script 1 Flashcards
Hi john here
Hey John how is your week going, where are you calling from today, great well we can dive right in and get started if you want.
How this call will go
Great! How this call will go is i’ll start with asking you some questions about your application, then if it sounds like we can help, if it sounds like we’re a good fit, i’ll explain what it would look like to work together. At the end you can make a decision whether you want to be part of it or not.
If they refuse your agenda x3
I apologise if I misled you in anyway and you thought that this was a conversation where you could just ask me anything you wanted. The purpose of these calls are for diagnosing and seeing if our solutions can help you in your situation. And so, if you thought you could just jump on these calls and ask anything you want, that’s fine, but that’s not how these calls will go, so I’ll have to politely end this call with you right now” → Hang up
What motivated you
Great! Tell me: what motivated you to take the time out of your day and schedule this call with me?
Painpoints
Great! Tell me: what motivated you to take the time out of your day and schedule this call with me?
When you say \_\_\_\_, what do you mean? ★ Could you tell me more about \_\_\_\_\_? What else have you tried? How long have you been thinking about this? Why now though?
Explore their motivation
Identify #1 motive: Flexibility? Family? Time? Teach/Serve? Money?
Do not proceed until you understand what they want from us.
Identify QS
Quantifiable Situation
(Current state)
likes/dislikes
Gotcha, can you tell me more about your current job?
Gotcha, and how much are you making per month right now? Just a ballpark
(No-> Sure, just a ballpark? Just so I have a better idea of what we’re working with and how we can help)
Gotcha, sounds like things are going fairly well (pause) is there anything you would CHANGE about your situation? (→ They will reveal their REAL motive)
Extra: (So ___, I hate to ask you this because I enjoyed what you told me but) - what are you going to do if nothing changes (worried) if you keep doing the same thing for the next 5 years?
Well guess I’ll work more → Are you willing to settle for that?
Uhh yes → Well whose choice is that? → Mine → So how important is it for you to do something
Uhh no → Ok so it’s important for you to do something → Yes → Why now though?
Identify QD
Quantifiable Destination.
desired situation
Gotcha. Let’s say we were to start working together and help you start an Online Course, where do you want this to grow in the next 12 months?
Do you have a financial target that you’d like to reach (together) in the next 12 months?
(Help them get clarity → I’m sure you went through some of our client testimonials, and you’ve been able to see some of the results we’ve helped our clients achieve
(if prompted: We have Natalia, she’s an anesthesiologist teaching a course on investing, and she’s doing over 75K months consistently)
Help them get clarity x2 → On average within our community, we have a hygiene standard of getting our clients to at least 10,000 per month within the first 90 days. Does that sound reasonable to you?
Spend time to paint this ideal scenario with them. This is their paradise )
OK and what’s your motivation for getting to $XX?
Help me understand) How would things be DIFFERENT for your life & career if you got an extra $XX coming in?
Identify RB (Roadblocks)
Gotcha. So you’re currently $____ and you want to get to $____ (so you can [QD]) by starting an Online Course … Tell me. What’s stopping you from starting this on your own?
Gotcha. And if we were to work together and help you [RESULTS], what do you want our help with specifically?
Get Permission To Share
Got it. Well we can definitely help you with that. Based on our conversation so far, I think you’re a great fit for what we do!
Would you like me to share with you a little more about our team and our expertise?
So I’m just gonna share my screen with you real quick.
Wait for them to confirm they can see → Proceed
Customize Solution
(Tone: Passionate) Great! So Dr Zoda is an Emergency Doctor and was trained in the United States (and Hong Kong). Since early last year, our team is helping doctors replace their clinical income and achieve financial freedom by starting Online Courses…
(Tone: Get personal | Clear painpoints in their head)
We typically work with doctors that spent the majority of their careers in the field of medicine…
…and they’re starting to feel [repeat their QS in ~2 simple words]
…and they’re looking to [repeat their Motive in ~2 simple words]
(Tone: Get clear | Clear goalpost planted in their head)
And we help them to start and grow a 6-Figure Online Course
… so they can [repeat their QD in ~2 key words]
… WITHOUT [painpoint]
Does that sound like what you’re looking for?
Example of burnout doctor:
We typically work with doctors that have spent the majority of their careers in the field of medicine… and they’re starting to feel burnout and exhausted, and they’re looking to cut back on their clinical hours instead of being at the mercy of corporate medicine… so we help them start and grow a 6-Figure Online Course… so they can work fewer hours, spend more time with family, doing the things they love… does that sound like what you’re looking for?
Example of a pediatrician that loves teaching:
We typically work with doctors that have spend the majority of their careers in the field of medicine, they love teaching, but they’re sick and tired of repeating the same lectures over and over again… Because of this, we help them start and grow a 6-Figure Online Course, so they can make more meaningful impact, expand their global reach, and help MORE people on their own terms WITHOUT sacrificing their time. Does that sound like what you’re looking for?
Example of a nurse that wants to make more money but has no business experience
We typically work with healthcare professionals that spend the majority of their careers in the field of medicine, and they’re starting to feel overworked with their clinical duties… and looking for different ways to diversify their streams of income…. Because of this, we help them start and grow a 6-Figure Online Course so they can build passive income, pay off their student loans, secure their retirement, and create generational wealth for themselves and their family, doing the things they love. Does that sound like what you’re looking for?
4 Step Program
[show “4-steps” slide]
Sure. To help our doctors get to [$QD] we break it down into 4 SIMPLE STEPS
Step one: Get Started by clearly defining your course idea: who you want to serve, what you want to teach.
Step two: we set the foundations to SELL your course.
Step three: we start to BUILD your course material.
Step four: we AUTOMATE your Course so it runs without lifting a finger.
Based on our conversation, I think what’s most valuable for you is step ____
(explain how the step helps her overcome her RB)
Does this make sense so far?
If Step 1
IF Step 1 (Most common) → Almost all of the clients we work with start off with no idea how to [RB]. And most people tend to feel overwhelmed trying to figure out their idea WITHOUT the proper support. Because of this, we walk you through a SYSTEMATIC process to VALIDATE your idea and CONFIRM market demand. That way you can cut through all the GUESSWORK and move forward each step with CERTAINTY. Does this make sense so far?
If Step 2
IF Step 2 → In step 2, we build out the entire platform already FOR YOU. And we give you our proven sales process to turn a complete stranger into a paying customer. All you have to do is fill-in-the-blanks, and you’re good to go. At this point, you’re already getting your first customers and you’re cashflow positive. Does this make sense so far?
If Step 3
IF Step 3 → In step 3, we show you how to run everything for the first 4 weeks using JUST your computer and FREE software. You’ll get access to all our pre-built templates and resources so you can get your course launched in no-time, WITHOUT wasting time building it all from scratch. Does this make sense so far?
If Step 4 (rare)
IF Step 4 (rare) → In step 4, at this point, you’ve gotten a few customers and your course is already profitable. We’ll show you the step-by-step blueprint we use to help our clients scale from ZERO to 6-Figures, and how to expand your global reach to help more people, on your own terms. Does this make sense so far?
