Unlocking Presence & Conversion: Real Conversations That Close

Key Points:

1. The Power of Presence in Sales (01:07) – Curtis shares how shifting from selling to sincerely helping prospects led to higher conversions.
2. Talking Less, Listening More (02:04) – Reducing coach talk time from 50% to 20-30% and letting prospects open up.
3. Rapport & Authentic Connection (05:16) – Building trust by making prospects feel heard and understood, not pitched.
4. Letting Clients Ask to Join (05:58) – Creating conversations where prospects naturally ask to sign up.
5. Objection Handling & Fulfillment Partner Framing (11:22) – Scripts for addressing MLM objections and positioning Focused.com as a fulfillment partner.
6. Feature vs. Benefit Selling (16:20) – Focusing on client goals and challenges, not just product features.
7. Follow-Up & Nurture Sequences (19:04) – Only 3-6% are now buyers; the rest need nurturing and follow-up.
8. Direct Ask for the Close (20:21) – How to ask “What’s stopping you from saying yes today?” to uncover real objections.
9. PAS Simulator & JS12 Conversion Demo (31:25) – Walkthrough of the new simulator, assessment conversion, and report features.
10. New Resources: Strategy Guides & Social Templates (42:14) – Introduction of editable industry guides and Canva social media templates for coaches.
11. Lead Generation Playbook (51:46) – Specific categories and outreach tactics for finding new clients over the holidays and beyond.

Key Takeaways:

• Be Present, Not Scripted: Genuine listening and presence outperform any sales script.

• Handle Objections Early: Address MLM and time objections up front with confidence.

• Use PAS Tools: Leverage the simulator and JS12 conversion to streamline your process.

• Leverage New Resources: Use strategy guides and social templates to add value for clients.

• Targeted Lead Gen: Focus on B2B categories like accountants, ad sellers, and networking groups for new client acquisition.

Notable Quotes:

• “My intention is to help them, not sell them. I’m just connecting with them.” – Curtis

• “Presence is the greatest gift you can give—clients feel it, and it changes everything.”

• “If you’re hearing the same objection, look in the mirror, not out the window.”

• “The simulator is just that—a simulation. The assessment is where you get real, actionable data.”

Action Steps from the Call:

1. Practice presence by reducing your talk time and focusing on listening during sales calls (see 02:04).
2. Use the fulfillment partner script to reframe Focused.com and handle MLM objections (see 11:22).
3. Convert simulator results to JS12 assessments for deeper client insights (see 31:25).
4. Download and customize new strategy guides and social media templates for your niche (see 42:14).
5. Identify and reach out to 25 new B2B prospects daily using the lead generation categories shared (see 51:46).

Resources & Tools Mentioned:

• PAS Simulator: New version live; quick simulations for prospects.

• JS12 Assessment Conversion: One-click upgrade from simulator to full assessment.

• Editable Strategy Guides: Industry-specific, customizable guides for client delivery.

• Social Media Templates: Canva-based, editable templates for 18+ industries.

• 12 Days of Dojo: Daily Facebook/email series introducing Jumpstart 12 agents.

• AI Coaching Dojo: Platform for sales and fulfillment training.

• Upcoming Events: Atlanta (Dec 13), Phoenix (Feb 21), Philly (May 2), Annual Awards (Dec 16).