Birmingham-Southern College and TargetX Campus Visit Accepted Student Campus Visit Presentation - SACAC 2013 Memphis, TN

1. Sheri Salmon
Jennifer Waters
Sydney Hawk
Jeff Kallay
Session B
Monday, April 22, 2013
Download Session Slides PDF at www.slideshare.net/targetx
Signed, Sealed, DELIVERED...
I’mYours!
The Importance of PerfectingYour Closer Event

2. CAMPUSVISITS PROGAMS
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
2012 TargetX Xpert Summit

3. CAMPUSVISITS PROGAMSWorked with campuses!
250
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

4. CAMPUSVISITS PROGAMS
DOESYOUR CAMPUSVISIT CONNECT
WITH BEST FIT STUDENTS?
Brands are mirrors
We based.purchase
upon conforming
self image
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
.

5. CAMPUSVISITS PROGAMS
“I visited
campus and
it felt right!”
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

6. CAMPUSVISITS PROGAMS
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

7. CAMPUSVISITS PROGAMSOur passion to help campus visits be:
Authentic
Engaging
Memorable
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

8. CAMPUSVISITS PROGAMSMost influencial information in application process
Arts & Science Group Student Poll
Campus Visit 65%
Parents/Family Members 39%
Current Students/Graduates 33%
Website 26%
Printed Materials 25%
Guidance Counselor 24%
Admissions Staff 24%
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

9. CAMPUSVISITS PROGAMS
Eduventures survey of 7,867 high school juniors and seniors reprorted in The Chronicle of Higher Education
Use the web most heavily
in researching colleges84%
71%
Say the campus visit is
the most trusted source
of information
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

10. CAMPUSVISITS PROGAMS
Noel Levitz
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

11. CAMPUSVISITS PROGAMS
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

12. CAMPUSVISITS PROGAMS
But most college tour scripts
are numbingly similar, and
information is not really the
point. Students and their
families are looking for the
ineffable moment when,
through some alchemy of
atmosphere, setting or vibe,
they suddenly know this is
the place for them.
Read the LA Times Article
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

13. CAMPUSVISITS PROGAMS
Have a full time CampusVisit Director...
And, get them active @ www.civsa.org
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

14. CAMPUSVISITS PROGAMS
“It’s all about the experience!
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

15. CAMPUSVISITS PROGAMS
Integration of the Four E’s / Experiences
Absorption
Immersion
Active
Participation
Passive
Participation
Education
Escape
Entertainment
Esthetic
Strategic Horizons,“The Experience Economy”
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

16. CAMPUSVISITS PROGAMS
“I visited and it felt right!”
(But it better look good.)
“The study by the Association of Higher Education
Facilities Officers sought to determine “the relative
importance of an institution’s physical assets on a
student’s choice of school,” so they surveyed about
16,000 students from 46 colleges.
More than half the respondents indicated that the
“attractiveness of the campus” was essential or
very important in their decision where to attend
school. Students said that poorly maintained open
spaces played a key role. And 50 percent either
strongly agreed or agreed with the statement,
“When I first saw the campus, I knew this was the
right college for me.”
The Impact of Facilities on Recruitment and Retention of Students by David Cain,Ph.D.& Gary L.Reynolds,P.E.
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

17. CAMPUSVISITS PROGAMS
That Connect with Best Fits Students
Fix your “P” basics!
3
Parking
Plumbing
Place
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
Fix your “P” basics! Parking
Plumbing
Place
3
Birmingham-Southern College Office of Admission

18. CAMPUSVISITS PROGAMS10 Tenets of “Experiences”
1. Integrate Four E’s
2.Aesthetics/Esthetics
3. Real and Authentic
4. Customization
5. Sensory Engagement
6. Emotional Engagement
7. Anchored in Stories (not stats)
8. Signature Moment
9.Themes
10. Mix in Memorabilia
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

19. CAMPUSVISITS PROGAMS
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

20. CAMPUSVISITS PROGAMS
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
Read the Philadelphia Inquirer Article

21. CAMPUSVISITS PROGAMS
DOESYOUR CAMPUSVISIT CONNECT
WITH BEST FIT STUDENTS?
Trend we’re noticing: many families are
delaying
until after they’ve been
first visit
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
accepted.

22. CAMPUSVISITS PROGAMS
DOESYOUR CAMPUSVISIT CONNECT
WITH BEST FIT STUDENTS?
You are in control when they visit prior
to them
but, they are in control when they visit
after you’ve
applying
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
accepted
them.

23. CAMPUSVISITS PROGAMS
DOESYOUR CAMPUSVISIT CONNECT
WITH BEST FIT STUDENTS?
The
yield!
Jeff Kallay
TargetXThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
campus visit
is now all about

24. CAMPUSVISITS PROGAMS
Four year private national liberal arts college
Affiliated with the United Methodist Church
1250 students on 192 “Hilltop” acres
Member of the Colleges That Change Lives
Sheri Salmon
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

25. CAMPUSVISITS PROGAMSThreeYears Ago - A Public Relations Nightmare
Birmingham News Reported
BSC would eliminate 29 faculty
and 51 staff positions
BSC would close 5 academic programs
Then President of BSC resigns
amidst the crisis and from
pressure by faculty, staff and alumni
Decreased applicant pool
Myths about lack of scholarships
Drop in morale
Uncertain future
Lack of leadership
REALLY bad timing
A climate of overwhelming pressure
Huge drop in alumni support
Sheri Salmon
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

26. CAMPUSVISITS PROGAMS
Sheri Salmon
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
Alabama
WICHE Knocking at the College Door

27. CAMPUSVISITS PROGAMSHail Mary Spring ’11
In the NFL,Eli Manning threw
the most recent successful
Hail Mary pass in January 2011
to beat the Green Bay Packers.
Senator Chuck Schumer criticized John McCain’s
Vice Presidential pick,Sarah Palin,by calling it a Hail Mary pass.
Jennifer Waters
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

28. CAMPUSVISITS PROGAMS
Jennifer Waters
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

29. Connect Emotionally to Birmingham
Jennifer Waters
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

30. Connect Emotionally to Birmingham
Connect Emotionally to Campus
Jennifer Waters
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

31. Connect Emotionally to Faculty and Staff
Jennifer Waters
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

32. Connect Emotionally to Faculty and Staff
Connect Emotionally to Current Students
Jennifer Waters
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

33. Connect Emotionally to Faculty and Staff
Connect Emotionally to Current Students
Connect Emotionally to Each Other
Connect Emotionally to Each Other
Connect Emotionally to
Each Other
Jennifer Waters
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

34. Connect Emotionally to Faculty and Staff
Connect Emotionally to Current Students
Connect Emotionally to Each Other
See Themselves
Graduate from BSC
Jennifer Waters
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

35. Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
march 6-7, 2011
march 4-5, 2012

36. Connect Emotionally to Faculty and Staff
Connect Emotionally to Current Students
Connect Emotionally to Each Other
Sunday Check-in
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

37. Jeff Kallay
Harvest Temple Christian School
Personalized Welcome
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

38. Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

39. Connect Emotionally to Faculty and Staff
Connect Emotionally to Current Students
Connect Emotionally to Each Other
See Themselves
Graduate from BSC
Birmingham,Bowling & Bonding
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

40. Connect Emotionally to Faculty and Staff
Connect Emotionally to Current Students
Connect Emotionally to Each Other
See Themselves
Graduate from BSC
Late Night Experience in“The Cafe”
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

41. Connect Emotionally to Faculty and Staff
Connect Emotionally to Current Students
Overnight in Freshmen Halls
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
2011
76 Attend
47 Enroll
and
Select‘Southern

42. 2012
68 Attend
45 Enroll
and
Select‘Southern
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

43. 2012
68 Attend
45 Deposit
67% Enroll
and
Select‘Southern
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
2013
“The General”
President Charles
“Chuck”C.Krulak
“The General”
President Charles“Chuck”C.Krulak

44. 2012
68 Attend
45 Deposit
67% Enroll
and
Select‘Southern
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
2013
“The General”
President Charles
“Chuck”C.Krulak
Photo fromThe Chronicle of Higher Education

45. 2012
68 Attend
45 Deposit
67% Enroll
and
Select‘Southern
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

46. 2012
68 Attend
45 Deposit
67% Enroll
and
Select‘Southern
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...

47. 2012
68 Attend
45 Deposit
67% Enroll
and
Select‘Southern
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
2013
134 Attend
On Goal for
72% to Deposit

48. 2012
68 Attend
45 Deposit
67% Enroll
and
Select‘Southern
Sydney Hawk
BSCThe Importance of PerfectingYour Closer Event
I’mYours!
Signed, Sealed, DELIVERED...
2013
134 Attend
On Goal for
72% to Deposit
Be Organized
Generate Buy-In
Close the Deal--Ask!
Bring Them In

49. Download Session Slides PDF at
www.slideshare.net/targetx
Signed, Sealed, DELIVERED...
I’mYours!
The Importance of PerfectingYour Closer Event
Jennifer Waters,
Director of Admission
jwaters@bsc.edu
Sheri Salmon
AVP for Admission
ssalmon@bsc.edu
Sydney Hawk
Asst Dir of Admission
shawk@bsc.edu
205.226. 4696
www.bsc.com

50. Download Session Slides PDF at
www.slideshare.net/targetx
Signed, Sealed, DELIVERED...
I’mYours!
The Importance of PerfectingYour Closer Event
Jeff Kallay
VP, Consulting
kallay@targetx.com
877.715.7474
www.targetx.com
Recruitment Technology
Enterprise CRM for Recruitment,
Retention and Advancement

51. Download Session Slides PDF at
www.slideshare.net/targetx
Jeff Kallay
VP, Consulting
kallay@targetx.com
877.715.7474
www.targetx.comwww.renderexperiences.com
TargetX Campus Visit Consulting is Becoming:

52. Sheri Salmon
Jennifer Waters
Sydney Hawk
Jeff Kallay
Signed, Sealed, DELIVERED...
I’mYours!
The Importance of PerfectingYour Closer Event
Download Session Slides PDF at
www.slideshare.net/targetx