The Process

Review Typeform prior to FTC. Highlight areas that you want to focus on. Look for clues about their Why, Needs, and Challenges

0. Prep for Call

Click on ‣ or search for “Client Name” using Cmd + K
Review Client Record to highlight specific items you’d like to talk about

https://www.loom.com/share/bf30c0255b664c509d3d14805ea39909?sid=b57ae151-87ac-4175-94e4-3a11abc868b0

1. Build Rapport

Establish commonality quickly (this builds trust) - People instantly like people they believe are “like them”

I saw in your questionnaire that you … I also… (used to live in Portland, play guitar, have a mother named Lori Anne)
Your linkedin profile said that …. I was curious about that. I also…
Common rapport topics, Places lived, traveled, family, work, hobbies

2. Set Expectations & Intent

This stage is very important as it states the purpose and set the tone for the call. Additionally, it helps the potential client feel more comfortable with what’s going to happen on this call and determine if HTYC is truly a good fit for what he or she is looking for.

Here are some examples:

“Hey so I have your questionnaire in front of me and I really appreciate you taking the time to fill that out. I have some questions from it and wanted to get to know more about you and your situation. From there, once I understand more about your situation, we can determine the best way I can help and specifically what help would look like. Then we can decide if it’s a good fit and if it’s not, I’ll be happy to tell you so. How does that sound?”