Win The Day
How will your day begin as a college scout? Some scouts have no clue.
They’re winging it day by day, week by week. They’re making it up as they go along. You are developing a recipe for disaster without a plan to win the day.
What are the top five to seven things you need to get done to win the day?
Have you practiced and are you prepared to deliver an outstanding presentation to the parents of a high school student–athlete in order to win the day?
The success and the failure of scouts can be directly related to their preparation.
As you know, lack of preparation will bring you struggle. Proper preparation mean you will have a greater success to succeed long-term.
“If you put in the work and you don’t give in to defeat and failure, results will find you.”
Powerful Suggestions To Win The Day
Exercise: I think it’s very important to develop an exercise program. If you are in top condition you will be able to focus clearly. Exercise will give you the energy to get through extremely long days. Maybe you have a full-time job and you’re a college scout part-time. You might put in 12 to 15 hours a day. Exercise is going to give you the strength and the energy to succeed. You will be able to think more clearly to be able to come up with ideas that you never knew you could dream of. The right exercise program could help you succeed to greater heights. You may only need one hour, three to four days a week which could be the difference between winning and losing.
Meditate: There’s a lot of information on the Internet and many books on Amazon related to meditation. Doing 20 to 30 minutes a day of meditation can help clear your mind and get you to focus more intensely on the job at hand. Being a college scout is not a nine-to-five job where you punch a clock. You have to be a self-starter to be a successful scout. Meditation could help clear your mind and get you to focus more. It can help you strengthen your confidence, eliminate any fears in your role as a college scout. Many college scouts fail because they have the fear of the unknown. It’s something to look into and something to think about. Meditation may be for you or may not, but think about it.
Reading Your Goals: I think goals are one of the most critical components of being a college scout and running a recruiting service. Whether you are a scout or you work for a recruiting service whatever your role may be, it’s critical to have goals. Your goals should always be in writing. If your goals are not written down on paper it’s not a goal, it’s a wish. You want to read them out loud three times a day. Once in the morning. Once in the afternoon, and one more time before you go to bed at night. Your subconscious mind is always working whether you are awake or asleep. Those goals are going to be working in your thoughts 24 hours a day, 7 days a week, Non-Stop. You will be surprised of the achievements you conquer in the pursuit of your goals.
“Success is going from failure to failure without losing enthusiasm.”
To–Do List: Your to-do list is more about time management than anything else. We all waste a great deal of time every single day on things that are not helping us achieve our goals. We are wasting too much time on small mundane details. Time is important. There’s only so much time in a day or in a week and you want to take advantage of every single minute. Your to-do list should be the five or six things you need to get done every day.
- Post on social media three times today.
- Make 5 follow-up phone calls today.
- Call 5 new parents today.
- Send out 5 text messages to parents today.
- Network with three club coaches today.
Final Thoughts On To-Do List: You don’t want a to–do list that has 10 or 15 things on it because you won’t get all of that done in a day. Then you’ve just wasted more time. You also may want to think about how much time it is going to take to complete each task on your to-do list. Remember, your to-do list is more about time management, getting things done that day that are the most important. You want to stay on point, stay focused, and you want to stay at the ready. You want to get things done every day in order to have a great, prosperous, and productive week.
Practice: You have to practice. You cannot get around it. You have to put in the work. For those who don’t dedicate themselves to developing their skills as a scout I guarantee that you will fail. Set aside a certain amount of time each day to practice. Turn the TV off for an hour. Go off somewhere to a quiet place where you can focus and not be interrupted. Lay out all of your notes and begin to study and practice to perfect your skills and talents as a college Scout.
Questions. Lay out your top 10 questions you want to ask parents. You may want to have another 5 to 10 more questions on top of that. What you’re doing is practicing what you want to ask the parents. Get to the point where the questions you want to ask or memorized. The less you need to look at your notes, the more professional you’re going to look in the eyes of the parents.
Presentation. Your presentation is basically explaining to the parent how the recruiting service works and what they’re going to get for their money. You should practice this every day and get to the point where you have it memorized. If you are able to flawlessly present your presentation you’re going to sound as if you’ve done this a million times, sound professional, and have complete confidence in your services. Keep in mind that the parents are already skeptical about the recruiting process. If you come off as a true professional you increase the rate of success in signing up parents.
The Price. You’ve asked questions, you delivered your presentation, and now the moment of truth: you’re going to tell the parents how much it costs. This is where a lot of scouts screw up. A lot of scouts are scared to ask parents for money. When the scout is talking about price they want to put extra words on it or say too much about the price. I believe it’s unnecessary and you will screw up the process. Here is how you should talk about the price.
“ It’s a one-time fee of $1,000!”
Very simple very basic and to the point. Once you tell the parents the price don’t say anything extra.
- “It’s a one-time fee of $1,000, but we may be able to work with you on the price.”
- “It’s a one-time fee of $1,000. We know that’s kind of pricey, but a lot of families sign up with us anyway.”
- “It’s a one-time fee of $1,000. That might sound like a lot, but really it’s not.”
Those are examples of mistakes a lot of scouts make.
The scouts are adding extra words to the price and when you do that, you’re sending a direct message to the parents that you have doubts about your recruiting service.
You’re sending a terrible message to already stressed and confused parents.
Don’t do it! Don’t add extra words. Say the price and end it.
The Closing Question
You have quoted the price to the parent. Two or three seconds after your quote you go directly to your closing question.
- We have a one-time fee of $1,000, (Closing Question) What can we do to get this process moving for you today? (Be silent after the closing question and wait for their response.)
- We have a one-time fee of $1,000. (Closing Question) This is a great opportunity for Chris! Let’s go ahead and move forward with this process today. (Be silent after the closing question and wait for their response.)
- We have a one-time fee of $1,000. (Closing Question) Chris is an outstanding athlete. Let’s go ahead and get the exposure for your son today.
(Be silent after the closing question and wait for their response.)
Final Thoughts On The Closing Question: Those were just three examples of closing questions. Come up with your own that suits your personality and your style of speech. What’s important to understand is you want to get right to the point and you want them to sign up with you today. Whether you’re face to face with a parent or you’re talking with them over the phone, when you deliver that closing question you always, always, always want to be silent and wait for their response. Two to three seconds of silence in person or over the phone is a long time. The parents will be forced to give you an answer.
Rehearsal: There’s always some kind of preseason in every sport. There’s preseason in football, spring training in baseball, there’s always some kind of warm-up prior to a season. In this situation you also want to have a rehearsal. You can do this once a week by rehearsing your entire presentation from beginning to end. Or you can video tape the rehearsal of your presentation. Why not record it on a digital recorder? You can take the video or the audio of your rehearsal and study it to find out what areas are weak and what areas need improvement.
Final Thoughts; Every day you want to have a purpose as a college scout. Those who make it up as they go along with no real direction from one moment to the next will fail.
If there’s something negative to be said about recruiting services, unfortunately all recruiting services get lumped into the same category.
Your objective is to win the day. Your goal is to get better with consistently signing up student-athletes and if you’re doing that then guess what? You are making money.
Money in this business is power.
The power will give you the ability to grow your business. You’ll be able to advertise. You will be able to buy more equipment such as computers and software to help grow and promote your business.
You’re trying to win every single day. You’re trying to get better every single day. There’s a lot of student-athletes in your city right now who needs your help. If you do this job the right way you will have success that will last forever.
The bottom line is Win The Day!