Military 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.Smart, 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.Rather 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.Yet, 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.It 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.Fanatical Military Recruiting 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 FMR, you'll learn:* The Single Most Important Discipline in Military Recruiting* How to Get Out of a Recruiting Slump* The 30-Day Rule and Law of Replacement* Powerful Time and Territory Management Strategies that Put You in Control of Your Day* The 7 Step Telephone Prospecting Framework* The 4 Step Email and Direct Messaging Framework* The 5 C's of Social Recruiting* The 7 Step Text Message Prospecting Framework* How to Leverage a Balanced Prospecting Methodology to Keep the Funnel Full of Qualified Applicants* Powerful Human Influence Frameworks that Reduce Resistance and Objections* The 3 Step Prospecting Objection Turn-Around Framework* Mission Drive and the 5 Disciplines of Ultra-High Performing Military RecruitersIn 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. Fanatical Military Recruiting is 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 Make Mission, Fast.

I Go to Basic xvA Conundrum xvLearning the Language xviiMilitary Recruiting versus Civilian Sales xviiiPart I: Mission Critical 1Chapter 1 Military Recruiting Is Facing a Perfect Storm 3Qualification Standards Continue to Tighten 5Chapter 2 Nothing Prepared You for This War 7On Most Days, Recruiting Doesn't Feel Much Like Winning 8Asymmetric Battlefield 9Civilians 9Rejection 9FMR versus What You Learned at the Schoolhouse 11Chapter 3 Fanatical Prospecting 13Chapter 4 Stop Wishing Things Were Easier 16There Is No Easy Button in Military Recruiting 17Get Better 19Part II: The Ask 21Chapter 5 Effective Recruiting Begins with the Discipline to Ask 23Conjuring the Deepest, Darkest Human Fear 24Chapter 6 How to Ask 26Emotional Contagion: People Respond in Kind 27The Assumptive Ask 28Shut Up 33Be Prepared for Objections 34Part III: On The Move 35Chapter 7 The More You Prospect, the Luckier You Get 37The Universal Law of Need 38The 30-Day Rule 40The Law of Replacement 42The Anatomy of a Recruiting Slump 43Oscar Mike: The First Rule of Recruiting Slumps 45Make Your Own Luck 45Chapter 8 The Three Ps That Are Holding You Back 47Procrastination 48Perfectionism 50Paralysis from Analysis 52Disrupting the Three Ps 52Part IV: Battle Rhythm 55Chapter 9 Time Discipline 57Twenty-Four 58Leveraging Horstman's Corollary 60Time Blocking 63Stick to Your Guns and Avoid Distractions 65Concentrate Your Focus 66Beware of the Ding 68What Lurks in Your In-box Can and Will Derail Your Recruiting Day 70Driving Is Not an Accomplishment 71Protect the Golden Hours 72Leverage the Platinum Hours 75Adopt a Command Mind-Set 76Part V: Targeting 79Chapter 10 Targeting--Leveraging the Prospecting Pyramid 81Walk Like an Egyptian: Managing the Prospecting Pyramid 83Powerful Lists Get Powerful Results 85The Recruiting Information Support System Is Your Most Valuable Recruiting Tool 87A Trash Can or a Gold Mine 89Own It! 90Chapter 11 Yes Has a Number 91Recruiting Is Governed by Numbers 93It's All About the Ratios 94Changing Your Yes Number 96Chapter 12 Qualifying: Talking to the Right People 98Don't Swing at Nothing Ugly 99Moneyball 100The Balance and Nuance of Qualifying 102Chapter 13 Prospecting Balance and Objectives 105Set an Appointment 106Gather Information and Qualify 107Build Familiarity 107Prospecting Is Not Pitching 108Adopt a Balanced Prospecting Methodology 108The Fallacy of Putting All Your Eggs in One Basket 109Avoid the Lunacy of One Size Fits All 110Part VI: Pick Up the Phone! 113Chapter 14 Telephone Prospecting Excellence 115Nobody Answers a Phone That Doesn't Ring 117The Telephone Is, Has Always Been, and Will Continue to Be Your Most Powerful Recruiting Tool 118Nobody Likes It; Get Over It 120The Ultimate Key to Success Is the Scheduled Phone Block 123Chapter 15 The Seven-Step Telephone Prospecting Framework 125Seven-Step Telephone Prospecting Framework 129Practice the Framework 139Chapter 16 Just Eat the Frog 140Chapter 17 Leaving Effective Voice Mail Messages That Get Returned 144Five-Step Voice Mail Framework to Double Callbacks 145Develop Compelling Voice Mail Messages 147Part VII: Objections 149Chapter 18 Objections Are Not Rejection, but They Feel That Way 151Not the Same 153But It Feels the Same 155Chapter 19 The Science Behind the Hurt 157A Biological Response 158The Most Insatiable Human Need 159Chapter 20 Rejection Proof 161The Seven Disruptive Emotions 162Develop Self-Awareness 165Positive Visualization 166Manage Self-Talk 167Change Your Physiology 169Stay Fit 170Obstacle Immunity 171Adversity Is Your Most Powerful Teacher 175Leveraging Adversity 176Chapter 21 Prospecting Objections 178We Feel, Then We Think 180The Rule of Thirds 183Prospecting RBOs 184Prospecting RBOs Can Be Anticipated in Advance 187Planning for Prospecting RBOs 190The Three-Step Prospecting Objection Turnaround Framework 192The Ledge 192Disrupt 194Ask 199Putting It All Together 199Part VIII: Face-To-Face and Digital Prospecting 201Chapter 22 Face-to-Face Prospecting 203The Four-Step Face-to-Face Prospecting Framework 204First Impressions: Making an Emotional Connection 206Triggering the Negativity and Safety Biases 207The Five Questions That Matter Most in Recruiting 210Likability: The Gateway to Emotional Connections 212Pitch Slapping 213Keys to Being More Likable 215Put Your Recruiting Goggles On 216Chapter 23 Text Messaging 218Familiarity Is Everything with Text 219Use Text to Anchor Face-to-Face Conversations 220Use Text to Nurture Prospects 221Use Text to Create Opportunities for Engagement 222Seven Rules for Structuring Effective Text Prospecting Messages 223Chapter 24 E-Mail and Direct Messaging 225The Four Cardinal Rules of E-Mail and Direct Message Prospecting 226Effective Prospecting E-Mail and Direct Messages Begins with a Plan 233The Four-Step E-Mail Prospecting Framework 236Practice, Practice, Practice 242Pause Before You Press "Send" 242Chapter 25 Social Recruiting 244Social Recruiting Is Not a Panacea 245The Social Recruiting Challenge 245Social Recruiting Is About Nuance 246Choosing the Right Social Channels 247Five Objectives of Social Recruiting 248The Five Cs of Social Recruiting 256Social Recruiting + Outbound Prospecting = A Powerful Combination 260Creating Obligation and Leveraging the Law of Reciprocity with Social Media 262Chapter 26 The Law of Familiarity 265Familiarity Reduces Friction and Resistance 266Five Levers of Familiarity 267Part IX: Charlie Mike 273Chapter 27 Mission Drive 275The Four Pillars of Mission Drive 276Embrace the Suck--You Have to Grind to Shine 281The Enduring Mantra of Ultra-High-Performing Recruiters 283The Mantra of Fanatical Military Recruiting 285Charlie Mike 286Notes 289About the Author 295Acknowledgments 297Index 299