SourceChat Transcript September 18, 2012 #SChat

[Maureen Sharib]

 

SourceChat here on the MagicMethod phone sourcing site every Tuesday at noon ET.  

If you want to learn more about phone sourcing consider taking Maureen's MagicMethod course!

Brett Lawrence

hi

 

Maureen Sharib Phone Sourcer 513 646 7306

How's it going this week?

 

Brett Lawrence

I'm always hard on myself. It could always be better.

 

Maureen Sharib Phone Sourcer 513 646 7306

What did you get accomplished?

 

Brett Lawrence

I tracked down some candidates with the company we talked about and got down a good listing of the names at extensions there, but got sidetracked working on some existing candidates.

I tend to switch to a diff. company when I get frustrated, so have 3 or 4 I'm working on at a time. Maybe this is bad. - not sure.

 

Maureen Sharib Phone Sourcer 513 646 7306

Sidetracking (getting distracted) is always a problem.

Switching off to another task is a good thing. I tell students when they get frustrated w/ one job move to another - it puts wind back into their sails.

If you don't have other jobs move to the other activities in phone sourcing.

 

Brett Lawrence

I need to devote more time to the phone, but it's a juggling game with full-cycle. The big question is how much time to devote towards possible placements as I don't have the capacity to know their likelihood -- and at what point to move on. heh

Other activities?

 

Maureen Sharib Phone Sourcer 513 646 7306

I say one day of sourcing to four days of candidate devt (for recruiters)

Once you become better at phone sourcing one day of effort will support a week of devt.

 

Brett Lawrence

That makes sense. ...but yeah, like you said, I just need to get it down better. It still flusters me.

 

Maureen Sharib Phone Sourcer 513 646 7306

It takes time.

 

Brett Lawrence

My company has me in a webinar training with a Recruiting trainer at noon for an hour and a half.

 

Maureen Sharib Phone Sourcer 513 646 7306

Flustered is a great word to describe phone sourcing novice experience!

Oh.

Well, the transcript for in here will be up for you to read later.

 

Who is the trainer?

 

Brett Lawrence

good good

Doug Beabout?

 

Maureen Sharib Phone Sourcer 513 646 7306

Yeah, they're pretty aggressive marketing their training.

Come back next week and tell us how it was.

 

Brett Lawrence

For sure

 

Maureen Sharib Phone Sourcer 513 646 7306

Others may be interested.

 

Brett Lawrence

I just want to feel the ease that you seem to convey when you talk to a GK.

That's all.

10:24 AM

 

Maureen Sharib Phone Sourcer 513 646 7306

You will.

IF you practice.

And practice.

And practice.

Get it?

 

Brett Lawrence

Yeah, I need to break through my environment here.

 

Maureen Sharib Phone Sourcer 513 646 7306

YES YOU DO.

 

Brett Lawrence

...I know people here aren't listening and don't care, but I'm used to being judged/picked apart from a corporate environment.

12-15 years of it, specifically

 

Maureen Sharib Phone Sourcer 513 646 7306

Does your manager understand the importance of what you're trying to accomplish w/ the training?

Your feelings are valid however they're impeding you.

You recognize that which is a GOOD THING!

 

Brett Lawrence

Well, this is a very independent environment. So, I can get help/ask questions, but there is no formal training, per se. I am mostly free to do what I will, but am given tasks/projects to develop myself. How I accomplish them is my prerogative.

 

Maureen Sharib Phone Sourcer 513 646 7306

Is there a place in the environment (conducive to phoning) you can go to be "alone"?

 

Brett Lawrence

Nope.

 

Maureen Sharib Phone Sourcer 513 646 7306

I'd call that a flaw in the system. Could it be (physically) remedied?

 

Brett Lawrence

No, everything here is completely open. I could leave at 5pm and work from home for an hour or so, and maybe that's what I should be doing.

for the sourcing, at least

then calling them the next day at work

 

Maureen Sharib Phone Sourcer 513 646 7306

Maybe you should talk to your boss and tell him you want to work from home one day a week to practice your phone sourcing. Does s/he know you're working to learn it?

USUALLY they're appreciative of the one who WANTS to work a phone the way we do...

Does s/he know you're trying?

You're the needle in the haystack WHOIS WILLING to try your hand at phone sourcing. SURELY she knows that?!

 

Brett Lawrence

Hmm

Yeah, and they do know that I did the course.

 

Maureen Sharib Phone Sourcer 513 646 7306

What's their reaction?

 

Brett Lawrence

Even asking that is nerve-wracking for me, but I think it makes sense.

 

Maureen Sharib Phone Sourcer 513 646 7306

Why is it nerve wracking?

 

Brett Lawrence

...and they may be open to it, I'm just used to flying under the radar in a corporate world.

 

Maureen Sharib Phone Sourcer 513 646 7306

Have them call me. I'll make your case.

I have to think they recognize your willingness to learn as UNIQUE.

 

Brett Lawrence

I appreciate that, but I think after this training and wrap-up meeting might be a good time to bring it up. i think perhaps I'll ask to try it this week and report back on results to make sure it's worth it to them/me?

 

Maureen Sharib Phone Sourcer 513 646 7306

Are you the type that CAN work at home?

NOT everyone is.

 

Brett Lawrence

The tough part about this job, for me in general, is that I'm used to obscene amounts of feedback regarding performance on a daily basis. Here, I get very little, so my analytical mind takes that as negative. I know it's not, but it still gets to me. I'm working on that part, but it's all interrelated. haha

 

Maureen Sharib Phone Sourcer 513 646 7306

You're SMART to understand it.

 

Brett Lawrence

Yeah, I think I could. I would just have to start slow with the one day a week thing and see how it goes from there.

 

Maureen Sharib Phone Sourcer 513 646 7306

That emotional intelligence would be a stretch for many.

One day is all you need.

One day of privacy; one day of finding your groove.

One day, of course, a week!

 

Brett Lawrence

...every week, you think, or just in general?

=p

 

Maureen Sharib Phone Sourcer 513 646 7306

Do you send your manager to the transcripts?

 

Brett Lawrence

No

 

Maureen Sharib Phone Sourcer 513 646 7306

Every week.

Why not?

It's hard for me to offer advice if I don't know where you guys are coming from...

One day every week.

I suggest Tuesdays.

Mondays are rough days. Gatekeepers can be VICIOUS onMondays.

10:42 AM

 

Brett Lawrence

Hmm, makes sense.

10:45 AM

 

Brett Lawrence

We have an internal database with old recruiter data, so I have been focusing on getting in touch with those. It's fruitful at times, but it will dry up. That sidetracks me a lot.

I think the dedicated day is a great idea to get me away from the easy calls too.

 

Maureen Sharib Phone Sourcer 513 646 7306

I think you have the idea.

If nobody is maintaining that database it will dry.

Data ages at abt 20% a year nowadays.

 

Maureen Sharib Phone Sourcer 513 646 7306

Hello everyone.

Today's class will be short - 1/2 hour.

 

Richard D

Hi Maureen

 

Maureen Sharib Phone Sourcer 513 646 7306

:)

Brett was here earlier but he had to go to another training session. Our convo is above.

How is everyone this week?

 

Richard D

I was wondering if we might be able to touch on finding numbers that are NOT listed

 

Maureen Sharib Phone Sourcer 513 646 7306

Any issues you want to work on?

OPK

Not listed where?

 

Richard D

like those for Life Insurance for example

 

Maureen Sharib Phone Sourcer 513 646 7306

Explain your dilemma.

You mean for companies?

 

Richard D

where they have ops centers and underwriters, they likely will not list these locations

yes

in order to work their phone systems for names

 

Maureen Sharib Phone Sourcer 513 646 7306

LinkedIn is GREAT for stuff like this.

 

Richard D

they will list a number there?

 

Maureen Sharib Phone Sourcer 513 646 7306

NO. Look for people w/ the title you’re after from that company that are on LI and make note of their locations.

THEN call the main number and ask for the number to "the Sioux Falls location."

About 75% of the time she'll give it to you.

 

Richard D

hmm ok

ill have to give that a shot

any other ideas?

 

Maureen Sharib Phone Sourcer 513 646 7306

You've looked at their websites - right?

Many times they'll list their "locations" there.

 

Richard D

yes

 

Maureen Sharib Phone Sourcer 513 646 7306

Look at their Jobs section.

See where their jobs are located.

Then call and ask for the locatiopn’s number.

OR

 

Richard D

right, i can always find the location from the jobs page

 

Maureen Sharib Phone Sourcer 513 646 7306

do a google search on the company name and the AREA CODE of the city the jobs are listed in.

Can anyone tell me why we do this?

You can ALWAYS find?

 

Richard D

a sales branch?

 

Maureen Sharib Phone Sourcer 513 646 7306

You're asking me how to find a sales branch?

 

Richard D

no

 

Richard D

but sometimes they will give number to ops center

 

Maureen Sharib Phone Sourcer 513 646 7306

who will? the website locations page?

 

Richard D

a person siting in a sales branch, like receptionist

 

Maureen Sharib Phone Sourcer 513 646 7306

Oh.

Yeah, sure.

ANY branch can tell you a number to another. USUALLY.

And usually will.

 

Maureen Sharib Phone Sourcer 513 646 7306

Hoover's sometimes have branch locations.

 

Maureen Sharib Phone Sourcer 513 646 7306

They're getting better at listing those.

 

Richard D

ok

 

Maureen Sharib Phone Sourcer 513 646 7306

Anybody else have innovative ways to find contact numbers to obscure (cocooned) locations?

Richard - you get what you needed?  Anyone else wanna ask a question?

 

Richard D

these ideas give me more options

 

Maureen Sharib Phone Sourcer 513 646 7306

We were going to talk abt the "flustered" feeling so many of us get phone sourcing...

 

Jacque

great

 

Maureen Sharib Phone Sourcer 513 646 7306

Do you get that way Jacque?

 

Jacque

yes. that's what prompted me to log in. to learn how others handle it

 

Maureen Sharib Phone Sourcer 513 646 7306

I still get that way.

Sometimes.

It's unavoidable. It's a scary process for many.

 

Richard D

when does it happen to you?

 

Maureen Sharib Phone Sourcer 513 646 7306

Agree? Disagree?

 

Richard D

of course

i want it to be scary

 

Maureen Sharib Phone Sourcer 513 646 7306

I get that way many times when I'm having an "off" day usually and trying to fight past it.

You want it to be scary Richard?

 

Richard D

if its scary, most people will avoid doing it

 

Maureen Sharib Phone Sourcer 513 646 7306

OH.

That's true.

That's our edge.

;)

Our advantage.

;)

 

Richard D

exactly

 

Maureen Sharib Phone Sourcer 513 646 7306

Does everyone see that?

 

Richard D

it is was easy everyone would do it, or think they can

 

Maureen Sharib Phone Sourcer 513 646 7306

Can someone tell me what happens when you get "flustered'?

What brings it on?

 

Richard D

when someone asks a question or my purpose or who I'm with

 

Maureen Sharib Phone Sourcer 513 646 7306

They shouldn't be doing that Richard IF you're approaching correctly.

 

Richard D

sure

 

Maureen Sharib Phone Sourcer 513 646 7306

Tell us.

What do you say?

 

Richard D

sometimes i try to keep my name confidential, maybe that’s the problem

 

Maureen Sharib Phone Sourcer 513 646 7306

When the Gatekeeper answers.

That IS the problem, I'd say.

WHY do you want to remain confidential?

 

Richard D

sometimes my name is out there and they know who I am already when I call

 

Maureen Sharib Phone Sourcer 513 646 7306

How long you've been doing this?

What are you doing?

Recruiting?

Or just sourcing?

 

Richard D

sourcing for mortgage

 

Maureen Sharib Phone Sourcer 513 646 7306

your niche?

 

Richard D

yes

 

Maureen Sharib Phone Sourcer 513 646 7306

I see.

You're recruiting in it as well?

 

Richard D

yes

 

Maureen Sharib Phone Sourcer 513 646 7306

And you really think the Gatekeepers "know" your name?

Or are you imagining things?

Don't laugh.

We all do it.

 

Richard D

ha

sometimes they know

 

Maureen Sharib Phone Sourcer 513 646 7306

We put roadblocks in front of ourselves.

Constantly.

Who knows? The Gatekeeper?

 

Richard D

often it an internal person when I’m stabbing in

 

Maureen Sharib Phone Sourcer 513 646 7306

So you're so well known as a recruiter in the mortgage ops business that they know you're one of the go-to guys?

That could be a good thing...

but...

it's causing you trouble.

Anyone have any ideas for Richard?

 

Richard D

i dont want everyone to know im calling in if possible

 

Maureen Sharib Phone Sourcer 513 646 7306

Can you think of a solution you'd be comfortable with?

 

Richard D

i mix it up but sometimes they start asking questions

 

Maureen Sharib Phone Sourcer 513 646 7306

How do you mix it up?

 

Richard D

so how do you handle when they ask who you are with or what is the nature of the call?

sometimes i use my name and sometimes i dont

 

Maureen Sharib Phone Sourcer 513 646 7306

I prevent that with how I approach her when I call. Usually.

 

Richard D

by using your name?

 

Maureen Sharib Phone Sourcer 513 646 7306

"Hi Rhonda, this is Maureen Sharib, can you...?"

YES using my name

I work across all industries so nobody knows me really.

 

Richard D

what if they still ask about the nautre of your call?

 

Maureen Sharib Phone Sourcer 513 646 7306

"Hi Maureen, why are you calling?"

Is that what you're asking Richard?

 

Richard D

yes

 

Maureen Sharib Phone Sourcer 513 646 7306

"I'm trying to reach so-and-so to network with him" is one of my answers.

It's becoming a pretty common request these days and is not often turned away.

 

Richard D

hhmmm ok

 

Maureen Sharib Phone Sourcer 513 646 7306

I answer w/ the MINIMUM ant of information.

 

Richard D

i try to use vague answers

 

Maureen Sharib Phone Sourcer 513 646 7306

IF it's a yes or no question I'll answer yes or no.

Maybe you sound TOO vague.

 

Richard D

but sometimes I say, "I wanted to ask him some requirements questions"

if it sounds technical they might not want to look stupid

 

Maureen Sharib Phone Sourcer 513 646 7306

I'm surprised though that female Gatekeepers are asking you, a male, what your business is in calling... as often as you are making it sound they do.

 

Richard D

its not often

but it happens

 

Maureen Sharib Phone Sourcer 513 646 7306

That's a good one!

This is a numbers game. Ya’ gotta take the good w/ the bad.

 

Alan Fluhrer

hi maureen and all

 

Maureen Sharib Phone Sourcer 513 646 7306

When you're doing a job develop a "next" mentality.

 

Richard D

of course

 

Maureen Sharib Phone Sourcer 513 646 7306

Hi Alan.

 

Richard D

i have to run now, thanks for the advice Maureen

 

Maureen Sharib Phone Sourcer 513 646 7306

Don't sweat a company if you hit a lot of headwind, esp if you have other companies and it's early in the sourcing process.

 

Richard D

right, will do

 

Maureen Sharib Phone Sourcer 513 646 7306

Just go on to the next company.

 

Alan Fluhrer

Richard- are you looking for residential or commercial mtg brokers

 

Richard D

mtg operations people

underwriters, processors etc..

 

Maureen Sharib Phone Sourcer 513 646 7306

Anyone else have questions?

I was going to make this a shorter class today - if nobody has questions let's stop a little early and pick this up next week.

If you do we can stay...

 

Alan Fluhrer

richard- so who, outside of the mtg ops dept, would know these folks. as an EG- if you needed mtg sales brokers, I'd suggest calling local RE offices, talk to the sales mgrs and ask who they respect

SourceChat here on the MagicMethod phone sourcing site every Tuesday at noon ET.  

If you want to learn more about phone sourcing consider taking Maureen's MagicMethod course!