You know how you want to create an exciting campus recruiting visit, with wall-to-wall fun and non-stop heart-pumping activities for your guest prospect?Well, what if I told you there was emerging science that showed it's actually the calm and relaxed recruit that is more likely to buy what …
Strategies for Combating the Too-Close-To-Home Objection
In a previous article, we talked about some proven strategies for combating the "too-far-from-home" recruiting objection.You've all heard it before...a recruit you really want, and may have even been the one that initiated the first contact, tells you "no" because they've decided that you're too …
Strategies for Combating the Too-Far-From-Home Objection
It struck me a few days ago how often the "distance from home" objection so completely controls whether or not your recruit takes your interest seriously or not, and ends up packing up and jetting off to your campus for four years.That epiphany probably shouldn't have made such an impact on me, …
Warning: Beware of Summer Prospect Visits to Campus
I'm an optimist by nature...a "glass-is-half-full" kind of guy.So when I was asked recently by a coach we are working with for my opinion on having a top recruit visit their campus during the Summer, my inclination was to put a positive spin on the possibilities. At least the coach is getting …
5 Ways to Use Your Recruiting Senses
The coach I was visiting appeared to be slightly insane. At first glance, anyway.She was walking as we were discussing what she told visiting prospects in her new locker room. As she walked, she held up what looked like a perfume bottle and gave one little squirt every two or three …