The Behaviours That Actually Drive Billing | Chris Hart (EP 86)

What’s the real reason most recruiters don’t perform… lack of knowledge, or lack of action?

In this episode, I’m joined by Chris Hart for a raw and honest conversation about recruitment performance, mindset, and why so many consultants stay stuck despite knowing exactly what they need to do.

Chris brings a no-BS perspective shaped by years in recruitment, leadership, and personal experience, including navigating mental health challenges and coaching others through similar struggles.

In a world full of advice, content, and “strategies,” this conversation cuts through the noise and focuses on what actually drives results, behaviours, consistency, accountability, and doing the work.

If you’ve ever thought “I know what to do, I’m just not doing it,” this episode will hit home.

Topics Discussed:

✅ Mental health in recruitment, awareness vs real solutions
✅ Why simple habits (movement, routine, structure) actually work
✅ The problem with bandwagon advice and surface-level content
✅ Why most recruiters already know what to do, but avoid doing it
✅ Coachability, ego, and why some people never improve
✅ BD struggles, fear of the phone, and taking action
✅ Why recruiters overcomplicate something that is fundamentally simple
✅ Inputs vs outputs, and why consistency always wins
✅ The difference between average performers and top billers
✅ Relentless follow-up and real persistence
✅ Contract vs perm mindset and pace
✅ Building genuine relationships vs transactional recruitment
✅ Using information to influence clients and candidates
✅ Why most recruiters don’t ask the questions they should
✅ Chris’s 1 Percent Better advice for recruiters

⏱ Timestamps:

00:00 – Intro and episode context
00:27 – Chris’s background and early conversation
02:00 – Mental health in recruitment
06:00 – Awareness vs solutions
12:00 – Simple habits and routines
18:00 – Burnout, journaling, and structure
24:00 – Accountability and doing the work
30:00 – BD struggles and fear of the phone
36:00 – Coachability and ego
42:00 – Cold calling and real conversations
50:00 – Contract vs perm mindset
58:00 – Relationships vs transactional recruitment
01:05:00 – Using information to influence outcomes
01:10:00 – Consistency and performance

🐋 Podcast Sponsor – SourceWhale

This episode is sponsored by SourceWhale, the multi-channel outreach platform I personally use and recommend to recruiters and founders.

SourceWhale helps you combine email, LinkedIn, calls, and tasks into one structured, consistent BD workflow, without relying on spray-and-pray automation.

👉 Book a demo here:
⁠⁠⁠⁠https://sourcewhale.com/book-demo/?utm_source=partner&utm_medium=podcast&utm_campaign=&utm_term=charles_kyriakou&utm_content=book_a_demo⁠⁠⁠⁠

Mention The 1 Percent Better Recruitment Podcast or my name, Charles Kyriakou, when you book.

🔗 Connect with Chris Hart
💻 LinkedIn: https://www.linkedin.com/in/chrismhart/

🔗 Connect with Charles Kyriakou
💻 LinkedIn: ⁠⁠⁠⁠https://www.linkedin.com/in/charleskyriakou1/⁠⁠⁠⁠
📲 TikTok: ⁠⁠⁠⁠https://www.tiktok.com/@charles.kyriakou⁠⁠⁠⁠
🍏 Apple Podcasts: https://podcasts.apple.com/us/podcast
📺 YouTube: https://www.youtube.com/@1PercentBetterRecPod
📰 LinkedIn Newsletter: ⁠⁠⁠⁠https://www.linkedin.com/newsletters/7244346543967731712/⁠⁠⁠⁠
🌐 Website: ⁠⁠⁠⁠https://www.inf1nitelearning.com/⁠⁠⁠⁠