If you have a headache, you can take ibuprofen to alleviate the pain. But the pain is not being caused because your body is lacking enough ibuprofen. There is an underlying cause of the pain. It might be you’re dehydrated or didn’t get enough sleep last night. When recruiting, many hiring managers offer quick fixes intended to relieve symptoms. Prospect: My current broker doesn’t provide leads… Hiring Manager: We can provide you leads… (under their breath–for a fee and they won’t be very good quality) This approach doesn’t address the underlying problem. Why is the prospect lacking leads? Have they built a database? Are they doing activities to generate leads on their own? Why are people not referring business to this person? The most effective recruiters go after the underlying causes of the pain. They act more like health/wellness coaches and less like doctors.