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39 Cards in this Set
- Front
- Back
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identify in writing what determines which lists to schedule for canvassing
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Mission determines which lists will be scheduled for canvassing
High School Seniors / High School Graduates Data Analysis determines how much prospecting is required to meet monthly interview objectives and to make mission |
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identify in writing what tools are used to organize and schedule lists for prospecting
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a. List Scheduling Cards.
b. List Folders containing List Contact Sheets |
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identify in writing the purpose of List Contact Sheets
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The purpose of List Contact Sheets is to facilitate prospecting, follow-up, and the scrubbing of names by recording and tracking the recruiter's efforts. All names in List Folders are worked via the List Contact Sheets.
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identify in writing the rules used in working List Contact Sheets
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Entries always start with a date and time that the prospecting activity was made
-040601 / 1800 – NHCB mother said @ 1700 -040601 / 1815 – Plans college @ Florida State |
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identify in writing the purpose of the List Scheduling Card
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The purpose of the List Scheduling Card is to systematically schedule each list for prospecting (TC, AC, and HV).
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identify in writing how to work the List Scheduling Card
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Set the action dates for planned prospecting (TC, AC, HV) and record the following information in the appropriate section of the List Scheduling Card
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identify in writing the two types of cards used in the Working File in
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Tracking and Action Cards
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identify in writing the purpose of tracking cards used in the Working File
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The purpose of Tracking Cards is to assist the recruiter in progressively working each prospect until they are enlisted, referred to OSO, or disqualified.
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identify in writing the five sections of the Working File
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Daily Indexes
FY Monthly Indexes Outyear Indexes Temporary Disqualified Section Miscellaneous |
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identify in writing the rules for using the files
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Action dates must be assigned before placing any card into the Working File
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identify in writing the definition of a telephone call
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A Telephone Call is defined as the act of calling a prospect on the phone to schedule an appointment.
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identify in writing the purpose of telephone canvassing
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The purpose of Telephone Canvassing is to make contact with the prospect and obtain an appointment.
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identify in writing the four factors that effect the degree of effectiveness for telephone prospecting
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a. Preparation
b. Planning c. Scheduling (Timing) d. Technique |
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identify in writing how to prepare for telephone canvassing
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Do role-plays with the NCOIC.
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identify in writing how to plan and schedule for telephone canvassing
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Develop an effective TC prospecting plan by determining the market(s) that will be prospected.
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identify in writing the definition of an area canvass contact
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An Area Canvass Contact is defined as meeting likely prospects face-to-face, obtaining their names, and sufficient information for the purpose of gaining an appointment.
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identify in writing how to prepare for area canvassing
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Taking the initiative to recon the area to identify perspective AC locations
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identify in writing how to plan and schedule for area canvassing
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Schedule AC's to fill open time between appointments and telephone canvassing.
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in writing the definition of a home visit
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A Home Visit is defined as a visit to a house that you have never visited before to try to contact an individual that you have never talked to.
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identify in writing how to prepare for a home visit
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Ensure the proper procedures for making telephone contact are accomplished first.
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identify in writing how to plan and schedule home visits
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Location
Market Time of day Objective |
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identify in writing how to complete an Itinerant Recruiting Trip Card
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SECTOR
FREQUENCY RECRUITER ASSIGN |
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identify in writing the tenets of time management
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Use the S&R Book
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identify in writing the techniques of time management
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Don’t Procrastinate
Schedule and Plan Delegating supportive or unproductive tasks |
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identify in writing the activities that are considered productive
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Productive Time
Telephone Call Area Canvass Home Visit |
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identify in writing the purpose of a recruiter setting objectives on a daily, weekly, and monthly basis
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use the objectives as a gauge to determine if the amount of activities being conducted are enough to accomplish their mission for the week/month
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identify in writing the purpose of the Objectives Sheet
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set guidelines to accomplish objectives for the upcoming week/month for interviews, new working applicants, and activities.
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identify in writing when to prepare the Data Analysis Sheet
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The Data Analysis Sheet is prepared at the end of each month by every recruiter.
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identify in writing when to prepare the Objectives Sheet
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The Objectives Sheet is prepared by every recruiter upon completion of the Data Analysis Sheet, at the end of each month
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identify in writing the definition of the term standard of effectiveness
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The recruiter will compute a Standard of Effectiveness (SOE) for each of the four prospecting activities (TC, AC, HV, OT) for a given month by dividing the total number of the activity conducted, by the total number of Interviews held from that activity
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identify in writing the definition of the term business percentage
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The term Business Percentage (BP) means the percentage of interviews you achieved from each prospecting activity
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identify in writing how to compute the business percentage
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The recruiter will Compute the Business Percentage (BP) for each of the four prospecting activities (TC, AC, HV, OT) for a given month by dividing the total number of interviews from an activity for the month, by the total number of interviews from all activities for the month. When computing the business percentage always round up to the next or higher 100th. (Examples: .733 = .74 or .737 = ..74)
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identify in writing the definition of the term closing ratio
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is the number of interviews you have to conduct to get one new working applicant
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identify in writing how to compute the closing ratio
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The recruiter will Compute the Closing Ratio (CR) by dividing the number of interviews by the number of new working applicants.
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identify in writing the definition of the term sales ratio
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The Definition of the Term Sales Ratio (SR) is the number of interviews you have to conduct to get one contract
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identify in writing how to compute the standard of effectiveness
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dividing the total number of the activity conducted, by the total number of Interviews held from that activity.
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identify in writing how to compute the sales ratio
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The recruiter will Compute the Sales Ratio by dividing the number of interviews by the number of contracts
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identify in writing the definition of the term interview objective
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The Definition of the Term "Interview Objective" (IO) is the number of interviews you need to conduct in order to write the required number of contracts for the upcoming month
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identify in writing how to compute the activities objectives
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To Compute Activity Objectives for each of the four Prospecting Activities (TC, AC, HV, OT ) you will multiply the Interview Objective for the month times the SOE times the BP
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