Part of my yearly post-Christmas routine is sitting down and enjoying the college football bowl games. I'm not alone in that, of course.I'm typing this after watching Boise State "upset" Oklahoma in the Fiesta Bowl. It was one of the best college football games …
‘Tis the Season to Set Your Goals
As we approach the new year, you're going to hear the usual rants about making your New Year's resolutions. The problem with those resoluations is that they usually fall by the wayside a few weeks into the new year. Check out your local classified ads in early February and take a look at how many …
Why Your Prospect Needs a “Because”
One of our SFC Premium Members was a little frustrated when I spoke to him last week.For the second time this month, he had a prospect who was telling him that despite all that their program had to offer, the prospect was going to commit to someone else. What the coach couldn't figure out was …
The 8 Things Your Recruit REALLY Wants
In sales (and recruiting), it's all about them.Your prospect.They are tuned to a very popular radio station called WIIFM: "What's In It For Me". Whether you're talking about buying a new car, or "buying" a college program, your prospects make their decisions based on their "wants". Sure, …
Playing Nice Pays Off
Here's an example of why being a class act pays off in how you're viewed by the public.Ron Zook was the football coach at the University of Florida until last year, when the school fired him and hired Urban Meyer as their new coach. This January, Meyer's Gators will play for the national title …