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/

1. Episode Hook

Recruiters don’t have a talent problem right now.

They have a client acquisition problem—and most are fixing it the wrong way.

2. Why This Episode Matters

The last 18–24 months forced recruiters back into real business development.

In this episode, Sharon Bondurant breaks down the simple, overlooked strategies that consistently win clients—even in tough markets—without burning out or hiding behind tools.

If you want more job orders, more control, and more predictable revenue in 2025 and beyond, this episode is required listening.

3. What You’ll Learn

• The “Bullseye Strategy” for finding clients closest to the money (without cold-call paralysis)
• Why most recruiters start BD in the worst possible place—and how to flip it
• How to turn everyday recruiting activity into new job orders using “Rabbit Hole Recruiting”
• The missed-placement audit that can uncover hidden $20K–$30K fees you’re already owed
• When automation actually helps BD—and when it silently kills deals
• The mindset shift that can double your income without doubling your hours
• How consistency beats elite sales skills every time in modern recruiting

4. About the Guest

Sharon Bondurant is a 30-year recruiting veteran, founder of The Finders, Inc. 5000 alum, and creator of a modern brokerage model for elite recruiters. Her firm has generated $45M+ in revenue and placed over 5,300 professionals.

5. Extended Value Tease

After this episode, business development stops feeling random and exhausting.

You’ll know exactly who to call, what to focus on, and how to create momentum fast—using assets and relationships you already have.

This isn’t hype. It’s repeatable, proven recruiting strategy from someone who’s seen every market cycle.

6. Listen Now CTA

If you want more clients, cleaner BD, and a smarter way to grow in 2026—press play now.

7. Timestamp Highlights

• 00:03 – Why BD feels harder now (and what’s actually changed)
• 05:30 – The mindset prerequisite most recruiters skip
• 10:45 – How BD can literally double your income
• 21:10 – The Bullseye Strategy explained
• 27:15 – Why cold calling strangers first kills momentum
• 29:00 – Rabbit Hole Recruiting in action
• 35:20 – The missed placement audit most firms never run
• 39:10 – When to automate—and when not to
• 42:00 – Why consistency beats sales talent
• 45:30 – Final advice for winning in 2026

8. Sponsors

🚀 Atlas – AI-first ATS & CRM

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

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

9. 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

10. Tools & Links

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

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

YouTube: https://youtu.be/l1WR9UFoYmg

Follow Guest on LinkedIn: https://www.linkedin.com/in/sharonbondurant/

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

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

If business development has felt heavier lately, this episode shows you how to make it lighter—and far more profitable.

1. Episode Hook

She was laid off five weeks postpartum…

23 months later, she crossed $1M in revenue building a recruiting firm her way.

2. Why This Episode Matters

Most recruiters are grinding harder every year and getting less predictable results.

This episode breaks that pattern—showing how to build revenue, clients, and freedom without burning out or chasing every shiny tactic.

If you want to close more deals, build a durable pipeline, and think like a true agency CEO, this conversation is required listening.

3. What You’ll Learn

• The warm-lead strategy Julia used to land her first clients—without cold pitching or spammy outreach
• How her LinkedIn content system turns posts into inbound sales conversations
• The exact Dripify + LinkedIn voice note combo driving response rates most recruiters never see
• Why only 3% of buyers are ready now—and how to stay top-of-mind until they are
• The CEO mindset shift that allowed her to scale revenue while working ~30 hours a week
• How to balance sales execution + personal boundaries without stalling growth
• The hidden reason most recruiters fail when they “know the tactics” but still don’t scale

4. About the Guest

Julia Arpag is the Founder & CEO of Aligned Recruitment. In under two years, she built a seven-figure recruiting business, scaled a full internal team, and now coaches founders on sales, mindset, and sustainable growth—all as a first-time agency owner.

5. Extended Value Tease

Imagine running your desk knowing exactly where your next clients are coming from.

Your outreach feels natural, your content works for you, and sales no longer depend on motivation or hustle cycles.

This episode isn’t about doing more—it’s about doing the right things consistently, with clarity and confidence.

The payoff isn’t just revenue—it’s control, leverage, and longevity in your recruiting career.

6. Listen Now CTA

🎧 Press play and learn how to build a recruiting firm that scales revenue and life—starting now.

7. Timestamp Highlights

• 00:02 – From zero to $1M: Julia’s origin story
• 00:07 – Why warm leads outperform cold outreach
• 00:10 – The LinkedIn post that triggered a client call
• 00:12 – Reach vs. conversion content (and why you need both)
• 00:16 – Dripify stats that shocked even seasoned recruiters
• 00:18 – How LinkedIn voice notes actually convert
• 00:20 – Daily KPI targets for sustainable sales execution
• 00:22 – Why tactics fail without the right mindset
• 00:24 – Affirmations, coaching, and mental conditioning
• 00:27 – Physical routines that protect performance
• 00:30 – Working 30 hours/week without stalling growth
• 00:33 – Boundaries, burnout, and long-term leadership
• 00:35 – Knowing your “why” as a recruiting founder

8. Sponsors

🚀 Atlas – AI-first ATS & CRM

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

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

9. 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

10. 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/-Vl-isbZ_k8

Follow Guest on LinkedIn: https://www.linkedin.com/in/julia-arpag/

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

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

🔥 If you’re serious about recruiter training, business development, sales skills, and scaling a recruiting firm in the AI era—this episode belongs in your queue.

1. Episode Hook

He walked into recruiting knowing nothing.

Three years later, he’s staring down a $500K year — without fancy tech, shortcuts, or a safety net.

2. Why This Episode Matters

Most recruiters fail in the first 36 months.

This episode shows exactly why Isaac didn’t — and how you can shortcut years of trial and error.

Whether you’re brand new, rebuilding momentum, or scaling toward your first $500K year, this conversation delivers real-world recruiting strategies that actually compound.

3. What You’ll Learn

• The exact daily structure Isaac used to go from zero experience to $500K in under 3 years
• Why mastering candidate-side recruiting first accelerates long-term billing
• The mental shift that turns cold calls into million-dollar client relationships
• How to land your first 3 clients without sounding salesy or desperate
• The biggest mistake new recruiters make when transitioning to full desk
• Why Isaac built nearly $1M in production with nothing but LinkedIn Recruiter + spreadsheets
• How to survive (and win) through slumps, zeros, and momentum-killing months

4. About the Guest

Isaac James is a top-performing recruiter at Carnegie Search who went from zero industry experience to nearly $500K in annual billings in just three years, specializing in technical sales and manufacturing recruitment.

5. Extended Value Tease

This episode isn’t about hacks.

It’s about falling in love with the grind, building unshakeable confidence, and playing the long game when most recruiters burn out.

If you’ve ever questioned whether you can really make it in recruiting — this conversation might be the one that changes everything.

6. Listen Now CTA

Hit play now and steal the exact playbook Isaac used to build a $500K desk from scratch.

7. Timestamp Highlights

• [00:00] Why most recruiters never survive their first 3 years
• [03:21] Isaac’s exact billing numbers year by year
• [06:26] The interview moment that changed his career
• [12:38] Why output beats talent early on
• [15:21] How long it really takes to close your first deal
• [18:56] Why starting candidate-side gave him an unfair advantage
• [27:51] How Isaac landed his first 3 clients
• [30:37] Overcoming fear on business development calls
• [33:18] The leap to full desk — and what almost broke him
• [49:25] Why mentorship determines who survives in recruiting
• [52:04] Handling zeros, slumps, and doubt without quitting
• [56:36] The shockingly simple tech stack behind $500K

8. Sponsors

🚀 Atlas – AI-first ATS & CRM

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

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

9. 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

10. Tools & Links

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

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

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

YouTube: https://youtu.be/1miUiwQQoXk

Follow Guest on LinkedIn: https://www.linkedin.com/in/isaac-james-416678256/

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

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

1. Episode Hook

Most recruiters chase clients.

Sarah Englade built a $1.5M firm by obsessing over candidates instead.

Register now: 🎯 2026 Sales and BD Recruiter Summit

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

2. Why This Episode Matters

If business development feels harder than ever, this episode flips the script.

You’ll hear how a candidate-first strategy can unlock warmer clients, faster deals, and more predictable revenue—especially in a crowded, AI-driven recruiting market.

3. What You’ll Learn

• The exact mindset shift that helped Sarah go from $0 to $1.5M in 18 months
• Why 60% candidate-focused BD outperforms traditional cold client outreach
• The hidden mistake recruiters make when they ignore unemployed candidates
• How to niche down without killing momentum (and when not to pivot)
• The simple activity framework (5–3–1) Sarah uses to stay consistent
• How personal branding on LinkedIn turns into inbound hiring conversations
• The money discipline rule that kept her firm alive during slow markets

4. About the Guest

Sarah Englade is the founder of Monarch Talent Solutions, a boutique search firm specializing in senior accounting, finance, and HR roles in Houston. She’s built a reputation for disciplined execution, candidate-first recruiting, and sustainable growth—without hype or shortcuts.

5. Extended Value Tease

Imagine your candidates becoming your best source of future clients.

Picture a desk where trust compounds, referrals come back years later, and your pipeline doesn’t collapse during slow markets. This episode isn’t about hacks—it’s about building a recruiting business that actually lasts.

6. Listen Now CTA

If you want to scale your desk without burning out or chasing every client, press play now. This is one every serious recruiter needs to hear.

7. Timestamp Highlights

• [03:45] Why niching down early accelerates trust and revenue
• [07:10] The fear most recruiters have about personal branding
• [10:20] How helping unemployed candidates created future clients
• [12:55] The $200K lesson from one former job seeker
• [15:30] Why candidate BD is the most overlooked growth lever
• [18:40] The tech stack Sarah actually uses (and what she skipped)
• [21:35] The 5–3–1 activity framework explained
• [24:10] “Aggressive patience” and why it matters
• [26:50] The danger of getting seduced by early success
• [30:15] How to survive tough markets without panic
• [33:20] Why reputation compounds faster than cold outreach

8. Sponsors Section

🚀 Atlas – AI-first ATS & CRM

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

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

9. Summit + Community Section

🎯 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

10. Tools & Links Section

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/Uv665HjdX2I

Follow Sarah Englade on LinkedIn: https://www.linkedin.com/in/sarah-englade/

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

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

1. Episode Hook

The old recruiting playbook is breaking.

If your business development looks the same as it did 2–3 years ago, you’re already falling behind.

🎯 2026 Sales and BD Recruiter Summit

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

2. Why This Episode Matters

AI is reshaping recruiting faster than most agencies are prepared for. In this episode, you’ll learn how elite recruiters are adapting their business development, positioning, and client strategy to win in 2026 — not just survive it. This is about closing better clients, building authority, and creating demand in an overcrowded market.

3. What You’ll Learn

• The biggest BD mistake recruiters are making in 2026 (and why it’s killing response rates)
• How AI is quietly eliminating commodity recruiters — and what to do instead
• The white-glove service shift that lets recruiters charge more and win exclusivity
• How to build long-term client demand, not just short-term leads
• The mindset difference between recruiters who stay busy and those who dominate
• How to use AI tools without sounding automated or inhuman
• Why being “good at recruiting” is no longer enough to scale a firm

4. About the Guest

David Stephen Patterson (DSP) is one of the most influential voices in recruiter sales and business development. With decades of experience as a recruiter, firm owner, and coach, he’s helped thousands of recruiters build stronger pipelines, better positioning, and scalable BD systems.

5. Extended Value Tease

Imagine going into 2026 with consistent inbound interest, clients who see you as a strategic partner, and BD systems that work even when the market tightens. This episode breaks down how elite recruiters are becoming the “big fish in a small pond” — building authority, trust, and deal flow that compounds over time.

6. Listen Now CTA

If you want to win clients in 2026 instead of fighting for scraps, this is a must-listen episode.

Hit play and start upgrading how you sell, market, and position yourself as a recruiter.

7. Timestamp Highlights

• 00:06 – Why DSP keeps getting invited back (and what recruiters can learn from that)
• 08:45 – Why “good recruiters” are being squeezed out of the market
• 12:30 – The white-glove service model that changes client behavior
• 16:40 – How to stop sounding like every other recruiter pitching the same thing
• 21:10 – The KPI vs. Client mindset shift every recruiter needs
• 27:00 – Why authority beats outreach volume in 2026
• 31:45 – The long-game BD strategy most recruiters never play
• 36:20 – How elite recruiters use AI without losing the human edge
• 41:05 – What recruiters should actually be learning beyond recruiting
• 46:30 – The uncomfortable actions that separate elite recruiters from average ones
• 52:10 – DSP’s favorite AI and sales tech tools right now
• 58:40 – How to stop being the “world’s best-kept secret”

8. Sponsors

🚀 Atlas – AI-first ATS & CRM

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

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

9. 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

10. 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/qVEJlvP0wmM

Follow DSP on LinkedIn: https://www.linkedin.com/in/dspatterson/

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

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

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

Why Top Recruiters Win Clients Without Selling

1. Episode Hook

The best recruiters don’t sell harder.

They win clients by becoming the most trusted person in the market.

2. Why This Episode Matters

Most recruiters struggle with business development because they approach it like sales.

This episode shows how top billers win clients, close more searches, and scale their desk by turning everyday recruiting conversations into long-term revenue—without pitching or sales scripts.

3. What You’ll Learn

• The BD mindset shift that helps recruiters win clients without selling
• Why candidate conversations are the highest-converting BD channel
• The hidden mistake recruiters make separating candidates from clients
• How elite recruiters create repeat searches and full-team builds
• Why thinking like a talent agent instantly increases credibility
• The ethical rule that protects referrals, reputation, and revenue

4. About the Guest

Katharine Wilcox is a Pinnacle Society member, consistent top biller, and owner of Resource Mosaic. With 20+ years in executive search and a background in Hollywood talent agencies, she’s built a career on relationship-driven recruiting that consistently wins clients.

5. Extended Value Tease

Imagine candidates calling you for advice—and later hiring you.

Imagine clients trusting you to build entire leadership teams.

No chasing. No pitching. Just becoming the obvious choice in your niche.

6. Listen Now CTA

If you want more clients without selling harder, press play now.

7. Timestamp Highlights

• 00:03 – Why selling harder backfires in recruiting
• 06:05 – From Hollywood talent agent to executive recruiter
• 15:37 – “You’re buying the business” moment
• 25:24 – Hustle vs. effectiveness for top billers
• 31:29 – Why recruiting is business development
• 37:26 – Flat fees, trust, and predictable revenue
• 43:11 – Why recruiters should think like talent agents

8. Sponsors

🚀 Atlas – AI-first ATS & CRM

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

👉 https://recruitwithatlas.com

9. Summit + Community

🎯 2026 Sales and BD Recruiter Summit

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

💼 Elite Recruiter Community (all summits, replays, Billers Club + splits)

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

10. Tools & Links

• PeopleGPT → https://juicebox.ai/?via=b6912d
• Talin AI → https://app.talin.ai/signup?via=recruiter
• Pin → https://www.pin.com/
• Email List → https://eliterecruiterpodcast.beehiiv.com/subscribe

YouTube: https://youtu.be/PruIBKFecGU

Follow Guest on LinkedIn: https://www.linkedin.com/in/katharinewilcox/

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

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

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

LinkedIn Recruiting Secrets That Actually Drive Placements

 🎙️ Episode Hook

Most recruiters think LinkedIn “doesn’t really work.”

She quietly proved them all wrong — and built a real hiring engine in the process.

🏆 Elite Recruiter Awards – Voting is Open

Recognize the recruiters and leaders making a real impact.

Vote now → https://benjaminmena.typeform.com/to/tK5kwRMe

🚀 Why This Episode Matters

If you’re an agency recruiter or firm owner struggling with cold outreach, low response rates, or inconsistent pipelines, this episode will change how you look at LinkedIn.

You’ll hear how one recruiter built a powerful community that drives inbound candidates, referrals, and placements — without spam, gimmicks, or chasing uninterested talent.

This is about leverage, trust, and long-term recruiting advantage.

🧠 What You’ll Learn

In this episode, you’ll learn:

• How to turn LinkedIn into a daily inbound sourcing engine

• The biggest mistake recruiters make when “building a brand”

• Why top candidates watch your content before ever reaching out

• The mindset shift that turns posts into real placements

• Why community beats cold outreach for senior-level talent

• What to post (and what NOT to post) to build instant trust

• How recruiters can win without becoming “cringe influencers”

👤 About the Guest

Stephanie Holman is a high-performing recruiter in the cleared and national security space who built a massive LinkedIn presence and a reputation-driven hiring pipeline by showing up consistently and delivering value.

Her approach challenges traditional recruiter marketing — and it works.

🔥 Extended Value Tease

Imagine candidates reaching out already informed, already trusting you, and already interested.

This episode isn’t about hacks.

It’s about building a recruiting business that compounds over time and makes every future placement easier.

▶️ Listen Now

If you want to future-proof your desk and stop relying on cold outreach, this is a must-listen episode.

Press play and take notes.

⏱️ Timestamp Highlights

00:02 – Why LinkedIn “doesn’t work” for most recruiters

05:10 – The ROI of community-first recruiting

09:45 – How ghost candidates really job search

14:30 – Why job posts don’t drive placements

19:20 – Trust as a recruiting growth lever

24:05 – Why consistency beats talent

29:40 – The confidence shift recruiters need

35:15 – What agency recruiters can steal

41:00 – Avoiding burnout while scaling

47:10 – Why this approach wins long-term

54:30 – Final advice for recruiters starting now

🤝 Sponsors

🚀 Atlas – AI-first ATS & CRM

Automates admin, syncs resumes/emails, and builds AI-powered profiles.

👉 https://recruitwithatlas.com

🚀 Pin – AI Recruiting Assistant

24/7 AI for sourcing, outreach, scheduling, and screening.

👉 https://www.pin.com/

🎯 Summit + Community

🎯 2026 Sales & 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

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

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

Pin → https://www.pin.com/

Subscribe → https://eliterecruiterpodcast.beehiiv.com/subscribe

YouTube → https://youtu.be/2N4so9xKa0U

Stephanie Holman → https://www.linkedin.com/in/stephaniejholman/

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

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

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

🎙️ Episode Title: How Recruiters Win Inbound Clients with AI Marketing

1. Episode Hook

Your LinkedIn posts stopped working.

Cold email is getting crushed by spam filters.

So how are top recruiters actually generating inbound clients right now?

🏆 Elite Recruiter Awards – Voting is Open

Recognize the recruiters and leaders making a real impact.

Vote now → https://benjaminmena.typeform.com/to/tK5kwRMe

2. Why This Episode Matters

Recruiter marketing has fundamentally changed — and most firms are still playing by 2021 rules.

This episode breaks down what’s working now across SEO, LinkedIn, email, and AI so you can build predictable inbound business instead of chasing deals.

3. What You’ll Learn

• The exact SEO strategy recruiters should focus on (and what’s a waste of time)

• Why “ranking in ChatGPT” isn’t the silver bullet people think it is

• The hidden reason cold emails are landing in spam

• How many emails per day you can actually send without burning domains

• The LinkedIn content mistake that attracts recruiters instead of clients

• How contrarian takes can 10x reach without hurting credibility

• Where to spend $500, $1K, $5K, or $10K for max BD ROI

4. About the Guest

Zack Gallinger is the Founder of TalentHero Media, a digital marketing agency working exclusively with recruiting firms. With 10+ years in recruiter-focused marketing, he helps agencies scale through SEO, LinkedIn, email, and paid acquisition.

5. Extended Value Tease

After this episode, you’ll stop guessing where to spend your time and money.

You’ll know which channels compound long-term, which tactics are dying, and how to build credibility that brings clients to you.

This is the shift from constant outbound grind to sustainable inbound flow.

6. Listen Now CTA

If you want more inbound clients and fewer wasted marketing dollars, this is a must-listen.

Hit play and take notes — this one’s tactical.

7. Timestamp Highlights

• 00:03 Why recruiter marketing broke (and what replaced it)

• 06:10 SEO for recruiters: what actually drives inbound

• 09:45 Should recruiters try to rank in ChatGPT?

• 12:30 Backlinks, paid links, and HARO explained

• 18:05 How to show up in Google’s AI results

• 24:30 Why cold email got harder in 2024

• 27:10 The real daily email limit before flags

• 31:45 Spintax explained (and why copy-paste fails)

• 35:10 LinkedIn content that attracts clients

• 40:50 Why contrarian posts explode reach

• 49:00 Where to spend $500 vs $10K

• 56:30 The long-game mindset recruiters miss

8. Sponsors

🚀 Atlas – AI-first ATS & CRM

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

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

🚀 Pin – AI Recruiting Assistant

24/7 AI for sourcing, outreach, scheduling, and screening across email, LinkedIn, and SMS.

Start your free trial → https://www.pin.com/

9. 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

10. Tools & Links Section

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

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

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

▶️ YouTube: https://youtu.be/j90mlpykFGY

👤 Follow Guest on LinkedIn: https://www.linkedin.com/in/zack-gallinger/

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

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

How an Industry Insider Built a Recruiting Agency From Scratch (No Fancy Tools)

🏆 Elite Recruiter Awards – Voting is Open

Recognize the recruiters and leaders making a real impact.

Vote now → https://benjaminmena.typeform.com/to/tK5kwRMe

Episode Hook

He wasn’t a lifelong recruiter.

He didn’t have a tech stack, automation, or AI hacks.

Yet he built a profitable recruiting agency anyway — by doing what most recruiters avoid.

🚀 Atlas – AI-first ATS & CRM

Automates admin, syncs resumes and emails, and uses AI to build polished candidate profiles and reports — so recruiters can focus on revenue.

👉 https://recruitwithatlas.com/

Why This Episode Matters

Most recruiters think they need better tools, better scripts, or better tech to win.

This episode proves that belief is holding you back.

If you’ve ever wondered whether your industry background, relationships, and phone skills are enough to build a real recruiting business — this conversation will change how you see your potential.

What You’ll Learn

In this episode, you’ll learn:

• The exact mindset shift that allowed an industry professional to outperform career recruiters
• Why old-school phone calls still beat automation for business development
• How to use NPCs (Named Potential Candidates) to win clients before roles ever open
• The hidden mistake new agency owners make when trying to scale too fast
• How saving $1.5M in agency fees made him dangerous as a founder
• Why recruiters fail when leaving industry — and how to avoid it
• How to build a niche so strong clients trust you before the first call

About the Guest

Chance Wood is the founder of One Degree Agriculture, a recruiting firm built entirely on industry expertise, relationships, and execution. After transitioning from agency recruiting to in-house TA — where he saved his company over $1.5M — Chance launched his own firm and quickly surpassed six figures without relying on “fancy tools.”

Extended Value Tease

Imagine building a recruiting business where clients trust you because you’ve lived their world.

Where business development feels natural instead of forced.

Where your background becomes your unfair advantage.

This episode is a blueprint for recruiters who want freedom, simplicity, and leverage — without chasing every new tool or trend.

Listen Now

If you want to grow your desk or agency using relationships, clarity, and execution — hit play.

This is one of those episodes that changes how you approach recruiting.

Timestamp Highlights

• 00:01 – Why industry professionals underestimate their recruiting power
• 05:30 – What a “grain elevator” is and why lived experience matters
• 09:45 – The recruiter experience that shaped his philosophy
• 12:20 – Landing revenue in 18 days as a brand-new recruiter
• 19:30 – Why going in-house made him a better founder
• 22:00 – Saving $1.5M by running TA like an agency
• 27:00 – The moment he knew it was time to go solo
• 29:45 – What he did in his first week as a founder
• 34:00 – Why NPCs beat job orders for BD
• 36:30 – His exact “one-two punch” outreach approach
• 40:00 – Why AI won’t save weak business development
• 44:00 – The biggest scaling mistake he made
• 49:00 – Advice for industry professionals considering recruiting
• 52:00 – The family conversation every founder must get right

Summit + Community

🎯 2026 Sales & BD Recruiter Summit

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

💼 Elite Recruiter Community

All summits, replays, Billers Club + split opportunities

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

Tools & Links

🔹 Pin → https://www.pin.com/

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

▶️ YouTube:

👤 Chance Wood → https://www.linkedin.com/in/chancetywood/

🌐 Benjamin Mena → http://www.selectsourcesolutions.com/

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