Tea with Carlos — LIVE Q&A (Marketing • Sales • Calls) This Friday at 12:00 PM PT. Bring the real stuff: lead gen, marketing closing, objection judo, call flow, nothing off-limits. Andrew’s jumping in too. Drop your #1 question below so we can hit it live. 👇 No cost. Just show up. https://us06web.zoom.us/j/88372847136?pwd=zVKb3SMt7XhqrhvZaP1cUKLjRQk8ZX.1

I wanted to share a call I did and what happen during call. I think you could learn this...good and bad I did on my call. 🎯 Objective of the Call Convert an overwhelmed, emotionally distressed prospect with a large IRS balance into a paying client for Phase 1 (Triage) — $1,800 to start. 🔍 1. THE FRAME – Setting the Stage What You Did Well: - You immediately built rapport with warmth and empathy (“Oh my god, that must’ve been awful.”). - You used relatability when you shared your own tax story — huge trust builder. - You took control of the call’s direction naturally: “So just talk to me… give me a summary and we’ll figure this out.” That’s authority with empathy — ideal combo. What Could Be Tighter: - The start drifted too long on the dental surgery story. It’s humanizing, but use pain stories strategically. Keep personal vulnerability moments under 45 seconds — just enough to humanize, then pivot. - - Next time: “Hey Ms. Jones, before we dive in, quick heads-up — I’m half-numb from oral surgery today, so if I sound funny, that’s why. But you’ve got my full attention. Let’s get you protected.”✅ Establishes empathy + professionalism fast. - 💡 2. THE DISCOVERY – Extracting the Truth What You Did Well: - You guided her without overwhelming her. That’s elite listening. - You pulled critical data: total debt ($300K + $20K), installment amount, lien date, separation, income, assets, and her cancer hardship. - You used reflective listening (“Gotcha. Gotcha.”) — she felt heard, which kept her talking. Improvement Opportunity: - Control the data flow more assertively. Christie emotionally spiraled mid-call. You can tighten discovery by using the “3-Box Frame”: This keeps her emotionally safe while giving you linear intel. 🧠 3. THE DIAGNOSIS – Framing the Problem What You Did Well: - You reframed her situation clearly: separation + medical hardship + $4,900 payment = impossible to maintain. - You positioned CNC as the “relief path,” not a “technical product.” Perfect emotional bridge.