The Lone Recruiter – Détails, épisodes et analyse

What state are you showing up in every day?

In this ep, I dive into the idea of “showing up in state",  a concept popularised by Tony Robbins that’s all about deliberately shifting your mindset, energy, and focus before stepping into important moments.

I actually recorded this episode after having a pretty rough day myself. I got plenty done, but mentally it felt like I was pushing uphill all day. Reflecting on it later, I realised I’d preloaded negativity before the day even started.

So here are 3 practical steps to change your state quickly:

• Change your physiology
• Prime your focus intentionally
• Use rituals and triggers to access peak performance

If you’ve been feeling flat, overwhelmed, negative, or mentally stuck before work or important conversations, this episode is packed with practical tools you can apply immediately.

I’m walking you through something I use every single day on my desk… my closing playbook.

Closing isn’t one-size-fits-all. Every candidate, every deal and every situation is different, and the mistake I see recruiters make is trying to use the same close every time.

So I break it down into three distinct closing plays that I rely on depending on the scenario.

You’ll hear how I think about timing, psychology, pressure points and decision-making when it comes to getting candidates over the line. Tune in for:

👉 My standard close and how I structure acceptance conversations 👉 The exact question I use before an offer is made 👉 Why pre-closing is everything in recruitment 👉 The “this or that” strategy for competing offers 👉 How to handle candidates torn between two roles 👉 When to apply time pressure in decision making 👉 The “let it burn in their pocket” approach and when to use it 👉 Why closing is a playbook, not a one-off tactic

If you’re losing candidates at offer stage or struggling to convert deals, this ep will give you a clearer framework to work from.

At the end of the day, if you can’t close it, you don’t have a deal.

The people around you either drag you down or lift you up.

In this ep, I share a CrossFit analogy that shows how being surrounded by high performers naturally raises your standards, your effort, and your results without you even realising it.

Who you surround yourself with is everything.

Tune in for: 👉 How high performers raise your baseline 👉 Why success is contagious in the right environment 👉 The danger of staying in low bar teams 👉 How to intentionally level up who you are around

If you want to grow, change your environment and let it do the heavy lifting.

You don’t have unlimited time and energy… so where you spend it will either make you money or quietly cost you.

In today's ep, I dive into a real story. A signed candidate, a pulled offer, a scramble to recover, and then a fee dispute that could’ve gone all the way to court.

The question we had to ask was simple. Is this worth our time and energy?

Because every day, whether you realise it or not, you’re making that call. What you focus on. What you chase. What you let go.

Tune in for: 👉 A breakdown of a messy deal and what happened next 👉 Why not every battle is worth winning 👉 The hidden cost of where you put your time and energy 👉 How top recruiters prioritise what actually moves the needle 👉 A simple way to reset your daily focus for better results

If you’re feeling busy but not productive, this one’s a must.

Ever caught yourself saying… “that doesn’t work”?

Cold calls don’t work. Ads don’t work. That client will never use us. That candidate will never respond.

Or is that just learned helplessness talking?

In today’s ep, I break down one of the most dangerous (and common) patterns I see in recruitment — giving up on things that didn’t work before, instead of adjusting and going again.

Because the truth is, most of the time it’s not that it doesn’t work… it’s that you stopped too early.

Tune in for: 👉 What learned helplessness actually is (and why it’s killing performance) 👉 How it shows up in client development, sourcing, and ads 👉 Why recruiters give up too quickly on high-value opportunities 👉 Simple ways to revisit and rework what “isn’t working” 👉 How to shift from “this doesn’t work” to “how do I make this work?”

If you want to improve consistency, open up more opportunities, and stop leaving results on the table then this one’s for you.

Are you leaving money on the table without even realising it?

In this ep, I share a simple but powerful strategy to turn one candidate on multiple interviews into multiple placements. Too many recruiters celebrate a placement and move on, missing the bigger opportunities right in front of them. But there’s a smarter way to work your desk, increase your fees, and create more opportunities for both your candidates and your clients.

Tune in for:

• Why one candidate can lead to 3–4 placements instead of just one
• How to turn candidate interview intel into multi-angled job briefs
• The easiest place to make money that most recruiters overlook
• How to leverage your current desk to increase your influence and fees
• Quick actionable steps to strengthen what you already have in play

This is one-on-one strategy for your desk is simple, practical, and designed to get results fast. Stop leaving placements on the table and start making smarter moves today.

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Ever had a candidate who looks incredible on paper… but the market just doesn’t respond?

Today I talk about a conversation I had on the launch tour that really highlights a mistake a lot of recruiters make — especially those still chasing their first placement. It’s easy to get excited about a candidate with 30+ years of experience, a great CV, and a strong track record. But the real question isn’t whether you think they’re a great candidate. The question is whether the market does.

If you’re sending CVs and hearing nothing back, this ep will make you stop and rethink how you’re judging what a “great candidate” actually looks like in today’s market.

Tune in for: 👉 Why years of experience don’t always equal demand 👉 The mistake new recruiters make when they rely on “great candidates” instead of real roles 👉 How the market really decides who is valuable right now 👉 Why the 8–10 year bracket is often the sweet spot 👉 The simple mindset shift that can help you make your first placement faster

Ever feel like you’re doing everything right when pitching a retainer… but still getting knocked back?

In this ep, I break down the real reason most recruiters struggle to win retainers. It’s not your pricing. It’s not your process. It’s the way you position it in the conversation. I'll walk you through the mindset shift that’s helped me win retainers consistently for years, plus the simple phrases that can completely change how clients respond.

If you’ve ever felt nervous asking for money upfront or unsure how to position a retained search properly, this one will really help.

Tune in for: 👉 Why making the retainer pitch about you instantly kills your chances 👉 How to position a retainer as advice, not a request 👉 What to say when a client asks “How much does it cost?” 👉 The one line that completely removes the money objection 👉 How to handle the “what if you’re not successful?” question with confidence 👉 Why most recruiters are too timid at the key moments in the conversation

If you want to win more retainers this year, this ep will give you a much clearer and more confident way to approach the pitch.

What matters more for recruiters right now… mindset or AI?

In this ep, Jarrod Ross from The Recruitment Academy joins the podcast and gives a really honest take on what’s actually working in the market right now and what’s just hype.

We talk about why high performers struggle more when the market turns, why process is becoming critical again, and why mindset still sits above everything else.

👉 Why AI is powerful but still being misunderstood 👉 What top performers do when results suddenly slow down 👉 The real reason some recruiters plateau in tough markets 👉 Why mindset and process matter more than ever right now

If you’ve felt the market shift lately, this one will hit home.

If you missed out on attending our recent LAUNCH events. The good news is Jarrod and I are coming together to do a final event online this Wednesday March 25th. You can register here:

https://www.rcsa.com.au/SITE/EventDetail?EventKey=BCWEB26

Ever wondered how top recruiters scale their desk without burning out?

In today’s ep, I sit down with Chris Gath, founder of Specify and ProSource, to talk about the real power of outsourcing in recruitment. We go behind the curtain on using offshore contractors, how to delegate properly, and how recruiters can use remote teams and AI to create leverage and grow their desk.

Chris shares how he built his own recruitment business using remote support and why outsourcing the right tasks can help recruiters focus on what actually drives revenue: speaking to candidates, influencing clients, and closing deals.

Tune in for: ⚡ Why leverage is the key to growing beyond a $400K desk ⚡ The biggest mistake recruiters make when outsourcing ⚡ What tasks you should (and shouldn’t) delegate ⚡ How offshore teams, AI, and automation are changing recruitment ⚡ Practical advice for building and managing a remote team

If you’ve ever thought about outsourcing parts of your recruitment desk, tune in as we break down what works, what doesn’t, and how to get started the right way. If you missed out on attending our recent LAUNCH events. The good news is we're doing one last event online on Wednesday March 25th, you can register here: https://www.rcsa.com.au/SITE/EventDetail?EventKey=BCWEB26