Business Development Episodes

Episode Introduction Welcome back to The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with Dawson Henis, the founder of Hennis Group, a search and staffing firm based in Atlanta, Georgia. At just 24, Dawson Henis made the bold leap into entrepreneurship, launching his own firm after cutting his teeth in the high-pressure world of staffing at a major player. Now, three years later, he's expanded Hennis Group from a one-person search desk to a thriving business with a newly launched staffing division and a team to support that vision. Together, they dig into the gritty realities of starting and scaling a recruiting company as a young entrepreneur—from cold-calling and walking into factories unannounced, to building a "lead gen machine" fueled by automated outreach and business development smarts. Dawson Henis gets real about the lonely moments, the adrenaline of first wins, the mindset shifts required to grow, and why understanding your personal “why” is …

Episode Introduction Welcome to another standout episode of The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with industry legend scott love for a deep dive into why 99% of recruiters fail at business development—and what sets the top 1% apart. Drawing from decades of experience, hard-won lessons, and thousands of conversations with recruiters worldwide, scott love shares insights on the crucial mindsets, habits, and strategies that drive high performance in recruiting. From mastering self-discipline and niching deep, to building true authority and embracing the power of creative business development, scott love doesn’t hold back. You’ll learn why most recruiters default to the same old tactics, how to stand out by becoming truly distinct in your niche, and why building a thought leadership platform is essential for long-term success. Whether you’re struggling with call reluctance, facing distractions, or just looking for ways to scale your billing i…

Welcome to The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with Amanda Hendrix, head of growth at Ember Hiring and a seasoned healthcare staffing executive, to unravel the story behind scaling a staffing agency from $2.2 million to $11 million in revenue—all within a whirlwind 18 months. Together, they explore the dramatic shifts in the recruiting landscape before, during, and after the COVID-19 boom and dive into the challenges agencies face as the market normalizes. Amanda Hendrix reveals the critical role AI is playing in the industry, why agencies must adapt quickly or risk extinction, and what practical steps both recruiters and agency owners need to take right now to future-proof their businesses as consolidation sweeps the sector. If you’re serious about elevating your recruiting game and getting ahead in the age of AI, you won’t want to miss this insightful discussion.

Diane Prince walked into staffing with zero recruiting experience and one specific intention: build a business she could scale and sell. Six years later, she sold her staffing agency for $28 million. 🚀 Diane is speaking again at the This Is Your Year Recruiter Summit 2026 — which is exactly why this episode is back in rotation. Don't miss her live session. Register free: https://this-is-your-year-recruiter-summit.heysummit.com/ Most recruiting agency owners will never have an exit like Diane's....

Welcome to another transformative episode of The Elite Recruiter Podcast! This week, Benjamin Mena sits down with Norman Volsky, Managing Partner at Direct Recruiters and founder of MVP Growth Partners, to reveal the blueprint for turning your recruiting niche into a $6 million practice—and potentially even launching your own venture fund. Discover how Norman Volsky went from starting as an intern to becoming the go-to recruiter and investor in the digital health and employee benefits space. You’ll learn how to differentiate yourself in a crowded market, leverage your existing network for exponential growth, and how mastering your niche can unlock new revenue streams far beyond traditional recruiting. If you aspire to dominate your niche, build a high-performing team, and think bigger about what’s possible in recruiting, get ready—this is the episode that will expand your horizon.

Episode Introduction Welcome to another episode of The Elite Recruiter Podcast! In today’s episode, host Benjamin Mena sits down with Andrea (Annie) Colabella, founder of Cardea Group and a leading voice in executive recruitment for investment management legal and compliance roles. Andrea (Annie) Colabella shares her career journey from Wall Street trading to building a niche powerhouse recruiting firm, revealing how a focus on specialization—and the bold shift from contingency to fully retained search—transformed her business. Listen in as she unpacks the challenges and rewards of narrowing your niche, building real relationships, and structuring a retained practice without losing clients. If you’re aiming to level up your recruiting game, this episode is packed with actionable insights and inspiration for making lasting pivots in your search business.

Welcome to another episode of The Elite Recruiter Podcast! Today, host Benjamin Mena digs into the fast-evolving world of go-to-market (GTM) strategy and what it means for recruiters with special guest Reyhan Khan , a systems and operations expert transforming how recruiting firms scale and succeed. In this episode, Reyhan Khan pulls back the curtain on why your next hire shouldn’t necessarily be another recruiter—but a GTM specialist who can implement the technical, systems-driven side of sales and marketing. Together, Benjamin Mena and Reyhan Khan break down what GTM actually means, why it’s showing up more and more in the recruiting industry, and how leveraging these strategies can move the needle faster than traditional methods. They cover actionable ways recruiters can tap into automation, intent-based outreach, mapping markets, and building personal brands that stand out—all while avoiding common pitfalls and empty promises often found in the GTM “hype” cycle. If you’re a rec…

Welcome back to The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with Josh Volinsky, President and Co-founder of Synergy Search, to unpack the bold strategies and mindset behind building a $5M recruiting firm—without hiring a single traditional recruiter. You’ll hear how Josh Volinsky, a former accountant turned record-breaking biller, walked away from the “cushy” world of corporate America to launch a firm built entirely on training industry pros from scratch. Discover why Synergy Search only hires ex-accountants (many with zero recruiting experience) and how their system propelled multiple team members to $400K+ billings in their very first year. Together, Benjamin Mena and Josh Volinsky share the challenges of taking the leap, the power of partnership, and the culture of obsession with detail and relationship-building that fueled their firm’s explosive growth—even through market downturns and personal loss. If you want actionable insights on hiring, …

Most recruiters are chasing the wrong market, and it's quietly destroying their desk. Will Wegert watched his billings collapse after chasing coastal fees and shiny opportunities he had no business pursuing. So he did something most recruiters won't: he looked at the data, killed the distractions, and went all-in on owning one niche in one city. What happened next took 7 years to build and looked like an overnight success. In this episode, Will breaks down the exact attraction-based market...

If you’re waiting to hear back… you’ve already lost. In Part 2 of this deep dive, Jamie Lupo breaks down why most recruiters don’t have a sales problem — they have a control problem. And that problem is killing desks quietly. After 18 years inside LHH — one of the largest talent solutions organizations in the world — Jamie has trained thousands of recruiters, rebuilt struggling offices, and helped teams turn flat years into record-breaking ones. In this episode, she goes tactical. You’ll he...

Most recruiters think they have a sales problem. Jamie Lupo says they actually have an interview problem — and it’s costing them clients. After 18 years inside LHH, one of the largest talent solutions organizations in the world, Jamie trained teams across the country, rebuilt struggling offices, and watched thousands of recruiters win… or quietly fail. Her diagnosis is blunt: If you’re “waiting to hear back,” you’ve already lost control of the process. This is Part 1 of a 2-part series brea...

On this episode of The Elite Recruiter Podcast, host Benjamin Mena sits down with Camp Jennings, co-founder of Henry North, to unpack what it really takes to launch a successful search firm from the ground up—without decades of recruiting experience. Camp Jennings shares the raw, behind-the-scenes story of his company’s first year: from making cold calls out of a Panera Bread, to landing their first clients through personal networks, and scaling up faster than they ever expected. You’ll get a candid quarter-by-quarter breakdown of their journey, including practical lessons, missteps, and the hard truths about balancing ambition with family life. Camp Jennings opens up about hiring challenges, the value of authentic networking, and how focusing on a specific niche propelled their growth. Whether you’re a recruiter just starting out or a seasoned pro looking to level up your business, this episode is packed with inspiration and actionable insights you won’t want to miss.

Welcome to The Elite Recruiter Podcast! In this epic Part 2 of the interview with Mike Anderson, host Benjamin Mena dives deep into what it really takes to create demand out of thin air—and why a proven business development system is the key to success. Mike, known for his “lone wolf” mindset and relentless drive, pulls back the curtain on how top recruiters can protect their time, shift their mindset, and build proactive processes that fuel real revenue. From the pitfalls of chasing results instead of nailing the process, to leveraging LinkedIn voice notes and nurturing genuine relationships, you'll learn specific strategies that are working right now for winning new clients. Whether you’re thinking about breaking away from a big agency or already on your own, Mike shares hard-earned wisdom about accountability, identity, and embracing the joy of the unknown. He addresses why boutique firms and solo partnerships are outpacing legacy agencies in today’s market, and what every re…

Welcome to a powerful new episode of The Elite Recruiter Podcast! In this special installment, host Benjamin Mena welcomes back one of the show's most popular guests, Mike Anderson—a recruiter with a remarkable journey from overcoming personal adversity to finding professional freedom in the recruitment industry. This episode dives deep into the pivotal question many recruiters ask themselves: Should you go “lone wolf” and start your own business, or is your best move staying right where you are? Mike Anderson shares why he left the big agency world, what drove him to burn the ships and never look back, and how making the leap changed more than just his career—but his entire life. You’ll hear raw stories of hardship, transformation, and honesty about what it really takes to make it on your own. Learn the common pitfalls recruiters face when going solo, what signs to look for before making the jump, and how to know if you need a partner (or if you’re just trying to plug a hole).…

🔥 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 In 2026, the transactional recruiter is extinct. If your value proposition stops at "I work hard" or "we're like a family," you are invisible ...

Welcome to The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with sales consultant Shad Tidler to break down what it really takes for recruiting and staffing firms to scale past the elusive $10 million—and beyond. If you've been looking for the secret sauce to intentional, repeatable growth, you’re in the right place. Shad Tidler reveals his four-part "S" growth framework—Strategy, Structure, Staff, and Skills—and explains how mastering each pillar is critical for firms wanting to level up. Together, they discuss why a strong, visionary leader is often the true difference-maker, the importance of getting the right people in the right seats, and how developing processes, mindset, and accountability can transform your firm's trajectory. Get ready for a deep dive into actionable strategies, practical examples, and the leadership mindset you need to break through growth plateaus. Whether you’re aiming for your first $10 million, pushing toward $25 million, o…

Welcome back to The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with powerhouse recruiter Michael Silverstein to uncover why the top recruiters have stopped chasing deals—and how they’ve built businesses that attract consistent, inbound opportunities. Michael Silverstein, who averages an astounding $2.5 to $3 million a year in billings, shares his unique approach to leveraging relationships, compounding time, and building one of the most effective networking groups in the industry. They discuss how he took the lessons from his humble start in the 2008 recession to develop a system that generates leads and referrals without the burnout of endless cold calls or transactional networking. Get ready for a candid exploration of building trust, paying it forward, and scaling business through authenticity and genuine connection. If you’re looking to move beyond the recruiting hamster wheel and build a career with staying power, this episode is packed with acti…

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 ...

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...

Welcome to another episode of The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with top recruiter and Pinnacle Society member Katharine Wilcox to reveal the secrets behind why the most successful recruiters win clients—without ever needing to “sell.” From her beginnings in the cutthroat world of Hollywood talent agencies to building a thriving recruiting business in Atlanta, Katharine Wilcox shares her journey, lessons learned, and proven strategies for building lasting business relationships. You’ll hear how cultivating genuine connections, hustling with relentless focus, and treating everyone as a potential client have powered her two-decade career—along with her advice for recruiters who feel stuck or want to take things to the next level. Learn why authenticity and curiosity trump gimmicks, and how approaching recruiting as a true talent agent transforms your reputation and results. If you want to master business development, level up your time mana…

Welcome back to The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with Zack Gallinger, owner of TalentHero Media and a true expert in digital marketing for recruiters. With over a decade in the industry, Zack Gallinger unpacks what’s changing in AI-driven recruitment marketing, why old tactics aren’t working like they used to, and what you need to do to win new business in today’s landscape. Together, Benjamin Mena and Zack Gallinger dive into best practices for leveraging LinkedIn, SEO, and email marketing, and they get real about what’s actually generating results for recruiting firms right now. From controversial LinkedIn content strategies to Google algorithm changes, plus hard numbers on budgets and timelines, this conversation is packed with actionable advice. If you’ve been struggling to land inbound leads, wondering how AI is shifting the recruiting landscape, or just looking for the next marketing move, you’ll want to catch every minute of this …

Welcome back to The Elite Recruiter Podcast! In this episode, host Benjamin Mena is joined by Conor Kline, Head of Revenue at Pin, for a no-nonsense playbook on outbound recruiting, discovery, and closing more deals. Most recruiters never receive formal sales training—they pick up bits and pieces from colleagues, podcasts, and by winging it. Conor Kline brings his expertise from years of selling into one of the toughest markets: the recruiting industry itself. Together, they dive into why curiosity and structured processes are what separate average recruiters from elite performers. From hyper-targeting your ideal client, to creative outreach strategies that cut through the noise, to mastering the all-important discovery call using the MEDDIC sales framework, this conversation is loaded with actionable advice to help you build a more disciplined, scalable, and ultimately successful desk. Whether you’re looking to step up your business development, improve your outbound messaging,…

Welcome back to The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with Kelsey Boyd to dive into the hidden “operating systems” that power high-performing recruiting firms. Kelsey Boyd, whose career journey took her from orchestrating playground games to leading digital and operational transformation at a major staffing agency, shares her first-hand experience of turning organizational chaos into clarity and growth. Together, they unpack what it takes to break through the plateaus that so many recruiting leaders face, the importance of embracing turbulence during times of change, and what practical frameworks—like EOS (Entrepreneurial Operating System)—can do for solo recruiters all the way up to firms with dozens of employees. Along the way, you’ll hear how Kelsey Boyd navigated her own pivot from marketing into operational leadership, why consistency and curiosity are the keys to recruiter success, and how you can identify (or become!) the “integrator” you…

Welcome to this episode of The Elite Recruiter Podcast! Today, we dive into the incredible journey of growing a recruiting and staffing firm from zero to an astounding $300 million in revenue—and ultimately, a successful exit. Host Benjamin Mena sits down with guest Jon Davis, a true “staffing geek” with over 32 years in the industry, who shares how he went from a mattress-on-the-car move into physician recruiting to leading a powerhouse tech staffing firm. In this conversation, you’ll hear about the real challenges, pivots, and strategies that fueled explosive growth, including the transition from direct placement to focusing on contract staffing and recurring revenue—the key ingredient in making a firm attractive to buyers. Jon Davis opens up about building strong relationships, leveraging technology smartly, and creating processes that sustain quality even in boom times. Whether you’re a desk-level recruiter, a business owner, or someone dreaming of a big exit, you’ll get act…