The Lone Recruiter

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 this ep, we cover: Starting a recruitment business in lockdown Mindset and resilience under pressure Discipline, habits, and controlling the controllables Productivity as a working parent Resetting without burning out If you’re serious about long-term success in recruitment, this one’s for you. LAUNCH 2026 Tickets are almost sold out. Grab yours before they’re gone.

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 always beat quick wins. This conversation is also a taste of what’s coming live on the 2026 Launch Tour, where Eva will be joining us on stage in Brisbane. Tune in to hear about: How a cruise ship career shaped her leadership and people skills What it actually took to hit $1M, then $2M+ Why exclusivity beats contingency every time Surviving the GFC, COVID, and market winters The resilience habits that keep top recruiters standing What she would tell herself if she could rewind 15 years If you are serious about long term success in recruitment, not just this year but the next decade, this one is essential listening. Follow The Lone Recruiter for more episodes in the Million Dollar Mindset Series and details on the 2026 National Launch Tour.

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 business chasing 👉 How long-term thinking creates repeat clients and referrals 👉 The mindset difference between short-term wins and career longevity 👉 Resilience, stubbornness, and learning through small mistakes 👉 Energy management in a high-demand recruitment desk Eliott will also be joining the Launch Tour as a Q&A panellist with events hitting Perth, Sydney, Brisbane, Adelaide and Melbourne. 🎟️ Tickets are selling fast - https://www.rcsa.com.au/Site/Site/News/Latest_Insight/2026/01-Jan/Launch_2026_The_Mindset_Reset_Every_Recruiter_Needs.aspx

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 that create massive results. 👉 Doorframe triggers & affirmations: Simple tweaks that can change the way you show up every day. 👉 Science meets art: How to reverse-engineer placement ratios to hit your revenue goals. 👉 The habits of elite billers: What the top 1% do differently, and why most recruiters don’t even try. If you want to think bigger, act smarter, and finally take control of your results, this episode is a must-listen. Trust me, this isn’t theory – these are the exact tools and mindset shifts that create million-dollar desks.

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 patch instead of working harder 👉 Having better, more honest client conversations 👉 Re-mapping A, B, C (and H) grade clients 👉 Turning warm clients into consistent revenue 👉 Planning energy, sprint periods, and recovery 👉 Why now is the best time to run a salary survey 👉 Defining what growth really looks like for you this year   This isn’t hype. It’s practical, deliberate planning that pays off later when everyone else is reacting. As always, have an amazing day! Here’s to a strong, intentional 2026!

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 about managing energy instead of time, the power of the reverse bucket list, why over-engineering is killing productivity in recruitment, and what recruiters must do to stay relevant as technology and AI accelerate faster than ever. This is a deep, thoughtful conversation about leadership, longevity, and doing work that genuinely matters. Tune in for: 👉 How Natasha balances being a CEO, board member, mum, and million-dollar biller 👉 The reverse bucket list and why removing things can be more powerful than adding them 👉 Managing energy instead of time 👉 Why simple processes outperform over-engineered ones 👉 How to stay human and commercially relevant in an AI-driven future 👉 What 2026 will demand from recruiters mentally and professionally This ep is part of our Million Dollar Mindset Series, built to challenge how you think, work, and lead as we head into 2026. Every guest in this series is someone I’ll be interviewing live on stage at the RCSA Launch events in February. Real operators, real numbers, real lessons from the top end of recruitment. If you want to experience these conversations live, grab your RCSA Launch tickets and I'll see you on the road.

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 the market, and by Friday I’m getting results. Tune in to learn: 👉 What to do on Day 1 and Day 2 when your brain and body aren’t ready to sprint 👉 How to cleanse your inbox, desk, and mindset for a strong reset 👉 How to plan your 2026 targets, outcomes that matter, and weekly metrics 👉 Why the reverse bucket list could be one of your biggest unlocks this year 👉 When to hit the phones and when not to 👉 The minimum outcomes you should aim for by Friday to start the year strong It's time to set the foundation for a powerful start to 2026, with plenty more to come over the weeks ahead. As always, like, share, and subscribe. It genuinely helps the show grow. And if you’re serious about pushing toward high-bill performance, I’ll see you on the road very soon. LAUNCH Event: https://www.rcsa.com.au/Site/Shared_Content/Events/Upcoming_Events.aspx?Keyword=launch 

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 Christmas and what the recruitment market is shaping up to look like next year. Thank you for listening this year. We’re back in January with big plans, including the Million Dollar Mindset series and a national live tour. Earlybird tickets are available until Dec 21st, with limited venue capacity. Join our mailing list and you’ll receive the TLR-only discount that will save you a pretty significant amount of $$. Subscribe: https://thelonerecruiter.com/subscribe Event: https://www.rcsa.com.au/Site/Shared_Content/Events/Upcoming_Events.aspx?Keyword=launch 2026 As always, have an amazing day and may all your Christmas miracles come true.

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 success before it even begins. Tune in for: 👉 Why slowing down in December costs you momentum and money 👉 What to focus on if deals, ads, or projects are already in motion 👉 Why being fully on or fully off beats dragging things out 👉 How smart December activity sets you up for a stronger January This is about discipline, clarity, and finishing the year properly so you can actually switch off when the time comes and come back ready to go.

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 engagement (and how to fix them fast) 🎣 How to find the one spectacular angle that will magnetise your ideal candidate 🎣 A killer real-life example of an angle that transformed candidate response overnight 🎣 What to ask clients when you “can’t find an angle” 🎣 Why quality applicants beat 50 bland ones every day of the week

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 clarity you need. Tune in for: 👉 What RPS Plus actually includes 👉 The big difference between the traditional recruiter license and RPS Plus 👉 The AI agent and why it makes me nervous 👉 The new client targeting features 👉 The candidate search upgrade that genuinely impressed me 👉 Real testing: the 10 percent uplift that shocked me 👉 Whether I think it’s worth upgrading If you get value from this ep, don’t forget to like, share, and subscribe. It really helps the show grow.

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 15 minute walk can unlock stalled deals 👉 Practical ways to protect and rebuild your mental bandwidth If your desk is not performing and nothing is sticking, this episode shows you what is really going on and how to get your momentum back.

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 instantly. This is a fast, focused mindset tool for the days that knock you around. Tune in for: 👉 What to do in the first two seconds after bad news 👉 The two activity rule that resets your rhythm 👉 Why quick action shrinks overwhelm 👉 How to rebuild momentum in minutes, not hours Subscribe to The Lone Recruiter to get a discount code for the best pricing on LAUNCH 2026: The Mindset of a Million Dollar Biller. 

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 and every top performer I’ve ever coached. In this episode, I’ll break those six traits down - what they are, why they matter and how this event will take them to a whole new level. If you’ve ever felt stuck, inconsistent, or ready for a bigger version of yourself in 2026 - this is where it starts. Grab your TICKETS now before they’re gone. This one will sell out fast! 

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 working longer hours. Tune in for 👉 What time blindness actually is 👉 Why it’s so common in recruitment 👉 How it affects calls, productivity and billings 👉 Practical fixes you can apply today 👉 How shorter work windows can dramatically increase output 👉 How to use time blocks, calendars and timers the right way

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” rule that changes the way you book interviews 👉 Why recording yourself might be the best coaching tool you’ve got If all you take away from this ep is more awareness of what you’re saying and how it sounds, you’ll already be ahead of most recruiters.

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 leads Want the full 2025 LinkedIn Playbook? Subscribe to: https://thelonerecruiter.com/linkedin-algorithm-playbook/ and get the algorithm breakdown straight to your inbox!

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 scaling your content

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 deals that will not happen. Tune in to learn: 👉 What Hopium is and why hope is not a recruitment strategy 👉 How to identify when actions and words are misaligned 👉 Practical ways to read client and candidate intent 👉 How to make better decisions and increase your placement success

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 running smoother, faster processes 👉 What an ideal hiring process actually looks like 👉 The one question to ask that opens the door to change Let’s raise the bar for client partnerships and make every process one you’d be proud to show off.