For-profit-college recruiters told to conjure pain and fear

"Remind them of what things will be like if they don't continue forward and earn their degrees. ... Poke the pain a bit and remind them who else is depending on them and their commitment to a better future."

"Keep digging until you uncover their pain, fears and dreams. ... Get to their emotions and you will create the urgency!"

-- Employee training manuals obtained from ITT Technical Institute and Kaplan University, respectively, by a Senate committee investigating for-profit colleges and alleged deceptive recruiting tactics, as reported by The Huffington Post.

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