min0
Stage 01
Set the Tone
Say this
—How's your day going?
—How'd you get into [their sport / business]?
—I love what you're doing with [their camp / team / brand] — tell me more about that.
Then share a bit about you
—I've been shooting video for about 6
years, and the last 3 have been focused on sports.
—I actually moved to Canada to pursue a
career working in sports.
—I work with teams and programs like the
Manitoba Moose, MJHL, USports, and the Winnipeg Sea Bears — so I get to see what works across a lot of
different programs.
—I've also worked with the ATP Tour and DP
World Tour, so I'm used to working at a pretty high level.
—One of my videos actually helped JK
Hockey land a sponsorship with Bauer — so I know what this kind of content can do beyond just looking
good.
Why this matters
How you open the call sets the energy for everything that follows. Be warm,
genuine, and curious — not salesy. People buy from people they like.
Make them feel comfortable and talking freely.
Call Notes
min3
Stage 02
Share the Plan
Say this
—I'd love to share the plan for today's
call with you...
—On today's call we're going to cover:
what you're looking to achieve, what's holding you back, and then I'll share exactly how I can help.
Does that work for you?
Why this matters
Giving them a structure for the call puts you in control. It signals
professionalism and respects their time.
Take control of the conversation early.
Call Notes
min4
Stage 03
Define Their Goals
Ask this
—Are you an individual or small business,
running a camp, or an agency representing players?
—What's the goal for [their camp / team / brand] right now? What's the main
thing you're trying to move?
—And is this for something coming up — a
camp, a season, an event — or are you thinking longer term?
Why this matters
The person who best understands the client's goals wins the deal. Tick their
goals as they come up — you'll get tailored talking points and risk framing to use right away.
Find their "home run" — the outcome that makes this a no-brainer.
Who are you talking to?
Pick a client type above to see
their goals
Additional Notes
min10
Stage 04
Identify the Stakes
Ask this
—Your questions are generated below based
on the goals you ticked in Stage 3 — ask them naturally as the conversation allows.
Why this matters
You're not telling them the risk — you're asking questions that make them feel
the gap. Then you share a reality check from your experience. They end up saying the risk themselves.
They should name what's at stake. You just ask the right questions.
← Tick goals in Stage 3 to see tailored questions + reality
checks
Their Stakes — note them here
min15
Stage 05
Present Your Solution
Say this
—Based on everything you've told me,
here's what I'd recommend for [their
goal]...
Why this matters
Tie your solution directly back to their goals and stakes. Don't pitch generic
services — pitch the specific outcome they told you they want. Use their language.
Connect your offer to their exact words.
← Tick goals + scope in Stage 3 to see your recommendations
Objections & Responses
min22
Stage 06
Next Steps + Close
Say this
—To get started, here's what happens next:
I'll send you a proposal today. You review it, and if you're happy we get a date in the diary.
—Is there anything you'd need to see in
the proposal before you'd be happy to go ahead?
If they're on the fence
"I can actually throw in a quick clip of one of the kids talking about
their session at no extra cost — might help if you're still deciding."
—I only take on a limited number of
clients per month — if this feels right let's lock it in today.
—Thanks so much for your time today —
really enjoyed hearing about [their camp / team /
brand], and I'll get that proposal over to you today.
Why this matters
Never leave a call without a clear next step. Vague endings kill deals. Tell
them exactly what happens next and make it easy for them to say yes.
End with a specific action — not "I'll be in touch."
Agreed Next Steps
Call done? Build their proposal.
Head to the Proposal tab — the client
name will carry across automatically.
If They Say It's Too Expensive
For replying after the proposal's been sent
It's an investment, not an expense
"I get that it's a number to think about — but it's worth seeing this less as a cost and more as
something that's there to bring you more bookings and revenue. The aim is for it to pay for itself many
times over, not just sit there as an expense."
Proof it pays off
"I know it's an investment, but it's one that can genuinely pay off — one of my videos helped JK Hockey
land a sponsorship deal with Bauer. That's the kind of return this content can lead to."
Long-term value
"One thing worth keeping in mind — this isn't just for right now. You'll be using this content for
months afterwards, across socials, sponsor conversations, recruitment — it keeps earning its value long
after the shoot."
Lower-commitment starting point
"No worries — what if we start with just the Session Recap for now? You can always add the clips later
once you've seen what it does."
Payment flexibility
"If it helps with timing, we could split it — say half now and half once everything's delivered."
Free value-add
"I'm also happy to throw in a quick clip of one of the kids talking about their session at no extra cost
— might help if you're still deciding."
