Dan Tudor

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Establishing Trust With Prospects and Parents

by Jeremy Tiers, Director of Admissions Services Why is it that many of us don’t hesitate to sponsor or donate money to one of the neighborhood kids when they ring the doorbell with that Jump Rope for Heart form? What’s our primary reason for buying Girl Scout cookies other than the fact that they taste really good? Conversely, why do we try and get off the phone as fast possible when a telemarketer calls? It boils down to trust. The organization sponsoring the child from our neighborhood or those girls selling cookies has spent years building trust, and we have faith that our donation is going to a worthwhile cause. The reason we don’t trust the telemarketer that calls is because we don’t know him or her, and something just doesn’t feel...


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Reflect in Order to Improve

by Mandy Green, Busy Coach One strategy that I use in my time management routine I feel has been extremely effective is Reflection. Reflection can be a valuable tool as you are searching to learn what should be eliminated or what you should continue to do as you are building your program. It’s how you acquire knowledge about yourself as a coach and about the work you are doing for your program. And the more knowledge you have, the more likely you are to get to where you want to go. This knowledge will allow you to stop the cycle of working harder and harder until you collapse, you can then begin to work smarter. There are 3 times when I think...


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What Are You Doing About Your Prospect’s Fear?

by Jeremy Tiers, Director of Admissions Services Yesterday my daughter had a dentist appointment. Nothing major, just one of those twice a year check-ups. During breakfast she said, “Daddy, the one thing that’s scary about the dentist is the sucking thing they put in your mouth.” The technical term for that long dental suction tool is a saliva ejector (I Googled it because I was curious). On the drive over, and while we waited for her to be called back, again she mentioned the “sucking thing” and her fear of it. I calmed her down by telling her that Daddy has the same thing put in his mouth every time he goes to the dentist for a check-up. Do you get nervous if you have to give a speech or presentation? Do...


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They Decide With Their Heart, Justify With Their Head

I'm talking about your recruits, Coach. In over a decade of research, focus groups, and personal recruiting stories, that's the conclusion I've come to. Your prospects aren't making logical decisions; they're making illogical, emotional decisions, and then justifying that decision with just enough facts to justify their choice. Understanding this simple fact will make recruiting a whole lot easier. And yet, college coaches make it more complicated:

  • The messages coaches sometimes send their teenage recruits goes heavy on the facts and logic, and less on the relational aspect of the decision making process.
  • Coaches focus on the process of recruiting, rather than the emotional connections, that a teenager is looking for from a coach.
  • The parents are looking for a coach to lead them through the process, and yet most coaches don't make a connection with the parents of...


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