by Mandy Green, Busy Coach
Most college coaches think successful recruiting is all about building a great relationship or nailing the campus visit.
But the best recruiters know it’s not about what you say…
It’s about what the student-athlete—and their family—says.
The #1 skill top-performing recruiters have?
Active listening.
Any coach can deliver a canned recruiting pitch.
But great ones?
They know how to:
🔑 Truly tune into the athlete sitting across from them.
🔑 Ask meaningful follow-up questions that go deeper than the sport, stats, rankings, or scholarships.
🔑 Uncover what the student-athlete really wants—even when they don’t know how to put it into words themselves.
Here’s the thing:
Your recruiting pitch is just a tool—it’s not the whole playbook.
When you focus on actively listening instead of rushing to the next point, something incredible happens:
- You uncover what truly matters to the athlete and their family.
- You build trust and create a connection they can feel.
- You guide them toward a decision that’s best for their goals—not just your program’s.
Want to practice this skill?
Here’s how you can start sharpening your active listening skills right now:
1️⃣ Role-play with a coaching peer or mentor. Have them act as a student-athlete with a challenge or concern.
2️⃣ Set a goal. Focus on asking follow-up questions to get to the heart of their priorities. Resist the urge to interrupt or solve their problem right away.
3️⃣ Record yourself. Review the conversation and note how much of it was them talking versus you.
You can also practice active listening in everyday interactions:
- Chat with other students at practice or at lunch.
- Connect with parents during games or events.
- Use it at home with your friends or family—even your spouse (trust me, they’ll appreciate it!).
Every conversation is an opportunity to get better.
If there’s one skill to master this month, let it be this:
Actively Listen. STOP TALKING.
Now let me ask you this:
👉 What’s one skill you’re currently working on to improve your recruiting game?
Reply and let Mandy know—she’d love to hear what’s on your mind and share more tips tailored to what you’re working on in recruiting!