✅ BELIEF LADDER 1. PAIN — 10/10 Mason drills: "What about it is killing you?" "Why is it draining you?" "How long has it been like this?" He keeps chunking down until the prospect emotionally cracks open. Result: Prospect admits: → "This job is slowly killing me." → "I'm unhappier than I've ever been." This is textbook Pain installation. 2. DOUBT — 10/10 He subtly asks: “Have you ever freelanced before?” “What stopped you from doing something else earlier?” Prospect admits: → "No, I've never done it. I don’t know where to start." This creates the “I can’t do it alone” belief. 3. COST OF INACTION — 12/10 This is Mason’s superpower in this call. He hits: “Why not just kick the can down the road like most people?” “What happens if you're still here in two years?” “Which is more risky — staying or trying?” The prospect self-describes the nightmare future: → “That is terrifying.” → “That is not a future I want.” This is master-level Cost installation. (From Scriptless: Cost must exceed investment. ) 4. DESIRE — 10/10 He paints the dream: "What would life look like at 4K/month freelancing?" "What would that do for Eric?" Prospect answers emotionally: → "I'd feel elated." → "I'd feel alive again." → "It would give me my life back." This is Wilde-style emotional future pacing. 5. MONEY — 9.5/10 Mason installs: “Money aside — would you do it?” “If you had the $5,800 in your hand today, would you put it into yourself?” Prospect: → “Yes.” He flips money into a logistics problem, not a belief problem. (OpenWallet: shift affordability → possibility. ) 6. SUPPORT — N/A No spouse, no partner — Mason verifies early. 7. TRUST — 10/10 Trust is built through: Storytelling Vulnerability Proof of past student results His own journey from unemployment to 6 figures Prospect sees him as the guide. 🎯 BELIEF LADDER COMPLETION: 100% This is why Mason closes these calls nearly objectionless.