Tired of the Check-In Call? Here’s How to Follow Up and Bring Real Value

In this episode of Recruiting Conversations, I'm breaking down one of the biggest pain points in recruiting: what do you say when a recruit isn’t ready to move, and you’re stuck between disappearing or sounding like “just checking in”? The answer: show up with value. Here's how to pivot from awkward follow-up calls to intentional touchpoints that build real trust—and how to do it without creating content from scratch.

You’ll learn how to become “the journalist,” how to lead with curiosity, and how to stand out in a sea of recruiters who are all saying the same thing.

Episode Breakdown

[00:00] Introduction – The core recruiting challenge: how to follow up without sounding like you're chasing.
[01:00] The Mindset Shift – You're not a recruiter. You're a leader, mentor, and value-bringer.
[01:30] Be the Journalist, Not the Story – Don’t create content. Curate it and deliver it in a way that matters.
[02:30] Tactical Delivery – Hooks matter: subject lines like “Today is my last day” grab attention.
[03:00] Follow-Up Frequency – Every six months is a great checkpoint if you’ve made deposits of value.
[03:30] Real-Life Example – Using AI and a recruit’s actual data to build a 12-month roadmap in 15 minutes.
[04:00] Physical Touchpoints – Send books, handwritten notes, and PDFs that matter (ex: One Word by Jon Gordon).
[04:30] Passive Pursuit – Keep showing up with value, even when they’re not ready. You’ll be remembered when they are.
[05:00] Final Challenge – Stop “checking in.” Start standing out. Use varied channels and intentional messaging to lead with value.

Key Takeaways

• Be the Journalist – You don’t need to create new content. Curate what’s already out there and add your unique insight.

• Lead with a Hook – Use curiosity and tension to cut through the noise. Make them want to engage.

• Bring Real Value – A personalized roadmap or thoughtful book is more impactful than a generic check-in.

• Stay Consistent – Use varied channels (email, text, social, mail) and keep making deposits over time.

• Be Remembered, Not Forgotten – When you follow up the right way, you won’t feel like an interruption—you’ll feel like the obvious choice.

Recruiting isn’t about nudging people until they cave. It’s about building a follow-up system that brings value, stands out, and creates connection over time.

Want to elevate your follow-up strategy? Subscribe to my weekly email at 4crecruiting.com or book a coaching session at bookrichardnow.com. Let’s build a recruiting experience worth remembering.

Episode Transcript

(00:01):
So the big question is this, how dorecruiting leaders like us who have
12 to 15 other job responsibilitieswin at this game of recruiting?
How do we build a system that allowsus to recruit effectively in a minimal
amount of time while motivatingrecruits towards meaningful change?
That is the question, and thispodcast will give you the answers.

(00:21):
My name is Richard Mulligan, andwelcome to Recruiting Conversations.
Welcome back to Recruiting Conversations.
I'm your host, Richard Milligan,and today we're digging into one
of the most common struggles I hearfrom leaders across the country.

(00:41):
How do you keep following up withsomeone who isn't ready to move without
sounding like the guy just checking in?
You know the feeling, right?
You've built rapport, you've had theface-to-face, maybe even connected
on a personal level, but nowyou're stuck in this weird limbo.

(01:01):
Do I call, do I text?
Am I just noise?
At this point in a recentconversation, someone asked me,
I've got people I really like.
We've crossed relational bridges,but now I'm outta material.
I don't know enough to call like a friend.
I don't wanna say just checking in,but I also don't want to disappear.

(01:22):
Okay.
That's a, that's a real tension.
And if you're listeningright now thinking, yep,
been there, you're not alone.
Here's the thing.
The problem isn't thatyou're following up.
It's how you're following up.
And it starts with a mindset shift.
You're not a chaser.
You're not just a recruiter.
You're a leader, amentor, a value bringer.
And when you start showing up likethat consistently over time, your

(01:44):
follow up isn't an interruption.
It's welcomed.
Now, here's a conceptI teach all the time.
It's a game changer.
Become the journalist, not the story.
Right.
What do I mean by that?
Well, a journalist doesn'thave to be the expert.
They don't have to create the story.
Their job is to uncover it, to packageit, to present it in a way that

(02:04):
grabs attention and brings clarity.
So instead of feeling like you'vegotta write the perfect blog
post or develop some masterclass,just start finding content that's
already valuable and share it.
Okay.
Let me give you an example.
Uh, I came across a free 90 minute.
Minute training from one of thebest storytellers of our time.
It wasn't something I built, but whenI shared it, the reaction was I was it.

(02:25):
Wow, this is incredible.
I've never seen anything like this.
That's what makes you stand out.
That's what makes yourvoice cut through the noise.
Now let's get tactical.
'cause here's another thing,how you share value matters.
Don't send a link and write, youknow, thought you'd enjoy this.
That's noise.
You've gotta hook 'em.

(02:46):
Think like a marketer for a second.
When I send emails, I'll sometimes use asubject line like, today is my last day.
Now I'm not going anywhere.
But you'd better believethat email gets opened.
You've got to lead with curiosity.
Lead with tension.
Get them leaning in.
Okay, so we're sharing curated value.

(03:07):
We're delivering it with a stronghook, but what about frequency?
Someone recently asked me about howoften can I revisit a bigger conversation
and my answer about every six months,you've earned the right for another ask.
So at the six month mark, youmight say, well, says, Hey, wait.
We had a great conversationback in the fall.
Since then, I've been thinking abouthow I can help you grow your business.

(03:28):
I've actually put something togetherI'd love to walk you through.
That's powerful, that's relevant.
That's not just checking in.
Let me take it one step further.
In one recent coaching session, wetook a recruit's actual production
data and used AI to build a 12month, week by week roadmap to
help them double their business.

(03:50):
Then we packaged it into abeautiful visual playbook.
It looked like a team ofanalysts and strategists had
been working on it for weeks.
We did it in 15 minutes.
That's what happens when you combine valuewith intention and when someone receives
something like that, they don't forget it.
Let's not forget the physical touch,either mailing a book, a custom PDF,

(04:11):
A handwritten card, it all matters.
One of my go-to gifts isone word by John Gordon.
Super short read, but powerful.
If they pick a word and share it withme, I now know what matters most to them.
I can build my future.
Follow up around that.
Okay, so what if theywere completely cold?
That that, that's where apassive pursuit comes in.
Just keep showing up, keep bringingvalue, keep making deposits.

(04:34):
You're not missing the windowbecause if you're doing this
well, they still see you.
They're still getting your content,they're still seeing your name.
And when their situation changes,you'll be the one they call.
So look, the next time you're tempted tocheck in with a quick, Hey, what's new?
Stop.
Ask yourself, what can I bring instead?
What would make me stand out?

(04:56):
Because that's the new blueprint.
Be the journalist, hook their attention.
Show up with something meaningful.
Mix up the channel.
Text, email, socialinbox, direct mail, phone.
Keep it varied, keep it intentional.
And when you do that consistently,you won't have to follow up.
You'll just be remembered.
If this episode gave you some freshperspective, do me a favor, share

(05:17):
it with a leader who needs to hearit, and if you want help building
out this kind of strategy insideyour organization, let's connect.
We've got tools, we've gottemplates, and we've got a system.
Alright, that's it for today.
Keep showing up, keep leadingwith value, and I'll see you next
time on recruiting conversations.
Want more recruiting conversations?

(05:38):
You can register for my [e-mail].
If you need help creating your ownunique recruiting system, you can book
a time with [e-mail].
I.