I have seen too many admissions reps fall into the trap that they focus too much on being information givers, that the personal connection is lost, take time to build rapport, get to know their needs and wants first, remember, the one doing all the talking is gonna lose the outcome. Find ways to ask questions that trigger them to talk and talk openly to you. Win - Win situation. They will tell you the information you need to close. Follow up with good social media skills, email, text, facebook them with thank you's for sharing their story about their needs and wants. Constant contact is the key, the first visit is only the beginning of a great relationship.