Time is the most precious asset for any expert, consultant, or founder.
But too often, we waste it on people who should never have made it into our calendar.
Recently, I took a call with a so-called "potential client". It lasted 20 minutes.
I knew by minute 3 that it would go nowhere.
Here's how to spot a non-serious prospect, fast.
These are the psychological and behavioral red flags to catch before they burn your time and energy.
🚩 They show up late... and unprepared
“Sorry, I just saw this in my diary… what's this about?”
Showing up late is poor time management.
It happens sometimes, and I accept it with a good reason. But when it happens without any good excuse, it signals hierarchy:
"My time > Your time."
In psychology, this is called status signaling through delay. People who feel insecure often arrive late or pretend they "forgot", to subconsciously reclaim control.
If someone doesn’t respect their own schedule, they won't respect yours. Let them go.
🚩 They light a cigarette, take the call while walking or at a café
This happened. In real life.
Within 30 seconds:
- He lit a cigarette,
- Was walking outside,
- Took the call on speaker, in a noisy public space.
These details scream one thing: lack of presence.
And in any high-trust, high-stakes collaboration: presence is everything.
If someone can't sit down, focus, and give you their full attention, they're not ready to build anything serious.
🚩 They talk 90% of the time. They ask nothing strategic.
When someone dominates the conversation and shows no real curiosity, you're not in a discovery call.
You're in a monologue... and you're just a silent extra.
In human behavior, curiosity = investment.
Serious people want to understand. They listen. They question. They challenge.
Time-wasters just unload their chaos onto you and hope you'll clean it up.
No curiosity = No depth = No client.
🚩 They mix 10 different needs into ONE call
“We need recruiting, M&A, background checks, credit vetting, surveillance…”
When a prospect lists everything under the sun, it means they haven't done the minimum internal work to define their priorities.
Disorganized people make disorganized clients.
If they can't explain clearly what they need - and why - they’re not ready to work with you. Or with anyone.
🚩 They ask for 3 quotes. Fast. Cheap.
“We're taking three quotes. Can you send me a sample report by tomorrow?”
This is classic procurement thinking: not partnership thinking.
I don't say it's wrong, it's not just the type of relationship I am building. I'm not transactional. I build long term value.
In intelligence, strategy, or high-trust consulting, you're not selling a commodity. You're offering insight, ethics, nuance, judgment.
Anyone who compares you like a SaaS price plan isn't looking for intelligence... they're looking for shortcuts.
Serious clients talk value.
Non-serious clients talk price.
🚩 They never ask about ethics, legality, or methodology
This is perhaps the most dangerous red flag.
The moment someone wants to access personal or sensitive data, but asks zero questions about:
- Legal compliance (FCRA, GDPR…),
- Methodology,
- Limits,
- Confidentiality...
…you know you’re dealing with someone who delegates risk without understanding it.
If someone doesn't ask the right questions, they'll blame you when things go wrong.
In the end, this wasn't a prospect. It was a distraction.
There was no shared language.
No mutual respect.
No alignment.
As your business grows, your filters must get sharper.
The cost of letting the wrong people in is always higher than the cost of saying 'no'.
And next time someone shows up late, with a cigarette, walking down the street for your meeting, remember:
You're not being difficult.
You're being selective.
And selective people build lasting empires.
Want more insights on how to use intelligence, psychology and strategy to protect your time and grow your business?
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