In this episode, I break down a powerful framework from Charles Duhigg’s book Super Communicators and apply it directly to recruiting. The best recruiters don’t lead with a sales pitch—they follow a natural flow of conversation: social, emotional, and decision-making. Understanding these three types of conversations will help you connect with recruits, build trust, and close more deals.

• [00:00] Introduction – Why communication is the #1 skill recruiting leaders need to master.

• [01:00] The Three Types of Conversations – Social, emotional, and decision-making—why the right order matters in recruiting.

• [02:30] Why Most Recruiters Get This Wrong – The mistake of jumping straight to the decision-making conversation and why it doesn’t work.

• [04:00] The Power of Social Connection – How relationship-building conversations create trust and open doors.

• [05:00] Emotional Conversations in Recruiting – Using dream-based recruiting to tap into what recruits truly want for their future.

• [06:30] Decision-Making Conversations at the Right Time – When and how to transition from emotional connection to discussing your opportunity.

• [07:30] How to Pivot If a Recruit Pushes for a Decision Early – Setting conversational goals to ensure you’re in the right type of discussion.

• [08:30] Why Selling First Creates Resistance – How leading with recruiting instead of relationship-building can kill deals before they start.

• [09:30] Final Thoughts & Book Recommendations – Why Super Communicators aligns with great recruiting strategy and how my book, How to Dominate Recruiting in a Digital World, connects with these principles.

1. Conversations Have a Natural Flow – The best recruiters start with social connection, move to emotional connection, and only then have a decision-making conversation.

2. Social Capital Comes First – Without trust and rapport, a recruit won’t engage in deeper conversations.

3. Dream-Based Recruiting Works – Helping recruits define their long-term vision builds emotional connection and influence.

4. Selling Too Early Pushes Recruits Away – Leading with recruiting instead of relationship-building reduces engagement and lowers your success rate.

5. Velocity Comes from Connection – Building the right type of conversations speeds up the recruiting process, rather than slowing it down.

If you want to recruit successfully, you must master the flow of conversation. Leading with connection instead of a sales pitch will change how recruits respond and dramatically improve your results. If you apply these principles, you’ll create more trust, increase engagement, and close more hires.

Want to refine your Recruiting? Subscribe to my weekly email at 4crecruiting.com or schedule a coaching session at bookrichardnow.com. For more insights, check out my book How to Dominate Recruiting in a Digital World!

In this episode, I explore the surprising parallels between recruiting and dating. From first impressions to long-term commitments, the way we engage with recruits is similar to how we build relationships. If you approach recruiting like dating—by focusing on connection rather than selling—you’ll build stronger, more meaningful relationships that lead to better hires and long-term retention.

• [00:00] Introduction – Recruiting and dating have more in common than you think! Why understanding this concept can transform your recruiting success.
• [01:30] Recruiting Is Like Dating – The process of sorting through candidates, handling unpredictability, and managing ghosting.
• [03:00] Why Selling Doesn't Work in Recruiting – Transitioning from a sales mindset to a relationship-building approach.
• [05:00] The Complexity of Career Changes – How recruits weigh major life decisions and why leaders must guide them with empathy.
• [07:30] The Slow Build vs. The Quick Close – Why recruiting isn’t about rushing but about building a foundation of trust.
• [10:00] The Ideal First Contact – Crafting a compelling, non-sales-driven first conversation with a recruit.
• [12:00] The Progression of Relationship Recruiting – Moving from initial conversation to deeper engagement without forcing commitment.
• [15:30] The Power of Affirmation in Recruiting – Why affirmation is one of the strongest motivators in both dating and recruiting.
• [18:00] Serving Before Asking – Why giving value first leads to stronger, more successful recruiting relationships.
• [21:00] Dreaming With Your Recruits – How asking about their dreams over the next five years creates lasting loyalty.

1. Recruiting Is About Relationships, Not Sales – Selling opportunities too early creates resistance, while relationship-building fosters trust.
2. Slow Down to Speed Up – Just like dating, recruiting requires a natural progression to be effective.
3. Affirmation Builds Connection – Encouragement and recognition go a long way in both recruiting and leadership.
4. Put Their Interests First – Giving value before making an ask makes recruits more open to future opportunities.
5. Help Recruits Dream – Leaders who help people reach their long-term goals will attract and retain top talent.

Recruiting isn’t about pushing opportunities—it’s about building trust and offering value over time. The best recruiters act like great relationship builders, leading with curiosity, affirmation, and genuine interest in their recruits' success. If you focus on relationships over transactions, your recruiting and retention will transform.

Want to build better recruiting relationships? Subscribe to my weekly email at 4crecruiting.com or schedule a coaching session at bookrichardnow.com. Let’s refine your recruiting strategy together!

Losing a recruit can feel like a major setback, but it doesn’t have to be the end of the story. In this episode, I share six critical steps to take after losing a recruit—actions that will keep you relevant and increase your chances of eventually winning them over. If you want to build a system that ensures you never truly lose a great recruit, this episode is for you.

• [00:00] Introduction – The challenge of losing a recruit and why handling it correctly can turn losses into future wins.
• [02:00] The Reality of Recruiting – Why losing a recruit is inevitable but how you respond determines your success.
• [03:30] The Power of Belief – How your confidence in a recruit’s fit can impact their decision-making process.
• [05:00] The Aha Moment Strategy – Why creating an "epiphany bridge" is essential to shifting a recruit’s perspective.
• [07:30] The Roadmap to Business Growth – How offering a clear, structured plan can make you the most valuable option.
• [09:00] Why Many Recruits Have Doubts – The data behind why 25-35% of recruits leave their new job within 90 days.
• [10:30] The 90-Day Retargeting Plan – How to remain relevant with a recruit who chose another company.
• [12:00] The Six Touchpoints – A structured approach to checking in every 15 days for three months.
• [13:30] Day One Strategy – How to offer immediate value by helping recruits optimize their transition.
• [15:00] Creating Value in Follow-Ups – How to craft messages that keep the conversation open and build trust.
• [17:00] The Long-Term Play – Why staying in contact beyond the initial 90 days increases your chances of bringing them back.

1. Losing a Recruit Isn’t the End – Many recruits second-guess their decision, making follow-up critical.
2. Confidence Creates Influence – If you truly believe a recruit belongs on your team, communicate that with conviction.
3. Create an Aha Moment – Provide a clear roadmap to success that helps recruits see you as the best choice.
4. Follow the 90-Day Plan – Engage with lost recruits every 15 days through six structured touchpoints.
5. Offer Immediate Value – Help recruits optimize their transition, even if they choose another company.
6. Play the Long Game – Keep the relationship open and be the first person they think of when reconsidering.

Recruits who leave aren’t always gone forever. By staying engaged, providing value, and structuring your follow-ups with intentionality, you dramatically increase your chances of winning them back. Every lost recruit is a future opportunity—if you handle it the right way.

Want to refine your recruiting follow-up system? Subscribe to my weekly email at 4crecruiting.com or schedule a coaching session at bookrichardnow.com. Let’s build a system that ensures you never truly lose a great recruit.