1Your First Call Is Booked. Here Is What You Do Before It.9 min
2Discovery: Make Them Sell Themselves12 min
3The Bridge and Your Three Pillars12 min
4The Temperature Read and the Retie to Value8 min
5The Money Close11 min
6The Five Rooms, the Referral Ask, and Your Finished Script13 min
1
Module 4 · Lesson 1
Your First Call Is Booked. Here Is What You Do Before It.
9 min
ON SCREEN: Face to camera for the open and the close. Screen share of a demo GHL sub-account, Opportunities, pipeline board, Call Booked column, for the middle. Then screen share of the Script Builder doc being created from the template and Section 1 typed live.
Module 4 · Lesson 1 · by the end of this lesson
You will have your Script Builder open with your opening frame written word for word, and a prep sheet filled in for the actual named human sitting in your Call Booked stage.
Module 4 · Lesson 1
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You are watching this because a call booked
Module 4 · Lesson 1
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Now, the one job of this call
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Section 1 is your opening frame
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The Script Builder is in the resource section
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Next video is discovery
Module 4 · Lesson 1 · the worksheet for this lesson
W4.1PRE-CALL PREP AND YOUR OPENING FRAME
OBJECTIVE
Walk into your first booked call knowing more about their business than they expect, with the first ninety seconds already written.
STEP 1, NAME THE HUMAN
Open your pipeline, Call Booked column. Pick the person with the soonest call.
Their name:
Their business:
Date and time of the call:
Where they came from (which ad, which page, which form):
STEP 2, THE FIVE PREP BOXES
Six minutes on their website and their form answers. No more.
1. What do they sell, and what is the most expensive thing they sell?
2. Roughly what is one customer worth to them? (Your best guess. You will test it on the call.)
€ How did you arrive at that?
Continues. Full worksheet in the resources below this video
Module 4 · Lesson 1 · you leave this lesson with
A Script Builder doc, created from the 30-Day Pipeline Script Builder template, with Section 1 (Opening Frame) written out word for word in the member's own words. Plus a completed Pre-Call Prep Sheet for one real, named, currently booked prospect.
Worksheet 4.1 is in the resources below this video
2
Module 4 · Lesson 2
Discovery: Make Them Sell Themselves
12 min
ON SCREEN: Face for the open and close. Screen share of the Script Builder for the writing sections. A second screen share of a one page Discovery Note Sheet, printed, with a pen on it, to show how it is used live on the call.
Module 4 · Lesson 2 · by the end of this lesson
You will have your five discovery questions written out in order, in your own words, plus the one sentence that names their pain back to them, so you never freestyle a call again.
Module 4 · Lesson 2 · the shape of this lesson
Module 4 · Lesson 2
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First, the rule that governs the whole thing
Module 4 · Lesson 2
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On writing it down
Module 4 · Lesson 2
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Those three do different jobs
Module 4 · Lesson 2
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This is the longest video in the module and it is the one that decides whether you close
Module 4 · Lesson 2
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That second half is the important half
Module 4 · Lesson 2 · the worksheet for this lesson
W4.2YOUR DISCOVERY SEQUENCE
OBJECTIVE
Write the five questions you will ask on every call, in order, in your own words, so you never have to improvise the first half of a sales call again.
STEP 1, WRITE THE FIVE QUESTIONS
Word for word. If you would not say it out loud in a pub, rewrite it.
Q1, Current situation. Must ask how long they have been running AND where clients come from right now.
Q2, Goal anchoring. Must get a number and a picture.
Q3, Problem isolation.
Q4, Problem audit, for when they say things are fine.
Q5a, Desired outcome.
Q5b, Consequence of nothing changing.
Continues. Full worksheet in the resources below this video
Module 4 · Lesson 2 · you leave this lesson with
Script Builder Section 2 complete: the five discovery questions in order, each written word for word, plus the three probing follow ups and the Name the Pain sentence. Plus one printed Discovery Note Sheet, sitting on the desk, ready for the call.
Worksheet 4.2 is in the resources below this video
3
Module 4 · Lesson 3
The Bridge and Your Three Pillars
12 min
ON SCREEN: Screen share of the Script Builder throughout, typing live. Cut to face for the proof section and the close. One quick cut to the member's own offer one-pager from Module 0 to show where the pillars come from.
Module 4 · Lesson 3 · by the end of this lesson
You will have your pitch written out: the bridge, your three pillars, each one tied to a real pain with the customisation formula, a check in after each, the support wrap, and your proof placed where it lands.
Module 4 · Lesson 3
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Mine sound like this
Module 4 · Lesson 3
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The way I pick three is by function, not by feature
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If you are brand new and you have no numbers at all, then say that
Module 4 · Lesson 3
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The reason we do it in this order, pitch after discovery, is that you cannot write a customised pitch before you know what to customise it to
Module 4 · Lesson 3 · the worksheet for this lesson
W4.3YOUR THREE PILLARS
OBJECTIVE
Turn what you deliver into a three part pitch that repeats the prospect's own words back to them.
STEP 1, WRITE YOUR BRIDGE
Fill in the structure, leave the square brackets in place. You complete them live on the call.
"You know how you said the problem is [], and it is costing you []? What we are going to do is take you through a simple three part system that takes you from where you are now to []. Let me walk you through the three pieces."
Rewrite it in your voice:
STEP 2, PICK YOUR THREE PILLARS
Open your Offer One-Pager from Module 0.
What it actually is Which pain it kills What I will CALL it on the call
Pillar 1 (gets noticed)
Pillar 2 (gets the customer)
Pillar 3 (stops the leak)
Read the three names out loud. Would your prospect use those words?
Yes [ ] No, I renamed them:
STEP 3, WRITE EACH PILLAR WITH THE FORMULA
Use the exact formula. Four blanks per pillar, all filled with THEIR words.
PILLAR 1:
Continues. Full worksheet in the resources below this video
Module 4 · Lesson 3 · you leave this lesson with
Script Builder Sections 3 and 4 complete: the bridge written with blanks, three named pillars each written with the customisation formula and a check in question, the support wrap, and a proof line with a real number the member can screenshot.
Worksheet 4.3 is in the resources below this video
4
Module 4 · Lesson 4
The Temperature Read and the Retie to Value
8 min
ON SCREEN: Face to camera for most of this one, because it is about what you do with silence. Screen share of the Script Builder for the three blocks being typed in. One split screen showing the three branches off the score.
Module 4 · Lesson 4 · by the end of this lesson
You will have the two minutes before money written out: the one to ten score question and what to do with each answer, the retie, the double down, and the value check with your actual price in it.
Module 4 · Lesson 4
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Wait for a clean yes
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If they say no to the value check, then hear this properly, because it is the most useful sentence in this module
Module 4 · Lesson 4
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And write your actual price into your script
Module 4 · Lesson 4
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Eight, nine or ten
Module 4 · Lesson 4 · the worksheet for this lesson
W4.4THE SCORE AND THE RETIE
OBJECTIVE
Write the two minutes that sit between your pitch and your price, so you never find out too late that they did not believe you.
STEP 1, YOUR SCORE QUESTION
One is fluff. Ten is what? Fill in the ten with the outcome YOUR prospect actually wants.
"On a scale of one to ten, one being this is all fluff, ten being , where do you fall?"
Written in your voice:
STEP 2, WRITE THE THREE BRANCHES
You will not have time to think on the call. Write all three now.
If they say 8, 9 or 10, I say:
If they say 6 or 7, I say:
If they say 5 or below, I say:
What do I do with a 5? Tick one:
Go back to discovery and rebuild the pain
Move to price anyway
If you ticked the second one, write out what happens six weeks later:
Continues. Full worksheet in the resources below this video
Module 4 · Lesson 4 · you leave this lesson with
Script Builder Sections 5 and 6 complete: the score question, the three written branches for high, middle and low answers, the retie questions, the double down, and the value check with the member's real price written into it.
Worksheet 4.4 is in the resources below this video
5
Module 4 · Lesson 5
The Money Close
11 min
ON SCREEN: Screen share of the Script Builder for the writing. Then a real screen share of creating a payment link in Stripe (demo account, no real card data), and pinning that tab. Face to camera for the silence section and the floor rule.
Module 4 · Lesson 5 · by the end of this lesson
You will have your money close written word for word, with your real numbers in it, an anchor, a floor you will not go below, a payment hierarchy, and a live payment link sitting in a browser tab ready to send on the call.
Module 4 · Lesson 5
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Here is why this matters more than it sounds
Module 4 · Lesson 5
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Next video is the last one in the module
Module 4 · Lesson 5
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One last thing on how you say all of this
Module 4 · Lesson 5
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The three month minimum is not a detail
Module 4 · Lesson 5 · the worksheet for this lesson
W4.5YOUR MONEY CLOSE
OBJECTIVE
Decide your numbers before the call, write the price conversation word for word, and have a tested payment link ready to send.
STEP 1, DECIDE THE FOUR NUMBERS
No ranges. Four numbers.
Setup fee: €
Anchor (what a bigger business pays): €
Land (what you expect to actually charge): €
FLOOR (below this, the answer is no): €
Who actually pays your anchor? Name a real business type or a real deal:
If you cannot answer that, your anchor is a lie. Lower it: €
Minimum term: months
Why is the minimum term non negotiable in your business? One sentence:
STEP 2, WRITE THE ISOLATE LINE
STEP 3, WRITE THE ANCHOR AND LAND, WORD FOR WORD
Real numbers, not brackets.
Continues. Full worksheet in the resources below this video
Module 4 · Lesson 5 · you leave this lesson with
Script Builder Section 7 complete: anchor, land, floor, payment hierarchy in order, the funds question, and the price push handle. Plus a live, tested payment link created and pinned in a browser tab, with a test transaction confirmed and refunded.
Worksheet 4.5 is in the resources below this video
6
Module 4 · Lesson 6
The Five Rooms, the Referral Ask, and Your Finished Script
13 min
ON SCREEN: Face to camera for the five rooms mental model and each room's answer, because these are spoken lines and the delivery is the lesson. Screen share of the Script Builder for the assembly at the end, scrolling through the finished document top to bottom. Quick screen share of GHL importing the five touch follow up workflow.
Module 4 · Lesson 6 · by the end of this lesson
You will have a written answer for all five objection rooms, the referral ask at both moments, your whole script assembled into one document you can read off, and a recorded practice run you have watched back.
Module 4 · Lesson 6
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Scroll to the top of your Script Builder
Module 4 · Lesson 6
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In the resource section there is a five touch follow up sequence, already written, importable
Module 4 · Lesson 6
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"Two things that will help
Module 4 · Lesson 6
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Then watch it back
Module 4 · Lesson 6
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Two formatting jobs and then you are done
Module 4 · Lesson 6 · the worksheet for this lesson
W4.6THE FIVE ROOMS AND YOUR FINISHED SCRIPT
OBJECTIVE
Write an answer for every objection you will ever hear, assemble the whole script, and hear yourself run it.
STEP 1, THE THREE STEP MOVE
Write your version of each. You use these in every room.
Probe:
Acknowledge:
Diffuse:
STEP 2, WRITE ALL FIVE ROOMS
Sentences, not bullets. You will read what is in front of you.
ROOM 1, VALUE. They say: "I am not sure this works for a business like mine."
I say:
ROOM 2, MONEY. They say: "That is more than I was expecting."
I say:
ROOM 3, TIME. They say: "Not right now, maybe in a few months."
I say:
Continues. Full worksheet in the resources below this video
Module 4 · Lesson 6 · you leave this lesson with
The complete script, assembled as one document, printed or on a second screen. Five written room responses. The referral ask written for both moments. The five touch follow up sequence live in GHL. A recorded practice run, watched back, posted in Skool.
Worksheet 4.6 is in the resources below this video