Owner: BD Training Hub (Joseph's BD persona, Cowork-side)
Reader: EA Agent (picks this up at Step 1 of every run)
Cadence: BD Hub writes end-of-session every Thursday, plus any mid-week deal/prospect intel.
Last updated: 2026-04-23 — initial seed from Mike's Session 01.
Market: Grand County, CO only — Winter Park, Fraser, Granby, Grand Lake, Tabernash. Vermont is on hold (Rachel selling that side); deprioritize any VT inbound unless explicitly flagged.
Active deal signals (as of 2026-04-23): none seeded yet beyond Hadank (see project_active_deal_hadank.md). BD Hub will append here end-of-session. Format: [Prospect]: [stage] — [next action EA should expect].
Realtor context: none seeded yet. Format: [Agent]: [last touch date] — [what was sent / what's pending].
Vendor / referral partner context: none seeded yet. Note: BD Hub refers owners TO vendors (plumber, electrician, HVAC, cleaning, handyman) — does not ask vendors for referrals. Power dynamic is intentional per Mike's framing.
Active commercial language (EA: echo this in drafts). Emotion words in play (Mike's Session 01 list): tired, frustrated, scared / worried, trust. Grand County-specific pain statements BD Hub is road-testing:
- Texans/Front Range absentee owners — "bought thinking it'd be a quick flight until Berthoud Pass closes and their guest is stuck at DIA"
- HOA/STR regulatory pressure — "Rendezvous or Winter Park Ranch, HOA's cracking down, town rules keep shifting"
- '22-peak buyers — "pro forma assumed Ikon Pass tailwinds would keep lifting everything, and the shoulder seasons are eating them alive"
- Inherited cabin archetype — "three kids in three states, place sits empty ten months, eight grand a year in carry, group-text arguments about what to do with it"
- East Troublesome burn scar — "insurance doubled, landscape's different, second-guessing even owning up here"
- Second mortgage math — "paying a second mortgage on a cabin they used twelve nights"
- Manager went dark — "had a manager who went dark after the first really brutal winter"
Canonical closes (EA: do NOT end drafts with hard CTAs — hand conversation back): "I don't suppose you know anybody like that?" / "Any of that land at all?" / "You know a family in that spot?" / "Send 'em my way." / "Happy to be that person for 'em."
Frameworks Mike teaches (EA: use to sanity-check drafts):
- Pain vs. Gain — property management is a pain sale. Feature-list drafts ("we handle bookings, cleaning, maintenance, 24/7…") = drift.
- Emotional → Intellectual — lead with emotion, back with math.
- Doctor of Property Management — diagnose before prescribing. Reverse = malpractice.
- Understand > Be Understood — demonstrate you get their world.
- Make it about them, not about us. — thematic umbrella.
Internal SkyRun people EA should flag:
- Mike Marach (HighMark Franchising) — BD coach. Thursdays 11:30am CT. Don't schedule over.
- Adam Fleckles — Keystone/Vail/Aspen BD, ~70% close rate per Mike. Potential internal mentor target. Flag any direct inbound from Adam immediately.
- Other SkyRun BD names heard on Mike's 2026-04-23 call: Anna, Jessica, Alex, Matt, Joy, Adam. These are SkyRun BD folks at varying points in Mike's training — participants or examples on the call, NOT a defined cohort Joseph is traveling with. Treat as SkyRun-adjacent context only; no coordination expected. Reply tone if any hit inbox: collegial, not presumptive of a peer relationship.
- Rachel — selling the VT side. Not a BD collaborator right now; Rachel-related items are operational, not BD.
Commercials Joseph is road-testing (full library: BD Hub 30-second-commercials.md): General Networking (default) / Real Estate Agents (offer rental-projection analysis instead of asking for referrals) / Investors ('22-peak + Ikon Pass + mud season) / Grand County Second-Home Owner (warm prospect) / Contractors (flip: BD Hub refers TO them) / Group Intro (three-hook a/b/c) / 15-Second Fallback. Plus 4 Creative Alternates: Berthoud Pass story opener, Inherited Cabin, East Troublesome burn-scar, Big Picture market read.
Strategic shifts this week:
- 2026-04-23: Vermont fully dropped from BD focus. Grand County sole market.
- 2026-04-23: Session 01 covered 30-Second Commercial + Scoreboard. Scoreboard not yet stood up — may come online in next 2 weeks.
- 2026-04-23: BD Hub persona formalized. Bidirectional sync with EA established via this file +
pending_drafts.jsonl/live_ea_state.json.
Next-session telegraph (Mike): price objections, realtor partnership strategy (separate commercial variant already seeded), scoreboard setup (possibly shared with cohort).
Open questions the EA can help answer:
- Has Adam Fleckles appeared in Joseph's calendar/email? If so, flag.
- Any inbound Grand County chamber-mixer / realtor-event invitations this week? Scoreboard will track "people talked to."
- Any Grand County owners hitting inbox from cold sources (Zillow alerts, Redfin, MLS feeds, referral forms)? Route for enrichment.
- Any of the SkyRun BD names from Mike's 2026-04-23 call (Anna, Jessica, Alex, Matt, Joy, Adam) in inbox? Keep tone collegial — SkyRun-adjacent, not peers-in-a-cohort.
Why: This file is the single point where BD Hub hands its working persona context to the EA. Without it, EA drafts default to generic property-management language and lose the Grand County specificity + Mike's framework that Joseph is deliberately building.
How to apply: EA should read this before drafting any Grand County outreach, follow-up, or realtor touch. Echo the active commercial language and canonical closes verbatim where it fits. Do not invent pain statements outside this list — if a new angle is needed, surface it to Joseph first. Treat "Why" and "How to apply" conventions the same as every other project memory file.