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 …
Do Parent Emotions Trump Your Prospect’s Emotions?
Ward and June Cleaver never seemed to show much emotion when they were solving 1950's TV family problems. Today, parents wear their emotions on their sleeves a lot more often.Most of us, in fact, make emotional buying decisions on a daily basis. The parents of your recruits, included.A cup …
Why You Should Recruit Junior College Prospects Differently
Sometimes, the best way to fill an immediate recruiting need is with a junior college prospect.The thing is, J.C. prospects are a completely different animal than your regular, garden variety high school prospect. Different needs, different motivations, and different objections.However, …
Where Should You “Ask for the Sale”?
When I was getting ready to ask my smokin' hot wife Teresa to marry me 19 years and 10 months ago, it took weeks of planning.It was going to happen at the beach. It was going to happen at the end of the day at sunset. And I was going to ask her at a peak overlooking the Pacific ocean, the same …
The Latest News on Parents (And What They REALLY Want)
Parents are increasingly becoming a major force in college recruiting.It's true at the biggest of the big-time Division I programs, and it's true in the small private school tucked away in a small town in middle-America.Because parents play such a pivitol role in the process, I wanted to …