OBJECTION DRAWN THIS SESSION: "WE TRIED AN AGENCY AND IT FAILED" · pushed at exchange 7, as planned. You folded first, recovered after the pause.
Chart review
Opened with his own intake answers. Never re-asked a single thing the funnel already knew.
8/10
Talk ratio
You spoke roughly 65% of the words. He gave you two short answers in a row and you kept going.
5/10
Diagnosis delivery
"A qualification problem, not an ads problem" landed. His reaction: "My last agency just kept telling me to raise the budget."
8/10
Prescription
Tied to his 20 lost hours, good. But you compressed system, proof, and pitch into one breath.
7/10
Objection handling
Argued before agreeing. The pause saved the call; the fumble still cost you frame.
4/10
The close
Got a real date with a real agenda. But "think about it" walked out unnamed: you never asked which blocker.
6/10
Verdict: no close · follow-up booked38/60
Your 2 weakest moments, word for word
"I hear that a lot, but we're really different. We actually care about results, and I can send over some case studies after the call."
"Good. Then you already know what bad looks like. Ask me the three things that agency never showed you." Agree first. His skepticism is your best asset, not your enemy.
"And we can split the install into two payments if that helps. Some clients also start with just the..."
Nothing. You say nothing. He was silent for four seconds and you paid him a discount for it. The first person to speak after the price loses the frame, and it was you, twice this week.
The round table · Miner, Hormozi, Kell
MINERThe fumble at exchange 8 is not an objection problem, it is a question problem. "We're really different" is a statement, and statements get defended. One question, "what did they promise you that never showed up?", and Mike argues FOR the change instead of against you.
HORMOZIDisagree on priority. The structure mostly held: C, L, O all landed in the first five exchanges. The kill shot was breaking price silence. You can be average at questions and still close if you shut up after the number. He paid Mike a discount for four seconds of discomfort.
KELLYou are both grading mechanics and skipping the best moment of the tape. "A qualification problem, not an ads problem" is a named-mechanism moment, and Mike's reaction proves it landed: "my last agency just kept telling me to raise the budget." That belief shift is why Thursday exists at all.
HORMOZIGranted. The diagnosis bought the second call. But he walks into Thursday with a prospect who now knows silence gets him a discount.
MINERThen we agree on the drill even if we disagree on the diagnosis. Silence first. The question work can wait a week.
Table verdictOne fix before Thursday: deliver the price, then hold the silence. Everything else is trainable later.
Drill for next sessionPrice-then-silence, five reps. You deliver the price line, I stay quiet for up to 20 seconds, and you hold. If you speak first, the rep resets. Next session I open cold on price pushback. Type HARDER when this feels easy.