How long to master closing techniques

Steve explains mastery timeline, recommends managers run chapter-by-chapter sales meetings and exercises.

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Episode notes

Advanced Closing Mastery: Steve Finkel’s Framework to Triple Your Placements From His Latest Book: Closing For Recruiters

Recruiters: Part 2 is where the real closing mastery begins. If Part 1 showed why closing matters, this episode gives you the exact frameworks, closes, and psychological triggers used by the top 1% of recruiters to turn hesitation into yes—and offers into revenue.

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Why This Episode Matters

Most recruiters rely on instinct when closing. Elite billers rely on structure. Steve Finkel breaks down the exact multi-step sequences that convert great interviews into signed offers, protect your fees, and dramatically increase long-term production—especially in a world where AI and internal teams can find candidates but cannot close them.

What You’ll Learn

• How to structure a closing call for maximum influence

• Why major closes require combinations—not one-liners

• The “College Professor Close” (full breakdown & psychology)

• How to overcome a candidate’s fear of change

• How to position yourself as a long-term career strategist

• When to use logic vs. emotion—and how to blend the two

• How to analyze your own calls using After Action Reviews

About the Guest

Steve Finkel is one of the most respected recruiter trainers in the world. His closing frameworks, sales psychology, and training systems have increased production for thousands of recruiters and reshaped entire search firms globally.

Extended Value Tease

Imagine knowing exactly which close to use, when to use it, how to pivot in real time, and how to guide hesitant candidates toward the right decision. These methods help you run stronger searches, protect fees, and build repeat client relationships that compound for years. If you want to add 30–50% more billing, this is the blueprint.

Listen Now

Hit play—this is advanced-level closing strategy every high-level recruiter should master.

Timestamp Highlights

04:15 – The critical prep work before any closing call

08:05 – Why closing starts with selecting the right assignment

12:45 – Logic-first vs emotion-first closing strategies

17:20 – Full breakdown: The College Professor Close

21:40 – Fear-of-Change Close: easing candidate anxiety

26:00 – Becoming a “career strategist,” not a recruiter

29:50 – Recording your calls and doing After Action Reviews

34:10 – Why most recruiters train on the wrong parts of the job

38:45 – The skill gap holding back even experienced billers