Collective GENIUS

Executive Verification Call Scorecard

EXECUTIVE VERIFICATION CALL SCORECARD

Arthur Greenstein

Call Evaluation & Performance Analysis

Strengths

• Rapport Building:

Leon established good connection early on. This is a critical skill for opening conversations, lowering defenses, and building trust.

• Industry Knowledge:

He displayed strong understanding and awareness of real estate, which gave him credibility.

• Use of Silence:

While inconsistent, Leon showed glimpses of using silence effectively. At 24:06, his pause created space for the prospect to step forward and share his passion.

Performance Scorecard

Category	Weight	Score (1-5)	Weighted Result
Rapport & Credibility	20%	4	0.80
Framing & Structure	15%	2	0.30
Objection Handling	15%	2	0.30
Closing Sequence Discipline	25%	2	0.50
Tone & Confidence	15%	2	0.30
Urgency & Persuasion	10%	1	0.10
TOTAL	100%	—	2.30 / 5.0

Key Observations

Biggest Strength

Rapport and industry knowledge — Leon connects easily and has credibility.

Biggest Growth Opportunity

Strict discipline in the closing sequence — avoid tangents, deliver the 3 elements crisply, and never let politeness override persuasion.

Red Flags / Coaching Opportunities

1. Creating Needless Objections

• 20:40: Framed time/attendance as an objection when the prospect wasn't resisting
• 21:03: Prospect clarified attendance wasn't the issue, but Leon revisited it instead of reinforcing value

Coaching Tip: Avoid manufacturing objections. Anchor commitment as assumed and natural: "Most of our members find the cadence fits seamlessly into their schedules..."

2. Missed Timing on Visuals and Key Qualifiers

• 22:43: Screen share came too late
• Leon missed the chance to reinforce credibility by dropping early qualifiers ($10M, $2M, $15M)

Coaching Tip: Use early visuals paired with strong numerical qualifiers within the first 60–90 seconds to establish authority and raise perceived exclusivity.

3. Closing Sequence Missteps

• 26:26: Prospect invited the close ("Walk me through the ask") — a major buying signal. Leon diverted to small talk about Japan
• 29:35: Tone during the close was sheepish, almost apologetic
• 30:00: Accepted "Shoot me an email" instead of confidently managing the objection

Coaching Tip: When the prospect invites the close, lean in immediately. Deliver fees with confidence and assume the next step.

Action Steps for Next Call

Share visuals and drop key qualifiers within 90 seconds

Stop creating objections — only address what the prospect raises

At buying signals, lean in immediately. No small talk

Answer fee questions directly and move into an assumptive close

Reframe deferrals ("Shoot me an email") into urgency-driven closes

Overall Assessment

2.3 / 5.0

NEEDS IMPROVEMENT

Leon showed flashes of strength (rapport, industry awareness, one effective use of silence). But he faltered in the most critical sections — framing, closing discipline, and urgency. Focus on strict discipline in closing, avoiding politeness at the expense of persuasion, and early framing with visuals and qualifiers.