Fix This One Step to Attract and Close Better Fit Clients
The Secret to Easier Sales Calls? A Better Filter.
Sales calls can feel exhausting when you’re talking to someone who was never going to buy from you in the first place. You spend an hour pouring out value, answering questions, holding space… only to hear, “I’ll think about it” or get ghosted altogether.
I’ve been there too. And I’ll tell you now—the problem isn’t that you need a flashier pitch or better “closing lines.” The real issue is that you’re letting the wrong people on your calendar from the start.
In this episode of The Docs Get Money Podcast, I’m sharing the one change that helped me (and my clients) sign high-ticket clients faster, with less stress: creating a filter through a discovery call process.
When you qualify leads before the actual sales conversation, you protect your energy, shorten your sales process, and end up with clients who are actually ready to work with you.
The Problem with Your Current Sales Calls
Inside my Sales Call ICU in IGNITE, I’ve seen the same thing over and over again—clients trying to sell to people who…
Aren’t ready to invest.
Want the transformation but not the commitment.
Are perfectly happy living off free content.
No matter how incredible your program is or how many lives you’ve changed—it’s nearly impossible to convince someone who isn’t ready.
That’s why it’s time to stop treating your sales calls like an open invitation.
Why You Need a Discovery Call
A discovery call isn’t about pushing your offer—it’s about figuring out if the person in front of you is a good fit. Think of it like an assessment with a patient: you ask questions, you dig deeper, you figure out the real problem before you prescribe a solution.
And if their problem isn’t one your offer solves? You don’t push. You wrap up, wish them well, and move on.
When you do this, three things happen:
You stop wasting time on people who will never say yes.
The sales process feels less awkward and more collaborative.
You build trust faster with people who are actually ready to buy.
How This Works in Real Life
In the episode, I walk through a client’s sales call where the buyer made it clear they weren’t ready. They’d already said coaching was “too expensive” in the past and that they were getting enough from free YouTube videos.
That’s a clear no. And instead of pushing for the sale, I would have ended the conversation right there. Because someone who’s satisfied with free content isn’t going to make a serious investment right now—and that’s okay.
That’s the power of having a filter in place.
Your New Sales Call Standard
If there’s one thing I want you to take away from this episode, it’s this: your time is valuable.
Guard your calendar. Guard your energy.
Use discovery calls to make sure every person you invite into your high-touch, high-value offer is ready for the transformation you provide. When that’s the case, selling stops being a grind—and starts feeling effortless.
🎧 Listen to Fix This One Step to Attract and Close Better Fit Clients wherever you get your podcasts.