Mentoring Mavericks: How to Build a Winning Team of Top Billers, with Mike Silverstein

"Selling without selling" refers to an approach or technique that focuses on building authentic relationships with potential customers and meeting their needs without resorting to pushy sales tactics. The goal is to create a positive and genuine interaction with prospects, building long-lasting relationships.

This can be easier said than done, that is why our special guest, Mike Silverstein of Direct Recruiters, Inc shares how he applies this to his practice and he has helped developed multi-million dollar billers.

Mike is the Managing Partner of DRI's healthcare IT and life sciences practice. In 2014, Mike was inducted into the Pinnacle Society, which is the nation's premier consortium of top recruiters within the direct placement and search industry. In 2016, Mike was named one of the most influential millennials by Staffing Industry Analysts.

Episode Outline and Highlights

[04:28] How getting fired from his first job led … Mike got into recruitment.
[08:16] Building a practice from scratch in the middle of a recession
[17:15] Figuratively depositing in the emotional bank account - hear young Mike’s strategy for building relationships with senior executives in transition.
[22:30] Mike reveals why you should “Never sell on the first call!”
[31:20] Practices on leads tracking and follow-up.
[33:19] Why you must hire team members to complement what you’re good at.
[38:24] Lessons learned in trying to grow a team.
[39:56] The one thing you cannot teach your team members.
[43:41] Hiring, mentoring, and developing million dollar billers.