Settings to use
Open Settings, Agent tab. Set Industry to Coaching and Personality to Warm: kind and personal, and it acknowledges what the lead said before it asks the next thing. Coaching leads are deciding whether to trust you with a problem, so that fits.
With Industry set to Coaching, the setter already knows the basics of your world:
- Leads come from webinars, VSLs and ads, so they already know an offer exists.
- Its one question is what the lead is trying to change, never what they can spend.
- It does not quote a program price unless you give it one.
- Asked what the call is, it says in one line that the team looks at where they are, what has blocked them and whether the program fits, then offers times.
Qualification questions
Paste these into Qualification questions, one per line. The setter asks one of these per conversation, the one it needs to book, then offers two times. A money question always comes last.
- What are you trying to change in your business in the next 90 days?
- What have you already tried to fix it?
- Are you doing this on your own right now, or with a coach or program?
- If the call shows it's a fit, when would you want to start?
Objection playbook
Paste these into Objection playbook and replace anything in square brackets. On a real objection the setter first asks one short question to find the actual reason, once per conversation. The next turn it answers from your entry in one sentence and offers two times again.
- Price: It depends on where you're starting and how much support you want. I won't throw out a random number; the call is where the team maps it to you.
- Tried a course before: A course and coaching are different things. The call looks at what got in the way last time and whether support would change it.
- No time right now: The call is short and there's nothing to prepare. If this week is packed, next week works too.
- Want to think about it: Sure. The call is where you get the answers to think with, and you decide after.
- Is this a sales call: It's a look at where you are and whether [program name] fits. If it doesn't, the team will say so.
A sample thread
What a booked thread looks like with these settings. Each setter line goes out as its own text.
- Lead: hey just watched the workshop, is the coaching program still open?
- Setter: Yep, still open
- Setter: What are you trying to change in the next 90 days?
- Lead: stuck at 10k months for like a year
- Setter: Stuck at 10k for a year is exactly what the call digs into
- Setter: Tue 11am or Thu 3pm ET?
- Lead: how much is the program
- Setter: Depends on where you're starting and how much support you want
- Setter: I won't throw out a random number. The call is where the team maps it to you. Tue 11am or Thu 3pm?
- Lead: thu works
- Setter: Thu 3pm ET, locked in
- Setter: Who do I put it under?
- Lead: Maria
- Setter: Thanks Maria. What's a good email to shoot the invite to?
- Lead: maria@example.com
- Setter: I'll send the invite there. See you Thu
What to leave out
Four things that cost coaching threads the booking, and what the setter does about them already.
- A budget question at the top. With Industry set to Coaching, the setter's one question is what the lead wants to change.
- Income, savings, debt or credit score. The setter never asks these, even if you write them into your questions.
- A program price you do not want said by text. Anything in your playbook can be quoted.
- Results claims. The setter never calls one client's result typical and never says the program is easy or guaranteed.
Questions people ask
- Will the setter pitch my program?
- No. It books the call. When a lead asks what the call is, it says in one line that the team looks at where they are, what has blocked them and whether the program fits, then offers two times.
- Can a lead bring their partner to the call?
- Yes. The setter offers to add them, and once the call is booked it puts the partner's email on the invite. You do not need a playbook entry for it.