Ever watch the CNBC show, Shark Tank?It's one of my favorite television shows, along with The Profit. And just like the important recruiting lesson we gleaned from The Profit in a previous column, there's a fantastic example of how to lead a prospect through the recruiting decision making …
Why Recruiting Rep #10 is ALWAYS the Most Important
Rep #10 of any workout is the toughest rep.Those are my pasty, skinny legs on repetition number ten at the gym this past week. If my legs were the definition of college recruiting, I'd be out of a job. I'm in the process of trying to undo years of sitting in front of a computer screen, flying …
When Your Timeline Doesn’t Match Your Prospect’s Timeline
They are common problems we see unfolding this time of year:You had set a deadline for your prospect to make a decision by last week, but mom and dad just emailed you to tell you that they really need to visit just one more campus at the end of the month.You have a verbal commitment from a …
Getting Your Prospect Ready to Be Asked
The headline may have caused you to do a double-take.What do I mean "getting your prospect ready" to be asked? Asked for what?A commitment. You may not have realized it, but the more you prepare your recruit to be asked or a commitment to your program, the more likely you're going to get a …
Asking for the Commitment Without Really Asking for the Commitment
I remember it well: Sitting in one of those annoying small little offices on the floor of a car dealership.An impromptu weekend test drive at the request of my wife many years ago had now turned into a three hour odyssey into the depths of everything that is mind-numbing about …