EP 71 – The Real Difference Between Average and Great Recruiters in Today’s Market w/ Sarah Leete

What if the real reason some recruiters thrive long-term while others burn out, stagnate or disappear isn’t market conditions, AI, or competition… but the way they think, work and serve people?In this episode, I’m joined by Sarah Leete, Co-Founder of Lawrence Dean Recruitment, a business she has grown and led for over 15 years through recessions, market crashes, COVID, and now the rise of AI. Sarah is one of those rare operators who didn’t “fall into” recruitment, she chose it, and built her career on service, honesty, resilience and long-term relationships.We dive into what truly separates average recruiters from great ones, why customer service still wins in a tech-heavy world, how mindset and work ethic shape long-term success, and why AI will expose poor recruiters rather than replace great ones. This conversation is honest, grounded, and packed with real lessons from the coalface of recruitment, not theory or hype.If you’re a recruiter, leader or founder who wants to build trust, stand out in a crowded market, and create a career that lasts, this episode is essential listening.We explore✅ The real difference between average and great recruiters✅ Why customer service is still the ultimate competitive advantage✅ Short-term thinking vs long-term recruitment careers✅ Work ethic, resilience and what it really takes early in your career✅ Why great recruiters don’t rely on CV-sending✅ Partnership recruitment vs chaos-led contingency✅ Educating clients and pushing back with confidence✅ Where AI adds value, and where it damages candidate experience✅ Why AI won’t replace great recruiters, but will expose weak ones✅ Hybrid vs office working and how recruiters actually develop✅ Why listening is one of the most underrated recruitment skills✅ Building a reputation that compounds over time✅ Sarah’s 1 Percent Better tip for recruitersTimestamps00:00 – Intro and welcome02:00 – Sarah’s journey into recruitment06:30 – Building Lawrence Dean during a recession11:00 – Average vs great recruiter mindset16:00 – Customer service and candidate empathy22:00 – Work ethic, resilience and early-career realities28:00 – Partnership recruitment and client education35:00 – AI, automation and the future of recruitment43:00 – Hybrid working and recruiter development50:00 – Reputation, longevity and trust57:00 – Sarah’s 1 Percent Better tipConnect with Sarah LeeteLinkedIn: https://www.linkedin.com/in/sarah-leete-26652122/Connect with Charles KyriakouLinkedIn: https://www.linkedin.com/in/charleskyriakou1/TikTok: https://www.tiktok.com/@charles.kyriakouApple Podcasts: https://podcasts.apple.com/YouTube: https://www.youtube.com/@charleskyriakouLinkedIn Newsletter: https://www.linkedin.com/newsletters/7244346543967731712Podcast Sponsor – SourceWhale 🐋Mention 1 Percent Better Recruitment Podcast or my name, Charles Kyriakou, when you sign up by clicking the link below:https://sourcewhale.com/demo