My name is Mark Wayman, and for the last 14 years I have owned an Executive Recruiting firm focused on gaming and high tech. Compensation starts at $100,000, average base salary is $250,000, and last year I placed several executives north of a million dollars.

Disclaimer: Only represent executives I know personally or by referral. No online job postings, no candidate databases, no unsolicited resumes. No disrespect intended!

Probably best known for my monthly casino newsletter that goes out to 5,000 executives. Who got hired, who got fired and all the latest gaming/casino news. If you want to keep up in real time, follow me @GodfatherWaym on Twitter. End of promo!

Ever notice how mostly no one calls you unless they are asking for something? It’s true! More importantly, have you noticed how most people DON’T call you back? It is SOOOOO annoying!  Heck, there are executives I placed in $200,000 jobs that don’t return my calls so don’t feel like the Lone Ranger.  Surprisingly, after I help people with their careers, many forget my name.  Used to get emotional about it, but as Mother Teresa once said, “It was always between them and God; it was never between you and them anyway.”  Let’s examine why most folks don’t return your calls. And a few reasons they should!

The Secret – Here is THE SECRET to getting people to call you back. THERE HAS TO BE SOMETHING FOR THEM. If they are not getting back to you, your value proposition is not strong enough.  Trust me, when I ping a guy about a million dollar job, he gets back to me 100% of the time. Or if I have COMP tickets to Celine Dion people are tripping over each other to get back to me. On the other hand, if you are calling to ask for a favor, unless they are truly a friend, they won’t get back to you. Telling you “no” is awkward. When you call or email someone, give careful thought to the VALUE PROPOSITION. Not what’s in it for you – what’s in it for them!

Why They ABSOLUTELY Should Call You Back: It’s the Right Way to Treat People – Personally, I respond to every email and phone call. Roughly 500 per day. Yep, even all the cold calls and unsolicited resumes. Why? Because my Dad taught me it was the right way to treat people. He said, “Son, treat the Janitor with the same respect as the CEO. Treat people with respect, compassion and professionalism. That probably sounds naïve in our self-absorbed, self-focused, “me me me” culture, however it was the way my Dad raised me and it’s how I live my life. People will still treat you poorly, but at least you know you took the high road and treated them right.

Why They ABSOLUTELY Should Call You Back: Remember 2008! – We were all just cruising along living La Vida Loca. Not a care in the world. In August 2008 the whole thing came to an end. All those people that did not return my phone calls, all the people that dismissed me and kicked dirt on me…were emailing me resumes. They were unemployed. THAT is why people should be calling you back. Trust me, one day they are going to need you, and if they treat you poorly now, it may be forgiven but it won’t be forgotten.

Headhunters and Referrals: The Golden Ticket – When I’m looking for a $250,000 GM I reach out to a couple hundred contacts for referrals. Those that respond with, “I make more than that now” get removed from my rolodex. Those that respond with, “Hey, ping Ed, he would be a good fit” get a Golden Ticket. Translation: Those that provide referrals are REMEMBERED. They get first shot at the best jobs. When they need a job, I’m their lifeline. Don’t you remember the people that go out of their way to help you? If nothing else, I’m the most loyal person you ever met.

The Godfather’s Sit Downs – These are my private client mixers. An opportunity to meet 100 of the best people on the planet. Now I understand that we are all busy, but I’m shocked at how many people won’t come out for an hour, and then want me to drop everything I’m doing when they get fired. My point is this – if you want to accumulate social capital, you have to try. That includes returning messages and shaking a few hands on occasion. People that live with their head in the sand quickly find they have no lifelines when have a job crisis.

The CIO Mixer at Hollywood Park – And on the topic of events, this is one of my favorite stories. I hosted a mixer at Hollywood Park (horse racing) for 25 CIOs. Only 15 showed up. Of the 10 that did not call or show up, 3 sent me resumes the next day. So you don’t have an hour to shake my hand, but you want me to get you a $400,000 job? Bahahahahahaha!

As Walt Disney Said, “It’s a Small, Small World” – Relationships trump talent in this world. How else do you explain all the mediocre executives in high level positions? Not judging or criticizing, just stating the obvious. Was with an executive the other day and we discussed a couple guys with checkered histories at his company. I said, “How the heck did those guys get jobs with you? Do you know why they were terminated last time around?” His response was, “Oh yeah, they are buddies with Joe and he juiced them in. And you are right, they are dreadful.” It’s a small world; always return your phone calls. It’s the right thing to do.