Recruitment Coach

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We've interviewed close to 500 top billers.So what do they have in common?Between us, my friend Benjamin Mena and I have...
12/08/2026

We've interviewed close to 500 top billers.
So what do they have in common?

Between us, my friend Benjamin Mena and I have hosted 600+ podcast episodes.

So we decided to compare notes and discuss the patterns we've observed from literally hundreds of hours interviewing top performers.

Here are 3 of the 7 success factors we identified:

1. Plan the work, then work the plan. The biggest billers build tomorrow's call list in the last hour of today.

2. Ruthless qualification. Only searches you can fill, with engagement fees to filter the time-wasters.

3. Go-to specialist status. Around 85% of the top billers we've interviewed are hyper-niche.

Listen to the full episode for the full breakdown of all 7 factors.

Plus, you'll hear lots of specific examples. Like the firm that grew from $1.5M to $6.1M, and the one channel driving 40% of its revenue.

If you're a fan of The Elite Recruiter Podcast or The Resilient Recruiter Podcast, we hope you enjoy the collaboration!

Listen/watch here: https://recruitmentcoach.com/podcast/7-success-secrets-of-elite-recruiters-the-patterns-behind-whos-winning/

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This episode is brought to you by Recruiterflow — the AI-first ATS and CRM built for recruitment agencies.

You have thousands of LinkedIn connections.You've done nothing with almost all of them.Here's what Reyhan Khan tells rec...
05/08/2026

You have thousands of LinkedIn connections.
You've done nothing with almost all of them.

Here's what Reyhan Khan tells recruiters to do.

Exports the whole list, hand it to Claude with your Ideal Client Profile, and asks it to rank every person hot, warm or cold. Then starts at the top.

Don't start with a pitch. Here's the messaging he suggests:

"I'm transitioning from this niche to this niche. Would you be open to just speaking for 15 minutes and telling me how internal recruiting is working in your company?"

These people already accepted your request. It isn't cold outreach, and the list costs you nothing.

Of everything Reyhan showed me, this is the easiest and highest value task to start with.

In the last 60 days, he's set up 35 recruiters with Claude. Most of them start with the same problem: not enough conversations.

In this episode:

- Setting up your "cockpit": your ATS, HeyReach, Instantly and Apollo connected to Claude, so you can run your business from one screen.

- What a client in his 60s, who told Reyhan "I'm not tech savvy," has built in Claude

- Why he still has a team of four, and the parts of the job he says AI can't do yet

🎧 Listen/watch to the latest episode of The Resilient Recruiter Podcast

https://recruitmentcoach.com/podcast/claude-for-recruiters-how-to-automate-your-recruitment-business/

38 consultants. £25 million in annual revenue.Eden Scott had nearly 70 people going into COVID.Michelle Lownie chose not...
11/05/2026

38 consultants. £25 million in annual revenue.

Eden Scott had nearly 70 people going into COVID.

Michelle Lownie chose not to rebuild to 70.

She rebuilt around the right people instead.

She stopped hiring to fill seats.

She stayed full 360 when everyone else was splitting desks.

"Turnover is great, but profit is everything."

In this episode, Michelle breaks down why cutting headcount made Eden Scott more profitable, how they hire consultants who hold
themselves are accountable, and what actually keeps recruiters at the same firm for years.

🎧 Listen now - link in comments.

03/05/2026

AI interviewers are everywhere right now. But most of them are solving the wrong problem.

This episode is brought to you by PIN, an AI sourcing tool built specifically for recruiters. Their co-founder and CEO Steven Lu joins me to share where he thinks this is all heading.

For high volume roles they work well. But for skilled and knowledge based work, candidates are already sitting through 50 of the same AI interviews asking the same questions. It makes no sense for anyone involved.

The company that wins isn't the one automating the interview. It's the one that owns the candidate's data afterwards and makes it searchable for recruiters.

Episode 310 is out now.

28/04/2026

Something Steven Lu said in our conversation this week has stayed with me.

He talks about email capital. The idea that every message you send to a candidate carries a cost beyond the obvious one, and that most recruiters are spending it in places that aren't giving them a return.

It's a simple concept but it changes how you think about outreach. Not just how
many emails to send, but where you're directing that effort and why.

Steven is the founder of Pin and he joins me on the podcast this Thursday.

27/04/2026

There's a difference between listening to a conversation and being in one.

I've spent 25 years working with recruitment agency owners - more than 800 of them. And the one thing I know for certain is that the conversations that actually change things don't happen behind a screen.

Every time I host a live event I'm reminded of that. The conversations go deeper. The connections are real. You leave with something you couldn't have got from a podcast or a webinar.

We're heading to Dallas this September - 9th and 10th at The Joule. Me, my team, and a room full of agency owners who are serious about growth. This one marks 25 years since I started Recruitment Coach and I want to share that milestone with people who are in it for the long term.

Early bird pricing closes July 23rd.

Have you ever been to a live event that genuinely changed the way you thought about your business?

Eight of his nine top clients stopped using external recruiters in one quarter.Darwin Shurig had built a $2.5 million me...
23/04/2026

Eight of his nine top clients stopped using external recruiters in one quarter.

Darwin Shurig had built a $2.5 million medtech recruiting firm with $1.2 million in personal production. Then Q1 2023 arrived and nearly everything collapsed at once. The business. The team. A 17-year marriage.

He spent two years rebuilding. What came out of that is a search process most recruiters have never tried.

Instead of sending a job description, Darwin records a short video interview with the hiring manager. Candidates see the role in the manager's own words before a single formal interview is scheduled. The hiring manager gets the candidate's personal why on video in return.

One search is placed in 72 hours.

A VP of HR who'd just paid $97,000 to another firm saw the process and said: "We didn't get anything like this."

Darwin also shares two specific things every recruiter can use this week. No platform, no software, no budget required.

If you've ever lost a placement at the offer stage or struggled to get candidates to engage, this one is worth your time.

Listen now to The Resilient Recruiter Podcast

17/04/2026

He turned down clients who didn't align with his values. For 44 years. And never regretted it.

Rich Bradley dropped Kraft the day a cigarette company acquired them. Didn't matter how long the relationship had been. Didn't matter what the fee was.

"I won't work with a company I don't think I would want to work for. I don't care what color your money is."

44 years in recruiting. $28 million billed.

Most agency owners take whatever work comes through the door, especially in the early years. Rich never fully bought into that.

His view is simple. If you wouldn't want to work there yourself, why would you send someone else?

It's a harder line to hold when you need the fees. But it's a cleaner business to run.

New episode of The Resilient Recruiter is out now.

16/04/2026

What does success look like after 44 years in recruiting? Not what you'd expect.

Rich Bradley has billed $28 million. Been a Pinnacle Society member for nearly 30 years. Still billing strong at 67.

And this is what he said when I asked if he still pushes for million dollar years:
"I don't need to do million dollar years anymore. I don't need to beat anybody. Doesn't matter to me anymore."

He still tracks his talk time every day. Still writes his planner every night. Still calls clients every three months.

But the why has completely changed.

He's not building toward anything. He's not proving anything. He just genuinely loves the work.

Most agency owners I speak to are chasing the next milestone. Rich is a reminder that the goal can also be a career you actually want to keep.

New episode of The Resilient Recruiter is out now.

09/04/2026

94% of Carol Ann Wentworth's placements stay.

In 2008, she lost her business, her home, and nearly everything she owned. Within ten days of getting clear on her next step, three recruiting firms reached out. She had a job offer in two weeks.

She went on to build Wentworth Executive Recruiting. One Silicon Valley client gave her 48 placements and she supported their growth through to IPO. Some of her clients have worked with her for over a decade.

She sends three candidates per search, not thirty. Her interviews run an hour, sometimes two.

"I never looked at a person as a number to fill quotas. Anybody can do that. I looked at what I did as a connector."

This episode is about what it takes to build a recruiting practice that lasts. Not the biggest. The one clients never leave.

🎧 Listen now: https://recruitmentcoach.com/podcast/how-to-build-a-10-year-retained-practice-with-a-94-retention-rate/

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