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“You never get a second chance to make a good first impression.” These are words well spoken. It is very common for most people to "draw a conclusion" about someone or something simply based on what they saw or heard first.

First impressions play a major role in most of our decisions and oftentimes are what we remember the most!  When was the last time you went somewhere (e.g., a restaurant), and no one acknowledged you for 20 minutes? Did that bother you? Did you tell anyone about it? It’s not a stretch to imagine that everyone has had numerous experiences along these lines which is why it is so critical for us to start with first impressions.

Whoever talks to the student first is creating that first impression. For a ground campus appointment, the first impression will probably be made in the lobby by the receptionist. The receptionist should greet the prospective student using their name and ask them to fill out a short questionnaire. This gives you a few moments to do what we call "pre-contact planning." You will want to review your notes to ensure that you have a good understanding of what the that which prospective student has shared with you on the phone. These notes would include their present situation and the reasons for which they are looking to make a change.  

In every interview, "value must exceed cost" for an enrollment to take place. Successful enrollment requires us to know the importance of every step in the interviewing process and the order that must be followed. 


What’s included:

  • Greetings that Establish Immediate Rapport
  • Selling is Not Telling
  • Control your Environment and Discuss Obstacles
  • Students Who Enroll & Do Not Start
  • The 10-Step Interview Outline


  • 1

    The Interview that Applies

    • Navigating the Module

    • Pre-Learning Survey

    • Introduction & Learning Objectives

  • 2

    Setting the Stage

    • First Impressions

    • Quiz #1

  • 3

    The 10 Step Interview Outline

    • Step 1: Opening Statement

    • Opening Statement

    • Step 2: Probing

    • Steps 3-4: Summarize & School Information

    • Step 5: The Assessment

    • Steps 6-7: Career Information & The Tour

    • Steps 8-9: Investment in Education & FA

    • A Financial Plan for Everyone

    • Step 10: Close & Application

    • Source Interview Outline

    • Top 10 Reasons Students Don't Start

    • Critique Your Interview

  • 4

    Final Thoughts

    • Quiz #2

    • Begin with the End in Mind

    • Post-Learning Survey

Trusted by some awesome clients

I have known Nancy Rogers & Paul Gordon since 1994. They came in and revamped our admissions process resulting in over a 20% increase in starts. 

I highly recommend Source for Training for any college looking to boost starts. 


"over a 20% increase in starts"

Whether you're an Admissions Manager or Admissions Representative, these courses will revamp your way of thinking & inspire you to become more! 

The Source for Training shows how attitude, compassion & value can take you to new levels in your career. Built from Nancy & Paul's experience, I found the content very practical. 

The modules will leave you excited for what you do with proven skills that can change your career forever! As the higher education industry continues to change, Source for Training is leading the way with their expertise & true passion for what they do! 


"I found the content very practical"

I started my career as an Admissions Representative over 27 years ago & was fortunate early in my career to be trained by Nancy Rogers. Nancy's timeless and practical approach to admissions covers all aspects of the admissions funnel. 

Her surgical & strategic methods to admissions & marketing are timeless & well-tested. These methods are not only for new Representatives but for any person, department or school group looking to gain a critical advantage & help people become better through education. 


"a timeless & practical approach"



Each student is required to complete all chapters and lessons within the module and score a minimum of 80% on quizzes. Once done, students will become Source Certified and earn a Certificate of Recognition which is downloadable directly from the module.

Students will have access to their course for two calendar weeks from the date of enrollment. If a week passes without activity, an automatic reminder will be emailed to you. It typically takes less than one hour to complete.

No. Each lesson/chapter must be completed in succession in order to move on to the next. This is primarily because the information and concepts are tiered for optimal learning and comprehension.