In a society that looks to brands like Apple, Starbucks, or Lexus to give us meaning in life, we shouldn't really be surprised that this generation of prospects are looking for the same feeling in the college that they end up choosing.To put it simply, big name colleges find it easier to get the …
The Secret to Finding Out What Their Objections REALLY Are
Overcoming a prospect’s objections is a tough challenge, even if you happen to know what those objections are. Most coaches struggle with identifying the real reasons one of their recruits tells them no...and it's one of the most frustrating parts of their jobs.But I got a phone call from a …
The Right Way to Talk About Money with Your Prospects (and Their Parents)
A couple of years ago, I remember a coach we work with telling me, "I can't wait until this slow economy rebounds. It's making recruiting ten times harder than it already is!"Since then, the economy has rebounded. Our economy ebbs and flows, and has ups and downs, and through it all, coaches …
Why Showing Your Cracks is a Great Recruiting Strategy
Several years ago, my wife and I excitedly watched the cement being poured for the foundation of our new home. You don’t really realize just how much cement it takes to pour a foundation, not to mention a patio and a driveway, until you watch them do it over a full day.After that task was …
Getting Past Your Prospect’s No
True story:A few years ago, my wife tells me (as I'm driving home from work) that a young man who had just sold a set of "really great" steak knives to her sister was coming over to our house to show us the set.After speeding through those stages of grief that you always read about at the …