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Ever wondered how top-billing recruiters consistently hit their targets year after year? Adam Oldman, an executive HR recruiter from Sydney whose biggest year reached an impressive $1.58 million, breaks down exactly how he built and maintains his high-performance desk.

The foundation of Adam's success lies in his methodical approach to business development. Rather than simply chasing job ads (though he admits this was his starting point), he's evolved to focus on strategic leads and what he calls the "hot boss" approach - identifying a candidate's manager during interviews so when they resign, you already know who to connect with. This consultative approach has proven far more effective than cold calling, especially in HR recruitment where managers are constantly bombarded by recruiters.

What truly sets Adam apart is his commitment to retained recruitment over contingent work. "Why are recruiters working for free?" he questions, comparing recruitment to other professional services like real estate where payment is expected upfront. He shares practical advice for converting contingent clients to retained by demonstrating the superior value of a thorough, dedicated search process, which has not only improved his work quality but also increased his fees and client commitment.

Perhaps most valuably, Adam speaks candidly about experiencing burnout multiple times in his career. He describes burnout as the state where "what used to give you happiness doesn't give you happiness anymore," alongside physical symptoms and cynicism about work. His recovery strategies include taking proper breaks, healthy habits, and daily meditation - a practice he credits as transformative for both his career success and personal wellbeing.

Whether you're just starting in recruitment or looking to elevate your performance, Adam's insights on business development, client management, fee negotiation, and mental health offer a blueprint for sustainable success that withstands market fluctuations and personal challenges. Take your desk to the next level by implementing these proven strategies from one of Australia's top performers.

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Every successful recruiter knows that consistent business development is the foundation of their success, but how do the habits and strategies evolve as careers progress? This candid conversation reveals the real numbers behind prospecting discipline at different career stages.

We dive deep into the evolution of a recruitment professional's business development approach—from the hustle of making nearly 700 BD calls annually in their early years to the more strategic focus required when managing teams and accounts. You'll hear specific metrics that drove success, including aiming for five BD and five candidate calls daily when building a desk from scratch, and how those targets shift with experience and increased responsibilities.

What stands out is the unwavering commitment to daily prospecting, regardless of seniority. The guest shares their personal discipline of blocking 10-11 AM every day exclusively for BD activities, establishing this as a non-negotiable part of their routine. There's a refreshingly honest admission about the regret that inevitably follows when this discipline slips: "I know every single time I don't do it, I'm going to be annoyed at myself."

Whether you're new to recruitment or a seasoned manager, this conversation offers valuable insights into maintaining the prospecting discipline that separates top performers from the rest. How many BD calls are you committing to this week? Listen now to benchmark your approach against industry veterans who continue to prioritize this essential activity.

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· Our Website is: xrecruiter.io