Worksheet 6.1 · Module 6: The Architecture

Offer Architecture Map

Four stages. Each with a clear bridge to the next.

The pathway already exists in your ecosystem. The assessment, the book, the newsletter, the course — each corresponds to a stage. This worksheet maps what exists, finds the gaps, and designs the bridges that make the path obvious.

The goal of this worksheet

When someone recognizes themselves in your work, they need a clear next step. Not the course yet — the next step. This worksheet creates that bridge at every stage so the path from first recognition to client is never unclear.

Section 1 of 4

Map Your Assets to the Four Stages

List every piece of your current ecosystem — every offer, piece of content, resource, and touchpoint — in the stage where it lives.

Recognition

Assessment, content, conversations, referrals

Language

Book, newsletter, free resources, framework content

Permission

The course, the sales page, the consideration stage

Action

Enrollment, circle, VIP intensive, the decision

Section 2 of 4

Find the Gaps

Look at each transition. Where is the next step unclear? Where does someone arrive at a stage and not know where to go?

Recognition → Language: When someone has their first moment of recognition, what is the clear next step? Is there one?

What exists? What is missing?

Language → Permission: When someone has the vocabulary and understands the framework, what moves them toward considering the course?

Permission → Action: When someone is considering the course, what makes the enrollment step obvious and easy?

Section 3 of 4

Design the Bridges

For each gap: one clear next step. Not a campaign. The single most useful thing at the moment they arrive at that transition.

Bridge 1 — Recognition to Language: what is the one thing that deepens the recognition and begins building the relationship with the ideas?

Bridge 2 — Language to Permission: what is the one thing that moves someone from understanding the framework to considering whether the course is right for them?

Bridge 3 — Permission to Action: what makes the enrollment step clear and frictionless?

Section 4 of 4

The Bridge Invitations

Write the honest, specific, unpressured invitation for each bridge. Not marketing copy — the next step, named clearly.

The invitation at Recognition: what do you say at the end of a recognition-producing post?

"If this named something for you, ___"

The invitation at Language: what do you say to someone who has been in the Language stage for a while?

The invitation at Permission: what do you say to someone who is considering the course?

Worksheet 6.1 — Completion Marker

This worksheet is complete when every stage has a clear bridge to the next — and you can describe the path from stranger to client in four sentences:

"They enter through ___. The next step is ___. From there, ___. The decision happens when ___."

Worksheet 6.2 · Module 6: The Architecture

Client Pathway Audit

How trust actually built — and where the decision happened.

Trust is built through consistency of observation over time — not through credentials or promises. This worksheet maps how your last three clients actually came to you, finds the patterns, and identifies the gap where the path becomes unclear.

Why this matters

The Ownership stage — when recognition deepens into the client's own understanding — is where most sales are either made or lost. Not because they stopped wanting to move, but because the next step was unclear. This worksheet finds that moment and names it.

Section 1 of 5

Map Your Last Three Clients

For each client, move through the five stages and note what happened at each one.

Client 1

Exposure: how did they first encounter your work?

Observation: how long did they watch before reaching out? What did they engage with?

Recognition as pattern: what was the moment they realized you keep seeing clearly?

Ownership: when did they start using your language? What did they say that told you they were already in it?

Decision: what triggered the reach-out? What did they say when they contacted you?

Client 2

Exposure:

Observation:

Recognition as pattern:

Ownership:

Decision:

Client 3

Exposure:

Observation:

Recognition as pattern:

Ownership:

Decision:

Section 2 of 5

The Patterns

What is consistent across those three journeys?

What was the most common entry point?

How long did the observation stage typically last?

What did trust look like when it crystallized? Was there a specific piece of content, a conversation, a moment?

What did they say in each case that told you recognition had become ownership?

Section 3 of 5

The Gap

Where in the journey do most people who are interested but not yet clients get stuck?

Think of three people who are currently in your world — observing, engaging, but not yet clients. Where are they in the five stages?

What is the specific thing that is not yet clear for them — the bridge that is missing?

Section 4 of 5

The Bridge

One thing. The single clearest next step for the person at the gap stage.

What is the one thing that, if added to your current pathway, would make the transition clearest for the people currently stuck between observation and decision?

Section 5 of 5

The Invitation

Write the honest, specific, unpressured invitation for the person at the gap — the one that makes the next step obvious without manufacturing urgency.

"If you are here — if this has been true for you and you've been observing for a while — the next step is ___."

Worksheet 6.2 — Completion Marker

This worksheet is complete when you know where the gap is and have one honest invitation to bridge it:

"The stage where most people get stuck is ___. The bridge I've designed: ___. The invitation I'll use: ___."

Worksheet 6.3 · Module 6: The Architecture

Sales Conversation Guide

Your four moves, in your own language, prepared for the conversation.

Your job in a sales conversation is to help your client see their situation clearly. This worksheet names which of your behaviors help their do that and which get in the way, then prepares four specific moves so you walk in with a plan.

How selling works here

Observation. Questions. Language. Clarity. The decision belongs to your client. Your job is done when they can see clearly enough to choose. That is the whole methodology.

Section 1 of 5

Name the Miscongruent Version

The specific selling behaviors that feel wrong for you — and what they cost when you engage in them.

List the specific selling behaviors that feel miscongruent with who you are:

Creating urgency that isn't real. Overcoming objections that should be respected. What else?

What happens in you when you engage in those behaviors? What does it cost?

Section 2 of 5

Name the Congruent Version

Your natural way of operating in a sales conversation — in your own words, not the framework's.

Describe how you naturally operate in a conversation with someone who might hire you. What do you do? What do you listen for?

Describe the moment you can tell a sales conversation is working. What is happening when you feel most like yourself in it?

Section 3 of 5

Prepare the Four Moves

Write what you actually say for each move — in your own language. Not a script. The honest version of how you operate.

Move 01

Listen for the real problem

What questions do you ask to get beneath the surface problem to what they actually need?

Move 02

Name what you actually see

How do you tell them what you heard — the honest version, not the version designed to position you?

Move 03

Show your client where they are in the map

How do you help their see their situation in the context of the framework — as illumination, not prescription?

Move 04

Let the decision be theirs

How do you state your offer clearly and then stop — without filling the silence or applying pressure?

Section 4 of 5

The Difficult Moment Preparation

Where do you tend to break congruence — and what is the prepared response that keeps you in it?

Describe the specific moment in a sales conversation where you are most likely to shift into performing. What triggers it?

The long pause after your offer. The moment they say "I need to think about it." The moment you feel the pull to convince.

What do you say instead — the congruent response that keeps the space open without filling it with pressure?

Section 5 of 5

The Close

The honest, clear offer statement. No pressure. No manufacturing. The offer, stated plainly, with a clear next step.

Draft your close in your own words:

State what you offer. Explain how it addresses what you heard. Name the next step. Stop.

Worksheet 6.3 — Completion Marker

This worksheet is complete when you can enter a sales conversation knowing exactly what you will and won't do — and what you'll say at the difficult moment:

"My congruent version: ___. The moment I'm most likely to break it: ___. What I say instead: ___."