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You have to make deposits before you can take withdrawals

I started seeing a chiropractor a month ago (40+ years old with a 17+ pound baby and feeling it!) and these were his wise words yesterday when asking if I've been doing my homework.

It made me reflect on how we recruiters build trust and develop relationships. I gave a training session on this years ago and had a picture of a scale, where each side is giving and getting information. Equilibrium is important, and it usually creeps up as a gut feeling during a call if the scale is tilted one way or the other.

It's easy to call a potential candidate and hammer them with questions. The conversation is very different when we make deposits, when we give.

And yes, I've been doing my homework :)

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