Middle of the funnel refers to the stage that a lead enters after identifying a problem; consideration stage.

At this point they’re looking to conduct further research to find a solution to the problem. At this point the student and his/her parent or guardian have identified a couple of courses and universities and are start to analyse other factors like tuition amounts, tuition policy, etc in order to ascertain the one that might work best for them.

Typical questions at this stage include; why this and not the other? What about….? What if? Which one has a guarantee?