Kelly Donovan

A recruiter is calling… don’t answer!

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When you’re in the job market and the phone rings, it’s impossible not to wonder if it’s a recruiter or employer–especially if the area code matches an employer you’re interested in.

Answering the phone right away would seem to be the best option, but not so fast!

What could go wrong?

Noise and distractions

Take stock of the situation. Are you in the car? In a noisy public place? Outdoors on a windy day? Any of these environments are NOT optimal for a cell phone conversation. Reception might be bad, or there might be too much background noise. Also, you might be distracted.

Even if you’re at home, noise from pets, children, and the TV can be equally problematic.

Not being prepared

Even if you’re in a very quiet place with excellent reception, you also need to be in the right frame of mind for an effective conversation that will convince the recruiter to move you forward in the process.

If it’s not a scheduled phone interview, the call is likely just an initial screening call to see if you might be a fit.

You won’t get a formal interview unless this initial screening goes well.
Potential problems can include:
  • You seem confused about the job you applied for. “Can you remind me what job this is again?” That employer (and recruiter) absolutely prefer candidates who are genuinely excited about their opportunity. Their dream would be a candidate who only applied for that job, and hasn’t been applying with any other companies!
  • You’re unprepared and discombobulated. You fumble and mumble because you didn’t have a chance to clear your head and refresh your memory on how you’ll answer key questions.

It’s simple: let the call go to voice mail

Listen to the voice mail, and make your way to a quiet place. Collect your thoughts before calling back. Think carefully about key points you want that person to know. In all likelihood they just want to schedule your screening interview, not conduct it on the spot–so plan on that, but be prepared to answer questions on the spot if needed.

If they called in the morning or early afternoon, try to call back the same day if possible. If they called later in the day, the following morning is acceptable.

No matter what, call back, even if you’re not interested in the job. Relationships matter. (And it’s the kind thing to do.)

Kelly Donovan

5 ways to network remotely

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Job search networking by phone (businessman talking on phone)

Building relationships does NOT have to take place in person. This has always been the case, and it’s especially true now that remote work has become more common and executives have embraced digital tools more than ever.

However, many executives still associate the word “networking” with face-to-face interactions. I often hesitate to use that word, but often fall back on it out of laziness and habit.

I once mentioned networking to a prospective client. He sounded surprised. “Do you really think it would be worth my while to attend mixers after work?” he asked. I was blown away–I hadn’t said anything about attending any type of event! But, he had a preconceived notion about what “networking” means.

In my mind, “networking” is simply a synonym for leveraging business relationships: establishing relationships, building relationships, nurturing relationships, rekindling relationships, and ultimately leveraging them to achieve your career or business goals.

Looking at it from that standpoint, there are a lot of ways you can leverage relationships (aka “network”) without being face-to-face with people. Here are what I consider the top five.

  1. Arrange phone calls with new and existing contacts. Come up with a reason for the call–such as setting up a short call to gather information or catch up. If you can specify “5-10 minutes” or “10-15 minutes” (depending on how well you know them), that will make it easier for someone to say “yes” to a call since it doesn’t seem like it will be a big disruption.
  2. Exchange email and LinkedIn messages with new and existing contacts. This can be a great way to stay in touch after a phone call or to rekindle an existing relationship rather than asking for a phone call out of the blue.
  3. Post and comment on social media. Maintain an active presence on LinkedIn; “like” and comment on the things your connections post (be sure to keep it professional!). You can also leverage Facebook, Instagram, and Twitter. A comment on LinkedIn isn’t going to land you a job, but similar to #2, this can be a way to stay in touch.
  4. Ask for introductions. The adage “who you know is more important than what you know” should really be “who you know and who your contacts know.” Your existing network might not be enough to land that dream job. Use LinkedIn to find out how you’re connected with companies of interest and ask your contacts for introductions to the people they know at those companies.
  5. Attend virtual events. There have already been virtual events for years, but now there are more than ever. This can include webinars, conference calls, Zoom meetings, and virtual conferences. Find out what the professional associations in your industry are doing to help people learn and stay connected.

This article first appeared on www.KellyDonovan.com

Kelly Donovan

The job you WILL be recruited for

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I’ve heard it so many different times from clients in all different fields, from logistics to marketing to nursing: “Well, I never thought about doing this before, but they found my resume online and they really want me–they said I’d be great!”

After hearing this from a lot of different clients over the years, I hate to break it to you: they’re picking you and a whole lot of other people.

The job they’re all talking about? Life insurance sales! While it may seem flattering that a big-name life insurance company has picked YOU, please understand that their outreach is part of a continuous and robust recruiting effort.

Why do they recruit so aggressively?

This area of sales is one of the highest-turnover jobs out there: about 80% turnover! So they constantly need to replenish their workforce and find new blood.

The reason for the high turnover is simple: being a life agent is usually 100% commission, meaning you don’t receive a base salary. It’s an easy job to land, but a hard job to succeed in. It’s only suited to hard-core salespeople who love networking, cold-calling, and selling.

The industry’s willingness to bring in people who’ve never done sales means that many of them won’t last long at all.

These companies are avid users of job boards and they often target recently unemployed people who have uploaded their resumes to job boards.

One thing should be clear: don’t allow yourself to be overly flattered by receiving recruitment messages for these positions.

If you’re going to move your career in an entirely different direction, it should be based your long-term career goals, not based on the mere fact that a company is desperate for new recruits and gives you the impression they’ve chosen you because you’re special.

Is it right for you?

If you’re in sales and love it, but want to change industries, this could certainly be an option. You’d be selling a very meaningful product that can make the difference between a good quality of life and a terrible quality of life for families when they face tragedy.

Do your research first to learn more about the pros and cons of working in the industry, and also compare it to other industries.

According to the Bureau of Labor Statistics, life insurance agents make a median wage of $48K a year, with the lowest-paid making less than $26K and the highest-paid making more than $117K a year. The creme de la creme can make multi-six-figures, but we’re talking about a select few.

I suspect that many of the lowest paid ones are folks who do it as a side hustle and retirees who do it as a part-time source of income to supplement their savings, investments, pensions, and social security.

Could this be a temporary source of income?

If you’re thinking of doing this while you’re in between jobs, you need to understand that this is NOT the type of job where you can reasonably expect to start making good money right off the bat.

You could put in 40 hours a week and make $0 if you don’t close any deals. (Meanwhile, working that many hours could also stymie your search for an ideal permanent position.)

Commission-only sales is similar to being a solo entrepreneur or freelancer in many ways. It takes time and effort to build the business, and very few people make a good living in their first year. (Let’s just say I did NOT make six figures during 2009, my first full year of being 100% self employed.) Over time, it’s possible to do well with the right strategies, execution, and work ethic.

What other temporary options are there?

There are other ways you could make money while you’re in transition. If you have experience and contacts in a particular industry, you could try picking up consulting or freelance work relevant to your profession.

For a marketing executive, this could mean filling in for a fellow marketing exec who’s on maternity leave. A logistics executive could consult on the redesign of a distribution network. This experience can be incorporated on your resume and LinkedIn profile to fill the gap as long as you make it clear it’s temporary.

If you’re really strapped for cash, have limited options, and need anything you can get, there are also “gig economy” jobs like Uber, Lyft, and Instacart–or you could get a job delivering pizzas. While these jobs might not have the white-collar vibe of insurance sales, they can produce immediate income rather than the mere hope of possibly making commissions.