April 15, 2011 — The phone rings at home as Gary, an assistant ‘HR’ person for a timeshare developer, calls a closer to inform her that she passed the background check, the drug test, the interviews and that her previous employment and impressive ‘stats’ were verified, as were those impeccable references. Then Mary is offered a ‘position’!
“Fantastic!” responds Mary. And after Gary shares a few more details he instructs Mary to be at his office the next morning to fill out the paper work, etc. and get the ball rolling.
Mary, being a top closer and in demand, asks for clarification because another developer had also contacted her that same day and she asks Gary, “I just want to be absolutely sure about something. Are you saying that you firmly believe I’m fully qualified for the position and that you want me to start immediately?”
“Absolutely,” responds Gary and adds “We are very excited about you coming on board Mary. In fact, we screen and interview a lot of applicants and with your background and credentials we are extremely impressed and know, without a doubt, that you’ll do very well here and the developer and sales management are looking forward to you joining the team!”
“Fantastic!” responds Mary again. “Now Gary, normally I require a $25,000 upfront retainer to be bank-wired into my bank account before I begin a new venture but with your developer (company) being so highly regarded in the industry I will accept a company check. That will save you time and money, too, Gary. Now will you be the person handling my retainer tomorrow or will it be someone else; and if so who might that be?”
In this instance Gary becomes rattled beyond belief and while trying to spit the marbles out of his mouth so he can respond he is now thinking Mary must be a clown (or worse) and that he (Gary) surely missed ‘something’ in her background that would dare her to ask for ‘upfront’ (retainer) money.
And so the ‘deal’ goes sideways. That is not Gary’s (or Mary’s) fault because Gary is just doing his job (and so is Mary). But sadly he, like most HR personnel, hasn’t a clue in the world as to what closers do that actually pays his salary and all the rest of the timeshare industry’s ‘tabs’.
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©2011 Inside The Gate