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How do high-performing recruiters build desks that last in a market driven by noise, speed, and short-term wins? Mike Dickson from [axr] Recruitment & Search, a recruitment veteran with over 30 years of experience across Scotland, New Zealand, and Australia, shares the real playbook behind long-term success in sales and marketing recruitment.

Mike didn’t just fall into a high-performing desk. He built one through strategic niche focus, consistent value creation, and an obsession with doing the basics better than anyone else. While others chase volume, Mike focuses on depth—spending more time in front of clients and candidates, leading meetings with the right questions, and positioning himself as a trusted market expert.

His approach to objection handling is simple but powerful: keep asking why until you uncover the real concern. His approach to retained recruitment? Make the value so clear that the client doesn’t hesitate. And his philosophy on KPIs? It’s not about the number of calls—it’s about how many real conversations you're having and the impact they drive.

Mike also reveals how content assets like podcasts, salary guides, and tailored reports build brand equity over time and keep you top-of-mind with the clients you want. His practical frameworks for structuring meetings, managing objections, and building lasting relationships offer a refreshing take on what real recruitment success looks like.

If you're building your desk or preparing to launch your own agency, this episode is packed with lessons that will help you shift from being reactive to becoming a consistent, high-value operator.

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