Let me clear something up this week, because it's the single biggest misconception people have about what I do.
Most folks think a recruiter's job is to go find people jobs. It's not. I'm going to walk you through how this actually works, why it matters for your search, and what it means for the roles I'm seeing sit open right now.
Here's the Market Pulse section with that soft CTA worked into the end. Kept it light and a little tongue-in-cheek with the "I happen to know one" line.
Market Pulse
I spent a good chunk of this week sourcing in the California market, and the story out there is worth telling.
Everybody assumes a soft market means every role is easy to fill. At the top, it's the opposite. The niche and location-locked roles are the hardest searches out there right now. Commercial auto, construction defect, general liability, roles tied to a specific office or a specific geography. Good companies, real openings, and they're sitting for weeks.
Here's why. The people who fit those roles already have a job. They're good at it, and they're not moving unless the money, the flexibility, and the title all line up. Meanwhile candidates are being selective in a way I haven't seen in a while. So you've got open roles on one side and choosy talent on the other, and a job post isn't bridging that gap.
If you're hiring for something like this, it's not you. That's just what these searches look like in 2026. But if this sounds like your team, and you've got a role that's been sitting longer than you'd like, an external recruiter might be worth a conversation. I happen to know one.
Career Intel: How recruiters actually get paid
Back to the big one.
I'm contracted by companies. They pay me to fill their roles. So when a company has an opening, my job is to go find the right person for it. That's the whole model. The candidate never pays me a dime, ever.
What I don't do is take a candidate and shop them around to a bunch of companies hoping something sticks. That's just not how it works. The one exception is if you've got a very specific, in-demand skillset. Then I might go to bat for you directly.
Here's why this matters for you. I love connecting with people in claims. If you're in this industry, I want to know you. But I can't personally find a job for every single person who reaches out, and I'd rather be straight with you than pretend otherwise.
That's actually the whole reason I built Claims Recruiter Office Hours. I can't place everyone. But I can still help everyone. Every Tuesday I go live and give job seekers everything I've got, because the fact that I can't formally represent you doesn't mean I can't point you in the right direction.
Understanding how recruiters get paid changes how you work with us. Stop asking recruiters to find you a job. Start building relationships with the ones who work your niche, so that when they do get a role that fits you, you're the first name they think of.
From the Desk
Something fun to close on.
We're pulling together for a downhill half marathon in Austin on January 17, and there's going to be a party at the finish line. Details aren't locked yet, honestly we're still building it, but block the date. Whether you're running it or just want to come hang, I want you there. More to come soon.
And a quick Road to 100 update. We're at 26. The newest one is Adam, who I connected with a firm through the Adjuster Insights Discord this week. Reminder that this number isn't just people I placed. It's anyone this show or this newsletter helped move forward. If that's you, hit reply and tell me. I want to count you.
Jobseekers - One thing to do this week
Pick one recruiter who actually works your niche and start a real conversation. Not "do you have anything for me." Something real. Tell them what you do and what you'd move for. That's how you become the name they call when the right role lands.
Until next week,
🤘Josh 🤘