Values are more caught than taught

Michael Hyatt was four or five years old when his mother noticed he was limping.

Nothing was wrong with him. His father had been injured in the Korean War, spent six months in a coma, and taken shrapnel to the head that left neurological damage and a permanent limp. He is 90 now and uses a wheelchair. Back then he simply walked that way, and his son, without deciding to, walked that way too.

"I'd unconsciously picked that behavior up from my dad," Hyatt said on the CEO.com Podcast. "I just didn't make a conscious decision to limp. I did it because there I was observing my dad, somebody I admired, somebody I respected, somebody I wanted to one day be like, and I replicated his behavior."

He tells the story to explain what happens inside companies.

"You walk into a company, and you find that the people use the same kind of language, the same kind of phrases, the same kind of intonation that the leader uses, and the values get replicated downstream, because values are more caught than taught."

The uncomfortable half of that is what carries. Nobody picks which traits transfer. A leader's discipline moves down the org chart on the same current as his defensiveness, and neither one asks permission. Hyatt concludes that a set of values printed and hung in the lobby accomplishes nothing at all. He tells clients to build what he calls a core ideology, meaning a mission, a vision script, and values, and then to revisit all of it annually, because he considers each one a living document rather than a plaque.

Which brings him back to the person hardest to lead.

"If you can't lead yourself, you can't lead anybody else," he said. "As it turns out, the most difficult person to lead is yourself." He pushed it one step further: self-awareness. Being conscious of the ripples you make. Learning to self-regulate before you attempt to regulate anybody else.

Hyatt came to this the long way, through a career in book publishing.

He graduated from Baylor University with a degree in philosophy, a credential he cheerfully describes as unemployable, and took a job in his senior year at a small publishing house in Waco, Texas. In 1984 he moved to Nashville for a marketing position at Thomas Nelson Publishers, founded in Edinburgh in 1798 and, Hyatt says, once the largest English-language publisher in the world. By the time he arrived, it was doing about $5 million a year. He eventually ran it and grew it to roughly $250 million, by the company's own reckoning the seventh-largest trade publisher in the country. HarperCollins announced it was buying Thomas Nelson on October 31, 2011, and completed the purchase the following year for $200 million. Hyatt used it as his exit.

His first product on the other side was Platform: Get Noticed in a Noisy World, published in 2012, an account of how he had grown a blog from nothing into an audience of hundreds of thousands. It became a New York Times bestseller. Then someone who had already built a business in the space asked him a question he had not thought about.

"What's the upsell?" the man said. "In other words, if you sell a person a book, what's the next step?"

"I don't have a next step," Hyatt said.

"Oh my gosh. You're making a huge mistake."

The answer was Platform University, a membership site the company later sold, and the reasoning behind it still governs how Hyatt builds. Coaching and consulting trade hours for dollars, and the hours run out. A membership does not. Everything after that followed the same logic: find the next unmet need and productize it. People set goals but never wrote them down, so he wrote Your Best Year Ever, still his bestselling book. Written goals are inert without execution, so he wrote Free to Focus. The weekly newsletter now reaches about half a million people. The podcast launched in 2012 as This Is Your Life, spent years as Business Accelerator, and now runs as The Double Win Show, co-hosted with his oldest daughter.

Out of the two books came the product that outsold all of them, and it was made of paper.

Around 2016, Hyatt's team noticed their audience drowning in the tools meant to organize them. Notifications firing, windows stacked on windows, focus impossible. They read David Sax's The Revenge of Analog, about the return of vinyl, film, board games, and print, and recognized the customer.

"People wanted something that was not digital, and we thought, perfect," Hyatt said. "Get them out of that digital environment, get them into a physical space where they could actually have a physical planner."

The Full Focus Planner launched in 2017. Hyatt put sales at about 1.2 million copies during the conversation. The company now puts the number above two million.

There is an irony in that worth sitting with. Hyatt names Stephen Covey as the single largest influence on his thinking, and he used FranklinCovey planners for years after graduating, starting with a Seven Star Diary and a Franklin Planner. He also spent time in the company's retail stores, which he remembers as an unmatched place to browse productivity tools before Apple Stores existed. Those stores thinned out and then changed hands. FranklinCovey closed 22 domestic and 10 international locations in fiscal 2003 and kept closing them, and in 2008 it sold its entire consumer business, planners and stores included, to a new company controlled by the Salt Lake City firm Peterson Partners for $32 million, so it could put its full resources behind training, consulting, and media.

"Honestly, I think they did it probably too early," Hyatt said. "If they just hung in there, they didn't realize that there was going to be this entire revolution of going back to physical planners."

Nine years after Covey's company sold the planner business, Hyatt's company built the bestselling product in it.

He runs his own days on the system he sells. A productive day, he says, starts the night before with seven hours of sleep and preferably eight. He wakes at five, prays, reads scripture, reads whatever else he is working through, and exercises hard. The planner has a page for that sequence, prompting four rituals: morning, workday startup, workday shutdown, evening. Underneath it is a conviction he traces to a borrowed lawn mower, which his father made him wash and refuel before returning it to the neighbor, on the grounds that he did not own it. Hyatt applies the same accounting to time, money, and relationships. He considers himself a steward of all of it.

The last piece is delegation, and he is blunt about why he needs it. He describes himself as visionary, spontaneous, occasionally impulsive, and bad at follow-through. His executive assistant, Jim, is the opposite.

"You really have got to have a team that you trust, and that starts with an executive assistant that's competent and dependable and is committed to helping you succeed," he said.

He has been handing pieces of it away for a while now. Hyatt launched the company in 2011. In January 2021, he stepped down as CEO in favor of Megan Hyatt Miller, his daughter and then the company's chief operating officer, so he could concentrate on content and frameworks. In February 2022 the company dropped his name entirely and became Full Focus. "The company has grown beyond my name," he said at the time. It made Inc.'s Best Workplaces list five years running from 2017 through 2021 and the Inc. 5000 in three of four years, and Hyatt is now founder and chairman.

His successor is already moving the idea he built. Megan Hyatt Miller writes that the Double Win began as a rebellion against hustle culture, and that her own attention has shifted from winning to flourishing, toward what it means to stay human in an age that prizes optimization above everything. Her newsletter promises essays on slowing down and on analog living, which is the founder's best-known product turned into a philosophy of life rather than a system for getting more done.

Every CEO.com Podcast conversation ends on the same premise: that the chances one gives are as important as the chances one takes.

Hyatt's answer is a man named Robert, who hired a philosophy major with no experience and no relevant education to be his marketing director.

"I like you, and I feel like you're going to hustle and figure it out, so I'm going to give you a chance," Robert told him. The salary was $27,000. Hyatt needed $30,000. Robert offered a 90-day trial with a raise at the end of it if the work justified one.

At 90 days, Hyatt was called in and told he had killed it. He was also told the parent company had frozen all salaries. No raise. Hands tied. He went home crestfallen, and his wife told him to keep working hard and trust that it would sort itself out.

Robert called him back the next day.

"I want to be a man of my word," he said. "I gave you my word that I would give you a raise if you did a great job. You've done a great job; you lived up to your part of the bargain. You can't say no to this. I'm giving you a check from my personal account for $3,000, because you've earned it."

They are still friends.

"That was the best ever lesson I've learned on personal integrity and what integrity means," Hyatt said, "which is keeping your word."

00:00:00 Introducing Michael Hyatt
00:01:19 The Origin of the Full Focus Planner
00:03:49 From Book Publishing to Full Focus
00:05:50 How Online Publishing Has Evolved
00:08:36 Monetizing an Audience and Building Products
00:10:05 Serving Your Audience's Dreams and Obstacles
00:12:04 Self-Leadership and Self-Awareness
00:13:33 How Leaders Replicate Themselves
00:15:35 Defining Core Values and Vision
00:17:24 Leaders Michael Admires
00:20:00 Why Nashville Became Home
00:22:13 A Typical Productive Day
00:25:46 The Chance That Changed Everything

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And<00:03:10.728> it<00:03:11.131> looks<00:03:11.308> like<00:03:11.470> you<00:03:11.550> play<00:03:11.776> the<00:03:11.873> guitar<00:03:12.179> because<00:03:12.373> you<00:03:12.453> got<00:03:12.824> an<00:03:13.743> incredible<00:03:14.615> guitar<00:03:15.326> rack<00:03:15.584> there.

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I<00:03:16.651> mean,<00:03:16.780> tell<00:03:16.958> us<00:03:17.055> about<00:03:17.346> you.

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What<00:03:17.685> do<00:03:17.830> you<00:03:19.365> get?

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What<00:03:19.624> gets<00:03:19.785> you<00:03:19.931> excited?

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What<00:03:20.577> gets<00:03:20.739> you<00:03:20.836> passionate?

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Well,<00:03:23.315> first<00:03:23.560> of<00:03:23.625> all,<00:03:23.723> the<00:03:23.804> guitars<00:03:24.228> are<00:03:24.310> standard<00:03:24.783> issue.

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If<00:03:25.516> you<00:03:25.598> live<00:03:25.745> in<00:03:25.794> Nashville,<00:03:26.478> they<00:03:26.609> just<00:03:26.756> have<00:03:26.919> to<00:03:27.000> have<00:03:27.212> those.

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That<00:03:28.142> makes<00:03:28.435> sense.

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So<00:03:29.417> it's<00:03:29.482> part<00:03:29.612> of<00:03:29.758> it.

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I<00:03:30.342> don't<00:03:30.650> know,<00:03:30.715> though.

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That's<00:03:31.137> a<00:03:31.202> Strat.

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You<00:03:31.786> got<00:03:32.257> the<00:03:32.354> Fender<00:03:32.679> Strat.

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I<00:03:33.246> don't—<00:03:33.652> I<00:03:33.668> mean,<00:03:34.285> is<00:03:34.447> the<00:03:34.545> Strat<00:03:34.967> normal<00:03:35.827> for<00:03:36.086> Tennessee?

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I<00:03:37.627> feel<00:03:37.820> like<00:03:38.124> Telecasters<00:03:39.103> more.

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Yeah.

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Oh,<00:03:40.385> is<00:03:40.514> that<00:03:40.626> a<00:03:40.690> Telecaster?

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Yeah.

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Oh,<00:03:42.518> okay.

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No,<00:03:43.176> this<00:03:43.336> is<00:03:43.400> a<00:03:43.561> Strat,<00:03:44.042> but,<00:03:44.843> but<00:03:44.940> a<00:03:45.020> Telecaster<00:03:45.517> would<00:03:45.645> probably<00:03:45.806> be<00:03:45.902> the<00:03:45.966> more<00:03:46.142> typical<00:03:46.463> thing<00:03:46.704> here.

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Yeah,<00:03:47.297> that's<00:03:47.425> what<00:03:47.473> I<00:03:47.489> was<00:03:47.650> gonna<00:03:47.746> say.

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Yeah,<00:03:48.371> the<00:03:48.451> Tele.

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So<00:03:51.033> basically<00:03:51.498> I've<00:03:51.594> always<00:03:51.819> had<00:03:51.979> this<00:03:52.701> great<00:03:53.022> love<00:03:53.262> for<00:03:53.439> books,<00:03:54.705> and<00:03:54.882> so<00:03:55.122> in<00:03:55.283> college<00:03:56.084> I<00:03:56.100> got<00:03:56.309> the<00:03:56.389> chance<00:03:56.662> in<00:03:56.726> my<00:03:56.822> senior<00:03:57.271> year<00:03:57.528> to<00:03:57.672> work<00:03:57.784> at<00:03:57.864> a<00:03:57.912> small<00:03:58.169> publishing<00:03:58.714> company<00:03:59.773> in<00:03:59.821> my<00:04:00.254> college<00:04:00.639> town.

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I<00:04:01.136> graduated<00:04:01.537> from<00:04:01.697> Baylor<00:04:01.921> University<00:04:02.419> in<00:04:02.579> Waco,<00:04:02.964> Texas.

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And<00:04:04.583> I<00:04:04.663> got<00:04:04.887> this<00:04:05.048> opportunity<00:04:05.448> to<00:04:05.529> work<00:04:05.705> at<00:04:05.769> this<00:04:05.897> small<00:04:06.106> publishing<00:04:06.506> company.

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And<00:04:07.933> I<00:04:08.029> thought,<00:04:08.830> oh<00:04:08.910> my<00:04:09.071> gosh,<00:04:10.177> I've<00:04:10.273> died<00:04:10.449> and<00:04:10.674> gone<00:04:10.850> to<00:04:10.978> heaven.

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This<00:04:12.020> is,<00:04:12.501> this<00:04:12.757> is<00:04:12.789> the<00:04:12.982> ultimate<00:04:13.254> to<00:04:13.382> work<00:04:13.559> for<00:04:13.639> a<00:04:13.799> book<00:04:13.959> publisher.

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And<00:04:15.161> so<00:04:15.306> I<00:04:15.402> spent<00:04:16.027> almost<00:04:16.444> my<00:04:16.588> entire<00:04:17.005> career<00:04:17.646> up<00:04:17.742> until<00:04:18.046> 2011<00:04:19.633> in<00:04:19.713> the<00:04:19.809> book<00:04:19.970> publishing<00:04:20.434> industry.

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And<00:04:21.589> so<00:04:21.797> I<00:04:21.877> would<00:04:22.053> say<00:04:22.550> still<00:04:23.015> to<00:04:23.175> this<00:04:23.496> day,<00:04:24.441> it's<00:04:24.682> ideas<00:04:25.884> and<00:04:26.060> books<00:04:27.022> and<00:04:27.102> the<00:04:27.182> transmission<00:04:27.920> of<00:04:28.000> those<00:04:28.224> ideas<00:04:29.250> that<00:04:29.298> still<00:04:29.586> gets<00:04:29.747> me<00:04:29.891> excited.

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If<00:04:30.548> I,<00:04:30.853> if<00:04:30.949> I<00:04:31.029> look<00:04:31.253> back<00:04:31.494> over<00:04:31.590> the<00:04:31.670> course<00:04:31.846> of<00:04:31.910> my<00:04:31.991> life,<00:04:32.632> And<00:04:32.712> I<00:04:32.776> can't,<00:04:33.001> it<00:04:33.033> might<00:04:33.130> have<00:04:33.210> been<00:04:33.354> Charlie<00:04:33.660> Tremendous<00:04:33.997> Jones<00:04:34.318> that<00:04:34.398> said<00:04:34.703> this,<00:04:35.506> but<00:04:36.068> you<00:04:36.148> know,<00:04:36.309> you're<00:04:36.405> basically,<00:04:37.112> you<00:04:37.192> can,<00:04:37.513> you<00:04:37.593> can<00:04:37.690> mark<00:04:37.995> your<00:04:38.155> life<00:04:38.974> by<00:04:39.135> the<00:04:39.536> people<00:04:40.162> you<00:04:40.259> met<00:04:40.981> and<00:04:41.046> the<00:04:41.302> books<00:04:42.009> you've<00:04:42.202> read.

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Those<00:04:43.069> are<00:04:43.310> typically<00:04:43.647> the<00:04:43.791> things<00:04:44.177> that,<00:04:44.835> that<00:04:44.915> change<00:04:45.301> the<00:04:45.397> trajectory<00:04:45.959> of<00:04:46.039> my<00:04:46.200> life<00:04:46.521> or<00:04:46.617> our<00:04:46.762> lives.

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And<00:04:47.693> that<00:04:47.870> was<00:04:47.966> certainly<00:04:48.207> true<00:04:48.448> for<00:04:48.608> me.

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And<00:04:49.250> so<00:04:49.411> still<00:04:49.652> to<00:04:49.748> this<00:04:49.957> day,<00:04:50.680> you<00:04:50.712> know,<00:04:51.113> I<00:04:51.161> love<00:04:51.338> books.

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What<00:04:52.927> was<00:04:53.104> the<00:04:53.265> first<00:04:53.586> product<00:04:53.987> you<00:04:54.067> put<00:04:54.292> out<00:04:54.694> at<00:04:54.854> Full<00:04:55.031> Focus?

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The<00:04:58.466> first<00:04:58.803> one<00:04:58.963> was<00:04:59.140> a<00:04:59.284> book<00:04:59.524> I<00:04:59.669> wrote<00:05:00.951> right<00:05:01.191> after<00:05:01.512> I'd<00:05:01.608> left<00:05:01.865> the<00:05:02.009> book<00:05:02.169> publishing<00:05:02.506> industry.

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I,<00:05:03.372> I<00:05:03.436> was<00:05:03.532> the<00:05:03.628> CEO<00:05:03.997> of<00:05:04.029> a<00:05:04.093> company<00:05:04.397> called<00:05:05.119> Thomas<00:05:05.439> Nelson<00:05:05.776> Publishers<00:05:06.241> here<00:05:06.337> in<00:05:06.449> Nashville,<00:05:07.363> was<00:05:07.459> the<00:05:07.539> company<00:05:07.860> you<00:05:07.940> cited<00:05:09.126> in<00:05:09.158> your<00:05:09.367> intro.

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And<00:05:10.345> we<00:05:10.425> sold<00:05:10.649> the<00:05:10.681> company<00:05:10.986> to<00:05:11.130> HarperCollins.

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I<00:05:12.332> used<00:05:12.525> it<00:05:12.589> as<00:05:12.749> a<00:05:12.813> chance<00:05:13.214> to<00:05:13.935> make<00:05:14.112> my<00:05:14.352> exit<00:05:14.753> and<00:05:14.833> do<00:05:14.913> what<00:05:15.057> I'd<00:05:15.218> always<00:05:15.458> wanted<00:05:15.699> to<00:05:15.731> do,<00:05:15.955> which<00:05:16.180> was<00:05:16.356> to<00:05:16.436> speak<00:05:16.837> and<00:05:16.917> to<00:05:17.141> write<00:05:18.119> and<00:05:18.199> be<00:05:18.360> on<00:05:18.584> kind<00:05:18.696> of<00:05:18.760> the<00:05:18.905> other<00:05:19.097> side<00:05:19.402> of<00:05:19.434> the<00:05:19.482> book<00:05:20.203> part<00:05:20.379> of<00:05:20.508> it,<00:05:20.684> which<00:05:20.908> is<00:05:21.245> creating<00:05:21.502> the<00:05:21.566> books.

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And<00:05:22.383> so<00:05:22.511> I<00:05:22.672> wrote<00:05:23.249> a<00:05:23.329> book<00:05:23.569> called<00:05:23.810> Platform.

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Get<00:05:25.157> Noticed<00:05:25.639> in<00:05:25.735> a<00:05:25.896> Noisy<00:05:26.281> World.

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And<00:05:27.614> it<00:05:27.662> was<00:05:27.807> all<00:05:27.967> about<00:05:28.529> how<00:05:28.706> I<00:05:28.882> built<00:05:29.171> my<00:05:29.412> blog<00:05:29.749> from<00:05:29.990> nothing<00:05:31.034> to<00:05:31.098> where<00:05:31.259> I<00:05:31.355> had<00:05:32.062> hundreds<00:05:32.335> of<00:05:32.463> thousands<00:05:32.945> of<00:05:33.041> readers.

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And<00:05:34.245> it<00:05:34.326> was<00:05:34.631> really<00:05:35.209> a<00:05:35.369> book<00:05:35.851> about<00:05:36.397> how<00:05:36.734> anybody<00:05:37.778> could<00:05:37.938> use<00:05:38.484> social<00:05:38.886> media<00:05:39.544> and<00:05:39.624> some<00:05:39.769> of<00:05:39.849> these<00:05:40.026> modern<00:05:40.427> tools<00:05:41.471> to<00:05:41.615> build<00:05:41.792> a<00:05:41.872> platform<00:05:42.755> and<00:05:42.900> have<00:05:43.076> greater<00:05:43.943> influence.

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So<00:05:44.361> that<00:05:44.586> book<00:05:45.244> became<00:05:45.485> a<00:05:45.501> New<00:05:45.629> York<00:05:45.790> Times<00:05:46.448> bestseller,<00:05:47.251> and<00:05:47.331> that<00:05:47.476> was<00:05:47.637> kind<00:05:47.797> of<00:05:47.829> the<00:05:47.958> launching<00:05:48.712> of<00:05:48.793> my<00:05:48.937> company.

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How<00:05:50.480> has<00:05:50.706> publishing<00:05:51.417> changed,<00:05:51.998> publishing<00:05:52.467> online<00:05:52.806> in<00:05:52.887> particular,<00:05:53.452> changed<00:05:54.276> since<00:05:54.583> you<00:05:54.728> started<00:05:55.132> your<00:05:55.293> blog<00:05:55.778> and<00:05:55.875> grew<00:05:56.101> it<00:05:56.198> that<00:05:56.359> way?

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I<00:05:56.618> mean,<00:05:56.779> if<00:05:56.908> you<00:05:57.005> were<00:05:57.151> to<00:05:57.328> rewrite<00:05:57.813> that<00:05:58.136> book<00:05:58.362> again,<00:05:59.830> would,<00:06:00.087> would<00:06:00.651> a<00:06:00.748> lot<00:06:00.973> of<00:06:01.006> those<00:06:01.231> principles<00:06:01.730> apply<00:06:02.439> or<00:06:02.600> would<00:06:02.826> you<00:06:02.987> be<00:06:03.164> basically<00:06:03.728> starting<00:06:04.195> a<00:06:04.211> whole<00:06:04.453> new<00:06:04.856> book?

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No,<00:06:06.914> I<00:06:06.994> think<00:06:07.172> a<00:06:07.236> lot<00:06:07.414> of<00:06:07.494> it<00:06:07.801> would<00:06:07.946> apply.

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Shockingly,<00:06:08.768> that<00:06:08.929> book<00:06:09.075> came<00:06:09.268> out,<00:06:09.413> I<00:06:09.494> think<00:06:09.671> in<00:06:10.139> 2012.

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Mm-hmm.

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And<00:06:13.106> it<00:06:13.187> still<00:06:13.445> sells<00:06:13.848> really<00:06:14.090> well.

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And<00:06:14.977> the<00:06:15.122> principles<00:06:16.196> are<00:06:16.292> forever.

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But<00:06:18.538> the<00:06:18.683> thing<00:06:18.859> that<00:06:19.004> I<00:06:19.116> would<00:06:19.260> cover<00:06:19.421> if<00:06:19.517> I<00:06:19.565> were<00:06:19.742> writing<00:06:19.966> that<00:06:20.143> book<00:06:20.303> again,<00:06:20.544> I<00:06:20.688> would've<00:06:21.121> paid<00:06:21.330> more<00:06:21.490> attention<00:06:21.827> to<00:06:21.908> Facebook,<00:06:23.015> to<00:06:23.175> Instagram,<00:06:24.298> even<00:06:24.459> to<00:06:24.555> TikTok.

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Of<00:06:25.357> course,<00:06:25.582> TikTok<00:06:25.999> wasn't<00:06:26.239> a<00:06:26.384> thing.

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Instagram<00:06:27.683> wasn't<00:06:27.988> even<00:06:28.101> a<00:06:28.229> thing,<00:06:28.454> I<00:06:28.486> don't<00:06:28.806> think,<00:06:29.192> when<00:06:29.288> I<00:06:29.368> wrote<00:06:29.593> it.

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Mm-hmm.

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But<00:06:30.234> Facebook<00:06:30.716> was,<00:06:31.053> and<00:06:31.357> admittedly,<00:06:31.855> I<00:06:31.935> didn't<00:06:32.240> cover<00:06:32.497> that<00:06:33.219> probably<00:06:33.620> as<00:06:33.844> well<00:06:34.021> as<00:06:34.165> I<00:06:34.261> should<00:06:34.502> have.

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But<00:06:35.625> the<00:06:35.770> principles<00:06:36.267> are<00:06:36.363> still<00:06:36.652> the<00:06:36.684> same.

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And<00:06:37.695> particularly<00:06:38.128> as<00:06:38.208> it<00:06:38.272> relates<00:06:38.673> to,<00:06:39.219> to<00:06:39.716> blogging,<00:06:40.133> I'd<00:06:40.198> probably<00:06:40.438> call<00:06:40.663> it,<00:06:41.080> talk<00:06:41.868> more<00:06:41.964> about<00:06:42.206> podcasting<00:06:42.868> as<00:06:43.013> well,<00:06:43.175> because<00:06:43.417> I<00:06:43.497> think<00:06:44.304> podcasting<00:06:44.788> is<00:06:44.820> so<00:06:45.014> amazing<00:06:45.837> in<00:06:45.917> terms<00:06:46.256> of<00:06:46.337> the<00:06:46.482> impact<00:06:46.805> that<00:06:46.950> you<00:06:47.047> can<00:06:47.208> have<00:06:48.015> for<00:06:48.128> the<00:06:48.241> investment<00:06:48.660> you<00:06:48.757> make.

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It's<00:06:49.467> tremendous.

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Well,<00:06:50.838> you<00:06:50.984> have<00:06:51.097> an<00:06:51.210> incredible<00:06:51.565> podcast.

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How<00:06:53.424> did<00:06:53.990> you<00:06:54.070> start<00:06:54.313> that?

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Did<00:06:54.620> I<00:06:54.652> see<00:06:54.878> that<00:06:55.024> you<00:06:55.056> started<00:06:55.460> that<00:06:55.670> in<00:06:56.091> 2017?

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Is<00:06:57.448> that<00:06:57.610> right?

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No,<00:06:59.779> we<00:06:59.860> started<00:07:00.312> that<00:07:01.443> almost<00:07:01.799> immediately.

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You<00:07:02.607> know,<00:07:02.655> I've<00:07:02.736> had<00:07:02.914> several<00:07:03.883> incarnations<00:07:04.675> of<00:07:04.772> it,<00:07:05.499> but<00:07:05.645> I<00:07:05.758> started<00:07:06.065> that<00:07:06.243> in<00:07:06.388> 2012<00:07:07.374> as<00:07:07.584> well.

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Initially<00:07:09.152> it<00:07:09.457> was<00:07:09.601> called<00:07:09.778> This<00:07:09.955> Is<00:07:10.083> Your<00:07:10.179> Life.

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And<00:07:11.785> now<00:07:11.881> it's<00:07:12.026> called<00:07:12.251> Lead<00:07:12.427> to<00:07:12.572> Win,<00:07:12.813> right?

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Well,<00:07:14.451> actually<00:07:14.675> it's<00:07:14.804> called<00:07:14.916> Business<00:07:15.237> Accelerator.

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Yeah.

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Yeah.

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Man,<00:07:17.469> I'm<00:07:17.630> sorry.

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My<00:07:18.047> research<00:07:18.449> here<00:07:18.915> is<00:07:19.075> awful.

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I'm<00:07:19.428> going<00:07:19.589> to<00:07:19.814> put<00:07:19.974> these<00:07:20.215> papers<00:07:20.424> away.

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We're<00:07:20.777> just<00:07:20.890> going<00:07:21.018> to<00:07:21.082> talk.

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All<00:07:21.885> right.

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What<00:07:22.303> about<00:07:22.463> like<00:07:22.704> newsletters<00:07:23.812> and<00:07:24.615> things<00:07:24.872> like<00:07:25.097> that<00:07:26.783> as<00:07:26.895> it<00:07:27.023> relates<00:07:27.521> to<00:07:28.083> publishing<00:07:29.512> and<00:07:29.930> the<00:07:30.090> importance<00:07:30.668> of<00:07:30.797> that<00:07:31.198> versus<00:07:31.536> blogging?

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I<00:07:32.033> mean,<00:07:32.338> doesn't<00:07:32.563> it<00:07:32.644> feel<00:07:32.804> like<00:07:33.061> newsletters<00:07:33.607> are<00:07:33.687> going<00:07:33.880> to<00:07:33.944> kind<00:07:34.121> of<00:07:34.169> like<00:07:34.346> blogging<00:07:34.827> 2.0<00:07:35.470> in<00:07:35.550> a<00:07:35.614> way?

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Yeah,<00:07:37.845> which<00:07:38.037> is<00:07:38.102> like<00:07:38.342> weird<00:07:38.615> because<00:07:38.920> it's<00:07:39.080> probably<00:07:39.273> like<00:07:39.963> blogging<00:07:40.589> 1.0.

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Like,<00:07:41.648> it's<00:07:42.049> weird<00:07:42.354> because<00:07:42.610> it's<00:07:42.851> email.

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That's<00:07:44.857> the<00:07:44.937> weird<00:07:45.050> part.

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It<00:07:45.338> is<00:07:45.403> weird.

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Like,<00:07:46.927> literally<00:07:47.264> when<00:07:47.344> I<00:07:47.440> started,<00:07:48.467> I<00:07:48.532> mean,<00:07:48.612> I<00:07:48.692> can<00:07:48.820> remember<00:07:49.029> back<00:07:49.366> in<00:07:49.494> the,<00:07:50.698> uh,<00:07:51.179> 1990s,<00:07:52.880> guys<00:07:53.185> were<00:07:53.345> literally<00:07:53.843> publishing<00:07:54.485> physical<00:07:54.806> newsletters<00:07:55.351> that<00:07:55.447> got<00:07:55.752> mailed<00:07:56.073> to<00:07:56.153> their<00:07:56.250> customers'<00:07:56.731> homes.

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And<00:07:58.480> then<00:07:58.576> of<00:07:58.657> course,<00:07:59.298> you<00:07:59.331> know,<00:07:59.443> then<00:07:59.539> we<00:07:59.619> had<00:08:00.004> email,<00:08:01.128> we<00:08:01.224> had<00:08:01.465> blogs,<00:08:02.187> and<00:08:02.251> we've<00:08:02.347> kind<00:08:02.508> of<00:08:02.572> come<00:08:02.748> full<00:08:02.989> circle<00:08:03.310> now.

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Or<00:08:04.016> we<00:08:04.048> send<00:08:04.272> new<00:08:04.657> newsletters<00:08:05.234> by<00:08:05.555> email,<00:08:05.795> but<00:08:06.581> our<00:08:06.677> company<00:08:06.998> has<00:08:07.222> a<00:08:07.302> big<00:08:08.120> newsletter<00:08:08.521> that<00:08:08.601> we<00:08:08.697> send<00:08:09.002> out<00:08:09.226> once<00:08:09.483> a<00:08:09.547> week.

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It<00:08:09.803> goes<00:08:09.979> to<00:08:10.044> about<00:08:10.268> half<00:08:10.460> a<00:08:10.525> million<00:08:10.765> people.

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And<00:08:12.833> you<00:08:12.865> know,<00:08:13.009> we,<00:08:13.554> I<00:08:13.651> still<00:08:13.875> blog,<00:08:14.532> still<00:08:14.757> write<00:08:14.933> on<00:08:14.997> the<00:08:15.093> blog,<00:08:15.959> but<00:08:16.055> I<00:08:16.135> would<00:08:16.216> say<00:08:16.376> the<00:08:16.472> newsletter<00:08:17.482> is<00:08:18.204> kind<00:08:18.476> of<00:08:18.604> the<00:08:18.700> main<00:08:19.486> focus<00:08:19.887> outside<00:08:20.223> of<00:08:20.256> the<00:08:20.304> podcast<00:08:20.865> in<00:08:20.945> terms<00:08:21.201> of<00:08:21.811> building<00:08:21.987> the<00:08:22.067> platform<00:08:22.484> and<00:08:22.548> getting<00:08:22.724> the<00:08:22.788> word<00:08:22.949> out.

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At<00:08:24.536> what<00:08:24.696> point<00:08:24.953> did<00:08:25.097> you<00:08:25.193> start<00:08:25.434> like,<00:08:25.594> hey,<00:08:25.754> I've<00:08:25.915> built<00:08:26.155> up<00:08:26.235> an<00:08:26.379> audience<00:08:26.796> here.

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There,<00:08:27.662> there<00:08:27.758> are<00:08:27.838> people<00:08:28.143> who<00:08:28.207> are<00:08:28.303> excited<00:08:28.656> about<00:08:28.800> the<00:08:28.880> things<00:08:29.073> I'm<00:08:29.265> publishing,<00:08:29.682> putting<00:08:30.003> out.

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At<00:08:30.884> what<00:08:31.045> point<00:08:31.285> did<00:08:31.381> you<00:08:31.429> decide<00:08:31.750> like,<00:08:31.990> and<00:08:32.087> now<00:08:32.247> I'm<00:08:32.391> gonna<00:08:32.503> start<00:08:32.808> selling<00:08:33.129> products<00:08:33.626> inside<00:08:33.946> of<00:08:34.010> this<00:08:34.171> company?

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Well,<00:08:36.816> as<00:08:36.963> it<00:08:37.028> turns<00:08:37.355> out,<00:08:37.845> you<00:08:37.878> know,<00:08:38.106> blogging<00:08:38.580> didn't<00:08:38.874> pay<00:08:38.940> much.

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If<00:08:41.314> anything.

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And<00:08:42.686> the,<00:08:43.396> and<00:08:43.444> the<00:08:43.509> same<00:08:43.799> thing<00:08:43.896> with<00:08:44.057> podcasting.

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You<00:08:44.816> know,<00:08:44.945> it's,<00:08:45.252> it's<00:08:45.445> great.

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I<00:08:45.752> remember<00:08:46.058> when,<00:08:46.462> when<00:08:46.559> my<00:08:46.881> book<00:08:47.043> platform<00:08:47.511> came<00:08:47.688> out,<00:08:47.850> I<00:08:47.995> had<00:08:48.172> a<00:08:48.883> conversation<00:08:49.625> with<00:08:49.786> somebody<00:08:50.174> that<00:08:50.270> was<00:08:50.432> very<00:08:50.610> successful<00:08:51.159> in<00:08:51.240> my<00:08:51.402> space,<00:08:51.871> had<00:08:51.968> been<00:08:52.194> a<00:08:52.696> blogger<00:08:53.019> and<00:08:53.100> a<00:08:53.181> podcaster<00:08:53.892> and<00:08:53.989> was<00:08:54.151> very<00:08:54.329> successful.

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And<00:08:55.558> he<00:08:55.671> was<00:08:56.156> gonna<00:08:56.334> help<00:08:56.495> me<00:08:56.641> promote<00:08:56.916> the<00:08:57.045> book.

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The<00:08:57.288> first<00:08:57.466> question<00:08:57.757> he<00:08:57.789> said<00:08:58.517> is<00:08:58.581> he<00:08:58.614> said,<00:08:58.905> okay,<00:08:59.163> what's<00:08:59.406> the<00:08:59.568> upsell?

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In<00:09:00.262> other<00:09:00.342> words,<00:09:00.470> if<00:09:00.503> you<00:09:00.583> sell<00:09:00.807> a<00:09:00.823> person<00:09:01.160> a<00:09:01.225> book,<00:09:02.332> what's<00:09:02.508> the<00:09:02.605> next<00:09:02.894> step?

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And<00:09:03.937> I<00:09:03.953> said,<00:09:04.258> uh,<00:09:04.578> uh,<00:09:04.980> I<00:09:05.252> don't<00:09:05.878> have<00:09:06.119> a<00:09:06.135> next<00:09:06.344> step.

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And<00:09:07.130> he<00:09:07.162> said,<00:09:07.547> oh<00:09:07.724> my<00:09:07.884> gosh.

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He<00:09:08.205> said,<00:09:08.349> you're<00:09:08.414> making<00:09:08.622> a<00:09:08.670> huge<00:09:08.927> mistake.

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He<00:09:09.970> said,<00:09:10.195> you've<00:09:10.291> gotta<00:09:10.596> be<00:09:10.692> able<00:09:10.789> to<00:09:10.853> monetize<00:09:11.655> past<00:09:11.976> the<00:09:12.137> book.

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Well,<00:09:13.886> that<00:09:14.046> was<00:09:14.158> the<00:09:14.239> beginning<00:09:14.640> of<00:09:14.784> Platform<00:09:15.202> University.

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We<00:09:16.068> started<00:09:16.453> this<00:09:17.256> membership<00:09:17.817> site<00:09:18.539> and<00:09:18.620> that<00:09:18.796> was<00:09:18.973> a<00:09:19.021> way<00:09:19.117> to<00:09:19.197> monetize<00:09:20.224> and,<00:09:20.481> and<00:09:20.625> frankly<00:09:20.882> to<00:09:21.027> help<00:09:21.604> more<00:09:21.765> people<00:09:22.070> that<00:09:22.230> I,<00:09:22.631> I<00:09:22.728> could<00:09:22.952> help<00:09:23.129> by<00:09:23.289> way<00:09:23.450> of<00:09:23.610> consulting<00:09:24.172> because,<00:09:25.054> you<00:09:25.135> know,<00:09:25.231> when<00:09:25.359> you<00:09:25.391> try<00:09:25.536> to<00:09:25.616> consult<00:09:26.178> or<00:09:26.242> you<00:09:26.322> try<00:09:26.434> to<00:09:26.563> coach<00:09:26.900> people,<00:09:27.622> you<00:09:27.719> know,<00:09:27.784> you're<00:09:27.929> trading<00:09:28.186> time<00:09:28.509> for<00:09:28.589> dollars<00:09:29.299> and<00:09:29.379> your<00:09:29.476> bandwidth<00:09:29.959> is<00:09:30.346> limited<00:09:30.669> because<00:09:31.571> you<00:09:31.732> can't<00:09:31.990> scale<00:09:32.442> yourself.

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There's<00:09:33.102> not<00:09:33.247> a<00:09:33.264> lot<00:09:33.425> of<00:09:33.586> leverage<00:09:34.311> in<00:09:34.472> that.

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But<00:09:35.343> a<00:09:35.359> membership<00:09:35.778> site,<00:09:36.795> uh,<00:09:37.117> there's<00:09:37.440> all<00:09:37.537> kinds<00:09:37.795> of<00:09:37.860> mechanisms<00:09:38.408> for<00:09:38.505> doing<00:09:38.683> that.

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But<00:09:39.474> Platform<00:09:39.780> University,<00:09:40.603> which<00:09:40.765> we<00:09:41.555> subsequently<00:09:42.072> sold,<00:09:42.943> but,<00:09:43.330> uh,<00:09:43.669> was<00:09:43.895> the,<00:09:44.234> the<00:09:44.396> first<00:09:44.654> step<00:09:45.446> into<00:09:45.608> trying<00:09:45.916> to<00:09:46.062> monetize<00:09:46.824> that<00:09:47.132> online<00:09:47.457> traffic.

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Yeah,<00:09:49.808> it's<00:09:49.986> interesting.

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Like,<00:09:50.619> what<00:09:50.732> advice<00:09:51.105> do<00:09:51.137> you<00:09:51.267> have<00:09:51.429> for<00:09:51.591> people<00:09:51.754> who<00:09:51.899> are<00:09:51.997> trying<00:09:52.256> to<00:09:52.418> build<00:09:52.824> communities<00:09:53.878> and<00:09:54.024> be<00:09:54.170> community<00:09:54.600> leaders?

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Because<00:09:55.758> what<00:09:56.089> you've<00:09:56.255> really<00:09:56.437> built<00:09:56.702> here<00:09:56.834> is<00:09:56.933> a<00:09:57.016> community<00:09:58.503> with<00:09:58.728> kind<00:09:58.840> of<00:09:58.888> your<00:09:59.065> content<00:09:59.546> and<00:09:59.643> stories<00:10:00.670> at<00:10:00.814> the<00:10:00.895> heart<00:10:01.151> of<00:10:01.248> it.

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What<00:10:01.970> advice<00:10:02.419> do<00:10:02.500> you<00:10:02.580> have<00:10:02.917> for,<00:10:03.318> for<00:10:03.479> folks<00:10:03.736> trying<00:10:03.960> to<00:10:04.105> do<00:10:04.201> that?

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Man,<00:10:06.031> I<00:10:06.047> just<00:10:06.288> think<00:10:06.464> serve<00:10:06.849> people.

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You<00:10:08.278> know,<00:10:08.438> if<00:10:08.599> you<00:10:08.840> can<00:10:09.016> figure<00:10:09.482> out<00:10:10.685> the<00:10:10.782> people<00:10:11.071> in<00:10:11.103> your<00:10:11.183> target<00:10:11.568> audience,<00:10:11.905> what<00:10:12.050> they<00:10:12.210> really<00:10:12.467> aspire<00:10:13.029> to,<00:10:13.655> what<00:10:13.815> they<00:10:14.072> dream<00:10:14.714> about<00:10:14.955> accomplishing,<00:10:15.838> what<00:10:15.982> they<00:10:16.159> wish<00:10:16.480> they<00:10:16.785> had,<00:10:17.844> and<00:10:17.924> then<00:10:18.085> if<00:10:18.165> you<00:10:18.245> can<00:10:18.470> figure<00:10:18.791> out<00:10:19.272> what<00:10:19.433> are<00:10:19.465> the<00:10:19.834> obstacles<00:10:20.348> that<00:10:20.476> are<00:10:20.572> keeping<00:10:20.893> them<00:10:21.118> from<00:10:21.600> getting<00:10:21.776> that<00:10:22.723> and<00:10:22.803> you<00:10:22.900> can<00:10:23.076> help<00:10:23.285> them<00:10:23.381> remove<00:10:23.638> those<00:10:24.168> obstacles<00:10:24.906> and<00:10:24.986> make<00:10:25.211> progress<00:10:25.644> toward<00:10:25.869> their<00:10:26.030> goals,<00:10:27.073> I<00:10:27.089> mean,<00:10:27.218> you<00:10:27.314> can<00:10:27.539> build<00:10:27.716> any<00:10:27.861> kind<00:10:27.973> of<00:10:28.037> business.

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And<00:10:29.001> that's<00:10:29.242> basically<00:10:30.030> all<00:10:30.126> I've<00:10:30.222> done.

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One<00:10:30.528> of<00:10:30.560> the<00:10:30.688> things<00:10:30.929> I<00:10:31.074> realized<00:10:31.636> and<00:10:32.134> one<00:10:32.231> of<00:10:32.311> the<00:10:32.359> things<00:10:32.536> I<00:10:32.681> pivoted<00:10:33.018> to<00:10:33.179> from<00:10:33.420> Platform<00:10:33.886> University<00:10:35.010> was<00:10:35.171> I<00:10:35.267> realized<00:10:35.894> that,<00:10:36.633> you<00:10:36.697> know,<00:10:36.794> people<00:10:37.099> have<00:10:37.276> goals,<00:10:38.400> they<00:10:38.481> have<00:10:38.706> aspirations,<00:10:39.525> but<00:10:39.702> very<00:10:39.927> few<00:10:40.087> people<00:10:40.393> write<00:10:40.634> down<00:10:40.827> their<00:10:40.971> goals.

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And<00:10:41.871> even<00:10:42.015> those<00:10:42.256> that<00:10:42.481> write<00:10:42.658> down<00:10:42.899> their<00:10:43.060> goals<00:10:43.397> don't<00:10:43.686> do<00:10:43.783> it<00:10:43.944> in<00:10:44.024> a<00:10:44.104> way<00:10:44.409> that<00:10:44.570> facilitates<00:10:46.177> them<00:10:46.289> achieving<00:10:46.755> those<00:10:46.996> goals.

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And<00:10:47.864> so<00:10:48.426> I<00:10:48.442> started<00:10:48.844> to<00:10:49.069> do<00:10:49.149> a<00:10:49.246> deep<00:10:49.487> dive<00:10:50.515> into<00:10:51.334> goal<00:10:51.559> achievement<00:10:52.041> research<00:10:52.684> and<00:10:53.326> you<00:10:53.358> know,<00:10:53.503> what<00:10:53.647> the<00:10:53.824> experts<00:10:54.209> had<00:10:54.369> found.

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And<00:10:55.091> out<00:10:55.204> of<00:10:55.332> that,<00:10:55.509> I<00:10:55.653> wrote<00:10:55.830> my<00:10:55.990> book,<00:10:56.696> Your<00:10:56.792> Best<00:10:57.113> Year<00:10:57.274> Ever,<00:10:57.514> which<00:10:57.739> is<00:10:57.835> still<00:10:58.237> to<00:10:58.317> this<00:10:58.558> day<00:10:58.718> my<00:10:58.878> best-selling<00:11:00.082> book.

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And<00:11:00.419> it<00:11:00.467> was<00:11:00.804> the<00:11:00.884> basic<00:11:01.205> premise<00:11:01.687> behind<00:11:02.072> it<00:11:02.232> was,<00:11:02.954> you<00:11:03.035> know,<00:11:03.115> if<00:11:03.275> you<00:11:03.356> could<00:11:03.516> make<00:11:03.853> this<00:11:04.094> next<00:11:04.399> year<00:11:05.442> your<00:11:05.698> best<00:11:06.084> year<00:11:06.725> ever,<00:11:07.062> what<00:11:08.105> would<00:11:08.362> it<00:11:08.491> take?

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What<00:11:08.908> would<00:11:09.068> it<00:11:09.229> look<00:11:09.534> like?

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And<00:11:10.657> to<00:11:10.817> think<00:11:11.058> through<00:11:11.219> all<00:11:11.379> the<00:11:11.475> different<00:11:11.796> domains<00:11:12.213> of<00:11:12.342> life,<00:11:12.599> not<00:11:12.759> just<00:11:12.984> your<00:11:13.080> work<00:11:13.401> life,<00:11:14.123> but<00:11:14.444> your<00:11:14.588> spiritual<00:11:15.278> life,<00:11:15.551> your<00:11:15.648> family<00:11:16.209> life,<00:11:16.546> your<00:11:16.675> friendships,<00:11:17.814> your<00:11:17.974> community<00:11:18.600> involvement,<00:11:19.322> what<00:11:19.435> would<00:11:19.579> it<00:11:19.723> look<00:11:19.964> like<00:11:20.622> to<00:11:20.750> have<00:11:20.846> your<00:11:21.183> best<00:11:21.423> year<00:11:21.744> ever<00:11:21.904> at<00:11:22.000> each<00:11:22.209> of<00:11:22.241> those<00:11:22.529> major<00:11:23.491> domains<00:11:23.892> in<00:11:23.924> life.

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So<00:11:24.245> that<00:11:24.870> became<00:11:25.191> that<00:11:25.351> book.

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And<00:11:25.655> then<00:11:25.752> I<00:11:25.768> started<00:11:26.072> researching<00:11:26.553> productivity<00:11:27.499> because<00:11:27.739> I<00:11:27.820> thought,<00:11:28.156> you<00:11:28.236> know,<00:11:28.381> once<00:11:28.541> you've<00:11:28.637> got<00:11:28.861> goals,<00:11:29.823> then<00:11:29.919> you've<00:11:30.000> gotta<00:11:30.240> be<00:11:30.400> able<00:11:30.705> to,<00:11:31.426> you<00:11:31.458> know,<00:11:31.843> work<00:11:32.324> productively<00:11:33.382> toward<00:11:33.623> the<00:11:33.751> achievement<00:11:34.135> of<00:11:34.168> that<00:11:34.328> goal.

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You<00:11:34.568> gotta<00:11:34.745> be<00:11:34.873> able<00:11:34.969> to<00:11:35.129> execute.

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And<00:11:36.155> so<00:11:36.316> out<00:11:36.412> of<00:11:36.444> that<00:11:36.636> came<00:11:36.813> my<00:11:36.973> book,<00:11:37.598> Free<00:11:37.694> to<00:11:37.774> Focus.

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And<00:11:38.977> I<00:11:39.121> had<00:11:39.217> a<00:11:39.233> lot<00:11:39.522> of,<00:11:40.083> you<00:11:40.115> know,<00:11:40.259> productivity<00:11:40.820> hacks<00:11:41.317> and<00:11:42.022> goal<00:11:42.407> and<00:11:42.824> productivity<00:11:43.305> frameworks<00:11:43.866> and<00:11:43.962> so<00:11:44.251> forth.

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And<00:11:45.229> out<00:11:45.325> of<00:11:45.549> those<00:11:45.870> two<00:11:46.110> books,<00:11:46.912> came<00:11:47.137> the<00:11:47.297> Full<00:11:47.458> Focus<00:11:47.795> Planner,<00:11:48.100> which<00:11:48.261> you<00:11:48.357> were<00:11:48.662> pulling<00:11:49.160> up<00:11:49.256> a<00:11:49.385> moment<00:11:49.625> ago.

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So<00:11:50.541> it<00:11:50.605> kind<00:11:50.765> of<00:11:50.910> all<00:11:51.071> worked<00:11:51.311> together,<00:11:51.729> but<00:11:51.873> that's<00:11:52.355> kind<00:11:52.532> of<00:11:52.596> how<00:11:52.692> I<00:11:52.837> monetized<00:11:53.559> it<00:11:54.202> and<00:11:54.298> how<00:11:54.619> I<00:11:54.683> tried<00:11:54.924> to<00:11:55.020> help<00:11:55.261> the<00:11:55.342> people<00:11:56.144> that<00:11:56.225> were<00:11:56.401> my<00:11:56.626> target<00:11:57.333> audience<00:11:57.911> overcome<00:11:58.296> the<00:11:58.376> challenges<00:11:58.938> they<00:11:59.035> were<00:11:59.195> facing,<00:11:59.998> which<00:12:00.223> were—<00:12:00.624> had<00:12:00.737> to<00:12:00.785> do<00:12:00.865> with<00:12:00.977> goal<00:12:01.186> achievement<00:12:01.668> and<00:12:02.069> productivity,<00:12:02.567> and<00:12:02.647> help<00:12:02.808> them<00:12:02.969> get<00:12:03.129> the<00:12:03.209> dreams<00:12:03.547> that<00:12:03.675> they<00:12:03.836> wanted.

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When<00:12:05.040> you're<00:12:05.136> talking<00:12:05.281> about<00:12:05.393> like<00:12:05.602> goal<00:12:05.778> achievement<00:12:06.405> and<00:12:06.501> productivity,<00:12:07.850> it<00:12:08.347> seems<00:12:08.572> to<00:12:08.669> me<00:12:08.749> like<00:12:09.150> if<00:12:09.231> you<00:12:09.311> pull<00:12:09.487> it<00:12:09.552> up<00:12:09.696> just<00:12:09.873> a<00:12:09.953> little<00:12:10.178> bit,<00:12:10.290> you're<00:12:10.371> talking<00:12:10.579> about<00:12:10.756> kind<00:12:10.900> of<00:12:10.997> self-leadership.

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What<00:12:12.846> have<00:12:13.072> you<00:12:13.830> thought<00:12:14.217> about?

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What<00:12:14.959> have<00:12:15.088> you<00:12:15.346> learned<00:12:16.540> as<00:12:16.652> it<00:12:16.717> pertains<00:12:17.120> to<00:12:17.282> leadership,<00:12:17.846> both<00:12:18.072> leading<00:12:18.395> others<00:12:18.653> and<00:12:18.814> leading<00:12:19.120> yourself?

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Well,<00:12:21.827> you<00:12:23.106> hit<00:12:23.607> something<00:12:23.915> that's<00:12:24.319> near<00:12:24.433> and<00:12:24.659> dear<00:12:24.756> to<00:12:24.837> my<00:12:25.048> heart,<00:12:25.549> and<00:12:25.614> that's<00:12:25.873> self-leadership.

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And<00:12:27.167> I<00:12:27.184> don't<00:12:27.410> think—<00:12:27.637> if<00:12:27.718> you<00:12:28.138> can't<00:12:28.446> lead<00:12:28.624> yourself,<00:12:29.028> you<00:12:29.174> can't<00:12:29.352> lead<00:12:29.514> anybody<00:12:29.902> else.

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And<00:12:30.969> as<00:12:31.001> it<00:12:31.050> turns<00:12:31.374> out,<00:12:31.779> the<00:12:31.860> most<00:12:32.038> difficult<00:12:32.427> person<00:12:32.751> to<00:12:32.848> lead<00:12:33.642> is<00:12:33.739> yourself.

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Exactly.

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And<00:12:35.213> so<00:12:35.764> if<00:12:36.072> you<00:12:36.169> can<00:12:36.331> really<00:12:36.574> focus<00:12:36.963> on<00:12:37.692> honing<00:12:37.951> that<00:12:38.129> self-leadership,<00:12:39.702> then<00:12:39.847> it<00:12:39.943> kind<00:12:40.183> of<00:12:40.263> gives<00:12:40.568> you<00:12:41.289> the<00:12:41.450> cachet,<00:12:42.011> the<00:12:42.107> credibility<00:12:42.732> for<00:12:43.309> leading<00:12:43.614> other<00:12:43.854> people.

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And<00:12:44.976> this<00:12:45.088> is<00:12:45.233> why<00:12:45.297> I<00:12:45.409> think<00:12:45.778> leaders<00:12:46.098> have<00:12:46.275> got<00:12:46.595> to<00:12:46.740> have,<00:12:47.381> you<00:12:47.461> know,<00:12:47.573> integrity<00:12:48.182> and<00:12:48.230> they've<00:12:48.375> got<00:12:48.551> to<00:12:48.663> have<00:12:49.401> rock-solid<00:12:50.266> values<00:12:50.763> because<00:12:51.324> like<00:12:51.565> it<00:12:51.645> or<00:12:51.741> not,<00:12:52.446> you're<00:12:52.542> gonna<00:12:52.927> replicate<00:12:53.552> yourself<00:12:54.049> in<00:12:54.113> the<00:12:54.210> lives<00:12:54.530> of<00:12:54.610> the<00:12:54.691> people<00:12:54.963> that<00:12:55.091> you're<00:12:55.171> trying<00:12:55.492> to<00:12:55.636> lead,<00:12:56.374> which<00:12:56.614> means<00:12:56.999> that<00:12:57.576> the<00:12:57.656> good<00:12:57.881> traits<00:12:58.201> that<00:12:58.297> you<00:12:58.442> have<00:12:59.195> are<00:12:59.259> gonna<00:12:59.403> be<00:12:59.500> passed<00:12:59.836> on<00:12:59.900> to<00:12:59.980> the<00:13:00.061> people<00:13:00.365> you're<00:13:00.461> leading,<00:13:01.343> but<00:13:01.487> the<00:13:01.583> bad<00:13:01.888> traits<00:13:02.225> will<00:13:02.385> too.

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And<00:13:03.539> so<00:13:03.683> it's<00:13:03.844> important<00:13:04.373> that<00:13:04.469> as<00:13:04.693> leaders,<00:13:05.174> we<00:13:05.254> spend<00:13:05.511> as<00:13:05.671> much<00:13:05.896> time<00:13:06.136> working<00:13:06.393> on<00:13:06.537> ourselves<00:13:07.819> as<00:13:07.996> we<00:13:08.380> try<00:13:08.637> to<00:13:08.781> develop<00:13:09.134> other<00:13:09.342> people.

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So<00:13:09.807> it<00:13:09.839> begins<00:13:10.240> with<00:13:10.400> self-leadership,<00:13:11.041> but<00:13:11.170> I<00:13:11.186> would<00:13:12.003> go<00:13:12.484> a<00:13:12.500> step<00:13:12.805> further,<00:13:13.030> Clint,<00:13:13.350> just<00:13:13.479> say<00:13:13.703> that<00:13:13.928> self-leadership<00:13:14.665> I<00:13:14.794> think<00:13:14.970> begins<00:13:15.291> with<00:13:15.451> self-awareness.

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Just<00:13:17.135> being<00:13:17.375> aware<00:13:18.562> of<00:13:19.075> sort<00:13:19.236> of<00:13:19.300> the<00:13:19.524> ripples<00:13:19.877> that<00:13:20.086> we<00:13:20.246> create<00:13:20.502> in<00:13:20.567> the<00:13:20.647> world,<00:13:21.064> the<00:13:21.160> effect<00:13:21.449> that<00:13:21.545> we<00:13:21.705> have<00:13:22.010> on<00:13:22.122> other<00:13:22.347> people.

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And<00:13:23.453> if<00:13:23.629> we<00:13:23.790> could<00:13:24.095> learn<00:13:24.592> to<00:13:24.688> be<00:13:24.832> aware<00:13:25.073> of<00:13:25.313> that<00:13:26.035> and<00:13:26.115> to<00:13:26.211> self-regulate,<00:13:28.120> you<00:13:28.200> know,<00:13:28.344> we<00:13:28.424> can<00:13:28.537> have<00:13:28.825> all<00:13:29.002> kinds<00:13:29.402> of<00:13:29.547> impact<00:13:30.445> in<00:13:30.509> the<00:13:30.605> world.

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But<00:13:31.247> it<00:13:31.279> starts<00:13:31.551> with<00:13:31.631> that<00:13:31.728> self-leadership.

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You<00:13:33.251> said<00:13:33.428> something<00:13:33.716> really<00:13:33.957> interesting<00:13:34.293> there<00:13:34.454> that<00:13:34.598> I<00:13:34.678> wonder<00:13:34.839> if<00:13:34.935> we<00:13:35.015> could<00:13:35.175> double-click<00:13:35.657> on<00:13:35.801> real<00:13:35.961> quick,<00:13:36.202> and<00:13:36.282> that<00:13:36.394> is<00:13:36.522> that<00:13:36.683> you<00:13:36.923> replicate<00:13:38.178> yourself<00:13:38.923> in<00:13:39.069> the<00:13:39.166> people<00:13:39.571> you<00:13:39.814> lead.

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Tell<00:13:40.866> us<00:13:41.012> more<00:13:41.255> about<00:13:41.514> that.

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That's,<00:13:41.919> that's<00:13:42.146> really<00:13:42.470> a<00:13:42.486> fascinating<00:13:43.053> way<00:13:43.215> to<00:13:43.361> look<00:13:43.474> at<00:13:43.620> that,<00:13:43.685> and<00:13:43.863> I<00:13:44.009> think<00:13:44.122> it's<00:13:44.333> accurate.

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Well,<00:13:46.614> I<00:13:46.630> think<00:13:46.792> I<00:13:46.873> learned<00:13:47.051> this<00:13:47.519> from<00:13:47.665> my<00:13:47.762> own<00:13:47.908> father.

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And<00:13:48.651> so<00:13:50.106> my<00:13:50.252> dad<00:13:50.494> was<00:13:50.608> in<00:13:50.672> the<00:13:50.753> Korean<00:13:51.157> War.

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He<00:13:52.208> was<00:13:52.758> injured,<00:13:53.017> almost<00:13:53.405> killed,<00:13:53.728> was<00:13:53.841> in<00:13:53.971> a<00:13:54.051> coma<00:13:54.310> for<00:13:54.730> 6<00:13:55.021> months,<00:13:55.296> and<00:13:55.410> had<00:13:55.588> a—<00:13:56.073> some<00:13:56.235> shrapnel<00:13:56.640> to<00:13:56.802> the<00:13:56.899> head<00:13:57.142> which<00:13:57.870> created<00:13:58.113> some<00:13:58.275> neurological<00:13:58.923> damage<00:13:59.635> which<00:13:59.813> gave<00:14:00.072> him<00:14:00.218> a<00:14:00.380> lifelong<00:14:01.254> limp.

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He's<00:14:01.659> 90<00:14:01.837> years<00:14:02.064> old<00:14:02.193> now<00:14:03.197> and<00:14:03.634> still<00:14:04.210> limps<00:14:04.466> terribly.

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In<00:14:04.851> fact,<00:14:04.963> he's<00:14:05.107> confined<00:14:05.380> to<00:14:05.444> a<00:14:05.588> wheelchair<00:14:05.941> now.

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But<00:14:06.389> when<00:14:06.470> I<00:14:06.630> was<00:14:06.726> growing<00:14:06.967> up<00:14:07.127> as<00:14:07.271> a<00:14:07.351> little<00:14:07.528> boy,<00:14:08.569> he<00:14:08.650> would<00:14:08.810> just,<00:14:09.355> he<00:14:09.451> limped,<00:14:10.156> you<00:14:10.188> know,<00:14:10.477> he<00:14:10.573> just<00:14:10.958> was<00:14:11.118> not<00:14:11.278> able<00:14:11.439> to<00:14:11.615> walk<00:14:12.160> without<00:14:12.561> limping.

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Well,<00:14:13.987> at<00:14:14.019> about<00:14:14.260> 4<00:14:14.420> or<00:14:14.580> 5<00:14:14.805> years<00:14:15.045> of<00:14:15.205> age,<00:14:16.183> I<00:14:16.327> was<00:14:16.504> limping.

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And,<00:14:18.171> and<00:14:18.331> finally<00:14:18.588> my<00:14:18.684> mom<00:14:19.068> kind<00:14:19.229> of<00:14:19.293> recognized<00:14:19.710> what<00:14:19.790> was<00:14:19.934> going<00:14:20.110> on<00:14:20.351> and<00:14:20.415> she<00:14:20.527> said,<00:14:21.296> hey<00:14:21.617> Michael,<00:14:22.595> you<00:14:22.691> don't<00:14:22.899> need<00:14:23.076> to<00:14:23.236> limp.

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You<00:14:24.502> know,<00:14:24.663> your<00:14:24.823> dad<00:14:25.143> limps<00:14:25.480> because<00:14:25.785> he<00:14:25.865> was<00:14:26.041> hurt<00:14:26.442> in<00:14:26.522> the<00:14:26.666> war.

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Well,<00:14:27.564> I<00:14:27.628> had<00:14:27.884> unconsciously<00:14:29.407> picked<00:14:29.648> that<00:14:29.872> up,<00:14:30.112> that<00:14:30.289> behavior<00:14:30.850> up<00:14:30.994> from<00:14:31.074> my<00:14:31.315> dad.

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You<00:14:31.972> know,<00:14:32.117> I<00:14:32.133> just<00:14:32.373> didn't<00:14:32.726> make<00:14:32.871> a<00:14:32.935> conscious<00:14:33.272> decision,<00:14:33.770> I'll<00:14:34.010> limp.

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But<00:14:34.941> no,<00:14:35.342> I<00:14:35.503> did<00:14:35.680> it<00:14:35.888> because<00:14:37.188> there<00:14:37.349> I<00:14:37.509> was<00:14:37.975> observing<00:14:38.296> my<00:14:38.456> dad,<00:14:38.729> somebody<00:14:39.018> I<00:14:39.034> admired,<00:14:39.596> somebody<00:14:39.820> I<00:14:39.901> respected,<00:14:40.559> somebody<00:14:40.864> I<00:14:40.944> wanted<00:14:41.201> to<00:14:41.762> one<00:14:41.923> day<00:14:42.164> be<00:14:42.388> like,<00:14:43.046> and<00:14:43.127> I<00:14:43.271> replicated<00:14:43.785> his<00:14:43.945> behavior.

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Well,<00:14:44.731> that<00:14:44.876> happens<00:14:45.213> in<00:14:45.277> organizations<00:14:46.481> all<00:14:46.641> over<00:14:46.738> the<00:14:46.818> world.

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You<00:14:47.765> walk<00:14:47.957> into<00:14:48.262> a,<00:14:48.744> to<00:14:48.904> a<00:14:48.985> company<00:14:49.370> and<00:14:49.450> you<00:14:49.546> find<00:14:49.948> that,<00:14:50.413> that<00:14:50.574> the<00:14:50.670> people<00:14:51.055> use<00:14:51.713> the<00:14:51.793> same<00:14:52.098> kind<00:14:52.259> of<00:14:52.355> language,<00:14:52.820> the<00:14:52.981> same<00:14:53.238> kind<00:14:53.398> of<00:14:53.478> phrases,<00:14:54.185> the<00:14:54.217> same<00:14:54.522> kind<00:14:54.698> of<00:14:55.308> intonation<00:14:56.432> that<00:14:56.592> the<00:14:56.688> leader<00:14:57.074> uses.

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And<00:14:58.053> the<00:14:58.277> values<00:14:58.855> get<00:14:59.080> replicated<00:15:00.042> downstream<00:15:00.620> because<00:15:00.941> values<00:15:01.423> are<00:15:01.567> more<00:15:02.145> caught<00:15:03.011> than<00:15:03.188> taught.

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So<00:15:04.151> that's<00:15:04.375> why<00:15:04.456> it's<00:15:04.664> so<00:15:04.953> critically<00:15:05.274> important<00:15:05.836> for<00:15:06.317> leadership,<00:15:07.103> for<00:15:07.200> people<00:15:07.537> that<00:15:07.649> are<00:15:07.986> in<00:15:08.082> positions<00:15:08.580> of<00:15:08.708> leadership,<00:15:09.302> for<00:15:09.687> executive<00:15:10.329> teams<00:15:11.212> to<00:15:11.436> be<00:15:11.613> committed<00:15:12.159> to<00:15:12.335> living<00:15:12.656> the<00:15:12.816> values<00:15:13.282> they<00:15:13.394> espouse.

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So<00:15:14.742> just<00:15:15.047> coming<00:15:15.240> up<00:15:15.368> with<00:15:15.464> a<00:15:15.480> set<00:15:15.689> of<00:15:15.769> values<00:15:16.203> and<00:15:16.331> hanging<00:15:16.572> them<00:15:16.668> on<00:15:16.748> the<00:15:16.893> lobby<00:15:17.230> wall,<00:15:18.096> you<00:15:18.192> know,<00:15:18.289> it's<00:15:18.417> not<00:15:18.578> enough.

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Those<00:15:19.781> have<00:15:20.022> got<00:15:20.182> to<00:15:20.215> become<00:15:20.519> incarnate<00:15:21.627> in<00:15:21.707> your<00:15:21.867> own<00:15:22.044> life<00:15:22.622> if<00:15:22.766> you're<00:15:22.846> going<00:15:22.959> to<00:15:23.007> have<00:15:23.183> a,<00:15:23.552> have<00:15:23.793> the<00:15:23.889> effect<00:15:24.836> of,<00:15:25.398> you<00:15:25.431> know,<00:15:25.575> replicating<00:15:26.073> those<00:15:26.282> values<00:15:26.619> through<00:15:26.779> the<00:15:26.924> organization.

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It's<00:15:28.048> the<00:15:28.144> most<00:15:28.305> powerful<00:15:28.867> way<00:15:29.573> to<00:15:29.669> make<00:15:29.830> sure<00:15:30.071> that<00:15:30.215> the<00:15:30.312> values<00:15:30.713> get<00:15:30.874> passed<00:15:31.259> on<00:15:31.693> is<00:15:31.837> just<00:15:32.479> live<00:15:32.704> them.

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There's<00:15:33.041> the<00:15:33.186> challenge<00:15:33.924> and<00:15:33.989> there's<00:15:34.149> the<00:15:34.246> promise.

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What<00:15:35.755> advice<00:15:36.092> would<00:15:36.188> you<00:15:36.269> have<00:15:36.413> for<00:15:36.638> leaders<00:15:37.216> starting<00:15:37.682> companies<00:15:38.404> or<00:15:38.886> maybe<00:15:39.207> feels<00:15:39.448> like,<00:15:39.625> hey,<00:15:40.010> I,<00:15:40.443> our<00:15:40.588> values<00:15:41.005> are<00:15:41.134> outta<00:15:41.310> whack,<00:15:41.728> or<00:15:41.792> maybe<00:15:42.097> they<00:15:42.194> don't,<00:15:42.354> haven't<00:15:42.675> fully<00:15:42.916> defined<00:15:43.398> their<00:15:43.542> values<00:15:44.104> yet.

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How<00:15:44.923> would<00:15:45.084> you<00:15:45.244> tell<00:15:45.485> them<00:15:45.726> like,<00:15:45.951> this<00:15:46.127> is<00:15:46.208> how<00:15:46.368> you<00:15:46.465> define<00:15:46.914> that,<00:15:47.075> this<00:15:47.235> is<00:15:47.316> how<00:15:47.476> you<00:15:47.573> go<00:15:47.813> through<00:15:47.974> that<00:15:48.135> process?

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Well,<00:15:51.103> I<00:15:51.248> think<00:15:51.424> you've<00:15:51.584> gotta<00:15:51.809> get<00:15:51.905> together<00:15:52.770> and<00:15:52.867> spend<00:15:53.203> some<00:15:53.364> time<00:15:53.732> thinking<00:15:53.989> about<00:15:54.229> this.

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In<00:15:54.550> fact,<00:15:55.255> it's<00:15:55.415> not<00:15:55.656> just<00:15:56.393> your<00:15:56.553> values,<00:15:57.195> but<00:15:57.339> it's<00:15:57.499> what<00:15:57.996> I<00:15:58.076> would<00:15:58.236> call<00:15:58.461> your<00:15:58.637> core<00:15:59.038> ideology.

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You<00:16:00.240> need<00:16:00.384> to<00:16:00.465> have<00:16:00.577> a<00:16:00.657> mission.

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You<00:16:02.164> need<00:16:02.308> to<00:16:02.404> have<00:16:02.869> a<00:16:03.109> clear<00:16:03.526> vision.

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I<00:16:04.087> call<00:16:04.312> it<00:16:04.392> a<00:16:04.472> vision<00:16:04.745> script.

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I<00:16:05.209> wrote<00:16:05.370> an<00:16:05.450> entire<00:16:05.770> book<00:16:05.947> about<00:16:06.251> that<00:16:06.876> called<00:16:07.053> The<00:16:07.117> Vision-Driven<00:16:07.678> Leader.

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And<00:16:08.544> then<00:16:08.592> you<00:16:08.768> need<00:16:08.880> to<00:16:08.960> have<00:16:09.073> your<00:16:09.217> core<00:16:09.457> values.

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And<00:16:10.643> those<00:16:10.884> become<00:16:11.285> the<00:16:11.381> philosophical<00:16:12.246> bedrock<00:16:13.449> for<00:16:13.625> the<00:16:13.769> growth<00:16:14.106> of<00:16:14.186> your<00:16:14.346> organization.

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It,<00:16:15.452> it<00:16:15.709> drives<00:16:16.350> everything.

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Related<00:16:17.794> to<00:16:17.858> your<00:16:17.955> company.

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It's<00:16:18.453> not<00:16:18.597> the<00:16:18.678> products,<00:16:19.160> it's<00:16:19.240> not<00:16:19.465> the<00:16:19.497> services.

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All<00:16:20.220> that's<00:16:20.461> important,<00:16:21.474> but<00:16:21.522> that's<00:16:21.667> gotta<00:16:21.956> rest<00:16:22.358> on<00:16:22.454> a<00:16:22.599> foundation<00:16:23.900> that's<00:16:24.447> rock<00:16:24.704> solid.

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And<00:16:25.507> that's<00:16:25.828> that,<00:16:26.552> you<00:16:26.632> know,<00:16:26.793> core<00:16:27.114> idea,<00:16:27.580> core<00:16:27.821> ideology.

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We<00:16:28.946> encourage<00:16:29.460> our<00:16:29.669> clients<00:16:30.167> to<00:16:30.328> begin<00:16:30.713> that,<00:16:31.854> in<00:16:31.935> the<00:16:32.015> strategic<00:16:32.497> planning<00:16:32.818> process<00:16:33.622> that<00:16:33.766> is<00:16:33.879> a<00:16:34.088> part<00:16:34.506> of<00:16:34.586> their<00:16:34.747> routine<00:16:35.711> strategic<00:16:36.273> planning<00:16:36.996> that<00:16:37.141> they,<00:16:37.639> if<00:16:37.784> they<00:16:37.880> don't<00:16:38.041> have<00:16:38.185> one<00:16:38.346> already,<00:16:38.667> they<00:16:38.764> create<00:16:39.069> a<00:16:39.085> mission<00:16:39.407> statement,<00:16:39.792> they<00:16:39.953> create<00:16:40.612> a<00:16:40.772> vision<00:16:41.110> script,<00:16:41.560> they<00:16:41.656> create<00:16:42.042> core<00:16:42.219> values.

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If<00:16:43.198> they've<00:16:43.359> already<00:16:43.584> got<00:16:43.824> those<00:16:44.065> things,<00:16:44.563> they<00:16:44.643> need<00:16:44.788> to<00:16:44.948> revisit<00:16:45.654> those<00:16:45.847> at<00:16:45.975> least<00:16:46.232> once<00:16:46.473> a<00:16:46.778> year,<00:16:47.516> tweak<00:16:47.821> them,<00:16:48.640> make<00:16:48.865> them<00:16:48.945> more<00:16:49.202> relevant<00:16:49.587> if<00:16:49.684> necessary,<00:16:50.887> but<00:16:50.968> kind<00:16:51.208> of<00:16:51.289> keep<00:16:51.530> it<00:16:51.835> updated<00:16:52.252> because<00:16:52.573> all<00:16:52.733> 3<00:16:52.974> of<00:16:53.038> those<00:16:53.279> things<00:16:54.098> are<00:16:54.178> really<00:16:54.804> living<00:16:55.061> documents<00:16:56.265> that<00:16:56.409> need<00:16:56.586> to<00:16:56.730> reflect<00:16:57.373> how<00:16:57.549> you<00:16:57.710> perceive<00:16:58.127> reality<00:16:58.737> at<00:16:58.833> any<00:16:58.994> given<00:16:59.235> time.

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But<00:17:00.101> I<00:17:00.182> think<00:17:00.583> in<00:17:00.663> terms<00:17:00.920> of<00:17:00.952> those<00:17:01.145> values,<00:17:01.482> I<00:17:01.562> think<00:17:01.723> getting<00:17:01.931> in<00:17:02.044> a<00:17:02.124> room<00:17:02.927> and<00:17:02.991> just<00:17:03.312> asking<00:17:03.649> one<00:17:03.793> another,<00:17:04.034> executive<00:17:04.516> team,<00:17:04.692> and<00:17:04.773> say,<00:17:05.431> okay,<00:17:05.960> what<00:17:06.121> are<00:17:06.153> the<00:17:06.378> things<00:17:06.619> that<00:17:06.763> we<00:17:06.940> really<00:17:07.245> value?

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What<00:17:08.304> are<00:17:08.336> the<00:17:08.529> things<00:17:08.882> that<00:17:09.091> we<00:17:09.251> wanna<00:17:09.412> be<00:17:09.508> able<00:17:09.620> to<00:17:09.749> pass<00:17:10.214> on<00:17:10.859> and<00:17:10.956> make<00:17:11.266> those<00:17:11.672> the,<00:17:11.998> the<00:17:12.405> attributes<00:17:12.974> of<00:17:13.007> our<00:17:13.316> organization<00:17:14.520> so<00:17:14.715> that<00:17:15.171> even<00:17:15.268> our<00:17:15.431> customers,<00:17:16.424> so<00:17:16.652> that<00:17:16.879> vendors,<00:17:17.599> so<00:17:17.631> anybody<00:17:17.937> you<00:17:18.034> relate<00:17:18.421> to<00:17:19.067> can<00:17:19.228> see<00:17:19.421> those<00:17:19.728> values<00:17:20.535> alive<00:17:21.244> and<00:17:21.422> lived<00:17:21.809> out<00:17:22.148> inside<00:17:22.567> of<00:17:22.632> our<00:17:22.858> organization.

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Who<00:17:24.632> are<00:17:24.729> some<00:17:24.971> leaders<00:17:25.294> that<00:17:25.455> you<00:17:25.616> admire,<00:17:26.745> either<00:17:26.971> ones<00:17:27.213> that<00:17:27.310> we<00:17:27.392> would<00:17:27.543> know<00:17:27.829> or<00:17:27.980> ones<00:17:28.232> we<00:17:28.383> wouldn't<00:17:28.652> know?

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Well,<00:17:31.057> I<00:17:31.122> think<00:17:31.695> somebody<00:17:31.940> that's<00:17:32.186> influenced<00:17:32.595> me<00:17:33.004> more<00:17:33.184> than<00:17:33.348> probably<00:17:33.740> anybody<00:17:34.084> is<00:17:34.411> Dr.<00:17:34.722> Stephen<00:17:34.984> Covey.

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And<00:17:38.087> John<00:17:38.328> Maxwell<00:17:39.355> is<00:17:39.531> another<00:17:39.836> one,<00:17:40.237> bestselling<00:17:40.718> author.

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I<00:17:41.457> had<00:17:41.537> the<00:17:41.681> privilege<00:17:42.018> of<00:17:42.082> being<00:17:42.323> his<00:17:42.580> publisher<00:17:43.045> for—<00:17:43.238> let<00:17:43.863> me<00:17:43.944> just<00:17:44.104> think<00:17:44.329> here<00:17:44.489> for<00:17:44.569> a<00:17:44.601> second—<00:17:45.548> about<00:17:45.853> 15<00:17:46.174> years.

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Talked<00:17:47.794> to<00:17:47.891> him<00:17:48.019> a<00:17:48.099> couple<00:17:48.292> weeks<00:17:48.581> ago.

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Still<00:17:49.158> a<00:17:49.399> great<00:17:49.704> friend<00:17:49.896> of<00:17:49.945> mine,<00:17:50.843> but<00:17:50.987> he's<00:17:51.148> one<00:17:51.244> of<00:17:51.276> my<00:17:51.405> go-to<00:17:51.806> guys<00:17:52.191> if<00:17:52.287> I've<00:17:52.367> got<00:17:52.544> a<00:17:52.608> question<00:17:53.105> or<00:17:53.250> I've<00:17:53.394> got<00:17:53.555> a<00:17:53.571> concern<00:17:54.678> or<00:17:54.774> I<00:17:54.854> just<00:17:55.095> want<00:17:55.223> to<00:17:55.256> say,<00:17:55.496> okay,<00:17:55.721> what<00:17:55.801> does<00:17:55.962> leadership<00:17:56.539> look<00:17:56.764> like?

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But<00:17:58.208> those<00:17:58.304> would<00:17:58.384> be<00:17:58.529> two<00:17:58.802> of<00:17:59.283> the<00:17:59.347> main<00:17:59.572> ones<00:17:59.748> for<00:17:59.877> me.

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I<00:18:00.631> was<00:18:01.112> going<00:18:01.192> to<00:18:01.353> ask<00:18:01.529> you<00:18:01.609> about<00:18:01.898> Dr.

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Covey.

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I'm<00:18:03.679> in<00:18:03.760> Utah.

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Which<00:18:05.363> is,<00:18:05.747> uh,<00:18:05.907> where<00:18:06.468> Franklin<00:18:06.869> Covey<00:18:07.301> is<00:18:07.750> headquartered<00:18:08.423> and,<00:18:09.048> you<00:18:09.144> know,<00:18:09.432> where,<00:18:09.769> where's,<00:18:10.169> where's,<00:18:10.570> uh,<00:18:10.810> Dr.

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Covey<00:18:11.275> comes<00:18:11.531> from<00:18:11.755> and<00:18:11.835> all<00:18:12.012> that.

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And,<00:18:12.893> and<00:18:13.037> they're<00:18:13.213> still<00:18:13.453> doing—<00:18:13.998> they've<00:18:14.351> kind<00:18:14.511> of<00:18:14.559> become<00:18:14.815> like<00:18:14.992> a<00:18:15.056> training<00:18:15.777> platform<00:18:16.498> and<00:18:16.578> things<00:18:16.818> like<00:18:17.042> that.

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But<00:18:17.731> I<00:18:17.747> was<00:18:17.875> going<00:18:17.971> to<00:18:18.164> ask<00:18:18.420> you<00:18:18.564> about<00:18:18.885> him,<00:18:19.077> even<00:18:19.301> outside<00:18:19.606> of<00:18:19.702> now<00:18:19.862> knowing<00:18:20.246> like<00:18:20.423> he's,<00:18:21.048> um,<00:18:21.208> someone<00:18:21.464> you<00:18:21.608> look<00:18:21.785> up<00:18:21.945> to.

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But<00:18:22.682> that<00:18:22.906> was<00:18:23.371> like,<00:18:23.611> he<00:18:23.707> started<00:18:24.011> doing<00:18:24.268> planners.

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Like,<00:18:25.469> that<00:18:25.614> was<00:18:25.790> a<00:18:25.934> big—<00:18:26.174> like<00:18:26.415> Franklin<00:18:26.751> Covey,<00:18:27.312> those<00:18:27.857> Franklin<00:18:28.193> Covey<00:18:28.497> planners<00:18:28.834> back<00:18:29.090> in<00:18:29.154> the<00:18:29.234> day,<00:18:29.875> was<00:18:30.035> that<00:18:30.196> in<00:18:30.340> any<00:18:30.500> way,<00:18:30.837> uh,<00:18:31.622> uh,<00:18:32.118> inspiration<00:18:32.823> for<00:18:33.160> the<00:18:33.336> Full<00:18:33.640> Focus<00:18:34.105> Planner?

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Well,<00:18:35.966> it<00:18:36.031> sort<00:18:36.288> of<00:18:36.432> was,<00:18:37.074> but<00:18:37.267> I've<00:18:37.492> been<00:18:37.636> a<00:18:37.733> planner<00:18:38.118> user<00:18:38.792> since<00:18:39.081> I<00:18:39.162> was<00:18:39.338> in<00:18:39.418> college.

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And<00:18:40.799> so<00:18:40.960> that<00:18:41.088> was<00:18:41.249> probably—<00:18:43.256> I,<00:18:43.497> I<00:18:43.657> did<00:18:43.898> use<00:18:44.139> his<00:18:44.878> later<00:18:45.263> on.

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Oh,<00:18:46.066> but<00:18:46.162> initially<00:18:47.045> I<00:18:47.190> used<00:18:47.366> one<00:18:47.527> called<00:18:47.784> the<00:18:47.912> Seven<00:18:48.233> Star<00:18:48.972> Diary.

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And<00:18:50.722> so<00:18:50.818> then<00:18:50.979> I<00:18:51.059> graduated<00:18:51.701> from<00:18:51.862> that<00:18:52.199> to—<00:18:52.424> what<00:18:52.568> was<00:18:52.729> the<00:18:52.825> other<00:18:53.066> one<00:18:53.227> that—<00:18:53.532> there<00:18:53.612> was<00:18:53.773> a<00:18:54.013> one<00:18:54.110> that<00:18:54.254> had<00:18:54.431> time<00:18:55.860> in<00:18:55.940> the<00:18:55.972> name.

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And<00:18:57.530> then<00:18:57.626> I<00:18:57.658> eventually<00:18:58.124> got<00:18:58.365> to<00:18:58.461> the<00:18:58.525> Franklin<00:18:59.087> Planner<00:18:59.713> and<00:18:59.810> then<00:19:00.340> when<00:19:00.516> Franklin<00:19:01.655> and<00:19:01.735> Covey<00:19:02.072> merged,<00:19:02.617> then<00:19:02.762> I<00:19:02.842> used<00:19:03.018> the<00:19:03.163> Franklin,<00:19:04.125> uh,<00:19:05.505> Covey<00:19:05.746> Planner.

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But,<00:19:07.173> but<00:19:07.285> the<00:19:07.430> thing<00:19:07.654> about<00:19:07.927> it<00:19:08.072> was,<00:19:08.553> is<00:19:08.858> that<00:19:09.098> like<00:19:09.275> those<00:19:09.451> stores,<00:19:10.382> this<00:19:10.478> was<00:19:10.558> back<00:19:10.863> before<00:19:11.184> Apple<00:19:11.440> stores<00:19:12.002> or<00:19:12.082> before<00:19:12.403> computers,<00:19:13.510> those<00:19:13.750> retail<00:19:14.183> stores<00:19:14.633> that<00:19:14.729> Franklin<00:19:15.130> Covey<00:19:15.435> had<00:19:15.675> were<00:19:15.771> amazing.

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I<00:19:16.574> used<00:19:16.734> to<00:19:16.814> go<00:19:16.975> in,<00:19:17.456> go<00:19:17.616> in<00:19:17.680> there<00:19:17.857> and<00:19:17.937> just<00:19:18.322> like<00:19:18.579> geek<00:19:18.884> out<00:19:19.124> on<00:19:19.220> all<00:19:19.301> the<00:19:19.381> productivity<00:19:19.958> stuff.

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And<00:19:21.129> then<00:19:21.290> they<00:19:21.370> shut<00:19:21.611> those<00:19:21.787> down.

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I<00:19:22.300> don't<00:19:22.509> know<00:19:22.573> if<00:19:22.653> you<00:19:22.685> remember<00:19:22.990> that,<00:19:23.295> but<00:19:23.407> I<00:19:23.503> don't<00:19:23.632> even<00:19:23.776> remember<00:19:24.001> what<00:19:24.097> year<00:19:24.273> it<00:19:24.434> was.

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But<00:19:25.621> honestly,<00:19:26.102> I<00:19:26.198> think<00:19:26.583> they<00:19:26.824> did<00:19:27.001> it<00:19:27.626> probably<00:19:28.284> too<00:19:28.461> early.

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They<00:19:28.926> just<00:19:29.167> hung<00:19:29.391> in<00:19:29.568> there.

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Then<00:19:30.530> what<00:19:30.675> they<00:19:30.755> didn't<00:19:30.931> realize<00:19:31.413> that<00:19:31.557> there<00:19:31.637> was<00:19:31.814> going<00:19:31.894> to<00:19:31.958> be<00:19:32.055> this<00:19:32.295> entire,<00:19:33.418> you<00:19:33.499> know,<00:19:33.659> revolution<00:19:34.317> of<00:19:34.445> going<00:19:34.862> back<00:19:35.745> to<00:19:35.986> physical<00:19:36.387> planners.

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And<00:19:36.868> there's<00:19:37.109> a<00:19:37.189> lot<00:19:37.365> of<00:19:37.494> planners<00:19:37.831> that<00:19:37.927> are<00:19:38.136> out<00:19:38.248> there<00:19:39.435> in<00:19:39.516> the<00:19:39.580> market<00:19:39.901> today.

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Ours<00:19:40.334> is<00:19:40.478> probably<00:19:40.960> the<00:19:41.120> best-selling.

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I<00:19:41.682> don't<00:19:41.810> know<00:19:41.906> how<00:19:41.938> it<00:19:42.019> stacks<00:19:42.339> up<00:19:42.484> against<00:19:43.206> Franklin<00:19:43.607> Covey<00:19:43.928> to<00:19:44.008> this<00:19:44.249> day.

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I<00:19:44.875> looked<00:19:45.051> at<00:19:45.131> their<00:19:45.292> page<00:19:45.597> the<00:19:45.757> other<00:19:45.917> day,<00:19:46.656> you<00:19:46.736> know,<00:19:46.880> look<00:19:47.057> at<00:19:47.121> their<00:19:47.281> planners<00:19:47.923> and<00:19:48.084> they<00:19:48.244> look<00:19:48.645> pretty<00:19:48.757> much<00:19:48.982> like<00:19:49.207> what<00:19:49.287> I<00:19:49.367> was<00:19:49.479> using<00:19:50.426> back<00:19:50.731> in<00:19:50.811> the<00:19:50.843> '90s.

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But,<00:19:51.790> but<00:19:51.886> they<00:19:52.111> definitely<00:19:52.512> were<00:19:52.817> an<00:19:53.057> influence<00:19:53.555> and<00:19:53.635> all<00:19:53.731> those<00:19:54.036> planners<00:19:54.421> were—<00:19:54.518> Day<00:19:54.742> Runner<00:19:54.999> was<00:19:55.143> another<00:19:55.384> company.

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That<00:19:56.349> was<00:19:56.510> a<00:19:56.542> big<00:19:56.703> influence<00:19:57.155> on<00:19:57.203> me<00:19:57.332> as<00:19:57.493> well.

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Oh,<00:19:58.509> yeah.

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Interesting.

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Tell<00:20:00.653> me<00:20:00.782> about<00:20:01.024> Nashville.

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Why<00:20:02.249> Nashville?

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How<00:20:02.894> did<00:20:03.055> you—<00:20:03.200> how<00:20:03.297> did<00:20:03.458> you<00:20:03.539> get<00:20:03.700> there?

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Well,<00:20:06.244> I<00:20:06.324> came<00:20:06.549> here<00:20:06.646> for<00:20:06.742> a<00:20:06.807> job,<00:20:07.851> so<00:20:08.815> I<00:20:08.896> came<00:20:09.137> here<00:20:09.281> in<00:20:09.378> 1984<00:20:10.567> to<00:20:10.663> take<00:20:11.210> a<00:20:11.387> position<00:20:11.885> in<00:20:12.013> marketing<00:20:13.058> at<00:20:13.235> Thomas<00:20:13.540> Nelson<00:20:13.877> Publishers.

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Thomas<00:20:14.585> Nelson<00:20:14.826> Publishers<00:20:15.791> had<00:20:15.887> been<00:20:16.048> in<00:20:16.128> business<00:20:16.450> since<00:20:16.579> 1798.

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It<00:20:17.882> was<00:20:17.978> started<00:20:19.024> in<00:20:19.265> Edinburgh,<00:20:19.619> Scotland.

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At<00:20:20.857> one<00:20:21.098> time,<00:20:21.420> it<00:20:21.517> was<00:20:21.822> the<00:20:21.983> largest<00:20:23.374> English<00:20:24.177> language<00:20:24.740> publisher<00:20:25.382> in<00:20:25.527> the<00:20:25.703> world.

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But<00:20:27.310> by<00:20:27.471> the<00:20:27.551> time<00:20:28.354> my<00:20:28.515> predecessor<00:20:29.881> bought<00:20:30.186> the<00:20:30.282> American<00:20:30.764> operation,<00:20:31.985> it<00:20:32.114> had<00:20:32.210> really<00:20:32.933> fallen<00:20:33.174> on<00:20:33.319> hard<00:20:33.560> times.

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It<00:20:33.865> was<00:20:33.977> a<00:20:34.042> very<00:20:34.234> small<00:20:34.620> company.

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It<00:20:34.989> was<00:20:35.102> doing<00:20:35.279> about<00:20:35.504> $5<00:20:35.825> million<00:20:36.773> a,<00:20:37.817> a<00:20:37.897> year<00:20:38.042> or<00:20:38.154> so,<00:20:38.476> very<00:20:38.717> small.

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But<00:20:40.307> he<00:20:40.484> was<00:20:40.709> able<00:20:40.837> to<00:20:40.950> build<00:20:41.207> it<00:20:41.351> up<00:20:41.512> and<00:20:41.560> then<00:20:41.689> I<00:20:41.769> succeeded<00:20:42.315> him<00:20:42.653> and<00:20:42.878> we<00:20:42.958> were<00:20:43.054> able<00:20:43.215> to<00:20:43.360> build<00:20:43.536> it<00:20:43.681> up<00:20:43.777> to<00:20:43.842> about<00:20:44.018> $250<00:20:44.581> million<00:20:44.886> a<00:20:45.288> year.

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And<00:20:46.348> when<00:20:46.492> I<00:20:46.749> left<00:20:46.990> the<00:20:47.135> company,<00:20:47.456> when<00:20:47.537> we<00:20:47.569> sold<00:20:47.794> it<00:20:47.938> to<00:20:48.019> HarperCollins,<00:20:48.677> it<00:20:48.758> was<00:20:48.983> the<00:20:49.079> 7th<00:20:49.917> largest<00:20:50.404> publisher<00:20:50.826> in<00:20:50.923> America.

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And,<00:20:52.692> you<00:20:52.757> know,<00:20:52.854> it's<00:20:52.968> still,<00:20:53.422> you<00:20:53.504> know,<00:20:53.585> it's<00:20:53.747> gone<00:20:53.974> on<00:20:54.153> to<00:20:54.299> do<00:20:54.786> really<00:20:54.964> well.

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But,<00:20:55.857> but<00:20:56.003> Nashville<00:20:56.490> was<00:20:56.668> kind<00:20:56.879> of<00:20:56.928> a<00:20:56.993> surprise.

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I<00:20:59.002> didn't,<00:20:59.405> you<00:20:59.501> know,<00:20:59.582> I<00:20:59.646> lived<00:20:59.823> in<00:20:59.952> Texas.

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I<00:21:00.451> grew<00:21:00.596> up<00:21:00.692> in<00:21:00.757> Nebraska,<00:21:01.884> moved<00:21:01.996> to<00:21:02.125> Texas<00:21:02.463> when<00:21:02.608> I<00:21:02.689> was<00:21:02.785> in<00:21:03.171> high<00:21:03.284> school,<00:21:03.670> went<00:21:03.815> to<00:21:03.912> college<00:21:04.314> there.

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And<00:21:05.345> then<00:21:05.506> we<00:21:05.667> came<00:21:05.989> to<00:21:06.101> Nashville<00:21:06.970> when<00:21:07.115> I<00:21:07.131> took<00:21:07.292> that<00:21:07.453> job<00:21:07.775> at<00:21:07.856> Thomas<00:21:08.242> Nelson.

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And<00:21:08.645> we've<00:21:08.790> been<00:21:08.870> in<00:21:08.934> Nashville<00:21:09.949> ever<00:21:10.110> since.

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In<00:21:10.497> fact,<00:21:10.674> I<00:21:10.770> consider<00:21:11.157> myself<00:21:11.495> a<00:21:11.624> Tennessean<00:21:13.717> at<00:21:13.798> this<00:21:13.959> point.

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You<00:21:14.297> know,<00:21:14.361> I've<00:21:14.426> been<00:21:14.522> here<00:21:14.603> long<00:21:14.764> enough.

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Yeah,<00:21:16.279> I<00:21:16.311> mean,<00:21:16.600> for<00:21:16.697> sure.

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Yeah,<00:21:17.821> what<00:21:17.981> is<00:21:18.142> it<00:21:18.222> about<00:21:18.463> that<00:21:18.543> city?

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I<00:21:18.880> mean,<00:21:19.426> isn't<00:21:19.651> it<00:21:19.731> the<00:21:19.828> fastest<00:21:20.470> growing<00:21:21.192> metropolitan<00:21:22.702> area<00:21:23.119> in<00:21:23.264> the<00:21:23.344> whole<00:21:23.521> country?

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Well,<00:21:25.287> I<00:21:25.367> don't<00:21:25.528> know,<00:21:25.592> it<00:21:25.672> feels<00:21:25.881> like<00:21:26.025> it<00:21:26.090> sometimes.

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Yeah,<00:21:27.679> we're<00:21:28.032> certainly<00:21:28.418> facing<00:21:28.739> the<00:21:28.819> challenges<00:21:29.381> with<00:21:29.542> infrastructure<00:21:30.168> and<00:21:30.264> all<00:21:30.425> the<00:21:30.505> rest,<00:21:31.629> but<00:21:31.693> I<00:21:31.774> think<00:21:31.870> it's<00:21:31.966> an<00:21:32.047> amazing,<00:21:32.753> amazing<00:21:33.235> place.

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You<00:21:33.893> know,<00:21:34.021> first<00:21:34.198> of<00:21:34.262> all,<00:21:34.439> we<00:21:34.519> have<00:21:34.664> no<00:21:34.760> state<00:21:35.081> income<00:21:35.306> tax,<00:21:35.804> so<00:21:35.900> that,<00:21:36.671> like<00:21:36.831> Florida<00:21:37.072> and<00:21:37.169> Texas,<00:21:38.036> it<00:21:38.116> attracts<00:21:38.517> a<00:21:38.533> lot<00:21:38.710> of<00:21:38.774> people.

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Uh,<00:21:40.605> but<00:21:40.685> it's<00:21:41.006> just<00:21:41.247> a<00:21:41.407> great<00:21:41.825> cultural<00:21:42.226> center<00:21:42.547> too.

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We<00:21:42.949> have<00:21:43.109> a<00:21:43.190> very<00:21:43.993> vibrant<00:21:44.394> music<00:21:44.715> scene,<00:21:44.940> and<00:21:44.988> not<00:21:45.117> just<00:21:45.342> country<00:21:45.647> music<00:21:46.000> as<00:21:46.081> you<00:21:46.161> might<00:21:46.787> think,<00:21:47.125> but<00:21:47.430> healthcare<00:21:48.329> is<00:21:48.410> centered<00:21:48.731> here.

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It's<00:21:49.389> a<00:21:49.438> lot<00:21:49.598> of<00:21:49.775> banking<00:21:50.241> that's<00:21:50.417> centered<00:21:50.819> here.

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So,<00:21:51.927> and<00:21:52.008> a<00:21:52.024> lot<00:21:52.120> of<00:21:52.184> corporations<00:21:53.003> are<00:21:53.373> moving<00:21:53.614> here,<00:21:54.031> including<00:21:54.497> financial,<00:21:55.622> uh,<00:21:55.718> companies<00:21:56.184> out<00:21:56.264> of<00:21:56.360> New<00:21:56.505> York<00:21:56.858> are<00:21:56.923> moving<00:21:57.244> here<00:21:57.951> because,<00:21:58.770> again,<00:21:58.995> I<00:21:59.011> think<00:21:59.236> people<00:21:59.412> are<00:21:59.557> looking<00:21:59.878> for<00:21:59.974> a<00:22:00.055> place<00:22:00.440> where,<00:22:01.179> you<00:22:01.211> know,<00:22:01.275> there's<00:22:01.902> good<00:22:02.223> wholesome<00:22:03.026> family<00:22:03.347> values,<00:22:03.910> where<00:22:04.536> people<00:22:04.777> aren't<00:22:04.954> crazy,<00:22:06.062> and<00:22:06.303> where<00:22:06.480> the<00:22:06.560> taxation<00:22:07.218> makes<00:22:07.459> it<00:22:07.604> possible<00:22:08.102> to<00:22:08.230> really<00:22:08.552> grow<00:22:08.809> business<00:22:09.290> and<00:22:09.984> grow<00:22:10.209> a<00:22:10.290> family<00:22:10.773> and<00:22:10.853> do<00:22:11.014> all<00:22:11.095> the<00:22:11.175> other<00:22:11.353> things<00:22:11.675> that,<00:22:12.061> that<00:22:12.319> people<00:22:12.480> want<00:22:12.609> to<00:22:12.641> do.

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What<00:22:13.961> do<00:22:14.074> you<00:22:14.171> think,<00:22:14.509> like,<00:22:15.040> as<00:22:15.121> you<00:22:15.217> think<00:22:15.362> about<00:22:16.022> productivity<00:22:16.747> and<00:22:16.892> creativity,<00:22:17.800> I<00:22:17.832> wonder<00:22:18.091> maybe<00:22:18.333> it<00:22:18.382> would<00:22:18.559> be<00:22:18.721> useful<00:22:19.934> for<00:22:20.079> us<00:22:20.176> to<00:22:20.322> hear<00:22:20.500> kind<00:22:20.661> of<00:22:20.710> like<00:22:20.969> what's<00:22:21.082> a<00:22:21.227> typical<00:22:21.696> day<00:22:21.955> in<00:22:22.117> your<00:22:22.359> life?

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Like,<00:22:22.844> how<00:22:23.167> do<00:22:23.248> you<00:22:23.410> get<00:22:23.588> so<00:22:23.750> much<00:22:24.057> done?

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Hmm.

00:22:28.057 --> 00:22:31.628
Well,<00:22:28.788> I<00:22:28.869> guess,<00:22:29.421> um,<00:22:30.232> first<00:22:30.411> of<00:22:30.492> all,<00:22:30.638> I<00:22:30.655> value<00:22:31.141> my<00:22:31.304> time.

00:22:32.599 --> 00:22:37.018
Um,<00:22:33.087> I<00:22:33.493> personally<00:22:33.850> see<00:22:34.062> myself<00:22:34.581> as,<00:22:35.036> as<00:22:35.134> a<00:22:35.199> steward<00:22:36.027> of<00:22:36.125> everything<00:22:36.515> I've<00:22:36.596> been<00:22:36.758> given.

00:22:37.067 --> 00:22:41.667
So<00:22:37.181> whether<00:22:37.408> it's<00:22:38.206> money,<00:22:39.408> time,<00:22:40.706> relationships.

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I<00:22:42.388> feel<00:22:42.548> like<00:22:42.725> I'm<00:22:42.885> a<00:22:42.965> steward<00:22:43.494> with<00:22:43.654> those<00:22:44.215> things,<00:22:44.471> which<00:22:44.775> means<00:22:45.897> that<00:22:46.073> I'm<00:22:46.250> essentially<00:22:47.179> managing<00:22:47.531> them<00:22:47.676> for<00:22:47.772> somebody<00:22:48.156> else.

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In<00:22:48.429> my<00:22:48.557> particular<00:22:48.877> case,<00:22:49.182> I<00:22:49.582> see<00:22:49.663> myself<00:22:50.143> as,<00:22:51.105> you<00:22:51.137> know,<00:22:51.265> managing<00:22:51.906> these<00:22:52.098> things<00:22:52.306> for<00:22:52.402> God.

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These<00:22:52.947> things<00:22:53.140> are<00:22:53.204> on<00:22:53.428> loan<00:22:53.829> from<00:22:54.005> God<00:22:54.325> for<00:22:54.485> me<00:22:54.710> to<00:22:54.806> manage,<00:22:55.207> and<00:22:55.287> I<00:22:55.367> want<00:22:55.447> to<00:22:55.591> leave<00:22:55.831> them<00:22:55.928> in<00:22:56.072> better<00:22:56.264> shape<00:22:57.434> than<00:22:57.530> I<00:22:57.610> found<00:22:57.834> them.

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Another<00:22:58.155> lesson<00:22:58.475> I<00:22:58.571> learned<00:22:58.876> from<00:22:58.972> my<00:22:59.132> dad,<00:22:59.389> I<00:22:59.453> can<00:22:59.517> remember<00:22:59.757> one<00:22:59.933> time<00:23:00.734> borrowing<00:23:01.135> a<00:23:01.151> neighbor's<00:23:02.257> lawnmower<00:23:02.818> when<00:23:02.914> ours<00:23:03.218> was<00:23:03.699> broken,<00:23:04.035> and<00:23:04.083> my<00:23:04.179> dad<00:23:04.436> said<00:23:04.596> to<00:23:04.708> me,<00:23:04.804> he<00:23:04.901> said,<00:23:05.093> son,<00:23:05.994> You<00:23:06.042> need<00:23:06.172> to<00:23:06.269> return<00:23:06.835> that<00:23:07.546> in<00:23:07.643> better<00:23:07.886> shape<00:23:08.128> than<00:23:08.274> you<00:23:08.371> found<00:23:08.629> it<00:23:08.840> because<00:23:09.114> you<00:23:09.195> don't<00:23:09.648> own<00:23:09.745> it.

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It's<00:23:10.473> just<00:23:10.699> being<00:23:10.958> loaned<00:23:11.200> to<00:23:11.443> you.

00:23:11.540 --> 00:23:18.369
And<00:23:12.025> so<00:23:12.154> when<00:23:12.251> I<00:23:12.397> finished,<00:23:12.656> she<00:23:12.753> made<00:23:12.979> sure<00:23:13.205> that<00:23:13.302> I<00:23:13.610> washed<00:23:13.868> the<00:23:13.949> thing,<00:23:14.256> that<00:23:14.353> I<00:23:14.499> filled<00:23:14.693> it<00:23:14.838> back<00:23:15.081> up<00:23:15.130> with<00:23:15.242> gas,<00:23:15.726> and<00:23:15.790> then<00:23:15.887> I<00:23:15.968> gave<00:23:16.145> it<00:23:16.290> back<00:23:17.482> to<00:23:17.579> our<00:23:17.724> next<00:23:17.934> door<00:23:18.046> neighbor.

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So<00:23:18.949> I<00:23:19.046> see<00:23:19.255> myself<00:23:19.593> as<00:23:19.674> a<00:23:19.690> steward<00:23:20.544> of<00:23:21.108> everything<00:23:21.930> that,<00:23:22.333> that<00:23:22.559> I've<00:23:22.720> been<00:23:22.897> given.

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And<00:23:23.364> I<00:23:23.381> think,<00:23:24.386> you<00:23:24.483> know<00:23:24.950> what,<00:23:25.288> time<00:23:25.593> is<00:23:25.642> certainly<00:23:25.996> one<00:23:26.173> of<00:23:26.237> those<00:23:26.415> things.

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And<00:23:26.833> so<00:23:27.606> to<00:23:27.719> me,<00:23:29.779> having<00:23:30.021> a<00:23:30.037> productive<00:23:30.520> day<00:23:31.152> begins<00:23:31.553> the<00:23:31.649> night<00:23:31.874> before.

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And<00:23:32.918> what<00:23:33.062> I<00:23:33.142> mean<00:23:33.383> by<00:23:33.560> that<00:23:34.347> is<00:23:34.443> there<00:23:34.603> is<00:23:34.828> nothing<00:23:35.888> that<00:23:36.048> is<00:23:36.273> more<00:23:37.975> conducive<00:23:38.697> to<00:23:38.842> a<00:23:38.858> productive<00:23:39.340> day<00:23:40.062> than<00:23:40.223> having<00:23:40.528> had<00:23:41.266> a<00:23:41.411> good<00:23:41.587> night's<00:23:42.133> sleep.

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And<00:23:43.755> I<00:23:43.899> think<00:23:44.156> so<00:23:44.397> many<00:23:44.638> people<00:23:45.280> in<00:23:45.376> our<00:23:45.537> society,<00:23:46.725> largely<00:23:47.110> because<00:23:47.383> of<00:23:47.528> devices,<00:23:48.652> largely<00:23:48.989> because<00:23:49.358> of<00:23:49.438> all<00:23:49.535> the<00:23:49.615> distractions,<00:23:51.044> they're<00:23:51.124> not<00:23:51.301> sleeping<00:23:51.766> as<00:23:51.927> well<00:23:52.649> as<00:23:52.730> they<00:23:52.890> used<00:23:53.067> to.

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And<00:23:54.191> so<00:23:54.351> for<00:23:54.528> me,<00:23:54.817> getting<00:23:55.298> at<00:23:55.555> least<00:23:56.021> 7<00:23:56.342> hours<00:23:56.535> sleep<00:23:56.856> a<00:23:56.920> night<00:23:57.370> preferably<00:23:58.028> 8<00:23:58.109> hours<00:23:58.317> sleep<00:23:58.623> a<00:23:58.671> night.

00:23:59.169 --> 00:24:02.960
You<00:23:59.201> know,<00:23:59.313> I'm<00:23:59.490> more<00:23:59.651> focused,<00:24:00.213> more<00:24:00.374> creative,<00:24:00.856> more<00:24:01.016> productive<00:24:02.141> when<00:24:02.318> that<00:24:02.527> happens.

00:24:03.571 --> 00:24:05.242
Then<00:24:03.667> I<00:24:03.748> typically<00:24:04.133> get<00:24:04.294> up<00:24:04.471> at<00:24:04.551> 5<00:24:04.808> in<00:24:04.888> the<00:24:05.017> morning.

00:24:05.659 --> 00:24:07.266
I<00:24:05.756> have<00:24:05.981> a<00:24:06.077> morning<00:24:06.864> ritual.

00:24:07.443 --> 00:24:09.274
By<00:24:07.523> the<00:24:07.603> way,<00:24:07.684> we<00:24:07.764> talk<00:24:07.925> about<00:24:08.150> that<00:24:08.262> in<00:24:08.326> the<00:24:08.407> Full<00:24:08.632> Focus<00:24:08.953> Planner.

00:24:09.676 --> 00:24:18.464
There's<00:24:09.788> a<00:24:09.853> place<00:24:10.142> for<00:24:10.238> you<00:24:10.334> to<00:24:10.431> map<00:24:10.800> out<00:24:10.977> your<00:24:11.138> rituals<00:24:12.102> and<00:24:12.166> we<00:24:12.327> advocate<00:24:12.664> a<00:24:12.728> morning<00:24:13.050> ritual,<00:24:13.773> workday<00:24:14.046> startup<00:24:14.447> ritual,<00:24:15.154> workday<00:24:15.476> shutdown<00:24:16.102> ritual,<00:24:16.937> and<00:24:17.066> then<00:24:17.227> an<00:24:17.468> evening<00:24:18.126> ritual.

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At<00:24:18.608> least<00:24:18.849> those<00:24:19.171> 4.

00:24:20.038 --> 00:24:24.793
But<00:24:20.135> for<00:24:20.295> me,<00:24:20.440> the<00:24:20.536> morning<00:24:20.858> ritual<00:24:21.323> is,<00:24:21.580> okay,<00:24:22.046> how<00:24:22.287> can<00:24:22.400> I<00:24:22.480> set<00:24:22.866> myself<00:24:23.332> up<00:24:23.508> to<00:24:23.749> win<00:24:24.472> today.

00:24:25.516 --> 00:24:27.073
And<00:24:25.596> so<00:24:25.837> what,<00:24:26.158> what<00:24:26.254> does<00:24:26.383> that<00:24:26.624> look<00:24:26.881> like?

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And<00:24:27.202> for<00:24:27.346> me,<00:24:28.326> you<00:24:28.390> know,<00:24:28.566> I<00:24:28.952> pray<00:24:29.514> first<00:24:29.690> thing,<00:24:30.493> I<00:24:30.573> read<00:24:30.734> the<00:24:30.814> Bible<00:24:31.376> first<00:24:31.617> thing,<00:24:32.404> I<00:24:32.966> read<00:24:33.062> something<00:24:33.528> else,<00:24:33.784> you<00:24:33.865> know,<00:24:33.961> some<00:24:34.186> book<00:24:34.411> that<00:24:34.571> I'm<00:24:34.812> reading,<00:24:35.470> I<00:24:35.631> exercise<00:24:36.273> hard,<00:24:37.156> and<00:24:37.236> then<00:24:37.333> I<00:24:37.477> pretty<00:24:37.638> much,<00:24:38.039> you<00:24:38.119> know,<00:24:38.200> get<00:24:38.344> dressed<00:24:38.922> and<00:24:39.002> I'm<00:24:39.163> ready<00:24:39.468> for<00:24:39.629> the<00:24:39.709> day.

00:24:40.753 --> 00:24:47.576
And<00:24:40.833> then<00:24:41.395> I<00:24:41.475> have<00:24:41.892> a—<00:24:42.679> one<00:24:42.776> of<00:24:42.840> my<00:24:43.016> best<00:24:43.321> hacks<00:24:43.980> is<00:24:44.124> I've<00:24:44.301> got<00:24:44.702> a<00:24:45.023> killer,<00:24:46.533> uh,<00:24:46.709> executive<00:24:47.127> assistant.

00:24:47.978 --> 00:25:03.664
My<00:24:48.090> assistant<00:24:48.539> Jim<00:24:49.583> is<00:24:50.322> a<00:24:50.482> great<00:24:50.884> compliment<00:24:51.686> to<00:24:51.783> me<00:24:52.007> because<00:24:53.196> I<00:24:53.356> tend<00:24:53.613> to<00:24:53.774> be<00:24:54.352> somebody<00:24:54.897> that's<00:24:55.941> more<00:24:56.182> visionary,<00:24:57.209> more<00:24:57.466> spontaneous,<00:24:58.735> sometimes<00:24:59.072> impulsive,<00:24:59.891> uh,<00:25:00.180> somebody<00:25:01.143> that's<00:25:01.384> not<00:25:01.946> great<00:25:02.347> on<00:25:02.379> the<00:25:02.524> follow-through<00:25:02.941> side<00:25:03.246> of<00:25:03.326> things.

00:25:04.113 --> 00:25:05.317
Jim<00:25:04.290> is<00:25:04.370> the<00:25:04.450> exact<00:25:04.852> opposite.

00:25:05.655 --> 00:25:08.031
Jim<00:25:05.831> is<00:25:05.976> fantastic<00:25:07.405> on<00:25:07.501> follow-through.

00:25:08.689 --> 00:25:11.451
And<00:25:08.769> so<00:25:09.026> as<00:25:09.187> a<00:25:09.267> team,<00:25:10.230> we<00:25:10.375> make<00:25:10.535> sure<00:25:10.728> that<00:25:10.856> it<00:25:10.889> gets<00:25:11.178> all<00:25:11.274> done.

00:25:11.515 --> 00:25:19.109
So<00:25:11.659> I<00:25:11.740> think<00:25:11.900> this<00:25:12.141> is<00:25:12.301> like<00:25:12.623> one<00:25:12.735> of<00:25:12.799> the,<00:25:13.666> the<00:25:13.987> best-kept<00:25:14.549> secrets<00:25:15.834> out<00:25:15.994> there<00:25:16.171> for<00:25:16.412> leaders<00:25:16.813> that<00:25:16.974> wanna<00:25:17.214> lead<00:25:17.455> more<00:25:17.536> effectively<00:25:18.097> and<00:25:18.242> be<00:25:18.419> more<00:25:18.579> productive.

00:25:19.848 --> 00:25:29.600
You<00:25:19.944> really<00:25:20.185> have<00:25:20.410> got<00:25:20.571> to<00:25:20.651> have<00:25:21.246> a<00:25:21.374> team<00:25:21.567> that<00:25:21.712> you<00:25:21.856> trust,<00:25:22.435> and<00:25:22.515> that<00:25:22.659> starts<00:25:22.997> with<00:25:23.093> an<00:25:23.174> executive<00:25:23.640> assistant<00:25:24.684> that's<00:25:24.925> competent<00:25:25.969> and<00:25:26.049> dependable<00:25:27.238> and<00:25:27.335> is<00:25:27.576> committed<00:25:28.395> to<00:25:28.604> helping<00:25:28.861> you<00:25:28.957> succeed.

00:25:30.066 --> 00:25:32.765
And<00:25:30.130> if<00:25:30.162> you<00:25:30.227> can<00:25:30.452> find<00:25:30.693> that,<00:25:31.416> there's<00:25:31.592> no<00:25:31.769> end<00:25:31.914> to<00:25:31.994> what<00:25:32.139> you<00:25:32.235> can<00:25:32.315> accomplish.

00:25:34.243 --> 00:25:39.063
Finally,<00:25:34.549> Michael,<00:25:34.822> we<00:25:35.031> end<00:25:35.207> every—<00:25:35.448> and<00:25:35.529> by<00:25:35.609> the<00:25:35.705> way,<00:25:35.850> thank<00:25:36.075> you<00:25:36.107> so<00:25:36.268> much<00:25:36.717> for<00:25:37.521> joining<00:25:37.842> the<00:25:37.922> show<00:25:38.179> and<00:25:38.260> talking<00:25:38.645> to<00:25:38.742> us<00:25:38.902> today.

00:25:39.384 --> 00:25:41.136
Seriously,<00:25:39.850> your<00:25:40.027> insights<00:25:40.509> are<00:25:40.589> incredible.

00:25:41.473 --> 00:25:43.128
What<00:25:41.634> you've<00:25:41.859> done<00:25:42.373> is<00:25:42.517> incredible.

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Yeah,<00:25:43.706> you're,<00:25:44.028> you're<00:25:44.269> a<00:25:44.365> legend<00:25:44.927> in<00:25:45.088> the<00:25:45.168> space.

00:25:46.855 --> 00:25:55.686
Michael,<00:25:47.577> we<00:25:47.738> end<00:25:47.963> every<00:25:48.300> interview<00:25:48.782> with<00:25:48.942> the<00:25:49.022> same<00:25:49.263> question<00:25:49.905> because<00:25:50.162> at<00:25:50.243> CEO.com<00:25:51.110> we<00:25:51.270> believe<00:25:51.511> the<00:25:51.656> chances<00:25:52.153> one<00:25:52.475> gives<00:25:53.502> is<00:25:53.599> just<00:25:53.839> as<00:25:53.920> important<00:25:54.337> as<00:25:54.482> the<00:25:54.562> chances<00:25:55.028> one<00:25:55.204> takes.

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And<00:25:56.424> I<00:25:56.569> wonder<00:25:56.890> as<00:25:57.051> you<00:25:57.211> think<00:25:57.516> back<00:25:58.512> to<00:25:58.656> where,<00:25:59.443> and<00:25:59.684> you<00:25:59.716> know,<00:26:00.005> to<00:26:00.166> where<00:26:00.326> you<00:26:00.487> are<00:26:00.583> today,<00:26:01.547> who<00:26:01.707> gave<00:26:02.028> you<00:26:02.189> a<00:26:02.269> chance<00:26:02.687> or<00:26:04.019> who,<00:26:04.421> what<00:26:05.159> people<00:26:05.641> would<00:26:05.721> have<00:26:05.866> given<00:26:06.123> you<00:26:06.283> a<00:26:06.364> chance<00:26:07.311> to<00:26:07.471> have<00:26:08.355> been<00:26:08.451> able<00:26:08.676> to<00:26:09.013> become<00:26:09.398> who<00:26:09.495> you<00:26:09.655> are<00:26:09.816> today?

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Well,<00:26:12.224> this<00:26:12.465> is<00:26:13.171> a<00:26:13.187> little<00:26:13.332> bit<00:26:13.428> of<00:26:13.508> a<00:26:13.573> funny<00:26:13.749> story,<00:26:14.135> but<00:26:14.231> I,<00:26:14.632> I<00:26:14.681> majored<00:26:15.098> in<00:26:15.194> philosophy,<00:26:16.479> which<00:26:16.720> I<00:26:16.752> don't<00:26:17.057> know<00:26:17.121> if<00:26:17.201> you've<00:26:17.281> checked<00:26:17.522> recently,<00:26:18.084> but<00:26:18.261> there's<00:26:18.470> not<00:26:18.646> a<00:26:18.710> lot<00:26:18.823> of<00:26:18.967> jobs<00:26:19.369> open<00:26:19.770> for<00:26:20.011> philosophy<00:26:20.573> majors.

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And<00:26:21.937> so<00:26:22.403> I<00:26:22.483> recognized<00:26:23.045> that<00:26:23.928> right<00:26:24.121> as<00:26:24.265> I<00:26:24.346> finished<00:26:24.570> school.

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And<00:26:25.807> so<00:26:26.112> I<00:26:26.192> thought,<00:26:26.433> well,<00:26:26.577> what<00:26:26.674> am<00:26:26.738> I<00:26:26.770> gonna<00:26:26.931> do?

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So<00:26:27.541> I<00:26:28.183> went<00:26:28.343> out,<00:26:28.745> I<00:26:28.761> applied<00:26:29.082> to<00:26:29.162> this<00:26:29.242> small<00:26:29.499> publishing<00:26:29.965> company<00:26:30.366> for<00:26:30.511> the<00:26:30.607> position<00:26:31.008> of<00:26:31.089> marketing<00:26:31.651> director.

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And<00:26:32.919> so<00:26:33.080> my<00:26:33.256> boss,<00:26:33.963> Robert<00:26:34.220> Walgamuth<00:26:35.086> is<00:26:35.247> his<00:26:35.424> name,<00:26:35.825> and<00:26:35.970> we're<00:26:36.066> still<00:26:36.451> dear<00:26:36.628> friends<00:26:36.885> to<00:26:37.029> this<00:26:37.190> day.

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But<00:26:38.233> he<00:26:38.313> decided<00:26:38.714> to<00:26:38.858> take<00:26:39.034> a<00:26:39.098> chance<00:26:39.435> on<00:26:39.515> me.

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And<00:26:40.205> he<00:26:40.253> said<00:26:40.477> to<00:26:40.573> me,<00:26:41.263> he<00:26:41.295> said,<00:26:41.519> look,<00:26:41.744> you<00:26:41.776> don't<00:26:41.904> have<00:26:41.968> any<00:26:42.145> experience,<00:26:42.642> but<00:26:42.802> I<00:26:42.882> like<00:26:43.187> you<00:26:43.524> and<00:26:43.620> I<00:26:43.764> feel<00:26:43.989> like<00:26:44.245> you're,<00:26:45.111> you're<00:26:45.191> gonna<00:26:45.432> hustle<00:26:45.849> and<00:26:46.009> figure<00:26:46.233> it<00:26:46.314> out.

00:26:46.586 --> 00:26:47.452
So<00:26:46.650> I'm<00:26:46.795> gonna<00:26:46.891> give<00:26:46.971> you<00:26:47.035> a<00:26:47.051> chance.

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And<00:26:48.478> funny<00:26:48.735> twist,<00:26:49.440> uh,<00:26:49.857> to<00:26:50.017> this,<00:26:50.242> Clint,<00:26:50.643> was<00:26:50.899> that<00:26:52.005> he,<00:26:52.246> he<00:26:52.342> was<00:26:52.486> not<00:26:52.663> able<00:26:52.823> to<00:26:52.967> pay<00:26:53.160> me<00:26:53.946> what<00:26:54.571> I<00:26:54.747> really<00:26:54.988> felt<00:26:55.212> like<00:26:55.389> I<00:26:55.533> needed.

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But<00:26:56.479> he<00:26:56.511> said,<00:26:56.751> look,<00:26:57.377> you<00:26:57.457> know,<00:26:57.778> you<00:26:57.810> don't<00:26:58.018> have<00:26:58.098> any<00:26:58.178> experience,<00:26:59.381> you<00:26:59.477> don't<00:26:59.637> have<00:26:59.798> any<00:26:59.894> education<00:27:01.064> related<00:27:01.465> to<00:27:01.626> this.

00:27:02.443 --> 00:27:04.255
So<00:27:03.069> let's<00:27:03.245> do<00:27:03.405> this<00:27:03.566> for<00:27:03.710> 90<00:27:03.967> days.

00:27:04.608 --> 00:27:07.510
And<00:27:04.704> if<00:27:04.832> you<00:27:04.929> could<00:27:05.153> really<00:27:05.394> be<00:27:05.490> successful,<00:27:06.340> then<00:27:06.640> I'll<00:27:06.780> give<00:27:06.900> you<00:27:07.040> the<00:27:07.160> raise.

00:27:07.540 --> 00:27:09.400
And<00:27:07.560> it<00:27:07.580> was<00:27:07.800> about<00:27:08.100> like<00:27:08.640> how<00:27:08.800> he<00:27:08.920> was<00:27:09.060> paying<00:27:09.240> me.

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This<00:27:09.440> is<00:27:09.620> back<00:27:09.780> in<00:27:09.960> the<00:27:10.160> '80s,<00:27:10.880> so<00:27:10.960> he<00:27:11.080> was<00:27:11.140> paying<00:27:11.280> me<00:27:11.460> $27,000<00:27:12.360> a<00:27:12.480> year<00:27:12.820> and<00:27:13.160> I<00:27:13.300> needed<00:27:13.580> $30,000.

00:27:15.200 --> 00:27:18.320
Well,<00:27:15.580> fast<00:27:15.920> forward,<00:27:16.420> 90<00:27:16.520> days<00:27:16.800> were<00:27:16.980> done,<00:27:17.300> called<00:27:17.500> me<00:27:17.640> to<00:27:17.740> his<00:27:17.960> office.

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He<00:27:18.321> said,<00:27:18.540> you've<00:27:18.760> killed<00:27:19.000> it.

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You've<00:27:19.360> done<00:27:19.420> a<00:27:19.560> phenomenal<00:27:19.880> job.

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He<00:27:20.900> said,<00:27:21.080> but<00:27:21.160> here's<00:27:21.340> the<00:27:21.560> thing.

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Our<00:27:22.220> parent<00:27:22.579> company<00:27:22.920> has<00:27:23.120> put<00:27:23.260> a<00:27:23.460> salary<00:27:23.720> freeze<00:27:24.000> on<00:27:24.120> the<00:27:24.260> company.

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And<00:27:25.660> he<00:27:25.820> said,<00:27:26.040> I<00:27:26.140> can't<00:27:26.460> give<00:27:26.600> you<00:27:26.720> that<00:27:26.900> raise.

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He<00:27:27.480> said,<00:27:27.660> my<00:27:27.720> hands<00:27:27.980> are<00:27:28.180> tied.

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Well,<00:27:29.180> I<00:27:29.181> was<00:27:29.420> crestfallen.

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Went<00:27:31.080> back<00:27:31.380> to<00:27:31.520> back<00:27:31.940> home,<00:27:32.220> talked<00:27:32.380> to<00:27:32.540> my<00:27:32.620> wife<00:27:32.800> about<00:27:33.020> it.

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She<00:27:33.260> said,<00:27:33.560> look,<00:27:33.740> just<00:27:33.860> keep<00:27:34.060> working<00:27:34.320> hard.

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We're<00:27:35.106> just<00:27:35.203> going<00:27:35.315> to<00:27:35.428> trust<00:27:35.685> that<00:27:35.829> this<00:27:35.894> is<00:27:36.070> all<00:27:36.103> going<00:27:36.199> to<00:27:36.263> work<00:27:36.488> out.

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I<00:27:36.665> said,<00:27:36.874> okay,<00:27:37.195> that<00:27:37.517> sounds<00:27:37.774> good.

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The<00:27:38.577> next<00:27:38.818> day<00:27:39.686> he<00:27:39.766> calls<00:27:40.023> me<00:27:40.104> to<00:27:40.200> his<00:27:40.409> office<00:27:41.309> and<00:27:41.389> he<00:27:41.469> says,<00:27:41.791> look,<00:27:42.337> here's<00:27:42.530> the<00:27:42.610> bottom<00:27:42.851> line.

00:27:43.301 --> 00:27:44.346
I<00:27:43.317> want<00:27:43.398> to<00:27:43.478> be<00:27:43.623> a<00:27:43.639> man<00:27:43.864> of<00:27:43.896> my<00:27:44.105> word.

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I<00:27:44.748> gave<00:27:44.908> you<00:27:45.005> my<00:27:45.246> word<00:27:45.471> that<00:27:45.567> I<00:27:45.631> would<00:27:45.808> give<00:27:45.953> you<00:27:46.049> a<00:27:46.194> raise<00:27:47.094> if<00:27:47.238> you<00:27:47.270> did<00:27:47.399> a<00:27:47.415> great<00:27:47.640> job.

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You've<00:27:48.122> done<00:27:48.315> a<00:27:48.379> great<00:27:48.540> job.

00:27:48.925 --> 00:27:50.243
You<00:27:49.006> lived<00:27:49.182> up<00:27:49.359> to<00:27:49.407> your<00:27:49.568> part<00:27:49.745> of<00:27:49.809> the<00:27:49.906> bargain.

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He<00:27:50.805> said,<00:27:51.496> he<00:27:51.609> said,<00:27:51.753> you<00:27:51.898> can't<00:27:52.075> say<00:27:52.236> no<00:27:52.380> to<00:27:52.493> this.

00:27:53.184 --> 00:27:57.908
He<00:27:53.216> said,<00:27:53.360> I'm<00:27:53.521> giving<00:27:53.698> you<00:27:53.826> a<00:27:53.907> check<00:27:54.164> from<00:27:54.308> my<00:27:54.469> personal<00:27:54.807> account<00:27:55.530> for<00:27:55.690> $3,000<00:27:57.217> because<00:27:57.474> you've<00:27:57.635> earned<00:27:57.795> it.

00:27:58.342 --> 00:28:05.220
That<00:27:58.647> was<00:27:58.904> the<00:27:59.145> best<00:27:59.772> ever<00:28:00.029> lesson<00:28:00.737> I've<00:28:00.898> learned<00:28:01.157> on<00:28:01.319> personal<00:28:01.708> integrity<00:28:02.177> and<00:28:02.355> what<00:28:02.469> integrity<00:28:03.424> means,<00:28:04.071> which<00:28:04.233> is<00:28:04.395> keeping<00:28:04.735> your<00:28:04.945> word.

00:28:05.673 --> 00:28:13.949
So<00:28:06.256> not<00:28:06.418> only<00:28:06.580> did<00:28:06.742> he<00:28:06.823> give<00:28:06.920> me<00:28:07.049> a<00:28:07.130> chance,<00:28:08.060> but<00:28:08.125> he<00:28:08.173> was<00:28:08.352> a<00:28:08.499> great<00:28:09.003> example<00:28:09.491> of<00:28:09.638> what<00:28:09.784> it<00:28:09.882> means<00:28:10.126> to<00:28:10.289> live<00:28:10.679> and<00:28:10.777> to<00:28:10.939> walk<00:28:11.265> integrity,<00:28:12.143> something<00:28:12.404> I've,<00:28:12.810> I've<00:28:12.957> carried<00:28:13.217> with<00:28:13.380> me<00:28:13.461> to<00:28:13.559> this<00:28:13.705> day.

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That's<00:28:15.416> incredible.

00:28:16.253 --> 00:28:17.171
Michael,<00:28:16.559> thank<00:28:16.720> you<00:28:16.801> so<00:28:16.962> much.

00:28:17.364 --> 00:28:22.194
Really<00:28:17.590> appreciate<00:28:18.073> you<00:28:18.169> joining<00:28:18.556> us,<00:28:18.733> and<00:28:18.894> best<00:28:19.135> of<00:28:19.216> luck<00:28:19.457> on<00:28:19.538> everything<00:28:19.924> moving<00:28:20.182> forward,<00:28:20.520> and<00:28:20.649> congratulations<00:28:21.405> on<00:28:21.534> everything<00:28:21.856> you've<00:28:22.033> built.

00:28:23.466 --> 00:28:23.885
Thanks,<00:28:23.708> Clint.

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Appreciate<00:28:24.368> being<00:28:24.529> on.