some people see the thing that they want and some people see the thing that
and some people see the thing that
and some people see the thing that prevents them from getting the thing
prevents them from getting the thing
prevents them from getting the thing that they want it’s as if an entire
that they want it’s as if an entire
that they want it’s as if an entire generation is standing at the foot of a
generation is standing at the foot of a
generation is standing at the foot of a mountain they know exactly what they
mountain they know exactly what they
mountain they know exactly what they want they can see the summit but they
want they can see the summit but they
want they can see the summit but they can’t see it the male people put
can’t see it the male people put
can’t see it the male people put harley-davidson logos on their body to
harley-davidson logos on their body to
harley-davidson logos on their body to say something about who they are
say something about who they are
say something about who they are corporate logo ain’t no Procter &
corporate logo ain’t no Procter &
corporate logo ain’t no Procter & Gamble’s tattooed on anybody’s on
Gamble’s tattooed on anybody’s on
Gamble’s tattooed on anybody’s on passion is the feeling you have that you
passion is the feeling you have that you
passion is the feeling you have that you would probably do this for free you know
would probably do this for free you know
would probably do this for free you know and you can’t believe somebody pays you
and you can’t believe somebody pays you
and you can’t believe somebody pays you to do it he’s an author speaker and
to do it he’s an author speaker and
to do it he’s an author speaker and consultant who writes on leadership and
consultant who writes on leadership and
consultant who writes on leadership and management he joined the RAND
management he joined the RAND
management he joined the RAND Corporation in 2010 where he advises on
Corporation in 2010 where he advises on
Corporation in 2010 where he advises on military innovation in planning he’s
military innovation in planning he’s
military innovation in planning he’s known for popularizing the concepts of
known for popularizing the concepts of
known for popularizing the concepts of the golden circle and to start with why
the golden circle and to start with why
the golden circle and to start with why he’s simon Sinek and here’s my take on
he’s simon Sinek and here’s my take on
he’s simon Sinek and here’s my take on his top ten rules for success rule
his top ten rules for success rule
his top ten rules for success rule number six is my personal favorite I
number six is my personal favorite I
number six is my personal favorite I make sure to stick around all through to
make sure to stick around all through to
make sure to stick around all through to the end for some special bonus clips and
the end for some special bonus clips and
the end for some special bonus clips and as always if Simon says something that
as always if Simon says something that
as always if Simon says something that really really resonates with you please
really really resonates with you please
really really resonates with you please leave it down the comments below and put
leave it down the comments below and put
leave it down the comments below and put quotes around it so other people can be
quotes around it so other people can be
quotes around it so other people can be inspired as well
let me tell you a story so a friend of
let me tell you a story so a friend of mine and I we went for a run in Central
mine and I we went for a run in Central
mine and I we went for a run in Central Park the Roadrunners organization on the
Park the Roadrunners organization on the
Park the Roadrunners organization on the weekends they host races and it’s very
weekends they host races and it’s very
weekends they host races and it’s very common at the end of the race I’ll have
common at the end of the race I’ll have
common at the end of the race I’ll have a sponsor who will give away something
a sponsor who will give away something
a sponsor who will give away something apples or bagels or something and on
apples or bagels or something and on
apples or bagels or something and on this particular day when we got to the
this particular day when we got to the
this particular day when we got to the end of the run there were some free
end of the run there were some free
end of the run there were some free bagels and they had picnic tables set up
bagels and they had picnic tables set up
bagels and they had picnic tables set up and on one side was a group of
and on one side was a group of
and on one side was a group of volunteers on the table were boxes of
volunteers on the table were boxes of
volunteers on the table were boxes of bagels and on the other side was a long
bagels and on the other side was a long
bagels and on the other side was a long line of runners waiting to get their
line of runners waiting to get their
line of runners waiting to get their free bagel so I said to my friend let’s
free bagel so I said to my friend let’s
free bagel so I said to my friend let’s let’s get a bagel and he looked at me
let’s get a bagel and he looked at me
let’s get a bagel and he looked at me and said that lines too long and I said
and said that lines too long and I said
and said that lines too long and I said free bagel and he said I don’t want to
free bagel and he said I don’t want to
free bagel and he said I don’t want to wait in line and I was like free bagel
wait in line and I was like free bagel
wait in line and I was like free bagel he says not let’s it’s too long and
he says not let’s it’s too long and
he says not let’s it’s too long and that’s when I realized that there’s two
that’s when I realized that there’s two
that’s when I realized that there’s two ways to see the world some people see
ways to see the world some people see
ways to see the world some people see the thing that they want and some people
the thing that they want and some people
the thing that they want and some people see the thing that prevents them from
see the thing that prevents them from
see the thing that prevents them from getting the thing that they want I could
getting the thing that they want I could
getting the thing that they want I could only see the bagels he could only see
only see the bagels he could only see
only see the bagels he could only see the line and so I walked up to the line
the line and so I walked up to the line
the line and so I walked up to the line I leaned in between two people put my
I leaned in between two people put my
I leaned in between two people put my hand in the box
hand in the box
hand in the box and pulled out two bagels and no one get
and pulled out two bagels and no one get
and pulled out two bagels and no one get mad at me because the rule is you can go
mad at me because the rule is you can go
mad at me because the rule is you can go after whatever you want
after whatever you want
after whatever you want you just cannot deny anyone else to go
you just cannot deny anyone else to go
you just cannot deny anyone else to go after whatever they want now I had to
after whatever they want now I had to
after whatever they want now I had to sacrifice choice I didn’t get to choose
sacrifice choice I didn’t get to choose
sacrifice choice I didn’t get to choose which bagel I got I got whatever I
which bagel I got I got whatever I
which bagel I got I got whatever I pulled out but I didn’t have to wait in
pulled out but I didn’t have to wait in
pulled out but I didn’t have to wait in line so the point is is you don’t have
line so the point is is you don’t have
line so the point is is you don’t have to wait in line you don’t have to do it
to wait in line you don’t have to do it
to wait in line you don’t have to do it the way everybody else has done it you
the way everybody else has done it you
the way everybody else has done it you can do it your way you can break the
can do it your way you can break the
can do it your way you can break the rules you just can’t get in the way of
rules you just can’t get in the way of
rules you just can’t get in the way of somebody else getting what they want
somebody else getting what they want
somebody else getting what they want that’s rule number one
that’s rule number one
that’s rule number one performing under pressure whether it’s
performing under pressure whether it’s
performing under pressure whether it’s me or anybody else is the same you know
me or anybody else is the same you know
me or anybody else is the same you know I have the same pressures as anyone else
I have the same pressures as anyone else
I have the same pressures as anyone else there’s time there’s performance there’s
there’s time there’s performance there’s
there’s time there’s performance there’s financial I mean there you know there’s
financial I mean there you know there’s
financial I mean there you know there’s deadlines my pressures are not unique
deadlines my pressures are not unique
deadlines my pressures are not unique the situation’s may be different or you
the situation’s may be different or you
the situation’s may be different or you know but but everybody has the same
know but but everybody has the same
know but but everybody has the same kinds of pressures but what I found or
kinds of pressures but what I found or
kinds of pressures but what I found or what I find fascinating is the
what I find fascinating is the
what I find fascinating is the interpretation of the stimuli if let me
interpretation of the stimuli if let me
interpretation of the stimuli if let me let me explain so I was watching the
let me explain so I was watching the
let me explain so I was watching the Olympics this lesson relax and I was
Olympics this lesson relax and I was
Olympics this lesson relax and I was amazed at how bad the questions were
amazed at how bad the questions were
amazed at how bad the questions were that the reporters would ask all the
that the reporters would ask all the
that the reporters would ask all the athletes and almost always they asked
athletes and almost always they asked
athletes and almost always they asked the same question whether they were
the same question whether they were
the same question whether they were about to compete or after they competed
about to compete or after they competed
about to compete or after they competed were you nervous right and to a tee all
were you nervous right and to a tee all
were you nervous right and to a tee all the athletes went no right and what I
the athletes went no right and what I
the athletes went no right and what I realized is it’s not that they’re not
realized is it’s not that they’re not
realized is it’s not that they’re not nervous it’s their interpretation of
nervous it’s their interpretation of
nervous it’s their interpretation of what’s happening in their bodies I mean
what’s happening in their bodies I mean
what’s happening in their bodies I mean what happens when you’re nervous right
what happens when you’re nervous right
what happens when you’re nervous right you
you
you heart rate starts to go your you know
heart rate starts to go your you know
heart rate starts to go your you know you should get a little tense you get a
you should get a little tense you get a
you should get a little tense you get a little sweaty right
little sweaty right
little sweaty right you have expectation of what’s coming
you have expectation of what’s coming
you have expectation of what’s coming and we interpreted that is I’m nervous
and we interpreted that is I’m nervous
and we interpreted that is I’m nervous now what’s the interpretation of excited
now what’s the interpretation of excited
now what’s the interpretation of excited your heart rate starts to go you become
your heart rate starts to go you become
your heart rate starts to go you become you’re anticipating what’s coming right
you’re anticipating what’s coming right
you’re anticipating what’s coming right you get a little sort of like tense it’s
you get a little sort of like tense it’s
you get a little sort of like tense it’s all the same thing it’s the same stimuli
all the same thing it’s the same stimuli
all the same thing it’s the same stimuli except these athletes these these
except these athletes these these
except these athletes these these Olympic quality athletes have learned to
Olympic quality athletes have learned to
Olympic quality athletes have learned to interpret the stimuli to the rest of us
interpret the stimuli to the rest of us
interpret the stimuli to the rest of us would say is nervous as excited they
would say is nervous as excited they
would say is nervous as excited they also the same thing no I’m not nervous
also the same thing no I’m not nervous
also the same thing no I’m not nervous I’m excited and so I’ve actually
I’m excited and so I’ve actually
I’m excited and so I’ve actually practiced it just to tell myself when I
practiced it just to tell myself when I
practiced it just to tell myself when I start to get nervous that this is
start to get nervous that this is
start to get nervous that this is excitement you know and so where when
excitement you know and so where when
excitement you know and so where when you used to be speaking for the large
you used to be speaking for the large
you used to be speaking for the large audience and somebody say how do you
audience and somebody say how do you
audience and somebody say how do you feel I say a little nervous now when
feel I say a little nervous now when
feel I say a little nervous now when somebody says how do you feel like
somebody says how do you feel like
somebody says how do you feel like pretty excited actually
pretty excited actually
pretty excited actually and it it came from just sort of telling
and it it came from just sort of telling
and it it came from just sort of telling myself no no this is excitement and it
myself no no this is excitement and it
myself no no this is excitement and it becomes a little bit automatic later on
becomes a little bit automatic later on
becomes a little bit automatic later on but it’s kind of a remarkable thing to
but it’s kind of a remarkable thing to
but it’s kind of a remarkable thing to deal with pressure by interpreting what
deal with pressure by interpreting what
deal with pressure by interpreting what your body is experiencing as excitement
your body is experiencing as excitement
your body is experiencing as excitement rather than nerves and it’s really kind
rather than nerves and it’s really kind
rather than nerves and it’s really kind of effective it makes you want to rush
of effective it makes you want to rush
of effective it makes you want to rush for is rather than pull back and yet
for is rather than pull back and yet
for is rather than pull back and yet it’s the same experience I talked to so
it’s the same experience I talked to so
it’s the same experience I talked to so many smart fantastic ambitious
many smart fantastic ambitious
many smart fantastic ambitious idealistic hard-working kids and they’re
idealistic hard-working kids and they’re
idealistic hard-working kids and they’re right out of college they’re they’re
right out of college they’re they’re
right out of college they’re they’re entry-level jobs and I’ll ask them how
entry-level jobs and I’ll ask them how
entry-level jobs and I’ll ask them how is it going and they’ll say I think I’m
is it going and they’ll say I think I’m
is it going and they’ll say I think I’m gonna quit and I’m like why they say to
gonna quit and I’m like why they say to
gonna quit and I’m like why they say to me I’m not making an impact I’m like you
me I’m not making an impact I’m like you
me I’m not making an impact I’m like you know you’ve been here eight months right
know you’ve been here eight months right
know you’ve been here eight months right they treat the sense of fulfillment or
they treat the sense of fulfillment or
they treat the sense of fulfillment or even love like it’s a scavenger hunt
even love like it’s a scavenger hunt
even love like it’s a scavenger hunt like it’s something you look for my
like it’s something you look for my
like it’s something you look for my millennial friends they’ve gone through
millennial friends they’ve gone through
millennial friends they’ve gone through so many jobs they’re either getting
so many jobs they’re either getting
so many jobs they’re either getting fired I mean it was mutual or they’re
fired I mean it was mutual or they’re
fired I mean it was mutual or they’re quitting because they’re not making an
quitting because they’re not making an
quitting because they’re not making an impact or they’re not find anything
impact or they’re not find anything
impact or they’re not find anything they’re looking for they’re not feeling
they’re looking for they’re not feeling
they’re looking for they’re not feeling fulfilled as if it’s a scavenger hunt
fulfilled as if it’s a scavenger hunt
fulfilled as if it’s a scavenger hunt love a job you find joy from it’s not
love a job you find joy from it’s not
love a job you find joy from it’s not something you discover it’s not like I
something you discover it’s not like I
something you discover it’s not like I found love here it is I found a job I
found love here it is I found a job I
found love here it is I found a job I love that’s not how it works both of
love that’s not how it works both of
love that’s not how it works both of those things require hard work you are
those things require hard work you are
those things require hard work you are in love because you work very hard every
in love because you work very hard every
in love because you work very hard every single day of your life to stay in love
single day of your life to stay in love
single day of your life to stay in love you find a job that brings you ultimate
you find a job that brings you ultimate
you find a job that brings you ultimate joy because you work hard every single
joy because you work hard every single
joy because you work hard every single day to serve those around you and you
day to serve those around you and you
day to serve those around you and you maintain that joy it’s not a discovery
maintain that joy it’s not a discovery
maintain that joy it’s not a discovery but the problem is this sensitive
but the problem is this sensitive
but the problem is this sensitive patience it’s as if an entire generation
patience it’s as if an entire generation
patience it’s as if an entire generation is standing at the foot of a mountain
is standing at the foot of a mountain
is standing at the foot of a mountain they know exactly what they want they
they know exactly what they want they
they know exactly what they want they can see the summit but they can’t see is
can see the summit but they can’t see is
can see the summit but they can’t see is the mountain this large amove Abul
the mountain this large amove Abul
the mountain this large amove Abul object that doesn’t mean you have to do
object that doesn’t mean you have to do
object that doesn’t mean you have to do your time that’s not what I’m talking
your time that’s not what I’m talking
your time that’s not what I’m talking about take a helicopter climb I don’t
about take a helicopter climb I don’t
about take a helicopter climb I don’t care but there’s still a mountain life
care but there’s still a mountain life
care but there’s still a mountain life career fulfillment relationships are
career fulfillment relationships are
career fulfillment relationships are journeys the problem is this entire
journeys the problem is this entire
journeys the problem is this entire generation has an institute
generation has an institute
generation has an institute sense of impatience and do they have the
sense of impatience and do they have the
sense of impatience and do they have the patience to go on the journey to
patience to go on the journey to
patience to go on the journey to maintain love to feel fulfilled or do
maintain love to feel fulfilled or do
maintain love to feel fulfilled or do they just quit and on to the next
they just quit and on to the next
they just quit and on to the next dumping on to the next ghost and on to
dumping on to the next ghost and on to
dumping on to the next ghost and on to the next in the 18th century there was
the next in the 18th century there was
the next in the 18th century there was something that spread across Europe
something that spread across Europe
something that spread across Europe eventually made its way to America where
eventually made its way to America where
eventually made its way to America where pole fever also known as the Black Death
pole fever also known as the Black Death
pole fever also known as the Black Death of childbed basically what was happening
of childbed basically what was happening
of childbed basically what was happening is women were giving birth and they
is women were giving birth and they
is women were giving birth and they would die within 48 hours after giving
would die within 48 hours after giving
would die within 48 hours after giving birth
birth
birth this black death of childbirth was the
this black death of childbirth was the
this black death of childbirth was the ravage of Europe and it got worse and
ravage of Europe and it got worse and
ravage of Europe and it got worse and worse and worse over the course of over
worse and worse over the course of over
worse and worse over the course of over a century in some hospitals it was as
a century in some hospitals it was as
a century in some hospitals it was as high as 70% of women who gave birth who
high as 70% of women who gave birth who
high as 70% of women who gave birth who would die as a result of giving birth
would die as a result of giving birth
would die as a result of giving birth but this was the Renaissance this was
but this was the Renaissance this was
but this was the Renaissance this was the time of empirical data and science
the time of empirical data and science
the time of empirical data and science and we had thrown away things like
and we had thrown away things like
and we had thrown away things like tradition and mysticism these were men
tradition and mysticism these were men
tradition and mysticism these were men of science these were doctors and these
of science these were doctors and these
of science these were doctors and these doctors and men of science wanted to
doctors and men of science wanted to
doctors and men of science wanted to study and try and find the reason for
study and try and find the reason for
study and try and find the reason for this black death of childbed and so they
this black death of childbed and so they
this black death of childbed and so they got to work studying and they would
got to work studying and they would
got to work studying and they would study the corpses of the of the women
study the corpses of the of the women
study the corpses of the of the women who had died and in the morning they
who had died and in the morning they
who had died and in the morning they would conduct autopsies and then in the
would conduct autopsies and then in the
would conduct autopsies and then in the afternoon they would go and deliver
afternoon they would go and deliver
afternoon they would go and deliver babies and finish their rounds and it
babies and finish their rounds and it
babies and finish their rounds and it wasn’t until somewhere in the mid 1800s
wasn’t until somewhere in the mid 1800s
wasn’t until somewhere in the mid 1800s that dr. Oliver Wendell Holmes father of
that dr. Oliver Wendell Holmes father of
that dr. Oliver Wendell Holmes father of Supreme Court justice Oliver Wendell
Supreme Court justice Oliver Wendell
Supreme Court justice Oliver Wendell Holmes realized that all of these
Holmes realized that all of these
Holmes realized that all of these doctors were conducting autopsies in the
doctors were conducting autopsies in the
doctors were conducting autopsies in the morning weren’t washing their hands
morning weren’t washing their hands
morning weren’t washing their hands before they delivered babies in the
before they delivered babies in the
before they delivered babies in the afternoon and he pointed it out and said
afternoon and he pointed it out and said
afternoon and he pointed it out and said guys you’re the problem and they ignored
guys you’re the problem and they ignored
guys you’re the problem and they ignored him and called him crazy for 30 years
him and called him crazy for 30 years
him and called him crazy for 30 years until finally somebody realized that if
until finally somebody realized that if
until finally somebody realized that if they simply washed their hands they
they simply washed their hands they
they simply washed their hands they would go away and that’s exactly what
would go away and that’s exactly what
would go away and that’s exactly what happened when they started sterilizing
happened when they started sterilizing
happened when they started sterilizing their instruments and washing their
their instruments and washing their
their instruments and washing their hands the black death of child bed
hands the black death of child bed
hands the black death of child bed disappeared my point is the lesson here
disappeared my point is the lesson here
disappeared my point is the lesson here is sometimes you’re the problem we’ve
is sometimes you’re the problem we’ve
is sometimes you’re the problem we’ve seen this happen all too recently with
seen this happen all too recently with
seen this happen all too recently with our new men of science and empirical
our new men of science and empirical
our new men of science and empirical studies and these menace finance who are
studies and these menace finance who are
studies and these menace finance who are smarter than the rest of us until the
smarter than the rest of us until the
smarter than the rest of us until the thing collapsed and they blamed
thing collapsed and they blamed
thing collapsed and they blamed everything else except themselves and my
everything else except themselves and my
everything else except themselves and my point is is take accountability for your
point is is take accountability for your
point is is take accountability for your actions you can take all the credit in
actions you can take all the credit in
actions you can take all the credit in the world for the things that you do
the world for the things that you do
the world for the things that you do right as long as you also take
right as long as you also take
right as long as you also take responsibility for the things you do
responsibility for the things you do
responsibility for the things you do wrong it must
wrong it must
wrong it must be a balanced equation you don’t get it
be a balanced equation you don’t get it
be a balanced equation you don’t get it one way and not the other you get to
one way and not the other you get to
one way and not the other you get to take credit when you also take
take credit when you also take
take credit when you also take accountability I spoke at an education
accountability I spoke at an education
accountability I spoke at an education summit for Microsoft I also spoke at an
summit for Microsoft I also spoke at an
summit for Microsoft I also spoke at an education summit for Apple education for
education summit for Apple education for
education summit for Apple education for my at the education summit from
my at the education summit from
my at the education summit from Microsoft I would say that 70% of the
Microsoft I would say that 70% of the
Microsoft I would say that 70% of the executives had spent about 70% of their
executives had spent about 70% of their
executives had spent about 70% of their presentations talking about how to beat
presentations talking about how to beat
presentations talking about how to beat Apple at the Apple education summit a
Apple at the Apple education summit a
Apple at the Apple education summit a hundred percent of the executives spend
hundred percent of the executives spend
hundred percent of the executives spend a hundred percent of their presentations
a hundred percent of their presentations
a hundred percent of their presentations talking about how to help teachers teach
talking about how to help teachers teach
talking about how to help teachers teach and how to help students learn one is
and how to help students learn one is
and how to help students learn one is playing this way and one is playing that
playing this way and one is playing that
playing this way and one is playing that way one is playing finite and the other
way one is playing finite and the other
way one is playing finite and the other one is playing infinite guess which one
one is playing infinite guess which one
one is playing infinite guess which one gets frustrated so at the end of my talk
gets frustrated so at the end of my talk
gets frustrated so at the end of my talk at Microsoft that gave me a gift they
at Microsoft that gave me a gift they
at Microsoft that gave me a gift they gave me the new Zune when it was a thing
and let me tell you this thing was
and let me tell you this thing was spectacular
spectacular
spectacular it was the most elegant piece of
it was the most elegant piece of
it was the most elegant piece of technology I’d ever used the user
technology I’d ever used the user
technology I’d ever used the user interface was incredible the design was
interface was incredible the design was
interface was incredible the design was spectacular I absolutely loved it it was
spectacular I absolutely loved it it was
spectacular I absolutely loved it it was easy to use and it was bright and
easy to use and it was bright and
easy to use and it was bright and gorgeous infant I didn’t work in iTunes
gorgeous infant I didn’t work in iTunes
gorgeous infant I didn’t work in iTunes which is a different roblem so I
which is a different roblem so I
which is a different roblem so I couldn’t use it but but it was amazing
couldn’t use it but but it was amazing
couldn’t use it but but it was amazing and elegant my god it was elegant so I’m
and elegant my god it was elegant so I’m
and elegant my god it was elegant so I’m sitting in the back of a taxi with a
sitting in the back of a taxi with a
sitting in the back of a taxi with a very senior Apple executive sort of
very senior Apple executive sort of
very senior Apple executive sort of employee number 12 kind of guy and you
employee number 12 kind of guy and you
employee number 12 kind of guy and you know I like to stir pots so I turned him
know I like to stir pots so I turned him
know I like to stir pots so I turned him I said you know Microsoft gave me their
I said you know Microsoft gave me their
I said you know Microsoft gave me their new zoom and it is so much better than
new zoom and it is so much better than
new zoom and it is so much better than your iPod Touch and he turned to me and
your iPod Touch and he turned to me and
your iPod Touch and he turned to me and he said I have no doubt conversation
he said I have no doubt conversation
he said I have no doubt conversation over because the infinite player
over because the infinite player
over because the infinite player understands sometimes your head in
understands sometimes your head in
understands sometimes your head in sometimes behind sometimes your product
sometimes behind sometimes your product
sometimes behind sometimes your product is better and sometimes it’s worse the
is better and sometimes it’s worse the
is better and sometimes it’s worse the goal isn’t to be the best every day the
goal isn’t to be the best every day the
goal isn’t to be the best every day the goal isn’t out to outdo your competition
goal isn’t out to outdo your competition
goal isn’t out to outdo your competition every day
every day
every day that’s a finite construction if I had
that’s a finite construction if I had
that’s a finite construction if I had sent to Microsoft I’ve got the new iPod
sent to Microsoft I’ve got the new iPod
sent to Microsoft I’ve got the new iPod touch it’s so much better than your Zune
touch it’s so much better than your Zune
touch it’s so much better than your Zune they would’ve said can we see it what
they would’ve said can we see it what
they would’ve said can we see it what does it do react react react react
does it do react react react react
does it do react react react react finite players play to be bet to beat
finite players play to be bet to beat
finite players play to be bet to beat the people around them infinite players
the people around them infinite players
the people around them infinite players play to be better than themselves to
play to be better than themselves to
play to be better than themselves to wake up every single day and say how can
wake up every single day and say how can
wake up every single day and say how can we make our company a better version of
we make our company a better version of
we make our company a better version of itself today than it was yesterday how
itself today than it was yesterday how
itself today than it was yesterday how can we create a product this week that’s
can we create a product this week that’s
can we create a product this week that’s better than the product we created last
better than the product we created last
better than the product we created last week we also have to play the intimate
week we also have to play the intimate
week we also have to play the intimate game it’s not about being ranked number
game it’s not about being ranked number
game it’s not about being ranked number one it’s not about having more followers
one it’s not about having more followers
one it’s not about having more followers on Twitter than your friends it’s not
on Twitter than your friends it’s not
on Twitter than your friends it’s not about outdoing anyone it’s about how to
about outdoing anyone it’s about how to
about outdoing anyone it’s about how to outdo yourself it’s not about selling
outdo yourself it’s not about selling
outdo yourself it’s not about selling more books or getting more
more books or getting more
more books or getting more ten views than somebody else it’s about
ten views than somebody else it’s about
ten views than somebody else it’s about how to make sure that the work that
how to make sure that the work that
how to make sure that the work that you’re producing is better than you work
you’re producing is better than you work
you’re producing is better than you work you produced before you are your
you produced before you are your
you produced before you are your competition and that is what ensures you
competition and that is what ensures you
competition and that is what ensures you stay in the game the longest and that is
stay in the game the longest and that is
stay in the game the longest and that is what ensures you find joy because the
what ensures you find joy because the
what ensures you find joy because the joy comes not from comparison but from
joy comes not from comparison but from
joy comes not from comparison but from advancement when are you at your best
advancement when are you at your best
advancement when are you at your best I’m at my best when I’m around people
I’m at my best when I’m around people
I’m at my best when I’m around people who believe what I believe I know it
who believe what I believe I know it
who believe what I believe I know it seems silly but I try very very hard to
seems silly but I try very very hard to
seems silly but I try very very hard to sort of stack the deck and to put myself
sort of stack the deck and to put myself
sort of stack the deck and to put myself in a position of strength so for example
in a position of strength so for example
in a position of strength so for example you know somebody asked me just
you know somebody asked me just
you know somebody asked me just yesterday have you ever had sort of a
yesterday have you ever had sort of a
yesterday have you ever had sort of a bad you know engagement unless thinking
bad you know engagement unless thinking
bad you know engagement unless thinking myself I’m like not really but it’s not
myself I’m like not really but it’s not
myself I’m like not really but it’s not because I’m some sort of sort of genius
because I’m some sort of sort of genius
because I’m some sort of sort of genius understanding anything like that it’s
understanding anything like that it’s
understanding anything like that it’s because I stack the deck it’s because I
because I stack the deck it’s because I
because I stack the deck it’s because I want to be there I want to be around
want to be there I want to be around
want to be there I want to be around people who want me there in other words
people who want me there in other words
people who want me there in other words if I’m somebody’s tenth choice and like
if I’m somebody’s tenth choice and like
if I’m somebody’s tenth choice and like you know I’ll probably turn it down
you know I’ll probably turn it down
you know I’ll probably turn it down whereas if I’m the first choice they
whereas if I’m the first choice they
whereas if I’m the first choice they really want me there and so I’m more
really want me there and so I’m more
really want me there and so I’m more likely to have a good engagement they’re
likely to have a good engagement they’re
likely to have a good engagement they’re supportive of me I’m supportive of them
supportive of me I’m supportive of them
supportive of me I’m supportive of them and so yeah Matz was like when I stack
and so yeah Matz was like when I stack
and so yeah Matz was like when I stack the deck when I choose to be in an
the deck when I choose to be in an
the deck when I choose to be in an environment where where my strengths are
environment where where my strengths are
environment where where my strengths are are there Nelson Mandela is a
are there Nelson Mandela is a
are there Nelson Mandela is a particularly special case study in the
particularly special case study in the
particularly special case study in the leadership world because he is
leadership world because he is
leadership world because he is universally regarded as a great leader
universally regarded as a great leader
universally regarded as a great leader you can take other personalities and
you can take other personalities and
you can take other personalities and depending on the nation you go to we
depending on the nation you go to we
depending on the nation you go to we have different opinions about other
have different opinions about other
have different opinions about other personalities but Nelson Mandela across
personalities but Nelson Mandela across
personalities but Nelson Mandela across the world is universally regarded as a
the world is universally regarded as a
the world is universally regarded as a great leader he was actually the son of
great leader he was actually the son of
great leader he was actually the son of a tribal chief and he was asked one day
a tribal chief and he was asked one day
a tribal chief and he was asked one day how did you learn to be a great leader
how did you learn to be a great leader
how did you learn to be a great leader and he responded that he would go with
and he responded that he would go with
and he responded that he would go with his father to tribal meetings and he
his father to tribal meetings and he
his father to tribal meetings and he remembers two things when his father
remembers two things when his father
remembers two things when his father would meet with other elders one they
would meet with other elders one they
would meet with other elders one they would always sit in a circle and to his
would always sit in a circle and to his
would always sit in a circle and to his father was always the last to speak you
father was always the last to speak you
father was always the last to speak you will be told your whole life that you
will be told your whole life that you
will be told your whole life that you need to learn to listen I would say that
need to learn to listen I would say that
need to learn to listen I would say that you need to learn to be the last to
you need to learn to be the last to
you need to learn to be the last to speak I see it in boardrooms every day
speak I see it in boardrooms every day
speak I see it in boardrooms every day of the week even people who consider
of the week even people who consider
of the week even people who consider themselves good leaders who may actually
themselves good leaders who may actually
themselves good leaders who may actually be decent leaders will walk into a room
be decent leaders will walk into a room
be decent leaders will walk into a room and say here’s the problem here’s what I
and say here’s the problem here’s what I
and say here’s the problem here’s what I think but I’m interested in your opinion
think but I’m interested in your opinion
think but I’m interested in your opinion let’s go around the room it’s too late
let’s go around the room it’s too late
let’s go around the room it’s too late the skill to hold your opinions to
the skill to hold your opinions to
the skill to hold your opinions to yourself until everyone has spoken does
yourself until everyone has spoken does
yourself until everyone has spoken does two things
two things
two things one it gives everybody else the feeling
one it gives everybody else the feeling
one it gives everybody else the feeling that they have been heard it give me it
that they have been heard it give me it
that they have been heard it give me it gives everyone else the ability to feel
gives everyone else the ability to feel
gives everyone else the ability to feel that they have contributed and two you
that they have contributed and two you
that they have contributed and two you get the benefit of hearing what
get the benefit of hearing what
get the benefit of hearing what everybody else has to think before you
everybody else has to think before you
everybody else has to think before you render your opinion the skill is really
render your opinion the skill is really
render your opinion the skill is really to keep your opinions to yourself if you
to keep your opinions to yourself if you
to keep your opinions to yourself if you agree with somebody don’t nod yes if you
agree with somebody don’t nod yes if you
agree with somebody don’t nod yes if you disagree with somebody don’t not know
disagree with somebody don’t not know
disagree with somebody don’t not know simply sit there take it all in and the
simply sit there take it all in and the
simply sit there take it all in and the only thing you’re allowed to do is ask
only thing you’re allowed to do is ask
only thing you’re allowed to do is ask questions so that you can understand
questions so that you can understand
questions so that you can understand what they mean and why they have the
what they mean and why they have the
what they mean and why they have the opinion that they have you must
opinion that they have you must
opinion that they have you must understand from where they are speaking
understand from where they are speaking
understand from where they are speaking why they have the opinion they have not
why they have the opinion they have not
why they have the opinion they have not just what they are saying and at the end
just what they are saying and at the end
just what they are saying and at the end you will get your turn
you will get your turn
you will get your turn it sounds easy it’s not practice being
it sounds easy it’s not practice being
it sounds easy it’s not practice being the last to speak
the last to speak
the last to speak that’s what Nelson Mandela did every
that’s what Nelson Mandela did every
that’s what Nelson Mandela did every decision we make in our lives as
decision we make in our lives as
decision we make in our lives as individuals or as organizations is a
individuals or as organizations is a
individuals or as organizations is a piece of communication it’s our way of
piece of communication it’s our way of
piece of communication it’s our way of saying something about who we are and
saying something about who we are and
saying something about who we are and what we believe this is why authenticity
what we believe this is why authenticity
what we believe this is why authenticity matters this is why you have to say and
matters this is why you have to say and
matters this is why you have to say and do the things you actually believe
do the things you actually believe
do the things you actually believe because the things you say and do are
because the things you say and do are
because the things you say and do are symbols of who you are and we look for
symbols of who you are and we look for
symbols of who you are and we look for those symbols so we can find people who
those symbols so we can find people who
those symbols so we can find people who believe what we believe our very
believe what we believe our very
believe what we believe our very survival depends on it so if you’re
survival depends on it so if you’re
survival depends on it so if you’re putting out false symbols you will
putting out false symbols you will
putting out false symbols you will attract people to their symbols but you
attract people to their symbols but you
attract people to their symbols but you won’t be able to form trust with them
won’t be able to form trust with them
won’t be able to form trust with them this is what Tiger Woods did to us he
this is what Tiger Woods did to us he
this is what Tiger Woods did to us he lied he lied he told us what he thought
lied he lied he told us what he thought
lied he lied he told us what he thought we wanted to hear and it was great and
we wanted to hear and it was great and
we wanted to hear and it was great and we were drawn to it and all that’s what
we were drawn to it and all that’s what
we were drawn to it and all that’s what kind of like that idea of that sort of
kind of like that idea of that sort of
kind of like that idea of that sort of the good guy were drawn to it until we
the good guy were drawn to it until we
the good guy were drawn to it until we found out it was a lie he could have
found out it was a lie he could have
found out it was a lie he could have been the bad boy of golf he could have
been the bad boy of golf he could have
been the bad boy of golf he could have had all the same endorsement and had a
had all the same endorsement and had a
had all the same endorsement and had a fantastic career and still been hailed
fantastic career and still been hailed
fantastic career and still been hailed as one of the great athletes of our day
as one of the great athletes of our day
as one of the great athletes of our day but he didn’t he chose to lie good luck
but he didn’t he chose to lie good luck
but he didn’t he chose to lie good luck forming trust again tiger we don’t
forming trust again tiger we don’t
forming trust again tiger we don’t believe you
believe you
believe you we don’t trust you the goal of putting
we don’t trust you the goal of putting
we don’t trust you the goal of putting something out there if you say what you
something out there if you say what you
something out there if you say what you believe and you do what you believe you
believe and you do what you believe you
believe and you do what you believe you will attract people who believe what you
will attract people who believe what you
will attract people who believe what you believe if you go to one of your friends
believe if you go to one of your friends
believe if you go to one of your friends and you say to one of your friends how
and you say to one of your friends how
and you say to one of your friends how would you like me to dress so that
would you like me to dress so that
would you like me to dress so that you’ll like me better how would you want
you’ll like me better how would you want
you’ll like me better how would you want me to address you how do you want to
me to address you how do you want to
me to address you how do you want to speak so that you like me more right
speak so that you like me more right
speak so that you like me more right your friends are gonna look at me like
your friends are gonna look at me like
your friends are gonna look at me like what are you talking about yeah come on
what are you talking about yeah come on
what are you talking about yeah come on come on come on what should I wear so
come on come on what should I wear so
come on come on what should I wear so that you’ll find me more appealing and
that you’ll find me more appealing and
that you’ll find me more appealing and how would you like me to speak to you
how would you like me to speak to you
how would you like me to speak to you something you’ll like me more and your
something you’ll like me more and your
something you’ll like me more and your friends are gonna tell you just be
friends are gonna tell you just be
friends are gonna tell you just be yourself that’s why I like you I don’t
yourself that’s why I like you I don’t
yourself that’s why I like you I don’t just be yourself now think about what we
just be yourself now think about what we
just be yourself now think about what we do in industry what we do we do market
do in industry what we do we do market
do in industry what we do we do market research and we don’t we ask the
research and we don’t we ask the
research and we don’t we ask the customers what kind of things the way
customers what kind of things the way
customers what kind of things the way what style should we speak to you how
what style should we speak to you how
what style should we speak to you how should we decorate our cells what kind
should we decorate our cells what kind
should we decorate our cells what kind of things are you drawn to so that we
of things are you drawn to so that we
of things are you drawn to so that we can do those things do you like us more
can do those things do you like us more
can do those things do you like us more it’s just as ridiculous it’s just as
it’s just as ridiculous it’s just as
it’s just as ridiculous it’s just as ridiculous organizations should say and
ridiculous organizations should say and
ridiculous organizations should say and do the things they actually believe and
do the things they actually believe and
do the things they actually believe and they will attract people who believe
they will attract people who believe
they will attract people who believe what they believe or they can choose to
what they believe or they can choose to
what they believe or they can choose to lie and at the slightest hint that they
lie and at the slightest hint that they
lie and at the slightest hint that they might be lying cynicism sets in and
might be lying cynicism sets in and
might be lying cynicism sets in and people start saying I’m not sure I can
people start saying I’m not sure I can
people start saying I’m not sure I can trust these guys because there’s not a
trust these guys because there’s not a
trust these guys because there’s not a lot of consistency in all the things
lot of consistency in all the things
lot of consistency in all the things which means they can’t have a very
which means they can’t have a very
which means they can’t have a very strong belief set or they’re lying to me
strong belief set or they’re lying to me
strong belief set or they’re lying to me and we call them inauthentic the entire
and we call them inauthentic the entire
and we call them inauthentic the entire process of asking other people who we
process of asking other people who we
process of asking other people who we should be is inauthentic that’s
should be is inauthentic that’s
should be is inauthentic that’s hilarious to me all these positioning
hilarious to me all these positioning
hilarious to me all these positioning studies we do are inherent we’re going
studies we do are inherent we’re going
studies we do are inherent we’re going to do a study to find out from people so
to do a study to find out from people so
to do a study to find out from people so we can be more authentic that’s
we can be more authentic that’s
we can be more authentic that’s hilarious
hilarious
hilarious say and do what you actually believe in
say and do what you actually believe in
say and do what you actually believe in the symbols you put out there the things
the symbols you put out there the things
the symbols you put out there the things you say and the things you do those red
you say and the things you do those red
you say and the things you do those red hats are ways that people can find you
hats are ways that people can find you
hats are ways that people can find you what you’ll have the ability to do as
what you’ll have the ability to do as
what you’ll have the ability to do as designers is create those symbols and
designers is create those symbols and
designers is create those symbols and allow people to use those things to say
allow people to use those things to say
allow people to use those things to say something about who they are work for
something about who they are work for
something about who they are work for companies work for clients work for
companies work for clients work for
companies work for clients work for people who you believe what they believe
people who you believe what they believe
people who you believe what they believe show up and feel a part of something
show up and feel a part of something
show up and feel a part of something bigger than yourself and your part is to
bigger than yourself and your part is to
bigger than yourself and your part is to put what they believe into pictures and
put what they believe into pictures and
put what they believe into pictures and words and symbols and graphics so that
words and symbols and graphics so that
words and symbols and graphics so that other people can use those things to say
other people can use those things to say
other people can use those things to say something about who they are people
something about who they are people
something about who they are people could Harley Davidson logos on their
could Harley Davidson logos on their
could Harley Davidson logos on their body to say something about who they are
body to say something about who they are
body to say something about who they are corporate logo ain’t no Procter &
corporate logo ain’t no Procter &
corporate logo ain’t no Procter & Gamble’s tattooed on anybody’s on
Gamble’s tattooed on anybody’s on
Gamble’s tattooed on anybody’s on because Harley means something they
because Harley means something they
because Harley means something they stand for something people put that
stand for something people put that
stand for something people put that tattoo and they’re not to tell you that
tattoo and they’re not to tell you that
tattoo and they’re not to tell you that they own a motorcycle they put that
they own a motorcycle they put that
they own a motorcycle they put that tattoo there to tell you something about
tattoo there to tell you something about
tattoo there to tell you something about themselves do you ever see anybody with
themselves do you ever see anybody with
themselves do you ever see anybody with a Mac laptop with sticker over that
a Mac laptop with sticker over that
a Mac laptop with sticker over that beautiful shining Apple ain’t never
beautiful shining Apple ain’t never
beautiful shining Apple ain’t never gonna happen then how will you know who
gonna happen then how will you know who
gonna happen then how will you know who I am you ever see anybody with a PC
I am you ever see anybody with a PC
I am you ever see anybody with a PC break out the Windex to clean out their
break out the Windex to clean out their
break out the Windex to clean out their computer Mac people have you ever seen a
computer Mac people have you ever seen a
computer Mac people have you ever seen a dirty Mac doesn’t exist does not exist
dirty Mac doesn’t exist does not exist
dirty Mac doesn’t exist does not exist why because it’s Who I am
why because it’s Who I am
why because it’s Who I am these are symbols we use the companies
these are symbols we use the companies
these are symbols we use the companies that are crystal clear and what they
that are crystal clear and what they
that are crystal clear and what they believe and their discipline and how
believe and their discipline and how
believe and their discipline and how they do it they’re consistent what they
they do it they’re consistent what they
they do it they’re consistent what they do and everything they say and
do and everything they say and
do and everything they say and everything they do serves as a symbol of
everything they do serves as a symbol of
everything they do serves as a symbol of the set of values at least we use those
the set of values at least we use those
the set of values at least we use those symbols to say something about who we
symbols to say something about who we
symbols to say something about who we are we surround ourselves with the
are we surround ourselves with the
are we surround ourselves with the people and the products and the brands
people and the products and the brands
people and the products and the brands that say something about who we are and
that say something about who we are and
that say something about who we are and when we can find the people who believe
when we can find the people who believe
when we can find the people who believe what we believe
what we believe
what we believe we’re weirdly drawn to them because our
we’re weirdly drawn to them because our
we’re weirdly drawn to them because our very survival depends on it we need it
very survival depends on it we need it
very survival depends on it we need it and so the more you can give of yourself
and so the more you can give of yourself
and so the more you can give of yourself the more you can give of what you
the more you can give of what you
the more you can give of what you believe the more you can discipline with
believe the more you can discipline with
believe the more you can discipline with discipline saying boo and do the things
discipline saying boo and do the things
discipline saying boo and do the things you actually believe strange things
you actually believe strange things
you actually believe strange things start to happen what are your thoughts
start to happen what are your thoughts
start to happen what are your thoughts and what’s your approach on finding and
and what’s your approach on finding and
and what’s your approach on finding and building upon passions passion is not an
building upon passions passion is not an
building upon passions passion is not an actionable word it’s correct you know
actionable word it’s correct you know
actionable word it’s correct you know that those who do the things the
that those who do the things the
that those who do the things the passionate about do better but it’s not
passionate about do better but it’s not
passionate about do better but it’s not helpful advice and so the question is
helpful advice and so the question is
helpful advice and so the question is where does passion come from passion is
where does passion come from passion is
where does passion come from passion is a result passion is an energy
a result passion is an energy
a result passion is an energy passion is the feeling you have when
passion is the feeling you have when
passion is the feeling you have when you’re engaged in something that you
you’re engaged in something that you
you’re engaged in something that you love passion is the feeling you have
love passion is the feeling you have
love passion is the feeling you have that
that
that you would probably do this for free you
you would probably do this for free you
you would probably do this for free you know and you can’t believe somebody pays
know and you can’t believe somebody pays
know and you can’t believe somebody pays you to do it you know and I think we
you to do it you know and I think we
you to do it you know and I think we mistake that passion is something we do
mistake that passion is something we do
mistake that passion is something we do in our private lives but it shouldn’t be
in our private lives but it shouldn’t be
in our private lives but it shouldn’t be done you know in our careers for example
done you know in our careers for example
done you know in our careers for example and I’m a firm believer that you are who
and I’m a firm believer that you are who
and I’m a firm believer that you are who you are and anybody who says I’m
you are and anybody who says I’m
you are and anybody who says I’m different home and I and the work in one
different home and I and the work in one
different home and I and the work in one of those two places you’re lying and the
of those two places you’re lying and the
of those two places you’re lying and the goal is to make everything you do in
goal is to make everything you do in
goal is to make everything you do in home and it work something that you have
home and it work something that you have
home and it work something that you have excitement to do so how do you find the
excitement to do so how do you find the
excitement to do so how do you find the things that you’re excited to do well
things that you’re excited to do well
things that you’re excited to do well it’s actually easier than you think what
it’s actually easier than you think what
it’s actually easier than you think what are the things that you love to do what
are the things that you love to do what
are the things that you love to do what are the things that you would do for
are the things that you would do for
are the things that you would do for free you know how can you recreate that
free you know how can you recreate that
free you know how can you recreate that feeling and and be papered so what are
feeling and and be papered so what are
feeling and and be papered so what are the things that I do in the weekend
the things that I do in the weekend
the things that I do in the weekend right I love I’m very involved in the
right I love I’m very involved in the
right I love I’m very involved in the art world I love to go to museums and
art world I love to go to museums and
art world I love to go to museums and galleries but I love to go see dance and
galleries but I love to go see dance and
galleries but I love to go see dance and performances because I want to see how
performances because I want to see how
performances because I want to see how others are interpreting the world so
others are interpreting the world so
others are interpreting the world so that inspires me new ideas new thoughts
that inspires me new ideas new thoughts
that inspires me new ideas new thoughts new ways of looking at the world are
new ways of looking at the world are
new ways of looking at the world are things that interest me privately and I
things that interest me privately and I
things that interest me privately and I seek it out and pay money for it right
seek it out and pay money for it right
seek it out and pay money for it right so does that mean I have to have a
so does that mean I have to have a
so does that mean I have to have a career in the arts
career in the arts
career in the arts no it means I have to have a career
no it means I have to have a career
no it means I have to have a career where new ideas are explored where
where new ideas are explored where
where new ideas are explored where people are experimenting and trying
people are experimenting and trying
people are experimenting and trying things out and I have to explore new
things out and I have to explore new
things out and I have to explore new ideas and try things out and I’m just as
ideas and try things out and I’m just as
ideas and try things out and I’m just as excited to go to work every day as I am
excited to go to work every day as I am
excited to go to work every day as I am just you know go do something on a
just you know go do something on a
just you know go do something on a Saturday night and so the idea of
Saturday night and so the idea of
Saturday night and so the idea of finding your passion is ironically
finding your passion is ironically
finding your passion is ironically simple because you should be doing stuff
simple because you should be doing stuff
simple because you should be doing stuff that you enjoy sometimes what is the
that you enjoy sometimes what is the
that you enjoy sometimes what is the stuff that you enjoy and then what stuff
stuff that you enjoy and then what stuff
stuff that you enjoy and then what stuff you love who the people you love in what
you love who the people you love in what
you love who the people you love in what are this what they all have in common
are this what they all have in common
are this what they all have in common how do you explain when things don’t go
how do you explain when things don’t go
how do you explain when things don’t go as we assumed or better how do you
as we assumed or better how do you
as we assumed or better how do you explain when others are able to achieve
explain when others are able to achieve
explain when others are able to achieve things that seems to defy all of the
things that seems to defy all of the
things that seems to defy all of the assumptions for example why is Apple so
assumptions for example why is Apple so
assumptions for example why is Apple so innovative year after year after year
innovative year after year after year
innovative year after year after year after year they’re more innovative than
after year they’re more innovative than
after year they’re more innovative than all their competition and yet they’re
all their competition and yet they’re
all their competition and yet they’re just a computer company they’re just
just a computer company they’re just
just a computer company they’re just like everyone else they had the same
like everyone else they had the same
like everyone else they had the same access to the same talent the same
access to the same talent the same
access to the same talent the same agencies the same consultants the same
agencies the same consultants the same
agencies the same consultants the same media then why is it that they seem to
media then why is it that they seem to
media then why is it that they seem to have something different why is it that
have something different why is it that
have something different why is it that Martin Luther King led the civil rights
Martin Luther King led the civil rights
Martin Luther King led the civil rights movement he wasn’t the only man who
movement he wasn’t the only man who
movement he wasn’t the only man who suffered in a pre-civil Rights America
suffered in a pre-civil Rights America
suffered in a pre-civil Rights America and he certainly wasn’t the only great
and he certainly wasn’t the only great
and he certainly wasn’t the only great orator of the day why him and why is it
orator of the day why him and why is it
orator of the day why him and why is it that the Wright brothers were able to
that the Wright brothers were able to
that the Wright brothers were able to figure out control powered man flight
figure out control powered man flight
figure out control powered man flight when there were certainly other teams
when there were certainly other teams
when there were certainly other teams were better qualified that are funded
were better qualified that are funded
were better qualified that are funded and they didn’t achieve powered man
and they didn’t achieve powered man
and they didn’t achieve powered man flight and the Wright brothers beat them
flight and the Wright brothers beat them
flight and the Wright brothers beat them to it there’s something else at play
to it there’s something else at play
to it there’s something else at play here about three and a half years ago I
here about three and a half years ago I
here about three and a half years ago I made a discovery and this discovery
made a discovery and this discovery
made a discovery and this discovery profoundly changed my view on how I
profoundly changed my view on how I
profoundly changed my view on how I thought the world worked and it even
thought the world worked and it even
thought the world worked and it even profoundly changed the way in which I
profoundly changed the way in which I
profoundly changed the way in which I operate in it
operate in it
operate in it as it turns out there’s a pattern as it
as it turns out there’s a pattern as it
as it turns out there’s a pattern as it turns out all the great and inspiring
turns out all the great and inspiring
turns out all the great and inspiring leaders and organizations in the world
leaders and organizations in the world
leaders and organizations in the world whether it’s Apple or Martin Luther King
whether it’s Apple or Martin Luther King
whether it’s Apple or Martin Luther King or the Wright brothers they all think
or the Wright brothers they all think
or the Wright brothers they all think act and communicate the exact same way
act and communicate the exact same way
act and communicate the exact same way and it’s the complete opposite to
and it’s the complete opposite to
and it’s the complete opposite to everyone else all I did was codify it
everyone else all I did was codify it
everyone else all I did was codify it and it’s probably the world’s simplest
and it’s probably the world’s simplest
and it’s probably the world’s simplest idea I call it the Golden Circle
why how what this little idea explains
why how what this little idea explains why some organizations and some leaders
why some organizations and some leaders
why some organizations and some leaders are able to inspire where others aren’t
are able to inspire where others aren’t
are able to inspire where others aren’t let me define the terms really quickly
let me define the terms really quickly
let me define the terms really quickly every single person every single
every single person every single
every single person every single organization on the planet knows what
organization on the planet knows what
organization on the planet knows what they do 100 percent some know how they
they do 100 percent some know how they
they do 100 percent some know how they do it would you call it your
do it would you call it your
do it would you call it your differentiating value proposition or
differentiating value proposition or
differentiating value proposition or your proprietary process or your USP but
your proprietary process or your USP but
your proprietary process or your USP but very very few people who are
very very few people who are
very very few people who are organizations know why they do what they
organizations know why they do what they
organizations know why they do what they do and by why I don’t mean to make a
do and by why I don’t mean to make a
do and by why I don’t mean to make a profit that’s a result it’s always a
profit that’s a result it’s always a
profit that’s a result it’s always a result why why I mean what’s your
result why why I mean what’s your
result why why I mean what’s your purpose what’s your cause what’s your
purpose what’s your cause what’s your
purpose what’s your cause what’s your belief why does your organization exist
belief why does your organization exist
belief why does your organization exist why’d you get out of bed in the morning
why’d you get out of bed in the morning
why’d you get out of bed in the morning and why should anyone care well as a
and why should anyone care well as a
and why should anyone care well as a result the way we think the way we act
result the way we think the way we act
result the way we think the way we act the way we communicate is from the
the way we communicate is from the
the way we communicate is from the outside in it’s obvious we go from the
outside in it’s obvious we go from the
outside in it’s obvious we go from the clearest thing to the fuzziest thing but
clearest thing to the fuzziest thing but
clearest thing to the fuzziest thing but the inspired leaders in the inspire or
the inspired leaders in the inspire or
the inspired leaders in the inspire or inspired organizations regardless of
inspired organizations regardless of
inspired organizations regardless of their size regardless of their industry
their size regardless of their industry
their size regardless of their industry all think act to communicate from the
all think act to communicate from the
all think act to communicate from the inside out let me give you an example I
inside out let me give you an example I
inside out let me give you an example I use Apple because they’re easy to
use Apple because they’re easy to
use Apple because they’re easy to understand and everybody gets it if
understand and everybody gets it if
understand and everybody gets it if Apple were like everyone else a
Apple were like everyone else a
Apple were like everyone else a marketing message from them might sound
marketing message from them might sound
marketing message from them might sound like this we make great computers
like this we make great computers
like this we make great computers they’re beautifully designed simple to
they’re beautifully designed simple to
they’re beautifully designed simple to use and user friendly want to buy one
use and user friendly want to buy one
use and user friendly want to buy one and that’s how most of us communicate
and that’s how most of us communicate
and that’s how most of us communicate that’s how most marketing is done it’s
that’s how most marketing is done it’s
that’s how most marketing is done it’s almost sales done and that’s how most of
almost sales done and that’s how most of
almost sales done and that’s how most of us communicate interpersonally we say
us communicate interpersonally we say
us communicate interpersonally we say what we do we say how we’re different or
what we do we say how we’re different or
what we do we say how we’re different or how we better and we expect some sort of
how we better and we expect some sort of
how we better and we expect some sort of behavior I purchase a vote something
behavior I purchase a vote something
behavior I purchase a vote something like that here’s our new law firm we
like that here’s our new law firm we
like that here’s our new law firm we have the best lawyers were the biggest
have the best lawyers were the biggest
have the best lawyers were the biggest clients we have you know we always
clients we have you know we always
clients we have you know we always perform for our clients do business with
perform for our clients do business with
perform for our clients do business with us here’s our new car it gets great gas
us here’s our new car it gets great gas
us here’s our new car it gets great gas mileage it has you know leather seats by
mileage it has you know leather seats by
mileage it has you know leather seats by our car but it’s uninspiring here’s how
our car but it’s uninspiring here’s how
our car but it’s uninspiring here’s how Apple actually communicates everything
Apple actually communicates everything
Apple actually communicates everything we do we believe in challenging the
we do we believe in challenging the
we do we believe in challenging the status quo we believe in thinking
status quo we believe in thinking
status quo we believe in thinking differently the way we challenge the
differently the way we challenge the
differently the way we challenge the status quo is by making our products
status quo is by making our products
status quo is by making our products beautifully designed simple to use and
beautifully designed simple to use and
beautifully designed simple to use and user friendly we just happen to make
user friendly we just happen to make
user friendly we just happen to make great computers want to buy one totally
great computers want to buy one totally
great computers want to buy one totally different right you ready to buy a
different right you ready to buy a
different right you ready to buy a computer from me all I did was reverse
computer from me all I did was reverse
computer from me all I did was reverse the order of the information what it
the order of the information what it
the order of the information what it proves to us is that people don’t buy
proves to us is that people don’t buy
proves to us is that people don’t buy what you do people buy why you do it
what you do people buy why you do it
what you do people buy why you do it people don’t buy what you do they buy
people don’t buy what you do they buy
people don’t buy what you do they buy why you do it this explains why every
why you do it this explains why every
why you do it this explains why every single person in this room is perfectly
single person in this room is perfectly
single person in this room is perfectly comfortable buying a computer from Apple
comfortable buying a computer from Apple
comfortable buying a computer from Apple but we’re also perfectly comfortable
but we’re also perfectly comfortable
but we’re also perfectly comfortable buying an mp3 player from Apple or a
buying an mp3 player from Apple or a
buying an mp3 player from Apple or a phone from Apple or a DVR from Apple but
phone from Apple or a DVR from Apple but
phone from Apple or a DVR from Apple but as I said before Apple is just a
as I said before Apple is just a
as I said before Apple is just a computer company there’s nothing that
computer company there’s nothing that
computer company there’s nothing that distinguishes them structurally for many
distinguishes them structurally for many
distinguishes them structurally for many of their competitors their competitors
of their competitors their competitors
of their competitors their competitors are all equally qualified to make all of
are all equally qualified to make all of
are all equally qualified to make all of these products in fact I tried a few
these products in fact I tried a few
these products in fact I tried a few Gateway came out with flat-screen TVs
Gateway came out with flat-screen TVs
Gateway came out with flat-screen TVs they’re eminently qualified to make
they’re eminently qualified to make
they’re eminently qualified to make flat-screen tvs they’ve been making some
flat-screen tvs they’ve been making some
flat-screen tvs they’ve been making some flat-screen monitors for years nobody
flat-screen monitors for years nobody
flat-screen monitors for years nobody bought one Dell came out with mp3
bought one Dell came out with mp3
bought one Dell came out with mp3 players and PDAs and they make great
players and PDAs and they make great
players and PDAs and they make great quality products and they can make
quality products and they can make
quality products and they can make perfectly well design products and
perfectly well design products and
perfectly well design products and nobody bought one in fact talking about
nobody bought one in fact talking about
nobody bought one in fact talking about it now we can’t even imagine buying an
it now we can’t even imagine buying an
it now we can’t even imagine buying an mp3 player from Dell why would you buy
mp3 player from Dell why would you buy
mp3 player from Dell why would you buy an mp3 player from a computer company
an mp3 player from a computer company
an mp3 player from a computer company but we do it every day people don’t buy
but we do it every day people don’t buy
but we do it every day people don’t buy what you do they buy why you do it the
what you do they buy why you do it the
what you do they buy why you do it the goal is not to do business with anybody
goal is not to do business with anybody
goal is not to do business with anybody with everybody who needs what you have
with everybody who needs what you have
with everybody who needs what you have the goal is to do business with people
the goal is to do business with people
the goal is to do business with people who believe what you believe
who believe what you believe
who believe what you believe here’s the best part none of what I’m
here’s the best part none of what I’m
here’s the best part none of what I’m telling you is my opinion it’s all
telling you is my opinion it’s all
telling you is my opinion it’s all grounded in the tenets of biology not
grounded in the tenets of biology not
grounded in the tenets of biology not psychology biology if you look at a
psychology biology if you look at a
psychology biology if you look at a cross-section of the human brain looking
cross-section of the human brain looking
cross-section of the human brain looking from the top down what you see is the
from the top down what you see is the
from the top down what you see is the human brain is actually broken into
human brain is actually broken into
human brain is actually broken into three major components that correlate
three major components that correlate
three major components that correlate perfectly with the golden circle our
perfectly with the golden circle our
perfectly with the golden circle our newest brain our Homo Sapien brain our
newest brain our Homo Sapien brain our
newest brain our Homo Sapien brain our neocortex corresponds with the what
neocortex corresponds with the what
neocortex corresponds with the what level the neocortex is responsible for
level the neocortex is responsible for
level the neocortex is responsible for all of our rational and analytical
all of our rational and analytical
all of our rational and analytical thought and language the middle two
thought and language the middle two
thought and language the middle two sections to make up our limbic brains
sections to make up our limbic brains
sections to make up our limbic brains and our limbic brains responsible for
and our limbic brains responsible for
and our limbic brains responsible for all of our feelings like trust and
all of our feelings like trust and
all of our feelings like trust and loyalty it’s also responsible for all
loyalty it’s also responsible for all
loyalty it’s also responsible for all human behavior all decision-making and
human behavior all decision-making and
human behavior all decision-making and it has no capacity for language in other
it has no capacity for language in other
it has no capacity for language in other words when we communicate from the
words when we communicate from the
words when we communicate from the outside in yes people can understand
outside in yes people can understand
outside in yes people can understand vast amounts of complicated information
vast amounts of complicated information
vast amounts of complicated information like features and benefits and facts and
like features and benefits and facts and
like features and benefits and facts and figures
figures
figures it just doesn’t drive behavior when we
it just doesn’t drive behavior when we
it just doesn’t drive behavior when we communicate from the inside out we’re
communicate from the inside out we’re
communicate from the inside out we’re talking directly to the part of the
talking directly to the part of the
talking directly to the part of the brain that controls behavior and then we
brain that controls behavior and then we
brain that controls behavior and then we allow people to rationalize it with the
allow people to rationalize it with the
allow people to rationalize it with the tangible things we say and do this is
tangible things we say and do this is
tangible things we say and do this is where gut decisions come from you know
where gut decisions come from you know
where gut decisions come from you know sometimes you can give somebody all the
sometimes you can give somebody all the
sometimes you can give somebody all the facts and figures in his I know what all
facts and figures in his I know what all
facts and figures in his I know what all the facts and details say but it just
the facts and details say but it just
the facts and details say but it just doesn’t feel right why would we use that
doesn’t feel right why would we use that
doesn’t feel right why would we use that verb it doesn’t feel right because the
verb it doesn’t feel right because the
verb it doesn’t feel right because the part of the brain that controls
part of the brain that controls
part of the brain that controls decision-making doesn’t control language
decision-making doesn’t control language
decision-making doesn’t control language and the best we can muster up is I don’t
and the best we can muster up is I don’t
and the best we can muster up is I don’t know it just doesn’t feel right where
know it just doesn’t feel right where
know it just doesn’t feel right where sometimes you say you’re leading with
sometimes you say you’re leading with
sometimes you say you’re leading with your heart or you’re leading with your
your heart or you’re leading with your
your heart or you’re leading with your soul well I hate to break it to you
soul well I hate to break it to you
soul well I hate to break it to you those aren’t other body parts
those aren’t other body parts
those aren’t other body parts controlling your behavior it’s all
controlling your behavior it’s all
controlling your behavior it’s all happening here in your limbic brain the
happening here in your limbic brain the
happening here in your limbic brain the part of the brain that controls
part of the brain that controls
part of the brain that controls decision-making and not language but if
decision-making and not language but if
decision-making and not language but if you don’t know why you do what you do
you don’t know why you do what you do
you don’t know why you do what you do and people respond to why you do what
and people respond to why you do what
and people respond to why you do what you do then how will anybody help you
you do then how will anybody help you
you do then how will anybody help you ever get people to vote for you or buy
ever get people to vote for you or buy
ever get people to vote for you or buy something from you or more importantly
something from you or more importantly
something from you or more importantly be loyal and want to be a part of what
be loyal and want to be a part of what
be loyal and want to be a part of what it is what you bet you do
it is what you bet you do
it is what you bet you do again the goal is not just as to sell
again the goal is not just as to sell
again the goal is not just as to sell people who need what you have the goal
people who need what you have the goal
people who need what you have the goal is to sell to people who believe what
is to sell to people who believe what
is to sell to people who believe what you believe the goal is not just to hire
you believe the goal is not just to hire
you believe the goal is not just to hire people who need a job it’s to hire
people who need a job it’s to hire
people who need a job it’s to hire people who believe what you believe I
people who believe what you believe I
people who believe what you believe I always say that you know
always say that you know
always say that you know this if you if you if you and hire
this if you if you if you and hire
this if you if you if you and hire people just because they can do a job
people just because they can do a job
people just because they can do a job they’ll work for your money but he hire
they’ll work for your money but he hire
they’ll work for your money but he hire people who believe what you believe they
people who believe what you believe they
people who believe what you believe they working with blood and sweat and tears
working with blood and sweat and tears
working with blood and sweat and tears and no era nowhere else is there a
and no era nowhere else is there a
and no era nowhere else is there a better example of this thing with the
better example of this thing with the
better example of this thing with the Wright brothers most people don’t know
Wright brothers most people don’t know
Wright brothers most people don’t know about Samuel Pierpont Langley and back
about Samuel Pierpont Langley and back
about Samuel Pierpont Langley and back in the early 20th century the pursuit of
in the early 20th century the pursuit of
in the early 20th century the pursuit of powered man flight was like the calm of
powered man flight was like the calm of
powered man flight was like the calm of the day everybody was trying it and
the day everybody was trying it and
the day everybody was trying it and Samuel Pierpont Langley had what we
Samuel Pierpont Langley had what we
Samuel Pierpont Langley had what we assume to be the recipe for success I
assume to be the recipe for success I
assume to be the recipe for success I mean even now you ask people why did
mean even now you ask people why did
mean even now you ask people why did your product or why did your company
your product or why did your company
your product or why did your company fail and people ways give you the Premio
fail and people ways give you the Premio
fail and people ways give you the Premio same permutation of the same three
same permutation of the same three
same permutation of the same three things undercapitalized
things undercapitalized
things undercapitalized the wrong people bad market conditions
the wrong people bad market conditions
the wrong people bad market conditions it’s always the same three things so
it’s always the same three things so
it’s always the same three things so let’s explore that Samuel Pierpont
let’s explore that Samuel Pierpont
let’s explore that Samuel Pierpont Langley was given fifty thousand dollars
Langley was given fifty thousand dollars
Langley was given fifty thousand dollars by the War Department to figure out this
by the War Department to figure out this
by the War Department to figure out this flying machine money was no problem he
flying machine money was no problem he
flying machine money was no problem he held a seat at Harvard and worked at the
held a seat at Harvard and worked at the
held a seat at Harvard and worked at the Smithsonian and was extremely
Smithsonian and was extremely
Smithsonian and was extremely well-connected he knew all the big minds
well-connected he knew all the big minds
well-connected he knew all the big minds of the day he hired the best minds money
of the day he hired the best minds money
of the day he hired the best minds money could find and the market conditions
could find and the market conditions
could find and the market conditions were fantastic the New York Times
were fantastic the New York Times
were fantastic the New York Times followed him around everywhere and
followed him around everywhere and
followed him around everywhere and everyone was rooting for Langley and how
everyone was rooting for Langley and how
everyone was rooting for Langley and how can we’ve never heard of Samuel Pierpont
can we’ve never heard of Samuel Pierpont
can we’ve never heard of Samuel Pierpont Langley a few hundred miles away in
Langley a few hundred miles away in
Langley a few hundred miles away in Dayton Ohio Orville and Wilbur Wright
Dayton Ohio Orville and Wilbur Wright
Dayton Ohio Orville and Wilbur Wright they had none of what we consider to be
they had none of what we consider to be
they had none of what we consider to be the recipe for success they had no money
the recipe for success they had no money
the recipe for success they had no money they paid for their dream with the
they paid for their dream with the
they paid for their dream with the proceeds from their bicycle shop not a
proceeds from their bicycle shop not a
proceeds from their bicycle shop not a single person on the Wright brothers
single person on the Wright brothers
single person on the Wright brothers team had a college education
team had a college education
team had a college education not even Orville or Wilbur and the New
not even Orville or Wilbur and the New
not even Orville or Wilbur and the New York Times followed them around nowhere
York Times followed them around nowhere
York Times followed them around nowhere the difference was Orville and Wilbur
the difference was Orville and Wilbur
the difference was Orville and Wilbur were driven by a caused by a purpose by
were driven by a caused by a purpose by
were driven by a caused by a purpose by a belief they believed that if they
a belief they believed that if they
a belief they believed that if they could figure out this flying machine
could figure out this flying machine
could figure out this flying machine it’ll change the course of the world
it’ll change the course of the world
it’ll change the course of the world Samuel Pierpont Langley was different he
Samuel Pierpont Langley was different he
Samuel Pierpont Langley was different he wanted to be rich and he want to be
wanted to be rich and he want to be
wanted to be rich and he want to be famous he was in pursuit of the result
famous he was in pursuit of the result
famous he was in pursuit of the result he was in pursuit of the riches and lo
he was in pursuit of the riches and lo
he was in pursuit of the riches and lo and behold look what happened the people
and behold look what happened the people
and behold look what happened the people who believed in the Wright brothers
who believed in the Wright brothers
who believed in the Wright brothers dream worked with them with blood and
dream worked with them with blood and
dream worked with them with blood and sweat and tears the others just worked
sweat and tears the others just worked
sweat and tears the others just worked for the paycheck and they tell stories
for the paycheck and they tell stories
for the paycheck and they tell stories of how every time the Wright brothers
of how every time the Wright brothers
of how every time the Wright brothers went out they would have to take five
went out they would have to take five
went out they would have to take five sets of parts because that’s how many
sets of parts because that’s how many
sets of parts because that’s how many times they would crash before they came
times they would crash before they came
times they would crash before they came in for supper and eventually on December
in for supper and eventually on December
in for supper and eventually on December 17th 1903 the Wright brothers took
17th 1903 the Wright brothers took
17th 1903 the Wright brothers took flight and no one was there to even
flight and no one was there to even
flight and no one was there to even experience it we found out about it a
experience it we found out about it a
experience it we found out about it a few days later and further proof that
few days later and further proof that
few days later and further proof that Langley was motivated by the wrong thing
Langley was motivated by the wrong thing
Langley was motivated by the wrong thing the day the Wright brothers took flight
the day the Wright brothers took flight
the day the Wright brothers took flight he quit he could have said that’s an
he quit he could have said that’s an
he quit he could have said that’s an amazing discovery guys and I will
amazing discovery guys and I will
amazing discovery guys and I will improve upon your technology but he
improve upon your technology but he
improve upon your technology but he didn’t he wasn’t first he didn’t get
didn’t he wasn’t first he didn’t get
didn’t he wasn’t first he didn’t get rich he didn’t get famous so he quit
rich he didn’t get famous so he quit
rich he didn’t get famous so he quit people don’t buy what you do they buy
people don’t buy what you do they buy
people don’t buy what you do they buy why you do it and if you talk about what
why you do it and if you talk about what
why you do it and if you talk about what you believe you will attract those who
you believe you will attract those who
you believe you will attract those who what you believe well why is it
what you believe well why is it
what you believe well why is it important to attract those who believe
important to attract those who believe
important to attract those who believe what you believe something called the
what you believe something called the
what you believe something called the law of diffusion of innovation and if
law of diffusion of innovation and if
law of diffusion of innovation and if you don’t know the law you definitely
you don’t know the law you definitely
you don’t know the law you definitely know the terminology the first two and a
know the terminology the first two and a
know the terminology the first two and a half percent of our population are our
half percent of our population are our
half percent of our population are our innovators the next thirteen and a half
innovators the next thirteen and a half
innovators the next thirteen and a half percent of our population are our early
percent of our population are our early
percent of our population are our early adopters the next 34% are your early
adopters the next 34% are your early
adopters the next 34% are your early majority your late majority and your
majority your late majority and your
majority your late majority and your laggards the only reason these people by
laggards the only reason these people by
laggards the only reason these people by touch-tone phones is cuz you can’t buy
touch-tone phones is cuz you can’t buy
touch-tone phones is cuz you can’t buy rotary phones anymore we all sit at
rotary phones anymore we all sit at
rotary phones anymore we all sit at various places at various times on the
various places at various times on the
various places at various times on the scale but the law of diffusion of
scale but the law of diffusion of
scale but the law of diffusion of innovation tells us is that if you want
innovation tells us is that if you want
innovation tells us is that if you want mass-market success or mass-market
mass-market success or mass-market
mass-market success or mass-market acceptance of an idea you cannot have it
acceptance of an idea you cannot have it
acceptance of an idea you cannot have it until you achieve this tipping point
until you achieve this tipping point
until you achieve this tipping point between 15 and 18 percent market
between 15 and 18 percent market
between 15 and 18 percent market penetration and then the system tips and
penetration and then the system tips and
penetration and then the system tips and I love asking businesses what’s your
I love asking businesses what’s your
I love asking businesses what’s your conversion on new business and I’d love
conversion on new business and I’d love
conversion on new business and I’d love to tell you oh it’s about 10% proudly
to tell you oh it’s about 10% proudly
to tell you oh it’s about 10% proudly well you can trip over 10% of the
well you can trip over 10% of the
well you can trip over 10% of the customers we all have about 10% who just
customers we all have about 10% who just
customers we all have about 10% who just get it that’s why we describe them all
get it that’s why we describe them all
get it that’s why we describe them all right that’s like that gut feeling oh
right that’s like that gut feeling oh
right that’s like that gut feeling oh they just get it the problem is how do
they just get it the problem is how do
they just get it the problem is how do you find the ones that just get it
you find the ones that just get it
you find the ones that just get it before you’re doing business with them
before you’re doing business with them
before you’re doing business with them versus the ones who don’t get it
versus the ones who don’t get it
versus the ones who don’t get it so it’s this here this little gap that
so it’s this here this little gap that
so it’s this here this little gap that you have to close as Jeffrey Moore calls
you have to close as Jeffrey Moore calls
you have to close as Jeffrey Moore calls of crossing the chasm because you see
of crossing the chasm because you see
of crossing the chasm because you see the early majority will not try
the early majority will not try
the early majority will not try something until someone else has tried
something until someone else has tried
something until someone else has tried it first and these guys the innovators
it first and these guys the innovators
it first and these guys the innovators in the early adopters they’re
in the early adopters they’re
in the early adopters they’re comfortable making those gut decisions
comfortable making those gut decisions
comfortable making those gut decisions they’re more comfortable making those
they’re more comfortable making those
they’re more comfortable making those intuitive decisions that are driven by
intuitive decisions that are driven by
intuitive decisions that are driven by what they believe about the world and
what they believe about the world and
what they believe about the world and not just what product is available these
not just what product is available these
not just what product is available these are the people who stood on line for six
are the people who stood on line for six
are the people who stood on line for six hours to buy an iPhone when they first
hours to buy an iPhone when they first
hours to buy an iPhone when they first came out when you could have just walked
came out when you could have just walked
came out when you could have just walked into the store the next week and bought
into the store the next week and bought
into the store the next week and bought one off the shelf these are the people
one off the shelf these are the people
one off the shelf these are the people who spend $40,000 on flat-screen TVs
who spend $40,000 on flat-screen TVs
who spend $40,000 on flat-screen TVs when they first came out even though the
when they first came out even though the
when they first came out even though the technology was substandard
technology was substandard
technology was substandard and by the way they didn’t do it because
and by the way they didn’t do it because
and by the way they didn’t do it because the technology was so great they did it
the technology was so great they did it
the technology was so great they did it for themselves it’s because they wanted
for themselves it’s because they wanted
for themselves it’s because they wanted to be first people don’t buy what you do
to be first people don’t buy what you do
to be first people don’t buy what you do they buy why you do it and what you do
they buy why you do it and what you do
they buy why you do it and what you do simply proves what you believe in fact
simply proves what you believe in fact
simply proves what you believe in fact people will do the things that prove
people will do the things that prove
people will do the things that prove what they believe the reason that person
what they believe the reason that person
what they believe the reason that person bought the iPhone on the first in the
bought the iPhone on the first in the
bought the iPhone on the first in the first six hours stood in sync in line
first six hours stood in sync in line
first six hours stood in sync in line for six hours was because what they
for six hours was because what they
for six hours was because what they believe about the world and how they
believe about the world and how they
believe about the world and how they wanted everybody to see them they were
wanted everybody to see them they were
wanted everybody to see them they were first people don’t buy what you do they
first people don’t buy what you do they
first people don’t buy what you do they buy why you do it so let me give you a
buy why you do it so let me give you a
buy why you do it so let me give you a famous example a famous failure and
famous example a famous failure and
famous example a famous failure and famous success of the law of diffusion
famous success of the law of diffusion
famous success of the law of diffusion of innovation first the famous failure
of innovation first the famous failure
of innovation first the famous failure it’s a commercial example as we said
it’s a commercial example as we said
it’s a commercial example as we said before a second ago the recipe for
before a second ago the recipe for
before a second ago the recipe for success is money in the right people in
success is money in the right people in
success is money in the right people in the right market conditions right you
the right market conditions right you
the right market conditions right you should have success then look at TiVo
should have success then look at TiVo
should have success then look at TiVo from the time TiVo came out about eight
from the time TiVo came out about eight
from the time TiVo came out about eight or nine years ago to this current day
or nine years ago to this current day
or nine years ago to this current day they are the single highest quality
they are the single highest quality
they are the single highest quality product on the market
product on the market
product on the market hands down there is no dispute they were
hands down there is no dispute they were
hands down there is no dispute they were extremely well-funded market conditions
extremely well-funded market conditions
extremely well-funded market conditions were fantastic I mean we use TiVo as a
were fantastic I mean we use TiVo as a
were fantastic I mean we use TiVo as a verb like TiVo stuff on my piece of junk
verb like TiVo stuff on my piece of junk
verb like TiVo stuff on my piece of junk Time Warner DVR all the time Patito is a
Time Warner DVR all the time Patito is a
Time Warner DVR all the time Patito is a commercial failure they’ve never made
commercial failure they’ve never made
commercial failure they’ve never made money and when they went IPO their stock
money and when they went IPO their stock
money and when they went IPO their stock was at about 30 or 40 dollars then
was at about 30 or 40 dollars then
was at about 30 or 40 dollars then plummeted and it’s never traded above
plummeted and it’s never traded above
plummeted and it’s never traded above ten in fact I don’t think that’s even
ten in fact I don’t think that’s even
ten in fact I don’t think that’s even trade about six except for a couple of
trade about six except for a couple of
trade about six except for a couple of little spikes because you see Matt Ito
little spikes because you see Matt Ito
little spikes because you see Matt Ito launched their product they told us all
launched their product they told us all
launched their product they told us all what they had they said we have a
what they had they said we have a
what they had they said we have a product that pauses live TV skips
product that pauses live TV skips
product that pauses live TV skips commercials rewinds live TV and
commercials rewinds live TV and
commercials rewinds live TV and memorizes your viewing habits without
memorizes your viewing habits without
memorizes your viewing habits without you even asking and the cynical majority
you even asking and the cynical majority
you even asking and the cynical majority said we don’t believe you we don’t need
said we don’t believe you we don’t need
said we don’t believe you we don’t need it we don’t like it you’re scaring us
it we don’t like it you’re scaring us
it we don’t like it you’re scaring us what if they had said if you’re the kind
what if they had said if you’re the kind
what if they had said if you’re the kind of person who likes to have total
of person who likes to have total
of person who likes to have total control over every aspect of your life
control over every aspect of your life
control over every aspect of your life boy do we have a product for you it
boy do we have a product for you it
boy do we have a product for you it pauses live TV skips commercials
pauses live TV skips commercials
pauses live TV skips commercials memorizes your viewing habits etc etc
memorizes your viewing habits etc etc
memorizes your viewing habits etc etc people don’t buy what you do they buy
people don’t buy what you do they buy
people don’t buy what you do they buy why you do it and what you do simply
why you do it and what you do simply
why you do it and what you do simply serves as the proof of what you believe
serves as the proof of what you believe
serves as the proof of what you believe now let me give you a successful example
now let me give you a successful example
now let me give you a successful example of the law of diffusion of innovation in
of the law of diffusion of innovation in
of the law of diffusion of innovation in the summer of 1963 250,000 people showed
the summer of 1963 250,000 people showed
the summer of 1963 250,000 people showed up on the mall in Washington to hear dr.
up on the mall in Washington to hear dr.
up on the mall in Washington to hear dr. King speak they sent out no invitations
King speak they sent out no invitations
King speak they sent out no invitations and there was no website to check the
and there was no website to check the
and there was no website to check the date how do you do that well dr. King
date how do you do that well dr. King
date how do you do that well dr. King wasn’t the only man in America who was
wasn’t the only man in America who was
wasn’t the only man in America who was the who’s a great orator he wasn’t the
the who’s a great orator he wasn’t the
the who’s a great orator he wasn’t the only man America who suffered in a
only man America who suffered in a
only man America who suffered in a pre-civil Rights America in fact some of
pre-civil Rights America in fact some of
pre-civil Rights America in fact some of his ideas were bad but he had a gift he
his ideas were bad but he had a gift he
his ideas were bad but he had a gift he didn’t go around telling people what
didn’t go around telling people what
didn’t go around telling people what needed to change in America you know he
needed to change in America you know he
needed to change in America you know he went around and told people what he
went around and told people what he
went around and told people what he believed I believe I believe I believe
believed I believe I believe I believe
believed I believe I believe I believe he told people and people who believed
he told people and people who believed
he told people and people who believed what he believed took his cause and they
what he believed took his cause and they
what he believed took his cause and they made it their own and they told people
made it their own and they told people
made it their own and they told people and some of those people created
and some of those people created
and some of those people created structures to get the word out even more
structures to get the word out even more
structures to get the word out even more people and lo and behold 250,000 people
people and lo and behold 250,000 people
people and lo and behold 250,000 people showed up on the right day on the right
showed up on the right day on the right
showed up on the right day on the right time to hear him speak how many of them
time to hear him speak how many of them
time to hear him speak how many of them showed up for him zero they showed up
showed up for him zero they showed up
showed up for him zero they showed up for themselves it’s what they believed
for themselves it’s what they believed
for themselves it’s what they believed about America that got them to travel on
about America that got them to travel on
about America that got them to travel on a bus for eight hours to stand in the
a bus for eight hours to stand in the
a bus for eight hours to stand in the Sun in Washington for in the middle of
Sun in Washington for in the middle of
Sun in Washington for in the middle of August it’s what they believed and it
August it’s what they believed and it
August it’s what they believed and it wasn’t about black versus white 25% of
wasn’t about black versus white 25% of
wasn’t about black versus white 25% of the audience was white dr. King believed
the audience was white dr. King believed
the audience was white dr. King believed that there were two types of laws in
that there were two types of laws in
that there were two types of laws in this world those that are made by a
this world those that are made by a
this world those that are made by a higher authority Authority and those
higher authority Authority and those
higher authority Authority and those that are made by man and not until all
that are made by man and not until all
that are made by man and not until all the laws that are made by man are
the laws that are made by man are
the laws that are made by man are consistent with the laws that are made
consistent with the laws that are made
consistent with the laws that are made by the higher authority will
by the higher authority will
by the higher authority will we live in a just world it just so
we live in a just world it just so
we live in a just world it just so happens at the civil rights movement was
happens at the civil rights movement was
happens at the civil rights movement was the perfect thing to help him bring his
the perfect thing to help him bring his
the perfect thing to help him bring his cause to life
cause to life
cause to life we followed not him not for him but for
we followed not him not for him but for
we followed not him not for him but for ourselves and by the way he gave the I
ourselves and by the way he gave the I
ourselves and by the way he gave the I have a dream speech not the I have a
have a dream speech not the I have a
have a dream speech not the I have a planned speech listen to politicians now
planned speech listen to politicians now
planned speech listen to politicians now with the comprehensive 12-point plans
with the comprehensive 12-point plans
with the comprehensive 12-point plans are not inspiring anybody because there
are not inspiring anybody because there
are not inspiring anybody because there were leaders and there are those who
were leaders and there are those who
were leaders and there are those who lead leaders hold a position of power or
lead leaders hold a position of power or
lead leaders hold a position of power or authority but those who lead inspire us
authority but those who lead inspire us
authority but those who lead inspire us with other individuals or organizations
with other individuals or organizations
with other individuals or organizations we follow those who lead because we have
we follow those who lead because we have
we follow those who lead because we have to but because we want to we follow
to but because we want to we follow
to but because we want to we follow those who lead not for them but for
those who lead not for them but for
those who lead not for them but for ourselves and it’s those who start with
ourselves and it’s those who start with
ourselves and it’s those who start with Y that have the ability to inspire those
Y that have the ability to inspire those
Y that have the ability to inspire those around them or find others who inspire
around them or find others who inspire
around them or find others who inspire them thank you very much thank you guys
them thank you very much thank you guys
them thank you very much thank you guys so much for watching I made this video
so much for watching I made this video
so much for watching I made this video because Lex venta Herrick asked me to so
because Lex venta Herrick asked me to so
because Lex venta Herrick asked me to so if there’s a famous entrepreneur that
if there’s a famous entrepreneur that
if there’s a famous entrepreneur that you would like me to profile next please
you would like me to profile next please
you would like me to profile next please leave it down the comments below and
leave it down the comments below and
leave it down the comments below and I’ll see what I can do I just love to
I’ll see what I can do I just love to
I’ll see what I can do I just love to know which clip resonated the most with
know which clip resonated the most with
know which clip resonated the most with you today what did Simon say that had
you today what did Simon say that had
you today what did Simon say that had the biggest impact what change you’re
the biggest impact what change you’re
the biggest impact what change you’re gonna make to your life for business
gonna make to your life for business
gonna make to your life for business after watching this video please leave
after watching this video please leave
after watching this video please leave it down the comments below I’m not gonna
it down the comments below I’m not gonna
it down the comments below I’m not gonna join in the discussion thank you so much
join in the discussion thank you so much
join in the discussion thank you so much for watching I believe in you I hope you
for watching I believe in you I hope you
for watching I believe in you I hope you continue to believe in yourself and
continue to believe in yourself and
continue to believe in yourself and whatever your one word is much love I’ll
whatever your one word is much love I’ll
whatever your one word is much love I’ll see you soon
decision-making is a process right the
decision-making is a process right the question is what filters are you using
question is what filters are you using
question is what filters are you using to make decisions are you making
to make decisions are you making
to make decisions are you making decisions based on the financial rewards
decisions based on the financial rewards
decisions based on the financial rewards are you making decisions based on how
are you making decisions based on how
are you making decisions based on how easy the work will be I mean I remember
easy the work will be I mean I remember
easy the work will be I mean I remember in college you know they would give you
in college you know they would give you
in college you know they would give you this book where they all the students
this book where they all the students
this book where they all the students would rate the classes and they would
would rate the classes and they would
would rate the classes and they would rate things like how easy the class was
rate things like how easy the class was
rate things like how easy the class was and how you know how much they liked the
and how you know how much they liked the
and how you know how much they liked the professor and you know the first year I
professor and you know the first year I
professor and you know the first year I picked all my classes based on it
picked all my classes based on it
picked all my classes based on it workload and I think everything a low
workload and I think everything a low
workload and I think everything a low workload you know and pretty bored
workload you know and pretty bored
workload you know and pretty bored didn’t work very hard which is fine but
didn’t work very hard which is fine but
didn’t work very hard which is fine but nothing was dynamic and nothing really
nothing was dynamic and nothing really
nothing was dynamic and nothing really excited me and I thank goodness learned
excited me and I thank goodness learned
excited me and I thank goodness learned that and so this second year I picked
that and so this second year I picked
that and so this second year I picked all my classes by professor rating
all my classes by professor rating
all my classes by professor rating regardless of the workload so every
regardless of the workload so every
regardless of the workload so every class I had I had these dynamic amazing
class I had I had these dynamic amazing
class I had I had these dynamic amazing incredible human beings passing on their
incredible human beings passing on their
incredible human beings passing on their knowledge and you were excited to work
knowledge and you were excited to work
knowledge and you were excited to work hard for them you know and so again what
hard for them you know and so again what
hard for them you know and so again what the question is what if the filters were
the question is what if the filters were
the question is what if the filters were using and so if you’re only chasing the
using and so if you’re only chasing the
using and so if you’re only chasing the mighty dollar then you will have jobs
mighty dollar then you will have jobs
mighty dollar then you will have jobs that’ll pay you a little more than the
that’ll pay you a little more than the
that’ll pay you a little more than the last but you enjoying yourself and I
last but you enjoying yourself and I
last but you enjoying yourself and I talked to a guy recently he was in he’s
talked to a guy recently he was in he’s
talked to a guy recently he was in he’s in bad shape
in bad shape
in bad shape like he really hates his life and he’s
like he really hates his life and he’s
like he really hates his life and he’s really depressed he doesn’t what to do
really depressed he doesn’t what to do
really depressed he doesn’t what to do and so we’re going through all his old
and so we’re going through all his old
and so we’re going through all his old jobs you know and I said to me a job
jobs you know and I said to me a job
jobs you know and I said to me a job that you’ve loved and he had it every
that you’ve loved and he had it every
that you’ve loved and he had it every single job he’s chosen out of college he
single job he’s chosen out of college he
single job he’s chosen out of college he picked because of the money and it’s
picked because of the money and it’s
picked because of the money and it’s something offered him or somewhere else
something offered him or somewhere else
something offered him or somewhere else he took it you know regardless and and
he took it you know regardless and and
he took it you know regardless and and and the amazing thing is he plateaued
and the amazing thing is he plateaued
and the amazing thing is he plateaued because if you’re only chasing the
because if you’re only chasing the
because if you’re only chasing the result if you’re only chasing the thing
result if you’re only chasing the thing
result if you’re only chasing the thing that makes it easy right then eventually
that makes it easy right then eventually
that makes it easy right then eventually you will get bored or they’ll get bored
you will get bored or they’ll get bored
you will get bored or they’ll get bored of you right and you plateau in other
of you right and you plateau in other
of you right and you plateau in other words chasing the almighty dollar if
words chasing the almighty dollar if
words chasing the almighty dollar if that’s your only thing it eventually
that’s your only thing it eventually
that’s your only thing it eventually flattens out whereas if you’re chasing
flattens out whereas if you’re chasing
flattens out whereas if you’re chasing the thing that excites you the human
the thing that excites you the human
the thing that excites you the human beings to be around the work that
beings to be around the work that
beings to be around the work that excites you the stuff that you know you
excites you the stuff that you know you
excites you the stuff that you know you know you you can get passionate about
know you you can get passionate about
know you you can get passionate about you know the the irony is is you’ll
you know the the irony is is you’ll
you know the the irony is is you’ll actually make way way more right because
actually make way way more right because
actually make way way more right because you’re excited and I appreciate your
you’re excited and I appreciate your
you’re excited and I appreciate your excitement they reward you excitement
excitement they reward you excitement
excitement they reward you excitement you’re better at your work because you
you’re better at your work because you
you’re better at your work because you want to work harder and all of that
want to work harder and all of that
want to work harder and all of that stuff you don’t have to strain to work
stuff you don’t have to strain to work
stuff you don’t have to strain to work harder so decision making is simply a
harder so decision making is simply a
harder so decision making is simply a matter of filters you know and so I’ve
matter of filters you know and so I’ve
matter of filters you know and so I’ve made decisions in my life that I would
made decisions in my life that I would
made decisions in my life that I would rather be happy than right I’d rather do
rather be happy than right I’d rather do
rather be happy than right I’d rather do good then then get rich and and so the
good then then get rich and and so the
good then then get rich and and so the decisions I make put me in positions
decisions I make put me in positions
decisions I make put me in positions where when I leave any engagement when I
where when I leave any engagement when I
where when I leave any engagement when I leave any meeting I feel that I’ve
leave any meeting I feel that I’ve
leave any meeting I feel that I’ve contributed right
contributed right
contributed right rare are the times anymore where you
rare are the times anymore where you
rare are the times anymore where you walk by going just think of the money
walk by going just think of the money
walk by going just think of the money just like money think of the money you
just like money think of the money you
just like money think of the money you know I because I doesn’t feel nice and
know I because I doesn’t feel nice and
know I because I doesn’t feel nice and and the experience I have
and the experience I have
and the experience I have I don’t enjoy traveling time and I don’t
I don’t enjoy traveling time and I don’t
I don’t enjoy traveling time and I don’t try to travel home we have an amazing
try to travel home we have an amazing
try to travel home we have an amazing experience I am looking forward to
experience I am looking forward to
experience I am looking forward to getting there I’m excited when I leave
getting there I’m excited when I leave
getting there I’m excited when I leave you know so it’s just decision make
you know so it’s just decision make
you know so it’s just decision make decision making is just a matter of what
decision making is just a matter of what
decision making is just a matter of what filters you use and if you’re if you’re
filters you use and if you’re if you’re
filters you use and if you’re if you’re good about keeping those filters up and
good about keeping those filters up and
good about keeping those filters up and clear then
clear then
clear then then make a decision I don’t judge
then make a decision I don’t judge
then make a decision I don’t judge anybody by how if they choose to use
anybody by how if they choose to use
anybody by how if they choose to use different filters these are just the
different filters these are just the
different filters these are just the filters I choose to live my life you
filters I choose to live my life you
filters I choose to live my life you know not right or wrong just those are
know not right or wrong just those are
know not right or wrong just those are my decisions
my decisions
my decisions you know that’s my filter how can you
you know that’s my filter how can you
you know that’s my filter how can you help the human race how can you help the
help the human race how can you help the
help the human race how can you help the human race human species progress
human race human species progress
human race human species progress I’m not joking either this is something
I’m not joking either this is something
I’m not joking either this is something I think we all have to be aware of at
I think we all have to be aware of at
I think we all have to be aware of at the end of the day the human animals are
the end of the day the human animals are
the end of the day the human animals are social animal and our very survival
social animal and our very survival
social animal and our very survival depends on our ability to form
depends on our ability to form
depends on our ability to form communities to form cultures
communities to form cultures
communities to form cultures what’s a community what’s a culture it’s
what’s a community what’s a culture it’s
what’s a community what’s a culture it’s a group of people with a common set of
a group of people with a common set of
a group of people with a common set of values and beliefs right what’s a
values and beliefs right what’s a
values and beliefs right what’s a country it’s a group of people with a
country it’s a group of people with a
country it’s a group of people with a common set of values and beliefs
common set of values and beliefs
common set of values and beliefs what’s a company it should be a group of
what’s a company it should be a group of
what’s a company it should be a group of people with a common set of values and
people with a common set of values and
people with a common set of values and beliefs when we’re surrounded by people
beliefs when we’re surrounded by people
beliefs when we’re surrounded by people who believe what we believe something
who believe what we believe something
who believe what we believe something remarkable happens Trust emerges and
remarkable happens Trust emerges and
remarkable happens Trust emerges and make no mistake of it tresses of feeling
make no mistake of it tresses of feeling
make no mistake of it tresses of feeling a distinctly human feeling you know we
a distinctly human feeling you know we
a distinctly human feeling you know we all have friends we’re total screw-ups
all have friends we’re total screw-ups
all have friends we’re total screw-ups NIT we still trust them right Trust is
NIT we still trust them right Trust is
NIT we still trust them right Trust is not a check with simply doing everything
not a check with simply doing everything
not a check with simply doing everything you say you’re going to do doesn’t it
you say you’re going to do doesn’t it
you say you’re going to do doesn’t it does not mean people will inherently
does not mean people will inherently
does not mean people will inherently trust you it just means you’re reliable
trust you it just means you’re reliable
trust you it just means you’re reliable we need trust right we need trust when
we need trust right we need trust when
we need trust right we need trust when we’re surrounded by people who believe
we’re surrounded by people who believe
we’re surrounded by people who believe what we believe and trust starts to
what we believe and trust starts to
what we believe and trust starts to emerge and we trust them and they trust
emerge and we trust them and they trust
emerge and we trust them and they trust us we’re more willing to take risks
us we’re more willing to take risks
us we’re more willing to take risks we’re more willing to experiment which
we’re more willing to experiment which
we’re more willing to experiment which requires failure we’re more willing to
requires failure we’re more willing to
requires failure we’re more willing to explore and go somewhere that no one has
explore and go somewhere that no one has
explore and go somewhere that no one has ever gone before with the confidence
ever gone before with the confidence
ever gone before with the confidence that if we fail if we trip over if we
that if we fail if we trip over if we
that if we fail if we trip over if we turn our backs that those within our
turn our backs that those within our
turn our backs that those within our community those who we trust and who
community those who we trust and who
community those who we trust and who trust us will look after us while we’re
trust us will look after us while we’re
trust us will look after us while we’re gone we’ll pick us up when we fall over
gone we’ll pick us up when we fall over
gone we’ll pick us up when we fall over we’ll help us when we’re hurt our very
we’ll help us when we’re hurt our very
we’ll help us when we’re hurt our very survival depends on it
survival depends on it
survival depends on it we’re not good at everything we’re not
we’re not good at everything we’re not
we’re not good at everything we’re not good by ourselves you know my said you
good by ourselves you know my said you
good by ourselves you know my said you have to go fight a saber-toothed tiger
have to go fight a saber-toothed tiger
have to go fight a saber-toothed tiger by yourself odds are Tiger one you zero
by yourself odds are Tiger one you zero
by yourself odds are Tiger one you zero it’s not gonna go very well but if you
it’s not gonna go very well but if you
it’s not gonna go very well but if you go out as a group we’re pretty damn
go out as a group we’re pretty damn
go out as a group we’re pretty damn amazing and the reason is is because we
amazing and the reason is is because we
amazing and the reason is is because we all have our strengths and we all have
all have our strengths and we all have
all have our strengths and we all have our certain weaknesses and the goal is
our certain weaknesses and the goal is
our certain weaknesses and the goal is not to fix your weaknesses the goal is
not to fix your weaknesses the goal is
not to fix your weaknesses the goal is to amplify your strengths and surround
to amplify your strengths and surround
to amplify your strengths and surround yourself with the people who can do what
yourself with the people who can do what
yourself with the people who can do what you can’t do but it’s not just based on
you can’t do but it’s not just based on
you can’t do but it’s not just based on skills and an application and experience
skills and an application and experience
skills and an application and experience it’s based on what you believe it’s
it’s based on what you believe it’s
it’s based on what you believe it’s based on what you believe you see simply
based on what you believe you see simply
based on what you believe you see simply being good at something and having
being good at something and having
being good at something and having somebody else being good what you’re no
somebody else being good what you’re no
somebody else being good what you’re no good at doesn’t mean you will trust each
good at doesn’t mean you will trust each
good at doesn’t mean you will trust each other trust the sense of trust comes
other trust the sense of trust comes
other trust the sense of trust comes from the sense of common values and
from the sense of common values and
from the sense of common values and common beliefs improve it how many of
common beliefs improve it how many of
common beliefs improve it how many of you from New York okay
you from New York okay
you from New York okay bunch of you are you friends with
bunch of you are you friends with
bunch of you are you friends with everybody in New York why not why not
everybody in New York why not why not
everybody in New York why not why not but when you go to Los Angeles and you
but when you go to Los Angeles and you
but when you go to Los Angeles and you meet someone from New York you like hey
meet someone from New York you like hey
meet someone from New York you like hey I’m from New York and your best friends
I’m from New York and your best friends
I’m from New York and your best friends right and when you go to France you know
right and when you go to France you know
right and when you go to France you know you’re on the Paris Metro minding your
you’re on the Paris Metro minding your
you’re on the Paris Metro minding your own business
own business
own business you hear an American acts behind you you
you hear an American acts behind you you
you hear an American acts behind you you turn around and say hey where you from
turn around and say hey where you from
turn around and say hey where you from they say Los Angeles you’re like hey I’m
they say Los Angeles you’re like hey I’m
they say Los Angeles you’re like hey I’m from New York and you’re best friends
from New York and you’re best friends
from New York and you’re best friends because when you’re surrounded by people
because when you’re surrounded by people
because when you’re surrounded by people who don’t believe what you believe when
who don’t believe what you believe when
who don’t believe what you believe when you’re in a strange environment where
you’re in a strange environment where
you’re in a strange environment where you don’t feel comfortable you look for
you don’t feel comfortable you look for
you don’t feel comfortable you look for anyone who may share some of the same
anyone who may share some of the same
anyone who may share some of the same values and pleats that you have and you
values and pleats that you have and you
values and pleats that you have and you start to form a very real and very
start to form a very real and very
start to form a very real and very intense bond with them simply because
intense bond with them simply because
intense bond with them simply because you know that they have a basic
you know that they have a basic
you know that they have a basic understanding of how you grew up with
understanding of how you grew up with
understanding of how you grew up with the things that you care about or the
the things that you care about or the
the things that you care about or the life that you live back home well the
life that you live back home well the
life that you live back home well the same is true when we go to work do we
same is true when we go to work do we
same is true when we go to work do we want to go to work with people who
want to go to work with people who
want to go to work with people who understand us who believe what we
understand us who believe what we
understand us who believe what we believe we have a similar view of the
believe we have a similar view of the
believe we have a similar view of the world has nothing to do with their
world has nothing to do with their
world has nothing to do with their opinions and the differences that we
opinions and the differences that we
opinions and the differences that we share that’s good that’s called
share that’s good that’s called
share that’s good that’s called diversity that’s called advantages to
diversity that’s called advantages to
diversity that’s called advantages to problem-solving which is we can all look
problem-solving which is we can all look
problem-solving which is we can all look at the same thing from a different angle
at the same thing from a different angle
at the same thing from a different angle and come up with solutions what I’m
and come up with solutions what I’m
and come up with solutions what I’m talking about is why should you help
talking about is why should you help
talking about is why should you help each other in the first place what are
each other in the first place what are
each other in the first place what are you in pursuit of now the question is is
you in pursuit of now the question is is
you in pursuit of now the question is is what creates that sense of values and
what creates that sense of values and
what creates that sense of values and believes what creates that sense of
believes what creates that sense of
believes what creates that sense of trust right are very human instinct we
trust right are very human instinct we
trust right are very human instinct we know how to find people who believe what
know how to find people who believe what
know how to find people who believe what we believe our survival depends on it
we believe our survival depends on it
we believe our survival depends on it we’re biologically gifted with this idea
we’re biologically gifted with this idea
we’re biologically gifted with this idea and I ask you to go out in the street
and I ask you to go out in the street
and I ask you to go out in the street and find all the people who believe what
and find all the people who believe what
and find all the people who believe what you believe you know exactly what to do
you believe you know exactly what to do
you believe you know exactly what to do you’re gonna strike up conversations
you’re gonna strike up conversations
you’re gonna strike up conversations you’re gonna start talking to people and
you’re gonna start talking to people and
you’re gonna start talking to people and you’ll either you’ll have a good feeling
you’ll either you’ll have a good feeling
you’ll either you’ll have a good feeling about them or you won’t either you’ll
about them or you won’t either you’ll
about them or you won’t either you’ll have chemistry whatever that means or
have chemistry whatever that means or
have chemistry whatever that means or you don’t sometimes it’s quick sometimes
you don’t sometimes it’s quick sometimes
you don’t sometimes it’s quick sometimes it’s slow but we know how to do it it’s
it’s slow but we know how to do it it’s
it’s slow but we know how to do it it’s called making friends it’s called dating
called making friends it’s called dating
called making friends it’s called dating it’s called networking we have the
it’s called networking we have the
it’s called networking we have the innate ability to do it true story
innate ability to do it true story
innate ability to do it true story there was a former Undersecretary of
there was a former Undersecretary of
there was a former Undersecretary of Defense who was invited to give a speech
Defense who was invited to give a speech
Defense who was invited to give a speech at a large conference about a thousand
at a large conference about a thousand
at a large conference about a thousand people and he was standing on the stage
people and he was standing on the stage
people and he was standing on the stage with his cup of coffee and a Styrofoam
with his cup of coffee and a Styrofoam
with his cup of coffee and a Styrofoam cup giving his prepare to march with his
cup giving his prepare to march with his
cup giving his prepare to march with his PowerPoint behind him he took a sip of
PowerPoint behind him he took a sip of
PowerPoint behind him he took a sip of his coffee and he smiled and he looked
his coffee and he smiled and he looked
his coffee and he smiled and he looked down at the Cuffy and then he went
down at the Cuffy and then he went
down at the Cuffy and then he went off-script and he said you know last
off-script and he said you know last
off-script and he said you know last year I spoke at this exact same
year I spoke at this exact same
year I spoke at this exact same conference last year I was still the
conference last year I was still the
conference last year I was still the undersecretary and when I spoke here
undersecretary and when I spoke here
undersecretary and when I spoke here last year they flew me here business
last year they flew me here business
last year they flew me here business class and when I arrived at the airport
class and when I arrived at the airport
class and when I arrived at the airport there was somebody waiting for me to
there was somebody waiting for me to
there was somebody waiting for me to take me to my hotel and they took me to
take me to my hotel and they took me to
take me to my hotel and they took me to my hotel and they’ve already checked me
my hotel and they’ve already checked me
my hotel and they’ve already checked me in and they just took me up to my room
in and they just took me up to my room
in and they just took me up to my room and the next morning I came downstairs
and the next morning I came downstairs
and the next morning I came downstairs and there was someone waiting in the
and there was someone waiting in the
and there was someone waiting in the lobby to greet me and they drove me to
lobby to greet me and they drove me to
lobby to greet me and they drove me to this here same venue they took me
this here same venue they took me
this here same venue they took me through the back entrance and took me
through the back entrance and took me
through the back entrance and took me into the green room and handed me a
into the green room and handed me a
into the green room and handed me a coffee cup of coffee in a beautiful
coffee cup of coffee in a beautiful
coffee cup of coffee in a beautiful ceramic cup he says I no longer the
ceramic cup he says I no longer the
ceramic cup he says I no longer the undersecretary I flew here coach I took
undersecretary I flew here coach I took
undersecretary I flew here coach I took a taxi to my hotel and I checked myself
a taxi to my hotel and I checked myself
a taxi to my hotel and I checked myself in when I came down to lobby this
in when I came down to lobby this
in when I came down to lobby this morning I took another taxi to this
morning I took another taxi to this
morning I took another taxi to this venue I came in the front door and found
venue I came in the front door and found
venue I came in the front door and found my way backstage and when I
my way backstage and when I
my way backstage and when I someone do you have any coffee he
someone do you have any coffee he
someone do you have any coffee he pointed to the coffee machine in the
pointed to the coffee machine in the
pointed to the coffee machine in the corner and I poured myself a cup of
corner and I poured myself a cup of
corner and I poured myself a cup of coffee into this here Styrofoam cup he
coffee into this here Styrofoam cup he
coffee into this here Styrofoam cup he says the lesson is the ceramic cup was
says the lesson is the ceramic cup was
says the lesson is the ceramic cup was never meant for me it was meant for the
never meant for me it was meant for the
never meant for me it was meant for the position I held I deserved a Styrofoam
position I held I deserved a Styrofoam
position I held I deserved a Styrofoam cup remember this as you gain fame as
cup remember this as you gain fame as
cup remember this as you gain fame as you gain fortune as you gain position
you gain fortune as you gain position
you gain fortune as you gain position and seniority people will treat you
and seniority people will treat you
and seniority people will treat you better they will hold doors open for you
better they will hold doors open for you
better they will hold doors open for you they will get you a cup of tea and
they will get you a cup of tea and
they will get you a cup of tea and coffee without you even asking they will
coffee without you even asking they will
coffee without you even asking they will call you sir and ma’am and they will
call you sir and ma’am and they will
call you sir and ma’am and they will give you stuff none of that stuff is
give you stuff none of that stuff is
give you stuff none of that stuff is meant for you that stuff is meant for
meant for you that stuff is meant for
meant for you that stuff is meant for the position you hold it is meant for
the position you hold it is meant for
the position you hold it is meant for the level that you have achieved of
the level that you have achieved of
the level that you have achieved of leader or success or whatever you want
leader or success or whatever you want
leader or success or whatever you want to call it but you will always deserve a
to call it but you will always deserve a
to call it but you will always deserve a Styrofoam cup remember that remember
Styrofoam cup remember that remember
Styrofoam cup remember that remember that lesson of humility and gratitude
that lesson of humility and gratitude
that lesson of humility and gratitude you can accept all the free stuff you
you can accept all the free stuff you
you can accept all the free stuff you can accept all the perks absolutely you
can accept all the perks absolutely you
can accept all the perks absolutely you can enjoy them but just be grateful for
can enjoy them but just be grateful for
can enjoy them but just be grateful for them and know that they’re not for you
them and know that they’re not for you
them and know that they’re not for you I remember getting off the Acela I took
I remember getting off the Acela I took
I remember getting off the Acela I took the Acela from New York to Washington DC
the Acela from New York to Washington DC
the Acela from New York to Washington DC and I got off the train like everybody
and I got off the train like everybody
and I got off the train like everybody else and I was walking down the platform
else and I was walking down the platform
else and I was walking down the platform like everyone else and I walked past
like everyone else and I walked past
like everyone else and I walked past general norty Schwartz who used to be
general norty Schwartz who used to be
general norty Schwartz who used to be the chief of staff of the United States
the chief of staff of the United States
the chief of staff of the United States Air Force the head of the Air Force and
Air Force the head of the Air Force and
Air Force the head of the Air Force and here I did you see a guy in a suit
here I did you see a guy in a suit
here I did you see a guy in a suit slapping his own suitcase down the
slapping his own suitcase down the
slapping his own suitcase down the platform just like me and just a couple
platform just like me and just a couple
platform just like me and just a couple months ago he was flying on private jets
months ago he was flying on private jets
months ago he was flying on private jets and an entourage and other people
and an entourage and other people
and an entourage and other people carried his like luggage but he no
carried his like luggage but he no
carried his like luggage but he no longer held a position and so now he got
longer held a position and so now he got
longer held a position and so now he got to drag his own suitcase and never did
to drag his own suitcase and never did
to drag his own suitcase and never did it sort of remind me more that none of
it sort of remind me more that none of
it sort of remind me more that none of us deserve the perks that we get we all
us deserve the perks that we get we all
us deserve the perks that we get we all deserve a Styrofoam cup raise your
deserve a Styrofoam cup raise your
deserve a Styrofoam cup raise your standard Apple at the course his core
standard Apple at the course his core
standard Apple at the course his core value is that we believe that people
value is that we believe that people
value is that we believe that people with passion
not one drop of myself work depends on
not one drop of myself work depends on your acceptance of me
your acceptance of me
your acceptance of me I don’t ever give up I’d have to be dead
I don’t ever give up I’d have to be dead
I don’t ever give up I’d have to be dead or completely incapacitated hey believe
or completely incapacitated hey believe
or completely incapacitated hey believe nation if you want to see my all-time
nation if you want to see my all-time
nation if you want to see my all-time favorite top ten Rose a success I have a
favorite top ten Rose a success I have a
favorite top ten Rose a success I have a very special secret video for you these
very special secret video for you these
very special secret video for you these are the individual clips that I have
are the individual clips that I have
are the individual clips that I have personally learned the most from and
personally learned the most from and
personally learned the most from and applied to my life and my business check
applied to my life and my business check
applied to my life and my business check the link in description for details
”
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