Here’s a communication practice and habit that separates a very successful territory manager from an average one. A lot of admissions counselors and recruiters are great at answering questions when a prospective student or parent reaches out. The problem with the practice of waiting is you end up missing opportunities – to know when/why a student’s mindset has changed, to know when/why they’re feeling unsure about something, or to know when they’re ready to make their decisio

It happens every fall. You have a bunch of inquiries who seemed really excited and engaged at a college fair, high school visit, or when they visited campus, but they haven’t taken the next step and they’ve also become unresponsive. Prospective students avoid like we avoid – it’s normal human nature. But, when I look through my survey research with thousands of prospective students, the five most common reasons for ghosting a college are: Your emails feel impersonal and they

While every student experiences the college search process differently, there is one thing that in 11 years of collecting data from students has remained the same. The overwhelming majority – we’re talking above 90% – are scared or worried about one or more things. And in many cases if that fear isn’t alleviated, it slows down their decision-making process and confidence to take the next step. If you’re looking for a simple way to build trust, show empathy and increase engage

A lot of admissions counselors like to email, text, or call and just “check in” with their students. On the surface that may seem helpful, but please understand that it’s a bad habit that needs to be broken.   Here’s the problem with that kind of outreach. When you use those two words students know what it’s code for – You want them to tell you something. But because you haven’t asked a direct question, they’re not really sure what they’re supposed to say, so most times they

One of the most popular sessions during the training workshops I lead  for admissions and enrollment marketing teams focuses on asking...

“Stop sounding like you just memorized a script. It’s annoying! Just talk like a normal human.” Dozens of student quotes similar to that...