Right, but how can one decide whether or not a connection is worth before actually meeting the person? Unless he has a crystal ball, he could be losing investme

Right, but how can one decide whether or not a connection is worth before actually meeting the person? Unless he has a crystal ball, he could be losing investment opportunities with this kind of attitude. And it is not his money. He is being paid (well paid) to scout new deals. He is not wasting his time, he is just doing his job.