Recruiter University

A collection of resources to help develop your recruiting skills.

IMC ONBOARDING MODULES

CLICK HERE TO BEGIN THE ONBOARDING 101 MODULE

MODULE 1: SOP

THE STANDARD OPERATING PROCEDURE

In addition to watching the tutorial video above, please read and review the following:

STEP 1: CALL PREP
STEP 1a: SELECT A DRIVER ON HUBSPOT

CLICK HERE FOR THE HUBSPOT TUTORIAL

You can find candidates on HubSpot by conducting a name search or using the filters on the Contacts page. To help familiarize yourself with the features and basic instructions on all the powerful features of HubSpot, we recommend checking out the short video below.

To apply or remove filters, click on the Filter buttons accross the top of the screen.

You can tell if a filter is applied by the presence of a blue highlight over that filter, as well as a number next to the Filter button indicating how many filters are in place.

ORGANZING CONTACTS

To change the order of the listed contacts, use the small arrows next to the column headings. For example, clicking the top arrow next to the Last Activity Date column will put the contacts most recently updated at the bottom of the list and untouched Prospects at the top of the list. Clicking the bottom arrow will put them in the reverse order, with the most recently updated Prospects at the top of the list.

STEP 1b: REVIEW DRIVER, JOB & CARRIER DETAILS

Before calling your prospect you’ll want to make sure you have the following tools ready to go. All but the last two of them can be accessed from the driver’s Contact Details page, either on the left side of the screen, or by expanding the two arrows at the top right corner of the screen and then scrolling down to the Attachments section.

  1. The prospect’s Resume
  2. Web page for the desired job
  3. Application page for the desired job
  4. The Pre-Qualification Questionnaire
  5. Real-time Job Mapping System
  6. Grasshopper Phone App

Be sure to take a few moments to look over the prospect’s resume. You can try to determine if they have the necessary experience based on the information provided in their resume, but be aware that they are often submitted with outdated or incomplete information. But if they do seem to be qualified based on the job experience listed in their resume then you’ll want to:

  1. Check their location using REALTIME RECRUITING on Google Earth Pro.
    *Make sure they live within the hiring area
  2. Read over the job page and application page to familiarize yourself with job and carrier details, as well as the application process so you can properly set the driver’s expectations for what follows after the application is submitted

If the driver is not qualified based on location or experience, take a moment to look at some alternative jobs in their area, but don’t invest too much time and effort on a driver you may never even get on the phone in the first place.

Once you’ve spoken to the driver and have a complete picture of their situation, then you can do a targeted search using our state of the art Real-time Job Mapping System. It’s built for speed, so once you get used to navigating the system you can find alternative jobs and pitch them quickly while your driver is still on the phone. There will be more detailed information on how to do that later in the SOP.

STEP 1c: DIALING THE CALL USING GRASSHOPPER
  1. Launch the Grasshopper app on ether your phone or computer
  2. If using your computer, make sure the volume is turned up and your microphone is enabled
  3. Next, in the top left corner select the local phone number (417) 294-6664 and “All Extensions”
  4. Dial the number as usual
STEP 2: THE PHONE CALL
THE PHONE CALL SCRIPT QUICK LINKS
LIVE CALL SCRIPTS (Specific job scripts are located on each job page)

When speaking to the driver, be sure to reference the job using the ad title that the driver responded to in our ads. They will not know who the carrier or account is until we tell them, toward the end of the call. The ad title is the ‘Role’ listed under the driver’s name in the top left corner of their Contact Details Page on EngageBay.

IS YOUR DRIVER POTENTIALLY QUALIFIED FOR THIS JOB?
– Do they live within the hiring area?

YES, THE DRIVER IS POTENTIALLY QUALIFIED
LIVE CALL SCRIPT FOR POTENTIALLY QUALIFIED DRIVERS

INTRODUCTION

“Hello, can I speak with _____? Hi this is __________ with IMC Professional Driver Services. How are you doing today? I’m calling about an application you had submitted recently on indeed for a [CUSTOM 1: INSERT AD TITLE HERE].”

“Just to give you a little background about IMC, we work with more than 55 carriers nationwide and so we’re always looking for good drivers. Our state of the art system tracks hundreds of jobs in real-time, so we always have a bird’s eye view on the industry and what opportunities are available.”

“The job we’re talking about today is [CUSTOM 2: INSERT AD TITLE HERE]

“Does that sound like something you’d be interested in?”

YES IT DOES!

“OK, so first of all, let me ask you this..”
-What is it you’re currently doing, and what’s got you looking for a change today?
– Are you at least [CUSTOM 3A] years old?
– Do you have at least [CUSTOM 3B] verifiable Class A CDL Tractor Trailer experience within the last 3 years?

IF YES, DO THE PRE-QUAL, THEN

IF THE CANDIDATE IS BOTH QUALIFIED AND INTERESTED

“OK, so far everything looks good. Let me go ahead and give you all the details about the job and the carrier from top to bottom, and at the end if you have any questions I’ll be happy to track down any additional information for you that I don’t already have.”

DO A COMPLETE PRESENTATION STARTING WITH JOB DETAILS
AFTERWARD, MOVE ON TO THE CLOSE

THE CLOSE

“Did you have any other questions about the job or the carrier that I didn’t cover?”

(If you don’t have the answer or can’t find it, assure the driver that they will be contacted by a carrier rep and can ask more detailed questions within the next 24-48 hours)

THE ‘COME TO JESUS’ MEETING

“It looks like we may have a good match here and I’m confident that I can get you this seat. But before I submit your application with my name on it I need to make sure this is the job you want. If there are any other opportunities you’re interested in or waiting to see about, then I’d encourage you to go ahead and see about those jobs and then get back with me once you’re ready to commit to this opportunity.”

“When I submit an application to one of my carriers, I’m giving them the assurance that I have a qualified driver who wants the job and is committed to taking the seat if they get the offer. If that isn’t you then that’s fine, it’s not going to hurt my feelings, but I have to protect my reputation with our carriers”.

“If you’re ready to get orientation scheduled then I can go ahead and get your application submitted right now. And when this carrier sees our apps come in, they tend to put those up at the top of the stack because they know we bring them a lot of really good, highly qualified drivers.”

“Would you like to go ahead and get your application in process today?”

YES I WOULD!

PROCEED TO THE APPLICATION FOR
[CUSTOM 4: THIS JOB
]

IF THE DRIVER ASKS, “CAN I DO THE APPLICATION MYSELF?”

PROCEED TO SPECIAL INSTRUCTIONS FOR
[CUSTOM 5: DRIVER SUBMITTED APPLICATIONS]

IF NOT QUALIFIED/INTERESTED:
I DO HAVE OTHER OPTIONS

“Well, unfortunately it sounds like this position may not be the best fit for you, but I do have another job in mind that I think may be perfect if you’d like to hear about that.” 

I DON’T HAVE ANYTHING/I’LL GET BACK WITH YOU

“Unfortunately, it sounds like this position may not be the best fit for you, but like I said, we work with more than 50 carriers, so let me get some additional information from you so we can get you into our system and then I’ll give you a call as soon as I find a better fit for you.

“The job you applied for was a [CUSTOM 6: JOB DESCRIPTION], is that what you’re looking for, or how much home time are you needing to get? 

“Are you willing to do some unloading for higher pay or do you prefer more of a Drop & Hook situation? And what kind of pay range do you need for a job to make sense for you?”

(Remind your driver that the home daily and no touch jobs are not going to pay as well as the home weekly, EOW and driver unload jobs do). Take notes on the driver’s responses and preferences.

“I’m going to send you our intelli-app link. Once you fill that out and submit it we’ll be able to see what we have that you may be interested in and qualified for. At that point I can just give you a call back and if you love the job we’ll have most of what we need to get an application submitted for you right away.

“Be sure to save my number so that you’ll know it’s me because if I call you back then it means I’ve found something that I think you’ll love!

NO THANKS…

“That’s the job you had applied for. What is it you’re actually wanting? (listen to the response)

ONCE YOU HAVE ENOUGH INFORMATION, GO TO GOOGLE EARTH TO LOOK FOR JOBS IN THE APPLICANT’S AREA THAT MEET THEIR PREFERENCES. IF YOU NEED MORE INFORMATION, CONTINUE WITH THE FOLLOWING PROBING QUESTIONS:

“What’s your preference on home time? Are you willing to do some unloading or do you prefer more of a Drop & Hook situation? And what kind of pay are  you looking for?”

(Keep in mind, and remind your driver that the home daily, no touch jobs are not going to pay as well as the home weekly, EOW and driver unload jobs) Take notes on the driver’s responses and preferences.

I DO HAVE SOME OTHER OPTIONS

GO TO THE JOB PAGE FOR THE RECOMMENDED JOB

I DON’T HAVE ANYTHING/I’LL GET BACK TO YOU

“Let me go ahead and ask you just a few more questions to finish up our intake sheet and then I’ll get you off the phone. I think I may have some other jobs in your area that might be a better fit for you.

DO THE PRE-QUAL

“Okay [DRIVER], I’m going to send you our intelli-app link. Once we have you in our system we’ll be able to see all the jobs that you’re qualified for and then I can just give you a call back as soon as I find something and if you love the job, then we’ll already have most of what we need to get an application submitted for you right away.

SEND THE INTELLI-APP LINK TO YOUR DRIVER:

https://intelliapp.driverapponline.com/c/classarecruiting?r=GPeffer&uri_b=ia_classarecruiting_326737369

VOICEMAIL SCRIPT

“Hi, [Driver] this is _____ with IMC Professional Driver Services. I’m trying to reach you regarding an application you had submitted recently on indeed for a [CUSTOM 7: INSERT AD TITLE HERE]. Please give me a call back as soon as you can at (417) 294-6664, extension 70_. Thank you and have a great day!”

NO, THIS DRIVER PROBABLY DOESN’T QUALIFY FOR THIS JOB
LIVE CALL SCRIPT FOR A LIKELY UNQUALIFIED DRIVER

“Hello, can I speak with __________? Hi , this is _________ with IMC Professional Driver Services. How you doing today? I’m calling about an application you had submitted recently on indeed for a [CUSTOM 8: INSERT AD TITLE HERE].”

“Just to give you a little background about IMC, we work with more than 55 carriers nationwide and so we’re always looking for good drivers. Our state of the art system tracks hundreds of jobs in real-time, so we always have a bird’s eye view on the industry and what opportunities are available.”

“I’ve been looking over your information and it looks like…

GO OVER POTENTIALLY DISQUALIFYING INFORMATION WITH THE DRIVER AND VERIFY ACCURACY TO OFFICIALLY DQ THEM.

THE INFORMATION WAS WRONG, THE DRIVER MAY BE QUALIFIED
THE INFORMATION IS CORRECT, AND THE DRIVER IS DQ

“Unfortunately, due to those factors I’m not going to be able to get you this seat today. But like I said before, we do work with lots of different carriers with lots of different qualifications and driver needs.

“I’m going to send you our intelli-app link. Once we have you in our system we’ll be able to see all the jobs that you’re qualified for and then I can just give you a call back as soon as I find something. Then if you love the job we’ll already have most of what we need to get an application submitted for you right away. So be sure to save my number so you’ll know it’s me calling you back!

SEND THE INTELLI-APP LINK TO YOUR DRIVER:

https://intelliapp.driverapponline.com/c/classarecruiting?r=GPeffer&uri_b=ia_classarecruiting_326737369

VOICEMAIL SCRIPT

“Hi, [Driver] this is ________ with IMC Professional Driver Services. I’m trying to reach you regarding an application you had submitted recently on indeed for a [CUSTOM 9: INSERT AD TITLE HERE]. Please give me a call back as soon as you can at (417) 294-6664, extension 70_. Thank you and have a great day!”

STEP 3: PRE-SCREENING YOUR DRIVER

PRE-SCREENING OVERVIEW

Use the PRE-SCREENING form to evaluate your driver’s suitability for the desired job. If they turn out to be qualified then you’ll submit an intelli-app for processing. Fill out the pre-screening as completely as possible, but when it comes to the sensitive information items on the last page, don’t pry.

Some of the information on the very last page of the Pre-Screening questionnaire will be gathered during the course of conversation and populating the intelli-app. We do want to add that information to the Pre-Screening form as we obtain it, but asking for the more sensitive information before it’s necessary could spook the driver and short-circuit the process.

When you ask,

“What is it you’re currently doing, and what’s got you looking for a change today?”

  1. Pay attention to their response and start filling out the PRE-SCREENING form while your driver talks.
  2. Check for disqualifying stories and events in their response, and make note of them.
  3. There are sections at the bottom of the first and last pages of the form for notes. This is where you can tell their story of what they’ve been doing, or what they’re looking for, or not looking for, or to just jot down things that may be good to know later.
  4. Listen for any pain points/hopes, dreams or plans to help you sell the job.

SECTION 1: DEMOGRAPHIC INFO

Be sure to collect:

  1. Complete physical address info
  2. Phone number
  3. Email address

SECTION 2: EXPERIENCE

  1. Record their total driving experience, noting how much of that experience was Regional/OTR versus Local work.
  2. If the driver has less than 1 year of Class A CDL experience pulling 53’+ trailers, YOU MUST record the name of their CDL school and the date of graduation.
  3. Find out if the driver has spent more than 12 months unemployed in the last 3 years. If so, that will automatically count as 1 of the 3 strikes against them.

SECTION 3: MVR & CRIMINAL BACKGROUND

Be throrough in your scrutiny because drivers will outright lie to you about their criminal background and MVR.. Encourage your driver to be honest with you. If it’s in their past, it will show up on their MVR, DAC, or Criminal background check. Present yourself as their advocate, and tell them that we can work with some dings, but we need to get out front and explain their side to the carrier instead of it just popping up on a report after claiming to have a perfect record.

*In actuality, we’re looking to eliminate them sooner than later so we can get on to the next qualified driver, instead of getting an application submitted and finding out several days later that it was a waste of time because the driver has accidents, incidents or convictions that they did not disclose.

SECTION 4: PERSONAL & FAMILY INFORMATION

Some questions on the last page of the Pre-Screening questionnaire involve sensitive information, such as Family Situation and whether or not they have school or college age children. These questions we don’t necessarily collect during the pre-screening, but want to record the information as we collect it during the application process.

This information is used to match drivers with carriers that have the most advantageous benefits programs for their situations. For example, a driver with college late high school or early college age children may be especially interested in a carrier that offers free college tuition to drivers and their dependents. In situations like that, certain benefits could equate to extra income for the driver. After all, a penny saved is a penny earned.

As you are filling out the Intelli-app and asking the driver for their information to complete the application, you should also copy/paste the information into your Pre-Screening Questionnaire form. If you aren’t submitting an application for them now, or if you’re sending them the application link to fill out themselves, then there is no need to collect that information at that time.

Remember that the information being collected is for the sole use and purpose of assisting truck drivers in obtaining jobs. All information is the property of IMC, LLC and must be properly maintained and secured at all times. Any misuse will be fully prosecuted to the fullest extent of the law.

Once you’ve completed the Pre-screening with your driver, go to your email and save a copy of the completed form to the Google Drive included with your email account, and then attach that form to the driver’s profile in HubSpot. Once you’ve completed and attached the Pre-screening form you can then change ownership of that contact to yours.

STEP 4: SUBMITTING AN APPLICATION

APPLICATION SUBMISSION OVERVIEW:

Once you’ve completed the intelliapp and hit the submit button, be sure to copy the confirmation number. You’ll need to paste it into the Notes section of the Driver Management form, along with the other items spelled out in step 2 on each carrier’s Application page.

The New Application Submission (Driver Management) link can be found on your Recruiter Dashboard page.

  1. The job is still open
  2. The driver lives within the hiring area
  3. The driver has the required verifiable experience
  4. The driver does not have any disqualifying issues
  5. The application is complete and correct
  6. You have submitted any and all additional required information for a complete application
STEP 5: DRIVER FOLLOW-UP

FOLLOWING UP IS EVERYTHING!

Once an application is submitted it’s important that you stay in touch with your driver every day until they get to orientation; preferably by calling them. This is to make sure that they’re still engaged, excited, and planning on showing up to orientation and taking the job. Texting is a less effective alternative. You should set the expectation at the end of the application that you will be calling them daily until orientation; with the possible exception of weekends and holidays. Tell them you’re calling to make sure they haven’t won the lottery or been abducted by aliens, and to make sure they’re in contact with the carrier.

Anytime we receive an update on your driver’s application from the carriers, we will update their EngageBay profile, Driver Management, and send a notification to your IMCPDS email. However, most of the time it will actually be you getting the updates from your driver, because not all carriers send out regular driver updates, and chances are that the carrier has spoken to your driver since the last time you did. So it will be the driver telling you about their most recent interaction with the carrier and where they’re at in the process.

We TELL the drivers that we’ll be calling them every day to GIVE them updates on their applications, but really we’re calling them to GET information and to make sure they stay sold on the job. Additionally, we’re wanting to monitor the application’s process to ensure that our driver is being handled properly by the carrier, and that their application is being processed in a timely manner. If there happens to be a hold-up somewhere along the way, then we can reach out to the carrier on your behalf to check on your driver’s application status.

STEP 6: GETTING PAID!

Commissions are distributed on Fridays of the WEEK FOLLOWING the driver’s dispatch date. Most orientation classes end on Wednesdays and Fridays, with the drivers’ dispatch days being on Thursdays and Mondays.

When you earn your first commission we will send you a notification and reach out to you so we can get your distribution information. We currently offer ACH, wire transfer, check, PayPal or Cash App. Subsequent commissions will be automatically distributed.

IMC MUST be able to verify a driver’s hired status before any payout can be made. Your $50 Registration Fee will be returned to you with the payment of your first commission distribution.

TAKE THE SOP MODULE QUIZ

MODULE 2: RECRUITER DASHBOARD

You can check out a good HubSpot overview video here:
HubSpot Beginner Tutorial

The Pre-screening Questionnaire Form

TAKE THE RECRUITER DASHBOARD QUIZ

MODULE 3: GRASSHOPPER VOIP PHONE SERVICE

GRASSHOPPER PHONE REFERENCE SHEET
GRASSHOPPER DESKTOP & SMART PHONE DOWNLOAD
QUICK REFERENCE FOR TRANSFERRING CALLS (You can save as an image)

What is Grasshopper?

2 phones in 1

TAKE THE GRASSHOPPER VOIP MODULE QUIZ

TAKE THE ONBOARDING 101 FINAL EXAM

MODULE 4: THE RECRUITERS BOOK

TAKE THE RECRUITERS BOOK QUIZ

MODULE 5: THE REAL-TIME JOB MAPPING & DATA MANAGEMENT SYSTEM

PART 1: REAL-TIME JOB MAPPING SYSTEM SETUP INSTRUCTIONS
PART 2: NETWORK LOGIN

1. Save this Recruiter Login file to your computer. 
2. Open the file in Google Earth Pro. 

3. Drag the resulting folder up to ‘My Places”

4. Go to ‘File’ and click ‘Save My Places’
5. Click the arrow next to the new ‘Recruiter Map Login’ folder, then click the big ‘CLICK HERE TO LOGIN’ link to log into the system.

6. Once you’re logged in, click the ‘Back to Google Earth’ button in the top left corner of the browser window.

7. Then click the box next to the ‘REAL-TIME RECRUITING’ folder so that it shows a checkmark, then right click on REAL-TIME RECRUITING and select ‘REFRESH’ to populate the map.

When done correctly, the little light on the REAL-TIME RECRUITING network link will go back and forth and eventually turn green. Then click the little arrow next to REAL-TIME RECRUITING to expand the map.

If the map does not populate, then double check that you’re successfully logged in to the system by clicking on the Network & SOP Access login link to bring up the login window, and then click the top link in the box to login to the Map.

If you ARE logged in, then your Google Drive should load in the browser screen. If it does not, try logging in again with the CLICK HERE TO LOGIN link. To reresh the REAL-TIME RECRUITING network link connection, click the box next to REAL-TIME RECRUITING so that it has a checkmark, and then right click on it and select ‘Refresh’.

PART 3: USING THE REAL-TIME JOB MAPPING & DATA MANAGEMENT SYSTEM

When you first log in to the job mapping system you should see 2 main areas. One is the mapping area which takes up the biggest part of the screen. Along the left side of the screen you should also see a pane with 2 separate areas: Places and Layers.

If you do not see the pane to the left, then you need to locate and click the icon to open the pane on the left. You’ll find it in the top left corner of the screen next to the search bar.

For now we’ll minimize the Layers section and just focus on the main map area and the Places pane. You should see a search bar at the top of the left pane, and another one at the bottom of the Places pane. The top search bar is used to search real world locations such as addresses, cities, and zip codes. It will mainly be used to pinpoint the locations of your drivers. The bottom search bar is used to search for elements within our system, such as Route ID’s and Job Codes.

The REAL-TIME RECRUITING folder will contain five (5) subfolders with checkboxes next to them. They are QUADRANTS, NO EXPERIENCE REQUIRED, CURRENT ADS, ORIENTATION MAPS, and RECRUITER DASHBOARD. The first four (4) of these folders will also have a small horizontal arrow next to them, meaning that they too can be further expanded to reveal more subfolders. Once you click on the arrow to expand the subfolders, you’ll see that the position of the arrow changes to point down.

JOBS BY LOCATION

TAKE THE REAL-TIME JOB MAPPING & DATA MANAGEMENT SYSTEM QUIZ

OTHER TUTORIAL VIDEOS & RESOURCES

HUBSPOT
HubSpot Beginner Tutorial

CALL ANALYSIS: ADAPTING TO THE DRIVER

RECRUITER PHONE CALL INSIGHTS

INDUSTRY INSIGHTS

FAQ’s

Q: What kind of computer do I need?
A: Any laptop or desktop computer is fine as long as it supports the Google Earth Pro application. Chromebooks will not run our mapping system correctly. We recommend a computer running the latest version of the Windows operating system.

Q: What kind of phone do I need?
A: You will also need a smart phone so that you can run the Grasshopper phone application to make and receive calls using your IMC phone number and extension.

Q: Where can I find a computer and smart phone that will do the job for a great price?
A: We have some excellent options available in the Tech section of our IMC Merch website.

Q: Why is there a one time non-refundable registration fee?
A: Many will take a look at this opportunity and eventually decide that it simply isn’t for them for whatever reason. Or they may decide that the timing just isn’t right at the moment. While we’re happy to give everyone the opportunity to take control of their future, there is a cost involved with getting each recruiter set up in all of our systems so that they’ll have access to everything they need to give it their best shot.

Q: What happens if I don’t hire any drivers?
A: Once registered, you’ll have 30 days to get your first driver hired. Any month that you get a driver hired and earn a commission, the next month’s access to our system is free. If you go 30 days without a hire we consider you to be inactive and will suspend your account. Like any other job, if you fail to produce then you lose the opportunity.

Q: What happens once my account has been suspended?
A: If your account is suspended because you failed to produce a hire within any 30 day period, you can purchase a 30-day subscription. Only recruiters with an active account can collect commissions on drivers or sub-recruiters.

Q: What is a sub-recruiter?
A: If you get a friend or family member or someone else to sign up for this opportunity, then they will be listed as your sub-recruiter and you will receive a 5% override on their commissions. This money is paid by the company, and does not come out of your sub-recruiter’s commissions. If your sub-recruiter goes on to sign another sub-recruiter of their own, then your sub-recruiter will get 5% on those hires and you will receive a 3% commission override. All further levels of downline will pay you a 1% override. Please note that you must have an active account to collect sub-recruiter commissions by either getting a hire at least every 30 days yourself, or by paying for a 30-day subscription.

Q: What if I work for another recruiting company but want the incredible advantage of the IMC Real-time Job Mapping System?
A: That’s perfectly fine. However, if you’re not getting at least one hire every 30 days using an IMC Professional Driver Services provided intelli-app link, then you will be required to pay the $200 subscription fee each month for access.

Q: What if I use IMC generated driver leads to recruit for another company?
A: All driver leads information is owned by IMC, LLC and is provided solely for use with the IMC intelli-app link. If you steal leads to hire for another company, your contract will be terminated immediately and you will be permanently banned.

Q: What if I want to use my own CRM or data management system instead of HubSpot?
A: You are an independent contractor and welcomed to use whatever methods will best help you to be successful. While the leads, Grasshopper, HubSpot and other tools are made available to you free of charge, you are not required to use them. If you choose to use them, remember that all data and information provided by and/or collected for IMC are the sole property of IMC.

STANDARD OPERATING PROCEDURES

A step by step guide to getting drivers hired

STEP 1: CALL PREP
STEP 1a: SELECT A DRIVER ON HUBSPOT

CLICK HERE FOR THE HUBSPOT TUTORIAL

You can find candidates on HubSpot by conducting a name search or using the filters on the Contacts page. To help familiarize yourself with the features and basic instructions on all the powerful features of HubSpot, we recommend checking out the short video below.

To apply or remove filters, click on the Filter buttons accross the top of the screen.

You can tell if a filter is applied by the presence of a blue highlight over that filter, as well as a number next to the Filter button indicating how many filters are in place.

ORGANZING CONTACTS

To change the order of the listed contacts, use the small arrows next to the column headings. For example, clicking the top arrow next to the Last Activity Date column will put the contacts most recently updated at the bottom of the list and untouched Prospects at the top of the list. Clicking the bottom arrow will put them in the reverse order, with the most recently updated Prospects at the top of the list.

STEP 1b: REVIEW DRIVER, JOB & CARRIER DETAILS

Before calling your prospect you’ll want to make sure you have the following tools ready to go. All but the last two of them can be accessed from the driver’s Contact Details page, either on the left side of the screen, or by expanding the two arrows at the top right corner of the screen and then scrolling down to the Attachments section.

  1. The prospect’s Resume
  2. Web page for the desired job
  3. Application page for the desired job
  4. The Pre-Qualification Questionnaire
  5. Real-time Job Mapping System
  6. Grasshopper Phone App

Be sure to take a few moments to look over the prospect’s resume. You can try to determine if they have the necessary experience based on the information provided in their resume, but be aware that they are often submitted with outdated or incomplete information. But if they do seem to be qualified based on the job experience listed in their resume then you’ll want to:

  1. Check their location using REALTIME RECRUITING on Google Earth Pro.
    *Make sure they live within the hiring area
  2. Read over the job page and application page to familiarize yourself with job and carrier details, as well as the application process so you can properly set the driver’s expectations for what follows after the application is submitted

If the driver is not qualified based on location or experience, take a moment to look at some alternative jobs in their area, but don’t invest too much time and effort on a driver you may never even get on the phone in the first place.

Once you’ve spoken to the driver and have a complete picture of their situation, then you can do a targeted search using our state of the art Real-time Job Mapping System. It’s built for speed, so once you get used to navigating the system you can find alternative jobs and pitch them quickly while your driver is still on the phone. There will be more detailed information on how to do that later in the SOP.

STEP 1c: DIALING THE CALL USING GRASSHOPPER
  1. Launch the Grasshopper app on ether your phone or computer
  2. If using your computer, make sure the volume is turned up and your microphone is enabled
  3. Next, in the top left corner select the local phone number (417) 294-6664 and “All Extensions”
  4. Dial the number as usual
STEP 2: THE PHONE CALL
THE PHONE CALL SCRIPT QUICK LINKS
LIVE CALL SCRIPTS (Specific job scripts are located on each job page)

When speaking to the driver, be sure to reference the job using the ad title that the driver responded to in our ads. They will not know who the carrier or account is until we tell them, toward the end of the call. The ad title is the ‘Role’ listed under the driver’s name in the top left corner of their Contact Details Page on EngageBay.

IS YOUR DRIVER POTENTIALLY QUALIFIED FOR THIS JOB?
– Do they live within the hiring area?

YES, THE DRIVER IS POTENTIALLY QUALIFIED
LIVE CALL SCRIPT FOR POTENTIALLY QUALIFIED DRIVERS

INTRODUCTION

“Hello, can I speak with _____? Hi this is __________ with IMC Professional Driver Services. How are you doing today? I’m calling about an application you had submitted recently on indeed for a [CUSTOM 1: INSERT AD TITLE HERE].”

“Just to give you a little background about IMC, we work with more than 55 carriers nationwide and so we’re always looking for good drivers. Our state of the art system tracks hundreds of jobs in real-time, so we always have a bird’s eye view on the industry and what opportunities are available.”

“The job we’re talking about today is [CUSTOM 2: INSERT AD TITLE HERE]

“Does that sound like something you’d be interested in?”

YES IT DOES!

“OK, so first of all, let me ask you this..”
-What is it you’re currently doing, and what’s got you looking for a change today?
– Are you at least [CUSTOM 3A] years old?
– Do you have at least [CUSTOM 3B] verifiable Class A CDL Tractor Trailer experience within the last 3 years?

IF YES, DO THE PRE-QUAL, THEN

IF THE CANDIDATE IS BOTH QUALIFIED AND INTERESTED

“OK, so far everything looks good. Let me go ahead and give you all the details about the job and the carrier from top to bottom, and at the end if you have any questions I’ll be happy to track down any additional information for you that I don’t already have.”

DO A COMPLETE PRESENTATION STARTING WITH JOB DETAILS
AFTERWARD, MOVE ON TO THE CLOSE

THE CLOSE

“Did you have any other questions about the job or the carrier that I didn’t cover?”

(If you don’t have the answer or can’t find it, assure the driver that they will be contacted by a carrier rep and can ask more detailed questions within the next 24-48 hours)

THE ‘COME TO JESUS’ MEETING

“It looks like we may have a good match here and I’m confident that I can get you this seat. But before I submit your application with my name on it I need to make sure this is the job you want. If there are any other opportunities you’re interested in or waiting to see about, then I’d encourage you to go ahead and see about those jobs and then get back with me once you’re ready to commit to this opportunity.”

“When I submit an application to one of my carriers, I’m giving them the assurance that I have a qualified driver who wants the job and is committed to taking the seat if they get the offer. If that isn’t you then that’s fine, it’s not going to hurt my feelings, but I have to protect my reputation with our carriers”.

“If you’re ready to get orientation scheduled then I can go ahead and get your application submitted right now. And when this carrier sees our apps come in, they tend to put those up at the top of the stack because they know we bring them a lot of really good, highly qualified drivers.”

“Would you like to go ahead and get your application in process today?”

YES I WOULD!

PROCEED TO THE APPLICATION FOR
[CUSTOM 4: THIS JOB
]

IF THE DRIVER ASKS, “CAN I DO THE APPLICATION MYSELF?”

PROCEED TO SPECIAL INSTRUCTIONS FOR
[CUSTOM 5: DRIVER SUBMITTED APPLICATIONS]

IF NOT QUALIFIED/INTERESTED:
I DO HAVE OTHER OPTIONS

“Well, unfortunately it sounds like this position may not be the best fit for you, but I do have another job in mind that I think may be perfect if you’d like to hear about that.” 

I DON’T HAVE ANYTHING/I’LL GET BACK WITH YOU

“Unfortunately, it sounds like this position may not be the best fit for you, but like I said, we work with more than 50 carriers, so let me get some additional information from you so we can get you into our system and then I’ll give you a call as soon as I find a better fit for you.

“The job you applied for was a [CUSTOM 6: JOB DESCRIPTION], is that what you’re looking for, or how much home time are you needing to get? 

“Are you willing to do some unloading for higher pay or do you prefer more of a Drop & Hook situation? And what kind of pay range do you need for a job to make sense for you?”

(Remind your driver that the home daily and no touch jobs are not going to pay as well as the home weekly, EOW and driver unload jobs do). Take notes on the driver’s responses and preferences.

“I’m going to send you our intelli-app link. Once you fill that out and submit it we’ll be able to see what we have that you may be interested in and qualified for. At that point I can just give you a call back and if you love the job we’ll have most of what we need to get an application submitted for you right away.

“Be sure to save my number so that you’ll know it’s me because if I call you back then it means I’ve found something that I think you’ll love!

NO THANKS…

“That’s the job you had applied for. What is it you’re actually wanting? (listen to the response)

ONCE YOU HAVE ENOUGH INFORMATION, GO TO GOOGLE EARTH TO LOOK FOR JOBS IN THE APPLICANT’S AREA THAT MEET THEIR PREFERENCES. IF YOU NEED MORE INFORMATION, CONTINUE WITH THE FOLLOWING PROBING QUESTIONS:

“What’s your preference on home time? Are you willing to do some unloading or do you prefer more of a Drop & Hook situation? And what kind of pay are  you looking for?”

(Keep in mind, and remind your driver that the home daily, no touch jobs are not going to pay as well as the home weekly, EOW and driver unload jobs) Take notes on the driver’s responses and preferences.

I DO HAVE SOME OTHER OPTIONS

GO TO THE JOB PAGE FOR THE RECOMMENDED JOB

I DON’T HAVE ANYTHING/I’LL GET BACK TO YOU

“Let me go ahead and ask you just a few more questions to finish up our intake sheet and then I’ll get you off the phone. I think I may have some other jobs in your area that might be a better fit for you.

DO THE PRE-QUAL

“Okay [DRIVER], I’m going to send you our intelli-app link. Once we have you in our system we’ll be able to see all the jobs that you’re qualified for and then I can just give you a call back as soon as I find something and if you love the job, then we’ll already have most of what we need to get an application submitted for you right away.

SEND THE INTELLI-APP LINK TO YOUR DRIVER:

https://intelliapp.driverapponline.com/c/classarecruiting?r=GPeffer&uri_b=ia_classarecruiting_326737369

VOICEMAIL SCRIPT

“Hi, [Driver] this is _____ with IMC Professional Driver Services. I’m trying to reach you regarding an application you had submitted recently on indeed for a [CUSTOM 7: INSERT AD TITLE HERE]. Please give me a call back as soon as you can at (417) 294-6664, extension 70_. Thank you and have a great day!”

NO, THIS DRIVER PROBABLY DOESN’T QUALIFY FOR THIS JOB
LIVE CALL SCRIPT FOR A LIKELY UNQUALIFIED DRIVER

“Hello, can I speak with __________? Hi , this is _________ with IMC Professional Driver Services. How you doing today? I’m calling about an application you had submitted recently on indeed for a [CUSTOM 8: INSERT AD TITLE HERE].”

“Just to give you a little background about IMC, we work with more than 55 carriers nationwide and so we’re always looking for good drivers. Our state of the art system tracks hundreds of jobs in real-time, so we always have a bird’s eye view on the industry and what opportunities are available.”

“I’ve been looking over your information and it looks like…

GO OVER POTENTIALLY DISQUALIFYING INFORMATION WITH THE DRIVER AND VERIFY ACCURACY TO OFFICIALLY DQ THEM.

THE INFORMATION WAS WRONG, THE DRIVER MAY BE QUALIFIED
THE INFORMATION IS CORRECT, AND THE DRIVER IS DQ

“Unfortunately, due to those factors I’m not going to be able to get you this seat today. But like I said before, we do work with lots of different carriers with lots of different qualifications and driver needs.

“I’m going to send you our intelli-app link. Once we have you in our system we’ll be able to see all the jobs that you’re qualified for and then I can just give you a call back as soon as I find something. Then if you love the job we’ll already have most of what we need to get an application submitted for you right away. So be sure to save my number so you’ll know it’s me calling you back!

SEND THE INTELLI-APP LINK TO YOUR DRIVER:

https://intelliapp.driverapponline.com/c/classarecruiting?r=GPeffer&uri_b=ia_classarecruiting_326737369

VOICEMAIL SCRIPT

“Hi, [Driver] this is ________ with IMC Professional Driver Services. I’m trying to reach you regarding an application you had submitted recently on indeed for a [CUSTOM 9: INSERT AD TITLE HERE]. Please give me a call back as soon as you can at (417) 294-6664, extension 70_. Thank you and have a great day!”

STEP 3: PRE-SCREENING YOUR DRIVER

PRE-SCREENING OVERVIEW

Use the PRE-SCREENING form to evaluate your driver’s suitability for the desired job. If they turn out to be qualified then you’ll submit an intelli-app for processing. Fill out the pre-screening as completely as possible, but when it comes to the sensitive information items on the last page, don’t pry.

Some of the information on the very last page of the Pre-Screening questionnaire will be gathered during the course of conversation and populating the intelli-app. We do want to add that information to the Pre-Screening form as we obtain it, but asking for the more sensitive information before it’s necessary could spook the driver and short-circuit the process.

When you ask,

“What is it you’re currently doing, and what’s got you looking for a change today?”

  1. Pay attention to their response and start filling out the PRE-SCREENING form while your driver talks.
  2. Check for disqualifying stories and events in their response, and make note of them.
  3. There are sections at the bottom of the first and last pages of the form for notes. This is where you can tell their story of what they’ve been doing, or what they’re looking for, or not looking for, or to just jot down things that may be good to know later.
  4. Listen for any pain points/hopes, dreams or plans to help you sell the job.

SECTION 1: DEMOGRAPHIC INFO

Be sure to collect:

  1. Complete physical address info
  2. Phone number
  3. Email address

SECTION 2: EXPERIENCE

  1. Record their total driving experience, noting how much of that experience was Regional/OTR versus Local work.
  2. If the driver has less than 1 year of Class A CDL experience pulling 53’+ trailers, YOU MUST record the name of their CDL school and the date of graduation.
  3. Find out if the driver has spent more than 12 months unemployed in the last 3 years. If so, that will automatically count as 1 of the 3 strikes against them.

SECTION 3: MVR & CRIMINAL BACKGROUND

Be throrough in your scrutiny because drivers will outright lie to you about their criminal background and MVR.. Encourage your driver to be honest with you. If it’s in their past, it will show up on their MVR, DAC, or Criminal background check. Present yourself as their advocate, and tell them that we can work with some dings, but we need to get out front and explain their side to the carrier instead of it just popping up on a report after claiming to have a perfect record.

*In actuality, we’re looking to eliminate them sooner than later so we can get on to the next qualified driver, instead of getting an application submitted and finding out several days later that it was a waste of time because the driver has accidents, incidents or convictions that they did not disclose.

SECTION 4: PERSONAL & FAMILY INFORMATION

Some questions on the last page of the Pre-Screening questionnaire involve sensitive information, such as Family Situation and whether or not they have school or college age children. These questions we don’t necessarily collect during the pre-screening, but want to record the information as we collect it during the application process.

This information is used to match drivers with carriers that have the most advantageous benefits programs for their situations. For example, a driver with college late high school or early college age children may be especially interested in a carrier that offers free college tuition to drivers and their dependents. In situations like that, certain benefits could equate to extra income for the driver. After all, a penny saved is a penny earned.

As you are filling out the Intelli-app and asking the driver for their information to complete the application, you should also copy/paste the information into your Pre-Screening Questionnaire form. If you aren’t submitting an application for them now, or if you’re sending them the application link to fill out themselves, then there is no need to collect that information at that time.

Remember that the information being collected is for the sole use and purpose of assisting truck drivers in obtaining jobs. All information is the property of IMC, LLC and must be properly maintained and secured at all times. Any misuse will be fully prosecuted to the fullest extent of the law.

Once you’ve completed the Pre-screening with your driver, go to your email and save a copy of the completed form to the Google Drive included with your email account, and then attach that form to the driver’s profile in HubSpot. Once you’ve completed and attached the Pre-screening form you can then change ownership of that contact to yours.

STEP 4: SUBMITTING AN APPLICATION

APPLICATION SUBMISSION OVERVIEW:

Once you’ve completed the intelliapp and hit the submit button, be sure to copy the confirmation number. You’ll need to paste it into the Notes section of the Driver Management form, along with the other items spelled out in step 2 on each carrier’s Application page.

The New Application Submission (Driver Management) link can be found on your Recruiter Dashboard page.

  1. The job is still open
  2. The driver lives within the hiring area
  3. The driver has the required verifiable experience
  4. The driver does not have any disqualifying issues
  5. The application is complete and correct
  6. You have submitted any and all additional required information for a complete application
STEP 5: DRIVER FOLLOW-UP

FOLLOWING UP IS EVERYTHING!

Once an application is submitted it’s important that you stay in touch with your driver every day until they get to orientation; preferably by calling them. This is to make sure that they’re still engaged, excited, and planning on showing up to orientation and taking the job. Texting is a less effective alternative. You should set the expectation at the end of the application that you will be calling them daily until orientation; with the possible exception of weekends and holidays. Tell them you’re calling to make sure they haven’t won the lottery or been abducted by aliens, and to make sure they’re in contact with the carrier.

Anytime we receive an update on your driver’s application from the carriers, we will update their EngageBay profile, Driver Management, and send a notification to your IMCPDS email. However, most of the time it will actually be you getting the updates from your driver, because not all carriers send out regular driver updates, and chances are that the carrier has spoken to your driver since the last time you did. So it will be the driver telling you about their most recent interaction with the carrier and where they’re at in the process.

We TELL the drivers that we’ll be calling them every day to GIVE them updates on their applications, but really we’re calling them to GET information and to make sure they stay sold on the job. Additionally, we’re wanting to monitor the application’s process to ensure that our driver is being handled properly by the carrier, and that their application is being processed in a timely manner. If there happens to be a hold-up somewhere along the way, then we can reach out to the carrier on your behalf to check on your driver’s application status.

STEP 6: GETTING PAID!

Commissions are distributed on Fridays of the WEEK FOLLOWING the driver’s dispatch date. Most orientation classes end on Wednesdays and Fridays, with the drivers’ dispatch days being on Thursdays and Mondays.

When you earn your first commission we will send you a notification and reach out to you so we can get your distribution information. We currently offer ACH, wire transfer, check, PayPal or Cash App. Subsequent commissions will be automatically distributed.

IMC MUST be able to verify a driver’s hired status before any payout can be made. Your $50 Registration Fee will be returned to you with the payment of your first commission distribution.