Support the show

· Our Website is: xrecruiter.io

In this episode of Confessions of a Recruiter, we explore the core pillars of business development: lead generation and prospecting, discovery calls, job briefs and needs analysis, objection handling, and trust building. A key focus is placed on how recruiters can use personal branding and video content as powerful tools for generating leads and building credibility.

Harvey Rivers and Adam Powell join us to share how they went from agency recruiters to launching HARWELL, a seven-figure recruitment business built in just two years on the Gold Coast.

From high-volume outreach in the early days to a more refined, relationship-led approach, they break down their frameworks for discovery calls, handling objections (including their ANOT method), and fee negotiations. They also share how they confidently secure 50 percent retainers upfront by demonstrating clear and compelling value to clients.

For recruiters looking to level up or start their own agency, this episode offers practical advice, tested strategies, and valuable insights into what it takes to build a recruitment business with purpose and impact.

Support the show

· Our Website is: xrecruiter.io

Support the show

· Our Website is: xrecruiter.io

From martial arts champion to global recruitment leader, Ed Glover's remarkable career journey demonstrates how early discipline shapes professional success. Raised by a special forces father with a "if you're not first, you're last" mentality, Ed channeled that competitive spirit into multiple high-performance careers across three continents.

Ed's candid conversation reveals pivotal moments that shaped his path – from watching his father receive a medal from the Queen, to moving out at 15 and supporting himself through university, to being shown a £47,000 monthly payslip that convinced him to enter recruitment. His entrepreneurial spirit led him to launch his own agency after just two years in recruitment, navigating the challenges of rapid growth and cash flow management during the GFC.

The discussion offers fascinating insights into recruitment across different global markets. Ed shares how he transformed Michael Page's approach in San Francisco, abandoning pinstripe suits when meeting hoodie-wearing startup founders, and learning to "expand everyone's expectations" to create successful placements. His later roles at LinkedIn and Gartner taught him valuable lessons about enterprise sales and understanding that only two things truly matter in any deal: power (decision-makers) and urgency.

Now as Business Director at XRecruiter, Ed helps recruiters launch and scale their own agencies with the support he wishes he'd had. His perspective is refreshingly honest – addressing both the incredible rewards of independence and the challenges that held him back. For anyone considering their next career move, Ed's story demonstrates that success isn't linear but comes from continuously challenging yourself and recognizing when you're at your happiest.

Support the show

· Our Website is: xrecruiter.io