I love the book that one of the senior reps put together for me to keep track of everything from appt sets, no shows, enrollments, etc. I feel that it is very helpful by keeping a log because it serves as a backup when you have become very busy with other job-related agendas. I also agree that donig the initial congratulations and keeping the students excited. Eventually they will want to come and visit regularly and they will speak highlyl of the rep that has built a strong rapport. Chances are they will refer others on a regular basis as well.
