CONNECT:

“Hey <person’s name>! This is <your name> from <your business name>! According to my calendar we have a quick call scheduled for right now, is that correct?”

“Awesome! Thanks for picking up and being on time. Much appreciated!”

“How’s your day going so far?”

“What’s your dog’s name?”

“Where part of the country are you in?”

(Find a natural way to briefly connect.)

“That’s awesome. Well let’s jump in and do some brainstorming, shall we?”

THE PLAN:

“I have a simple framework I like to use for conversations like these to make sure we succeed at working together on a plan. There are 3 things I want to do together…”

“We’ll start by dreaming a bit about what kind of results you’re looking for, and what life might be like if that dream became a reality. If we can develop a clear vision for the future, we can work together on a plan to help you get there.”

“Then we’ll try to get a feel for where you are right now. I’d love to learn about what your current reality looks like, so we can work out what steps to take from where you are towards where you want to be.”

“And I want to spend a few minutes working together to identify what current roadblocks are keeping you from having the <insert ICA’s desire> you want.”

“Does that sound okay?”