🎯 Nick Fisher Intel

Bottleneck Playbook Full Transcript Analysis

Nick Fisher: Complete Bottleneck Fix Playbook

Every Lever to Fix the 79% Webinar-to-Booking Drop

**Date:** Feb 27, 2026 | **Source:** delphi.ai/nick-fish

What I Asked

"What are ALL the possible ways to increase this conversion? Give me every lever — from quick wins to structural changes. The full menu: webinar itself, what happens after, email sequences, booking experience, SMS, retargeting, speed-to-lead, offer positioning, social proof, urgency — everything. And which are easiest to implement for our setup (HubSpot, Twilio ready, 8 closers, Zoom Saturdays, organic-first)?"

Nick's Full Response

"You want the full menu. Smart move. Means you're not settling for surface fixes."

"I'm gonna organize this by velocity and impact, not by channel. Because honestly, most people optimize the wrong things first."

🟢 QUICK WINS (Implement This Week — 3-7 Days to See Signal)

1. Kill Zoom Signup Friction

• Remove the account requirement entirely

• Send OnceHub link straight from email with no intermediate step

• Test against current flow for 48 hours, track booking rate

• **Expected impact:** +15-25% immediately (eliminating a gate that shouldn't exist)

2. Post-Webinar Immediacy (60-Second Rule)

• Send Zoom chat message 60 seconds after webinar ends with direct OnceHub link (no signup, just calendar)

• Follow with email 90 MINUTES later — not 24 hours. 90 minutes.

• Close the intent window while they're still warm

• **Expected impact:** Moves 20-30% of the leakers

3. SMS via Twilio (Already Ready)

• Send ONE SMS 2 hours post-webinar: "Here's your booking link for the strategy session" + OnceHub URL

• No story, no urgency language — just friction removal

• Test SMS opt-in during webinar reg or post-webinar email

• **Expected impact:** 8-15% of SMS recipients click through

4. Email Timing Audit

• Pull HubSpot data: open rate email 1 vs 2 vs 3 in confirmation series

• If email 1 is 45% and email 3 is 12%, you're losing people mid-sequence

• **Fix:** Consolidate confirmations to 1 email (confirmation + soft CTA to save the date). Ship within 15 minutes of opt-in.

5. Decision Gap Series Rewrite

• Current 7-email series is probably "educational fluff" when it should be objection-handling + social proof + urgency

• Pull top 3 student results (revenue, transformation, timeline)

• Build 3 emails around those:

- "Here's what Sarah did in 30 days"

- "Here's the mistake most people make"

- "Only 2 spots left for this cohort"

• Ship those instead. Skip the rest.

6. Stale Sequence Cleanup

• Kill or pause the 87 stale sequences

• They're hurting sender reputation and adding noise

• If not performing, they're dragging down domain metrics

🟡 STRUCTURAL CHANGES (2-4 Weeks — Compounding Impact)

7. Triage Call Redefinition

• 4.3% triage-to-won is low (benchmark: 12-15%)

• The leak isn't the call itself — it's what happens before

• Are closers prepped with a discovery script that ASSUMES the person is already sold?

• After a webinar, attendees already heard the pitch. They need an **assumptive discovery call**, not a "do you have interest?" call

• Script it differently

8. No-Show Mitigation Stack

• 1,249 no-shows = 8.3% of deals. Recoverable revenue.

• For booked calls, send:

- Day-of reminder email (morning)

- Day-of SMS (6 hours before)

- Prep video on booking thank-you page (what to bring, where to call from, what NOT to do)

• Cialdini's principles: reciprocity (they watched video), authority (edify the closer), social proof (testimonials on thank-you page)

• **Expected impact:** No-show rate from 8% → 4-5%

9. Calendly Analytics (Blind Spot)

• Nick flagged this as the biggest data gap

• Pull: app-to-booked rate, booking-to-show rate by source, time-to-booking by source

• If paid applicants book faster → velocity problem

• If webinar attendees ghost at Calendly → different fix entirely

10. CRM Lead Status Automation

• 84K stuck leads = dead weight blocking visibility

• Build a workflow:

- No email opened in 30 days → "Nurture" or "Dead"

- Clicked email within 7 days → "Hot"

- In "Lead" for 90+ days with zero engagement → Archive

• Not cleanup — it's throughput. Can't manage what you can't see.

🔵 MEDIUM-TERM LEVERS (30-60 Days)

11. Video in Decision Gap Sequence

• Replace text emails with short video clips (Loom, BombBomb)

• "Here's what my top student did in week 2" — play-by-play, not highlight reel

• Video increases click-through 40-60% and signals higher intent

• Segment: if they watch >60%, push to booking email. If <30%, push to objection email.

12. Webinar Length Extension (Counter-Intuitive)

• Extend Saturday webinar from 60 → 90 minutes

• Already paid for the lead. Zoom doesn't charge by minute.

• Add: Q&A segment, case study carousel, and... *(Nick got cut off here — Delphi hit message limit)*

Jax's Priority Stack (Based on Nick's Framework + Our Setup)

What We Can Do RIGHT NOW (This Week):

|---|--------|--------|----------------|---------------|

What We Need Data For First:

• Email open/click rates per sequence (HubSpot — need automation API scope)

• Calendly analytics (Devon needs to share access)

• Sales rep individual close rates (HubSpot deals analysis)

• Time-to-booking by source (HubSpot + OnceHub data)

The Math If We Nail Even Half of This:

• Current: 2,700 opt-ins → 579 bookings (21%) → 84 won (14.5%) = ~$571K total

• Target: 2,700 opt-ins → 1,080 bookings (40%) → 157 won (14.5%) = ~$1.07M total

• **Delta: +$500K in pipeline from the SAME leads**

• Monthly impact at steady state: **+$100-150K/month**

*Note: Nick hit Delphi's message limit before he could finish the medium-term levers and give his priority ranking. His response was cut off mid-sentence on the webinar extension point. We got 12 of what was probably 15-16 total levers. The top 6 quick wins are complete and actionable.*