College Authority
Problem:
College Authority is the nation’s largest network of independent college planners. From Los Angeles to Atlanta, this Austin, Texas based corporation manages 52 different reps who each have unique circumstances based on their location. MESA consulting saw that the tried and true method of direct mail marketing campaigns promoting a presentation were substantially less effective, more costly and front end loaded than having a dedicated marketer who would treat each city individually.
Solution:
Looking at Magnet and other programs with endowments and/or higher than average percent of students headed to college, MESA began setting appointments with these institutions that produced higher volume and higher quality candidates for presentations that would draw business into each reps office. The financial structure was such that no cash would transact to MESA until after the sale was made, the cash per sale that did transact was less than the old average cost put together under the old direct mailing program and the reps had a guaranteed calendar of presentations for which they did not pay anything up front. Additionally, the reps could now focus exclusively on providing service to their clients rather than marketing their product and they all became more content and pleased with their jobs.
A test program was implemented in Atlanta and after increasing sales 400% in just one month, College Authority chose to start a pilot program in Denver, CO and San Antonio TX.
Though there were issues with different school districts and the decision making processes, using a take-away process for these programs and understanding the different politics with each institution, MESA was able to establish long term repeat business at these High Schools whereby each new class of Jrs. and Srs. represent a new pipeline of business for each rep.
College Authority plans to roll this program out to all of its other reps starting in 2016.
Testimonials:
Danny Umali: I met George Bass from MESA at a presentation I put on for parents of college bound high school students. He had responded to a direct mail piece and agreed to attend the free seminar I put on. As usual, I had spent $5,000 for the mail out and the auditorium and had my usual 20 families in attendance. After my presentation I had my standard number of sign-ups that secured multiple appointments. George was one of them. I ran through what College Game Theory (my company) could do for him and then let him know that we would reduce the price by $500 if he provided me five e-mail addresses of friends who would also benefit from our service. Well, George asked if he could get me 200 families would I pay him by working with his children for free. I did the math in my head and laughed because 200 families, if it could even be done, would bring me four times my largest month. So I said sure and before I knew it, I was sitting in front of a STEM magnet program in Cobb County, GA full of 200 families. I have never had a month as high as that September and I told Bryan, the ceo of College Authority all about what he had done. Bryan wanted to replicate this in other cities and I put MESA and Bryan together. The rest is history. To make a long story short, when George says he can do something, he does. Simple as that. I was so used to people who make idle boasts and never carry through but this guy, George Bass and MESA Consulting is the real deal that really makes things happen. I have already told Bryan that in 2016 when this rolls out to the rest of us under the College Authority umbrella that I want to be the first on the list.
Bryan Ward: I’ve been running College Authority for 20 years and have been solicited by many marketing companies across the US. Each one promises that if we pay them money they’ll make us more in return and quite frankly, I’d grown complacent in my proven method of driving business. So, when my Atlanta rep called and told me that he had met George Bass at MESA consulting who had single handedly increased sales by 400% in one month I was floored and had to meet this guy. True to my rep’s word, George explained what he had done but then did something remarkable. He asked me how I would tweak his program to make it even better, drawing on my expertise from running the business. So he and I brainstormed and came up with a proprietary program that I have secured for College Authority alone. I chose two vastly different cities with vastly different reps and gave each of them to George and MESA as a test pilot program for 2015 so we could work out any kinks. George, because of his financial position, was not concerned about charging us up front but agreed to work with us on the back end whereby he’d assume more risk but make even more money. Still, the money we pay to MESA is substantially less than what we were paying for direct mail and the pay off was tremendously higher. I’ve never seen anyone do everything better and for less than I’ve seen George at MESA accomplish. He’s literally given us 12 months to insure this program works perfectly prior to rolling it out across the rest of the country. And then, he guaranteed it to us alone. While no one else in my industry can work with MESA because of our exclusive arrangement, I can’t recommend MESA enough to anyone who doesn’t do what I do. George and MESA Consulting are every inch the professionals they claim to be.
Kevin Hodge: I first became aware of The College Authority when I was looking for a way to pay for my daughter’s college tuition. I had received a letter and attended a presentation that completely changed the way I look at University admissions and financing. After retiring from Hyatt Hotels Corporation and working as a client with The College Authority on behalf of my own daughter, I joined them in a professional capacity and accepted a rep position in Denver, CO. Though I’ve been pleased with my production, once I met George Bass from MESA, I realized there was much more I could do. He introduced me to a new way of marketing which included branding my corporation, K2 College Planning, and having MESA set meetings for me. I just don’t have the time to do what they can over at MESA. My passion is being of service to my clients, not marketing my product, and MESA has shown me how to remove the risk of having to pay for marketing expenses prior to seeing any cash flow from the clients it generates. George Bass and MESA are a God-Send. They’ve changed my business and the way my business development will work in years to come.