ashford has over 9,000 military students enrolled today. 2,000% increase in the last three years. they hire veterans like cutler to gain the trust of gis over the phone. >> if a military person is actually speaking with someone that's actually been in the military, there's a certain lingo or a certain slang that they're associated with that's very common with them. >> smith: give me an example of that. >> well, i mean, if it's a marine, then, of course, i would immediately say to them "hoo-rah, marine," or i would say "semper fi." and they would readily know that you were in the military and you had prior service. and, so, it's easy to establish that trust. >> i mean, if you wanted to keep your job, you had a certain number of students you needed to enroll. >> smith: brad seliga, a former national guardsman, also recruited for ashford. >> you'd have these meetings, maybe on monday and say, "what's your projected number for this week?" you know, everybody goes around the table, "i think i can enroll 'x' amount of students"-- maybe three stud