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 4 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 4 video in Rippling
Editors: click the button above while in edit mode to change the video link.
Goal: know exactly who to chase, who to avoid, and how to qualify so you never waste time on deals that won’t close.
Great AEs are picky. The fastest way to fail is to chase everyone. A strong MediaFlex prospect usually looks like this:
Serves local families in one of our markets — our audience is their audience.
Has a repeatable customer and real margin — dental, medical, home services, dining, attractions, schools, finance, auto, med-spa, fitness.
Already spends on marketing (even badly) — they believe in growth; you’re redirecting spend, not creating belief from scratch.
Feels a pain: not enough leads, no follow-up, no time, no system, or burned by a past vendor.
Has a reachable decision-maker — owner or marketing lead you can actually get to.
Is growth-minded — wants more customers and is willing to invest to get them.
Disqualifying fast is a skill, not a failure. Walk away (politely) when you see:
No margin / can’t afford it — a business barely surviving can’t invest, and you’ll churn them.
Wrong audience — B2B-only, or customers who are nowhere near our family audience.
Wants a magic bullet / guaranteed sales tomorrow — unrealistic expectations create refunds and bad reviews.
Won’t give time or honest answers — if they won’t engage in discovery, they won’t be a good client.
Chronic price-shopper who values nothing but the lowest number — they’ll leave for a $5 discount.
Not the decision-maker and won’t connect you to one.
Dohrn has reps build and work a focused “Top-20 Hot List” of the best-fit prospects rather than spraying everyone. Quality of list beats quantity of dials. Your first Hot List is today’s worksheet — and you’ll work it for the next 90 days.
Qualifying means answering, early, “is this worth both of our time?” Use a simple framework on every prospect — N.A.B.T. plus fit:
Need — do they have a problem we solve (leads, follow-up, visibility, time)?
Authority — are you talking to someone who can say yes, or who can get you to them?
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Budget — can they invest at our level? (You don’t need an exact number yet — just signals.)
Timing — is there any reason to act now (slow season, new location, a goal, a frustration)?
Fit — are their customers our audience, and are they someone we’d be proud to keep as a client?
You qualify with questions, not assumptions. Two or three good questions early save you hours chasing a dead deal.
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.