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How to Beat Negative Recruiting

How to Beat Negative Recruiting. Flip-flopper Out of touch Right wing nut Tax cuts for the rich?. Too Liberal Higher taxes Is he a socialist? Was he born here?. What is the “truth”?. Belief vs. Fact. Belief wins out... every time. vs. Fact.

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How to Beat Negative Recruiting

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  1. How to BeatNegative Recruiting

  2. Flip-flopper • Out of touch • Right wing nut • Tax cuts for the rich? • Too Liberal • Higher taxes • Is he a socialist? • Was he born here?

  3. What is • the “truth”?

  4. Belief • vs. • Fact

  5. Belief wins out... • every time. • vs. • Fact

  6. Apply it to recruiting:

  7. They aren’t really a “hockey” school… You won’t play there for at least two years… I heard their coach might get fired soon… That’s pretty far away…

  8. Belief • vs. • Fact

  9. The Survey:

  10. Did a coach ever use negative recruiting against another program? • “Yes” DIVISION I 26% DIVISION II 24% DIVISION III 37%

  11. It’s hard to convince us that we should vote for the other guy. • It’s hard to convince someone they weren’t abducted by aliens. • And, it’s hard to tell a recruit that they shouldn’t believe what they already believe about you now that your competition has defined you negatively.

  12. WHAT WE KNOW: What they believe matters more

  13. WHAT WE KNOW: Secretly, we want to be lied to

  14. WHAT WE KNOW: It’s happening to 25% to 40% of your recruits

  15. WHAT WE KNOW: It works. If you don’t define it first.

  16. Are you writing on their white board first?

  17. OFFENSE PREDICT DEFINE TELL

  18. Tell a great ongoing story that defines you, your campus, and your hockey program. 20

  19. “What’s the #1 thing you’d need to have answered by me before you’d be ready to come play for us?”

  20. “If you heard other coaches try to say something bad about us here, what would you do?”

  21. DEFENSE AGREE QUESTION QUALIFY

  22. dan@dantudor.com

  23. Thank you!

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