1 00:00:00,000 --> 00:00:01,840 right now? 2 00:00:01,840 --> 00:00:03,800 Well, the really most exciting one 3 00:00:03,800 --> 00:00:06,320 is actually when we provided essentially a product 4 00:00:06,320 --> 00:00:09,600 development team and helped a client who is not 5 00:00:09,600 --> 00:00:13,700 a digital client create their first digital offering. 6 00:00:13,700 --> 00:00:16,920 And it took us about 14 months. 7 00:00:16,920 --> 00:00:20,040 And now it is actually beginning to gain traction. 8 00:00:20,040 --> 00:00:21,720 They've signed up a bunch of customers, 9 00:00:21,720 --> 00:00:24,080 and they're very excited and looking forward to us 10 00:00:24,080 --> 00:00:25,840 helping with some similar projects. 11 00:00:25,840 --> 00:00:28,160 So it's pretty gratifying to help someone 12 00:00:28,160 --> 00:00:30,160 transform themselves. 13 00:00:30,160 --> 00:00:30,840 That's awesome. 14 00:00:30,840 --> 00:00:33,400 Are you able to mention what field of service? 15 00:00:33,400 --> 00:00:35,840 Yeah, it's health care. 16 00:00:35,840 --> 00:00:39,160 So it's a health care well-known brand, 17 00:00:39,160 --> 00:00:41,800 but not well-known in the digital space. 18 00:00:41,800 --> 00:00:42,880 Yeah. 19 00:00:42,880 --> 00:00:47,280 You know, most successful brands, most aren't. 20 00:00:47,280 --> 00:00:48,440 I will say that. 21 00:00:48,440 --> 00:00:51,120 I'm not saying there aren't successful digital companies. 22 00:00:51,120 --> 00:00:54,080 Obviously, some of the world's best are digital companies. 23 00:00:54,080 --> 00:00:59,360 But it's often amazing how many digital people 24 00:00:59,360 --> 00:01:02,880 think there's no world outside of the online space, 25 00:01:02,880 --> 00:01:05,000 even though they live in it. 26 00:01:05,000 --> 00:01:05,520 It's true. 27 00:01:05,520 --> 00:01:09,840 You get wrapped up in your own world, and I know the feeling. 28 00:01:09,840 --> 00:01:12,400 But it's wonderful to explore and see 29 00:01:12,400 --> 00:01:16,240 some of these other companies that the technology isn't 30 00:01:16,240 --> 00:01:17,360 in their vocabulary. 31 00:01:17,360 --> 00:01:20,440 So they don't really know how to talk to people, 32 00:01:20,440 --> 00:01:23,360 how to engage with people with technology. 33 00:01:23,360 --> 00:01:25,520 And frankly, even how to use technology. 34 00:01:25,520 --> 00:01:28,240 So it's been a great experience, and we're 35 00:01:28,240 --> 00:01:29,240 grateful for the client. 36 00:01:29,240 --> 00:01:32,240 And they're happy, and so are we, which is what you want. 37 00:01:32,240 --> 00:01:33,040 That's awesome. 38 00:01:33,040 --> 00:01:35,800 Yeah, product development and transitioning online 39 00:01:35,800 --> 00:01:37,400 can be a scary path. 40 00:01:37,400 --> 00:01:40,320 So that's really neat that they have enjoyed the process 41 00:01:40,320 --> 00:01:42,600 and understood that it takes a timeline 42 00:01:42,600 --> 00:01:43,920 to pull something like that off. 43 00:01:43,920 --> 00:01:46,960 I'm sure it took some leadership to get done. 44 00:01:46,960 --> 00:01:49,360 Let's dive into resources. 45 00:01:49,360 --> 00:01:52,000 So what three books or resources do you 46 00:01:52,000 --> 00:01:54,280 recommend for other visionaries out there? 47 00:01:54,280 --> 00:01:55,760 That's an important question. 48 00:01:55,760 --> 00:01:58,480 So I've been thinking about that because I get this question 49 00:01:58,480 --> 00:01:59,360 occasionally. 50 00:01:59,360 --> 00:02:03,280 And I'm going to give you three books, and one of which 51 00:02:03,280 --> 00:02:04,040 I just finished. 52 00:02:04,040 --> 00:02:08,840 So I'll go back and forth in terms of more current and ones 53 00:02:08,840 --> 00:02:13,400 that are a little more, let's just say, classics, I guess. 54 00:02:13,400 --> 00:02:16,960 So I'll start with a book called Emotional Intelligence. 55 00:02:16,960 --> 00:02:20,840 There's a current version of it called EQ 2.0 by Daniel Goldman. 56 00:02:20,840 --> 00:02:24,960 And that book to me is one of the most important books 57 00:02:24,960 --> 00:02:25,960 in my career. 58 00:02:25,960 --> 00:02:29,360 It starts off with a discussion about how 59 00:02:29,360 --> 00:02:32,520 a couple of different people had to close large offices 60 00:02:32,520 --> 00:02:34,800 of companies and fly out to a location 61 00:02:34,800 --> 00:02:36,560 and tell the people there. 62 00:02:36,560 --> 00:02:40,920 And it really explains how you can do that well, 63 00:02:40,920 --> 00:02:43,720 which is an awful situation to be in for those people, 64 00:02:43,720 --> 00:02:45,680 and how you can do it poorly. 65 00:02:45,680 --> 00:02:48,760 And the contrast is remarkable. 66 00:02:48,760 --> 00:02:52,760 And so I felt like that book early in my career 67 00:02:52,760 --> 00:02:55,240 was really important to teaching me 68 00:02:55,240 --> 00:02:58,960 how to be essentially in the bad news business 69 00:02:58,960 --> 00:03:02,200 as a manager of people without creating 70 00:03:02,200 --> 00:03:05,680 the kind of angst and anger at management 71 00:03:05,680 --> 00:03:08,600 that often happens when you don't do it well. 72 00:03:08,600 --> 00:03:09,480 Right. 73 00:03:09,480 --> 00:03:13,080 Are you saying there's going to be bad news in life? 74 00:03:13,080 --> 00:03:14,800 Well, it's funny. 75 00:03:14,800 --> 00:03:16,440 I try to think of all the times when 76 00:03:16,440 --> 00:03:20,080 I've gotten to deliver good news as a manager. 77 00:03:20,080 --> 00:03:22,920 And really, it's primarily around promotions and things 78 00:03:22,920 --> 00:03:23,720 of that nature. 79 00:03:23,720 --> 00:03:26,880 But more often than not, unfortunately, it's 80 00:03:26,880 --> 00:03:29,880 having to say, hey, we're not doing as well as we could, 81 00:03:29,880 --> 00:03:32,880 or look, this is something we need to look at. 82 00:03:32,880 --> 00:03:34,760 And it's how you message it. 83 00:03:34,760 --> 00:03:36,160 It's how you follow through. 84 00:03:36,160 --> 00:03:38,120 It's how you talk to people. 85 00:03:38,120 --> 00:03:41,320 It was really a great book to help me, frankly, 86 00:03:41,320 --> 00:03:43,640 not just at work, but in my personal life too. 87 00:03:43,640 --> 00:03:45,040 So I feel like I've got it. 88 00:03:45,040 --> 00:03:45,640 I got to get it. 89 00:03:45,640 --> 00:03:46,600 Everyone. 90 00:03:46,600 --> 00:03:49,440 I mean, we as human beings, we have 91 00:03:49,440 --> 00:03:52,680 to learn how to say happy birthday appropriately 92 00:03:52,680 --> 00:03:53,760 to people. 93 00:03:53,760 --> 00:03:57,240 We've got to learn how to put energy into the good. 94 00:03:57,240 --> 00:04:01,240 Therefore, we also like, if that's hard for us, 95 00:04:01,240 --> 00:04:03,520 then how much harder is it to learn how to deliver the bad 96 00:04:03,520 --> 00:04:05,280 news in a great way? 97 00:04:05,280 --> 00:04:06,480 You're exactly right. 98 00:04:06,480 --> 00:04:07,960 That book's not amazing. 99 00:04:07,960 --> 00:04:08,440 Exactly. 100 00:04:08,440 --> 00:04:10,440 You're trying to remember the things about people 101 00:04:10,440 --> 00:04:12,680 that you know make them who they are. 102 00:04:12,680 --> 00:04:15,960 And that way, when you're talking with them, 103 00:04:15,960 --> 00:04:18,920 you don't obviously introduce a lot of personal information 104 00:04:18,920 --> 00:04:22,240 in the workplace, but even just little things like, oh, 105 00:04:22,240 --> 00:04:26,560 I remember somebody said that one of their daughters 106 00:04:26,560 --> 00:04:31,360 was trying to travel to a certain country and did that. 107 00:04:31,360 --> 00:04:33,120 And I just kind of think, bring them, hey, 108 00:04:33,120 --> 00:04:34,240 how did that trip go? 109 00:04:34,240 --> 00:04:36,520 And you don't have to make it a big conversation. 110 00:04:36,520 --> 00:04:37,720 But it's really interesting. 111 00:04:37,720 --> 00:04:40,240 The book is a fabulous read. 112 00:04:40,240 --> 00:04:44,360 And Daniel Goldman is clearly a superstar in that area. 113 00:04:44,360 --> 00:04:45,320 That's amazing. 114 00:04:45,320 --> 00:04:46,280 What are your other two? 115 00:04:46,280 --> 00:04:47,840 Sorry, I made you go long on that. 116 00:04:47,840 --> 00:04:48,520 No problem. 117 00:04:48,520 --> 00:04:52,080 The other two, the second one is a book that I just finished. 118 00:04:52,080 --> 00:04:55,240 It's called Quiet, The Power of Introverts in a World 119 00:04:55,240 --> 00:04:57,040 That Can't Stop Talking. 120 00:04:57,040 --> 00:04:59,960 And what's fascinating about it, it's written by Susan Cain. 121 00:04:59,960 --> 00:05:02,880 What's fascinating about this book is, being an introvert 122 00:05:02,880 --> 00:05:06,880 myself, but being coached out of it like many people have been 123 00:05:06,880 --> 00:05:09,540 over the years, it was interesting looking 124 00:05:09,540 --> 00:05:11,160 at the history of how we got here. 125 00:05:11,160 --> 00:05:12,800 So I'll just give you one little fact. 126 00:05:12,800 --> 00:05:15,040 The premise of the book is introverts 127 00:05:15,040 --> 00:05:19,680 have tremendous capabilities, especially working alone, 128 00:05:19,680 --> 00:05:21,880 but even in teams in an interesting way. 129 00:05:21,880 --> 00:05:24,320 So one of the interesting facts in the book 130 00:05:24,320 --> 00:05:27,840 was, all the presidents, with a few exceptions, 131 00:05:27,840 --> 00:05:32,160 before the 1900 in the United States were introverts. 132 00:05:32,160 --> 00:05:36,000 And all the presidents after 1900 in the United States, 133 00:05:36,000 --> 00:05:37,240 most of them were extroverts. 134 00:05:37,240 --> 00:05:40,240 And the reason for that goes back to the introduction 135 00:05:40,240 --> 00:05:45,920 of the Dale Carnegie speaking tour that started around 1905. 136 00:05:45,920 --> 00:05:49,320 So Teddy Roosevelt was the first real extrovert 137 00:05:49,320 --> 00:05:51,460 that started the process. 138 00:05:51,460 --> 00:05:52,360 There you go. 139 00:05:52,360 --> 00:05:53,680 All right. 140 00:05:53,680 --> 00:05:54,200 Perfect. 141 00:05:54,200 --> 00:05:56,600 It's an OG, OG lead magnet right here. 142 00:05:56,600 --> 00:05:59,240 This is circa 1936. 143 00:05:59,240 --> 00:06:00,400 There you go. 144 00:06:00,400 --> 00:06:01,440 There you go. 145 00:06:01,440 --> 00:06:05,040 So it's a fascinating book, a lot of interesting data. 146 00:06:05,040 --> 00:06:06,840 There are stories that I just love in there. 147 00:06:06,840 --> 00:06:09,480 And I'm really happy I read that one. 148 00:06:09,480 --> 00:06:11,360 So that's a good one. 149 00:06:11,360 --> 00:06:16,520 The one that is probably the most impactful of any book 150 00:06:16,520 --> 00:06:21,240 I have ever read as a person who is in business 151 00:06:21,240 --> 00:06:24,160 is called First Break All the Rules, What the World's 152 00:06:24,160 --> 00:06:26,000 Greatest Managers Do. 153 00:06:26,000 --> 00:06:29,160 And that book is written by Marcus Buckingham. 154 00:06:29,160 --> 00:06:35,400 And in fact, Adobe's first management training courses 155 00:06:35,400 --> 00:06:37,680 some years ago were based on that book. 156 00:06:37,680 --> 00:06:40,960 And the premise is we spend a lot of time 157 00:06:40,960 --> 00:06:45,960 trying to make ourselves and our companies 158 00:06:45,960 --> 00:06:48,640 the kind of people and places where 159 00:06:48,640 --> 00:06:50,080 if we're not doing something well, 160 00:06:50,080 --> 00:06:52,280 we focus on how do we do that better. 161 00:06:52,280 --> 00:06:56,720 When in fact, after talking to 80,000 managers 162 00:06:56,720 --> 00:06:58,680 before writing this book, Marcus Buckingham 163 00:06:58,680 --> 00:07:00,320 learned that we should be focusing 164 00:07:00,320 --> 00:07:03,520 on the things we do well and strengthening those 165 00:07:03,520 --> 00:07:05,480 because we are good at those. 166 00:07:05,480 --> 00:07:09,200 And those strengths, both as companies and individuals, 167 00:07:09,200 --> 00:07:15,040 really make us much better at what we do generally 168 00:07:15,040 --> 00:07:18,400 than if we focused on trying to do something we'll never 169 00:07:18,400 --> 00:07:20,480 be good at or we'll only get marginally better at. 170 00:07:20,480 --> 00:07:21,920 Doesn't mean you should give up. 171 00:07:21,920 --> 00:07:25,320 But you shouldn't be in a situation 172 00:07:25,320 --> 00:07:27,480 where you're spending all your energy trying to make yourself 173 00:07:27,480 --> 00:07:28,240 something you're not. 174 00:07:28,240 --> 00:07:30,160 I guess that's the best way to describe it. 175 00:07:30,160 --> 00:07:30,960 I love that. 176 00:07:30,960 --> 00:07:31,760 That's huge. 177 00:07:31,760 --> 00:07:33,920 So two things I gather from that. 178 00:07:33,920 --> 00:07:37,920 One, I'm a big fan of the book Strengths Finder 2.0, 179 00:07:37,920 --> 00:07:41,160 which is built upon the backbone of that book, I'm sure. 180 00:07:41,160 --> 00:07:44,360 And I'm sure they studied that as they were creating it. 181 00:07:44,360 --> 00:07:46,920 And it did change my life when I learned that. 182 00:07:46,920 --> 00:07:51,240 And two, on the flip side for you, 183 00:07:51,240 --> 00:07:56,600 visionaries listening in, the irony for first class business, 184 00:07:56,600 --> 00:08:00,040 when I finally got the right design team, 185 00:08:00,040 --> 00:08:04,400 but also that came from finally learning how to lead 186 00:08:04,400 --> 00:08:07,360 and be a better leader to my teammates, 187 00:08:07,360 --> 00:08:09,800 one of our greatest strengths and assets 188 00:08:09,800 --> 00:08:13,080 is our design and production capabilities. 189 00:08:13,080 --> 00:08:15,480 I have zero. 190 00:08:15,480 --> 00:08:19,440 Zero skill in either of those facets. 191 00:08:19,440 --> 00:08:20,800 But the team does. 192 00:08:20,800 --> 00:08:21,920 That's what they're great at. 193 00:08:21,920 --> 00:08:26,480 So as a visionary versus a manager, 194 00:08:26,480 --> 00:08:30,480 it is worth considering, do you have the ability 195 00:08:30,480 --> 00:08:35,080 to lead and guide people who are great at what they do? 196 00:08:35,080 --> 00:08:37,760 And can you stay out of the way of their ability 197 00:08:37,760 --> 00:08:38,440 to perform on that? 198 00:08:38,440 --> 00:08:39,800 Because I call our design department 199 00:08:39,800 --> 00:08:41,320 the heart and soul of our business. 200 00:08:41,320 --> 00:08:43,060 I've seen it in the reaction of clients. 201 00:08:43,060 --> 00:08:46,800 And I'm like, man, this copy is amazing. 202 00:08:46,800 --> 00:08:49,600 People look at the page, they're like, how many pages is it? 203 00:08:49,600 --> 00:08:51,040 And I'm like, oh, that sucks. 204 00:08:51,040 --> 00:08:53,920 Nobody gets excited about copy. 205 00:08:53,920 --> 00:08:56,920 Nobody gets excited about a bridge that's being built 206 00:08:56,920 --> 00:08:58,880 long-term because you have to wait 207 00:08:58,880 --> 00:09:00,880 and see if the bridge works. 208 00:09:00,880 --> 00:09:05,000 But design, like with a right designer, oh my gosh. 209 00:09:05,000 --> 00:09:07,560 And our clients and team members are like, that's amazing. 210 00:09:07,560 --> 00:09:10,400 And I'm like, cool, that's crazy. 211 00:09:10,400 --> 00:09:13,880 So I got a question for you. 212 00:09:13,880 --> 00:09:16,800 So emotional intelligence, Daniel Goldman, 213 00:09:16,800 --> 00:09:19,440 and then yes, I do see emotional intelligence 2.0, 214 00:09:19,440 --> 00:09:21,920 but I see Travis Bradbury and Jean Greaves. 215 00:09:21,920 --> 00:09:23,560 Are those different books? 216 00:09:23,560 --> 00:09:25,200 They are the more current one. 217 00:09:25,200 --> 00:09:28,440 Marcus Buckingham, I believe, wrote the first one. 218 00:09:28,440 --> 00:09:31,000 I might have gotten help, but he was the primary author. 219 00:09:31,000 --> 00:09:33,400 You said Marcus for first break all the rules, right? 220 00:09:33,400 --> 00:09:34,840 Yes, first break all the rules with the great. 221 00:09:34,840 --> 00:09:37,200 Daniel Goldman for emotional intelligence, right? 222 00:09:37,200 --> 00:09:38,160 Correct. 223 00:09:38,160 --> 00:09:41,880 OK, and so get the first one and the second one. 224 00:09:41,880 --> 00:09:42,720 Is that correct? 225 00:09:42,720 --> 00:09:43,960 Yes, I would suggest that. 226 00:09:43,960 --> 00:09:44,720 Very good. 227 00:09:44,720 --> 00:09:46,720 Both of which are excellent. 228 00:09:46,720 --> 00:09:51,640 I mean, in both cases, they're just, 229 00:09:51,640 --> 00:09:56,280 these are sort of tried and true ways of working and believing. 230 00:09:56,280 --> 00:09:59,320 And if suddenly human beings turned 231 00:09:59,320 --> 00:10:01,200 into some other animal, we might be different. 232 00:10:01,200 --> 00:10:04,080 But we're sort of the same as we have been for a long time. 233 00:10:04,080 --> 00:10:05,600 So that's what those books rely on. 234 00:10:05,600 --> 00:10:06,920 We can count on that. 235 00:10:06,920 --> 00:10:09,520 You can count on us being right back as well, Vision Pros. 236 00:10:09,520 --> 00:10:11,360 We'll be back after the intro. 237 00:10:11,360 --> 00:10:15,000 We'll dive right into David Hirschfield's Vision 238 00:10:15,000 --> 00:10:17,280 for how he serves his audience. 239 00:10:17,280 --> 00:10:20,560 All right, welcome in to Vision Pros Live. 240 00:10:20,560 --> 00:10:21,640 I'm the Jackson Calame. 241 00:10:21,640 --> 00:10:22,640 I'm your show host. 242 00:10:22,640 --> 00:10:25,320 We'll be doing interviews for visionary entrepreneurs 243 00:10:25,320 --> 00:10:27,240 and guest leaders who are building 244 00:10:27,240 --> 00:10:28,680 fantastic visions out there. 245 00:10:28,680 --> 00:10:38,360 Hey, what's up? 246 00:10:38,360 --> 00:10:40,800 And welcome in to another episode of Vision Pros Live. 247 00:10:40,800 --> 00:10:43,400 I'm your show host, Jackson Calame, founder and CEO 248 00:10:43,400 --> 00:10:44,560 of First Class Business. 249 00:10:44,560 --> 00:10:46,800 We've got some excellent resources to put out there. 250 00:10:46,800 --> 00:10:50,360 I will say that David blew my mind with three books, 251 00:10:50,360 --> 00:10:53,400 one that I've heard of, two that I've never heard of. 252 00:10:53,400 --> 00:10:56,360 And considering I've asked over 200 guests what resources 253 00:10:56,360 --> 00:10:59,160 they recommend to visionaries out there, 254 00:10:59,160 --> 00:11:02,000 that's a huge treat. 255 00:11:02,000 --> 00:11:03,280 Plus the way he quantified it. 256 00:11:03,280 --> 00:11:05,200 I'm just excited to dive in and talk about his vision. 257 00:11:05,200 --> 00:11:07,200 But I am going to give a few more resources first. 258 00:11:07,200 --> 00:11:09,720 Two of them come in the form of sponsorships. 259 00:11:09,720 --> 00:11:12,240 One of them comes in the form of giving back. 260 00:11:12,240 --> 00:11:14,480 And we'll see what else they come up with and beyond that. 261 00:11:14,480 --> 00:11:15,960 Well, one other caveat. 262 00:11:15,960 --> 00:11:18,160 David and I are going to be talking about maximizing 263 00:11:18,160 --> 00:11:22,760 worldwide expertise at a fraction of the cost. 264 00:11:22,760 --> 00:11:25,840 This is about doing fractional work the right way. 265 00:11:25,840 --> 00:11:28,760 This is about making sure that also you don't fracture 266 00:11:28,760 --> 00:11:32,000 a company as you work with fractionals. 267 00:11:32,000 --> 00:11:34,080 I see that happen far too often. 268 00:11:34,080 --> 00:11:35,240 There's so much discord. 269 00:11:35,240 --> 00:11:38,280 There's not enough harmony amongst teams and departments. 270 00:11:38,280 --> 00:11:39,560 I'll get off my soapbox. 271 00:11:39,560 --> 00:11:41,880 David and I will talk about a little bit in just a minute. 272 00:11:41,880 --> 00:11:44,440 But in terms of sponsors, Melissa Gray from The Lost 273 00:11:44,440 --> 00:11:46,160 Bot, one of these sponsors, that's her. 274 00:11:46,160 --> 00:11:47,680 She is a client of ours. 275 00:11:47,680 --> 00:11:49,920 Recovery Unplugged is not. 276 00:11:49,920 --> 00:11:53,360 But both are entities that are doing amazing things. 277 00:11:53,360 --> 00:11:55,360 Melissa came onto this show. 278 00:11:55,360 --> 00:11:57,840 I highly recommend checking her episode out. 279 00:11:57,840 --> 00:12:01,360 And I've been searching for a lawyer that has a heart 280 00:12:01,360 --> 00:12:03,760 and a soul for a long time. 281 00:12:03,760 --> 00:12:06,760 No offense to lawyers who also have hearts and souls. 282 00:12:06,760 --> 00:12:09,360 But I've found that in the business world, 283 00:12:09,360 --> 00:12:10,640 you get condescended at. 284 00:12:10,640 --> 00:12:12,320 You don't get instructed in a way 285 00:12:12,320 --> 00:12:13,920 that you can understand it. 286 00:12:13,920 --> 00:12:16,320 We went through a $20,000 trademark battle 287 00:12:16,320 --> 00:12:17,800 at Restaurant Connect. 288 00:12:17,800 --> 00:12:19,560 I've been in situations where we've 289 00:12:19,560 --> 00:12:23,200 had to write demand letters, where we've had charge backs, 290 00:12:23,200 --> 00:12:26,560 where we've had Apple patent our software. 291 00:12:26,560 --> 00:12:28,200 That was, again, at Restaurant Connect. 292 00:12:28,200 --> 00:12:30,160 They literally patented our software. 293 00:12:30,160 --> 00:12:34,480 And when you have a legal source on retainer that you trust, 294 00:12:34,480 --> 00:12:36,440 you tend to make better decisions 295 00:12:36,440 --> 00:12:38,480 than when you need one at the last minute 296 00:12:38,480 --> 00:12:39,940 and you haven't thought through it. 297 00:12:39,940 --> 00:12:42,000 So my observation as somebody who's 298 00:12:42,000 --> 00:12:44,360 been through that type of a battle many times over the years 299 00:12:44,360 --> 00:12:47,920 is, why not be a wise steward and get ahead of the curve? 300 00:12:47,920 --> 00:12:50,880 Find somebody that you might mesh well with 301 00:12:50,880 --> 00:12:53,040 and see who your options are rather than being 302 00:12:53,040 --> 00:12:54,800 stuck in a desperate situation. 303 00:12:54,800 --> 00:12:56,480 So I hope that helps you. 304 00:12:56,480 --> 00:12:58,120 I hope you never need it, by the way. 305 00:12:58,120 --> 00:12:59,600 That would be the thing I would, of course, 306 00:12:59,600 --> 00:13:00,920 wish for your business. 307 00:13:00,920 --> 00:13:03,040 Then there's Recovery Unplugged with Andrew Sosin. 308 00:13:03,040 --> 00:13:04,920 Andrew Sosin also came on this show. 309 00:13:04,920 --> 00:13:07,000 And I was super impressed with him as a leader. 310 00:13:07,000 --> 00:13:10,800 He's been to the Tony Robbins event 22 times in a row. 311 00:13:10,800 --> 00:13:12,440 So if you're not a Tony Robbins fan, 312 00:13:12,440 --> 00:13:14,280 you might not care much for Andrew. 313 00:13:14,280 --> 00:13:16,120 But if you are a Tony Robbins fan, 314 00:13:16,120 --> 00:13:19,060 the dedication he has to helping people with healing 315 00:13:19,060 --> 00:13:22,960 and taking people to the next level is second to none. 316 00:13:22,960 --> 00:13:25,920 In addition, Recovery Unplugged is all about helping people 317 00:13:25,920 --> 00:13:28,960 overcome addictions that they're facing. 318 00:13:28,960 --> 00:13:30,760 That could be drugs and alcohol, of course. 319 00:13:30,760 --> 00:13:33,560 But some of us out here in the world 320 00:13:33,560 --> 00:13:36,780 have also gone through addictions of things like apps 321 00:13:36,780 --> 00:13:41,400 or Netflix or YouTube and binge watching series and stuff. 322 00:13:41,400 --> 00:13:44,080 Too many people out there want to escape their own life. 323 00:13:44,080 --> 00:13:46,400 Now again, if you're in that situation where that's hard, 324 00:13:46,400 --> 00:13:47,400 I'm not a therapist. 325 00:13:47,400 --> 00:13:50,200 I highly recommend calling their 24-7 hotline 326 00:13:50,200 --> 00:13:51,220 to figure out if you need help. 327 00:13:51,220 --> 00:13:52,720 Now the other thing that's cool about this 328 00:13:52,720 --> 00:13:54,760 is some of us just have friends or family members 329 00:13:54,760 --> 00:13:56,000 that suffer with addictions. 330 00:13:56,000 --> 00:13:58,760 And it's helpful to be able to call a hotline like this 331 00:13:58,760 --> 00:14:01,720 and ask for help for how do you intervene successfully? 332 00:14:01,720 --> 00:14:03,840 How do you do so or you cushion the blow 333 00:14:03,840 --> 00:14:06,660 and where you don't perhaps receive backlash 334 00:14:06,660 --> 00:14:09,040 and become collateral damage yourself in the process? 335 00:14:09,040 --> 00:14:11,360 I speak about that super reverently and sacred 336 00:14:11,360 --> 00:14:14,960 from a position of knowing what that's like 337 00:14:14,960 --> 00:14:16,280 many times in my life. 338 00:14:17,220 --> 00:14:19,920 Not only for myself, but also going through that 339 00:14:19,920 --> 00:14:21,880 with family members in certain aspects. 340 00:14:21,880 --> 00:14:24,300 Feel free to ask me offline about any of that. 341 00:14:24,300 --> 00:14:25,680 I'm a pretty open book. 342 00:14:25,680 --> 00:14:29,120 And I do know that our stories are often what inspire people 343 00:14:29,120 --> 00:14:31,320 to affect great change in their lives. 344 00:14:31,320 --> 00:14:33,120 They have over 400 employees. 345 00:14:33,120 --> 00:14:34,980 They are in several different states. 346 00:14:34,980 --> 00:14:36,400 More importantly, with COVID, 347 00:14:36,400 --> 00:14:39,020 they were pressured to go to an online model. 348 00:14:39,020 --> 00:14:40,620 So now they're available worldwide. 349 00:14:40,620 --> 00:14:43,000 And Andrew Sosin is just a phenomenal leader. 350 00:14:43,000 --> 00:14:46,120 He just did a mastermind recently 351 00:14:46,120 --> 00:14:47,720 on Richard Branson's Island with him 352 00:14:47,720 --> 00:14:50,880 and Robert Kisaki from Rich Dad Poor Dad. 353 00:14:50,880 --> 00:14:53,500 So, some people would say, 354 00:14:53,500 --> 00:14:55,680 oh man, this guy likes to name drop. 355 00:14:55,680 --> 00:14:58,040 I do, I do like to name drop. 356 00:14:58,040 --> 00:15:00,780 I like to know who people are associated with 357 00:15:00,780 --> 00:15:02,640 and who they revere and respect 358 00:15:02,640 --> 00:15:04,400 and who they look up to as mentors, 359 00:15:04,400 --> 00:15:05,240 who they want to associate. 360 00:15:05,240 --> 00:15:07,140 Because it teaches me the principles. 361 00:15:07,140 --> 00:15:09,600 I can see shared principles across the board and say, 362 00:15:09,600 --> 00:15:11,120 yeah, that's the type of environment, 363 00:15:11,120 --> 00:15:14,640 the type of person I want to be building my life with too. 364 00:15:14,640 --> 00:15:16,400 So, without further ado, 365 00:15:16,400 --> 00:15:17,960 we're gonna dive into the water project. 366 00:15:17,960 --> 00:15:20,080 The water project is really, 367 00:15:20,080 --> 00:15:22,720 it's just a primary focus I have on this show 368 00:15:22,720 --> 00:15:25,120 is I wanna give back to the 8 billion people 369 00:15:25,120 --> 00:15:26,320 who need a lot of help. 370 00:15:26,320 --> 00:15:27,960 One of the best ways I can do that, 371 00:15:27,960 --> 00:15:30,520 besides trying to exhaust my own resources, 372 00:15:30,520 --> 00:15:33,100 is also trying to make sure that I'm a microphone 373 00:15:33,100 --> 00:15:35,480 for those who haven't heard of situations 374 00:15:35,480 --> 00:15:36,520 and things like this. 375 00:15:36,520 --> 00:15:38,120 There are millions of people who don't have access 376 00:15:38,120 --> 00:15:39,600 to clean drinking water. 377 00:15:39,600 --> 00:15:41,200 I can go downstairs in a heartbeat 378 00:15:41,200 --> 00:15:42,760 and get clean drinking water. 379 00:15:42,760 --> 00:15:45,240 So, I feel like all of us who have a microphone, 380 00:15:45,240 --> 00:15:47,520 if we wanna really maximize our life 381 00:15:47,520 --> 00:15:48,920 and opportunities in the world, 382 00:15:48,920 --> 00:15:51,520 then we can also look at our opportunity to give back. 383 00:15:51,520 --> 00:15:52,720 What the water project does, 384 00:15:52,720 --> 00:15:54,440 it allows you to select a specific community 385 00:15:54,440 --> 00:15:55,320 you wanna help. 386 00:15:55,320 --> 00:15:57,080 You can donate however much money you want to. 387 00:15:57,080 --> 00:15:59,320 And what's really cool is they'll keep you updated 388 00:15:59,320 --> 00:16:01,300 with the project status and what they're doing. 389 00:16:01,300 --> 00:16:03,000 You get to see it come to fruition, 390 00:16:03,000 --> 00:16:04,600 where your dollar goes and how it's spent. 391 00:16:04,600 --> 00:16:06,240 I think that's super awesome. 392 00:16:06,240 --> 00:16:08,360 And if you're not in a position to give back 393 00:16:08,360 --> 00:16:11,240 because COVID hit hard, the economy is down 394 00:16:11,240 --> 00:16:13,920 and things are just really tough on you and your family, 395 00:16:13,920 --> 00:16:15,840 then I'd ask for two things. 396 00:16:15,840 --> 00:16:19,140 One, I'd ask that you share this with others, 397 00:16:19,140 --> 00:16:20,840 because you never know who in your network 398 00:16:20,840 --> 00:16:24,040 might be the person who helps people get access to water. 399 00:16:24,040 --> 00:16:27,440 And two, well, two, I'll pray for you. 400 00:16:27,440 --> 00:16:28,400 Three, in addition to that, 401 00:16:28,400 --> 00:16:30,720 if you have another cause that you'd like us to support, 402 00:16:30,720 --> 00:16:31,860 maybe you've got a family member 403 00:16:31,860 --> 00:16:33,640 who's got a crowdfunding project, 404 00:16:33,640 --> 00:16:35,320 don't hesitate to drop that in the comments. 405 00:16:35,320 --> 00:16:37,240 Give us a chance to see if there's an opportunity 406 00:16:37,240 --> 00:16:38,680 for us to serve you as well. 407 00:16:38,680 --> 00:16:40,040 And I'll be happy to dive in 408 00:16:40,040 --> 00:16:42,120 and see how we can help make that happen. 409 00:16:42,120 --> 00:16:44,940 So without further ado, David Hirschfeld, 410 00:16:44,940 --> 00:16:46,820 thank you for joining me on Vision Pros Live. 411 00:16:46,820 --> 00:16:48,600 Let's dive right in. 412 00:16:48,600 --> 00:16:49,420 Sounds great. 413 00:16:50,360 --> 00:16:51,200 Awesome, man. 414 00:16:51,200 --> 00:16:54,700 Well, we're gonna dive in with the most pointed question 415 00:16:54,700 --> 00:16:56,320 for the audience. 416 00:16:56,320 --> 00:16:58,880 What's your vision for those that you serve? 417 00:17:00,320 --> 00:17:04,680 Well, it actually goes back to one of the books I mentioned. 418 00:17:04,680 --> 00:17:08,080 It's about focus on what's most important to you. 419 00:17:08,080 --> 00:17:13,080 And as an example, that focus is only as good 420 00:17:14,000 --> 00:17:18,140 as you can make it if you know how to take 421 00:17:18,140 --> 00:17:20,080 the distractions out of your way. 422 00:17:20,080 --> 00:17:22,680 So at a micro level, we know what that's like. 423 00:17:22,680 --> 00:17:24,420 We get distracted all day long, right? 424 00:17:24,420 --> 00:17:27,080 How do we focus on the things that matter the most? 425 00:17:27,080 --> 00:17:30,440 At a company level or in people who we work with, 426 00:17:30,440 --> 00:17:33,680 our clients, it's really the same thing. 427 00:17:33,680 --> 00:17:35,560 You're not a digital company, 428 00:17:35,560 --> 00:17:36,840 but you need to do digital work. 429 00:17:36,840 --> 00:17:39,160 How do you focus on the, like the healthcare example, 430 00:17:39,160 --> 00:17:41,600 how do you focus on the real thing that you do? 431 00:17:41,600 --> 00:17:43,080 And why don't you cede that other work 432 00:17:43,080 --> 00:17:44,360 to someone who's an expert 433 00:17:44,360 --> 00:17:45,700 so you don't have to worry about it? 434 00:17:45,700 --> 00:17:48,920 And we have this happen with information security, 435 00:17:48,920 --> 00:17:50,900 we have it with product development, all kinds of things. 436 00:17:50,900 --> 00:17:54,000 And that vision of focus, I think, 437 00:17:54,000 --> 00:17:58,780 it's harder and harder every day now for people to focus. 438 00:17:58,780 --> 00:18:01,200 It just is, and for companies to focus. 439 00:18:01,200 --> 00:18:02,320 So, right. 440 00:18:02,320 --> 00:18:06,200 Yeah, and that's how we help our clients, get them to focus. 441 00:18:06,200 --> 00:18:07,040 That's really neat. 442 00:18:07,040 --> 00:18:09,480 So it's almost, I don't wanna call it a narrowing 443 00:18:09,480 --> 00:18:13,040 of the vision because it's, focus isn't about narrowing. 444 00:18:13,040 --> 00:18:15,080 It's not about putting blinders on per se, 445 00:18:15,080 --> 00:18:19,840 but knowing that where you're looking and where you're going 446 00:18:20,840 --> 00:18:23,560 should align, the better we align those, 447 00:18:23,560 --> 00:18:25,480 the easier it is to make sure that 448 00:18:25,480 --> 00:18:28,440 we're not running into walls, tripping over rocks, 449 00:18:28,440 --> 00:18:29,600 running into challenges. 450 00:18:29,600 --> 00:18:30,680 And you mentioned something cool. 451 00:18:30,680 --> 00:18:32,280 I call it the digital identity. 452 00:18:33,320 --> 00:18:34,760 Not that I'm the only one who calls it that, 453 00:18:34,760 --> 00:18:39,760 but the digital identity is so easy to create these days. 454 00:18:39,920 --> 00:18:40,760 Yes. 455 00:18:40,760 --> 00:18:44,200 Right, you can create ugly babies really fast online 456 00:18:44,200 --> 00:18:47,680 that are not even close to representation of who you are. 457 00:18:47,680 --> 00:18:52,680 But worse yet, you can fabricate a very nasty facade, 458 00:18:53,640 --> 00:18:56,680 a very difficult to read through, see through facade 459 00:18:56,680 --> 00:18:59,600 and continually deceive, decept, 460 00:18:59,600 --> 00:19:01,680 and next thing you know, people aren't happy 461 00:19:01,680 --> 00:19:04,600 with what you're doing, how you've done things. 462 00:19:04,600 --> 00:19:06,800 You might create a much, much greater problem 463 00:19:06,800 --> 00:19:10,560 for your life long-term by going about that, 464 00:19:10,560 --> 00:19:13,560 the way that I see so many people on the market profess it. 465 00:19:13,560 --> 00:19:15,920 So I'm grateful that you talked about 466 00:19:15,920 --> 00:19:18,120 working with somebody who gets it. 467 00:19:18,120 --> 00:19:20,240 And I've heard from your stories already, 468 00:19:20,240 --> 00:19:22,560 as well as our pre-show, how much you really get that. 469 00:19:22,560 --> 00:19:24,400 We're gonna put a pin in that and come back to it. 470 00:19:24,400 --> 00:19:26,760 We're gonna talk about the fraction, 471 00:19:26,760 --> 00:19:28,280 how you do that at a fraction of the cost, 472 00:19:28,280 --> 00:19:30,400 how we work with people worldwide. 473 00:19:30,400 --> 00:19:33,640 First, I wanna know, what's your personal vision? 474 00:19:33,640 --> 00:19:35,000 Well, you know, it's interesting. 475 00:19:35,000 --> 00:19:38,000 I've used, I've worked on this for a long time. 476 00:19:38,000 --> 00:19:41,400 It just goes back to how do you know who you really are 477 00:19:41,400 --> 00:19:43,840 and what really gets you excited? 478 00:19:43,840 --> 00:19:48,360 My vision is very simply summarized in this phrase. 479 00:19:48,360 --> 00:19:52,360 I love helping people how learn how to help themselves. 480 00:19:52,360 --> 00:19:54,160 That's basically what I do. 481 00:19:54,160 --> 00:19:56,440 And I do that in my personal life too. 482 00:19:56,440 --> 00:19:58,360 In fact, my daughter, my youngest daughter 483 00:19:58,360 --> 00:20:00,360 told me not too long ago, 484 00:20:00,360 --> 00:20:02,920 she was talking to someone about having me 485 00:20:02,920 --> 00:20:04,560 having shown her how to do something. 486 00:20:04,560 --> 00:20:05,920 She's a sophomore in college. 487 00:20:05,920 --> 00:20:09,680 And her friend said, well, you know, that's how your dad, 488 00:20:09,680 --> 00:20:11,680 one way your dad expresses love 489 00:20:11,680 --> 00:20:13,360 is by showing you how to do something 490 00:20:13,360 --> 00:20:14,800 so that you can do it yourself. 491 00:20:14,800 --> 00:20:18,560 And that's infused in everything, business, personal, 492 00:20:18,560 --> 00:20:19,400 all of it. 493 00:20:20,360 --> 00:20:23,760 It just gives me a lot of joy to see someone 494 00:20:23,760 --> 00:20:26,040 do something that they couldn't have done before 495 00:20:26,040 --> 00:20:27,720 or perhaps they didn't know how to do it 496 00:20:27,720 --> 00:20:30,480 or perhaps they were scared or not confident. 497 00:20:30,480 --> 00:20:33,480 And when I'm able to contribute to that somehow, 498 00:20:33,480 --> 00:20:37,880 that leap, that vision of getting to a place 499 00:20:37,880 --> 00:20:39,560 where you haven't been before 500 00:20:39,560 --> 00:20:42,640 is really something important to me. 501 00:20:42,640 --> 00:20:43,480 I love that. 502 00:20:44,320 --> 00:20:45,160 I'm gonna build on that 503 00:20:45,160 --> 00:20:47,680 because visionary is listening in. 504 00:20:47,680 --> 00:20:49,480 If you haven't ever felt that before, 505 00:20:49,480 --> 00:20:52,120 that ability to teach somebody to do something 506 00:20:52,120 --> 00:20:54,080 and then watch them do it, 507 00:20:54,080 --> 00:20:56,800 that is a level of happiness, a level of joy, 508 00:20:56,800 --> 00:20:58,760 a level of peace and like confidence. 509 00:20:58,760 --> 00:21:01,120 So it's self assuring too of your own value. 510 00:21:01,120 --> 00:21:03,280 There's so much value you can get out of helping people. 511 00:21:03,280 --> 00:21:06,840 Now, if you have felt that and you want more of that, 512 00:21:06,840 --> 00:21:09,160 one of my secrets for that 513 00:21:09,160 --> 00:21:13,280 is to stop saying that things are common sense. 514 00:21:13,280 --> 00:21:15,640 It's one of the greatest things that you can do 515 00:21:15,640 --> 00:21:18,600 is to learn that the curse of knowledge tells us 516 00:21:18,600 --> 00:21:21,760 what we know is something everybody knows. 517 00:21:21,760 --> 00:21:23,600 What we've learned is something everybody else 518 00:21:23,600 --> 00:21:25,960 already knows and that's not true. 519 00:21:25,960 --> 00:21:28,520 So when we say like, obviously it works this way 520 00:21:28,520 --> 00:21:31,000 or well, that's common sense. 521 00:21:31,000 --> 00:21:34,080 We're robbing people of the opportunity to learn 522 00:21:34,080 --> 00:21:37,880 what we have learned through years of experience 523 00:21:37,880 --> 00:21:39,040 that we may take for granted. 524 00:21:39,040 --> 00:21:41,400 So that's one trick I would give to people 525 00:21:41,400 --> 00:21:43,200 who want to experience that same thing. 526 00:21:43,200 --> 00:21:44,040 And I hope you do, 527 00:21:44,040 --> 00:21:46,400 because again, there's tremendous joy and happiness in that. 528 00:21:46,400 --> 00:21:47,800 Great advice, Jackson. 529 00:21:47,800 --> 00:21:48,840 And you're right. 530 00:21:48,840 --> 00:21:51,520 I can't think of too many things at least in my life 531 00:21:51,520 --> 00:21:56,520 that give me as much joy as helping others do something. 532 00:21:56,720 --> 00:21:58,720 Just really is great. 533 00:21:58,720 --> 00:21:59,880 Yeah, I would agree. 534 00:21:59,880 --> 00:22:03,200 There's nothing out there for me beyond that 535 00:22:03,200 --> 00:22:08,080 that does that level of like, woo, it's life, let's live. 536 00:22:08,080 --> 00:22:09,960 All right, diving into the exact opposite. 537 00:22:09,960 --> 00:22:11,560 Let's dive into a super dark subject. 538 00:22:11,560 --> 00:22:13,360 So on the dark side, 539 00:22:14,280 --> 00:22:17,440 what is the worst leadership experience you've ever had? 540 00:22:18,320 --> 00:22:20,400 Well, it was early in my career, I'm happy to say. 541 00:22:20,400 --> 00:22:22,360 So it's a bit of a faint memory at the moment, 542 00:22:22,360 --> 00:22:25,720 but the good news is that I learned a lot from it. 543 00:22:25,720 --> 00:22:27,760 So my worst leadership experience 544 00:22:27,760 --> 00:22:30,800 was when I watched a colleague, 545 00:22:30,800 --> 00:22:34,280 we were both mid-level managers in a large company, 546 00:22:35,440 --> 00:22:40,200 basically take on a conversation in a large form, 547 00:22:40,200 --> 00:22:42,720 essentially like a town hall forum. 548 00:22:42,720 --> 00:22:45,400 My team and his team and a couple of other teams 549 00:22:45,400 --> 00:22:48,840 had participated in building a really terrific product 550 00:22:48,840 --> 00:22:52,000 and had some ideas about how that was done. 551 00:22:52,000 --> 00:22:55,640 And this particular person had a habit 552 00:22:55,640 --> 00:22:59,480 of basically saying that it was all him and his team. 553 00:22:59,480 --> 00:23:01,640 And this happened in front of my team. 554 00:23:01,640 --> 00:23:06,640 And I was just absolutely challenged with, what do I do? 555 00:23:07,000 --> 00:23:10,960 We're here in front of close to a thousand people worldwide, 556 00:23:10,960 --> 00:23:14,080 you know, meetings being streamed all over. 557 00:23:14,080 --> 00:23:15,280 Do I say something? 558 00:23:15,280 --> 00:23:16,880 Do I just go along with it? 559 00:23:16,880 --> 00:23:18,320 How do I deal with it? 560 00:23:18,320 --> 00:23:21,280 Now and after, and it's one of those dilemmas 561 00:23:21,280 --> 00:23:23,160 where I didn't have anything to base it on. 562 00:23:23,160 --> 00:23:26,760 I'd never experienced anything like that before in my career. 563 00:23:26,760 --> 00:23:30,560 So I couldn't draw from anything that was even close to that. 564 00:23:30,560 --> 00:23:33,680 And I opted to say nothing at that time 565 00:23:33,680 --> 00:23:36,120 and in front of everybody. 566 00:23:36,120 --> 00:23:38,560 And I could just see the deflated look 567 00:23:38,560 --> 00:23:41,000 on the members of my team. 568 00:23:41,000 --> 00:23:43,960 And so I went back to my office 569 00:23:43,960 --> 00:23:46,400 and I thought about it a little bit. 570 00:23:46,400 --> 00:23:49,240 And the next day, you know, I slept on it the next day 571 00:23:49,240 --> 00:23:51,480 after talking with a few people I trusted, 572 00:23:51,480 --> 00:23:53,800 I confronted this person privately. 573 00:23:53,800 --> 00:23:57,640 And I explained the fact that this wasn't the right thing 574 00:23:57,640 --> 00:24:02,320 to do and that I had actually failed as a leader 575 00:24:02,320 --> 00:24:05,360 by not standing up for my team in a way 576 00:24:05,360 --> 00:24:07,000 that could have been professional. 577 00:24:07,960 --> 00:24:10,800 And so it was a very, it was one of those moments 578 00:24:10,800 --> 00:24:12,760 where you realize that if you don't do certain things 579 00:24:12,760 --> 00:24:15,760 in the moment, you lose the opportunity to get things right. 580 00:24:15,760 --> 00:24:18,160 And I didn't need to humiliate him or do anything like that, 581 00:24:18,160 --> 00:24:21,520 but I could have done something that I just didn't do. 582 00:24:21,520 --> 00:24:24,440 And that was tough, that was tough. 583 00:24:24,440 --> 00:24:26,840 And now I had the opposite effect. 584 00:24:26,840 --> 00:24:30,000 I was a person, I'm one, I'm a healer. 585 00:24:30,000 --> 00:24:34,040 Like principally I'm a healer, but I'm also a protector. 586 00:24:34,040 --> 00:24:36,000 And I grew up with a lot of mama bears. 587 00:24:36,920 --> 00:24:40,520 And so I know how to torch somebody 588 00:24:40,520 --> 00:24:42,400 to the worst degree possible. 589 00:24:42,400 --> 00:24:47,040 And it's a skill set and a weapon that should be used 590 00:24:47,040 --> 00:24:48,840 with extreme caution and care. 591 00:24:48,840 --> 00:24:50,560 I did not know how to use extreme caution 592 00:24:50,560 --> 00:24:52,680 and care on that in my day. 593 00:24:52,680 --> 00:24:57,000 So I was a lifetime fitness and my boss, 594 00:24:59,480 --> 00:25:02,360 I destroyed the lifetime fitness sales team that I was on, 595 00:25:02,360 --> 00:25:04,280 like in a matter of a week. 596 00:25:05,360 --> 00:25:09,720 And my boss had locked us in the club on January, 597 00:25:09,720 --> 00:25:12,800 on December 31st, because we were the first club 598 00:25:12,800 --> 00:25:15,080 close to finishing, to hitting goal 599 00:25:15,080 --> 00:25:16,320 since the club had opened. 600 00:25:17,400 --> 00:25:20,000 And so I had to turn my keys in. 601 00:25:20,000 --> 00:25:22,280 I walked across the street in the rain to a bar 602 00:25:22,280 --> 00:25:24,960 and held up like a duffel bag and was like, 603 00:25:24,960 --> 00:25:27,600 who wants a gym membership? 604 00:25:27,600 --> 00:25:28,440 I wanna go home. 605 00:25:29,800 --> 00:25:32,080 We broke the records for calls that day, 606 00:25:32,080 --> 00:25:35,080 me and Cody both, 200 plus calls in the day 607 00:25:35,080 --> 00:25:36,320 trying to get it done. 608 00:25:36,320 --> 00:25:40,200 And instead of handling that whole situation 609 00:25:40,200 --> 00:25:42,040 the right way, I was done. 610 00:25:42,040 --> 00:25:47,040 And I started the burn bridges between my manager 611 00:25:47,880 --> 00:25:49,320 and the team a little bit. 612 00:25:49,320 --> 00:25:52,160 And that wasn't the goal, that wasn't the intent. 613 00:25:52,160 --> 00:25:53,880 But that's part of why it's so important 614 00:25:53,880 --> 00:25:55,880 to read books like EQ2. 615 00:25:55,880 --> 00:25:57,760 That's why it's so important to learn, 616 00:25:57,760 --> 00:26:00,160 like if you wanna foster relationships 617 00:26:00,160 --> 00:26:02,880 and cultivate long-term growth and success, 618 00:26:02,880 --> 00:26:04,480 there's shifts you can make. 619 00:26:04,480 --> 00:26:07,360 I ran into Wally years later, my boss, 620 00:26:07,360 --> 00:26:09,240 and I let him know what an amazing manager he was 621 00:26:09,240 --> 00:26:11,960 and how awesome things were and completely shocked him. 622 00:26:11,960 --> 00:26:12,800 I'm blew his mind on that. 623 00:26:12,800 --> 00:26:15,760 But I could sense there was still a little bit of hurt 624 00:26:15,760 --> 00:26:16,600 from what happened. 625 00:26:16,600 --> 00:26:21,600 And we, again, when we learn from leaders like David 626 00:26:22,520 --> 00:26:26,320 how to not do that, that there's alternative paths 627 00:26:26,320 --> 00:26:27,720 to going about this. 628 00:26:27,720 --> 00:26:29,360 You don't have to walk away from the fight 629 00:26:29,360 --> 00:26:32,060 and you also don't have to crush the enemy. 630 00:26:32,060 --> 00:26:36,300 That's where visionaries need to be playing 631 00:26:36,300 --> 00:26:39,100 in order to really build their visions out with their teams. 632 00:26:39,100 --> 00:26:40,540 So let's dive into that. 633 00:26:40,540 --> 00:26:42,100 Appreciate sharing that. 634 00:26:42,100 --> 00:26:42,940 Oh yeah, of course. 635 00:26:42,940 --> 00:26:43,980 Well, you sparked the memory. 636 00:26:43,980 --> 00:26:46,700 I was like, man, I've never talked about this before. 637 00:26:46,700 --> 00:26:48,540 Not from this angle. 638 00:26:48,540 --> 00:26:52,340 So what is your best leadership experience look like? 639 00:26:52,340 --> 00:26:53,300 Well, actually in this case, 640 00:26:53,300 --> 00:26:54,380 I can actually tell the company, 641 00:26:54,380 --> 00:26:55,420 it can tell you what happened 642 00:26:55,420 --> 00:26:58,220 and I can tell you what was so gratifying about it. 643 00:26:58,220 --> 00:26:59,440 So it was PayPal. 644 00:26:59,440 --> 00:27:03,560 I'm gonna say like 2009 or 10. 645 00:27:03,560 --> 00:27:05,840 So what happened at PayPal then was, 646 00:27:05,840 --> 00:27:08,840 there was this horrible financial crisis 647 00:27:08,840 --> 00:27:11,720 that resulted in a bunch of layoffs in 2008 648 00:27:11,720 --> 00:27:16,720 across all industries and sort of bled over into 2009. 649 00:27:16,760 --> 00:27:19,520 And then as a result of that, what started to happen 650 00:27:19,520 --> 00:27:23,000 as things started to pick up over the course of a year or two 651 00:27:23,000 --> 00:27:26,440 is that PayPal was losing a lot of people to competitors. 652 00:27:26,440 --> 00:27:28,440 So people were job hopping 653 00:27:28,440 --> 00:27:30,560 and teams were just getting decimated. 654 00:27:30,560 --> 00:27:35,560 And my boss basically challenged me and said, 655 00:27:36,720 --> 00:27:39,760 I need you to come up with some type of retention goal. 656 00:27:39,760 --> 00:27:42,280 And I'm like, what are you talking about? 657 00:27:42,280 --> 00:27:44,120 And so I did a lot of research, 658 00:27:44,120 --> 00:27:46,120 talked to some people I trusted, 659 00:27:46,120 --> 00:27:49,120 had a good group of people who I could ask about it. 660 00:27:49,120 --> 00:27:52,960 And I learned that actually people who manage others 661 00:27:52,960 --> 00:27:56,720 have a substantial amount of control 662 00:27:56,720 --> 00:27:59,280 in making sure that people don't leave. 663 00:27:59,280 --> 00:28:00,240 And I couldn't believe it. 664 00:28:00,240 --> 00:28:01,880 I was literally like, really? 665 00:28:01,880 --> 00:28:04,280 I thought people left for reasons 666 00:28:04,280 --> 00:28:05,960 that were beyond a manager's control. 667 00:28:05,960 --> 00:28:09,800 Turns out the number one reason people leave companies 668 00:28:09,800 --> 00:28:12,000 is because it's been like this for 30 years 669 00:28:12,000 --> 00:28:14,120 is because they hated their boss. 670 00:28:14,120 --> 00:28:17,040 And, and or they weren't given an opportunity 671 00:28:17,040 --> 00:28:19,360 or weren't appreciated for the work that they did. 672 00:28:19,360 --> 00:28:21,080 Money and other things are down the list. 673 00:28:21,080 --> 00:28:23,280 Those are important, but for the most part, 674 00:28:23,280 --> 00:28:27,000 people cannot tolerate working for somebody they can't, 675 00:28:27,000 --> 00:28:28,600 can't really respect. 676 00:28:28,600 --> 00:28:29,560 So what did I do? 677 00:28:29,560 --> 00:28:30,720 I came up with a goal. 678 00:28:31,640 --> 00:28:33,680 This was really audacious. 679 00:28:33,680 --> 00:28:36,760 And I said, okay, we're gonna retain 90% of our staff 680 00:28:36,760 --> 00:28:39,200 in a year and a hundred percent of the people 681 00:28:39,200 --> 00:28:42,240 who are the most important people to the work that we do. 682 00:28:42,240 --> 00:28:44,360 And everybody thought I was just nuts. 683 00:28:44,360 --> 00:28:47,240 But what I did was I backed it up with training the managers 684 00:28:47,240 --> 00:28:48,560 and leaders who worked on my team, 685 00:28:48,560 --> 00:28:52,440 putting them working with them and learning myself 686 00:28:52,440 --> 00:28:54,800 how to make sure that we created an environment 687 00:28:54,800 --> 00:28:56,080 where people didn't wanna leave. 688 00:28:56,080 --> 00:28:58,080 And sure enough, one year later, 689 00:28:58,080 --> 00:29:00,640 we blew those numbers out of the water. 690 00:29:00,640 --> 00:29:01,480 Wow. 691 00:29:01,480 --> 00:29:03,200 That's best lesson I've ever had. 692 00:29:03,200 --> 00:29:04,600 You blew those numbers out of the water. 693 00:29:04,600 --> 00:29:06,120 We did better than that? 694 00:29:06,120 --> 00:29:06,960 Yep. 695 00:29:06,960 --> 00:29:08,480 So we had a 90% target. 696 00:29:08,480 --> 00:29:11,080 We are, I think we're 95% at the end of the year 697 00:29:11,080 --> 00:29:13,600 of retention and a hundred percent of the people 698 00:29:13,600 --> 00:29:15,280 who we had identified that we didn't wanna lose. 699 00:29:15,280 --> 00:29:17,280 So it was pretty cool. 700 00:29:17,280 --> 00:29:18,120 Yeah. 701 00:29:18,120 --> 00:29:20,200 And a very competitive job market, 702 00:29:20,200 --> 00:29:23,240 less than a year and a half after we'd had massive layoffs. 703 00:29:23,240 --> 00:29:25,240 How many employees, team members? 704 00:29:25,240 --> 00:29:30,120 45 on my team, extended was another 20 or so 705 00:29:30,120 --> 00:29:31,800 in other countries that had dotted, you know, 706 00:29:31,800 --> 00:29:32,640 matrixed into us. 707 00:29:32,640 --> 00:29:35,440 So we had influence over their roles. 708 00:29:35,440 --> 00:29:37,800 And it was pretty darn good. 709 00:29:37,800 --> 00:29:39,720 And we had lost people up to that point. 710 00:29:39,720 --> 00:29:40,560 I mean, I'd lost them. 711 00:29:40,560 --> 00:29:42,640 What year was this in, more or less? 712 00:29:42,640 --> 00:29:46,200 I wanna say it was 2010, 2009-ish, 10-ish. 713 00:29:46,200 --> 00:29:47,040 Okay. 714 00:29:47,040 --> 00:29:47,880 I think it started in 2001. 715 00:29:47,880 --> 00:29:49,760 So you've been working on this fractional stuff 716 00:29:49,760 --> 00:29:50,800 for a long time. 717 00:29:50,800 --> 00:29:51,640 Yeah, yeah, yeah, yeah. 718 00:29:51,640 --> 00:29:53,440 Long before they called it fractional. 719 00:29:53,440 --> 00:29:54,560 Absolutely. 720 00:29:54,560 --> 00:29:55,600 No question about it. 721 00:29:55,600 --> 00:30:00,600 And today our ability to retain the fractional resources 722 00:30:00,880 --> 00:30:04,120 we use in large part are based on those principles 723 00:30:04,120 --> 00:30:05,560 that I learned way back then. 724 00:30:06,440 --> 00:30:07,280 Okay. 725 00:30:07,280 --> 00:30:10,520 So maybe you know something about the internal gossip here. 726 00:30:10,520 --> 00:30:11,960 Oh my God, I gotta ask. 727 00:30:11,960 --> 00:30:14,120 So PayPal, right? 728 00:30:14,120 --> 00:30:16,560 If I look up PayPal founder, 729 00:30:16,560 --> 00:30:20,760 cause I was like, I'm pretty sure Elon Musk was the founder 730 00:30:20,760 --> 00:30:22,640 or part of, right? 731 00:30:22,640 --> 00:30:27,080 But Google, man, they're hating on Elon or PayPal is. 732 00:30:27,080 --> 00:30:27,920 I'm not sure which. 733 00:30:27,920 --> 00:30:28,760 Look at this. 734 00:30:28,760 --> 00:30:30,440 You got Peter Thiel, right? 735 00:30:30,440 --> 00:30:31,280 Max Lepchen. 736 00:30:31,280 --> 00:30:32,120 Peter Thiel, Max Lepchen, yeah. 737 00:30:32,120 --> 00:30:34,160 And then Ken Howery, Luke. 738 00:30:34,160 --> 00:30:36,200 Where the heck is Elon? 739 00:30:36,200 --> 00:30:37,280 You know, it's interesting. 740 00:30:37,280 --> 00:30:38,120 I think they've- 741 00:30:38,120 --> 00:30:39,200 Google Elon, and it's like, 742 00:30:39,200 --> 00:30:40,760 it gives him full credit here. 743 00:30:40,760 --> 00:30:42,600 And it's like, what? 744 00:30:42,600 --> 00:30:43,520 What's going on? 745 00:30:43,520 --> 00:30:44,560 It's a good question. 746 00:30:44,560 --> 00:30:46,760 I think it's a part of their past. 747 00:30:46,760 --> 00:30:48,880 They'd rather not talk about, 748 00:30:48,880 --> 00:30:50,360 but you know, there are a lot of other people- 749 00:30:50,360 --> 00:30:51,880 That's what we were talking about. 750 00:30:51,880 --> 00:30:53,200 Yeah, it's funny. 751 00:30:53,200 --> 00:30:56,600 You know, there were people like Reid Hoffman 752 00:30:56,600 --> 00:30:57,480 who founded LinkedIn. 753 00:30:57,480 --> 00:30:59,480 He came from PayPal. 754 00:31:01,480 --> 00:31:03,520 Last name, Jordan, I can't remember, never met him. 755 00:31:03,520 --> 00:31:04,680 He founded OpenTable. 756 00:31:04,680 --> 00:31:08,800 So there were lots of really well-known PayPal leaders. 757 00:31:08,800 --> 00:31:10,880 And you're right, they don't mention some of them. 758 00:31:10,880 --> 00:31:13,840 But I think Elon is the one that's most of a, 759 00:31:13,840 --> 00:31:15,480 more of a lightning rod for a lot of people. 760 00:31:15,480 --> 00:31:17,000 You're saying Chuck Templeton? 761 00:31:17,000 --> 00:31:17,920 No, no. 762 00:31:17,920 --> 00:31:20,480 I said, I can't remember his- 763 00:31:20,480 --> 00:31:21,320 You said from OpenTable. 764 00:31:21,320 --> 00:31:22,920 So that's, I mean, Chuck Templeton's- 765 00:31:22,920 --> 00:31:23,760 I was the director. 766 00:31:23,760 --> 00:31:25,920 Jordan, his last name was Jordan. 767 00:31:27,360 --> 00:31:32,120 He was doing, that was, when I joined PayPal in 2006, 768 00:31:32,120 --> 00:31:33,040 there were a thousand people 769 00:31:33,040 --> 00:31:35,080 who had downloaded the mobile app, right? 770 00:31:35,080 --> 00:31:37,600 That's how early those early days were. 771 00:31:37,600 --> 00:31:39,560 And he was one, I think it was Jim Jordan, 772 00:31:39,560 --> 00:31:40,720 but I can't remember. 773 00:31:40,720 --> 00:31:41,560 I never met him. 774 00:31:41,560 --> 00:31:43,520 I just know that he was one of the found, 775 00:31:43,520 --> 00:31:45,760 he was one of the people who moved on 776 00:31:45,760 --> 00:31:47,640 from PayPal to Found OpenTable. 777 00:31:47,640 --> 00:31:50,640 But some of those early people who worked there, 778 00:31:50,640 --> 00:31:55,000 the founder of, co-founder of YouTube 779 00:31:55,000 --> 00:31:57,220 also had worked at PayPal. 780 00:31:58,440 --> 00:32:01,040 There are a lot of examples of people who were there. 781 00:32:01,040 --> 00:32:03,300 By the way, that was not in that wave, just to be clear. 782 00:32:03,300 --> 00:32:04,800 I was in the second wave. 783 00:32:04,800 --> 00:32:05,920 Sure, we were in that wave. 784 00:32:05,920 --> 00:32:06,760 Yeah. 785 00:32:06,760 --> 00:32:08,960 Guilty by association, David. 786 00:32:08,960 --> 00:32:09,800 I know. 787 00:32:09,800 --> 00:32:12,120 But we were, I always have to tell people, 788 00:32:12,120 --> 00:32:14,040 those were, people were brilliant 789 00:32:14,040 --> 00:32:16,120 and they set PayPal up for the future, 790 00:32:16,120 --> 00:32:19,280 but they, the company was bleeding cash when I joined. 791 00:32:19,280 --> 00:32:21,160 It was just not doing well. 792 00:32:21,160 --> 00:32:24,280 And thanks to a lot of people and teams 793 00:32:24,280 --> 00:32:27,600 that I had the great fortune to manage, 794 00:32:27,600 --> 00:32:29,040 we turned that around and the company became 795 00:32:29,040 --> 00:32:30,040 wildly successful. 796 00:32:30,040 --> 00:32:32,320 So we're very happy about that. 797 00:32:32,320 --> 00:32:33,160 That's really neat. 798 00:32:33,160 --> 00:32:34,680 It is wildly successful. 799 00:32:34,680 --> 00:32:37,080 I mean, it's, you know, it's, 800 00:32:37,080 --> 00:32:40,080 I've got a terrible, terrible analogies in mind, 801 00:32:40,080 --> 00:32:42,920 whether it's the relay race, you know, 802 00:32:42,920 --> 00:32:44,760 and people doing different things, 803 00:32:44,760 --> 00:32:46,960 or, you know, the fact that sometimes it's important 804 00:32:46,960 --> 00:32:48,520 to walk, sometimes it's important to run, 805 00:32:48,520 --> 00:32:50,440 sometimes it's important to swim. 806 00:32:50,440 --> 00:32:54,280 You know, there's, there's a, even a collaborative effort 807 00:32:54,280 --> 00:32:57,560 amongst those who don't necessarily get along 808 00:32:57,560 --> 00:33:01,000 or have the same view of how things should be built. 809 00:33:01,000 --> 00:33:04,440 So it's, yeah, that would be a very fun story 810 00:33:04,440 --> 00:33:07,000 to learn more about. 811 00:33:07,000 --> 00:33:09,360 That's also why I'm really interested in this Adobe book 812 00:33:09,360 --> 00:33:10,960 that you mentioned the one about, you know, 813 00:33:10,960 --> 00:33:13,080 first break all the rules and how much to learn. 814 00:33:13,080 --> 00:33:17,240 Cause Adobe, I'm honestly not a big fan of their brand 815 00:33:17,240 --> 00:33:20,120 these days and their product suite. 816 00:33:20,120 --> 00:33:23,560 But I've met a number of founders who came 817 00:33:23,560 --> 00:33:25,760 from the Adobe network, who've gone on to build 818 00:33:25,760 --> 00:33:26,720 some really cool things. 819 00:33:26,720 --> 00:33:29,920 And I know they have some enterprise stuff that's amazing. 820 00:33:30,760 --> 00:33:34,200 So there's so much to learn from the history 821 00:33:34,200 --> 00:33:35,680 of a company like that. 822 00:33:35,680 --> 00:33:37,680 There is, and I'm grateful for the experiences, 823 00:33:37,680 --> 00:33:38,520 but you're right. 824 00:33:38,520 --> 00:33:40,200 Those companies like PayPal and Joe, 825 00:33:40,200 --> 00:33:41,960 you have a long arc of growth 826 00:33:41,960 --> 00:33:44,280 and sometimes they've done things 827 00:33:44,280 --> 00:33:45,920 that you just leave you scratching your head. 828 00:33:45,920 --> 00:33:48,640 And then other times they've done some really great things 829 00:33:48,640 --> 00:33:50,200 and, but there are some- 830 00:33:50,200 --> 00:33:51,360 They're human. 831 00:33:51,360 --> 00:33:52,200 They're human. 832 00:33:52,200 --> 00:33:53,020 That's exactly right. 833 00:33:53,020 --> 00:33:55,240 Their cultures, their cultures, 834 00:33:55,240 --> 00:33:58,200 both of them were fabulous places to work when I worked there. 835 00:33:58,200 --> 00:33:59,640 I mean, it was just great. 836 00:33:59,640 --> 00:34:02,000 Nothing but good things to say about having worked there. 837 00:34:02,000 --> 00:34:03,160 So. 838 00:34:03,160 --> 00:34:04,200 That's amazing. 839 00:34:04,200 --> 00:34:06,400 Put you on the spot in a big way, 840 00:34:06,400 --> 00:34:08,200 most important way in my opinion. 841 00:34:08,200 --> 00:34:11,320 And that would be if this is your last opportunity, right? 842 00:34:11,320 --> 00:34:13,520 This is the last one, last piece of wisdom, 843 00:34:13,520 --> 00:34:16,320 advice you can give us what powerful lesson 844 00:34:16,320 --> 00:34:19,400 and other visionaries learned from your experience. 845 00:34:19,400 --> 00:34:22,520 Just do not stop learning new things. 846 00:34:22,520 --> 00:34:24,600 Don't be afraid to learn something new. 847 00:34:24,600 --> 00:34:27,240 Doesn't matter if you've been doing the same thing 848 00:34:27,240 --> 00:34:31,520 for years or you've just started out in an area. 849 00:34:31,520 --> 00:34:34,360 I cannot tell you how many times a conversation, 850 00:34:34,360 --> 00:34:36,520 something I've learned just in this conversation with you. 851 00:34:36,520 --> 00:34:39,800 Some of the things that you have expressed. 852 00:34:39,800 --> 00:34:42,280 There's just something about that continuous learning 853 00:34:42,280 --> 00:34:46,400 that keeps you fresh, keeps you aware of changes. 854 00:34:46,400 --> 00:34:50,960 And then what's great as in my case, as I get older, 855 00:34:50,960 --> 00:34:53,220 I start to be able to tie things together 856 00:34:53,220 --> 00:34:55,160 from my experiences. 857 00:34:55,160 --> 00:34:58,040 And you can see all these interesting connecting points 858 00:34:58,040 --> 00:35:01,100 that you don't always, always see upfront. 859 00:35:01,100 --> 00:35:02,880 So yeah, just keep learning. 860 00:35:02,880 --> 00:35:05,940 That's all you can do to make yourself 861 00:35:05,940 --> 00:35:08,520 and your teams better at what they do. 862 00:35:08,520 --> 00:35:09,480 I love that. 863 00:35:09,480 --> 00:35:10,320 I love that. 864 00:35:10,320 --> 00:35:11,720 There are always new perspectives. 865 00:35:12,880 --> 00:35:15,500 I have a very childlike demeanor. 866 00:35:17,440 --> 00:35:19,920 I can be childish too, I won't lie. 867 00:35:19,920 --> 00:35:22,560 But, and part of that is cause I've got little kids, 868 00:35:22,560 --> 00:35:24,960 but it's really that curiosity, 869 00:35:24,960 --> 00:35:28,840 that appreciation for knowing that, okay, 870 00:35:28,840 --> 00:35:30,740 like as a child, you can hide something 871 00:35:30,740 --> 00:35:32,140 on the other side of the table. 872 00:35:32,140 --> 00:35:33,640 And if the child's young enough, they'll be like, 873 00:35:33,640 --> 00:35:35,600 and you bring it back up, they're like, 874 00:35:35,600 --> 00:35:36,440 how did that happen? 875 00:35:36,440 --> 00:35:37,280 You know? 876 00:35:37,280 --> 00:35:39,880 And then you learn to go around the table like, oh cool. 877 00:35:39,880 --> 00:35:41,740 I can access that now. 878 00:35:41,740 --> 00:35:45,960 And we are no different as human beings. 879 00:35:45,960 --> 00:35:47,120 So I really like this quote. 880 00:35:47,120 --> 00:35:50,220 I'm gonna pull it up here while we talk about it. 881 00:35:50,220 --> 00:35:52,000 One of my favorite quotes is anonymous. 882 00:35:52,000 --> 00:35:52,840 Please don't give me credit for it. 883 00:35:52,840 --> 00:35:54,440 You'll be listening in. 884 00:35:54,440 --> 00:35:59,440 It is the more you learn, the more you can learn. 885 00:36:02,120 --> 00:36:02,960 Ah, I love that. 886 00:36:02,960 --> 00:36:04,600 And that process of like, wow, 887 00:36:04,600 --> 00:36:06,400 every time we learn something new, 888 00:36:06,400 --> 00:36:10,200 it opens a door to so many more things that we can learn. 889 00:36:10,200 --> 00:36:14,240 And Strengths Finder 2.0 did give me the, 890 00:36:14,240 --> 00:36:15,800 at least when I took the assessment, 891 00:36:15,800 --> 00:36:17,800 my number one strength is as a learner. 892 00:36:17,800 --> 00:36:18,640 Right? 893 00:36:18,640 --> 00:36:19,640 So I love exactly that. 894 00:36:19,640 --> 00:36:22,560 That's what, and I learned through people, 895 00:36:22,560 --> 00:36:23,720 interactions with people. 896 00:36:23,720 --> 00:36:24,560 Right? 897 00:36:24,560 --> 00:36:27,360 So it's a wonderful thing for me. 898 00:36:27,360 --> 00:36:29,440 And if visionaries, you're listening in, 899 00:36:30,520 --> 00:36:32,920 this would be an interesting audience 900 00:36:32,920 --> 00:36:35,560 to see somebody say like, I'm done learning. 901 00:36:35,560 --> 00:36:36,840 You know, I think that's kind of the nature 902 00:36:36,840 --> 00:36:38,440 of being a visionary, 903 00:36:38,440 --> 00:36:41,680 is you are trying to learn and improve what you're doing 904 00:36:41,680 --> 00:36:42,600 and continuing to move. 905 00:36:42,600 --> 00:36:46,680 So let's move this conversation into the actual, 906 00:36:46,680 --> 00:36:48,640 you know, the title of what we're gonna talk about, 907 00:36:48,640 --> 00:36:52,600 Maximizing Worldwide Expertise at the Fraction of the Cost. 908 00:36:52,600 --> 00:36:54,200 I know I coined the title 909 00:36:54,200 --> 00:36:56,520 without really directly talking to you about it, 910 00:36:56,520 --> 00:36:58,560 but so I'll give a little frame of reference. 911 00:36:58,560 --> 00:37:00,920 To me, maximizing worldwide expertise 912 00:37:00,920 --> 00:37:04,280 is about learning to work with others who are out there. 913 00:37:04,280 --> 00:37:08,320 You know, and that takes so many shapes and forms. 914 00:37:08,320 --> 00:37:09,440 I'm gonna plant some seeds. 915 00:37:09,440 --> 00:37:12,000 That could be VAs in a foreign country. 916 00:37:12,000 --> 00:37:14,240 That could be strategic partners, vendors. 917 00:37:14,240 --> 00:37:16,720 That could be people that you want to consider 918 00:37:16,720 --> 00:37:18,120 your competitor when in reality, 919 00:37:18,120 --> 00:37:20,120 they could be your best ally. 920 00:37:20,120 --> 00:37:22,520 That could be business partnerships and growth. 921 00:37:22,520 --> 00:37:24,520 There's so many ways to go about that. 922 00:37:24,520 --> 00:37:27,200 And at a fraction of the cost. 923 00:37:27,200 --> 00:37:31,480 So I'm gonna put you on a huge spot here. 924 00:37:31,480 --> 00:37:34,800 How do you maximize worldwide expertise 925 00:37:34,800 --> 00:37:39,440 and those relationships while limiting costs 926 00:37:39,440 --> 00:37:43,600 without going about in a way where you strangle hold 927 00:37:43,600 --> 00:37:45,280 the individuals you're working with 928 00:37:45,280 --> 00:37:48,960 or oppress the people who are supporting your vision? 929 00:37:48,960 --> 00:37:50,960 Where's the harmony and healthy balance of that? 930 00:37:50,960 --> 00:37:51,800 How does- 931 00:37:51,800 --> 00:37:53,520 A really important question, Jackson. 932 00:37:53,520 --> 00:37:55,040 Thanks, and thanks for the lead into it, 933 00:37:55,040 --> 00:37:58,160 because I believe that sets us up really nicely. 934 00:37:58,160 --> 00:38:02,280 So we are the beneficiaries at Fedisio, my company, 935 00:38:02,280 --> 00:38:07,280 and our team of two trends that are occurring in the world 936 00:38:07,600 --> 00:38:11,360 and have for a while, but really accelerated with COVID. 937 00:38:11,360 --> 00:38:15,000 On the one hand, you had people who were, 938 00:38:15,000 --> 00:38:16,680 once COVID hit, all of a sudden, 939 00:38:16,680 --> 00:38:19,520 a large number of tech workers had to work 940 00:38:19,520 --> 00:38:22,520 in their homes remotely, right? 941 00:38:22,520 --> 00:38:24,680 And well, what did that do? 942 00:38:24,680 --> 00:38:26,280 So it did a few things. 943 00:38:26,280 --> 00:38:29,520 It made people realize, well, gosh, this isn't so bad. 944 00:38:29,520 --> 00:38:31,480 Some people got isolated and they struggled, 945 00:38:31,480 --> 00:38:33,960 and we know that it didn't help necessarily 946 00:38:33,960 --> 00:38:35,480 everyone's mental health. 947 00:38:35,480 --> 00:38:38,520 However, what happened over time 948 00:38:38,520 --> 00:38:39,880 was people started to realize, 949 00:38:39,880 --> 00:38:41,680 gosh, I could live in another place, 950 00:38:41,680 --> 00:38:45,200 and I don't need to make this much money and work this hard. 951 00:38:45,200 --> 00:38:46,840 And yet I could still have a good life, 952 00:38:46,840 --> 00:38:48,840 and life is really important to me. 953 00:38:48,840 --> 00:38:53,120 And so this dynamic of people wanting to work part-time 954 00:38:53,120 --> 00:38:55,880 or fractionally sort of plays into our hands. 955 00:38:55,880 --> 00:38:57,960 We don't have to convince anybody to do it. 956 00:38:57,960 --> 00:38:59,800 There are a lot of people who have situations 957 00:38:59,800 --> 00:39:01,200 where they've got a spouse who works, 958 00:39:01,200 --> 00:39:03,080 or they have a situation 959 00:39:03,080 --> 00:39:05,080 where maybe they're taking care of a parent, 960 00:39:05,080 --> 00:39:08,960 whatever it is, they don't wind up in a situation 961 00:39:08,960 --> 00:39:11,920 where that's good as this because COVID accelerated it. 962 00:39:11,920 --> 00:39:14,360 So we've got this wonderful pool of resources 963 00:39:14,360 --> 00:39:15,440 we didn't have before. 964 00:39:15,440 --> 00:39:19,400 Match that up with this demographic reality, 965 00:39:19,400 --> 00:39:20,920 not just in the United States, 966 00:39:20,920 --> 00:39:22,760 but in many Western countries, 967 00:39:22,760 --> 00:39:26,640 and even more in Asia at this point, other than India, 968 00:39:26,640 --> 00:39:28,960 where the birth rates have been so low 969 00:39:28,960 --> 00:39:30,960 that now over the course of the last 30 years, 970 00:39:30,960 --> 00:39:34,200 now there are these huge number of open jobs 971 00:39:34,200 --> 00:39:35,400 that cannot be filled. 972 00:39:35,400 --> 00:39:38,360 So I'll pick one as an example. 973 00:39:38,360 --> 00:39:39,560 Information security. 974 00:39:39,560 --> 00:39:42,560 Try to get a cybersecurity analyst in a company 975 00:39:42,560 --> 00:39:45,160 as an employee or full-time 976 00:39:45,160 --> 00:39:46,720 or a leader of information security. 977 00:39:46,720 --> 00:39:49,200 You may not think it's important until you've been hacked. 978 00:39:49,200 --> 00:39:52,240 And it's almost impossible to find these. 979 00:39:52,240 --> 00:39:54,520 And they're so expensive. 980 00:39:54,520 --> 00:39:57,200 But there are many people out there 981 00:39:57,200 --> 00:39:58,440 who have this expertise, 982 00:39:58,440 --> 00:40:00,480 who only wanna work a few hours a week 983 00:40:00,480 --> 00:40:01,640 or a few hours a month. 984 00:40:01,640 --> 00:40:03,520 And they can accomplish a lot 985 00:40:03,520 --> 00:40:08,320 because they're focused on this particular task. 986 00:40:08,320 --> 00:40:10,520 They're not distracted by everything you'd get 987 00:40:10,520 --> 00:40:12,840 working full-time. 988 00:40:12,840 --> 00:40:15,760 And many people like to have the flexibility of, 989 00:40:15,760 --> 00:40:17,040 hey, I'm gonna do a little bit. 990 00:40:17,040 --> 00:40:19,520 I'm gonna work this month and next month this much, 991 00:40:19,520 --> 00:40:21,320 and then I'm gonna take off a few weeks. 992 00:40:21,320 --> 00:40:23,040 So these dynamics have helped us. 993 00:40:23,040 --> 00:40:25,440 So we find ourselves just really the beneficiaries 994 00:40:25,440 --> 00:40:27,440 of a couple of trends. 995 00:40:27,440 --> 00:40:29,720 And now how do we make it work 996 00:40:29,720 --> 00:40:31,880 where we, because we could be in a situation 997 00:40:31,880 --> 00:40:33,720 where we didn't retain these people. 998 00:40:33,720 --> 00:40:35,760 They just worked with us in our network 999 00:40:35,760 --> 00:40:36,600 and then they went off 1000 00:40:36,600 --> 00:40:38,320 because they didn't like working with us. 1001 00:40:38,320 --> 00:40:39,960 That's the prior conversation. 1002 00:40:39,960 --> 00:40:42,240 How do we create an environment where people wanna work, 1003 00:40:42,240 --> 00:40:43,960 treat them very well, 1004 00:40:43,960 --> 00:40:46,560 talk to them all the time, support them, 1005 00:40:46,560 --> 00:40:47,800 make sure the clients are happy. 1006 00:40:47,800 --> 00:40:49,280 Don't let them just sit out there 1007 00:40:49,280 --> 00:40:51,800 and blow in the wind when something goes wrong, 1008 00:40:51,800 --> 00:40:53,000 go in there and help them. 1009 00:40:54,160 --> 00:40:56,880 It's just been a very interesting convergence of events. 1010 00:40:56,880 --> 00:40:59,320 So we're very lucky in many ways. 1011 00:40:59,320 --> 00:41:00,160 It is. 1012 00:41:00,160 --> 00:41:03,600 Lucky, blessed, prepared. 1013 00:41:05,120 --> 00:41:09,680 I think there's a couple of formulas that exist there. 1014 00:41:09,680 --> 00:41:12,080 One, again, you've worked in these companies 1015 00:41:12,080 --> 00:41:13,600 where you have remote teams. 1016 00:41:14,480 --> 00:41:16,480 People that you know what that's like. 1017 00:41:16,480 --> 00:41:19,320 You know what, I've been working from home since 2010. 1018 00:41:20,320 --> 00:41:23,160 And so way before COVID hit, 1019 00:41:23,160 --> 00:41:26,320 we were running startups using Zoom calls, 1020 00:41:26,320 --> 00:41:29,600 getting comfortable with video, video power as well. 1021 00:41:29,600 --> 00:41:34,600 And when COVID hit, we got crushed for one company 1022 00:41:35,120 --> 00:41:39,200 and my eyes lit up like fireworks for another. 1023 00:41:39,200 --> 00:41:41,000 So we were competing against Open Table, 1024 00:41:41,000 --> 00:41:42,240 the restaurant Kinect. 1025 00:41:42,240 --> 00:41:43,440 Wow, look at that. 1026 00:41:43,440 --> 00:41:46,680 And next thing you know, 1027 00:41:46,680 --> 00:41:49,480 all the restaurants on the East Coast get shut down. 1028 00:41:49,480 --> 00:41:54,480 $15,000 in monthly recurring revenues gone in one day. 1029 00:41:54,480 --> 00:41:56,320 Two weeks later, a week and a half later, 1030 00:41:56,320 --> 00:41:58,640 all the Pacific Coast gets shut down. 1031 00:41:58,640 --> 00:42:02,600 Another $20,000 gone overnight. 1032 00:42:02,600 --> 00:42:06,120 We didn't have the ability to take that hit as a startup. 1033 00:42:06,120 --> 00:42:09,640 And so that startup of 15 years. 1034 00:42:09,640 --> 00:42:14,640 And at the same time, running my digital agency, 1035 00:42:14,840 --> 00:42:19,360 there's a part of me going like, oh my gosh, finally. 1036 00:42:19,360 --> 00:42:21,360 The world's finally going to get it 1037 00:42:21,360 --> 00:42:23,160 that you can work remotely. 1038 00:42:23,160 --> 00:42:26,040 The world's finally gonna start moving towards that. 1039 00:42:26,040 --> 00:42:30,040 And you and I through years of experience with that, 1040 00:42:31,040 --> 00:42:33,360 where others had kind of shunned it, 1041 00:42:33,360 --> 00:42:36,240 they're going through some repercussions right now 1042 00:42:36,240 --> 00:42:39,600 that are still mounting in terms of how we're gonna do it. 1043 00:42:39,600 --> 00:42:43,000 How do you build a virtual culture? 1044 00:42:43,000 --> 00:42:46,720 And how do you make sure that people wanna belong to that? 1045 00:42:46,720 --> 00:42:50,040 They're not just trying it for now, 1046 00:42:50,040 --> 00:42:52,120 or catching the best of the flavor 1047 00:42:52,120 --> 00:42:53,680 and then moving on to the next one 1048 00:42:53,680 --> 00:42:56,600 because companies don't know how to sustain 1049 00:42:56,600 --> 00:42:57,880 that type of environment. 1050 00:42:57,880 --> 00:42:59,880 We went through serious growing pains 1051 00:42:59,880 --> 00:43:01,960 for how to figure that out as startups. 1052 00:43:01,960 --> 00:43:05,960 And every year taught us new lessons in terms of, 1053 00:43:05,960 --> 00:43:08,360 oh, this is what happens after four years 1054 00:43:08,360 --> 00:43:10,160 of people working remotely together. 1055 00:43:10,160 --> 00:43:12,360 When the emotions people feel in, 1056 00:43:12,360 --> 00:43:14,640 we better start fixing that and changing it. 1057 00:43:14,640 --> 00:43:16,520 So you've been through that on a scale 1058 00:43:16,520 --> 00:43:17,800 that's far, far larger 1059 00:43:17,800 --> 00:43:20,160 and with far more people than I ever have. 1060 00:43:20,160 --> 00:43:22,600 So I see that as a massive benefit. 1061 00:43:22,600 --> 00:43:25,840 And again, the reality that, 1062 00:43:25,840 --> 00:43:26,920 I don't think it was just luck. 1063 00:43:26,920 --> 00:43:28,440 I think you were far more prepared 1064 00:43:28,440 --> 00:43:29,920 than maybe you even realize. 1065 00:43:30,960 --> 00:43:32,200 I think you're, you know, 1066 00:43:32,200 --> 00:43:34,640 I'm grateful to the people who I learned from. 1067 00:43:34,640 --> 00:43:38,360 I had wonderful leaders I worked for for years, 1068 00:43:38,360 --> 00:43:41,040 not just at PayPal and Adobe, but in other places. 1069 00:43:41,040 --> 00:43:43,440 And you know, you have good leaders and bad leaders, 1070 00:43:43,440 --> 00:43:45,640 but you learn things from each one of them. 1071 00:43:45,640 --> 00:43:48,880 And I just feel as though I'm just, 1072 00:43:48,880 --> 00:43:49,800 and you said it blessed, 1073 00:43:49,800 --> 00:43:54,080 I'm very grateful for those experiences. 1074 00:43:54,080 --> 00:43:58,880 I'm really grateful for the people who gave me a chance 1075 00:43:58,880 --> 00:44:02,480 at doing things when I didn't necessarily look like 1076 00:44:02,480 --> 00:44:04,680 or sound like the right person 1077 00:44:04,680 --> 00:44:06,120 because I grew into things also. 1078 00:44:06,120 --> 00:44:08,040 I wasn't, you know, we're not all born. 1079 00:44:08,040 --> 00:44:09,760 Well, you're not, you weren't born, you know, 1080 00:44:09,760 --> 00:44:11,600 at five years old to do this today. 1081 00:44:11,600 --> 00:44:15,680 Maybe you were, but I certainly wasn't. 1082 00:44:15,680 --> 00:44:18,680 And so, you know, that's all about the learning piece. 1083 00:44:18,680 --> 00:44:22,320 And I think you said it very, very appropriately. 1084 00:44:22,320 --> 00:44:25,280 We just have great people and we work hard to keep them 1085 00:44:25,280 --> 00:44:29,520 as excited and engaged as we can and supported. 1086 00:44:29,520 --> 00:44:34,160 And that seems to be enough to have them keep coming back 1087 00:44:34,160 --> 00:44:35,000 to us and saying, you know, 1088 00:44:35,000 --> 00:44:36,320 I didn't work last month with you guys, 1089 00:44:36,320 --> 00:44:38,280 but I really like working with you. 1090 00:44:38,280 --> 00:44:40,120 And can't tell many people we've gotten 1091 00:44:40,120 --> 00:44:44,080 who have had bad experiences working for not great leaders. 1092 00:44:44,080 --> 00:44:45,640 And that saddens me. 1093 00:44:45,640 --> 00:44:46,800 Yeah. 1094 00:44:46,800 --> 00:44:48,120 That really does. 1095 00:44:48,120 --> 00:44:51,560 Let's dive in hard, fast and heavy too, if we can. 1096 00:44:51,560 --> 00:44:52,400 Sure, go for it. 1097 00:44:52,400 --> 00:44:54,720 Into this topic of fraction of the cost. 1098 00:44:54,720 --> 00:44:55,560 Yes. 1099 00:44:55,560 --> 00:44:56,380 How? 1100 00:44:56,380 --> 00:44:57,220 How does that work? 1101 00:44:57,220 --> 00:44:58,680 Yeah, so here's what we do. 1102 00:44:58,680 --> 00:45:01,560 So first of all, we know that if you wanted to, 1103 00:45:01,560 --> 00:45:02,600 let's use an example. 1104 00:45:02,600 --> 00:45:03,720 Let's say you wanted to go hire 1105 00:45:03,720 --> 00:45:05,480 an information security analyst 1106 00:45:05,480 --> 00:45:08,120 or a chief information security officer. 1107 00:45:08,120 --> 00:45:09,360 And I'll use both of them. 1108 00:45:09,360 --> 00:45:11,280 They're well into the six digits, 1109 00:45:11,280 --> 00:45:13,160 obviously the chief information security officer, 1110 00:45:13,160 --> 00:45:14,160 salary wise, right? 1111 00:45:14,160 --> 00:45:15,520 They're off the charts. 1112 00:45:16,400 --> 00:45:19,680 So just by virtue, and now they can't find people. 1113 00:45:19,680 --> 00:45:21,080 So this is the other problem, right? 1114 00:45:21,080 --> 00:45:23,680 You might get somebody, they won't stay around very long 1115 00:45:23,680 --> 00:45:25,640 because then someone else will just offer them more money 1116 00:45:25,640 --> 00:45:28,800 or whatever, at a certain point they'll go. 1117 00:45:28,800 --> 00:45:30,440 The other part of this is information security 1118 00:45:30,440 --> 00:45:34,480 is not considered, it's not as though you were brought in 1119 00:45:34,480 --> 00:45:35,840 to grow the company, right? 1120 00:45:35,840 --> 00:45:38,560 You were brought in to protect the company. 1121 00:45:38,560 --> 00:45:41,440 And it's not a, I wouldn't say it's a thankless job, 1122 00:45:41,440 --> 00:45:43,000 but it's a very different kind of job 1123 00:45:43,000 --> 00:45:45,440 from say someone in marketing or someone in product. 1124 00:45:45,440 --> 00:45:46,720 It's not a revenue producing. 1125 00:45:46,720 --> 00:45:48,840 Yeah, you're not building anything exactly. 1126 00:45:48,840 --> 00:45:50,200 So it's challenging. 1127 00:45:50,200 --> 00:45:52,240 So how do you do that? 1128 00:45:52,240 --> 00:45:54,880 Well, what you do is you talk to clients 1129 00:45:54,880 --> 00:45:57,120 and they say things like, 1130 00:45:57,120 --> 00:45:59,160 I just can't get anybody to fill this role, 1131 00:45:59,160 --> 00:46:01,480 or can you help me find somebody? 1132 00:46:01,480 --> 00:46:05,200 And that usually leads to, well, you have zero. 1133 00:46:05,200 --> 00:46:07,520 So now if you have 20%, you're gonna be better off. 1134 00:46:07,520 --> 00:46:09,400 By the way, it could probably get you to 40% of work 1135 00:46:09,400 --> 00:46:11,600 because these people who are fractional 1136 00:46:11,600 --> 00:46:14,320 are highly dedicated and experts. 1137 00:46:14,320 --> 00:46:16,880 So they don't need a whole lot of ramp up time. 1138 00:46:16,880 --> 00:46:19,720 So just by virtue of that cost differential, 1139 00:46:19,720 --> 00:46:22,920 they're saving a substantial amount of money 1140 00:46:22,920 --> 00:46:24,840 and they're still getting the core things done 1141 00:46:24,840 --> 00:46:27,520 and this goes back, Jackson, to the focus piece 1142 00:46:27,520 --> 00:46:29,480 because someone might say to us, 1143 00:46:29,480 --> 00:46:33,520 oh, our information security environment is a disaster. 1144 00:46:33,520 --> 00:46:35,800 Okay, what are the three things that you can do 1145 00:46:35,800 --> 00:46:37,680 to make that better right now? 1146 00:46:37,680 --> 00:46:40,640 You don't need someone full time to do that. 1147 00:46:40,640 --> 00:46:45,080 And so that's the part where we start to make the case. 1148 00:46:45,080 --> 00:46:47,400 I'll give you the example I started with real quickly, 1149 00:46:47,400 --> 00:46:51,000 that that healthcare company could not get a new product 1150 00:46:51,000 --> 00:46:51,960 out the door digitally 1151 00:46:51,960 --> 00:46:54,160 because they had no idea what they were doing. 1152 00:46:54,160 --> 00:46:55,280 So what did we say? 1153 00:46:55,280 --> 00:46:57,600 Well, you never got anything out the door successfully. 1154 00:46:57,600 --> 00:46:59,440 We're gonna give you a team of five people, 1155 00:46:59,440 --> 00:47:01,960 let them work for a year, we'll get something out the door. 1156 00:47:01,960 --> 00:47:03,720 We did on time. 1157 00:47:03,720 --> 00:47:07,480 And by the way, I'm not taking anything away 1158 00:47:07,480 --> 00:47:10,080 from the employees because you had said something earlier. 1159 00:47:10,080 --> 00:47:14,240 They were thrilled because they knew that the success 1160 00:47:14,240 --> 00:47:17,520 of their company was contingent upon some digital offerings 1161 00:47:17,520 --> 00:47:18,760 that were successful. 1162 00:47:18,760 --> 00:47:21,720 So what we did was we tied that together to, 1163 00:47:21,720 --> 00:47:23,800 hey, we're gonna show you the statements of work 1164 00:47:23,800 --> 00:47:25,880 inside the company that these people are, 1165 00:47:25,880 --> 00:47:27,600 we're gonna show you what they're doing. 1166 00:47:27,600 --> 00:47:29,960 Because that's the other thing is if you outsource something, 1167 00:47:29,960 --> 00:47:31,800 it's kind of a mystery as to what they're doing 1168 00:47:31,800 --> 00:47:33,600 to the rest of the people in the company. 1169 00:47:33,600 --> 00:47:36,360 And my belief is if you're more transparent, 1170 00:47:37,840 --> 00:47:39,360 we're in a situation where people go, 1171 00:47:39,360 --> 00:47:41,720 oh, okay, well, yeah, no one here can do that. 1172 00:47:41,720 --> 00:47:43,160 That's great, let's have them do it. 1173 00:47:43,160 --> 00:47:45,680 And that starts to create a dynamic 1174 00:47:45,680 --> 00:47:48,280 that's more of a partnership and less of a, 1175 00:47:48,280 --> 00:47:50,440 and I'm looking at them skeptically, 1176 00:47:50,440 --> 00:47:53,480 like are they gonna take my job or what's gonna happen? 1177 00:47:53,480 --> 00:47:57,440 So it's a delicate dance, but we're really- 1178 00:47:57,440 --> 00:47:58,800 David, this is so important. 1179 00:47:58,800 --> 00:48:00,640 This is so important for business owners 1180 00:48:00,640 --> 00:48:02,440 and visionaries to get, I wanna break this down. 1181 00:48:02,440 --> 00:48:04,960 I know we're actually, we're over time. 1182 00:48:04,960 --> 00:48:06,440 Do you, and I don't wanna pressure you 1183 00:48:06,440 --> 00:48:07,520 if you have a meeting coming up. 1184 00:48:07,520 --> 00:48:09,040 So you know, be respectful of this. 1185 00:48:09,040 --> 00:48:11,680 But it's not a problem, we can keep going. 1186 00:48:11,680 --> 00:48:12,520 Just keep going. 1187 00:48:12,520 --> 00:48:13,360 We got extra five minutes? 1188 00:48:13,360 --> 00:48:14,200 Yep, yep, be sure to. 1189 00:48:14,200 --> 00:48:15,360 We're gonna take five minutes after to recap. 1190 00:48:15,360 --> 00:48:16,920 So are you having a- Yep, that's fine. 1191 00:48:16,920 --> 00:48:19,440 I have till the quarter of the hour, so we're good. 1192 00:48:19,440 --> 00:48:21,000 This is so big for entrepreneurs. 1193 00:48:21,000 --> 00:48:23,800 So one, you talked about Pareto's principle, right? 1194 00:48:23,800 --> 00:48:26,200 The 80-20 rule, whether you're meant to or not. 1195 00:48:26,200 --> 00:48:27,040 That's exactly right. 1196 00:48:27,040 --> 00:48:29,960 You can go from zero to, instead of trying to do 1197 00:48:29,960 --> 00:48:32,080 the 100% that we want to do, and we always imagine, 1198 00:48:32,080 --> 00:48:34,480 oh my gosh, we have to get all of this done. 1199 00:48:34,480 --> 00:48:37,320 When in reality, if we just skip to, 1200 00:48:37,320 --> 00:48:39,480 we don't have to let go of the 80% now. 1201 00:48:39,480 --> 00:48:41,840 We're hitting the 20% that's there. 1202 00:48:41,840 --> 00:48:44,680 But because you're working with an expert in that craft, 1203 00:48:44,680 --> 00:48:46,240 again, they can usually surprise you 1204 00:48:46,240 --> 00:48:49,400 and build more than what was requested 1205 00:48:49,400 --> 00:48:51,320 because we also didn't just shove 1206 00:48:51,320 --> 00:48:53,600 all of this dirty laundry workload on them 1207 00:48:53,600 --> 00:48:55,240 that didn't make sense, isn't planned out, 1208 00:48:55,240 --> 00:48:56,920 isn't actually something that, 1209 00:48:56,920 --> 00:48:59,120 it's more of a scary boogie man monster 1210 00:48:59,120 --> 00:49:01,160 than it is an actual problem. 1211 00:49:01,160 --> 00:49:05,160 So that's a brilliant way to preemptively 1212 00:49:05,160 --> 00:49:07,920 put the Pareto's principle into effect. 1213 00:49:07,920 --> 00:49:08,760 I hadn't thought about it that way. 1214 00:49:08,760 --> 00:49:09,880 Now I'm gonna give you one more, 1215 00:49:09,880 --> 00:49:13,240 and those for the visionaries that are out there too. 1216 00:49:13,240 --> 00:49:15,000 It has come to my attention recently, 1217 00:49:15,000 --> 00:49:17,560 the analogy that as business owners, 1218 00:49:17,560 --> 00:49:20,240 I guess I'll throw myself under the boat, 1219 00:49:20,240 --> 00:49:21,080 but I feel so removed 1220 00:49:21,080 --> 00:49:22,440 because I've been doing this for 14 years, 1221 00:49:22,440 --> 00:49:26,080 but we are awful at shopping responsibly. 1222 00:49:27,680 --> 00:49:30,360 What I mean by that is you can go into a store 1223 00:49:30,360 --> 00:49:32,000 and you know exactly how much you're supposed 1224 00:49:32,000 --> 00:49:33,440 to pay for toilet paper. 1225 00:49:33,440 --> 00:49:36,040 You know how much you're supposed to pay for an avocado. 1226 00:49:36,040 --> 00:49:37,640 You know how much you're supposed to pay for gasoline. 1227 00:49:37,640 --> 00:49:38,720 I don't know anybody who doesn't know 1228 00:49:38,720 --> 00:49:39,880 what their gas prices are. 1229 00:49:39,880 --> 00:49:43,000 Very few people don't see that gas price. 1230 00:49:43,000 --> 00:49:45,240 And you know how to shop and compare 1231 00:49:45,240 --> 00:49:48,160 even when you buy a house and something as big as that. 1232 00:49:48,160 --> 00:49:52,040 But in the business world, we don't know how to shop. 1233 00:49:52,920 --> 00:49:56,320 And we don't know how to compare values 1234 00:49:56,320 --> 00:49:58,600 and look at things from an open perspective. 1235 00:49:58,600 --> 00:50:00,240 I see too many business owners 1236 00:50:00,240 --> 00:50:01,560 that are going about that blind 1237 00:50:01,560 --> 00:50:05,440 and I'm saying like, stop, like shop what I do. 1238 00:50:05,440 --> 00:50:07,280 You know, shop what David does. 1239 00:50:07,280 --> 00:50:09,560 Go out there and do your competitor research 1240 00:50:09,560 --> 00:50:13,080 and see what's out there with a healthy mindset, 1241 00:50:13,080 --> 00:50:16,520 not saying, oh, I see somebody who claims to do this for free 1242 00:50:16,520 --> 00:50:18,920 you know, or do this on Fiverr. 1243 00:50:18,920 --> 00:50:21,240 Like you can't compare the apples and the oranges 1244 00:50:21,240 --> 00:50:23,800 and get the same types of results either. 1245 00:50:23,800 --> 00:50:28,040 You know, there's so much that could be learned about 1246 00:50:28,040 --> 00:50:28,880 in that regard. 1247 00:50:28,880 --> 00:50:32,160 And here's what I mean by that in terms of 1248 00:50:32,160 --> 00:50:33,880 how can you apply this for yourself 1249 00:50:33,880 --> 00:50:38,840 as making sure that you are getting services 1250 00:50:38,840 --> 00:50:40,120 at a fraction of the cost. 1251 00:50:40,120 --> 00:50:44,400 I'll give you an example at First Glass Business. 1252 00:50:44,400 --> 00:50:46,600 We believe in a pay what you can model. 1253 00:50:47,640 --> 00:50:49,640 That terrifies business owners. 1254 00:50:49,640 --> 00:50:50,480 Yeah. 1255 00:50:50,480 --> 00:50:53,000 They think, oh my gosh, like, well, what if I'm overpaying? 1256 00:50:53,000 --> 00:50:54,440 Well, if you're worried about overpaying 1257 00:50:54,440 --> 00:50:56,760 go to your market research. 1258 00:50:56,760 --> 00:50:59,280 You know, just go look and see, or ask us directly. 1259 00:50:59,280 --> 00:51:02,960 Like how much does the design, you know, how much does a, 1260 00:51:02,960 --> 00:51:03,840 oh, what do they call that? 1261 00:51:03,840 --> 00:51:05,600 The branding guide cost. 1262 00:51:05,600 --> 00:51:06,640 Right. 1263 00:51:06,640 --> 00:51:08,840 It doesn't actually have a cost to it. 1264 00:51:08,840 --> 00:51:09,680 Yeah, exactly. 1265 00:51:09,680 --> 00:51:11,800 The high costs on my branding guides, 1266 00:51:12,920 --> 00:51:17,240 maybe a grand total of $60 to get a brand, 1267 00:51:17,240 --> 00:51:18,480 to get a branding guide done. 1268 00:51:18,480 --> 00:51:19,680 Wow. 1269 00:51:19,680 --> 00:51:20,520 Yeah. 1270 00:51:20,520 --> 00:51:22,560 And so I've had clients who've come on board, 1271 00:51:22,560 --> 00:51:24,560 they go and buy that without telling us, 1272 00:51:24,560 --> 00:51:25,960 even though they know the full scope of work 1273 00:51:25,960 --> 00:51:27,520 for what we do is insane. 1274 00:51:27,520 --> 00:51:30,480 And they spend $3,500 on a branding guide. 1275 00:51:30,480 --> 00:51:34,200 And I'm like, if you just talk to us, like, 1276 00:51:34,200 --> 00:51:37,720 one, you'd be happy with it and you're not happy with it. 1277 00:51:37,720 --> 00:51:41,680 Two, you wouldn't have even had to pay for it 1278 00:51:41,680 --> 00:51:46,120 because we're working on profitability for your company. 1279 00:51:46,120 --> 00:51:49,400 And that's how we drive the success of our clients 1280 00:51:49,400 --> 00:51:51,400 and how we drive the reinvestments with us 1281 00:51:51,400 --> 00:51:55,120 is what we're doing leading to profits 1282 00:51:55,120 --> 00:51:58,120 because we happen to play in that ballpark and mechanism. 1283 00:51:58,120 --> 00:52:02,760 So if you're trying to assess who you should work with 1284 00:52:02,760 --> 00:52:05,880 as a brand out there, visionaries, 1285 00:52:05,880 --> 00:52:07,160 and again, it goes back to your quote, 1286 00:52:07,160 --> 00:52:08,000 let me go back to your quote here 1287 00:52:08,000 --> 00:52:10,680 because your quote set up really, really well. 1288 00:52:10,680 --> 00:52:13,280 You said, don't be afraid to learn, right? 1289 00:52:13,280 --> 00:52:15,440 Don't be afraid to learn the new things. 1290 00:52:16,400 --> 00:52:18,200 Ask the tough questions. 1291 00:52:18,200 --> 00:52:20,720 Ask the uncomfortable questions 1292 00:52:20,720 --> 00:52:22,200 of the leaders you wanna work with 1293 00:52:22,200 --> 00:52:25,000 because if they can't handle that, 1294 00:52:25,840 --> 00:52:28,800 they're not a great leader for one. 1295 00:52:28,800 --> 00:52:30,120 Go ahead, you got a thought on that. 1296 00:52:30,120 --> 00:52:31,560 No, that's awesome, Jackson. 1297 00:52:31,560 --> 00:52:33,640 You actually hit the nail on the head. 1298 00:52:33,640 --> 00:52:38,080 I'm gonna go back to that town hall bad leadership experience 1299 00:52:38,080 --> 00:52:42,280 because one of the things I learned from that experience 1300 00:52:42,280 --> 00:52:44,200 was it's not something that might be obvious. 1301 00:52:44,200 --> 00:52:48,440 And that was that I also wished that people on my team 1302 00:52:48,440 --> 00:52:50,920 had asked questions of the person 1303 00:52:50,920 --> 00:52:53,160 who was taking credit for stuff. 1304 00:52:53,160 --> 00:52:57,560 And that got me to a place where when I conduct meetings 1305 00:52:57,560 --> 00:53:00,080 or I have conversations with people, 1306 00:53:00,080 --> 00:53:02,120 I will tell them upfront, 1307 00:53:02,120 --> 00:53:04,520 I wanna know exactly what you're thinking. 1308 00:53:04,520 --> 00:53:07,600 The most controversial question you have 1309 00:53:07,600 --> 00:53:09,720 that you might be afraid to ask 1310 00:53:09,720 --> 00:53:12,320 because either you don't think I can answer it 1311 00:53:12,320 --> 00:53:16,360 or you are very skeptical of the entire discussion. 1312 00:53:16,360 --> 00:53:17,760 And I love that. 1313 00:53:17,760 --> 00:53:19,920 And I like that in town hall settings too. 1314 00:53:19,920 --> 00:53:21,240 I even say that. 1315 00:53:21,240 --> 00:53:23,320 Look, you're all thinking the same thing. 1316 00:53:23,320 --> 00:53:25,120 If you don't ask the question, I'm gonna ask it 1317 00:53:25,120 --> 00:53:26,240 and then I'll answer it 1318 00:53:26,240 --> 00:53:27,760 and we'll have a discussion about it. 1319 00:53:27,760 --> 00:53:30,600 Because we have a tendency I believe to hold back. 1320 00:53:30,600 --> 00:53:32,680 Business owners do this all the time, right? 1321 00:53:32,680 --> 00:53:33,760 Can be a lot of reasons for that, 1322 00:53:33,760 --> 00:53:35,920 but you have articulated it really well. 1323 00:53:35,920 --> 00:53:37,160 Ask those tough questions. 1324 00:53:37,160 --> 00:53:39,560 Don't let people get away 1325 00:53:39,560 --> 00:53:41,600 without asking the difficult questions. 1326 00:53:41,600 --> 00:53:44,200 And I like being put on the spot 1327 00:53:44,200 --> 00:53:47,200 and if I can't deliver something, I will tell you. 1328 00:53:47,200 --> 00:53:50,760 Yeah, and that's the definition of an expert. 1329 00:53:50,760 --> 00:53:51,640 That's what Matt Cutts, 1330 00:53:51,640 --> 00:53:53,000 the search director of Google taught us 1331 00:53:53,000 --> 00:53:54,040 when I was at El Local. 1332 00:53:54,040 --> 00:53:57,600 And it was that an expert is a person who, 1333 00:53:57,600 --> 00:53:58,760 they don't know everything. 1334 00:53:58,760 --> 00:54:01,160 They're the person who will go get the answer though. 1335 00:54:01,160 --> 00:54:04,080 And they know their limitations. 1336 00:54:04,080 --> 00:54:05,160 They're not the God of all wisdom. 1337 00:54:05,160 --> 00:54:07,920 So David, this has been awesome. 1338 00:54:07,920 --> 00:54:09,760 It's hard not to call you the God of all wisdom 1339 00:54:09,760 --> 00:54:11,800 with how much you've taught us. 1340 00:54:11,800 --> 00:54:14,760 So I'm sure you have your flaws and shortcomings too, 1341 00:54:14,760 --> 00:54:17,160 but we saw a lot of wisdom in depth today. 1342 00:54:17,160 --> 00:54:19,560 Those of you who are listening in on the Lanny page, 1343 00:54:19,560 --> 00:54:22,120 we will have a section below that says action steps. 1344 00:54:22,120 --> 00:54:24,960 And you can of course click on those links down there 1345 00:54:24,960 --> 00:54:27,000 to see how to connect with David 1346 00:54:27,000 --> 00:54:30,760 based on the different offerings that he has available. 1347 00:54:30,760 --> 00:54:32,240 In addition, there's one more call to action 1348 00:54:32,240 --> 00:54:33,280 I wanna draw to your attention. 1349 00:54:33,280 --> 00:54:34,760 It's in the top right corner. 1350 00:54:34,760 --> 00:54:36,200 It says, be our guest. 1351 00:54:36,200 --> 00:54:38,080 If you have a vision that matters, 1352 00:54:38,080 --> 00:54:40,000 you wanna get on stage and talk to people 1353 00:54:40,000 --> 00:54:40,840 about what you're up to in the world 1354 00:54:40,840 --> 00:54:42,200 and what you're building, 1355 00:54:42,200 --> 00:54:44,160 then don't hesitate to apply and meet with us. 1356 00:54:44,160 --> 00:54:46,520 We would love to see your vision as long as it's holistic, 1357 00:54:46,520 --> 00:54:49,600 as long as you're striving to be a great leader to others. 1358 00:54:49,600 --> 00:54:54,600 And it doesn't matter if you are Peter Thiel, 1359 00:54:54,600 --> 00:54:59,600 or Elon Musk battling out over the past PayPal story, 1360 00:55:00,360 --> 00:55:03,680 or you're Peter Jones and nobody knows who you are. 1361 00:55:03,680 --> 00:55:05,480 I still want you on the stage. 1362 00:55:05,480 --> 00:55:09,400 And Peter Thiel, we'd love to have you too. 1363 00:55:09,400 --> 00:55:10,920 So David, thanks for being here today 1364 00:55:10,920 --> 00:55:12,640 and everybody have an excellent rest of your day. 1365 00:55:12,640 --> 00:55:14,000 Thanks for allowing us to go over 1366 00:55:14,000 --> 00:55:15,400 and we'll see you on the next episode. 1367 00:55:15,400 --> 00:55:16,240 Thank you, Jackson. 1368 00:55:16,240 --> 00:55:17,280 Thank you for being here today. 1369 00:55:17,280 --> 00:55:19,760 I'm really happy that you tuned in to Vision Pros Live. 1370 00:55:19,760 --> 00:55:22,400 I'm looking forward to seeing your reactions 1371 00:55:22,400 --> 00:55:24,720 as these episodes continue to move forward. 1372 00:55:24,720 --> 00:55:26,400 This is gonna get more and more fun. 1373 00:55:26,400 --> 00:55:28,200 We'll have more and more engagement as well. 1374 00:55:28,200 --> 00:55:30,320 We'll invite people to participate in the show 1375 00:55:30,320 --> 00:55:32,680 and thank you for giving us your time and attention. 1376 00:55:32,680 --> 00:55:59,680 Have an excellent time building out your.