MGB Contractor’s Field Guide

A tighter field card organized around what a contractor does in sequence: the pitch, four qualifying questions in order, a qualifies/does-not-qualify measure table, and the six-stage lifecycle with the four delays contractors cause named outright. The second page is the conversation itself — five discovery questions, including the hold-period question contractors skip; five objections with answers that concede the trade-offs rather than oversell; a worked SIR example; and a short never-do list tied to the fact that the credential can be lost in a single transaction.