Pathway to
GraduationTM Course
Offerings
Training sessions are delivered in 2 hour blocks and may
include one or more of the topics listed. Group
sessions require a minimum of 8 participants.
Sessions are available at your school location or at one of
our locations in beautiful Carmel, California, or by the
beach in sunny Oceanside, California.
All training sessions require an initial performance
consultation with the decision maker to determine the
content customization required to provide meaningful
sessions that produce desired outcomes. Depending on
the nature and complexity of your school's request,
consultations can be conducted via conference call
or through an in-person analysis.
Browse through our training topics or contact us at
info@howopportunityworks.com
to discuss specific concerns or needs.
ADMISSIONS REPRESENTATIVE TRAINING
TOPICS
Try Something New, Make Mistakes
Give More Than You Get, Being a Resource(know your
competition)
Stop Selling, Start Living - Student-Centric, permission
based enrolling and more
Pre-Call Planning
Building Rapport and Trust
Retention Starts With The First Call
Listening Skills(80/20 rule)
Uncovering Needs and Motivation
Opening the Phone Call (dealing with different
responses)
Leaving messages that generate callbacks
Questions You Should Always Ask
Scheduling the Appointment
Gaining Commitment to the Appointment
Setting Expectations for the Appointment
Conducting the Appointment - Face to Face
Conducting the Appointment - Telephone
Uncovering and Acknowledging Concerns
Overcoming Objections
Setting Student Expectations
Establishing Roles (Rep and Student)
Features, Advantages, and Benefits
Temperature Checks
Summarizing Techniques
Gaining Commitment to the Application, the Start, and
Graduation
The Roller Coaster Ride
Recommendations
Conversion from Application to Start
Managing Your Database and Your Day
Retention Strategies
SURF Training
MANAGEMENT TRAINING
Pennies in the Pocket and CBWA
Stop Managing, Start Living
Hiring and Interviewing Techniques
Setting Expectations
Tell, Show, Do, Review and the Beauty of Making
Mistakes
Training, Implementation, Reinforcement, Accountability
Advancement and Promotion - Preparing the next generation
of leaders
One on One Coaching
Turning Around Underperformers
Creating and Keeping a Positive Call Center
Time Management
New Manager Basics
Reports
SURF Training for Managers
BUSINESS DEVELOPMENT
TRAINING
Personal Goal Setting
Finding Prospects
Pre-Call Planning
Opening the Call
Gatekeepers, receptionists, and secretaries
Uncovering Needs
Overcoming Objections
Give More Than You Get
Features, Advantages, Benefits
Gaining Commitment to the Sale
The Next Step Is
Referrals
Maintaining Your Business
Recovering from Mistakes
SURF Training for Business Development
Not sure what you training you need? Contact
us at info@howopportunityworks.com to
share ideas. We are here to help.