Ever wondered what it takes to become a top biller in just two years? Discover how Shushi Ito from our Commercial Media & Entertainment team achieved this impressive milestone, starting with no prior recruitment experience. In our latest interview, Shushi reveals the secrets behind his rapid success and how his passion, dedication, and fresh perspective are shaking up the industry. Keep reading to learn about Shushi’s journey and get inspired to transform your own career!

Congratulations on being top biller for two months in a row! How does it feel to achieve this milestone?

To be honest, while I’m really happy with this achievement, I also feel that maintaining this level of success consistently will be challenging. With so many consultants around, many of whom have been here for a long time and possess both experience and skills, it can be tough to stand out. Initially, I struggled with figuring out how to make my mark in such an environment. Nevertheless, I am honored to have received these awards and am very motivated to keep pushing forward.

Can you share your previous work experience and what inspired your transition into recruitment?

I joined my previous company as a new graduate, where I was involved in acquiring land for single-family homes that the company would sell. My role was primarily focused on B2B sales and new business development, where I worked on securing land from vendors for resale through our company. Throughout my tenure, I acted as a middleman between brokers and sellers, constantly striving to find sellers and close deals. However, after finalizing various transactions, I often heard sellers expressing dissatisfaction with the sale price, wishing they could have achieved a higher amount. This made me realize that the business model wasn’t always a win-win situation for all parties involved. As a result, when job hunting, I sought a business model where all parties could benefit. This guiding principle led me to recruitment, where I found a more satisfying alignment.

Can you share your journey with us? What were your expectations when you first joined the company, and how have they evolved?

I joined RGF Professional Recruitment Japan as an Associate in the Game & Entertainment team in October 2022. Initially, I had a lot to learn and adapt to in the recruitment field. Over time, I’ve found that maintaining good relationships and receiving gratitude from both candidates and clients is extremely rewarding. The feedback like, “Since that person joined, they’ve been able to achieve this,” has been very fulfilling. This experience contrasts with my previous job, where such alignment was lacking. I now feel there’s no significant gap or mismatch in my current role.

What do you think were the key factors that helped you become a top biller within just two years?

I believe two key factors contributed to any success I have had. First, I concentrated on meeting and hopefully exceeding KPIs. Since I was inexperienced, I knew I had to put in extra effort—engaging with more people and doing thorough research. At times, I had to push myself beyond the basics to achieve my KPIs, which I think was important.

Second, I tried to maintain a proactive mindset, focusing on how things could be done rather than why they couldn’t. This mindset, which I learned at my previous company, helped me find alternative solutions when facing challenges. For instance, if certain systems or platforms weren’t available, I would look for other ways to reach candidates. I feel this approach really helped me along the way.

Were there any specific challenges you faced when transitioning into recruitment, especially without prior experience? How did you overcome them?

One major challenge was understanding industry trends and movements, particularly in the niche field of games and entertainment. Grasping what’s happening in the industry and understanding the trends affecting candidates and clients was initially difficult. To overcome this, I spent considerable time talking to many candidates, which helped me get a feel for the industry. I also started reading industry-related books and became more active on social media and other online platforms to gather information. This combination of direct engagement and research allowed me to build a solid understanding of the field.

How do you structure your time throughout the day or week to ensure you perform at a high level?

I try to set clear time blocks to stay organized and efficient. I usually divide my day into segments, such as reserving specific times for interviews, gathering information, and scouting new candidates. Keeping these tasks separate helps me stay focused and manage my workload better. Although there are occasional adjustments and shifts, this approach has helped me stay on track and maintain my performance.

What strategies or techniques have you found to be most effective in building strong client and candidate relationships?

Building strong relationships often relies more on genuine passion than on specific techniques. I try to show real interest and enthusiasm. For instance, in the VTuber field, I make an effort to stay updated with industry news and engage with the content as a user. This way, I can have more meaningful conversations with clients by referencing recent developments. I hope that showing I am not just an agent but also an active user of their content helps in building trust and rapport.

How do you stay motivated and maintain your performance over time?

Maintaining motivation can be challenging, especially when facing setbacks like unsuccessful offers or declined candidates. When I feel discouraged, I like to reflect on past successes and moments of achievement, whether at work or in my personal life. For example, remembering my first placement helps me focus on what went well and gives me the push to keep going. These reflections remind me of what I’m capable of and encourage me to keep putting in the effort.

What advice would you give to someone just starting out in recruitment or someone looking to replicate your success?

Recruitment is a truly fulfilling job. There's something special about connecting people with companies, and the gratitude from both sides often leaves a lasting impression. Even if you're new to the field, having passion and a genuine desire to help others can lead to success. Unlike roles that require specific technical skills, recruitment offers opportunities for anyone who's motivated and eager to engage. With these qualities, I believe anyone can thrive in this field.

Looking ahead, what are your next goals, and how do you plan to achieve them?

My goal is to become one of the top performers in the industry, like respected figures such as Noriyuki Suzuki-san and Nobuaki Okano -san. I aspire to build a strong client portfolio focused on high-level positions, which will enable me to place candidates in significant roles. By strengthening my capabilities and managing high-level placements effectively, I plan to expand my influence and eventually introduce middle-level candidates to those clients. This strategic approach will help me achieve my goal and establish a notable reputation in the field.

Shushi's journey from an Associate with no recruitment experience to a top biller in two years shows the power of dedication and passion. His success highlights that recruitment is more than matching skills—it's about building genuine connections that drive success for everyone involved. For those considering recruitment, his story proves that with enthusiasm and a commitment to learning, you can achieve great things.

If you're motivated to help others, this could be the perfect career for you.