Today’s selling environment grows more and more difficult by the day.  That’s because the march of technological progress drives up the complexity (and price tag) of our solutions so buyers increasingly hesitate to pull the trigger.  How do we consistently keep salespeople equipped with the skills and knowledge they need to take control of the customer conversation when the “ground truth” is constantly changing?  

We let them equip one another.

This week I joined John Barrows for a discussion about crowdsourced sales training and just-in-time learning on his show, “Make it Happen Mondays.” We discussed a number of ways organizations use crowdsourcing to pull golden talk tracks and sales ideas out of their best reps and SME’s and spread them across the middle of the pack to keep everyone up-to-speed.

Here’s three questions you’ll walk away with answers to:

1. What’s crowdsourced sales training all about and how do organizations apply it to get reps winning more often?
2. Why is crowdsourced sales training suddenly blowing up in popularity?
3. How can I start applying these concepts in my organization today even without a tool specifically designed for it?

Check out the discussion

 

For more information on sales training, check out these blog posts:

• The Big Idea: Train salespeople the way they like to learn
• 5 Ways to Ensure the Best Q1 Sales Kickoff Ever!
• Why Traditional Sales Training Is Broken And How We Can Fix It

Video Transcription

John Barrows: Good afternoon, everybody. This is John Barrows with Make it Happen Monday. Thanks for joining us. Hopefully you all had a great weekend. I got after it a little bit too much this weekend, had a few too many drinks, and recovering at 49 years old is a little bit harder these days, but I am super excited to be here on the show today with a good guest, Jake, over at Allego. Jake, you want to tell everybody hi and where you’re coming from?

Jake Miller: How you doing, everybody? So I head up product marketing over at Allego. My background, I came up in sales, came up selling in the high-ticket retail space, so just commission only, no base pay, just hustling every day. Really when I first started out I kind of sucked at it and so … like a lot of things. Somebody recommended a Brian Tracy book, his classic stuff. I read through it, was really mind blown about a lot of the stuff he was saying, and started applying it and getting more serious about being deliberate throughout the sales process and started closing a lot more deals, became really a student of sales. Fast forward several years, end up stumbling across Allego, and flipped out when I heard about it and end up taking over product marketing here.

A Platform for Sales Reps To Get What They Need

John Barrows: Nice, so tell everybody a little bit about Allego because I think that sets the stage for our conversation, and again, this isn’t going to be … for those of you out there, this isn’t a product pitch in any way, but just to give some context around this conversation because this is actually one … crowdsource sales training is near and dear to my heart, so give it some context around what Allego’s all about, and then we’ll talk about other alternatives and different approaches.

Jake Miller: Yeah, and I’ll spare everybody the elevator pitch on the show, so I’ll just go through a couple scenarios that I think everybody can relate to that I think paints a picture and, like you said, frames up a discussion about this. Everybody’s been in that situation where you wind up in a random conversation with an expert at your company. Maybe it’s at the Christmas party and it’s the head of products, and they say some stuff that just completely blows your mind, like, “Wow,” and so you start using that in every conversation that you have after that, and you sound 10 times smarter than your competition, so you wind up eating their lunch, or maybe it’s with a top rep at your company. You overhear them on the phone. They position something a certain way and you’re like, “Ah, that’s genius,” and you use that every time.

So basically we’ve built Allego to be able to bottle up that experience and make it available for sales reps anytime that they want because those moments never happen enough.  So it’s in the form of short, how-to videos from the people at your company that you want to hear from but that you never get enough face time with, and so it winds up … Yeah, so I mean that’s basically what it’s all about. It winds up being just a platform for sales reps to be able to get the stuff that they need.

John Barrows: That really, excuse me, does lead to this discussion and what you and are talking … because we’re working on a couple of things to get my content out there on your platform and others. Just to give everybody a sense here, probably about four or five years ago, I had this idea of … It’s called Sales from the Streets, and Jake, we talked about this, which was exactly this concept, which is crowdsourced sales training because when I got into this industry, I actually never wanted to be in sales training because I just had such a negative perception of sales trainers and sales training content because … even books and stuff like that, it’s like you sit through an entire day’s worth of sales training and you walk out with one or two nuggets, and that’s a success. That’s happy. It’s like, “I just spent eight hours, and I just figured out what to put into a subject line. Yay.”

I’m sitting there going like, “Really, do you have to spend eight hours to get that one nugget that is valuable?” The same thing with a book. I don’t read books because 90% of the book is full of s**t. It’s fluff just so they can thick enough to justify the $19.99 or whatever they charge for it, but ultimately there’s one or two things in there, so my theory was, “Hey, you’ve been to the trainings. I’ve been to the trainings. We’ve all read the books. We’ve all picked out our specific nuggets around this. Why not help each other out?”

So to create this community, it was an app, where, exactly what you just said there. It’s like, “Hey, I just asked this question,” or, “Here’s my tip on how to handle objections. Here it is,” and then put it into a sort by stage, sort by objection, use case, thumbs up, thumbs down, and I’ll tell you right now I still believe that it was a brilliant idea. It was a brilliant app, but it was way too ahead of its time. It was about four years ago when video was really just starting to crank, but people were still a little bit uncomfortable putting their stuff out there. Now I think we’re right in the middle of it.

So let’s talk about … because right now, yes, we’re right in the middle of it, and I think everybody’s ready for that stuff, but now there’s just so much content out there. We were talking just in prep for this, there’s so much content out there. What do I know, and who should I be paying attention to, because there’s a couple of examples. Some people like my style, they like somebody else’s style. Some people are pretending to be thought leaders when they’re really not. Some people are just purposing other people’s s**t, and really the problem is I see right now is a lot of kids who are maybe just getting started in sales get pushed in a different direction to go listen to that guy or that guy or that woman or whatever, and it might be bringing them down a bad path because it’s like, “Ooh, that person isn’t really that thought leader. What they’re spewing there isn’t really good stuff. It sounds good, but when applicable, it actually hurts you.”

What Happens When Thought Leaders Share Sales Best Practices

So where would a rep start these days on where to start consuming information that’ll help?

Jake Miller: Yeah, I mean I think the biggest thing is … YouTube is such a great resource. Like you said, you got to be careful with what you find … I mean I think the most important thing is, number one, finding somebody that is your style. I mean so much of selling and the tips, techniques, tactics, strategy, so much of it is about finesse, and so much is about how you deliver a lot of these messages.

First of all, right off the bat, look around, find people that are your style, make note of it. Maybe just make a spreadsheet of videos that really resonate with you, but then for more of the beginner reps like you’re talking about, something that we see people doing is just going through and finding, curating … So if you’re a more experienced rep or if you’ve got on your team some more experienced reps, going through and curating content on a platform like YouTube or wherever it might be, and then being able to turn around and share that with the rest of your team, and because the thing is that right there is a really good way to really stand out among your team.

If you’re going through and you’re finding really good … You can’t just be doing it for show, like quickly try to go through and say, “Oh, yeah, hey, everybody. Look at this.” It’s got to be something that you really agree with. It’s something that you find is actually helpful for your sales process at your company, and so a lot of times it’s just takes that initial couple people to kick it off and start sharing with one another on a team, content like this, and then that’s how you can start to bring up some of the newer reps.

Then when you put in, you see somebody else put in, and then you get out, and then it starts that whole thing. That’s one of the coolest things that we’ve seen I think with the internet and with YouTube in general, just people … We see a lot of the negative side of people has come out obviously because of the internet and YouTube and stuff, but you’ve seen a real generosity that people have to share their ideas, share their tips, tactics, techniques. People just go on there and putting up great information, so I think that’s a good way to do it, yeah.

John Barrows: Yeah, and I think it’s funny because you brought up something there as far as don’t just share it just to share it because it sounds interesting. One of the things that Morgan on my team, be it 25, 26 years old or whatever, he was building his brand. He started putting content out there, and a lot of people, they’re all thought leader and that type of stuff, and it’s funny how very few thought leaders ever call themselves thought leaders, and Morgan, if you asked him, he would say, “I’m not a thought leader,” but what he does is he consumes the content, so he actually goes … and this is my lens on things and how I flip the social selling to say, “Okay, now I can see how this makes sense for me,” because instead of just tweeting and posting and sharing stuff just to build a following, I started looking at it as educating myself first.

So consuming content to learn and then applying it and seeing if it worked or it didn’t, and that’s, again, I’m going to give Morgan a ton of credit on this. That’s what he would do. When he started his SDR Chronicles, before I brought him on board here, that’s what he would do. He would read a book or he would go get a tip from somebody, whoever it was in the industry. He would then go apply it and see how it worked. Then he would do a video on it. Then he would say, “Okay, you know what? I just read about this or I learned about this. I applied it, and this is what happens, and either I’m recommending you do it, or I’m recommending you don’t,” and I think that’s where, when I say, “Let’s get started here,” as far as a rep is concerned, because too many reps …

My perception on this, and I’d like to get your thoughts, is too many reps wait for their organization to invest in them from an education standpoint. They’re like, “Oh, I don’t have the training,” or, “Oh, I don’t have the tools,” and, “Oh, we don’t have that, so there’s my excuse.”

Jake Miller: Yes.

John Barrows: I’m sorry. There’s zero excuse right now. The amount of content that’s out there, there is zero excuse to say that you are not being educated enough. Now, maybe your company isn’t investing in you, but if you’re not investing in yourself, the amount of content that out there is just mind-blowing, and I think, Jake, to your point, it’s go out there and start the YouTubes of the world, do a … Feedly is another thing. I don’t know, do you use Feedly at all?

Jake Miller: Actually, yep. Yep.

John Barrows: Right, and that curates content as well. So you put on sales tips or something like that, and then you search for, “Okay, who … ” and then you start listening to those voices to say, “Okay, what do I like? What do I not like?”

I agree with you where it says look for stuff that is your voice because the nuances matter, but I also look to stuff … stretch yourself a little bit, stuff that’s a little bit more uncomfortable, because you always want to be trying something that’s maybe a little bit outside your comfort zone so that you can get better, right?

Jake Miller: Yeah.

Organize Content by Stage of the Sales Process

John Barrows: So with that, I think we can talk about how to start looking for the content and then how to house it. You had said earlier if I’m starting without Allego, without any one of these platforms that curates this content for me, what would … If you were an individual rep at a company right now, whose company isn’t, “Investing in them,” and so you said, “F*** it. I’m going to go on YouTube. I’m going to look at content. I’m going to check out Feedly.” How would you organize it all so that you were, first of all, have one repository of it that you could go back to, but also then understanding for yourself what’s working and what’s not because you want to keep that clean. You don’t want to just put s**t on there that sucks and leave it on there. So what would be some of the ways that you would approach this, not using Allego?

Jake Miller: Yeah, I mean I think one key way, especially for using videos or if you’re linking out to YouTube or anything, if you start a shared doc or a shared Google Sheet even with people on your team, just to go back through and create another column where you can mark, “Hey, times where this may have worked, times where this did not work so well, initial thoughts, thoughts after I used it.” Like you said, it’s key to not just throw stuff up there.

First, when you’re looking around for stuff, turn around and actually try it out, and try it out a couple times because a lot of times it takes practice. I mean we’ve all been there. You go to use a new technique and you say it for the first couple times, and you’re like, “Ugh, that did not come out how I had hopefully planned it when I was thinking about it in my head or when I was planning it.” So try the stuff out first, and then go in and then post it up in a Google Doc or in a Google Sheet, just in a shared space among your team.

It’s just about getting that ground swell going. A couple friends on your team, a couple people that you click with, push them to get involved with it with you because it really does start to take a group of people to be able to do this because then you got other people and other perspectives putting into the system. Like you said about stretching your comfort zone or stretching … I mean that’s a … especially for newer reps, you’re right. I mean it’s not just about trying to find what’s your style.

I can remember starting out, a lot of the stuff that people would recommend to try or different techniques, it feels weird at first sometimes to say and to be delivering certain stuff, so yeah, I think that’s key.

John Barrows: Cool. Yeah, and I mean I would just simply, same thing, put a Google Doc together that … I would actually break it down by the stage of the sales process so you’re tagging the resources so you can sort by quickly, because that’s the key here is not just to have a repository of s**t. It’s to have it broken down by the different categories that you’re focused on, and then have a comments section so that people can say yes or no or even a rating system that it says, “Yes, this is really good stuff,” or, “No, this isn’t very good at all,” so then again you’re constantly top-rating to a certain degree and keeping it updated.

With that, let’s talk about how to … So we talked about collecting the information, but now, creating the information. One of the things that was stunning to me when I first started Sales from the Streets was I thought, “Hey … ” I remember going to Dreamforce with my video camera and going around to all my top VPs of sales, people who were ballers in the industry, and being like, “Hey, I’m starting this crowdsourced sales training. Give me your best nugget. Give me your best tip,” or whatever it was, and it was always … I mean to really good baller reps, they’d be like, “Uh … you know, do your homework before you make a phone call to somebody,” and it was some weak-a** thing.

I remember being excited because I was in the moment and I’m recording you and I’d record somebody else and had all these videos. I’m like, “This is going to be great.” When I sat down afterwards, I was like, “Holy s**t. These are awful.” Well, they weren’t awful. They were just so basic, and so getting those tips and nuggets out of people were hard, but what I realized was is getting people to tell stories was a lot easier.

How do you get those top sales reps to share their best nuggets that aren’t just the, “Yeah, no s**t,” like, “Do your homework before you make a phone call, have a reason,” that type of stuff? What were some of the things that you doing at Allego to help companies curate that content outside of looking on YouTube, from their top reps?

Jake Miller: Yeah, so that’s a key … It’s a great question because a lot of times it’s about having a structure to the stuff that you’re asking, and what you were starting to do with interviews, that’s a great way to get people going, I mean to interview somebody … Someone goes out on a talk show, some celebrity or whatever, they may seem super interesting, but half of that is because they’re being engaged. So that’s one way that we found, but having more of a specific topic, so say …

We see a lot of companies putting out a thing to all the sales reps saying, “Hey, at this stage of the process, we’re getting hit with XYZ every single time against this competitor with this use case. How do you guys handle that?” So basically making a really specific request, and then having everybody send it back in, and then you go through and say, “All right, which ones are really, really good, like the best, like exactly how we want everybody to do it,” and then being able to spread that out so everybody can benefit.

Then another thing is just making it easy enough to do. Just making sure that it’s something that’s pretty easy for reps, and part of that is having a real specific topic to talk to. Reps will talk about like, “Hey, I was preparing for a call, and I hadn’t called on this vertical in two, three weeks, and I was about to go online and do a bunch of research about it, but I wound up poking around through the videos, and I found so-and-so had done a video last week, and she was talking about this hot-button issue in that industry and how she mapped out this whole way to tie it back to our solution, so I just used that, and it sparked a conversation and it put me ahead and I feel like that’s what helped me stay ahead for the whole rest of the deal.

So yeah, I think just really having specifics that you’re going to solicit that information from folks is important.

Sales Process Walkthrough

John Barrows: So I worked with Box pretty heavy a while back, especially when they were first getting off the ground, and we did this project with them where it was a Sales from the Streets but just for them specifically, and this was before all those platforms were out there, and what I started doing was I was interviewing their … I said, “Give me your top reps and let me have an interview with them,” and I took a similar approach where I was like, “Hey, tell me your favorite nuggets or your tips,” or whatever it was, and again, I was like, “Holy s**t … “

What I realized, most people don’t think in nuggets and tips. They think in a story. So it’s like, “Okay.” I flipped it around and what I did was I told a rep, and this is what I would recommend a lot of people do if they’re trying to curate content, especially from their top reps. So even a junior rep can go in and maybe interview one of their top reps and sit down for lunch or something like that, and just turn your iPhone on and just let it record or turn on a Zoom session like this and pick their brain, but then ask them, “Hey, could you walk me through the most recent deal you closed? Pick your favorite deal that you closed recently or the one you lost recently, and let’s start from the beginning. So, where’d the lead come from? How did you know they were … “

Then walk them through the sales process in those stages to say, “Where did it come from? How did you even know they were a good lead? What did you do before you even reached out to them? When you reached out to them, who did you reach out to and why? What was your contact strategy? What were some of the objections that you faced? How did you present to them?” Those type of things, and if you just ask them questions about something that’s more situational based then you start to get people to really get … “Oh, this is exactly how I did that,” and you’ll pull the nuggets out of it.

I think that’s questioning 101 is you don’t want to ask hypothetical questions. You don’t want to ask … because, and I’ll give you want to hear when you ask a hypothetical question. If you ask situational-based questions, which is, “Give me an example of when this happens,” and I’ll translate this to hiring.

If I were to ask you, “Jake, what would you do if you got in an argument with your manager? How would you approach it?” That’s a hypothetical, right? You’re going to say, “Well, I would sit down. I’d really make sure I understood what my challenge was, and I’d come up with solutions, because I’m not just a problem guy, I’m a solution guy, and then I’d sit down, I’d have this … ” and you’d be like, “Holy s**t. This person’s incredible,” but if I were to ask you, “Jake, give me an example of the last time you disagreed with your manager, and how did you approach it?”

Jake Miller: Right.

John Barrows: Now you’re going to have a hard time. Now you have to think about it, and it’s a hard time lying on the fly, right?

Jake Miller: Right. Haha

John Barrows: So it’s the same thing with curating content. That real-world content is so much more valuable than some staged, canned, “Hey, here’s something that sounds pretty on paper, but when you try it, it’s actually, “Oh my God. Wow. That’s a disaster.” I’m going to warn everybody out there, I’m going to warn everybody out there right now when it comes to sales trainers, myself included, we know our content so well that when a sales trainer does a role play or does a video or does a training where they pull somebody up and they make themselves look good, it’s because I’ve been doing this for 10 f***ing years, you know what I mean? I can make it look and sound just flawless, and especially in a made-up environment, like that type of thing, but reality says most sales trainers when put in a real-world situation and that happens, they ain’t nearly that smooth and that s**t doesn’t work nearly as well.

Sales Training Adoption

I would caution anybody out there to take what some sales trainer says and be like … and not even what they say but how they say it, and they’re like, “Oh, this is it,” and be just cautious that that ain’t really it because I think the real-world stuff … Talk to me about Allego. I mean obviously you want to curate content from anybody, but do you see the bigger adoption with internal teams being stuff that they have come up with versus what the outsiders bring in?

Jake Miller: Yeah, I think the biggest thing … because that’s where YouTube stops and then having your own, bringing in your own system and just trying to take videos yourself kind of begins. A lot of the more company-specific stuff, like I said before if you’re about to call on a certain vertical you haven’t called on in a couple weeks, being able to hear somebody actually from your company and how they actually specifically say it specific to your solution and maybe to that competitor against with this use case or whatever it might be, so yeah.

I mean a major part of the adoption you see is with internal content because … and then with product stuff too. I mean so much of the time, and especially with these increasingly complex solutions that we all deal with, being able to just have that wisdom from somebody who’s an expert inside your company is key. I mean it gives you just another tool in your bag that you can use to be able to just push things forward and really differentiate by being able to bring insights and really sound 10 times smarter, so yeah.

I think to your point about just putting on your camera and recording some stuff, another big thing that people do is recording sales calls. You say to the customer, “Hey, is it okay if we record this for, what, just for-

John Barrows: Training purposes.

Jake Miller: Training purposes. Yeah, exactly, and so recording that and then being able to go back through and have somebody just curate it. It could be just you. If you’re a rep at the company, going back through, “Hey, guys, we recorded this call. I went through and there’s a couple really awesome … ” If you do it with a top sales person at your company or somebody who’s really experienced, to be able to then say, “Hey,” because a lot of times people don’t know, and a lot of times in sales, people don’t always know how they do it. It’s just kind of like, “I don’t know. I just do it.” So the key is if you can capture somebody in their, “Natural habitat,” and then be able to pull out some of those nuggets and share it, it’s key.

Then the other thing is how often are we seeing people leave organization … I mean I don’t know what the stats are at this point now but I mean people are coming and going all the time. You’ve got a lot of experienced reps retiring, so if you’re able to start to do stuff like this, you can really capture some of this real rich knowledge that people have learned, hard-won knowledge over the years, so yeah, it’s a big way.

John Barrows: Yeah, I think just making sure that, to your point, collecting it, and even if it’s just yourself. I’ve interviewed a lot of top A reps, and they have that exact same feedback, which is, “Look, I don’t know how I do what I do. I just do it,” but if you were to sit down and listen to them, it’s like, “Oh, man, how they said that or how they relate or whatever, or again, if you ask them how do they prepare for a meeting, they might not be able to tell you off the top of their head, but it’s like, “What research did you do? What resource did you use,” those type of things …

Then the other piece of this is I would recommend putting the mirror up on yourself and being conscious of what’s working and what’s not and almost doing a debrief after your calls and your meetings to say what worked and what didn’t work, and either a notepad next to you that says, “Holy s**t. I just asked a really good question, and that opened up the floodgates of information,” or, “Hey, I just got this objection, and I stumbled through it, and so that was bad.”

Even recording yourself on that stuff. Tools right now, like Gong and Chorus and those type of things are fantastic from a call review standpoint because now you can go back in and you can be very specific with, “Hey, this section, you said this, and wow, let’s now just take that clip out, and this is going to be our objection handling for that pricing because that was super smooth the way you handled that,” right?

Jake Miller: Right. Exactly. Yeah, and like you said, and going back and really trying to be deliberate about what … practicing some of the stuff that you do because so much of the time you come out with it and it’s like it takes a couple tries, so being able to sit and be real conscious, and then after, when you’re done with a call, like you said, just sit down, just make yourself sit down, and just take a couple, just a couple things off the top of your head, and just write them down, and then put them in one location that you can keep coming back to because a lot of … and it doesn’t have to be … you don’t have to do a crazy amount of work. It’s just a few key points that are sticking out in your mind right then and there, so yeah.

Key Takeaways on Crowdsourced Sales Training

John Barrows: Yeah, so just to wrap up and just to get your thoughts on some key takeaways here, one of the things that, obviously, if I was a rep right now in a company, ideally there’s that company that’s curating the stuff for me and whatever, but I’m still going to do this on my own, the Google Sheet or whatever, segmenting things out, doing a little bit of … spending an hour a week, an hour a week on YouTube, an hour a week on Feedly or something like that, and just reading through and then taking your favorites, putting them in there so they can curate that, sharing it with your team, but then focusing on something once a week.

So here’s my thing for teams and individuals is on Mondays, this is what I used to do with my sales team, is I’d say, “All right, guys, what challenge are we trying to address this week, or what’s one of the top challenges that we’re having right now?” “Oh, John, gatekeepers are killing us.” It’s like, “Okay, well, let’s do some research here. Let’s find out a couple of different ways, technique, if you will, on how to deal with gatekeepers. Okay, cool. Google it and YouTube, whatever, role play it, practice it a little bit.”

Now, no matter what everybody’s doing this week, write down on a piece of paper the challenges, getting through gatekeepers, the approach is X, whatever that approach is, and write it out, and then consciously all week when that situation comes up, use that thing, and then do a plus, minus, plus, minus to see if it’s actually working.

Then I would collect all those pieces of paper at the end and say, “All right, everybody, we used this approach 100 times. We get 60 pluses and 40 minuses. Hey, that’s a good job on that one. Let’s put that one on the list.” So this constant, continuous learning where once a week we just pick something and then we shared whatever was working throughout the week, started to move things in the right direction for us and allowed me, as a VP of sales of a self-funded company with zero money, to really train my team without having to spend a dime.

As much as I like making money as a trainer and you guys as a platform, you can educate yourself … I think I heard a stat or something the other day that you can get a legitimate Harvard education, 100% of Harvard s**t is online for free. You just don’t get the degree. You just got to put the work in of putting it together.

So any last things for the reps to think about or any tips or nuggets that you could help point people in the right direction as it relates to continuous improvement and crowdsourced engagement learning?

Jake Miller: Yeah, and I’d say from, just to build on what you just recommended, I mean … and that’s a great way to get started, and then from there, iterate on that different stuff that you find online, tailor it to how it works in your sales process against your competitors for your solution, and then capture and have everybody capture how specifically they went about doing it for their solution, whether it’s taking a video of yourself on how you did it or whether it’s just writing it out, and like you said, starting to iterate on that stuff and really tailoring it where you get to taking stuff out on the web and on YouTube, bring it internal, work on it, iterate it, and sculpt it for your particular sales process and your solution, and yeah, that’s a great way to go about doing it.

John Barrows: Cool. All right, Jake, we’ll we’re finishing up here. How can people find out more about you and more about Allego and that type of stuff, and then we’ll get out of here. So what’s the easiest way to find out about you guys?

Jake Miller: Yeah. Check us out on LinkedIn, and then also hit us up on Allego.com and read through. We got a lot of information on our blog, resources that you can check out for different ways that you can go about doing some of the stuff that we talked about today.

John Barrows: Cool. Awesome, Jake. Well, thank you so much for joining me here. For those of you watching, thank you very much. For those of you listening on the podcast, appreciate it. So yeah, just I think the theme here or the takeaway here is just always try to get a little bit better. Don’t try to make it this huge, Herculean thing of trying to say, “Okay, s**t, now I got to go through this whole program.”

Do a little bit every day. I live my life by the rule of one percent, which is set the bar at a high but attainable level, and then every day, once you reach that bar, just go one percent better. Watch that one extra video, try that one extra technique, and I promise you as you do that that you’ll get a lot better a lot faster. All right?

All right, everybody, have a great week and make it happen. Later.

Jake Miller: [crosstalk 00:30:58] Thanks.