How to Filter Out Price-Sensitive Clients

There's a lot of people who need this service. You still have to be able to filter out the people who are price sensitive or the people for whom you're not the best fit, or just the people who are. They're going to be more of a pain in the butt than is actually worth their fee. And so some of the ways that we've done that with your clients is, number one, you can't book on Ryan's sales calendar if you're making under 200 grand a year. That's just a minimum qualification we set. Unless you're going to lie on that, which then we find out immediately on the sales call. It's kind of an important thing when we're talking tax strategy, like how much money do you make? So that's one big thing, I think. The other thing is just the messaging that, that we're using of always trying to kind of hone in on what's the message that's going to attract those higher level people. Because ultimately it does. It just comes down to the words, the phrases and the concepts that you use when you're speaking to your audience that's going to determine who you attract.