Written by JD Davenport, who still sells for a living.
Three companies came to her house. All three were polite. She has three numbers and no way to tell them apart, so she picks the lowest one. That is not a price problem. It is an information problem, and it is the one thing you can fix without lowering a number.
The hour between arriving at somebody's property and leaving it, written down. Nine steps on a page for the vehicle, a sixty page field guide you put your own name on, the page you leave with somebody who is getting other quotes, the nine things customers actually say and what to say back, and a log that works out which advertising is paying and which is not. Landed reads that log and tells you whether the gap between two sources is real or just a small number of jobs. Six weeks of fifteen minute drills come in two editions, one for a team and one for working on your own.
| File | What it is | What it does for you |
|---|---|---|
| 00 START HERE | What to open first, in what order, and what breaks if you skip a step. | You install it in the right order instead of opening four files at once and finishing none of them. |
| 01 Why Good Work Does Not Close Itself | The reasoning. Read it before you change anything. | You stop treating a closing problem as a price problem, which is the most expensive misdiagnosis in this trade. |
| 02 The Field Guide Word, editable | The standard. Nineteen chapters on running an appointment start to finish. | One way of running the appointment, written down, so the hour that decides the job stops depending on who showed up. |
| 02 The Field Guide - the book | The long version, and the reasoning behind every line of the standard. | Somebody can argue with the standard properly instead of quietly ignoring it. |
| 02 The Nine Steps - print this and put it in the vehicle | The whole hour on one page you can tear out and keep in the truck. | Nobody has to remember it. That is the point of putting it in the truck. |
| 03 The Comparison Builder Word, editable | The page you leave with somebody who is getting other quotes. | The customer comparing three quotes has something in their hand that compares them on what actually differs. |
| 04 The Nine Objections Word, editable | The nine things customers actually say, and what to say back. | A new person is not inventing an answer on a driveway with a customer watching. |
| 05 The Facts Page Word, editable | Every number and claim anybody is allowed to say out loud. | What gets promised stops varying by who promised it, which is where warranty arguments start. |
| 06 The Lead Log - a guide for whoever keeps it | Four minutes, for anybody who has to fill the log in. Hand it out. | Whoever keeps the log can be handed four minutes of reading instead of a training session. |
| 06 The Lead Log Spreadsheet | One row per lead. Stage derived from dates rather than typed. | A lead with no dated next step surfaces whether or not anybody noticed it. |
| 07 The Six Modules, trainer copy Word, editable | How to run each of the six weeks. What good looks like and what to watch for. | Somebody other than you can run it, and it is the same every time. |
| 07 The Six Weeks, on your own Word, editable | The same six weeks, with drills built for one person. Fifteen minutes a week. | Fifteen minutes a week, alone, and you still end up somewhere by the end of six. |
| 08 The Six Modules, team copy Word, editable | The same six weeks from the other side. What to read and what happens in the room. | What the person being trained reads, so the training does not depend on the trainer remembering what to cover. |
| 09 The Meeting Format Word, editable | One hour a week, the same shape every week, and the three ways it stops working. | You are told in advance how this meeting dies, so you recognize it before it has. |
| 09 The Weekly Hour, on your own Word, editable | The same four numbers and the same mechanism, fifty minutes, one person. | The same four numbers and the same discipline with nobody to hold you to it. |
| 10 Hiring and the First Ninety Days Word, editable | What to screen for, the six questions that reveal it, and three thirty day plans. | You screen for process and self-correction rather than for closing stories, and the first ninety days are planned before the person starts. |
| 10 When To Hire, on your own Word, editable | The decision before the hiring. The three signals in your own lead log. | The call comes off your own log rather than off how busy you feel in a good month. |
| 11 Landed (the app) Browser tool | Paste a lead export and it shows close rate by area and by person, and whether a gap is real. | You find out whether a gap between two people is real or is a small sample, before you act on it. |
| 12 Shared Definitions | The same vocabulary in every kit, so any two of them work together. | Buy a second kit later and it drops in beside the first. No reconciling two sets of words. |
| LICENSE AND DISCLAIMER Text | One business, yours forever. Nothing expires. | Nothing renews, and no decision of ours can ever switch it off. |
| RUN IT WITH AI - copy this prompt Text | Runs the recurring pass with you, reading the queue the spreadsheet produced. | The monthly pass happens even in a month when you do not feel like doing it, because somebody else is asking the questions. |
| SET UP WITH AI - copy this prompt Text | Interviews you and fills the kit in around your business. | You answer questions for twenty minutes instead of reading a manual, and get back a setup sheet for your own business. |
The Field Guide is in this kit. It is file 02, the whole book, the same file sold on its own for $15. Buying The Appointment Standard gets you the book and the tools that run the method. What the book is.
Not sure this is the one that is costing you? Compare all four kits, or read the questions people ask about this one.