You start the entry — because the entry starts before the door. The documented step opens with your mindset, then the approach: don't park in the driveway, mind the little things, and arrive like someone who respects the home he's about to be invited into. The first five minutes include the sixty seconds before the knock.
The short answer
Mindset. The entry's first section is not about the homeowner at all — it's about you. You are about to ask two people to trust you with a major decision in their own home; the rep who arrives scattered runs a scattered appointment. The system puts mindset first because control of the appointment starts with control of your own state.
Approach. Don't park in the driveway — park on the street. The driveway is theirs; blocking it is the first small disrespect of the day, and the entry is explicit that the little things matter. Approach like a guest who was expected, because on a set appointment, you were.
How it runs
The entry checklist exists so the start of every appointment is the same: mindset set, approach clean, greeting warm, the kitchen table established, the process — not the homeowner — under your control. A standardized start frees your attention for the part that can't be standardized: the two people in front of you, whose answers will run the rest of the appointment.
Go deeper
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.