Five nos to make a yes

In the early 1990s, a broke sales rep at Canon in Canada left a voicemail for the company's best salesman. He wanted to tag along for a day. Nothing. He called the next week. Nothing. He kept calling for six weeks. Then the phone rang. "Michael, it's Paul Shearstone. You can come to my house. Bring a notepad and a pen."

Michael Weening drove over in a Volkswagen Fox with the radio on. He was making a thousand dollars a month plus commission. He could not afford a cell phone. The Tony Robbins tapes everyone recommended cost $400, so he rented business books from a shop and dubbed them onto cassettes with a dual tape deck. Shearstone met him at the door of a big, beautiful house and led him down to an office where the OJ Simpson trial was playing on television.

Weening had a question before they started. He had called six times. Why no answer?

Because the world is full of lazy managers, Shearstone told him. They all tell their reps to go be like Paul, so Paul's voicemail fills up with people who say they want to learn and never will. His rule was five nos to make a yes. In his entire career, Weening was the first person to call five times. So he became the first person Shearstone agreed to mentor.

Then Shearstone asked what Weening did on the drive over. Listened to the radio. Wrong answer. The radio is bubblegum for the brain, he said. Tastes good, no nutritional value. Every free moment should be spent learning.

Then he took out a piece of paper and drew three boxes. Success equals 15. Your territory or job is worth five points. Skill and time are the other two boxes. Shearstone's skill was a nine, which is why he could watch the OJ trial all week and still beat his number. Weening's skill was a one, so the only variable left was time, and he had better be ready to put in a 10 or an 11. The part most people miss comes later, Shearstone said. They never reassess. They never ask whether the skill box is climbing, or get honest about whether they are in the wrong job entirely. Weening once told a fellow rep, as a friend, that he was horrible at sales and should go be an accountant. The man did not listen. Thirty years later they bumped into each other, and the career had gone about how Weening predicted.

He got all of this in the first 15 minutes. He has told the story hundreds of times since, and it explains most of what came after: Microsoft, Bell, Salesforce, and the top job at Calix, where he has been president and CEO since September 2022.

Is this it?

Weening grew up in a small farming and oil town in rural Alberta, which he calls Canada's Texas. His family was Dutch immigrants who came over after the war. After university, his goal was to pay off a mortgage and give his kids what he didn't have. His wife had traveled the world with Up with People. One Saturday afternoon, looking out at the backyard, she asked him, "Is this it?" He pointed out that they had a pool. She proposed selling everything and moving overseas.

It took him months to come around. Then he did what he does. He set a goal. Moving abroad within Microsoft required being at least a director, so he became one, and three years later the family was in the UK. Later he decided he wanted Asia, a place he had never been. Everyone thought he was nuts. Eighteen months later they were in Tokyo with Salesforce.

Tokyo, he says, is like living on Mars. Three weeks in, a consultant who had spent 25 years there asked him whether he would be the 99 percent of expats who leave Japan as failures or the one percent who succeed. Weening said he would like to know how, and wrote down everything the man told him. The short version: people are the same everywhere. Japanese, European, American, everyone wants a good life and a career they can be proud of, and if you work from that instead of your own advancement, the culture gap shrinks. He compressed it into the sentence he still uses to define leadership at Calix: invest in the success of others to be successful. If everyone around you succeeds, your own success stops requiring thought.

The job he almost refused

The Calix story starts with a recruiter's cold call and an immediate no. Weening looked at the website, saw a hardware company selling networking gear to telecoms, and passed. The recruiter pushed him to at least meet the CEO, Carl Russo, who had sold his two previous companies for $2 billion and $7 billion. A one-hour conversation ran three. Weening came away convinced Russo was the smartest person he had ever met, the kind of person who gets into university at 14, and that his plan to use cloud software to remake the broadband industry was worth his career.

He had a competing offer at the time, an executive seat at a large pre-IPO cloud company, the lucrative kind. He turned it down. The only regret of his career was the one time he took a job for money. It bored him. Calix was the opposite bet: a hardware company trying to become a software and cloud company, the move The Innovator's Dilemma says almost everyone botches. When Weening joined, the market cap was around $250 million, and the company was losing money on purpose, spending it on the platform. Verizon runs on that platform now. So does Cedar Falls, Iowa. And 42 percent of Calix customers are not-for-profit cooperatives, descendants of the postwar farmer co-ops that strung phone lines where the big carriers would not go. For them, growth does not mean margins. It means better lives for their members.

In July, Calix told stockholders it had delivered record quarterly revenue of $293.3 million, up 21 percent from a year earlier. The company that once could not get Silicon Valley to notice it now describes itself as an AI platform company serving more than 1,200 broadband providers.

Whips, chains, and tractors

Calix went remote in 2016, four years before the rest of the economy was forced to try it. The logic was talent. Calix sits in a niche. A board member who came from Indeed told Weening it was the most interesting cloud company he had ever heard of. If nobody knows you, you recruit by letting people live where they want. When the R&D team insisted collaboration required whiteboards, Weening pointed out that whenever he visited the fancy San Jose office, the engineers were either on Zoom or stuck on the 101. He bought 200 electronic whiteboards and shipped them to their houses. Now, he says, he could not drag them back to the office with whips, chains, and tractors.

His time splits roughly into thirds. One third is unblocking, the arbitration nobody else has authority to settle. One third follows the strategic plan, a process he borrowed from Marc Benioff's V2MOM at Salesforce, though he disliked the acronym enough to rename it. Every manager at Calix writes one: goals, plan, measurement. The last third goes to customers, and when a customer calls, everything drops. His one sacred routine is 30 minutes of exercise a day. His father died at 75 with a potbelly and a walking route he used for secret cigarettes, ignoring a son who is an orthopedic surgeon and a wife who is a nurse. Weening has had rheumatoid arthritis since he was 23, which statistically costs a decade. He intends not to pay it.

He is blunt about what the role actually is. "The CEO job sucks, if you're actually doing it right," he told his leadership team in December, "because you're at the behest of everybody else. Your job is to serve."

2,400 trees

Calix processes between 15 and 50 terabytes of data every hour, so Weening's view of AI comes from usage, not commentary. His data scientists once spent two weeks building a propensity-to-buy model. It had 2,400 decision trees. Then they fed the same data to a neural network, and it produced the same ranking in minutes. No one could say how. That, he thinks, is what frightens people about AI. He liked the 2,400 trees because humans built them.

He bought Copilot licenses for the whole company the day they were available, and shut down an internal debate about which employees deserved one. An engineering trial measured an average productivity gain around 40 percent, most of it from generating the test cases no developer wants to write. The senior engineers grumbled and then kept using it.

The customer version of the argument is bigger. A small broadband provider cannot hire the data scientists Amazon hires. Baked into a platform, the same capability costs them nothing extra. "A small company can now rip apart a big company," Weening says. "And that big company won't even know what happened to them by the time it's done." At the New York Stock Exchange this spring, he laid out where that argument has gone since: AI-driven automation for providers of any size through the Calix One platform, built with Google Cloud, aimed at keeping local operators competitive with larger players like Amazon and Starlink. Electricity caused a panic once. So did the internet. "It always sorts itself out."

The chance

Every CEO.com Podcast conversation ends the same way, with a question about the chances one gives rather than the chances one takes. Weening did not have to think about his answer. Paul Shearstone was a wealthy man at the top of his profession, fielding calls every day from people who wanted something from him. He ignored five voicemails from a kid making a thousand dollars a month. Then he answered the sixth.

00:00:00 Michael's Journey to Becoming Calix CEO
00:04:19 What Calix Does for Broadband Providers
00:06:52 Lessons Learned Living in Tokyo
00:09:38 The Power of a Goal-Centric Mindset
00:14:49 How Michael Spends His Time as CEO
00:18:29 Daily Routines and Staying Healthy
00:22:34 Michael's Perspective on Artificial Intelligence
00:29:41 Why Calix Became a Remote Company
00:34:42 The Mentor Who Gave Michael His Break
00:39:38 The Success Equals 15 Framework

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And<00:02:55.579> for<00:02:55.739> me,<00:02:56.125> that<00:02:56.301> job<00:02:56.767> would've<00:02:56.944> been<00:02:57.088> a<00:02:57.169> huge<00:02:57.345> amount<00:02:57.570> of<00:02:57.602> money,<00:02:57.827> a<00:02:57.908> big<00:02:58.068> payout,<00:02:59.032> but<00:02:59.128> it<00:02:59.192> was<00:02:59.353> so<00:02:59.835> boring.

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And<00:03:01.216> so,<00:03:02.806> so<00:03:03.673> all<00:03:03.705> of<00:03:03.754> a<00:03:03.770> sudden<00:03:04.075> this<00:03:04.235> comes<00:03:04.508> in,<00:03:04.814> lands<00:03:05.151> in<00:03:05.215> my<00:03:05.440> lap,<00:03:05.793> and<00:03:05.922> I<00:03:06.082> think,<00:03:06.580> you<00:03:06.661> know,<00:03:07.608> there's<00:03:07.785> a<00:03:07.849> lot<00:03:08.122> of,<00:03:08.347> lot<00:03:08.508> to<00:03:08.588> be<00:03:08.668> said<00:03:08.893> about<00:03:09.150> luck<00:03:09.487> and<00:03:09.616> those<00:03:09.792> different<00:03:10.114> things.

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And,<00:03:10.997> and<00:03:11.077> all<00:03:11.174> of<00:03:11.222> a<00:03:11.238> sudden<00:03:11.463> I<00:03:11.495> meet<00:03:11.720> this<00:03:11.945> person<00:03:12.346> who's<00:03:12.523> incredibly<00:03:13.005> smart<00:03:13.486> and<00:03:13.567> I'm<00:03:13.663> a<00:03:13.727> lifelong<00:03:14.273> learner.

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Who's<00:03:15.172> gonna<00:03:15.412> go<00:03:15.717> do<00:03:15.909> this<00:03:16.198> crazy<00:03:17.015> thing,<00:03:17.768> take<00:03:17.960> a<00:03:18.040> hardware<00:03:18.361> company<00:03:18.778> and<00:03:18.858> turn<00:03:19.098> it<00:03:19.178> into<00:03:19.419> a<00:03:19.819> software<00:03:20.220> cloud<00:03:20.508> and<00:03:20.556> appliance<00:03:21.085> company<00:03:22.127> with<00:03:22.367> the<00:03:22.527> vision<00:03:23.008> of<00:03:23.168> transforming<00:03:23.906> an<00:03:23.986> industry.

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And<00:03:25.428> I<00:03:25.652> love<00:03:25.893> to<00:03:25.973> do<00:03:26.149> hard<00:03:26.389> things.

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If<00:03:26.774> I<00:03:26.934> think<00:03:27.175> on<00:03:27.335> the,<00:03:27.752> the<00:03:27.896> greatest,<00:03:28.312> most<00:03:28.553> exciting<00:03:28.953> things<00:03:29.130> I've<00:03:29.274> done<00:03:29.498> throughout<00:03:29.755> my<00:03:29.899> career,<00:03:30.235> they're<00:03:30.460> always<00:03:30.716> the<00:03:30.876> things<00:03:31.181> that<00:03:31.902> other<00:03:32.062> people<00:03:32.303> wouldn't<00:03:32.559> do,<00:03:32.896> or<00:03:33.040> huge<00:03:33.360> risks<00:03:33.905> were<00:03:34.306> incredibly<00:03:35.203> soul-crushingly<00:03:36.485> hard.

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And<00:03:37.767> that<00:03:38.168> this<00:03:38.488> just<00:03:38.809> met<00:03:39.033> all<00:03:39.209> those,<00:03:39.690> it<00:03:39.754> got<00:03:39.866> me<00:03:39.995> excited.

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And<00:03:41.229> so<00:03:41.679> that<00:03:41.839> was<00:03:41.936> 7.5<00:03:42.498> years<00:03:42.738> ago.

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His<00:03:43.220> name's<00:03:43.445> Carl<00:03:43.766> Russo.

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And<00:03:45.788> over<00:03:45.965> the<00:03:46.029> last<00:03:46.350> 7.5<00:03:46.976> years,<00:03:48.581> I<00:03:48.742> kind<00:03:48.902> of<00:03:48.998> joined<00:03:49.945> halfway<00:03:50.283> through<00:03:50.748> the<00:03:50.844> journey.

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It's<00:03:51.486> been<00:03:51.631> a<00:03:51.647> 13-year<00:03:52.289> journey.

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And<00:03:53.236> over<00:03:53.284> the<00:03:53.332> last<00:03:53.573> 7.5<00:03:54.199> years,<00:03:54.520> I've<00:03:54.681> had<00:03:54.857> the<00:03:54.937> opportunity<00:03:55.483> to,<00:03:56.157> to<00:03:56.302> join<00:03:56.767> him<00:03:57.024> on<00:03:57.265> this<00:03:57.506> vision<00:03:57.891> of<00:03:57.987> transforming<00:03:58.645> our<00:03:58.790> company.

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And,<00:03:59.833> and<00:04:00.058> we've<00:04:00.234> been<00:04:00.796> very<00:04:01.037> successful.

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And,<00:04:02.321> and<00:04:02.466> if<00:04:02.546> you've<00:04:02.658> ever<00:04:02.867> read<00:04:03.027> the<00:04:03.124> book<00:04:03.284> The<00:04:03.365> Innovator's<00:04:03.846> Dilemma,<00:04:05.532> everybody<00:04:05.917> who<00:04:06.013> learns<00:04:06.318> our<00:04:06.430> story<00:04:07.040> who's<00:04:07.698> a<00:04:07.779> professor<00:04:08.324> or<00:04:08.597> someone<00:04:08.983> like<00:04:09.223> that<00:04:09.480> or<00:04:09.560> knows<00:04:09.865> The<00:04:09.930> Innovator's<00:04:10.331> Dilemma,<00:04:10.604> they<00:04:10.732> basically<00:04:11.133> said,<00:04:11.936> You<00:04:12.112> did<00:04:13.637> what<00:04:14.022> 1<00:04:14.343> in<00:04:14.599> 1,000<00:04:15.401> do<00:04:16.027> and<00:04:16.123> is<00:04:16.284> written<00:04:16.541> about<00:04:16.910> in<00:04:17.006> The<00:04:17.086> Innovator's<00:04:17.487> Dilemma<00:04:17.808> that<00:04:17.872> everyone<00:04:18.129> fails<00:04:18.386> about.

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And<00:04:18.851> that's<00:04:19.092> what<00:04:19.188> we've<00:04:19.412> been<00:04:19.637> on.

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And,<00:04:20.439> and<00:04:20.519> so<00:04:20.680> what<00:04:20.728> do<00:04:20.840> we<00:04:20.937> do,<00:04:21.097> Calix?

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We<00:04:22.862> are<00:04:23.568> a<00:04:23.600> software<00:04:23.969> cloud<00:04:24.611> and<00:04:24.867> appliance<00:04:25.413> company<00:04:26.295> who<00:04:26.456> helps<00:04:26.777> broadband<00:04:27.515> service<00:04:27.980> providers<00:04:28.477> of<00:04:28.622> all<00:04:28.718> sizes.

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Verizon<00:04:29.761> is<00:04:29.905> one<00:04:30.017> of<00:04:30.082> our<00:04:30.226> customers.

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They're<00:04:31.349> unique<00:04:31.782> in<00:04:31.911> that<00:04:32.713> they<00:04:33.355> understood<00:04:33.804> our<00:04:33.996> long-term<00:04:35.520> journey<00:04:35.938> and<00:04:36.082> vision<00:04:36.419> for<00:04:36.643> the<00:04:36.740> industry,<00:04:37.221> and<00:04:37.365> therefore<00:04:37.654> they<00:04:37.783> joined<00:04:38.103> us<00:04:38.264> on<00:04:38.344> this<00:04:38.505> journey.

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They<00:04:38.906> took<00:04:39.066> a<00:04:39.146> bet,<00:04:39.467> which<00:04:39.708> they<00:04:39.868> don't<00:04:40.029> usually<00:04:40.350> do.

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To<00:04:41.953> small<00:04:42.210> service<00:04:42.466> providers.

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The<00:04:43.027> same<00:04:43.139> technology<00:04:43.572> at<00:04:43.636> Verizon<00:04:44.117> is<00:04:44.261> running<00:04:44.534> in<00:04:44.662> Cedar<00:04:44.919> Falls,<00:04:45.784> Iowa.

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And<00:04:47.708> we<00:04:47.804> create<00:04:47.980> this<00:04:48.124> platform<00:04:48.750> and<00:04:48.846> put<00:04:48.990> it<00:04:49.070> in<00:04:49.150> place<00:04:49.407> so<00:04:49.647> that<00:04:49.888> broadband<00:04:50.288> service<00:04:50.529> providers<00:04:50.930> of<00:04:51.074> all<00:04:51.170> size<00:04:51.635> can<00:04:51.795> transform<00:04:52.613> how<00:04:52.933> they<00:04:53.094> serve<00:04:53.398> their<00:04:53.494> customers<00:04:54.536> with<00:04:54.761> really<00:04:54.937> 3<00:04:55.177> goals.

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One,<00:04:56.941> which<00:04:57.165> is<00:04:57.261> simplify<00:04:57.662> their<00:04:57.806> business,<00:04:58.143> make<00:04:58.319> it<00:04:58.383> really<00:04:58.560> simple<00:04:59.008> for<00:04:59.137> them<00:04:59.265> to<00:04:59.345> compete<00:04:59.682> with<00:04:59.826> the<00:04:59.906> web-scale<00:05:00.307> companies<00:05:00.948> and<00:05:01.028> do,<00:05:01.733> do<00:05:01.830> incredible<00:05:02.310> things<00:05:02.711> that<00:05:02.855> drive<00:05:03.176> high<00:05:03.336> operating<00:05:03.673> margins<00:05:05.260> and<00:05:05.356> drive<00:05:05.596> fast<00:05:05.901> time<00:05:06.029> to<00:05:06.141> market.

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The<00:05:06.622> second<00:05:06.959> one<00:05:07.183> is<00:05:07.825> innovate.

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So<00:05:09.203> really<00:05:09.924> take<00:05:10.084> the<00:05:10.164> best<00:05:10.420> in<00:05:10.484> the<00:05:10.628> industry,<00:05:11.205> innovate<00:05:11.750> on<00:05:11.910> this<00:05:12.086> platform<00:05:12.647> at<00:05:12.743> a<00:05:12.871> really<00:05:13.112> rapid<00:05:13.448> rate<00:05:14.073> so<00:05:14.185> that<00:05:14.329> they<00:05:14.489> can<00:05:15.050> diversify<00:05:15.851> their<00:05:16.075> business<00:05:16.652> in<00:05:16.732> the<00:05:16.796> markets<00:05:17.197> they<00:05:17.293> serve.

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And<00:05:17.758> the<00:05:17.854> last<00:05:18.094> one<00:05:18.254> is<00:05:18.415> grow.

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And<00:05:19.616> grow<00:05:19.920> is<00:05:20.097> fascinating<00:05:20.722> in<00:05:20.802> our<00:05:20.978> industry<00:05:21.442> because<00:05:22.324> it<00:05:22.484> has<00:05:23.605> two<00:05:23.781> flavors.

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One,<00:05:24.999> if<00:05:25.047> you're<00:05:25.207> private<00:05:25.464> equity<00:05:26.040> or<00:05:26.185> you're<00:05:26.505> owned<00:05:26.585> by<00:05:26.745> a<00:05:26.825> family<00:05:27.771> or<00:05:28.347> you're<00:05:28.652> a<00:05:28.668> public<00:05:28.988> company,<00:05:30.254> grow<00:05:30.510> means<00:05:30.815> the<00:05:30.895> traditional<00:05:31.231> things<00:05:31.552> that<00:05:31.936> we<00:05:32.032> would<00:05:32.192> think<00:05:32.369> about,<00:05:32.657> which<00:05:32.897> are,<00:05:33.538> you<00:05:33.650> know,<00:05:33.714> margins,<00:05:34.195> profit,<00:05:34.740> all<00:05:34.820> those<00:05:34.996> different<00:05:35.300> elements.

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But<00:05:35.861> then<00:05:36.037> 42%<00:05:36.598> of<00:05:36.838> our<00:05:36.999> customers<00:05:37.479> are<00:05:37.704> actually<00:05:38.040> not-for-profit<00:05:39.210> cooperatives<00:05:40.270> who<00:05:40.430> have<00:05:40.752> really<00:05:41.169> come<00:05:41.314> out<00:05:41.474> of<00:05:41.571> the,<00:05:42.197> you<00:05:42.294> know,<00:05:42.374> post-war<00:05:42.872> era.

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They<00:05:43.643> provide<00:05:43.900> telecommunications,<00:05:45.169> farmers<00:05:45.570> who<00:05:45.667> got<00:05:45.892> together<00:05:46.309> just<00:05:46.550> like<00:05:46.695> they<00:05:46.791> did<00:05:46.936> with<00:05:47.096> electricity<00:05:47.755> to<00:05:47.835> provide<00:05:48.172> these<00:05:48.269> services<00:05:49.200> to<00:05:49.281> places<00:05:49.682> the<00:05:49.827> big<00:05:49.988> companies<00:05:50.405> wouldn't.

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And<00:05:51.433> in<00:05:51.530> their<00:05:51.706> scenario,<00:05:52.493> growth<00:05:52.879> means<00:05:53.602> better<00:05:53.843> lives<00:05:54.164> for<00:05:54.276> their<00:05:54.405> members<00:05:55.449> and<00:05:57.055> real<00:05:57.296> focus<00:05:57.778> on<00:05:57.858> the<00:05:57.939> community.

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And<00:05:59.015> so<00:05:59.641> in<00:05:59.722> that<00:05:59.946> scenario,<00:06:00.830> that's,<00:06:01.633> that's<00:06:01.794> what<00:06:01.890> we<00:06:02.051> do.

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We've<00:06:02.372> done<00:06:02.516> it<00:06:02.613> wildly<00:06:02.918> successfully.

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When<00:06:03.962> I<00:06:04.058> joined,<00:06:04.830> our<00:06:04.926> market<00:06:05.262> cap<00:06:05.663> was<00:06:06.528> about<00:06:06.768> $250<00:06:07.329> million.

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We<00:06:09.331> were<00:06:09.892> losing<00:06:10.325> significant<00:06:10.837> amounts<00:06:11.094> of<00:06:11.126> money<00:06:11.238> because<00:06:11.494> we're<00:06:11.590> making<00:06:11.815> the<00:06:11.911> investment<00:06:12.295> into<00:06:12.391> the<00:06:12.536> platforms<00:06:13.016> that<00:06:13.096> we're<00:06:13.192> building.

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And<00:06:16.541> while<00:06:16.733> we<00:06:16.861> haven't<00:06:17.182> released<00:06:17.742> for<00:06:17.999> 2023<00:06:18.624> or<00:06:18.800> for<00:06:18.960> Q4,<00:06:19.985> the<00:06:20.065> projections<00:06:20.706> were<00:06:20.963> that<00:06:21.107> we<00:06:21.203> would<00:06:21.363> organically<00:06:22.388> grow<00:06:22.885> past<00:06:23.206> $1<00:06:23.350> billion<00:06:24.087> in<00:06:24.247> fourth<00:06:24.551> quarter.

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And<00:06:26.730> if<00:06:26.874> you<00:06:27.051> look<00:06:27.355> at<00:06:27.595> all<00:06:27.771> of<00:06:27.916> the<00:06:28.012> public<00:06:28.412> companies<00:06:29.438> in<00:06:29.694> the<00:06:30.239> North<00:06:30.415> American<00:06:30.799> market,<00:06:31.216> there's<00:06:32.001> 9,000<00:06:32.818> of<00:06:32.962> them<00:06:33.139> that<00:06:33.299> have<00:06:33.475> a<00:06:33.539> market<00:06:33.859> cap<00:06:34.164> greater<00:06:34.420> than<00:06:34.580> $10<00:06:34.821> million.

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And<00:06:37.164> if<00:06:37.372> you<00:06:37.469> apply<00:06:37.934> the<00:06:38.031> metric<00:06:38.577> of<00:06:39.219> 3<00:06:39.379> years,<00:06:39.636> 25%<00:06:40.503> growth,<00:06:41.306> 3<00:06:41.467> years<00:06:41.724> profitable,<00:06:42.302> 3<00:06:42.591> years<00:06:42.832> cash<00:06:43.008> flow<00:06:43.249> positive<00:06:44.052> and<00:06:44.212> no<00:06:44.453> debt,<00:06:45.401> out<00:06:45.513> of<00:06:45.593> those<00:06:45.818> 9,000,<00:06:46.460> there's<00:06:46.685> only<00:06:46.782> 26<00:06:47.279> companies.

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And<00:06:47.841> I'm<00:06:47.905> proud<00:06:48.146> to<00:06:48.227> say<00:06:48.291> that<00:06:48.467> Calix<00:06:48.805> is<00:06:48.933> one<00:06:49.013> of<00:06:49.046> them.

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And<00:06:49.977> so<00:06:50.330> incredible.

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That<00:06:51.117> is<00:06:51.277> the<00:06:51.358> background.

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That's<00:06:52.225> the<00:06:52.305> journey.

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That's<00:06:53.525> incredible.

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Hey,<00:06:54.649> I<00:06:54.713> want<00:06:54.810> to<00:06:54.890> follow<00:06:55.211> up<00:06:55.693> real<00:06:55.854> quick<00:06:56.159> on<00:06:56.415> kind<00:06:56.544> of<00:06:56.576> like<00:06:57.154> some<00:06:57.604> parts<00:06:57.796> of<00:06:57.845> your<00:06:57.941> journey<00:06:58.069> because<00:06:58.326> I<00:06:58.487> wonder<00:06:58.904> if<00:06:59.001> it<00:06:59.081> applied<00:06:59.707> and<00:06:59.787> you<00:06:59.948> learned<00:07:00.205> stuff<00:07:01.873> from<00:07:02.193> it,<00:07:02.498> in<00:07:02.578> particular,<00:07:03.219> when<00:07:03.379> you<00:07:03.539> went<00:07:03.940> and<00:07:04.116> lived<00:07:04.373> in<00:07:04.453> these<00:07:04.661> other<00:07:04.901> countries,<00:07:05.478> I<00:07:05.558> imagine<00:07:05.879> like<00:07:06.055> Tokyo<00:07:06.520> and<00:07:06.600> things<00:07:06.744> like<00:07:06.920> that.

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What<00:07:07.642> was<00:07:07.802> that<00:07:08.026> like?

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What<00:07:08.363> did<00:07:08.507> you<00:07:08.683> learn<00:07:08.907> from<00:07:09.068> that<00:07:09.228> that<00:07:09.388> you've<00:07:09.548> brought<00:07:10.270> to<00:07:10.510> Calix<00:07:11.968> from<00:07:12.128> the<00:07:12.273> experience<00:07:13.170> of<00:07:13.891> building<00:07:14.292> in<00:07:14.372> other<00:07:14.548> markets,<00:07:15.093> building<00:07:15.413> in<00:07:15.477> other<00:07:15.654> countries,<00:07:16.134> in<00:07:16.215> other<00:07:16.439> cultures?

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Tokyo's<00:07:17.721> wildly<00:07:18.218> different<00:07:18.698> than<00:07:19.099> the<00:07:19.179> United<00:07:19.596> States,<00:07:20.060> right?

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And<00:07:20.605> Japan—.

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By<00:07:21.022> the<00:07:21.102> way,<00:07:21.262> Tokyo<00:07:21.743> is<00:07:21.887> like—<00:07:22.288> It's<00:07:22.448> like<00:07:22.624> living<00:07:22.865> on<00:07:23.025> Mars,<00:07:23.249> right?

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Yeah.

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It's<00:07:24.323> like<00:07:24.467> the<00:07:24.547> greatest<00:07:25.268> country<00:07:25.829> ever.

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I<00:07:26.230> don't<00:07:26.614> know<00:07:26.726> what<00:07:26.935> they—<00:07:27.661> how<00:07:27.826> they<00:07:27.925> do<00:07:28.173> it,<00:07:28.322> but<00:07:28.421> it's<00:07:28.503> incredible.

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Anyways,<00:07:30.055> what<00:07:30.204> have<00:07:30.303> you<00:07:30.402> learned<00:07:30.567> from<00:07:30.732> that?

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So<00:07:33.782> I<00:07:34.120> would<00:07:34.265> say<00:07:34.619> so.

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You<00:07:35.875> know,<00:07:36.197> there's<00:07:36.535> a<00:07:36.552> storytelling<00:07:37.324> scenario<00:07:37.840> here.

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I'll<00:07:38.371> tell<00:07:38.516> you<00:07:38.612> how<00:07:38.951> this<00:07:39.176> first<00:07:39.353> came<00:07:39.578> out.

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I<00:07:40.239> look,<00:07:40.464> I'm<00:07:40.883> an<00:07:40.963> Alberta<00:07:41.366> boy.

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I<00:07:41.752> grew<00:07:41.994> up<00:07:42.171> in<00:07:42.300> rural<00:07:42.477> Alberta<00:07:43.203> and<00:07:44.268> which<00:07:44.430> is,<00:07:44.737> you<00:07:44.817> know,<00:07:44.995> Canada's<00:07:45.479> Texas.

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And<00:07:46.689> so<00:07:47.093> a<00:07:47.109> little<00:07:47.416> farming<00:07:47.835> and<00:07:47.964> oil<00:07:48.158> town.

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My—<00:07:49.175> all<00:07:49.255> my<00:07:49.352> family<00:07:49.756> are<00:07:49.836> immigrants.

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They<00:07:50.563> came<00:07:50.805> from<00:07:50.950> Holland<00:07:51.273> after<00:07:51.467> the<00:07:51.580> war.

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They<00:07:52.016> are<00:07:52.663> farmers<00:07:53.229> and<00:07:53.310> those<00:07:53.537> types<00:07:53.731> of<00:07:53.795> things.

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And<00:07:54.281> so<00:07:54.426> I<00:07:54.588> grew<00:07:54.685> up<00:07:54.782> in<00:07:54.863> rural<00:07:55.025> Alberta.

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And,<00:07:56.387> um,<00:07:57.109> I<00:07:57.205> really<00:07:57.446> just<00:07:57.687> had,<00:07:58.312> you<00:07:58.344> know,<00:07:58.489> we<00:07:58.633> were<00:07:58.745> not<00:07:59.210> wealthy.

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And<00:07:59.772> so<00:08:00.477> I,<00:08:00.734> my<00:08:00.975> whole<00:08:01.215> goal<00:08:01.456> in<00:08:01.600> life<00:08:01.937> was<00:08:02.258> I<00:08:02.338> wanted<00:08:02.579> to<00:08:02.659> provide<00:08:02.980> for<00:08:03.076> my<00:08:03.220> family<00:08:03.621> and<00:08:03.766> have<00:08:03.862> a,<00:08:04.102> a<00:08:04.119> strong<00:08:04.487> financial<00:08:04.824> future.

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And<00:08:05.289> in,<00:08:05.690> in<00:08:05.771> the<00:08:05.931> end,<00:08:06.027> that's<00:08:06.412> what<00:08:06.589> drove<00:08:07.054> me<00:08:07.535> outta<00:08:07.695> university<00:08:08.273> in<00:08:08.353> a<00:08:08.433> big<00:08:08.594> way.

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And,<00:08:10.599> but<00:08:10.695> my<00:08:10.839> wife<00:08:11.224> was,<00:08:11.721> you<00:08:11.802> know,<00:08:11.882> kind<00:08:12.042> of<00:08:12.106> came<00:08:12.283> from<00:08:12.443> the<00:08:12.507> same<00:08:12.988> background,<00:08:13.486> blue<00:08:13.646> collar<00:08:13.887> background.

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Her<00:08:14.400> parents<00:08:14.592> were<00:08:14.673> blue<00:08:14.833> collar<00:08:15.170> and<00:08:15.234> those<00:08:15.475> things.

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But<00:08:16.453> right<00:08:16.613> after<00:08:16.838> university,<00:08:17.271> she<00:08:17.496> joined<00:08:17.720> a<00:08:17.752> group<00:08:17.961> called<00:08:18.201> Up<00:08:18.298> With<00:08:18.458> People,<00:08:19.019> which<00:08:19.260> basically<00:08:19.661> she<00:08:19.821> traveled<00:08:20.206> all<00:08:20.303> around<00:08:20.543> the<00:08:20.623> world.

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So<00:08:21.570> she<00:08:21.602> was<00:08:21.762> much<00:08:21.987> more<00:08:22.211> worldly<00:08:22.612> than<00:08:22.725> I,<00:08:22.773> and<00:08:22.949> I<00:08:23.029> still<00:08:23.190> remember<00:08:23.880> You<00:08:24.000> know,<00:08:24.160> here<00:08:24.240> I<00:08:24.380> am<00:08:24.580> plowing<00:08:24.860> around.

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I<00:08:26.000> want<00:08:26.180> to,<00:08:26.620> you<00:08:26.740> know,<00:08:26.820> make<00:08:27.000> sure<00:08:27.120> that<00:08:27.280> we<00:08:27.380> have<00:08:27.560> the<00:08:27.680> mortgage<00:08:27.899> paid<00:08:28.140> off<00:08:28.360> and<00:08:28.460> a<00:08:28.620> really,<00:08:28.960> you<00:08:28.961> know,<00:08:29.120> a<00:08:29.220> house<00:08:29.380> and<00:08:29.540> our<00:08:29.620> kids<00:08:29.740> are<00:08:29.920> taken<00:08:30.040> care<00:08:30.280> of.

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That's<00:08:30.840> one<00:08:30.960> of<00:08:31.060> the<00:08:31.160> things<00:08:31.320> that<00:08:31.460> I<00:08:31.560> didn't<00:08:31.700> have<00:08:31.940> as<00:08:32.100> a<00:08:32.300> kid.

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And<00:08:33.840> so<00:08:33.980> it's<00:08:34.140> a<00:08:34.280> Saturday<00:08:34.460> afternoon,<00:08:34.760> we're<00:08:34.920> sitting<00:08:35.020> there<00:08:35.160> and<00:08:35.200> she<00:08:35.280> looks<00:08:35.420> at<00:08:35.560> me<00:08:35.600> and<00:08:35.640> she<00:08:35.740> goes,<00:08:36.860> is<00:08:37.100> this<00:08:37.320> it?

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And<00:08:38.660> I<00:08:38.800> said,<00:08:39.100> well,<00:08:39.240> what<00:08:39.320> do<00:08:39.400> you<00:08:39.440> mean?

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And<00:08:40.180> we're<00:08:40.320> looking<00:08:40.480> out<00:08:40.640> in<00:08:40.740> the<00:08:40.780> backyard<00:08:41.000> and<00:08:41.120> she<00:08:41.280> says,<00:08:41.740> well,<00:08:42.180> is<00:08:42.260> this<00:08:42.480> it?

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Are<00:08:42.681> we<00:08:42.720> going<00:08:42.820> to<00:08:42.840> do<00:08:42.940> this<00:08:43.100> for<00:08:43.200> the<00:08:43.300> rest<00:08:43.440> of<00:08:43.560> our<00:08:43.660> lives<00:08:43.840> and<00:08:44.000> die?

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And<00:08:44.700> I<00:08:44.760> said,<00:08:45.040> well,<00:08:45.740> this<00:08:45.900> is<00:08:46.020> pretty<00:08:46.160> great.

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You<00:08:46.920> know,<00:08:48.080> exactly.

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I<00:08:49.580> said,<00:08:49.760> well,<00:08:49.820> this<00:08:49.900> is<00:08:50.000> pretty<00:08:50.080> great.

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You<00:08:50.740> know,<00:08:50.940> we<00:08:51.040> got<00:08:51.160> a,<00:08:51.572> pool<00:08:51.652> in<00:08:51.732> the<00:08:51.812> backyard.

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Our<00:08:52.535> kids<00:08:52.856> are—<00:08:53.177> they<00:08:53.321> were<00:08:53.417> young<00:08:53.658> at<00:08:53.722> the<00:08:53.818> time.

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They're<00:08:54.701> healthy.

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You<00:08:55.520> know,<00:08:55.664> we're<00:08:55.905> progressing<00:08:56.467> through<00:08:56.611> our<00:08:56.771> careers<00:08:57.269> and<00:08:57.333> that<00:08:57.430> kind<00:08:57.590> of<00:08:57.622> stuff.

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I'm<00:08:58.392> like,<00:08:58.553> clearly<00:08:59.018> you<00:08:59.050> got<00:08:59.195> something<00:08:59.436> on<00:08:59.516> your<00:08:59.596> mind,<00:08:59.901> so<00:09:00.078> spit<00:09:00.415> it<00:09:00.463> out.

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And<00:09:01.362> she<00:09:01.458> said,<00:09:01.683> I<00:09:01.763> say<00:09:01.923> we<00:09:02.020> sell<00:09:02.308> it<00:09:02.405> all<00:09:02.870> and<00:09:03.191> let's<00:09:03.432> move<00:09:03.544> internationally.

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And<00:09:04.812> so<00:09:05.695> it—<00:09:06.176> this<00:09:06.417> was<00:09:06.561> a<00:09:06.658> big<00:09:06.802> shift<00:09:07.059> for<00:09:07.187> me.

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She<00:09:07.685> had<00:09:07.781> been<00:09:07.942> all<00:09:08.038> around<00:09:08.247> the<00:09:08.327> world<00:09:08.503> with<00:09:08.664> Up<00:09:08.808> With<00:09:08.905> People.

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I<00:09:09.466> was,<00:09:09.932> you<00:09:09.964> know,<00:09:10.092> I<00:09:10.172> hadn't<00:09:10.349> traveled<00:09:10.670> anywhere.

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I<00:09:11.553> was<00:09:11.713> just<00:09:11.938> focused<00:09:12.339> on<00:09:12.580> what<00:09:12.660> I<00:09:12.740> would<00:09:12.837> call,<00:09:13.398> you<00:09:13.479> know,<00:09:13.719> the,<00:09:14.201> the<00:09:14.987> more<00:09:15.645> contemporary,<00:09:16.913> common<00:09:17.700> focus<00:09:18.117> on<00:09:18.518> here's<00:09:18.679> what<00:09:18.759> I'm<00:09:18.840> gonna<00:09:18.936> do.

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And<00:09:21.024> took<00:09:21.184> me<00:09:21.248> about<00:09:21.425> 3<00:09:21.826> months<00:09:21.987> to<00:09:22.051> wrap<00:09:22.228> my<00:09:22.372> head<00:09:22.485> around<00:09:22.774> it.

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And<00:09:23.015> then,<00:09:23.673> you<00:09:23.753> know,<00:09:23.914> we<00:09:23.994> started<00:09:24.251> to<00:09:24.316> pursue<00:09:24.701> it.

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So<00:09:25.584> I<00:09:25.600> would<00:09:25.680> say<00:09:25.777> the<00:09:25.905> first<00:09:26.243> thing<00:09:26.548> is,<00:09:26.724> is<00:09:26.949> that,<00:09:27.527> you<00:09:27.607> know,<00:09:27.688> to<00:09:27.816> move<00:09:28.089> to<00:09:28.186> the<00:09:28.314> UK,<00:09:28.828> it<00:09:28.956> really<00:09:29.133> took<00:09:29.438> a<00:09:29.695> goal-centric<00:09:30.434> approach,<00:09:31.060> which<00:09:31.285> I<00:09:31.478> think<00:09:31.767> I<00:09:31.879> apply<00:09:32.489> to<00:09:33.212> everything<00:09:33.549> we<00:09:33.694> do<00:09:33.854> at<00:09:33.951> Calix,<00:09:34.352> but<00:09:34.513> also<00:09:34.737> everything<00:09:35.075> I<00:09:35.155> do<00:09:35.396> inside<00:09:35.861> my,<00:09:36.745> my<00:09:36.986> own<00:09:37.242> personal<00:09:38.367> journey,<00:09:38.752> which<00:09:38.993> is,<00:09:39.555> you<00:09:39.731> know,<00:09:39.892> you<00:09:39.972> gotta<00:09:40.213> set<00:09:40.534> goals.

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And<00:09:41.755> if<00:09:41.883> they're<00:09:41.980> not<00:09:42.301> big,<00:09:42.847> hey,<00:09:43.088> you<00:09:43.120> know,<00:09:43.280> as,<00:09:43.730> as<00:09:43.907> you<00:09:44.051> heard<00:09:44.212> in<00:09:44.388> Good<00:09:44.549> to<00:09:44.629> Great,<00:09:45.448> you<00:09:45.592> know,<00:09:45.672> BHAGs,<00:09:46.233> big<00:09:46.537> hairy<00:09:46.794> audacious<00:09:47.355> goals.

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If<00:09:48.172> you<00:09:48.236> don't<00:09:48.412> set<00:09:48.877> big<00:09:49.117> goals,<00:09:49.438> you'll<00:09:49.550> never<00:09:49.758> achieve<00:09:50.143> them.

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And<00:09:51.040> so<00:09:51.745> I<00:09:51.905> use<00:09:52.081> that<00:09:52.322> as<00:09:52.466> a,<00:09:52.786> and<00:09:52.899> as<00:09:53.043> an<00:09:53.139> example<00:09:53.748> where<00:09:54.245> my<00:09:54.405> wife<00:09:54.565> set<00:09:54.805> a<00:09:54.886> goal<00:09:55.046> for<00:09:55.270> us<00:09:55.510> once<00:09:55.671> we<00:09:55.767> both<00:09:55.927> got<00:09:56.087> aligned,<00:09:57.049> then<00:09:57.209> it<00:09:57.289> really<00:09:57.449> just<00:09:57.754> came<00:09:58.010> around.

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And<00:09:58.875> when<00:09:58.971> I,<00:09:59.212> you<00:09:59.292> know,<00:09:59.372> my<00:09:59.516> job<00:09:59.660> at<00:09:59.757> Microsoft,<00:10:00.141> I<00:10:00.157> just<00:10:00.253> spent<00:10:00.494> all<00:10:00.574> my<00:10:00.718> time<00:10:00.958> figuring<00:10:01.279> out,<00:10:01.375> okay,<00:10:02.096> well,<00:10:02.721> I,<00:10:02.753> I<00:10:02.801> want<00:10:02.881> to,<00:10:03.298> I<00:10:03.458> would,<00:10:03.778> if<00:10:04.003> we're<00:10:04.099> gonna<00:10:04.259> go<00:10:04.355> move<00:10:04.580> internationally,<00:10:05.205> you<00:10:05.285> have<00:10:05.461> to<00:10:05.605> do<00:10:05.845> it,<00:10:06.118> I<00:10:06.166> wanna<00:10:06.342> do<00:10:06.438> it<00:10:06.502> within<00:10:06.743> Microsoft.

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To<00:10:07.448> do<00:10:07.608> that,<00:10:07.768> I<00:10:07.784> have<00:10:07.961> to<00:10:08.025> be<00:10:08.105> at<00:10:08.265> least<00:10:08.441> a<00:10:08.505> director.

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And,<00:10:09.611> and<00:10:09.883> so<00:10:10.028> I<00:10:10.108> set<00:10:10.348> that<00:10:10.508> goal<00:10:10.829> and<00:10:11.374> 3<00:10:11.534> years<00:10:11.694> later<00:10:12.014> we<00:10:12.191> were,<00:10:12.912> in<00:10:12.992> the<00:10:13.057> UK.

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So<00:10:14.181> that's<00:10:14.438> the<00:10:14.582> first<00:10:14.839> thing.

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I<00:10:15.080> think<00:10:15.337> a<00:10:15.465> goal-centric<00:10:16.043> mindset<00:10:16.509> is<00:10:16.669> really<00:10:16.926> important.

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And<00:10:17.809> then<00:10:17.906> you<00:10:17.986> have<00:10:18.147> to<00:10:18.179> have<00:10:18.291> a<00:10:18.371> plan.

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So<00:10:18.998> once<00:10:19.174> you<00:10:19.255> set<00:10:19.479> the<00:10:19.576> goal,<00:10:20.298> what's<00:10:20.443> your<00:10:20.539> plan?

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And<00:10:21.888> in<00:10:22.064> everything<00:10:22.466> I<00:10:22.610> do,<00:10:22.771> there's<00:10:22.948> a<00:10:23.012> plan.

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So<00:10:24.072> in<00:10:24.152> fact,<00:10:24.409> I<00:10:24.473> just<00:10:24.634> got<00:10:24.778> out<00:10:24.874> of<00:10:24.939> a<00:10:24.955> meeting,<00:10:25.822> um,<00:10:26.303> uh,<00:10:26.560> as<00:10:26.705> we're<00:10:26.801> rolling<00:10:27.122> out<00:10:27.267> our<00:10:27.443> 2024<00:10:28.246> plan.

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Every<00:10:29.450> manager<00:10:30.318> in<00:10:30.558> our<00:10:30.735> business<00:10:31.538> is<00:10:31.698> expected<00:10:32.244> to<00:10:32.325> have<00:10:32.485> a<00:10:32.501> strategic<00:10:33.144> plan.

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What<00:10:34.267> are<00:10:34.316> your<00:10:34.428> goals?

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How<00:10:35.729> are<00:10:35.809> you<00:10:35.937> gonna<00:10:36.050> achieve<00:10:36.419> them?

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And<00:10:37.142> how<00:10:37.174> are<00:10:37.254> you<00:10:37.318> gonna<00:10:37.463> measure<00:10:37.720> them?

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And<00:10:38.603> so<00:10:39.149> we<00:10:39.309> call<00:10:39.646> this<00:10:39.968> the<00:10:40.128> SP,<00:10:40.610> which<00:10:40.770> is<00:10:40.867> our<00:10:41.011> strategic<00:10:41.493> plan.

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And<00:10:42.858> by<00:10:43.083> having<00:10:43.339> everybody<00:10:44.046> in<00:10:44.142> the<00:10:44.303> organization<00:10:44.865> with<00:10:45.009> an<00:10:45.106> SP,<00:10:45.507> whether<00:10:45.748> they're<00:10:45.973> a<00:10:45.989> sales<00:10:46.390> leader<00:10:46.872> or<00:10:47.032> a<00:10:47.113> product<00:10:47.514> leader<00:10:48.156> or<00:10:48.397> a<00:10:48.975> finance<00:10:49.585> leader,<00:10:50.324> it<00:10:50.404> really<00:10:50.645> ensures<00:10:51.207> that<00:10:51.994> everybody<00:10:52.395> has<00:10:52.588> that<00:10:52.973> goal-centric<00:10:54.097> mindset.

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And<00:10:55.751> that's<00:10:55.944> really<00:10:56.088> important.

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And<00:10:56.811> I<00:10:56.972> will<00:10:57.052> say<00:10:57.309> one<00:10:57.405> of<00:10:57.469> the—<00:10:57.630> I,<00:10:57.855> I've<00:10:58.256> always<00:10:58.529> done<00:10:58.754> that.

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I've<00:10:59.300> rolled<00:10:59.476> it<00:10:59.621> out<00:10:59.733> in<00:10:59.862> teams<00:11:00.263> I've<00:11:00.504> run<00:11:01.162> and<00:11:01.323> managed<00:11:01.805> and<00:11:01.965> led.

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But<00:11:04.373> an<00:11:04.453> inspiration<00:11:05.159> for<00:11:05.320> me<00:11:05.576> to<00:11:05.737> keep<00:11:05.977> doing<00:11:06.218> that<00:11:06.459> was<00:11:06.683> actually<00:11:06.956> my<00:11:07.100> time<00:11:07.341> at<00:11:07.421> Salesforce<00:11:08.047> where,<00:11:08.865> you<00:11:08.961> know,<00:11:09.025> Marc<00:11:09.266> Benioff<00:11:09.747> is<00:11:09.908> famous<00:11:10.293> for<00:11:10.389> this.

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He<00:11:10.710> has<00:11:10.806> a<00:11:10.870> process<00:11:11.352> which<00:11:11.448> he<00:11:11.592> calls<00:11:11.833> the<00:11:11.977> V2MOM.

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I<00:11:12.715> don't<00:11:12.956> like<00:11:13.197> that<00:11:13.662> acronym<00:11:13.999> and<00:11:14.079> I<00:11:14.143> didn't<00:11:14.320> like<00:11:14.480> the<00:11:14.560> way<00:11:14.608> he<00:11:14.721> named<00:11:15.186> some<00:11:15.346> of<00:11:15.427> the<00:11:15.587> things.

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But,<00:11:17.769> you<00:11:17.849> know,<00:11:17.945> like<00:11:18.715> he<00:11:18.812> talks<00:11:19.068> about<00:11:19.213> vision<00:11:19.534> and<00:11:19.614> values<00:11:20.239> and,<00:11:20.640> you<00:11:20.833> know,<00:11:21.459> some<00:11:21.619> of<00:11:21.651> the<00:11:21.699> things<00:11:21.924> I<00:11:22.052> don't<00:11:22.181> like<00:11:22.341> the<00:11:22.405> way<00:11:22.453> he<00:11:22.501> named<00:11:22.806> it.

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So<00:11:22.967> I<00:11:23.047> renamed<00:11:23.352> it<00:11:23.384> into<00:11:23.544> my<00:11:23.769> own<00:11:24.507> and<00:11:24.571> I<00:11:24.747> thought<00:11:25.068> that<00:11:25.309> goal-centric<00:11:25.886> approach<00:11:26.207> is<00:11:26.271> really<00:11:26.416> important.

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So<00:11:26.993> I've<00:11:27.876> lived<00:11:28.116> through<00:11:28.213> that.

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That<00:11:28.614> was<00:11:28.822> the<00:11:28.902> first<00:11:29.159> thing.

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And<00:11:29.897> then<00:11:30.025> the<00:11:30.058> second<00:11:30.443> thing<00:11:30.667> I<00:11:30.763> would<00:11:30.860> say<00:11:31.020> that<00:11:31.165> I<00:11:31.309> learned<00:11:31.886> living<00:11:32.608> in<00:11:32.753> Tokyo<00:11:34.197> and<00:11:34.534> I've,<00:11:34.839> I<00:11:34.871> have<00:11:35.016> a<00:11:35.080> LinkedIn<00:11:35.481> article<00:11:36.284> about<00:11:37.504> what<00:11:37.616> does<00:11:37.745> it<00:11:37.825> take<00:11:38.050> to<00:11:38.210> be<00:11:38.307> successful<00:11:39.206> if<00:11:39.334> you<00:11:39.431> live<00:11:39.591> in<00:11:39.671> Japan.

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And<00:11:42.240> there's<00:11:42.401> two<00:11:42.561> parts<00:11:42.738> to<00:11:42.802> that.

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The<00:11:43.187> first<00:11:43.444> one<00:11:43.605> is,<00:11:43.765> is<00:11:43.942> that<00:11:44.488> if<00:11:44.648> you<00:11:44.793> have<00:11:44.969> a<00:11:45.033> learner's<00:11:45.387> mindset<00:11:46.093> and<00:11:46.173> you're<00:11:46.815> a<00:11:46.960> beginner's<00:11:47.377> mind<00:11:47.698> and<00:11:47.779> you're<00:11:47.939> constantly<00:11:48.501> saying,<00:11:49.224> I<00:11:49.304> don't<00:11:49.464> know<00:11:49.625> what<00:11:49.785> I<00:11:49.866> don't<00:11:50.090> know,<00:11:50.492> please<00:11:50.749> teach<00:11:51.070> me,<00:11:51.776> and<00:11:51.856> you're<00:11:52.097> open<00:11:52.434> to<00:11:52.595> feedback,<00:11:53.478> you<00:11:53.799> know,<00:11:54.746> I<00:11:54.923> think<00:11:55.147> that's<00:11:55.388> one<00:11:55.469> of<00:11:55.565> the<00:11:55.645> keys<00:11:56.046> to<00:11:56.191> success.

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And,<00:11:57.877> you<00:11:57.909> know,<00:11:58.294> that<00:11:58.535> article<00:11:58.936> that<00:11:59.097> I<00:11:59.257> wrote<00:11:59.803> actually<00:12:00.686> isn't<00:12:01.023> what<00:12:01.328> I<00:12:01.585> did<00:12:02.227> as<00:12:02.372> a<00:12:02.549> guide<00:12:02.870> to<00:12:03.094> other<00:12:03.271> people<00:12:03.656> on,<00:12:03.897> hey,<00:12:04.620> this<00:12:04.796> is<00:12:04.861> how<00:12:04.957> you're<00:12:05.037> gonna<00:12:05.182> be<00:12:05.278> successful.

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And,<00:12:06.225> and<00:12:06.578> if<00:12:06.707> you<00:12:06.803> live<00:12:07.189> or<00:12:07.221> an<00:12:07.349> expat<00:12:07.670> in<00:12:07.767> Tokyo,<00:12:08.553> it<00:12:08.585> was<00:12:08.794> actually<00:12:09.051> based<00:12:09.292> upon<00:12:09.934> a<00:12:09.950> meeting<00:12:10.319> that<00:12:10.416> I<00:12:10.496> had<00:12:10.817> with<00:12:11.283> a,<00:12:11.604> a<00:12:11.684> gentleman.

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I<00:12:12.166> believe<00:12:12.342> he<00:12:12.423> was<00:12:12.583> with<00:12:12.679> Accenture,<00:12:13.932> and<00:12:13.996> it<00:12:14.028> was<00:12:14.157> very<00:12:14.269> fortuitous.

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We're<00:12:14.927> like<00:12:15.088> 3<00:12:15.313> weeks<00:12:15.618> in.

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I<00:12:16.019> was<00:12:16.260> just<00:12:16.436> joined<00:12:16.613> Salesforce.

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I<00:12:17.737> moved<00:12:17.978> to<00:12:18.106> Tokyo.

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I'd<00:12:18.588> never<00:12:18.829> been<00:12:18.925> to<00:12:19.150> Asia,<00:12:19.712> right?

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So<00:12:20.113> back<00:12:20.306> to<00:12:20.434> goals.

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I<00:12:21.173> said,<00:12:21.494> I<00:12:21.638> talked<00:12:21.815> to<00:12:21.895> my<00:12:22.281> family<00:12:22.505> and<00:12:22.602> I<00:12:22.618> said,<00:12:22.843> hey,<00:12:23.260> I'd<00:12:23.485> like<00:12:23.645> to<00:12:23.726> go<00:12:23.822> do<00:12:23.982> a<00:12:24.047> job<00:12:24.288> in<00:12:24.368> Asia.

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And,<00:12:25.026> and<00:12:25.749> my<00:12:25.909> kids,<00:12:26.230> my<00:12:26.311> sons<00:12:26.551> were<00:12:26.632> going<00:12:26.856> into,<00:12:27.338> into<00:12:27.499> high<00:12:27.595> school,<00:12:27.900> and<00:12:27.996> they<00:12:28.141> were<00:12:28.173> like,<00:12:28.703> sure,<00:12:28.879> we'll<00:12:29.040> go.

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And<00:12:29.826> so<00:12:29.922> I<00:12:30.082> set<00:12:30.323> a<00:12:30.403> goal.

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It<00:12:30.708> took<00:12:30.884> me<00:12:30.964> a<00:12:31.044> year<00:12:31.204> and<00:12:31.268> a<00:12:31.301> half,<00:12:31.829> but<00:12:31.926> I,<00:12:32.070> you<00:12:32.503> know,<00:12:32.567> I'd<00:12:32.743> never<00:12:32.967> been<00:12:33.128> to<00:12:33.352> Asia<00:12:33.512> and<00:12:33.608> I'm<00:12:33.769> like,<00:12:34.410> and<00:12:34.490> everyone<00:12:34.810> thought<00:12:34.955> I<00:12:34.971> was<00:12:35.147> nuts<00:12:35.387> to<00:12:35.468> even<00:12:35.692> try,<00:12:36.012> but<00:12:36.157> I<00:12:36.173> set<00:12:36.413> the<00:12:36.557> goal<00:12:37.439> and<00:12:38.016> 18<00:12:38.192> months<00:12:38.417> later<00:12:38.737> we<00:12:38.817> were<00:12:38.961> living<00:12:39.218> in<00:12:39.298> Tokyo.

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And<00:12:40.083> when<00:12:40.179> I<00:12:40.324> landed,<00:12:40.580> I<00:12:40.596> said,<00:12:40.885> okay,<00:12:42.087> you<00:12:42.119> know,<00:12:42.327> here's<00:12:42.503> the<00:12:42.584> part.

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It<00:12:42.888> was<00:12:43.000> a<00:12:43.064> partnership<00:12:43.529> meeting.

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And<00:12:44.090> at<00:12:44.186> the<00:12:44.266> end<00:12:44.346> of<00:12:44.427> it,<00:12:44.475> he<00:12:44.507> said,<00:12:44.827> well,<00:12:45.228> are<00:12:45.292> you<00:12:45.388> gonna<00:12:45.549> be<00:12:46.334> the,<00:12:47.552> 99%<00:12:48.289> of<00:12:48.417> expats<00:12:48.834> who<00:12:48.914> come<00:12:49.074> to<00:12:49.219> Japan,<00:12:49.796> do<00:12:49.956> a<00:12:50.020> 2-year<00:12:50.292> stint<00:12:50.693> and<00:12:50.902> leave<00:12:51.462> as<00:12:51.559> failures?

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Or<00:12:52.120> are<00:12:52.184> you<00:12:52.264> gonna<00:12:52.424> be<00:12:52.504> the<00:12:52.600> 1%<00:12:52.761> who<00:12:52.857> succeeded?

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Obviously,<00:12:55.645> the<00:12:55.790> way<00:12:56.110> he<00:12:56.206> stated<00:12:56.751> that<00:12:57.328> really<00:12:57.793> caught<00:12:58.130> my<00:12:58.290> attention.

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And<00:12:59.509> so<00:12:59.798> I<00:12:59.894> said,<00:13:00.119> I,<00:13:00.376> I,<00:13:00.761> well,<00:13:01.243> I'd<00:13:01.403> like<00:13:01.564> to<00:13:01.724> be<00:13:01.821> the<00:13:01.965> 1%<00:13:02.527> who<00:13:02.624> succeed.

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So<00:13:04.615> you've<00:13:04.839> been<00:13:05.016> here<00:13:05.193> for<00:13:05.353> 25<00:13:05.979> years.

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Tell<00:13:07.264> me<00:13:07.360> how.

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And<00:13:08.741> so,<00:13:09.688> and<00:13:09.769> that's<00:13:09.993> what<00:13:10.074> I<00:13:10.170> put<00:13:10.283> in<00:13:10.347> that<00:13:10.475> LinkedIn<00:13:10.796> article<00:13:11.134> is<00:13:11.278> he<00:13:11.358> gave<00:13:11.471> me<00:13:11.615> a<00:13:11.695> whole<00:13:11.952> bunch<00:13:12.177> of<00:13:12.257> insight.

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And<00:13:12.803> in<00:13:12.884> the<00:13:13.044> end,<00:13:13.783> I<00:13:13.927> think<00:13:14.104> what<00:13:14.248> I<00:13:14.265> took<00:13:14.505> out<00:13:14.602> of<00:13:14.666> that<00:13:14.827> was<00:13:15.228> everybody's<00:13:15.710> the<00:13:15.790> same,<00:13:16.272> whether<00:13:16.496> you're<00:13:16.673> Japanese,<00:13:17.877> whether<00:13:18.214> you're<00:13:19.242> European,<00:13:20.350> US<00:13:21.008> American,<00:13:22.197> you<00:13:22.229> know,<00:13:22.357> if<00:13:22.437> you<00:13:22.518> actually<00:13:22.855> dig<00:13:23.096> into<00:13:23.401> who<00:13:23.577> the<00:13:23.738> person<00:13:24.204> is,<00:13:24.926> we<00:13:25.087> all<00:13:25.264> want<00:13:25.424> to<00:13:25.505> be<00:13:25.681> successful<00:13:26.292> as<00:13:26.453> individuals<00:13:27.176> regardless<00:13:27.674> of<00:13:27.818> our<00:13:28.059> cultural<00:13:28.718> elements<00:13:29.763> and<00:13:29.843> all<00:13:29.923> the<00:13:30.004> different<00:13:30.309> elements.

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So<00:13:30.807> you<00:13:30.855> have<00:13:30.968> to<00:13:31.032> understand<00:13:31.450> how<00:13:31.546> to,<00:13:31.916> how<00:13:32.028> to<00:13:32.173> work<00:13:32.398> with<00:13:32.494> someone<00:13:32.896> within<00:13:33.217> the<00:13:33.313> different<00:13:33.683> cultures.

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But<00:13:34.856> more<00:13:35.001> importantly,<00:13:35.467> actually,<00:13:35.675> if<00:13:35.708> you<00:13:35.772> just<00:13:35.949> understand<00:13:36.350> that<00:13:36.431> everybody's<00:13:36.832> the<00:13:36.913> same,<00:13:37.298> we<00:13:37.459> all<00:13:37.636> just<00:13:37.796> want<00:13:37.941> to<00:13:38.021> have<00:13:38.118> good<00:13:38.343> lives,<00:13:38.600> we<00:13:38.680> want<00:13:38.809> to<00:13:38.841> support<00:13:39.146> our<00:13:39.242> families,<00:13:39.885> we<00:13:39.949> want<00:13:40.046> to<00:13:40.110> achieve<00:13:40.351> our<00:13:40.447> career<00:13:40.705> goals,<00:13:41.572> and<00:13:41.652> take<00:13:41.894> that<00:13:42.054> approach<00:13:42.520> regardless<00:13:42.938> of<00:13:43.099> language<00:13:43.581> or<00:13:43.725> culture,<00:13:44.786> it<00:13:44.850> can<00:13:45.027> work.

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And<00:13:45.894> so,<00:13:46.874> you<00:13:46.955> know,<00:13:47.212> I,<00:13:47.260> I<00:13:47.340> would<00:13:47.437> say<00:13:47.533> that's<00:13:47.758> the<00:13:47.903> other<00:13:48.079> big<00:13:48.240> thing<00:13:48.481> is<00:13:48.626> understand<00:13:49.108> the<00:13:49.204> individual<00:13:49.847> and,<00:13:50.474> and<00:13:51.196> You<00:13:51.229> know,<00:13:51.357> one<00:13:51.437> of<00:13:51.469> my,<00:13:51.871> my<00:13:52.015> leadership<00:13:52.417> philosophies<00:13:53.043> that<00:13:53.139> was<00:13:53.300> taught<00:13:53.541> to<00:13:53.621> me<00:13:53.846> early<00:13:54.087> on<00:13:54.263> is<00:13:54.504> invest<00:13:54.889> in<00:13:54.970> the<00:13:55.002> success<00:13:55.612> of<00:13:55.773> others<00:13:56.174> to<00:13:56.270> be<00:13:56.431> successful.

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And<00:13:57.796> as<00:13:57.940> long<00:13:58.181> as<00:13:58.277> you<00:13:58.438> apply<00:13:58.920> that<00:13:59.466> in<00:13:59.562> the<00:13:59.706> cultures<00:14:00.284> and,<00:14:00.606> and<00:14:00.830> help<00:14:01.071> them<00:14:01.874> understand<00:14:02.372> truly<00:14:02.934> that<00:14:03.415> you're<00:14:03.640> not<00:14:03.913> there<00:14:04.138> to<00:14:04.218> make<00:14:04.459> your<00:14:04.620> own<00:14:04.764> career<00:14:04.957> successful,<00:14:05.599> you're<00:14:05.744> there<00:14:05.904> to<00:14:05.985> make<00:14:06.209> them<00:14:06.386> successful.

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And,<00:14:07.510> and<00:14:07.654> I've<00:14:07.735> always<00:14:07.976> believed<00:14:08.249> if<00:14:08.377> you<00:14:08.441> make<00:14:08.634> everyone<00:14:08.939> else<00:14:09.196> around<00:14:09.662> you<00:14:09.774> successful,<00:14:11.203> then<00:14:11.685> you<00:14:11.765> don't<00:14:11.845> have<00:14:12.006> to<00:14:12.086> think<00:14:12.263> about<00:14:12.471> your<00:14:12.632> own<00:14:12.744> success.

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Because<00:14:13.868> if<00:14:13.997> everyone<00:14:14.334> that<00:14:14.478> you<00:14:14.575> work<00:14:14.816> with<00:14:14.992> is<00:14:15.137> successful,<00:14:15.763> then<00:14:16.646> doesn't<00:14:16.806> that<00:14:16.902> mean<00:14:17.079> inherently<00:14:17.608> you'll<00:14:17.768> be<00:14:17.864> successful?

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Because<00:14:18.649> I<00:14:18.746> firmly<00:14:19.066> believe<00:14:19.291> you<00:14:19.371> would<00:14:19.451> do<00:14:19.723> so.

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So<00:14:21.390> I<00:14:21.406> just<00:14:21.567> applied<00:14:21.887> that<00:14:22.047> philosophy<00:14:22.592> in<00:14:22.673> Tokyo,<00:14:23.618> and<00:14:23.971> I'm<00:14:24.195> proud<00:14:24.436> to<00:14:24.516> say<00:14:24.676> that<00:14:24.836> I<00:14:24.901> was<00:14:25.542> very<00:14:25.718> successful<00:14:26.263> there,<00:14:26.584> as<00:14:26.744> were—<00:14:27.161> because<00:14:27.866> all<00:14:27.898> my<00:14:28.106> team<00:14:28.283> members<00:14:28.587> were<00:14:28.683> really<00:14:28.860> successful.

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So<00:14:31.007> long<00:14:31.248> answer<00:14:31.488> to<00:14:31.633> a<00:14:31.713> short<00:14:31.873> question.

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No,<00:14:32.787> no,<00:14:33.171> that's<00:14:33.556> incredible.

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And<00:14:34.694> by<00:14:34.838> the<00:14:34.918> way,<00:14:35.015> the<00:14:35.095> Benioff<00:14:35.576> thing<00:14:35.816> and<00:14:35.912> his<00:14:36.121> model,<00:14:37.098> I<00:14:37.178> agree<00:14:37.387> with<00:14:37.483> you<00:14:37.563> on<00:14:37.643> the<00:14:37.723> name<00:14:37.900> because<00:14:38.140> I<00:14:38.220> always<00:14:38.461> forget<00:14:38.797> it,<00:14:39.166> but<00:14:39.262> it<00:14:39.406> is<00:14:39.567> like<00:14:39.743> pretty<00:14:39.967> profound.

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And<00:14:42.308> what<00:14:42.532> he's<00:14:42.869> come<00:14:43.093> up<00:14:43.189> with<00:14:43.349> there<00:14:43.494> is<00:14:43.590> really<00:14:43.830> interesting.

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Um,<00:14:46.623> how<00:14:46.719> do<00:14:46.784> you<00:14:46.880> decide<00:14:47.763> where<00:14:47.924> to<00:14:47.988> spend<00:14:48.245> your<00:14:48.325> time<00:14:49.192> as<00:14:49.289> CEO?

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I<00:14:49.706> mean,<00:14:49.851> this<00:14:50.027> is<00:14:50.092> like<00:14:50.477> one<00:14:50.573> of<00:14:50.638> the<00:14:50.734> big<00:14:51.039> things<00:14:51.360> that<00:14:51.457> I,<00:14:51.682> that<00:14:51.842> I<00:14:51.858> always<00:14:52.099> hear<00:14:52.886> from<00:14:53.207> other<00:14:53.384> CEOs<00:14:53.721> and<00:14:53.865> people<00:14:54.074> who<00:14:54.187> are<00:14:54.267> part<00:14:54.444> of<00:14:54.508> this<00:14:54.733> community<00:14:55.086> is<00:14:55.214> like,<00:14:55.471> well,<00:14:55.696> how<00:14:55.792> do<00:14:55.857> you<00:14:55.889> spend<00:14:56.130> your<00:14:56.258> time<00:14:56.515> every<00:14:56.740> day?

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Sure.

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So<00:14:59.245> how<00:14:59.406> do<00:14:59.486> you<00:14:59.630> decide<00:14:59.968> that?

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Well,<00:15:01.654> it's<00:15:02.119> interesting<00:15:02.425> you<00:15:02.457> say<00:15:02.633> that.

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I<00:15:02.938> can't<00:15:03.083> remember<00:15:03.260> if<00:15:03.420> it—<00:15:03.725> I—<00:15:03.918> oh<00:15:03.966> yeah,<00:15:04.062> I<00:15:04.143> was<00:15:04.303> in<00:15:05.251> this<00:15:05.813> month's<00:15:06.375> version,<00:15:06.857> uh,<00:15:07.499> Harvard<00:15:07.820> article,<00:15:08.238> I<00:15:08.318> think,<00:15:08.976> or<00:15:09.201> Harvard<00:15:09.843> Magazine<00:15:10.630> actually<00:15:10.887> has<00:15:11.048> an<00:15:11.192> article<00:15:11.530> about<00:15:12.236> you<00:15:12.284> know,<00:15:12.348> how<00:15:12.429> do<00:15:12.509> CEOs<00:15:13.006> spend<00:15:13.151> their<00:15:13.279> time?

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And<00:15:13.857> one<00:15:14.002> of<00:15:14.034> the<00:15:14.098> things<00:15:14.323> they<00:15:14.419> identified,<00:15:14.965> and<00:15:15.029> I<00:15:15.045> don't<00:15:15.302> know<00:15:15.446> how<00:15:15.542> they<00:15:15.623> come<00:15:15.767> up<00:15:15.799> with<00:15:15.863> these<00:15:16.104> statistics,<00:15:16.714> I'm<00:15:16.826> assuming<00:15:17.212> with<00:15:17.789> the<00:15:17.870> surveys<00:15:18.351> that<00:15:18.512> I<00:15:18.592> get<00:15:19.218> all<00:15:19.250> the<00:15:19.378> time<00:15:19.555> that<00:15:19.635> I<00:15:19.747> don't<00:15:19.876> fill<00:15:20.052> out.

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And,<00:15:21.385> and<00:15:21.561> they,<00:15:22.123> and<00:15:22.203> it<00:15:22.267> basically<00:15:22.685> said,<00:15:22.877> because<00:15:23.006> I<00:15:23.038> don't<00:15:23.166> have<00:15:23.246> the<00:15:23.327> time<00:15:23.567> to<00:15:23.648> do<00:15:23.808> them,<00:15:24.611> but<00:15:24.835> it,<00:15:25.076> it<00:15:25.172> basically<00:15:25.509> said<00:15:25.879> that<00:15:25.991> as<00:15:26.071> CEOs,<00:15:26.922> that<00:15:27.195> 39%<00:15:27.965> of<00:15:28.045> our<00:15:28.142> time<00:15:28.463> is<00:15:28.607> dealing<00:15:28.864> with<00:15:29.024> urgent<00:15:29.650> issues<00:15:30.068> and<00:15:30.164> emergencies,<00:15:30.950> right?

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Which,<00:15:32.620> um,<00:15:32.941> actually,<00:15:33.197> sadly,<00:15:33.663> I<00:15:33.823> think<00:15:34.000> is<00:15:34.160> probably<00:15:34.546> right,<00:15:35.027> right?

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Because<00:15:36.006> people<00:15:36.215> need<00:15:36.423> you<00:15:36.488> to<00:15:36.712> unblock<00:15:37.194> things.

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And<00:15:38.173> that's<00:15:38.495> really<00:15:38.720> your<00:15:38.961> role,<00:15:39.218> not<00:15:39.443> to<00:15:39.539> do<00:15:39.700> their<00:15:39.860> jobs,<00:15:40.262> but,<00:15:40.825> you<00:15:40.905> know,<00:15:41.066> two<00:15:41.226> people<00:15:41.532> are<00:15:41.692> at<00:15:41.789> loggerheads,<00:15:42.512> they're<00:15:42.592> trying<00:15:42.849> to<00:15:43.476> figure<00:15:43.797> out<00:15:44.022> how<00:15:44.119> do<00:15:44.279> I<00:15:44.360> solve<00:15:44.697> a<00:15:44.826> problem.

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They<00:15:45.645> can't<00:15:45.982> agree,<00:15:47.091> but<00:15:47.188> neither<00:15:47.493> one<00:15:47.654> of<00:15:47.734> them<00:15:47.959> has<00:15:48.120> the<00:15:48.216> authority<00:15:48.762> to<00:15:48.859> be<00:15:48.939> the<00:15:49.084> final<00:15:50.048> decision<00:15:50.385> maker<00:15:51.494> or<00:15:52.072> resolution<00:15:53.277> provider,<00:15:54.065> right?

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So<00:15:54.723> they<00:15:54.868> come<00:15:55.061> to<00:15:55.189> you<00:15:55.286> to<00:15:55.430> kind<00:15:55.607> of<00:15:55.672> be<00:15:55.768> the<00:15:55.848> arbitrator,<00:15:56.491> I<00:15:56.571> think.

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So<00:15:57.278> I<00:15:57.375> think<00:15:57.600> probably<00:15:58.178> 30<00:15:58.500> or<00:15:58.564> 40%<00:15:58.982> of<00:15:59.078> my<00:15:59.287> time<00:15:59.528> is<00:15:59.624> actually<00:15:59.865> spent<00:16:00.669> unblocking<00:16:01.215> stuff<00:16:01.777> as,<00:16:02.195> you<00:16:02.276> know,<00:16:02.340> as<00:16:02.436> team<00:16:02.597> members<00:16:02.902> try<00:16:03.015> to<00:16:03.143> work<00:16:03.240> together.

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But<00:16:04.987> back<00:16:05.164> to<00:16:05.260> my<00:16:05.404> strategic<00:16:05.949> plan,<00:16:06.606> I<00:16:06.686> would<00:16:06.830> say<00:16:07.407> a<00:16:07.471> large<00:16:07.807> part<00:16:08.032> of<00:16:08.144> my<00:16:08.368> time<00:16:08.833> is,<00:16:09.394> is,<00:16:10.131> is<00:16:10.275> always<00:16:10.531> correlated<00:16:11.012> to<00:16:11.172> what's<00:16:11.412> the<00:16:11.492> plan,<00:16:12.117> right?

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So<00:16:13.319> I<00:16:13.335> would<00:16:13.431> say<00:16:13.591> that<00:16:13.816> takes<00:16:14.136> up<00:16:14.617> another<00:16:14.937> third<00:16:15.258> of<00:16:15.338> the<00:16:15.434> time<00:16:15.803> is<00:16:15.963> that<00:16:16.524> are<00:16:16.684> we<00:16:16.844> actually<00:16:17.164> progressing<00:16:17.725> from<00:16:17.885> strategic<00:16:18.302> plan<00:16:18.623> point<00:16:18.767> of<00:16:18.847> view<00:16:18.943> along<00:16:19.664> the<00:16:19.744> goals<00:16:20.049> that<00:16:20.209> we've<00:16:20.321> set<00:16:20.609> for<00:16:20.737> the<00:16:20.850> year.

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And<00:16:21.330> for<00:16:21.491> us,<00:16:21.747> we,<00:16:22.228> we<00:16:22.308> call<00:16:22.548> it<00:16:23.013> at<00:16:23.173> the<00:16:23.654> executive<00:16:24.150> leadership.

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So<00:16:25.176> my<00:16:25.336> directs<00:16:25.753> and<00:16:25.833> myself,<00:16:27.179> it's<00:16:27.339> what<00:16:27.499> we<00:16:27.595> agree<00:16:27.900> to<00:16:28.060> with<00:16:28.220> the<00:16:28.316> board.

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We<00:16:29.117> go<00:16:29.277> through<00:16:29.454> this<00:16:29.662> process<00:16:30.143> once<00:16:30.399> a<00:16:30.479> year<00:16:30.800> again<00:16:31.104> in<00:16:31.200> that<00:16:31.425> regard.

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We,<00:16:32.787> we<00:16:33.027> do<00:16:33.428> use<00:16:33.765> Marc<00:16:34.005> Benioff's<00:16:34.582> approach<00:16:35.047> to<00:16:35.223> it,<00:16:35.432> which<00:16:35.608> is<00:16:36.169> this<00:16:36.410> fascinating<00:16:36.971> voting<00:16:37.291> mechanism<00:16:37.916> that,<00:16:38.253> and<00:16:38.413> we've<00:16:38.574> built<00:16:38.878> it.

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I<00:16:39.391> don't<00:16:39.535> know<00:16:39.616> how<00:16:39.856> he<00:16:40.080> does<00:16:40.337> it,<00:16:40.497> but<00:16:41.042> we<00:16:41.203> built<00:16:41.459> it<00:16:41.555> so<00:16:41.764> that<00:16:42.164> we<00:16:42.325> come<00:16:42.485> out<00:16:42.902> with<00:16:43.126> this,<00:16:43.623> this<00:16:43.848> agreement<00:16:44.409> as<00:16:44.521> a<00:16:44.585> leadership<00:16:45.066> team<00:16:45.306> on<00:16:45.451> how<00:16:45.547> to<00:16:45.691> do<00:16:45.851> it.

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So<00:16:46.909> that<00:16:47.134> takes<00:16:47.390> a<00:16:47.534> third<00:16:47.727> of<00:16:47.871> my<00:16:48.031> time.

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And<00:16:48.977> then<00:16:49.154> the<00:16:49.298> other<00:16:49.474> third<00:16:49.715> of<00:16:49.795> my<00:16:49.955> time<00:16:50.372> is,<00:16:50.837> I<00:16:50.981> would<00:16:51.093> say,<00:16:51.318> focused<00:16:51.863> on<00:16:52.520> what<00:16:52.680> I<00:16:52.824> call<00:16:53.225> Horizon<00:16:53.642> 2<00:16:53.963> and<00:16:54.107> Horizon<00:16:54.604> 3<00:16:55.469> elements.

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So<00:16:57.249> the<00:16:57.409> urgent<00:16:57.954> would<00:16:58.050> be<00:16:58.211> Horizon<00:16:58.675> 1.

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You're<00:16:59.012> familiar,<00:16:59.413> familiar<00:16:59.717> with<00:16:59.814> the<00:16:59.894> Horizon<00:17:00.294> model.

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I<00:17:01.016> came<00:17:01.240> from<00:17:01.401> Bain<00:17:01.593> or<00:17:01.673> someone<00:17:01.897> like<00:17:02.058> that.

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Horizon<00:17:03.020> 1<00:17:03.164> is<00:17:03.260> kind<00:17:03.420> of<00:17:03.517> in<00:17:03.645> year,<00:17:04.463> Horizon<00:17:04.864> 2<00:17:05.250> is,<00:17:05.731> is<00:17:05.828> that<00:17:06.052> 2<00:17:06.165> to<00:17:06.245> 3<00:17:06.534> years,<00:17:06.871> and<00:17:07.273> Horizon<00:17:07.674> 3<00:17:07.915> is<00:17:07.995> the<00:17:08.075> real<00:17:08.236> long-term<00:17:08.573> stuff.

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So<00:17:09.424> I<00:17:09.520> would<00:17:09.617> say<00:17:09.841> I<00:17:10.002> deal<00:17:10.227> with<00:17:10.484> the,<00:17:11.030> you<00:17:11.094> know,<00:17:11.351> arbitration<00:17:12.073> and<00:17:12.169> urgent<00:17:12.426> stuff,<00:17:12.956> Horizon<00:17:13.357> 1,<00:17:13.614> kind<00:17:13.695> of<00:17:13.775> 40%<00:17:14.160> of<00:17:14.257> my<00:17:14.417> time<00:17:15.445> I<00:17:15.557> spend.

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And<00:17:17.227> then<00:17:17.708> the<00:17:17.933> rest<00:17:18.190> of<00:17:18.270> the<00:17:18.415> time<00:17:18.688> is<00:17:18.832> guided<00:17:19.153> by<00:17:19.250> our<00:17:19.330> strategic<00:17:20.181> project,<00:17:20.582> our<00:17:20.679> strategic<00:17:21.241> plan.

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And<00:17:22.846> those<00:17:23.007> are<00:17:23.151> all<00:17:23.247> Horizon<00:17:23.713> 2,<00:17:23.890> Horizon<00:17:24.291> 3<00:17:24.612> things.

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And<00:17:25.720> part<00:17:25.961> of<00:17:26.057> that<00:17:26.282> is<00:17:26.442> also<00:17:26.844> working<00:17:27.245> really<00:17:27.486> closely<00:17:27.887> with<00:17:28.064> customers.

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So,<00:17:29.509> so,<00:17:30.616> You<00:17:30.648> know,<00:17:31.113> when<00:17:31.258> a<00:17:31.274> customer<00:17:31.674> calls,<00:17:32.476> everything<00:17:32.797> drops.

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So,<00:17:33.919> yeah,<00:17:34.945> I'm,<00:17:35.218> I'm<00:17:35.362> very<00:17:35.587> customer-centric.

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And,<00:17:36.950> and<00:17:37.046> frankly,<00:17:37.864> if<00:17:37.992> I<00:17:38.088> think<00:17:38.265> about<00:17:38.489> the,<00:17:38.874> the<00:17:39.355> best<00:17:39.692> innovations<00:17:40.237> that<00:17:40.317> have<00:17:40.413> come<00:17:40.654> in<00:17:40.750> our<00:17:40.894> business,<00:17:41.920> the<00:17:41.968> most,<00:17:42.562> the<00:17:42.738> best<00:17:42.979> impact<00:17:43.363> that<00:17:43.524> I<00:17:43.620> can<00:17:43.844> have<00:17:44.261> as<00:17:44.486> a<00:17:44.726> leader<00:17:45.704> is<00:17:45.849> actually<00:17:46.570> back<00:17:46.747> to<00:17:46.843> the<00:17:46.907> invest<00:17:47.228> in<00:17:47.372> success<00:17:47.805> of<00:17:47.949> others<00:17:48.206> to<00:17:48.350> be<00:17:48.430> successful.

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Look,<00:17:49.953> if<00:17:50.258> all<00:17:50.354> of<00:17:50.434> our<00:17:50.595> customers<00:17:51.156> are<00:17:51.236> successful<00:17:51.942> with<00:17:52.198> our<00:17:52.359> technology<00:17:53.080> to<00:17:53.240> build<00:17:53.481> a<00:17:53.545> strong<00:17:53.882> business<00:17:54.603> and<00:17:54.764> do<00:17:54.844> what<00:17:55.004> I<00:17:55.084> said,<00:17:55.485> which<00:17:55.646> was<00:17:56.223> simplify<00:17:56.944> so<00:17:57.089> they<00:17:57.249> drive<00:17:57.490> high<00:17:57.586> margins,<00:17:58.933> innovate<00:17:59.414> with<00:17:59.638> us<00:17:59.879> so<00:18:00.055> that<00:18:00.216> they<00:18:00.376> have<00:18:00.600> all<00:18:00.681> these<00:18:00.857> new<00:18:01.723> services<00:18:02.381> and<00:18:02.461> a<00:18:02.541> diversified<00:18:03.263> business<00:18:03.664> which<00:18:03.840> allows<00:18:04.145> them<00:18:04.305> to<00:18:04.449> crush<00:18:04.706> their<00:18:04.850> competition<00:18:06.133> and<00:18:06.229> then<00:18:06.534> grow<00:18:07.432> organically<00:18:08.058> as<00:18:08.154> a—<00:18:08.475> then<00:18:08.635> that<00:18:09.100> comes<00:18:09.437> over<00:18:09.613> to<00:18:09.822> us<00:18:09.998> in<00:18:10.158> the,<00:18:10.319> in<00:18:10.399> the<00:18:10.479> form<00:18:10.816> of<00:18:11.505> obviously<00:18:11.842> our<00:18:11.987> platform<00:18:12.403> helps<00:18:12.628> them<00:18:12.804> do<00:18:12.949> that<00:18:13.205> and<00:18:13.366> we<00:18:13.446> get<00:18:13.606> rewarded.

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So<00:18:14.809> I<00:18:14.873> spent<00:18:15.274> a<00:18:15.515> lot<00:18:15.755> of<00:18:15.835> time<00:18:16.076> with<00:18:16.236> customers.

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So<00:18:16.894> let's,<00:18:17.118> how<00:18:17.375> we<00:18:17.471> say,<00:18:17.776> a<00:18:17.856> third,<00:18:18.161> a<00:18:18.177> third,<00:18:18.898> a<00:18:18.979> third<00:18:19.219> in<00:18:19.315> Horizon<00:18:19.764> 1,<00:18:20.261> a<00:18:20.326> third<00:18:20.678> Horizon<00:18:21.127> 2<00:18:21.304> and<00:18:21.448> 3,<00:18:22.426> and<00:18:22.507> then<00:18:23.373> a<00:18:23.549> third<00:18:23.870> with<00:18:23.950> customers.

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And<00:18:25.345> I<00:18:25.508> love<00:18:25.686> spending<00:18:26.076> time<00:18:26.173> with<00:18:26.336> customers.

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I<00:18:26.985> learn<00:18:27.213> so<00:18:27.472> much.

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What<00:18:29.316> does<00:18:29.397> a<00:18:29.413> typical<00:18:29.815> day<00:18:30.041> look<00:18:30.218> like<00:18:30.443> for<00:18:30.604> you?

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Like,<00:18:31.184> are<00:18:31.248> there<00:18:31.345> any<00:18:31.570> routines,<00:18:32.311> habits<00:18:32.778> you<00:18:32.875> do<00:18:33.116> every<00:18:33.358> day<00:18:33.744> that<00:18:33.905> you<00:18:34.066> found<00:18:34.405> have<00:18:34.807> been<00:18:34.968> successful?

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Yeah,<00:18:38.410> my<00:18:38.572> life<00:18:38.895> is<00:18:39.041> not<00:18:39.219> routine.

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So<00:18:40.434> look,<00:18:41.713> I<00:18:41.875> was<00:18:41.972> saying<00:18:42.280> this,<00:18:42.539> we<00:18:42.636> had<00:18:42.733> our<00:18:42.863> leadership<00:18:43.187> team<00:18:43.348> together.

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We're<00:18:44.304> all<00:18:44.401> virtual<00:18:44.806> company.

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And<00:18:45.551> so<00:18:46.101> once<00:18:46.360> a<00:18:46.409> year<00:18:46.668> we<00:18:46.814> bring<00:18:47.057> together<00:18:48.032> all<00:18:48.292> people<00:18:48.682> managers<00:18:49.511> and<00:18:49.658> we<00:18:49.755> did<00:18:49.901> this<00:18:50.162> in<00:18:50.552> early<00:18:50.730> December.

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We<00:18:51.446> do<00:18:51.527> it<00:18:51.608> once<00:18:51.868> a<00:18:51.933> year.

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So<00:18:52.642> they<00:18:52.723> can<00:18:52.867> build<00:18:52.995> that<00:18:53.139> interconnectivity,<00:18:54.326> you<00:18:54.422> know,<00:18:54.726> so<00:18:54.807> that<00:18:54.967> when<00:18:55.047> they're<00:18:55.127> on<00:18:55.207> a<00:18:55.223> Zoom<00:18:55.448> call<00:18:55.656> and<00:18:55.768> those<00:18:55.993> things,<00:18:56.490> it<00:18:56.522> doesn't<00:18:56.810> mean<00:18:56.907> that<00:18:57.035> they<00:18:57.131> don't<00:18:57.291> get<00:18:57.372> together<00:18:57.692> inside<00:18:57.997> their<00:18:58.093> groups,<00:18:58.494> but<00:18:59.119> we<00:18:59.215> bring<00:18:59.520> the<00:18:59.600> entire<00:19:00.017> leadership<00:19:00.401> team<00:19:00.578> together<00:19:00.882> once<00:19:01.059> a<00:19:01.123> year.

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And,<00:19:02.021> and<00:19:02.085> what<00:19:02.197> I,<00:19:02.822> I,<00:19:03.063> I<00:19:03.143> said<00:19:03.335> to<00:19:03.383> everybody<00:19:03.768> is,<00:19:03.864> I<00:19:03.880> said,<00:19:04.121> the<00:19:04.185> CEO<00:19:04.746> job<00:19:04.986> sucks<00:19:06.109> if,<00:19:06.413> you<00:19:06.525> know,<00:19:06.830> bluntly,<00:19:07.776> if<00:19:07.872> you're<00:19:08.032> actually<00:19:08.337> doing<00:19:08.513> it<00:19:08.658> right,<00:19:09.315> because<00:19:09.780> you're<00:19:09.940> at<00:19:10.020> the<00:19:10.116> behest<00:19:10.517> of<00:19:10.597> everybody<00:19:11.062> else,<00:19:11.239> because<00:19:11.639> your<00:19:11.800> job<00:19:12.040> is<00:19:12.136> to<00:19:12.265> serve,<00:19:13.066> right?

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So<00:19:13.884> with<00:19:14.044> regards<00:19:14.429> to<00:19:14.525> routine,<00:19:15.006> I<00:19:15.086> think<00:19:15.327> that's,<00:19:16.112> that<00:19:16.353> to<00:19:16.385> me<00:19:16.529> was<00:19:16.689> probably<00:19:16.930> the<00:19:17.090> hardest<00:19:18.036> thing<00:19:18.277> that<00:19:18.438> I<00:19:18.518> had<00:19:18.695> to<00:19:18.775> grapple<00:19:19.177> with<00:19:19.418> as<00:19:19.579> I,<00:19:19.820> I<00:19:19.900> took<00:19:20.141> this<00:19:20.366> role<00:19:20.623> over,<00:19:21.427> you<00:19:21.668> know,<00:19:21.732> I'm,<00:19:22.214> I've<00:19:22.294> been<00:19:22.391> doing<00:19:22.616> the<00:19:22.696> job<00:19:22.953> for<00:19:23.018> about<00:19:23.210> 3<00:19:23.580> years.

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I<00:19:23.917> think<00:19:24.142> I<00:19:24.223> got<00:19:24.399> the<00:19:24.480> official<00:19:24.882> title,<00:19:25.428> you<00:19:25.460> know,<00:19:25.749> 18<00:19:26.071> months<00:19:26.263> ago.

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But,<00:19:27.212> you<00:19:27.372> know,<00:19:27.436> I've<00:19:27.549> been,<00:19:27.694> had<00:19:27.790> a<00:19:27.919> really<00:19:28.095> strong<00:19:28.336> partnership<00:19:28.979> with,<00:19:29.783> you<00:19:29.863> know,<00:19:29.959> who's<00:19:30.104> been<00:19:30.168> an<00:19:30.265> incredible<00:19:30.618> mentor,<00:19:31.052> the,<00:19:31.550> our<00:19:31.695> chairman<00:19:32.129> and<00:19:32.273> founder,<00:19:32.755> again,<00:19:32.996> back<00:19:33.173> to<00:19:33.302> Carl.

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And<00:19:34.844> we<00:19:34.941> have<00:19:35.069> a<00:19:35.149> very<00:19:35.648> good<00:19:35.969> relation,<00:19:36.515> deep<00:19:36.772> relationship<00:19:37.496> where,<00:19:38.122> you<00:19:38.154> know,<00:19:38.363> he<00:19:38.444> is,<00:19:38.845> he<00:19:39.183> really<00:19:39.424> helps<00:19:39.729> me<00:19:39.890> a<00:19:39.906> lot.

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And,<00:19:40.870> and<00:19:41.015> he's,<00:19:41.513> you<00:19:41.545> know,<00:19:41.834> as<00:19:41.930> I<00:19:41.995> said,<00:19:42.172> a<00:19:42.188> mentor.

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But<00:19:44.887> how<00:19:45.047> do<00:19:45.111> you,<00:19:45.352> how<00:19:45.449> do<00:19:45.513> you,<00:19:45.850> you<00:19:46.011> know,<00:19:46.236> you<00:19:46.300> have<00:19:46.396> to<00:19:46.477> realize<00:19:46.814> that<00:19:46.959> your<00:19:47.039> job<00:19:47.280> is<00:19:47.376> to<00:19:47.457> serve,<00:19:47.842> and<00:19:47.938> that<00:19:48.099> means<00:19:48.485> that,<00:19:49.368> um,<00:19:49.786> there's<00:19:49.978> a<00:19:50.010> lot<00:19:50.091> of<00:19:50.187> time<00:19:50.428> where<00:19:50.653> routine<00:19:50.990> goes<00:19:51.215> out<00:19:51.376> the,<00:19:51.938> um,<00:19:52.355> routine<00:19:52.596> goes<00:19:52.773> out<00:19:52.902> the<00:19:52.982> window.

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So<00:19:54.524> there<00:19:54.684> are<00:19:54.781> certain<00:19:55.086> routines<00:19:55.407> that<00:19:55.552> I<00:19:55.568> haven't<00:19:55.809> set<00:19:55.953> in<00:19:56.050> place<00:19:56.226> in<00:19:56.371> the<00:19:56.451> calendar<00:19:56.933> with<00:19:57.094> regards<00:19:57.495> to<00:19:57.961> trying<00:19:58.154> to<00:19:58.218> do<00:19:58.363> the<00:19:58.459> weekly<00:19:58.780> meeting<00:19:59.102> with<00:19:59.246> the<00:19:59.342> leadership<00:19:59.664> team,<00:20:00.146> those<00:20:00.370> different<00:20:00.611> elements.

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I,<00:20:01.350> we<00:20:01.431> have<00:20:01.591> those<00:20:01.752> cadences,<00:20:03.021> um,<00:20:03.679> and<00:20:03.760> then<00:20:03.920> on<00:20:04.001> a<00:20:04.081> personal<00:20:04.466> level,<00:20:04.788> the,<00:20:05.189> the<00:20:05.350> one<00:20:05.526> thing<00:20:05.687> I<00:20:05.848> too<00:20:06.169> do<00:20:06.330> try<00:20:06.570> to,<00:20:07.117> um,<00:20:07.598> always<00:20:08.273> set<00:20:08.498> aside<00:20:08.899> is<00:20:09.526> you<00:20:09.558> know,<00:20:09.928> get<00:20:10.104> 30<00:20:10.345> minutes<00:20:10.667> a<00:20:10.731> day<00:20:10.843> of<00:20:10.972> exercise.

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And<00:20:11.872> that's<00:20:12.097> pretty<00:20:12.338> easy.

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Like<00:20:13.237> if<00:20:13.334> I'm<00:20:13.462> in<00:20:13.543> a<00:20:13.559> hotel,<00:20:14.025> I<00:20:14.121> can<00:20:14.282> do<00:20:14.426> that<00:20:14.828> by<00:20:14.989> going<00:20:15.166> downtown,<00:20:15.808> going<00:20:16.049> downstairs<00:20:16.515> before<00:20:16.772> it<00:20:16.804> starts.

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If<00:20:18.058> I'm<00:20:18.283> home,<00:20:19.022> then<00:20:19.648> it's,<00:20:20.082> you<00:20:20.147> know,<00:20:20.388> it's<00:20:20.612> a<00:20:20.709> 100%,<00:20:21.496> I<00:20:21.577> have<00:20:21.737> to<00:20:21.818> do<00:20:21.930> it.

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But<00:20:22.557> that<00:20:22.782> would<00:20:22.878> be<00:20:23.023> the<00:20:23.183> only<00:20:23.505> routine<00:20:24.003> that<00:20:24.147> I<00:20:24.228> try<00:20:24.420> to<00:20:24.565> hold<00:20:24.742> sacred,<00:20:25.288> which<00:20:25.529> is<00:20:26.316> do<00:20:26.590> 30<00:20:27.039> minutes<00:20:27.521> of<00:20:27.843> exercise<00:20:28.502> a<00:20:28.534> day.

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Otherwise,<00:20:30.655> frankly,<00:20:31.217> it,<00:20:31.554> I<00:20:31.635> just,<00:20:32.342> it<00:20:32.438> burns<00:20:32.776> me<00:20:32.984> out.

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And<00:20:33.306> you<00:20:33.434> know,<00:20:33.868> the<00:20:33.948> easy<00:20:34.125> thing<00:20:34.286> to<00:20:34.366> do<00:20:34.607> is,<00:20:35.073> is<00:20:35.652> not<00:20:35.989> do<00:20:36.197> that<00:20:36.438> because<00:20:36.807> there's<00:20:36.935> lots<00:20:37.096> of<00:20:37.176> times<00:20:37.401> you<00:20:37.433> don't<00:20:37.641> feel<00:20:37.850> like<00:20:38.043> doing<00:20:38.299> it.

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But<00:20:39.246> I,<00:20:39.567> I,<00:20:39.808> I<00:20:39.856> don't<00:20:39.984> want<00:20:40.546> to,<00:20:40.610> you<00:20:40.706> know,<00:20:40.851> I<00:20:41.011> think<00:20:41.348> my<00:20:41.509> dad<00:20:41.830> died<00:20:42.134> young.

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So<00:20:42.953> my<00:20:43.193> dad,<00:20:43.739> dad<00:20:43.980> died<00:20:44.156> at<00:20:44.301> 75,<00:20:45.665> and<00:20:46.146> this<00:20:46.323> is<00:20:46.467> a<00:20:46.627> horrible<00:20:46.964> thing<00:20:47.109> to<00:20:47.141> say,<00:20:47.590> but<00:20:47.927> it's<00:20:48.072> his<00:20:48.232> own<00:20:48.328> fault.

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The<00:20:49.500> reason<00:20:49.773> why<00:20:49.853> he<00:20:49.933> died<00:20:50.109> at<00:20:50.174> 75<00:20:50.816> is<00:20:50.960> because<00:20:51.538> he<00:20:51.682> was<00:20:51.859> a,<00:20:52.645> he,<00:20:53.287> you<00:20:53.319> know,<00:20:53.848> always<00:20:54.025> had<00:20:54.201> a<00:20:54.266> pot<00:20:54.506> belly,<00:20:54.972> which<00:20:55.148> we<00:20:55.244> used<00:20:55.389> to<00:20:55.533> joke<00:20:55.854> about<00:20:56.255> with<00:20:56.416> him.

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And<00:20:57.138> by<00:20:57.234> the<00:20:57.298> way,<00:20:57.796> my<00:20:57.956> brother's<00:20:58.357> a<00:20:58.438> doctor.

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He's<00:20:59.096> an<00:20:59.224> orthopedic<00:20:59.657> surgeon.

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My<00:21:00.443> mother<00:21:00.989> is<00:21:01.085> a<00:21:01.166> nurse.

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So<00:21:02.754> it's<00:21:02.915> not<00:21:03.236> like<00:21:03.428> he<00:21:03.717> has<00:21:03.893> the<00:21:04.038> excuse<00:21:04.471> of<00:21:04.632> no<00:21:04.776> one<00:21:05.001> was<00:21:05.241> telling<00:21:05.578> him<00:21:05.739> what<00:21:05.899> he<00:21:06.044> had<00:21:06.220> to<00:21:06.381> do.

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Right.

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So,<00:21:08.546> but<00:21:08.787> he<00:21:09.011> had<00:21:09.188> a<00:21:09.204> pot<00:21:09.509> belly.

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He<00:21:09.990> never<00:21:10.391> worked<00:21:10.696> out.

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He,<00:21:12.797> he's,<00:21:13.342> he,<00:21:14.160> everybody,<00:21:14.626> he<00:21:14.786> always<00:21:14.962> said<00:21:15.139> he<00:21:15.203> stopped<00:21:15.524> smoking,<00:21:15.989> but<00:21:16.069> we<00:21:16.230> all<00:21:16.326> knew<00:21:16.550> that<00:21:17.032> when<00:21:17.112> he<00:21:17.272> went<00:21:17.433> for<00:21:17.609> a<00:21:17.834> walk,<00:21:18.892> he<00:21:19.053> was<00:21:19.277> smoking.

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Right.

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And,<00:21:21.523> and<00:21:21.844> he,<00:21:22.405> he<00:21:23.143> was<00:21:23.448> a<00:21:23.480> meat<00:21:23.704> and<00:21:23.785> potatoes<00:21:24.250> guy.

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Right.

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Because<00:21:25.148> that's<00:21:25.292> how<00:21:25.469> we<00:21:25.613> all<00:21:25.693> grew<00:21:25.854> up.

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And<00:21:26.672> so,<00:21:27.699> and<00:21:27.795> we<00:21:27.875> kept<00:21:28.100> saying<00:21:28.420> to<00:21:28.501> him,<00:21:28.741> hey,<00:21:28.918> by<00:21:29.078> the<00:21:29.158> way,<00:21:29.383> when<00:21:29.479> he,<00:21:29.720> I<00:21:29.768> think<00:21:29.864> he<00:21:29.944> was<00:21:30.105> in<00:21:30.137> his<00:21:30.233> 60s,<00:21:30.698> 65,<00:21:31.324> where<00:21:31.404> he,<00:21:32.046> where<00:21:32.110> he<00:21:32.206> had<00:21:32.430> like<00:21:32.671> a<00:21:32.848> massive<00:21:33.249> coronary<00:21:33.954> and<00:21:34.051> like<00:21:34.420> you<00:21:34.580> know,<00:21:34.760> dude,<00:21:35.020> wake<00:21:35.120> up.

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And<00:21:35.540> he<00:21:35.660> didn't.

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And<00:21:36.440> so<00:21:36.780> I,<00:21:37.440> I<00:21:37.441> don't<00:21:37.520> wanna<00:21:37.620> be<00:21:37.760> that.

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I<00:21:38.001> don't,<00:21:38.260> I<00:21:38.261> don't<00:21:38.360> wanna<00:21:38.520> die<00:21:38.700> at<00:21:38.880> 75.

00:21:39.360 --> 00:21:43.900
I<00:21:39.440> have,<00:21:40.040> which<00:21:40.100> I've<00:21:40.400> talked<00:21:40.500> about<00:21:40.720> on,<00:21:41.000> on<00:21:41.300> our<00:21:42.220> LinkedIn,<00:21:42.820> I<00:21:42.840> have<00:21:43.080> rheumatoid<00:21:43.300> arthritis.

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I<00:21:44.400> found<00:21:44.640> out<00:21:44.840> I<00:21:44.940> had<00:21:45.140> that<00:21:45.340> when<00:21:45.440> I<00:21:45.560> was<00:21:45.730> 23.

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And<00:21:46.500> if<00:21:46.860> you<00:21:47.020> follow<00:21:47.180> the<00:21:47.280> statistics,<00:21:47.900> it<00:21:47.920> means<00:21:48.100> I'm<00:21:48.340> technically<00:21:48.760> gonna<00:21:49.020> die,<00:21:49.460> I'm<00:21:49.740> gonna<00:21:49.800> die<00:21:50.100> 10<00:21:50.320> years<00:21:50.499> younger<00:21:50.740> than<00:21:50.920> everybody<00:21:51.180> else.

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And<00:21:52.380> I<00:21:52.820> am<00:21:52.960> hellbent<00:21:53.420> on,<00:21:53.800> I'm<00:21:53.920> not<00:21:54.100> gonna<00:21:54.280> die.

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I<00:21:54.800> wanna<00:21:54.960> die<00:21:55.160> at<00:21:55.300> the<00:21:55.400> same<00:21:55.560> time<00:21:55.920> as<00:21:56.140> everyone<00:21:56.460> else.

00:21:56.760 --> 00:22:00.440
I<00:21:56.840> don't<00:21:56.980> wanna<00:21:57.140> die<00:21:57.260> at<00:21:57.420> 65,<00:21:58.520> which<00:21:58.600> is<00:21:58.800> what<00:21:59.020> a<00:21:59.340> lot<00:21:59.341> of<00:21:59.460> my<00:21:59.520> uncles<00:21:59.760> have<00:21:59.940> done.

00:22:00.440 --> 00:22:03.990
So<00:22:01.307> You<00:22:01.339> know,<00:22:01.484> that,<00:22:01.885> that,<00:22:02.271> um,<00:22:02.673> exercise<00:22:03.171> part's<00:22:03.428> a<00:22:03.492> big<00:22:03.653> part<00:22:03.830> of<00:22:03.910> it.

00:22:04.119 --> 00:22:07.268
I<00:22:04.135> also<00:22:04.456> find<00:22:04.762> that<00:22:04.858> it's<00:22:05.003> the<00:22:05.163> only<00:22:05.324> way<00:22:05.420> to<00:22:05.501> de-stress,<00:22:06.224> and<00:22:06.304> this<00:22:06.481> is<00:22:06.529> a<00:22:06.545> stressful<00:22:06.947> job.

00:22:07.509 --> 00:22:10.980
Like,<00:22:08.457> there's,<00:22:08.811> you<00:22:09.036> know,<00:22:09.196> everybody<00:22:09.582> wants,<00:22:10.000> you<00:22:10.080> know,<00:22:10.144> everybody<00:22:10.418> needs<00:22:10.659> something.

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It's<00:22:11.141> not<00:22:11.205> that<00:22:11.269> they<00:22:11.430> want<00:22:11.591> it.

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Everybody<00:22:12.008> needs<00:22:12.153> your<00:22:12.233> help.

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You're<00:22:13.197> there,<00:22:13.262> you're<00:22:13.454> there<00:22:13.599> to<00:22:13.679> serve.

00:22:14.161 --> 00:22:16.186
If<00:22:14.242> you<00:22:14.338> do<00:22:14.370> your<00:22:14.643> job<00:22:14.901> well,<00:22:15.383> it's<00:22:15.543> not<00:22:15.688> about<00:22:15.929> you.

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It's<00:22:16.668> not<00:22:16.893> about<00:22:17.777> you<00:22:18.018> at<00:22:18.098> all.

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It's<00:22:18.902> about<00:22:19.143> you're<00:22:19.239> there<00:22:19.400> to<00:22:19.480> serve.

00:22:20.669 --> 00:22:26.759
And<00:22:20.749> that<00:22:21.247> means<00:22:22.276> this<00:22:22.453> job<00:22:22.774> is<00:22:22.919> more<00:22:23.031> 7/24,<00:22:24.445> um,<00:22:25.104> than<00:22:25.329> any<00:22:25.891> other,<00:22:25.988> uh,<00:22:26.068> job<00:22:26.325> I've<00:22:26.470> ever<00:22:26.614> had.

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So<00:22:28.378> that's<00:22:28.619> the<00:22:28.699> one<00:22:28.811> routine.

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A<00:22:29.757> long<00:22:29.997> answer<00:22:30.302> again<00:22:30.558> to<00:22:30.719> a<00:22:30.735> short<00:22:31.023> question.

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Sorry.

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No,<00:22:32.562> it's<00:22:32.963> beautiful,<00:22:33.444> actually.

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How<00:22:35.127> are<00:22:35.351> you<00:22:35.448> thinking<00:22:35.752> about<00:22:35.993> artificial<00:22:36.409> intelligence?

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Every<00:22:37.612> company<00:22:37.996> is<00:22:38.157> thinking<00:22:38.429> about<00:22:38.734> this.

00:22:40.096 --> 00:22:42.116
Well,<00:22:40.176> you<00:22:40.273> said<00:22:40.577> we<00:22:40.657> were<00:22:40.737> going<00:22:40.898> to<00:22:40.962> pivot<00:22:41.234> around,<00:22:42.004> so—.

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Yeah,<00:22:42.645> this<00:22:42.821> is<00:22:42.902> a<00:22:42.966> complete<00:22:43.382> pivot.

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We're<00:22:44.505> going<00:22:44.681> to<00:22:44.761> a<00:22:44.857> different<00:22:45.146> subject<00:22:45.547> entirely.

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No,<00:22:46.572> that's<00:22:47.214> fine.

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Great.

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I'm<00:22:48.015> all<00:22:48.175> yours.

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Artificial<00:22:49.698> intelligence,<00:22:50.195> I<00:22:50.356> think<00:22:50.532> it's<00:22:50.676> fantastic.

00:22:51.317 --> 00:22:57.890
I<00:22:51.462> do<00:22:51.638> think,<00:22:52.343> you<00:22:52.375> know,<00:22:52.824> what<00:22:52.985> freaks<00:22:53.321> everybody<00:22:53.786> out<00:22:53.882> about<00:22:54.107> artificial<00:22:54.523> intelligence<00:22:55.389> is<00:22:55.790> the<00:22:55.870> fact<00:22:56.191> that<00:22:56.287> we<00:22:56.431> don't<00:22:56.591> know<00:22:56.752> how<00:22:56.864> it<00:22:56.944> operates,<00:22:57.633> right?

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If<00:22:58.274> you<00:22:58.355> actually<00:22:58.691> go<00:22:58.820> go<00:22:59.237> and<00:22:59.414> look<00:22:59.591> through<00:22:59.960> the<00:23:01.888> evolution<00:23:02.852> of<00:23:03.109> AI,<00:23:03.897> and<00:23:03.977> there's<00:23:04.700> a<00:23:04.877> book<00:23:05.198> that<00:23:05.359> I<00:23:05.439> can<00:23:05.664> look<00:23:05.905> up,<00:23:06.162> but<00:23:06.789> there<00:23:06.885> was<00:23:07.046> a,<00:23:07.351> a<00:23:07.447> book<00:23:07.672> written<00:23:07.849> about<00:23:08.074> the<00:23:08.170> evolution<00:23:08.492> of<00:23:08.637> AI.

00:23:08.879 --> 00:23:12.554
In<00:23:08.975> fact,<00:23:09.282> Carl,<00:23:09.781> once<00:23:10.023> again,<00:23:10.684> it's<00:23:10.813> funny,<00:23:11.071> I<00:23:11.151> had<00:23:11.248> this<00:23:11.393> conversation<00:23:11.877> with<00:23:12.038> him<00:23:12.199> at<00:23:12.264> one<00:23:12.360> point.

00:23:12.602 --> 00:23:17.231
He<00:23:12.683> goes,<00:23:13.392> oh,<00:23:13.489> when<00:23:13.634> I<00:23:13.650> was<00:23:13.730> 16,<00:23:14.214> I<00:23:14.295> was<00:23:14.456> in<00:23:14.601> the<00:23:14.681> labs<00:23:15.100> at<00:23:15.326> MIT<00:23:15.890> when<00:23:15.987> they<00:23:16.132> were<00:23:16.213> inventing<00:23:16.600> AI,<00:23:17.037> right?

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Fascinating<00:23:18.008> fellow.

00:23:18.883 --> 00:23:24.745
And,<00:23:19.531> and<00:23:20.907> if<00:23:21.004> you<00:23:21.085> look<00:23:21.263> at<00:23:21.344> the<00:23:21.652> initial<00:23:22.446> invention<00:23:23.417> of<00:23:23.579> AI,<00:23:24.146> it's<00:23:24.308> actually<00:23:24.486> not<00:23:24.664> AI.

00:23:25.282 --> 00:23:25.973
Is<00:23:25.427> machine<00:23:25.748> learning.

00:23:26.791 --> 00:23:39.698
And<00:23:26.952> machine<00:23:27.369> learning<00:23:27.867> is<00:23:28.076> actually<00:23:28.878> humankind's<00:23:29.842> control<00:23:31.142> of<00:23:31.222> an<00:23:31.286> AI<00:23:31.607> engine<00:23:31.864> because<00:23:32.169> what<00:23:32.330> you<00:23:32.426> do<00:23:32.667> is,<00:23:33.052> you<00:23:33.084> know,<00:23:33.148> machine<00:23:33.534> learning<00:23:33.871> is<00:23:34.176> algorithms<00:23:35.155> where<00:23:35.380> we<00:23:35.476> program<00:23:35.894> the<00:23:36.102> algorithms<00:23:36.600> and<00:23:36.680> then<00:23:36.841> out<00:23:37.001> comes<00:23:37.643> this,<00:23:37.964> you<00:23:38.302> know,<00:23:38.607> intelligence,<00:23:39.489> right?

00:23:40.517 --> 00:23:49.475
And<00:23:40.629> so,<00:23:41.239> but<00:23:41.336> the<00:23:41.416> problem<00:23:41.657> with<00:23:41.801> that<00:23:42.042> is<00:23:42.219> that<00:23:42.941> the<00:23:43.246> AI<00:23:43.583> that<00:23:43.808> we<00:23:43.904> now<00:23:44.225> have<00:23:44.562> is<00:23:44.707> regression-based<00:23:45.429> and<00:23:45.509> therefore<00:23:45.991> the<00:23:46.136> evolution<00:23:46.553> of<00:23:46.697> AI<00:23:46.938> was<00:23:47.115> realizing<00:23:47.677> that<00:23:48.238> machine<00:23:48.543> learning<00:23:48.800> doesn't<00:23:49.041> scale.

00:23:49.683 --> 00:23:51.417
You<00:23:49.764> can't<00:23:50.004> actually<00:23:50.309> build<00:23:50.422> these<00:23:50.630> algorithms<00:23:51.208> out.

00:23:51.915 --> 00:23:57.951
You<00:23:51.995> have,<00:23:52.396> you<00:23:52.428> have<00:23:52.573> to<00:23:52.637> use<00:23:53.038> this<00:23:53.279> regression-based<00:23:54.162> model<00:23:54.660> that<00:23:55.383> which<00:23:55.626> means<00:23:55.932> that<00:23:56.110> we<00:23:56.255> don't<00:23:56.659> know<00:23:56.917> how<00:23:57.176> it<00:23:57.547> works.

00:23:58.855 --> 00:24:03.490
And<00:23:58.952> the<00:23:59.081> best<00:23:59.323> example<00:23:59.727> I<00:23:59.808> can<00:23:59.986> give<00:24:00.228> is<00:24:00.389> we<00:24:00.551> took<00:24:00.874> a,<00:24:01.358> we<00:24:01.503> took<00:24:01.681> a,<00:24:02.020> you<00:24:02.166> know,<00:24:02.246> we've<00:24:02.408> been<00:24:02.488> doing<00:24:02.666> a<00:24:02.715> lot<00:24:02.828> of<00:24:02.892> work<00:24:03.134> on<00:24:03.215> AI.

00:24:03.635 --> 00:24:08.457
So<00:24:04.183> we<00:24:04.327> process<00:24:05.147> between<00:24:05.532> 15<00:24:06.015> and<00:24:06.111> 50<00:24:06.432> terabytes<00:24:07.011> of<00:24:07.155> data<00:24:07.396> every<00:24:08.104> hour.

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And<00:24:11.157> as<00:24:11.317> part<00:24:11.639> of<00:24:11.735> that,<00:24:12.217> we<00:24:12.362> have<00:24:12.522> a<00:24:12.539> lot<00:24:12.780> of<00:24:13.230> AI<00:24:13.406> algorithms<00:24:14.147> and,<00:24:14.468> or<00:24:14.533> sorry,<00:24:14.870> machine<00:24:15.192> learning<00:24:15.498> algorithms<00:24:16.061> and<00:24:16.222> AI<00:24:16.479> engines<00:24:16.865> running<00:24:17.123> TensorFlow,<00:24:17.686> things<00:24:17.863> like<00:24:18.008> that.

00:24:18.651 --> 00:24:20.437
We've<00:24:18.876> used<00:24:19.053> ChatGPT<00:24:19.777> 1,<00:24:19.938> 2,<00:24:20.083> 3,<00:24:20.260> 4.

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But<00:24:22.300> 5<00:24:22.557> years<00:24:22.814> ago<00:24:23.039> was<00:24:23.263> when<00:24:23.360> we<00:24:23.440> really<00:24:23.600> started<00:24:23.889> to<00:24:23.921> go<00:24:24.066> down<00:24:24.242> this<00:24:24.403> path.

00:24:24.724 --> 00:24:36.056
So<00:24:24.949> one<00:24:25.109> of<00:24:25.205> the<00:24:25.286> things<00:24:25.510> that<00:24:25.607> we<00:24:25.767> believe<00:24:26.024> AI<00:24:26.185> is<00:24:26.345> really<00:24:26.554> valuable<00:24:26.891> for,<00:24:27.132> for<00:24:27.292> our<00:24:27.372> customers<00:24:27.918> is<00:24:27.998> if<00:24:28.095> you're<00:24:28.255> a<00:24:28.271> small<00:24:28.512> service<00:24:28.897> provider,<00:24:29.218> broadband<00:24:29.604> provider,<00:24:30.326> you're<00:24:30.486> in<00:24:30.567> a<00:24:30.583> local<00:24:30.856> market,<00:24:31.385> you<00:24:31.482> don't<00:24:31.706> have<00:24:32.573> access<00:24:32.910> to<00:24:33.392> this<00:24:33.616> very<00:24:33.777> expensive<00:24:34.274> data<00:24:34.451> scientist<00:24:35.077> and<00:24:35.221> all<00:24:35.318> the<00:24:35.382> other<00:24:35.639> things.

00:24:36.425 --> 00:24:40.984
Well,<00:24:36.586> AI<00:24:37.469> with<00:24:37.790> really<00:24:37.966> great<00:24:38.191> learning<00:24:38.448> models<00:24:38.849> can<00:24:39.475> add<00:24:39.812> significant<00:24:40.599> value.

00:24:41.658 --> 00:24:53.361
And<00:24:41.738> so<00:24:42.059> we've<00:24:42.140> been<00:24:42.445> working<00:24:42.766> with<00:24:42.878> it<00:24:43.022> very<00:24:43.199> aggressively<00:24:43.600> over<00:24:43.697> the<00:24:43.745> last<00:24:43.969> 5<00:24:44.146> years,<00:24:44.403> and,<00:24:44.692> and<00:24:44.932> we<00:24:45.093> took<00:24:45.334> a,<00:24:45.815> an<00:24:46.233> anonymized<00:24:46.875> set<00:24:47.099> of<00:24:47.196> data<00:24:47.501> of<00:24:47.902> user<00:24:48.159> behaviors<00:24:49.285> And<00:24:49.365> we<00:24:49.446> had<00:24:49.608> our<00:24:49.754> data<00:24:49.932> scientists<00:24:50.482> do<00:24:50.579> a<00:24:50.660> 2,<00:24:51.064> you<00:24:51.145> know,<00:24:51.533> build<00:24:51.776> out<00:24:51.873> an<00:24:52.018> algorithm<00:24:52.504> for<00:24:52.601> propensity<00:24:53.151> to<00:24:53.232> buy.

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And<00:24:54.105> it<00:24:54.186> took<00:24:54.299> them<00:24:54.445> 2<00:24:54.688> weeks.

00:24:55.351 --> 00:24:57.179
It<00:24:55.416> had<00:24:55.933> 2,400<00:24:56.710> trees.

00:24:58.246 --> 00:25:03.780
And,<00:24:58.972> and<00:24:59.069> then<00:24:59.392> we<00:24:59.537> put<00:24:59.650> the<00:24:59.779> data<00:25:00.198> in<00:25:00.828> and<00:25:00.924> it<00:25:01.005> came<00:25:01.312> out<00:25:01.489> and<00:25:01.538> it<00:25:01.570> said,<00:25:01.796> okay,<00:25:02.038> here's<00:25:02.199> your<00:25:02.280> stack<00:25:02.618> ranking<00:25:03.022> of<00:25:03.086> propensity<00:25:03.586> to<00:25:03.667> buy.

00:25:04.780 --> 00:25:18.627
We<00:25:04.942> then<00:25:06.878> put<00:25:07.039> the<00:25:07.136> data<00:25:07.442> into<00:25:07.781> a<00:25:07.830> neural<00:25:08.023> network,<00:25:08.409> provided<00:25:08.763> some<00:25:08.988> broad,<00:25:09.536> which<00:25:09.729> is<00:25:10.180> how<00:25:10.437> the<00:25:10.485> new<00:25:10.695> AIs<00:25:11.097> are<00:25:11.226> going<00:25:11.355> down<00:25:11.483> the<00:25:11.564> path,<00:25:13.013> popped<00:25:13.399> in,<00:25:13.978> you<00:25:14.059> know,<00:25:14.652> the<00:25:14.812> elements<00:25:15.133> that<00:25:15.277> we<00:25:15.357> were<00:25:15.517> looking<00:25:15.838> for,<00:25:16.175> and<00:25:16.351> in<00:25:16.495> minutes<00:25:17.313> it<00:25:17.441> popped<00:25:17.697> out<00:25:17.842> the<00:25:17.922> same<00:25:18.194> information.

00:25:19.541 --> 00:25:24.526
So<00:25:20.086> this<00:25:20.342> is<00:25:20.503> what<00:25:20.663> freaks<00:25:21.064> everybody<00:25:21.625> out,<00:25:21.929> that<00:25:22.026> you<00:25:22.170> don't<00:25:22.410> know<00:25:22.667> how<00:25:22.891> it<00:25:23.132> did<00:25:23.292> it,<00:25:23.949> that<00:25:24.093> it<00:25:24.190> did<00:25:24.414> it.

00:25:25.135 --> 00:25:32.702
And<00:25:25.216> everybody,<00:25:25.568> because<00:25:25.793> everyone's<00:25:26.097> looking<00:25:26.338> like,<00:25:26.979> I<00:25:27.155> like<00:25:27.460> that<00:25:27.620> I<00:25:27.716> know<00:25:28.053> the<00:25:28.181> 2,400<00:25:28.999> trees<00:25:29.784> because<00:25:30.281> we<00:25:30.506> as<00:25:30.602> humans<00:25:31.147> are<00:25:31.243> controlling,<00:25:32.349> right?

00:25:33.471 --> 00:25:36.324
Versus<00:25:34.112> I<00:25:34.208> popped<00:25:34.529> it<00:25:34.609> into<00:25:34.689> the<00:25:34.786> neural<00:25:35.090> network<00:25:35.571> and<00:25:35.651> it<00:25:35.731> just<00:25:36.052> did<00:25:36.276> it.

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That's<00:25:36.837> what<00:25:36.934> freaks<00:25:37.254> everyone<00:25:37.639> out.

00:25:38.681 --> 00:25:41.679
And<00:25:38.793> so<00:25:39.002> I,<00:25:39.803> I'm,<00:25:40.444> I<00:25:40.685> think<00:25:41.021> AI<00:25:41.198> is<00:25:41.406> great.

00:25:41.887 --> 00:25:42.993
I<00:25:41.983> think<00:25:42.224> it's<00:25:42.384> fascinating.

00:25:43.266 --> 00:26:00.024
I<00:25:43.410> think<00:25:43.586> it<00:25:43.666> has<00:25:44.131> some<00:25:44.404> significant<00:25:45.253> issues<00:25:45.670> with<00:25:45.830> regards<00:25:46.231> to<00:25:46.440> So<00:25:46.808> if<00:25:46.937> you<00:25:47.017> have<00:25:47.177> a<00:25:47.193> large<00:25:47.498> learning<00:25:47.755> model<00:25:48.075> and<00:25:48.236> it's<00:25:48.797> based<00:25:49.102> upon<00:25:49.583> what's<00:25:49.824> on<00:25:49.920> the<00:25:50.064> internet,<00:25:50.561> well,<00:25:50.802> God<00:25:51.027> help<00:25:51.267> you<00:25:51.444> because<00:25:52.310> there's<00:25:52.550> so<00:25:52.582> much<00:25:52.887> pollution<00:25:53.352> on<00:25:53.513> the<00:25:53.609> internet,<00:25:54.090> then<00:25:54.234> it's<00:25:54.571> actually<00:25:54.812> going<00:25:54.972> to<00:25:55.036> teach<00:25:55.293> it<00:25:55.934> bad<00:25:56.239> things<00:25:56.656> like<00:25:57.362> racism<00:25:58.260> and<00:25:58.805> on<00:25:59.126> and<00:25:59.222> on<00:25:59.383> and<00:25:59.527> on,<00:25:59.784> right?

00:26:00.089 --> 00:26:01.997
These<00:26:00.329> are<00:26:00.489> hallucinations<00:26:01.291> too<00:26:01.468> sometimes.

00:26:02.045 --> 00:26:05.397
I<00:26:02.109> mean,<00:26:02.430> it's<00:26:02.655> fascinating<00:26:03.392> that<00:26:03.473> it<00:26:03.553> can<00:26:03.810> hallucinate,<00:26:05.157> right?

00:26:05.461 --> 00:26:08.814
Well,<00:26:05.718> but<00:26:06.039> it's<00:26:06.183> hallucinating<00:26:06.761> because<00:26:06.921> of<00:26:07.081> the<00:26:07.162> fact<00:26:07.482> that<00:26:08.108> it's<00:26:08.268> actually<00:26:08.605> learning.

00:26:08.910 --> 00:26:10.963
It's<00:26:09.006> a<00:26:09.471> learning<00:26:09.808> model,<00:26:10.754> right?

00:26:11.412 --> 00:26:14.780
But<00:26:11.893> where<00:26:12.053> I<00:26:12.198> think<00:26:12.374> it<00:26:12.454> adds<00:26:12.679> value,<00:26:13.080> so<00:26:13.577> I<00:26:13.657> think<00:26:13.818> there's<00:26:13.978> really<00:26:14.219> two<00:26:14.443> elements.

00:26:16.287 --> 00:26:20.521
I<00:26:16.368> think<00:26:16.768> inside<00:26:17.089> our<00:26:17.185> organization,<00:26:17.827> we<00:26:18.051> rolled<00:26:18.292> out<00:26:18.789> as,<00:26:19.029> like,<00:26:19.414> as<00:26:19.735> fast<00:26:19.991> as<00:26:20.136> we<00:26:20.232> can.

00:26:21.018 --> 00:26:32.146
Our<00:26:21.178> head<00:26:21.338> of<00:26:21.435> IT,<00:26:22.092> I<00:26:22.156> basically<00:26:22.701> told<00:26:22.942> him,<00:26:23.663> as<00:26:23.760> soon<00:26:24.000> as<00:26:24.305> you<00:26:24.465> can<00:26:24.626> get<00:26:24.802> Copilot<00:26:25.427> on<00:26:25.507> Microsoft,<00:26:26.069> we're<00:26:26.149> an<00:26:26.229> Office<00:26:26.486> 365<00:26:27.351> customer,<00:26:27.768> which<00:26:27.993> I,<00:26:28.233> I<00:26:28.410> love<00:26:29.436> Office<00:26:29.676> 365<00:26:30.655> and<00:26:30.815> the<00:26:30.959> cloud<00:26:31.296> solutions<00:26:31.777> they<00:26:31.921> have.

00:26:32.659 --> 00:26:35.786
I<00:26:32.739> said,<00:26:33.381> the<00:26:33.461> second<00:26:33.878> that<00:26:34.006> Copilot<00:26:34.423> comes<00:26:34.727> out,<00:26:35.401> sign<00:26:35.690> up.

00:26:36.090 --> 00:26:37.117
We're<00:26:36.171> on,<00:26:36.571> do<00:26:36.652> the<00:26:36.732> license.

00:26:37.854 --> 00:26:40.853
And<00:26:38.191> so<00:26:38.415> we<00:26:38.496> were<00:26:38.592> one<00:26:38.736> of<00:26:38.768> the<00:26:38.832> first<00:26:39.073> ones,<00:26:39.378> like,<00:26:39.506> signed,<00:26:39.939> and<00:26:40.115> everybody<00:26:40.516> gets<00:26:40.757> it.

00:26:40.917 --> 00:26:41.494
There<00:26:40.981> was<00:26:41.093> a<00:26:41.157> debate.

00:26:41.542 --> 00:26:42.536
Hey,<00:26:41.638> should<00:26:41.863> certain<00:26:42.119> people<00:26:42.344> get<00:26:42.504> it?

00:26:42.601 --> 00:26:42.681
No.

00:26:43.082 --> 00:26:43.274
Right?

00:26:43.563 --> 00:26:55.141
Whatever<00:26:43.804> the<00:26:43.885> dollar<00:26:44.125> value<00:26:44.447> is<00:26:44.607> per<00:26:44.736> month,<00:26:45.651> because<00:26:46.438> the<00:26:46.534> value<00:26:47.080> of<00:26:47.176> AI<00:26:47.979> is,<00:26:48.461> is<00:26:48.622> that<00:26:49.280> if<00:26:49.425> you<00:26:49.971> have<00:26:50.228> somebody<00:26:51.576> that's<00:26:52.074> $200,000<00:26:53.166> a<00:26:53.182> year,<00:26:53.295> as<00:26:53.423> an<00:26:53.455> example,<00:26:53.937> I'm<00:26:54.065> just<00:26:54.306> picking<00:26:54.628> arbitrary<00:26:54.901> numbers.

00:26:55.206 --> 00:27:00.682
Let's<00:26:55.366> say<00:26:55.414> they're<00:26:55.591> $200,000<00:26:56.458> a<00:26:56.474> year,<00:26:57.293> but<00:26:57.438> they've<00:26:57.598> got<00:26:57.855> 20<00:26:58.096> years<00:26:58.321> of<00:26:58.353> experience<00:26:59.301> and<00:26:59.365> you<00:26:59.445> have<00:26:59.622> to<00:26:59.782> recruit<00:27:00.280> them.

00:27:00.826 --> 00:27:02.721
And<00:27:00.971> we<00:27:01.131> all<00:27:01.228> know<00:27:01.468> that<00:27:01.549> we<00:27:01.629> have<00:27:01.790> a<00:27:01.870> labor<00:27:02.191> shortage.

00:27:02.914 --> 00:27:05.772
Like,<00:27:03.395> there's<00:27:03.604> a<00:27:03.636> huge<00:27:04.038> labor<00:27:04.279> shortage<00:27:04.744> due<00:27:04.841> to<00:27:04.937> the<00:27:05.081> immigration<00:27:05.483> issues.

00:27:06.270 --> 00:27:08.052
Legal<00:27:06.527> immigration<00:27:06.944> is<00:27:07.089> not<00:27:07.394> where<00:27:07.490> it<00:27:07.635> needs<00:27:07.827> to<00:27:07.972> be.

00:27:08.293 --> 00:27:10.268
So<00:27:08.534> we<00:27:08.630> don't<00:27:08.839> have<00:27:08.952> enough<00:27:09.176> people<00:27:09.481> to<00:27:09.578> do<00:27:09.722> the<00:27:09.819> jobs.

00:27:10.782 --> 00:27:30.104
And<00:27:10.927> so,<00:27:11.809> you<00:27:11.841> know,<00:27:12.226> going<00:27:12.467> and<00:27:12.547> finding<00:27:12.884> that<00:27:13.029> person's<00:27:13.414> hard,<00:27:13.992> but<00:27:14.072> then<00:27:14.297> also<00:27:14.874> do,<00:27:15.260> you<00:27:15.292> know,<00:27:15.516> teaching<00:27:15.901> them<00:27:15.998> to<00:27:16.078> have<00:27:16.238> that<00:27:16.704> level<00:27:16.896> of<00:27:17.025> expertise<00:27:17.522> is<00:27:17.619> difficult<00:27:18.549> versus<00:27:18.870> with<00:27:18.983> an<00:27:19.111> AI,<00:27:19.609> you<00:27:19.689> can<00:27:19.833> take<00:27:19.946> somebody<00:27:20.234> who's<00:27:20.411> got<00:27:20.652> 5<00:27:20.892> to<00:27:21.037> 10<00:27:21.213> years<00:27:21.454> of<00:27:21.550> experience,<00:27:23.043> augment<00:27:23.524> their<00:27:23.637> skills<00:27:24.263> with<00:27:24.423> AI,<00:27:25.306> and<00:27:25.466> now<00:27:25.627> they<00:27:25.787> can<00:27:25.948> get<00:27:26.108> to<00:27:26.204> the<00:27:26.285> same<00:27:26.574> level<00:27:26.830> of<00:27:26.911> performance<00:27:27.729> as<00:27:27.809> someone<00:27:28.660> who's<00:27:28.900> earning<00:27:29.077> $200,000.

00:27:30.521 --> 00:27:34.469
And<00:27:30.586> I<00:27:30.762> think<00:27:31.003> that's<00:27:31.548> one<00:27:31.885> real<00:27:32.126> big<00:27:32.367> benefit<00:27:32.832> is<00:27:32.929> just,<00:27:33.554> you<00:27:33.587> know,<00:27:33.875> doing<00:27:34.196> things.

00:27:34.533 --> 00:27:42.818
We<00:27:35.159> are,<00:27:35.641> our<00:27:36.042> development<00:27:36.539> team,<00:27:37.342> did<00:27:37.567> a,<00:27:38.048> a<00:27:38.466> large<00:27:39.012> AI<00:27:39.349> modeling<00:27:39.975> inside<00:27:40.457> of<00:27:40.618> our,<00:27:42.240> with<00:27:42.400> our<00:27:42.545> groups.

00:27:43.364 --> 00:27:49.161
And<00:27:43.428> we<00:27:43.460> had<00:27:43.605> very<00:27:43.765> senior<00:27:44.167> developers<00:27:44.648> and<00:27:44.761> very<00:27:44.954> junior<00:27:45.210> developers,<00:27:45.837> and<00:27:45.933> the<00:27:46.078> average<00:27:46.816> gain<00:27:48.021> was<00:27:48.583> about<00:27:48.888> 40%.

00:27:49.225 --> 00:27:53.641
But<00:27:49.867> what<00:27:50.012> were<00:27:50.205> they<00:27:50.429> doing<00:27:50.670> there<00:27:50.911> was<00:27:51.136> they<00:27:51.297> were<00:27:51.537> automating<00:27:52.196> a<00:27:52.260> lot<00:27:52.421> of<00:27:52.501> tasks<00:27:52.838> that<00:27:52.983> they<00:27:53.079> didn't<00:27:53.320> like.

00:27:53.737 --> 00:27:57.752
So,<00:27:54.444> you<00:27:54.508> know,<00:27:54.685> no<00:27:54.845> developer<00:27:55.327> likes<00:27:55.552> to<00:27:55.648> build<00:27:55.873> their<00:27:55.970> test<00:27:56.210> cases<00:27:56.692> once<00:27:56.917> they<00:27:57.013> run<00:27:57.238> their<00:27:57.335> code.

00:27:58.218 --> 00:28:03.806
And<00:27:58.298> so<00:27:58.459> it<00:27:58.603> helped<00:27:58.860> them<00:27:59.406> really<00:27:59.663> quickly<00:28:00.145> build<00:28:00.466> test<00:28:00.707> cases,<00:28:01.269> which<00:28:01.494> is<00:28:01.590> a<00:28:01.670> huge<00:28:01.975> productivity<00:28:02.457> gain,<00:28:03.099> shocking<00:28:03.581> level.

00:28:03.983 --> 00:28:14.913
And<00:28:04.079> in<00:28:04.159> fact,<00:28:04.802> there<00:28:04.946> was<00:28:05.186> a,<00:28:05.362> a<00:28:05.443> bunch<00:28:05.619> of<00:28:05.667> the<00:28:05.747> senior<00:28:06.099> developers<00:28:06.548> didn't<00:28:06.789> like<00:28:07.029> it,<00:28:07.590> you<00:28:07.686> know,<00:28:07.750> didn't<00:28:07.926> like<00:28:08.167> using<00:28:08.471> it,<00:28:08.567> but<00:28:08.727> they<00:28:08.808> were<00:28:08.840> like,<00:28:09.048> wow,<00:28:09.272> that's—<00:28:09.625> it<00:28:09.753> did<00:28:09.913> make<00:28:10.089> some<00:28:10.330> really<00:28:11.291> rudimentary<00:28:11.852> tasks<00:28:12.157> that<00:28:12.253> I<00:28:12.333> hate<00:28:12.573> doing<00:28:12.814> anyways<00:28:13.454> and<00:28:13.599> allowed<00:28:13.839> me<00:28:13.919> to<00:28:14.015> go<00:28:14.160> do<00:28:14.320> high-value<00:28:14.736> work.

00:28:14.977 --> 00:28:17.797
So<00:28:16.082> internally<00:28:16.579> at<00:28:16.643> Calix,<00:28:16.996> I<00:28:17.124> think<00:28:17.220> that's<00:28:17.444> real<00:28:17.541> value.

00:28:17.925 --> 00:28:31.289
And<00:28:18.005> then<00:28:18.182> for<00:28:18.294> our<00:28:18.422> customers,<00:28:18.919> again,<00:28:19.704> this,<00:28:20.265> this<00:28:20.425> is<00:28:20.569> the<00:28:20.649> democratization<00:28:21.466> of<00:28:21.547> technology<00:28:22.188> where<00:28:22.828> in<00:28:22.909> the<00:28:22.989> past<00:28:23.614> big<00:28:23.934> companies<00:28:24.575> always<00:28:24.815> had<00:28:24.912> the<00:28:25.008> advantage<00:28:25.553> where<00:28:26.514> they<00:28:27.636> had<00:28:27.876> access<00:28:28.197> to<00:28:28.341> technology<00:28:28.902> or<00:28:28.998> they<00:28:29.142> could<00:28:29.318> build<00:28:29.494> it<00:28:29.623> on<00:28:29.703> their<00:28:29.943> own<00:28:30.264> and<00:28:30.344> all<00:28:30.504> these<00:28:30.664> different<00:28:31.001> things.

00:28:31.803 --> 00:28:35.113
And<00:28:31.947> so,<00:28:32.751> you<00:28:32.783> know,<00:28:32.927> we<00:28:33.072> call<00:28:33.249> them,<00:28:33.795> you<00:28:33.907> know,<00:28:34.213> giants,<00:28:34.855> right?

00:28:35.482 --> 00:28:40.286
When<00:28:35.562> you're<00:28:35.659> competing<00:28:36.125> up<00:28:36.237> against<00:28:36.639> the<00:28:36.768> Amazon,<00:28:37.169> Euro,<00:28:37.587> and<00:28:37.732> others<00:28:38.133> that,<00:28:38.535> you<00:28:38.567> know,<00:28:38.776> how<00:28:38.888> do<00:28:38.921> you<00:28:39.017> have<00:28:39.178> the<00:28:39.338> assets<00:28:39.676> that<00:28:39.836> they<00:28:39.997> have?

00:28:40.817 --> 00:28:48.722
Now<00:28:41.363> a<00:28:41.379> small<00:28:41.668> company<00:28:42.166> based<00:28:42.471> on<00:28:42.552> our<00:28:42.712> platform,<00:28:43.355> which<00:28:43.516> has<00:28:43.757> AI<00:28:44.014> engines<00:28:44.335> built<00:28:44.592> into<00:28:44.898> it,<00:28:45.283> has<00:28:45.444> access<00:28:45.781> to<00:28:45.942> technology<00:28:46.504> that<00:28:46.729> used<00:28:46.826> to<00:28:46.922> be<00:28:47.002> the<00:28:47.147> purview<00:28:47.533> of<00:28:47.629> just<00:28:47.934> the<00:28:48.031> big<00:28:48.256> companies.

00:28:49.316 --> 00:29:12.224
And<00:28:49.461> so<00:28:50.184> they<00:28:50.361> can<00:28:50.586> actually,<00:28:50.987> because<00:28:51.228> they<00:28:51.389> move<00:28:51.566> faster<00:28:52.273> leveraging<00:28:52.674> our<00:28:52.771> platform,<00:28:53.735> they<00:28:53.831> can<00:28:54.120> big,<00:28:54.602> you<00:28:54.635> know,<00:28:54.779> a<00:28:54.795> small<00:28:55.181> company<00:28:55.583> can<00:28:55.743> now<00:28:56.772> rip<00:28:57.093> apart<00:28:58.072> a<00:28:58.232> big<00:28:58.393> company,<00:28:58.777> and<00:28:58.841> that<00:28:58.954> big<00:28:59.114> company<00:28:59.579> won't<00:28:59.723> even<00:28:59.835> know<00:29:00.060> that<00:29:00.220> they're—<00:29:00.941> that,<00:29:01.278> that<00:29:01.518> small<00:29:01.823> company<00:29:02.239> who's<00:29:02.400> using<00:29:02.624> our<00:29:02.720> platform<00:29:03.826> and<00:29:04.146> all<00:29:04.307> those<00:29:04.547> engines,<00:29:04.964> the<00:29:05.108> automa—<00:29:07.047> the<00:29:07.673> automations<00:29:08.330> and<00:29:08.410> the<00:29:08.570> insights<00:29:09.051> and<00:29:09.195> all<00:29:09.227> those<00:29:09.371> different<00:29:09.676> things,<00:29:10.397> they<00:29:10.477> won't<00:29:10.622> even<00:29:10.718> know<00:29:10.798> what<00:29:10.878> happened<00:29:11.215> to<00:29:11.311> them<00:29:11.519> by<00:29:11.615> the<00:29:11.760> time<00:29:11.872> it's<00:29:12.016> done.

00:29:12.577 --> 00:29:14.516
And<00:29:12.721> so<00:29:13.442> I<00:29:13.539> think<00:29:13.715> it's<00:29:13.859> really<00:29:14.164> exciting.

00:29:14.580 --> 00:29:17.305
And<00:29:15.205> as<00:29:15.366> with<00:29:15.606> all<00:29:15.702> disruptions<00:29:16.343> in<00:29:16.423> technology,<00:29:17.065> right?

00:29:17.385 --> 00:29:22.915
Like,<00:29:17.642> you<00:29:18.106> know,<00:29:18.170> when<00:29:18.267> electricity<00:29:18.828> first<00:29:19.068> showed<00:29:19.373> up,<00:29:19.549> as<00:29:19.693> the<00:29:19.789> internet<00:29:20.046> came<00:29:20.350> out,<00:29:20.575> all<00:29:20.671> these<00:29:20.831> different<00:29:21.071> things,<00:29:21.312> everyone<00:29:21.536> starts<00:29:22.097> out<00:29:22.257> freaking<00:29:22.658> out.

00:29:23.139 --> 00:29:26.553
Oh,<00:29:23.171> we<00:29:23.251> don't<00:29:23.460> need<00:29:23.716> it,<00:29:23.972> or<00:29:24.277> it's,<00:29:24.742> you<00:29:24.774> know,<00:29:24.934> it's<00:29:25.142> all<00:29:25.303> bad<00:29:25.703> and<00:29:25.800> blah,<00:29:26.120> blah,<00:29:26.425> blah.

00:29:27.162 --> 00:29:30.247
But<00:29:27.387> what,<00:29:27.709> what<00:29:27.869> always<00:29:28.126> comes<00:29:28.431> out<00:29:28.592> is<00:29:28.689> that<00:29:29.090> it<00:29:29.235> all<00:29:29.267> sorts<00:29:29.652> itself<00:29:29.974> out.

00:29:31.741 --> 00:29:32.592
Yeah,<00:29:31.982> that's,<00:29:32.303> that's<00:29:32.464> right.

00:29:32.689 --> 00:29:34.215
It<00:29:32.850> always<00:29:33.267> sorts<00:29:33.572> itself<00:29:33.974> out.

00:29:34.456 --> 00:29:35.934
Always<00:29:34.633> sorts<00:29:34.890> itself<00:29:35.259> out,<00:29:35.757> right?

00:29:36.545 --> 00:29:37.222
For<00:29:36.641> good<00:29:36.770> or<00:29:36.818> for<00:29:36.964> bad.

00:29:37.287 --> 00:29:38.952
But<00:29:37.513> usually<00:29:37.934> by<00:29:38.014> the<00:29:38.095> end<00:29:38.192> of<00:29:38.257> the<00:29:38.338> day,<00:29:38.402> it's<00:29:38.661> for<00:29:38.807> good.

00:29:39.696 --> 00:29:42.719
Um,<00:29:40.520> you<00:29:40.666> mentioned<00:29:40.941> something<00:29:41.232> earlier<00:29:41.636> that<00:29:41.733> I<00:29:41.814> want<00:29:42.056> to<00:29:42.121> touch<00:29:42.315> on<00:29:42.460> as<00:29:42.541> well.

00:29:42.800 --> 00:29:45.500
So<00:29:43.010> you<00:29:43.042> said<00:29:43.252> you're<00:29:43.737> an<00:29:43.980> entirely<00:29:44.481> remote<00:29:45.128> company.

00:29:46.178 --> 00:29:47.617
What<00:29:46.340> was<00:29:46.470> that<00:29:46.744> decision<00:29:47.455> like?

00:29:47.698 --> 00:29:48.764
Why<00:29:47.794> did<00:29:47.956> you<00:29:48.021> make<00:29:48.263> that<00:29:48.441> decision?

00:29:48.845 --> 00:29:50.994
Was<00:29:48.990> that<00:29:49.103> decision<00:29:49.443> made<00:29:49.636> during<00:29:49.895> COVID<00:29:50.299> pre-COVID?

00:29:51.656 --> 00:29:52.529
Um,<00:29:51.737> that's<00:29:51.979> a<00:29:51.996> big<00:29:52.157> topic.

00:29:52.650 --> 00:29:53.270
Oh,<00:29:52.950> yeah.

00:29:53.270 --> 00:29:54.270
Tell,<00:29:53.510> tell<00:29:53.570> us<00:29:53.710> about<00:29:53.870> it.

00:29:54.830 --> 00:29:55.710
I,<00:29:55.130> that's,<00:29:55.131> that's<00:29:55.190> a<00:29:55.290> great<00:29:55.410> question.

00:29:55.750 --> 00:29:57.010
We<00:29:55.910> did<00:29:56.030> it<00:29:56.170> in<00:29:56.250> 2016.

00:29:57.010 --> 00:30:06.390
And<00:29:57.170> the<00:29:57.250> reason<00:29:57.450> why<00:29:57.590> we<00:29:57.690> did<00:29:57.850> it<00:29:58.070> is<00:29:58.210> actually<00:29:58.690> for<00:29:59.290> a<00:29:59.470> strategic<00:29:59.750> reason<00:30:00.190> because,<00:30:01.430> you<00:30:01.450> know,<00:30:02.350> we,<00:30:03.150> while<00:30:03.190> we've<00:30:03.430> done<00:30:03.530> really<00:30:03.810> well,<00:30:04.430> Calix<00:30:04.530> is<00:30:04.750> in<00:30:04.850> a<00:30:04.910> very<00:30:05.370> specific<00:30:05.990> niche.

00:30:06.600 --> 00:30:08.950
And<00:30:07.150> so<00:30:07.330> people<00:30:07.550> don't<00:30:07.770> really<00:30:08.090> know<00:30:08.370> who<00:30:08.510> we<00:30:08.670> are.

00:30:08.950 --> 00:30:11.470
If<00:30:08.951> I<00:30:09.010> had<00:30:09.130> a<00:30:09.210> nickel<00:30:09.330> for<00:30:09.530> everyone<00:30:09.710> who<00:30:09.890> said,<00:30:10.190> how<00:30:10.310> is<00:30:10.450> it<00:30:10.570> that<00:30:10.670> I<00:30:10.850> don't<00:30:11.030> know<00:30:11.270> you?

00:30:11.470 --> 00:30:18.610
In<00:30:11.590> fact,<00:30:12.010> we<00:30:12.130> had<00:30:12.190> a<00:30:12.370> board<00:30:12.470> member<00:30:12.790> who<00:30:13.030> joined<00:30:13.250> us<00:30:13.430> from<00:30:13.670> Indeed,<00:30:13.950> and<00:30:14.350> one<00:30:14.750> of<00:30:14.810> the<00:30:14.910> things<00:30:15.050> he<00:30:15.210> said<00:30:15.370> to<00:30:15.530> me,<00:30:15.710> he<00:30:15.970> goes,<00:30:16.390> I've<00:30:16.550> actually<00:30:16.770> gone<00:30:17.290> through<00:30:17.630> in<00:30:17.810> the<00:30:17.910> company<00:30:18.230> you<00:30:18.390> are.

00:30:18.610 --> 00:30:19.670
He<00:30:18.611> goes,<00:30:18.750> I'm<00:30:18.870> in<00:30:19.050> Silicon<00:30:19.270> Valley.

00:30:19.670 --> 00:30:21.150
How<00:30:19.830> is<00:30:19.950> it<00:30:20.070> that<00:30:20.150> I<00:30:20.330> don't<00:30:20.510> know<00:30:20.750> you?

00:30:21.150 --> 00:30:22.710
You're<00:30:21.310> the<00:30:21.390> most<00:30:21.570> interesting<00:30:21.990> cloud<00:30:22.370> company<00:30:22.630> I've<00:30:22.650> never<00:30:22.670> heard<00:30:22.690> of.

00:30:22.710 --> 00:30:22.730
Right?

00:30:22.730 --> 00:30:29.055
And<00:30:22.750> in<00:30:24.550> In<00:30:24.694> fact,<00:30:24.966> to,<00:30:25.287> to<00:30:25.367> that<00:30:25.608> point,<00:30:25.928> we<00:30:26.008> just<00:30:26.265> won<00:30:26.586> best<00:30:26.826> place<00:30:27.067> to<00:30:27.211> work<00:30:27.467> in<00:30:27.548> Silicon<00:30:27.868> Valley<00:30:28.173> for<00:30:28.269> 2023.

00:30:29.488 --> 00:30:33.127
So,<00:30:29.953> you<00:30:30.273> know,<00:30:30.995> we're<00:30:31.315> getting<00:30:31.572> a<00:30:31.780> bit<00:30:31.973> more<00:30:32.662> well<00:30:32.838> known.

00:30:33.704 --> 00:30:34.698
Yeah,<00:30:33.849> that's<00:30:34.217> incredible.

00:30:34.827 --> 00:30:46.482
But<00:30:35.468> yeah,<00:30:35.965> and,<00:30:36.590> but<00:30:36.750> for<00:30:36.991> us,<00:30:37.488> what<00:30:37.648> we<00:30:37.809> did,<00:30:38.049> the<00:30:38.129> reason<00:30:38.274> why<00:30:38.450> we<00:30:38.594> went<00:30:38.755> hybrid<00:30:39.075> and,<00:30:39.476> and<00:30:39.636> really<00:30:39.893> push<00:30:40.214> it<00:30:40.470> in<00:30:40.550> 2016,<00:30:41.192> and<00:30:41.320> then<00:30:41.496> it,<00:30:42.041> you<00:30:42.137> know,<00:30:42.202> there<00:30:42.282> were<00:30:42.362> some<00:30:42.602> holdouts<00:30:43.099> like<00:30:43.324> R&D<00:30:43.725> used<00:30:43.885> to<00:30:43.981> debate,<00:30:44.847> I'm<00:30:45.023> not<00:30:45.184> sure<00:30:45.568> we<00:30:45.665> need<00:30:45.761> the<00:30:45.905> whiteboard.

00:30:46.530 --> 00:31:07.947
And<00:30:46.691> I'm,<00:30:46.931> and<00:30:47.027> I'm<00:30:47.124> like,<00:30:47.749> you<00:30:47.813> know<00:30:47.909> what,<00:30:48.150> when<00:30:48.294> I<00:30:48.390> go<00:30:48.486> into<00:30:48.647> that<00:30:48.855> big<00:30:49.016> fancy<00:30:49.416> San<00:30:49.657> Jose<00:30:49.978> office<00:30:50.314> that<00:30:50.458> we<00:30:50.619> have,<00:30:51.260> I<00:30:51.340> see<00:30:51.581> all<00:30:51.741> of<00:30:51.837> you<00:30:51.982> guys<00:30:52.382> either<00:30:52.719> in<00:30:52.879> Zoom<00:30:53.280> rooms<00:30:54.386> or<00:30:55.829> not<00:30:56.246> in<00:30:56.390> the<00:30:56.550> office<00:30:57.047> because<00:30:57.416> the<00:30:57.512> traffic's<00:30:58.009> an<00:30:58.089> hour<00:30:58.249> and<00:30:58.314> a<00:30:58.330> half<00:30:58.634> to<00:30:58.730> get<00:30:58.987> in<00:30:59.740> from<00:31:00.013> the,<00:31:00.478> you<00:31:00.510> know,<00:31:00.654> from<00:31:00.830> your<00:31:00.974> house<00:31:01.359> into<00:31:01.471> Silicon<00:31:01.936> Valley<00:31:02.257> across<00:31:02.658> like<00:31:02.882> 15<00:31:03.363> kilometers<00:31:03.860> because<00:31:04.661> San<00:31:04.966> Jose<00:31:05.783> traffic<00:31:06.248> is<00:31:06.344> so<00:31:06.665> horrendous,<00:31:07.611> right?

00:31:08.348 --> 00:31:10.480
So<00:31:08.749> you<00:31:08.973> all<00:31:09.069> say<00:31:09.470> that<00:31:09.614> you<00:31:09.710> have<00:31:10.031> to<00:31:10.111> collaborate.

00:31:10.528 --> 00:31:15.241
And<00:31:10.576> what<00:31:10.672> it<00:31:10.736> came<00:31:10.913> down<00:31:11.169> to<00:31:11.313> was<00:31:11.554> that<00:31:11.714> they<00:31:11.810> needed<00:31:12.179> a,<00:31:12.740> they<00:31:12.836> needed<00:31:12.980> a<00:31:13.061> whiteboard<00:31:13.622> once<00:31:13.814> a<00:31:13.878> week<00:31:14.199> or<00:31:14.263> something<00:31:14.680> like<00:31:14.904> that.

00:31:15.385 --> 00:31:22.299
And<00:31:15.497> so<00:31:16.282> we<00:31:16.507> did<00:31:16.667> it<00:31:16.699> for<00:31:17.084> this<00:31:17.244> so<00:31:17.405> that<00:31:17.789> those<00:31:17.966> people<00:31:18.286> who<00:31:18.366> didn't<00:31:18.607> want<00:31:18.799> to<00:31:18.847> work<00:31:19.023> in<00:31:19.104> the<00:31:19.232> office,<00:31:19.793> who<00:31:19.953> wanted<00:31:20.146> to<00:31:20.210> be<00:31:20.370> flexible,<00:31:21.252> that<00:31:21.413> we<00:31:21.493> could<00:31:21.574> attract<00:31:21.912> talent.

00:31:22.525 --> 00:31:23.701
That<00:31:22.702> is<00:31:22.847> the<00:31:23.008> reason<00:31:23.266> why<00:31:23.411> we<00:31:23.507> did<00:31:23.668> it.

00:31:23.749 --> 00:31:25.843
It<00:31:23.830> was<00:31:23.926> a<00:31:24.055> conscious<00:31:24.619> choice,<00:31:25.425> talent.

00:31:26.150 --> 00:31:30.146
And<00:31:26.230> in<00:31:26.327> fact,<00:31:27.132> myself,<00:31:27.680> I've<00:31:27.857> worked,<00:31:28.421> tried<00:31:28.727> to<00:31:28.760> stay<00:31:28.985> out<00:31:29.050> of<00:31:29.130> the<00:31:29.291> office<00:31:29.613> my<00:31:29.678> entire<00:31:29.952> career.

00:31:30.987 --> 00:31:32.393
I<00:31:31.472> always<00:31:31.633> hated<00:31:31.811> going<00:31:31.924> to<00:31:32.037> the<00:31:32.134> office.

00:31:32.539 --> 00:31:34.188
The<00:31:32.619> commute<00:31:32.926> was<00:31:33.040> a<00:31:33.088> waste<00:31:33.282> of<00:31:33.347> time,<00:31:33.994> right?

00:31:34.705 --> 00:31:37.809
And<00:31:34.802> so<00:31:36.807> I<00:31:36.968> wasn't<00:31:37.211> embracing<00:31:37.712> it.

00:31:37.938 --> 00:31:45.899
And<00:31:38.116> if<00:31:38.262> you<00:31:38.359> look<00:31:38.536> at<00:31:38.601> our<00:31:38.747> leadership<00:31:39.151> team,<00:31:39.571> we<00:31:39.652> are<00:31:39.878> all<00:31:40.057> distributed<00:31:40.558> across<00:31:40.817> the<00:31:40.866> United<00:31:41.173> States<00:31:42.792> and<00:31:43.132> myself<00:31:43.536> in<00:31:43.617> Canada<00:31:44.410> and<00:31:44.977> the<00:31:45.074> benefit<00:31:45.462> and<00:31:45.559> the<00:31:45.624> US.

00:31:45.964 --> 00:31:49.398
I<00:31:45.980> mean,<00:31:46.207> I<00:31:46.288> go<00:31:46.385> to<00:31:46.514> both<00:31:46.692> places<00:31:47.421> and<00:31:47.550> the<00:31:47.583> benefit<00:31:47.987> has<00:31:48.149> been<00:31:48.717> enormous.

00:31:49.528 --> 00:31:58.340
And<00:31:49.934> a<00:31:50.015> good<00:31:50.177> example<00:31:50.404> of<00:31:50.437> we<00:31:50.502> had<00:31:50.550> someone<00:31:50.664> on<00:31:50.696> the<00:31:50.729> security<00:31:51.070> team<00:31:53.687> during<00:31:53.864> the<00:31:54.008> back<00:31:54.249> to<00:31:54.409> work<00:31:54.602> stuff<00:31:54.987> for,<00:31:55.613> for<00:31:55.869> COVID,<00:31:56.591> she<00:31:56.768> was<00:31:56.912> being<00:31:57.153> told<00:31:57.378> she<00:31:57.458> had<00:31:57.506> to<00:31:57.554> go<00:31:57.650> back<00:31:57.811> to<00:31:57.875> the<00:31:58.019> office.

00:31:58.597 --> 00:32:01.148
And<00:31:58.838> we—<00:31:59.079> so<00:31:59.303> she<00:31:59.464> was<00:31:59.624> looking,<00:32:00.539> as<00:32:00.619> a<00:32:00.667> lot<00:32:00.747> of<00:32:00.827> people<00:32:01.004> do.

00:32:01.967 --> 00:32:03.972
And<00:32:02.047> she<00:32:02.207> said,<00:32:02.384> is<00:32:02.512> this<00:32:02.689> real<00:32:02.849> or<00:32:03.250> are<00:32:03.315> you<00:32:03.411> guys<00:32:03.716> full<00:32:03.828> of<00:32:03.892> it?

00:32:04.053 --> 00:32:07.695
Well,<00:32:04.197> what<00:32:04.309> if<00:32:04.454> I<00:32:04.534> want<00:32:04.678> to<00:32:04.775> go<00:32:04.951> move<00:32:05.256> to<00:32:06.123> a<00:32:06.155> small<00:32:06.476> state<00:32:06.941> and<00:32:07.021> go<00:32:07.101> live<00:32:07.326> on<00:32:07.422> a<00:32:07.438> mountain?

00:32:07.823 --> 00:32:16.296
We're<00:32:07.984> like,<00:32:08.770> as<00:32:08.866> long<00:32:09.171> as<00:32:09.412> you're,<00:32:10.134> you<00:32:10.166> know,<00:32:10.311> hopefully<00:32:10.567> moving<00:32:10.872> into<00:32:11.017> the<00:32:11.113> serving<00:32:11.353> territory<00:32:11.819> of<00:32:11.899> one<00:32:11.979> of<00:32:12.011> our<00:32:12.156> broadband<00:32:12.541> customers<00:32:13.119> who<00:32:13.199> have<00:32:13.423> great<00:32:13.616> service<00:32:14.017> so<00:32:14.226> you<00:32:14.322> can<00:32:14.466> be<00:32:14.563> on<00:32:14.643> the<00:32:14.723> Zoom<00:32:14.948> call,<00:32:15.750> have<00:32:15.927> at<00:32:16.151> it.

00:32:16.633 --> 00:32:16.745
Right.

00:32:16.793 --> 00:32:17.499
And<00:32:16.889> she's<00:32:17.034> like,<00:32:17.226> really?

00:32:17.708 --> 00:32:20.195
I'm<00:32:17.852> like,<00:32:18.077> they're<00:32:18.253> trying<00:32:18.478> to,<00:32:18.799> you<00:32:18.991> know,<00:32:19.216> you're<00:32:19.296> not<00:32:19.392> going<00:32:19.521> to<00:32:19.601> force<00:32:19.858> me<00:32:20.018> back.

00:32:20.259 --> 00:32:21.993
This<00:32:20.435> isn't<00:32:20.949> a,<00:32:21.446> You<00:32:21.543> know<00:32:21.623> something?

00:32:22.089 --> 00:32:22.667
And<00:32:22.169> I'm<00:32:22.249> like,<00:32:22.426> no.

00:32:23.213 --> 00:32:29.669
And<00:32:24.177> I,<00:32:24.659> and<00:32:24.835> you<00:32:24.867> know,<00:32:24.996> it's<00:32:25.317> funny,<00:32:25.478> like<00:32:26.136> it<00:32:26.200> seems<00:32:26.602> a<00:32:26.666> lot<00:32:26.746> of<00:32:26.843> companies<00:32:27.260> who<00:32:27.325> are<00:32:27.485> smart<00:32:27.887> have<00:32:28.047> got<00:32:28.208> to<00:32:28.352> a<00:32:28.368> hybrid<00:32:28.834> model,<00:32:29.412> right?

00:32:29.814 --> 00:32:31.837
It<00:32:29.958> seems<00:32:30.167> like<00:32:30.360> that's<00:32:30.537> where<00:32:30.633> it's<00:32:30.842> landed<00:32:31.580> for<00:32:31.645> us.

00:32:31.902 --> 00:32:33.749
We<00:32:32.062> stayed<00:32:32.303> remote<00:32:32.705> because<00:32:32.946> we<00:32:33.010> were<00:32:33.170> always<00:32:33.508> remote.

00:32:34.054 --> 00:32:37.041
So<00:32:34.311> the<00:32:34.632> COVID<00:32:34.937> for<00:32:35.098> us<00:32:35.274> was<00:32:35.499> like,<00:32:35.981> who<00:32:36.158> cares,<00:32:36.864> right?

00:32:37.266 --> 00:32:39.209
Other<00:32:37.442> than<00:32:37.603> the<00:32:37.748> R&D<00:32:38.069> guys,<00:32:38.567> I<00:32:38.647> proved<00:32:38.968> to<00:32:39.065> them.

00:32:40.173 --> 00:32:47.448
And<00:32:40.269> so<00:32:40.638> they<00:32:40.879> all,<00:32:41.843> they<00:32:42.100> all,<00:32:42.245> you<00:32:42.325> know,<00:32:42.501> by<00:32:42.582> the<00:32:42.662> way,<00:32:42.742> I<00:32:42.823> couldn't,<00:32:43.369> you<00:32:43.401> know,<00:32:43.786> with<00:32:44.108> whips<00:32:44.364> and<00:32:44.509> chains<00:32:44.830> and<00:32:44.911> tractors,<00:32:45.392> I<00:32:45.473> couldn't<00:32:45.649> drag<00:32:45.890> those<00:32:46.099> guys<00:32:46.276> back<00:32:46.533> in<00:32:46.661> the<00:32:46.757> office<00:32:47.079> these<00:32:47.239> days.

00:32:47.496 --> 00:32:47.657
Right?

00:32:48.026 --> 00:32:54.912
And<00:32:48.139> so,<00:32:48.588> and<00:32:48.701> so<00:32:48.861> we<00:32:49.006> see<00:32:49.166> back<00:32:49.407> here<00:32:49.648> is<00:32:50.034> actually<00:32:50.355> a<00:32:50.500> You<00:32:50.564> can<00:32:50.628> see<00:32:50.772> it<00:32:50.820> because<00:32:51.013> I<00:32:51.093> got<00:32:51.238> it<00:32:51.334> blurred,<00:32:52.120> but<00:32:52.297> this<00:32:52.842> is,<00:32:53.019> this<00:32:53.260> big<00:32:53.500> thing<00:32:53.805> here<00:32:53.998> is<00:32:54.142> not<00:32:54.351> a<00:32:54.383> television.

00:32:55.025 --> 00:32:56.116
It's<00:32:55.249> actually<00:32:55.650> a<00:32:55.666> whiteboard.

00:32:56.164 --> 00:33:09.996
So<00:32:56.373> what<00:32:56.453> we<00:32:56.533> did<00:32:56.710> was<00:32:56.934> we<00:32:57.030> bought,<00:32:58.378> we<00:32:58.539> bought,<00:32:59.213> I<00:32:59.630> don't<00:32:59.839> know,<00:32:59.999> 200<00:33:00.625> white<00:33:01.042> electronic<00:33:01.523> whiteboards<00:33:02.310> and<00:33:02.887> put<00:33:03.112> those<00:33:03.529> into<00:33:03.850> the<00:33:04.075> home<00:33:04.235> offices<00:33:05.214> of<00:33:05.294> a<00:33:05.310> lot<00:33:05.551> of<00:33:05.631> our<00:33:05.856> team<00:33:06.161> members,<00:33:06.578> like<00:33:07.284> architects<00:33:07.942> and<00:33:08.022> those<00:33:08.263> people<00:33:08.632> who<00:33:08.664> had<00:33:08.825> to<00:33:08.905> whiteboard<00:33:09.386> to<00:33:09.531> facilitate<00:33:09.964> it.

00:33:10.044 --> 00:33:21.421
So,<00:33:10.814> you<00:33:10.911> know,<00:33:11.296> you,<00:33:11.553> you<00:33:11.633> spend<00:33:11.938> the<00:33:11.970> money<00:33:12.339> on,<00:33:12.820> on<00:33:13.077> buying<00:33:13.318> real<00:33:13.478> estate<00:33:14.024> or<00:33:14.762> make<00:33:15.003> an<00:33:15.083> investment<00:33:15.628> one<00:33:15.805> time<00:33:16.029> like<00:33:16.270> this,<00:33:16.607> give<00:33:16.655> them<00:33:16.768> the<00:33:16.848> flexibility<00:33:17.217> to<00:33:17.329> live<00:33:17.474> where<00:33:17.570> they<00:33:17.730> want<00:33:18.356> and<00:33:18.854> continue<00:33:19.255> to<00:33:19.415> invest<00:33:19.800> in<00:33:19.881> travel<00:33:20.458> so<00:33:20.699> that<00:33:20.763> they<00:33:20.860> can<00:33:20.940> be<00:33:21.084> together.

00:33:21.646 --> 00:33:21.774
Right?

00:33:22.383 --> 00:33:22.624
Yeah.

00:33:22.784 --> 00:33:34.348
Occasionally<00:33:23.426> to<00:33:23.522> kind<00:33:23.747> of<00:33:23.827> connect<00:33:24.452> because<00:33:24.693> I,<00:33:25.174> I<00:33:25.270> really<00:33:25.511> think<00:33:25.751> the<00:33:25.848> value<00:33:26.297> is<00:33:26.473> just<00:33:26.698> actually<00:33:26.954> having<00:33:27.211> a<00:33:27.275> personal<00:33:27.692> relationship<00:33:28.494> is<00:33:28.638> important,<00:33:29.120> which<00:33:29.280> is<00:33:29.360> why<00:33:29.745> at<00:33:29.777> our<00:33:29.921> leadership<00:33:30.258> meeting,<00:33:30.547> even,<00:33:31.269> you<00:33:31.301> know,<00:33:31.445> we<00:33:31.605> kept<00:33:31.910> trying<00:33:32.071> to<00:33:32.167> jam<00:33:32.471> more<00:33:32.584> stuff<00:33:32.905> into<00:33:33.113> the—<00:33:33.193> I'm<00:33:33.289> like,<00:33:33.514> stop,<00:33:34.172> right?

00:33:34.412 --> 00:33:37.235
No,<00:33:35.134> lunch<00:33:35.390> is<00:33:35.599> 2<00:33:35.839> hours,<00:33:36.898> right?

00:33:37.860 --> 00:33:44.660
Every,<00:33:38.502> every,<00:33:39.224> every<00:33:39.384> time<00:33:39.608> we<00:33:39.705> do<00:33:39.801> a<00:33:39.865> session,<00:33:40.410> I'm—<00:33:40.587> we're<00:33:40.731> gonna<00:33:40.827> stop<00:33:41.228> it<00:33:41.292> and<00:33:41.453> we're<00:33:41.533> gonna<00:33:41.645> make<00:33:41.870> everybody<00:33:42.271> get<00:33:42.495> up<00:33:43.073> and<00:33:43.233> move<00:33:43.554> tables,<00:33:44.420> right?

00:33:44.741 --> 00:33:46.040
So<00:33:44.901> they<00:33:44.997> get<00:33:45.158> to<00:33:45.254> meet<00:33:45.543> more<00:33:45.639> people.

00:33:46.441 --> 00:33:52.408
We're<00:33:46.553> gonna<00:33:46.697> have<00:33:46.986> a<00:33:47.307> really<00:33:47.644> long<00:33:48.045> 3-hour<00:33:48.670> evening<00:33:49.231> where<00:33:49.408> they<00:33:49.729> just<00:33:50.033> hang<00:33:50.354> out<00:33:50.595> and,<00:33:51.236> and<00:33:51.477> we're<00:33:51.557> gonna<00:33:51.670> put<00:33:51.879> rules<00:33:52.071> in<00:33:52.200> place.

00:33:52.456 --> 00:33:55.507
You<00:33:52.521> can't<00:33:52.681> sit<00:33:52.858> with<00:33:53.002> people<00:33:53.259> that,<00:33:53.404> you<00:33:53.436> know,<00:33:53.821> like<00:33:54.383> that<00:33:54.544> kind<00:33:54.784> of<00:33:54.865> stuff,<00:33:55.266> right?

00:33:55.587 --> 00:33:58.461
That's,<00:33:56.213> those<00:33:56.406> are<00:33:56.486> the<00:33:56.631> types<00:33:56.887> of<00:33:57.032> conscious<00:33:57.594> things<00:33:57.851> you<00:33:57.979> have<00:33:58.172> to<00:33:58.300> do.

00:33:58.541 --> 00:34:01.623
But<00:33:59.023> yeah,<00:33:59.215> it's<00:33:59.344> been<00:33:59.440> very<00:33:59.601> successful<00:34:00.146> for<00:34:00.307> us<00:34:00.484> and<00:34:00.708> we're<00:34:00.805> proud<00:34:01.142> of<00:34:01.206> our<00:34:01.350> culture.

00:34:01.688 --> 00:34:06.456
I<00:34:01.832> think<00:34:02.009> we're<00:34:02.635> 4.9,<00:34:04.240> uh,<00:34:04.336> 4.8<00:34:05.444> out<00:34:05.524> of<00:34:05.605> 5<00:34:05.926> on<00:34:05.958> Glassdoor.

00:34:06.568 --> 00:34:11.657
And,<00:34:07.210> and<00:34:07.306> by<00:34:07.387> the<00:34:07.467> way,<00:34:07.628> there's,<00:34:08.109> there<00:34:08.189> are<00:34:08.430> a<00:34:08.494> lot<00:34:08.671> of,<00:34:08.896> there's<00:34:09.072> negative<00:34:09.699> comments<00:34:10.116> on<00:34:10.260> there<00:34:10.421> too<00:34:10.678> because<00:34:10.919> we're<00:34:11.015> not<00:34:11.320> perfect.

00:34:11.802 --> 00:34:13.182
We're<00:34:11.946> always<00:34:12.155> learning,<00:34:12.925> right?

00:34:13.568 --> 00:34:15.992
But,<00:34:13.953> you<00:34:14.129> know,<00:34:14.290> I<00:34:14.434> think<00:34:14.595> the<00:34:14.691> culture<00:34:15.028> we<00:34:15.173> built<00:34:15.430> is<00:34:15.574> pretty<00:34:15.799> good.

00:34:16.040 --> 00:34:20.519
And,<00:34:16.538> and<00:34:16.682> in<00:34:16.778> the<00:34:16.939> end,<00:34:17.099> the<00:34:17.244> culture<00:34:17.581> is<00:34:17.726> all<00:34:17.838> about<00:34:18.143> how<00:34:18.304> do<00:34:18.400> our<00:34:18.609> team<00:34:18.769> members,<00:34:19.267> what<00:34:19.411> kind<00:34:19.524> of<00:34:19.588> company<00:34:19.909> do<00:34:20.005> they<00:34:20.150> want<00:34:20.278> to<00:34:20.374> have?

00:34:21.015 --> 00:34:23.645
They<00:34:21.128> make<00:34:21.368> a<00:34:21.432> decision<00:34:21.833> every<00:34:22.058> day<00:34:22.314> what<00:34:22.475> kind<00:34:22.635> of<00:34:22.699> culture<00:34:22.956> we<00:34:23.100> have,<00:34:23.581> right?

00:34:24.784 --> 00:34:27.398
Yeah,<00:34:24.960> Michael,<00:34:25.586> I<00:34:25.602> could<00:34:25.826> talk<00:34:26.083> to<00:34:26.147> you<00:34:26.243> for<00:34:26.548> hours,<00:34:27.045> my<00:34:27.141> friend.

00:34:27.446 --> 00:34:30.461
Like,<00:34:27.847> like,<00:34:28.232> um,<00:34:28.713> uh,<00:34:29.194> this<00:34:29.371> has<00:34:29.451> been<00:34:29.595> a<00:34:29.611> fascinating<00:34:30.076> discussion.

00:34:31.119 --> 00:34:32.979
Uh,<00:34:31.439> I<00:34:31.520> want<00:34:31.616> to<00:34:31.648> be<00:34:31.760> respectful<00:34:32.161> of<00:34:32.257> your<00:34:32.353> time<00:34:32.738> though.

00:34:33.123 --> 00:34:41.639
We<00:34:33.300> end<00:34:33.604> every<00:34:34.021> interview<00:34:34.326> the<00:34:34.406> same<00:34:34.727> way<00:34:35.144> with<00:34:35.304> the<00:34:35.384> same<00:34:35.689> question,<00:34:36.667> and<00:34:36.764> that<00:34:36.972> is,<00:34:37.149> at<00:34:37.245> CEO.com,<00:34:38.175> we<00:34:38.271> believe<00:34:38.528> the<00:34:38.656> chances<00:34:39.057> one<00:34:39.298> gives<00:34:39.714> is<00:34:39.795> just<00:34:39.923> as<00:34:40.035> important<00:34:40.420> as<00:34:40.500> the<00:34:40.597> chances<00:34:40.981> one<00:34:41.142> takes.

00:34:42.280 --> 00:34:46.546
And<00:34:42.361> I<00:34:42.441> wonder,<00:34:42.745> when<00:34:42.906> you<00:34:43.018> hear<00:34:43.403> that,<00:34:44.349> who<00:34:44.445> gave<00:34:44.750> you<00:34:44.910> a<00:34:44.943> chance<00:34:45.327> to<00:34:45.472> get<00:34:45.632> you<00:34:45.744> to<00:34:45.873> where<00:34:46.049> you<00:34:46.209> are<00:34:46.306> today?

00:34:49.081 --> 00:34:50.877
Um,<00:34:50.284> that's<00:34:50.460> interesting.

00:34:50.958 --> 00:34:58.689
So<00:34:51.984> if<00:34:52.129> I<00:34:52.369> think<00:34:52.610> back<00:34:53.011> on,<00:34:53.749> I<00:34:53.893> think<00:34:54.053> there's<00:34:54.294> been<00:34:54.615> many<00:34:54.952> people<00:34:55.353> throughout<00:34:55.738> my<00:34:55.898> career<00:34:56.219> who<00:34:56.299> have<00:34:56.395> been,<00:34:56.957> first<00:34:57.214> of<00:34:57.342> all,<00:34:57.438> very<00:34:57.599> gracious<00:34:58.000> with<00:34:58.160> their<00:34:58.320> time.

00:34:58.786 --> 00:35:02.571
You<00:34:58.818> know,<00:34:59.026> that<00:34:59.363> earnest<00:34:59.780> little<00:34:59.989> annoying<00:35:00.470> fellow<00:35:00.887> who<00:35:00.967> keeps<00:35:01.272> harassing<00:35:01.753> them<00:35:01.930> and<00:35:02.074> asking<00:35:02.395> them.

00:35:03.117 --> 00:35:09.822
Um,<00:35:03.598> if<00:35:03.758> I<00:35:03.919> was<00:35:04.095> to<00:35:04.256> go<00:35:04.593> through<00:35:05.298> and<00:35:05.443> say<00:35:05.860> the<00:35:05.988> most<00:35:06.261> important<00:35:06.726> breakthrough<00:35:07.079> moment<00:35:07.464> in<00:35:07.544> my<00:35:07.785> career<00:35:08.731> was<00:35:08.892> when<00:35:08.972> I<00:35:09.068> first<00:35:09.293> started<00:35:09.694> out.

00:35:10.175 --> 00:35:13.768
And<00:35:10.287> so<00:35:11.314> I<00:35:11.458> had<00:35:11.554> just<00:35:11.795> become<00:35:12.052> a,<00:35:12.180> I<00:35:12.421> was<00:35:12.533> a<00:35:12.597> sales<00:35:12.982> rep<00:35:13.223> at<00:35:13.399> Canon.

00:35:15.068 --> 00:35:18.774
And<00:35:15.389> when<00:35:15.485> I<00:35:15.566> joined,<00:35:16.528> I<00:35:16.608> had<00:35:16.769> read—<00:35:17.234> I<00:35:17.250> have—<00:35:17.667> I'm<00:35:17.892> a<00:35:17.956> voracious<00:35:18.453> reader.

00:35:18.854 --> 00:35:22.111
So<00:35:18.918> I've<00:35:19.079> read<00:35:19.271> a<00:35:19.319> lot,<00:35:19.736> you<00:35:19.817> know,<00:35:19.897> pretty<00:35:20.057> much<00:35:20.603> every<00:35:20.843> business<00:35:21.180> book<00:35:21.405> that's<00:35:21.742> been<00:35:21.902> written.

00:35:23.009 --> 00:35:25.062
And<00:35:23.265> when<00:35:23.378> I<00:35:23.394> was<00:35:23.570> in<00:35:23.650> university,<00:35:24.132> I<00:35:24.228> loved<00:35:24.453> reading<00:35:24.613> the<00:35:24.693> business<00:35:24.950> books.

00:35:25.110 --> 00:35:27.083
I<00:35:25.174> hated<00:35:25.367> my<00:35:25.511> classes<00:35:25.992> because<00:35:26.377> I<00:35:26.458> found<00:35:26.714> them<00:35:26.795> boring.

00:35:27.196 --> 00:35:30.757
And<00:35:27.292> I'm,<00:35:27.837> you<00:35:28.014> know,<00:35:28.463> as<00:35:28.623> the<00:35:28.703> saying<00:35:29.040> goes,<00:35:29.441> those<00:35:29.746> who<00:35:29.907> can't<00:35:30.163> do,<00:35:30.404> teach.

00:35:31.110 --> 00:35:42.355
And<00:35:32.874> I<00:35:33.067> didn't<00:35:34.238> like<00:35:34.430> my—<00:35:35.601> I<00:35:35.778> loved<00:35:36.163> my,<00:35:36.900> my<00:35:37.382> profs<00:35:37.943> who<00:35:38.184> were<00:35:38.344> consultants<00:35:39.387> because<00:35:39.708> they<00:35:39.868> were<00:35:40.093> doing<00:35:40.734> and<00:35:41.296> you<00:35:41.408> know,<00:35:41.633> being<00:35:41.793> a<00:35:41.874> professor.

00:35:43.399 --> 00:35:45.919
I<00:35:43.479> didn't<00:35:43.688> like<00:35:43.800> the<00:35:43.880> profs<00:35:44.201> who<00:35:44.282> were<00:35:44.378> just,<00:35:44.908> you<00:35:45.004> know,<00:35:45.309> very<00:35:45.470> theoretical.

00:35:45.967 --> 00:35:56.642
And<00:35:46.047> so<00:35:46.192> I<00:35:46.224> just<00:35:46.513> read<00:35:46.754> all<00:35:46.850> the<00:35:46.930> business<00:35:47.171> books<00:35:47.492> and<00:35:47.556> I<00:35:47.637> came<00:35:47.877> out<00:35:48.375> and<00:35:48.520> one<00:35:48.584> of<00:35:48.616> the<00:35:48.696> business<00:35:48.937> books<00:35:49.162> had<00:35:49.242> said<00:35:49.419> to<00:35:49.515> me,<00:35:50.285> had<00:35:50.703> said,<00:35:51.265> go<00:35:51.425> find<00:35:51.586> the<00:35:51.666> best<00:35:52.067> person<00:35:52.950> in<00:35:53.111> that<00:35:53.512> company<00:35:54.636> and<00:35:54.716> then<00:35:54.876> go<00:35:55.101> ask<00:35:55.262> them<00:35:55.342> how<00:35:55.438> they<00:35:55.486> were<00:35:55.615> successful<00:35:56.129> and<00:35:56.241> learn<00:35:56.401> from<00:35:56.546> them.

00:35:56.963 --> 00:35:57.204
Right.

00:35:57.926 --> 00:36:00.383
And<00:35:58.071> so<00:35:58.793> everyone<00:35:59.050> said<00:35:59.291> the<00:35:59.371> same<00:35:59.612> guy,<00:35:59.773> Paul<00:35:59.949> Shearstone.

00:36:00.720 --> 00:36:02.229
He<00:36:00.800> was<00:36:00.977> the<00:36:01.057> best<00:36:01.298> sales<00:36:01.522> rep<00:36:01.635> in<00:36:01.699> the<00:36:01.779> company.

00:36:03.208 --> 00:36:07.349
And<00:36:04.829> so<00:36:05.375> I<00:36:05.455> tried<00:36:05.616> to<00:36:05.696> hunt<00:36:05.873> him<00:36:05.953> down,<00:36:06.274> but<00:36:06.434> he<00:36:06.515> was<00:36:06.659> hard<00:36:06.836> to<00:36:06.916> find.

00:36:07.398 --> 00:36:08.569
He<00:36:07.478> was<00:36:07.622> hard<00:36:07.799> to<00:36:07.863> get<00:36:08.024> a<00:36:08.104> hold<00:36:08.345> of.

00:36:08.746 --> 00:36:13.593
And<00:36:08.842> so<00:36:09.324> I<00:36:09.404> left<00:36:09.629> him<00:36:09.725> a<00:36:09.789> voicemail<00:36:10.207> and<00:36:10.528> this<00:36:10.753> was<00:36:10.865> the<00:36:11.009> time<00:36:11.812> where<00:36:12.053> you<00:36:12.133> had<00:36:12.293> to<00:36:12.374> be<00:36:12.534> wealthy<00:36:12.871> to<00:36:12.984> have<00:36:13.096> a<00:36:13.112> cell<00:36:13.353> phone.

00:36:13.658 --> 00:36:17.188
This<00:36:13.898> is<00:36:13.978> in<00:36:14.139> like<00:36:14.380> 1990,<00:36:15.439> I<00:36:15.615> don't<00:36:15.728> know,<00:36:15.984> 3<00:36:16.225> or<00:36:16.370> 4,<00:36:16.931> right?

00:36:17.573 --> 00:36:25.083
I<00:36:17.589> didn't<00:36:17.717> have<00:36:17.798> a<00:36:17.862> cell<00:36:17.990> phone,<00:36:18.231> so<00:36:18.327> I<00:36:18.391> called<00:36:18.937> him,<00:36:19.017> you<00:36:19.114> know,<00:36:19.178> from<00:36:19.435> a<00:36:19.515> landline,<00:36:20.478> left<00:36:20.702> him<00:36:20.766> a<00:36:20.799> voicemail,<00:36:21.103> and<00:36:21.280> I<00:36:21.296> said,<00:36:21.489> hi<00:36:21.601> Paul,<00:36:22.243> my<00:36:22.339> name<00:36:22.467> is<00:36:22.564> Michael,<00:36:22.981> is<00:36:23.109> there<00:36:23.206> any<00:36:23.350> way<00:36:23.527> I<00:36:23.607> could,<00:36:23.864> you<00:36:23.944> know,<00:36:24.152> tag<00:36:24.345> along<00:36:24.570> with<00:36:24.730> you<00:36:24.875> for<00:36:24.971> a<00:36:25.051> day?

00:36:25.196 --> 00:36:26.223
And<00:36:25.308> he<00:36:25.372> didn't<00:36:25.597> return<00:36:25.853> the<00:36:25.934> call.

00:36:27.538 --> 00:36:31.374
And<00:36:27.603> then<00:36:28.020> so<00:36:28.501> I<00:36:28.646> waited<00:36:28.886> for<00:36:29.063> 3<00:36:29.223> days<00:36:29.464> and<00:36:29.528> I<00:36:29.609> called<00:36:29.801> again,<00:36:30.828> no<00:36:30.973> response.

00:36:32.112 --> 00:36:39.708
I<00:36:32.176> called<00:36:32.369> again,<00:36:33.941> I<00:36:34.022> called<00:36:34.214> again,<00:36:35.546> and<00:36:35.947> over,<00:36:36.348> I<00:36:36.397> don't<00:36:36.509> know,<00:36:36.605> was<00:36:37.087> like<00:36:37.552> 4<00:36:37.729> or<00:36:37.889> 6<00:36:38.274> weeks,<00:36:38.917> Every<00:36:39.014> week<00:36:39.240> I<00:36:39.272> just<00:36:39.482> call.

00:36:39.982 --> 00:36:40.885
I'd<00:36:40.063> like<00:36:40.159> to<00:36:40.208> spend<00:36:40.401> some<00:36:40.547> time<00:36:40.708> with<00:36:40.789> you.

00:36:41.579 --> 00:36:47.049
And<00:36:41.660> then<00:36:41.741> he<00:36:41.821> finally<00:36:42.305> called<00:36:42.483> me<00:36:42.563> back<00:36:43.370> and<00:36:43.451> he<00:36:43.531> said,<00:36:45.371> Michael,<00:36:46.177> it's<00:36:46.500> Paul<00:36:46.613> Shearstone.

00:36:47.726 --> 00:36:51.552
You<00:36:47.872> can<00:36:47.968> come<00:36:48.130> to<00:36:48.210> my<00:36:48.340> house,<00:36:49.416> bring<00:36:49.721> a<00:36:49.834> notepad<00:36:50.781> and<00:36:50.942> bring<00:36:51.247> pen.

00:36:52.066 --> 00:36:53.303
And<00:36:52.211> yes,<00:36:53.014> I<00:36:53.175> will.

00:36:53.609 --> 00:36:54.701
I'll<00:36:53.737> talk<00:36:53.914> to<00:36:54.010> you<00:36:54.075> and<00:36:54.171> I'll<00:36:54.412> help<00:36:54.621> you.

00:36:54.958 --> 00:36:55.151
Right.

00:36:55.842 --> 00:36:57.159
So<00:36:56.324> I<00:36:56.388> drive<00:36:56.581> over<00:36:56.725> to<00:36:56.773> his<00:36:56.902> house.

00:36:57.448 --> 00:36:59.996
And<00:36:57.528> again,<00:36:58.010> this<00:36:58.171> is<00:36:58.300> the<00:36:58.332> time<00:36:58.510> before<00:36:58.962> Audible<00:36:59.366> and<00:36:59.463> all<00:36:59.560> the<00:36:59.689> other<00:36:59.802> things.

00:37:00.109 --> 00:37:04.164
So<00:37:00.270> I'm<00:37:00.416> listening<00:37:00.626> to<00:37:00.674> radio<00:37:01.143> and<00:37:01.240> I<00:37:01.547> had—<00:37:02.274> I<00:37:02.290> didn't<00:37:02.435> have<00:37:02.532> a<00:37:02.597> cell<00:37:02.791> phone<00:37:03.033> because<00:37:03.227> I<00:37:03.259> couldn't<00:37:03.421> afford<00:37:03.679> a<00:37:03.744> cell<00:37:03.922> phone.

00:37:04.212 --> 00:37:04.729
I'm<00:37:04.390> broke.

00:37:04.778 --> 00:37:05.505
I'm<00:37:04.875> just<00:37:05.101> out<00:37:05.198> of<00:37:05.263> university.

00:37:06.060 --> 00:37:11.060
I<00:37:06.560> think<00:37:06.800> I'm<00:37:06.840> making<00:37:07.060> $1,000<00:37:07.720> salary<00:37:08.380> a<00:37:09.160> month<00:37:09.161> and<00:37:09.800> all<00:37:10.340> commission.

00:37:11.060 --> 00:37:13.040
And<00:37:11.061> so<00:37:11.280> I'm<00:37:11.380> broke<00:37:11.760> and<00:37:12.240> I<00:37:12.400> go<00:37:12.500> to<00:37:12.580> his<00:37:12.800> house.

00:37:13.040 --> 00:37:14.620
He's<00:37:13.041> living<00:37:13.200> in<00:37:13.320> this<00:37:13.580> big,<00:37:13.920> beautiful<00:37:14.120> house.

00:37:15.080 --> 00:37:15.900
He<00:37:15.180> welcomes<00:37:15.380> me<00:37:15.580> in.

00:37:15.900 --> 00:37:16.900
Hey,<00:37:15.901> I'm<00:37:16.100> Paul,<00:37:16.440> by<00:37:16.720> the<00:37:16.800> way.

00:37:16.900 --> 00:37:18.900
He<00:37:16.980> has<00:37:17.060> the<00:37:17.180> exact<00:37:17.540> same<00:37:17.780> mustache<00:37:18.100> that<00:37:18.300> you<00:37:18.400> have.

00:37:19.840 --> 00:37:20.620
And<00:37:19.860> yeah.

00:37:20.620 --> 00:37:25.590
And<00:37:21.000> so<00:37:21.320> in<00:37:21.560> fact,<00:37:21.740> I<00:37:21.880> look<00:37:22.040> at<00:37:22.220> you<00:37:22.300> and<00:37:22.400> he<00:37:22.540> reminds<00:37:22.900> me,<00:37:23.660> Paul,<00:37:24.080> you<00:37:24.081> remind<00:37:24.640> me<00:37:24.820> of<00:37:25.040> Paul.

00:37:25.620 --> 00:37:26.460
Right.

00:37:26.460 --> 00:37:31.340
And,<00:37:27.420> you<00:37:27.421> know,<00:37:27.600> he<00:37:27.940> graciously<00:37:28.360> invites<00:37:28.760> me<00:37:29.000> in<00:37:29.560> and<00:37:30.040> we<00:37:30.300> go<00:37:30.440> down<00:37:30.600> to<00:37:30.680> his<00:37:30.900> office.

00:37:31.340 --> 00:37:34.900
He's<00:37:31.341> got<00:37:31.440> this<00:37:31.620> big<00:37:31.800> office<00:37:32.200> and<00:37:32.520> he's<00:37:32.700> got,<00:37:33.200> at<00:37:33.600> the<00:37:33.800> time,<00:37:34.020> the<00:37:34.200> O.J.

00:37:34.900 --> 00:37:35.440
Simpson<00:37:34.960> trial.

00:37:35.440 --> 00:37:36.020
I<00:37:35.500> remember<00:37:35.580> that<00:37:35.780> specifically.

00:37:36.020 --> 00:37:36.100
He's<00:37:36.040> got<00:37:36.060> the<00:37:36.080> O.J.

00:37:36.100 --> 00:37:39.402
Simpson<00:37:36.120> trial<00:37:36.140> running<00:37:36.160> on<00:37:37.940> the<00:37:38.036> television,<00:37:39.080> right?

00:37:40.044 --> 00:37:42.326
And<00:37:40.141> so<00:37:40.302> I<00:37:40.366> said,<00:37:40.478> well,<00:37:40.607> before<00:37:40.864> we<00:37:40.960> start,<00:37:41.587> I<00:37:41.603> have<00:37:41.732> a<00:37:41.748> question<00:37:42.053> for<00:37:42.149> you.

00:37:42.712 --> 00:37:44.045
And<00:37:42.824> he<00:37:42.937> goes,<00:37:43.660> yeah,<00:37:43.756> goes,<00:37:43.917> what?

00:37:45.106 --> 00:37:51.405
And<00:37:45.154> he<00:37:45.202> goes,<00:37:45.668> um,<00:37:47.436> I,<00:37:47.613> I<00:37:47.773> said,<00:37:48.014> well,<00:37:48.416> I<00:37:48.496> called<00:37:48.737> you<00:37:48.818> 5<00:37:49.059> times<00:37:49.621> or<00:37:49.717> 6<00:37:50.023> times,<00:37:50.328> like,<00:37:50.505> why<00:37:50.665> didn't<00:37:51.308> you<00:37:51.340> call?

00:37:51.469 --> 00:37:56.739
He<00:37:51.694> goes,<00:37:51.871> well,<00:37:52.112> because<00:37:52.770> the<00:37:52.899> world's<00:37:53.140> full<00:37:53.317> of<00:37:53.397> lazy<00:37:53.718> managers<00:37:55.309> and<00:37:55.630> there's<00:37:55.872> lots<00:37:56.064> of<00:37:56.129> lazy<00:37:56.450> leaders.

00:37:57.173 --> 00:38:02.218
And<00:37:57.237> he<00:37:57.334> goes,<00:37:57.896> and<00:37:58.041> all<00:37:58.217> these<00:37:58.442> lazy<00:37:58.780> leaders,<00:37:59.406> what<00:37:59.519> they<00:37:59.664> do<00:37:59.889> is<00:37:59.969> the<00:38:00.049> first<00:38:00.290> thing<00:38:00.467> is<00:38:00.531> they<00:38:00.628> say<00:38:00.820> to<00:38:00.869> their<00:38:00.949> sales<00:38:01.270> reps,<00:38:01.511> go<00:38:01.672> be<00:38:01.833> like<00:38:02.058> him.

00:38:03.102 --> 00:38:06.025
And<00:38:03.215> so<00:38:04.066> Everybody<00:38:04.484> calls<00:38:04.885> me<00:38:05.030> and<00:38:05.126> says,<00:38:05.447> I<00:38:05.592> want<00:38:05.688> to<00:38:05.832> learn.

00:38:06.089 --> 00:38:08.209
But<00:38:06.234> the<00:38:06.314> reality<00:38:06.667> is<00:38:06.812> the<00:38:06.876> majority<00:38:07.229> of<00:38:07.294> people<00:38:07.615> don't<00:38:07.839> want<00:38:07.936> to<00:38:08.032> learn.

00:38:08.482 --> 00:38:13.154
He<00:38:08.562> goes,<00:38:09.365> you<00:38:09.638> know,<00:38:09.782> he<00:38:09.863> goes,<00:38:10.087> the<00:38:10.184> world<00:38:10.425> is<00:38:10.569> full<00:38:10.906> of<00:38:11.067> people<00:38:11.532> who<00:38:11.629> just<00:38:11.854> follow<00:38:12.512> and<00:38:12.672> don't<00:38:12.978> do.

00:38:13.716 --> 00:38:17.714
The<00:38:13.861> world<00:38:14.053> is<00:38:14.262> full<00:38:14.455> of<00:38:14.599> people<00:38:15.563> who<00:38:16.028> want<00:38:16.205> to<00:38:16.269> live<00:38:16.446> their<00:38:16.606> lives<00:38:16.992> but<00:38:17.152> don't<00:38:17.329> want<00:38:17.570> to<00:38:17.602> learn.

00:38:18.517 --> 00:38:25.245
And<00:38:18.581> he<00:38:18.678> goes,<00:38:19.256> and<00:38:19.416> so<00:38:20.139> I<00:38:20.219> get<00:38:20.460> that<00:38:20.701> call<00:38:21.488> of,<00:38:21.825> hey,<00:38:21.985> Paul,<00:38:22.371> will<00:38:22.531> you<00:38:22.628> coach<00:38:23.013> me<00:38:23.735> every<00:38:23.992> day,<00:38:24.619> all<00:38:24.795> day<00:38:25.020> long?

00:38:25.999 --> 00:38:27.461
And<00:38:26.112> he<00:38:26.224> goes,<00:38:26.706> and<00:38:26.786> I<00:38:26.867> have<00:38:27.059> a<00:38:27.204> rule.

00:38:28.167 --> 00:38:31.146
And<00:38:28.312> the<00:38:28.392> rule<00:38:28.729> is<00:38:29.532> It's<00:38:29.774> 5<00:38:30.097> nos<00:38:30.404> to<00:38:30.484> make<00:38:30.742> a<00:38:30.807> yes.

00:38:32.194 --> 00:38:35.776
And<00:38:32.259> he<00:38:32.356> goes,<00:38:32.937> so<00:38:33.243> I<00:38:33.388> applied<00:38:33.872> that<00:38:34.195> rule<00:38:34.921> to<00:38:35.163> your<00:38:35.357> phone<00:38:35.647> call.

00:38:36.550 --> 00:38:44.325
And<00:38:36.615> he<00:38:36.712> goes,<00:38:37.357> you<00:38:37.518> are<00:38:37.599> the<00:38:37.744> first<00:38:38.083> person<00:38:39.051> in<00:38:39.100> my<00:38:39.230> entire<00:38:39.704> career<00:38:40.765> that<00:38:40.928> I<00:38:41.075> will<00:38:41.238> mentor<00:38:42.381> because<00:38:42.790> no<00:38:43.035> one<00:38:43.198> has<00:38:43.361> ever<00:38:43.541> called<00:38:43.786> 5<00:38:44.031> times.

00:38:46.137 --> 00:38:47.811
And<00:38:46.217> then<00:38:46.330> he<00:38:46.459> goes,<00:38:46.652> now<00:38:47.119> one<00:38:47.280> back<00:38:47.441> for<00:38:47.537> you.

00:38:48.004 --> 00:38:49.534
He<00:38:48.149> goes,<00:38:48.391> what<00:38:48.487> did<00:38:48.632> you<00:38:48.729> do<00:38:48.954> on<00:38:49.051> your<00:38:49.131> way<00:38:49.292> over?

00:38:50.339 --> 00:38:51.949
I<00:38:50.355> said,<00:38:51.047> well,<00:38:51.160> I<00:38:51.208> listened<00:38:51.466> to<00:38:51.546> the<00:38:51.627> radio.

00:38:53.060 --> 00:38:56.851
And<00:38:53.108> he<00:38:53.173> said,<00:38:53.962> he<00:38:54.042> goes,<00:38:55.234> and<00:38:55.314> I<00:38:55.411> think<00:38:55.540> this<00:38:55.729> applies<00:38:56.040> to<00:38:56.178> social<00:38:56.609> media.

00:38:57.677 --> 00:38:59.778
Your,<00:38:58.014> your<00:38:58.639> iPhone,<00:38:59.056> everything<00:38:59.441> else.

00:39:00.019 --> 00:39:09.822
And<00:39:00.260> by<00:39:00.356> the<00:39:00.420> way,<00:39:00.581> if<00:39:00.661> you<00:39:00.757> can't<00:39:01.046> tell<00:39:01.286> that<00:39:01.447> these<00:39:01.688> two<00:39:01.944> lessons<00:39:02.746> have<00:39:02.891> had<00:39:03.003> a<00:39:03.147> profound<00:39:03.934> impact<00:39:04.351> on<00:39:04.447> me<00:39:04.656> for<00:39:04.784> my<00:39:04.976> entire<00:39:05.458> life,<00:39:06.035> you<00:39:06.116> know,<00:39:06.837> I<00:39:06.982> will<00:39:07.078> reiterate,<00:39:07.784> these<00:39:07.944> have<00:39:08.041> had<00:39:08.185> a<00:39:08.201> profound—<00:39:08.682> this<00:39:09.084> is<00:39:09.180> how<00:39:09.260> I<00:39:09.388> live<00:39:09.549> my<00:39:09.629> life.

00:39:10.383 --> 00:39:14.266
So<00:39:11.233> he,<00:39:11.490> he<00:39:11.715> said<00:39:12.758> the<00:39:12.838> radio<00:39:13.159> is<00:39:13.319> bubble<00:39:13.560> gum<00:39:13.800> for<00:39:13.929> the<00:39:14.041> brain.

00:39:14.635 --> 00:39:17.763
It<00:39:14.699> tastes<00:39:15.004> good<00:39:15.180> for<00:39:15.324> a<00:39:15.341> short<00:39:15.581> period<00:39:15.822> of<00:39:15.902> time,<00:39:16.448> but<00:39:16.608> it<00:39:16.640> has<00:39:16.800> no<00:39:16.961> nutritional<00:39:17.490> value.

00:39:18.228 --> 00:39:24.564
He<00:39:18.341> goes,<00:39:18.469> what<00:39:18.565> you<00:39:18.629> should<00:39:18.854> have<00:39:18.950> done<00:39:19.191> was<00:39:19.351> actually<00:39:19.736> have<00:39:20.555> books<00:39:21.100> on<00:39:21.261> tape<00:39:22.384> in<00:39:22.480> the<00:39:22.560> car<00:39:23.202> And<00:39:23.282> you<00:39:23.362> should<00:39:23.522> have<00:39:23.602> been<00:39:23.747> using<00:39:23.987> that<00:39:24.147> time<00:39:24.323> to<00:39:24.387> learn.

00:39:25.429 --> 00:39:30.461
And<00:39:25.509> he<00:39:25.605> goes,<00:39:26.070> every<00:39:26.262> moment,<00:39:26.951> every<00:39:27.208> free<00:39:27.528> moment<00:39:27.913> you<00:39:28.073> have,<00:39:29.035> you<00:39:29.131> should<00:39:29.531> be<00:39:29.676> focused<00:39:30.092> on<00:39:30.236> learning.

00:39:30.733 --> 00:39:34.675
And<00:39:30.797> he,<00:39:31.038> and<00:39:31.134> he<00:39:31.230> said<00:39:31.518> the<00:39:31.599> reason<00:39:31.919> why<00:39:32.897> is<00:39:32.977> because,<00:39:33.538> and<00:39:33.602> he,<00:39:33.858> and<00:39:33.922> he<00:39:34.018> printed<00:39:34.339> something<00:39:34.563> up.

00:39:34.739 --> 00:39:38.121
I<00:39:34.803> wish<00:39:34.980> I<00:39:35.044> could<00:39:35.204> whiteboard<00:39:35.541> it<00:39:35.621> for<00:39:35.781> you,<00:39:35.941> but<00:39:36.037> he<00:39:36.101> basically,<00:39:36.582> you<00:39:36.646> know,<00:39:36.903> so<00:39:36.999> I'll<00:39:37.143> try<00:39:37.335> to<00:39:37.383> say<00:39:37.624> this<00:39:37.784> verbally.

00:39:38.585 --> 00:39:40.316
He<00:39:38.730> said<00:39:38.970> success<00:39:39.611> equals<00:39:39.947> 15.

00:39:41.454 --> 00:39:48.905
And<00:39:41.534> he<00:39:41.630> goes,<00:39:41.934> and<00:39:41.999> then<00:39:42.079> he<00:39:42.175> took<00:39:42.335> a<00:39:42.415> piece<00:39:42.559> of<00:39:42.591> paper<00:39:42.832> out<00:39:42.896> and<00:39:42.976> he<00:39:43.072> drew<00:39:43.216> it<00:39:43.297> out<00:39:43.393> and<00:39:43.441> he<00:39:43.537> drew<00:39:43.713> 3<00:39:44.018> boxes<00:39:45.396> and<00:39:45.476> he<00:39:45.556> goes<00:39:46.437> the,<00:39:47.158> and<00:39:47.223> he<00:39:47.255> goes,<00:39:47.463> there's<00:39:47.639> 3<00:39:47.864> components<00:39:48.344> to<00:39:48.424> success.

00:39:49.469 --> 00:39:54.227
The<00:39:49.550> first,<00:39:51.832> the<00:39:51.978> first<00:39:52.317> one<00:39:52.495> is,<00:39:52.884> is<00:39:53.110> we'll<00:39:53.272> call<00:39:53.515> it<00:39:53.677> territory.

00:39:54.502 --> 00:39:59.960
So<00:39:54.728> whatever<00:39:54.987> you're<00:39:55.230> in,<00:39:55.473> whether<00:39:55.699> it's<00:39:55.861> territory<00:39:56.460> or<00:39:56.589> job,<00:39:57.470> he<00:39:57.582> goes,<00:39:57.903> and<00:39:58.048> every<00:39:58.225> one<00:39:58.353> of<00:39:58.385> these<00:39:58.546> boxes<00:39:58.948> gets<00:39:59.253> 5<00:39:59.590> points.

00:40:00.249 --> 00:40:02.691
So<00:40:00.940> add<00:40:01.036> the<00:40:01.117> 3<00:40:01.277> boxes<00:40:01.743> up,<00:40:02.161> got<00:40:02.322> 15.

00:40:03.366 --> 00:40:05.294
So<00:40:03.495> he<00:40:03.527> goes,<00:40:03.688> the<00:40:03.768> first<00:40:04.089> one<00:40:04.234> is<00:40:04.330> territory<00:40:04.812> or<00:40:04.973> job.

00:40:05.391 --> 00:40:11.927
And<00:40:05.503> he<00:40:05.600> goes,<00:40:05.776> we<00:40:05.857> have<00:40:06.017> to<00:40:06.082> assume<00:40:06.499> everybody<00:40:06.901> gets<00:40:07.062> a<00:40:07.126> 5<00:40:08.096> because<00:40:08.339> you<00:40:08.420> can't<00:40:08.662> start<00:40:08.985> off<00:40:09.098> and<00:40:09.228> say,<00:40:09.389> I'm<00:40:09.551> screwed<00:40:09.955> because<00:40:10.359> I've<00:40:10.456> got<00:40:10.699> a<00:40:10.844> 2,<00:40:11.668> right?

00:40:12.315 --> 00:40:13.818
We're<00:40:12.477> going<00:40:12.574> to<00:40:12.654> assume<00:40:13.123> that<00:40:13.204> you<00:40:13.285> got<00:40:13.430> a<00:40:13.446> 5.

00:40:13.867 --> 00:40:14.836
So<00:40:14.077> everybody<00:40:14.432> has<00:40:14.594> a<00:40:14.739> 5.

00:40:15.296 --> 00:40:15.553
Right?

00:40:16.258 --> 00:40:22.545
And<00:40:16.339> then<00:40:16.403> he<00:40:16.515> goes,<00:40:16.756> the<00:40:16.900> other<00:40:17.060> 2<00:40:17.237> boxes<00:40:18.263> are<00:40:18.744> 2<00:40:18.920> components,<00:40:20.027> time<00:40:21.005> and<00:40:21.085> experience<00:40:22.224> or<00:40:22.288> skill.

00:40:23.571 --> 00:40:26.714
And<00:40:23.651> he<00:40:23.795> goes,<00:40:24.693> in<00:40:24.790> my<00:40:25.078> job,<00:40:25.880> he<00:40:25.960> goes,<00:40:26.121> you<00:40:26.153> know<00:40:26.297> why<00:40:26.538> O.J.

00:40:26.842 --> 00:40:27.516
Simpson's<00:40:27.259> up<00:40:27.403> there?

00:40:27.660 --> 00:40:29.857
And<00:40:27.740> he<00:40:27.820> goes,<00:40:28.045> and<00:40:28.125> you<00:40:28.157> know<00:40:28.301> why<00:40:28.366> I'll<00:40:28.542> spend<00:40:28.927> more<00:40:29.023> time<00:40:29.328> watching<00:40:29.729> O.J.

00:40:29.985 --> 00:40:31.445
Simpson<00:40:30.306> this<00:40:30.547> week<00:40:30.723> than<00:40:30.867> I<00:40:30.947> will<00:40:31.172> working?

00:40:32.230 --> 00:40:35.518
He<00:40:32.310> goes,<00:40:33.176> because<00:40:33.914> my<00:40:34.139> experience<00:40:35.021> is<00:40:35.101> a<00:40:35.181> 9.

00:40:36.496 --> 00:40:41.595
So<00:40:36.704> for<00:40:36.849> me<00:40:36.961> to<00:40:37.105> get<00:40:37.266> to<00:40:37.346> 15,<00:40:38.388> he<00:40:38.468> goes,<00:40:38.581> if<00:40:38.709> I<00:40:38.805> just<00:40:39.030> want<00:40:39.174> to<00:40:39.270> hit<00:40:39.430> my<00:40:39.527> goals,<00:40:40.104> I<00:40:40.152> have<00:40:40.312> to<00:40:40.393> do<00:40:40.489> a<00:40:40.649> 1<00:40:41.130> and<00:40:41.210> I'm<00:40:41.355> there.

00:40:42.495 --> 00:40:44.246
He<00:40:42.639> goes,<00:40:43.121> I<00:40:43.169> don't<00:40:43.459> want<00:40:43.603> to<00:40:43.683> just<00:40:43.860> hit<00:40:44.005> a<00:40:44.085> 1.

00:40:44.647 --> 00:40:45.707
I<00:40:44.727> want<00:40:44.872> to<00:40:45.049> overachieve.

00:40:45.804 --> 00:40:50.141
Therefore,<00:40:46.205> I'll<00:40:46.350> do<00:40:46.510> a<00:40:46.591> 3<00:40:46.832> or<00:40:46.992> a<00:40:47.073> 4,<00:40:48.583> and<00:40:48.984> I'll<00:40:49.161> get<00:40:49.546> over<00:40:49.723> 15.

00:40:50.189 --> 00:40:53.755
I'll<00:40:50.285> do<00:40:50.446> an<00:40:50.510> 18<00:40:50.912> out<00:40:51.024> of<00:40:51.072> 15,<00:40:51.570> and<00:40:51.667> I'll<00:40:51.811> be<00:40:51.891> successful,<00:40:52.438> and<00:40:52.486> I'll<00:40:52.566> spend<00:40:52.759> a<00:40:52.775> lot<00:40:53.032> of<00:40:53.080> time<00:40:53.257> watching<00:40:53.578> O.J.

00:40:53.851 --> 00:40:54.108
Simpson.

00:40:54.863 --> 00:40:55.987
He<00:40:55.008> goes,<00:40:55.184> now<00:40:55.345> let's<00:40:55.506> look<00:40:55.682> at<00:40:55.811> you.

00:40:56.068 --> 00:40:59.296
He<00:40:56.148> goes,<00:40:56.373> you<00:40:56.453> get<00:40:56.550> a<00:40:56.566> 5<00:40:57.256> for<00:40:57.754> your<00:40:57.979> job<00:40:58.638> and<00:40:58.702> your<00:40:58.798> territory.

00:40:59.842 --> 00:41:02.445
And<00:40:59.939> he<00:41:00.019> goes,<00:41:00.951> but<00:41:01.015> he<00:41:01.111> goes,<00:41:01.770> look<00:41:01.931> at<00:41:01.995> your<00:41:02.091> skill.

00:41:02.734 --> 00:41:09.138
He<00:41:02.878> goes,<00:41:03.055> you're<00:41:03.280> a<00:41:03.360> 1,<00:41:04.661> and<00:41:04.742> therefore,<00:41:05.689> if<00:41:05.802> you're<00:41:05.962> 6<00:41:06.428> out<00:41:06.508> of<00:41:06.573> 15,<00:41:07.712> He<00:41:07.792> goes,<00:41:08.097> the<00:41:08.193> only<00:41:08.337> other<00:41:08.513> variable<00:41:08.834> is<00:41:08.914> time.

00:41:10.212 --> 00:41:12.167
So<00:41:10.356> how<00:41:10.500> are<00:41:10.532> you<00:41:10.613> going<00:41:10.693> to<00:41:10.757> be—<00:41:11.061> how<00:41:11.222> are<00:41:11.254> you<00:41:11.334> going<00:41:11.430> to<00:41:11.462> get<00:41:11.542> to<00:41:11.702> 15?

00:41:12.519 --> 00:41:13.545
I'm<00:41:12.616> like,<00:41:13.176> time.

00:41:14.346 --> 00:41:19.795
And<00:41:14.394> he<00:41:14.442> goes,<00:41:15.147> so<00:41:15.324> you<00:41:15.388> got<00:41:15.468> to<00:41:15.564> put<00:41:15.724> in<00:41:16.109> at<00:41:16.285> least<00:41:16.686> a<00:41:16.702> 9,<00:41:17.487> but<00:41:17.631> you<00:41:17.711> better<00:41:17.888> be<00:41:18.048> ready<00:41:18.288> to<00:41:18.368> commit<00:41:18.833> actually<00:41:19.073> a<00:41:19.154> 10<00:41:19.346> or<00:41:19.426> 11.

00:41:20.756 --> 00:41:24.554
And,<00:41:21.637> and<00:41:21.734> then<00:41:21.878> he<00:41:21.974> said,<00:41:22.615> now<00:41:22.775> here's<00:41:23.096> the<00:41:23.240> kicker<00:41:23.640> that<00:41:23.737> people<00:41:24.057> don't<00:41:24.297> get.

00:41:25.083 --> 00:41:27.118
He<00:41:25.179> goes,<00:41:25.483> so<00:41:25.579> that<00:41:25.820> seems<00:41:26.140> pretty—<00:41:26.381> he<00:41:26.605> goes,<00:41:26.781> do<00:41:26.845> you<00:41:26.925> understand?

00:41:27.166 --> 00:41:28.608
I'm<00:41:27.262> like,<00:41:27.406> yeah,<00:41:27.518> it<00:41:27.647> makes<00:41:27.887> complete<00:41:28.239> sense.

00:41:28.864 --> 00:41:33.431
And<00:41:28.944> I,<00:41:29.169> I<00:41:29.249> go,<00:41:29.730> that's<00:41:29.906> how<00:41:30.050> I<00:41:30.130> was<00:41:30.291> thinking<00:41:30.467> anyways,<00:41:30.867> work<00:41:31.092> my<00:41:31.268> butt<00:41:31.428> off<00:41:31.653> to<00:41:31.813> get<00:41:31.989> it,<00:41:32.085> to<00:41:32.213> achieve<00:41:32.550> it<00:41:32.854> till<00:41:33.031> I<00:41:33.111> grow.

00:41:33.832 --> 00:41:43.903
He<00:41:33.928> goes,<00:41:34.089> now<00:41:34.233> here's<00:41:34.538> what<00:41:34.618> people<00:41:34.955> don't<00:41:35.179> do<00:41:36.478> is<00:41:36.623> after<00:41:36.879> they've<00:41:37.088> been<00:41:37.184> in<00:41:37.264> the<00:41:37.360> role<00:41:37.665> for<00:41:37.825> 6<00:41:38.146> months<00:41:38.403> or<00:41:38.547> a<00:41:38.627> year,<00:41:39.509> they<00:41:39.605> don't<00:41:39.910> actually<00:41:40.728> take<00:41:40.985> a<00:41:41.033> step<00:41:41.370> back<00:41:41.690> and<00:41:41.770> say,<00:41:42.236> territory,<00:41:43.454> is<00:41:43.535> it<00:41:43.615> a<00:41:43.679> 5?

00:41:44.481 --> 00:41:47.832
Because<00:41:44.673> it<00:41:44.737> can<00:41:44.978> be<00:41:45.122> a<00:41:45.138> 3<00:41:45.940> or<00:41:45.972> it<00:41:46.020> can<00:41:46.261> be<00:41:46.341> a<00:41:46.357> 7,<00:41:47.287> the<00:41:47.383> first<00:41:47.688> thing.

00:41:48.426 --> 00:41:51.361
And<00:41:48.490> then<00:41:48.666> they<00:41:48.811> don't<00:41:49.003> assess<00:41:49.404> a<00:41:49.468> self,<00:41:50.030> self-assess<00:41:50.815> themselves.

00:41:52.018 --> 00:41:56.476
So<00:41:52.162> he<00:41:52.259> goes,<00:41:52.515> a<00:41:52.595> year<00:41:52.820> from<00:41:52.996> now,<00:41:53.157> what<00:41:53.301> you<00:41:53.397> need<00:41:53.558> to<00:41:53.638> do<00:41:53.862> is<00:41:53.959> say,<00:41:54.680> okay,<00:41:55.322> my<00:41:55.418> skill<00:41:55.707> level<00:41:55.963> was<00:41:56.140> a<00:41:56.268> 1.

00:41:56.925 --> 00:41:58.096
My<00:41:57.086> time's<00:41:57.567> an<00:41:57.711> 11.

00:41:58.930 --> 00:42:05.273
Is<00:41:59.074> my<00:41:59.668> is<00:41:59.796> my<00:41:59.893> skill<00:42:00.214> level<00:42:00.535> going<00:42:00.840> up<00:42:01.161> to<00:42:01.338> a<00:42:01.354> 3<00:42:01.724> or<00:42:01.884> a<00:42:01.964> 4<00:42:02.221> or<00:42:02.382> a<00:42:02.462> 5<00:42:03.522> so<00:42:03.683> that<00:42:03.827> I<00:42:03.891> can<00:42:04.004> start<00:42:04.309> bringing<00:42:04.630> down<00:42:04.855> my<00:42:05.016> time?

00:42:06.075 --> 00:42:08.500
He<00:42:06.140> goes,<00:42:06.300> how<00:42:06.397> much<00:42:06.573> time<00:42:06.878> you<00:42:06.959> put<00:42:07.280> in,<00:42:07.440> you<00:42:07.601> can<00:42:07.746> always<00:42:08.003> decide.

00:42:08.966 --> 00:42:17.076
But<00:42:09.014> he<00:42:09.046> goes,<00:42:09.223> if<00:42:09.351> your<00:42:09.448> skill<00:42:09.753> level<00:42:09.914> is<00:42:10.010> not<00:42:10.170> going<00:42:10.476> up,<00:42:10.716> he<00:42:10.749> goes,<00:42:10.861> because<00:42:11.118> most<00:42:11.278> people<00:42:11.519> don't<00:42:11.857> actually<00:42:12.162> take<00:42:12.338> the<00:42:12.483> time<00:42:12.756> to,<00:42:13.318> to<00:42:13.527> really<00:42:13.944> assess<00:42:14.330> themselves<00:42:14.747> and<00:42:14.828> decide,<00:42:15.952> am<00:42:16.048> I<00:42:16.193> good<00:42:16.353> at<00:42:16.433> this<00:42:16.594> job?

00:42:17.156 --> 00:42:18.457
Do<00:42:17.301> I<00:42:17.381> have<00:42:17.477> the<00:42:17.574> skills<00:42:18.023> that<00:42:18.184> I<00:42:18.216> need?

00:42:18.505 --> 00:42:22.793
Are<00:42:18.601> they,<00:42:19.083> you<00:42:19.115> know,<00:42:19.163> are<00:42:19.244> they<00:42:19.549> honest<00:42:19.806> enough<00:42:20.047> with<00:42:20.191> themselves<00:42:20.609> that,<00:42:20.753> you<00:42:20.785> know<00:42:20.930> what,<00:42:21.090> maybe<00:42:21.315> I<00:42:21.331> should,<00:42:21.733> I<00:42:21.893> need<00:42:22.054> to<00:42:22.134> do<00:42:22.295> a<00:42:22.311> different<00:42:22.600> job?

00:42:22.857 --> 00:42:28.538
And,<00:42:23.258> and<00:42:23.323> it<00:42:23.403> was<00:42:23.564> fascinating<00:42:23.981> because<00:42:24.383> during<00:42:24.607> that<00:42:24.768> time<00:42:25.089> there<00:42:25.185> was<00:42:25.330> another<00:42:25.587> new<00:42:25.748> salesperson<00:42:26.470> who<00:42:26.615> was<00:42:27.256> also<00:42:28.138> doing<00:42:28.378> this.

00:42:28.859 --> 00:42:34.740
And,<00:42:29.580> and<00:42:30.301> I<00:42:30.397> remember<00:42:30.637> saying<00:42:30.958> to<00:42:31.054> him,<00:42:31.294> 6<00:42:31.599> months<00:42:31.839> in<00:42:31.903> the<00:42:31.984> role,<00:42:32.160> I'm<00:42:32.256> like,<00:42:33.041> dude,<00:42:33.282> you<00:42:33.362> shouldn't<00:42:33.682> be<00:42:33.826> doing<00:42:34.163> a<00:42:34.179> sales<00:42:34.483> job.

00:42:34.868 --> 00:42:37.015
You,<00:42:35.189> you're<00:42:35.525> like,<00:42:35.910> you're<00:42:36.006> just<00:42:36.631> horrible.

00:42:37.352 --> 00:42:39.451
Like,<00:42:37.849> I'm<00:42:38.089> telling<00:42:38.554> you<00:42:38.586> as<00:42:38.650> a<00:42:38.666> friend,<00:42:38.970> you're<00:42:39.131> horrible.

00:42:39.916 --> 00:42:44.723
You<00:42:40.012> should<00:42:40.252> be—<00:42:40.573> you<00:42:40.733> need<00:42:40.910> to<00:42:41.038> go—<00:42:41.454> you're<00:42:41.631> not<00:42:41.935> really<00:42:42.175> great<00:42:42.416> with<00:42:42.560> people,<00:42:42.961> you're<00:42:43.041> super<00:42:43.522> awkward,<00:42:43.858> but<00:42:44.002> you're<00:42:44.099> very<00:42:44.355> smart.

00:42:44.820 --> 00:42:47.961
You<00:42:44.964> haven't—<00:42:45.541> like,<00:42:45.781> go<00:42:46.102> get,<00:42:46.663> go<00:42:46.823> get<00:42:46.999> an<00:42:47.079> accountant's<00:42:47.784> job.

00:42:48.025 --> 00:42:51.005
Like,<00:42:48.169> do<00:42:48.265> something<00:42:48.666> different<00:42:49.066> that's<00:42:49.627> like—<00:42:49.787> you're<00:42:49.932> more—<00:42:50.252> you're<00:42:50.412> great<00:42:50.573> with<00:42:50.733> math.

00:42:51.069 --> 00:42:53.490
Like,<00:42:51.214> go<00:42:51.310> do<00:42:51.470> something<00:42:51.855> that<00:42:52.015> really<00:42:52.576> plays<00:42:52.912> to<00:42:52.977> your<00:42:53.089> strengths.

00:42:53.554 --> 00:42:55.654
You're<00:42:53.698> trying<00:42:53.874> to<00:42:53.955> be<00:42:54.051> a<00:42:54.099> sales<00:42:54.435> rep.<00:42:54.612> You'll<00:42:54.708> never<00:42:54.997> be<00:42:55.141> successful.

00:42:55.702 --> 00:43:12.246
And<00:42:55.782> sure<00:42:55.958> enough,<00:42:56.744> you<00:42:56.776> know,<00:42:56.824> I<00:42:56.920> bumped<00:42:57.161> into<00:42:57.385> him<00:42:57.626> 30<00:42:58.283> plus,<00:42:58.668> 30<00:42:58.844> years<00:42:59.405> later,<00:42:59.790> and,<00:43:00.511> and<00:43:00.688> he<00:43:00.928> has<00:43:01.152> had<00:43:01.409> a<00:43:01.713> very,<00:43:02.210> very<00:43:02.756> underwhelming,<00:43:04.359> unsuccessful<00:43:05.016> career<00:43:05.401> because<00:43:05.593> he<00:43:05.737> didn't<00:43:06.042> actually,<00:43:06.779> wasn't<00:43:07.164> self,<00:43:07.982> you<00:43:08.062> know,<00:43:08.623> reflective<00:43:09.104> enough<00:43:09.905> to<00:43:10.050> accept<00:43:10.627> that<00:43:11.172> he's<00:43:11.268> gonna<00:43:11.428> suck<00:43:11.733> at<00:43:11.813> that<00:43:11.989> job.

00:43:13.095 --> 00:43:18.225
And<00:43:13.176> so<00:43:13.336> I<00:43:13.512> think<00:43:14.137> in<00:43:14.314> life,<00:43:14.779> you<00:43:14.859> look<00:43:15.035> at<00:43:15.099> all<00:43:15.260> jobs,<00:43:15.596> and<00:43:15.741> I,<00:43:15.981> I've<00:43:16.141> applied<00:43:16.558> that<00:43:16.815> model<00:43:17.119> to<00:43:17.280> my<00:43:17.440> CEO<00:43:17.985> job.

00:43:18.562 --> 00:43:23.178
And<00:43:18.786> the<00:43:18.963> previous<00:43:19.299> jobs<00:43:19.684> and<00:43:19.828> everything<00:43:20.149> I've<00:43:20.245> done,<00:43:20.421> I'm<00:43:20.549> like,<00:43:21.062> okay,<00:43:21.287> I<00:43:21.367> know<00:43:21.527> I'm<00:43:21.623> going<00:43:21.703> to<00:43:21.736> have<00:43:21.848> to<00:43:21.928> put<00:43:22.152> in<00:43:22.248> a<00:43:22.409> ton<00:43:22.665> of<00:43:22.729> time.

00:43:23.755 --> 00:43:31.849
My<00:43:23.851> skill<00:43:24.204> level<00:43:24.380> is<00:43:24.476> going<00:43:24.556> to<00:43:24.653> come<00:43:24.877> up<00:43:25.694> and<00:43:25.759> then<00:43:25.919> it<00:43:25.999> really<00:43:26.175> just<00:43:26.336> comes<00:43:26.512> down<00:43:26.752> to<00:43:26.897> do<00:43:27.041> I<00:43:27.057> want<00:43:27.185> to<00:43:27.217> continue<00:43:27.634> to<00:43:27.858> put<00:43:28.019> in<00:43:28.099> as<00:43:28.243> much<00:43:28.419> time,<00:43:28.804> which<00:43:28.964> means<00:43:29.141> I<00:43:29.221> can<00:43:29.301> get<00:43:29.525> to<00:43:29.621> an<00:43:29.766> 18<00:43:30.166> or<00:43:30.262> a<00:43:30.343> 22<00:43:30.904> out<00:43:30.984> of<00:43:31.048> 15,<00:43:31.561> right?

00:43:32.330 --> 00:43:38.741
Or<00:43:32.490> do<00:43:32.603> I<00:43:32.651> want<00:43:32.827> to<00:43:32.939> tail<00:43:33.067> it<00:43:33.148> back<00:43:33.548> and<00:43:33.628> I,<00:43:33.709> you<00:43:33.965> know,<00:43:34.173> balance<00:43:34.446> it<00:43:34.574> out<00:43:34.766> so<00:43:35.776> that,<00:43:36.257> you<00:43:36.353> know,<00:43:36.433> who<00:43:36.578> gave<00:43:36.690> me<00:43:36.994> a,<00:43:37.315> who<00:43:37.475> gave<00:43:37.796> me<00:43:37.956> a<00:43:38.261> break?

00:43:38.918 --> 00:43:42.893
I<00:43:38.998> would<00:43:39.142> say<00:43:39.382> that<00:43:39.719> person,<00:43:40.520> Paul,<00:43:41.001> and<00:43:41.065> he's<00:43:41.242> got<00:43:41.338> a<00:43:41.402> bunch<00:43:41.642> of<00:43:41.723> other<00:43:41.947> really<00:43:42.123> great<00:43:42.284> stories.

00:43:43.406 --> 00:43:51.334
He<00:43:43.790> has,<00:43:44.351> he,<00:43:44.832> the<00:43:45.088> impact<00:43:45.569> he<00:43:45.730> had<00:43:45.890> on<00:43:45.986> my<00:43:46.194> career<00:43:47.237> I<00:43:47.318> have<00:43:47.414> thanked<00:43:47.880> him<00:43:48.057> many<00:43:48.362> times,<00:43:49.261> was<00:43:49.647> beyond<00:43:50.145> profound,<00:43:51.093> right?

00:43:51.736 --> 00:43:52.683
And<00:43:51.816> I'm<00:43:51.912> so<00:43:52.378> lucky.

00:43:52.780 --> 00:43:55.607
Like,<00:43:53.262> he<00:43:53.422> could<00:43:53.615> have<00:43:53.760> just<00:43:53.937> said<00:43:55.447> no.

00:43:56.491 --> 00:44:02.532
Yeah,<00:43:57.616> but<00:43:57.776> he<00:43:57.937> took<00:43:58.242> the<00:43:58.339> time<00:43:59.544> to,<00:44:00.347> to<00:44:00.572> teach<00:44:01.134> a<00:44:01.230> lowly<00:44:01.632> person<00:44:02.114> like<00:44:02.355> me.

00:44:02.982 --> 00:44:16.024
And<00:44:03.480> the<00:44:03.705> impact<00:44:04.283> I<00:44:04.363> attribute—<00:44:05.086> like,<00:44:05.327> he<00:44:05.552> basically,<00:44:06.355> in<00:44:06.532> that<00:44:06.773> moment,<00:44:07.335> in<00:44:07.416> the<00:44:07.496> first<00:44:08.380> 15<00:44:08.781> minutes<00:44:09.103> of<00:44:09.167> our<00:44:09.263> conversation,<00:44:10.050> I<00:44:10.227> had<00:44:10.388> the<00:44:10.532> benefit<00:44:11.432> of<00:44:11.593> 3<00:44:11.834> life<00:44:12.139> lessons<00:44:12.717> that<00:44:12.878> have<00:44:13.103> literally<00:44:14.083> shaped<00:44:15.190> my<00:44:15.350> entire<00:44:15.767> career.

00:44:16.730 --> 00:44:16.923
Right.

00:44:17.276 --> 00:44:19.025
So<00:44:18.640> I<00:44:18.720> love<00:44:18.961> that.

00:44:19.153 --> 00:44:20.950
Success<00:44:20.004> equals<00:44:20.405> 15.

00:44:21.720 --> 00:44:22.860
Success<00:44:22.186> equals<00:44:22.507> 15.

00:44:23.052 --> 00:44:26.133
And<00:44:23.133> it's,<00:44:23.855> it's—<00:44:24.176> I've<00:44:24.272> told<00:44:24.577> that<00:44:24.737> story<00:44:25.235> hundreds<00:44:25.636> of<00:44:25.716> times.

00:44:26.197 --> 00:44:30.578
And,<00:44:26.743> you<00:44:26.775> know,<00:44:27.738> someone<00:44:28.107> actually<00:44:28.364> just<00:44:28.524> made<00:44:28.604> a<00:44:28.749> joke<00:44:28.989> to<00:44:29.086> me<00:44:29.246> this<00:44:29.711> morning<00:44:29.984> about<00:44:30.129> something<00:44:30.434> else.

00:44:30.626 --> 00:44:34.076
He<00:44:30.706> goes,<00:44:31.011> well,<00:44:31.733> if<00:44:32.359> nothing<00:44:32.680> else,<00:44:33.017> I've<00:44:33.113> known<00:44:33.274> you<00:44:33.402> for<00:44:33.579> 20<00:44:33.883> years.

00:44:34.124 --> 00:44:36.002
He<00:44:34.204> goes,<00:44:34.381> you're<00:44:34.541> probably<00:44:34.846> the<00:44:34.878> most<00:44:35.103> persistent<00:44:35.665> person.

00:44:36.066 --> 00:44:37.702
I'm<00:44:36.178> like,<00:44:36.371> 5<00:44:36.547> nos<00:44:36.772> to<00:44:36.852> make<00:44:37.044> a<00:44:37.109> yes,<00:44:37.526> right?

00:44:37.911 --> 00:44:39.965
And,<00:44:38.152> you<00:44:38.296> know,<00:44:38.633> that<00:44:38.858> can<00:44:38.970> drive<00:44:39.195> some<00:44:39.355> people<00:44:39.660> crazy.

00:44:40.093 --> 00:44:41.441
So<00:44:40.302> 5<00:44:40.559> nos<00:44:40.719> to<00:44:40.815> make<00:44:41.056> a<00:44:41.104> yes.

00:44:41.680 --> 00:44:43.770
Always<00:44:42.130> be<00:44:42.390> learning,<00:44:42.930> right?

00:44:43.770 --> 00:44:45.240
And,<00:44:43.970> and<00:44:44.190> by<00:44:44.270> the<00:44:44.410> way,<00:44:44.490> it's<00:44:44.610> so<00:44:44.770> much<00:44:44.890> easier.

00:44:45.290 --> 00:44:51.930
When<00:44:45.330> I<00:44:45.490> was<00:44:45.710> at<00:44:46.050> that<00:44:46.230> time,<00:44:47.210> I<00:44:47.430> had,<00:44:47.830> I<00:44:47.831> couldn't<00:44:47.950> afford,<00:44:48.590> like,<00:44:48.710> I<00:44:48.711> remember<00:44:48.970> Anthony<00:44:49.350> Robbins<00:44:49.730> books<00:44:50.050> were,<00:44:50.490> Tony<00:44:50.550> Robbins,<00:44:50.970> remember<00:44:51.070> him,<00:44:51.590> right?

00:44:51.930 --> 00:44:51.990
Mm-hmm.

00:44:51.990 --> 00:44:52.230
Oh<00:44:52.110> yeah.

00:44:52.230 --> 00:44:54.530
They<00:44:52.290> were<00:44:52.410> like<00:44:52.610> $400<00:44:53.310> to<00:44:53.710> buy<00:44:53.870> the<00:44:54.030> tapes.

00:44:54.570 --> 00:44:56.570
Like,<00:44:54.710> I'm<00:44:54.890> making<00:44:55.030> $1,000<00:44:55.530> a<00:44:55.770> month,<00:44:56.050> man.

00:44:56.570 --> 00:44:57.370
How<00:44:56.690> am<00:44:56.810> I<00:44:56.850> gonna<00:44:56.950> pay<00:44:57.110> that?

00:44:57.370 --> 00:45:02.330
So<00:44:57.550> what<00:44:57.710> I<00:44:57.850> ended<00:44:57.949> up<00:44:58.090> doing<00:44:58.210> was<00:44:58.350> I<00:44:58.450> found<00:44:58.590> a<00:44:58.790> place<00:44:58.930> that<00:44:59.170> rented<00:44:59.570> books<00:45:00.350> and<00:45:01.110> I<00:45:01.230> would<00:45:01.410> take<00:45:01.610> 'em<00:45:01.770> home.

00:45:02.330 --> 00:45:06.430
I<00:45:02.430> would<00:45:02.730> tape<00:45:03.090> them<00:45:03.830> onto,<00:45:04.690> you<00:45:04.730> know,<00:45:04.970> using<00:45:05.110> one<00:45:05.290> of<00:45:05.370> those<00:45:05.470> dual<00:45:05.850> tape<00:45:06.110> decks.

00:45:06.430 --> 00:45:09.550
For<00:45:06.510> those<00:45:06.690> of<00:45:06.830> you<00:45:06.870> listening<00:45:07.210> who<00:45:07.390> don't<00:45:07.510> understand<00:45:07.770> what<00:45:07.930> a<00:45:08.050> tape<00:45:08.170> deck<00:45:08.370> is,<00:45:08.710> Google<00:45:08.830> it,<00:45:09.230> right?

00:45:10.233 --> 00:45:10.537
Right.

00:45:11.034 --> 00:45:23.890
And<00:45:11.179> I<00:45:11.195> would,<00:45:11.900> I<00:45:11.980> would,<00:45:12.301> I<00:45:12.397> would<00:45:12.557> make<00:45:12.798> the<00:45:12.942> tapes<00:45:13.439> and<00:45:13.519> I<00:45:13.583> had<00:45:13.759> this<00:45:13.920> big<00:45:14.320> tape<00:45:14.625> deck<00:45:14.882> in<00:45:14.914> my,<00:45:15.603> my<00:45:15.907> Volkswagen<00:45:16.549> Fox<00:45:17.206> that<00:45:17.510> I<00:45:17.591> would<00:45:17.751> listen<00:45:18.152> to<00:45:18.809> sales<00:45:19.146> tapes<00:45:19.450> of<00:45:19.594> Brian<00:45:19.851> Tracy<00:45:20.476> and<00:45:20.572> all<00:45:20.733> this<00:45:20.957> kind<00:45:21.069> of<00:45:21.133> stuff<00:45:21.598> as<00:45:21.758> I<00:45:21.855> drove<00:45:22.560> because<00:45:22.897> I<00:45:22.929> didn't<00:45:23.089> have<00:45:23.153> a<00:45:23.201> cell<00:45:23.377> phone<00:45:23.762> either.

00:45:23.939 --> 00:45:24.500
I<00:45:24.003> couldn't<00:45:24.179> do<00:45:24.339> work.

00:45:24.596 --> 00:45:30.222
So,<00:45:25.365> you<00:45:25.445> know,<00:45:25.638> and,<00:45:26.087> and<00:45:26.263> so<00:45:26.503> I,<00:45:26.728> I<00:45:26.744> just<00:45:26.904> found<00:45:27.289> how<00:45:27.385> to<00:45:27.481> do<00:45:27.642> it<00:45:27.786> versus<00:45:28.106> today,<00:45:29.132> auto<00:45:29.613> audible<00:45:30.030> books.

00:45:30.270 --> 00:45:33.188
Like<00:45:30.447> I<00:45:30.463> remember<00:45:30.832> a<00:45:30.896> couple<00:45:31.136> years<00:45:31.328> ago,<00:45:31.489> my<00:45:31.649> son,<00:45:32.034> I<00:45:32.114> walked<00:45:32.354> by<00:45:32.499> him,<00:45:32.595> I'm<00:45:32.755> like,<00:45:32.915> what<00:45:32.964> are<00:45:32.996> you<00:45:33.076> doing?

00:45:33.236 --> 00:45:43.996
And<00:45:33.396> he's<00:45:33.541> like,<00:45:34.342> I'm<00:45:34.438> listening<00:45:34.903> to,<00:45:35.464> uh,<00:45:36.025> a<00:45:36.041> professor<00:45:36.602> at<00:45:36.779> Stanford<00:45:37.212> or<00:45:37.324> something<00:45:37.564> like<00:45:37.724> that<00:45:37.965> who's<00:45:38.590> on<00:45:38.686> YouTube<00:45:39.392> who<00:45:39.488> has<00:45:39.648> taped<00:45:40.033> all<00:45:40.289> or<00:45:40.369> has,<00:45:40.770> has<00:45:40.914> recorded<00:45:41.411> all<00:45:41.460> all<00:45:41.492> of<00:45:41.572> his<00:45:41.668> sessions<00:45:42.455> and<00:45:42.519> he's<00:45:42.631> doing<00:45:42.936> every<00:45:43.177> week<00:45:43.402> of<00:45:43.562> World<00:45:43.739> War<00:45:43.964> I.

00:45:44.541 --> 00:45:47.029
So<00:45:44.927> if<00:45:45.023> you,<00:45:45.184> you<00:45:45.264> know,<00:45:46.066> and<00:45:46.131> that's<00:45:46.371> free<00:45:46.692> on<00:45:46.789> YouTube.

00:45:47.174 --> 00:45:52.166
If<00:45:47.254> you<00:45:47.495> want<00:45:47.639> to<00:45:47.752> learn<00:45:48.554> about,<00:45:49.421> you<00:45:49.453> know,<00:45:49.742> anything<00:45:50.224> these<00:45:50.465> days,<00:45:51.203> there's<00:45:51.444> no<00:45:51.604> excuse.

00:45:52.391 --> 00:45:54.012
For<00:45:52.471> me,<00:45:52.648> it<00:45:52.792> was<00:45:52.904> an<00:45:52.985> affordability<00:45:53.691> issue.

00:45:54.798 --> 00:45:57.463
You<00:45:54.831> know,<00:45:55.039> by<00:45:55.136> the<00:45:55.200> way,<00:45:55.296> you<00:45:55.360> can<00:45:55.457> look<00:45:55.633> up<00:45:55.762> what<00:45:55.858> a<00:45:55.874> library<00:45:56.420> is<00:45:56.580> to<00:45:56.805> kids,<00:45:57.206> right?

00:45:57.527 --> 00:45:59.470
Like,<00:45:57.768> you<00:45:57.800> know,<00:45:57.945> you<00:45:58.009> had<00:45:58.105> to<00:45:58.185> go<00:45:58.218> to<00:45:58.282> the<00:45:58.346> library<00:45:58.747> and<00:45:58.844> stuff<00:45:59.132> like<00:45:59.213> that.

00:45:59.550 --> 00:46:01.107
You<00:45:59.614> couldn't<00:45:59.807> afford<00:46:00.096> it<00:46:00.256> right<00:46:00.978> now.

00:46:01.235 --> 00:46:02.166
There's<00:46:01.540> no<00:46:01.701> excuses.

00:46:02.263 --> 00:46:03.579
And<00:46:02.343> then<00:46:02.519> Success<00:46:02.985> Equals<00:46:03.242> 15.

00:46:05.007 --> 00:46:05.377
I<00:46:05.072> love<00:46:05.264> it.

00:46:05.649 --> 00:46:07.592
Michael,<00:46:06.035> thank<00:46:06.211> you<00:46:06.292> so<00:46:06.500> much<00:46:06.757> for<00:46:06.853> spending<00:46:07.110> the<00:46:07.190> time<00:46:07.415> with<00:46:07.560> us.

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Seriously,<00:46:08.057> it<00:46:08.089> means<00:46:08.314> a<00:46:08.442> lot.

00:46:08.619 --> 00:46:09.325
That<00:46:08.747> was<00:46:08.860> incredible.

00:46:09.796 --> 00:46:11.718
Um,<00:46:10.281> I'm<00:46:10.378> sure<00:46:10.539> we'll<00:46:10.685> talk<00:46:10.879> to<00:46:10.927> you<00:46:11.008> again<00:46:11.266> sometime.

00:46:12.542 --> 00:46:13.980
Congratulations,<00:46:13.204> everything<00:46:13.527> you're<00:46:13.608> building.

00:46:14.642 --> 00:46:15.773
Uh,<00:46:14.884> best<00:46:15.126> of<00:46:15.223> luck,<00:46:15.450> my<00:46:15.546> friend.

00:46:16.690 --> 00:46:17.167
Thank<00:46:16.821> you,<00:46:16.953> Clint.

00:46:17.216 --> 00:46:19.125
It<00:46:17.512> was<00:46:17.874> a<00:46:18.105> great<00:46:18.368> pleasure<00:46:18.713> to<00:46:18.845> be<00:46:19.010> on.

00:46:19.191 --> 00:46:19.964
I<00:46:19.256> really<00:46:19.503> appreciate<00:46:19.832> it.