Qualification: Deciding Whether to Proceed

Purpose of This Lesson

To protect you from low-quality deals.

4.1 Why Disqualification Is Professional

Disqualification is not rejection.

It is respect — for both sides.

Pursuing unqualified deals:

• Wastes time
• Weakens pricing
• Damages credibility

4.2 TFAM Qualification Criteria (Explained)

You should confirm:

• Scale: Enough assets to justify a system
• Pain: Real, recurring problems
• Urgency: Audit, growth, or pressure
• Authority: Decision maker involvement
• Mindset: Willingness to change

If two or more are missing → slow down or disengage.

4.3 Polite Disqualification Language

Examples:

• “It may be better to revisit this after your next audit.”
• “Based on what we discussed, TFAM might be more than you need today.”

This builds trust — not resentment.