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The Decision Gap Loop Workbook™

Your pipeline already has stages. This is where you find out which ones everyone is standing in.

The companion workbook to The Decision Gap Market. Tag every contact in your CRM to a stage of the six-stage Decision Gap Loop™, have the conversation each stage actually needs, and run a 90-day plan that moves people toward a signed agreement.

Format
Spiral-bound, 8.5×11 · 296 pages
Price
$39.97
Includes
Online Loop Toolkit
Get the Workbook

Printed and shipped by Lulu. Spiral-bound so it lies flat next to your CRM.

The Decision Gap Loop Workbook — cover

Why this workbook exists

Your pipeline isn’t dead. It’s mid-stage.

Somewhere in your database is a couple who talked to you in March, went quiet in April, and will buy something this fall. Right now they look identical to the leads who were never going to move — same silence, same non-response, same slot in the CRM.

That’s the whole problem. Without a stage, every quiet contact looks like the same thing, so every quiet contact gets the same follow-up: a check-in that says nothing, sent whenever you remember. It’s the message most likely to be ignored by the person most likely to buy.

Reading the loop fixes that, but only if you actually sort your people into it. That’s work — a few hundred names, one stage at a time — and it doesn’t happen from reading a chapter about it.

The book teaches the loop. This is where you build it into the week.

Each stage gets its own chapter, its own list of your real contacts, and its own campaign — so the person in Rationalization gets the numbers and the person in Awareness gets something useful, not another “just checking in.”

The spine of the book

Six stages. Six chapters. Your actual contacts in each one.

Every stage runs on a different conversation and a different campaign. Each chapter shows you a completed example, has you do the same work on your own contacts, then gives you a checklist to correct it — and ends with 10 to 20 real people and the next move for each.

1

Awareness

Curiosity without commitment — and where most relationships quietly begin.

What you build

  • Your Counted vs. Contacted number and a lead source chart
  • The “what stalled?” message and five first messages, in your voice
  • The five-month Awareness campaign for buyers, sellers, and investors

2

Desire

Emotion has entered. The math hasn’t yet, and rushing it shrinks the vision.

What you build

  • A Desire Profile in their words — before any MLS search
  • The search built from what they told you, after conversation five
  • The 97-day Desire campaign

3

Hesitation

The longest stage in the loop, and the one where most deals quietly come apart.

What you build

  • A Fear Map: which fear you’re hearing, in their words
  • The four-move Hesitation conversation — normalize, name, separate, offer facts
  • The 60-day Hesitation campaign

4

Rationalization

Delay dressed as logic — sometimes wise, often fear in a better suit.

What you build

  • Your Local Numbers Sheet, known cold
  • The Whole Picture: current home vs. next home, every monthly cost
  • A personal market video for one contact’s slice of the market

5

Re-Engagement

The stage most agents skip entirely — and the one that’s earned months earlier.

What you build

  • A Re-Engagement Review, one contact at a time
  • Messages written for your market with the Campaign Prompt Builder
  • A timeline worked backward from the date they name

6

Commitment

Hired — a signed buyer or listing agreement. Then you protect that decision all the way to the closing table.

What you build

  • A hiring meeting built from their words, fear, numbers, and timeline
  • A Commitment File for every signed client
  • A checkpoint plan from signature to keys

How it’s structured

Three parts. Built to be worked, not read.

Part I · See It

See your market and set up your CRM

Prove the Decision Gap Market from your own MLS, see where the Loop lives inside the funnel you were trained on, and install the Loop in your CRM — stages, tags, and fields — with your first ten contacts tagged.

Part II · Work It

Work each stage

One chapter per stage. Learn it, find the 10 to 20 people already standing in it, and have better conversations with them — on the phone, by text, at open houses, and at the ball field.

Part III · Run It

Find the hole. Run the 90 days.

Put your whole CRM on one page, name the one hole to fix first, and run the 90-Day Loop Plan — ten percent of your contacts a week — until every contact has a stage you chose. Then do it again.

Roughly 30% reading, 70% work. If you finish a chapter with nothing written down, the chapter failed.

What comes with it

The workbook, the Toolkit, and fresh pages for every round.

In the workbook

40 Build It Yourself guides

Step-by-step guides for every piece you build from your own MLS and local data — market snapshots, inventory reports, your weekly market video, closing cost and tax references, your lender bench, and more.

Online, for workbook owners

The Loop Toolkit

43 client handouts you brand as your own in Canva, client links like The Whole Picture, and workbook-only agent tools. The access code is printed in the workbook.

For your next round

90-Day Loop Plan Refill Packet

Week 1 through Week 12, ready to print — one full round of the plan from Chapter 11. Instant PDF download, $7.

Get the Refill Packet

This is for you if

  • You’ve read The Decision Gap Market and want it running in your business, not just understood
  • You have a database with real people in it and no idea which ones are close
  • Your follow-up is honest effort applied at random intervals
  • Clients go quiet and you can’t tell processing from gone
  • You’d rather guide a decision than push one
  • You’re staying independent and need systems, not a bigger payroll

This isn’t

  • A lead-generation program or a source of new strangers
  • A set of closing techniques for overcoming objections
  • A book you read once and shelve
  • A substitute for reading The Decision Gap Market — the book teaches the loop, this is where you put it to work
  • Software. It’s paper, on purpose, because paper gets used — with an online Toolkit for the pieces that belong on a screen.

Free tools

Start reading stages this week.

These six tools are free and live now. They won’t tag your CRM or run the 90-day plan — that’s what the workbook is for — but they’ll tell you where a specific client is standing today, and that’s enough to change the next conversation.

The Decision Gap Action Planner Take one client, name their stage, and get the next conversation that fits it.
Buyer Hesitation Diagnostic Find the question actually holding a buyer in stage three.
Seller Motivation Identifier Understand what a seller is protecting before you talk price.
The Decision Gap Calculator Put a real number on what waiting costs — the answer to Rationalization.
Seller Hesitation Conversation Guide What to say when a seller wants to move and keeps not listing.
Affordability Conversation Planner Payment math in plain language, ready for the conversation it belongs in.

And start with the book. The Decision Gap Market lays out all six stages and the thinking behind them. The workbook is where you turn that into action — the lists, the cadence, and the conversations that change what your business actually does next week.

Start your first round.

The Decision Gap Loop Workbook™ is available now — 296 spiral-bound pages, the online Loop Toolkit, and a 90-day plan you can run on your own CRM starting Monday.