Nate Sellers — Discovery Questions
Operational pain + expansion · internal — Iron Tiger Digital
How to run it: conversational, not a survey. Lead with "I want to understand your day so I only build you stuff that actually saves you time/money." Listen for "every day," "I hate," "takes forever," "I forget," and "my wife/office does that" — those are the productizable goldmines.
1Phones & callbacks
- Roughly how many calls a day do you miss or have to call back?
- How many turn into actual jobs vs tire-kickers?
- When do most calls come in — during jobs, evenings, weekends?
- How many calls are NOT new business (existing customers, vendors, "where's my guy")?
- What % of your day feels spent on the phone?
2Types of calls & texts
- Most common reasons people call/text? (quotes, scheduling, "are you coming," complaints, payment, status?)
- How much texting is back-and-forth scheduling vs real conversation?
- Do customers text your personal cell? How do you keep track?
- Any calls/texts you wish you never had to handle yourself?
3Most costly / most hated admin
- If you could hand off one office task tomorrow, what is it?
- What admin do you do after hours / weekends because there's no time during the day?
- What takes longest: quoting, scheduling, invoicing, chasing payment, follow-ups?
- What do you procrastinate on most? (= the thing to automate)
4Repetitive daily / weekly tasks
- What do you (or your office) do every single day that feels like copy-paste?
- What do you do every week like clockwork? (reporting, invoicing, payroll, next-week scheduling)
- Where do things slip through the cracks — leads not followed up, jobs not confirmed, invoices not sent?
5Customer communications
- After a call/lead, what's your follow-up process? Manual? Do leads go cold?
- Do you send appointment reminders/confirmations — by hand or a service? (If he has one, note it — don't sell a duplicate.)
- Do you ask for reviews? How? How consistent?
- Any repeat/seasonal outreach ("time for your annual"), or all inbound?
- What channel do customers prefer — call, text, email?
6Scheduling & dispatch
- How do you schedule today — calendar, app, whiteboard, head?
- How often do you double-book, forget, or reshuffle?
- With 2 offices, how do you keep both crews' schedules straight?
7Quoting, invoicing, payment
- How do you quote — on-site, phone, a tool?
- How fast do invoices go out after a job? How fast do you get paid?
- How much time goes to chasing late payments?
8Reporting & visibility
- Do you know your numbers week to week — calls, leads, close rate, revenue by service?
- What would you want a dashboard to show you if you could have one?
- How do you decide where to spend marketing money — gut or data?
9Team & growth
- 2 offices and a $1.5–2M target — what's the bottleneck to getting there?
- If you 2×'d call volume tomorrow, what breaks first?
- Hiring office help? (If yes → automation is cheaper than headcount — the pitch.)
10The "magic wand" closers
- "If you could make one part of running this business disappear, what is it?"
- "What keeps you in the office instead of out doing the work you're good at?"
- "Where do you think you're leaving money on the table?"
→ Productization map (fill in after)
For each pain point: does the voice agent solve it? clean add-on? or a NEW service to build once and sell to every client?
| Pain Nate named | Voice agent? | Add-on? | Productize for all? |
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