Adams Financial Recruiting
Jay Looks Back
I didn't get into this business to make a lot of money!
I owe everything I am today to my father. When I recall my childhood on the family farm in Iowa, I remember my Dad as the most innovative and creative farmer in the county...especially after I saw his picture in the newspaper as the first farmer in the county to buy a self propelled combine. It was absolutely incredible to see how his attitude toward perfection excelled far beyond the expectations of others. This instilled the
When I went back to the family farm to work after I graduated from Iowa State University, I watched my parents lose everything they had worked for during 36 years in farming. The 1981 recession had hit. Forced to seek employment, I was placed as an agricultural loan officer at a bank. Unfortunately, at the end of my first year the bank had been sold, and, being the last one hired, I was the first one to be let go.
I'll never forget the President of the bank handing me my last paycheck that day and telling me, "Jay, I recommend that you find a line of work that pays better than banking." I still carry that pay stub in my wallet, reminding me on the tough days that I subsisted on $9,714.61 gross pay for that year.
I started an executive search firm after realizing the bank I had been working for recovered the money paid to hire me by eliminating my six-month raise. I just couldn't get this out of my head! Employees should be treated better!
The first day in my minuscule rented office, with rented desk, chair, and two single line phones sitting on my desk, I devised my first goal setting sheet. All I would ever expect from this business would be making $20,000 a year doing something I enjoyed. I reset my goals three times that first year.
We are about giving people what they want - satisfying our customer, no matter what it takes!
I'll never forget the first quarter I worked in my new prestigious office space! I had proven to myself what it meant to serve the customer. In December 1984 I had just taken four new search assignments from banks in the Midwest. One had just gone through some extensive restructuring due to the end of a major recession, and was desperate to get these positions filled. They were using several other search firms who weren't delivering the right candidates. I worked 24/7 and filled all four positions in the last two weeks of December, traditionally the month of the year when all recruiters and clients say "nothing happens during the holidays." Two of the four placements were actually closed on Christmas Eve, resulting in very large fees in a two-week period!
It's important to know when to push yourself and when to take it easy...but I'll never forget for as long as I live the total joy and satisfaction of both the clients and candidates. The lesson I learned is that you can virtually accomplish anything with the proper determination, focus, and an attitude!
The rest is history now!
One of the most satisfying working relationships I've ever had is with a current employee. When he started with Adams in September of 1992 he was working as a part time recruiter and going to school. Most of us at 19 years old haven't had much business acumen, and I would describe his first year as "rocky". His production numbers were poor and phone skills marginal. I remember him coming into my office with his head down and saying, "Jay, I wouldn't blame you if you fired me because I know that I'm not doing very well. Just tell me what I should do to improve."
I worked with him repeatedly and before long, he was doing well. He requested a cubicle outside my office door so he could listen to me on the phone. I began to take search assignments that I would turn over to him and he started closing the deals on his own. After several years of this, I approached him one day and said, "You've been working as a recruiter long enough. I think you have the ability to become a full consultant and take on your own searches."
He was terrified and attempted to talk me out of this, but I didn't give him a choice. After that first year as a consultant, I don't think he's ever made less than six figures a year! The complete joy and feeling of accomplishment I get watching his determination to work toward his first $500,000 billing year, is irreplaceable!
