SourceChat June 19, 2012 Transcript

[Maureen Sharib]

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Maureen Sharib Phone Sourcer 513 646 7306

SourceChat today at noon ET right here!

8:45 AM

 

David Gillies

yo

be right back

11:53 AM

 

David Gillies

here now

11:55 AM

 

pownce

HI Maureen, Hi David

11:57 AM

 

David Gillies

hello....

not sure maureen is here yet

11:58 AM

 

pownce

oh....hi david

 

David Gillies

what part of the US are you in Pownce?

 

pownce

California

 

David Gillies

ah. do you have a recruiting specialty or are you a phone sourcer only?

 

pownce

both

 

David Gillies

me too

what specialty

?

I do geosciences for exploration and drilling of oil and gas

 

pownce

for now with an RPO, doing banking, IT, consumer, etc., started with accounting, then healthcare. Went corporate to get a feel of being insied

 

David Gillies

ah. i see. good

 

pownce

i meant inside

 

David Gillies

yeah, got it

I don't think Maureen is going to show.

 

pownce

great niche, David

 

David Gillies

yeah, it is solid

 

Maureen Sharib Phone Sourcer 513 646 7306

sorry...

how's everyone?

 

pownce

was this a transition for you from another industry

 

David Gillies

no worries

yes, from pure IT

it is still IT related

but my people aren't paraonoid about being outsourced to India

 

Maureen Sharib Phone Sourcer 513 646 7306

LOL

hiring in India has just abt stopped.

 

David Gillies

it's true

 

Maureen Sharib Phone Sourcer 513 646 7306

I don't think that's too much of a worry nowadays

 

David Gillies

really?

no, it is....for the lower level roles

 

Maureen Sharib Phone Sourcer 513 646 7306

There's an article in the Times of India

 

pownce

Same when I was doing healthcare, although they were busy with the H1-B visas

 

David Gillies

corporate america still does not appreciate most of IT

 

Maureen Sharib Phone Sourcer 513 646 7306

corporate america doesn't appreciate much of anything

let's face it

 

David Gillies

i need tt read that article

agreed

anything new out there, Maureen?

I have been focusing more on delving into conversations deeply and getting referrals

less phone sourcing but still some

 

Maureen Sharib Phone Sourcer 513 646 7306

sourcing VP GM types for a president position

 

David Gillies

wow.....sounds big

 

Maureen Sharib Phone Sourcer 513 646 7306

at some of the toughest companies to phone penetrate

world class companies though

 

David Gillies

ah. high tech?

 

Maureen Sharib Phone Sourcer 513 646 7306

so I must penetrate

and I will

No - consumer products

 

David Gillies

hmmm....does your strategy differ with them

?

 

Maureen Sharib Phone Sourcer 513 646 7306

It's not big at my level David.

;)

 

David Gillies

LOL! ok....

 

Maureen Sharib Phone Sourcer 513 646 7306

No different - just have to do a lot of stabbing in and approaching Exec Assts

 

David Gillies

ugh....I have no luck stabbing

....once

 

Maureen Sharib Phone Sourcer 513 646 7306

One President's EA gave me her WHOLE ORG

 

David Gillies

really? how did that conversation start?

 

Maureen Sharib Phone Sourcer 513 646 7306

Many of these companies have several divisions with several under their presidents at the level I need...

"Hi, Jennifer. This is Maureen. Tracey transferred me..."

 

David Gillies

yeah, and..."can you tell me who X is?"....who does he report to?

 

pownce

Can someone assist on how to best ask how big someone's book of business? I am sourcing and engaging bankers with their own book of business. They tend to be quite confidential about this info

 

David Gillies

Is asking how many people are in a group a big giveaway?

 

Maureen Sharib Phone Sourcer 513 646 7306

"I'm trying to reach Peter Ames (one of the VPs / GMs listed on LI).

Can you give me his number?"

"

Thanks!"

"By the way, is he Jim Orton's only report? I thought there were others..."

...and she said, "There are! 4."

 

David Gillies

ah....nice to throw in other names.

 

Maureen Sharib Phone Sourcer 513 646 7306

And she listed off their first names.

Then she gave me their last names.

 

David Gillies

at your request?

 

Maureen Sharib Phone Sourcer 513 646 7306

NONE of those 4 are on LI!

No - I didn't have to ask.

She was in remote control, I think.

That's the impressionI had.

 

David Gillies

ah...you got them sourcing?

 

Maureen Sharib Phone Sourcer 513 646 7306

YES

BIG WIN.

Took me several hours though.

Sometimes it goes like that.

Most people would not stay w/ it.

 

David Gillies

hmmm....good info

 

Maureen Sharib Phone Sourcer 513 646 7306

I stay with it because I do not get paid unless I produce.

 

David Gillies

I tend to abandon after an hour or so, admittedly

 

Maureen Sharib Phone Sourcer 513 646 7306

Can you see what (probably) happened in the exchange I just reported? Anyone?

 

David Gillies

you knew names of people in the org and dropped names....she had a feeling of you belonging?

 

Martin Lee

You beat me to it David. Plus your voice tone was probably friendly but matter of fact.

 

Maureen Sharib Phone Sourcer 513 646 7306

There's more to it.

What happened FIRST?

 

David Gillies

you repeated her name back to her! LOL!

 

Maureen Sharib Phone Sourcer 513 646 7306

She did, by the way, have the impression I "belonged".

What partially created it?

No, before even THAT David

 

David Gillies

so, how did you phrase the questions to not raise red flags?

 

Maureen Sharib Phone Sourcer 513 646 7306

I gave it to you above pretty much vernbatim as it happened.

Read thru it again and tell me what your reaction to the first things i said would have been...

COME ON you guys. YOU KNOW THIS...

 

David Gillies

when he said there are 4 other reports - you just asked who they are

 

Martin Lee

Tracey transferred me. She thinks you know Tracey and have just had a similar conversation

 

Maureen Sharib Phone Sourcer 513 646 7306

IT was a she - he was a typo - my mistake

I didn't have to ask. She said:

"There are. 4 Mary Lee Mark and Tom."

I said nothing - then she said,

"Mary Little, Lee Privett, Mark Song and Tom Maters."

I THINK she took my silence that I was expecting more...

 

David Gillies

hmmmm...you said nothing? how long was the silence?

 

Maureen Sharib Phone Sourcer 513 646 7306

...but I don't know really why she continued to spill the beans.

Some just do.

2-3 seconds, David.

 

Martin Lee

Silence is a very powerful tool.

 

Maureen Sharib Phone Sourcer 513 646 7306

There's still something I said when she answered that gave the impression I "belonged".

What did I say?

 

David Gillies

her name, then...so and so said to call you?

 

Maureen Sharib Phone Sourcer 513 646 7306

Read the string. That's not what was said...

 

David Gillies

you said a familiar name transferred you

 

pownce

is he Jim Orton's only report?

 

Maureen Sharib Phone Sourcer 513 646 7306

Yes - and?

 

Martin Lee

I thought there were more

 

Maureen Sharib Phone Sourcer 513 646 7306

I'll put you guys out of your pain.OK Here it is. I told her my FIRST NAME ONLY.

There's something else that happened as well... what was it?

 

David Gillies

i thought you always advocate using first and last name??!!

 

Maureen Sharib Phone Sourcer 513 646 7306

It depends on where you are in the process.

If I'm not in I generally identify myself w/ first and last name.

 

David Gillies

ah. i see....only when you are in.

 

Maureen Sharib Phone Sourcer 513 646 7306

BUT if I'm in (and this is a big clue to my last question) I generally use my first name only.

Maureen Sharib Phone Sourcer 513 646 7306

Here's the other thing that happened. I was transferred to her from an AA in one of the depts under her boss.

 

Martin Lee

Do you ever use just your first name with receptionist i.e. like she should know you

 

Maureen Sharib Phone Sourcer 513 646 7306

Tracey was an AA in Operations and she told me who the President's EA was and then she transferred me...

when I said Jennifer's name, and said Tracey transferred me - she could probably see the call coming in from Operations...

I'm not sure but I suspect that.

Martin: After i've called her a few times.

SHE DOES feel like she knows me.

"This is Maureen AGAIN..."

Anything else?

We might close early today - there seems to be low interest in what we're talking bat...

 

David Gillies

sorry...got some calls

 

Maureen Sharib Phone Sourcer 513 646 7306

Pat and pownce I'd like to hear from you...

 

Martin Lee

Thanks Maureen. Seeya

 

Maureen Sharib Phone Sourcer 513 646 7306

We're not outta here yet Martin...

...you haven't been dismissed!

;)

 

pownce

still sourcing my way through big bad banks

 

Martin Lee

Sorry Miss ! but it's 5.30 UK time and I have to pick up daughter. See you guys next week.

 

David Gillies

still on call

 

Maureen Sharib Phone Sourcer 513 646 7306

Bye Martin.

big bad banks? Whats' the problem and how are you sourcing?

 

pownce

overseas banks mostly, trying to identify and map out regional team (i.e. Indonesia team, Indian desk, etc) of private bankers

 

Maureen Sharib Phone Sourcer 513 646 7306

How are you ding that? Explain your process.

ding=doing

 

pownce

mostly phone sourcing, hard to get info out of Asia.

 

Maureen Sharib Phone Sourcer 513 646 7306

where are you geographically?

Tell us what your process is like.

 

pownce

Need to get a starter name from LI or anything online, get DL # and start praying that EA are friendly

 

Me

where are you located?

 

pownce

I'm in California... I phone source at night

 

Maureen Sharib Phone Sourcer 513 646 7306

OK

So

"This is pownce calling from the U.S. Can you..."

doesn't work too well?

 

pownce

sometimes, need to get info from US bank (friendlier)

 

Maureen Sharib Phone Sourcer 513 646 7306

What kind of phone do you use?

 

pownce

skype

 

Maureen Sharib Phone Sourcer 513 646 7306

No land line?

 

David Gillies

gotta split! thanks Maureen!

 

Maureen Sharib Phone Sourcer 513 646 7306

You know how I feel abt landlines vs Internet...

 

pownce

my vonage connection is bad

 

Maureen Sharib Phone Sourcer 513 646 7306

Bye David

 

pownce

bye David

 

Maureen Sharib Phone Sourcer 513 646 7306

So maybe is your skype

believe it or not

and you're phone sourcing U.S. banks at night?

 

pownce

skype is ok for the most part

I sourcing US time for Asia banks

 

Maureen Sharib Phone Sourcer 513 646 7306

"for the most part" might be making the difference for you between results...

...can you afford to chance it?

I can't.

 

pownce

yes

 

Maureen Sharib Phone Sourcer 513 646 7306

Your time is less valuable than mine I GUESS

Just kidding...

NO IT'S NOT.

 

pownce

Just getting my feet wet in RPO but ready for change

 

Maureen Sharib Phone Sourcer 513 646 7306

Your phone time is very valuable - so why not use the BEST EQPT AND SERVICES to aid you...?

You still haven't told us what you say -

 

pownce

what do you recommend for land line Vonage is the cheapest here and skype is th rough work

Hi this is Pownce, I'm trying to reach John Li of the Hk team, can you transfer me

 

Maureen Sharib Phone Sourcer 513 646 7306

MCI for LD

unlimited for the most part

 

pownce

okay, I'll make of note of that, forgot about them

 

Maureen Sharib Phone Sourcer 513 646 7306

And then she transfers you. Then what happens?

 

pownce

I get EA that ask what the call is about

 

Maureen Sharib Phone Sourcer 513 646 7306

thats' unfortunate.

What do you say?

 

pownce

I say it's a trust matter and if he's not there, sometimes I get transferred to a colleague, then I can make my pitch

 

Maureen Sharib Phone Sourcer 513 646 7306

You usually get an EA when you're calling top C levels - is John Li a C level?

So what is your pitch?

 

pownce

No, but in Asia, private bankers have their own assistants that field calls

 

Maureen Sharib Phone Sourcer 513 646 7306

pownce - if you're working for an RPO they don't give a rat's ass abt how good your eqpt service is - only how much it costs.

 

pownce

I tell them that I'm calling on behalf of a tier 1 bank and wanted to know if they are open to discussing oppty and if there is another number I can reach them that is more convenient than work

 

Maureen Sharib Phone Sourcer 513 646 7306

Face it. You should be investing in your own eqpt and service...

Invest in yourself.

 

pownce

I know- they don't give a crap about most things, I have to "dummy down" on my job. It's unfortunate, level of engagement is low

 

Maureen Sharib Phone Sourcer 513 646 7306

OK so really you're recruiting...a name you find online.

You can't afford a low level of engagement.

THEY don't care cause there's a bunch of you contributing to THEIR coffer.

 

pownce

yes, I do both mapping, engaging and turning over leads to client so it will be warm call for them. But I have to qualify before I turn over leads Yes, I will invest in my better equipment

 

Maureen Sharib Phone Sourcer 513 646 7306

They makes LOTs - you make LITTLE.

I don't considwer what you've just described "phone sourcing".

I consider it more of a mapping and online research activity - more of a "checking" function...

 

pownce

time to change business model... but I'm still new to recruiting/sourcing....mostly direct sales background, but I love to close

 

Maureen Sharib Phone Sourcer 513 646 7306

Maybe you should recruit then.

 

pownce

it started out research but I'm heavy info engagement on the front end

 

Maureen Sharib Phone Sourcer 513 646 7306

And because it's an online-generated activity your engagement is bound to be low...

you're never (usually) the first one to those tables...

 

pownce

I'm looking into a decent 3rd party where I can start and build a real recruiting career

 

Maureen Sharib Phone Sourcer 513 646 7306

I feelI may be offending you.

I apologize.

I think you're smart to be doing that.

Hi Jill.

 

pownce

No apologies necessary

 

Maureen Sharib Phone Sourcer 513 646 7306

I get pissed off when I see people frustrated over things that are easily fixable...

I'm glad you're coming to chat. Keep coming.

You'll learn things you might not think are possible...!

 

pownce

Maureen, you've helped me a number of times

 

Maureen Sharib Phone Sourcer 513 646 7306

I'm happy to hear that.

One things few of you realize...

...I learn FAR MORE from all of you than you do from me!

I see where the weaknesses are...

...and where the strengths are...

...and it helps me direct my sourcing efforts

If I can do what others don't I have an advantage...

 

pownce

sometimes, it's just getting that door opened to a better opportunity where you can shine

 

Maureen Sharib Phone Sourcer 513 646 7306

;)

Yes, that's right.

BUT the thing is

YOU have to open that door.

As a (door) closer you know the importance of this.

 

pownce

I know, and I realize that I also have to start somewhere and adjust from there

 

Maureen Sharib Phone Sourcer 513 646 7306

Yes, of course.

But you know more than you think you do I suspect...

...otherwise I don't think you'd be here.

We are a bunch of contrabands.

;)

FEW have the nerve to do what we do.

OR to even attempt it.

 

pownce

I like learning... this is my fav chat, people are engaged

Largely, thanks to you and all the assistance you provide. I ask better questions from what I learn from you

 

Maureen Sharib Phone Sourcer 513 646 7306

Starting where you are - finding people online and then contacting them to make your pitch is teaching you enormous phone search skills.

You may not realize it...

...bu it is.

It's really how I started...

 

pownce

I always start with 2-3 things that I'm afraid of everyday and just do them

 

Maureen Sharib Phone Sourcer 513 646 7306

...online search was just coming online in 1996 and I'd spend hours lost in it...

...much to my employer's chagrin.

He always told me to get on the phone!

WOW! You do? That's terrific training!

 

pownce

I was in legal prior to sales/recruiting, research and investigation was a big part of what I do

nothing beats being on the phone...no matter how many AIRS training, boolean training you take

 

Maureen Sharib Phone Sourcer 513 646 7306

Few acknowledge that.

Nobody wants to admit it.

it's our greatest advantage nowadays.

 

pownce

yes, bombing on the calls is where I learn from the most. I get caught most of the time, they recognize my voice...but I call again next week

 

Maureen Sharib Phone Sourcer 513 646 7306

Good for you!

You should write down what happens - that's how I created MagicMethod.

 

pownce

numbers game.....

 

Maureen Sharib Phone Sourcer 513 646 7306

All the pain in the beginning was somehow muted if I recorded it...

Itsi a #s game.

 

pownce

I started to, from your advice and MM training materials

 

Maureen Sharib Phone Sourcer 513 646 7306

;)

Ok let's close - it's 1.

See you next week?

 

pownce

thanks again...Hi Jill, see you next week

1:00 PM

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