One connected call today. Konnor Akdogan (Vancouver Master Painting, $200K/year) - 37-minute strategy call. Strong audit, first BAMFAM on a non-closed call in 9 analyzed. Didn't close - credit card maxed. Follow-up Saturday March 22. $3,500 in pipeline.
You booked a specific Saturday follow-up: "Follow up Saturday with Connor. Don't make me chase you." First confirmed booked next step on a non-closed call. Previous record: 0/8. Now: 1/9. The behavior exists - needs to become default.
Already discussed pricing and expectations before the Zoom. No sticker shock on camera. Proactive price introduction at its best.
2:06 into the call: "Do I have your permission to be absolutely, brutally honest about your marketing?" Sets the frame for the entire audit.
Google Maps (low reviews, stale photos, wrong services, dead updates), Google Ads gap, Instagram (dead since Feb 2020). Found 5+ fixable problems. Cut off excuses efficiently.
Connected to Konnor's actual situation: "Hire your younger brother in Turkey." Tied to his upcoming trip. This is how the delegation reframe should land.
From 15:28 to 22:15, you scrolled through every video in the Markademy app. Konnor was already interested - the audit did the heavy lifting. 2-3 minutes max on curriculum highlights, then move to close. Proving value to someone already convinced wastes closing momentum.
At 28:31, you mentioned doing DFY marketing for a shawarma client during the DIY course pitch. Konnor heard "JC does marketing FOR people" while being sold on doing it himself. 4th confirmed instance across calls.
Said "$350 US is about $550 Canadian." Konnor corrected him: "$350 is $480 Canadian." Numbers got messy at the exact moment of commitment.
"Someone's going to help me do this, and I think you're the guy to do it."
If contractor payment lands Friday: Konnor should have the funds to commit. Reference the digital magazine bonus expiring Friday to create urgency. He already said he sees you as the right person - this is a confirmation call, not a re-sell.
If he stalls: One more attempt before his Turkey trip (first week of April). After that, the deal goes cold. The magazine bonus and the trip deadline are both natural urgency levers - use them, don't manufacture fake ones.