LPO

Production Analysis Training & Evaluation

• Family
• Occupation
• Recreation
• Mutual Acquaintance

Sales conversation starter

I can appreciate....(). Since I already have you here, do you mind if I ask you a couple of questions, that way if I can't help you now, maybe I can help you in the future?

These cards represent the top 10 reasons why people like you choose to join the Navy, and people like me choose to stay in the Navy.  What I would like you to do is look at these cards and pick one that best describes what you're looking for.

A stress that caused someone to do something. 

What circumstance is causing the prospect to consider the Navy?

Something he/she is trying to do to change his/her situation or circumstance

Creating values and relationships

• Pressure
• Plan
• Problem
• Opportunities
• Advantages
• References
• Unique value

• Open-ended
• Close-ended
• Thought provoking
• Value focus

Something you would like to have

Something you need to have.  A desire to improve or accomplish something

Something important to you that drives your choices

• Apathy - I don't care
• Doubt - I don't believe
• Confusion - I don't understand
• Obstacle - I don't like

• Prospecting Generated
• Prospecting Summary
• Prospecting Plan Guidance
• Other Activity

• Generate referrals
• Produce quality contracts
• Increase Navy awareness

Current + 24 months

BBETRR

• Brand and reputation
• Benefits
• Experience
• Training
• Resources
• Relationships

Daily Production Review

Mimimum once per day

Local Effective Accession Delivery System

Command Integrated Recruiting Information Management Support System

System is retired and incorporated into the PRIDE Mod

After 2 months of missed goals.  R-Ops may grant a one-time waiver

R-Ops and ACR

• 1. Recruiting operations
• 2. Eligibility requirements
• 3. Forms and documents
• 4. Programs and classification
• 5. DEP

• Formal
• Informal
• Remedial
• OJT
• GMT
• PQS
• Physical
• Indoc

• Formal/informal training
• Remedial training
• OJT
• Indoc
• PQS
• Graded sales lab (one with LPO every month)

At least once per month for 6 months, then record is returned from working tickler to correct market segment

After 2 failed recruiter boards

With the XO

45 days

If failed, 45 days extra

6 months

If failed, 90 days extra

on 3rd month of production.

XO, CMC, CR, ACR, Trainer, R-ops

• Recognize - determine type of issue by actively listening
• Relate - empathize and restate what you heard
• Realize - discover source of issue by asking open and closed discovery questions
• Respond - address the issue by aligning relevant Navy opportunities with the issue

• What - recruiting roadmap
• How - prospect engagement skills
• Why - PSVP

Prospect-Specific Value Proposition

It's a personal, unique, and specific communication focusing on the Prospect's circumstances and then ties the value of the Navy to the Prospect's wants and needs.

Builds a case for "Why Navy?"

• Prospect's Pressures
• Prospect's Plans
• Prospect's Problems
• Navy's Opportunities
• Navy's Advantages
• Navy's References
• Navy's Unique Value

Why

How

What

Every ACR Wants More

• Engage the prospect
• Access the prospect's potential
• Connect the opportunities for the prospect
• Reveal the value of the Navy
• Win the commitment
• Mentor (DEP)

• Purpose
• Outcomes
• Intelligence
• Needs
• Teams
• Strategy

Current month + 12 months

Recruiter Production Management System

• PATE
• Planner
• App Log

• Black - Non NSW/NSO Work Force males
• Blue - Non NSW/NSO 11s males
• Red - Non-NSW/NSO Females
• Green - All NSW/NSO

School Of Area Responsibility binder.

Combination of zip codes and high schools comprise a SOAR

Current + 2 years market identification started by June 1st

• Red - NRS
• Red with R - Reserve center
• Blue - High school
• Green - 2 year college
• Silver - VoTech school
• Gold - 4 year college

• Territorial map
• DOD ASAD
• Goal recap
• DEP status board
• High school folders
• SOAR binder

Department of Defense All Service Accession Data

Station Market Analysis and Review Technique

• History - contracts per zip code
• Quality - mental groups
• Population - demographics in area
• Totals - market totals

Standardized Territory Evaluation and Analysis for Management

Last working day of the prior week

Pivot tables

Daily

Beginning of the month (within the 1st week....print date is at the bottom)

• GNC - Gross New Contract (working link)
• ACC - Accession

Used to identify where quality market can be found and where target market centers are located

Tool used to ensure each NRS has a fair share of the market and goals are fairly assigned based on the market available

1 year

Totals report (Web STEAM)

CR

• School Year To Date Will Grad Target (SYTD WG Target)
• School Year To Date Will Grad Attained (SYTD WG Attained)
• DEP Accessions
• Total in DEP

At 30 day mark

1000 until 1400

• A - 150 and above
• B - 50-149
• C - 49 and below

When the station has made goal

50

• Primary
• Workforce
• Secondary

17-21 years old.  Applicant is in high school or has finished high school and is attending an accredited post-secondary school

17-39 years old.  Population not attending school

22-39 years old.  Population that is not in high school

• 1 Screen
• Additional
• Sales
• Remarks
• Blueprint
• Medical
• Employment
• Tests
• Education
• Prior Service
• Feedback (LEADS)

• None
• School
• Workforce
• College
• In Service
• Inactive
• Prior Service
• Female

24 hours

LPO

All of them

"Incomplete" and "No market status"

4 months, until contracted or when disposition renders the LEAD non-workable, whichever comes first (final disposition)

4 years

To reduce number of unqualified interviews from appointments set

• E-9 (Apr 15)
• E-7/8 (Sep 15)
• E-6 (Nov 15)
• E-5 (Mar 15)
• E-4 (Jun 15)
• E-1/2/3 (Jul 15)

Value-Oriented Recruiting

• Engage
• Assess
• Reveal
• Win

• Discovery
• Alignment
• Positioning
• Distinction
• Collaboration

Within 30 days

September 1st every year

• No market status = 0
• Marked for DPR
• LEADS

Every day

Every day

No

As soon as possible after graduation and no later than September 1, each year

Through a Footprints Trouble Ticket with SYSAD

• Accessions (ACC)
• Gross New Contracts (GNC)

To get the customer to listen and to like you

Mental

Mechanical

A goal

Would It Be Important To You?....

RAP/HARP/Seminar Referral

COI Referral

School counselor referral

Other Service Referral

Pro-Navy

Local LEAD

Online Application

Mail-out

Walk-In

Phone

Personally Developed Contact

Social Network

DEP Referral

Prior Service

High School list

Selective Service registration list

Rtools Name List

Applicant Referral

ASVAB list

National LEAD

The ability to perceive what other people are feeling, and the ability to relate with them in their own frame of reference

Motivational force that makes goal attainment important

Good self-discipline

To get face to face with someone who appears to be eligible

Prospecting or selling

New Contract Objective

Recruiter Assignment Factor

Recruiter Assistant Devices

Used to mail out and not for leaving at schools and other locations

Left at privately owned businesses to generate leads

Promotes awareness in community

Given to Future Sailors in preparation for going to MEPS

Provides useful info in closing a sale to a Future Sailor

Voice, Eye Contact, Gestures, Attitude

Belief, emphasis, sincerity

Recruiter Quality Assurance Team

1130.8 series

2 years

• Mission accomplishment 
• Leading people
• Working with people 
• Resource stewardship
• Leading change

5

Accident reporting

• Rollin
• Rollout
• Reclassification
• Info
• DEP discharge (probable)
• DEP discharge (definite)
• Courtesy ship
• Change in DEP status

No.

11th and 12th grade are the only grades that count as an official score

• Delete records
• Change Ed code to
• Change Grad Year to
• Change Market Status to

Personalized Recruiting for Immediate and Delayed Enlistment Modernization (Second generation)

5 days

Enlisted mission requirements on goaling letter

June 15 is normally the earliest the change can be started

Transferring of college junior records to the Officer recruiter

• 3 times per day (first week)
• 1 time per day (second week)
• 1 time per month (until 4 month mark)

Marketing Advertising Officer

-Responsible for driving LEADS

-Up to $1500 requires MAO approval

-$1501-$4999 requires CO approval

June 1st

500:1

8 hours

Planner

No planner = cardiac arrest in recruiting

ETUT

Every Thing U Touch

The 50% gate

LPO preference...…..50% or 75% gate

TRAMPS

• Telephone
• Referrals
• Advertising (LEADS)
• Mail Outs
• PDC
• Social Networking

To identify any attrition that may be lingering in the DEP pool

Bootcamp.navy.mil

MPTE website

Built off of how the name appears on the I-551 card, vice on the social

To review production in order to develop an effective prospecting plan

PRIDE

E5/E6 candidates shall be permitted 1 study day per week for 8 consecutive weeks, or equivalent, commencing the first week in January for the March exam and first week in July for the September exam.

E7 candidates shall be authorized 1 study day per week for 8 consecutive weeks, or equivalent, commencing in October for the January exam, so as to not interfere with the holiday leave period

• Leadership by example
• Hard work and Initiative
• Tenacity

When WebSTEAM totals are +/- 85 of high school seniors

• Customer service
• Initiative
• Sharp skills
• Time management
• Ambassadorship

• Purpose
• Method (Mission oriented, people focused, ready now and in the future, lead by example)
• End State

• Informing phase
• Storming phase
• Conforming phase
• Performing phase

• The "Why" sale
• The "Inspirational" Sale
• The "Personal Interest" Sale

• F- Find someone to educate on the Navy
• I- Inform about Navy benefits
• N- Next step. Propose next step to someone
• I-Interview someone new every day
• S- Sell.  Use VALOR
• H- Help (Mentor)

• 1. Typing
• 2. OPI - Oral Proficiency Interview
• 3. DLAB - Defense Language Aptitude Battery
• 4. DLPT - Defense Language Proficiency Test
• 5. NAPT - Navy Advanced Placement Test
• 6. ASVAB - Armed Services Vocational Aptitude Battery

100 or higher

55 or higher

40 WPM

Section 6 Remarks

No

• DPR
• Study time
• Family plans
• PT
• Presentations
• 72 hour indocs

• 1. Goaling letter
• 2. PATE
• 3. Planner

• 1. Talk about it
• 2. OJT
• 3. Follow up training

• M - 40%
• T - 40%
• W - 20%
• T - Carry over missed activity

93 or higher

65-92

50-64

31-49

30 and below

• Planner feeds the Applog
• Applog feeds the PATE
• PATE feeds the Planner

• Check nearby station for a loaner
• Check HQ for a loaner

Special Duty Assignment Pay (SDAP)

Shows what tier school it is, gives milestones, population, etc.  Used to achieve milestones and aid in recruiter turnover

• 1. Market status not correct
• 2. High number of opt-outs
• 3. School/zip code may not belong to correct station
• 4. Private schools not required to give lists

Total number of 12th grade Seniors x 4

• Category 1 & 2 on ASAD
• AFQT=50 or higher in Rtools
• Shark Attack form for Dep personnel
• Give presentations in weight lifting classes and such
• Check the ASAD for zip codes that Marines are putting in uppers

• Category 1 & 2 on ASAD
• "NF potential" in Rtools
• AFQT=65 or higher in Rtools
• Solicit referrals from other NUCs in DEP
• Give presentations in STEM classes
• Check with Officer recruiter or NROTC coordinator for applicants that were highly qualified but not accepted

RDML McLane

CDR Rivera

CDR Foster

CMDCM Smith

LCDR Calvo

NCCM Sanders

NCCS Drake

LT Wilson

LT Beck

HTC Visage

NCCS Novo

MCC Gorby

MCC Gorby

Recruiting Command Advancement Program

COMNAVCRUITCOMINST 1430.7C

Referral Recognition Program

Request for Conditional Release

Police Record Check

Request for Reference

Request for Verification of Birth

Application For Enlistment

Medical Prescreen Of Medical History Report

Request For Examination

United States Navy Tattoo Screening Certificate

United States Navy Aberrant Behavior Screening Certificate

Waiver Briefing Sheet

Request for Evaluation of Education Credentials, and Foreign Education

Waivers Handwritten Statement

DEP Action Request (DAR)/Potential DEP Problem

Recruiter Enlistment-Reenlistment Check-off Sheet

Drug and Alcohol Abuse Statement of Understanding

CANREC Program

• 1. Ensure nobody is injured
• 2. Call to report the accident to authorities
• 3. Contact the CDO
• 4. Don't admit fault for accident
• 5. Fill out SF91 Accident Report Form
• 6. Contact Chain of Command

Provides for the enlistment of applicants with civilian acquired training, education, or significant work experience into paygrades E3-E6

Step by step procedures for 14 different DEP meetings

When the applicant scores at least 20 points higher on a re-ASVAB

Indicates where the new contracts and accessions are being written, all the way down to the zip code and by which branch of service

It can help with determining what zip codes to assign to recruiters ensuring fair market share and determines the propensity to enlist

NC1 Irizarry

65

IPOL

2

Quarterly and Special

SAILOR

• Sponsorship
• Assign a mentor
• Indoctrination
• Leadership/CDB Boards
• Ombudsman
• Recognition

72 hours

Within 30 days of check in

Within 30 days of check in

• Reporting to command
• 24 months at command
• CWAY reenlistment purposes
• Failed advancement exam

Daily, Monthly, Quarerly, and Annually

Only need to update NAVCRUITDIST specific data (territory realignments, goals, personnel changes)

Manage, Maintain, and Motivate recruiters and Future Sailors

High school grad with 50 or above AFQT

• 40% 12L
• 60% 11S

December and May

50 gate

Within 24 hours

2 years

18

November 27

30 day, 7 day, 24 hour

• Maintain future Sailors motivation
• Mentally and physically prepare future Sailors for recruit training with the objective of reducing attrition
• Consistently screen future Sailors to ensure they continue to meet enlistment criteria which may affect their ability or eligibility to ship
• Encourage future Sailors to provide quality referrals

NETCON

Subgoals - known attrition

Authority To Buy

For minors, would be their parents/guardians