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 6 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.
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Goal: confidently reach prospects and book meetings — the single most valuable skill in your first 90 days.
The goal of an outbound call or email is not to sell — it’s to book the meeting. That’s it. Lower the bar in your head: you’re asking for 20 minutes, not a signature. This makes you calmer and more effective. Before any outreach, spend two minutes on relevance. Dohrn’s research shows relevant reps get engagement and generic reps get ignored. Find one specific thing about the business — a new location, a busy season, a weak online presence, a competitor outspending them — and lead with that.
A booking call has five quick beats. Keep it under three minutes:
Pattern interrupt + name: “Hi ____, this is ____ with Family Resource Group here in [market] — did I catch you at an okay moment?”
Relevance line: one sentence proving you did your homework about them.
Reason for the call (value, not pitch): “I work with local [type] businesses on getting more customers without adding to their plate — and I had a specific idea for you.”
The ask (the meeting): “I’d love 20 minutes to share it. Are you better mornings or afternoons this week?” (Offer two times.)
Lock it: confirm day/time and say you’ll send an invite right now.
Voicemail (under 20 seconds): name, company, a curiosity hook (“I had an idea for [business] I think you’ll want to see”), your number twice, and that you’ll follow up by email. Then actually follow up by email.
Dohrn’s rule for subject lines: short and curiosity-driving — roughly three words, and never something they can answer “no” to and delete. Examples that work: “Your thoughts?” · “New idea for you” · “Next steps?” · “Quick question.” The body should be 3–4 sentences max: relevance line, the idea, and a clear ask for a 20-minute meeting with two time options.
Whenever someone shows interest, propose a specific time immediately and send a calendar invite. “I’ll send something over” with no booked time is how deals die. Always advance to a booked next step.
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.