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?”
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.
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.
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 …
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.
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 …
Jarrett Smith explores the essential elements of strategy. Learn how strategy differs from activities like planning, why strategy doesn’t begin with goals, the importance of selective over-performance, and how to recognize a true strategy over something that merely sounds strategic.
Listen to Jaime Hunt, higher ed marketing expert and author of Heart Over Hype, as she explores empathy-driven leadership, psychological safety, and actionable tips to enhance team innovation and performance.
Want to boost your yield this season? Gen X parents are the ultimate decision influencers in college enrollment—but most schools fail to engage them effectively. Here’s how to build trust, communicate clearly, and turn parents into your best enrollment allies.
Discover how to reach students’ top influencers: their parents Parents of today’s college-bound seniors are predominantly Gen X. Research shows they lack trust in institutions—and have been questioning the value and authenticity of higher ed since their youth. But as parents now, they are highly involved in their child’s life. …