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2 New Episodes: Just crossed $1M in billings & Why Recruiters Lose Clients (And Don’t Even Realize It)

Latest Episodes: Just crossed $1M in billings & Why Recruiters Lose Clients (And Don’t Even Realize It)

Author

Benjamin Mena
March 08, 2026

This IS Your Year Recruiter Summit - Register NOW! 

e This Is Your Year Recruiter Summit kicks off on April 27th and it’s 100% free to attend live. Join 30+ expert speakers as they reveal the exact tactics behind landing more clients, closing bigger deals, and scaling faster in 2026. If you’re serious about increasing billings, this is your blueprint. - https://this-is-your-year-recruiter-summit.heysummit.com/ 
Special Guests: Mark Whitby, Mike Williams, Sharon Hulce, Brianna Rooney, and many more

LATEST EPISODES:

NEW: The $1M Biller Who Almost Went the Wrong Direction

Hey Elite Recruiters,
In this week’s episode of The Elite Recruiter Podcast, I sat down with Will Wegert, a recruiter who just crossed $1M in billings.

But the story behind that milestone is what makes this conversation interesting.

A few years ago Will had two of the best billing years of his career.

Then he did what a lot of recruiters do…

He chased the shiny object.

San Francisco.
New York.
Venture-backed startups.
Big coastal fees.

On paper it looked like the next level.

In reality, it almost cut his billings in half.

So instead of working harder or chasing bigger opportunities, he did something simple.

He pulled every deal he’d ever closed and asked one question:

Where is the money actually coming from?

The answer surprised him.

It wasn’t the big coastal markets.

It was Denver.

That realization led to a decision most recruiters struggle to make:
He started saying no.

No to markets outside his niche.
No to roles that didn’t fit his focus.
No to opportunities that looked bigger but weren’t aligned.

And everything changed.

In this episode, Will breaks down the strategy that helped him rebuild momentum and eventually hit a seven-figure year.

Some of the biggest takeaways from the conversation:

• Your niche is usually already in your data, most recruiters just don’t look closely enough to see it.

• Saying no is often the fastest way to grow your desk, focus builds trust in your market.

• Business development works best in layers, Will combines digital presence, face-to-face relationships, and direct outreach so each one reinforces the others.

• The breakout year wasn’t sudden, he calls it a “7-year overnight success.”

If you’ve ever felt pulled in too many directions with your desk, this episode is a powerful reminder that sometimes the biggest growth comes from going deeper instead of wider.

🎧 Listen to the full episode here.

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NEW: Why Recruiters Lose Clients (And Don’t Even Realize It)

If you’re “waiting to hear back”… you’ve already lost.

That’s the line that stopped me in my tracks during my conversation with Jamie Lupo.

After 18 years inside LHH helping teams fix broken desks and scale revenue, she’s seen the same pattern over and over again: recruiters don’t lose deals because of the market — they lose them because they give up control of the process.

In this episode, Jamie breaks down the small shifts that separate average recruiters from top billers. Things like scheduling debriefs before interviews even happen, asking deeper questions that uncover the real story behind a candidate, and turning simple reference calls into new client opportunities.

One of the most surprising parts of the conversation?

Jamie became a top biller without relying on all the fancy tech stacks recruiters obsess over today. Her edge wasn’t tools, it was process, curiosity, and control.

If your desk feels flat, if clients are ghosting you, or if you’ve caught yourself saying “just waiting on feedback” more than once this week…

You’re going to want to hear this one.

Atlas combines your ATS and CRM in a single, AI-powered platform. Try it free or book a demo →https://recruitwithatlas.com/

Part 1:

Part 2:

Elite Recruiter Community has launched

Recruiters rarely have a place to learn, share and grow together. That’s why I created the Elite Recruiter Community. As a member, you’ll get:

  • Unlimited replays of our AI Recruiting, Finish the Year Strong and Sales & BD summits.

  • Bi‑weekly live roundtables covering billing strategies, sourcing, business development and more.

  • Access to our Billers’ Club and split board – stay accountable and partner on deals.

  • A trusted network of peers who understand your challenges.

👉 Pricing is $49/month.

📈TRENDING TOPICS and THINGS I AM CURIOUS ABOUT

📲Recruiting Tools:

❓Thought of the week - Check out who you guys voted for in The Elite Recruiter Awards - https://www.eliterecruiterpodcast.com/blog/elite-recruiter-awards/ 

Ready to Level Up?

Ready to Grow Your Recruiting Revenue in 2026? - Register NOW! 

The This Is Your Year Recruiter Summit kicks off on April 27th and it’s 100% free to attend live. Join 30+ expert speakers as they reveal the exact tactics behind landing more clients, closing bigger deals, and scaling faster in 2026. If you’re serious about increasing billings, this is your blueprint. - https://this-is-your-year-recruiter-summit.heysummit.com/ 
Special Guests: Mark Whitby, Mike Williams, Sharon Hulce, Brianna Rooney, and many more