This is the complete written job — purpose, valuable final product, sequence, drills, checksheet — for the person who runs the Blueprint Approval Call and turns it into a started build. Read it end to end once. Then keep it open in a tab while you work.
A closed client — scope agreed, payment arrangement in place, build started.
The Assistant Registrar's job ends the moment a confirmed, vetted meeting lands on your calendar. Yours starts there. Everything below is about the sixty minutes between "hello" and a build with a start date.
The position: Registrar. You are the closer. Not a presenter, not a demo jockey, not a customer-support rep who happens to be on a sales call. You run a working session that ends with either a started build or a booked follow-up — never a shrug and an email that never gets answered.
This is called the Blueprint Approval Call for a reason. The prospect already received a custom machine blueprint from our wizard before they ever talked to a human. Today they grade OUR work — they tell us what's on point and what to change — and then we scope it and start. It is not a pitch meeting. It is a working session where they approve a plan. Open every call with that frame, in your own words.
Medium: Google Meet. Camera on, always. You share your screen and run the 23-slide deck live. Presenter cues are already printed on the slides themselves — 🎸 RIFF (talk here), 🔍 ASK (stop and get an answer), 🔒 LOCK (get agreement and restate it back) — and this hat is built directly on top of those cues, slide by slide.
/deck/ — the 23-slide pitch deck. The spine of the call.
/deck/pricing/ — "The Investment." The money deck, used near the end.
/deck/checkout/ — 🔒 INTERNAL. Real prices and every Stripe payment link. Screen-share only, and only the part you're presenting. Never send the URL.
/deck/notes/ — the in-call notes form, autosave, print/PDF export. Open it in a second tab and fill it as you go.
The staff portal LEADS board — the lead's card carries the Assistant Registrar's vetting: 😊 tone, 🎚 level fit, 🔌 API research notes, star rating. Read the card and the 📋 MACHINE blueprint before the call.
/precall/ — what the prospect already saw: the pre-call video, "what this call is / isn't," the team, the four plan levels by name, and the portfolio (ddsdashboard.com, grademypractice.com, firstlookcertified.com, skiporspin.com).
Ten minutes, every call, no exceptions. A cold Registrar loses deals a warm one wins on the first slide.
The deck can be perfect and you can still lose the room with bad Meet hygiene. Get this part invisible.
Join early. Two minutes minimum. You want to be seen, camera on, settled — not scrambling to find the share-screen button while they watch you fumble.
Camera on, always — including while you screen-share. Google Meet lets your face stay visible in a small tile even while presenting. Keep it there. A voice with no face reads as a robocall; a face on screen reads as a person who's actually paying attention to their reaction.
Present a tab, not a window and not your whole screen. In Meet, choose "A Chrome Tab," not "Your Entire Screen" or "A Window." A tab share keeps the deck full-bleed and clean — no desktop icons, no Slack notification sliding in, no accidental glimpse of another client's info. Have the deck tab already open and active before you click Present.
Watch their reactions, not your slides. You've seen this deck a hundred times. They haven't seen it once. Your job during every RIFF slide is watching their face, not reading your own bullet points. A furrowed brow on slide 7 is data — use it.
Record only with permission. If you record, say so out loud before you start: "Mind if I record this so I don't miss anything you tell me? It's just for us." Never record silently.
When their audio or video fails: stay calm, say it plainly — "I lost your audio for a second, can you say that again?" — and if it doesn't resolve in under a minute, offer a quick fix: refresh the tab, rejoin the link, or switch to phone audio while keeping the video call open for the screen-share. Don't let a tech hiccup turn into ten minutes of dead air; keep talking through the fix.
Stop sharing when it's time to talk money-structure. Right before you move into payment structure and next steps, click Stop Presenting. Say why: "Let me stop sharing — I want this part to be two humans talking, not a slide." This one move changes the entire feel of the close.
The call has a shape. Discovery is deliberately the widest part of it — more time there than any other phase, because it's where the deal actually gets made.
Small talk short. Frame long. This phase should take three to five minutes, not fifteen.
Short by design. This is the concept they must own before discovery lands — everything in discovery only stings because they already agree with this.
Everything before this phase earns you the right to ask these questions. Everything after this phase only works because of what you learn here. Budget more time for this phase than any other — it is allowed to run long.
This is where you twist the knife and make it hurt. Read that as a professional skill, not a personality. The knife is the arithmetic — never contempt. Done right, the prospect leaves this phase having said, in their own words and with their own numbers, exactly why they need to fix this. Done wrong, it's you lecturing someone about their own business, and they'll defend it instead of fixing it.
Ask, don't tell. Let THEM say the gap out loud. A gap they name themselves is a gap they'll pay to close; a gap you name is an argument. If you catch yourself about to say "so you don't have X," stop — turn it into a question instead.
Use their own numbers. Leads per month, average job value, what happens to a lead that doesn't answer, how many follow-ups actually happen, who does it, what it costs when it doesn't. Generic industry stats don't sting. Their own arithmetic does.
Quantify the leak in dollars they computed, then repeat it back and pause. Say the number they just gave you, in their words, and then say nothing. Silence does the work — don't rescue them from the discomfort by immediately pitching a solution.
Never mock their current setup or their past vendors. Not a smirk, not "wow, really?", not a joke at their expense. The moment they feel judged, they stop being honest with you — and honest is the only version of this call that works.
Go one level deeper than the first answer. The first answer is almost always the polished one. The real gap lives in the follow-up. "What happens then?" is the most valuable four words in this entire hat.
Check the box, out loud, as you go. Slides 6–10 are literal checklists. Actually check items off on screen as they answer — it visualizes the audit happening in real time and makes the unchecked items land harder on slide 11.
The posture that makes this work: curious, not prosecutorial. You are a doctor running an exam, not a lawyer building a case. Lean forward. Nod. Take a note visibly when they say something important — it signals you're actually listening, and it gives you ammunition for the Mirror in Phase 4.
The slide checklist: TikTok, Instagram, YouTube, Facebook, content calendar, video equipment. Check each one off live as they answer.
Which platforms do you actually post on, and which have you basically abandoned?
Who creates the content — you personally, an employee, an agency, or nobody right now?
How often do you actually post, versus how often you wish you were posting?
When's the last time a post you can point to directly led to a sale?
Do you have any way of turning your best moments — a game-winning close, a client win, a five-star review — into content?
Your team already takes photos and video on the job. Where does that footage go after the day it's shot?
If I asked you right now how many followers turned into paying customers last year, could you answer that?
The slide checklist: email list size, email service provider, website opt-in form, sending schedule.
How many people are actually on your email list right now?
When's the last time you sent that list anything?
What tool sends those emails, if anything — Mailchimp, Kit, or is it one-off from your personal inbox?
Does your website capture an email before someone leaves, or can they just close the tab and vanish?
Someone gives you their email but doesn't buy that day — what happens to them next?
How many follow-up touches does a brand-new lead get automatically, with zero human having to remember to do it?
Of the leads that don't buy in the first conversation, roughly what percent do you think you eventually close?
The slide checklist: Google Analytics, Meta pixel, CRM or lead management, website URL, social analytics reviewed, where leads are recorded.
Do you know, with actual numbers, how many people visit your website in a given month?
If I asked "how did last month's new customers find you," could you answer with data — or would it be a guess?
Where does a brand-new lead actually land right now — a CRM, a spreadsheet, a notebook, a text thread, or nowhere in particular?
Who looks at that list of leads, and how often — daily, weekly, "whenever I remember"?
Is there a real CRM, or is your CRM one person's memory?
If you got hit by a bus tomorrow, could anyone else on your team find where your leads live?
The slide checklist: assistant/team member, calendar manager, salespeople, subcontractors, do-it-yourself, calendar tool, work days, never-work days.
Who picks up the phone when it actually rings?
What happens when that person is out sick, on vacation, or just slammed?
Do you have anyone dedicated to sales, or does everyone sell a little and nobody sells a lot?
What days does the business basically stop, because you stop?
If you took a real two-week vacation starting tomorrow — no laptop — what's the first thing that breaks?
Is there one person who, if they quit tomorrow, would take a piece of the business with them in their head?
How do new hires learn "how we do things here" today — is it written down anywhere, or do they shadow someone?
The slide checklist: referrals, repeat customers, paid ads, social posts, BNI, website leads, directories, local events — plus an open assessment.
Walk me through your last three new customers. Where did each one actually come from?
What percent of business would you guess is referral versus everything else combined?
What's the one channel you wish worked better than it does?
What have you already tried and dropped? Why'd you drop it?
What does it actually cost you — in dollars, or in your own hours — to land one new customer today?
If referrals dried up tomorrow, what's the plan?
This is the arithmetic that does the twisting. You already collected every number you need in the audit above — leads per month, how many go unanswered, and what a customer is worth. Now you turn it into one number they can't unhear. Do this out loud, typing or writing where they can see it. Their numbers, their calculator, their conclusion.
These are illustrative placeholder numbers for you to practice with — never our own pricing. On a real call, every field is a number the prospect just told you.
Worked example, exactly as you'd run it live: a prospect tells you they get about 40 leads a month, that roughly 30% never get a real follow-up (they said it, you didn't), that when someone does get followed up properly they close about 1 in 5, and that an average job is worth around $650 to them.
Say the number, then close your mouth. Let it sit for a real three-count. The next word should come from them, not you. If they say something like "yeah, I know we're bad about that" — that's the gap, named in their own voice. Do not immediately pitch. Just nod, and if you want, write it down where they can see: "That's roughly $[X]/month, $[X]/year." Then move on.
Discovery gets reflected back here. Make them say what they see — you're narrating a picture they built, not presenting a new one.
Teach the ladder against THEIR business, using what they just told you in discovery. This phase falls flat if you present it generically — every step needs to land on a specific thing they said.
One slide, then two more decks. This is where the call either becomes a client or becomes a booked follow-up — never a dangling maybe.
Then move to /deck/pricing/ — "The Investment." This deck explains levels, the ladder-based pricing logic, and financing in public-safe language. Walk it like you did the main deck: talk, then ask, then lock. It sets up the real number without you having to invent the framing on the fly.
Then, when it's time for real numbers, switch to /deck/checkout/. This page is internal only — never send the link, never leave it visible when you're not actively presenting the specific block you need. Full detail on how to run this part is in Section 11 — The Money, below.
Everything above only works if they're actually talking. This section is the mechanics of that — practice these until they're automatic.
Open questions, not closed ones. "Do you have a CRM?" gets a one-word answer and a dead end. "Where do your leads actually land today?" gets a story. Every question in the discovery section above was written open on purpose — steal that pattern for anything you improvise.
The three-second pause. After you ask a real question, count to three in your head before you say anything else — even if it feels like forever. Most people fill silence with something true if you just don't rescue them from it. The Registrar who jumps in after one second is the Registrar who never hears the real answer.
"Say more about that." The single best follow-up in the entire hat. It works on almost any answer, it costs you nothing to say, and it always gets you closer to the real gap.
Mirror their last three words. If they say "...and honestly it's just been chaos," you say "just been chaos?" — flat, curious, and then stop talking. It's not a trick, it's just proof you're listening, and it almost always makes them keep going.
Never answer your own question. If you ask "what happens to a lead that doesn't answer?" and there's silence, do not fill it with "...I bet it probably just sits there, right?" That's you writing their answer for them. Sit in the discomfort. Repeat the question once, simpler, if you truly must: "What happens to it?"
Recovering when they go quiet. Some prospects are naturally terse. If three questions in a row get one-word answers, don't panic and start monologuing to fill the space — that's the opposite of the goal. Instead, get concrete: "Tell me about the last time that happened" turns an abstract question into a memory, and memories are easier to talk about than opinions.
During Phase 3 (Discovery), aim for them talking at least 65–70% of the time — you're asking short questions and going quiet. During Phase 5 (Our Method), the ratio flips closer to 50/50 since you're teaching. Across the whole call, if you're talking more than 40% of the total time, you ran a pitch, not a Blueprint Approval Call.
How to self-check it: record a call (with permission, per Section 02) and once a month, scrub through it and roughly time how long you're talking versus them. You don't need a stopwatch — a gut sense after doing this once or twice is usually enough to recalibrate. If you consistently feel like you're "running out of time" in discovery, that's usually a talk-ratio problem, not a clock problem.
Founder policy, written carefully. Read this section twice before your first live call.
Real prices and every Stripe payment link live in exactly one place: /deck/checkout/. That is the only page where you say an actual number out loud. Nothing public — not the main deck, not the pricing deck, not the precall page, not this hat — shows our prices. If a prospect ever tells you they saw a specific number anywhere else, that's a bug. Report it immediately.
Price is revealed only here, on this call. The main 23-slide deck and /deck/pricing/ talk about levels, ranges, and logic — never the checkout page's real figures. When it's genuinely time to talk numbers, screen-share the checkout page and present only the section you need, then move on. Don't leave it lingering on screen once you're past it.
Recommend the level that fits what discovery actually revealed. The Assistant Registrar's 🎚 level-fit note on the lead's card is your starting hypothesis walking in — not the final answer. Sixty minutes of discovery with the actual prospect outranks a note written before the call. If discovery pointed somewhere else, trust discovery. Levels are named, never numbered, when you speak: Capture, Qualify, Follow-up, Convert — or, for the full-business scope, Core Build.
Founder policy on payment: we work with anybody. Whatever their financial situation, take the arrangement that works. Never lose a build over payment structure. Never apologize for the price either — a clear, confident number followed by silence closes more deals than a nervous, hedged one.
Pay in full — the simplest path, when it fits.
The 40/30/30 milestone split — 40% to start, 30% at the build's midpoint, 30% on handoff.
An in-house payment plan — spread across months, arranged directly with us.
Outside financing via Flexxbuy (always spelled with two x's) at flexxbuy.com/realityshow-com/ — they enter the amount and choose "Major purchase" or "Other."
Payment links live on /deck/checkout/. Walk them through paying on the call itself when they're ready — don't email a link and hope. Momentum dies overnight. If they're ready to move, get the payment started while you're both still on the Meet.
Never promise specific revenue results. Any projection you discuss is illustrative, never a guarantee. If a prospect pushes for a specific revenue number, redirect: "I can't promise a dollar figure — what I can tell you is exactly what the system does and why it works the way it does."
None of these are tricks. Every response either surfaces real information or removes a real barrier — never pressure for pressure's sake.
| They Say | What's Really Happening | Say This |
|---|---|---|
| It's too expensive | They haven't connected the price to the leak math you already built together. | "Compared to what — to doing nothing? You told me that gap is costing you roughly $[X] a month. This pays for itself in [timeframe]. And we've got structures — full, split, or financing — so the number doesn't have to be the blocker." |
| I need to think about it | Usually a proxy for an unstated real objection. | "Totally fair — help me make sure I'm not missing something. What specifically do you want to think through — the scope, the price, or the timing?" |
| Send me a proposal | A polite way to end the call without saying no. | "I can absolutely send a recap — but let's actually scope it together right now while everything we just talked about is fresh, so what I send you is exact, not generic." |
| I need to ask my partner | Legitimate — but don't let it become a soft no. | "Makes sense, big decision. Want to loop them in right now for ten minutes if they're around? If not, let's lock a specific time in the next 48 hours to finish this — not 'I'll follow up.'" |
| How long will it take | A real logistics question — answer it straight. | "Depends on scope, but I'll give you a real range once we lock what's in it — and we build in weekly check-ins, so you're never wondering where it stands." |
| What if it doesn't work | Fear of wasted money, not doubt about the concept. | "Fair question. We scope it in writing before anything starts, you approve the build weekly as it's built, and you own the finished code either way. This isn't a black box you find out about at the end." |
| Can you just do a piece of it first | Genuine appetite for a smaller starting point. | "Sure — that's exactly what the Capture level is built for. We can start with the piece that matters most right now and build up from there." |
| I've been burned by a developer before | Trust problem, not a price problem — needs proof, not persuasion. | "That's exactly why we scope everything in writing up front and you approve the build every single week — you're never waiting three months to find out what you got. Want me to show you [ddsdashboard.com / grademypractice.com] — real, live work?" |
The call isn't finished when the Meet closes. It's finished when the board reflects reality and the next action is booked.
Finish filling /deck/notes/ — it autosaves, but do it now while it's fresh — and export it (print/PDF).
Drag the board card to WON if closed, or back to BOOKED with a scheduled follow-up if not.
Log LAST CONTACTED on the card so the board reflects reality for anyone else who looks at it.
If closed: create the client in the staff New Client Wizard immediately — choose Lead Machine or Core Build, whichever you scoped, and it seeds the delivery steps automatically. Send the recap and the payment link (if it wasn't already completed live on the call). Book the kickoff before you close your laptop.
If not closed today: book the follow-up call on the call itself, live, with them still on the Meet. Never end a call with "I'll email you" — that sentence is where deals go to die. A specific date and time on both calendars beats a vague promise every time.
You can't improve what you don't track. These four numbers are your scoreboard.
Where to see them: the staff dashboard has a Registrar performance panel — your calls, closes, and scope trend over time, next to the board itself. Check it at the start of every week, not just at review time.
Check these off honestly. This list is yours — it saves in your browser, so it's still here next time you open this page.
flexxbuy.com/realityshow-com/.