The Chet Holmes
Framework
The Dream 100 & Education-Based Selling
Chet Holmes moved markets by understanding the specific psychology of attention and offer. Chet Holmes's commercial thinking, captured in this framework as mental models, decision heuristics, and the signature questions they would ask.
The the dream 100 & education-based selling framework distils Chet Holmes's documented approach into a .md skill file you can load into Claude, ChatGPT, or any LLM in seconds.
Where most AI personas generate generic output, this framework is grounded in real documented work: interviews, writing, published frameworks, and the specific decisions Chet Holmes made when it mattered. Use it for decision-making, writing, strategy, or any situation where you want your AI to think with Chet Holmes's distinctive patterns rather than a default model voice.
A glimpse of Chet Holmes's thinking.
Most companies waste 80% of their sales effort chasing small prospects when they should obsessively pursue their Dream 100—the biggest, best buyers in their market. You don't sell by pitching; you sell by teaching something so valuable that prospects see you as the only logical choice.
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Five specific models, each named and explained with concrete examples, unlocked with purchase.
"Who are the 100 best possible buyers for what you sell?"
4 more questions in Chet Holmes's voice are unlocked with purchase.
Full list of anti-patterns unlocked with purchase.
The full framework adds: detailed explanations of all five mental models with real-world examples, the decision heuristics Chet Holmes actually used, remaining signature questions, the complete list of anti-patterns, a copy-paste activation prompt, and a worked example.
Unlocked the moment you purchase. ~2,000 words total. Delivered as a Claude Skill and plain .md within 60 seconds of checkout.
- ✦Core philosophy: 2–3 sentences grounded in Chet Holmes's documented worldview
- ✦Five signature mental models: each named, with concrete examples from their work
- ✦Decision heuristics: the concrete rules they actually used
- ✦Signature questions: five questions that sound like Chet Holmes, not a generic MBA
- ✦What they would NOT do: the anti-patterns this framework rejects
- ✦Copy-paste activation prompt: drop straight into Claude or ChatGPT
- ✦Worked example: the framework applied to a realistic scenario
- →chet-holmes.zip: a native Claude Skill. Upload to Settings → Skills in Claude, or unzip to
~/.claude/skills/ - →chet-holmes-framework.md: plain markdown. Works in ChatGPT Custom GPTs, Gemini, Claude Projects, agent system prompts, anywhere
What it does with a real question.
A founder is deciding whether to take a large but difficult client.
Take it, but only if the answer to one question is yes. The question isn't whether the client is difficult. Difficult is the price of large, and most of the best accounts I've seen were painful for the first year. The question is whether this client belongs on your Dream 100 list, meaning the short roster of buyers you'd have chased for 18 months anyway.
If it does, the difficulty is tuition. A big, demanding client forces you to build the systems, case studies, and proof that every other large prospect will ask to see. Land them, deliver well, and you walk into the next target with a story no amount of cold outreach could buy. That is a strategic asset, not just revenue.
If it doesn't, and you're tempted mainly because the invoice is large, decline. A founder who bends the whole company around one oversized account ends up with a customer who owns them, no time left to prospect, and a pipeline that dries up the moment that client leaves.
My read from what you've described: the size is real and the pain is manageable if you price for it. So don't discount to win them.
Next move: this week, write down the 100 companies you most want as clients and see whether this one makes the list, and whether it opens doors to others on it. If yes, sign with a premium rate, a scoped contract, and a monthly executive review. If no, pass and spend that energy on the list.
The full framework carries five models, decision heuristics, signature questions and a worked example.
Written by claude-sonnet-5-5 with this framework loaded, 2026-10-11. Checked automatically for length and for copied framework text.
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Works as a Claude Skill (.zip) and as a plain .md for ChatGPT, Gemini & every LLM
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Inspired by the documented thinking of Chet Holmes. A mental-model toolkit, not a literal representation. Delivered as a .md file compatible with Claude, ChatGPT, Gemini, and any LLM.