Maximizing Your Fall 2020 New Student Enrollment and Retention

My name is Zack Kassebaum. I have built a career in the Online, Adult Studies, Graduate and Professional Studies industry for the past 14 years. I have increased the new student enrollment and retention on 15 different campuses in seven states for both the for-profit, and the non-profit higher education worlds. I understand how our students think and make enrollment decisions. In each situation I brought the same training and development program I am making available to you.

Over the next few weeks, I am offering my Enrollment BootCamp for a ridiculously affordable price. You pay for one of your representatives to attend the BootCamp, all of your other enrollment representatives attend for free. If you enroll one extra student because of the training, you will have paid for the BootCamp  2-3 times over, depending on your average revenue per student. I am trying to eliminate all of the risk for your team and help them make some adjustments that will dramatically impact their overall performance this fall. 

The BootCamp will require the following from you:  

1. 1.5 hours of your enrollment team’s attention, four days a week (Monday to Thursday) for two weeks.  
2. The ability for your team to join me live on Zoom.

This is not “sales training.” We all know that we can sell education to a prospect and they may enroll, but they also will probably drop - and then owe the institution money, which is the opposite of what we do in enrollment. This is soft-skills training. The relational skills that are the difference between good and great, and are rarely focused on in the world of enrollment.  

What your team will receive training on:

1. How Adults make decisions - understanding this will dramatically impact how your Enrollment Reps approach prospects on the phone, in email, through voice messages and in text.
2. How to build trust, credibility and relationships with prospective students so that when they are comparing your program (and they are) with three to eight other very similar programs offered at very similar prices in a very similar manner, they choose your Enrollment Rep to enroll with.
3. How to help the student identify their need to enroll without using emotional manipulation or sales tactics. 
4. How to set appropriate expectations so that the student is not blind-sided in the enrollment cycle, and so that your staff can stop having to chase after prospects and beg them to get their supplemental documentation done on time.  
5. How to identify the “Right, Ready Student” to enroll. Not everyone is right to enroll for your institution. Some are right, but they aren’t ready to actually go to school. 
6. Overcoming objections. Sounds like sales training. It isn’t. This is about problem solving. Your enrollment team will understand that when a prospect has an objection, the objection is an indicator that they actually want to go to school, they just don’t know how to handle a perceived obstacle. I’ll show them how to identify the obstacle and how to solve the problem in a helpful way, not a combative or salesly way. 
7. We will talk about how to help a prospect understand and feel the urgency they already have to enroll and how to gain commitment to enrolling with your Enrollment Rep in a way recognized as helpful by the student.  
8. I am going to show them the principles of effective voicemails where the prospect actually listens all the way through. 
9. I will also show your most un-salesy rep how to get referrals from students you want referrals from (there are some you DON’T want to get referrals from) so that lead flow doesn’t have to be a barrier to any rep on your team ever again. 

The BootCamp will be delivered virtually, and in a live cohort format with each cohort consisting of 10 to 15 reps. It doesn’t matter if your enrollment team consists of one Enrollment Representative, or eight. The cohorts will have several different enrollment teams involved to have as close to 15 participants in each cohort as possible. Several different enrollment teams will be in each cohort, which is great. We can all relate to similar experiences, and I teach principles, not scripts. No matter the program or workflow, if your team enrolls online, adults or non-traditional students, the format will fit and the principles will apply. We will not be discussing institutional strategies. Only our students, my strategies and principles will be discussed.  

It’s one price for your enrollment team. Just a flat rate, and a rate low enough for the smallest of enrollment teams to be able to afford and get a great ROI. 

Learn more about me at www.zackkassebaum.com and reach out to me either here on LinkedIn, or by phone, text or email - all available on my website. 

Let’s talk. You have a fresh budget as of July 1. Fall is coming and now is the time to make a few tweaks so you can blow this fall out of the water!

Rock ENROLL!!!