Exercises

Twenty-five drills you finish holding something, from twenty minutes to half a day. Seven of them require walking into a real business, because the gap between knowing this and being able to do it closes on a pavement rather than at a desk. Plus a ten-day plan that ends with three real conversations, not a pep talk.

Do them in the order that scares you. The capability exercises are comfortable and the doorway ones are not, which is exactly backwards from how much each is worth. If you only do one thing on this page, do Twenty Doors: twenty real conversations with local owners where you are explicitly not allowed to pitch. It teaches more about what to sell than any amount of desk research.