One respected recruiting expert says the biggest problem that most coaches fail to overcome these days is something they are not doing.

"Most coaches don't do a good job of differentiating themselves from other programs," says Rodger Motiska of DJS Design, the premier college sports architecture firms in the U.S.

Here's what he means:

• Most coaches aim to get even with the "other guys".  They are so focused on the "we have that too" and "we're just like they are" speeches, they achieve their goal and end up the same.  The problem is, "same" is not a good thing when it comes to your recruits. 
• Most coaches don't pay attention to what's surrounding their prospects.  The environment that your recruit experiences when they visit your campus will go a long way towards determine the lasting impression you create for them.
• Most coaches don't plan their program's recruiting experience.  Programs that have brought DJS Design to their campus have used these experts to create a total recruiting experience for their prospects.  The surroundings, the architecture, the visuals, the storyline...most coaches leave a lot of it to chance, and end up paying the price.

There are a select group of college programs that have done amazing things by making sure that their recruits see, hear and feel something different when they step on their campus for their visit.

If you look at what they've done with their surroundings, you'll see the difference that great design can make. 

Click here to see what we're talking about...

Posted by Dan Tudor at 10:00 PM | Permalink | Comments (0) | TrackBacks (0)

If you've been a part of one or our On-Campus Workshops, you know that I use examples from the life and coaching philosophy of USC Trojans' football coach Pete Carroll.  He's a winner, and its always interesting to examine how they got to where they are now.

For Pete Carroll, you can trace it all back to a song.  No joke.

You see, Coach Carroll wasn't always what people would define as a "successful coach".  He struggled like almost every other coach has struggled, and wasn't even the first choice for the USC Trojans' job. 

So how did he turn around his coaching and professional life?  He remembered a Bruce Springsteen song.  Writer Jerry Crowe from the Los Angeles Times picks up the story from there:

A pivotal scene in "The Pete Carroll Story," should such a cinematic endeavor ever come to light, would involve a coming-of-age moment in which the protagonist experiences an epiphany and realizes that to succeed on his own terms he must listen to his heart. He must make his own way in the world.

The soundtrack would swell with the sound of Bruce Springsteen's inspirational "Growin' Up," a sort-of nonconformists' call to action from the iconic rocker's 1973 debut, "Greetings From Asbury Park, N.J."

I strolled all alone through a fallout zone

and came out with my soul untouched

I hid in the clouded wrath of the crowd

but when they said "Sit down," I stood up

Hollywood hokum?  Not at all, Carroll insists.

USC's 56-year-old football coach says that such a moment really did occur, he was profoundly moved and that the Springsteen anthem figured prominently.

"It was a very personal thing," he says. "It was very cool."

"For some strange reason," Carroll says, recalling his training-camp revelation the following summer, "I woke up in the middle of the night, got out of bed and had to listen to that song. And I had never singled out that song before. I don't even remember hearing it before, but I woke up and thought, 'I've got to put this on.' And I was listening to the words -- it's the strangest thing, because I don't know why I was doing this -- and in the words of that song, he tells the story, like the title says, of growing up. And it was really meaningful to me at that time because I was aware of the situation that I was in at New England (as the struggling coach of the Patriots) and that because of what happened at the end of the second year that I was in deep trouble.

"That was kind of the moment I stepped to a different kind of a mentality about the opportunity of being there. It was like a growing-up type of moment."

He says he listened to the song about 10 times that night.

He memorized the lyrics.

"The words just seemed to be tailored right to something that I needed to hear at that time," he says. "It was about lifting up above and growing up above all of the concern and the malaise of a challenging situation. . . .

"I was stronger because of it. It was an acknowledgment that it was time to transition and elevate, so that's what happened. That's what I did."

"In the song he says, 'They all told me to sit down and I stood up,' " Carroll says, singing the words. "That's the key point of it. It's about doing what you think is best for you even if it goes against the grain. That moment is still meaningful to me, that thought of not allowing people on the outside to control your world."

The coach, whose team is 6-1 after Saturday's 38-0 victory at Notre Dame, still listens to "Growin' Up" for inspiration and has learned to play it on the piano.

Though the song's message is still relevant to him, Carroll says, it's not as vital to his psyche as it was in 1999, when his career was at a crossroads.

"I was still growing right then," the coach says, "and I really felt like I was on my own in a lot of what I was undergoing at the time and I was going to have to really be a stud to make it through and stay strong. I had to get right and get ready, and that's what the song said to me.

"Everything about it was saying, 'You just do what you have to do.' It was about standing up to the scrutiny and saying to yourself, 'It's OK, you can do it.' It was uplifting and made me feel strong, for whatever silly reason."

That's what inspired Pete Carroll to change.  My question for you, Coach, is the same: What inspires you?  Have you had that defining "I'm going to do this!" moment yet?

You might not be the kind of coach you're dreaming of becoming until you reach that point.  Look for an opportunity to find that inspiration, and then act on it in a way that changes the course of your coaching career...and, maybe, your life. 

Posted by Dan Tudor at 10:08 PM | Permalink | Comments (0) | TrackBacks (0)

You could learn a few things from Bob Parsons. 

He's the founder of GoDaddy.com, the Internet domain registration company.  In his business life, he's seen success, and failure.  He's made millions, and then gone broke.  He's battled the government, and build a legendary company along with way (well, at least their Super Bowl television commericials are legendary).

He's one of those rare people who has seen it all, and done it all.  He's fallen flat on his face, and then come back strong.

Through it all, Parsons has developed an inspiring list of sixteen things that he thinks are the keys to surviving - and succeeding - in the hard-knocks world of business.  The list applies to college coaches, as well.  You're in one of the toughest businesses around, so I hope this list teaches you a few things about not only how to survive, but how to succeed in your coaching career.

Here is Bob Parson's list:

1. Get and stay out of your comfort zone. I believe that not much happens of any significance when we're in our comfort zone. I hear people say, "But I'm concerned about security." My response to that is simple: "Security is for cadavers."

2. Never give up. Almost nothing works the first time it's attempted. Just because what you're doing does not seem to be working, doesn't mean it won't work. It just means that it might not work the way you're doing it. If it was easy, everyone would be doing it, and you wouldn't have an opportunity.

3. When you're ready to quit, you're closer than you think. There's an old Chinese saying: "The temptation to quit will be greatest just before you are about to succeed."  Don't quit, coach.

4. With regard to whatever worries you, not only accept the worst thing that could happen, but make it a point to quantify what the worst thing could be. Very seldom will the worst consequence be anywhere near as bad as a cloud of "undefined consequences." My father would tell me early on, when I was struggling and losing my shirt trying to get Parsons Technology going, "Well, Robert, if it doesn't work, they can't eat you."

5. Focus on what you want to have happen. Remember that old saying, "As you think, so shall you be."

6. Take things a day at a time. No matter how difficult your situation is, you can get through it if you don't look too far into the future, and focus on the present moment. You can get through anything one day at a time.

7. Always be moving forward. Never stop investing. Never stop improving. Never stop doing something new. The moment you stop improving your organization, it starts to die. Make it your goal to be better each and every day, in some small way. Remember the Japanese concept of Kaizen. Small daily improvements eventually result in huge advantages.

8. Be quick to decide. Remember what General George S. Patton said: "A good plan violently executed today is far and away better than a perfect plan tomorrow."

9. Measure everything of significance. I swear this is true. Anything that is measured and watched, improves.

10. Anything that is not managed will deteriorate. If you want to uncover problems you don't know about, take a few moments and look closely at the areas you haven't examined for a while. I guarantee you problems will be there.

11. Pay attention to your competitors, but pay more attention to what you're doing. When you look at your competitors, remember that everything looks perfect at a distance. Even the planet Earth, if you get far enough into space, looks like a peaceful place.

12. Never let anybody push you around. In our society, with our laws and even playing field, you have just as much right to what you're doing as anyone else, provided that what you're doing is legal.

13. Never expect life to be fair. Life isn't fair. You make your own breaks. You'll be doing good if the only meaning fair has to you, is something that you pay when you get on a bus (i.e., fare).

14. Solve your own problems. You'll find that by coming up with your own solutions, you'll develop a competitive edge. Masura Ibuka, the co-founder of SONY, said it best: "You never succeed in technology, business, or anything by following the others." There's also an old Asian saying that I remind myself of frequently. It goes like this: "A wise man keeps his own counsel."

15. Don't take yourself too seriously. Lighten up. Often, at least half of what we accomplish is due to luck. None of us are in control as much as we like to think we are.

16. There's always a reason to smile. Find it. After all, you're really lucky just to be alive. Life is short. More and more, I agree with my little brother. He always reminds me: "We're not here for a long time; we're here for a good time."

Most of our recruiting advice we give to our Premium Members, talk about at our On-Campus Workshops, and in our weekly newsletter focuses on specific recruiting and sales strategies.  But I wanted to share this great list with you, because sometimes its good to take a step back and make sure our attitudes and direction are on track as you start a new year of competing - on the field, and in the battle for recruits. 

To read more of Bob Parson's thoughts on his rules for survival and success in whatever you do, click here.

Posted by Dan Tudor at 09:38 PM | Permalink | Comments (0) | TrackBacks (0)

The great thing about summertime is that its a chance for new beginnings for college coaches around the country.

You might find yourself at a new school.  And you probably have new athletes coming in to your program.  Maybe you even have some new coaches in your in your office for the upcoming school year...or, perhaps everything around you is the same, except for the fact that its a new year full of new and promising possibilities.

Now, let me snap you back to reality, coach.  Many of you are worried.  Real worried.  You don't want this coming year to be as bad as the last year - I know, because you've talked to me or e-mailed me with your questions and suggestions on how to change your recruiting fortunes as you prepare for the new year. 

When it comes to recruiting (which is really selling, of course) the same thing holds true for most of you: You're worried.

Recruiting is the lifeblood of any college sports program.  If you don't recruit well, you don't win.  If you don't win, you might not have a job.  And even if they let you keep your job, its not as much fun walking around campus as it is when you're winning.

So today, let's not focus on what to do to be successful at selling and recruiting.  Instead, lets look at the reasons you might be failing when it comes to recruiting high school and junior college athletes.  See if any of these nine struggles plagued your recruiting efforts this past year:

• You don't believe in your ability to recruit.  Believe it or not, a lot of coaches struggle with this.  They know they're great coaches, but they hate recruiting and feel like they can't get the job done.  If you don't think you have the ability to recruit, get help.  Learn to sell.  Become a SFC Premium Member and let us help you develop a personalized plan for recruiting success.  Do things that will raise your ability level when it comes to selling and recruiting.
• You are lazy and unprepared.  Sound harsh?  It isn't in the case of some coaches.  Many coaches I meet with don't take recruiting seriously, and don't prepare for it going into a new season.  No preparation will equal mediocrity every single time.  Is it hard to be more prepared than your competition to recruit?  Your darn right it is.  Start now to prepare yourself for the upcoming recruiting battles.
• You don't know how to accept rejection.  Coaches tend to get down on themselves when an athlete rejects their offer.  Many develop a negative attitude and a defeatist outlook when it comes to recruiting.  Remember, coach:  They are not rejecting you, they're rejecting your offer.  There's a difference.  Don't become bitter, and don't lose your optimism.  Maintaining your confidence and belief in your ability in the face of rejection is key to succeeding.
• You fail to master the fundamentals of sales.  I've said it many times: Like it or not, coach, you're a salesperson.  Recruiting is selling.  Have you mastered selling skills?  Are you reading sales training materials?  Are you serious about developing this crucial aspect of your professional career?  If you answered "no" to any one of these things, that should be a red flag.  Take matters into your own hands and train yourself to become a great salesperson.  The resources are out there...they are yours for the taking.
• You fail to overcome the objections of your prospects.  This is huge.  We talk about it frequently here at Selling for Coaches, as you may already know.  This is the number one reason coaches fail when it comes to recruiting.  Why?  Because no prospect is going to say "yes" when you have failed to answer each one of their concerns.  Learn the best techniques to overcome objections, and you'll find that recruiting will get a whole lot easier and more enjoyable.
• You blame others for your mistakes or shortcomings.  Recruiting isn't easy, there's no doubt about it.  But when you start blaming others for your recruiting failures, you've lost the psychological battle in selling.  Don't blame your athletic director, your fellow coach, your facilities, your school's academic standards, the prospect's parents...stop it.  The buck stops with you when it comes to your area of recruiting oversight.  Make it your goal to be the best recruiter in your athletic department instead of looking for the next scapegoat for your lackluster performance.
• You can't cope with change.  Some coaches are creatures of habit.  And, they like it that way.  But change is constant in the NCAA and at your institution...new policies and procedures, new recruiting limits, new rules, new guidelines, new restrictions.  You know the drill.  To be the best, you have to embrace change and learn to succeed under new and changing circumstances.  Maintain your positive attitude - it's essential to being successful in recruiting, and in life.
• You fail to develop long term relationships.  How many high school and junior college coaches did you really work at developing relationships with last season?  Did you expand your recruiting network?  Failure to develop enthusiastic advocates at the high school level is a common problem we see when we come in to help develop a winning recruiting strategy at colleges around the country.  Why is it so important to develop long term relationships?  Because you'll have more eyes and ears out there eager to give you tips on who to watch and recruit.  Prep coaches are eager to give you that information...if they feel you're partnering with them for the good of their program and their athlete's lives.  Take the time to develop GREAT long term relationships this year with as many high school coaches as you can. 
• You aren't persistent.  "I'll only recruit a kid if they call me first."  Or, "I've already sent them enough information...if that's not good enough, then we don't want them."  Those types of "take it or leave it, kid" statements from college coaches are foolish.  And the coaches who hold those attitudes won't be coaching for very long in most cases.  Being professional persistent is a key to selling in the business world, and a big key to success in the college recruiting world.  Don't give up.  Ever.  But remember to be professional.  And, as we talk about in our recruiting book, "Selling for Coaches", if an athlete picks another program over yours be professional in how you respond to them (those of you who have already read the book know the secret - and some of you have already e-mailed me to tell me how it has worked for you!).

Hopefully, none of these apply to you.  For many of you, some will apply.  Here's the next step: Determine how to erase any of these bad habits from your work life as a recruiter and a coach.  Even one of these can cripple your coaching career, and make recruiting more of a chore than it needs to be.

Need help?  Have a question?  Contact me via e-mail at dan@sellingforcoaches.com or call my office at 661.746.4554.  Summer slows down a bit for us because a lot of coaches take time away from their work, so we'd enjoy talking with you (especially if you haven't talked to us personally before). 

We'd love help, and will do our best to help erase any bad habits that you might be struggling with as a coach and a recruiter.

Posted by Dan Tudor at 09:22 PM | Permalink | Comments (0) | TrackBacks (0)

When you read that title, you might say to yourself, "What does boosting my confidence have to do with getting the edge in recruiting?"

A lot, coach.

Self-confidence is the difference between being good and being great.  Great coaches, and great recruiters, have a self-confidence that's second to none.  They exude self-confidence when they're on the phone, and when they're in front of the same prospect that you're recruiting. 

And you know what?  The prospect picks-up on that self confidence, too.  Self-confidence is contagious, and the coach that has it usually has a great team of recruits year after year after year.  One coach that I often point to when conducting our SFC On-Campus Workshops for college coaches and athletic departments is Pete Carroll, the energetic football coach at USC.  His energy rubs off on his players, and his prospects that he's recruiting.

So for a moment, lets put our normal discussion of selling and communication skills aside and focus on your self-confidence.  If you sometimes struggle with living up to competition...if you feel like you're not measuring up to other coaches on your staff...if you're feeling depressed about the direction your college coaching career is headed, then this is for you.

Here are five great ways to boost your recruiting confidence.  These aren't "tricks", they are time-tested strategies for improving your psychological outlook and improve your own mental self-image in the dog-eat-dog profession that you've chosen for yourself!  Here we go...

1. Stop comparing yourself to others.
Your probably tend to evaluate yourself in relation to other coaches.  Those in your athletic department, and those that you compete against. The problem is, you don't really know what's going on with another person. You can't know why they do what they do or what motivates their behavior. In fact, someone who looks "confident" may just be another shy person covering up his own insecurities and doubts. 

Believe me, I get the chance to talk and work with a lot of coaches that fit into this category.  That's one of the reasons I wrote "Selling for Coaches"...to help coaches get the skills they need to become better recruiters and feel more confident in their recruiting abilities.

Instead of focusing on other coaches, shift your attention back to yourself. The only reasonable comparison to make is between your past and your present performances. Bring your attention to your goals and to the actions you need to take to achieve them.

2. Set Self-Confidence Goals.
Choose one area of your self-confidence that needs work, and break it down into small, manageable, measurable steps or actions.

Let's say your goal is to get over your shyness when it comes to picking up the phone and developing relationships with new prospects. The actions you could take might be something like: Devote one scheduled hour to do nothing but make new contacts... Call three high school coaches daily for tips on prospects and to build your recruiting network ... Read one book a month on overcoming shyness until you've done it.

Write them down and post them on the bathroom mirror or next to your computer. Review them every morning. With persistence ... a little here, a little there ... you'll be overcoming whatever your weakness is with ease.

3. Take time to prepare.
Don't waste time trying to talk yourself into "feeling" confident. Instead, focus on preparation. The better you know your stuff, the more confident you will feel. The tools are out there for you, coach.  Take this summer to improve your recruiting skills for the upcoming season.

4. Visualize another reality.
Before a stressful event (game situation, recruiting, new job interview), take a few minutes to create a positive mental picture for yourself. Instead of imagining yourself being singled out and interrogated by a crazy parent, imagine yourself among a circle of friends who are all there to work together towards the athlete's best interest. Instead of picturing the in-home recruiting visit as an intimidating mob scene with nervous parents and an athlete that barely says anything, think of it as a series of one-on-one conversations with individuals who look to you as a valued expert on college recruiting.  Picture yourself as their "guide" through this process.  Creating a positive mental reality will help calm you and sharpen your focus on the task ahead:  The successful recruitment of your prospect.

5. Think small.
You can't expect to suddenly transform yourself into a recruiting superstar. But you can do little things that will gradually get you to your goal. For example, when talking on the phone, smile. The person on the other end will respond to the positive energy in your voice. And get in the habit of systematically stretching yourself and expanding your comfort zone, a bit further each time. For example, when you meet prospects, parents or even fellow coaches for the first time, greet them with a firm handshake, smile, and look directly into their eyes for a moment longer than may be comfortable for you.  You'll make a positive impression with them, and show your self-confidence in the process.

Not all five of these techniques might be best for you personally, but I'm sure at least one or two are.  Try them.  Even if you think you have all the self-confidence you need, it never hurts to reinforce those positive thoughts with a few more.

Posted by Dan Tudor at 10:46 PM | Permalink | Comments (0) | TrackBacks (0)

As we approach the new year, you're going to hear the usual rants about making your New Year's resolutions.  The problem with those resoluations is that they usually fall by the wayside a few weeks into the new year.  Check out your local classified ads in early February and take a look at how many treadmills are up for sale!

But the idea is a good one: Set goals for the new year, and then carry them out.  That's a great idea for coaches, as well.  The problem I find is that coaches are so busy, going in so many directions, and pressed by "more important" matters that they don't get around to serious goal setting.  But it's important, and it can result in better performance for you as a coach and recruiter.

So, here's my Christmas gift to you: A strategy for setting your goals as a coach (hopefully, it'll be a better gift than the tube socks my mom would always buy me for Christmas):

• Write down the one thing you don't do well as a recruiter, and determine to fix it in 2007.  That one thing - whatever it is - could be costing you recruits.  Which might be costing you wins.  Which could cost you your job.  Get better at recruiting, coach.  It will make your job a whole lot easier.  Starting is easy...just pick that one thing that you know in your guy you don't do well when it comes to recruiting, and fix it immediately.
• Network, network, network.  Talk to high school and junior college coaches.  E-mail schools that you don't have relationships with, and start building a system of contacts that will work for you to get you information on good prospective athletes in their area.  Most of these coaches want to help, but they need you to open the door to them.  Doing so will yield great results in your recruiting efforts.
• Get more exercise.  As I typed that, it sounded like such a cliche.  But I'm very, very serious about it.  As a coach, you've got one of the most stressful, demanding jobs in the world.  Exercise helps your body deal with that stress, keeps you relaxed, and helps you make better decisions.  Each of those things helps you to be a better coach.  When you add in increased life expectancy, sleeping better and more energy, it's one of the best things you can do for yourself as we start the new year.  I've used two different programs for strength and energy...both programs are easy to start, with no crazy diets or equipment to buy: Body for Life, and BeachBody's P90X program.

When it comes to personal development goals, I recommend keeping it simple.  Make sure your goals are attainable.  And, most of all, write them down.  Goals that are written down and placed where you can see them on a regular basis will get achieved.

Goals are important for your personal and professional development.  Take them seriously as we head into the new year.

Posted by Dan Tudor at 11:18 PM | Permalink | Comments (0) | TrackBacks (0)

Rick McGuire has lesson after lesson that he seems to pass along in this great article on the Missouri track coach. 

After 20+ year career as a coach, psychology professor and mentor to hundreds of Missou athletes, McGuire shares his insights on recruiting, coaching and the way he thinks coaches these days should mold student-athletes.

Great article, great coach, great lessons for any coach who wants a long, successful career. 

Posted by Dan Tudor at 11:27 PM | Permalink | Comments (0) | TrackBacks (0)

He was being groomed to be the successor of a Big Ten volleyball program.  But when it came down to putting in the time on the road recruiting or putting in the time at home with his kids, this coach made a tough choice.  He walked away from his dream job so that he could live the dream life with his wife and family.

Read about his story here.

There's no question that of all the "lifestyle" issues I talk with coaches about, time away from home has to be top on the list.  As I tell coaches who are wrestling with that, the decision is simple: You either choose your job, or you choose your family.  At the D1 level, that's the choice.  There's no sugar-coating it.  You know that.

Can D1 coaching ever change?  I doubt it.  18 hour days and sleeping in the office has become the standard in some college sports programs.  The competition on the field, and for those coveted positions, is intense.  Where I think it becomes a little dangerous for a coach is when it turns into a badge of honor.  When I hear college coaches proudly talk about how much time they're spending away from home, or joke about having not seen their wife for more than a few hours in the past two months (overheard a few weeks ago), I think they're sacrificing something important and they're making a conscious choice to brag about something that should be looked at as a huge, gut-wrenching sacrifice.

For one coach, his gut was telling him that it was time to get out. 

Posted by Dan Tudor at 05:33 AM | Permalink | Comments (0) | TrackBacks (0)

It doesn't have anything to do with sales or recruiting.  It's just an amazingly wonderful, inspiring, feel good story.

If you haven't heard about the amazing basketball performance by the autistic player in New York, we'll show it to you.  If you have heard about it, watch it again...it's worth it.

WATCH THE STORY, courtesy of CBS News.

Posted by Dan Tudor at 10:51 PM | Permalink | Comments (1) | TrackBacks (0)