Most recruiters think business development means selling harder.
Top recruiters know that mindset is exactly what’s holding most people back.
In this episode of The Elite Recruiter Podcast, Benjamin Mena sits down with Katharine Wilcox—a Pinnacle Society member, consistent top biller, and executive search firm owner—to break down how elite recruiters win clients without pitching, scripts, or traditional sales tactics.
This is a deep dive into relationship-driven business development, why recruiting is sales when done correctly, and how top recruiters turn everyday candidate conversations into predictable revenue.
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What You’ll Learn
Why selling harder actually kills trust in recruiting
How top recruiters turn candidate calls into client wins
The mindset shift that makes business development feel natural
Why recruiting is business development (if you’re doing it right)
How elite recruiters build repeat searches and full-team builds
The ethical rule that protects long-term referrals and reputation
Who This Episode Is For
Agency recruiters and executive recruiters
Search firm owners and leaders
Recruiters focused on client acquisition and revenue growth
Anyone trying to scale a recruiting desk without cold pitching
Chapters
00:00 – Why top recruiters don’t sell
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
34:15 – Where most client wins actually come from
37:26 – Flat fees, trust, and predictable revenue
43:11 – Why recruiters should think like talent agents
55:16 – Career advice every recruiter needs to hear
Resources & Links
📩 Subscribe to the Elite Recruiter Podcast:
https://eliterecruiterpodcast.beehiiv.com/subscribe
🎯 2026 Sales & BD Recruiter Summit
https://bd-sales-recruiter-2026.heysummit.com/
💼 Join the Elite Recruiter Community
https://elite-recruiters.circle.so/checkout/elite-recruiter-community
Connect
Host: https://www.selectsourcesolutions.com/
Benjamin Mena LinkedIn: https://www.linkedin.com/in/benjaminmena/
Guest LinkedIn: https://www.linkedin.com/in/katharinewilcox/
