You don't want to first talk up grants & scholarships because you don't want to sale financial aid. You want to build the value of education & have your student see it to be an investment in themselves & inform them of all the options available for those that qualify, including loans & out of pocket payments. If you highlight grants & scholarships more so, you have your prospect focused on those means only in paying for school & if they don't qualify, they may be closed minded to other options.
