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Advisory IncubatorTM Bottom-of-Funnel Mastery: Converting Engagement Letters Into Signed Clients © Advisory Incubator, Inc. All rights reserved. 1. Introductory Disclaimer: The P.A.RM.TM Context Before we dive into the tactics of closing in the 8th and 9th inning, you need to understand where this part of the system lives. Our closing framework is the P.A.RM.TM Sales Process — a proprietary system that activates the moment someone positively responds. P = Positioning. This is step one, and it’s non-negotiable. You must be positioned as an advisor commanding five- and six-figure fees upfront, not a fulfillment vendor or “lead gen guy.” Our program goes deep into repositioning — step by step — so you know how to reset how prospects see you. Example: One student came in positioned poorly, about to charge a couple thousand on retainer. Mid-engagement, we flipped the deal and deployed the P.A.RM.TM sales process while he was still positioned poorly. and he closed a $20K upfront deal on the exact same engagement. A = Anchoring. Anchoring is the art of discovery. By asking the right questions, you extract the internal benchmarks a client already has (ACV, LTV, pipeline choke points, etc.), then build a proposal anchored on mathematical outcomes — not esoteric promises and deliverables. Our program goes very deep here. We train you to feed these data points into AI systems that generate board-defensible proposals rooted in logic and benchmarks. This is the bulk of the process. RM = Risk Mitigation. Even if you position poorly or anchor lightly, you can still close if you understand risk mitigation. This means protecting the client’s downside so they know their worst-case outcome still produces a return. Example: Charging $20K–$50K, half upfront with a milestone that triggers the remaining fee. If the milestone isn’t hit, you keep working until it is. Their worst case is paying X and receiving Y — pipeline value or realized revenue. This reframes your fee as an investment with a clear ROI, even if you lose the milestone - they still win. © Advisory Incubator, Inc. – All rights reserved. No part of this document may be copied, shared, reproduced, or sold without the express written consent of Advisory Incubator, Inc.. Any unauthorized use, duplication, or distribution will be subject to legal action. This material is provided under a limited End User License for educational and informational purposes only. It may not be used for any commercial purpose outside of your direct participation in Advisory Incubator, Inc. programs.