@rubytech/create-maxy-code 0.1.26 → 0.1.27

package/payload/platform/plugins/estate-sales/skills/negotiation/references/negotiation-prep-principles.md

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+# Negotiation prep — principles + preparation (Serhant)
+
+Your role is **prep and information capture**. The agent negotiates.
+
+## Three principles
+1) **Work for the deal** (not to "win")
+2) **When the other side wins, you win** (find mutual gain)
+3) **Put interest over ego**
+
+## Interests vs positions
+- People state **positions** ("£500k", "I won't move") but act on **interests** (timing, fear, certainty, renovations, chain risk).
+- Ask "**Why?**" to uncover interests on both sides.
+- Avoid "split the difference" by default. Look for creative ways to bridge the gap.
+
+## Prep checklist (before the agent calls)
+- Buyer's position: offer amount, conditions, timeframes, chain status, mortgage readiness.
+- Buyer's interests: what's driving the number (affordability, renovations, risk, other bids).
+- Seller's interests (if known): urgency, onward purchase, risk tolerance, certainty vs price.
+- Evidence: key comps + story (why the offer is rational, what the market is saying).
+- 3 numbers (conceptual):
+  - **First offer**
+  - **Best target** (never share)
+  - **Walkaway** (seller's minimum / buyer's max)
+
+## Script fragments (safe for an assistant)
+- "So I can brief the agent properly, what's driving that number for you?"
+- "If that figure isn't accepted, what would your next offer be?" (captures range without countering)
+
+Source: *Serhant Closing & Negotiation Guide* (Ryan Serhant)

package/payload/platform/plugins/estate-sales/skills/negotiation/references/negotiation-techniques.md

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+# Five Negotiation Techniques — Serhant Method
+
+## Three Fundamentals
+1. Work for the DEAL, not to "win"
+2. Play for the other side to win — mutual benefit
+3. Interests over ego — hard on the problem, soft on the person
+
+## Interests vs Positions
+Positions = what people say. Interests = why. Ask WHY to find creative bridges.
+
+## Three Numbers (always know before negotiating)
+1. **First offer** — opening position, supported by evidence
+2. **Best target** — realistic goal (NEVER share)
+3. **Walkaway** — absolute limit, set BEFORE emotions kick in
+
+## The Five Techniques
+
+### 1. "The Pull"
+Pull the deal away when at stalemate. Risky but effective.
+"Thank you for getting us this far. Unfortunately it's just not going to work. Good luck!"
+
+### 2. "The Facts"
+Purely analytical. Comps speak for themselves.
+"Here are the facts. Here are the comparables. This is our justification."
+
+### 3. "What Do You Want To Do?"
+Put the decision in their hands when you believe the deal is fair.
+
+### 4. "The Emotions"
+When SO close to closing AND losing. Lean into what the property means.
+"£10k over budget, spread over 10 years, is £1,000 a year. Worth it for this home?"
+
+### 5. "The Reality"
+Hardest technique. The truth, simply stated.
+"This is what the market is saying. Right now, today — this is what we can get."
+
+## Tactical Principles
+- **Reciprocity** — offer something, then ask for something
+- **Silence** — present your point, then shut up. First to speak loses
+- **Decoy** — ask for something you don't need, concede it, win what you care about
+- **Gradual persuasion** — tugboats, not battering rams
+- **Precise numbers** — £298,450 not £300,000 (shows you agonised over it)

package/payload/platform/plugins/estate-sales/skills/negotiation/references/offer-presentation.md

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+# Offer Presentation Preparation
+
+## Purpose
+
+Prepare a complete picture for the agent to present to the vendor. The better the information, the stronger the agent's position in guiding the vendor to the right decision.
+
+## The Complete Offer Package
+
+For the agent to present effectively, compile:
+
+### Buyer Profile
+- Full name and contact details
+- Current position (FTB, chain-free, selling, sold STC)
+- Funding (cash, mortgage — lender, AIP confirmed, deposit level)
+- Solicitor instructed? Who?
+- Timeline expectations
+
+### The Offer
+- Amount offered
+- How they arrived at the figure (their rationale)
+- Any conditions (subject to survey, subject to sale, etc.)
+- Their emotional connection — what do they love about the property?
+
+### Context
+- How many viewings has this buyer had of this property?
+- How long has the property been on the market?
+- What's the viewing-to-offer ratio? (lots of viewings with one offer tells a different story to first viewing, first offer)
+- Any other active interest or potential offers?
+
+## Multi-Offer Situations
+
+When multiple buyers want to offer:
+- Capture each offer separately and fully
+- Never disclose one offer to another buyer — not the amount, not the existence
+- The agent decides whether to run a best-and-final process
+- The agent's role is to ensure every interested party has the opportunity to submit their best position
+
+## After Presentation
+
+- Record the vendor's response in `memory/admin/pipeline/{property-slug}.md`
+- If accepted: trigger sales progression tracking
+- If rejected: relay to buyer with grace — "The seller has decided not to accept at this level. Would you like to reconsider your position?"
+- If counter-offered: the agent communicates this directly

package/payload/platform/plugins/estate-sales/skills/risk-scorer/SKILL.md

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+---
+name: risk-scorer
+description: "Compute a fall-through risk score per stalled deal from observable signals. The score drives the ranking and a one-line cause description; the number itself is never shown to the operator. Built for use inside chase-progression."
+---
+
+# Risk scorer
+
+A building-block skill called by `chase-progression`. Computes the risk score that `priority-ranker` uses to order the stalled list, and the cause sentence the operator reads.
+
+## Signals
+
+The score is a weighted combination of:
+
+- Days since any party's last contact
+- Days since the last positive progress event
+- Mortgage offer expiry date approaching (offers usually valid 3 to 6 months)
+- Searches outstanding past day 21
+- Survey booked but not done past day 14
+- Vendor or buyer disengagement signals (slow replies, terse messages)
+- Chain complexity (number of linked transactions)
+- Onward-purchase status if known
+
+The weights are profile-learned from outcome correlation. Deals that the workflow flagged as high risk and that actually fell through reinforce the weighting. Deals flagged high that completed without incident reduce the weighting on whatever signal triggered the flag.
+
+## Opacity rule
+
+The numeric score is never surfaced to the operator. Showing a number invites debate. Showing a one-line cause invites action. The skill returns the score for the ranker to use internally and returns the cause sentence for the operator to see.
+
+## What it does not do
+
+- It does not write to the CRM.
+- It does not produce a probability of fall-through as a percentage. The score is a relative ranking signal, not a forecast.
+- It does not draft messages.
+
+## Connectors
+
+Read: CRM, email, WhatsApp, calendar, mortgage offer data if held in CRM. No writes.
+
+## Profile keys
+
+- `realagent.risk_weights.*` (per signal, learned)
+- `realagent.risk_weights.fee_multiplier` (how heavily fee value modulates the rank, default 1.0)

package/payload/platform/plugins/estate-sales/skills/sales-closer/SKILL.md

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+---
+name: sales-closer-v2
+description: "Detect buying signals and close cleanly. Adds Serhant's emotional 'stages of grief selling', Push/Pull/Persist, and reassurance patterns."
+---
+
+# Sales Closer (v2)
+
+You watch for buying signals and convert momentum into commitment — calmly, without pressure.
+
+## Three rules
+
+1. **Detect buying signals.** Questions about pricing, setup, timing, next steps, implementation, terms, or "how do we start?" = closing mode.
+2. **Acknowledge-then-anchor.** Briefly answer pivots, then return to the commitment ask.
+3. **Guide emotions, not just logic.** People buy when they're emotionally ready — your job is to shepherd that readiness.
+
+## What closing is not
+
+- manipulation or false urgency
+- repeating the same close endlessly
+- committing to price/terms without owner approval
+
+## References (load as needed)
+
+- **Serhant emotional stages** → `references/serhant-emotion-stages.md`

package/payload/platform/plugins/estate-sales/skills/sales-closer/references/serhant-emotion-stages.md

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+# Serhant: Seven Stages of “Grief Selling” (Emotional Close)
+
+Buyers go through predictable emotional stages. Most deals die in **Fear**.
+
+## 1) Excitement
+They love it. Reinforce vision and outcomes.
+
+## 2) Frustration
+Process friction appears. Normalize it and keep momentum.
+
+## 3) Fear (deal-killer)
+They question value, overthink, look for exits.
+Use:
+- empathy (“totally normal”)
+- assurance (“we’re in this together”)
+- clarity of next steps
+
+## 4) Disappointment
+They go quiet / disengage. Reconnect to original why.
+
+## 5) Acceptance
+They settle into the decision. Confirm plan.
+
+## 6) Happiness
+Great time to ask for referrals / testimonials.
+
+## 7) Relief
+They rationalize decision as theirs. Reinforce pride.
+
+## Tools
+- **Push / Pull / Persist** (gentle momentum management)
+- **Positive sandwich** for bad news
+- **Element of surprise** (small unexpected value) to restore confidence
+
+## Guardrail
+No fake urgency. Use only real consequences of delay.

package/payload/platform/plugins/estate-sales/skills/sales-discovery/SKILL.md

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+---
+name: sales-discovery-v2
+description: "Qualify prospects through structured discovery — uncover needs, authority, motivation, and readiness before attempting to close. Integrates Tom Ferry 8-stage listing presentation, Tom Panos vendor motivation + competitor destroyer questions, Phil Jones opener frameworks, Chris Voss calibrated questions, Firewave GOST + customer journey mapping, Serhant connection-first and improv techniques, and pre-listing discovery checklists."
+---
+
+# Sales Discovery (v2)
+
+You qualify prospects before closing. Your job is to understand their situation, decision power, and timeline — while building genuine connection.
+
+## Three rules
+
+1. **Qualify before you sell.** Don't pitch features until you understand need, authority, and urgency.
+2. **Ask, don't tell.** The prospect should speak ~70% of the time.
+3. **Know when discovery is done.** Once you have Need + Authority + Timeline, transition to closing.
+
+## What discovery is not
+
+- Not an interrogation
+- Not a checklist performed robotically
+- Not a delay tactic
+
+## References (load as needed)
+
+- **Improv "yes-and" mindset** → `references/serhant-improv.md`
+- **Tom Ferry 8-stage discovery** → `references/tom-ferry-discovery.md`
+- **Vendor motivation & competitor destroyer** → `references/vendor-motivation-competitor.md`
+- **Phil Jones magic words** → `references/phil-jones-openers.md`
+- **Chris Voss calibrated questions** → `references/chris-voss-discovery.md`
+- **Firewave GOST & customer journey** → `references/firewave-gost-journey.md`
+- **Pre-listing discovery checklist** → `references/pre-listing-checklist.md`

package/payload/platform/plugins/estate-sales/skills/sales-discovery/references/chris-voss-discovery.md

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+# Chris Voss — Calibrated Questions for Discovery
+
+Source: "Never Split the Difference" by Chris Voss
+
+These techniques are adapted from FBI hostage negotiation for estate agency discovery conversations. The core insight: **negotiation is emotional, not logical.**
+
+## Foundation: Tactical Empathy
+
+Understand the other person's emotions, acknowledge them, and show you see their perspective. This makes the vendor feel safe.
+
+Example phrases:
+- "It sounds like you're frustrated."
+- "It seems like this has been difficult."
+- "It feels like you're worried about making the wrong decision."
+
+When people feel understood, they become more open.
+
+## Key Discovery Techniques
+
+### 1. Mirroring
+Repeat the last 1–3 words someone said. This encourages them to expand their thinking.
+
+Vendor: "I'm worried the price is too high."
+Agent: "Too high?"
+
+People naturally elaborate. Simple but extremely powerful.
+
+### 2. Labelling
+Name the other person's emotion to defuse it.
+
+- "It seems like you're concerned about the timing."
+- "It sounds like you feel pressured."
+- "It seems like you're trying to avoid risk."
+
+Once an emotion is recognised, it loses intensity.
+
+### 3. The Power of "That's Right"
+The breakthrough moment. To get there:
+1. Listen deeply
+2. Label emotions
+3. Summarise their position
+
+> "You want to make sure you're not selling too cheaply and you also want certainty because you've already found the next house."
+
+Vendor: "That's right."
+
+At that moment, trust increases dramatically. **"That's right" is real agreement. "You're right" is dismissal.**
+
+### 4. Calibrated Questions
+Open questions beginning with "How" and "What" that force the other person to solve the problem.
+
+- "How am I supposed to do that?"
+- "What would make this work for you?"
+- "How can we solve this together?"
+- "What made you arrive at that figure?"
+- "What is it about the property that makes you want to buy it?"
+
+These avoid confrontation and gather intelligence.
+
+### 5. No-Oriented Questions
+People feel safer saying no. Instead of questions requiring yes, invite no.
+
+- Instead of: "Do you have a few minutes to talk?"
+- Say: "Is now a bad time to talk?"
+
+The person feels in control.
+
+### 6. The Accusation Audit
+Before a meeting, list all negative things the vendor might think about you. Then say them first.
+
+- "You may feel like I'm just another agent trying to get a listing."
+- "You probably think I'm going to push you into selling."
+
+When you say it first, it loses power and removes their ammunition.
+
+## Three Core Beliefs
+
+1. **Negotiation is emotional** — people decide on emotion, justify with logic
+2. **Empathy is the most powerful tool** — tactical empathy, not sympathy
+3. **"No" is not failure** — "No" creates safety; the real negotiation starts there
+
+## People Care About Three Things
+
+1. Autonomy
+2. Respect
+3. Being heard
+
+When those needs are met, conversations move forward.

package/payload/platform/plugins/estate-sales/skills/sales-discovery/references/firewave-gost-journey.md

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+# Firewave GOST Framework & Customer Journey Mapping
+
+Source: Firewave Marketing Planner for Independent Estate Agents
+
+## The GOST Framework
+
+Use this to structure your overall business growth strategy before diving into individual client discovery.
+
+**G.O.S.T. = Goal, Objective, Strategy, Tactics**
+
+### How to Build Your GOST Plan
+
+1. **Goal** (What — General) — Your big, scary headline business goal for the year
+   - Example: "To be the go-to agent for the best homes in our area"
+
+2. **Objective** (What — Specific) — Aligned with your goal but with metrics and timeframe
+   - Example: "To have 25 homes over £500k on our books at any one time"
+
+3. **Strategy** (How — General) — One sentence describing your approach
+   - Example: "Adopt a vendor-focused, content-first marketing strategy"
+
+4. **Tactics** (How — Specific) — A list of all the ways you will implement your strategy
+   - Example: "Blog every month / video every week / 200 direct mail letters per month / Create 4 new marketing funnels"
+
+**Key rule:** Goal, Objective, and Strategy are singular. Tactics is plural — you need a multi-channel, multi-tactic approach.
+
+## The Customer Journey: KNOW → LIKE → TRUST → TRY → BUY
+
+Every vendor must pass through five stages before instructing you:
+
+| Stage | What Happens |
+|-------|-------------|
+| **KNOW** | A stranger comes across your content, social media, or a letter from you |
+| **LIKE** | They take an action — liking a post, downloading a guide, responding to a letter |
+| **TRUST** | You have a conversation — by email, phone, or in person |
+| **TRY** | They book a market appraisal |
+| **BUY** | They instruct you |
+
+**If your content doesn't move them from cold to warm, or warm to hot, it's not valuable, relevant, or timely for them.**
+
+## Discovery Application
+
+When qualifying a prospect, mentally map where they are on this journey:
+
+- **KNOW/LIKE stage** — they need education, not a sales pitch. Use Phil Jones openers.
+- **TRUST stage** — they need proof of expertise and genuine listening. Use Chris Voss empathy.
+- **TRY stage** — they've booked the appraisal. Now use Tom Ferry's 8-stage discovery.
+- **BUY stage** — transition to closing.
+
+## The Profit Pyramid™ (Lead Sources)
+
+Three marketing cornerstones feed your discovery pipeline:
+
+1. **Direct Mail** — targeted letters to specific homeowners (council tax bands F, G, H)
+2. **Content Marketing** — BLAST formula: Behind the scenes, Local spotlight, A day in the life, Showcase property, Tips and advice
+3. **Digital Marketing Funnels** — landing pages → email sequences → valuation bookings
+
+## Monthly Scorecard (Output Tracking)
+
+Track these monthly to measure discovery pipeline health:
+- Direct mail sent
+- Content pieces published
+- Social media posts
+- Valuations booked
+- Instructions won
+- Stock on books
+- Pipeline value
+- Average fee

package/payload/platform/plugins/estate-sales/skills/sales-discovery/references/phil-jones-openers.md

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+# Phil Jones — Magic Words for Discovery
+
+Source: "Exactly What to Say" by Phil M. Jones
+
+These are short language patterns that reduce pressure, lower defences, and guide people toward decisions. Use them throughout discovery conversations.
+
+## Core Principle
+
+People don't like being told what to do. But they do like being guided to their own conclusions.
+
+The goal: create curiosity, encourage thinking, make decisions feel natural.
+
+## The 10 Most Powerful Phrases
+
+### 1. "I'm not sure if it's for you, but…"
+Lowers resistance instantly. People relax when they feel no pressure — and ironically, this increases interest.
+
+> "I'm not sure if it's for you, but some vendors in your situation found this approach really helpful."
+
+### 2. "Just imagine…"
+Activates visual thinking. When people imagine a future scenario, they begin to emotionally buy into it.
+
+> "Just imagine what it would feel like to have this sold before summer."
+
+### 3. "How open-minded would you be…"
+Introduces an idea without forcing it. Invites curiosity rather than demanding agreement.
+
+> "How open-minded would you be to exploring what a strong launch strategy could look like?"
+
+### 4. "What do you know about…"
+Uncovers someone's knowledge level. Lets you understand their perspective and fill gaps.
+
+> "What do you know about how homes are selling in this area at the moment?"
+
+### 5. "If you were to…"
+Helps people consider possibilities without commitment.
+
+> "If you were to move this year, where would you go next?"
+
+### 6. "Don't take my word for it"
+Builds credibility through evidence rather than opinion.
+
+> "Don't take my word for it — look at the data from the last few sales nearby."
+
+### 7. "Would it be a bad idea if…"
+Invites a safe "no" response. People feel they are still in control.
+
+> "Would it be a bad idea if we explored what price might attract the best buyers?"
+
+### 8. "Before you decide…"
+Creates curiosity by introducing important information.
+
+> "Before you decide, there's something you should know about how buyers are behaving right now."
+
+### 9. "If… then…"
+Powerful conditional close that clarifies commitment.
+
+> "If we could achieve that price, then would you be comfortable moving forward?"
+
+### 10. "When would be a good time?"
+Assumes the action will happen. Moves toward action.
+
+> "When would be a good time for us to have a quick look at the property?"
+
+## Why These Work — Three Psychological Triggers
+
+1. **Curiosity** — people are drawn to information gaps ("Before you decide…")
+2. **Autonomy** — people want to feel they made their own decision ("How open-minded would you be…")
+3. **Imagination** — people make decisions emotionally first ("Just imagine…")
+
+## Conversation Structure
+
+1. Build curiosity
+2. Ask thoughtful questions
+3. Guide thinking
+4. Help the person reach a conclusion
+
+> "The difference between a good conversation and a great one is often just a few words."

package/payload/platform/plugins/estate-sales/skills/sales-discovery/references/pre-listing-checklist.md

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+# Pre-Listing Discovery Checklist
+
+Use this checklist before and during every market appraisal to ensure complete discovery.
+
+## Before the Appointment
+
+- [ ] Research the property (portal history, previous sales, council tax band)
+- [ ] Check comparable sales and current competition
+- [ ] Review buyer demand data for the area
+- [ ] Prepare local market report
+- [ ] Check if vendor has sold before (existing client history?)
+- [ ] Prepare competitor destroyer questions handout
+- [ ] Pre-prepare marketing examples relevant to this property type
+
+## During the Appointment — Discovery Questions
+
+### Motivation (Must Know)
+- "Why are you moving?"
+- "When ideally would you like to be there?"
+- "What happens if the home doesn't sell?"
+- "If the home sold tomorrow, what would that allow you to do?"
+
+### Experience
+- "Have you ever sold a property before?"
+- "How did it go?"
+- "What did you like about the process?"
+- "What didn't you like?"
+
+### Agent Selection Criteria
+- "When selecting an agent, what are the top 3 things you're looking for?"
+- "Are you deciding based on things the agent can't control (price) or things they can control (marketing, strategy, negotiation)?"
+
+### Price Expectations
+- "What price would you love to achieve?"
+- "What price would you be comfortable with?"
+- "What price would make you say 'let's not sell'?"
+
+### Authority & Decision Making
+- Who are all the decision makers?
+- Is there a chain (onward purchase)?
+- Solicitor already appointed?
+- Mortgage situation on current property?
+
+### Timeline
+- Ideal completion date?
+- Any fixed deadlines (school terms, job start, lease expiry)?
+- Flexibility on timing?
+
+### Competition
+- Have you spoken to other agents?
+- When are you planning to make a decision?
+- What will you be comparing between agents?
+
+## Phil Jones Openers to Use
+
+- "I'm not sure if it's for you, but…"
+- "How open-minded would you be to…"
+- "Just imagine…"
+- "What do you know about how homes are selling here right now?"
+
+## Chris Voss Techniques to Deploy
+
+- **Accusation audit** at the start: "You're probably thinking I'm just another agent trying to get a listing…"
+- **Label emotions**: "It sounds like you want certainty about the outcome."
+- **Mirror** key phrases to get them to expand
+- **Aim for "That's right"** — summarise their position until they confirm
+
+## Discovery Complete Checklist
+
+Before transitioning to closing, confirm you have:
+- [ ] Motivation understood
+- [ ] Timeline confirmed
+- [ ] All decision makers identified
+- [ ] Price expectations mapped (love / comfortable / walk-away)
+- [ ] Onward move situation clear
+- [ ] Agent selection criteria understood
+- [ ] Competitive landscape known (other agents being seen?)

package/payload/platform/plugins/estate-sales/skills/sales-discovery/references/serhant-improv.md

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+# Improv Selling (Serhant)
+
+## The principle
+Treat every sales conversation like an improv scene:
+- **listen** before you react
+- build on what they give you ("yes, and...")
+- adapt in real time — don't cling to a script
+
+## Why it works
+- reduces awkwardness
+- improves rapport
+- keeps momentum when something unexpected comes up
+
+## Practical behaviours
+- mirror their language (don't parrot)
+- ask a clarifying question before answering
+- reframe objections as information
+- guide the narrative without forcing it
+
+## Guardrail
+"Yes" does not mean overpromise.
+Use: "Yes, we can explore that — let me confirm the best way to do it."