Fanatical Military Recruiting

Index

• Abbreviations, avoidance of, 223
• Acceptance, feelings and, 159–160
• Achievement:
  • need for, 279
  • purpose and, 281
• Acknowledgements, Ledge technique and, 193–194
• Activate Your Brain (Halford), 166
• Activities. See also Behaviors
  • high-impact, 76
  • impactful, 74
  • non-recruiting, 73, 75
• Actualization, 214
• Adversity:
  • drive and, 186
  • leveraging of, 176–177
  • as most powerful teacher, 175, 177
  • resilience and, 176, 281
  • Spartan Races and, 174
  • success and, 54
  • UHPs and, 277
• AFRISS, 87
• Agility, frameworks and, 192
• All eggs in one basket fallacy, 109–110
• Alphas:
  • desperation and, 39
  • on prospecting pyramid, 84–85
• America, birth of, 286–288
• AMMO framework, 233–236
  • audience and, 234–235
  • message and, 235
  • method and, 235
  • outcome, defining desired, 236
  • tailoring message, 235
  • worst messages and, 234
• Amygdala, brain and, 196–197
• Analysis paralysis, 52
• Annual recruiting cycle (ARC), 84, 85, 255
• APPLEMDT, 99, 101, 133
• Applicant(s):
  • conversion ratio, 43
  • funnel of (see Funnel of applicants)
• Applicant Processing List (APL), 38
• Appointment setting, 106
  • call blocks as appointments, 123, 124
  • telephone prospecting and, 118, 143
• ARISS, 87
• Arruda, William, 252
• Ask/asking:
  • ask step, objection turnarounds and, 199
  • assumptive (see Assumptive ask)
  • discipline and, 25
  • e-mail and, 239–240
  • failing to, 24
  • how to, 26–34
  • keys to, three, 26–27
  • key to unlocking everything, 23–24
  • for prospect’s time, 139
  • referrals and, 268–269
• Assumptive ask, 28–33
  • passive behavior and, 24
  • requirement of, 24–25
• Assumptive ...