SPAR.
Field Guide · At the Door

How do I gather information at the door?

In the documented order — all ten questions, in sequence, on the lead sheet. The order is the technique: easy confirmations first, the decision-maker question ninth, the time question last, and then you call the scheduling department from the doorstep while the homeowner watches the set become real.

Join — $29/mo Try Free Spar

The short answer

Ten questions, one order

  1. Introduction. Your name — and get theirs.
  2. Time in the home. Address them by name; ask how long they have owned the home. This is the transition to pulling out the lead sheet.
  3. Spelling. “How do you spell your last name?” The sheet starts moving.
  4. Address. Confirm it as a statement, not a question.
  5. Zip. Same — confirm it.
  6. Product counts. “Most of the neighbors are saying they have between 15–20 windows — sound about right?”
  7. Best number. Offer the common local area code and let them complete it.
  8. Alternate number. A second way to reach them.
  9. Decision makers. “Is it just you in the home, or are there any other homeowners or decision makers?”
  10. Time. “When would be the best time to catch you — mornings or evenings?”

Questions four through nine run as confirmations the homeowner mostly nods through — the documented yes-train — so the sheet fills in without the exchange ever feeling like an interrogation.

How it runs

Then call scheduling in front of them

The last move is the call itself: “If you give me a moment, I'm going to call our scheduling department just to make sure we still have that time available.” You give the scheduler the homeowner's name and product interest, organized and quick — which is only possible because the sheet is complete before you dial.

Notice what the order protects. The decision-maker question is asked as information, ninth, after rapport and nine easy agreements — not as a challenge at the start. And the time question comes after it, so the appointment you set is a time the decision makers named.

Go deeper

Where the full treatment lives

The systemCanvassing — the door systemThe set, from pitch to button-up, in system order. Next guideHow do I button up an appointment at the door?The seven-part close-out that strengthens the set. Related guideHow do I set an appointment both decision makers attend?Why question nine is the most important line on the sheet.

Practice the move, not the theory

Every guide on this page is a round you can run in Fight Camp — $29/month for the full camp, Round 1 free. Spar before you knock.

Join — $29/mo Try Free Spar The Twelve Closes The System
Canvassing — the door system All field guides The call center step