The Difference Between Good Recruiters & Top Billers | Ryan Collett (EP 99)

What separates a good recruiter from a consistently great one?Ryan shares the lessons he's learned over 16 years at SThree, from joining as a trainee after initially failing the recruitment process, to becoming a Sales Director responsible for building high-performing teams. We explore why consistency beats intensity, how the best recruiters build trust through genuine relationships, and why long-term success comes from mastering the fundamentals rather than chasing shortcuts.Topics Discussed:✅ What separates a good recruiter from a good biller✅ The importance of giving value before asking for information✅ Why recruiters need to play the long game✅ How to build a recruitment desk from scratch✅ Developing genuine expertise within your chosen market✅ Why curiosity can be more valuable than technical knowledge✅ Why successful recruiters consistently execute the basics✅ Setting daily non-negotiables and minimum expectations✅ How top billers stay focused and manage their time✅ Creating urgency and maintaining control of recruitment processes✅ Using testimonials, recommendations and case studies in business development✅ Building a personal brand without oversharing✅ Managing inconsistent consultant performance✅ Diagnosing the root cause of underperformance✅ Helping recruiters rebuild confidence, motivation and momentum⏱️ Timestamps:00:00 – Introduction & welcome00:45 – Ryan’s journey from trainee to Sales Director02:33 – The scale of SThree and the Leeds office04:34 – What makes a genuinely good recruiter?08:09 – Giving value before asking candidates for information10:26 – The give-and-take approach to candidate conversations13:39 – Playing the long game with prospective clients17:13 – How to build a recruitment desk from scratch19:45 – Curiosity, technical knowledge and removing your ego23:52 – Finding passion for your recruitment market28:40 – Immersing yourself in your industry30:52 – The impact recruiters can have on people’s lives33:17 – The difference between good recruiters and top billers34:54 – Consistency, focus and creating urgency36:33 – The boring habits behind extraordinary billings38:27 – Accountability, hard work and daily non-negotiables41:21 – Working longer hours versus working effectively45:15 – Protecting your focus and managing distractions47:31 – How leaders and founders can plan unpredictable days48:23 – The Ivy Lee Method and managing daily priorities52:42 – Using testimonials and proof in business development56:20 – Why recruiters should capture their success59:35 – Personal branding and humanising yourself online01:03:58 – Using shared interests to build stronger relationships01:07:35 – Managing inconsistent recruiter performance01:08:16 – Diagnosing the root cause of underperformance01:11:03 – Rebuilding passion, confidence and motivation01:13:06 – Holding consultants accountable for their activity01:17:00 – How recruiters can get 1% better01:18:25 – SThree hiring opportunities and Recutation01:19:04 – Closing thoughts🐋 Podcast Sponsor – SourceWhaleThis episode is sponsored by SourceWhale, the multi-channel outreach platform I personally use and recommend to recruiters and founders.SourceWhale helps you combine email, LinkedIn, calls, and tasks into one structured, consistent BD workflow, without relying on spray-and-pray automation.👉 Book a demo here:https://sourcewhale.com/book-demo/?ut...Mention The 1 Percent Better Recruitment Podcast or my name, Charles Kyriakou, when you book.Connect with Ryan:💻 LinkedIn:   / ryancollett  🌐 Recutation: https://recutation.com/🌐 SThree: https://www.sthree.com/Connect with Me:💻 LinkedIn:   / charleskyriakou1  📲 TikTok:   / charles.kyriakou  🌐 Coaching Website: https://www.inf1nitelearning.com/🌐 Podcast Website: https://www.the1percentbetterecruitme...🤖 MILO Tell Me More Link: https://ask-milo.com/