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The Five Minute Email That Ends Crickets · The ROI Online Podcast

• 0:02
  SPEAKER_00: Hey I mean simple live.
• 0:05
  SPEAKER_00: I'm Steve R O I Brown.
• 0:07
  SPEAKER_00: Last week I had a discovery call with the travel agency.
• 0:13
  SPEAKER_00: And the problem was they had a lot of customers contacting them, but they're contacting their agents on their cell phones.
• 0:22
  SPEAKER_00: So you have all these text messages going back and forth between each individual agent.
• 0:28
  SPEAKER_00: And yet the manager of the travel agency doesn't have clarity on what's going on.
• 0:35
  SPEAKER_00: A lot of those conversations happening with those agents are about questions that they, you know, they don't they have to answer every day, and they'd rather spend their time on someone who's serious and ready to buy instead of someone that's just kicking the tires.
• 0:54
  SPEAKER_00: And so after that conversation and the uh manager of the travel agency telling me uh what it is that she wanted to improve, I took that transcript, I dropped it in the notebook LM, and it created a beautiful follow-up email along with an infographic that gave the um manager a vision of what success would look like in the future.
• 1:21
  SPEAKER_00: It set her up for success with her, the owner of the agency as well.
• 1:26
  SPEAKER_00: And what do you think was the outcome of that call?
• 1:32
  SPEAKER_00: Did I hear from them again, or did they go dark?
• 1:36
  SPEAKER_00: That's what the fear is of most folks that are doing these discovery calls.
• 1:41
  SPEAKER_00: They they have a good call, then they do a good follow-up, and then crickets, they don't hear anything.
• 1:48
  SPEAKER_00: Well, let me show you.
• 1:49
  SPEAKER_00: Let me show you the email I got after.
• 1:55
  SPEAKER_00: So it says, thanks for the follow-up.
• 1:57
  SPEAKER_00: Yes, we're interested in meeting to continue the conversation.
• 2:00
  SPEAKER_00: We'd like to learn more about how the CRM works and better understand its functionality and capabilities.
• 2:06
  SPEAKER_00: Please let us know your availability this week so we can schedule a meeting.
• 2:11
  SPEAKER_00: Best regards.
• 2:12
  SPEAKER_00: Now, obviously, I took the names off of this to protect the innocent, but this was the outcome of that process.
• 2:22
  SPEAKER_00: The process that's called Be Clear to Close.
• 2:26
  SPEAKER_00: Okay, and that's the framework we're talking about today.
• 2:29
  SPEAKER_00: So let me show you what the uh the uh infographic that Notebook LM generated for the manager of this travel agency.
• 2:39
  SPEAKER_00: And so it took, so you can see here it says the AI-powered travel agent workflow from WhatsApp chat to human handoff.
• 2:48
  SPEAKER_00: And so phase one, automated lead qualification.
• 2:51
  SPEAKER_00: That was a main problem.
• 2:52
  SPEAKER_00: All these conversations were coming in, and they didn't know, they didn't have a clarity on what was going on as a manager and owner of the uh travel agency.
• 3:04
  SPEAKER_00: And then their agents are wasting time on tar kickers when they could be handed off to other uh pre-made assets that handled those preliminary questions, right?
• 3:16
  SPEAKER_00: And so this agency they use WhatsApp that's uh popular where they are, and so um the customer initiates a contact on WhatsApp, which is instantly captured within the GrowthStack CRM.
• 3:30
  SPEAKER_00: So here we are.
• 3:31
  SPEAKER_00: We're giving a visual of what the process could look like, right?
• 3:38
  SPEAKER_00: Then AI-driven preliminary discovery.
• 3:41
  SPEAKER_00: AI agents automatically ask essential questions regarding visas, travel dates, party size, and destinations.
• 3:49
  SPEAKER_00: And then it goes into a smart lead filtering.
• 3:52
  SPEAKER_00: The system identifies ready to buy customers and notifies the travel agent to step in.
• 3:59
  SPEAKER_00: If it's educational content uh is needed, then it can deliver it.
• 4:03
  SPEAKER_00: The AI sends automated links and documents to help first-time travelers understand cruise options.
• 4:10
  SPEAKER_00: And so you now you see the human expert in the doing the pricing.
• 4:14
  SPEAKER_00: The travel agent takes over the conversation to provide real-time pricing and specialized documentation and everything centralized.
• 4:24
  SPEAKER_00: And the CRM for oversight management monitors all conversations across multiple WhatsApp numbers and one unified chronological feed.
• 4:35
  SPEAKER_00: That's a big deal.
• 4:36
  SPEAKER_00: So here's the email.
• 4:38
  SPEAKER_00: And again, I've removed some uh most of the information, but you can see that we have one line here, then the infographic, and then the supporting details.
• 4:48
  SPEAKER_00: Should the brain desire to know more about those details.
• 4:52
  SPEAKER_00: And so this is called from chasing to closing, the be clear to close transformation.
• 5:01
  SPEAKER_00: And so we're instead of chasing after these folks, hey, we had a good call.
• 5:05
  SPEAKER_00: When would you have a next meeting?
• 5:07
  SPEAKER_00: Then we're able to use notebook LM.
• 5:11
  SPEAKER_00: We're able to show the uh future success state, their desired aspiration, and we show a plan on how to get there.
• 5:22
  SPEAKER_00: And so you take the discovery call transcript, you put it in notebook LM, help it summarize, clarify it.
• 5:29
  SPEAKER_00: You get a follow-up draft, you make your vision vision visible.
• 5:36
  SPEAKER_00: And what do you what's the outcome?
• 5:38
  SPEAKER_00: The future is clear, the salesperson's transformation and closing outcome.
• 5:44
  SPEAKER_00: Visuals simplify the justification.
• 5:48
  SPEAKER_00: This manager needed to go back and give a report to the owner.
• 5:53
  SPEAKER_00: And so by using this process, uh be clear be clear to close, you're helping set up that manager to close.
• 6:03
  SPEAKER_00: You're helping that manager have the materials to clearly communicate what's the vision and why we need to invest in the next steps of this process.
• 6:23
  SPEAKER_00: All right, so be clear to close.
• 6:26
  SPEAKER_00: So let's talk about it a little bit in detail here.
• 6:29
  SPEAKER_00: So we're visualizing the future end to end the endless chase.
• 6:36
  SPEAKER_00: So the discovery clock calls, you probably do these, you need to be recording them in Zoom if you're not.
• 6:42
  SPEAKER_00: Most people are, and so this is your number one um um lever of using Notebook LM to set you up and your prospect up for success.
• 6:55
  SPEAKER_00: And so, how do you do that?
• 6:58
  SPEAKER_00: Well, generally, the next steps are unclear, and this just makes the job of your prospect harder.
• 7:04
  SPEAKER_00: What do they have to do?
• 7:05
  SPEAKER_00: Hey, I had a good call with Steve.
• 7:07
  SPEAKER_00: This is what we talked about, and here and so you're leaving it up to them to have to build the report, do the convincing when you could hand them a visual and remove this big rock they have to push up the hill.
• 7:27
  SPEAKER_00: So if you're sharing the clarity, then it ends you having to chase.
• 7:32
  SPEAKER_00: And so stop chasing, start illuminating.
• 7:35
  SPEAKER_00: This framework creates immediate clarity, and so you're setting up your prospect and you up for success together, you're partnering.
• 7:46
  SPEAKER_00: So you get your raw transcript, you put it in the notebook LM.
• 7:51
  SPEAKER_00: This would be this is what notebook LM must have looked like back in the day.
• 7:56
  SPEAKER_00: But now it's just a nice free app that you can log in and set up and start putting your raw transcripts into Notebook LM.
• 8:06
  SPEAKER_00: And so you're going to run this prompt right here.
• 8:10
  SPEAKER_00: This is a prompt that you do after you input the raw transcript.
• 8:14
  SPEAKER_00: Provide a clear, concise summary of this discovery call.
• 8:18
  SPEAKER_00: Focus on the main problems discussed and what matters most to the manager.
• 8:25
  SPEAKER_00: So, what's that going to do?
• 8:26
  SPEAKER_00: That's going to write a great synopsis of the call, and it's going to also start uh in setting up the next steps of using Notebook LM to create this visual.
• 8:40
  SPEAKER_00: The visual is going to do what?
• 8:42
  SPEAKER_00: We're asking, we're asking Notebook LM to pull out what matters most to the manager.
• 8:49
  SPEAKER_00: So we're building a story here in a few steps.
• 8:52
  SPEAKER_00: And to clue in Notebook LM, who we want to make sure this resonates with, this is a key point here.
• 9:01
  SPEAKER_00: All right.
• 9:02
  SPEAKER_00: So once we get that draft done, don't pull the trigger.
• 9:07
  SPEAKER_00: Hold your fire.
• 9:09
  SPEAKER_00: So this output is a working draft, and you're going to make some light edits.
• 9:13
  SPEAKER_00: We're going to put human human in the loop.
• 9:16
  SPEAKER_00: This removes all the things that you hear people complaining about AI.
• 9:21
  SPEAKER_00: Oh, it's sloppy, it's messy.
• 9:24
  SPEAKER_00: Well, that's because you still need to review it.
• 9:27
  SPEAKER_00: Even if you handed this off to an assistant and they did this assignment, a human did this assignment.
• 9:33
  SPEAKER_00: What would you do?
• 9:34
  SPEAKER_00: You're going to have to look it over, you're going to have to make a few changes before you send it on.
• 9:39
  SPEAKER_00: So, but we're still missing a critical piece here.
• 9:43
  SPEAKER_00: So we're going to take this and we're going to turn the words into a stark, undeniable vision.
• 9:50
  SPEAKER_00: So here's the prompt you're going to use.
• 9:52
  SPEAKER_00: We're going to use Notebook LM to take these words and to create a beautiful uh visual that places them in the future in the state of success that they see themselves in.
• 10:06
  SPEAKER_00: Notebook LM is going to do this without you needing to tell it specifically to do that.
• 10:11
  SPEAKER_00: Notebook LM is an expert storyteller, but guess what it needs?
• 10:16
  SPEAKER_00: It needs the details to write this story.
• 10:19
  SPEAKER_00: So here's your prompt.
• 10:20
  SPEAKER_00: Using only the follow-up email as your source, create an infographic that helps the prospects see themselves in the future they desire, showing the transformation from their current messages to a clean, organized system.
• 10:38
  SPEAKER_00: So when you choose Notebook LM to create an infographic, it has it looks over at your source documents.
• 10:46
  SPEAKER_00: It doesn't go out on the internet, it's looking at your source documents.
• 10:50
  SPEAKER_00: We have just uploaded this as a source document.
• 10:54
  SPEAKER_00: What we asked it to create, we created that, we took that and we made a note.
• 11:01
  SPEAKER_00: Then we told uh notebook LM change the note to a source.
• 11:06
  SPEAKER_00: We pick that source, and now we're going to request that the infographic create that visual from that note.
• 11:15
  SPEAKER_00: Now, what does this do?
• 11:17
  SPEAKER_00: That means that your visual is going to be relevant and make sense and be congruent with the messaging in that email.
• 11:25
  SPEAKER_00: It's going to be a perfect customized visual for your email that you're going to send.
• 11:32
  SPEAKER_00: So it's going to naturally set that visual so that your prospect sees themselves winning.
• 11:40
  SPEAKER_00: So in this case, WhatsApp messages are scattered across personal phones, no system, constant chaos, right?
• 11:47
  SPEAKER_00: And now the desired future state is organized conversations, clear follow-up process, total team alignment.
• 11:55
  SPEAKER_00: And look, this is an example of how well Notebook LM does.
• 12:06
  SPEAKER_00: But look what it did.
• 12:07
  SPEAKER_00: It created here's the manager in the middle, all connected with information flowing in and keeping them in the loop.
• 12:19
  SPEAKER_00: You see how people went with it, has smiles.
• 12:24
  SPEAKER_00: See how organized it is.
• 12:32
  SPEAKER_00: It just is good at that.
• 12:35
  SPEAKER_00: All right, now, so as I showed you in that example, you're going to keep the opening of your email brief, just one sentence.
• 12:44
  SPEAKER_00: Then you're going to put the infographic right after that sentence.
• 12:49
  SPEAKER_00: So this is say that so glad we talked.
• 12:53
  SPEAKER_00: Here's the plan.
• 12:54
  SPEAKER_00: Here's my thoughts.
• 12:56
  SPEAKER_00: Then let them see the visual aspect of that plan.
• 13:01
  SPEAKER_00: And then the rest of that email goes below.
• 13:05
  SPEAKER_00: That's supporting context.
• 13:07
  SPEAKER_00: This buys your brain.
• 13:09
  SPEAKER_00: This tells it what to expect.
• 13:11
  SPEAKER_00: Here's overall, this is going to communicate so many details.
• 13:15
  SPEAKER_00: And then, should that person want a little more clarification, they're going to read this supporting text.
• 13:21
  SPEAKER_00: Nice.
• 13:22
  SPEAKER_00: So then you send it.
• 13:24
  SPEAKER_00: This is less than five minutes.
• 13:27
  SPEAKER_00: You can be sending this after the call.
• 13:30
  SPEAKER_00: Imagine how powerful and impressive it is to have a synopsis.
• 13:35
  SPEAKER_00: Now, this is what goes through their brain.
• 13:38
  SPEAKER_00: This is awesome.
• 13:39
  SPEAKER_00: I'm set up for success while I'm still thinking about it.
• 13:43
  SPEAKER_00: But look, it communicates that hey, I understand you, I see your path to success, and here's the plan.
• 13:54
  SPEAKER_00: Now they're going to leave, they're going to leave and just they're going to walk away feeling good about their conversation, and then they have the follow-up.
• 14:05
  SPEAKER_00: They're going to leave immediately and go talk to their um the man, the owner, or the team, or whoever it is that they need to justify this next step, get buy-in and give a clear plan to the team that's going to help implement it.
• 14:23
  SPEAKER_00: This is amazing.
• 14:24
  SPEAKER_00: And so in this case, you don't have to keep following up.
• 14:29
  SPEAKER_00: Hey, did you get that?
• 14:30
  SPEAKER_00: Did you get that?
• 14:32
  SPEAKER_00: And in just a matter of a couple of days, the email I showed you before, hey, when can we talk this week?
• 14:40
  SPEAKER_00: We we want to know more about this information.
• 14:43
  SPEAKER_00: And so when their future is clear, the follow-up stops feeling like a chase.
• 14:48
  SPEAKER_00: It feels like helping them move the deal forward.
• 14:55
  SPEAKER_00: So, so what do you have to do?
• 14:57
  SPEAKER_00: You don't have to worry about getting the next meeting.
• 14:59
  SPEAKER_00: You just need to focus on helping them see clearly in the future.
• 15:06
  SPEAKER_00: So capture the truth, that transcript, draft the context, use notebook LM for that, use notebook LM to create the visual, put it together, send it away, and stop chasing and start using the bead clear close framework.
• 15:25
  SPEAKER_00: All right, another great episode.
• 15:34
  SPEAKER_00: What did we do?
• 15:37
  SPEAKER_00: We had a call, right?
• 15:41
  SPEAKER_00: We sent the follow-up.
• 15:44
  SPEAKER_00: This was the outcome, and this is how you do the same thing.
• 15:50
  SPEAKER_00: If you're getting a lot of value out of these, like, subscribe, tell your friends and neighbors, and we'll see you on the next episode of AI Made Simple.
• 16:07
  SPEAKER_00: And that's a wrap.