The Counter-Intuitive Path to Recruiting Excellence
Most recruiters fail because they think the job is about talent. It’s not. It’s about tiny habits.
I’ve watched hundreds of recruiting careers over the years, and here’s what I’ve noticed: The “naturals” usually flame out within a year. The ones who last - who really build something sustainable - are the ones who embrace structure like a life raft in choppy waters.
Think of recruiting like learning to cook. Sure, you could try to invent your own recipes from day one. But the best chefs in the world started by following other people’s recipes religiously. They measured exactly. They didn’t improvise. They built muscle memory and understanding through repetition.
The same principle applies here. Want to bill $200K a year? Start by making 50 calls before lunch. Every day. Want better client relationships? Stop asking “How are you?” and start saying “I know you’re busy, I’ll be brief.” These aren’t arbitrary rules - they’re the building blocks of success.
Here’s what most people miss: Structure isn’t the enemy of creativity - it’s the foundation. When you know you need to get one sendout per day, suddenly your brain gets remarkably creative about how to make that happen. When you classify every company as either a client or a source, decision-making becomes beautifully simple.
The real magic happens when you break everything down into tiny, achievable chunks. Don’t think about annual billings - think about the next 10 calls. Don’t worry about your client pipeline - focus on maintaining 3 solid job orders with 3 candidates each. Small goals, consistently hit, beat grand ambitions every time.
And here’s the thing about systems - they work even when you don’t feel like working. Having ADHD? Great, there’s a system for that. Struggling with objections? There’s a system for that too. The system is there to catch you when motivation fails.
The paradox is this: The more structured your approach, the more freedom you actually have. When the basics run on autopilot, that’s when you can truly get creative. But first, you have to earn that freedom through discipline.
So start with structure. Follow the recipe. Make the calls. Track the metrics. Master the fundamentals. Innovation comes later - after you’ve proven you can follow the rules well enough to know which ones to break.
Because in the end, recruiting isn’t about being gifted. It’s about being consistent. And consistency comes from systems.