A good recruiter needs to be liked, so Dillie Nerios filled gift bags with dog toys for the dog people and cat food for the cat people. She packed crates of cookies, croissants, vegetables and fresh fruit. She curled her hair and painted her nails fluorescent pink. “A happy, it’s-all-good look,” she said, checking her reflection in the rearview mirror. Then she drove along the Florida coast to sign people up for food stamps.
Her destination on a recent morning was a 55-and-over community in central Florida, where single-wide trailers surround a parched golf course. On the drive, Nerios, 56, reviewed techniques she had learned for connecting with some of Florida’s most desperate senior citizens during two years on the job. Touch a shoulder. Hold eye contact. Listen for as long as it takes. “Some seniors haven’t had anyone to talk to in some time,” one of the state-issued training manuals reads. “Make each person feel like the only one who matters.”
In fact, it is Nerios’s job to enroll at least 150 seniors for food stamps each month, a quota she usually exceeds. Alleviate hunger, lessen poverty: These are the primary goals of her work. But the job also has a second and more controversial purpose for cash-strapped Florida, where increasing food-stamp enrollment has become a means of economic growth, bringing almost $6 billion each year into the state. The money helps to sustain communities, grocery stores and food producers. It also adds to rising federal entitlement spending and the U.S. debt.
Nerios prefers to think of her job in more simple terms: “Help is available,” she tells hundreds of seniors each week. “You deserve it. So, yes or no?”