Alright – so today we’ve got the honor of introducing you to Bill Humbert. We think you’ll enjoy our conversation, we’ve shared it below.
Hi Bill, thanks for joining us today. We’d love to hear about how you got your first non-friend, non-family client. Paint the picture for us so we can feel the same excitement you felt on that day.
I began professional recruiting in 1981 and was successful in working for several other recruiting firms through the 1980s. In 1990, I decided to form my own recruiting firm, The Humbert Group. My decision was based on a new model that attracted me – work with one client at a time and charge a flat monthly fee. This would enable me to focus on that company and its recruiting needs as a Recruiter and a Talent Attraction Consultant.
In 1990, our economy landed in our first technology recession where even IT professionals were being laid off. Not a good time for my new model! I continued to work my fee-based recruiting for 2 years. In 1992, my first recruiting client in 1981 reached out to me, MCI Telecommunications. I successfully introduced many candidates to them through the 1980s as a Headhunter, They called because they wanted me to use my skills in my new model.
Initially, I supported IT Managers at MCI who supported their “Friends & Family” and “1-800 Collect” products. Then they added a 200 member team in Commercial Billing. The hiring managers and I were so successful that we filled 100 IT openings in their offices in Pentagon City, VA in 6 months.
That is when MCI selected me to create a Recruiting Strategy to transition their Commercial Billing team to Cedar Rapids. There was only one small problem – I grew up inside the Capitol Beltway in Maryland. I did not know what state Cedar Rapids was in. I asked 3 HR professionals in their Pentagon City office – and they did not know. I found out that Cedar Rapids was in Iowa through my trusty Webster’s New World Dictionary. For 1 day, I felt bad for that recruiter in the Midwest. The next day, I was chosen to recruit a minimum of 120 IT professionals to Cedar Rapids during the 1993 calendar year, followed by 80 more IT professionals in the first 8 months of 1994. What a Rush!
Bill, before we move on to more of these sorts of questions, can you take some time to bring our readers up to speed on you and what you do?
In 1980, we moved to north central Maryland in dairy country. My previous job was in NE Washington, DC where I was a construction superintendent. Since I was not going to drive 65 miles in DC rush hour to that job, I began trying out other professions, car sales – I was good but it felt yucky. I earned $5,000 in my first month. Then, I found that one of our neighbors was starting a fertilizer business. I approached Mr. Roop and asked him if he needed someone to sell fertilizer.
Please understand that I grew up in Chillum, MD, just outside of Washington, D.C. I played street football – “Go behind the Chevy and I will hit (pass the ball) you!” Farms were foreign to me.
Mr. Roop spent the morning telling me about his fertilizer business. Around 2:30 PM, he sent me out to talk to my first potential customers. In 1980, the US was in a recession with out of control inflation (14 to 18% interest). Family farms were selling because the small farmer could not afford the interest on seeds, fertilizer, tractors, etc. It took me 2 hours on back country roads to find the first farm with vehicles parked within sight of the road.
I drove up the lane and parked near one of the tractors. When I stepped out of my blue 1974 Mazda RX-4, I could hear music in one of the outbuildings. I entered the building and discovered that it was a milking parlor. The farmer was cleaning the udder of the cow nearest my entrance. I walked up to him and stood behind the cow. As we spoke about Dan’s fertilizer, the cow raised her tail (that had no significance for me as a City Kid). Fortunately, the farmer saw what was about to happen, grabbed my arm, and pulled me away from the impromptu shower that I was about to receive.
After a year of selling fertilizer, a friend approached me and changed my career direction. He said, “You are really good with people and good at sales, would you like to become a recruiter?” I asked, Why should I become a recruiter?” His response was, “Because you would make a lot more money.” I interviewed and accepted a position as a recruiter.
I am the Google And Bing #1 ranked “Talent Attraction Consultant”. My business is a Talent Attraction Consulting, Professional Speaking Business on Talent Attraction and Career Search, the Author of three Career Search books. My recent book, EXPECT SUCCESS! The Science Of The Over 50 Career Search, received this 5 STAR Review from Jim Wisinski of Reader’s Favorite: Book Reviews and Award Contest – https://readersfavorite.com/book-review/expect-success and was recognized by The C-Suite Network as 1 of 100+ Best Business Books.
Can you share a story from your journey that illustrates your resilience?
In my first year as a recruiter, I only successfully introduced 2 candidates to companies. The first candidate was a brilliant MVS Systems programmer that I introduced to MCI Telecommunications. After the split with my company, I received $3,625 minus taxes. I learned that I could be successful in the recruiting business.
Unfortunately, the HR professional for the second introduction was crooked. I did all of the work with the interface with the candidate, personally introduced the candidate to the Human Resource Manager, handled the salary negotiations, and closed the candidate. The HR Manager told the candidate to put the HR Manager’s friend’s name as the recruiter of record – and I was cheated out of the fee. Later, I heard that the HR Manager was caught doing the same to another recruiter – and fired.
Despite that lesson, that cost me a fee, I was convinced that I could be successful in the Recruiting business, I learned that the business was all about building lasting relationships.
In my second year, I earned $27,000. During my 4th year, I led my company in fee production with offices in the D.C. suburbs, Baltimore, and Philadelphia. I beat 23 other recruiters in fee production.
How about pivoting – can you share the story of a time you’ve had to pivot?
We all have to learn how to pivot – earlier is better.
When I was 12 years old, I was the oldest of 7 children. My Dad was an accountant for the Federal government. Federal workers in those days were not well paid.
When I was 9 years old, I was given a Washington Daily News paper route with 30 customers. I delivered papers 6 days a week in the afternoon. In the evening, I collected my money for the papers. Then I had to pay the Washington Daily News for my papers out of my collections. I learned financial freedom!
When I was 10 years old, I added a morning The Washington Post paper route with 110 customers. I got up at 4 AM every morning 7 days per week to deliver my papers. Now I had over three times the customers to collect from. I earned $140 per month.
When I was 12 years old, I went to the Guidance Counselors for the local public High School. They did not account for my hours delivering and collecting for The Washington Post. They decided, based only on my grades, that I was only qualified for the Shop Class curriculum. I had friends who were going to attend DeMatha Catholic High School. After learning about DeMatha, I took their Entrance exam – and was accepted for their top College Prep program.
When I informed my Dad that I applied and was accepted at DeMatha, his response was, ” I cannot afford for 7 children to attend private school.” I knew that. I told him that (in those days) “DeMatha only cost $450 per year. I make $140 per month on my The Washington Post paper route. I got this.” He was dumbfounded (and probably a little proud).
I graduated from DeMatha in 1967. By the way, CBS’s James Brown was 2 years behind me at DeMatha.
I pivoted in 2 ways. First, I started my first business at age 9. Second, when the public school system placed me in the Shop Class program, I pivoted and paid my way through DeMatha Catholic High School and Assumption University in Worcester, MS.
Contact Info:
- Website: https://recruiterguy.com/
- Linkedin: https://www.linkedin.com/in/recruiterguy/
- Twitter: @RecruiterGuy81
- Youtube: https://www.youtube.com/channel/UCctb8bW3h9Pke3Ztf7MjkxA
Image Credits
Bill Humbert