Prepared to Defend, Ready to Repeat
The Climb is Glorified—But What About the Plateau?
We all adore the ascent—the climb from the bottom to the top. It’s the classic hero’s journey.
But what happens when you think you’ve reached the summit?
When I joined Management Recruiters of Coeur d'Alene (MR Cd'A) in 2015, it took some time to get the hang of this recruiting thing.
By the end of 2016, I had gained momentum and set a company record—13 send-outs (first-time interviews) in a single week.
This momentum made 2017 my "breakout year." I achieved my first Pacesetter earning the #2 Top Solo Account Executive (AE) spot for the Pacific Region in the MRINetwork and broke multiple office records:
1st Half Cash-In (Pacific & National Regions): $218,375
All-Time Annual Cash-In: $409,225
AE of the Year
In solo or “360 recruiting,” an AE does it all—business development, recruiting, relationship management. Some say it’s inefficient, but for me, it was a full-scope, hands-on experience that accelerated my growth.
While focusing on personal goals, I also remained a team player. We had built a solid group of recruiters with a strong culture. From 2015 to 2017, our office revenue grew 309%, earning MR Cd'A the award for Largest Year Over Year Growth over a 3-year period.
My performance caught the attention of the Network, and I was invited to participate in their “Influencer Series.” I spoke about a concept called Relentless Incrementalism—a philosophy I adopted from Eric, who had picked it up during his time as President of Cascadia College. It even inspired a music video.
The session was filmed in New Orleans, LA during a NextGen Conference, an invite-only event for emerging leaders in the Network. Like my MBA days at the University of Idaho, Coeur d’Alene, I felt a bit out of place—but incredibly honored to be in the room.
Following these results, the owner of Management Recruiters promoted me to Vice President. It came with signing authority, informal responsibilities… and no pay bump.
It didn't quite make sense to me, but I embraced the opportunity. The VP title allowed for more influence on hiring, training, and shaping our culture—so I leaned in.
Hinde site, I let the success and promotion go to my head.
I thought I had “made it.” My 2018 mantra? “Prepared to Defend, Ready to Repeat.” Because I wanted to defend my current title and go for another championship (aka Pacesetter).
But I fell victim to “relief syndrome”—the false sense that I didn’t need to keep grinding the same way. That mindset led to bad habits, less urgency in my work… and tough lessons.
2018 also marked the end of a 6-year relationship with my ex-fiancée. It was a chaotic, emotional time.
Still, I kept learning to hone my craft. Halfway through 2018, I qualified to take part in the Certified Senior Account Manager (CSAM) program— which is a prestigious industry title. Despite historically being a poor test taker, I passed earning the CSAM designation.
It’s easy to lose sight of long-term goals when life and work both feel heavy. I had to revisit the mindset I developed back when I transitioned into recruiting: get comfortable being uncomfortable.
The lesson was about stamina.
Every year, someone else is on their climb. Just like in sports, someone’s always coming for your spot.
That’s why consistent success in this industry is so rare—and so impressive.
Even with the setbacks, I was able to make 11 placements, for $287,375 billings and $317,375 cash-in—just $12,625 shy of a second Pacesetter.
I’ve always been strategic with money. In 2017, I finally felt like I was earning what I deserved. In '18, despite a dip in income, I made a bold move: Paying off all my debt—including $31,000 in student loans from my MBA.
I had already knocked $5,000 off the principal while in school and was about to be paying mostly interest for the next few years. Writing that check was painful, but it paved the way for me to eventually buy my house and continues to have to long term financial benefits that put me ahead in life. Something most people in my generation can’t say.
Much like 2007, when I thought I was in a stagnant phase, this period turned out to be one of the most productive times of my life and laid the foundation for future growth.
I was bummed to miss out on Pacesetter and Costa Rica. But 2018 slapped me with a truth:
The game can be good to you—but it doesn’t owe you anything.
You earn your spot every single year.
Keep Climbing
Even when things feel blurry—stay focused.
Even when you feel stuck—keep showing up.
Even when the wins don’t come—keep learning.
You’re still making progress.
You’re still building.
And the hardest, humbling lessons? They’re the best teachers.
-- Alex de Golia