In this first episode of The Recruitment Edge with Ez Khan, Ez breaks down one of the biggest challenges recruiters face right now: business development.
Despite the rise of AI, email automation, and social media outreach, the recruiters seeing the biggest wins are still the ones picking up the phone.

Ez shares why recruiters avoid BD calls, what’s actually behind their fear, and the simple system that can transform your client conversations in just four weeks.

Key Points

• Why BD calls matter more than ever:
  With every recruiter sending the same emails and LinkedIn messages, the phone has become the new “blue ocean.”
• Common excuses recruiters tell themselves:
  • “No one answers the phone.”
  • “Calls don’t work in my market.”
  • “It’s faster to send an email.”
• Ez’s counter: Volume beats doubt. Do 100 outbounds in two days, track the data, and see the truth for yourself.
• Practical structure to follow:

• 1. Start with existing clients (there’s always more BD to be done).
  2. Reconnect with lapsed clients.
  3. Reach out to warm prospects.
  4. Block 1 hour per day for BD calls—no distractions, just focused action.

• Follow-up is where success happens: Most clients respond after multiple touchpoints, not one.
• The mindset shift:
  “BD is not about scripts. It’s about conversations.”

Ez’s Key Quote

“The real way to stand out in a noisy market is to engage another human being one-on-one. You can’t influence someone through a mass email.”

Takeaway

If you want to win more clients, don’t overcomplicate it. Start with the basics: pick up the phone, do the reps, and let consistency build confidence.