Rehearse the audit → present → close before a real client. Get the reps in so it's automatic.
MOCK #1 · EASY — START HERE
Bella Vita MedSpa
Owner: Marisol · solo-owner, 2 injectors, Costa Mesa
Calls/day: 18To voicemail: 45%Avg client: $350Close rate: 30%
Personality: Warm, busy, a little overwhelmed. Genuinely frustrated about missing calls but hasn't had time to fix it. Says yes easily if you show you get her pain. Lost revenue the tool should show: ~$22k/mo.
Her answers to the 10 questions
How are calls handled when you're with a client?
"Honestly? They ring out. If we're both injecting, nobody can grab it."
After hours / weekends?
"Straight to voicemail. And nobody checks it til the next day."
How do you follow up with leads who don't book?
"...we don't, really. If they don't call back, they're gone."
Appointment reminders?
"We text them manually when we remember. We forget a lot."
Response time to a 9pm inquiry?
"Next morning at the earliest."
Calls on a busy day? Voicemail %?
"Maybe 18? And half go to voicemail, easy."
Average client value?
"A facial's like $150, but most book packages — call it $350 average."
Who handles Google reviews?
"Nobody. They just sit there."
What eats the most front-desk time?
"The phone. Always the phone."
Automate one thing with a wand?
"Never miss a call again. That's the dream."
🎯 Practice goal: smooth discovery, fill the tool, present the ~$22k number, and close. She's an easy yes — focus on flow + confidence.
MOCK #2 · SKEPTICAL — handle objections
Lux Aesthetics
Owner: Derek · owns 2 locations, has a front desk, thinks he's covered
Calls/day: 30To voicemail: 25%Avg client: $500Close rate: 35%
Personality: Confident, a little dismissive. Leads with "I already have a receptionist." Your job: surface the gaps (after-hours, lunch, when the desk is slammed, the 2nd location). Lost revenue ~$34k/mo — even WITH staff, the gaps are real.
His answers (he pushes back first)
How are calls handled when the desk is busy?
"We have a front desk girl, we're fine." (Push: "And when she's checking someone in, or at lunch, or it's the other location?") "...okay, yeah, those ring out."
After hours / weekends?
"We're closed, so voicemail." (Push: "How many of those weekend voicemails actually book?") "Honestly, probably not many."
Follow up with no-shows / no-books?
"She tries when she has time. It's not consistent."
Calls on a busy day? Voicemail %?
"Across both spots, maybe 30 a day. A quarter slip, maybe."
Average client value?
"Packages run high — $500-plus average."
9pm inquiry response time?
"Next business day."
Wand — automate one thing?
"...I guess never losing a lead to a missed call. When you put it like that."
🎯 Practice goal: don't argue — ask questions that make HIM find the gaps. The number ($34k/mo) does the convincing. Practice the "you already have staff, this just catches what they can't" framing. Objection: "I have a receptionist" → "Perfect — this backs her up for free, nights, weekends, and your 2nd location. She never has to feel slammed again."
MOCK #3 · HVAC (your next niche)
Coast Air Heating & Cooling
Owner: Tony · owner-operator, out on jobs all day, answers his own cell
Calls/day: 25To voicemail: 55%Avg job: $450Close rate: 40%
Personality: Blue-collar, no-BS, busy. Doesn't care about "AI" — cares about money and missed jobs. Talk results, not tech. Lost revenue ~$64k/mo — he's on a roof half the day missing emergency calls.
His answers
What happens when you're on a job and the phone rings?
"It goes to voicemail. I can't answer with my hands in a furnace."
2am emergency AC call?
"Voicemail. And by morning they've called someone else."
Calls a day? How many missed?
"25-ish. More than half I can't get to."
Average job value?
"Service call's a couple hundred, install's a few grand. Average maybe $450."
Wand — one thing?
"Somebody to answer the damn phone when I can't. That's a new job every time."
🎯 Practice goal: NO tech-talk. "This answers every call you miss on a job and books it — that 2am emergency becomes a $1,500 job instead of your competitor's." The $64k number is brutal — let it land.