<description> &lt;p&gt;🔥 &lt;b&gt;SHOW NOTES — The Elite Recruiter Podcast&lt;/b&gt;&lt;/p&gt; &lt;p&gt; &lt;b&gt;Episode Title:&lt;/b&gt; &lt;i&gt;How a One-Man Recruiter Closed 22 Executive Searches by Doing What Others Won’t&lt;/i&gt;&lt;/p&gt; &lt;p&gt;&lt;b&gt;1. EPISODE HOOK&lt;/b&gt;&lt;/p&gt; &lt;p&gt; Most recruiters overcomplicate this business. Craig Picken built a multi-seven-figure executive search practice by doing the opposite—and he did it as a one-man army. This episode reveals how.&lt;/p&gt; &lt;p&gt;&lt;b&gt;2. WHY THIS EPISODE MATTERS&lt;/b&gt;&lt;/p&gt; &lt;p&gt; If you're tired of inconsistent billings, weak client relationships, or low-margin searches, this conversation will change how you operate. Craig shares the simple—but uncomfortable—moves that helped him win 22 retained searches and become the go-to recruiter in his niche.&lt;/p&gt; &lt;p&gt;&lt;b&gt;3. WHAT YOU’LL LEARN&lt;/b&gt;&lt;/p&gt; &lt;p&gt; • The niche strategy Craig used to dominate aviation &amp;amp; aerospace&lt;/p&gt; &lt;p&gt; • How he wins CEO/COO/CFO searches without going through HR&lt;/p&gt; &lt;p&gt; • His “dartboard framework” for mapping decision-makers&lt;/p&gt; &lt;p&gt; • The mindset shift that fixes most BD problems&lt;/p&gt; &lt;p&gt; • The one move that closes more searches: “get on the plane”&lt;/p&gt; &lt;p&gt; • How podcasting attracts PE firms + high-value clients&lt;/p&gt; &lt;p&gt; • The truth about counteroffers, burnout, and why simple beats sophisticated&lt;/p&gt; &lt;p&gt;&lt;b&gt;4. ABOUT THE GUEST&lt;/b&gt;&lt;/p&gt; &lt;p&gt; Craig Picken is a leading executive recruiter in aviation &amp;amp; aerospace. As a one-man boutique firm, he's built a reputation for elite placements and is trusted by CEOs and private equity leaders across the industry.&lt;/p&gt; &lt;p&gt;&lt;b&gt;5. EXTENDED VALUE TEASE&lt;/b&gt;&lt;/p&gt; &lt;p&gt; Imagine knowing exactly who to call, how to speak their language, and how to position yourself as the only recruiter worth hiring. Imagine landing higher-margin searches, working directly with decision-makers, and becoming the recognized expert in your niche. That’s the transformation this episode delivers.&lt;/p&gt; &lt;p&gt;&lt;b&gt;6. LISTEN NOW CTA&lt;/b&gt;&lt;/p&gt; &lt;p&gt; Want to become the recruiter clients seek out—not the one begging for job orders? Hit play.&lt;/p&gt; &lt;p&gt;&lt;b&gt;7. TIMESTAMP HIGHLIGHTS&lt;/b&gt;&lt;/p&gt; &lt;p&gt; 00:03:03 — From Navy aviator → elite recruiter&lt;/p&gt; &lt;p&gt; 00:07:04 — The moment that pushed him into search&lt;/p&gt; &lt;p&gt; 00:12:24 — Punching above your weight early&lt;/p&gt; &lt;p&gt; 00:15:04 — What to decline and why it matters&lt;/p&gt; &lt;p&gt; 00:16:48 — How writing + podcasting built authority&lt;/p&gt; &lt;p&gt; 00:21:16 — Turning podcast episodes into placements&lt;/p&gt; &lt;p&gt; 00:24:12 — Craig’s “dartboard” org-mapping system&lt;/p&gt; &lt;p&gt; 00:28:29 — Conference strategy that fuels his pipeline&lt;/p&gt; &lt;p&gt; 00:29:52 — Why flying out closes more searches&lt;/p&gt; &lt;p&gt; 00:37:40 — The Saturday that cost six figures&lt;/p&gt; &lt;p&gt; 00:41:37 — Why recruiters overcomplicate everything&lt;/p&gt; &lt;p&gt; 00:43:46 — How he structures retained fees&lt;/p&gt; &lt;p&gt; 00:52:15 — The question recruiters should ask&lt;/p&gt; &lt;p&gt; 01:02:46 — If you're afraid to call CEOs, this isn’t your business&lt;/p&gt; &lt;p&gt;&lt;b&gt;8. SPONSORS&lt;/b&gt;&lt;/p&gt; &lt;p&gt; 🚀 Atlas – AI-first ATS &amp;amp; CRM&lt;/p&gt; &lt;p&gt; Try it free or book a demo → &lt;a href="https://recruitwithatlas.com" target="_blank"&gt;https://recruitwithatlas.com&lt;/a&gt;&lt;/p&gt; &lt;p&gt;🌐 Recruiters Websites (10% off)&lt;/p&gt; &lt;p&gt; Mention Elite Recruiter Podcast → &lt;a href="https://recruiterswebsites.com/" target="_blank"&gt;https://recruiterswebsites.com/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&lt;b&gt;9. SUMMIT + COMMUNITY&lt;/b&gt;&lt;/p&gt; &lt;p&gt; 🎯 2026 Sales and BD Recruiter Summit&lt;/p&gt; &lt;p&gt; &lt;a href="https://bd-sales-recruiter-2026.heysummit.com/" target="_blank"&gt;https://bd-sales-recruiter-2026.heysummit.com/&lt;/a&gt;&lt;/p&gt; &lt;p&gt;💼 Join the Elite Recruiter Community&lt;/p&gt; &lt;p&gt; &lt;a href="https://elite-recruiters.circle.so/checkout/elite-recruiter-community" target="_blank"&gt;https://elite-recruiters.circle.so/checkout/elite-recruiter-community&lt;/a&gt;&lt;/p&gt; &lt;p&gt;&lt;b&gt;10. TOOLS &amp;amp; LINKS&lt;/b&gt;&lt;/p&gt; &lt;p&gt; PeopleGPT → &lt;a href="https://juicebox.ai/?via=b6912d" target="_blank"&gt;https://juicebox.ai/?via=b6912d&lt;/a&gt;&lt;/p&gt; &lt;p&gt; Talin AI → &lt;a href="https://app.talin.ai/signup?via=recruiter" target="_blank"&gt;https://app.talin.ai/signup?via=recruiter&lt;/a&gt;&lt;/p&gt; &lt;p&gt; Pin → &lt;a href="https://www.pin.com/" target="_blank"&gt;https://www.pin.com/&lt;/a&gt;&lt;/p&gt; &lt;p&gt; Email list → &lt;a href="https://eliterecruiterpodcast.beehiiv.com/subscribe" target="_blank"&gt;https://eliterecruiterpodcast.beehiiv.com/subscribe&lt;/a&gt;&lt;/p&gt; &lt;p&gt; YouTube → &lt;a href="https://youtu.be/RaLZYpvQRkM" target="_blank"&gt;https://youtu.be/RaLZYpvQRkM&lt;/a&gt;&lt;/p&gt; &lt;p&gt; Craig on LinkedIn → &lt;a href="https://www.linkedin.com/in/craigpicken/" target="_blank"&gt;https://www.linkedin.com/in/craigpicken/&lt;/a&gt;&lt;/p&gt; &lt;p&gt; Host: &lt;a href="http://www.selectsourcesolutions.com/" target="_blank"&gt;http://www.selectsourcesolutions.com/&lt;/a&gt;&lt;/p&gt; &lt;p&gt; Ben LinkedIn → &lt;a href="https://www.linkedin.com/in/benjaminmena/" target="_blank"&gt;https://www.linkedin.com/in/benjaminmena/&lt;/a&gt;&lt;/p&gt; &lt;p&gt; Ben Instagram → &lt;a href="https://www.instagram.com/benlmena/" target="_blank"&gt;https://www.instagram.com/benlmena/&lt;/a&gt;&lt;/p&gt; </description>

The Elite Recruiter Podcast

Benjamin Mena

How a One-Man Recruiter Closed 22 Executive Searches by Doing What Others Won’t

DEC 11, 202566 MIN
The Elite Recruiter Podcast

How a One-Man Recruiter Closed 22 Executive Searches by Doing What Others Won’t

DEC 11, 202566 MIN

Description

<p>🔥 <b>SHOW NOTES — The Elite Recruiter Podcast</b></p> <p> <b>Episode Title:</b> <i>How a One-Man Recruiter Closed 22 Executive Searches by Doing What Others Won’t</i></p> <p><b>1. EPISODE HOOK</b></p> <p> Most recruiters overcomplicate this business. Craig Picken built a multi-seven-figure executive search practice by doing the opposite—and he did it as a one-man army. This episode reveals how.</p> <p><b>2. WHY THIS EPISODE MATTERS</b></p> <p> If you're tired of inconsistent billings, weak client relationships, or low-margin searches, this conversation will change how you operate. Craig shares the simple—but uncomfortable—moves that helped him win 22 retained searches and become the go-to recruiter in his niche.</p> <p><b>3. WHAT YOU’LL LEARN</b></p> <p> • The niche strategy Craig used to dominate aviation &amp; aerospace</p> <p> • How he wins CEO/COO/CFO searches without going through HR</p> <p> • His “dartboard framework” for mapping decision-makers</p> <p> • The mindset shift that fixes most BD problems</p> <p> • The one move that closes more searches: “get on the plane”</p> <p> • How podcasting attracts PE firms + high-value clients</p> <p> • The truth about counteroffers, burnout, and why simple beats sophisticated</p> <p><b>4. ABOUT THE GUEST</b></p> <p> Craig Picken is a leading executive recruiter in aviation &amp; aerospace. As a one-man boutique firm, he's built a reputation for elite placements and is trusted by CEOs and private equity leaders across the industry.</p> <p><b>5. EXTENDED VALUE TEASE</b></p> <p> Imagine knowing exactly who to call, how to speak their language, and how to position yourself as the only recruiter worth hiring. Imagine landing higher-margin searches, working directly with decision-makers, and becoming the recognized expert in your niche. That’s the transformation this episode delivers.</p> <p><b>6. LISTEN NOW CTA</b></p> <p> Want to become the recruiter clients seek out—not the one begging for job orders? Hit play.</p> <p><b>7. TIMESTAMP HIGHLIGHTS</b></p> <p> 00:03:03 — From Navy aviator → elite recruiter</p> <p> 00:07:04 — The moment that pushed him into search</p> <p> 00:12:24 — Punching above your weight early</p> <p> 00:15:04 — What to decline and why it matters</p> <p> 00:16:48 — How writing + podcasting built authority</p> <p> 00:21:16 — Turning podcast episodes into placements</p> <p> 00:24:12 — Craig’s “dartboard” org-mapping system</p> <p> 00:28:29 — Conference strategy that fuels his pipeline</p> <p> 00:29:52 — Why flying out closes more searches</p> <p> 00:37:40 — The Saturday that cost six figures</p> <p> 00:41:37 — Why recruiters overcomplicate everything</p> <p> 00:43:46 — How he structures retained fees</p> <p> 00:52:15 — The question recruiters should ask</p> <p> 01:02:46 — If you're afraid to call CEOs, this isn’t your business</p> <p><b>8. SPONSORS</b></p> <p> 🚀 Atlas – AI-first ATS &amp; CRM</p> <p> Try it free or book a demo → <a href="https://recruitwithatlas.com" target="_blank">https://recruitwithatlas.com</a></p> <p>🌐 Recruiters Websites (10% off)</p> <p> Mention Elite Recruiter Podcast → <a href="https://recruiterswebsites.com/" target="_blank">https://recruiterswebsites.com/</a></p> <p><b>9. SUMMIT + COMMUNITY</b></p> <p> 🎯 2026 Sales and BD Recruiter Summit</p> <p> <a href="https://bd-sales-recruiter-2026.heysummit.com/" target="_blank">https://bd-sales-recruiter-2026.heysummit.com/</a></p> <p>💼 Join the Elite Recruiter Community</p> <p> <a href="https://elite-recruiters.circle.so/checkout/elite-recruiter-community" target="_blank">https://elite-recruiters.circle.so/checkout/elite-recruiter-community</a></p> <p><b>10. TOOLS &amp; LINKS</b></p> <p> PeopleGPT → <a href="https://juicebox.ai/?via=b6912d" target="_blank">https://juicebox.ai/?via=b6912d</a></p> <p> Talin AI → <a href="https://app.talin.ai/signup?via=recruiter" target="_blank">https://app.talin.ai/signup?via=recruiter</a></p> <p> Pin → <a href="https://www.pin.com/" target="_blank">https://www.pin.com/</a></p> <p> Email list → <a href="https://eliterecruiterpodcast.beehiiv.com/subscribe" target="_blank">https://eliterecruiterpodcast.beehiiv.com/subscribe</a></p> <p> YouTube → <a href="https://youtu.be/RaLZYpvQRkM" target="_blank">https://youtu.be/RaLZYpvQRkM</a></p> <p> Craig on LinkedIn → <a href="https://www.linkedin.com/in/craigpicken/" target="_blank">https://www.linkedin.com/in/craigpicken/</a></p> <p> Host: <a href="http://www.selectsourcesolutions.com/" target="_blank">http://www.selectsourcesolutions.com/</a></p> <p> Ben LinkedIn → <a href="https://www.linkedin.com/in/benjaminmena/" target="_blank">https://www.linkedin.com/in/benjaminmena/</a></p> <p> Ben Instagram → <a href="https://www.instagram.com/benlmena/" target="_blank">https://www.instagram.com/benlmena/</a></p>