The Make More Placements Show for Recruitment & Search Business Owners | More Placements | Higher Fees | Less Work | Fewer Headaches |

Walk into a doctor's surgery and tell the doctor what treatment you want. No questions, no examination, just exactly what you asked for. You'd never accept that. Yet that is how most recruiters run their client calls.In this episode, Terry breaks down why recruiters who hand over a pitch and a fee on request get squeezed on price, while the ones who diagnose first rarely have to defend their fees at all.You'll hear:The "pharmacy with the phone" mistake that kills your credibility on the first callHow a small agency owner went up against two other agencies on a £22k contingent search, asked one question, sat through the silence and walked away with it on retainedWhy whoever asks the questions controls the meeting, and how to set that agenda in the first 30 secondsThe questions that make hiring managers talk about the real cost of getting the hire wrong, so fees stop being the issueWhy the knowledge you pick up from daily client calls gives you more market data than most of your clients haveTerry's rule: no talking about your service until you've asked at least five questionsIf your last client beat you down on fee, ask yourself honestly whether you were too expensive or whether you showed up as a pharmacist.Listen, then take one number from your last client call: how many questions did you ask before you pitched?

There's a recruiter called Sean.He built a following on LinkedIn. He collected the interested prospects. He added them to the CRM. He added them to the mailing list. He never picked up the phone — because he was "warming them up."Six months later he lost 40% of his business to an in-house team, and one of those warm leads finally said 10 words to him he'll never forget: "I did message you, and you never came back."In this episode, Terry breaks down the silent revenue leak sitting inside every recruitment business right now — the warm hands that got put in a spreadsheet and left there.You'll hear:– The real reason you're not calling the people who already raised their hand (it isn't time, and it isn't laziness)– The "gym in January" analogy that reframes every prospect who's gone quiet– Why the fear of "seeming pushy" assumes something about your importance that isn't trueIf you've ever told yourself "I'll call them once I've done a bit more research," this is the episode to stop pretending with.

(Re-upload) What does it actually take to build a recruitment business worth selling?Not just one that runs. One that's genuinely valuable.Mike Ames has done it twice. First exit: £24 million. Second exit: £15 million. And in this interview, he holds nothing back.Terry Edwards sits down with Mike to unpack the full story: the strategy, the decisions, the mistakes, and the mindset shifts that most recruitment business owners never make.In this conversation you'll hear:How Mike structured both businesses to be attractive to buyers from the inside outThe mistakes he made on the first exit that cost him, and what he did differently the second timeWhat he still sees holding recruitment business owners back todayWhy most recruiters are building something they'll never be able to sell, and the simple shifts that change everythingWhat the journey from founder to exit really looks and feels likeWhether you're thinking about an exit in two years or ten, this conversation will change how you think about the business you're building right now.

Recruitment and search business owners: if you've hired a consultant who "should have been good" and they still haven't billed, this episode is why.Watch the free video on how we help recruitment and search firm owners fix this: https://makemoreplacements.com/vslIn our experience, two out of three consultants hired end up costing the business money rather than making it, once you account for salary, on-costs, and the time spent managing them. Most owners who make a bad hire blame the person, the market, or a lack of effort. It's almost never any of those. The real reason is harder to hear: you hired for the wrong reason, took a claim on trust that was never tested, and gave talent no system to work with. Hiring multiplies what already exists. Hire into nothing, and you multiply nothing.In this episode:Why hiring to solve a growth problem instead of a capacity problem sets the whole thing up to failWhy two out of three consultant hires end up costing the business money, not making itThe claim on a CV that owners never actually testThe difference between hiring for talent and hiring into a systemWhy "let systems run the business, and let people run the systems" changes how you hire from hereWatch the free video on how we help recruitment and search firm owners fix this: https://makemoreplacements.com/vslThis episode is sponsored by PlacementBox, our client attraction platform built for recruitment agencies. CRM, ATS and automated outreach in one system, so you get consistent client flow without living in cold call mode. placementbox.ioWho we are: Drew and Terry Edwards help recruitment and search business owners win better clients, higher fees and predictable pipeline without living on the phone.#RecruitmentBusiness #RecruitmentAgency #ExecutiveSearch #RecruitmentOwner #Hiring #Pipeline

We've all been sold the same myth: that successful people win because they've got ironclad discipline, and if you're falling behind, you're just lazy.It's a great story. It's also wrong.In this episode, Terry breaks down why discipline is the weakest tool in a recruitment owner's kit and why building your firm on "just trying harder" guarantees it eventually falls over. He explains why willpower works like a phone battery: you start the day at 100%, but every decision (chase the candidate, chase the invoice, write the proposal, post the video) drains it until you're running on 10% by mid-afternoon and blaming your own character.The fix isn't more grit. It's routines and systems that get the work done without relying on willpower at all.If you're a recruitment or search business owner who keeps starting strong and fading by lunchtime, this one reframes the whole problem.Topics: recruitment business owners, willpower vs discipline, decision fatigue, business development consistency, systems and routines, building a more profitable recruitment firm.