Module 2

Question 1

In the recruiting world, what does the term ‘Focus’ mean?

Answer 1

A singular concentration on the applicant’s needs and wants.

Question 2

Explain the difference between needs and wants.

Answer 2

Needs:
* Above the surface
* Fact oriented
Wants:
* Below the surface
* Emotion-based

Question 3

Identify the four areas where you can place your focus when working with an applicant.

Answer 3

1) Yourself
2) Your branch of service
3) Your recruiting opportunity
4) The applicant

Question 4

Explain the ‘Fatal Flaw in Recruiting’.

Answer 4

Happens when recruiters become so focused on what they want to have happen that they lose sight of what the applicant wants to have happen.

Question 5

Provide three examples of what a recruiter might ‘want’.

Answer 5

• Accessions
• To make goal
• To win an award

Question 6

Provide three examples of what an applicant might ‘want’

Answer 6

To have their problems solved
To receive certain benefits
Straight answers