What is Qualifying? #

Most people think qualifying is about finding the perfect buyer. It’s not. Qualifying is about figuring out if, and how, you can truly help someone. Done well, it brings clarity—for you and for them. Done poorly, it’s just noise.

This chapter will show you how to guide conversations in a way that naturally reveals if the person is a good fit, without wasting anyone’s time. No ticking boxes or robotic scripts—just practical, value-centric strategies to move conversations forward.