James Homer left a regional director job in Singapore with two young kids, a third on the way, and not enough savings to cover the risk. Eighteen months later his firm has billed just over a million dollars and takes retained searches off Korn Ferry, Egon Zehnder and Michael Page with a team of four.
The number is not what makes this worth your time. The way he got there is.
Before any of it worked, James spent ten thousand dollars on an AI outreach system that booked him exactly zero meetings in three months. He sat in cafes for sixty or seventy hours feeding in his ICP and his lists, and none of it returned a single conversation. Worse, the emails went out under his own name to people who had known him for a decade. One prospect wrote back to say he knew James had never been to Yale and had never had a beer at the bar the email invented. When James complained, the vendor told him the fake detail was the hyper specialization, and that a reply is still a reply.
Then came four months with no cash coming in at all. One member of staff to pay, a mortgage, three kids, and nothing landing. That was the stretch where his mantra stopped being a quote on a wall and became the actual situation. Nobody was coming to save him.
What pulled him out was going back to month one, which was him at night, after the kids were in bed, chasing job adverts and writing every email himself. In his first year that approach ran a twenty percent response rate and converted roughly eighty percent of meetings into job orders. It also produced his biggest client that year, six or seven placements from one cold email to a COO.
He is not anti technology. He was an early Atlas user, builds tools with Claude, and pays eighty dollars a month for inbox warming he calls the best return in the business. His distinction is simple. AI is a tool that helps you, not a machine that replaces you, and nothing goes out without human eyes on it.
The rest is the stuff nobody tells you. For his first two months, ninety nine percent of his emails went to spam because he had never heard of DKIM or DMARC. He set his entity up in the wrong country. He spent a hundred hours on a website he should have paid six hundred dollars for.
And then the part that reframes everything. James could have hired fifty people. He decided not to. His clients told him plainly that what they pay for is him on the search, not a polished pitch from a big firm followed by a junior they never met. He calls this the decade of the boutique, and after this episode you may agree with him.
Revenue figures in this episode are James's own.
What You'll Learn
Why his network did not follow him in year one, and what brought it back in year two The cold outreach routine that built his first ten clients from zero What ten thousand dollars of AI outreach actually bought him, in his own words How a four person firm wins retained searches against Korn Ferry and Egon Zehnder The email setup mistake that silently killed his first two months of business development Why he reset his ego about headcount, and what his clients told him they actually want The four quotes he runs his business and his life on
Finish The Year Strong 2026, September 28 to October 5. All live sessions are free. https://recruiters-finish-the-year-strong.heysummit.com/
This episode is brought to you by Atlas, the CRM that captures your calls, emails, LinkedIn messages and WhatsApp automatically so you can stop doing admin and get back to billing. https://recruitwithatlas.com/
Firm Leaders Summit, November 16 to 18. Live sessions are free. https://firm-leaders-and-owners-recruiting-summit-2026.heysummit.com
Connect with James Homer: https://www.linkedin.com/in/jahomer/
Join the Elite Recruiter Community: https://elite-recruiters.circle.so/checkout/elite-recruiter-community
Get the newsletter: https://eliterecruiterpodcast.beehiiv.com/subscribe
Oct 12 20261 h et 9 min
1 h et 1 min
1 h et 3 min
Sep 30 20261 h et 15 min
Sep 24 202640 min
1 h et 15 min
58 min
Sep 17 20261 h et 20 min