// VERTICAL PLAYBOOKS
Sam's Frameworks By Vertical
Door-to-door sales is one game with four different sub-games. Solar reps don’t pitch like pest reps. Roofing closes don’t look like alarms closes. These are the playbooks Sam runs through D2D Experts and D2DU. Each one tuned to how that specific vertical actually buys.
// VERTICAL 1 OF 4 — SOLAR
Solar
Solar is a high-ticket, long-cycle, capital-intensive sell. The rep is competing against utility inertia, neighbor skepticism, and a 25-year financing decision. Sam’s solar framework comes down to three moves: anchor in the bill (numbers they can verify), build credibility loops (financing, installer, monitoring), and pitch both spouses at the same time so you never hear ‘I need to talk to my wife.’
The Solar framework — 5 pillars
- › Anchor in the bill — never the panel
- › Two-decision-maker rule (pitch for both, never one)
- › Financing as the unlock, not the close
- › Production guarantee + monitoring as risk reversal
- › 30-day post-install touch sequence for referrals
// VERTICAL 2 OF 4 — PEST CONTROL
Pest Control
Pest is a low-ticket, fast-cycle, recurring-revenue sell. The rep needs to close 20-30+ doors a day, ride the route, and convert observation into urgency. Sam’s pest framework is built around ‘observed evidence selling’ — using what’s visible on the property (spider webs, mud tubes, ant trails, vegetation contact) to create immediate, specific, factual urgency the homeowner can’t refute.
The Pest Control framework — 5 pillars
- › Observed evidence — name what you see
- › Specific over general (ant species, not just ‘ants’)
- › Subscription anchor (per-treatment-cost-per-day math)
- › Bundling preventatives (mosquito, rodent, termite)
- › Route density math — close the cluster, not the door
// VERTICAL 3 OF 4 — ALARMS & SECURITY
Alarms & Security
Alarms is a trust-and-fear sell with long-tail contract revenue. The rep is in a homeowner’s living room talking about worst-case scenarios — break-ins, fires, medical events. Sam’s alarms framework is three plays: lead with credibility (badge, install partner, monitoring), open with a specific neighborhood event (never the product), and frame the contract as protection — not a lock-in.
The Alarms & Security framework — 5 pillars
- › Badge + uniform + clipboard credibility stack
- › Open with the neighborhood event — never the product
- › Family vulnerability mapping (kids, elderly, schedule)
- › Monitoring center reveal (5-second response demo)
- › Contract = protection guarantee, not ‘lock-in’
// VERTICAL 4 OF 4 — ROOFING
Roofing
Roofing is event-driven (storm, hail, wind) or condition-driven (visible damage, age). The rep is either chasing a fresh weather event or building a case from inspection findings. Sam’s roofing framework splits into two paths: storm-response (insurance claim navigation, contractor-of-record positioning) and retail (inspection-first selling, drone footage, condition documentation). Both routes converge on the homeowner financial decision — what insurance covers vs. what they pay.
The Roofing framework — 5 pillars
- › Storm path: insurance claim education first, contractor second
- › Retail path: inspection report + drone footage = the close
- › Always document with photos (proof = leverage)
- › Adjuster relationship as accelerant (not gatekeeper)
- › Material-grade upsell — premium shingles framed as ROI
TAUGHT BY
Sam Taggart
These vertical playbooks are condensed from Sam’s in-field training across D2D Experts and the D2DU certification program. For the complete drills, scripts, objection handles, and recorded role-plays per vertical, enroll in the relevant D2DU certification path.
