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Introduction Biofeedback Experiment Success and Personality Type Welcome to the Workshop Personal List of AHA's	1 3 4 5 6

PART I: Know Yourself Self-Assessment I: Strengths and Weaknesses Self-Assessment II: Recruiting Attributes Self-Assessment III: Expectations of Others	7 8 10 14

PART II: Recruiting the Student-Athlete Locating Potential Recruits Foreign Connection How Your Admissions Office Can Help Internet Internet Samples Sample Prospects Your Prospect	21 22 26 26 27 28 32 36

PART III: Your Recruiting Team and Tools Team Members Know Your School Locating Your Champion The Recruit's Champion Your Current Champion	37 38 40 43 46 47

PART IV: Information Gathering Absolute Essentials Questionnaires Multi-Element Evaluation Form Skill Evaluation Forms and Guidelines Video Evaluation Forms School Counselor Evaluation Form Evaluate the Intangibles Is Your Prospect Right For Your? Telling them "No"	48 49 51 57 66 79 85 88 90 91

PART V: Making Contact I - The Phone Systems Approach Absolute Essentials Telephone Contact Checklist Communication Tools The First Phone Call Establish the "Contract" Priority Factors of the Recruit Sample Phone Questionnaire Sample Phone Tips and Simulation Sample Phone Logs Mental Preparation Techniques for Phone Recruiting Phone Script Worksheet	93 94 110 112 116 124 130 131 132 135 139 142 142

PART VI: Making Contact II - Mailings Absolute Essentials Developing a Letter Mailing System "Top Reasons" Why You Should Attend Our School Calendar Schedules When To Mail Letters to Recruit Importance of Stationery Fax Transmittal Form Sample Recruiting Letters General Introductory Letters Letters Sending Media Guides to Recruits Letters/Inserts Highlighting Former Players Letters from Assistant Coaches Special Invitations to Campus Letter from Academic Support Staff Letter from Strength and Conditioning Coach Letter from President of the University Letter to Parents of a Recruit Letters Requesting Items from a Recruit Handwritten Note to a Recruit Creative Mailing Enhancements Introduce School Mascot to Recruit with a Theme Message "Share the Dream" Messages "Catch Phrases" to Catch the Eye of the Recruit Highlighting the Head Coach in the Mailer Motivational Messages Highlighting Facilities/Fans "Personalizing" the Creative Mailer Humor/Cartoons Holiday Themes Highlighting "Big Games" Ask the Recruit for a Response Telephone-related Creatives Utilizing National Media Publicity Special Occasion for Recruit Construct Puzzle Pieces to Get the Final Picture	143 144 146 148 153 156 161 163 165 172 174 177 179 182 183 184 185 186 188 189 190 191 194 198 202 208 213 220 226 230 235 237 239 241 243

PART VII: Making Contact III - The Home Visit Absolute Essentials Things to Do Before the Home Visit Things to Do During the Home Visit Home Visit Simulation Creative Visuals for the Home Visit Home Visit: Closure and Follow-up	245 246 248 250 252 253 259

PART VIII: Making Contact IV - The Campus Visit Absolute Essentials Preparing Your "Team" Campus Visit Insights Choosing Your Host Preparing Your Host Campus Visit Profile Sheets Guidelines for Student Hosts Campus Visit Survey for Recruit/Parents Organization: Official Visit Week Recruiting Weekend Grid Travel Information Sent to Recruit Transportation Information Dining Information Weekend Meal List Campus Visit: 48-Hour Plan Campus Visit: Large Group Options How to Create an Effective Itinerary Sample Itineraries The Unofficial Campus Visit Sample Unofficial Visit Itinerary Unofficial Visit Documentation Form Unofficial Visit Comp Admissions Form	261 262 264 266 270 272 273 275 276 279 283 284 285 286 287 288 290 291 295 304 305 306 307

PART IX: Making Contact V - Recruiting the Parent Absolute Essentials Focal Points Suggested Guidelines	308 309 311 313

PART X: Competitive Analysis Where Do You Stand? Composite Evaluation Signs You're Still "In the Ballgame"	317 318 321 323

PART XI: Commitments and Closing Techniques Series of Commitments Gaining the Commitment Sample Closing Techniques "Numbers Game" Close "Facts on the Contract" Close "Standing Out" Close "Yes-Yes" Close "Good Cop-Bad Cop" Close "Stay Close to Home" Close "Inclusion" Closings The "Roster" Closing The "Training Partners" Closing The "Clothes" Closing The "Uniform Number" Closing The "Home Video" Closing The "Poem" Closing The "Singing" Closing The "Transformation" Closing The "Top Ten" Closing Your Closing Technique Keeping the Commitment	324 325 327 329 330 332 334 336 339 341 342 343 343 343 344 344 345 345 346 346 347 349

PART XII: After the Signing - The Maintenance Phase Absolute Essentials The Post Signing Survey You've Got 'Em: What Now?	352 353 355 357

PART XIII: Other Recruiting Issues Handling Concerns and Problems Negotiating Partial Scholarships The Competition Won	361 362 366 371

PART XIV: Gaining the Recruiting Edge - The Psychological Factors Your Peak Performance Body Temperature Positive Affirmation Statements Mind Power & More 101 Things Winners Say to Themselves Recruiters Attitude Questionnaire Ten Qualities of the Self-Confident Person Relaxation and Stress Reduction Changes Caused by Increased Stress Coping Strategies Simple Breathing Exercises Relaxation Script Life Cycle Stress Breakers Plan to Cope With Everyday Stress Concentration and Focus Concentration Activity: The Mad House Centering Cues Concentration Exercise: Grid Visualization and Imagery Best Time to Visualize Critical Advisor Imagery and Visualization Inventory Guidelines for Visualization Script Goal Setting Strategies	375 376 377 377 379 380 382 383 384 385 387 389 390 391 392 393 395 396 397 398 398 399 402 404

PART XV: The Ultimate Challenge - Your Recruiting Strategy Your Absolute Essentials Creating Your Own Recruiting Game Plan Sample Recruiting Game Plan Outline Game Plan Work Pages	406 407 410 411 415

Appendices Student-Athlete Recruiting Perspectives Parent Recruiting Perspectives Technology Fundraising Ideas Mileage Calculator Telephone Area Code Finder Role and Responsibilities of the Recruiting Coordinator Recruiting the Foreign Athlete Summer Recruiting Organization Use of Technology in the Recruiting Process - NCAA Guidelines Recruiting Resources: The Recruiters Library� Catalog Recruiting Resources: Success Factors Scales�-Athletics Edition	420 421 433 445 455 457 458 459 463 468 474 479 480

References and Evaluation	Last Tab

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