I sat in my truck.

Early on, Steve would walk a house with a seller — then go sit in his truck to work out the repair numbers and fill in the contract. Not because that was the process. Because he wasn’t confident enough yet to do it in front of them.

One afternoon, while he was out there doing the math, another investor pulled up. Walked in. Bought the house. Walked out. Gone before Steve could lock it up.

He didn’t lose that deal on price. He lost it because he hadn’t put in the reps to do the work automatically, in the room, in front of a real person. That gap — between knowing the process and performing it under pressure — is what this hour is about.