Digital Recruiter Podcast

#40 Part 1- Homeless to Healing: The Incredible Journey in becoming an Agency Owner with Pete Tomasko

Episode Summary
In this episode, Clark sits down with Pete Tomasko, co-founder of Titan Placement Group, they discuss about the realities of recruiting and starting your own agency. Pete shares his journey from seasoned recruiter to entrepreneur, detailing how he and his partners launched Titan after carefully planning during a 6-month non-compete period.
Pete offers valuable insights into their methodical approach to client acquisition, emphasizing the importance of niche focus and building genuine relationships. He discusses Titan's specialization in healthcare recruiting, particularly for federally qualified health centers and mental health roles.
The conversation dives into practical tips for new recruiters, with Pete highlighting the critical "6-week window" where many want to quit, and the importance of perseverance. He shares Titan's structured approach to client calls, using an intake form to stand out from the competition.
Throughout the episode, Pete's passion for ethical, relationship-driven recruiting shines through. His story showcases the power of experience, strategic planning, and consistent effort in building a successful recruiting firm. Whether you're a seasoned pro or new to the industry, Pete's insights offer valuable lessons on navigating the challenges and opportunities in the world of recruiting.
 
Pete’s Bio
As the Co-Founder and Chief Revenue Officer (CRO) of Titan Placement Group, he is dedicated to transforming the healthcare industry through strategic talent acquisition and mental health advocacy. His mission is to bridge the gap between high-quality talent and federal mental health and behavioral health organizations that need them.
From experiencing homelessness for 10 years to founding a successful recruitment firm, his journey is a testament to perseverance and the power of human connections. This personal history fuels his passion for empowering others and fostering an inclusive, supportive work ethos.
You can find Pete on LinkedIn or check out  https://titanplacementgroup.com/why-us%3F  
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter  

#39- Building a Multi Revenue Stream Recruiting Agency with Walker Freeman

Episode Summary
In this episode, Clark sits down with Walker Freeman, Founder of CRO strategies, a rapidly growing agency in the clinical research recruiting world. Walker's journey is a testament to what can happen when industry expertise meets the Digital Recruiter.
In March of 2023 Walker was working full-time in clinical research with no recruiting experience. Fast forward to today, he’s on track to clear 7 figures from all his recruiting efforts and revenue streams CRO has built out. 
A key turning point for Walker was joining Clark's Digital Recruiter program. He discusses how this helped him systemize his approach to business development and candidate sourcing, allowing him to scale rapidly while still working his day job.
Walker shares how he leveraged his insider knowledge of the clinical research industry to build a successful recruiting business from scratch. He talks about the challenges of starting out, including setting initial rates way too low (we're talking 6%!), and how he learned to raise those rates through working with Clark
Walker's story isn't just about recruiting. He explains how he's expanded into other services like trial matching for research sites and even brokering deals with private equity firms. It's a great example of how understanding an industry deeply can open up multiple revenue streams.
Both of them discuss the importance of networking, providing value, and being willing to think creatively about deal structures. His approach of prioritizing long-term relationships over short-term gains has clearly paid off.
From zero experience to over half a million in revenue in his first year, Walker's story is inspiring for anyone looking to start their own recruiting business or pivot into a new industry.
Walker’s Bio
At CRO Strategies, we specialize in navigating the intricate landscape of clinical research, serving as a full-service consulting agency dedicated to streamlining the process for Pharma, CROs, and Research Sites. Our mission is to facilitate connections and expedite trial discovery, offering tailored solutions to match the unique needs of each client.
With expertise in identifying trials and forging valuable partnerships, we empower Research Sites by connecting them directly with Sponsors, bypassing the traditionally arduous business development phase. Our approach is driven by efficiency, enabling research sites to focus on what matters most – advancing medical science.
Moreover, we are deeply integrated within the realm of private equity, providing a strategic exit strategy for research sites seeking growth and sustainability. By leveraging our extensive network and industry insights, we pave the way for seamless transitions and prosperous outcomes.
Join us in revolutionizing the clinical research landscape, where every connection brings us closer to groundbreaking discoveries and improved patient outcomes.
 
You can find Walker on LinkedIn or check out  https://crostrategies.com/  
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter  

#38- Transforming Your Job Search Mindset: Jay Johnston's journey from Dell to Tech Sales Coach

Episode Summary
In this episode, Clark sits down with Jay Johnston, founder of Elite Tech Sales, for an insightful chat about breaking into tech sales and navigating the job search process. Jay shares his journey from graduating with a general studies degree to landing a role at Dell EMC after a grueling six-month job hunt. He discusses how this experience inspired him to help others land great tech sales roles.
Jay offers practical advice on networking, leveraging LinkedIn, and standing out in the application process. He emphasizes the importance of curiosity, empathy, and following up with contacts. Jay also talks about his transition from corporate life to entrepreneurship, and how he's grown Elite Tech Sales through consistent content creation and value-driven marketing.
The conversation touches on personal development, with Jay sharing insights from leadership seminars and copywriting courses he's invested in. He discusses how these experiences have shaped his mindset and business approach.
Throughout the episode, Jay comes across as passionate about helping job seekers, with a focus on providing practical, actionable advice. His background in tech sales at Dell, rapid career progression, and transition to entrepreneurship give him a unique perspective on the industry.
This episode is packed with valuable tips for job seekers, especially those aiming for tech sales roles, as well as recruiters looking to add value to their candidates. Jay's story of building Elite Tech Sales and his approach to personal and professional growth make for an engaging and informative listen.
Jay’s Bio
Early in his career, he hit the jackpot, advancing 4 roles in 2.5 years while learning what it takes to build predictable systems to land sales jobs one may (even be) a little unqualified for and crush it in those roles. His mission is to help 10,000 ambitious professionals sell themselves into their dream jobs and have a career they are PASSIONATE about. He helps sellers remove themselves from stagnant careers and start growing on autopilot where they work for GREAT companies with GREAT products. He's the founder of Elite Tech Sales.
You can find Jay on LinkedIn or check out  https://www.elitetechsales.com/  
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter  

#37- From Nearly Fired to Successful Owner & Podcast Host with the Legendary Benjamin Mena

Episode Summary
In this engaging conversation, Clark sits down with the legendary Benjamin Mena, a seasoned recruiter, entrepreneur, and host of the mega popular Elite Recruiter podcast. Benjamin shares his inspiring journey, starting from the days when he was nearly fired from his first recruiting job to becoming a successful agency owner and influential voice in the industry.
The two delve into Benjamin's origins, recounting how he persevered through early setbacks by seeking mentorship from top-performing peers and adapting his approach to better understand and serve candidates and clients. His relentless drive and willingness to learn propelled him forward, ultimately leading him to establish his own thriving recruitment business.
Throughout the episode, Benjamin and Clark exchange valuable insights on various aspects of recruiting, including the importance of finding and committing to a niche, leveraging content and social media to build a strong personal brand, and the role of accountability in achieving sustained success.
They also discuss Benjamin's brainchild, the Recruiter Growth Summit, a virtual event he launched in March 2023 that attracted over 600 attendees and provided a platform for recruiters to learn and grow. Inspired by the summit's impact, Benjamin plans to host a second edition in September 2024, themed around finishing the year strong and setting the stage for a successful 2025.
With his contagious enthusiasm and wealth of experience, Benjamin emphasizes the power of goal-setting, curating a positive mindset, and surrounding oneself with the right influences to navigate the ever-changing recruiting landscape. Whether you're a seasoned professional or just starting out, this conversation offers practical strategies and a dose of motivation to help you elevate your recruiting game.
Benjamin’s Bio
Benjamin founded Select Source Solutions after an almost 15 year career working in recruiting for some of the top defense contractors and government agencies. He has supported contracts over 600 million dollars and led recruiting efforts for some of the most complex and challenging government programs. 
You can find Benjamin on LinkedIn or check out  https://www.eliterecruiterpodcast.com/  or https://www.selectsourcesolutions.com/about-us
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter  

#36- Turning Your LinkedIn Brand Into A Sales Machine with Robin Choy

Episode Summary
In this episode of The Digital Recruiter Podcast, Clark welcomes Robin Choy, a seasoned agency owner, founder of HireSweet and host of the popular "Modern Recruiter Podcast." 
Robin candidly shares his unconventional journey into the recruiting world, starting from an early marketplace venture for remote services, leading him to co-found an assessment software company. However, he soon realized companies' biggest challenge was sourcing qualified candidates, prompting a pivot into candidate sourcing and engagement, and the birth of their recruiting agency.
Robin openly discusses the lessons learned along the way, emphasizing the importance of truly understanding clients' needs, crafting compelling messaging, nurturing relationships through consistent content and outreach, and leveraging platforms like LinkedIn. 
He highlights how their focus on content marketing drove a staggering 50% of new business at one point. The conversation also covers the evolution of their ATS and CRM platform, HireSweet, guided by a client-centric approach and a commitment to solving industry challenges.
Throughout the discussion, Robin's authenticity, deep industry knowledge, and commitment to leading from the front shine through. His insights into content marketing, relationship building, and understanding the true essence of recruiting offer valuable lessons. Robin's refreshing perspective highlights the importance of adaptability, client-centricity, and consistent value creation through genuine connections and content.
 
Robin’s Bio
Robin is an experienced recruiting professional who works in three main areas. First, he writes on LinkedIn about recruiting, sharing lessons learned over the past 7 years from his own experience, helping over 1,000 clients with his team, and talking to top recruiting leaders at companies like Google, Reddit, McKinsey, and Y Combinator.
Second, Robin is the founding CEO at HireSweet, a company that has helped over 1,000 organizations improve their sourcing efforts. HireSweet offers two products: HireSweet CRM and HireSweet Marketplace. The CRM helps recruiting teams be 10x more efficient with outbound recruiting by easily finding candidates, getting more responses, searching previous applicants, automating cold outreach, and managing talent pools. The Marketplace provides a curated selection of vetted tech talent that HireSweet's talent acquisition team has sourced and assessed.
Third, Robin hosts The Modern Recruiter podcast, aimed at recruiting professionals who want to continue learning. He was the first recruiter at HireSweet, personally helping dozens of companies hire engineers.
Overall, Robin leverages his recruiting expertise through content, software, services, and podcasting to support recruiters and companies in enhancing their hiring capabilities.
You can find Robin on LinkedIn or check out  The Modern Recruiter Podcast on Apple  or https://www.hiresweet.com/
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter  
 

#35- From Enterprise Agency Sales to Coaching with Kim Henderson

Episode Summary
In this insightful episode, Clark welcomes Kim Henderson, a staffing industry veteran with an impressive background leading sales and managing enterprise accounts at staffing giants like KForce and Hays. Kim shares her unconventional entry into recruiting straight out of college and her journey to realizing the profound impact staffing has on people's careers and businesses.
The meat of the conversation dives deep into Kim's sales strategies and hard-won wisdom from her days breaking into and penetrating major accounts. She provides invaluable insights on identifying opportunities, understanding total spend, increasing client share, consistency, value-added services, and navigating challenging sales cycles. Kim also draws insightful parallels between evolving mindsets during previous disruptions like the internet's rise and the potential impact of AI.
Throughout, Kim's humble approach, customized for today's environment, combined with her practical tips and adaptability mindset, make this a masterclass in high-level staffing sales. Her emphasis on continuous learning, defining value for clients, and honing processes and mechanics is a refreshing take from someone who has truly excelled at the highest levels. 
 
Kim’s Bio
Kim leads Cobalt Compass Solutions, which provides training and consulting services for the staffing industry. Training programs encompass the full life cycle of sales and recruiting and teach the skills to create lasting customer relationships.  Consulting services give leaders the methodology to  operate effective business units while managing teams for performance.  
With over 28 years in the staffing industry, Kim Henderson MBA, PMP, Six Sigma Lean certified, operated as a member of executive leadership at a global staffing firm. As SVP of Client Services and Global Accounts, Kim was responsible for the development and implementation of global accounts with an emphasis on the Americas. She also established the Government Solutions business which acquired and serviced customers at the state, local, and Federal level. Kim also launched the commercial National Accounts practice resulting in diversification of the US business.
Prior to this, Kim was a member of the executive committee for a national, publicy traded staffing firm and was responsible for the acquisition and development of strategic accounts as well as the national sales strategy. She also served as a Financial Analyst for an international insurance and financial services company. 
Further, she is a regular article contributor for The Staffing Stream, HRM Outlook, and Staffing Hub. Kim has appeared on the following podcasts: The Elite Recruiter, Recruiters With No Limits, CareerTALKS, Staffing Hub, Fidelis Leadership, Ask a Recruiter, Staffing Monthly, and Ivy Podcasts. She has also presented at the World Staffing Summit and the Staffing Sales Summit.You can find Kim on LinkedIn or check out her website at https://cobaltcompasssolutions.com/ For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter  
Book a call today at digitalrecruiter-us.hbportal.co
 

Digital Recruiter Show: Redefining Recruitment Through Authenticity

In an insightful conversation, Kevin and Clark, the dynamic duo of recruiting, unveil a fresh perspective that challenges the status quo. With a captivating blend of wisdom and vulnerability, they delve into the transformative power of embracing the role of a "guide" rather than a "hero" in the realm of recruitment. Through poignant anecdotes and thought-provoking insights, they dismantle the notion of self-aggrandizement and instead champion the art of genuine curiosity, empathy, and authenticity.
With a contagious energy and disarming honesty, Kevin and Clark deconstruct the barriers that often hinder meaningful connections with clients and candidates alike. They emphasize the profound impact of actively listening, seeking to understand the internal, external, and philosophical challenges faced by hiring managers, and tailoring solutions that resonate deeply. Their approach transcends mere transactions, fostering an environment where vulnerability and open dialogue pave the way for transformative partnerships that extend far beyond the confines of traditional recruitment.
Whether you're a seasoned recruiter seeking to reignite your passion or a newcomer eager to navigate the industry with grace and impact, Kevin and Clark's compelling discourse promises to captivate and inspire. Tune in to experience a refreshing and empowering perspective that will undoubtedly elevate your approach to recruitment and unlock new realms of success.
Book a call today at digitalrecruiter-us.hbportal.co/public/introcall
This Live was originally recorded on 2/26/24 via LinkedIn, Tune in every Monday and Friday at www.linkedin.com/in/clark-willcox
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter

Digital Recruiter Show: Embracing The Future

If you're a recruiter or someone looking to level up your career, you won't want to miss the insightful conversations between Clark and Kevin. Their candid discussions offer a treasure trove of practical wisdom and actionable strategies for navigating the ever-evolving landscape of recruiting, personal branding, and leveraging the power of AI.
With a healthy dose of humor and relatable anecdotes, they delve into topics like honing your niche, creating authentic connections, and embracing the future with anti-fragility. Whether you're a seasoned pro or just starting out, their refreshingly honest perspectives will inspire you to embrace curiosity, empathy, and a growth mindset. Tune in to gain insights that could revolutionize your approach, unlock new opportunities, and propel your success to new heights.
 
Book a call today at digitalrecruiter-us.hbportal.co/public/introcall
This Live was originally recorded on 2/16/24 via LinkedIn, Tune in every Monday and Friday at www.linkedin.com/in/clark-willcox
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter

Digital Recruiter Show: Transforming Your Marketing Game

Ever wonder what goes on behind the scenes in a successful recruitment marketing program? Clark and Kevin's candid conversation offers a compelling look. They openly discuss strategies for creating authentic, value-driven content that truly resonates with hiring managers. From crafting vulnerability-infused posts that humanize your brand to delivering a unique value proposition in each message, their insights are gold for recruiters seeking to stand out.
But it's not just about content; they delve into sales strategies, automation, and nurturing candidates through the entire funnel. Real-life examples, like the incredible success story of Nick and Brian, illustrate the power of their systematic approach. In just three months, this duo generated $88,000 in revenue by leveraging the program's teachings on value propositions, targeted messaging, and continuous content creation. If you're ready to uplevel your recruitment game and join a community of driven professionals dedicated to your growth, tune in to Clark and Kevin's energetic discussions.
Book a call today at digitalrecruiter-us.hbportal.co/public/introcall
This Live was originally recorded on 2/12/24 via LinkedIn, Tune in every Monday and Friday at www.linkedin.com/in/clark-willcox
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter

Digital Recruiter Show: The Art of Empowered Recruiting

Tired of feeling stuck in your recruiting career or agency? Tune in to "The Digital Recruiter Show" with Clark and Kevin, two seasoned industry veterans, as they share game-changing insights that will revolutionize your approach to recruitment. With a perfect blend of humor, candor, and expertise, this dynamic duo will shatter the myths surrounding agency building and unveil the secrets to sustainable success.
From debunking the obsession with fancy tech stacks to emphasizing the art of empathy and understanding your clients' worldviews, Clark and Kevin's advice is a breath of fresh air. They'll challenge you to shift your mindset from transactional desperation to long-term relationship building, reminding you that true success lies in solving real problems and creating tangible value. Whether you're a seasoned recruiter or just starting, their wisdom will ignite a newfound passion for your craft and equip you with the tools to stand out in a crowded market. Get ready to be inspired, entertained, and transformed – this is one show you won't want to miss.
Book a call today at digitalrecruiter-us.hbportal.co/public/introcall
This Live was originally recorded on 2/9/24 via LinkedIn, Tune in every Monday and Friday at www.linkedin.com/in/clark-willcox
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter