It's also to our disadvantage that they do not see us, because I am sure that there are many times that we don't exhibit the kind of body language that we would with a student in person. I need to present myself as if the student were sitting across from me, because i believe that it really can come across in our tone or demeanor.

I think that when a student shares an obstacle or concern that we so quickly want to address that and win them over to CCU to ultimately get them enrolled. So, it is natural for us to think about how we will respond to that objection. However, I think it's more important for us to hear them out and make sure they feel heard and understood.