AI ADVERTISER · MODULE 5 · CLASS 5.24
MAIN EVENT
The AI-Powered Diagnosis Close
THE BRIEF
The call is where the money changes hands, and it is the one part AI cannot do for you. What AI CAN do is make you dangerous at it: perfect intel before, unlimited reps in practice, every word reviewed after. One prompt, one recorder, one skill. Everything runs through Claude Code.
TONIGHT'S CARD · 6 ROUNDS · ~60 MIN
01Build your Dojo3 MIN
02Learn the call structure10 MIN
03Run your first session15 MIN / REP
04The 4 objections that survive10 MIN
05Fathom + the pre-call brief10 MIN SETUP
06The film session skill10 MIN / CALL
MAP
BEFORE THE ROUNDS
Where AI Fits Around the Call
SOURCE: MEGA BRAIN sales library (fullsales-imersao · ead-closer) + PKL closes, distilled
| Stage | What AI does |
|---|---|
| Before | Claude Code turns the lead's diagnosis payload into a 10 line pre-call brief: lead score, their pains in their own words, the objection most likely to surface. |
| Practice | The Dojo: Claude plays your prospect, you run the call, it scores you. Unlimited reps, zero burned leads. |
| During | You, armed with the chart. The AI did discovery already. You prescribe instead of pitch. Fathom sits in the call recording every word. |
| After | The Dojo skill scores the Fathom transcript: what you fumbled, where the deal turned, what to fix. |
| Between | Every scorecard saves to a dojo-history folder. The skill reads your last calls before scoring the next one, so repeat fumbles get called out by name. |
01
ROUND ONE
Build Your Dojo (One Prompt, One Tool)
~3 MIN
One prompt builds the whole tool: a simulator that plays your prospect, runs the call with you, and scores you like a coach who never gets tired.
OPEN A FRESH CLAUDE CODE SESSION→FILL THE 3 BLANKS→PASTE + ENTER
THE DOJO BUILDERCOPY ALL
ROLE / CONTEXT:
You are about to become my sales training simulator. I run an ads agency selling [YOUR SERVICE, e.g. "our named lead system install plus monthly management"] to [YOUR NICHE, e.g. "roofing company owners"]. My named mechanism is [YOUR SYSTEM NAME]. Prospects who book calls with me already watched my VSL and completed my AI diagnosis intake, so they arrive warm but still skeptical about agencies.
GOAL:
Run realistic sales call roleplay sessions with me, then coach me hard on my performance.
HOW THE SIMULATOR WORKS:
You have 3 modes and I switch them with commands:
1. "START CALL" begins a roleplay. You play the prospect: a [NICHE] owner, realistic personality, moderately skeptical, has been burned by an agency before. Secretly pick ONE objection to push hard this session (price, "let me think about it", "my cousin does our marketing", or "we tried an agency and it failed") and do not reveal which until it comes up naturally. Stay fully in character. Realistic short answers, not helpful ones. If I talk too much, get bored like a real owner would.
2. "PAUSE" freezes the roleplay. Answer my questions about what is happening out of character, then resume when I say "RESUME".
3. "END CALL" ends the roleplay. Switch to coach mode and deliver, in this order:
A. THE JUDGES' CARD. Score me 1 to 10 on each:
- Chart review: did I use what the diagnosis already told me, or re-ask it?
- Talk ratio: did I let you talk at least half the time?
- Diagnosis delivery: did I explain your problem better than you could?
- Prescription: did I present the system as the fix for YOUR specific situation?
- Objection handling: did I hold frame without arguing or folding?
- The close: did I ask for a clear decision with a real next step?
B. THE EXPERT PANEL. Three renowned sales experts review my call, one tight paragraph each, in character, each strictly through their own framework:
- JEREMY MINER (NEPQ): did I sell with questions or statements? Quote the statement that most needed to be a question, and give me the question. Read my posture: needy or detached?
- ALEX HORMOZI (CLOSER framework): map my call to C-L-O-S-E-R letter by letter, hit or skipped. Judge the conviction in my price delivery, quoting the exact moment. Did I sell the vacation or the plane flight?
- PETER KELL (mechanism and emotion): did my diagnosis land as a named-mechanism "aha" moment? Quote the prospect's reaction as evidence. Did my prescription paint their future or list features?
C. THE ROUND TABLE. The three experts discuss my call with each other: 8 to 12 short exchanges. They disagree where their frameworks disagree, push back on each other by name, point every claim at a quoted moment, and end with a TABLE VERDICT: the one fix, agreed by all three, I must make before my next call.
D. My 2 weakest moments quoted back word for word, what I should have said instead, and one drill for next session, assigned by the expert whose lens caught my worst fumble.
DIFFICULTY:
Start at level 2 of 5. When I say "HARDER", raise one level: more interruptions, colder answers, sharper objections, price pushback earlier. Level 5 is the worst call I could ever have.
RULES:
- Never break character during a call unless I say PAUSE
- Never let me win easy. A polite fake "yes" teaches me nothing.
- In coach mode, be direct. Praise only what earned it.
- Keep sessions realistic in length: 10 to 15 exchanges, then force a decision point.
Confirm you understand, then wait for my "START CALL".
[✓]You should see: Claude confirms the setup and waits. Your simulator is built. That is the whole install: one prompt. Save it, because you will reuse it forever and for every niche.
Watch a full session first Dojo Session 07 is a complete training tape from this exact prompt: the call, a fumble, the mid-call PAUSE coaching, the recovery, and the judges' card at the end. Two minutes of reading and you will know exactly what you are building.
02
ROUND TWO
Learn the Call Structure You Will Practice
~10 MIN
Your prospect arrives pre-sold by the VSL and pre-diagnosed by the funnel. So this is not a pitch, it is a doctor's appointment. Six stages, in order, every call:
1
Chart review (before you dial)
Read the payload: lead score, answers, predicted objection. Two minutes. You walk in knowing more about their situation than their last agency learned in a month.
2
Confirm the symptoms
Open by proving you already listened. Do not re-ask what the funnel asked.
Mike, before we booked this you told the system your roof leads mostly go quiet after the first call, and you are spending about $4K a month on ads. Still accurate?
3
Deliver the diagnosis
The moment the funnel promised them. Explain their problem better than they can. Root cause, not symptoms.
Here is what is actually happening: your ads are fine. Your form filters nobody, so your reps split their week across 80 people who were never buyers. It is a qualification problem, not an ads problem.
4
Prescribe the system
Your named mechanism, presented as the specific fix for THEIR chart. Not a features list.
For your situation the fix is the [Named System]: every lead gets interviewed before your team dials, and your reps open every call knowing the roof age and the insurance angle. For you specifically that means your two reps stop wasting 20 hours a week.
5
Price, then silence
One number, calm, tied to the outcome. Then stop talking. The first person to speak after the price loses the frame.
The install is [X] and management is [Y] a month. Based on your close rate, that pays for itself at two extra jobs a month. (Then silence.)
6
Close with a real next step
Ask for a decision. If yes, book the onboarding call before hanging up. If not yet, agree on a specific follow-up moment. Never end on "I will think about it" without a date.
If this makes sense, the next step is a 30 minute onboarding this week and your intake goes live within 10 days. Want me to grab Thursday?
03
ROUND THREE
Run Your First Dojo Session
~15 MIN PER REP
- In the Claude Code session where you built the Dojo, type
START CALL. Claude opens as your prospect. - Run the 6 stages. Out loud if you can, typing works too. Treat it like a real call: no restarts, no do-overs.
- Stuck mid-call? Type
PAUSE, ask what to do, thenRESUME. That is a coach in your corner mid-roleplay. - When it ends (close or no close), type
END CALL. Read your scorecard. Look at your two weakest moments quoted back at you. - Run it again immediately. Same structure, fix the two moments. Three reps per sitting is the sweet spot.
- When you score mostly 8s, type
HARDERand climb a level. Real calls feel easy after level 4.
Why this works Closers get good through reps, and reps used to cost real leads. You just made reps free. Ten Dojo calls before your first real one puts you ahead of closers with months of burned pipeline behind them.
04
ROUND FOUR
The 4 Objections That Survive a Pre-Sold Call
~10 MIN
The VSL and the funnel kill most objections before the call. These four survive. The Dojo will throw them at you; here are the frames that hold:
THEIR MOVE
"Let me think about it."
Usually not a time problem. Something specific is unresolved and they are too polite to say it.
YOUR COUNTER
"Totally fair. Usually when someone says that, one specific thing is not sitting right yet: the price, the timeline, or whether this works for a company like yours. Which one is it for you?" Name the real blocker, handle THAT.
THEIR MOVE
"We tried an agency before and it went nowhere."
The best objection you can hear. They already believe in paying for marketing, they just got burned on execution.
YOUR COUNTER
"Good. Then you already know what bad looks like. Ask me the three things that agency never showed you: where every dollar went, what happens in the 90 seconds after a click, and cost per booked job instead of cost per lead. That difference is the whole reason this call exists."
THEIR MOVE
"It is too expensive."
Price is never absolute, it is relative to the believed outcome. The diagnosis gave you their numbers, use them.
YOUR COUNTER
"Let us do your math. You said your average job is [their number] and you are losing [X] qualified leads a month to slow follow-up. This costs less than one job you are already losing. The expensive option is the leak."
THEIR MOVE
"I need to talk to my partner / wife / business partner."
Sometimes real, often a soft exit. Respect the real version, close the exit version.
YOUR COUNTER
"Makes sense. What do you think their main question will be? Let us answer it now so you are not translating me secondhand. And let us put 15 minutes on the calendar with both of you, because a maybe with no date is how good decisions die."
05
ROUND FIVE
Game Day: Fathom in Your Corner + The Pre-Call Brief
~10 MIN SETUP
Claude Code hands you the chart 2 minutes before you dial. Fathom records every word so Round 6 has tape to review.
- Get Fathom free: fathom.video/invite/EK2L6w. Create the account, install the desktop app, connect your calendar. Tell your prospect the call is being recorded (required in a lot of places, and it builds trust anyway).
- From now on Fathom auto-joins your Zoom, Meet, or Teams calls, records, and hands you a full transcript minutes after you hang up. Zero effort per call.
- Before each call, paste the lead's diagnosis payload into Claude Code with the brief prompt below. Read the 10 lines, then dial.
PRE-CALL BRIEFCOPY ALL
Turn this diagnosis payload into a 10 line pre-call brief: their name and business, lead score, their top pain in their own words, the objection most likely to surface, and the one number from their answers I should quote back to them on the call. Nothing else.
PAYLOAD:
[paste it]
Shortcut after Round 6 Once the Dojo skill is installed, skip the prompt: type /dojo in Claude Code, paste the payload, and it writes the brief. It also warns you about your own repeat fumbles from past calls.
06
ROUND SIX
After the Call: The Film Session
~10 MIN PER CALL
Fathom recorded the tape. This skill runs the film room. Install once, and every real call goes through four stages:
1
JUDGES' CARD
6 scores with quoted evidence. Verdict, total out of 60.
2
EXPERT PANEL
Three legends grade the call, each through their own framework.
3
ROUND TABLE
They debate your call with each other and settle on ONE fix.
4
THE DRILL
Your 2 weakest moments word for word, plus a drill from whoever caught the worst one.
Jeremy Miner
NEPQ
Questions over statements. Quotes the statement that should have been a question, and gives you the question. Reads your posture: needy or detached.
Alex Hormozi
CLOSER
Maps your call letter by letter: Clarify, Label, Overview, Sell the vacation, Explain, Reinforce. Judges price conviction: one number, then silence.
Peter Kell
MECHANISM + EMOTION
Did the diagnosis land as an "aha" moment? Did the prescription paint their future, or list features?
SOURCE: MEGA BRAIN sales library: SAL-NEP (Jeremy Miner NEPQ, 1,524 chunks) · SAL-HMZ (Alex Hormozi CLOSER) · PKL (Peter Kell) · SAL-FSS (FullSales), distilled
THE DOJO SKILL v2 · EXPERT PANELDOWNLOAD ZIP ↓
ALSO INSIDE: every session saves to a dojo-history folder, so repeat fumbles get called out by streak. It also writes your pre-call briefs, with an NEPQ opening question included.
INSTALL (once, 2 minutes):
1. Download the zip above
2. In your terminal:
mkdir -p ~/.claude/skills
unzip ~/Downloads/dojo-skill-v2.zip -d ~/.claude/skills
3. Restart Claude Code, type /dojo. If it answers as your head coach, you're installed.
USE (after every call):
1. Open the call at fathom.video and copy the transcript
2. In Claude Code: type /dojo, say "film session", paste the transcript
3. Read your judges' card, then watch the round table argue about your call. Run the drill.
[✓]You should see: a scorecard that looks exactly like the one at the end of Session 07, except this time the fumbles are real. That is the point.
The learning loop, closed Every scorecard saves itself to dojo-history. The skill reads your last calls before scoring the next one and before writing each pre-call brief, so a fumble you repeat gets named to your face: "second call in a row where you broke the price silence." Your close rate compounds like the rest of the machine.
HW
FIGHT WEEK
Homework: 10 Reps Before Your Next Real Call
Progress
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5.23 VSL FILLS THE CALENDAR→
5.21 FUNNEL QUALIFIES + DIAGNOSES→
5.24 TRAINS · BRIEFS · REVIEWS
The full machine, complete. Every class from here sharpens a part of a machine that already works end to end. That was the plan all along.