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“I’m always trying to learn. That’s the mindset I’ve had over my entire career.” That’s LeBron James, and it’s the whole lesson. The reps who improve fastest review their own film before anyone else does.

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The self-review habit

Once or twice a week, pick one of your own recordings (one win, one loss is the ideal pair) and watch it with two questions:

  1. What’s one thing I did well? Name the exact moment. That’s a behavior to repeat on purpose instead of by accident.
  2. What’s one thing I’d do differently? One moment, one alternative. Not a highlight reel of regrets — one.

Bring both to your 1:1. A rep who walks in saying “I watched the Hendersons appointment, and I hesitated right when she asked about price” is coaching themselves; the manager just sharpens it.

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Ask the AI for feedback

Craft has been on every one of your appointments, which makes it the assistant that actually knows your game. Start with this one, word for word:

“Across my last five appointments, what is one thing I do well and one thing I should improve? Give me examples.”

The “give me examples” part matters — it makes the answer point at real moments in your film instead of generalities.

From there, ask it things like:

  • “What are three things I do well, and three things I could get better at?”
  • “My sales dipped this month. What am I doing differently from last month?”
  • “Which step of the process do I skip most often?”
  • “My goal is $X this month. What should I focus on to get there?”

On a lost sale, ask directly: “What could I have done better on that appointment?” It breaks down the moments for you — drive time between appointments is exactly long enough. You can even do it hands-free: call the AI and talk through the debrief on the way to your next one.

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Read your analytics

Three numbers to glance at weekly:

  • Talk ratio. If you’re talking 80% of the time, the customer isn’t telling you why they’ll buy.
  • Talk speed. Fast talk reads as nervous talk, especially at pricing.
  • Pauses. Silence after presenting options is a tool. If your analytics show none, you’re answering your own questions.

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Do this week

Watch one of your own recordings, write down one win and one gap, and ask the AI the three-things question. Compare its answer to yours.

Next: Lesson 4 — Practice Like a Pro