Let’s start with what should be an obvious truth: Top billers aren’t the most talented at recruitment. They’re the most consistent.

If you’re sick of the yo-yo months, one cracking, the next absolutely cooked – it’s time to stop playing the “hope and hustle” game and build a desk that runs like a machine. Here’s how.

Lock In Your Non-Negotiables (Daily Habits That Print Money)

Consistency starts with what you do every single day, not when you “feel like it.”

Daily non-negotiables of top billers:

• 10+ client reach outs (new or existing)
• 2+ new candidate screens or interviews
• Follow-up on every active role
• Pipeline review (What’s moving? What’s not? Why?)
• 30 mins of BD / market mapping

Stick to it, even when you’re “busy.” Especially when you’re busy. The BIGGEST consistency I have seen in recruiters that tend to have yo-yo months is that when they have a lot of placements in their pipeline, they don’t maintain the necessary levels of BD to ensure the next month is just as full.

To some extend this is understandable – you have WAY more other tasks to do (interview preps, de-briefs, references etc) and they all take time, but consistency will come from ALWAYS pipelining.

Get Religious About Your Calendar

Don’t trust your memory, trust your schedule.

Top billers time block the tasks that they know will always keep their pipeline full.

• Deep work (outreach, BD, candidate calls)
• Meetings, interviews, process management
• Deal and pipeline review + next week prep

Bonus tip: Protect your power hours (8:30–11:30 AM – or whichever work best for you) like your commission depends on it… because it does.

Build a Repeatable Weekly Rhythm

A strong desk isn’t built in a day, it’s built on a rhythm and self-awareness of your own energy flows.

If you’re someone that KNOWS you are at your absolute phone-work best on Monday & Tuesday mornings for example, you should NEVER be doing admin or computer work at those times. You should be on the phone.

If you (like me) play footy on Thursday nights and are usually ratsh*t Friday mornings, this is the time you block out for your admin or zone-out work.

Whatever your energy flows are, create a rhythm around them – whether it looks like the following:

Monday: Prioritise your top 3 revenue moves for the week
Tuesday–Thursday: Execute like a beast (calls, screens, outreach, BD)
Friday: Review wins, losses, and gaps. Recalibrate.

Or if it’s completely different but WORKS FOR YOU, figure out your rhythm and live by it. Then, Rinse. Repeat. Dominate.

Use a Visual Pipeline (aka Your Deal Dashboard)

Out of sight = out of mind = lost revenue.

Create a live, visual tracker of:

• All active jobs (and I mean active, not things you’ve seen on Seek).
• Deal stage (and % to close – i.e. 1st or 2nd i/view, offer pending etc)
• Next step + owner
• Red flags or stall points (what could f*ck it up)

Check it every day. Update it religiously. This is your visual guide to exactly where you are at, what you need to generate and where your gaps are.

Track the Boring Stuff (It’s Where the Magic Is)

What gets measured gets improved.

Top billers know their numbers:

• CV to Interview ratio
• Time to fill
• Win/loss rate by client
• Where drop-offs happen
• Whatever stats are most important to their desk.

Set weekly targets. Track. Tweak. Repeat.

Systemise Your Follow-Up Game

Losing placements because you “forgot to follow up” is a f*cking rookie move and as harsh as it may sound, with how much automation is now available in the recruitment world, there’s really no excuse for it.

Use tools (CRMs, task reminders, calendar alerts) to:

• Check in at key stages
• Reignite cold leads
• Maintain warm client relationships

Automate what you can (and for me, it’s as much as possible cause who has time). Systemise what you can’t.

Build Consistency into Your Mindset, Too

Some days will suck. That’s life. What matters is staying in the game.

Build these into your weekly mindset maintenance:

• Daily wins list (Even if it’s small: “Did my outreach.” Tick.)
• Accountability buddy or manager check-in
• Time out for exercise / reset
• Treat yourself – not just for the wins, but for working hard. Remember to reward your efforts.

You’re not a robot but your desk should in many ways, run like one.

Bottom Line: You Don’t Need Motivation. You Need a System.

Want to bill $500k+ a year? $1M? Start acting like the recruiter who already does.

Build a desk that doesn’t rely on good moods, luck, or chaos. Build one that runs on consistency.

Because the most dangerous recruiter in the office isn’t the most talented.
It’s the one who consistently shows up and executes. every. single. day.