The Ultimate Sell By Chat Playbook¶

NOTE: This document is part of my Elite Entrepreneur Coaching program.

This SOP is your shortcut to generating sales directly from Social DMs… without funnels, ads, VSLs, or endless sales calls.

Consider it my gift to you, your community and anyone else you think it can serve.

On that, if there’s anything I share below, feel free to use it without attribution, recognition or mention of my name.

My mission in life is to die empty and help others.

So if this battle tested playbook can help you in any way, copy paste it, use it, teach it, it’s yours.

All that being said...

It’s built on one simple idea: people buy from people they trust.

And trust isn’t built with gimmicks, it’s built with real connection.

Inside, you’ll learn how to build an authentic online presence that makes prospects want to work with you by sharing genuine content that reflects your personality, values, and expertise.

You’ll follow a proven system that turns followers into paying clients through five repeatable steps:

Craft content that commands attention
Spark genuine conversations (opens)
Qualify high-intent leads
Make tailored offers that convert
Run a follow-up process that feels natural, not pushy

This isn’t about hype or hard selling.

It’s about mastering a simple framework that consistently attracts, nurtures, and closes clients — even if you’ve never run an ad or built a funnel.

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Content That Commands Attention¶

The strategy below is what’s generating 200M views per month for one personal brand.

I want to unpack the strategy that turns those views into followers, and followers into customers.

ONE: Speak to their pain.¶

No one cares what you know.
Unless it can help them.

#1 mistake is people make their content about them.

Look at me. Look at this. Look how cool I am.

That doesn’t work.

Ex:

Don’t start by saying “Here’s what I did...”, say “Here’s how this can help you...”

Then tell your story.

Those little tweaks change everything.

That being said, the easiest way to get customer - is get them results way in advance of them every paying you.

Yes. I’m saying that. Give away your BEST stuff.

Information should be free.
Implementation is paid.

So give all your information away.

Step 1: Talk to their pain.

The more you can explain their pain, BETTER than they can, then you become the expert.

That means starting by asking “Have you ever been on a diet but had to travel for work, and lost ALL your gains?”

That’s a pain.

The key is to make it non-obvious and observable.

Here’s 5 others:

Dentist:

You laugh with your lips pressed tight... because one photo tag and your confidence vanishes for a week.

Fitness:

Your jeans button leaves a red mark so deep it follows you into the shower.

Marketing:

You spend hours on a post that your mom “likes”… and no one else even sees.

Sales:

Your DMs look full... but it’s just ghosts who stopped replying after “what’s the price?”

Hiring:

You hand off a task and somehow it boomerangs back needing your help TWICE!

See how people will lean in since you described their problem better than they would?

Use that in your content when you teach or share perspectives so it enrolls them into what you have to say.

Without a STRONG hook, no one watches.

It’s the Subject Line to your content. Nail it and they’ll stick around.

No one will tell you this, but the best way to grow your socials is to find a format you like and your audience enjoys.

Some of my favourites are Career Ladder, Ice Bath Confessionals and Fake Facetimes.

The goal is to find a structure that your audience loves.

My friend Alan the fitness trainer, just shows ways to exercise a SPECIFIC muscle group and says it in a way that was non-obvious.

Here’s some other examples to get the juices flowing.

Before & After Reveal: Show the “before” scene (problem/state) then cut to the “after” (solution or transformation). Works for services, visual changes, or case studies.

Listicle / Quick Tips: Share 3–5 fast lessons or insights with numbered overlays while demonstrating. Easy saves and high educational value.

Day-in-the-Life / Behind-the-Scenes: Document your daily workflow, client process, or creative setup to build connection and authenticity.

Challenge or Trend Participation: Use a trending sound or format and adapt it to your niche. Increases reach and keeps your content current.

Story-Time or Anecdote: Speak directly to camera sharing a personal or client story that reveals a lesson or turning point.

How-To / Mini Tutorial: Teach one practical skill or workflow in under 30 seconds. Ideal for showing expertise and creating save-worthy content.

Text-Over Video (No Talking): Add captions or bold text over compelling visuals for viewers watching without sound.

Jump-Cut Transformation / Mash-Up: Use quick transitions or scene cuts to show progress, results, or multiple perspectives with visual impact.

Skits / Relatable Drama: Script a short, funny, or emotionally charged scenario that mirrors your audience’s real frustrations or desires.

Product or Service Reveal: Visually showcase your offer in action—product unboxing, customer reaction, or behind-the-scenes creation.

That’s why you see a lot of business folks using the “Podcast Setup” format. Often times there’s no one there, just them answering questions from their team... but those clips and format will get MILLIONS of views.

If you’re struggling with this one, just do Walk & Talks.

Don’t overthink it.

Trust me, my buddy Jefferson Fisher built his audience to millions by posting communication advice videos from his truck.

His book: The Next Conversation: Argue Less, Talk More came out and made the New York Times Best Seller list.

Why, the format was friendly and approachable and he built a following of raving fans who wanted more.

You can do this!

THREE: Listen to the algorithm.¶

All the big creators use the same structure... they have research teams that find out what the algorithm is into.

It’s called Pre-Validation.

It’s a must if you want to save yourself time.

Here’s the easiest way to do it.

List 10 creators that speak on the same topic you want to be known for.

Go to their profile on TikTok and sort their content by Popular.

See what’s gone viral in the past 4 months.

Make a list of the ideas.

Once you have 50 ideas.

Then write your own answers to those concepts.

The key is to make them your own.

That being said, be sure to follow the structure of the hook but DO NOT copy.

Be inspired.

That will ensure you have the best chances of getting similar views.

The whole process of pre-validation is how movies are made, TV shows produced and YES, how social media posts get traction.

You can do the post and pray strategy, but you may way up in 10 years with barely any growth.

Four: Consistency beats perfection.¶

The only way to be seen is to post.

Consider every post like a lottery ticket.

Every time you hit publish, you get another lottery ticket.

The good news is… if you follow the process above, your chances of winning get multiplied.

All it takes is one post to go viral, like my buddy Alan to build an audience.

He was a fitness trainer. At the time he had 307 followers. He decided to post using the strategies above. It took him 6 weeks, but after being consistent and following the strategy ONE of his post got over 2M views, and 30K new followers who he could start a conversation with.

He went from making $100K a year as a personal training, to making over $1M online using the chat strategy below. He wasn’t special - other than his wild physique - but the truth is the gym is littered with people who look like Alan.

What he did was he was consistent, and followed the steps religiously. Taking the same intensity he used to get jacked to his business.

If he can do it, so can you!

So make a 90 day commitment.

Post on your reels.
Look at the data.
See which gets the highest follow to views ratios.
Use that as a signal for a winning format.
Double down on that format.
Do a dozen more on different topics.
Don’t get fancy.

Remember: You’ll get bored with your marketing before your maket eve does. Hit it again... and again. Just use different angles. You got this!

Now it’s time to setup the sales machine.

¶

Sell By Chat Playbook¶

Warning: Sell-by-chat breaks the moment volume increases.
Instagram wasn’t built to manage deals, track follow-ups, or protect revenue.

Leads get buried. Hot conversations go cold. Follow-ups slip.
I tried everything — spreadsheets, CRMs, “all-in-one” tools — and still lost deals weekly.

That’s why I use Revio: a DM-native CRM that turns your Instagram inbox into a real sales system.

👉 If you’re selling through DMs, this is the missing layer: getrevio.com

RESOURCES¶

[Insert here]

Coaching Calls¶

[Insert here]

Campus¶

[Insert here]

CRM¶

[Insert here]

Tools¶

[Insert here]

Payments¶

[Insert here]

Testimonials¶

[Insert here]

Handraiser Posting Checklist for IG story¶

[Insert here]

¶

NEW REP ONBOARDING¶

Training Folder¶

[Insert here]

Test Project¶

[Insert here]

Agenda¶

Day 1¶

Introduction to the program and our Core Values
Tech Check (ensure access to all tools)
Internal Meeting + Communication Cadence and Guidelines
Familiarization with the target customers and differentiators
Understanding the role of SBC Opener and their responsibilities
Reviewing SBC Wins and observing client interactions

Day 2¶

Introduction to the [Insert here] Voice Style
Learn about effective sales strategies and objection-handling techniques
CRM usage: Guidelines for effectively utilizing GoHighLevel for managing leads, tasks, and opportunities.
Training on internal communication procedures

Day 3¶

Review Closed Won and Closed Lost Chats
Objection handling: Strategies to address common objections, overcome resistance, and turn objections into opportunities.
Closing techniques are techniques for creating a sense of urgency, building trust, and effectively closing deals.
Role-playing exercises for initial client interactions and situational objections.

Day 4¶

Follow-up process: Scripting, SOP for maintaining regular follow-ups with potential clients, nurturing relationships, and tracking progress.
Training on effective client communication, widening the gap, pre-handling objections, and conditioning for the close.

Day 5¶

Go-Live: 100+ Chat Opens to understand the process and handoff
Working (and closing) all conversations that come as a result
W1 Review with Manager, Chat Effectiveness Assessment
W2 Training Plan + Opportunities

Training¶

[Insert here]

For each of the conversations below, please provide the following 4 items:

Provide a score from 1-10 estimating where the prospect is in the buyer's journey & what they said to indicate your answer.

Example:

1 \= Not very familiar with you / just started following

3 \= Familiar but not looking for help

7 \= Got some value from your work

10 \= Seeking to work with you

Indicate WHERE in the conversation that a HANDOFF should have occurred from an Opener to a Closer.

REMINDER: Qualified \= Open to discussing/learning more about outside help. Able to easily afford coaching (Revenue at or above [Insert here])

Three questions you’d like further explanation.

Example:
What does X mean?
Why did you ask X?
* Where can I find more info about X?

ONE takeaway/insight from the conversations

Expectations¶

The entire SBC team is expected to complete daily progress reports without exception.
Managers are required to inspect what they expect on a weekly basis.

Sales Machine: CRM¶

Pipeline stages:¶
Lead - Anyone with whom we are conversing
Qualified - Anyone who is qualified
Offer Made - Anyone who has made offers
Closed Won - Won
Closed Lost - Opportunity is lost
Daily Expectations for Openers¶
All incoming conversations should be processed and classified into two categories.
1. Unqualified & close the conversation
Any promotional conversation or students starting their businesses needs to be tagged as Unqualified and responded back, it can be back to our book / YT link.
Lead & close the conversation.
Any conversation that needs to be qualified by our AE’s should be tagged as “to-process” so our AE’s can process it.
To Process
At the end of each day, we must process all messages marked as Open.
Tagging¶
Tag any conversation that needs to be conversed as “lead.” This will automatically create a deal inside SBC Social.
Tag any conversation that is deemed as Qualified with “qualified.” This will automatically create/move the deal to the Qualified pipeline stage.
Tag any conversation in which we presented an offer with the “offer presented” tag, and it will automatically create/move the deal to the “Offer Presented” Pipeline stage.
Tag any conversation won with the “Closed Won” tag, and it will automatically mark the deal as Won and move it to the Closed Won stage.
Tag any conversation that is lost with the “Closed Lost” tag, and it will automatically mark the deal as Lost, and the system will move it to the “Closed Lost” stage.

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OPENING¶

Your role as an Elite Opener consists of 3 core responsibilities:

Generate a pipeline by reaching out to all new engagements within the social platform(s) that you’re managing.
Utilize the opener script to warm up and qualify prospective clients.
Once qualified, quickly pass the conversation to your Closer and ensure no conversations slip through the cracks.

Opens & Followups examples are here [Insert here]¶

Sourcing Opportunities¶

Openers are responsible for finding qualified opportunities using your social media accounts.

Notifications
New followers/connections
Story views
Comments
Likes
Inbox inbound messages/requests
Mentions / Tags

Every notification should turn into a conversation.

Pre-Qualifying¶

Determine if the lead is a potential fit (CEO, Founders, Business owners doing over [Insert here])
Avoid opening inactive accounts.
Look for business links
Look at LinkedIn profile
Google name/business name
Check social bio for “Entrepreneur” and/or link to their business
Verify they’re not already a customer / already in communication on a different channel:
[Insert here]

Starting the Conversation¶

IMPORTANT: We always read the entire conversation to seek understanding, and we never repeat ourselves.

Always use short sentences, minimal punctuation, react with/use emojis 💪👌🚀 👊 when appropriate, and end with a question.

WE SEEK TO UNDERSTAND RATHER THAN SELL THEM.

The most effective opens are personal (say something about their profile that a chatbot wouldn’t or couldn’t).

[Name]!
Appreciate the [action taken] ex: follow, share, like, etc.
[Personalized comment] ←These work best
What’s up?

ONE QUESTION “either-or” (Always end with the question you want a Yes)

Are you here for the vids or looking to grow your business?

Qualifying & Relationship Building¶

World-class questions show interest in the prospect while gathering information that will help us facilitate an effective sales conversation.

Tell me a bit about the business. Team size?
How long have you been building?
How big is it currently?
What do you love most about it?
How long have you been following my stuff?
What are you struggling with?
Want to dig in a bit and see if I can help?

Using the A — B Method stretches the gap.¶

Building urgency and conditioning for the sale is critical early in the conversation.

We can utilize the A — B Method to consistently and effectively move the client from prospect -> interested -> committed.

The A—B Method is a sales tactic that requires the seller to collect three simple pieces of information in order to quickly uncover pain points that we can later use to close the deal.

Where is the business now? (Point A, Current State)
Where would you like to be in 12 months? Or… Where SHOULD you be? (Point B, Ideal State)
What is the primary roadblock between Point A and Point B? (Biggest challenge)
What are 2-3 things missing to get to [Desire result]?
What do you need most so you’re able to get to {outcome}?

The Buying Zone¶

The Buying Zone is the mental and emotional zone where a prospect is most likely to make a decision and invest. It’s the space between their current reality (Version 1) and their desired reality (Version 2).

The point where internal tension is highest and action feels necessary.

There are 2 rules to remember:

They can’t be so close to Version 2 they believe they can do it alone.
They can’t be so far from Version 2 that they’ve lost hope.

When both are true… belief in possibility and belief in need… that’s the Buying Zone.

How It Works

Your job as a salesperson is to diagnose where the person sits on that spectrum and move them into the Zone through conversation:

If they’re too far left (hopeless), you reframe their outlook…

Showing them that success is easier than they think and reignite belief.
Here’s how:

Shift blame from self to strategy

“It’s not that you can’t do it… it’s that your plan was never built to work long term.”

Reduce the mountain to one clear step

“Let’s forget the next 12 months. if you only focused on fixing this one thing first, would that make life easier?”

Anchor hope with proof

“Had someone just like you last month. same story, we fixed one piece and everything started moving again.”

Reframe failure as data

“Nothing you’ve tried was a waste… it showed us exactly what
doesn’t work, so we can skip the trial-and-error.”

Transfer certainty through partnership

“You don’t need to have it all figured out. Leave that to me. You just
need to be willing to execute.”

If they’re too far right (ego, “I can do it myself”), you anchor them back to pain and cost of inaction.

Here’s how:

Validate their competence first

“Makes sense, you’ve got the drive and experience. Most people don’t even get this far.”
(Disarms ego by giving them status before redirecting.)

Expose the gap

“Out of curiosity, if it’s working, what’s stopping you from already hitting [specific result]?” (Forces them to confront the delta between effort and outcome… without arguing.)

Reframe independence as limitation

“You’re doing great, and that can get a lot of people stuck. Cause being the one who does everything keeps you from building what actually scales.”
(Turns their pride point into a performance bottleneck.)

Anchor pain to opportunity cost

“Every month this stays where it is, that’s another $X left on the table. Even if you’re winning, you could still be winning more.”

(Re-connects them to the cost of inaction — the silent pain.)

Offer collaboration, not correction

“My role isn’t to take over; it’s to multiply what’s already working.”
(Protects their ego while reframing your offer as an upgrade, not a
rescue.)

Once they enter the middle… the Buying Zone… they experience what “internal pressure”:

If someone is outside the Buying Zone, don’t make an offer.

The closer you can guide a prospect in the Buying Zone, the more effortless the close feels… they convince themselves, not you.

Core Principles¶

Our goal is to find 5 star prospects

Dean Jackson’s “5 Star Prospect Model”

1. Willing to engage in dialogue
2. Friendly & cooperative
3. Know what they want
4. Know when they want it (is it a priority right now?)
5. They want help

What makes this work is knowing who you can EASILY get a result for.

Ask yourself…

“If your life depended on getting someone a result, but you could pick 2 or 3 criteria, which criteria would you choose?”

There's a psychological force when they can raise their hand and say YES, this is me.

We qualify prospects for 3 things:

There’s a clear Gap between current state & desired state
They fit our ideal client criteria
There’s a sense of urgency to fix their challenges.

💭 Take your qualifying criteria and create simple questions out of them. We want this to feel more like connection and less like interrogation.

Core Principal #1: What gets rewarded gets repeated.¶

Reward/praise the client for answering back throughout the conversation, especially when they give answers that move the conversation closer to the sale.

Any headache/challenge, admission of not having the answers or expertise needed to reach their goals, etc.)

Leave an emoji (heart, flex, thumbs up, eyes) on any response that leads closer to the sale and follow it with an immediate response.
Examples:

Appreciate that [Name]
Got it [Name] or Understood or 100%
Ok so making progress
Looks interesting
Love it
I hear you
I’ll take a look
Struggle is real…
Sounds like you’ve been busy…
That sucks
Oh no!
What I’ve found is…

Core Principal #2: Leaning out¶

The fastest way to lose a sale is to oversell. We must lean out when prospects are leaning out.

Not a problem
Can only help people swimming toward me
Only working with the doers
Here when you’re ready to level up
Circle back when you want to move faster
Typically only work with those who are 110% committed to their vision
Let me know if get stuck or want to move faster

Core Principal #3: The sale happens in DISCOVERY, not after you make the offer.¶

Discovery is where the real sale begins.

The goal is to understand, not persuade.

Ask questions that reveal pain, vision, and motivation.

Listen for emotional language… that’s where the buying decision hides.

Mirror their words so they feel understood.

Summarize what you heard before moving forward.

When the buyer feels seen and clear, trust is built.

A trusted advisor doesn’t need to “sell”... they just prescribe.

By the time you make the offer, the decision is already made.

Core Principal #4: Master The 9 Buyer Types¶

Every prospect you meet isn’t just a “lead”

Each type has its own resistance pattern, decision biases, and emotional trigger that shapes how they buy… or don’t.

When you understand which buyer type you’re talking to, you stop guessing what to say and start speaking directly to how they think.

Here’s the 9 Buyer Types and how to adjust your tone, pacing, and framing so every message lands exactly where it needs to: their belief system.

1. The Sprinter

Psychology: Values time, hates friction, makes quick calls if it feels right.

Signals: “Just tell me what I need to know,” “How fast can we get started?”

“Alright, what’s the fastest way we can get this rolling?”

“Send me the link — I’ll sign today if it makes sense.”

“Just give me the bullet points. I don’t need all the fluff.”

How to Close: Keep it short. Show them the fastest path to ROI. Remove every roadblock.

Advanced Reframe: Pace them just enough to prevent buyer’s remorse while feeding their bias for action.

Reframe: “Love that you’re an action taker, let’s make sure this is the right action for you.

Move them from impulse speed → sustained momentum.

2. The Skeptic

Psychology: Doubts everything. Pride in not being fooled.

Signals: Pushes back hard, questions motives, plays devil’s advocate.

“Why should I believe you? Everyone says they’re the best.”

“This sounds too good to be true. What aren’t you telling me?”

“I’ve heard pitches like this before — prove you’re different.”

How to Close: Acknowledge skepticism openly. Use radical transparency. Turn their doubt into curiosity.

Advanced Reframe: Leverage their skepticism as a strength to be proud of.

Reframe: “Good — you should be skeptical. Skepticism is 100% acceptable until it turns into self sabotage.”

Move them from resistant doubter → proud, discerning decision-maker.

3. The Analyzer

Psychology: Needs certainty, facts, and a clear path. Buys with the head first.

Signals: Asks about data, guarantees, track record, process.

“Can you walk me through the ROI numbers again?”

“What’s the exact step-by-step process once we start?”

“How does your solution compare against [competitor]?”

How to Close: Stack undeniable proof, frameworks, and numbers. Use case studies and risk reversal.

Advanced Reframe: Instead of drowning them in logic, show how emotion is the logical choice.

Reframe: “The most rational decision is to stop overthinking and start compounding results.”

4. The Dreamer

Psychology: Buys on desire, identity, and vision. They want to feel something.

Signals: Talks about “how it feels,” “vibe,” or “energy.” Responds to stories.

How to Close: Paint vivid “after” scenarios. Anchor the decision to their identity and transformation.

“I just want to feel excited about this again.”

“Honestly, I’ve been stuck for years — I need something that lights me up.”

“This feels like the kind of thing I’ve been waiting for.”

Advanced Reframe: Anchor their feelings to identity permanence.

Reframe: “This isn’t about feeling good today — it’s about becoming the kind of person who doesn’t settle.”

5. The Fearful Buyer

Psychology: Hates loss more than they love gain.

Signals: Stuck on “what if this doesn’t work?” or past failures.

“What happens if this doesn’t work for me?”

“I’ve tried programs before and they burned me.”

“What’s the worst-case scenario here?”

How to Close: Show cost of inaction. Reframe risk so doing nothing becomes the bigger danger.

Fear of the past → Fear of the future
Move them from risk-averse → risk-aware of doing nothing.

6. The Seeker

Psychology: Seeks validation from others (team, partner, peers).

Signals: “I need to check with…” “What do others say?”

“I need to run this past my business partner first.”

“What do other clients say about you?”

“Do you have testimonials from companies in my industry?”

How to Close: Arm them with social proof, testimonials, and authority signals so they can sell it internally.

Advanced Reframe: Frame them as the influencer of their circle rather than the follower.

Reframe: “Your people are going to look to you. Do you want to show them hesitation, or leadership?”

7. The Status Buyer

Psychology: Wants to win, look powerful, or elevate reputation. They buy to signal.

Signals: Mentions peers, competitors, or being “ahead of the curve.”

How to Close: Use exclusivity, scarcity, and positioning. Frame it as a status-elevating move.

“I don’t want to be the last one in my circle to figure this out.”

“My peers are already doing this — I can’t afford to lag behind.”

“My competition is ahead”

Advanced Reframe: Flip it so they see not acting as status loss.

Reframe: “The leaders in your space don’t wait. They move first.”

8. The Connector

Psychology: Trust > everything. They buy the person before the product.

Signals: Asks about you, values rapport, slow to decide without strong connection.

“I really like your vibe — I can tell you actually care.”

“I don’t make decisions unless I fully trust who I’m working with.”

“Can we talk a bit more about your story? I want to know who I’m dealing with.”

How to Close: Build deep trust. Share personal stories. Demonstrate loyalty and long-term commitment.

Reframe You’re not buying me — you’re buying certainty in moments you can’t trust yourself. That’s what changes everything.

9. The Commander

Psychology: Needs autonomy and assurance they’re making the decision, not being pushed.

Signals: Questions authority, wants options, skeptical of being “sold.”

“I’ll make the decision when I’m ready — don’t push me.”

“Do I get to customize this, or is it all rigid?”

“I don’t like being told what to do. How much freedom will I have?”

How to Close: Offer choices. Position yourself as a guide, not a pusher. Give them ownership of the decision.

Reframe: “My role isn’t to tell you what to do… it’s to give you the clearest path so you make the most powerful decision for yourself.”

CLOSING¶

Your role as a closer consists of 6 core responsibilities:

Quickly and seamlessly take ownership of conversations passed to you by the opener.
Ask direct questions to gain crystal clear understanding of:
Where they are in the business now
Where they’d like the business to be in the future (usually 12 months from now)
What’s stopping them from being there?
Challenge limiting beliefs and their commitment to accomplishing their goals.
Draw out and pre-handle objections before making the offer.
Make the offer.
Follow up relentlessly until confirmation of enrollment.
Note: Chats should be passed along only after the Opener has confirmed qualification, established a relationship, and found (at least) the tip of the iceberg of the client’s pain point. Now, we dig deeper.

Current State¶

What are you currently doing to {get to outcome}?
How satisfied are you with {your progress, outcomes, process}?
Where you at today on those dimensions?
How do you generate leads now?
How satisfied are you with {current situation}?
Note: Make them feel seen and heard by mirroring their pain/goals back to them.
I get that… but growth doesn’t have to mean more hours
Working on building better systems… I see
Need funding… ok
Working on scaling… 100%
Building authority… yup
Uh oh
Oh no

Desired State¶

Determine where they want to be / what their goals are and suggest we can help.

In 12 months, what kind of life would you like to create?
What’s the big goal with it?
What kind of lifestyle would that allow you?
How will you spend your time?
How would your family benefit from that?
If [X] wasn't a problem and you had that part of the process nailed, where would you want your [X] to be by the end of the year?
If you had [X], how much would you want to be bringing in each month in terms of consistent monthly revenue?
If we were to work together, what are some ideal outcomes in the next 12 months?
What's the goal for you for this year/quarter?
So what's the goal for the [X], where are you hoping to take it by the end of the year?

Challenges¶

Find the challenges they have right now that’s in the way of getting to their goal
What's the biggest focus for you right now to get to [X]?
So what do you feel like you need in order to hit [X]?
What do you think is holding you back from being at [X] right now?
What are you currently trying in regards to growth? For example, are you using organic or paid methods?
What do you feel isn’t working as well as it could be when it comes to [X]?
What’s missing to reach [insert goal]?
What’s the top 3 things getting in the way or slowing you down?
Whats been stealing your focus from making X your priority right now?

Probe Pain¶

How long has that been going on for?
How long have you been trying to [X] for?
What do you think is causing that [X]?
What have you tried to fix [X], if anything?
How has this been impacting you?
How’s this affecting you personally though?
How will you feel if you’re in the same place a year from now?
How much money have you missed out on because of that?

Solution¶

Totally. ^ Those are my jam/help companies all the time
These are areas I explicitly work on when coaching clients
This is what I do at the highest levels.
Are you working with a business coach?

If we find pain + interest, we set the stage for the offer.

Always Remember - No Pain No Next Step

Unlocking Pain Points

Our only goal is to find out if there is a pain point hurting the prospect deep enough and if our service can fix that for them.

Do not stop when know the basic pain or jump the gun at the first sign of a potential lead.

What happens if we can’t find problems?

We must know the common pain points our market is struggling with and label them with a problem they can resonate with.

They can be…

Common Symptoms people experience
The most common struggles/problems
A common ‘overhyped’ concept in the market
A common problem you faced or your current clients are facing
Something your market is not willing to admit
A common ‘down the line’ solution

Template:

I see a lot of {AVATAR} experience {X, Y, Z} problems lately… Have you been experiencing something similar?

Examples
I noticed you had 3 kids! Keeping busy:) Have you found you can keep up with their energy levels?

I saw you were the CEO of your business! How do you manage running a business and taking care of you?

I get that. To be fair I do hear it alot. It always comes down to having a great reason to reach out and building trust first. I see you have started a group. Always a great way to get leads. Have you been able to generate many through there?

I saw you have setup your profile as a funnel! Great way to connect with potential leads in Real Estate is Facebook your main platform?

Conversation Hacks

It can take multiple questions before hitting on a pain point. Not everyone you’re talking to has the exact same problem
When you ask a question keep a record of it if it worked well for future conversations
Keep the line of questioning on the current topic of conversation. You are aiming to lead subtly here

If Stonewalled with no pain

“Sounds like things are going pretty well for you then!

Just out of curiosity, is there anything you would change if you could?”

Core Principle¶

If a lead becomes unresponsive, you must follow up shamelessly and relentlessly.

Time is the killer of all momentum.

The most effective conversations take place over the course of a single day from start to finish.

Get my note?
Ping^ ;)
[Name]?
Sorry, I got busy (play dumb)
Note: Tailor your solution to their specific needs & challenges
[Insert need] to ramp up to [goal] is right up my alley
Have helped tons of clients:
Move out of overwhelm and into clear action
Quickly build a reliable customer acquisition engine
Dial into their perfect customers and nail their messaging
Build consistent lead flow so they can feel more stable in their revenue
Get clear on their data to be able to make confident business decisions
Buy back their time so they can focus on growing the business
Achieve their perfect exit
Build a life they never have to retire from
Last year on average, I helped my clients reduce their churn by 32% and multiply conversions by 9x
I’ve helped my clients raise over $600M
Provide the sequencing to scale
This is right up my alley
Do you want help with solving X?

Testing Commitment¶

I could help you crush it…
But I need you to be committed
How important is this to you on a scale of 1-10?
Is this a now or a later thing?
I only work with action-takers. The clients that hit their targets are committed. Are you ready to commit or would you rather settle?
Good enough is the thief of incredible
Is this a NICE to have or a MUST-have?
Is it a new thing?
Note: A chat should have at least 9 messages before moving to the solution or offer.

OFFER¶

Send the following messages in rapid succession immediately, followed by the full offer below.

Just launched a new (offer)… weekly calls with me / playbooks/support
Help accelerate + accountability
Working with some of the best in the [insert their industry] space
Unpacking how I scaled to $50M in 5 years
Small curated group by invite only
Only working with the winners
Interested?
Here’s what I got… 2 options.
Regardless you get [Outcome]
And you’ll get that in 90 days or I’ll give you your money back [Speed to Result + Risk Reversal]
Teaching you the frameworks from [Unique Mechanism]
Once you read just let me know if you are IN, or have any questions. Only got a few spots left. [Scarcity or Urgency]

Offer Template¶

Option 1 (short):

[Private Program Name]:
- [Insert Time] private call once a month
- [Insert level of engagement] chat support
- [Insert Network Access] to experts
- + Includes everything in my [Group Program Name] Below

[60% of 12-month price] for 6 months or [Insert Price] for 12 months

Or…

[Basic Program Name]:
- [Insert Time] group call per week with me & group
- [Insert Name] Tasks
- Implementation Support
- 24/7 with my private all-access group
- [Insert Bonuses] ex: AI Prompts, SOPs, Process

** [20% of 12-month price] per Month, or [80% of 12-month price] for 6 months or [Insert Price] for 12 months.

What we do that no other group does:

[Insert 3 to 4 benefits that is exclusive to your program] [Unique Mechanism]

Option 2 (Sales letter):

1. What's happening?

→ Start with a quick, punchy reality check.
Expose the pain, frustration, or limitation they're currently feeling.

Paint the "current reality" in a way that's relatable but sharp — it should immediately hook their emotions and make them say "yep, that’s me."

2. Expand on details with something which feels, sounds, and/or looks completely DIFFERENT than anything else they've seen before.

→ Don’t just say you have a solution — prove in the vibe and language that this isn’t "another webinar" or "another offer."

Drop in a few vivid details that feel refreshingly new or weirdly specific to them.

Example: "No hour-long sales calls. No cookie-cutter frameworks. No 'just post more' advice."

3. UNIQUE PROMISE which SOLVES their UNIQUE PAIN ("aka what they WANT")

→ Hit them with a promise so clear and direct that it feels like you read their mind.
Tie it directly to their specific pain or stuck point, and show how your solution finally delivers what they’ve been chasing.

4. PROOF STATEMENT #1

PROOF STATEMENT #2

PROOF STATEMENT #3

→ Stack short, hard-hitting proof points.

This could be mini-case studies, money collected, time saved, lifestyle transformations, screenshots, even quotes.
Keep these fast and factual — think “brag without boring.”
Format tip: use bullet points or very short lines to keep momentum.

5. What's been stopping them?

→ Pull back the curtain.

Show that you understand why they’ve struggled — and that it wasn’t their fault.
Common blockers you can highlight: wrong strategy, lack of support, outdated methods, mindset traps, etc.

6. What's been missing? and/or what's different now? What’s the new opportunity?

→ This is the new way moment.
Frame what you’re introducing as a completely different game — NOT just a better version of what they’ve tried.

You want them thinking: "Oh damn, no wonder nothing else worked."

7. What’s the step-by-step plan we’ll use to get there?

→ Lay out a simple 3–5 step roadmap.
Even if what you do is complex, you want the plan to feel easy, doable, and inevitable.
Name the steps if you can — frameworks and mini-systems feel more legit.

8. Why do it now?

→ Hit the urgency.

But make it authentic — either a real external urgency (limited spots, time-sensitive bonus)
OR internal urgency (cost of delay, compounding frustration, missing momentum).

Future-pace them into pain if they stay stuck… and excitement if they move now.

9. Investment AND RISK REVERSAL

→ State the price or payment plan clearly (no squirming).

Immediately pair it with a risk reversal — guarantee, safety net, or low-risk way to move forward that kills their fear.

10. Q\&A

→ Answer the unasked objections here.

Short punchy answers to things like: "Will this work for me?" "How fast will I see results?" "What if I'm busy?" etc.

Frame each answer to reduce friction and increase belief.

11. Commitment and next steps

→ Finish strong.

Clear, confident CTA: what exactly do they need to do next (DM you, apply, pay, book a chat)?
Keep it energy-high — you want them leaning forward, ready to take action right now.

Example Offer Doc:
https://www.bit.ly/theelitevip

[Insert Here]

Payment Links¶

[Insert Here]
Click the link ^ fill it out (takes ten seconds)
Lmk when it’s done
Standing by
Got some goodies to send ya ;)

Post Close¶

After they send a screenshot, commend them for their decision.

Reinforce that they’ve made the best possible move for themselves and their business, and set the expectation.

Super pumped to work with you!!
How ya feeling? Nervous? Excited? Ready?

WAIT FOR ANSWER

Hahaha, all good emotions.
Here's the deal
Calls are every Wednesday
Lock in your calendar
Get into the app and complete the onboarding checklist
You are going to be part of a community that are givers and creators
Just show up to weekly calls
I don’t care what comes up commit
If you commit I’ll make sure you don’t fail
Let’s rock it!

¶

FOLLOW-UP¶

Fortunes are made in the follow-up.

Active Pipeline

Followup Frequency: 0, 1, 1, 2, 3, 5, 8, 13 days → Reactivate Pipeline

If you are in an active conversation and the client ghosts you for an hour, here is what you need to do:

Step 1¶

After 30 minutes, go into the conversation and LIKE one of the messages they’ve sent you or genuinely engage with their profile.

Step 2¶

After 60 minutes, ping them using one of the following bumps:

Get my note?
Ping^ ;)
[Name]?
Sorry I got busy (play dumb)
Sorry if I offended you…

Step 3¶

If the client has not responded to any of the above messages, do not follow up again that day. Follow up the NEXT day and say:

Day 2

Name?

Day 4

Name I'm worried about you :-o

I’ve reached out a few times but I haven’t heard back?

Could you reach out and let me know you're alright?

Day 6

🕵️

Or

Meme
Gifs
Funny photo (you old with a filter)

Day 10

NAME,

Haven't heard back from you...

Would you like to continue this conversation or should I close your file?

Reactivate Pipeline¶

When someone doesn’t respond to the final followup in the active pipeline, they get moved into the “Reactivate Pipeline”¶

Frequency: Once / twice a month¶

1) ## Value-Based

Whenever you create a new piece of content you can reach out about it.¶

“Hey [Name], here are some tips and tricks you can do to get results with what you were telling me before.”¶

“Hey (first name), hope you’re well! I just created a new training on X, and thought of you - here’s the link if you want to check it out”¶

Then follow-up 2-3 days later with:¶

“Hey [NAME], Did you get a chance to see what I sent over? I was just curious on your thoughts?¶

2) ## Event-Based

Case study¶

“Hey (first name), hope you’re well!¶

We’ve been getting some unreal results for the clients inside of our program recently, and it made me think of you and your business.¶

What would this need to look like for it to be a no-brainer decision for you to work with us?”¶

3) ## Send an invite to your program, as if it’s a new intake.

¶

a. I'm putting together a new group in the next 60 days where I'm going to work with a handful of private clients one on one. Would you like to work with me?¶

b. I know you had mentioned you wanted to get to 50k by November… Did you hit that goal or still on your way there?¶

4) ## The Reactivator

Are you still trying to figure out how to get clear on your offer?¶

Are you still looking to get your closing rate up in the 30-50% range?¶

Are you still trying to fix your lead quality?¶

Are you still looking to scale up your store with paid traffic?¶

OBJECTION HANDLING¶

Secret 1: Act like there’s a line of people waiting for you to change their life.¶

Most salespeople panic when someone hesitates…

Like this was their only shot.

But when you mentally picture a mile-long line of buyers who want what you have… your energy shifts.

You stop chasing and you start leading.

You don’t need to fake scarcity or lie about X spots left.

The world is full of people in pain, and you’re the one holding the medicine.

This stance alone changes your words, and your certainty.

Secret 2: You don’t have to outrun the bear, just the guy next to you.

Most closers think they’re competing against every other offer. You’re not.

You’re competing against inaction.

When a prospect hesitates, they’re not comparing your offer to someone else’s, they’re comparing it to doing nothing.

So your job isn’t to convince them you’re the best. It’s to show them what it’s costing them to stay the same.

Help them feel that doing nothing is the real cost. Once they see that clearly, they’ll move.

Secret 3: Never make them feel wrong for hesitating.

If they feel judged, they’ll protect their ego instead of making a decision.

Your certainty invites their trust, but your empathy keeps them open.

When you combine the posture of abundance (Secret 1) with the awareness of pain (Secret 2) without making them feel small, that’s when objections dissolve.

Secret 4: Objections don’t show resistance, they show interest.

Someone giving you objections mean they’re STILL thinking about buying.

They’re trying to switch desire with fear.

When someone says, “I need to think about it,” what they really mean is, “I want to, but I’m scared to choose wrong.”

Your job isn’t to bulldoze that fear… it’s to name it, normalize it, and help them feel safe moving through it.
Once they feel understood, fear loses its power.

Secret 5: Don’t handle objections… reframe them.

The pros don’t “answer” objections. They reframe them.

Because the moment you “answer,” you validate that the objection is the real issue.

Instead, you reframe it.

For example:

“It’s expensive” → “Totally. Most people who said that at first later realized it’s more expensive not to fix this.”

“I need time to think” → “Of course. Usually that means you’re thinking if this is the right move for you… what part feels unclear?”

Reframing keeps the power on your side. It doesn’t reject their concern - it redefines it in a way that moves them forward.

Now let’s look at the most common objections:

I have to talk to my spouse about it.

Acknowledge the importance of the partners input

"I completely understand.

It’s important to ensure that both of you are on the same page."

Isolate & Confirm they want to do it

“Besides getting the green light from your spouse, do you feel we can get you to (result)?”

Probe - sometimes this objection is a polite way to delay or avoiding making a decision

“What do you think their main concern will be?”
“What happens if you go to them and they say no?”

More often than not, the objection given is not the spouses, but THEIRS.

Challenge them

“You’re a business owner

You make 100’s of business decisions a day

Why is this one different?

My concern is… Are you always going to need your spouses permission for every business decision?”

I’m too busy right now.

Acknowledge their busyness

"No issue. It sounds like you’ve got a lot on your plate right now. And that’s the reason why people do this in the first place.”

Isolate the objection

“Besides finding the time to do this, do you feel this will help?”

Position as a time saver, not a drain.

“One of the main benefits of the product is to free up your time

Get you working on the business not in it. Clients typically free up X hours doing this… do you want that?”

“It’s too expensive” or “I can’t afford it right now.”

Reframe coaching as an investment, never a cost or expense. Focus on the ROI.

“I can totally understand where you're coming from.

Though may I ask, is money the only issue holding you back from working together?

Or do you have any other concerns?

Said in another way, if money was not an issue, are you ready to get started now?”

If they say yes…

“Then if we were to break it up into something more digestible, would that help?”

If they say no…

Challenge them.

“Then I can understand that you’re concerned about getting results…”

“From your perspective what’s more expensive? Is it more expensive for you to keep having these challenges? Or is it more expensive to invest in your growth so we can fix them together?

*Price is usually only an objection if you failed to demonstrate the value (rushed to offer)*

It’s not the right time

Acknowledge and mirror back what you are hearing

"I understand, timing is so important"

Probe deeper - get specific. Ask questions to better understand what specifically makes the timing feel challenging.

"Can you share what makes it feel like timing might not be right?

That way I can understand how best to support you."

Reframe their thinking improve focus and set priorities.

"May I ask, what had you consider getting help in the first place?

Because after working with 100s of clients I realized it’s less about timing and more about priorities…

So for you how much of a priority is fixing {XYZ} challenges?

I tried [Product] before and it didn’t help

Acknowledge and empathize.

"I’m sorry to hear that your previous experience wasn’t helpful.”

Dig deeper into their previous experience. Get specific.

“Can I ask what specifically didn’t work or what felt unhelpful in your previous experience?”

Find the missing link and make it a core part of your offer

“Ah so you didn’t have a step by step plan to follow.

If you had that in place now, do you feel you’d be able to get results?

This is what we do inside X… I’m giving you a step by step plan so you never feel unclear on what to do next, and also hold you accountable to it. Are you willing to show up and be pushed to win?

Leverage existing content

I am doing fine on my own

Acknowledge and congratulate them on their success

“That’s great to hear! It’s always a good sign when things are running smoothly. "

Position the product as a tool for accelerated growth, not changing what’s working.

"This is less about doing fine now, and more about setting you up to win.

So if there was one thing you’d change to accelerate your progress, what would that be?”

I need more time to think about it.

Acknowledge their need for reflection.

"I completely understand

you want to make sure this is the best decision for you."

Isonate and confirm

“Besides thinking about it, do you feel this will help you get to your {goal?}

Then clarify their concern. Ensure they have all the information they need to make a decision.

“What did you want to go over in your mind, just in case I can help until the next time we chat?"

Reframe their solution-based thinking to pain-based thinking

“How long have you been thinking about solving your challenges?

What do you feel that has costed you so far?"

I’m not interested

Try to keep the conversation going. Probe to better understand their disinterest. What objection are they not sharing?

“I understand that now is not the best time for you to join us ...

Curious to know why you've decided to pass on at this time?

Is it the price? Is it the plan? Is it me? :-)

Could you let us know so we can figure out ways to help you with solving your challenges?”

The Brief¶

If you want to build a sales system that attracts your perfect clients on repeat, you can’t expect it to happen overnight.

You don’t get great at sales by reading about it…

You get great by doing it, logging the chats, and refining every word until it becomes instinct.

Implement this Sales Playbook inside your business and watch your revenue compound month after month (just like mine did).

The goal isn’t just to close more deals. It’s to engineer a system that turns conversations into cash flow, and cash flow into freedom.

Because when you can monetize attention consistently, you can reinvest those profits into better people, better systems, and a better life… creating a flywheel that feeds itself.

Every message, every objection, every close becomes fuel for your next level.

Don’t just chase the sale.

Build the machine.

And when you do, you don’t just win in business…

You earn the right to live an epic life.

No small plans.

DM

P.S.

If you’re looking for the tools I use to run my companies, here’s what I recommend:

Sell by Chat AI Powered CRM www.getrevio.com

AI Powered Recruiting https://herohire.ai

AI CFO www.hellofrank.ai

AI Clone for Clients or Team www.buddypro.ai

AI Powered Social Search Engine www.socialsweep.ai