CALL BRIEF

Nina Okafor · Lume Aesthetics · Tue, Sep 8, 7:56 AM EDT · Closer: Marcus Reyes

Lead with Patient Growth, anchor at $4,000/mo, and open on patients come once and never return.

⚠️ Demo brief. Written by the offline fallback, not the model. Set ANTHROPIC_API_KEY for the real thing.

▸ RECOMMENDED CLOSE

Offer: Patient Growth — Core
Anchor: $4,000/mo
Next step: Book a second call
Confidence: Low — The anchor rests on assumptions we made, not their numbers: Capped at 30% of their stated revenue — the raw figure came out at 338,520, which is not a number you can say out loud. Confirm it on the call before leaning on it.

Say it like this: "Based on what you have told me, the next step is a proposal covering Patient Growth. Can I send that across by Thursday and walk you through it Friday?"

▸ SNAPSHOT

Role: Founder & lead injector · Team: 2-5 · Revenue: $250k-$1M · ACV: $420 · Channel: Paid social · Spend: $3,500/mo · CRM: Boulevard

▸ DIAGNOSIS

Patients come once and never return
evidence: They named it on the form. Nothing in the public data confirms or contradicts it — ask for the number on the call. [form]
Only 16 Google reviews
evidence: Found in public data. They did not raise this, which usually means nobody has told them. [gbp]
Not running Meta ads at all
evidence: Found in public data. They did not raise this, which usually means nobody has told them. [meta_ads]

▸ COST OF THE PROBLEM

$75,000 / year

About $75,000 a year on the table. Lifetime value lost to patients who never rebook.

Working: 3,500/mo ÷ 42 per lead × 0.31 booking rate = new patients a month. Each returns 1.6 times instead of 4.2, at 420 a visit. — reduced to a defensible ceiling

Assumes: Capped at 30% of their stated revenue — the raw figure came out at 338,520, which is not a number you can say out loud

👉 This is the anchor. Say the number out loud on the call.

▸ HISTORY WITH US

Source: Instagram ad · Opened: 2 · Clicked: 0 · Replies: 0 · Prior no-shows: 0 · Days in pipeline: 4

Thin history. Treat this as a first real conversation.

▸ FIVE QUESTIONS FOR THIS PERSON

You said you tried i ran Groupon for a year — what specifically went wrong, and whose call was it to stop?
When you say "patients come once and never return", what does that cost you in a month?
I noticed only 16 Google reviews — is that deliberate, or has nobody had time to look at it?
If this works exactly as you want, what is different in ninety days?
Who else has to say yes, and what will they want to see?

▸ LIKELY OBJECTIONS

"That is more than I wanted to spend."
→ Go back to their own number before defending yours. "You told me you are losing about X a year to this. The question is not whether Y is a lot of money — it is whether Y buys back X. If it does not, we should not do this." Then ask what number would make it obviously worth doing.
why: From the library. Not yet seen on a recorded call, so treat it as a standing bet rather than a prediction.
"I need to think about it."
→ Never accept this as an answer, and never push against it either. "Of course. What specifically do you want to think through — the money, the timing, or whether it will actually work?" Whichever they name is the real objection, and now you can handle it. Put a date on the follow-up before the call ends.
why: From the library. Not yet seen on a recorded call, so treat it as a standing bet rather than a prediction.
"I need to talk to my business partner first."
→ Do not fight it, get into the room. "Makes sense. What is the part they will be most sceptical about?" Answer that objection now, then offer to join the conversation: "Would it be easier if I spent fifteen minutes with both of you rather than you having to sell my thing for me?"
why: From the library. Not yet seen on a recorded call, so treat it as a standing bet rather than a prediction.

▸ PROOF TO USE

Lumen Skin Studio — Discounting every promotion. Attracted deal-hunters who never returned at full price. → Stopped discounting, rebuilt the consult script around outcome. Average treatment value up 44%. Closest match on problem and size.

"Every discount we ran bought us a patient we did not want."

▸ RED FLAGS

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What this brief could not see: Website (Homepage could not be fetched (blocked, offline, or JS-only))