Call Card — BYB
Open Qualify Branch Book Pitch Objections Close
Floor rule: call within 15 minutes of the SDR's "yes." Open by naming the SDR and re-establishing context fast — before they have to ask "wait, who is this again?"
Call 1Qualifying (Script B1)

Gather everything, book the next call. Nothing gets pitched or closed here — that's Call 2, below. Full field-by-field detail: the Qualifying Kit.

Open — reconnect the thread

"Hey, I know you spoke with [SDR name] a few days ago — she mentioned you might be able to take on more leads, so I wanted to follow up."

Qualify — all 13, in field order
  • "What kind of concrete work do you mainly focus on — driveways, patios, flatwork, retaining walls, stamped concrete?"
  • "How are you currently getting most of your leads? Are you working with any other marketing or lead-gen company right now?"
  • "About how many leads would you say you're getting in a typical week?"
  • "Out of the leads you get, roughly what percentage turn into an actual job?"
  • "How far from your home base are you typically willing to travel for a job?"
  • "Are you using any software right now — job systems, a CRM, anything like that?"
  • "How big is your team right now — employees, 1099s, subs?"
  • "Realistically, how much more work could you take on and still keep up the quality?"
  • "Just so I get a sense of size — ballpark, are you over $250K a year? Over $500K? Over $1M?"
  • "Roughly what are you spending on marketing right now, if anything?"
  • "What's the biggest headache right now — what keeps you up at night, or what do you wish would just stop happening?"
  • "What's the goal here for you — more income, a specific number, not relying on referrals as much?"

Every answer has a home on the Qualification tab in GHL — fill it in live or right after.

The branching question

"Are you more interested in building out your own brand — your own website, your own online presence — or would you rather just have leads coming in without worrying about the brand side?"

Record it as data (Growth Direction) — not a pitch trigger. Your lane right now is Build Your Brand (below). FTL isn't yours to pitch yet.

Close of this call — book, don't pitch

"Based on what you're telling me, I think we can help — let me put together something specific to your business and walk you through it. Does [day/time] work for a follow-up?"

Book the Offer call, move the deal to Offer Prep. Then write 1–2 plain-language sentences in Qual Call Analysis — qualified or not, and why.

Not a fit? Thank them, end the call, move straight to Closed Lost with the real reason — a clean disqualify is a correct outcome, not a wasted call.

Call 2Offer / Close (Script B2)

Next call — after Qualifying and Offer Prep. Not this call. This script is carried over unchanged from the old single-call version; it hasn't been rebuilt for the two-call model yet.

If Build Your Brand

"You don't need more hustle. You need a system that runs while you're on the job."

Present Concrete Marketing Agency — GBP, website, AI SEO, automations, backlinks. If terms come up: month-to-month, 30-day notice to cancel, no lock-in to defend.

Objections

"Been burned by an agency before."

Ask what specifically went wrong — no results, no communication, or a locked contract with no accountability. Contrast directly with month-to-month, 30-day notice, no lock-in.

"Bad timing, season's winding down."

"That's actually the best time to start — rankings take a few months, so you're showing up when demand picks back up, not scrambling to catch up."

"Price."

"One job you land from this covers months of it."

"Need to think about it."

Don't fight it — lock a specific follow-up day/time before ending the call. Never leave it open-ended.

"I need to talk to my business partner."Not yet official

Usually a stall at the close.

"Before you talk to them, let me make sure I've answered everything — is there anything they're going to ask that I haven't addressed?"

"Can you just send me more info?"Not yet official

Never send info without locking a specific follow-up time first — an open-ended info request is how a deal goes cold.

Close

Direct ask. Move to onboarding the same call if it's a yes.