the relationship we have built with the prospective student should not stop after the prospective student has enrolled.

Addressing challenges: clarify, acknoweledge, address, confirm

When presenting a specific value, attribute, and/or point during your value presentation, I can utilize the following structure: value, benefits, check-in/questions, Add-on, Summary

Value= Benefit-Effort-Risk-Price

% techniques to consider when practicing active listening: Pay attention, show that you are listening, provide feedback, defer judgment, respond appropriately 

Attibutes great listeners share: humility, curiosity, patience, self awareness, respect, empathy

Unskilled questioning are rapid-fire, short answer. Skilled questions engages a person in a true exploration.

Closed ended questions result in brief answers of one or two words or a short phrase. Open ended questions prompt the listener to provide thoughtful  or narrative type of questions

Requisite Variety includes awarneses and flexibility.

The Right Mental Attitude (RMA) means having the "right" attitude for the situation.