Your time is not that precious

So one of the traps that I see sales reps fall into the moment they start making money is that they only want to speak to qualified leads. I'll tell you why this is a mistake. So you always want to have opportunity, as much opportunity as you possibly can. Listen, if you're getting flooded with like lower qualified leads and you and you and you have a lot of sales calls booked in, then you can start to be a little bit more discerning with who you put through. But essentially who you put through for the metric that I use is do they benefit from the service? If that's the case, then I'm happy to put them through because they might not buy now, but they might buy in 3, 6, 12, 18, 24 months. And that's what a pipeline is. So if you want to be consistent, if you want to like grow your business as a sales rep or even just as a business owner, then make sure you're not just like disqualifying everybody as they go, that you're actually putting people into a process that nurtures them and that you're not being overly protective of your calendar and so that you can give yourself the best opportunity possible to be able to actually make the most amount of sales, not just have a bunch of lay down sales every week and make bugger all in the grand scheme of things.