By Peter Waldman September 03, 2014
Source: http://www.businessweek.com/articles/2014-09-03/college-consultant-thinktank-guarantees-admission-for-hefty-price
The academic transcript looked like a rap sheet. The 16-year-old had dropped out of boarding schools in England and California because of behavioral problems and had only two semesters left at a small school in Utah. Somehow, he had to raise his grade-point average above a C before applying to college. His confidence was shot, and though his parents didn’t openly discuss it, he knew they were crushed at the thought that he might not get into a reputable college. What the boy didn’t know was that back home in Hong Kong, where his dad is chief executive officer of a big publicly traded investment company, the family was calling in a miracle worker.
Through a friend, his father reached out to Steven Ma, founder of ThinkTank Learning, a chain of San Francisco Bay Area tutoring centers that operate out of strip malls. Like many in the field, Ma helps kids apply to college. Unlike his competitors, Ma guarantees that his students will get into a top school or their parents get their money back—provided the applicant achieves a certain GPA and other metrics. He also offers a standard college consulting package that doesn’t come with a guarantee; for a lower price, Ma’s centers provide after-school tutoring, test prep, college counseling, and extra class work in English, math, science, and history.
Ma, a former hedge fund analyst, makes bets on student admissions the way a trader plays the commodities markets. Using 12 variables from a student’s profile—from grades and test scores to extracurricular activities and immigration status—Ma’s software crunches the odds of admission to a range of top-shelf colleges. His proprietary algorithm assigns varying weights to different parameters, derived from his analysis of the successes and failures of thousands of students he’s coached over the years. Ma’s algorithm, for example, predicts that a U.S.-born high school senior with a 3.8 GPA, an SAT score of 2,000 (out of 2,400), moderate leadership credentials, and 800 hours of extracurricular activities, has a 20.4 percent chance of admission to New York University and a 28.1 percent shot at the University of Southern California. Those odds determine the fee ThinkTank charges that student for its guaranteed consulting package: $25,931 to apply to NYU and $18,826 for USC. “Of course we set limits on who we’ll guarantee,” says Ma. “We don’t want to make this a casino game.”
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Some 10,000 students—sixth graders to junior-college grads—use ThinkTank’s services now, generating annual revenue of more than $18 million. Nearly all are Asian immigrants like Ma, 36, who moved to Northern California from Taiwan when he was 11. He reels them in at free seminars, held in Holiday Inn ballrooms on Saturday afternoons. The standing-room-only events, advertised in Bay Area Chinese media, include a raffle of free SAT prep classes and a pep talk for the college-obsessed. Ma reassures the bewildered, multigenerational audiences that top-ranked American universities aren’t nearly as capricious as they seem, once you know their formula. ThinkTank boasts that 85 percent of its applicants get into a top-40 college, as ranked by U.S. News & World Report. “Our model knows more about how to get into many colleges than their own admissions officers know,” he says.
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Ma also writes “custom contracts,” like the one he struck with the Hong Kong CEO for his wayward son in Utah. The father agreed to participate in this article, and authorized Ma to release their signed agreement, on the condition no family member was named. His son, he explains, doesn’t know how much he paid Ma; the dad worries the truth might hurt the boy’s self-esteem. He feels guilty that he didn’t spend more time with his son growing up. He was too busy running his business; hiring Ma, he says, was his compensation to his son. “They were desperate,” says Ma.
After signing an agreement in May 2012, the family wired Ma $700,000 over the next five months—before the boy had even applied to college. The contract set out incentives that would pay Ma as much as $1.1 million if the son got into the No. 1 school in U.S. News’ 2012 rankings. (Harvard and Princeton were tied at the time.) Ma would get nothing, however, if the boy achieved a 3.0 GPA and a 1600 SAT score and still wasn’t accepted at a top-100 college. For admission to a school ranked 81 to 100, Ma would get to keep $300,000; schools ranked 51 to 80 would let Ma hang on to $400,000; and for a top-50 admission, Ma’s payoff started at $600,000, climbing $10,000 for every rung up the ladder to No. 1.
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