[Music] [Applause]
[Applause]
[Applause] so by trade I am a facilitator and a
so by trade I am a facilitator and a
so by trade I am a facilitator and a coach and one thing that all of my
coach and one thing that all of my
coach and one thing that all of my clients have had in common over the
clients have had in common over the
clients have had in common over the years is that they’re really interested
years is that they’re really interested
years is that they’re really interested in data and I get this because we live
in data and I get this because we live
in data and I get this because we live in the information age and the way that
in the information age and the way that
in the information age and the way that we use data is fundamental for the way
we use data is fundamental for the way
we use data is fundamental for the way that we do business however I have found
that we do business however I have found
that we do business however I have found that there is an enormous amount of
that there is an enormous amount of
that there is an enormous amount of untapped data out there I like to call
untapped data out there I like to call
untapped data out there I like to call this blind spot data because it exists
this blind spot data because it exists
this blind spot data because it exists but it’s hard to get at and most
but it’s hard to get at and most
but it’s hard to get at and most organizations find it very very
organizations find it very very
organizations find it very very difficult to be able to utilize and
difficult to be able to utilize and
difficult to be able to utilize and gather this data and some organizations
gather this data and some organizations
gather this data and some organizations just flat-out disregard it all together
just flat-out disregard it all together
just flat-out disregard it all together and this is an incredible Mis
and this is an incredible Mis
and this is an incredible Mis opportunity because within this data
opportunity because within this data
opportunity because within this data lies the potential to be a game-changer
lies the potential to be a game-changer
lies the potential to be a game-changer for every single industry so I wanted to
for every single industry so I wanted to
for every single industry so I wanted to share some trade secrets with you on how
share some trade secrets with you on how
share some trade secrets with you on how you might be able to gather this data
you might be able to gather this data
you might be able to gather this data and utilize it but first I’m going to
and utilize it but first I’m going to
and utilize it but first I’m going to tell you a really quick story about my
tell you a really quick story about my
tell you a really quick story about my co-founder Katie Byrne and myself so
co-founder Katie Byrne and myself so
co-founder Katie Byrne and myself so because we work in communication we
because we work in communication we
because we work in communication we really do try to model best practice and
really do try to model best practice and
really do try to model best practice and so we spend a lot of time working on our
so we spend a lot of time working on our
so we spend a lot of time working on our relationship and making sure that that’s
relationship and making sure that that’s
relationship and making sure that that’s strong cuz that helps our business and
strong cuz that helps our business and
strong cuz that helps our business and so we were having a meeting recently
so we were having a meeting recently
so we were having a meeting recently well this was actually months ago to be
well this was actually months ago to be
well this was actually months ago to be fair and she says to me she this
fair and she says to me she this
fair and she says to me she this Rochelle you know there’s something
Rochelle you know there’s something
Rochelle you know there’s something that’s on my mind and I really wanted to
that’s on my mind and I really wanted to
that’s on my mind and I really wanted to talk to you about it and I have to admit
talk to you about it and I have to admit
talk to you about it and I have to admit the way she said that it really made my
the way she said that it really made my
the way she said that it really made my stomach hurt because of like oh man
stomach hurt because of like oh man
stomach hurt because of like oh man what’s coming here and then I said well
what’s coming here and then I said well
what’s coming here and then I said well okay well what’s on your mind and she
okay well what’s on your mind and she
okay well what’s on your mind and she said well I’ve heard you say this now a
said well I’ve heard you say this now a
said well I’ve heard you say this now a couple of times I’ve heard you say to
couple of times I’ve heard you say to
couple of times I’ve heard you say to other people I don’t have time to watch
other people I don’t have time to watch
other people I don’t have time to watch TV and I think when you say that I think
TV and I think when you say that I think
TV and I think when you say that I think it makes you look like a snob
it makes you look like a snob
it makes you look like a snob that’s what I said I’m like what are you
that’s what I said I’m like what are you
that’s what I said I’m like what are you talking about there’s no way I could
talking about there’s no way I could
talking about there’s no way I could look like a snob that’s crazy and she
look like a snob that’s crazy and she
look like a snob that’s crazy and she says it’s because you know I know but
says it’s because you know I know but
says it’s because you know I know but people like TV people watch TV they
people like TV people watch TV they
people like TV people watch TV they might think that you’re judging them by
might think that you’re judging them by
might think that you’re judging them by you saying that you don’t have time to
you saying that you don’t have time to
you saying that you don’t have time to watch TV and the whole time she’s saying
watch TV and the whole time she’s saying
watch TV and the whole time she’s saying this I’m making these like over-the-top
this I’m making these like over-the-top
this I’m making these like over-the-top phases like what flight you serious and
phases like what flight you serious and
phases like what flight you serious and she says hey it’s just food for thought
she says hey it’s just food for thought
she says hey it’s just food for thought I’ll leave it there it’s no big deal and
I’ll leave it there it’s no big deal and
I’ll leave it there it’s no big deal and then I said well thank you very much for
then I said well thank you very much for
then I said well thank you very much for that and let’s move on to the next
that and let’s move on to the next
that and let’s move on to the next agenda item please you know and I have
agenda item please you know and I have
agenda item please you know and I have to be it was a really silly exchange but
to be it was a really silly exchange but
to be it was a really silly exchange but one where I felt really too burned you
one where I felt really too burned you
one where I felt really too burned you know it hurt and I think it hurt because
know it hurt and I think it hurt because
know it hurt and I think it hurt because I’m proud of a couple of things I’m
I’m proud of a couple of things I’m
I’m proud of a couple of things I’m really proud of my work ethic and I’m
really proud of my work ethic and I’m
really proud of my work ethic and I’m proud of my ability to connect with
proud of my ability to connect with
proud of my ability to connect with other people and I felt like what she
other people and I felt like what she
other people and I felt like what she was saying was is by talking about my
was saying was is by talking about my
was saying was is by talking about my work ethic I was disconnecting from
work ethic I was disconnecting from
work ethic I was disconnecting from other people it was like I couldn’t be
other people it was like I couldn’t be
other people it was like I couldn’t be myself and that’s the part that really
myself and that’s the part that really
myself and that’s the part that really hurt my feelings but you know I sat on
hurt my feelings but you know I sat on
hurt my feelings but you know I sat on it for a bit and I thought about it and
it for a bit and I thought about it and
it for a bit and I thought about it and I slept on it and it took a couple of
I slept on it and it took a couple of
I slept on it and it took a couple of days really but I realized it is totally
days really but I realized it is totally
days really but I realized it is totally obnoxious when people say I don’t have
obnoxious when people say I don’t have
obnoxious when people say I don’t have time to watch TV I thought what am i
time to watch TV I thought what am i
time to watch TV I thought what am i doing why did I say the Hat so I went
doing why did I say the Hat so I went
doing why did I say the Hat so I went back to her I said Katie you’re totally
back to her I said Katie you’re totally
back to her I said Katie you’re totally right I’m not gonna say it I’m gonna try
right I’m not gonna say it I’m gonna try
right I’m not gonna say it I’m gonna try to watch TV like be relatable yeah it’s
to watch TV like be relatable yeah it’s
to watch TV like be relatable yeah it’s like no big deal and you know and that
like no big deal and you know and that
like no big deal and you know and that was it so let me go back to that blind
was it so let me go back to that blind
was it so let me go back to that blind spot data that I had talked about at the
spot data that I had talked about at the
spot data that I had talked about at the very beginning you know that
very beginning you know that
very beginning you know that game-changing data that exists but it’s
game-changing data that exists but it’s
game-changing data that exists but it’s hard to see it was in the story that I
hard to see it was in the story that I
hard to see it was in the story that I just told
just told
just told did you guys hear it at all it was
did you guys hear it at all it was
did you guys hear it at all it was feedback feet you’re disappointed aren’t
feedback feet you’re disappointed aren’t
feedback feet you’re disappointed aren’t you I can tell you’re doesn’t win
you I can tell you’re doesn’t win
you I can tell you’re doesn’t win because feedback isn’t cool feedback is
because feedback isn’t cool feedback is
because feedback isn’t cool feedback is not sexy I get it I get it but the thing
not sexy I get it I get it but the thing
not sexy I get it I get it but the thing is is the way that we receive feedback
is is the way that we receive feedback
is is the way that we receive feedback and are able to action feedback that’s
and are able to action feedback that’s
and are able to action feedback that’s the game changer for every single one of
the game changer for every single one of
the game changer for every single one of us in the room so and I’d say that is
us in the room so and I’d say that is
us in the room so and I’d say that is sexy personally so and and I think that
sexy personally so and and I think that
sexy personally so and and I think that you would agree that Katie was right to
you would agree that Katie was right to
you would agree that Katie was right to tell me that right because I didn’t know
tell me that right because I didn’t know
tell me that right because I didn’t know how I could be potentially be perceived
how I could be potentially be perceived
how I could be potentially be perceived and I don’t want to be perceived that
and I don’t want to be perceived that
and I don’t want to be perceived that way so had she not told me or I hadn’t
way so had she not told me or I hadn’t
way so had she not told me or I hadn’t listened I could have been going all
listened I could have been going all
listened I could have been going all over town sort of bragging about how I
over town sort of bragging about how I
over town sort of bragging about how I don’t watch TV and pissing people off
don’t watch TV and pissing people off
don’t watch TV and pissing people off you know
you know
you know left right and center and and that’s not
left right and center and and that’s not
left right and center and and that’s not what I wanted but I don’t think I’m
what I wanted but I don’t think I’m
what I wanted but I don’t think I’m alone here in fact I know I’m not alone
alone here in fact I know I’m not alone
alone here in fact I know I’m not alone because we have worked with thousands of
because we have worked with thousands of
because we have worked with thousands of seasoned professionals all over the
seasoned professionals all over the
seasoned professionals all over the world who struggle with the same thing
world who struggle with the same thing
world who struggle with the same thing that we’re missing critical pieces of
that we’re missing critical pieces of
that we’re missing critical pieces of data and I think it’s for two reasons
data and I think it’s for two reasons
data and I think it’s for two reasons one is we take we take issue with the
one is we take we take issue with the
one is we take we take issue with the person who’s giving us the message and
person who’s giving us the message and
person who’s giving us the message and we take issue with the message itself so
we take issue with the message itself so
we take issue with the message itself so let’s look at both of those things a
let’s look at both of those things a
let’s look at both of those things a little bit closer so let’s imagine it
little bit closer so let’s imagine it
little bit closer so let’s imagine it wasn’t Katie who gave me that feedback
wasn’t Katie who gave me that feedback
wasn’t Katie who gave me that feedback let’s imagine anybody else had given me
let’s imagine anybody else had given me
let’s imagine anybody else had given me that feedback like a stranger
that feedback like a stranger
that feedback like a stranger acquaintance second cousin whatever I’m
acquaintance second cousin whatever I’m
acquaintance second cousin whatever I’m pretty confident I would have heard that
pretty confident I would have heard that
pretty confident I would have heard that and immediately thought they don’t know
and immediately thought they don’t know
and immediately thought they don’t know me like they’re addicted to television
me like they’re addicted to television
me like they’re addicted to television you know it would have like thought like
you know it would have like thought like
you know it would have like thought like they’ve got problems right and I would
they’ve got problems right and I would
they’ve got problems right and I would have essentially taken that data
have essentially taken that data
have essentially taken that data crumpled it up thrown in the garbage and
crumpled it up thrown in the garbage and
crumpled it up thrown in the garbage and not even thought about it
not even thought about it
not even thought about it not even once really the only reason I
not even once really the only reason I
not even once really the only reason I was able to listen to the data was
was able to listen to the data was
was able to listen to the data was because it did come from Katie who not
because it did come from Katie who not
because it did come from Katie who not only you know I said before is a trusted
only you know I said before is a trusted
only you know I said before is a trusted business partner but she’s also a really
business partner but she’s also a really
business partner but she’s also a really close friend she’s even listed on our
close friend she’s even listed on our
close friend she’s even listed on our will to take care of our children if my
will to take care of our children if my
will to take care of our children if my husband and I die and it was still hard
husband and I die and it was still hard
husband and I die and it was still hard to hear the feedback right so this means
to hear the feedback right so this means
to hear the feedback right so this means that it’s hard for us to hear feedback
that it’s hard for us to hear feedback
that it’s hard for us to hear feedback from anybody right do you agree with
from anybody right do you agree with
from anybody right do you agree with this yes I know you do so now the second
this yes I know you do so now the second
this yes I know you do so now the second part is the message like let’s
part is the message like let’s
part is the message like let’s complicate it even more now we take
complicate it even more now we take
complicate it even more now we take issue with the message because we’re
issue with the message because we’re
issue with the message because we’re human beings and we try to avoid pain
human beings and we try to avoid pain
human beings and we try to avoid pain and that’s normal right we want to duck
and that’s normal right we want to duck
and that’s normal right we want to duck and dive we want to avoid pain so what
and dive we want to avoid pain so what
and dive we want to avoid pain so what we do is we either think that the
we do is we either think that the
we do is we either think that the message is nonsensical or we start to
message is nonsensical or we start to
message is nonsensical or we start to build the story look through this
build the story look through this
build the story look through this internal story as a way of discrediting
internal story as a way of discrediting
internal story as a way of discrediting it so let me give you an example and I
it so let me give you an example and I
it so let me give you an example and I think it’s going to resonate with you so
think it’s going to resonate with you so
think it’s going to resonate with you so years ago I was teaching a workshop and
years ago I was teaching a workshop and
years ago I was teaching a workshop and I had a participant let’s let’s call her
I had a participant let’s let’s call her
I had a participant let’s let’s call her Janice and she was complaining about a
Janice and she was complaining about a
Janice and she was complaining about a colleague let’s call him John and
colleague let’s call him John and
colleague let’s call him John and essentially what she was saying was that
essentially what she was saying was that
essentially what she was saying was that she was like he always nitpicks me I can
she was like he always nitpicks me I can
she was like he always nitpicks me I can never do anything right I think he’s
never do anything right I think he’s
never do anything right I think he’s trying to get me fired you know she was
trying to get me fired you know she was
trying to get me fired you know she was really upset and so I said well give me
really upset and so I said well give me
really upset and so I said well give me an example so she shows me this
an example so she shows me this
an example so she shows me this mail and the email had I kid you not
mail and the email had I kid you not
mail and the email had I kid you not three lines at most and basically what
three lines at most and basically what
three lines at most and basically what it said was we’re working on a contract
it said was we’re working on a contract
it said was we’re working on a contract together I think there’s something
together I think there’s something
together I think there’s something missing can you take a look and so I say
missing can you take a look and so I say
missing can you take a look and so I say to her like Janice I don’t know I don’t
to her like Janice I don’t know I don’t
to her like Janice I don’t know I don’t I don’t see anything malicious in this
I don’t see anything malicious in this
I don’t see anything malicious in this email and she was like you don’t know
email and she was like you don’t know
email and she was like you don’t know this guy he’s a game player there’s a
this guy he’s a game player there’s a
this guy he’s a game player there’s a lot more written here than what you can
lot more written here than what you can
lot more written here than what you can actually say oh I really okay and she
actually say oh I really okay and she
actually say oh I really okay and she goes he’s probably copied my manager
goes he’s probably copied my manager
goes he’s probably copied my manager he’s trying to catch me out I mean she
he’s trying to catch me out I mean she
he’s trying to catch me out I mean she had this whole thing in her mind that
had this whole thing in her mind that
had this whole thing in her mind that was real and so I said what are you
was real and so I said what are you
was real and so I said what are you gonna do about it and she goes well I’m
gonna do about it and she goes well I’m
gonna do about it and she goes well I’m gonna I’m sick of this so I’m gonna
gonna I’m sick of this so I’m gonna
gonna I’m sick of this so I’m gonna confront him I’m gonna confront his
confront him I’m gonna confront his
confront him I’m gonna confront his manager I’m gonna loop my manager in and
manager I’m gonna loop my manager in and
manager I’m gonna loop my manager in and she’s searching for like plot these
she’s searching for like plot these
she’s searching for like plot these layers of confrontation and I’m sitting
layers of confrontation and I’m sitting
layers of confrontation and I’m sitting there thinking to myself whoa there is a
there thinking to myself whoa there is a
there thinking to myself whoa there is a cost that we pay for this kind of an
cost that we pay for this kind of an
cost that we pay for this kind of an internal storytelling right so first of
internal storytelling right so first of
internal storytelling right so first of all she’s made herself really upset
all she’s made herself really upset
all she’s made herself really upset second of all she’s planning to take
second of all she’s planning to take
second of all she’s planning to take action that I’m pretty confident is
action that I’m pretty confident is
action that I’m pretty confident is gonna have a detrimental you know impact
gonna have a detrimental you know impact
gonna have a detrimental you know impact on the way she’s viewed in her
on the way she’s viewed in her
on the way she’s viewed in her organization but thirdly and most
organization but thirdly and most
organization but thirdly and most importantly for this conversation she’s
importantly for this conversation she’s
importantly for this conversation she’s complicit completely missed the feedback
complicit completely missed the feedback
complicit completely missed the feedback altogether right he said there’s
altogether right he said there’s
altogether right he said there’s something to sing in the contract
something to sing in the contract
something to sing in the contract she’s now completely forgotten about
she’s now completely forgotten about
she’s now completely forgotten about this and she could send the contract out
this and she could send the contract out
this and she could send the contract out without it missing and that in itself
without it missing and that in itself
without it missing and that in itself could have adverse outcome so this
could have adverse outcome so this
could have adverse outcome so this sounds really dramatic but by a show of
sounds really dramatic but by a show of
sounds really dramatic but by a show of hands how many of you guys have gotten
hands how many of you guys have gotten
hands how many of you guys have gotten worked up about an email before yeah
worked up about an email before yeah
worked up about an email before yeah like yeah like all of you guys right
like yeah like all of you guys right
like yeah like all of you guys right yeah everybody has and not and that’s
yeah everybody has and not and that’s
yeah everybody has and not and that’s normal because we are naturally great
normal because we are naturally great
normal because we are naturally great storytellers and today we’ve heard so
storytellers and today we’ve heard so
storytellers and today we’ve heard so many great examples of how storytelling
many great examples of how storytelling
many great examples of how storytelling is very positive but when we allow our
is very positive but when we allow our
is very positive but when we allow our imaginations to run wild and we’re
imaginations to run wild and we’re
imaginations to run wild and we’re burying messages that we really need to
burying messages that we really need to
burying messages that we really need to hear that’s when the storytelling can
hear that’s when the storytelling can
hear that’s when the storytelling can actually get in our way and it’s not
actually get in our way and it’s not
actually get in our way and it’s not very productive and interestingly enough
very productive and interestingly enough
very productive and interestingly enough you will even do this with positive
you will even do this with positive
you will even do this with positive messages so just think about the last
messages so just think about the last
messages so just think about the last time somebody saved somebody said
time somebody saved somebody said
time somebody saved somebody said something to you that was a compliment
something to you that was a compliment
something to you that was a compliment and you found it a little bit
and you found it a little bit
and you found it a little bit embarrassing how quickly did you think
embarrassing how quickly did you think
embarrassing how quickly did you think to yourself they say that to everybody
to yourself they say that to everybody
to yourself they say that to everybody right you just told yourself a little
right you just told yourself a little
right you just told yourself a little story right there
story right there
story right there so the question is is how do we gather
so the question is is how do we gather
so the question is is how do we gather feedback and listen to it like and
feedback and listen to it like and
feedback and listen to it like and gather it like data regardless of who’s
gather it like data regardless of who’s
gather it like data regardless of who’s saying it to us and what they’re saying
saying it to us and what they’re saying
saying it to us and what they’re saying so now I want to share with you two
so now I want to share with you two
so now I want to share with you two strategies that we use with our clients
strategies that we use with our clients
strategies that we use with our clients and our clients love it because it works
and our clients love it because it works
and our clients love it because it works the first strategy you can get your
the first strategy you can get your
the first strategy you can get your notepads out okay yeah the first
notepads out okay yeah the first
notepads out okay yeah the first strategy is when feedback happens to you
strategy is when feedback happens to you
strategy is when feedback happens to you it sometimes feels like you’ve just been
it sometimes feels like you’ve just been
it sometimes feels like you’ve just been hit with a Mack truck and you don’t know
hit with a Mack truck and you don’t know
hit with a Mack truck and you don’t know what to do with it right now the
what to do with it right now the
what to do with it right now the strategy is remove the emotion okay
strategy is remove the emotion okay
strategy is remove the emotion okay remove the emotion so this is this is
remove the emotion so this is this is
remove the emotion so this is this is the technique what I want you to do is
the technique what I want you to do is
the technique what I want you to do is on a post-it note write down what’s
on a post-it note write down what’s
on a post-it note write down what’s happening and try to be as factual as
happening and try to be as factual as
happening and try to be as factual as you possibly can like really try to
you possibly can like really try to
you possibly can like really try to remove the emotion so let me show you
remove the emotion so let me show you
remove the emotion so let me show you Janice would say John’s a jerk
Janice would say John’s a jerk
Janice would say John’s a jerk she’d say that’s a fact right and then
she’d say that’s a fact right and then
she’d say that’s a fact right and then she’d say and he’s trying to get me
she’d say and he’s trying to get me
she’d say and he’s trying to get me fired I would say that does sound
fired I would say that does sound
fired I would say that does sound emotional what’s happening in the email
emotional what’s happening in the email
emotional what’s happening in the email right so then she’d try again she said
right so then she’d try again she said
right so then she’d try again she said well John is John is blaming me for
well John is John is blaming me for
well John is John is blaming me for missing something in the contract I
missing something in the contract I
missing something in the contract I would say well blame still has an
would say well blame still has an
would say well blame still has an emotional charge you see that right
emotional charge you see that right
emotional charge you see that right there’s an emotional charge to that so
there’s an emotional charge to that so
there’s an emotional charge to that so let’s take that out now let’s look John
let’s take that out now let’s look John
let’s take that out now let’s look John emailed me about something missing from
emailed me about something missing from
emailed me about something missing from the contract now that’s it that’s data
the contract now that’s it that’s data
the contract now that’s it that’s data right that’s a fact we can either agree
right that’s a fact we can either agree
right that’s a fact we can either agree or disagree we can either take action or
or disagree we can either take action or
or disagree we can either take action or not take action but now we have control
not take action but now we have control
not take action but now we have control because this is not about me or us this
because this is not about me or us this
because this is not about me or us this is just a thing right so try to remove
is just a thing right so try to remove
is just a thing right so try to remove the emotion this is what I used when
the emotion this is what I used when
the emotion this is what I used when Katie gave me her feedback she wasn’t
Katie gave me her feedback she wasn’t
Katie gave me her feedback she wasn’t saying I was a snob she was saying when
saying I was a snob she was saying when
saying I was a snob she was saying when I say something specific it could be
I say something specific it could be
I say something specific it could be perceived in a specific way and I can
perceived in a specific way and I can
perceived in a specific way and I can either choose to agree or disagree and I
either choose to agree or disagree and I
either choose to agree or disagree and I chose to agree right you’ll remove it if
chose to agree right you’ll remove it if
chose to agree right you’ll remove it if I had thought that she was calling me a
I had thought that she was calling me a
I had thought that she was calling me a slob we might not be business partners
slob we might not be business partners
slob we might not be business partners now right so I want us to start thinking
now right so I want us to start thinking
now right so I want us to start thinking about using this technique the second
about using this technique the second
about using this technique the second technique is one for those of you that
technique is one for those of you that
technique is one for those of you that really want a master receiving feedback
really want a master receiving feedback
really want a master receiving feedback and if you really want to do this my
and if you really want to do this my
and if you really want to do this my suggestion to you is get out in front of
suggestion to you is get out in front of
suggestion to you is get out in front of it
it
it wait for it to happen to you get out and
wait for it to happen to you get out and
wait for it to happen to you get out and ask for feedback find your KT or an
ask for feedback find your KT or an
ask for feedback find your KT or an equivalent of a KT and in a very genuine
equivalent of a KT and in a very genuine
equivalent of a KT and in a very genuine and open and honest way ask their
and open and honest way ask their
and open and honest way ask their opinion about something about you ask
opinion about something about you ask
opinion about something about you ask for that feedback and then sit with it
for that feedback and then sit with it
for that feedback and then sit with it and try not to be defensive and try not
and try not to be defensive and try not
and try not to be defensive and try not to story tell and learn from it and
to story tell and learn from it and
to story tell and learn from it and start thinking about what does this data
start thinking about what does this data
start thinking about what does this data tell you and how can you use it to start
tell you and how can you use it to start
tell you and how can you use it to start transforming the way that you behave in
transforming the way that you behave in
transforming the way that you behave in your work and you behave at home
your work and you behave at home
your work and you behave at home so let’s still do this together I want
so let’s still do this together I want
so let’s still do this together I want you to picture in your mind somebody you
you to picture in your mind somebody you
you to picture in your mind somebody you trust somebody who cares about you not
trust somebody who cares about you not
trust somebody who cares about you not only is it professional
only is it professional
only is it professional but also as a human being like picture
but also as a human being like picture
but also as a human being like picture them do you see them in your mind yeah
them do you see them in your mind yeah
them do you see them in your mind yeah you guys hi mom
you guys hi mom
you guys hi mom right okay now I want you to think they
right okay now I want you to think they
right okay now I want you to think they hold blind spot data about you they see
hold blind spot data about you they see
hold blind spot data about you they see you in a unique way that you cannot see
you in a unique way that you cannot see
you in a unique way that you cannot see yourself what do you want to know from
yourself what do you want to know from
yourself what do you want to know from them what’s the game-changing data that
them what’s the game-changing data that
them what’s the game-changing data that they have about you what’s that question
they have about you what’s that question
they have about you what’s that question now the last step you’re not going to
now the last step you’re not going to
now the last step you’re not going to get mastery unless you do this and that
get mastery unless you do this and that
get mastery unless you do this and that is ask them translate that from thinking
is ask them translate that from thinking
is ask them translate that from thinking about it to actually doing it so get out
about it to actually doing it so get out
about it to actually doing it so get out there on your way home pick up the phone
there on your way home pick up the phone
there on your way home pick up the phone and start the conversation and really
and start the conversation and really
and start the conversation and really start living in the information age
start living in the information age
start living in the information age today thank you
[Applause]
[Applause] [Music]
”
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