At the advent of the Industrial Revolution, there was a sudden accelerated demand for coal. It was seen as the crucial fuel needed to operate various aspects of factories and later steam plants. Read more
by Shane Sparks, Co-founder
I have to admit, I’ve been reluctant to jump on the blog bandwagon, mainly because it requires a commitment of time (which, like for most of us, is at a premium for me). But when thinking it through I realized, like all important things, I need to make time. Or as Steven Covey called it, focus on the Important but Not Urgent. Read more
VICTORIA, BC – Enrollment Resources Inc is a performance improvement consulting and coaching organization based in British Columbia, Canada. After two years of extensive research and testing, they have launched a performance improvement process for Enrollment Management. Read more
The key success metric within the Enrollment Management process is Appointments per day per rep.
All activities around lead generation should be geared toward generating more interviews per Admissions Rep per day. Interviews and tours are where new students are created. If you can increase a reps interview rate from 2 to 3 interviews a day (that’s one extra interview per day per rep), and you can maintain your conversion rates, you stand to increase enrollment figures by 50%. Wow… Read more
by Shane Sparks, Co-Founder
I had a typical sales call yesterday: The prospect began the conversation focused on a specific solution they had in mind. “We need more (fill in the blank),” he began.
I listened patiently for a few minutes and asked some pointed questions. And then quickly determined that they had many problems (or opportunities for you optimists), but the one he was focused on was not one of them. It was a minor issue, and of marginal value to fix. Once I was able to get him focused on the bigger picture, and the bigger opportunities he felt a mixture of relief and appreciation that I could provide some leadership. Read more
When I was a young boy I was in Cub Scouts, the precursor to Boy Scouts. One session we made homemade periscopes, manufactured from cardboard boxes and a couple small rectangular mirrors. The periscopes were painted inside and out in flat black paint. I was now in possession of a three foot long instrument of stealth. A flat black spying machine just like the sub commanders used in the movie Das Boot.
I have a story about 1% and how this esoteric, marginal mathematical digit can represent for schools the difference between mediocrity and excellence, breaking even or being highly profitable. Read more
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