Going smaller to go bigger might sound counter-intuitive, but this mindset helped Tyler Rossi transform his newly launched recruitment business from zero to $250k revenue!

In this episode, you will hear Tyler’s approach to niching down and the strategies that helped him win the majority of inbound clients and establish himself as one of the leading authorities in the metals and steel recruitment industry.

Tyler is the President of American Dream Search and Host of The Recruiter of Steel podcast. He's one of the top headhunters in America for sales talent in the Steel and Metals Industry.

Tyler's story is one of determination and success in the face of adversity, and I’m excited to dive into his experiences and insights today.

Episode Outline and Highlights

[01:55] How Tyler got into recruitment and why he chose metals as a niche.
[08:07] Tyler’s story of resilience - getting laid off from a six-digit sales job while his wife was 32 weeks pregnant.
[12:44] Difficulties of the first six months of a recruitment business and how niching down became a game-changer.
[17:37] Getting the first client via LinkedIn Automation - Tyler shares his tech stack.
[20:17] Turning it around from zero to $250k - discussion on business development.
[23:53] How to establish yourself as the go-to authority in your niche.
[30:57] Podcasting is an effective engagement tool to go above and beyond.
[38:39] A creative way of using videos to promote your client and strengthen relationships.
[43:55] Work and life integration: How many hours does Tyler work a day to take care of their daughter?
[46:01] What is next for Tyler and American Dream Search?

Go Smaller to Go Bigger - Top Benefits of Niching Down to a Specific Industry

When Tyler attempted to broaden his scope as a sales recruiter - he felt overwhelmed and things did not work out. He recalled how he already established his network in the steel industry and decided to focus on this niche. It was indeed a game-changer for Tyler!

His conclusion is “The riches are in the niches!” He highlighted below benefits and how niching down worked for him:

Reduced Competition: By focusing on the steel industry, he reduced his competition from 26,000 recruiters in the US to only around five competitors in the same industry in his domain.
Authority Building: It was easier for Tyler to add value to the industry and be an established figure in the steel industry through continuous sharing of content and podcasting.
Higher Demand: Targeting a specialized industry can lead clients to view you as a high-value resource, as you bring industry-specific knowledge and connections. Even if you only place 10 candidates in a year with an average of $25k fee, you already have substantial revenue.
Efficient Networking: Focusing on a niche simplifies networking efforts. Tyler concentrates on key decision-makers and candidates via targeted marketing and MPC.

How to Establish Yourself as the Go-To Expert in Your Niche

Tyler's reputation grew as he focused on the metal and steel sector, allowing him to generate trust and recognition in the metals industry. He started his podcast, The Recruiter of Steel, to bring added value to the industry. He also utilized LinkedIn by consistently posting content related to the industry which has gained traction, especially to decision-makers. Out of his 7000 connections, around 75% are in the metal and steel industry.

Consistency in these actions made Tyler a recognizable authority in his niche. As he shared, “As far as an ROI … I would say the majority of my business now, I would say is inbound. Most of it is coming inbound to me. I haven't run an MPC campaign in probably three, or four months because all of this is coming to me and I have enough business with it. It's because I've established myself as that authority. It's brought in multiple six figures for me just doing posting and just interacting on LinkedIn.”

Other Action Items That Turned Around His Business

The first six months of Tyler’s business brought in no revenue. However, he had a breakthrough that transformed it from zero to a $250k profit. That is niching down, and establishing himself as an authority. However, there are also other action items he shared that helped him, which I am sure a lot of listeners can relate to:

Full Commitment and Resilience: When Tyler was laid off, he committed entirely to his recruitment business, even though it took six months of effort without income to gain traction.

Mentorship and Continuous Learning: Seeking guidance, Tyler connected with Scott Tuttle, a successful recruiter who provided critical advice on areas like contract terms and marketing strategies. This mentorship helped Tyler refine his approach, close deals, and streamline his operations.

Effective Use of Technology: Tyler used a tailored tech stack, including LinkedIn automation through Skylead, Sales Navigator, Apollo for marketing, and Crelate for CRM management. These tools allowed him to be targeted and efficient in his outreach, helping him reach the right clients and candidates without resorting to mass emails.

Tyler Rossi Bio and Contact Info

Tyler Rossi is the President of American Dream Search and Host of the Let's Talk Talent podcast (now rebranded as The Recruiter of Steel podcast). He is one of the top headhunters in America for sales talent in the Steel/Metals Industry.

But it wasn't always this way.

For the longest time, Tyler put off going into business full-time. While he had his LLC on the side, Tyler never had the guts to go all in. He had the six-figure tech sales job and the job security and benefits that came with it. He had the house, and the marriage, and his daughter was soon on the way.

Fast forward to September of 2023, Tyler was forced to take the leap of faith he was putting off for so long. He was abruptly laid off from his job. There was no warning, no severance…nothing.

Six-figure paycheck? Poof 💨

Oh, and his wife was 32 weeks pregnant 😳

That next Monday, he fired up his laptop and dove full-time into his recruiting business.

The first 6 months were brutal he made $0.

Rejection after rejection. Set back after set back.

But he never gave up.

Fast forward to now and Tyler has scaled American Dream Search to over 10 clients and has billed multiple six-figures in its first year. He has established himself as a premier recruiter in the Metals Industry and he's just getting started.

Tyler on LinkedIn
American Dream Search website link
The Recruiter of Steel podcast

People and Resources Mentioned

Scott Tuttle on LinkedIn
Alec Borlin on LinkedIn
Sarah Englade on LinkedIn

Related Podcast You Might Enjoy

Connect with Mark Whitby

Get your FREE 30-minute strategy call
Mark on LinkedIn,
Mark on Twitter: @MarkWhitby
Mark on Facebook
Mark on Instagram: @RecruitmentCoach

Subscribe to The Resilient Recruiter

If you’ve been enjoying the podcast, please take two minutes to leave a review. Your review is greatly appreciated because it helps us attract a bigger audience and help more recruiters.

Living with Long COVID: A Patient Perspective

AHS Podcasts

Opadonor Malody

The AI-powered Podcast Player