Mastering the 15-Minute Call to Boost Conversions

Key Points:

1. Opening the 15-Minute Call (00:00:38) – How to quickly connect, set the tone, and make it all about the prospect.
2. First Key Question: Why Did You Book? (00:01:37) – Using “What inspired you to book a call?” to reignite excitement and uncover motivation.
3. Pre-Call Research (00:02:25) – Checking LinkedIn, Facebook, and websites to tailor the conversation.
4. Clarifying Business Goals (00:04:13) – Drilling down on specific, measurable goals and using math to make targets real.
5. Uncovering Deeper Motivations (00:07:17) – Moving beyond money to discover the real “why” (freedom, options, time).
6. Creating an Attractive Dynamic (00:08:09) – How to position yourself so prospects are eager to show up and engage.
7. Transitioning to the Next Call (00:10:00) – Framing the 45-minute call as the next step and booking it live on the call.
8. Booking and Confirming Appointments (00:12:24) – Tactics for getting prospects to accept calendar invites on the spot and ensuring reminders.
9. Show-Up and Close Rates (00:14:16) – Real-world results: 100% show and close rates using this process.
10. Leveraging Vulnerability and Rapport (00:16:02) – Using authenticity and vulnerability to build trust and connection.
11. Discovery and Disqualification (00:21:05) – Why qualifying and disqualifying are equally important for attracting the right clients.
12. What You’re Really Selling (00:25:59) – The only thing you’re selling on a call is the next meeting.
13. New Licensing Funnel Assets Overview (00:31:16) – Walkthrough of updated resources, calculators, and funnel pages.
14. Automated Workflows & Nurture Campaigns (00:52:24) – How new email sequences and tagging work to drive calls and follow-up.
15. Campaign Planning & Social Posting (01:06:03) – Using 14-week campaigns, LinkedIn posts, and the social planner for outreach.
16. Eventbrite & List Building (01:07:11) – Strategies for leveraging events and tagging to grow your list and funnel.
17. Dojo & Fulfillment Tools Preview (01:12:27) – Upcoming features to help coaches deliver better client results.

Key Takeaways:

• Use a clear, repeatable question flow: Start with “Why did you book?” and dig into goals and motivations.

• Book the next call live: Always schedule the 45-minute call on the spot and confirm via email/calendar.

• Leverage funnel assets: Use calculators, simulators, and nurture emails to pre-qualify and warm up leads.

• Track and optimize: Use activity history and tagging to see which funnel pages and campaigns are working.

• Authenticity wins: Vulnerability and genuine curiosity build trust and increase conversions.

Notable Quotes:

• “The only thing you’re ever selling at any meeting is a meeting.”

• “People don’t want to just understand you—they want to feel understood.”

• “If you present this all properly, they are like hanging to become a business coach and use our software.”

• “You don’t need hundreds of leads. You need a powerful demonstration.”

Action Steps from the Call:

1. Implement the 15-minute call script: Start with “What inspired you to book?” and clarify goals using the math approach (see 00:01:37–00:06:12).
2. Always book the next call live and confirm acceptance on the spot (see 00:12:24).
3. Review and deploy the new licensing funnel assets and workflows in your FBS account (see 00:31:16–00:54:18).
4. Use the coaching calculator and simulator as lead magnets and tools during calls.
5. Track funnel performance by reviewing contact activity history and tagging sources.
6. Launch the 14-week campaign and schedule LinkedIn/social posts using the provided templates.

Resources & Tools Mentioned:

• Coaching Program Calculator: Tool for mapping client revenue goals and showing value.

• Simulator: PAS tool for demonstrating business growth potential.

• Licensing Funnel Assets: Pre-built pages (leverage, results, freedom) for lead gen and nurturing.

• Automated Workflows & Nurture Campaigns: Pre-written email sequences for follow-up and conversion.

• FBS (Focused Business Suite): CRM and automation platform for managing leads, campaigns, and appointments.

• Social Planner: Tool for scheduling and cross-posting social media content.

• Eventbrite: Platform for running events and building your list.