Prep it. Confirm it. Run a real conversation. Walk away with a next step — every time.
Do this every day before you take a call. Non-negotiable.
📚 On the book campaign? The booking form only asks for a topic — not enough info to actually disqualify anyone. So take the call as practice. Use the discovery to disqualify quickly if needed. If you find yourself wanting more upfront filtering, bring it to a coaching call and we'll help you add qualifying questions to your calendar.
If you can't articulate who IS and ISN'T qualified, that's a fundamental gap in your sales process. You'll keep ending up on bad calls and blaming the leads instead of the process. Bring this to a coaching call — we'll help you define it.
If your calendar has zero qualifying questions, you're telling the world "anyone can take my time for any reason." Add 2-3 questions that help you filter before the call happens. This is something we build together in coaching.
Personal check-ins at four touch points. Casual, light, human. These are you reaching out — not a system.
💡 There's a huge difference between an automated reminder and a personal text from the person they're about to meet. Even if you automate these later, building the habit now makes you sharper.
⏱️ The 5-5-10 Rule: Be on the call 5 minutes early. If they're not on by 5 minutes past start time, text them. If they're still not on by 10-15 minutes past, count it as a no-show and leave the call.
Example: 3:00 call → you're on at 2:55 → text at 3:05 → leave at 3:10-3:15 if no response.
Think like a doctor: I can help anyone — but I can't help anyone until I know what's wrong. Your goal: walk away with enough information to (1) understand their situation and (2) have a real reason to schedule the next meeting.
Step 1 — Know What You Need to Capture
Before the call, know what data points matter. Don't turn the call into a form — but keep these in your head so you walk away with what you need.
Must Get (call is a fail without these)
Nice to Get (helpful for next meeting)
Step 2 — Extract It Through Conversation
These questions get you the data above without sounding like an interrogation. You don't ask them word-for-word — you weave them into the conversation. The point is to think in this order, not to read it like a script.
Here's how a natural discovery conversation flows. Not an interrogation — a conversation.
[Let them talk. Listen. Don't interrupt.]
[They answer. You're building the picture.]
[Now you have enough to justify the next meeting.]
The next meeting after this one is typically a Planning Call — where you'll go deeper on what you uncovered and start building an actual plan around their situation.
Common Objections — Handle Them, Don't Fold
You're not asking for money — you're asking for another call. So objections here are softer than full sales objections, but they still come up. Handle them.
If you hang up with no next meeting and no micro-commitment, that's a fail. You had them on the phone. They gave you their time. Don't waste the opportunity by being polite instead of direct.
No response to your concern text? Follow up over the next few days with different angles.
📌 Day 1 = 48 hours after your last message with no response. So if you texted them on Monday and no reply, Wednesday is Day 1 of follow-up.
After ~3-4 days with no response → move to the 75-Day Follow-Up Cadence. Same rules as always: YES / NO / DEAD are the only three reasons to stop.
After every interaction. Call happened, got cancelled, no-show — doesn't matter. Log it. 60 seconds.