According to Danny!

Listen In

Featured Listen In: Who Gets the Fee?

Acute vs. Chronic Pain

Listen to Danny explain how the medical community can help us learn a valuable lesson when it comes to qualifying job orders.

32:43

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Anatomy of a Deal

When the contract recruiter becomes the problem.

In this meeting, names are redacted to protect confidentiality, so there are some brief moments when the editing is uneven. Remember these are live, raw meetings.

43:10

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Be Brave

In a recent Hobson morning meeting Danny explained to his recruiters that they need to get deeper with their candidates. What do we know about them that can't be found online? He suggested they try something new, and be brave.

56:12

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Big Brother is Watching

Danny’s experince in the Big Brother program coming to bear on teamwork in the office.

5:44

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Clicking

At the core of recruiting is the concept of clicking. What does it mean when you say, "We just clicked." It is quickset intimacy. Danny walks his recruiters through the "magic" of clicking with your clients and candidates.

37:14

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Giving notice to a boss I like/love!

Giving notice can be very stressful for candidates. Now add to that stress by having the boss be a close friend. Is this candidate planting a seed that they don't really want to resign or are they really just struggling with giving notice? Danny gives you a few ways to help these candidates get over their fears.

18:45

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Internal Recruiters Are Posers

So many times in our dealings with HR we find the relationship becoming adversarial. But the real way to work with internal recruiters is to help them continue posing while you close the deal!

37:38

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Invoking Automatic Thinking to Increase Your Sales

The degree to which you can figure out default options in your processes on the candidate and client side is going to be huge in getting people to invoke their "automatic thinking". Listen to Danny explain what automatic thinking is and how it can improve your sales.

38:44

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Making Behavioral Changes

Most people have something in their life they want to change. Yet they find making the change very hard. That is why the self help section is so large in bookstores! Danny talks about behavioral changes and motivation.

41:05

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Negotiating Techniques 1 of 3

Negotiating Basics Revisited: Danny made a commitment to his team to fight fee pressure with both policy decisions and Enhanced Skillsets, so he devoted a series of Hobson's famous Monday Morning Staff meetings to negotiating fundamentals, with some contemporary nuances. Like all Listen In series, this is the raw, unedited meeting, as it happened.

37:38

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Negotiating Techniques 2 of 3

Negotiating Basics Revisited: Danny made a commitment to his team to fight fee pressure with both policy decisions and Enhanced Skillsets, so he devoted a series of Hobson's famous Monday Morning Staff meetings to negotiating fundamentals, with some contemporary nuances. Like all Listen In series, this is the raw, unedited meeting, as it happened.

32:16

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Negotiating Techniques 3 of 3

Negotiating Basics Revisited: Danny made a commitment to his team to fight fee pressure with both policy decisions and Enhanced Skillsets, so he devoted a series of Hobson's famous Monday Morning Staff meetings to negotiating fundamentals, with some contemporary nuances. Like all Listen In series, this is the raw, unedited meeting, as it happened.

33:00

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Our Core

In biz the buzzwords are "Core competencies", in the fitness industry the watchwords are "strengthen your core." But in this recent morning staff meeting, Danny went deeper, and talked about how our Core Values, framed by our parents and forged in experience, shape our desks, and by extension our lives, every day.

21:45

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People Pleasing

The need to please. It is probably the single biggest closing problem recruiters are having today. The fixed thought in your mind that you need everyone to like you. This "disease to please" can be "cured" by prepping properly. Listen to Danny walk you through the different scenarios that can kill your deals.

39:59

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Psychic Connections

People never go to psychics unless they are at a stress point in their lives. Danny believes it is related to our business because there is nobody you ever place that isn’t also in a stress point in their lives. Psychics are just incredibly good people readers. Recruiters need to have the same skills.

32:00

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Qualifying Candidate Seriousness

Qualifying candidate seriousness has always been important. But in this market it's everything! Listen and watch as Danny trains his own staff on ways to dig deeper and really get to what is motivating this candidate to want to make a change.

33:21

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Recruiting Has Changed...Has It?

The basic recruiting call has changed. These candidates have changed. The world has changed! Ok...hold on. Some things have definitely changed. But others will remain forever. Let's listen to Danny explain what's changed and how we use it to our advantage.

44:19

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Stalking or Tenacity? Hmmm...

Have you ever been stalked? The definition of stalking is the willful repeated and malicious following of a person. What is tenacity? The persistent adhering to or seeking something or someone of value. Hmmm...what does a recruiter do?

26:43

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Sway: To exert influence

A Listen In Series for that Senior Recruiter who "has heard it all." Danny talks to his own tenured staff about challenging some of the "persuasion principles" in our business, and about making some changes that will produce more results. Danny's mantra is when you stop learning you start dying. No one in his office is ever "trained."

34:50

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The Case for Pessimism

Recruiters are optimistic by nature. But Danny makes a case for pessimism, and shows us why we need to be both.

42:07

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The New Pay Equity Laws

We have been getting tons of questions about the new pay equity laws that are going into effect soon in some places, and are already in play in other states. Listen to Danny training his own people on these new protocols.

49:06

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The Stockholm Syndrome and Recruiters

Most recruiters have the need to bond with their candidates. And the way they think they can accomplish that is to give in to everything the candidate wants. But in this meeting Danny shows us how our need to bond is actually making us hostages to our candidates. Do you want to close more deals? Try bonding with the client instead!

27:07

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Truly Qualifying Candidates

We all know how to qualify a candidate, right? Or do we? Are we in such a rush to get a sendout that we have stopped doing it the correct way? Listen to Danny train his own recruiters on the market realities of this candidate and stop having so many closing issues. It's time to truly qualify a candidate.


61:17

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Turning Pro

At a recent training session with our Hobson recruiters Danny explained how to stop living as an amateur and to finally turn Pro.

33:37

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Using Stories to Focalize Attention

We have never had more access to information than we do right now. Sounds like a good thing, right? Not really when you consider the fact that the scarcest resource is the attention span. So how do we grab someone's attention? And better yet, how do we keep it? A good old fashioned story may be your answer.

42:41

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Watch Your Steps: How Being a Voyeur in your own Life can Improve your Billings

Danny discusses with his staff how the elements of being a "voyeur" can give you perspective on how you run your desk.

21:42

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We don't need you we have an internal recruiting team

Are you hearing this objection more and more as the market gets better and better? Listen to Danny work with his recruiters on ways to overcome this objection and get more job orders.

41:14

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Who Gets the Fee?

Recruiters burst in to Danny's office all the time or call him screaming about how they are being "____ed" (fill in preferred expletive) by some client who won't pay a fee after the fact. But are they? A frank, live discussion where Danny sets his staff straight on the LAW, and the reasoning behind it.

20:12

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Why Should We Market When We Have So Many Jobs?

Danny did a small focus group study with some of the people he has mentored and asked about their business development efforts in today's market. He shared what he learned with his recruiters and explains why we do what we do when it comes to developing new business.

49:08

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