The Discovery Call Cheat Sheet · Fletcher Method Lead Magnet

Why It's Not Working

3 Struggles You're Stuck On

You drop the price to close

They say "let me think about it," so you offer a discount. It cheapens the offer and pulls in bargain-hunters instead of committed clients.

You "wing" every call

No structure, so calls run long, wander, and end with "send me some info." You leave money and momentum on the table.

You chase the follow-up

Five hopeful check-in texts, then silence. Chasing kills your authority and fills your calendar with ghosts.

The real problem: You don't have a repeatable close. You have hope — and hope doesn't scale.

Do This On Your Next Call

The 3-Step Close System

Diagnose Before You Pitch First 15 min

Open with the Gap Question: "Where are you now vs. where you want to be 90 days from today?" Then quantify the cost of staying stuck. Write down their exact words — you'll sell them back later.

Never present your offer in the first 15 minutes.

Prescribe the Bridge The pitch

In one sentence, name the single mechanism that closes their gap. Present one option, one price, one start date. Anchor against the cost of inaction — never against competitors.

State the price, then go silent. First to speak loses.

Close the Loop Same-Call The close

Ask "On a scale of 1–10, how ready are you to start?" An 8+ → take payment on the call. Under 8 → surface the real objection and handle it right now.

Book the kickoff call before you hang up.

Run in order

Diagnose Prescribe Close

Proof It Works

The Receipts

60–80%

of qualified calls closed at full price

$48K

booked in a single month by one client

One coach went from a 1-in-10 close rate to $48K in 30 days — same calls, new script. No new leads. No discounting.

"My very next call closed at $18K. Same offer, same price — I just stopped winging it and ran the 3 steps."

Maya R.

Leadership Coach · CEA Member