Congruently × Lamar
What if your training went with new employees on calls?
The Problem
0
new hires every year
XX hrs
of training
0
gone within twelve months
Case Study
Meet Jake
He's three weeks out of training.
He has two meetings this morning.
Here's how they go down with Congruently:
01 · Cold Call
He walks in the door already prepared.
Here's his prep:
9:41
5G
DISCOVERY
Chen Realty GroupScanning sources…
in
LinkedInDavid Chen · Owner
✓
G
Google15 agents · 2 Tuscaloosa offices
✓
▤
Lamar CRMNo prior contract history
✓
◆
Behavioral modelDISC profile: High C
✓
HIGH C
Detail-oriented. Wants proof, not promises.
HOW TO PLAY IT
Lead with data, not relationship.
Bring Skyland Blvd traffic counts and the McFarland case study.
02 · Back in the Car
Back in the car.
The debrief grades his performance and gives him his next steps:
10:24
5G
DEBRIEF · CHEN
0
/ 100
Meeting ScoreHigh C
WINS
Opened with data. Right call for a High C.
Pulled the comparable at the right moment.
MISSED
Gave the same digital-rotation answer twice.
SUBTEXT
He asked about digital rotation twice. That wasn't curiosity - he's comparing you to a competitor who already pitched him digital.
FOLLOW-UP
Traffic data for both Chen Realty locations
Four-week vs. twelve-week, side by side
Include the downtown corridor case study
Send by Thursday.High Cs don't like waiting.
03 · The CRM
The data enters itself:
10:31
5G
Salesforce
FROM TRANSCRIPT
ContactDavid Chen
✓AccountChen Realty Group
✓Meeting typeDiscovery
✓PersonalityHigh C · Detail-oriented
✓SummaryOwner-led shop. Wants proof before commitment. Skeptical on digital.
✓Next stepsSend Skyland Blvd traffic + comparable. Follow up Friday.
✓Duration20 min
✓Decision MakerYes, owner
✓Objections RaisedDigital skepticism, pricing
✓Competitors MentionedNone detected
✓Products DiscussedSkyland Blvd digital, static inventory
✓Buying SignalsAsked for proof, requested follow-up
✓Budget DiscussedNo
✓SentimentCautious but engaged
✓SEND TO SALESFORCE →
Jake did not type a word.
04 · Meeting #2 of the day
The app picks him up where he left off last.
See his follow-up prep:
11:02
5G
MEETING PREP
Gonzalez Family Dental
Follow-up call · Maria Gonzalez
HIGH I
Warm, relationship-driven. Talks first, decides later.
LAST TIME · AUG 12
Great rapport. You never reached pricing.
TODAY
Lead with the Patterson story.
Get to pricing - you did not last time.
Let her talk. Then ask.
05 · On the Call
For phone calls, he gets coached in real-time, on his screen:
11:09
5G
MG
Maria Gonzalez
Gonzalez Family Dental · mobile
02:12
LISTENING
Live Transcript
MARIA
"Yeah, the Facebook ads have just gotten so expensive lately..."
COACH · LIVE
Costs rising. Tie billboard CPM to her social spend.
MARIA
"I don't know if billboards even work for a dental practice."
COACH · LIVE
Objection. Lead with Patterson - same industry, real results.
MARIA
"My husband and I would want to talk it over first."
COACH · LIVE
Decision-maker. Offer to include him in the next call.
MARIA
"If there is a simple test, I would look at it."
COACH · LIVE
Buying signal. Offer a four-week Highway 82 test.
MUTE
END
SPEAKER
06 · Live Data
Coach can answer customer questions in real time, too:
11:14
5G
LIVE · GONZALEZ DENTAL
"What would Highway 82 give us that Facebook is not giving us?"
Coach · Live
Pulling that up in...
5
4
3
2
1
Lamar data surfaced
53,000
daily impressions · Highway 82 corridor
Gonzalez Dental sits 1.1 mi from two commuter boards.
Comparable: Patterson Dental · $6.40 CPM · renewed Q2.
07 · Debrief
Jake is getting better at this.
And closing deals.
11:28
5G
DEBRIEF · GONZALEZ
0
/ 100
Meeting ScoreHigh I · ↑ 16
WINS
Let her talk. A High I needs that.
The Patterson story landed. CPM tied to her social costs.
MISSED
Could've asked about budget directly. She was open.
CLOSE NEXT TIME
She's ready. Offer the four-week trial - but give her the weekend, don't push.
08 · The steps to close
The next steps, already written.
11:36
5G
TO-DOSChen proposal - traffic data, 4-wk vs 12-wkSend Thursday
Gonzalez proposal - Patterson story, CPM, 4-wk trialSend tomorrow
Follow-up call · Chen RealtyFriday
Follow-up call · Gonzalez - give her the weekendTuesday
Three weeks in. He just ran two meetings like a five-year veteran.
The Flywheel
Every call trains the next one.
PREP
COACH
SCORE
FILL CRM
DEBRIEF
›
›
›
›
›
Every interaction makes the next one smarter.
The Math
Keep turnover 5 points lower.
Give reps back 250K hours.
$5–6M
in estimated annual savings.
Assumptions
~1,000 reps × 5 percentage points = 50 more reps retained
50 reps × $15K-$25K = $750K-$1.25M saved
~250K admin hours × $20/hr = ~$5M recovered
Conservative range: $5-6M/year
The Ask
Who needs
to see this?
to see this?
We can demo it live.
