Offer Codex

The Series Of Agreements And Beliefs

BEFORE YOU TALK TO ANOTHER PERSON
Know Your “Steps”

• Your “Steps” are the specific ways you can help someone.
• You want a MAXIMUM of six. (We have four.)
• Offer Codex
• Validation
• Paid Traffic
• Scale
• Your discovery phase needs to ultimately discover what their problems are, which steps can
solve them, and how.

• You use this data in the PITCH phase.

The Agreements And Beliefs
Without These, We Are Lost.

• Agreement 1: They want a better result.

• Agreement 2: Getting a better result is possible.
• Agreement 3: There is a specific problem that is preventing them from getting
the result, and you can help them solve it.

• Agreement 4: This problem is costing them.

• Agreement 5: It is unwise or impossible to solve this problem on their own
We Get These Agreements In
The Discovery Phase
Discovery Diagnosis Permission Pitch
Frame It First

• Before you do anything, frame the call by telling them what’s going to happen.
• Then get permission to proceed.
• “Well, I don’t have a script or anything. Usually I just like to ask a bunch of
questions to see if I can actually help you or not. Then if I think I can, I’ll tell
you how. And then you’ll probably want to ask me a bunch of questions. And
then we can talk about working together if you want to. And if you don’t want
to, it’s fine. It’s your call. Sound good?”
The Discovery Phase. Agreement 1

• Find out what they want (establish that they do in fact want a better result.)
• “What would you like to accomplish by working together?”
• Dan Sullivan Question: “If we were having this conversation 90 days from
today, and you were looking back over the past 90 days, what would need to
happen for you to be happy with your results?”

• Get specific. “More sales” is not good enough. Everything needs to be

quantified. (Helps avoid unrealistic expectations by the way.)
Examples

• You: “What would you like to accomplish by working together?”

• Them: More sales.
• You: OK. I’m guessing there’s a specific target you’ve got in mind. What are you thinking it
might be?

• Them: $20K per month.

• You: OK. Got it. So our mission is to get you to $20K per month …assuming we can. Anything
else?

• Them: They will likely tell you other stuff - usually PROBLEMS. For example “Nobody’s got any
money” etc. Just write it down and listen.

• You: Keep asking if there’s anything else until they say no.
Agreements 2 & 3: Getting A Better Result Is Possible And That You Can Help
Them

• DO NOT IMMEDIATELY TELL THEM YOU CAN HELP. (They need to conclude
this on their own.)

• Your job is to see if you can help and determine HOW you can help.
• DO NOT TELL THEM HOW YET. (We’ll do this in the pitch)
• What we’re really looking for (aside from seeing if you can actually help) is
PROBLEMS that we can solve with your PILLARS.

• What we want to do is get the Lay of The Land. (Dump everything on the table
and let us look at it.)
Agreement 2 & 3: Framing The Questions

• You: “OK what I’d like to do is see if and how I can help you hit that goal.
The best way for me to really know is take a look at what’s going on now and
see if there’s a way for me to actually help you.

What I’m hoping to do is like take all the moving parts of the business and
just dump them on the table and see what needs fixing and see if I can see it.

Is that OK?”
Agreement 2 & 3: What You Want To Uncover

• Where they are now. (Establish the gap).

• What they THINK their problems are.
• What their REAL problems are.
• What the financial and other costs of the problems are.
• Whether or not you can help them hit their target in the timeframe that suits
your program …and how.

• (If you can’t, TELL them. More often than not, this works in your favor.)
Your Secret Weapon
Knowing Their Problems And Solutions In Advance
Agreement 2 & 3: Find The Gap & Restate it

• Phase 1 - Find The Gap.

You: OK so you want to be at $20K per month. What’s your revenue now? What was it last
month?

• WRITE IT DOWN. (Note - now you have a gap. If they’re at $5K and want to be at $20K,
the gap is $15k. NOT working with you can potentially cost them $15K per month.)

• State the gap. (Illustrates the severity of the problem.)

• If it’s unrealistic, tell them. “I usually work with people in 8 week chunks. I’m not sure I can
help you get from zero to a billion dollars in 8 weeks. What kind of target would you like to
set for the next 8 weeks?”

• You: OK - so we need to generate an extra $15K per month in revenue. Got it.
Agreement 2-3: Find The Gap & Restate it

• Phase 2 - Find The SURFACE PROBLEM

• You: OK - so I’m curious …in your experience, what’s the biggest problem you’re
dealing with right now?

• They will tell you something that’s probably not the REAL problem.
• Write it down and restate it.
• You: OK - so you’ve got people telling you they’re broke. Anything else?
• They’ll probably tell you more problems. LET THEM. WRITE IT DOWN.
• Keep restating and asking if there’s anything else. Then get permission to continue.
Agreement 4: Confirming The Problems And Putting A Price On It/Them.

• You: OK so I want to read my notes back to you and you tell me if I’ve missed anything. Is that cool?
• You: You’re at $5K a month and you want to be at $20K. So our mission is to get at least an extra
$15K in revenue every month, right? [Let them confirm.]

• You: You feel like your biggest problem is people aren’t buying and they’re telling you they don’t
have any money. [Let them confirm. Let them vent. Always be taking notes.]

• You: I have some thoughts on that and I’ll share them in a bit.
• You: But on the surface, it looks like this is costing you about $15K per month in lost opportunity.
• You: I want to take just a few minutes to go a little deeper on a few things so I can make sure I’m
giving you good advice. Is that OK?

• [WAIT FOR THEM TO RESPOND]

Diagnosis
Diagnosis Helps Us With Agreements 3 &4:

• Agreement 3 is that there is a problem and that you can help them solve it.
• Agreement 4 is the problem is costing them.
• When you get to the pitch phase, you’re going to want to tie back to the
specific problems and how you’ll solve them in each pillar.

• It’s possible they give you all of this data already (which is why you always
want to take notes).

• What you’re looking for is SPECIFIC QUANTIFICATION.

Diagnosis Example

• Let’s say the prospect tells you their business works like this:
• People opt in for a webinar.
• Then they apply for a strategy session.
• Then they buy or don’t.
• Let’s say the prospect is telling you the biggest problem is that everybody’s
broke.

• YOU’VE GOT TO MAKE SURE THEY’RE RIGHT.

It’s Easy - Just Get The Specifics

• How many opt ins are you getting a week?

• How many of them attend the webinar?
• How many of them see the pitch?
• How many appointments to you have?
• How many do you close?
• Remember this?
Your Secret Weapon
Knowing Their Problems And Solutions In Advance
Take Notes About The Real Deal

• How many opt ins are you getting a week? (They say 1,000)
• How many of them attend the webinar? (They say 500)
• How many of them see the pitch? (They say 250)
• How many appointments to you have? (They say 20)
• How many do you close? (They say 1.)
• Now you know the REAL problem is either their close (probably) or their marketing (minnow
bait).

• You can tie this in with your pitch.

• DO NOT GIVE ADVICE HERE. RESIST THE URGE!
Agreement 5: It is unwise or impossible to try to solve this on their own.

• The purpose of this is to eliminate the “do it yourself” option.

• You: “OK I’m almost done. Last question. What do you think has stopped you from handling this on your own?”
• Them: Probable vague answer. Ask for specifics. Example: “I just haven’t had time.”
• You: “You haven’t had time. I understand completely. What have you done to try to solve it in the past? Have you
taken other courses, hired anyone, or …?”

• Them: This is where they’ll tell you all the stuff they’ve tried that didn’t work. Ask for specifics and write everything
down.

• You: “OK. Sounds like you’ve tried X,Y, and Z …and it’s still an issue. I agree this is serious. Anything else?”
• Always ask this. Let them give you as much info as possible. WRITE EVERYTHING DOWN.
• You WANT THEM TO TELL YOU HOW AWFUL EVERYTHING HAS BEEN.
• You: (After they’re done). OK I understand (then give a brief re-cap).