Selling Education

No Fluff

Hosted by Nicola Lutz, #1 expert in Selling Education With 30 years under her belt in the education sector, she's bringing you solid sales tips, processes, and insights to help you recruit more students. If you're in the education sector, whether you're a language school, admissions team, agent, etc. This podcast is the podcast for you.

Episodes

  1. What Schools Get Wrong: An Agent's Honest Take

    APR 13

    What Schools Get Wrong: An Agent's Honest Take

    Most schools think turning up is enough. Book the meeting, open the deck, present the school. Job done. But according to Basia Salamon, one of Poland's leading education agents and founder of boutique consultancy Excellence in Education, that approach is losing schools agents before the conversation has even really started. With over 15 years of experience advising families on international schooling and boarding school placements, Basia has seen every mistake in the book. In this episode of Selling Education, she sits down with Nicola Lutz to share exactly what schools and agents are getting right, and what they're getting badly wrong. In this episode, we cover: Why launching into a school presentation without asking questions first is an immediate red flag for agents What admissions teams need to do to stay top of an agent's mind, and keep getting referrals What a school visit needs to feel like for a family, and why an extra 15 minutes changes the conversion How Basia scaled Excellence in Education by building a team, a CRM process, and a repeatable sales pipeline Why she started charging for event tickets, and why it dramatically improved lead quality The follow-up framework that transformed her enrolment rates Why your existing leads are your most valuable pipeline asset How referral events became her most powerful business development tool Whether you're an admissions professional, a language school owner, or an education agent, this episode will make you rethink how you're showing up for the families and partners you serve.  Connect with Basia https://www.linkedin.com/in/basia-salamon/ https://eie.pl/ Connect with Nicola https://www.instagram.com/nofluff.biz/ https://www.linkedin.com/in/nicola-lutz/ https://www.facebook.com/nofluffsolutions

    45 min
  2. Email sign offs, Why it impacts your enrolments

    MAR 30

    Email sign offs, Why it impacts your enrolments

    You've definitely written this in an email: “If you have any questions, please don’t hesitate to call.” It sounds polite. Professional. Safe. But in student recruitment, it’s often where the conversation stalls. It gives no clear next step, no reason to act. Leaving families to not move forward, and instead drift away. Nicola Lutz, from No Fluff, unpacks why this common sign-off is costing language schools, independent schools, and education agents enrolments, and what to say instead to guide families confidently to the next step. If your enquiry-to-enrolment conversion isn’t where it should be, this episode will help you tighten your follow-up and keep momentum with prospective families. Listen now and start turning more enquiries into enrolments.

    14 min
  3. The "Crazy Busy" Trap

    MAR 16

    The "Crazy Busy" Trap

    In this episode of Selling Education, I’m joined by career confidence expert Zena Everett to talk about something most admissions and recruitment teams feel but rarely unpack properly, the “crazy busy” trap. We dig into why capable people end up overwhelmed, how imposter syndrome shows up in our sector, and why focusing on the work that actually moves the needle matters far more than just staying busy. If you work in admissions, student recruitment, or agency leadership, this conversation will feel very familiar.   Connect with Zena Everetthttps://www.instagram.com/zenaeverett1/ https://www.linkedin.com/in/zenaeverett/   Connect with Nicola https://www.instagram.com/nofluff.biz/ https://www.linkedin.com/in/nicola-lutz/ https://www.facebook.com/nofluffsolutions

    46 min
  4. Selling to Presenting With Ian Aird

    MAR 2

    Selling to Presenting With Ian Aird

    In this episode of Selling Education, I sit down with Ian Aird, CEO of English Australia and one of the most commercially astute leaders in the ELICOS sector. With 25 years across teaching, admissions, marketing, operations and executive leadership, Ian has lived the full sales journey. We dig into the uncomfortable but essential truth that many education teams are presenting, not selling and that this is quietly costing enrolments. We cover: Why “selling” and “presenting” are not the same thing How to find the real tension behind a parent or agent’s hesitation Why most sales teams are undertrained, even when they are experienced The role CEOs should play in the sales pipeline How to check understanding properly instead of asking “Does that make sense?” Whether AI will reduce language travel or make it more premium and experiential This is a practical, honest conversation about sales craft in education, leadership responsibility and what it really takes to improve enquiry-to-enrolment conversion in a changing market. If you work in admissions, recruitment, agency management or sector leadership, this episode will challenge how you think about selling and give you sharper questions to take into your next conversation. Ian's links:https://www.linkedin.com/in/ianaird/https://www.englishaustralia.com.au/Nicola's Links:https://www.nofluff.biz/https://calendly.com/nicolalutz/quick-chat-with-nicolahttps://www.linkedin.com/in/nicola-lutz/

    47 min
  5. What's Really Working in School Marketing

    FEB 25

    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/ No Fluff Links:nofluff.biz

    53 min
  6. What Happens In Schools

    FEB 25

    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://calendly.com/nicolalutz/quick-chat-with-nicola

    42 min
  7. Smart Admissions: Personalise, Connect & Convert Using AI

    FEB 25

    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://www.amazon.co.uk/Tips-Tools-Prompts-Sales-Pros/dp/B0D739H12Z/https://www.linkedin.com/in/thejulieholmes/ Connect with Nicolahttps://www.nofluff.biz/https://www.linkedin.com/in/nicola-lutz/https://www.nofluff.biz/spend-less-sell-more-book-promo

    42 min
  8. Get their Attention-then keep it - Keeping Students Interested with great service

    FEB 25

    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.

    25 min
  9. "How One Phone Call Turned into 4 Years of Bookings" with Kevin McNally

    FEB 25

    "How One Phone Call Turned into 4 Years of Bookings" with Kevin McNally

    Kevin McNally is a seasoned figure in international language education with over 25 years of industry experience. As Owner and Director of Torquay International School (operating as International House Torquay), he brings both strategic insight and ground‑level leadership to his role. He assumed the presidency of IALC (International Association of Language Centres) in April 2023, but Kevin’s journey in language travel began as an English teacher, then progressed to Director of Studies, before leading to his current ownership and executive directorship, marking nearly three decades of growth and hands‑on involvement in the sector. https://ihtorquay.uk/

    30 min
  10. Selling Education: How to Be Persuasive Without Being Pushy, with Lee Warren

    FEB 25

    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.

    25 min
  11. Stop Flinging Jelly! 'Afters' First, Habits that convert

    FEB 25

    Stop Flinging Jelly! 'Afters' First, Habits that convert

    What do people really buy when they choose a school?It isn’t your facilities list, it’s the afters.In this episode, international bestselling author and Britain’s Sales Trainer of the Year, Andy Bounds, joins Nicola to share how to stop flinging “jelly” at families, simplify your message, and use his ABC formula: Afters, Build Certainty, Close.Expect practical stories, ready-to-use scripts, and the habits that make results stick.Andy Bounds:https://andybounds.com/No Fluff:nofluff.bizwww.linkedin.com/in/nicola-lutz

    45 min
  12. The mindset challenge in student recruitment you can’t ignore.

    FEB 25

    The mindset challenge in student recruitment you can’t ignore.

    Why Your Admissions Process Stalls and What to Do Instead Are you (or your team) holding back because you don’t want to be "too salesy"? This episode flips the script. Nicola explains why positioning yourself as the guide - not the hero - is the shift your recruitment process needs. You'll learn 5 practical, non-pushy ways to lead enquiries to the right decision without discounting, chasing, or cringing. It's not about convincing. It's about helping people choose well.

    19 min
  • 12 Episodes

About

Hosted by Nicola Lutz, #1 expert in Selling Education With 30 years under her belt in the education sector, she's bringing you solid sales tips, processes, and insights to help you recruit more students. If you're in the education sector, whether you're a language school, admissions team, agent, etc. This podcast is the podcast for you.

Information

  • Creator
    No Fluff
  • Years Active
    2025 - 2026
  • Episodes
    12
  • Rating
    Clean
  • Copyright
    © 2026 No Fluff ltd.
  • Show Website
    Selling Education