Get More Leads From X + IG

How to use DMs To Book Calls With Your Dream Prospects

How We Got Here 2

Why DMs And Not Just Posting Offers? 4
Who Are We DMing? 5
How To Never Run Out Of People To DM 6
“But won’t DMs hurt my brand?” 7
Why Am I Giving All This Away? 7
The Script 8
The Goal 9
1/5) Intro 9
2/5) Qualifying 13
The Irrelevant Question 13
Gap 14
The Object 14
3/5) Transition 15
4/5) Propose The Call 16
5/5) Booking 17
Visualized Script 18
Follow-Ups 19
When To Use Each Follow Up 20
Connectors 21
If You’re Ever Stuck, Read This 21
Stuck At Intro? 22
Stuck At Qualifying? 23
Stuck At Transition or Proposing Call? 24
Stuck At Booking? 24
Enjoying It? 25
Best Practices 25
Invisible Niches 25
Inbound 25
Leaving On A High Note 26
Bad Fits 26
Good Fits 27
Cheat Sheet 28
Money Time 29

1
How We Got Here
“JK we have zero calls for next week.”

My business partner texted me that on a Sunday night. He was right. We had nothing. I had
thousands of followers and we didn’t have a single call lined up.

I was supposed to be the marketing guy. I was supposed to know how to do this thing. I had so
many followers and I couldn’t even book calls. It was embarrassing.

But it woke me up. And I made a decision right then and there: I was going to figure out a way to
get qualified prospects on the calendar every day. And it was going to work.

I tested lots of different approaches. Posting was taking too long. People just didn’t make
decisions. So I decided to go direct and DM them.

Almost all my DMs were ineffective. A few were extremely cringe:

But I knew that if I cracked that code I could finally book calls. And that if I booked enough calls
it’s just a matter of time until I close them.

I was right. When we cracked that code our business passed the 7 figure mark. And I used the
same techniques to sell another one for 7 figures.

With that money…

2
 I made my grandma’s childhood dream come Got coaches, top-tier food and consulting to
true. help me get in shape.

Moved to Poland. And bought an apartment (cash).

Getting leads with DMs changed my life. And I hope it changes yours too.

3
Why DMs And Not Just Posting Offers?
Let’s say you need milk so you go to Walmart. You know the clerks know exactly where the milk
is. But have you ever spent 10 minutes looking for something instead of… you know… asking?

There's "If you need help let us know." signs all over Walmart. And most people still won't ask.

Now imagine the clerk comes up to you: “Welcome to Walmart! What can I help you with?”

That’s way easier. In that case almost everyone would ask.

Walmart knows this. That’s why their clerks approach you. Because they know that if they don’t
approach you there’s a chance you won’t buy.

Same thing with your followers. Most will never ask for help. Not because they don’t need it. But
because they’re too shy to ask. And if you don’t have the courage to DM them there’s a
chance you’ll never do business with them.

I asked a few clients how long did they follow me for before becoming a client:

● 8 months
● 6 months
● 3 years
● 2 years
● 1 year
● 2 years
● 1 year
● 1 year
● 2 years
● 1 year

I’m glad they did. But if I just relied on content it would take a long time to sign more. And I didn’t
want to wait a long time.

DMs allowed me to sign more clients and sign them faster. And that’s what this course will
show you how to do.

4
Who Are We DMing?
Why is it that if a clerk approaches you inside Walmart it’s fine. But if they approach you at the
mall it’s weird?

Because by stepping into Walmart you're implicitly requesting something from Walmart. But
by stepping into the mall you’re not.

Same thing applies to your business:

Offering help to someone who doesn't know you is weird. But with your followers it’s different.

Every follow is an implicit request for help. By engaging with your work they implicitly gave
you permission to offer it.

That's why we're only doing Warm Outbound (DMing people who know you):

● Followers
● Friends
● Reposts
● Comments
● Attendees
● Email Subs
● Previous clients
● Previous prospects
● Story Viewers
● Likes

AKA people inside your Walmart.

They know you. They like you. They want to learn something from you. And they probably will
never buy unless you DM them. So why not go for it?

Note: There’s visible and invisible niches. Visible niches are people who are clearly your target
market. Let’s say you’re targeting CEOs. That’s normally pretty easy to see.

5
Invisible niches are different. Take knee pain for example. You can’t tell if someone has knee
pain or not just by looking at them.

If your niche is visible - don’t DM everyone. Just people you consider worth it.

If your niche is invisible - go for it. You never know what you’ll find. Some of our clients’ best
clients have 2 followers and no profile picture.

How To Never Run Out Of People To DM

I like to think of lead generation as a Hunter - Gatherer relationship:

Every time you post you’re gathering leads:

Every time you DM them you’re hunting leads:

If you're not getting as many leads as you want - there's two things you can do:

1) Gather more.

6
If your post is attracting high quality leads - do more like that or boost it. You can boost it with
ads or by paying others to share it.

2) Hunt more.

Send more DMs. Or give someone this course and hire them to do it for you.

“But won’t DMs hurt my brand?”

Let’s go back to the Walmart example.

Did you think of the clerk as annoying? No.

Did you think less of the Walmart brand? No.
Did you go and tell your friends about how scammy Walmart is? No.

So why would your followers treat you any differently?

True story:

One time Siebel (a CRM company) hosted a conference. Salesforce (competitor) didn’t want it
to happen. So here’s what they did:

Salesforce rented all taxis the day of the conference. And replaced the drivers with their
salespeople. Siebel’s prospects received a 45-minute pitch on Salesforce on the way to the
conference. Some of them signed up even before they got there. Talk about aggressive
marketing…

Today Salesforce is a $200 billion company. And growing.

I thought outbound DMs would hurt my brand for a long time. But when an 8 figure entrepreneur
told me this story I finally calmed down (and made a lot more money).

Back to you. Here’s what’s next:

● The 5-Step Molina Script (Took Me 3 years, 50,000 Posts And Tens of Thousands In
Consulting To Get “Just Right”)
● What To Do If You Ever Get Stuck (Emergency Manual)
● Five Non-Corny Follow Ups To Move The Conversation Forward
● Growing Your Reputation And Book Plenty Of Calls At The Same Time
● 1-Page Cheat Sheet You Can Refer To When Booking Calls
● How To Make It A Habit: The Inverse Pain Method

7
Lots of stuff for you today. And I can’t wait for you to make money with it.

Why Am I Giving All This Away?

I want you to use this to hit your first $10,000 month. My hope is that when you do, you’ll
consider reinvesting some of it in the Likes Ain’t Cash Program, where we’ll help you add
$200,000 a year to your income.

Some results from people we are proud to call our clients:

Marcos hit $30k/month and moved to Bali. Tom tripled his income and quit his 9-5.

Jacob hit €31,000 in 3 weeks and bought his Kevin (alias) was losing $6k/month. And now
mom a house. hit his first $100k month.

8
Click here to make your story the next big story.

The Script
“Learn the rules like a pro so you can break them like an artist.” - Pablo Picasso

Try to understand why this script works over how it works. If you do, you will be able to tweak
the script to feel more natural. The more natural, the less salesy it feels. The less salesy it feels,
the more trust you build. The more trust you build, the more money you make.

Below you’ll find the script. At the end of the chapter you will find a summary of the script.
And the next chapter will show you what to do in case you get stuck in each step.

The Goal

Let’s say you want to sleep with a girl you met online. Which approach is the most likely to
succeed?

A) Convince her to sleep with you on the DMs.

B) Set a date and leave the details for the date.

If you choose A you’d have to address an infinite amount of questions on the chat:

Do we vibe? Are you a serial killer? Do you even smell nice?

It would take you forever. It’s much faster to ask her to go on a date and leave the details for
the date.

Same thing with DMs:

Selling people on your service would take you forever. But that’s what most people do: 50 long
messages back and forth that don’t really amount to anything.

The script I’ll show you has 5. And we won’t ask the prospect to buy. We’ll ask them to hop on a
call and leave the details for the call.

1/5) Intro

An intro message can fall into any of these four categories:

● Easy To Respond To

9
 ● Hard To Respond To
● High Intent
● Low Intent

We started with a Low Intent but Easy Response message first: Hey [Name]!

We got a great response rate but not many bookings. It also felt weird to start a normal
conversation and then switch to a sales pitch. Nothing wrong with that. Just not my thing.

Then I switched to a direct pitch: “We got this result for someone in your niche. Want to talk
about how to make it happen for you too?”

10
We closed a few clients. But our response rate was atrocious. And we quickly burned through a
big chunk of our audience.

Then we changed it up to an Easy and Useful Message: The This or That.

Hey name.
Appreciate the follow / like / comment.
This or That?

This message allows you to gauge intent without being too invasive. Let’s say you’re a
copywriting coach:

11
It’s an easy message to respond to. But it’s also quite useful.

“Yes I’m a copywriter too.” → Means they’re a potential prospect.

“I’m just considering it.”→ Means there’s no need to try to sell them. Say something nice and
leave it.

Here’s another variation as a health coach. I call it the Irrelevant This or That:

In this case the answer doesn’t really matter. You can help them do both. But it’s easy to
respond to. And allows you to focus the conversation on their goal.

Examples per niche:

Health → Are you following because of the sleep tips or gut health tips?

Relationships → Always looking for feedback. Do you find the openers or the date tips more
useful?

Wealth → Are you an agency owner too or just checking stuff out?

Steps you’ve completed:

12
 ● Intro

2/5) Qualifying

It’s not just about getting people on a call. It’s about getting qualified people on a call.

Don’t spend an hour with people who are not going to buy anyway. Qualify with these three
steps instead:

1. The Irrelevant Question

2. The Gap
3. The Object

The Irrelevant Question

We’re going to ask them about their pains soon. But I don’t recommend going there straight
away. I recommend having one Irrelevant Question in between.

It’s the equivalent of asking someone “hey how are you?” even though you know what they’re
going to say. “Good.”

The answer is irrelevant to the conversation. Because you can help with whatever they say. But
it helps with rapport:

Examples per niche:

● Health → Do you take any supplements right now or are you going commando?

13
 ● Wealth → Do you work for a company or do you run your own business?
● Relationships → Are you on the dating apps or just offline?

Gap

There’s no reason to get people on calls if there’s not a gap to be filled.

Ask them about what their current situation is and what they would like it to be.

Examples per niche:

● Health → What would you say is the main issue right now? And what do you want to get
to?
● Wealth → What’s your monthly income now - and what’s the goal here?
● Relationships → What’s your dating life look like now - and what would you like it to look
like?

2 Notes:

1. Sometimes you can find the gap directly. Other times you’ll need to ask more questions.
That’s completely ok.
2. If you’re in the wealth niche it’s normal to ask about their income. If you’re not, refer to
the Invisible Niches subchapter in the Best Practices chapter. This will help find out
someone’s income without explicitly asking,

The Object

Which kind of date would a girl be more open to?

A) “Let’s go on a date and see if we’re a good fit to be partners.”

B) “Hey there’s this cool band in town let’s go check it out”

14
They’re both the same thing. But Date B has an Object (the band) that makes it easier to say
yes. What the Object is doesn’t really matter. It only serves as a reason to see each other.

DMs work the same way. You need an Object that makes it easier to say yes. It doesn’t really
matter what it is. It only serves as a reason to hop on a call.

(Object found: Emotional eating)

You’ll find that people often have wrong perceptions of the Object. But that doesn’t matter. What
matters is that you asked. Because it will be the reason they hop on a call.

Steps you’ve completed:

● Intro
● Irrelevant Question
● Gap
● Object

3/5) Transition

It sounds obvious. But it’s not enough for prospects to want help. They have to admit it if you
want them to take it seriously.

Fortunately it’s the easiest part. Don’t overthink it. Just use the Object to get on a call:

15
Tip: Change this message depending on what they say the Object is.

Another tip: Do you have case studies of people who struggled with that same object? Send
them before you ask this question. It will make them more interested in what you’ve got.

Steps you’ve completed:

● Intro
● Irrelevant Question
● Gap
● Object
● Transition

4/5) Propose The Call

Pretend you’re a spy in a foreign country.

If you speak their language - you're fine. If you speak yours - you get caught.

DMs are like that. If you speak normally - you're good. If you use "business speak" - their BS
detectors go off and you lose the sale.

Don’t say “Would you be opposed to hopping on a quick chat to discuss if we’re potentially a
good fit?”

Use the Object as a way to propose the call instead:

16
Keep it smooth.

Steps you’ve completed:

● Intro
● Irrelevant Question
● Gap
● Object
● Transition
● Propose The Call

5/5) Booking

Ellen Langer did a social experiment that can help you book more calls:

There’s a line at the copy machine. And they tested two asks to see which one is best for
skipping the line:

“May I use the Xerox machine?” worked 60% of the time.

“May I use the Xerox machine because I have to make some copies?” worked 92% of the time.

If you’re in line it’s obvious that you want to make some copies. But Langer found out that
people are more likely to do something if you give them a reason why.

17
That means don’t just send your calendar link. Give them a reason to do it now.

Use anything as an excuse:

● Can you book now? I’m about to head out.

● Can you find the time now? Hitting the gym soon :)
● Can you schedule now? About to log off for today.

It sounds silly. It still works.

Steps you’ve completed:

● Intro
● Irrelevant Question
● Gap
● Object
● Transition
● Propose The Call
● Booked The Call

Visualized Script

I recommend you keep this saved somewhere. It’s a good reminder if you ever forget what we
covered:

18
Follow-Ups

Remember our Spy analogy? If you speak their language you’re fine. But if you speak sales
lingo you get caught.

Same thing with follow-ups. It’s risky to stick to the pattern they’re used to. Which is why my
favorite kinds of follow ups are pattern interrupts.

They force the prospect out of their current state of mind. And make them more likely to
respond.

Follow Up Idea #1: Name?

This follow up uses a Moral Frame. It paints you as the person acting morally and them as the
person who didn’t respond.

Follow Up Idea #2: Meme.

A laugh eases the tension and helps you move the conversation forward. For example I was
talking to a Brazilian prospect and he didn’t respond. I sent him this:
​

19
Follow Up Idea #3: Value

The least replicable of the five. You’re better than your prospect at something. If you catch
something you can help with, help. DM them a random tip. Then don’t say anything. They’ll feel
inclined to respond.

Follow Up Idea #4: Liking a message

When you like a message the conversation goes back to the top. Use that if you don’t know
what to say next or you’re waiting for a response.

Follow Up Idea #5: Acknowledging their engagement

Sometimes prospects won’t respond to your DM but they will still engage with your content.

❤️
Thank them for that. Wait for a response. Start qualifying. A simple “Thank you for the like on X
post ” will do.

When To Use Each Follow Up

The best follow up for the situation depends on where you are in the process. My rules of
thumb:

● No response to the first message? Wait 3 months. Check if they engaged. If they didn’t
engage, wait another 3 months. Repeat. Don’t try to pick up where the conversation left
off. Acknowledge their engagement and start a new one.

● Conversation died after multiple follow ups? Same as above.

● Left mid-conversation? 1 day, 3 days, 7 days, 3 months.

● Left after you dropped the calendar link? 1 hour, 1 day, 3 days, 7 days, 3 months.

20
Connectors

You may have noticed I said stuff like “Awesome”, “Sweet”, “Cool”...

Those are connectors. And they’re meant to make the conversation flow more smoothly.

No Connectors (Harder To Respond To) Connectors (Easier To Respond To)

Some examples:

● Sweet
● Cool
● Gotcha
● I see
● Not bad
● Love it
● Dig it
● By the way,
● Curious,
● Haha

Sprinkle these in your conversation. Remove some or add a few of your own if you’d like.

Next we’ll cover what to do if you get stuck in each phase:

If You’re Ever Stuck, Read This

21
In this section I’ll show you how we get out of tricky situations. One caveat: This does not work
with bad fits.

“Bad fits” is a term usually used to describe the state of a prospect: No money or bad timing, for
example.

These are both states. But I’d like you to start calling people bad fits based on their traits.

Three traits I feel are essential in any good client:

1. Willing to learn.
2. Willing to talk.
3. Willing to respect you.

Below I’ll give you ways to address tricky DM situations. They work. But they won’t work on
prospects who are not any of these three:

1. Unwilling to learn.
2. Unwilling to talk.
3. Unwilling to respect you.

If you find this, I consider that person a bad fit and I recommend you end the
conversation.

Examples:

“I understand your process. I “Can you just send me the “Go ahead. Pitch yourself!”
think I’ve got what I need. But details and the offer over
sure I’ll hear you out.” here? I don’t have time for a
call. Thanks.”

Unwilling to learn. Next. Unwilling to talk. Next. Unwilling to respect you. Next.

You can’t save them. And you don’t want to. Because they’re bad fits.

You’ll find how to deal with bad fits in the Leaving On A High Note Subchapter in the Best
Practices Chapter.

Next: What to do if you’re stuck.

Stuck At Intro?

Why You’re Stuck Here

22
 ● They’re bad fits (Nothing you can do about it. That’s just the name of the game. We
average 30% response rates with DMs. Nobody gets a response 100% of the time. And
that’s ok).
● You haven’t proven enough competence.
● You’re not speaking to your audience’s pains.

What To Do

You didn’t get a response on the first try. I don’t recommend you push it. Instead - set a
reminder to check if they engaged with your content in the future. Thank them and go on to
qualifying.

When To Do It

3 months later. Repeat until they start engaging.

Stuck At Qualifying?

Why You’re Stuck Here

● You’re not using enough connectors

● You don’t have enough testimonials or case studies
● Your questions are unnecessary
● You’re using too much sales lingo
● They’re bad fits

What To Do

● Post more testimonials / case studies on your feed. That will help with your future
conversations. And if one has something to do with the prospect you can use it to start
another one: Send it over. Then tell them it reminded you of [their situation]. Then ask a
this/that question. Then qualify.
● Ask yourself: Do I really need to ask these questions? Or can I ask less?
● Use more connectors
● Follow up with the follow up templates.

When To Do It

● If it’s about tweaking the script: give it a month of consistency. If it’s still broken, change
it.
● If it’s about posting: post them ASAP. I recommend weekly.
● If it’s about following up: 1 day. Then 3 days.

23
Stuck At Transition or Proposing Call?

Why You’re Stuck Here

● They’re bad fits.

● Your content doesn’t speak to their pain.
● Not enough social proof.
● You’re using sales lingo.
● You haven’t found the Object or didn’t give you the accurate one. If they did, they would
book.

What To Do

● If it’s content, post social proof and pain-related content.

● If it’s related to your script, tweak.
● If you haven’t found The Object, keep asking questions.
○ What have they tried?
○ Get specific with numbers.
● If you think they gave you a Fake Object, tell them a short story about how you helped
someone with their same Object. Then ask them if that sounds like what they’re
struggling with or if it’s something else. Continue qualifying after.
● If they give you the “I need to make money before I invest” ask them what needs to
happen so they can make the money.

When To Do It

● If it’s content, ASAP.

● If it’s about finding the Object or the I Need To Make Money Objection, ASAP.
● If it’s related to your script, give it a month of consistency. Tweak after.

Stuck At Booking?

Why You’re Stuck Here

● They’re bad fits

● You took too long
● You didn’t give them a reason to do it now

What To Do

● If a conversation is going well, prioritize it. Just answer quickly.

● If you’ve sent the link, use the Follow Up Templates.

24
When To Do It

● If you haven’t sent the link, ASAP.

● If you have, Follow Up and wait a day. Then again in 3 days.

Enjoying It?
If you’ve been getting value from this, it would mean a lot if you took a picture of this course on
your screen and tagged me on a post. It will take you a few seconds if you do it now. And you’ll
get three things:

1. Associate yourself with something valuable.

2. Thousands of people will see it because I will engage with it.
3. You’ll give back more than most people do.

Thank you.

Best Practices

Invisible Niches

Some niches are visible. Meaning you can tell with some accuracy how much money someone
makes just by looking at their profile. But what if your niche is invisible? This is common among
health and relationship niches.

In that case I recommend adding a question to your Qualifying:

Cool.
What do you do for work?
Sometimes work-related stress can impact [problem].

Now you know what they do for work. That can give you an idea of how much they make.

Inbound

You’re not going to start the conversation every time. Ideally you will get inbound. In that case
just skip to the “Qualifying” part of the script.

25
Leaving On A High Note

A conversation will end in one of two ways. Either they’re a fit or they’re not. I like to end on a
positive note regardless. It’s never a bad idea to leave a good impression on people. You never
know when they might tell people about you. Or come back and become a client.

● If they’re a bad fit - give them value on the DMs.

● If they’re a good fit - give them value on the call.

Here’s what it looks like in practice:

Bad Fits

Send them a training. Could be a video. Or a PDF. Anything you think helps.

(As a reminder - a prospect can be a bad fit for their traits: They’re unwilling to talk, learn or
respect your sales process.)

No Money / Bad Timing:

Sidenote: Winners give back.

26
Good Fits

Note: I don’t take our calls so that’s why I said “hearing”.

27
Cheat Sheet
Everything we covered in one page for your convenience.

Script:

Bad Fits:

● Unwilling to talk, learn or respect your process.

Reasons your conversations might be stuck:

● They’re a bad fit.

● You haven’t proved enough competence.
● You’re not speaking to your audience’s pains.
● You’re not using enough connectors.
● You haven’t discovered the Object.
● You didn’t give them a reason to book now.
● You haven't followed up enough.
● You're using sales lingo.
● Your questions are unnecessary.

Follow Up Ideas:

● Name?
● Meme.
● Value.
● Liking a message.
● Acknowledging their engagement.

Follow Up Timing:

28
 ● No response to the first message? Wait 3 months. Check if they engaged. If they didn’t
engage, wait another 3 months. Repeat.
● Conversation died after multiple follow ups? Same thing.
● Left mid-conversation? 1 day, 3 days, 7 days, 3 months.
● Left after you dropped the calendar link? 1 hour, 1 day, 3 days, 7 days, 3 months.

Money Time
It’s 3AM in Frankfurt Airport. My flights get mixed up and I leave in 6 hours. Christian calls me:

“Got a minute?”
“Several.”

Christian has been my friend for 8 years now. He saw me build my business - but he never
really built his own. I gave him some advice along the way but he didn’t act on it. And it
frustrated him because he knew what to do. He just couldn’t do it.

“I’m stuck. What should I do?”

“Tell you what. Send me some money. Some amount that hurts but won’t kill you. Then commit
to sending DMs for 30 days. I’ll send you all the money back. But I’ll subtract some for every day
you miss.”

That day Christian committed to the DM process you just read. He didn’t miss a day. He has
1,150 followers. And he’s already booking calls with prospects.

“How does it feel?” I asked him.

“Like I finally got out of my own way.”

Boom. Money.

Find a way to make yourself send at least 20 DMs per day. Make the money challenge. Put it on
the calendar. Refuse to have your morning coffee until that’s done. Anything.

Make the pain of not sending DMs greater than the pain of sending DMs. Then hit your
first $10k month.

Once you hit your first $10k month, I hope you consider reinvesting some of it with us. We’d love
to help you add $200,000 a year to your income.

Likes Ain’t Cash,

29
JK Molina.

30