I wrote a column for ERE called “From Good to Great” about how I went from failing at recruiting to building my own firm. Here is the heart of it, refreshed, with a link to the original below.

Go With What Works

Like a lot of great ball players, I’m superstitious. When I have a good client visit, I wear the same suit to the next one, and I keep wearing it as long as I’m winning. Creativity matters in recruiting, but sometimes you have to go with what you know works.

So sit next to the person in your office who bills like they’re opening a bank next month. Write down the phrases they use. Don’t change the script yet. Try it their way first, and if it works, use it, assuming that’s OK with them.

Original Broke or Copycat Rich?

People tell me, “Joe, I want to be original.” My question is simple: would you rather be original broke or copycat rich? I’ve been original broke, and I can tell you copycat rich is better. As Jim Rohn put it, “You don’t have to be original; you just have to be good.”

Humility Opens the Door

I started in this business in 1986 at 17 and found every way to fail. I made about six weeks of income in my first six months. God gave me the gift of humility early, and I used it. I set my ego aside, found good mentors, studied every great recruiter I could find and copied what worked.

  • Find the best performer near you and learn their words.
  • Use proven scripts before you rewrite them.
  • Set your ego aside; money is better than ego.
  • Find mentors and learn from them.
  • Stay a student of the game.

This article first ran on ERE in September 2007. You can read the original on ERE here: https://www.ere.net/articles/from-good-to-great.

I’m Joe Pelayo, an executive recruiter for 40 years and founder of Joseph Michaels International here in Dallas. We recruit for roles with base pay from 75K to 2 million, and one call to me reaches our network of 700 recruiters. Right now we have 1,619 open jobs.

Let’s Talk

Whether you’re hiring or looking, I’d be glad to share what I’ve learned in 40 years.

Call me at 1-800-786-1099 or email info@josephmichaels.com.

Joseph Michaels International, 13355 Noel Road Suite 1360, Dallas, TX 75240