A Curriculum in Recruiting Top FA Talent Session 1: What Exactly Are Top Financial Advisors & Why Are They So Hard to Recruit?
Post on 17-Dec-2015
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A Curriculum inA Curriculum inRecruiting Top FA TalentRecruiting Top FA Talent
Session 1: What Exactly AreSession 1: What Exactly Are
Top Financial AdvisorsTop Financial Advisors
& Why Are They So Hard to Recruit?& Why Are They So Hard to Recruit?
The Conventional ApproachThe Conventional Approach• Avis RecruitingAvis Recruiting
Violates the Golden Rule of RecruitingViolates the Golden Rule of Recruiting• What you do to recruit top talent will also What you do to recruit top talent will also
recruit mediocre talent, but the converse recruit mediocre talent, but the converse is not trueis not true
The goal: add the skill of “everyday The goal: add the skill of “everyday headhunting”headhunting”
Adding a New SkillAdding a New Skill
Sourcing theCandidate
Evaluating theCandidate
Selling theCandidate
3 integrated processes covering 16 touch points that influence 1 hire
1. E-Brand statement
2. Advertising venue selection
3. Social media sourcing
4. Brand and Job advertising
5. Application method/feedback
6. Career site design/mgmt
7. Pre-qualifying screen(s)
8. Assessment test(s)
9. Interview logistics
10. Interviews
11. Feedback/status information
12. Background checks
13. Relationship building
14. Offer communication
15. Post offer communication
16. Reinforcement
INTEREST
EDUCATION
ENGAGEMENT
great
Inadvertent MisstepsInadvertent Missteps
ActiveJob Seekers
Non-Job Seekers
16% 16%68%
Passive Job Seekers
Target DemographicCareer Activists
Who Is the Target?Who Is the Target?
A distinction that’s more than semanticsA distinction that’s more than semantics
• Never ever look for a jobNever ever look for a job
• Know who they areKnow who they are
• Expect you to know tooExpect you to know too
• Almost always employedAlmost always employed
• Listened to their motherListened to their mother
• Smart consumersSmart consumers
Career ActivistsCareer Activists
Impulse ShoppersImpulse Shoppers E-brandingE-branding Recruitment Recruitment
advertisingadvertising ReferralsReferrals PipeliningPipelining
Optimizing the Optimizing the candidate Experiencecandidate Experience
Scientific ShoppersScientific Shoppers E-brandingE-branding CybersleuthingCybersleuthing NetworkingNetworking Recruitment bloggingRecruitment blogging Online social Online social
communitiescommunities
Optimizing the Optimizing the candidate experiencecandidate experience
The SpectrumThe Spectrum
Sourcing theCandidate
Evaluating theCandidate
Selling theCandidate
3 integrated processes covering 16 touch points that influence 1 hire
1. E-Brand statement
2. Advertising venue selection
3. Social media sourcing
4. Brand and Job advertising
5. Application method/feedback
6. Career site design/mgmt
7. Pre-qualifying screen(s)
8. Assessment test(s)
9. Interview logistics
10. Interviews
11. Feedback/status information
12. Background checks
13. Relationship building
14. Offer communication
15. Post offer communication
16. Reinforcement
INTEREST
EDUCATION
ENGAGEMENT
great
Walk the TalkWalk the Talk
They do go to some job boardsThey do go to some job boards• But not to General Purpose or Gen 1 sitesBut not to General Purpose or Gen 1 sites
They do look at some job postingsThey do look at some job postings• But not those that are a modern medical But not those that are a modern medical
miraclemiracle They do visit some corporate sitesThey do visit some corporate sites
• But not those that treat them like But not those that treat them like “generic candidates”“generic candidates”
Top FA BehaviorsTop FA Behaviors
They do visit social media sitesThey do visit social media sites• But not to network as if it were a But not to network as if it were a
“contact sport”“contact sport” They are influenced by e-brandsThey are influenced by e-brands
• But not those that sound like a jingle for But not those that sound like a jingle for a jewelry storea jewelry store
They do engage with others onlineThey do engage with others online• But not to commiserate with active job But not to commiserate with active job
seekersseekers
More FA BehaviorsMore FA Behaviors
Recruitment advertisingRecruitment advertising NetworkingNetworking Online social communitiesOnline social communities ReferralsReferrals E-brandingE-branding PipeliningPipelining Optimizing the candidate Optimizing the candidate
experienceexperience CybersleuthingCybersleuthing Recruitment bloggingRecruitment blogging ChannelingChanneling
Best & NextPracticesA Tailored Campaign
The Bottom LineThe Bottom Line
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