Are you their Dumbledore? Don’t be the Admissions Hero
Sep 22, 2025
Every Good Story Has a Hero – And Every Hero Has a Guide
Every good story has a hero. And every hero has a guide.
Harry had Dumbledore.
Frodo had Gandalf.
Luke had Obi-Wan.
In admissions and recruitment, it’s the same. Families and students are the heroes. You’re the one who helps them find the way.
Your Role as the Guide
As the guide you’re not the one fighting the battle. The guide has walked the path before and makes sure the hero doesn’t get lost. That’s your role in admissions, recruitment, and agent work.
A guide isn’t passive. Dropping a prospect a brochure and asking “any questions?” isn’t enough.
The guide keeps them moving, points out hazards, and shows the next step. Gives them those titbits of super-power info that’ll set them apart to win the day.
Five Ways to Shift from Convincing to Guiding
1. Get clear on their destination
Ask: What does success look like for you? What’s most important?
You can’t guide until you know where they want to go.
2. Share your map honestly
Show the process, warts and all.
If you’re not the right fit, say so. If you are, explain why.
3. Keep them moving
Don’t let them stall in your pipeline.
Guide to the next step: Here’s what happens now. Shall we set that up?
4. Make the path easy
Don’t make them chase you. Be responsive, proactive, and organised.
Add reassurance and value at every touchpoint.
5. Have conviction in your offer
Confidence isn’t pushy. It’s reassuring.
If it’s the right fit, say so and ask for the enrolment.
Guiding Isn’t Manipulative
Guiding isn’t manipulative. It’s service.
It helps families and agents reach the destination they already wanted when they came to you.
So the next time you hesitate to follow up, remember: you’re not dragging them anywhere. You’re showing the way forward.
Listen to the Podcast
If you like a podcast then check out Selling Education where, in episode 1, I talk about being the guide and practical tips for exactly how – leading to more conversions and a happier school full of students.
If you're interested in having a chat to find out how I can help you increase sales or to just get to know each other, then please book in a call!
Stay connected with tips, news and updates that will give you solid sales support, and a bit of a smile along the way.
Don't worry, your information will not be shared, and you can unsubscribe at any point.
We hate SPAM. We will never sell your information, for any reason.
