How To Scale Your Recruitment Agency to 80k A Month with ZERO experience - Sam Sami

We specialize in accounting and finance professionals all across Canada. That was, you know, full time corporate employee, you know, started my journey now three, three and a half years now.

What was that transition like?

How were you feeling? Yeah, I remember going through the program. It was a, the first foremost thing I think was a huge mindset shift in terms of being comfortable with the job. Instead of really focusing 100% just on the business, I was focused on my mindset as well. A lot of that mind shift really helped me in the start of it lays the foundation properly. Within the first three months I had about 30,000 or so in place. Three, three to four months and after that things started to consistently be about 10, 15k a month and then 30k a month. Once we got to the 30k a month that's when I got into the Mastermind program.

Hello ladies and gentlemen, welcome to today's episode. I'm thrilled to have a very exciting guest. Goes by the name of Sam Sami. Sam is a recruitment agency owner and he's been part of the agency blueprint program for over, I think 18 months now. Sam's came a long way. So he started off and you're going to hear a lot about his journey, how he started off in recruitment and to where he is now. A lot of the challenges, a lot of the roadbloc experience and a lot of the successes and to where he is today. So welcome Sam and thanks for your time.

Yeah, great Gene, Good to see you.

Awesome. So for the audience that doesn't know you, do you want to just tell them a little bit about what your agency does, where you're based and sort of like going back to how you started?

Yeah, definitely. So you know, traditionally I was an accountant, a CPA professional and our company here, Finland Crew, we specialize in accounting and finance professionals all across Canada. Really? And yeah, we're really there to help find our clients, you know, their niche requirements when it comes to accounting professionals and whatnot. And just a little bit about me I guess before I moved into recruitment I was you know, full time corporate employee working in like corporate finance functions for a number of different companies. And when I started my journey now I think it's almost been about three, three and a half years now, but it's been great.

Wow, awesome. So basically you're based in Canada, is that right?

In Canada? Yeah. Toronto.

Yeah. So walk us through then. So in terms of like you started off is in financial accountants and then like what made you want to actually start a recruitment agency?

Yeah, very interesting. Honestly, like this Was, you know, I've always kind of played around with a number of businesses and I think I always had that kind of entrepreneurial bug in me. I think it also kind of came from the environment I grew up in. My family had a weekend stall at, you know, the local. I didn't know. Something we call it farmers market, but we call it flea market. Ever Since I was 4 or 5, I remember my parents taking me with them every weekend. Like, we never had a normal childhood. Like every weekend I was there at the bazaars with them. But, you know, we're. We're kind of taught parents, like, you know, go to school, go to university, get a good education, get a job. So I did that. And once I completed all of that, I always had that bug in me. And I was always thinking about different businesses and doing different things, even while I was working. And I just knew that it was kind of like the right thing for me. And, you know, though, I. I didn't really come from a recruitment firm X experience, I kind of dabbled into it myself, kind of with someone else for a little while. But, you know, it just kind of started from there.

That's awesome. So in terms of like, what made you think about starting in finance? Because I know obviously that's the industry. And I say to a lot of people that start mount, if you don't have recruitment experience, you. You definitely need like niche industry experience. So walk me back to that transition then because, like, when you were about to quit your job and start up, like, what was that transition like? And what. How are you feel?

Yeah, no, that's a great question. Going back, bringing back a lot of emotions because it's still pretty fresh, right? Like two to three years. But I remember, you know, going through the program, it was a. The first foremost thing, I think was a huge mindset shift. Mindset shift in terms of being comfortable with the job. You're going to get paid bi weekly regardless of whatever you do. And going into a business where you kind of feel like you're all by yourself, really. And I think honestly a lot of the support from the group and yourself, I think the first couple of months, I think I was lucky where instead of really focusing 100% just on the business, I was focused on my mindset as well. And you know, I read that book, Cypress Cybernetic and Felix Dennis. What was it called? I think you mentioned that how to Get Rich. How to Get Rich, right, yeah, exactly. And he mentioned that my salary is the drug they give you. Right? Or it's don't get too comfortable with a salary. You're never going to be able to kind of get out of it. So I think early on it was just, you know, starting up the basics, getting my mind shift changed and I think a lot of that mind shift really helped me in the start of it because then it kind of just lays the foundation properly, you know. You know, it's going to be a lot of tough work in the beginning. It's not easy, especially when you start.

Yeah, for sure. Because like when you started out and just remind me again, when you did start some. Did you.

Yeah.

You started the agency then did you join Recruiter Accelerator? What was the transition of when you started and you had your job, didn't you?

Yeah, yeah. So I was working. I was still working full time, so I didn't quit my job right away and I. I slowly kind of transitioned. I think it was after a year. Year and actually a year or so. So I think my start was a little bit slow. I was still in my full time job and you know, you're not really 100% into the business and I didn't see my full result until I left my job and. Okay. And I was 100% in. But basically I started with Recruiter Accelerator and I was still working full time, but it kind of gave me the ability. Right. To start up and then have that support system.

Yeah. So how long was it until you managed to quit your job and then.

When you went all in a year and a half. Exactly. The issue that I had was I got married six months after and planning everything. Everything. And honeymoon phase and all of that traveling a little bit. So that kind of wiped out like three, four months right there and then ramping up again. Plus the market was a little different in 2020. Right. So. But it was exactly a year and a half where I eventually quit my job. But I definitely think it's possible for someone to do it much quicker than that. I think my situation is a little bit different.

Yeah. Because I know we've got people in the program that have done that maybe for two, three, four months and then transitioned over once they've got enough clients. And I think looking back, you probably could have done the same, but there's obviously personal circumstance as well.

Yeah, exactly.

What was the Eureka moment for you to hand? You know, saying what. What happened? Did you make a placement? Did you get enough clients to give you the confidence? What was it?

Honestly, it. I still, I believe I had one small placement done. It was actually a really funny Story though it. So I was, you know, with the systems we have, was reaching out on LinkedIn and I accidentally reached out to one of my ex colleagues that was still working in the same company at the time. He's like, hey man, what are you doing? You got two gigs going on. And I'm like, oh, and this guy is literally the same part of the same team we're all working in. And then he's like, hey, don't worry about it. Because he, he got a new job, a new manager job. So he's like, hey, I'm going to be quitting somewhere. And then funny thing was, two weeks later he messaged me that he needs to hire someone. And I was like, sure, I'll help you. So it was like kind of like a weird situation where I got, that was my first role, we filled it. But basically I think it was just, I was frustrated because I knew that I'm working full time and you know, I'm one foot is kind of in work and one foot is working on the business. And I knew that I have to be 100% in and fully committed if I wanted to work. So it was just really that. And I think the trigger point for me, I was kind of frustrated. Something happened where I was kind of just frustrated. Not at work, but I was frustrated with not getting results quick enough and it just kind of pushed me to the next step and I gave in my notice and was just fully dedicated from there on.

Yeah, awesome. So what actually happens when you put your notice in? Then what were the first, like six months, like in terms of like placements, fees, winning clients?

Honestly, after I gave my notice and things just really started to take off from there, of course it was, it was a lot of work. I was putting in a lot of hours in, but it's enjoyable, you know, you're working on your business. Placements started to trickle in. I think I had two placements that came in, two small placements that came in, and then I had one big placement for three, four years altogether. I think within the first three months I had about 30,000 or so in placements, three to four months. And then after that things started to consistently be about 10, 15k a month, and then 30k a month. And then once we got to the 30k a month, that's when I got into the Mastermind program where, you know, my goal was to try to get to the seven figures. Right? Basically.

Yeah. And I know obviously we'll touch on that, but like, I know you've shared some awesome. Wins inside the group where it got to that like 80k mark in the months.

Yeah, yeah, definitely.

That's awesome. So walk me through then. What would you say, looking back and knowing what you know now, what would you say the key daily basis habits that you've installed in yourself and your habits to. To get the business to where it is now, like hitting seven figures.

I think, you know, these are kind of like the soft things that any entrepreneur needs to have. And I think writing your goals down, you know, having a clear idea of which direction where you want to go and writing them down of, you know, planner, dating planner. I use the Grant Cardone 10x Planner, but there's a lot of planners that you can use where basically you're writing down specifically, you know, what are your targets that you want to achieve and just writing it down every day, just. And I think it reinforces your subconscious to really kind of go out there and put yourself into work. So I think honestly that really important and a lot of good stuff, you know, from the program, that from really what I've learned from you as well, James. Right. Having kind of a manifestation of where you see yourself in the next couple of years. I think that really helps because we just get so busy with working, working, working. It's very easy. Demotivated in recruitment. Right. Like a couple of bad months, you get demotivated and if you don't have that vision and you have to really realize that recruitment is a vehicle of what you want your life to be. Right. And if you don't have that vision, then it can get very demotivating. So I think doing the, what did we used to call it? Our. Our vision board. Right. Doing a vision board, which we learned in the Mastermind program. We also did a lot of unique things like you know, three month goal, six month goal, one year goal. So all of these things really just compounded into having a clear idea where you want to get to and just working towards it.

Yeah, I think like these are the things that I know obviously when we start up in the program, we talk about building the foundations. Like even before phase one of getting clients, it's like mindset first and installing daily habits and consistency because those are like the key things. Yes, we can give you lots of tactics, content, strategies, but a lot of it does come down to like your daily mindset, who you need to become in order to get to where you want to get to.

Yes, definitely.

You really looking back into the program Inside Elite some. You just literally took everything that I taught and went with it and. Yeah, and that's why you got the results. It wasn't like when you compare people that are maybe 20, 30k months and you're at 80k months or whatever. It's just those little nuanced things. It's not like something transformational of like, wow, Sam, what have you actually done? Well, I've just done the consistent things daily, every single day, and I got the results.

Yeah, 100%. People think like, it's like some special magic that you have to do. But, you know, honestly, it comes down to having a good network as well. And I think the mastermind provides that network as well. And people need to really focus on, you know, themselves and learning and growing and developing themselves in order to take themselves to the next level. Because it's like anything you do in life, if you have a mentor or you have a support group, right. It's just gonna help accelerate your. Your growth that way.

Well, that's a good question because, like, you'll. There's probably a lot of people listening to this and they probably haven't invested in themselves. So. So we take that as a verbatim. Some that we ourselves and get mentors, go masterminds, programs. But what would you say to people that like, haven't been investing in themselves and the reason why they should?

Yeah, honestly, like, it's like, you're only gonna reap what you. You're only gonna get your reward what you reap. Right? Like, so the more you invest in yourself, the more you invest in your business, the more returns you're gonna get. So that's an obvious. But also, like, you know, it just comes down to, like, you know, you're not gonna make the same mistake. And like, you know, you're gonna have part of a group, you know, like, you'll save just so much time, right? You knowing what to do. If there's something that by, you know, like an idea, then you can run it by the group. And it just kind of like a very good network to have because they'll save you first a lot of time to see what works. Well, others have done it. So I think that the number one thing. But personally, you know, investing in yourself, I think, you know, like when I joined the program and then I started like watching like podcasts and YouTube videos, and I've noticed something very similar with everyone that's very successful in the world. Like, you'll notice all. A lot of them have invested in themselves. And, and that's literally like, I realized, okay, it kind of like clicked to me, like, okay, that's what all these ult highly successful people are doing is that they're constantly investing in themselves and the results are just a byproduct, will come eventually. Right. But you need to kind of take that first step and really go out there and put the effort in to just do it.

Yeah, it's so true. Obviously you mentioned the 10x planner and grant Cardone's been a good mentor of mine over the years as well. And he actually, I remember watching this, it was on a, on a reel, I think about people investing and how people are really wanting to get to where they want to get to, but they invest the money that they've got in investing in the house, doing a makeover of the living room, for example, or putting a new kitchen in or buying a new car. But they wouldn't even spend $1,000, $5,000 on themselves to improve themselves so they can make an extra 100k, an extra million, when really they should be investing in themselves. First make the money and then you can buy the dream house so you can buy the dream car. And people's thought process is the wrong way around. It's like, oh, that's a lot of money. Well, compared to what? Compared to like the 20k pop. $20,000 car that you bought or the, the renovation of the house that should come after that. You've grown your business and been successful. Yeah.

Oh, 100%. Yeah. One of my favorite quotes by Grant Cardone because in his planner he makes you write down a quote. So one of my favorite quotes was like comfort makes more prisoners than all jail cells combined. Basically, like once people get comfortable, they're just going to stop growing. They're just going to lock themselves and confine themselves into whatever their current state is. So he says, like it creates more prisoners because if you see mass majority of people out there just very comfortable with their lives. They just don't want to put in any effort in or grow or they're too scared. But it comes down to they're just comfortable. They're getting a paycheck and they're happy. And that's it. Really.

It's very true. Humans are not. That's what we're wired to do. Like humans want comfort and success is on the other side of comfort. So you need to be comfortable. Being uncomfortable is what I always say as an entrepreneur, business owner. If you think you're just going to get comfort by running a business, you're not. And that's why a lot of people like get held back because. Because it's going outside of the comfort zone and there's like no guarantees as such, but because they're going into the unknown, which is one of the most important things, like getting a mentor, whether it's me or someone else, it doesn't matter. But because someone's going to guide you that's already been through that because otherwise your mindset will drag you back to the person that you are now. And it's going to be very hard for you to become somebody else if you're not around one. A community of other people that are like minded, that are going through the same journey as you and also someone else that's already been there, done that and is seen around the corners, they can't see themselves.

Exactly. Yeah. And it reminded me a lot of what you, you've always said as well, that whatever you've done to get to your certain point you're at now, in order to get to the next level, things need to be different, things need to change. Right. You need to be in a different mindset, in a different goal, you know, different community, whatever, to get to that next level.

So true. With that being said, what would you say, Sam is like in your opinion, the number one thing that's holding recruitment business owners back from actually becoming successful?

I think honestly too comfortable, like we mentioned in, you know, getting out of comfort zone, getting a mindset, mindset shift of maybe better ways and processes of doing things. And I think that, I think maybe it's kind of like the old trap. Right. Oh, you know, I got 20 years of experience and I've been doing it this way. It's just if you're not coming in with the open mind, then you just missing out. So many opportunities in the world, really. Right. You're very limited in your mindset. So it can be really eye opening, I guess for a lot of folks. It's paid just a little bit more open.

Yeah, you probably that. That actually resonates a lot like seeing the people in the community and the group inside, we could accelerate. You'll see a lot of people when they welcome themselves, that they've been in the industry 20 years, recruitment, and then now they've finally opened the eyes to opening to see how things can be done differently and then to see people like you that are already killing it in the game, that are already like five steps of them, but you only been in the industry like three years and that gives them probably the biggest wake up call is because the more someone's just in that old era mindset, if like running a business and certain the ways, it's very hard to unwire them. So the longer the in earth it's doable, but you'll see you came in fresh without even having recruitment experience. And look at you now, the transformation you've made because you just absorb things like a sponge, listened, learned, implemented. Whereas someone that's been in the game say 20 years, they'll listen and they'll be, but they'll be listening from a different angle of thinking, well, no, that doesn't work. That doesn't work. That doesn't work because they've maybe been down a different path before and it's very hard for them to like believe it. When and someone's coming in green, they're just like, do this, do this, do this. And you just walk through the path and you're walking through each part and it's very hard for those people.

Definitely 100. And it's like anything in life though, you just get comfortable doing things. Look at our parents. Our parents are probably getting so comfortable doing what they're doing. My dad still does the same business he's been doing the last 20 years. It's like, watch, prepare. He loves doing it, but he's like 68 now. But every day he's still out hustling, just doing the same thing he's been doing. Right. It's just people get comfortable, but the ones that are truly successful are the ones that are not afraid to change and learn and grow. It's true.

Like the more, the more time you spend on yourself, the faster your business will grow. It's very, very parallel with that.

And the other thing I forgot to mention, James, is that I think like what we were really ingrained in, taught in the beginning as well is like, you know, working on the business and rather working in the business. I think program is just a great way for people to focus on working on the business rather than just working in it 24, seven or you know, five days a week. That also I think is a mindset in itself. Right. Like how can I transition to work on the business rather than just working in it.

Yeah. And I suppose from your end that's a good point. So because you came in from day one, you were working in the business, but also still trying to work on it and systemizing things over time. So obviously building out your automation campaigns, the systems to get candidates and clients, and building out your sourcing team. Like all of those things you did pretty much from when you started making Placements. And you went all in.

100%. Yeah. It's been a journey.

What would you say is something that's like, you see working brilliantly in your recruitment business right now?

I think right now what I'm really enjoying is that. That building a team up and having a team that can work on the business. Like, I've been away now, I think since May 4, 7, 14, 20. Yeah. Three weeks now. And the team's still working, the business is still running with me without being there. And I think this month we've had three placements already. So it's it. And like, literally I've been traveling. I've been on a cruise this whole time. So it's been. So it's. It's been amazing. I didn't think that this is possible. Right. I think the program that. It comes down to that at the end of the day, because, you know, you don't want to be grinding out for five, 10 years. Eventually you want a business, really. And I think the program can give you a business and give you all the little tactics to enable that. Become a business.

Yeah, it's awesome. Probably a good feeling is being away on holiday and knowing you're still making placements and making money.

Yeah, exactly. Right. Yeah.

Awesome. What would you say? I know I've recommended a lot of books on the program, but from your side, then some. What would you say the best business book you. You've read in the last six months?

Definitely. I think the E Myth is really amazing. I think the E Myth, I read it too early a couple of years ago, and now I realized that I had to kind of go back to it because now I'm at the process where I'm to, you know, maintain our monthly revenue level and at the same time now try to do it without me in the picture, you know. So I think that's why I kind of went back to emit, because it kind of helps to work on the business rather than, you know, to systemize, kind of have a formula that, you know, will be working every month. Other than that, what book I would really recommend to folks is Psycho Cybernetics. I think it's an amazing book. Like, if you're in recruitment, if you're in any business, really, like any. Anything in life, I think that would be the best.

Get it always in my coach with this is the book everyone. Yeah, yeah, it's a great book. I've read it many times. It's. And this one, Atomic Habits, is a little bit more simpler, but it's Another book I would recommend as well. So what's the standard day like for you now, Sam? So as a recruitment business owner, walk us through like a standard day when like what time do you to get into work? What are the tasks that you're working on and what the projects you work on?

That's a very good question. So I'm actually a night owl. Like I'm wide awake at night for some reason. The mornings, you know, I usually try to wake up in the morning around like 7 o', clock, kind of go for a walk or try to do some exercise. We have a 9am huddle team huddle every morning. So we have a team of about six people now. So basically the, the team huddle, we just kind of walk through our dashboard of roles that we're working on and kind of what's priority. And then basically from there I was doing a lot of the candidate calls myself over the last year or so. And you know, we've hired delivery consultants, which he's kind of taking a lot of that off my plate now. And now I'm really trying to. They're working on how we can systemize, makes things, make things more efficient. Helping out with any, you know, really technical roles doing. I'm still involved in the business day to day. But now with, you know, what we've learned in the program and the delivery consultant, I think that's helped me a lot to try to take it to the next level. And then basically I've scheduled like about 2, 3 hours in the day to still do some candidate calls. But after that really like my time is really trying to focus on, okay, how we can improve things, how I can focus on doing all the getting more clients. So I try to focus more on high quality tasks, like high value tasks, whereas the team is doing all other tasks that you can say are probably worth like under $50 an hour.

That's good. It's good to hear. So what would you say the transition has been since because you were doing was like 70, 80k months when you were doing it by like yourself with just the systems automation and a va. And then what was the transition when you managed to bring in delivery consultants so they were actually producing revenue instead of just you doing the deals?

Yeah, I think like, I think it was hovering around like 40 to 50k months. And then once I bought the delivery consultant in it, that's kind of where it jumped up to like anywhere from 70 to 90 months.

And what would you say the feelings been when knowing that you have a business that actually generates cash without actually you having to do the inputs.

Oh, it's a great feeling. It's like you have, it honestly feels like you, it's like you have a baby that's grown up and it's like an asset that's giving your cat. That's literally how it feels.

What's your goal in next, like three years?

Honestly, to keep building the business. My goal in the next year or so is to kind of build up a bigger team of delivery consultants and have myself now like I'm happy with the revenue we're at, but out of the business focused on more high level tasks and actually create a, you know, like a stable business without me there.

100% probably for.1 of the last questions would be for those people that are interested in maybe investing in themselves and program, we could accelerate. What would you say to people that are on the fence of like maybe should they, shouldn't they do it? And what would you say?

Oh, I would say like if this is something you're 100% committed to, then like it's only going to, gonna help you grow, not gonna bring you backwards and you're gonna look back and be like, oh, that was the best investment of my life. Really.

Well, thank you very much. Sam. It's been amazing watching your journey. I know you've got a little 8 month old little girl now, so congratulations on that. Yeah, yeah. So it's changed a lot for you obviously since being a business owner.

Yeah, it's been great. Like you know, being able to travel more and spend my time with my family and it's been really rewarding, you know, like you can, you can just do so much more in life when you're in control and you have an asset that can produce, you know, money and provide more value really to the world.

So awesome. I know you're on a cruise now, so you've been cruising around the Mediterranean coast, going all of the nice places.

Yeah, like it's a five week vacation. We've been all around the Mediterranean into Rome, Venice, Croatia, Santorini, Mykonos and then from there we're in Turkey. We're in actually a resort now, like a five star resort on the Mediterranean Antalya. And then from there I'm going to Dubai and then from Dubai we're going to be flying back to Canada. So it's been like a trip of a lifetime. Like people that are working or you know, they don't have the systems and tools, like they probably wouldn't be even able to dream of having a five week vacation. Right. It's definitely doable.

Amazing to hear. Well, thank you very much for your time, Sam. Hopefully the listeners and the viewers found some really good golden nuggets in your success story. Because I really think anyone that's been on the fence of like even starting a recruitment agency, not necessarily if you're already a recruitment agency owner, but someone that wants to start, you're a testament to doing that. Like building a seven figure agency from scratch with zero recruitment experience. And you've done it quite quickly. Take away the first 18 months because you were backwards and forwards in your job, but you quit your job and when you went all in. And I always say that they say when you get on an island, you burn the ships. You've just got one way out and you need a battle for it. So. And that's always the best way. When there's no, when there's no plan B, that's when you can be very, very successful. And yeah, it's been a pleasure to mentor you over the last couple of years, Sam, and see progress and obviously I wish you well over the, the next three, five years and I'm sure you're going to continue to be even more successful. So thank you very much for your time.

Yeah, my pleasure. All right, James will chat.

Thank you.