Springfield, Ill. –
Illinois Army National Guard Recruiting and Retention Battalion (RRB) commander, Lt. Col. Lance Frail, puts the tag line “love the process and you will succeed!” at the end of every email to his staff.
“We talk a lot about loving the process and that it will lead you to success,” said Frail. “If you are doing the small things, always prospecting, you will be successful.”
Of the 11 companies in RRB, eight have exceeded their recruiting goals each of the last three months. February was the most productive recruiting month since March of 2019. Four companies doubled their recruiting goal in February.
Company L, based in Mattoon, has met its goal for four consecutive months. Company H, based in Woodstock is on pace to set a record for enlistments in a fiscal year and has met its goal the past five months.
Frail said a team-first mentality has been a key to the recent success.
“You can have individual success but fail as a team, or you can achieve success together,” said Frail. “Teams that enjoy each other and support each other, in and out of work, often have the most success.”
1st Sgt. Michael Vertucci with Crestwood based Company F, which doubled its enlistment goal in February said Lt. Col. Frail’s message is hitting home.
“Our team has bought into the message of coming together and working as a team to accomplish the mission,” said Vertucci. “We are noncommissioned officers (NCOs) before we are recruiters and with that mindset we look at each obstacle as a way to grow and become better. We have good days and character-building days. No bad days.”
1st Sgt. Justin Gullion with Company D in Aurora, which more than doubled its February goal said the leaders set the tone in a difficult assignment like recruiting.
“Recruiting is not an easy job. It requires early morning and late nights, a willingness to sacrifice, working on days off to meet with applicants, countless hours building recruiting packets, building partnerships in a multitude of communities, and a hunt for acceptance in a field of rejection,” said Gullion.
Gullion said trusting and empowering his recruiters is key.
“At the end of the day, the recruiter must decide what they are willing to put into each day to have success and reach their goals,” said Gullion. “The recruiters I have on this team are constant professionals and were due a big month.
Frail said a contributing factor to the recent recruiting boom is a more than 10 percent increase in recruits successfully making it through the Military Entrance Processing Station (MEPS) where applicants’ physical health, background, and enlistment packet are reviewed to ensure the applicant is qualified for military service. Frail said his team is the reason for the increased success getting applicants through MEPS.
“The recruiting NCOs, the team leaders, and the first sergeants are consistently communicating with MEPS guidance counselors and the applicants to make sure everything is documented and accurate before the applicant arrives at MEPS,” said Frail.
He said there is no magic bullet that led to the spike in recruiting.
“Multiple things went into this month’s success, however none of it would have been possible without the individual recruiter,” said Frail. “Our success has been made through hard work and dedication to the process by our recruiting NCOs.”
Company B based in Chicago, Company C in Rockfalls, Company G based in Marseilles, Company K in Springfield, and Company I based in Peoria also exceeded recruiting goals in February.