Sales Playbook

Purpose: This is the single process every new lead follows from the moment it hits GoHighLevel until it lands with a salesperson. Rosa owns the first touch during business hours; Marcus owns everything after…

Purpose: How we decide, early and honestly, whether a lead is worth an estimate visit. Rosa runs the short version on the first call; Marcus and the sales reps run the deeper version before committing calendar time.…

Purpose: The structure for the first real sales conversation — usually a 15-25 minute phone call before the estimate visit, always used for remodels and larger restoration scopes. The goal is not to sell. The goal is to…

Purpose: What happens after an estimate goes out. Most of our lost-but-winnable deals die here — not because the customer said no, but because nobody followed up while they were still deciding. This cadence makes…

Purpose: What we do when a customer is not there for a scheduled estimate visit, or cancels late. A no-show costs Tara a half-day and bumps other customers back, so we work to prevent them first and recover them fast…

Purpose: Leads marked Lost are the cheapest pipeline we have — they already know us, we already have their property details, and their roof did not fix itself. This doc covers who to reactivate, when, and what to say.…

Purpose: The seven objections we hear most, what each one usually means underneath, and how to respond without pressure or fluff. Objections are information, not resistance. Our job is to find out which real concern is…

Purpose: The standard answers to the questions customers actually ask, in the words we actually use. Rosa fields most of these on the phone; the sales reps hear the rest at estimate visits. Use these as written or close…

Purpose: How Summit closes work. Not tactics — principles. Dave wrote the first version of this on one page years ago and it has barely changed: we win by being the company people trust with their house, and every…