icef liverpool seminar how to work with agents … practices for higher education institutions, a...
TRANSCRIPT
"How to work with Agents
Best Practices for Higher Education
Institutions, a Practical Approach
for Success"?
ICEF LIVERPOOL SEMINAR
Did you know that at any given time
there are about 10.000 planes in the air
(flight radar)
Who flew in by airplane?
•Owner of 4 different companies
•Educational company 5 different brands:(Study-Globe | Information planet Netherlands | Stagehuis |
Internship provider | GET international)
•Msc Organisation sience
•IT, Army, Ambassy
•ICEF events attend 10+
•Bad with jokes
•Terrible at powerpoint!
•Even worse dancer
Me - Jeroen Bastiaansen
1. Agent development
• year 1-3
• year 3-6
• year 6- X
2. Call
• More personalised communication
Summary of previous presentation
•Core focus
•Do’s and Don’ts examples
•What am i to you?
• Needs
•Tips and Tricks
And now.....
What is the core business of an agency?
1. Market your institution/programs
2. Recruit students
Agree or not?
Core
Do’s and don’ts
1. Simple contracts
2. Understandable fee’s and programs
3. Practical things
4. Dont waste time on “bullshit”
If agree?
Do’s and Don’ts: Contract
Avarage contract is 24 pages...
If i have 1000 partners ...
I have 24.000 pages
If i read 1 page per minute
It takes me 10 weeks to read it!
Do’s and Don’ts : fees
•Intake dates (US uni’s)
•Entry requirements
•Language (mixed / complicated) (ESERP)
•Apply yourself
•Reply within 48 hours (LUCT example)
Do’s and Don’ts: Practial things
• Invoicing (Maxime)
• Admissions (hulp)
•Tests (IELTS, TOEFL, DELE, DALF, GMAT,
SAT, ACT, Personality, IQ, EQ ect etc)
Don’t waste time on “bullshit”
1. Material
2. I Need you! How can I help (example)
3. Procedure
4. Resources
What do agents need
Agent or representatives?
part of your organisation or external
company ?
What not: int. Recruitment example
What am i to you?
• Material - make it look good
• How saleable are you?
• Remind me - over and over again
• Get to know me
Tips and tricks 1
• Make me part of your local team
• Motivate me like you motivate staff
• Help me (white label material, movies etc)
• Put in more effort over time
• Be clear (especially on topics like budget)
Tips and tricks 2
Questions, Comments