You can get “good enough” at almost anything in 20 hours of focused effort.

0:00With 20 hours of focused effort, most people can be pretty [music] decent at something, whether it's guitar, it's singing, even cold calling. But most people spend years [music] waiting to do the first hour. How can I decrease that action threshold and get someone to just embrace the suck? It's like how can I normalize no's? [music] So it's like if I'm teaching somebody to sell, it's like, "Dude, I need you to get 100 no's." If the no becomes the goal, then they realize that it's about the process and not the outcome, and then they will become better sales people cuz they stop being afraid of it. We do [music] like exposure therapy on the things that people are most afraid of. The same thing like we're training sales person, I want them to hear the gasp. Everyone's afraid of saying the price. It's like, "Dude, if you didn't get a gasp, you didn't go high enough." Right. And they're like, "What?" I'm like, "Oh, you failed. Terrible sale. They didn't gasp." They're like, "Really?" It flips it and becomes a point of pride. It's like, "Oh, I got her to You should hear the gasp on this one." And so …