10-Week Live Role Play Program | New Client Discovery Call

New Client
Discovery Call

10 Weeks to Mastery

Live Role Play Program

Weeks

Core Questions

Framework

Not a script. A way of thinking. Learn to diagnose opportunity, establish alignment, and hold standards — without ever chasing a deal.

The Foundation

What This Call
Really Is

This call is not about winning the client, getting the listing, or proving value. It is about alignment discovery — answering three questions that determine everything.

Is there a deal here?

Diagnose motivation, vision, and real opportunity

Is there a deal here with me?

Evaluate trust, fit, and mutual positioning

Do I want this deal?

Apply standards, boundaries, and business alignment

What separates this framework from 99% of agents:

Diagnose before you prescribe. You don't solve anything until you understand everything.

Let the client build your case. Instead of pitching your value, ask what great would look like.

Operate from standards, not need. Fee is firm. Boundaries are clear. No chasing.

You are filtering, not closing. You are not trying to get the deal — you are finding the right one.

Vision drives decision. Extract the dream, the nightmare, and the expected reality.

Program Objective

What You'll Be Able
to Do

🎯

Run a Full Discovery Call

Conduct a complete New Client Discovery Call without relying on scripts — through a repeatable way of thinking.

🎭

Control the Emotional Tone

Slow conversations down, defuse tension, and guide without pressure — emotion first, logic later.

🔍

Diagnose Opportunity & Fit

Identify whether there is a real deal, real alignment, and a client worth taking on — before committing your time.

🛡️

Hold Standards Without Tension

Present your fee and set your boundaries with confidence — no justification, no over-explaining, no convincing.

🧭

Guide Clients to Their Own Decisions

Shift ownership to the client so they define success, identify risks, and feel like every decision was theirs.

⚡

Rewire How You Think

This program changes behavior, not just language. When the thinking changes, the right words take care of themselves.

Each Week Includes

The Weekly Format

15–20 min

Concept Training

Core principle taught, examined, and understood in depth

10 min

Live Demonstration

Framework in action — watching it run in real time

30–40 min

Breakout Role Play

Practice under pressure with realistic client scenarios

20–30 min

Group Debrief

Coaching, feedback, and anchoring the lesson

The Curriculum

10 Weeks, Layer by Layer

Built to rewire behavior, not memorize lines. Complexity builds over time toward full mastery.

Week 01

The Foundation — What This Call Really Is

Reframing the Call

This is not a listing presentation. This is not about being chosen. This is about alignment discovery — and understanding that difference changes everything about how you show up.

3 Core QuestionsEmotional SafetyOpening the Call

Week 02

Step 1 — Situation & Story

Is There a Deal Here? (Part 1)

Let them talk. Don't interrupt the narrative. Curiosity over control. Practice extracting the full story without redirecting — the hardest skill most agents will ever learn.

Emotional ListeningPatienceNo Premature Solutions

Week 03

Step 1 — Emotion & Trust

Making Them Feel Understood

Emotion first, always. Labeling vs. fixing. Articulating what someone is feeling before moving anywhere near logic — and staying out of logic too early.

Tactical EmpathyLabelingSlowing Down

Week 04

Step 1 — Vision Extraction

Dream / Nightmare / Reality

Vision drives decision. Extract all three versions of reality — the dream, the nightmare, the expected — and use emotional contrast to create genuine urgency and clarity.

Vision FrameworkEmotional ContrastUrgency

Week 05

Step 1 — Clarity, Motivation & Ownership

Real vs. Just Exploring?

Test commitment without pressure. Shift ownership to the client so they self-diagnose — differentiating motivated sellers from curious ones without ever making it feel like interrogation.

Commitment TestingSelf-DiagnosisMotivation vs. Interest

Week 06

Step 2 — Positioning Without Pitching

Is There a Deal Here With Me? (Part 1)

Let them define your value. You do not explain your worth — you ask what great looks like. Practice handling "Why should we hire you?" without ever answering the question directly.

Trusted AdvisorIdentity ShiftValue Elicitation

Week 07

Step 2 — Competition & Process Control

Navigating Other Agents

Neutralize competition without attacking it. Maintain control of the process softly. Future-pace the follow-up meeting so it feels like their idea, not your agenda.

Non-Threatening PositioningFuture PacingProcess Control

Week 08

Step 3 — The Fee Conversation

Do I Want This Deal? (Part 1)

No justification. No over-explaining. No convincing. Present your fee cleanly, handle pushback with tactical empathy, and let them build the case for your value — not you.

StandardsDetachmentEmpathy Under Pressure

Week 09

Step 3 — Boundaries & Final Alignment

Professional Standards

Boundaries build respect. Clarity eliminates future conflict. Deliver your communication expectations and process standards confidently — and handle the discomfort without backing off.

Clean AgreementsBoundary ConfidenceEliminating Friction

Week 10

Full Call Integration & Mastery

Everything Together — Under Pressure

Full-length role plays. High-pressure, realistic scenarios. The goal is not structure — it is flow. Not perfection — but presence. This week tests everything and confirms the shift has happened.

Emotional SellerUnrealistic PriceSkeptical SellerMultiple AgentsFee-Sensitive Client

You are not trying to be chosen. You are determining if this is worth choosing.

The core truth of the framework

Final Outcomes

What Agents Leave With

What Changes

A repeatable framework — not a script, but a way of thinking that works every time
Emotional control to slow any conversation down and guide without pressure
The ability to let silence do the work and resist the urge to fill it
Clarity over urgency — they stop chasing and start choosing
Full presence in the call instead of racing toward a close

What Gets Built

Fee confidence — presenting a number without apology or justification
Boundary confidence — stating availability and process without backing off
Decision-making authority — they are no longer trying to be hired, they are hiring
Trusted Advisor positioning — clients define the standard and agents meet it
The ability to filter clients, not just close them

Investment