seven years at Mitsubishi he's actually right now ready to kind of get his feelers out there I can share with you all the details about this candidate how they've met and exceeded company objectives and and go from there maybe you can use them or one of your colleagues can use them so calendars below go ahead and book with me I look forward to speaking with you Bob thank you have a great day all right so that's kind of how I do there's a little bit more that I put in there to wrap that up I talk about retention rates and how we've got a 92 percent retention rate because that is a pain point for most of my clients is that they're having a hard time keeping their candidates their employees engaged and so retention is obviously a pain point all right so go with the video and the video is going to look like this on LinkedIn let me give you a preview of what the manager sees on their side this was a client that I sent a video to a few months ago and security 68 000 performance-based retain search from this process that you're seeing right now right so I have no idea who this person is they were part of my lead cast campaign of over a thousand leads we became a first degree connection I shot a video for Jerry which I'll show you right here and there it is right so very enticing to want to open this is how it looks through Linkedin but it won't populate this way unless you're a first degree connection I think it's just the way the coding is set up within the LinkedIn platform so that's why it's important to get the first degree connection first and Lead cast will do that on automation at scale for you so you're not spending hours every day manually doing it another huge bonus about leadcast is we can put it on boost mode which means we can leverage your inmails on sales Navigator after two or three weeks of being in warm-up mode you're gonna have over 50 connections every day and that's when things get absolutely incredible you can ask Parker Cheney ask Matt ask Clarence I've got many members that have experienced that to the point where sometimes they contact me and say Russ turn the volume down I can't handle all these leads so this is what the video looks like it's animated I'm moving I personalize it hi Jerry for Jerry Warsaw very personalized this is why you get 90 open rates because if I got a video like this I'd want to see who the heck this is and then I come on and I say his first name right hi Jerry and I talk to him and I do 10 or 12 of these a day these this is the manual work that I do but it pays off so I spent an hour a day doing maybe 10 to 15 videos for me that crushes cold calling I don't want a cold call anymore I don't want to make a hundred calls every day Monday through Friday get hung up on leave voicemails not hear back from people it's just nobody really wants to do that anymore and so that's why this is a great way to get a new client if you have no experience is to be consistent with these videos and so yeah Jerry bid on this he wrote I have several open positions which I would like to discuss I took them right to a zoom call and I filled a 68 000 retain surge for a director of operations I got paid a third of that on day one before I even started working for him which is guys if you are brand new to recruiting if you're thinking about starting your recruiting agency or if you own a recruiting agency and you're working for free under contingency stop doing it all right stop being like every recruiter managers and companies are going to use you most of them don't care about the kind of work you put into it they have no clue what you do every day they don't sit in your seat and see what you do it's time for you to get paid on day one which is going to change your life around make you feel so much better about your recruiting agency and if you have to turn down more business and only take maybe 10 searches a year it's worth it because you're going to make multiple six figures by doing this and it's going to be more of a partnership and more of cohesiveness with your client and with your candidates and it's going to eliminate a lot of problems that most free recruiters have to deal with every day month and year right so moving right along here that's part of the system and we got the dub videos LinkedIn sales Navigator all right guys so there you go that's a great way to get a new recruiting client at scale if you have no experience healthy dose of LinkedIn sales Navigator tool to use to scale out your first degree connections and then get those one-on-one personalized videos out there every day to your first degree connections time is of the essence with this process and strategy you don't want too many days to go by after you get your first degree acceptance I did it like same day right so I would always track who accepted my first degree connection I treated it like I didn't take it for granted like these were hot leads that's how I looked at it and I sent most people videos again if they're like you know a line cook at McDonald's or Wendy's it wasn't specific to my recruiting Niche so I probably didn't send that person a video this is a numbers game all right so if you get a thousand leads loaded up from sales Navigator not every person is going to be your ideal client Avatar just got to go through it how have some logic and see you know director level VP EVP those are good titles for people that can typically earn a hiring Authority and can spend money and sign off on checks so they would get a video message from me all right so hope that helps guys