by Mandy Green, Busy Coach
Like the moment they realize you’re a coach trying to recruit them, they get defensive, give short answers, or seem hesitant to engage.
That’s because most coaches approach recruiting like a sales pitch instead of a relationship-building process.
And there’s a big difference.
A recruiter pushes their program.
A great coach helps an athlete find the best fit.
The old-school “hard sell” approach might’ve worked years ago,
But today’s recruits (and their families) are more informed than ever, and the same old recruiting tactics just don’t work.
I know this firsthand.
Early in my coaching career, I thought I had to sell hard.
Talking about championships, facilities, and why my program was the best—without really listening.
I pushed urgency, tried to “overcome” objections, and always pressed for a commitment.
But the more I tried to convince athletes, the more resistance I got.
When I shifted my approach, everything changed…
Here’s what worked for me (and what every top recruiter I’ve met does):
✅ Ask More, Talk Less
Recruiting isn’t about proving how great your program is.
It’s about understanding what the athlete actually wants and needs.
I started asking thoughtful, open-ended questions and letting them talk.
- “What’s most important to you in a college and a team?”
- “What do you want in a coaching staff?”
- “Where do you see yourself growing the most?”
The more they shared, the easier it was to show how my program could be the right fit (or to help them find one that was).
✅ Don’t “Overcome” Objections, Explore Them
Instead of pushing past hesitation, lean into it.
When a recruit says, “I need more time to think,” I don’t push.
I ask:
- “What’s holding you back from making a decision?”
- “What questions can I answer to help you feel confident about your choice?”
You’d be shocked how often recruits reveal what’s really on their minds—whether it’s concerns about playing time, academics, or even location.
✅ Detach From the Outcome
The best recruiters don’t need every athlete to commit.
They guide, educate, and let the right athletes make the right decision for themselves.
And ironically?
The more I took this approach, the more trust I built and the more commitments I got.
Making this shift doesn’t just help you recruit better—it makes the process smoother and more rewarding.
Try this on your next call or visit:
Focus on helping, not selling.
Watch what happens.
If you want to talk through more ideas for how to get a recruit to open up to you, schedule a call to speak with Mandy.