Webinar Q&A: Part II: How Recruiting Directors Can TEACH & TRAIN Recruiters 'Exactly What to Say'

Did you have a chance to attend our recent webinar, “Applying ‘Exactly What to Say’ to a Day in the Life of a CDL Recruiter”? We received more questions than we had time to answer in the allotted time, so our presenters answered them below in this Q&A-style blog post.

If you weren’t able to join the webinar live, don’t worry – you can watch it on-demand anytime!


Question: As a driver that's now a recruiter, I've found ANYTHING scripted turns the driver off. Do you find the terms used are the difference between success and failure?

Answer: We believe in practicing your message in roleplays to get comfortable and confident in asking and answering questions. Scripts can take away from the personal touch and Recruiters need to be genuine and personable in building relationships to help the driver. Every recruiting call is unique and so is the conversation towards building a relationship and selling the company.

Question: When do you move on? How many unreturned voicemails and text messages until you decide to move on?

Answer: Creating a cadence of expectations and using data to make the decision of the best time to move on is what will help you be successful. As you track your calls, texts, and emails within your system of record you will be able to use those averages to know how many touches it takes to get the driver's attention. After the average time has passed you can then use drip marketing campaigns to continue to nurture the lead long term. 

Question: What’s the best way to incorporate the book into orientation for a newly hired recruiter?

Answer: Give the book as part of your welcome packet so they can start reading it. Then as you get through the first 1-2 weeks of training and are moving into getting the Recruiter on the phone - start with role plays. Use a couple magic words and focus your role plays around those. Practice is what it will take for them to get comfortable with it. Once they do get on the phone, call coach with your recruiters and share areas of the conversation they could benefit from using a line from Exactly What to Say. Give positive reinforcement the times your Recruiters use it appropriately.

Question: Is there a preferred method to use the book for coaching and training my current recruiting team? Do you reference it in weekly meetings, etc.? What’s the best cadence? 

Answer: Adding it to your current weekly team meetings or one-on-one meetings will be the best way to consistently be talking about it. Consider doing quarterly lunch and learns to encourage your team to read the book regularly and practice what they read with role plays. 

Question: Can you share the link for getting a discount when buying 4 books?

Answer: Don’t have the book yet? Buy it here for $19.99 (or use promo code “Recruit” and get your fourth book FREE when you buy three). Be sure to add four books to your cart for the promo code to apply.


Stay up to date on CDL trucking trends! Be sure to check out the DriverReach blog for other relevant articles and head over to our webinars page for an up-to-date list of upcoming events and on-demand recordings.

Interested in seeing DriverReach’s modern Recruiting and Compliance Management System in action? Request a demo!


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