and said, Now that you mention that, Johnny Smith is
a really nice kid, but he loves to tinker with his car late
at night. I did hear that he was looking for a job as a
mechanic. With a bit more blueprinting, this recruiter
was ready to make a solid referral contact. Another
innovative recruiter, upon connecting with a wrong
telephone number, began a friendly conversation with
an elderly lady on the other end, apologizing for the
inconvenience. He told her she sounded like a very nice
person on the phone and asked if by any chance she
was patriotic. She responded favorably. So the recruiter
went on to ask if she could do one thing for her country
that wouldnt cost her a dime, would she be interested.
Again she responded positively. The recruiter then said,
Well maam, if you were the Navy recruiter here in
town, and it was up to you to put three new sailors in
the Navy this month to save this great country of ours,
who would be the first three names that would come to
mind? Needless to say, the recruiter got three referrals,
plenty of preapproach blueprinting, and a new friend of
the Navy all from a wrong number.
Referral Follow-Up, Feedback, and Recognition
The best way to continue getting referrals from any
source is to be sure to follow up immediately, provide
feedback, and give timely recognition. When recruiters
receive referrals they should also do some blueprinting
to include a good time to reach the prospect either by
phone or in person. Then they should follow up on the
contact as soon as possible. After contact has been
made, recruiters should get back to the source of the
referral to let them know the outcome. If the referral
results in a contract, a request for referral recognition
should be submitted immediately. The Recruiting
Referral Recognition Program, COMNAVCRUITCOM-
INST 5305.1, provides policy and procedures for
requesting recognition, awards, and advancement for
referrals that result in new contracts. By keeping the
referral source informed, giving feedback on the
progress of their referrals, and providing recognition,
you are including them in the Navy team. Continued
support from these individuals will be likely.
One of the primary goals of advertising is
generating qualified leads for recruiter follow-up.
do not purchase advertising
themselves, they work the leads that are generated from
it. There are two sources of advertising leads, local
advertising and national advertising. Chapter 7 will
cover advertising efforts in detail. In the next few
paragraphs we will look at the prospecting, reporting,
and follow-up of both local and national leads.
Leads generated from local advertising are
processed through the NRDs LEADS tracking center
(LTC). The LTC uses a system called the Local
Effective Accession Delivery System (LEADS) to
process responses to locally placed ads and direct mail.
The LEADS Tracking Centers, COMNAVCRUITCOM-
INST 1143.2, provides complete guidance and policy.
Prospects call a special phone number at the NRD or
send a response card back to the LTC. Trained
interviewers screen the callers using a script to see if
they are qualified and interested in talking to a recruiter.
If they are, the LTC notifies the recruiter right
away within 30 minutes if possible by phone and
forwards a prospect card within 24 hours by mail. LTCs
with three-way calling capability will get the recruiter
on the line, introduce the prospect, and sign off.
Recruiters must fill out a leads feedback sheet and
return it to the LTC after working the lead. We must
remember that these leads are interested in a job and
training but not necessarily in the Navy. The prospects
are prescreened, but it is still up to the recruiter to sell
the prospect on the Navy.
RECRUITER FOLLOW-UP AND REPORT-
ING. Every qualified and interested lead sent to a
recruiter includes a feedback sheet in the format of
figure 6-3. These sheets must be completed and
returned to the LTC within 15 working days. Lead
attempts must be made daily until contact is made.
Lead cards will remain in the working tickler for 4
months, or until contracted, disqualified, or otherwise
made unworkable. Some LTCs may send qualified but
not interested leads to recruiters. These are useful for
market identification and future follow-up but do not
LTC REPORTS. The LTC supervisor provides
several reports that are useful for leads effectiveness
The Enlisted LTC Production Report,
Enlisted Leads Dispatch Report, and the RTC Dispatch
Report are sent weekly to the chief recruiter (CR), zone
supervisors (ZSs), and RINCs. The tracking reports for
newspaper advertising and direct mail efforts are not
usually distributed to the field but are available from
the LTC if you want to review them.