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of activities, or a pat on the back, it should always
end on a positive note. Keep in mind that we are in
the business of selling ourselves as well as the Navy.
All recruiters should leave the DPR with the feeling
that they can do that.
ZS’s DPRs
The ZS’s DPR with each station is very much like
the RINCs’ DPR with their recruiters. ZSs need to
tailor their DPR to the experience and skill level of
the RINC.
A DPR with a new RINC will
undoubtedly be much more detailed than one with an
experienced and successful RINC. The ZS is actually
training the RINC by the questions that are asked. If
the RINC does not have an answer, he or she will
know that the question should have been asked during
his or her own DPR.
The following steps are
provided for a detailed station DPR. You may want
to tailor it for your own RINCs.
Check Status on All Carry-Overs
Interviews should have only been carried over if
they are scheduled for processing. Check on their
progress.
Check Status on All Interviews
Without Disposition
Check the status of all previous interviews that
have not contracted. Update processing schedules and
identify delays.
Check on All Scheduled to Process
Review BEERs, waiver requirements, and any
medical concerns, If applicable, check on parental
consent,
Inquire on kit completion and any
documentation problems.
Discuss anticipated
classification concerns. If nuclear field (NF) qualified,
check to make sure transcripts are in hand.
Check on Those Scheduled
to ASVAB Locally
Determine if step-selling may be a problem with
those applicants who are scheduled for Armed
Services Vocational Aptitude Battery (ASVAB) only.
Do they have the authority to buy? Is there a plan for
follow-up once the test is administered?
Document New Interviews
New interviews that are eligible, committed, and
consenting to further processing should be entered on
the ZS’s applicant log. Make sure the next step is
firmly scheduled, Discuss strategy for follow-up.
Discuss New Interviews That
Are Not Scheduled for Processing
Although interviews that have not consented to
further processing are not kept on the ZS applicant
log, you still need to find out more about them. Have
the RINC explain the interview briefly. Discuss
objection-handling and follow-up plans.
Discuss Prospecting Plan Status
Discuss prospecting plan status. Is the plan on
track? Have adjustments been made, if necessary?
Are there additional steps that need to be taken? This
does not mean taking numbers; simply monitor
progress. Ask about results of scheduled school visits
and itineraries.
Check on Shippers
Check on remaining shippers for the month to
make sure any problems are identified well in advance
of the ship date.
Check on DEP Problems
Although RINCs should advise the ZS when
problems arise within the DEP pod, it doesn’t hurt to
add this to your DPR. A quick question asking if any
DEP problems have been identified can head off
problems before they get a chance to grow.
Determine Station’s Overall Status
Determine the station’s overall status towards goal
attainment. The ZS should know the average number
of working applicants required per contract by each
station. Compare their progress to the figures on the
PATE sheet. Always know the number of days left in
the month that MEPS will be open. Ask yourself if
the station has enough applicants working to meet its
objective with the remaining time. If not, ask for
their plan to get on track.
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