And I'm asking you an honest question: if a prospect walks in your door, do you either (1) sell them, or (2) demand they prove they are in the market and aren't

And I'm asking you an honest question: if a prospect walks in your door, do you either (1) sell them, or (2) demand they prove they are in the market and aren't wasting your time. Maybe that person has a 5% chance of closing, or maybe they have a 90% chance. Nonetheless, when you go with the "prove you aren't wasting my time" plan, the probabilities plummet.