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Once the financial qualifying stage is mastered… it’s OVER!!

KNOW WHEN TO PLANT THE SEED __________________________________ Overall, this conversation is going really well. He’s engaged, giving detailed responses, and clearly comfortable talking about sales. The main thing I’d adjust is introducing high-ticket sales a little earlier once you recognize that interest. For example, after mentioning that you’re in sales yourself, you could naturally mention high-ticket sales and let him become curious about what you’re doing. If he shows interest, that gives you an easy transition: “I actually have a good friend who could break it down way better than I can. Want me to connect you with him?” That makes the transition feel natural because you’re responding to his curiosity rather than suddenly pitching him.

MASTER THE FRAMEWORK, DON’T MEMORIZE IT __________________________________ If you’re already good at having natural conversations, don’t let the framework take that away from you. Think of it more like a roadmap—it tells you where the conversation needs to go, while you decide naturally how to get there. Focus on understanding the purpose behind each step and practice it until the structure becomes natural. The goal is to eventually follow the framework without feeling like you’re following one.

HOW TO HANDLE A LEAD WHO PREFERS INSTAGRAM OVER GIVING THEIR NUMBER _________________________________ In this situation, I wouldn’t push for the phone number. The lead is already interested—he’s just telling you which platform he’d prefer to communicate on. Since we have Jacques’ Instagram, you can simply connect him there and continue the conversation through IG. As a general rule, we still want to get the prospect’s number when it makes sense, but don’t create unnecessary friction when the lead is already moving forward. Keep the momentum and make the handoff as easy as possible.