Recruiter Virtual Conference

Lighting The Path Logo


This conference program has been pre-approved by the American Staffing Association for 9.0 CE Hours. Those who hold an ASA credential (CSP, TSC, CHP, or CSC) please submit your earned CE using the online CE Submission form.

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Time Slot


10:45am – 11:45am CST





12:00pm – 1:00pm CST





1:15pm – 2:15pm CST


Tuesday, February 9th


Karen McCullough

Opening Keynote:

Change is Good - You Go First!



Mike Lejeune

Recruiting Strategies for

Turbulent Times



Scott Love

The Heart of Selling

Wednesday, February 10th


Owners Roundtable*

Connect with other leaders

like yourself to discuss

current issues & strategies


Recruiter Roundtable*

Recruiters workshop for

business development

strategies & techniques


Barb Bruno

Recruiters & Account Execs:

You’re on the SAME team!

Thursday, February 11th


Cindy Jennings

Transactional Analysis: How

To Quickly Build Relationships

With Candidates & Clients


Mike Lejeune

So Now What?




Rob Mosely

Negotiation In This New Era

*Special registration required to prepare for breakout rooms



Karen McCullough

Change is Good - You Go First!

Today, change is more complex, more frequent, and more overwhelming than ever before, and you may be suffering a dose of change fatigue. You may not be able to control the changes going on around you, but the good news is, you can control how you respond. Just as you update operating systems and smartphones, now is the time for a personal operating system update, and Karen can help! She is ready to share tools and rituals that will help you not just survive but thrive in this ever-changing world.

Whether your instinct is to embrace change or to run from it, this keynote is for you! Remember, your life doesn’t get better by chance; it gets better by change!

fade-leftfade-rightAbout Karen

Karen loves change and believes that positive changes are attainable and vital to your success. She is a nationally known keynote speaker and expert on change, generational opportunities, and workforce trends. Today Karen gives us Generational Insights.

Diverse perspectives have changed the dynamics in the workplace. Leading in a multigenerational workforce has always had its challenges, and now more than ever, working from home magnifies the generational differences. Leading your multigenerational team requires new skills and the ability to develop a growth mindset.

Karen helps leaders cut through the generational biases and get back to reality by leveraging their team's strengths, enriching the work environment, and driving better results. She brings a realistic perspective on workplace trends, employee engagement while offering actionable content- and she's a lot of fun!

She began speaking on the generations in 2007, and she continually studies current generational trends. Today her interest in the generations has become her passion and mission. Her programs include case studies, current research, and up to date new information and discoveries about Millennials with a large focus on Gen Z.

For the past 15 years, Karen has shared her insights with top organizations such as VMware, Procter & Gamble, US Department of Justice, JPMorgan Chase, Symantec, McGraw-Hill, National Homebuilders, Shell Oil, Mercedes Benz, The World Bank, American National Insurance, Humana, United Way, American Heart Association and MD Anderson Cancer Center.

Before her speaking and early in her career, Karen owned and operated several retail fashion stores in Houston, Texas. Often, she hired many young employees with no work experience and zero in the retail industry. Karen had the keen ability to identify inexperienced workers who had the potential to become great employees- and they did, many staying on for years.! Little did she know that these early years were the foundation for her passion, understanding, and managing all generations.

Scott Love

The Heart of Selling

What if you were able to draw prospects closer to you in your sales calls? What if you could actually push through your limiting beliefs and reach your ultimate career billing goals? What if you were able to create a magical sense of magnetism that made you irresistible to prospects and clients?

Our presenter for this program, Scott Love, is not just a thought leader in recruiting, he’s an 'action leader.' He sold his training company just so he could focus on recruiting and he has billed well over $1mm/year in his personal billings. Scott will share with you the secret to finding those areas in your life that are keeping you from reaching your full potential and will teach you how to have more "heart" in your sales career.

Attendees from this program will learn:

- How to increase self-esteem so they stop sabotaging their sales

- How to increase self-esteem so they can connect with high-level prospects more effectively

- How to break through self-imposed limitations and increase their earnings

- How to create habits of achievement

fade-leftfade-rightAbout Scott

Scott Love is passionate about inspiring people to reach their full potential in the workplace. He speaks professionally on the topic of client development, rainmaking, and high-level sales. He is the producer of The Rainmaking Podcast and has produced podcasts since 2009. As a speaker, he has delivered over 50 live keynotes annually and delivered over 600 hours of virtual training presentations (webinars, video training, and audio presentations).

He isn't just a thought leader. He's an 'action leader'. His battle-tested theories result from over twenty-five years of front-line experience as a high-stakes headhunter. His story-telling style, humor from the stage, and credentialed expertise give managers and executives ideas, strategies, and tactical action steps so that they can develop richer client relationships and expand their footprint in their respective fields.

He's the author of Why They Follow: How to Lead with Positive Influence and has been quoted in The Wall Street Journal, Forbes, The American Lawyer, Above the Law, The Huffington Post, Selling Power Magazine, Business Insider, and dozens of business trade journals and newspapers around the globe. In addition to speaking at corporate, association, and legal meetings, he owns The Attorney Search Group, a partner-level legal recruiting firm focused on recruiting rainmakers to international law firms.

A graduate of the United States Naval Academy in Annapolis, Maryland, he is a former Surface Warfare Officer. During his shore-duty tour, he worked as a leadership trainer at the world's largest naval base, where he trained thousands of officers, senior enlisted and civil service workers on progressive leadership strategies.

He is a member of the National Speakers Association, a board member of the National Association of Legal Search Consultants, and an advisory board member for Protect Our Defenders, an advocacy group that is committed to ending the epidemic of sexual violence in the military.

Scott lives in Virginia and is married with two children, two rescue cats, and a rescue dog named Ruby.

Barb Bruno

Recruiters and Account Executives - You’re on the SAME team!

During this unprecedented time of disruption, it is more critical than EVER, that Recruiters and Account Executives are aligned to achieve goals in the Direct, Contract and Temporary segments of our Profession. If you work a Direct Hire full-desk, you will learn how to generate clients leads, when you’re recruiting.

Most of the new accounts we’ve attract are either referred by current clients or have been the result of leads from our Recruiting Team.

During this session Barb will address:

- Solutions to your new challenges

- Inside Information ONLY Recruiters can provide

- What Recruiters need from the Sales Team

- Daily Sales Leads Recruiters can provide

- How to fill more business written!

fade-leftfade-rightAbout Barb

Barb Bruno, CPC, CTS became a trainer so her clients could make more money. What separates Barb from other trainers is her commitment to Responsible Recruiting, Responsible Sales and her step-by-step comprehensive approach to training. Her techniques are specific, easy to implement and proven successful.

She is a dynamic international speaker, trainer and author who enthusiastically shares her wealth of knowledge. Barb’s passion is speaking at industry and corporate events where she teaches sales professionals, recruiters, managers and entrepreneurs how to be more effective and as a result more successful. She has been the #1 rated Speaker at many national, state and corporate conferences in the US and abroad.

Barb has received the highest national award from the Staffing and Recruiting Profession – The Harold B. Nelson Award and was inducted into the National Association of Personnel Services Hall of Fame. She was also the recipient of the Lincoln Award in Illinois and the Ancil T. Brown Award in Indiana. Barb also served as the Chairman of the Board for the National Association of Personnel Services. She also recently received the Women of Merit award for her philanthropic endeavors.

In addition, Barb has developed cutting edge web based comprehensive training programs delivering sales, recruiting and management training that provide LIVE access to Barb as well as continued, updated training materials. She has also developed a Career Portal for job seekers and has created many other training resources.

Barb truly cares about improving the lives of others and it shows in everything she had done and will do in the future.

Cindy Jennings

Transactional Analysis: How To Quickly Build Relationships With Candidates & Clients

Did you know that you have a personalized streaming service available to you all the time?

And, once you understand how to select the right track, you can manage even the toughest conversations and get the results you want.

How much more successful would you be if you could more easily understand people’s mindsets, build trusting relationships and avoid unproductive and overly-emotional conversations?

Transactional Analysis is a set of tools that will enable you to do just that.

Pursuing high demand talent and the elusive search/temporary assignment is often filled with angst and turmoil as we navigate push back and stalling. Developing conversation that is engaging and not adversarial is the key to attracting top tier talent and gaining the trust of hiring authorities. This workshop will build skills that allow you to lead more productive discussions and solid agreements.

Participants in this session will learn to:

- Understand the three Ego States: Parent, Adult, Child and their sources

- Identify a candidate and client's Ego State and how it changes within a conversation

- Practice techniques to move Ego State to the most productive state for effective communication

fade-leftfade-rightAbout Cindy

As Vice President of Carlton Staffing, Cindy is responsible for recruiting, training and the professional development of internal staff. She has over 32 years of staffing industry experience (twenty-one of those with Carlton!) and has been recognized as an Outstanding Contributor to the Staffing Industry. She is a past president of the Texas Association of Staffing and continues to serve on their Legislative Advocacy committee.

Cindy has been an active member/volunteer with HR Houston since 2001, serves as a SHRM A-Team member and is active with the TexasSHRM Legislative Committee. She has presented programs on Legislative Advocacy and Transactional Analysis at SHRM chapters throughout Texas.

She also volunteers in areas outside of her profession. Cindy’s service to others has been recognized by the Federation of Houston Professional Women, named as a Woman of Excellence in 2019. In addition, Cindy currently serves on the Board of The Professional Group and is a member of the Advisory Board for the University of Houston’s Bauer College of Business Customer Experience Program.

Mike Lejeune

Recruiting Strategies for Turbulent Times

To call the market we serve turbulent is a great understatement. Notice I didn’t say frozen or shut down due to Covid. While the market adjusts to the navigating the Coronavirus, our ability to identify and attract exceptional talent that can have high impact has never been more valuable.

So how do you recruit them?

Does your recruiting process build trust or create distance? Now is the time to reevaluate the key steps to connect with A Player talent who are still in high demand. Positioning yourself as today’s top tier recruiters centers on whether your words possess of a high empathy factor. This workshop will sharpen your script from approach to probe to close. Do you know how to attack the fear factor that has many people frozen in roles that don’t meet their wants and needs?

This virtual event is not a sit back and listen program. As a certified virtual trainer, Mike will facilitate make the message come alive. You’ll walk away with better approaches and strategies to help you stand out from the crowd by the single most important factor: getting results.

You will learn:

- Key steps that build a roadmap to immediate connection

- How to cause action by capturing both hearts and minds through empathic listening principles

- Double your referrals to candidates that will make clients move

Why join Mike?

For more than 25 years, Mike has trained thousands of recruiting professionals in search and staffing, at times helping some literally double their performance. As President of Steverson & Company, Mike’s team was awarded #1 place by the Texas Association of Personnel Consultants for 13 straight years. His unique training style makes you think differently about how and why the techniques we use work.

Join me if you are ready to Pivot. Reset. Reevaluate.

So Now What?

Master the crucial shifts to close more deals.

Ever go home trying to figure out where the day went, exhausted from how hard you worked but did not generate the results you wanted? In this chaotic market, it’s time to stop trying to make placements and build the machine you want to drive.

So now what…

It’s time we march into action fueled with direction, purpose, and call strategies that take us where we want to go. Harness the energy that is created by preparing daily strategies (I’m not talking about call lists!) to make 2021 professionally and personally your best year ever.

In this session, you will learn:

- How to recognize the 4 greatest unseen obstacles that throw us off track and the 3 most important factors that determine our success

- How to determine success predictors that generate consistent recruiting income streams

- Strategies to implement the four quadrants of daily preparation and the magic key that drives your performance to generating search assignments, recruits, interviews, and placements

- How to set yourself up for success by crystallizing clearly defined goals coupled with realistic strategic plans to turn them into reality

fade-leftfade-rightAbout Mike

Based in Houston, Mike Lejeune has a passion for developing tomorrow’s leaders. Mike delivers keynote addresses, workshops, courses and retreats designed to enhance leadership effectiveness, emotional intelligence, culture shaping and communications.

With over 25 years as a leader in the executive search industry, Mike served as President of Steverson & Company, one of the top search firms in Texas specializing in accounting finance, corporate administration, and information technology serving Fortune 500 corporations, Big 4 accounting firms, and rapidly emerging privately held companies.

He has presented workshops across the US, Canada, and South Africa. Each keynote, workshop and consulting project Mike leads focuses on reasons that today’s workforce becomes disenfranchised and offers techniques and strategies industry champions use to lead high performing organizations. His programs address the how-to for building sound engagement techniques and more importantly, challenges the “why” behind approaches and strategies to offer new windows into current day business solutions.

Mike is the author of the highly regarded blog, Lighting the Path, and, along with his daughter, Nikki, is the co-author of the award-winning book, A Father’s Love-The Generational Bridge That Changes Hearts Forever. Mike is also the host of the Podcast series Leadership Strategies for Tomorrow’s Leaders where he discusses leadership principles with nationally renowned experts. Mike has served as President of the National Speakers Association President, and is on the Executive Board of Outback Texas Ministries. He holds the national certification of Certified Employee Retention Specialist (CERS).

Rob Mosely

Negotiation In This New Era

While each of us may have a different market focus and niche, we all share something in common that is critical in this new era; we are all striving to have more influence in our marketplace, to earn respect and legitimacy from both clients and candidates, and be perceived as something much more than just another vendor or recruiter.

This program is about maintaining our value proposition by elevating the client’s and candidate’s perception of us and our services. It is about a type of negotiation, but not just about the contractual part of the process. Selling is negotiating…negotiating is selling…Therefore, we are always negotiating. There is always a cause and effect: So goes the relationship, so goes the negotiation, so goes the sale…..If you fail to differentiate in your approach, you will always be forced to differentiate by your price!

This dynamic and interactive negotiation program includes the following:

- An in depth understanding of both the procedural and contractual aspects of negotiation

- The Trigon: A more objective tool to analyze how your clients and candidates see you

- The 24 most common client and candidate tactics

- 6 Counteractions to keep the relationship in a more even balance

- The Framework for Negotiation to align all parties’ needs

fade-leftfade-rightAbout Rob

Rob is a Managing Partner for Next Level Exchange, a global learning collaborative dedicated to the Executive Search and Staffing Industry. Rob comes from MRINetwork™ Corporate where he served as the Chief Learning Officer, responsible for all training and sales development of more than 1,100 offices worldwide.

Previously Rob was with the Acclivus Corporation, an international performance development company. He has facilitated the Acclivus curriculum on six continents and is part of the Acclivus team responsible for global relationships with companies as diverse as Dell Inc., Accenture, Hitachi Vantara, KPMG Consulting, NASDAQ, Baylor Healthcare, Recruit Holdings Ltd, Japan, FiServ, Shell Energy, and Comcast/NBC Universal. Rob is currently a licensed master facilitator for Acclivus Train the Trainer programs worldwide.

Rob’s knowledge of the Executive Search and Staffing industries comes from 12 years with both Merritt Hawkins and Associates, and its subsidiary Staffcare, all now part of AMN Healthcare. Rob served as Vice President of Corporate Business Development.

He is a licensed facilitator for Stephen Covey’s The 7 Habits of Highly Effective People and Patrick Lencioni’s The Five Dysfunctions of a Team. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Team Effectiveness, and Major Account Planning & Strategy.  Additionally, Rob is a licensed practitioner for Lumina Learning, a global psychometric suite of development tools specializing in organizational transformation.

Rob is a keynote speaker and facilitator at continuing education seminars in the areas of business-to-business sales execution with a focus on consultative client development, negotiation strategy, team effectiveness, and performance management.

Past credits include Staffing Industry Analysts Executive Forum and Healthcare Forum, the American Staffing Association, The Fordyce Forum, the National Association of Personnel Services (NAPS), and the National Association of Physician Recruiters and National Association of Locum Tenens Organization.

Virtual Conference Co-Hosted by Lighting the Path and HAAPC

February 9th-11th, 2021