The Pivot
What changed on April 23 — and why this is acceleration, not a reset.
“I am not interested in a voice agent — we have people who can easily make outbound calls. Human connection matters a lot to our people. I think a call to brainstorm how to improve the sales process would work. Otherwise, the directory is still something that will help us. When I say sales process, I’m imagining quizzes, dynamic webpages / e-brochures with interactive components — a truly novel way to learn about our school.”
— Amy, written follow-up 2026-04-23
The intelligence we built for the voice agent — qualification flow, lead scoring, CRM integration, course recommendation engine — all reuses directly. The medium changes from phone to web. Your sales team stays human. The data moat compounds the same way.
| Dimension | April 15 Plan | April 23 Direction |
|---|
| Sales-touch medium | Voice agent (Twilio + AI) | Interactive web (quiz + e-brochures + embedded video) |
| Lead scoring | Phone-call qualification | Form-driven progressive profiling (same rubric) |
| Human role | Backup for AI-misqualified leads | Primary — AI hands warm leads to your team |
| Directory | Subordinate | Independent track — you asked: “how much for a basic directory?” |
| Workshop content | Voice training data | Quiz frameworks + embedded micro-videos (Apr 10–11) |
| Data capture | CRM integration only | Pre/post assessments → outcomes story for grants |
| Cadence | Ad hoc | Standing monthly call (Amy + Jonathan + Blake) |
The thesis: Build a guided-enrollment quiz that codifies what’s already converting in your April workshop, instrument every funnel surface with Clarity, ship the basic directory, and lay the data plumbing for grant-funding outcomes — all reusing the architecture we’ve already built.
What Carries Forward
$20K of infrastructure leveraged, not retired.
| Asset (Already Built) | Reused For (Apr 23 Plan) | Status |
|---|
| Voice agent 7-Q qualification flow | Quiz scoring + branching logic | Direct port |
| Lead scoring rubric (0–80+) | Advisor handoff threshold | Direct port |
| CRM integration design | Quiz form → advisor inbox endpoint | Form POST swap |
| Tier-aware RAG (Ask ZuZu) | Program recommendation engine inside quiz | Embedded |
| Dashboard / Supabase | Quiz analytics + assessment data warehouse | Schema extension |
| Kajabi proxy infrastructure | Quiz hosting on same domain, shared auth | Same surface |
| PracticeNear codebase (67K LOC) | Directory MVP base + Phase 2 upgrade path | Component subset |
| SEO/AEO pipeline | E-brochure content at scale (Karen voice) | Generation engine |
Reuse Chain — Voice Agent Intelligence → Web Surfaces
Net-new build: quiz UI/UX, branching state machine, embedded video integration, advisor-handoff endpoint, e-brochure PDF generation, Clarity install, directory listing+claim flow. Everything else is leverage.
Your Decisions (11)
Six are velocity-blocking. Five are smart defaults — only override if you want to. Submit your responses here.
Velocity flag: Decisions 1, 2, 5, 6, 9, and 11 (new) are needed to fully unblock Sprints 1–2. The other 5 have recommended defaults that keep us moving without your input.
May 1 update — Blake’s email SDR proposal added as decision #11. Blake floated an email-SDR bot (subject: “Quick question”; topic-routing on peptides / microbiome / live blood cell microscopy; auto-replies inviting workshop attendance). This is a strategic call (cultural fit with Amy’s “human connection matters” principle) — flagged in the form with explicit options for autonomous-send vs. draft-and-review.
1. Directory MVP scope High velocity impact
A) Listing + claim only — Fastest path; ships Sprint 2–3; validates demand Recommended
B) PracticeNear at reduced scope — Listing + payment + booking; longer build
C) Full 90-day MVP — Complete marketplace (Blake’s original PracticeNear vision)
You said “basic.” Listing+claim ships fast and validates whether practitioners actually want to be on it before we layer on payment + booking complexity.
2. Quiz length cap High velocity impact
A) 12 questions — Safest against drop-off; less profile depth
B) 15 questions with progressive disclosure — Optimal balance; feels shorter than it is Recommended
C) 20 questions — Your original vision; risk of Q14-style drop-off
The 18-Q application killed 700–800 leads at Q14 last summer. 15 with progressive disclosure (one section visible at a time) feels like 8 to the user.
8. Workshop video format Medium
A) Cut existing footage — Faster (1 week); proven content already converting Recommended
B) Record fresh segments — More polish; +1 week; full creative control
C) Both — v1 cuts ship now, fresh recordings for v2 in Sprint 3
Your April workshop is converting. Use what’s already converting first; iterate to fresh recordings only if data shows the cuts aren’t landing.
9. Assessment pilot order Medium
A) Lamonte mental health intake first — Narrower scope; faster proof; named owner Recommended
B) Broader wellness intake first — Full mental + physical + finances; longer design
Lamonte already wants this for his program. Narrower scope = faster to ship, faster to prove the data-collection model works.
3. Blake’s tactical authority High velocity impact
A) Tactical to Blake, strategic to Amy — Blake approves quiz copy + directory features; you approve direction shifts Recommended
B) Strategic and tactical both with Amy — Everything routes to you
You named the “musical chairs” pattern. Devolving tactical authority to Blake (already POC since 2026-04-16) prevents whipsaw and frees your bandwidth for strategy.
4. Standing monthly call timing Medium
A) Last Tuesday, 1pm CT — Standard professional hour; fits your usual schedule Recommended
B) Last Tuesday, 3pm CT — Later in day
C) Other — please specify in notes
You agreed to last-Tuesday cadence verbally. Time slot is the only open variable.
10. Telehealth-staffed model (peptide + coaching) Low
A) Park entirely — Focus discipline; revisit Q3 Recommended
B) 30-day discovery — Scope only, no build
C) Pilot the peptide + coaching offer — Build now
You said directly: “I want to explore that, but don’t want to get spread too thin right now.”
11. Amy avatar timing Low
A) Phase 3 default — Revisit when quiz traction proves; embedded videos serve as soft “Amy face” presence Recommended
B) Promote to Phase 2 — Build alongside quiz
C) Defer 6 months — Park entirely
Curiosity item that intrigues both of us. But quiz comes first — if it converts, the avatar lifts it; if not, the avatar wouldn’t have either.
5. Phase 2 pricing High velocity impact
A) Stay on $5K/mo retainer through Sprint 2 — No friction; revisit terms at first standing call Recommended
B) Reset terms now — New scope = new pricing conversation immediately
Sprint 1 fits within current retainer scope. Pricing conversation belongs at the standing monthly call, with one sprint of data to ground it.
6. Email SDR (Blake’s May 1 proposal) High velocity impact
A) Approve — Sprint 2 nurture path — Reuses quiz pathway routing; bot drafts replies, human reviews before send Recommended
B) Approve — Sprint 1 parallel track — Faster ship; risk of competing with quiz attention
C) Approve with autonomous send — Fully automated reply loop; highest velocity, highest cultural-fit risk
D) 30-day discovery only — Tone + scope tests, no autonomous send
E) Decline — AI-impersonating-personal-email crosses the “human connection” line
Blake’s example email shows topic-routing logic identical to the quiz (peptides / microbiome / live blood cell). Reusing that intelligence is high-leverage. The cultural-fit question is whether AI-drafted personal email is OK at all — and if so, with human review or fully autonomous. Recommended option preserves the engineering reuse and Amy’s human-first principle simultaneously.
7. Sales handoff endpoint High velocity impact
A) Direct to Amy’s inbox — Fastest signal; highest cost on your time
B) Blake routes to advisor — Frees you from inbox triage; matches Blake’s POC role Recommended
C) Shared advisor pool — Round-robin; needs designated advisors
You’ve been clear about bandwidth. Blake routing keeps your hands clean while preserving real-time signal on warm/hot leads.
Sequenced 90-Day Plan
Sprint 1 ships under current retainer. Sprints 2–4 sequence based on input form decisions.
Sprint 1 · Days 1–14
Foundation — ships under current retainer
- Quiz wireframe + branching logic (uses Apr 9 spec as base)
- Workshop content extraction (Apr 10–11 mining)
- Clarity instrumentation (10-min install)
- Quiz MVP build + advisor-handoff endpoint
- Standing monthly call locked — first one Apr 29
Sprint 2 · Days 15–30
Quiz live + directory scope
- Quiz live on production with embedded micro-videos
- Sales-team handoff workflow operational (per decision 10)
- Directory MVP scope finalized (per decision 1)
- Lamonte mental-health intake spec’d (per decision 4)
Sprint 3 · Days 31–60
Directory launch + assessment pilot
- Directory MVP live (default A: listing+claim)
- Lamonte mental-health intake live; baseline collection starts
- Quiz iteration (Clarity drop-off-informed)
- Workshop micro-video library expands
Sprint 4 · Days 61–90
Optimization + Phase 3 decision
- Quiz conversion analysis vs. current funnel
- Directory adoption metrics + payment/booking decision
- Wellness intake (broader) scoped with Karen
- Amy avatar Phase 3 go/no-go (per decision 8)
Defensibility argument for your internal selling: aligned with conversion proof (April workshop), human-first (sales stays human), compounding data moat (pre/post assessments build the grant story year-over-year), defensible vs. competition (no one else in holistic certification has guided enrollment with embedded program-leader video), reuses paid-for infrastructure (the $20K is leveraged, not retired).