Selling Education

What's Really Working in School Marketing

I'm joined by Brendan Schneider, founder of SchneiderB Media, and one of the few people in school marketing who's actually done the job. Admissions, marketing, leadership, budgets, boards, pressure. He's been there. We talk about: * Why many schools are still stuck in outdated marketing habits * What inbound marketing really looks like in a school context * Why SEO is being ignored, and why that's a mistake * The danger of beautiful websites that don't convert * How marketing and admissions need to work together, not in silos * Why retention is quietly one of the biggest growth levers schools overlook This episode is practical, honest, and grounded in reality. No theory for theory's sake. Just clear thinking, useful examples, and ideas you can actually act on. If you're responsible for enquiries, enrolments, or the school's reputation, this one's worth your time. Brendans Links: https://www.schneiderb.com/ [https://www.schneiderb.com/] No Fluff Links: nofluff.biz [https://www.nofluff.biz/]

What Happens In Schools

In this solo episode of Selling Education, I tackle a question that makes many schools uncomfortable, but cannot be avoided any longer. What happens in admissions teams that would never be acceptable in a well-run business? I break down the everyday practices in schools that would raise serious red flags elsewhere, from expecting revenue outcomes while avoiding the word sales, to measuring admin activity instead of conversion, shaming follow-up, treating every enquiry the same, and expecting results without proper training, structure, or recognition. Admissions teams are stretched, well-intentioned, and deeply committed. The issue is that we have never properly named, prioritised, or professionalised the work of converting enquiries into enrolments, even though it is complex, high-value, and emotionally demanding. Connect with me! https://www.linkedin.com/in/nicola-lutz/ [https://www.linkedin.com/in/nicola-lutz/] https://calendly.com/nicolalutz/quick-chat-with-nicola [https://calendly.com/nicolalutz/quick-chat-with-nicola]

Smart Admissions: Personalise, Connect & Convert Using AI

In todays episode we have the one and only Julie Holmes. Discover how independent schools and admissions teams can use AI to increase enrolments. Julie Holmes, serial inventor, tech developer, and #1 rated No Fluff Fest speaker, shares practical strategies to personalise admissions, connect with families faster, and convert more enquiries into confirmed places. With over 20 years in enterprise technology for brands like Oracle and American Express, Julie shows how schools can apply AI tools in simple, effective ways to boost student recruitment without adding extra workload. Connect with Julie! https://julieholmes.com/ [https://julieholmes.com/] https://www.amazon.co.uk/Tips-Tools-Prompts-Sales-Pros/dp/B0D739H12Z/ [https://www.amazon.co.uk/Tips-Tools-Prompts-Sales-Pros/dp/B0D739H12Z/] https://www.linkedin.com/in/thejulieholmes/ [https://www.linkedin.com/in/thejulieholmes/] Connect with Nicola https://www.nofluff.biz/ [https://www.nofluff.biz/] https://www.linkedin.com/in/nicola-lutz/ [https://www.linkedin.com/in/nicola-lutz/] https://www.nofluff.biz/spend-less-sell-more-book-promo [https://www.nofluff.biz/spend-less-sell-more-book-promo]

Get their Attention-then keep it - Keeping Students Interested with great service

What really drives student bookings in today's market? In this episode, Umang Ghandecha, Executive Director at Londonist Global and one of the Hurun UK Under-35s, shares proven strategies for agents and educators to boost enrolments. From creating urgency without pressure to building trust with Gen Z and their parents, Umang explains how to engage families, deliver standout service, and keep students interested after the first enquiry. We discuss the post-COVID sales culture, why service after the sale matters more than ever, and how to lead a team that actually picks up the phone. Londonist, under Umang's guidance and Asim Erturk's leadership, has won the StudyTravel Star "Star Service Provider" award five years in a row, cementing its reputation as a global leader in student accommodation.

Selling Education: How to Be Persuasive Without Being Pushy, with Lee Warren

If you've ever worried about sounding too 'salesy' when talking to parents, agents, or even your Head – this episode is for you. Lee Warren joins Nicola Lutz to talk about how to become more persuasive, more memorable, and more trusted... without turning into a walking pitch deck. Drawing on his career in sales and stage magic, Lee shares simple techniques that work whether you're presenting to a room of 100 or just one sceptical family on a tour. They unpack: * Why information alone doesn't convert - and what to do instead * The MAP framework (Message, Audience, Presenter) and where most people go wrong * What schools and agents can learn from magicians and comedians about holding attention * Why your follow-up might feel cringy - and how to make it compelling instead * How to connect emotionally before you convince rationally This isn't about smoke and mirrors. It's about understanding how humans make decisions—and communicating in a way that works with that, not against it. Lee is a bestselling author, former magician, and trusted speaker for brands like Deloitte, Sky and Google. Whether you're in admissions, student recruitment or just need to present with more impact — don't miss this one.