Speaker 1: 0:00

Welcome to Retrained Search, the podcast where we lift the lid on what it's really like to work retained, discuss the stories we've gathered along the way and give you all a peek behind the scenes of our amazing community and how they're getting ahead. Well, welcome, welcome everybody. Nice to have you here, claire. Thanks for joining us.

Speaker 2: 0:25

Thank you for having me. I can't believe I'm in a podcast with the Louise Archer and the George Taylor.

Speaker 3: 0:34

I think you're being quite kind.

Speaker 2: 0:36

Super stars in my eyes.

Speaker 1: 0:38

We're very excited to talk to you, claire, because we're showing you folks today, or rather telling you about for those of you that aren't watching and listening a little look behind the curtain at Retrained Search. Claire is one of those that are always behind the curtain because you do put yourself out there a little bit, being the drama expert that you are, I do.

Speaker 3: 1:01

It was like you just drew the curtains.

Speaker 2: 1:03

I know, yeah, it's my hair, isn't it A 90s boy?

Speaker 1: 1:07

Some people would be farty and we've got lots of things to share with you about what happens behind the curtains. But first, George, how are you? I haven't kind of seen you pop play form.

Speaker 3: 1:24

Yeah, I'm busy, very, very busy, very, very busy, but in a good way. And then, yeah, she is growing up very fast. Last night she spent her first night in her own room on her own in her own cot. She did. How do you?

Speaker 1: 1:42

feel about that yeah.

Speaker 3: 1:44

I'm all right. I think you know what. We hadn't really planned it. It just kind of happened, which I think made it easier. Becquah was probably a little more emotional than me, but she started off like in the middle of the cot, like as you'd expect. Don't know whether you'd be able to see this in the middle of the cot and then I looked on the camera at 10 to 6 this morning. I don't know if you can see her there.

Speaker 2: 2:09

They're all rolling away there, she don't know how she got there.

Speaker 1: 2:12

Hello.

Speaker 3: 2:13

She looks like hello. Yeah, she does, she does. So she seemed comfy, she was settled, she slept well, so all good, all good.

Speaker 1: 2:22

Well done. You're such a good parent, george, you are.

Speaker 3: 2:26

I'm in the easy bit of the moment. Wait till she's running around and giving me back chat. Let's see how good I am there. But I've got to practice my objection handling with a three-year-old.

Speaker 1: 2:36

Shall I tell you what I did with my daughter at the weekend. Yes, I gave her a first driving lesson.

Speaker 3: 2:43

Oh nice.

Speaker 2: 2:44

In the snow. Oh yeah, that isn't your fire, nothing better.

Speaker 1: 2:50

I know why not. Might as well, learn in adverse conditions Makes you better all round, doesn't it? Yeah, I was a bit scared because she hasn't ever sat in the driver's seat of a car and you feel a bit powerless sitting in the passenger seat and it's only a quite small space. There was a big barn at one end and then a fence and a gate and then just a drop on the other side. We didn't actually have that much room for her to go forward, so we went through how to brake lots of times before we turned.

Speaker 3: 3:19

Which is an important part of driving right. Learning to brake is pretty critical.

Speaker 1: 3:24

She did well, she did really well. I'm excited and also very nervous. You've got all that to come. You've got a while yet.

Speaker 3: 3:30

But it was funny. I was on one of the Coal Lab calls and Jess Billa was on there. Our listeners, our regular listeners. One now, jess. He was on the podcast a month or two back and Jess was just kind of saying to everyone last night how proud he was yesterday Because his daughter has been in his business now for about three years and was recently promoted into a VP position in Jess's firm, and he said yes today, dropped her off at the airport she was going, I think, to Boston, dc.

Speaker 2: 3:59

Washington, wasn't it?

Speaker 3: 4:00

Yeah, washington DC For the first time, kind of on her own, to work alongside a client in doing interviewing. And how proud he was and I said, god, how far have I got to go on this journey Because you're dropping your daughter off on her own to go and interview people for a client and I'm pure rain vegetables. Oh, there is so much, there is so much, always, so much more.

Speaker 1: 4:28

What were you up to with your boys, claire?

Speaker 2: 4:32

This weekend. Oh yeah, I had a really nice, wholesome weekend with them, actually played board games and stuff like that, because Ben had a friend who came over from the UK to stay with us. So, he was down in Palmer and in the port having a jolly old time, and so I just took the boys for like ice creams and we walked up steps in our local town, which is a nice thing to do, and, yeah, it was just really wholesome. I cooked homemade food.

Speaker 1: 5:01

You're a good one, nice part of the world to live in. I love it.

Speaker 3: 5:07

No, I don't think you were about. On Wednesday morning, when Claire came on to our tea meeting with the pool in the background, I very quickly told her where to go and sent the video off.

Speaker 2: 5:20

No, can I just say I was saying how cold it is in the house and they were like, oh, is it not very nice out? And I was like no, it's lovely outside. Showed them.

Speaker 1: 5:30

Welcome to my world, stonehouse. Living in a bloody fridge and there's been lots of exciting stuff happen in the always always. Can you see that? Am I sharing my screen? Yeah?

Speaker 2: 5:44

yeah.

Speaker 1: 5:46

So tell us about this one, if you will, george.

Speaker 3: 5:49

Yeah, katie, she's flying honestly. But Katie Jordan doesn't have done no retained revenue. I don't think at all. Maybe the odd bit, but it certainly wasn't a consistent part of her business. And it seems like every other day she's putting a win in there about another project. She's won this on Just want to multi hire retainer six positions Question around pricing model she's charging 30% engagement, 30% when interviews are scheduled, 40% on appointment and we're just asking how she calculates the kind of total things but accordingly. But like it makes me laugh Just how flippant the message is, having just won a retained six position project.

Speaker 1: 6:28

Yeah, very nice. So good so good, this is a nice one as well, and I finished a coaching session with bars last week and he dropped me a quick note say thanks for your kind and encouraging words. I'm sure you know this already, but it genuinely helps enormously what you and the big guy are doing is that he's the big guy?

Speaker 1: 6:45

I don't know if I can't back off. I think you know, and I can't wait to start implementing it. And when he knows searches have a great rest of the week and weekend, he's going to do great. Yes, what about this one? Yeah, Jason.

Speaker 3: 7:04

I mean they're just flying on there. Oh, they are Absolutely flying. They're kind of a note. I was going to say an OG, which to me is original gangster. What we found out last week is to Lou, what does old G means to?

Speaker 1: 7:18

you, is it not right? Is it not old guys?

Speaker 3: 7:19

Old guys, old guys. I think you said Not quite right Lou.

Speaker 2: 7:24

Close enough.

Speaker 3: 7:25

So I when I say they're an old G mean original gangster, not old. Yeah, he said they just landed a three higher project medical director, vp of engineering, product manager 150 KM fees. Just received the first 55 to kick it off. Nice, really nice.

Speaker 1: 7:45

Another one, non specialist retainer one, so I felt like this one.

Speaker 3: 7:49

So I pitched. This is Katie again, by the way, who we just thought this isn't in my specialism and I've won it.

Speaker 1: 7:55

I won't lie, I'm slightly short, so, as I know, I was up against two other firms with specialist divisions. So I'm feeling delighted. The pitch training works and I've got a partner I can collaborate on this search mandate. So it's all systems go so nice. It's nice to see a little bright sunshine at the end of that one too. And this one, Louise, what do?

Speaker 3: 8:15

you know about this one, George. Yeah, director of operations, regional fast food company in the Carolinas and help massively as they get attracted in the food and beverage hospitality sector. I think again. I think that's like the third win. We posted in three podcasts in a row for Louise. I mean it just shows doesn't hit sometimes the first ones the hardest to win and then they start to come down there.

Speaker 1: 8:38

This is another light repeat winner as well. Mark just won two chunky searches for a new client. It's taken a while to get this project, so this next project over the line, brand new client I've been causing since I sent cold turkey back in September last year, so new prospect from scratch. Thanks for all the support. Lou and Jordan. You're welcome. Mark, you are welcome. Oh, and Tracy, she's doing so well. Now she's doing more searches. One I'm so delighted for, tracy, because she was so nervous, wasn't she?

Speaker 3: 9:04

And she was so like, not sure she's so diligent as well, like she's there every week on the coaching course to contribute. She helps other people. She really does. She deserves all the support.

Speaker 1: 9:16

And her pitch is so good. I see her in the pitch coaching. She comes probably every other week now and she just runs through it and it's good. It's so relaxed, it's so natural, it's so calm, it's so assured, it's just. I'm not surprised that she's winning regularly. Now she says two more searches, one same client. It's the first, but really pleased. Next target is to get on with a new client.

Speaker 3: 9:36

Yeah.

Speaker 1: 9:37

Because her biggest fear was conversing existing clients. So she's done that first.

Speaker 3: 9:41

Yeah, yeah, it's amazing. It's been so nice as well because I think as the podcast grows like we've gone, you know, from like one or two listeners to three or four listeners now, and as the podcast grows and I have more and more calls of people that say I'll listen to your podcast, it's so nice for me to be able to say I worry sometimes that people think the winds were posted a bullshit. It's so nice to just be able to show them in the community and go look, here's the winds. This is the past week. I'm not encouraging this, they're just sharing it with us. It's amazing.

Speaker 1: 10:15

Yeah, basically every week we've just been through a five minutes we just go into the folder where Emma very kindly screenshots them for us and just puts them in and we go oh yeah, there's that one, that one, that one, that one, that one, that one, that one, that one and that one, and like they come from you know well you, if you join us, so yeah, that's exactly where they come from. We don't need to make them up. They are real and they're, for the most part, people that either not confident with retained or have never, ever done it before.

Speaker 1: 10:43

Yes, they are Okay cool. And what have you been helping people with this week, george?

Speaker 3: 10:50

Lots of things. But actually I was thinking last night right, we had a new member join us last night finished the call and she was like I'm all in, yeah, I want to do this. She signed up on the spot and we spent I spent an hour with a really just trying to tell it, trying to show her that she can do this, and it got me thinking about the journey that people go on and this ties probably quite nicely into Clare being with us today as well in terms of customer success, and we often talk, I think, on the podcast about the practical things that we help people with, the pitch that we give them and the script and and the materials and all of that good stuff and that's really important. But I think the other thing we really give people is confidence to go out there and do it.

Speaker 3: 11:43

Yeah and so genuinely believe that they can yeah, yeah and that's one of the biggest things.

Speaker 3: 11:51

Sorry, it's a bit mushy this, the whole idea of confidence, but it but it's so, so important. And Christina, who I spoke to last night, is gonna be incredible, and and the reason she's gonna be incredible is because she truly cares about our customers. That's what's driving this, for her is wanting to do a great job for our customers and there's a bit of apprehension around can she position it and will they buy it off her? And she doesn't see herself as the best salesperson, but I can guarantee you, when we give her the confidence and a bit of the knowledge and it's weak here and there- that's what Tracy was like, though, isn't it?

Speaker 3: 12:31

exactly what.

Speaker 1: 12:31

Tracy was like and look at her now. So, yeah, we know that we can. We can give people that, and a big part of us giving people that is you, my lovely Claire, our lovely Claire, I should say. We would love to let everybody find out more about what happens behind the scenes and tell us about what you do, claire, if you will, oh.

Speaker 2: 13:03

It's a very good question. So there's lots of things that I get involved in, but I guess the most predominant part of my role within the organization is Community management, slash nurture. So when I first meet people and on board them into our community, what I typically tell them is that it is my job to make sure that they have got everything they need, or that they can find everything and they know where everything is, in order to be successful with the course and meet the objectives that is that they set out for themselves, because Everybody wants something slightly different from this course. I think we all know that. You know, when we speak to them, initially You'll have a call with them and then, when they eventually buy the course, I will say to them so what is it you're looking to get from this? You know how are you operating at the moment. What do you actually want to achieve as a result?

Speaker 2: 13:58

Some people you know already operating at 20% retained and they want to get to 100%. Some people who don't even know what a retainer is really. They know that there's a bit of money involved and they're keen for it, but they're not actually sure, like what it involves. And so, yes, they need the confidence they need, the education they need, they need all of it. And so then it's my job to check in with them, to help them to access the community, to make sure that they are coming to the coaching sessions because we have it's so interesting and I don't know how widely this is kind of Spoken of on this particular podcast, but there's so much and For them to access in terms of one-to-one I mean it's group, but you know they've got one-to-one time with you guys like four times a week and it's about making sure that a they know that, yeah, and be keeping them accountable to go towards that and then kind of tracking their journey through it.

Speaker 2: 15:04

Checking in, are you okay, do you need anything? And Replying to people in the community, touching base with our members and also just making sure. I suppose to your point, jordan, and so I don't really do, I don't do collab calls and things like that, but motivating them. If I'm having one-to-one calls with our members, making sure they know they can do this, it's completely within their reach.

Speaker 1: 15:29

Do you see like what? Because you see the people that do it well, you see the people, but Don't like what. What do you see? What kind of patterns and trends, and oh, Very simple.

Speaker 2: 15:41

There's a golden thread that rings throughout retrain search and that is when people join, especially If they from that from the get-go post into the community, introduce themselves, come to the launch course with me and then they follow that through and Join the live coaching sessions.

Speaker 2: 16:04

They are the individuals that see success most quickly from this course and see the most financial reward from it, and I think you are less likely to sort of slip back into contingency at any point in the future because they see the value in it both for themselves but, I think you know, for their clients. And that's the key part. When they go through that mindset piece that we take them through quite often, I think that at that stage they think the only benefit of working retained is to them. But what they come out of that mindset piece seeing is that actually there's a huge benefits to their client and they can use so much of what they learn there to inform the conversations that they then have moving forwards with their clients. And I see a massive shift, you know, just after module one with people that I have conversations with and tell everyone, like how well I suppose I want to share with people is this.

Speaker 1: 17:15

You're quite passionate about this, aren't you?

Speaker 3: 17:16

I think you're being with quite restrained today.

Speaker 1: 17:19

I'm quite passionate, but you well, you see the outcome, don't you? Because you do all the testimonials, of course yes, absolutely, which. You do a beautiful job of having chats with people over Zoom and asking them to share their experience with the course. You get your team are responsible for capturing the wins every week and putting them in, so you see everything and all the good things that it does, but that's not kind of. This isn't where it started for you, is it.

Speaker 1: 17:49

No, would you mind sharing kind of the journey, of how you've come to be doing this?

Speaker 2: 17:54

Yeah, absolutely so. I think Jordan would refer to as a failed agency recruiter. Is that right, Jordan? So?

Speaker 3: 18:04

I'll say the If you have not agency recruiter across the world, don't inform me.

Speaker 2: 18:08

I'm definitely failed. Well, no, you're gonna maybe internal. So I spent a year working as a contingent recruiter in the very glamorous world of pensions and compliance, recruiting for East Anglia from Birmingham Ideal For those of you who don't know Birmingham's in the middle of the UK, east Anglia's right on the cusp. It was a logistical nightmare. Anyway, I did that for a year and I'll be the first to admit that I'm not a natural salesperson, but what I really enjoyed was those client relationships and so I jumped ship. That's what I did. And then I went and I spent about 14 years working in-house at international law firms recruiting lawyers and that would be anything from kind of you know, junior lawyers all the way up to senior partners, board level, and I would never work with anybody on a retained basis unless it was at that really senior level, and it was you know the Shrek's, or definitely you know what.

Speaker 3: 19:06

I would do at the time.

Speaker 2: 19:08

I was that internal recruiter. When someone would come and try and get me to work on a retainer, that would go, hey, just gonna stop you there. No, thank you, I don't want to buy your retainer. Can you send me some more seasoning? That was that was.

Speaker 3: 19:23

I'm trying to refrain going into objection handling mode Eagla.

Speaker 1: 19:27

I honestly I apologize, I'll be mute for a minute.

Speaker 2: 19:30

I apologize to people in launch calls and I said that was me sorry about that.

Speaker 2: 19:34

But I said the good news for you is nobody had ever been through this course. And yeah, so I did that. And then, after I had children, I worked to be a for a bit and I actually worked in for some recruiters, one of which I was working for and I was doing some social media. So for them writing things, doing this and the other. And they said, oh, we've got some training booked in. Would you just come and sit in on it so that we can get some content for our social media? No problem, of course I will, I'd be delighted. So I sat in on it.

Speaker 2: 20:13

And who should walk through the door? But Louise Archer, and room full of mainly men, proper recruiters, quite laddy, we all know the type, no offence to anyone and that's a hard audience I personally think to go up against in, you know, especially a live scenario. And Louise delivered the course for the day, or kind of the first mindset module, essentially, yeah. And you know, as we walked out of that room, jewels were on the floor, quite frankly. There were pennies dropping left, right and centre with people, and the conversation in the office afterwards was just like everybody's mind was completely blown like oh my God she's lifted the lid on this. I think it's something that we can do. And then Louise came back to do some more and we got talking. And then that's where this kind of relationship evolved and Louise said oh well, I'd really like to get my course online. And this is well.

Speaker 1: 21:21

I think it was a bit different. I remember it slightly different. Sorry to jump in, that I remember sitting down and you came and sat with me, I think. Well, I had.

Speaker 2: 21:31

Yes, we were doing like a deck or something, and yeah, I think you.

Speaker 1: 21:35

You said all my husbands are videographer and said had you thought about like I feel like maybe I am a salesperson, maybe I am.

Speaker 3: 21:45

When you said that before I was going to say, when you said I'm not a natural salesperson, I was going to say I would beg to be honest.

Speaker 2: 21:50

She's got every natural salesperson says Well, anyway, and so, and you were like yeah, and then I was like oh, I did.

Speaker 2: 21:58

I had kind of been thinking about that and then yeah, and then, like two days, three days later, we said, okay, when, what day, come and see us? And this is the other thing. So many people say they're going to do something. I would say 95% of people do not follow through with that. But like three days later, you came to Ben and I had a little office at the time and Louise came and we sat down and we discussed what you know what she wanted. It was like, right, okay, let's book in the first. Okay, what do we need to do? And we made a plan. We needed to get everything transcribed and there was so much work to do. And then COVID hit and it seemed like the perfect time. Yeah, it was just all action, action stations.

Speaker 2: 22:42

It was.

Speaker 1: 22:42

Yeah, I remember like like surreptitiously, like we weren't supposed to be together, I don't think when we were like filming things Surreptitiously.

Speaker 2: 22:55

What Is?

Speaker 1: 22:57

that a new word for you, George? Oh, absolutely what does that mean? Surreptitiously. Is that a clear?

Speaker 2: 23:06

The dictionary definition.

Speaker 1: 23:07

I'm never a good at like, sneakily like as you can look into me Without people knowing.

Speaker 3: 23:13

I mean, I'm going to be honest. I thought I would be on board with me not knowing what it means, and you both went.

Speaker 2: 23:19

No, I'm a word person, george, it's a literary.

Speaker 1: 23:24

Yeah, so we were doing that and yet. But it was all born because of that chance meeting, really, and then COVID hitting and we suddenly had the time to be able to record it. So if it wasn't for that, the only people that would see and get to experience what we do would be the people that we could geographically actually get to, and we wouldn't be able to reach the audiences that we do. And now you know, we have people all over the world, don't we? For all corners of the world.

Speaker 2: 23:52

In Latvia's on you, the newest members of Latvia, 32 countries now no, and also, we're all over the world as a team and that wouldn't have been possible, probably beforehand as well. So I think that that's also a massive thing, it's very fortunate with us meeting. And even at that point I didn't start working with you for a little while longer, but we just kind of kept in together and then I sort of came on.

Speaker 3: 24:29

I was about to say we're very lucky, but I think, more importantly, our members are very lucky because what I see go into them being successful is like a cocktail of certain things. So, yeah, there's a lot of knowledge and there's a lot of confidence. As we've discussed, this is a huge habit change and I mean it's in the best possible way. You're like the mum of the group. Sometimes they need to kick up their ass and sometimes they need a bit of a cuddle and a bit of support and encouragement. You give them everything that they need and on that journey to motivate and drive and encourage and Tell them off and and you're so patient and so helpful and you're endlessly just no problem.

Speaker 1: 25:20

Yeah, I can help you with that, even though it's like the 65th time you've been asked that question that day and you just endlessly provide that love and that encouragement and that that kind of soft landing for everybody. And Because you see the outcome, because you're there right at the end. You are there right at the beginning when they come in and you're, and you're there all the way through and right at the end when they're saying I'm done and this is, you know, this is what it's done for my business. When people say, how do I make the most of it, you know the answer to that.

Speaker 1: 25:48

You know exactly what they need to do, and you. Telling them all the way along it's brilliant.

Speaker 2: 25:54

But I've sort of said to people quite recently for me so when we have people join the course, we kind of say look, you know you can complete it in any which way that you like, but actually we set out a schedule for you that goes over eight weeks and then you've got support thereafter. What I typically say to people is it's almost a bit like when you pass your driving test. In those first eight weeks it's kind of like all of the theory to get you to pass your driving test, yes, you've been through the whole course and you've got everything that you need. So not really until that point that you kind of like Learn how to kind of do it for yourself. And that's the point especially where you need those co-lab calls, that you need those drop-in pitch coaching sessions, because Although you've got the theory and you have practised, now you're going out to these real-life clients and you know that there's going to be a bit of a slippery fish out there. Who's gonna have loads of objections will use Jordan, because Jordan's the objection handling man.

Speaker 2: 26:51

You know, there's nothing that he can't overcome is what I really say to people.

Speaker 3: 26:55

The good thing is, can I trademark the and the objection handling man? You're so right because two weeks after I passed my driving test I crashed in Matt Bones car park. Went to buy a strawberry milk trick.

Speaker 2: 27:09

No, it's because you didn't have anyone on hand, isn't it Correct? I mean a bit of a spiky wicket here and no one should want to go back as well forwards. And yet the people on our course have got that like they have it. You know they've got that safety net there of. You know they're driving the instructor if you like still yeah, and it's important as well.

Speaker 3: 27:30

I think that Sometimes the people that we have gone through the course suppose are, you know, small operations right. Some of them are solo recruiters that work for themselves and sometimes there are bigger firms that put teams through it. It's important they have not a mini-clair in their team. I think, offline to support them on this journey. Any of you listening try to poach our class. I will.

Speaker 2: 28:00

And also you won't get anyone much more mini than me.

Speaker 3: 28:05

Yeah, but I mean we're putting together, it's about to launch an impunential module based effectively, really, I suppose, claire, on the work that you do yeah, yeah.

Speaker 2: 28:17

Again so there's a golden thread, I think, that runs through, and the community and our successful you know our most successful members and the people who do really well, but actually there's a golden thread that runs through our team and that is a huge amount of passion, care, support, love, knowing when to Challenge people in the right way and say, well, come on, you know you've paid for this, let's get you going with it, because we know that everything's there for you to achieve. So. But yes, absolutely the impunential module, I think, will be a game changer for teams of people.

Speaker 1: 28:47

Yeah, I mean already We've got to the stage having been doing this now for a little while, and it's come a long way since that first version that you and I first kind of scripted and filmed, and it's got to a stage where you've got to be pretty Stupid not to do well with it, right? Okay, it takes a little bit more diligence to do it. You know exceptionally well with it, but not much like it's not that difficult. It is as easy as it possibly can be and we hold your hand and we tell you exactly what to do and we love you and we Cuzzle you and we kick you when you need it and all that kind of stuff. But we are just even more improving that by putting another piece in for the teams that need that little bit of extra support Internally and just giving them the help of how to be a mini-clare internally for your team. And and you're just uploading it at the moment, aren't you?

Speaker 2: 29:47

Yeah, just ready for.

Speaker 3: 29:52

It isn't easy, is it? I mean, I say to people when they're looking to join the course this takes a lot of investment right? Firstly, there's financial investment. I almost see that as the easiest part, but it takes emotional investment.

Speaker 1: 30:06

It takes and trust like you need to go. I'm gonna do it.

Speaker 3: 30:11

Yeah, no matter how committed you are right. I've talked on podcast over the past couple of months that I'm trying to look at the moment. Right, I'm really invested in that. Right, I'm doing it because I want to get healthy from a daughter and the family. I'm really invested, but still not all know about how invested they are. Sometimes you make bad decisions and it's not easy to say no, I'm not gonna do that and I'm gonna go to the gym tonight when I really don't want to, and that's the exact support that People need on this journey Don't fall back into that from that make the difficult decision bit of short-term pain for long-term gain.

Speaker 1: 30:51

And yeah, yeah, exactly so that. So this is, claire, is how we do that clear. It leads the team, the customer success team, that makes sure that everybody gets what they want and gets to where they want to go, and you put your heart and soul into that, and we all do, but that is your yeah it's definitely my bag.

Speaker 2: 31:14

I'm incredibly passionate about it and making sure that everybody feels supported as an individual and, I think, you know, as a business. I think that we all do that really well as well, because, well, I would say I know the name of everybody Is, you know, a member in our community, and there's lots of them, you know, and and that's a really lovely thing- you have a better memory than me and look yeah, yeah, it's true, that is true, we know what they've, I know what their pictures are like and you know whether they're any good at handling.

Speaker 1: 31:47

So we wanted to leave you today with a little piece that we kind of touched on earlier and that's confidence. And and I wanted to share with you kind of verbally what I saw recently on social media, and that was a girl. She's walking on like a treadmill. But this is if she's walking on a catwalk right and she's a youngish girl, I don't know, late teens, she's got long dark hair and she's kind of looking down and she's wearing black clothes and she's walking on the treadmill and she's sort of adjusting her clothing around her waist. And then she sort of looks up and there's a kind of half smile and she's sort of not a little bit kind of punched over a little bit. She looks nervous, she looks shy, she looks a little bit uncomfortable but nice and timid. And then a few seconds later she just, and she walks about 10 steps like that, and then a few seconds later she takes a step and she lifts her head and then she puts her shoulders back and then she leans back slightly and then she smiles and her face opens up and her head just naturally falls a bit further away from her face and then she walks about 10 steps like this and literally she looks like a different person.

Speaker 1: 32:55

It's unbelievable, just the change in confidence and stance and the impact that it has on you as a viewer and the person that you perceive her to be. And we were talking about it this morning because we're coming over to Australia and one of our good friends who is going to do a piece on soft skills in that workshop that we're building but how important and how much of a difference that confidence gives you in your approach to clients, in your pitching, in your objection handling and how we help you nurture that. And that can be one of the biggest things that we give you. Yes, we give you the tools and yes, we give you the processes, but giving you that confidence is what so many people you hear them in the testimonials, don't you, Claire?

Speaker 2: 33:41

Oh, my God testimonials. When I speak to people they're just like I just never had the confidence to do it before because I didn't really know what I was doing. Now I've just got the confidence. So I'm just not going to work contingently, I'm just not going to do it.

Speaker 1: 33:56

All balls. I think one of the women said it gave me the balls to do it, which is the same thing, masculine phrase. But there you go, for that, it works, it works.

Speaker 3: 34:06

It makes a huge difference.

Speaker 1: 34:08

Oh, does it.

Speaker 3: 34:09

I'm in the balls pic Because you've only got one. You know what can you do Answer it's all right. It's all right.

Speaker 1: 34:24

I'm unique.

Speaker 3: 34:24

I've always said you know what? Now, when you go to these events and people say we're going to go around the table and say something unique about yourself, I always used to think look, now, what am I going to say?

Speaker 2: 34:33

There's nothing unique about me.

Speaker 3: 34:35

I want to see the face when I tell them I've got one ball that's unique. I'm the only one saying that.

Speaker 1: 34:42

And, on that note, thank you very much for joining us, claire, and for sharing that little look behind the curtain of what happens behind the scenes at Retro and Search. It's been an absolute delight and a pleasure.

Speaker 2: 34:54

Thank you so much for having me. It's been a joy.

Speaker 3: 34:58

We're lucky to have you, claire, we are very lucky.

Speaker 1: 35:00

Yes, our members are very lucky to have you and, as always, if you want to talk to us, just put some time in our diaries. It's online on the website. We always happen to speak to new people or old people.

Speaker 3: 35:15

The OGs.

Speaker 1: 35:15

Whenever you want to. Yeah, exactly that, all right, over and out. We'll see you next time, everyone.

Speaker 3: 35:21

Thanks Lou Bye.

Speaker 1: 35:24

Well, that's another episode of Retrained Search the podcast in the bag. Thanks for listening to our wild tales, linkedin controversies and our top tips on how to sell and deliver Retained Search. Get involved in our next episode. Send in your questions and share your experiences with us by emailing podcast at retrainedsearchcom. And don't be shy. Connect with us on LinkedIn and come and say hi, we don't bite, unless you're a Shrek firm.

Speaker 1: 35:54

We want to say a special thank you to our retrained members for sharing what's working for them right now and innovating new ways to grow and evolve. It's an incredible community. If you're wondering what exactly we mean when we mention our communities, well, we have two separate programs. Our search foundations program is for recruiters who want to learn how to sell and deliver retained search solutions consistently, and we have our search mastery program. That's for business leaders or owners already at 50% retained or more and looking to scale and grow and structure their search firm. We cap memberships to these programs to protect the integrity of the community. If you want access, just talk to us. Ok, thanks for listening. We'll be back very soon with an.