The Al Woods How To Become A College Recruiter Intensive. College Recruiter Charlie Weeks RecruitLook

Transcription

1 The Al Woods How To Become A College Recruiter Intensive College Recruiter Charlie Weeks RecruitLook

2 The Good Guys And The Bad Guys of Recruiting College recruiting services have an overall negative image to the general public. It is believed that recruiting services only care about money and not the people they serve. Horrible recruiting services exist only to earn a profit and to mislead parents into paying their fee. Promises are made but never followed through by many college recruiting services and therefore, negativity about recruiting services is rampant across the country. The Bad 1. Signing up any athlete regardless of whether they can play in college or not. 2. Making promises and never delivering. 3. Not very professional in their presentation. 4. Not very professional in the tools they use. 5. Have not developed relationships with college coaches. 6. Focusing only on money and not solving real problems.

3 The Inability To Close The Sale The unprofessional college recruiter is unsuccessful because they have not developed the necessary skills to consistently close sales. Throughout this entire intensive training program we talked about the sales presentation, having strong questions, and the ability to close the sale. Many college recruiters refuse to learn sales closing strategies which make them unsuccessful and they will begin to do things to trick people out of their money. Many unprofessional college recruiters never develop a strong sales opening and closing presentation. Some college recruiters believe it is not necessary or important to develop sales closing questions or strategies that will convince parents to pay for the recruiting service. Your Weakness 1. Poor sales presentation. 2. Not enough questions. 3. Not enough questions where you get yeses. 4. The inability to ask strong follow-up questions. 5. The inability to ask strong closing questions. 6. Never following up with the perspective parents. 7. Not enough information on your website.

4 Never Prospecting For Enough Leads You already know what a lead is. A lead is a name and phone number of the student athlete and their parents. Without enough strong quality leads you will fail as a college recruiter, no matter what. Your goal should always be to acquire a minimum of 30 new leads per month. That basically means having one new student athlete every day. Leads are the oxygen for college recruiters and without enough air or leads then your business will die. No Leads 1. Not attending enough high school games to get new leads. 2. The inability to network with high school coaches to get new leads. 3. Not creating new ways to acquire new leads. 4. Not attending camps to acquire new leads. 5. The inability to network with club coaches for new leads. 6. A poorly designed website or blog that will not attract new leads. 7. Not enough written content on your website to attract new leads. 8. Poor social media presence on Facebook or Twitter. This will not attract new leads.

5 9. Not using online media outlets to attract new leads. 10. Not advertising on message boards that have a high level of parents and student athletes. Why Are You in This Business? There is a need for college recruiters basically because of the inability of high school coaches to successfully get their student athletes in college. There is in need for good, strong, smart college recruiters who can consistently help student athletes get recruited and placed in college. It has been proven that many high school coaches are not capable of assisting their student athletes with the recruiting process. There is a huge disconnect between high school coaches and parents as it relates to college recruiting information. Many parents are totally clueless when it comes to the recruiting process and feel that they are mistreated by high school coaches. A good, honest and smart college recruiter is in the business to help educate parents on the recruiting process and to assist student athletes in getting placed in college. Why do you want to be a College Recruiter? 1. A passion for high school sports. 2. A passion to help student athletes achieve their dream of playing in college.

6 3. To create a legitimate business. 4. To earn extra money. 5. To be totally involved in all aspects of sports. Exposure Is The Key To Success As a college recruiter, you want to be seen everywhere. You want to be seen at every high school game and at every club event. The average college recruiter is weak when it comes to their overall outside exposure to the college recruiting public. Some college recruiters charge over $1,000 for their service but only signs one student athlete per month. The college recruiters who are not very good will sign up anyone and will take money from anyone who is willing to pay their fee, regardless of whether that student athlete can play in college. Some college recruiters are so weak in getting their own exposure that they only sign up one student athlete per month. That is not the real meaning of being a college recruiter. Public Exposure 1. What do the clothes you wear say about you when you re in public? 2. As a college recruiter, you should be a walking billboard for your recruiting service.

7 The Best Idea Of A College Recruiter The best idea of a college recruiter is to make parents and student athletes feel comfortable with the overall process and the potential of having to pay money. Once money is in hand, the college recruiter uses all the necessary tools to get that student athlete exposure to college coaches and recruited by college coaches with the ultimate goal of college placement by any means necessary. The Best Idea 1. Give a brilliant opening presentation. 2. Ask incredible questions. 3. Ask incredible follow-up questions. 4. Always follow-up with each parent, every week. 5. Have powerful, written content. 6. Always be available to parents and student athletes. 7. Give it away for free sometimes. 8. Give it away at a reduced price sometimes. 9. Buy one get one free.

8 10. Always be creating. 11. Highlight through testimonials. College Coaches Network It s critical for a college recruiter to have strong relationships with college coaches for the sports you intend to focus on. You may be able to convince a consistent number of parents to pay for your recruiting service, but if you cannot get those student athletes placed in college those same parents will do everything in their power to run you out of business. How to Build Your Coaching Network 1. Prior to the start of the high school year, you may want to send a short to every college coach in your network. Your should explain to those coaches who you are, what you do, and the fact that you will be sending them information on student athletes. 2. Consistently keep feeding college coaches new information on student athletes. 3. Network with coaches at various events. 4. Get business cards and any other contact information from college coaches.

9 The Stupid Parents There are good parents who are happy to talk with you and look forward to working with you and there are parents who are stuck in the middle and cannot decide one way or another about you or your recruiting service. There are also those parents who are absolutely crazy and will do everything in their power to make your life miserable. As a college recruiter, it s important to document everything. When it comes to the recruiting process, sometimes parents of student athletes can become very angry and frustrated and will often take out their anger and frustration on college recruiters. The main reason for a parent s hostility is because of their lack of control in the college recruiting process. In the day to day lives of many parents most have control over what they do, but recruiting is so confusing and frustrating that parents often display high levels of anger and frustration towards anyone and everyone involved in the recruiting process. It is an unwritten rule that many college coaches would rather have nothing to do with a lot of parents and would rather deal 100% with the student athlete or a college recruiter. When dealing with parents, be totally clear on what you re going to do for them. Be totally clear on what these parents will receive for their money. Never make promises to parents that you cannot follow through with or they will crush you. Keep documentation, either digital or hard copies, of everything you do with parents, student athletes and with college coaches. The reason why is because parents won t be able to come back and say you did not do something or you made promises and you did not follow through. Be Careful with Parents 1. Keep strong documentation on your dealings with parents. 2. Keep accurate and detailed financial records when dealing with parents.

10 3. Keep a record of every sent to parents. 4. Keep a record of every you send to a college coach to prove to parents you are working. 5. Keep detailed records of every phone call you have with the parent. 6. Always be professional with parents, from the beginning of the recruiting process until its completion. 7. Never joke around with a parent; always maintained professional. 8. Some parents will try to find ways to find fault in your recruiting service. Never give them a reason to find a problem or an issue. As a college recruiter be different think different