I think it's always important to greet a prospective student with a smile, a firm handshake, and introduction of who you are and you role within the organization. From there for formally break the ice, I think it's important to ask several information gathering type questions to learn as much about who they are as a person, their educational background, needs, goals, values, etc. so that you can effectively matcht the right program to fit their needs. I also think it's important to uncover at least 3 priority points as it relates to why it is they're looking to return to or begin school. Essentially, what's importnat to them. This will help you to refine your presentation and connect the benefits of your organization to their specific needs.
