Think of yourself as a military general training your troops in the important art of hand-to-hand combat and survival.
Do you want to have your people trying to figure out how to fight while they’re on the battlefield?
Or do you want to role-play the heck out of them so that when they get into battle, they are skilled and prepared?
Your recruiting service may employ multiple scouts or maybe you’re a one man army.
It’s critical to develop the all-important presentation to parents that must be pinpoint in its accuracy, accurate in it’s delivering, and with no hesitation or mistakes whatsoever. This is what you’re trying to accomplish.
Most scouts and recruiting services have very little training on the fine art of presentation delivery.
Your training may be simple, very basic with not much in great detail or attention to the finer details of the process.
This is where many college scouts struggle in signing up parents of high school student-athletes, the presentation just doesn’t work.
- Practice your presentation daily.
- Record your presentation on audio and listen daily.
- Record a video of your presentation to be reviewed.
- Role-play your presentation with others.
- Role-play your presentation in a group setting.
- Put your scouts on the spot and have them role-play their presentations.
- Continue to practice your role-play to memorization.
The frustration can be seen daily on your face; your recruiting service is not signing them up on a regular basis that you hoped for.
Unable to attract growth without the steady cash flow oftentimes is why many great intended recruiting services go out of business.
Your scouts have to be on the same page and, if they’re not, you’re reading from the wrong book. Time to get a new one.
Every week with all of your scouts as a group, as a team, or individually review the entire presentation from beginning to end to the point where it’s memorized.
It’s not enough to just review the presentation or the questions for a few weeks and then let your team loose like a bunch of caged lions.
Role-play the presentation from beginning to end. It’s the development and the consistency among the team you’re trying to accomplish.
You’re writing a new chapter with lots of pages of content that must be consumed and memorized.
Videotape your presentation to ensure consistency and accuracy to accomplish the look and feel when standing in front of a parent which is very critical, to say the least.
Audio record your presentation to achieve the same effect as videotape.
This will allow the opportunity to review your presentation instead of wasting time watching hours of a television program that will not put money in your pocket.
Make it fun by offering challenging quizzes, tests with grades given, and have make-up tests that are required if failure happens.
Your team will appreciate the challenge and accept the responsibility. They’ll be excited with improvement.
Your team must accept responsibility of improvement and if it’s unfavorable, then fire them.
If they’re unwilling to improve and there’s no improvement in them whatsoever, weeks have passed, months have accumulated and still there’s no improvement then you’ve got to fire them or they will sink your ship.
Wasted time hurts business. Wasted time on talent can sink your business into a bottomless pit that you may not recover from.
If someone is unwilling to accept challenges or to adapt you cannot keep that person. You must replace and you must move on.
Understand, if you can’t get five people to do it there’s no way 25 will listen either.
Consistency is the formula for success without it, it’s just a bunch of nonsense rolling around in your head.
Changing and adapting to new ideas is always difficult.
The implementation of your program to develop your team of scouts must be ongoing with learning and consistency.
Stick-to-itiveness, is a real word by the way, It means perseverance, it means persistence.
You’ve got to be hardcore, mad dog aggressive and persistent with your team of scouts in developing the change you seek for the team.
You’re no different than a coach who’s implementing a system. If your team is not on the same page with you, struggle will happen and winning will be inconsistent. You’re the coach of this team, coach them up!
The breaking of bad habits comes down to repetition of change and accepting new ideas.
Staying focused without distraction is hard for the uncommitted who are used to doing it their way. Obviously, it’s the wrong way.
Showing them how is the best way to get the skeptical and the uncommitted to change their point of view and their outlook, breaking bad habits that will doom their success and yours as well.
Have a discussion individually or in a group setting with the members of your team, review problem areas, concerns, struggles, obstacles, and the frustrations they are routinely faced with in the sometimes uphill climb when dealing with the parents of student-athletes.
Your job as the leader of the team is to come up with the solutions, talk about it individually.
While in the group setting, put your points on paper to be reviewed and discussed on a regular basis to ensure consistency and to ensure you’re on the same page.
- Schedule regular meetings.
- Take notes at the meeting.
- Videotape the meeting if possible.
- Audio record the meeting if possible.
- Meet at a neutral place.
Monitor role-play, correct problems, deal with concerns, limit mistakes that sometimes can’t be avoided.
Minimize to maximize full potential. The moment of truth has arrived again in the form of a role-play scenario with the members of your team.
We have discussed the importance of role-play. Let’s be clear: It shouldn’t be something that is done once or twice and then you forget about it forever, never doing it again.
We’re talking about role-play the entire presentation with one of the scouts on your team. Act in the role of the parent and the other in the role of the college scout, going through the entire presentation process from beginning to end.
Take your role-play scenario extremely serious on exactly what your scouts say and do during the practice session. This is most critical.
How you practice is how you will perform in the presentation. Poor practice habits will result in taking shortcuts, being lazy, taking the parents for granted, making mistakes and, most importantly, losing business rapidly.
The role-play should be an opportunity to correct mistakes. Focus on areas of concern, maybe problem areas not to embarrass, humiliate, belittle, but as a way to get better to improve.
Critical is an understatement when it comes to the importance of role-playing your entire presentation from beginning to end.
Your presentation should consist of 10 to 15 strong questions directed towards the parents of student-athletes.
Your goal with the parents is to get feedback and to obtain information.
You will unlock the truth from the parents with strong questions. The parents will be comfortable giving you long answers with amazing information.
The second part of your presentation is to explain how your recruiting service works and what you will do for the parent and their student-athlete.
What they are going to get for their money is a need-to-know from the parents on how the process will work.
By this time you have the parents’ full attention and it’s largely based on the strong questions you’ve asked.
The third part of the presentation is you want to be clear that the parents understood what you’re talking about.
You can ask the parents, ‘how does everything sound to you so far?”
Normally the parents would give you a generic answer, “Everything sounds good.”
The parents are waiting for the price, wondering how much it’s going to cost them so their response is often generic, to say the least.
Remember, stay in control of your presentation, don’t let the parent push you around by asking you how much it costs before you’re ready to tell them.
Inexperienced scouts will make critical mistakes telling the parents the price at the beginning, somewhere in the middle, somewhere along the way. This is a huge mistake.
Giving the price information early in the presentation will make you lose them.
Their ears will be clogged with the price, they no longer hear you, their focus has been lost, they are distracted. Anything you say to them they wont hear it, they’re no longer interested, and you have lost them forever.
It’s best to give a full detailed presentation first to get the parents excited and to get them talking and warmed up to you in this critical process before price is ever is mentioned.
The fourth part of the presentation should be the price. This Is the moment of truth and this is where many scouts screw up.
Unfortunately, some scouts are nervous, hesitant, insecure, or embarrassed when it comes to telling the parents how much all of this is going to cost. This is a gigantic mistake!
If the parent senses any weakness, embarrassment, insecurity, doubt, lack of confidence, or anything that shows hesitation, they will begin to feel uneasy, nervous, extremely nervous, very nervous, anxious.
They will sense that you have doubts, that you’re not strong about your company and you’re not strong in what you do. This is a humongous mistake!
With confidence, a straight face, and by the power of your voice tell the parent exactly how much it cost.
For Example: “We have a one-time fee of $2,000. What can we do to get this process moving forward today?”
You were short, to the point, confident, and strong in your beliefs that your recruiting service can get the job done. That’s exactly the kind of image you want to portray to the parents.
After you have told the parents the price do not say another word, wait for the parents’ response.
Moments of silence is an eternity. It will force the parents to give you an answer.
Normally the parent at this point wants to think it over because they’re not sure. It’s important that you have rebuttals memorized, that you can use in a split second.
That’s why I talk so much about practicing. You need to be at the ready on a moment’s notice. Don’t take anything for granted.
Monitor the role-play, understand the various scenarios your team of scouts will consistently face from parents.
Leave nothing to chance. What would you do in various situations in the presentation process with the parents?
The parents have a lot of questions, concerns, issues, fears, worries, anxieties, frustrations, and anger towards the recruiting process and, of course, a level of anxiety and stress talking to you.
You must be skilled in order to deal with every scenario and combat every issue. Be at the ready. Practice is important so continue to critique and monitor your success towards advancement.
I hope this blog post was helpful. I wanted to shed light on the importance of role-playing your presentation to parents.
Success or failure in this business is measured by the number of student-athletes you sign up and place in college.
Placing them in college is critical, but if you have no one to place you’re going to struggle.
It’s extremely important that your team remains on the same page, understanding what to say, and what to do all the time. You can never take it for granted.
No shortcuts whatsoever in role-play of the presentation.
Practice the presentation, critiquing and monitoring must be on-going to achieve success.
I read a lot of books and one of my favorites is, Think and Grow Rich by Napoleon Hill. There’s a section in the chapter 7 called Organize Planning, page 135, section C: “Arrange to meet with the members of your Mastermind group at least twice a week, and more often if possible, until you have jointly perfected the necessary plan or plans for the accumulation of money.”
This chapter is amazing in understanding the development of your team.
Getting together and developing your own recruiting service is not a bad idea. Your intentions are great. We need more recruiting services in my opinion.
You have all the intangibles, but you’re missing the main ingredient which is developing a strong presentation process.
Without it you will struggle and may end up out of business without understanding why.
Continued success! Continue to develop and look for ways to improve as a team.