Recapturing Your Recruiting Roots in 2025 – Part Eight

Recapturing Your Recruiting Roots in 2025

“Wounds Heal; Scars Last”

–A Ten-Part Series–

Part Eight

by
Bob Marshall

May 27^th, 2025

Part Eight – David’s Twelve Principles of Big Billers

Several years ago, I had the privilege of coaching a recruiter—let’s call him David—who had a big goal:

💡 Bill $1,000,000 in one year.

He reached out to Paul Hawkinson, then editor of The Fordyce Letter, who sent him my way. We worked together for a full year—and yes, he reached that goal.

Here’s what made the difference. David fully embraced the following 12 core principles, which I’ve seen time and again in top producers.

💼 David’s 12 Principles of Big Billers:

1. They live on the phone.
   Double to triple the talk time of average recruiters. They know: more calls = more deals.

2. They sharpen quality through quantity.
   Practice makes profit. The more they dial, the better they get.

3. They expect to win.
   Every win fuels momentum. They don’t celebrate long—they ride the wave and keep dialing.

4. They define a focused territory.
   1,500 company contacts in a niche. Called every quarter. From that, they build a loyal client base of 60.

5. They know their numbers.
   No guessing. They track ratios, review metrics, and adjust fast.

6. They always market.
   Even when busy, they keep prospecting. New business = long-term stability.

7. They run a process—not chase events.
   Consistency over chaos. Systems over scrambling.

8. They plan today—yesterday.
   Each day starts with purpose. Their MPC (Most Placeable Candidate) is ready to go.

9. They walk away from bad job orders.
   Timewasters don’t make the cut. They protect their pipeline.

10. They have a full hot sheet.
    At least 5 real deals working. No single deal controls their desk.

11. They use The Theory of Threes.
    3 great candidates × 3 great companies × 9 send-outs = 9 solid shots at a placement.

12. They execute with discipline.
    Every weakness is either a knowledge gap or an execution gap—and they know how to fix both. Their habits build success.

Next Week: Part Nine – Bill’s Big Biller Checklist – The Strategic 5 Essentials

Until then—stay focused, stay driven, and keep pushing forward.

—Bob

Bob Marshall began his recruiting career over 45 years ago at MR in Reno, NV.  In 1986 he established The Bob Marshall Group, International, where he has trained recruiters throughout the United States and also in the United Kingdom, Malta and Cyprus.  With a dedication to executive recruiting, he continues to offer his proven training systems to individuals, firms, and private corporations both domestic and in select international territories.  To learn more about his activities and descriptions of his products and services, contact him directly @770-898-5550/470-456-0386(cell); bob@themarshallplan.org; or visit his website @ www.TheMarshallPlan.org.

Bob Marshall

President

TBMG, International

247 Bryans Drive, Suite 100

McDonough, GA  30252-2513

770-898-5550

520-842-5550 (fax)

bob@themarshallplan.org

www.TheMarshallPlan.org