1. How to Teach aRecruiter to Bill$1,010,349.50In One Year Bob MarshallTBMG Intl. Atlanta, GA www.TheMarshallPlan.orgCopyright 2011 TBMG International

2. You WereBornThis WayCopyright 2011 TBMG International 3. TheDavid Thaler StoryCopyright 2011 TBMG International 4. Paul HawkinsonThe Fordyce LetterCopyright 2011 TBMG International 5. Paul Hawkinson AdviceCopyright 2011 TBMG International 6. David ThalerThe ReferralCopyright 2011 TBMG International 7. The AnalysisCopyright 2011 TBMG International 8. Intelligence CreativityCorporate MaturityTenacityBalanced X FactorsCopyright 2011 TBMG International 9. The three maindifferences between superstars and averageproducersCopyright 2011 TBMG International 10. Shaping your battlefield defining and delimiting your marketplaceThe Law of 1500 The 4% RuleCopyright 2011 TBMG International 11. Monitoring your daily numbers and knowing your ratiosThe 100 Point SheetThe RatiosCopyright 2011 TBMG International 12. Why Marketing is KingThe MPCThe FABMulti-taskingCreative DestructionCopyright 2011 TBMG International 13. This is a process,not a series of eventsAvoid the rollercoaster rideCopyright 2011 TBMG International 14. Planning for FocusCopyright 2011 TBMG International 15. Qualifying the JOThey know that out of 15 JOs: *0-1 will be Search Assignment quality *4-5 will be Matching quality *and 10, or rds, will be Cant HelpsThe 6-point Qualifier JORobocruiters JO qualifying questionsCopyright 2011 TBMG International 16. Never Mistake Activity forAchievement John WoodenCopyright 2011 TBMG International 17. The Theory of Threes The Power of Competition and the Fear of LossCopyright 2011 TBMG International 18. Knowledge Deficiencies versus Execution DeficienciesIt is the actions we take that become our habitsTo change yourself you have tochange your behaviorsCopyright 2011 TBMG International 19. Wisdom of the SuperstarsCopyright 2011 TBMG International 20. from RobocruiterCopyright 2011 TBMG International 21. *His rationale behind making acommitment: If there is no commitment, then the AEwill not feel entitled to ask for, nor receive, the information that they must get, from both the Client and theCandidate, in order to be successful.Copyright 2011 TBMG International 22. His definition of the Total Account Executive:The Total Account Executive is one who uses everythinghe has available to him; emotionally, mentally, physicallyand psychologically toward reaching the goal of a peakperformer. It includes, but is not limited to, his attitude, hiscommitment, his discipline and intensity on his desk, hisknowledge and application of the basics of our industry, hisplanning, his follow through and his willingness to growand advance in our industry and his willingness to seehimself, and feel himself, as a professional in thisbusiness.Copyright 2011 TBMG International 23. * I have arrangedCopyright 2011 TBMG International 24. from Andrew Jenkins President of Morgan McNeal LimitedCopyright 2011 TBMG International 25. * CoachabilityCopyright 2011 TBMG International 26. His email response to myquestion,To what do you attribute your success?Copyright 2011 TBMG International 27. * Learning from you obviously, remembering the basics. I fight myself all the time to remember this: Even though I might have 4-6 deals pending at any given time (which could be 300K or more in fees), and even though I am well-known in the market place (which is one of the joys of being in the business for 20 years), I dont want to get lazy and complacent. So I still set myself a target to get new clients each month. For me the MPC calls still works. Last year 50% of my total billing came from people who I didnt know 6 months before.Copyright 2011 TBMG International 28. Relationships are the next key.I am a big believer that relationships matter. I regularly call in favours frompeople that I have known for a long time. Last year I made 2 placementsfrom clients who recommended people to me. I also always do a stockcheck of the clients that I know well but have not hired from me lately. Ialways want to know, Why?? In the nicest possible way, I only talk to thesepeople to make money; some just like to talk with me. Recently I had aclient who hired a candidate, who I knew, from another recruiter. I askedhim why hadnt he used me, the answer horrified me, He said that it was toosmall-fry for me; that I only work the big hitters. That was a 35,000($56,700) fee that I missed.I try and position myself as a consultant, (not a salesman). This can havethe problems as mentioned above, but on the other hand, most of myclients will share their ideas with me, not just recruitment but strategically,and they listen to my views and opinions. The BIG advantage with this tackis that when it comes to a decision time, I am involved too, great when theywant advise on if to hire, how much they should be paid etc., etc. I am partof their team.Copyright 2011 TBMG International 29. *And finally, I have never forgotten what you told me all those years ago that this is not a jobit is a way of life. If you live it, youll have some real successes. If you play 9-5 you will make a living, but only a living. *I hope that gives you an idea of the animal YOU created. The one thing that I have never heard from any trainer, other than you, is that having ethics, strong moral business ethics, not only helps you sleep at night, but it keeps you in business over the long haul. We both know the manager of a large recruitment firm who failed and that was his biggest down fall in London. He was here at the beginning of a boom in recruitment, he hired some bright people who wanted success, but not only did he want to cheat clients, but also the people who worked for him, He only lasted 4 years in London, where if he had shown some decent business ethics and morals, he would still be making money to this very day. Hope all is well, keep me posted. Kind regards, Andrew JenkinsCopyright 2011 TBMG International 30. Lou Little and theman in the standsCopyright 2011 TBMG International 31. The Bear & theTwo Bear HuntersCopyright 2011 TBMG International 32. Thank YouEmail: bob@themarshallplan.orgTraining Brilliant People!