Closing Protocol — Simon Shirazi | Golden Capital Insurance

📋 Deal Intelligence Brief

🏢

12 Years, BBB A+, Inbound

Simon came inbound — he's already sold on the idea of marketing help. He has an established business and reputation. Trust is not the blocker.

📍

LA Market = High AOV

Commercial insurance in Woodland Hills (LA) = high-value B2B clientele. His clients are likely small-to-mid enterprises. He understands ROI language.

🎯

The Real Problem

Independent brokers compete against massive carriers (State Farm, Allstate) who spend millions on ads. Simon's edge is his personal expertise and relationships — which social media is PERFECT for amplifying.

💰

Why $9K Is Easy to Justify

One commercial insurance policy can generate $3K-$15K in commission. Simon gets 1 extra client from our content = his annual GB fee paid. This is the math to use.

📅 5-Step Closing Sequence

1

Post-Discovery Follow-Up Email — Send Within 2 Hours of Call

Same Day as Discovery Call

Send this immediately after the discovery call while you're fresh in his mind. Reference specific things he said on the call — the more personal, the better. Insert [PAIN POINT HE MENTIONED] from your notes.

📧 Post-Discovery Email

Subject: Here's exactly what I'd build for Golden Capital

Hi Simon, Really enjoyed our conversation today. What you're building at Golden Capital is impressive — 12 years of that reputation deserves to be seen far beyond your current referral network. Here's what I kept thinking about while we talked: You're competing against State Farm, Allstate, and Farmers who spend tens of millions on brand awareness. You can't out-spend them. But you can out-TRUST them — because you're a real person, a real expert, with real client relationships. That's what social media does for an independent broker: it turns your expertise into a magnet for exactly the kind of commercial clients who want a real relationship, not a 1-800 number. Based on what you shared, I put together a quick look at what I'd build for you in the first 90 days: — LinkedIn thought leadership: 2 posts/week positioning you as the go-to commercial insurance voice in LA — Instagram trust content: client-focused education, myth-busting, real results (no stock photos) — Google presence amplification: repurposing content for SEO-friendly local authority — One story hook: converting your 12 years of "I've seen everything" into content that makes people feel safe before they even call you I'd love to walk you through the full proposal. Are you available for a 30-minute call [DATE/TIME OPTIONS]? I can have the proposal in your inbox 24 hours before. — [JOSH'S NAME] GrowthBoss | josh@growthboss.co | growthboss.co

2

Proposal Delivery + Presentation Call

24-48 Hours After Discovery

💡

Before this call: Build a 1-page custom proposal focused on: LinkedIn authority strategy, trust content, 90-day roadmap, local LA market positioning. Reference the CDL 10× ROI case study as social proof (landscaping = also referral-dependent business = same dynamic).

📞 Opening — The Callback

"Simon, thanks for taking a few minutes. I sent you the proposal earlier — did you get a chance to glance at it? I just want to make sure the direction feels right before I answer any questions."

Goal: confirm he's looked at it, set collaborative tone. Don't pitch yet.

🔍 Diagnosis — Let Him Talk

"Before I walk through the plan, let me ask — in a perfect world, what would success look like for Golden Capital on social media, say, 12 months from now?"

Listen for: more commercial clients, more referrals, credibility with larger accounts, younger client base, etc. Whatever he says — use it to frame your pitch.

"And what's been the biggest challenge with your current marketing, if anything?"

This surfaces the real pain. He might say: 'I rely 100% on referrals' or 'I post but nothing happens' or 'I never know what to post.' Each answer = your opening.

🎯 Pitch Pivot — Connect His Words to Your Plan

"Okay — so what I built in the proposal directly maps to exactly that. [REFERENCE WHAT HE SAID]. The reason most insurance brokers fail at social media is they post products. What we do instead is post expertise — and expertise builds the trust that makes people pick up the phone and call you instead of googling State Farm."

Then walk through the 3 pillars: (1) LinkedIn authority, (2) Trust content, (3) SEO amplification.

💰 The Math — 1 Client Pays for Everything

"Here's the math I want to share: your investment with us is $750/month. One commercial policy commission for you is — what, $3,000 to $10,000+? So if we get you one incremental client in the next 12 months, we've paid for ourselves. Everything after that is pure ROI. Does that math make sense to you?"

Let him say yes. Then move to close.

🤝 Soft Close

"Simon, I want to be straightforward with you. We have a couple of spots available for Q1 right now, and we work best with clients who are ready to move. If this feels right to you — and I think it does based on our conversations — the next step is just a quick onboarding call and we start building your content plan this week. What does your schedule look like?"

3

Day 3 Follow-Up — "Spring Season Timing" Angle

3 Days After Discovery

📧 Day 3 Follow-Up Email

Subject: Q2 business season starts in 3 weeks

Hi Simon, Just checking in — I know you're busy and things move fast in your business. I wanted to mention the timing piece, because it's relevant: March is when commercial clients start making decisions about their Q2 insurance reviews, renewals, and new coverage. If your content is in market by then, you're positioned exactly when buyers are actively thinking about it. If we start this week, we can have your first round of LinkedIn and Instagram content live before March 15. Happy to answer any questions on the proposal or jump on a quick 15-minute call. Just let me know. — [JOSH'S NAME]

4

SMS / Text Backup

Day 4-5 (If No Email Reply)

💬 SMS Script — Short & Direct

"Hey Simon — [JOSH] from GrowthBoss. Just wanted to circle back on the proposal. Happy to hop on a quick call if you have 15 minutes. No pressure — just want to make sure you have everything you need to make the decision. What works for you this week?"

Phone: +1 (818) 983-7575. Text is often better than calls for LA-based professionals. Keep it friendly, not pushy.

5

Day 7 — "Closing the Slot" Final Email

7 Days After Discovery

📧 Final Email — Graceful Scarcity

Subject: Closing out our Q1 spots this week

Hi Simon, I want to be transparent with you: we're filling our Q1 onboarding spots this week, and I need to confirm our roster by Friday. If Golden Capital is something you want to move forward with, I can hold your spot through Thursday. If the timing isn't right, no hard feelings at all — I'd rather you make the right decision for your business than rush into anything. Just let me know either way so I can plan accordingly. — [JOSH'S NAME]

This email works because it creates real urgency (not fake) and gives him permission to say no — which paradoxically makes him more likely to say yes.

🛡️ Insurance/Professional Services Objection Handlers

💬 "I get all my business from referrals — social media doesn't really apply to me."

Reframe: Referrals are amazing — but they're also a single point of failure. What happens when a top referral partner retires, changes careers, or switches to a competitor? Social media doesn't replace referrals; it adds a second pipeline. AND it makes your referral partners look better when they recommend you — because when Simon googles you and sees a strong LinkedIn presence and valuable content, it validates the referral. Your content becomes the thing that converts the referral from "might call" to "definitely calling."

"Referrals are actually where we help most. When someone refers you, the first thing their friend does is look you up. If your LinkedIn shows 12 years of expertise and value-driven content, that referral closes faster. Social media doesn't compete with your referrals — it supercharges them."

💬 "I've tried posting before — nobody engages with insurance content."

Reframe: Most insurance content IS boring — because it's about policies, not people. Nobody wants to read about deductibles. They DO want to read about "the time I saved a client from losing everything because they had the right coverage." Story-based, education-first content performs. Your 12 years = 12 years of stories that position you as the expert who protects people.

"The reason most insurance content fails is it talks about products, not problems. We'd build content around your expertise — the decisions you've helped clients make, the risks they didn't know they had, the questions you get every week. That content gets shared. That content builds a following. That following becomes a pipeline."

💬 "Your prices are higher than I expected."

Reframe: Frame it as commission math. One commercial policy for Golden Capital likely generates $3K-$15K+ in commission. Our fee is $750/month. If social media gets him ONE incremental commercial client in 12 months, the ROI is clear. Ask him what one new commercial account is worth to him.

"Let me ask you — what's a typical commercial insurance commission for your book of business? If it's $5,000, then we need to get you one extra client this year to completely pay for our services. And based on what I've seen work for similar professional service businesses, we'd expect to generate significantly more than that. Does that math make sense?"

💬 "I need to think about it / talk to my team."

Reframe: Don't fight it — but nail down the timeline and the actual objection. "Think about it" almost always means something specific: price concern, timing concern, or a genuine question they haven't voiced.

"Absolutely, take the time you need. Can I ask — is there a specific part of the proposal you want to think through? Sometimes I can clear things up in 2 minutes and save you the headache. And if it's timing, I can work with you on that too."

After he responds: address the specific concern or say "Great, I'll check back in Thursday — does that work?"

💰 Pricing Options to Present

Lead with Option B. Mention Option A as the "starter" only if he pushes back on price. Option C exists if he asks about full-service.

Option A — Starter

$750

/month

$9,000 / year

8 posts/month (IG + LinkedIn)
Captions + hashtags
Monthly content strategy
Profile optimization

⭐ RECOMMENDED

Option B — Authority

$1,249

/month

$14,988 / year

12 posts/month (IG + LinkedIn)
LinkedIn thought leadership
Stories + Reels content
Monthly performance report
Competitor monitoring
Community engagement

Option C — Full Engine

$1,999

/month

$23,988 / year

16 posts/month all platforms
Paid social management
Lead gen campaigns
Blog/SEO content
Weekly strategy calls
Full creative team

🎯 Verbatim Close Line for Josh

🎤 Say This on the Call

"Simon, you've built 12 years of credibility the hard way — client by client, referral by referral. The only thing missing is an audience that sees it. Let us build that audience for you. One extra commercial client this year, and we've paid for ourselves. Everything after that is compounding. Are you ready to get started?"

🗓️ 7-Day Sequence Calendar

Discovery Call Day

Step 1: Post-Discovery Email (2 hours after call)

Recap what he said, preview what you'd build, book the proposal presentation call.

Day 1-2 After Discovery

Step 2: Proposal Delivery + Presentation Call

Custom 1-page proposal in his inbox. Phone call to walk through it. Soft close at the end.

Day 3

Step 3: "Spring Season" Follow-Up Email

Q2 timing angle. March commercial season starts. Start now = content live by March 15.

Day 4-5

Step 4: SMS Backup (if no reply)

Short, friendly text. Ask if he has 15 minutes. LA-based — texting is natural.

Day 7

Step 5: "Closing the Slot" Final Email

Graceful urgency. Filling Q1 roster by Friday. Yes or no — either is fine. Creates real decision point.

Simon Shirazi — Golden Capital Insurance

📋 Deal Intelligence Brief

📅 5-Step Closing Sequence

🛡️ Insurance/Professional Services Objection Handlers

💰 Pricing Options to Present

🎯 Verbatim Close Line for Josh

🗓️ 7-Day Sequence Calendar