Stop 8 of 8 · Weekly
Dalia's week
Three routines on a schedule, Dispatch from the truck after a walkthrough, and one deal run end to end as a capstone.
Three routines
Everything in this course happens twice a week or more, which makes it a scheduling problem. Set these three and the rest of the course runs itself.
| Routine | When | What it produces |
|---|---|---|
| Research pack | Monday 6:30am | One brief per meeting this week |
| Follow-up drafts | Weekdays 6:30am | A draft per call from yesterday |
| Pipeline and forecast | Friday 7:00am | Stale list, gaps, commit total |
The Monday research pack routine
Every Monday at 6:30am, read my calendar for this week. For each external meeting with a company I have not met before, run the prospect research brief: what they own locally, anything in the last eighteen months about occupancy or renovation, who runs facilities, and three opening questions. Put each brief under the company name with the meeting time. Cite every factual claim. Skip internal meetings and anything already in my CRM as a customer.
The daily follow-up routine
Every weekday at 6:30am, check for new Zoom transcripts from yesterday. For each one, inside the Offer Project: write the CRM note, the next steps with owners and dates, and a four sentence follow-up email that quotes two things the prospect said. Save each email as an Outlook draft. Do not send anything. End with a list of any draft where you had to assume a date, a price or a crew size.
Dispatch, from the truck
Dispatch takes a task from your phone and works on it while you drive. After a walkthrough, before the details fade, Dalia sends the voice memo and the photos.
From the truck, right after the walkthrough
Here are my voice notes and photos from the walkthrough at [building name]. Inside the Offer Project: draft the scope of work by area with frequency, list every question I still need answered before I can price it, and write the CRM note for this deal. Leave every number as a bracket.
Capstone: one deal, end to end
Pick a real company you have never contacted. Then, in one week:
- Run the ten-minute prospect brief and pull three questions.
- Take the call, record it, and turn the transcript into a CRM note with next steps and the risk line.
- Send the four sentence follow-up that quotes them, after the promise check.
- Do the walkthrough and send it to Claude from the truck.
- Generate the Word proposal, fill every bracketed price yourself, and send it.
- Draft the reply to the objection you expect before they raise it.
That is the whole course on one deal. Do it once and the second one takes half as long.
Cheat sheet
| You want to | Do this |
|---|---|
| Prep a call in ten minutes | Research mode, prospect brief prompt |
| Stop drafts inventing prices | The bracket rule in the Offer Project |
| Clear the post-call admin | Transcript, then note, next steps, risk line |
| Write a follow-up that lands | Quote two things they said, run the promise check |
| Build the proposal | Walkthrough notes into a Word document |
| Handle the incumbent | The five drafts, tested against your wins |
| Know your real number | Friday export, three passes, confidence lines |
| Capture a walkthrough | Dispatch from the phone before you drive off |