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The D2D Operator’s Field Guide: Tim Mulcahy’s Door-to-Door Operating System

// TIM MULCAHY · D2DCON CANADA

The D2D Operator's Field Guide

Tim Mulcahy quit school at sixteen to sell vacuums door to door, co-founded the company that became Just Energy, and has trained more than 100,000 reps through his companies. He credits all of it to fundamentals.

He named twelve of them: seven of a perfect presentation and five of earnings growth. This workbook gives each one a lesson, his own words, a QR code to the moment he said it, and the tools to run it on Monday.

45 pages12 fundamentalsManager sectionQR to every clipScorecards & daily sheet

Free. We’ll email you the PDF too.

Cover of The D2D Operator's Field Guide

What’s inside

  1. Part 1 · The perfect presentationBody language and energy, rapport, third party, gaining control, create need, build value, assumption.
  2. Part 2 · Earnings growthMomentum, goal setting, work habits, responsibility, role modeling, including the Sunday story that cost him two years.
  3. Part 3 · Running the teamHire, train, motivate, compensate and add value; the daily morning meeting where nobody has to sing; the health sheet his reps handed in every day.
  4. Part 4 · The workbookA seven-fundamental presentation scorecard, a third-party list builder, the daily sheet, a self-built-objections log and a breakthrough-week planner.

Two pages from inside

So you know what you’re downloading.

Fundamental #3 · Third party

He read thirty names at the door.

On the D2DCon Canada stage: “I’d read off and show 30 names of contracts, 30. Not one.” His reasoning: the homeowner knows you’re there to sell, so you need credibility fast, and nothing builds it like the neighbors.In the workbook: the third-party list builder you fill in before you leave the office.
Fundamental #8 · Momentum

The best time to sell is right after a sale.

Most reps write a deal and ease off: lunch, the bar, done for the day. Mulcahy’s rule is the opposite. When you want a break, force yourself in front of another customer.In the workbook: what to do after a sale, after a booked lead, and after deal two, the moment most reps quit.

Where to go next

Tim Mulcahy's speaker hub
No need, no sale, in full
The 20-minute momentum meeting
The manager track at D2DCon 10Get your D2DCon 10 ticket — Jan 28–30, Sandy, Utah

Quotes are transcribed from Tim Mulcahy’s interview on the D2D Podcast with Sam Taggart and from his D2DCon Canada keynote in Calgary, both on the D2D Experts YouTube channel. His own training, Sales Superstar, is free at salessuperstar.com. Published by D2DCon.