So many times, people will say to me, “Oh, my God. I did a strategy session. I just made a sale.”

I’ll say, “Great. Is it a pay in full or a payment plan?”

“Well, I don’t know,” they’ll say. “They’re going to call me back once they get their tax refund.”

That’s when I have to say, “That’s not a sale. That’s a great conversation, a very inspiring conversation, but it’s not a sale.”

It is not a sale until payment is rendered.

It doesn’t matter how much they love you and that they’re going to come and work with you when their house sells or when they get their Christmas bonus. Or they may say yes, and they’re going to check with their husband.

Those are not sales.

It is not a sale until—and unless—payment is rendered.