# Run-of-show — annotated timed template

The full template the SKILL.md skeleton points to. Timings assume a ~60-minute live
webinar selling a single offer. Scale blocks proportionally for shorter/longer slots.
The stack changes by offer type — notes at the end.

## The principle

The opening story plus the teaching should do ~80% of the selling. By the time you
reach the offer, the audience should already believe they need it; the ask is then a
small step, not a leap. Reverse-build every block from the offer line you wrote first.

## Timed blocks

```text
00:00–05:00  HOOK
  - The big promise, stated once, plainly. "By the end of this hour you'll know X."
  - The story: a specific before→after (yours or a student's). Concrete numbers.
  - First poll inside minute 5 — sets the norm that this room participates.
  - Name the agenda in one line so they know the pitch is coming (no ambush).

05:00–40:00  TEACHING — one block per false belief (2–3 blocks)
  Block 1: false belief → why it's wrong → the true mechanism → proof.
  Block 2: same shape, the next belief in the chain.
  Block 3 (optional): the belief that makes "do it yourself" feel hard.
  - One poll between blocks (~every 10–12 min).
  - One live resource CTA mid-teaching — a downloadable the offer builds on.
    This download is ALSO your engagement flag for follow-up segmentation.

40:00–42:00  PERMISSION TRANSITION  (the make-or-break moment)
  - Acknowledge the slides are enough to DIY.
  - Ask permission to show the done-with-you path. Name the mode switch.
  - Promise Q&A after, so nobody feels trapped.

42:00–52:00  STACK + OFFER
  - Each component framed against the cost of staying stuck, not as a feature list.
  - Price revealed AFTER the stacked value, once.
  - The single next step + a clean, real deadline (no fake countdowns).

52:00–60:00  Q&A / CLOSE
  - Handle live objections. Restate the next step + deadline as you answer.
  - Do NOT re-open the teaching — questions only.
```

## The permission-transition script pattern

The bridge from teaching to offer is where most webinars die. The pattern:

1. **Validate the DIY path.** "These slides are enough to do this on your own."
2. **Offer the faster path as a choice.** "For those who'd rather do it with us..."
3. **Ask permission + time-box.** "Can I take two minutes to show you how?"
4. **Promise the exit.** "Then we'll open it up for questions."

```text
"That's the entire method — and honestly, the slides I just shared are enough to
 run it yourself. Some of you will, and that's great. For the rest of you who'd
 rather not spend six months figuring out the edge cases alone — can I take two
 minutes to show you exactly how we do this with you? Then I'll stay on for every
 question you've got."
```

This lowers resistance because it hands the room a choice instead of a sales lurch,
and it earns the pitch rather than springing it.

## Poll placement

- Minute 5: an easy opinion poll. Goal is participation habit, not data.
- Between teaching blocks: a poll that surfaces the belief the next block breaks
  ("What's your biggest blocker with X?") — it pre-sells the teaching.
- Just before the transition: a readiness poll ("Want the DIY path or done-with-you?")
  — it segments the room and warms the offer.

## How the stack changes by offer type

| Offer | Stack emphasis | Next step asked for |
|---|---|---|
| High-ticket cohort/coaching | transformation + access + accountability | book a call |
| Course / self-serve product | outcome + speed + bonuses | buy now, deadline pricing |
| Free trial / SaaS | activation + time-to-value | start trial, guided onboarding |
| Lead-gen / consultation | the diagnosis they'll get | book the consult |

Keep the offer to ONE primary next step. A second option splits the room's attention
and lowers conversion on both.
