Contrarian recruiting trainer finally reveals…

“The single BIGGEST needle mover for your billings and cash-flow when done right!”



Who Want To Escape From Bottom-Barrel Contingency


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If you’re looking for the single biggest needle-mover for your billings and cash-in, that will skyrocket your practice while the rest of the market is running scared, read on…

Here’s the deal:

Back before recruitment became the huge industry that it is now, the concept of a direct hire fee was largely unknown to all but recruiters and their clients. Even many candidates didn’t know how we were paid.

Such was the air of mystery surrounding the industry that my first mentor in this business told me to NEVER tell clients how we recruit, and to only send resumes AFTER you set up the interview.

And as a ‘smile n’ dial’ recruiter who had only just learned what direct hire fees were, to learn of these shadowy recruiters who (according to legend) had clients pay them upfront before even getting out of bed to start the search…well, needless to say I was fascinated.

I wanted to learn this dark art for myself, and despite what trainers would tell me (“Know your worth, and tell them you only work with money upfront.”) I was never able to actually make it work.

Prospects have a lot of options, and I just didn’t know how to move a client from a contingency-based mindset to a retainer-based mindset without resorting to preying on their desperation to get their critical opening filled yesterday.

So I always wondered: how do retained recruiters get, well, retained clients? It wasn’t until years later when I grew more nuanced in my thinking when I realized that it’s not that hard to sell retainers.

…to clients who are already looking for a retained recruiter.

It seems obvious when you look at it from this angle; selling retained search isn’t terribly difficult when you work in a retained firm, working with clients who are already looking to work with a retained recruiter on executive leadership roles.

As a result, these retained recruiters compete against 3 or 4 other retained firms, and that’s an entirely different kind of ‘sell’ that’s not applicable to contingency recruiters trying to move their clients up into the retained world.

Persuading an executive that you’re the best choice when they’re already looking for a retained option, is miles different from persuading an executive to pay a deposit when they’re looking for a contingent recruiter.

….even if paying a deposit is the smart move in their case.

Selling the benefits of a retained model to clients who have a contingency mindset is a completely different animal.

Just to be clear: when I’m talking about retainers I don’t necessarily mean fully retained work (third deposit up front, another third at a mid-point milestone, and the final third upon hiring the candidate).

I’m talking about higher level search; going from contingency to exclusive contingency, or from exclusive contingency to engaged search where they pay an upfront deposit only with contingency on the back-end, or from engaged search to fully retained.

So why is this relevant to those of you hardening your defenses for a rocky economy in 2023?

The obvious answer is moving from a 10-20% fill rate to 80%+, and what it can do for your cashflow.

But for the insightful among you who see the true lesson, it’s about how to move from ‘order-taker:’ “You need a widget? I gotta widget!” to ‘real influencer:’ “You need a widget? Let’s see if that’s truly your best option.” …as you sell the client on a different product that better solves their problem than a widget ever could.

This means…

Selling direct-hire search to a prospect who wants to use internal resources or job boards

Selling 30% to a prospect who’s butt puckers when they hear 20%

Selling exclusivity to a prospect with a dozen firms on their vendor list

Selling engaged or retained to a prospect who wants contingency

Selling your retained offer when a prospect wants to use one of the big-name brand retained firms

Do you see the difference between these scenarios and ‘order-taking?’

Selling them what they need vs just selling them what they want is oftentimes two very different things.

Remember that even retained recruiters can be order-takers. Don’t let their air of mystery fool you.

The secret is the way you position your service offering, and it’s this framework I learned from the SaaS industry that opened my eyes to how you can ‘productize’ your service to make selling higher-level search miles easier than just trying to muscle it over the finish line by hard-closing prospects.

So, without further adieu, I want to introduce you to my brand-new program:


In this extremely actionable training program, I’m going to show you exactly how to engineer and present your own contemporary WINNING HIGHER-LEVEL OFFER without using tired old scripts that used to work 20-years ago.

All without using low-brow tactics like false scarcity or taking advantage of a client’s desperation to fill a critical role.

Not only that, but I’ve got a HUGE BONUS I can’t wait to tell you about.

As part of this new program, I’m offering a full review of your winning higher-level offer.

Meaning, once you engineer YOUR WINNING HIGHER-LEVEL OFFER, send it to me and I’ll review it, tweak it, and make it shine for you.

That’s why I can only allow 50 recruiters into YOUR WINNING HIGHER-LEVEL OFFER.

Best part is, I’m not putting the training out as a live program, Instead, you can watch this at your leisure at any time, from the convenience of your smart phone.

All the video lessons are short, actionable, and are deadly effective. You can start implementing advanced tactics as soon as it’s released.

NOTE: this is a pre-release. All the video lessons will be loaded into the course content area on our mobile app, and will be released to you on February 6th.

That means, you can get a crazy good deal on this training at our pre-release price of $247.

Because once the training is live on our mobile app on the 6th (or when all 50 spots have been taken, which ever comes first) the price is going to be MUCH HIGHER next time we open it up for enrollment.

So if you want to get the very best deal on this training, because you’ll never see this low of a price on it ever again (and I may not offer up a FREE OFFER REVIEW ever again…we’ll see) sign up below and secure your access.


ONLY $247

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We’ve Worked With Over 400 Badass Firms Around The World. Here’s What Some Of Their Founders Have To Say:

Brian Polansky: Founder | Top Value Recruitment

I have never had anyone speak to me indirectly (through his marketing) in a way where they understand my world and my struggles more than David.

It was obvious. This guy gets it. He has lived it. Breathed it. Been successful at it…and now taught my peers how to turn the game on its head.

David’s program was the single greatest professional investment I have ever made.

I had my best 6 months in business ever…during covid. Because of his tutelage.

He has a model for success, he genuinely cares, and he is there to help.

Hanna Prinsloo: Founder | Stratsource

David is simply an amazing coach and teacher. I have learned so much on his Accelerator course, it has sharpened my skills in so many more ways than I could ever imagine.

His generous spirit, extraordinary knowledge, original approach – it is all amazing and fun! And you get the training from the frontlines, from someone who is in the business daily, testing, adjusting, growing. I found that so valuable, because all my past trainers didn’t work ‘in’ the business any longer; so there was a certain disconnect with what happens in the field every day. With David it’s always cutting edge, nothing stale here!

Josh Matthews: Founder | Endeavor Staffing

I’d already had a 20-year career in recruiting and staffing and a pretty darn good one at that. But I wanted to have a significant change in how I actually approached business and find out ways that I could have a small company but be able to have the reach of a much larger company.

And with his guidance, training, his program and the lighthouse methodology, I’ve been able to do just that. A lot of people can say this, but I don’t even make sales calls anymore, and I’m busy as I want to be. If you’re going to have a coach…I can’t think of anyone better than David Stephen Patterson.

It’s been the best decision I’ve made in my career.

Karen Sturgeon: President | KLA Industries

David is the most hands-on coach and recruiter trainer I have ever worked with. He has a deep understanding of the most up to date marketing tools and processes and applied it to the Executive Search Business, which is in dire need of an overhaul.

I have used his many suggestions to update my tired systems and processes, making recruiting a whole lot more enjoyable and profitable!

Engaging, and a very personable personality, available, and accessible is what keeps me coming back!

Nicolas Greppo: Founder | Le Recruteur Data

David is both an outstanding coach and one of the best players in our industry. …let me tell you a bit about the results.

The very first time I pitched my higher level offer, I got the equivalent of over 120,000 euros worth of exclusive retained search. And now, as we speak, I never work weekends, I only work exclusives. And I never discount my fees.

And beyond that, it’s such a peace of mind to realize that you’re not playing in the same league anymore. I mean, I don’t want to sound arrogant, but it’s really a change of paradigm in terms of how you position yourself and how you deliver your services to your clients and the value that you bring to your clients and also the candidates you work with.

Jay Veniard: CEO | Ventech Search

…this program is a no brainer. It’s changed my business. It’s changed the way that I approach recruiting and it changes the way that both hiring managers and candidates approach me.

So I am now fully completed with the program and I am sitting on right now, just from people that have contacted me through the marketing efforts that DSP taught me, I’m sitting on just under $300,000 in active searches.

This is a game changer. And if you want to change the game, if you want to change the way you approach recruiting and have a much better time, more stable income, more stable cash coming in, this is the way to go.

Laura Gonzalez: Founder | CDM Search

I would highly recommend David to anyone who believes, as I do, that digital marketing is the way to take your business to the next level.

He is not only an amazing recruiter, but also an incredible coach and mentor – I can honestly say that I got a lot more than what I signed up.

David not only shares his expertise in marketing but also many incredible tools that I already started using and know will continue to use.

He is a genuine and authentic guy who goes above and beyond to help and share his knowledge – I truly enjoy the coaching and look forward to our weekly group calls, they are not only full of knowledge but also funny and engaging! Without a doubt he is the best!

Erin Monahan: Founder | EFM Recruiting

David is a Master Recruiter coach!

He really is an expert in so many areas and is willing to share all of his knowledge. I have no idea how he has all of his energy or time, it’s pretty mindblowing.

The money I spent on the program, I have received tenfold back in my business already. I have learned so much in terms of marketing and sales especially – he knows every tool out there you could possibly know for your business and how to make it better. There is so much content in this program I struggle to finish it all, but it is so helpful. It is like graduate school for Recruiters.

I almost don’t want to get the secret out to other Recruiters in the business and keep it to myself but he has done so much for me already I have to do something back for him!

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