Digital Recruiter Podcast

#82- No Job ADS, No Chasing: Travis Janko’s Blueprint for High-Trust SAAS Recruiting

EPISODE SUMMARYIn this episode, Clark Wilcox reconnects with longtime friend and Digital Recruiter OG, Travis Janko, for a deep dive into what it really takes to scale a recruiting business in 2025. Travis shares how he went from frustrated sales leader to founding a high-performing recruiting firm focused exclusively on helping SaaS founders hire top 5% sales talent.They cover the hard truths about qualifying clients, why most recruiters waste time chasing the wrong business, and the systems Travis uses to stay consistent with marketing, content, and client results. Travis doesn’t just talk the talk, he’s built a multimillion-dollar operation by focusing, saying no, and putting process over panic.You'll also hear why AI is accelerating his workflow (without writing his content), how he uses partnerships to drive revenue, and the exact mindset shifts that helped him build a business he actually enjoys, one that runs on boundaries, consistency, and value, not burnout.
 
TRAVIS’ BIOTravis Janko is the founder of a boutique recruiting firm that helps SaaS founders hire elite sales talent fast. With over 25 years as a sales leader, he brings deep operational insight and a no-BS approach to recruiting. Travis and his partner Angie run a process-obsessed firm that prioritizes fit, consistency, and long-term partnerships over quick wins.He’s also a recurring guest on the Digital Recruiter Podcast, a speaker, and soon-to-be author of Flipping the Script on Recruiting, set to launch in 2026. When he’s not building pipelines, he’s walking the walk: protecting his time, sticking to boundaries, and having lunch tech-free with his wife. Connect with him on LinkedIn at https://www.linkedin.com/in/travisjanko/ or at https://www.linkedin.com/company/gsd-coach-recruiting/
Stop wasting money on lead-gen tools that don’t work. Learn how top recruiters are winning on LinkedIn with content, messaging, and automation—without spamming.  Get live coaching, ongoing support, and a proven system to drive revenue inside Digital Recruiter Bootcamp. Join now: DigitalRecruiter.io/bootcamp
Get the best and most current digital recruiting insights, tips, and strategies every Sunday—straight to your inbox, for free: https://www.digitalrecruiter.io/drnewsletter
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter

#81- Brian Hunt on Outsourcing Smarter: How Recruiters Can 3x Their Production Without Burning Out

EPISODE SUMMARY
In this episode, Clark Wilcox sits down with Brian Hunt, CEO of Kore RPO and Kore BPO, to unpack the art and strategy behind outsourcing in recruiting. Brian didn’t start in recruiting, he came from tech consulting and software implementation but his passion for solving complex problems led him to build teams across continents and eventually into staffing. After acquiring a staffing agency in 2010, Brian realized that much of a recruiter’s desk could be reimagined by blending offshore support with high-touch recruiting.
Brian walks us through how breaking down the recruiter workflow unlocked massive gains: one top recruiter quadrupled her gross profit by handing off sourcing to a dedicated offshore team. This isn't about replacing recruiters, it’s about enabling them to focus on what they do best: conversations, connections, and closing.
They discuss the psychology of performance, how agency owners can better support top billers, and the biggest mistakes firms make when trying to scale. From setter/closer frameworks to AI’s role in recruiting, this is a masterclass in strategic execution for firms ready to evolve.
BRIAN’S BIO
Brian Hunt is the founder and CEO of Kore RPO and Kore BPO, companies built to help recruiting agencies scale through dedicated offshore teams. With a background in software consulting at Deloitte and Accenture, Brian has spent over a decade solving operational bottlenecks through outsourcing. He specializes in building bespoke support structures that let top recruiters thrive. A champion of both efficiency and empathy, Brian brings systems thinking to a deeply human business.
Connect with Brian on LinkedIn at https://www.linkedin.com/in/bhuntkore1/ or on https://korebpo.com/ or https://korerpo.com/Stop wasting money on lead-gen tools that don’t work. Learn how top recruiters are winning on LinkedIn with content, messaging, and automation—without spamming.  Get live coaching, ongoing support, and a proven system to drive revenue inside Digital Recruiter Bootcamp. Join now: DigitalRecruiter.io/bootcamp
Get the best and most current digital recruiting insights, tips, and strategies every Sunday—straight to your inbox, for free: https://www.digitalrecruiter.io/drnewsletter
 
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter
 

#80- From $1M to $4M: How Greg Fischer Used Offshore Teams to Explode His Recruiting Firm

SUMMARYGreg Fisher didn’t set out to be a recruiting entrepreneur, he started as the first hire for a solo recruiter in Los Angeles and helped scale their healthcare firm from a modest team to a $4M powerhouse. But that journey wasn’t easy. They were stuck at $1M in revenue for years until Greg cracked the code: building a high-performing offshore team that actually worked. After cycling through bad RPO vendors and flaky freelancers, he built his own internal offshore system, applying the same KPIs, training, and culture that made his U.S. team effective. The results were explosive, 40 team members and a 4x growth in revenue.Now as the founder of Well Oiled Machine, Greg helps recruiting firm owners do the same. In this episode, he breaks down the biggest mistakes recruiters make when offshoring, what model works best, and how AI is changing the game for global teams. From real-world implementation to hiring strategies and tools like Clay and JobStreet, this is a masterclass in systems-driven growth. Greg also opens up about the mindset shifts required to scale and how being intentional about values like energy, integrity, and impact has shaped his work and life.
GREG'S BIOGreg Fisher is the founder of Well Oiled Machine, a consulting firm that helps recruiting agencies build scalable, high-performance offshore teams. After scaling a healthcare recruitment agency from $1M to $4M and managing a 40-person team (half of whom were offshore), Greg developed a battle-tested system that now powers recruiting firms across the U.S. He’s known for being direct, strategic, and obsessed with both process and people. When he’s not helping agency owners scale, you’ll find Greg hiking the mountains of Colorado with his dogs or talking systems over SaaS.
Connect with Greg on LinkedIn at https://www.linkedin.com/in/offshoreisasuperpower/
Stop wasting money on lead-gen tools that don’t work. Learn how top recruiters are winning on LinkedIn with content, messaging, and automation—without spamming.  Get live coaching, ongoing support, and a proven system to drive revenue inside Digital Recruiter Bootcamp. Join now: DigitalRecruiter.io/bootcamp
Get the best and most current digital recruiting insights, tips, and strategies every Sunday—straight to your inbox, for free: https://www.digitalrecruiter.io/drnewsletter
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter

#79- The Tool Recruiters Actually Love Using with Conor Kline

EPISODE SUMMARY
In this episode, Clark Wilcox chats with Conor Kline, Head of Revenue at Pin.com, a fast-rising tool shaking up the recruiting tech world. The two first connected at the ERE Recruiting Innovation Summit, bonding over their UMass Amherst roots and quickly diving into a bigger conversation about quality tech, real relationships, and what’s broken in today’s recruiting stack.
 
Conor shares the story behind Pin: born from the original Interstellar team, built by battle-tested engineers, and designed to simplify sourcing without sacrificing depth. He opens up about the company’s unusual path, from bootstrapped beginnings to a full-circle comeback led by the same core crew. For recruiters tired of overhyped AI tools and bloated CRMs, Pin offers a refreshingly practical take: automate the painful parts, but keep the human in the loop.
 
The episode unpacks what great leadership looks like in a startup, how to sell with integrity in a skeptical market, and why recruiters who embrace AI, not fear it, are the ones thriving. Conor also reveals how feedback (even the harsh kind) shapes their roadmap and why being obsessed with user experience is their secret weapon. Whether you're a solo recruiter or running a team, this episode is a masterclass in product-market fit, BD, and building something that actually works.
CONOR'S BIO
Conor Kline is the Head of Revenue at Pin.com, a next-gen sourcing automation platform trusted by top recruiters. With roots in sales and a rare blend of product intuition, Conor previously helped scale Interstellar through its acquisition before reuniting with its founder to build Pin. His background includes scaling teams at Greenhouse and Attention.com, and fun fact, he’s also a former professional ultimate frisbee player with a national championship to his name. Conor is based in New York City and deeply passionate about helping recruiters work smarter, not harder.
 
Connect with Conor on LinkedIn at https://www.linkedin.com/in/conorkline/Stop wasting money on lead-gen tools that don’t work. Learn how top recruiters are winning on LinkedIn with content, messaging, and automation—without spamming.  Get live coaching, ongoing support, and a proven system to drive revenue inside Digital Recruiter Bootcamp. Join now: DigitalRecruiter.io/bootcamp
 
Get the best and most current digital recruiting insights, tips, and strategies every Sunday—straight to your inbox, for free: https://www.digitalrecruiter.io/drnewsletter
 
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter

#78- Chris Mader on Fixing What Most Staffing Leaders Miss

EPISODE SUMMARYWhat do you get when you combine a former pro athlete, a corporate leader turned author, and 30+ years of recruiting wisdom? You get Chris Mader, someone who’s coached hundreds of recruiters, sold millions in staffing services, and still makes cold calls for fun.In this episode, Chris joins host Clark Wilcox to unpack the power of emotional intelligence, long-game selling, and the habits that separate average recruiters from six-figure pros. Chris shares how he went from playing minor league baseball with Michael Jordan and against Derek Jeter to leading sales teams at Randstad, where he learned that success isn’t about shouting louder, it’s about slowing down and listening better.From building trust without pitching, to coaching under pressure, to creating scalable training systems for firms doing $10–50M in revenue, this episode is packed with gold. Chris also opens up about the layoffs that sparked his book Make the Adjustment, and why doing the hard thing, especially when no one’s watching, is the key to lasting success in staffing and beyond.
CHRIS’ BIOChris Mader is a leadership coach, executive trainer, and author of Make the Adjustment, a book about embracing change with courage and self-awareness. A former professional baseball player, Chris transitioned into staffing in the 90s, eventually rising through the ranks at Ronstadt to lead regional sales and talent operations. Today, through his firm MTA Consultancy, he partners with 10–100M staffing firms to scale through better systems, training, and leadership alignment.
Beyond staffing, Chris is known for his incredible sports stories, he played against Derek Jeter, suited up with Michael Jordan, and still brings a competitor’s mindset to every room he enters. 
You can connect with him on LinkedIn or at MTAConsultancy.com Stop wasting money on lead-gen tools that don’t work. Learn how top recruiters are winning on LinkedIn with content, messaging, and automation—without spamming.  Get live coaching, ongoing support, and a proven system to drive revenue inside Digital Recruiter Bootcamp. Join now: DigitalRecruiter.io/bootcamp
Get the best and most current digital recruiting insights, tips, and strategies every Sunday—straight to your inbox, for free: https://www.digitalrecruiter.io/drnewsletter
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter
 
 

#77- From Hours to Minutes: Speeding Up Hiring with AI with Matt Honig

SUMMARYIn this episode, Clark welcomes Matt Honig, Head of Sales and Partnerships at Fastr.ai, to discuss how artificial intelligence is transforming recruiting workflows. Matt explains how Fastr.ai AI integrates directly with applicant tracking systems (ATS) to help recruiters rediscover qualified candidates already in their databases, rank incoming applicants, and source externally all without leaving their ATS. They dive into the mindset shift required to prioritize internal talent pools over jumping straight to platforms like LinkedIn Recruiter, the measurable benefits such as cutting time-to-submittal from days to hours, and how Fastr.ai remains industry-agnostic while ensuring compliance with emerging AI laws. Matt also shares best practices for vetting AI tools, the importance of anti-bias measures, and why transparency about proprietary technology matters for long-term trust.The conversation also explores adoption strategies, from starting with small pilot groups to building “super users” who champion new tools internally. Matt and Clark reflect on the need for intentional, ethical AI implementation, resisting short-term cash grabs in favor of sustainable, compliant growth and the role of community in talent acquisition, including Fastr.ai’s in-person networking events. They touch on future possibilities like AI-driven internal mobility planning, the parallels between recruiting and their past careers in high-pressure entertainment and PR, and the value of pushing through discomfort to grow professionally. The episode closes with encouragement to embrace AI as a must-have skill, stay adaptable, and build relationships with vendors who act as true partners in your success.
MATT'S BIOMatt Honig is an Enterprise AE and Sales Leader helping recruiting teams modernize hiring with AI-powered talent solutions. As Head of Sales & Partnerships at Faster AI, he enables organizations to unlock hidden candidates in their ATS, cut time-to-submittal from days to hours, and stay compliant with emerging AI laws.With a cross-industry background in PR, healthcare staffing, edtech, and HR tech, Matt brings deep expertise, a client-first approach, and a passion for building partnerships that deliver measurable results. Outside of work, he’s exploring LA’s food scene, catching live music, or watching the latest at AMC.You can find Matt on LinkedIn at https://www.linkedin.com/in/matthew-honig-8a180645/
Stop wasting money on lead-gen tools that don’t work. Learn how top recruiters are winning on LinkedIn with content, messaging, and automation—without spamming.  Get live coaching, ongoing support, and a proven system to drive revenue inside Digital Recruiter Bootcamp. Join now: DigitalRecruiter.io/bootcamp
Get the best and most current digital recruiting insights, tips, and strategies every Sunday—straight to your inbox, for free: https://www.digitalrecruiter.io/drnewsletter
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter

#76- Hiring with Clarity, Scaling with Confidence: Ranjith Ravula on Recruiting That Lasts

EPISODE SUMMARYIn this episode of The Digital Recruiter Podcast, Clark sits down with Ranjith Ravula, founder of Raks Group and SocialM8, and a branding-focused entrepreneur with a powerful story of grit, growth, and reinvention. Ranjith opens up about immigrating to the U.S. in 2007 without knowing English, starting out in accounting, and slowly finding his way into the recruiting world. With no funding, no network, and no industry shortcuts, he bootstrapped his staffing firm by focusing on one thing: trust. From learning payroll the hard way to ensuring contractors always got paid on time even before he did, Ranjith built a business that put people first, and the results followed.But the story doesn’t stop at recruiting. Ranjith shares how his obsession with personal branding and consistency on LinkedIn led to over 27,000 followers, hundreds of thousands of impressions, and a pipeline of inbound leads. Now, he’s helping other recruiters and agency owners do the same through his new marketing agency. The episode dives into lessons on automation, hiring, content strategy, and what it really takes to grow a business with no safety net. Whether you’re a founder, recruiter, or just someone looking for real, no-fluff inspiration. You’ll walk away from this conversation fired up.
 
RANJITH'S BIORanjith Ravula is the founder of Raks Group and SocialM8, an IT and recruiting firm he’s been leading since 2016. With a background in accounting and a passion for people, he built Raks to help fast-moving teams hire with clarity, alignment, and long-term confidence.
He’s known for his calm, no-fluff approach grounded in operator experience and founder empathy. From early-stage startups to scaling orgs, Ranjith supports companies when the stakes are high and the margin for error is low.
Beyond recruiting, he also shares practical guidance for solo recruiters looking to build something real, cutting through the noise and offering the kind of roadmap he wished existed when he started.
 
You can find Ranjith on LinkedIn at https://www.linkedin.com/in/ranjithravula/
 
Stop wasting money on lead-gen tools that don’t work. Learn how top recruiters are winning on LinkedIn with content, messaging, and automation—without spamming.  Get live coaching, ongoing support, and a proven system to drive revenue inside Digital Recruiter Bootcamp. Join now: DigitalRecruiter.io/bootcamp
 
Get the best and most current digital recruiting insights, tips, and strategies every Sunday—straight to your inbox, for free: https://www.digitalrecruiter.io/drnewsletter
 
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter
 

#75- Win the Relationship, Not the Deal: Casey Jacox on Building a Career That Lasts

EPISODE SUMMARYCasey Jacox didn’t plan to get into recruiting, he fell into it like most people do. He started out selling barcoding labels, confused by his pay and frustrated by limited opportunity. After being told his goals were “too aggressive,” he took a leap into staffing as a contractor making $16 an hour. That leap turned into a 20-year career at Kforce, where he climbed the ranks through grit, curiosity, and a mindset focused on people, not transactions. His approach “win the relationship, not the deal” would later become the title of his book.Throughout the episode, Casey and Clark talked about how much mindset impacts success. Most recruiters, Casey says, are held back by doubt and negative self-talk. Leaders play a huge role in shifting that. When expectations are clear and vulnerability is encouraged, people grow faster. Casey shared how practicing uncomfortable conversations and being open about struggles helped him and now his clients get unstuck and level up.The two also dug into modern outreach. Instead of pushing candidates or asking if someone’s hiring, Casey suggests slowing down, doing your research, and asking better questions. Look at a client’s 10-K, follow their posts, and engage with their world. Don’t just sell, listen. When you show up consistently and thoughtfully, people remember you. In a noisy industry full of automation, it’s those human touches that still open doors.
 
CASEY'S BIOCasey Jacox is a nationally recognized sales and leadership coach, keynote speaker, and best-selling author of Win the Relationship, Not the Deal. With nearly two decades at Kforce, where he rose to become President of Client Strategy and Partnerships and consistently ranked as the firm's top producer, Casey built a reputation for combining performance with purpose. Today, he works with individuals and companies across industries to improve culture, communication, and client relationships grounded in humility, curiosity, and authenticity.Beyond his work in business, Casey is the creator and host of The Quarterback DadCast, a powerful podcast where he interviews high-performing dads about leadership, fatherhood, and personal growth. Known for his ability to ask thoughtful questions and create real connection, Casey brings heart, humor, and wisdom to every conversation he’s in.You can find Casey on LinkedIn or at https://www.caseyjacox.com/
Stop wasting money on lead-gen tools that don’t work. Learn how top recruiters are winning on LinkedIn with content, messaging, and automation—without spamming.  Get live coaching, ongoing support, and a proven system to drive revenue inside Digital Recruiter Bootcamp. Join now: DigitalRecruiter.io/bootcamp
Get the best and most current digital recruiting insights, tips, and strategies every Sunday—straight to your inbox, for free: https://www.digitalrecruiter.io/drnewsletter
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter

#74- Bill Monthly, Stress Less: The Recurring Revenue Recruiting Model with Charles Causey

Episode Summary
In this episode of the Digital Recruiter Podcast, Clark welcomes Charles Causey, founder of Agile Partnering, for a masterclass on contract staffing and building recurring revenue as a recruiter. Charles unpacks the role of Agile as an Employer of Record (EOR), helping solo recruiters and staffing firms make contract placements without the burden of backend logistics. From onboarding and compliance to payroll funding and invoicing, Agile takes on the heavy lifting so recruiters can focus solely on client acquisition and making placements.
The conversation breaks down why contract staffing is such a powerful growth lever, offering recurring, recession-resistant income, higher profit per placement, and a far more valuable business at exit. Charles walks through real-world examples and scenarios, explaining how recruiters can go from a single contractor to a predictable six-figure monthly gross profit with the right systems. He also shares what derails most staffing efforts: lack of time card processes, cash flow strain, legal exposure, and administrative overwhelm, all of which Agile is built to solve.
For recruiters accustomed to direct hire, this episode is a roadmap to scaling smarter. Charles shares his own entrepreneurial journey, the painful early years, and how focusing on operational excellence allowed him to support hundreds of recruiters in transforming their businesses. Whether you're a solo producer, agency owner, or W2 recruiter thinking about going out on your own, this episode offers tactical clarity and encouragement to help you take that next step without flying blind.
Charles’ Bio
Charles Causey is an expert in helping recruiters make contract (temp) placements as easily as permanent placements. With his deep knowledge of the in-country employment landscape and years of experience working in the USA human resources and recruiting sector, Charles has led the growth of Agile Partnering to providing a full suite of back office, EOR, and funding services.  With multiple appearances on the Inc 5000 list, Charles and his team are widely regarded as a leading resource for both UK and USA agencies. 
 
You can find Charles on LinkedIn at www.linkedin.com/in/charlescausey/Stop wasting money on lead-gen tools that don’t work. Learn how top recruiters are winning on LinkedIn with content, messaging, and automation—without spamming.  Get live coaching, ongoing support, and a proven system to drive revenue inside Digital Recruiter Bootcamp. Join now: DigitalRecruiter.io/bootcamp
 
Get the best and most current digital recruiting insights, tips, and strategies every Sunday—straight to your inbox, for free: https://www.digitalrecruiter.io/drnewsletter
 
For more information about Digital Recruiter, click HERE ---＞ https://linktr.ee/thedigitalrecruiter

#73- Gen Z Wants Purpose: Danielle Farage on Building the Future Workplace

EPISODE SUMMARY In this episode from the ERE Recruiting Summit in Las Vegas, Clark sits down with Danielle Farage, Gen Z expert, speaker, and content creator for a conversation that spans generational communication, workplace evolution, and building more intentional, human-centered organizations. Danielle shares what Gen Z really wants from employers, not just perks and flexibility, but purpose, clarity, and meaningful interaction with leadership.The conversation highlights how miscommunication across generations creates friction in hiring, retention, and daily operations. Danielle introduces frameworks like “connection, co-creation, and clarification” and shares why loyalty in Gen Z terms means investment, not tenure. She also explains how companies can modernize their employer branding and talent development by embracing new narratives, offering cross-functional growth, and giving employees a voice.Whether you're leading a recruiting firm, managing a team, or trying to engage younger talent, Danielle offers a fresh lens on how to connect across generational lines. With a balance of humor and depth, this episode is packed with practical insight on how to build better teams—without losing the human touch.
DANIELLE'S BIOYou can fine Danielle on LinkedIn LinkedIn or at daniellefarage.com
As an older member of Gen Z, she leverages public speaking and strategic storytelling to bridge gaps between leaders and talent, helping to create more inclusive, equitable, and dynamic workplace cultures. She envisions a world where everyone feels valued, supported, and fulfilled, both in the workplace and beyond. She brings people together to engage in meaningful conversations about how to reach that vision.
She believes that everyone deserves access to the knowledge and tools necessary to achieve personal and professional fulfillment. As a Work Futurist, she fosters an elevated awareness of the intersection between identity, culture, and work.
She also hosts a podcast that explores key topics such as developing hybrid strategies, Gen Z in the workplace, and the future of work and leadership. In her spare time, she focuses on building communities, asking challenging questions, and solo traveling.
Stop wasting money on lead-gen tools that don’t work. Learn how top recruiters are winning on LinkedIn with content, messaging, and automation—without spamming.  Get live coaching, ongoing support, and a proven system to drive revenue inside Digital Recruiter Bootcamp. Join now: DigitalRecruiter.io/bootcamp
Get the best and most current digital recruiting insights, tips, and strategies every Sunday—straight to your inbox, for free: www.digitalrecruiter.io/drnewsletter
For more information about Digital Recruiter, click HERE ---＞ linktr.ee/thedigitalrecruiter