1. Transform your solo desk into a multi- million dollar business that runs itself! (888) 777-5973 iconmedicalnetwork.com

2. Why would you do this? You can earn an additional $1mm dollars a year. You can create a business that has more value to it then your own ability. You create a company and not just a practice. Other people can open more doors for you than you can by yourself.

3. How do I get started? The Niche or Desk Specialty review… What can you do beyond your Niche or specialty? Break down the current opportunity on your desk, then your market.

4. Desk and Market Break down formula Capture a snapshot of what your market has to offer. Step one: Answer the question what is my market worth in dollars? Step two: Figure out what my market share is currently and what could it be; by utilizing a simple formula.

5. The Formula Number of jobs available x avg. salary = Total salary x avg. fee percentage for your office = This shows you the $ size of your market. Now take the current value of all the open jobs in your niche in your office or desk. Then divide that by the total size of your market. This will give you your current estimated market share potential that you have. This number allows you to break down your metrics to show what your market has to offer and paints the picture for what you can do with that market by building a team.

6. The Formula Example: Current postings gathered over 24 hour period January 18 th and 19 th. Pharmacy jobs posted in CA: 4,125 openings Average salary: $125,000.00 per year Average Fee: Salary X 30% $37,500.00 Total of average salary available: $515,625,000.00 Multiply salary X avg. fee % = $154,687,500.00 Total JO’s in for Pharmacy for ICON in 2013 44 jobs = $1,687,000.00 / $154,687,500.00 = 0.010905 Market Share potential JO/$ ratio plays a big part in this… If its 4/1 this market share potential is 11 placements for $412,500.00..does that constitute an additional desk..it should!

7. The Market looks good.. How do I hire people? Do I use territories or specific job titles? What tools do I use to hire with? How do I train them? How do I manage my desk and also manage my people? Is there specific tools I should use for management?

8. The Secret to Hiring good Recruiters Hire Leaders in every position. Use the DrakeP3 test upfront when interviewing Hire slow and fire fast Utilize accountability tools to and accountability partners to keep the drive alive.

9. Territories or Titles? I like to split things up into territories Create regions that have boundaries where people can operate. If your market is better off moving people around then go with specific job titles.

10. Tools to hire with Our Secret, we post the job, everywhere. And Spam it all over Linkedin and Facebook. Still to this day our best hires have come from referrals.

11. Training tools We use the Next Level Exchange to facilitate our two week training, then get people on the phone. You want to be able to get a list of 100 calls for each of your new people to make. And walk them all the way through the deal process the first time.

12. Manage me and them? The PAR The Internal business review. Accountability to metrics daily. Blocks of time on your calendar, within a shared calendar environment. Morning meetings, Mon, Tues, Wed and Friday

13. Simplify and Replicate The more streamlined you are the better your results will be. You are looking to duplicate and triplicate your efforts by stamping out divisions of your current desk or a spin off of that desk so everyone is actually working together, as well as competing with each other on the right things.

14. What does ICON look like.. First what does ICON offer? The managing partner program. Recruiter minimums and benchmarks. Per desk averages. Compensation for teams. P/L sharing for Managing partners

15. Contract Services How do you do it? What does it cost? Is it really productive? How do you compensate it? Who are the buyers? Can you leverage Perm for Contract?

16. Build something Outstanding! If you can create a model that works, then others can follow, and hopefully pass you up! Loyalty is earned, stay true to the team they will stay true to you.