{"product_id":"fanatical-military-recruiting-the-ultimate-guide-to-leveraging-high-impact-prospecting-to-engage-qualified-applicants-win-the-war-for-talent-and-make-mission-fast-hardback-9781119473640","title":"Fanatical Military Recruiting; The Ultimate Guide to Leveraging High-Impact Prospecting to Engage Qualified Applicants, Win the War for Talent, and Make Mission Fast (Hardback) 9781119473640","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eFanatical Military Recruiting\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eThe Ultimate Guide to Leveraging High-Impact Prospecting to Engage Qualified Applicants, Win the War for Talent, and Make Mission Fast\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eJeb Blount (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119473640, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 12 April 2019\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e336 pages\u003cbr\u003e22.1 x 14.2 x 3.3 cm, 0.454 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eMilitary Recruiting is a war. It’s just a different kind of war than what you were prepared and trained to fight for. Recruiting is a war for talent.\u003c\/p\u003e \u003cp\u003eSmart, competent, and capable people are rare and in high demand. Every organization, from commercial enterprises, healthcare, non-profit, sports, and education, to the military is in an outright battle to recruit and retain these bright and talented people.\u003c\/p\u003e \u003cp\u003eRather than bullets and bombs, the war for talent is won through high-impact prospecting activity, time discipline, intellectual agility, emotional intelligence, and human to human relationships. On this highly competitive, ever changing, asymmetrical battlefield, to win, you must operate at a level of excellence beyond anything asked of military recruiters before.\u003c\/p\u003e \u003cp\u003eYet, in this new paradigm, many recruiters are struggling, and most recruiting units are staring down the barrel at 50 percent or more of their recruiters consistently missing Mission.  \u003c\/p\u003e \u003cp\u003eIt is imperative that we arm military recruiters with the skills they need to win in this challenging environment. The failure to make Mission is an existential threat to the strength and readiness of America’s fighting forces and our democracy.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eFanatical Military Recruiting\u003c\/i\u003e begins where the Recruiting and Retention colleges of the various branches of the military leave off. It is an advanced, master’s level training resource designed specifically for the unique demands of Military Recruiting. In \u003ci\u003eFMR\u003c\/i\u003e, you’ll learn:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eThe Single Most Important Discipline in Military Recruiting\u003c\/li\u003e \u003cli\u003eHow to Get Out of a Recruiting Slump\u003c\/li\u003e \u003cli\u003eThe 30-Day Rule and Law of Replacement\u003c\/li\u003e \u003cli\u003ePowerful Time and Territory Management Strategies that Put You in Control of Your Day\u003c\/li\u003e \u003cli\u003eThe 7 Step Telephone Prospecting Framework\u003c\/li\u003e \u003cli\u003eThe 4 Step Email and Direct Messaging Framework\u003c\/li\u003e \u003cli\u003eThe 5 C’s of Social Recruiting\u003c\/li\u003e \u003cli\u003eThe 7 Step Text Message Prospecting Framework\u003c\/li\u003e \u003cli\u003eHow to Leverage a Balanced Prospecting Methodology to Keep the Funnel Full of Qualified Applicants\u003c\/li\u003e \u003cli\u003ePowerful Human Influence Frameworks that Reduce Resistance and Objections\u003c\/li\u003e \u003cli\u003eThe 3 Step Prospecting Objection Turn-Around Framework\u003c\/li\u003e \u003cli\u003eMission Drive and the 5 Disciplines of Ultra-High Performing Military Recruiters\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eIn his signature right-to-the-point style that has made him the go-to trainer to a who’s who of the world’s most prestigious organizations, Jeb Blount pulls no punches. He slaps you in the face with the cold, hard truth about what’s really holding you back. Then, he pulls you in with stories, examples, and lessons that teach you exactly what you need to do right now to become an ultra-high performing recruiter.\u003c\/p\u003e \u003ci\u003eFanatical Military Recruiting \u003c\/i\u003eis filled with the high-powered strategies, techniques, and tools you need to keep your funnel packed with qualified applicants. As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence. And, with this new-found confidence, your performance as a military recruiter will soar and you will \u003ci\u003eMake Mission, Fast\u003c\/i\u003e.\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eI Go to Basic xv\u003c\/p\u003e \u003cp\u003eA Conundrum xv\u003c\/p\u003e \u003cp\u003eLearning the Language xvii\u003c\/p\u003e \u003cp\u003eMilitary Recruiting versus Civilian Sales xviii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I: Mission Critical 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Military Recruiting Is Facing a Perfect Storm 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eQualification Standards Continue to Tighten 5\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Nothing Prepared You for This War 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOn Most Days, Recruiting Doesn’t Feel Much Like Winning 8\u003c\/p\u003e \u003cp\u003eAsymmetric Battlefield 9\u003c\/p\u003e \u003cp\u003eCivilians 9\u003c\/p\u003e \u003cp\u003eRejection 9\u003c\/p\u003e \u003cp\u003eFMR versus What You Learned at the Schoolhouse 11\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Fanatical Prospecting 13\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Stop Wishing Things Were Easier 16\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThere Is No Easy Button in Military Recruiting 17\u003c\/p\u003e \u003cp\u003eGet Better 19\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II: The Ask 21\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Effective Recruiting Begins with the Discipline to Ask 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConjuring the Deepest, Darkest Human Fear 24\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 How to Ask 26\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEmotional Contagion: People Respond in Kind 27\u003c\/p\u003e \u003cp\u003eThe Assumptive Ask 28\u003c\/p\u003e \u003cp\u003eShut Up 33\u003c\/p\u003e \u003cp\u003eBe Prepared for Objections 34\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III: On The Move 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 The More You Prospect, the Luckier You Get 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Universal Law of Need 38\u003c\/p\u003e \u003cp\u003eThe 30-Day Rule 40\u003c\/p\u003e \u003cp\u003eThe Law of Replacement 42\u003c\/p\u003e \u003cp\u003eThe Anatomy of a Recruiting Slump 43\u003c\/p\u003e \u003cp\u003eOscar Mike: The First Rule of Recruiting Slumps 45\u003c\/p\u003e \u003cp\u003eMake Your Own Luck 45\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 The Three Ps That Are Holding You Back 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eProcrastination 48\u003c\/p\u003e \u003cp\u003ePerfectionism 50\u003c\/p\u003e \u003cp\u003eParalysis from Analysis 52\u003c\/p\u003e \u003cp\u003eDisrupting the Three Ps 52\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV: Battle Rhythm 55\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Time Discipline 57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTwenty-Four 58\u003c\/p\u003e \u003cp\u003eLeveraging Horstman’s Corollary 60\u003c\/p\u003e \u003cp\u003eTime Blocking 63\u003c\/p\u003e \u003cp\u003eStick to Your Guns and Avoid Distractions 65\u003c\/p\u003e \u003cp\u003eConcentrate Your Focus 66\u003c\/p\u003e \u003cp\u003eBeware of the Ding 68\u003c\/p\u003e \u003cp\u003eWhat Lurks in Your In-box Can and Will Derail Your Recruiting Day 70\u003c\/p\u003e \u003cp\u003eDriving Is Not an Accomplishment 71\u003c\/p\u003e \u003cp\u003eProtect the Golden Hours 72\u003c\/p\u003e \u003cp\u003eLeverage the Platinum Hours 75\u003c\/p\u003e \u003cp\u003eAdopt a Command Mind-Set 76\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V: Targeting 79\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Targeting—Leveraging the Prospecting Pyramid 81\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWalk Like an Egyptian: Managing the Prospecting Pyramid 83\u003c\/p\u003e \u003cp\u003ePowerful Lists Get Powerful Results 85\u003c\/p\u003e \u003cp\u003eThe Recruiting Information Support System Is Your Most Valuable Recruiting Tool 87\u003c\/p\u003e \u003cp\u003eA Trash Can or a Gold Mine 89\u003c\/p\u003e \u003cp\u003eOwn It! 90\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Yes Has a Number 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRecruiting Is Governed by Numbers 93\u003c\/p\u003e \u003cp\u003eIt’s All About the Ratios 94\u003c\/p\u003e \u003cp\u003eChanging Your Yes Number 96\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Qualifying: Talking to the Right People 98\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDon’t Swing at Nothing Ugly 99\u003c\/p\u003e \u003cp\u003eMoneyball 100\u003c\/p\u003e \u003cp\u003eThe Balance and Nuance of Qualifying 102\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Prospecting Balance and Objectives 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSet an Appointment 106\u003c\/p\u003e \u003cp\u003eGather Information and Qualify 107\u003c\/p\u003e \u003cp\u003eBuild Familiarity 107\u003c\/p\u003e \u003cp\u003eProspecting Is Not Pitching 108\u003c\/p\u003e \u003cp\u003eAdopt a Balanced Prospecting Methodology 108\u003c\/p\u003e \u003cp\u003eThe Fallacy of Putting All Your Eggs in One Basket 109\u003c\/p\u003e \u003cp\u003eAvoid the Lunacy of One Size Fits All 110\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VI: Pick Up the Phone! 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 Telephone Prospecting Excellence 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNobody Answers a Phone That Doesn’t Ring 117\u003c\/p\u003e \u003cp\u003eThe Telephone Is, Has Always Been, and Will Continue to Be Your Most Powerful Recruiting Tool 118\u003c\/p\u003e \u003cp\u003eNobody Likes It; Get Over It 120\u003c\/p\u003e \u003cp\u003eThe Ultimate Key to Success Is the Scheduled Phone Block 123\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 The Seven-Step Telephone Prospecting Framework 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSeven-Step Telephone Prospecting Framework 129\u003c\/p\u003e \u003cp\u003ePractice the Framework 139\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16 Just Eat the Frog 140\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 17 Leaving Effective Voice Mail Messages That Get Returned 144\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFive-Step Voice Mail Framework to Double Callbacks 145\u003c\/p\u003e \u003cp\u003eDevelop Compelling Voice Mail Messages 147\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VII: Objections 149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 18 Objections Are Not Rejection, but They Feel That Way 151\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNot the Same 153\u003c\/p\u003e \u003cp\u003eBut It Feels the Same 155\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 19 The Science Behind the Hurt 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Biological Response 158\u003c\/p\u003e \u003cp\u003eThe Most Insatiable Human Need 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 20 Rejection Proof 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Seven Disruptive Emotions 162\u003c\/p\u003e \u003cp\u003eDevelop Self-Awareness 165\u003c\/p\u003e \u003cp\u003ePositive Visualization 166\u003c\/p\u003e \u003cp\u003eManage Self-Talk 167\u003c\/p\u003e \u003cp\u003eChange Your Physiology 169\u003c\/p\u003e \u003cp\u003eStay Fit 170\u003c\/p\u003e \u003cp\u003eObstacle Immunity 171\u003c\/p\u003e \u003cp\u003eAdversity Is Your Most Powerful Teacher 175\u003c\/p\u003e \u003cp\u003eLeveraging Adversity 176\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 21 Prospecting Objections 178\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWe Feel, Then We Think 180\u003c\/p\u003e \u003cp\u003eThe Rule of Thirds 183\u003c\/p\u003e \u003cp\u003eProspecting RBOs 184\u003c\/p\u003e \u003cp\u003eProspecting RBOs Can Be Anticipated in Advance 187\u003c\/p\u003e \u003cp\u003ePlanning for Prospecting RBOs 190\u003c\/p\u003e \u003cp\u003eThe Three-Step Prospecting Objection Turnaround Framework 192\u003c\/p\u003e \u003cp\u003eThe Ledge 192\u003c\/p\u003e \u003cp\u003eDisrupt 194\u003c\/p\u003e \u003cp\u003eAsk 199\u003c\/p\u003e \u003cp\u003ePutting It All Together 199\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart VIII: Face-To-Face and Digital Prospecting 201\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 22 Face-to-Face Prospecting 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Four-Step Face-to-Face Prospecting Framework 204\u003c\/p\u003e \u003cp\u003eFirst Impressions: Making an Emotional Connection 206\u003c\/p\u003e \u003cp\u003eTriggering the Negativity and Safety Biases 207\u003c\/p\u003e \u003cp\u003eThe Five Questions That Matter Most in Recruiting 210\u003c\/p\u003e \u003cp\u003eLikability: The Gateway to Emotional Connections 212\u003c\/p\u003e \u003cp\u003ePitch Slapping 213\u003c\/p\u003e \u003cp\u003eKeys to Being More Likable 215\u003c\/p\u003e \u003cp\u003ePut Your Recruiting Goggles On 216\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 23 Text Messaging 218\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFamiliarity Is Everything with Text 219\u003c\/p\u003e \u003cp\u003eUse Text to Anchor Face-to-Face Conversations 220\u003c\/p\u003e \u003cp\u003eUse Text to Nurture Prospects 221\u003c\/p\u003e \u003cp\u003eUse Text to Create Opportunities for Engagement 222\u003c\/p\u003e \u003cp\u003eSeven Rules for Structuring Effective Text Prospecting Messages 223\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 24 E-Mail and Direct Messaging 225\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Four Cardinal Rules of E-Mail and Direct Message Prospecting 226\u003c\/p\u003e \u003cp\u003eEffective Prospecting E-Mail and Direct Messages Begins with a Plan 233\u003c\/p\u003e \u003cp\u003eThe Four-Step E-Mail Prospecting Framework 236\u003c\/p\u003e \u003cp\u003ePractice, Practice, Practice 242\u003c\/p\u003e \u003cp\u003ePause Before You Press “Send” 242\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 25 Social Recruiting 244\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSocial Recruiting Is Not a Panacea 245\u003c\/p\u003e \u003cp\u003eThe Social Recruiting Challenge 245\u003c\/p\u003e \u003cp\u003eSocial Recruiting Is About Nuance 246\u003c\/p\u003e \u003cp\u003eChoosing the Right Social Channels 247\u003c\/p\u003e \u003cp\u003eFive Objectives of Social Recruiting 248\u003c\/p\u003e \u003cp\u003eThe Five Cs of Social Recruiting 256\u003c\/p\u003e \u003cp\u003eSocial Recruiting + Outbound Prospecting = A Powerful Combination 260\u003c\/p\u003e \u003cp\u003eCreating Obligation and Leveraging the Law of Reciprocity with Social Media 262\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 26 The Law of Familiarity 265\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFamiliarity Reduces Friction and Resistance 266\u003c\/p\u003e \u003cp\u003eFive Levers of Familiarity 267\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IX: Charlie Mike 273\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 27 Mission Drive 275\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Four Pillars of Mission Drive 276\u003c\/p\u003e \u003cp\u003eEmbrace the Suck—You Have to Grind to Shine 281\u003c\/p\u003e \u003cp\u003eThe Enduring Mantra of Ultra-High-Performing Recruiters 283\u003c\/p\u003e \u003cp\u003eThe Mantra of Fanatical Military Recruiting 285\u003c\/p\u003e \u003cp\u003eCharlie Mike 286\u003c\/p\u003e \u003cp\u003eNotes 289\u003c\/p\u003e \u003cp\u003eAbout the Author 295\u003c\/p\u003e \u003cp\u003eAcknowledgments 297\u003c\/p\u003e \u003cp\u003eIndex 299\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Politics \u0026amp; government [\u003ca title=\"See our other books on Politics \u0026amp; government\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Politics%20\u0026amp;%20government%20%5BJP%5D%22\"\u003eJP\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52173726417176,"sku":"9781119473640","price":17.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119473640_241590.jpg?v=1781168480","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/fanatical-military-recruiting-the-ultimate-guide-to-leveraging-high-impact-prospecting-to-engage-qualified-applicants-win-the-war-for-talent-and-make-mission-fast-hardback-9781119473640","provider":"Freshly Printed Books","version":"1.0","type":"link"}