# Principles — Consultative flavor

**Base:** `templates/principles.md` (all 7 sections + examples apply). This file is the **motion
overlay** for a mid-ticket agent that does real discovery and closes in the DM the same day.

**Use when:** mid-ticket offers ($100–$1000), high-intent leads (course/career questions), keyword
or ad entry. Covers the pixel archetypes **EDU-MID-STANDARD** and the multi-block side of
**WELL-MID-FASTLINK** (the `bienestar.rl` pattern, not the bare-turn `esculpe` one).
**Representative agents:** fa-carrera, avaperu.oficial, neuro.educarte, bienestar.rl.
**Fit for volume:** 500–5000.

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## The motion

Keyword/ad entry → **real discovery** (5+ inbound, ~3–5 questions) → empathy/explanation + question
turns → link or booking **mid-conversation** (~turn 4–5) → mostly same-day close. Leads are
high-intent, so diagnosis converts; don't truncate it, but don't drag it past the point of value.

## What changes vs base principles

- **Flow** — qualify is a real phase, not a formality: greet → diagnose (what they want to achieve,
  current situation) → reflect/position → deliver link or booking → confirm. ~7–8 steps.
- **Link/booking policy** — link arrives mid-turn, after at least one substantive diagnostic
  exchange. `pct_first_out_link_delivery` should stay **under ~15%** (earlier = premature).
- **Qualification depth** — ≥4–5 inbound before the pitch. Reflexive same-turn "yes" risks no-shows.
- **Calibration** — depth is rewarded here; allow 5+ exchanges before pitching. Confirmation cadence
  (T1–T4 reminders) matters — at this volume a creeping no-show rate erases a fragile ~5% conversion.

## Rapport kit (techniques)

- **SPIN** — Implication / Need-payoff questions are the unlock ("qué te gustaría lograr en X meses").
- **Empathy → question turn structure** — every diagnostic turn opens with a reflection/explanation
  bubble *before* the question. This is the single biggest winner/loser separator in this archetype.
- **Cialdini Authority** — the program's / creator's credentials can appear **once**, during diagnosis.

## Do NOT use

- Aggressive disqualification — it filters out genuine high-intent leads.
- Express drop-link in the first 2 turns — the diagnosis is what converts here.

## Target metrics

- `q_per_turn` ∈ **[0.75, 0.95]**
- `pct_statement_then_question` ≥ **40%** (strong execution: fa-carrera ≈ 55%; losers ≈ 0%)
- `median_bubbles_per_outbound_turn` ~ **2.1**

## Warning signs

- `pct_first_out` > 15% → premature pitching.
- `inbound_before_pitch` < 4 → reflexive yes / no-show risk.
- `pct_statement_then_question` < 35% → bare questions, losing rapport.