The Admission Counselor's Guide to Achieving Recruiting Goals



The Admission Counselor's Guide to Achieving Recruiting Goals

2021 Session

July 12, 2021 through September 30, 2021

7 high-impact learning modules

Over 30 hours of instruction

Virtual group sesssion combined with online asynchronous learning

Built with a focus on practical skills by enrollment experts

Certificate of Completion

The cost is $1250 per institution. One low cost permits you to register up to 10 attendees per institution. For more than 10, just simply register a second or third time, pay the additional fee, and we will merge your orders.

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Course Format

In-person kick-off meeting (online)

Seven asynchronous online modules available in enrollmentFUEL's online learning management system

Flipped classroom course training materials and videos available for download by participants

Mid-cycle in-person course content presentation

Follow-up online group discussion sessions

Last session in-person meeting with prizes to recognize high-achieving participants

Certificate of Completion

Course Sessions

These sessions provide participants access to approximately 7 hours of in-person and 23 hours of online learning content. Content and the curriculum were designed to supplement institutional-specific training about internal systems and procedures.

Session 1:

History of Enrollment Management and the Admission Cycle (Part of this session is Virtual Zoom In-Person)

In this session, participants learn about the various iterations of enrollment from admissions, recruitment, enrollment management, and strategic enrollment management (SEM). We will focus on the differences and expectations of counselors in each model. Additionally, learners will complete training with an understanding of the annual admission

Session 2:

Territory Management, Closing the Sale and the Funnel

This module focuses on how counselors manage their territory and how it differs from what happens in operations. We discuss the Admission Counselor's friend, the CRM, and focus on sales (yes, admission is sales) along with the various modalities and best approaches for closing the sale. Finally, we review the admission funnel. We discuss what happens at each stage and how the division of labor works in an admission office to meet net tuition revenue goals.

Session 3:

Meeting your Goal – Planning, People, and Service (This session is Virtual Zoom In-Person)

Get ready to meet your goal—the exciting culmination of the cycle and how you prove your success as a counselor. Get insight into how different territories are set. Learn strategies to navigate your territory with a focus on planning and executing your personal strategy. Learn new ways to build relationships and engage people, and how to provide exceptional customer service. Lastly, we will discuss your title—"admission counselor," what that means, and how you successfully fulfill your role requirements.

Session 4:

Admissions – Attracting, Admitting, and Enrolling

This is the meat and potatoes of admissions. How are students attracted to the institution, and what factors are most salient in a student's decision to attend college? We will learn about tactics such as Student Search, geodemography, predictive modeling, and digital recruiting strategies. Also, we will review the various types of admission and all the "pieces" required to get a student to matriculate.

Session 5

Understanding Financial Aid Basics – The Application Process, Student Eligibility, and Awarding

This engaging session helps you prepare for financial aid discussions, an integral part of your counseling work with applicants. We will review the federal guidelines for applying, financial aid award letters, the various aid elements that comprise them, and how discount rates impact the enrollment process.

Session 6

Understanding the Competitive Playing Field: The Role of Marketing and Recruitment in Building a Class

How does your college stand out?  What makes it different?  Do you know how to talk about your value proposition or your feature/benefit statements?  In this session, you will learn the best tactics to be an exceptional recruiter and admission counselor. You also learn how the marketing team impacts enrollment and the various ways they augment the work you do.

Session 7

The Demographic Cliff—A Look into the Future of Enrollment (This session is Virtual Zoom In-Person)

While this sounds ominous, don't worry. We review the trajectory of national trends expected to affect the demography of enrollment. While it is predicted there will be fewer students to recruit for classes in the future, there are important strategies to consider. If you are pursuing a career in the field, this will be an essential strategy session for you. 

Frequently Asked Questions

Below are the answers to some frequently asked questions. If you have any additional questions please do not hesitate to contact us and we will be glad to answer them for you.

The registration cost of $1,250.00 permits up to 10 Admission Counselors to attend from a single institution (defined as an individual college or university) to attend the training. For more than 10, just simply register a second or third time, pay the additional fee, and we will merge your orders.

Go to

Registration is by institution, and you can pay online. During registration, you will be asked for a list of attendees, including their names and emails.

Yes, as long as we receive the name before June 30, 2021. Send an email to Yanery Rodriguez at Let us know the name and email of the person you would like to add to your training roster.

The course curriculum was developed by Jacquelyn D. Elliott, Ed.D., Lisa Branson, M.Ed., and the enrollmentFUEL team. In-person sessions will be led by Dr. Elliott and others on the enrollmentFUEL staff. The online portion is self-guided, with quizzes to determine if the information has been mastered.

Not at this time, but all participants who complete the course will receive a certificate of completion.

Yes, all sessions must be completed by September 30, 2021, to receive the certificate of completion, which will be mailed to your supervisor. The sessions will close at that time, but content can still be accessed through February 25, 2022. After that date, learners will no longer have access to the content, as FUEL will be updating it for the next cycle.