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Breakthrough! Exploding the Production of Experienced Recruiters

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Breakthrough! Exploding the Production of Experienced Recruiters

(82 customer reviews)

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For Search, Recruiting and Placement professionals only! A totally revised and updated edition of the bestselling book in industry history on dramatically increasing the production of experienced recruiters. "A wealth of quality information.We cannot recommend it highly enough!" The Fordyce Letter "BREAKTHROUGH is an absolute top-notch high quality hardbound book. It is not loose-leaf, paperback, or skimpy. 381 pages and 30 chapters of material make a solid, impressive and highly recommended work!" Illinois Association of Personnel Consultants "It is truly refreshing to read material that goes well beyond the basics. While this book is geared for the experienced consultant, it will also build a powerful foundation for a new person to learn the right way." Oklahoma Association of Personnel Services "Finkel has a deep understanding of the sales process. While he focuses specifically on the recruiter whose production has plateaued, it is truly packed with sophisticated and useful information to increase production for anyone in our business." Minnesota Association of Personnel Services Here's What You'll Get! ... Organizing and Developing Your Client Base... How to Expand Production in a Weak Market ... Slump! Cause and Cure ... Time Management and Planning ... Seven Ways to Increase Production ... Obtaining Quality Candidates... The "Plateaued" Consultant... Developing Repeat Business... Dealing with Comfort Levels... When the Striving Stops... Developing Your Voice ... Reducing Counteroffer Acceptance ... How to go from Good to Great! ... Planning the Closing Call .... And Much, Much More!!!

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Product Details

Author:	Steven M. Finkel
Hardcover:	381 pages
Publisher:	Steven M. Finkel
Publication Date:	2008
Package Length:	0.0 inches
Package Width:	0.0 inches
Package Height:	0.0 inches
Package Weight:	1.75 pounds
Average Customer Rating:	based on 82 reviews

Customer Reviews

Average Customer Review: 5.0

( 82 customer reviews )
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Most Helpful Customer Reviews

9 of 9 found the following review helpful:

The Bible of Search Recruiting! Jun 29, 2009 By Eric Macias "Eric M"
I was first referred to this book by a recruiting director three years ago and skimmed it for the first go round. Now that I have decided this is my career I wanted to get better at all aspects and really master the craft. This updated edition is worth it's weight in gold. I just made 4 permanent placements this month (June 2009), in a very tough silicon valley market, and the processes were seamless thanks to the fundamentals reinforced in this book. I highly recommend this book for anyone in recruting with enough basic knowledge to utilize his advanced techniques.

9 of 9 found the following review helpful:

Is this book misnamed? Oct 10, 2008 By Susan Dykstra
I first received the older black-and-gold edition of Breakthrough! when I was starting out in this industry 12 years ago (has it been that long??). At the time, despite a good background in corporate sales, I thought it was the best-written most substantive industry-specific sales book I had ever read. As a new person, the chapters on identifying, qualifying and developing my client base were probably most important, and have given me a proven system for keeping a continuing stream of good clients throughout my career. Later on, the sections on dealing effectively with candidates and clients sunk in. At some point, the chapter on slumps got me out of one..and kept me out. And when a recession rolled around, the extensive sections on dealing with one saved my (business) life!

I recently finished the new and completely revised 2008 Breakthough. Wow! It is probably 25% added or new material, but it is so fresh and up-to-date that I just got completely different things out of it. My time management skills had decayed due to the internet. The straightforward new ideas in this book have got me working effectively again. I am so grateful that the chapters on dealing with a recession have been expanded.I go to industry conferences, and newer speakers there were in high school or college at the time of the last recession,or in a completely different industry. Steve Finkel offers not wacky theories, but real facts and serious personal experience.

I just cannot speak too highly of this new edition. Even if you have the old one, buy this. And highlight it. Do it whether you are highly experienced or new. It WILL "explode your production". It's that good! I'd give it ten stars if I could. So will you.

8 of 8 found the following review helpful:

A recruiting Ph-D. May 28, 2009 By Tim Cogswell
If you ever wished you could earn a Ph-D in recruiting, this is the book to read.

The author reminds us all of not just the basics in business sales for search/recruiting (which are covered in the excellent book he wrote with Larry Nobles), but the specifics of genuinely sophisticated and dramatic improvement in the recruiting business past that point. Like all of us with decades of experience, we tend to start with fundamentals which were the foundation of our success, but rarely go too much beyond that (though we usually claim otherwise). In a good market, maybe we don't have to; in today's market, we certainly do. This book is a great read for any of us in sales. If you're new to the industry, you'll learn much more than you will expect. If you're an experienced professional, you'll be surprised at not just how much you have forgotten, but how much more there is left to learn.

Steve Finkel will take any experienced recruiter to their next level of skill and production ...and then another level after that. I don't care how experienced you think you may be. He's been there and done that. If you want to greatly improve your income level and your future success, Breakthrough is the book for you!

10 of 11 found the following review helpful:

My mistake should not be yours.. Oct 28, 2008 By Stephanie L. Cicero
I have been in this business for 15 years and I am good at it, with the production to prove it. I knew that Steve Finkel, who all the people I respect seem to feel is the most deeply knowledgable trainer in the industry, had a book out for experienced recruiters. But I'd read a few of the little 100-page paperbacks available (written by others) and I guess I was so disgusted, I just wasn't up for another book.

Then my manager bought Steve Finkel's DVD series "The Art of Recruiting" and I was forced to watch the ten modules in sales meeting. I guess most experienced people get in the habit of thinking we know it all, but the material was so in-depth and fresh, so well-presented by an obvious professional (and my billings went up so substantially as a result!) that I just got jerked out of my mental rut by it. Finally, I bought the 2008 edition of Breakthrough!

Others here have written of the content, which is terrific and totally different than in his DVD series. Broadly speaking, you've never heard or read anything like this..if you have the open mind that I once lacked and will highlight the book. But the thing that gets me is what an enjoyable book this is to read! Steve Finkel doesn't talk down to the reader. He somehow seems to convey deep respect for you while explaining how to increase your production. There is so much here that you will get different things out of each reading. I've read mine twice so far with more to go.

Anyway,my advice is don't be a close-minded grump like I was, and don't think because you've read shallow junk by others, that that's all there is. This author and this remarkable book are the Real Deal. Buy it and see!

7 of 7 found the following review helpful:

Very highly recommended! Aug 03, 2009 By Raj
Every single reviewer below has done justice to this book. I'd hate to rehash the same points - so I'll simply tell my story and how this book changed the course of my business.

I've been running my recruitment firm for the last 6 years. As any small business owner/manager would know, the initial years are always a struggle. But we fight and boy do we enjoy the fight! The unparalleled enthusiasm to succeed, the aspiration to make a truckload of money, to freedom to work as and when we desire - but at some point, the learning curve slows, along with your financial progress.

I was pretty much burned out by the 4th year. By the 3rd year I'd grown my firm to a team of 26 people and in the 4th year we were down to 14. I was bored of work, had gone into a major slump and as Steve Finkel would put it - I had plateaued. I didn't want to pick up the phone, had lost my drive, didn't look forward to the next day and I was never a good planner anyway. The cracks had started to appear and it was in October 2008 that things nearly feel apart. We lost a huge chunk of revenue due to the recession. Even though the Indian market wasn't hit that hard, most of our clients halted their recruitments and things suddenly came to a standstill.

It was then I started to look around for some genuine training material specific to the recruitment business. I needed help in streamlining the various processes, answers to business development, bringing back the enthusiasm - and so much more. I also needed a mentor. Of everything I found, one guy stood out for experience in all markets, professionalism and real depth of industry knowledge - Steve Finkel.

I ordered 2 books - Breakthrough! by Steve Finkel and Search and Placement by Mr. Finkel and Larry Nobles. I can honestly say these books have changed my life. Breakthrough! is an absolute gem. It's got everything an experienced recruiter could ever ask for. And the information is rock solid - based on 3 decades of hands-on, solid experience. I generally look for two things in any book - be it musical instruction, sales - whatever. Enthusiasm and Rock Solid advice. Enthusiasm that comes from deep love and respect for the subject, and rock solid advice that comes from decades of hands-on experience. Breakthrough! is so good that even if you lacked the enthusiasm and simply followed the advice, the results would come and they would come fast.

My weak areas have always been time management and planning. I am a hardcore sales guy and I have never cared enough about these two areas. But not caring doesn't make them any less important. In fact, I realized these two were the areas that needed immediate attention. The other area of concern was business development - Breakthrough! has chapter after chapter on new client development, coaching the client, developing repeat business, testing the search and motivating the client to sell. The time management and planning sections are thorough and very relevant to our industry. I couldn't believe I hadn't ordered this book earlier.

Anyone running a recruitment firm or working in one has got to own this book. There is very good reason this is considered the Bible of the recruitment industry. Steve Finkel has vast knowledge, a total focus on increasing your production, and he writes like there's no tomorrow. Breakthrough! ...I couldn't have thought of a better name for the book.

I love this business and the immense possibilities it brings. Some play music, some box, some paint - I recruit, and run a top recruitment firm. After reading Breakthrough! and implementing some of the techniques, I am convinced the very best training is an absolute must if one needs to excel. This one book has completely changed my attitude towards my business...and my income. It will do the same for you.

Very highly recommended!

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