<p>This section had lots of great information.&#160; We as admission counselors need to build value for the students.&#160; I will start to use the response to "it's expensive" with "compared to what?"&#160; You should already have a good idea to "compared to what" if you asked the question "What other school are you looking at?"&#160; &#160; Before going into the Financial Aid/Tuition talk" a good recap of what you've gone over so far in the meeting is helpful.&#160; &#160;Having the full tuition cost, stating what that cost covers and any/all the additional extra costs is a great way to be transparent.&#160;</p>