Hey [NAME],

So happy to chat with you today.

How’s your day going?

Where are you in the world right now?

PART 2.1: Set Intention and Establish Authority

I wanted to be respectful for both your time as well as mine – I’ll have to jump off this call in
about 30 minutes for my next call but are you good for the next 30 minutes?

“For this call today I’m just wanting to find out where you’re at right now; what’s working/not
working, where you want to go; and to see if our software would benefit your business.

PART 2.2: ELIMINATING The “I need to think about it” objection.

Now before we dive in, I just wanted to say that we’ve seen that our most successful clients that
have [achieved some MASSIVE GAIN] all have 2 traits in common - they’re good at keeping on
top of things and they dedicate time to learning the platform.

So by the end of this call I want to make sure I’ve given you all the info you need to know about
the platform to make a more informed decision on using it or not.

I’m good with either answer. Sound good?

(wait for their confirmation of “ok, sounds great”)

PART 2.3: ELIMINATING the “I need to speak with my partner” objection

Is there anybody else, like a business partner or significant other that works with you on the
marketing side of your business?

(wait for their confirmation of “it’s just me”. IMPORTANT - if they do have a partner that helps
them make business decisions, that person NEEDS to be on the call with them - otherwise, you
won’t be able to close it at the end. First ask if that partner is around, and can join the call. If the
partner is not available, then you’ll have to reschedule the call for a time that does work for the
both of you.)

Stage 2: Set Doctor Frame to Diagnose the Problem

Get them to realize they have MASSIVE pains. Dig into the pains to get them to realize that they
need to get out. Get to the ROOT of the problem/motivation.
Pro Tip: Always pause for another 2-3 seconds after they answer your question. This often
results in them second-guessing themselves and spewing more golden nuggets. It also shows
them you are really listening and prescribing a solution based on their answers.

Part 1: Identify Problem + PAINS

• First question to always ask: What made you decide to reach out today?
• What do you think is the main issue you’re struggling with when it comes to [INSERT
TOPIC]?
• Why is this something you can’t keep procrastinating on any more?
• What have you tried in the past?
• How long have you been thinking about [GETTING PROBLEM FIXED]?
• How is this [INSERT PROBLEM] affecting you on a bigger level? Friends, family,
relationships, health, self esteem, finances?
• IF YOU WERE TO STAY ON THE SAME PATH, DOING THE SAME THINGS,
WHAT DO YOU THINK YOU’D BE MISSING OUT ON IN YOUR
BUSINESS/LIFE IN THE NEXT YEAR?

Whenever you realize that they can tell you more, dig deeper with these questions:
• What do you mean by that?
• Why is that so important to you?

Part 2: Reiterate
Repeat what they’ve told you so far to make them feel heard and understood. This continues to
build trust and shows them that you’re listening.

Interesting. Ok, what I’m hearing is right now, you’re struggling in:

• Point #1
• Point #2
• Point #3

Does that sound about right?

Stage 3: Establish What Heaven Looks Like For Them

Part 1: Dream

Ok, I feel like I have a really good idea of where you’re at - now, let me understand where you
want to go.

Let’s pretend we’re having this conversation one year from today - and in this 12 month period,
everything in your [TOPIC OF DISCUSSION] went perfectly and you now have [INSERT
DREAMS 1,2,3 / GOTTEN RID OF PAINS 1,2,3].
 • What does your life look like at this point?
o Specify depending on the niche you serve: What’s your monthly income now?
• What is your motivation for getting these results?
• How would things change if you got that result?
• Why is getting [DESIRE] so important to you?

Part 2: Reiterate
Got it, yup that all makes sense to me. Appreciate you sharing that with me.

Stage 4: Bridge The Gap

Ok, X, you’re currently [STUCK STATE] and you want to get to [DREAM].

Without the proper system in place, what’s holding you back from achieving that on your own?

• I don’t know how to do it...

• I’ve already wasted time on this for years now...
• I want to work with someone who has done it before...

Stage 5: Qualify (Have Them Sell You)

Qualify: So fully transparent, we only want certain types of business using our software
platform, as our system is already very successful, and at this point, I’m no longer looking for
clients… I’m only looking for successful stories.

To give you an example, if you were a success story… 6-8 weeks from now, [INSERT THEIR
IDEAL OUTCOME AFTER 6-8 WEEKS.] And one year from now, I would want to make a
Youtube video featuring you and show the whole world that [INSERT THEIR DREAM LIFE 1
YEAR FROM NOW].

So, with that being said, can you tell me why you would have success with this?

(AT THIS POINT, JUST LISTEN. HAVE THEM SELL YOU ON WHY YOU SHOULD CHOOSE
THEM.)

Confirm: So with that being said, if I could provide you with all the steps to do [A, B, and C,
goals], is that something you would be interested in implementing?

(Wait for them to say yes, then move on.)

Stage 6: Present The Offer
Part 1: Present Offer
At this point, you now present your offer. Keep this high level. You should spend no more than 3
minutes talking about what your offer is.

Pro Tips:

• Don’t explain step by step, just cover the overall software and ESPECIALLY the end
outcome that your client desires.
• CUSTOMIZE your offer presentation to what they’ve told you.
o For example, don’t pitch them on all of the things that they wont be using within
GoHighLevel. Only pitch them on the features that they want the most.

Fantastic. Well at this point, I think it makes the most sense to share with you about what our
software [SOFTWARE NAME] is all about, what it will do for your business, and then we can
talk about how to get you started - does that sound good?

(Wait for them to say yes, then move on.)

I’ll show you the main parts that will benefit your business the most. and if used the right way,
you will get [MASSIVE DREAM RESULT].

(Go through the parts that they will benefit from the most. Talk in a way that a 3rd grader would
understand)

(Stop after every part you show them. Let them ask for more. Answer questions they have while
keeping it high level. Giving nitty gritty details will only cause more confusion and unnecessary
questions.)

In addition to the software, you’ll also get:

• Access to support videos right inside the platform to help you navigate everything.
• Lifetime support when you have questions and need my help with marketing.

So that’s essentially what [SOFTWARE NAME] looks like, did you have any questions about it?

(DO NOT TALK ABOUT PRICE YET. If they ask about price, say: “Happy to talk about the
investment, but before we jump into that, did you have any other questions about the
program?”

If they say “Nope, those are all my questions - ready to hear about price.” Then move on.)

Part 2: Build Confidence

Got it. With everything we talked about so far, do you believe that with all these tools and
resources that we’re providing you, are you confident that you’d be successful?

(Wait for them to say “Yes”.)

Part 3: Present investment
In this part, chunk up your price by 50%, in order to provide a fast action discount. So if your
software is $197/month, set the actual price at $297/month.

Pro Tip: Never say price or cost. Always say “investment”.

Awesome. So the investment of the software is $300 for the account setup fee, and then just
$297/month. But what I’m happy to do for you, is I can tell this is something you truly want and I
can see your business completely changing for the better. So I’m happy to provide you with a
discount if you sign up today. We can take off $100/month from the monthly subscription price,
so that it’s only $197/month. How does that sound?

(STAY SILENT. DO NOT TALK. YOU WILL WANT TO CONTINUE TO TALK AND RAMBLE
AND CONVINCE. MUTE YOURSELF IF YOU HAVE TO, JUST WAIT FOR THEIR
RESPONSE.

If they respond with YES, move into collecting their payment and onboarding right then. If there
is resistance/objections based on needing time to think or talking to another person, schedule a
follow-up appointment no more than 7 days out.