Pizza, beer, and the limits of streaming video

Ben Chodor's first business put streaming video into hospitals, back when almost nobody was watching video on the internet. He founded and ran Stream57, a webcasting company. He was global head of streaming and virtual events at InterCall. He ran Notified, a communications cloud for events, public relations, and investor relations. When the pandemic emptied every conference hall in the world, he wrote the book on how to replace them. Since CallRevu named him CEO in August 2023, he has been selling car dealership software that listens to phone calls so a human doesn't have to, and this January the company announced Dylan AI, an AI receptionist built into the phone system itself.

He is also completely certain that you cannot mentor anyone over Zoom.

"The hardest thing to do in the world, and I love to mentor, is you can't mentor over Zoom the same way you can mentor when you're with someone over a cup of coffee or a lunch or in a conference room," he said on the CEO.com Podcast.

This is not a contradiction he seems especially troubled by, and it may be the most useful thing about him. Few people have spent more of a career finding out where remote substitutes for present, which means few people have better data on where it stops working. His answer, arrived at over 25 years and roughly 160 nights a year on airplanes, is that technology moves information beautifully and moves obligation almost not at all.

His evidence for this is a warehouse in New Jersey.

Chodor was 16, working after school stuffing nuts and bolts into boxes for a company that sold to auto dealers and service stations, which is a coincidence he says he had not thought about until the interview. When a rush order came in, the founder, a man named Sam Gilbert, would come back and ask the four high school kids to stay another four hours. He paid them. He also bought pizza and beer, which at 16 registered as an almost unimaginable act of respect.

"He respected our time," Chodor said. "Didn't say you had to do it, appreciate it." After the first couple of times, the kids would do anything Gilbert asked. Years later, when Chodor was struggling at the University of Maryland, Gilbert happened to be in the state on business and drove to campus to take him to lunch. He was Chodor's first mentor. He is the dedication in the book Chodor published in 2020.

Nothing about that transaction was information. It was pizza, a car ride, and maybe six dollars an hour.

The reordering

Early in his career, running a company he had founded himself, Chodor kept a priority list in his head. Customers, payables and receivables, technology, and then, somewhere around fifth, employees. A chief operating officer told him he had it upside down.

"He goes, no man, you treat your employees really good," Chodor said. "You empower your employees, have transparency with your employees. You never have to worry about your customers because they're going to worry about your customers and they're going to take care of it."

The version of this that shows up on his calendar is unusual. Most executives defend blank space. Chodor asks his employees to fill it. "If you want to get 15 minutes with me, 30 minutes with me, book it," he said. He skips levels on purpose, on the theory that his executives tell him what executives are supposed to tell him. "They lie to me in a good way because they know what their job is. And if they need me for every decision, then I don't really need them." He sits in on customer calls where he adds nothing, because he wants the customer to know the CEO was on the call.

He was 90 days into the job when this conversation was recorded, and what he described was less a plan to build a culture than a plan to take something off an existing one. CallRevu was founded inside a dealership in 2008 and had a long-established way of operating. "My first thing is how do I unshackle this team?" The test he set for himself was what happens to a mediocre idea when an employee volunteers it. The answer should be a clear no with the reasoning attached, delivered fast enough that the next idea still gets said out loud.

Whether that worked is now a matter of public record in the form of transactions. CallRevu acquired TotalCX in May 2024, a call management and hosted telephony platform the company said would establish it as the leading force in the category. In October 2025, Astira Capital Partners bought the company from Serent Capital, which had held it since 2017. In April 2026, CallRevu acquired Calldrip, a lead engagement company, and Chodor described the result as evolving from call intelligence into a true omnichannel platform.

His read on private equity ownership is that it clarifies rather than constrains. He has raised venture money, self-funded, and sold companies. The venture version, he said, involves a moving goalpost. "Private equity is, I know what they expect from me." He extends the automotive metaphor further than strictly necessary. "I'm going to treat this car. I'm not going to let anything happen to it, and I'm going to return the car in better shape than when I got it."

What the machine is good at

CallRevu was doing machine learning before the industry agreed to start calling it AI. The product takes every call into and out of a dealership, transcribes it, scores sentiment, and hands the dealer something usable. "Our accuracy of collecting all the information on the calls, making sentiment, and giving really valuable information back to the dealership, back to the salespeople to help them close more business is huge," Chodor said. Work that took hours or days two years earlier takes minutes.

On the jobs question, he borrows a framing from Adobe's chief executive, that the technology's real function is to remove the terror of a blank page. "It's better at giving you really good information. It is better about accuracy; if anything, it will do the tasks that none of us want to do." He expects a new class of work to appear around directing it, communication engineers and marketing engineers, people whose skill is knowing what to ask for.

He is unsentimental about the failure mode. Anyone who reads a paragraph no human touched can tell that no human touched it. "Anyone's going to say to me like, hey, I don't need a marketing department now because I'm going to use this. You're going to lose."

The same instinct has since become corporate policy. In March, the company published a Partner Code of Ethics requiring vendors that touch dealer data or customer conversations to meet CallRevu's own standard for handling it. "We think about liability as a service," Chodor said in that announcement. The theme the company set for 2026 is Take Action, Stay Human, which is the kind of slogan that means nothing unless the person saying it has spent a career finding the seam.

Chodor keeps most of himself out of public argument. He thinks every employee at a company they believe in should be a micro-influencer for it, and that the CEO who hides behind the brand is a relic. On politics and macroeconomics, he declines, partly on the grounds that he does not think he has the standing. The exception he makes is mental health, and specifically Bring Change to Mind, whose student-led clubs now run in 540 high schools across 43 states.

He has been a harder case on his own family than on anyone else. Two rules, kept since he was 25: no flying on Sundays, home by Friday. Both broken. He and his wife met at Maryland and have been married 30 years, and for most of that time he was on a plane. The image he offers without being asked is himself coaching first base at his son's Little League game, 11 or 12 years old, with a Blackberry in his hand.

"I was there," he said. "I wasn't paying a hundred percent attention, but at least my son knew I was there. And in hindsight, looking back, I wish I put down the Blackberry and paid more attention, but I was there."

Then the pandemic grounded him, and he spent two years having dinner with his wife and his twins, who are 29 now. He came out of it convinced he pays better attention than he used to, and convinced that most people can do most of their work from anywhere, and still convinced that some things only transmit in a room. He was in New York on September 11 and walked home through the Lincoln Tunnel, which is another thing that does not compress into a file.

He cannot tell you precisely where the line runs. He can tell you it is there, that he has spent 25 years building right up against it, and that on the far side of it is a man he worked for at 16 who bought him a pizza.

00:00:00 Introduction and Ben's Journey to CallRevu
00:04:44 AI's Impact on Jobs and Business
00:10:37 Building Client Intimacy Through Employees
00:12:42 Ben's Daily Routine as CEO
00:19:27 Establishing Culture in a New Organization
00:23:42 Empathetic Leadership and Remote Work
00:31:11 Balancing Career, Fatherhood, and Marriage
00:32:53 Working With Private Equity as CEO
00:35:28 Career Failures and Defining Moments
00:40:10 CEOs as Public Figures and the Macro Environment
00:45:32 Who Gave Ben His First Big Chance

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I,<00:03:24.748> at<00:03:24.908> the<00:03:24.988> end<00:03:25.149> of<00:03:25.229> the<00:03:25.341> day,<00:03:25.469> want<00:03:25.629> to<00:03:25.710> be,<00:03:26.174> you<00:03:26.207> know,<00:03:26.511> put<00:03:26.912> really,<00:03:27.313> really<00:03:27.617> good<00:03:27.793> people<00:03:28.274> around<00:03:28.755> me<00:03:29.557> and<00:03:29.781> empower<00:03:30.583> them<00:03:30.823> to<00:03:30.919> make<00:03:31.160> decisions.

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And<00:03:33.148> that's<00:03:33.340> how<00:03:33.548> you<00:03:33.644> grow<00:03:33.965> an<00:03:34.109> organization<00:03:35.312> and<00:03:36.049> build<00:03:36.450> really<00:03:36.851> good<00:03:37.717> client<00:03:38.199> intimacy.

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It's<00:03:39.580> something<00:03:39.981> that<00:03:40.174> not<00:03:41.330> a<00:03:41.346> lot,<00:03:41.828> not<00:03:42.213> all<00:03:42.326> CEOs<00:03:43.032> really<00:03:43.257> truly<00:03:43.594> understand<00:03:44.140> the<00:03:44.237> importance<00:03:44.799> of<00:03:45.264> how<00:03:45.361> do<00:03:45.425> you<00:03:45.586> build<00:03:46.164> really<00:03:46.565> deep<00:03:47.272> connected<00:03:48.155> relationships<00:03:49.520> with<00:03:49.761> your<00:03:49.938> customers.

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But<00:03:51.078> it<00:03:51.367> all<00:03:51.543> starts<00:03:51.929> with<00:03:52.089> your<00:03:52.202> employees.

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I<00:03:53.053> had<00:03:53.214> a<00:03:53.230> COO<00:03:54.434> once<00:03:54.996> teach<00:03:55.237> me,<00:03:55.960> I<00:03:56.104> used<00:03:56.281> to<00:03:56.586> always<00:03:56.827> think<00:03:56.987> as<00:03:57.084> a<00:03:57.148> startup<00:03:57.501> CEO,<00:03:58.336> right?

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It's<00:03:59.075> all<00:03:59.316> about<00:03:59.573> my<00:03:59.878> customers<00:04:00.601> and<00:04:00.761> payables<00:04:01.323> and<00:04:01.404> receivables<00:04:02.528> and<00:04:03.170> then<00:04:03.347> my<00:04:03.507> technology.

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And<00:04:04.953> number<00:04:05.177> 5<00:04:05.450> or<00:04:05.515> 6<00:04:05.820> on<00:04:05.900> the<00:04:05.980> list<00:04:06.301> was<00:04:06.542> employees.

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Taught<00:04:08.004> me,<00:04:08.164> he<00:04:08.261> goes,<00:04:08.470> no,<00:04:08.582> man,<00:04:08.791> you<00:04:08.967> treat<00:04:09.192> your<00:04:09.273> employees<00:04:10.011> really<00:04:10.477> good.

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You<00:04:10.959> empower<00:04:11.521> your<00:04:11.634> employees,<00:04:12.822> have<00:04:12.983> transparency<00:04:14.011> with<00:04:14.171> your<00:04:14.332> clients,<00:04:15.055> uh,<00:04:15.215> your<00:04:15.312> employees.

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You<00:04:16.195> never<00:04:16.596> have<00:04:16.837> to<00:04:16.982> worry<00:04:17.223> about<00:04:17.399> your<00:04:17.544> customers<00:04:18.443> because<00:04:18.845> they're<00:04:19.070> gonna<00:04:19.246> worry<00:04:19.552> about<00:04:19.728> your<00:04:19.873> customers<00:04:20.371> and<00:04:20.596> they're<00:04:20.772> gonna<00:04:20.933> take<00:04:21.158> care<00:04:21.350> of<00:04:21.495> it.

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And<00:04:22.121> it's<00:04:22.298> something<00:04:22.700> I've<00:04:22.860> taken<00:04:23.647> from<00:04:23.824> that<00:04:23.984> point<00:04:24.450> on<00:04:24.611> in<00:04:24.659> my<00:04:24.932> career.

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Empower<00:04:26.634> your<00:04:26.795> team,<00:04:28.144> be<00:04:28.241> transparent<00:04:28.963> with<00:04:29.188> them,<00:04:29.509> you<00:04:29.542> know,<00:04:29.991> have<00:04:30.248> radical<00:04:30.650> candor<00:04:31.035> with<00:04:31.132> them.

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Mm-hmm.

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With<00:04:32.754> a<00:04:32.882> focus<00:04:33.380> on<00:04:33.750> We're<00:04:33.830> gonna<00:04:34.006> be<00:04:34.262> a<00:04:34.487> really<00:04:35.047> easy<00:04:35.464> company<00:04:35.945> to<00:04:36.249> work<00:04:36.505> for<00:04:37.611> and<00:04:37.787> with.

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And<00:04:38.749> that<00:04:39.293> is<00:04:39.390> how<00:04:39.534> you<00:04:39.630> build<00:04:40.431> client<00:04:40.752> intimacy<00:04:41.152> and<00:04:41.232> it's<00:04:41.312> how<00:04:41.457> you<00:04:41.617> grow<00:04:41.889> a<00:04:41.953> business.

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I<00:04:43.363> wanna<00:04:43.556> go<00:04:43.700> in<00:04:43.860> on<00:04:43.940> that<00:04:44.100> a<00:04:44.116> little<00:04:44.293> bit.

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Like,<00:04:44.821> like<00:04:44.982> you<00:04:45.062> mentioned,<00:04:45.382> like,<00:04:46.279> hey,<00:04:47.065> really<00:04:47.321> into<00:04:47.481> disruption<00:04:48.186> and<00:04:48.282> technology<00:04:49.003> and<00:04:49.083> the<00:04:49.164> ways<00:04:49.484> technology<00:04:50.045> can<00:04:50.205> disrupt<00:04:51.086> and<00:04:51.231> also<00:04:51.631> really<00:04:52.032> into<00:04:53.009> getting<00:04:53.954> empowering<00:04:54.451> employees,<00:04:54.916> getting<00:04:55.092> the<00:04:55.156> right<00:04:55.332> people<00:04:55.589> around<00:04:55.829> the<00:04:55.957> table,<00:04:56.438> coaching<00:04:56.855> them<00:04:57.111> and<00:04:57.303> helping<00:04:57.576> them<00:04:57.736> through<00:04:57.880> their<00:04:58.056> career.

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Interestingly<00:04:59.659> enough,<00:05:00.203> you've<00:05:00.299> mentioned<00:05:00.684> AI.

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AI<00:05:02.367> may<00:05:02.543> disrupt<00:05:03.265> that,<00:05:03.746> what<00:05:03.890> you<00:05:03.987> just<00:05:04.147> described,<00:05:05.815> like<00:05:06.055> the<00:05:06.152> whole<00:05:06.697> team<00:05:07.579> aspect,<00:05:08.060> like<00:05:08.236> building<00:05:08.557> a<00:05:08.573> team.

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Like,<00:05:09.519> I<00:05:09.600> mean,<00:05:09.984> what<00:05:10.097> is<00:05:10.257> everybody<00:05:10.482> concerned<00:05:10.818> about?

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They're<00:05:11.155> concerned<00:05:11.508> about<00:05:12.310> AI<00:05:12.566> taking<00:05:12.967> jobs,<00:05:13.833> AI<00:05:14.330> disrupting,<00:05:15.613> you<00:05:15.693> know,<00:05:15.854> things<00:05:16.255> that<00:05:16.880> other<00:05:17.041> folks<00:05:17.297> used<00:05:17.441> to<00:05:17.538> do.

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I<00:05:17.762> wonder<00:05:18.003> how<00:05:18.644> you<00:05:18.901> think<00:05:19.141> about<00:05:19.526> that,<00:05:20.264> how<00:05:20.408> you<00:05:20.505> think<00:05:20.745> about<00:05:20.986> the<00:05:21.050> future<00:05:21.322> of<00:05:21.531> AI,<00:05:21.707> both<00:05:21.948> the<00:05:22.108> benefits<00:05:23.054> and<00:05:23.375> the<00:05:24.417> downsides<00:05:24.995> to<00:05:25.155> it<00:05:25.861> as<00:05:26.037> it<00:05:26.101> relates<00:05:26.438> to<00:05:26.518> people<00:05:26.919> and<00:05:27.080> then<00:05:27.240> just<00:05:27.400> generally.

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All<00:05:28.443> right.

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So<00:05:30.607> I<00:05:30.688> think<00:05:30.848> the<00:05:30.928> CEO<00:05:32.435> of<00:05:32.532> Adobe<00:05:33.157> put<00:05:33.269> it<00:05:33.398> the<00:05:33.494> best<00:05:33.959> that<00:05:34.039> I<00:05:34.215> ever<00:05:34.440> heard<00:05:34.632> anyone<00:05:35.001> put<00:05:35.178> it.

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He<00:05:35.675> said,<00:05:37.102> don't<00:05:37.422> look<00:05:37.727> at<00:05:38.369> AI<00:05:38.946> as<00:05:39.122> you're<00:05:39.250> gonna<00:05:39.491> lose<00:05:39.812> jobs<00:05:40.165> over<00:05:40.453> it,<00:05:40.614> right?

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Don't<00:05:41.672> look<00:05:41.977> at<00:05:42.297> AI.

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And<00:05:43.035> remember,<00:05:43.436> Adobe<00:05:43.772> is<00:05:43.901> all<00:05:44.061> about<00:05:44.302> creative,<00:05:44.719> right?

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It<00:05:45.745> helps<00:05:46.082> take<00:05:46.402> away<00:05:46.707> the<00:05:46.947> fear<00:05:47.188> of<00:05:47.268> the<00:05:47.364> blank<00:05:47.749> page.

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It,<00:05:48.567> it's<00:05:48.824> not<00:05:49.273> instead<00:05:49.914> of<00:05:50.090> you<00:05:50.732> creating<00:05:51.277> content<00:05:51.934> and<00:05:52.095> writing<00:05:52.480> content,<00:05:53.298> it<00:05:53.362> just<00:05:53.763> helps<00:05:54.083> you<00:05:54.340> get<00:05:54.580> to<00:05:54.677> that<00:05:55.222> point<00:05:55.543> where<00:05:55.768> you're<00:05:56.089> just<00:05:56.506> stuck.

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And<00:05:58.112> that<00:05:58.417> is<00:05:58.594> the<00:05:58.738> power<00:05:59.156> of<00:05:59.461> AI.

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It's<00:06:00.601> better<00:06:00.922> at<00:06:01.067> giving<00:06:01.388> you<00:06:01.869> really<00:06:02.207> good<00:06:02.528> information,<00:06:03.395> right?

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It<00:06:03.812> is<00:06:04.053> better<00:06:04.390> about<00:06:05.322> accuracy.

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And,<00:06:06.462> and<00:06:06.718> if<00:06:06.847> anything,<00:06:07.361> it's<00:06:07.489> gonna<00:06:07.746> do<00:06:07.987> the<00:06:08.147> tasks<00:06:08.950> that<00:06:09.175> none<00:06:09.352> of<00:06:09.432> us<00:06:09.673> really,<00:06:09.994> really<00:06:10.540> wanna<00:06:10.797> do.

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But<00:06:11.600> it's<00:06:11.824> also<00:06:12.226> gonna<00:06:12.547> create<00:06:13.270> a<00:06:13.446> whole<00:06:14.169> new,<00:06:15.453> a<00:06:15.598> whole<00:06:15.839> new<00:06:16.176> industry<00:06:16.722> of<00:06:16.834> employees,<00:06:17.765> uh,<00:06:17.958> in<00:06:18.103> the<00:06:18.263> gig<00:06:18.504> economy<00:06:19.146> or<00:06:19.467> in<00:06:19.628> organizations<00:06:20.832> you<00:06:20.912> know,<00:06:21.073> I,<00:06:21.635> in<00:06:21.715> the<00:06:21.795> world<00:06:22.052> of<00:06:22.116> communication,<00:06:22.838> so<00:06:23.224> my<00:06:23.320> last<00:06:23.561> company<00:06:23.946> was<00:06:24.508> PR,<00:06:25.471> IR,<00:06:26.289> and<00:06:26.514> digital<00:06:26.835> media.

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So<00:06:27.878> what's<00:06:28.119> the<00:06:28.151> next<00:06:28.520> term<00:06:28.761> that's<00:06:28.921> gonna<00:06:29.034> be<00:06:29.242> there?

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And<00:06:29.499> my,<00:06:29.820> and<00:06:29.965> my<00:06:30.141> friend<00:06:30.462> at<00:06:30.607> a<00:06:30.687> company<00:06:31.184> called<00:06:31.810> PR<00:06:32.147> Profit<00:06:32.773> termed<00:06:33.030> it<00:06:33.656> communication<00:06:34.459> engineers,<00:06:35.277> right?

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And<00:06:36.561> in<00:06:36.706> the<00:06:36.866> world<00:06:37.749> of<00:06:38.792> marketing,<00:06:39.370> it's<00:06:39.514> gonna<00:06:39.611> be<00:06:39.835> marketing<00:06:40.654> engineers,<00:06:42.082> people<00:06:42.403> who<00:06:42.435> know<00:06:42.724> how<00:06:42.821> to<00:06:43.142> use<00:06:43.607> AI<00:06:44.570> to<00:06:44.731> create<00:06:45.389> more<00:06:45.629> content,<00:06:46.673> Faster<00:06:47.058> content,<00:06:47.637> more<00:06:47.797> customized<00:06:48.520> content.

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Because<00:06:49.484> just<00:06:49.709> think<00:06:49.821> about<00:06:50.110> you<00:06:50.207> and<00:06:50.351> I,<00:06:50.544> if<00:06:50.688> you<00:06:50.849> and<00:06:50.929> I<00:06:51.154> were<00:06:51.251> gonna<00:06:51.492> create<00:06:51.797> a<00:06:51.893> podcast<00:06:53.403> and<00:06:54.126> like<00:06:54.286> you're<00:06:54.383> doing<00:06:54.784> here,<00:06:55.748> we're<00:06:55.909> hitting<00:06:56.214> an<00:06:56.455> audience,<00:06:56.776> right?

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You're,<00:06:57.178> you're<00:06:57.419> focused<00:06:57.916> on<00:06:58.013> CEOs,<00:06:58.784> but<00:06:59.523> everyone<00:07:00.069> who's<00:07:00.246> gonna<00:07:00.406> watch<00:07:00.727> it<00:07:01.354> is<00:07:01.611> gonna<00:07:01.852> get<00:07:02.093> the<00:07:02.173> same<00:07:02.655> experience.

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We<00:07:03.699> might<00:07:04.181> walk<00:07:04.422> away<00:07:04.727> differently.

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But<00:07:05.964> how<00:07:06.012> about<00:07:06.189> if<00:07:06.494> AI<00:07:06.751> can<00:07:06.911> sit<00:07:07.072> there<00:07:07.168> and<00:07:07.233> go,<00:07:07.345> man,<00:07:07.522> I'm<00:07:07.779> gonna<00:07:08.036> customize<00:07:08.662> this<00:07:08.775> a<00:07:08.903> little<00:07:09.080> bit<00:07:09.305> before<00:07:10.204> Ben,<00:07:10.509> who's<00:07:10.766> in<00:07:10.847> a<00:07:11.088> B2B<00:07:11.826> space<00:07:12.308> as<00:07:12.469> a<00:07:12.533> CD,<00:07:13.176> as<00:07:13.352> a,<00:07:13.577> as<00:07:13.738> a<00:07:13.802> CEO,<00:07:14.942> He's<00:07:15.167> gonna<00:07:15.328> want<00:07:15.488> the<00:07:15.568> content<00:07:15.969> a<00:07:16.050> little<00:07:16.210> bit<00:07:16.371> like<00:07:16.531> this.

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But<00:07:17.751> Clint,<00:07:18.329> who's<00:07:18.553> in<00:07:18.698> a,<00:07:18.939> a<00:07:19.195> B2C<00:07:20.303> industry,<00:07:21.121> he's<00:07:21.346> gonna<00:07:21.506> want<00:07:21.683> the<00:07:21.763> content<00:07:22.148> a<00:07:22.229> little<00:07:22.405> bit<00:07:22.566> like<00:07:22.790> that.

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How<00:07:23.513> amazing<00:07:23.994> if<00:07:24.315> AI<00:07:24.797> can<00:07:24.957> help<00:07:25.150> us<00:07:25.374> grade<00:07:25.631> it<00:07:25.695> so<00:07:26.000> I<00:07:26.177> can<00:07:26.337> deliver<00:07:26.755> more<00:07:27.059> customized<00:07:27.701> content<00:07:28.584> to<00:07:28.664> the<00:07:28.729> individual.

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I<00:07:29.788> think<00:07:29.964> it's<00:07:30.109> actually<00:07:30.350> gonna<00:07:30.590> create<00:07:31.216> jobs.

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It's<00:07:32.211> gonna<00:07:32.372> get<00:07:32.516> rid<00:07:32.677> of<00:07:32.709> some<00:07:32.982> jobs,<00:07:34.041> but<00:07:34.282> it's<00:07:34.378> gonna<00:07:34.587> create<00:07:34.827> a<00:07:34.924> whole<00:07:35.341> new<00:07:35.566> set<00:07:35.790> of<00:07:35.822> jobs.

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That's<00:07:37.010> my<00:07:37.235> belief.

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And<00:07:37.877> then<00:07:38.037> the<00:07:38.198> other<00:07:38.374> thing<00:07:38.599> is,<00:07:39.273> don't<00:07:39.498> put<00:07:39.803> all<00:07:39.963> your<00:07:40.284> eggs<00:07:40.765> in,<00:07:41.263> in<00:07:41.343> the<00:07:41.568> basket<00:07:42.001> of<00:07:42.370> AI<00:07:42.852> to<00:07:43.012> create<00:07:43.430> everything.

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It's<00:07:45.275> again,<00:07:45.820> like<00:07:45.997> the<00:07:46.077> CEO<00:07:46.382> of<00:07:46.478> Adobe<00:07:46.799> said,<00:07:47.697> it's<00:07:47.842> about<00:07:48.066> getting<00:07:48.243> fear<00:07:48.644> of<00:07:48.788> the,<00:07:48.948> getting<00:07:49.189> rid<00:07:49.285> of<00:07:49.350> the<00:07:49.526> fear<00:07:49.702> of<00:07:49.735> a<00:07:49.767> blank<00:07:50.071> page.

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It's<00:07:50.874> to<00:07:51.034> help<00:07:51.355> you.

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It's<00:07:51.692> to<00:07:51.916> augment<00:07:52.253> you.

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Listen,<00:07:52.734> there's<00:07:53.039> a,<00:07:53.841> you<00:07:53.873> know,<00:07:54.098> for<00:07:54.339> PowerPoint,<00:07:55.141> one<00:07:55.285> of<00:07:55.317> the<00:07:55.462> biggest<00:07:55.863> pains<00:07:56.184> in<00:07:56.264> everyone's<00:07:56.825> life<00:07:57.082> is<00:07:57.178> like<00:07:57.451> creating<00:07:57.788> PowerPoint<00:07:58.349> decks<00:07:58.654> when<00:07:58.750> they<00:07:58.830> need<00:07:59.071> it.

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And<00:07:59.713> where<00:07:59.809> do<00:07:59.953> I<00:08:00.034> start<00:08:00.338> from?

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Companies<00:08:01.750> like<00:08:01.959> Beautiful<00:08:02.504> AI,<00:08:03.082> they<00:08:03.178> don't<00:08:03.467> write<00:08:03.707> your<00:08:03.804> content<00:08:04.285> for<00:08:04.445> it,<00:08:04.526> but<00:08:05.071> man,<00:08:05.247> you<00:08:05.392> need<00:08:05.969> images<00:08:06.515> and<00:08:06.771> backgrounds<00:08:07.429> and<00:08:07.574> what<00:08:07.718> are<00:08:07.750> you<00:08:07.894> gonna<00:08:08.199> do?

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What<00:08:09.499> better<00:08:09.884> tool<00:08:10.782> to<00:08:10.862> help<00:08:11.119> me<00:08:11.344> create<00:08:12.067> a<00:08:12.131> more<00:08:12.388> customized,<00:08:13.769> more<00:08:13.994> graphically<00:08:14.652> appealing<00:08:16.145> PowerPoint<00:08:16.643> deck<00:08:16.948> if<00:08:17.060> that's<00:08:17.285> what<00:08:17.349> I<00:08:17.510> wanna<00:08:17.670> do.

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So<00:08:18.168> it<00:08:18.249> goes<00:08:18.425> down<00:08:18.650> to<00:08:18.810> almost<00:08:19.212> every<00:08:19.533> area.

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And<00:08:19.934> in<00:08:20.159> our<00:08:20.400> case,<00:08:21.123> using<00:08:21.380> Call<00:08:21.556> Review,<00:08:21.942> which<00:08:22.102> is,<00:08:23.082> is<00:08:23.290> perfect.

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If<00:08:24.495> I<00:08:24.751> now<00:08:25.137> can<00:08:25.313> get<00:08:26.421> a<00:08:26.582> transcript<00:08:27.786> of<00:08:28.461> an<00:08:28.589> engagement<00:08:29.809> with<00:08:29.970> sentiment<00:08:31.319> and<00:08:31.495> summaries<00:08:32.539> to<00:08:32.780> you<00:08:33.181> in<00:08:33.422> minutes<00:08:34.530> where<00:08:34.723> it<00:08:34.867> used<00:08:35.108> to<00:08:35.269> take<00:08:36.120> half<00:08:36.460> an<00:08:36.620> hour,<00:08:36.980> hours,<00:08:37.400> maybe<00:08:37.560> even<00:08:37.880> days,<00:08:38.460> you<00:08:38.720> know,<00:08:38.840> a<00:08:39.020> couple<00:08:39.160> of<00:08:39.320> years<00:08:39.440> ago.

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How<00:08:40.640> valuable<00:08:41.260> is<00:08:41.540> that<00:08:41.780> for<00:08:42.120> you?

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And<00:08:42.880> that's<00:08:43.540> what<00:08:43.660> we're<00:08:43.780> talking<00:08:43.920> about.

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How<00:08:44.320> valuable<00:08:44.700> is<00:08:44.900> it<00:08:44.980> for<00:08:45.080> the<00:08:45.260> customer?

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How<00:08:46.080> valuable<00:08:46.440> is<00:08:46.820> it<00:08:47.020> for<00:08:47.100> the<00:08:47.400> organization?

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And<00:08:49.200> that<00:08:49.800> to<00:08:49.980> me<00:08:50.000> is<00:08:50.160> the<00:08:50.320> power<00:08:50.580> of<00:08:50.940> the<00:08:51.180> AI.

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How<00:08:51.960> am<00:08:52.179> I<00:08:52.260> going<00:08:52.320> to<00:08:52.420> use<00:08:52.580> it?

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But<00:08:53.100> anyone's<00:08:53.420> going<00:08:53.540> to<00:08:53.580> sit<00:08:53.680> there<00:08:53.800> like,<00:08:54.160> hey,<00:08:54.180> I<00:08:54.300> don't<00:08:54.400> need<00:08:54.560> a<00:08:54.740> marketing<00:08:54.920> department<00:08:55.240> now<00:08:55.520> because<00:08:55.600> I'm<00:08:55.780> going<00:08:55.800> to<00:08:55.880> use<00:08:56.040> this.

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You're<00:08:56.920> going<00:08:56.921> to<00:08:57.140> lose.

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It's<00:08:57.820> not<00:08:58.260> about<00:08:58.600> that<00:08:59.060> because<00:08:59.780> it's<00:08:59.980> pretty<00:09:00.160> obvious<00:09:00.620> when<00:09:00.840> it's<00:09:01.060> AI,<00:09:01.460> right?

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Like<00:09:02.220> when<00:09:02.660> no<00:09:02.860> human<00:09:03.220> has<00:09:03.440> touched<00:09:03.700> it,<00:09:04.060> it's<00:09:04.320> pretty<00:09:04.620> obvious<00:09:05.120> that,<00:09:05.760> hey,<00:09:07.250> they<00:09:07.346> just<00:09:07.571> came<00:09:07.747> up<00:09:07.892> with<00:09:08.052> all<00:09:08.149> the<00:09:08.229> best<00:09:08.534> keywords<00:09:08.951> and<00:09:09.032> published,<00:09:09.738> hit<00:09:09.915> publish,<00:09:10.396> and<00:09:10.493> it<00:09:10.557> was<00:09:10.878> entirely<00:09:11.424> AI<00:09:11.681> that<00:09:11.841> did<00:09:12.002> that.

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And<00:09:12.708> I<00:09:12.805> don't<00:09:13.126> think<00:09:13.366> that<00:09:13.607> will<00:09:13.768> ever<00:09:14.009> win<00:09:15.132> unless<00:09:15.373> AI—<00:09:15.839> Yeah,<00:09:15.919> I<00:09:16.015> don't<00:09:16.337> think<00:09:16.497> that<00:09:16.642> wins.

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But<00:09:18.327> where<00:09:18.504> it<00:09:18.600> does<00:09:18.889> help,<00:09:19.531> you<00:09:19.563> know,<00:09:20.013> I<00:09:20.190> wanna<00:09:20.591> write<00:09:21.137> a<00:09:21.233> proposal<00:09:22.421> and<00:09:22.501> I<00:09:22.582> wanna<00:09:22.758> have<00:09:22.999> these<00:09:23.401> 9<00:09:23.962> things<00:09:24.444> into<00:09:24.765> it.

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Hey<00:09:26.050> AI,<00:09:26.772> can<00:09:26.933> you<00:09:27.093> help<00:09:27.318> me?

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Like,<00:09:27.575> what<00:09:27.816> should<00:09:28.121> I<00:09:28.377> write<00:09:28.634> about<00:09:29.004> in<00:09:29.100> these<00:09:29.341> 9<00:09:29.662> things?

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And<00:09:30.625> then<00:09:30.866> make<00:09:31.042> it<00:09:31.171> your<00:09:31.331> own<00:09:31.508> words.

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It's<00:09:33.178> really<00:09:33.354> interesting.

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I,<00:09:34.301> I<00:09:34.478> was<00:09:34.703> on<00:09:35.281> the<00:09:35.505> Forbes,<00:09:36.244> um,<00:09:36.404> communication<00:09:37.046> council<00:09:37.833> and<00:09:38.250> you<00:09:38.331> get<00:09:38.411> to<00:09:38.555> write<00:09:38.732> articles<00:09:39.518> and<00:09:39.679> I<00:09:39.759> used<00:09:39.920> to<00:09:40.000> write<00:09:40.241> articles<00:09:41.060> and<00:09:41.140> it<00:09:41.220> used<00:09:41.364> to<00:09:41.445> be<00:09:41.541> you<00:09:41.686> write<00:09:41.846> your<00:09:41.926> article,<00:09:42.263> you<00:09:42.344> upload<00:09:42.681> it,<00:09:42.986> they<00:09:43.146> reviewed<00:09:43.548> and<00:09:43.692> they<00:09:43.788> posted.

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Just<00:09:45.233> recently<00:09:46.437> they've<00:09:46.598> changed<00:09:46.919> it<00:09:46.983> to<00:09:47.143> when<00:09:47.240> you<00:09:47.320> upload<00:09:47.657> an<00:09:47.786> article,<00:09:48.283> it<00:09:48.363> says,<00:09:49.391> did<00:09:49.503> you<00:09:49.648> write<00:09:49.888> this<00:09:50.370> or<00:09:50.434> did<00:09:50.531> you<00:09:50.675> write<00:09:50.836> it<00:09:50.868> with<00:09:51.076> the<00:09:51.173> assistance<00:09:51.751> of<00:09:51.895> AI?

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And,<00:09:53.886> or<00:09:53.982> did<00:09:54.287> AI<00:09:54.544> write<00:09:54.784> it?

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Obviously,<00:09:55.314> if<00:09:55.346> you<00:09:55.491> wrote<00:09:55.908> AI<00:09:56.149> wrote<00:09:56.390> it,<00:09:56.454> they're<00:09:56.550> probably<00:09:56.759> not<00:09:56.903> gonna<00:09:57.096> publish<00:09:57.369> it.

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But<00:09:57.899> if<00:09:57.979> you're<00:09:58.059> writing<00:09:58.557> with<00:09:58.717> the<00:09:58.814> assistance<00:09:59.359> of<00:09:59.504> AI,<00:10:00.226> How<00:10:00.322> did<00:10:00.450> it<00:10:00.498> assist<00:10:00.883> you?

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Did<00:10:01.348> it<00:10:01.428> help<00:10:01.684> me<00:10:02.389> think<00:10:02.582> of<00:10:02.710> some<00:10:03.511> areas<00:10:03.767> that<00:10:03.831> I<00:10:04.072> wasn't<00:10:04.456> thinking<00:10:04.793> about<00:10:05.049> for<00:10:05.210> that<00:10:05.530> article?

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I<00:10:06.572> think<00:10:06.732> that's<00:10:06.972> brilliant,<00:10:07.293> but<00:10:07.405> it's<00:10:07.517> still<00:10:07.677> gotta<00:10:07.854> be<00:10:07.934> your<00:10:08.174> own<00:10:08.415> words.

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Yeah.

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Yeah.

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When<00:10:10.338> it's,<00:10:10.562> when<00:10:10.674> it's<00:10:10.882> written<00:10:11.123> as<00:10:11.299> AI,<00:10:11.684> it<00:10:11.780> just<00:10:11.940> doesn't<00:10:12.501> make<00:10:12.741> any<00:10:12.837> sense.

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No.

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Well,<00:10:13.847> listen,<00:10:14.264> no<00:10:14.440> one<00:10:14.568> is<00:10:14.648> 100%<00:10:15.145> grammatically<00:10:15.690> correct.

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No<00:10:16.171> one<00:10:16.331> is<00:10:16.427> 100%,<00:10:17.372> you<00:10:17.405> know,<00:10:18.190> saying<00:10:18.590> the<00:10:18.751> exact<00:10:19.151> words<00:10:19.552> and,<00:10:20.177> you<00:10:20.257> know,<00:10:20.433> people<00:10:20.834> know<00:10:21.170> if<00:10:21.315> these<00:10:21.555> are<00:10:21.619> not<00:10:21.940> the<00:10:22.100> words<00:10:22.356> you<00:10:22.581> use<00:10:22.837> in<00:10:22.901> your<00:10:23.061> normal<00:10:23.462> life.

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Right?

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So<00:10:24.840> on<00:10:24.984> that<00:10:25.225> side,<00:10:25.802> But<00:10:26.107> on<00:10:26.283> the,<00:10:26.925> on<00:10:27.070> the<00:10:27.102> side<00:10:27.423> of<00:10:27.551> business,<00:10:28.033> just<00:10:28.209> having<00:10:28.546> someone<00:10:28.915> who's<00:10:29.012> gonna<00:10:29.317> do<00:10:29.557> all<00:10:29.654> these<00:10:29.894> tasks<00:10:30.456> that<00:10:31.483> used<00:10:31.644> to<00:10:31.804> take<00:10:32.141> forever<00:10:32.703> to<00:10:32.783> do<00:10:33.891> or<00:10:34.051> that<00:10:34.228> no<00:10:34.453> one<00:10:34.774> wants<00:10:35.030> to<00:10:35.175> do.

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Yeah.

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How<00:10:37.213> do<00:10:37.342> you<00:10:37.582> develop<00:10:38.240> client<00:10:39.027> intimacy?

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How<00:10:39.765> do<00:10:39.829> you<00:10:39.926> develop<00:10:40.327> those<00:10:40.568> deep<00:10:40.889> connections<00:10:41.290> with<00:10:41.434> your<00:10:41.531> clients?

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And<00:10:43.023> you've<00:10:43.136> got<00:10:43.248> some<00:10:43.521> big<00:10:43.633> clients.

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You've<00:10:44.195> got<00:10:44.355> some<00:10:44.500> really<00:10:44.741> interesting<00:10:45.062> clients.

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We<00:10:45.864> have<00:10:46.025> some<00:10:46.265> huge,<00:10:46.988> you<00:10:47.084> know,<00:10:48.191> automotive<00:10:48.657> clients.

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And<00:10:49.154> in<00:10:49.186> my<00:10:49.716> career,<00:10:50.358> my<00:10:50.519> last<00:10:50.840> company,<00:10:51.401> the<00:10:51.450> that<00:10:52.349> I<00:10:52.445> ran,<00:10:52.622> we<00:10:52.750> had,<00:10:53.072> you<00:10:53.104> know,<00:10:53.345> I<00:10:53.923> don't<00:10:54.132> know,<00:10:54.919> 40%<00:10:55.336> of<00:10:55.497> the<00:10:55.577> Fortune<00:10:55.979> 500,<00:10:57.007> you<00:10:57.039> know,<00:10:57.649> companies<00:10:58.613> were<00:10:58.854> using<00:10:59.271> our<00:10:59.496> technology.

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And<00:11:00.717> now<00:11:01.263> some<00:11:01.440> of<00:11:01.488> the<00:11:01.841> biggest<00:11:02.869> auto<00:11:02.966> manufacturers<00:11:03.608> in<00:11:03.753> the<00:11:03.913> world<00:11:04.556> and<00:11:04.813> the<00:11:04.957> dealerships<00:11:05.760> are<00:11:06.258> using<00:11:07.800> our<00:11:07.945> technology.

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It<00:11:09.695> starts<00:11:10.258> with<00:11:10.434> employees.

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I<00:11:11.671> don't<00:11:11.864> care<00:11:12.040> what<00:11:12.362> anyone<00:11:12.683> says.

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It's<00:11:14.466> not<00:11:14.755> just<00:11:15.012> about<00:11:15.253> giving<00:11:15.494> them<00:11:15.654> the<00:11:15.735> best<00:11:16.056> price.

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I<00:11:16.618> mean,<00:11:16.779> you<00:11:16.859> gotta<00:11:17.019> give<00:11:17.180> people,<00:11:17.822> good<00:11:18.046> pricing.

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You<00:11:18.944> gotta<00:11:19.120> give<00:11:19.264> them<00:11:19.889> really<00:11:20.370> rock<00:11:20.610> solid<00:11:21.027> technology.

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You<00:11:22.309> gotta<00:11:22.629> give<00:11:22.773> them<00:11:22.837> engagement,<00:11:23.831> but<00:11:23.975> your<00:11:24.151> employees<00:11:24.856> have<00:11:25.049> to<00:11:25.193> be<00:11:25.337> invested<00:11:25.914> because<00:11:26.299> if<00:11:26.395> your<00:11:26.523> employees<00:11:27.116> are<00:11:27.436> not<00:11:27.677> invested,<00:11:28.558> then<00:11:28.638> there's<00:11:28.878> no<00:11:29.023> way<00:11:29.135> it's<00:11:29.263> gonna<00:11:29.439> go<00:11:29.680> over<00:11:30.000> to<00:11:30.321> customers.

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Everyone,<00:11:32.067> you<00:11:32.163> know,<00:11:32.868> engage<00:11:33.606> with<00:11:33.830> customers<00:11:34.711> and<00:11:35.032> engage<00:11:35.673> with<00:11:35.769> customers<00:11:36.314> doesn't<00:11:36.570> just<00:11:36.746> mean<00:11:37.051> like<00:11:37.676> blanket<00:11:38.156> them<00:11:38.413> with<00:11:38.717> emails.

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Think<00:11:40.255> about<00:11:40.496> customers<00:11:40.977> as<00:11:41.137> individuals.

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Get<00:11:43.044> on<00:11:43.140> the<00:11:43.220> phone<00:11:43.460> with<00:11:43.604> customers,<00:11:44.422> Set<00:11:44.983> up<00:11:45.304> MBRs<00:11:46.026> or<00:11:46.267> QBRs,<00:11:48.256> you<00:11:48.288> know,<00:11:48.769> send<00:11:49.235> them<00:11:49.411> information,<00:11:50.358> engage<00:11:51.064> with<00:11:51.224> them.

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It<00:11:51.721> should<00:11:52.042> not<00:11:52.508> just—<00:11:52.844> you<00:11:52.989> can't<00:11:53.294> build<00:11:53.486> intimacy<00:11:54.449> if<00:11:54.529> it's<00:11:54.689> a<00:11:54.770> transactional<00:11:55.796> only<00:11:56.053> relationship.

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There's<00:11:57.256> lots<00:11:57.593> of<00:11:57.657> relationships<00:11:58.283> that<00:11:58.443> should<00:11:58.620> be<00:11:58.764> transactional<00:11:59.422> only,<00:12:00.144> but<00:12:00.240> you're<00:12:00.385> not<00:12:00.706> gonna<00:12:00.866> build<00:12:01.042> a<00:12:01.107> client<00:12:01.427> intimacy<00:12:02.470> with<00:12:02.695> transactional<00:12:03.577> only.

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You<00:12:05.021> gotta<00:12:05.198> engage,<00:12:05.518> you<00:12:05.583> gotta<00:12:05.823> put<00:12:05.936> in<00:12:06.064> the<00:12:06.160> time,<00:12:06.722> you<00:12:06.802> gotta<00:12:07.684> not<00:12:07.925> just<00:12:08.166> do<00:12:08.727> Zoom<00:12:09.112> calls<00:12:09.593> and<00:12:09.834> emails.

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You<00:12:10.878> gotta<00:12:11.311> sort<00:12:11.536> of<00:12:12.179> get<00:12:12.404> out<00:12:12.516> of<00:12:12.564> your<00:12:12.725> house,<00:12:13.287> right?

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Or<00:12:13.865> your<00:12:14.171> office<00:12:14.910> and<00:12:14.974> you<00:12:15.070> gotta<00:12:15.311> go<00:12:15.408> see<00:12:15.697> 'em<00:12:15.874> and<00:12:15.986> you<00:12:16.034> gotta<00:12:16.259> go<00:12:16.500> where<00:12:16.757> they<00:12:17.062> are<00:12:17.946> and<00:12:18.508> become<00:12:18.990> valuable<00:12:20.195> to<00:12:20.372> them.

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And<00:12:20.934> it<00:12:21.030> starts<00:12:21.496> with<00:12:21.737> communication.

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And<00:12:22.524> I<00:12:22.605> go,<00:12:22.926> always<00:12:23.183> go<00:12:23.263> back<00:12:23.520> to<00:12:23.649> your<00:12:23.745> employees.

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Your<00:12:25.239> employees<00:12:25.673> are<00:12:25.737> the<00:12:25.818> front<00:12:26.075> lines.

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They're<00:12:26.685> the<00:12:26.781> ones<00:12:27.038> having<00:12:27.263> the<00:12:27.360> most<00:12:27.842> interactions<00:12:28.468> with<00:12:28.629> the<00:12:28.709> customers.

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If<00:12:29.673> they<00:12:29.769> don't<00:12:29.930> believe<00:12:30.187> what<00:12:30.332> your<00:12:30.557> organization's<00:12:31.296> gonna<00:12:31.520> do<00:12:32.099> and<00:12:32.259> you<00:12:32.340> don't<00:12:32.645> back<00:12:33.047> them<00:12:33.448> up<00:12:33.689> and<00:12:33.769> empower<00:12:34.284> them,<00:12:34.990> you're<00:12:35.103> never<00:12:35.553> gonna<00:12:35.778> have<00:12:36.179> anything<00:12:36.597> than<00:12:37.063> more<00:12:37.320> than<00:12:37.545> a,<00:12:38.026> for<00:12:38.106> the<00:12:38.138> most<00:12:38.363> part,<00:12:38.459> a<00:12:38.523> transactional<00:12:39.165> relationship<00:12:39.806> with<00:12:39.951> them.

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What<00:12:41.153> does<00:12:41.266> a<00:12:41.394> typical<00:12:41.731> day<00:12:42.035> look<00:12:42.212> like<00:12:42.452> for<00:12:42.677> you?

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How<00:12:43.014> do<00:12:43.078> you<00:12:43.254> choose<00:12:43.575> to<00:12:43.735> spend<00:12:44.040> your<00:12:44.136> time?

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All<00:12:46.045> right.

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So<00:12:46.847> I<00:12:47.023> am<00:12:47.248> sort<00:12:47.584> of<00:12:47.729> crazy.

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And<00:12:49.172> if<00:12:49.252> you<00:12:49.413> ask<00:12:49.589> anyone<00:12:49.974> who<00:12:50.070> knows<00:12:50.375> me,<00:12:51.337> I<00:12:51.417> wake<00:12:51.594> up<00:12:51.738> at<00:12:51.995> between<00:12:52.620> 4:30<00:12:53.021> and<00:12:53.117> 4:45<00:12:53.759> every<00:12:53.919> morning<00:12:54.192> because<00:12:54.384> I<00:12:54.464> have<00:12:54.641> to<00:12:54.721> work<00:12:54.962> out,<00:12:55.202> right?

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So<00:12:55.459> my<00:12:55.763> first<00:12:56.004> thing<00:12:56.245> is<00:12:56.790> wake<00:12:57.111> up,<00:12:57.912> check<00:12:58.233> emails,<00:12:59.195> check<00:12:59.452> base<00:12:59.917> what<00:13:00.078> I<00:13:00.158> missed<00:13:00.430> when<00:13:00.575> I—<00:13:00.976> since<00:13:01.152> I<00:13:01.216> went<00:13:01.360> to<00:13:01.457> bed<00:13:01.681> at<00:13:01.842> 10:00<00:13:02.355> or<00:13:02.483> 11:00<00:13:03.044> at<00:13:03.076> night.

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I<00:13:04.423> always<00:13:04.648> have<00:13:04.808> to<00:13:04.904> work<00:13:05.145> out.

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And<00:13:05.625> then<00:13:05.850> my<00:13:06.187> goal<00:13:06.972> is<00:13:07.934> a<00:13:07.950> lot<00:13:08.174> of<00:13:08.286> CEOs<00:13:08.992> feel<00:13:09.216> like<00:13:09.970> I<00:13:10.034> need<00:13:10.194> to<00:13:10.354> leave<00:13:10.835> openings<00:13:11.380> in<00:13:11.412> my<00:13:11.717> calendar<00:13:13.144> so<00:13:13.320> I<00:13:13.384> can<00:13:13.480> read<00:13:13.625> a<00:13:13.641> book.

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And<00:13:15.003> I<00:13:15.019> mean,<00:13:15.644> there's<00:13:15.885> lots<00:13:16.141> of<00:13:16.205> times<00:13:16.446> for<00:13:16.542> me<00:13:16.670> to<00:13:16.750> read<00:13:16.863> a<00:13:16.927> book<00:13:17.247> and<00:13:17.392> read<00:13:17.648> articles.

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My<00:13:19.171> goal<00:13:19.492> is<00:13:19.716> to<00:13:20.053> fill<00:13:20.277> up<00:13:20.437> my<00:13:20.614> calendar<00:13:21.239> or<00:13:21.640> have<00:13:21.816> my<00:13:21.976> employees<00:13:23.162> fill<00:13:23.339> up<00:13:23.419> my<00:13:23.579> calendar<00:13:24.124> all<00:13:24.236> day.

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So<00:13:25.343> every<00:13:25.503> employee<00:13:25.904> in<00:13:26.048> my<00:13:26.208> organization<00:13:26.946> knows<00:13:28.773> that<00:13:28.821> my<00:13:29.029> calendar's<00:13:29.494> up<00:13:29.591> to<00:13:29.687> date.

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And<00:13:30.296> if<00:13:30.376> you<00:13:30.456> want<00:13:30.601> to<00:13:30.633> get<00:13:30.777> 15<00:13:31.114> minutes<00:13:31.435> with<00:13:31.595> me,<00:13:31.916> 30<00:13:32.157> minutes<00:13:32.381> with<00:13:32.542> me,<00:13:33.199> book<00:13:33.376> it<00:13:33.440> because<00:13:33.665> I<00:13:33.921> want<00:13:34.226> to<00:13:34.547> engage<00:13:35.910> with<00:13:36.552> all<00:13:36.728> my<00:13:36.953> employees.

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I<00:13:38.172> set<00:13:38.477> up<00:13:38.589> meetings<00:13:38.974> with<00:13:39.199> the<00:13:39.295> different<00:13:39.680> teams.

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And<00:13:40.338> again,<00:13:40.835> I'm<00:13:41.059> not<00:13:41.236> a<00:13:41.284> micromanager.

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I'm<00:13:42.262> an<00:13:42.343> empowerer.

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I'm<00:13:43.482> here<00:13:43.626> to<00:13:43.770> help,<00:13:44.268> right?

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That's,<00:13:45.070> I<00:13:45.214> think,<00:13:45.374> the<00:13:45.455> number<00:13:45.695> one<00:13:45.872> thing,<00:13:46.032> right?

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Listen,<00:13:46.658> I<00:13:46.754> have<00:13:46.978> that<00:13:47.155> fiduciary<00:13:47.620> responsibility<00:13:48.919> that<00:13:49.064> we<00:13:49.144> have<00:13:49.336> to<00:13:49.497> achieve<00:13:49.946> our<00:13:50.026> numbers,<00:13:50.523> blow<00:13:50.748> away<00:13:51.005> our<00:13:51.101> numbers.

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We<00:13:52.031> have<00:13:52.224> to<00:13:52.368> grow<00:13:53.395> all<00:13:53.651> that.

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That's—<00:13:54.453> I<00:13:54.534> know<00:13:54.774> what<00:13:54.887> my<00:13:55.095> job<00:13:55.432> is.

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But<00:13:56.683> outside<00:13:57.116> of<00:13:57.196> that,<00:13:57.822> My<00:13:57.982> job<00:13:58.239> is<00:13:58.383> to<00:13:58.608> be<00:13:59.426> a<00:13:59.506> cheerleader,<00:14:00.228> empower,<00:14:01.094> a<00:14:01.254> helper.

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I<00:14:02.072> am<00:14:02.152> supposed<00:14:02.473> to<00:14:03.018> help<00:14:03.259> people<00:14:03.596> climb<00:14:03.981> over<00:14:04.173> that,<00:14:04.718> that<00:14:04.975> mountain<00:14:05.665> or<00:14:05.825> that<00:14:06.082> wall<00:14:06.483> to<00:14:06.643> get<00:14:06.803> to<00:14:06.900> the<00:14:06.980> other<00:14:07.140> side.

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So<00:14:07.990> I<00:14:08.086> spend<00:14:08.263> my<00:14:08.471> day<00:14:09.113> on<00:14:09.289> one-on-ones<00:14:09.851> with<00:14:10.027> employees.

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I<00:14:11.358> think<00:14:11.519> that's<00:14:11.695> a<00:14:11.839> huge<00:14:12.160> thing.

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I<00:14:13.299> find<00:14:13.603> out<00:14:13.844> more<00:14:14.085> when<00:14:14.245> I<00:14:14.277> skip<00:14:14.806> levels.

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Like,<00:14:15.528> my<00:14:15.785> leadership<00:14:16.250> team<00:14:16.587> is<00:14:16.827> great,<00:14:17.854> but<00:14:18.271> they<00:14:18.511> lie<00:14:18.752> to<00:14:18.832> me<00:14:18.976> in<00:14:19.008> a<00:14:19.073> good<00:14:19.297> way,<00:14:19.634> right?

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I,<00:14:20.259> my,<00:14:20.981> because<00:14:22.280> they,<00:14:22.665> they,<00:14:22.922> they<00:14:23.098> know<00:14:23.258> what<00:14:23.403> their<00:14:23.563> job<00:14:23.884> is.

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And<00:14:24.125> if<00:14:24.205> they<00:14:24.365> need<00:14:24.670> me<00:14:24.846> for<00:14:25.087> every<00:14:25.392> decision,<00:14:25.873> then<00:14:26.033> I<00:14:26.129> don't<00:14:26.274> really<00:14:26.450> need<00:14:26.675> them.

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It's<00:14:27.236> a<00:14:27.317> good<00:14:27.493> thing,<00:14:27.638> just<00:14:27.815> like<00:14:28.377> the<00:14:28.457> company<00:14:28.859> that<00:14:29.341> the<00:14:29.486> private<00:14:29.807> equity<00:14:30.064> firm<00:14:30.466> that<00:14:30.626> brought<00:14:30.803> me<00:14:30.932> in.

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If<00:14:31.333> I<00:14:31.414> need<00:14:31.590> them<00:14:31.815> for<00:14:31.896> every<00:14:32.137> decision<00:14:33.438> that<00:14:34.065> I'm<00:14:34.161> gonna<00:14:34.322> make,<00:14:34.627> then<00:14:34.804> they<00:14:34.900> don't<00:14:35.045> really<00:14:35.286> need<00:14:35.366> me.

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I'm<00:14:35.800> supposed<00:14:36.234> to<00:14:36.330> be<00:14:36.410> a<00:14:36.491> leader<00:14:36.812> and<00:14:37.069> I'm<00:14:37.214> supposed<00:14:37.439> to<00:14:37.471> be<00:14:37.615> capable<00:14:38.162> of<00:14:38.274> it.

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So,<00:14:39.624> but<00:14:39.945> when<00:14:40.090> you<00:14:40.186> go<00:14:40.588> layers<00:14:41.070> down<00:14:41.327> in<00:14:41.471> the<00:14:41.552> organization,<00:14:42.676> that's<00:14:42.901> how<00:14:43.062> you<00:14:43.159> find<00:14:43.464> out<00:14:43.560> what's<00:14:43.785> really<00:14:43.978> going<00:14:44.283> on.

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Like<00:14:44.749> when<00:14:44.910> I<00:14:45.070> go,<00:14:45.424> if<00:14:45.569> I<00:14:45.649> go<00:14:45.826> to<00:14:45.970> an<00:14:46.115> office,<00:14:47.031> I<00:14:47.047> don't<00:14:47.175> wanna<00:14:47.336> spend<00:14:47.561> all<00:14:47.641> the<00:14:47.738> time<00:14:47.898> with<00:14:48.204> the<00:14:48.284> executives.

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I<00:14:49.007> wanna<00:14:49.505> go<00:14:49.746> around<00:14:50.469> and,<00:14:51.192> you<00:14:51.272> know,<00:14:51.578> have<00:14:51.819> lunch<00:14:52.156> and<00:14:52.301> engage<00:14:53.104> with<00:14:53.603> the<00:14:53.764> employees<00:14:54.718> and<00:14:56.416> that's<00:14:56.836> how<00:14:57.143> you<00:14:57.402> build<00:14:57.790> it,<00:14:57.968> right?

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Like,<00:14:59.019> so<00:14:59.164> my<00:14:59.423> day<00:14:59.746> is<00:15:00.393> meeting<00:15:00.619> with<00:15:00.732> employees,<00:15:01.751> meeting<00:15:01.993> with<00:15:02.090> customers.

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I<00:15:02.737> always<00:15:02.979> wanna<00:15:03.141> be<00:15:03.190> on<00:15:03.222> customer<00:15:03.691> calls<00:15:04.192> even<00:15:04.354> if<00:15:04.580> I'm<00:15:04.758> not<00:15:05.065> adding<00:15:05.243> anything.

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I<00:15:06.035> think<00:15:06.197> it<00:15:06.278> helps<00:15:06.520> a<00:15:06.537> lot<00:15:06.763> when<00:15:06.925> customers<00:15:07.361> know<00:15:07.507> like,<00:15:08.392> hey,<00:15:08.412> I'm<00:15:08.881> the<00:15:08.962> CEO<00:15:09.431> of<00:15:09.512> the<00:15:09.593> company.

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We<00:15:10.417> have<00:15:10.563> a<00:15:10.660> great<00:15:10.983> team,<00:15:11.711> but<00:15:11.792> I<00:15:11.937> want<00:15:12.099> you<00:15:12.131> to<00:15:12.196> know<00:15:12.422> that<00:15:12.681> I<00:15:12.746> am<00:15:12.842> here<00:15:13.164> for<00:15:13.309> you.

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I've<00:15:14.920> always<00:15:15.194> done<00:15:15.420> things<00:15:15.726> like<00:15:16.306> Project<00:15:16.709> Thank<00:15:17.015> You<00:15:17.353> where<00:15:17.579> we<00:15:17.756> send<00:15:17.997> notes<00:15:18.320> to<00:15:18.545> every<00:15:18.787> single<00:15:19.109> customer<00:15:19.915> and<00:15:19.995> on<00:15:20.076> the<00:15:20.156> bottom<00:15:20.495> of<00:15:20.575> it,<00:15:20.817> it's<00:15:20.962> from<00:15:21.058> me.

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It's<00:15:21.332> like,<00:15:21.678> If<00:15:21.806> you<00:15:21.967> need<00:15:22.144> me,<00:15:22.465> here's<00:15:22.706> my<00:15:23.011> personal<00:15:23.349> information.

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It's<00:15:24.458> not<00:15:24.699> that<00:15:24.859> I'm<00:15:24.940> expecting<00:15:25.518> every<00:15:25.759> customer<00:15:26.884> to<00:15:27.125> call<00:15:27.431> me<00:15:27.752> every<00:15:27.929> time<00:15:28.170> there's<00:15:28.411> an<00:15:28.555> issue<00:15:28.957> or<00:15:29.038> something<00:15:29.359> they<00:15:29.455> need,<00:15:30.339> but<00:15:30.484> they<00:15:30.548> need<00:15:30.741> to<00:15:30.870> know<00:15:31.047> that<00:15:31.775> from<00:15:31.953> the<00:15:32.115> top<00:15:32.439> person<00:15:32.827> in<00:15:32.924> the<00:15:32.972> organization<00:15:33.490> to<00:15:33.587> the,<00:15:34.202> you<00:15:34.234> know,<00:15:35.011> every<00:15:35.415> level<00:15:35.674> in<00:15:35.755> the<00:15:35.836> organization,<00:15:37.010> we're<00:15:37.171> here<00:15:37.284> to<00:15:37.349> support<00:15:37.834> you.

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And<00:15:38.981> I<00:15:39.062> think<00:15:39.224> it<00:15:39.386> shows<00:15:39.563> something<00:15:39.870> to<00:15:39.967> employees.

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So<00:15:40.517> my<00:15:40.840> day<00:15:41.018> is<00:15:41.163> filled<00:15:41.487> with,<00:15:42.295> you<00:15:42.473> know,<00:15:42.796> executive<00:15:43.265> meetings,<00:15:43.750> budget<00:15:44.057> meetings,<00:15:44.930> product<00:15:45.141> meetings,<00:15:47.317> lots<00:15:47.577> and<00:15:47.706> lots<00:15:47.950> of<00:15:48.031> customer<00:15:48.454> meetings.

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But<00:15:50.892> I<00:15:50.908> just<00:15:51.120> wanna<00:15:51.266> know<00:15:51.429> how<00:15:51.527> the<00:15:51.673> organization's<00:15:52.259> doing.

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And<00:15:52.666> I<00:15:52.747> do<00:15:52.894> a<00:15:52.910> lot<00:15:53.072> of<00:15:53.138> check-ins.

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And,<00:15:55.567> you<00:15:55.599> know,<00:15:56.228> we<00:15:56.374> do<00:15:57.745> weekly,<00:15:58.632> you<00:15:58.729> know,<00:15:58.826> newsletters<00:15:59.600> to<00:15:59.697> the<00:15:59.745> organization,<00:16:01.052> very<00:16:01.455> regular<00:16:03.230> town<00:16:03.488> halls<00:16:04.198> and<00:16:05.020> lots<00:16:05.150> of<00:16:05.198> engagement.

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It's,<00:16:07.060> it<00:16:07.205> takes<00:16:07.610> the<00:16:07.853> effort.

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It,<00:16:08.565> you<00:16:08.743> have<00:16:08.986> to<00:16:09.131> put<00:16:09.310> it<00:16:09.390> in<00:16:09.779> and<00:16:10.524> it<00:16:10.604> doesn't<00:16:10.912> come<00:16:11.155> easy.

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And<00:16:12.369> consistency<00:16:13.372> is<00:16:13.599> key<00:16:13.924> because<00:16:14.725> you<00:16:14.888> can't<00:16:15.215> do<00:16:15.395> it<00:16:15.461> for<00:16:16.182> 30<00:16:16.423> days<00:16:16.824> and<00:16:16.969> then<00:16:17.146> not<00:16:17.402> do<00:16:17.563> it<00:16:17.691> and<00:16:17.788> then<00:16:18.109> do<00:16:18.270> it<00:16:18.366> again.

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People<00:16:19.554> know,<00:16:19.875> people<00:16:20.277> like,<00:16:20.774> are<00:16:20.919> used<00:16:21.240> to,<00:16:21.866> they<00:16:22.027> wanna<00:16:22.171> know<00:16:22.444> that<00:16:22.589> what,<00:16:23.151> that<00:16:23.247> you're<00:16:23.327> gonna,<00:16:23.713> you're,<00:16:24.050> you're<00:16:24.275> gonna,<00:16:24.596> you're<00:16:24.692> gonna<00:16:24.837> be<00:16:24.933> true<00:16:25.318> behind<00:16:25.655> your<00:16:25.960> words.

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And<00:16:27.502> 'cause<00:16:27.662> we<00:16:27.968> all,<00:16:28.305> trust<00:16:28.690> is<00:16:28.786> earned,<00:16:29.124> right?

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So<00:16:29.830> they<00:16:29.975> have<00:16:30.135> to<00:16:30.296> learn<00:16:30.793> to<00:16:30.938> trust<00:16:31.211> us.

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And<00:16:31.917> the<00:16:32.142> only<00:16:32.303> way<00:16:32.399> to<00:16:32.463> do,<00:16:32.544> especially<00:16:32.881> me<00:16:33.122> now<00:16:33.362> in<00:16:33.443> a<00:16:33.459> new<00:16:33.700> organization,<00:16:34.326> 90<00:16:34.567> days.

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Yeah.

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My<00:16:36.397> old<00:16:36.590> organization<00:16:37.216> that<00:16:37.377> I<00:16:37.441> was<00:16:37.537> there<00:16:37.698> for<00:16:37.858> 5<00:16:38.115> years,<00:16:38.645> they<00:16:38.757> knew<00:16:39.143> that,<00:16:39.448> yeah,<00:16:39.624> Ben's<00:16:39.865> gonna<00:16:40.026> do<00:16:40.202> this<00:16:40.491> all<00:16:40.540> the<00:16:40.652> time.

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This<00:16:41.070> is<00:16:41.214> who<00:16:41.310> he<00:16:41.535> is.

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And<00:16:42.097> they<00:16:42.193> could<00:16:42.338> tell<00:16:42.515> new<00:16:42.739> employees<00:16:43.221> when<00:16:43.317> they<00:16:43.398> came<00:16:43.639> in<00:16:43.719> the<00:16:43.799> organization.

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This<00:16:45.134> organization,<00:16:45.696> the<00:16:46.001> only<00:16:46.178> way<00:16:46.275> to<00:16:46.403> do<00:16:46.580> it<00:16:47.239> is<00:16:47.367> I<00:16:47.447> gotta<00:16:47.688> live<00:16:47.865> it<00:16:48.106> and<00:16:48.186> I<00:16:48.267> gotta<00:16:48.443> show<00:16:48.749> 'em<00:16:49.054> and<00:16:49.134> I<00:16:49.215> gotta<00:16:49.391> be<00:16:49.552> there<00:16:49.777> for<00:16:49.873> 'em.

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How<00:16:51.239> do<00:16:51.303> you<00:16:51.400> stay<00:16:51.576> motivated<00:16:52.765> day<00:16:53.006> after<00:16:53.247> day<00:16:53.472> doing<00:16:53.809> that?

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It's<00:16:55.903> what<00:16:55.967> I'm<00:16:56.145> here<00:16:56.372> for.

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It's<00:16:56.873> the<00:16:57.019> best<00:16:57.197> job,<00:16:57.601> best<00:16:57.908> part<00:16:58.102> of<00:16:58.167> the<00:16:58.248> entire<00:16:59.444> job<00:16:59.784> in<00:16:59.865> the<00:16:59.946> entire<00:17:00.512> world,<00:17:00.900> right?

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I<00:17:01.466> listen,<00:17:02.113> love<00:17:02.291> business,<00:17:03.083> love<00:17:03.261> technology,<00:17:04.296> love<00:17:04.458> disruption.

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We<00:17:05.202> talked<00:17:05.510> about<00:17:05.786> it,<00:17:05.949> the,<00:17:06.484> you<00:17:06.517> know,<00:17:07.312> love<00:17:07.539> going<00:17:07.783> over<00:17:07.945> to<00:17:08.043> P&L,<00:17:08.838> all<00:17:08.935> that<00:17:09.098> stuff.

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Best<00:17:10.218> part<00:17:10.396> of<00:17:10.477> the<00:17:10.558> job.

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Like<00:17:11.363> in<00:17:11.684> 30<00:17:12.085> years<00:17:12.326> from<00:17:12.439> now<00:17:13.113> when<00:17:13.209> you're<00:17:13.434> lying<00:17:13.771> there,<00:17:13.916> you're<00:17:14.012> never<00:17:14.173> gonna<00:17:14.269> sit<00:17:14.430> there<00:17:14.526> and<00:17:14.574> go,<00:17:15.136> man,<00:17:15.345> I<00:17:15.361> wish<00:17:15.473> I<00:17:15.521> had<00:17:15.602> another<00:17:15.939> board<00:17:16.180> meeting.

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Wish<00:17:17.207> I,<00:17:17.368> you<00:17:17.464> know,<00:17:17.689> had<00:17:17.801> another<00:17:18.187> budget<00:17:18.572> meeting.

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Wish<00:17:20.098> I<00:17:20.178> was<00:17:20.274> in<00:17:20.354> a<00:17:20.419> product<00:17:20.820> meeting.

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You're<00:17:21.639> gonna<00:17:21.783> sit<00:17:21.960> there<00:17:22.056> and<00:17:22.121> you're<00:17:22.201> gonna<00:17:22.362> remember<00:17:23.309> all<00:17:23.630> the<00:17:23.791> personal<00:17:24.288> interactions<00:17:24.931> you<00:17:25.171> had<00:17:25.412> with<00:17:25.637> people<00:17:25.958> along<00:17:26.376> the<00:17:26.520> way.

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There's<00:17:28.206> like<00:17:28.383> this<00:17:28.848> great<00:17:29.202> saying<00:17:29.988> that<00:17:30.149> someone<00:17:30.454> told<00:17:30.583> me<00:17:30.775> once,<00:17:31.739> you<00:17:31.995> die<00:17:32.477> twice<00:17:32.879> in<00:17:32.943> your<00:17:33.039> life.

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You<00:17:33.425> die<00:17:33.521> the<00:17:33.665> first<00:17:33.842> time<00:17:33.987> you<00:17:34.083> die<00:17:34.709> and<00:17:34.966> then<00:17:35.191> you<00:17:35.287> die<00:17:35.592> when<00:17:35.753> people<00:17:36.540> don't<00:17:36.716> remember<00:17:37.134> you.

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They<00:17:37.856> don't,<00:17:38.402> you<00:17:38.434> know,<00:17:38.611> don't<00:17:38.884> think<00:17:39.076> about<00:17:39.365> you<00:17:39.446> in<00:17:39.478> the<00:17:39.606> forward.

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If<00:17:40.505> some,<00:17:40.762> if<00:17:40.891> I<00:17:40.987> go<00:17:41.147> work<00:17:41.388> with<00:17:41.469> someone<00:17:41.774> in<00:17:41.854> the<00:17:41.950> organization<00:17:43.058> and<00:17:43.957> show<00:17:44.359> them<00:17:44.535> something<00:17:45.402> and<00:17:45.482> then<00:17:45.643> they<00:17:45.868> move<00:17:46.109> to<00:17:46.269> another<00:17:46.526> organization,<00:17:46.992> because<00:17:47.088> you<00:17:47.152> always<00:17:47.393> want<00:17:47.570> people<00:17:47.875> to<00:17:47.971> move.

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I<00:17:48.356> want<00:17:48.517> people<00:17:48.678> to<00:17:48.710> stay<00:17:48.934> in<00:17:48.999> the<00:17:49.095> organization<00:17:49.448> forever.

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But<00:17:50.251> if<00:17:50.315> they<00:17:50.347> have<00:17:50.524> opportunities<00:17:51.246> to<00:17:51.343> do<00:17:51.439> something<00:17:51.728> good,<00:17:52.001> I'm<00:17:52.146> the<00:17:52.226> first<00:17:52.547> one<00:17:52.707> to<00:17:52.788> say<00:17:53.414> congratulations.

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If<00:17:54.955> they<00:17:55.100> could<00:17:55.180> take<00:17:55.517> just<00:17:55.838> one<00:17:56.143> thing<00:17:56.545> I<00:17:56.641> gave<00:17:56.946> them,<00:17:57.042> just<00:17:57.444> one<00:17:57.765> little<00:17:58.006> thing,<00:17:58.632> they<00:17:58.712> might<00:17:58.825> say<00:17:58.985> 99%<00:17:59.852> of<00:17:59.932> it,<00:18:00.334> I<00:18:00.414> didn't<00:18:00.575> like<00:18:00.799> what<00:18:00.960> Ben<00:18:01.137> did,<00:18:01.377> but<00:18:01.699> one<00:18:02.100> thing.

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And<00:18:02.889> take<00:18:03.147> that<00:18:03.389> forward<00:18:03.793> and<00:18:03.874> pay<00:18:04.116> that<00:18:04.278> forward.

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That's<00:18:05.634> what<00:18:05.715> gets<00:18:05.877> you<00:18:05.957> excited<00:18:06.280> and<00:18:06.377> motivated.

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And,<00:18:07.492> you<00:18:07.589> know,<00:18:07.637> like<00:18:08.219> my<00:18:08.461> 3<00:18:08.800> favorite<00:18:09.204> words,<00:18:09.688> and<00:18:09.769> I've<00:18:09.931> said<00:18:10.157> it<00:18:10.415> every<00:18:10.657> company<00:18:11.061> I've<00:18:11.368> ever<00:18:11.610> run,<00:18:13.899> is<00:18:14.108> empathy,<00:18:14.606> humility,<00:18:17.659> and<00:18:17.884> positivity.

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Because<00:18:19.748> I<00:18:19.828> come<00:18:20.053> from<00:18:20.246> a,<00:18:20.471> you<00:18:20.567> know,<00:18:21.355> the<00:18:21.499> glass<00:18:22.656> is<00:18:22.785> half<00:18:23.043> full.

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I'm<00:18:23.512> a<00:18:23.691> realist.

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But<00:18:25.407> if<00:18:25.553> you<00:18:25.698> don't,<00:18:26.184> if<00:18:26.346> you<00:18:26.524> as<00:18:26.686> a<00:18:26.832> leader<00:18:27.253> aren't<00:18:27.415> the<00:18:27.480> most<00:18:27.723> positive,<00:18:28.144> doesn't<00:18:28.386> mean<00:18:28.484> you're<00:18:28.548> not<00:18:28.791> radically<00:18:29.277> candid.

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And<00:18:30.092> you're<00:18:30.237> gonna<00:18:30.414> tell<00:18:30.654> 'em<00:18:30.879> what's<00:18:31.136> not<00:18:31.361> good<00:18:31.538> and<00:18:31.682> what<00:18:31.859> needs<00:18:32.132> to<00:18:32.244> get<00:18:32.421> good.

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But<00:18:33.609> even<00:18:33.785> radical<00:18:34.187> candor<00:18:34.990> isn't<00:18:35.166> a<00:18:35.375> negative<00:18:35.712> thing.

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Radical<00:18:36.419> candor<00:18:36.772> is,<00:18:37.462> hey,<00:18:38.024> here's<00:18:38.346> what<00:18:38.522> we<00:18:38.747> did<00:18:38.988> wrong.

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Here's<00:18:39.646> what<00:18:39.807> we<00:18:39.903> need<00:18:40.128> to<00:18:40.272> do,<00:18:40.690> and<00:18:40.834> this<00:18:41.011> is<00:18:41.155> how<00:18:41.316> we're<00:18:41.444> gonna<00:18:41.717> get<00:18:41.974> there.

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That's<00:18:43.259> positive<00:18:43.821> to<00:18:43.901> me.

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That's<00:18:44.383> positive<00:18:45.507> feedback,<00:18:45.989> even<00:18:46.149> though<00:18:46.245> it<00:18:46.615> might<00:18:46.791> come<00:18:46.952> across<00:18:47.610> as<00:18:47.755> not<00:18:47.851> positive.

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That's<00:18:49.264> what<00:18:49.360> it's<00:18:49.457> about.

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So<00:18:50.163> what<00:18:50.324> gets<00:18:50.549> me<00:18:50.629> excited<00:18:50.982> every<00:18:51.143> day<00:18:51.994> is<00:18:52.315> that,<00:18:52.957> and<00:18:53.519> goes<00:18:53.696> back<00:18:53.937> to<00:18:54.081> your<00:18:54.177> employees.

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I<00:18:55.606> have<00:18:55.879> employees<00:18:57.050> that<00:18:58.109> get<00:18:58.285> a<00:18:58.349> check<00:18:58.670> every<00:18:58.911> 2<00:18:59.151> weeks<00:19:00.756> and<00:19:00.836> they<00:19:00.996> count<00:19:01.301> on<00:19:01.461> you<00:19:01.558> as<00:19:01.734> a<00:19:01.798> leader.

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I<00:19:02.745> take<00:19:02.937> that<00:19:03.146> so<00:19:03.579> serious.

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Like<00:19:04.686> when<00:19:04.910> I<00:19:05.007> go<00:19:05.103> to<00:19:05.247> bed<00:19:05.472> at<00:19:05.504> night,<00:19:06.546> don't<00:19:06.771> worry,<00:19:07.252> don't<00:19:07.413> go<00:19:07.509> to<00:19:07.573> bed<00:19:07.798> every<00:19:07.958> night<00:19:08.295> worrying<00:19:08.696> about<00:19:09.899> payables<00:19:10.380> and<00:19:10.461> receivables.

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We're<00:19:11.503> a<00:19:11.744> good<00:19:11.969> solid<00:19:12.305> company.

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Don't<00:19:13.188> worry<00:19:13.589> every<00:19:13.829> day<00:19:14.166> about<00:19:14.631> technology.

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Sometimes<00:19:15.610> I<00:19:15.754> do,<00:19:15.899> but<00:19:15.947> not<00:19:16.155> every<00:19:16.460> day.

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I<00:19:17.519> go<00:19:17.679> to<00:19:17.760> bed<00:19:18.000> worrying<00:19:18.465> and<00:19:18.658> saying<00:19:18.963> to<00:19:19.043> myself,<00:19:20.150> did<00:19:20.310> I<00:19:20.487> do<00:19:20.711> right<00:19:21.048> by<00:19:21.192> my<00:19:21.433> employees?

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And<00:19:22.652> the<00:19:22.813> company<00:19:23.150> today.

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And<00:19:24.900> that<00:19:25.061> drives<00:19:25.382> you,<00:19:25.623> or<00:19:25.671> at<00:19:25.767> least<00:19:25.928> it<00:19:26.008> drives<00:19:26.329> me.

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I'm<00:19:27.646> interested<00:19:28.336> in<00:19:29.540> how<00:19:29.941> you<00:19:30.182> create<00:19:30.664> culture<00:19:31.081> and<00:19:31.226> how<00:19:31.386> you<00:19:31.467> define<00:19:31.884> culture,<00:19:32.269> particularly<00:19:32.767> like<00:19:32.992> now<00:19:33.168> you're<00:19:33.329> in<00:19:33.474> this<00:19:33.714> job<00:19:34.196> for<00:19:34.292> the<00:19:34.373> past<00:19:34.758> 90<00:19:35.015> days.

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You<00:19:35.818> were<00:19:36.042> at<00:19:36.203> another<00:19:36.524> one,<00:19:36.845> uh,<00:19:37.487> position<00:19:38.001> at<00:19:38.146> another<00:19:38.467> company,<00:19:39.655> um,<00:19:40.136> for<00:19:40.265> the<00:19:40.377> past<00:19:40.698> 5<00:19:41.019> years.

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What<00:19:42.224> lessons<00:19:42.561> are<00:19:42.625> you<00:19:42.721> taking<00:19:43.123> through<00:19:43.428> your<00:19:43.604> career,<00:19:44.728> other<00:19:44.953> companies<00:19:45.354> you've<00:19:45.595> led,<00:19:45.916> things<00:19:46.093> like<00:19:46.253> that,<00:19:46.574> to<00:19:46.735> now<00:19:47.056> establish<00:19:47.618> a<00:19:47.698> culture<00:19:48.824> at<00:19:48.930> this<00:19:49.178> company?

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Well,<00:19:51.444> you<00:19:51.525> know<00:19:51.606> what?

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So<00:19:52.884> this<00:19:53.127> one<00:19:53.224> was,<00:19:53.628> this<00:19:53.790> one<00:19:53.951> was<00:19:54.146> like<00:19:54.987> really<00:19:55.229> good<00:19:55.407> for<00:19:55.520> me<00:19:55.731> in<00:19:55.795> a<00:19:55.876> way<00:19:56.297> because<00:19:57.833> the<00:19:57.979> last<00:19:58.318> company<00:19:58.707> I<00:19:58.787> ran,<00:19:59.370> we<00:19:59.515> were<00:20:00.340> a<00:20:00.470> series.

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We<00:20:01.149> bought<00:20:01.310> a<00:20:01.391> business,<00:20:02.184> 3<00:20:02.362> businesses<00:20:02.847> from<00:20:03.009> Nasdaq<00:20:04.222> who<00:20:04.626> bought<00:20:04.852> 6<00:20:05.257> other<00:20:05.434> businesses<00:20:06.162> that<00:20:06.405> combined<00:20:06.874> it.

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We<00:20:07.294> bought<00:20:07.618> like<00:20:08.248> 3<00:20:08.572> other<00:20:08.814> businesses<00:20:09.461> along<00:20:09.720> the<00:20:09.850> way.

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And<00:20:10.432> I'm<00:20:10.529> taking<00:20:11.079> all<00:20:11.176> different<00:20:11.419> cultures<00:20:12.066> and<00:20:12.147> creating<00:20:12.551> a<00:20:12.567> new<00:20:12.794> culture.

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Sounds<00:20:15.172> harder,<00:20:15.979> but<00:20:16.092> in<00:20:16.157> some<00:20:16.383> ways<00:20:16.641> it's<00:20:16.803> easier<00:20:17.126> because<00:20:18.159> here's<00:20:18.418> who<00:20:18.498> we<00:20:18.660> are<00:20:18.805> now.

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We<00:20:19.306> are<00:20:19.386> now<00:20:19.693> this<00:20:19.871> company<00:20:20.355> and<00:20:20.420> this<00:20:20.598> is<00:20:20.743> what<00:20:20.904> we're<00:20:20.985> gonna<00:20:21.147> do<00:20:21.324> going<00:20:21.550> forward.

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This<00:20:23.417> organization,<00:20:24.075> you<00:20:24.975> know,<00:20:25.264> been<00:20:25.361> around<00:20:25.682> 13+<00:20:26.309> years,<00:20:28.157> had<00:20:28.334> a<00:20:28.414> culture<00:20:28.896> of<00:20:29.057> its<00:20:29.362> own.

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And<00:20:30.599> I'm<00:20:30.824> coming<00:20:31.145> in<00:20:31.306> saying,<00:20:32.110> this<00:20:32.335> is<00:20:32.431> what<00:20:32.560> we're<00:20:32.656> gonna<00:20:32.753> change.

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And<00:20:33.480> my<00:20:33.641> first<00:20:33.884> thing<00:20:34.126> is,<00:20:34.998> how<00:20:35.095> do<00:20:35.256> I<00:20:35.498> unshackle<00:20:36.225> this<00:20:36.532> team?

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How<00:20:37.436> do<00:20:37.582> I<00:20:37.759> empower<00:20:38.647> this<00:20:38.873> team?

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And<00:20:40.523> if<00:20:40.667> you<00:20:40.844> unshackle<00:20:42.431> and<00:20:42.591> you<00:20:42.848> empower<00:20:44.195> and<00:20:44.275> you<00:20:44.467> engage<00:20:46.118> and<00:20:46.215> you<00:20:46.391> say,<00:20:46.696> we're<00:20:46.856> gonna<00:20:47.096> break<00:20:47.401> down<00:20:47.593> silos<00:20:48.764> and<00:20:49.084> we're<00:20:49.325> going<00:20:49.742> to<00:20:49.902> share,<00:20:50.864> and<00:20:50.944> you're<00:20:51.169> consistent<00:20:51.970> with<00:20:52.066> that<00:20:52.291> message,<00:20:53.189> you're<00:20:53.317> gonna<00:20:53.429> get<00:20:53.589> the<00:20:53.894> best<00:20:54.375> out<00:20:54.455> of<00:20:54.535> people<00:20:54.872> in<00:20:55.032> the<00:20:55.113> entire<00:20:55.577> world.

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You're<00:20:56.956> gonna<00:20:57.101> see<00:20:57.357> people<00:20:57.662> shine<00:20:58.479> because<00:20:58.800> you're<00:20:58.960> giving<00:20:59.265> them<00:20:59.441> a<00:20:59.505> chance<00:20:59.778> to<00:20:59.906> say,<00:21:00.547> you<00:21:00.628> mean<00:21:00.868> I<00:21:00.948> could<00:21:01.044> share<00:21:01.429> my<00:21:01.686> idea<00:21:02.968> and<00:21:03.113> there's<00:21:03.385> no<00:21:03.690> fear<00:21:04.155> of<00:21:04.556> any<00:21:05.053> retribution,<00:21:05.614> right?

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There's<00:21:06.031> nothing<00:21:06.880> negative<00:21:07.233> is<00:21:07.313> gonna<00:21:07.457> happen.

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The<00:21:07.922> worst<00:21:08.099> that's<00:21:08.259> gonna<00:21:08.419> happen<00:21:08.724> is<00:21:08.772> I'm<00:21:08.884> gonna<00:21:09.045> go,<00:21:09.846> Hey,<00:21:10.087> it's<00:21:10.199> a<00:21:10.808> good<00:21:10.921> idea,<00:21:11.145> but<00:21:11.257> we're<00:21:11.322> not<00:21:11.466> gonna<00:21:11.626> do<00:21:11.787> it.

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And<00:21:11.931> here's<00:21:12.107> a<00:21:12.172> reason<00:21:12.589> why.

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I'm<00:21:13.455> gonna<00:21:13.615> give<00:21:13.791> you<00:21:13.871> to,<00:21:14.128> I'm<00:21:14.353> gonna<00:21:14.513> give<00:21:14.657> you<00:21:14.754> to<00:21:14.978> who,<00:21:15.235> what,<00:21:15.475> and<00:21:15.619> why.

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I'm<00:21:15.940> gonna<00:21:16.101> give<00:21:16.181> you<00:21:16.277> the<00:21:16.437> reason,<00:21:17.384> the<00:21:17.464> rationale,<00:21:18.426> and<00:21:18.907> you<00:21:18.939> move<00:21:19.148> forward.

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So<00:21:20.206> that's<00:21:20.527> the<00:21:20.767> first<00:21:21.072> step,<00:21:21.794> you<00:21:21.874> know,<00:21:22.515> letting<00:21:22.708> people<00:21:22.932> know<00:21:23.077> that<00:21:23.173> this<00:21:23.413> is<00:21:23.558> a,<00:21:24.071> a<00:21:24.135> safe<00:21:24.536> place.

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All<00:21:25.177> we<00:21:25.322> have<00:21:25.434> is<00:21:25.562> the<00:21:25.642> same<00:21:25.899> goal.

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Take<00:21:27.567> care<00:21:27.727> of<00:21:27.807> our<00:21:27.888> employees,<00:21:28.529> take<00:21:28.689> care<00:21:28.866> of<00:21:28.946> our<00:21:29.090> customers,<00:21:29.908> grow<00:21:30.165> our<00:21:30.389> business.

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It<00:21:31.752> is<00:21:32.073> pretty<00:21:32.474> simple<00:21:32.859> to<00:21:32.955> walk<00:21:33.196> in.

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What<00:21:33.998> make<00:21:34.719> grow<00:21:34.896> your<00:21:35.024> revenue,<00:21:35.826> grow<00:21:36.066> your<00:21:36.163> profits,<00:21:37.671> keep<00:21:37.911> your<00:21:38.008> employees,<00:21:38.890> you<00:21:38.986> know,<00:21:39.435> happy<00:21:39.772> and<00:21:39.852> motivated<00:21:41.040> and<00:21:41.858> create<00:21:42.163> an<00:21:42.323> intimacy<00:21:42.981> with<00:21:43.221> customers<00:21:44.008> so<00:21:44.184> they<00:21:44.280> stay<00:21:44.665> with<00:21:44.906> you<00:21:45.227> and<00:21:45.387> grow<00:21:45.628> with<00:21:45.852> you.

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Kind<00:21:47.393> of<00:21:47.457> an<00:21:47.553> outside,<00:21:47.938> it's<00:21:48.130> not<00:21:48.419> easy,<00:21:48.756> but<00:21:48.901> on<00:21:48.981> the<00:21:49.077> outside<00:21:49.334> you<00:21:49.398> go,<00:21:50.024> wow,<00:21:50.216> if<00:21:50.280> you<00:21:50.344> just<00:21:50.521> follow<00:21:50.761> those<00:21:51.082> things,<00:21:51.387> those<00:21:51.644> 4<00:21:51.804> or<00:21:51.884> 5<00:21:52.205> things,<00:21:53.088> that's<00:21:53.312> how<00:21:53.473> you're<00:21:53.553> gonna<00:21:53.729> build<00:21:54.997> a<00:21:55.157> culture.

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And<00:21:56.778> it<00:21:56.842> goes<00:21:57.018> back<00:21:57.195> to<00:21:57.323> consistency.

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Don't<00:21:58.927> do<00:21:59.040> a<00:21:59.088> newsletter<00:21:59.665> once<00:21:59.986> this<00:22:00.227> week<00:22:00.483> and<00:22:00.708> not<00:22:00.884> another<00:22:01.173> one.

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Don't<00:22:01.494> do<00:22:01.815> a<00:22:02.072> a<00:22:02.312> quarterly<00:22:02.857> town<00:22:03.177> hall<00:22:03.417> this<00:22:03.594> quarter<00:22:04.235> and<00:22:04.299> then<00:22:04.379> miss<00:22:04.699> next<00:22:05.020> quarter.

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Don't<00:22:06.221> say<00:22:06.494> I'm<00:22:06.718> gonna<00:22:06.959> do<00:22:07.119> something<00:22:07.599> and<00:22:07.744> I,<00:22:08.401> it<00:22:08.545> goes<00:22:08.801> back<00:22:09.042> to<00:22:09.122> consistency<00:22:09.859> and<00:22:09.923> make<00:22:10.163> it<00:22:10.307> muscle<00:22:10.564> memory<00:22:10.964> so<00:22:11.060> they<00:22:11.205> know<00:22:11.605> this<00:22:11.781> is<00:22:11.910> gonna<00:22:12.086> happen.

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If<00:22:12.983> you<00:22:13.127> tell<00:22:13.368> people<00:22:13.592> you're<00:22:13.752> gonna<00:22:13.848> engage<00:22:14.329> with<00:22:14.489> them,<00:22:15.114> you<00:22:15.146> know,<00:22:15.755> monthly<00:22:16.332> or<00:22:16.492> quarterly,<00:22:17.694> engage<00:22:18.094> with<00:22:18.239> them.

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You<00:22:19.440> know,<00:22:19.761> walk<00:22:20.033> the<00:22:20.177> walk,<00:22:20.498> show<00:22:20.674> them<00:22:20.882> you're<00:22:20.979> willing<00:22:21.299> to<00:22:21.443> do<00:22:21.603> it.

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That's<00:22:22.485> how<00:22:22.565> you<00:22:22.661> build<00:22:22.821> a<00:22:22.885> culture.

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And<00:22:23.863> what<00:22:24.039> I'm<00:22:24.424> most<00:22:24.664> surprised<00:22:25.161> about<00:22:26.170> in<00:22:26.330> 90<00:22:26.667> days,<00:22:27.292> I've<00:22:27.452> seen<00:22:28.029> the<00:22:28.109> ship<00:22:28.429> in<00:22:28.509> this<00:22:28.750> organization<00:22:29.535> move.

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Great<00:22:30.273> organization.

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I<00:22:31.220> listen,<00:22:31.799> it<00:22:31.863> was<00:22:32.023> a<00:22:32.120> great<00:22:32.505> company<00:22:32.843> before<00:22:33.244> I<00:22:33.389> joined.

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Just<00:22:34.449> seeing<00:22:35.091> how<00:22:36.280> people<00:22:36.617> feel<00:22:36.858> like<00:22:37.083> they're<00:22:37.180> shining<00:22:38.127> and<00:22:38.384> working<00:22:38.866> together.

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It's,<00:22:40.938> you<00:22:41.035> sit<00:22:41.276> back<00:22:41.517> and<00:22:41.581> you<00:22:41.677> go,<00:22:42.545> wow,<00:22:43.026> you<00:22:43.123> guys,<00:22:43.669> you<00:22:43.765> already,<00:22:44.231> you<00:22:44.472> all<00:22:44.633> had<00:22:44.954> this<00:22:45.275> inside<00:22:45.773> you<00:22:45.918> to<00:22:46.014> begin<00:22:46.335> with.

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And<00:22:47.363> all<00:22:47.620> I'm<00:22:47.781> doing<00:22:48.247> is,<00:22:48.729> you<00:22:48.761> know,<00:22:49.612> allowing<00:22:50.255> you<00:22:50.817> to<00:22:50.929> soar.

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Best<00:22:52.841> gig<00:22:53.066> in<00:22:53.146> the<00:22:53.226> world,<00:22:53.628> you<00:22:53.660> know,<00:22:54.833> as<00:22:55.266> a<00:22:55.331> CEO<00:22:56.150> to<00:22:56.278> be<00:22:56.455> able<00:22:56.632> to<00:22:56.776> sit<00:22:56.937> there<00:22:57.098> and<00:22:57.178> empower<00:22:57.660> people.

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It's<00:23:00.370> great.

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Plus<00:23:01.107> make<00:23:01.331> all<00:23:01.428> the<00:23:01.508> hard<00:23:01.732> decisions,<00:23:02.229> right?

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I<00:23:02.469> mean,<00:23:02.694> yeah,<00:23:03.111> but<00:23:03.335> those<00:23:03.656> are<00:23:03.992> the<00:23:04.377> table<00:23:04.649> stakes,<00:23:05.098> right?

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No<00:23:05.932> one's<00:23:06.300> gonna<00:23:06.557> get<00:23:06.717> into<00:23:06.958> a<00:23:07.038> position<00:23:07.423> running<00:23:07.663> a<00:23:07.743> company<00:23:08.480> if<00:23:08.705> you<00:23:08.801> can't<00:23:09.186> be,<00:23:09.586> you<00:23:09.683> know,<00:23:10.164> have<00:23:10.340> a<00:23:10.484> fiduciary<00:23:11.622> responsibility,<00:23:12.392> right?

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Fiscally<00:23:13.369> responsible,<00:23:14.636> innovative,<00:23:15.357> understanding<00:23:16.014> marketing,<00:23:16.736> understanding<00:23:17.457> the<00:23:17.761> industry,<00:23:19.220> learning<00:23:19.621> the<00:23:19.781> industry<00:23:20.182> in<00:23:20.246> my<00:23:20.422> case.

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Those<00:23:22.009> are<00:23:22.170> table<00:23:22.426> stakes.

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The<00:23:23.468> stuff<00:23:23.772> that<00:23:23.869> really<00:23:24.109> makes<00:23:24.494> that<00:23:24.574> as<00:23:24.830> important,<00:23:25.536> is<00:23:26.578> how<00:23:26.674> do<00:23:26.754> I<00:23:26.834> get<00:23:26.946> my<00:23:27.155> team<00:23:27.459> to<00:23:28.421> even<00:23:28.678> be<00:23:28.918> better<00:23:29.239> than<00:23:29.399> they<00:23:29.784> are,<00:23:30.425> that<00:23:30.521> they<00:23:30.633> didn't<00:23:30.826> even<00:23:31.082> know<00:23:31.307> they<00:23:31.467> could<00:23:31.563> achieve<00:23:31.964> this<00:23:32.204> level?

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That's<00:23:33.070> exciting.

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And<00:23:34.128> it's<00:23:34.288> consistency.

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I<00:23:35.699> want<00:23:35.891> to<00:23:35.955> touch<00:23:36.132> on<00:23:36.693> empathy<00:23:37.318> and<00:23:37.478> empathetic<00:23:37.895> leadership<00:23:38.520> because<00:23:38.841> you<00:23:38.921> mentioned<00:23:39.241> that<00:23:39.338> as<00:23:39.482> like<00:23:39.642> one<00:23:39.754> of<00:23:39.835> your,<00:23:40.139> your<00:23:40.299> core<00:23:40.540> principles.

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And<00:23:42.688> I<00:23:42.848> wonder,<00:23:43.105> like,<00:23:43.345> maybe<00:23:43.586> we<00:23:43.730> use<00:23:43.906> an<00:23:43.970> example<00:23:44.451> of<00:23:44.531> like<00:23:44.692> this<00:23:44.868> whole<00:23:45.173> work<00:23:45.365> from<00:23:45.573> home,<00:23:46.631> hybrid<00:23:47.192> work,<00:23:47.930> stay<00:23:48.459> at<00:23:48.555> home,<00:23:49.260> everybody<00:23:49.597> back<00:23:49.918> at<00:23:49.998> the<00:23:50.222> office,<00:23:50.639> this<00:23:50.799> whole<00:23:50.943> debate<00:23:51.344> that's<00:23:51.505> happening<00:23:52.306> in<00:23:52.723> the<00:23:52.883> business<00:23:53.268> world<00:23:53.444> right<00:23:53.604> now.

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Now,<00:23:54.326> obviously,<00:23:54.646> this<00:23:54.807> company,<00:23:55.191> you,<00:23:55.352> you've<00:23:55.448> been<00:23:55.608> there<00:23:55.688> for<00:23:55.785> 90<00:23:56.025> days,<00:23:56.249> but<00:23:56.330> I<00:23:56.410> wonder<00:23:56.634> how<00:23:56.714> you've<00:23:56.891> thought<00:23:57.051> about<00:23:57.275> it<00:23:57.340> at<00:23:57.372> other<00:23:57.532> companies<00:23:57.934> and<00:23:58.078> other<00:23:58.239> roles,<00:23:58.640> and<00:23:58.752> even<00:23:58.977> how<00:23:59.122> you're<00:23:59.218> thinking<00:23:59.459> about<00:23:59.683> it<00:23:59.764> here<00:24:00.727> and<00:24:00.823> applying<00:24:01.305> the<00:24:01.385> principle<00:24:02.413> of<00:24:02.734> empathetic<00:24:03.215> leadership<00:24:04.419> to<00:24:04.660> that<00:24:04.917> particular<00:24:05.399> topic.

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I<00:24:05.880> think<00:24:06.041> that<00:24:06.089> would<00:24:06.201> be<00:24:06.282> really<00:24:06.442> interesting<00:24:06.844> to<00:24:06.988> hear<00:24:07.149> from<00:24:07.309> you.

00:24:07.967 --> 00:24:16.893
Well,<00:24:08.272> you<00:24:08.353> know,<00:24:08.529> it's—<00:24:09.187> so<00:24:09.814> if<00:24:10.038> you<00:24:10.680> knew<00:24:10.857> me<00:24:11.290> like<00:24:11.997> 7,<00:24:12.382> 8,<00:24:12.623> 9<00:24:12.864> years<00:24:13.121> ago,<00:24:13.265> right,<00:24:13.506> I'd<00:24:13.699> sit<00:24:13.827> there<00:24:13.875> and<00:24:13.923> go,<00:24:14.774> I<00:24:14.790> like<00:24:15.047> employees<00:24:15.513> in<00:24:15.657> the<00:24:15.754> office,<00:24:16.315> right?

00:24:17.343 --> 00:24:28.917
And<00:24:18.483> I<00:24:18.515> don't<00:24:18.643> know<00:24:18.707> if<00:24:18.868> I<00:24:19.029> liked<00:24:19.285> employees<00:24:19.944> in<00:24:20.088> the<00:24:20.329> office<00:24:21.372> because<00:24:21.613> they<00:24:21.774> really<00:24:21.950> needed<00:24:22.336> to<00:24:22.416> be<00:24:22.560> in<00:24:22.641> the<00:24:22.721> office<00:24:23.058> to<00:24:23.203> be<00:24:23.299> successful<00:24:24.904> Or<00:24:25.209> I<00:24:25.305> just<00:24:25.610> love<00:24:25.851> being<00:24:26.108> in<00:24:26.188> the<00:24:26.333> office<00:24:26.750> and<00:24:26.894> walking<00:24:27.231> around<00:24:27.360> and<00:24:27.552> seeing<00:24:27.857> 100<00:24:28.339> heads,<00:24:28.676> right?

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And<00:24:30.586> feeling<00:24:31.164> the<00:24:31.388> energy<00:24:32.046> and,<00:24:32.769> and<00:24:33.330> what<00:24:33.475> you<00:24:33.571> get<00:24:33.796> from<00:24:33.988> it.

00:24:34.759 --> 00:24:43.971
And<00:24:35.642> when<00:24:35.882> I<00:24:36.765> took<00:24:37.006> over<00:24:37.985> my<00:24:38.145> last<00:24:38.450> company<00:24:38.868> and<00:24:39.012> we<00:24:39.269> rolled<00:24:39.654> up<00:24:39.750> these<00:24:39.991> companies<00:24:41.179> and<00:24:41.339> I<00:24:41.436> went<00:24:41.596> to,<00:24:41.821> we<00:24:41.901> had<00:24:42.062> offices<00:24:42.479> in<00:24:42.543> 17<00:24:42.960> countries<00:24:43.362> and<00:24:43.442> I<00:24:43.602> travel.

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I<00:24:44.244> love<00:24:44.485> being<00:24:44.662> in<00:24:44.790> the<00:24:44.951> office<00:24:45.288> because<00:24:45.448> I<00:24:45.512> got<00:24:45.689> to<00:24:45.769> see<00:24:46.074> people<00:24:46.491> and<00:24:46.556> engage<00:24:47.117> with<00:24:47.214> people.

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And<00:24:48.626> then<00:24:48.722> the<00:24:48.819> pandemic<00:24:49.300> happened.

00:24:50.086 --> 00:24:57.989
And<00:24:51.449> you<00:24:51.609> had<00:24:51.785> to<00:24:51.866> find<00:24:52.106> a<00:24:52.266> different<00:24:52.587> way<00:24:52.827> to<00:24:52.972> engage<00:24:53.629> with<00:24:53.950> everyone,<00:24:55.392> but<00:24:55.553> you<00:24:55.633> realize<00:24:56.338> they<00:24:56.418> can<00:24:56.595> still<00:24:56.931> achieve<00:24:57.460> great<00:24:57.781> things.

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And<00:24:59.160> now<00:24:59.336> I<00:24:59.480> take<00:24:59.705> over<00:25:00.041> this<00:25:00.282> organization<00:25:01.548> who<00:25:01.869> over<00:25:02.270> since<00:25:02.606> COVID<00:25:03.568> really<00:25:03.953> doesn't<00:25:04.274> have<00:25:04.530> an<00:25:04.754> office,<00:25:05.316> right?

00:25:05.572 --> 00:25:11.279
They,<00:25:06.149> a<00:25:06.213> couple<00:25:06.598> acquisitions,<00:25:08.281> most<00:25:08.538> people<00:25:09.019> are<00:25:09.243> remote<00:25:09.740> or<00:25:09.965> everyone<00:25:10.381> for<00:25:10.462> the<00:25:10.510> most<00:25:10.782> part<00:25:10.878> is<00:25:11.007> remote.

00:25:11.359 --> 00:25:13.075
A<00:25:11.487> couple<00:25:11.744> people<00:25:12.049> in<00:25:12.225> one<00:25:12.385> of<00:25:12.465> the<00:25:12.690> offices.

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So<00:25:14.165> there's<00:25:14.373> nowhere<00:25:14.694> I<00:25:14.854> can<00:25:14.950> go<00:25:15.094> to<00:25:15.127> see<00:25:15.255> them.

00:25:16.168 --> 00:25:19.887
Except<00:25:16.697> get<00:25:16.858> on<00:25:16.970> a<00:25:17.018> plane<00:25:17.275> and<00:25:17.355> go<00:25:17.515> see<00:25:17.675> people<00:25:17.996> and<00:25:18.156> engage<00:25:18.477> with<00:25:18.621> them<00:25:18.717> when<00:25:18.862> you're<00:25:18.958> dealing<00:25:19.262> with<00:25:19.358> customers.

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And<00:25:20.641> I'm<00:25:20.801> finding<00:25:21.074> like<00:25:21.747> this<00:25:21.907> company<00:25:22.228> could<00:25:22.388> really<00:25:22.629> achieve<00:25:23.911> and<00:25:24.007> it's<00:25:24.248> really<00:25:24.488> doing<00:25:24.712> amazing<00:25:25.193> things.

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And<00:25:26.716> what<00:25:26.876> we<00:25:27.037> went<00:25:27.213> through<00:25:27.934> during<00:25:28.239> COVID<00:25:28.656> what<00:25:28.816> you<00:25:28.960> learn<00:25:29.201> is<00:25:30.483> how<00:25:30.579> important<00:25:30.964> their<00:25:31.124> families<00:25:31.541> are,<00:25:32.006> how<00:25:32.118> important<00:25:32.647> their<00:25:32.727> mental<00:25:33.064> health<00:25:33.320> is,<00:25:34.170> how<00:25:34.362> important<00:25:34.811> it<00:25:35.132> is<00:25:35.933> that<00:25:36.094> they<00:25:36.254> have<00:25:36.494> a<00:25:36.655> work-life<00:25:37.232> balance.

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And<00:25:39.460> I'm,<00:25:40.261> you<00:25:40.293> know,<00:25:40.598> there's<00:25:40.838> certain<00:25:41.239> roles<00:25:41.560> that<00:25:41.624> I<00:25:41.720> still<00:25:42.041> think<00:25:42.746> work<00:25:43.084> best<00:25:43.405> in<00:25:43.485> an<00:25:43.629> office.

00:25:44.031 --> 00:25:46.214
Like<00:25:44.143> if<00:25:44.272> you're<00:25:44.352> gonna<00:25:44.528> build<00:25:44.769> a<00:25:44.930> BDR<00:25:45.492> team,<00:25:45.973> right?

00:25:46.680 --> 00:25:54.145
And<00:25:46.937> for<00:25:47.017> those<00:25:47.161> of<00:25:47.242> you<00:25:47.322> who<00:25:47.418> don't<00:25:47.611> know,<00:25:47.820> BDR<00:25:48.141> team<00:25:48.301> is<00:25:48.365> like<00:25:48.783> just<00:25:49.489> younger<00:25:49.987> people<00:25:50.308> in<00:25:50.469> an<00:25:50.613> organization<00:25:51.191> that<00:25:51.352> just<00:25:52.154> dial<00:25:52.556> all<00:25:52.797> day<00:25:53.037> to<00:25:53.118> set<00:25:53.358> up<00:25:53.519> appointments.

00:25:54.723 --> 00:25:58.817
I<00:25:54.884> think,<00:25:55.429> you<00:25:55.462> know,<00:25:55.847> they<00:25:56.088> should<00:25:56.329> be<00:25:56.890> in<00:25:57.051> office<00:25:57.372> because<00:25:57.934> they<00:25:58.030> need<00:25:58.175> to<00:25:58.319> see<00:25:58.737> it.

00:25:59.058 --> 00:26:10.473
I<00:25:59.090> mean,<00:25:59.379> not<00:25:59.539> 5<00:25:59.861> days<00:26:00.085> a<00:26:00.101> week,<00:26:00.326> but<00:26:00.422> they<00:26:00.503> need<00:26:00.695> to<00:26:00.744> be<00:26:00.808> in<00:26:00.888> office<00:26:01.370> so<00:26:01.450> they<00:26:01.530> can<00:26:01.627> see<00:26:01.932> others<00:26:02.269> and<00:26:02.333> they<00:26:02.429> can<00:26:02.654> learn<00:26:02.927> and<00:26:03.007> you<00:26:03.136> can<00:26:03.312> teach<00:26:03.633> them,<00:26:04.276> you<00:26:04.372> know,<00:26:04.837> in,<00:26:05.159> in<00:26:05.239> the<00:26:05.399> world<00:26:05.801> of<00:26:06.202> banking<00:26:07.069> and<00:26:07.711> private<00:26:08.048> equity<00:26:08.530> and,<00:26:09.156> hedge<00:26:09.333> funds<00:26:09.814> and<00:26:10.039> VCs.

00:26:10.858 --> 00:26:15.450
Yeah,<00:26:11.083> they<00:26:11.179> need<00:26:11.340> to<00:26:11.484> be<00:26:11.565> in<00:26:11.645> offices<00:26:12.143> too,<00:26:12.384> because<00:26:12.929> how<00:26:13.026> are<00:26:13.122> you<00:26:13.186> gonna<00:26:13.411> learn<00:26:13.652> that<00:26:13.829> business<00:26:14.150> unless<00:26:14.375> you<00:26:14.471> can<00:26:14.631> sit<00:26:15.017> in<00:26:15.097> those<00:26:15.274> meetings?

00:26:15.515 --> 00:26:21.006
You<00:26:15.595> can't<00:26:16.077> learn<00:26:16.398> that<00:26:17.184> in,<00:26:17.586> you<00:26:18.003> know,<00:26:18.389> over<00:26:18.662> Zoom<00:26:20.171> and<00:26:20.235> you<00:26:20.332> can't<00:26:20.653> mentor.

00:26:21.279 --> 00:26:29.885
The<00:26:21.439> hardest<00:26:21.761> thing<00:26:21.857> to<00:26:22.001> do<00:26:22.162> in<00:26:22.194> the<00:26:22.323> world,<00:26:22.579> and<00:26:22.660> I<00:26:22.804> love<00:26:22.981> to<00:26:23.061> mentor,<00:26:23.944> is<00:26:24.025> you<00:26:24.105> can't<00:26:24.330> mentor<00:26:24.667> over<00:26:25.004> Zoom<00:26:25.454> the<00:26:25.534> same<00:26:25.791> way<00:26:26.096> you<00:26:26.192> can<00:26:26.337> mentor<00:26:27.140> when<00:26:27.236> you're<00:26:27.477> with<00:26:27.637> someone<00:26:28.585> over<00:26:28.761> a<00:26:28.842> cup<00:26:29.018> of<00:26:29.147> coffee,<00:26:29.644> right?

00:26:30.110 --> 00:26:32.470
Or<00:26:30.527> a<00:26:30.672> lunch<00:26:31.154> or<00:26:31.732> in<00:26:31.828> a<00:26:31.892> conference<00:26:32.374> room.

00:26:32.551 --> 00:26:39.254
So<00:26:34.044> I've,<00:26:34.847> become<00:26:35.523> so<00:26:35.812> much<00:26:36.053> more<00:26:36.632> empathetic<00:26:37.340> to<00:26:38.466> the<00:26:38.643> work<00:26:38.884> from<00:26:39.045> home.

00:26:40.396 --> 00:26:43.837
I<00:26:40.476> have<00:26:40.717> come<00:26:41.537> to<00:26:41.602> understand<00:26:42.052> that<00:26:42.165> people<00:26:42.422> could<00:26:42.599> achieve<00:26:43.242> so<00:26:43.548> much.

00:26:45.626 --> 00:26:49.284
I<00:26:45.787> also<00:26:46.190> have<00:26:47.399> 29-year-old<00:26:48.463> boy-girl<00:26:48.930> twins.

00:26:50.783 --> 00:26:54.759
And<00:26:51.911> so<00:26:52.169> they<00:26:52.475> are<00:26:52.975> that,<00:26:53.442> they<00:26:53.619> are<00:26:53.716> that<00:26:53.910> millennial,<00:26:54.432> right?

00:26:54.987 --> 00:26:59.708
They<00:26:57.927> all<00:26:58.123> started<00:26:58.581> when<00:26:58.679> they<00:26:58.760> graduated<00:26:59.234> from<00:26:59.397> college.

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In<00:27:00.472> an<00:27:00.617> office.

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And<00:27:02.782> now<00:27:03.840> they<00:27:04.000> kind<00:27:04.241> of<00:27:04.305> like<00:27:04.498> a<00:27:04.562> hybrid<00:27:05.363> and<00:27:06.406> they<00:27:06.710> have<00:27:06.983> a<00:27:07.127> better<00:27:07.352> work-life<00:27:07.769> balance.

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They<00:27:08.715> work<00:27:08.972> just<00:27:09.292> as<00:27:09.437> hard.

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They're<00:27:10.575> just<00:27:10.880> engaged.

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I<00:27:11.698> think<00:27:11.858> the<00:27:12.083> only<00:27:12.339> thing<00:27:12.564> they<00:27:12.660> miss<00:27:13.718> is<00:27:13.847> you<00:27:13.959> don't<00:27:14.183> get<00:27:14.344> that<00:27:14.568> true<00:27:15.145> mentoring<00:27:15.787> that<00:27:15.947> you<00:27:16.092> would<00:27:16.252> get<00:27:16.589> in<00:27:16.669> an<00:27:16.749> office.

00:27:17.711 --> 00:27:24.366
You<00:27:17.791> know,<00:27:17.936> you<00:27:18.016> don't<00:27:18.176> get<00:27:18.337> that<00:27:18.513> networking<00:27:19.379> element<00:27:19.796> unless<00:27:20.101> you<00:27:20.261> force<00:27:20.582> yourself<00:27:20.999> to<00:27:21.079> get<00:27:21.239> networking,<00:27:21.881> like<00:27:22.987> go<00:27:23.163> to<00:27:23.324> meetups,<00:27:24.126> right?

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Go<00:27:25.312> to<00:27:25.633> industry<00:27:26.050> events.

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Try<00:27:28.698> to<00:27:29.099> find<00:27:29.420> time<00:27:29.821> with<00:27:29.966> your<00:27:30.126> coworkers<00:27:30.720> or<00:27:30.801> an<00:27:30.929> area<00:27:31.346> and<00:27:31.491> get<00:27:31.667> together.

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It<00:27:32.695> is<00:27:33.096> like,<00:27:33.353> my<00:27:33.578> advice<00:27:34.300> is<00:27:35.022> you<00:27:35.119> gotta<00:27:35.359> go<00:27:35.520> out<00:27:35.680> there<00:27:35.745> and<00:27:35.841> you<00:27:35.905> gotta<00:27:36.306> still<00:27:37.269> press<00:27:37.526> the<00:27:37.607> flesh.

00:27:38.088 --> 00:27:42.823
You<00:27:38.249> still<00:27:38.634> gotta<00:27:38.875> talk<00:27:39.115> to<00:27:39.196> people<00:27:39.757> and<00:27:40.496> coworkers,<00:27:41.282> other<00:27:41.443> people<00:27:41.619> in<00:27:41.684> the<00:27:41.844> industry<00:27:42.342> and<00:27:42.502> learn.

00:27:43.465 --> 00:27:52.583
But<00:27:44.669> in<00:27:44.750> today's<00:27:45.215> world,<00:27:46.900> I<00:27:46.981> understand,<00:27:47.318> like,<00:27:47.559> listen,<00:27:47.815> like<00:27:48.297> my,<00:27:48.602> what<00:27:48.762> my<00:27:49.067> wife's<00:27:49.388> joke<00:27:49.950> to<00:27:50.031> me<00:27:50.352> is,<00:27:51.170> we're<00:27:51.267> married<00:27:51.973> 30<00:27:52.294> years.

00:27:52.695 --> 00:27:54.477
We<00:27:52.791> met<00:27:53.016> at<00:27:53.161> the<00:27:53.241> University<00:27:53.594> of<00:27:53.658> Maryland<00:27:54.043> in<00:27:54.124> college.

00:27:54.926 --> 00:28:06.427
And<00:27:55.167> ever<00:27:55.280> since<00:27:55.505> we<00:27:55.585> graduated,<00:27:56.244> since<00:27:56.485> I<00:27:56.517> had<00:27:56.629> my<00:27:56.790> first<00:27:57.031> job,<00:27:57.657> I've<00:27:57.834> lived<00:27:58.059> on<00:27:58.139> a<00:27:58.219> plane<00:27:58.781> and<00:27:59.504> pre-COVID,<00:28:00.066> I<00:28:00.082> was<00:28:00.243> probably<00:28:00.484> on<00:28:00.564> a<00:28:00.629> plane<00:28:01.271> 160,<00:28:03.022> 170<00:28:03.696> nights<00:28:04.018> a<00:28:04.098> year<00:28:04.660> around<00:28:04.981> that,<00:28:05.094> maybe<00:28:05.270> 150<00:28:05.945> nights<00:28:06.250> a<00:28:06.266> year.

00:28:07.214 --> 00:28:20.321
And<00:28:08.033> then<00:28:08.194> COVID<00:28:08.419> happened<00:28:08.740> and<00:28:08.852> I<00:28:08.933> spent<00:28:09.864> 2<00:28:10.202> years<00:28:11.085> every<00:28:11.262> single<00:28:11.567> day<00:28:12.691> with<00:28:13.478> my<00:28:13.639> wife<00:28:14.522> and<00:28:16.209> I<00:28:16.225> had<00:28:16.385> dinner<00:28:16.610> with<00:28:16.707> my<00:28:16.867> wife<00:28:17.269> and<00:28:17.670> my<00:28:18.072> adult<00:28:18.393> kids<00:28:19.036> because<00:28:19.518> COVID<00:28:19.742> and<00:28:19.839> we're<00:28:19.983> all<00:28:20.016> together.

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What<00:28:21.124> a<00:28:21.188> blessing,<00:28:21.589> right?

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For,<00:28:22.729> for<00:28:22.970> 2<00:28:23.195> years.

00:28:23.677 --> 00:28:30.870
And<00:28:23.917> that<00:28:24.736> what<00:28:24.897> you<00:28:25.041> learn,<00:28:25.234> it's<00:28:25.298> like,<00:28:25.603> whoa,<00:28:26.262> this<00:28:26.503> work-life<00:28:26.984> balance<00:28:27.370> thing<00:28:27.546> is<00:28:27.771> really,<00:28:28.108> really<00:28:28.349> important<00:28:29.152> and<00:28:29.939> you<00:28:30.099> can<00:28:30.517> have<00:28:30.758> both.

00:28:31.865 --> 00:28:34.531
But<00:28:32.026> just,<00:28:32.620> you<00:28:32.925> know,<00:28:33.567> I<00:28:33.648> think<00:28:33.873> I<00:28:33.953> got<00:28:34.129> better.

00:28:34.932 --> 00:28:36.153
COVID<00:28:35.253> taught<00:28:35.430> me<00:28:35.558> to<00:28:35.655> get<00:28:35.815> better.

00:28:36.297 --> 00:28:57.909
I<00:28:36.377> can<00:28:36.618> turn<00:28:37.004> off<00:28:37.341> better<00:28:38.706> when<00:28:39.171> I<00:28:39.268> am<00:28:39.508> not<00:28:39.765> at<00:28:39.894> work,<00:28:41.114> where<00:28:41.275> before<00:28:42.479> there<00:28:42.559> was<00:28:42.736> never<00:28:43.603> an<00:28:43.908> end<00:28:44.181> of<00:28:44.647> work<00:28:45.253> and,<00:28:45.273> and<00:28:46.236> my<00:28:46.413> personal<00:28:46.894> life,<00:28:47.553> even<00:28:47.697> though<00:28:47.794> a<00:28:47.842> lot<00:28:47.922> of<00:28:48.002> people<00:28:48.163> say<00:28:48.420> working<00:28:48.661> from<00:28:48.821> home,<00:28:50.090> yeah,<00:28:50.331> is,<00:28:50.652> is<00:28:50.764> the<00:28:50.844> same<00:28:51.133> concept<00:28:51.455> because<00:28:51.711> you're<00:28:51.936> always<00:28:52.257> available<00:28:52.739> because<00:28:52.980> you<00:28:53.060> can't<00:28:53.237> say,<00:28:54.184> hey,<00:28:54.602> I'm<00:28:55.388> on<00:28:55.421> the<00:28:55.549> road<00:28:55.966> or<00:28:56.111> I'm<00:28:56.850> commuting<00:28:57.235> home<00:28:57.331> from<00:28:57.492> the<00:28:57.636> office.

00:28:58.680 --> 00:29:08.651
But<00:28:58.841> I<00:28:58.921> truly<00:28:59.258> find<00:28:59.579> like<00:28:59.820> when<00:29:00.205> I<00:29:01.008> am<00:29:01.329> done<00:29:01.667> before<00:29:01.907> I'm<00:29:02.068> gonna<00:29:02.229> do<00:29:02.325> something<00:29:02.614> else<00:29:02.871> and<00:29:02.951> I'm<00:29:03.128> sitting<00:29:03.433> having<00:29:03.738> dinner<00:29:03.995> with,<00:29:04.637> with<00:29:04.814> my<00:29:04.958> wife,<00:29:06.002> I<00:29:06.162> think<00:29:06.387> I<00:29:06.548> pay<00:29:06.724> better<00:29:06.965> attention<00:29:07.367> and<00:29:07.591> I<00:29:07.752> think<00:29:07.864> I'm<00:29:08.009> more<00:29:08.169> focused<00:29:08.571> now.

00:29:08.828 --> 00:29:11.445
So<00:29:09.775> there's<00:29:10.016> some<00:29:10.241> good<00:29:10.401> things<00:29:10.514> that<00:29:10.658> came<00:29:10.883> from<00:29:10.979> it<00:29:11.124> as<00:29:11.284> well.

00:29:11.927 --> 00:29:24.017
Given<00:29:12.264> like<00:29:12.585> how,<00:29:13.372> um,<00:29:14.110> time<00:29:14.432> intensive<00:29:14.929> your<00:29:15.154> career<00:29:15.780> is<00:29:16.262> and<00:29:16.342> how<00:29:16.663> all<00:29:16.904> in<00:29:17.065> you<00:29:17.177> have<00:29:17.402> to<00:29:17.563> be<00:29:17.803> given<00:29:18.044> the<00:29:18.349> different<00:29:18.606> roles<00:29:18.927> and<00:29:19.008> stuff<00:29:19.232> you've<00:29:19.345> had,<00:29:19.891> how<00:29:20.035> have<00:29:20.132> you<00:29:20.292> managed<00:29:20.934> being<00:29:21.320> a<00:29:21.416> father,<00:29:22.444> a<00:29:22.604> husband<00:29:23.182> throughout<00:29:23.487> your<00:29:23.664> career?

00:29:24.547 --> 00:29:25.848
How<00:29:24.692> have<00:29:24.852> you<00:29:24.949> managed<00:29:25.334> this<00:29:25.511> balance?

00:29:25.896 --> 00:29:30.584
I<00:29:25.928> mean,<00:29:27.100> obviously<00:29:27.437> COVID<00:29:27.775> is<00:29:27.919> a<00:29:27.999> different<00:29:28.304> thing,<00:29:28.545> but<00:29:28.706> like,<00:29:29.107> how<00:29:29.589> have<00:29:29.846> you<00:29:29.942> managed<00:29:30.392> that?

00:29:30.970 --> 00:29:33.555
That<00:29:31.195> is,<00:29:31.516> uh,<00:29:32.961> very<00:29:33.137> difficult.

00:29:34.117 --> 00:29:38.433
So<00:29:34.502> I've<00:29:34.663> had<00:29:34.823> like<00:29:35.145> two<00:29:35.931> rules<00:29:36.252> that<00:29:36.365> I<00:29:36.590> break<00:29:37.152> I've<00:29:37.312> broken<00:29:37.776> a<00:29:37.857> couple<00:29:38.081> of<00:29:38.113> times.

00:29:38.497 --> 00:29:46.461
One<00:29:38.658> is<00:29:38.978> I<00:29:39.299> try<00:29:39.555> not<00:29:39.795> to<00:29:39.956> ever<00:29:40.196> fly<00:29:40.420> on<00:29:40.500> a<00:29:40.516> Sunday,<00:29:41.077> even<00:29:41.237> though<00:29:41.382> I<00:29:41.462> had<00:29:41.654> an<00:29:41.782> office,<00:29:43.016> several<00:29:43.384> offices<00:29:43.881> in<00:29:43.961> Europe,<00:29:45.067> and<00:29:45.403> it's<00:29:45.644> overnight<00:29:46.108> to<00:29:46.140> get<00:29:46.349> there.

00:29:46.525 --> 00:29:53.896
So<00:29:46.926> if<00:29:47.070> you<00:29:47.230> want<00:29:47.358> to<00:29:47.390> spend<00:29:47.582> a<00:29:47.647> week<00:29:48.672> going<00:29:48.848> across<00:29:49.329> Europe,<00:29:49.810> seeing<00:29:50.050> customers<00:29:51.476> and<00:29:51.556> employees,<00:29:52.694> you<00:29:52.838> kind<00:29:53.014> of<00:29:53.078> have<00:29:53.174> to<00:29:53.319> leave<00:29:53.479> on<00:29:53.511> a<00:29:53.559> Sunday<00:29:53.751> night.

00:29:53.976 --> 00:29:57.965
But<00:29:54.088> my,<00:29:54.376> my<00:29:54.601> rule<00:29:54.793> is<00:29:54.937> always<00:29:55.257> I<00:29:55.289> don't<00:29:55.482> travel<00:29:55.802> on<00:29:55.898> Sundays<00:29:56.780> and<00:29:56.860> I'm<00:29:57.084> always<00:29:57.324> home<00:29:57.485> on<00:29:57.581> Friday.

00:29:59.327 --> 00:30:02.948
And<00:30:00.289> I've<00:30:00.465> been<00:30:00.625> like<00:30:00.865> that<00:30:01.090> since<00:30:01.330> I've<00:30:01.426> been<00:30:01.587> 25,<00:30:02.211> 26<00:30:02.692> years<00:30:02.868> old.

00:30:03.029 --> 00:30:08.633
There's<00:30:03.253> always<00:30:03.445> exceptions<00:30:04.214> to<00:30:04.310> those<00:30:04.567> rules,<00:30:06.193> or<00:30:06.435> I'd<00:30:06.613> bring<00:30:06.775> my<00:30:07.017> family<00:30:07.809> on,<00:30:08.132> on<00:30:08.229> trips.

00:30:10.395 --> 00:30:15.934
I<00:30:10.638> also<00:30:11.042> tried<00:30:11.462> to<00:30:11.607> make<00:30:12.415> every<00:30:12.674> one<00:30:12.836> of<00:30:12.868> my<00:30:14.064> son<00:30:14.306> or<00:30:14.420> daughter's<00:30:15.096> school<00:30:15.579> events.

00:30:16.465 --> 00:30:17.738
I<00:30:16.530> might<00:30:16.771> have<00:30:16.868> not<00:30:17.029> always<00:30:17.271> been<00:30:17.432> present.

00:30:18.140 --> 00:30:25.000
I<00:30:18.237> remember<00:30:19.284> coaching<00:30:19.606> my<00:30:19.784> son's<00:30:20.251> baseball<00:30:20.653> team,<00:30:20.879> being<00:30:21.137> one<00:30:21.298> of<00:30:21.362> the<00:30:21.443> coaches<00:30:21.845> on<00:30:21.878> my<00:30:21.958> son's<00:30:22.264> baseball<00:30:22.667> team<00:30:23.150> when<00:30:23.231> he<00:30:23.295> was<00:30:23.360> like<00:30:23.778> 11<00:30:24.051> or<00:30:24.131> 12,<00:30:24.582> Little<00:30:24.823> League.

00:30:25.627 --> 00:30:33.555
And<00:30:26.833> I<00:30:26.994> was<00:30:27.332> that<00:30:27.734> father<00:30:28.297> coaching<00:30:28.683> first<00:30:28.940> base<00:30:30.050> on<00:30:30.162> his<00:30:30.452> BlackBerry<00:30:32.881> I<00:30:32.961> was<00:30:33.218> there.

00:30:33.700 --> 00:30:37.987
I<00:30:33.780> wasn't<00:30:34.085> paying<00:30:34.229> 100%<00:30:34.920> attention,<00:30:36.028> but<00:30:36.269> at<00:30:36.429> least<00:30:36.670> my<00:30:36.831> son<00:30:37.216> knew<00:30:37.457> I<00:30:37.553> was<00:30:37.794> there.

00:30:38.982 --> 00:30:45.854
And<00:30:39.544> in<00:30:39.721> hindsight,<00:30:40.764> looking<00:30:41.005> back,<00:30:42.129> I<00:30:42.193> wish<00:30:42.370> I<00:30:42.434> put<00:30:42.595> down<00:30:42.755> the<00:30:42.852> BlackBerry<00:30:43.574> and<00:30:43.735> paid<00:30:43.992> more<00:30:44.201> attention,<00:30:45.405> but<00:30:45.485> I<00:30:45.501> was<00:30:45.726> there.

00:30:46.609 --> 00:30:52.839
And<00:30:46.850> I<00:30:48.215> think<00:30:48.311> that's<00:30:49.355> one<00:30:49.515> of<00:30:49.596> the<00:30:49.740> things<00:30:49.997> that,<00:30:50.639> you<00:30:50.720> know,<00:30:51.747> I've<00:30:51.988> always<00:30:52.229> put<00:30:52.341> in<00:30:52.373> my<00:30:52.566> career.

00:30:52.967 --> 00:30:53.883
I<00:30:53.064> need<00:30:53.289> to<00:30:53.529> be<00:30:53.770> there.

00:30:54.814 --> 00:31:00.154
And<00:30:54.894> then<00:30:55.055> when<00:30:55.167> I'm<00:30:55.440> with<00:30:55.617> them,<00:30:57.223> and<00:30:57.304> I'm<00:30:57.465> not<00:30:57.626> working,<00:30:58.753> giving<00:30:58.994> them<00:30:59.139> 100%<00:30:59.735> of<00:30:59.783> my<00:30:59.944> time.

00:31:00.363 --> 00:31:05.129
Everything<00:31:00.750> I<00:31:00.911> do<00:31:01.877> is<00:31:02.215> for<00:31:03.567> my<00:31:04.469> wife<00:31:04.711> and<00:31:04.791> kids.

00:31:05.274 --> 00:31:07.418
At<00:31:05.338> least<00:31:05.677> I<00:31:05.838> truly<00:31:06.160> believe<00:31:06.482> they<00:31:06.643> are<00:31:06.708> my<00:31:06.821> motivators.

00:31:08.241 --> 00:31:12.293
I<00:31:08.257> want<00:31:08.419> to<00:31:08.499> be<00:31:08.596> successful<00:31:09.387> because<00:31:09.694> I<00:31:09.775> want<00:31:09.904> to<00:31:09.952> be<00:31:10.033> able<00:31:10.259> to,<00:31:11.147> you<00:31:11.244> know,<00:31:11.486> give<00:31:11.728> to<00:31:11.808> my<00:31:11.970> family.

00:31:12.599 --> 00:31:16.133
I<00:31:12.761> want<00:31:13.003> to<00:31:13.164> work<00:31:13.487> really<00:31:13.745> hard<00:31:13.988> so<00:31:14.084> my<00:31:14.375> kids<00:31:14.714> understand<00:31:15.198> what<00:31:15.343> a<00:31:15.424> work<00:31:15.602> ethic<00:31:15.924> is.

00:31:16.873 --> 00:31:26.818
I<00:31:17.034> want<00:31:17.276> to—<00:31:17.453> and<00:31:17.598> also<00:31:17.936> I<00:31:18.016> came<00:31:18.403> from<00:31:20.608> a<00:31:20.672> family<00:31:20.994> that<00:31:21.059> didn't<00:31:21.204> have<00:31:21.332> a<00:31:21.381> lot<00:31:21.558> of<00:31:21.590> money<00:31:21.783> and<00:31:23.162> my<00:31:23.387> parents<00:31:23.964> weren't<00:31:25.311> encouraging<00:31:26.065> and<00:31:26.193> engaging.

00:31:27.155 --> 00:31:28.710
And<00:31:27.877> I<00:31:27.893> mean,<00:31:28.133> they<00:31:28.213> were<00:31:28.294> good<00:31:28.454> parents.

00:31:28.759 --> 00:31:30.186
I<00:31:28.775> had<00:31:28.919> food<00:31:29.560> and<00:31:29.721> I<00:31:29.801> had<00:31:29.897> clothes.

00:31:30.859 --> 00:31:32.896
But<00:31:31.084> that's<00:31:31.501> really<00:31:31.901> the<00:31:32.302> extent<00:31:32.687> of<00:31:32.847> it.

00:31:33.810 --> 00:31:39.149
And<00:31:33.970> I<00:31:34.066> was<00:31:34.291> like,<00:31:34.547> no,<00:31:34.643> man,<00:31:34.932> I,<00:31:35.269> I'm<00:31:35.573> having—<00:31:36.135> we're<00:31:36.215> having<00:31:36.455> a<00:31:36.471> family<00:31:36.872> because<00:31:37.337> I<00:31:38.396> want<00:31:38.636> to<00:31:38.796> be<00:31:38.973> there.

00:31:39.342 --> 00:31:47.103
I<00:31:39.422> want<00:31:39.518> to<00:31:39.598> be<00:31:39.759> a<00:31:39.839> positive<00:31:40.865> force<00:31:41.122> on<00:31:41.202> them<00:31:41.442> and<00:31:41.587> I<00:31:41.683> want<00:31:41.891> to<00:31:42.004> empower<00:31:42.565> them<00:31:42.805> and<00:31:43.607> give<00:31:43.848> them<00:31:44.729> opportunities<00:31:45.531> and<00:31:46.253> whatever<00:31:46.654> they<00:31:46.798> want<00:31:46.974> to<00:31:47.055> do.

00:31:47.151 --> 00:31:49.556
It<00:31:47.215> doesn't<00:31:47.375> matter<00:31:47.760> what<00:31:47.856> they<00:31:48.001> want<00:31:48.177> to<00:31:48.257> do,<00:31:48.498> but<00:31:48.802> I<00:31:48.883> want<00:31:48.963> to<00:31:49.043> be<00:31:49.155> there<00:31:49.364> for<00:31:49.460> them.

00:31:49.620 --> 00:31:59.900
And<00:31:49.764> that's<00:31:50.646> My,<00:31:51.063> the<00:31:51.945> front,<00:31:52.330> the,<00:31:52.667> the<00:31:52.827> one<00:31:53.052> side<00:31:53.293> of<00:31:53.389> Ben<00:31:53.613> is<00:31:53.934> I<00:31:54.110> am<00:31:54.271> this<00:31:54.495> hard-driving<00:31:55.874> leader<00:31:56.259> who<00:31:56.436> wants<00:31:56.612> to<00:31:56.676> engage<00:31:57.254> and<00:31:57.462> be<00:31:57.703> everywhere<00:31:58.039> and<00:31:58.184> doesn't<00:31:58.504> want<00:31:58.633> to<00:31:58.681> be<00:31:58.841> and<00:31:59.066> wants<00:31:59.226> to<00:31:59.306> help<00:31:59.467> his<00:31:59.627> team.

00:32:00.605 --> 00:32:04.342
But<00:32:00.669> at<00:32:00.766> the<00:32:00.926> end<00:32:01.022> of<00:32:01.070> the<00:32:01.150> day,<00:32:01.648> it's<00:32:01.760> like<00:32:02.594> I<00:32:02.754> would<00:32:03.412> take<00:32:03.588> a<00:32:03.716> bullet<00:32:03.957> for<00:32:04.037> my<00:32:04.213> kids.

00:32:04.438 --> 00:32:06.026
They're,<00:32:04.855> they're<00:32:05.079> what,<00:32:05.336> they're<00:32:05.641> everything.

00:32:06.138 --> 00:32:08.319
You're<00:32:06.362> only<00:32:06.603> as<00:32:06.683> happy<00:32:07.004> as<00:32:07.084> your<00:32:07.260> least<00:32:07.565> happy<00:32:07.822> child.

00:32:08.527 --> 00:32:10.484
And<00:32:09.201> it<00:32:09.329> is<00:32:09.490> a<00:32:09.570> true<00:32:09.907> statement.

00:32:10.692 --> 00:32:19.313
And<00:32:10.933> watching<00:32:11.270> my<00:32:11.590> kids<00:32:12.296> who<00:32:12.328> are<00:32:12.857> very<00:32:13.900> relatively<00:32:14.333> successful<00:32:14.942> where<00:32:15.102> they<00:32:15.199> are<00:32:15.359> in<00:32:15.503> their<00:32:15.664> careers<00:32:16.000> now,<00:32:16.710> and<00:32:16.889> doing<00:32:17.051> it<00:32:17.198> on<00:32:17.296> their<00:32:17.523> own<00:32:17.865> and<00:32:18.028> being<00:32:18.207> able<00:32:18.386> to<00:32:18.467> sit<00:32:18.597> there<00:32:18.760> and<00:32:18.841> watch<00:32:19.004> that.

00:32:21.346 --> 00:32:22.166
That's<00:32:21.587> what<00:32:21.700> it's<00:32:21.844> about.

00:32:22.407 --> 00:32:23.499
That's<00:32:22.969> happiness.

00:32:23.612 --> 00:32:32.860
Those,<00:32:23.997> you<00:32:24.077> know,<00:32:24.254> we<00:32:24.335> talk<00:32:24.592> about<00:32:25.138> what<00:32:25.202> are<00:32:25.234> you<00:32:25.298> gonna<00:32:25.459> do<00:32:25.539> in<00:32:25.684> 30<00:32:25.925> years<00:32:26.102> when<00:32:26.182> you're<00:32:26.279> sitting<00:32:26.584> and,<00:32:26.905> you<00:32:26.985> know,<00:32:27.628> having<00:32:27.933> a<00:32:27.949> glass<00:32:28.271> of<00:32:28.351> wine<00:32:28.737> reflecting<00:32:29.958> besides<00:32:30.359> saying,<00:32:30.665> who<00:32:30.761> did<00:32:30.906> I<00:32:30.989> help<00:32:31.254> in<00:32:31.287> my<00:32:31.486> career<00:32:31.900> and<00:32:32.082> how<00:32:32.248> did<00:32:32.314> I<00:32:32.397> empower<00:32:32.811> them?

00:32:32.910 --> 00:32:33.374
And<00:32:33.059> what<00:32:33.159> are<00:32:33.225> they<00:32:33.308> saying?

00:32:34.730 --> 00:32:34.908
Yeah.

00:32:35.087 --> 00:32:36.401
Did<00:32:35.314> I<00:32:35.411> do<00:32:35.573> right<00:32:35.736> for<00:32:35.882> my<00:32:36.060> family?

00:32:36.790 --> 00:32:39.322
Because<00:32:37.034> it<00:32:37.180> goes<00:32:37.439> by<00:32:38.170> like<00:32:38.738> that,<00:32:39.062> Clint.

00:32:39.533 --> 00:32:40.782
It's<00:32:39.874> the<00:32:40.101> fastest<00:32:40.717> thing.

00:32:40.847 --> 00:32:41.788
It<00:32:41.074> feels<00:32:41.318> like<00:32:41.480> yesterday.

00:32:42.322 --> 00:32:47.530
My<00:32:42.483> twins<00:32:42.949> were<00:32:43.030> like<00:32:43.769> 1<00:32:43.914> year<00:32:44.171> old<00:32:44.637> and<00:32:44.814> now<00:32:45.216> they're,<00:32:46.100> you<00:32:46.180> know,<00:32:47.128> grown-ups.

00:32:47.771 --> 00:32:49.780
So<00:32:47.884> it's<00:32:49.395> important.

00:32:50.343 --> 00:32:52.582
It's,<00:32:50.584> it's<00:32:50.890> crazy<00:32:51.244> how<00:32:51.728> fast<00:32:52.050> time<00:32:52.163> flies.

00:32:53.661 --> 00:32:58.335
What's<00:32:53.887> it<00:32:53.968> like<00:32:54.467> being<00:32:55.031> tapped<00:32:55.918> by<00:32:56.159> a<00:32:56.304> private<00:32:56.643> equity<00:32:56.965> firm<00:32:57.448> to<00:32:57.690> be<00:32:57.851> a<00:32:57.867> CEO?

00:32:58.496 --> 00:33:08.029
I<00:32:58.577> mean,<00:32:58.722> this<00:32:58.883> is<00:32:58.931> something<00:32:59.302> that<00:33:01.713> I<00:33:01.857> think<00:33:02.034> people<00:33:02.355> are<00:33:02.741> like,<00:33:02.918> who<00:33:03.014> haven't<00:33:03.384> done<00:33:03.561> it<00:33:03.866> would<00:33:03.963> be<00:33:04.123> really<00:33:04.445> interested<00:33:04.911> in<00:33:04.991> hearing<00:33:05.393> what<00:33:05.570> this<00:33:05.811> process<00:33:06.293> is<00:33:06.438> like<00:33:06.695> and<00:33:06.775> what<00:33:06.920> it's<00:33:07.081> like<00:33:07.258> being<00:33:07.418> the<00:33:07.499> CEO.

00:33:08.622 --> 00:33:10.144
Of<00:33:08.702> a<00:33:08.766> company<00:33:09.086> owned<00:33:09.263> by<00:33:09.423> a<00:33:09.487> private<00:33:09.728> equity<00:33:10.064> firm?

00:33:11.331 --> 00:33:15.162
Oh,<00:33:11.491> so<00:33:11.651> this<00:33:11.844> is,<00:33:12.148> this<00:33:12.389> is<00:33:12.870> not<00:33:13.094> my<00:33:13.254> first<00:33:13.431> time<00:33:13.751> with,<00:33:14.216> with<00:33:14.457> private<00:33:14.793> equity.

00:33:16.541 --> 00:33:20.115
Here's<00:33:16.717> what<00:33:16.781> I<00:33:16.861> love<00:33:17.021> about,<00:33:17.278> I<00:33:17.342> mean,<00:33:17.438> listen,<00:33:17.679> there's,<00:33:18.079> there's,<00:33:18.560> I've<00:33:18.721> done<00:33:18.945> 3<00:33:19.202> types<00:33:19.522> of<00:33:19.586> companies,<00:33:20.019> right?

00:33:20.228 --> 00:33:23.225
I've<00:33:20.468> done<00:33:21.125> where<00:33:21.286> we<00:33:21.446> got<00:33:21.686> VC<00:33:22.087> funding,<00:33:23.049> right?

00:33:23.370 --> 00:33:25.790
VCs<00:33:24.476> have<00:33:24.636> their<00:33:24.796> good<00:33:24.908> and<00:33:25.037> bad<00:33:25.277> part<00:33:25.453> too,<00:33:25.614> right?

00:33:25.838 --> 00:33:29.862
A<00:33:25.854> good,<00:33:26.191> a<00:33:26.255> VC,<00:33:27.137> you<00:33:27.457> know,<00:33:27.602> invest<00:33:28.002> money<00:33:28.179> in<00:33:28.259> the<00:33:28.339> company,<00:33:28.724> takes<00:33:28.916> a<00:33:29.044> percentage<00:33:29.525> of<00:33:29.686> it.

00:33:30.407 --> 00:33:34.398
When<00:33:30.503> you<00:33:30.599> need<00:33:30.744> more<00:33:30.920> money,<00:33:31.224> they're<00:33:31.385> gonna<00:33:32.090> potentially<00:33:32.571> invest<00:33:32.972> more<00:33:33.308> and<00:33:33.453> take<00:33:33.693> more<00:33:33.869> of<00:33:33.950> the<00:33:34.094> equity.

00:33:35.072 --> 00:33:39.792
They<00:33:35.636> sit<00:33:35.958> in<00:33:36.023> there<00:33:36.216> making<00:33:36.522> the<00:33:36.683> bet,<00:33:37.166> you<00:33:37.231> know,<00:33:37.505> sometimes<00:33:37.891> they<00:33:38.294> boil<00:33:38.616> the<00:33:38.777> ocean,<00:33:39.325> do<00:33:39.486> everything.

00:33:39.969 --> 00:33:40.807
No,<00:33:40.147> be<00:33:40.308> more<00:33:40.469> focused.

00:33:40.855 --> 00:33:47.465
Like<00:33:41.194> they<00:33:42.724> want<00:33:42.966> you<00:33:43.046> to<00:33:43.207> operate,<00:33:43.691> but<00:33:43.820> they,<00:33:44.336> it,<00:33:44.723> it,<00:33:44.836> there's<00:33:45.288> a<00:33:45.304> set<00:33:46.110> in<00:33:46.255> their<00:33:46.433> mind<00:33:46.772> of<00:33:46.836> what<00:33:46.917> they<00:33:47.062> want<00:33:47.240> to<00:33:47.401> do.

00:33:47.949 --> 00:33:53.144
Self-funding,<00:33:49.321> great<00:33:49.498> way<00:33:49.611> to<00:33:49.740> do<00:33:49.966> it,<00:33:50.466> but<00:33:50.547> you're<00:33:50.724> always<00:33:50.950> worrying<00:33:51.256> about<00:33:51.418> payables,<00:33:51.821> receivable,<00:33:52.224> and<00:33:52.321> am<00:33:52.418> I<00:33:52.482> gonna<00:33:52.563> need<00:33:52.741> more<00:33:52.902> money?

00:33:53.273 --> 00:33:54.398
And<00:33:53.370> how<00:33:53.450> much<00:33:53.580> money<00:33:53.767> do<00:33:53.886> I<00:33:53.920> have<00:33:54.040> in<00:33:54.108> the<00:33:54.210> bank?

00:33:54.466 --> 00:33:55.165
There's<00:33:54.722> a<00:33:54.739> lot<00:33:54.909> of<00:33:55.046> things.

00:33:57.493 --> 00:34:01.326
Private<00:33:57.802> equity<00:33:58.289> is,<00:33:59.036> I<00:33:59.133> know<00:34:00.335> what<00:34:00.562> they<00:34:00.725> expect<00:34:01.066> from<00:34:01.245> me.

00:34:02.884 --> 00:34:04.006
We<00:34:02.964> have<00:34:03.140> a<00:34:03.204> business,<00:34:03.830> right?

00:34:04.086 --> 00:34:05.593
It's<00:34:04.246> not<00:34:04.391> a<00:34:04.407> startup,<00:34:04.984> it's<00:34:05.128> a<00:34:05.208> business.

00:34:06.250 --> 00:34:08.189
We<00:34:06.410> want<00:34:06.715> you<00:34:06.747> to<00:34:06.875> be<00:34:07.276> fiscally<00:34:07.676> responsible.

00:34:08.253 --> 00:34:09.359
We<00:34:08.318> want<00:34:08.478> you<00:34:08.510> to<00:34:08.638> grow<00:34:08.959> the<00:34:09.055> business.

00:34:09.440 --> 00:34:13.334
We<00:34:09.536> want<00:34:09.760> you<00:34:09.792> to<00:34:09.856> empower,<00:34:10.978> we<00:34:11.058> want<00:34:11.219> you<00:34:11.299> to<00:34:11.363> make,<00:34:12.164> build<00:34:12.645> good<00:34:12.822> culture.

00:34:14.328 --> 00:34:25.292
But<00:34:14.649> you<00:34:14.761> know,<00:34:15.130> when<00:34:15.226> you<00:34:15.370> go<00:34:15.546> into<00:34:15.947> a<00:34:16.027> private<00:34:16.348> equity<00:34:16.749> deal<00:34:18.095> that<00:34:19.057> here's<00:34:19.217> the<00:34:19.313> criteria,<00:34:20.099> you<00:34:20.131> know,<00:34:21.221> you're,<00:34:21.942> you're<00:34:22.262> in<00:34:22.423> this<00:34:22.663> for<00:34:22.904> these<00:34:23.304> reasons,<00:34:24.138> achieve<00:34:24.667> these<00:34:24.907> reasons.

00:34:26.270 --> 00:34:29.411
And,<00:34:26.670> but<00:34:26.911> they<00:34:27.007> don't<00:34:27.247> change<00:34:27.744> the<00:34:27.888> goalposts<00:34:28.674> all<00:34:28.754> the<00:34:28.850> time,<00:34:29.171> right?

00:34:29.716 --> 00:34:35.871
You<00:34:29.813> know<00:34:30.120> where<00:34:30.298> the<00:34:30.460> goal<00:34:30.863> is<00:34:31.671> and<00:34:31.816> you<00:34:31.930> know<00:34:32.156> what<00:34:32.382> you<00:34:32.479> have<00:34:32.721> to<00:34:32.802> do<00:34:33.367> and<00:34:33.432> you<00:34:33.545> know<00:34:33.706> what<00:34:33.916> you<00:34:34.159> as<00:34:34.256> an<00:34:34.401> individual<00:34:34.902> have<00:34:35.080> to<00:34:35.225> do<00:34:35.386> to<00:34:35.548> bring<00:34:35.790> it.

00:34:36.663 --> 00:34:41.932
And<00:34:37.325> I<00:34:37.406> kind<00:34:37.583> of<00:34:37.648> love<00:34:37.793> it<00:34:38.020> because<00:34:39.038> it<00:34:39.167> fits<00:34:39.588> into<00:34:39.846> my<00:34:40.234> personality<00:34:41.043> and<00:34:41.124> I've<00:34:41.350> done<00:34:41.512> it<00:34:41.609> all.

00:34:42.077 --> 00:34:43.403
I've<00:34:42.255> done<00:34:42.417> the<00:34:42.562> garage<00:34:42.967> startup.

00:34:44.732 --> 00:34:50.950
I've<00:34:45.071> done,<00:34:45.604> you<00:34:45.701> know,<00:34:46.331> the<00:34:47.316> couple<00:34:47.946> partners<00:34:48.673> funding<00:34:49.028> our<00:34:49.238> own<00:34:49.400> business<00:34:49.755> and<00:34:49.884> growing<00:34:50.304> it<00:34:50.385> and<00:34:50.466> selling<00:34:50.854> it.

00:34:51.274 --> 00:34:53.916
So<00:34:51.435> I've<00:34:51.677> done<00:34:52.388> all<00:34:52.646> sides<00:34:53.131> of<00:34:53.687> it.

00:34:54.932 --> 00:34:56.763
Kind<00:34:55.177> of<00:34:55.259> like<00:34:55.505> the<00:34:55.652> whole<00:34:55.960> private<00:34:56.152> equity<00:34:56.473> world.

00:34:58.015 --> 00:35:00.425
So,<00:34:58.642> you<00:34:59.124> know<00:34:59.268> what<00:34:59.365> you,<00:34:59.525> you<00:34:59.606> know<00:34:59.750> what<00:34:59.847> you're<00:34:59.991> getting<00:35:00.232> into.

00:35:00.875 --> 00:35:06.368
I<00:35:00.907> mean,<00:35:01.035> they're<00:35:01.164> not,<00:35:01.613> you<00:35:02.192> know,<00:35:02.641> they're<00:35:02.722> not<00:35:02.898> investing<00:35:03.316> in<00:35:03.380> you<00:35:03.541> like,<00:35:03.766> here's<00:35:04.007> money<00:35:04.264> and<00:35:04.344> go<00:35:04.890> start<00:35:05.163> a<00:35:05.211> company<00:35:05.468> and<00:35:05.549> let's<00:35:05.693> see<00:35:05.790> what<00:35:05.934> you<00:35:06.015> do<00:35:06.127> with<00:35:06.336> it.

00:35:06.432 --> 00:35:09.693
It<00:35:06.496> is<00:35:06.769> like<00:35:07.942> they've<00:35:08.119> invested<00:35:08.584> a<00:35:08.601> lot<00:35:08.906> in<00:35:09.002> an<00:35:09.147> organization.

00:35:09.886 --> 00:35:23.282
They<00:35:10.046> are<00:35:10.191> trusting<00:35:10.592> you<00:35:10.753> with<00:35:10.865> the<00:35:10.994> keys<00:35:11.813> and<00:35:11.958> you<00:35:12.070> have<00:35:12.215> to<00:35:12.311> say,<00:35:12.921> I'm<00:35:13.018> gonna<00:35:13.243> treat<00:35:13.965> this<00:35:14.222> car,<00:35:14.849> well,<00:35:15.507> since<00:35:15.684> I'm<00:35:15.829> in<00:35:15.909> the<00:35:15.973> auto<00:35:16.230> side,<00:35:16.776> gonna<00:35:16.937> treat<00:35:17.194> this<00:35:17.419> car<00:35:17.901> like<00:35:18.174> I'm<00:35:18.479> not<00:35:18.704> gonna<00:35:18.864> let<00:35:19.025> anything<00:35:19.346> happen<00:35:19.603> to<00:35:19.764> it<00:35:20.005> and<00:35:20.085> I'm<00:35:20.230> gonna<00:35:20.390> return<00:35:20.808> the<00:35:20.952> car<00:35:21.836> in<00:35:21.997> better<00:35:22.254> shape<00:35:22.639> than<00:35:22.735> when<00:35:22.880> I<00:35:22.960> got<00:35:23.153> it.

00:35:23.442 --> 00:35:26.490
And<00:35:23.539> that<00:35:23.844> to<00:35:23.940> me<00:35:24.967> is<00:35:25.127> really<00:35:25.304> what<00:35:25.464> private<00:35:25.785> equity<00:35:26.009> is<00:35:26.106> all<00:35:26.250> about.

00:35:26.571 --> 00:35:27.789
That's<00:35:27.324> incredible.

00:35:28.912 --> 00:35:43.329
Is<00:35:28.992> there<00:35:29.153> a<00:35:29.169> moment<00:35:29.457> where<00:35:29.618> you<00:35:29.778> failed<00:35:30.371> or<00:35:30.516> didn't<00:35:30.740> quite<00:35:30.981> live<00:35:31.077> up<00:35:31.237> to<00:35:31.301> your<00:35:31.462> own<00:35:31.622> expectations<00:35:32.600> that's<00:35:32.841> kind<00:35:33.066> of—<00:35:33.306> you<00:35:33.466> look<00:35:33.627> back<00:35:33.948> on<00:35:34.108> now<00:35:34.429> as<00:35:34.525> like<00:35:34.749> maybe<00:35:35.006> a<00:35:35.086> defining<00:35:35.631> turning<00:35:35.968> point<00:35:36.209> in<00:35:36.289> your<00:35:36.449> life<00:35:36.706> as<00:35:36.850> a<00:35:36.994> leader,<00:35:37.893> in<00:35:37.973> your<00:35:38.117> life<00:35:38.374> in<00:35:38.534> general,<00:35:39.576> that<00:35:39.721> you<00:35:39.897> look<00:35:40.138> to<00:35:40.378> and<00:35:40.458> like,<00:35:40.699> man,<00:35:40.923> I<00:35:41.084> read<00:35:41.405> this,<00:35:41.581> that<00:35:41.805> was<00:35:41.966> a,<00:35:42.206> that<00:35:42.303> was<00:35:42.399> a<00:35:42.527> turning<00:35:42.784> point<00:35:42.912> in<00:35:42.944> my<00:35:43.104> life?

00:35:44.371 --> 00:35:54.811
Well,<00:35:45.414> Clint,<00:35:46.007> if<00:35:46.376> I<00:35:46.408> know<00:35:46.633> this<00:35:46.793> podcast<00:35:47.515> is,<00:35:47.755> you<00:35:47.835> know,<00:35:48.878> 30-plus<00:35:49.455> minutes<00:35:49.824> long,<00:35:50.385> if<00:35:50.545> we<00:35:50.626> had<00:35:50.866> like<00:35:51.123> 3<00:35:51.363> hours,<00:35:51.764> I<00:35:51.828> could<00:35:51.925> tell<00:35:52.085> you<00:35:52.165> about<00:35:52.550> all<00:35:52.582> my<00:35:53.352> failures<00:35:54.009> along<00:35:54.314> the<00:35:54.410> way.

00:35:55.374 --> 00:35:57.266
I<00:35:55.458> don't<00:35:55.625> think<00:35:55.793> you<00:35:55.876> could<00:35:55.960> be<00:35:56.111> a<00:35:56.127> good<00:35:56.278> leader<00:35:56.546> if<00:35:56.697> you<00:35:56.730> don't<00:35:56.948> have<00:35:57.115> failures.

00:35:59.700 --> 00:36:21.464
You<00:35:59.748> know,<00:36:00.053> I<00:36:00.198> think<00:36:00.857> if<00:36:01.242> there's<00:36:02.544> two<00:36:02.866> things<00:36:03.091> that<00:36:03.267> sort<00:36:03.492> of<00:36:03.974> shape<00:36:04.457> me<00:36:04.633> on<00:36:04.794> who<00:36:05.019> I<00:36:05.196> am<00:36:05.341> as<00:36:05.517> an<00:36:05.614> executive,<00:36:07.349> one<00:36:07.526> of<00:36:07.607> them<00:36:08.153> is<00:36:08.893> that<00:36:10.088> I<00:36:10.185> truly<00:36:10.588> believe<00:36:11.395> that<00:36:12.138> in<00:36:12.283> one<00:36:12.509> company<00:36:12.848> that<00:36:12.993> I<00:36:13.009> was<00:36:13.171> running<00:36:13.494> very<00:36:13.736> early<00:36:14.059> on,<00:36:14.704> that<00:36:15.657> I<00:36:15.818> was<00:36:16.076> more<00:36:16.496> the<00:36:16.577> most<00:36:16.819> important<00:36:17.206> person<00:36:17.594> in<00:36:17.755> the<00:36:17.820> organization,<00:36:19.789> you<00:36:19.821> know,<00:36:20.566> I<00:36:20.598> was<00:36:20.742> the<00:36:20.886> rainmaker.

00:36:22.410 --> 00:36:23.837
I<00:36:22.490> had<00:36:22.650> the<00:36:22.730> idea<00:36:22.987> for<00:36:23.099> the<00:36:23.211> technology.

00:36:24.334 --> 00:36:25.520
I<00:36:24.510> put<00:36:24.654> the<00:36:24.815> team<00:36:25.071> together.

00:36:26.418 --> 00:36:28.422
I<00:36:26.819> was,<00:36:27.781> I<00:36:28.021> was<00:36:28.214> it.

00:36:29.064 --> 00:36:38.155
And,<00:36:30.106> you<00:36:30.138> know,<00:36:30.908> through<00:36:31.340> a<00:36:31.405> few<00:36:31.741> sets<00:36:32.190> of<00:36:32.286> things<00:36:32.591> happened,<00:36:33.954> I<00:36:34.114> realized<00:36:34.515> that<00:36:35.157> I'm<00:36:35.253> not,<00:36:35.814> you<00:36:36.054> know,<00:36:36.519> I<00:36:36.616> need,<00:36:37.000> it's<00:36:37.113> okay<00:36:37.498> to<00:36:37.642> ask<00:36:37.802> for<00:36:37.962> help.

00:36:38.315 --> 00:36:39.422
I<00:36:38.379> didn't<00:36:38.604> think<00:36:38.764> I<00:36:38.860> needed<00:36:39.165> help.

00:36:39.903 --> 00:36:41.185
I<00:36:39.935> didn't<00:36:40.159> need<00:36:40.271> anyone<00:36:40.528> to<00:36:40.688> mentor<00:36:40.961> me.

00:36:41.522 --> 00:36:43.959
I<00:36:41.586> didn't<00:36:41.907> need<00:36:41.987> anyone<00:36:42.308> to<00:36:42.789> help<00:36:43.013> me<00:36:43.093> with<00:36:43.254> decisions.

00:36:44.055 --> 00:36:45.146
I<00:36:44.216> could<00:36:44.312> just<00:36:44.617> do<00:36:44.793> it<00:36:45.098> all.

00:36:45.434 --> 00:36:46.428
I<00:36:45.595> was<00:36:45.755> invincible.

00:36:47.022 --> 00:36:58.969
I<00:36:47.102> was<00:36:47.278> young<00:36:47.984> and,<00:36:49.283> I<00:36:49.364> realized<00:36:49.749> like,<00:36:50.392> whoa,<00:36:51.034> how<00:36:51.066> much<00:36:51.291> smarter<00:36:51.596> would've<00:36:51.757> been<00:36:51.918> if<00:36:52.078> I<00:36:53.042> asked<00:36:53.620> people<00:36:53.941> who<00:36:54.006> were<00:36:54.086> smarter<00:36:54.488> than<00:36:54.584> me,<00:36:54.905> engaged<00:36:55.467> with<00:36:55.548> smarter<00:36:56.030> people,<00:36:56.752> did<00:36:56.913> not<00:36:57.299> need<00:36:57.475> to<00:36:57.556> be<00:36:57.700> the<00:36:57.732> smartest<00:36:58.278> person<00:36:58.600> in<00:36:58.680> the<00:36:58.760> room.

00:36:59.628 --> 00:37:08.205
What<00:36:59.724> I've<00:36:59.869> learned<00:37:00.110> is<00:37:00.286> by<00:37:00.367> not<00:37:00.608> being<00:37:00.768> the<00:37:00.865> smartest<00:37:01.250> person<00:37:01.587> in<00:37:01.636> the<00:37:01.716> room<00:37:01.909> and<00:37:02.053> putting<00:37:02.358> really<00:37:02.599> good<00:37:02.696> people<00:37:03.017> around<00:37:03.402> you<00:37:04.061> makes<00:37:04.302> you<00:37:04.382> the<00:37:04.447> smartest<00:37:04.864> person<00:37:05.169> in<00:37:05.250> the<00:37:05.330> room<00:37:05.828> because<00:37:06.005> you<00:37:06.069> were<00:37:06.165> smart<00:37:06.470> enough<00:37:06.647> to<00:37:06.792> put<00:37:06.952> really<00:37:07.193> smart<00:37:07.498> people<00:37:07.772> around<00:37:08.061> you.

00:37:08.559 --> 00:37:11.289
People<00:37:08.880> think<00:37:09.041> they<00:37:09.201> have<00:37:09.426> to<00:37:09.506> be<00:37:09.603> this<00:37:09.828> micromanaging<00:37:10.968> leader.

00:37:11.675 --> 00:37:19.271
I'm<00:37:12.639> really<00:37:12.880> happy<00:37:13.137> that<00:37:13.602> I<00:37:13.699> was<00:37:13.891> like<00:37:14.486> under<00:37:14.823> 30<00:37:15.144> before,<00:37:15.867> by<00:37:15.964> the<00:37:16.092> time<00:37:16.269> I<00:37:16.494> realized<00:37:17.072> that's<00:37:17.393> not<00:37:17.698> how<00:37:17.939> you<00:37:18.035> really<00:37:18.340> grow<00:37:18.677> a<00:37:18.757> business.

00:37:20.748 --> 00:37:37.636
And<00:37:20.844> then<00:37:21.005> the<00:37:21.101> second<00:37:21.551> thing,<00:37:22.032> which<00:37:22.209> wasn't<00:37:22.450> a<00:37:22.514> failure,<00:37:24.135> but<00:37:24.521> it<00:37:24.681> was<00:37:25.821> a<00:37:25.901> defining<00:37:26.623> moment<00:37:26.945> in<00:37:26.977> my<00:37:27.266> life,<00:37:27.811> is<00:37:27.972> when<00:37:28.132> I<00:37:28.229> was<00:37:28.470> 16,<00:37:29.658> 17,<00:37:31.584> had<00:37:31.825> a<00:37:32.065> part-time<00:37:32.547> job<00:37:33.205> after<00:37:33.446> school<00:37:33.928> in<00:37:34.088> a,<00:37:34.650> in<00:37:34.730> a<00:37:34.746> nut<00:37:35.196> and<00:37:35.372> bolt<00:37:35.758> warehouse,<00:37:37.299> which<00:37:37.395> is<00:37:37.540> funny.

00:37:37.684 --> 00:37:44.041
I<00:37:37.700> haven't<00:37:37.925> even<00:37:38.085> thought<00:37:38.278> about<00:37:38.503> this<00:37:38.728> because<00:37:38.984> now<00:37:39.145> I'm<00:37:39.386> in<00:37:39.546> the<00:37:39.851> auto<00:37:40.044> space<00:37:40.429> and<00:37:40.911> they<00:37:41.055> used<00:37:41.232> to<00:37:41.328> sell<00:37:41.617> to<00:37:42.034> auto<00:37:42.275> dealers<00:37:42.757> and<00:37:43.319> service<00:37:43.640> stations.

00:37:44.266 --> 00:37:53.014
But<00:37:45.791> when<00:37:45.951> the<00:37:45.983> CEO,<00:37:46.593> the<00:37:46.674> founder<00:37:47.091> of<00:37:47.171> the<00:37:47.252> company,<00:37:48.215> and<00:37:48.311> it<00:37:48.359> was<00:37:48.439> like<00:37:48.600> 4<00:37:48.937> of<00:37:49.081> us<00:37:49.242> high<00:37:49.338> school<00:37:49.579> kids<00:37:49.820> who<00:37:49.964> worked<00:37:50.157> in<00:37:50.221> the<00:37:50.301> warehouse<00:37:50.863> putting<00:37:51.088> nuts<00:37:51.281> and<00:37:51.345> bolts<00:37:51.826> in<00:37:51.971> boxes<00:37:52.388> and<00:37:52.533> sending<00:37:52.790> them<00:37:52.854> out.

00:37:53.528 --> 00:38:00.382
If<00:37:53.608> they<00:37:53.721> had<00:37:53.833> a<00:37:53.913> rush<00:37:54.154> order<00:37:54.459> and<00:37:54.539> they<00:37:54.636> needed<00:37:54.957> to<00:37:55.181> get<00:37:55.342> it<00:37:55.422> done,<00:37:56.289> he'd<00:37:57.268> come<00:37:57.445> back<00:37:57.830> and<00:37:57.910> say,<00:37:58.087> hey,<00:37:58.713> can<00:37:58.873> you<00:37:58.970> guys<00:37:59.194> stay<00:37:59.435> another<00:37:59.692> 4<00:38:00.077> hours?

00:38:00.495 --> 00:38:02.822
We<00:38:00.575> have<00:38:00.735> to<00:38:00.816> get<00:38:00.960> this<00:38:01.201> order<00:38:01.361> out<00:38:01.522> by<00:38:01.618> 9<00:38:01.939> o'clock<00:38:02.325> tonight.

00:38:03.384 --> 00:38:07.846
If<00:38:03.464> you<00:38:03.544> stay,<00:38:04.106> and<00:38:04.187> now<00:38:04.283> remember,<00:38:04.829> 16,<00:38:05.294> 17,<00:38:06.017> we'll<00:38:06.113> bring<00:38:06.289> in<00:38:06.498> pizza<00:38:06.755> and<00:38:06.915> beer<00:38:07.381> for<00:38:07.477> you<00:38:07.558> guys.

00:38:09.227 --> 00:38:16.994
And<00:38:09.725> you'll<00:38:09.885> get<00:38:10.046> paid,<00:38:10.351> but<00:38:10.447> we're<00:38:10.672> bringing<00:38:10.928> pizza<00:38:11.169> and<00:38:11.250> beer<00:38:11.474> and<00:38:11.571> being,<00:38:11.860> you<00:38:11.908> know,<00:38:12.068> 16,<00:38:12.517> 17-year-old<00:38:13.095> kids<00:38:13.336> were<00:38:13.432> like<00:38:14.443> pizza,<00:38:15.261> beer,<00:38:16.208> and<00:38:16.288> we're<00:38:16.416> gonna<00:38:16.545> get<00:38:16.689> paid.

00:38:17.828 --> 00:38:18.197
Whatever.

00:38:18.245 --> 00:38:19.352
And<00:38:18.309> his<00:38:18.454> name<00:38:18.614> was<00:38:18.662> Sam<00:38:19.015> Gilbert.

00:38:19.416 --> 00:38:22.000
And<00:38:19.657> I<00:38:20.058> said,<00:38:20.379> we'd<00:38:20.475> go,<00:38:21.101> anything<00:38:21.374> you<00:38:21.518> want,<00:38:21.743> Sam.

00:38:22.305 --> 00:38:29.316
And<00:38:23.604> he,<00:38:24.471> and<00:38:24.952> the<00:38:25.289> one<00:38:25.529> thing,<00:38:25.850> like<00:38:26.027> the<00:38:26.251> thing<00:38:26.412> I<00:38:26.572> learned<00:38:26.733> from<00:38:26.957> it<00:38:27.038> is<00:38:27.166> like<00:38:28.000> he<00:38:28.097> appreciated<00:38:29.123> us.

00:38:29.380 --> 00:38:36.424
Now<00:38:29.541> listen,<00:38:30.247> he<00:38:30.343> probably<00:38:30.600> made<00:38:30.744> a<00:38:30.760> lot<00:38:30.969> of<00:38:31.001> money<00:38:31.161> by<00:38:31.306> that<00:38:31.626> order<00:38:31.867> going<00:38:32.172> out,<00:38:32.830> but<00:38:33.070> in<00:38:33.215> a<00:38:33.231> 16,<00:38:33.648> 17-year-old<00:38:34.258> mind,<00:38:35.557> he<00:38:35.638> wanted<00:38:35.862> to<00:38:35.958> feed<00:38:36.279> us.

00:38:37.322 --> 00:38:40.419
He<00:38:37.370> was<00:38:37.483> gonna<00:38:37.643> give<00:38:37.788> us<00:38:37.868> something<00:38:38.028> that<00:38:38.189> we<00:38:38.269> really<00:38:38.526> couldn't<00:38:38.686> get<00:38:38.911> on<00:38:38.943> our<00:38:39.151> own<00:38:39.488> and<00:38:39.568> he<00:38:39.633> was<00:38:39.793> gonna<00:38:40.114> pay<00:38:40.355> us.

00:38:40.756 --> 00:38:44.505
And<00:38:40.820> he<00:38:40.916> respected<00:38:41.429> our<00:38:41.653> time,<00:38:42.118> didn't<00:38:42.390> say<00:38:42.438> you<00:38:42.534> had<00:38:42.807> to<00:38:42.935> do<00:38:43.159> it,<00:38:43.752> appreciate<00:38:44.377> it.

00:38:44.698 --> 00:38:52.550
And<00:38:45.002> everywhere<00:38:45.483> I<00:38:45.579> have<00:38:45.835> ever<00:38:46.060> gone<00:38:46.380> through<00:38:46.541> there,<00:38:46.861> I<00:38:47.085> realize<00:38:47.454> like<00:38:48.864> everything<00:38:49.265> you're<00:38:49.425> gonna<00:38:49.665> ask<00:38:49.890> someone<00:38:50.066> to<00:38:50.210> do,<00:38:51.813> be<00:38:51.909> appreciative<00:38:52.357> of<00:38:52.406> it.

00:38:52.630 --> 00:38:55.851
You<00:38:52.710> know,<00:38:53.415> thank<00:38:53.752> you<00:38:53.928> is<00:38:54.072> a<00:38:54.296> really<00:38:54.793> underused<00:38:55.578> word.

00:38:55.915 --> 00:38:57.133
It's<00:38:56.027> like,<00:38:56.860> thank<00:38:57.037> you.

00:38:57.437 --> 00:38:59.617
I<00:38:57.517> mean,<00:38:57.678> I<00:38:57.694> know<00:38:57.934> it's<00:38:58.142> part<00:38:58.303> of<00:38:58.335> your<00:38:58.559> job,<00:38:59.040> but<00:38:59.280> thank<00:38:59.504> you.

00:38:59.825 --> 00:39:01.764
I<00:38:59.841> mean,<00:39:00.482> you're<00:39:00.594> making<00:39:00.963> us<00:39:01.123> a<00:39:01.203> better<00:39:01.443> company.

00:39:02.325 --> 00:39:02.822
What's<00:39:02.485> wrong<00:39:02.629> with<00:39:02.741> it?

00:39:02.886 --> 00:39:04.696
Doesn't<00:39:03.126> make<00:39:03.350> you<00:39:03.687> weak<00:39:04.007> to<00:39:04.152> say<00:39:04.392> thank<00:39:04.648> you.

00:39:04.744 --> 00:39:06.459
It<00:39:04.825> makes<00:39:05.033> you,<00:39:05.273> I<00:39:05.289> think<00:39:05.466> it<00:39:05.514> makes<00:39:05.690> you<00:39:05.850> really<00:39:06.091> strong.

00:39:07.133 --> 00:39:15.808
And<00:39:07.535> that<00:39:07.776> guy,<00:39:07.953> Sam,<00:39:08.338> after<00:39:08.515> he<00:39:08.659> did<00:39:08.804> it<00:39:08.884> the<00:39:08.981> first<00:39:09.206> couple<00:39:09.366> of<00:39:09.398> times,<00:39:10.105> if<00:39:10.186> he<00:39:10.411> asked<00:39:10.571> us<00:39:10.668> to<00:39:10.828> do<00:39:11.374> anything,<00:39:11.776> we'd<00:39:11.937> be<00:39:11.969> like,<00:39:13.142> anything<00:39:13.559> for<00:39:13.656> you<00:39:13.800> because<00:39:14.604> you<00:39:14.748> treated<00:39:15.085> me<00:39:15.150> with<00:39:15.343> respect.

00:39:16.355 --> 00:39:26.443
And<00:39:16.531> the<00:39:16.596> same<00:39:17.013> guy,<00:39:17.881> when<00:39:18.041> I<00:39:18.202> went<00:39:18.379> to<00:39:18.539> college<00:39:19.985> and<00:39:20.066> I<00:39:20.082> was<00:39:20.291> having<00:39:20.548> a<00:39:20.612> little<00:39:20.789> trouble<00:39:21.174> in<00:39:21.254> college<00:39:22.154> and<00:39:22.218> he<00:39:22.299> happened<00:39:22.620> to<00:39:22.716> be<00:39:22.877> in<00:39:23.022> Maryland,<00:39:23.745> he—<00:39:24.178> I<00:39:24.307> grew<00:39:24.451> up<00:39:24.500> in<00:39:24.548> New<00:39:24.644> Jersey,<00:39:24.966> but<00:39:25.046> he<00:39:25.126> was<00:39:25.287> in<00:39:25.319> Maryland<00:39:25.769> for<00:39:25.849> some<00:39:26.010> business<00:39:26.331> thing.

00:39:27.118 --> 00:39:31.793
He<00:39:27.215> would<00:39:27.359> come<00:39:27.536> to<00:39:27.632> the<00:39:27.761> campus<00:39:28.339> and<00:39:28.403> he<00:39:28.484> would—<00:39:28.805> and<00:39:28.869> he<00:39:28.982> took<00:39:29.207> me<00:39:29.367> out<00:39:29.528> to<00:39:29.689> lunch<00:39:30.331> and<00:39:30.460> like,<00:39:30.669> we'd<00:39:30.829> be<00:39:31.054> able<00:39:31.295> to<00:39:31.456> talk.

00:39:32.259 --> 00:39:33.705
To<00:39:32.339> me,<00:39:32.596> first<00:39:32.853> mentor<00:39:33.223> I<00:39:33.319> ever<00:39:33.480> had.

00:39:33.962 --> 00:39:41.316
And<00:39:34.026> then<00:39:34.460> of<00:39:34.588> course<00:39:34.845> after<00:39:35.086> that,<00:39:35.246> when<00:39:35.343> I<00:39:35.407> graduated<00:39:35.873> from<00:39:36.033> college<00:39:36.451> and<00:39:36.531> got<00:39:36.756> my<00:39:36.852> jobs<00:39:37.189> and<00:39:37.334> started<00:39:37.559> my<00:39:37.735> first<00:39:38.137> business<00:39:38.538> on<00:39:38.570> my<00:39:38.763> own,<00:39:39.261> of<00:39:39.405> course<00:39:39.646> I<00:39:39.662> didn't<00:39:40.128> think<00:39:40.288> I<00:39:40.320> needed<00:39:40.625> a<00:39:40.641> mentor,<00:39:41.091> right?

00:39:41.669 --> 00:39:46.165
But<00:39:41.830> I<00:39:42.054> learned<00:39:42.713> that<00:39:43.660> he,<00:39:44.543> he's<00:39:44.864> made<00:39:45.185> me<00:39:45.346> the<00:39:45.507> leader<00:39:45.844> I<00:39:46.004> am.

00:39:46.245 --> 00:39:51.993
And<00:39:46.390> he,<00:39:46.887> and<00:39:46.968> I've<00:39:47.112> told<00:39:47.353> him<00:39:47.433> that<00:39:47.594> I<00:39:47.690> wrote<00:39:47.867> a<00:39:48.011> book<00:39:48.557> in<00:39:49.697> like<00:39:50.099> 20,<00:39:50.966> end<00:39:51.078> of<00:39:51.367> 2020.

00:39:52.732 --> 00:40:07.590
And<00:39:53.150> I,<00:39:53.615> he<00:39:53.695> was<00:39:53.872> my<00:39:54.017> dedication<00:39:55.076> because<00:39:56.040> I<00:39:56.200> truly<00:39:56.602> am<00:39:56.762> the<00:39:56.827> leader<00:39:57.308> I<00:39:57.485> am<00:39:57.726> because<00:39:58.432> there<00:39:58.512> was<00:39:58.609> someone<00:39:58.994> who<00:39:59.396> saw<00:39:59.588> something<00:40:00.053> in<00:40:00.085> me,<00:40:00.839> empowered<00:40:01.480> me,<00:40:02.522> and<00:40:02.683> trusted<00:40:03.244> me<00:40:03.340> to<00:40:03.485> get<00:40:03.581> something<00:40:03.902> done<00:40:04.463> and<00:40:04.623> thanked<00:40:05.489> me<00:40:06.050> and<00:40:07.189> meant<00:40:07.349> a<00:40:07.413> lot.

00:40:08.536 --> 00:40:10.236
Yeah,<00:40:08.856> it's<00:40:09.674> pretty<00:40:09.819> incredible.

00:40:10.284 --> 00:40:14.100
The<00:40:10.316> power<00:40:10.636> of<00:40:10.797> beer<00:40:11.438> too<00:40:11.903> is<00:40:12.080> kind<00:40:12.336> of<00:40:12.416> another<00:40:12.737> thing<00:40:13.282> that<00:40:13.427> I<00:40:13.523> took<00:40:13.763> out<00:40:13.860> of<00:40:13.924> that.

00:40:14.164 --> 00:40:15.271
Like,<00:40:14.405> that's<00:40:14.629> pretty<00:40:14.774> incredible.

00:40:15.912 --> 00:40:16.072
Yes.

00:40:16.313 --> 00:40:20.386
As<00:40:16.409> a<00:40:16.473> 16,<00:40:16.890> 17-year-old,<00:40:17.836> you're<00:40:17.933> like,<00:40:18.253> it's<00:40:19.199> the<00:40:19.296> greatest<00:40:19.761> thing<00:40:19.937> ever,<00:40:20.242> you<00:40:20.274> know?

00:40:20.434 --> 00:40:23.834
So,<00:40:20.899> but<00:40:20.995> it's<00:40:21.220> just<00:40:21.428> like,<00:40:22.904> yeah,<00:40:23.144> be<00:40:23.288> appreciative.

00:40:25.293 --> 00:40:26.752
Real<00:40:25.469> quick,<00:40:25.694> I<00:40:25.710> have<00:40:25.854> 2<00:40:25.950> more<00:40:26.111> questions<00:40:26.496> for<00:40:26.592> you.

00:40:26.913 --> 00:40:39.126
One<00:40:27.538> is,<00:40:28.259> as<00:40:28.676> you<00:40:28.821> know,<00:40:29.238> as<00:40:29.478> CEOs<00:40:30.104> and<00:40:30.200> leaders,<00:40:31.322> more<00:40:31.723> and<00:40:31.867> more<00:40:32.604> you're<00:40:32.844> getting<00:40:33.149> asked<00:40:33.565> to<00:40:34.351> or<00:40:34.767> forced<00:40:35.152> to<00:40:35.648> really<00:40:36.370> look<00:40:36.674> at<00:40:36.914> the<00:40:37.091> macroeconomic<00:40:37.988> environment<00:40:38.421> and<00:40:38.533> what's<00:40:38.757> going<00:40:38.933> on.

00:40:39.574 --> 00:40:42.955
And<00:40:39.654> not<00:40:39.879> just<00:40:40.119> that,<00:40:40.375> but<00:40:40.520> what's<00:40:40.696> going<00:40:40.936> on<00:40:41.097> in<00:40:41.177> the<00:40:41.417> world,<00:40:41.882> the<00:40:41.978> state<00:40:42.298> of<00:40:42.378> the<00:40:42.523> world.

00:40:43.035 --> 00:40:57.777
It<00:40:43.115> seems<00:40:43.404> like<00:40:43.724> more<00:40:43.901> and<00:40:44.045> more,<00:40:44.862> probably<00:40:45.102> since<00:40:45.343> like<00:40:45.503> 2004,<00:40:46.064> 2015,<00:40:47.202> somewhere<00:40:47.522> around<00:40:47.826> in<00:40:47.907> that<00:40:48.211> area,<00:40:50.166> CEOs<00:40:51.512> have<00:40:51.672> become<00:40:53.595> kind<00:40:53.771> of<00:40:53.835> public<00:40:54.156> figures<00:40:54.476> in<00:40:54.540> a<00:40:54.556> way<00:40:54.717> where<00:40:54.877> they're,<00:40:55.181> they're<00:40:55.422> asked<00:40:55.758> to<00:40:56.223> comment<00:40:56.784> on<00:40:56.960> the<00:40:57.040> state<00:40:57.280> of<00:40:57.313> the<00:40:57.441> world.

00:40:58.869 --> 00:41:00.988
That<00:40:58.933> has<00:40:59.110> nothing<00:40:59.302> to<00:40:59.366> do<00:40:59.415> with<00:40:59.527> their<00:40:59.688> business,<00:41:00.169> right?

00:41:01.117 --> 00:41:03.605
And<00:41:02.016> that's<00:41:02.241> great,<00:41:03.043> or<00:41:03.140> it's<00:41:03.300> not<00:41:03.461> great.

00:41:03.686 --> 00:41:04.199
I<00:41:03.766> have<00:41:03.862> no<00:41:04.023> idea.

00:41:04.248 --> 00:41:09.755
But<00:41:04.344> I<00:41:04.408> wonder<00:41:04.649> what<00:41:04.745> your<00:41:04.906> take<00:41:05.211> is<00:41:05.452> on<00:41:05.693> that<00:41:06.094> aspect<00:41:06.897> of<00:41:07.058> the<00:41:07.154> job<00:41:07.475> now,<00:41:08.182> which<00:41:08.358> must<00:41:08.583> be<00:41:08.679> different<00:41:09.000> than<00:41:09.081> it<00:41:09.161> used<00:41:09.402> to<00:41:09.546> be.

00:41:10.445 --> 00:41:22.713
And<00:41:10.606> then<00:41:11.650> your—<00:41:11.955> just<00:41:12.115> your<00:41:12.276> current<00:41:12.517> take<00:41:12.693> on<00:41:12.774> like,<00:41:12.934> hey,<00:41:13.336> macroeconomic<00:41:14.155> environment,<00:41:14.781> how<00:41:14.925> it's<00:41:15.038> affecting<00:41:15.423> your<00:41:15.584> company,<00:41:16.306> how<00:41:16.451> you<00:41:16.547> see<00:41:16.948> it,<00:41:17.510> and<00:41:17.591> just<00:41:17.751> the<00:41:17.912> general<00:41:18.313> state<00:41:18.634> of<00:41:18.666> the<00:41:18.795> world<00:41:19.277> and<00:41:19.421> how<00:41:19.582> you<00:41:19.678> stay<00:41:19.919> positive<00:41:21.830> given<00:41:22.151> the<00:41:22.215> state<00:41:22.424> of<00:41:22.488> the<00:41:22.568> world.

00:41:23.692 --> 00:41:28.629
I<00:41:23.708> mean,<00:41:24.173> don't<00:41:24.397> turn<00:41:24.557> on<00:41:24.638> the<00:41:24.670> news<00:41:25.054> as<00:41:25.231> a<00:41:25.295> way<00:41:25.439> to<00:41:25.471> stay<00:41:25.760> positive<00:41:26.898> with<00:41:27.122> everything<00:41:27.459> that's<00:41:27.683> happening<00:41:28.100> in<00:41:28.180> the<00:41:28.324> world.

00:41:28.901 --> 00:41:33.710
But<00:41:29.302> in,<00:41:30.184> in<00:41:30.488> all<00:41:30.601> seriousness,<00:41:31.562> I<00:41:31.626> mean,<00:41:31.947> there's<00:41:32.588> a<00:41:32.668> couple<00:41:32.893> of<00:41:32.925> ways<00:41:33.229> to<00:41:33.326> look<00:41:33.486> at<00:41:33.534> it.

00:41:34.031 --> 00:41:40.443
One<00:41:34.255> is<00:41:35.393> the<00:41:35.554> comment<00:41:35.890> you<00:41:35.954> meant<00:41:36.211> about<00:41:36.740> CEOs<00:41:38.599> being<00:41:39.337> a<00:41:39.401> face,<00:41:40.122> right?

00:41:40.587 --> 00:41:42.110
And<00:41:41.148> giving<00:41:41.629> comments.

00:41:42.831 --> 00:41:49.580
First<00:41:42.991> of<00:41:43.072> all,<00:41:43.232> I<00:41:43.328> believe<00:41:44.049> every<00:41:44.354> CEO<00:41:44.755> and<00:41:45.075> in<00:41:45.172> fact<00:41:45.636> every<00:41:45.957> employee<00:41:46.454> should<00:41:46.694> be<00:41:46.790> a<00:41:46.855> micro<00:41:47.416> influencer<00:41:48.393> if<00:41:48.522> they<00:41:48.618> believe<00:41:48.954> in<00:41:49.099> the<00:41:49.179> company.

00:41:49.724 --> 00:41:49.964
Right.

00:41:50.077 --> 00:41:56.519
So<00:41:50.766> company-wise,<00:41:51.487> business-wise,<00:41:53.202> 10<00:41:53.346> years<00:41:53.522> ago,<00:41:53.923> CEOs<00:41:54.451> were<00:41:54.548> not<00:41:54.772> always<00:41:55.028> in<00:41:55.189> the<00:41:55.269> front<00:41:55.669> of<00:41:55.814> their<00:41:55.990> businesses.

00:41:57.176 --> 00:41:59.147
I<00:41:57.272> think<00:41:57.817> you<00:41:58.073> need<00:41:58.313> to<00:41:58.474> be<00:41:58.634> social.

00:41:59.339 --> 00:42:04.851
You<00:41:59.451> need<00:41:59.740> to<00:41:59.932> talk<00:42:00.332> and<00:42:00.477> tout<00:42:01.198> when<00:42:01.935> about<00:42:02.223> your<00:42:02.320> products,<00:42:02.800> your<00:42:02.944> company,<00:42:03.265> your<00:42:03.505> customers,<00:42:04.162> your<00:42:04.307> employees.

00:42:05.364 --> 00:42:09.723
And<00:42:05.508> it's<00:42:05.589> something<00:42:05.845> that<00:42:05.989> I<00:42:06.085> take<00:42:06.326> a<00:42:06.406> lot<00:42:06.566> of<00:42:06.646> pride<00:42:06.951> in<00:42:07.047> because<00:42:07.271> I<00:42:07.608> need<00:42:07.848> to<00:42:08.008> be<00:42:08.088> the<00:42:08.249> biggest<00:42:08.553> cheerleader<00:42:09.194> of<00:42:09.290> my<00:42:09.531> team.

00:42:10.716 --> 00:42:26.022
When<00:42:10.829> it<00:42:10.957> comes<00:42:11.277> to—<00:42:12.239> I've<00:42:12.639> stayed<00:42:13.441> out<00:42:13.921> of<00:42:15.139> talking<00:42:15.524> about<00:42:15.924> anything<00:42:17.240> socially,<00:42:18.893> political,<00:42:20.178> or,<00:42:21.157> you<00:42:21.254> know,<00:42:22.602> other<00:42:22.988> areas<00:42:24.192> for,<00:42:24.529> for<00:42:24.914> really,<00:42:25.155> for<00:42:25.251> me,<00:42:25.476> two<00:42:25.653> reasons.

00:42:26.680 --> 00:42:31.674
One<00:42:26.841> is<00:42:27.194> I<00:42:27.210> don't<00:42:27.355> know<00:42:27.483> if<00:42:27.579> I<00:42:27.724> really<00:42:27.981> have<00:42:28.366> the,<00:42:28.768> the<00:42:28.928> credibility<00:42:29.651> to<00:42:29.747> really<00:42:29.988> talk<00:42:30.309> about<00:42:31.417> that.

00:42:32.316 --> 00:42:38.353
And<00:42:32.460> two,<00:42:33.038> I<00:42:33.119> think<00:42:33.343> everyone<00:42:34.307> is<00:42:34.965> allowed<00:42:35.350> their<00:42:35.527> own<00:42:35.671> opinions<00:42:36.474> and<00:42:37.213> they<00:42:37.309> should<00:42:37.454> be<00:42:37.598> respected<00:42:38.096> for<00:42:38.256> it.

00:42:38.642 --> 00:42:45.498
And<00:42:39.075> if<00:42:39.300> I<00:42:39.444> give<00:42:39.557> an<00:42:39.637> opinion<00:42:40.103> that's<00:42:40.408> different<00:42:40.745> than<00:42:41.628> the<00:42:41.724> rest<00:42:42.013> of<00:42:42.045> the<00:42:42.174> world,<00:42:43.394> then<00:42:43.876> why,<00:42:44.519> why<00:42:44.743> am<00:42:44.840> I<00:42:45.065> doing<00:42:45.322> that?

00:42:45.562 --> 00:42:46.735
That's<00:42:45.787> not<00:42:46.028> what<00:42:46.141> I'm<00:42:46.349> here<00:42:46.606> for.

00:42:46.783 --> 00:42:51.778
I'm<00:42:46.992> here<00:42:47.088> to<00:42:47.313> run<00:42:47.425> a<00:42:47.490> company,<00:42:48.293> build<00:42:48.694> a<00:42:48.935> good<00:42:49.160> culture,<00:42:50.075> make<00:42:50.300> the<00:42:50.525> world<00:42:50.782> maybe<00:42:51.103> a<00:42:51.248> little<00:42:51.424> bit<00:42:51.585> better.

00:42:52.131 --> 00:42:57.286
You<00:42:52.163> know,<00:42:52.613> will<00:42:52.789> I,<00:42:53.335> will<00:42:53.496> I<00:42:54.058> message<00:42:54.781> things<00:42:55.118> and<00:42:55.263> talk<00:42:55.520> about<00:42:55.825> things<00:42:56.082> that<00:42:56.162> have<00:42:56.387> to<00:42:56.467> do<00:42:56.579> with<00:42:56.788> mental<00:42:57.109> health?

00:42:57.431 --> 00:42:57.864
Absolutely.

00:42:58.009 --> 00:42:58.266
Big.

00:42:59.470 --> 00:43:07.725
I'm<00:42:59.631> a<00:42:59.775> big<00:42:59.920> fan<00:43:00.161> of<00:43:00.193> an<00:43:00.273> organization<00:43:00.819> called<00:43:01.060> Bring<00:43:01.301> Change<00:43:01.622> to<00:43:01.719> Mind<00:43:02.265> that<00:43:02.506> basically<00:43:02.907> works<00:43:03.228> with<00:43:04.176> youths<00:43:04.658> in<00:43:04.834> high<00:43:05.075> schools<00:43:05.541> and<00:43:05.637> builds<00:43:05.942> clubs<00:43:06.344> so<00:43:06.456> they<00:43:06.585> have<00:43:06.761> people<00:43:07.034> to<00:43:07.163> talk<00:43:07.484> to.

00:43:08.271 --> 00:43:24.503
Huge<00:43:08.608> believer<00:43:09.170> of<00:43:09.716> I<00:43:09.812> should<00:43:10.037> use<00:43:10.855> whatever<00:43:12.122> power,<00:43:12.539> real<00:43:12.763> power,<00:43:13.100> fake<00:43:13.325> power,<00:43:13.645> whatever<00:43:13.806> you<00:43:13.902> want<00:43:14.030> to<00:43:14.062> call<00:43:14.303> it<00:43:14.784> for<00:43:14.944> things<00:43:15.217> like<00:43:15.345> that<00:43:15.650> to<00:43:15.746> bring<00:43:15.987> awareness<00:43:16.452> to<00:43:16.532> that,<00:43:16.773> but<00:43:16.933> not<00:43:17.414> on<00:43:18.376> political<00:43:18.793> views<00:43:19.499> or,<00:43:19.980> you<00:43:20.012> know,<00:43:20.942> general<00:43:21.824> business<00:43:22.305> economic<00:43:23.268> views<00:43:23.909> of<00:43:24.005> the<00:43:24.150> world.

00:43:24.567 --> 00:43:39.343
But<00:43:24.871> on<00:43:25.032> the<00:43:25.353> other<00:43:25.545> side<00:43:25.866> of<00:43:25.946> it,<00:43:26.090> when<00:43:26.170> you<00:43:26.395> ask<00:43:26.571> the<00:43:26.636> question<00:43:26.924> like<00:43:27.935> what<00:43:28.159> the<00:43:28.255> world's<00:43:28.640> going<00:43:28.977> through<00:43:29.779> economically<00:43:30.501> now<00:43:30.918> and<00:43:31.062> where<00:43:31.639> it's<00:43:32.104> going<00:43:33.050> is<00:43:33.692> for<00:43:33.772> my<00:43:34.013> business,<00:43:34.670> like<00:43:35.232> Listen,<00:43:36.436> when<00:43:36.597> business<00:43:36.998> is<00:43:37.143> good,<00:43:37.577> it's<00:43:37.721> good<00:43:37.882> for<00:43:38.283> a<00:43:38.428> company<00:43:38.749> like<00:43:38.926> mine.

00:43:39.488 --> 00:43:50.940
When<00:43:39.649> the<00:43:41.078> economy<00:43:41.640> isn't,<00:43:42.058> in<00:43:42.219> some<00:43:42.379> ways<00:43:42.781> it's<00:43:42.925> good<00:43:43.038> for<00:43:43.182> a<00:43:43.263> company<00:43:43.584> like<00:43:43.809> mine<00:43:44.146> because<00:43:45.110> in<00:43:45.254> the<00:43:45.367> auto<00:43:45.591> business,<00:43:45.929> if<00:43:46.073> I<00:43:46.154> can<00:43:46.298> help<00:43:46.619> you<00:43:46.957> sell<00:43:47.198> more<00:43:47.423> cars,<00:43:47.904> engage<00:43:48.418> and<00:43:48.547> build<00:43:48.724> better<00:43:49.029> customer<00:43:49.511> loyalty,<00:43:50.410> it's<00:43:50.635> needed.

00:43:51.197 --> 00:43:56.353
And<00:43:51.358> when<00:43:52.161> the<00:43:52.241> economy<00:43:52.659> is<00:43:52.819> really<00:43:53.060> great,<00:43:53.767> it's<00:43:54.008> needed<00:43:54.409> because<00:43:55.148> there's<00:43:55.373> so<00:43:55.534> much<00:43:55.855> coming<00:43:56.192> in.

00:43:56.819 --> 00:43:57.654
How<00:43:56.915> do<00:43:57.076> I<00:43:57.156> cut<00:43:57.397> through?

00:43:57.702 --> 00:44:03.500
How<00:43:57.798> do<00:43:57.943> I<00:43:57.959> make<00:43:58.120> sure<00:43:58.296> I'm<00:43:58.457> still<00:43:58.698> giving<00:43:59.485> good<00:43:59.646> customer<00:43:59.967> support,<00:44:00.529> good<00:44:00.690> product,<00:44:01.171> good<00:44:01.332> service,<00:44:01.894> everything<00:44:02.215> that<00:44:02.376> goes<00:44:02.681> along<00:44:03.099> with<00:44:03.404> it?

00:44:03.822 --> 00:44:08.921
So<00:44:04.046> for<00:44:04.142> me,<00:44:05.570> you<00:44:05.602> know,<00:44:05.987> and<00:44:06.243> since<00:44:06.484> I'm<00:44:06.628> not<00:44:06.869> young,<00:44:07.735> I've<00:44:07.975> lived<00:44:08.216> through<00:44:08.392> it<00:44:08.536> all,<00:44:08.713> right?

00:44:09.098 --> 00:44:14.037
I've<00:44:09.338> lived<00:44:09.579> through<00:44:10.236> the<00:44:10.397> dot-com<00:44:10.958> boom,<00:44:11.279> the<00:44:11.359> dot-com<00:44:12.000> bust,<00:44:12.626> you<00:44:12.722> know,<00:44:13.187> the<00:44:13.219> subprime.

00:44:14.229 --> 00:44:16.330
I've<00:44:14.967> seen<00:44:15.368> it<00:44:15.512> come,<00:44:15.785> I've<00:44:15.913> seen<00:44:16.090> it<00:44:16.170> go.

00:44:16.410 --> 00:44:23.883
I<00:44:16.731> was<00:44:16.988> in<00:44:17.036> New<00:44:17.212> York<00:44:17.437> City<00:44:17.693> when<00:44:17.918> 9/11<00:44:18.559> happened<00:44:19.201> and,<00:44:19.858> you<00:44:19.938> know,<00:44:20.243> had<00:44:20.371> to<00:44:20.644> walk<00:44:20.981> home<00:44:21.927> through<00:44:22.264> like<00:44:22.825> the<00:44:23.050> Lincoln<00:44:23.306> Tunnel,<00:44:23.691> right?

00:44:23.932 --> 00:44:26.209
So<00:44:25.455> I<00:44:25.615> was<00:44:25.872> there.

00:44:26.594 --> 00:44:29.111
And<00:44:26.754> so<00:44:27.556> I<00:44:27.716> know<00:44:27.957> the<00:44:28.101> world's<00:44:28.374> going<00:44:28.470> to<00:44:28.582> go<00:44:28.678> like<00:44:28.919> this.

00:44:30.365 --> 00:44:40.326
But<00:44:30.914> it's<00:44:31.156> how<00:44:31.414> are<00:44:31.559> you<00:44:31.737> going<00:44:31.914> to,<00:44:33.012> you<00:44:33.044> know,<00:44:33.254> how<00:44:33.496> are<00:44:33.529> you<00:44:33.674> going<00:44:33.787> to<00:44:34.142> work<00:44:34.384> your<00:44:34.562> way<00:44:35.434> in<00:44:35.595> it<00:44:35.918> and<00:44:36.644> engage<00:44:37.209> it,<00:44:38.903> then<00:44:39.064> not<00:44:39.226> put<00:44:39.469> your<00:44:39.614> head<00:44:39.857> in<00:44:39.938> the<00:44:39.970> sand.

00:44:40.504 --> 00:44:50.520
And<00:44:40.585> that<00:44:40.763> goes<00:44:40.924> back<00:44:41.183> to<00:44:41.313> having<00:44:41.491> transparency<00:44:42.202> with<00:44:42.364> your<00:44:42.477> employees<00:44:43.593> and<00:44:43.674> have<00:44:43.852> radical<00:44:44.305> candor<00:44:45.130> and<00:44:45.227> engaging,<00:44:46.407> letting<00:44:46.602> them<00:44:46.747> know<00:44:46.990> like,<00:44:47.540> here's<00:44:47.847> what<00:44:47.960> we're<00:44:48.284> facing<00:44:49.013> in<00:44:49.159> the<00:44:49.192> next<00:44:49.499> quarter<00:44:49.905> or<00:44:50.002> two<00:44:50.212> quarters.

00:44:50.958 --> 00:44:53.924
And<00:44:51.201> this—<00:44:51.768> and<00:44:51.866> having<00:44:52.238> answered,<00:44:52.579> this<00:44:52.822> is<00:44:52.968> how<00:44:53.211> we're<00:44:53.389> going<00:44:53.486> to<00:44:53.632> win.

00:44:54.345 --> 00:44:55.787
This<00:44:54.523> is<00:44:54.669> how<00:44:54.847> we're<00:44:54.928> going<00:44:55.042> to<00:44:55.091> get<00:44:55.317> to<00:44:55.415> the<00:44:55.560> other<00:44:55.674> side.

00:44:57.193 --> 00:44:58.588
That's<00:44:57.434> what<00:44:57.578> you<00:44:57.674> turn<00:44:57.898> to<00:44:57.930> your<00:44:58.139> leaders<00:44:58.475> for.

00:44:58.780 --> 00:45:04.774
And<00:44:58.876> that's<00:44:59.117> where,<00:44:59.902> that's<00:45:00.158> where<00:45:00.319> it's<00:45:00.575> not<00:45:00.880> just<00:45:01.056> about<00:45:01.280> being<00:45:01.921> an<00:45:02.146> MBA<00:45:02.723> and<00:45:02.803> understanding<00:45:03.508> Excel<00:45:04.085> and<00:45:04.390> math.

00:45:04.886 --> 00:45:07.307
And<00:45:05.351> it's<00:45:05.512> about,<00:45:06.089> do<00:45:06.233> you<00:45:06.409> understand<00:45:06.954> humans?

00:45:07.371 --> 00:45:08.589
Do<00:45:07.435> you<00:45:07.531> understand<00:45:08.252> business?

00:45:08.653 --> 00:45:11.570
Do<00:45:08.717> you<00:45:08.829> understand<00:45:09.294> culture<00:45:10.176> and<00:45:10.416> what's<00:45:10.640> gonna<00:45:10.801> get<00:45:10.897> people<00:45:11.281> through?

00:45:12.099 --> 00:45:16.603
That<00:45:12.403> is<00:45:12.564> really,<00:45:12.836> to<00:45:12.948> me,<00:45:13.221> I,<00:45:13.782> best<00:45:14.022> CEOs<00:45:14.439> in<00:45:14.503> the<00:45:14.647> world,<00:45:15.705> those<00:45:15.946> are<00:45:16.010> the<00:45:16.090> ones,<00:45:16.426> right?

00:45:16.747 --> 00:45:24.969
The<00:45:16.891> ones<00:45:17.132> who<00:45:17.308> can<00:45:17.532> actually<00:45:18.831> weather<00:45:19.231> those<00:45:19.488> storms<00:45:20.193> and<00:45:20.353> keep,<00:45:21.155> keep<00:45:21.379> the<00:45:21.555> boat,<00:45:21.924> you<00:45:21.956> know,<00:45:22.116> keep,<00:45:22.597> keep<00:45:22.821> on<00:45:22.982> bailing<00:45:23.382> the<00:45:23.479> water<00:45:23.783> outta<00:45:23.943> the<00:45:24.039> boat<00:45:24.216> and<00:45:24.360> keep<00:45:24.536> it<00:45:24.665> going.

00:45:25.563 --> 00:45:28.712
That<00:45:26.591> is<00:45:26.687> the<00:45:26.848> part<00:45:27.089> that,<00:45:27.651> you<00:45:27.732> know,<00:45:27.892> that's<00:45:28.053> what<00:45:28.117> they<00:45:28.214> pay<00:45:28.439> us<00:45:28.615> for.

00:45:29.033 --> 00:45:30.511
If<00:45:29.113> it<00:45:29.178> was<00:45:29.402> easy,<00:45:29.660> anyone<00:45:29.965> would<00:45:30.045> do<00:45:30.222> it,<00:45:30.366> right?

00:45:31.411 --> 00:45:32.085
Yeah,<00:45:31.587> that's<00:45:31.844> right.

00:45:32.616 --> 00:45:41.596
Finally,<00:45:32.953> we,<00:45:33.338> we<00:45:33.660> end<00:45:33.820> every<00:45:34.463> interview<00:45:34.720> the<00:45:34.784> same<00:45:35.041> way<00:45:35.186> with<00:45:35.266> the<00:45:35.347> same<00:45:35.588> question,<00:45:36.230> and<00:45:36.327> that<00:45:36.568> is,<00:45:36.953> at<00:45:37.114> CEO.com,<00:45:37.772> we<00:45:37.997> believe<00:45:38.238> the<00:45:38.319> chances<00:45:38.817> one<00:45:39.042> takes<00:45:39.523> is<00:45:39.620> just<00:45:39.797> as<00:45:39.861> important<00:45:40.262> as<00:45:40.407> the<00:45:40.503> chances<00:45:40.905> one<00:45:41.146> gives.

00:45:42.190 --> 00:45:52.247
I<00:45:42.271> wonder<00:45:42.512> when<00:45:42.656> you<00:45:42.753> hear<00:45:43.074> that,<00:45:43.861> and<00:45:43.941> you've<00:45:44.343> actually<00:45:44.584> kind<00:45:44.696> of<00:45:44.825> touched<00:45:45.146> on<00:45:45.243> it<00:45:46.191> a<00:45:46.367> couple<00:45:46.849> of<00:45:47.717> minutes<00:45:47.990> ago,<00:45:49.564> who<00:45:49.741> gave<00:45:50.046> you<00:45:50.223> a<00:45:50.287> chance<00:45:50.705> to<00:45:50.785> get<00:45:51.010> you<00:45:51.122> to<00:45:51.267> where<00:45:51.508> you<00:45:51.749> are<00:45:51.910> today?

00:45:54.611 --> 00:45:55.259
So<00:45:54.724> it's<00:45:54.951> two.

00:45:55.437 --> 00:45:57.885
So<00:45:55.583> I<00:45:55.616> mentioned<00:45:56.005> Sam,<00:45:56.491> but<00:45:56.637> he<00:45:56.734> didn't<00:45:56.880> gimme<00:45:57.155> a<00:45:57.220> chance,<00:45:57.739> right?

00:45:57.933 --> 00:46:01.839
I<00:45:57.966> mean,<00:45:58.160> he,<00:45:58.743> he<00:45:58.906> paid<00:45:59.019> me<00:45:59.149> $6<00:45:59.635> an<00:45:59.716> hour<00:45:59.894> or<00:46:00.040> whatever<00:46:00.186> it<00:46:00.218> was,<00:46:00.445> and,<00:46:00.704> and<00:46:01.272> he<00:46:01.417> gave<00:46:01.515> me<00:46:01.580> respect.

00:46:03.881 --> 00:46:22.265
You<00:46:03.978> know,<00:46:04.285> I<00:46:04.365> started<00:46:04.947> a<00:46:05.011> company<00:46:06.061> and<00:46:06.642> then<00:46:06.868> when<00:46:07.030> I<00:46:07.110> was<00:46:07.272> gonna<00:46:07.530> do,<00:46:08.741> take<00:46:09.000> this<00:46:09.226> technology<00:46:09.888> that<00:46:10.017> I<00:46:10.098> was<00:46:10.259> playing<00:46:10.437> with,<00:46:10.663> and<00:46:10.760> at<00:46:10.857> the<00:46:10.905> time<00:46:11.083> it<00:46:11.148> was<00:46:11.244> streaming<00:46:11.648> media<00:46:12.277> and<00:46:13.485> had<00:46:13.662> this<00:46:13.807> great<00:46:13.968> idea<00:46:14.225> and<00:46:14.386> I<00:46:14.612> had<00:46:14.934> this<00:46:15.578> partner,<00:46:16.318> the<00:46:17.107> Greater<00:46:17.365> New<00:46:17.445> York<00:46:17.687> Hospital<00:46:18.073> Association,<00:46:18.959> and<00:46:19.378> the<00:46:19.539> president<00:46:20.328> of<00:46:20.650> the<00:46:20.746> association<00:46:21.326> was<00:46:21.455> a<00:46:21.471> guy<00:46:21.600> named<00:46:21.895> Lee<00:46:22.099> Pearlman.

00:46:23.398 --> 00:46:33.236
And<00:46:24.457> he<00:46:24.537> believed<00:46:24.955> in<00:46:25.003> me<00:46:25.645> and<00:46:26.367> ended<00:46:26.688> up,<00:46:26.864> we<00:46:26.945> started<00:46:27.362> a<00:46:27.587> business<00:46:27.988> together<00:46:29.095> that<00:46:29.336> worked<00:46:29.577> with<00:46:29.737> hospitals<00:46:30.460> all<00:46:30.781> over<00:46:31.021> the<00:46:31.118> country<00:46:31.503> using<00:46:31.760> streaming<00:46:32.113> media<00:46:32.723> in<00:46:32.867> healthcare.

00:46:34.231 --> 00:46:39.512
And<00:46:35.130> we<00:46:35.290> got<00:46:35.515> investment<00:46:36.173> from<00:46:36.414> like<00:46:36.655> Babies<00:46:36.992> R<00:46:37.120> Us<00:46:37.297> and<00:46:37.377> Toys<00:46:37.714> R<00:46:37.842> Us<00:46:38.179> and<00:46:38.565> other<00:46:38.805> organizations.

00:46:40.186 --> 00:47:10.092
But<00:46:40.571> here<00:46:40.747> I<00:46:40.892> was<00:46:41.454> a<00:46:41.630> younger<00:46:42.095> person<00:46:42.593> that<00:46:43.219> had<00:46:43.460> an<00:46:43.540> idea<00:46:43.781> of<00:46:43.877> how<00:46:44.037> to<00:46:44.118> use<00:46:44.278> streaming<00:46:44.679> media<00:46:45.723> and<00:46:45.803> he<00:46:45.963> believed<00:46:46.525> in<00:46:46.670> it<00:46:46.910> and<00:46:47.151> put<00:46:47.312> it<00:46:47.408> together<00:46:48.194> and<00:46:48.676> I<00:46:48.836> will<00:46:49.237> forever<00:46:49.974> be<00:46:51.000> thankful<00:46:51.497> that<00:46:51.673> someone<00:46:52.523> who<00:46:52.699> did<00:46:52.859> not<00:46:53.180> have<00:46:53.437> to<00:46:54.607> trust<00:46:55.024> this<00:46:55.344> kid<00:46:55.649> from<00:46:55.825> New<00:46:56.065> Jersey,<00:46:56.931> um,<00:46:57.989> who<00:46:58.294> didn't<00:46:58.791> go<00:46:59.191> to<00:47:00.377> Wharton<00:47:00.794> or<00:47:01.019> Harvard,<00:47:01.660> you<00:47:01.740> know,<00:47:01.996> went<00:47:02.237> to<00:47:02.317> the<00:47:02.397> University<00:47:02.846> of<00:47:02.878> Maryland,<00:47:03.327> who<00:47:03.519> had<00:47:03.760> an<00:47:04.000> idea<00:47:04.802> and<00:47:05.042> really<00:47:05.283> believed<00:47:05.699> in<00:47:05.828> something,<00:47:07.046> back<00:47:07.431> it<00:47:07.767> and<00:47:07.928> partner<00:47:08.328> with<00:47:08.569> it<00:47:09.114> and<00:47:09.514> help<00:47:09.691> grow<00:47:09.931> it.

00:47:10.572 --> 00:47:13.025
That<00:47:10.813> to<00:47:10.909> me,<00:47:11.839> and<00:47:11.919> I<00:47:12.095> try<00:47:12.336> to<00:47:12.400> do<00:47:12.560> the<00:47:12.640> same<00:47:12.881> thing.

00:47:13.137 --> 00:47:18.643
I<00:47:13.362> look<00:47:13.682> for<00:47:13.843> people<00:47:14.404> and<00:47:14.484> I<00:47:14.740> want<00:47:14.981> to<00:47:15.863> empower<00:47:16.747> and<00:47:16.972> mentor<00:47:17.374> when<00:47:17.470> I<00:47:17.615> have<00:47:17.791> the<00:47:17.936> opportunity.

00:47:18.900 --> 00:47:45.807
And<00:47:20.025> it's,<00:47:20.443> yeah,<00:47:21.792> I<00:47:21.873> mean,<00:47:22.467> it's<00:47:22.596> funny<00:47:22.740> because<00:47:22.933> I<00:47:22.997> haven't<00:47:23.254> thought<00:47:23.495> about<00:47:23.801> that,<00:47:24.138> but<00:47:25.263> if<00:47:25.343> he<00:47:25.440> never<00:47:25.745> gave<00:47:25.906> me<00:47:26.066> that<00:47:26.227> chance<00:47:27.191> and<00:47:27.271> believe<00:47:27.609> in<00:47:27.689> something,<00:47:28.878> never<00:47:29.199> been<00:47:29.842> worked<00:47:30.147> with,<00:47:30.951> you<00:47:31.031> know,<00:47:31.770> banks<00:47:32.798> and<00:47:33.297> VCs<00:47:34.646> and<00:47:35.867> businesses,<00:47:36.655> strategic<00:47:37.169> investors,<00:47:38.197> and<00:47:38.277> I<00:47:38.342> got<00:47:38.518> to<00:47:38.583> sit<00:47:38.840> in<00:47:39.225> all<00:47:39.402> those<00:47:39.659> meetings<00:47:40.189> at<00:47:40.270> a<00:47:40.431> young<00:47:40.672> age<00:47:41.089> and<00:47:41.154> it<00:47:41.186> was<00:47:41.330> like,<00:47:41.716> this<00:47:41.829> incredible<00:47:42.393> masters<00:47:44.390> that<00:47:44.777> I<00:47:44.873> was<00:47:45.115> able<00:47:45.356> to<00:47:45.517> get.

00:47:46.226 --> 00:47:47.934
And<00:47:47.112> yeah,<00:47:47.193> I<00:47:47.354> haven't<00:47:47.676> thanked<00:47:47.853> him.

00:47:47.998 --> 00:47:52.166
So<00:47:48.658> Lee<00:47:48.819> Perlin,<00:47:49.222> thank<00:47:49.464> you<00:47:49.544> so<00:47:49.850> much<00:47:50.108> for<00:47:50.928> believing<00:47:51.589> in<00:47:51.691> this<00:47:51.945> kid.

00:47:54.180 --> 00:47:58.449
Funny<00:47:54.325> story<00:47:54.632> about<00:47:54.956> it<00:47:55.247> is<00:47:55.910> that<00:47:56.153> business<00:47:56.719> grew,<00:47:57.042> but<00:47:57.204> then<00:47:57.365> it,<00:47:57.705> it<00:47:57.932> went<00:47:58.077> away.

00:47:58.578 --> 00:48:01.344
I,<00:47:59.452> that<00:47:59.710> there's<00:47:59.872> a<00:47:59.937> whole<00:48:00.050> nother<00:48:00.293> story<00:48:00.746> why<00:48:00.859> it<00:48:00.988> went<00:48:01.101> away.

00:48:02.217 --> 00:48:21.616
But<00:48:02.363> there<00:48:02.444> was<00:48:02.557> a<00:48:02.622> piece<00:48:02.880> of<00:48:02.929> the<00:48:03.026> technology<00:48:03.657> I<00:48:03.837> wanted<00:48:04.977> that<00:48:05.140> I<00:48:05.319> developed<00:48:05.808> and<00:48:07.150> you<00:48:07.278> know,<00:48:07.888> they,<00:48:08.530> my<00:48:08.691> deal<00:48:08.867> with<00:48:09.012> them<00:48:09.124> is<00:48:09.269> when<00:48:09.429> we<00:48:09.574> went<00:48:09.686> away,<00:48:09.927> it's<00:48:10.104> like,<00:48:10.329> I'll<00:48:11.196> give<00:48:11.340> you<00:48:11.436> like<00:48:11.661> 10%<00:48:12.063> of<00:48:12.143> my<00:48:12.384> business<00:48:13.443> if<00:48:14.808> you<00:48:15.033> give<00:48:15.145> us<00:48:15.354> the<00:48:15.450> technology,<00:48:16.012> it<00:48:16.044> might<00:48:16.189> have<00:48:16.494> been<00:48:16.654> 8%,<00:48:16.799> whatever<00:48:17.008> the<00:48:17.120> percentage<00:48:17.457> of<00:48:17.521> the<00:48:17.618> business<00:48:17.939> was<00:48:19.127> and<00:48:20.106> went,<00:48:20.444> started<00:48:20.829> the<00:48:20.925> next<00:48:21.230> company.

00:48:22.772 --> 00:48:45.518
6<00:48:23.157> years<00:48:23.462> later,<00:48:24.281> we<00:48:24.441> sold<00:48:24.843> that<00:48:25.019> company<00:48:26.448> and<00:48:26.753> writing<00:48:27.235> that<00:48:27.492> guy<00:48:28.455> a<00:48:28.616> check<00:48:29.258> or<00:48:29.403> us<00:48:29.643> writing<00:48:29.981> him<00:48:30.237> a<00:48:30.366> check<00:48:31.265> for<00:48:31.361> the<00:48:31.747> organization<00:48:32.710> for<00:48:33.160> you<00:48:33.208> know,<00:48:33.753> a<00:48:33.898> good<00:48:34.074> 7-figure<00:48:36.562> check<00:48:37.429> was<00:48:37.541> the<00:48:37.686> greatest<00:48:38.328> thing<00:48:38.568> to<00:48:38.665> me<00:48:39.050> because<00:48:40.495> believed<00:48:40.816> in<00:48:40.848> me,<00:48:41.409> didn't<00:48:41.618> work<00:48:41.859> out<00:48:42.019> perfectly,<00:48:43.223> left,<00:48:44.427> allowed<00:48:44.668> me<00:48:44.764> to<00:48:44.892> take<00:48:45.005> some<00:48:45.213> technology.

00:48:45.566 --> 00:48:47.733
You<00:48:45.711> probably<00:48:45.984> thought<00:48:46.096> you're<00:48:46.337> never<00:48:46.658> gonna<00:48:46.770> see<00:48:47.059> anything<00:48:47.396> from<00:48:47.621> it.

00:48:48.263 --> 00:48:53.704
And<00:48:48.311> then<00:48:48.440> 6<00:48:48.744> years<00:48:48.985> later,<00:48:49.242> be<00:48:49.403> able<00:48:49.547> to<00:48:49.643> come<00:48:49.868> in<00:48:50.028> and<00:48:50.125> say,<00:48:51.088> here's,<00:48:52.276> you<00:48:52.308> know,<00:48:52.837> thank<00:48:53.030> you<00:48:53.158> for<00:48:53.255> believing.

00:48:54.041 --> 00:48:56.449
So<00:48:55.100> sometimes<00:48:55.566> paying<00:48:55.807> it<00:48:55.903> forward<00:48:56.208> works.

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That's<00:48:57.990> incredible.

00:48:58.551 --> 00:49:00.622
Ben,<00:48:59.033> thank<00:48:59.257> you<00:48:59.338> so<00:48:59.530> much<00:48:59.916> for<00:49:00.060> taking<00:49:00.317> the<00:49:00.397> time.

00:49:00.782 --> 00:49:01.697
This<00:49:00.943> has<00:49:01.039> been<00:49:01.200> incredible.

00:49:02.629 --> 00:49:05.287
I'm<00:49:02.726> sure<00:49:02.904> we'll<00:49:03.099> have<00:49:03.196> you<00:49:03.293> on<00:49:03.439> again,<00:49:04.006> and<00:49:04.168> best<00:49:04.363> of<00:49:04.493> luck<00:49:04.655> with<00:49:04.817> everything.

00:49:05.627 --> 00:49:07.069
And<00:49:05.967> again,<00:49:06.453> thank<00:49:06.632> you<00:49:06.713> so<00:49:06.875> much.

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Thank<00:49:08.252> you,<00:49:08.333> Clint.

00:49:08.544 --> 00:49:09.144
This<00:49:08.706> was<00:49:08.868> great.

00:49:09.273 --> 00:49:10.035
I<00:49:09.354> really<00:49:09.549> appreciate<00:49:09.954> it.