Question your day to day assumptions on how you conduct your business. For years, anytime I got a call from a prospect for my immediate training or public speaking workshops, I would of course, send them a proposal follow up, and then I would follow up with them whether I heard from them or not at least a dozen times, for months, sometimes years. I don't do that anymore. I still talk to them right away. I give them a personalized video proposal. And I call once or email to verify they received it.

After that, I asked, When would they like to speak again, if they're really interested in me, they contact me. If they're not. I don't waste time on them anymore. I've got too many other more productive things to do with my time than chase mediocre or bad leads. This saves me a tremendous amount of time and it's time Mike in US creating more online courses for you. every business, every organization has some set of standard operating procedures.

And in fact, in the business world, the marketing sales world, there used to be this adage that you had to contact someone seven times before they would ever convert. And then sometimes six months, 18 months before you really make a big sale on that may be true for some industries, but for mine, I find if they're going to hire me, they'll either do it right away, or they will say, TJ we're definitely going to do this but it's going to be fourth quarter next year, call us and first quarter next year, which is six months from now I put on my calendar to call and I do but absent that I don't then follow up follow up every two weeks calling them for a year. I used to do that a long time ago and it would occasionally get results. But it's not fun here. I'm trying to avoid things that are not fun as we discussed.

And it's not as productive use of my time as doing other things like creating more courses creating more things of value for existing students and customers.