Consistently earning $50k fees and higher takes a deeper understanding of both your clients and candidates.  Ask yourself these questions: "What is my biggest client's spouse's name?  What does my client's office look like and where is it located?  What does my most valuable candidate want the most from a new opportunity?  What hobbies does the industry mover-and-shaker you are trying to know enjoy?"  In all cases and many more, people do business with those they see as friends.  Integrating yourself into the industry you recruit will help opportunity to find you.
 
First, take great notes when you talk to anyone and everyone on the phone.  Ask and record personal facts about the person you are speaking with.  Then follow-up on a regular basis.  This person should enjoy taking your calls and that will only happen if you connect in a personal way.
 
Second, spend time in the field.  Nothing replaces human to human contact.  Spending time in a client's office to meet the others and see the operation makes you a better representative of that company.  It's not just about PR...it's about learning who they are and how they operate (your competitor is not doing this).  Lunches, drinks and dinners are fun ways to build those relationships.  Remember, friends rarely fire friends.  Strong friendships help both side through the toughest negotiation.
 
Finally, create interactions and conversations beyond business.  Make them your friend first and the rest will follow.