{"version":"1.0.0","segments":[{"startTime":0.71,"endTime":5.09,"body":"Do you provide high ticket offers"},{"startTime":0.71,"endTime":5.09,"body":"now as a coach or a consultant,"},{"startTime":5.39,"endTime":9.73,"body":"you know that you need to get people on"},{"startTime":5.39,"endTime":9.73,"body":"the phone or at least a video call in"},{"startTime":9.731,"endTime":12.77,"body":"order to turn that lead into a sale."},{"startTime":13.35,"endTime":17.61,"body":"Now filling up your calendar"},{"startTime":13.35,"endTime":17.61,"body":"with discovery calls can"},{"startTime":17.611,"endTime":20.0,"body":"your online consulting"},{"startTime":17.611,"endTime":20.0,"body":"or coaching business."},{"startTime":20.62,"endTime":23.76,"body":"It is the best way to introduce"},{"startTime":20.62,"endTime":23.76,"body":"someone to your business,"},{"startTime":24.01,"endTime":28.96,"body":"build a relationship with your leads"},{"startTime":24.01,"endTime":28.96,"body":"and make sure that you're the right fit"},{"startTime":29.1,"endTime":33.52,"body":"to help them. And yet your"},{"startTime":29.1,"endTime":33.52,"body":"calendar stays pretty empty."},{"startTime":34.1,"endTime":37.56,"body":"Now, how do you turn that"},{"startTime":34.1,"endTime":37.56,"body":"around in today's episode?"},{"startTime":37.92,"endTime":42.31,"body":"We're gonna talk about how you can"},{"startTime":37.92,"endTime":42.31,"body":"book more discovery sessions by"},{"startTime":42.311,"endTime":46.229,"body":"implementing just one simple"},{"startTime":42.311,"endTime":46.229,"body":"thing into your business."},{"startTime":46.89,"endTime":47.99,"body":"Are you ready to dive in?"},{"startTime":50.05,"endTime":53.51,"body":"You're listening to the captain"},{"startTime":50.05,"endTime":53.51,"body":"coder podcast each week."},{"startTime":53.67,"endTime":57.38,"body":"I take you through actionable strategies"},{"startTime":53.67,"endTime":57.38,"body":"that can help you grow your online"},{"startTime":57.7,"endTime":61.86,"body":"business. I'm your host, Marisa"},{"startTime":57.7,"endTime":61.86,"body":"VanSkiver, AKA captain coder."},{"startTime":63.57,"endTime":68.26,"body":"Okay, so I have bad news for"},{"startTime":63.57,"endTime":68.26,"body":"you introverts. Let's just"},{"startTime":69.0,"endTime":73.9,"body":"If your online service business runs"},{"startTime":69.0,"endTime":73.9,"body":"on high ticket offers every once in a"},{"startTime":73.901,"endTime":76.49,"body":"while, you have to get"},{"startTime":73.901,"endTime":76.49,"body":"on the phone to sell."},{"startTime":76.95,"endTime":81.65,"body":"Now the best way to do this is with a"},{"startTime":76.95,"endTime":81.65,"body":"laid back discovery call. Personally,"},{"startTime":81.77,"endTime":85.37,"body":"I make all of my discovery calls be videos"},{"startTime":81.77,"endTime":85.37,"body":"because it helps me to connect better"},{"startTime":85.371,"endTime":86.29,"body":"with my customers."},{"startTime":86.709,"endTime":91.17,"body":"Now you can also run a discovery call"},{"startTime":86.709,"endTime":91.17,"body":"through an actual phone call. Um,"},{"startTime":91.27,"endTime":95.84,"body":"did you guys know, did you know that"},{"startTime":91.27,"endTime":95.84,"body":"your iPhone also made calls too?"},{"startTime":96.19,"endTime":99.92,"body":"It's mind blowing, right, but"},{"startTime":96.19,"endTime":99.92,"body":"whatever way works best for you."},{"startTime":100.14,"endTime":104.88,"body":"The key here is to fill your calendar"},{"startTime":100.14,"endTime":104.88,"body":"with discovery calls so that you can"},{"startTime":104.881,"endTime":107.8,"body":"keep your sales pipeline flowing."},{"startTime":108.3,"endTime":113.15,"body":"It is the number one"},{"startTime":108.3,"endTime":113.15,"body":"best way to get new leads"},{"startTime":113.22,"endTime":117.67,"body":"into your business. And to turn"},{"startTime":113.22,"endTime":117.67,"body":"those leads into sales. Now,"},{"startTime":117.671,"endTime":122.39,"body":"before we dive into how you can"},{"startTime":117.671,"endTime":122.39,"body":"do that and you know what you need"},{"startTime":122.49,"endTime":127.27,"body":"to do to get more discovery calls, we"},{"startTime":122.49,"endTime":127.27,"body":"wanna take a step back really quickly."},{"startTime":128.169,"endTime":132.94,"body":"You have to ask yourself how many of"},{"startTime":128.169,"endTime":132.94,"body":"these discovery calls can I convert now?"},{"startTime":132.941,"endTime":135.46,"body":"That's because we need"},{"startTime":132.941,"endTime":135.46,"body":"to know the numbers here."},{"startTime":135.52,"endTime":138.38,"body":"At least have a goal and a guesstimate."},{"startTime":138.8,"endTime":140.66,"body":"If you've not started your business,"},{"startTime":140.68,"endTime":145.3,"body":"or you're kind of trying to get"},{"startTime":140.68,"endTime":145.3,"body":"your sales pipeline away from the"},{"startTime":145.62,"endTime":149.05,"body":"referral only. And you're just"},{"startTime":145.62,"endTime":149.05,"body":"new to this. It's totally okay."},{"startTime":149.77,"endTime":150.65,"body":"I want you to set,"},{"startTime":150.651,"endTime":154.93,"body":"what's called a K P a key"},{"startTime":150.651,"endTime":154.93,"body":"performance indicator."},{"startTime":155.2,"endTime":158.41,"body":"Basically. That's just a goal."},{"startTime":155.2,"endTime":158.41,"body":"You wanna have, you know,"},{"startTime":158.53,"endTime":163.49,"body":"a set number of discovery calls on"},{"startTime":158.53,"endTime":163.49,"body":"your calendar by say the end of quarter"},{"startTime":163.62,"endTime":168.24,"body":"3 20 22. So for instance,"},{"startTime":163.62,"endTime":168.24,"body":"let's say that you know,"},{"startTime":168.241,"endTime":172.32,"body":"that you need to bring in at least"},{"startTime":168.241,"endTime":172.32,"body":"two high ticket clients a month"},{"startTime":173.07,"endTime":174.68,"body":"into your business. Well,"},{"startTime":174.681,"endTime":178.76,"body":"then you might wanna make sure or aim for."},{"startTime":179.06,"endTime":182.72,"body":"10 Discovery calls in your"},{"startTime":179.06,"endTime":182.72,"body":"business every month. Now,"},{"startTime":182.721,"endTime":184.4,"body":"if you already know your conversion rates,"},{"startTime":184.46,"endTime":188.4,"body":"if you know how many people that you"},{"startTime":184.46,"endTime":188.4,"body":"convert, once you get them on the phone,"},{"startTime":188.75,"endTime":191.0,"body":"then you can adjust this number."},{"startTime":191.86,"endTime":196.0,"body":"And if you wanna be able to get"},{"startTime":191.86,"endTime":196.0,"body":"more than say two to three people,"},{"startTime":196.06,"endTime":199.75,"body":"and you wanna be able to increase"},{"startTime":196.06,"endTime":199.75,"body":"your capacity, that's up to you too,"},{"startTime":200.13,"endTime":201.43,"body":"but you just have to know, okay,"},{"startTime":201.49,"endTime":204.79,"body":"how many of these people do I"},{"startTime":201.49,"endTime":204.79,"body":"realistically convert once they,"},{"startTime":204.82,"endTime":209.55,"body":"once I get them on the phone with me"},{"startTime":204.82,"endTime":209.55,"body":"and how many do I need to bring in"},{"startTime":209.56,"endTime":211.91,"body":"every month to hit my sales goals?"},{"startTime":212.97,"endTime":215.71,"body":"It sounds more complicated than it is,"},{"startTime":216.01,"endTime":218.7,"body":"but all we're doing with"},{"startTime":216.01,"endTime":218.7,"body":"this KPI is saying, okay,"},{"startTime":218.86,"endTime":223.62,"body":"I know that I need to have three"},{"startTime":218.86,"endTime":223.62,"body":"discovery calls a week. That's it."},{"startTime":223.86,"endTime":225.46,"body":"I just need to have three"},{"startTime":223.86,"endTime":225.46,"body":"discovery calls a week,"},{"startTime":225.96,"endTime":230.82,"body":"or I need to have 10 a month in"},{"startTime":225.96,"endTime":230.82,"body":"order to hit my goal if I stay"},{"startTime":230.92,"endTime":234.62,"body":"on track. So I want you to take"},{"startTime":230.92,"endTime":234.62,"body":"a step back and figure out,"},{"startTime":234.77,"endTime":239.05,"body":"or at least plan out what you"},{"startTime":234.77,"endTime":239.05,"body":"think those numbers need to be."},{"startTime":239.63,"endTime":242.69,"body":"You have to know how many discovery"},{"startTime":239.63,"endTime":242.69,"body":"calls you're aiming for here,"},{"startTime":242.8,"endTime":246.53,"body":"because it just helps us to"},{"startTime":242.8,"endTime":246.53,"body":"know if this strategy is working"},{"startTime":247.83,"endTime":250.77,"body":"now, when it comes to"},{"startTime":247.83,"endTime":250.77,"body":"booking more discovery calls,"},{"startTime":251.81,"endTime":256.68,"body":"a lot of this is down to"},{"startTime":251.81,"endTime":256.68,"body":"making it as simple and easy as"},{"startTime":256.96,"endTime":261.08,"body":"possible for your clients."},{"startTime":256.96,"endTime":261.08,"body":"I know that sounds crazy,"},{"startTime":261.7,"endTime":265.0,"body":"but what ends up happening a lot of times"},{"startTime":261.7,"endTime":265.0,"body":"now, let's think about this scenario."},{"startTime":265.14,"endTime":268.92,"body":"So somebody's signed up for an"},{"startTime":265.14,"endTime":268.92,"body":"offer or they've sent you an email."},{"startTime":268.921,"endTime":271.279,"body":"They fill out the contact"},{"startTime":268.921,"endTime":271.279,"body":"form on your website. However,"},{"startTime":271.77,"endTime":274.87,"body":"you get leads currently."},{"startTime":271.77,"endTime":274.87,"body":"And they, you know,"},{"startTime":274.871,"endTime":276.23,"body":"that you need to get them on the phone."},{"startTime":277.02,"endTime":281.75,"body":"What ends up happening in a lot of"},{"startTime":277.02,"endTime":281.75,"body":"our businesses, especially when we're,"},{"startTime":281.77,"endTime":284.99,"body":"you know, either a solopreneur"},{"startTime":281.77,"endTime":284.99,"body":"or we're doing most of the sales."},{"startTime":285.05,"endTime":289.67,"body":"And we're still working in our business"},{"startTime":285.05,"endTime":289.67,"body":"quite a bit is we do what I call"},{"startTime":289.9,"endTime":294.06,"body":"the calendar dance. So we sent a"},{"startTime":289.9,"endTime":294.06,"body":"time, Hey, can you meet? You know,"},{"startTime":294.16,"endTime":296.5,"body":"I'm in central standard"},{"startTime":294.16,"endTime":296.5,"body":"time because you know,"},{"startTime":296.501,"endTime":299.66,"body":"anybody could be anywhere in the"},{"startTime":296.501,"endTime":299.66,"body":"world, potentially Australia,"},{"startTime":299.76,"endTime":304.7,"body":"and you're in the states, whatever. So"},{"startTime":299.76,"endTime":304.7,"body":"you send your time zone, Hey, I'm in CST."},{"speaker":"Could you do 2","startTime":304.701,"endTime":309.49,"body":"30 PM on"},{"speaker":"Could you do 2","startTime":304.701,"endTime":309.49,"body":"Wednesday CST or 11:00 AM on"},{"speaker":"Could you do 2","startTime":309.69,"endTime":313.089,"body":"Thursday CST. And then they"},{"speaker":"Could you do 2","startTime":309.69,"endTime":313.089,"body":"answer back and they go, oh no,"},{"speaker":"Could you do 2","startTime":313.09,"endTime":314.85,"body":"I can't make that work."},{"speaker":"Could you do 2","startTime":313.09,"endTime":314.85,"body":"What about these times?"},{"speaker":"Could you do 2","startTime":314.87,"endTime":319.37,"body":"And you go back and forth and"},{"speaker":"Could you do 2","startTime":314.87,"endTime":319.37,"body":"it's maddening and it can take"},{"speaker":"Could you do 2","startTime":319.85,"endTime":322.41,"body":"multiple emails to find a time that works."},{"speaker":"Could you do 2","startTime":323.31,"endTime":325.45,"body":"So get rid of that all,"},{"speaker":"Could you do 2","startTime":325.97,"endTime":330.24,"body":"all together and make this"},{"speaker":"Could you do 2","startTime":325.97,"endTime":330.24,"body":"easier and put the control"},{"speaker":"Could you do 2","startTime":330.94,"endTime":332.52,"body":"in your leads hands."},{"speaker":"Could you do 2","startTime":333.3,"endTime":337.48,"body":"So you can use very simple"},{"speaker":"Could you do 2","startTime":333.3,"endTime":337.48,"body":"calendar scheduling apps."},{"speaker":"Could you do 2","startTime":338.14,"endTime":338.973,"body":"Now, personally,"},{"speaker":"Could you do 2","startTime":339.08,"endTime":344.0,"body":"I just moved all of my scheduling"},{"speaker":"Could you do 2","startTime":339.08,"endTime":344.0,"body":"into my CRM CRMs, like honey book,"},{"speaker":"Could you do 2","startTime":344.029,"endTime":344.92,"body":"have this built in."},{"speaker":"Could you do 2","startTime":344.92,"endTime":347.75,"body":"And it's really nice because"},{"speaker":"Could you do 2","startTime":344.92,"endTime":347.75,"body":"when somebody schedules with you,"},{"speaker":"Could you do 2","startTime":348.38,"endTime":353.19,"body":"then you can put them into"},{"speaker":"Could you do 2","startTime":348.38,"endTime":353.19,"body":"different automatic sequences and"},{"speaker":"Could you do 2","startTime":353.191,"endTime":357.68,"body":"keep track of whether or not that lead"},{"speaker":"Could you do 2","startTime":353.191,"endTime":357.68,"body":"turned into a sale into a project."},{"speaker":"Could you do 2","startTime":358.62,"endTime":362.92,"body":"But you can also use tools"},{"speaker":"Could you do 2","startTime":358.62,"endTime":362.92,"body":"like Calendly or acuity."},{"speaker":"Could you do 2","startTime":363.42,"endTime":368.2,"body":"And I use just the Calendly free"},{"speaker":"Could you do 2","startTime":363.42,"endTime":368.2,"body":"version for a very long time in my"},{"speaker":"Could you do 2","startTime":368.4,"endTime":369.02,"body":"business."},{"speaker":"Could you do 2","startTime":369.02,"endTime":373.6,"body":"So you have the ability here"},{"speaker":"Could you do 2","startTime":369.02,"endTime":373.6,"body":"to use free tools to make this"},{"speaker":"Could you do 2","startTime":373.779,"endTime":377.79,"body":"really simple. Now, before you freak out,"},{"speaker":"Could you do 2","startTime":377.85,"endTime":381.91,"body":"if you are at all a control"},{"speaker":"Could you do 2","startTime":377.85,"endTime":381.91,"body":"freak about your time, like I am,"},{"speaker":"Could you do 2","startTime":381.97,"endTime":384.51,"body":"and you don't like having"},{"speaker":"Could you do 2","startTime":381.97,"endTime":384.51,"body":"things get scheduled,"},{"speaker":"Could you do 2","startTime":385.06,"endTime":389.67,"body":"that you don't understand what's happening"},{"speaker":"Could you do 2","startTime":385.06,"endTime":389.67,"body":"or where that came from and it throws"},{"speaker":"Could you do 2","startTime":389.671,"endTime":391.39,"body":"off your whole mindset for the day."},{"speaker":"Could you do 2","startTime":391.89,"endTime":394.58,"body":"So before you freak out about"},{"speaker":"Could you do 2","startTime":391.89,"endTime":394.58,"body":"that automatic scheduling thing,"},{"speaker":"Could you do 2","startTime":394.96,"endTime":395.94,"body":"the great thing is,"},{"speaker":"Could you do 2","startTime":396.18,"endTime":400.26,"body":"is all of these apps give you the"},{"speaker":"Could you do 2","startTime":396.18,"endTime":400.26,"body":"ability to set your availability."},{"speaker":"Could you do 2","startTime":400.92,"endTime":405.82,"body":"So if you only wanna take"},{"speaker":"Could you do 2","startTime":400.92,"endTime":405.82,"body":"calls on Wednesday afternoons"},{"speaker":"Could you do 2","startTime":406.16,"endTime":410.18,"body":"you can set it up so that you only are"},{"speaker":"Could you do 2","startTime":406.16,"endTime":410.18,"body":"available to book for discovery call at"},{"speaker":"Could you do 2","startTime":410.181,"endTime":413.97,"body":"those times, if you only wanna"},{"speaker":"Could you do 2","startTime":410.181,"endTime":413.97,"body":"take calls in the mornings,"},{"speaker":"Could you do 2","startTime":414.27,"endTime":418.21,"body":"if you never wanna take a call on a"},{"speaker":"Could you do 2","startTime":414.27,"endTime":418.21,"body":"Friday, all of those things can be set up,"},{"speaker":"Could you do 2","startTime":418.589,"endTime":423.57,"body":"but here's the kicker and the big"},{"speaker":"Could you do 2","startTime":418.589,"endTime":423.57,"body":"part for me, I don't like not having,"},{"speaker":"Could you do 2","startTime":424.19,"endTime":428.41,"body":"you know, enough notice for"},{"speaker":"Could you do 2","startTime":424.19,"endTime":428.41,"body":"when I'm going to have a call."},{"speaker":"Could you do 2","startTime":428.77,"endTime":431.16,"body":"I have to mentally"},{"speaker":"Could you do 2","startTime":428.77,"endTime":431.16,"body":"prepare. I am an introvert."},{"speaker":"Could you do 2","startTime":432.04,"endTime":436.32,"body":"I don't love talking to people all day"},{"speaker":"Could you do 2","startTime":432.04,"endTime":436.32,"body":"long every day. That's not my thing."},{"speaker":"Could you do 2","startTime":437.06,"endTime":442.0,"body":"So I have my system set up"},{"speaker":"Could you do 2","startTime":437.06,"endTime":442.0,"body":"that you can't book a call"},{"speaker":"Could you do 2","startTime":442.001,"endTime":446.08,"body":"with me unless it's at"},{"speaker":"Could you do 2","startTime":442.001,"endTime":446.08,"body":"least 24 to 48 hours ahead."},{"speaker":"Could you do 2","startTime":446.78,"endTime":449.24,"body":"So you can't say for instance,"},{"speaker":"Could you do 2","startTime":449.41,"endTime":452.79,"body":"get on my calendar Wednesday morning"},{"speaker":"Could you do 2","startTime":449.41,"endTime":452.79,"body":"and book a call with me for Wednesday"},{"speaker":"Could you do 2","startTime":452.791,"endTime":456.11,"body":"afternoon. That's never"},{"speaker":"Could you do 2","startTime":452.791,"endTime":456.11,"body":"gonna happen. And, you know,"},{"speaker":"Could you do 2","startTime":456.111,"endTime":458.55,"body":"especially when you already"},{"speaker":"Could you do 2","startTime":456.111,"endTime":458.55,"body":"have other things planned out,"},{"speaker":"Could you do 2","startTime":458.62,"endTime":463.35,"body":"even though everything sinks to my Google"},{"speaker":"Could you do 2","startTime":458.62,"endTime":463.35,"body":"calendar. So it can't double book it."},{"speaker":"Could you do 2","startTime":463.41,"endTime":466.19,"body":"If I have something planned out in"},{"speaker":"Could you do 2","startTime":463.41,"endTime":466.19,"body":"my head that I was gonna work on that"},{"speaker":"Could you do 2","startTime":466.191,"endTime":467.024,"body":"afternoon,"},{"speaker":"Could you do 2","startTime":467.19,"endTime":472.14,"body":"I don't have to worry about that so"},{"speaker":"Could you do 2","startTime":467.19,"endTime":472.14,"body":"I can set it up and have it available"},{"speaker":"Could you do 2","startTime":472.32,"endTime":476.74,"body":"so that either they can't"},{"speaker":"Could you do 2","startTime":472.32,"endTime":476.74,"body":"schedule so far ahead either."},{"speaker":"Could you do 2","startTime":477.2,"endTime":480.42,"body":"So they can't schedule like, you"},{"speaker":"Could you do 2","startTime":477.2,"endTime":480.42,"body":"know, two hours ahead of a time,"},{"speaker":"Could you do 2","startTime":480.76,"endTime":484.66,"body":"but I also have it set up so that somebody"},{"speaker":"Could you do 2","startTime":480.76,"endTime":484.66,"body":"has to book within the next 30 days."},{"speaker":"Could you do 2","startTime":485.04,"endTime":488.77,"body":"So they're not gonna be booking out"},{"speaker":"Could you do 2","startTime":485.04,"endTime":488.77,"body":"six months in advance or whatever."},{"speaker":"Could you do 2","startTime":489.39,"endTime":494.05,"body":"You just have to take some time and"},{"speaker":"Could you do 2","startTime":489.39,"endTime":494.05,"body":"adjust your calendar availability settings"},{"speaker":"Could you do 2","startTime":494.92,"endTime":499.45,"body":"with any of these apps and make"},{"speaker":"Could you do 2","startTime":494.92,"endTime":499.45,"body":"sure that it works for you."},{"speaker":"Could you do 2","startTime":500.11,"endTime":502.93,"body":"And here's the great thing. You"},{"speaker":"Could you do 2","startTime":500.11,"endTime":502.93,"body":"can always tell someone, Hey,"},{"speaker":"Could you do 2","startTime":502.95,"endTime":506.92,"body":"if you cannot find a time"},{"speaker":"Could you do 2","startTime":502.95,"endTime":506.92,"body":"that works, say for instance,"},{"speaker":"Could you do 2","startTime":507.94,"endTime":510.68,"body":"you're dealing with"},{"speaker":"Could you do 2","startTime":507.94,"endTime":510.68,"body":"somebody in a time zone,"},{"speaker":"Could you do 2","startTime":510.74,"endTime":514.48,"body":"so completely different to you that you"},{"speaker":"Could you do 2","startTime":510.74,"endTime":514.48,"body":"might have to have a call with them at"},{"speaker":"5","startTime":514.481,"endTime":518.12,"body":"00 PM in order to have it be"},{"speaker":"5","startTime":514.481,"endTime":518.12,"body":"at a reasonable hour for them,"},{"speaker":"5","startTime":518.46,"endTime":522.2,"body":"that's totally fine. Then you can give"},{"speaker":"5","startTime":518.46,"endTime":522.2,"body":"them a link and say, Hey, email me here."},{"speaker":"5","startTime":522.66,"endTime":526.79,"body":"If you absolutely cannot find a"},{"speaker":"5","startTime":522.66,"endTime":526.79,"body":"time that works in your calendar"},{"speaker":"5","startTime":527.45,"endTime":529.99,"body":"and we will get it set up online,"},{"speaker":"5","startTime":529.991,"endTime":534.99,"body":"scheduling tools are so"},{"speaker":"5","startTime":529.991,"endTime":534.99,"body":"fantastic because it gives you"},{"speaker":"5","startTime":535.38,"endTime":539.4,"body":"the really quick ability to"},{"speaker":"5","startTime":535.38,"endTime":539.4,"body":"book more discovery calls"},{"speaker":"5","startTime":540.42,"endTime":542.76,"body":"and make it a hundred percent easier."},{"speaker":"5","startTime":542.78,"endTime":547.12,"body":"Not only for you and it automates your"},{"speaker":"5","startTime":542.78,"endTime":547.12,"body":"systems, but it's easier for your client."},{"speaker":"5","startTime":547.14,"endTime":552.0,"body":"And people are going to convert more"},{"speaker":"5","startTime":547.14,"endTime":552.0,"body":"when they can control the process."},{"speaker":"5","startTime":552.86,"endTime":556.79,"body":"One of the core attendances of working"},{"speaker":"5","startTime":552.86,"endTime":556.79,"body":"with someone in an online business"},{"speaker":"5","startTime":557.15,"endTime":561.83,"body":"capacity is not making them"},{"speaker":"5","startTime":557.15,"endTime":561.83,"body":"think we're moving those barriers"},{"speaker":"5","startTime":562.17,"endTime":566.51,"body":"so that they don't have to worry about"},{"speaker":"5","startTime":562.17,"endTime":566.51,"body":"whether or not something is going to"},{"speaker":"5","startTime":566.511,"endTime":567.13,"body":"work."},{"speaker":"5","startTime":567.13,"endTime":571.99,"body":"So if you are currently asking"},{"speaker":"5","startTime":567.13,"endTime":571.99,"body":"people to submit a contact form"},{"speaker":"5","startTime":572.4,"endTime":574.94,"body":"in order to get you on"},{"speaker":"5","startTime":572.4,"endTime":574.94,"body":"the phone, or, you know,"},{"speaker":"5","startTime":575.14,"endTime":576.94,"body":"a bunch of other different things,"},{"speaker":"5","startTime":577.0,"endTime":579.86,"body":"or even picking up the phone and calling"},{"speaker":"5","startTime":577.0,"endTime":579.86,"body":"you and hoping that you're available,"},{"speaker":"5","startTime":580.35,"endTime":584.42,"body":"which I never am. I only answer"},{"speaker":"5","startTime":580.35,"endTime":584.42,"body":"when my business line rings."},{"speaker":"5","startTime":584.78,"endTime":587.02,"body":"I only am able to answer"},{"speaker":"5","startTime":584.78,"endTime":587.02,"body":"it about half the time,"},{"speaker":"5","startTime":587.34,"endTime":590.22,"body":"cause I don't have anybody else"},{"speaker":"5","startTime":587.34,"endTime":590.22,"body":"to answer it. It's just me."},{"speaker":"5","startTime":591.23,"endTime":595.69,"body":"So when somebody picks up that"},{"speaker":"5","startTime":591.23,"endTime":595.69,"body":"phone or sends an email or,"},{"speaker":"5","startTime":596.41,"endTime":600.05,"body":"um, sends you a message on Facebook"},{"speaker":"5","startTime":596.41,"endTime":600.05,"body":"and they wanna talk right away,"},{"speaker":"5","startTime":600.79,"endTime":604.33,"body":"you're not going and doing the back"},{"speaker":"5","startTime":600.79,"endTime":604.33,"body":"and forth, you're making it super easy."},{"speaker":"5","startTime":604.35,"endTime":608.73,"body":"You can just reply with"},{"speaker":"5","startTime":604.35,"endTime":608.73,"body":"your calendar link. Now,"},{"speaker":"5","startTime":608.731,"endTime":609.8,"body":"what do you do with this link?"},{"speaker":"5","startTime":609.98,"endTime":612.28,"body":"How do you actually get"},{"speaker":"5","startTime":609.98,"endTime":612.28,"body":"people to get to that page,"},{"speaker":"5","startTime":612.75,"endTime":617.6,"body":"fill out and book a call with"},{"speaker":"5","startTime":612.75,"endTime":617.6,"body":"you really? It's very simple."},{"speaker":"5","startTime":618.1,"endTime":620.72,"body":"You add that link everywhere you can."},{"speaker":"5","startTime":621.059,"endTime":624.16,"body":"You wanna add it to the footer of"},{"speaker":"5","startTime":621.059,"endTime":624.16,"body":"your website, potentially in your,"},{"speaker":"5","startTime":624.38,"endTime":626.4,"body":"in your menu at the bottom of the page,"},{"speaker":"5","startTime":627.179,"endTime":632.07,"body":"add it to your link in bio or"},{"speaker":"5","startTime":627.179,"endTime":632.07,"body":"social media links page and make"},{"speaker":"5","startTime":632.071,"endTime":636.87,"body":"it one of the top one or two things,"},{"speaker":"5","startTime":632.071,"endTime":636.87,"body":"depending on what your goal is."},{"speaker":"5","startTime":636.87,"endTime":640.75,"body":"If you're really trying to get discovery"},{"speaker":"5","startTime":636.87,"endTime":640.75,"body":"calls and maybe get people to fill out"},{"speaker":"5","startTime":640.751,"endTime":642.71,"body":"a lead magnet, make your lead magnet,"},{"speaker":"5","startTime":643.01,"endTime":647.42,"body":"the first link and your discovery call"},{"speaker":"5","startTime":643.01,"endTime":647.42,"body":"the second link, cuz it gets people,"},{"speaker":"5","startTime":647.48,"endTime":648.9,"body":"the ability it gives."},{"speaker":"5","startTime":649.179,"endTime":652.54,"body":"'em the ability to jump straight"},{"speaker":"5","startTime":649.179,"endTime":652.54,"body":"ahead to what they're looking for."},{"speaker":"5","startTime":652.6,"endTime":654.66,"body":"If they're ready to just talk to you,"},{"speaker":"5","startTime":655.679,"endTime":660.38,"body":"you can add it at the end of a social"},{"speaker":"5","startTime":655.679,"endTime":660.38,"body":"media post as a CTA on LinkedIn"},{"speaker":"5","startTime":660.48,"endTime":661.313,"body":"on Facebook."},{"speaker":"5","startTime":661.61,"endTime":666.49,"body":"Obviously you cannot add a link"},{"speaker":"5","startTime":661.61,"endTime":666.49,"body":"in a post on an Instagram post"},{"speaker":"5","startTime":667.11,"endTime":669.01,"body":"or in TikTok currently."},{"speaker":"5","startTime":669.71,"endTime":673.49,"body":"So you wanna make sure that you're adding"},{"speaker":"5","startTime":669.71,"endTime":673.49,"body":"it where people can actually click and"},{"speaker":"5","startTime":673.491,"endTime":674.33,"body":"go immediately."},{"speaker":"5","startTime":674.71,"endTime":678.69,"body":"But the cool thing is is you can add it"},{"speaker":"5","startTime":674.71,"endTime":678.69,"body":"to your Instagram stories and make that"},{"speaker":"5","startTime":678.73,"endTime":681.05,"body":"a link. Do a quick video,"},{"speaker":"5","startTime":681.12,"endTime":684.16,"body":"talking about why it's important"},{"speaker":"5","startTime":681.12,"endTime":684.16,"body":"to get on the phone with you,"},{"speaker":"5","startTime":684.161,"endTime":685.52,"body":"what problems you solve."},{"speaker":"5","startTime":685.66,"endTime":689.679,"body":"And then add a link right there"},{"speaker":"5","startTime":685.66,"endTime":689.679,"body":"to book a discovery call with you."},{"speaker":"5","startTime":690.86,"endTime":695.76,"body":"You wanna be able to add that link"},{"speaker":"5","startTime":690.86,"endTime":695.76,"body":"wherever somebody might discover you,"},{"speaker":"5","startTime":696.059,"endTime":700.36,"body":"add it in blog posts, add it"},{"speaker":"5","startTime":696.059,"endTime":700.36,"body":"in your podcast descriptions,"},{"speaker":"5","startTime":701.2,"endTime":704.59,"body":"um, add it in your LinkedIn"},{"speaker":"5","startTime":701.2,"endTime":704.59,"body":"profile, share it on Facebook,"},{"speaker":"5","startTime":704.95,"endTime":707.47,"body":"whatever you're doing to"},{"speaker":"5","startTime":704.95,"endTime":707.47,"body":"bring people into your orbit."},{"speaker":"5","startTime":707.929,"endTime":712.15,"body":"You want to add your discovery"},{"speaker":"5","startTime":707.929,"endTime":712.15,"body":"call link in multiple places."},{"speaker":"5","startTime":712.49,"endTime":716.36,"body":"So it's incredibly easy to"},{"speaker":"5","startTime":712.49,"endTime":716.36,"body":"find you and connect with you."},{"speaker":"5","startTime":717.7,"endTime":722.32,"body":"One thing I would recommend once you"},{"speaker":"5","startTime":717.7,"endTime":722.32,"body":"get somebody booked onto that call to"},{"speaker":"5","startTime":722.321,"endTime":723.92,"body":"encourage show ups,"},{"speaker":"5","startTime":724.179,"endTime":728.8,"body":"you wanna make sure that you're sending"},{"speaker":"5","startTime":724.179,"endTime":728.8,"body":"a reminder email before the call and"},{"speaker":"5","startTime":728.82,"endTime":733.11,"body":"you're allowing them to reschedule"},{"speaker":"5","startTime":728.82,"endTime":733.11,"body":"the call on their own things happen."},{"speaker":"5","startTime":733.53,"endTime":737.99,"body":"People have stuff come up and they can't"},{"speaker":"5","startTime":733.53,"endTime":737.99,"body":"necessarily jump on a call with you."},{"speaker":"5","startTime":738.29,"endTime":740.63,"body":"So you wanna give them the"},{"speaker":"5","startTime":738.29,"endTime":740.63,"body":"ability to change that."},{"speaker":"5","startTime":740.97,"endTime":745.309,"body":"And the email reminder that"},{"speaker":"5","startTime":740.97,"endTime":745.309,"body":"they get before the call"},{"speaker":"5","startTime":745.31,"endTime":747.87,"body":"Hey, if you need to reschedule"},{"speaker":"5","startTime":745.31,"endTime":747.87,"body":"this, just click this link,"},{"speaker":"5","startTime":748.09,"endTime":751.62,"body":"you're gonna improve your show up rate"},{"speaker":"5","startTime":748.09,"endTime":751.62,"body":"because then people can reschedule for a"},{"speaker":"5","startTime":751.621,"endTime":751.78,"body":"time."},{"speaker":"5","startTime":751.78,"endTime":756.3,"body":"They can make it and they don't feel"},{"speaker":"5","startTime":751.78,"endTime":756.3,"body":"awkward having to email you and cancel."},{"speaker":"5","startTime":757.12,"endTime":761.94,"body":"It also keeps all the automations flowing."},{"speaker":"5","startTime":762.28,"endTime":764.22,"body":"You don't have to worry about things."},{"speaker":"5","startTime":764.221,"endTime":768.42,"body":"You don't have to have somebody manually"},{"speaker":"5","startTime":764.221,"endTime":768.42,"body":"changing those things. And again,"},{"speaker":"5","startTime":768.72,"endTime":773.49,"body":"you are removing a barrier from"},{"speaker":"5","startTime":768.72,"endTime":773.49,"body":"your potential client and making it"},{"speaker":"5","startTime":773.929,"endTime":775.97,"body":"incredibly easy to work with you."},{"speaker":"5","startTime":776.429,"endTime":780.53,"body":"And when you're making it easy to book"},{"speaker":"5","startTime":776.429,"endTime":780.53,"body":"something as simple as a discovery call,"},{"speaker":"5","startTime":780.91,"endTime":784.61,"body":"you're already building a"},{"speaker":"5","startTime":780.91,"endTime":784.61,"body":"rapport and trust with them."},{"speaker":"5","startTime":785.07,"endTime":788.4,"body":"That's going to be easy to"},{"speaker":"5","startTime":785.07,"endTime":788.4,"body":"work with you moving forward."},{"speaker":"5","startTime":789.86,"endTime":794.559,"body":"Now, when you wanna run a profitable"},{"speaker":"5","startTime":789.86,"endTime":794.559,"body":"discovery call, say for instance,"},{"speaker":"5","startTime":794.58,"endTime":797.2,"body":"you only need two or three"},{"speaker":"5","startTime":794.58,"endTime":797.2,"body":"high ticket offers a month."},{"speaker":"5","startTime":797.42,"endTime":801.92,"body":"So you may only need seven"},{"speaker":"5","startTime":797.42,"endTime":801.92,"body":"to 10 discovery calls"},{"speaker":"5","startTime":802.48,"endTime":805.2,"body":"a month. If you're"},{"speaker":"5","startTime":802.48,"endTime":805.2,"body":"running discovery calls,"},{"speaker":"5","startTime":805.22,"endTime":810.03,"body":"you don't necessarily want to run as many"},{"speaker":"5","startTime":810.031,"endTime":811.27,"body":"as you could possibly run."},{"speaker":"5","startTime":812.17,"endTime":816.23,"body":"So we wanna keep this profitable. Now,"},{"speaker":"5","startTime":816.231,"endTime":820.55,"body":"first things first, you wanna keep it"},{"speaker":"5","startTime":816.231,"endTime":820.55,"body":"short. My discovery calls are 20 minutes."},{"speaker":"5","startTime":820.98,"endTime":823.87,"body":"15 feels too short for some reason."},{"speaker":"5","startTime":824.4,"endTime":828.78,"body":"20 gives us enough time to get a little"},{"speaker":"5","startTime":824.4,"endTime":828.78,"body":"bit of light chit chat and banter out of"},{"speaker":"5","startTime":828.781,"endTime":832.82,"body":"the way, and then move"},{"speaker":"5","startTime":828.781,"endTime":832.82,"body":"in and dig into the call."},{"speaker":"5","startTime":833.64,"endTime":836.9,"body":"And in this discovery call, you're not"},{"speaker":"5","startTime":833.64,"endTime":836.9,"body":"trying to sell anything necessarily."},{"speaker":"5","startTime":836.97,"endTime":841.94,"body":"What you're really doing is focusing"},{"speaker":"5","startTime":836.97,"endTime":841.94,"body":"on whether or not you are the right fit"},{"speaker":"5","startTime":842.2,"endTime":843.17,"body":"to help them."},{"speaker":"5","startTime":843.59,"endTime":848.53,"body":"You're also going to get a sense of"},{"speaker":"5","startTime":843.59,"endTime":848.53,"body":"whether or not you actually want to work"},{"speaker":"5","startTime":848.531,"endTime":850.65,"body":"with that person. We've all been there."},{"speaker":"5","startTime":850.66,"endTime":855.57,"body":"We've all had clients who have come into"},{"speaker":"5","startTime":850.66,"endTime":855.57,"body":"our orbit sign contracts with them and"},{"speaker":"5","startTime":855.571,"endTime":856.65,"body":"they are the worst."},{"speaker":"5","startTime":857.5,"endTime":862.2,"body":"Doing a short discovery call will help"},{"speaker":"5","startTime":857.5,"endTime":862.2,"body":"you weed out the people that you don't"},{"speaker":"5","startTime":862.59,"endTime":867.12,"body":"want to work with. And at the end of"},{"speaker":"5","startTime":862.59,"endTime":867.12,"body":"the call, you can easily say, you know,"},{"speaker":"5","startTime":867.18,"endTime":867.92,"body":"Hey,"},{"speaker":"5","startTime":867.92,"endTime":871.92,"body":"I don't think we're quite the right fit"},{"speaker":"5","startTime":867.92,"endTime":871.92,"body":"and either have some referrals for them"},{"speaker":"5","startTime":872.02,"endTime":876.12,"body":"so they can go find somebody else"},{"speaker":"5","startTime":872.02,"endTime":876.12,"body":"or just make it really simple."},{"speaker":"5","startTime":876.56,"endTime":878.32,"body":"I don't do exactly what"},{"speaker":"5","startTime":876.56,"endTime":878.32,"body":"you're looking for,"},{"speaker":"5","startTime":878.74,"endTime":883.71,"body":"but let me know if you'd like me to"},{"speaker":"5","startTime":878.74,"endTime":883.71,"body":"check with some friends and see if they"},{"speaker":"5","startTime":883.711,"endTime":887.87,"body":"have any availability. It doesn't have"},{"speaker":"5","startTime":883.711,"endTime":887.87,"body":"to be personal and keeping it short."},{"speaker":"5","startTime":887.871,"endTime":892.28,"body":"And to the point means"},{"speaker":"5","startTime":887.871,"endTime":892.28,"body":"you're not wasting time. Now,"},{"speaker":"5","startTime":892.3,"endTime":896.12,"body":"one thing that makes it really easy for"},{"speaker":"5","startTime":892.3,"endTime":896.12,"body":"me because I am an introvert and I get"},{"speaker":"5","startTime":896.121,"endTime":899.12,"body":"in my head, I have a"},{"speaker":"5","startTime":896.121,"endTime":899.12,"body":"framework for the call."},{"speaker":"5","startTime":899.5,"endTime":901.8,"body":"Now my framework comes"},{"speaker":"5","startTime":899.5,"endTime":901.8,"body":"from my sales coach."},{"speaker":"5","startTime":902.06,"endTime":906.76,"body":"So this kind of depends on what you"},{"speaker":"5","startTime":902.06,"endTime":906.76,"body":"are doing and what you are selling and"},{"speaker":"5","startTime":906.761,"endTime":909.04,"body":"whether or not you need, you know,"},{"speaker":"5","startTime":909.041,"endTime":912.71,"body":"something written out like with the"},{"speaker":"5","startTime":909.041,"endTime":912.71,"body":"exact questions that you need to ask,"},{"speaker":"5","startTime":913.01,"endTime":917.15,"body":"but just have some kind of framework."},{"speaker":"5","startTime":913.01,"endTime":917.15,"body":"Don't go into this blind. Don't be me."},{"speaker":"5","startTime":917.4,"endTime":919.79,"body":"Don't just wing it every"},{"speaker":"5","startTime":917.4,"endTime":919.79,"body":"single time. There's a reason."},{"speaker":"5","startTime":919.95,"endTime":924.35,"body":"I now have a sales coach, cuz I know"},{"speaker":"5","startTime":919.95,"endTime":924.35,"body":"that winging it is not good. You know,"},{"speaker":"5","startTime":924.351,"endTime":928.38,"body":"you wanna have some kind of framework."},{"speaker":"5","startTime":924.351,"endTime":928.38,"body":"It makes the call a lot easier."},{"speaker":"5","startTime":928.64,"endTime":930.82,"body":"It makes the call run a lot more smoothly."},{"speaker":"5","startTime":931.68,"endTime":935.94,"body":"And honestly it makes"},{"speaker":"5","startTime":931.68,"endTime":935.94,"body":"it a lot more uniform."},{"speaker":"5","startTime":935.96,"endTime":937.42,"body":"So it becomes second nature."},{"speaker":"5","startTime":937.421,"endTime":941.34,"body":"And it removes a lot of that anxiety"},{"speaker":"5","startTime":937.421,"endTime":941.34,"body":"about getting on the phone with someone"},{"speaker":"5","startTime":942.36,"endTime":944.86,"body":"and the key here too. When I"},{"speaker":"5","startTime":942.36,"endTime":944.86,"body":"have learned over the years,"},{"speaker":"5","startTime":945.28,"endTime":949.81,"body":"you don't wanna talk a lot on this call."},{"speaker":"5","startTime":945.28,"endTime":949.81,"body":"You want your lead to do the talking,"},{"speaker":"5","startTime":950.47,"endTime":952.61,"body":"do a lot of active listening."},{"speaker":"5","startTime":952.68,"endTime":956.81,"body":"Instead they want to maybe vent about"},{"speaker":"5","startTime":952.68,"endTime":956.81,"body":"their problems and they need to know that"},{"speaker":"5","startTime":956.83,"endTime":960.73,"body":"you might be the right person to"},{"speaker":"5","startTime":956.83,"endTime":960.73,"body":"help them more than that though."},{"speaker":"5","startTime":961.95,"endTime":964.69,"body":"Active listening means that"},{"speaker":"5","startTime":961.95,"endTime":964.69,"body":"you're able to take notes."},{"speaker":"5","startTime":965.46,"endTime":969.08,"body":"And it means that you're able to look"},{"speaker":"5","startTime":965.46,"endTime":969.08,"body":"for those pieces and those problems that"},{"speaker":"5","startTime":969.081,"endTime":973.56,"body":"you are able to solve and the pain points"},{"speaker":"5","startTime":969.081,"endTime":973.56,"body":"so that if you do get them back on a"},{"speaker":"5","startTime":973.561,"endTime":975.96,"body":"sales call, after the discovery call,"},{"speaker":"5","startTime":976.34,"endTime":981.28,"body":"you can basically repeat exactly what"},{"speaker":"5","startTime":976.34,"endTime":981.28,"body":"they said to you back to them and what"},{"speaker":"5","startTime":981.281,"endTime":982.28,"body":"you're going to fix."},{"speaker":"5","startTime":982.62,"endTime":986.79,"body":"And it just makes them feel like they've"},{"speaker":"5","startTime":982.62,"endTime":986.79,"body":"actually been listened to when we are"},{"speaker":"5","startTime":986.791,"endTime":988.39,"body":"facing a problem. As a people,"},{"speaker":"5","startTime":989.17,"endTime":992.15,"body":"we get really frustrated that we don't,"},{"speaker":"5","startTime":992.82,"endTime":996.31,"body":"that nobody knows what we're"},{"speaker":"5","startTime":992.82,"endTime":996.31,"body":"going through, right? We"},{"speaker":"5","startTime":996.311,"endTime":999.47,"body":"especially as an entrepreneur,"},{"speaker":"5","startTime":996.311,"endTime":999.47,"body":"it is such an isolating feeling."},{"speaker":"5","startTime":1000.01,"endTime":1001.23,"body":"And on top of things,"},{"speaker":"5","startTime":1001.37,"endTime":1005.18,"body":"if you're an online entrepreneur and"},{"speaker":"5","startTime":1001.37,"endTime":1005.18,"body":"you're dealing with things, you know,"},{"speaker":"5","startTime":1005.181,"endTime":1007.94,"body":"with clients virtually it can,"},{"speaker":"5","startTime":1007.941,"endTime":1012.66,"body":"your clients can feel incredibly isolated"},{"speaker":"5","startTime":1007.941,"endTime":1012.66,"body":"because they're working from home or"},{"speaker":"5","startTime":1012.661,"endTime":1014.78,"body":"they're working from a co-working"},{"speaker":"5","startTime":1012.661,"endTime":1014.78,"body":"space or a coffee shop."},{"speaker":"5","startTime":1015.05,"endTime":1017.14,"body":"They're not in a traditional sense."},{"speaker":"5","startTime":1017.24,"endTime":1021.89,"body":"And they maybe don't have a lot of"},{"speaker":"5","startTime":1017.24,"endTime":1021.89,"body":"friends who are also entrepreneurs who"},{"speaker":"5","startTime":1021.94,"endTime":1023.65,"body":"understand what they're dealing with,"},{"speaker":"5","startTime":1023.95,"endTime":1026.33,"body":"no matter what kind of"},{"speaker":"5","startTime":1023.95,"endTime":1026.33,"body":"coach or consultant you are."},{"speaker":"5","startTime":1026.92,"endTime":1031.77,"body":"It's very likely that you're"},{"speaker":"5","startTime":1026.92,"endTime":1031.77,"body":"your ideal customer is"},{"speaker":"5","startTime":1031.771,"endTime":1036.33,"body":"coming to you because they feel isolated"},{"speaker":"5","startTime":1031.771,"endTime":1036.33,"body":"because they have a problem because"},{"speaker":"5","startTime":1036.331,"endTime":1037.89,"body":"they have a pain point."},{"speaker":"5","startTime":1036.331,"endTime":1037.89,"body":"They wanna resolve."},{"speaker":"5","startTime":1038.21,"endTime":1039.72,"body":"That's the only reason people buy stuff."},{"speaker":"5","startTime":1039.869,"endTime":1043.28,"body":"They're trying to solve"},{"speaker":"5","startTime":1039.869,"endTime":1043.28,"body":"a problem of some kind."},{"speaker":"5","startTime":1043.94,"endTime":1047.88,"body":"So when you listen, when you"},{"speaker":"5","startTime":1043.94,"endTime":1047.88,"body":"actually listen to them, talk,"},{"speaker":"5","startTime":1048.46,"endTime":1053.04,"body":"it is amazing. And how much that can"},{"speaker":"5","startTime":1048.46,"endTime":1053.04,"body":"do to build up not only the trust,"},{"speaker":"5","startTime":1053.06,"endTime":1057.91,"body":"but a personal relationship with your"},{"speaker":"5","startTime":1053.06,"endTime":1057.91,"body":"lead so that they're sold before they"},{"speaker":"5","startTime":1057.911,"endTime":1059.75,"body":"even get on that next sales call."},{"speaker":"5","startTime":1060.81,"endTime":1065.39,"body":"Now having a booking calendar and"},{"speaker":"5","startTime":1060.81,"endTime":1065.39,"body":"having an automated tool like this"},{"speaker":"5","startTime":1065.859,"endTime":1068.83,"body":"will do a lot to increase your leads."},{"speaker":"5","startTime":1069.38,"endTime":1070.84,"body":"And your discovery called bookings."},{"speaker":"5","startTime":1071.18,"endTime":1075.96,"body":"But there's more that we need to do to"},{"speaker":"5","startTime":1071.18,"endTime":1075.96,"body":"get people into our sphere and to connect"},{"speaker":"5","startTime":1075.961,"endTime":1079.96,"body":"with us and get on those calls. So"},{"speaker":"5","startTime":1075.961,"endTime":1079.96,"body":"what can you do now? You're in luck."},{"speaker":"5","startTime":1080.44,"endTime":1085.2,"body":"I have created a free video"},{"speaker":"5","startTime":1080.44,"endTime":1085.2,"body":"walkthrough guide and downloadable"},{"speaker":"5","startTime":1085.26,"endTime":1087.56,"body":"PDF that you can go and grab."},{"speaker":"5","startTime":1087.74,"endTime":1092.27,"body":"That teaches you five ways"},{"speaker":"5","startTime":1087.74,"endTime":1092.27,"body":"to book more discovery calls,"},{"speaker":"5","startTime":1092.98,"endTime":1097.59,"body":"five ways to get people into your"},{"speaker":"5","startTime":1092.98,"endTime":1097.59,"body":"orbit and five ways to drive them,"},{"speaker":"5","startTime":1097.93,"endTime":1101.91,"body":"to actually book a call with"},{"speaker":"5","startTime":1097.93,"endTime":1101.91,"body":"you. Now, if you wanna grab this,"},{"speaker":"5","startTime":1102.01,"endTime":1106.98,"body":"it is linked in today's show"},{"speaker":"5","startTime":1102.01,"endTime":1106.98,"body":"notes, or you can go to cap"},{"speaker":"5","startTime":1109.46,"endTime":1110.28,"body":"coder.com/zero four."},{"speaker":"5","startTime":1110.28,"endTime":1114.859,"body":"And there is a form at the bottom of the"},{"speaker":"5","startTime":1110.28,"endTime":1114.859,"body":"blog post for today's podcast episode,"},{"speaker":"5","startTime":1115.109,"endTime":1119.94,"body":"where you can grab your free"},{"speaker":"5","startTime":1115.109,"endTime":1119.94,"body":"copy. Now this is 100% free."},{"speaker":"5","startTime":1120.05,"endTime":1123.22,"body":"It's an easy 20 minute video or less."},{"speaker":"5","startTime":1123.53,"endTime":1128.41,"body":"That'll walk you through multiple ways"},{"speaker":"5","startTime":1123.53,"endTime":1128.41,"body":"that you can change up your marketing to"},{"speaker":"5","startTime":1128.47,"endTime":1132.45,"body":"get more people in your sales"},{"speaker":"5","startTime":1128.47,"endTime":1132.45,"body":"funnel and on discovery calls."},{"speaker":"5","startTime":1133.43,"endTime":1135.93,"body":"Or you can jump over to Instagram."},{"speaker":"5","startTime":1136.32,"endTime":1141.21,"body":"Send me a message at captain"},{"speaker":"5","startTime":1136.32,"endTime":1141.21,"body":"coder and just send the words,"},{"speaker":"5","startTime":1141.48,"endTime":1142.41,"body":"discovery call."},{"speaker":"5","startTime":1142.91,"endTime":1147.4,"body":"I'll send you the link immediately"},{"speaker":"5","startTime":1142.91,"endTime":1147.4,"body":"to grab the free video and resource."},{"speaker":"5","startTime":1148.2,"endTime":1151.8,"body":"I cannot wait to hear"},{"speaker":"5","startTime":1148.2,"endTime":1151.8,"body":"from you guys SIM you DM."},{"speaker":"5","startTime":1151.801,"endTime":1153.28,"body":"Tell me how these strategies work for me."},{"speaker":"5","startTime":1153.35,"endTime":1157.24,"body":"Tell me how many more discovery calls"},{"speaker":"5","startTime":1153.35,"endTime":1157.24,"body":"you're getting booked and especially if"},{"speaker":"5","startTime":1157.619,"endTime":1161.79,"body":"how much easier it is to book calls."},{"speaker":"5","startTime":1157.619,"endTime":1161.79,"body":"Once you've gone through this training,"},{"speaker":"5","startTime":1163.92,"endTime":1168.43,"body":"thank you all for tuning in to our show"},{"speaker":"5","startTime":1163.92,"endTime":1168.43,"body":"this week to catch more captain coder,"},{"speaker":"5","startTime":1168.609,"endTime":1172.55,"body":"you can subscribe to this podcast"},{"speaker":"5","startTime":1168.609,"endTime":1172.55,"body":"on your favorite podcast app. Now,"},{"speaker":"5","startTime":1172.551,"endTime":1175.59,"body":"if you have any questions or you wanna"},{"speaker":"5","startTime":1172.551,"endTime":1175.59,"body":"learn more about digital marketing and"},{"speaker":"5","startTime":1175.591,"endTime":1178.31,"body":"how it can help grow your"},{"speaker":"5","startTime":1175.591,"endTime":1178.31,"body":"online business, follow us on"},{"speaker":"5","startTime":1184.22,"endTime":1184.55,"body":"instagram@captaincoderorvisitusonlineatcapcoder.com."},{"speaker":"5","startTime":1184.55,"endTime":1186.5,"body":"Can't wait to talk to"},{"speaker":"5","startTime":1184.55,"endTime":1186.5,"body":"you all again next week."}]}