Scaling Your Recruitment Agency To $1 Million In Just 14 Months

Welcome everybody. My name is James Blackwell and today I am doing a very exciting interview with one of my mentees, Mahul Sharma. So Mahul Sharma is based in Canada and she runs an agency called White Jobs and Mahool. We've been working together, I think over the last four or five months since the program launched. And Mahool, welcome to today's interview.

Thank you. Thank you so much.

So appreciate you taking the time on to today. So first of all, just obviously to take the viewers back, like, how did you actually get started in recruitment?

Okay, so when I started in recruitment, I was working with the staffing agency before that was my first time getting into recruitment. And then the main pattern that I was seeing across Canada was majority of the majority of the staffing agencies does work in logistics and supply chain sector, but then they don't really have good relationship or form relationship with the temp employees that they were scheduling out to work for them. And this was my main reason. Like I wanted to have strong bonding with the people that we are at least scheduling out and then they are representating us. And I thought things need to get changed. So that is my main reason that I had, I planned an agency and I was like, this is how we're going to work. So I. We kind of work, we tried and we have been setting how our work has been. We've been trying to work on a different platform when it comes to, in comparison to another agencies in a way that all the people that are currently working with us, even though they are our temp employees or temp to permanent or anything like that, they are our major backbone. And then we kind of have very strong relationship with them. So this has been the major reason and for getting into recruitment that I like working with people. I like helping them out whenever they need. And the only way to achieve that is to have a strong relationship with them.

Awesome. So talk me through, like, when did you actually start your business?

White jobs 2017. Yeah, it's been three years.

Awesome. Can you remember what that first like day and week was like when you first started your agency?

It was August. It was actually first week of August 2017. Yeah, we are my three years. It was 7th of August. I remember. So it's, it's gonna be soon. I believe our anniversary is gonna be soon. Yeah.

Awesome. So what was it like back then? Were you in an office? Like, were you working from home? Like, how did it stop?

I was, I was working from home for almost like two, three months. I ended up working from home. I remember the days, because I started with the temp sector. So I remember the days when people used to come over at our home and then they used to pass on their paychecks and then I to do my interviews in my living room and it was like crazy. But then, then after three months I kind of decided that no things needs to get improved and then I need to get into an office. So we got into a shared office space where there were like multiple companies, like almost 80, 90 companies. And we had like two offices in that, in that building. And then that's how we started.

So what was the, what was your first deal like? You put first placement. What was that like? How long did it take you while?

My first deal, I got them through in my first week and then they're still my client. And then I do have very like, this is what I was telling to my client the other day, that I do have very strong emotional relationship with them considering they are one of my first. And they are my first actually. So. Yeah, so they are still working with them. So we are actually placing all together. We have 14 active candidates working there at this, at this point of time.

Wow. And it's funny, ironic actually. That's very similar to my agency, Ronald James. When I first started Mahul, our second placement was with one of our longest serving biggest clients that we still work with today and have done multiple placements with. So sometimes like there's some of the first clients you win sometimes to be like your longer serving ones as well.

Yeah, yeah. No, because I believe the major reason is when you get them on board, you have all your attention towards them because they're one of your first. Right. And then you kind of built that strong relationship with them and that's how it kind of goes forward.

Yeah, that's so true. So what would you say it's been your biggest learnings in your first year? So like how did you end the first year in terms of like your, your billings and performance? Was it just still you in the business back then?

That's right. For the, for the minimum six months it was just me who was working. And then it was very funny when I started working, I didn't considering now, I don't know if you know this or not. The majority of the staffing agencies, you kind of like schedule, you kind of source candidates and then you, you send them over to another people and then I mean clients and then the candidates start working for the clients directly. But in our case, the candidates that we're sourcing will be on our Payroll for the minimum three months. So when I talk about my first year's journey, I literally had to learn how to run payroll. All these different aspects on payroll hours, invoicing, bookkeeping, all these things I learned by myself from the scratch from Google. And then that's how I kind of worked it out. But then after six months, I was able to have some people on board and that's how we kind of went on when it comes to billing. During my first six months, I was able to acquire minimum three clients. So I had three clients on board. They were regular active clients. The billing was. I could say I was able to manage the expenses of an office and then work things out, but then it was not really that great at that point of time. It was after, like after my one year I had to put in really a lot of hard work and then lot of time into my first year and then after that things started getting better.

So looking back, like, can you remember why you actually started your business? Why did you get into owning your own business in the first place?

Why? That's a good question. Was all if I, if I get into the situation aspect, I don't know. The agency that I was kind of connected with, I was not really happy with the, with the processes that were going, that they were moving forward with. And then I wanted something different. Like I said I wanted something else and then I was not able to, like then I did my research throughout Canada. I was, whatever I wanted, I was not able to get it anywhere. So that was the major reason I thought, no, this is like I need to do something by myself. What I wanted, what I wanted to achieve. And it was very difficult situation considering I'm talking about three years back. And then I was just like 20, 20, 21 years old at that point of time. I didn't really have a lot of money to invest, nothing. It was really difficult situation. But things kind of moved forward and I think that I was, I don't know, like, I don't have any certain answer to that, that why I started my own business, but it's just what I wanted to achieve. I didn't really felt anybody was offering out in the market and I just wanted to create it by myself. That, that's, that's what it is. Cool.

Because I know you, I suppose you're slightly different because a lot of people do it for like freedom, lifestyle, financial impact as well. But you have a different driver, don't you?

Yeah, it is completely different. I'm talking about the temporary because I'm talking about the. Just say like in Canada, majority of the people that come over to Canada are international students that works and works in the logistics and supply chain sector. But how they're dealt with is they come over like if a agency to say they are trying to fulfill a certain position. The students, they are kind of like asked to come over, they join a job or something. And then later on when the job is not there, the students are kind of like let go without even giving them proper notice. No conversation, nothing at all. And that used to break my heart a lot that, hey, at least you're supposed to let the guy know that, hey, this is what's been going on and that is why we're not able to give you a job. And there's no. Or at least have a sustainable relationship with the person. And that used to be a pattern throughout. And then with me, like, I wanted to change that. And this is the only reason. No freedom, nothing else.

Awesome. So talk me through. Like, if you could imagine before we started working together, I think it was like back in February time, where were you before joining? Joining Recruiter Accelerator in the program. Like, can you imagine what was your agency like then?

I remember talking to you in February. I was doing, like I said, my pattern has always been that I used to do all the jobs by myself. I was involved in payroll, I was involved in bookkeeping, I was doing interviews, I was hiring people, I was reaching out to clients, everything. Despite even having my team on board, still, I was involved in each and everything. But then when I got into Recruiter Accelerator, that's when I, like you taught me that how I can, I mean, focus on one particular task and then kind of like, I mean, focus on that and then forward the other things out to my team so that they can take care of things. But I learned that, that stuff from you, basically.

Yeah. And how does that feel for you now in terms of how you've managed downsourcing?

I can, I can focus on my stuff. At the same time, my things have gotten very productive. My days are very productive. I can focus on my family, I can focus on a lot of other things. At the same time, I'm still getting the same amount of results that I was getting before.

Yeah.

And then I can say even more.

So what would you say? What wasn't working for you before we started working together?

I was all over the place. And I know you kind of taught me that when it comes to Recruiter Accelerator, like our main focus was to just say client acquisition or all these Candidate pre screening and all these things are getting managed in a certain way that you're not really like, you're, you're, you're not really all over the place right? With me, that's what, that's what it was. I was, My day used to start at 6am I used to call the people, asking them, hey, are you reaching a job or not? And then later on I used to be like, okay, I used to, I mean pre screen the candidates, reach out to the clients, then invoicing, then bookkeeping. And this was when I had a proper team on board. When this thing happened, when recruiter accelerator got on board, you kind of showed me that how I can divide my job and what are the main things I should focus on to make sure that everything gets run in a proper way? What should be my ideal? I mean what should be the things that I should mainly focus on? Like what should be the main things that I should work on rather than everything else? And then that's. Now I have a set plan that, okay, I only will focus on certain things and I kind of divert it out to other people that whatever I need their help with. And things are getting way better now. For me. Earlier it used to be like 12, 14 hours worth of day for me. Now it's like eight hour working day for me. So it's kind of like way better for me now.

That's good because to be honest, I remember speaking to you, you did look tired and burnt out because you. A lot of hours.

Yeah, I was working 12, 14 hours a day straight. And then I had no time for firm up for my family, nothing. I never thought like I was actually getting to a point where I was like doubting my decision to open my own business that I didn't know like if I could have been working like eight hours somewhere. I know that, okay, I'm only working nine to five and then five o' clock I'm leaving for home and that's it. But then here like I'm putting in 14, 15 hours a day. I don't know whether I can, I can sustain this life for like longer period of time or not.

Yeah, and it's great that you've managed to turn that around because once you have simple systems and the process and the right type of starting conditions, like getting your agency back to the right starting conditions and the fundamentals there was.

Like we had, you know, this just say if I talk about CRM software. So we had CRM softwares, but there were no proper use of that, right? Oh, and then just say if I. If I talk about client acquisition, it was all manual. So you kind of showed me that how everything can be more automated, how we can rely on more, how we can rely on technology and still get the things done in a better format.

So talk me through, like the client side, because I remember when you came to me, you had some good clients, but there was certain clients you wanted to get into, and you didn't have like a system in place to do. To get clients like you would do. Literally just cold calling.

Yeah, it was just cold calling. And I never used to enjoy that. Yeah. Because I told you I came from a recruiter setup and then I was just recruiting. I like to talk to people, but when it comes to a situation where I had to do cold calling or when I had to do sales, I never used to enjoy that aspect. I used to be like, maybe I'm just bugging other person and calling them again and again.

Yeah.

But then with the system that we follow right now, it's a step by step process, and I kind of enjoy it. Whenever I have a lead come through or whenever somebody actually reaches out to me, I kind of enjoy that process now.

Yeah. And it.

I'm sorry.

It makes it fun again.

It is fun. It is fun. Earlier when somebody used to just say, I used to call people and I used to tell them that, hey, this is what we do. And then this is how we can help you. If. Just say if a client used to. Potential client used to give me an order or something like that. I used to get stressed about it, how I'm gonna. I'm gonna deal with stuff and how I'm gonna complete this. I want to make sure. I wanted to make sure that things are getting run in a very smooth manner, but I didn't have the tools right now. I have everything now. Like, just say I. Whenever I get. I can acquire clients, the clients, whenever they are placing any position with us, I am confident that I'm able to complete that particular. Like, I can have that particular position filled without even getting that stressed because I have the tools.

Yeah.

Yeah.

That's awesome. And I remember when you were building out your dream 100, which we teach in the program as well, there was a certain client that you had, you wanted to get on board, and they got. Because you managed to win them, didn't you?

Yeah. So they were a part of my Dream 100 list, and they've been on my. On my list from a while. But then I remember I was talking to this during the COVID time, I was quite depressed and I was kind of like, okay, I don't know what is going on. And with the. With the COVID situation, I don't know how things will be. And then you kind of put it in a way that. See, think it this way, that now people are working from home, so they will be most active on their emails or other profiles, and they will be most active over there. So why don't you just try reaching out to them? And then that's what I did. I kind of followed that. And then this particular client that I. That you were talking about, so he kind of liked the way that I reached out to him. That is kind of shown in our program. And then he kind of suggested that, okay, when things will be back to normal, then I will. We will set up a meeting or we will set up a lunch and then we can have a conversation. And then I. Earlier actually, I just thought that it's just a random report. Like, people just used to reply like that. But then he actually reached out to me because he was very impressed with the way I reached out to him earlier. And then he did. And then we. We had a small meeting and then we are. We're working with them now.

That's awesome. Did you. Have you made any placements yet with that client?

Yes, we've made five placements with them.

Wow. Amazing. How much is that worth to you in terms of fees?

25 grand.

Nice. Good work. Well done. So, okay, cool. I mean, looking back then, what made you actually choose to work with me? When. If you look back and you remember that time before you joined, do you remember?

I was quite vulnerable when I. When I was talking to you, to you for the first time. Like, I didn't know what to say and everything. And then I was kind of like all over the place and nothing. I was actually reaching out to different coaches at that point of time. I had these meetings with different coaches, and then I was not sure what to do, how to do. I got to a level I had before I actually had a word with you. I had a word with somebody, and then that person actually made me doubt myself to a level that I was kind of like, I'm doing everything wrong. Right. But when I had a word with you, you kind of showed me that, no, this is how every other person who's starting up their business is. They're kind of clueless and they don't really know how things work, and that this is actually normal. And then that's. That's How I kind of connected with you because you actually told me about your journey, like how you build it up your empire and everything and then how things work with you and then, and then I kind of related with that.

Yeah, that's cool because I think it's important like you select the right mentor for you is and you need to have that synergy and the good which is really important. And also like is the person. So I always pick my mentors and I've said In my many YouTube videos I invest a lot mentorship programs, masterminds because I really believe that's what gets you to the next level. And once you start on that journey, you want more and you want to learn more and implement more and keep growing.

But then I related with you on that level that when you started. Okay. You were maybe kind of like me.

Yeah, exactly.

And then that's how we went on and on and on.

Yeah. And that's the thing like Tony Robbins says it as well. Like success leaves clues. So if you can follow in the footsteps of somebody that's been there, done that and is where you want to be in two or three years time, it's a lot easier to bolt on the back and piggyback off them and follow their journey and roadmap of how they actually did that. Because that's a lot better than just maybe other people teaching theory or maybe some outdated methods. Like I'm still in the office today as you can see, like teaching battle tested strategies that I'm implementing my agent. Yeah, I think sometimes that's the difference because it's important that I test what works and what doesn't work. So I know exactly what to teach as well. Great.

So just to say like this has been more than I know you teach what you kind of what you kind of like testing out in your company. But then at the same time it's been more than just work. It's been a journey for me on the, on the emotional aspect as well. Right. Because I used to, like I said, I used to get stressed on certain situations but I kind of learned from you that how we can be calm and cool and still deal with the situation in a way better manner. The way you kind of give advice to all the fellow individuals that are a part of program right now. I kind of read all the comments and everything and then that's what, that's when I kind of put myself in a situation that would, I've been thinking in this way, like if I could have been in the situation. No. And then it's been a great journey for me when it comes to work. Yes, you've been teaching a lot of different stuff, but it's been a great journey for me in the emotional aspect as well. It kind of helped me a lot.

Yeah, my mindset's really big, isn't it? What you see, because the mindset is probably the biggest thing that holds most people back in in terms of understanding their psychoanalysis of themselves, their limited beliefs. It's all about obviously thinking positive outcomes and instead of being reactive like and using the primal fear based and worried about certain little things, it's like, let's relate back to the bigger picture and then assess what's actually happening here. Because people get involved in the emotion, too much of a client gets annoyed with you or you lose the placement, etc. Let's reset and actually have a bigger mindset and shift around. And that's the thing. You evolve over time, don't you? So the mahool who you are now is different who you were a year ago and you keep improving that version of yourself. I think I shared in a group of that Interview with Matthew McConaughey when he was accepting the award about who his hero is and his hero is himself in 10 years time. And once he gets to that hero, then it's another 10 years time and you keep evolving and you want to keep looking up to your future self because as humans we want to evolve and we want to grow. That starts with the mindset. And it's so important because you can teach all of the techniques and tools, but if you haven't got your mindset right, then that's the biggest thing that holds you back from fear. And on that note as well, what would you say someone that's actually been on the fence because someone that's on the fence and joining and thinking, oh, it's an investment and, and they see it as a cost and think, oh, well, I don't know, what would you say to them?

To be honest, if you're serious about running an agency or running your own business, this is the best investment you could do. Like that's, that's what I think right now. Like if you think about like getting on fence or anything like that, maybe like if I think about me back in February or anything, I could have been in the similar spot. But then this is the best decision that I made when it comes to my agency. Right now things are very smooth. The people that are currently working for us, they have set processes that they are following and then they are producing results. I am happy my days are more productive but I'm working lesser number of hours and yeah like as I said like this is the best thing you could do to your to yourself and to your company.

Awesome. Thanks for that Mahool. So talk me through just to finish on where do you want to get to in the next 12 months? Like what is the journey for Mahool in the next year or so and white jobs and where do you want.

To take this when it comes to white jobs? We are currently a local company. Like we're located in Lower mainland Vancouver and then now recently last month we launched we've been working into the sector of logistics and supply chain only. We just launched our IT division then now we're working in the IT division as well. But then my right away like I plan my years in a way that my next year's goal is this and then three years and then like that but then how I planned it as one thing I would have to do is move all over bcs. We are currently only in Vancouver but would have we would have to start servicing all over B.C. and then Edmonton and then Toronto. I want to take it towards to be a nationwide company than just Lower Mainland.

Love that. Great.

Yeah.

Well listen thanks so much for sharing your journey Mahul and I'm really looking forward to continue to work with you, see you grow and evolve both personally and professionally and it's been a pleasure working with you so far and appreciate you sharing your journey with everybody.

Thank you so much. Thank you so much for having me.