This workbook takes one client through the full Close the Loop cycle. You come out the other side with a stack of artifacts ready to use with a paying client the week after.
Each stage is self-contained. The tools carry the teaching.
Feed him a name. He returns a PAPPA-framed briefing on the person you are about to meet. His Imaginary Persona Builder lives inside him — call on it when you want to rehearse.
Sketches a PAPPA-framed persona for any role. Paste the persona into any AI and rehearse the exchange before you have it.
A one-page planning surface. Pull forward what Rupert gave you and what the persona taught you, sketch the opening, the middle moves, your anchor question, and the close. Fill it in before the call.
Paste your discovery notes in. Vera gives you a recap email that proves you listened, plus a cadence plan for your calendar.
Feed it your PAPPA notes. You get a 9-page proposal draft in Core Offer or Strategic Brief mode.
Tool — Rupert, the Ultimate Prospect Research Tool
Open Rupert, the Ultimate Prospect Research Tool. Feed him a name and get back a PAPPA-framed briefing on the person you are about to meet.
A PAPPA-framed briefing
Industry and network context on the person you are meeting
One anchor question to open with
Common objections, with client-specific additions from you
You have a briefing you could skim before the call and feel ready to lead the conversation.
Tool — Imaginary Persona Builder, a feature inside Rupert
Open Rupert and ask for his Imaginary Persona Builder. Sketch a PAPPA-framed persona for the person you will meet. Paste the persona into any AI and rehearse the conversation before you have the conversation.
A persona to bounce strategies around with
The places your draft was thin, now rewritten
Your opening move for the conversation
You have said your first sentence out loud and it does not make you wince.
Tool — The Conversation Map
Before the call, fill in The Conversation Map. Pull forward what Rupert gave you and what the persona taught you. Sketch the opening, the two or three middle moves, your anchor question, and the close you are hoping for.
During the call, listen 80 percent of the time. Use the Five Indicators — Passion, Assets, Pain, People, Approach — as your listening cues.
After the call, capture PAPPA notes. These feed Vera and the Proposal Builder.
You already have a discovery call on your calendar. Fill in The Conversation Map and run the call against it.
Ask a colleague or friend to play the role of a prospective client. Give them a short brief and run the conversation.
Run the conversation against the persona you sketched in Stage 2. Paste the persona into any AI and have it respond in character.
An internal agenda from The Conversation Map you held in your head during the call
An optional one-paragraph agenda you sent the client 24 hours before
PAPPA notes captured during or right after the call
A clear next step, owned by both parties
You have PAPPA notes, an agenda you followed in your head, and a next step on the calendar.
Tool — Vera, Sales Meeting Follow-up
Paste your discovery notes into Vera. Send the recap email within 24 hours of the call, and stage your cadence plan on your calendar.
Three subject lines to choose from
A recap email, sent within 24 hours of the call
A four-week or four-month cadence plan on your calendar
The recap is in their inbox and your next touch is on your calendar.
Tool — Proposal Builder
If the first four stages are done and you have a client who is ready, feed your PAPPA notes to the Proposal Builder. It turns them into a 9-page draft in Core Offer or Strategic Brief mode.
A 9-page proposal draft in Core Offer or Strategic Brief mode
Buyer’s moment on page one, shape of the engagement and price on the page
A booked review meeting as the closing ask
You have a draft you would read aloud to the client without flinching.
Your stack from running the cycle on one client.
PAPPA-framed research, ready for the meeting.
Tested against your pitch and your opening move.
An agenda you held in your head, and discovery notes through PAPPA with the next step on the calendar.
Sent within 24 hours of the call, with a cadence plan on your calendar.
A 9-page draft in Core Offer or Strategic Brief mode, if you got there.