{"id":15401,"date":"2020-10-28T01:12:36","date_gmt":"2020-10-28T05:12:36","guid":{"rendered":"https:\/\/www.mentordiscoverinspire.org\/2020\/10\/28\/the-key-factor-in-successful-enrollment\/"},"modified":"2021-04-25T17:12:19","modified_gmt":"2021-04-25T21:12:19","slug":"the-key-factor-in-successful-enrollment","status":"publish","type":"post","link":"https:\/\/www.mentordiscoverinspire.org\/the-key-factor-in-successful-enrollment\/","title":{"rendered":"The Key Factor in Successful Enrollment"},"content":{"rendered":"\n<pre class=\"wp-block-preformatted\"><strong>Brian Childers <\/strong> \n<strong>MDI Contributor<\/strong><\/pre>\n\n\n\n<p>As I was rummaging through my brain searching for what I have to say about the topic of enrollment, one word showed up consistently: RELATIONSHIP!&nbsp; <\/p>\n\n\n\n<p>One must first establish relationship before anyone wants to hear anything I have to say to them or enroll them.&nbsp; <\/p>\n\n\n\n<p>Why should they listen to me; why should they care what I have to say? Who am I to them? Or maybe more importantly when discussing enrollment, who am I FOR them?&nbsp; <\/p>\n\n\n\n<p>Am I trying to get something from them or schnook them or hoodwink them into something? What is their experience of me?&nbsp; Do they trust me? Have I hurt or disrespected them in some large or small way? Am I worthy of their trust?<\/p>\n\n\n\n<p>These are valuable questions that arise in the invaluable process of enrollment. <\/p>\n\n\n\n<p>I have been fortunate to have been trained well in, and have somewhat of a natural gift for, sales. A valuable lesson for me was to listen more than I talk \u2013 understand the NEED of my customer\/client and help them fill it. The rest will take care of itself. Another way I\u2019ve heard this expressed is: God gave you two ears and one mouth, use them in proportion. (Wish that I would have taken said advice myself at certain times in my past.)<\/p>\n\n\n\n<p>When attempting to train or school someone in enrollment, the usual chorus of resistance comes up: Oh, here comes the sales pitch. I don\u2019t need to know that; I\u2019m not in sales. I don\u2019t like to be pushy. I hate sales, that\u2019s why I went into IT. Blah, blah.&nbsp;<\/p>\n\n\n\n<p>One of my discoveries was unless I wanted to do EVERYTHING alone, I\u2019d better develop some enrollment skills. Would you like to see a movie with me? Can I buy you a drink? Can we have lunch together? Wanna take a walk? Do you see where this is headed and will eventually end up IF I am successful? If not, it\u2019ll be me and lefty taking Big Jim and the Twins out solo again.&nbsp; <\/p>\n\n\n\n<p>Actually, I\u2019m not just referring to sex (though it had been 17 seconds and I was due to think about it again). It also relates to business opportunities, personal growth courses\/trainings, exercise events, holding hands with your sweetie, etc. ALL require successful enrollment.<\/p>\n\n\n\n<p>More lessons in enrollment speaks to revealing or unconcealing part of oneself that might touch, move or inspire another to take an action in a positive direction regarding the ongoing enrollment conversation. On our teams, this is obviously called \u201cdropping our mask\u201d \u2013 or symbolically laying down our weapon and making oneself vulnerable (literally not a threat \u2013 in that moment). This ritual has the possibility of generating trust among men. And, when trust has been developed the possibility of enrollment increases greatly.<\/p>\n\n\n\n<p>Along these lines of enrollment lessons, an old exercise comes to mind:<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>The Four Balls of Enrollment<\/strong><\/h2>\n\n\n\n<ol class=\"wp-block-list\"><li><strong>Find a man you care about<\/strong><\/li><li><strong>Drop your mask<\/strong><\/li><li><strong>Don\u2019t do it alone<\/strong><\/li><li><strong>Don\u2019t quit<\/strong><\/li><\/ol>\n\n\n\n<p>I was the Enrollment Manager for the Renegades (the FIRST Division in Application in Atlanta and therefore the Southeast USA). It was 1994 and I was three years out of the SMW (9\/91, Spencer, MA) and pretty damn gung ho Sterling.&nbsp; <\/p>\n\n\n\n<p>I don\u2019t remember who actually told me about The Four Balls of Enrollment, but I suspect it may have been Jonas Maghram from Iowa. After having been so informed, I got busy. We had it in our minds we were GOING to become a Sterling Division in good standing! I took it on myself to write a slightly exhaustive missive on The Four Balls of Enrollment. Hey, now that I think of it I\u2019m kinda surprised that one of the \u201cballs of enrollment\u201d wasn\u2019t \u201cgrab your balls.\u201d Anyway. <\/p>\n\n\n\n<p><a href=\"https:\/\/www.mentordiscoverinspire.org\/wp-content\/uploads\/2020\/11\/Four-Balls-of-Enrollment.pdf\" target=\"_blank\" rel=\"noreferrer noopener\">The actual missive is <strong>HERE.<\/strong><\/a><\/p>\n\n\n\n<p>I am proud of it, even after all these years. It is time tested. <\/p>\n","protected":false},"excerpt":{"rendered":"<p>Brian Childers MDI Contributor As I was rummaging through my brain searching for what I have to say about the topic of enrollment, one word showed up consistently: RELATIONSHIP!&nbsp; One must first establish relationship before anyone wants to hear anything I have to say to them or enroll them.&nbsp; Why should they listen to me; [&hellip;]<\/p>\n","protected":false},"author":5,"featured_media":18844,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_uag_custom_page_level_css":"","site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[65],"tags":[],"class_list":["post-15401","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-enrollment-into-our-successes"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.4 - 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