national lead production based on ratios of leads accessed by enlisted leads for all districts within an Area, and enlisted and officer by all Areas. NALTS RANKING REPORT.– The  NALTS Ranking Report is a management report derived from the NALTS Executive Summary. It provides a quick overview of the national standing of each district and Area in the follow-up of both officer and enlisted leads in the major performance categories of overdue leads, tested leads, system force-closed leads, and accessed leads. NALTS MONTHLY LEAD STATUS REPORT.– The NALTS Monthly Lead Status Report is an accounting report of all national leads that an Area, district, or station is handling during a fiscal year. The report is divided into four categories — leads in process, total accessed, total not accessed with reasons, and overdue leads not reported on and force-closed by the system. The performance of an Area/district/station in these categories can be compared to the national average of all Areas/districts/stations to determine if performance is above or below the national norm. NAVY  RECRUITING  STATION  AND  ZIP CODE LISTING.– The station and ZIP Code listing provides to the NRDs the phone number, address, and hours of operation for the district and all stations within the district. It also provides a listing of all ZIP Codes and zone codes currently assigned to the stations as directed by the district and recorded by the NOIC. The NRS and ZIP Code listing is distributed monthly to the LTC for update or changes. The stations receive a copy of the ZIP Code territory listing for informational purposes only. The information on this report is used daily to direct prospects from national advertising to their local district and station and to issue NALTS prospect cards for follow-up. PERSONALLY DEVELOPED CONTACTS The Science and Art of Navy Recruiting Manual, COMNAVCRUITCOMINST 1133.6, defines personally developed contacts (PDCs) as a method of prospecting an individual with whom the recruiter initiates conversation to determine whether or not he or she is a candidate for the Navy. This method of prospecting is basic canvassing – getting out in your territory and canvassing the people you meet. PDC canvassing is not always easy. Some recruiters have a natural ability to initiate conversations. Others may be inhibited by a culture that teaches them not to speak with strangers. It takes a certain amount of confidence and enthusiasm to PDC. Recruiters should understand that rejection is not the end of the world. A no on the street should be no more traumatic than a no on the phone. The right approach to PDC canvassing will vary depending on the personality of the recruiter, but the following paragraphs offer suggestions to consider. PDC Planning A little planning goes a long way in developing PDCs. Familiarize yourself with your territory, You should know where to concentrate your PDCing efforts. Look for places where potential prospects congregate. PDCing will be a part of every itinerary, but should be scheduled at other times as well. Talk with business owners or others in the area that can recommend the best time to find the market you are looking for. Once primary canvassing targets and times are identified, each recruiter must develop his or her own approach and be aggressive in creating and using opportunities for initiating conversation. Always carry a good supply of calling cards and some small giveaway items. Using the Appointment Power, Phone/PDC Script The appointment power script is designed for PDCing as well as phone prospecting. Recruiters must use the script in a natural and fluid manner to be effective. This requires practice and real life application, Recruiters may want to tailor the script to fit their personalities and the style of the market they are prospecting. Friend-Finding Sometimes recruiters are intimidated by PDCing because they are looking for people to join the Navy. To help these individuals become more confident and comfortable with approaching strangers, have them try friend-finding first. Give them a wheelbook or other small notebook and send them, or better yet take them, out in their territory. The goal is to meet people and introduce themselves as Navy representatives. They should ask open-ended questions to find out a little about each person they meet. After each meeting, they should make appropriate notes in their wheelbook. As an example: Kyle Becker works afternoons at Pizzeria, likes baseball, plays first base for Milton High School, and has a brother in the Navy. Now, the next time the recruiter approaches this individual, it will not be as a stranger. The recruiter has some ready made conversation starters and can move on to the idea of an 6-13