painter recruiting - microsoft€¦ · painter recruiting guide 13 reach out to prospects n in...

PAINTER RECRUITING GUIDE 1

Painter Recruiting G U I D E

Tools & Strategies for Successfully Increasing Your Talent Pool

PAINTER RECRUITING GUIDE2

YOU NEED MORE PAINTERS

CertaPro Painters® is growing.

The only barrier that can limit your growth is capacity – your ability to take on more work.

However, this is within your control anwd your ongoing efforts to recruit & retain talent is time well spent.

But you don’t just want any painters. You want the best painters. Ours is the brand of certainty. That means that we have to find, hire and retain the best talent in order to provide a consistent, certain customer experience.

Our painters are our brand. They engage with our customers and they – and the quality of their work – are what our customers will always think of and remember about CertaPro Painters®.

©2015 All Rights Reserved. Certa ProPainters, Ltd.

Each CertaPro Painters® business is independently owned and operated.


RESEARCH BACKGROUND

In order to develop the most compelling recruitment message and tools for you, we first had to talk to painters themselves.

We interviewed 32 painters from 20 franchises, in both the U.S. and Canada.

They shared why they like working for CertaPro Painters®. The key learning was that they feel that CertaPro Painters brings the size, clout and efficiency of running a business that keeps them working and keeps them focused on doing a quality job.

They feel that with CertaPro Painters®, they can take care of the customer and the job, and CertaPro® takes care of the business.


FIRST THINGS FIRST: BECOME FAMILIAR WITH YOUR LOCAL COMMUNITY

n Becoming familiar with your local community is key to both your success as a business and also as an employer

n It’s imperative that you know the composition of your local workforce and potential talent pool

n Research the local demographics of your area

n Ask yourself the following:

n Am I familiar with the key groups in my community?

n Am I effectively reaching these groups?

n Utilize online resource tools such as:

n Census.gov

n Freedemographics.org

n Freedemographics.com

(See appendix for more information)

n Once you have identified key groups, become familiar with their community and culture

n Stay abreast of local media targeted to them

n Utilize sites like the CIA’s “World Fact Book” to learn more about other countries and cultures

(See appendix for more information)


ENCOURAGE REFERRALS!

n Your current painters and subcontractors are the best source of referrals you have. Here are some effective techniques for leveraging your existing painters for new prospects:

n Know that your painters want to bring in their own contacts: their friends, family members or others who they know and trust to do a great job. Remind them that this is a great way to build “their” crew.

n Make sure your crews have business cards - they probably bump into more painters than anyone - they should have contact information to give to painters they talk to

n Teach your employees to get contact information of prospective painters instead of just telling the painter to contact CertaPro®. This allows you to follow up with prospects

n If necessary, you can provide a bonus for a referral that results in a hire. But remember: the best painters want to work with the best people. Our painters would rather work with people they know and like and trust than get a modest bonus.

n Extend your painter search to contacts outside of your organization

The Steps to Effective Recruiting of Elite Painters with Elite Standards


GET INVOLVED WITH COMMUNITY ORGANIZATIONS

You have a better chance of meeting new potential painters if you are actively involved in local organizations that serve your community.

For example, when reaching out for Hispanic painters and subcontractors, the following national organizations usually have local chapters:

n LULAC (League of Latin American Citizens)

n National Council of La Raza

n Hispanic Chamber of Commerce

In your community, you may find that you have pockets of people from different countries or parts of the world. These communities tend to be very close and tight-knit and they share information with each other. Suppose you’d like to tap into the Brazilian community, Ukrainian community, Caribbean or any other group. Find the stores, shops and businesses in your area that cater to these consumers and start “putting the word out” that you have great jobs for great painters.

There are almost always local community centers and organizations that support the members of a specific community.

Identify a few high-potential groups that you haven’t worked with, find your local community and introduce yourself and CertaPro Painters® to them. When you position yourself as a local business with jobs for great painters, you will be welcomed with open arms.


LEVERAGE YOUR LOCAL GRASSROOTS EVENTS

You’re already participating in local “grassroots events” in your area. You know how valuable these events can be to meet and talk to consumers in a low-cost or no-cost manner.

You should be using these same events to reach out to potential painters too. You’ll want to continuously keep the word out that “CertaPro Painters® is looking for elite painters with elite standards”. There’s never a bad time to promote your need for great painters. Make it part of your local presence at every event, every fair, festival, show, expo and more.

Take with you the tools that we have developed and are in the Appendix of this guide. Take them to your events and have them readily available for anyone to look over. And in all of your conversations with consumer prospects, mention that your business is growing and you’re always on the lookout for more great painters. Ask for referrals, encourage people you talk with to take your recruiting materials and to get in touch with you if they know anyone who’d like to talk about a job with CertaPro Painters®.

Keep in mind that there may even be some grassroots events that are just for painters. You’ll certainly want to have a presence at those events, so you can talk to lots of high-potential painters or those who may know painters.


TREAT LOCAL EVENTS AS A JOB FAIR

n Becoming involved with a local community event is like holding a job fair. Events can be small or large: music festivals, food festivals, sports events, cultural fairs, home & garden shows, auto shows, etc.

n Make sure your booth features the “We’re Looking for Great Painters Who Like People” sign so that it’s clear that your booth has information for both consumers and painters.

n Designate a section of your booth to recruitment: have Kathi’s flyers, posters and brochure on hand to give to anyone who is interested. These quality materials will also draw attention to the high caliber of painters you’re seeking.

n Staff the booth with friendly, approachable people who will enjoy talking to prospects about CertaPro Painters.

Below are Some Recommendations To Make Sure Your Participation at a Local Event is a Complete Success:


Below are Some Recommendations To Make Sure Your Participation at a Local Event is a Complete Success:

The Right Staff Is Key!

n For example, when reaching out to Spanish-dominant Hispanics, having Spanish-speaking personnel on hand will help you build bridges in the Hispanic community

Use the Materials Developed For You!

n Provide attendees with information regarding your company and your job expectations

n Bilingual information is almost always appreciated and can be very helpful in markets where there are large populations of non-English speakers. You can put info in English on one side and in another language on the other side.

n Make sure you have applications on hand or a way to capture contact information to follow up with prospects.


HOME SHOW TIPS

n Home Shows represent a huge opportunity to put CertaPro Painters in front of the painters we want. Home shows are attended by anyone who is interested in home design and appearance.

n Having a booth at these events is a no-brainer: both customer and painter prospects will be there. Additionally, you can visit with all the other vendors and suppliers who exhibit there and build a network of colleagues who will likely know good painters and/or help you put the word out.

n Make sure your booth is equally inviting to consumers and painters. Prominently display the recruiting sign, have ample materials on hand, including applications, business cards, a form for contact information to follow up, (see Appendix for the materials available to you)

n Staff the booth with your best people. Include JSS’s, painters and others who can answer specific questions a prospective painter may have.


UTILIZE LOCAL NEWSPAPERS TARGETING KEY GROUPS

n Local newspapers targeting minority groups can be a low-cost advertising option and a great way to reach many Hispanics and Asians, for example.

n If you are targeting a group that speaks a different language, the paper can help you develop the ad. The publication is usually willing to work with you to adapt a current ad or even develop one from scratch for you. This is typically a service offered at no cost.

n See the Appendix for samples of ads in English and bilingual English/Spanish ads

CONSIDER RADIO ADVERTISING

n Maximize your budget by focusing on smaller stations that reach high-potential targets

n For example, in many markets, Spanish radio is very affordable

n Smaller radio stations will also work with you to develop radio spots for free or at minimal cost

n Will usually provide translation from English to a foreign language, if necessary

n See the Appendix for sample radio scripts in English. You can provide these to your local radio station and ask if they will translate and produce a radio commercial for you in the language of their listeners.


APPROACH LOCAL CHURCHES

n For many minority groups, churches serve as more than a place of worship. They are social and cultural centers for their communities. Ask for an opportunity to talk to their congregation about a great career opportunity.

n For example, Black Americans are the most consistently religious--and religiously active--ethnic group in the country. More than 90 percent of Black Americans surveyed reported having a religious affiliation.

n Hispanics are overwhelmingly Catholic. The Catholic Church is the center of the community, and exploring a partnership with a Catholic church can be very fruitful. Whenever possible, make small donations for the church’s charitable endeavors, or help them keep costs down by volunteering to help with church events.

n Getting involved with your local churches will be seen as a goodwill gesture by the members of the community.


REACH OUT TO PROSPECTS

n In addition to your own recruiting ads, look for the ads of other painters or painting companies.

n Find their ads or listings and call them

n In Craig’s List

n In Angie’s List

n Home Advisor

n Yellow Pages

n Google them and reach out to those without a website or online presence (they are more likely to be a smaller operation that may be receptive to talking with you)

TALK TO PEOPLE WHO KNOW YOUR POTENTIAL PAINTERS

n A great way to screen applicants is to ask for references

n From customers and bosses

One franchisee shared that he weeds out weak applicants by saying “bring references, from both customers and

bosses/supervisors”. He said this immediately eliminates many

unqualified applicants because requiring references scares them off.


“FEET ON THE STREET”GO WHERE THE PAINTERS ARE

n At Paint Stores

n Be at the paint store Monday 6:30 AM - 8:30 AM

n It is the busiest time & day of the week

n Stop by your local Home Depot or Lowe’s and spend time in the paint section and see who comes in

n Look at stores’ bulletin boards

n Call the painting store manager or their sales reps and ask for the list of current contractors who buy $5K to $10k in paint and are reliable in paying their bills

n At Job Sites

n Stop by job sites where crews are painting and hand out business cards and bilingual flyers

ASK YOUR CUSTOMERS FOR REFERRALS

n Wait until the job is completed and you are sure the customer is thoroughly satisfied with their experience

n Let them know you are growing and are always looking for great talent. Let them know about any incentives you might be offering for a referral that you hire

One franchisee shared that he tried this with great success. The franchisee said his team “pre-screened” potential prospects and only brought

great people who would reflect well on them.


ASK YOUR CUSTOMERS FOR REFERRALS

n In addition to your own recruiting ads, look for the ads of other painters or painting companies.

n Find their ads or listings and call them

n In Craig’s List

n In Angie’s List

n Home Advisor

n Yellow Pages

n Google them and reach out to those without a website or online presence (they are more likely to be a smaller operation that may be receptive to talking with you)

HOLD YOUR OWN “OPEN HOUSE” RECRUITMENT EVENTS

n Hold casual “Open House” events at your office or a neutral location, such as a park or community center

n Let people know it’s a casual, informal event to come in and talk about job opportunities

n Make sure you are ready to conduct interviews on the spot

n It’s a great time to talk to them about the expectations of the job

n Utilize this like an informal “job fair” – a chance to get to know someone socially and also talk about work

n Consider conducting it in an informal way, such as having a BBQ and having your painters invite people to talk in a friendly, no-pressure way. Invite their families, too.


TIPS FOR CREATING YOUR OWN AD

n A great way to pre-screen applicants is to make sure you reference the customer service side of the business in the ad itself. This elevates your message by letting prospects know that this is a critical skill set you’re looking for.

HIGHLIGHT THAT YOU ARE LOCAL

n Some painters might think of you as a “big corporation” and be intimidated by approaching you

n Let them know this is not the case by stressing that you are “Locally owned and operated”

One franchisee ran an ad saying he was looking for “Great Painters Who Like People”

and the response was tremendous.


TIPS FOR INTERVIEWING PAINTERS

n We talked to franchisees who have honed their approach to interviewing candidates and developed a series of questions that have led to successful hires.

n Martin Bahner of CertaPro Painters of Doylestown:

n “We look for people who are presentable, articulate enough to talk to our customers and most importantly, are working hard to go after the American Dream. So we start by asking about their background, where they’re from, how long they’ve been in the country (if they’re immigrants), if they have a family, etc. For example, if a guy tells me that he’s been in the U.S. for three years and has a wife and two kids in Mexico and is saving to buy a house, that tells me that he’s working hard to achieve his goals. That’s the guy that I want. He’s going to be dependable and steady. I want to know about what drives the person – what their goals are, what they’re working toward.

n After that, we ask technical questions about their equipment:

n “What kind of power washer do they have?” (this tells us if they have experience with exterior painting)

n “Is it a belt drive or direct drive machine?”

n “What kind of ladder do you have?” (if they don’t have at least a 32’ ladder, they’re not really experienced exterior painters. Conversely, if they have a 40’ ladder, that tells me they’re serious about exterior painting.”

n And of course, we look for “chemistry” – we want the person who will fit with us, our culture and our values. You have to trust your instincts on this – you know the good people when you find them.”



n Louis Nejame – CertaPro of South Shore Boston

n “I look at their equipment and how it’s organized, including their truck or van. Painting is meticulous work and if their equipment and materials are meticulously organized, that tells me that they are a true painter. Same thing with their appearance: they shouldn’t be sloppy and covered in paint. Great painters don’t make messes and get paint everywhere.”

n “I also ask them about their equipment: what kind of sprayer do you have? How many drop cloths do you have? (More than a dozen is a good sign)”

n I will also ask if they have a mil gauge. If they don’t know what a mil gauge is, they are not as experienced as I would like.

n I ask them, “What kind of paint do you like to use?” If they answer “Sherwin-Williams”, then I ask, Do you like to use paint or stain on siding?” The way they answer this will tell me how experienced they are. If their response to my question of “what kind of paint do you like to use?” is “Depends on the type of job and what we’re painting”, then I know I’ve got an experienced professional.

n “I also ask them about their business: what kind of insurance do you have? Are you Lead Firm Certified? Do you have a contractors license?”

n “The more credentialed they are, the more experienced they are.”



n Chris Druquer – CertaPro of the Main Line

n This franchisee relies heavily on referrals from his crews, paint stores and paint reps. He trusts his people and contacts to only send him great candidates. Still, he uses a key question in his interviews to determine if the painter will be a good fit:

n “What do you think is most important to me?”

n Chris says that the answer, of course, is “Making sure the customers are happy with the job we do.”

n He also said that he can tell a lot by the candidate’s other responses to the question. If the candidate says “I know you don’t want to be bothered with a lot of minor questions and issues”, then he knows that the candidate has spent some time talking to his guys and has heard how the team works. This is important insight.

n Chris says the only other question he always asks is “Do you want me to contact the customer or do you want to do it?” He is looking for the painter who replies “I’ll do it”, because he says that this demonstrates that the painter is comfortable in that role, wants to take control of the job and is ready to be in charge of the project.

n He also looks for guys who demonstrate natural leadership skills, who are influential or opinion-leaders in their own group or network. In Chris’ experience, these qualities make the best painters.


THE KEY TO RETENTION

n To be a successful franchisee, you need to spend as much time developing your crews as you do marketing your business

n What happens after they are hired?

n Having a thorough onboarding process is key

n Make sure you train them extensively on the CertaPro Painters way of doing things

CONSIDER A “BUDDY SYSTEM”

n Pair new additions to your team with experienced, successful painters

n Encourage your star painters to mentor new talent

Comment from a franchisee: “I keep stopping by the jobs and making them explain to me each and every step

they are doing until I am satisfied they’re doing it to our standards.”

One franchisee pays his crews 2% more if they find a crew AND they manage that

crew (help bring them up to speed) so that the franchisee does not have to handle the

training and onboarding solely himself.


The Importance of Onboarding


ONBOARDING

n Retaining the painters you’ve worked hard to find and hire is critical

n Just as critical is getting them up to speed quickly, making sure they adhere to our quality standards and reflect well on you and the brand

TIPS FOR EFFECTIVE ONBOARDING

n Martin Bahner:

n Go through core values and the CSS process in detail in the interview itself

n Go through them again before the first job

n Cover how the paperwork is done, how signage should be done

n Stop by the job site every day on the first job

n Do the pride walk together and have them explain what they did


TIPS FOR EFFECTIVE ONBOARDING

n Louis Nejame

n Start them out with a small job, ($700 - $1,500)

n Nothing complicated – this gives them a “home run” job and sets them up for success right away

n Watch them carefully: do they show up on time? Do they do everything right with the prep?

n Watch them every day

n When the job is complete, do the final walk with them and the customer

n Go through the process of how to get paid

n Then give them two more jobs of a similar type or size, increasing the scope of the work slightly each time

n Louis also uses a reward system: after 2 weeks or XX # of jobs, painters can earn a hat. Then they can earn a jacket. Then gas cards, with successively more value on the cards. And finally, they can earn tools and equipment, such as a ladder or power washer. He provides tangible rewards for continuous great performance.


Appendix

RECRUITING TOOLS

n Brochure

n Home Show Poster

n Trade Show Poster

n Flyer

n Sample radio script (English)

n Sample print ad

n English and Spanish


THE ROLE OF THE RECRUITING BROCHURE

n We’ve developed a multi-use brochure that contains all the reasons why painters want to work with CertaPro Painters franchise owners.

n This brochure can be used for virtually any purpose and in any situation where you’ll want to get the word out about working with you. You can hand it to a potential painter, you can distribute it at home shows and trade shows and you can use it as marketing collateral at consumer events like street festivals and fairs.

n The brochure captures all the insights and feedback we got from painters themselves. It provides you key “talking points” to help you position CertaPro as the “employer of choice for elite painters with elite standards”.

n Keep it with you at all times, in your car, in your office, even at home. You never know where you may find a painter or someone who knows a painter.

n But don’t rely solely on the brochure to “speak for you”. Read it, study it and memorize the key points – you’ll want to be able to talk to anyone, any time, about why CertaPro is the right choice for the serious painting professional.


KEY MESSAGES IN THE BROCHURE

n Because we know you like your work, CertaPro Painters is the right place for you. Our painters are almost always busy, taking great care of our clients. We have fewer off days than our competition.

n You take care of the customer. We take care of the business.

n We invest heavily to keep you and your guys busy.

n We are a stable established company, so you have the peace of mind that you will be able to continue to follow your dreams with us in the future

n You keep your own team and recruit your own guys. It’s up to you who you work with

n You get your money fast – just a few days after the job is completed

CertaPro Painters®

is looking for

GREAT PAINTERS

who love people.

We want serious painting

professionals to join our team.

Elite painters with elite standards.

Painting professionals with extensive

experience who know how to take care of

their customers and manage their projects.

If this is you, let’s talk.

CERTAPRO

PAINTERS®

IS CHOOSY.

We only want

the best –

just like you.

WE DON’T WORK

WITH JUST ANYONE.

If you’re an elite painter

with elite standards,

we want to talk to you.

Bring your skills

and experience to us.

Meet our standards.

Join our team.

Work with us for a month.

You’ll never want to leave.

Want to learn more?

Contact us today – we’d love to talk

with you about joining our team.

800-Go-Certa

certapro.com



HOME SHOW POSTER

If this is you, or someone you know, let’s talk.CertaPro Painters® is the place for painting professionals who take their work seriously and never compromise quality or customer satisfaction. We’re looking for great painters who love people to join our team.

Our painters are almost always busy, doing outstanding work and taking great care of our customers. Painters tell us they have fewer days off than our competition, so that means you’re earning consistently and growing right along with us.

CertaPro Painters® is locally owned and operated. We’re part of the community, just like you.

If you’re a painting professional with the highest standards – or you know someone who is – we want to talk.

CertaPro Painters® is looking for elite painters with elite standards.

Want to learn more? Contact us today – we’d love to talk with you about joining our team.

800-Go-Certa or certapro.com



TRADE SHOW POSTER

If this is you, or someone you know, let’s talk.CertaPro Painters® is the place for painting professionals who take their work seriously and never compromise quality or customer satisfaction. We’re looking for great painters who love people to join our team.

Our painters are almost always busy, doing outstanding work and taking great care of our customers. Painters tell us they have fewer days off than our competition, so that means you’re earning consistently and growing right along with us.

CertaPro Painters® is locally owned and operated. We’re part of the community, just like you.

If you’re a painting professional with the highest standards – or you know someone who is – we want to talk.






FLYER

Elite painters with elite standards. If this is you, let’s talk.

6 Reasons to Work with CertaPro Painters®:1. We invest in marketing to keep you busy with

steady work.

2. We take care of the business - you take care of the painting.

3. You maintain your independence and you’re in charge of your projects.

4. If you’re a Job Site Supervisor, you can keep your own team and recruit your own guys. It’s up to you who you work with.

5. You get your money fast – just a few days after the job is completed.

6. We’re a growing, established company that is locally owned and operated. Our size and stability means you have peace of mind, knowing that we’ll be here in the future. You can grow with us, take care of your loved ones and achieve your dreams with steady work and the highest painting standards in the business.

Want to learn more?

Contact us today – we’d love to talk with you about joining our team.




SAMPLE RADIO SCRIPT

n Recruiting Radio :60

Are you an elite painter with elite standards? A painting professional who does high-quality work and knows how to take care of their customers? If this describes you – or someone you know – call CertaPro Painters®. CertaPro Painters® has immediate openings for the best painters in the area: experienced, meticulous professionals who bring their best to work, every day. CertaPro Painters® is the best place for the best painters to work: we invest in marketing to keep you busy with steady work. We take care of the administrative aspects of the jobs, so you can focus on taking care of the painting. You get paid quickly – just a few days after the job is completed. And you maintain your independence: you’re in charge of your projects. If you’re a job site supervisor, you can even keep your own team and recruit your own guys.

No wonder CertaPro Painters® is so successful and growing – we only want the best, just like you. Call us at 1-800- GO-CERTA or find us online at www.certapro.com.


CRAIGSLIST SAMPLE AD

n Looking for Elite painters with elite standards.

BODY:

CertaPro Painters® is Looking for Great Painters Who Like People.

CertaPro Painters® is looking for elite painters with elite standards who know how to take care of their customers. Because we know you like your work and take pride in your quality, CertaPro Painters® is the place for great painters who take their work se¬riously and never compromise quality or customer satisfaction. If this is you, we want to talk to you.

Our painters are almost always busy, doing outstand¬ing work and taking great care of customers. We have fewer days off than our competition. That means you’re earning consistently so you can take care of your loved ones and yourself, now and in the future.

Advantages of working with CertaPro®:

• You maintain your independence and you’re in charge of your projects.

• We invest heavily in marketing and advertising to keep you busy with new work.

• If you’re a subcontractor, you can keep your team and recruit your own guys. It’s up to you who you work with.

• You get your money fast – just a few days after the job is completed.

• CertaPro takes care of the “business of running the business” – you take care of the job and the customer.

• We are a growing, established company that is lo¬cally owned and operated. Our size and stability give you the peace of mind that we will be here for the future and you can grow with us and achieve your dreams.

If you’re an elite painter with elite standards, we want to talk to you. Meet our standards. Join our team. Work with us for a month. You’ll never want to Leave. Give us a call at 1-XXX-XXXXX.

You take care of the work. We take care of everything else.


SAMPLE PRINT AD

Become part of our family so you can take care of yours.

Benefits of Working with CertaPro®:

• You maintain your independence and you’re in charge of your projects.

• You keep your own team and recruit your own guys. It’s up to you who you work with.

• You get paid quickly - just a few days after the job is completed.

• We handle the sales, marketing and administrative aspects of the business. This frees you up to focus on the job and the customer. You take care of the work. We take care of the business.

CertaPro Painters® is looking for elite painters with elite standards. If this is you, let’s talk.

Because we know you like your work, CertaPro® is the right place for you. Our painters are almost always busy taking great care of our clients. We have fewer days off than our competition, so you can take care of your loved ones, day in and day out.

CertaPro Painters® is a stable, established company, so you have the peace of mind that we will be around for the future and you will be able to continue to follow your dreams with us for a long time to come.





RECRUITING “BUSINESS” CARD


Steady work. Fast pay.

Locally owned and operated.

Commercial and Residential.

Joe SmithFranchise Owner

p. 800-462-3782c. 000-000-0000e. [email protected]. town.certapro.com

certapro.com/painterjobs.aspxEach CertaPro Painters® business is independently owned and operated.


GENERAL REFERENCE SITES

n Census.com

n Utilize this site to determine the demographics of your area. Click on “American Fact Finder” and then “Guided Search” to explore the data for your local community.(http://factfinder2.census.gov/faces/nav/jsf/pages/index.xhtml).

n CensusScope: 2010 Census Data, Charts, Maps, and Rankings

n http://www.censusscope.org/2010Census/

n A useful tool for investigating U.S. demographic trends presented as graphics and maps.



n Freedemographics.com

n Utilize this site to determine the demographics of your area.

n Sign up for a free account a run a “Race & Ethnicity Report” for your area. You can drill down to zip code or Census Track or Block Group (provided you have the #, if you don’t have it you can obtain it from the census page).



n CIA - The World Factbook

n https://www.cia.gov/library/publications/the-world-factbook/

n The World Factbook is a reference resource produced by the Central Intelligence Agency of the United States with almanac-style information about the countries of the world. If you have a population of foreign born individuals, this provides with great information about the places they come from and can provide insights into their background and culture.


Select a country to get a complete report.

painter recruiting - microsoft€¦ · painter recruiting guide 13 reach out to prospects n in...

Documents