{"id":786,"slug":"rule-gc-disqualification-script-60-second","title":"RULE: 60-second GC disqualification script — four questions on team size, lead source, regulatory status, and last website history","kind":"rule","scope":"business","status":"current","audiences":["kevin","candid-team"],"topics":["agency-methodology","gc-vertical"],"reference_body":"**Rule:** Open every first call with these four questions (under 60 seconds total):\n\n1. **\"How many people are on your team?\"** Under 5 with no admin → polite decline ([[rule-gc-politely-decline-criteria]]).\n2. **\"Where do most of your projects come from today?\"** \"All referrals, I'm full\" → not ready yet. \"Mostly HomeStars/Angi\" → strong fit (see [[directories-rent-the-customer-relationship]]). \"Architects and past clients\" → strong fit.\n3. **\"Are you HCRA-licensed and Tarion-enrolled?\"** (Or COR-certified for ICI.) \"No / not sure\" → bigger issue than the website. (See [[hcra-ontario-builder-licensing]], [[cor-certification-ontario-ici-required]].)\n4. **\"What did your last website cost and who built it?\"** Under $3,000 from a friend → expectation mismatch on scope. $15,000+ from a real agency that ghosted → ideal fit.\n\n**Why:** Saves both sides time. Bad-fit prospects are routed within a minute; good-fit prospects get the rest of the call.","rationale_body":null,"metadata":null,"links":{"outgoing":[{"slug":"rule-gc-politely-decline-criteria","title":"RULE: Politely decline GC prospects under 5 employees, \"just give me leads\" framing, active 12-month directory lock-in, or no published projects beyond stock photos","kind":"rule","scope":"business","link_type":"depends-on"},{"slug":"directories-rent-the-customer-relationship","title":"Directory platforms (Angi, HomeStars, Houzz) rent the customer relationship — the cleanest \"rented vs. owned\" pitch","kind":"reference","scope":"business","link_type":"depends-on"},{"slug":"hcra-ontario-builder-licensing","title":"HCRA licenses Ontario new-home builders; 6,500+ licensees searchable in the public Ontario Builder Directory","kind":"reference","scope":"business","link_type":"depends-on"},{"slug":"cor-certification-ontario-ici-required","title":"COR™ certification (IHSA-administered in Ontario) is required for City of Toronto, Metrolinx, Infrastructure Ontario, TTC bids","kind":"reference","scope":"business","link_type":"depends-on"}],"incoming":[{"slug":"rule-gc-counter-incentive-disclosure","title":"RULE: For GC prospects, add a vertical-specific counter-incentive line: \"If your referral pipeline is solid and your team is under five people, you probably don't need us yet.\"","kind":"rule","scope":"business","link_type":"relates-to"}]},"created_at":"2026-05-23T21:58:32.618Z","updated_at":"2026-05-23T21:58:32.618Z"}