“How to score and disqualify opportunities so you only spend time on the ones most likely to close.”
Master this box and you stop chasing every lead — and close faster on the few that fit.
Which box is holding you back from reaching $1,000,000?
START HERE
Your pipeline is full BUT nothing is closing.
Your calendar is packed, every lead feels like “the one,” so you chase them all. That’s not a pipeline problem, it’s a discipline problem: every hour spent on a bad-fit prospect is an hour not spent on a great-fit one.
→ Are you asking “can I sell to them?” when you should ask “should I?”
DO THE WORK
Flip the funnel — disqualify instead of qualify.
Score fit in the first 10 minutes, then protect your calendar for the highest scores. Stop asking “can I sell to them?” and start asking “should I?”
Disqualify, don’t qualify
The 2-Point Rule: if your best active prospect scores an 8, stop adding prospects who score 6 or below — unless you need the volume. Track how fast high-scoring leads close versus low-scoring ones, the data tells you when to raise the bar.
“Saying no to bad fits speeds you up. The narrower your pipeline, the fatter your wallet.”
Disqualify, don’t qualify
YOU’RE READY
You can score a prospect out of 10 — and walk away from low scores.
When you disqualify early and protect your calendar for great fits, you’ve mastered Disqualifying. Move on to Emotional Favourite.
IN THE RESTAURANT EXAMPLE
Restaurant scheduling software, 4 X 4.
The founder scores three prospects on the 5-Factor Disqualifying Matrix (2 = strong, 1 = some, 0 = absent): Maria, a new GM at a 3-location bistro group, scores 10/10; the café owner scores 3/10; the assistant manager at a regional chain scores 5/10. Applying the 2-Point Disqualification Rule: the best active prospect scores 10, so anything below 8 is archived, with a reminder to revisit if their score changes. The café owner “seemed really interested” — that’s qualifying creeping back in. The founder spends their hours on Maria.
THE THREE BIGGEST MISTAKES
SKIP
You don’t disqualify at all — every lead is “the one” — so you get long cycles and low close rates.
SHORTCUT
You’re scoring prospects from gut feel instead of a written matrix — so “good fit” shifts by mood and by prospect, and you can’t compare anyone consistently.
STUMBLE
You keep pursuing prospects who score well below your current best active — instead of enforcing the 2-point cutoff — so mediocre fits eat time that should go to your best ones.