Derek Schlender

Again, it's a value proposition to the candidate that, hey, whether or not I go take you to one of my clients right now, we need to know each other, even if for a long-term relationship. And so that's the approach that I take. And then from there, again, being specialized, you can pick up on things that are causing pain when you hear how things are actually going. Well, Derek, it's been...

Again, it's a value proposition to the candidate that, hey, whether or not I go take you to one of my clients right now, we need to know each other, even if for a long-term relationship. And so that's the approach that I take. And then from there, again, being specialized, you can pick up on things that are causing pain when you hear how things are actually going. Well, Derek, it's been...

A good year, I've produced X amount in volume. The only frustration is it's taking 60 days decision to deal. Hang on, that's a huge red flag. But I only know that if I truly know the timeframe it ought to take for a lender to decision transactions.

A good year, I've produced X amount in volume. The only frustration is it's taking 60 days decision to deal. Hang on, that's a huge red flag. But I only know that if I truly know the timeframe it ought to take for a lender to decision transactions.

So things like that, as you're talking to someone and they're engaging with you, you can say, hey, can I provide some feedback based on my expertise in the market? I think you're in a place that's kind of preventing you from being the best you could be. You mind if I give you some feedback? And so it's developing a relationship of trust based on expertise.

So things like that, as you're talking to someone and they're engaging with you, you can say, hey, can I provide some feedback based on my expertise in the market? I think you're in a place that's kind of preventing you from being the best you could be. You mind if I give you some feedback? And so it's developing a relationship of trust based on expertise.

That's a great question. So a lot of it for me is just paying attention in a number of ways. It's absolutely paying attention to who's producing at different levels, who are the top places that are competitively looking to be in the top 10 in the country, top 20 in the country, and having a relationship developed with those hiring managers to understand how are you going about that?

That's a great question. So a lot of it for me is just paying attention in a number of ways. It's absolutely paying attention to who's producing at different levels, who are the top places that are competitively looking to be in the top 10 in the country, top 20 in the country, and having a relationship developed with those hiring managers to understand how are you going about that?

What kind of talent is it going to take for you to achieve your goals? Do you have the support in your back office to support the production you're looking to have? But it's also understanding what are the kind of new to market, new to the stage players who may not have as much volume publicly traced where it's like, hey, you're actually going to be a player in the next two to three years.

What kind of talent is it going to take for you to achieve your goals? Do you have the support in your back office to support the production you're looking to have? But it's also understanding what are the kind of new to market, new to the stage players who may not have as much volume publicly traced where it's like, hey, you're actually going to be a player in the next two to three years.

But knowing the people in your niche, it's achieved through a number of things. It's what I just talked about in terms of the rankings. It's attending conferences and actually getting in front of your market and getting to know the people in your space. But again, it's very relational and it's asking, hey, what do you need right now? But where are you headed?

But knowing the people in your niche, it's achieved through a number of things. It's what I just talked about in terms of the rankings. It's attending conferences and actually getting in front of your market and getting to know the people in your space. But again, it's very relational and it's asking, hey, what do you need right now? But where are you headed?

What are you going to need in the next year? If I came across a top qualified candidate in the market, is that someone you would want to have a confidential conversation about? Every hiring manager you talk to is going to say yes. But again, it comes back down to, can you actually produce that in value to them?

What are you going to need in the next year? If I came across a top qualified candidate in the market, is that someone you would want to have a confidential conversation about? Every hiring manager you talk to is going to say yes. But again, it comes back down to, can you actually produce that in value to them?

And so if you can come back to the table and say, hey, I really heard you when you and I talked about the talent that it's going to take for you to get where you're headed and give them some feedback that you actually have the talent that they're looking for, 10 times out of 10, those clients want to have a conversation with you about that.

And so if you can come back to the table and say, hey, I really heard you when you and I talked about the talent that it's going to take for you to get where you're headed and give them some feedback that you actually have the talent that they're looking for, 10 times out of 10, those clients want to have a conversation with you about that.

The challenge for most of my clients is not paying a fee to a recruiter or even going the search route. It's working with recruiters who don't bring them candidates who are well-vetted, who actually solve a need or actually thrust them toward their goal. So it's connecting those two dots.

The challenge for most of my clients is not paying a fee to a recruiter or even going the search route. It's working with recruiters who don't bring them candidates who are well-vetted, who actually solve a need or actually thrust them toward their goal. So it's connecting those two dots.

But again, I think it's a lot of relational business development conversations that are not just centered around what search do you have for me today, but let's have a business conversation around where are you trying to get to? What type of people are going to help you get there?

But again, I think it's a lot of relational business development conversations that are not just centered around what search do you have for me today, but let's have a business conversation around where are you trying to get to? What type of people are going to help you get there?