Conversion Equation in Action: Real-World Prospecting

Call Date

February 26, 2026

Primary Topics

Client Retention, Lead Generation, Sales + Closing

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Call Description

In this advanced mastermind, coaches walk through a real-world example of using the conversion equation to evaluate local business websites and open doors for new client relationships. The session covers strategies for generating Google reviews, leveraging video audits, and structuring outreach that leads to booked calls. The group also discusses how to handle client capacity, set up joint ventures for overflow, and the importance of practicing PAS assessments and closing skills. Upcoming changes to the weekly call structure and the focus on lead generation, conversion, and fulfillment are also announced.

Why this call matters

  • Shows how to turn website audits into booked calls and new clients.

  • Provides a repeatable process for generating and leveraging Google reviews.

  • Teaches how to handle client overflow with joint ventures.

  • Emphasizes the importance of practicing closing and assessment skills.

  • Prepares coaches for upcoming changes to the Focused.com call schedule.

Key Points:

  1. Live Website Audit & Conversion Equation (00:05:00) – Demonstrates using the conversion equation to evaluate a local business website and identify improvement opportunities.
  2. Generating Google Reviews (00:18:30) – Tactics for getting clients more reviews, including QR codes and automated workflows.
  3. Video Outreach for Prospects (00:25:00) – How to record and send personalized video audits to spark conversations.
  4. Handling Client Capacity (00:38:00) – Strategies for managing overflow, including joint ventures with competitors.
  5. Coaching Offers & Value Ladder (00:44:00) – When to offer free value vs. paid assessments, and how to qualify prospects.
  6. Upcoming Call Structure Changes (00:48:00) – Overview of new weekly call schedule and focus areas.
  7. Importance of Practice (00:51:00) – Why coaches must practice PAS assessments and closing to build confidence and results.

Key Takeaways:

  • Use the conversion equation to quickly identify website gaps and open sales conversations.

  • Automate review requests with QR codes and follow-up workflows.

  • Send video audits to prospects for high engagement and response.

  • Set up joint ventures to handle overflow and monetize excess demand.

  • Practice closing and assessment skills regularly with advisors.

Notable Quotes:

  • “The cure for fear is action.”

  • “Never call anybody’s actual baby ugly—just help them fix what’s not working.”

  • “If you get overflow from this campaign, set up a JV with someone you trust.”

Action Steps from the Call:

  1. Identify 5 local businesses and run a conversion equation website audit for each.
  2. Create and print QR codes for client review requests and place them at key touchpoints.
  3. Record and send a 3-minute video audit to at least one prospect this week.
  4. Reach out to a competitor to discuss a joint venture for overflow business.
  5. Schedule a practice PAS assessment or closing role-play with your advisor.

Resources & Tools Mentioned:

  • Conversion Equation Evaluator – Tool for scoring and diagnosing website effectiveness.

  • PAS Assessment & Simulator – For deeper business diagnostics and closing.

  • QR Code Generators – For automating review requests.

  • Loom/Dubb/Video Messaging Apps – For sending personalized video audits.

  • Google Reviews – Leveraging social proof for client acquisition.

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