His language · your language · the model — and where every piece landed.
Verbatim, timestamped, from call 768746373. Right column is where each line is doing work on his page — unquoted, woven into the prose, so he recognises himself without being shown a mirror.
| Time | Type | What he actually said | Where it's used, and how |
|---|---|---|---|
| 1:04:52 | DREAM | I know that I know that I know versus hope I know. It might not work. | The title and the opening line. "There's a difference between hoping you know and knowing that you know." Both poles are his — the whole document is the distance between them. |
| 1:57:30 | PAIN | You drive a stick shift car. You can't start on the road. You have to drive in the parking lot… So I'm in the parking lot of figuring out exactly what to do. | Paragraph two. Agreed with, then turned: "the parking lot has a way of becoming a destination." |
| 1:45:27 | PAIN | For the past year I had an office in my house and I was in it every day. Trying to figure things out. | Same paragraph, as the evidence. "A year in a room every day, figuring things out, is a year in which the market told you nothing, because you never asked it anything." |
| 1:11:48 | PAIN | I was a blank slate, maybe a minus slate… all this stuff to do, and I just didn't know what to do, and I was feeling like I'm going nowhere. | Held back. Too close to shame in print. Say it live if he defends the year. |
| 1:23:12 | DREAM | Two paying clients in August and then two every month till the end of the year… it's a $2,500 package. | The arithmetic section opens with it, in his own cadence: "Two clients a month at twenty-five hundred… and then you look again." |
| 1:45:02 | DREAM | If I only had two people a month at 2,500… I would have plenty of time to write the books. | November — the books are what November is protecting, never named as a weakness. |
| 1:24:35 | PAIN | Not, nothing there yet. | The reason the document exists. Never quoted — the six months are the answer to it. |
| 1:42:21 | PAIN | No idea. It's what I gotta learn. | September — answered directly, without ever naming that he couldn't answer it. |
| 1:32:16 | PAIN | I don't have a marketing plan the way you… It's my game plan. | Held. Naming it in print reads as a scold. |
| 1:40:33 | OBJ | But I haven't done it yet, so I can't say it's the right way. | The arithmetic preamble: "a plan built on your own guessed numbers beats a plan built on hope." |
| 1:26:37 | OBJ | You're not going to stand out just with your LinkedIn thing. | September, silently overturned. He already conceded on the call — the page doesn't re-litigate it. |
| 1:28:15 | CONCEDE | It's payoff and pain is what I got out of it. | The September turn is written in his concession, not in your teaching voice. |
| 1:38:44 | PAIN | I'm not sure anything is. It's not August yet. | Not on the page. It's the reason for the page. Ask it live — "it's August now." |
| 1:41:00 | PAIN | Next week. I don't have a date. I have next week. | Closing section, verbatim as prose: "Not next week." |
| 1:02:15 | PROOF | He'd sold nothing in February… he got his first commission check and it was five grand. | August, action one — get it in writing. His only asset, and it lives in his memory. |
| 1:04:01 | PROOF | That was a no charge deal. | December — the man had no money, which is exactly why he got it free. Sets up the buyer question. |
| 0:58:40 | PROOF | My last job there was national training director, writing manuals for how to do the job… It was my favorite job, probably of all jobs. | November, the strongest line on his page. "You have never once done it for your own business." |
| 1:55:07 | DREAM | God has got an increase. Whatever I'm doing, if it's not increasing, I'm either doing it wrong or I'm not supposed to be doing it. | The last paragraph, reframed without a word of scripture: "the increase needs something to increase from." |
| 1:54:09 | OBJ | I don't know if I'd be a good customer. I think we can collaborate. | Untouched by the page. Deferred, per your call. Handled live or in October. |
Every solution-language item banked from the call. Four go into the writing. Seven stay in your mouth — because they only work as a live move, and spending them in print is spending them.
| Time | The move | What you said | Status | Where |
|---|---|---|---|---|
| 1:32:18 | reverse-engineer-math | Reverse engineer what daily activities create the outcomes you're looking for and then just holding yourself to that standard. | IN | The turn under the arithmetic. Rewritten as: "hold yourself to the activity. It's hard to fail at that." |
| 1:27:09 | hook-is-the-goal | The hook is the goal… it needs to create tension between present state and desired state. | IN | September turn, stripped of the jargon: "hold where they are and where they want to be, in the same breath." |
| 1:45:53 | one-thing-black-white | One thing, black and white. Gray is not allowed. Either you did it or you didn't do it. | IN | Verbatim, under the weekly score. The only line kept word for word. |
| 1:50:32 | you-find-what-you-look-for | You will find what you're looking for… buy a car and you see it every seventh car. | IN | December turn — makes the monthly review something he wants rather than owes. |
| 1:50:51 | nature-no-failure | Nature doesn't have failures, Mike. The bird does not go outside to sing and think what everybody's going to think about it. | IN | The close. Protects the number when August produces one, not two. |
| 1:45:22 | no-date-no-priority | If there's not a date and time set on something, it's not a priority and it won't happen… 93%. | IN | Closing section, as prose not statistic: "you've watched it be true in somebody else's business already." |
| 1:43:21 | create-interest-dont-wait | A lot of people wait for things to happen. If you know how to create interest, you'll get faster results. | IN | Folded into September's free-thing mechanics rather than stated. |
| 21:33 | get-them-to-say-the-solution | — the device you ran at 1:40:33 to make him say "well, you need a plan" | HELD | Live only. Cannot be performed in print. Your primary Tuesday move. |
| 19:28 | five-layers-deeper | — the repeated "what else" until the third answer | HELD | Live only. Use it on question two and question five. |
| 1:21:52 | selling-is-relationship | Selling is a four-letter word for relationship. | HELD | He already agrees. Spending it in print buys nothing — it's rapport, not a turn. |
| 43:48 | most-money-least-effort | — target where the most money sits for the least effort | HELD | This is the buyer question. Save it for December, or for the moment he asks what to change. |
| 14:52 | system-not-learning-is-dead | — a system that isn't learning is dead | HELD | Too abstract for a man at zero clients. Holds until he has data to learn from. |
| 35:55 | referral-tally | — the explicit two-way referral count | N/A | Andre's problem, not Mike's. |
Left is what it is. Right is what it's called on his page. He never hears a name, an author, or a date.
| Source (never spoken) | Job | The mechanism | What Mike calls it |
|---|---|---|---|
| Sandler Cookbook · 1967 | arithmetic | Divide the income number backward through close rate → proposals → appointments → dials until you reach a count a man can do before lunch. Measure behaviour only, never outcome, because behaviour is the only thing he controls. | "Your number, and what's under it" — and the line you don't control two sales; you control twelve conversations. |
| 12 Week Year · 2013 | cadence | Split lead indicators from lag. Score only the lead. One percentage every Friday, 85% is the line, two weeks below is the conversation. | "The only number that matters weekly." No mention of twelve weeks — his six months stay six months, per your call. |
| Hoshin X-Matrix · 1965 | page shape | Nothing appears unless it connects to something on the opposite side. Every activity traces to a target. | Invisible. It's why every month carries both a weekly count and a month-end figure, and why nothing sits on the page unconnected. |
| Operation Crush · Intel, Dec 1979 | the story | Motorola's chip was better. Grove didn't change the product — he cascaded weekly field quotas. 2,000 design wins targeted, 2,500 booked, one was IBM. | Not on the page at all. You say it out loud, as a story, when he goes quiet on the math like he did at 1:32:18. |
The arithmetic itself, filled on your sheet and blank on his: $5,000 ÷ $2,500 = 2 clients · ÷25% close = 8 conversations · ÷80% show = 10 booked · ÷20% = 50 conversations · ÷20% = 250 reached · ÷21 days = 12 a day.
Ask him for every figure. The moment he does the multiplication himself, the number stops being yours.
Live now — mike-call-sheet.pages.dev (yours) · mike-six-months.pages.dev (his) · four-models.pages.dev (the models, internal)