Dan Tudor

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Creating a GREAT Recruiting Environment for Your ProspectsMonday, October 24th, 2011

Let’s break that title down:

  • Creating. Somebody has to do it, and it’s probably going to be you, Coach.  It’s a  verb.  It denotes action.  And it’s a challenge to do.
  • Great. Would you say you are great when it comes to recruiting, the visit, your rapport with parents and athletes?  Why not?
  • Recruiting. That’s sales, Coach.  You’re a sales professional, like it or not.  Recruiting is selling.
  • Environment. That’s what I want to focus on today…the environment you can develop  for great recruiting interactions with this next recruiting class you’re  going after.

What have we found are the best ways to build  that great environment that will put you in the best possible position  to land the recruits you really want?

Here’s a basic list that every coach should make sure is happening at their program:

Make friends with your prospects (and their parents). I  think this is the basis for every good relationship, including your  recruiting relationship with your prospects and their parents.  What’s  the best way to establish a friendship?  Spend time on everything that’s  not about your program, your college, or their sport.  That’s the  simple three step rule to live by.  Focus on creating rapport.  Find  common ground.  By communicating conversationally, the atmosphere is  relaxed and communication is more open. The conversation is natural, not salesy.

Entertain them and feed them. Do you find that when you’re eating with someone, that the conversation  strays from recruiting and scholarships? The more personal the prospect  and their parents are willing to be with you in a relaxed setting, the  more likely you are to gain the “sale”. Can I make another suggestion?   When you have recruits to your office on campus, think about having some  snacks on hand.  Fruit, cheese cubes, crackers, something to  drink…not messy, hard to eat stuff.  Just enough to make sure they’re  comfortable.  Food relaxes people.

Engage them.  Talk about their present circumstance, their key motivators, and the  core issues that are driving their current situation. Don’t probe,  engage…ask…listen. By engaging, you will be able to elicit full  answers, and exchange meaningful iinformation. Study-up on  their situation before the on-campus meeting started, so that you don’t  have to ask stupid questions. And because they already know you, and  feel good about you, I am able to get truthful answers and ascertain key  facts about their recruiting situation. We’ve also found that because  this meeting is taking place in your meeting room, rather than theirs,  they feel more open about sharing information.

Provide some kind of real, tangible value.  This is going to be defined differently by each coach that’s reading  this.  And, that’s O.K…there’s no right or wrong definition of  “value”.  Basically, look for something that gives to your prospect and  their family before you ask them for something (like their commitment).   Maybe it’s a one-on-one meeting with the Athletic Director or President  of the school.  Maybe it’s a list of workouts you’d suggest they do as  they finish up their high school career (whether they sign with you or  not).  In your next staff meeting, be the one that asks, “What can we  give our visiting prospects that gives them something of value?”

Help them be a better athlete. Give  them insights on how to train better.  How to train your way.  Even  coach them up a little while they’re there.  Better yet, have your  current athletes talk to them about what they’ve learned under you and  how they’ve taken their game to the next level.  By the way, this might  be the area where you can give them value.

Don’t settle for an “O.K.” visit.  Aim for GREAT! As we talk about in “Selling for Coaches”,  our advanced recruiting guide for college coaches, you need to look at  every possible area of your visit ad your interaction with them.  Why?   Because they are watching your every move, and making judgement calls  along the way as to whether or not to buy what you’re selling.  They’re  looking at you, your current team, your dorms, how many boring meeting  they are forced to sit through in the admissions office…everything. When we are invited to a school to conduct one of our effective On-Campus Workshops for an athletic department,  a big area of focus when we research the strengths and weaknesses of  their recruiting experience is what happens during a prospect visit and  why.  Start dissecting your campus visit now, before this next class  arrives and finds it just “O.K.”

Ask for the sale after you’ve created an environment for them to buy.  Once all the pieces are in place, don’t let your prospect leave campus  without being asked for their commitment (assuming you still want them  sign after the things you learn about them on the visit).  Not asking is  one of the worse mistakes a coach can make.  It’s safe to say that  there will be no other time during the recruiting process that they will  be more inclined to say “yes” than at the end of an engaging,  energetic, original visit with your team on your campus.

Your  focus should be singular: Build a relationship before you ask them to  “buy” your program.  Each one of these steps that I’ve outlined are  components for building a relationship, not sales techniques.  Don’t put  the selling them on your school ahead of connecting with them on a  personal level.

Questions about this concept?  Or, do you have other things you’d like to ask Dan and his staff?  Email him at dan@dantudor.com and get a personal reply.  We’re here to help, Coach!

What Coaches Can Learn From the Amazing Life of Steve JobsMonday, October 24th, 2011

Steve Jobs’ death brought an end to the amazing life of a man destined to go down as one of the most incredible innovators of our time.

He is also someone who developed principles that every college coach should try to learn from, and put to use in their program.

Here is a list of Steve Jobs’ rules for success.  Are you following them in your coaching career?

1. Do what you love.   Jobs once said, “People with passion can change the world for the better.” Asked about the advice he would offer would-be entrepreneurs, he said, “I’d get a job as a busboy or something until I figured out what I was really passionate about.” That’s how much it meant to him. Passion is everything.

2. Put a dent in the universe.  Jobs believed in the power of vision. He once asked then-Pepsi President, John Sculley, “Do you want to spend your life selling sugar water or do you want to change the world?” Don’t lose sight of the big vision.

3. Make connections.  Jobs once said creativity is connecting things. He meant that people with a broad set of life experiences can often see things that others miss. He took calligraphy classes that didn’t have any practical use in his life — until he built the Macintosh.  Jobs traveled to India and Asia. He studied design and hospitality. Don’t live in a bubble. Connect ideas from different fields.

4.  Say no to 1,000 things.  Jobs was as proud of what Apple chose not to do as he was of what Apple did. When he returned in Apple in 1997, he took a company with 350 products and reduced them to 10 products in a two-year period. Why? So he could put the “A-Team” on each product. What are you saying “no” to?

5. Create insanely different experiences.  Jobs also sought innovation in the customer-service experience. When he first came up with the concept for the Apple Stores, he said they would be different because instead of just moving boxes, the stores would enrich lives. Everything about the experience you have when you walk into an Apple store is intended to enrich your life and to create an emotional connection between you and the Apple brand. What are you doing to enrich the lives of your customers?

6. Master the message.  You can have the greatest idea in the world, but if you can’t communicate your ideas, it doesn’t matter. Jobs was the world’s greatest corporate storyteller. Instead of simply delivering a presentation like most people do, he informed, he educated, he inspired and he entertained, all in one presentation.

7. Sell dreams, not products.  Jobs captured our imagination because he really understood his customer. He knew that tablets would not capture our imaginations if they were too complicated. The result? One button on the front of an iPad. It’s so simple, a 2-year-old can use it. Your customers don’t care about your product (Coaches…translate “your recruits don’t care about your program at first”). They care about themselves, their hopes, their ambitions. Jobs taught us that if you help your customers reach their dreams, you’ll win them over.

Special thanks to Coach Karen Corey, Head Volleyball Coach at Bowdoin College, for sharing that with us.

Should College Recruiters Upgrade to the iPhone 4S?Monday, October 24th, 2011

by Sean Devlin, Front Rush

Over the past week, our staff here at Front Rush has been using the new iPhone 4S and just wanted to share our thoughts and the possibilities for recruiting.

The overall impression with the device is that it is the best iPhone yet (as advertised by Apple). Its a bit wippier than previous generations, and provides a few interesting functionalities. It definitely surpasses any Blackberry and very much sets the bar for future Android devices.

So let’s talk about some of the functionalities that are cool for recruiting:

  • The most prominent addition to the iPhone is the introduction of Siri. Siri is a voice activated assistant that allows you to send emails, search google, set alarms and a bunch of other cool stuff simply by asking. So for example, prior to going to bed, I will ask Siri “please wake me up at 7:30 am” and Siri will go ahead and do that for you.
  • Another interesting application in recruiting is note taking. When taking notes on a recruit, you can simply speak your notes instead of having to try to type them out on the small keypad. Its a bit awkward talking to a phone and because you have to speak out loud, so hopefully you are in a location where others can’t hear you. But if you can get beyond these two points, then the time saving is remarkable. Notes are taken exactly at the pace of your voice and the accuracy is close enough that you can figure them out later, if necessary . It also gives you the ability to not have to look at your phone while taking notes.
  • However, sending emails via Siri is not yet the best option. Siri is accurate but not 100% and so if you choose to dictate an email for Siri to compose, then you will have to double check the message prior to sending. We have found that there are usually enough mistakes that it would have been nearly as fast to type them out ourselves.
  • Another interesting addition is iMessage. iMessage has the look and feel of a text message except it does not actually rack up your bill. Its the equivalent of Blackberries BBM for iPhone users. What’s interesting about this is that when two iPhone users communicate, they are not charged for individual text-messages. As a result, one of the reasons for the ban of text-messaging in recruiting (expensive text-messages for recruits) seems to hold a bit less water.  The NCAA will need to rule on whether or not the same rules apply to this new technology as text messaging.
  • The camera on the device has been improved dramatically (at least by spec). It is now an 8MP camera that can shoot 1080p HD Video. The quality is good enough that the idea of carrying a second camera is becoming more and more obsolete. We were however a bit surprised that we could not easily tell a side by side comparison of a photo taken with the 4S vs the 4 but admittedly it was not in an environment that would have been a great testing ground.
  • The last big item to point out is the iCloud service which allows for wireless sync. What’s nice is if you use Siri to remind you of an event on a certain date, this will show up on the calendar (on your device) and then wirelessly sync to the calendar you have on your mac. It takes the hassle out of connecting devices to sync them.

Overall, we really like the iPhone 4S. We generally don’t recommend doing the upgrade if you currently have an iPhone 4 and want to save your contract extension discount for a future release.  But if you or your department do the upgrade, you will be perfectly happy.

Sean Devlin is the technical guru behind the wildly popular Front Rush web-based contact management recruiting system used by thousands of coaches across the country.  You can email him with your technology questions at sdevlin@frontrush.com, and visit their website for a complete view of why they’re the nation’s go-to leaders in recruiting technology.

Facilities: Just How Important Are They to Your Recruits?Monday, October 17th, 2011

There is an important change that takes place at some point between you recruiting your prospect, and that prospect joining your team family on campus.

And the more you understand it, the more you’ll be successful at clearing some important hurdles in recruiting.

It’s a change that many college coaches aren’t conscious of as they build out their recruiting plans, and it ends up hurting their efforts to attract the best prospects to campus.  The change I’m talking about probably does more to impede the success of how a coach goes about recruiting than any other factor I have seen in many years of working with college coaches around the country.

Here’s what you need to know:

Your prospects have a change in their mindset when they come on to campus as a new recruit.  They aren’t looking for all of the same things that they were as a prospect that you were recruiting.  At the same time, once they officially become a member of your team, there are a totally separate set of things that they are now seeking…and their long-term success as an athlete in your program hinges on how you respond to those needs.

Here’s an example of what I’m talking about, and why it’s important for success-minded college coaches to pay attention to it…

Our national studies show that a program’s facilities – the track, the weight room, stadium, and other areas where they will spend time as an athlete – actually factors very little into their final decision as to whether or not they accept your offer.  Yet, facilities and the surroundings are usually one of the things that a coach will primarily focus on in their recruiting; moreover, I’ve seen coaches base their entire recruiting strategy around what they feel those facilities will sell to a potential student-athlete.

However, facilities are important!  Especially when that same athlete joins your program and is now a part of the family.  When that happens, your facilities take on added importance because the condition of those facilities can directly effect their experience at your school.  Once they are on campus as a student-athlete, it matters to them because they are directly affected by the surroundings that they find themselves in.

The bottom line to the example I’m citing is that there is a change in perspective that is happening in the mind of this athlete.  As a prospect, your facilities are not going to be what finally draws them to your program; conversely, all of the facilities might be what makes them stay with your program.

The disconnect I see with coaches is that they are approaching prospects in the same manner that they are seeing their current athletes’ view of their facilities: Some coaches think facilities are what draws the athlete to their program when they are a high school prospect.

For the most part, that’s incorrect.

Now, there might be instances when facilities – or some other aspect of your program – drives them away from seriously considering you.  And a new, wonderful facility might be something that they end up listing as a smart reason to have picked your program in the end.  But in both instances, facilities are not the overriding reason for choosing a school or a program, according to our research.

There are three other big changes in perspectives that we’ve noticed taking place in the mind of student-athletes once they become athletes at a school versus just being prospects of a school:

  • The quality of the equipment and uniforms. On their visit while you are recruiting them, this is something that isn’t even on the prospect’s radar of what makes a great program that they would consider.  Once they become a part of your team, this one out-ranks facilities as something that will cause dissatisfaction and frustration.
  • The academic support that they receive during their Freshman and Sophomore years. As a high school recruit, this is something that doesn’t even enter the mind of most prospects.  And that’s understandable, since they don’t have any idea of what most college programs do to ensure academic success of their incoming class.  Once they are on campus, its something that they cite as one of the most important aspects of their early college athletic experience.
  • The social integration of the different teams and athletes within the athletic department. Did you know that this is an area that most Athletic Directors and Coaches overlook completely?  Afterall, your job is to produce winners not run a cruise ship activities calendar, right?  Yes, but I hear over and over again from your athletes that are interviewed when we fly in and do an On-Campus Workshop at schools that they wish there was more of an effort to “connect” all of the athletes within the program and across sports.  That’s something that they won’t be looking for as an incoming recruit, but it will be something that they expect once they are a part of your program.

Again, the importance of what I’m telling you exists in the way you approach each set of kids.  If you focus too heavily on these issues that I just listed with your prospects, you may not be touching on subject matter that is important to them…yet.

But if you fail to focus on them once they get to campus as one of your athletes, you can expect that you are going to have to deal with frustrated athletes who won’t be afraid to look elsewhere for other opportunities with other programs.

Facilities, uniforms and equipment, team unity and academic support are all things that can make or break the recruiting experience with many of your prospects.  The secret to recruiting success is about how a coach balances the two different mindsets between the time that their kids are prospects and when they are part of the team.

One of the easiest ways to overcome a negative facility?  Make your story more than just about the “stuff” they’ll get on campus.  As the research shows, today’s athletes are more likely to gravitate towards a personalized, consistent story told by a recruiter who knows how to talk to them.  If you feel like having a team of experts help you craft and execute that story – whether your facility is state-of-the-art or 40-years old – contact Dan Tudor directly and let him explain why our approach works better for coaches we work with around the country.

Squeezing the Most (and the Best!) Out of Your Coaching DayMonday, October 17th, 2011

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The Importance of “Passion” vs. “Pressure” in RecruitingMonday, October 10th, 2011

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The Right “One-Two Punch” for Your Recruiting EmailsSunday, October 9th, 2011

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What You Need for Successful Home Recruiting VisitsMonday, October 3rd, 2011

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Time to Let Go and Go Home, Coach!Monday, October 3rd, 2011

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  • Tudor University

    LEVEL 1 - Recruiting Foundations
    Through Level 1, you will learn some of the foundational skills and knowledge necessary to become a successful college athletic recruiter. At the end of each module there will be a quiz that must be passed with 85% or higher. In addition to the quiz, you must complete the Module Competency outlined at the end of each module. Both the quiz and module must be completed in order to move on to the next module.
    Module 1 Recruiting Letter Format-
    Unit 1 Recruiting Letter Format
    Module 2 How To Find Out What Your Prospect Isn't Telling You-
    Unit 1 How To Find Out What Your Prospect Isn't Telling You
    Module 3 Utilizing Social Media-
    Unit 1 Utilizing Social Media
    Module 4 Involving A Prospect's Parents-
    Unit 1 Involving A Prospect's Parents
    Module 5 Setting Fair And Firm Deadlines-
    Unit 1 Setting Fair And Firm Deadlines
    Module 6 Revising Your On-Campus Visits-
    Unit 1 Revising Your On-Campus Visits
    Module 7 Your First Contact-
    Unit 1 Your First Contact

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