Gotcha' by the Calls

A Contrarian Approach to Recruitment Training

Morgan Consulting Group

 · The Story

He began as a cocky 27 year old that talked too much. His confidence came from being exposed to big jobs in his 20's. He could sell. And he was a strong teacher. He would watch what wasn't working in steak houses and hip clothing stores he managed, and in rogue horses people brought him. Then he'd flip the technique to be customer/animal "wish list" centered. He pulled, not pushed. "You show me yours first, then I'll match and show you mine". Simple. Don't pitch until you know what they want. Don't lead the damn witness or tease. Just ask, "What's important to you and give it to me in the order of importance." Then deliver. Spend more time listening and gathering than pitching, something the majority of internal corporate recruiters, 3rd party headhunters and contract consulting recruiters amazingly, still do not get. That little violation of class and courtesy, have become the major catalyst for incredibly large interview-to-hire ratios and "Are you kiddin'me?" offer turn-downs.

He watched and participated in that personal violation for 5 months on an accounting search desk and paid the same consequences as his 40 colleagues. When he was clear on what clients and candidates were suffering through, he took a vacation and did what he does best. He flipped it. He watched the crowd and moved in the opposite direction. He set it up so that doing step 1, 2, and 3 correctly, was more powerful and efficient than the loud mouth personality-plus guy hoarding all the reqs and search assignments and turning everyone else into recruiting slaves, with no time to build their own business within their company.

4.5 years later, he bottled it and called it Morgan Methodology. The company, Morgan Consulting Group. He traveled constantly doing two, 2 day seminars twice a week for almost 10 years.Then, in 1997, he became a single Dad with 2 young sons and the travel had to stop. He built log training cabins on his horse ranch and sent out 40,000 snail mailers at two bucks a piece, basically saying, "If you want training you've got to come to my house." What a blessing. They came.

Since 1997, almost 12,000 staffing professionals and their management have passed through the gates of Peter Leffkowitz' Tall Pony Ranch, on the outskirts of Kansas City, to spend 3 days of intense training with the industry's strongest subject matter expert in Executive Search and Contract Consulting, Peter Leffkowitz.

Non-job pitching, cold call recruiting as an alternative to only using LinkedIn. “Innerviews” that go so much deeper in understanding the real skills that separate mediocre candidates from rock stars. Packaging those rock stars into a most contrarian graphic presentation to the client compared to a simple CV. Opening positioning statements that immediately shake a clients and candidates "old picture" into understanding your unique sense of low supply/high quality talent. Nothing is missed in three days of intense studies: Peter demonstrating live calls, role plays and actually having students go “live” and producing real activity they come home to. All limited to 12 students who must be accompanied by management.

Students enjoy some of the evening ranch life, night trail rides, bonfires, amazing food and fun that recruiters and owners experience to the back drop of quiet, tucked away in a forest where all you can do is free up to learn.

For those that can’t attend or have limited training budgets, Peter conducts live “Morginars” that isolate the strongest takeaways and delivers them live with students on camera as if they we at the ranch.All over lunch hours.

Remember: If you keep on doin’ what you’ve been doin’, you’re going to keep on gettin’ what you’ve been gettin’. Watch the crowd and move in the opposite direction. learn more at www.morgancg.com