When first starting in the business recruiters tend to work anywhere and everywhere to find a job order. The thought process is " If I can get enough activity I can make a deal". This is not wrong thinking, but it is not the BEST thinking. My experience has shown me that the smaller my territory became the more revenue I produced. I will explain, When I first started in 11 years ago  I was taking searches anywhere I could get one. I was working on searches in North Carolina, Arizona, Florida, Texas, you name it.
 
Using the approach of " the more activity I have the better" made sense to me. The AHA! came when I began to produce $1M a year working a region versus the entire country. For most recruiters $1M in a region would be considered "Market Mastery", not to me. I began to bill $1M in several counties in a state while continuing to work that same region creating a practice generating $1.5M or better on a consistent basis. This was true " Market Mastery"
 
Here are a few Keys to Market Mastery:
1) Have an array of companies to present your candidates to. Example: have in your arsenal a A,B,and C level company along with a small,medium and large. This allows you to have maximum opportunity to present and place your candidates.
2) Become known as an insider to your market not just a recruiter. This requires you to understand the market conditions, who's who, and have your finger on the pulse of what is happening.
3) Look for clients and candidates that have long term potential. You don't plan on making a quick deal and leaving the area.
4) Always follow the "golden rule" . The world you are in is small and bad news will travel fast. Treat clients and candidates like you are going to work with them for years to come.
5) Work an area small enough for you to have a full understanding of the market and you will begin to find people turning to you for more than your ability to find and place good candidates.