OVERVIEW:

Longmire and Company’s Interactive Training Workshops for counselors and admissions staff is specifically designed to improve the performance of counselors and staff in areas such as effective communication with students and parents, applying creative entrepreneurship to their jobs, validating past and planned actions against outcomes, and discovering and leveraging the motivations of prospective students in college selection. 

WHO SHOULD ATTEND:

 Admission Directors and Counselors. This workshop is equally valuable to both new and seasoned directors and counselors.

WHAT YOU WILL LEARN:

• How to have richer, more productive conversations with prospective students and parents 
• How to adopt an entrepreneurial approach to your job
• How students and parents arrive at their final college selection decision
• How to hold yourself and others accountable in meeting desired goals
• How to role-play and practice what you've learned long after this workshop

AGENDA:

Opening comments and introductions 8:30 –8:45 a.m.

The "State of the Market" 8:45 – 9:15 a.m.

Findings from Longmire and Company recent market studies on the value proposition, the excitement factor, relationship building, communication methods and messaging, and parental influence on college selection.

Align Your Actions  9:15-9:45 a.m.

Review of the iceberg model as foundational to rich and productive conversations. It explains how college selection (behavior) is influenced by underlying attitudes, assumptions and conditioning.

Motivation 9:45 -10:00 a.m.

Understanding external vs. internal motivation and how it plays into a student’s college selection decision. How to uncover and respond to the motivations of prospective students.

Break 10:00 – 10:15 a.m.

Why Your College? 10:15 - 11:00 a.m.

A comprehensive discussion of the attributes and unique value propositions that you communicate to prospective students. Are your attributes truly unique? Does the student really see them as being valuable?

How Pre-Enrollment Customer Service Impacts Enrollment 11:00 - 11:30 a.m.

Concepts and practical actions to enhance your service to prospective students and parents. How to differentiate your college by proven customer service improvements.

Validating Your Decisions 11:30 - 12:00 p.m.

How to identify what needs to be fixed, changed or improved at your college to more effectively recruit prospective students. Understanding your role in facilitating change.

Lunch 12:00 - 1:15 p.m.

Build Your Business  1:15 - 1:45 p.m.

Methods for applying entrepreneurial thinking to meet your short and long-term goals.

The Model of Communication 1:45 – 2:45 p.m.

Detailed instruction on four main elements of a highly effective communications model, including:

Probing

Discussion of three questioning types: Closed-end, open-end, and open-minded. Adopting a “Fill-The-Bucket” approach to gather crucial information that will impact the student’s college selection.

Supporting

How to use 3rd party validation, 3rd party specific validation. Presentation of features and benefits after completion of initial probing.

Handling Objections

Strategies for handling objections: How to uncover root causes; questioning techniques; handling concerns and objections; presenting value.

Closing

Confirmation of accepted benefits. Using mini-closes throughout a conversation. Proposing next steps. Testing agreement for next steps and gaining commitment.

Break 2:45 – 3:00 p.m.

Role Play 3:00 – 4:15 p.m.

Breakout groups to practice the techniques used in the Model of Communication for probing student needs and preferences, and presenting the value of the institution in perfect alignment with those needs and preferences.

End-of-Day Closing Thoughts and Questions  4:15 – 4:30 p.m.

INSTRUCTOR(S):

Bob Longmire
President, Longmire and Company

Event Cancellation Policy: (1) No refunds will be issued; substitutions will be allowed. (2) To change or cancel your registration, call (800) 504-2946, Monday through Friday, 8:30 a.m. to 5:00 p.m. CT. (3) If an event is cancelled for any reason, Longmire and Company is not responsible for any charges related to travel.