Three weeks ago I added a question to the front of Radi8 that disqualifies people. Someone arrives, they're enthusiastic, and the honest answer is not yet. The pieces aren't in place for it to work for them, and if they sign up anyway they'll spend a month proving that and then leave. The usual way to handle this is to let them in and hope. Take the money, hope they figure it out, watch them go in six weeks and file it under churn. I've run companies that did exactly that, and it looks like growth for about one quarter. So now there's one question, asked before anything else, and if the answer says they're not ready they don't get sold to. They get told what to fix first, and an offer of help fixing it. Here's what surprised me. Saying not yet to the wrong fit made the right fit obvious, to them as much as to me, and the people who clear that question show up already believing it will work, because something asked them to prove it would. Most of us do the opposite, we widen the door when things go quiet, because it feels like the safe move. It's the most expensive one available. Every bad-fit client takes a slot a good one could have used, and they leave carrying a story about you. Who are you letting in right now that you already know isn't a fit? #IndependentConsultant #Coaching #Positioning #GoingIndependent