Ep 296 - Why You’re Losing Retainers (And How to Fix It)

Ep 296 - Why You’re Losing Retainers (And How to Fix It)

From The Lone Recruiter by Brett Clemenson

March 25, 2026 · 10 min · Season 4 · Episode 296

About this episode

Brett Clemenson discusses the common pitfalls recruiters face when pitching retainers and offers strategies to improve success rates.

Ever feel like you’re doing everything right when pitching a retainer… but still getting knocked back? In this ep, I break down the real reason most recruiters struggle to win retainers. It’s not your pricing. It’s not your process. It’s the way you position it in the conversation. I’ll walk you through the mindset shift that’s helped me win retainers consistently for years, plus the simple phrases that can completely change how clients respond. If you’ve ever felt nervous asking for money upfront or unsure how to position a retained search properly, this one will really help. Tune in for: 👉 Why making the retainer pitch about you instantly kills your chances 👉 How to position a retainer as advice, not a request 👉 What to say when a client asks “How much does it cost?” 👉 The one line that completely removes the money objection 👉 How to handle the “what if you’re not successful?” question with confidence 👉 Why most recruiters are too timid at the key moments in the conversation If you want to win more retainers this year, this ep will give you a much clearer and more confident way to approach the pitch.

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Host: Brett Clemenson

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