TRAINING TUESDAY PODCAST 029 (INTERVIEW WITH SSG CADE HOOPER; BASIC ARMY LEADERSHIP; SCHOOL RECRUITING PROGRAM; CONSISTENCY; EMAIL PROSPECTING)

Providing Ongoing Sustainment Training for Army National Guard Recruiters

Welcome to Tuesday…Tuesday Training Podcast…a conversation and collaboration between Army National Guard Recruiters.  This week lives will be changed, legacies will be started and generations will be impacted because of what we do to serve our citizens by bringing the best and brightest into our organizations.  What you do matters…..you will make a difference.

Better recruiter descriptions:

  •                 Launch Leaders
  •                 Transition Technicians
  •                 Career Catalyst
  •                 Start Strategist
  •                 Initiation Engineer
  •                 Commencement Coach
  •                 Bridge Builders
  •                 Legacy Launchers

 

AGENDA:  

  • Interview:  SSS Cade Hooper:  National Guard Recruiting Forum
  • Leadership Lesson from the ADRP – Roles and Responsibilities
  • 79T Tune-Up – NG Pam 601-1 Chapter 6, School Recruiting Programs
  • Perpetually Prospecting – Consistency
  • Expert Badge Training – Sending effective emails

INTERVIEW:

LEADERSHIP LESSON:  ROLES AND RESPONSIBILITIES

“Best thing you can do to become a great recruiter is to become a great Soldier.”  CSM Butz

4 PARTS OF ADRP 6-22

  1. PART ONE:  THE BASICS OF LEADERSHIP
  2. PART TWO:  THE ARMY LEADER: PERSON OF CHARACTER, PRESENCE AND INTELLECT
  3. PART THREE:  COMPETENCY-BASED LEADERSHIP FOR DIRECT THROUGH STRATEGIC LEVELS
  4. PART FOUR:  LEADING AT ORGANIZATIONAL AND STRATEGIC LEVELS

 

Today we start Chapter 2 which is in PART ONE:  THE BASICS OF LEADERSHIP.   We will discuss only the high points of this chapter which apply to us as NCOs.  The paragraphs 2-1 through 2-5 are captioned, ROLES AND RELATIONSHIPS and introduces the roles for the 3 main categories of leaders in the Army.  These 3 categories of leaders are:  commissioned officers, noncommissioned officers and Army Civilians.  Their roles and responsibilities overlap and complement each other.

“2-1. Army leaders of character lead by personal example and consistently serve as role models through a dedicated lifelong effort to learn and develop. They achieve excellence when disciplined followers do their duty, commit to the Army Values, and feel empowered to accomplish any mission while simultaneously improving their organizations with focus towards the future.”

79T TUNE-UP:

Notified that RZ will have a new 2807-2 uploaded for RRNCO use on 29 Aug for use on 30 Aug.

NG Pam 601-1 Chapter 6 ARNG Schools Program

6-2. General

The goal of the SRP is school ownership that leads to a greater number of NPS enlistments. RRNCOs must first establish rapport in the schools. This is a basic step in the sales process and a prerequisite to an effective SRP. Maintaining this rapport and establishing a good working relationship is next. Once educators are convinced of our sincerity that we have the student’s best interest in mind, the SRP can be effectively implemented. When developing the annual work plan, always include the major activities for each school programmed for recruiting activities. Competition from other service branch recruiters, schools, businesses and industries will make recruiting difficult. Additionally, the certainty or uncertainty of each student’s personal goals and aspirations, it should become clear that a well thought of work plan is essential. You ensure the chances of student contact through planning, follow through, and accurate record keeping of all acquired school information. Establish, execute, and maintain the SRP. The SRP is the cornerstone of NPS mission accomplishment. Without a strong high school program, you cannot have a strong NPS recruiting program. Successful development of the SRP requires that the RRNCO apply a continuous and conscientious effort year round. The RRNCO that has a solid, results-oriented SRP will be successful in the schools. Establishing, executing, and maintaining the program is ultimately the responsibility of each RRNCOIC and RRNCO. The SRP consists of four distinct phases: summer, fall, winter, and spring, and its successes are dependent upon the development and implementation of a sound school plan. School objectives should be established at the State level and include procedures for establishing school priorities, ASVAB testing goals, and a matrix which lists mandated activities which should be completed on a monthly basis by each RRSGM, RRNCOIC and RRNCO. All RRC leadership and RRNCOs should continually assess SRPs and other related prospecting activities to determine what the impact is on production.

PERPETUALLY PROSPECTING:  CONSISTENCY

5C CONVERSATIONS:  CONNECT, COLLECT, CONTRIBUTE, CONFIRM, CONTINUE

AS you prepare for your prospecting year, one thing you should consider is Consistency:

Often RRNCO say, “I didn’t get one call from the posters,” or “Table displays didn’t produce one enlistment,” or “being in my school seems to be a waste of time.”  And maybe some of that is correct but not if you are applying one of the most critical elements of your marketing/prospecting plan…consistency.

Old Faithful (140 feet) vs Steamboat Geyser: (over 300 feet) “Steamboat’s minor and major eruptions are entirely unpredictable.”

Potential leads need to see you or your marketing every day.   Be personally present with great consistency.  Have your marketing, e.g., posters, banners, literature displays, business cards, pencils, pens, RPI, social media, and personal presence create an ongoing, consistent and frequent interaction with your market.   You must be in the top 3 of choices when your market considers the military.

MASTER BADGE TRAINING

http://www.salesgravy.com/SG%2049-3-reasons-your-email-screams-delete.mp3sales

3 Reasons Your Prospecting Emails Keep Getting Deleted

Your prospects deal with an inbox that is completely overwhelmed by making instant, split-second decisions to Open, Delete, or Save for emails for later. Because of this your prospecting email must stand-out from all of the noise and be compelling enough to get opened. This means you have to catch your prospect’s attention in just a split second. The email the subject line is, by far, the most important element in getting their attention and your email opened. Sadly, though, most prospecting email subject lines neither stand-out nor are compelling. Most, in fact, scream – “Delete me.” Test your email subject lines free at http://www.yesware.com/salesgravy  

Subject Line Mistakes:

  • Subject line is too long (3 to 6 Words or 40 to 50 characters)
  • Subjects in the form of a question
  •  Impersonal subject lines
  • Connect to a known problem or recognize an accomplishment.
  • Make subject line about the prospect

 King Solomon:  If the iron is blunt, and one does not sharpen the edge, he must use more strength, but wisdom helps one to succeed. (Ecclesiastes 10:10 ESV)