Ever wonder what's going through a recruiter's mind during that first phone screen? As someone who's worked extensively in talent acquisition, let me pull back the curtain on what's really happening on the other end of the line—and how you can use this insight to your advantage.
The Reality of a Recruiter's Day
Picture this: It's 2:00 PM, and your recruiter is on their seventh call of the day. They've already:
Had three candidates no-show their scheduled calls
Reviewed 50+ applications
Attended two hiring manager meetings
Responded to countless emails about interview scheduling
Potentially dealt with a candidate rejection or offer negotiation
And they still have five more calls to go after yours.
What's Really at Stake
Here's something many candidates don't realize: recruiters' success (and often their job security) depends on two crucial metrics:
Making successful placements
Ensuring those placements stay and thrive in their roles
They're not just looking to fill a position—they're putting their professional reputation on the line with every candidate they advance. A bad hire doesn't just impact the company; it reflects poorly on the recruiter's judgment.
The Dual Nature of the Screening Call
Your recruiter might sound casual and friendly (and they probably are genuinely nice people), but make no mistake—they're in evaluation mode. They're simultaneously:
Being Human
Trying to build rapport
Looking for common ground
Assessing personality fit
Gauging communication style
Being Analytical
Checking for red flags
Evaluating your answers against their criteria
Thinking about how to present you to hiring managers
Determining if you're worth their time investment
Why Chemistry Matters
Remember: recruiters are human beings who, like everyone else, naturally gravitate toward people they connect with. This matters because:
They're Your First Advocate
They need to feel confident presenting you to their team
They're more likely to fight for candidates they believe in
They might share extra insights with candidates they click with
The Interview Is Often a Test
Especially for communication-heavy roles like sales or leadership
How you handle the conversation is as important as what you say
They're imagining how you'll interact with customers or team members
What They're Really Looking For
Beyond the job requirements, recruiters are asking themselves:
Risk Assessment Questions
"Will this person make me look good?"
"Are they likely to accept an offer?"
"Will they stay in the role?"
"Can I trust what they're telling me?"
Practical Considerations
"Are they genuinely interested in this role?"
"Do their salary expectations align?"
"Can they start within our timeframe?"
"Will they mesh with our culture?"
How to Make Their Job Easier (And Improve Your Chances)
Do:
Be prepared with clear, concise answers about your background
Show genuine enthusiasm for the role
Make authentic connections when possible
Be upfront about your motivations and expectations
Demonstrate understanding of their time constraints
Have relevant questions ready
Present yourself professionally, even for virtual calls
Follow up with a thoughtful thank-you note
Don't:
Ramble or go off-topic
Make them dig for basic information
Hide potential deal-breakers
Give vague or evasive answers
Treat the conversation too casually
Show up unprepared or unprofessionally dressed
Skip basic professional courtesies
Understanding the Stakes for Your Recruiter
Here's something crucial to remember: recruiters are putting their own reputation on the line when they pass you forward. They're essentially saying to their boss or hiring manager, "I vouch for this person." This means:
You're a Reflection on Them
Every candidate they advance is a personal endorsement
A poor candidate experience reflects badly on their judgment
They need to trust you'll represent them well
Their Professional Reputation Matters
Hiring managers remember both good and bad recommendations
Each successful placement builds their internal credibility
Each misfire can damage their professional standing
Insider Tips for Making a Strong Impression
Professional Presentation
Dress professionally even for phone calls (it affects your mindset and attitude)
Ensure your resume is polished and error-free
Have a clean, professional background for video calls
Test your technology before virtual meetings
Keep water nearby to avoid voice issues during long conversations
Building Rapport
Find Common Ground
Research your recruiter on LinkedIn before the call
Look for shared connections, schools, or interests
Be ready to naturally weave these into conversation
Share genuine observations about the company or role
Show Genuine Interest in Their Experience
If they've been at the company for a while, acknowledge it: "I noticed you've been with [Company] for X years - that's really impressive in today's market. What keeps you excited about working here?"
Ask about their journey: "What do you enjoy most about your role here?"
Show interest in the company culture: "From your perspective, what makes someone successful here?"
Professional Follow-Through
Send a thank-you note within 24 hours
Reference specific points from your conversation
Reaffirm your interest in the role
Express appreciation for their time and insights
Smart Conversation Strategies
Make Them Look Good
Be someone they'd be proud to present to their boss
Demonstrate the qualities they've highlighted as important
Show you've done your homework about the company
Be ready with thoughtful, researched questions
Build Trust Through Authenticity
Share genuine stories about your experiences
Be honest about your motivations
Acknowledge potential gaps or areas for growth
Show how you align with the company's values
Show You Value Their Time
Confirm the meeting promptly
Join calls a minute or two early
Have your materials ready
Stay focused and on-topic
The Extra Mile: Post-Interview Strategy
Remember that your interaction doesn't end with the call. A strong follow-up can set you apart:
The Thank-You Note
Send within 24 hours
Reference specific conversation points
Include any additional information promised
Express continued interest
Keep it concise but personal
Ongoing Communication
Respond promptly to any follow-up questions
Keep them updated on your job search status
Share any relevant updates or achievements
Maintain professional enthusiasm
By taking these extra steps, you're not just showing interest in the role—you're making the recruiter's job easier and demonstrating the kind of professional polish they want to see in candidates they recommend.
Remember: When a recruiter puts you forward, they're not just filling a position—they're putting their own professional judgment on the line. The more you can show them you'll make them look good, the more likely they are to champion your candidacy.
Happy interviewing!
Emily McSherry,
CEO Advize