The document outlines the responsibilities of a new territory manager, including building and sustaining relationships with high school counselors, students, parents, and alumni. It emphasizes effective communication, taking detailed notes, learning the goals and divisions of the territory, and engaging in events like college fairs and receptions to recruit students. The manager is advised to be proactive, empathetic, and responsive in working with all stakeholders.

1. Territory Management
The Responsibilities of the New
Person

2. DISCLAIMER:
TIME AND BUDGETS MAY VARY!

3. Building and Sustaining Relationships
• High School Counselors
• Students
• Parents
• Alumni

4. High School Counselors
• Utilizing high school visits
• Understanding varying roles
• Setting expectations
• Counselor newsletters
• Frequent status updates
• Invitations to campus- fly-ins, dinners,
breakfasts

5. Students
• Be proactive, flexible and persistent in your
methodology
• Have empathy
• Keep detailed notes
• Encourage relationships by remembering
details

6. Parents
• Prepare yourself for a wide range of positive
and negative experiences
• Provide detailed, realistic expectations
• Present yourself as a guide and not a
salesperson
• Empathy
• Phone calls

7. Alumni
• Work with your institution’s alumni relations
office
• Network and educate by inviting to college
fairs, on-campus events and yield events,
“coffee dates” and dinner
• Get them in touch with current students and
parents.

8. Communication
• Emails (students/counselors)
• Phone calls (parents/counselors)
• Ensure that every piece of communication is somehow
documented.
• Correctly and promptly respond
• Postcards, thank-you’s, birthday notes etc.
• Communicate through the funnel, especially during
melt season
• Engaging students and families is key

9. Notes
• Notes make the difference between a good counselor
and a great counselor
• Make notes on inquiry cards and remember to follow
up with them.
• Detailed conversation notes
• When speaking with students or their families, don’t
forget to note what is important to them and anything
that can make their name recognizable.
• “Rockstar” lists

10. Learn your territory
• What are goals?
• How is it divided?
• Travel smart: Where are students coming from?
Which counselors are supportive? OACAC and
non-OACAC fairs.
• It’s easier to build on something that already
exists than to start from scratch.
• Familiarize yourself with the area, more than just
the geography.

11. Events
• Receptions
– Inquiry, yield and “send-offs”
– Plan early
• College-fairs
• Interviews
• Learn what’s best for each territory

12. Parting Words
- Effective engagement
- Detailed notes
- Smart travel
GOOD LUCK