Call setup + notes template

Setup (one-time, ~10 min)

• Zoom account + Fathom recorder connected (auto-joins and transcribes). Free tiers work.
• cal.com / Calendly with a public 45-min “Discovery” link (the script runs 45) (share everywhere) and a private 30-min “Audit Walkthrough” link (send after). Turn on 24h + 1h email and text reminders — text reminders materially raise show rates (AAIC Full Sales Process).
• Consent framing memorized (see discovery-call-script.md §0).

Per-call checklist

• [ ] Intake form reviewed (if Concierge-bound) / 5-min recon done (if audit-first)
• [ ] Fathom recording ON, consent stated
• [ ] Talk < 20% — one question, then listen
• [ ] 5–7 concrete pains captured in their words
• [ ] Trigger identified (“why now”)
• [ ] Hourly value captured (a number)
• [ ] Next call booked live on the calendar (an emailed “I’ll look at times” = NOT booked — convert it before hanging up)
• [ ] At booking, have THEM say the goal back: “so what are you hoping the report nails?” — their stated goal, in the calendar invite description, in their words
• [ ] Same-day recap sent, including one free specific observation

Notes template (fill during/after — this feeds the proposal generator)

Copy this into your notes tool. The field names match 04-proposal-generator/sample-audit.json so findings flow straight into the proposal.

CLIENT
  company:
  contact_name:
  industry:
  headcount:
  revenue_band:
  hourly_value:            # $ — from need-payoff question
  trigger:                 # why now
  goal_90d:                # what winning looks like

PAINS (5–7 — one block each)
  - title:                 # short, their words
    axis:                  # effectiveness | efficiency | quality
    story:                 # the concrete story with numbers
    explicit_need:         # did they SAY they want it fixed? quote the want-language verbatim, or "implied only"
    payoff_quote:          # their own words on what solving it is worth (from need-payoff)
    hours_per_week:        # est. time lost (their input)
    current_tool:          # what they use / do by hand now
    recommended_fix:       # tool/approach (verify price+features current!)
    effort:                # quick_win | moderate | project
    monthly_dollar_impact: # hours_per_week * 4.33 * hourly_value (or revenue est.)

DECISION
  decision_maker:          # them alone? who else? (invite the other party to the next call = the advance)
  budget_signal:           # range or reaction stated on the call
  fit:                     # yes | no | later
  next_step:               # booked walkthrough date, or reason for no

The proposal generator should lead each finding with payoff_quote verbatim — their words on the value, ahead of any computed ROI.

After the call, feed the Fathom transcript to the AI Analysis skill to draft these pains, then filter and verify every one before it reaches the client (kill bad-fit recs; confirm each tool’s price/features are current as of today — the version-drift safeguard, AOA AI-Powered Analysis).