Hello, my name is Keith L. Watson.  I am the President and founder of The Admission Coach.  I began my sales career over 30 years ago, and my education career began over 25 years ago.  I bring a wealth of knowledge and experience to the schools I serve.

I know you've heard this over and over again.  Never get tired of hearing this!  It's not only true, it is the single most important factor in determining your success as a admission representative or as an admission team.  Your attitude determines your latitude!  If you are excited about your product and services others will be also. 

We are in the service business.  We help others, families trying to make the right decisions about the next step on the road to success.  The college educational step is a great one, however at times terrifying.  At times you are speaking with someone, or a family trying to achieve a goal of seeing the first family member enter and graduate from college.

Your attitude will have a hugh affect not only on your and your team's success, more importantly the lives of those you serve.

I realize that this will not go down easy with some, however it is a reality.  There are times when the biggest problem or disturbing force within an admission team is it's leader!  In a environment that is as challenging as our, changes of personnel happen often.  So much so, that the leader becomes the highest performing or longest tenured representative.  Neither should be the sole reason for choosing a leader. 

Let's face it, everyone is not built to lead.  This could have a serious effect on the success of your admission team.  Some people are great at what they do, but do not want the responsibility of managing an entire team.  Motivating others, accounting for their actions and monitoring reports just isn't their cup of tea.  Unfortunately, due to high turn over and loyalty some find themselves in the position of leader regreting each day of work.  "The body reacts to the head", if the leader is unhappy the team will be unhappy and underperforming.  Never become a Accidental Leader!

In these challenging times education is something that many look to.  Unfortunately due to the slumping economy money is something that people are not quick to part with.  Knowing this here are some rules to follow:

1.  Don't assume that everyone that you speak with will have problems paying for their education.

2.  Since we know that money is on the tip of everyone's tongue talk about the financial commitment as soon as possible.  By doing this early in your meeting it will allow you to identify obstacles early and you will have time to overcome them upfront.

3.  Don't be affraid to ask for the money.

4.  Be thorough with your presentation to ensure that your client has a full understanding of the process.  Chances are they will need to go home to confer with other decision makers within the family.  During times like these decisions are made more with a whole family agreement than normal.

5.  Last but not least, ensure you invite all decision makers to your initial interview.  This way you can ensure that they receive proper information first hand.