🎙️ PART 2

Create Demand Out of Thin Air: A BD System That Actually Works

1️⃣ Episode Hook

No clients?

No excuses.

If you can’t create demand on command, you don’t own your desk — it owns you.

🔥 JOIN THE 30-DAY BD CHALLENGE (KICKS OFF FEB 9TH)

2026 is the year of action. We are launching a 30-day challenge to help you crush your business development goals, build accountability, and implement the strategies from this podcast.

Join The Elite Recruiter Community to participate:

https://elite-recruiters.circle.so/checkout/elite-recruiter-community

2️⃣ Why This Episode Matters

Recruiting isn’t dying.

Weak business development is.

In this episode, Mike breaks down the exact BD system and sales mindset that allows recruiters to create demand — even in down markets, even without a big agency brand.

If you want more clients, stronger closing ratios, predictable revenue, and scalable recruiting strategies, this is your playbook.

3️⃣ What You’ll Learn

• The “create demand out of thin air” philosophy explained
• Why sales is not persuasion — it’s acceleration
• The exact LinkedIn voice note strategy landing new clients right now
• The difference between reactive goals vs. proactive process goals
• The time-protection framework that eliminates weak job orders
• How to calculate your true hourly value as a recruiter
• The mindset shift that separates elite billers from order takers

4️⃣ About the Guest

Mike Anderson is known for elite-level business development in recruiting. From high-volume agency billing to building his own firm, Mike’s sales skills and recruiter training have helped professionals sharpen their closing ability and scale with control.

5️⃣ Extended Value Tease

Imagine opening your laptop and knowing:

If I need a deal… I can create one.

No panic.

No desperation.

No chasing bad clients.

Just proactive outreach, controlled pipelines, and predictable growth.

This is what separates recruiters who survive from those who scale.

6️⃣ Listen Now CTA

If you want more control over your desk and your income, press play now.

This episode upgrades your BD immediately.

7️⃣ Timestamp Highlights

00:40 – The LinkedIn voice note strategy working right now

05:13 – Process goals vs. results goals

09:41 – Firing bad clients fast

12:22 – Calculating your true hourly value

17:04 – Why top-of-funnel eliminates anxiety

22:15 – The discipline that drives BD consistency

26:03 – Sales is acceleration, not persuasion

31:16 – The “joy of the unknown” mindset

36:32 – Why AI won’t replace authentic recruiters

42:07 – Protecting your time like a lone wolf

47:20 – The BD mistake recruiters keep repeating

8️⃣ Sponsors

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9️⃣ Summit + Community

🎯 2026 Sales and BD Recruiter Summit

https://bd-sales-recruiter-2026.heysummit.com/

💼 Join the Elite Recruiter Community (all summits, replays, billers club + split space)

https://elite-recruiters.circle.so/checkout/elite-recruiter-community

🔟 Tools & Links

Free Trial: PeopleGPT → https://juicebox.ai/?via=b6912d

Free Trial: Talin AI → https://app.talin.ai/signup?via=recruiter

Free Trial: Pin → https://www.pin.com/

Signup for emails → https://eliterecruiterpodcast.beehiiv.com/subscribe

YouTube: https://youtu.be/TdXYBTo_kXg

Follow Mike Anderson on LinkedIn: https://www.linkedin.com/in/recoveryandrecruitingmike/

Host Benjamin Mena: http://www.selectsourcesolutions.com/

Benjamin LinkedIn: https://www.linkedin.com/in/benjaminmena/

Benjamin Instagram: https://www.instagram.com/benlmena/