Are you a good listener?

I read an article this week outlining listening as a top trait for good producers in the insurance industry.  Then the day after I read the article had a client tell me that a candidate they interviewed was a good overall candidate, but they did not possess good listening skills.  The client asked a few difficult questions and rather than digging into the root of the question or admitting to not having an answer, the candidate provided a nonsensical, long-winded answer that accomplished nothing.

As a former producer myself, I know there were times I blew it in a prospect meeting because I did not listen well enough and respond accordingly.  I would find myself driving back to the office having an epiphany that I didn't outline a product or service that my agency offered that could have closed the deal.  By the time I got back to the office to send a follow up email I knew it was likely too late.  The most successful producers are the ones that can master this skill. 

Here are a few tips that I have picked up in the past nine years of recruiting -->

1) Before answering a question, repeat it to the person that asked in and ask if you heard the question correctly.  That will provide you confirmation of the true answer that is being sought.

2) After providing your answer, ask if that is what the individual was looking for.  Too often we presume that if we follow step #1 that our answer has to be right.  Don't be afraid to be wrong and seek another answer.

3) Catalog the small details that a client or prospect provides.  Whether it be information about family, friends, a hobby, a problem they experienced at work, make is something that will prove you were paying attention and "sweating the small stuff".  I like to start my conversations with an ice breaker.  How is the weather?  Are you glad it is Friday?  How has your week gone?  Then when you end the conversation (whether in person or on the phone) bring up that original question.  You will be surprised how often people can't believe you brought the conversation full circle.

4) When leaving a meeting, immediately write down any important details that you weren't able to during the course of the meeting.  This again relates to the small details I just mentioned.  If the client or prospect is mentioning something informally about a hobby or personal interest, they will notice if you write that down while you're talking.  Instead, note that detail after the meeting and follow up accordingly with a note or phone call acknowledging that you were listening.

Just like my wife always tells me, she is most impressed when I am listening to her and she doesn't even know it.  When I provide her a gift that she had mentioned informally two months ago and I was able to remember it, that means much more than a lavish gift that we pick out together.  Or if I remember to take care of something without being reminded, that is better than a dozen roses.

I challenge you to think of a new way to listen to a client or prospect in the coming weeks and let me know if any tricks of the trade you employ work well for you........happy listening!

top three interview questions?

I saw this article today and wondered if it was too simple -- http://www.forbes.com/sites/georgebradt/2011/04/27/top-executive-recruiters-agree-there-are-only-three-key-job-interview-questions/

But the more I thought about it, the more I liked it.  Especially the question of "Can you do the job?"  Many companies focus too much on what a candidate can't do, skill they don't possess, or experience they don't already have.  Jim Collins summarized this well in his book "Good to Great" in the chapter that discusses getting the right people on the bus.  Instead of worrying where the bus is taking them, getting the right people on the team will allow you to figure it out together.

In a market where the supply (candidate pipeline) still vastly outweighs the demand (client's needs and wants), I think it is important to consider asking this question first in the process -- Can you do the job?  If the answer is yes, then the rest of the conversation will flow from there.

does Punxsutawney Phil know the future?

Here in Iowa we don't really care as we have had one of the most mild winters in recorded history.  But what about other predictions about unemployment, the job market, the stock market, pending legislation?  How big of a shadow do those cast as we wonder what kind of year 2012 will become?

Knowing what the future will hold is something we all wish we could capitalize on.  But one thing is for certain here in the new year, just as it was in 2011 -- your future is in your own hands and should not be determined by external circumstances.  Sure the economy is not doing favors for all of us, but I have found without exception that the people that have been successful the past few years DESPITE the recession have one thing in common -- they have an optimistic, yet realistic outlook on the future.

We are finding that our best clients are making some investments in good talent who share this viewpoint.  We can no longer count on 12-15% returns on our 401k investments.  We can no longer count on the value of our home increasing by 5-7% every year.  We can no longer count on many things that used to be counted on.  The one constant we can count on is our attitude and reaction to it all.  I will admit that I have not been overly optimistic 24/7 for the past 24-36 months, but I have persevered and maintained a consistent work ethic for both my clients and candidates alike.

What does the future hold for you in 2012?  What kind of shadow will you cast?