Your counselors should feel prepared, not pressured
Could your team benefit from training?
Most admissions counselors are hired for their energy, empathy, and a genuine desire to help students find their path. What they usually don’t have is a background in consultative sales—which is exactly what the job demands.
Helping a student choose a college isn’t just about answering questions and giving campus tours. It’s about guiding them, and often their entire family, through one of the biggest emotional and financial decisions they’ll ever make.
That’s where this training comes in. Designed specifically for new and growing admissions professionals, we’ll give your team the tools, structure, and confidence they need to succeed by breaking down the art of consultative selling into clear, actionable steps.
Whether they’re just starting out or ready to level up, this training helps admissions teams connect with students in a way that feels personal, not pushy—and ultimately, helps more students say “yes” to your institution.
Presented By
Admissions sales training by people who have lived it
Jeff Kallay
Senior VP of Enrollment Consulting
A nationally respected authority on campus visit experiences and student recruitment, Jeff helps institutions meet their enrollment goals while also forging strong connections with best-fit students and families.
Chris Lewis
Higher Education Consultant
With 20+ years of experience in sales and marketing, Chris builds strong relationships through expertise of enrollment management, sales training, team building, and campaign management.
Emily Smith
Higher Education Consultant
Emily has supported more than 500 higher ed institutions nationwide as they tackle tech challenges. She’s an expert at mastering CRMs, understanding analytics, and turning insight into impact.
What Your Team Will Learn
9 practical, high-impact modules to build confidence, sharpen skills, and succeed in admissions
On-demand, video-based lessons
Module quizzes to test retention
One-year access for entire team
Module 1
Your Industry with Jeff Kallay
Get confident talking about higher ed. Learn what’s trending, what’s not, and how to position your school in a competitive market.
Module 2
Your Audience with Jeff Kallay
Know who you’re talking to. Understand generational behaviors and how to connect with students and their families.
Module 3
Understanding Your Institution with Chris Lewis
Match what students want with what your school does best. Learn how to highlight specific programs, outcomes, and campus strengths.
Module 4
Effective Communication and Active Listening with Chris Lewis
Build real connections. Use MAP (Meaningful, Authentic, Purposeful) conversations to become a trusted advisor for families.
Module 5
Handling Objections and Addressing Concerns with Chris Lewis
Don’t fear tough questions, use them to build trust. Learn to reframe concerns and respond with clarity and confidence.
Module 6
Difficult Conversations with Emily Smith
Stay cool under pressure. Learn tools to manage your stress and navigate conflict with students, parents, or teammates.
Module 7
Your Competitive Position with Emily Smith
Stand out from the crowd. Use student data and market trends to differentiate your school and prove it’s a top choice.
Module 8
Cost vs. Value in Higher Education with Emily Smith
Talk about money with confidence. Highlight affordability with cost-conscious families, connect tuition to outcomes, and tell a strong ROI story.
Module 9
Mastering Your Data and Tech with Emily Smith
Get the most from your CRM. Track outreach, manage your pipeline, and use tech to work smarter, not harder.
Our Graduates
Join these schools to level up your admissions team
Engaging in Echo Delta’s Admissions Sales Training & Coaching program has been truly enlightening for our admissions team. Emphasizing ethics in recruitment and the effective use of technology has not only brought our strategies in line with our institution’s core values but has also distinguished us in a competitive arena.
John Robinson
Vice President of Enrollment Management Webber International University
On-Campus Team Workshops:
Recap and reinforcement
Review key takeaways from the digital training to solidify foundational concepts and prepare for live application
Structured role-playing exercises
Simulate real-world admissions conversations to build muscle memory and improve team response under pressure
Small group coaching
Rotate through breakout groups for skill drills and real-time coaching, receiving feedback to sharpen delivery and technique
Virtual One-on-One Coaching:
Individual sessions with Chris Lewis
Attend individual meetings that coach your counselors and recruiters on sales-relationship building
Customized coaching plans
Get focused feedback that fits your team, so your new and seasoned counselors each get the attention they need
Practical application
Help your admissions team turn training into standard practice, build better habits, and apply them across every part of the recruitment process
FAQs
What’s the process to get started?
We start with a brief call to understand your needs and answer any questions. If our training is a good fit, we’ll send you a proposal. Once it’s approved, we’ll collect a list of team members who need access and send invites to each member. Your team can get up and running in as little as 2-3 business days.
How many seats do I get per account?
Unlimited! Each account comes with unlimited seats so you can enroll your whole admissions team and adjust if seats change throughout the year.
How long does it take to complete?
The entire course can be completed in a day, but some teams choose to work through modules at a slower pace.
Want to Learn More?
Get Started
Our team will guide you through the process so you can gain quick access to the course for your whole team.