How Candidate-First Recruiting Built a $1.5M Firm

1. Episode Hook

Most recruiters chase clients.

Sarah Englade built a $1.5M firm by obsessing over candidates instead.

Register now: 🎯 2026 Sales and BD Recruiter Summit

https://bd-sales-recruiter-2026.heysummit.com/

2. Why This Episode Matters

If business development feels harder than ever, this episode flips the script.

You’ll hear how a candidate-first strategy can unlock warmer clients, faster deals, and more predictable revenue—especially in a crowded, AI-driven recruiting market.

3. What You’ll Learn

• The exact mindset shift that helped Sarah go from $0 to $1.5M in 18 months
• Why 60% candidate-focused BD outperforms traditional cold client outreach
• The hidden mistake recruiters make when they ignore unemployed candidates
• How to niche down without killing momentum (and when not to pivot)
• The simple activity framework (5–3–1) Sarah uses to stay consistent
• How personal branding on LinkedIn turns into inbound hiring conversations
• The money discipline rule that kept her firm alive during slow markets

4. About the Guest

Sarah Englade is the founder of Monarch Talent Solutions, a boutique search firm specializing in senior accounting, finance, and HR roles in Houston. She’s built a reputation for disciplined execution, candidate-first recruiting, and sustainable growth—without hype or shortcuts.

5. Extended Value Tease

Imagine your candidates becoming your best source of future clients.

Picture a desk where trust compounds, referrals come back years later, and your pipeline doesn’t collapse during slow markets. This episode isn’t about hacks—it’s about building a recruiting business that actually lasts.

6. Listen Now CTA

If you want to scale your desk without burning out or chasing every client, press play now. This is one every serious recruiter needs to hear.

7. Timestamp Highlights

• [03:45] Why niching down early accelerates trust and revenue
• [07:10] The fear most recruiters have about personal branding
• [10:20] How helping unemployed candidates created future clients
• [12:55] The $200K lesson from one former job seeker
• [15:30] Why candidate BD is the most overlooked growth lever
• [18:40] The tech stack Sarah actually uses (and what she skipped)
• [21:35] The 5–3–1 activity framework explained
• [24:10] “Aggressive patience” and why it matters
• [26:50] The danger of getting seduced by early success
• [30:15] How to survive tough markets without panic
• [33:20] Why reputation compounds faster than cold outreach

8. Sponsors Section

🚀 Atlas – AI-first ATS & CRM

Automates admin, syncs resumes/emails, and uses AI to build polished profiles and reports.

Try it free or book a demo → https://recruitwithatlas.com

9. Summit + Community Section

🎯 2026 Sales and BD Recruiter Summit

https://bd-sales-recruiter-2026.heysummit.com/

💼 Join the Elite Recruiter Community (all summits, replays, billers club + split space)

https://elite-recruiters.circle.so/checkout/elite-recruiter-community

10. Tools & Links Section

Free Trial: PeopleGPT → https://juicebox.ai/?via=b6912d

Free Trial: Talin AI → https://app.talin.ai/signup?via=recruiter

Free Trial: Pin → https://www.pin.com/

Signup for emails → https://eliterecruiterpodcast.beehiiv.com/subscribe

YouTube: https://youtu.be/Uv665HjdX2I

Follow Sarah Englade on LinkedIn: https://www.linkedin.com/in/sarah-englade/

Host Benjamin Mena: http://www.selectsourcesolutions.com/

Benjamin LinkedIn: https://www.linkedin.com/in/benjaminmena/