Episode
How to Win New Clients with Personalised Video, with Sam Johnstone
- Podcast
- The Resilient Recruiter
- Published
- May 27, 2026
- Duration seconds
- 4457
- Processing state
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- https://episode.flightcast.com/01KRXEAAZDJ2EMFCQW1XEWDKKF.mp3
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Summary
Sam Johnstone has never worked for a recruitment agency. He spent three and a half years selling video technology to agency owners. Then he decided to go and do it himself. Four years in, he has a portfolio of repeat clients and inbound leads from LinkedIn. All built from a cabin on the Scottish coast with a few thousand pounds in the bank. Sam is the founder of Real Recruit, a specialist sales recruitment firm based in Glasgow. He built his entire business around video - using it to prospect for new clients, market roles, screen candidates, and deliver shortlists. It's his single biggest differentiator for winning clients over every other agency they're talking to. In this episode, Sam breaks down his complete video process from first outreach to final shortlist. He explains how a 30-second personalised video and a five-minute callback rule consistently gets prospects to take his call. He explains how filming video job adverts inside client offices builds relationships that standard agencies can't match. And he shares the hiring day model that compresses weeks of interviews into a single afternoon. Sam also covers the harder lessons. A hiring day that cost him money. A client who took 180 days to pay. The payment term changes he made after that. And the monthly recurring revenue model he built to create more predictable income. In this episode you'll discover: The 30-second video formula that gets cold prospects to pick up the phone Why Sam sends personalised videos to multiple decision makers at the same company on the same day How filming a video job advert on-site at a client's office wins repeat business The hiring day model and how to run one Why a client who haggles on your deposit is a red flag How Sam rebuilt his payment terms after a client took 180 days to p…