Opening thoughts 1:03 - Introduction to Forest Linden 2:58 - Forest tells his “Freedom Story” and describes his business lifestyle. 7:01 - The benefits of Forest’s flexible schedule   8:19 - Introduction to Topic: “The 11 Pillars of Winning Discovery Calls” 9:33 - The background to these concepts 10:44 - Pillar #1: Come from a place of compassion and wanting to help people. 11:36 - Pillar #2: Be authentic and as transparent as possible. (i.e. Be a good person.) 13:28 - The importance of confidence and natural conversation   14:19 - Pillar #3: If you get nervous about calls before you do them, focus on what you can give, not what you can get. 14:31 - Pillar #4: Put your prospects’ needs to solve a problem above your need to make a sale or get hired. 18:13 - Pillar #5: If possible, tell stories about how a client has worked with you and how your work with them allowed their business to transform. 19:19 - Pillar #6: Give people a feeling sense of what it’s like to work with you. 20:08 - The impact of storytelling   21:44 - Pillar #7: If you’ve been working with people long enough to have a good awareness of what their major objections will be, find ways to address them in the call. 24:52 - Pillar #8: Paint the picture of negative situations you can help people avoid (loss aversion). 27:42 - Craig shares a real-life example of this pillar in action.   28:28 - Pillar #9: If possible, give something away for free. 31:32 - Concerns and advice regarding free giveaways   34:22 - Pillar #10: Be willing to say no when a client is not a good fit.   35:51 - Pillar #11: If there’s a way to do this where it’s authentic, let people know that there’s a reason they should hire you sooner rather than later. (i.e. Create some authentic tension.)   38:33 - Recap of the 11 Pillars to a Winning Discovery Call 39:30 - The importance of being a good person 41:01 - Closing thoughts Resources and tools discussed in this episode:   Clarity Lab: https://claritylab.co/ Slack: https://slack.com/ Zoom: https://zoom.us Kajabi: https://kajabi.com/