The Market Isn't Too Small. Your Strategy Might Be

What if you've already talked to every LO in your market? What if the pool feels saturated, picked over, or just plain stuck?

In this episode of Recruiting Conversations, I'll show you how to shift your mindset, redefine your opportunity, and build a rhythm that creates traction—even when your list is short. Whether you're in a small town or a crowded metro, this strategy will help you go deeper, not just wider.

Episode Breakdown

[00:00] Introduction – When your market feels small, what do you do? The answer isn't volume. It's clarity
[01:00] You're Not Stuck. You're Just Defining Opportunity Too Narrowly – Most leaders assume the list is exhausted when they've only made one or two touches
[02:00] Depth Over Breadth – Build a rhythm that stays in front of your market:

• Monthly value-adds

• Personal video check-ins

• Team stories and culture clips

• Consistent follow-up
  [03:00] Value Isn't a Job Posting – Real value is insight, encouragement, and strategy. It positions you as a thought partner, not a pitch person
  [04:00] Saturation Isn't the Issue – Most top LOs don't move from one pitch. They move from trust built over time
  [05:00] Rejection Is Not the End – It's just timing. Stay in the conversation so you're the one they call when it's time
  [06:00] Expand Your Definition of Opportunity

• Junior LOs

• Loan partners or processors

• Career-adjacent talent

• Agents considering a switch to lending
  [07:00] Build a Visibility Calendar – 50+ high-touch moments per year for every LO in your market. That's how you stay top of mind
  [08:00] Local Referrals Are Everything – In tight markets, relationships create recruiting momentum. Build influence with agents and community leaders
  [08:30] If You've Stopped Believing, Nothing Else Works – Mindset is your real ceiling. The market isn't too small. You've just stopped seeing it clearly
  [09:00] Weekly Challenge

1. Audit your recruiting list

2. Re-engage cold contacts

3. Share one valuable resource

4. Make one strategic referral ask

5. Post something that shows what your leadership feels like

Key Takeaways

• You're Not Out of Leads. You're Out of Rhythm – Consistency, not volume, is what moves the needle

• In Small Markets, Reputation Scales Faster Than Ads – People talk. Your brand is built on how you show up

• Don't Just Build a Pipeline. Build Familiarity – Value, visibility, and repetition make you unforgettable

• Redefine What Counts as a "Good Lead" – Great hires often come from places others overlook

• You Don't Need Everyone. You Just Need a Few Aligned People to Believe – That's how real growth starts

Your market might be small, but your impact doesn't have to be. Build your system. Stay visible. Lead with value. You'll win with depth.

Want help creating a recruiting rhythm that works—even in limited markets? Subscribe to my weekly email at 4crecruiting.com or book a strategy session at bookrichardnow.com. Let's help you recruit with clarity and consistency.