At the RCSA’s Shape conference, something powerful happened and it didn’t come from the stage speakers.

It came from karaoke.

Well… Rockaraoke (karaoke with a live band).

I jumped up without a second thought – I used to be in a band, so a stage doesn’t scare me. But my Marketing Manager, Beth? Totally different story. Despite performing as a kid, she’s been stage-shy for years.

She didn’t want to do it.
She said no.
Fear said no.

So I asked her one question:

“What will the Beth of tomorrow think if she gets up on stage vs. if she doesn’t?”

Her response?
“Damn it Brett – don’t mindset me…”

But she did it.
And she smashed it.

Here’s the point: even if she hadn’t nailed the song, the win was already locked in. The win was facing fear.

And that’s the same battle recruiters fight every day.

Why overcoming fear in recruitment is so important

Recruitment is loaded with fear triggers:

• Making that first cold call
• Presenting fees to a new client or stepping into a fee negotiation
• Having tough conversations with candidates
• Walking into a networking event where you know no one

Fear whispers: avoid it.
But avoidance kills momentum.

Psychologists call it the “spotlight effect” – the belief that everyone is scrutinising us far more than they really are. What feels like failure to you is often invisible to others.

That’s why overcoming fear in recruitment isn’t about erasing nerves. It’s about acting in spite of them.

Practical ways recruiters can face fear

You don’t need a live rock band to test yourself. Here are three practical ways to build courage at work:

• Future You Check-In
  Before you duck that hard call, ask: “How will I feel tomorrow if I do this vs. if I don’t?”
  This reframing (known as prospective hindsight) highlights the regret of inaction and often tips you toward courage.
• Micro-Exposure
  Harvard psychologist Dr. Richard McNally emphasises exposure as the fastest way to weaken fear. In recruitment, that could mean:
  • Practising a client pitch with a colleague before the real thing
  • Role-playing tough candidate conversations in a team meeting
  • Gradually raising your activity level with small but consistent actions
• Redefine the Win
  Instead of measuring success by the outcome (landing the client, closing the candidate), measure it by the action: I made the call. I did the pitch. I leaned into the discomfort.
  This reframes “failure” as progress, which is key to overcoming fear in recruitment.

What’s your “Beth moment”?

For Beth, it was singing in front of a conference crowd.
For you, it might be:

• Picking up the phone to pitch a new client
• Presenting or negotiating your fees with confidence
• Finally putting yourself out there on LinkedIn

Fear is rarely about danger. It’s about discomfort. And discomfort is where growth happens – especially in recruitment.

So the real questions are:
👉 What’s your “Beth moment”?
👉 How will tomorrow you feel if you face it vs. if you don’t?

Your move.