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00:13 It should be so much easier to solve.
00:15 I’d like to invite him up, because he’s coming up—he has one of the most unique perspectives to veteran recruitment.
00:21 Apollo Education is committed to 20 percent of their hires being veterans.
00:26 They also have developed military recruiting courses and how-to’s.
00:30 I’d love to invite him up to come and talk about it.
00:32 [Applause, Music]
00:36 Thanks for having me.
00:39 Well, Mark, with your permission, I’m gonna spend about the next five minutes trying to change their mind and be a salesman.
00:44 Is that okay?
00:45 That works perfectly.
00:47 I can’t really see you guys.
00:48 You can be a little bit anonymous.
00:49 How many of you in your open job positions have the word infantryman in there?
00:58 Okay, how about tank gunner?
01:01 Artillery men, do you want to lob some rounds?
01:02 Red Bull does.
01:03 Red Bull, cool.
01:06 Oh, no, I’m just kidding.
01:07 Well, I know you have a fighter pilot in your midst.
01:08 I know that.
01:09 You might want to think about him.
01:11 You got a combat engineer that blows stuff up, ready?
01:15 They’re not taking it, Mark.
01:17 All right, I gotta convince you.
01:18 I retired from the Army in 2009.
01:21 For the last five years at the University of Phoenix, I’ve had a chance to work with 45,000 military students.
01:27 We have graduated 100,000 military since 9/11 alone.
01:33 The 28 years before that, I had the opportunity, the honor, and the privilege to work with the most talented and intellectual young men and women that this nation ever has produced.
01:43 Let me describe ‘em to you.
01:45 They are about 18, 19, 20 years old.
01:48 They are high school graduates.
01:50 They’ve come from all walks of America.
01:55 You can’t pinpoint that.
01:57 They have signed up to deploy anywhere to 12 months or extended.
02:02 They never know when they’re going on deployment, when they’re coming back.
02:05 Hopefully they’re coming back.
02:08 When they’re on deployment, they are at a patrol base, they’re on a checkpoint, they’re running missions.
02:15 They probably haven’t seen a shower like you and I took this morning for several months.
02:19 It does not meant they’re not clean.
02:21 They’ve all shaved that morning; at least the men have.
02:25 They’re very, very disciplined.
02:29 At any time during that day, they are making decisions that, if they get wrong, could mean somebody’s life.
02:36 You know something?
02:37 They don’t get it wrong.
02:38 Because if they got it wrong, you would see it on CNN, and you would see it on Fox News within 20, 30 minutes.
02:44 You haven’t seen that.
02:46 Anybody want to hire an infantryman yet?
02:49 Not yet.
02:50 Okay, I got a little more to do for you.
02:51 All right.
02:52 When you look at a resume, resume scares me to death.
02:55 Do you know first time I wrote a resume, I was 50 years old?
02:59 It scared me to death.
03:00 How do you put 28 years of blowing stuff up into two pages that somebody wants to talk to you about?
03:05 Don’t you just talk about what you’ve blown up?
03:07 That would be cool.
03:08 Yeah, yeah.
03:14 Ask that person what they did as an infantryman.
03:18 I boil it down to three things, the three Ms.
03:21 First of all, manpower.
03:23 How many men and women did they lead?
03:25 In what kind of positions?
03:29 How about money?
03:31 Did they bring something under budget?
03:33 Did they operate under an annual operating budget?
03:37 How about materiel?
03:38 How much stuff do they have?
03:39 Our youngest squad leaders in the Army are probably 20, 21 years old, and they’re signed for millions dollars’ worth of equipment.
03:45 They have to upkeep it; they have to make sure it’s accountable.
03:49 If they lose it, they have to pay for it.
03:50 Oh, yeah, if they don’t make sure it’s mission ready, that could cost lives.
03:53 They do it right.
03:56 Am I convincing you now?
03:58 Now, next time you go into an interview, you’re gonna see a soldier, a service member come in.
04:05 They may sit at a modified position of attention even via virtually.
04:10 That’s what they’ve been trained to do.
04:12 They’ve never done business interviews before.
04:14 They may say, “Yes, sir,” “No, sir,” “Yes, ma’am,” “No, ma’am,” because that’s what they’ve been doing in the military.
04:19 Unless you’re from Atlanta like me and you were born that way.
04:24 They might not have the latest suit on, because, frankly, they haven’t worn a suit for a while.
04:28 They’ve worn this camouflage stuff that you see up on the screen.
04:32 Go past that.
04:33 When you’re talking to ‘em, again, virtually or in person, ask them, “How many manpower? How many men and women did you lead?”
04:40 I’ll give myself as an example.
04:42 At 22, I led 30 people; 30 men, ‘cause I was an engineer.
04:47 At 45, I led 23,000.
04:52 Are you interested now?
04:54 How about money?
04:56 When I was 22, as a platoon leader, small little bit of money.
05:01 When I was a major as an engineer in Sarajevo, I had a $76 million construction budget.
05:07 Getting interested?
05:09 Materiel, last major command I had was Garrison Command in Japan.
05:13 I had 15 installations, 15 small towns.
05:15 That’s a lot of stuff to keep up with.
05:17 You interested?
05:19 There’s a lot more of that coming.
05:20 There’s a million people coming out of the service over the next three years that are coming to look for you.
05:25 Look past their ill-fitting suits.
05:27 Look past their modified positions of attention.
05:29 Give ‘em a chance.
05:31 At the University of Phoenix, that’s what we’re trying to do.
05:33 We’re working on their education, because we want to make a transition from military to your organizations.
05:39 Did I get ‘em?
05:40 You got ‘em.
05:42 All right.
05:43 Thanks, Mark.
05:44 Thank you.