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 them to go to school and keep their job. Either way, the key is to discover what's important to them that makes the cost worth it.