About three focused hours. Read the lesson, do the drills out loud, print the worksheet, complete it, and turn it in to your manager. When you're done for the day, click Mark this day complete at the bottom.
Watch the Day 1 video in our Rippling LMS before you work through the lesson below. You'll be prompted to sign in with your Rippling account. The video opens in a new tab.
▶ Watch Day 1 video in Rippling
Editors: click the button above while in edit mode to change the video link.
Goal: understand who we are, how we help small businesses, and the mindset that separates great AEs from average ones.
Family Resource Group, Inc. (FRG) began with a simple belief: local families deserve trusted information, and local businesses deserve a real way to reach them. What started as family and parenting media in Baton Rouge, Louisiana grew, market by market, into a seven-market media, marketing, and technology company — while never losing the local, family-first trust it was built on.
Fill this in with your manager (founder’s story) FRG was founded in ____________ (year) by ________________________________. The original publication / brand was ________________________________________. The moment FRG decided to become more than a publisher: __________________________________________.
Today FRG operates across seven markets: Baton Rouge and New Orleans, Louisiana; Birmingham, Alabama; Cincinnati, Ohio; Denver, Colorado; Oklahoma City, Oklahoma; and Manhattan, New York. We reach local families through trusted publications (including our parenting titles and the Faces & Places® magazine), email, social, our websites, community events, and our podcast.
The most important sentence you will ever say about us: “We’re not just a publisher, and we’re not just an agency — we’re the infrastructure local businesses grow on.” Understand why that’s true and you can sell anything we offer.
The three brands of FRG
| Brand | What it is | Why it matters to a client |
|---|---|---|
| Family Resource Group | Our owned, trusted family media — publications, email, social, websites, events. | Direct access to a local family audience that already engages with us. You can’t buy this audience anywhere else. |
| Geaux Grow | Our performance-marketing engine — paid media, funnels, lead gen, attribution. | Turns attention into leads and revenue, and proves what’s working. |
| GeauxIQ | Our technology platform — CRM, automation, AI follow-up, and LeadID visitor identification. | Captures and follows up with every lead automatically, and identifies anonymous website visitors. |
Most small-business owners are drowning. They’re great at their craft — dentistry, roofing, running a restaurant — but they have no time, no marketing team, and a pile of disconnected
tools that don’t talk to each other. They’ve been burned by ad reps who sold them a one-off ad and disappeared. FRG is different because we close the loop. Here is the loop, and you should memorize it:
Attract — we put the business in front of the right local families using our owned audience.
Capture — we identify and collect the people who respond (LeadID, forms, chat, calls).
Convert — we follow up automatically and consistently so leads become customers.
Retain — we keep customers coming back with reviews, email, and automation.
Report — we show the owner exactly what happened, in one place.
Dohrn teaches that buyers are tired of “salespeople.” They want an advisor who helps. When you talk to an owner, your job is not to sell an ad — it’s to diagnose where their loop is broken and prescribe the fix. That reframe changes everything about how you’re received.
Media sales is one of the best careers in the world: uncapped income, real relationships, and the satisfaction of growing local businesses. But it rewards a specific mindset. Internalize these:
Activity is in your control; outcomes are not. You can’t control a yes. You can control your calls, your prep, and your follow-up. Fall in love with the activity.
Rejection is the toll, not the verdict. Most people you contact won’t buy today. That’s the job, not a judgment of you. The “no” you get today fills the pipeline that pays you in 60 days.
You are paid to be relevant and prepared. The rep who researches wins the meeting. Generic gets deleted.
Consistency beats intensity. One great day doesn’t build a pipeline. Twenty solid days do.
Working from home: your environment is now your sales floor. Get dressed, set a start time, block your calendar, silence distractions, and protect your call blocks like they’re court dates. The freedom of remote work only pays off with the discipline to match it.
Print the worksheet, fill it out (by hand or in your PDF viewer), and turn it in to your manager. Then mark this day complete below.