Production Tool

## WSP-Intro — Workshop Introduction / Program Overview

**Status: NO_SOURCE**

No crash course transcript from 2009-2011 contains a dedicated introductory/overview segment separate from Week 1. The closest candidates are program preambles within Week 1 sessions (Week 01_01-13-2009_Goal Setting and Magic Statements.docx, recording-08.txt, Q1_Week 01_2011-01-11_Owner's Goals.docx) but these are inseparable from Week 1 content.

**Recommendation:** If a standalone intro module is needed for the new production, it must be written/recorded fresh. Program origin content exists in supporting documents (I can probably tell you everything you have to do in 2 hours - 2009-12-04.docx, HTSLF Order Form User Experience - 2009-12-28.docx, Some Interesting Statistics About Lawyers Who Want To Start A Law Firm - 2009-12-30.docx) but these have no audio.

---

## Module 01 — Goal Setting, Practice Area & Magic Statement (Week 1)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| **Week 01_01-13-2009_Goal Setting and Magic Statements.docx** | 2009 Q1 | UNRESOLVED | B | 0 | RJon origin story, Three-Part Cocktail, Magic Statement, burn rate, $1200 deposit, "information without implementation" | YES — most complete Week 1 |
| **recording-08.txt** | 2010 Q1 | RESOLVED | C | 0 | Program format intro, Henry Harlow introduced, "listen to recordings in your car" | — |
| **Q1_Week 01_2011-01-11_Owner's Goals.docx** | 2011 Q1 | RESOLVED | C | 0 | Bullshit test, Magic Statement practice, introductions | — |
| Week 1 - January 13, 2009.doc | 2009 Q1 | UNRESOLVED | A | 2 | "87 inquiries for 12 spots," Henry Harlow philosophy, Tractor/Boat show story | MULTI_MODULE |

### Notes
- Week 01_01-13-2009_Goal Setting and Magic Statements.docx and Week 1 - January 13, 2009.doc share the same session date (Jan 13, 2009) but are different source files — possible different transcription formats of the same recording. **NEEDS VERIFICATION.**
- Week 1 - January 13, 2009.doc contains Week 10-style networking content (Henry Harlow, Tractor/Boat) alongside Week 1 content → tagged **MULTI_MODULE**.
- Q1_Week 01_2011-01-11_Owner's Goals.docx speaker attribution disputed: confirmed.md lists Kristin David as primary on Q1_Week 01_2011-01-11_Owner's Goals.docx, but consensus study guide lists it under RJon Week 1. **DISPUTED.**
- Best audio: recording-08.txt (RESOLVED, 2010) or Q1_Week 01_2011-01-11_Owner's Goals.docx (RESOLVED, 2011). Week 01_01-13-2009_Goal Setting and Magic Statements.docx is the richest content but UNRESOLVED audio.

### Top Headlines (from consensus, 6/6 confidence unless noted)
1. **Three-Part Cocktail: Genuine Passion + Intellectual Challenge + Business Building** — Week 01_01-13-2009_Goal Setting and Magic Statements.docx (~line 47) | Audio: TBD
2. **Magic Statement: Provoke Permission to Elaborate, Paint a Visual Image** — Week 01_01-13-2009_Goal Setting and Magic Statements.docx (~line 182) | Audio: TBD
3. **Three Goals Required: Financial, Personal, and Professional** — Week 01_01-13-2009_Goal Setting and Magic Statements.docx (~line 110) | Audio: TBD
4. **Calculate Your Burn Rate: Income / 46 Weeks / Hours** — Week 01_01-13-2009_Goal Setting and Magic Statements.docx (~line 125) | Audio: TBD | 5/6
5. **Picking a Niche Is Not a Life Sentence — Reinvent Every 3-5 Years** — Week 01_01-13-2009_Goal Setting and Magic Statements.docx (~line 167) | Audio: TBD

---

## Module 02 — Choosing Office Location (Week 2)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| **Week 2 - January 20. 2009.doc** | undated | UNRESOLVED | A | 4 | 83 days countdown, location as marketing decision, demographics | YES — canonical (confirmed dup of Week 02_01-20-2009_Physical Plant.docx) |
| Week 02_01-20-2009_Physical Plant.docx | undated | UNRESOLVED | A | 1 | DUPLICATE of Week 2 - January 20. 2009.doc (5/6 agreement) | — |
| recording-11.txt | undated | RESOLVED | B | 0 | Home office advantage, "$5000 no matter what," cloud computing, three lemons story | — |
| **Q1_Week 02_2011-01-18_Physical Plant.docx** | 2011 Q1 | RESOLVED | A | 6 | Fish where the fish are, non-refundable fees, Magic Statement as process, financial goals exercise, DUI pricing | YES — richest coaching call |

### Notes
- Week 2 - January 20. 2009.doc/Week 02_01-20-2009_Physical Plant.docx confirmed duplicate pair (5/6). Week 2 - January 20. 2009.doc is canonical.
- Week 2 - January 20. 2009.doc is the consensus guide's primary Week 2 source BUT has UNRESOLVED audio.
- Q1_Week 02_2011-01-18_Physical Plant.docx has RESOLVED audio AND 6 A-clips — strongest production candidate for Week 2.
- Q1_Week 02_2011-01-18_Physical Plant.docx also contains Week 1-style magic statement coaching → tagged **MULTI_MODULE**.
- recording-11.txt has RESOLVED audio and unique content (three lemons marketing story).

### Top Headlines
1. **83 Days to Open Your Law Firm — Fear of the Unknown Is Normal** — Week 2 - January 20. 2009.doc (~line 39) | Audio: TBD | 6/6
2. **Location as Strategic Marketing Decision: Study Demographics** — Week 2 - January 20. 2009.doc (~line 13) | Audio: TBD | 6/6
3. **Fish Where the Fish Are: Locate Near Your Clients** — Q1_Week 02_2011-01-18_Physical Plant.docx (~line 5) | Audio: TBD | 5/6
4. **Home Office Can Be Turned to Marketing Advantage** — recording-11.txt (~line 1) | Audio: TBD | 5/6
5. **"$5,000 No Matter What" — Clients Want Certainty Over Hourly Billing** — recording-11.txt (~line 518) | Audio: TBD | 4/6

---

## Module 03 — Policies, Entity Formation & Insurance (Week 3)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| Q1_Week 04_2011-02-01_Operational Systems.docx | 2011 Q1 | RESOLVED | — | 0 | Entity formation, malpractice insurance | — |
| recording-12.txt | undated | RESOLVED | — | 0 | Undated Week 3 variant | — |
| **Q1_Week 03_2011-01-25_Policies and Procedures.docx** | 2011 Q1 | RESOLVED | A | 8 | Strategic vs tactical niche, reinvent every 3-5 years, Ovid story, Mule metaphor, Rainmaker's Rolodex, burn rate, RULES, speedboat | YES — highest A-clip count in entire corpus |

### Notes
- Q1_Week 03_2011-01-25_Policies and Procedures.docx is the standout transcript of the entire catalog: 8 A-clips, 3 B-clips across all 5 analysts.
- **CRITICAL ANOMALY:** Q1_Week 03_2011-01-25_Policies and Procedures.docx is classified as Week 3 (Jan 25, 2011) by filename header, but its content spans Weeks 1, 3, 7, and 10 — it contains Ovid/niche content (Week 1/7), Rainmaker's Rolodex (Week 7), Mule metaphor (Week 7), burn rate/RULES (Week 7), and policies (Week 3). Tagged **MULTI_MODULE** across Modules 01, 03, 07, 10.
- Some CR-4 analysts incorrectly attributed Q1_Week 03_2011-01-25_Policies and Procedures.docx's content to Week 07_02-25-2009_Financial Controls.doc (Week 7, 2009). The Ovid/Mule/Rolodex content appears in BOTH, but Q1_Week 03_2011-01-25_Policies and Procedures.docx is the 2011 version while Week 07_02-25-2009_Financial Controls.doc is the 2009 version.
- Q1_Week 04_2011-02-01_Operational Systems.docx/recording-12.txt possible duplicate pair (4/6 teams flag) — needs verification.

### Top Headlines
1. **Strategic vs Tactical Practice Area Selection** — Q1_Week 03_2011-01-25_Policies and Procedures.docx (~line 2) | Audio: TBD | 6/6
2. **Every 3-5 Years You Reinvent Your Practice — Zigs and Zags** — Q1_Week 03_2011-01-25_Policies and Procedures.docx (~line 4) | Audio: TBD | 6/6
3. **Entity Formation: Choosing the Right Business Structure** — Q1_Week 04_2011-02-01_Operational Systems.docx (~line 1) | Audio: TBD | 5/6
4. **Malpractice Insurance — Get It Before You Need It** — Q1_Week 04_2011-02-01_Operational Systems.docx (~line 1) | Audio: TBD | 4/6

---

## Module 04 — Procedures, Systems & Staff Positions (Week 4)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| **Week 04_02-03-2009_Procedures and Systems.doc** | undated (©2010) | UNRESOLVED | — | 0 | Seven staff positions, grading clients A-F, evergreen retainer, E-Myth, Domino's MBA, two unforgivable sins | YES — most complete Week 4 |
| Q1_Week 04_2011-02-01_Operational Systems.docx | 2011 Q1 | RESOLVED | — | 0 | Also covers Week 4 procedures (overlaps with Week 3 session) | MULTI_MODULE |
| recording-07.txt | undated | RESOLVED | — | 0 | Supplies and insurance variant | — |
| Week 4 - February 3, 2009.doc | undated | UNRESOLVED | — | 0 | In-kind office space, court appearances | — |

### Notes
- **ANOMALY (5/6 agreement):** Week 4 content varies significantly across cohorts — Week 04_02-03-2009_Procedures and Systems.doc covers procedures/trust, recording-07.txt covers supplies/insurance.
- Week 04_02-03-2009_Procedures and Systems.doc is the richest source but has UNRESOLVED audio.
- recording-07.txt has RESOLVED audio — better production candidate despite thinner content.
- Q1_Week 04_2011-02-01_Operational Systems.docx (2011 Q1) appears in both Week 3 and Week 4 → **MULTI_MODULE**.
- No CR-4 A-clips identified in any Week 4 source.

### Top Headlines
1. **Seven Staff Positions in Every Law Firm, Even If You're Solo** — Week 04_02-03-2009_Procedures and Systems.doc (~line 75) | Audio: TBD | 6/6
2. **Two Types of Policies: External (Client-Facing) and Internal (Staff-Facing)** — Week 04_02-03-2009_Procedures and Systems.doc (~line 73) | Audio: TBD | 6/6
3. **Grading Clients A Through F — Define Who You Want to Work With** — Week 04_02-03-2009_Procedures and Systems.doc (~line 81) | Audio: TBD | 5/6
4. **Evergreen Retainer: Client Maintains Minimum Trust Account Balance** — Week 04_02-03-2009_Procedures and Systems.doc (~line 96) | Audio: TBD | 6/6
5. **The E-Myth Revisited: A Kitten Cannot Grow Into a Dog** — Week 04_02-03-2009_Procedures and Systems.doc (~line 172) | Audio: TBD | 4/6
6. **Two Unforgivable Sins: Stealing From Trust and Blowing Statutes** — Week 04_02-03-2009_Procedures and Systems.doc (~line 187) | Audio: TBD | 4/6

---

## Module 05 — Furniture & Website (Week 5)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| Week 05_02-10-2009_Marketing and Your Website.doc | undated | UNRESOLVED | — | 0 | Websites not essential, how attorneys go wrong with websites | — |
| **recording-10.txt** | undated | RESOLVED | A | 6 | Don't waste money on furniture, LeapFrog strategy, client selection 3 questions, positioning package, Heather's teen drug program, Home Depot speaking, LexisNexis | YES — 6 A-clips, RESOLVED audio |
| **Q1_Week 05_2011-02-15_Website Strategy and Conversion.docx** | 2011 Q1 | RESOLVED | C | 0 | Furniture strategy variant (2011) | — |
| recording-17.txt | undated | RESOLVED | A | 1 | Big rocks bowl demo, 60 hours weekends | — |

### Notes
- recording-10.txt is the richest Week 5 source with 6 A-clips, but consensus says Week 5 while audio maps to Q2 Module 2.3 (PR and Positioning) — **DISPUTED ASSIGNMENT**. Content spans furniture, client selection, positioning, creative marketing → tagged **MULTI_MODULE** across Modules 05, 09, 11, 12.
- Q1_Week 05_2011-02-15_Website Strategy and Conversion.docx is the cleanest Week 5 source (2011 Q1, RESOLVED) but rated C.
- recording-17.txt contains RJon's "big rocks" time management demo — content belongs to Q2 Module 3 / time management, not Week 5 → **MULTI_MODULE**.

### Top Headlines
1. **Don't Waste Money on Expensive Furniture — Buy Used and Conserve Capital** — recording-10.txt (~line 2) | Audio: TBD | 6/6
2. **Furniture Must Tell the Right Story to Your Prospective Clients** — recording-10.txt (~line 2) | Audio: TBD | 5/6
3. **LeapFrog Strategy: Lease Furniture If You Plan to Move** — recording-10.txt (~line 2) | Audio: TBD | 5/6
4. **Websites Are Helpful But Not Essential for Starting Out** — Week 05_02-10-2009_Marketing and Your Website.doc (~line 23) | Audio: TBD | 5/6

---

## Module 06 — Equipment & Technology (Week 6)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| **recording-04.txt** | undated | RESOLVED | B | 0 | Furniture vs equipment distinction, any computer over $500, hunter vs farmer, futsal Rolodex proof, glide path | YES — RESOLVED audio, B-rated |
| Week 06_02-17-2009_Setting Your Firm Up to Scale.doc | undated | UNRESOLVED | — | 0 | Rocket Matter demo, Larry Port guest, cloud case management | — |
| Week 6 - February 17, 2009.doc | undated | UNRESOLVED | — | 0 | Rocket Matter / case management (duplicate content with Week 06_02-17-2009_Setting Your Firm Up to Scale.doc) | — |

### Notes
- recording-04.txt has RESOLVED audio and is the broadest Week 6 source. Contains B-rated marketing content (hunter/farmer, futsal, glide path) alongside equipment content → **MULTI_MODULE** across Modules 06 and 09.
- Week 06_02-17-2009_Setting Your Firm Up to Scale.doc and Week 6 - February 17, 2009.doc both cover Rocket Matter with Larry Port as guest speaker — possible duplicate pair (flagged by T4). Both UNRESOLVED audio.

### Top Headlines
1. **Furniture = No Electricity; Equipment = Uses Electricity** — recording-04.txt (~line 2) | Audio: TBD | 6/6
2. **Any Computer Over $500 Is Adequate for a Law Firm** — recording-04.txt (~line 2) | Audio: TBD | 5/6
3. **Cloud-Based Practice Management for Running from Anywhere** — Week 06_02-17-2009_Setting Your Firm Up to Scale.doc (~line 27) | Audio: TBD | 6/6
4. **Rocket Matter: Case Management, Billing, Calendaring** — Week 06_02-17-2009_Setting Your Firm Up to Scale.doc (~line 27) | Audio: TBD | 5/6
5. **The Time to Learn New Software Is NOT When You're Busy** — Week 06_02-17-2009_Setting Your Firm Up to Scale.doc (~line 23) | Audio: TBD | 5/6

---

## Module 07 — Financial Management I / Rainmaker's Rolodex (Week 7)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| **Week 07_02-25-2009_Financial Controls.doc** | 2009 Q1 | UNRESOLVED | A | 4 | Ovid Hussein, Rainmaker's Rolodex, handwritten blue ink notes, chart of accounts, budget, burn rate $108.69, Mule metaphor, WIP, aged AR, RULES | YES — canonical (confirmed dup of Week 7 - February 25, 2009.doc), densest financial content |
| Week 7 - February 25, 2009.doc | 2009 Q1 | UNRESOLVED | B | 0 | DUPLICATE of Week 07_02-25-2009_Financial Controls.doc (6/6 agreement) | — |
| recording-01.txt | 2011 Q1 | RESOLVED | — | 0 | Policies recap, "only equity in a law firm" | — |
| Q1_Week 07_2011-03-01_Budget.docx | 2011 Q1 | RESOLVED | B | 0 | Budget, policies equity, Week 7 2011 variant | — |

### Notes
- Week 07_02-25-2009_Financial Controls.doc/Week 7 - February 25, 2009.doc confirmed duplicate pair (6/6), Week 07_02-25-2009_Financial Controls.doc canonical. Rated A with 4 A-clips. Contains the Ovid, Mule, Rolodex, and RULES content that multiple CR-4 analysts rated as the best in the catalog.
- Week 07_02-25-2009_Financial Controls.doc has UNRESOLVED audio — a significant production gap for the highest-rated transcript.
- recording-01.txt and Q1_Week 07_2011-03-01_Budget.docx are 2011 Q1 variants with RESOLVED audio — lower-rated but usable fallbacks.
- Q1_Week 03_2011-01-25_Policies and Procedures.docx (Module 03 primary) also contains Week 7 content (Ovid, Mule, Rolodex, RULES) — the 2011 retelling. See Module 03 notes.

### Top Headlines
1. **The Power of a Focused Niche: Ovid Hussein's Real Estate Investor Success** — Week 07_02-25-2009_Financial Controls.doc (~line 35) | Audio: TBD | 6/6
2. **Rainmaker's Rolodex: Paper Cards Filed by Interest, Not Name** — Week 07_02-25-2009_Financial Controls.doc (~line 90) | Audio: TBD | 6/6
3. **Handwritten Notes in Blue Ink, Hand-Addressed, Hand-Stamped Envelopes** — Week 07_02-25-2009_Financial Controls.doc (~line 108) | Audio: TBD | 6/6
4. **Chart of Accounts: Just a List of Income and Expenses by Category** — Week 07_02-25-2009_Financial Controls.doc (~line 140) | Audio: TBD | 6/6
5. **Burn Rate: What It Costs You to Sit Unproductively ($108.69/hr)** — Week 07_02-25-2009_Financial Controls.doc (~line 188) | Audio: TBD | 6/6
6. **The Mule Metaphor: Your Firm Is a Mule to Pull Your Plough, Not a Baby** — Week 07_02-25-2009_Financial Controls.doc (~line 273) | Audio: TBD | 6/6
7. **RULES: Rates, Utilization, Leverage, Expenses, Speed of Collection** — Week 07_02-25-2009_Financial Controls.doc (~line 219) | Audio: TBD | 6/6
8. **Budget Variance Report: The WHY Matters, Not the Numbers** — Week 07_02-25-2009_Financial Controls.doc (~line 148) | Audio: TBD | 6/6

---

## Module 08 — Financial Management II / Trust Accounts (Week 8)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| **Week 8 - March 3, 2009.doc** | 2009 Q1 | UNRESOLVED | A | 1 | Letter from Argentina, "firm is a baby version of a large firm" | YES — canonical (confirmed dup of Week 08_03-03-2009_Budget and Budget Variance Report.doc), A-rated |
| Week 08_03-03-2009_Budget and Budget Variance Report.doc | 2009 Q1 | UNRESOLVED | — | 0 | DUPLICATE of Week 8 - March 3, 2009.doc (5/6 agreement) | — |
| **recording-05.txt** | 2011 Q1 | RESOLVED | A | 2 | Trust account setup, LawCharge, five monthly reports, cash projection, "rescue their kids' future" magic statement, bike race networking | YES — RESOLVED audio, A-rated, richest Week 8 |
| Q1_Week 08_2011-03-08_Mastering Your Financials.docx | 2011 Q1 | RESOLVED | B | 0 | Week 8 2011 variant, "reinvent yourself every day" | — |

### Notes
- Week 8 - March 3, 2009.doc/Week 08_03-03-2009_Budget and Budget Variance Report.doc confirmed duplicate pair (5/6), Week 8 - March 3, 2009.doc canonical. Both UNRESOLVED audio.
- recording-05.txt is the strongest production candidate: RESOLVED audio, A-rated, 2 A-clips.
- recording-05.txt also contains magic statement coaching and networking content → **MULTI_MODULE** across Modules 01, 08, 10.
- recording-05.txt/Q1_Week 08_2011-03-08_Mastering Your Financials.docx flagged as probable duplicate (3/6) — both listed as Week 8 2011 but may be different transcription formats.
- Q1_Week 08_2011-03-08_Mastering Your Financials.docx has RESOLVED audio, rated B — solid backup.

### Top Headlines
1. **Trust Account Setup: Different Color Checks, No ATM Card, Bar Notification** — recording-05.txt (~line 131) | Audio: TBD | 6/6
2. **Five Reports Your Bookkeeper Must Give You Monthly** — recording-05.txt (~line 155) | Audio: TBD | 6/6
3. **Statute of Limitations Trumps Cash Flow Trumps Profit** — recording-05.txt (~line 155) | Audio: TBD | 6/6
4. **Your Firm Is Not Small — It's a Baby Version of a Large Firm** — Week 8 - March 3, 2009.doc (~line 6) | Audio: TBD | 4/6
5. **Log Your Score Weekly and Revenue Goes Up 20%** — recording-05.txt (~line 155) | Audio: TBD | 5/6

---

## Module 09 — Sales Calls & Marketing Begins (Week 9)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| **recording-09.txt** | 2011 Q1 | RESOLVED | — | 0 | Three components of marketing (PR/Publicity/Positioning), indicia of expertise, signature speech | YES — canonical (confirmed dup of Q1_Week 09_2011-03-15_PR Publicity and Expert Positioning.docx), RESOLVED audio |
| Q1_Week 09_2011-03-15_PR Publicity and Expert Positioning.docx | 2011 Q1 | RESOLVED | — | 0 | DUPLICATE of recording-09.txt (4/6 agreement) | — |
| Week 9 - March 10, 2009.doc | undated | UNRESOLVED | — | 0 | Week 9 2009 variant — consensus says 7 A-clips but CR-4 sub-1 classified it as non-transcript | DISPUTED |
| Week 09_03-10-2009_Rainmaking Fundamentals.doc | undated | UNRESOLVED | — | 0 | Rainmaking fundamentals | — |

### Notes
- recording-09.txt/Q1_Week 09_2011-03-15_PR Publicity and Expert Positioning.docx confirmed duplicate pair (4/6), recording-09.txt canonical. Both RESOLVED audio.
- Week 9 - March 10, 2009.doc listed in consensus as Week 9 (2009) with "7 A-clips" but CR-4 Sub-1 classified Week 9 - March 10, 2009.doc as a non-transcript/written article. **NEEDS AUDIO VERIFICATION.**
- Module 09 has limited A-rated content in CR-4 analysis. Most sales-call content appears in Q2 Module 2.1 sources (How To Start Your Own Successful Law Firm Teleseminar Script v2 (2).txt, recording-03.txt, Q2_Module 02.1_2011_Fearless Sales Calls.docx) which are cross-referenced to Module 10/13.

### Top Headlines
1. **Four Basic Steps of a Predictable Sales Call** — Week08-2018-07 CreateCrashCourseBonusPartB.txt (~line 20) | Audio: TBD | 6/6 | NOTE: Week08-2018-07 CreateCrashCourseBonusPartB.txt is EXCLUDED (otter-export-2)
2. **Three Components of Marketing: PR/Publicity/Positioning, Networking, Face-to-Face** — recording-09.txt (~line 2) | Audio: TBD | 6/6
3. **PR = Message; Publicity = Delivery Vehicle; Positioning = Market Perception** — recording-09.txt (~line 2) | Audio: TBD | 5/6
4. **Indicia of Expertise: Book, Newspaper Quotes, Speeches** — recording-09.txt (~line 2) | Audio: TBD | 5/6
5. **Signature Speech = Elaboration of Your Magic Statement** — recording-09.txt (~line 2) | Audio: TBD | 5/6

**FINDING:** Headline #1 (Four Basic Steps of a Sales Call) is sourced from Week08-2018-07 CreateCrashCourseBonusPartB.txt which is EXCLUDED. No in-scope transcript contains this framework. Gap for production team.

---

## Module 10 — Networking & Referrals (Week 10)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| **Q1_Week 10_2011-03-22_Networking and Referrals.docx** | 2011 Q1 | RESOLVED | A | 3 | Networking for stable cash flow, 10-20 referral sources = $200K-$500K, passion-based networking, centers of influence, Henry Harlow philosophy, hourly billing rant | YES — canonical (confirmed dup of recording-06.txt), A-rated, RESOLVED |
| recording-06.txt | 2011 Q1 | RESOLVED | A | 2 | DUPLICATE of Q1_Week 10_2011-03-22_Networking and Referrals.docx (5/6 agreement) — "sensitive > tough" hook | — |
| Week 10_03-10-2009_Networking and Referral Cultivation.docx | undated | UNRESOLVED | — | 0 | Week 10 2009 networking variant | — |
| Week 10 - March 17, 2009.doc | undated | UNRESOLVED | — | 0 | Networking progress check, retiring attorney referrals | — |

### Q2 Cross-Reference (Q2 Mod 2.1 → Module 10)

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content |
|-------|------|-------------|-------------|---------|-------------|
| Q2_Module 02.1_2011_Fearless Sales Calls.docx | 2011 Q2 | RESOLVED | A | 1 | Fearless sales calls, "sensitive > tough" reframe | Q2 Mod 2.1 |
| recording-03.txt | undated | RESOLVED | C | 0 | Sales call framework | Q2 Mod 2.1 |
| How To Start Your Own Successful Law Firm Teleseminar Script v2 (2).txt | undated | UNRESOLVED | — | 0 | Teleseminar script variant | Q2 Mod 2.1 |

### Notes
- Q1_Week 10_2011-03-22_Networking and Referrals.docx/recording-06.txt confirmed duplicate pair (5/6), Q1_Week 10_2011-03-22_Networking and Referrals.docx canonical. Both RESOLVED audio, both A-rated.
- Q1_Week 10_2011-03-22_Networking and Referrals.docx is the flagship Week 10 source: Tractor/Boat show story, "happy lawyers make more money," hourly billing rant.
- Q2_Module 02.1_2011_Fearless Sales Calls.docx (Q2 Mod 2.1 Fearless Sales Calls) cross-references here as supplemental sales-call content.
- Week 1 - January 13, 2009.doc (Module 01 primary) also contains Week 10 networking content → see Module 01 MULTI_MODULE note.

### Top Headlines
1. **Networking Provides Long-Term Stable Predictable Cash Flow** — Q1_Week 10_2011-03-22_Networking and Referrals.docx (~line 13) | Audio: TBD | 6/6
2. **10-20 Solid Referral Sources Can Build a $200K-$500K Firm** — Q1_Week 10_2011-03-22_Networking and Referrals.docx (~line 17) | Audio: TBD | 6/6
3. **Don't Network Where Other Lawyers Who Do What You Do Hang Out** — Q1_Week 10_2011-03-22_Networking and Referrals.docx (~line 18) | Audio: TBD | 6/6
4. **Network Where Your Passions Are — Authenticity Attracts Business** — Q1_Week 10_2011-03-22_Networking and Referrals.docx (~line 28) | Audio: TBD | 6/6
5. **Centers of Influence: Spot the Nucleus of Every Room** — Q1_Week 10_2011-03-22_Networking and Referrals.docx (~line 33) | Audio: TBD | 6/6
6. **Henry Harlow's Philosophy: No One Leaves Without Some Form of Relief** — Q1_Week 10_2011-03-22_Networking and Referrals.docx (~line 50) | Audio: TBD | 6/6
7. **Happy Lawyers Make More Money — Do Things That Make You Happy** — Q1_Week 10_2011-03-22_Networking and Referrals.docx (~line 71) | Audio: TBD | 5/6

---

## Module 11 — Positioning, Sponsorships & Publicity (Week 11)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| Week 11 - March 24, 2009.doc | undated | UNRESOLVED | — | 0 | Centers of influence, Carnegie "be interested" principle | — |
| **Q1_Week 11_2011-03-29_Sales.docx** | 2011 Q1 | RESOLVED | B | 0 | Marketing comes last, self-sabotage without systems, Microsoft/LexisNexis speaking tour | YES — RESOLVED audio, 2011 Q1 |
| **recording-14.txt** | 2011 Q1 | RESOLVED | B | 0 | Microsoft/LexisNexis CLE, self-sabotage, positioning | — |
| Week 11_03-24-2009_Law Firm Positioning.docx | undated | UNRESOLVED | B | 0 | Teleseminar format, Barbican dollars coaching | — |

### Q2 Cross-Reference (Q2 Mod 2.2 → Module 11)

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content |
|-------|------|-------------|-------------|---------|-------------|
| Q2_Module 02.2_2011_Endless Referrals.docx | 2011 Q2 | RESOLVED | B | 0 | Endless Referrals (Bob Berg), 10 sources × 2 referrals = $200K, follow-up system | Q2 Mod 2.2 |
| recording-02.txt | undated | RESOLVED | A | 2 | Love/security/self-esteem framework | Q2 Mod 2.2 |

### Notes
- Q1_Week 11_2011-03-29_Sales.docx and recording-14.txt are 2011 Q1 Week 11 variants, both RESOLVED. Flagged as possible duplicate pair (T4) — **NEEDS VERIFICATION**.
- recording-02.txt (A-rated, RESOLVED) contains the "love, security, self-esteem" framework — core RJon philosophy. Appears in Q2 Mod 2.2 context but universally applicable.
- Q2_Module 02.2_2011_Endless Referrals.docx (Q2 Mod 2.2 Endless Referrals) enriches the networking/referral dimension of this module.
- No A-rated clips in the primary Week 11 sources; strongest production content comes from Q2 cross-references.

### Top Headlines
1. **Marketing Comes Last Because Systems Must Be in Place First** — Q1_Week 11_2011-03-29_Sales.docx (~line 2) | Audio: TBD | 6/6
2. **Self-Sabotage Happens When You Market Without Confidence in Your Systems** — Q1_Week 11_2011-03-29_Sales.docx (~line 3) | Audio: TBD | 5/6
3. **Getting Sponsors Like Microsoft and LexisNexis for Speaking Tours** — Q1_Week 11_2011-03-29_Sales.docx (~line 4) | Audio: TBD | 5/6
4. **If You Want to Be Interesting, Be Interested (Carnegie Principle)** — Week 11 - March 24, 2009.doc (~line 110) | Audio: TBD | 4/6
5. **Speech-to-Book Pipeline: 4-5 Speeches = Booklet** — recording-09.txt (~line 2) | Audio: TBD | 4/6

---

## Module 12 — Graduation & Wrap-Up (Week 12)

### Source Candidates

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content | Recommended |
|-------|------|-------------|-------------|---------|-------------|-------------|
| recording-13.txt | undated | RESOLVED | A | 1 | $100K student disinvited, decision-making as core skill | — |
| **Week 12_03-31-2009_Sustaining Law Firm Growth.doc** | undated | UNRESOLVED | A | 3 | "I help keep artists from getting screwed" magic statement, cultivate referrals by sending work first, Australian profit testimonial, "we are the face of the American lawyer" | YES — 3 A-clips, densest graduation content |
| **Q1_Week 12_2011-04-05_Sales as a Service.docx** | 2011 Q1 | RESOLVED | A | 3 | $100K story retold, program evolution (Q1→Q2→Q3→Q4), Freedom Academy, bleeding out to profit, spouse participation, "transforming yourself into certain success" | YES — RESOLVED audio, 3 A-clips, 5 B-clips |

### Q2 Cross-Reference (Q2 Mod 2.3 → Module 12)

| TX-ID | Year | Audio Status | CR-4 Rating | A-Clips | Key Content |
|-------|------|-------------|-------------|---------|-------------|
| Q2_Module 02.3_2011_PR and Positioning.docx | 2011 Q2 | RESOLVED | B | 0 | PR and positioning, RJon origin story (blog copy format) | Q2 Mod 2.3 |
| Q1_Week 07_2011-03-01_Budget.docx | 2011 Q2 | RESOLVED | B | 0 | Client selection questions, one speech yields multiple assets, corporate sponsors | Q2 Mod 2.3 |

### Notes
- Q1_Week 12_2011-04-05_Sales as a Service.docx is the strongest production candidate: RESOLVED audio, 2011 Q1, 3 A-clips + 5 B-clips. Contains the definitive graduation session with program evolution reveal, multiple testimonials, and Henry Harlow introduction.
- Week 12_03-31-2009_Sustaining Law Firm Growth.doc has 3 A-clips but UNRESOLVED audio.
- recording-13.txt has RESOLVED audio and the dramatic "disinvited student" A-clip.
- Week 12 - March 31, 2009.doc (undated) also covers Week 12 content (Five D's of Partnership) but maps better to policies/procedures.

### Top Headlines
1. **Program Evolution: Q1=Crash Course, Q2=Marketing, Q3=Management, Q4=Financial** — Q1_Week 12_2011-04-05_Sales as a Service.docx (~line 11) | Audio: TBD | 6/6
2. **Analysis Paralysis Is the Death of Any Business** — Q1_Week 12_2011-04-05_Sales as a Service.docx (~line 7) | Audio: TBD | 5/6
3. **Law School Trains Not to Make Mistakes — Entrepreneurship Requires the Opposite** — Q1_Week 12_2011-04-05_Sales as a Service.docx (~line 8) | Audio: TBD | 5/6
4. **Decision-Making Is the Core Skill of Running a Law Firm** — recording-13.txt (~line 1) | Audio: TBD | 5/6
5. **Don't Take Cases Outside Your Niche Just Because Clients Ask** — Week 12_03-31-2009_Sustaining Law Firm Growth.doc (~line 13) | Audio: TBD | 5/6
6. **Cultivate Referral Relationships by Sending Them Work First** — Week 12_03-31-2009_Sustaining Law Firm Growth.doc (~line 27) | Audio: TBD | 6/6

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