{"workflow":{"id":14169,"name":"Qualify and manage voice sales calls with Claude, GPT-4o, Gemini, and GoHighLevel","views":69,"recentViews":2,"totalViews":69,"createdAt":"2026-03-18T19:50:02.721Z","description":" \n⏺ πŸš€ How it works \n \n Fully automates your inbound and outbound voice sales pipeline β€” from live call qualification to CRM pipeline management β€” with multi-agent AI and automatic lead nurturing if a prospect doesn't book. \n \n - πŸ“ž Receives end-of-call reports from Vapi or Retell AI via webhook β€” works with both providers out of the box \n - 🧠 Qualifies every inbound lead using BANT scoring (Budget Β· Authority Β· Need Β· Timeline) powered by Claude Haiku \n - πŸ“… Detects appointment intent and preferred meeting time using GPT-4o before touching your CRM \n - πŸ—‚οΈ Upserts the contact and creates a pipeline opportunity in GoHighLevel automatically β€” no duplicates \n - πŸ’¬ Analyses objections and generates a rebuttal script using Claude Sonnet (feel-felt-found + Challenger Sale) \n - πŸ“ Writes a professional CRM note from the call summary using Gemini 2.0 Flash β€” ready to sync \n - πŸ” Enrols unqualified leads into a GoHighLevel nurture workflow automatically for long-term follow-up \n - πŸ“€ Fires prioritised outbound calls every morning at 9 AM via Vapi β€” GPT-4o Mini ranks leads by conversion probability \n - πŸ“Š Logs every call (inbound + outbound) to Supabase and Google Sheets for full pipeline reporting \n \n πŸ› οΈ Set up steps \n \n Estimated setup time: ~45 minutes \n \n 1. Webhook β€” copy the webhook URL and paste it into your Vapi or Retell dashboard as the end-of-call report URL \n 2. GoHighLevel β€” connect your HighLevel OAuth2 credential; set your Pipeline ID, Hot Stage ID, and Nurturing Stage ID in the opportunity nodes (Opportunities β†’ Settings β†’ Pipelines)\n 3. Anthropic β€” connect your Anthropic API credential; used for Claude Haiku (BANT qualification) and Claude Sonnet (objection handling)\n 4. OpenAI β€” connect your OpenAI API credential; used for GPT-4o (booking intent detection) and GPT-4o Mini (outbound lead ranking) \n 5. Google Gemini β€” connect your Google Gemini API credential; used for CRM note writing with gemini-2.0-flash\n 6. Vapi β€” add your Vapi API key to the HTTP Request node header; set your Phone Number ID and Assistant ID in the outbound call node (Vapi Dashboard β†’ Phone Numbers / Assistants) \n 7. Supabase β€” connect your Supabase API credential; create the voice_call_logs table using the SQL in the setup sticky note inside the workflow \n 8. Google Sheets β€” connect Google Sheets OAuth2; set your Spreadsheet ID and ensure a sheet named Voice Call Log exists with the columns listed in the setup sticky note \n 9. Follow the sticky notes inside the workflow β€” each section has a one-liner setup guide \n \n πŸ“‹ Prerequisites \n \n - Vapi or Retell AI account with an active phone number and assistant configured \n - Anthropic API key (Claude API access) \n - OpenAI API key (GPT-4o and GPT-4o Mini access) \n - Google Gemini API key \n - GoHighLevel account with at least one pipeline and automation workflow set up\n - Supabase project with the voice_call_logs table created \n - Google Sheets spreadsheet set up as your call log\n \n --- \n Custom Workflow Request with Personal Dashboard\n \n kumar@smartflowcraft.com\n \n https://www.smartflowcraft.com/contact \n\n More free templates \n \n https://www.smartflowcraft.com/n8n-templates","workflow":{"meta":{"instanceId":"22fdca31d9968d6f06af303ef9be6a073b9af5f54fda4c07e35417e4d15e704f"},"nodes":[{"id":"2c6149e5-01bc-4a87-903b-ce16f36f3ff4","name":"Setup Guide","type":"n8n-nodes-base.stickyNote","position":[30688,6576],"parameters":{"color":7,"width":636,"height":928,"content":"## πŸš€ Voice AI + GHL Sales Agent β€” Setup Guide\n\n**STEP 1 β€” Credentials**\n- Add `HighLevel OAuth2` credential (OAuth2 flow via GHL marketplace app)\n- Add `Anthropic` API key credential\n- Add `OpenAI` API key credential\n- Add `Google Gemini (PaLM) API` credential\n- Add `Supabase` credential (URL + Service Role Key)\n- Add `Google Sheets OAuth2` credential\n\n**STEP 2 β€” Supabase**\n- Run the CREATE TABLE SQL shown in the Supabase Schema note\n- Replace `YOUR_SUPABASE_CRED_ID` in all Supabase nodes\n\n**STEP 3 β€” GoHighLevel**\n- Replace `YOUR_HL_CRED_ID` with your GHL credential ID\n- Replace `YOUR_PIPELINE_ID` with your GHL pipeline ID\n- Replace `YOUR_HOT_STAGE_ID` with the Hot Lead stage ID\n- Replace `YOUR_NURTURING_STAGE_ID` with the Nurturing stage ID\n- Replace `YOUR_NURTURE_WORKFLOW_ID` with your GHL automation workflow ID\n\n**STEP 4 β€” Voice Provider (Vapi)**\n- Set env var `VAPI_API_KEY` in n8n Settings β†’ Environment Variables\n- Replace `YOUR_VAPI_PHONE_NUMBER_ID` with your Vapi phone number ID\n- Replace `YOUR_VAPI_ASSISTANT_ID` with your Vapi assistant ID\n- Inbound webhook URL: `https://YOUR_N8N_URL/webhook/voice-sales-inbound`\n- Configure Vapi End-of-Call webhook to POST to the inbound URL\n- For Retell: configure `call_ended` webhook to POST to same URL\n\n**STEP 5 β€” Google Sheets**\n- Create a spreadsheet with sheet named `Voice Call Log`\n- Add all column headers listed in the Sheets Columns note\n- Replace `YOUR_SPREADSHEET_ID` with the spreadsheet ID from the URL\n\n**STEP 6 β€” GHL API Key (for Trigger Nurture Workflow)**\n- Set env var `GHL_API_KEY` in n8n Settings β†’ Environment Variables\n- This is your GHL Location API key (Settings β†’ API Keys)\n\n**STEP 7 β€” Activate**\n- Activate the workflow\n- Test with a short test call to verify BANT scoring\n- Monitor the Voice Call Log sheet for entries"},"typeVersion":1},{"id":"b038c1cd-3d50-4088-b140-55f41d5f7240","name":"Supabase Schema","type":"n8n-nodes-base.stickyNote","position":[31376,6512],"parameters":{"color":5,"width":520,"height":988,"content":"## πŸ—„οΈ Supabase Table Schema\n\n```sql\nCREATE TABLE voice_call_logs (\n id UUID PRIMARY KEY DEFAULT gen_random_uuid(),\n call_id TEXT NOT NULL,\n phone_number TEXT,\n direction TEXT DEFAULT 'inbound',\n provider TEXT,\n duration_sec INTEGER,\n transcript TEXT,\n recording_url TEXT,\n bant_score INTEGER,\n qualified BOOLEAN DEFAULT FALSE,\n budget_confirmed BOOLEAN,\n authority_confirmed BOOLEAN,\n need_identified BOOLEAN,\n timeline_defined BOOLEAN,\n bant_summary TEXT,\n key_objections JSONB,\n appointment_requested BOOLEAN,\n preferred_time TEXT,\n ghl_contact_id TEXT,\n ghl_opp_id TEXT,\n crm_note TEXT,\n objection_response TEXT,\n outbound_call_id TEXT,\n created_at TIMESTAMPTZ DEFAULT NOW()\n);\n\nCREATE INDEX idx_vcl_phone\n ON voice_call_logs(phone_number);\nCREATE INDEX idx_vcl_qualified\n ON voice_call_logs(qualified);\nCREATE INDEX idx_vcl_created\n ON voice_call_logs(created_at DESC);\n```"},"typeVersion":1},{"id":"8e3f1b65-ed3a-48dc-8dd8-0d19a7be1da0","name":"Google Sheets Columns","type":"n8n-nodes-base.stickyNote","position":[31920,6512],"parameters":{"color":5,"width":380,"height":980,"content":"## πŸ“Š Google Sheets Columns\n\nSheet name: **Voice Call Log**\n\nCreate these columns (Row 1 headers):\n1. Call ID\n2. Date\n3. Phone Number\n4. Direction\n5. Provider\n6. Duration (sec)\n7. BANT Score\n8. Qualified\n9. Appointment Requested\n10. GHL Contact ID\n11. GHL Opp ID\n12. CRM Note\n13. Objection Response"},"typeVersion":1},{"id":"5b03b0d6-20a4-495d-ab30-89f3343f90cd","name":"HighLevel IDs","type":"n8n-nodes-base.stickyNote","position":[32336,6496],"parameters":{"color":6,"width":480,"height":996,"content":"## πŸ”‘ HighLevel Placeholder IDs\n\n| Placeholder | Where to find |\n|---|---|\n| `YOUR_HL_CRED_ID` | n8n Credentials page |\n| `YOUR_PIPELINE_ID` | GHL β†’ Opportunities β†’ Pipeline settings |\n| `YOUR_HOT_STAGE_ID` | GHL β†’ Pipeline β†’ Stage ID from URL |\n| `YOUR_NURTURING_STAGE_ID` | GHL β†’ Pipeline β†’ Stage ID from URL |\n| `YOUR_NURTURE_WORKFLOW_ID` | GHL β†’ Automation β†’ Workflow ID |\n\n**Finding Stage IDs:**\nGo to GHL Opportunities β†’ Edit Pipeline\nβ†’ click a stage β†’ check URL for the UUID\n\n**Finding Pipeline ID:**\nGHL Settings β†’ Pipelines\nβ†’ click pipeline β†’ UUID in URL\n\n**Vapi IDs:**\n| `YOUR_VAPI_PHONE_NUMBER_ID` | Vapi Dashboard β†’ Phone Numbers |\n| `YOUR_VAPI_ASSISTANT_ID` | Vapi Dashboard β†’ Assistants |"},"typeVersion":1},{"id":"8766ca49-3c85-4668-abb5-399e30f93562","name":"INBOUND FLOW","type":"n8n-nodes-base.stickyNote","position":[30976,7696],"parameters":{"color":4,"width":600,"height":50,"content":"## πŸ“ž INBOUND FLOW β€” Vapi / Retell Webhook β†’ BANT β†’ Booking β†’ HighLevel CRM"},"typeVersion":1},{"id":"d4221ed4-192d-42aa-a900-6ce94e1bdc0f","name":"Inbound Call Webhook","type":"n8n-nodes-base.webhook","position":[30960,7920],"webhookId":"voice-sales-inbound-webhook-id","parameters":{"path":"voice-sales-inbound","options":{},"httpMethod":"POST"},"typeVersion":2},{"id":"ff5adfec-1e48-4860-93e4-ea46f0147454","name":"Normalize Call Payload","type":"n8n-nodes-base.code","position":[31200,7920],"parameters":{"jsCode":"// Normalize Vapi and Retell webhook payloads into a unified structure\nconst items = $input.all();\nconst body = items[0].json.body || items[0].json;\n\nlet call_id, phone_number, transcript, recording_url, duration_sec, provider;\n\n// Detect Vapi format\nif (body.message && (body.message.type === 'end-of-call-report' || body.message.type === 'end-of-call')) {\n provider = 'vapi';\n const msg = body.message;\n call_id = (msg.call && msg.call.id) || msg.callId || 'unknown';\n phone_number = (msg.call && msg.call.customer && msg.call.customer.number) || msg.customerNumber || '';\n transcript = msg.transcript || msg.artifactTranscript || '';\n recording_url = msg.recordingUrl || (msg.artifact && msg.artifact.recordingUrl) || '';\n duration_sec = (msg.call && msg.call.duration) || msg.duration || 0;\n\n// Detect Retell format\n} else if (body.event === 'call_ended' || body.event === 'call_analyzed') {\n provider = 'retell';\n const data = body.data || body;\n call_id = data.call_id || data.callId || 'unknown';\n phone_number = data.from_number || data.fromNumber || data.customer_number || '';\n // Retell transcript may be an array of turn objects\n if (Array.isArray(data.transcript)) {\n transcript = data.transcript.map(t => `${t.role || t.speaker}: ${t.content || t.text}`).join('\\n');\n } else {\n transcript = data.transcript || '';\n }\n recording_url = data.recording_url || data.recordingUrl || '';\n duration_sec = data.duration_sec || (data.duration_ms ? Math.round(data.duration_ms / 1000) : 0);\n\n// Fallback / generic format\n} else {\n provider = 'unknown';\n call_id = body.call_id || body.callId || 'unknown-' + Date.now();\n phone_number = body.phone_number || body.from || body.customer_number || '';\n transcript = body.transcript || '';\n recording_url = body.recording_url || '';\n duration_sec = body.duration_sec || body.duration || 0;\n}\n\n// Normalize phone to E.164\nif (phone_number && !phone_number.startsWith('+')) {\n const digits = phone_number.replace(/\\D/g, '');\n phone_number = digits.length === 10 ? '+1' + digits : '+' + digits;\n}\n\nreturn [{\n json: {\n call_id,\n phone_number,\n transcript,\n recording_url,\n duration_sec: parseInt(duration_sec) || 0,\n provider,\n raw_body: body\n }\n}];"},"typeVersion":2},{"id":"e12f23c5-2490-4993-b4dc-c828de36a6f5","name":"Valid Call?","type":"n8n-nodes-base.if","position":[31440,7920],"parameters":{"options":{},"conditions":{"options":{"leftValue":"","caseSensitive":true,"typeValidation":"strict"},"combinator":"and","conditions":[{"id":"cond-duration","operator":{"type":"number","operation":"gte"},"leftValue":"={{ $json.duration_sec }}","rightValue":30},{"id":"cond-transcript","operator":{"type":"number","operation":"gt"},"leftValue":"={{ $json.transcript.length }}","rightValue":50}]}},"typeVersion":2},{"id":"6bc7ecd9-aa1e-461e-aa21-b1d297534e4c","name":"BANT Qualifier","type":"@n8n/n8n-nodes-langchain.agent","position":[31680,7904],"parameters":{"text":"=Phone Number: {{ $json.phone_number }}\nCall Duration: {{ $json.duration_sec }} seconds\nProvider: {{ $json.provider }}\n\nCALL TRANSCRIPT:\n{{ $json.transcript }}\n\nAnalyze this sales call transcript using the BANT framework and return your structured assessment.","options":{"systemMessage":"You are an expert B2B sales qualification specialist with 15+ years of experience analyzing sales calls using the BANT framework (Budget, Authority, Need, Timeline).\n\nYour task is to analyze the provided call transcript and score the lead's qualification level.\n\nSCORING CRITERIA:\n- Budget (0-3 pts): 0=not discussed, 1=vague mention of budget, 2=budget range confirmed, 3=specific budget confirmed and allocated\n- Authority (0-3 pts): 0=unknown/gatekeeper, 1=influencer only, 2=shared decision-maker, 3=sole decision-maker\n- Need (0-2 pts): 0=no need identified, 1=pain point mentioned, 2=urgent clear business need confirmed\n- Timeline (0-2 pts): 0=no timeline mentioned, 1=vague future intent, 2=specific timeline or urgency expressed\n\nTotal score range: 0-10. Score >= 6 = qualified lead.\n\nKey objection extraction: pull exact phrases or paraphrased objections verbatim from the transcript.\nBANT summary: write a concise 2-3 sentence executive summary of the lead's qualification status and business situation.\n\nAlways respond with valid JSON matching the output schema exactly. Do not wrap in markdown code blocks."},"promptType":"define","hasOutputParser":true},"typeVersion":1.8},{"id":"50365d33-a693-44b4-89a7-0a7578012245","name":"Claude Haiku (BANT)","type":"@n8n/n8n-nodes-langchain.lmChatAnthropic","position":[31584,8128],"parameters":{"model":{"__rl":true,"mode":"list","value":"claude-3-haiku-20240307"},"options":{"temperature":0.1}},"typeVersion":1.3},{"id":"c768b57e-963d-45e7-8746-403e4e7f1603","name":"BANT Output Parser","type":"@n8n/n8n-nodes-langchain.outputParserStructured","position":[31792,8128],"parameters":{"schemaType":"manual","inputSchema":"{\"type\": \"object\", \"properties\": {\"score\": {\"type\": \"number\"}, \"budget_confirmed\": {\"type\": \"boolean\"}, \"authority_confirmed\": {\"type\": \"boolean\"}, \"need_identified\": {\"type\": \"boolean\"}, \"timeline_defined\": {\"type\": \"boolean\"}, \"summary\": {\"type\": \"string\"}, \"key_objections\": {\"type\": \"array\", \"items\": {\"type\": \"string\"}}}, \"required\": [\"score\", \"budget_confirmed\", \"authority_confirmed\", \"need_identified\", \"timeline_defined\", \"summary\", \"key_objections\"]}"},"typeVersion":1.2},{"id":"15f47f1f-bf86-40d0-8469-cebe0c38619e","name":"Extract BANT","type":"n8n-nodes-base.code","position":[31984,7920],"parameters":{"jsCode":"const items = $input.all();\nconst item = items[0];\n\n// The AI Agent output is in item.json.output (string) or already parsed object\nlet bant;\ntry {\n const raw = item.json.output || item.json;\n if (typeof raw === 'string') {\n const cleaned = raw.replace(/```json\\n?/g, '').replace(/```\\n?/g, '').trim();\n bant = JSON.parse(cleaned);\n } else if (typeof raw === 'object' && raw.score !== undefined) {\n bant = raw;\n } else if (raw.output && typeof raw.output === 'object') {\n bant = raw.output;\n } else {\n bant = { score: 0, budget_confirmed: false, authority_confirmed: false, need_identified: false, timeline_defined: false, summary: 'Parse error', key_objections: [] };\n }\n} catch(e) {\n bant = { score: 0, budget_confirmed: false, authority_confirmed: false, need_identified: false, timeline_defined: false, summary: 'Parse error: ' + e.message, key_objections: [] };\n}\n\nreturn [{\n json: {\n ...item.json,\n bant_score: bant.score || 0,\n budget_confirmed: bant.budget_confirmed || false,\n authority_confirmed: bant.authority_confirmed || false,\n need_identified: bant.need_identified || false,\n timeline_defined: bant.timeline_defined || false,\n bant_summary: bant.summary || '',\n key_objections: bant.key_objections || [],\n qualified: (bant.score || 0) >= 6\n }\n}];"},"typeVersion":2},{"id":"8d35cf31-1c05-4092-93b5-aab3eb719bbc","name":"Qualified?","type":"n8n-nodes-base.if","position":[32160,7920],"parameters":{"options":{},"conditions":{"options":{"leftValue":"","caseSensitive":true,"typeValidation":"strict"},"combinator":"and","conditions":[{"id":"cond-qualified","operator":{"type":"number","operation":"gte"},"leftValue":"={{ $json.bant_score }}","rightValue":6}]}},"typeVersion":2},{"id":"1c9d4c01-47ee-4169-aee0-fde73118f5f5","name":"Booking Intent Detector","type":"@n8n/n8n-nodes-langchain.agent","position":[32400,7920],"parameters":{"text":"=Phone: {{ $json.phone_number }}\nBANT Score: {{ $json.bant_score }}/10\nBANT Summary: {{ $json.bant_summary }}\nKey Objections: {{ JSON.stringify($json.key_objections) }}\n\nCALL TRANSCRIPT:\n{{ $json.transcript }}\n\nAnalyze the booking intent and all objections from this qualified sales call.","options":{"systemMessage":"You are an expert sales conversation analyst specializing in appointment setting and objection identification.\n\nYour task is to:\n1. Detect whether the prospect expressed intent to book a meeting, demo, or follow-up call\n2. Extract any preferred time or date mentioned by the prospect\n3. Rate your confidence in the booking intent on a scale of 0.0 to 1.0\n4. List ALL sales objections raised during the call (pricing, timing, competition, authority, need doubt, integration concerns, etc.)\n\nExplicit booking signals: 'book a call', 'schedule a demo', 'let's meet', 'send me a calendar link', 'set up a time'\nImplicit booking signals: 'I'd like to learn more', 'can you send details', 'when are you available', 'I'll think about it and we can talk'\n\nFor objections: capture the actual language or substance from the transcript, not generic categories.\n\nAlways respond with valid JSON matching the output schema exactly. Do not wrap in markdown code blocks."},"promptType":"define","hasOutputParser":true},"typeVersion":1.8},{"id":"34a49c29-44e5-45a2-b58a-8065b7cfde35","name":"GPT-4o (Booking)","type":"@n8n/n8n-nodes-langchain.lmChatOpenAi","position":[32304,8128],"parameters":{"model":{"__rl":true,"mode":"list","value":"gpt-4o"},"options":{"maxTokens":800,"temperature":0.1}},"typeVersion":1.2},{"id":"f56f0b20-5cef-4c2b-a0f0-57336c99430d","name":"Booking Output Parser","type":"@n8n/n8n-nodes-langchain.outputParserStructured","position":[32512,8128],"parameters":{"schemaType":"manual","inputSchema":"{\"type\": \"object\", \"properties\": {\"appointment_requested\": {\"type\": \"boolean\"}, \"preferred_time\": {\"type\": \"string\"}, \"confidence\": {\"type\": \"number\"}, \"objections\": {\"type\": \"array\", \"items\": {\"type\": \"string\"}}}, \"required\": [\"appointment_requested\", \"preferred_time\", \"confidence\", \"objections\"]}"},"typeVersion":1.2},{"id":"df626c1e-4cb1-45b4-9249-c60e92936493","name":"Extract Booking","type":"n8n-nodes-base.code","position":[32704,7920],"parameters":{"jsCode":"const items = $input.all();\nconst item = items[0];\n\nlet booking;\ntry {\n const raw = item.json.output || item.json;\n if (typeof raw === 'string') {\n const cleaned = raw.replace(/```json\\n?/g, '').replace(/```\\n?/g, '').trim();\n booking = JSON.parse(cleaned);\n } else if (typeof raw === 'object' && raw.appointment_requested !== undefined) {\n booking = raw;\n } else if (raw.output && typeof raw.output === 'object') {\n booking = raw.output;\n } else {\n booking = { appointment_requested: false, preferred_time: '', confidence: 0, objections: [] };\n }\n} catch(e) {\n booking = { appointment_requested: false, preferred_time: '', confidence: 0, objections: [] };\n}\n\nreturn [{\n json: {\n ...item.json,\n appointment_requested: booking.appointment_requested || false,\n preferred_time: booking.preferred_time || '',\n booking_confidence: booking.confidence || 0,\n detected_objections: booking.objections || item.json.key_objections || []\n }\n}];"},"typeVersion":2},{"id":"2e5a0f2a-1316-4a26-bf83-0dae5a81d753","name":"Search GHL Contact","type":"n8n-nodes-base.highLevel","position":[32880,7920],"parameters":{"limit":1,"filters":{"query":"={{ $json.phone_number }}"},"options":{},"operation":"getAll","requestOptions":{}},"typeVersion":2},{"id":"7e34c94c-036f-4b36-85ff-d4813208c581","name":"Contact Exists?","type":"n8n-nodes-base.if","position":[33120,7920],"parameters":{"options":{},"conditions":{"options":{"leftValue":"","caseSensitive":true,"typeValidation":"strict"},"combinator":"and","conditions":[{"id":"cond-contact-exists","operator":{"type":"string","operation":"notEmpty"},"leftValue":"={{ $json.id }}","rightValue":""}]}},"typeVersion":2},{"id":"225e773a-d172-4b4c-8098-cc161d52c157","name":"Update Contact","type":"n8n-nodes-base.highLevel","position":[33360,7776],"parameters":{"contactId":"={{ $json.id }}","operation":"update","updateFields":{"tags":"voice-lead,qualified"},"requestOptions":{}},"typeVersion":2},{"id":"8baf9ac3-da6f-4f45-ab43-42894b2cdf21","name":"Create Contact","type":"n8n-nodes-base.highLevel","position":[33360,8064],"parameters":{"phone":"={{ $('Extract Booking').item.json.phone_number }}","requestOptions":{},"additionalFields":{"tags":"voice-lead,qualified","source":"Voice AI","firstName":"Voice Lead"}},"typeVersion":2},{"id":"e1830164-2269-4350-bac8-5caeb6fd53fa","name":"Merge Contact Paths","type":"n8n-nodes-base.merge","position":[33600,7920],"parameters":{"mode":"chooseBranch"},"typeVersion":3},{"id":"2f73c33f-4668-4998-b644-2df3d023e98f","name":"Create Hot Opportunity","type":"n8n-nodes-base.highLevel","position":[33840,7920],"parameters":{"name":"={{ 'Voice Lead β€” ' + $('Extract Booking').item.json.phone_number }}","resource":"opportunity","contactId":"={{ $json.id }}","pipelineId":"YOUR_PIPELINE_ID","requestOptions":{},"additionalFields":{"stageId":"YOUR_HOT_STAGE_ID","monetaryValue":0}},"typeVersion":2},{"id":"0dfc8efc-c2d6-4c90-a35a-744ece82c633","name":"Objection Handler","type":"@n8n/n8n-nodes-langchain.agent","position":[34080,7920],"parameters":{"text":"=Lead Phone: {{ $('Extract Booking').item.json.phone_number }}\nBANT Score: {{ $('Extract BANT').item.json.bant_score }}/10\nAppointment Requested: {{ $('Extract Booking').item.json.appointment_requested }}\nPreferred Time: {{ $('Extract Booking').item.json.preferred_time }}\n\nObjections raised by the prospect:\n{{ JSON.stringify($('Extract Booking').item.json.detected_objections, null, 2) }}\n\nBANT Summary:\n{{ $('Extract BANT').item.json.bant_summary }}\n\nGenerate a professional objection handling response script for this qualified lead.","options":{"systemMessage":"You are a world-class B2B sales coach specializing in objection handling. You have deep expertise in consultative selling, value-based selling, and advanced persuasion techniques.\n\nYour task is to:\n1. Analyze all objections raised by the prospect in priority order\n2. Select the single most effective objection handling technique:\n - feel-felt-found: for emotional/uncertain objections ('I feel it's too expensive')\n - acknowledge-clarify-respond: for factual/pricing objections with specific numbers\n - reframe: for competitive/comparison objections\n - isolate-and-solve: when there is one single blocking objection\n - social-proof: when prospect is skeptical about results\n3. Write a specific, personalized response script for the sales rep to use on the follow-up call\n4. Rate your confidence (0.0-1.0) that this response will effectively address the objections\n\nThe response script requirements:\n- 3-5 sentences maximum\n- Natural, conversational tone (not corporate/stiff)\n- Reference the specific objection language or context from the call\n- End with a clear, low-pressure call-to-action\n- Should feel like it was written by a human sales coach, not a template\n\nAlways respond with valid JSON matching the output schema exactly. Do not wrap in markdown code blocks."},"promptType":"define","hasOutputParser":true},"typeVersion":1.8},{"id":"c35439d6-5c34-4e25-b650-25e2c89871b8","name":"Claude Sonnet (Objection)","type":"@n8n/n8n-nodes-langchain.lmChatAnthropic","position":[33984,8128],"parameters":{"model":{"__rl":true,"mode":"list","value":"claude-3-5-sonnet-20241022"},"options":{"temperature":0.3}},"typeVersion":1.3},{"id":"915179ba-1e73-4152-956c-83270f947bd9","name":"Objection Output Parser","type":"@n8n/n8n-nodes-langchain.outputParserStructured","position":[34304,8128],"parameters":{"schemaType":"manual","inputSchema":"{\"type\": \"object\", \"properties\": {\"response_script\": {\"type\": \"string\"}, \"technique\": {\"type\": \"string\"}, \"confidence\": {\"type\": \"number\"}}, \"required\": [\"response_script\", \"technique\", \"confidence\"]}"},"typeVersion":1.2},{"id":"e256abc8-7cc7-4c7b-bb30-0218f66cad54","name":"Extract Objection Response","type":"n8n-nodes-base.code","position":[34368,7920],"parameters":{"jsCode":"const items = $input.all();\nconst item = items[0];\n\nlet resp;\ntry {\n const raw = item.json.output || item.json;\n if (typeof raw === 'string') {\n const cleaned = raw.replace(/```json\\n?/g, '').replace(/```\\n?/g, '').trim();\n resp = JSON.parse(cleaned);\n } else if (typeof raw === 'object' && raw.response_script !== undefined) {\n resp = raw;\n } else if (raw.output && typeof raw.output === 'object') {\n resp = raw.output;\n } else {\n resp = { response_script: 'Follow up with value proposition tailored to their specific pain points.', technique: 'generic', confidence: 0.5 };\n }\n} catch(e) {\n resp = { response_script: 'Follow up with value proposition tailored to their specific pain points.', technique: 'generic', confidence: 0.5 };\n}\n\n// Carry forward all previous context\nconst bant = $('Extract BANT').item.json;\nconst booking = $('Extract Booking').item.json;\nconst mergedContact = $('Merge Contact Paths').item.json;\nconst opp = $('Create Hot Opportunity').item.json;\n\nreturn [{\n json: {\n call_id: bant.call_id,\n phone_number: bant.phone_number,\n transcript: bant.transcript,\n recording_url: bant.recording_url,\n duration_sec: bant.duration_sec,\n provider: bant.provider,\n bant_score: bant.bant_score,\n budget_confirmed: bant.budget_confirmed,\n authority_confirmed: bant.authority_confirmed,\n need_identified: bant.need_identified,\n timeline_defined: bant.timeline_defined,\n bant_summary: bant.bant_summary,\n key_objections: bant.key_objections,\n qualified: true,\n appointment_requested: booking.appointment_requested,\n preferred_time: booking.preferred_time,\n booking_confidence: booking.booking_confidence,\n detected_objections: booking.detected_objections,\n ghl_contact_id: mergedContact.id || '',\n ghl_opp_id: opp.id || '',\n objection_response_script: resp.response_script,\n objection_technique: resp.technique,\n objection_confidence: resp.confidence\n }\n}];"},"typeVersion":2},{"id":"379041e0-2fcf-470b-8702-d510b525e0d1","name":"CRM Note Writer","type":"@n8n/n8n-nodes-langchain.agent","position":[34560,7920],"parameters":{"text":"=Contact Phone: {{ $json.phone_number }}\nCall Date: {{ $now.toISO() }}\nCall Duration: {{ $json.duration_sec }} seconds\nProvider: {{ $json.provider }}\nBANT Score: {{ $json.bant_score }}/10\nBudget Confirmed: {{ $json.budget_confirmed }}\nAuthority Confirmed: {{ $json.authority_confirmed }}\nNeed Identified: {{ $json.need_identified }}\nTimeline Defined: {{ $json.timeline_defined }}\nBANT Summary: {{ $json.bant_summary }}\nAppointment Requested: {{ $json.appointment_requested }}\nPreferred Appointment Time: {{ $json.preferred_time }}\nObjections Raised: {{ JSON.stringify($json.detected_objections) }}\nObjection Handling Technique Selected: {{ $json.objection_technique }}\nObjection Response Script: {{ $json.objection_response_script }}\n\nWrite a professional CRM activity note for this inbound voice AI sales call.","options":{"systemMessage":"You are a professional CRM administrator and sales operations specialist with expertise in Salesforce, HubSpot, and GoHighLevel CRM systems. Your task is to write concise, structured, professional activity notes for sales CRM systems.\n\nThe CRM note MUST follow this exact structure:\n\nCALL SUMMARY\n[1-2 sentences describing what happened on the call]\n\nQUALIFICATION STATUS\nBANT Score: X/10\n- Budget: [status and detail]\n- Authority: [status and detail]\n- Need: [status and detail]\n- Timeline: [status and detail]\n\nNEXT STEPS\n[Specific actionable items with dates/times where mentioned. Use bullet points.]\n\nOBJECTIONS ON FILE\n[List each objection. Use bullet points.]\n\nRECOMMENDED APPROACH\n[Which technique to use and brief rationale. 1-2 sentences.]\n\nTotal note length: 150-250 words. Use third person (e.g., 'Prospect confirmed...', 'Lead indicated...'). Be specific and actionable β€” any sales rep should be able to pick up this lead and know exactly what to do next.\n\nAlways respond with valid JSON matching the output schema exactly. Do not wrap in markdown code blocks."},"promptType":"define","hasOutputParser":true},"typeVersion":1.8},{"id":"ae2993f0-aa6c-4a9b-aaab-4f10caaef1f8","name":"Gemini Flash (CRM Note)","type":"@n8n/n8n-nodes-langchain.lmChatGoogleGemini","position":[34464,8128],"parameters":{"options":{"temperature":0.2,"maxOutputTokens":800},"modelName":{"__rl":true,"mode":"list","value":""}},"typeVersion":1},{"id":"8956d772-8e28-4d96-ac8e-5d1a145b32fc","name":"CRM Note Output Parser","type":"@n8n/n8n-nodes-langchain.outputParserStructured","position":[34768,8128],"parameters":{"schemaType":"manual","inputSchema":"{\"type\": \"object\", \"properties\": {\"crm_note\": {\"type\": \"string\"}}, \"required\": [\"crm_note\"]}"},"typeVersion":1.2},{"id":"90320e2e-a46e-40d1-a8b8-8ca9fd52ca7d","name":"Extract CRM Note","type":"n8n-nodes-base.code","position":[34880,7920],"parameters":{"jsCode":"const items = $input.all();\nconst item = items[0];\n\nlet note;\ntry {\n const raw = item.json.output || item.json;\n if (typeof raw === 'string') {\n const cleaned = raw.replace(/```json\\n?/g, '').replace(/```\\n?/g, '').trim();\n note = JSON.parse(cleaned);\n } else if (typeof raw === 'object' && raw.crm_note !== undefined) {\n note = raw;\n } else if (raw.output && typeof raw.output === 'object') {\n note = raw.output;\n } else {\n note = { crm_note: 'Voice AI inbound call β€” see transcript for details.' };\n }\n} catch(e) {\n note = { crm_note: 'Voice AI inbound call β€” see transcript for details.' };\n}\n\nconst prev = $('Extract Objection Response').item.json;\n\nreturn [{\n json: {\n ...prev,\n crm_note: note.crm_note || 'Voice AI call logged.'\n }\n}];"},"typeVersion":2},{"id":"60f7c53e-fa87-4abb-814c-a5a141b6d2f4","name":"Update Contact Notes","type":"n8n-nodes-base.highLevel","position":[35040,7920],"parameters":{"contactId":"={{ $json.ghl_contact_id }}","operation":"update","updateFields":{"tags":"voice-lead,qualified,hot"},"requestOptions":{}},"typeVersion":2},{"id":"31d77ea6-aa77-446d-933a-27fb25e20cc2","name":"Update Stage: Hot Lead","type":"n8n-nodes-base.highLevel","position":[35280,7920],"parameters":{"resource":"opportunity","operation":"update","updateFields":{"stageId":"YOUR_HOT_STAGE_ID"},"opportunityId":"={{ $json.ghl_opp_id }}","requestOptions":{}},"typeVersion":2},{"id":"16c3ca21-35f0-4707-8830-01f9abf439da","name":"Log to Supabase","type":"n8n-nodes-base.supabase","position":[35520,7920],"parameters":{"tableId":"voice_call_logs","fieldsUi":{"fieldValues":[{"fieldId":"call_id","fieldValue":"={{ $json.call_id }}"},{"fieldId":"phone_number","fieldValue":"={{ $json.phone_number }}"},{"fieldId":"direction","fieldValue":"inbound"},{"fieldId":"provider","fieldValue":"={{ $json.provider }}"},{"fieldId":"duration_sec","fieldValue":"={{ $json.duration_sec }}"},{"fieldId":"transcript","fieldValue":"={{ $json.transcript }}"},{"fieldId":"recording_url","fieldValue":"={{ $json.recording_url }}"},{"fieldId":"bant_score","fieldValue":"={{ $json.bant_score }}"},{"fieldId":"qualified","fieldValue":"={{ $json.qualified }}"},{"fieldId":"budget_confirmed","fieldValue":"={{ $json.budget_confirmed }}"},{"fieldId":"authority_confirmed","fieldValue":"={{ $json.authority_confirmed }}"},{"fieldId":"need_identified","fieldValue":"={{ $json.need_identified }}"},{"fieldId":"timeline_defined","fieldValue":"={{ $json.timeline_defined }}"},{"fieldId":"bant_summary","fieldValue":"={{ $json.bant_summary }}"},{"fieldId":"key_objections","fieldValue":"={{ JSON.stringify($json.key_objections) }}"},{"fieldId":"appointment_requested","fieldValue":"={{ $json.appointment_requested }}"},{"fieldId":"preferred_time","fieldValue":"={{ $json.preferred_time }}"},{"fieldId":"ghl_contact_id","fieldValue":"={{ $json.ghl_contact_id }}"},{"fieldId":"ghl_opp_id","fieldValue":"={{ $json.ghl_opp_id }}"},{"fieldId":"crm_note","fieldValue":"={{ $json.crm_note }}"},{"fieldId":"objection_response","fieldValue":"={{ $json.objection_response_script }}"}]}},"typeVersion":1},{"id":"c118faa4-789a-454e-a1cd-7f3d8cd0ef1a","name":"Log to Google Sheets","type":"n8n-nodes-base.googleSheets","position":[35760,7920],"parameters":{"columns":{"value":{"Date":"={{ $now.toISO() }}","Call ID":"={{ $json.call_id }}","CRM Note":"={{ $json.crm_note }}","Provider":"={{ $json.provider }}","Direction":"inbound","Qualified":"={{ $json.qualified }}","BANT Score":"={{ $json.bant_score }}","GHL Opp ID":"={{ $json.ghl_opp_id }}","Phone Number":"={{ $json.phone_number }}","Duration (sec)":"={{ $json.duration_sec }}","GHL Contact ID":"={{ $json.ghl_contact_id }}","Objection Response":"={{ $json.objection_response_script }}","Appointment Requested":"={{ $json.appointment_requested }}"},"schema":[],"mappingMode":"defineBelow","matchingColumns":[]},"options":{},"operation":"append","sheetName":{"__rl":true,"mode":"name","value":"Voice Call Log"},"documentId":{"__rl":true,"mode":"id","value":"YOUR_SPREADSHEET_ID"}},"typeVersion":4.4},{"id":"596534cd-65a3-42da-8348-819a0edfe61a","name":"Search GHL Contact NQ","type":"n8n-nodes-base.highLevel","position":[32400,8416],"parameters":{"limit":1,"filters":{"query":"={{ $json.phone_number }}"},"options":{},"operation":"getAll","requestOptions":{}},"typeVersion":2},{"id":"8a3a87b6-7f53-4d25-a7a1-38f01e077ac3","name":"Contact Exists NQ?","type":"n8n-nodes-base.if","position":[32640,8416],"parameters":{"options":{},"conditions":{"options":{"leftValue":"","caseSensitive":true,"typeValidation":"strict"},"combinator":"and","conditions":[{"id":"cond-nq-contact","operator":{"type":"string","operation":"notEmpty"},"leftValue":"={{ $json.id }}","rightValue":""}]}},"typeVersion":2},{"id":"a7374849-8c33-427a-8e12-f895f811d18a","name":"Update Contact NQ","type":"n8n-nodes-base.highLevel","position":[32880,8288],"parameters":{"contactId":"={{ $json.id }}","operation":"update","updateFields":{"tags":"voice-lead,nurturing"},"requestOptions":{}},"typeVersion":2},{"id":"a202a62e-3393-43da-b585-e7169f30175f","name":"Create Contact NQ","type":"n8n-nodes-base.highLevel","position":[32880,8560],"parameters":{"phone":"={{ $('Extract BANT').item.json.phone_number }}","requestOptions":{},"additionalFields":{"tags":"voice-lead,nurturing","source":"Voice AI","firstName":"Voice Lead"}},"typeVersion":2},{"id":"89c14e26-81fb-4b90-a80a-267583429d40","name":"Merge Contact NQ","type":"n8n-nodes-base.merge","position":[33120,8416],"parameters":{"mode":"chooseBranch"},"typeVersion":3},{"id":"1cf22c70-82c5-4fbd-9f0e-c96e5bf67246","name":"Create Nurturing Opportunity","type":"n8n-nodes-base.highLevel","position":[33360,8416],"parameters":{"name":"={{ 'Voice Lead (Nurturing) β€” ' + $('Extract BANT').item.json.phone_number }}","resource":"opportunity","contactId":"={{ $json.id }}","pipelineId":"YOUR_PIPELINE_ID","requestOptions":{},"additionalFields":{"stageId":"YOUR_NURTURING_STAGE_ID","monetaryValue":0}},"typeVersion":2},{"id":"6c911ccd-41ec-4359-9b5b-dfbc985f754c","name":"Trigger Nurture Workflow","type":"n8n-nodes-base.httpRequest","position":[33600,8416],"parameters":{"url":"=https://services.leadconnectorhq.com/contacts/{{ $json.id }}/workflow/YOUR_NURTURE_WORKFLOW_ID","method":"POST","options":{"response":{"response":{"neverError":true}}},"sendBody":true,"sendHeaders":true,"bodyParameters":{"parameters":[{}]},"headerParameters":{"parameters":[{"name":"Authorization","value":"={{ 'Bearer ' + $env.GHL_API_KEY }}"},{"name":"Content-Type","value":"application/json"},{"name":"Version","value":"2021-04-15"}]}},"typeVersion":4.2},{"id":"525f27f8-5a33-45d3-942d-a9c312f1a073","name":"Log to Supabase NQ","type":"n8n-nodes-base.supabase","position":[33840,8416],"parameters":{"tableId":"voice_call_logs","fieldsUi":{"fieldValues":[{"fieldId":"call_id","fieldValue":"={{ $('Extract BANT').item.json.call_id }}"},{"fieldId":"phone_number","fieldValue":"={{ $('Extract BANT').item.json.phone_number }}"},{"fieldId":"direction","fieldValue":"inbound"},{"fieldId":"provider","fieldValue":"={{ $('Extract BANT').item.json.provider }}"},{"fieldId":"duration_sec","fieldValue":"={{ $('Extract BANT').item.json.duration_sec }}"},{"fieldId":"transcript","fieldValue":"={{ $('Extract BANT').item.json.transcript }}"},{"fieldId":"recording_url","fieldValue":"={{ $('Extract BANT').item.json.recording_url }}"},{"fieldId":"bant_score","fieldValue":"={{ $('Extract BANT').item.json.bant_score }}"},{"fieldId":"qualified","fieldValue":"false"},{"fieldId":"budget_confirmed","fieldValue":"={{ $('Extract BANT').item.json.budget_confirmed }}"},{"fieldId":"authority_confirmed","fieldValue":"={{ $('Extract BANT').item.json.authority_confirmed }}"},{"fieldId":"need_identified","fieldValue":"={{ $('Extract BANT').item.json.need_identified }}"},{"fieldId":"timeline_defined","fieldValue":"={{ $('Extract BANT').item.json.timeline_defined }}"},{"fieldId":"bant_summary","fieldValue":"={{ $('Extract BANT').item.json.bant_summary }}"},{"fieldId":"key_objections","fieldValue":"={{ JSON.stringify($('Extract BANT').item.json.key_objections) }}"},{"fieldId":"ghl_contact_id","fieldValue":"={{ $json.id }}"}]}},"typeVersion":1},{"id":"d35df5f0-9f24-4fe7-80c3-1b7414ee8182","name":"Log to Google Sheets NQ","type":"n8n-nodes-base.googleSheets","position":[34080,8416],"parameters":{"columns":{"value":{"Date":"={{ $now.toISO() }}","Call ID":"={{ $('Extract BANT').item.json.call_id }}","CRM Note":"Not qualified β€” added to nurturing pipeline","Provider":"={{ $('Extract BANT').item.json.provider }}","Direction":"inbound","Qualified":"false","BANT Score":"={{ $('Extract BANT').item.json.bant_score }}","GHL Opp 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phone, transcript, duration_sec, provider"},"typeVersion":1},{"id":"29735a4b-b331-4f46-a76e-6d6b58b4d67d","name":"_Valid Call?","type":"n8n-nodes-base.stickyNote","position":[31424,7808],"parameters":{"width":234,"height":80,"content":"Skip calls < 30 s or transcript < 50 chars"},"typeVersion":1},{"id":"0d851d7f-44da-4e10-a294-d74f4662190e","name":"_BANT Qualifier","type":"n8n-nodes-base.stickyNote","position":[31680,7792],"parameters":{"width":230,"height":80,"content":"Claude Haiku scores Budget Β· Authority Β· Need Β· Timeline (0–10) from transcript"},"typeVersion":1},{"id":"76d160e0-f72d-475d-b9c7-1509de00ad66","name":"_Extract BANT","type":"n8n-nodes-base.stickyNote","position":[31936,7776],"parameters":{"width":186,"height":80,"content":"Merges BANT score + objections into working object"},"typeVersion":1},{"id":"a6373e91-8e9c-48ec-843a-9c8cbf8565b0","name":"_Qualified?","type":"n8n-nodes-base.stickyNote","position":[32160,7792],"parameters":{"width":201,"height":80,"content":"score β‰₯ 6 β†’ Booking path | score < 6 β†’ Nurture path"},"typeVersion":1},{"id":"736f9818-dd92-477d-9ae2-f9f12cc27778","name":"_Booking Intent Detector","type":"n8n-nodes-base.stickyNote","position":[32400,7776],"parameters":{"width":214,"height":96,"content":"GPT-4o detects appointment intent + preferred time + confidence"},"typeVersion":1},{"id":"9ef9c75b-a8bc-4df2-b599-d89048d851ce","name":"_Extract Booking","type":"n8n-nodes-base.stickyNote","position":[32640,7792],"parameters":{"width":230,"height":80,"content":"Extracts appointment_requested, preferred_time, objections[]"},"typeVersion":1},{"id":"47aa31eb-49b6-4015-b19d-816b202d4333","name":"_Search GHL Contact","type":"n8n-nodes-base.stickyNote","position":[32880,7808],"parameters":{"width":201,"height":80,"content":"Search HighLevel contact by phone number"},"typeVersion":1},{"id":"32f39581-4a6b-400b-9060-0da06a47a6c1","name":"_Contact Exists?","type":"n8n-nodes-base.stickyNote","position":[33104,7792],"parameters":{"width":202,"height":80,"content":"TRUE β†’ update existing | FALSE β†’ create new"},"typeVersion":1},{"id":"4277fbd1-83ed-4bb0-a628-4303683e4b2a","name":"_Update Contact","type":"n8n-nodes-base.stickyNote","position":[33328,7664],"parameters":{"width":218,"height":80,"content":"Tag existing HL contact: voice-lead, qualified"},"typeVersion":1},{"id":"7c9b4dc1-59c9-4164-bfb6-a08d3500df98","name":"_Create Contact","type":"n8n-nodes-base.stickyNote","position":[33296,7936],"parameters":{"width":250,"height":60,"content":"Create HL contact with phone + source = Voice AI"},"typeVersion":1},{"id":"7729297d-f487-4fe0-be94-0f65a6f44472","name":"_Merge Contact Paths","type":"n8n-nodes-base.stickyNote","position":[33568,7792],"parameters":{"width":233,"height":80,"content":"Rejoin update + create branches with resolved contact ID"},"typeVersion":1},{"id":"62634ea8-188f-4d28-ac13-ee2fa60e5871","name":"_Create Hot Opportunity","type":"n8n-nodes-base.stickyNote","position":[33808,7776],"parameters":{"width":233,"height":112,"content":"Open opportunity in Hot Lead pipeline stage"},"typeVersion":1},{"id":"98cf05a0-3247-421b-b81c-afb7c80e47c5","name":"_Objection Handler","type":"n8n-nodes-base.stickyNote","position":[34064,7792],"parameters":{"width":250,"height":112,"content":"Claude Sonnet generates rebuttal script using feel-felt-found / Challenger Sale"},"typeVersion":1},{"id":"54fd9f1b-3439-4fec-ad78-9c51c9bb3295","name":"_Extract Objection Response","type":"n8n-nodes-base.stickyNote","position":[34352,7792],"parameters":{"width":233,"height":80,"content":"Extracts response_script, technique, confidence"},"typeVersion":1},{"id":"e1ba0db1-3bc4-411b-94d7-b847986ad2cf","name":"_CRM Note Writer","type":"n8n-nodes-base.stickyNote","position":[34608,7824],"parameters":{"width":214,"height":80,"content":"Gemini 2.0 Flash writes professional CRM note from call summary"},"typeVersion":1},{"id":"b1d923f6-de29-421a-8cb8-f1ce29a9506d","name":"_Extract CRM Note","type":"n8n-nodes-base.stickyNote","position":[34848,7824],"parameters":{"width":166,"height":80,"content":"Extracts crm_note string from agent output"},"typeVersion":1},{"id":"ec400620-50e3-480d-8688-d5635eba682e","name":"_Update Contact Notes","type":"n8n-nodes-base.stickyNote","position":[35056,7808],"parameters":{"width":218,"height":80,"content":"Append AI CRM note to HL contact record"},"typeVersion":1},{"id":"906c7b58-4f9e-45f3-ad43-8700d2dc18d4","name":"_Update Stage: Hot Lead","type":"n8n-nodes-base.stickyNote","position":[35312,7808],"parameters":{"width":186,"height":80,"content":"Move HL opportunity to Hot Lead stage"},"typeVersion":1},{"id":"d2b1f2d8-58f9-49b2-98e9-241a12cb3af5","name":"_Log to 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