[7/24/26] AGOGE Sales Training – Dan Kasman takes on Derek

In this AGOGE sales training call, hosts Derek and Uncle Tim lead contractors through discussions on overcoming business slumps, standing out from competitors, charging consultation fees, and tracking weekly metrics, culminating in Dan Kasman successfully passing his Black Belt roleplay exam.

Webinar Summary

During the session, the coaches address contractor mindset and pricing strategies, emphasizing the importance of differentiating service, knowing exact numbers, and avoiding negotiating against oneself during slow periods. Participants like Josh Cougler share success stories, such as boosting closure rates to 80% and gross profits to 60% after implementing consultation fees. The call highlights accountability by encouraging members to track and share weekly leads, sales, and revenue figures. Finally, the session culminates with a live roleplay exam where Dan Kasman navigates a bathroom remodeling sales scenario with Derek, successfully securing an in-person consultation and earning his Black Belt.

Key Highlights

  • Contractor Mindset & Business Slumps: Rodolfo shares his struggles with a summertime dry spell and refusing low-paying jobs, prompting a discussion on using downtime to roleplay and work on the business rather than just in it.

  • Consultation Fees & Profit Margins: Derek and Uncle Tim emphasize charging consultation fees to protect time, while Josh Cougler reports an 80% close rate and 60% gross profit after introducing consultation fees.

  • Avoiding Self-Negotiation: Coaches stress knowing true operating numbers so contractors do not offer arbitrary discounts or negotiate against themselves out of fear.

  • “Different is Better Than Better”: Uncle Tim urges contractors to stand out through superior service, professional branding, and responsiveness rather than engaging in a race to the bottom.

  • Belt System Recognitions: New belt achievements were celebrated, including Emil Morias (Purple Belt), Melissa Amaya (Blue Belt), and Brandon Allen (Green Belt).

  • Weekly Metric Tracking: Derek models weekly tracking by sharing his stats (6 leads, $47,454.81 in revenue, $35,795 sold) and challenges all participants to bring lead and revenue figures to future calls.

  • Black Belt Roleplay Exam: Dan Kasman roleplays a sales call with Derek regarding a problematic bathroom remodel, successfully discovering pain points, proposing a $500 consultation fee, and booking an appointment.

  • Black Belt Achievement: Following feedback from Derek, Tim, Terry, and Troy, Dan Kasman officially passes his exam and earns his Black Belt.