Finding Out What (and Who) They've Crossed OFF Their List

When you're asking prospects questions, here's one way to approach it

As you start getting better responses, and engaging your prospects in deeper conversations as we head into the fall, let me suggest a strategy that only a handful of college coaches end up implementing:

Ask your prospect what, and who, they’ve crossed off their list.

In other words, ask them what they don’t want. Ask them what kind of college is wrong for…