Guy Kawasaki’s Top 10 Rules For Success (@GuyKawasaki)

the essence of entrepreneurship is about

the essence of entrepreneurship is about making meaning this mission statement is

making meaning this mission statement is

making meaning this mission statement is going to be good for the shareholders

going to be good for the shareholders

going to be good for the shareholders for the employees for the customers if

for the employees for the customers if

for the employees for the customers if HR is there it’s going to be good for

HR is there it’s going to be good for

HR is there it’s going to be good for the whales and the Dolphins gonna take

the whales and the Dolphins gonna take

the whales and the Dolphins gonna take care of everything you should not be

care of everything you should not be

care of everything you should not be afraid of polarizing people I’m not

afraid of polarizing people I’m not

afraid of polarizing people I’m not saying you should go and intentionally

saying you should go and intentionally

saying you should go and intentionally piss them off using your Rockstar

piss them off using your Rockstar

piss them off using your Rockstar roommate who happen to be with you the

roommate who happen to be with you the

roommate who happen to be with you the weekend you got drunk and decided to

weekend you got drunk and decided to

weekend you got drunk and decided to start this pet food company it’s not the

start this pet food company it’s not the

start this pet food company it’s not the crappy logo that your sister-in-law

crappy logo that your sister-in-law

crappy logo that your sister-in-law designed for free you need to tell a

designed for free you need to tell a

designed for free you need to tell a story why did you start eBay why did you

story why did you start eBay why did you

story why did you start eBay why did you start Google yeah you know the Latin

start Google yeah you know the Latin

start Google yeah you know the Latin saying oh I think therefore I am for an

saying oh I think therefore I am for an

saying oh I think therefore I am for an entrepreneur it is a pitch therefore I

entrepreneur it is a pitch therefore I

entrepreneur it is a pitch therefore I am don’t scale too fast I have never

am don’t scale too fast I have never

am don’t scale too fast I have never seen a company die because it could not

seen a company die because it could not

seen a company die because it could not scale too fast for you to reach critical

scale too fast for you to reach critical

scale too fast for you to reach critical mass with a product it’s not because the

mass with a product it’s not because the

mass with a product it’s not because the Wall Street Journal of the New York

Wall Street Journal of the New York

Wall Street Journal of the New York Times blessed your product it’s because

Times blessed your product it’s because

Times blessed your product it’s because lonely boy 15 embraced your product at

lonely boy 15 embraced your product at

lonely boy 15 embraced your product at this point in my life you may have

this point in my life you may have

this point in my life you may have noticed I really don’t give it what

noticed I really don’t give it what

noticed I really don’t give it what people think he’s a Silicon Valley

people think he’s a Silicon Valley

people think he’s a Silicon Valley marketing executive he was one of the

marketing executive he was one of the

marketing executive he was one of the Apple employees originally responsible

Apple employees originally responsible

Apple employees originally responsible for marketing their Macintosh computer

for marketing their Macintosh computer

for marketing their Macintosh computer 1984 in 2015 he joined the Wikimedia

1984 in 2015 he joined the Wikimedia

1984 in 2015 he joined the Wikimedia Board of Trustees he’s guy kawasaki and

Board of Trustees he’s guy kawasaki and

Board of Trustees he’s guy kawasaki and here his top 10 rules for success the

here his top 10 rules for success the

here his top 10 rules for success the first thing I figured out and learns

first thing I figured out and learns

first thing I figured out and learns sometimes the hard way about

sometimes the hard way about

sometimes the hard way about entrepreneurship is that the core the

entrepreneurship is that the core the

entrepreneurship is that the core the essence of entrepreneurship is about

essence of entrepreneurship is about

essence of entrepreneurship is about making meaning many many people start

making meaning many many people start

making meaning many many people start companies to make money the quick flip

companies to make money the quick flip

companies to make money the quick flip the dot-com phenomena and I have noticed

the dot-com phenomena and I have noticed

the dot-com phenomena and I have noticed in both the companies that I’ve started

in both the companies that I’ve started

in both the companies that I’ve started and funded and been associated with that

and funded and been associated with that

and funded and been associated with that those companies that that are

those companies that that are

those companies that that are fundamentally founded to change the

fundamentally founded to change the

fundamentally founded to change the world to make the world a better place

world to make the world a better place

world to make the world a better place to make meaning are the companies that

to make meaning are the companies that

to make meaning are the companies that make a difference they are the companies

make a difference they are the companies

make a difference they are the companies to succeed my naive and romantic belief

to succeed my naive and romantic belief

to succeed my naive and romantic belief is that if you make meaning you’ll

is that if you make meaning you’ll

is that if you make meaning you’ll probably make money but if you set out

probably make money but if you set out

probably make money but if you set out to make money you will probably not make

to make money you will probably not make

to make money you will probably not make meaning and you won’t make money so my

meaning and you won’t make money so my

meaning and you won’t make money so my first thought is you need to make

first thought is you need to make

first thought is you need to make meaning that should be the core of why

meaning that should be the core of why

meaning that should be the core of why you start a company there are three ways

you start a company there are three ways

you start a company there are three ways to make meaning first is to increase the

to make meaning first is to increase the

to make meaning first is to increase the quality of life my background is a

quality of life my background is a

quality of life my background is a Macintosh division of Apple Computer

Macintosh division of Apple Computer

Macintosh division of Apple Computer then I can tell you the total Sergent e

then I can tell you the total Sergent e

then I can tell you the total Sergent e that we were not motivated by making

that we were not motivated by making

that we were not motivated by making money we were motivated by changing the

money we were motivated by changing the

money we were motivated by changing the world to make people more creative and

world to make people more creative and

world to make people more creative and more productive we were trying to

more productive we were trying to

more productive we were trying to increase the quality of life for the

increase the quality of life for the

increase the quality of life for the Macintosh user and I was a great

Macintosh user and I was a great

Macintosh user and I was a great motivation it kept us going through many

motivation it kept us going through many

motivation it kept us going through many many difficult periods we were waking up

many difficult periods we were waking up

many difficult periods we were waking up in the morning thinking how we could

in the morning thinking how we could

in the morning thinking how we could change people’s lives a second way to

change people’s lives a second way to

change people’s lives a second way to make meaning is to right or wrong you

make meaning is to right or wrong you

make meaning is to right or wrong you know that this fish is going to die

know that this fish is going to die

know that this fish is going to die after jumping out but to write a raw

after jumping out but to write a raw

after jumping out but to write a raw means that you find something that’s

means that you find something that’s

means that you find something that’s wrong in the world or you notice

wrong in the world or you notice

wrong in the world or you notice something that’s wrong around you want

something that’s wrong around you want

something that’s wrong around you want to fix that this might be particularly

to fix that this might be particularly

to fix that this might be particularly applicable to not-for-profits where you

applicable to not-for-profits where you

applicable to not-for-profits where you know there’s pollution or there’s crime

know there’s pollution or there’s crime

know there’s pollution or there’s crime or there’s abuse and they just their

or there’s abuse and they just their

or there’s abuse and they just their very core is to end that wrong and the

very core is to end that wrong and the

very core is to end that wrong and the third way to make meaning is to prevent

third way to make meaning is to prevent

third way to make meaning is to prevent the end of something good that you see

the end of something good that you see

the end of something good that you see something beautiful something wonderful

something beautiful something wonderful

something beautiful something wonderful and you just can’t stand the fact that

and you just can’t stand the fact that

and you just can’t stand the fact that it’s been eroded it’s being changed it’s

it’s been eroded it’s being changed it’s

it’s been eroded it’s being changed it’s being ruined so I ask you as you start

being ruined so I ask you as you start

being ruined so I ask you as you start your companies your not-for-profits your

your companies your not-for-profits your

your companies your not-for-profits your churches your schools whatever you’re

churches your schools whatever you’re

churches your schools whatever you’re starting

starting

starting please have one of those three

please have one of those three

please have one of those three motivations one or more of those

motivations one or more of those

motivations one or more of those motivations if you don’t have any of

motivations if you don’t have any of

motivations if you don’t have any of those motivations I suggest that you

those motivations I suggest that you

those motivations I suggest that you rethink what you’re doing because there

rethink what you’re doing because there

rethink what you’re doing because there are too many MBAs in the world and I

are too many MBAs in the world and I

are too many MBAs in the world and I have an MBA because there are too many

have an MBA because there are too many

have an MBA because there are too many MBAs and too many have you have worked

MBAs and too many have you have worked

MBAs and too many have you have worked for Bain or McKinsey or Arthur D little

for Bain or McKinsey or Arthur D little

for Bain or McKinsey or Arthur D little somehow you think that you should make a

somehow you think that you should make a

somehow you think that you should make a mission statement and the way you make a

mission statement and the way you make a

mission statement and the way you make a mission statement is typically this you

mission statement is typically this you

mission statement is typically this you go on a 2-day off-site with the

go on a 2-day off-site with the

go on a 2-day off-site with the executive team the executive team the

executive team the executive team the

executive team the executive team the first day of this off-site you’re

first day of this off-site you’re

first day of this off-site you’re outdoors you’re at the ritz-carlton Half

outdoors you’re at the ritz-carlton Half

outdoors you’re at the ritz-carlton Half Moon Bay for example because that’s why

Moon Bay for example because that’s why

Moon Bay for example because that’s why you go on these off sites so you go to

you go on these off sites so you go to

you go on these off sites so you go to the ritz-carlton Half Moon Bay and

the ritz-carlton Half Moon Bay and

the ritz-carlton Half Moon Bay and there’s a facilitator and the first day

there’s a facilitator and the first day

there’s a facilitator and the first day you create these cross-functional teams

you create these cross-functional teams

you create these cross-functional teams and and the facilitator says all right

and and the facilitator says all right

and and the facilitator says all right one of you from each team come to the

one of you from each team come to the

one of you from each team come to the front everybody else get behind him or

front everybody else get behind him or

front everybody else get behind him or her turn around

her turn around

her turn around shut your eyes open up your arms and

shut your eyes open up your arms and

shut your eyes open up your arms and fall backwards into their arms because

fall backwards into their arms because

fall backwards into their arms because we’re going to build trust you’re going

we’re going to build trust you’re going

we’re going to build trust you’re going to learn that your teammates are there

to learn that your teammates are there

to learn that your teammates are there for you so turn around shut your eyes

for you so turn around shut your eyes

for you so turn around shut your eyes spread your arms and fall backwards so

spread your arms and fall backwards so

spread your arms and fall backwards so after one day of this the

after one day of this the

after one day of this the second days you’re out in a small room

second days you’re out in a small room

second days you’re out in a small room there’s a bunch of white papers you know

there’s a bunch of white papers you know

there’s a bunch of white papers you know those tablets of papers and there’s a

those tablets of papers and there’s a

those tablets of papers and there’s a facilitator who knows nothing about your

facilitator who knows nothing about your

facilitator who knows nothing about your industry and that facilitator is going

industry and that facilitator is going

industry and that facilitator is going to help you craft this mission statement

to help you craft this mission statement

to help you craft this mission statement and this mission statement is going to

and this mission statement is going to

and this mission statement is going to be good for the shareholders for the

be good for the shareholders for the

be good for the shareholders for the employees for the customers if HR is

employees for the customers if HR is

employees for the customers if HR is there it’s going to be good for the

there it’s going to be good for the

there it’s going to be good for the whales and the Dolphins we’re going to

whales and the Dolphins we’re going to

whales and the Dolphins we’re going to take care of everything and what happens

take care of everything and what happens

take care of everything and what happens is you get a mission statement like this

is you get a mission statement like this

is you get a mission statement like this the mission of Wendy’s is to deliver

the mission of Wendy’s is to deliver

the mission of Wendy’s is to deliver superior quality products and services

superior quality products and services

superior quality products and services for our customers and communities

for our customers and communities

for our customers and communities through leadership innovation and

through leadership innovation and

through leadership innovation and partnerships now

don’t get me wrong I love Wendy’s I have

don’t get me wrong I love Wendy’s I have four children by definition I like

four children by definition I like

four children by definition I like Wendy’s okay but I have to tell you in

Wendy’s okay but I have to tell you in

Wendy’s okay but I have to tell you in all the times that I’ve eaten Wendy’s it

all the times that I’ve eaten Wendy’s it

all the times that I’ve eaten Wendy’s it has never occurred to me that I am

has never occurred to me that I am

has never occurred to me that I am participating in something involving

participating in something involving

participating in something involving leadership innovation and partnerships I

leadership innovation and partnerships I

leadership innovation and partnerships I dare say that if you ask

dare say that if you ask

dare say that if you ask Trixie or Biff working at Wendy’s what

Trixie or Biff working at Wendy’s what

Trixie or Biff working at Wendy’s what is the mission statement of Wendy’s not

is the mission statement of Wendy’s not

is the mission statement of Wendy’s not one could repeat this I also dare say

one could repeat this I also dare say

one could repeat this I also dare say that not even the founder of Wendy’s

that not even the founder of Wendy’s

that not even the founder of Wendy’s Dave Thomas could repeat this I know

Dave Thomas could repeat this I know

Dave Thomas could repeat this I know that’s not true because he’s dead this

that’s not true because he’s dead this

that’s not true because he’s dead this is a useless kind of statement it’s too

is a useless kind of statement it’s too

is a useless kind of statement it’s too long it’s not unique it’s not memorable

long it’s not unique it’s not memorable

long it’s not unique it’s not memorable as an entrepreneur someday when you have

as an entrepreneur someday when you have

as an entrepreneur someday when you have 15,000 employees you’re trading on

15,000 employees you’re trading on

15,000 employees you’re trading on NASDAQ and you spend two million dollars

NASDAQ and you spend two million dollars

NASDAQ and you spend two million dollars to build your annual report fine make a

to build your annual report fine make a

to build your annual report fine make a dumb ass mission statement like this but

dumb ass mission statement like this but

dumb ass mission statement like this but right now in the entrepreneurial stage I

right now in the entrepreneurial stage I

right now in the entrepreneurial stage I submit to you you should create a mantra

submit to you you should create a mantra

submit to you you should create a mantra three or four words a mantra ironically

three or four words a mantra ironically

three or four words a mantra ironically entrepreneurs who should have this bias

entrepreneurs who should have this bias

entrepreneurs who should have this bias toward action often can’t get going they

toward action often can’t get going they

toward action often can’t get going they are victims of engineering creeping

are victims of engineering creeping

are victims of engineering creeping elegance where they always want to add

elegance where they always want to add

elegance where they always want to add one more feature or they’re marketing

one more feature or they’re marketing

one more feature or they’re marketing people or and they they need that

people or and they they need that

people or and they they need that external validation they want to prove

external validation they want to prove

external validation they want to prove that there’s a market they have to read

that there’s a market they have to read

that there’s a market they have to read one more consulting study or they’re

one more consulting study or they’re

one more consulting study or they’re trying to get a focus group to prove

trying to get a focus group to prove

trying to get a focus group to prove that the product works they need one

that the product works they need one

that the product works they need one more focus group one more test suite one

more focus group one more test suite one

more focus group one more test suite one more something a bunch of crap so here’s

more something a bunch of crap so here’s

more something a bunch of crap so here’s three recommendations about getting

three recommendations about getting

three recommendations about getting going the first is you got to think

going the first is you got to think

going the first is you got to think different as an entrepreneur your goal

different as an entrepreneur your goal

different as an entrepreneur your goal should not be to do something 10 or 15

should not be to do something 10 or 15

should not be to do something 10 or 15 or 20 percent better it should be to do

or 20 percent better it should be to do

or 20 percent better it should be to do something ten times better it should not

something ten times better it should not

something ten times better it should not be a slightly better Apple two it should

be a slightly better Apple two it should

be a slightly better Apple two it should not be slightly better ms-dos it should

not be slightly better ms-dos it should

not be slightly better ms-dos it should be a completely different operating

be a completely different operating

be a completely different operating system think their friend build the

system think their friend build the

system think their friend build the product or service that you love I

product or service that you love I

product or service that you love I moderated a panel on Saturday where a

moderated a panel on Saturday where a

moderated a panel on Saturday where a venture capitalist from Sequoia was on

venture capitalist from Sequoia was on

venture capitalist from Sequoia was on the panel and he said that the best

the panel and he said that the best

the panel and he said that the best source of entrepreneurial

source of entrepreneurial

source of entrepreneurial for Sequoia the best places and

for Sequoia the best places and

for Sequoia the best places and companies to fund are people under 30

companies to fund are people under 30

companies to fund are people under 30 years old who are solving a personal

years old who are solving a personal

years old who are solving a personal problem

problem

problem hence Google can see ah who has an Cisco

hence Google can see ah who has an Cisco

hence Google can see ah who has an Cisco that’s the kind of sweet spot for

that’s the kind of sweet spot for

that’s the kind of sweet spot for venture capital for don’t just do the

venture capital for don’t just do the

venture capital for don’t just do the 15th thing think different

15th thing think different

15th thing think different the second point about getting going is

the second point about getting going is

the second point about getting going is do not be afraid of polarizing people

do not be afraid of polarizing people

do not be afraid of polarizing people you know many people are afraid to

you know many people are afraid to

you know many people are afraid to polarize people that my god some people

polarize people that my god some people

polarize people that my god some people might not like what we do

might not like what we do

might not like what we do and so they try to create this product

and so they try to create this product

and so they try to create this product or service that everybody likes that is

or service that everybody likes that is

or service that everybody likes that is impossible you should not be afraid of

impossible you should not be afraid of

impossible you should not be afraid of polarizing people I’m not saying you

polarizing people I’m not saying you

polarizing people I’m not saying you should go and intentionally piss them

should go and intentionally piss them

should go and intentionally piss them off but you should not be afraid of

off but you should not be afraid of

off but you should not be afraid of polarizing people the ideal situation is

polarizing people the ideal situation is

polarizing people the ideal situation is where some people really love your

where some people really love your

where some people really love your product and some people hate your

product and some people hate your

product and some people hate your product but very few people feel sort of

product but very few people feel sort of

product but very few people feel sort of disinterested or or neutral towards your

disinterested or or neutral towards your

disinterested or or neutral towards your product you know something like a Toyota

product you know something like a Toyota

product you know something like a Toyota Scion xB you either love that design and

Scion xB you either love that design and

Scion xB you either love that design and you think it’s very cool or you think

you think it’s very cool or you think

you think it’s very cool or you think that’s a refrigerator on wheels but

that’s a refrigerator on wheels but

that’s a refrigerator on wheels but there is nothing in the middle

there is nothing in the middle

there is nothing in the middle it’s nothing in the middle same thing

it’s nothing in the middle same thing

it’s nothing in the middle same thing with a Mini Cooper same thing with the

with a Mini Cooper same thing with the

with a Mini Cooper same thing with the Murano same thing with a McIntosh same

Murano same thing with a McIntosh same

Murano same thing with a McIntosh same thing with the harley-davidson either

thing with the harley-davidson either

thing with the harley-davidson either love the product or hate the product but

love the product or hate the product but

love the product or hate the product but don’t be afraid to polarize people and

don’t be afraid to polarize people and

don’t be afraid to polarize people and the third point is you need to find a

the third point is you need to find a

the third point is you need to find a few soulmates I think there’s a vast

few soulmates I think there’s a vast

few soulmates I think there’s a vast myth about entrepreneurship that it’s

myth about entrepreneurship that it’s

myth about entrepreneurship that it’s Steve Jobs changing the world

Steve Jobs changing the world

Steve Jobs changing the world single-handedly Bill Gates changing the

single-handedly Bill Gates changing the

single-handedly Bill Gates changing the world single-handedly richard branson

world single-handedly richard branson

world single-handedly richard branson changing the world single-handedly Anita

changing the world single-handedly Anita

changing the world single-handedly Anita Roddick changing the world

Roddick changing the world

Roddick changing the world single-handedly Mary Kay changing the

single-handedly Mary Kay changing the

single-handedly Mary Kay changing the little single-handedly it’s not true

little single-handedly it’s not true

little single-handedly it’s not true it’s not true you need soulmates you

it’s not true you need soulmates you

it’s not true you need soulmates you need I think ideally three people in a

need I think ideally three people in a

need I think ideally three people in a founding team because when one person

founding team because when one person

founding team because when one person falls down needy the other two people to

falls down needy the other two people to

falls down needy the other two people to pick you up and when one person is cold

pick you up and when one person is cold

pick you up and when one person is cold you need other people to hug you and

you need other people to hug you and

you need other people to hug you and keep you warm it’s very hard to keep

keep you warm it’s very hard to keep

keep you warm it’s very hard to keep yourself warm it’s very hard to hug

yourself warm it’s very hard to hug

yourself warm it’s very hard to hug yourself all right

yourself all right

yourself all right so find the soulmate for Bill Gates

so find the soulmate for Bill Gates

so find the soulmate for Bill Gates there was Steve Ballmer for Steve Jobs

there was Steve Ballmer for Steve Jobs

there was Steve Ballmer for Steve Jobs there was Steve Wozniak find a few

there was Steve Wozniak find a few

there was Steve Wozniak find a few soulmates that balance you off that keep

soulmates that balance you off that keep

soulmates that balance you off that keep you warm that’ll pick you up

you warm that’ll pick you up

you warm that’ll pick you up number one then entrepreneurs use all

number one then entrepreneurs use all

number one then entrepreneurs use all the time and if you’re going to pitch me

the time and if you’re going to pitch me

the time and if you’re going to pitch me you better avoid this mistake which is

you better avoid this mistake which is

you better avoid this mistake which is to take this big number and multiply by

to take this big number and multiply by

to take this big number and multiply by a mere 1% so this is how the pitch goes

a mere 1% so this is how the pitch goes

a mere 1% so this is how the pitch goes pretend you go back in time 15 years ago

pretend you go back in time 15 years ago

pretend you go back in time 15 years ago and you’re pitching that’s calm so pets

and you’re pitching that’s calm so pets

and you’re pitching that’s calm so pets calm was a dot-com startup it’s so dog

calm was a dot-com startup it’s so dog

calm was a dot-com startup it’s so dog food online ok so this is the pitch

food online ok so this is the pitch

food online ok so this is the pitch there are 300 million Americans

there are 300 million Americans

there are 300 million Americans these Americans roughly one in four on a

these Americans roughly one in four on a

these Americans roughly one in four on a dog 75 million dogs each dog eats two

dog 75 million dogs each dog eats two

dog 75 million dogs each dog eats two cans of dog food per day 150 million

cans of dog food per day 150 million

cans of dog food per day 150 million cans of dog food per day and this is not

cans of dog food per day and this is not

cans of dog food per day and this is not b2b this is Busey or more accurately b2d

b2b this is Busey or more accurately b2d

b2b this is Busey or more accurately b2d because dogs dogs do not take the

because dogs dogs do not take the

because dogs dogs do not take the weekend off dogs eat every day right so

weekend off dogs eat every day right so

weekend off dogs eat every day right so total addressable market is one and a

total addressable market is one and a

total addressable market is one and a half million cans of dog food per day

half million cans of dog food per day

half million cans of dog food per day excuse me 150 million cans of dog food

excuse me 150 million cans of dog food

excuse me 150 million cans of dog food per day times 365 now let’s be

per day times 365 now let’s be

per day times 365 now let’s be conservative because that’s a favorite

conservative because that’s a favorite

conservative because that’s a favorite of entrepreneurs let’s be conservative

of entrepreneurs let’s be conservative

of entrepreneurs let’s be conservative let’s pretend that we can get a mere 1%

let’s pretend that we can get a mere 1%

let’s pretend that we can get a mere 1% of this market you know how hard could

of this market you know how hard could

of this market you know how hard could that possibly be to get a mere 1% of 150

that possibly be to get a mere 1% of 150

that possibly be to get a mere 1% of 150 million cans of dog food per day so 1%

million cans of dog food per day so 1%

million cans of dog food per day so 1% of 150 million cans of dog food per day

of 150 million cans of dog food per day

of 150 million cans of dog food per day you don’t need to go to Stanford to

you don’t need to go to Stanford to

you don’t need to go to Stanford to figure out that’s one and a half million

figure out that’s one and a half million

figure out that’s one and a half million cans of dog food per day one and a half

cans of dog food per day one and a half

cans of dog food per day one and a half million cans of dog food per day let’s

million cans of dog food per day let’s

million cans of dog food per day let’s say you conservatively make a buck for a

say you conservatively make a buck for a

say you conservatively make a buck for a cat that’s a million and a half dollars

cat that’s a million and a half dollars

cat that’s a million and a half dollars per day one and a half million dollars

per day one and a half million dollars

per day one and a half million dollars their gross for every times 365 equals

their gross for every times 365 equals

their gross for every times 365 equals 500 million oliver’s this conservatively

500 million oliver’s this conservatively

500 million oliver’s this conservatively speaking worst case ok

do you not hear this kind of pitch every

do you not hear this kind of pitch every freaking day of the year right right so

freaking day of the year right right so

freaking day of the year right right so that’s what people do and you know it’s

that’s what people do and you know it’s

that’s what people do and you know it’s total bull it’s total bull because you

total bull it’s total bull because you

total bull it’s total bull because you cannot address that kind of market this

cannot address that kind of market this

cannot address that kind of market this is saying you know how hard could it be

is saying you know how hard could it be

is saying you know how hard could it be to get 1% of the people in China to

to get 1% of the people in China to

to get 1% of the people in China to drink my soda well that’s not so easy to

drink my soda well that’s not so easy to

drink my soda well that’s not so easy to get 1% of people in China to drink your

get 1% of people in China to drink your

get 1% of people in China to drink your soda so the solution for this is that

soda so the solution for this is that

soda so the solution for this is that you calculate from the bottom up ok so

you calculate from the bottom up ok so

you calculate from the bottom up ok so if you use the mistaken way you

if you use the mistaken way you

if you use the mistaken way you calculate one and a half million cans

calculate one and a half million cans

calculate one and a half million cans per day conservatively speaking let’s go

per day conservatively speaking let’s go

per day conservatively speaking let’s go from the bottom so from the bottom using

from the bottom so from the bottom using

from the bottom so from the bottom using your Rockstar roommate who happen to be

your Rockstar roommate who happen to be

your Rockstar roommate who happen to be with you the weekend you got drunk and

with you the weekend you got drunk and

with you the weekend you got drunk and decided to start this pet food company

decided to start this pet food company

decided to start this pet food company and because you know you have no

and because you know you have no

and because you know you have no technical skills and he has one class in

technical skills and he has one class in

technical skills and he has one class in programming he’s the CTO now ok

you know I can tell you you you’re

you know I can tell you you you’re familiar with this practice right right

familiar with this practice right right

familiar with this practice right right okay so CTO and CEO and so this is how

okay so CTO and CEO and so this is how

okay so CTO and CEO and so this is how you do a bottom-up analysis you say all

you do a bottom-up analysis you say all

you do a bottom-up analysis you say all right so with my rock star you know PHP

right so with my rock star you know PHP

right so with my rock star you know PHP Ruby expert roommate he’s gonna write

Ruby expert roommate he’s gonna write

Ruby expert roommate he’s gonna write this great or she’s gonna write this

this great or she’s gonna write this

this great or she’s gonna write this great website and but let’s just think

great website and but let’s just think

great website and but let’s just think like so website the selling pet food

like so website the selling pet food

like so website the selling pet food online let’s figure that we can get

online let’s figure that we can get

online let’s figure that we can get 50,000 unique visitors a month let’s be

50,000 unique visitors a month let’s be

50,000 unique visitors a month let’s be a little conservative 50,000 and of

a little conservative 50,000 and of

a little conservative 50,000 and of those 50,000 people let’s say that using

those 50,000 people let’s say that using

those 50,000 people let’s say that using the same conservative number you know 1%

the same conservative number you know 1%

the same conservative number you know 1% of the people buy dog food they actually

of the people buy dog food they actually

of the people buy dog food they actually buy dog food right so so 1% of 50,000 is

buy dog food right so so 1% of 50,000 is

buy dog food right so so 1% of 50,000 is 500 right all right now so 500 so 500

500 right all right now so 500 so 500

500 right all right now so 500 so 500 people buy these 500 people they buy a

people buy these 500 people they buy a

people buy these 500 people they buy a case so it’s 500 times 30 so now we’re

case so it’s 500 times 30 so now we’re

case so it’s 500 times 30 so now we’re at 15,000 so like okay so we have 15,000

at 15,000 so like okay so we have 15,000

at 15,000 so like okay so we have 15,000 cans of dog food per day let’s you know

cans of dog food per day let’s you know

cans of dog food per day let’s you know let’s round it up a little so maybe we

let’s round it up a little so maybe we

let’s round it up a little so maybe we get to 15 maybe get to 20,000 but 15 or

get to 15 maybe get to 20,000 but 15 or

get to 15 maybe get to 20,000 but 15 or 20,000 is a long way from one-and-a-half

20,000 is a long way from one-and-a-half

20,000 is a long way from one-and-a-half million right so using the top-down

million right so using the top-down

million right so using the top-down analysis you come up with a conservative

analysis you come up with a conservative

analysis you come up with a conservative one and a half million per day using the

one and a half million per day using the

one and a half million per day using the more conservative you know bottom-up

more conservative you know bottom-up

more conservative you know bottom-up analysis you come up with 15,000 per day

analysis you come up with 15,000 per day

analysis you come up with 15,000 per day let me tell you something you are going

let me tell you something you are going

let me tell you something you are going to be much closer to 15,000 per day than

to be much closer to 15,000 per day than

to be much closer to 15,000 per day than one and a half million and that’s how

one and a half million and that’s how

one and a half million and that’s how you prevent this mistake you have to be

you prevent this mistake you have to be

you prevent this mistake you have to be realistic you can’t just go from this

realistic you can’t just go from this

realistic you can’t just go from this big old number and try to scrunch it

big old number and try to scrunch it

big old number and try to scrunch it down using conservative estimates you

down using conservative estimates you

down using conservative estimates you need to start from the bottom can you

need to start from the bottom can you

need to start from the bottom can you get 50,000 people to visit your website

get 50,000 people to visit your website

get 50,000 people to visit your website a day will 1% actually buy the dog food

a day will 1% actually buy the dog food

a day will 1% actually buy the dog food that’s a much more relevant way so

that’s a much more relevant way so

that’s a much more relevant way so that’s how you avoid this mistake and

that’s how you avoid this mistake and

that’s how you avoid this mistake and the results will always be closer to the

the results will always be closer to the

the results will always be closer to the bottom-up analysis than the top-down in

bottom-up analysis than the top-down in

bottom-up analysis than the top-down in all my years of working with

all my years of working with

all my years of working with entrepreneurs I have never seen a

entrepreneurs I have never seen a

entrepreneurs I have never seen a company meet their

company meet their

company meet their natural projection never it never

natural projection never it never

natural projection never it never happens the fifth thing is to weave a

happens the fifth thing is to weave a

happens the fifth thing is to weave a map Matt stands for milestones

map Matt stands for milestones

map Matt stands for milestones assumptions and tasks I happen to love

assumptions and tasks I happen to love

assumptions and tasks I happen to love ice hockey I happen to love ice hockey

ice hockey I happen to love ice hockey

ice hockey I happen to love ice hockey and there are two of my friends here

and there are two of my friends here

and there are two of my friends here from ISO aces where I play ice hockey in

from ISO aces where I play ice hockey in

from ISO aces where I play ice hockey in Redwood City and one of the pleasures of

Redwood City and one of the pleasures of

Redwood City and one of the pleasures of ice hockey is to be the first person on

ice hockey is to be the first person on

ice hockey is to be the first person on the ice after the Zamboni because after

the ice after the Zamboni because after

the ice after the Zamboni because after the Zamboni has shaved the ice the ice

the Zamboni has shaved the ice the ice

the Zamboni has shaved the ice the ice is just pure smooth virgin ice no cuts

is just pure smooth virgin ice no cuts

is just pure smooth virgin ice no cuts no ruts it’s a beautiful thing and when

no ruts it’s a beautiful thing and when

no ruts it’s a beautiful thing and when you skate you can see exactly where your

you skate you can see exactly where your

you skate you can see exactly where your skated it’s a lovely feeling it’s like

skated it’s a lovely feeling it’s like

skated it’s a lovely feeling it’s like being the first person down the mountain

being the first person down the mountain

being the first person down the mountain and skiing or snowboarding a new company

and skiing or snowboarding a new company

and skiing or snowboarding a new company is largely like that it’s a pure sheet

is largely like that it’s a pure sheet

is largely like that it’s a pure sheet of wonderful smooth ice there’s no pain

of wonderful smooth ice there’s no pain

of wonderful smooth ice there’s no pain in the ass customers who are trying to

in the ass customers who are trying to

in the ass customers who are trying to get a free upgrade there’s no stupid

get a free upgrade there’s no stupid

get a free upgrade there’s no stupid employees you made a mistake hiring

employees you made a mistake hiring

employees you made a mistake hiring there’s not the crappy commercial real

there’s not the crappy commercial real

there’s not the crappy commercial real estate that you paid 15 bucks a month

estate that you paid 15 bucks a month

estate that you paid 15 bucks a month for in the height of the dot-com

for in the height of the dot-com

for in the height of the dot-com phenomena there’s not the crappy

phenomena there’s not the crappy

phenomena there’s not the crappy furniture you bought at Office Depot one

furniture you bought at Office Depot one

furniture you bought at Office Depot one day it’s pure pure wonderful ice it’s

day it’s pure pure wonderful ice it’s

day it’s pure pure wonderful ice it’s not the crappy logo that your

not the crappy logo that your

not the crappy logo that your sister-in-law designed for free you’re

sister-in-law designed for free you’re

sister-in-law designed for free you’re starting from scratch it’s beautiful

starting from scratch it’s beautiful

starting from scratch it’s beautiful beautiful the Zamboni just left the ice

beautiful the Zamboni just left the ice

beautiful the Zamboni just left the ice when you have that situation it’s very

when you have that situation it’s very

when you have that situation it’s very difficult to prioritize this is about

difficult to prioritize this is about

difficult to prioritize this is about prioritization the first thing you need

prioritization the first thing you need

prioritization the first thing you need to do is come up with a handful of

to do is come up with a handful of

to do is come up with a handful of milestones milestones are things like

milestones milestones are things like

milestones milestones are things like finishing the design shipping the

finishing the design shipping the

finishing the design shipping the software when you’re starting a company

software when you’re starting a company

software when you’re starting a company you often think my god we could either

you often think my god we could either

you often think my god we could either finish the design today or go order

finish the design today or go order

finish the design today or go order stationary seems like they’re both about

stationary seems like they’re both about

stationary seems like they’re both about the same importance it’s not true a

the same importance it’s not true a

the same importance it’s not true a milestone is something that you would

milestone is something that you would

milestone is something that you would call up your spouse and say honey

call up your spouse and say honey

call up your spouse and say honey today we shipped that’s very different

today we shipped that’s very different

today we shipped that’s very different than calling up your spouse and saying

than calling up your spouse and saying

than calling up your spouse and saying honey

honey

honey today we ordered stationary

today we ordered stationary

today we ordered stationary that’s not quite the same the next thing

that’s not quite the same the next thing

that’s not quite the same the next thing you do is you write down the assumptions

you do is you write down the assumptions

you do is you write down the assumptions of your company how many sales calls can

of your company how many sales calls can

of your company how many sales calls can you make per day what’s the customer ROI

you make per day what’s the customer ROI

you make per day what’s the customer ROI how much does it cost to install our

how much does it cost to install our

how much does it cost to install our software or product these assumptions

software or product these assumptions

software or product these assumptions change your business model very few

change your business model very few

change your business model very few companies or startups write them down

companies or startups write them down

companies or startups write them down and test them write them down and test

and test them write them down and test

and test them write them down and test them and the third thing is then to do

them and the third thing is then to do

them and the third thing is then to do tasks the tasks are the things that help

tasks the tasks are the things that help

tasks the tasks are the things that help you either accomplish a milestone or

you either accomplish a milestone or

you either accomplish a milestone or test an assumption but the priority for

test an assumption but the priority for

test an assumption but the priority for an entrepreneur is milestones

an entrepreneur is milestones

an entrepreneur is milestones assumptions and tasks ma t you need to

assumptions and tasks ma t you need to

assumptions and tasks ma t you need to tell a story most people particularly in

tell a story most people particularly in

tell a story most people particularly in technology are horrible at telling

technology are horrible at telling

technology are horrible at telling stories

stories

stories you need to tell a story why did you

you need to tell a story why did you

you need to tell a story why did you start eBay why did you start Google why

start eBay why did you start Google why

start eBay why did you start Google why did you start Apple you can even make up

did you start Apple you can even make up

did you start Apple you can even make up the story after the fact okay one of the

the story after the fact okay one of the

the story after the fact okay one of the great legends of Silicon Valley is that

great legends of Silicon Valley is that

great legends of Silicon Valley is that eBay was because pyramid yars girlfriend

eBay was because pyramid yars girlfriend

eBay was because pyramid yars girlfriend wanted to sell Pez dispensers okay the

wanted to sell Pez dispensers okay the

wanted to sell Pez dispensers okay the truth is that he really wanted to create

truth is that he really wanted to create

truth is that he really wanted to create a perfect market where demand and supply

a perfect market where demand and supply

a perfect market where demand and supply cross each other the perfect market and

cross each other the perfect market and

cross each other the perfect market and to have a perfect market you need to

to have a perfect market you need to

to have a perfect market you need to eliminate geography the story of the PEZ

eliminate geography the story of the PEZ

eliminate geography the story of the PEZ dispenser is after the fact

dispenser is after the fact

dispenser is after the fact now I’m not encouraging you to lie but I

now I’m not encouraging you to lie but I

now I’m not encouraging you to lie but I am telling you a story is much more

am telling you a story is much more

am telling you a story is much more powerful when you launch yu2 in a garage

powerful when you launch yu2 in a garage

powerful when you launch yu2 in a garage knew there was a better way to search or

knew there was a better way to search or

knew there was a better way to search or you wanted to bring personal computers

you wanted to bring personal computers

you wanted to bring personal computers to more people or you wanted a place

to more people or you wanted a place

to more people or you wanted a place where people could upload video of

where people could upload video of

where people could upload video of people dropping Mentos into diet cokes

people dropping Mentos into diet cokes

people dropping Mentos into diet cokes you know whatever it is tell a story the

you know whatever it is tell a story the

you know whatever it is tell a story the next thing is the art of pitching

next thing is the art of pitching

next thing is the art of pitching pitching is usually used to raise money

pitching is usually used to raise money

pitching is usually used to raise money but pitching more generically is about

but pitching more generically is about

but pitching more generically is about the process of seeking agreement you can

the process of seeking agreement you can

the process of seeking agreement you can seek you can seek agreement for money

seek you can seek agreement for money

seek you can seek agreement for money you can seek agreement to recruit you

you can seek agreement to recruit you

you can seek agreement to recruit you can seek agreement for partnership you

can seek agreement for partnership you

can seek agreement for partnership you can seek agreement for sales pitching

can seek agreement for sales pitching

can seek agreement for sales pitching and you know the Latin sing oh I think

and you know the Latin sing oh I think

and you know the Latin sing oh I think therefore I am for an entrepreneur it is

therefore I am for an entrepreneur it is

therefore I am for an entrepreneur it is pitch therefore I am an entrepreneur is

pitch therefore I am an entrepreneur is

pitch therefore I am an entrepreneur is always bitching there is what I call the

always bitching there is what I call the

always bitching there is what I call the 10-20-30 rule the ten part of the

10-20-30 rule the ten part of the

10-20-30 rule the ten part of the 10-20-30 rule is that the optimal number

10-20-30 rule is that the optimal number

10-20-30 rule is that the optimal number of slides for a PowerPoint pitch is 10

of slides for a PowerPoint pitch is 10

of slides for a PowerPoint pitch is 10 maybe it’s 15 but it’s not the 50 that

maybe it’s 15 but it’s not the 50 that

maybe it’s 15 but it’s not the 50 that you think it is if you can cover these

you think it is if you can cover these

you think it is if you can cover these 10 subjects very well the next step will

10 subjects very well the next step will

10 subjects very well the next step will be due dilligence

be due dilligence

be due dilligence many people think that if you put 50

many people think that if you put 50

many people think that if you put 50 slides together the audience will be

slides together the audience will be

slides together the audience will be overcome with shock and awe and all they

overcome with shock and awe and all they

overcome with shock and awe and all they can ask is how do I wire you the money I

can ask is how do I wire you the money I

can ask is how do I wire you the money I have never ever seen that happen all

have never ever seen that happen all

have never ever seen that happen all right

right

right the purpose of a pitch is to get to the

the purpose of a pitch is to get to the

the purpose of a pitch is to get to the next stage of due diligence the purpose

next stage of due diligence the purpose

next stage of due diligence the purpose of a pitch is not to try to close the

of a pitch is not to try to close the

of a pitch is not to try to close the venture capital for the part or the

venture capital for the part or the

venture capital for the part or the customer in that meeting the second

customer in that meeting the second

customer in that meeting the second point is the 20 I think you should be

point is the 20 I think you should be

point is the 20 I think you should be able to use these 10 slides in 20

able to use these 10 slides in 20

able to use these 10 slides in 20 minutes you may have a 60 minute meeting

minutes you may have a 60 minute meeting

minutes you may have a 60 minute meeting but I guarantee you it’ll start late the

but I guarantee you it’ll start late the

but I guarantee you it’ll start late the partners from the firm will come in late

partners from the firm will come in late

partners from the firm will come in late you’re using a Windows laptop you can’t

you’re using a Windows laptop you can’t

you’re using a Windows laptop you can’t make it work with the projector

make it work with the projector

make it work with the projector something will go wrong something will

something will go wrong something will

something will go wrong something will go wrong and the third point is 30.5 the

go wrong and the third point is 30.5 the

go wrong and the third point is 30.5 the smallest font you should use on a slide

smallest font you should use on a slide

smallest font you should use on a slide it’s 30 points this single

it’s 30 points this single

it’s 30 points this single recommendation will prevent you from

recommendation will prevent you from

recommendation will prevent you from getting in trouble with most slides lots

getting in trouble with most slides lots

getting in trouble with most slides lots of people like to use 8 10 or 12 point

of people like to use 8 10 or 12 point

of people like to use 8 10 or 12 point font they like to write out the entire

font they like to write out the entire

font they like to write out the entire paragraph and then they read the

paragraph and then they read the

paragraph and then they read the paragraph people can read faster than

paragraph people can read faster than

paragraph people can read faster than you can talk so if you put all the text

you can talk so if you put all the text

you can talk so if you put all the text that you want to say up on the slide

that you want to say up on the slide

that you want to say up on the slide they will read it if they can see it and

they will read it if they can see it and

they will read it if they can see it and they will be done before you’ve

they will be done before you’ve

they will be done before you’ve explained it the ideal size font is 30

explained it the ideal size font is 30

explained it the ideal size font is 30 if you think this is too dogmatic let me

if you think this is too dogmatic let me

if you think this is too dogmatic let me give you an algorithm the algorithm is

give you an algorithm the algorithm is

give you an algorithm the algorithm is find out who the oldest person will be

find out who the oldest person will be

find out who the oldest person will be in the meeting take that age and divide

in the meeting take that age and divide

in the meeting take that age and divide by two

by two

by two okay so unless you’re presenting to 16

okay so unless you’re presenting to 16

okay so unless you’re presenting to 16 year olds do not use the 8 point font

year olds do not use the 8 point font

year olds do not use the 8 point font you scale too fast this found this is

you scale too fast this found this is

you scale too fast this found this is the foundation of this mistake is the

the foundation of this mistake is the

the foundation of this mistake is the previous slide so this is how scaling to

previous slide so this is how scaling to

previous slide so this is how scaling to fast works so

fast works so

fast works so we have now calculated conservatively

we have now calculated conservatively

we have now calculated conservatively speaking we’re going to do one and a

speaking we’re going to do one and a

speaking we’re going to do one and a half million cans of dog food per day oh

half million cans of dog food per day oh

half million cans of dog food per day oh my god we need to really put in a

my god we need to really put in a

my god we need to really put in a service infrastructure we need to have

service infrastructure we need to have

service infrastructure we need to have multiple warehouses because we need the

multiple warehouses because we need the

multiple warehouses because we need the dog food shipping out a million and a

dog food shipping out a million and a

dog food shipping out a million and a half cans of dog food per day you know

half cans of dog food per day you know

half cans of dog food per day you know we should have a headquarter we should

we should have a headquarter we should

we should have a headquarter we should have a shipping facility in Northern

have a shipping facility in Northern

have a shipping facility in Northern California Southern California we need

California Southern California we need

California Southern California we need one in Texas we near Chicago we need one

one in Texas we near Chicago we need one

one in Texas we near Chicago we need one in Boston we need them on Miami we need

in Boston we need them on Miami we need

in Boston we need them on Miami we need one in Burlington North Carolina we need

one in Burlington North Carolina we need

one in Burlington North Carolina we need one everywhere because damn it we’re

one everywhere because damn it we’re

one everywhere because damn it we’re going to have great service and so we

going to have great service and so we

going to have great service and so we need these multiple warehouses we need

need these multiple warehouses we need

need these multiple warehouses we need support 24 by 7 because people are going

support 24 by 7 because people are going

support 24 by 7 because people are going to be buying dog food all over the time

to be buying dog food all over the time

to be buying dog food all over the time all the places why don’t have million

all the places why don’t have million

all the places why don’t have million cans a day conservatively speaking and

cans a day conservatively speaking and

cans a day conservatively speaking and so what happens you make your burn rate

so what happens you make your burn rate

so what happens you make your burn rate come out half a million dollars and

come out half a million dollars and

come out half a million dollars and guess what your Rockstar CTO roommate is

guess what your Rockstar CTO roommate is

guess what your Rockstar CTO roommate is late on the software and so you’re

late on the software and so you’re

late on the software and so you’re burning half a million dollars because

burning half a million dollars because

burning half a million dollars because you have all this infrastructure your

you have all this infrastructure your

you have all this infrastructure your people your buildings you have all these

people your buildings you have all these

people your buildings you have all these systems and all these things in place

systems and all these things in place

systems and all these things in place and the software is late this goes on

and the software is late this goes on

and the software is late this goes on for a year right and so during that year

for a year right and so during that year

for a year right and so during that year your investors are now getting a little

your investors are now getting a little

your investors are now getting a little antsy but you say to your investors you

antsy but you say to your investors you

antsy but you say to your investors you know we’ve invested so much training

know we’ve invested so much training

know we’ve invested so much training these people how to sell and support dog

these people how to sell and support dog

these people how to sell and support dog food and these are Rockstar support

food and these are Rockstar support

food and these are Rockstar support people and our CTO says that we’re going

people and our CTO says that we’re going

people and our CTO says that we’re going to ship next month so it would be really

to ship next month so it would be really

to ship next month so it would be really stupid to fire these Rockstar support

stupid to fire these Rockstar support

stupid to fire these Rockstar support people because in 30 days we’re gonna

people because in 30 days we’re gonna

people because in 30 days we’re gonna have to hire back same kind of people

have to hire back same kind of people

have to hire back same kind of people and they will have to train them because

and they will have to train them because

and they will have to train them because it’s so hard to sell dog food online we

it’s so hard to sell dog food online we

it’s so hard to sell dog food online we have so much invested in them so let’s

have so much invested in them so let’s

have so much invested in them so let’s keep these people on and for the first

keep these people on and for the first

keep these people on and for the first three or four board meetings you’re

three or four board meetings you’re

three or four board meetings you’re bored because they’re mostly looking at

bored because they’re mostly looking at

bored because they’re mostly looking at their BlackBerry’s I’m not going to even

their BlackBerry’s I’m not going to even

their BlackBerry’s I’m not going to even hear this and they’re gonna sort of not

hear this and they’re gonna sort of not

hear this and they’re gonna sort of not to do anything all right but by about

to do anything all right but by about

to do anything all right but by about the 6th 7th 8th board meeting when

the 6th 7th 8th board meeting when

the 6th 7th 8th board meeting when you’re burning half a million dollars

you’re burning half a million dollars

you’re burning half a million dollars your board is going to wake up and I’m

your board is going to wake up and I’m

your board is going to wake up and I’m going to say you know something we’re

going to say you know something we’re

going to say you know something we’re starting to not to believe you right and

starting to not to believe you right and

starting to not to believe you right and so the key here is Dalt scale to fast

so the key here is Dalt scale to fast

so the key here is Dalt scale to fast I

I

I never seen a company die because it

never seen a company die because it

never seen a company die because it could not scale too fast for once in my

could not scale too fast for once in my

could not scale too fast for once in my life God willing I would like to have a

life God willing I would like to have a

life God willing I would like to have a problem we’re a company I’m affiliated

problem we’re a company I’m affiliated

problem we’re a company I’m affiliated with has such demand it cannot keep up

with has such demand it cannot keep up

with has such demand it cannot keep up with the demand god please give me that

with the demand god please give me that

with the demand god please give me that problem just once in my life okay

problem just once in my life okay

problem just once in my life okay so the solution to this problem is my

so the solution to this problem is my

so the solution to this problem is my philosophy that you eat what you kill in

philosophy that you eat what you kill in

philosophy that you eat what you kill in other words you don’t build the kitchen

other words you don’t build the kitchen

other words you don’t build the kitchen you don’t build the chef you don’t get

you don’t build the chef you don’t get

you don’t build the chef you don’t get the waiters you don’t get the restaurant

the waiters you don’t get the restaurant

the waiters you don’t get the restaurant you don’t get anything until you

you don’t get anything until you

you don’t get anything until you actually kill something and then once

actually kill something and then once

actually kill something and then once you kill something once you get the sale

you kill something once you get the sale

you kill something once you get the sale then you build the infrastructure then

then you build the infrastructure then

then you build the infrastructure then you build the support now you’re going

you build the support now you’re going

you build the support now you’re going to say well guy you know if you do this

to say well guy you know if you do this

to say well guy you know if you do this and you’re actually on time then you

and you’re actually on time then you

and you’re actually on time then you might have a bad reputation you can’t

might have a bad reputation you can’t

might have a bad reputation you can’t fulfill orders fast enough you can’t do

fulfill orders fast enough you can’t do

fulfill orders fast enough you can’t do something like that but again I’ve never

something like that but again I’ve never

something like that but again I’ve never seen it happen so a very good discipline

seen it happen so a very good discipline

seen it happen so a very good discipline is you know if you think that you’re

is you know if you think that you’re

is you know if you think that you’re going to get twenty five million

going to get twenty five million

going to get twenty five million pageviews a month so you need to have

pageviews a month so you need to have

pageviews a month so you need to have two sets of buildings and you need two

two sets of buildings and you need two

two sets of buildings and you need two sets of IT and all this customer service

sets of IT and all this customer service

sets of IT and all this customer service I’ll tell you what when you approach

I’ll tell you what when you approach

I’ll tell you what when you approach twenty five million let’s just worry

twenty five million let’s just worry

twenty five million let’s just worry about it then okay but until there

about it then okay but until there

about it then okay but until there because odds are you will be late

because odds are you will be late

because odds are you will be late odds are will you you will be late so

odds are will you you will be late so

odds are will you you will be late so eat what you kill you need to plant many

eat what you kill you need to plant many

eat what you kill you need to plant many seeds this is completely contrary to

seeds this is completely contrary to

seeds this is completely contrary to classic marketing classic marketing is

classic marketing classic marketing is

classic marketing classic marketing is you plant a few seeds because you know

you plant a few seeds because you know

you plant a few seeds because you know exactly who’s going to embrace your

exactly who’s going to embrace your

exactly who’s going to embrace your product and you water and fertilize just

product and you water and fertilize just

product and you water and fertilize just those seeds you focus I think that it’s

those seeds you focus I think that it’s

those seeds you focus I think that it’s completely wrong in the old days you

completely wrong in the old days you

completely wrong in the old days you would focus on the a-listers and the

would focus on the a-listers and the

would focus on the a-listers and the top-tier journalists ie

top-tier journalists ie

top-tier journalists ie Wall Street Journal New York Times

Wall Street Journal New York Times

Wall Street Journal New York Times Businessweek fortune Forbes what you did

Businessweek fortune Forbes what you did

Businessweek fortune Forbes what you did is you sucked up to them because you

is you sucked up to them because you

is you sucked up to them because you hope that these great Oracle’s of wisdom

hope that these great Oracle’s of wisdom

hope that these great Oracle’s of wisdom and knowledge would embrace your product

and knowledge would embrace your product

and knowledge would embrace your product until the hoi polloi and the great

until the hoi polloi and the great

until the hoi polloi and the great unwashed masses to embrace your product

unwashed masses to embrace your product

unwashed masses to embrace your product okay so you sucked up to them if you

okay so you sucked up to them if you

okay so you sucked up to them if you didn’t have time to suck up to them you

didn’t have time to suck up to them you

didn’t have time to suck up to them you hired a PR firm and

hired a PR firm and

hired a PR firm and than 10,000 bucks to suck up for you

than 10,000 bucks to suck up for you

than 10,000 bucks to suck up for you then the PR firm would hire an oriental

then the PR firm would hire an oriental

then the PR firm would hire an oriental art history from Wellesley to do the

art history from Wellesley to do the

art history from Wellesley to do the sucking up for you okay this doesn’t

sucking up for you okay this doesn’t

sucking up for you okay this doesn’t work anymore because the world has been

work anymore because the world has been

work anymore because the world has been inverted the world has been inverted and

inverted the world has been inverted and

inverted the world has been inverted and now for you to reach critical mass with

now for you to reach critical mass with

now for you to reach critical mass with a product it’s not because the Wall

a product it’s not because the Wall

a product it’s not because the Wall Street Journal of the New York Times

Street Journal of the New York Times

Street Journal of the New York Times blessed your product it’s because lonely

blessed your product it’s because lonely

blessed your product it’s because lonely boy 15 embraced your product and lonely

boy 15 embraced your product and lonely

boy 15 embraced your product and lonely boy 15 told his 20 friends who told

boy 15 told his 20 friends who told

boy 15 told his 20 friends who told their 20 friends who eventually told

their 20 friends who eventually told

their 20 friends who eventually told Tiffany 517 and lonely girl to also

Tiffany 517 and lonely girl to also

Tiffany 517 and lonely girl to also embrace your product and what happens

embrace your product and what happens

embrace your product and what happens and this is how Twitter and this is how

and this is how Twitter and this is how

and this is how Twitter and this is how Facebook happened it’s not because the

Facebook happened it’s not because the

Facebook happened it’s not because the New York Times saw Twitter or Facebook

New York Times saw Twitter or Facebook

New York Times saw Twitter or Facebook on the first day they launches it aha

on the first day they launches it aha

on the first day they launches it aha we have seen the future we know it total

we have seen the future we know it total

we have seen the future we know it total certainty someday Facebook will have

certainty someday Facebook will have

certainty someday Facebook will have more members than every other country

more members than every other country

more members than every other country except China and India show me a New

except China and India show me a New

except China and India show me a New York Times Businessweek fortune Forbes

York Times Businessweek fortune Forbes

York Times Businessweek fortune Forbes article that predicted the success of

article that predicted the success of

article that predicted the success of Twitter or Facebook or Apple or Yahoo

Twitter or Facebook or Apple or Yahoo

Twitter or Facebook or Apple or Yahoo pick any of the success stories none of

pick any of the success stories none of

pick any of the success stories none of them so what you need to do is plant

them so what you need to do is plant

them so what you need to do is plant many seeds put your prototype out there

many seeds put your prototype out there

many seeds put your prototype out there cover the earth with it because you do

cover the earth with it because you do

cover the earth with it because you do not know who your lonely boy 15 will be

not know who your lonely boy 15 will be

not know who your lonely boy 15 will be this is some loser of a person who has

this is some loser of a person who has

this is some loser of a person who has no life who’s a database administrator

no life who’s a database administrator

no life who’s a database administrator in the bowels of HP right and this

in the bowels of HP right and this

in the bowels of HP right and this person may be the person that makes your

person may be the person that makes your

person may be the person that makes your product a success you cannot reach those

product a success you cannot reach those

product a success you cannot reach those people by focusing and using PR firms

people by focusing and using PR firms

people by focusing and using PR firms who have hired oriental art art history

who have hired oriental art art history

who have hired oriental art art history majors from Wellesley you need to plant

majors from Wellesley you need to plant

majors from Wellesley you need to plant many seeds I have much I have about

many seeds I have much I have about

many seeds I have much I have about thousand times more communication with

thousand times more communication with

thousand times more communication with Google than Apple why do you think it is

Google than Apple why do you think it is

Google than Apple why do you think it is um you know Apple just tuned into

um you know Apple just tuned into

um you know Apple just tuned into themselves if you’re outside the Apple

themselves if you’re outside the Apple

themselves if you’re outside the Apple family it’s like you’re a non grata

family it’s like you’re a non grata

family it’s like you’re a non grata it’s kind of like LBJ seen you saying

it’s kind of like LBJ seen you saying

it’s kind of like LBJ seen you saying you’re either in the tent pissing out or

you’re either in the tent pissing out or

you’re either in the tent pissing out or outside the tent pissing in so I guess

outside the tent pissing in so I guess

outside the tent pissing in so I guess I’m outside the tent pissing in you know

I’m outside the tent pissing in you know

I’m outside the tent pissing in you know at this point in my life you may have

at this point in my life you may have

at this point in my life you may have noticed I really don’t give it what

noticed I really don’t give it what

noticed I really don’t give it what people think um so now this is an

people think um so now this is an

people think um so now this is an enormous ly liberating feeling and so

enormous ly liberating feeling and so

enormous ly liberating feeling and so you know I I don’t really care I mean

you know I I don’t really care I mean

you know I I don’t really care I mean you know I don’t think Tim Cook even

you know I don’t think Tim Cook even

you know I don’t think Tim Cook even knows who I am so you know what does he

knows who I am so you know what does he

knows who I am so you know what does he care if I criticize his connecter

care if I criticize his connecter

care if I criticize his connecter strategy so if I don’t like to tell it

strategy so if I don’t like to tell it

strategy so if I don’t like to tell it like it is I’m 58 years old you know two

like it is I’m 58 years old you know two

like it is I’m 58 years old you know two thirds dead already so you know what

thirds dead already so you know what

thirds dead already so you know what italo’s yeah waste time in it you could

italo’s yeah waste time in it you could

italo’s yeah waste time in it you could also see me on social media when people

also see me on social media when people

also see me on social media when people attack me and when people do things I

attack me and when people do things I

attack me and when people do things I just block him block away I don’t try to

just block him block away I don’t try to

just block him block away I don’t try to make it up there screw my block a lot of

make it up there screw my block a lot of

make it up there screw my block a lot of people

people

people I just you know I got touched the people

I just you know I got touched the people

I just you know I got touched the people that I block the most are these just

that I block the most are these just

that I block the most are these just total troll wussies I would like to use

total troll wussies I would like to use

total troll wussies I would like to use the B word there but I use developing a

the B word there but I use developing a

the B word there but I use developing a learner and I just there’s a there’s

learner and I just there’s a there’s

learner and I just there’s a there’s like a small number of people on social

like a small number of people on social

like a small number of people on social media who have such a feeling of

media who have such a feeling of

media who have such a feeling of entitlement and I’ll give you an example

entitlement and I’ll give you an example

entitlement and I’ll give you an example so that Google is giving away copies of

so that Google is giving away copies of

so that Google is giving away copies of what the Plus okay and so you can get it

what the Plus okay and so you can get it

what the Plus okay and so you can get it from Google for free all day long and so

from Google for free all day long and so

from Google for free all day long and so they they put a little you know banner

they they put a little you know banner

they they put a little you know banner we’re not banner a little gift that’s it

we’re not banner a little gift that’s it

we’re not banner a little gift that’s it click here to get what the Plus for free

click here to get what the Plus for free

click here to get what the Plus for free as a gift to all Google+ users so

as a gift to all Google+ users so

as a gift to all Google+ users so somebody says how dare Google do this

somebody says how dare Google do this

somebody says how dare Google do this they said there would be no ads on

they said there would be no ads on

they said there would be no ads on Google+ and now I see this thing where I

Google+ and now I see this thing where I

Google+ and now I see this thing where I can get a free copy of what the Plus how

can get a free copy of what the Plus how

can get a free copy of what the Plus how dare Google do that basically that guy

dare Google do that basically that guy

dare Google do that basically that guy say my time is so important in my screen

say my time is so important in my screen

say my time is so important in my screen space my white space is so important I

space my white space is so important I

space my white space is so important I have such a feeling of entitlement how

have such a feeling of entitlement how

have such a feeling of entitlement how dare Google which is hosting my pictures

dare Google which is hosting my pictures

dare Google which is hosting my pictures doing my email handling my social media

doing my email handling my social media

doing my email handling my social media giving me search results how dare Google

giving me search results how dare Google

giving me search results how dare Google put a little gift there I just I cannot

put a little gift there I just I cannot

put a little gift there I just I cannot relate to that attitude to me you know I

relate to that attitude to me you know I

relate to that attitude to me you know I just parts of Google+ I don’t like their

just parts of Google+ I don’t like their

just parts of Google+ I don’t like their parts of Facebook I don’t like like you

parts of Facebook I don’t like like you

parts of Facebook I don’t like like you know why do they only send my posts to

know why do they only send my posts to

know why do they only send my posts to 10% of the people who volunteered to see

10% of the people who volunteered to see

10% of the people who volunteered to see my posts I can’t wrap my mind around

my posts I can’t wrap my mind around

my posts I can’t wrap my mind around that it’s the same guy who did the Apple

that it’s the same guy who did the Apple

that it’s the same guy who did the Apple connector strategy so

connector strategy so

connector strategy so there’s no way you know I thought like

there’s no way you know I thought like

there’s no way you know I thought like what I mean how do they what goes

what I mean how do they what goes

what I mean how do they what goes through their brain thinking that and so

through their brain thinking that and so

through their brain thinking that and so these people with entitlement I can’t

these people with entitlement I can’t

these people with entitlement I can’t stand that thought to me no matter how

stand that thought to me no matter how

stand that thought to me no matter how much you dislike Google+ or Pinterest or

much you dislike Google+ or Pinterest or

much you dislike Google+ or Pinterest or LinkedIn or whatever you’re not paying I

LinkedIn or whatever you’re not paying I

LinkedIn or whatever you’re not paying I mean they’re providing a tremendous

mean they’re providing a tremendous

mean they’re providing a tremendous service to you so the metaphor I like to

service to you so the metaphor I like to

service to you so the metaphor I like to use is if somebody invites you to their

use is if somebody invites you to their

use is if somebody invites you to their house for dinner you don’t show up and

house for dinner you don’t show up and

house for dinner you don’t show up and say you’re not serving what I like right

say you’re not serving what I like right

say you’re not serving what I like right this is a dinner you are a guest in

this is a dinner you are a guest in

this is a dinner you are a guest in someone’s house so shut up and eat only

thank you guys so much for watching I

thank you guys so much for watching I made this video because Dorian Taylor

made this video because Dorian Taylor

made this video because Dorian Taylor asked me to so this is famous

asked me to so this is famous

asked me to so this is famous entrepreneur that you want me to profile

entrepreneur that you want me to profile

entrepreneur that you want me to profile next leave it in the comments below and

next leave it in the comments below and

next leave it in the comments below and I’ll see what I can do I’d also love to

I’ll see what I can do I’d also love to

I’ll see what I can do I’d also love to know which guys top ten rules meant the

know which guys top ten rules meant the

know which guys top ten rules meant the most to you leave in the comments I’ll

most to you leave in the comments I’ll

most to you leave in the comments I’ll Jordan discussion thank you so much for

Jordan discussion thank you so much for

Jordan discussion thank you so much for watching continue to believe I’ll see

watching continue to believe I’ll see

watching continue to believe I’ll see you soon

partnership is a very very overused word

partnership is a very very overused word in many circumstances the word

in many circumstances the word

in many circumstances the word partnership means lack of sales okay so

partnership means lack of sales okay so

partnership means lack of sales okay so since you don’t have any revenue you say

since you don’t have any revenue you say

since you don’t have any revenue you say but we have very promising partnerships

but we have very promising partnerships

but we have very promising partnerships in other words it’s total bull most

in other words it’s total bull most

in other words it’s total bull most partnerships are total bull

partnerships are total bull

partnerships are total bull there’s only one thing that you care

there’s only one thing that you care

there’s only one thing that you care about its sales remember this is the

about its sales remember this is the

about its sales remember this is the most important Agra titanite sales fixes

most important Agra titanite sales fixes

most important Agra titanite sales fixes everything okay

everything okay

everything okay no partnership nothing

no partnership nothing

no partnership nothing strategic you’re either selling or

strategic you’re either selling or

strategic you’re either selling or you’re not selling partnerships are both

you’re not selling partnerships are both

you’re not selling partnerships are both if you want to apply a more

if you want to apply a more

if you want to apply a more sophisticated test to partnership when

sophisticated test to partnership when

sophisticated test to partnership when you form a partnership did you boot

you form a partnership did you boot

you form a partnership did you boot Excel and either lower costs or increase

Excel and either lower costs or increase

Excel and either lower costs or increase sales that’s it because if you form a

sales that’s it because if you form a

sales that’s it because if you form a partnership and it doesn’t force you to

partnership and it doesn’t force you to

partnership and it doesn’t force you to recalculate your financials it’s total

recalculate your financials it’s total

recalculate your financials it’s total bull okay that’s the test

bull okay that’s the test

bull okay that’s the test it is a spreadsheet test for

it is a spreadsheet test for

it is a spreadsheet test for partnerships most partnerships you

partnerships most partnerships you

partnerships most partnerships you announce something to egomaniac CEOs who

announce something to egomaniac CEOs who

announce something to egomaniac CEOs who don’t know anything about the business

don’t know anything about the business

don’t know anything about the business go to a press conference you mount this

go to a press conference you mount this

go to a press conference you mount this great thing and then nothing happens the

great thing and then nothing happens the

great thing and then nothing happens the Middle’s and the bottoms of your

Middle’s and the bottoms of your

Middle’s and the bottoms of your organization can’t stand each other

organization can’t stand each other

organization can’t stand each other nothing happens okay so use the

nothing happens okay so use the

nothing happens okay so use the spreadsheet test don’t form partnership

spreadsheet test don’t form partnership

spreadsheet test don’t form partnership instead focus on sales focus on sales I

instead focus on sales focus on sales I

instead focus on sales focus on sales I swear to you that most entrepreneurs use

swear to you that most entrepreneurs use

swear to you that most entrepreneurs use the p-word in order to blow smoke

the p-word in order to blow smoke

the p-word in order to blow smoke because they cannot use the S word sales

because they cannot use the S word sales

because they cannot use the S word sales the ideal number of times use your

the ideal number of times use your

the ideal number of times use your partnership in a presentation is one I

partnership in a presentation is one I

partnership in a presentation is one I just say it once you have one

just say it once you have one

just say it once you have one partnership but if you start spitting it

partnership but if you start spitting it

partnership but if you start spitting it out like it’s the key strategic strength

out like it’s the key strategic strength

out like it’s the key strategic strength for your company oh my god you are in

for your company oh my god you are in

for your company oh my god you are in deep trouble okay but generally speaking

deep trouble okay but generally speaking

deep trouble okay but generally speaking unless it changes your spreadsheet

unless it changes your spreadsheet

unless it changes your spreadsheet partnerships are both invoke

partnerships are both invoke

partnerships are both invoke reciprocation this is a carpet

reciprocation this is a carpet

reciprocation this is a carpet depicts the battle between Italy and

depicts the battle between Italy and

depicts the battle between Italy and Ethiopia because Italy invaded Ethiopia

Ethiopia because Italy invaded Ethiopia

Ethiopia because Italy invaded Ethiopia in the 1930s when that invasion occurred

in the 1930s when that invasion occurred

in the 1930s when that invasion occurred the people of Mexico donated money and

the people of Mexico donated money and

the people of Mexico donated money and sent it to the people of Ethiopia

sent it to the people of Ethiopia

sent it to the people of Ethiopia something like 80 years later Mexico had

something like 80 years later Mexico had

something like 80 years later Mexico had this horrendous series of earthquakes

this horrendous series of earthquakes

this horrendous series of earthquakes lots of dead people lots of injury lots

lots of dead people lots of injury lots

lots of dead people lots of injury lots of suffering the people of Ethiopia even

of suffering the people of Ethiopia even

of suffering the people of Ethiopia even though they were in a famine collected

though they were in a famine collected

though they were in a famine collected money and sent money to Mexico because

money and sent money to Mexico because

money and sent money to Mexico because they felt the necessary obligation to

they felt the necessary obligation to

they felt the necessary obligation to reciprocate fast forward a few years

about right after the Civil War the

about right after the Civil War the people of Charleston South Carolina were

people of Charleston South Carolina were

people of Charleston South Carolina were using bucket brigades to fight fires the

using bucket brigades to fight fires the

using bucket brigades to fight fires the people of New York including Union

people of New York including Union

people of New York including Union soldiers heard about this and they

soldiers heard about this and they

soldiers heard about this and they donated money to buy the city of

donated money to buy the city of

donated money to buy the city of Charleston a fire truck that first fire

Charleston a fire truck that first fire

Charleston a fire truck that first fire truck was on a boat that sank so they

truck was on a boat that sank so they

truck was on a boat that sank so they had to raise money again and sent

had to raise money again and sent

had to raise money again and sent another truck to Charleston

another truck to Charleston

another truck to Charleston excuse me fire truck to Charleston fast

excuse me fire truck to Charleston fast

excuse me fire truck to Charleston fast forward to right after 9/11 the people

forward to right after 9/11 the people

forward to right after 9/11 the people of Charleston raised over half a million

of Charleston raised over half a million

of Charleston raised over half a million dollars to buy a fire truck for the

dollars to buy a fire truck for the

dollars to buy a fire truck for the people of New York because the people of

people of New York because the people of

people of New York because the people of Charleston pledged that if New York ever

Charleston pledged that if New York ever

Charleston pledged that if New York ever needed its help it would come through

needed its help it would come through

needed its help it would come through 135 years later reciprocation is a very

135 years later reciprocation is a very

135 years later reciprocation is a very powerful force to make your enchantment

powerful force to make your enchantment

powerful force to make your enchantment endure it means that you have to pay it

endure it means that you have to pay it

endure it means that you have to pay it forward though and I will give you a

forward though and I will give you a

forward though and I will give you a couple power tips about reciprocation

couple power tips about reciprocation

couple power tips about reciprocation when you pay it forward when you do

when you pay it forward when you do

when you pay it forward when you do something for somebody if they have any

something for somebody if they have any

something for somebody if they have any social skills they will thank you right

social skills they will thank you right

social skills they will thank you right they will express gratitude when that

they will express gratitude when that

they will express gratitude when that occurs the optimal thing for you to say

occurs the optimal thing for you to say

occurs the optimal thing for you to say is not you are welcome this is a lesson

is not you are welcome this is a lesson

is not you are welcome this is a lesson from Robert seal Dini the optimal thing

from Robert seal Dini the optimal thing

from Robert seal Dini the optimal thing for you to say when someone thanks you

for you to say when someone thanks you

for you to say when someone thanks you for doing something is I know you would

for doing something is I know you would

for doing something is I know you would do the same for

do the same for

do the same for me because when you say that you are

me because when you say that you are

me because when you say that you are doing two things one is you are saying

doing two things one is you are saying

doing two things one is you are saying to the person you have class I did

to the person you have class I did

to the person you have class I did something for you you’re thanking me and

something for you you’re thanking me and

something for you you’re thanking me and I know you would do the same for me

I know you would do the same for me

I know you would do the same for me because you have a classy guy you

because you have a classy guy you

because you have a classy guy you believe in reciprocation that’s one

believe in reciprocation that’s one

believe in reciprocation that’s one thing you’re saying the second thing

thing you’re saying the second thing

thing you’re saying the second thing you’re saying is let me tell you

you’re saying is let me tell you

you’re saying is let me tell you something you owe me I’m telling you

something you owe me I’m telling you

something you owe me I’m telling you right now you owe me let’s just make it

right now you owe me let’s just make it

right now you owe me let’s just make it clear you frickin owe me another power

clear you frickin owe me another power

clear you frickin owe me another power tip you might think that when someone

tip you might think that when someone

tip you might think that when someone owes you something you should hesitate

owes you something you should hesitate

owes you something you should hesitate on letting them pay you back you know I

on letting them pay you back you know I

on letting them pay you back you know I know you would do the same for me but

know you would do the same for me but

know you would do the same for me but you don’t really have to it’s okay it’s

you don’t really have to it’s okay it’s

you don’t really have to it’s okay it’s okay god bless you go on with your life

okay god bless you go on with your life

okay god bless you go on with your life the better thing for you to do is enable

the better thing for you to do is enable

the better thing for you to do is enable him to pay me back because you don’t

him to pay me back because you don’t

him to pay me back because you don’t want them carrying around this guilt and

want them carrying around this guilt and

want them carrying around this guilt and hesitation his whole life right so what

hesitation his whole life right so what

hesitation his whole life right so what you want to do is relieve the guilt okay

you want to do is relieve the guilt okay

you want to do is relieve the guilt okay you can shine my shoes you know you can

you can shine my shoes you know you can

you can shine my shoes you know you can defragment my hard disk you can delete

defragment my hard disk you can delete

defragment my hard disk you can delete the spam from my you know whatever you

the spam from my you know whatever you

the spam from my you know whatever you want you can make my Windows 7 laptop

want you can make my Windows 7 laptop

want you can make my Windows 7 laptop print whatever right so so by doing that

print whatever right so so by doing that

print whatever right so so by doing that by doing that you alleviate the guilt

by doing that you alleviate the guilt

by doing that you alleviate the guilt that he’s carrying upon his shoulders

that he’s carrying upon his shoulders

that he’s carrying upon his shoulders what you’re doing is you are clearing

what you’re doing is you are clearing

what you’re doing is you are clearing the deck you’re clearing the deck now

the deck you’re clearing the deck now

the deck you’re clearing the deck now we’re equal I can do more favors for you

we’re equal I can do more favors for you

we’re equal I can do more favors for you you can even do favors for me you’re

you can even do favors for me you’re

you can even do favors for me you’re you’re relieving the pressure so let

you’re relieving the pressure so let

you’re relieving the pressure so let people pay you back it’s good for them

people pay you back it’s good for them

people pay you back it’s good for them it’s good for you

it’s good for you

it’s good for you next recommendation is that you hire

next recommendation is that you hire

next recommendation is that you hire infected people I think that any

infected people I think that any

infected people I think that any infected founding team is probably more

infected founding team is probably more

infected founding team is probably more important than a founding team that on

important than a founding team that on

important than a founding team that on paper has a good background and work

paper has a good background and work

paper has a good background and work experience or education that you know

experience or education that you know

experience or education that you know that people who love the product or

that people who love the product or

that people who love the product or service that’s more important than their

service that’s more important than their

service that’s more important than their degrees it’s more

degrees it’s more

degrees it’s more in their work experience focus on the

in their work experience focus on the

in their work experience focus on the people who love the product or service

people who love the product or service

people who love the product or service this means fundamentally you ignore

this means fundamentally you ignore

this means fundamentally you ignore what’s irrelevant and in many cases

what’s irrelevant and in many cases

what’s irrelevant and in many cases education and work experience is

education and work experience is

education and work experience is irrelevant this is completely contrary

irrelevant this is completely contrary

irrelevant this is completely contrary to what most VCS will tell you if you

to what most VCS will tell you if you

to what most VCS will tell you if you have VCS further on into this course and

have VCS further on into this course and

have VCS further on into this course and if you ask them well what are you

if you ask them well what are you

if you ask them well what are you looking for they’re going to tell you it

looking for they’re going to tell you it

looking for they’re going to tell you it I’ll tell you that right now you can

I’ll tell you that right now you can

I’ll tell you that right now you can skip that lecture they’re going to say

skip that lecture they’re going to say

skip that lecture they’re going to say we want proven teams with proven

we want proven teams with proven

we want proven teams with proven technology and proven traction in other

technology and proven traction in other

technology and proven traction in other words we want people who have founded

words we want people who have founded

words we want people who have founded Cisco won a Nobel Prize and they’re

Cisco won a Nobel Prize and they’re

Cisco won a Nobel Prize and they’re doing 50 million dollars in revenue

doing 50 million dollars in revenue

doing 50 million dollars in revenue that’s an early-stage deal for a VC

that’s an early-stage deal for a VC

that’s an early-stage deal for a VC today all right by contrast garages in a

today all right by contrast garages in a

today all right by contrast garages in a different business we want unproven

different business we want unproven

different business we want unproven teams unproven traction and unproven

teams unproven traction and unproven

teams unproven traction and unproven technologies completely different world

technologies completely different world

technologies completely different world the irrelevant thing is that you know

the irrelevant thing is that you know

the irrelevant thing is that you know think about what an entrepreneur has to

think about what an entrepreneur has to

think about what an entrepreneur has to go through so let’s take let’s take what

go through so let’s take let’s take what

go through so let’s take let’s take what might seem very attractive to many

might seem very attractive to many

might seem very attractive to many venture capitalist let’s say that on

venture capitalist let’s say that on

venture capitalist let’s say that on your founding team is someone who is a

your founding team is someone who is a

your founding team is someone who is a senior vice president at Microsoft most

senior vice president at Microsoft most

senior vice president at Microsoft most VCS would salivate at the thought this

VCS would salivate at the thought this

VCS would salivate at the thought this is a proven executive this executive has

is a proven executive this executive has

is a proven executive this executive has been with Microsoft for ten years has

been with Microsoft for ten years has

been with Microsoft for ten years has helped Microsoft grow etc etc but if you

helped Microsoft grow etc etc but if you

helped Microsoft grow etc etc but if you peel the layers of the onion one level

peel the layers of the onion one level

peel the layers of the onion one level lower you would see that that executive

lower you would see that that executive

lower you would see that that executive during his or her career to Microsoft

during his or her career to Microsoft

during his or her career to Microsoft had on average a war chest of fifty

had on average a war chest of fifty

had on average a war chest of fifty billion dollars in Microsoft during that

billion dollars in Microsoft during that

billion dollars in Microsoft during that timeframe they had a market market share

timeframe they had a market market share

timeframe they had a market market share percentage of roughly 95% during that

percentage of roughly 95% during that

percentage of roughly 95% during that person’s tenure at Microsoft that

person’s tenure at Microsoft that

person’s tenure at Microsoft that person’s greatest fear was the Antitrust

person’s greatest fear was the Antitrust

person’s greatest fear was the Antitrust Division of the US Department of Justice

Division of the US Department of Justice

Division of the US Department of Justice now you’re going to take that prove an

now you’re going to take that prove an

now you’re going to take that prove an executive for Microsoft and stick them

executive for Microsoft and stick them

executive for Microsoft and stick them in a garage with $500,000 zero brand

in a garage with $500,000 zero brand

in a garage with $500,000 zero brand awareness zero market share I would make

awareness zero market share I would make

awareness zero market share I would make the case that that might not be the

the case that that might not be the

the case that that might not be the ideal hire for you okay now you may be

ideal hire for you okay now you may be

ideal hire for you okay now you may be wondering why in the world are there

wondering why in the world are there

wondering why in the world are there diamond rings in this picture it is

diamond rings in this picture it is

diamond rings in this picture it is because I am living proof of this

because I am living proof of this

because I am living proof of this theory I graduated from Stanford in a

theory I graduated from Stanford in a

theory I graduated from Stanford in a psych degree as I told you I attend the

psych degree as I told you I attend the

psych degree as I told you I attend the UC Davis Law School and when you say you

UC Davis Law School and when you say you

UC Davis Law School and when you say you attended a school it means you didn’t

attended a school it means you didn’t

attended a school it means you didn’t finish I attended two weeks so I really

finish I attended two weeks so I really

finish I attended two weeks so I really in fact I never got started actually and

in fact I never got started actually and

in fact I never got started actually and and after that I went into the jewelry

and after that I went into the jewelry

and after that I went into the jewelry business like I enrolled the following

business like I enrolled the following

business like I enrolled the following year in an MBA program at UCLA and while

year in an MBA program at UCLA and while

year in an MBA program at UCLA and while I was there I started working in the

I was there I started working in the

I was there I started working in the jewelry business my first job was

jewelry business my first job was

jewelry business my first job was literally counting diamonds so on paper

literally counting diamonds so on paper

literally counting diamonds so on paper if you are Apple computers you know

if you are Apple computers you know

if you are Apple computers you know recruiter you said alright so we need

recruiter you said alright so we need

recruiter you said alright so we need someone to go out and convince the most

someone to go out and convince the most

someone to go out and convince the most technical audience we have software

technical audience we have software

technical audience we have software developers why they should write

developers why they should write

developers why they should write Macintosh software I don’t think the

Macintosh software I don’t think the

Macintosh software I don’t think the spec would say psych degree law school

spec would say psych degree law school

spec would say psych degree law school drop-out marketing MBA currently

drop-out marketing MBA currently

drop-out marketing MBA currently counting diamonds in Los Angeles you

counting diamonds in Los Angeles you

counting diamonds in Los Angeles you know that might not be the sweet spot

know that might not be the sweet spot

know that might not be the sweet spot okay but what enabled me to be

okay but what enabled me to be

okay but what enabled me to be successful with Macintosh is I loved

successful with Macintosh is I loved

successful with Macintosh is I loved Macintosh the scales were removed from

Macintosh the scales were removed from

Macintosh the scales were removed from my eyes the first time I saw it you know

my eyes the first time I saw it you know

my eyes the first time I saw it you know the clouds parted the angels started

the clouds parted the angels started

the clouds parted the angels started playing their trumpets it was a

playing their trumpets it was a

playing their trumpets it was a religious experience for me that’s why I

religious experience for me that’s why I

religious experience for me that’s why I succeeded because it ain’t because of my

succeeded because it ain’t because of my

succeeded because it ain’t because of my psych degree and it’s not because I

psych degree and it’s not because I

psych degree and it’s not because I attended law school for two weeks and

attended law school for two weeks and

attended law school for two weeks and it’s not because I have a marketing

it’s not because I have a marketing

it’s not because I have a marketing degree from UCLA all right ignore the

degree from UCLA all right ignore the

degree from UCLA all right ignore the irrelevant what is relevant is they love

irrelevant what is relevant is they love

irrelevant what is relevant is they love the product second point you should hire

the product second point you should hire

the product second point you should hire better than yourself very difficult for

better than yourself very difficult for

better than yourself very difficult for most founders particularly engineering

most founders particularly engineering

most founders particularly engineering types who believe that because of their

types who believe that because of their

types who believe that because of their superior chip speed that they should be

superior chip speed that they should be

superior chip speed that they should be the best salesperson the best finance

the best salesperson the best finance

the best salesperson the best finance person the best marketing person and the

person the best marketing person and the

person the best marketing person and the best engineering person you need to hire

best engineering person you need to hire

best engineering person you need to hire people better than you a players by

people better than you a players by

people better than you a players by definition hire a players B players hire

definition hire a players B players hire

definition hire a players B players hire C players and C players hire D players

C players and C players hire D players

C players and C players hire D players so pretty soon you’ll be surrounded by Z

so pretty soon you’ll be surrounded by Z

so pretty soon you’ll be surrounded by Z players okay that’s what’s called the

players okay that’s what’s called the

players okay that’s what’s called the bozo explosion

bozo explosion

bozo explosion and what follows the bozo explosion is

and what follows the bozo explosion is

and what follows the bozo explosion is the layoffs okay

the layoffs okay

the layoffs okay so avoid the bozo explosion the third

so avoid the bozo explosion the third

so avoid the bozo explosion the third thing is to apply the Stanford Shopping

thing is to apply the Stanford Shopping

thing is to apply the Stanford Shopping Center test the way this works is

Center test the way this works is

Center test the way this works is suppose you’re at Stanford shopping

suppose you’re at Stanford shopping

suppose you’re at Stanford shopping center you see someone who’s being

center you see someone who’s being

center you see someone who’s being recruited by your company who’s

recruited by your company who’s

recruited by your company who’s interviewing at your company the

interviewing at your company the

interviewing at your company the distance between you and the person when

distance between you and the person when

distance between you and the person when you first see him or her is for me to

you first see him or her is for me to

you first see him or her is for me to the back of the room that person up

the back of the room that person up

the back of the room that person up there has not yet seen me but I have

there has not yet seen me but I have

there has not yet seen me but I have seen them or her or her so at this point

seen them or her or her so at this point

seen them or her or her so at this point I have this sort of choices I can rush

I have this sort of choices I can rush

I have this sort of choices I can rush over and say hi how are you I know

over and say hi how are you I know

over and say hi how are you I know you’re interviewing can I tell you more

you’re interviewing can I tell you more

you’re interviewing can I tell you more about the company I really think you

about the company I really think you

about the company I really think you should join our company we were just

should join our company we were just

should join our company we were just going to kick some ass we’re going to

going to kick some ass we’re going to

going to kick some ass we’re going to make me and we’re going to change the

make me and we’re going to change the

make me and we’re going to change the world with our technology or you can say

world with our technology or you can say

world with our technology or you can say Stanford Shopping Center isn’t that big

Stanford Shopping Center isn’t that big

Stanford Shopping Center isn’t that big maybe I’ll bump into them if I do I’ll

maybe I’ll bump into them if I do I’ll

maybe I’ll bump into them if I do I’ll say hello if I don’t I won’t say hello

say hello if I don’t I won’t say hello

say hello if I don’t I won’t say hello the third reaction is I’m going to get

the third reaction is I’m going to get

the third reaction is I’m going to get in my car and go to Valco shopping

in my car and go to Valco shopping

in my car and go to Valco shopping center okay if your reaction to the job

center okay if your reaction to the job

center okay if your reaction to the job candidate is not I’m going to run over

candidate is not I’m going to run over

candidate is not I’m going to run over there and say hello to the person don’t

there and say hello to the person don’t

there and say hello to the person don’t hire a person because when you’re

hire a person because when you’re

hire a person because when you’re creating a start-up it is a family

creating a start-up it is a family

creating a start-up it is a family it is a dysfunctional family honestly

it is a dysfunctional family honestly

it is a dysfunctional family honestly but it is a family if you don’t feel the

but it is a family if you don’t feel the

but it is a family if you don’t feel the compulsion to run over there and say

compulsion to run over there and say

compulsion to run over there and say hello probably not the right person