VASFAA Spring Conference 2012Realigning Resources to Better Recruit and Retain a Diverse

Student Body

May 23rd, 2012Norfolk, VA

Presented by:Mike O’Grady, Financial Aid Services

Definitions

Non-Traditional

First Generation

Veterans

Disabilities

Other

SASFAA Annual Conference - 2012

The New Pipeline

Source: Lumina Foundation

Non-Hispanic white population will increase by 10.2 million by 2020

African-American population will increase by 9.5 million by 2020

Hispanic population will increase by 24.1 million

VASFAA Spring Conference - 2012

31.1 %

12.6 %

17.6 %

% that have a college degree

Perfect Storm

Decreasing traditional college bound population

Worst economy since the Depression

Budget freezes on all levels

One out of four homeowners is in a negative equity position or no equity position

Filling seats from a new demographic

VASFAA Springl Conference - 2012

Iceberg Cometh-No Global Warming in Higher Education

Unknown Resources

Known Resources

Unknown

FISAP Reported

Certified Loans

Home equity

Savings/Stocks/410K’s

Other Resources

VASFAA Spring l Conference - 2012

Traditional Recruitment

Funnel

a

ward

lett

er

FAFS

A

Early Funnel

MidFunnel

Late Funnel

EnteringClass

P

R

E

-

F

U

N

N

E

L

Application trends affect conversions rates

P

I

P

E

L

I

N

E

Recruitment Funnels and

Filters

Multifarious Momentums

Early Funnel

MidFunnel

Late Funnel

“Other”

Early Funnel

Mid Funnel

Late Funnel

Multicultural

Early Funnel

Mid Funnel

Late Funnel

Traditional

Melt

E

N

R

O

L

L

E

D

G

R

A

D

U

A

T

E

Retention Funnel

A

D

M

I

T

T

E

D

Recruiting students that don’t matriculate is extremely expensive and is a “lose-lose” proposition.

G

R

A

D

U

A

T

E

S

A

L

U

M

N

I

Freshmen Sophomores

Juniors Seniors

SASFAA Annual Conference - 2012

Students are terribly misinformed about their future debt obligations and income potential.

Institutional default rate management is most effective when schools still have control over their students post-graduate plans.

The future of delinquency management is going to be pre-emptive.

Managing Default Rates

Model of Communication

Sender Encoder Decoder Receiver

SASFAA Annual Conference - 2012

Secret Sauce- Leveraging Technology

Transfer work-load to where interpersonal skills are needed

Reduce rote tasks 24/7 Institution can

become bilingual

SASFAA Annual Conference - 2012

Consistent brand management

Mitigates budget cuts Go Green Use analytics as your

GPS for default management

“The Medium is the Message”…Marshal McLuhan

E-Mail Facebook My Space Twitter Net Price Calculator

SASFAA Annual Conference - 2012

Snail Mail Direct Mail Phone Internet Campus Visits

Staying Afloat

Diversify your staff - age, sex, and ethnicity Technology, Technology, Technology Leverage resources from the Department of Ed Benchmark with your peers constantly Acquire cross-cultural training

SASFAA Annual Conference - 2012

Staying Afloat

Get a new hat rack—you will be wearing many hats

Set your sights on moving up the food chain You are the admissions office and student affairs Co-source or outsource routine tasks America’s core competency depends on you

VASFAA Springl Conference - 2012

College “Culture Shock” & Veteran’s PTSD/I Awareness

Introduced by 1954 by Kalvervo Oberg

Normally a student blames his or her “financial aid” as the reason for leaving school.

Difficulty in assimilating to new culture and environment

Anxiety, disorientation, uncertainty, confusion

Phases: Honeymoon Phase-Negotiation Phase--Adjustment Phase (things become “normal”)-Reverse Culture Shock

SASFAA Annual Conference - 2012

Veterans and Post Traumatic Stress Disorder/Injury (PTSD/I)

One in five veterans will experience re-entry issues or possibly PTSD/I

Approximately 200,000 women served in Afghanistan and Iraq

23% to 33% of women veterans report experiencing “MST” of which 42% will acquire PTSD

VASFAA SPRING Conference - 2012

Veterans and Post Traumatic Stress Disorder/Injury (PTSD/I)

Re-entry issues for veterans often result in alcohol abuse, drug abuse, family or marital problems or suicide

Symptoms of PTSD may include anger and irritability, “spacey stare,” short attention span, confusion, trouble sleeping, and “self-medicating.”

What is your SAP policy regarding PTSD?

VASFAA SPRINGl Conference - 2012

Internal Champions/Task Force

Admissions

Financial Aid

Multicultural Affairs

Veterans Affairs

Student Accounts

Psychological Services

SASFAA Annual Conference - 2012