You are in the best profession in the best time in history. In order to take ownership and hold yourself accountable, the topic of attitude needs to be addressed.

In recruiting your success depends 10% on what happens, and 90% on how you react. Meaning, you have 100% control over how you choose to react. No one can upset you, disappoint you, ruin your day or month, or control your emotions – unless you give them permission to do so. No one can even motivate you; it comes from within.

Do you know you deserve more, but settle for so much less? Recruiting is a sales profession. Let’s discuss the meaning of sales. The one-word meaning of sales is “work.” The two-word meaning of sales is “work harder.”

We all want to know the fastest, easiest, best way to make a sale. One day I asked an audience of recruiters the following question: “How many of you would like a list of Top Talent (100 names and contact information) in your most difficult area to find candidates? Of course everyone their hand.

Reality: That list doesn’t exist. But don’t we all wish it did! If you are going to take ownership of your career, you need to set achievable goals. Ask yourself the following:

• Where will I be a year from now?
• What will I produce in sales?
• How will I achieve that goal?
• Are my “real world goals” established and written down?

The definition of a goal is, “A dream with a plan and a deadline.” Do you know 74% of adults don’t write down their goals! If you tie in your goals with your dreams you will hold yourself accountable. Remember there are no limits in our profession, right?

There are seven steps to goal setting with an accountability factor:

STEP ONE: “Clearly” identify what you want
Write down exactly what you want to achieve in as much detail as possible.

STEP TWO: Date your goals
You need to indicate a start date and completion date for all goals. Unless you commit to a start and target end, your ability to hold yourself accountable is questionable.

STEP THREE: List the obstacles you will have to overcome
We are in a sales profession and there will be obstacles along the way that try to prevent you from attaining the goals you have set. You need to identify them, up front.

STEP FOUR: List who will help you achieve your goal This could be your co-workers, manager, clients, candidates …

STEP FIVE: Make a LIST of the skills and knowledge you need
Do you have these skills, or do you need to develop them? If you need to acquire new skills or knowledge, write down a specific plan to develop those areas – with a timeframe.

STEP SIX: Compile action items
Write down exactly what actions you need to take for each goal.
Know your:
NUMBERS
RATIOS and
MINIMUM DAILY RESULTS you must achieve

Make a commitment to hit those numbers on a daily basis!

STEP SEVEN: List the BENEFITS of goal achievement
This will address your “WIIFM” question if you achieve your goals. What is your incentive to do this? Is the incentive strong enough to ensure you will achieve this goal?

STEP EIGHT: Take action every day
Make a personal commitment to act on your goals, and live up to that commitment every single day.

Ask yourself the following question:
What price are you paying and what price are the people you love paying for you not becoming as successful as you should be?

Hold yourself accountable to a certain level of results every single day – no exceptions!
How do you do your best every day? I’ve interviewed hundreds of outstanding recruiters who have set hiring records year after year, to get their answers to this question. Here are some of their answers:

• Start your day EARLY
  If you started one hour early every day – think of the impact!
• Love what you do
  Think of how you are changing peoples’ lives daily!
• Dedicate yourself to being a life-long learner
  Replace ONE HOUR of reading the newspaper or watching TV with learning every day. That would give you FIFTEEN, 24 hour days of learning. What would benefit you more?
• Convert anger to resolve
  Remember you have 100% control over how you react
• Convert barriers to breakthroughs
  You’re in SALES, and will face barriers, objections, rejection on a daily basis. Learn from the experience and GROW!
• Tell yourself “YOU’RE THE BEST!”
  Self Talk creates Self Image which creates Real Performance
• Understand the importance of establishing strong relationships with the clients and candidates you represent
  Rainmakers are great relationships builders.
• Surround yourself with positive people
  To have the greatest impact on your life, change the five people you hang around with most.

Remember, if you take ownership and hold yourself accountable, you truly will turn your dreams into reality.