Should I qualify patients before presenting treatment? Yes, but within reason. You want to know who can actually say yes and who has the means, because pouring your whole presentation into someone who was never going to move forward wastes everyone's time. But here is the trap. If you bar the door too high, you eliminate patients who could and would have gone forward if you had given them a chance. We are a professional service, not a luxury boutique, and you cannot pre-judge the way a high-end store screens foot traffic. So I call this qualifying within reason. Give patients [...]