- Abbreviations, avoidance of, 223
- Acceptance, feelings and, 159–160
- Achievement:
- need for, 279
- purpose and, 281
- Acknowledgements, Ledge technique and, 193–194
- Activate Your Brain (Halford), 166
- Activities. See also Behaviors
- high-impact, 76
- impactful, 74
- non-recruiting, 73, 75
- Actualization, 214
- Adversity:
- drive and, 186
- leveraging of, 176–177
- as most powerful teacher, 175, 177
- resilience and, 176, 281
- Spartan Races and, 174
- success and, 54
- UHPs and, 277
- AFRISS, 87
- Agility, frameworks and, 192
- All eggs in one basket fallacy, 109–110
- Alphas:
- desperation and, 39
- on prospecting pyramid, 84–85
- America, birth of, 286–288
- AMMO framework, 233–236
- audience and, 234–235
- message and, 235
- method and, 235
- outcome, defining desired, 236
- tailoring message, 235
- worst messages and, 234
- Amygdala, brain and, 196–197
- Analysis paralysis, 52
- Annual recruiting cycle (ARC), 84, 85, 255
- APPLEMDT, 99, 101, 133
- Applicant(s):
- conversion ratio, 43
- funnel of (see Funnel of applicants)
- Applicant Processing List (APL), 38
- Appointment setting, 106
- call blocks as appointments, 123, 124
- telephone prospecting and, 118, 143
- ARISS, 87
- Arruda, William, 252
- Ask/asking:
- ask step, objection turnarounds and, 199
- assumptive (see Assumptive ask)
- discipline and, 25
- e-mail and, 239–240
- failing to, 24
- how to, 26–34
- keys to, three, 26–27
- key to unlocking everything, 23–24
- for prospect’s time, 139
- referrals and, 268–269
- Assumptive ask, 28–33
- passive behavior and, 24
- requirement of, 24–25
- Assumptive messages, 32–33
- Athletes, elite, 93, 94, 167
- Attachment, as disruptive emotion, 163
- Attention:
- focusing your, 216
- hook, email and, 237–238
- Audience:
- email and, 234–235
- social recruiting and, 248
- tailoring message for, 235
- Authenticity:
- frameworks and, 192
- recruiting and, 191
- Availability bias, 179–180
- Awareness:
- beginning of, 166
- defined, 165
- emotions and, 157
- key to, 95
- opportunities and, 217
- self- (see Self-awareness)
-
- Backbone, 25
- Balance:
- familiarity and, 272
- methodology and, 108–109
- objectives and, 105–111
- power of, 131–135
- qualifying and, 102–104
- routine and, 110–111
- social recruiting and, 262
- WIIFM (What’s in it for me?), 131–135
- Banishment, 158
- Bargaining, 143
- Battlefield. See also Daily battle rhythm; War
- asymmetric,
- daily battle rhythm, 63, 77
- emotional environment of, 172
- enemy and, –19, 29
- fear and, 172–173
- losing ways and,
- luck and, 287
- Because statements, 126, 132–133, 134–135
- Behaviors. See also Activities
- influencing others, 27
- landmark study on, 132
- mirroring others,’ 27
- nonverbal (see Nonverbal behaviors)
- passive (see Passive behavior)
- of UHPs, 12–13
- Belief system. See also Mind-set
- assumptive ask and, 28
- as a choice, 282
- false beliefs, 207
- Bennett-Goleman, Tara, 193
- Biases:
- availability bias, 179–180
- cognitive, 209–210
- confirmation bias, 95
- negativity bias, 208–209, 214–215
- pre-judgements and, 211
- safety bias, 209–210
- similarity, 266
- Big Short, The (movie), 24
- Bio, online summary, 252
- Blame:
- command mind-set and, 77
- UHPs and, 15
- “Blueprinting,” 133
- Body language. See also Posture; Smiling
- asking and, 24
- confidence and, 29, 30, 31
- likability and, 216
- Boot camp. See also Fanatical Military Recruiting Boot Camp
- foundational knowledge and, 11
- repetition and, 54
- Bounce-back routine, 168–169
- Brain. See also Cognitive dissonance; Fight-or-flight response; Psychology
- amygdala, 196–197
- cognitive load and, 66, 195
- emotions and, 159, 180, 181
- facts about, 196
- limbic system of, 181
- multitasking and, 66
- neocortex (rational brain), 181, 190, 193
- nesting doll comparison, 196–197
- pattern painting and, 195–199
- positive visualization and, 166
- reward capacities of, 166
- sensory information and, 195–196
- subconscious, preprogramming, 167
- thinking, then feeling, 180–183
- Brand. See Personal branding
- Bravos, 39
- Breathing, focus on, 167
- Bridging, calls and, 126, 130–135
- Brown, Brene, 25
- Brush-offs, 185–186
- Business cards, 217
-
- Call backs:
- call-back rate, 145
- compelling reason for, 146, 147–148
- doubling (see Five-Step Voice Mail Framework to Double Callbacks)
- Call blocks. See also Phone blocks
- goals and, 52, 123–124
- Horstman’s Corollary and, 62
- perfectionism and, 51
- timing of, 142–143
- as unmovable appointments, 123, 124
- Calls. See also Cold-calling
- confirm or flip/referral, 139
- example, effective, 126–127
- inbound, 128
- mostly unanswered, 122
- objective for each, 106
- one more call mantra, 285–286
- targeted, 64
- to teenagers, 172
- timing of, 140–143
- Call-to-contact ratio, 96
- Career:
- choices, 208 (see also Military career)
- eleven words that changed, 285–286
- Carter, Phillip, –5
- Cat-4s, desperation and, 39
- Cell phone. See Phone
- Challenges. See also Objections
- change and, 177
- emotions and, 31
- fear-inducing, 175
- leaning into, 283
- social recruiting and, 245–246
- Chamfort, Nicholas, 143
- Chan, Amanda, 168
- Change:
- challenges and, 177
- disruptive, 208
- fear and, 209
- Channels. See Prospecting channels
- Chesterton, G. K., 280
- Churchill, Winston, 282
- Cialdini, Robert B., 131, 263
- Circle of influencers (COI), 208
- Civilians, dealing with,
- CNN, 241
- Coaching, 269
- Cognitive bias, 209–210
- Cognitive dissonance:
- difficult questions and, 136–138
- resilience and, 176
- Cognitive load, brain and, 195
- Cognitive overload, 66
- Cold-calling. See also Call blocks; Calls; Telephone prospecting, teenagers and, 172
- Combat veterans, 173
- Command mind-set, 76–77
- Commenting, social media and, 254
- Commitments:
- micro-commitments, 98
- telephone prospecting and, 127
- Communication. See also Body language; Conversations; E-mail; Language; Message(s); Social media; Social recruiting; Statements; Tone of voice
- channels for, 107–108, 221
- nonverbal, 29
- style, adapting your, 216
- Communication tools. See Tools
- Competitiveness, mission drive and, 278–279
- Complacency, 40
- Compliance:
- contact information and, 253
- e-mail and, 232
- online content and, 258
- Concentration. See Focus
- Confidence:
- building, 29, 177
- fitness and, 170
- likability and, 216
- messages and, 32–33
- nonverbal behaviors and, 29–31
- nonverbal message and, 28–29
- positive outcomes and, 205
- posture of, 169
- rejection and, 280
- relaxed, 28
- resistance and, 166
- self-control and, 279
- Confirmation bias, 95
- Connecting, social recruiting and, 256–257
- Connections. See Emotional connections
- Consistency, social recruiting and, 260
- Contact information, 253. See also Business cards
- Contact-to-interview ratio, 96
- Content:
- Context, recruiting and, 103
- Control:
- attachment to, 214
- emotions and, 10, 156, 172, 193
- of fear, 174
- likability and, 212
- overcoming, 194–195
- self- (see Self-control)
- self-talk and, 168
- things in your, 19, 281
- Conversations:
- anchoring, texting and, 220–221
- familiarity and, 266
- recruiting, 128
- replaying, 167
- Conversion, social recruiting and, 259–260
- Conversion formula, 95–96
- Conversion funnel. See Funnel of applicants
- Conversion ratio, 43
- Credibility, public speaking and, 272
- Cuddy, Amy, 169
-
- Daily battle rhythm (DBR), 63, 77
- Damasio, Antonio, 181
- Database. See also Recruiting Information Support System
- building a powerful, 89
- owning your, 90
- as a pyramid, 84
- tracking data, 93–94
- Decision making:
- emotions and, 180
- logic and, 181
- Delusion:
- data tracking and, 95, 96
- deluding yourself, 75
- driving as, 71
- De Sena, Joe, 17, 174
- Desperation:
- asking and, 24
- as disruptive emotion, 163
- Universal Law of Need and, 38–39
- Diet, 170
- Ding, beware of the, 68–69
- Direct messaging (DM):
- benefit of, 225
- cardinal rules of, four, 226–232
- converting prospects and, 232
- downside of, 226
- practice and, 242
- worst, examples of, 234
- Discipline(s):
- asking and, 25
- consistent commitment and, 46
- core, five, 284–285
- database building and, 89
- distractions and, 65
- self- (see Self-discipline)
- time (see Time discipline)
- Disqualifiers, 127, 137
- Disrupting expectations:
- brain and, 197
- e-mail and, 240
- Disrupting patterns, 196, 198
- Disruptive change, 208
- Disruptive emotions:
- gaining control over, 156, 193
- management of, 170
- managing your, 164, 165
- pitch slapping and, 214
- rejection and, 160
- seven, 162–164
- UHPs and, 215
- Disrupt statements, 197–198
- Disrupt step, objection turnarounds and, 194–199, 200
- Distractions:
- avoiding, 65
- losing time to, 69
- multitasking and, 67
- removing all, 123
- time blocking and, 63
- Downtime, 64
- Driving, territory and, 71–72
-
- Eagerness, as disruptive emotion, 163
- Easy button, 17–19
- Eat That Frog (Tracy), 143
- Education. See also Training, social recruiting and, 254–255
- Effectiveness:
- defined, 96
- distractions and, 68
- funnel of applicants and, 22
- increase in, 105–106
- qualification routine and, 103
- telephone prospecting and, 120, 126–127
- text messaging and, 223–224
- voice mail messages and, 143
- Efficiency, 96–97
- defined, 96
- distractions and, 68
- Golden Hours and, 74
- message delivery and, 22
- telephone prospecting and, 120
- time discipline and, 105
- Elite athletes, 93, 94, 167
- E-mail:
- addiction to, 70
- attachments, 228
- bounced, 228
- bulk, 227
- cardinal rules of, four, 226–232
- compliance and, 232
- converting prospects and, 231–232
- delivery of, 227–228
- derailment of day and, 70–71
- familiarity and, 229
- framework, planning (see AMMO framework)
- framework, prospecting (see Four-Step Email Prospecting Framework)
- hyperlinks and images, 227
- important/urgent, 71
- opened by prospect, 228–231
- pausing before sending, 242–243
- planning and, 233–236
- practice and, 242
- subject line mistakes, 229–231
- worst, examples of, 234
- Emotion(s). See also Feelings; Ledges technique; Rejection
- being overwhelmed by, 214
- control of, 166, 172, 180
- decision-making and, 181
- desperation and, 39
- disruptive, 31, 156, 160, 162–164, 170
- e-mail, relating and, 238
- empathy and, 134
- influencing others,’ 28
- logic and, 180
- mirroring others,’ 27
- out-of-control, 164
- projection of, 167
- rejection and, 153
- resilience and, 10
- science behind, 157–160
- transfer of, 28
- Emotional Alchemy (Bennett-Goleman), 193
- Emotional connections:
- first impressions and, 206–207
- likability as gateway to, 212–213
- Emotional contagion, 27–28
- Emotional discipline, 284–285
- Emotional resilience, 175
- Emotional risk, 25
- Emotional storm, 160
- Emotional triggers, 156
- Emotional wall, 137, 138
- Empathy, 134
- Enemy, sensing fear and, 29
- Engagement:
- creating opportunities for
- e-mail and, 232
- forcing, 198
- objection and, 182
- open-ended questions and, 205–206
- opportunities, texting and, 222
- pitching and, 214
- social recruiting and, 253
- Enlistments:
- immediate, 86–87
- mission success and, 40
- referrals as easiest, 269
- window of opportunity for, 84, 85
- windows of enlistment opportunity (WEO), 255
- with you, then military, 104
- Enthusiasm, 216
- Es, the two. See Effectiveness; Efficiency
- Events, networking and, 270–271
- Excuses:
- mediocre recruiters and, 17
- not accepting, 62
- timing of calls and, 141–142
- truth and, 48
- Expectations, overused phrases and, 198–199
- Eye contact, 30, 31
-
- Face-to-face conversations, anchoring, 220–221
- Face-to-face prospecting, 203–217
- core objectives of, 204
- first impressions and, 206–207
- likability and, 212–213, 215–216
- most important questions, 210–212
- negativity and safety biases, 207–210
- Face-to-Face Prospecting Framework, Four-Step, 204–206
- pitch slapping and, 213–215
- “recruiting goggles” and, 216–217
- Facebook:
- benefit of, 225
- distraction and, 66, 68, 116, 121, 234, 245, 246
- familiarity and, 108, 229
- personal branding and, 257
- time blocking and, 69
- Facial expression, 29
- Failing/failure:
- asking and, 24
- desperation and, 39
- fear of, 51
- losing ways and,
- main reason for, 15, 48
- mission and, 73
- perfectionism and, 51
- self-discipline and, 49
- training and, 282
- as unthinkable, 276
- Faith, 282, 288
- Fallacy, all eggs in one basket, 109–110
- Familiarity. See also Law of Familiarity
- building, 107–108
- email and, 229
- events, networking and, 270–271
- levers of (see Five Levers of Familiarity)
- marketing and, 254, 271–272
- personal branding and, 271–272
- prospecting and, 267–268
- referrals, introductions and, 268–269
- school activities and, 269–270
- social recruiting and, 253–254, 256
- text messaging and, 219–220
- Familiarity bubble, 266
- Familiarity threshold, 267
- Fanatical Military Recruiting Boot Camp, 187
- Fanatical Military Recruiting courses, 188
- Fear:
- amygdala of brain and, 197
- as battlefield obstacle, 173
- change and, 209
- control of, 174
- deepest, darkest, 24–25
- as disruptive emotion, 163
- enemy sensing, 29
- of failure, 51
- immunity to, 172
- nonverbal behaviors and, 29–31
- of rejection, 25, 52, 138, 159, 173
- of the unknown, 54, 214
- of the word ‘no,’ 24
- Feedly, content and, 259
- Feelings. See also Emotions; Fear; Vulnerability
- acceptance and, 159–160
- of importance, 263–264
- rejection and, 155, 158–159
- self-talk and, 167
- telephone prospecting and, 121
- thinking and, 180–183
- winning and, –9
- Fight-or-flight response:
- disruptive emotions and, 164
- Ledge technique and, 192–193
- prospecting RBOs and, 190
- rejection and, 162
- war zones and, 172
- Filters, prospecting lists and, 86, 87
- First impressions:
- emotional connection and, 206–207
- “online you,” 250–251
- Fitness, 170–171
- Five Cs of Social Recruiting, 249, 256–260
- connecting, 256–257
- consistency, 260
- content creation, 257–258
- content curation, 258–259
- conversion, 259–260
- Five Levers of Familiarity, 267–272
- Five questions that matter most, 210–212
- Five-Step Voice Mail Framework, 145–147
- FMR (Fanatical Military Recruiting), 11–12
- Focus:
- cognitive load and, 195
- concentrating your, 66–68
- core, as recruiter, 73
- distractions and, 67, 216
- on prospecting, relentless, 12
- Follow up thank-you message, 221
- Formula:
- conversion, 95–96
- getting to yes, 92
- Four-Step Email Prospecting Framework, 236–242
- ask, 239–240
- bridge, 239
- examples emails, 240–242
- hook, 237–238
- leveraging of, 236–237
- overview of, 236
- relate, 238
- Four-Step Face-to-Face Prospecting Framework, 204–206
- Frameworks. See also Seven-Step Telephone Prospecting Framework; Three-Step Prospecting Objection Turnaround Framework
- AMMO (see AMMO framework)
- Five-Step Voice Mail Framework, 145–147
- Four-Step Face-to-Face Prospecting Framework, 204–206
- outbound prospecting and, 122
- set of rails comparison, 129, 182, 192
- turn-around, 176
- “Frog,” eating the, 143
- Front-loading your day, 74, 143
- Funnel of applicants:
- core focus and, 73
- effectiveness and, 22
- empty, 15, 41, 48, 50, 61
- mission contribution and, 37
- prospecting blocks and, 64
- science/statistics and, 42–43
- size of, truth and, 109
- yes number tracking, 93–94
-
- Gandhi, Mahatma, 288
- Getting to the point, 130
- Glassdoor.com, 241
- Goals/goal setting. See also Objectives
- call blocks and, 123–124
- Horstman’s Corollary and, 63
- voice mail messages and, 147
- Golden Hours:
- efficiency and, 59
- making mission and, 76
- protecting the, 72–75
- research and, 51
- social recruiting and, 248, 260
- time management and, 72
- Google Alerts, content and, 259
- Gregoire, Carolyn, 50
- Group norms, 158
-
- Habits, likability and, 215–216
- Hahn, Kurt, 173
- Halford, Scott, 166
- Hancock, John, 287
- Handshake, 31
- Headshot, 251–252
- Health, physical, 170–171
- High-intensity prospecting sprints (HIPS), 64, 123
- High school, recruiting and, 269–270
- Hill, Napoleon, 280
- Holt, Lawrence, 173
- Horstman’s Corollary, leveraging of, 60–63
- HubSpot.com, 252
- Huffington, Arianna, 171
- Huffington Post, 50, 171
- Human behavior. See Behaviors
- Human need, most insatiable, 159–160
- Hyperlinks, e-mail and, 227
-
- Identifying yourself, 130, 146, 223
- Impatience, 214
- Inbound calls, 128
- Inbound leads, 132
- Inbox. See E-mail, social, 247
- Independence, mission ownership and, 10–11
- Influence, Circle of influencers (COI), 208
- Influence (Cialdini), 131
- Information:
- online (see Content)
- packages of, 198
- Information gathering:
- qualifying and, 107
- recruiting database and, 89
- social media and, 255–256
- In-group preference, 266
- Insecurity:
- asking and, 24
- as disruptive emotion, 163
- nonverbal behaviors and, 29–31
- rejection and, 160
- self-esteem and, 175
- silence and, 33
- Instagram, 108, 225, 245, 257
- Integrity, 207
- Intentions, judgements and, 207
- Interrupting:
- bridging and, 131
- making mission and, 17
- mind-sets and, 48
- prospecting as, 47, 121
- relentless, 48
- resistance and, 129–130
- Interviews:
- asking for, 127
- contact-to-conduct ratio, 102
- contact-to-interview ratio, 96
- face-to-face, 103, 139
- high percentage of, 101
- prospect knowledge and, 101
- setting up, 62
- UHPs and, 101, 103, 106, 107
- Introductions, familiarity and, 268–269
-
- Jiang, Jia, 161–162
- epiphany of, 173–174
- obstacle immunity and, 175
- rejection proofing and, 165
- Judgements:
- personal branding and, 250
- pre-judgements and, 211
-
- Kahneman, Daniel, 209
- Key(s):
- to asking, 26–27
- asking as, 23–24
- Knowledge:
- foundational, 11, 12
- schoolhouse and, 11–12
-
- Langer, Ellen, 132
- Language. See also Statements; Words
- Body (see Body language)
- military and,
- of recruiting, 12
- words used and, 31
- Law(s), prospecting, three core, 37–38
- Law of Attraction, 39
- Law of Familiarity, 265–272. See also Familiarity
- friction, resistance and, 266–267
- Law of Reciprocity, leveraging of, 262–264
- Law of Replacement, 37, 42–43
- Law of Triviality, 72
- Leads:
- inbound, 132
- RISS updates and, 270
- Ledge technique, 192–194
- emotions and, 172
- examples of, 193–194
- fight-or-flight response and, 192–193
- turnaround scripts, building, 200
- Lewis, Michael, 101
- Likability:
- control and, 212
- emotional connection and, 212–213
- first impressions and, 207
- keys to, 215–216
- pre-judgements and, 211
- Liking:
- familiarity and, 107
- social media and, 254
- Limbic system, brain and, 159
- LinkedIn, 252, 257
- Listening, 213
- Lists. See Prospecting lists
- Llwellyn, Christopher, 15
- Logic:
- decision-making and, 181
- emotions and, 180
- Losing, as a choice, 282
- Luck:
- battlefield and, 287
- making your own, 45–46
- prospecting frequency and, 37–46
- Lunacy, one size fits all, 110–111
-
- MacArthur, Douglas, 277
- Malware, 227
- Manners, 216
- Mantra:
- Marketing. See also Social media
- military marketing machine, 271
- personal branding and, 271–272
- social recruiting and, 254–255
- “Maybe,” getting to, 183–184
- MCRISS, 88
- Meals, healthy, 170
- Media. See also Photos
- links and, 253
- social (see Social media)
- Mediocrity:
- as a choice, 282
- excuses and, 17
- mother of, 22
- perfectionism and, 51
- warm comfort of, 46
- Message(s):
- abbreviations, avoidance of, 223
- assumptive, 32–33
- audience and, 235
- confident, 31
- controlling the, 29
- impact and style of, 221, 234
- nonverbal, 28
- pausing before sending, 224, 242–243
- prospecting, 131
- simple, compelling, 132, 134
- uniqueness and, 232
- weak vs. confident, 32–33
- Messaging. See also Direct messaging; Text messaging, ding, beware of the, 68–69
- Messenger, 225
- Military bases,
- Military career:
- benefits of, –4
- risk and, 180
- Military recruiter. See Recruiters
- Military training, obstacle immunity and, 175
- Mind-set. See also Psychology
- adopting a FMR, 22
- command, 76–77
- control and, 281
- critical, 194
- fanatical military recruiting, 19
- holding back success and, 48
- obstacle immunity and, 174–175
- prospecting list and, 85
- RISS updates and, 90
- shifting your, 59
- sleep and, 171
- Mission:
- activities and, 73
- biggest threat to, 57
- constant changes to, 19
- core focus of, 73
- failure to make, 73
- faith and, 288
- formula for making, 92
- making, 16–17, 34, 49, 59, 61, 65, 73, 76, 77, 171, 279
- missing, , 12, 31, 42, 50
- as moving target, 103
- ownership, 10–11
- owning the, 15
- time as, 60, 75, 119
- time discipline and, 59
- Mission acceleration process, 95
- Mission Accomplish Plan (MAP), 95
- Mission contribution, 37, 40
- Mission drive, 275–288
- achievement, need for, 279
- competitiveness and, 278–279
- optimism and, 278
- pillars of, four, 276–281
- purpose and, 279–281
- Mobile devices, 69
- Moneyball: The Art of Winning an Unfair Game (Lewis), 101
- Multitasking, 66–67
- Murray, Henry, 279
- Myth, nobody answering phones, 117–118
-
- Names, personal, 129
- Need, human most insatiable, 159–160
- Negative visualization, 166
- Negativity bias, 208–209, 214–215
- Negotiation:
- examples of, 154
- rejection and, 153
- Neocortex (rational brain). See Brain
- Networking, events and, 270–271
- Neuroscience. See Brain
- N-E-X-T routine, 169
- “No,” getting past, 164
- “No,” getting to:
- RBOs and, 187
- rule of thirds and, 183
- “No,” saying respectfully, 74–75, 77
- Nonverbal behaviors
- confidence and, 29–31
- messages, 28
- Norms, group, 158
- Notes:
- follow up after events, 270
- follow up thank-you, 221
- Nuance:
- qualifying and, 102–104
- social recruiting and, 246–247
- Numbers. See also Statistics
- knowing your, 93–94, 97, 224
- phone blocks and, 122
- recruiting governed by, 93–94
- Nutrition, importance of, 170
-
- Objections. See also RBOs
- emotions and, 182, 193
- examples of, 153–154
- logic and, 180
- preparing for, 34
- rejection and, 151–156
- sleep issues and, 171
- statements of, 153–154
- telephone prospecting and, 127
- triggering, 27
- true, 186–187
- turning around (see Pattern painting, brain and; Three-Step Prospecting Objection Turnaround Framework)
- Objectives. See also Goals/goal setting
- achieving, 77
- balance and, 105–111
- core prospecting, 106
- familiarity and, 107
- overriding, one, 105
- silence and, 135
- voice mail messages and, 145
- Obligation. See also Law of Reciprocity
- creation of, 262–264
- power of, 263
- Obstacle(s):
- cold-calling as, 172
- defined, 173
- fear as, 173
- perfect storm of,
- self-control and, 174
- Obstacle immunity, 171–175
- defined, 176
- mind-set and, 174–175
- Spartan Races and, 174
- On-base percentage (OBP), 101
- One more call mantra, 14, 278, 285–286
- One size fits all lunacy, 110–111
- “Online you,” 250–251
- Opportunities:
- awareness or, 217
- calling and, 41
- engagement, texting and, 222
- interviews and, 101
- prospecting as, 108
- ratios and, 96
- Windows of enlistment opportunity (WEO), 255
- Optimism, mission drive and, 278
- Orders, 279–280
- Outbound prospecting:
- social media and, 256
- social recruiting and, 260–262
- Outward Bound, 173, 175
- Overcoming, objections and, 194–195
-
- Pain:
- rejection and, 156
- resilience and, 176
- Paralysis from analysis, 52, 164
- Parkinson’s Law:
- Horstman’s Corollary to, 60–63
- Law of Triviality and, 72
- Passive behavior:
- asking and, 24
- messages and, 32–33
- Pattern painting, brain and, 195–199, 240
- Perfectionism, 50–52
- irony of, 50
- self-talk and, 51
- Persistence:
- need for achievement and, 279
- winning and, 282–283
- Personal branding, 218
- bio, summary, 252
- cover image and, 252
- damage to, 251, 254
- familiarity and, 271–272
- headshot, 251–252
- online profile basics, 251–253
- social recruiting and, 218, 250–253
- Perspective, shift in, 173
- Phone. See also Call blocks; Inbound calls; Telephone prospecting; Voice mail messages
- ding, beware of the, 68–69
- leveraging of, 122
- as most powerful tool, 118–120
- one more call mantra, 14
- trends in answering, 118
- Phone blocks. See also Call blocks
- distractions and, 67
- management of, 124
- number of dials and, 122
- scheduled, 123–124
- targeted lists and, 116
- voice mail messages and, 145
- Photos:
- cover image, 252
- personal, online, 251–252
- Phrases:
- good ones to use, 134
- overused, avoidance of, 198–199
- spammy, avoidance of, 228
- Physical fitness, 170–171
- Physical posture, changing, 169
- Physiology, changing your, 169–170
- Pipeline. See Funnel of applicants
- Pitching:
- avoiding temptation of, 205–206
- prospecting and, 108
- silences and, 129
- statements to avoid, 134
- Pitch slapping, 213–215
- Platinum Hours, leveraging of, 75–76
- Pocket, content and, 259
- Positive visualization, 166–167
- Posting, social media and, 254
- Posture:
- changing your, 169
- confidence and, 30, 31
- Powell, Colin, 278
- Power:
- of balance, 131
- of ‘because,’ 132–133
- emotions and, 156
- Power Hours, 64
- Power of Vulnerability (Brown), 25
- “Power posing,” 169
- Practice. See also Repetition
- self-awareness/self-control, 31
- Seven-Step Telephone Prospecting Framework, 139
- Pre-judgements, 211
- Prioritization of tasks, 74
- Probability:
- availability bias and, 179–180
- get to yes and, 92
- Probability discipline, 284
- Procrastination, 48–50
- human nature and, 49
- prospecting blocks and, 143
- worry and, 164
- Productivity:
- consistency and, 40
- maximizing, 75, 95, 97
- time blocking and, 63, 66
- Prom story, 151–153, 176–177
- Prospect(s):
- because statements for, 134–135
- categories of, 147–148
- pipeline, endless, 19–20
- prior service, 128
- rude treatment from, 167, 168
- teenagers, 172, 248
- where to find, 217
- Prospecting:
- avoidance of, 173
- balanced methodology for, 108–109
- consistency and, 45–46
- daily, 39–40, 41, 45, 46, 49, 142
- derailing culprits, biggest, 69
- importance of, 143
- as interrupting, 47
- jumping into, 53–54, 62
- laws, three core, 37–38
- outbound, 256
- pattern/strategy, 81
- face-to-face (see Face-to-face prospecting (F2F))
- pitching and, 108
- relentless focus on, 12, 15
- research and, 51
- touches, 72
- Prospecting blocks, 51, 52. See also Call blocks
- distractions and, 65, 69
- email and, 71
- first two hours of day, 71
- Power Hours, 64
- prospecting lists and, 85–87
- time blocking and, 64
- of UHPs, 83–84
- Prospecting calls. See Calls
- Prospecting channels. See also specific channel
- cross-leveraging, 107–108
- multiple, 109–110, 119, 221
- prospecting routine and, 110–111
- Prospecting discipline, 284
- Prospecting lists:
- filters used with, 86
- owning your, 90
- results and, 85–87
- Prospecting pyramid, 81–90
- information recording and, 89
- key to leveraging, 85
- management of, 83–85
- moving down the, 87
- prospecting lists and, 85–87
- RISS and, 87–89
- Prospecting RBOs, 184–187
- advance anticipation of, 187–199
- brush-off, 185–186
- list of forms of, 188
- objections, true, 186–187
- planning for, 190–192
- reflex responses, 184–185
- responses to, listing, 191–192
- scripts for, repeatable, 190–191
- Prospecting touches, 106
- Psychological reactance, 194–195
- Psychology, 263, 284. See also Mind-set
- Psychology of Persuasion, The (Cialdini), 263
- Public speaking, 271–272
- Publishing, content and, 254–255, 257
- Puller, Lewis B. “Chesty,” 60
- Purpose:
- achievement and, 281
- mission drive and, 279–281
- Purpose, mission drive and, 279–281
- Putting all eggs in one basket, 109-110
-
- Qualification:
- levels, 86
- routine, 103
- standards, tightening, –6
- Qualifying, 98–104
- balance and nuance of, 102–104
- disqualifiers and, 127
- information gathering and, 107, 127
- negative information and, 136
- not wasting time and, 99–100
- rapid, prospecting and, 108
- Questions:
- difficult, cognitive dissonance and, 136–138
- examples of, 154
- Ledge technique and, 193–194
- open-ended, 205–206
- qualification routine and, 103
- qualifying and, 137–138
- rejection and, 153
- silence following, 33
- subject line mistakes, 230
- that matter most, five, 210–212
- WIIFM (What’s in it for me?), 131–135, 239
- Quitting, as a choice, 282
-
- Rall, Johann, 287
- Ratios, 94–96, 102
- RBOs (reflex responses, brush-offs, and objections):
- defined, 122
- making a list of, 188–189
- prospecting (see Prospecting RBOs)
- Reactance, psychological, 194–195
- Reciprocation, rule for, 263
- Recruiters:
- biggest mistake of, 135
- efficient and effective, 22
- elite, 93 (see also Ultra-High-Performing Recruiters (UHPs))
- integrity of, 207
- poor-performance, 102, 107, 116, 217 (see also Mediocrity)
- rejection-proof, 161–177
- tour of duty, 60
- Recruiting:
- activities, transformational, 69
- annual cycle for, 84
- authenticity and, 191
- context and, 103
- cycle (see Annual recruiting cycle)
- failure in, main reason for, 48
- five questions that matter most, 210–212
- language of, 12
- numbers and, 93–94
- prospecting importance and, 143
- social (see Social recruiting)
- telephone prospecting and, 121
- things you can control, 281
- “Recruiting goggles,” 216–217
- Recruiting Information Support System (RISS), 61, 66, 68, 76
- all recruiting databases and, 88
- filters used with, 86
- logging leads into, 270
- most valuable recruiting tool, 87–89
- owning your, 90
- US Armed Forces branches and, 87–88
- Recruiting numbers, 95
- Recruiting slumps. See Slumps
- Recruiting tools. See Tools
- Referrals:
- confirm appointments or get, 127
- familiarity and, 268–269
- qualification routine and, 103, 139
- secret to generating, 268–269
- types of, 268
- unqualified prospects and, 102, 139
- Reflex responses, 184–185, 198
- Rejection:
- acceptance and, 121
- ancient world and, 157–158
- biological response to, 158–159
- confidence and, 280
- emotions and, 153, 165
- endless, 18
- facing head-on, 174
- fear of, 24, 52, 138, 156, 158, 159, 172, 173
- feelings and, 155, 159–160
- mitigation of, 122
- objections and, 151–156
- pain of, –10, 156, 158, 168
- prom story, 151–153, 176–177
- re-experiencing of, 159
- science behind, 157–160
- seeking out, 161–162, 165, 176
- self-esteem and, 175
- sensitivity to, 158
- statements of, 154
- telephone prospecting and, 121
- UHPs and, 16
- vulnerability and, 25
- Rejection Proof (Jiang), 174
- Rejection-proof recruiter, 161–177
- adversity and, 175–177
- disruptive emotions and, 162–165
- fitness and, 170–171
- obstacle immunity and, 171–175
- physiology, changing your, 169–170
- positive visualization and, 166–167
- self-awareness and, 165–166
- self-talk and, 167–169
- Relationship building, 104
- Relationships:
- “first-name,” 266–267
- investing in, 268
- referrals and, 268
- Repayment. See Law of Reciprocity
- Repetition. See also Practice
- as key, 54
- voice mail messages and, 146, 147
- Reputation, damage to, 254
- Research:
- information gathering and, 255–256
- prospecting and, 51
- Resilience:
- adversity, pain and, 176
- emotions and, 10
- self-esteem and, 175
- Resistance:
- confidence and, 166
- expectation of, 166
- familiarity and, 266
- interrupting and, 129
- logic and, 180
- reducing, 26
- silence and, 135
- Respect, getting to the point and, 130
- Response rates, 117
- Responsibilities:
- command mind-set and, 77
- mastering your, 12
- Richter, Sam, 256
- Risk:
- emotional, 25
- military career and, 180
- Rohn, Jim, 20, 22, 26
- Routine:
- prospecting, 100–111
- qualification, 103
- RTOOLS, 88
- Rule of thirds, 183–184
-
- Safety bias, 209–210
- Salary.com, 241
- Sales Gravy (company), 63
- Scheduling:
- call blocks, 142
- nonrecruiting activities, 75
- phone blocks, 123–124
- Schoolhouse knowledge, FMR vs., 11–12
- Science, rejection and, 157–160
- Scripts:
- cheeseball, 128
- turnaround, repeatable RBO, 190–191, 199–200
- Self-awareness:
- developing, 165–166
- emotional control and, 166, 175
- emotions and, 156
- practice and, 31
- Self-control:
- confidence and, 279
- obstacles and, 174
- practice and, 31
- Self-discipline:
- failure and, 49
- one more call mantra, 285–286
- Self-esteem:
- Self-improvement, 19–20
- Self-motivation, 279
- Self-talk:
- assumptive ask and, 28
- fear and, 174
- management of, 167–169
- perfectionism and, 51
- rejection and, 160
- September 11, 2001 terrorist attacks, 178–179
- Seven disruptive emotions, 162–164
- Seven-Step Telephone Prospecting Framework, 125–139
- asking, 135–136
- ‘because’ statements and, 132–133, 134–135
- bridging and, 130–135
- call examples for, 126–127, 128
- confirm or flip/referral, 139
- getting their attention, 129–130
- identifying yourself, 130
- pauses, absence of, 127
- practicing, 139
- qualifying and, 136–137
- reason for call, stating, 130
- silence after asking, 135–136
- statements to avoid, 133–134
- top question about, 138
- WIIFM (What’s in it for me?), 131–135
- words/phrases to use, 134
- Sharing, social media and, 254
- Significance, need for, 163, 214, 263
- Silence:
- asking for interview and, 127
- following questions, 33
- lack of comfort with, 214
- Similarity bias, 266
- Sleep, importance of, 171
- Slump(s):
- anatomy of a, 43–44
- first rule of, 45
- prospecting laws and, 38
- Smiling, 30, 31, 205, 213, 215, 251–252
- Snapchat, 225, 257
- Social inbox, 247
- Socially damaging mistakes, 158
- Social media:
- benefit of, 225
- ding, beware of the, 68–69
- downside of, 226
- interactions on, 254
- Law of Reciprocity and, 262–264
- “new generation” and, 116
- obligation, creating with, 262–264
- Social media connection request, 221
- Social recruiting, 244–264
- branding and (see Personal branding)
- challenge of, 245–246
- Cs of, five (see Five Cs of Social Recruiting)
- defined, 247
- familiarity and, 253–254
- marketing and, 254–255
- not a panacea, 245
- nuance and, 246–247
- objectives of, five, 248–256
- outbound prospecting and, 260–262
- overview of, 244–245
- social channels and, 247–248
- Spam, telephone prospecting and, 118
- Spartan Races, 174, 175
- Spartan Up!: A Take-No-Prisoners Guide to Overcoming Obstacles and Achieving Peak Performance in Life. (De Sena, Joe), 17, 171
- Speaking. See also Tone of voice, public, 271–272
- Statements. See also Phrases
- to avoid, 133–134
- ‘because,’ 132–133
- disrupt, 197–198
- Ledge technique and, 193–194
- negotiation, examples, 154
- objections, examples, 153–154
- rejection, examples, 154
- words/phrases to use, 134
- Statistics:
- daily prospecting and, 142
- getting to yes and, 91, 92
- phone calls and, 117
- Stress, cognitive dissonance and, 136–137
- Success:
- adversity and, 54
- American way of life and, 280
- backbone and, 25
- emotional control and, 180
- equation for, 45
- paying the price for, 283
- perfectionism and, 50, 51
- phone blocks and, 123–124
- Survival:
- rejection and, 159
- UHPs and, 14–15
- Swim, learning how to, 53–54
-
- Take the Cold Out of Cold Calling (Richter), 256
- Talent. See also Ultra-High-Performing Recruiters (UHPs)
- Target/targeting:
- mission as moving, 103
- phone blocks and, 116, 119
- prospecting pyramid, 81–90
- weak, 29
- Tasks:
- hardest, each day, 143
- multitasking, 66–67
- Teacher:
- adversity as, 175, 177
- substitute teaching, 269
- Teams, mission ownership and, 10–11
- Telephone prospecting, 115–124. See also Calls; Phone; Phone blocks; Voice mail messages
- appointments and, 118
- call notes and, 89
- characteristics of, 128
- excuses and, 115–116
- frameworks, outbound, 122. see also Seven-Step Telephone Prospecting Framework
- nobody answering, myth of, 117–118
- nobody likes it, 120–123
- Territory:
- commander of your, 90
- driving and, 71–72
- Terrorist attacks of September 11, 2001, 178–179
- Text messaging, 218–224
- anchoring conversations and, 220–221
- engagement opportunities and, 222
- familiarity and, 219–220
- follow up thank-you message, 221
- nurturing prospects and, 221–222
- personal feel of, 219
- rules for effective, 223–224
- Thank-you message, follow up, 221
- Thinking, then feeling, 180–183
- Thinking Fast and Slow (Kahneman), 209
- Think tank, nonpartisan, –5
- 30-Day Rule, 37, 40–42
- Three Ps, 37–54
- disrupting, 52–54
- Paralysis from analysis, 52
- Perfectionism, 50–52
- Procrastination, 48–50
- Three-Step Prospecting Objection Turnaround Framework, 192–199
- about, 182–183, 184
- ask step, 199
- disruptive emotions and, 184
- disrupt step, 194–199
- Ledge technique step, 192–194
- pattern painting, 195–199
- Time. See also Golden Hours; Platinum Hours
- downtime, 64
- as hardest ask, 139
- investment of, 57
- losing to distractions, 69
- as mission, 60, 75, 119
- owning your, 76
- Time blocks, 51, 63–65. See also Call blocks
- distractions and, 63, 69
- Horstman’s Corollary and, 63
- productivity and, 66
- social recruiting and, 260
- Time discipline, 57–77. See also Golden Hours; Platinum Hours
- 24-hour day, 58–60
- critical nature of, 59
- efficiency and, 105
- simplicity of, 60
- UHPs and, 284
- Time management:
- driving and, 72
- immutable truth about, 60
- mission ownership and, 11
- problems, self-inflicted, 58
- Timing of calls, 140–143
- Tone of voice:
- asking and, 24
- confidence and, 29, 30
- likability and, 215
- Tools. See also Phone
- messaging (see Direct messaging; Text messaging)
- most valuable (see Recruiting Information Support System)
- online content and, 259
- Top of mind, keeping, 221
- Touches. See Prospecting touches
- Tracking data. See Database
- Tracy, Brian, 143
- Trainers, recruiting objections and, 155–156
- Training. See also Education
- failure and, 282
- military, 175
- Trends:
- people answering phones, 118
- social media and, 245
- Trenton, victory at, 286–288
- Truth(s):
- brutal, 18–19
- concentration and, 66
- confirmation bias and, 95
- delusion and, 61–62
- disqualifying candidates and, 139
- excuses and, 48
- funnel size and, 109
- immutable, 24, 60
- making mission and, 279
- multitasking and, 67
- pain of rejection and, 156
- success and, 25
- telephone prospecting and, 118
- Turnaround framework. See Three-Step Prospecting Objection Turnaround Framework
- Twitter, 225, 248, 257
- Ultra-High-Performing Recruiters (UHPs):
- balanced prospecting and, 110
- behaviors of, 12–13
- competitiveness and, 278
- confidence and, 28
- disruptive emotions and, 215
- driving/territory and, 72
- interviews and, 101, 103, 106, 107
- mantra of, 283–285
- mission drive and, 277, 285
- Platinum Hours and, 75–76
- prospecting blocks of, 83–84
- prospecting focus and, 37
- questions that matter most and, 210
- rejection and, 16
- as relentless, unstoppable, 13
- time blocks and, 63
- time management and, 58
- Units, mission ownership and, 10–11
- Universal Law of Need, 37, 38–40
- Unknown, fear of, 54
- URLs, 224, 227, 253
-
- Veterans, combat, 173
- Visibility, public speaking and, 272
- Visualization:
- negative, 166
- positive, 166–167
- Voice mail boxes, not set up, 144
- Voice Mail Framework, Five-Step, 145–147
- Voice mail messages, 144–148
- call back as goal for, 147
- call-back rate, 145
- compelling, development of, 147–148
- effective, 143
- Five-Step Voice Mail Framework, 145–147
- objectives and, 145
- time allotment for, 147
- unanswered, 144
- Voice tone. See Tone of voice
- Volunteering, 269
- Vulnerability:
- fear and, 25
- silence and, 33
-
- Waitley, Dennis, 59
- Wang, Shirley, 27
- War. See also Battlefield; Daily battle rhythm
- fight-or-flight response and, 172
- losing ways and,
- recruiting as,
- War for Talent, , 11, 48, 277, 278
- Washington, George, 286–288
- Weak behavior, messages and, 32–33
- WhatsApp, 225
- Why, harnessing your, 280–281
- WIIFM (What’s in it for me?), 131–135
- Winch, Guy, 168
- Window of enlistment opportunity (WEO), 84, 85, 255
- Winning, –9
- Words. See also Language; Message(s); Phrases
- career changing, eleven, 285–286
- good ones to use, 134
- spammy, avoidance of, 228
- subject line mistakes, 229–231
- Worry, as disruptive emotion, 163–164
-
- “Yes,” getting to, 91–97
- changing yes number, 96–97
- first hour on telephone, 143
- formula for, 92
- many nos and, 92
- numbers and, 93–94
- physical posture and, 170
- ratios and, 94–96
- rule of thirds and, 183
- scripts for, repeatable RBO, 199–200
- YouTube, 68, 252
- Ziglar, Zig, 51
..................Content has been hidden....................
You can't read the all page of ebook, please click
here login for view all page.