Primary Market Age Group
Work Force Market Age Group
Secondary Market Age Group
Station Market Analysis and Review Technique
5 parts of SMART
- Territorial Map
- DOD ASAD
- Goal Recap
- DEP Status Board
Standardized Territory Evaluation and Analysis for Marketing
5 Reports of STEAM
6 Phases of Recruiting Roadmap
5 Prospect Engagement Skills
Discovery is important so that you have...
An understanding of the prospects wants, needs, and decision criteria
Alignment is important so you can...
Build authentic relations by connecting the Navy's opportunities with the prospects pressures, plans, and problems
Positioning is so important to...
Creating a positive perception of the Navy's opportunities by helping the prospect recognize the Navy's advantages
Distinction is so important in...
Developing a prospect's preference for the Navy by distinguising the uniqueness of the Navy's value for them
Collaboration's important for...
Working together with your prospect throughout the recruiting process and mentoring them throughout DEP
4 Discovery Questions
- Open Ended
- Closed Minded
- Thought Provoking
- Value Focused
5 R's of handling objections
- Apathy - I dont care
- Doubt - I don't believe
- Confusion - I don't understand
- Obstacle - I don't like
- Brand and Reputation
POINTS stands for
11 tabs in R-tools
- 1 Screen
- Prior Service
- Feedback (LEADS)
8 market segments
- In Service
- Prior Service
Working Ticklers are...
- Loaded on the last day of the current week, based upon goaling letter
- Should have no more than 50 records on a single day
- Future Sailor records should be maintained in a working ticklet through RTC graduation
- Contacted within 24 hours
- Disposition within 30 days to avoid overdue status
- Maintained in a working tickler for four months, or until valid disposition occurs
How long are records kept for in R-tools?
4 years after high school graduation
Blueprinting is done to...
Reduce call reluctance
Where is a 72 hour indoc conducted?
Future Sailors House along with influencers
Why is a 72 hour indoc conducted?
To eliminate buyer's remorse
Who can give permission to hold 72 hours not at future sailors home?
How long can a 72 hour be conducted up to?
5 days after enlistment due to scheduling conflicts
72 Hour Indoc
- Official Titles and Comms
- Review Contract
- Give DEP schedule
- Navy Zero Tollerance
- DEP PQS
When is the initial mentoring done?
At least 7 days after the 72 hour
What is done during the initial mentoring?
SAPR-D Video and Page 13 (Fratenization)
DEP Meeting attendance percentage
Minimum of 80%
- Held once a month at least
- Rercert and DEP muster
- Encourage family and friends
When should a BF% be included?
Within 5lbs of max weight
When should DEP recerts be filled out?
- Monthly Mentoring
- DEP Custody Turnovers
- 30 days
- 7 days
- 72 hr
What is required for 11S that has not graduated?
Will grad letter
DEP Custody Turnovers
- LPO must meet FSs face to face
- Letter sent to parents upon turnover
- Conducted within 30 days of LPO transfer of command
- Must pass PST prior to being placed in categories
- Attend practice sessions every 45 days
- Must pass 14 day PST
Enlisted Recruiter Production Management System
How long are planners maintained for?
12 months + current month
How long are PATES maintained for?
24 months + current month
How long are App logs maintained for?
12 months + current month
Production Analysis Training and Evaluation
What is the PATE used for?
To Collect and Analyze data to set objectives for recruiters
How many months of data does the PATE utilize?
When are station numbers used?
Until recruiter has been onboard long enough to generate numbers of their own
When using PATE to build a prospecting plan, what should be used?
- Goaling Letter
- Previously scheduled activity
- School Visits
- PT and advancement study
- FS obligations and mentoring
All interviews that are conducted within ___ months are carryovers.
Daily Production Review
When are DPRs conducted?
At least once a day
What items are used during the DPR?
- App log
- Working Tickler
- New Contracts
Can recruiters interviene with court authorities?
Allows junior sailors to return to hometown and assist local recruiting stations.
Available to E6 and above minorities to return to their communities to assist in recruiting
- Recruiting District Assistance Council
- Officers assist with recruiting efforts to the CO
What are the 4 CNRC Priorities
- SEALS/Spec Ops
- Prior Service
How to be successful at recruiting?
Remove future sailors fear about going to the Navy and replace it with knowledge
5 steps daily process
- 1. Prospect
- 2. Process
- 3. Manage Future Sailors
- 4. Admin
- 5. Liberty Call
Recommended contacts for the day
7 steps to contacting
- 1. Cold Calls
- 2. Email
- 3. Facebook
- 4. School
- 5. Job
- 6. Door Knock
- 7. Future Sailor
Anyone who served in Navy Reserves
Can NAVET keeps rate and paygrade?
If rating is available and obligate within 6 years
Anyone who served in another branch
Will OSVET go to basic training?
What is direct conversion for OSVET?
If the OSVET has job quals that apply to a Navy rating, will not have to attend A school
Direct Procurement Enlistment Program
What does DPEP do?
Applicants will be given advanced pay grades for experience and education in Select fields, needed in the Navy
What are requirements for CANREC?
- Be E-4 or E-5
- Meet active duty eligibility
- Recalled from reserves to active duty for spectial work for 24 months for recruiting duty
- May be extended up to 5 years
How long must you wait to drive to gov after drinking?
When can you qualify for Meritorious Advancement Program?
- Have to be qual'd for position you're holding
- Passed PFA
- PQS qualified
What are high propensity areas?
Where we get the most contracts
2 year college
All Services Accession Data
What is the ASAD used for?
Used to analyze trends of the market potential of all branches
How long is the ASAD kept for?
2 years + current
When is the goal recap updated?
How long is a Goal Recap kept for?
2 years + current
What is the DEP status board?
Rolling picture of Future Sailors over a year
SYTD WG Target - DEP board
Schoole year to date will grad target - 11S goal
SYTD WG ATTN - DEP board
11s we actually have
DEP Accensions - DEP board
# depped in this month
Black name on DEP board
Blue name on DEP board
Red name on DEP board
Green name on DEP board
What is done before a school visit?
Visit/call seniors and let them know you'll be at their school
How is SMART setup to relate all items?
Set up to ensure quality over quanity
What is the purpose of the app log?
To keep track of prospects and applicants from start to end
What feeds the PATE?
Point system (0-6 pts)
Not ready for the meeting
Point system (7-10 pts)
Partially ready for meeting
Point system (11/12 pts)
Ready for the meeting
Known as PRISE-R now, Allows NAVETS/OSVETS to affilate w/ SELRES into Career Reenlistment Objectives
Offers reenlistment to NAVETS
Age Requirements for SPECWAR
- 28 SEAL
- 27 UTC
- 30 EOD, SWCC, AIRR, Diver
- EL & NUC 252+ auto quall
- EL & NUC <252 will take NAPT
- US Citizen
- 25 and under
- No use of MJ 6 months prior to enlistment
Heritage Language Recruiting Program
What is HLRP?
Program designed to identify and recruit from heritage communities in order to expand overall force capactiy in critical foriegn languages
Defense Language Proficiency Test
Loan Repayment program
How much can you qualify for LRP?
Up to $65,000
College First Program
- Navy pays DEPPERS to finish college before shipping as long as school lines up with rating
What is a high school pull?
Pulling test scores from a school for the ASVAB to be used for enlistment purposes
Defence Language Apitude Battery - For CTIs
- Navy Advanced Program Test
- Used to qual for NUC
- Must have a 232 above in both EL and NUC
Given to SPECWAR candidates to ensure they can pronunciate properly
What is required to advance for complete of DEP PQS?
- Pass the written test in RTC
- Pass the PRT