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.

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