Episode Details

Grab the full mini assessment playbook in Notion for free, including the first-call script and the second-call prep checklist: https://corey-ganim.kit.com/0cea7ca381

In this solo episode, I hand over the complete free AI mini assessment framework I use to turn business owners into paid clients in two 15-minute calls. I walk through the three levers of ROI, the five questions to ask on the fact-finding call (including the ROI anchor and my favorite, the magic wand question), and how to pick the one bottleneck that sits at the intersection of high frequency and high friction. Then I break down the prescription tree, when to recommend an off-the-shelf tool, Claude Cowork, or a custom Claude skill, and the exact three things you bring to the follow-up call. By the end, you'll be able to run this assessment confidently in about 15 minutes and ask the money question that converts 30 to 50% of free assessments into paid work.

Join our AI Operator Academy Community: https://www.skool.com/aioperatoracademy/about

Timestamps

00:00 – Intro

00:14 – The lens: one bottleneck, one tool, one upsell

00:30 – The three levers of ROI

00:57 – Meeting one: the 15-minute fact-finding call

01:25 – The forking question

01:43 – The repetition question

01:58 – The friction question

02:10 – The ROI anchor question

02:45 – The magic wand question

03:35 – Closing call one and booking the follow-up

03:55 – Between meetings: frequency and friction research

04:43 – Meeting two: prescribing the one solution

05:15 – Finding off-the-shelf tools in AI directories

06:20 – Claude Cowork vs. a custom Claude skill

07:08 – The three things you bring to call two

07:40 – The money moment and the upsell question

Key Points

Every prescription has to pull one of three ROI levers: effectiveness (more revenue), efficiency (hours back in their week), or quality (happier customers). Let the owner pick the lever, then weight everything back to it.

Meeting one is pure discovery. Prescribe nothing. Ask the five questions, listen, and close by naming the one bottleneck with the highest opportunity back to them.

The ROI anchor: get the owner to quantify the pain in their own words. Two hours a week at $200 an hour is $400 a week they could get back, and that number does the selling for you.

The bottleneck worth fixing sits at the intersection of high frequency and high friction. That's the one you prescribe. Everything else stays in your back pocket.

The prescription tree: common tasks get an off-the-shelf tool, tasks involving judgment, writing, or research get Claude Cowork, and repeatable workflows unique to their business get a custom Claude skill.

When prescribing a custom Claude skill, tell them the what, not the how. That gap is your upsell.

Come to call two with three things, the name of the tool, what it costs, and the first step they could take this week, then ask the money question: hand it off, build it with you, or build it for you? 30 to 50% of the time, they say build it.

Free Notion template with the full mini assessment playbook, first-call script, and second-call prep checklist - [ADD NOTION TEMPLATE LINK]

There's An AI For That - AI tool directory searchable by industry to find off-the-shelf fixes - https://theresanaiforthat.com

Futurepedia - another AI tool directory for matching tools to client pain points - https://www.futurepedia.io

Claude Cowork - the prescription for tasks involving judgment, writing, or research - https://claude.com

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