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 ...

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