Most recruiters are stuck chasing clients, sending cold outreach, and grinding through business development just to stay afloat.

In this episode of The Elite Recruiter Podcast, Benjamin Mena sits down with Pinnacle Society top biller Michael Silverstein to unpack why elite recruiters stop chasing deals and how they build inbound client demand through relationships, trust, and positioning.

This conversation breaks down the mindset, strategy, and long-term business development approach that allows top recruiters to scale their desk, close more deals, and build a recruiting practice that compounds over time, without cold selling.

🎯 Sales & BD Recruiter Summit (Near the Top)

If this episode resonates, go deeper at the 2026 Sales & BD Recruiter Summit, where elite billers share what’s actually working right now in recruiting sales and business development.

👉 Register here:

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

Why This Episode Matters

Recruiter burnout is rising—and traditional sales tactics aren’t working like they used to.

This episode shows how top-performing recruiters replace outbound grind with inbound opportunity, improve close rates, and create predictable revenue in today’s relationship-driven recruiting market.

What You’ll Learn

• Why chasing clients limits long-term recruiting revenue
• The relationship-based business development strategy elite recruiters use
• How to position yourself so clients seek you out
• The biggest networking mistake recruiters make without realizing it
• How trust and reputation outperform volume outreach
• The mindset shift that separates high billers from average performers
• How to build a recruiting practice that compounds year after year

About the Guest

Michael Silverstein is one of the highest-billing recruiters in the Pinnacle Society, known for building a scalable recruiting practice driven by trust, reputation, and long-term relationships rather than cold selling.

Extended Value

This episode isn’t about scripts or hacks.

It’s about building a recruiting desk that attracts the right clients, creates inbound demand, and allows you to scale without burnout—even as the recruiting industry evolves with AI and changing buyer behavior.

Listen Now

If you want to close more deals, improve your business development strategy, and stop chasing clients, this episode is a must-listen.

Press play and rethink how elite recruiters actually grow.

Timestamp Highlights

• 00:00 Why elite recruiters stop chasing deals
• 04:12 How deal-chasing quietly caps recruiting revenue
• 09:30 Why relationship-based recruiting scales better
• 14:45 The networking mistake hurting most recruiters
• 19:10 What truly creates inbound client demand
• 25:40 How trust compounds into long-term deal flow
• 31:05 Reputation as a recruiting growth moat
• 36:20 The mindset shift behind elite performance
• 41:55 Positioning yourself as the obvious choice
• 47:10 Building a recruiting business that lasts

Sponsors

🚀 Atlas – AI-first ATS & CRM

Automates admin, syncs resumes and emails, and uses AI to build polished recruiter profiles and reports.

Try it free or book a demo → https://recruitwithatlas.com

Community + Resources

🎯 2026 Sales & BD Recruiter Summit

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

💼 Elite Recruiter Community

(All summits, replays, Billers Club + Split Space)

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

Tools & Links

Pin (Free Trial): https://www.pin.com/

Email List: https://eliterecruiterpodcast.beehiiv.com/subscribe

YouTube: https://youtu.be/qIY9aj5OJ5g

Guest LinkedIn: https://www.linkedin.com/in/michaelsilverstein123/

Host: Benjamin Mena

Website: http://www.selectsourcesolutions.com/

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

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