Season 9 | Ep21 Jory Humphreys & Sam Hope: How they built $25M in 25 months using offshore leverage

In June 2023, Jory Humphreys and Sam Hope launched H People with limited capital but an insane energy to work hard.

Within 25 months, they'd built a $25 million business. $8.2 million in year one, $15.5 million revenue and $1 million in EBITDA in their second full year. They're now Australia's number two fastest-growing company.

But what makes their story different isn't the revenue. It's the model they built to get there.

Most founders choose between growth and sanity. Jory and Sam chose leverage.

From day one, they integrated an offshore team from the Philippines. Not as a cost-cutting exercise. As a strategic partner. One offshore resource supporting one onshore consultant.

This involved structured daily huddles, clear shared targets and the growth of a real partnership culture.

The offshore team handled high-volume screening, candidate qualification, compliance and administration. The onshore consultants handled what only they could do: client relationships, business development, negotiation, and revenue generation.

This operating model has been the foundation of their success.

As Jory explains: "If it was just me and Sam battling it out without offshore support, we would have only made half the amount of placements. They enabled us to deliver a better service."

Today, H People is 21 people strong, expanding nationally across Brisbane, Melbourne, and Sydney, and they're running one of the most profitable recruitment operations in Australia. They've also launched Wingman Recruitment, helping other agencies replicate the offshore model with the same rigour.

Inside this unique story, we cover:

- How two bootstrapped founders went from zero to $25M in 25 months

- Why the offshore model isn't about cost-cutting - it's about leverage

- The exact structure: one consultant, one resource, shared targets

- How they grew 16 net new contractors every single month

- The culture piece: why their offshore team outperforms typical VAs

- How they built $1M EBITDA in year two (without venture capital)

- Why they split focus between H People and Wingman Recruitment?

- The real numbers: revenue, GP, EBITDA, and what's actually possible

- How they managed family life while scaling a $25M business in 25 months

- The future of recruitment: onshore consultants + offshore leverage + AI automation

This is a story of two recruiters who understood their market, built the right operating model, and scaled with intention. It’s super inspiring and I can’t wait for you to listen!

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