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Designing Your Way Through Failure | Sara Ortloff Khoury | TEDxACCD


like most creative people I’m a bit of a

like most creative people I’m a bit of a risk-taker what if the earliest risks I

risk-taker what if the earliest risks I

risk-taker what if the earliest risks I took started with a guy that I met in an

took started with a guy that I met in an

took started with a guy that I met in an elevator by chance in Brooklyn the next

elevator by chance in Brooklyn the next

elevator by chance in Brooklyn the next day

day

day we ran into each other at the bus stop

we ran into each other at the bus stop

we ran into each other at the bus stop we got to talking and we ended up

we got to talking and we ended up

we got to talking and we ended up blowing off our plans and spending the

blowing off our plans and spending the

blowing off our plans and spending the day at the Museum it was only a couple

day at the Museum it was only a couple

day at the Museum it was only a couple of months later that we ended up driving

of months later that we ended up driving

of months later that we ended up driving across country to come here to Pasadena

across country to come here to Pasadena

across country to come here to Pasadena and attend the Art Center together this

and attend the Art Center together this

and attend the Art Center together this adventure could have turned out to be a

adventure could have turned out to be a

adventure could have turned out to be a complete disaster but instead it turned

complete disaster but instead it turned

complete disaster but instead it turned out to be a major turning point in our

out to be a major turning point in our

out to be a major turning point in our lives I discovered a whole new field of

lives I discovered a whole new field of

lives I discovered a whole new field of design as it was emerging only in

design as it was emerging only in

design as it was emerging only in California and I became a pioneer in the

California and I became a pioneer in the

California and I became a pioneer in the field of user experience now I work at

field of user experience now I work at

field of user experience now I work at Google as a design director and my

Google as a design director and my

Google as a design director and my husband you know the guy I met in the

husband you know the guy I met in the

husband you know the guy I met in the elevator in Brooklyn by chance 30 years

elevator in Brooklyn by chance 30 years

elevator in Brooklyn by chance 30 years ago he is a virtual reality artist at

ago he is a virtual reality artist at

ago he is a virtual reality artist at Facebook but it wasn’t just chance what

Facebook but it wasn’t just chance what

Facebook but it wasn’t just chance what looked like risky impulsive decisions

looked like risky impulsive decisions

looked like risky impulsive decisions were actually creative intuitive

were actually creative intuitive

were actually creative intuitive decisions researchers say that what we

decisions researchers say that what we

decisions researchers say that what we think of as intuition is at its heart

think of as intuition is at its heart

think of as intuition is at its heart highly developed pattern recognition and

highly developed pattern recognition and

highly developed pattern recognition and that those that have never faced

that those that have never faced

that those that have never faced negative outcomes or those that have

negative outcomes or those that have

negative outcomes or those that have never failed have a critical gap in the

never failed have a critical gap in the

never failed have a critical gap in the body of experience that intuitions based

body of experience that intuitions based

body of experience that intuitions based on so we all know that intuitions

on so we all know that intuitions

on so we all know that intuitions required to navigate new and uncharted

required to navigate new and uncharted

required to navigate new and uncharted territory that’s why many venture

territory that’s why many venture

territory that’s why many venture capitalists won’t even invest in a new

capitalists won’t even invest in a new

capitalists won’t even invest in a new enterprise if the founder hasn’t

enterprise if the founder hasn’t

enterprise if the founder hasn’t undergone failure because it’s only

undergone failure because it’s only

undergone failure because it’s only through doing things that don’t work

through doing things that don’t work

through doing things that don’t work that a person can cultivate intuition

that a person can cultivate intuition

that a person can cultivate intuition start to recognize patterns and see

start to recognize patterns and see

start to recognize patterns and see warning signs and make smart course

warning signs and make smart course

warning signs and make smart course corrections

I’ve worked in the bay area since 1992

I’ve worked in the bay area since 1992 before the days of angel investing

before the days of angel investing

before the days of angel investing before the internet was a viable

before the internet was a viable

before the internet was a viable commercial platform before there were

commercial platform before there were

commercial platform before there were college programs to teach students how

college programs to teach students how

college programs to teach students how to build interfaces for software and

to build interfaces for software and

to build interfaces for software and that’s just to say that I grew up in a

that’s just to say that I grew up in a

that’s just to say that I grew up in a high risk environment as a professional

high risk environment as a professional

high risk environment as a professional I’ve lived that fail fast and learn

I’ve lived that fail fast and learn

I’ve lived that fail fast and learn experience every day for over 20 years

experience every day for over 20 years

experience every day for over 20 years and as a result my wheelhouse as a

and as a result my wheelhouse as a

and as a result my wheelhouse as a design leader is solving big ambiguous

design leader is solving big ambiguous

design leader is solving big ambiguous problems that have no apparent path to

problems that have no apparent path to

problems that have no apparent path to an answer so how do I lead teams through

an answer so how do I lead teams through

an answer so how do I lead teams through this kind of ambiguity often I use

this kind of ambiguity often I use

this kind of ambiguity often I use what’s called design thinking because it

what’s called design thinking because it

what’s called design thinking because it assumes that there are solutions to

assumes that there are solutions to

assumes that there are solutions to ambiguous problems and it helps teams

ambiguous problems and it helps teams

ambiguous problems and it helps teams unpack those big problems and think in

unpack those big problems and think in

unpack those big problems and think in unconventional ways to get to solutions

unconventional ways to get to solutions

unconventional ways to get to solutions quickly this agility to solve design

quickly this agility to solve design

quickly this agility to solve design problems and meet business goals

problems and meet business goals

problems and meet business goals consistently it earned me a seat at a

consistently it earned me a seat at a

consistently it earned me a seat at a table by 2015 I was a vice president of

table by 2015 I was a vice president of

table by 2015 I was a vice president of research and design for a fortune one

research and design for a fortune one

research and design for a fortune one retail company I had learned the

retail company I had learned the

retail company I had learned the language of business and I had elevated

language of business and I had elevated

language of business and I had elevated the function of design to a strategic

the function of design to a strategic

the function of design to a strategic level the funny thing is that once I got

level the funny thing is that once I got

level the funny thing is that once I got there I realized that my voice as a

there I realized that my voice as a

there I realized that my voice as a creative intuitive thinker just wasn’t

creative intuitive thinker just wasn’t

creative intuitive thinker just wasn’t as relevant there and many times really

as relevant there and many times really

as relevant there and many times really just wasn’t welcome I was spending my

just wasn’t welcome I was spending my

just wasn’t welcome I was spending my days and back-to-back meetings making

days and back-to-back meetings making

days and back-to-back meetings making decisions based on prepackaged

decisions based on prepackaged

decisions based on prepackaged slideshows I was traveling

slideshows I was traveling

slideshows I was traveling internationally to be a steward to the

internationally to be a steward to the

internationally to be a steward to the function of design that I was building

function of design that I was building

function of design that I was building essentially I had become more of an

essentially I had become more of an

essentially I had become more of an executive than a design leader imagine

executive than a design leader imagine

executive than a design leader imagine working so hard for so many years to get

working so hard for so many years to get

working so hard for so many years to get to the top of your career only to

to the top of your career only to

to the top of your career only to realize it just wasn’t as rewarding as

realize it just wasn’t as rewarding as

realize it just wasn’t as rewarding as you think it would be

you think it would be

you think it would be but then something completely disruptive

but then something completely disruptive

but then something completely disruptive happened a rare chance came my way I

happened a rare chance came my way I

happened a rare chance came my way I wasn’t really even looking for a new job

wasn’t really even looking for a new job

wasn’t really even looking for a new job when I had coffee with a CEO of a new

when I had coffee with a CEO of a new

when I had coffee with a CEO of a new startup I remember I was looking all

startup I remember I was looking all

startup I remember I was looking all over this coffee shop for the CEO person

over this coffee shop for the CEO person

over this coffee shop for the CEO person getting impatient and then out of the

getting impatient and then out of the

getting impatient and then out of the corner of my eye I see this woman riding

corner of my eye I see this woman riding

corner of my eye I see this woman riding up on a bike it turns out that was her

up on a bike it turns out that was her

up on a bike it turns out that was her that was the CEO she’s a woman and as I

that was the CEO she’s a woman and as I

that was the CEO she’s a woman and as I learned later a legend in Silicon Valley

learned later a legend in Silicon Valley

learned later a legend in Silicon Valley she was entering her 60s and spinning up

she was entering her 60s and spinning up

she was entering her 60s and spinning up her third startup without even flinching

her third startup without even flinching

her third startup without even flinching she had all this depth and engineering

she had all this depth and engineering

she had all this depth and engineering and in building innovative businesses

and in building innovative businesses

and in building innovative businesses but we were having coffee that day

but we were having coffee that day

but we were having coffee that day because she had a gap in her leadership

because she had a gap in her leadership

because she had a gap in her leadership team she needed someone to come in and

team she needed someone to come in and

team she needed someone to come in and build her product management and design

build her product management and design

build her product management and design team and when she was describing the

team and when she was describing the

team and when she was describing the kind of design leader she was looking

kind of design leader she was looking

kind of design leader she was looking for it was like she was describing me

for it was like she was describing me

for it was like she was describing me intuitively I was compelled to pursue

intuitively I was compelled to pursue

intuitively I was compelled to pursue this opportunity but logically it would

this opportunity but logically it would

this opportunity but logically it would mean leaving the security I left for my

mean leaving the security I left for my

mean leaving the security I left for my family behind I mean I was still paying

family behind I mean I was still paying

family behind I mean I was still paying student loans in my 40s and I just

student loans in my 40s and I just

student loans in my 40s and I just didn’t have the courage to pursue this

didn’t have the courage to pursue this

didn’t have the courage to pursue this opportunity I remember talking with my

opportunity I remember talking with my

opportunity I remember talking with my husband and saying you know since you

husband and saying you know since you

husband and saying you know since you just started at a startup I have to be

just started at a startup I have to be

just started at a startup I have to be the responsible one

the responsible one

the responsible one I mean someone has to have a real job we

I mean someone has to have a real job we

I mean someone has to have a real job we can’t raise our two kids and both be

can’t raise our two kids and both be

can’t raise our two kids and both be working at startups I remember you said

working at startups I remember you said

working at startups I remember you said to me Sahra you’re the only person in

to me Sahra you’re the only person in

to me Sahra you’re the only person in this room that’s saying that

and when I heard that I was the only one

and when I heard that I was the only one holding myself back

holding myself back

holding myself back I really felt challenged to go after

I really felt challenged to go after

I really felt challenged to go after what I wanted and then I realized this

what I wanted and then I realized this

what I wanted and then I realized this big problem were to take my future I

big problem were to take my future I

big problem were to take my future I could flip the Design Thinking methods

could flip the Design Thinking methods

could flip the Design Thinking methods that I use at work and apply them to my

that I use at work and apply them to my

that I use at work and apply them to my life so I asked her friend who was out

life so I asked her friend who was out

life so I asked her friend who was out of town for a long weekend if I could

of town for a long weekend if I could

of town for a long weekend if I could use her house and I packed up my design

use her house and I packed up my design

use her house and I packed up my design thinking tool kit post-it notes Sharpie

thinking tool kit post-it notes Sharpie

thinking tool kit post-it notes Sharpie pens tape dots to vote with and I set

pens tape dots to vote with and I set

pens tape dots to vote with and I set out to run a three days sprint to tackle

out to run a three days sprint to tackle

out to run a three days sprint to tackle this problem of where to take my career

this problem of where to take my career

this problem of where to take my career in design thinking we use a critical

in design thinking we use a critical

in design thinking we use a critical question that always starts with how

question that always starts with how

question that always starts with how might we in order to encourage divergent

might we in order to encourage divergent

might we in order to encourage divergent thinking and delay judgment and be more

thinking and delay judgment and be more

thinking and delay judgment and be more open to new ideas

open to new ideas

open to new ideas so what was the question that would lead

so what was the question that would lead

so what was the question that would lead me forward it was how might I align my

me forward it was how might I align my

me forward it was how might I align my career and my purpose so I became a

career and my purpose so I became a

career and my purpose so I became a participant observer and a research

participant observer and a research

participant observer and a research study of my life and post-it notes I

study of my life and post-it notes I

study of my life and post-it notes I wrote down all the pain points that I

wrote down all the pain points that I

wrote down all the pain points that I experienced in my career and I put them

experienced in my career and I put them

experienced in my career and I put them on a timeline at a tape and then I used

on a timeline at a tape and then I used

on a timeline at a tape and then I used dots to identify all the points in that

dots to identify all the points in that

dots to identify all the points in that timeline where I really grew and I

timeline where I really grew and I

timeline where I really grew and I thrived

at the end of this exercise I realized

at the end of this exercise I realized that the next phase of my career would

that the next phase of my career would

that the next phase of my career would be about working closely with teens

be about working closely with teens

be about working closely with teens again in men being part of and being

again in men being part of and being

again in men being part of and being present for that moment when ideas just

present for that moment when ideas just

present for that moment when ideas just click I realized this was my opportunity

click I realized this was my opportunity

click I realized this was my opportunity this was my chance to align my purpose

this was my chance to align my purpose

this was my chance to align my purpose in my career so my next chapter began I

in my career so my next chapter began I

in my career so my next chapter began I stepped into this new environment after

stepped into this new environment after

stepped into this new environment after only two weeks between jobs and the

only two weeks between jobs and the

only two weeks between jobs and the stark contrast and realities was almost

stark contrast and realities was almost

stark contrast and realities was almost paralyzing at a startup you have zero

paralyzing at a startup you have zero

paralyzing at a startup you have zero ramped up time and a very short runway

ramped up time and a very short runway

ramped up time and a very short runway to envision a product build it launch it

to envision a product build it launch it

to envision a product build it launch it prove value and pivot to do the next

prove value and pivot to do the next

prove value and pivot to do the next thing

thing

thing the pace is intense and the constant

the pace is intense and the constant

the pace is intense and the constant uncertainty can be daunting and if that

uncertainty can be daunting and if that

uncertainty can be daunting and if that wasn’t enough I was switching from

wasn’t enough I was switching from

wasn’t enough I was switching from designing consumer software to tackling

designing consumer software to tackling

designing consumer software to tackling the complexity of building enterprise

the complexity of building enterprise

the complexity of building enterprise software I was taking on the leadership

software I was taking on the leadership

software I was taking on the leadership role for not just research and design

role for not just research and design

role for not just research and design but also for product management my work

but also for product management my work

but also for product management my work structure was so my work environment was

structure was so my work environment was

structure was so my work environment was so unstructured that I really started

so unstructured that I really started

so unstructured that I really started spinning and doubt turned into fear and

spinning and doubt turned into fear and

spinning and doubt turned into fear and things that used to be easy for me to

things that used to be easy for me to

things that used to be easy for me to decide just weren’t easy anymore in this

decide just weren’t easy anymore in this

decide just weren’t easy anymore in this new environment everyone was doing

new environment everyone was doing

new environment everyone was doing things differently than I know how to do

things differently than I know how to do

things differently than I know how to do them it was incredibly disorienting at

them it was incredibly disorienting at

them it was incredibly disorienting at home bills stacked up unopened my gas

home bills stacked up unopened my gas

home bills stacked up unopened my gas and water got turned off my kids needed

and water got turned off my kids needed

and water got turned off my kids needed me and I felt really guilty because I

me and I felt really guilty because I

me and I felt really guilty because I wasn’t there for them and ultimately I

wasn’t there for them and ultimately I

wasn’t there for them and ultimately I had to get my bearings about me

at some point I realized that I had to

at some point I realized that I had to stop struggling and I had to grab a hold

stop struggling and I had to grab a hold

stop struggling and I had to grab a hold of my reality I mean it was clear to

of my reality I mean it was clear to

of my reality I mean it was clear to everyone that was around me that I was

everyone that was around me that I was

everyone that was around me that I was struggling and in an act of empathy my

struggling and in an act of empathy my

struggling and in an act of empathy my CEO sent me a video of an engineer who

CEO sent me a video of an engineer who

CEO sent me a video of an engineer who had learned to ride a bike backwards

had learned to ride a bike backwards

had learned to ride a bike backwards it’s a backwards brain bike so it

it’s a backwards brain bike so it

it’s a backwards brain bike so it doesn’t really go backwards the

doesn’t really go backwards the

doesn’t really go backwards the handlebars have gears in them so that it

handlebars have gears in them so that it

handlebars have gears in them so that it works opposite of what you learned you

works opposite of what you learned you

works opposite of what you learned you turn the bike to the left it goes to the

turn the bike to the left it goes to the

turn the bike to the left it goes to the right you turn it to the right it goes

right you turn it to the right it goes

right you turn it to the right it goes to the left and this engineer took this

to the left and this engineer took this

to the left and this engineer took this experiment on the road and traveled the

experiment on the road and traveled the

experiment on the road and traveled the world to demonstrate this neural

world to demonstrate this neural

world to demonstrate this neural phenomenon it was so powerful to watch

phenomenon it was so powerful to watch

phenomenon it was so powerful to watch all these people ride this bike for the

all these people ride this bike for the

all these people ride this bike for the first time in each case they got up to

first time in each case they got up to

first time in each case they got up to the bike they got on but the minute they

the bike they got on but the minute they

the bike they got on but the minute they started to pedal they put their foot on

started to pedal they put their foot on

started to pedal they put their foot on the ground to keep themselves from

the ground to keep themselves from

the ground to keep themselves from falling that’s just how deeply ingrained

falling that’s just how deeply ingrained

falling that’s just how deeply ingrained that algorithms is that makes noise and

that algorithms is that makes noise and

that algorithms is that makes noise and forward motion on a bike possible this

forward motion on a bike possible this

forward motion on a bike possible this is how you must feel she said and for

is how you must feel she said and for

is how you must feel she said and for the first time in a long time I felt

the first time in a long time I felt

the first time in a long time I felt understood but even more importantly the

understood but even more importantly the

understood but even more importantly the message in the engineers experiment was

message in the engineers experiment was

message in the engineers experiment was profound for me at that point in my

profound for me at that point in my

profound for me at that point in my journey that algorithm in your brain

journey that algorithm in your brain

journey that algorithm in your brain that makes riding a bike automatic it’s

that makes riding a bike automatic it’s

that makes riding a bike automatic it’s so deeply ingrained that you don’t even

so deeply ingrained that you don’t even

so deeply ingrained that you don’t even think about it until you try to ride a

think about it until you try to ride a

think about it until you try to ride a bike differently which seems impossible

bike differently which seems impossible

bike differently which seems impossible at first but this engineer was able to

at first but this engineer was able to

at first but this engineer was able to demonstrate that he could reset his

demonstrate that he could reset his

demonstrate that he could reset his brain to unlearn that deeply ingrained

brain to unlearn that deeply ingrained

brain to unlearn that deeply ingrained algorithm it took him eight months of

algorithm it took him eight months of

algorithm it took him eight months of falling and getting back up but in the

falling and getting back up but in the

falling and getting back up but in the end he was able to prove that he could

end he was able to prove that he could

end he was able to prove that he could rewire his brain to ride a backwards

rewire his brain to ride a backwards

rewire his brain to ride a backwards brain bike

at this point it was clear to me that my

at this point it was clear to me that my fear of failure was distorting reality

fear of failure was distorting reality

fear of failure was distorting reality and I remembered that one of my best

and I remembered that one of my best

and I remembered that one of my best friends told me that fear f.e.a.r is

friends told me that fear f.e.a.r is

friends told me that fear f.e.a.r is just fantasy experienced as reality fear

just fantasy experienced as reality fear

just fantasy experienced as reality fear can feel very very real but it’s not

can feel very very real but it’s not

can feel very very real but it’s not real it’s just the fantasy of something

real it’s just the fantasy of something

real it’s just the fantasy of something going wrong and I reflected on that as I

going wrong and I reflected on that as I

going wrong and I reflected on that as I thought about all of the worst-case

thought about all of the worst-case

thought about all of the worst-case scenarios and the worries flying around

scenarios and the worries flying around

scenarios and the worries flying around in my head so I thought if this engineer

in my head so I thought if this engineer

in my head so I thought if this engineer could relearn how to ride a bike that

could relearn how to ride a bike that

could relearn how to ride a bike that worked differently than what he was used

worked differently than what he was used

worked differently than what he was used to then I could relearn how to be a

to then I could relearn how to be a

to then I could relearn how to be a designer in an environment that I was

designer in an environment that I was

designer in an environment that I was not used to this backwards brain bike

not used to this backwards brain bike

not used to this backwards brain bike metaphor empowered me to get out of a

metaphor empowered me to get out of a

metaphor empowered me to get out of a fearful mindset and access my creativity

fearful mindset and access my creativity

fearful mindset and access my creativity that I could adapt and move forward

so as I contemplated on that I decided I

so as I contemplated on that I decided I do things differently instead of

do things differently instead of

do things differently instead of inviting instead of avoiding risk I

inviting instead of avoiding risk I

inviting instead of avoiding risk I invited risk I open up the design

invited risk I open up the design

invited risk I open up the design process to the entire company

process to the entire company

process to the entire company I got engineers from interns to

I got engineers from interns to

I got engineers from interns to architects to take part in design

architects to take part in design

architects to take part in design sprints and play an active role in

sprints and play an active role in

sprints and play an active role in envisioning the product we build I

envisioning the product we build I

envisioning the product we build I insisted that we all go out into the

insisted that we all go out into the

insisted that we all go out into the field and we observe the attitudes and

field and we observe the attitudes and

field and we observe the attitudes and the behaviors of the people who are

the behaviors of the people who are

the behaviors of the people who are designing for I didn’t create fully

designing for I didn’t create fully

designing for I didn’t create fully rationalized presentations to sell to

rationalized presentations to sell to

rationalized presentations to sell to our stakeholders we work directly with

our stakeholders we work directly with

our stakeholders we work directly with our founders and our engineers we

our founders and our engineers we

our founders and our engineers we debated the merits of ideas in real time

debated the merits of ideas in real time

debated the merits of ideas in real time not in scheduled meetings we built the

not in scheduled meetings we built the

not in scheduled meetings we built the product together and in the end in each

product together and in the end in each

product together and in the end in each of our own ways we all learn to adopt

of our own ways we all learn to adopt

of our own ways we all learn to adopt and ride that metaphorical bike

and ride that metaphorical bike

and ride that metaphorical bike differently

whether it’s in my design practice or

whether it’s in my design practice or it’s in my personal life I see growth as

it’s in my personal life I see growth as

it’s in my personal life I see growth as a cycle risk exposes us to vulnerability

a cycle risk exposes us to vulnerability

a cycle risk exposes us to vulnerability and with safety stripped away

and with safety stripped away

and with safety stripped away authenticity is revealed without taking

authenticity is revealed without taking

authenticity is revealed without taking risks we avoid vulnerability and without

risks we avoid vulnerability and without

risks we avoid vulnerability and without vulnerability we can’t expose our

vulnerability we can’t expose our

vulnerability we can’t expose our authentic selves to rise to new

authentic selves to rise to new

authentic selves to rise to new challenges the value of the risk of

challenges the value of the risk of

challenges the value of the risk of failing big is that the scope of the

failing big is that the scope of the

failing big is that the scope of the fall shatters all past patterns of

fall shatters all past patterns of

fall shatters all past patterns of knowing and if you can learn to adapt it

knowing and if you can learn to adapt it

knowing and if you can learn to adapt it not only changes what you think you know

not only changes what you think you know

not only changes what you think you know it changes who you think you are the

it changes who you think you are the

it changes who you think you are the person you are after the fall is

person you are after the fall is

person you are after the fall is significantly different than the person

significantly different than the person

significantly different than the person you were before it’s not just that the

you were before it’s not just that the

you were before it’s not just that the patterns change your capacity to

patterns change your capacity to

patterns change your capacity to recognize patterns has been transformed

recognize patterns has been transformed

recognize patterns has been transformed TS Eliot said only those who will risk

TS Eliot said only those who will risk

TS Eliot said only those who will risk going too far can possibly find out how

going too far can possibly find out how

going too far can possibly find out how far one can go

far one can go

far one can go how far do you want to go if someone

how far do you want to go if someone

how far do you want to go if someone were to make a sketch note of my life so

were to make a sketch note of my life so

were to make a sketch note of my life so far it would look something like this

if you knew you had the power to design

if you knew you had the power to design the life that you want for yourself what

the life that you want for yourself what

the life that you want for yourself what would your sketch not look like and what

would your sketch not look like and what

would your sketch not look like and what are you willing to risk to get there who

are you willing to risk to get there who

are you willing to risk to get there who are the people in your life that will

are the people in your life that will

are the people in your life that will push you out of your comfort zone

push you out of your comfort zone

push you out of your comfort zone because when you’re fully engaged in

because when you’re fully engaged in

because when you’re fully engaged in living you will court failure embrace it

living you will court failure embrace it

living you will court failure embrace it design your way through it trust your

design your way through it trust your

design your way through it trust your intuition and see how far you can go

intuition and see how far you can go

intuition and see how far you can go thank you

thank you

thank you [Applause]

[Applause]

[Applause] you

”

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