"Asking for the sale" in the business world is the key to success (and employment!). Things aren't that much different in the college coaching world: If you don't "ask for the sale" when you're recruiting the athlete, you won't be signing many prospects...and that will certainly lead to …
Pressure Packed May for College Recruiters
So much for the lazy days of summer when it comes to college recruiting. The month of May, once a nice time to get out and see a few prospects that you would seriously begin recruiting a few months later, is now the time when many coaches are off and running at full speed ahead.May has turned …
Two Reasons You Want to Manage Expectations
Most experienced college coaches know the basics of what goes into recruiting a prospect. The mailings, the phone calls, the visit...and, hopefully, signing the prospects they want.But along the way, one important aspect of the recruiting relationship is often overlooked: Managing your …
Your Natural Style vs. Your Adapted Style
One of the more popular topics I touched on in our book "Selling for Coaches" is the subject of a coach's "natural style" versus a coach's "adapted style".As sales professionals, we all have "natural" and "adapted" styles. As I explain in the book, these styles revolve around the way we …
One Question That Tells You How Your Prospect Will Make Their Decision
One of the questions I get a lot from doing one-on-one coach training for Selling for Coaches revolves around the question of knowing how a prospect actually decides on a college that is recruiting him or her. In other words, if two or three schools are actively pursuing an athlete and each school …