What Student-Focused Talk Looks Like

I received some positive responses to last week’s article explaining my beliefs about student talk. I also heard some questions about what this kind of talk looks like and how to make it happen in a classroom. As a follow-up, this week I am providing several scenarios to help you identify some of the ways you can shift your instructional focus to incorporate more conversation into your teaching practice.

Scenario 1:  

Teacher-Talk Approach:  The students are reading the Prologue of Romeo and Juliet. The teacher reads the text aloud and asks students to read along. Then, the teacher rereads the passage line by line, explaining what each line means. At the end, the teacher asks, “Does everybody get it?”  The students dutifully reply, “Yes.”  “Any questions?”  Silence.

Student-Talk Approach:  The teacher reads the 14 lines of the Prologue silently as the students follow along. Then, she asks the students to read it along with her in unison. Students then read back through the passage silently, underlining all the phrases they understand. Then, the teacher asks them to discuss with a partner, first talking about the things they understand. Then, she asks them to identify the places they are confused and talk about why, specifically, these places are difficult, formulating questions about their points of confusion. Each pair of students joins with another pair and discusses the points of confusion, clarifying where possible. The remaining questions then go to the entire class and teacher for discussion and explanation.  

Craig’s notes:  In this scenario, the students read aloud in unison, which allows all to practice fluent oral reading with a safety net (and without subjecting the students to having to listen to befuddled peers butcher Shakespeare). Then, students are doing the comprehension work with a partner, modeling the things that good readers do as they decipher difficult text. Allowing the students to struggle reinforces a growth mindset and helps dispel the idea that the teacher will swoop in to provide correct answers at the slightest sign of difficulty.  

Scenario 2:  

Teacher-Talk Approach: Government students read a chapter explaining the three branches of the U.S. government. They individually complete a study guide with questions that highlight the most important points in the chapter. Students may use the study guides on an open-note quiz to check for understanding.

Student-Talk Approach:  Prior to reading an explanation of the three branches of the U.S. government, students talk in four-person table groups about the following: “What would happen if the U.S. legislature passed a law that violated the Constitution? What would happen if the President tried to overstep his or her power?” After students discuss, the teacher encourages them to look for the answers as they read the chapter. Then, students complete a two-minute quickwrite and talk in pairs about this question: “What is the difference between the separation of powers and checks and balances?” The teacher asks students to answer the question individually in writing on a notecard as a ticket out the door.

Craig’s notes: The teacher in the student-talk scenario follows a variation of Nancy Motley’s Talk Read Talk Write strategy. Students first talk about the topic in order to activate prior knowledge and give a focus for their reading. The second talk involves a common misunderstanding of students and provides students the opportunity to wrestle verbally with this potentially confusing distinction between two related topics. The teacher’s question requires complex thinking rather than a simple regurgitation of facts or definitions. Allowing students to complete the quickwrite before discussing helps them clarify their thoughts. Finally, the exit card allows the teacher to monitor individual students’ understanding and to use that to guide the next day’s instruction.

Scenario 3:  

Teacher-Talk Approach: A teacher gives a lecture with accompanying PowerPoint slideshow. Students take notes from the slides to use to study for the upcoming test.

Student-Talk Approach: The teacher delivers the lecture while students take notes on the right column of a page of Cornell Notes. The PowerPoint (if one is used) contains only images and occasionally important words, so students have to take their own notes based on what the teacher says. Every ten minutes, the teacher stops to allow students to work with a partner to compare notes. The partners verbally recreate the preceding portion of the lecture using their notes--adding to, clarifying, or correcting their notes, as needed. For homework, students review and revise their notes--circling key terms, underlining important ideas, adding symbols, charts, pictures, or other marginalia to process what they learned. The next day in class, students work in pairs to review their notes and create higher-level questions about the topics in the left column of the Cornell Notes. These questions can be used for small-group discussion over the notes. For homework, students review their notes and questions and write a summary of the notes at the bottom of their Cornell Notes. At the beginning of the next class period, students share their summaries with a partner before moving on.  

Craig’s notes:  Welcome to my high school education, except back in the day we used an overhead instead of PowerPoint. Sadly, lecturing is still a frequently overused (and largely ineffective) teaching method. When lecturing must occur, best practice says that teachers should stop and allow students to process approximately every 10 minutes. This provides a state change (which wakes up the brain) and helps the students digest the material. The student-talk approach above takes the class through the multiple stages of the Focused Note-Taking process in which students revisit the material collaboratively in multiple ways--review and revision, questioning, summarizing. This models the necessary repetitions to move the students toward long-term understanding of the content. Yes, it takes longer, but the students will actually understand and remember what they learned. For more on Cornell Notes, read this.

Scenario 4:

Teacher-Talk Approach: A math teacher works a problem that many students missed on a test to show the class how to solve it correctly.

Student-Talk Approach:  The math teacher displays the attempt of a fictional student who solved the problematic problem incorrectly. In pairs, students look at what the student did and try to explain where the student went wrong. What was this student’s misunderstanding or mistake? After students discuss, the teacher calls upon a student to share what he and his partner discussed.

Craig’s notes: Teacher talk usually involves passive students. In the student-talk approach, the onus of the learning is on the kids as they wrangle with the problem and try to explain the thought processes of the solver. Practicing this sort of discussion can help the students become more adept at diagnosing their own missteps as they solve problems individually later. Another effective approach is to have one student explain to another how she solved a problem and to allow the other student to verify whether the student’s explanation and solution are correct. Often, students can explain concepts to one another in language that is more accessible than the teacher’s attempts.

Scenario Five:  

Teacher-Talk Approach: Students have been working for several days on an essay in class, and, as she did the day before, the teacher begins the period by asking students to take out the assignment sheet and the rubric and follow along as she reminds them of the most important points.

Student-Talk Approach: Since students have heard this once already, the teacher asks the students to take out their assignment sheet and rubrics and to talk with a partner. Partner A explains the assignment to Partner B for 30 seconds. Partner B responds using a sentence stem the teacher has put on the board, “What I heard you saying is…and I also want to point out...” and then re-summarizes what Partner A originally said, adding some additional important information. The teacher asks the pairs to look at the rubric. Partner B begins with the stem, “In order to do well on this essay…” and explains the criteria for an outstanding essay according to the rubric. Partner A responds using this teacher-provided stem: “Some things you should avoid doing are…” and uses the rubric to elaborate. Students then begin work on their essays individually.

Craig’s notes: When teachers “go over” assignment sheets and rubrics, students often hear the “waah waaah waaa-wah waaaah” of Charlie Brown’s teacher. Just because we said it, doesn’t mean they got it.  One way to prompt students to look more closely at instructions and rubrics is by asking them to explain things to one another in their own words. The sentence stems provided by the teacher give students a guide for how to use academic register in summarization. These are especially effective for English language learners but work well for all students. Nearly every teenager can use a little practice in how classroom talk differs from informal talk among peers in non-academic settings. As the students are explaining the rubric and assignment sheet to one another, the teacher can monitor the discussions to identify points that require clarification for the entire class.

I could keep writing these scenarios for days, but I’d rather let you do some of the thinking yourselves. I encourage you to find a colleague and have some productive talk as you brainstorm ways to get your students to do more of the talking in your own classes. I think you’ll be pleased at the level of student engagement that will occur after the students grow accustomed to talking--and thinking--about what they are learning.

Eleven Beliefs About Student Talk

The more I observe students in schools, the more convinced I am that the best way to transform an ordinary classroom into a vibrant hive of learning is to let the kids talk. Most young people are naturally social and enjoy interacting with their peers. Why not figure out ways to channel those inclinations into productive educational conversations? To give you something to ponder on this topic, I’ve composed a list of eleven of my beliefs about student talk:

1. The people doing the talking are the people doing the thinking.

If you, the teacher, are doing most of the talking in class, you are probably physically and mentally exhausted at the end of the day. Furthermore, you may have no idea whether your students know or understand anything you said to them. If you plan lessons that require students to do more talking, your students will be doing the thinking, which means they will be doing the learning, too.    

2.  Structured student conversation should occur multiple times in every instructional period.

This belief has two key components: the conversation should 1) be structured and 2) occur repeatedly. 1) Structure:  Free-form conversation (“Discuss this in your table groups…”) quickly degenerates into off-task chatting. Adding some structure (more specific topics or questions to address, sentence starters or frames, time limits, explicit rules about how the speaking is supposed to proceed, roles for each member of the conversation) will ensure that the talk time is effective. 2) Repeat occurrence:  Learners need brain breaks, and student talk is a great way to reset brains and reinforce understanding before, during, and after cognitive activities. Stopping to allow a two-minute partner share during a lecture not only allows students to explain what they’ve learned but it also wakes them up. Paired conversation could occur after every question the teacher asks during a class. A well-designed lesson provides numerous opportunities for students to talk to one another.        

3.  Full-class discussions, if they have to occur at all, should take place after the students have talked in pairs or other small groups.

I am not a fan of the full-class discussions. I didn’t enjoy them when I was in school. I don’t enjoy them now in professional learning scenarios as an adult. Full-class discussions are a boring beatdown. It’s a back-and-forth dialogue between a teacher or presenter and a handful of interested participants. Everyone else has mentally checked out or is waiting for that one blabbermouth to shut up. If you must have full-group discussions, at least let your students talk about the question or topic beforehand in smaller groupings where everyone can participate. That’s when the real learning occurs. The subsequent large-group discussion can be a quick check for understanding and an opportunity for students to ask the questions that came up as they were talking with their partners.  

4.  Students write like they speak. Teaching students to speak in academic register improves their speaking and writing abilities.

We don’t speak the same way in every situation. What might be appropriate with friends in a casual setting isn’t the way people speak in an academic or professional environment. Most adults have learned to speak in various language registers: formal, informal, academic, parental, etc. Teaching students to speak like experts gives them an automatic edge in the world. I’ve graded many a paper from a student who writes in teenspeak, their writing peppered with likes and you knows. Who can blame them if they have no awareness of shifting between language registers for various purposes? When you provide your students with templates for academic speech, show them how to link ideas together with transitional words and phrases, and equip them with academic vocabulary in your subject, you are teaching them a new language that, once it becomes more automatic, will transfer into their writing.    

5.  If I can explain it, I probably understand it.

Have you ever had that experience where you read about something or listen to someone explain a topic and then realize, when you attempt to tell someone else about it, that you have some significant gaps in your comprehension? Students shouldn’t discover they don’t understand something as they are taking a test over that topic. Asking students to explain concepts to one another allows them to check their own understanding. (I love the idea of one student explaining a topic and the other student paraphrasing what that person said after listening to the explanation.) The more you ask students to talk about your subject, the stronger their understanding will become.  

6.  Students need think time and writing time before they speak.

I’ve been guilty many times of posing a question to the entire class and instantly beginning a discussion over the topic. Of course, there was always one eager quick-thinker who jumped in to answer the question instantly. Many of the other students were still trying to form an answer as I was moving on to another question. Most, I fear, never even bothered with the thinking because they knew someone else would beat them to it. I learned to try this instead: I posed a thought-provoking question and allowed students a minute or two to write their response in their interactive notebook. Then, I asked students to discuss in pairs before calling on a few students at random to share their answers with the class. Providing that think time helped struggling students come up with something to say and gave all students a chance to develop deeper thoughts on paper instead of responding quickly in a more superficial way.

7.   Student talk doesn’t have to be a big deal if it’s an everyday occurrence.

Once my student became accustomed to interacting with one another, they knew what to do and did it willingly and automatically. I established “elbow partners” and “quads” so that there was no confusion when I asked them to turn and talk.  

8.  Students become more confident sharing their ideas with the class if they have had time to rehearse them with a smaller group first.

Speaking in front of the class is a fate worse than death for many students. Part of their trepidation comes from a fear of being wrong or of being made fun of for a “stupid” answer. When students have an opportunity to try out their responses in front of a significantly smaller audience, they become more confident when asked to share with the whole class. They also learn from the responses from others and may use what they’ve learned to refine their own response if called upon to share.   

9.  Putting a grade on student talk makes the talk inauthentic.

In the real world, we aren’t graded on the frequency or quality of our speaking in meetings and conversations. The value of conversations and discussions comes from the exchange of ideas, building onto these ideas, civil cognitive conflict, and the resulting learning that occurs. When teachers decide to grade discussions, the talk becomes selfish, with each student seeking to demonstrate whatever skills will earn the desired grade. Make the talk itself the reward. Emphasize the learning that occurs. Reinforce the moves the students make that you’d like to see more of in future discussions.  

10.  To effectively facilitate student talk, teachers have to plan ahead.

Low-level, closed-ended questions and topics don’t generate much conversation or student interest. Take the time to prepare stimulating ideas for students to talk about. Examine your lesson plans for the perfect moments to incorporate a check-in conversation or an open-ended question to spur further exploration. Bounce ideas off your colleagues in planning sessions to infuse speaking experiences throughout the lesson cycle to engage students at many levels.

11.  Students won’t get better at speaking if they don’t have frequent practice.

Don’t throw up your hands in defeat after the first attempt at promoting student conversation fizzles. “Our kids can’t…” is the phrase that killed more learning than any other one. I won’t get better at learning to speak Spanish if I don’t practice speaking with others. Similarly, students won’t get better at speaking unless they do it all the time. And the quality of their speaking won’t improve if teachers don’t give them practice speaking like experts. It may not be pretty at first. If you’ve attended the fall concert of first-year orchestra students, you know what I mean. But keep at it, and pretty soon you’ll have a symphony of conversation occurring automatically in your classroom.  

Winners and Losers

“We are the champions, my friend.

And we’ll keep on fighting ‘til the end.
We are the champions. We are the champions.

No time for losers

‘Cause we are the champions

Of the world….”

Those lyrics conjure up memories of big-haired seventh graders in tight jeans swaying back and forth and yelling along with Queen’s rock anthem in the cafetorium at the Wilson Middle School social back in the early 80s.

“No time for losers.” That reminds me of a saying often attributed to race car driver Dale Earnhardt, Sr.: “Second place is the first loser.” Nike popularized this as a slogan for their ad campaigns in the 1996 Olympic games. Ricky Bobby switched the phrase up a bit in the film Talladega Nights when he proclaimed, “If you ain’t first, you’re last.”

I think I’m pretty safe in saying that our society’s obsession with winning and losing is not new. We seem to delight in ranking ourselves and others. It’s not enough to call someone a winner; we revel in calling someone else a loser.

In recent weeks, the state has unveiled a controversial new school rating system that assigns letter grades from A to F to public schools. The preliminary scores of some schools with satisfactory ratings on the old system plummeted to Cs, Ds, and Fs under the new one. A whole new crop of “losers” has now surfaced. Teachers, administrators, schools, and districts are horrified, yet politicians seem unfazed (and perhaps even pleased) by the unflattering light shed on many schools and districts.         

We all know what it feels like to lose. Hopefully, we’ve all also experienced the feeling of winning, too. Winning is a motivator, but perpetual winners sometimes become complacent. Losing can motivate, too, but it can also have the opposite effect, leaving the losers to lose hope and quit trying.

Education, as I see it, doesn’t have to be a competition at all. There’s no need to be fixated on creating a hierarchical structure if success for all is what we aim to achieve.

I know that at this point some of you are worried because you fear I’m going to be one of those people who suggests we give everyone a ribbon just for showing up. That’s not the answer. Being a chronic non-athlete, I received many an unearned ribbon or trophy in my childhood, and I know from experience that those victories had little impact on me one way or another. I knew I hadn’t earned those awards, and they meant nothing to me. They just created one more item I had to throw away when I eventually moved out of my parents’ house.

My argument isn’t about eliminating criteria for success and deeming everyone a winner; instead, it’s about promoting excellence and equity with standards-based measures that we hope everyone will achieve.

Isn’t the goal of public education, after all, to create an educated public? I want to believe that everyone--the kid down the block, the woman in the car next to mine at the stoplight, the person in front of me in the voting line, the teenager serving my dinner at Popeye’s, the mechanic fixing my brakes--has succeeded in an educational setting that ensures they can think, reason, read, write, calculate, follow instructions, listen critically, solve problems, analyze, evaluate, and express their ideas clearly.     

What I don’t want is to wonder which of these people were the winners and which were the losers in the game of education. Which ones succeeded beyond expectations, and which fell further and further behind until they and everyone else gave up on them?

I firmly believe that collaboration promotes learning. Most students learn from interactions with others. In the 21st century workplace, collaboration is an essential skill, a skill we have to help students develop with practice over time.  

Competition is the enemy of collaboration. Why should I work together with you if I hope to end up ranked in a higher position than you? If someone has to win by surpassing others, there’s no advantage to collaboration.

In a world where frantic parents badger their child’s elementary school teachers for just a hint about how their little darling is doing in relation to his or her classmates and where parents gain self esteem by broadcasting their kids’ achievements on social media, competition isn’t likely to vanish completely overnight. But I think it would do us all a service to reflect on the consequences--intended and unintended--of competition in our schools. And among our schools.

Teachers can start in their own classrooms. How can you change the climate to one where every success is applauded by the class as a whole? How can you motivate all to succeed by allowing everyone an equal opportunity for success? How can you allow every student to make as much progress as possible during the short time he or she is in your class?

If everyone receives a great education regardless of school, teacher, district, socioeconomic background, or location, doesn’t our entire society win?

Helping Students Get the Most Out of their Reading

Before you go on a trip, it’s advisable to look at a map so you’ll know generally where you’re headed, will know what to look for along the way, and will be able to tell when you start getting lost.

Before you read an assignment for school, it’s advisable to preview what you have to read so you’ll know generally where you’re headed, will know what to look for along the way, and will be able to tell when begin to wander off the path.  

Students—AVID or otherwise—don’t seem to instinctively know this. They creep reluctantly into reading, often completely oblivious about what they are supposed to be learning while they read and unaware of any possible purpose for reading the chapter. When they get lost, which is almost inevitable, they often don’t even realize it until it’s too late. The words have flown past their eyes without a nugget of information finding its way into their brains. Many students lack the strategies for finding their way back to the path, so they continue to stumble blindly through a forest of confusion.     

As assigners of independent reading (and I hope you are among the teachers who realize that students have to read on their own if they are going become stronger readers), we have the opportunity to help our students by giving them a preview of what they will be reading.

Sometimes that preview comes in the form of a brief summary: “Tonight, you’re going to read about cells.  You’re going to learn the main parts of cells and the difference between a plant and an animal cell.”

Other times, your preview will give the students a specific task, something to look for as they read:  “As you finish the story on your own, I want you to pay special attention to the ways the author builds suspense and uses dramatic irony as his narrator explains what happened the night of the murder. Also, take note of the details that make the setting an effective one for a story of mystery and suspense.”

In her book Talk Read Talk Write, Nancy Motley talks about preceding reading by giving students a PAT (Pay Attention To) List of significant words, phrases, or ideas from the text that students should make sure they understand as they read. This helps point out the important concepts need to understand from the reading and allows student to sift out the essential information from the less important.

Another effective technique is to preview a chapter or article together with your students to model what good readers do before embarking on an informational reading assignment. Notice how the chapter is organized; read the headings and subheadings; look at maps, charts, and pictures; peruse any terms, charts, or timelines.  Then, make some predictions about the content.

Or help the students build curiosity and set their own focus by completing a “K-W-L-A” graphic organizer. Before reading an informational text, students fill out the first two columns with what they already Know about the topic and what they Want to know about the topic. Then, as the read (or after), they can add ideas to the final two columns about what they Learned from their reading and how they intend to Apply what they read to class or to their life beyond the classroom.  

By helping kids learn to preview and develop a focus before they read, you’ll be giving them a push to help them get into the assignment, which should lead to a more successful reading experience.  

Teaching is a Sales Job

Last month I bought a new car and made a new best friend. Or at least that’s what it felt like. Ethan was his name, and he was my buddy just seconds after I walked onto the car lot. Ethan was interested in me. He asked questions and talked about things we had in common. He gave me undivided attention, making me believe I was the most important person in his life. He called. He sent e-mails. He took the time to show me each car and explained the key features of every model. Ethan was patient and happy to answer and re-answer each question I asked. He didn’t make me feel pressured about shopping for a new car; he had my best interests in mind and wanted me to make the decision that was right for me, even if it meant that I had to come back several times to test drive as I narrowed down my final choices.

On the day I bought the car, Ethan seemed as excited as I was. He met me at the front door when I arrived and had my car waiting for me for one last test drive just to make sure it was what I wanted. He brought me water, made sure I was comfortable, and introduced me to his helpful colleagues, who also seemed to want to be my friends. I was so popular. Ethan helped me set up my bluetooth, linked my phone to my car, and showed me how all the buttons and knobs worked before sending me on my way.

For the next few weeks, Ethan kept in close contact.  He called several days later to see how I was doing. At least once a week, he e-mailed me helpful pointers, videos, and website links so I could get to know my vehicle. Ethan was only a call or email away when a question popped up. Last week, I received the email that I knew was coming: it was Ethan’s goodbye. I had owned my car for a month and was now ready to be on my own. Of course, Ethan reassured me he could still be contacted if I had any questions or wanted to refer other people to be his friends, but he would be initiating no more messages.   

The things that made my car-buying experience a positive one are similar to the factors that make a positive educational experience for our students. Teaching, after all, is a sales job. What we have to sell, however, is often a lot harder to sell than what Ethan was peddling, and our customers are a little less eager to buy in.  (It’s also--dare I say it?--more important because you’ll get a lot more mileage from a good education than you will from even the best-made automobile). After all, I walked onto the car lot wanting to purchase a car and fairly certain of what kind I wanted. Students, on the other hand, don’t always enter the classroom convinced that what you’re offering them is something they actually need. That’s why you’re going to have to make a convincing sales pitch, appealing to students’ pathos, ethos, and logos (that’s emotions, sense of moral duty, and logic for those of you who’ve slept since--or who slept through--tenth grade English). Hook their hearts, their morals, and their minds. Even if you’ve taught this same lesson six periods a day for the past 44 years, you have to make the kids think it’s the best, most interesting, and most worthwhile thing you’ve ever seen. I had a teacher once who told me she hated The Once and Future King, the book we were just beginning to read in English class. Guess who decided to side with his teacher and mentally check out of that unit before even giving it a chance. I’ve made it a point to never let the students know I don’t love whatever I have to teach on any given day, and, following suit, the vast majority of my students have attempted to share my enthusiasm. I am certain that the safety features of the new car I bought were not the most exciting topic Ethan could think of to discuss, but he made me think they were something to marvel over.

Good salespeople know the importance of establishing rapport with each customer. That’s why Ethan became my BFF for a month and why teachers need to work doubly hard to make connections with their students, especially with the unruly or recalcitrant ones who do all they can to make themselves difficult to like. Every book I’ve read on classroom management or about working with at-risk populations emphasizes the importance of the relationship piece above all else. Even a simple hello at the door as students enter your room can begin to build that relationship. Make a point to find out something each student is interested in and something each is proud of and have a quick conversation about those things from time to time. Give students your full attention during class time; let them know they are what is most important to you at that moment.

Part of establishing rapport with students involves celebrating successes with students. Just as Ethan made my purchase feel like a partnership and seemed excited for me when I found the car I wanted, teachers should let students know that learning is a team effort. It’s not us versus them. We want them to succeed--maybe more than they do--and we will stick with them as they struggle and cheer them on when they get it right.

One of the questions I asked Ethan during my car shopping was why I should buy the make of car he was selling instead of the one I have owned previously. He was able to rattle off a list of reasons--some practical and some emotional--why his brand was the best. Teachers hoping to sell their subjects to students need to be ready with a compelling “why” for every lesson. And I recommend sharing that “why” even if students don’t ask for it.

Like Ethan and other excellent salespeople, a teacher has to be patient. I came back three times to test drive cars before I made my decision. I asked stupid questions about the GPS, how the “sport mode” worked, the type of fuel I should use, and more. Never once did Ethan act as if answering any of my queries was a burden or a chore. He did not roll his eyes. He did not sigh audibly. He did not tell me, “I have already answered that question.” Ethan created a safe environment for me to be curious, to learn at my own pace, and to ask the things I wanted to know more about without fear of ridicule or judgment. Wouldn’t it be great if all classrooms were similarly conducive spaces for learning?

Ethan offered me ample support and assistance during the car-buying process so that I wouldn’t get stressed out or overwhelmed. He continued to offer support afterward, while I still needed it, and he tapered off the support as he became convinced that I could operate the car on my own. This gradual release model works beautifully with students. Teachers offer the most support when students need it the most and slowly introduce resources and other outside assistance to the students to help them learn to handle their questions and think for themselves. Teachers are always there to swoop in when students need emergency roadside assistance, but the goal should be for the students to learn to drive away on their own. Just as Ethan can’t ride around forever in my passenger seat and answer every question as it pops up, teachers don’t want to have to follow our students to college and continue to check their homework when they become adults. We need to be able to say reassuringly, “I’ve given you all you need to be successful. Now you’re on your own.”

In so many other ways teaching is not like a sales job. We don’t make commissions on what we sell; we sometimes don’t even know whether we actually made the sale at all.  Our rewards and motivations are different. But we can find satisfaction in knowing that what we are selling is one of the most precious things on earth. In ways no material possessions will ever be able to, education has the power to positively transform the lives of our customers, our students.