Archived: BBV
Chris Do
Week Zero - Prepping for the Course
Welcome!
Recommended Reading
Homework – Initial Meetings
UPDATE! April 1, 2020
Module One: Mindset
Intro to Mindset
Structure
Mindset
Power of Lies
Example: Carrie
Context
Free Association Exercise
E + R = O
Otto & Latin
Beliefs
Chris' Limiting Beliefs
Going Deep
Ben's Limiting Belief
Matt's Limiting Belief
Practice Example: Matt
Absurdity of Thought
Homework
Homework 01: Identify and Dismantle your Limiting Beliefs
Lesson 01: PDF
Lesson 01: Mindset RECAP
Module Two: Communication
Intro to Communication
Communication
Assertive Bill of Rights
Chris' Story
Why?
The Stories of Kier and Ben
Stress
Warm Up Exercise: Budget Parameters
Warm Up Exercise: Raising Your Rates w/ and Existing Client
Warm Up Exercise: Contradictory Feedback
Formulas
Example: Ben and Star Wars
Train of Thought
Tone
Practice
Exercise: Last Minute Cancelled Plans
Exercise: Slackers in Group Projects
Exercise: Given More Work With Little Instruction
Scripts
Summary
Homework 02: The Art of Communication Exercise
Additional Resources
Lesson 02: PDF
Lesson 02: Recap
Module Three: Diagnosing
Intro
Diagnostic Mindset
Book Reference
Immutable Laws
Higher Ground
Mindshift
Step 1: Build Rapport
Story: Sales Clerk
The Long Game VS The Quick Win
Step 2: Role-Play
Pivot
Step 3: The Money Conversation
Role Play: Budget
Step 4: Be Last
Scoping
Desired Future State
Pitching Fundamentals
Surfacing
Concessions: Ask Questions
Story: Scott
Summary
Homework 03: Diagnosing & Surfacing Insights Exercise
Lesson 03: Recap
Diagnosing: Questions & Scripts
Bonus Resource: "30k ft View" First Meeting Worksheet
Lesson 03: PDF
Additional Resources
Module Four: Overcoming Objections
BONUS: Week 03 Review
Overcoming Objections
Intro
From Desire to Future State
Fear
Socratic Six
Response Strategies
Raging Bull
Role-Play: Raging Bull
Hall of Mirrors
Role-Play: Hall of Mirrors
Story: Chris
Role-Play: Questions
Double Down
Role-Play: Double Down
Confidence
The Chief
Role-Play: The Chief
Yin/Yang
Role-Play: Yin/Yang
Role-Play: Too Far Away
Chris VS Chris
Simon Sinek
Role-Play: Simon Sinek
Role-Play: Validation for Reason to Hire
Objection Matrix
Closing
Summary
Homework 04: Overcoming Objections
BONUS Homework 04: Objection Matrix
“Socratic Six” Framework PDF
Lesson 04: Recap
Lesson 04: PDF
Module Five: Pricing
BONUS: Week 04 Review
Pricing Strategies
Intro
Breakthrough
Bidding Overview
Pricing Inputs
Master Input Estimate
Estimating Time Resources
Calendar + Bid
Bullet Points: Awards
Bullet Points: Milestones
Scheduling Tip 01
Scheduling Tip 02
Staffing Tip
Example 01
Dealing With Cost Consultants
Pricing Outputs
Master Output Bid
The Approach 01
Tips
Tools
Example 02
Value Based Pricing
3 Examples
Master Value Based Pricing
The Approach 02
Role-Play: Isaac
Role-Play: Ashley
Role-Play: Review
Pricing Guidelines
Resources
Summary
Q/A
Homework + Download: Bid Templates
Bonus: Basic Business Finances (Minimums)
RECAP: Bidding Overview
Lesson 05: PDF
Module Six: Onboarding
Closing & Onboarding
Intro
Roadmap
Value Conversation Recap
Pam Green Recap
Overview
Contract
Story: Claire
Goal
Proposal Examples
Contract (MSA)
Review
Contract Summary Checklist
Checklists
Delivery
Summary
Resources
Lesson 06: PDF
Lesson 06: Recap
Onboarding Checklist
Onboarding Email Templates
Module Seven: Delegation
Intro
Belief
Affording Delegation
Uncertainty/Scarcity Mindset
Benefits
Example01
Why Delegate?
Tasks to Retain
Freelance Roster
Freelance Database
Questions for Hiring
The Brief
Checklist VS Parameters
Example 02
Giving Feeback
Goldilocks Syndrome
Broken - Restart
Tweak & Refine
Feedback Checklist
Hiring & Firing
Try Before You Buy
Freelance/Independent Contractors
Staff/Employee
Summary
Resources
Q&A
Delegation: PDF
Lesson 07: Recap
Contract: Independent Contractor Agreement
Contract: Employment Agreement
Bonus: Creative Brief Sample
Bonus: Feeelance Database Sample
Bonus: Sample Trello Board
TA Session with Ben
Bonus: Lead Generation
How to Get New Clients: Positioning – Raw Lecture
How to Get New Clients: Positioning PDF + Homework
How to Get New Clients: Lead Gen – Raw Lecture
How to Get New Clients: Lead Gen – PDF + Homework
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Warm Up Exercise: Raising Your Rates w/ and Existing Client
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