What acronym is used to guide the engagement process with prospects?

The acronym FORM is commonly used to guide the engagement process with prospects in recruitment. Each letter stands for a specific area of focus that helps recruiters build rapport and understand potential recruits better.

• F stands for Family, which encourages recruiters to ask about the prospect’s family background, helping to establish personal connections.
• O represents Occupation, allowing recruiters to explore the prospect's current job situation and interests, which can relate to how the Navy might fit into their career goals.
• R signifies Recreation, where recruiters can discuss hobbies and leisure activities of the prospect, creating a more relaxed environment to engage them.
• M stands for Motivation, which invites prospects to share their reasons for considering military service, giving recruiters insight into the individual’s values and aspirations.

Using the FORM technique, recruiters can create a more personalized interaction, identifying the strengths and needs of each prospect, which enhances the chances of successful engagement.