Podcast #8: Where the Leverage is in Your Admissions Department

“How Do Your Admissions Counselors Spend their Day?  How Should They?”
An audio recording and notes as presented from the 2012 APSCU Conference Presented on July 31st, 2012 by Gregg Meiklejohn & Shane Sparks of Enrollment Resources Inc. & Martin Lind of Velocify (Leads360).

On July 31st, 2012, Gregg , Shane & Martin  presented a session based on their successful Admissions Productivity presentation focused on Maximizing Enrollment Productivity at the 2012 APSCU Conference in Las Vegas, NV.

The presentation included research findings from a study of approximately 600 Admissions Reps over the course of 6 months. Download the audio and follow along with the process improvement notes below for insights on common Admissions behaviors and areas for improved ROI.

Current Reality: How does a rep spend a typical day?

  • On the phone 33% of the time.
  • 1.5 day response time, 40% do not respond to Internet leads at all.
  • 33% do not ask for interview.
  • 40% do not ask for phone numbers to pursue a relationship (yikes!)

How Can We Create Best Practice?

  • Reach out between 6 pm and 8pm.
  • Sunday is the best day to reach out.
  • Call hard for three days then back off a week then try again at 12 days.
  • Treat an Internet lead as if it is a phone call on hold.

How Can Reps Control Their Day?

  • Split test outbound calls to improve meaningful conversations on the phone.
  • Text one hour before the interview to improve show rates.
  • On the phone ask for the interview and ask for the phone number.
  • Review daily the 20 reasons you can help a prospective student. This is your inventory of relevance and is crucial to your success.
  • Consider splitting the role between those setting appointments and those interviewing.