Greg and Natalie,
This is also about understanding your prospective student's needs and determining the direction you need to take.
Natalie,
This really something that you will learn to trust hour instincts. Knowing your client will give you the keys.
Hello Natalie,
To be honest with you, if you're like most the word "urgency" is relative. I believe that if you tour your prospect, hit the major points and immediately handle any objections that come up early on, you'll have a smooth transition to an enrollment. I have found that building upon the excitement during your tour, it becomes contagious, and your prospect echos that enthusiasm.
Urgency, naturally becomes less and less import as the prospect senses the urge to belong to the culture you are introducing. - Stating the facts up front diffuses any these situations.
