Holding Them Accountable
Owner: “Before you sign on the dotted line, know this: My job is to set your tempo, rhythm, and to teach you the quality of activity needed to bring you the amount of money you told me you wanted, when I hired you. Your job is to hold that rhythm or determine there’s an easier way to make 6-figures. Fair?”
Event: A 3-series Live Morginar™ during lunch
When: Session 1: To be dertermined
. Session 2:
. Session 3:
Who: Formal Management Team ONLY (Around 1 screen with live videocam)
. This is not a staff level Morginar™.
Tuition: Single: $995.00 / all 3 live sessions
Session I Agenda:
Self Analysis: Am I strong enough to build a replicable “search business”… Or am I stuck with a “search practice”?
Expect a little uneasiness in this first session. In his typical style of brutal honesty, Peter will take you through a very real checklist of the ingredients for successful “business parenting”. No different than raising healthy kids: tough love, backbone and a stronger commitment to a recruiters final outcome than temporary lack of “freedom”. If you believe everyone after training should get a blue participation ribbon, this ain’t your cup of tea. If you believe your numbers are soft because your expectations have been soft…you can experiment for free in this session.
- What character traits exist in owners who have built systems they’ve successfully stepped away from?
- Do you know what the bodily tempo is in a strong recruiter and what they should be physically capable of in a day?
- Are you a “cash-in based”, look backwards manager, or an “activity consistency based”, predictive manager?
- What are they keys to finding great recruiters on purpose, not by accident?
- What and where were high performance recruiters before becoming high performance recruiters?
Session II Agenda:
Shifting to an Activity Based Philosophy and Accountability Based Compensation
The average recruiter typically works to their level of financial comfort, and then relaxes. The 500K+ producer is not built that way or driven by the motivation of comfort. The average 200-300K biller is.
Pay attention now. As the quality of the average billers’ activity rises (better candidates, more accurate matching, pickier about accepted searches), they can literally close as many, if not more deals than their previous tempo of activity could produce. Right? As you hire, and new recruiters come on board, they start to observe a slower level of activity and a new lower standard of rhythm is set in the firm. The result? New rookies no longer have to earn the right to slow down (like you did).
I wonder what would happen if we locked a recruiters tempo of:
- # of Candidates recruited monthly,
- # of JO/Searches generated monthly,
- # of Sendouts/Submittals arranged monthly……into place, AS the quality of their activity improved? What might happen to their billings?
The answer is: Billings go through the roof without adding any desks… and we have 27 years of 3-Day Morgan Management Clinic graduates that can attest to it.
Will you get those results in 1.5 hours during lunch? Nope. But you’re not getting three 8 hour days of the connective tissue that makes it all work, either. But this Morginar™ is a start, and some of us are bright enough to experiment with it.
Session III Agenda:
The Morgan Quad Model: The System that Allows Management To Gradually Back Away
Note: This is the Silver Bullet. It will not be printed in your workbook and will be edited out of that session’s recording. This gets recorded by pen only and only to those who have bought a seat. It is one of 4 “silver bullets” Peter passes on verbally in his workshops. You will get the concepts of the Quad Model and we promise, enough detail to be able to attach your own numbers and timing to it. With full transparency, there must be some advantages that go to those Owners that invest in 3 full days at Tall Pony Ranch with Peter.
It is in this session that you will learn the formula for enabling your best managerial prospects to prove and climb each rung on the ladder, allowing them to build their dream inside, without leaving your dream. It ensures consistency of technique and performance standards and most importantly, stabilizes and protects the corporate culture that is your brand. You are going to enjoy this… a lot.