I talked to so many smart fantastic ambitious idealistic hard-working kids
ambitious idealistic hard-working kids
ambitious idealistic hard-working kids and there right out of college there in
and there right out of college there in
and there right out of college there in their entry-level jobs and I’ll ask them
their entry-level jobs and I’ll ask them
their entry-level jobs and I’ll ask them how is it going and they’ll say I think
how is it going and they’ll say I think
how is it going and they’ll say I think I’m gonna quit and I’m like why they say
I’m gonna quit and I’m like why they say
I’m gonna quit and I’m like why they say to me I’m not making an impact I’m like
to me I’m not making an impact I’m like
to me I’m not making an impact I’m like you know you’ve been here eight months
you know you’ve been here eight months
you know you’ve been here eight months right they treat the sense of
right they treat the sense of
right they treat the sense of fulfillment or even love like it’s a
fulfillment or even love like it’s a
fulfillment or even love like it’s a scavenger hunt like it’s something you
scavenger hunt like it’s something you
scavenger hunt like it’s something you look for my millennial friends they’ve
look for my millennial friends they’ve
look for my millennial friends they’ve gone through so many jobs they’re either
gone through so many jobs they’re either
gone through so many jobs they’re either getting fired I mean it was mutual or
getting fired I mean it was mutual or
getting fired I mean it was mutual or they’re quitting because they’re not
they’re quitting because they’re not
they’re quitting because they’re not making an impact or they’re not finding
making an impact or they’re not finding
making an impact or they’re not finding anything they’re looking for they’re not
anything they’re looking for they’re not
anything they’re looking for they’re not feeling fulfilled as if it’s a scavenger
feeling fulfilled as if it’s a scavenger
feeling fulfilled as if it’s a scavenger hunt love a job you find joy from is not
hunt love a job you find joy from is not
hunt love a job you find joy from is 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 the sense of
but the problem is the sense of
but the problem is the sense of impatience it’s as if an entire
impatience it’s as if an entire
impatience 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 what they
want they can see the summit what they
want they can see the summit what they can’t see is the mountain this large a
can’t see is the mountain this large a
can’t see is the mountain this large a movable object that doesn’t mean you
movable object that doesn’t mean you
movable object that doesn’t mean you have to do your time that’s not what I’m
have to do your time that’s not what I’m
have to do your time that’s not what I’m talking about take a helicopter climb I
talking about take a helicopter climb I
talking about take a helicopter climb I don’t care but there’s still a mountain
don’t care but there’s still a mountain
don’t care but there’s still a mountain life career fulfillment relationships
life career fulfillment relationships
life career fulfillment relationships our journeys the problem is this entire
our journeys the problem is this entire
our journeys the problem is this entire generation has an institutionalized
generation has an institutionalized
generation has an institutionalized 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 dump
they just quit and on to the next dump
they just quit and on to the next dump and on to the next ghost and on to the
and on to the next ghost and on to the
and on to the next ghost and on to the next
next
next so a friend of mine and I we went for a
so a friend of mine and I we went for a
so a friend of mine and I we went for a run in Central Park the Roadrunners
run in Central Park the Roadrunners
run in Central Park the Roadrunners organization on the weekends they host
organization on the weekends they host
organization on the weekends they host races and it’s very common at the end of
races and it’s very common at the end of
races and it’s very common at the end of the race they’ll have a sponsor who will
the race they’ll have a sponsor who will
the race they’ll have a sponsor who will give away something apples or bagels or
give away something apples or bagels or
give away something apples or bagels or something and on this particular day
something and on this particular day
something and on this particular day when we got to the end of the run there
when we got to the end of the run there
when we got to the end of the run there were some free bagels and they had
were some free bagels and they had
were some free bagels and they had picnic tables set up and on one side was
picnic tables set up and on one side was
picnic tables set up and on one side was a group of volunteers on the table were
a group of volunteers on the table were
a group of volunteers on the table were boxes of bagels and on the other side
boxes of bagels and on the other side
boxes of bagels and on the other side was a long line of runners waiting to
was a long line of runners waiting to
was a long line of runners waiting to get their free bagel so I said to my
get their free bagel so I said to my
get their free bagel so I said to my friend let’s let’s get a bagel and he
friend let’s let’s get a bagel and he
friend let’s let’s get a bagel and he looked at me and said that lines too
looked at me and said that lines too
looked at me and said that lines too long and I said free bagel and he said I
long and I said free bagel and he said I
long and I said free bagel and he said I don’t want to wait in line and I was
don’t want to wait in line and I was
don’t want to wait in line and I was like free bagel
like free bagel
like free bagel and he says not let’s it’s too long and
and he says not let’s it’s too long and
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
after whatever they want
after whatever they want now I had to sacrifice choice I didn’t
now I had to sacrifice choice I didn’t
now I had to sacrifice choice I didn’t get to choose which bagel I got I got
get to choose which bagel I got I got
get to choose which bagel I got I got whatever I pulled out but I didn’t have
whatever I pulled out but I didn’t have
whatever I pulled out but I didn’t have to wait in line so the point is is you
to wait in line so the point is is you
to wait in line so the point is is you don’t have to wait in line you don’t
don’t have to wait in line you don’t
don’t have to wait in line you don’t have to do it the way everybody else has
have to do it the way everybody else has
have to do it the way everybody else has done it you can do it your way you can
done it you can do it your way you can
done it you can do it your way you can break the rules you just can’t get in
break the rules you just can’t get in
break the rules you just can’t get in the way of somebody else getting what
the way of somebody else getting what
the way of somebody else getting what they want
there was something that spread across
there was something that spread across Europe and eventually made its way to a
Europe and eventually made its way to a
Europe and eventually made its way to a miracle wearable fever also known as the
miracle wearable fever also known as the
miracle wearable fever also known as the Black Death of childbed basically what
Black Death of childbed basically what
Black Death of childbed basically what was happening is women were giving birth
was happening is women were giving birth
was happening is women were giving birth and they would die within 48 hours after
and they would die within 48 hours after
and they would die within 48 hours after giving birth
giving birth
giving 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 who conducting autopsies in the
doctors who conducting autopsies in the
doctors who 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 simply washed their hands
they simply washed their hands it would go away and that’s exactly what
it would go away and that’s exactly what
it 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 childbed
hands the black death of childbed
hands the black death of childbed 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 these men of finance who are
studies these men of finance who are
studies these men of 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 be a balanced equation you
wrong it must be a balanced equation you
wrong it must be a balanced equation you don’t get it one way and not the other
don’t get it one way and not the other
don’t get it one way and not the other you get to take credit when you also
you get to take credit when you also
you get to take credit when you also take accountability
performing under pressure whether it’s
performing under pressure whether it’s me or anybody else is the same
me or anybody else is the same
me or anybody else is the same you know I have the same pressures as
you know I have the same pressures as
you know I have the same pressures as anyone else there’s time there’s
anyone else there’s time there’s
anyone else there’s time there’s performance there’s financial I mean
performance there’s financial I mean
performance there’s financial I mean there you know there’s deadlines my
there you know there’s deadlines my
there you know there’s deadlines my pressures are not unique the situations
pressures are not unique the situations
pressures are not unique the situations may be different or you know but but
may be different or you know but but
may be different or you know but but everybody has the same kinds of
everybody has the same kinds of
everybody has the same kinds of pressures but what I found or what I
pressures but what I found or what I
pressures but what I found or what I find fascinating is the interpretation
find fascinating is the interpretation
find fascinating is the interpretation of the stimuli if let me let me explain
of the stimuli if let me let me explain
of the stimuli if let me let me explain so I was watching the Olympics this last
so I was watching the Olympics this last
so I was watching the Olympics this last summer olympics and I was amazed at how
summer olympics and I was amazed at how
summer olympics and I was amazed at how bad the questions were that the
bad the questions were that the
bad the questions were that the reporters would ask all the athletes and
reporters would ask all the athletes and
reporters would ask all the athletes and almost always they asked the same
almost always they asked the same
almost always they asked the same question whether they were about to
question whether they were about to
question whether they were about to compete or after they competed were you
compete or after they competed were you
compete or after they competed were you nervous right and to a team all the
nervous right and to a team all the
nervous right and to a team all the athletes went no right and what I
athletes went no right and what I
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 it what happens when you’re nervous
what it what happens when you’re nervous
what it what happens when you’re nervous right your heart rate starts to go
right your heart rate starts to go
right your heart rate starts to go you’re you know you sort of get a little
you’re you know you sort of get a little
you’re you know you sort of get a little tense you get a little sweaty right
tense you get a little sweaty right
tense you get a 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 that the rest of
interpret the stimuli that the rest of
interpret the stimuli that the rest of us would say is nervous as excited they
us would say is nervous as excited they
us 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 somebody’d say how do you feel
audience somebody’d say how do you feel
audience somebody’d say how do you feel it’s a little nervous now when somebody
it’s a little nervous now when somebody
it’s a little nervous now when somebody says how do you feel like really excited
says how do you feel like really excited
says how do you feel like really excited actually and it it came from just sort
actually and it it came from just sort
actually and it it came from just sort of telling myself no no this is
of telling myself no no this is
of telling myself no no this is excitement and it becomes a little bit
excitement and it becomes a little bit
excitement and it becomes a little bit automatic later on but it’s kind of a
automatic later on but it’s kind of a
automatic later on but it’s kind of a remarkable thing to deal with pressure
remarkable thing to deal with pressure
remarkable thing to deal with pressure by interpreting what your body is
by interpreting what your body is
by interpreting what your body is experiencing as excitement rather than
experiencing as excitement rather than
experiencing as excitement rather than nerves and its really kind of effective
nerves and its really kind of effective
nerves and its really kind of effective it makes you want to rush for is rather
it makes you want to rush for is rather
it makes you want to rush for is rather than pull back and yet it’s the same
than pull back and yet it’s the same
than pull back and yet it’s the same experience at the education summit for
experience at the education summit for
experience at the education summit for Microsoft I would say that 70 percent of
Microsoft I would say that 70 percent of
Microsoft I would say that 70 percent of the executives spent about 70 percent of
the executives spent about 70 percent of
the executives spent about 70 percent of their presentations talking about how to
their presentations talking about how to
their presentations talking about how to beat Apple at the Apple education summit
beat Apple at the Apple education summit
beat Apple at the Apple education summit a hundred percent of the executives
a hundred percent of the executives
a hundred percent of the executives spent a hundred percent of their
spent a hundred percent of their
spent a hundred percent of their presentations talking about how to help
presentations talking about how to help
presentations talking about how to help teachers teach and how to help students
teachers teach and how to help students
teachers teach and how to help students learn one is playing this way and one is
learn one is playing this way and one is
learn one is playing this way and one is playing that way one is playing finite
playing that way one is playing finite
playing that way one is playing finite and the other one is playing infinite
and the other one is playing infinite
and the other one is playing infinite guess which one gets frustrated so at
guess which one gets frustrated so at
guess which one gets frustrated so at the end of my talk at Microsoft that
the end of my talk at Microsoft that
the end of my talk at Microsoft that gave me a gift they gave me the new Zune
gave me a gift they gave me the new Zune
gave me a gift they gave me the new Zune when it was a thing and let me tell you
when it was a thing and let me tell you
when it was a thing and let me tell you this thing was spectacular
this thing was spectacular
this thing was 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 and it didn’t work on iTunes
gorgeous and it didn’t work on iTunes
gorgeous and it didn’t work on iTunes which is a different problem so I
which is a different problem so I
which is a different problem 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
and elegant my god it was elegant
and elegant my god it was elegant so I’m sitting in the back of a taxi
so I’m sitting in the back of a taxi
so I’m sitting in the back of a taxi with a very senior Apple executive sort
with a very senior Apple executive sort
with a very senior Apple executive sort of employee number 12 kind of guy and
of employee number 12 kind of guy and
of employee number 12 kind of guy and you know I like to stir pots so I turned
you know I like to stir pots so I turned
you know I like to stir pots so I turned him I said you know Microsoft gave me
him I said you know Microsoft gave me
him I said you know Microsoft gave me their new Zune
their new Zune
their new Zune and it is so much better than your iPod
and it is so much better than your iPod
and it is so much better than your iPod touch
touch
touch and he turned to me and he said I have
and he turned to me and he said I have
and he turned to me and he said I have no doubt
no doubt
no doubt conversation over
because the infinite player understands
because the infinite player understands sometimes your head and sometimes you
sometimes your head and sometimes you
sometimes your head and sometimes you behind
behind
behind sometimes your product is better and
sometimes your product is better and
sometimes your product is better and sometimes it’s worse the goal isn’t to
sometimes it’s worse the goal isn’t to
sometimes it’s worse the goal isn’t to be the best every day the goal isn’t out
be the best every day the goal isn’t out
be the best every day the goal isn’t out to outdo your competition every day
to outdo your competition every day
to outdo your competition 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 said to Microsoft I’ve got the new iPod
said to Microsoft I’ve got the new iPod
said to Microsoft I’ve got the new iPod touch and it’s so much better than your
touch and it’s so much better than your
touch and it’s so much better than your Zune they would have said can we see it
Zune they would have said can we see it
Zune they would have said can we see it what does it do react react react react
what does it do react react react react
what 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 internet
week we also have to play the internet
week we also have to play the internet 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 TED views
more books or getting more TED views
more books or getting more TED views than somebody else it’s about how to
than somebody else it’s about how to
than somebody else it’s about how to make sure that the work that you’re
make sure that the work that you’re
make sure that the work that you’re producing is better than the work you
producing is better than the work you
producing is better than the work you produced before
you are your competition and that is
you are your competition and that is what ensures you stay in the game the
what ensures you stay in the game the
what ensures you stay in the game the longest and that is what ensures you
longest and that is what ensures you
longest and that is what ensures you find joy because the joy comes not from
find joy because the joy comes not from
find joy because the joy comes not from comparison but from advancement I met my
comparison but from advancement I met my
comparison but from advancement I met my best when I’m around people who believe
best when I’m around people who believe
best when I’m around people who believe what I believe I know it seems silly but
what I believe I know it seems silly but
what I believe I know it seems silly but I try very very hard to sort of stack
I try very very hard to sort of stack
I try very very hard to sort of stack the deck you know to put myself in a
the deck you know to put myself in a
the deck you know to put myself in a position of strength so for example you
position of strength so for example you
position of strength so for example you know somebody asked me just yesterday
know somebody asked me just yesterday
know somebody asked me just yesterday have you ever had sort of a bad you know
have you ever had sort of a bad you know
have you ever had sort of a bad you know engagement I was thinking myself I’m
engagement I was thinking myself I’m
engagement I was thinking myself I’m like not really but it’s not because I’m
like not really but it’s not because I’m
like not really but it’s not because I’m some sort of sort of genius a nice
some sort of sort of genius a nice
some sort of sort of genius a nice ending anything like that it’s because I
ending anything like that it’s because I
ending anything like that it’s because I stack the deck it’s because I want to be
stack the deck it’s because I want to be
stack the deck it’s because I want to be there I want to be around people who
there I want to be around people who
there I want to be around people who want me there in other words if I’m
want me there in other words if I’m
want me there in other words if I’m somebody’s tenth choice and like you
somebody’s tenth choice and like you
somebody’s tenth choice and like you know I’ll probably turn it down whereas
know I’ll probably turn it down whereas
know I’ll probably turn it down whereas if I’m their first choice they really
if I’m their first choice they really
if I’m their first choice they really won’t be there and so I’m more likely to
won’t be there and so I’m more likely to
won’t be there and so I’m more likely to have a good engagement they’re
have a good engagement they’re
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 I’m at my best when I stack
and so yeah I’m at my best when I stack
and so yeah I’m at my best 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 my strengths are right
environment where my strengths are right
environment where my strengths are right there the sand Mandella
there the sand Mandella
there the sand Mandella is a particularly special case study in
is a particularly special case study in
is a particularly special case study in the leadership world because he is
the leadership world because he is
the 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
his father to tribal meetings
his father to tribal meetings and he remembers two things when his
and he remembers two things when his
and he remembers two things when his father would meet with other elders one
father would meet with other elders one
father would meet with other elders one they would always sit in a circle and to
they would always sit in a circle and to
they would always sit in a circle and to his father was always the last to speak
his father was always the last to speak
his 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
you need to learn to listen I would say
you need to learn to listen I would say that you need to learn to be the last to
that you need to learn to be the last to
that 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 one it gives everybody else
two things one it gives everybody else
two things one it gives everybody else the feeling that they have been heard it
the feeling that they have been heard it
the feeling that they have been heard it give me gives everyone else the ability
give me gives everyone else the ability
give me gives everyone else the ability to feel that they have contributed and
to feel that they have contributed and
to feel that they have contributed and two you get the benefit of hearing what
two you get the benefit of hearing what
two you 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
survival depends on it
survival depends on it so if you’re putting out false symbols
so if you’re putting out false symbols
so if you’re putting out false symbols you will attract people to those symbols
you will attract people to those symbols
you will attract people to those symbols but you won’t be able to form trust with
but you won’t be able to form trust with
but you won’t be able to form trust with them this is what Tiger Woods did to us
them this is what Tiger Woods did to us
them this is what Tiger Woods did to us he lied he lied he told us what he
he lied he lied he told us what he
he lied he lied he told us what he thought we wanted to hear and it was
thought we wanted to hear and it was
thought we wanted to hear and it was great and we were drawn to it and all of
great and we were drawn to it and all of
great and we were drawn to it and all of us who kind of liked that idea of that
us who kind of liked that idea of that
us who kind of liked that idea of that sort of the good guy were drawn to it
sort of the good guy were drawn to it
sort of the good guy were drawn to it until we found out it was a lie
until we found out it was a lie
until we 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
he could have had all the same
he could have had all the same endorsements and had a fantastic career
endorsements and had a fantastic career
endorsements and had a fantastic career and still been hailed as one of the
and still been hailed as one of the
and still been hailed as one of the great athletes of our day but he didn’t
great athletes of our day but he didn’t
great athletes of our day but he didn’t he chose to lie
he chose to lie
he chose to lie good luck forming trust again tiger we
good luck forming trust again tiger we
good luck forming trust again tiger we don’t believe you we don’t trust you the
don’t believe you we don’t trust you the
don’t believe you we don’t trust you the goal of putting something out there if
goal of putting something out there if
goal of putting something out there if you say what you believe and you do what
you say what you believe and you do what
you say what you believe and you do what you believe you will attract people who
you believe you will attract people who
you believe you will attract people who believe
believe
believe if you go to one of your friends and you
if you go to one of your friends and you
if you go to one of your friends and you say to one of your friends how would you
say to one of your friends how would you
say to one of your friends how would you like me to dress so that you’ll like me
like me to dress so that you’ll like me
like me to dress so that you’ll like me better how would you want me to address
better how would you want me to address
better how would you want me to address you how do you want me to speak so that
you how do you want me to speak so that
you how do you want me to speak so that you’ll like me more right your friends
you’ll like me more right your friends
you’ll like me more right your friends are gonna look at you be like what are
are gonna look at you be like what are
are gonna look at you be like what are you talking about yeah come on come on
you talking about yeah come on come on
you talking about yeah come on come on come on what should I wear so that
come on what should I wear so that
come on what should I wear so that you’ll find me more appealing and how
you’ll find me more appealing and how
you’ll find me more appealing and how would you like me to speak to you so
would you like me to speak to you so
would you like me to speak to you so that you’ll like me more and your
that you’ll like me more and your
that 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
yourself
yourself that’s why I like you I don’t just be
that’s why I like you I don’t just be
that’s why I like you I don’t just be yourself now think about what we do in
yourself now think about what we do in
yourself now think about what we do in industry what we do we do market
industry what we do we do market
industry what we do we do market research and we go and we ask the
research and we go and we ask the
research and we go and we ask the customers what kind of things the way
customers what kind of things the way
customers what kind of things the way with what style should we speak to you
with what style should we speak to you
with what style should we speak to you how should we decorate ourselves what
how should we decorate ourselves what
how should we decorate ourselves what kind of things are you drawn to so that
kind of things are you drawn to so that
kind of things are you drawn to so that we can do those things do you like us
we can do those things do you like us
we can do those things do you like us more it’s just as ridiculous it’s just
more it’s just as ridiculous it’s just
more it’s just as ridiculous it’s just as ridiculous organizations should say
as ridiculous organizations should say
as 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
and they will attract people who believe
and 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 and all the things
lot of consistency and all the things
lot of consistency and all the things they say and do which means they can’t
they say and do which means they can’t
they say and do which means they can’t have a very strong belief set or they’re
have a very strong belief set or they’re
have a very strong belief set or they’re lying to me
lying to me
lying to me and we call them into authentic the
and we call them into authentic the
and we call them into authentic the entire process of asking other people
entire process of asking other people
entire process of asking other people who we should be is inauthentic that’s
who we should be is inauthentic that’s
who we 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
studies we do are inherent
studies we do are inherent we’re gonna do a study to find out from
we’re gonna do a study to find out from
we’re gonna do a study to find out from people so we can be more authentic
people so we can be more authentic
people so we can be more authentic that’s hilarious
that’s hilarious
that’s 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 have the ability to do as
what you have the ability to do as
what you 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 put
something about who they are people put
something about who they are 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 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 on their not to tell you that
tattoo on their not to tell you that
tattoo on their not to tell you that they own a motorcycle
they own a motorcycle
they own a motorcycle they put that tattoo there to tell you
they put that tattoo there to tell you
they put that tattoo there to tell you something about themselves do you ever
something about themselves do you ever
something about themselves do you ever see anybody with a with a Mac laptop put
see anybody with a with a Mac laptop put
see anybody with a with a Mac laptop put a sticker over that beautiful shining
a sticker over that beautiful shining
a sticker over that beautiful shining Apple ain’t never gonna happen then how
Apple ain’t never gonna happen then how
Apple ain’t never gonna happen then how will you know who I am do you ever see
will you know who I am do you ever see
will you know who I am do you ever see anybody with a PC break out the Windex
anybody with a PC break out the Windex
anybody with a PC break out the Windex to clean out their computer Mac people
have you ever seen a dirty Mac it
have you ever seen a dirty Mac it doesn’t exist does not exist why because
doesn’t exist does not exist why because
doesn’t exist does not exist why because it’s Who I am
it’s Who I am
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 of what
they do it they’re consistent of what
they do it they’re consistent of what they do and everything they say and
they do and everything they say and
they 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 and beliefs we use
the set of values and beliefs we use
the set of values and beliefs we use those symbols to say something about who
those symbols to say something about who
those symbols to say something about who we are we surround ourselves with the
we are we surround ourselves with the
we 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
that say something about who we are
that say something about who we are and when we confine the people who
and when we confine the people who
and when we confine the people who believe what we believe were weirdly
believe what we believe were weirdly
believe what we believe were weirdly drawn to them because our very survival
drawn to them because our very survival
drawn to them because our very survival depends on it we need it and so the more
depends on it we need it and so the more
depends on it we need it and so the more you can give of yourself the more you
you can give of yourself the more you
you can give of yourself the more you can give of what you believe the more
can give of what you believe the more
can give of what you believe the more you can discipline with discipline
you can discipline with discipline
you can discipline with discipline saying boo and do the things you
saying boo and do the things you
saying boo and do the things you actually believe strange things start to
actually believe strange things start to
actually believe strange things start to happen passion is not an actionable word
happen passion is not an actionable word
happen passion is not an actionable word it’s correct you know that those who do
it’s correct you know that those who do
it’s correct you know that those who do the things that they’re passionate about
the things that they’re passionate about
the things that they’re passionate about do better but it’s not helpful advice
do better but it’s not helpful advice
do better but it’s not helpful advice and so the question is where does
and so the question is where does
and so the question is where does passion come from passion is a result
passion come from passion is a result
passion come from passion is a result passion as an energy passion is the
passion as an energy passion is the
passion as an energy passion is the feeling you have when you’re engaged in
feeling you have when you’re engaged in
feeling you have when you’re engaged in something that you love passion is the
something that you love passion is the
something that you love passion is the feeling you have that you would probably
feeling you have that you would probably
feeling you have that you would probably do this for free you know and you can’t
do this for free you know and you can’t
do this for free you know and you can’t believe somebody pays you to do it you
believe somebody pays you to do it you
believe somebody pays you to do it you know and I think we mistake that passion
know and I think we mistake that passion
know and I think we mistake that passion is something we do in our private lives
is something we do in our private lives
is something we do in our private lives but it shouldn’t be done you know in our
but it shouldn’t be done you know in our
but it shouldn’t be done you know in our careers for example and I’m a firm
careers for example and I’m a firm
careers for example and I’m a firm believer that you are who you are and
believer that you are who you are and
believer that you are who you are and anybody who says I’m different at home
anybody who says I’m different at home
anybody who says I’m different at home than I am at work and one of those two
than I am at work and one of those two
than I am at work and one of those two places you’re lying and the goal is to
places you’re lying and the goal is to
places you’re lying and the goal is to make everything you do in home and at
make everything you do in home and at
make everything you do in home and at work something that you have excitement
work something that you have excitement
work something that you have excitement to do so how do you find the things that
to do so how do you find the things that
to do so how do you find the things that you’re excited to do well it’s actually
you’re excited to do well it’s actually
you’re excited to do well it’s actually easier than you think what are the
easier than you think what are the
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 free you
things that you would do for free you
things that you would do for free you know how can you recreate that feeling
know how can you recreate that feeling
know how can you recreate that feeling and and be paying for it so what are the
and and be paying for it so what are the
and and be paying for it so what are the things that I do on the weekend right I
things that I do on the weekend right I
things that I do on the weekend right I love I’m very involved in the art world
love I’m very involved in the art world
love I’m very involved in the art world I love to go to museums and galleries
I love to go to museums and galleries
I love to go to museums and galleries but I love to go see dance and
but I love to go see dance and
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
seek it out and pay money for it
seek it out and pay money for it right so does that mean I have to have a
right so does that mean I have to have a
right so does that mean I have to have a career in the arts no it means I have to
career in the arts no it means I have to
career in the arts no it means I have to have a career where new ideas are
have a career where new ideas are
have a career where new ideas are explored where people are experimenting
explored where people are experimenting
explored where people are experimenting and trying things out and I have to
and trying things out and I have to
and trying things out and I have to explore new ideas and try things out and
explore new ideas and try things out and
explore new ideas and try things out and I
I
I just as excited to go to work everyday
just as excited to go to work everyday
just as excited to go to work everyday as I am just you know go do something on
as I am just you know go do something on
as I am just you know go do something on a Saturday night and so the idea of
a Saturday night and so the idea of
a 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 is
stuff that you enjoy and then what is
stuff that you enjoy and then what is the stuff that you love who the people
the stuff that you love who the people
the stuff that you love who the people that you love and what are this or they
that you love and what are this or they
that you love and what are this or they all have in common how do you explain
all have in common how do you explain
all have in common how do you explain when things don’t go as we assumed or
when things don’t go as we assumed or
when things don’t go as we assumed or better how do you explain when others
better how do you explain when others
better how do you explain when others are able to achieve things that seem to
are able to achieve things that seem to
are able to achieve things that seem to defy all of the assumptions for example
defy all of the assumptions for example
defy all of the assumptions for example why is Apple so innovative year after
why is Apple so innovative year after
why is Apple so innovative year after year after year after year they’re more
year after year after year they’re more
year after year after year they’re more innovative than all their competition
innovative than all their competition
innovative than all their competition and yet they’re just a computer company
and yet they’re just a computer company
and yet they’re just a computer company they’re just like everyone else they
they’re just like everyone else they
they’re just like everyone else they have the same access to the same talent
have the same access to the same talent
have 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
the same media then why is it that they
the same media then why is it that they seem to have something different why is
seem to have something different why is
seem to have something different why is it that Martin Luther King led the civil
it that Martin Luther King led the civil
it that Martin Luther King led the civil rights movement he wasn’t the only man
rights movement he wasn’t the only man
rights movement he wasn’t the only man who suffered in a pre-civil Rights
who suffered in a pre-civil Rights
who suffered in a pre-civil Rights America and he certainly wasn’t the only
America and he certainly wasn’t the only
America and he certainly wasn’t the only great orator of the day why him and why
great orator of the day why him and why
great orator of the day why him and why is it that the Wright brothers were able
is it that the Wright brothers were able
is it that the Wright brothers were able to figure out control powered man flight
to figure out control powered man flight
to figure out control powered man flight when there were certainly other teams
when there were certainly other teams
when there were certainly other teams who were better qualified but her funded
who were better qualified but her funded
who were better qualified but her 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 as it turns out there’s a
operate in it as it turns out there’s a
operate in it as it turns out there’s a pattern as it turns out all the great
pattern as it turns out all the great
pattern as it turns out all the great and inspiring leaders and organizations
and inspiring leaders and organizations
and inspiring leaders and organizations in the world whether it’s Apple or
in the world whether it’s Apple or
in the world whether it’s Apple or Martin Luther King or the Wright
Martin Luther King or the Wright
Martin Luther King or the Wright brothers they all think act and
brothers they all think act and
brothers they all think act and communicate the exact same way and it’s
communicate the exact same way and it’s
communicate the exact same way and it’s the complete opposite to everyone else
the complete opposite to everyone else
the complete opposite to everyone else all I did was codify it and it’s
all I did was codify it and it’s
all I did was codify it and it’s probably the world’s simplest idea I
probably the world’s simplest idea I
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 whether you call it your
do it whether you call it your
do it whether 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 or organizations
very very few people or organizations
very very few people or organizations know why they do what they do and by why
know why they do what they do and by why
know why they do what they do and by why I don’t need to make a profit that’s a
I don’t need to make a profit that’s a
I don’t need to make a profit that’s a result it’s always a result by why I
result it’s always a result by why I
result it’s always a result by why I mean what’s your purpose what’s your
mean what’s your purpose what’s your
mean what’s your purpose what’s your cause what’s your belief why does your
cause what’s your belief why does your
cause what’s your belief why does your organization exist why do you get out of
organization exist why do you get out of
organization exist why do you get out of bed in the morning and why should anyone
bed in the morning and why should anyone
bed in the morning and why should anyone care well as a result the way we think
care well as a result the way we think
care well as a result the way we think the way we act the way we communicate is
the way we act the way we communicate is
the way we act 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
from the clearest thing to the fuzziest
from the clearest thing to the fuzziest thing but the inspired leaders in the
thing but the inspired leaders in the
thing but the inspired leaders in the inspire or inspired organizations
inspire or inspired organizations
inspire or inspired organizations regardless of their size regardless of
regardless of their size regardless of
regardless of their size regardless of their industry all think act and
their industry all think act and
their industry all think act and communicate from the inside out
communicate from the inside out
communicate from the inside out let me give you an example I use Apple
let me give you an example I use Apple
let me give you an example I use Apple because they’re easy to understand and
because they’re easy to understand and
because they’re easy to understand and everybody gets it if Apple were like
everybody gets it if Apple were like
everybody gets it if Apple were like everyone else a marketing message from
everyone else a marketing message from
everyone else a marketing message from them might sound like this
them might sound like this
them might sound like this we make great computers they’re
we make great computers they’re
we make great computers they’re beautifully designed simple to use and
beautifully designed simple to use and
beautifully designed simple to use and user friendly wanna buy one and that’s
user friendly wanna buy one and that’s
user friendly wanna buy one and that’s how most of us communicate that’s how
how most of us communicate that’s how
how most of us communicate that’s how most marketing is done the time of sales
most marketing is done the time of sales
most marketing is done the time of sales done and that’s how most of us
done and that’s how most of us
done and that’s how most of us communicate interpersonally we say what
communicate interpersonally we say what
communicate interpersonally we say what we do we say how we’re different or how
we do we say how we’re different or how
we do we say how we’re different or how we better and we expect some sort of
we better and we expect some sort of
we better and we expect some sort of behavior or purchase a vote something
behavior or purchase a vote something
behavior or 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 with the biggest
have the best lawyers with the biggest
have the best lawyers with 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
Apple actually communicates
Apple actually communicates everything we do we believe in
everything we do we believe in
everything we do we believe in challenging the status quo we believe in
challenging the status quo we believe in
challenging the status quo we believe in thinking differently the way we
thinking differently the way we
thinking differently the way we challenge the status quo is by making
challenge the status quo is by making
challenge the status quo is by making our products beautifully designed simple
our products beautifully designed simple
our products beautifully designed simple to use and user friendly we just happen
to use and user friendly we just happen
to use and user friendly we just happen to make great computers wanna buy one
to make great computers wanna buy one
to make great computers wanna buy one totally different right if you’re ready
totally different right if you’re ready
totally different right if you’re ready to buy a computer for me all I did was
to buy a computer for me all I did was
to buy a computer for me all I did was reverse the order of the information
reverse the order of the information
reverse the order of the information would have proves to us is that people
would have proves to us is that people
would have proves to us is that people don’t buy what you do people buy why you
don’t buy what you do people buy why you
don’t buy what you do people buy why you do it people don’t buy what you do they
do it people don’t buy what you do they
do it people don’t buy what you do they buy why you do it
buy why you do it
buy why you do it this explains why every single person in
this explains why every single person in
this explains why every single person in this room is perfectly comfortable
this room is perfectly comfortable
this room is perfectly comfortable buying a computer from Apple but we’re
buying a computer from Apple but we’re
buying a computer from Apple but we’re also perfectly comfortable buying an mp3
also perfectly comfortable buying an mp3
also perfectly comfortable buying an mp3 player from Apple or a phone from Apple
player from Apple or a phone from Apple
player from Apple or a phone from Apple or a DVR from Apple but as I said before
or a DVR from Apple but as I said before
or a DVR from Apple but as I said before Apple’s just a computer company there’s
Apple’s just a computer company there’s
Apple’s just a computer company there’s nothing that distinguishes them
nothing that distinguishes them
nothing that distinguishes them structurally for many of their
structurally for many of their
structurally for many of their competitors their competitors are all
competitors their competitors are all
competitors their competitors are all equally qualified to make all of these
equally qualified to make all of these
equally qualified to make all of these products in fact they tried a few years
products in fact they tried a few years
products in fact they tried a few years ago gateway came out with flat-screen
ago gateway came out with flat-screen
ago gateway came out with flat-screen TVs there
TVs there
TVs there we qualified to make flat-screen tvs
we qualified to make flat-screen tvs
we qualified to make flat-screen tvs they’ve been making some flat-screen
they’ve been making some flat-screen
they’ve been making some flat-screen monitors for years nobody bought one
Dell came out with mp3 players and PDAs
Dell came out with mp3 players and PDAs and they make great quality products and
and they make great quality products and
and they make great quality products and they can make perfectly well design
they can make perfectly well design
they can make perfectly well design products and nobody bought one in fact
products and nobody bought one in fact
products and nobody bought one in fact talking about it now we can’t even
talking about it now we can’t even
talking about it now we can’t even imagine buying an mp3 player from Dell
imagine buying an mp3 player from Dell
imagine buying an mp3 player from Dell why would you buy an mp3 player from a
why would you buy an mp3 player from a
why would you buy an mp3 player from a computer company but we do it every day
computer company but we do it every day
computer company but we do it every day 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 the goal is not to do
why you do it the goal is not to do
why you do it the goal is not to do business with anybody with everybody who
business with anybody with everybody who
business with anybody with everybody who needs what you have the goal is to do
needs what you have the goal is to do
needs what you have the goal is to do business with people who believe what
business with people who believe what
business with people who believe what you believe
you believe
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 make up our limbic brains and
sections make up our limbic brains and
sections make up our limbic brains and our limbic brains are responsible for
our limbic brains are responsible for
our limbic brains are 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 your figures and they say I
facts and your figures and they say I
facts and your figures and they say I know what all the facts in detail say
know what all the facts in detail say
know what all the facts in detail say but it just doesn’t feel right why would
but it just doesn’t feel right why would
but it just doesn’t feel right why would we use that verb it doesn’t feel right
we use that verb it doesn’t feel right
we use that verb it doesn’t feel right because the part of the brain that
because the part of the brain that
because the part of the brain that controls decision-making doesn’t control
controls decision-making doesn’t control
controls decision-making doesn’t control language and the best we can muster up
language and the best we can muster up
language and the best we can muster up is I don’t know it just doesn’t feel
is I don’t know it just doesn’t feel
is I don’t know it just doesn’t feel right or sometimes you say you’re
right or sometimes you say you’re
right or sometimes you say you’re leading with your heart or you’re
leading with your heart or you’re
leading with your heart or you’re leading with your soul well I hate to
leading with your soul well I hate to
leading with your soul well I hate to break it to you though zoned the other
break it to you though zoned the other
break it to you though zoned the other body parts controlling your behavior
body parts controlling your behavior
body parts controlling your behavior it’s all happening here in your limbic
it’s all happening here in your limbic
it’s all happening here in your limbic brain
brain
brain the part of the brain that controls
the part of the brain that controls
the 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 how will
you do then how will anybody how will
you do then how will anybody how will you ever get people to vote for you or
you ever get people to vote for you or
you ever get people to vote for you or buy something from you or more
buy something from you or more
buy something from you or more importantly be loyal and want to be a
importantly be loyal and want to be a
importantly be loyal and want to be a part of what it is what you bet you do
part of what it is what you bet you do
part of what 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 this if you if
always say that you know this if you if
always say that you know this if you if you if you hire people just because they
you if you hire people just because they
you if you hire people just because they can do a job they’ll work for your money
can do a job they’ll work for your money
can do a job they’ll work for your money but if you hire people who believe what
but if you hire people who believe what
but if you hire people who believe what you believe they work for you with blood
you believe they work for you with blood
you believe they work for you with blood and sweat and tears and no air nowhere
and sweat and tears and no air nowhere
and sweat and tears and no air nowhere else is there a better example of this
else is there a better example of this
else is there a better example of this than with the Wright brothers most
than with the Wright brothers most
than with the Wright brothers most people don’t know about Samuel Pierpont
people don’t know about Samuel Pierpont
people don’t know about Samuel Pierpont Langley and back in the early 20th
Langley and back in the early 20th
Langley and back in the early 20th century the pursuit of powered man
century the pursuit of powered man
century the pursuit of powered man flight was like the dot-com of the day
flight was like the dot-com of the day
flight was like the dot-com of the day everybody was trying it and Samuel
everybody was trying it and Samuel
everybody was trying it and Samuel Pierpont Langley had what we assume to
Pierpont Langley had what we assume to
Pierpont Langley had what we assume to be the recipe for success I mean even
be the recipe for success I mean even
be the recipe for success I mean even now we you ask people why did your
now we you ask people why did your
now we you ask people why did your product or why did your company fail and
product or why did your company fail and
product or why did your company fail and people always give you the premium same
people always give you the premium same
people always give you the premium same permutation of the same three things
permutation of the same three things
permutation of the same three things undercapitalized the wrong people bad
undercapitalized the wrong people bad
undercapitalized the wrong people bad market conditions it was the same three
market conditions it was the same three
market conditions it was the same three things so let’s explore that Samuel
things so let’s explore that Samuel
things so let’s explore that Samuel Pierpont Langley was given $50,000 by
Pierpont Langley was given $50,000 by
Pierpont Langley was given $50,000 by the War Department to figure out this
the War Department to figure out this
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
of the day he hired the best minds
of the day he hired the best minds money could find and the market
money could find and the market
money could find and the market conditions were fantastic
conditions were fantastic
conditions were fantastic the New York Times followed him around
the New York Times followed him around
the New York Times followed him around everywhere and everyone was rooting for
everywhere and everyone was rooting for
everywhere and everyone was rooting for Langley and how come we’ve never heard
Langley and how come we’ve never heard
Langley and how come we’ve never heard of Samuel Pierpont Langley a few hundred
of Samuel Pierpont Langley a few hundred
of Samuel Pierpont Langley a few hundred miles away in Dayton Ohio Orville and
miles away in Dayton Ohio Orville and
miles away in Dayton Ohio Orville and Wilbur Wright they had none of what we
Wilbur Wright they had none of what we
Wilbur Wright they had none of what we consider to be the recipe for success
consider to be the recipe for success
consider to be the recipe for success they had no money they paid for their
they had no money they paid for their
they had no money they paid for their dream with the proceeds from their
dream with the proceeds from their
dream with the proceeds from their bicycle shop not a single person on the
bicycle shop not a single person on the
bicycle shop not a single person on the Wright brothers team had a college
Wright brothers team had a college
Wright brothers team had a college education
education
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 who were driven by a caused by a purpose
who were driven by a caused by a purpose
who were driven by a caused by a purpose by a belief they believed that if they
by a belief they believed that if they
by 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 wanted to be
wanted to be rich and he wanted to be
wanted to be rich and he wanted to be famous
famous
famous he was in pursuit of the result he was
he was in pursuit of the result he was
he was in pursuit of the result he was in pursuit of the riches and lo and
in pursuit of the riches and lo and
in pursuit of the riches and lo and behold look what happened the people who
behold look what happened the people who
behold look what happened the people who believed
believed
believed in the Wright brothers dream worked with
in the Wright brothers dream worked with
in the Wright brothers dream worked with them from with blood and sweat and tears
them from with blood and sweat and tears
them from with blood and sweat and tears the others just worked for the paycheck
the others just worked for the paycheck
the others just worked for the paycheck and they tell stories of how every time
and they tell stories of how every time
and they tell stories of how every time the Wright brothers went out they would
the Wright brothers went out they would
the Wright brothers went out they would have to take five sets of parts because
have to take five sets of parts because
have to take five sets of parts because that’s how many times they would crash
that’s how many times they would crash
that’s how many times they would crash before they came in for supper and
before they came in for supper and
before they came in for supper and eventually on December 17th 1903 the
eventually on December 17th 1903 the
eventually on December 17th 1903 the Wright brothers took flight and no one
Wright brothers took flight and no one
Wright brothers took flight and no one was there to even experience it we found
was there to even experience it we found
was there to even experience it we found out about it a few days later and
out about it a few days later and
out about it a few days later and further proof that Langley was motivated
further proof that Langley was motivated
further proof that Langley was motivated by the wrong thing the day the Wright
by the wrong thing the day the Wright
by the wrong thing the day the Wright brothers took flight he quit he could
brothers took flight he quit he could
brothers took flight he quit he could have said that’s an amazing discovery
have said that’s an amazing discovery
have said that’s an amazing discovery guys and I will improve upon your
guys and I will improve upon your
guys and I will improve upon your technology but he didn’t he wasn’t first
technology but he didn’t he wasn’t first
technology but he didn’t he wasn’t first he didn’t get rich he didn’t get famous
he didn’t get rich he didn’t get famous
he didn’t get rich he didn’t get famous so he quit people don’t buy what you do
so he quit people don’t buy what you do
so he quit people don’t buy what you do they buy why you do it and if you talk
they buy why you do it and if you talk
they buy why you do it and if you talk about what you believe you will attract
about what you believe you will attract
about what you believe you will attract those who believe what you believe well
those who believe what you believe well
those who believe what you believe well why is it important to attract those who
why is it important to attract those who
why is it important to attract those who believe what you believe something
believe what you believe something
believe what you believe something called the law of diffusion of
called the law of diffusion of
called the law of diffusion of innovation and if you don’t know the law
innovation and if you don’t know the law
innovation and if you don’t know the law you definitely know the terminology the
you definitely know the terminology the
you definitely know the terminology the first two and a half percent of our
first two and a half percent of our
first two and a half percent of our population are our innovators the next
population are our innovators the next
population are our innovators the next thirteen and a half percent of our
thirteen and a half percent of our
thirteen and a half percent of our population are our early adopters the
population are our early adopters the
population are our early adopters the next 34% are your early majority your
next 34% are your early majority your
next 34% are your early majority your late majority and your laggards the only
late majority and your laggards the only
late majority and your laggards the only reason these people by touch-tone phones
reason these people by touch-tone phones
reason these people by touch-tone phones is because you can’t buy rotary phones
is because you can’t buy rotary phones
is because you can’t buy rotary phones anymore
we all sit at various places at various
we all sit at various places at various times on the scale but with the law of
times on the scale but with the law of
times on the scale but with the law of diffusion of innovation tells us is that
diffusion of innovation tells us is that
diffusion of innovation tells us is that if you want mass-market success or
if you want mass-market success or
if you want mass-market success or mass-market acceptance of an idea you
mass-market acceptance of an idea you
mass-market acceptance of an idea you cannot have it until you achieve this
cannot have it until you achieve this
cannot have it until you achieve this tipping point between 15 and 18 percent
tipping point between 15 and 18 percent
tipping point between 15 and 18 percent market penetration and then the system
market penetration and then the system
market penetration and then the system tips and I love asking businesses what’s
tips and I love asking businesses what’s
tips and I love asking businesses what’s your conversion on new business and they
your conversion on new business and they
your conversion on new business and they love to tell you oh it’s about 10%
love to tell you oh it’s about 10%
love to tell you oh it’s about 10% proudly well you can trip over 10% of
proudly well you can trip over 10% of
proudly well you can trip over 10% of the customers we all have about 10% who
the customers we all have about 10% who
the customers we all have about 10% who just get it that’s how we describe them
just get it that’s how we describe them
just get it that’s how we describe them 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 it crossing the chasm because you see
it crossing the chasm because you see
it 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 spent $40,000 on flat-screen TVs
who spent $40,000 on flat-screen TVs
who spent $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 and by the
technology was substandard and by the
technology was substandard and by the way they didn’t do it because the
way they didn’t do it because the
way they didn’t do it because the technology was so great they did it for
technology was so great they did it for
technology was so great they did it for themselves it’s because they wanted to
themselves it’s because they wanted to
themselves it’s because they wanted to be first people don’t buy what you do
be first people don’t buy what you do
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 of stood and signal in
first six hours of stood and signal in
first six hours of stood and signal in line for 6 hours was because of what
line for 6 hours was because of what
line for 6 hours was because of what they believed about the world and how
they believed about the world and how
they believed about the world and how they wanted everybody to see them they
they wanted everybody to see them they
they wanted everybody to see them they were first
were first
were first 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 so let me give you a
why you do it so let me give you a
why you do it so let me give you a famous example a famous failure and a
famous example a famous failure and a
famous example a famous failure and a 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 and the right people in
success is money and the right people in
success is money and 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 hands down there
product on the market hands down there
product on the market hands down there is no dispute they were extremely
is no dispute they were extremely
is no dispute they were extremely well-funded market conditions were
well-funded market conditions were
well-funded market conditions were fantastic I mean we use TiVo as a verb
fantastic I mean we use TiVo as a verb
fantastic I mean we use TiVo as a verb like TiVo stuff on my piece of junk Time
like TiVo stuff on my piece of junk Time
like TiVo stuff on my piece of junk Time Warner DVR all the time
Patito is a commercial failure they’ve
Patito is a commercial failure they’ve never made money and when they went IPO
never made money and when they went IPO
never made money and when they went IPO their stock was at about 30 or 40
their stock was at about 30 or 40
their stock was at about 30 or 40 dollars then plummeted and it’s never
dollars then plummeted and it’s never
dollars then plummeted and it’s never traded above 10 in fact I don’t think
traded above 10 in fact I don’t think
traded above 10 in fact I don’t think it’s even traded about 6 except for a
it’s even traded about 6 except for a
it’s even traded about 6 except for a couple of little spikes because you see
couple of little spikes because you see
couple of little spikes because you see when TiVo launched their product they
when TiVo launched their product they
when TiVo launched their product they told us all what they had they said we
told us all what they had they said we
told us all what they had they said we have a product that pauses live TV skips
have a product that pauses live TV skips
have a 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 in America who suffered in a
only man in America who suffered in a
only man in 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 to even
structures to get the word out to even
structures to get the word out to even more people and lo and behold 250,000
more people and lo and behold 250,000
more people and lo and behold 250,000 people showed up on the right day on the
people showed up on the right day on the
people showed up on the right day on the right time to hear him speak how many of
right time to hear him speak how many of
right time to hear him speak how many of them showed up for him zero they showed
them showed up for him zero they showed
them showed up for him zero they showed up for themselves it’s what they
up for themselves it’s what they
up for themselves it’s what they believed about America that got them to
believed about America that got them to
believed about America that got them to travel on a bus for eight hours to stand
travel on a bus for eight hours to stand
travel on a bus for eight hours to stand in the Sun in Washington for in the
in the Sun in Washington for in the
in the Sun in Washington for in the middle of August it’s what they believed
middle of August it’s what they believed
middle of August it’s what they believed and it wasn’t about black versus white
and it wasn’t about black versus white
and it wasn’t about black versus white 25% of the audience was white dr. King
25% of the audience was white dr. King
25% of the audience was white dr. King believed that there are two types of
believed that there are two types of
believed that there are two types of laws in this world those that are made
laws in this world those that are made
laws in this world those that are made by a higher authority Authority and
by a higher authority Authority and
by a higher authority Authority and those that are made by man and not until
those that are made by man and not until
those that are made by man and not until all the laws that are made by man are
all the laws that are made by man are
all 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 while we live in
by the higher authority while we live in
by the higher authority while we live in a just world it just so happens that the
a just world it just so happens that the
a just world it just so happens that the civil rights movement was the perfect
civil rights movement was the perfect
civil rights movement was the perfect thing to help him bring his cause to
thing to help him bring his cause to
thing to help him bring his cause to life we followed him not for him but for
life we followed him not for him but for
life we followed 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 and speech listen to politicians now
and speech listen to politicians now
and 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
them thank you very much
them thank you very much [Music]
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 do they like
and how you know how much do they like
and how you know how much do they like the professor and you know the first
the professor and you know the first
the professor and you know the first year I picked all my classes based on it
year I picked all my classes based on it
year I picked all my classes based on it workload and I picked everything a low
workload and I picked everything a low
workload and I picked 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 was fine but
didn’t work very hard which was fine but
didn’t work very hard which was 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 the second year I picked all
that and so the second year I picked all
that and so the second year I picked all my classes by professor rating
my classes by professor rating
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
knowledge
knowledge and you were excited to work hard for
and you were excited to work hard for
and you were excited to work hard for them you know and so again what the
them you know and so again what the
them you know and so again what the question is what are the filters we’re
question is what are the filters we’re
question is what are the filters we’re 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 are you enjoying yourself and I
last but are you enjoying yourself and I
last but are you enjoying yourself and I talked to a guy recently who isn’t it
talked to a guy recently who isn’t it
talked to a guy recently who isn’t it he’s in bad shape
he’s in bad shape
he’s 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 know what to
really depressed he doesn’t know what to
really depressed he doesn’t know what to do and so we were going through all his
do and so we were going through all his
do and so we were going through all his old jobs you know and I said give me a
old jobs you know and I said give me a
old jobs you know and I said give me a job that you’ve loved and he had every
job that you’ve loved and he had every
job that you’ve loved and he had 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 the money and if
picked because of the the money and if
picked because of the the money and if something offered him more somewhere
something offered him more somewhere
something offered him more somewhere else he took it you know regardless and
else he took it you know regardless and
else he took it you know regardless and and and the amazing thing is he
and and the amazing thing is he
and and the amazing thing is he plateaued because if you’re only chasing
plateaued because if you’re only chasing
plateaued because if you’re only chasing the result if you’re only chasing the
the result if you’re only chasing the
the result if you’re only chasing the thing that makes it easy right then
thing that makes it easy right then
thing that makes it easy right then eventually you will get bored or they’ll
eventually you will get bored or they’ll
eventually you will get bored or they’ll get bored of you right and you plateau
get bored of you right and you plateau
get bored of you right and you plateau in other words chasing the whole mighty
in other words chasing the whole mighty
in other words chasing the whole mighty dollar if that’s your only thing it
dollar if that’s your only thing it
dollar if that’s your only thing it eventually flattens out whereas if
eventually flattens out whereas if
eventually flattens out whereas if you’re chasing the thing that excites
you’re chasing the thing that excites
you’re chasing the thing that excites you the human beings to be around the
you the human beings to be around the
you the human beings to be around the work that excites you the stuff that you
work that excites you the stuff that you
work that excites you the stuff that you know you know you you can get passionate
know you know you you can get passionate
know you know you you can get passionate about you know
about you know
about you know the the irony is is you’ll actually make
the the irony is is you’ll actually make
the the irony is is you’ll actually make way way more right because you’re
way way more right because you’re
way way more right because you’re excited and they appreciate your
excited and they appreciate your
excited and they appreciate your excitement and they reward your
excitement and they reward your
excitement and they reward your excitement and you’re better at your
excitement and you’re better at your
excitement and you’re better at your work because you want to work harder and
work because you want to work harder and
work because you want to work harder and all of that stuff you don’t have to
all of that stuff you don’t have to
all of that stuff you don’t have to strain to work harder so decision-making
strain to work harder so decision-making
strain to work harder so decision-making is simply a matter of filters you know
is simply a matter of filters you know
is simply a matter of filters you know and so I’ve made decisions in my life
and so I’ve made decisions in my life
and so I’ve made decisions in my life that I would rather be happy than right
that I would rather be happy than right
that I would rather be happy than right I’d rather do good then then get rich
I’d rather do good then then get rich
I’d rather do good then then get rich and and so the decisions I make put me
and and so the decisions I make put me
and and so the decisions I make put me in positions where when I leave any
in positions where when I leave any
in positions where when I leave any engagement when I leave any meeting I
engagement when I leave any meeting I
engagement when I leave any meeting I feel that I’ve contributed right rare
feel that I’ve contributed right rare
feel that I’ve contributed right rare are the times anymore where you walk
are the times anymore where you walk
are the times anymore where you walk arguing just think of the money just
arguing just think of the money just
arguing just think of the money just think of the money think of the money
think of the money think of the money
think of the money think of the money you know I I because that doesn’t feel
you know I I because that doesn’t feel
you know I I because that doesn’t feel nice and and the experience I have I
nice and and the experience I have I
nice and and the experience I have I don’t enjoy traveling to them and I
don’t enjoy traveling to them and I
don’t enjoy traveling to them and I don’t enjoy traveling home we have an
don’t enjoy traveling home we have an
don’t enjoy traveling home we have an amazing experience I am looking forward
amazing experience I am looking forward
amazing experience I am looking forward to getting there and I’m excited when I
to getting there and I’m excited when I
to getting there and I’m excited when I leave you know so it’s just decision
leave you know so it’s just decision
leave you know so it’s just decision made decision-making is just a matter of
made decision-making is just a matter of
made decision-making is just a matter of what filters you use and if you’re if
what filters you use and if you’re if
what filters you use and if you’re if you’re good about keeping those filters
you’re good about keeping those filters
you’re good about keeping those filters up and clear then then make your
up and clear then then make your
up and clear then then make your decision I don’t judge anybody by how if
decision I don’t judge anybody by how if
decision I don’t judge anybody by how if they choose to use different filters
they choose to use different filters
they choose to use different filters these are just the filters I choose to
these are just the filters I choose to
these are just the filters I choose to live my life you know not right or wrong
live my life you know not right or wrong
live my life you know not right or wrong just
just
just those are my decisions you know that’s
those are my decisions you know that’s
those are my decisions you know that’s my filter
my filter
my filter [Music]
[Music]
[Music] how can you help the human race how can
how can you help the human race how can
how can you help the human race how can you help the human race human species
you help the human race human species
you help the human race human species progress
progress
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 Trust is a feeling
make no mistake of it Trust is a feeling
make no mistake of it Trust is a 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 and yet we still trust them Trust is not
and yet we still trust them Trust is not
and yet we still trust them Trust is not a checklist simply doing everything you
a checklist simply doing everything you
a checklist simply doing everything you say you’re going to do doesn’t that much
say you’re going to do doesn’t that much
say you’re going to do doesn’t that much 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 with that no
explore and go somewhere with that no
explore and go somewhere with that no one has ever gone before
one has ever gone before
one has ever gone before with the confidence that if we fail if
with the confidence that if we fail if
with the confidence that if we fail if we trip over if we turn our backs that
we trip over if we turn our backs that
we trip over if we turn our backs that those within our community those who we
those within our community those who we
those within our community those who we trust and who trust us will look after
trust and who trust us will look after
trust and who trust us will look after us while we’re gone we’ll pick us up
us while we’re gone we’ll pick us up
us while we’re gone we’ll pick us up when we fall over
when we fall over
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 we’re not good at
survival depends on it we’re not good at
survival depends on it we’re not good at everything we’re not good by ourselves
everything we’re not good by ourselves
everything we’re not good by ourselves you know if I send you out to go fight a
you know if I send you out to go fight a
you know if I send you out to go fight a saber-toothed tiger by yourself odds are
saber-toothed tiger by yourself odds are
saber-toothed tiger by yourself odds are Tiger one you zero it’s not gonna go
Tiger one you zero it’s not gonna go
Tiger one you zero it’s not gonna go very well but if you go out as a group
very well but if you go out as a group
very well but if you go out as a group we’re pretty damn amazing and the reason
we’re pretty damn amazing and the reason
we’re pretty damn amazing and the reason is is because we all have our strengths
is is because we all have our strengths
is is because we all have our strengths and we all of our certain weaknesses and
and we all of our certain weaknesses and
and we all of 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
the goal is to amplify your strengths
the goal is to amplify your strengths and surround yourself with the people
and surround yourself with the people
and surround yourself with the people who can do what you
who can do what you
who can do what you paddu but it’s not just based on skills
paddu but it’s not just based on skills
paddu but it’s not just based on skills and an application and experience it’s
and an application and experience it’s
and an application and experience it’s based on what you believe it’s based on
based on what you believe it’s based on
based on what you believe it’s based on what you believe you see simply being
what you believe you see simply being
what you believe you see simply being good at something and having somebody
good at something and having somebody
good at something and having somebody else being good what you’re no good at
else being good what you’re no good at
else being good what you’re no good at does not mean you will trust each other
does not mean you will trust each other
does not mean you will trust each other trust the sense of trust comes from the
trust the sense of trust comes from the
trust the sense of trust comes from the sense of common values and common
sense of common values and common
sense of common values and common beliefs and prove it
beliefs and prove it
beliefs and prove it how many of you from New York okay
how many of you from New York okay
how many of you from New York okay bunchy you are you friends with
bunchy you are you friends with
bunchy 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’re like
meet someone from New York you’re like
meet someone from New York you’re like hey I’m from New York and you’re best
hey I’m from New York and you’re best
hey I’m from New York and you’re best friends right and when you go to France
friends right and when you go to France
friends right and when you go to France you there you are on the Paris Metro
you there you are on the Paris Metro
you there you are on the Paris Metro minding your own business and you’re
minding your own business and you’re
minding your own business and you’re here in American acts behind you you
here in American acts behind you you
here in American acts behind you you turn around and say hey where’re you
turn around and say hey where’re you
turn around and say hey where’re you from
from
from they say Los Angeles you like hey I’m
they say Los Angeles you like hey I’m
they say Los Angeles you 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 beliefs that you have and you
values and beliefs that you have and you
values and beliefs that you have and you start to form a very wheat real and very
start to form a very wheat real and very
start to form a very wheat 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 of the
understanding of how you grew up of the
understanding of how you grew up of the things that you care about of the life
things that you care about of the life
things that you care about of the life that you live back home well the same is
that you live back home well the same is
that you live back home well the same is true when we go to work do we want to go
true when we go to work do we want to go
true when we go to work do we want to go to work with people who understand us
to work with people who understand us
to work with people who understand us who believe what we believe who have a
who believe what we believe who have a
who believe what we believe who have a similar view of the world that has
similar view of the world that has
similar view of the world that has nothing to do with their opinions and
nothing to do with their opinions and
nothing to do with their opinions and the differences that we share that’s
the differences that we share that’s
the differences that we share that’s good that’s called diversity that’s
good that’s called diversity that’s
good that’s called diversity that’s called advantages to problem-solving
called advantages to problem-solving
called advantages to problem-solving which is we can all look at the same
which is we can all look at the same
which is we can all look at the same thing from a different angle and come up
thing from a different angle and come up
thing from a different angle and come up with solutions what I’m talking about is
with solutions what I’m talking about is
with solutions what I’m talking about is why should you help each other in the
why should you help each other in the
why should you help each other in the first place what are you in pursuit of
first place what are you in pursuit of
first place what are you in pursuit of now the question is is what creates that
now the question is is what creates that
now the question is is what creates that sense of values and believes what
sense of values and believes what
sense of values and believes what creates that sense of trust right our
creates that sense of trust right our
creates that sense of trust right our very human instinct we know how to find
very human instinct we know how to find
very human instinct we know how to find people who believe what we believe our
people who believe what we believe our
people who believe what we believe our survival depends on it we’re
survival depends on it we’re
survival depends on it we’re biologically gifted with this idea if I
biologically gifted with this idea if I
biologically gifted with this idea if I ask you to go out in the street and find
ask you to go out in the street and find
ask you to go out in the street and find all the people who believe what you
all the people who believe what you
all the people who believe what you believe you know exactly what to do
believe you know exactly what to do
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 either you’ll have a good feeling about
either you’ll have a good feeling about
either you’ll have a good feeling about them or you won’t either you’ll have
them or you won’t either you’ll have
them or you won’t either you’ll have chemistry whatever that means or you
chemistry whatever that means or you
chemistry whatever that means or you don’t sometimes it’s quick sometimes
don’t sometimes it’s quick sometimes
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
called making friends
called making friends it’s called dating it’s called
it’s called dating it’s called
it’s called dating it’s called networking we have the innate ability to
networking we have the innate ability to
networking we have the innate ability to do it
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 prepared remarks with his
cup giving his prepared remarks with his
cup giving his prepared remarks with his PowerPoint behind him and he took a sip
PowerPoint behind him and he took a sip
PowerPoint behind him and he took a sip of his coffee and he smiled and he
of his coffee and he smiled and he
of his coffee and he smiled and he looked down at the coffee and then he
looked down at the coffee and then he
looked down at the coffee and then he went off-script and he said you know
went off-script and he said you know
went off-script and he said you know last year I spoke at this exact same
last year I spoke at this exact same
last 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 had already checked me
my hotel and they had already checked me
my hotel and they had 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 copy
into the green room and handed me a copy
into the green room and handed me a copy a cup of coffee in a beautiful ceramic
a cup of coffee in a beautiful ceramic
a cup of coffee in a beautiful ceramic cup he says I’m no longer the
cup he says I’m no longer the
cup he says I’m 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 the lobby this
in when I came down the lobby this
in when I came down the 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 asked
my way backstage and when I asked
my way backstage and when I asked 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
coffee into this here Styrofoam cup
coffee into this here Styrofoam cup he says the lesson is the ceramic cup
he says the lesson is the ceramic cup
he says the lesson is the ceramic cup was never meant for me it was meant for
was never meant for me it was meant for
was never meant for me it was meant for the position I held I deserved a
the position I held I deserved a
the position I held I deserved a styrofoam
styrofoam
styrofoam remember this as you gain fame as you
remember this as you gain fame as you
remember this as you gain fame as you gain fortune as you gain position and
gain fortune as you gain position and
gain fortune as you gain position and seniority people will treat you better
seniority people will treat you better
seniority people will treat you better they will hold doors open for you they
they will hold doors open for you they
they will hold doors open for you they will get you a cup of tea and coffee
will get you a cup of tea and coffee
will get you a cup of tea and coffee without you even asking they will call
without you even asking they will call
without you even asking they will call you sir and ma’am and they will give you
you sir and ma’am and they will give you
you sir and ma’am and they will give you stuff none of that stuff is meant for
stuff none of that stuff is meant for
stuff none of that stuff is meant for you that stuff is meant for the position
you that stuff is meant for the position
you that stuff is meant for the position you hold it is meant for the level that
you hold it is meant for the level that
you hold it is meant for the level that you have achieved of leader or success
you have achieved of leader or success
you have achieved of leader or success or whatever you want to call it but you
or whatever you want to call it but you
or whatever you want to call it but you will always deserve a Styrofoam cup
will always deserve a Styrofoam cup
will always deserve a Styrofoam cup remember that remember that lesson of
remember that remember that lesson of
remember that remember that lesson of humility and gratitude you can accept
humility and gratitude you can accept
humility and gratitude you can accept all the free stuff you can accept all
all the free stuff you can accept all
all the free stuff you can accept all the perks absolutely you can enjoy them
the perks absolutely you can enjoy them
the perks absolutely you can enjoy them but just be grateful for them and know
but just be grateful for them and know
but just be grateful for them and know that they’re not for you I remember
that they’re not for you I remember
that they’re not for you I remember getting off the Acela I took the Acela
getting off the Acela I took the Acela
getting off the Acela I took the Acela from New York to Washington DC and I got
from New York to Washington DC and I got
from New York to Washington DC and I got off the train like everybody else and I
off the train like everybody else and I
off the train like everybody else and I was walking down the platform like
was walking down the platform like
was walking down the platform like everyone else and I walked past general
everyone else and I walked past general
everyone else and I walked past general Nordy Schwartz who used to be the chief
Nordy Schwartz who used to be the chief
Nordy Schwartz who used to be the chief of staff of the United States Air Force
of staff of the United States Air Force
of staff of the United States Air Force the head of the Air Force and here I did
the head of the Air Force and here I did
the head of the Air Force and here I did you see a guy in a suit slepping his own
you see a guy in a suit slepping his own
you see a guy in a suit slepping his own suitcase down the platform just like me
suitcase down the platform just like me
suitcase down the platform just like me and just a couple months ago he was
and just a couple months ago he was
and just a couple months ago he was flying on private jets and a an
flying on private jets and a an
flying on private jets and a an entourage and other people carried his
entourage and other people carried his
entourage and other people carried his light luggage
light luggage
light luggage he no longer held the position and so
he no longer held the position and so
he no longer held the position and so now he got to drag his own suitcase and
now he got to drag his own suitcase and
now he got to drag his own suitcase and never did it sort of remind me more that
never did it sort of remind me more that
never did it sort of remind me more that none of us deserve the perks that we get
none of us deserve the perks that we get
none of us deserve the perks that we get we all deserve a Styrofoam cup
”
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