Script Trainer

Click a word to hide/reveal it.

10%

DISCOVERY SCRIPT

1. Framing the Conversation

"Hey, really glad you both made time for this. Here's how I want to use the next 20 minutes or so.. I'm going to ask you some questions first, get a real picture of where things stand with Calculus, what's been going on, what you're hoping to change. Then I'll walk you through exactly how I work and we can figure out together if it's a good fit. Sound good?"

Follow-ups (only if they don't open up):

- "Is there anything specific you were hoping to cover on this call?"

- "What made you decide to book this today?"

2. Data Collection

"Before we get into the details.. let me just grab a few quick things so I'm not working in the dark. Are you in AP Calc AB or BC?"

"And what grade are you in right now?"

"What's your grade in the class sitting at right now, roughly?"

"When was your last exam?"

“What about your next exam? … do you know when that is?”

Maybe: ”Have you taken a practice AP exam yet, or any official College Board tests? If so, what did you score?"

3. Identifying the Core Problem

"Okay, helpful. So tell me.. what's actually going on with Calculus right now? Like if you had to put your finger on the main thing that's just not clicking, what would it be?"

"Why do you think this is happening?"

Follow-ups (only if they don't open up):

- "Is it more the concepts themselves, or is it more like.. you understand it in class and then it falls apart on the test?"

- "Are there specific topics where it feels like you’re hitting a wall, or is it kind of across the board?"

4. Emphasizing the Duration

"How long has this been the situation? Like was there a point earlier in the year where Calc felt manageable, or has it felt like an uphill battle pretty much from the start?"

Follow-ups (only if they don't open up):

- "Was there a specific unit or moment where things kind of shifted?"

- "So we're talking weeks here, or has this been building for a few months?"

5. Unpacking the Impact

"And what's that actually doing to you right now? Like beyond just the grade.. what's the ripple effect of Calculus being a struggle?"

Follow-ups (only if they don't open up):

- "Is it affecting how you feel going into other classes, or your stress level overall?"

- "For you as a parent, what's it been like watching this play out?"

- "Is the class grade putting anything at risk.. honor roll, college applications, anything like that?"

6. What Have You Tried So Far?

Almost everyone has tried something. Don't let them off the hook with "nothing really." Probe specifically, because what they've tried and why it didn't work is exactly what you'll use to position your approach in the pitch.

"Before you found me, what had you already tried to turn this around?"

Dig into each of these if they haven't mentioned them:

- "Have you watched any YouTube videos, Khan Academy, online practice problems, anything like that?"

- "Any self-study, practice problems, working through the textbook on their own?"

- "Has a parent or friend tried to help at all?"

- "Any other tutors, tutoring centers, or prep courses before this?"

Follow-ups (only if they don't open up):

- "And when you tried that.. what happened? What made it fall short?"

- "Did it help at all in the moment, or did it just not stick?"

7. Creating Urgency — "Why Now?"

"So help me understand the timing.. what made you decide to reach out now? Like why not a few months ago, or just wait and see how the rest of the year plays out?"

Follow-ups (only if they don't open up):

- "Was there a specific moment, like a test grade or a conversation, that kind of pushed you to do something about it?"

- "Is there a deadline that's making this feel more urgent.. college apps, a grade check, the AP exam date?"

8. Goal Setting — Defining Success

"Let's talk about where you want to land. If everything goes the way you're hoping.. what does success actually look like at the end of this?"

"And to put a number on it.. what grade are you trying to get in the class? And on the AP exam in May, are you shooting for a specific score?"

Follow-ups (only if they don't open up):

- "Is a 5 on the AP exam the focus, or is the priority more about getting the class grade right?"

- "Are there specific colleges or programs where this grade or score is going to matter a lot?"

9. Emotional Driver — Why Does It Matter?

"I want to understand what's really behind this, because it's different for everyone. If you actually hit that A in the class and a 5 on the exam.. what does that mean for you? Like what changes?"

Follow-ups (only if they don't open up):

- "Is this about keeping options open for college, or is there a specific school or major this is tied to?"

- "For you as a parent.. what would it mean to see them get there?"

- "How would it feel to walk into that exam in May actually feeling ready?"

10. Reality Check — Will the Current Path Work?

"Last question before I tell you about how I work.. and I want you to be honest with me here, because it'll help us figure out if what I do is actually the right move. Based on everything you've got going right now.. the class, what you've tried, where the grade is sitting.. do you think the current plan gets you to that A and a 5 by May?"

Follow-ups (only if they don't open up):

- "What would have to change for it to get you there?"

- "If nothing changes between now and May, where do you realistically think things land?"

PITCH

1. High-Level Promise

"Here's what I do. I get AP Calculus students a 5 on the May exam.. an A in the class.. and I guarantee it. Not as a talking point, as an actual money-back guarantee. So everything I'm about to walk you through is built around that one outcome."

2. Bridge — The Pillars

Pillar 1 — The Diagnostic

"The first thing we do before anything else is run a diagnostic. And this isn't just a Calculus quiz. What I'm actually doing is figuring out whether the problem is Calculus itself, or whether there's an algebra or precalc gap underneath that's been making everything harder than it needs to be. Because here's the thing.. you mentioned [reference what they said about struggling with specific topics or feeling lost]. A lot of the time, that's not actually a Calculus problem. It's an old gap that never got fixed, and it's been compounding on top of everything new.

Most tutors skip this entirely. They just jump into whatever chapter you're on and hope it sticks. I don't do that. We find the real problem first, so we're not spending your time and money solving the wrong thing.

What that means for you practically is that from session one, we know exactly what we're dealing with and exactly where to start. No guessing, no wasted weeks going in the wrong direction.

And for you as a parent.. that feeling of 'okay, someone actually knows what's going on and has a real plan'.. that's what the diagnostic gives you.

Does that make sense? What questions do you have on that specifically?"

Pillar 2 — The Software

"Once we know where the gaps are, that's where the software comes in. And I want to be upfront.. I built this myself. I didn't license some generic platform. I tested spaced repetition on my own calculus learning before I ever used it with a student, because I wanted to know it actually worked before I put anyone else through it.

Here's what it does. It feeds the student the exact right problem for their specific weakness, in the right order, at the right time. And it doesn't let things quietly evaporate. You know that feeling where you understood something three weeks ago and then it just.. wasn't there on the test? That's what spaced repetition solves. The software brings material back at the right intervals so it actually sticks long-term, not just until the next quiz.

You mentioned [reference what they said about studying but still getting blindsided on tests, or feeling like nothing was sticking]. That's exactly the problem this fixes. They're always working on what they actually need. Nothing falls through the cracks.

And the headache of 'what do I even study tonight'.. that goes away. The software tells them. They just open it and work.

Does that make sense? What questions do you have on that specifically?"

Pillar 3 — Action-First Explanations

"Now, the way most tutoring works is the tutor talks, the student listens, and then the session is over and the student goes home to do the actual work alone. That's backwards. Because the work is where the learning happens, not the explanation.

The way I do it is the opposite. The student is doing problems almost the entire session. When they hit a wall, I step in with a short, targeted explanation.. exactly what they need, right when they need it, nothing more. Theory in the minimum effective dose.

You mentioned [reference what they said about watching YouTube videos or sitting through class and still not getting it]. That's a passive learning problem. Watching someone else do Calculus doesn't transfer. Doing it yourself, with an expert right there when you get stuck, does.

What this means practically is that almost every minute of the session is the student making visible progress. Not listening, not taking notes, not watching. Actually doing the work and building the skill.

And instead of going home and spending two hours stuck alone on homework.. they have an expert on command the moment they need one. That's a completely different experience.

Does that make sense? What questions do you have on that specifically?"

Pillar 4 — Accountability

"The last piece is accountability, and this one matters a lot for how the whole thing actually works in real life. I'm not sending homework and hoping it gets done. I sit next to them live, every session. If they're slow on a problem, the software flags it and I'm already jumping in. If something isn't automatic yet, we drill it right there until it is.

You mentioned [reference what they said about trying to study on their own, or losing motivation, or things falling apart outside of class]. That's what this solves. The work gets done in the session, with me there. They don't leave with a pile of homework hanging over them.

And for you as a parent.. you know that dynamic where homework becomes a nightly argument? Where you're the one pushing them to sit down and do it, and they're pushing back, and nobody wins? That stops. You're not the enforcer anymore. That's my job. The relationship at home gets to go back to being a normal parent-student relationship instead of a homework battleground.

Does that make sense? What questions do you have on that specifically?"

3. Delivery

"So here's how it all comes together in practice. This is a full-year program, built around the May AP exam. You get four hours of group lessons every week.. and I want to be clear about what 'group' means here, because it's not a classroom. The software means every student is working on their own specific weaknesses at the same time. It's individualized work, happening in a shared space, with me watching all of it.

Outside of sessions, you have a dedicated WhatsApp channel directly to me. If something comes up between lessons.. a concept that isn't clicking, a test the next morning, a question at 9pm.. you send it, and you'll have a response within 24 hours.

And the whole thing is built around the guarantee. A 5 on the AP exam, or you get your money back. The conditions are straightforward: show up to all four hours each week, participate actively, and complete the check-ins. That's it."

4. Price Drop

"Before we talk about investment.. I want to ask you something, and I want an honest answer because it actually matters for what comes next.

On a scale from 1 to 10.. how confident are you that what we went over today is going to get [student name] to that A in the class and a 5 in May?"

Wait for the answer. If it's anything below a 9, ask: "What's keeping it from being a 10?" Sit with whatever comes up. Resolve it fully before you move to price. Don't rush this part.

"Ok so for everything we went over today.. a full year of support through the May exam, four hours of group lessons every week, the adaptive software, WhatsApp access to me directly, and the 5-guarantee.. the investment is [PRICE]."

Then stop. Let the silence work.

Objections

Click on the objection below to go directly to the objection handler

First Objection

Certain on the Process

Undertain on the Process

Finances

Do you have payment plans?

Spouse / Partner

Uncertainty

I just want to think about it

It’s just a lot of money

What if it doesn’t work?

Need more info // send me a proposal // need to research // send me an email

Need to do my due diligence // I just met you

I’ve tried something similar and it didn’t work

I want to speak to one of your clients first

It’s too risky // it’s a big risk

I’m just nervous

PACING THE FIRST OBJECTION

What is it?

Language pattern framework we almost always use after we get the first objection.

Purpose:

To tie down the prospect’s certainty on the process BEFORE moving into finances / partner objections (you can’t handle those until the prospect is certain on the “this & now”)

To discover the REAL objection

To maintain leadership (we’re not going to give away any of our potential re-offer ammo until they’re certain (aka payment plans))

Key Distinctions

This is not an antidote for a bad Intro / info-gathering / transition / pitch

Step 1: Pace & Tie Down #1

No problem.

For a second, let’s just pretend that money is out of the equation. How do you feel about the process specifically? Do you feel like ultimately, it’s what you need to get to mentioned goal?

Yes

Uncertain

So just to be 100% clear.. On a scale of 1-10, 1 being “definitely not what I need” and 10 being “exactly what I need”, where do you feel like you fall exactly?

(if 9-10 + certain language/tonality = move on)

(if 8 or below = ask the following: “Gotcha man, and I appreciate you being honest about that… just curious, what exactly do you think is keeping you from say being an 8, 9, or 10?

(Then handle objection /// ask clarifying questions)

Gotcha, why not a 5? Why a 10?

Step 2 (Prospect Agrees): Tie Down #2

Option 1 (if they haven’t mentioned money / partner): How vs. Should.

So just to be clear… you’re not in a “SHOULD” I do this place to where you’re going back and forth on if this is the best next step for your child, it sounds like you’re more in a “HOW” can I do this place to where you’re 100% certain this is the shortest and most effective route to mentioned goal, it’s just a matter of making it work financially?

If yes… proceed to financial objection

Option 2 (if they’ve already mentioned money / partner obj): Isolation

So just to be clear, (OBJECTION) aside, there is nothing that’s keeping you from being less than 100% certain that this is what you need to get to mentioned goal?

Correct

If uncertain… S

No worries, and thank you for being honest with me about that. That’s something I can appreciate.

Option 1 (if you’ve scale 1-10 temp check’d earlier and they passed):

Now can I be honest with you for a second?

You just got done telling me that you’re a 9 out of 10 on the process because ____ (insert reason why they told you they were a 10) and now it seems like you’re nowhere near that certain about the process…. So, can you be honest with me? What’s really going on?

Outcomes:

They tell you why they’re uncertain (real objection)

They revert back to money/partner

Option 2 (If you didn’t scale 1-10 temp check):

Gotcha, no problem…

So just for clarity here… what’s important to us is ALIGNMENT

...because this isn’t like a course or something where we just give you a bunch of videos and modules and tell you “good luck”

If you come in and do this, we’re rolling up the sleeves and getting in the trenches WITH YOU. We’re fighting this fight with you.

So if we’re going to put our reputation on the line and dedicate not only our resources but our teams time to your success, I want to make sure that money and logistics aside you are BOUGHT IN to the process and you feel like it’s the most effective route to mentioned goal

So on a scale of 1-10… 1 being this sounds horrible, I hate this guy, and want to get off the call and 10 being; this sounds like exactly what I need - where do you feel like you fall in terms of just the process?

Outcomes:

They give you a 10

So is it just the money then?

They give you an 8 or a 9

So that’s pretty high… when you say “8” what does that mean to you exactly?

What else, if anything, is keeping you from being less than 100% that this is what you want to do?

You get the real objection

You get ambiguous response (Can you be honest with me for a second? Is it just nerves? Is it just risk?)

They give you 7 or below

So what exactly do you feel is keeping you from being an 8, 9 or 10?

You get real objection

You get ambiguous response

Can you be honest with me for a second? Is it just nerves? Is it just the risk?

Option 3: Three Choices.

No worries man. Can I ask you an honest question?

Anytime people feel less than 100% certain that this is the right thing it's typically 1 of 3 things.

They aren’t 100% sure the process will work for them

They don’t trust me or the company

They KNOW this will work and trust me - it’s just a matter of making it work financially.

Which do you feel like you’re at?

FINANCIAL OBJECTIONS

What is it?

Our method for handling any sort of objection/concern pertaining to money.

Purpose:

To take responsibility of ironing out logistics so the prospect can do it.

To uncover the real objection (finances were a smokescreen).

This process will help you uncover the smokescreen financial objections BEFORE we give away our power.

Key Distinctions

Follow this process and do not give out payment plans willy nilly

If they don’t tell you COH and Credit… then there’s a trust issue (barring you’re dealing with a big corporate company or something… which in that case, it’s probably not a financial objection).

Step 1: Isolating & Uncovering Resources:

Scenario 1 (You paced first objection and isolated finances):

(this part you may have done before, but regardless… make sure you tie down TWICE before getting into the objection handling)

So finances and everything aside, there isn’t anything else that’s keeping you from being less than 100% that this is what you wanna do?

So in other words… you’re not in a “SHOULD” I do this place to where you’re going back and forth on if this is the best next step for your child's education, it’s more of a “HOW” can I do this place to where it’s your GOAL to do this… it’s just a matter of making it work financially?

Ok then. Well look - MOST of my clients do take care of the investment upfront.

...but for certain clients, I don’t feel like that’s the best thing for them to do based on their situation financially so we allow them to break it up. That being said, since it’s your goal to do this… do you want to explore ways we could potentially break it up to make this work for you?

Great - so we don’t actually have any set payment plans… it really is all customized depending on what’s best for the client.

So based on where you’re at financially, it might be possible for us to make something work now OR at the very worst we can create a game plan for you to work towards in the future so you can do it sometime down the road.

That said - are you comfortable with having an open and honest conversation about exactly where you’re at financially right now? And based on that we can figure out what’s the best next step from here?

Yes… No...

Cool - so what’s your cash on hand exactly right now?

Gotcha - and I don’t think taking everything is a good idea by the way, that would be the stupidest thing ever. But I do need to see the whole chessboard to make the next move if that makes sense?

How many cards?

What’s available on each line?

How much is used vs what’s available?

If they don’t have a credit card

How do you pay for shit?

Get a full financial picture of all accounts listed below before making a recommendation

General Guidelines

Before making a recommendation, get the whole financial picture of all the accounts listed below

If they give you vague answers, get as specific as humanly possible (chess board analogy)

Never suggest taking more than half their cash or credit available as the first installment, unless they volunteer it

Part of our job is strategy and navigating their challenge. If they knew what they were doing, they wouldn’t have a financial objection in the first place

Accounts

Cash on hand

Business Checking

Business Savings

Personal Checking

Personal Savings

Paypal

Credit

Credit Score

Business credit cards

Business lines of credit

Personal Credit cards

Personal lines of credit

Investment accounts

Brokerage

IRA (Retirement account)

Crypto

Bitcoin

Ethereum

Scenario 2: They Ask YOU About Payment Plans:

Do you NEED a payment plan?

(SHUT UP)

It depends… most clients pay it upfront, but for some clients I don’t feel like it’s best for them to do that based on where they’re at financially - so we break it up.

But, I guess the most important question is… how do you feel about the process? Money aside do you feel like this is what you need to get to, <<<Their ideal result >>>

Gotcha, so I’m more than willing to talk about breaking it up. Now, we don’t actually have any set payment plans… it really is all customized depending on what’s best for the client.

That said - are you comfortable with having an open and honest conversation about where you’re at financially right now? And based on that we can figure out what’s the best next step from here?

Yes… No...

Cool - so what’s your cash on hand exactly right now?

How many cards?

What’s available on each line?

How much is used vs what’s available?

Outcomes (both scenarios):

They conditionally can’t do anything

You uncover their resources and they can PIF (see below)

You uncover their resources and pitch them a payment plan (see below)

They’re not open about where they’re at financially (see below)

Step 2 (If They’re Not Open About Resources):

Can I be honest with you for a second?

You just got done telling me that finances aside you were 100% certain this process is what you needed to get to mentioned goal and that you KNEW you needed to do this…

...and that ULTIMATELY, it’s your GOAL to make this work.

...but now, it seems like you’re not willing to be open and honest with me about where you’re at financially so we can TOGETHER figure out a way we can possibly make this work for you.

So look...how do you expect me to be able to support you in ways we can make this work so that you can mentioned goal if you’re not willing to be open with me about what resources you really have?

Outcomes:

They’re going to tell you their resources (they were prob embarrassed)

They’re going to tell you the real objection (they got caught red handed)

Now we have to handle that and circle back to the finances.

Step 2.5 (If They Have Resources But Want A Payment Plan)

Gotcha… ok, and you still feel good about the process, right?

You sure?

So it sounds to me like it’s going to come down to what it comes down to for a handful of people and that’s the finances. Is that safe to assume?So here’s what I'm willing to do… I don’t do this and I’m not supposed to, because this means I’m about to lose money - literally.

Not just because of my backend, but I also paid to get you here.But I do genuinely believe that your child has a bright future ahead for them.

So let me ask you a question. If I put together something that’s custom and we made the finances make sense for you. If I was willing to go above and beyond for you, to make it make sense for you, would you do me the service of moving forward with this today if I’m gonna do you that service?

yes

Ok, I just wanna make sure, because for me alignment is super important. Because we’re really gonna come in and get our hands dirty and I’m gonna lose money on that.

But If I were to make the finances make sense for you, you’re telling me you’d move forward with it today?

yes

Cool - so what’s your cash on hand exactly right now?

How many cards?

What’s available on each line?

How much is used vs what’s available?

If they don’t have a credit card

How do you pay for shit?

Make something custom that fits their budget if you can.

SPOUSE / PARTNER OBJECTIONS

What is it?

How we navigate partner / spouse objections.

We use this AFTER we’ve isolated it.

Purpose:

Tie down certainty on the process (Create a 2v1)

Gather intel about the spouse/partner

Use that intel to find the best way to navigate.

Key Distinctions

You really want to eliminate this on the front end.

This is more for spouse. For partner… I highly recommend you get them all on the same call (Exception being you already vetted and the partner can make the decision)

When you’re narrowing down the “two spouse objections” if you get an unclear answer assume it’s “permission”

Feminine energy or people who aren’t head of household, you’ll probably want to “delay” and set follow-up (as long as you know they’ll get on the follow up)

Step 1: Isolate & Tie Down

(this part you may have done before, but regardless… make sure you tie down TWICE before getting into the objection handling)

So aside from letting your spouse know… there isn’t anything else keeping you from being less than 100% certain that this is what you want to do?

Awesome… so just hypothetically, if you’re spouse was on this call and said “name, I believe in you and you do whatever is best for us and our child” you’d be 100% in?

(If no… Scale of 1-10 Pacing)

Step 2: Two Spouse Objections:

Awesome I totally get that and agree with you. No problem at all (also bring up you’re married to if you are).

Now just for clarity's sake:

1) Is this a “respect” thing to where no matter what you’re going to do this regardless, you just want to let her know beforehand out of respect?

Or #2) Do you need her permission to move forward? Meaning it’s not ultimately your sole decision to make?

Step 3: Information-Gathering

What do you think she’ll think about this?

What do you think she’ll say when she hears the investment?

Is she supportive of you trying to fix problem?

Are you guys on the same page that this is a problem?

Is she involved in the child's education?

Do they know about us (the company)?

Do they know you’re on this call?

What would they think if they knew?

Can you talk to your spouse right now?

When do you think you can talk to your spouse?

Great - so when do you think you’ll be able to talk to your spouse?

(FYI - if this is anything other than TONIGHT or TOMORROW… then you want to call it out)

Awesome… so go talk to her, and then let’s set up another call on DAY to go over any questions you might have and figure out what our best next step is from here. Sound good?

And look - if you still feel good, we can talk about getting going sooner rather than later.

And if you start to feel like now isn’t the right time, no worries at all. Let’s still keep our call and at the very worst I’ll give you some homework to work on until you’re ready and we’ll keep the communication and relationship open until the time is right.

Does that sound good?

UNCERTAINTY-BASED OBJECTIONS

What is it?

Language patterns & reframes we use for any objection having to do with THIS being the right thing or NOW being the right time.

When do we use?

Only after we’ve paced through the first objection and we’ve isolated down to something specific that’s keeping the prospect from being certain.

Purpose:

Instead of “rebuttals” we’re going to HEAR the prospect and LEAD the prospect.

Get the objection boiled down to where they acknowledge that it’s simply FEAR OF RISK (because that’s where we can challenge them to step up).

Key Distinctions

Most (if not all) of these we still want to Pace it first before we move onto the below:

Most fall into three different frameworks.

Authenticity (same with “pitch codex”, if it doesn’t sound authentic / natural / and from a place of alignment, it’s not going to work)

That said - practice these!

Review Of “Pacing The First Objection”

Once you’ve paced the first objection… use these below (or variations of)

“I JUST WANT TO THINK ABOUT IT”

1. “Pacing The First Objection” ← Literally why I created this.

2. (If they’re just keep repeating themselves)

I hear you, so is that just the way you always make decisions?

“IT’S JUST A LOT OF MONEY…”

I hear you… can I ask you an honest question about that?

You said it’s a lot of money… a lot of money, compared to what?

You mentioned if you got rid of problem you’d get to GOAL _____ … is that still true?

Gotcha well I hear you and appreciate you bringing that up. Thank you.

And I also want to reassure you that a lot of my clients felt that way before they put it in proper context.

Now, that said, can I be honest with you?

Earlier on this call you told me that your worst fear was insert fear from discovery right? And you mentioned if you got rid of that, you’d be goal right?

So if we contrast the amount to get started with your child achieving/getting into goal (dream uni, good job, dream college…).

Does that still seem unreasonable?

Are you sure? Feel good?

Ready to get started on some homework?

What’s your billing address…?

“BUT WHAT IF IT DOESN’T WORK…”

I hear you, and I can appreciate that.

So just to stay organized on my end here…

...what you’re saying is that despite the 200+ case studies we have and 100% client success rate, you’re worried you’re going to be the one unlucky one this doesn’t work for? (haha)

Look - no worries. I get that…

Now, can I ask you an honest question?

If you come in and do this… would your kid 100% put in the work?

Gotcha, so look…

If we have a 100% success rate…

And your child is 100% going to put in the work…

Then tell me, why exactly wouldn’t this work for you?

Two outcomes:

I don’t know (proceed below)

They give you real objection

(if I don’t know…)

I hear ya… do you think it’s just a little bit of nerves?

“IT SOUNDS GOOD BUT I NEED MORE INFORMATION”

Gotcha... now is there a specific reason that you're asking for an email with all the details?

Oh ok, so what I'm hearing is that it'll just make you feel more confident about making this decision either way then?

Gotcha, now, can I be honest with you for a second?

I can appreciate you bringing that up, but everything that I could possibly cover in an email, we’ve already talked about on this call.

We talked about the fact that your child needs help with “x”. That you’re currently not on the right path towards goal. And that if you don’t figure this out it will cost your child $x..(not getting dream job/uni/life…).

And we also talked about how your dream for your child is to get them to mentioned goal and together we reverse engineered the exact path to get there, right?

So look - while I totally GET that you want to FEEL GOOD about making this decision and in doing so take the extra time necessary to make sure with certainty that this is the right thing, I want to tell you from the EXPERIENCE of being exactly where you’re at now that you’ll NEVER be 100% certain about this until you’ve actually done it.

And for that exact reason we have our satisfaction guarantee. So if I’m hearing this correctly, you’re about as sure about this as you can get, without actually being inside the program right?

Awesome, so the way our satisfaction guarantee works is that if you buy our program and for whatever reason don’t like it within the first “x number” lessons we will give you a full refund, no questions asked.

Does that still seem unreasonable?

Are you sure? Feel good?

Ready to get started on some homework?

What’s your billing address…?

“I NEED TO DO MY DUE DILIGENCE”

Gotcha, and aside from making sure that we’re not going to take your money and go to Mexico with it (haha) is there any other reason that’s keeping from being less than 100% certain that the process is exactly what you need to get rid of Issue and get mentioned goal?

In other words… if everything I told you on this call is true, you’re in?

Awesome - so I want to acknowledge you for being honest about that and I appreciate you bringing that up.

Now, can I be honest with you for a second?

As of now, we’ve enrolled about 150 clients at this price tag of 2k. Which means clients have paid us about hundreds of thousands of dollars to fulfill the promise that me and you are talking about right now. - change this to your numbers lol

So while I totally can appreciate that you want to make sure we’re not some internet scammer and going to take your money and go to Costa Rica (lol), I also want to realign you with the fact that if we’re processing that amount of money and DELIBERATELY not doing what we say, than we’d literally be in jail.

...and not just that, but it’s the age of transparency on the internet, right? So we’d be ALL over the internet for not fulfilling what we say here. Does that make sense?

So while I get you feel like you’re putting a lot of trust in us, we’re also putting a lot of TRUST in YOU…

...because if you come in and think it’s some magic pill, get rich quick scheme and don’t put in the work then go off to say we’re a bunch of scammers on the internet that’s a LOT more damage to us and our reputation than it is to you…

Make sense?

So is there something we haven’t talked about that’s concerning you? Or do you know this is the right thing you’re just a little bit nervous about the decision?

Outcomes:

Get the real objection

Move onto nerves / risk / information

Move into trial close.

“I’VE TRIED SOMETHING SIMILAR AND IT DIDN’T WORK”

Gotcha and I hear you… when you said you tried something similar and it didn’t work, can you tell me more about that experience?

So what I’m hearing is that you see how this is different, but because you tried that program in the past and it was completely over promised and undelivered now you’re a little gun shy. Is that correct?

So I appreciate you for being honest with me about that…

...and look I’ve had similar experiences. I paid 25k for a mastermind and put 10k in ads in it and it didn’t work.

It sucked and quite frankly it was hard to talk about it so I appreciate you bringing that up and being honest. I get it.

Now do I have permission to be brutally honest with you?

...because earlier on this call, you told me that getting to goal was non-negotiable to you.

...you told me that you’d be willing to do whatever it takes to get there.

...and also told me that the only thing stopping you from getting there was problem, which is something you’ve tried on your own in the past and failed and acknowledged that you gotta get help because at the end of the day - you’re not an expert in this field - right?

So look - I get it sucks when you’ve been burned. But let me ask you this…

...think about the most successful people you know. Think about Warren Buffett, Bill Gates, Mark Cuban… people like that - do you think they got to where they were cause they quit after making one or two bad decisions?

...or do you think it’s really quite the opposite?

So the real issue isn’t that you’ve been burned once, it’s what LESSON are you going to learn from that experience itself?

...are you going to learn the lesson that because you tried something one time and it didn’t work you’ll never reach out for help again to fix a problem you’ve admitted you can’t fix on your own?

….or do you want to learn the lesson that one bad decision can sometimes simply be the tuition we pay for making a better decision the next time?

So if I can show you how to eliminate problem so you can get desired outcome and never have to worry about your fears & problems is that worth it to you?

Feel good?

Ready to get started on some homework?

“I WANT TO SPEAK TO ONE OF YOUR CLIENTS FIRST”

We can definitely talk about that - now, just curious, but are you asking that for a reason?

Yes… this reason

Gotcha, well I appreciate you being open with me about that.

Now can I be honest with you for a second?

Right now I have about 3-6 people reaching out per day to see if it’s a fit for us to work together...

...and at the same time, I keep a pretty small tight-knit group of high quality clients because I like to make sure that they’re supported.

So while I’m not saying your request is invalid at all...

...in my current position, with about 25 people reaching out per week, it wouldn’t really be appropriate nor realistic to fill my clients calendars with a bunch of people who are just “thinking about” joining my program and might not be really serious about it anyways.

...so that’s not something I am going to be able to do.

So, with that being said, how would you like to proceed from here?

(You can also just invite them in and offer a 7-day refund)

“IT’S TOO RISKY / IT’S A BIG RISK” (hence, wanting to “think about it”)

When you say it’s a “big risk”, tell me more about what you mean there exactly…

Gotcha, so I hear you on that and appreciate you bringing that up, and I also want to reassure you that this is totally NORMAL

That’s simply a necessary requirement for building or doing anything great. Make sense?

That said - are you open to a little bit of coaching on this?

Awesome… like I was just saying, all the greatest people and investors in the world make decisions based on analyzing risk - based on maximizing upside and minimizing downside...right?

So knowing that to be true, let’s take a look at that for your situation and see what the REAL risk actually is…

...is it 1) riskier to do NOTHING and continue on the rollercoaster you’ve been on for the past x time and that you said is not leading to desired result - hoping one day, something is going to change out of nowhere?

...or is riskier to 2) go slightly into the red in the short-term, but in the long-term get all the tools you need to fix problem so you can ultimately get to goal in the next 90 days?

Which one of those do you think is riskier? Doing nothing or doing something?

“I’M JUST NERVOUS / SCARED”

Gotcha, so you know this is what you need… it’s just nerves, then?

GOOD. (pause)

It’s good that you're nervous. The nerves are there for a reason - and they’re good. That means there’s some weight to it. Some meaning to it. Nothing ever great in this world was built by someone who wasn’t a little bit nervous at first.

So being nervous is ok… but at this point, we know two things… 1) that fear makes us mentally drunk, causing us to make worse decisions… 2) If you had a completely sober mind right this minute, you know that despite the fear and despite the nerves, mastering your mind is the RIGHT thing to do - and earlier when I asked you how you felt… you said that it’s what you needed as a 10/10, didn’t you?

“I’m just nervous / scared” PART 2

What exactly are you nervous about and scared of?

Well look, I hear you and I can appreciate you being open about that.

Now, can I be brutally honest with you for a second?

You’re never going to get to where you want to be if you’re constantly taking counsel from your fears.

Cause we make worse decisions when our fears make us mentally drunk, right?

But I can’t really fast forward to 90 days from now and get rid of the fear for you right this minute… so there’s going to be a very short-term discomfort over the next couple days, which will be alleviated right after your kickoff call and you’ll be off to the races.

GROWTH becomes impossible if you refuse to get uncomfortable. Because the only place that growth can happen is where? Outside of your comfort zone…

So the real issue isn’t that fear… that’s there for a reason. That’s good.

The real question is who’s the type of person you’re going to decide to be moving forward?

The type of person who takes council from their fears, letting their mind control their life and therefore never grow into the person they aspire to be?

...or the type of person who is able to move into discomfort, because he knows it’s the only way forward if he’s going to achieve what he wants?

Which one of those people do you want to be?

The type of person who lets fear guide their life and therefore never grow?

The person who’s able to feel the fear and do it anyways?

“IT’S NOT THE RIGHT TIME / NOT NOW”

I gotcha, what do you mean exactly?

Gotcha, so you know this is what you need… it’s just timing, then?

So, why do you feel like you haven’t handled problem already?

Things come up.

So, things always come up… and isn’t that why you’re in the predicament that you’re in now?

Are you going to become the person that does it anyway?

Listen, you don’t have to join this program. You can hang up the phone, call someone else and join their program.

You have to start doing it now. Either way, you have to do it today, because there is no tomorrow.