Jordan Gaspari: The Game of Recruiting: Insights from the Field
My guest on episode #485 of #thePOZcast is Jordan Gaspari, one of the rare people who actually grew up dreaming of becoming an agency recruiter — it’s literally in his DNA. Following in the footsteps of his dad and role model, Richard Gaspari, who spent over 40 years in the industry, Jordan mastered the art of recruitment throughout the 2010s as a top performer at Randstad Technologies. He became the go-to talent partner for Fortune 500 heavyweights like Wells Fargo, McKesson, UnitedHealth Group, and Cigna.
Then, just seven days after losing his father in 2018, Jordan honored his legacy by inventing a new word — and a new way to do business: Exclusent — blending “exclusive” and “talent.” Since then, Exclusent has taken off, earning a 2025 Inc. Magazine Power Partner Award and becoming one of the most recognized agencies in the Southwest. Their secret? Merging A.I. and authenticity to transform hiring across their Core 4 focus areas: Enterprise Architecture, Information Technology, SaaS, and Accounting.
In this conversation, Adam Posner and Jordan Gaspari explore the intricacies of recruiting, likening it to baseball in terms of success rates. Jordan shares how personal loss has shaped his approach to life and business, emphasizing the importance of perspective and resilience in the face of challenges. Jordan now calls Scottsdale, Arizona, home, where he lives with his wife Caroline, their almost-four-year-old son Jaxon, and 18-month-old daughter Madison. Let’s get into it.
Check out Exclusent https://exclusent.com/
Connect with Jordan: https://www.linkedin.com/in/jordan-gaspari/
Instagram https://www.instagram.com/jordangaspari/
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For all episodes, please check out www.thePOZcast.com
Takeaways
- Recruiting success is measured by a percentage of wins.
- Personal experiences can profoundly influence professional motivations.
- Life's challenges can provide clarity on what truly matters.
- Caring about your work leads to emotional investment in outcomes.
- Resilience is key in navigating the ups and downs of business.
- Perspective shifts can arise from significant life events.
- The importance of providing the right solutions in business.
- Emotional roller coasters are part of the people business.
- Understanding losses is crucial for growth in recruiting.
- Finding meaning in work can stem from personal experiences.
Chapters
[00:01] Welcome + Why We’re Here — Adam tees up the POZcast mission and today’s focus.
[00:01] Guest Intro: Jordan Gasparri — From growing up in recruiting to founding Exclusent and winning an Inc. Power Partner Award.
[01:16] Warming Up — Jordan joins; mutual respect and setting the table.
[02:16] Growing Up with a Recruiter Dad — Early exposure, high-school internship, and falling in love with the craft.
[03:21] Thrill of the Hunt — Why negotiation hooked Jordan and how recruiters drive real comp outcomes.
[04:19] Old-School Lessons — Pre-LinkedIn fundamentals: presentability, first impressions, and context by role.
[05:41] Art vs. Science — Motivation mapping, relationship foundations, and what tech can’t replace.
[06:37] Founding Exclusent After Loss — Channeling grief into purpose, betting on yourself, and early survival.
[08:08] Agency vs. Solo — The leap from desk to founder, support systems, and the “eat what you kill” mindset.
[10:17] ‘Unhireable’ Bias — The corporate return dilemma for entrepreneurs and what hiring teams miss.
[12:13] Taking Bigger Swings — Compounding courage, offices, gear, and managing the losses (baseball analogy).
[14:11] Handling Failures Fast — Day-of fury, next-day reset; contingency realities and resilience.
[16:47] AI + Authenticity — What Exclusent automates (sourcing, verification, notes) vs. what stays human (relationships).
[18:19] Tools in the Stack — Sourcing evolution, AI interviews for access + fairness, caution on agentic outreach.
[20:08] New Roles in TA — Vendor bets, process owners, and the rise of AI/TA SMEs.
[22:36] Volume, Speed, and CX — Instant assessments, fewer ghosted candidates, smarter human time.
[25:28] Negotiation Masterclass — Real-market intel over Glassdoor, lever trading (base, equity, PTO), and tough love.
[27:17] Salary Bands & Candor — Setting expectations, transparency on caps, and why companies pay for value.
[29:16] The Negotiation Room — Jordan’s new series: real back-and-forths, 3-minute breakdowns, teachable plays.
[31:41] Offer Horror Stories — Sunday-night reversals, bonus games, and ethics fails caught on Gong.
[36:23] The Next 5 Years — A tight team of 10 great recruiters, sensible AI, and protecting service quality.
[37:58] Advice to Younger Self — Calm down, ride the waves, keep shipping good work.
[38:52] Never Lift Off the Gas — Consistency lessons from dry spells; content + practitioner balance.
[40:10] What Keeps Him Up — Housing hunt, macro uncertainty, and waiting for clearer signals.
[41:33] Defining Success — Peace of mind over vanity metrics; doing work you’re proud of.
[42:48] Wrap + Calls to Action — Where to find Jordan/Exclusent and how to support the show.
