In this episode, I tackle one of the toughest parts of recruiting—handling objections and overcoming rejection. Every recruiting leader faces resistance, whether it’s on phone calls, emails, or social media outreach. But the best recruiters know that objections are just smoke screens. I’ll share the proven frameworks and mindset shifts you need to push past objections and build stronger relationships with recruits.

Episode Breakdown

• [00:00] Introduction – Why overcoming objections is one of the most critical skills in recruiting.
• [01:00] Why Rejection Is Inevitable – Every recruiter faces objections daily, but it’s how you handle them that determines success.
• [02:30] The Energy Shift: Fear or Excitement? – How to reframe the nervous energy before a recruiting call into passion and confidence.
• [04:00] The Top 4 Recruiting Objections – The most common pushbacks you’ll hear:
  1. "I’m not interested."
  2. "I don’t have time to talk."
  3. "I’m happy where I’m at."
  4. "Is this really not a recruiting conversation?"
• [06:00] The Power of Removing Tension – How to eliminate defensive reactions and keep conversations open.
• [07:30] The Smoke Screen Effect – Why most objections are just automatic responses and how to move past them.
• [09:00] The ‘Acknowledge, Don’t Address’ Rule – How to keep the conversation going when you hear an early objection.
• [10:30] The ‘Feel, Felt, Found’ Framework – A proven structure to address deeper objections:
  • "I understand how you feel."
  • "Others I’ve spoken to felt the same way."
  • "What I’ve found is…"
• [12:00] The Power of Pattern Disruptors – How to stop a recruit from hanging up or shutting down the conversation.
• [14:00] The Art of the Strategic Pause – Using silence to encourage recruits to stay engaged.
• [16:30] How to Stay in Control of the Conversation – The difference between a great recruiter and a reactive one.
• [18:30] The Importance of Knowing Your Script – Why the best recruiters never “wing it” and how preparation removes fear.
• [20:00] Final Thoughts & Action Steps – How to practice overcoming objections and eliminate cold call reluctance.

Key Takeaways

1. Rejection is a Normal Part of Recruiting – Expect objections and prepare for them instead of fearing them.
2. Objections Are Just Smoke Screens – Most people respond with automatic pushbacks—your job is to move past them.
3. Acknowledge, Don’t Address – When objections come early, acknowledge them and move back into your script.
4. Use Feel, Felt, Found – This framework helps overcome deeper objections in a natural, non-confrontational way.
5. Pattern Disruptors Work – Interrupting the recruit’s expected response pattern can keep conversations open.
6. Know Your Script Cold – The best recruiters don’t wing it; they use tested messaging to stay in control.

Objections are a natural part of recruiting, but they don’t have to be roadblocks. With the right mindset and tools, you can move past them, build relationships, and ultimately win more recruits. The key is preparation—when you know your script and have strategies in place, fear disappears, and confidence takes over.

Want to get better at handling objections? Subscribe to my weekly email at 4crecruiting.com or schedule a coaching session at bookrichardnow.com. Let’s refine your recruiting approach so you can close more top talent.