LIBRARY
Field notes.
Short, evidence-dense reads on selling in the real room: consent, follow-up speed, lead-source truth, and what AI can and cannot hear. A new note most weeks.
CONSENTRecording consent by state: the in-person rules, all 51 jurisdictionsA complete state-by-state reference for recording a conversation you are part of, in person rather than on the phone. All 50 states plus DC, the six jurisdictions where the in-person rule differs from the phone rule, and why a living room is the hardest case in the country.EVENTSHome shows and trade shows: capture the conversation, not just the badgeA badge scan gives you a name and an email. It does not give you the four minutes where the homeowner told you their roof has been leaking since March. Why show leads decay faster than any other source, and how to keep what was actually said.CRMWhy CRM notes are always empty, and what actually fixes itThe rep who has to type the note is not the person who needs it, and they are doing it at 9pm after a ten-hour day. That incentive gap explains every empty CRM field, and it explains why mandatory fields, shorter forms and training all fail.FOLLOW-UPThe follow-up email that closes an in-home estimateWhy "just checking in" loses, the five parts of a follow-up that actually moves an in-home estimate forward, a template you can use tonight, and the two objections that arrive after every single appointment.CONSENTRecording in-person sales meetings, legally: what reps need to knowOne-party vs all-party consent, what it means for in-home sales visits, and the one-line disclosure that makes recording a trust builder instead of a risk.SPEEDFollow-up speed: the first hour decides the dealLead-response research shows contact within the first hour multiplies qualification rates. The same clock runs after the sales meeting: the first follow-up wins.ATTRIBUTIONClose rate by lead source: the number your CRM cannot computeMarketing reports spend per lead. CRMs report won or lost. Neither knows what happened in the room, which is where lead quality actually shows itself.CATEGORYYour AI notetaker has never been in a customer's kitchenEvery popular AI notetaker joins video calls. Field sales happens in driveways and living rooms, with no call to join. What meeting intelligence looks like off-screen.