The pattern
The same call, again and again
In July 2026, RCLX called about eight new reps who were training on FiberPitch, every other day. Their problems with the pitch were almost all the same. The intro was fine. The objections were fine. The pitch as a whole, in order, at a real door, was not.
That meant the manager was giving the same coaching call over and over, sometimes twice in one day. If every new rep needs the same fix, the fix belongs in the training, not on the phone.
RCLX also noticed who did best. It was not the reps who only memorized the lines. It was the ones who learned why the pitch works and how each part leads to the next.
The first try
Written practice felt like a quiz
The first practice doors were written by hand: six doors, 33 questions. Reps could pass them by spotting patterns. There were only 22 different right answers across the 33 questions, and the same close showed up in five of the six doors. Passing them did not mean a rep could run a door.
What it became
Every practice door is a real door
- 22
Real doors, filmed and cleaned
Conversations recorded at real doors in the field. Faces and house numbers are blurred, captions are added, and any line the course should not teach, like a price or a promotion that may have changed, is cut.
- 12
Practice doors, one per recorded door
Each follows a single real conversation in its real order: the homeowner's real words, the next line that was really said, and wrong answers a new rep might actually say. 68 questions, with 68 different right answers.
- 5
Situations, easy to hard
Warm doors, the homeowner who is not the decider, the 5G box, cable TV, and pushback. Each opens with its rule and a real door to watch first.
- 40
Role-play moments
The homeowner's line plays from the film with the answer hidden. The rep says their line out loud, hears what was said on that door, and grades themselves Got it or Not yet. Not yet lines come back first next time.
Say it, then pick it
Out loud before the answers show
On every practice door question, the rep is asked to say their line out loud the way they would at that door, and only then do the three choices appear. Picking the right line from a list is easy. Saying it first is what a real door asks for.
On the cheat sheet, every line has a Hear it button that plays the moment it was said at a real door. A few words new reps trip on, like coax, splice, easement and pre-schedule, can be tapped for a plain explanation. Reps who have sold fiber before see them plain.
Three starting points
At sign-up the course asks whether the rep has knocked doors before. A brand-new rep, a door-to-door rep who has never sold fiber, and a rep who has sold fiber each start in a different place, so experienced reps are not sat through what they already know.
No prices in the course
Plan prices and promotions change. The course teaches the pitch and the plans, and says to get today's price from your manager. That way nothing a rep learns goes out of date.
Prove it
The manager hears the whole pitch
The last step before the job is Pitch it live: the rep gives the whole pitch, opener to close, to their manager. Only that rep's manager can tap Passed on the board, and it takes two taps so a stray one passes nobody. The course is not done until they do.
It used to be a shared code. The code sat in the page source, so any rep could find it and pass themselves. Now a pass means a manager heard it.
The RCLX story
- Part 1Getting new reps through T-Mobile Fiber setupFrom a hand-written email per rep to one step per screen.
- Part 2Turning filmed doors into practiceYou are here.
- Part 3Managing a class of new reps from one boardWhat the manager looks at, and why it can be trusted.
Want to work with RCLX? Visit rclx.us.