Learn how to attract, select and on-board the best inexperienced and experienced advisors to your firm.
This boot camp is designed to provide the skills, behaviors and tools necessary for an efficient recruiting system, from creating your recruiting plan for success to making sound hiring decisions. It provides guidance about necessary job functions and characteristics of people who are most likely to be successful in the advisor role and meet the needs of your team -- whether your objective is to add new org or experienced producers -- that will form the basis for identifying necessary profiling needs and developing interview questions.
Eliminating the Blind Spots
• Top 10 mistakes people make
• Recruiting and selection systems and the results
Search Model
• Characteristics of success
• Competency-based modeling
Recruiting Cookbook for Success
• Converting objectives to daily behaviors
• Effective sourcing to keep your pipeline full
• Tracking - know your ratios
Emotional Drivers
• Why people take action: pain and gain
• Pain statements
• Creating curiosity dialogue
• Learning to ask questions to uncover the truth
Setting the Stage
• What is an up-front contract
• Terms and elements of the up-front contract
• When to set an up-front contract in the recruiting process
• Obstacles and how to overcome them
Templating
• Recruiting Activity Plan
EXPERIENCED AND CAREER CHANGERS
Recruiting Matrix
• Four types of recruits
• How to identify each and avoid the pitfalls
Emotional Drivers
• Pain grid
• Pain statements
• Your 30-second commercial
EXPERIENCED & CAREER CHANGERS
Setting the Course
• Creating the up-front contract
• Use advanced ANOT technique
Discovering Emotional Drivers
• Questioning Techniques
o Discover their gaps and the impact
o Are they ready to leave?
• Proof of Concept
o Two worlds
Templating
• Executive outline
• NOT
• If/Where qualifier