Week 11. Did you say ‘phone call based business’?

My story about overcoming the fear of  calling.

In September, I left a well paid banking job to start as freelance headhunter.

I had no experience in recruitment but had a great mentor and business partner. He believed in me as I believed in him. He would coach me until I gain full autonomy.

The very first day, he said “always remember that you are now in a phone call based business. The day you forget your phone at home, it will be considered as a day off and you are not paid on day off. Is it clear?”.

Very clear, it is indeed, I mumbled.

Two months later. I had not done a single deal. And none was in sight. Panic was starting to rise in my stomach. Bills were waiting. But they could not wait for very long.

I spoke to my mentor and shared that two months had past and that I was starting to worry that this business might not be for me. (My old blueprint was feeling insecure and had started to whisper that I should think of going back to the bank and beg to be reintroduced to my position).

My mentor looked at me and quietly said “do you remember this is a phone call based business?”

I frowned and replied “Well, yes. We are calling all day long”.

He smiled and said “I am glad you said ‘we’. Because I wonder how many calls you do per day. How many yesterday?” I checked my working spreadsheet. I froze. I had done only two. He saw I was embarrassed.

He smiled and said  “This is what we’re going to do. Sit here, count how many calls  I do per hour and listen to what I say. Ready?”

I took a pen, sat comfortably in a chair and waited. Not for long. He did 7 calls in 15 minutes. After 20, he sent me for a break.

When I returned he insisted “This is a phone call based business. It is not a job for shy people, neither for lazy people, nor for those who are not prepared to do the work. You choose. I can cover your bills for this month but you’ll be indebted to me. Or you just do the work. As I know, you are neither shy nor lazy.”

I sat and did the work as if it was my first day. Within 2 weeks I closed 3 deals.

Every day, my mentor says to me “you’re not far from full autonomy. It will not take long before you drive a car like mine and send your kids to private school.”  (So does repeat the gal in the glass every evening)

My needs are recognition for creative expression and autonomy 🙂