Calls: how it should sound
Two sample setter calls you can read along to, then real calls from the team. Listen for the four things: reach them fast, be straight about money with an NQL and soft with an SQL, find the business vehicle, set a time.
Sample setter calls
Keisha · hair studio, 12 years in
Scripted. Dani (setter) calls 4 minutes after Keisha applies. Her card says SQL.
Hi, is this Keisha? Hey Keisha, it's Dani with RealityShow.com. You just put in an application a few minutes ago. Just so you know, this call is recorded so our team can help you better, is that okay?
Oh wow, that was fast. Yeah, that's fine. I literally just hit submit.
That's the idea. So I'm looking at what you wrote. You run a hair studio and you want people to know your name. Tell me about that. What made you apply today?
Honestly, I've been doing hair for twelve years. My clients love me, but nobody outside my city knows I exist. I see people with half my skill blowing up online and I'm like, why not me?
Twelve years. Okay, so you have the story already, that's the part most people don't have. You're clearly in a position to do this. The one thing I want to make sure of before your call is how this pays you back. When people find you, what do they buy from you?
Right now, appointments. But I've got a hair care line I've been sitting on for two years. And I want to teach, like a class for stylists who want to go independent.
That's three things people can pay for. Appointments, the product line, and a class. I'm writing that down for the person you'll talk to, because that's exactly what a show is built around. Is there anyone else who'd weigh in on a decision like this, a partner, a husband?
No, it's my business. I decide. My husband supports whatever I do, but it's my call.
Perfect. So here's the next step. You get a real conversation with our team, about an hour, where they look at your story and what you sell and tell you honestly what your show could look like. I've got Wednesday at nine in the morning or Wednesday at eleven, Arizona time. Which one is better for you?
Wednesday at eleven works. I'm between clients then.
Wednesday at eleven. I'm texting you the booking link right now with your name already in it, so just tap confirm. Before the call, we'll build you a show plan from your answers. Take two minutes and look at it, it'll make the call way better. Sound good?
Sounds good. Thank you, Dani. This is kind of exciting.
- Reached in 4 minutes, and the recording line is said in the first breath.
- Money is never asked about. The card says SQL, so Dani skips it and goes soft: "You're clearly in a position to do this."
- Step 4 still happens: "how does this pays you back, what do they buy from you?" Three answers, written down for the closer.
- Step 5 in one question: who else decides. Then two times offered, not "when are you free?"
- Ends with the calendar text and one piece of homework (look at the plan). Steps 1, 2, 4, 5 ticked, handoff note written.
Marcus · R&B artist, warehouse job
Scripted. Dani calls 10 minutes after Marcus applies. His card says NQL.
Hey, is this Marcus? Marcus, it's Dani with RealityShow.com. You applied about ten minutes ago. Quick heads up, this call is recorded so our team can help you better, cool with you?
Yeah, that's cool. Man, I didn't think anybody would actually call.
We call everybody. So you wrote that you make music, R&B and trap, and you want people to know your name. How long have you been at it, and what's happening right now?
About three years for real. I got like two thousand followers, a few songs out, I do shows around Louisville when I can get them. But it's slow. I work at a warehouse during the day.
Okay, I appreciate you being straight with me, so I'll be straight with you. The first step with us is a fourteen day build, and it's $997. Most people in your spot do it as three payments of $333. Is that something you could make work, or is money the thing that's in the way right now?
Honestly, $333 I could probably do. All at once, nah. Not this month.
That's fine, that's what the plan is for. Here's the bigger question though, and I ask everybody this. If more people knew your name, how does that turn into money for you? Because fame by itself doesn't pay the warehouse back.
Shows, mostly. Merch. I've got beats I could sell to other artists too, I just never set it up.
Shows, merch, and selling beats. That's a real business, you just haven't built the doors yet. That's literally what the fourteen days is. Anybody else in on a decision like this, a manager, a girlfriend, your mom?
Nah, just me. I'd run it by my girl but it's my money.
Got it. So here's what happens. You talk to our team for about an hour, they look at your music and your story and tell you straight what a season would look like. I've got tonight at eight or tomorrow at nine in the morning, Arizona time. Which one?
Tomorrow at nine. I'm off tomorrow.
Tomorrow at nine, you'll get the link in a text in a second, tap confirm. And Marcus, look at the show plan we send before the call. Bring your girl if you want, it's a real conversation, not a pitch. See you tomorrow.
- Same opening, same recording line. The warmth is the same as with an SQL.
- Money comes up early and plainly, because with an NQL it is the thing in the way: the price, the payment plan, and "is money what's in the way?" No apology, no pressure.
- Step 4 is asked the same way as with Keisha. The business vehicle matters more here, not less.
- He said "I'd run it by my girl": Dani invites her to the call instead of fighting it. That is step 5 handled.
- Handoff note for this file: PASS. NQL, 3 × $333, shows + merch + beats, decides alone (girlfriend may join), off work tomorrow.
Real calls
Cyrus on the phone. These are closer calls (after the setter), so you hear the whole arc. Notice how money and the business vehicle are handled, and how a no still ends with a next step.
Jarraya · the $1-today close (44 min)
Cyrus with Jarraya (Sugar B), Nov 7. New Jersey content creator and streamer, House of Sweets Empire, just getting started, a few paying clients. No money until Monday, so she started on $1 today and $99 a week from Tuesday, on the call. · 44 min
Cyrus with Jarraya (Sugar B), Nov 7. New Jersey content creator and streamer, House of Sweets Empire, a few paying clients for graphics and promotion, just getting started. She has no money until Monday, so Cyrus moves from $99 a week to $1 today and $99 on Tuesday, and stays on the line while she pays and fills in her details. 44 minutes, and the sale happens at 32.
- Set the call format in one breath at 1:33: what we do, then you, then we decide.
- Ask "does this sound aligned with what you've got going on?" right after the pitch, then let them talk.
- Confirm they can sell something before the price: "somebody can pay you for that, and you feel comfortable with it?"
- Text the call link while you talk and walk them through one real example (LV's academy).
- Turn the money question around: how many people would you ask for $1,000, and what if two in ten said yes?
- When the money is not there today, shrink what's due today ($1) and keep the plan. Stay on the line until it goes through.
The breakdown: what is happening, why, what to notice (16)
What is happening. Area code, New Jersey, whether Central Jersey exists. Easy, funny, no selling.
Why. She relaxes and talks like a friend before any pitch.
Notice. Thirty seconds of real small talk does more than a minute of script.
What is happening. "I'm going to tell you what we do, then I'd love to hear what you have going on, then we can decide whether we move forward."
Why. She knows the shape of the call, so she doesn't have to guard herself.
Notice. One sentence. No preamble.
What is happening. Reality TV is growing; we record seasons and launch a brand with it; the 14 days are a trial of working together. Then: "Does this sound aligned with what you've got going on in your life?"
Why. The fit question hands her the floor.
Notice. The pitch is two minutes. Keep yours that short.
What is happening. Content creator and streamer since 2023, House of Sweets Empire started this year, digital marketing and promotion, her own team, her view of reality TV.
Why. The more she says, the more Cyrus has to work with later.
Notice. Cyrus says almost nothing for four minutes. That's the job.
What is happening. "Do you have clients?" Then: "somebody can pay you for that, and you feel comfortable somebody paying you for that?" Yes.
Why. Before the price, make sure she can turn attention into money.
Notice. Short, plain money question. No judgment in the voice.
What is happening. The 14 days at $997, the three sites (story, show, a way to get paid). He texts the link and walks her through LV's academy as an example for a coach like her.
Why. Showing a real build makes the offer concrete.
Notice. He waits for her to open the link before going on.
What is happening. She asks about payment plans. Cyrus: as low as $99 a week, and what the team sold that week.
Why. A payment-plan question is a buying signal, not a no.
Notice. He answers the question and keeps going toward the close.
What is happening. "Choose whatever plan you want to do… and I want to go through the initial thing with you, so I'll stay on the line."
Why. He asks once and offers to stay with her while she does it.
Notice. Asking with a plan already chosen makes the yes small.
What is happening. "If you ask 50 people for $1,000, do you think you could make $5,000 in a week?" Her: "It'd be the most money I ever made in my life at one time."
Why. She pictures the result in her own words.
Notice. Let them say the number back to you.
What is happening. "What amount works good for you today?" She gets paid Monday or Tuesday and offers about $100 to start.
Why. This is the real objection: timing, not interest.
Notice. Find the real reason before you try to handle it.
What is happening. "You could just do $99 a week," then the question that matters: "will you actually back it up with your actions?"
Why. He lowers the money and raises the commitment.
Notice. The ask is about her actions, not her wallet.
What is happening. On camera since she was a little girl; wants to be a role model, to show a big Black girl from Jersey can make dreams happen; the House of Sweets Empire.
Why. She sells herself on it. Cyrus just listens.
Notice. Write down their words here. They are your close.
What is happening. "I'm going to send you this link to sign up. $99 a week. Is that going to be good for you?" "Yeah, because I get paid weekly." "Can you work a little more if you need to?"
Why. Once the reason is handled, ask again. Once is never enough.
Notice. He asks for the sale twice and checks she can carry it.
What is happening. She can't pay the first $99 until Monday. Cyrus: "What could you put down today? Could you do $1 today?"
Why. Shrink what's due today, keep the plan.
Notice. A $1 start still gets the card on file and the work moving.
What is happening. She pays $1, then $99 on Tuesday. Cyrus stays on, sends her to the questions, and asks for 20 photos right now.
Why. The close isn't the payment. It's the first step done while you're still on the line.
Notice. "The biggest hurdle is to get people to upload these photos." Do it on the call.
What is happening. "I'm trying to have my own network." Cyrus ties it back to what we do, then shares his own story and faith while she fills in her details.
Why. After the sale, build the relationship and keep her moving through setup.
Notice. Stay until she is in her dashboard.
The transcript (tap a line to jump there)
Cyrus × Ryan · confirming a call (the pattern interrupt)
A real confirm call, SQL tier 3. Cyrus opened by teasing him about his basketball videos; the recording starts just after. · 6 min
Cyrus confirming a booked call with Ryan, an SQL (tier 3) who wants to get known for his Quadrant theory, pro basketball and rap. The recording starts after the open: Cyrus began with a pattern interrupt, teasing him about bricking shots on his Instagram, then spent six minutes confirming what was already in his application and ended with the call locked in for Sunday.
- Open with a pattern interrupt. People get pitched all day; a playful tease about something real from their profile (Cyrus: "I saw you bricking a bunch of shots on your Instagram") breaks the script and gets a real laugh.
- Do your homework before you dial. Most of what you need is already in their application; the call is for confirming it, not collecting it.
- Let them talk about the thing they care about most. Ryan explains his theory for a full minute and Cyrus only asks short follow-ups.
- Ask how they pay for things today, plainly and without judgment ("how do you pay for everything right now?").
- Explain what we do in one breath only after you have listened: reality TV is the future, a 90-day mini season.
- Promise to do your research before the call. It tells them the call matters.
- End with the day locked in and your energy up: "we'll talk to you Sunday."
The breakdown: what is happening, why, what to notice (8)
What is happening. The recording picks up after Cyrus's opener, a tease about Ryan bricking shots in his basketball videos, with Ryan already talking about his Quadrant theory.
Why. A pattern interrupt breaks the "another sales call" script. Prospects get approached all day; a light, specific tease shows you looked at them and earns a real reaction.
Notice. It is risky and it works because it is about something real on their profile, and it is friendly. Never mean, never about how they look.
What is happening. Cyrus restates the theory in his own words ("like Fibonacci") and checks he has it right.
Why. Restating proves you listened and lets them correct you, which makes them feel understood.
Notice. Short questions, long answers. Ryan talks; Cyrus steers.
What is happening. Ryan connects the reality show, the theory, pro basketball overseas and his rap music.
Why. This is the vision the closer will sell to. Let it all come out on a confirm call.
Notice. Cyrus does not interrupt or pitch while the vision is coming out.
What is happening. Cyrus asks whether the Quadrant idea has made him any money. Ryan says that is the plan.
Why. The business-vehicle question, asked casually, tells the closer how close he is to paying for a season.
Notice. Cyrus asks it plainly and moves on. No judgment, no lecture.
What is happening. Cyrus asks how Ryan pays for things today. Ryan explains family help and two renters, about $150 a week.
Why. Knowing where money comes from now is what the closer needs to choose the right plan.
Notice. Cyrus reacts warmly ("sick, baller") instead of getting awkward. Keep the tone up when the answer is small.
What is happening. Cyrus confirms the Sunday call and says he will research Ryan's work before it.
Why. Promising to prepare raises the stakes of the call for both sides.
Notice. This is the confirmation itself: the day, out loud, plus a reason to show up.
What is happening. Cyrus explains RealityShow.com: reality TV is the future, a personal brand opens doors, a 90-day mini season.
Why. Context comes after listening, short, and with no price.
Notice. No price, no options, no pressure. That is the closer's job on Sunday.
What is happening. Cyrus asks his age and ends with "I am pumped up, we'll talk to you Sunday."
Why. The last thing they feel is your energy about their call.
Notice. End fast once it is confirmed. A six-minute confirm call is the right length.
The transcript (tap a line to jump there)
Cristina × Mika · a setter call (what to copy, what to never do)
A real setter call, reviewed by Cyrus. Mika booked from an ad. · 16 min
Cristina's setter call with Mika, a singer, rapper, merch maker and self-esteem coach who booked from an ad. Cristina confirms the call, sends the custom plan, and books her a time, but on the way she reads Mika her credit approval and quotes the price, two things a setter never does.
- Never tell a prospect anything about their finances or credit. We see it; we treat everyone the same.
- Talk 30% of the time, let them talk 70%.
- Build a little rapport before you ask about money.
- Assume they know nothing about us. Give context before every question.
- Send the plan and ask them to send more about their vision: that part was great.
- Do not say the price. A setter confirms the call and gets them excited for it, that is all.
- Keep the courage to ask the hard questions. That part is a strength.
The breakdown: what is happening, why, what to notice (8)
What is happening. Cristina introduces herself, says the call is recorded, and says she needs a few pieces of information.
Why. Saying it is recorded up front is right, and moving fast shows respect for their time.
Notice. There is no rapport yet: no question about them before the business starts.
What is happening. She reads Mika's file back to her and tells her she was approved for a $4,000 credit limit.
Why. This is the biggest mistake on the call. We see a lead's financial picture so we can prepare; the prospect should never hear it.
Notice. Mika asks what it is based on. That question is the cost: now she is thinking about her credit, not her show. Never say it.
What is happening. Cristina asks how Mika would earn from it if she came on board.
Why. Ask it as: "If your show got you a lot of attention, how would you turn it into money?" The business-vehicle question is the right question, but it lands too early and too hard with no rapport and no context about what we do.
Notice. Cristina is doing most of the talking here. The target is 30% you, 70% them.
What is happening. She asks whether Mika is the only decision maker.
Why. Good: you need to know before the closer's call who else has to say yes.
Notice. Assume they know nothing about us yet. A line of context first (what the call is for, what we build) makes every question easier to answer.
What is happening. Cristina texts the custom plan link and walks Mika to it, then asks her to send more about herself and her vision for the show.
Why. This is the best part of the call. The plan does the selling, and asking for her vision gets her invested before the closer's call.
Notice. Copy this exactly: send the plan, have them open it while you are on the phone, ask for their vision.
What is happening. She asks Mika straight out if she is ready to commit. Mika says yes, but her vision is for after January 2027.
Why. Not ideal for a setter, since committing is the closer's job, but it is not bad: it surfaces the timing objection early so the closer is ready for it.
Notice. Mika's honest answer about timing is gold for the closer. Note it on the file.
What is happening. Mika asks how much, and Cristina says it is $997, maybe three payments, and starts texting the options link.
Why. A setter does not quote the price. The job is to confirm the call and make sure they are excited for it.
Notice. When they ask, the answer is: the closer walks you through options on the call, and it depends on what we build for you.
What is happening. Cristina books Tuesday at 9:30 and confirms the email on file.
Why. Ending with a fixed time and confirmed contact details is exactly right.
Notice. Clear time, confirmed email, done. Then mark the file and tell her to text CONFIRM.
The transcript (tap a line to jump there)
Demario · two calls (the pitch, then financing falls through)
Cyrus with Demario, Oct 27. Event promoter and barber from Jacksonville, spiritual message, no capital right now. · 33 min
Cyrus walks Demario, a Jacksonville barber turned event promoter with a faith-and-business message, from his story to the $997 14-day working period, and when Demario says he has no capital Cyrus tries two financing links live on the call. Both are declined across two calls, so it ends with no sale, warm encouragement and a loose promise from Demario to call back when he has the $1,000.
- Tell them what we do and how the call will run in the first minute.
- Mirror their own words back so the offer sounds built for them.
- Show real client examples while you explain the three parts of the brand.
- Say the price plainly, then ask a direct question like "Are you ready?"
- When money comes up, ask about timeline and situation before offering a fix.
- Stay calm and keep talking through declines; a no from a lender is not a no from the person.
- Never end on a maybe: set a clear date and time for the next step.
The breakdown: what is happening, why, what to notice (14)
What is happening. Cyrus says he will explain the company, take questions, and then see if working together makes sense.
Why. Setting the order up front lowers pressure and tells the prospect a decision is coming at the end.
Notice. Listen for "at the end, we'll see how, if working together makes sense" which plants the close early.
What is happening. Cyrus lays out the 90 to 120 day season and the 14-day working period that comes first.
Why. Calling the first step a test of fit makes a stranger feel safer saying yes.
Notice. Hear how he frames it as both sides checking each other: "if both sides agree, we go into the 90 to 120-day agreement."
What is happening. Cyrus asks for questions and Demario shares his idea of mixing entertainment, business tips and God.
Why. An open question lets the prospect sell himself on why he wants this.
Notice. Cyrus mostly agrees with "Of course" and lets Demario talk; he does not dig into the shock jock idea, which was a chance to learn more.
What is happening. Cyrus asks directly for Demario's story and hears about homelessness, adoption, barbering and self-taught marketing.
Why. The personal story is the raw material for the show and tells you what drives the buyer.
Notice. Notice Cyrus slips in a small rapport question mid-story: "what city are you in right now?"
What is happening. Cyrus asks if coaching is something Demario does now or wants to do later.
Why. Knowing whether there is an offer already running tells you how close the academy piece is.
Notice. Demario says it is for "the future" and Cyrus moves on fast, missing a chance to ask what he earns today.
What is happening. Cyrus texts links and explains story, academy and reality show with shorts feeding each other.
Why. A simple three-part picture makes a big offer easy to see and repeat.
Notice. Listen for "the three basically all feed on each other" as the core idea.
What is happening. Cyrus points to LV and Aja as clients with results while Demario looks at the links.
Why. Real names and pages build trust faster than describing the service.
Notice. Hear the follower number for LV used as proof: "about to hit, like, either 300,000 or 400,000 followers."
What is happening. Cyrus explains the 14 days, the 997 price, and that sites, a sizzle and test ads all get built in that window.
Why. Stacking concrete deliverables makes the price feel small next to the work.
Notice. Demario interrupts at 13:17 to say he has little capital; that was the first money signal, and money was never asked about earlier in the call.
What is happening. Cyrus asks for the decision and Demario says he does not have $1,000 today but will call back.
Why. A direct ask surfaces the real objection instead of letting the call drift.
Notice. Listen for the classic stall: "when I do have it, I promise I will call you guys back."
What is happening. Cyrus asks about timeline and finances, then brings up that Demario may qualify for credit.
Why. Asking about the situation first, then offering a path, keeps the deal alive without arguing.
Notice. Demario says "I'm willing to do, you know, pretty much any financial move" which tells Cyrus to keep going.
What is happening. Cyrus asks about past loans and how they went before sending the financing link.
Why. Past debt is the best clue to whether financing will be approved.
Notice. Demario mentions a loan and a failed business; this was a warning the first link might decline.
What is happening. The first financing option declines and Cyrus calmly sends a second link that checks many lenders.
Why. Having a backup option ready keeps momentum after a no.
Notice. Notice Cyrus does not react to the decline, he just says "there is one more link."
What is happening. Two days later they try again live and the last financing option fails too.
Why. Doing the application together on the phone removes the excuse of doing it later alone.
Notice. Listen for "that option didn't work either" followed by Demario promising to find the $1,000 himself.
What is happening. Cyrus tells Demario he believes in him, swaps Instagram, and asks for an update tonight or tomorrow.
Why. Ending on belief keeps the relationship warm for when the money shows up.
Notice. The next step is loose, "I'll try to hit you up around the same time tomorrow"; a new hire should lock a real time and say what the other ways to help are.
The transcript (tap a line to jump there)
Gustavo · the $997 close (48 min)
Cyrus with Gustavo, Oct 27. Born in Venezuela, undocumented until his twenties, ex-Spirit flight attendant, bartender, wants a show. His card said SQL. He paid $997 on the call. (Nine minutes with his bank are cut out.) · 48 min
A first sales call with Gustavo, a performer who has wanted reality TV since high school and is now picking up bartending shifts between jobs. He pushes back twice and wants to read everything first, Cyrus keeps him on the line through a bank fraud check, and he pays $997 for the 14-day working period before being walked into his dashboard.
- Say the plan for the call in the first minute: what we do, then your story, then we decide.
- Check alignment early with one plain question before you go deeper.
- Tie the dream to money: explain why the show needs something people can pay for.
- Give the price as a small first step with a clear way out at day 14.
- When they want to wait, send the page that shows the plan and walk it with them live.
- If the card hits a snag, stay on the line and help them fix it right then.
- After the payment, get them into the dashboard and book the next call before you hang up.
The breakdown: what is happening, why, what to notice (16)
What is happening. Cyrus says he will explain what the company does, then hear Gustavo's story, then decide together.
Why. A clear agenda up front makes the prospect relax and tells them they will get a turn to talk.
Notice. Listen for "we'll then decide how we could make something happen", which frames a decision as the goal of the call.
What is happening. Cyrus explains that getting known and making money comes from your story, being seen, and an academy people can pay to join.
Why. A simple model gives the prospect a map to place themselves on, though the second part gets a little lost in the delivery.
Notice. Notice he says three parts but only clearly names the first and third; keep your model tight so nothing drops out.
What is happening. Cyrus mentions past work and asks if this matches what Gustavo expected.
Why. Asking early catches a mismatch before you spend twenty minutes on the wrong pitch.
Notice. "Is that in alignment with what you thought this was", and Gustavo answers "It's in alignment for sure."
What is happening. Gustavo loses the question, and Cyrus steers him to what he wants to create from here, which brings out his reality TV and singing dreams.
Why. Letting someone talk is good, but you have to pull them back to the future they want.
Notice. "So now, like, what do you want to create from yourself from here?"
What is happening. Cyrus explains that networks and the public want to see how a person earns, so the brand needs something people can pay $997 for.
Why. It turns a fame dream into a business goal, which makes paying for help make sense.
Notice. "how is it ultimately going to benefit you financially?"
What is happening. Cyrus lays out the $997 14-day working period, what gets built, and the $9,997 season after.
Why. A small first step with a choice at the end lowers the risk for someone who is unsure.
Notice. "at the 14-day period, you can choose whether or not you want to move forward."
What is happening. Cyrus texts links to two clients so Gustavo can see what the finished work looks like.
Why. Proof he can click on does more than any claim, and it handles his doubt before he says it.
Notice. When Gustavo says one example sounds boring, Cyrus agrees and uses it: "whatever is authentic to you, we would need to figure that thing out for you."
What is happening. Cyrus asks about work, and Gustavo shares that money is tight and he is picking up shifts.
Why. You need to know the real money picture before you ask for the card.
Notice. Gustavo makes a dark joke here; a new hire should slow down and acknowledge it with care, not rush past it.
What is happening. Gustavo says it is not logical to commit blindly and asks if the team gets him and whether the work is just AI.
Why. Cyrus answers with the musician and radio hit idea, which explains his role without talking down to Gustavo's style.
Notice. "it doesn't seem logical to me to, like, just commit, like, right now, blindly"
What is happening. Gustavo asks about starting in December or January, then asks how long the company has been running and how many people signed up.
Why. Cyrus answers honestly, ads started 12 days ago and he would be the fourth, which builds more trust than overselling would.
Notice. "you have the spark and you're on the phone right now."
What is happening. Gustavo worries about being locked into a contract like show winners, and Cyrus says it is non-exclusive and he builds his own name.
Why. Naming the fear and answering it plainly removes a hidden reason to say no.
Notice. "it's a non-exclusive contract"
What is happening. Cyrus has Gustavo open the link and scroll the day by day dashboard plan.
Why. Gustavo said he needs to see where he is going, so showing the plan meets his exact need.
Notice. "I just need to know where I'm going next. And I'm going to, like, completely commit."
What is happening. Gustavo says he will read first and touch base later, and Cyrus asks him to try the card now and check his balance.
Why. Most people who leave to think never come back, so Cyrus keeps the decision on the call, and he calls the fear normal nerves.
Notice. "this is your nervous system being scared. This is exactly the way you should feel." Be careful: he also says "what if this is a scam", so the pressure must stay kind.
What is happening. After a bank call to clear the card, Cyrus fills dead air with small talk and the $997 goes through.
Why. Staying on the line through the snag kept the sale alive when a hang up would likely have ended it.
Notice. "All right. Approved."
What is happening. Cyrus sends the login, waits until Gustavo is in, shows the 14 day checklist, books an onboarding call for later that day, and gives his number.
Why. Getting a first step done right away lowers buyer regret, though the manual links show the flow was not set up for a sale on the call.
Notice. "I'm the account manager... I'm going to be your point of contact."
What is happening. Cyrus shares that his own family went through something similar, and they bond before hanging up.
Why. Real connection after the sale makes the client feel seen, though saying it during discovery could have built trust sooner.
Notice. "I know exactly what you're talking about."
The transcript (tap a line to jump there)
Kristina · the $30-today close (26 min)
Cyrus with Kristina, Oct 27. North Carolina, makes natural beauty products, writes stories and music, DoorDash between gigs. Her card said NQL. She signed up on a $30 today, then $99 a week plan, on the call. · 26 min
A first call where Cyrus explains the company, learns about Kristina (natural beauty products, stories and music, a shirt and makeup brand idea) and offers the $997 14-day working period. She asks for a payment plan, agrees to $99 a week, says she can only pay next Monday, and Cyrus gets $30 today, stays on the line through checkout and books her onboarding call.
- Tell them the call format up front and ask if it sounds all right.
- Ask them to tell you about themselves before you talk price.
- When they ask for a payment plan, ask what amount works and round to a clean number.
- Ask for a clear yes: "Do we have an agreement?"
- Stay on the line while they pay and ask what they see on the screen.
- When they cannot pay the full amount today, ask what works today instead of waiting.
- End with the next step booked and a reason to move fast.
The breakdown: what is happening, why, what to notice (14)
What is happening. Cyrus lays out the plan for the call: he explains, she shares, then they decide together.
Why. Agreeing on the format first makes the prospect relaxed and sets up a decision at the end.
Notice. Listen for "then we can decide how or if we want to move forward. Does that sound all right?"
What is happening. Cyrus explains the big idea: helping people build worlds with business, money, social influence and community through reality TV.
Why. He sells the bigger purpose before any product so the price later sits inside a mission.
Notice. This pitch runs almost three minutes before she says much; a new hire should keep it shorter and check in sooner.
What is happening. He describes the 14-day working period as a fit test, then the 90 to 120 day season with filming and pitching to networks.
Why. Framing the first step as a test lowers the risk of saying yes.
Notice. Listen for "we have a 14 day period where we just test it out."
What is happening. Kristina says she already wants the 14 days and the website, and Cyrus asks her to tell him about herself.
Why. Even when she is already leaning in, he still learns who she is before selling.
Notice. She opens with "I thought that I wanted to do the 14 day and then the website"; she came in ready.
What is happening. She shares natural beauty products, writing and music, and that she is not licensed, so they land on beauty consulting that could work online.
Why. He turns a possible blocker (no license) into an online angle instead of dropping it.
Notice. Listen for "you could do that online as well, too, right?"
What is happening. Cyrus shares his own honest view on fame and asks her what draws her to reality TV.
Why. Going first with his own honest answer makes it safe for her to be honest back.
Notice. Her answer is the motive to remember: "I like attention and I like dressing up and being seen."
What is happening. He gives $997 for the 14 days and $9,997 for the season, and mentions payment plans and financing.
Why. Saying both numbers plainly, with options attached, keeps money from becoming a surprise later.
Notice. He never asked about her budget or work before quoting; that comes out only later, after the sale.
What is happening. She says it sounds good, asks for an installment plan at 90 a week, and Cyrus asks for 99 instead.
Why. Letting her name the number first, then nudging to a clean figure, keeps it her decision.
Notice. Listen for "what amount works for you?" and "Is there a way you could do 99 a week just to make it easier?"
What is happening. He asks her to be a success story, give testimonials and work hard, then asks if they have an agreement.
Why. Tying the payment plan to effort and testimonials turns a discount into a two-way deal.
Notice. Listen for "Do we have an agreement?" and her "Yes, we have an agreement."
What is happening. She asks if there is filming in the 14 days, and he explains she creates content and the team edits it.
Why. A short honest answer keeps trust while he gets the link ready.
Notice. His answer wanders ("Then uh Like pay the um or or we would"); a new hire should know this answer cold.
What is happening. She asks to pay next Monday because she spent her money, and he asks what works today, landing on $30 now and $99 starting next week.
Why. Getting any payment today keeps the momentum, since people who put things off rarely come back.
Notice. Listen for "what what what works today?" and his reason "if you put stuff off you never get around to it."
What is happening. He stays on the line while she fills out the page, then asks what she sees after paying.
Why. Staying on the line catches problems like the stuck pay button before they kill the sale.
Notice. Listen for "it's not letting me pay and start trial" and how he waits it out with her.
What is happening. While setting up her dashboard, he asks about her living situation and work and learns she does gig jobs and DoorDash.
Why. Filling the wait with friendly talk builds the relationship after the money is in.
Notice. This is useful money and time info that would have helped earlier, before the price was set.
What is happening. He confirms her welcome email, tells her to book Thursday's one hour onboarding call and do every lesson fast, and gives her his number.
Why. A clear next step and a push to act fast protect the sale from buyer's remorse.
Notice. Listen for "on Thursday schedule a one hour Onboarding call" and "you cannot have money but you can have grit."
The transcript (tap a line to jump there)
Quality · the time waster: how to spot one by minute 3 (21 min)
Cyrus with Quality, Oct 31. Bronx, NY. A bad call on purpose: he talked for 21 minutes, pitched us his own project, and had no money to start. Cyrus missed the signs. Learn from it. · 21 min
A 21-minute call that should have been 10. Quality pitched us his own project, made big claims nobody could check, asked for the payment and then said he could only do it monthly, wanted us to come to him and fund him, and said he was looking for $200 million. Cyrus asked the right question at 8:54 and named the problem at 17:27, but he kept teaching for 8 minutes in between. Seven red flags, and the call had told us everything by 9:20.
- Ask the money question in the first five minutes, before the person's whole story: 'The 14 days is $997 or $99 a week. If you like it, can you start today?'
- When the prospect starts pitching you, steer back with one question: 'Which of these makes money today, and about how much a month?'
- The lowest door is $99 a week. If they can't open it today, it is a follow-up, not a sale. Set the date and end the call.
- Three red flags in one call: say the price, offer the follow-up date, get off the phone within two minutes. Kindly.
- Never walk a no-money prospect through the 45 deliverables. That is for someone deciding, not someone wishing.
- We are a service people hire, not an investor, label or studio. Say it plainly the moment you hear 'you'll provide' or 'I'm looking for millions'.
The breakdown: what is happening, why, what to notice (15)
What is happening. Cyrus opens with what RealityShow is, the 14 days, the 90-day season, and the three things we build. Two minutes of us talking.
Why. Fine as a frame, but nobody has asked him a single question yet, so we know nothing about his money or his business.
Notice. Compare with Kristina's call: there the format was agreed first and she talked about herself early. Here the first question comes at 2:16.
What is happening. Instead of answering, he pitches us: 'Let me introduce you to Operation Welcome Back 1995.' Six businesses, a movie, a book, an album. Then a three-and-a-half-minute monologue about his life.
Why. A buyer asks how it works. A time waster performs. When the prospect starts selling to you, he sees you as an audience, not as the person he is about to pay.
Notice. Listen for 'you're not only giving me a platform, but you're opening a door for me.' He is selling, not buying.
What is happening. 'Six businesses running', 'battled DMX, Nas and Nore', 'on the radio', 'in stores'. Not one name, link or number we can look up.
Why. Real business owners say what they sell and what it makes. Big unverifiable claims are usually covering for the part that is missing: money.
Notice. Ask once, politely: 'Which of the six makes money today, and about how much a month?' If there is no answer, you have your answer.
What is happening. Cyrus gives the price: $997 for the 14 days with payment plans, $9,997 for the season.
Why. Good that the price comes out clearly. It should have come out four minutes earlier, right after red flag 1.
Notice. The price was the first thing in the call that made him slow down.
What is happening. 'Is this something you want to do, and are you at the stage to invest into your own brand?'
Why. This is the qualifying question. It is the right one. The trouble is what Cyrus does with the answer.
Notice. Write down exactly what he says next, word for word. That is the whole call.
What is happening. He doesn't say yes. He asks for the payment, and when he hears $99 a week he answers 'that'll be three a month, I'm seeing how I get my money'.
Why. $99 a week is the lowest door we have. If someone can't open the lowest door today, they can't buy today. Everything after this point is a follow-up, not a sale.
Notice. This is where to save yourself. See the exit below.
What is happening. Cyrus sends the 14-day page and walks him through it for two minutes, then they talk for ten more.
Why. He had just told us he can't pay this week. Walking a no-money prospect through 45 deliverables trains him to keep talking, not to pay.
Notice. Better: 'Totally fine. When your money lands on the 25th, text me and I'll send the link. Sound good?' Then end the call. About 30 seconds.
What is happening. He explains he was hurt working for the city parks department and can't perform. His money comes in once a month.
Why. This is a real, hard story and it deserves respect. It also means there is no spare money this month. Kindness and an honest exit can go together.
Notice. Be warm, be brief. Don't build the plan for someone who has told you twice he can't start it.
What is happening. 'I'm going to send you my war plan, and I'm positive you'll be calling me back. Can you get out here?'
Why. He now expects us to come to him and to chase him. The prospect who plans for you to call him back is not planning to pay.
Notice. Anyone who says 'you'll be calling me' is telling you who will be doing the work.
What is happening. 'I need a booth that I'm positive your guys are going to provide for me.'
Why. He thinks we are an investor or a label. We are a service people pay for.
Notice. Say it plainly when you hear it: 'We are not investors. You hire us.'
What is happening. A good speech: give to get, plant the seed, get known then get paid, build the foundation first.
Why. True, and well said. But teaching a prospect who has no money does not create money. It lengthens the call.
Notice. Save the speech for someone who has the $99 and is scared to spend it. That is who it is for.
What is happening. 'I'm looking for 200 million. We have the location, 70 acres of land in Florida.'
Why. He is raising money, not buying a service. The bigger the number someone needs, the less likely the small number gets paid.
Notice. The gap between '$200 million' and 'I don't have $99' is the tell. Real buyers' plans match their wallets.
What is happening. 'Can I be honest with you? You're saying 200 million. The first step is $997, or as low as $99 a week. The answer I'm expecting is: let's pay the 99 now.'
Why. This is the right move, said well. It just came 8 minutes late.
Notice. This line belongs at 9:20, not 17:30.
What is happening. 'I don't have it cash right now.' He promises $400 'in one shot' after the 25th.
Why. A future promise is not a payment. Mark the file NQL, set a follow-up for the 26th, move on.
Notice. Ever hear 'I'll have it on the 25th' and then nothing? Log the date, don't plan around it.
What is happening. Cyrus ends warmly: the money barrier never goes away, confront it, your fire is valuable.
Why. Good: leave every person better than you found them, even the ones who don't buy.
Notice. Keep this part. Just do it at minute 10, not minute 20.