Kelly G.

When it comes to referrals, if you never ask you will never get one.  It sounds so easy, but how many times have you walked out of an interview without a single referral?  I'll admit it, there have been times I haven't asked and kicked myself for it.  

I think the best time to ask is when the student (or prospect) in front of you is excited about making a change, I have always found it easiest to gain a referral when the new student is completing enrollment paperwork.  The pen is in his/her hand already and the smile is as big as the sky and then I ask if they know of anyone else who needs to make a change too.  I hand over the referral card and ask them to write down a name of someone they would like to be in classes with them.  Then it becomes a partnership between myself and current student trying to connect with our potential future student, which usually leads to a higher rate of getting a response.  

Excellent tip on referrals above!  Additionally, my teams find that the hardest challenge after generating that referral is the contact rate.  We really try to include the 'referral ambassador' (those who refer someone to us) to help us take the lead, on connecting.  We encourage them to consider bringing that new person to their next appointment to visit, come to open houses, orientations, and in some instances where rapport and relationship are truly developed, we sometimes can transition into a phone call together for a nice warm introduction.  It's one thing to get a name/number, but connecting is where that magic truly happens!