Ever wondered how to do a discovery call?
In this episode, host AJ Riedel talks to Dr. Casey Jensen, founder of Future Point Innovations, in a live discovery call demonstration following the proven 4-Step Sales Process she uses.
Why You Should Listen to (or Watch) This Episode:
This episode demonstrates a proven discovery call framework in real-time. You'll see exactly how to identify priority gaps, and conduct discovery questioning that reveals the true scope of a prospect's challenges while building trust and positioning yourself as the expert solution.
What You'll Learn in This Episode:
• The types of questions to ask to uncover problems and pain points
• How to validate real problems
• Techniques for amplifying pain points to create urgency while remaining consultative and helpful
• How to transition from gap identification to solution presentation naturally
Listen to These Key Moments:
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00:01:11] Scorecard Feedback - AJ begins the consultation by reviewing Casey's marketing scorecard results, showing an overall score of 47 with "significant gaps" in lead generation.
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00:01:30] Identifying Top Gaps - AJ highlights Casey's strength in converting prospects but major weakness in lead generation, establishing the priority focus area for the consultation.
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00:02:48] Deep Dive on Lead Generation Gap - Casey admits to generating only 2-4 qualified leads monthly with "feast or famine" unpredictability, validating the core problem.
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00:03:28] Current Marketing Reality Check - Casey reveals his current approach relies heavily on professional network and pro bono work, with little success in systematic lead generation.
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00:07:00] Pain Point Amplification - Casey vulnerably shares how his military background and humility create barriers to self-promotion, illustrating the deeper psychological challenges.
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00:08:44] Revenue Discovery - AJ transitions to revenue questions, uncovering Casey's current $2,000/month inconsistent income versus his $10,000/month goal.
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00:09:45] Impact Exploration - Casey explains how the revenue gap prevents him from building something bigger and creates daily stress about sustainability.
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00:10:22] Urgency Assessment - Casey reveals he has a 90-day timeline to show traction before considering alternative employment, establishing critical urgency.
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00:25:27] Investment Capacity Testing - AJ tests Casey's investment readiness with a $5,000 hypothetical scenario, confirming he would consider such an investment for proven results.
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00:32:21] Marketing Time Investment - Casey admits to spending 5-6 hours weekly on marketing activities that aren't producing results, highlighting the need for better systems.
Connect with Dr. Casey Jensen on LinkedIn: https://www.linkedin.com/in/caseywjensen/