A framework for choosing which relationships to invest in: people skills, likability, competitiveness, and work ethic. You can teach skills but not fix someone's fundamental work ethic, so that becomes your real filter.
It's okay, be a client. It's okay, be my friend. It's okay, give me referrals. It's okay, I'll stay in touch. It's okay, the timing might not— I'm not looking for you. I'm looking for somebody looking for us. And I mean that, and it's not being mean. I want to be nice to everybody. I want lots of friends. You put them in the CRM, start the drip campaigns, and let it work. Are they— do they have people skills? Are they likable? Are they competitive? Like when the recognition's going on, are they taking notes what's being recognized? Are they asking about what's being recognized? Are they asking what's— work ethic. We can't fix people who don't work.
