When Your Enrollment Problem is Actually an Experience Problem
When enrollment numbers dip, leadership usually looks to marketing and admissions first. But what if the real problem is what’s happening on campus?
Why Starting Salaries Matter More Than Student Orgs in 2026
Are you selling the residential experience to a generation buying a career investment? Jarrett Smith, Scott Rhodes, and Jeff Kallay break down the shift toward transactional enrollment, why your program pages need an MBA-style overhaul, and how to market ROI without losing the hidden value of campus life.
Reframing College Costs: Three Conversations Every Admissions Counselor Should Master
Families fixate on one number during admissions conversations: the cost of a college degree. By reframing student loans as investments in appreciating assets rather than burdensome debt, admissions counselors can help families understand the true value of higher education and shift the conversation from “Can we afford this?” to “How do we make this work?”
Training Admissions Counselors to Handle Objections: 7 Essential Techniques
Too often, admissions training treats objection handling as a list of rebuttals to memorize. In reality, objections aren’t barriers to overcome but instead are signals to investigate that invite deeper conversations that help counselors become trusted advisors who guide prospects toward the right decision.
Brand Marketing Can Feel Hard to Defend (Here’s Why You Need It Anyway)
Higher ed marketers have to deliver short-term results, but lasting impact comes from a brand that students understand and trust.
Designing for Decisions – What Students Really Want from Your Admissions, Aid, and Academics Pages
Uncover surprising insights that will transform how you approach your .edu Your website is one of your most important recruitment tools. Are you sure it’s delivering what prospective students need most? In this webinar, we’ll reveal findings from our national Top Tasks study of 1,000+ prospective students across student types …
[Research Report] Designing for Decisions: How Prospective Students Rank Academic, Admissions, and Financial Aid Information on University Websites
In this new report from Echo Delta and ADV Market Research, we share findings from a nationwide study of prospective students and how they interact with three of the most critical sections on your site: academics, admissions, and financial aid. Using the Top Tasks methodology, we’ve uncovered what matters most to students across the enrollment journey and where institutions are often out of sync.
Avoiding Dead-End Recruitment Convos — Ask Better Questions, Get Real Answers
In this session, we’ll explore how to move beyond basic questions and uncover the real reasons behind a prospective student’s interest. We’ll use the ‘5 Why’s’ to peel back the layers, to get to the heart of their motivations. And then, we’ll employ the SPIN Selling approach—Situation, Problem, Implication, Need-payoff—to …
Campus Visit Trends: Insights from the 2025 CIVSA Conference with Jeff Kallay
Just back from this year’s Collegiate Information and Visitor Services Association (CIVSA) conference, Jeff Kallay joins the show to share what he heard and what campus visit professionals across the country are really struggling with right now.
The State of the Campus Visit — Dead, Dying or Reviving?
For enrollment leaders and campus visit teams, it’s time to tune in and figure out how to make visits feel relevant and valuable in this new era. We’ll be diving into the current state of campus visits, emerging trends in student behavior, and why old strategies just don’t cut it …