Sales Consultants conduct frontline healthcare recruiting activity from their own home office. They are supported by Health Career Agents and an Owner/Operator within the Health Career Agents’ Network. They contact healthcare candidates by phone to determine if they are interested in exploring new healthcare employment positions. Working with the Owner/Operator they are referred to, the Consultant qualifies candidates and markets them to healthcare facilities that might be interested in employing the healthcare practitioner and willing to pay a recruiting fee for that service. A Sales Consultant’s activity is phone and internet based and is conducted from their home office.
How do Sales Consultants make money?
They make healthcare candidate placements in exchange for recruiting fees. The Owner/Operator that the Sales Consultant works with retains 50% of all recruiting fees. The Sales Consultant initially receives 30% of the “cash-in” on their placements. Once the Sales Consultant reaches specific levels of performance, they receive 35%, 40%, 45% and eventually 50% of the healthcare recruiting fees that they are responsible for generating. Health Career Agents takes $25,000 out of the first $100,000 the Consultant receives to pay for training and support.
What type of training and support will I receive as a Sales Consultant?
Sales Consultants are trained by Health Career Agents corporate training staff. They are shown how to canvas and screen healthcare candidates, presenting our unique “Agent” services to them. Sales Consultants are then shown how to market the candidate to healthcare facilities and hiring authorities relevant to that practitioner’s interest. They are also taught how to negotiate contracts and recruiting fees, and how to navigate the interview process in securing a recruiting fee and placement. Sales Consultants are shown how to utilize our contact management software, Human Capital Manager, to maximize their effectiveness. The training and support they are provided has the Sales Consultant on the phone with healthcare candidates in only their second week to optimize their generation of revenue.
What type of expenses will I have as a Sales Consultant?
While you pay no investment to Health Career Agents to become a Sales Consultant, you will have some expenses. The largest will be your cost of living for the first two to three months it will take to start generating revenue. That’s why we require you to have sufficient capital to maintain your standard of living for at least three months. It may take that long before you generate revenue. Health Career Agents can help you secure funding to cover basic living expenses too.
You also may have costs in setting up your home office, if you do not already have one, and incorporating (a requirement if you successfully complete your probationary period). While we can refer you to national companies that can handle your incorporation, it will likely cost you $400-$500. You will also need to pay for your candidate management software, which is a fee of $50 per month. Your ongoing fees will consist of internet and phone bills which will vary in price from location to location. Keep in mind that Consultants aren’t working a “job”. They are running their own business, and businesses have operating expenses.
How much money can I make as a Sales Consultant?
That is impossible for Health Career Agents to say in that your results and production are outside of our control. Your revenue production will depend heavily on your aggressiveness, how hard you work, and the dedicated effort you put into healthcare recruiting. We can tell you that the average healthcare recruiter made $217,000 in 2004, according to the Fordyce Letter. In relation to the Sales Consultant, this would eventually provide a six-figure income for a hardworking, home-based, healthcare recruiting Sales Consultant.
Can I work this business part-time or do I need to be full-time?
In order to be accepted as a Sales Consultant you must be able to commit at least 30 hours per week during business hours. The odds of success on a part-time basis are limited. You will have certain standards that you have to maintain as far as the number of phone calls you make in any given day. To help you reach your goals, we will make you accountable for this production on a daily basis.
What type of home office equipment will I need?
You will need an enclosed home office, separate from the traffic flow within your home, with a good size desk. This is needed so you can concentrate on your healthcare recruiting activity. You will need a PC with a high speed internet connection, a headset and a comfortable chair. Your computer should be somewhat current and be free of games, video editing software, etc. In other words, it should be a PC where work is done. This is all you need to get started as a healthcare recruiting Sales Consultant.
What does the Owner/Operator I am assigned to, do for me?
The Health Career Agent Owner/Operator you are assigned to will furnish you with healthcare candidate leads to contact and present your agent based healthcare recruiting services to. They will assist you in qualifying those candidates to focus on those who are most likely to be placed in new positions, for a fee. When a marketable candidate is secured the Owner/Operator will also have research generated to locate hiring authorities at healthcare facilities within the geographic region that the candidate wants to focus in.
The Owner/Operator will assist you in marketing candidates to employers, securing contracts for recruiting services, and directing the candidate through the interview process. Most importantly, Owners handle presentation and negotiations for your candidates and hiring authorities on shared placements, or collaborative placements with other Health Career Agents Owner/Operators. Instead of spending time on a deal that may never happen, you can stay focused on your other healthcare recruiting activity. For this, the Owner/Operator receives 50% of what the Sales Consultant generates in gross recruiting fees.
Can I start as a Sales Consultant and then become an Owner/Operator later?
No. We invest a substantial amount of time, effort, and money to make a Sales Consultant successful. Neither an Owner/Operator, nor Health Career Agents, is willing to make that investment and get a Sales Consultant to a six-figure earnings level, only to see them become the Owner/Operator’s competitor. Sales Consultants are contractually restricted from ever becoming an Owner/Operator, or running a similar healthcare recruiting enterprise in the future. Individuals who become Sales Consultants should have only the intent of working as a Sales Consultant and making that endeavor a success.
Tell me more about Health Career Agents.
Health Career Agents is a national network of independently owned healthcare recruiting companies that provide unique agent based recruiting services to medical practitioners and employers. Health Career Agents Owner/Operators build teams of Sales Consultants and utilize researchers to support them in maximizing recruiting placements and revenue. Owner/Operators use advanced technologies to both generate leads and to manage their teams of Sales Consultants, who in turn rely on candidate management software and our collaborative global database to maximize revenue.
Should I become a Consultant or an Owner? What's the difference?
Sales Consultants focus on healthcare recruiting activity and the sales efforts involved. They don’t have the responsibility of running and managing a business, generating leads, marketing to candidates, etc. Instead, Consultants focus on speaking with candidates and moving them through the recruiting process. Owner/Operators on the other hand, have to manage all of the variables and tasks involved with the business. Owners assist and manage multiple Sales Consultants in their own recruiting efforts, are responsible for generating the necessary leads, assisting in closing transactions, managing the interview process, and overseeing shared placements with other Owner/Operators. Overall, the Owner/Operator is responsible for managing a business with multiple resources, while the Sales Consultant can focus solely on recruiting activity.
What happens if the relationship with an Owner/Operator does not work out?
Health Career Agents is very careful to assign Sales Consultants to Owner/Operators that have a common interest in a particular healthcare sector. Health Career Agents works with every Sales Consultant in developing a plan to reach their goals and establishing the necessary metrics to reach them. To reach their mutual objectives, both Owner/Operators and Sales Consultants have certain responsibilities, if either party fails to meet them the agreement can be terminated and the Sales Consultant either reassigned or the contract terminated.
If I become a Sales Consultant, am I an employee?
Absolutely not. Sales Consultants start out as an independent contractor and eventually have their own company that they operate under. Sales Consultants run their own enterprise in conjunction with an Owner/Operator and under contract with Health Career Agents for particular services and fees. As such, they benefit from the tax treatment and legal protection associated with having their own corporation.
What type of person makes a good Sales Consultant?
Sales Consultants are money motivated and focused on economical goals. They also have the discipline and maturity to motivate themselves to become successful in healthcare recruiting. Being a Sales Consultant requires a lot of phone work and you must make the necessary phone calls to be successful. Initially this may be 70-100 phone calls per day. As you begin to market candidates and engage in the interview process, the number of phone calls will go down substantially. However, the number of connections or conversations you need daily will stay consistent at approximately twenty per day. Being a Sales Consultant is a sales oriented role, where you will be on the phone all day with healthcare practitioners helping them to find their next job. To be successful it requires persistence, energy, and sustained effort.
What is the demand for healthcare recruiting services?
There are over 1 million vacancies within healthcare right now. In the next few years it is expected to get even worse (or better from our perspective). The aging baby-boomer population is just now hitting retirement age. With this generation being the largest in history, there will be even more pressure placed on an already exhausted healthcare system in the future. This will create even more demand for practitioners in many sectors. For instance, approximately 15,000 diagnostic imaging technician positions are currently vacant and that number is expected to increase to more than 100,000 in just four years. Healthcare facilities are also recognizing that the revenue these practitioners generate is so enormous, that it is in their best interest to pay the recruiting fee to lock in that talent.
What is the process for becoming a Sales Consultant?
After reading the Summary here in the Sales Consultant section of the Health Career Agents website and reviewing these Questions and Answers”, the next step is to then complete an online Sales Consultant Interview. At that point a staff member will speak with you about becoming a Sales Consultant. They will require that you study a Sample Business Plan for becoming an “Owner/Operator” and complete a financial stability worksheet. Reading the business plan verifies that you have no interest in becoming an Owner/Operator yourself and the financial worksheet confirms that you can go 2-3 months without income from operations. After that it’s just a matter of signing your contract and getting started with training. Once you successfully complete a 30 day Probationary Period of training, you’ll need to incorporate before you start working with an Owner/Operator.
What types of fees are involved in healthcare recruiting?
Fees range from $12,000-$18,000 for nurses and imaging techs, pharmacists can generate fees of $20,000-$25,000, physicians $20,000-$30,000, and executives/directors $20,000-$30,000 and above. The Sales Consultant receives 30% initially and then eventually 50% of those fees depending on what level they are at in their revenue generation goals.
Explain the "Agent" approach that Health Career Agents uses.
Healthcare practitioners are in high demand. Traditional recruiters focus on getting contracts with facilities first and finding candidates second. Health Career Agents takes the inverse approach and finds highly marketable candidates and then markets them to healthcare facilities that meet specified criteria. Not only does the “Agent” approach make more sense, but it leads to better results. We don’t have to bicker with facilities, they are willing to sign our contract or they’re not. We can always market them to other facilities and this lets you make far better use of your time and make more placements.
Why would a healthcare candidate use an Agent? Why couldn't they just get a job on their own?
Active job seekers scour postings and submit resumes when appropriate. If they submit their resume to healthcare facilities in their area they run the risk of their current employer finding out. Plus they have to spend the time, while working a full-time job. Making matters worse, if they get an offer they do not have the skills to negotiate compensation and terms. The proactive activity of the Sales Consultant unearths candidates who aren’t yet in an active search – yet.
Candidates you work with are confidentially presented to healthcare employers, whether they have posted openings or not. We bypass HR and present the candidate to the supervisor. The hire frequently occurs with employers that don’t even have the opening posted. Employed practitioners don’t have the time or inclination to call every facility in a given area, and they don’t want their current employer to find out they are searching. Most importantly, using an Agent leads to increased compensation since it is easier for an Agent to challenge salary limits than for the candidate to do so.
How can you teach me everything I need to know remotely through training covered in a couple of weeks?
Sales Consultants go through two weeks of initial training and two weeks of active operations as part of their probationary period. However, your training will continue throughout your healthcare recruiting career. Your initial training is geared toward getting you started and speaking with candidates. Your training will actually continue throughout your involvement with a Health Career Agents Owner/Operator as you constantly refine your skills. This is one of the reasons why Health Career Agents takes $25,000 of each Sales Consultant’s first $100,000 in earnings over time. Our initial task in training is to get you generating revenue as quickly as possible, and then we work to optimize your sales on an ongoing basis.
Do I need to be located in the same location as the Owner/Operator?
Not at all. Our Owner/Operators build teams in a virtual structure where Sales Consultants work from wherever they are located and the Owner/Operator is typically located in another state or time zone altogether. Eventually you may meet the Owner/Operator you are working with either at a regional training event, or a meeting the two of you coordinate. In day to day operations, it is not necessary that the Owner and Consultant be located in the same place.
I am interested, where do I go from here?
The next step is to complete the Online Consultant Interview and at that point, a Consultant Recruiter with Health Career Agents will speak with you to find out more about your interests. They will also outline the process we ask every potential Consultant to complete to decide whether being a Consultant is right for you. This interview process will also help Health Career Agents determine if the Sales Consultant role is a fit for you personally.
Contact a Consultant Recruiter at 800.533.1622 if you have any questions.
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Health Career Agents, Inc.
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