Transcript
Andy Lynch: Hey Rick.
Rick Newberry: Yeah, Andy.
Andy Lynch: So. I've been thinking. Scientists say 70 % of the earth is covered by water. Yet not a single drop of it is. carbonated.
Rick Newberry: And...
Andy Lynch: So... I guess that's all the proof I need that the Earth is... flat.
Rick Newberry: Ha ha.
Andy Lynch: Hmm.
Rick Newberry: Very good. That's a great way to get started, isn't it?
Andy Lynch: Maybe. Maybe.
Rick Newberry: Yeah, I don't know.
Andy Lynch: We'll see.
Rick Newberry: Well, welcome to season one, episode three of the Enrollment Marketing Geeks podcast for school leaders. I'm Rick Newberry, president of Enrollment Catalyst, and Andy is the...
Andy Lynch: President and CEO of Tassel. enrollment marketing firm helping schools pursue not just full enrollment, but healthy enrollment. Rick, it's great to be back with you for another. episode of the podcast here. so We've got a ah hot topic today.
Rick Newberry: That's right. And you are the guru of dad jokes. So if anyone wants to know where they all come from, it's... out of Andy's library. so
Andy Lynch: Which I keep in a database.
Rick Newberry: That's right, exactly. So we began our podcast series talking about the role of the head of school. And then in episode two, we discussed the role of the director of marketing.
Rick Newberry: And today we're going to be focusing in on the Director of Admissions. So, Andy, let's get us started on today's topic.
Andy Lynch: Yeah. Rick, you and I have had the privilege of working with lots of admissions teams over the years, teams of all shapes and sizes. and people coming into these roles with lots of different.
Andy Lynch: backgrounds but I think both of us would agree that most folks stepping into these roles do not come into the admission seats with. extensive training.
Andy Lynch: Certainly not in admissions because as far as I know, there's not like a. a college degree to be an admissions counselor at schools. ah K -12 independent faith -based schools.
Andy Lynch: um And some of them may come in with some sales training, perhaps some retail training or something like that. but In terms of learning the ropes of the admissions seat, that director of admissions role, or in some cases maybe...
Andy Lynch: some sort of associate role or support role in the admissions process. There's just not a lot of structured training. around this and therefore what we see is a lot of people are sort of feeling their way into and through the seat.
Andy Lynch: trying to figure out what works for them. It's often based on personality i mean you've seen this i mean what's the number one reason why A head of school hires an admissions person. You've got a a what?
Rick Newberry: A great parent in the school. Exactly.
Andy Lynch: That's right.
Rick Newberry: Yeah.
Andy Lynch: A people person.
Rick Newberry: That's right.
Andy Lynch: Yeah. and And I know this is ah a topic that's near and dear to your heart because in a former life. you had a ah job in an admissions office. so Tell us a bit about your experience in that admissions office.
Rick Newberry: Yeah, and I think I'm the classic example of someone who is hired in a role in admissions without a degree. Do you even know what my degree was in college?
Andy Lynch: Physics?
Rick Newberry: No.
Andy Lynch: Astrophysics?
Rick Newberry: No, ancient languages.
Andy Lynch: ah
Rick Newberry: You probably never do that about me, but that's that's not exactly the degree that you would think someone would be hired for an admissions job.
Andy Lynch: I didn't.
Rick Newberry: But yet I was hired in my alma mater for college admissions. And so I was hired because I had.
Andy Lynch: Yeah.
Rick Newberry: a lot of experience. I was student government and president. I was well known. And I loved the experience. That was a natural fit. for the admissions job, but there is no training.
Andy Lynch: Yeah.
Rick Newberry: prior, at no degree. and admissions. basically handed the job and certainly they sat down with me and talked to me about the role in admissions but That was it.
Andy Lynch: Ancient languages, I mean... did you go for that because you're like old enough to actually read the cave drawings rick
Rick Newberry: yeah That's exactly right.
Andy Lynch: Okay.
Rick Newberry: For sure.
Andy Lynch: All right. Very good. That was a cheap shot. OK, so.
Rick Newberry: I'll get you back.
Andy Lynch: I'm sure you will. we'll make the podcast short. Okay, so... but let's Let's wade into this. So where enrollment where admissions fits into the enrollment team? Talk to us a little bit about the structure of where admissions typically sits. within within the the broader enrollment team.
Rick Newberry: Well, admissions is going to be focused in on nurturing those leads and closing opportunities. But we need, as we talked about last time, that director of marketing and the marketing department driving the interest from qualified families, filling the pipeline.
Rick Newberry: And certainly the head of school is involved in bringing both departments together.
Andy Lynch: Yeah, that's key
Rick Newberry: you know, yeah it's so important so you know marketing is going to be creating that awareness you know waiting for and and driving the process of getting families in the community interested in the school and that admissions is going to walk through the process of nurturing those leads, moving those families toward that decision.
Andy Lynch: yeah And. for for today's conversation within that. broader job profile for the director of admissions we're going to focus on Seven key roles.
Andy Lynch: within that job profile and the first one i think it's so important that we start here role role number one is The director of admissions has to believe. in the school.
Andy Lynch: They have to have a high degree of confidence in the product they're selling. And Rick, why is that so important?
Rick Newberry: Well, they're they're going to be sitting down and talking with families and promoting this institution, your school. So there has to be this belief in what they're selling. and what they're communicating to the prospective family.
Rick Newberry: They need to understand. you know the the school the distinctiveness of what is being offered there needs to be a belief in the mission ah to be able to communicate the value naturally.
Rick Newberry: Certainly it's a bonus if the... person in the admission admission seat. has experienced it as a parent. within the school setting. ah But it's very critical that they have to believe in what they're.
Rick Newberry: actually. selling and talking about to that prospective parent.
Andy Lynch: Yeah, and If there's a lack of confidence in the product, or in the people. Um, Yet that... I think families can smell that. Like. you know i I don't. I don't really get from you that you believe that you're selling a high quality product or you're just having to apologize for certain things in the in the school experience that we're seeing or something that's not there or quality of the thing. If you don't believe in the product, you're gonna have a hard time.
Andy Lynch: selling it so you know that's that's why that's Role number one, belief in the school, it has to be there. You have to be passionate about what you're selling. and and just to To put a finer point on that, I think you have to be a animated. You have to be excited about the fundamental mission vision and values of the school mission why do we exist vision where's the school going and core values how we behave along the way those those.
Andy Lynch: three core foundational concepts that that are so impactful in the school's culture. So let's move on to roll number two here. You have to be comfortable. in helping people.
Andy Lynch: make a decision. Role number two, you have to be comfortable. helping people make a decision. and And why is this number two, Rick? Why why is this high on the list?
Rick Newberry: Well, I mean, the the admissions staff member is going to be working with those prospective families. ah in a process where they're informing them about the school that they're representing, but also I think it makes.
Rick Newberry: people nervous because you think about what's involved in sales. You know, I didn't know that stepping into an admissions role was going to. be focused in on selling.
Rick Newberry: And. and you think about sales you know sales can have a dirty word to it right andy you know
Andy Lynch: It can be, yeah.
Rick Newberry: Yeah, you think about a used car salesman, right?
Andy Lynch: All right. I kinda like sales.
Rick Newberry: A used car salesman has that. you know that that quota you know They've got to make a sale. Admissions is different. Certainly, it's numbers -driven. We're going to talk about that later on. but ah it's It's got to be.
Rick Newberry: focused in on guiding that parent through the process of making a decision. being helpful in that effort. And so there's a a sales approach. um You know, we're not necessarily talking about.
Rick Newberry: the pressure and the manipulation of what you might see in a high -pressured sales position We're talking about asking good questions. listening.
Rick Newberry: ah understanding what matters to the family. in those conversations, communicating the value. You're looking for the mutual fit. in that process. so
Andy Lynch: Yeah. I think that's such a great point. We we think about Um, admissions as sales if The. the the the fundamental goal in in the marketing. uh function is to generate interest.
Andy Lynch: that that uh the role of of admissions is to close that sale with right fit families and in that selling process. It's not all about... Uh, just asking families.
Andy Lynch: what questions do you have? What questions do you have? I think that in that sales role. The admissions person needs to take ownership of the conversation and to guide it forward. uh and and help families understand what's important to them it's also important that ah admissions people are confident in what they say about the school, that they're confident in delivering the messaging and rightsizing that messaging.
Andy Lynch: according to what's important to that prospective family. And, you know, one aspect that we talk about a lot in our workshops, Rick, is this concept of age and stage where. you understand how to articulate your school's value proposition by age and stage. it's It's hard to be.
Andy Lynch: ah It's hard to be convincing. It's hard to be persuasive. if you just stay at a very general level with families all the time. So being comfortable helping them make a decision. Role number two. On to role number three here.
Andy Lynch: being the family's guide. I love this one. So when we talk about being the family's guide. Let's let's ah unpack that here, Rick. Where do you start with that?
Rick Newberry: Yeah, I think about it from the perspective that, you know, the admissions director or admissions staff member needs to be that guide for the family, helping them navigate the family's journey.
Rick Newberry: I mean they're on a journey. to discover which school is going to be the best or right fit. for their child And so your goal in the process in admissions is to actually navigate that experience, navigate that journey.
Rick Newberry: I mean, let's face it. It's a pretty significant. a decision that this family is going to make. theres There's a lot of emotions that are tied to it. And to top it all off, it's expensive.
Rick Newberry: I mean.
Andy Lynch: yeah
Rick Newberry: Choosing a private school is not a um you know, an endeavor or decision that's going to you know, just be ah a little bit of an investment. There's going to be a lot of investment that that family is going to make.
Rick Newberry: in that process. So to think about guiding that family through the journey. you know You think about... that process of the guidance and you know your mind goes to the the campus tour.
Rick Newberry: and what that experience is like. and so The admissions. staff member needs to be. navigating that experience when they're coming on campus for the tour. you know I think about a... admissions director that gave me a tour years ago and it felt like
Rick Newberry: This person was talking nonstop and just regurgitating a lot of information and facts and stats about the school and didn't give me an opportunity to participate in the conversation.
Rick Newberry: And I think that's critical to be able to look at. Just the whole navigation, it's... it's Two -sided. You know, you're you're navigating a conversation that the parent is having with you and that you're having with the parent. And you're both trying to determine if it's.
Rick Newberry: Mutual fit. it's not a download of information. that the admissions director is trying to give to that. perspective family that's walked onto your campus.
Rick Newberry: and So. So important to think about it from that perspective. You're the guide. You're helping them walk through this decision. um this process that's very significant.
Rick Newberry: Andy, you talk about inexperienced buyers all the time.
Andy Lynch: yeah
Rick Newberry: in the school world.
Andy Lynch: Yeah. I think that really important that we um sit with the challenges the complexities of of this decision from the the family's perspective and you know i i think of this this private school, this independent faith -based school decision for these families. I call it the ultimate trust fall.
Rick Newberry: Hmm.
Andy Lynch: Because essentially what we're saying to families is. Hey, give us your time, your money and your kid. And it's going to be great in about 13 years. Just trust us. and It's the nature of education. You don't know what you have until you're several years in the future. So we're we're essentially selling to them a version of the future that they're aspiring to achieve for their family.
Andy Lynch: This. the student success. And. that that process of of helping them envision that future and that's an that's an incredible ah responsibility and privilege to be able to enter into these conversations with these families and talk about a particular version of the future.
Andy Lynch: that they could attain. yeah I also think about what motivates families. in this process, Rick, and in many cases, especially for families that are switching schools.
Andy Lynch: They tend to be motivated by a pain. There's a particular pain point, and it it could be... you know, as as as ah Perhaps it's not.
Andy Lynch: something that's agitating them. It could be that they want something better than what what they've got is okay, but they're looking for a particular program or a specific opportunity to study under under a specific teacher or something like that. with a particular coach.
Andy Lynch: So there's something that they're looking. to to gain through this process but in many cases they're actually trying to resolve a pain And from my perspective, in the admissions role, one of your primary jobs is helping families see that pain management is too low a bar.
Rick Newberry: That's right.
Andy Lynch: If you come in here asking, can you fix my pain? Can you fix my pain? All you're going to be listening for in that admissions conversation is. um Are you the Tylenol that will make my headache go away?
Rick Newberry: ah
Andy Lynch: so admissions folks as you think about being the guide you you want families to learn three things First. that ah so something about your school for sure. They need to get an overview of your school, what's possible at your school. but I think second.
Andy Lynch: you You want to help them understand how to make this decision. They're inexperienced buyers. They don't do this often. So we have to provide leadership. And third, they need to learn something about how to make this decision.
Rick Newberry: m
Andy Lynch: How to make this decision? Because they don't do it often, let's just go ahead and acknowledge you're probably not the only school they're looking at. So help them compare well. and understand how your school answers their questions of comparison. And and the more helpful you are,
Andy Lynch: the more you're going to help yourself. Because ultimately, this is a matchmaking process. You're not trying to persuade them. Well, admissions to sales. You're not trying to convince them, persuade them that you're right. You're trying to.
Andy Lynch: mutually assess if this is the right fit for both of you. Rule number four. Take initiative. If you're passive, this probably isn't the job for you. Right, Rick?
Rick Newberry: That's right, exactly. you know We want someone to be able to dive in. you know it has that strong internal drive and motivation to achieve goals. I mean, Admissions is driven towards feelings. filling seats.
Rick Newberry: So it's it's very critical that.
Andy Lynch: Yep.
Rick Newberry: you know that admission staff member is going to be a self -starter that has this this internal drive. ah to take initiative, to jump in, to make these things happen. so you know we don't want the admissions staff member just waiting around thinking about the When is the next inquiry going to?
Rick Newberry: you know cross my desk fill out the form or make the phone call We want there to be action. initiative and drive to continually be asking things like.
Rick Newberry: you know Who should I be contacting? um How can I? generate more leads and work with marketing to make that happen. Who needs another conversation? you know in this process So always thinking about.
Rick Newberry: um who to engage with. you know. We both worked with Rudy Gash. you know way back when he was at eastern christian and i remember the story that he would tell about his daily 10.
Rick Newberry: And what's the daily 10?
Andy Lynch: he
Rick Newberry: Basically, he had the goal in place. where... for himself and the rest of his team. in admissions that before they leave the office, They should have made 10 outgoing contacts to prospective families.
Rick Newberry: Because. What happens in the daily work and admissions? We get sucked into lunchroom dirty duty, car line, whatever it is.
Rick Newberry: And. We forget about the main thing that we need to be focused in on.
Andy Lynch: it's It's the truth, Rick. I mean, it's so easy to... get caught up in the whirlwind. And before you know it. ah yeah how How do we produce those numbers? ah what what we would what we would refer to as those lagging indicators, like these are the results that you got.
Andy Lynch: well that's where you have those leading indicators ru rudy's daily 10 those are leading indicators And we know when we're making those calls. our lagging indicators are going going to improve and if you're just passive you're just Well, I sent him an email.
Andy Lynch: And. I haven't heard back I guess they're not interested. if If that's the extent of your follow -up, there's not more persistence than that. You probably don't belong in admissions.
Rick Newberry: Right. It's not one and done. it's It's being intentional and taking the initiative, having that drive to to make those contacts. And that's why I appreciate. his focus on the Daily 10.
Andy Lynch: All right, let's pick it up with roll number five, own the prospective. family experience. Own the prospective. family experience. What do we mean by this?
Rick Newberry: I think about the entirety of the process that the parent is going to go through. you know We want families to feel that. but We're expecting them, that they're known, they're valued, they're welcomed.
Rick Newberry: i mean you can really apply this to the campus visit experience and i think about kelly adams at Ben Lippin School and you know for every prospective family when they arrive on campus they have a designated parking space.
Rick Newberry: with the name of the family on a sign with balloons. Now that's a wonderful first impression. That shows to the family that we were expecting you.
Rick Newberry: um It's a welcoming, inviting experience from the moment when they... pull up to campus and they see that parking space and the entirety of that experience is focused in on an intentional journey that's being guided by the admissions staff.
Rick Newberry: And so it's so important that. We had that mindset. toward people. and guiding them through that process. and where we're navigating. that entire experience with intentionality.
Andy Lynch: You know, I think they're a couple healthy. frameworks to to bring to this particular role and i think um one the Uh, one that I use, this sort of golden triangle of marketing. the the uh, the the significance of empathy, hospitality, and intentionality.
Andy Lynch: you can boil it down to empathy we We appreciate what you're going through, family. we We can look at it from your perspective and that helps us understand the process from your perspective and design a better one. for you.
Andy Lynch: Hospitality, we knew you were coming. We're glad you're here. You're a guest. In our home. You're not an imposition. But what are the implications there? do Do faculty and staff. know what's expected of them when they see a family. on a tour.
Andy Lynch: Do you have student ambassadors who know what to do? when they see a family touring. There are all kinds of implications for that hospitality. And then intentionality. It's not random acts of goodwill. You have designed a process.
Andy Lynch: with that that family in mind. um You know, I i think In one of our workshops, I'm also reminded of the slide that talks about the five senses. when When families are going through your process.
Andy Lynch: It's a sensory experience. And when We have ah visited campuses, Rick, where some schools have. freshly baked cookies. Is that appealing to the senses? Absolutely and And that's a way to surprise and delight.
Andy Lynch: Thinking about... the smells of your campus, which gets into the cleanliness of your campus and restrooms and things of that nature.
Rick Newberry: That's right.
Andy Lynch: ah The sounds. Are you meeting in a quiet space? So you think about the intentionality of of the experience from. your prospective family's vantage point and it and it helps you think about designing with greater empathy, hospitality, and intentionality. So I think this is a ah super important role and and just having the headspace to think clearly, collaborate with your team.
Andy Lynch: about how to design an excellent experience which which leads to role number six this concept of collaboration
Rick Newberry: That's right.
Andy Lynch: And unfortunately, we see a lot of teams operating in silos, ah being able specifically to collaborate effectively with the marketing team. ah because far too often.
Andy Lynch: We can have... people sitting next to each other. or an office or two a away and it's like marketing and sales or or marketing and emissions are just miles apart. And what, a what? It's it's a travesty. I mean, missed opportunities, miscommunications, gaps, assumptions.
Andy Lynch: when that collaboration isn't there.
Rick Newberry: Yeah, you think about ah you know this topic of this collaboration we actually hit on this in our second episode when we talked about the role of the director of marketing needs to collaborate with admissions well vice versa is true admissions need to collaborate with marketing They could be two separate departments.
Rick Newberry: you know, within your school. There needs to be conversation where you're working towards shared goals. Certainly, marketing needs to be driving interest from the community to fill the pipeline for admissions so that admissions can nurture those leads.
Rick Newberry: throughout this family journey. So. they have to work together. There has to be the shared goals. And there certainly needs to be those consistent meeting of rhythms. And we talk about that.
Rick Newberry: during our workshops.
Andy Lynch: That's huge.
Rick Newberry: is so critical for admissions and marketing to be meeting together. especially with the head of school.
Andy Lynch: Yeah.
Rick Newberry: It's all related. We're all working toward this same goal in this process.
Andy Lynch: Yeah, for just let's just touch on that. weekly meeting rhythm. We want that team. marketing admissions and the head of school to be meeting. 45, 60 minutes, same day, same time, every week. with a consistent agenda.
Andy Lynch: And you're covering the metrics that the that the departments have in common. You're covering... the the projects, the initiatives. the the the seasonal priorities that you are working on together.
Andy Lynch: You're providing updates. you're discussing things that are blocked or log jams that need to be broken you're talking about where you need help from teams and timelines, and just that that consistent hygiene. of staying on the same page.
Andy Lynch: can can keep the unpleasant surprises to to a bare minimum. and and and really help the chemistry of the team as well. so Can't overstate. uh the importance of collaboration between marketing and admissions. And my goodness. this ah This might seem easier with small teams. you know a couple people But that's where I see the assumptions made. Like, oh, we sit next to each other.
Andy Lynch: Oh. Do you have a consistent rhythm for what you're talking about? Well, not really. And before you know it. assumptions are made and things are missed. and Like, oh, we should have. We probably should have talked about that sooner. or I didn't realize that that was happening in your world, even though we sit next to each other or large teams.
Andy Lynch: where everybody's so busy. Where if you're just trying to get around to when everybody's calendars align. I mean good luck with that. So. ah you've got to have that meeting cadence, that that structured rhythm in place in order for that collaboration to be effective.
Andy Lynch: Part of that, as we referenced, leads to roll number seven. That's knowing the numbers. Admissions has got to be in touch with the numbers. Right, Rick?
Rick Newberry: That's right. I mean, you think about admissions being you know primarily... driven and filled by people. um people persons, basically, that can establish relationships and, you know, and have conversations with prospective families. But you also need to know the numbers.
Rick Newberry: ah to know exactly what's happening within your admissions pipeline. um I often will begin my coaching meetings by asking the admissions team. about the numbers I want to see what's happening in the admissions funnel.
Rick Newberry: Show me your enrollment dashboard report. And it's it's always amazing to me, even in conversations where they don't know the numbers right off the top of their head. Like, how do we compare with where we were at this point last year?
Rick Newberry: Um, How did we do? Did we increase? Are we seeing good results? um What are the numbers telling us? So it's so important that the admissions department, the admissions director is owning those numbers.
Rick Newberry: And knowing the numbers. And if anybody's going to know that within your institution, within your school, it should be the admissions director. because that admissions director should be informing the head of school should be driving the conversations with the marketing director.
Rick Newberry: and looking at the numbers and the results. along the way. so you know that That is where the accountability really is the focus. of knowing what's happening in the pipeline because
Andy Lynch: yeah
Rick Newberry: ah the accountability is there for that admissions director to to know what's happening, to know what... is working in their strategies and processes.
Andy Lynch: And when I... When I sense a resistance. to wanting to track those numbers and surface those numbers, I typically find Someone in a seat. ah who's either hiding or smoke screening.
Andy Lynch: It's like I really don't want my work to be scrutinized here. I don't want to be held accountable. I just kind of like doing the things I like to do. But. Bear in mind. This is the engine room. of revenue.
Andy Lynch: for the school. And it is too important to let those numbers be out of sight, out of mind until there's an emergency. so you know one of the seasonal priorities rick that we see coming out of our ah family journey workshops, our admissions playbook workshops.
Andy Lynch: is teams have a renewed commitment to getting real about their numbers. And typically... So. one of the first steps for them is figuring out not just what numbers they should track, but how they should go get them and who should go get them because they probably live in different systems.
Andy Lynch: And determining how best to... retrieve those numbers, who's going to get them, who's going to put them into. a centralized dashboard. that can be a great seasonal priority for a team to take the next step.
Andy Lynch: with this particular role and knowing the numbers you got to know what what you're going to track and where to find it who's going to be responsible for servicing it
Rick Newberry: That's all right. So important.
Andy Lynch: So. there we go seven roles within this job profile the director of admissions let me do a quick recap for us here uh, Let's see, roll number one, You Gotta Believe in the School. You got to have confidence in the product.
Andy Lynch: Rule number two, you got to be comfortable helping people make a decision. You can't just leave it up to them to get around to it. You have to be a driver. Role number three, you have to be the family's guide for every every phase of the family journey. you have to help them understand what's next and encourage them to take that next step.
Andy Lynch: Rule number four, you've got to take the initiative. Again, this is about intentional follow -up. you You have to have... uh a desire to see that right fit family take the next step all the way through the application, the enrollment, and the onboarding process. Rule number five.
Andy Lynch: You have to own the prospect of family experience. Look at look at navigating your school. from an outsider's perspective. and thoughtfully design what you want them to experience to have a fabulous uh first impression second impression third impression all the way through to where whether they enroll with you or not they walk away saying that place is impressive and those people are fabulous folks.
Andy Lynch: Uh, Roll number six. Collaborate with marketing. admissions folks you got to be on the same page with your marketing team be serious about your meeting rhythms and roll number seven You got to know the numbers.
Andy Lynch: you You can't just believe the best and cross your fingers and hope it's all going to work out. You got to be in touch with the reality that is rather than the one you hope to see. So you know if you're winning, losing, breaking even, you've got to know those numbers, and that's a team effort.
Andy Lynch: So Rick, we've covered a lot. Any any closing thoughts here?
Rick Newberry: Yeah, just remember, you know the role in admissions overall is to nurture those leads. and close those opportunities.
Andy Lynch: Yeah, that's key. Um, And ah you know just a quick ah reminder, folks, Rick and I have. in november 11 and 12 the uh the enrollment marketing summit focusing on ai the ai enrollment marketing summer summit at the first academy in orlando florida november 11 and 12. still time to register for that we would love to see you there in person And Rick, take us out with ah a good dad joke or a bad dad joke to be determined.
Rick Newberry: So Andy, what do you call a nun who sleepwalks?
Andy Lynch: I don't know, Rick. What do you call a nun who sleepwalks?
Rick Newberry: A Roman Catholic.
Andy Lynch: Ooh. That's... I don't know if we're gonna lose people over that one. Next episode folks, the role of faculty and staff. in healthy enrollment. Rick, this has been great. Thank you.
Rick Newberry: Thank you Andy.
