My Methods
The methodologies and deliverable systems I build for clients. Tested in the field. Branded for your business. Designed to keep running after I leave.
The Illuminate Sales Playbook
Your team's repeatable sales motion, captured in one document.
A custom-built sales playbook designed for your specific business, ICP, and offer. Not a template — a working document your team uses every day to qualify leads, run discovery, handle objections, and close. Built around the Illuminate methodology and tailored to how your business actually sells.
Ideal Client Profile + Buyer Personas — demographic, psychographic, decision-trigger detail so your team knows who to chase and who to walk away from
Value Proposition + Positioning Framework — clear, defensible language your team can actually say out loud
Discovery Question Library — structured by buyer stage, designed to surface pain, urgency, and budget without sounding like an interrogation
Objection Handling Playbook — mapped to the top 8–12 objections your team hears, with field-tested responses
Email + SMS Templates — for cold outreach, follow-up, qualification, and re-engagement (every stage of the funnel)
Pipeline Stage Definitions — what qualifies as a stage transition, what triggers next action, what counts as won/lost
Performance Metrics + Scorecards — how the team and the playbook get measured, refined, and improved over time
A working sales playbook your team can open tomorrow morning and use. No theoretical frameworks — just the language, scripts, and stage logic that fit how your business actually sells. Updated based on what's working in the field.
The 360 Standard
The operating system that scaled 360 Home Services 5X in under three years.
A complete operating system for service businesses — the same one I built inside 360 Home Services to scale residential, post-construction, commercial, and property management work across a partner network. Now packaged so other service businesses can build their own version without reinventing the foundation.
Documented SOPs — service delivery, quality assurance, partner conduct, client communication, escalation handling
QA Checklists + Standards — what "done right" looks like for every service type, signed off before a job closes
Partner Infrastructure — onboarding protocols, training systems, performance agreements, expectations frameworks, incentive structures
CRM + Workflow Architecture — Go High Level pipelines, automation logic, lead routing, scheduling integrations
Client Communication Cadences — from quote to close to follow-up, mapped so nothing falls through the cracks
Performance & Accountability Frameworks — how partners and the company itself get measured, coached, and held to the standard
Estimating Standards + Pricing Discipline — the same pricing posture that turned reactive bidding into predictable margin
Service consistency at scale. Predictable quality whether it's your first job with us or your hundredth. Partners who execute reliably without micromanagement. A business that grows because the system is doing the heavy lifting — not the owner.
Marble Jar Selling
A trust-first sales methodology for buyers who don't respond to pressure.
A signature Illuminate methodology inspired by Brené Brown's marble-jar trust concept — applied to the sales cycle. Marble Jar Selling teaches teams how to build high-impact trust quickly and ethically, so buyers feel safe enough to make confident decisions without being pressured into them. Built for service-based businesses where the sale depends on a relationship that lasts longer than the close.
Clarity — the buyer always knows exactly what's happening, what's expected, and what's next
Consistency — every touchpoint reinforces the last; no whiplash, no surprises
Clean Communication — direct, complete, free of pressure tactics and manufactured urgency
Insight That Adds Value — every interaction teaches the buyer something they can use, regardless of whether they buy
Honoring Boundaries — pace, communication channel, and decision timeline set by the buyer, not the seller
Follow-Through Without Reminders — commitments kept on time, every time, without the buyer having to chase
Sales cycles that close faster because trust is built earlier. Buyers who refer because the experience felt clean. Sales teams who don't burn out because they're not relying on pressure to move deals. Revenue that grows without sacrificing integrity.
Want one of these built into your business?
Each method can be delivered as a focused engagement or layered into a Fractional CRO partnership. The first conversation is free.
Book a Strategy CallClarity-first strategy, practical execution, and values-led growth.