LAS VEGAS, Nevada – The Closing Code podcast returns with Episode 2, delivering another installment of actionable insights for digital marketing professionals, agency owners, and sales teams. Hosted by industry experts Clinton James and Josh Konigsberg, this episode goes beyond the surface to investigate topics that transform how agencies approach sales and client qualification.
Preparedness is Paramount
Episode 2 kicks off with a discussion about the value of preparedness in sales. “So Josh, last week we dug in a little bit in terms of preparedness: doing the homework, showing up; it doesn’t matter what stage of the sales process you’re in, making sure you get that homework done so you show up prepared can bring some value to every conversation you have with prospects,” James says. “In another group you’re associated with, this came full circle. Tell us a little bit about the event, what happened, and the lesson from preparedness.”
“It’s part of the coaching I do for Seven Figure Agency, a tremendous group,” Konigsberg replies. “I do a coaching mastery call every Wednesday for members. A new member hopped on the call and started asking me basic sales questions. He was struggling to close and I asked him to show me, share your screen, show me how you’re closing. And he goes to that slide on the slide deck where he’s got three different programs that he wants to sell. And he has all three of them on one slide.”
“Not the way I would do it, but okay, continue,” James remarks.
“I asked him why he did it that way, and his answer was, ‘I want him to know what the options are’. I said, well, what happens with consumers and the psychology of consumer behaviors when you have too many decisions to make? What happens? You don’t make any. You’re giving them too much to think about.”
The hosts then point to this real-life example as an illustration of the importance of preparedness, which is not just being prepared with the slide deck and modifying it based upon the budget, which you have already researched in preparation for the call, regardless of your niche, but researching and establishing a marketing budget.
“Remember, your marketing budget is based upon a percent of your projected revenue, not your current revenue. If you’re basing it upon your current revenue, that’s the definition of insanity — spending the same amount of money and expecting different results,” Konigsberg says.
Introducing the Right Fit Call
A highlight of the episode is the introduction of the “right fit call,” a strategic effort to align clients with the services an agency offers. Konigsberg explains how implementing this call has streamlined his agency’s sales funnel, resulting in higher-quality leads and saving valuable time for his team.
“Tell us a little about what you do during a right fit call,” James says.
“I think it’s even more important to step it back just a little bit further, depending on where the lead is coming from,” Konigsberg explains. “Clinton, if you just happen to have an attorney friend and you guys are having dinner, ‘You really ought to call my friend Josh and he can help you with your marketing for your law firm.’ And so you give him my number and the guy calls me.
“We only deal with five different types of lawyers. So if he doesn’t fit into that category, do I want to have a deeper conversation with him? What if he doesn’t have enough money to really afford us if his revenues aren’t there? ‘Josh, my friend just started out in a new law firm, out on his own for the first time. He needs your help.’ That’s a topic for a different call.
“If I get a referral from one of my trusted partners who knows ahead of time who the right fit is, I don’t have to have the right fit call. The genesis of the right fit call came out of our outreach, our marketing for ourselves.”
Konigsberg explains that not all law firms suit Law Firm Marketing Pros, so he had to stop wasting his time talking to people who don’t practice the right type of law, don’t have the right mindset, and don’t have the right revenue, adding that his sales assistant conducts the right fit call.
“One of the things you said that’s super important is the sales process for a lead might be different depending on the channel that delivered that lead to you,” James remarks. “Your trusted referral partners, because they know the type of attorneys that you work with, they know the levels of revenue that attorney needs to have, the type of law they practice that would ultimately make them a good fit to work with you and your agency.
“Correct.”
“You know they’re not going to put you in front of someone that’s not necessarily a good fit to work with your agency,” James continues. “Whereas somebody that responds to content marketing or Facebook ads or a Google Ad campaign you’re running specifically from the agency, it doesn’t matter how well you tailored the messaging for those channels, you’re going to get people that ultimately respond to it. And maybe it’s an aspirational response as opposed to a realistic response in terms of whether or not they’re a good fit.”
“By qualifying prospects upfront, we’ve reduced wasted effort and eliminated mismatches, so that everyone benefits,” Konigsberg states.
The hosts break down the structure of the right fit call, which typically ranges from 10 to 15 minutes, offer tips for structuring the calls to make them efficient and engaging, and explain how the right fit call functions as a method of identifying high-value clients. They also walk listeners through the steps they can take to implement this process, complete with disqualifying questions, role-playing tips, and workflows that address different lead sources.
Real-World Applications and Success Stories
The episode also touches on broader lessons from the sales funnel, complete with examples from the hosts’ extensive experience in digital marketing. From structuring conversations with prospects to utilizing industry-standard benchmarks, Clinton and Konigsberg analyze every aspect of devising an effective sales system.
Focus on Results-Oriented Insights
Listeners can expect The Closing Code to maintain its no-nonsense style. James and Konigsberg cut through the fluff to share expertise earned through decades of experience, with a combined $27 million in annual agency revenue to their names. Episode 2 maintains that standard, offering digital marketing professionals a roadmap to securing more ideal clients while refining their day-to-day operations.
Why You Need to Tune In
Clinton James and Josh Konigsberg bring decades of combined digital marketing experience to The Closing Code. Their refreshingly honest, no-nonsense approach provides a blueprint for digital agencies to refine their sales strategies. Every episode is a masterclass in balance and efficiency, offering immediately actionable tools and tactics.
Whether you’re an agency owner, sales professional, or entrepreneur, Episode 2 delivers high-value insights you can leverage right away to land more ideal clients and optimize your sales funnel.
Where to Listen
You can stream the latest episode on all major podcast platforms or watch the episode by clicking below.
About The Closing Code
Selling high-ticket digital marketing services isn’t just an art—it’s a code waiting to be cracked. Enter The Closing Code the podcast where agency owners, sales pros, and entrepreneurs come to master the craft of closing deals that matter.
Hosted by Clinton James and Josh Konigsberg, seasoned marketing professionals with a combined 60-plus total years in Marketing and Sales experience, with the results (and battle scars) to prove it, each episode takes you behind the curtain of the digital marketing sales world. With their agencies bringing in a combined revenue of in excess of $27 million, they don’t just talk the talk—they walk the walk.
Get ready for no-BS conversations, tactical advice, and honest insights on topics like landing big retainer clients, building lean and mean sales teams, crafting a sales process that actually works, and closing more deals. From expert guests to real-world case studies, this is where strategies get real, and sales skills get sharp.
Whether you’re scaling your agency or leveling up your sales game, this podcast delivers the kind of straight-shooting wisdom you can take to the bank.
