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The tone of your voice and body language shows that you do care and have the students best interests at heart.

Tone of voice is important, and I agree a good technique to keep a prospect engaged is to use their name alot while speaking to them.

Always been in comunication with prospect, keeping them motivate and engaged.

It's important to have a seemless process with no negative surprises - students need to know that you care to retain them. 

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