The Art of Listening: Insights from Mark Goode of The Inspired Recruitment Group

The Art of Listening: Insights from Mark Goode of The Inspired Recruitment Group

In my years leading Inspired Recruitment, I've interviewed thousands of candidates, collaborated with countless clients, and built businesses from the ground up. If there’s one lesson I’ve learned that has shaped my success more than any other, it’s this: listening is the most underrated skill in the professional world—and in life.

I was reminded of this when I recently came across Oscar Trimboli’s book, How to Listen: Discover the Hidden Key to Better Communication. It brilliantly articulates what I’ve discovered through decades of experience: listening isn’t just about hearing words—it’s about understanding, connecting, and creating opportunities. Today, I want to share my perspective on why listening is the key to unlocking success, both in recruitment and beyond.

The Day I Truly Understood Listening

Years ago, I was sitting in a room with a senior director of a large company. I was there to pitch a recruitment partnership. I’d prepared my presentation, loaded with stats and case studies, and was ready to sell hard. But as I began my pitch, the director leaned back and said, “Before we start, can I tell you about our biggest challenge right now?”

What followed was an hour-long conversation—not about me or my services, but about their business struggles, team dynamics, and culture. I asked questions, took notes, and said very little. At the end of the meeting, the director smiled and said, “You’re the first recruiter who’s ever listened to what we need.”

I walked out with a signed deal that would lead to one of our biggest accounts.

That moment taught me an important lesson: listening isn’t a passive act. It’s active, intentional, and, when done right, incredibly powerful.

The Three Levels of Listening in Recruitment

Trimboli’s book discusses three levels of listening—surface listening, listening for understanding, and listening to connect. These concepts align closely with how I approach conversations in recruitment:

1. Surface Listening: This is the basics—hearing the words being said. It’s what most people do. But in recruitment, staying at this level means you’ll miss the nuances of a candidate’s motivations or a client’s pain points.

   
   

2. Listening for Understanding: This is where the magic starts. It’s about reading between the lines—spotting the emotion behind the words, the urgency in a client’s tone, or the hesitation in a candidate’s response.

   
   

3. Listening to Connect: This is the gold standard. At this level, you’re not just processing information; you’re building trust. When people feel genuinely heard, they open up. That’s when you uncover the real challenges—and the real opportunities to help.

   
   

Listening as a Leadership Skill

As a leader, listening has been one of my most valuable tools. Early in my career, I thought leadership was about having all the answers. Now I know it’s about asking the right questions—and truly listening to the answers.

I remember a time when one of my top consultants came to me feeling demotivated. Instead of offering a quick fix, I asked, “What’s really going on?” and then let them speak. They shared challenges I hadn’t been aware of—things I could address to make their work environment better. By listening, I not only retained a valuable team member but also improved our company culture.

Trimboli’s emphasis on empathy in listening resonates deeply here. Empathetic listening isn’t about agreeing with everything; it’s about understanding someone’s perspective and showing them that their voice matters.

Overcoming Barriers to Listening

In a world full of distractions, listening has become harder than ever. Phones buzz, deadlines loom, and our minds race ahead to what we’ll say next. I’ve been guilty of this myself. But here’s what I’ve learned: the best conversations happen when you’re fully present.

To become a better listener, I’ve had to:

• Silence distractions: When I’m in a meeting, my phone is face-down, and my focus is on the person in front of me.

• Challenge my assumptions: It’s easy to think you know what someone’s going to say, but that mindset blocks true understanding.

• Practice patience: Sometimes, silence is the most powerful part of a conversation. Giving people the space to articulate their thoughts can lead to deeper insights.

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Listening Transforms Relationships

Whether it’s a candidate, a client, or a colleague, listening has the power to transform relationships. I’ve seen this time and again in recruitment. Candidates often tell me, “You’re the first recruiter who’s really listened to what I want.” That’s not because I’m a genius—it’s because I’ve made listening a priority.

When you listen well, you don’t just fill roles; you change lives. You help people find jobs that align with their values, clients find team members who elevate their businesses, and colleagues feel supported in their growth.

The Ripple Effect of Listening

One of my favourite takeaways from Trimboli’s book is the idea that good listening creates a ripple effect. When you listen to someone, you empower them to listen better too. In my experience, this ripple effect strengthens teams, improves customer relationships, and fosters a culture of collaboration and respect.

Final Thoughts

Listening isn’t just a skill; it’s a mindset. It’s about being present, showing empathy, and seeking to understand rather than to respond. Whether you’re a recruiter, a leader, or simply someone looking to improve your communication, listening is the key to unlocking your potential.

So, my challenge to you is this: in your next conversation, pause, focus, and truly listen. You might be surprised by what you hear—and by what it leads to.

At Inspired Recruitment, we’re not just about matching CVs to jobs. We’re about listening to your story, your challenges, and your goals. Because when we listen, we create opportunities that change lives.

 Mark Goode

CEO Inspired Recruitment

Mark Goode is the CEO of The Inspired Recruitment Group which originated with the inception of Inspired Selections a recruitment agency primarily focused on recruitment in the optical industry before branching out into audiology and pharmaceutical recruitment. New optical opportunities are featured daily here or if you're a business, looking for help with your recruitment needs, get in touch here