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

🔥 SHOW NOTES — The Elite Recruiter Podcast Episode Title: How a One-Man Recruiter Closed 22 Executive Searches by Doing What Others Won’t 1. EPISODE HOOK 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. 2. WHY THIS EPISODE MATTERS 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. 3. WHAT YOU’LL LEARN • The niche strategy Craig used to dominate aviation & aerospace • How he wins CEO/COO/CFO searches without going through HR • His “dartboard framework” for mapping decision-makers • The mindset shift that fixes most BD problems • The one move that closes more searches: “get on the plane” • How podcasting attracts PE firms + high-value clients • The truth about counteroffers, burnout, and why simple beats sophisticated 4. ABOUT THE GUEST Craig Picken is a leading executive recruiter in aviation & 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. 5. EXTENDED VALUE TEASE 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. 6. LISTEN NOW CTA Want to become the recruiter clients seek out—not the one begging for job orders? Hit play. 7. TIMESTAMP HIGHLIGHTS 00:03:03 — From Navy aviator → elite recruiter 00:07:04 — The moment that pushed him into search 00:12:24 — Punching above your weight early 00:15:04 — What to decline and why it matters 00:16:48 — How writing + podcasting built authority 00:21:16 — Turning podcast episodes into placements 00:24:12 — Craig’s “dartboard” org-mapping system 00:28:29 — Conference strategy that fuels his pipeline 00:29:52 — Why flying out closes more searches 00:37:40 — The Saturday that cost six figures 00:41:37 — Why recruiters overcomplicate everything 00:43:46 — How he structures retained fees 00:52:15 — The question recruiters should ask 01:02:46 — If you're afraid to call CEOs, this isn’t your business 8. SPONSORS 🚀 Atlas – AI-first ATS & CRM Try it free or book a demo → https://recruitwithatlas.com 🌐 Recruiters Websites (10% off) Mention Elite Recruiter Podcast → https://recruiterswebsites.com/ 9. SUMMIT + COMMUNITY 🎯 2026 Sales and BD Recruiter Summit https://bd-sales-recruiter-2026.heysummit.com/ 💼 Join the Elite Recruiter Community https://elite-recruiters.circle.so/checkout/elite-recruiter-community 10. TOOLS & LINKS PeopleGPT → https://juicebox.ai/?via=b6912d Talin AI → https://app.talin.ai/signup?via=recruiter Pin → https://www.pin.com/ Email list → https://eliterecruiterpodcast.beehiiv.com/subscribe YouTube → https://youtu.be/RaLZYpvQRkM Craig on LinkedIn → https://www.linkedin.com/in/craigpicken/ Host: http://www.selectsourcesolutions.com/ Ben LinkedIn → https://www.linkedin.com/in/benjaminmena/ Ben Instagram → https://www.instagram.com/benlmena/