Planner Retention Requirements The  station  planners  must  be  maintained  in-month and  for  the  previous  12  months. Review and Analysis ZSs review and initial the station planners during each station visit. The two most important questions to  ask  during  this  review  are:  1)  Is  the  plan  being followed? and 2) Is the plan working? If the answer to both questions is yes, your review is basically over. The  only  thing  left  is  to  possibly  make  suggestions  to improve the efficiency of the plan to save recruiters’ time and effort. If not, the following areas should be checked  to  determine  problem  areas: l  What  was  used  for  justification  of  the  plan? Does  the  RINC  know  what  the  station  needs  to accomplish to meet its objective? Were PATE sheet projections  used? Has   the   RINC   received   and reviewed  the  goaling  letter  thoroughly? Has the goaling letter been taken in to account on the plan? l  Are  adjustments  made?  Every plan must be adjusted from time to time. Adjustments should be made  based  on  results  of  the  DPR.  Look  for  the frequency   of   rescheduled   activities.   If   too   many adjustments are happening, perhaps the plan was not effective from the start or the RINC is not ensuring that  the  recruiters  follow  the  plan  when  they  should. In  either  case,  training  should  be  conducted  on developing  a  prospecting  plan  and  the  “real  benefit  to them”  in  following  it. If no adjustments are being made, be suspect. Perhaps the planner is being used as a log, after the fact. In that case, the RINC needs training on the use and benefits of the planner. l   Dots   the   plan   allow   for   flexibility?   The planner  should  allow  for  new  additions  to  the schedule. There is no sense in filling in every hour of the day for the entire week. Time should remain open for  new  appointments  and  processing  evolutions. Imagine the recruiter with a hot referral, scheduling the appointment a week down the road, because the planner was full. l  Look  at  no-show  appointments.  The  RINC should  make  sure  that  the  individual  is  recontacted  for a new appointment and the time period is used for prospecting activity. This does not necessarily mean phone   prospecting. If  the  time  is  not  effective  for phone  power,  the  RINC  should  make  sure  some  other type of activity is planned. This could be contacting centers of influence (COIs) for referrals, personally developed  contact  (PDC)  canvassing,  refining  lists, door-knocking  or  making  personalized  mailouts  to cards  with  no  phone  numbers,  or  any  other  endeavor that contributes to station goal. Review of Our Sample Let’s  take  another  look  at  figure  8-1.  This recruiter initially   planned   on attaining two appointments and holding two interviews on Monday. The plan called for 2 hours of phone prospecting and 1 hour of prospecting for DEP referrals. The recruiter actually accomplished 1 and 1/2 hours phone and 1 hour   DEP   referrals. Since   the   two   planned appointments were attained, no prospecting activity needed to be rescheduled. Notice one of the planned interviews  was  rescheduled  for  Tuesday. Tuesday the recruiter runs an itinerary. The RINC and   recruiter   agreed   on   a   goal   of   two   PDC appointments  and  preprospecting  the  day  before  has resulted  in  an  appointment  during  the  itinerary.  The recruiter conducts two interviews for the day but only completed  half  of  the  scheduled  PDC  prospecting. They reschedule 1 hour of PDC prospecting for the following  day.  The  rescheduled  interview  commits  to processing for the Navy so kit preparation time and a MEPS run are scheduled on the planner for the next 2 days. Wednesday’s DPR finds that the kit is complete, an appointment was made in both the PDC and phone modes,  and  the  scheduled  interview  no-shows  a second time. The recruiter recontacted the prospect and scheduled the interview for Saturday morning. The  RINC  trains  the  recruiter.  Saturday  appointments are sometimes necessary, but why schedule yourself to come in on a day off for a prospect who has a high no-show  probability.  The  RINC  reminds  the  recruiter to  confirm  the  appointment  the  day  before. Thursday, the recruiter spends most of the day on a MEPS run and combining a supply run to the Navy Recruiting  District  (NRD)  makes  for  better  time management. The day resulted in no new prospecting or  interviews  but  was  very  productive  with  the addition  of  a  new  contract. Friday, the recruiter spends the planned hour of referral  prospecting,  holds  an  interview,  and  secures  to attend zone training.    The recruiter calls to confirm 8-4