[Zach]

Should also query BK, NSfs, Collateral, previous default, Liens. I think that's more important than wasting his or my time.

Absolutely -- prequalification is incredibly important, and I hope I didn't appear to downplay the value of it. What I meant with my tip #1 was that AFTER the prequal stage (which should be immediate) there needs to be a probing phase that most newer salespeople either skip or don't place much emphasis on.