Occasionally, I am referred to individuals, who at first sight have a genuine need for immediate “help” in my areas of expertise, and substantial means and volition to pay for it but for inexplicable reasons they then disappear into the ether. The non-response to an agreed call or meeting time or exchange of information, is often the first signal.

As we re-emerge into booming economies with increasing demand for our expertise and time, these individuals need to be ruthlessly culled from prospect lists. Let’s be intellectually honest, there is zero respect for your time and they are worthless to your business. To think differently flies in the face of what you are seeing.