The hinged top of Kalia’s vanity—home to what I can only assume is the national reserve of luxury skincare products—broke. Again.

Now, full disclosure: I had fixed it once before.

Kalia asking me to repair it a second time was probably a sign of love—or madness. It’s hard to tell.

I gave it my best shot… but eventually, I had to call in my friend Mark. Mark is one of those guys who has actual tools and knows how to use them.

Even he had to pause and think. But in the end, he got it working better than ever. Smooth as butter. Crisis averted.

Before Mark did anything, he took the time to understand the problem. He didn’t start hammering away or unscrewing things at random.

That’s what most professionals do when it comes to consultations.

They jump on the call without qualifying the prospect—without making sure they’re speaking to the right person with the right problem who can afford the solution.

Make sure your pre-call system qualifies people before they hit your calendar. That means:

• Making your offer crystal clear
• Asking the right questions in your booking form
• Filtering out tire-kickers

If your calls feel like a waste of time, it’s not your sales skills—it’s your setup.

The better your system qualifies, the better your calls (and clients) will be.

Kick butt, make mucho DEEnero,

Dave “Retired from Handyman Duty” Dee