Hello all! I've worked in similar positions before but I think this course is very important. 

Use names is very important, we often get mixed with a lot of students and we dont personalize the presentation of value

Challengers are an indication that our prospective student is interested on our school. It does not mean he or she will enroll necessarily if its not the proper fit at the end.

Presenting value to the prospective student should be the priority for every Admission official

Presenting value for each prospective student is harder than I thought but it should be done in every interaction. 

The referrals program is often really helpfull with prospective students. 

To acknowledge student's feelings and concerns is very important during the admissions process.

This is very helpful information.

No matter how good you know your product, the personality and people skills are way more important (not all of it) but I learned that caring for the student beyond achieving a sale is also important for an ethical process.