Over the last 10 years, I have spoken to over 100,000 delegates in over 1,000 conferences. I have read over 1,000 personal development books and spent oodles of money on courses, training and development. I have been lucky enough to meet, interview, and work with some truly incredible and inspirational people and, perhaps most importantly, I have asked myself every day, “What is it that differentiates elite performers from merely good ones?”
My talks, my coaching and my work is based on the answers to this question and any one of these distinctions can help you make more placements and improve your sales.
Most recruiters and businesses are riddled with excuses. They are endemic. They thread themselves through the psyche of the recruiter and through the layers of businesses. They are, for the most part, treated like facts. They are discussed as if they are real, solutions to these non-existent problems are debated and beliefs, emotions, actions and results are driven by the acceptance of them.
Becoming aware of, acknowledging, and letting go of excuses can drive recruiters to be super billers and businesses to phenomenal growth. But it is rarely that easy.
Most hang onto their excuses because it’s easier to do so. It is easier to fail or to only achieve moderate success but to know that it was not your fault. It is easier to miss your targets and have a reason. And that’s where most people stay. Their lives and their businesses become devoted to making excuses.
But, for a rare few, this is not the case. They recognise their reasons for failure as what they are, excuses.
We’ve all used them but are you brave enough to acknowledge them for what they are and let them go now? There are thousands of excuses used by recruiters all around you every day but here are some of the ones that can ruin your sales, your business and your life…
- It’s not my fault.
- It’s the market.
- I don’t have the time.
- They don’t like me/my company.
- It’s because I am too… (old, young, skilled, unskilled, experienced, inexperienced… you get the idea).
- It’s my upbringing/education.
- I don’t have the contacts.
- It’s out of my control.
- It’s just bad luck.
- Our product is not competitive enough/our fees are too expensive.
When you fail, what do you say to yourself? When your clients don’t give you feedback on your candidates, what is your reason for this happening? When you miss target, how do you explain it? How do you excuse yourself and where do you lay the blame?
Not easy is it?
In 1986 I stuffed up my “A” levels. There were reasons. My father died in a car crash. I moved schools. I had Glandular Fever. I could go on. But the bottom line is that these were all excuses. The reality is that I did not put the work in. I did not do the revision. I did not do the hard yards. For sure, there were challenges but I let them beat me. I did not double and redouble my efforts and ensure that I got the results that I should have. It was my fault and there should have been no excuses.
Ultimately, there is also someone who is actually responsible for every situation and that was me. As in your life, it is you.
What excuses do you make to yourself when things don’t go the way you want? What excuses could you do with eliminating from your life? What excuses, if they were gone, would free you to go for true success in your recruiting and in your life?
I cannot guarantee that you will achieve what you want. I cannot guarantee you a million in placement fees. I cannot guarantee that you won’t fall on your face. And I cannot guarantee that you will get where you want to be. But I can guarantee that when you take the brakes off, lose the excuses and take responsibility, 100% responsibility for your own success, you will set yourself on the right road.