Sales Episodes

Welcome to another episode of The Elite Recruiter Podcast! Today, host Benjamin Mena sits down with Dougie Loan, a recruitment tech leader who has analyzed billions of recruiting messages and has his finger on the pulse of what’s truly effective — and what’s no longer working — in modern recruiting. In this data-driven conversation, Dougie Loan shares candid insights from behind the scenes, busts outdated outreach myths, and reveals strategies that are winning business in 2026. Tune in as we talk AI's impact, wasted workdays, assembling high-growth playbooks, and actionable advice for recruiters who want to move from average to elite. Whether you’re struggling with low reply rates or searching for a competitive edge, this episode is packed with practical tips and forward-looking strategies to help you thrive in the rapidly evolving world of recruitment.

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...

What if you never made a single business development cold call and still billed almost a million dollars in your first 18 months solo? That's not a hypothetical. That's exactly what happened when one recruiter bet everything on owning his niche and letting LinkedIn do the selling for him. Most recruiters are taught to smile, dial, and grind through cold BD calls to build a book of business. This episode flips that model completely. You'll hear the exact framework behind a recruiter who walked a...

If you’re overthinking profiles, rewriting messages 5 times, and wondering why candidates aren’t replying… You don’t need better tools. You need a faster system. 🎯 This Is Your Year – Recruiter Summit 2026 Featuring Brianna Rooney and other elite recruiters who are redefining business development, sourcing, closing, and scaling. Register here -> https://this-is-your-year-recruiter-summit.heysummit.com/ If you’re serious about leveling up your recruiter training in 2026, don’t miss this. 2. ...

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 back to The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with industry veteran Sean Rigsby for an honest and inspiring conversation about thriving in recruitment—even when the market is stacked against you. With over 30 years of experience and more than 900 consultants placed, Sean Rigsby opens up about his unconventional path into recruiting, the tough early years learning the ropes, and what it took to not only survive but build Riggsby Search Group from the ground up. You’ll hear how Sean Rigsby navigated dramatic shifts in the market—including political and economic uncertainty—and continued to find success by doubling down on relationships, adapting to change, and always keeping his focus on what he can control. From shifting to engaged searches to using AI tools for smarter business development, Sean shares actionable insights for both new and seasoned recruiters. If you’re facing a challenging year or just looking for real-world advice on…

🔥 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 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 ...

Welcome back to The Elite Recruiter Podcast! In this special episode, host Benjamin Mena is joined by returning guest Julia Arpag, CEO and Founder of Aligned Recruitment, for an inspiring and tactical summit talk pulled straight from the Elite community library. Julia Arpag shares her remarkable journey from being laid off as a new mom to building a million-dollar recruitment business in just 23 months—all while prioritizing her values, family, and personal freedom. In this conversation, Julia Arpag breaks down the exact sales strategies and CEO mindset that propelled her success, including her approaches to warm lead outreach, leveraging LinkedIn content, automating lead generation with Dripify, and the power of authentic connection. Plus, she dives deep into how her mindset, daily routines, and work-life balance have sustained both her business and her wellbeing. Whether you're a solo recruiter, agency owner, or just looking for some real-world inspiration to start your year s…

Welcome to another episode of The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with Isaac James, a rising star in the recruiting industry who’s gone from knowing nothing about recruiting straight out of college to closing in on a $500k billing year—just three years into his career. Isaac James shares his unique journey starting with no industry experience, landing his first recruiting role thanks to a mentor, and learning the ropes in the trenches—making cold calls, facing rejection, and mastering both the recruiting and business development sides of the desk. You'll hear not just the tactical steps he took to build his desk, but how he stayed resilient during slow months and what habits helped compound his early hustle into significant year-over-year growth. Whether you’re a recruiter just starting out, a firm owner looking to better train and support your team, or a seasoned pro hoping for some inspiration, Isaac James brings a blend of practical advi…

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…

On this episode of The Elite Recruiter Podcast, host Benjamin Mena sits down with aviation and aerospace executive search specialist Craig Picken. What makes this conversation especially compelling? Craig Picken has built a powerhouse recruiting business as a true one-man show—recently closing an impressive 22 executive searches in a single year. Drawing from his experience as a naval aviator, jet sales executive, and high-end real estate pro, Craig Picken shares how he leveraged deep industry knowledge, relentless relationship building, and a willingness to do what others won’t to become a go-to figure in his niche—without a large team or complex tech stack. In this episode, you’ll learn how Craig Picken carved out his reputation, why he’s obsessed with mastering his craft and setting himself apart, and exactly how he navigates the ups and downs of search work and business development. Whether you’re a recruiter wanting to dominate your market or an industry professional consideri…

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 for part two of an insightful interview with legendary recruitment trainer and author Steve Finkel. If you haven’t checked out part one yet, make sure to listen to it first to catch all the groundwork for today’s conversation. This episode dives deep into the art and science of closing in recruiting—why mastering sales skills is absolutely critical, how to break out of old habits, and the real impact of focused training on long-term recruiter success. Steve Finkel shares wisdom from his decades of experience, the importance of continuous learning outside the office, and why his newest book, “Closing for Recruiters,” is designed for experienced professionals ready to take their game to the next level. Whether you’re a seasoned recruiter aiming to fine-tune your closing skills or a manager seeking to build a culture of excellence in your firm, you’ll find practical strategies and mindset shi…

Welcome to another episode of The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with industry legend Steve Finkel—often called the godfather of recruiting training—to dig deep into the art and science of closing as a recruiter. As the landscape of talent acquisition rapidly evolves with AI, offshoring, and increasingly sophisticated internal recruitment teams, one skill stands out as a true differentiator: closing. Steve Finkel explains why, now more than ever, recruiters must master the ability to move candidates through the hiring process and secure successful offers—not just source resumes or set up interviews. Benjamin Mena and Steve Finkel explore why the true value a recruiter brings to both clients and candidates comes at the end of the process. They discuss essential strategies for post-interview follow-up, the importance of debriefing, and how often-overlooked steps can boost placement ratios by 30–50%. Plus, Steve Finkel shares wisdom from his …

Welcome back to The Elite Recruiter Podcast! In today’s episode, host Benjamin Mena sits down with powerhouse recruiter Mindi Romero to uncover the strategies that helped her generate a staggering $650,000 in offers—all in a single day, with 100% acceptance. Mindi shares her unconventional path into recruiting, a journey fueled by authenticity, organic relationship-building, and a refusal to stick to the typical “salesperson” script. From her accidental start via a fateful LinkedIn connection, to rapidly rising through the ranks, launching new branches during the turbulence of 2020, and ultimately leading high-performing teams, Mindi reveals the leadership and mindset shifts that make the difference between a good recruiter and an elite one. If you’ve ever struggled with the “dirty S word” (selling), this conversation is a must-listen. Mindi dives into how she turned sales from something she dreaded into a natural, value-first process—anchored by genuine community connections, l…

Welcome to The Elite Recruiter Podcast! In this episode, host Benjamin Mena sits down with powerhouse guest Mike Mello—a top staffing producer who’s racked up over $100 million in revenue and $20 million in profit. But after reaching the peak with a staggering 75k weekly spread, Mike made the bold decision to walk away and build something new. Why? He sees the recruiting game changing fast, powered by AI and automation, and he’s ready to share the real playbook that small and mid-size firms need to future-proof their desks and crush sales. In this candid and high-energy conversation, Mike opens up about his journey from Navy deployments to recruiting struggles, and what it really took to go from almost getting fired after a single placement to becoming one of the industry’s highest producers. Mike and Benjamin pull back the curtain on the realities of AI in recruiting—what’s legit, what’s total fluff, and how top performers can harness tech to multiply their results (but not by ski…

Welcome to another episode of The Elite Recruiter Podcast! In this eye-opening conversation, host Benjamin Mena sits down with Steven Farrell—Director of Sales at a leading light industrial staffing firm, co-founder of a CDL staffing company, and host of The Staffing Playbook podcast. Steven shares his extraordinary journey from leading massive retail teams to becoming a powerhouse in the staffing industry, where he’s helped generate tens of millions in revenue—even as the broader recruiting world struggles with downturns. Prepare to get inspired as Steven reveals the creative, out-of-the-box strategies that drove his team's growth during even the toughest market conditions—think viral virtual job fairs, data-driven sales tactics, and quarterly donut drops that generated real client engagement. Discover how Steven ditched the outdated concept of “work-life balance” for sustainable “work-life harmony,” why aligning sales, marketing, and operations is the key to thriving, and what it…

Welcome back to The Elite Recruiter Podcast! In today’s episode, host Benjamin Mena is joined by powerhouse recruiter Rich Rosen, who just had his biggest billing month ever—raking in a jaw-dropping $300,000. Despite a market many say is “soft,” Rich is here to show you exactly how the top recruiters are still crushing it. Together, Ben and Rich break down the specific steps, mindsets, and strategies that allowed Rich to defy market trends and dominate his niche—including the grind of consistent phone time, embracing AI as a recruitment sidekick, and harnessing the incredible impact of strategic LinkedIn content. From building authentic client relationships to balancing family life with high-performance recruiting, this episode is packed with no-nonsense advice, actionable takeaways, and a hefty dose of motivation for anyone serious about making 2025 their best year yet. If you’re ready to ditch the excuses, level up your results, and learn the secrets behind a record-breaking m…

On this episode of The Elite Recruiter Podcast, we dive deep into the world of recruiting sales with industry legend Tom Erb. Known for his extensive experience and expertise, Tom uncovers the secrets behind mastering the sales game in the recruiting industry. He discusses practical strategies for reinvigorating your sales efforts, even if you've let them slip, and emphasizes the importance of a structured approach to prospecting and relationship building. Tom shares insights into differentiating your services, leveraging technology, and restoring your focus on valuable client relationships. Join host Benjamin Mena as he engages with Tom on future-proof strategies to propel your recruiting business to new heights. Whether you're a seasoned recruiter or new to the industry, this episode is packed with actionable advice to help you thrive. Tune in and get ready to transform your approach to recruiting sales!

In this episode of The Elite Recruiter Podcast, hosted by Benjamin Mena, we are joined by Sean Anderson, a renowned expert who has successfully trained over 7,000 recruiters across 600 agencies. In our conversation, we'll delve into the innovative 20:10:5 methodology that has revolutionized revenue growth for recruiters. Sean shares his journey from starting in recruitment to becoming a leader in personal branding, focusing on how recruiters can maximize LinkedIn as a powerful tool for connection and engagement. We'll explore insights on the evolving landscape with the adoption of AI, the contrasts between UK and US recruiters, and how breaking old myths can pave the way for future success. Get ready to uncover strategies to truly thrive and make 2025 your year of abundance in recruitment.

In this exciting episode of The Elite Recruiter Podcast, host Benjamin Mena invites back one of the podcast's most impactful guests, Clark Willcox, to share insights into supercharging your recruitment desk with LinkedIn. Together, they unravel the potential of LinkedIn as a tool to transform a $120,000 recruiting desk to a $600,000 powerhouse through strategic use of inbound leads and authentic selling. They dive deep into the importance of recognizing the value recruiters bring to the table and how simplifying processes can make 2025 a year of abundance. Clark emphasizes the art of leveraging LinkedIn content and networking to generate six-figure revenues and offers practical steps to build a robust network in just a year. Whether you're new to recruiting or a seasoned pro, this episode is packed with insights to help you craft your success story. Join us as we discuss the importance of self-awareness, ownership, and action in the recruitment industry, and get ready to make this yea…