| | Introduction | 1 |
| | Biofeedback Experiment | 3 |
| | Success and Personality Type | 4 |
| | Welcome to the Workshop | 5 |
| | Personal List of AHA's | 6 |
| | PART I: Know Yourself | 7 |
| | Self-Assessment I: Strengths and Weaknesses | 8 |
| | Self-Assessment II: Recruiting Attributes | 10 |
| | Self-Assessment III: Expectations of Others | 14 |
| | PART II: Recruiting the Student-Athlete | 21 |
| | Locating Potential Recruits | 22 |
| | Foreign Connection | 26 |
| | How Your Admissions Office Can Help | 26 |
| | Internet | 27 |
| | Internet Samples | 28 |
| | Sample Prospects | 32 |
| | Your Prospect | 36 |
| | PART III: Your Recruiting Team and Tools | 37 |
| | Team Members | 38 |
| | Know Your School | 40 |
| | Locating Your Champion | 43 |
| | The Recruit's Champion | 46 |
| | Your Current Champion | 47 |
| | PART IV: Information Gathering | 48 |
| | Absolute Essentials | 49 |
| | Questionnaires | 51 |
| | Multi-Element Evaluation Form | 57 |
| | Skill Evaluation Forms and Guidelines | 66 |
| | Video Evaluation Forms | 79 |
| | School Counselor Evaluation Form | 85 |
| | Evaluate the Intangibles | 88 |
| | Is Your Prospect Right For Your? | 90 |
| | Telling them "No" | 91 |
| | PART V: Making Contact I - The Phone | 93 |
| | Systems Approach | 94 |
| | Absolute Essentials | 110 |
| | Telephone Contact Checklist | 112 |
| | Communication Tools | 116 |
| | The First Phone Call | 124 |
| | Establish the "Contract" | 130 |
| | Priority Factors of the Recruit | 131 |
| | Sample Phone Questionnaire | 132 |
| | Sample Phone Tips and Simulation | 135 |
| | Sample Phone Logs | 139 |
| | Mental Preparation Techniques for Phone Recruiting | 142 |
| | Phone Script Worksheet | 142 |
| | PART VI: Making Contact II - Mailings | 143 |
| | Absolute Essentials | 144 |
| | Developing a Letter Mailing System | 146 |
| | "Top Reasons" Why You Should Attend Our School | 148 |
| | Calendar Schedules When To Mail Letters to Recruit | 153 |
| | Importance of Stationery | 156 |
| | Fax Transmittal Form | 161 |
| | Sample Recruiting Letters | 163 |
| | General Introductory Letters | 165 |
| | Letters Sending Media Guides to Recruits | 172 |
| | Letters/Inserts Highlighting Former Players | 174 |
| | Letters from Assistant Coaches | 177 |
| | Special Invitations to Campus | 179 |
| | Letter from Academic Support Staff | 182 |
| | Letter from Strength and Conditioning Coach | 183 |
| | Letter from President of the University | 184 |
| | Letter to Parents of a Recruit | 185 |
| | Letters Requesting Items from a Recruit | 186 |
| | Handwritten Note to a Recruit | 188 |
| | Creative Mailing Enhancements | 189 |
| | Introduce School Mascot to Recruit with a Theme Message | 190 |
| | "Share the Dream" Messages | 191 |
| | "Catch Phrases" to Catch the Eye of the Recruit | 194 |
| | Highlighting the Head Coach in the Mailer | 198 |
| | Motivational Messages | 202 |
| | Highlighting Facilities/Fans | 208 |
| | "Personalizing" the Creative Mailer | 213 |
| | Humor/Cartoons | 220 |
| | Holiday Themes | 226 |
| | Highlighting "Big Games" | 230 |
| | Ask the Recruit for a Response | 235 |
| | Telephone-related Creatives | 237 |
| | Utilizing National Media Publicity | 239 |
| | Special Occasion for Recruit | 242 |
| | Construct Puzzle Pieces to Get the Final Picture | 243 |
| | PART VII: Making Contact III - The Home Visit | 245 |
| | Absolute Essentials | 246 |
| | Things to Do Before the Home Visit | 248 |
| | Things to Do During the Home Visit | 250 |
| | Home Visit Simulation | 252 |
| | Creative Visuals for the Home Visit | 253 |
| | Home Visit: Closure and Follow-up | 259 |
| | PART VIII: Making Contact IV - The Campus Visit | 261 |
| | Absolute Essentials | 262 |
| | Preparing Your "Team" | 264 |
| | Campus Visit Insights | 266 |
| | Choosing Your Host | 270 |
| | Preparing Your Host | 272 |
| | Campus Visit Profile Sheets | 273 |
| | Guidelines for Student Hosts | 275 |
| | Campus Visit Survey for Recruit/Parents | 276 |
| | Organization: Official Visit Week | 279 |
| | Recruiting Weekend Grid | 283 |
| | Travel Information Sent to Recruit | 284 |
| | Transportation Information | 285 |
| | Dining Information | 286 |
| | Weekend Meal List | 287 |
| | Campus Visit: 48-Hour Plan | 288 |
| | Campus Visit: Large Group Options | 290 |
| | How to Create an Effective Itinerary | 291 |
| | Sample Itineraries | 295 |
| | The Unofficial Campus Visit | 304 |
| | Sample Unofficial Visit Itinerary | 305 |
| | Unofficial Visit Documentation Form | 306 |
| | Unofficial Visit Comp Admissions Form | 307 |
| | PART IX: Making Contact V - Recruiting the Parent | 308 |
| | Absolute Essentials | 309 |
| | Focal Points | 311 |
| | Suggested Guidelines | 313 |
| | PART X: Competitive Analysis | 317 |
| | Where Do You Stand? | 318 |
| | Composite Evaluation | 321 |
| | Signs You're Still "In the Ballgame" | 323 |
| | PART XI: Commitments and Closing Techniques | 324 |
| | Series of Commitments | 325 |
| | Gaining the Commitment | 327 |
| | Sample Closing Techniques | 329 |
| | "Numbers Game" Close | 330 |
| | "Facts on the Contract" Close | 332 |
| | "Standing Out" Close | 334 |
| | "Yes-Yes" Close | 336 |
| | "Good Cop-Bad Cop" Close | 339 |
| | "Stay Close to Home" Close | 341 |
| | "Inclusion" Closings | 342 |
| | The "Roster" Closing | 343 |
| | The "Training Partners" Closing | 343 |
| | The "Clothes" Closing | 344 |
| | The "Uniform Number" Closing | 344 |
| | The "Home Video" Closing | 345 |
| | The "Poem" Closing | 345 |
| | The "Singing" Closing | 346 |
| | The "Transformation" Closing | 346 |
| | The "Top Ten" Closing | 347 |
| | Your Closing Technique | 349 |
| | Keeping the Commitment | 352 |
| | PART XII: After the Signing - The Maintenance Phase | 353 |
| | Absolute Essentials | 355 |
| | The Post Signing Survey | 357 |
| | You've Got 'Em: What Now? | 361 |
| | PART XIII: Other Recruiting Issues | 362 |
| | Handling Concerns and Problems | 366 |
| | Negotiating Partial Scholarships | 371 |
| | The Competition Won | 375 |
| | PART XIV: Gaining the Recruiting Edge - The Psychological Factors | 376 |
| | Your Peak Performance Body Temperature | 377 |
| | Positive Affirmation Statements | 377 |
| | Mind Power & More | 379 |
| | 101 Things Winners Say to Themselves | 380 |
| | Recruiters Attitude Questionnaire | 382 |
| | Ten Qualities of the Self-Confident Person | 383 |
| | Relaxation and Stress Reduction | 384 |
| | Changes Caused by Increased Stress | 385 |
| | Coping Strategies | 387 |
| | Simple Breathing Exercises | 389 |
| | Relaxation Script | 390 |
| | Life Cycle Stress Breakers | 391 |
| | Plan to Cope With Everyday Stress | 392 |
| | Concentration and Focus | 393 |
| | Concentration Activity: The Mad House | 395 |
| | Centering Cues | 396 |
| | Concentration Exercise: Grid | 397 |
| | Visualization and Imagery | 398 |
| | Best Time to Visualize | 398 |
| | Critical Advisor | 399 |
| | Imagery and Visualization Inventory | 402 |
| | Guidelines for Visualization Script | 404 |
| | Goal Setting Strategies | 406 |
| | PART XV: The Ultimate Challenge - Your Recruiting Strategy | 407 |
| | Your Absolute Essentials | 410 |
| | Creating Your Own Recruiting Game Plan | 411 |
| | Sample Recruiting Game Plan Outline | 415 |
| | Game Plan Work Pages | 420 |
| | Appendices | 421 |
| | Student-Athlete Recruiting Perspectives | 433 |
| | Parent Recruiting Perspectives | 445 |
| | Technology | 455 |
| | Fundraising Ideas | 457 |
| | Mileage Calculator | 457 |
| | Telephone Area Code Finder | 458 |
| | Role and Responsibilities of the Recruiting Coordinator | 463 |
| | Recruiting the Foreign Athlete | 468 |
| | Summer Recruiting Organization | 474 |
| | Use of Technology in the Recruiting Process - NCAA Guidelines | 479 |
| | Recruiting Resources: The Recruiters Library™ Catalog | 480 |
| | Refrences and Evaluation | |