10/9/2025: Agency Sales/Mindset has been uploaded on the course!

Aaron Brewer

1d (edited) • LIVE Calendar 🗓️

🚀 Discovery Call Deep Dive + Advanced Rapport Coaching Recap

🌟 Wins to Kick Off

Ali landed an appointment in a new niche and lined up a research call to dig deeper into client challenges.
Joseph found a new setter candidate to help scale his outreach.
Liv shared a new AI tool that automates SOPs and follow-ups.

🖥️ Training / Coaching Highlights

Full breakdown of a recorded discovery call to refine tone, pacing, and rapport-building.
Deep dive into identifying root causes behind objections — whether it’s fear, lack of trust, or confusion.
Reminder: When rapport drops, don’t sell your company — reframe the conversation around the prospect’s best interest.
Example reframe:

🎯 Frameworks & Strategies

Discovery Flow Framework
Personality Type Matching (DISC Framework)
Framing Rule
Body Language Reading

🧠 Mindset Lessons

Clarity beats confidence. If you don’t understand — say so. “I want to understand, but I don’t yet. Can you clarify?” builds trust fast.
Rapport ≠ Agreement. It’s about feeling heard. When prospects repeat “as I mentioned,” it’s a sign they don’t feel listened to.
Don’t sell validation. Selling your credibility mid-call (“we have 98% retention”) only works after trust is established.
Conviction comes from alignment. Speak from the role of an advisor, not a closer.
Energy and health check: Suppressed truth often manifests physically. When you feel run-down, ask:

🛠️ Group Q&A Highlights

Follow-Up Calls: If you’ve already pitched, don’t repeat it — open with, “What’s changed or what have you discovered since we last spoke?”
When to Ask “Heaven” Questions: Only after full rapport and problem clarity — not mid-discovery.
Handling Analytical Prospects: Mirror their tone, focus on numbers and logic, and limit emotional framing.
Low Rapport Fix: Stop trying to sound smart — start trying to understand.

📚 Resources Mentioned

Manus AI – AI automation tool for SOPs and sales call insights.
DISC Personality Bonus Module – in the course bonuses section (review for next-level communication).

👉 Next Week: Live review of Ali’s next demo call — we’ll unpack how to adapt discovery flow for tougher, analytical prospects and turn them into confident buyers.

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