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THIS WEEK: SOCIAL MEDIA EXCELLENCE; THE LAW OF REPLACEMENT; PERSONAL COURAGE; JAB, JAB, JAB, RIGHT HOOK
Providing ongoing, mobile sustainment training to stimulate success and promote professionalism.
Welcome to Tuesday Training Podcast…a conversation and collaboration between Army National Guard Recruiters. This week, because of your efforts, lives will be changed, legacies will be started and generations will be impacted as you serve our citizens, by bringing the best and brightest into our organizations. What you do matters…..you make a difference..
- Success Circle
- Perpetually Prospecting
- 79T Tune-Up
- Leadership Lesson
- Expert Badge Training
79T TUNE-UP: (Doing the basics well)
Social media plays an important role in our overall prospecting strategy. Today we interview (Retired) SFC Diane Farrow who is the face behind the Ohio National Guard Recruiting Facebook page. She will give us many, very practical tips on doing social media well.
PERPETUALLY PROSPECTING: (At our core we must be Prospectors)
5C CONVERSATIONS: CONNECT, COLLECT, CONTRIBUTE, CONFIRM, CONTINUE
Fanatical Prospecting by Jeb Blount Chapter 5
3 Rules of Prospecting:
- Universal Law of Need
- 30-Day Rule
- The Law of Replacement
“Here’s a math question: Becky has 30 prospects in her pipeline. Her closing percentage is 10 percent. She closes one deal. How many prospects remain in her pipe? Most people answer 29. The real answer is 20. So why 20? Here’s the math. Becky has a 1 in 10 probability of closing a deal. That means on average she will close only one deal out of 10 prospects she puts in her pipeline. The net result is when she closes one deal, the other nine are no longer viable prospects. This means her pipeline will be reduced by 10 prospects rather than one. She must now replace those 10 prospects to keep her pipeline full. The Law of Replacement can be a difficult concept to understand because it is a statistical formula. You may in fact argue how we could possibly know that the other nine prospects are no longer closeable. To do, however, is missing the point. We are talking about statistical probabilities based on Becky’s average closing ratio. The stats tell us, over the long run, that she must replace those prospects to keep her pipeline healthy and full.”
LEADERSHIP LESSON: (Professional Development)
“Best thing you can do to become a great recruiter is to become a great Soldier.” CSM Butz
4 PARTS OF ADRP 6-22
PART ONE: THE BASICS OF LEADERSHIP
PART TWO: THE ARMY LEADER: PERSON OF CHARACTER, PRESENCE AND INTELLECT
PART THREE: COMPETENCY-BASED LEADERSHIP FOR DIRECT THROUGH STRATEGIC LEVELS
PART FOUR: LEADING AT ORGANIZATIONAL AND STRATEGIC LEVELS
3-15. Personal courage is not the absence of fear. It is the ability to put fear aside and do what is necessary. Personal courage takes two forms: physical and moral. Effective leaders demonstrate both. Physical courage requires overcoming fears of bodily harm and doing one’s duty. It triggers bravery that allows a Soldier to take risks in combat in spite of the fear of wounds or even death.
3-16. Moral courage is the willingness to stand firm on values, principles, and convictions. It enables all leaders to stand up for what they believe is right, regardless of the consequences. Leaders, who take full responsibility for their decisions and actions even when things go wrong, display moral courage. Moral courage also expresses itself as candor. Candor means being frank, honest, and sincere with others. It requires impartiality and fairness.
EXPERT BADGE TRAINING (those committed to their craft)
One of the leading names in the social media marketing world is Gary Vaynerchuk. He wrote a book titled Jab, Jab, Jab, Right Hook. Here is video overview of the concept.
TRAINING TUESDAY PODCAST:
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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)