The Elite Recruiter Podcast

LinkedIn Recruiting Secrets That Actually Drive Placements  🎙️ Episode Hook Most recruiters think LinkedIn “doesn’t really work.” She quietly proved them all wrong — and built a real hiring engine in the process. 🏆 Elite Recruiter Awards – Voting is Open Recognize the recruiters and leaders making a real impact. Vote now → https://benjaminmena.typeform.com/to/tK5kwRMe 🚀 Why This Episode Matters If you’re an agency recruiter or firm owner struggling with cold outreach, low response rates, or inconsistent pipelines, this episode will change how you look at LinkedIn. You’ll hear how one recruiter built a powerful community that drives inbound candidates, referrals, and placements — without spam, gimmicks, or chasing uninterested talent. This is about leverage, trust, and long-term recruiting advantage. 🧠 What You’ll Learn In this episode, you’ll learn: • How to turn LinkedIn into a daily inbound sourcing engine • The biggest mistake recruiters make when “building a brand” • Why top candidates watch your content before ever reaching out • The mindset shift that turns posts into real placements • Why community beats cold outreach for senior-level talent • What to post (and what NOT to post) to build instant trust • How recruiters can win without becoming “cringe influencers” 👤 About the Guest Stephanie Holman is a high-performing recruiter in the cleared and national security space who built a massive LinkedIn presence and a reputation-driven hiring pipeline by showing up consistently and delivering value. Her approach challenges traditional recruiter marketing — and it works. 🔥 Extended Value Tease Imagine candidates reaching out already informed, already trusting you, and already interested. This episode isn’t about hacks. It’s about building a recruiting business that compounds over time and makes every future placement easier. ▶️ Listen Now If you want to future-proof your desk and stop relying on cold outreach, this is a must-listen episode. Press play and take notes. ⏱️ Timestamp Highlights 00:02 – Why LinkedIn “doesn’t work” for most recruiters 05:10 – The ROI of community-first recruiting 09:45 – How ghost candidates really job search 14:30 – Why job posts don’t drive placements 19:20 – Trust as a recruiting growth lever 24:05 – Why consistency beats talent 29:40 – The confidence shift recruiters need 35:15 – What agency recruiters can steal 41:00 – Avoiding burnout while scaling 47:10 – Why this approach wins long-term 54:30 – Final advice for recruiters starting now 🤝 Sponsors 🚀 Atlas – AI-first ATS & CRM Automates admin, syncs resumes/emails, and builds AI-powered profiles. 👉 https://recruitwithatlas.com 🚀 Pin – AI Recruiting Assistant 24/7 AI for sourcing, outreach, scheduling, and screening. 👉 https://www.pin.com/ 🎯 Summit + Community 🎯 2026 Sales & BD Recruiter Summit https://bd-sales-recruiter-2026.heysummit.com/ 💼 Join the Elite Recruiter Community (All summits, replays, Billers Club + Split Space) https://elite-recruiters.circle.so/checkout/elite-recruiter-community 🛠️ Tools & Links PeopleGPT → https://juicebox.ai/?via=b6912d Talin AI → https://app.talin.ai/signup?via=recruiter Pin → https://www.pin.com/ Subscribe → https://eliterecruiterpodcast.beehiiv.com/subscribe YouTube → https://youtu.be/2N4so9xKa0U Stephanie Holman → https://www.linkedin.com/in/stephaniejholman/ Benjamin Mena → http://www.selectsourcesolutions.com/ LinkedIn → https://www.linkedin.com/in/benjaminmena/ Instagram → https://www.instagram.com/benlmena/

🎙️ Episode Title: How Recruiters Win Inbound Clients with AI Marketing 1. Episode Hook Your LinkedIn posts stopped working. Cold email is getting crushed by spam filters. So how are top recruiters actually generating inbound clients right now? 🏆 Elite Recruiter Awards – Voting is Open Recognize the recruiters and leaders making a real impact. Vote now → https://benjaminmena.typeform.com/to/tK5kwRMe 2. Why This Episode Matters Recruiter marketing has fundamentally changed — and most firms are still playing by 2021 rules. This episode breaks down what’s working now across SEO, LinkedIn, email, and AI so you can build predictable inbound business instead of chasing deals. 3. What You’ll Learn • The exact SEO strategy recruiters should focus on (and what’s a waste of time) • Why “ranking in ChatGPT” isn’t the silver bullet people think it is • The hidden reason cold emails are landing in spam • How many emails per day you can actually send without burning domains • The LinkedIn content mistake that attracts recruiters instead of clients • How contrarian takes can 10x reach without hurting credibility • Where to spend $500, $1K, $5K, or $10K for max BD ROI 4. About the Guest Zack Gallinger is the Founder of TalentHero Media, a digital marketing agency working exclusively with recruiting firms. With 10+ years in recruiter-focused marketing, he helps agencies scale through SEO, LinkedIn, email, and paid acquisition. 5. Extended Value Tease After this episode, you’ll stop guessing where to spend your time and money. You’ll know which channels compound long-term, which tactics are dying, and how to build credibility that brings clients to you. This is the shift from constant outbound grind to sustainable inbound flow. 6. Listen Now CTA If you want more inbound clients and fewer wasted marketing dollars, this is a must-listen. Hit play and take notes — this one’s tactical. 7. Timestamp Highlights • 00:03 Why recruiter marketing broke (and what replaced it) • 06:10 SEO for recruiters: what actually drives inbound • 09:45 Should recruiters try to rank in ChatGPT? • 12:30 Backlinks, paid links, and HARO explained • 18:05 How to show up in Google’s AI results • 24:30 Why cold email got harder in 2024 • 27:10 The real daily email limit before flags • 31:45 Spintax explained (and why copy-paste fails) • 35:10 LinkedIn content that attracts clients • 40:50 Why contrarian posts explode reach • 49:00 Where to spend $500 vs $10K • 56:30 The long-game mindset recruiters miss 8. Sponsors 🚀 Atlas – AI-first ATS & CRM Automates admin, syncs resumes/emails, and uses AI to build polished profiles and reports. Try it free or book a demo → https://recruitwithatlas.com 🚀 Pin – AI Recruiting Assistant 24/7 AI for sourcing, outreach, scheduling, and screening across email, LinkedIn, and SMS. Start your free trial → https://www.pin.com/ 9. Summit + Community 🎯 2026 Sales and BD Recruiter Summit https://bd-sales-recruiter-2026.heysummit.com/ 💼 Join the Elite Recruiter Community (All summits, replays, Billers Club + Split Space) https://elite-recruiters.circle.so/checkout/elite-recruiter-community 10. Tools & Links Section 🔹 Free Trial: PeopleGPT → https://juicebox.ai/?via=b6912d 🔹 Free Trial: Pin → https://www.pin.com/ 🔹 Signup for emails → https://eliterecruiterpodcast.beehiiv.com/subscribe ▶️ YouTube: https://youtu.be/j90mlpykFGY 👤 Follow Guest on LinkedIn: https://www.linkedin.com/in/zack-gallinger/ 🌐 Host: Benjamin Mena → http://www.selectsourcesolutions.com/ 🔗 LinkedIn: https://www.linkedin.com/in/benjaminmena/

How an Industry Insider Built a Recruiting Agency From Scratch (No Fancy Tools) 🏆 Elite Recruiter Awards – Voting is Open Recognize the recruiters and leaders making a real impact. Vote now → https://benjaminmena.typeform.com/to/tK5kwRMe Episode Hook He wasn’t a lifelong recruiter. He didn’t have a tech stack, automation, or AI hacks. Yet he built a profitable recruiting agency anyway — by doing what most recruiters avoid. 🚀 Atlas – AI-first ATS & CRM Automates admin, syncs resumes and emails, and uses AI to build polished candidate profiles and reports — so recruiters can focus on revenue. 👉 https://recruitwithatlas.com/ Why This Episode Matters Most recruiters think they need better tools, better scripts, or better tech to win. This episode proves that belief is holding you back. If you’ve ever wondered whether your industry background, relationships, and phone skills are enough to build a real recruiting business — this conversation will change how you see your potential. What You’ll Learn In this episode, you’ll learn: The exact mindset shift that allowed an industry professional to outperform career recruitersWhy old-school phone calls still beat automation for business developmentHow to use NPCs (Named Potential Candidates) to win clients before roles ever openThe hidden mistake new agency owners make when trying to scale too fastHow saving $1.5M in agency fees made him dangerous as a founderWhy recruiters fail when leaving industry — and how to avoid itHow to build a niche so strong clients trust you before the first call About the Guest Chance Wood is the founder of One Degree Agriculture, a recruiting firm built entirely on industry expertise, relationships, and execution. After transitioning from agency recruiting to in-house TA — where he saved his company over $1.5M — Chance launched his own firm and quickly surpassed six figures without relying on “fancy tools.” Extended Value Tease Imagine building a recruiting business where clients trust you because you’ve lived their world. Where business development feels natural instead of forced. Where your background becomes your unfair advantage. This episode is a blueprint for recruiters who want freedom, simplicity, and leverage — without chasing every new tool or trend. Listen Now If you want to grow your desk or agency using relationships, clarity, and execution — hit play. This is one of those episodes that changes how you approach recruiting. Timestamp Highlights 00:01 – Why industry professionals underestimate their recruiting power05:30 – What a “grain elevator” is and why lived experience matters09:45 – The recruiter experience that shaped his philosophy12:20 – Landing revenue in 18 days as a brand-new recruiter19:30 – Why going in-house made him a better founder22:00 – Saving $1.5M by running TA like an agency27:00 – The moment he knew it was time to go solo29:45 – What he did in his first week as a founder34:00 – Why NPCs beat job orders for BD36:30 – His exact “one-two punch” outreach approach40:00 – Why AI won’t save weak business development44:00 – The biggest scaling mistake he made49:00 – Advice for industry professionals considering recruiting52:00 – The family conversation every founder must get right Summit + Community 🎯 2026 Sales & BD Recruiter Summit https://bd-sales-recruiter-2026.heysummit.com/ 💼 Elite Recruiter Community All summits, replays, Billers Club + split opportunities https://elite-recruiters.circle.so/checkout/elite-recruiter-community Tools & Links 🔹 Pin → https://www.pin.com/ 🔹 Email List → https://eliterecruiterpodcast.beehiiv.com/subscribe ▶️ YouTube: 👤 Chance Wood → https://www.linkedin.com/in/chancetywood/ 🌐 Benjamin Mena → http://www.selectsourcesolutions.com/ 🔗 LinkedIn → https://www.linkedin.com/in/benjaminmena/

🔥 SHOW NOTES — The Elite Recruiter Podcast Episode Title: How a One-Man Recruiter Closed 22 Executive Searches by Doing What Others Won’t 1. EPISODE HOOK Most recruiters overcomplicate this business. Craig Picken built a multi-seven-figure executive search practice by doing the opposite—and he did it as a one-man army. This episode reveals how. 2. WHY THIS EPISODE MATTERS If you're tired of inconsistent billings, weak client relationships, or low-margin searches, this conversation will change how you operate. Craig shares the simple—but uncomfortable—moves that helped him win 22 retained searches and become the go-to recruiter in his niche. 3. WHAT YOU’LL LEARN • The niche strategy Craig used to dominate aviation & aerospace • How he wins CEO/COO/CFO searches without going through HR • His “dartboard framework” for mapping decision-makers • The mindset shift that fixes most BD problems • The one move that closes more searches: “get on the plane” • How podcasting attracts PE firms + high-value clients • The truth about counteroffers, burnout, and why simple beats sophisticated 4. ABOUT THE GUEST Craig Picken is a leading executive recruiter in aviation & aerospace. As a one-man boutique firm, he's built a reputation for elite placements and is trusted by CEOs and private equity leaders across the industry. 5. EXTENDED VALUE TEASE Imagine knowing exactly who to call, how to speak their language, and how to position yourself as the only recruiter worth hiring. Imagine landing higher-margin searches, working directly with decision-makers, and becoming the recognized expert in your niche. That’s the transformation this episode delivers. 6. LISTEN NOW CTA Want to become the recruiter clients seek out—not the one begging for job orders? Hit play. 7. TIMESTAMP HIGHLIGHTS 00:03:03 — From Navy aviator → elite recruiter 00:07:04 — The moment that pushed him into search 00:12:24 — Punching above your weight early 00:15:04 — What to decline and why it matters 00:16:48 — How writing + podcasting built authority 00:21:16 — Turning podcast episodes into placements 00:24:12 — Craig’s “dartboard” org-mapping system 00:28:29 — Conference strategy that fuels his pipeline 00:29:52 — Why flying out closes more searches 00:37:40 — The Saturday that cost six figures 00:41:37 — Why recruiters overcomplicate everything 00:43:46 — How he structures retained fees 00:52:15 — The question recruiters should ask 01:02:46 — If you're afraid to call CEOs, this isn’t your business 8. SPONSORS 🚀 Atlas – AI-first ATS & CRM Try it free or book a demo → https://recruitwithatlas.com 🌐 Recruiters Websites (10% off) Mention Elite Recruiter Podcast → https://recruiterswebsites.com/ 9. SUMMIT + COMMUNITY 🎯 2026 Sales and BD Recruiter Summit https://bd-sales-recruiter-2026.heysummit.com/ 💼 Join the Elite Recruiter Community https://elite-recruiters.circle.so/checkout/elite-recruiter-community 10. TOOLS & LINKS PeopleGPT → https://juicebox.ai/?via=b6912d Talin AI → https://app.talin.ai/signup?via=recruiter Pin → https://www.pin.com/ Email list → https://eliterecruiterpodcast.beehiiv.com/subscribe YouTube → https://youtu.be/RaLZYpvQRkM Craig on LinkedIn → https://www.linkedin.com/in/craigpicken/ Host: http://www.selectsourcesolutions.com/ Ben LinkedIn → https://www.linkedin.com/in/benjaminmena/ Ben Instagram → https://www.instagram.com/benlmena/

EPISODE SHOW NOTES — The Outbound & Discovery Playbook: How Elite Recruiters Close More Deals (with Conor Kline) (The Elite Recruiter Podcast with Benjamin Mena) 1. EPISODE HOOK Most recruiters think their problem is lead generation. Conor Kline reveals the truth: your real bottleneck is your sales process — and it’s costing you clients, deals, and revenue. 🔹 SPONSORS 🚀 Atlas – AI-first ATS & CRM Try it free → https://recruitwithatlas.com 🌐 Recruiters Websites (10% off) Mention Elite Recruiter Podcast → https://recruiterswebsites.com/ 2. WHY THIS EPISODE MATTERS This episode rewires how you approach BD. Learn the exact outbound, discovery, and closing frameworks top SaaS sales teams use — adapted for recruiters. Use them to increase reply rates, win better clients, and grow revenue fast. 3. WHAT YOU’LL LEARN • Why 90% of recruiters fail at outbound • How to build a high-converting ICP + targeting strategy • The 12–15 touch sequence Conor recommends • The discovery question that reveals real client pain • Why closing becomes easy when discovery is right • How MEDIC uncovers budget, decision makers & urgency • The AI workflow that got Ben a remarkable candidate reply 4. ABOUT THE GUEST Conor Kline, Head of Revenue at PIN.com, is a top sales operator in the recruiting tech space. Formerly with Interseller, he’s trained thousands of recruiters to improve outbound, discovery, and closing performance. 5. EXTENDED VALUE TEASE Imagine a desk with warm leads, clients who respect your process, and a pipeline full of searches you actually want. This episode gives you the systems, clarity, and structure to operate like a top 1% recruiter. 6. LISTEN NOW CTA Hit play — your 2026 billings will thank you. 7. TIMESTAMP HIGHLIGHTS 00:03 — Why recruiters are the hardest buyers 05:08 — What makes PIN different 07:57 — The #1 thing recruiters lack 10:31 — Building a laser-focused ICP 13:55 — The 20-target rule 17:45 — Why messaging fails 18:48 — The outbound stack 20:18 — AI vs. human personalization 22:19 — The 12–15 touch sequence 24:33 — Discovery explained 27:18 — MEDIC for recruiters 34:15 — Why closing should feel easy 41:02 — The future of recruiting tech 45:21 — Why point solutions win 49:26 — Ben’s AI outbound story 53:55 — The question Conor wishes recruiters asked 56:00 — Curiosity = elite performance 8. SUMMIT + COMMUNITY 🎯 2026 Sales and BD Recruiter Summit https://bd-sales-recruiter-2026.heysummit.com/ 💼 Join the Elite Recruiter Community All summits, replays, billers club + split space https://elite-recruiters.circle.so/checkout/elite-recruiter-community 9. TOOLS & LINKS PeopleGPT → https://juicebox.ai/?via=b6912d Talin AI → https://app.talin.ai/signup?via=recruiter Pin → https://www.pin.com/ Email List → https://eliterecruiterpodcast.beehiiv.com/subscribe YouTube: https://youtu.be/yG93v54M2Fk Conor LinkedIn: https://www.linkedin.com/in/conorkline/ Host: http://www.selectsourcesolutions.com/ Ben LinkedIn: https://www.linkedin.com/in/benjaminmena/ Instagram: https://www.instagram.com/benlmena/

Steve Finkel, a veteran recruiter and trainer, shares crucial techniques to elevate closing skills for recruiters. He discusses the importance of structured closing calls and the psychology behind effective closes, like the 'College Professor Close.' Steve highlights the balance between logic and emotion in negotiations and warns against tech distractions that undermine selling prowess. He emphasizes the need for continual learning and improvement and offers valuable insights for both new and experienced recruiters looking to thrive in a competitive landscape.

The Art of Closing: Steve Finkel Reveals Why Most Recruiters Lose Offers Recruiters: You’re not paid for sourcing—you’re paid for closing. And the hidden skill separating top billers from everyone else is the one most recruiters never train: what happens after the first interview. Why This Episode Matters If you’ve ever lost an offer after weeks of work, watched a great candidate vanish, or seen a deal collapse at the finish line—this episode changes everything. Steve Finkel reveals the true science (and art) of closing so you boost placements, win more clients, and outperform even the most tech-enabled internal teams. What You’ll Learn • The hidden closing mistakes that quietly destroy fees • Why “doing everything right up front” still isn’t enough • The two-step debrief method that triples placement ratios • Industry-specific closing tactics beyond outdated trial closes • The “College Professor Close” and how it reshapes decisions • Language patterns that dissolve fear and resistance • How elite recruiters role-play and analyze to increase billings 30–50% About the Guest Steve Finkel is one of the most influential recruiter trainers in the world. His books and frameworks have shaped thousands of top billers and helped entire firms scale production for decades. Extended Value Tease Imagine fewer turndowns, more second interviews, higher acceptance rates, and clients who trust you with every critical hire. That’s what happens when you master closing. This isn’t about filling jobs—it’s about becoming the rainmaker who consistently brings deals across the line. Listen Now Stop leaving deals—and money—on the table. Hit play and let Steve rewire how you close forever. Timestamp Highlights 00:27 – Why recruiters get paid for what happens after the first interview 02:16 – The #1 skill that separates elite from average 04:01 – The insight from developer Larry Nobles 05:38 – Why “doing everything right” doesn’t guarantee placements 07:07 – The fatal dependence on “automatic closes” 09:39 – Why many recruiters can’t break the 75% offer-accept ceiling 11:01 – When “never losing a deal” means you’re playing too safe 13:04 – The two-sided debrief form that multiplies live candidates 15:29 – Extracting value from “dead” candidates 18:39 – The slip-and-sidestep tactic for reframing negatives 20:39 – The language tweak that boosts agreement by 50% 25:27 – Why “time in the chair” doesn’t build real skill 32:30 – How to choose the right close for the scenario 44:21 – Ending the closing call strong 48:14 – How recruiters add 30–50% more billing Sponsors 🚀 Atlas – AI-first ATS & CRM Automates admin, syncs resumes/emails, and uses AI to build polished profiles and reports. Try it free or book a demo → https://recruitwithatlas.com 🌐 Recruiters Websites (10% off) High-performance websites for recruiting agencies. Mention Elite Recruiter Podcast for 10% off → https://recruiterswebsites.com/ Summit + Community 🎯 2026 Sales & BD Recruiter Summit: https://bd-sales-recruiter-2026.heysummit.com/ 💼 Elite Recruiter Community: All summits, replays, billers club + split space https://elite-recruiters.circle.so/checkout/elite-recruiter-community Tools & Links PeopleGPT Free Trial → https://juicebox.ai/?via=b6912d Talin AI Free Trial → https://app.talin.ai/signup?via=recruiter Pin Free Trial → https://www.pin.com/ Subscribe → https://eliterecruiterpodcast.beehiiv.com/subscribe YouTube: Coming Soon Follow Steve Finkel: https://www.linkedin.com/in/steve-finkel-9b4ba37/ Host: http://www.selectsourcesolutions.com/ Benjamin LinkedIn: https://www.linkedin.com/in/benjaminmena/ Benjamin Instagram: https://www.instagram.com/benlmena/

Jared Watts, a former MLS soccer player and founder of Next Play Search Group, brings his elite athlete mindset to the recruiting arena. He shares how skills like performance tracking and visualization translate into recruiting success. Jared emphasizes the importance of treating recruitment like a sport, discusses negotiating contracts using data, and highlights building trust through generosity. With tips on achieving precise KPI tracking and fostering strong relationships, he inspires recruiters to elevate their game continuously.

In this conversation, Emily Audibert, the owner of a successful recruiting firm, shares her remarkable journey from struggling for six months to becoming a million-dollar biller. She emphasizes the importance of balancing masculine and feminine energies in recruiting and building client relationships. Emily also delves into her successful RPO strategy, revealing how she established trust and referrals through genuine connections. She offers insightful advice for recruiters at any stage, encouraging authenticity, persistence, and continuous learning.

Kelsey Boyd is a transformational operator who specializes in guiding staffing and recruiting firms through digital transformations. In this conversation, she reveals how to shift from chaos to structured success by implementing operating systems like EOS. Kelsey shares her experience in rebranding multi-brand firms for efficiency and the importance of clear frameworks for accountability. She provides actionable advice on identifying key performance indicators and maintaining consistent organizational cadence, emphasizing the need for adaptability in recruiting.