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Identifying the
therapists who are
ready for more.
A qualification and identity-shift conversation — not a sales call. We listen for which of three therapists we're speaking to, and we mirror her real problem back to her before we ever mention a pathway.
These calls are not what you think.
Educate first, sell second. The therapist should feel deeply understood before we ask anything of her.
What these calls ARE
- Qualification calls
- Identity-shift conversations
- Opportunity conversations
- Strategic filtering conversations
What they are NOT
- Customer service calls
- "Checking in" calls
- Sales calls
- Scripts you read at someone
The HALO girls sound
They never sound
One course. Three very different therapists.
Awaken The Eyes™ is the universal entry point. Your job on the call is to quietly work out which of these three she is — and route her accordingly. Never name the type aloud. Diagnose silently, mirror her problem, then route.
The Builder / Rebuilder
The Sole Trader
The Clinic Owner
- Structured Confidence
- Client-Ready Method
- Professional Credibility
- Signature Treatment
- Local Authority
- Commercial Confidence
- Clarify the Offer
- Communicate the Value
- Monetise the Expertise
Not a fit for the Strategy Session
- Makeup artists wanting only an add-on
- Lash artists with no facial interest
- Brow artists wanting a quick upsell
- No desire for further education
- Only wanting a small treatment addition
- No ambition toward facial growth or mastery
- No investment mindset
- Genuinely happy and not seeking change
Twelve steps from hello to booked.
The goal: book a qualified therapist into a free 1:1 Strategy Session with Isabella (valued at $250) — live on the call via Calendly — which, when right, opens the door to the Intrinsic Intensive™, Expert Pathway or Master Pathway™.
Open the call.
"Hi lovely, it's (NAME) calling from Skinformé Academy. I'm just reaching out because I saw you recently joined us through Awaken The Eyes™ — and firstly, welcome."
"Is now still an okay time for a quick 10-minute chat?"
Set the context.
"The reason for the call is that Isabella likes us to personally check in with Awaken The Eyes™ students — because the therapists who choose that course are usually already thinking about where they want to take their facial work next."
"So this is really just about understanding where you're at right now, and whether there's a pathway that genuinely fits where you're heading."
Where is she in the industry?
This is your first signal for which of the three buyers she is. Listen, don't label.
"What does your work look like at the moment — are you working for yourself, in a clinic, or building things up?"
- New / returning / rebuilding → likely Builder
- Working solo, skilled, wants to be known → likely Sole Trader
- Owns or runs a clinic / team → likely Clinic Owner
How central are facials?
"Are facials already a real part of what you do — or something you're wanting to move more toward?"
"How much of your focus is on skin and facial work right now?"
Why did she really join?
Listen underneath the answer — the words she uses tell you which problem she's living in.
"What made you choose Awaken The Eyes™ specifically — what were you hoping it would help with?"
- Builder language: confidence, feeling ready, structure, "doing it properly," nervous with clients
- Sole Trader language: standing out, being known, consistent bookings, a signature treatment, charging well
- Clinic Owner language: packaging, pricing, menu, retail, margins, monetising skill, value clients can see
Uncover the real problem.
The most important section. Ask the questions that surface her version of the buyer problem. Then mirror it back in Step 7.
"What's the biggest thing you feel is missing right now?"
If Builder → "Do you feel confident and client-ready, or like you're still waiting until you feel ready?"
If Sole Trader → "Do you feel known for something specific in your area — or a little interchangeable with everyone else?"
If Clinic Owner → "Do you feel your expertise is packaged and priced in a way that reflects how good you actually are?"
Mirror her problem back.
Don't name the type. Reflect her own problem in her own words — this is the moment she feels understood. Pick the matching mirror.
Fit, or not?
Reinforce Awaken The Eyes™.
"Honestly, I think you've chosen the perfect course for where you're at right now."
"Awaken The Eyes™ on its own can elevate your treatments and easily justify charging more through the experience and results alone."
"Based on everything you've shared, I genuinely think it's the right fit for you for now." End warmly.
Sound impressed.
"To be honest, you sound exactly like the type of therapist Isabella loves working with."
"You're already thinking beyond just doing treatments — about positioning, reputation and where you want this to actually go. That's usually the sign of someone ready to elevate."
Position the 1:1 Strategy Session.
"Each month Isabella personally gifts a small number of 1:1 Strategy Sessions to therapists who show real ambition and a genuine desire to grow their facial work."
"It's a 30-minute session valued at $250 — but completely free when she feels she can genuinely help."
"The session is built to identify:
- what's currently keeping you stuck
- where your biggest opportunity for growth is
- how to elevate your treatment experience and positioning
- and whether a pathway like the Intrinsic Intensive™ genuinely fits your goals."
"It's not offered to every Awaken The Eyes™ student — it's for therapists genuinely looking to grow and elevate. Based on everything you've shared, I think you'd be a really strong candidate."
Pre-frame the pathway, then qualify.
Plant the seed — do not hard sell. Then get three quiet yeses. If she hesitates → nurture only, do not book.
"The therapists who get the most from these sessions are usually ready for stronger facial identity, advanced touch skills and the confidence to charge what they're worth — and that's often what leads them toward the Intrinsic Intensive™ pathway."
"Are you actively wanting to grow your facial business right now?"
"Are you genuinely open to advanced education if the right pathway made sense?"
"Are you looking to really elevate over the next 12 months?"
Award & book the session — on the call.
Don't just "collect times." Book her in there and then, while you're on the phone, using Isabella's Calendly. This is the moment the whole call has been building toward.
"Amazing — I'd genuinely love to put you forward for one of Isabella's 1:1 Strategy Sessions. I really think you'd get a huge amount from it."
"Let's lock it in right now while we're chatting — I'll find a time that works for you. What does your week tend to look like?"
Book it on her behalf now. Open Isabella's calendar, find a slot together, and enter the customer's name and email so the invite goes straight to her.
Open Isabella's Calendar →- Confirm her preferred day & time verbally before you open the link
- Select that slot in Calendly and enter the customer's name and email (not yours)
- Confirm the booking — Calendly sends her the calendar invite automatically
- Tell her: "Perfect, you're locked in for [day/time]. You'll get a calendar invite from Isabella in the next minute or two."
- Note her buyer type in the CRM — internal only, never said aloud
Set up the intake form before you hang up.
After booking, the customer is automatically emailed a short intake form. Tell her it's coming and why it matters — a pre-framed form gets filled in; a surprise one gets ignored.
"One last thing — you'll also get a short form by email. It only takes a few minutes, and it's what allows Isabella to actually prepare for your session properly, so it's personalised to you rather than generic."
"Do me a favour and fill it in before your session — it genuinely makes a big difference to how much you get out of your time with her."
The intake form is sent to the customer automatically by email once the Calendly booking is confirmed. You don't send it manually — but here it is for your reference so you know what she's filling in.
View the intake form →Her words tell you everything.
Green-light language sorted by buyer type — and the red flags that mean reinforce Awaken The Eyes™ and close warmly.
● Green light — route to the session
- I don't feel ready yet
- I'm worried clients will judge my experience
- I don't know how to structure a treatment
- I keep doing more courses before I start
- I'm coming back after time away
- I want to do this properly
- I want to be the go-to facialist here
- My bookings are inconsistent
- Clients cancel last minute
- I feel interchangeable with everyone else
- I want a signature treatment
- I don't want to compete on price
- My menu is overcomplicated
- Clients say we're too expensive
- I'm undercharging for our skill
- Our retail conversion is weak
- Income is capped by treatment hours
- We've got no clear hero offer
◯ Red flag — reinforce ATE only
- I just wanted another quick add-on
- I'm not really into facials
- I just wanted something easy
- I don't really want more education
- I'm happy where I am
- I just wanted another service
If you hear these — reinforce the value of Awaken The Eyes™, end warmly, and do not pitch the session.
Three lights. One decision.
- Clearly one of the three buyer types
- Emotionally invested in growing
- Feels frustrated or stuck
- Wants authority / differentiation / profit
- Open to advanced education
- Investment mindset present
- Interested but not urgent
- Financially hesitant
- Not emotionally committed yet
- Curious but not ready
- Only wants a small add-on
- No growth desire
- No facial direction
- No investment mindset
- No ambition toward mastery
The HALO girls aren't simply booking calls.
They help each therapist realise:
"I don't just want another treatment.
I want to become known for something."