Dewey McGuirk

Questions are important to discern the prospective student's values and goals, which may be quite different than yours.

focus on active listening

Avoid filters like personal bias when listening

Talk less and listen more

I have learned the importance of using engaging questions

I like the "feel, felt, found" approach. I had not heard that in a long time

I like the idea of always having my outline at hand

I like how it breaks down the different stages to go through on the phone with your prospect