“Work hardest when times are best, not worst” – this counterintuitive philosophy helped Brock Boyd build a 25-year tech recruitment empire that’s survived three major market crashes.
When Brock Boyd started his recruitment firm in 1998, he ran his business from his bedroom in a shared house, where suited colleagues would show up to work daily – sometimes while he was still sleeping from late-night prospecting.
Today, 25 years later, he’s a member of the prestigious Pinnacle Society leading an international tech sales recruitment practice. Through multiple market cycles – from the dot-com crash to 2008’s recession to today’s tech slowdown – Brock has built Career Management Inc. (CMI) into a sustainable business while developing wealth-building principles that have given him true financial freedom.
Episode Outline and Highlights:
- [01:49] How a friend needing a ride to a job fair led to recruitment.
- [04:27] Taking the entrepreneurial leap after just 11 months!
- [10:47] Recalling the early days: Cold calling from his bedroom while colleagues showed up in suits.
- [15:26] Discussion of peak performance periods: 1999-2000 and 2021-2022.
- [18:17] Focus on resilience: Surviving 2002 and the $63,000 bankruptcy challenge
- [24:22] “I work by far the hardest in the best of times” – Brock’s contrarian business philosophy
- [27:47] Smart financial moves most recruiters miss: The “two boulders” theory
- [38:51] How to retire early as recruiters: The three key factors
- [54:56] Tech stack deep dive: What works in modern recruitment
- [1:03:19] Understanding market cycles: “It’s like winter and spring will come”
Building a Recession-Proof Tech Sales Recruitment Practice
After being hired by a staffing firm, Brock launched his own business after only 11 months! He had a fascinating story of finding his way into permanent staffing without really having much of a background before starting his recruitment firm.
From solo operator to leading an international team, Brock has built Career Management Inc. (CMI) into a sustainable practice over 25 years. Starting with just three clients in 1998, he strategically evolved from general sales to specialized tech sales recruitment.
Here is his firm’s current structure:
- 3.5 full-desk recruiters (US-based)
- 2.5 candidate-focused recruiters
- International support team across Argentina, Colombia, Philippines, and India
- Support staff handling administrative and database work
Below are the key success factors that helped his business thrive over the years, through multiple market cycles, including the dot-com crash, the 2008 recession, and the current tech slowdown, while growing sustainably through each recovery.
- Early specialization in tech sales (higher fees vs general sales)
- Lean operations during growth years
- Strategic investment in revenue-generating tools
- Counter-cyclical work approach: highest effort during boom markets
- Maintaining core tools during downturns while cutting non-essential costs
Personal Finance & Wealth Building for Recruiters
A topic that resonates well with me is how Brock gives value to personal finance and wealth building for people in the recruitment industry. Most successful recruiters earn exceptional income, yet struggle to build lasting wealth in the long term. Brock has been a great example of turning his recruitment earnings into true financial freedom through disciplined investing and smart money management. He shared his mindset and strategies on how he balances his investment strategy with different instruments and risks.
Below are some core best practices he shared on the topic of personal finance:
- Keep lifestyle expenses well below earnings, especially in good years
- Never invest more than 10% of total assets in any single investment
- Maintain substantial cash reserves to buy assets during downturns
- Focus on three key areas: work earnings, investment earnings, and lifestyle costs
“The further below your earnings your lifestyle and spending are, the faster you’re going to get to financial freedom. And the closer they are, or God forbid they’re overlapped in the wrong direction, then the further away that is.”
This disciplined approach has helped Brock build sustainable wealth through multiple market cycles while many recruiters, despite high earnings, struggle with long-term financial security.
“Working Hardest in the Best of Times”
“Work hardest when times are best, not worst” – this counterintuitive philosophy helped Brock Boyd build a 25-year tech recruitment empire that’s survived three major market crashes.
Brock’s work ethic revolves around maintaining resilience through challenging times while recognizing the role of external factors. Uniquely, Brock works hardest during prosperous times, moderately during stable periods, and least during downturns. He views this approach as a strategic response to the opportunity cost, focusing energy where returns are likely highest. This pragmatic mindset helps him stay balanced and focused despite industry fluctuations.
Disclaimer: This podcast does not provide financial or tax advice; listeners are encouraged to consult a qualified professional for personalized guidance.
