# The Real Reason Your Recruiters Aren’t Billing | Larissa Gerlach

Page: https://stenobird.com/podcast/the-resilient-recruiter-1198157/the-real-reason-your-recruiters-aren-t-billing-larissa-gerlach
Text version: https://stenobird.com/podcast/the-resilient-recruiter-1198157/the-real-reason-your-recruiters-aren-t-billing-larissa-gerlach.md
Podcast: [The Resilient Recruiter](https://stenobird.com/podcast/the-resilient-recruiter-1198157)
Published: 2026-02-27T12:42:41+00:00
Episode link: https://episode.flightcast.com/bp6svc86t93ql9oolzkc9b2a.mp3
Audio file: https://episode.flightcast.com/bp6svc86t93ql9oolzkc9b2a.mp3
Processing state: not_requested
JSON: https://stenobird.com/v1/public/podcasts/the-resilient-recruiter-1198157/episodes/the-real-reason-your-recruiters-aren-t-billing-larissa-gerlach
Duration seconds: 4495

## Resource

I can’t keep making $40,000. That’s what Larissa Gerlach told her manager in year one of recruitment. She was making 200+ calls a week. Hitting the activity metrics. Doing everything she was told to do. And still unsure whether she would make it. Three years later, she was President’s Club. Soon after, the CFO of a private equity-backed recruiting firm emailed her: “What are you doing — and how do we replicate it across 25 offices?” That question became a national recruiter training programme. And it reveals a bigger truth: Most recruitment agencies believe in training. Very few build a system that consistently produces top billers. This episode answers one critical question: Why do most recruiter training programmes fail — even when activity is high? In this conversation, Larissa breaks down: • The 200-calls-per-week discipline that changed her trajectory • Why knowledge doesn’t translate into live performance • What a real training playbook looks like — from binder to LMS • Why daily role plays accelerate billings • The three reasons founders struggle to build structured training • Why cohort-based learning outperforms one-to-one onboarding • How to reduce ramp-up time and build $2M+ billers If you’re building a recruitment agency and want consultants billing faster, progressing quicker, and performing consistently, this is a masterclass in building performance systems. Chapters Chapters 00:00:00 Introduction 00:03:56 From fashion sales to recruitment after the 2009 recession 00:08:37 The $40,000 first year and the meeting where she nearly quit 00:12:35 Why most recruiters struggle in year one — and what actually starts to click 00:22:15 The 200-calls-per-week discipline that separated her from everyone else 00:25:25 “You always heard Larissa’s voice” — building mome…

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## Transcript

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