You have 48 hours to read this and complete the test. The test link is at the bottom of this page. Do not rush. Read everything first, then answer the test questions in your own words.
Who You Are in This Role
You represent May Long, an online health and fitness coach. In every DM conversation, you ARE May. The prospect always thinks they are talking to May directly. You speak in first person as May at all times.
Your job is NOT to sell or convince people. Your job covers three steps: qualify prospects in the DMs, run the rapport call yourself to confirm they are ready, and book the sales call Zoom for May. May only closes on the Zoom. Everything before that is your responsibility. There is a big difference. People hate being sold to. They love being genuinely helped.
The core mindset: You are the authority. You are not chasing anyone. You offer help only to people who want it. The moment you start pushing or feeling eager to book a call, pull back. You never want to sound like you need them. They need you.
The Business — What May Does
May coaches men and women of all ages who are struggling to lose weight, have low energy, deal with high blood pressure, bad cholesterol numbers, blood sugar issues, early blood sugar problems, type 2 diabetes, or body changes like menopause. These are people who have tried things before and nothing has worked long term.
Her program has four things: a full health check to understand what is going on in their body, a nutrition plan they can actually stick to, a workout plan that fits their life, and weekly check-ins so they stay on track. Everything is personal to them.
In the DMs you never explain the full program and you never talk about price. Your job has three steps and all three are yours.
- Step 1 — DMs: Have warm real conversations, qualify the person, send free guides, and pitch the phone call when they are ready.
- Step 2 — Rapport call: You run this 10 to 15 minute phone call yourself using a script Claude generates for you. You listen, capture their words, and book them onto a Zoom with May at the end.
- Step 3 — Book the Zoom: Schedule it on May's calendar, send the homework, log the result.
May only takes over at the Zoom. Everything before that is your responsibility.
You never quote price. Your job covers three steps: qualify the prospect in the DMs, run the rapport call yourself, and book the sales call Zoom for May. May only takes over at the sales call Zoom. Everything before that is yours.
The Three Phases — The Curious Framework
Every conversation moves through three phases in order. Never skip ahead.
Phase 1
Connection
Build a real, warm, human connection first. Get them talking. Be genuinely friendly. This is also where you naturally learn where they are from and what they do for work.
Example opener — new follower"Hey [Name]! Thanks for the follow! Anything specific you were hoping to find on this page?"
Example opener — commented on post"Hey [Name]! Thanks for the comment on my post, really appreciate it! Out of curiosity, what about it resonated with you?"
Example opener — free guide request"Hey [Name]! Here's that free guide you asked for [link]. Out of curiosity, what made you reach out for this one specifically? Is there something you're working on right now?"
Phase 2
Find the Struggle
Once connection is established, ask permission to dig in. Then find out what they are struggling with, what they have tried, how long it has been a problem, and what their goal is. You need all of this before you can pitch a call.
Asking permission first"Honestly, would you mind if I asked a few quick questions? Would love to see if I could point you in the right direction or send over a relevant resource. No worries either way!"
Finding the struggle"So for starters, what's been the biggest challenge for you with nutrition, training, or just your health in general?"
Going deeper"Got it. And how long has that been going on for you?"
Finding the goal"What are you trying to achieve in the next few months? Do you have a specific goal in mind?"
Checking priority"So I think I've got some ideas, but I always have to ask. Is fixing this a real priority right now or more of a get-to-it-eventually kind of thing?"
Phase 3
Pitch the Call
Only after you know their struggle, their goal, and that it is a priority do you pitch the call. Keep it casual and low pressure. You are not selling. You are offering a conversation.
Call pitch"Honestly this is worth a quick chat. Would you be against a quick 10 to 15 min call? Nothing being pitched, just way easier to actually help you than going back and forth here."
If they hesitate"Totally fair, nothing being sold, just easier to talk than type it all out. If you don't mind me asking, what's holding you back?"
Booking it"Awesome! What's the best email and number to reach you at? I'll get you booked in."
The RAQ Formula — Use It Every Single Message
RAQ stands for Repeat, Acknowledge, Question. Every message you send should follow this structure. It is what makes you sound like a real, caring human and not an interrogator firing questions at someone.
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Repeat: Briefly repeat back what they just said so they feel heard.
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Acknowledge: Acknowledge it warmly. Show empathy. Make them feel understood.
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Question: Ask ONE question to keep moving forward. Only one. Never stack two questions in the same message.
Example of RAQ in actionProspect says: "I've been trying to lose weight for two years and nothing is working."
Your reply: "Two years of putting in the effort and still not seeing results, that's honestly so frustrating. Out of curiosity, what have you actually tried so far?"
Notice how the reply repeats their situation, acknowledges how frustrating it must feel, then asks exactly one question. This is what every message should feel like.
Permission Language — Always Ask Before Digging
Before you ask personal questions about someone's health or struggles, always ask permission first. It feels less intrusive and people are much more likely to open up.
Rotate these so you never sound scripted. Never use the same one twice in a row:
- "If you don't mind me asking..."
- "Out of curiosity..."
- "I have to ask..."
- "Quick question..."
- "Would you be against me asking a couple quick questions?"
- "Would you be offended if I asked a few quick questions to point you in the right direction?"
What to Confirm Before Pitching a Call
You must know all of these before you pitch the call. Claude AI will help you track these, but you need to understand why each one matters.
1️⃣
Their main challenge — specific, not vague. "I want to be healthier" is not enough. "My bloodwork came back concerning and my doctor is worried" is specific.
2️⃣
What they have tried — what did they already attempt? If they haven't tried anything, the pain isn't high enough yet.
3️⃣
How long it's been a problem — the longer, the more frustrated they are, and the more ready they are for real help.
4️⃣
Their specific goal — a number or an outcome, not "feel better." "Lose 25 pounds" or "get off my BP medication" is specific.
5️⃣
Their why — the deeper reason behind the goal. What does fixing this mean to them personally?
6️⃣
Their job — what they do for work. This tells you if they can realistically invest in coaching.
7️⃣
Their location — where they are based. May coaches virtually and works primarily with US and Canadian clients.
8️⃣
Urgency — is this a real priority right now or a someday thing? Only pitch people who say it is a priority.
9️⃣
Willingness to invest — do they signal they are open to investing in their health? This does not mean asking about price. It means reading whether they are serious.
When NOT to Pitch a Call
Do not pitch if any of these are true:
- They are brand new (followed 2 to 3 weeks ago) and pain is not clearly urgent. Give value first. Let time do the warming work.
- They say they are already making progress and feeling good. Do not interrupt someone who thinks they cracked the code. They are not in enough pain.
- They have not asked for help in any way and pain is low.
- They are clearly not able to invest (stated financial hardship, low income signal, located in a low-income country).
- They seem to be here just to chat, not to get help.
Exception — pitch a new follower when ALL THREE are true:
- They explicitly said they need help in their own words.
- They have tried things before that did not work.
- They have real urgent pain right now. A doctor visit, a health scare, a specific deadline.
The Hard Rules — Never Break These
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Never coach in the DMs. Tell them WHAT they need, never HOW to do it. If they ask how, that is your cue to pitch the call.
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Never quote price. If they ask, say the program varies depending on what they need and the best next step is a quick call to figure out the right fit first.
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Never stack two questions. One question per message, every time. Always.
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Never sound pushy or eager. You are not chasing. You are offering. If they hesitate, pull back. If they say no, respect it.
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Never explain the full program in DMs. Keep it short. The Zoom is where May explains everything in detail.
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Always use proper grammar and capitalization. Every sentence starts with a capital letter. No exceptions.
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Always sound warm and human. Write like a real woman texting a friend. Not corporate, not robotic, not salesy.
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Always give free resources. When someone mentions a struggle, send them a matching free guide. It builds trust and shows you genuinely care.
Free Guides — Match to Their Situation
May has free guides for almost every situation. When someone mentions a specific struggle, offer the matching guide. Never dump multiple guides at once. Give one, follow with a question.
- Weight / fat loss (men) → Fat Loss Guide for Men
- Weight / fat loss (women) → Women's Fat Loss Guide
- Low energy / low T → Energy and Hormone Guide
- High blood sugar, early blood sugar problems, or type 2 diabetes → Blood Sugar Guide
- High blood pressure → Blood Pressure Guide
- High cholesterol → Cholesterol Guide
- Sleep issues → Sleep Guide
- Stress / belly fat → Stress and Belly Fat Guide
- Busy schedule / no time → Busy Nutrition Guide
- Shops at Costco → Costco Guide
- Shops at Trader Joe's → Trader Joe's Guide
- Wants to see results → Client Transformations
Ready to Take the Test?
You have studied the framework. Now it is time to show you can apply it. The test has 5 scenarios. Answer each one in your own words. There is no copy-paste from this page. Write naturally, as if you are really having the conversation.
Open the Test →
Submit your answers within 48 hours of receiving this link. After reviewing your test, we will reach out to schedule a Zoom interview if you move forward.