Confessions of a Recruiter

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Ever wondered how top-billing recruiters consistently hit their targets year after year? Adam Oldman, an executive HR recruiter from Sydney whose biggest year reached an impressive $1.58 million, breaks down exactly how he built and maintains his high-performance desk.

The foundation of Adam's success lies in his methodical approach to business development. Rather than simply chasing job ads (though he admits this was his starting point), he's evolved to focus on strategic leads and what he calls the "hot boss" approach - identifying a candidate's manager during interviews so when they resign, you already know who to connect with. This consultative approach has proven far more effective than cold calling, especially in HR recruitment where managers are constantly bombarded by recruiters.

What truly sets Adam apart is his commitment to retained recruitment over contingent work. "Why are recruiters working for free?" he questions, comparing recruitment to other professional services like real estate where payment is expected upfront. He shares practical advice for converting contingent clients to retained by demonstrating the superior value of a thorough, dedicated search process, which has not only improved his work quality but also increased his fees and client commitment.

Perhaps most valuably, Adam speaks candidly about experiencing burnout multiple times in his career. He describes burnout as the state where "what used to give you happiness doesn't give you happiness anymore," alongside physical symptoms and cynicism about work. His recovery strategies include taking proper breaks, healthy habits, and daily meditation - a practice he credits as transformative for both his career success and personal wellbeing.

Whether you're just starting in recruitment or looking to elevate your performance, Adam's insights on business development, client management, fee negotiation, and mental health offer a blueprint for sustainable success that withstands market fluctuations and personal challenges. Take your desk to the next level by implementing these proven strategies from one of Australia's top performers.

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Every successful recruiter knows that consistent business development is the foundation of their success, but how do the habits and strategies evolve as careers progress? This candid conversation reveals the real numbers behind prospecting discipline at different career stages.

We dive deep into the evolution of a recruitment professional's business development approach—from the hustle of making nearly 700 BD calls annually in their early years to the more strategic focus required when managing teams and accounts. You'll hear specific metrics that drove success, including aiming for five BD and five candidate calls daily when building a desk from scratch, and how those targets shift with experience and increased responsibilities.

What stands out is the unwavering commitment to daily prospecting, regardless of seniority. The guest shares their personal discipline of blocking 10-11 AM every day exclusively for BD activities, establishing this as a non-negotiable part of their routine. There's a refreshingly honest admission about the regret that inevitably follows when this discipline slips: "I know every single time I don't do it, I'm going to be annoyed at myself."

Whether you're new to recruitment or a seasoned manager, this conversation offers valuable insights into maintaining the prospecting discipline that separates top performers from the rest. How many BD calls are you committing to this week? Listen now to benchmark your approach against industry veterans who continue to prioritize this essential activity.

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Ever wondered what separates average recruiters from million-dollar billers? Mollie Gunn, Director i-Pharm Consulting , pulls back the curtain on the strategies that transformed her from rookie recruiter to industry powerhouse.

Mollie’s approach to business development defies convention. Instead of chasing quick wins, she builds success through persistence, even calling prospects for years before landing them. "I'm relentless, I will not give up," she says, a mindset that has won her major accounts once thought unattainable.

The episode dives deep into practical techniques that any recruiter can implement immediately. From creating structured BD blocks in your calendar to insisting on proper job briefings (never just over the phone), Mollie reveals the disciplined habits that drive exceptional results. Her signature question—"Why?"—serves as both a powerful objection handler and a tool to uncover clients' true needs during discovery calls.

Perhaps most refreshingly, Molly challenges the transactional approach that plagues many recruitment businesses. She confidently articulates her value proposition to clients, standing firm on fees while offering creative alternatives like extended guarantees for retained work. "If the only thing you can negotiate on is price, I don't know if I really want to work with you," she states, embodying the confidence that has earned her trusted advisor status with clients.

Whether you're new to recruitment or looking to break through to the next level, this episode delivers actionable insights that will transform how you approach business development, take job briefs, and handle objections. 

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· Our Website is: xrecruiter.io

Send us Fan Mail

Support the show

· Our Website is: xrecruiter.io

Send us Fan Mail

Laura Cole, founder of HopesConsult and former co-founder of award-winning Lotus People, pulls back the curtain on recruitment business development in this captivating conversation. Having cut her teeth during the Global Financial Crisis in London's banking sector before building her own successful ventures in Australia, Laura shares battle-tested strategies that actually work in today's market.

You'll discover why "research and prep is still BD" and how to weave prospecting naturally into your day rather than treating it as a dreaded separate activity. Laura reveals her framework for handling even the toughest client objections and explains why the most effective discovery calls focus on uncovering what clients don't like about their current recruitment process.

Perhaps most valuable is Laura's passionate take on fee negotiation—a must-listen for any recruiter who's ever felt pressured to discount. "I just wish every recruiter would just say no, and then we wouldn't end up in this situation," she explains, offering practical advice for maintaining your rates while still winning business.

Whether you're a seasoned consultant looking to sharpen your approach or new to recruitment and building your foundation, this episode delivers immediately applicable strategies to elevate your business development game. 

Connect with Laura on LinkedIn to continue the conversation and access more of her recruitment insights.

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Steve Tolen has spent over 20 years helping recruiters and leaders grow stronger, more sustainable businesses. 

In this episode, he shares his Five Before the Call methodology, a modern approach to business development built on personal branding, LinkedIn mastery, AI, video content, and real-world networking. Packed with practical tips on owning your niche, building trust, and creating long-term client relationships, this is essential listening for anyone serious about winning in recruitment.

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From launching businesses from scratch to guiding recruitment leaders toward sustainable growth, Steve Tolen has spent more than 20 years honing his approach to business development. In this episode, he opens up about the strategies, mindset, and hard-won lessons that have shaped his career in one of the most competitive industries in Australia.

Steve breaks down his Five Before the Call methodology, a modern BD framework built on five essentials: personal branding, LinkedIn mastery, smart AI integration, compelling video content, and genuine in-person networking. It’s a system designed to create multiple, high-value touchpoints before a single call is made, making conversations warmer, deeper, and far more productive.

But this isn’t just about tactics. Steve shares why patience, authenticity, and playing the long game will always outperform a transactional approach. He walks us through his five-step sales process: attract attention, increase engagement, build rapport and trust, co-create opportunity, and only then close, explaining why skipping the early steps is the fastest way to fail.

We also explore how to own your niche, handle objections, strengthen long-term client relationships, and communicate value across all levels of seniority. Steve’s take on praising competitors instead of tearing them down is a masterclass in relationship-first business.

Whether you’re building your recruitment career or refining your BD strategy, this episode offers a clear blueprint for standing out, winning trust, and building a business that lasts.

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· Our Website is: xrecruiter.io

Send us Fan Mail

Support the show

· Our Website is: xrecruiter.io

Send us Fan Mail

How do high-performing recruiters build desks that last in a market driven by noise, speed, and short-term wins? Mike Dickson from [axr] Recruitment & Search, a recruitment veteran with over 30 years of experience across Scotland, New Zealand, and Australia, shares the real playbook behind long-term success in sales and marketing recruitment.

Mike didn’t just fall into a high-performing desk. He built one through strategic niche focus, consistent value creation, and an obsession with doing the basics better than anyone else. While others chase volume, Mike focuses on depth—spending more time in front of clients and candidates, leading meetings with the right questions, and positioning himself as a trusted market expert.

His approach to objection handling is simple but powerful: keep asking why until you uncover the real concern. His approach to retained recruitment? Make the value so clear that the client doesn’t hesitate. And his philosophy on KPIs? It’s not about the number of calls—it’s about how many real conversations you're having and the impact they drive.

Mike also reveals how content assets like podcasts, salary guides, and tailored reports build brand equity over time and keep you top-of-mind with the clients you want. His practical frameworks for structuring meetings, managing objections, and building lasting relationships offer a refreshing take on what real recruitment success looks like.

If you're building your desk or preparing to launch your own agency, this episode is packed with lessons that will help you shift from being reactive to becoming a consistent, high-value operator. 

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· Our Website is: xrecruiter.io

Send us Fan Mail

Support the show

· Our Website is: xrecruiter.io