Identify the Opportunity. Install the System.
Use these questions to evaluate and strengthen the Barnabas Capital sales operating system.
Every "No" is an opportunity to grow. Tap a check as you go — where you land tells you where to work.
The Solution
Selling with Awareness — the shift from pitching to understanding.
Most sales methodologies teach people what to say. This one teaches people how to think.
There are three kinds of awareness. Tap each to open it.
Clarity
- What client outcome are they really trying to deliver?
- What would make this call worth a busy advisor’s time?
- What do I want to be true when this ends?
Motive
- Why does this matter — client risk, income, or legacy?
- Why now? What changed — markets, a review cycle, client demand?
- Why should they trust me / Barnabas to help?
People
- Who has a say — Advisor, Practice Operator, Gatekeeper, Influencer?
- Who lives with it day to day — the advisor and their clients?
- Who haven’t I accounted for — compliance, the OSJ, the platform?
Measure
- How will they know it’s working — assets placed, retention, referrals?
- How are they handling protection or risk today — what’s in the lineup?
- What are they judged on — flows, client outcomes, growth?
Movement
- What’s the next step — a case, an illustration, a follow-up?
- What’s the smallest commitment that moves this forward?
- What do I owe them when we hang up?
Let’s stop asking “What question gets me the placement?” & start asking “What question uncovers their Mode?”
The best questions are simple, conversational, and easy to answer — the kind that don’t feel like discovery. Work them in this order, and each answer opens the door to the next:
Establish context without sounding like discovery.
- WhatWhat do you know about…?
- HowHow are you currently handling protection or downside risk in client portfolios?
- WhereWhich client conversations are hardest right now?
- WhatHas anything changed in how clients are reacting to markets?
- WhatWhat are you focused on growing this year?
Where most wholesalers struggle. Instead of asking about facts, ask about experience — these tell you almost everything about their Mode.
- HowHow’s that been working for you and your clients?
- WhatWhat’s been the biggest challenge with protection solutions?
- WhereWhere do you feel the most pressure from clients right now?
- WhatWhat’s taking more time than it should — case design, approvals, education?
- IfIf you could change one thing about how you handle risk, what would it be?
Advisors don’t buy products. They buy improvement.
- WhatWhat would a better client outcome look like?
- WhatWhat’s costing you the most today — in time, risk, or lost assets?
- WhereWhere do you think the greatest opportunity is?
- WhatWhat would make the biggest impact on retention or referrals?
- IfIf this went exactly right, what changes for your clients?
Timing separates a real opportunity from a someday.
- WhyWhy is this important now?
- WhatWhat’s driving the timing — volatility, a review cycle, client demand?
- WhatWhat happens to clients if nothing changes?
- WhereIs there a deadline or event you’re working toward?
- WhatWhat made this move to the top of your list?
Identify who matters before the case moves forward.
- WhoBesides yourself, who else is involved in product decisions?
- WhoWho ultimately approves it — compliance, the OSJ, due diligence?
- WhoWho implements and services it day to day?
- WhoWho else would want to weigh in?
- WhatWhat does a win look like for each of them?
“It sounds like [Situation] is creating [Impact]. If there were a way to [Improvement], would it be helpful to see how?”
“It sounds like the recent volatility has your clients anxious about downside. If there were a way to keep them invested with a level of protection built in, would it be helpful to see how it works?”
- Growth “It sounds like you’re looking to…” → improvement
- Trouble “It sounds like this is creating…” → relief
- Even Keel “It sounds like things are working, but…” → possibility
- Overconfident “It sounds like you’re comfortable with where things are…” → curiosity
Advisor phrasing shown. Tap any question to see how it changes for the Gatekeeper, Practice Operator & Influencer.
Defines the outcome — clarity
Reveals the process — reality
Identifies friction — truth
Tests commitment — decision
- A real client-portfolio need exists.
- Our solutions fit how they build portfolios.
- We solve a problem their lineup doesn’t.
- The book and flows support the effort.
- Room to grow beyond one allocation.
- A channel and platform we serve.
- I can reach the advisor and their gatekeepers.
- A clear edge over what they use today.
- Trust and credibility can be earned.
- Something isn’t working in the current lineup.
- Client expectations or outcomes have shifted.
- Market conditions expose a gap they feel.
- Time to learn the strategy and case design.
- Willingness to reallocate or add to the book.
- Firm approval / platform availability exists.
- A timing trigger — volatility, review cycle, or event.
- Client demand is surfacing now.
- Waiting a quarter carries a real cost.
The Plan
Create Sales Strategists. A leadership operating system for people, teams, and culture.
Great teams don't happen by chance. They're built through a repeatable system.
Gold for Ghosting
Awareness earns the meeting. This earns the reply.
A communication framework for getting a response without chasing people.
5-Steps to Earning a Response
Tap any step to open the shift — what to stop saying, what to try instead, and why it works.
The psychology
A UO Sales Manager reached out to a group after discovering limited information online indicating they were planning a trip to Orlando.
Good Afternoon,
Thank you for choosing Orlando & allowing the City to assist you in hosting The 2026 National Championships! (This is a mutually agreeable fact) On behalf of our Gold Key partnership with the Orange County Convention Center, your group qualifies for discounts up to 40% off Universal Orlando tickets. (Provides unique offer while acknowledging their choice & giving UO credibility)
Would you be against hosting a link for your Teams, Athletes, Coaches & Parents to save on their tickets? (Get your Yes with their No) We also have programs for you to resell them the tickets & raise money for your organization while still offering a substantial savings to the attendees. (Allow two choices, no more. Always two never three.)
If there were a way to provide your group with either one or the above options, what would be the best number to reach you at? (This is an easy to answer question)
Much appreciation,
Name
Title & UO signature line
A recent graduate from Embry-Riddle’s Engineering program was struggling to get responses to his job applications and resumes. After repeated silence, the outreach was going nowhere — so he changed the approach.
Afternoon Clay, (Email contact at Northrop Grumman he found online)
Congratulations on the launch of Lumberjack! (A mutually agreeable fact) As a recent Engineering graduate from Embry-Riddle Aeronautical University and having heard about its development just over a year ago, I can only imagine how rewarding this milestone must be for you and the team. (Sharing himself as the unique offer & appreciation of someone else’s accomplishment is always adding value)
Would you be against a quick call to share 3 or 4 key decisions that helped shape your career path? (Gets a Yes with their No) Alternatively, I’d be happy to stop by next time I’m in the area to drop off my resume in person. (Allow two choices, no more. Always two never three.)
What would work best for you? (An easy to answer question)
Much appreciation,
Jeremy Jackson
A Sales Manager at Medicus Healthcare Solutions received a list of contacts from a colleague who had recently attended a healthcare conference. Using the five-step format, he successfully engaged several of those prospects.
Good Morning Todd,
We both value clinical excellence and sustainable staffing models. (A mutually agreeable fact) As you spoke with Garrett Williams at a recent conference, I understand he discussed our Transition and how it works as a bridge when insourcing a service line or switching between groups. (The unique offer — delivered as information, not a pitch)
If there were a way we could enable Peace of Health Medical Center to make the move to an employed model, ensure full schedule coverage in the process, and improve read turnaround times — would you be against meeting with my VP and I on 11/17? (Got his Yes with a No — and opened with “If there were a way…” not “If I had a way…” which would have subconsciously implied Brian knew more than the prospect)
We will be visiting Peace of Health St. Johns from 11 – 1:30pm on 11/17 to discuss our program for multiple service lines there.
Shortly after we meet to better understand your specific needs, we could move forward with a detailed clinical discussion to assess how our solution would look in execution.
Would a meeting on 11/17, sometime between 3pm – 5pm or a dinner that evening work better for you? (Allow two choices, no more. Always two never three — and easy to answer.)
Much appreciation,
Brian
Simple Shifts
Change the word. Change the answer.
Same question. Different door. Curiosity opens it.
What You Take With You
Open it, fill it out, keep it. The system is only worth what gets used on Monday.
The weekly cadence. Three accomplishments from this week, six planned for next week, and one teammate who went the extra mile.
Open & fill ↓ DownloadPrep one opportunity. Frame it, score fit and readiness, map who has a say, and leave knowing what they want to improve.
Open & fill ↓ DownloadKnowing what to do, how to do it & why it matters. One objective, the two commitments that protect it, the planning matrix, and the honest questions at the end of the period.
Open & fill ↓ DownloadPick the buying influence, their mode, what they value and your timing — the builder frames your outreach on the 5-Step framework. You bring the specifics.
Open the builder →