In 2000 I wrote an article for the Journal of College Admissions called “Admissions: The Job You Keep.” It was a tribute to the difference my admissions counselor made when I was choosing a college in the early 1990s and a reflection on everything I appreciated about the admissions profession after three...

I remember that when I started my first job as an admissions counselor, one of the interview questions was, “Do you see the role of admissions counselors more as counseling or as sales?” I had no experience, so I really didn’t know the right answer. Since the word “counselor” was...