Dr. Jean Norris

Thanks, Brian. I believe the key is to be straightforward and confident vs. afraid and avoiding. The latter approach just creates a lack of trust. Being honest about cost is essential and being knowledgable about why it costs more (in some cases) is important. Career colleges and community colleges are different delivery models all together. Remember...people will pay more for something they want. Perhaps it's worth it to pay more so they can take the classes they want to focus on and get into a job faster. Or maybe it's they will pay more for the flexible schedule that allows… >>>

Very nice, Nina! It's what we call "exploring the environment". In former training programs this "probing" was designed to only serve the needs of the admissions rep. Sort of finding out what is wrong (need) and then positing the school as the solution. Newer approaches add questions and discovery to help the prospective student find out what is going on in their life and what their options are. More of a counseling approach vs. sales approach. Many of the areas you mention are useful to help the student figure things out. What other questions might you add to help them… >>>