by Jeremy Tiers, Director of Admissions Services The next time you make a recruiting phone call I want you to check your watch. Once you hit the 10-minute mark when talking to a prospect, you’ve crossed a line in terms of the effectiveness of connecting with him or her. The source of that …
Making All New Prospects and Inquiries Count
by Jeremy Tiers, Director of Admissions Services As your admissions team navigates through fall travel season, I’m sure you’ve been adding a plethora of new names to the admissions funnel. The most popular question I’m asked this time of year by both counselors and directors goes something like, …
Salesperson or Resource: Which One Are You?
by Jeremy Tiers, Director of Admissions Services Fact: Your prospects (and their parents for that matter) see you as either a salesperson (bad) or as a resource (good). The key to successful selling, otherwise known as recruiting, is to be a resource rather than a salesperson. During individual …
4 Techniques That Will Help You Overcome Your Prospect’s Objections
by Jeremy Tiers, Director of Admissions Services Every college admissions professional is going to encounter objections from a prospective student or their parents during the recruiting process. Ivy League, Liberal Arts or Public University…they all get faced with objections. This past week at …
20 Things Your Recruits Told Us That You Should Know
by Jeremy Tiers, Director of Admissions Services When an admissions department brings us to campus to lead one of our training workshops, part of what we do is conduct extensive focus group research with their student body. The questions we ask produce honest, valuable feedback on a number of …
6 Tips for Starting a Recruiting Call the Right Way
by Jeremy Tiers, Director of Admissions Services It’s still happening a lot, and that’s not a good thing. During each on-campus workshop that I’ve led over the past year, I’ve taken a straw poll with many of the admissions counselors. The question I ask is, “What’s the most frustrating part of …