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Decision Maker. Are they the one who can actually say yes, or do they need to check with a partner, spouse, or boss first? A straight yes here means the deal moves at the speed of this one conversation.
Avatar Fit. Do they actually match who you're built to serve, in industry, stage, and budget, not just someone friendly who showed up? A real fit is worth chasing hard. A near-fit usually isn't.
Referral. Did someone who already trusts you send them your way? Referred leads walk in with borrowed trust already built, so they tend to move faster and convert higher.
Cold Lead. Is this the very first time you've ever spoken? Cold doesn't mean bad, it just means there's no history yet, so the call has to do more of the trust-building work on its own.
Warm Lead. Have they been following your content, emails, or events for a while already? A warm lead has done some of the convincing themselves before you ever got on the call.
Recording Link. This is how IQ reads every word you said, so it can't do its job without it. Drop in the Fathom, Zoom, or other link. If it's here, you're covered.
Value Map. This is one of the most powerful things you can do on a call, and it's dead simple. You draw a picture, together, of where they are right now and where they really want to be, so the gap between the two is right there on the screen and they can feel it.
Did you use one, live or in your head to steer the call? That's all this question asks.
Mark where they are right now (X marks the spot). Mark their target, the dream. Then the fire underneath it, the reason they'd actually do something about it.
The 1 2 3 Transition is how you move any conversation from small talk to real connection.
1. Share why you're talking to them.
2. Explain the purpose or mission behind the call.
3. Ask what's most important to them about the topic.
The Pivot. This is the moment you turn the conversation toward what's next, before you hang up and lose them. It doesn't have to be complicated, and it doesn't have to be a formal ask.
BAM FAM. Book A Meeting, From A Meeting. Before you get off this call, get the next one on the calendar, right now, together. None of that "I'll send you my link" stuff. That's how leads disappear. You book it live, you lock it in, and you keep the momentum you just built.
Magic Wand. This is where you get them dreaming. You're digging for the specific stuff they really want but don't have yet. Ask it straight: "If you had a magic wand and could have exactly what you want, what would that look like?" This is you getting them to describe their HEAVEN. Score yourself high if you dug into the specifics. Low if you let them stay vague, or you never really asked.
FCC means Frustrations, Concerns, and Challenges. This is the stuff standing between where they are and where they want to go.
Ask probing questions to get them to explain what's slowing them down or stopping them. Basically, get them to describe their HELL.
Score high if you really dug in. Score low if you stayed on the surface or tried to name their problems for them.
QTV. Quantify the Value. This is you helping them put a real number on what they want, and on what staying stuck is quietly costing them.
Three questions:
- How much?
- How long?
- How many?
Get the numbers out of them, then have them do the math. Never do it for them. It means one thing when you say it, and everything when they say it.
Gap Hacks are sneaky-good questions that get someone to see the gap between where they are and where they want to be, without you ever putting them on the spot. You don't need all four. Pick one or two and get really good at them.
Active Listening. Just repeat their own words back so they know you actually heard them. "So just to make sure I've got this right, you want X, and you don't want Y. Did I get that right?" Score high the more you reflected their exact language back. Low if you just moved on.
In practice: repeat back what you learned in their words.
Intros. The introductions you walk away with are often the most valuable thing on the whole call. So ask. Who do they know that you'd love to connect with? Just to be clear, you're asking for an introduction, not a referral, though referrals are great too.