There's a big, big difference.And quite honestly, most college coaches get it wrong.When you're trying to close a recruit, and get them to commit to your program, one of the worst things to do is to give them the feeling that they are being "pressured". Pressure might lead to an initial …
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 …
7 Ways to Restructure Your Game Recap Messages
You are probably sending your recruits some information about you and your program that you are really proud of.And you're missing a golden opportunity.Why?Because they aren't reading the way you're hoping (or assuming) they are reading it.I'm talking about your game and season …
Why “Relaxed” Prospects Are WAY Better Than “Excited” Prospects
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 …