The Lone Recruiter

What actually separates a million-dollar biller from everyone else?

In today's ep, I chat to Laura Biggs from Empowered Decision as part of our Million Dollar Mindset series.

Laura has trained countless top performers and while their styles differ wildly, the thread that connects them is clear:

👉 A problem-solving mindset
👉 Emotional intelligence
👉 Comfort with discomfort
👉 The ability to keep learning and growing

We unpack:

✔️ Whether high performance traits can be trained
✔️ The mindset patterns that hold recruiters back
✔️ Why growth always feels uncomfortable
✔️ The trap of “comfort land”

What does sustainable high performance actually look like when you are running a global desk, scaling an agency, and raising three kids?

In this episode of the Million Dollar Mindset Series, I sit down with Matt Hart, a quiet achiever who has billed over $1 million consistently, launched his own agency Recrevi Group, and now runs a nine-person team across Australia, the US, UK, and beyond.

We get into the real stuff. Long hours. Burnout warnings. How investing in his health became one of the biggest drivers of business performance and leadership clarity.

This...

What does it really take to build a million-dollar recruitment business from scratch, during COVID, with a six-month-old baby and zero certainty?

In our latest ep in the Million Dollar Mindset series, I chat with Laura Frazer, founder of Frazer Tremble and the Victorian and Tasmanian Councillor for the RCSA.

Laura shares her raw journey of launching her agency in April 2020, navigating lockdowns, financial pressure, and motherhood, while building a consistently $1M+ business. This is a grounded conversation about discipline, mindset, resilience, and why investing in relationships still beats chasing quick wins.

👇 In thi...

What does billing over $5 million on your own desk have in common with climbing Mount Everest? Dave Gray has achieved both these things and so much more.

In our latest ep in the Million Dollar Mindset series, I'm joined by Dave Gray founder of D.E. Recruitment, 30+ year recruitment veteran.

Dave shares the mindset, resilience, commitment, and relationship-driven approach that’s shaped his recruitment career, his leadership style, and his life outside the desk.

This is a practical, honest conversation about what it really takes to succeed at the highest level, in recruitment an...

What does it really take to build a million dollar, and then $2M+, recruitment business without burning out or selling your soul?

In today's Million Dollar Mindset Series, I sit down with Eva Grabner, Founder and Managing Director of Elite Executive, who has quietly built one of the most impressive executive search businesses in the country.

From her unexpected start as a Chief Purser on Royal Caribbean cruise ships, to running a lean, relationship led recruitment firm delivering $2M+ in annual billings, Eva shares the unfiltered truth about resilience, exclusivity, downturns, confidence, and why relationships...

Today I chat with Eliott Iustini, Managing Consultant at Technical Resources and a consistent $1M+ biller, as part of the Million Dollar Mindset Series.

Eliott breaks down what actually sits behind long-term success in recruitment. Not hacks, not hype, but relationships, persistence, and doing the right things year after year.

From building deep client trust, to surviving the first 18 months, to learning through “a thousand small cuts,” this is a grounded, honest look at what sustainable high performance really looks like.

In this ep, we cover:

👉 Why genuine relationships beat constant new bus...

Ever wonder what separates good recruiters from the ones hitting $1M+ years?

I sat down with Matt Cossens – Chief Growth Officer at X Recruiter, founder of MC Squared, and a Wim Hof-certified high performer – and this conversation is packed with insights that will challenge the way you think about recruitment, performance, and your daily habits.

We dive into:

👉 Identity-driven growth: The mindset shift most recruiters never make.

👉 Outcomes that matter vs KPIs: Why what you’ve been measuring could be holding you back.
👉 High-performance rituals: Breathwork, ice baths, and the small habits th...

If you’re back at your desk, feeling clearer, and the fog of the break has finally lifted this ep is for you.

Week 2 is the sweet spot. You haven’t been burnt by the year yet, you’re not firefighting, and you’ve still got the space to think properly. That’s exactly why this is the time to get strategic.

In this ep, I walk through how I use my second week back at work to set the year up, before recruitment gets chaotic.

Tune in for:
👉 Knowing when to widen your pa...

What does it really take to perform at a high level without burning out?

In today's ep, I sit down with Natasha Olsson-Seeto, CEO of OnTalent, incoming President of the RCSA, board member at Foodbank Queensland, and still a million-dollar biller.

Natasha has done it all. Executive head-hunting, leadership advisory, board roles, building teams, raising a family, and giving back to the industry in a meaningful way. What struck me most in this conversation was not just what she’s achieved, but how intentionally she protects her energy, focus, and purpose.

We talk abo...

The holidays are over, you’re back at your desk, and everything feels a little slower than it should!

Welcome to the first episode of The Lone Recruiter for 2026.

I today's ep, I walk you through exactly how to return to your desk after the break without burning yourself out or wasting January.

Here is a practical, five-day game plan to reset your energy, refocus your mindset, and get your recruitment pipeline firing again.

I share how I personally structure my first week back so that by mid-week I’m back in t...

A relaxed Christmas Special to close out the year.

In this ep, I answer listener questions and reflect on the lessons that shaped this year. From leadership and discipline to habits, mindset, energy and clarity.

We talk about what I’m taking into 2026, what I’m leaving behind, how top billers really separate themselves, using AI sensibly, handling disappointment with grace, structuring your days, protecting your energy and why discipline always wins.

There’s also plenty of real talk on burnout, cold calling versus email, habits that compound results, switching off properly over Christ...

December has a way of messing with focus.

The moment Christmas is in sight, momentum starts to drop and too many recruiters unconsciously slow down with the rest of corporate Australia.

That is a mistake!

I’ve covered this theme before, but it’s so critical this time of year that it’s worth repeating.

This ep is a reminder that December is still packed with opportunity if you use it properly. Instead of coasting, stay intentional, productive, and strategic right up until you stop work, so January is set up for su...

Are you still writing job ads that try to appeal to everyone?

Because if you are… you’re throwing out a giant net and hoping something decent swims in. And that’s exactly why you keep attracting the wrong candidates.

In today’s ep, I break down the Black Marlin Strategy - the simple shift that helps recruiters stop chasing “everyone” and start baiting the exact talent they want. One angle. One message. One irresistible hook.

Tune in for:
🎣 The difference between broad-stroke ads and precision “black marlin bait”
🎣 Why bland job descriptions kill...

Someone told Greg Savage that ‘nothing happens between now and Australia Day’… and honestly, it annoyed both of us.

In today’s ep, I unpack why this belief is total nonsense and what YOU should be doing if your market genuinely goes quiet over December and January. I’m recording this fresh off a huge November and strong December pipeline, so the idea that corporate Australia just stops doesn’t sit right with me.

But let’s say your market does slow to a crawl. What then?
I share the three things I’d be doing immedia...

Are you already feeling the end-of-year fade?

In today's ep, I break down exactly why recruiters must resist the urge to slow down now that we've hit December. I walk you through the mindset shift top billers make at this time of year, how to avoid the trap of “closing out and clocking off,” and the simple strategy that ensures you hit January with momentum instead of regret.

I share why the finish line mentality hurts performance, how to keep your foot on the gas even as clients wind down, and the practical steps you shou...

In today's ep, I walk you through LinkedIn’s new RPS Plus platform, the next evolution of the recruiter license. After meeting with my rep, I put the new features to the test and found a few surprises, including one genuine game changer recruiters need to know about.

I cover the three core functions LinkedIn is rolling out, what actually matters for recruiters with an active desk, and the real results from a live search comparison.

If you’ve been wondering whether RPS Plus is hype, helpful, or just more noise, this episode gives you the...

Your mental bandwidth is one of the most powerful tools you have for closing deals, but most recruiters never protect it. In this episode I explain why your KPIs can look perfect while your deals still fall apart and how life stress can quietly drain the thinking time you need to make placements stick.

Tune in to learn:

👉 Why strong KPIs do not guarantee results
👉 How bandwidth gets destroyed by life outside work
👉 The real reason deals stop sticking when you are overloaded
👉 Why your best ideas appear during downtime
👉 How a simple daily...

Ever been smashed by a deal going sideways, a client flipping at the last second, or a candidate ghosting you right when you needed the win?

In this ep, I share the exact tactic I use the moment I get hit by a huge curveball at my desk. No wandering around. No long recovery. Just an immediate and practical way to get your momentum back fast.

Many recruiters lose hours in the space between activities. I'll show you how to cut that wasted time with the simple two-call reset that gets you back in control...

This is the biggest thing I’ve ever announced on The Lone Recruiter and I’m so bloody excited! 

In February, I’m hitting the road with the RCSA for a national tour:

LAUNCH 2026 - The Mindset of a Million Dollar Biller.

It’s a high-energy, half-day live summit built to help you reset your mindset, recharge your energy, and rebuild the habits that make consistency (and revenue) inevitable.

We’re going deep on the six foundational traits every million-dollar biller builds from - the same ones that have shaped my own career a...

Have you ever finished a workday and wondered where all the time went? 

Today I break down the concept of time blindness and why it shows up so strongly in recruitment. Whether you have ADHD or you just struggle to stay aware of time during your day, this episode will help you understand what’s going on and what to do about it.

I share a real story from inside my office, how identifying time blindness changed one recruiter’s results almost overnight, and the simple hacks you can use to become more productive without worki...

What if the fastest way to close more deals is by getting your candidates to cancel interviews?

It sounds risky, but in this ep, I share a story from the office this week that proves exactly why this strategy works and how it can actually secure the deal, eliminate risk, and make everyone happier in the process.

Tune in for:

👉 How a deal story that went from “maybe” to “done” in under an hour
👉 The psychology behind getting pre-acceptance before the offer
👉 Why speed is everything in recruitment and how to use it to your ad...

Do you want to build resilience? This ep runs through a mindset shift that’ll help you push past hesitation, fear, and overthinking so you can take action faster and build real resilience.

I share a simple technique for overriding your body’s resistance, whether it’s about cold calls, client conversations, or tough decisions in business.

Tune in for:
👉 How to train your “action muscle” when your brain says no
👉 Why hesitation kills momentum (and how to stop it)
👉 How building resilience translates to recruiting success

If you’ve ever found yourself o...

Ever felt that heart-sinking moment in December when you realise no money’s coming in till February? You’re not alone.

In this ep, I’m breaking down how to manage your recruitment cash flow heading into Christmas and early 2026, so you can breathe easy, take time off, and still stay profitable.

Whether you’re a solo recruiter, small agency owner, or contractor, this one’s packed with practical steps to keep your business stable when placements pause and invoices drag out.

Tune in for:
👉 The two-bucket cash flow method every recruiter should use

Most recruiters think their results come down to volume, more calls, more emails, more activity. But what if your next big win came from saying less and saying it better?

In this ep, I share two moments from my week that reminded me how much tone and word choice influence the outcomes we get. From candidate conversations to client meetings, how you speak can change everything.

Tune in for:
👉 Why saying less (with confidence) often gets better results
👉 How tone impacts authority, trust, and engagement
👉 Phrases recruiters should stop using immediately
👉 The “no when...

What should you actually post on LinkedIn? It’s the question that keeps most recruiters stuck, not from lack of ideas, but fear of what will or won’t work.

In this ep, I share the simple framework I use to create content that cuts through and builds real trust. No tricks, no hacks, just clarity, consistency and genuine value.

Tune in for:
👉 The three content pillars that actually convert
👉 Why most recruiters overthink what to say
👉 How to make posts that work without feeling fake
👉 The type of content that gets you inbound...

Everyone’s saying LinkedIn is dead, but it’s not.

In today's ep I break down what’s really happening with LinkedIn’s 2025 algorithm and shows how recruiters can still crush it with organic reach.

From dwell time and impressions to post timing and engagement strategy, this is two-part ep is your full LinkedIn masterclass for 2025.

Tune in for:
👉 Why “LinkedIn is dead” is a myth
👉 What the 2025 algorithm actually rewards
👉 The difference between vanity metrics and real impact
👉 How to write posts that reach thousands
👉 The secret to timing, testing and scal

Actions speak louder than words in recruitment.

Ever heard the term hopium? It is when hope becomes your strategy, relying on wishful thinking instead of taking action. Many recruiters fall into this trap, hoping deals will close, candidates will respond, or clients will move quickly. But hope alone is not a strategy.

In this ep, I break down how to spot when words do not match actions in recruitment. By observing what clients and candidates actually do, rather than what they say, you can make smarter decisions, protect your pipeline, and avoid wasted time chasing...

Here’s a simple but powerful question: Would you be proud to show off your client’s recruitment process to a colleague?

If the answer is yes, you’ve either nailed your coaching or landed a dream client. If it’s no, that’s actually good news because it means you can fix it.

In today’s ep, I unpack how recruiters can build great client processes rather than just tolerate bad ones.

Tune in for:
👉 The real reason time kills deals (and how to explain it to clients)
👉 How to coach clients into...

In today's ep, I share one of the biggest missed opportunities in recruitment: what to do after a candidate says “no.”

Most recruiters move on, but they're missing a huge opportunity to build trust, reputation, and future business.

The post-placement process shouldn’t end just because the deal did, small human touches can turn rejection into long-term loyalty.

Tune in for:

👉 The post-placement checklist every recruiter should use
👉 Why you should still support candidates who don’t accept
👉 How “no” moments can become referral and network gold
👉 The 4-week window where genui...

How often do deals fall apart simply because people think they’re speaking the same language, but they’re not?

This ep delves into the art of translation in recruitment. I share real-world examples of a high-stakes deals where both sides were saying all the right things yet completely misunderstanding each other.

Recruiters need to act as translators, not just messengers. 

Tune in for:
👉 Why deals fall over at the pointy end

👉 How to read between the lines when both sides sound aligned

👉 What questions to ask to truly understa...

People often ask me what I get out of this podcast. It doesn’t make a lot of money. It was never about that. For me, it’s a passion project. I love creating content, helping recruiters, and sharing what I’ve learned over nearly 20 years in the game.

But recently, I realised something powerful. Recording these episodes has become my way of journaling. Every week I sit down, reflect on what’s working, what’s not, and what I’m learning on my desk. That process has completely transformed my results. I'm now billing more than I ever did.<...

Why do less than 1% of recruiters ever become million-dollar billers?

It’s not about having secret tactics or a completely different playbook. It all comes down to mindset.

In this ep, recorded live at RCSA's Talent X, I unpack the mindset of a million-dollar biller and share three powerful shifts that transformed my earnings:

👉 Setting yourself up for success with the right foundations
👉 Harnessing energy awareness to work in flow, not against it
👉 Building the resilience muscle to recover fast and move forward

Packed with practical examples and insights from both r...

In this raw and honest ep, Beth O’Neil, our Head of Marketing & Creative, opens up about her journey from smashing 100k months in recruitment to spiralling into burnout and depression, and how she found her way back.

Beth shares:
👉 The reality behind 100k months in recruitment
👉 How toxic work culture accelerated her burnout
👉 The warning signs she missed along the way
👉 What it took to recover and rebuild
👉 Why redefining success became the turning point

A must-listen for anyone chasing big goals or battling burnout in recruitment.

Resilience, grit and growth define successful athletes, and the same mindset can make them weapons in business.

In today's ep I chat with Alex Opacic about the transition from professional and semi-professional sport into the world of business and recruitment.

We dive into:
👉 The resilience and mindset athletes bring to business success
👉 How tunnel vision in sport translates (and sometimes clashes) with career transitions
👉 The unique challenges of coaching ex-athletes into new industries
👉 Why recruiters must focus on the right KPI to measure desk health

This is a powerful conversation...

Too many recruiters let clients derail the process, dragging their feet on interviews, giving poor feedback, or making clumsy offers that undo weeks of hard work. The reality is, if you don’t coach your clients, you’re setting yourself up for frustration and lost placements.

In this ep, I show you how to take control of the process so clients work with you, not against you. This isn’t about being pushy, it’s about setting standards that protect your time, deliver better results, and close more deals.

Tune in for:
👉 How to set clear e...

Are you limiting your own billing potential without even realising it?

In today's ep, I’ll walk you through a quick but powerful mindset exercise that will help you break past the ceilings you’ve set for yourself.

You’ve already proven what you’re capable of, but what if you could double it? Triple it? The only thing holding you back is the story you’re telling yourself.

Tune in for:

Unlocking your true billing potential

How your brain tricks you into playing small (and how to outsmart it)

Recruiters, this is your moment to move!

The market might feel flat but this is your chance to grow. As internal talent teams shrink, recruiters who stay visible and persistent can scoop up new clients and roles.

Here’s how:

👉 Internal teams are cut first when hiring slows
👉 Fewer competitors means more market share for you
👉 Big firms are turning back to agencies for support
👉 Now is the time to re engage tough to crack clients

This is the window to win, don’t miss it.

Feeling flat? Stuck in a funk you can’t shake? We all get there, the question is, how do you reset?

In this ep, I share how R U OK? day reminds me to check in with others and check in with myself. I walk through the simple 3-things exercise I use when my energy’s low, plus the small daily resets that keep me going in a high-pressure job.

Tune in for:
👉 The 3-things reset exercise that works every time
👉 Spotting the difference between mental and physical fatigue
👉 Why sleep, connection, and rituals a...

Are you chasing perfect recruitment and stalling deals in the process? 

The truth is, waiting for the “ideal” brief or flawless client setup can kill your momentum. Recruitment rarely plays out perfectly, so learning how to embrace imperfect recruitment can unlock more placements, stronger pipelines, and faster results.

In today's ep, I break down:
👉 Why chasing perfect briefs slows you down
👉 How to run with “imperfect” roles without losing control
👉 The right way to balance quality vs. quantity in your pipeline
👉 How to stop waiting and start generating activity that drives deals

Are you pushing through fatigue without realising what kind of rest you actually need? Today's ep looks at the difference between physical exhaustion and mental fatigue.

From snowboarding trips to conversations at Shape on the Gold Coast, I share insights into how mental clarity can skyrocket once you give your brain time to decompress.

👉 Discover the difference between physical tiredness and mental fatigue
👉 Why simple tasks like gardening or doing the dishes can signal burnout
👉 How to design breaks that recharge your brain and sharpen focus
👉 Why rest isn’t laziness, it’s the fuel for b...