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“What’s the main reason you want to [improve your communication] right now?”“What’s important to you about that?”“Where is this showing up most — meetings, webinars, pitches, or on stage?”(Negative Flip) “What makes you feel like you’re not presenting at the level you want to be right now?”
“When you say your confidence or delivery isn’t where you want it to be, where does that show up most day-to-day?”“How long have you been feeling that way?”“What do you think has caused it — lack of structure, feedback, coaching, or just not enough stage time?”“Was there a specific moment where you thought, ‘I’ve really got to fix this’?”
If urgency isn’t clear: “Why now? Why does improving this matter at this moment?”
“What’s your current role or focus — are you in corporate, business, or something else?”“Where are you doing most of your communication right now — online, meetings, or live audiences?”“Roughly how often do you present or speak in front of others?”“Have you done any kind of speaking or communication training before?”“What did you like about it?”“Anything you would change, if you could?”“Any major challenges you’re facing — nerves, structure, engagement, clarity, or influence?”
“Are you genuinely looking to improve your communication and presentation skills right now, or are you just exploring ideas?”“So upgrading your communication and presentation so that you can [outcome], that’s not something you’re serious about?”“If you found the right solution to upgrade your communication — to help you lead, influence, or even create more career and speaking opportunities, and potentially even create more income — are you willing to invest in yourself to make that happen?”“And do you have the time over the next few months to actually implement what you’ll learn?”Allow
15-MIN TRIAGE CALL SCRIPT
Post-VSL — Diagnose → Deliver Value → Qualify → Book Strategy Call)
INTRO & PURPOSE (2 min)
“Hey [Client Name], it’s Coach [Your Name] from Speakers Institute, how are you today?”
“Good! Where are you based?”
“Cool and is your business/work based there as well or is it mainly online?”
“Perfect. So this call’s pretty simple — it’s about 15 minutes just to get a sense of where you’re at with your communication and presentations, what’s working, what’s not, and to give you a couple of practical takeaways from the framework you watched.”
If it sounds like we can really help, what we usually do is book a longer session where we go deeper into your goals and look at some possible options to help you improve ongoing. Does that sound good?”
❌ NEGATIVE SITUATION (7 min)
“Great. So what motivated you to schedule the call today?”
4 Horsemen of Pain (Expand the Pain)
💡RAPID-FIRE BACKGROUND QUESTIONS (3–4 min)
(Acknowledge and mirror their responses.)
🎯 VALUE SEGMENT — “ACF + 10-Step Presentation Framework”
“Awesome — can I quickly show you something from the 10-Step Presentation Framework that Sam shared in the video?
Let me actually bring this slide up for you — this is what we call the Authority Communication Framework, or ACF for short.
This is the structure that sits behind every world-class presentation or pitch.
You can even take a screenshot of this if you’d like.”
Part A — The 5 Core Steps (ACF: Authority Communication Framework)
1️⃣ Problem — What problem are you here to solve? (Big picture)
💬 Lead-in: “Have you ever felt…?” / “Have you ever wondered why…?”
→ The goal is to connect with the pain or frustration your audience feels.
2️⃣ Idea — What’s the one big idea that changes everything?
💬 Lead-in: “What we’ve found is…” / “There’s one idea that changes this completely…”
→ This is your perspective — your breakthrough, your belief, your solution.
3️⃣ Evidence — Why should they believe you?
💬 Lead-in: “Our research shows…” / “We’ve seen this work across…”
→ Use facts, data, or authority to prove your idea works.
4️⃣ Metaphor — Make it human and emotional.
💬 Lead-in: “I remember one of our clients…” / “It’s kind of like when…”
→ This is your story or analogy that paints a picture and helps them feel it.
5️⃣ CTA (Call to Action) — Tell them what to do next.
💬 Lead-in: “Today, I want to show you how…” / “Here’s your next step…”
→ Give your audience something tangible — a practical action or direction.
“Most people jump straight to the CTA — the ‘how-to’ — and skip everything else. But when you start with Problem, move through Idea, Evidence, and Metaphor, your audience is already bought in emotionally before you even tell them what to do.”
Part B — The 5 “Power Moves” (What to Do Inside the ACF Steps)
1️⃣ Connection Before Content (Open) — Build instant rapport before you start teaching.
→ Smile, ask a question, or use a relatable hook.
2️⃣ Know the Audience (Problem) — Speak to their current situation before introducing change.
→ Make them feel understood first.
3️⃣ Create Consequence (Problem → Idea) — Show what happens if the problem isn’t fixed.
→ Builds urgency and emotional buy-in.
4️⃣ Emotion & Metaphor (Metaphor/Evidence) — Logic informs, but emotion transforms.
→ Use emotion and storytelling to make your point unforgettable.
5️⃣ CTA with a Big Bang (Close) — End on one clear, simple next step and a powerful moment that sticks.
→ Leave them inspired, not overwhelmed.
“Think of it like this — the 5 ACF steps are the skeleton of your presentation, and these 5 Power Moves are the muscles that make it move.
When you combine them, you don’t just speak — you lead the room.
And even if you just take this structure and apply it to your very next presentation, you’ll feel the difference straight away.”
✅ TRANSITION & QUALIFY (3–4 min)
“Now, this structure — the ACF and the 10-Step Framework — already gives you a strong starting point.
But to be honest, this is just the surface level.
We’ve now had over 7,000 students come through our programs, and what we’ve learned is that real transformation doesn’t come from simply understanding the framework — it comes from personalizing it and applying it to your own message, your own audience, and your own goals.
That’s why what we usually do next is book a 45-minute strategy session.
This isn’t a coaching or training session — it’s a deeper conversation to:
✅ Understand your specific communication goals and challenges,
✅ See what’s been holding you back from getting your message to land, and
✅ Explore whether one of our more in-depth programs would actually make sense for your situation.
We only open a limited number of these strategy sessions each week because they’re one-on-one and very personalized. So if it sounds like that would be helpful for you, I’d love to get you booked in while we’re here on the call.
Before I do that, can I ask you a couple of quick questions to make sure it’s the right next step for you?”
QUALIFICATION QUESTIONS
If they qualify:
“Perfect. Let’s go ahead and book your 45-minute strategy session — it’ll be with me again.
I’m just pulling up my calendar now — I’ve got a couple of times open tomorrow.
Would tomorrow morning or afternoon work better for you?”
(Confirm the time and lock it in.)
Setting Expectations
“Awesome. You’ll get a confirmation email and calendar invite straight after this call.
On that next call, we’ll go deeper into your goals — where you’d like to be in the next few months and years — and look at what’s been holding you back from getting there.
Then, I’ll walk you through how some of our programs work so you can see if one of them might be a good fit for you.
Between now and then, I’ll send you a few short videos and testimonials from people who’ve already gone through our training so you can get a sense of what’s possible when you apply this work.
You don’t need to prepare anything — just come ready to talk about what you want to achieve and where you’d like your communication and presentation skills to go next.”
Final Wrap-Up
“Sound good? Perfect.
Before we wrap up — what’s the one thing you’d love to improve most in your communication between now and our next call?”
(Acknowledge their answer, reflect it back.)
“Love that, [Name]. You’ve already taken the first step — this next session will give you real clarity on what’s next for you and what’s possible when you take this seriously.
I’ll send that invite through now. Looking forward to speaking with you tomorrow.”
⚙️ CALL FLOW SUMMARY
Stage
Time
Focus
Intro & Purpose
2 min
Frame call & expectations
Negative Situation
7 min
Understand pain & urgency
Rapid-Fire Background
3–4 min
Gather context & history
Value Segment (10-Step Framework)
3–4 min
Teach & build authority
Transition & Qualify
3–4 min
Qualify & book next call
Close
1 min
Confirm & build excitement
There are no rows in this table
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