Wouldn't it be great if we could do this with candidates? An article from Yahoo!

Lying? Your face will give you away: study

Thu Apr 24, 10:51 AM ET

Liars might think they are good at covering up their deceit but a new Canadian study shows there's one thing they can't control that will give them away -- flashes of emotion in their faces.

Researchers at Dalhousie University's Forensic Psychology Lab in Halifax conducted the first detailed study on the secrets revealed when people put on a false face or inhibit various emotions, and found their faces told the truth.

But instead of clues like shifty eyes or sweaty brows, their expression would crack briefly, allowing displays of true emotions such as happiness, sadness, disgust and fear to come through.

"Unlike body language, you can't monitor or completely control what's going on your face," Stephen Porter, who worked on the research, said in a statement.

The researchers, who reported their findings in journal Psychological Science, examined the case of Canadian Michael White who sobbed as he made a public appeal for the return of his missing pregnant wife Liana White in July 2005.

But three days later, flashes of anger broke through his sadness and he said he was so frustrated with the police that he was going to find his wife himself, leading volunteer searchers directly to her body in a ditch on the outskirts of Edmonton.

He was charged and convicted of second-degree murder.

When Porter and his team analyzed White's plea frame by frame, they found hints of anger and disgust in his face, not noticed by most of the public.

The researchers also studied adult who were asked to view images that ranged from happy (puppies playing) to fearful (a close-up of open-mouthed rabid dog) and disgusting (a severed hand).

They were told to respond with genuine or deceptive expressions and their reactions recorded.

Porter said no one was able to falsify emotions perfectly. Some emotions were harder to fake than others. Happiness was easier to fake than disgust or fear.

From RTI's Sweet Ideas Newsletter

Networking in the 21st Century
Passive candidates can be the lifeblood of a recruiter. They don't call us headhunters without a reason! However, the 21st Century is giving us new ways to find candidates. Most recruiters and managers may still battle over the merits of telephone or email, but as Thomas Friendman's "The World Is Flat," points out, we have moved beyond that. And if recruiters don't hurry and understand the potentials in this brave new world, they will be left behind.

Savvy recruiters have already started to make money off of social networking (when I first heard this term, I thought that networking was already social--wasn't this redundant?). Though many kids have used Facebook and MySpace for fun, now professionals are joining in. I know many recruiters that live and die by their networking within LinkedIn.

The thing to remember about social networking is that you are trying to build a community, not ransack and pillage the Internet village for candidates! Second, think through what can you do to build this community? Can you offer your expertise to help job seekers network or improve? You want to build a community of people who see you as an expert and trust you.

Here are 5 ways to immediately build a community.

1. Create a profile on LinkedIn (www.linkedin.com) and Facebook (www.facebook.com).

2. Start a weekly or monthly newsletter. The point, again, is not to sell, but educate. Maybe you send your candidates a weekly interview tips newsletter. Then post it on your blog.

3. Start a blog. Go to www.blogspot.com and start it today. Feel free to link to my blog at http://recruitmenttraininginternational.blogspot.com

4. You can take this up a notch by starting your own teleconference. Use one of the many free services like www.freeconference.com. Then invite your candidates who are looking for jobs to join you in a Q&A session for creating a successful resume, must-know interview skills, or networking to land your next job. You will be seen as an expert and candidates will send you more referrals.

5. Have weekly or monthly seminars on the same subjects. If you are giving true value, people will see you as generous and want to be generous back by sending their job hunting friends to you.

Have a good month adding value to your candidates and clients and building your community!

Success and joy!

Marathons

In a marathon, at mile 20, there is a phenomenon called "the wall." At this wall, the body, which stores enough sugars to keep going for about 20 miles, stops moving. Runners who have completed more than a few marathons, at certain times in their career, experience this wall. Paula Radcliffe, who holds the world record for the fastest marathon run by a woman, hit the wall in the 2004 Olympics. She faded, then stopped, slumping down on the pavement next to the spectators, crying. Hitting that wall is not a pretty sight.

Even with the wall, thousands of runners, of every skill level, every year, finish a marathon. They deny the physical limitations of the body and they push themselves further then they thought possible. They are able to soar beyond the 20 miles, pushing themselves the extra 6.2 miles to the finish. Think about it for a minute: where from your house is 26.2 miles? If one runs the island of Manhattan, that is only 22 miles. A marathon is a long road.

Sales is the same way. Whether it's prospecting, making follow-up calls, or filling-up the pipeline after a few deals drop out. Mentally, you force yourself to keep going--you climb the wall. Find what moves you to gain momentum and keep going. When your energy starts to fade, push. When you make your cold calls, make one more than you planned.When you make a proposal, go next door and make a spontaneous cold call. Before you go home for the day, call one more prospect.

Climb the wall, finish with your head up, and have a strong kick to finish your own marathon

Success to you!
David

p.s. The pic is from Tetsia, my 9 year old, and I when we ran the Disney 5K race last month. He didn't hit a wall but kept going for a 29 minute finish!

Recruitment Training International

Toll Free: 877.401.6949
International Dialing: 001.321.422.3309

Marathons

In a marathon, at mile 20, there is a phenomenon called "the wall." At this wall, the body, which stores enough sugars to keep going for about 20 miles, stops moving. Runners who have completed more than a few marathons, at certain times in their career, experience this wall. Paula Radcliffe, who holds the world record for the fastest marathon run by a woman, hit the wall in the 2004 Olympics. She faded, then stopped, slumping down on the pavement next to the spectators, crying. Hitting that wall is not a pretty sight.

Even with the wall, thousands of runners, of every skill level, every year, finish a marathon. They deny the physical limitations of the body and they push themselves further then they thought possible. They are able to soar beyond the 20 miles, pushing themselves the extra 6.2 miles to the finish. Think about it for a minute: where from your house is 26.2 miles? If one runs the island of Manhattan, that is only 22 miles. A marathon is a long road.

Sales is the same way. Whether it's prospecting, making follow-up calls, or filling-up the pipeline after a few deals drop out. Mentally, you force yourself to keep going--you climb the wall. Find what moves you to gain momentum and keep going. When your energy starts to fade, push. When you make your cold calls, make one more than you planned.When you make a proposal, go next door and make a spontaneous cold call. Before you go home for the day, call one more prospect.

Climb the wall, finish with your head up, and have a strong kick to finish your own marathon

Success to you!
David


Recruitment Training International

Toll Free: 877.401.6949
International Dialing: 001.321.422.3309

Top Biller Seminar invite!

I want to invite you to our Top-Biller Seminar for Recruiters. There are only 5 more spots available.

This seminar is for recruiters who are tired of roller-coaster billing, those who know they can bill more if they had all the recruitment skills they needed, who wish they knew more and better ways to find candidates, close clients, and get the offer signed. This training is for those who headhunt, but want to do it better, who pick up the phone, but know there is a better way.
If this is you, please join me for this two and a half day seminar, February 25-26-27, at the beautiful Stetson University in Celebration, Florida.

Listen to what others have said:

"It is an agent for recruiters, consultants, headhunters and anyone in staffing
who wishes to build future success."
-Doug Franklin, Director
Hudson Highland Group, Inc.
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"Finally, the rules of recruitment made simple! Dr. Sweet gives recruiters what
they truly need to know from the point of view of someone who has been there and
done that and knows how to succeed. He has provided the template for becoming a world-class professional recruiter in clear and concise way."
-Barry Niemann, CPC, CIPC
Chairman of the Board-KellerNiemann, Inc.
Past President of National Assn. of Personnel Consultants
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
To sign up, just go to:
http://www.recruitmenttraininginternational.com/order.html
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Some of the people I respect the most in the recruitment industry have had these very kind words to say:
"David epitomizes the words motivational, professional, personable, knowledgeable, disciplined, expeditious and fun. His training courses and sessions exceed excellence. I recommend him highly."
-Steven Penney, Pinnacle Consulting
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
"David impressed me as a recruiter, a facilitator and as a manager. He brings great energy to the training room and really knows his stuff when he comes to recruiting. He can communicate to new recruiters the balance of control needed in new recruiters and has been instrumental to the success of many people."
-Jennifer Shinkai, Wall Street Associates
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If you're a recruiter and want training, call me, 407-256-8147. It would be great to speak with you and know you. If you know that this training is for you, I look forward to seeing you on February 25, 26, and 27. I know that this training will make you more successful and profitable in your recruitment career.
Here is to your success!
David
Recruitment Training International
www.RecruitmentTrainingInternational.com
Toll Free: 877.401.6949
International Dialing: 001.321.422.3309

Learning Groups

Many recruiters request a copy of the RLI reading list for recruiters. Once you get that list, take action! Purchase an audio or book or better yet, get it for free at the library. Next, start using it. Here is how:

1. Form a teach-back group. This is where one person reads the book and teaches it back to everyone else. This sometimes helps save time for the rest of the group while they are reading different books.

2. Form a reading group. This is where everyone is reading the same book or listening to the same program. The benefit of a reading group is that it keeps everyone motivated and accountable. There is nothing better than learning with others!

3. Teach the book. After you go through the materials, figure out a way to train others. (The kids love it when they can be my audience!)In truth, this is to help you organize the material in your mind, but it also assists others. If you can, work it into a seminar for clients or candidates: what better way to show them you are the best recruiter around?

4. Hire a coach and go through the materials with them. This helps give one-on-one training for you. Much more inexpensive than taking a course, but much more rewarding. Many people come to me for my free 30 minute Coaching Session to find out that coaching works and they stay with it because it leads to success.

No matter the route you take, make self-development a crucial part of your recruiting day!

Wishing you great success and joy!
David Sweet

____________________________
David Sweet, PhD
Recruitment Training International


www.RecruitmentTrainingInternational.com
Toll Free: 877.401.6949
International Dialing: 001.321.422.3309

Get more than referrals

Referrals are all important for recruiters. But it isn’t just asking for them, it is moving beyond that, as every recruiter asks fro recruiters. Your job is to give value!

First thing to think about: why would anyone want to give you a referral? It goes back to the old Brian Tracy idea, WIIFM: what’s in it for me? Think this question through when you are speaking to a candidate or client. What will they get if they give you a referral? Money, feel good, prestige, the emotion of helping? Whatever it is, that is what you need to start tapping into.

Second, what can you do to make a community? This may be a network of job seekers or those curious to the market or those that work with you as clients. Build a community of people who see you as an expert and build on that. What you’re looking for is a way to people to enter your sales cycle with no commitment (i.e., free). In exchange, you get their email or phone number.

Here are 3 easy ways to build a community:

1. A weekly or monthly newsletter. The point, again, is not to sell, but educate. Can you give advice to people on how to make a great looking resume? Your weekly interview tips. Your weekly tip on electronic networking (have you joined Linked in?).

2. You can take this up a notch to a teleconference and people can call in weekly. Use a service like www.freeconference.com. This is a U.S. Service, but if you search, there may be a Japan equivalent. This is free!

3. Have weekly or monthly seminars on the same subjects. If you are giving true value, people will see you as generous and want to be generous back.

Next, and this relates to the point above…and something I took away from Michael Port’s “Book Yourself Solid”: always have something to invite someone to. When you meet a candidate (or a client for that matter), ask them to an event...especially if it is one that you are hosting. “I know you’re not looking for a job, however, I would love to invite you to this event next week on writing effective resumes in English.” As you know, most people will not come alone to an event, but they will bring friends. Have a good sign in and follow-up system.

With above in place, getting referrals is a bit more easier when you use traditional methods such as:

1. Making sure to always get professional references from candidates. After all, you are a professional HR firm. You take and check references of all candidates. It does not need to be current boss, but 3 people who have worked with you. If a candidate won’t give you references, 9 times out of 10, they aren’t motivated and you won’t place them anyway.

2. Always ask for referrals. Most recruiters don’t even ask. They think they do, but they are very inconsistent. Nearly everyone including all the parents on my son’s soccer team, are working up to the questions: “What do you do? What five people should I know in your industry for training?”

3. Ask my favorite question, “I really want to expand my network and good people know other good people. What 5 people do you know that I should network with?” DON’T ask the dumb question: “Do you have any referrals?” Why would I give you any? You’ve not provided any value or service to me, I don’t know you, these people will compete for the job I want, and basically (your close-ended question) has elicited a big, fat, whopping “no”. You need to deserve the referral. Read the first point above again...

4. Always have an open job. Have jobs that are at different levels than your client and candidate and different industries. Then say, “Maybe you can help me (people love to help!). I have this position open for a junior accountant in fashion goods. If I wanted to know more about the fashion goods industry, what five people do you know that I should speak to?”

5. Have a referral awards system in place. What this means, is a signed piece of paper or some other point that says, when you get paid on a candidate you referred, you’ll give them a percentage. You would love to give out 10% of every placement you make if it means a 10% increase in placements! You do not need to go through your company. Trust me, you wouldn’t mind to take it out of your commission if you are getting referrals that lead to placements!