What do 100 door-knocks in a day and record-breaking recruitment billings have in common? Everything according to Jeron van den Elshout.

In this high-impact episode, Jeron shares how he went from nearly getting fired in his first sales job to founding a global recruitment business operating across the US, Middle East, and Europe.

You’ll hear how persistence turned rejection into revenue, and how a single conversation changed everything, catapulting him from frustrated jobseeker to top biller. Jeron breaks down the key differences between contingent, exclusive, and retained models, and makes a compelling case for why retained isn't just preferable, it's essential for hard-to-fill roles.

We cover:

• Reactive vs. proactive recruitment
• Why "exclusivity" can be misleading when internal talent teams are still in the mix
• Why the retainer model is optimal and what makes it hard to implement
• How Jeron built a personal brand of 40,000+ LinkedIn followers by sharing tips and staying authentic
• The creation of KOLY, a “recruitment incubator” helping consultants eventually launch their own agencies

This episode is packed with hard-earned lessons and practical insights from someone who’s done the work and lived the journey. Jeron brings the experience. Don’t miss it.

___

Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/

Check out our reviews: https://retrainedsearch.com/reviews/

Join our upcoming masterclasses: https://retrainedsearch.com/webinars/

___

LinkedIn

Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/

Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/

Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

What does it take to escape the race-to-the-bottom world of contingency recruiting and build a high-impact retained search firm?

In this episode, the wise and deeply experienced Clark Waterfall shares the lessons he's learned over decades in search, from placing hourly workers in the printing industry to founding Boston Search Group (BSG), a retained executive search firm serving private equity-backed businesses.

Clark shares about the moment he realized contingency recruitment had become commoditized, treating hiring like buying eggs: transactional, negotiable, and undervalued. Retained search, on the other hand, offered a way to become a true strategic partner in talent acquisition.

Drawing on the research of Nobel laureate Daniel Kahneman, Clark explains why traditional interviews often fail and how structured assessments and extended candidate exposure can lead to far better hiring decisions.

In this conversation, we cover:

• The Talent Growth & Optimization Cycle
• How to mitigate “blink” judgments with deeper assessments
• What drives lasting client partnerships
• Why fewer clients and deeper relationships yield better outcomes
• The power of challenging clients (even when it’s uncomfortable)

If you’re serious about elevating your recruitment model and becoming a true talent advisor, this episode is unmissable.

___

Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/

Check out our reviews: https://retrainedsearch.com/reviews/

Join our upcoming masterclasses: https://retrainedsearch.com/webinars/

___

LinkedIn

Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/

Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/

Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

Contingent or retained - what’s the better recruitment model? 

It's a question that’s sparked debate for decades. But maybe we’ve been asking the wrong question all along.

Our host for this episode, Hishem Azzouz, steps into the role of moderator and questions two industry experts with very different experiences and perspectives: Louise Archer, a passionate advocate for retained search, and Chris Moylan, who’s built successful businesses with a contingent-first mindset.

What unfolds isn’t just a battle, but an exploration of how each model can solve very different recruitment challenges. From high-volume hiring to hard-to-fill senior roles, this conversation goes beyond theory and dives into real scenarios.

You’ll hear:

• Why retained search isn’t just about upfront fees, but about a structured, systematic process that leaves no stone unturned
• When contingent works best and how to make it profitable without being commercially vulnerable
• Tactical advice on converting clients from contingent to retained (including Lou’s clever “refundable retainer” strategy)
• Why lowering your fees to ‘sell’ retained often backfires
• Chris’s take on building exclusivity in contingent search without needing upfront commitment
• And most importantly: how to diagnose what your client really needs before recommending a model

So whether you’re a business owner refining your service offering, a consultant navigating client relationships, or a hiring manager trying to figure out what kind of recruiter you need, this episode will give you honest, practical insights you can apply right away.

Huge thanks to Hishem Azzouz and Chris Moylan for joining us on the podcast and having such an open, honest conversation about an industry we're all passionate about. It was a real privilege to hear both perspectives and dive deep into what really works (and when) in recruitment.

We hope this discussion sparks new ideas and helps recruiters and hiring leaders rethink how they approach their own models.

___

Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/

Check out our reviews: https://retrainedsearch.com/reviews/

Join our upcoming masterclasses: https://retrainedsearch.com/webinars/

___

LinkedIn

Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/

Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/

Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

What would you do if you got fired while sipping wine on vacation in France - even as the top biller at your firm? For Benjamin Mena, that shocking moment became the spark he needed to bet on himself and build a thriving government contracting recruitment agency.

In this heartfelt and unfiltered conversation, Benjamin shares the real story behind his career pivot, from a struggling rookie recruiter nearly let go for not closing deals (despite hitting every metric), to launching a business and growing The Elite Recruiter podcast into a community powerhouse with over 170,000 annual downloads.

You’ll hear how turning down early sales training became his biggest professional regret, and why the lessons he learned from that mistake now shape the way he mentors others. Benjamin also opens up about a critical mindset shift: why chasing fewer, higher-value deals can have more impact than grinding out endless small placements.

We also unpack:

• How content creation and podcasting unexpectedly became his best business development strategy
• Why the AI hype is distracting recruiters from what actually drives results
• The difference between UK and US recruiting models and what it means for your career growth
• Why Benjamin now hosts free recruitment summits to give back to the industry that shaped him

Whether you’re a new recruiter, a team leader, or thinking of starting your own agency, Ben’s journey is full of practical takeaways and honest insights that can help you take your next step with confidence.

Connect with Benjamin Mena on LinkedIn or tune into The Elite Recruiter podcast for more stories, strategies, and straight talk from the frontlines of recruiting.

___

Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/

Check out our reviews: https://retrainedsearch.com/reviews/

Join our upcoming masterclasses: https://retrainedsearch.com/webinars/

___

LinkedIn

Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/

Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/

Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

Nick Hoadley shares his transformative journey from insurance broker to founder of Insurance Search, a successful retained executive search firm serving the UK, US, and Bermuda insurance markets.

But the path wasn’t linear. Nick opens up about how working in contingent recruitment chipped away at his confidence and professional identity. “You don’t really want to mention to people that you’re a recruiter because of the stigma that comes with it,” he reflects, describing how even major companies overlooked his industry insight and expertise.

The turning point? Embracing retained search.

By shifting to a model where clients commit upfront, Nick was able to deliver real value, from comprehensive market mapping to strategic talent insights, while rebuilding his reputation and relationships in the industry.

In this episode, Nick shares how he:

• Transitioned to retained to build deeper, more professional client partnerships
• Expanded his offering to include standalone research and strategic insights
• Launched innovative BD channels like The Insurance Coffee House podcast
• Uses podcasting to connect with senior leaders and drive inbound business
• Built communities through the Board Club and HR Executive Club
• Created a Managing Partner Program to scale under the Insurance Search brand
• Rejected the 360 model in favour of playing to people’s natural strengths

His advice to recruiters?
 “If you value your time, you’ve got to move to retained.”

For those unsure, he recommends starting small - testing the waters, building confidence, and experiencing firsthand how the retained model changes everything. This isn’t just about fees. It’s about restoring pride, building partnerships, and creating a career that feels good again.

___

Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/

Check out our reviews: https://retrainedsearch.com/reviews/

Join our upcoming masterclasses: https://retrainedsearch.com/webinars/

___

LinkedIn

Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/

Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/

Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

In this LinkedIn Live replay, Ryan and Paul reveal how they transformed their recruitment businesses by shifting from contingent chaos to retained success, right in the middle of Japan’s notoriously tough talent market.

One hit his annual target by Valentine's Day.

The other landed a $700,000 single fee.

What changed? Everything.

Japan’s recruitment market is no walk in the cherry blossom park, with only 4% LinkedIn usage, a rapidly aging population, and a small pool of globally-minded, English-speaking candidates. Yet Ryan and Paul pushed past fear, self-doubt, and myths about retained work to build smarter, stronger businesses.

Key takeaways:

 - Both recruiters emphasized diagnostic skills as critical – deeply understanding client pain before proposing solutions 

- Moving to retained required overcoming mindset barriers like fear, lack of confidence, and misconceptions about the process

- Financial impact has been transformative - more predictable revenue, higher fees, and hitting annual targets faster

- Retained work provides better quality of life – being fully present at work and able to completely disconnect when not working

- Clients appreciate the structured process, with one telling Ryan: "I could sleep well at night knowing you had everything under control"

- The shift isn't about working harder but working smarter – "slowing down" to properly diagnose client needs before rushing to solutions

- For those considering the transition: specialize in a niche, be willing to say no to inappropriate work, and focus on proper diagnostics

Whether you're just starting your retained journey or looking to master it, this episode proves the shift isn’t about working harder, it’s about working wiser.

👉 Learn more at www.retrainedsearch.com

 Explore Search Foundations for recruiters ready to move to retained, and Search Mastery for those already winning consistent retained work.

___

Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/

Check out our reviews: https://retrainedsearch.com/reviews/

Join our upcoming masterclasses: https://retrainedsearch.com/webinars/

___

LinkedIn

Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/

Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/

Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

From members who've doubled their revenue after transitioning from contingent to retained work, to recruiters who've fallen back in love with their profession, the transformations are nothing short of remarkable.

One of our members went from struggling to bill £140K in contingent work to effortlessly generating £300K through retained search—while working fewer hours and with greater satisfaction.

Another has completely converted their most skeptical clients who had "sworn never to go retained again" until experiencing the methodology's undeniable value.

In this episode, we take you behind the scenes of our recent Los Angeles in-person event, where behavioral scientist Jess Biller delivered a session on DISC profiling. Understanding whether your client is a high D (direct), high I (interpersonal), high S (supportive), or high C (analytical) transforms how you communicate with them. As Jess wisely noted, "We can't change the way our communication is received. We can only change the way we give it."

We also explore the business development approaches working right now for our most successful members. The common thread? It's about adding value first and offering genuine support rather than pushing for immediate sales.

The most innovative members are creating sustainable processes that turn every client engagement into valuable market intelligence that fuels their content creation and attracts new business.

Perhaps most encouraging is the realization that while the results are impressive, the methods themselves are remarkably straightforward. As Jordan puts it, looking at what top performers are doing: "It's all doable. You go, 'Oh, okay, yeah, I can do that.'"

Ready to transform your recruitment business? We're bringing our in-person masterclasses to Sydney in September, and we're hosting a special session for those in Japan on the 22nd of April: https://us02web.zoom.us/webinar/register/WN_QXep7wUsQpWyugbkvozY5A

___

Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/

Check out our reviews: https://retrainedsearch.com/reviews/

Join our upcoming masterclasses: https://retrainedsearch.com/webinars/

___

LinkedIn

Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/

Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/

Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

All the way from New York and New Jersey, Sean and Tom from The Locke Group joined us to share their journey—from feeling stuck in the contingent grind to becoming valued partners in retained search.

The contingent model held them back from offering the consultative partnerships their clients truly needed. Shifting to retained search changed everything—not just for their business, but for their team.

“The whole staff is just much happier being valued by our clients,” Tom shares. And as Sean puts it: “It’s night and day compared to contingent recruitment.”

We also dive into the practical side—how to:
🎙️ Evaluate opportunities more critically
🎙️ Build the confidence to turn down contingent work
🎙️ Structure retained engagements that actually work

Their advice? “Don’t settle. Value yourself. Demand to work at the level you deserve.”

If you’ve ever felt undervalued or stuck in the contingent cycle, this conversation is for you.

Curious about making the shift to retained? Check out our Search Foundations program to consistently win and deliver retained search projects.

If you have any questions, connect with Sean Locke & Thomas Hudson on LinkedIn.

___

Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/

Check out our reviews: https://retrainedsearch.com/reviews/

Join our upcoming masterclasses: https://retrainedsearch.com/webinars/

___

LinkedIn

Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/

Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/

Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

In this episode, we’re joined by Gemma Beasley, who shares her journey from the corporate world to launching her own recruitment business, Hudson Cooper Search, specializing in construction recruitment.

We’ll explore how she made the leap from the UK to the U.S. market, the unique challenges she faced, and the realities of building a business focused on relationships over transactions. 

Gemma also reveals how moving to 50% retained search has given her a competitive edge—and why increasing her focus on retained search has transformed her business.

If you're curious about building stronger client relationships, creating predictable income, and navigating the competitive world of recruitment—this one’s for you.

We discuss:

• The challenges and opportunities of recruiting in the U.S.
• How to build a business rooted in client relationships
• Adding value by understanding client needs deeply
• The power of community and support in entrepreneurship
• Adapting to an ever-evolving recruitment landscape

Subscribe for more conversations on the future of retained search and how recruiters are redefining success.

___

Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/

Check out our reviews: https://retrainedsearch.com/reviews/

Join our upcoming masterclasses: https://retrainedsearch.com/webinars/

___

LinkedIn

Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/

Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/

Follow Retrained Search: https://www.linkedin.com/company/retrained-search/

Ever felt the frustration of chasing contingent recruitment leads only to see them slip away?

In this episode of The Retained Search Show, we sit down with Ross Sanderson, Group Director of Solutions at STR Group, as he shares his transformative journey from contingent recruitment to mastering retained search.

We explore the challenges, the mindset shifts, and the impact on both business success and personal fulfillment. Plus, Ross gives us a glimpse into the future of his team and how structured processes and clear communication lay the foundation for long-term growth.

Tune in to hear:

✅ The realities of shifting from contingent to retained search
✅ The biggest misconceptions recruiters have about retained work
✅ How retained search transformed team engagement and job satisfaction
✅ The key processes that drive success and consistency
✅ What’s next for Ross and STR Group’s retained growth

A must-listen for recruiters looking to take control of their business and career! 🎧

You can connect with Ross here: https://www.linkedin.com/in/ross-sanderson-22050826/

___

Want to know more about our retained search training? Talk to us: https://retrainedsearch.com/book-a-demo/

Check out our reviews: https://retrainedsearch.com/reviews/

Join our upcoming masterclasses: https://retrainedsearch.com/webinars/

___

LinkedIn

Connect with Louise: https://www.linkedin.com/in/louise-archer-48612844/

Connect with Jordan: https://www.linkedin.com/in/retainedsearchcoach/

Follow Retrained Search: https://www.linkedin.com/company/retrained-search/