3. STEPS TO SUCCESS
• Know SCRIPT, product and craft
• Talk to Every One
• High Energy
• Identify the demographic
• Genuinely care about people
• Passion and strong belief in Education
• Goal Driven
• Passive-Aggression
• Overcome objections
4. SCRIPT AND ROLE PLAY
• Know the script inside and out
• Practice role play to build confidence and sharpen
skillset
5. HIGH ENERGY
• Keep a smile and stay excited
• Be polite
• Let the rejection –role of your back
• “Some will, some wont and some are waiting”
6. IDENTIFY THE
DEMOGRAPHIC
• The Unemployed, Underemployed and Unhappy
• 18-29
• Working Full-time/Part-time
• May have attended college previously
7. MUST CARE
• Ask questions about their situation
• Are you working
• Where do you work
• Are you satisfied with your present condition
• Plan on retiring there?
• What do see yourself doing?
• How long have you considered working in that field?
8. PASSIVE AGGRESSION
• Lead with care and be sincere
• Do not make the prospect feel like a sale
• Let them know:
• I will only take your information if you are serious about
going to school.
9. GOAL DRIVEN
•1 Lead every 2
hours
•30 hours = 15 leads
•Must be Qualified Leads
10. TALK TO EVERYONE
• “Would you like information on Anthem College”
• Are you in school?
• Yes ……that is awesome
• No…..(this is your opportunity to find out about them)
• Where are you attending?
• Good…..(promote education)
• What are you studying?
• Do you know anyone who needs …………….
11. QUALIFIED LEAD
• Earned and Completed
• High school diploma or GED
• Speaks, Read and Comprehend English
• Must have a valid phone number
• Interested in a campus tour
12. KNOW YOUR PRODUCT
• Anthem College
• Established 1965
• This location provides programs:
• Medical Billing and Coding
• Medical Assisting
• Dental Tech
• Pharmacy Assistant
• X-ray tech
• Basic Machine Operator
• Limited Scope Tech
• Patient Care Tech
• Health Services Admin.
13. KNOW YOUR PRODUCT
• Programs
• Diplomas are 8-11 months – Very fast
• Associate Degrees are 22 months
• Hands on learning
• Jobs placement assistance for graduates
• Ensure their resume is professional
• Assist in preparation for interview
• Schedule the interview with the perspective employer
17. YOU MUST ASK QUESTIONS
• Commit to learning
• Gain understanding
• Clarity
18. BAD LEAD
• Wavering
• Making many excuses
• Creating more and more objections
• Closed minded to education
• “Stinking thinking”
• Their situation works for them
• Has 2 jobs
• Find out- can they live off of one income then convert
the lead
19. SIGNS OF A SERIOUS
PROSPECT
• Determined
• Ready for change
• Committed to the process
• Open to suggestion and recommendation
• Interested in touring- especially on the spot
20. ON THE SPOT TOUR
• Take them to the campus
• Point them in the direction
• Behind the mall
• Brief admissions rep on the talking point made with the
prospect
• Introduce the prospect to the admissions rep
• Follow up with admissions
