Why Signing Every Contract Is Hurting Your Business

If you're landing most of the contracts from your calls, one (or both) of these things is happening:

1) You're not having enough meetings.
That’s a “sales-only” pipeline.
You're only talking to people with immediate needs.

Usually:

• Referrals

• Desperate cold outreach replies

• Or the 5th agency they’re bringing in

2) You're signing deals that lead to $0 revenue.
They sign your contract…
Then disappear.
You don’t pull talent from their org, because technically they’re a “client.”

The result?

• Time wasted

• Candidates frustrated

• Your team losing trust in the process

The fix: build a system that constantly fills the pipeline.

Most recruiters say,
“Well I just got a bunch of reqs, so I’m not selling right now.”
That’s why their BD is inconsistent.

They think in sales, not systems.

Top recruiters always create momentum.
They don’t stop when it’s busy.
They stay visible, keep connecting, and keep qualifying.

So when they’re on a call?
They’re not pitching.
They’re learning.
They’re firm on fees.
They’re not desperate.

That posture is what actually closes deals.

Don’t build for feast-or-famine.
Build for consistency.