The competence trap

Adolfo Gómez Sánchez spent years on the ATP tour before he ever set foot in a boardroom, and he has never really left. He mentored professional tennis players. He now runs GOLD Results, which does something similar for chief executives. On the CEO.com Podcast, he made the case that the two jobs are the same job, and that the executives are losing.

"I always say to CEOs, if your favorite sports team is managed the way you manage your business, you would be aghast."

His test is a single question he puts to CEOs: What is your plan to become a better CEO over the next five years? He says it usually stops the room. "And then I say, well, look at sports. You take Kobe Bryant, Tom Brady, and Michael Jordan. When they became the best in what they did, they doubled down on getting better. So why wouldn't you do that as a CEO?"

The word he keeps circling is competence. He means it as an indictment. "Competent means you get good at or decent at something, and then you stop growing. Whereas athletes never plateau." He uses driving as the example. Once you stop hitting things, you stop improving, and you spend the next 30 years at exactly the skill level you reached in year two. Someone with three decades in a role, he argues, often has one year of experience repeated 30 times.

An athlete inverts this, spending most of training on the things he does badly. Corporations do the opposite by design. They run a 90-minute session on psychological safety and send everyone back to their desks. "I can explain to you how to technically serve like an ATP pro, but if you don't go out on the court, you're never going to consolidate that." Real training requires being visibly bad at something in front of colleagues, at a rate he puts at 15 to 20 percent failure.

The figure echoes a 2019 Nature Communications paper that derived an optimal error rate near 15.87 percent, though its authors were modeling machine-learning classifiers and animal learning, not managers, and said extending the result to broader circumstances was still to be done. Whatever the precise number, his point about corporate tolerance for it is unsparing. "No matter how much they say, yes, yes, failure, it's bullshit. There is no acceptance for that."

He is on firmer ground diagnosing why change stalls. The people most invested in a broken model, he says, are the ones it rewarded, because conceding the model is broken means conceding they may not deserve their seat. That maps closely onto what Harvard's Robert Kegan and Lisa Lahey named competing commitments, the hidden self-protective goals that lead capable people to quietly stall the changes they publicly support.

The argument gets thinner in his reliance on practice volume. He invokes the 10,000-hour rule, which has taken heavy fire since Malcolm Gladwell popularized it. A 2014 meta-analysis in Psychological Science by Brooke Macnamara, David Hambrick, and Frederick Oswald found deliberate practice accounted for 18 percent of performance variance in sports and less than 1 percent in the professions. Anders Ericsson, whose research Gladwell was compressing, argued to the end of his life that the meta-analysis had defined practice far more broadly than he ever had, sweeping in activities like attending lectures that met none of his criteria. The dispute is unsettled. Gómez Sánchez's version is more defensible than the pop rendering, because he cares about the structure and feedback quality of the hours rather than the count. But the number does more work in his telling than the literature supports.

His neurochemistry runs simpler than the science too. Dopamine is achievement, he says, and it fades. Serotonin is becoming, and it lasts. The researchers who did the foundational work here, Kent Berridge and Terry Robinson, put it differently: the field's consensus is that dopamine's chief role in reward is wanting rather than liking, which makes it a motivation signal more than a pleasure one. As a frame for how executives misallocate their attention, though, his version does its job. "Achievement is just data. It just tells you if you're on the right track, but it doesn't define you."

The most persuasive thing he offers is a case, not a theory. He coached Juan Mónaco, an Argentine ranked around 50th in the world with no weapon comparable to the players above him. Instead of building one, they built an identity around what he already had: the willingness to extend a rally past anyone's patience. Mónaco trained around that and nothing else. He won the Hamburg title in 2012 and spent eight weeks that year at a career-high No. 10.

That refusal to chase what you are not is the thread back to his own title. He does not call himself a CEO. At GOLD Results, he is Chief Passion Officer, which he insists is the accurate job description, not a joke. "Find a really compelling mission, align people behind it, create the conditions so they can bring their brilliance, and then get out of the way."

We end every episode of the CEO.com Podcast with the same question, because we believe the chances one gives are just as important as the chances one takes. Gómez Sánchez named the coaches on tour who handed him decades of pattern recognition for nothing. Experts, he said, stop seeing pieces and start seeing whole positions, the way chess masters see plays instead of pawns. "There were a lot of generous people on the tour who shared that with me. That ended up being embryonic for me to later build on."

His book, The Optimal Performance Formula, was published in 2024. The following March, his firm announced that it had reached No. 1 in Amazon's Sports Psychology category in the Kindle store.

00:00:00 Introduction and Guest Background
00:01:31 Simplifying the Science of Performance
00:02:36 Writing The Optimal Performance Formula
00:04:01 Mastery and Long-Term Success
00:07:43 Neuroscience of Dopamine vs Serotonin
00:10:24 Rafa Nadal's Lesson on Hard Work
00:12:15 Common CEO Performance Issues
00:14:07 Training and Practice in Business
00:16:14 Culture and Innovation in Companies
00:19:43 The Real Role of a CEO
00:23:03 Questioning Industry Assumptions
00:26:03 Building Cognitive Diversity in Teams
00:30:47 Discipline and Tennis Greats
00:32:03 Djokovic's Transformation Through Discipline
00:38:03 Final Question: Who Gave You a Chance

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So,<00:03:03.999> a<00:03:04.015> lot<00:03:04.143> of<00:03:04.255> times,<00:03:05.185> if<00:03:05.265> you<00:03:05.441> can't<00:03:05.762> imagine<00:03:06.243> something,<00:03:06.788> you<00:03:06.884> think<00:03:07.060> it's<00:03:07.189> impossible.

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And<00:03:08.808> by<00:03:09.112> illustrating<00:03:09.673> examples<00:03:10.154> in<00:03:10.234> the<00:03:10.331> book,<00:03:10.908> people<00:03:11.148> have<00:03:11.292> reached<00:03:11.533> out<00:03:11.677> to<00:03:11.758> us<00:03:11.854> and<00:03:11.934> said,<00:03:12.479> hey,<00:03:13.201> I<00:03:13.233> never<00:03:13.457> thought<00:03:13.762> of<00:03:13.794> that.

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We'd<00:03:14.500> really<00:03:14.740> like<00:03:14.901> to<00:03:14.997> do<00:03:15.141> that.

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Can<00:03:16.039> you<00:03:16.183> help<00:03:16.408> us?

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And<00:03:17.386> that's<00:03:17.947> to<00:03:18.028> me<00:03:18.188> what<00:03:18.332> really<00:03:18.509> sort<00:03:18.685> of<00:03:18.749> brightens<00:03:19.070> my<00:03:19.230> day,<00:03:19.471> right?

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Is<00:03:19.872> when,<00:03:20.369> for<00:03:20.754> example,<00:03:21.315> when<00:03:21.459> I<00:03:21.475> sit<00:03:21.636> with<00:03:21.732> CEOs,<00:03:22.518> they'll<00:03:23.159> talk<00:03:23.336> to<00:03:23.464> me<00:03:23.496> about<00:03:23.720> their<00:03:23.801> performance<00:03:24.346> issues.

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After<00:03:25.629> a<00:03:25.645> little<00:03:25.821> while,<00:03:26.046> one<00:03:26.190> of<00:03:26.222> my<00:03:26.366> main<00:03:26.591> questions<00:03:27.008> is<00:03:27.072> usually,<00:03:27.810> what's<00:03:28.130> your<00:03:28.451> plan<00:03:29.012> as<00:03:29.109> a<00:03:29.173> CEO<00:03:29.878> to<00:03:29.958> be<00:03:30.055> a<00:03:30.215> better<00:03:30.472> CEO<00:03:30.856> in<00:03:30.921> the<00:03:30.953> next<00:03:31.241> 5<00:03:31.482> years?

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And<00:03:31.899> they<00:03:31.979> go,<00:03:32.123> what?

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Right?

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And<00:03:33.342> then<00:03:33.502> I<00:03:33.518> say,<00:03:33.743> well,<00:03:33.903> look<00:03:34.000> at<00:03:34.080> sports,<00:03:34.465> right?

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I<00:03:34.641> mean,<00:03:34.769> you<00:03:34.865> take<00:03:35.026> Kobe<00:03:35.347> Bryant,<00:03:35.747> you<00:03:35.796> take<00:03:35.908> Tom<00:03:36.148> Brady,<00:03:36.549> you<00:03:36.645> take<00:03:36.950> Michael<00:03:37.191> Jordan.

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When<00:03:38.314> they<00:03:38.475> became<00:03:38.941> the<00:03:39.101> best<00:03:39.519> in<00:03:39.583> what<00:03:39.744> they<00:03:39.840> did,<00:03:40.145> they<00:03:40.402> doubled<00:03:40.724> down<00:03:40.965> on<00:03:41.045> getting<00:03:41.286> better.

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Right?

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So,<00:03:42.490> why<00:03:42.812> wouldn't<00:03:43.037> you<00:03:43.133> do<00:03:43.294> that<00:03:43.470> as<00:03:43.551> a<00:03:43.615> CEO?

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That's<00:03:44.579> an<00:03:44.659> elite<00:03:44.900> performer.

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All<00:03:45.719> elite<00:03:45.944> performers<00:03:46.265> do<00:03:46.329> that.

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And<00:03:46.988> they<00:03:47.132> kind<00:03:47.309> of<00:03:47.341> go,<00:03:47.807> "Oh<00:03:47.935> yeah,<00:03:48.016> you're<00:03:48.273> right.

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Never<00:03:48.979> thought<00:03:49.156> of<00:03:49.220> that."<00:03:49.397> Right?

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And<00:03:49.959> that<00:03:50.120> just<00:03:50.345> opened<00:03:50.521> up<00:03:50.666> a<00:03:50.682> whole<00:03:50.987> world<00:03:51.244> of<00:03:51.324> possibilities<00:03:52.128> that<00:03:52.770> until<00:03:53.156> then,<00:03:53.316> you<00:03:53.348> didn't<00:03:53.509> even<00:03:53.653> look<00:03:53.878> at.

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So,<00:03:55.420> I<00:03:55.501> think<00:03:55.966> a<00:03:56.047> lot<00:03:56.223> of<00:03:56.288> times,<00:03:56.464> it's<00:03:56.561> about<00:03:57.107> breaking<00:03:57.428> paradigms.

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Right?

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We<00:03:58.777> kind<00:03:58.938> of<00:03:59.098> limit<00:03:59.339> ourselves.

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And<00:04:01.267> there's<00:04:01.700> a<00:04:01.765> great<00:04:02.969> quote<00:04:03.210> by<00:04:03.274> a<00:04:03.290> psychologist,<00:04:04.078> Harvard<00:04:04.286> psychologist<00:04:04.816> in<00:04:05.138> 1904.

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And<00:04:06.246> he<00:04:06.278> says,<00:04:07.063> 1904,<00:04:07.705> so<00:04:07.785> it's<00:04:07.929> like<00:04:08.105> more<00:04:08.153> than<00:04:08.250> 100<00:04:08.522> years<00:04:08.730> old.

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And<00:04:08.907> he<00:04:08.987> said,<00:04:09.628> very<00:04:09.869> few<00:04:10.189> men<00:04:10.574> ever<00:04:10.975> reach<00:04:11.632> their<00:04:11.937> full<00:04:12.193> potential<00:04:12.834> of<00:04:12.995> their<00:04:13.636> capabilities.

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I<00:04:14.662> think<00:04:14.758> that's<00:04:15.063> still<00:04:15.239> true.

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And<00:04:16.425> I<00:04:16.586> actually<00:04:16.842> say<00:04:16.986> it's<00:04:17.099> even<00:04:17.323> worse<00:04:17.564> now<00:04:18.109> because<00:04:18.333> I<00:04:18.365> think<00:04:18.525> we<00:04:18.606> live<00:04:18.766> in<00:04:18.846> a<00:04:18.926> hack-driven<00:04:19.551> society.

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I<00:04:20.545> think<00:04:20.946> we<00:04:21.090> live<00:04:21.251> in<00:04:21.315> a<00:04:21.395> world<00:04:21.635> where<00:04:21.812> it's<00:04:21.972> all<00:04:22.132> about<00:04:22.437> speed,<00:04:22.998> but<00:04:23.094> it's<00:04:23.206> not<00:04:23.319> all<00:04:23.431> about<00:04:24.120> mastery.

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And<00:04:25.980> if<00:04:26.124> you<00:04:26.284> look<00:04:26.461> at<00:04:26.541> anybody<00:04:26.926> who<00:04:27.022> does<00:04:27.407> anything<00:04:27.968> fantastic,<00:04:29.186> it<00:04:29.266> takes<00:04:29.587> a<00:04:29.731> long<00:04:29.972> time.

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And<00:04:30.388> the<00:04:30.452> science<00:04:31.206> says<00:04:31.430> that,<00:04:31.655> right?

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There's<00:04:32.200> the<00:04:32.340> famous<00:04:32.560> 10,000-hour<00:04:33.340> rule.

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But<00:04:33.881> the<00:04:34.100> underlying<00:04:34.560> point<00:04:35.360> is,<00:04:35.660> I<00:04:35.720> mean,<00:04:36.220> you<00:04:36.260> don't<00:04:36.380> believe<00:04:36.580> you'd<00:04:36.780> be<00:04:36.860> a<00:04:36.940> ballet<00:04:37.200> dancer<00:04:37.520> in<00:04:37.660> 6<00:04:37.820> months,<00:04:38.140> do<00:04:38.200> you?

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You<00:04:38.481> don't<00:04:38.620> believe<00:04:38.780> you'd<00:04:39.020> be<00:04:39.100> a<00:04:39.340> concert<00:04:39.720> violinist<00:04:40.220> in<00:04:40.540> a<00:04:40.920> year.

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It's<00:04:41.960> absurd,<00:04:42.800> right?

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Yet,<00:04:43.960> especially<00:04:44.160> in<00:04:44.300> business,<00:04:44.680> we<00:04:44.700> think,<00:04:45.080> oh,<00:04:45.300> let's<00:04:45.440> transform<00:04:45.880> this<00:04:46.060> company<00:04:46.300> in<00:04:46.460> 6<00:04:46.620> months.

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It<00:04:47.120> doesn't<00:04:47.240> work.

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It's<00:04:47.920> impossible.

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It's<00:04:48.440> naive.

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And<00:04:50.740> you<00:04:51.100> need<00:04:51.320> to<00:04:51.640> understand,<00:04:52.220> I<00:04:52.221> think,<00:04:52.980> you<00:04:53.000> know,<00:04:53.340> that<00:04:53.360> change<00:04:53.720> is<00:04:53.900> where<00:04:54.020> you<00:04:54.120> want<00:04:54.240> to<00:04:54.400> go.

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And<00:04:54.840> transition<00:04:55.240> is<00:04:55.480> how<00:04:55.580> do<00:04:55.760> you<00:04:55.900> take<00:04:56.040> people<00:04:56.360> along<00:04:56.840> on<00:04:57.280> that<00:04:57.480> journey?

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And<00:04:58.433> that's<00:04:58.674> what<00:04:58.995> really<00:04:59.301> great<00:04:59.558> leaders<00:04:59.879> do.

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They<00:05:00.216> know<00:05:00.425> how<00:05:00.522> to<00:05:00.602> communicate.

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They<00:05:01.180> know<00:05:01.228> how<00:05:01.325> to<00:05:01.389> engage.

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And<00:05:02.289> they<00:05:02.369> know<00:05:02.514> how<00:05:02.546> to<00:05:03.012> motivate<00:05:03.365> people<00:05:03.558> around<00:05:03.976> one<00:05:05.084> vision<00:05:05.647> and<00:05:05.807> then<00:05:06.771> illuminate<00:05:07.671> that<00:05:07.992> way,<00:05:08.233> right?

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Because<00:05:08.571> it's<00:05:08.715> a<00:05:08.876> long—<00:05:09.438> anything<00:05:09.824> that<00:05:09.904> takes<00:05:10.210> that<00:05:10.322> long<00:05:10.820> is<00:05:10.965> difficult.

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And<00:05:11.623> you<00:05:12.250> get<00:05:12.652> disappointed.

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You<00:05:13.359> get<00:05:13.535> lost.

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You<00:05:14.082> get<00:05:14.563> worried<00:05:14.837> if<00:05:14.965> you're<00:05:15.045> going<00:05:15.222> the<00:05:15.303> wrong<00:05:15.865> way.

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And<00:05:16.829> so,<00:05:16.909> in<00:05:16.989> the<00:05:17.070> book,<00:05:17.375> what<00:05:17.471> we<00:05:17.568> try<00:05:17.696> and<00:05:17.793> do<00:05:17.953> is<00:05:17.986> sort<00:05:18.130> of<00:05:18.580> give<00:05:18.757> pieces<00:05:19.223> for<00:05:19.319> that,<00:05:19.560> right?

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One<00:05:19.881> of<00:05:19.962> the<00:05:20.026> things<00:05:20.267> I<00:05:20.283> talk<00:05:20.588> about<00:05:20.781> is<00:05:21.392> what<00:05:21.488> we<00:05:21.568> call<00:05:21.793> mastery<00:05:22.211> map,<00:05:22.516> right?

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If<00:05:22.709> you're<00:05:22.789> going<00:05:22.918> to<00:05:22.966> do<00:05:23.030> something<00:05:23.352> that<00:05:23.496> takes<00:05:23.721> you<00:05:23.818> 10<00:05:24.123> years,<00:05:24.810> because<00:05:25.310> that's<00:05:25.510> what<00:05:25.630> you're<00:05:25.910> looking<00:05:25.911> at,<00:05:26.250> right?

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If<00:05:26.371> you're<00:05:26.750> an<00:05:26.870> athlete,<00:05:27.590> you<00:05:27.610> got<00:05:27.730> to<00:05:27.850> be<00:05:27.910> looking<00:05:28.090> at<00:05:28.250> 10<00:05:28.410> years.

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And<00:05:29.470> if<00:05:29.570> you're<00:05:29.690> a<00:05:29.770> company,<00:05:30.250> you<00:05:30.270> want<00:05:30.290> to<00:05:30.730> look<00:05:31.230> at<00:05:31.430> Amazon.

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Amazon<00:05:32.470> lost<00:05:33.590> money<00:05:33.950> for,<00:05:34.390> what<00:05:34.590> was<00:05:34.710> it,<00:05:34.830> the<00:05:34.850> first<00:05:35.030> 10,<00:05:35.290> 12<00:05:35.570> years,<00:05:35.890> right?

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And<00:05:37.510> now,<00:05:37.890> they're<00:05:38.450> what<00:05:38.710> they<00:05:38.870> are.

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But<00:05:39.690> it<00:05:40.150> takes<00:05:40.510> time.

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So,<00:05:41.350> you<00:05:41.370> need<00:05:41.550> to<00:05:41.710> have<00:05:41.910> a<00:05:42.190> plan<00:05:42.550> because<00:05:42.730> I<00:05:42.910> can't<00:05:43.330> compare<00:05:43.410> myself<00:05:43.710> day<00:05:43.910> one<00:05:44.390> if<00:05:44.590> I<00:05:44.650> want<00:05:44.750> to<00:05:44.850> play<00:05:44.890> basketball<00:05:45.310> to<00:05:45.490> Michael<00:05:45.730> Jordan,<00:05:46.050> right?

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Because<00:05:47.270> Michael<00:05:47.490> Jordan's<00:05:48.070> way<00:05:48.290> down<00:05:48.610> the<00:05:48.810> road.

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And<00:05:49.730> I'll<00:05:49.890> just<00:05:50.030> get<00:05:50.170> disappointed.

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But<00:05:50.890> what<00:05:50.950> I<00:05:51.190> can<00:05:51.630> do<00:05:51.850> is<00:05:51.990> find<00:05:52.330> experts<00:05:52.930> and<00:05:53.090> say,<00:05:53.370> okay,<00:05:53.670> Where<00:05:53.782> should<00:05:54.006> I<00:05:54.167> be<00:05:54.327> in<00:05:54.568> year<00:05:54.889> 1?

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Right?

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Now,<00:05:55.771> I<00:05:55.803> still<00:05:56.092> won't<00:05:56.269> be<00:05:56.734> even<00:05:56.910> anywhere<00:05:57.167> near<00:05:57.408> Michael<00:05:57.713> Jordan,<00:05:58.274> but<00:05:58.419> am<00:05:58.515> I<00:05:58.659> on<00:05:58.820> track<00:05:59.092> or<00:05:59.157> not?

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Right?

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And<00:06:00.504> that's<00:06:00.761> part<00:06:00.938> of<00:06:01.066> what,<00:06:01.643> as<00:06:01.804> a<00:06:01.868> company<00:06:02.365> or<00:06:02.446> as<00:06:02.606> an<00:06:02.702> individual,<00:06:03.152> you<00:06:03.216> need<00:06:03.408> to<00:06:03.489> do.

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You<00:06:03.986> need<00:06:04.146> to<00:06:04.211> know<00:06:04.387> the<00:06:04.515> pieces<00:06:04.933> and<00:06:05.013> you<00:06:05.109> need<00:06:05.253> to<00:06:05.382> know<00:06:05.574> the<00:06:05.655> sequence,<00:06:06.537> right?

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Because<00:06:07.002> a<00:06:07.018> lot<00:06:07.195> of<00:06:07.259> times<00:06:07.484> we<00:06:07.564> throw<00:06:07.820> everything<00:06:08.222> down.

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We<00:06:08.526> do<00:06:08.687> it<00:06:08.767> all<00:06:08.879> at<00:06:09.008> once.

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And<00:06:09.714> that's<00:06:10.163> absurd,<00:06:10.692> right?

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Because<00:06:11.815> the<00:06:11.912> easy<00:06:12.072> example<00:06:12.473> is<00:06:12.554> an<00:06:12.698> athlete,<00:06:13.035> right?

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Let's<00:06:13.837> say<00:06:13.901> a<00:06:13.981> dancer.

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Dancers<00:06:15.377> are<00:06:15.441> incredible<00:06:16.067> athletes.

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And<00:06:17.688> you<00:06:17.912> need<00:06:18.073> to<00:06:18.153> have<00:06:18.329> certain<00:06:18.650> basics<00:06:19.067> in<00:06:19.212> terms<00:06:19.517> of<00:06:19.757> flexibility,<00:06:21.298> hip<00:06:21.474> rotation,<00:06:22.100> etc.

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Strengths,<00:06:24.169> right,<00:06:24.330> before<00:06:24.570> you<00:06:24.667> can<00:06:24.827> even<00:06:25.068> think<00:06:25.469> about<00:06:25.709> doing<00:06:25.886> those<00:06:26.175> moves.

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And<00:06:28.116> so,<00:06:28.758> to<00:06:28.854> start<00:06:29.319> and<00:06:29.463> try<00:06:29.624> and<00:06:29.720> practice<00:06:30.105> something<00:06:30.426> like<00:06:30.603> that<00:06:30.763> without<00:06:31.004> having<00:06:31.228> the<00:06:31.308> basics<00:06:31.725> and<00:06:31.790> the<00:06:31.870> fundamentals<00:06:32.528> is<00:06:32.592> stupid.

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And<00:06:33.955> a<00:06:33.971> lot<00:06:34.132> of<00:06:34.164> times<00:06:34.373> in<00:06:34.453> companies,<00:06:34.998> we<00:06:35.094> skip<00:06:35.479> those<00:06:35.720> fundamentals,<00:06:36.699> right?

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You<00:06:36.875> want<00:06:37.004> to<00:06:37.052> take<00:06:37.180> people<00:06:37.405> through<00:06:37.517> this<00:06:37.806> journey,<00:06:38.143> but<00:06:38.303> you<00:06:38.431> haven't<00:06:38.720> equipped<00:06:39.105> them<00:06:39.250> with<00:06:39.362> a<00:06:39.426> certain,<00:06:39.971> what<00:06:40.068> I<00:06:40.132> call<00:06:40.292> foundational<00:06:41.046> skills<00:06:41.897> that<00:06:42.073> they<00:06:42.169> need<00:06:42.875> to<00:06:43.116> accompany<00:06:43.581> people<00:06:43.982> on<00:06:44.143> that<00:06:44.319> journey.

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So,<00:06:45.827> I<00:06:45.907> think<00:06:46.084> it's<00:06:46.228> important<00:06:47.191> to<00:06:47.351> really<00:06:47.672> understand<00:06:48.089> your<00:06:48.169> craft.

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And<00:06:49.212> The<00:06:49.356> more<00:06:49.677> you<00:06:49.757> get<00:06:49.933> into<00:06:50.254> it,<00:06:50.334> the<00:06:50.494> deeper<00:06:51.280> you<00:06:51.360> get<00:06:51.536> down<00:06:51.761> the<00:06:51.841> rabbit<00:06:52.162> hole<00:06:52.322> you<00:06:52.482> go,<00:06:52.979> the<00:06:53.059> more<00:06:53.220> fascinating<00:06:53.781> it<00:06:53.861> becomes.

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Right.

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And<00:06:54.887> then<00:06:55.640> you<00:06:55.704> start<00:06:56.009> seeing<00:06:56.346> things.

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I<00:06:57.788> always<00:06:58.285> said<00:06:59.215> I<00:06:59.376> will<00:06:59.472> watch<00:06:59.696> a<00:06:59.728> tennis<00:07:00.033> game<00:07:00.514> and<00:07:00.658> I<00:07:00.738> will<00:07:00.898> see<00:07:01.251> it<00:07:01.460> very<00:07:01.636> differently<00:07:02.037> than<00:07:02.261> most<00:07:02.518> people.

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Right.

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I'll<00:07:03.399> be<00:07:03.479> watching<00:07:03.784> with<00:07:03.896> my<00:07:04.041> wife<00:07:04.281> and<00:07:04.762> you<00:07:04.842> just<00:07:05.002> see<00:07:05.323> because<00:07:05.628> you've<00:07:05.804> just<00:07:06.125> been<00:07:06.365> there<00:07:06.589> so<00:07:06.862> many<00:07:07.086> times,<00:07:07.824> it's<00:07:08.032> levels<00:07:08.385> of<00:07:08.513> depth.

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Right.

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Whereas<00:07:09.892> I<00:07:10.116> could<00:07:10.293> probably<00:07:10.517> watch<00:07:10.693> basketball<00:07:11.078> and<00:07:11.238> I<00:07:11.254> just<00:07:11.495> miss<00:07:12.056> a<00:07:12.120> whole<00:07:12.377> bunch<00:07:12.697> where<00:07:12.793> somebody<00:07:13.082> who's<00:07:13.258> really<00:07:13.419> good<00:07:13.563> at<00:07:13.643> basketball<00:07:14.124> can<00:07:14.220> pick<00:07:14.445> up<00:07:14.605> on.

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But<00:07:15.410> I<00:07:15.570> think<00:07:15.730> that's<00:07:16.070> the<00:07:16.210> beauty<00:07:16.750> of<00:07:17.210> it.

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And<00:07:17.630> it's<00:07:17.990> kind<00:07:18.150> of<00:07:18.170> what,<00:07:18.630> you<00:07:18.650> know,<00:07:18.690> I've<00:07:18.810> been<00:07:18.910> doing<00:07:19.070> martial<00:07:19.350> arts<00:07:19.530> since<00:07:19.730> I<00:07:19.810> was<00:07:19.950> a<00:07:20.290> kid.

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And<00:07:21.570> I'm<00:07:21.770> not<00:07:21.910> a<00:07:22.150> kid<00:07:22.230> anymore.

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You<00:07:22.610> might<00:07:22.710> not<00:07:22.930> be<00:07:23.190> able<00:07:23.330> to<00:07:23.410> tell<00:07:23.610> that.

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But<00:07:24.111> so,<00:07:25.230> you<00:07:25.231> know,<00:07:25.410> over<00:07:25.770> 35<00:07:26.170> years.

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And<00:07:27.510> that's<00:07:27.730> what<00:07:27.870> attracted<00:07:28.210> me<00:07:28.470> to<00:07:28.530> it.

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It's<00:07:28.890> something<00:07:29.230> where<00:07:29.530> you<00:07:29.850> never<00:07:30.170> finish<00:07:30.830> chasing<00:07:31.490> it.

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And<00:07:31.810> there's<00:07:31.990> something,<00:07:32.830> especially<00:07:33.190> in<00:07:33.430> our<00:07:33.630> stressed-out<00:07:34.550> world,<00:07:34.770> there's<00:07:34.870> something<00:07:35.090> really<00:07:35.350> beautiful<00:07:35.810> about<00:07:36.070> that.

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And,<00:07:37.670> you<00:07:37.671> know,<00:07:38.000> in<00:07:38.650> the<00:07:38.830> end,<00:07:39.090> it's<00:07:39.170> actually<00:07:39.870> neuroscience,<00:07:41.150> right?

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And<00:07:41.430> biochemicals,<00:07:42.450> right?

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It's<00:07:43.690> dopamine<00:07:43.990> versus<00:07:44.450> serotonin,<00:07:44.890> right?

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So<00:07:44.930> serotonin<00:07:44.950> is<00:07:44.970> the<00:07:44.990> happiness<00:07:45.010> molecule.

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Molecule.

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And<00:07:48.108> dopamine<00:07:48.749> is<00:07:49.086> pleasure.

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Now,<00:07:50.352> although<00:07:51.154> consumer<00:07:52.292> companies<00:07:52.853> want<00:07:53.350> to<00:07:53.414> confuse<00:07:53.879> those<00:07:54.136> two,<00:07:54.296> they're<00:07:54.456> two<00:07:54.601> very<00:07:54.777> different<00:07:55.033> things,<00:07:55.643> right?

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They<00:07:56.123> want<00:07:56.284> to<00:07:56.316> make<00:07:56.524> you<00:07:56.556> think<00:07:57.182> pleasure<00:07:57.887> is<00:07:58.127> happiness,<00:07:58.688> right?

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Because<00:07:59.041> then<00:07:59.185> you<00:07:59.266> can<00:07:59.426> buy<00:07:59.666> it.

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But<00:08:00.468> they're<00:08:00.628> really<00:08:00.869> two<00:08:01.029> different<00:08:01.285> things.

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So<00:08:02.632> dopamine<00:08:03.337> is<00:08:03.818> something<00:08:04.235> that<00:08:04.540> you<00:08:04.620> get<00:08:05.261> a<00:08:05.277> high<00:08:05.582> on,<00:08:05.918> like<00:08:06.079> sugar,<00:08:06.864> and<00:08:06.960> then<00:08:07.441> you<00:08:07.522> drop<00:08:07.826> off,<00:08:08.323> right?

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And<00:08:09.044> the<00:08:09.141> more—<00:08:09.589> and<00:08:09.846> the<00:08:09.926> interesting<00:08:10.327> thing<00:08:10.471> is<00:08:10.567> the<00:08:10.632> more<00:08:10.952> you<00:08:10.984> stimulate<00:08:11.529> dopamine<00:08:11.994> receptors,<00:08:12.732> the<00:08:12.812> more<00:08:13.052> it<00:08:13.196> inhibits<00:08:13.757> serotonin<00:08:15.776> receptors.

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So,<00:08:16.561> it<00:08:16.642> means<00:08:17.122> the<00:08:17.235> more<00:08:17.619> you're<00:08:17.843> chasing<00:08:18.180> pleasure,<00:08:19.206> the<00:08:20.744> harder<00:08:21.080> it<00:08:21.209> is<00:08:21.305> for<00:08:21.401> you<00:08:21.481> to<00:08:21.609> get<00:08:21.930> happiness,<00:08:22.362> right?

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And<00:08:23.132> I<00:08:23.372> equate<00:08:23.869> that<00:08:24.173> with<00:08:25.135> somebody's<00:08:26.257> life<00:08:26.577> journey.

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It's<00:08:27.154> about—<00:08:28.356> for<00:08:28.500> me,<00:08:28.981> dopamine<00:08:29.461> is<00:08:29.558> around<00:08:30.038> achievement,<00:08:30.519> right?

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So,<00:08:30.920> winning<00:08:31.160> trophies,<00:08:31.721> getting<00:08:31.977> a<00:08:32.106> raise,<00:08:32.522> getting<00:08:32.763> that<00:08:33.307> whatever,<00:08:33.612> making<00:08:33.948> money,<00:08:34.285> whatever.

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But<00:08:34.990> that<00:08:35.471> always<00:08:35.647> saturates.

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It<00:08:36.400> doesn't<00:08:37.009> last.

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Dopamine<00:08:37.730> doesn't<00:08:38.051> last.

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Where<00:08:38.772> serotonin<00:08:39.253> is<00:08:39.414> about<00:08:39.798> becoming.

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It's<00:08:40.536> when<00:08:40.616> you<00:08:40.760> do<00:08:40.921> activities<00:08:41.739> where<00:08:41.883> you're<00:08:42.043> becoming<00:08:42.765> somebody,<00:08:43.422> you're<00:08:43.663> working<00:08:44.128> on<00:08:44.240> yourself.

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And<00:08:46.052> that's<00:08:46.373> the<00:08:46.469> road<00:08:46.709> to<00:08:46.758> mastery.

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And<00:08:47.335> that,<00:08:47.591> if<00:08:47.736> you<00:08:47.912> look<00:08:48.137> at<00:08:48.858> any<00:08:49.035> of<00:08:49.179> the<00:08:49.275> greats<00:08:49.596> and<00:08:49.660> the<00:08:49.756> ones<00:08:49.981> we<00:08:50.013> mentioned,<00:08:50.798> that<00:08:50.959> was<00:08:51.103> their<00:08:51.263> attitude,<00:08:51.600> right?

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Kobe<00:08:52.626> Bryant,<00:08:52.867> you<00:08:52.963> see<00:08:53.284> any<00:08:53.380> of<00:08:53.508> the<00:08:53.540> recordings<00:08:54.005> on<00:08:54.086> him,<00:08:54.230> he's<00:08:54.390> like<00:08:54.551> 12.

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He<00:08:55.032> went<00:08:55.208> to<00:08:55.240> this<00:08:55.433> basketball<00:08:55.994> camp<00:08:56.635> and<00:08:56.731> he<00:08:56.828> said,<00:08:57.613> shit,<00:08:57.998> I<00:08:58.078> got<00:08:58.159> to<00:08:58.239> get<00:08:58.319> better<00:08:58.495> in<00:08:58.575> this<00:08:58.736> and<00:08:58.864> this<00:08:58.976> and<00:08:59.056> this.

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And<00:08:59.265> he<00:08:59.377> did<00:08:59.538> a<00:08:59.602> plan<00:09:00.003> and<00:09:00.067> he<00:09:00.163> worked<00:09:00.419> on<00:09:00.580> it,<00:09:00.724> right?

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Tiger<00:09:01.542> Woods<00:09:01.847> changes<00:09:02.264> his<00:09:02.424> swing<00:09:02.825> in<00:09:02.905> the<00:09:03.049> middle<00:09:03.306> of<00:09:03.931> his<00:09:04.092> career,<00:09:04.573> right?

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That's<00:09:05.086> a<00:09:05.150> great<00:09:05.390> example.

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That's,<00:09:06.674> you<00:09:06.754> know,<00:09:06.899> the<00:09:06.995> antithesis<00:09:07.557> of<00:09:07.637> dopamine<00:09:07.959> because<00:09:08.199> you<00:09:08.312> don't<00:09:08.440> feel<00:09:08.681> good.

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You<00:09:08.986> feel<00:09:09.163> clumsy,<00:09:09.548> you<00:09:09.628> feel<00:09:09.805> terrible.

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But<00:09:10.511> it's<00:09:10.640> serotonin<00:09:11.122> because<00:09:11.234> it's<00:09:11.475> good<00:09:11.619> because<00:09:11.876> I'm<00:09:12.454> going<00:09:12.759> on,<00:09:13.321> you<00:09:13.401> know,<00:09:13.498> becoming<00:09:14.044> something<00:09:14.525> greater.

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Right.

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And<00:09:16.131> I<00:09:16.147> think<00:09:16.388> that's<00:09:16.629> where<00:09:16.789> it<00:09:16.934> all<00:09:16.966> starts.

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You<00:09:17.736> have<00:09:17.913> to<00:09:17.977> have<00:09:18.154> that<00:09:18.459> mindset<00:09:19.117> because<00:09:19.759> then<00:09:20.000> that<00:09:20.161> allows<00:09:20.402> you<00:09:20.482> to<00:09:20.626> decide<00:09:20.948> what<00:09:21.028> you're<00:09:21.124> not<00:09:21.285> going<00:09:21.526> to<00:09:21.606> do.

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It<00:09:22.168> allows<00:09:22.393> you<00:09:22.473> what<00:09:22.553> you<00:09:22.714> are<00:09:22.890> going<00:09:23.163> to<00:09:23.227> do.

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And<00:09:24.801> it<00:09:24.977> gives<00:09:25.202> you<00:09:25.363> that<00:09:25.620> motivation<00:09:26.663> to<00:09:27.145> work<00:09:27.370> long<00:09:27.611> term.

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Right.

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Because<00:09:28.173> we<00:09:28.269> all<00:09:28.429> get,<00:09:29.296> we<00:09:29.457> all<00:09:29.618> get<00:09:31.079> distracted.

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By<00:09:32.202> the<00:09:32.299> short-term<00:09:34.208> comfort<00:09:34.931> or<00:09:35.075> the<00:09:35.171> short-term<00:09:35.637> pleasure.

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And<00:09:37.482> what<00:09:37.643> the<00:09:37.723> greats<00:09:38.044> do<00:09:38.285> is<00:09:38.461> they<00:09:38.686> don't<00:09:38.927> lose<00:09:39.039> sight<00:09:39.360> of<00:09:39.424> that<00:09:39.825> and<00:09:39.905> they<00:09:39.986> don't<00:09:40.210> get<00:09:40.451> distracted<00:09:40.868> in<00:09:40.949> the<00:09:41.029> short<00:09:41.286> term.

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They<00:09:41.751> always<00:09:42.008> remember<00:09:42.794> where<00:09:43.019> they're<00:09:43.179> going<00:09:43.580> and<00:09:43.677> they'll<00:09:43.918> give<00:09:44.142> up<00:09:44.319> short-term<00:09:45.506> comfort<00:09:46.164> for<00:09:46.405> long-term<00:09:46.983> success<00:09:47.849> in<00:09:47.994> where<00:09:48.427> they<00:09:48.555> want<00:09:48.700> to<00:09:48.732> go.

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It's<00:09:49.936> like<00:09:50.160> the<00:09:50.337> mental<00:09:51.316> equivalent<00:09:52.086> of<00:09:52.904> the<00:09:52.985> fable<00:09:53.370> of<00:09:53.466> Ulysses.

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And<00:09:54.493> he's<00:09:54.654> on<00:09:54.750> the<00:09:54.830> boat<00:09:55.231> and<00:09:55.376> he's<00:09:55.617> going<00:09:55.697> to<00:09:55.729> go<00:09:55.873> see<00:09:56.018> the<00:09:56.050> sirens.

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And<00:09:56.981> he<00:09:57.077> knows<00:09:57.639> when<00:09:57.735> he<00:09:57.863> gets<00:09:58.184> there,<00:09:58.425> he's<00:09:58.570> He's<00:09:58.710> not<00:09:58.810> going<00:09:58.950> to<00:09:58.970> be<00:09:59.050> able<00:09:59.190> to<00:09:59.310> resist.

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So,<00:10:00.150> he<00:10:00.151> says,<00:10:00.330> "Tie<00:10:00.530> me<00:10:00.670> to<00:10:00.770> the<00:10:00.790> mast,"<00:10:01.190> right?

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Because<00:10:01.530> I<00:10:01.610> don't<00:10:01.770> trust<00:10:02.030> my<00:10:02.210> future<00:10:02.410> self.

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I<00:10:02.870> don't<00:10:03.030> trust<00:10:03.190> myself<00:10:03.450> when<00:10:03.610> I<00:10:03.690> get<00:10:03.810> there.

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And<00:10:05.130> that's<00:10:05.610> what<00:10:05.690> greats<00:10:06.090> do,<00:10:06.310> but<00:10:06.311> they<00:10:06.450> do<00:10:06.650> it<00:10:06.790> saying,<00:10:07.150> "Okay,<00:10:07.690> where<00:10:07.890> do<00:10:08.030> I<00:10:08.130> want<00:10:08.290> to<00:10:08.450> be<00:10:08.630> and<00:10:09.130> how<00:10:09.350> much<00:10:09.490> is<00:10:09.570> it<00:10:09.650> going<00:10:09.750> to<00:10:09.830> hurt<00:10:09.930> me<00:10:10.090> if<00:10:10.190> I<00:10:10.250> don't<00:10:10.390> get<00:10:10.570> there?"<00:10:10.810> And<00:10:10.890> so,<00:10:11.010> when<00:10:11.190> they<00:10:11.370> have<00:10:11.570> the<00:10:11.690> temptation,<00:10:12.690> they<00:10:12.930> say,<00:10:13.370> "I'm<00:10:13.490> not<00:10:13.550> going<00:10:13.650> to<00:10:13.730> do<00:10:13.810> it."<00:10:14.170> So,<00:10:14.590> great<00:10:14.670> example.

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When<00:10:15.710> I<00:10:15.810> was<00:10:15.890> on<00:10:15.990> tour,<00:10:16.770> I<00:10:16.790> obviously<00:10:17.110> crossed,<00:10:17.890> met<00:10:18.090> Rafael<00:10:18.510> Nadal<00:10:18.770> a<00:10:18.850> few<00:10:18.950> times.

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And<00:10:20.030> one<00:10:20.110> of<00:10:20.250> the<00:10:20.290> things<00:10:20.350> I<00:10:20.450> heard<00:10:20.570> him<00:10:20.710> say<00:10:20.890> once,<00:10:21.130> which<00:10:21.210> is<00:10:21.370> great,<00:10:22.090> was<00:10:22.110> when<00:10:22.350> he<00:10:22.430> was<00:10:22.630> like,<00:10:22.850> I<00:10:22.950> don't<00:10:23.130> know,<00:10:23.310> in<00:10:23.370> his<00:10:23.490> teens,<00:10:24.132> 14<00:10:24.469> or<00:10:24.597> something.

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He<00:10:25.303> had<00:10:25.431> a<00:10:25.495> summer<00:10:25.897> where<00:10:26.057> he<00:10:26.137> didn't<00:10:26.442> train<00:10:26.699> really<00:10:26.923> hard,<00:10:27.100> right?

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Summer,<00:10:28.367> he<00:10:28.464> goes<00:10:28.688> with<00:10:28.769> his<00:10:28.881> friends,<00:10:29.250> he<00:10:29.346> parties,<00:10:29.731> right?

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When<00:10:30.485> he<00:10:30.614> came<00:10:31.031> back<00:10:31.336> that<00:10:31.657> year,<00:10:32.459> he<00:10:32.619> wasn't<00:10:32.956> as<00:10:33.101> good<00:10:33.277> as<00:10:33.422> he<00:10:33.662> could<00:10:33.759> have<00:10:33.839> been,<00:10:34.079> and<00:10:34.160> he<00:10:34.240> was<00:10:34.384> losing<00:10:34.625> to<00:10:34.705> people<00:10:34.930> he<00:10:34.978> shouldn't<00:10:35.331> have.

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And<00:10:35.925> that<00:10:36.165> way,<00:10:36.294> he<00:10:36.342> never<00:10:36.727> forgot<00:10:37.112> that.

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He's<00:10:37.353> like,<00:10:37.674> I<00:10:37.770> will<00:10:38.155> always<00:10:38.412> remember<00:10:38.716> that<00:10:38.893> summer.

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And<00:10:39.278> anytime<00:10:39.775> I<00:10:40.080> have<00:10:40.177> a<00:10:40.321> chance<00:10:40.497> to<00:10:40.883> party<00:10:41.219> or<00:10:41.284> not<00:10:41.460> work,<00:10:42.006> I<00:10:42.022> will<00:10:42.118> remember<00:10:42.519> that.

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And<00:10:43.289> you<00:10:43.386> could<00:10:43.530> see<00:10:43.690> the<00:10:43.771> rest<00:10:43.963> of<00:10:44.027> his<00:10:44.188> career<00:10:44.412> was<00:10:44.573> all,<00:10:44.926> I'll<00:10:45.455> put<00:10:45.696> it<00:10:45.792> off<00:10:46.097> because<00:10:46.980> I<00:10:47.076> want<00:10:48.023> to<00:10:48.055> be<00:10:48.183> the<00:10:48.263> greatest,<00:10:48.841> right?

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And<00:10:49.787> it<00:10:50.365> didn't<00:10:50.509> even<00:10:50.686> matter<00:10:51.231> how<00:10:51.344> much<00:10:51.552> he<00:10:51.713> won<00:10:51.889> or<00:10:52.050> didn't<00:10:52.355> win.

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It<00:10:52.780> was<00:10:52.860> a<00:10:53.000> matter<00:10:53.120> about,<00:10:53.760> could<00:10:53.761> I<00:10:53.960> be<00:10:54.120> better?

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And<00:10:54.620> if<00:10:54.760> I<00:10:54.880> can<00:10:55.340> and<00:10:55.520> I'm<00:10:55.600> not<00:10:55.760> doing<00:10:55.980> it,<00:10:56.140> I<00:10:56.200> can't<00:10:56.420> live<00:10:56.540> with<00:10:56.679> myself.

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And<00:10:58.300> I<00:10:58.440> think<00:10:58.700> that's—<00:10:59.580> you<00:10:59.581> see<00:10:59.720> the<00:10:59.800> difference<00:11:00.060> in<00:11:00.260> focus,<00:11:00.620> right?

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It's,<00:11:00.980> can<00:11:00.981> I<00:11:01.140> be<00:11:01.180> the<00:11:01.380> best<00:11:01.600> I<00:11:02.320> can<00:11:02.560> be?

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So,<00:11:03.080> that's<00:11:03.280> serotonin.

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I'm<00:11:03.900> becoming.

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But<00:11:04.840> it's<00:11:05.020> not<00:11:05.240> whether<00:11:05.520> you<00:11:05.700> win<00:11:05.900> or<00:11:06.020> lose<00:11:06.180> a<00:11:06.380> tournament.

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It<00:11:06.620> doesn't<00:11:06.740> matter.

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They<00:11:07.100> kept<00:11:07.240> going<00:11:07.820> because<00:11:08.660> that's<00:11:09.180> just<00:11:09.360> dopamine.

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That's<00:11:10.140> just<00:11:10.280> data.

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Achievement<00:11:11.740> is<00:11:11.880> just<00:11:12.080> data.

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It<00:11:12.800> just<00:11:12.960> tells<00:11:13.140> you<00:11:13.260> you're<00:11:13.400> on<00:11:13.520> the<00:11:13.660> right<00:11:13.800> track,<00:11:14.180> but<00:11:14.580> it<00:11:14.740> doesn't<00:11:14.900> define<00:11:15.300> you.

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And<00:11:16.960> there's<00:11:17.100> a<00:11:17.480> great,<00:11:17.780> great<00:11:18.200> quote<00:11:18.600> by<00:11:18.860> Michael<00:11:19.200> Gervais,<00:11:19.700> who's<00:11:19.760> a<00:11:19.940> performance<00:11:20.400> psychologist,<00:11:20.960> used<00:11:21.160> to<00:11:21.260> work<00:11:21.400> with<00:11:21.600> the<00:11:22.066> the<00:11:22.162> Seahawks<00:11:22.659> and<00:11:22.739> stuff.

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Brilliant<00:11:23.364> guy.

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I<00:11:23.605> really<00:11:23.846> like<00:11:24.070> him.

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And<00:11:24.872> Michael's<00:11:25.208> quote<00:11:25.433> is<00:11:25.529> actually<00:11:26.010> really<00:11:26.411> deep.

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He<00:11:28.014> says,<00:11:28.399> performance<00:11:29.121> should<00:11:29.361> be<00:11:29.522> an<00:11:29.618> expression<00:11:30.596> of<00:11:30.740> who<00:11:30.965> you<00:11:31.125> are,<00:11:31.943> not<00:11:32.183> a<00:11:32.199> measure<00:11:32.648> of<00:11:32.744> who<00:11:32.969> you<00:11:33.065> are,<00:11:33.290> or<00:11:33.322> not<00:11:33.482> a<00:11:33.546> definition<00:11:34.011> of<00:11:34.091> who<00:11:34.188> you<00:11:34.348> are.

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And<00:11:35.150> that's<00:11:35.390> really<00:11:35.615> actually<00:11:35.855> profound<00:11:36.336> because<00:11:36.577> what<00:11:36.673> it<00:11:36.753> means<00:11:37.138> is<00:11:38.036> it<00:11:38.180> should<00:11:38.437> be<00:11:38.741> you<00:11:39.318> being<00:11:39.559> your<00:11:40.024> ultimate<00:11:40.425> self,<00:11:41.227> serotonin,<00:11:41.948> right?

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Becoming,<00:11:44.049> not<00:11:44.930> I<00:11:45.091> win<00:11:45.267> or<00:11:45.395> I<00:11:45.492> lose<00:11:45.796> and<00:11:45.876> then<00:11:45.989> I'm,<00:11:46.293> you<00:11:46.374> know,<00:11:46.518> that's<00:11:46.678> achievement,<00:11:47.095> right?

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If<00:11:47.736> I<00:11:47.897> win<00:11:48.073> or<00:11:48.201> I<00:11:48.298> lose,<00:11:48.538> that<00:11:48.698> defines<00:11:48.955> if<00:11:49.019> I'm<00:11:49.083> a<00:11:49.180> winner<00:11:49.340> or<00:11:49.420> a<00:11:49.500> loser,<00:11:49.805> right?

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So,<00:11:50.399> it's<00:11:50.625> not<00:11:50.866> a<00:11:50.931> definition<00:11:51.511> of<00:11:51.655> who<00:11:51.752> you<00:11:51.913> are.

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It's<00:11:52.106> not<00:11:52.235> a<00:11:52.251> sentence.

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It's<00:11:53.362> the<00:11:53.588> opportunity<00:11:54.168> to<00:11:54.248> become<00:11:54.635> your<00:11:54.796> greatest<00:11:55.134> self<00:11:55.778> and<00:11:55.923> your<00:11:56.164> real<00:11:56.422> self.

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And<00:11:58.097> athletes<00:11:58.371> who<00:11:58.516> do<00:11:58.660> that<00:11:59.079> get<00:11:59.240> into<00:11:59.450> flow<00:11:59.643> state<00:12:00.432> and<00:12:00.754> really<00:12:00.931> perform<00:12:01.317> exceptionally<00:12:01.800> well.

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So,<00:12:03.733> although<00:12:03.990> this<00:12:04.135> sounds<00:12:04.618> obvious,<00:12:04.973> it's<00:12:05.118> hard<00:12:05.520> to<00:12:05.681> do,<00:12:06.325> but<00:12:06.551> that's<00:12:06.728> what<00:12:06.873> we<00:12:06.969> try<00:12:07.195> and<00:12:07.275> help<00:12:07.517> people<00:12:07.855> to<00:12:08.097> get<00:12:08.274> there.

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And<00:12:08.741> it's<00:12:08.886> exactly<00:12:09.292> the<00:12:09.324> same<00:12:09.633> for<00:12:10.315> CEOs<00:12:12.069> and<00:12:12.215> leaders<00:12:12.540> in<00:12:12.638> any<00:12:13.206> field.

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Why<00:12:15.294> is<00:12:15.392> it<00:12:15.473> so<00:12:15.636> hard<00:12:15.816> to<00:12:15.881> do?

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I<00:12:16.109> wonder<00:12:16.517> when<00:12:16.599> you're<00:12:16.697> talking<00:12:16.958> to<00:12:17.023> CEOs,<00:12:17.838> what<00:12:18.002> are<00:12:18.083> some<00:12:18.393> common<00:12:18.882> performance<00:12:19.209> issues<00:12:19.290> that<00:12:19.339> they<00:12:19.372> tell<00:12:19.470> you<00:12:19.600> that<00:12:19.649> they're<00:12:19.731> experiencing?

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When<00:12:22.188> you<00:12:22.285> say<00:12:22.608> like,<00:12:23.320> hey,<00:12:23.498> what<00:12:23.725> type<00:12:23.903> of<00:12:23.984> CEO<00:12:24.388> do<00:12:24.453> you<00:12:24.534> want<00:12:24.615> to<00:12:24.712> be<00:12:24.874> in<00:12:24.955> 5<00:12:25.214> years?

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What<00:12:27.587> are<00:12:27.749> they<00:12:27.846> struggling<00:12:28.301> against<00:12:28.658> right<00:12:28.901> that<00:12:29.063> second<00:12:29.712> that's<00:12:29.940> preventing<00:12:30.524> them<00:12:30.767> from<00:12:31.011> being<00:12:31.254> their<00:12:31.416> best<00:12:31.595> self?

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Well,<00:12:33.202> I<00:12:33.283> think<00:12:33.444> there's<00:12:33.541> a<00:12:33.670> couple<00:12:33.928> of<00:12:34.009> things.

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So<00:12:35.058> part<00:12:35.300> of<00:12:35.381> it<00:12:35.477> is<00:12:35.945> the<00:12:36.429> environment<00:12:36.978> in<00:12:37.139> which<00:12:37.381> we<00:12:37.801> were<00:12:37.962> brought<00:12:38.204> up,<00:12:38.349> right?

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So<00:12:39.011> the<00:12:39.172> industrial<00:12:39.818> model,<00:12:40.802> the<00:12:40.882> schooling<00:12:41.415> model,<00:12:41.754> right?

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So<00:12:42.076> school<00:12:42.464> teaches<00:12:42.706> you<00:12:43.126> kind<00:12:43.352> of<00:12:43.432> everything<00:12:43.772> that's<00:12:44.079> wrong.

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It's<00:12:44.886> the<00:12:44.967> opposite<00:12:45.306> of<00:12:45.387> what<00:12:45.468> you<00:12:45.597> have<00:12:45.710> to<00:12:45.791> do<00:12:46.194> in<00:12:46.340> life,<00:12:46.598> right?

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It's,<00:12:47.470> you<00:12:47.793> know,<00:12:48.117> don't<00:12:48.294> work<00:12:48.472> with<00:12:48.617> others.

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There's<00:12:49.527> only<00:12:49.704> one<00:12:49.929> right<00:12:50.105> answer.

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Don't<00:12:50.989> question<00:12:51.391> things.

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It's<00:12:52.660> everything<00:12:53.062> that<00:12:53.303> doesn't<00:12:53.624> get<00:12:53.801> you<00:12:53.897> success,<00:12:54.588> right?

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Follow<00:12:55.151> the<00:12:55.488> path.

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Don't<00:12:56.372> step<00:12:56.613> away<00:12:56.854> from<00:12:57.015> the<00:12:57.095> trodden<00:12:57.577> path.

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And<00:12:59.505> when<00:12:59.650> you<00:12:59.746> get<00:12:59.907> into<00:13:00.132> the<00:13:00.389> industrial<00:13:00.871> model<00:13:01.514> and<00:13:01.674> into<00:13:01.819> a<00:13:01.915> company,<00:13:02.622> it's<00:13:02.719> kind<00:13:02.944> of<00:13:03.024> the<00:13:03.056> same,<00:13:03.426> right?

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And<00:13:04.326> there's<00:13:04.631> this<00:13:05.113> unwritten<00:13:05.515> rule<00:13:05.772> that<00:13:06.157> once<00:13:06.334> you<00:13:06.415> get<00:13:06.559> to<00:13:06.623> a<00:13:06.639> certain<00:13:06.977> level,<00:13:07.250> like<00:13:07.443> C-suite,<00:13:08.262> you<00:13:08.359> should<00:13:08.648> know<00:13:08.825> it<00:13:08.905> all,<00:13:09.532> right?

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And<00:13:10.673> that's<00:13:10.898> just<00:13:11.074> so<00:13:11.476> much<00:13:11.942> different<00:13:12.761> from<00:13:12.906> what<00:13:13.067> we<00:13:13.147> were<00:13:13.243> talking<00:13:13.629> about<00:13:13.790> before<00:13:14.191> as<00:13:14.288> an<00:13:14.433> athlete,<00:13:14.834> right?

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No,<00:13:15.268> that's<00:13:15.492> when<00:13:15.652> I<00:13:15.797> most<00:13:16.053> want<00:13:16.213> to<00:13:16.293> learn.

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Feedback<00:13:18.280> is<00:13:18.441> a<00:13:18.617> real<00:13:19.178> big<00:13:19.482> issue<00:13:19.755> now<00:13:20.139> in<00:13:20.283> companies.

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And<00:13:21.325> it's<00:13:21.421> really<00:13:21.581> hard.

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And<00:13:22.559> sometimes,<00:13:23.328> people<00:13:23.745> take<00:13:23.969> it<00:13:24.049> really<00:13:24.290> poorly.

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Whereas,<00:13:25.443> as<00:13:25.588> an<00:13:25.732> athlete,<00:13:26.052> you<00:13:26.213> crave<00:13:26.629> it,<00:13:26.870> right?

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You're<00:13:27.527> not<00:13:27.655> getting<00:13:27.975> positive<00:13:28.328> feedback<00:13:28.696> on<00:13:28.792> how<00:13:28.873> to<00:13:29.433> work,<00:13:29.818> on<00:13:29.962> how<00:13:29.994> to<00:13:30.058> improve.

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You<00:13:30.699> change<00:13:30.956> coaches,<00:13:31.981> right?

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Because<00:13:32.574> I<00:13:32.590> don't<00:13:32.799> want—<00:13:33.103> because<00:13:33.263> plateauing,<00:13:34.497> that's<00:13:34.722> the<00:13:34.802> whole<00:13:34.946> difference.

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So,<00:13:35.298> if<00:13:35.427> you<00:13:35.507> look<00:13:35.619> at<00:13:35.747> business,<00:13:36.869> business<00:13:37.430> is<00:13:37.590> about<00:13:38.391> competence.

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That's<00:13:39.208> the<00:13:39.273> word,<00:13:39.529> right?

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I<00:13:39.914> want<00:13:40.090> competent<00:13:40.490> employees.

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Confident<00:13:42.158> means<00:13:42.415> you<00:13:42.575> get<00:13:43.056> good<00:13:43.602> at<00:13:44.099> or<00:13:44.243> decent<00:13:44.564> at<00:13:44.660> something<00:13:44.965> and<00:13:45.222> then<00:13:45.366> you<00:13:45.398> stop<00:13:45.767> growing.

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Whereas<00:13:47.130> athletes<00:13:47.627> never<00:13:47.948> plateau.

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You<00:13:49.777> look<00:13:49.889> at<00:13:50.017> it<00:13:50.274> in<00:13:50.418> business,<00:13:50.739> it's<00:13:50.900> like<00:13:51.220> I<00:13:51.333> put<00:13:51.429> the<00:13:51.541> example<00:13:51.814> of<00:13:51.942> driving.

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When<00:13:52.760> you<00:13:52.840> get<00:13:53.065> good<00:13:53.241> enough<00:13:53.546> at<00:13:53.867> driving<00:13:54.364> and<00:13:54.509> stop<00:13:54.765> running<00:13:55.086> over<00:13:55.246> people<00:13:55.583> and<00:13:55.712> crashing<00:13:56.048> into<00:13:56.273> things,<00:13:56.931> you<00:13:57.091> stop<00:13:57.476> getting<00:13:57.733> better.

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You<00:13:58.278> then<00:13:58.919> consolidate<00:13:59.721> that<00:13:59.898> level.

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You<00:14:00.443> always<00:14:00.700> drive<00:14:00.941> at<00:14:01.181> that<00:14:01.406> level<00:14:01.662> of<00:14:01.742> skill,<00:14:02.224> but<00:14:02.544> you<00:14:02.641> don't<00:14:03.266> figure<00:14:03.491> out<00:14:03.523> how<00:14:03.603> to<00:14:03.731> be<00:14:03.828> a<00:14:03.892> better<00:14:04.132> driver.

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So,<00:14:05.656> what<00:14:06.073> people<00:14:06.394> do<00:14:06.554> when<00:14:06.651> they—<00:14:07.276> I<00:14:07.356> have<00:14:07.501> 30<00:14:07.741> years<00:14:07.934> of<00:14:07.966> experience.

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Well,<00:14:08.527> actually,<00:14:08.736> you<00:14:08.816> have<00:14:09.041> like<00:14:09.430> one<00:14:09.830> year's<00:14:10.150> experience<00:14:10.450> 30<00:14:10.710> times,<00:14:11.310> right?

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Because<00:14:11.651> you<00:14:11.730> kind<00:14:11.930> of,<00:14:12.390> you<00:14:12.410> know,<00:14:13.250> are<00:14:13.270> being<00:14:13.510> a<00:14:13.850> little<00:14:14.050> facetious<00:14:14.410> but<00:14:14.590> not<00:14:14.730> too<00:14:14.890> much.

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You've<00:14:15.430> kind<00:14:15.510> of<00:14:15.670> flatlined,<00:14:16.110> right?

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What<00:14:17.270> is<00:14:17.449> the<00:14:17.590> challenge<00:14:17.810> then<00:14:18.010> when<00:14:18.110> you<00:14:18.230> want<00:14:18.430> to<00:14:18.890> drive<00:14:18.891> an<00:14:19.210> organization<00:14:19.730> to<00:14:19.990> performance?

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You're<00:14:20.910> asking<00:14:21.090> them<00:14:21.250> to<00:14:21.310> do<00:14:21.430> all<00:14:21.670> the<00:14:21.850> things<00:14:22.130> that<00:14:22.290> you're<00:14:22.570> prohibiting<00:14:23.070> them<00:14:23.250> from<00:14:23.370> doing.

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Don't<00:14:23.730> step<00:14:23.890> out<00:14:24.030> of<00:14:24.110> your<00:14:24.210> lane.

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You<00:14:25.250> know,<00:14:25.590> don't<00:14:25.930> make<00:14:26.030> a<00:14:26.150> mistake<00:14:26.430> because<00:14:26.870> you've<00:14:27.070> got<00:14:27.110> to<00:14:27.210> be<00:14:27.310> confident,<00:14:27.770> right?

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Why<00:14:28.050> do<00:14:28.130> I<00:14:28.170> want<00:14:28.290> you<00:14:28.430> to<00:14:28.550> be<00:14:28.551> confident?

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Because<00:14:29.010> I<00:14:29.090> want<00:14:29.250> you<00:14:29.370> to<00:14:29.530> do<00:14:29.590> your<00:14:29.770> job<00:14:29.990> well,<00:14:30.310> right?

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What<00:14:31.170> does<00:14:31.310> an<00:14:31.450> athlete<00:14:31.730> do?

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Spends<00:14:32.210> 95%<00:14:32.970> of<00:14:32.971> his<00:14:33.110> time<00:14:33.230> doing<00:14:33.410> what<00:14:33.610> he<00:14:33.750> or<00:14:33.930> she<00:14:34.150> or<00:14:34.250> her<00:14:34.370> time<00:14:34.940> what<00:14:35.200> they<00:14:35.500> don't<00:14:35.960> do<00:14:36.320> well.

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That's<00:14:37.020> what<00:14:37.160> training's<00:14:37.640> about.

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As<00:14:38.341> a<00:14:38.360> matter<00:14:38.540> of<00:14:38.640> fact,<00:14:39.740> businesses<00:14:40.140> are<00:14:40.600> lacking<00:14:41.040> the<00:14:41.260> concept<00:14:41.920> of<00:14:42.320> training,<00:14:43.140> right?

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And<00:14:43.700> that's<00:14:43.860> actually<00:14:44.100> really<00:14:44.300> important<00:14:44.860> because<00:14:45.260> what<00:14:45.540> they<00:14:45.700> do<00:14:45.840> is<00:14:45.980> they'll<00:14:46.120> do<00:14:46.220> these,<00:14:46.540> you<00:14:46.680> know,<00:14:47.120> theoretical<00:14:47.400> trainings.

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Oh,<00:14:48.200> you<00:14:48.201> know,<00:14:48.620> an<00:14:48.740> hour<00:14:48.920> and<00:14:49.020> a<00:14:49.140> half<00:14:49.340> on<00:14:49.620> psychological<00:14:50.160> safety.

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That's<00:14:50.880> a<00:14:50.920> big<00:14:51.060> topic.

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Okay,<00:14:51.720> great.

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Now,<00:14:52.620> after<00:14:52.680> that,<00:14:53.040> go<00:14:53.060> back<00:14:53.220> to<00:14:53.360> your<00:14:53.440> desk,<00:14:53.780> right?

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Well,<00:14:54.720> that's<00:14:54.820> like<00:14:54.980> I<00:14:55.160> can<00:14:55.320> explain<00:14:55.660> to<00:14:55.880> you<00:14:55.881> how<00:14:55.960> to<00:14:56.100> serve<00:14:56.300> like<00:14:56.460> an<00:14:56.580> ATP<00:14:56.860> pro<00:14:57.200> technically,<00:14:57.720> right?

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But<00:14:58.520> if<00:14:58.600> you<00:14:58.640> don't<00:14:58.760> go<00:14:58.860> out<00:14:58.960> on<00:14:59.020> the<00:14:59.200> court,<00:14:59.480> you're<00:14:59.560> never<00:14:59.680> going<00:14:59.840> to<00:14:59.900> consolidate<00:15:00.360> that,<00:15:00.620> right?

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You're<00:15:01.080> not<00:15:01.240> going<00:15:01.380> to<00:15:01.480> be<00:15:01.560> good<00:15:01.700> at<00:15:01.880> executing.

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It's<00:15:02.707> exactly<00:15:03.831> that.

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It's<00:15:04.394> that<00:15:04.635> insane,<00:15:05.519> right?

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And<00:15:06.001> then<00:15:06.097> they<00:15:06.177> go,<00:15:06.322> why<00:15:06.418> doesn't<00:15:06.595> it<00:15:06.724> work?

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Well,<00:15:07.141> because<00:15:07.382> you<00:15:07.768> have<00:15:08.025> to<00:15:08.170> embed<00:15:08.973> in<00:15:09.070> day-to-day—<00:15:09.616> and<00:15:09.696> this<00:15:09.853> is<00:15:09.873> part<00:15:10.034> of<00:15:10.098> what<00:15:10.194> we<00:15:10.355> work<00:15:10.580> with<00:15:10.676> clients—<00:15:11.560> an<00:15:11.705> opportunity<00:15:12.765> not<00:15:12.990> only<00:15:13.231> to<00:15:13.328> practice<00:15:13.874> that<00:15:14.131> but<00:15:14.276> to<00:15:14.356> also<00:15:14.774> receive<00:15:15.352> feedback<00:15:16.123> while<00:15:16.316> you're<00:15:16.461> practicing<00:15:17.148> it<00:15:17.168> because<00:15:17.425> that's<00:15:17.650> how<00:15:17.746> you<00:15:17.891> learn,<00:15:18.534> right?

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And<00:15:18.951> that<00:15:19.176> means<00:15:19.675> you<00:15:19.819> have<00:15:19.996> to<00:15:20.092> necessarily,<00:15:21.121> by<00:15:21.281> definition,<00:15:22.406> be<00:15:22.631> wrong.

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You<00:15:23.193> have<00:15:23.290> to<00:15:23.434> make<00:15:23.756> mistakes<00:15:24.479> because<00:15:25.555> nobody<00:15:26.086> is<00:15:26.246> good<00:15:26.439> at<00:15:26.568> something<00:15:26.905> the<00:15:27.050> first<00:15:27.243> time<00:15:27.468> they<00:15:27.548> do<00:15:27.930> it,<00:15:27.950> right?

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And<00:15:28.817> there's<00:15:29.315> an<00:15:29.460> indicator<00:15:30.905> from<00:15:31.644> the<00:15:31.724> research<00:15:32.286> that<00:15:32.431> says<00:15:33.073> you<00:15:33.170> should<00:15:33.411> be<00:15:34.936> working<00:15:35.322> at<00:15:35.402> a<00:15:35.418> level<00:15:35.755> that<00:15:37.024> 15%,<00:15:37.522> 20%<00:15:37.827> of<00:15:37.988> the<00:15:38.084> time<00:15:38.871> of<00:15:38.952> what<00:15:39.112> you're<00:15:39.257> trying<00:15:39.433> to<00:15:39.514> do,<00:15:40.060> you're<00:15:40.156> not<00:15:40.301> doing<00:15:40.477> it<00:15:40.558> well.

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That<00:15:41.184> means<00:15:41.361> you're<00:15:41.441> pushing<00:15:41.762> out<00:15:41.843> of<00:15:41.907> your<00:15:41.987> limits.

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And<00:15:44.011> that's<00:15:44.268> unacceptable<00:15:44.894> in<00:15:44.974> business.

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No<00:15:45.392> matter<00:15:45.617> how<00:15:45.713> much<00:15:45.938> they<00:15:46.034> say,<00:15:46.340> "Yes,<00:15:46.661> yes,<00:15:46.902> failure,"<00:15:47.239> it's<00:15:47.384> bullshit.

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There<00:15:48.508> is<00:15:48.604> no<00:15:48.813> acceptance<00:15:49.295> for<00:15:49.391> that.

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So,<00:15:50.339> all<00:15:50.499> of<00:15:50.580> those<00:15:50.837> things,<00:15:51.142> it's<00:15:51.399> these<00:15:51.640> paradigms<00:15:52.138> that<00:15:52.282> they're<00:15:52.443> trapped<00:15:52.828> in.

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And<00:15:54.129> so,<00:15:54.290> then,<00:15:55.253> How<00:15:55.493> are<00:15:55.638> you<00:15:55.734> going<00:15:56.215> to<00:15:56.296> take<00:15:57.322> a<00:15:57.338> company<00:15:57.820> and<00:15:57.900> drive<00:15:58.140> performance<00:15:58.798> if<00:15:59.328> you<00:15:59.424> can't<00:16:00.066> even<00:16:00.306> see<00:16:00.707> that<00:16:00.852> you're<00:16:01.590> being<00:16:02.135> held<00:16:02.616> hostage<00:16:03.017> by<00:16:03.114> those<00:16:03.354> rules?

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Right?

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And<00:16:04.718> then,<00:16:04.862> the<00:16:04.958> other<00:16:05.119> part<00:16:05.376> of<00:16:05.504> it<00:16:05.600> is<00:16:06.226> we<00:16:06.643> have<00:16:06.803> this<00:16:07.862> silo-type<00:16:08.889> view,<00:16:09.530> right,<00:16:09.755> especially<00:16:10.477> in<00:16:10.573> companies,<00:16:10.958> right?

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Not<00:16:11.600> just<00:16:11.696> departments.

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But<00:16:12.819> I'll<00:16:13.621> talk—<00:16:14.167> two<00:16:14.327> of<00:16:14.359> the<00:16:14.504> big<00:16:14.664> things<00:16:14.969> that<00:16:15.081> I<00:16:15.145> hear<00:16:15.242> a<00:16:15.290> lot<00:16:15.482> of<00:16:15.546> CEOs<00:16:15.947> talk<00:16:16.268> about<00:16:17.872> is<00:16:18.033> culture<00:16:19.300> and<00:16:19.461> innovation,<00:16:20.038> right?

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They're<00:16:20.343> two<00:16:20.503> hot<00:16:20.680> topics.

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And<00:16:21.626> there<00:16:22.139> are<00:16:22.267> two<00:16:22.443> things<00:16:22.684> that<00:16:22.828> they<00:16:23.084> really<00:16:23.309> don't<00:16:23.485> have<00:16:23.581> any<00:16:23.789> clue<00:16:24.030> what<00:16:24.142> to<00:16:24.270> do<00:16:24.366> with,<00:16:24.607> right?

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So,<00:16:24.895> everybody<00:16:25.712> cognitively<00:16:26.450> gets<00:16:26.754> it.

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Yeah,<00:16:27.235> I<00:16:27.331> know<00:16:27.395> I<00:16:27.491> should<00:16:27.635> have<00:16:27.748> a<00:16:27.812> good<00:16:27.972> culture.

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Yeah,<00:16:28.853> yeah,<00:16:28.933> okay,<00:16:29.094> I've<00:16:29.398> heard<00:16:29.510> about<00:16:29.799> Apple<00:16:30.135> or<00:16:30.215> whatever.

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You<00:16:31.353> know,<00:16:31.898> and<00:16:32.138> yeah,<00:16:32.299> yeah,<00:16:32.523> innovation<00:16:32.859> is<00:16:33.020> important,<00:16:33.645> right?

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But<00:16:34.302> then<00:16:34.462> I<00:16:34.542> say,<00:16:34.766> what<00:16:34.830> are<00:16:34.863> you<00:16:34.943> doing<00:16:35.183> about<00:16:35.407> it?

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Oh,<00:16:35.744> we've<00:16:35.904> got<00:16:36.080> an<00:16:36.225> innovation<00:16:36.689> group,<00:16:37.186> right?

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Well,<00:16:37.987> that's<00:16:38.308> insane,<00:16:38.949> right?

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Because<00:16:39.814> innovation<00:16:40.151> is<00:16:40.231> something<00:16:40.551> that<00:16:40.712> pervades<00:16:41.176> the<00:16:41.256> entire<00:16:41.673> organization,<00:16:42.394> just<00:16:42.570> like<00:16:42.779> culture.

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Culture<00:16:43.436> is<00:16:43.820> how<00:16:44.077> you<00:16:44.237> do<00:16:44.542> everything,<00:16:45.118> right?

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So,<00:16:45.679> we<00:16:45.727> have<00:16:45.840> a<00:16:45.904> culture<00:16:46.240> group.

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But<00:16:47.266> The<00:16:47.763> thinking<00:16:48.260> is<00:16:48.388> just<00:16:48.548> backwards,<00:16:49.029> right?

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You<00:16:49.670> can't<00:16:49.927> fix<00:16:50.247> a<00:16:50.328> problem<00:16:50.969> that's<00:16:51.321> cross-organization<00:16:52.315> by<00:16:52.492> putting<00:16:52.748> it<00:16:52.828> in<00:16:52.892> one<00:16:53.117> piece,<00:16:53.934> right?

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We<00:16:54.591> have<00:16:54.736> a<00:16:54.752> metaphor<00:16:55.217> we<00:16:55.361> use<00:16:55.537> which<00:16:55.922> comes<00:16:56.082> from<00:16:56.243> sports,<00:16:57.060> right?

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Physical<00:16:58.166> trainers<00:16:58.503> will<00:16:58.663> now—<00:16:59.128> they<00:16:59.224> talk<00:16:59.449> about<00:16:59.865> you<00:17:00.026> train<00:17:00.410> movements,<00:17:00.811> not<00:17:00.987> muscles,<00:17:01.629> right?

00:17:02.093 --> 00:17:03.857
You<00:17:02.174> don't—<00:17:02.606> I<00:17:02.622> don't<00:17:02.815> care<00:17:02.975> if<00:17:03.055> you're<00:17:03.151> working<00:17:03.456> your<00:17:03.536> biceps.

00:17:04.033 --> 00:17:05.556
I<00:17:04.177> want<00:17:04.322> to<00:17:04.354> be<00:17:04.498> able<00:17:04.626> to<00:17:04.674> swing<00:17:04.851> a<00:17:04.915> tennis<00:17:05.219> racket.

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That's<00:17:05.957> my<00:17:06.101> whole<00:17:06.341> kinetic<00:17:06.678> chain<00:17:07.223> from<00:17:07.303> my<00:17:07.479> legs<00:17:07.960> through<00:17:08.105> my<00:17:08.265> hips,<00:17:08.602> whatever,<00:17:08.986> right?

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Because<00:17:09.740> that's<00:17:10.044> the<00:17:10.269> end<00:17:10.445> I<00:17:10.605> want.

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So,<00:17:11.471> when<00:17:11.808> the<00:17:11.952> way<00:17:12.064> it<00:17:12.192> works<00:17:12.385> in<00:17:12.513> companies,<00:17:12.930> there's<00:17:13.154> silos,<00:17:13.635> right?

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You<00:17:14.293> want<00:17:14.437> to<00:17:14.469> set<00:17:15.336> cost<00:17:15.737> savings.

00:17:16.379 --> 00:17:18.080
This<00:17:16.555> is<00:17:16.636> a<00:17:16.700> big<00:17:16.860> thing,<00:17:17.037> efficiencies,<00:17:17.904> right?

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So,<00:17:18.305> they<00:17:18.385> go<00:17:18.610> to<00:17:18.867> finance<00:17:19.364> or<00:17:19.428> they<00:17:19.509> go<00:17:19.605> to<00:17:19.669> procurement<00:17:20.054> and<00:17:20.150> they<00:17:20.247> say,<00:17:20.471> you<00:17:20.552> know,<00:17:20.712> fix<00:17:20.953> it.

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But<00:17:21.675> for<00:17:21.836> them<00:17:21.996> to<00:17:22.141> fix<00:17:22.397> it,<00:17:22.542> they<00:17:22.638> have<00:17:22.799> to<00:17:22.943> cross<00:17:23.344> the<00:17:23.425> whole<00:17:23.585> value<00:17:23.842> chain,<00:17:24.468> right?

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And<00:17:24.885> the<00:17:25.029> other<00:17:25.142> guys<00:17:25.366> aren't<00:17:25.527> working<00:17:25.912> on<00:17:26.073> it<00:17:26.233> and<00:17:26.329> it's<00:17:26.554> not<00:17:26.715> in<00:17:26.779> their<00:17:26.827> incentive.

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It's<00:17:27.581> impossible.

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It's<00:17:28.239> insane.

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It's<00:17:29.026> like<00:17:29.298> fix<00:17:29.475> your<00:17:29.603> tennis<00:17:29.812> swing<00:17:30.085> doing<00:17:30.261> just<00:17:30.486> biceps,<00:17:31.305> right?

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So,<00:17:32.251> you<00:17:32.572> have<00:17:32.733> to<00:17:32.813> put<00:17:32.910> it<00:17:32.990> on<00:17:33.086> your<00:17:33.214> head.

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But<00:17:33.856> the<00:17:34.017> whole<00:17:34.338> system<00:17:34.755> is<00:17:34.900> designed<00:17:35.782> to<00:17:35.943> work<00:17:36.135> that<00:17:36.344> way,<00:17:36.681> right?

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And<00:17:37.724> then,<00:17:37.965> there's,<00:17:39.072> you<00:17:39.153> know,<00:17:39.474> the<00:17:39.570> self<00:17:40.373> there's<00:17:40.871> a<00:17:40.999> bias<00:17:41.899> because<00:17:43.329> it's<00:17:43.570> called<00:17:43.971> self-justification<00:17:44.791> bias,<00:17:45.048> right?

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The<00:17:46.076> people<00:17:46.783> who<00:17:46.863> are<00:17:47.442> most<00:17:47.843> resistant<00:17:48.566> to<00:17:48.727> change<00:17:49.514> in<00:17:49.610> an<00:17:49.691> organization<00:17:50.414> are<00:17:50.494> the<00:17:50.655> ones<00:17:50.880> who<00:17:51.040> have<00:17:51.104> had<00:17:51.538> the<00:17:51.619> most<00:17:51.924> success<00:17:52.904> in<00:17:52.984> that<00:17:53.225> model.

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Why<00:17:54.350> is<00:17:54.430> that?

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Well,<00:17:54.992> because<00:17:55.940> you<00:17:56.438> think<00:17:56.776> if<00:17:56.904> you've<00:17:57.097> had<00:17:57.242> success<00:17:58.029> and<00:17:58.125> the<00:17:58.206> model<00:17:58.543> is<00:17:58.752> fair,<00:17:59.250> then<00:17:59.410> I<00:17:59.555> deserve<00:17:59.892> it,<00:18:00.117> right?

00:18:00.551 --> 00:18:04.616
If<00:18:00.615> the<00:18:00.760> model's<00:18:01.242> wrong,<00:18:01.644> broken,<00:18:01.997> shit,<00:18:02.302> maybe<00:18:02.688> I<00:18:02.784> don't<00:18:03.106> deserve<00:18:03.507> to<00:18:03.652> be<00:18:03.812> where<00:18:03.989> I<00:18:04.596> am.

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So,<00:18:04.776> the<00:18:04.873> ones<00:18:05.082> who<00:18:05.114> are<00:18:05.258> highest<00:18:05.676> up<00:18:05.837> are<00:18:05.901> the<00:18:05.997> ones<00:18:06.238> who<00:18:06.383> are<00:18:06.624> most<00:18:07.042> emotionally<00:18:07.587> vested<00:18:08.244> in<00:18:08.324> that<00:18:08.564> model<00:18:08.789> being<00:18:08.965> correct<00:18:09.334> because<00:18:09.542> it<00:18:09.670> means<00:18:09.991> I<00:18:10.071> deserve<00:18:10.407> to<00:18:10.504> be<00:18:10.648> where<00:18:10.808> I<00:18:10.952> am.

00:18:11.529 --> 00:18:16.354
And<00:18:11.610> that's—<00:18:12.106> so,<00:18:12.667> if<00:18:12.732> you're<00:18:12.828> thinking<00:18:13.036> about<00:18:13.212> changing,<00:18:13.677> you've<00:18:13.773> got<00:18:13.966> to<00:18:14.719> at<00:18:14.895> least<00:18:15.296> put<00:18:15.456> that<00:18:15.617> on<00:18:15.713> the<00:18:15.793> table,<00:18:16.242> right?

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The<00:18:16.498> elephant<00:18:16.755> in<00:18:16.803> the<00:18:16.899> room.

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And<00:18:17.508> then,<00:18:17.620> you<00:18:17.700> got<00:18:17.812> to<00:18:17.844> help<00:18:18.021> people<00:18:18.582> understand<00:18:19.063> what<00:18:19.223> that<00:18:19.383> change<00:18:19.688> means<00:18:19.928> for<00:18:20.024> them<00:18:20.265> and<00:18:20.393> help<00:18:20.505> them<00:18:20.665> lead<00:18:20.906> it.

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If<00:18:21.371> you<00:18:21.403> don't,<00:18:21.868> what<00:18:22.012> you<00:18:22.092> get<00:18:22.268> is<00:18:22.813> what<00:18:23.470> these<00:18:23.631> two<00:18:23.775> psychologists<00:18:24.272> called<00:18:24.432> Keegan<00:18:24.737> and<00:18:24.833> Leahy<00:18:25.153> called<00:18:26.099> hidden<00:18:26.339> commitments,<00:18:26.820> right?

00:18:27.157 --> 00:18:32.398
We<00:18:27.285> each<00:18:27.381> have<00:18:27.558> these<00:18:28.343> sort<00:18:28.535> of<00:18:28.583> things<00:18:28.840> to<00:18:28.984> protect<00:18:29.401> ourselves<00:18:29.866> internally<00:18:30.843> and<00:18:30.988> we<00:18:31.148> do<00:18:31.324> them<00:18:31.484> without<00:18:31.805> even<00:18:32.045> noticing<00:18:32.366> it.

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And<00:18:32.606> that's<00:18:32.831> where<00:18:32.927> resistance<00:18:33.344> to<00:18:33.488> change<00:18:33.728> comes<00:18:33.905> from.

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We<00:18:34.514> don't<00:18:34.642> even<00:18:34.754> know<00:18:34.914> why<00:18:35.155> we're<00:18:35.411> doing<00:18:35.475> it.

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Right?

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Because,<00:18:36.856> but<00:18:37.001> it's<00:18:37.097> just<00:18:37.418> a,<00:18:37.579> it's<00:18:37.836> a<00:18:37.900> defense<00:18:38.221> mechanism<00:18:38.622> because<00:18:38.783> that's<00:18:39.008> come,<00:18:39.265> that's<00:18:39.505> saved<00:18:39.746> us<00:18:39.891> in<00:18:39.971> the<00:18:40.051> past,<00:18:40.854> but<00:18:41.191> the<00:18:41.272> situation<00:18:41.834> is<00:18:41.914> different.

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Right?

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Yeah.

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How<00:18:44.419> do<00:18:44.628> you<00:18:45.045> like,<00:18:45.511> uh,<00:18:46.153> how<00:18:46.249> do<00:18:46.313> you<00:18:46.490> motivate<00:18:47.116> a<00:18:47.148> CEO?

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And<00:18:47.855> I<00:18:47.999> wonder<00:18:48.481> like<00:18:48.722> too,<00:18:49.123> how,<00:18:49.445> how<00:18:49.541> much<00:18:49.846> of<00:18:49.942> their<00:18:50.328> issue<00:18:50.809> is<00:18:50.986> around<00:18:51.307> distraction<00:18:51.885> and<00:18:52.030> being,<00:18:52.816> being<00:18:52.993> spread<00:18:53.378> too<00:18:53.555> thin,<00:18:53.876> maybe<00:18:54.904> like,<00:18:55.064> are<00:18:55.161> they<00:18:55.257> spread<00:18:55.707> too<00:18:55.819> thin?

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Are<00:18:56.140> they<00:18:56.285> doing<00:18:56.590> too<00:18:56.766> much?

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And<00:18:58.372> is<00:18:58.533> it,<00:18:58.677> is<00:18:58.934> it<00:18:59.014> like<00:18:59.175> a<00:18:59.239> focus<00:18:59.753> as<00:18:59.881> much<00:19:00.058> as<00:19:00.202> anything?

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Yeah.

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Focus<00:19:01.905> is<00:19:01.937> something<00:19:02.306> actually<00:19:02.531> I<00:19:02.547> talk<00:19:02.724> about<00:19:02.836> in<00:19:02.948> the<00:19:03.029> book<00:19:03.286> and<00:19:03.414> it's<00:19:03.526> really<00:19:03.751> important,<00:19:04.891> right?

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So,<00:19:06.786> you<00:19:07.686> can<00:19:07.862> sequentially<00:19:08.472> go<00:19:08.585> to<00:19:08.665> stuff,<00:19:08.890> but<00:19:09.051> multitasking<00:19:09.773> is<00:19:09.853> a<00:19:09.934> myth,<00:19:10.255> right?

00:19:10.721 --> 00:19:14.045
You<00:19:10.817> can<00:19:11.042> change<00:19:11.299> from<00:19:11.459> one<00:19:11.620> thing<00:19:11.780> to<00:19:11.925> another,<00:19:12.166> but<00:19:12.246> you<00:19:12.278> can't<00:19:12.535> do<00:19:12.583> two<00:19:12.744> things<00:19:13.226> at<00:19:13.547> the<00:19:13.691> same<00:19:13.868> time.

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And<00:19:14.269> the<00:19:14.976> whole—<00:19:15.779> and<00:19:16.421> the<00:19:16.839> image<00:19:17.096> of<00:19:17.224> that,<00:19:17.465> and<00:19:17.626> I<00:19:17.722> talk<00:19:17.963> about<00:19:18.123> this<00:19:18.268> with<00:19:18.429> athletes<00:19:18.830> because<00:19:19.569> when<00:19:19.729> they<00:19:19.970> lose<00:19:20.211> focus<00:19:20.596> on<00:19:20.757> the<00:19:20.853> point<00:19:21.239> they're<00:19:21.335> playing<00:19:21.977> and<00:19:22.042> they're<00:19:22.186> thinking<00:19:22.347> about<00:19:22.523> the<00:19:22.620> one<00:19:22.764> they<00:19:22.861> just<00:19:23.086> lost<00:19:23.567> or<00:19:23.648> what<00:19:23.696> might<00:19:23.904> happen<00:19:24.065> in<00:19:24.145> the<00:19:24.226> future,<00:19:25.173> they<00:19:25.334> lose<00:19:25.510> strength,<00:19:25.976> right?

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So,<00:19:26.474> if<00:19:26.554> you<00:19:26.650> think<00:19:27.180> a<00:19:27.341> woman's<00:19:27.598> high<00:19:27.823> heel<00:19:28.064> hurts<00:19:28.321> a<00:19:28.385> lot.

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Why?

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Because<00:19:29.589> all<00:19:29.766> the<00:19:29.910> weight<00:19:30.151> is<00:19:30.248> in<00:19:30.472> one<00:19:30.713> small<00:19:31.034> point.

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She<00:19:31.920> takes<00:19:32.040> off<00:19:32.200> the<00:19:32.360> shoes,<00:19:32.720> it<00:19:32.740> hurts<00:19:32.900> less,<00:19:33.460> right?

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Because<00:19:34.580> you're<00:19:34.980> dispersing<00:19:35.340> the<00:19:35.500> energy.

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So<00:19:36.020> mental<00:19:36.240> energy<00:19:36.560> is<00:19:36.740> exactly<00:19:37.020> the<00:19:37.280> same.

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And<00:19:37.721> so<00:19:37.820> it's<00:19:37.900> what<00:19:38.020> you're<00:19:38.160> saying.

00:19:39.200 --> 00:19:42.240
COs<00:19:39.600> have<00:19:39.800> such<00:19:40.140> a<00:19:40.380> broad<00:19:40.520> remit<00:19:40.820> that<00:19:40.980> they're<00:19:41.120> trying<00:19:41.320> to<00:19:41.640> control.

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And<00:19:43.160> let's<00:19:43.320> face<00:19:43.600> it,<00:19:44.160> it's<00:19:44.220> insane.

00:19:44.800 --> 00:19:47.600
You<00:19:44.801> can't,<00:19:45.400> you<00:19:45.401> know,<00:19:45.980> just<00:19:46.160> a<00:19:46.380> whole<00:19:46.720> exco,<00:19:47.460> right?

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I<00:19:47.601> mean,<00:19:47.920> what<00:19:47.960> is<00:19:48.160> it,<00:19:48.400> 8,<00:19:48.520> 10<00:19:48.840> people,<00:19:49.340> right?

00:19:50.320 --> 00:19:52.840
What<00:19:50.400> are<00:19:50.520> you<00:19:50.540> going<00:19:50.660> to<00:19:50.820> control,<00:19:51.020> 50,000<00:19:51.600> people,<00:19:51.940> 10,000<00:19:52.420> people?

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It<00:19:53.160> doesn't<00:19:53.480> make<00:19:53.700> any<00:19:54.000> sense.

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So,<00:19:55.320> you<00:19:55.321> know,<00:19:55.760> my<00:19:55.880> title,<00:19:56.360> for<00:19:56.361> example,<00:19:56.720> in<00:19:56.840> my<00:19:56.960> company,<00:19:58.002> And<00:19:58.306> you'll<00:19:58.403> see<00:19:58.547> it<00:19:58.627> on<00:19:58.707> their<00:19:58.803> web.

00:19:59.044 --> 00:20:01.657
CEO<00:19:59.365> is<00:19:59.525> crossed<00:19:59.926> out<00:20:00.150> and<00:20:00.246> it<00:20:00.343> says<00:20:00.792> Chief<00:20:01.048> Passion<00:20:01.449> Officer.

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And<00:20:02.796> that's<00:20:03.052> actually<00:20:03.389> my<00:20:03.758> in<00:20:03.918> to<00:20:04.014> talk<00:20:04.271> to<00:20:04.351> CEOs<00:20:04.720> and<00:20:04.800> say,<00:20:05.121> that's<00:20:05.377> what<00:20:05.522> I<00:20:05.618> believe<00:20:06.099> a<00:20:06.163> CEO<00:20:06.644> is,<00:20:06.965> right?

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Your<00:20:07.847> job<00:20:08.167> is<00:20:08.328> to<00:20:08.408> find<00:20:08.680> a<00:20:08.889> really<00:20:09.129> compelling<00:20:09.546> mission,<00:20:10.572> align<00:20:10.909> people<00:20:11.230> behind<00:20:11.550> it,<00:20:12.336> create<00:20:12.833> the<00:20:12.913> conditions<00:20:13.779> so<00:20:13.971> they<00:20:14.116> can<00:20:14.356> bring<00:20:14.597> their<00:20:14.757> brilliance<00:20:15.238> and<00:20:15.318> then<00:20:15.479> get<00:20:15.623> out<00:20:15.719> of<00:20:15.783> the<00:20:15.863> way,<00:20:16.425> right?

00:20:17.002 --> 00:20:20.690
When<00:20:17.242> you<00:20:17.467> try<00:20:18.108> and<00:20:18.301> stop<00:20:18.782> that,<00:20:19.231> then<00:20:19.391> you<00:20:19.423> become<00:20:19.712> a<00:20:19.792> bottleneck,<00:20:20.353> right?

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When<00:20:21.315> you<00:20:21.411> try<00:20:21.812> and,<00:20:22.117> you<00:20:22.149> know,<00:20:22.774> I<00:20:22.999> heard<00:20:23.127> somebody<00:20:23.656> say,<00:20:23.961> you<00:20:24.057> know,<00:20:24.618> control<00:20:25.163> is<00:20:25.259> for<00:20:25.484> beginners,<00:20:25.981> right?

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Well,<00:20:26.750> actually,<00:20:27.050> control<00:20:27.210> is<00:20:27.550> for<00:20:27.730> people<00:20:28.010> who<00:20:28.170> don't<00:20:28.450> live<00:20:28.570> in<00:20:28.670> reality.

00:20:29.410 --> 00:20:31.610
You're<00:20:29.510> not<00:20:29.590> going<00:20:29.730> to<00:20:29.770> be<00:20:29.830> able<00:20:29.930> to<00:20:30.150> control<00:20:30.230> it<00:20:30.390> anyway,<00:20:30.950> right?

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It's<00:20:31.730> false.

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There's<00:20:33.130> just<00:20:33.250> no<00:20:33.430> way.

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You<00:20:33.751> humanly<00:20:34.170> can't.

00:20:34.850 --> 00:20:39.630
So,<00:20:34.990> what<00:20:34.991> you<00:20:35.110> need<00:20:35.230> to<00:20:35.430> do<00:20:35.490> is<00:20:35.690> find<00:20:36.150> the<00:20:36.330> right<00:20:36.490> people,<00:20:37.130> which<00:20:37.150> is<00:20:37.310> where<00:20:37.390> culture<00:20:37.730> comes<00:20:37.950> in,<00:20:38.730> and<00:20:38.770> work<00:20:39.090> on<00:20:39.330> that.

00:20:39.630 --> 00:20:40.640
And<00:20:39.710> that's<00:20:39.930> not<00:20:40.090> easy.

00:20:40.910 --> 00:20:41.850
Make<00:20:41.010> sure<00:20:41.170> you<00:20:41.250> get<00:20:41.350> the<00:20:41.470> right<00:20:41.610> people.

00:20:41.850 --> 00:20:43.850
And<00:20:41.950> sometimes<00:20:42.090> you<00:20:42.230> have<00:20:42.370> to<00:20:42.630> fine-tune<00:20:42.930> your<00:20:43.010> roster,<00:20:43.470> right?

00:20:43.850 --> 00:20:45.280
It's<00:20:43.950> just<00:20:44.070> like<00:20:44.190> a<00:20:44.330> sports<00:20:44.570> team,<00:20:44.930> right?

00:20:45.370 --> 00:20:48.270
Bill<00:20:45.470> Belichick,<00:20:46.150> I<00:20:46.390> loved<00:20:46.830> his<00:20:47.150> theory<00:20:47.450> on<00:20:47.690> that.

00:20:48.270 --> 00:20:49.390
Won<00:20:48.650> the<00:20:48.790> Super<00:20:49.050> Bowl.

00:20:49.390 --> 00:20:52.150
He<00:20:49.470> would<00:20:49.650> go<00:20:49.830> into<00:20:50.010> the<00:20:50.110> offseason<00:20:50.510> and<00:20:50.770> say,<00:20:50.890> okay,<00:20:51.070> where<00:20:51.410> are<00:20:51.670> we<00:20:51.830> weak?

00:20:52.422 --> 00:20:54.845
And<00:20:52.502> he<00:20:52.646> would<00:20:52.743> review<00:20:53.208> every<00:20:53.529> single<00:20:53.946> role<00:20:54.251> on<00:20:54.347> the<00:20:54.428> roster.

00:20:55.134 --> 00:20:56.835
And<00:20:55.214> he<00:20:55.374> would—<00:20:55.695> and<00:20:55.808> every<00:20:56.032> year<00:20:56.112> he'd<00:20:56.257> come<00:20:56.417> up<00:20:56.578> better.

00:20:57.075 --> 00:20:59.899
And<00:20:57.123> he<00:20:57.171> managed<00:20:57.541> to<00:20:57.637> do<00:20:57.733> it<00:20:57.861> with<00:20:57.974> a<00:20:58.038> team<00:20:58.279> of<00:20:58.423> not<00:20:59.001> superstars,<00:20:59.707> right?

00:21:00.124 --> 00:21:02.419
Because<00:21:00.365> he<00:21:00.509> had<00:21:00.686> that<00:21:00.910> clear,<00:21:01.392> never<00:21:01.648> sat<00:21:01.953> on<00:21:01.985> his<00:21:02.114> laurels.

00:21:02.723 --> 00:21:04.424
So<00:21:02.852> companies<00:21:03.349> need<00:21:03.494> to<00:21:03.638> keep<00:21:03.815> doing<00:21:04.087> that,<00:21:04.296> right?

00:21:04.472 --> 00:21:06.591
You<00:21:04.537> need<00:21:04.761> to<00:21:05.082> keep<00:21:05.499> saying,<00:21:05.740> okay,<00:21:05.981> does<00:21:06.125> this<00:21:06.286> work?

00:21:06.703 --> 00:21:11.388
And<00:21:06.783> maybe<00:21:07.425> Joe,<00:21:07.810> who<00:21:07.971> used<00:21:08.083> to<00:21:08.163> be<00:21:08.307> great,<00:21:08.869> we've<00:21:09.046> now<00:21:09.415> shifted<00:21:09.912> and<00:21:10.137> Joe<00:21:10.313> doesn't<00:21:10.634> bring<00:21:10.795> the<00:21:10.875> value<00:21:11.099> we<00:21:11.260> want.

00:21:11.436 --> 00:21:11.998
That's<00:21:11.677> okay.

00:21:12.463 --> 00:21:13.057
Nothing<00:21:12.704> wrong<00:21:12.881> with<00:21:12.961> that.

00:21:13.105 --> 00:21:14.245
And<00:21:13.185> you<00:21:13.282> have<00:21:13.442> to<00:21:13.522> move<00:21:13.747> on,<00:21:14.004> right?

00:21:15.448 --> 00:21:20.037
And<00:21:15.592> so<00:21:16.090> the<00:21:16.250> way<00:21:16.475> we<00:21:16.635> hire<00:21:17.133> or<00:21:17.293> promote<00:21:17.694> in<00:21:17.839> companies<00:21:18.417> tends<00:21:18.737> to<00:21:18.818> be<00:21:18.962> on<00:21:19.042> historical<00:21:19.524> performance.

00:21:20.262 --> 00:21:22.879
So,<00:21:20.984> you<00:21:21.065> know,<00:21:21.289> how<00:21:21.370> do<00:21:21.691> you<00:21:21.931> choose<00:21:22.124> a<00:21:22.172> sales<00:21:22.429> director,<00:21:22.750> right?

00:21:22.927 --> 00:21:25.656
You<00:21:23.007> take<00:21:23.232> a<00:21:23.392> good<00:21:23.553> sales<00:21:23.794> guy<00:21:24.018> and<00:21:24.083> you<00:21:24.115> make<00:21:24.259> him<00:21:24.356> a<00:21:24.677> lousy<00:21:25.014> sales<00:21:25.319> director.

00:21:26.025 --> 00:21:26.202
Why?

00:21:26.282 --> 00:21:30.520
Because<00:21:26.523> being<00:21:26.683> a<00:21:26.699> sales<00:21:26.940> director<00:21:27.550> has<00:21:27.727> a<00:21:27.807> lot<00:21:28.032> of<00:21:28.080> skills<00:21:28.834> that<00:21:28.931> you<00:21:29.011> don't<00:21:29.172> need<00:21:29.396> to<00:21:29.428> be<00:21:29.573> a<00:21:29.589> sales<00:21:29.894> guy,<00:21:30.295> right?

00:21:31.564 --> 00:21:36.813
And<00:21:31.740> that's<00:21:32.286> even<00:21:32.527> more<00:21:32.864> accentuated<00:21:33.570> when<00:21:33.667> you<00:21:33.811> say,<00:21:33.972> okay,<00:21:34.148> now<00:21:34.309> we're<00:21:34.453> creating<00:21:34.694> a<00:21:34.726> new<00:21:34.951> role,<00:21:35.657> head<00:21:35.850> of<00:21:35.994> innovation,<00:21:36.556> right?

00:21:37.182 --> 00:21:39.173
You<00:21:37.536> know,<00:21:38.146> who<00:21:38.242> the<00:21:38.306> hell's<00:21:38.547> done<00:21:38.723> innovation?

00:21:39.430 --> 00:21:39.831
I<00:21:39.526> don't<00:21:39.703> know.

00:21:39.911 --> 00:21:41.164
Tom<00:21:40.249> sold<00:21:40.489> something<00:21:40.810> innovative.

00:21:41.212 --> 00:21:41.950
Let's<00:21:41.372> put<00:21:41.517> him<00:21:41.613> there,<00:21:41.790> right?

00:21:42.657 --> 00:21:44.984
And<00:21:42.801> so,<00:21:43.218> you're<00:21:43.379> actually<00:21:43.700> saying,<00:21:43.941> well,<00:21:44.101> who's<00:21:44.278> the<00:21:44.423> closest?

00:21:45.049 --> 00:21:46.012
Who<00:21:45.081> has<00:21:45.209> the<00:21:45.305> closest<00:21:45.691> proxy?

00:21:46.092 --> 00:21:50.444
As<00:21:46.204> opposed<00:21:46.590> to<00:21:46.670> saying,<00:21:47.376> What<00:21:47.698> attributes,<00:21:48.196> what<00:21:48.420> skills,<00:21:48.838> what<00:21:48.999> personality<00:21:49.561> traits<00:21:49.866> do<00:21:50.026> I<00:21:50.123> need?

00:21:51.247 --> 00:21:52.467
And<00:21:51.327> then<00:21:51.424> let's<00:21:51.584> go<00:21:51.713> find<00:21:51.970> that,<00:21:52.275> right?

00:21:52.532 --> 00:21:53.736
Do<00:21:52.676> I<00:21:52.757> have<00:21:52.917> them<00:21:53.078> in<00:21:53.399> or<00:21:53.495> not?

00:21:54.363 --> 00:21:57.189
But<00:21:54.523> we<00:21:54.619> tend<00:21:54.860> to<00:21:54.941> think,<00:21:55.326> oh,<00:21:55.503> well,<00:21:55.728> I'll<00:21:55.985> go<00:21:56.547> the<00:21:56.643> safe<00:21:57.109> route.

00:21:57.430 --> 00:22:01.750
But<00:21:57.526> it's<00:21:57.735> actually<00:21:58.072> not<00:21:58.313> the<00:21:58.394> safe<00:21:58.634> route<00:21:58.795> because<00:21:58.940> you're<00:21:59.036> just—<00:21:59.743> you're<00:21:59.823> saying,<00:22:00.385> okay,<00:22:00.786> this<00:22:00.947> is<00:22:01.043> as<00:22:01.124> far<00:22:01.300> as<00:22:01.381> I<00:22:01.397> can<00:22:01.525> go.

00:22:01.927 --> 00:22:03.934
I<00:22:02.007> can<00:22:02.103> only<00:22:02.248> go<00:22:02.392> as<00:22:02.489> far<00:22:02.553> as<00:22:02.649> my<00:22:02.794> past,<00:22:03.613> right?

00:22:04.561 --> 00:22:10.599
And<00:22:05.123> with<00:22:05.540> new,<00:22:05.926> you<00:22:06.022> know,<00:22:06.327> in<00:22:06.488> all<00:22:06.680> industries,<00:22:07.146> new<00:22:07.371> entrants<00:22:07.692> coming<00:22:08.013> in,<00:22:08.592> they're<00:22:08.752> fast,<00:22:09.218> they're<00:22:09.378> agile,<00:22:09.876> they're<00:22:10.117> innovative.

00:22:10.663 --> 00:22:11.611
They<00:22:10.744> got<00:22:10.920> nothing<00:22:11.241> to<00:22:11.386> lose.

00:22:12.301 --> 00:22:15.093
If<00:22:12.430> you're<00:22:12.590> not<00:22:12.831> able<00:22:13.088> to<00:22:13.185> match<00:22:13.634> that,<00:22:14.052> you're<00:22:14.148> going<00:22:14.244> to<00:22:14.292> get<00:22:14.436> blown<00:22:14.613> out<00:22:14.677> of<00:22:14.709> the<00:22:14.773> water.

00:22:15.334 --> 00:22:21.727
And<00:22:15.478> look<00:22:15.590> at<00:22:15.638> all<00:22:15.798> the<00:22:15.895> big<00:22:16.119> giants<00:22:17.000> that,<00:22:17.176> you<00:22:17.241> know,<00:22:17.737> Nokia<00:22:18.154> got<00:22:18.298> blown<00:22:18.683> out,<00:22:19.580> Motorola<00:22:20.061> before<00:22:20.462> them,<00:22:21.183> BlackBerry.

00:22:21.776 --> 00:22:22.481
Remember<00:22:22.064> BlackBerry?

00:22:22.545 --> 00:22:23.843
They're<00:22:22.689> off,<00:22:22.929> you<00:22:23.009> know,<00:22:23.186> just<00:22:23.346> disappeared.

00:22:24.147 --> 00:22:29.676
That's<00:22:24.468> big,<00:22:24.788> big<00:22:25.093> companies<00:22:27.096> that<00:22:27.256> were<00:22:27.576> the<00:22:27.657> absolute<00:22:27.993> leaders<00:22:28.538> and<00:22:28.634> they<00:22:28.794> just<00:22:29.195> stopped.

00:22:30.461 --> 00:22:32.127
So,<00:22:31.118> just<00:22:31.278> like<00:22:31.438> an<00:22:31.583> athlete,<00:22:31.983> right?

00:22:32.464 --> 00:22:35.124
He<00:22:32.496> could<00:22:32.544> be<00:22:32.624> a<00:22:32.640> great<00:22:32.881> athlete,<00:22:33.265> but<00:22:33.345> he<00:22:33.377> stops<00:22:33.826> training,<00:22:34.163> stops<00:22:34.483> pushing<00:22:34.723> the<00:22:34.868> limit.

00:22:35.605 --> 00:22:35.861
Boom!

00:22:35.941 --> 00:22:37.464
Somebody<00:22:36.310> comes<00:22:36.486> and<00:22:36.566> passes<00:22:37.111> you,<00:22:37.271> right?

00:22:38.233 --> 00:22:41.135
So,<00:22:38.730> I<00:22:38.810> think<00:22:39.050> a<00:22:39.130> lot<00:22:39.290> of<00:22:39.355> times<00:22:39.675> is<00:22:39.980> There's<00:22:40.236> the<00:22:40.317> curse<00:22:40.573> of<00:22:40.605> success.

00:22:41.360 --> 00:22:44.634
You've<00:22:41.456> been<00:22:41.617> successful<00:22:42.243> and<00:22:42.403> you<00:22:42.499> think,<00:22:43.366> okay,<00:22:43.639> I'm<00:22:43.751> going<00:22:43.896> to<00:22:43.944> sit<00:22:44.088> on<00:22:44.120> my<00:22:44.329> laurels.

00:22:45.132 --> 00:22:51.905
And<00:22:45.292> then,<00:22:45.693> there's<00:22:46.111> just<00:22:46.993> the<00:22:47.074> misunderstanding<00:22:47.700> of<00:22:48.021> what<00:22:48.181> pieces<00:22:48.518> do<00:22:48.663> I<00:22:48.759> have<00:22:49.064> that<00:22:49.144> are<00:22:49.240> holding<00:22:49.561> me<00:22:49.722> back<00:22:50.284> that<00:22:50.332> are<00:22:50.428> just<00:22:50.589> intrinsic<00:22:51.150> in<00:22:51.182> my<00:22:51.247> organization.

00:22:52.434 --> 00:22:54.344
And<00:22:52.531> sometimes,<00:22:52.932> it's<00:22:53.253> challenging<00:22:53.670> those<00:22:53.895> paradigms.

00:22:54.392 --> 00:22:56.399
And,<00:22:54.617> you<00:22:54.697> know,<00:22:55.163> what<00:22:55.339> if<00:22:55.885> we<00:22:55.965> don't<00:22:56.142> do<00:22:56.238> this?

00:22:56.463 --> 00:22:59.448
What<00:22:56.623> if<00:22:56.768> we<00:22:57.169> find<00:22:57.362> somebody<00:22:57.667> from<00:22:57.891> outside<00:22:58.260> the<00:22:58.389> industry,<00:22:59.175> right?

00:23:00.058 --> 00:23:00.491
Ah,<00:23:00.331> you<00:23:00.411> know.

00:23:00.957 --> 00:23:07.640
But,<00:23:01.342> you<00:23:01.438> know,<00:23:01.583> that<00:23:02.000> a<00:23:02.080> lot<00:23:02.241> of<00:23:02.321> times<00:23:02.642> innovation<00:23:03.043> comes<00:23:03.990> horizontally,<00:23:04.472> right,<00:23:04.889> from<00:23:05.194> other<00:23:07.140> industries.

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So,<00:23:07.940> you<00:23:07.941> got<00:23:08.200> example,<00:23:08.980> Steve<00:23:09.040> Jobs.

00:23:09.600 --> 00:23:11.740
Steve<00:23:09.840> Jobs<00:23:09.980> goes<00:23:10.160> into<00:23:10.360> the<00:23:10.460> music<00:23:10.760> industry,<00:23:11.160> right?

00:23:11.740 --> 00:23:20.160
Because<00:23:12.240> he<00:23:12.420> was<00:23:12.600> fresh<00:23:13.040> and<00:23:13.460> he<00:23:13.560> wasn't<00:23:14.180> a<00:23:14.740> victim<00:23:15.180> of<00:23:15.600> the<00:23:15.720> paradigms,<00:23:16.260> he<00:23:16.261> wasn't<00:23:16.480> hostage<00:23:16.820> to<00:23:17.000> paradigms,<00:23:17.820> he<00:23:17.880> asked<00:23:18.120> questions<00:23:18.440> like,<00:23:18.800> hey,<00:23:18.940> what<00:23:19.000> if<00:23:19.060> we<00:23:19.120> don't<00:23:19.280> sell<00:23:19.480> a<00:23:19.560> whole<00:23:19.760> CD?

00:23:20.720 --> 00:23:21.700
What<00:23:20.780> if<00:23:20.900> we<00:23:20.901> just<00:23:21.060> sell<00:23:21.200> one<00:23:21.360> song?

00:23:21.700 --> 00:23:23.180
Oh,<00:23:21.960> no,<00:23:22.100> that's<00:23:22.300> blasphemy,<00:23:22.660> right?

00:23:23.180 --> 00:23:24.070
What<00:23:23.320> if<00:23:23.440> it's<00:23:23.560> not<00:23:23.720> physical?

00:23:24.200 --> 00:23:25.300
What<00:23:24.220> if<00:23:24.380> it's<00:23:24.420> digital,<00:23:24.900> right?

00:23:25.360 --> 00:23:28.360
Oh,<00:23:25.940> no,<00:23:26.180> you<00:23:26.320> touch<00:23:26.960> the<00:23:27.180> record.

00:23:28.360 --> 00:23:30.200
And<00:23:28.560> it's<00:23:28.780> like,<00:23:29.080> well,<00:23:29.200> maybe<00:23:29.280> people<00:23:29.540> don't<00:23:29.720> care<00:23:29.880> about<00:23:30.060> that.

00:23:30.200 --> 00:23:31.440
You<00:23:30.320> care<00:23:30.520> about<00:23:30.720> that,<00:23:30.940> right?

00:23:31.460 --> 00:23:33.920
But<00:23:31.940> maybe<00:23:32.200> people<00:23:32.540> don't<00:23:32.740> care<00:23:32.920> about<00:23:33.100> that,<00:23:33.400> right?

00:23:33.920 --> 00:23:37.150
So,<00:23:34.120> we<00:23:34.121> tend<00:23:34.300> to<00:23:34.520> fall<00:23:34.640> in<00:23:34.780> love<00:23:35.160> with<00:23:35.320> our<00:23:35.460> projects<00:23:36.040> and<00:23:36.560> our<00:23:36.700> products.

00:23:37.900 --> 00:23:39.840
And<00:23:37.980> all<00:23:38.120> of<00:23:38.240> a<00:23:38.241> sudden,<00:23:38.380> the<00:23:38.400> new<00:23:38.540> generation<00:23:38.940> may<00:23:39.140> not<00:23:39.320> care,<00:23:39.660> right?

00:23:39.840 --> 00:23:46.160
I<00:23:39.841> remember<00:23:40.080> when<00:23:40.260> banking<00:23:40.680> started<00:23:41.000> to<00:23:41.160> talk<00:23:41.340> about<00:23:41.540> online<00:23:41.840> banking,<00:23:42.620> you<00:23:42.640> know,<00:23:42.800> and<00:23:42.860> it<00:23:42.861> was<00:23:43.000> all<00:23:43.180> these<00:23:43.400> older,<00:23:43.880> you<00:23:43.900> know,<00:23:44.160> all<00:23:44.200> the<00:23:44.340> older<00:23:44.580> people<00:23:44.800> want<00:23:44.980> to<00:23:45.080> go<00:23:45.160> to<00:23:45.240> the<00:23:45.300> branch,<00:23:45.600> right?

00:23:46.160 --> 00:23:50.960
Most<00:23:46.360> of<00:23:46.640> us<00:23:46.960> would<00:23:47.380> never<00:23:47.600> go<00:23:47.760> to<00:23:47.900> a<00:23:48.000> branch,<00:23:48.320> you<00:23:48.480> know,<00:23:48.800> unless<00:23:48.900> we're<00:23:49.120> really<00:23:49.320> forced<00:23:49.660> to,<00:23:50.020> right?

00:23:50.960 --> 00:23:56.830
But<00:23:51.080> that<00:23:51.240> was<00:23:51.440> like,<00:23:51.960> it'll<00:23:52.100> never<00:23:52.380> work<00:23:52.900> because<00:23:53.520> it's,<00:23:53.880> you<00:23:53.940> know,<00:23:54.140> virtual,<00:23:54.820> people<00:23:54.940> don't<00:23:55.220> see<00:23:55.380> it,<00:23:55.580> they<00:23:55.620> don't<00:23:55.780> trust<00:23:56.080> it.

00:23:56.860 --> 00:24:00.592
So,<00:23:57.120> I<00:23:57.121> think<00:23:57.260> a<00:23:57.380> lot<00:23:57.500> of<00:23:57.680> times<00:23:57.760> it's<00:23:58.180> about<00:23:59.407> questioning,<00:24:00.048> what<00:24:00.224> am<00:24:00.320> I<00:24:00.384> doing?

00:24:00.689 --> 00:24:02.307
What's<00:24:01.105> working<00:24:01.442> and<00:24:01.506> what's<00:24:01.666> holding<00:24:01.890> me<00:24:02.051> back?

00:24:03.332 --> 00:24:07.867
And<00:24:03.509> there's<00:24:03.973> a<00:24:04.951> really<00:24:05.255> great<00:24:06.153> theory<00:24:06.473> by,<00:24:06.778> I<00:24:07.034> think<00:24:07.162> her<00:24:07.194> name<00:24:07.354> is<00:24:07.435> Peg<00:24:07.595> McColl.

00:24:08.781 --> 00:24:14.902
She's<00:24:09.357> a<00:24:09.438> PhD<00:24:09.902> in<00:24:10.063> cognitive<00:24:10.399> psychology,<00:24:11.040> but<00:24:11.200> she's<00:24:11.425> also<00:24:11.761> a<00:24:11.985> world-class<00:24:12.787> poker<00:24:13.043> player,<00:24:13.844> world<00:24:14.004> champion<00:24:14.405> poker<00:24:14.726> player.

00:24:15.350 --> 00:24:25.205
And<00:24:16.793> the<00:24:17.193> crux<00:24:17.466> of<00:24:17.594> her<00:24:17.754> observations<00:24:18.315> are<00:24:18.411> that<00:24:18.972> when<00:24:19.292> people<00:24:20.158> have<00:24:20.879> success,<00:24:21.696> they<00:24:22.097> grossly<00:24:23.042> overestimate<00:24:23.939> their<00:24:24.164> own<00:24:24.340> merit<00:24:24.580> in<00:24:24.724> that<00:24:24.885> success.

00:24:25.879 --> 00:24:32.267
So,<00:24:26.023> when<00:24:26.120> they<00:24:26.328> win<00:24:26.746> in<00:24:26.906> the<00:24:26.986> hands<00:24:27.307> and<00:24:27.388> when<00:24:27.548> they<00:24:27.773> lose,<00:24:29.057> they<00:24:29.378> overly<00:24:30.100> attribute<00:24:31.320> it<00:24:31.625> to<00:24:31.881> bad<00:24:32.122> luck.

00:24:33.310 --> 00:24:34.144
And<00:24:33.470> companies<00:24:33.888> do<00:24:34.032> that.

00:24:34.193 --> 00:24:35.910
And<00:24:34.273> I've<00:24:34.401> seen<00:24:34.530> a<00:24:34.610> lot<00:24:34.786> of<00:24:34.851> CEOs<00:24:35.332> do<00:24:35.428> that.

00:24:36.279 --> 00:24:38.702
When<00:24:36.439> it<00:24:36.520> goes<00:24:36.760> well,<00:24:37.081> they<00:24:37.178> feel<00:24:37.435> so<00:24:37.739> proud<00:24:38.044> of<00:24:38.077> themselves,<00:24:38.526> whatever.

00:24:39.248 --> 00:24:45.620
And<00:24:39.425> when<00:24:39.601> it<00:24:39.730> goes<00:24:39.986> bad,<00:24:40.372> they're<00:24:40.468> like,<00:24:40.693> "Oh,<00:24:40.949> what<00:24:41.174> a<00:24:41.415> bad<00:24:41.736> turn<00:24:41.912> of<00:24:41.993> luck."<00:24:43.501> And<00:24:44.063> that's<00:24:44.400> one<00:24:44.561> of<00:24:44.641> the<00:24:44.705> things<00:24:44.882> that<00:24:44.962> we<00:24:45.122> always<00:24:45.299> say.

00:24:45.828 --> 00:24:49.135
When<00:24:46.326> it<00:24:46.406> goes<00:24:46.647> well,<00:24:46.872> you<00:24:46.952> have<00:24:47.128> to<00:24:47.449> relax<00:24:47.851> and<00:24:47.931> say,<00:24:48.477> "Boy,<00:24:48.621> that<00:24:48.717> was<00:24:48.878> lucky.

00:24:49.375 --> 00:24:49.536
Okay.

00:24:49.696 --> 00:24:55.330
What<00:24:49.841> can<00:24:50.001> we<00:24:50.098> do<00:24:50.242> to<00:24:50.338> double<00:24:50.643> down<00:24:50.884> on<00:24:50.980> that?"<00:24:51.350> And<00:24:51.610> when<00:24:51.710> you<00:24:51.850> make<00:24:51.970> mistakes,<00:24:52.450> it's<00:24:52.530> learn<00:24:52.670> on<00:24:52.830> and<00:24:52.950> say,<00:24:53.210> what<00:24:53.230> could<00:24:53.410> I<00:24:53.470> have<00:24:53.670> done<00:24:53.970> to<00:24:54.410> have<00:24:54.630> avoided<00:24:54.890> that?

00:24:55.330 --> 00:24:57.390
And<00:24:55.350> there<00:24:55.490> are<00:24:55.590> always<00:24:55.910> things<00:24:56.190> you<00:24:56.310> could<00:24:56.490> have<00:24:56.650> done,<00:24:56.850> right?

00:24:57.390 --> 00:24:58.360
Now,<00:24:57.530> how<00:24:57.531> could<00:24:57.630> you<00:24:57.770> see<00:24:57.870> that<00:24:58.010> coming?

00:24:58.390 --> 00:24:59.930
Well,<00:24:58.550> that's<00:24:58.650> what<00:24:58.690> you<00:24:58.730> get<00:24:58.870> paid<00:24:59.030> for,<00:24:59.530> right?

00:24:59.950 --> 00:25:01.990
I<00:24:59.970> mean,<00:25:00.190> that's<00:25:00.290> why<00:25:00.410> we<00:25:00.550> pay<00:25:00.690> you<00:25:00.830> the<00:25:00.910> big<00:25:01.090> bucks,<00:25:01.470> right?

00:25:01.990 --> 00:25:05.270
It's<00:25:02.010> like<00:25:02.150> when<00:25:02.370> in<00:25:02.870> Europe<00:25:03.450> we<00:25:03.630> have<00:25:03.750> a<00:25:03.810> lot<00:25:03.990> of<00:25:04.150> soccer<00:25:04.390> players,<00:25:05.030> right?

00:25:05.270 --> 00:25:06.770
Cristiano<00:25:05.690> and<00:25:05.990> all<00:25:06.150> of<00:25:06.350> this.

00:25:06.770 --> 00:25:13.030
And<00:25:06.850> when<00:25:07.070> one<00:25:07.170> of<00:25:07.230> these<00:25:07.390> guys<00:25:07.589> misses<00:25:07.990> a<00:25:08.150> penalty,<00:25:08.950> some<00:25:09.590> penalty<00:25:10.070> shot,<00:25:10.550> one<00:25:10.551> of<00:25:10.670> the<00:25:11.030> fans<00:25:11.510> will<00:25:11.710> always<00:25:11.910> say,<00:25:12.070> well,<00:25:12.330> he's<00:25:12.490> just<00:25:12.630> human.

00:25:13.370 --> 00:25:15.690
No,<00:25:13.810> you<00:25:13.811> get<00:25:13.970> paid<00:25:14.230> $110<00:25:14.910> million<00:25:15.230> a<00:25:15.490> year.

00:25:15.690 --> 00:25:16.840
You<00:25:15.910> can't<00:25:16.250> be<00:25:16.390> human.

00:25:17.360 --> 00:25:19.860
You'd<00:25:17.700> be<00:25:17.820> human<00:25:18.040> for<00:25:18.280> like<00:25:18.480> $500K<00:25:19.100> a<00:25:19.280> year,<00:25:19.360> right?

00:25:19.860 --> 00:25:21.280
You<00:25:19.900> can't<00:25:20.200> be<00:25:20.280> human<00:25:20.460> for<00:25:20.640> $110<00:25:20.960> million.

00:25:21.280 --> 00:25:22.640
Well,<00:25:21.500> that's<00:25:21.660> the<00:25:21.680> whole<00:25:21.820> idea,<00:25:22.340> right?

00:25:22.640 --> 00:25:26.120
You've<00:25:22.740> got<00:25:22.920> to,<00:25:23.560> you<00:25:23.640> know,<00:25:23.980> it's<00:25:24.600> a<00:25:24.680> free<00:25:24.820> market,<00:25:25.340> right?

00:25:26.120 --> 00:25:27.660
So,<00:25:26.240> you<00:25:26.300> want<00:25:26.420> to<00:25:26.560> make<00:25:26.660> that,<00:25:27.040> you<00:25:27.100> have<00:25:27.280> to<00:25:27.360> perform.

00:25:29.000 --> 00:25:34.960
So,<00:25:29.520> you<00:25:29.540> know,<00:25:29.880> I<00:25:29.881> think<00:25:30.140> that<00:25:30.400> people<00:25:31.100> just<00:25:31.400> get<00:25:31.680> too<00:25:31.900> comfortable<00:25:32.380> and<00:25:32.640> that's<00:25:32.960> why<00:25:33.140> small<00:25:33.380> companies<00:25:33.840> sometimes<00:25:34.220> overtake<00:25:34.640> them,<00:25:34.800> right?

00:25:34.960 --> 00:25:36.140
Because<00:25:35.080> they're<00:25:35.500> hungry.

00:25:36.140 --> 00:25:36.800
They're<00:25:36.300> not<00:25:36.400> comfortable.

00:25:37.020 --> 00:25:38.810
They<00:25:37.100> don't<00:25:37.260> have<00:25:37.480> too<00:25:37.660> much<00:25:37.760> room<00:25:37.980> to<00:25:38.100> fail,<00:25:38.360> right?

00:25:39.360 --> 00:25:40.740
And<00:25:39.640> young<00:25:39.860> athletes,<00:25:40.380> right?

00:25:40.740 --> 00:25:41.280
They're<00:25:40.820> hungry.

00:25:41.280 --> 00:25:42.980
They'll<00:25:41.520> work<00:25:41.660> extra,<00:25:42.360> right?

00:25:42.980 --> 00:25:45.307
So,<00:25:43.360> it's<00:25:43.460> about<00:25:43.880> keeping<00:25:44.313> that<00:25:44.778> energy<00:25:45.115> there.

00:25:45.901 --> 00:25:52.493
And<00:25:46.221> as<00:25:46.334> a<00:25:46.398> CEO,<00:25:46.943> understanding<00:25:47.665> your<00:25:47.841> role,<00:25:48.146> or<00:25:48.226> CEO<00:25:48.467> or<00:25:48.579> C-suite,<00:25:49.205> you<00:25:49.285> know,<00:25:49.686> understanding<00:25:50.103> your<00:25:50.312> role<00:25:50.504> is<00:25:50.713> really<00:25:50.953> to<00:25:51.114> build<00:25:51.370> capability<00:25:52.076> under<00:25:52.333> you.

00:25:53.039 --> 00:25:55.188
And,<00:25:53.440> you<00:25:53.472> know,<00:25:53.616> it's<00:25:53.937> been<00:25:54.097> said<00:25:54.338> before,<00:25:54.659> but<00:25:54.755> it's<00:25:54.899> true.

00:25:55.445 --> 00:25:58.220
Find<00:25:55.782> people<00:25:56.166> who<00:25:56.263> are<00:25:56.808> more<00:25:56.985> brilliant<00:25:57.386> than<00:25:57.530> you,<00:25:58.027> right?

00:25:58.332 --> 00:26:00.321
And<00:25:58.492> have<00:25:58.813> different<00:25:59.070> skill<00:25:59.310> sets<00:25:59.631> and<00:25:59.792> bring<00:26:00.016> them<00:26:00.128> in.

00:26:01.155 --> 00:26:03.000
Because<00:26:01.412> that's<00:26:01.636> what<00:26:01.781> a<00:26:01.797> great<00:26:02.101> leader<00:26:02.342> does,<00:26:02.743> right?

00:26:03.240 --> 00:26:06.432
You<00:26:03.321> don't<00:26:03.465> want<00:26:03.641> people<00:26:03.882> just<00:26:04.042> like<00:26:04.267> you<00:26:04.363> because<00:26:04.524> then<00:26:04.668> you<00:26:04.748> don't<00:26:04.909> have,<00:26:05.406> you<00:26:05.470> know,<00:26:05.566> you<00:26:05.646> talk<00:26:05.807> about<00:26:05.967> diversity.

00:26:06.609 --> 00:26:08.662
I<00:26:06.625> mean,<00:26:06.769> the<00:26:06.849> most<00:26:07.106> important<00:26:07.411> diversity<00:26:07.796> is<00:26:07.876> cognitive<00:26:08.357> diversity.

00:26:09.191 --> 00:26:12.240
I<00:26:09.207> don't<00:26:09.480> care<00:26:09.721> your<00:26:09.881> background,<00:26:10.362> your<00:26:10.443> sexual<00:26:10.699> orientation,<00:26:11.405> your<00:26:11.726> your<00:26:12.063> race.

00:26:12.368 --> 00:26:13.043
I<00:26:12.400> don't<00:26:12.577> care<00:26:12.641> about<00:26:12.850> that.

00:26:13.171 --> 00:26:15.291
I<00:26:13.251> care<00:26:13.428> about,<00:26:14.070> do<00:26:14.135> you<00:26:14.231> bring<00:26:14.392> me<00:26:14.488> a<00:26:14.552> different<00:26:14.793> perspective?

00:26:15.516 --> 00:26:15.757
Right?

00:26:15.981 --> 00:26:16.961
And<00:26:16.078> nobody<00:26:16.383> talks<00:26:16.624> about<00:26:16.865> that.

00:26:17.122 --> 00:26:18.567
Nobody's<00:26:17.379> talking<00:26:17.587> about<00:26:17.764> cognitive<00:26:18.165> diversity.

00:26:18.952 --> 00:26:20.093
That's<00:26:19.193> what<00:26:19.274> you<00:26:19.338> have<00:26:19.434> to<00:26:19.530> be<00:26:19.611> looking<00:26:19.868> for.

00:26:20.253 --> 00:26:20.574
Right?

00:26:21.281 --> 00:26:31.334
You<00:26:21.361> know,<00:26:21.682> I<00:26:22.100> hired<00:26:22.646> in<00:26:22.758> our<00:26:22.903> company<00:26:23.304> a<00:26:23.385> guy<00:26:23.690> who<00:26:24.428> I<00:26:24.589> met<00:26:24.910> who<00:26:25.713> was<00:26:26.195> living<00:26:26.436> in<00:26:26.500> a<00:26:26.532> van<00:26:26.998> and<00:26:27.158> he'd<00:26:27.319> gone<00:26:27.560> up<00:26:27.720> to<00:26:28.202> Norway<00:26:28.604> to<00:26:28.684> make<00:26:28.909> burritos<00:26:29.808> and<00:26:29.872> he'd<00:26:30.049> come<00:26:30.210> from<00:26:30.370> an<00:26:30.450> architecture<00:26:31.013> company.

00:26:31.719 --> 00:26:31.832
Yeah.

00:26:31.896 --> 00:26:32.474
And<00:26:32.040> I<00:26:32.137> loved<00:26:32.378> him.

00:26:32.522 --> 00:26:35.670
He<00:26:32.618> was<00:26:32.699> just<00:26:32.875> so—<00:26:33.646> and<00:26:33.726> he<00:26:33.823> brings<00:26:34.080> us<00:26:34.224> such<00:26:34.690> fresh<00:26:35.188> insights.

00:26:36.135 --> 00:26:38.383
And,<00:26:36.312> you<00:26:36.408> know,<00:26:36.489> sometimes<00:26:36.794> we'll<00:26:37.259> say,<00:26:37.420> no,<00:26:37.581> this<00:26:37.757> is<00:26:38.223> like<00:26:38.335> this.

00:26:38.460 --> 00:26:38.994
And<00:26:38.480> he'll<00:26:38.576> go,<00:26:38.624> why?

00:26:39.290 --> 00:26:39.890
Well,<00:26:39.490> that's<00:26:39.530> a<00:26:39.610> good<00:26:39.690> question.

00:26:40.250 --> 00:26:40.410
Why?

00:26:40.410 --> 00:26:40.890
Yeah,<00:26:40.490> you're<00:26:40.630> right.

00:26:40.890 --> 00:26:42.730
Maybe<00:26:40.930> it<00:26:41.010> doesn't<00:26:41.170> have<00:26:41.370> to<00:26:41.430> be<00:26:41.550> like<00:26:41.730> that,<00:26:42.330> right?

00:26:43.310 --> 00:26:51.210
So,<00:26:43.430> you<00:26:43.431> know,<00:26:43.770> it's<00:26:44.150> being<00:26:44.151> open<00:26:44.610> to<00:26:44.790> being<00:26:44.930> challenged<00:26:45.710> and<00:26:46.570> not<00:26:46.870> taking<00:26:47.210> it<00:26:47.370> personally<00:26:47.810> and<00:26:48.930> actually<00:26:49.210> finding<00:26:49.570> that<00:26:49.790> that<00:26:49.850> enriches<00:26:50.750> you.

00:26:51.210 --> 00:26:54.830
And<00:26:51.211> that's,<00:26:51.690> you<00:26:51.691> know,<00:26:52.110> high-performing<00:26:52.650> teams,<00:26:53.090> the<00:26:53.110> Navy<00:26:53.390> SEALs,<00:26:53.870> right?

00:26:54.830 --> 00:26:56.410
They've<00:26:55.370> got<00:26:55.530> that<00:26:55.710> super<00:26:55.990> clear.

00:26:56.410 --> 00:26:57.690
Sports<00:26:56.830> teams,<00:26:57.130> right?

00:26:57.690 --> 00:27:01.750
Give<00:26:57.691> you<00:26:57.890> feedback<00:26:58.270> because<00:26:59.050> if<00:26:59.210> I<00:26:59.270> don't<00:26:59.430> give<00:26:59.510> you<00:26:59.670> feedback,<00:27:00.110> you<00:27:00.130> might<00:27:00.270> do<00:27:00.370> something<00:27:00.550> wrong<00:27:00.730> and<00:27:00.830> somebody<00:27:01.010> dies,<00:27:01.390> right?

00:27:01.760 --> 00:27:03.210
Okay,<00:27:02.410> so<00:27:02.411> I<00:27:02.590> can't<00:27:02.870> get<00:27:02.950> upset.

00:27:03.210 --> 00:27:04.490
You're<00:27:03.390> not<00:27:03.450> trying<00:27:03.610> to<00:27:03.710> tell<00:27:03.830> me<00:27:03.970> I'm<00:27:04.090> a<00:27:04.190> jerk.

00:27:04.490 --> 00:27:05.890
You're<00:27:04.670> trying<00:27:04.750> to<00:27:04.870> make<00:27:04.990> sure<00:27:05.150> we<00:27:05.310> all<00:27:05.470> work<00:27:05.650> well.

00:27:06.132 --> 00:27:11.685
And<00:27:06.276> so,<00:27:06.934> you<00:27:07.015> know,<00:27:07.496> whereas<00:27:07.721> in<00:27:07.817> companies,<00:27:08.475> like<00:27:08.844> a<00:27:08.925> friend<00:27:09.101> of<00:27:09.182> mine<00:27:09.342> said,<00:27:09.567> she<00:27:09.663> says,<00:27:09.904> you<00:27:10.000> know,<00:27:10.466> feedback<00:27:10.803> is<00:27:10.931> the<00:27:11.027> F<00:27:11.188> word,<00:27:11.493> right?

00:27:11.990 --> 00:27:12.536
In<00:27:12.055> companies,<00:27:12.392> right?

00:27:12.777 --> 00:27:15.377
Oh<00:27:12.857> yeah,<00:27:13.050> I'm<00:27:13.451> going<00:27:13.547> to<00:27:13.660> give<00:27:13.900> you<00:27:14.077> some<00:27:14.318> feedback,<00:27:15.120> right?

00:27:15.762 --> 00:27:21.476
And<00:27:15.859> it<00:27:15.923> becomes<00:27:16.244> like<00:27:16.404> a<00:27:16.469> tool,<00:27:17.769> like<00:27:18.314> a<00:27:18.475> politically<00:27:18.892> correct<00:27:19.213> way<00:27:19.775> of<00:27:20.176> bashing<00:27:20.642> each<00:27:20.738> other,<00:27:21.284> right?

00:27:21.685 --> 00:27:22.504
That's<00:27:21.926> not<00:27:22.086> the<00:27:22.183> idea.

00:27:22.568 --> 00:27:25.008
Feedback<00:27:23.387> is<00:27:23.708> data<00:27:24.109> to<00:27:24.574> get<00:27:24.751> better.

00:27:25.136 --> 00:27:26.195
And<00:27:25.329> you<00:27:25.537> need<00:27:25.955> data.

00:27:26.340 --> 00:27:28.202
You<00:27:26.372> need<00:27:26.918> objective<00:27:27.640> data,<00:27:27.961> right?

00:27:28.426 --> 00:27:32.696
So,<00:27:28.603> you've<00:27:28.699> got<00:27:29.085> your<00:27:29.550> performance,<00:27:30.208> your<00:27:30.433> profits,<00:27:31.091> your<00:27:31.396> whatever,<00:27:31.797> lead<00:27:31.974> times,<00:27:32.295> etc.

00:27:33.017 --> 00:27:34.237
And<00:27:33.081> then,<00:27:33.242> you've<00:27:33.338> got<00:27:33.483> to<00:27:33.563> have<00:27:33.884> other<00:27:34.060> data.

00:27:34.687 --> 00:27:44.263
The<00:27:34.847> problem<00:27:35.410> is,<00:27:36.374> another<00:27:36.631> problem<00:27:36.888> CEOs<00:27:37.338> have<00:27:37.515> is<00:27:37.836> they<00:27:38.077> don't<00:27:38.479> know<00:27:40.005> how<00:27:40.166> to<00:27:40.551> measure<00:27:41.596> some<00:27:41.853> of<00:27:41.933> the<00:27:42.014> softer<00:27:42.415> stuff<00:27:42.656> like<00:27:42.881> culture<00:27:43.315> or<00:27:43.460> innovation,<00:27:44.006> right?

00:27:44.408 --> 00:27:47.975
So<00:27:44.488> if<00:27:44.585> you<00:27:44.665> don't<00:27:44.842> know<00:27:44.874> how<00:27:44.922> to<00:27:45.034> measure<00:27:45.404> it,<00:27:45.882> you<00:27:45.902> don't<00:27:46.593> know<00:27:46.818> how<00:27:46.850> to<00:27:46.979> manage<00:27:47.300> it,<00:27:47.782> right?

00:27:48.023 --> 00:27:52.329
So<00:27:48.120> we're<00:27:48.232> really<00:27:48.505> good<00:27:48.666> at<00:27:48.762> doing,<00:27:49.003> you<00:27:49.084> know,<00:27:49.726> price<00:27:49.967> per<00:27:50.128> widget<00:27:50.996> and<00:27:51.172> volume<00:27:51.655> and<00:27:51.735> sales<00:27:52.056> and<00:27:52.201> all<00:27:52.281> that.

00:27:52.378 --> 00:27:52.892
We<00:27:52.474> know<00:27:52.699> that.

00:27:53.502 --> 00:27:58.162
But<00:27:53.984> the<00:27:54.129> other<00:27:54.306> stuff,<00:27:54.563> it<00:27:54.627> kind<00:27:54.932> of,<00:27:55.173> that's<00:27:55.672> why<00:27:55.752> it<00:27:55.832> stays<00:27:56.234> there<00:27:56.395> because<00:27:56.620> I<00:27:56.636> don't<00:27:56.796> really<00:27:56.957> know<00:27:57.118> what<00:27:57.262> to<00:27:57.359> do<00:27:57.519> with<00:27:57.696> it,<00:27:57.921> right?

00:27:58.548 --> 00:28:06.914
So<00:27:58.805> I<00:27:58.885> think<00:27:59.046> that's<00:27:59.271> what<00:27:59.351> you<00:27:59.431> have<00:27:59.592> to<00:27:59.656> start<00:27:59.914> to<00:28:00.010> really<00:28:00.717> dig<00:28:00.877> down<00:28:01.150> and<00:28:01.230> say,<00:28:01.696> you<00:28:01.792> know,<00:28:01.921> when<00:28:02.017> we<00:28:02.098> talk<00:28:02.274> about<00:28:02.483> culture,<00:28:03.623> one<00:28:03.783> of<00:28:03.864> the<00:28:03.928> things<00:28:04.105> I'll<00:28:04.265> do<00:28:04.345> with<00:28:04.490> the<00:28:04.570> team<00:28:04.811> is,<00:28:05.694> you<00:28:05.726> know,<00:28:05.951> do<00:28:06.015> you<00:28:06.112> personify<00:28:06.673> your<00:28:06.754> culture?

00:28:06.995 --> 00:28:07.685
What<00:28:07.155> does<00:28:07.316> it<00:28:07.460> mean?

00:28:08.119 --> 00:28:09.483
What<00:28:08.279> do<00:28:08.359> these<00:28:08.584> values<00:28:09.002> mean,<00:28:09.242> right?

00:28:10.366 --> 00:28:21.060
And<00:28:10.447> there's<00:28:10.688> nothing<00:28:11.314> worse<00:28:11.795> actually<00:28:12.614> than<00:28:12.775> having<00:28:13.578> these<00:28:13.738> values<00:28:14.124> on<00:28:14.220> the<00:28:14.364> wall<00:28:15.247> and<00:28:15.424> then<00:28:16.050> not<00:28:16.291> acting<00:28:16.692> in<00:28:16.773> a<00:28:16.853> way<00:28:16.949> that's<00:28:17.174> coherent<00:28:17.431> with<00:28:17.576> that<00:28:17.672> because<00:28:17.913> people<00:28:18.234> then,<00:28:18.635> the<00:28:18.796> employees<00:28:19.117> see<00:28:19.342> you<00:28:19.583> and<00:28:19.663> they<00:28:19.743> just<00:28:19.839> don't<00:28:20.064> believe<00:28:20.305> anything,<00:28:20.867> right?

00:28:21.445 --> 00:28:27.810
So,<00:28:21.606> you<00:28:21.686> know,<00:28:21.750> I'll<00:28:22.168> often<00:28:23.275> go<00:28:23.452> into<00:28:23.853> workshops<00:28:24.271> with<00:28:24.415> CEOs<00:28:24.881> and<00:28:25.042> their<00:28:25.202> teams<00:28:25.764> and<00:28:26.150> We'll<00:28:26.350> talk<00:28:26.490> about,<00:28:26.810> you<00:28:26.870> know,<00:28:27.250> values.

00:28:27.810 --> 00:28:30.250
And<00:28:27.811> I<00:28:27.910> say,<00:28:28.270> okay,<00:28:28.630> so<00:28:28.631> what,<00:28:29.310> you<00:28:29.311> know,<00:28:29.490> let's<00:28:29.610> look<00:28:29.730> at<00:28:29.850> the<00:28:29.950> data.

00:28:30.270 --> 00:28:30.730
What<00:28:30.310> do<00:28:30.390> you<00:28:30.430> mean<00:28:30.530> data?

00:28:31.530 --> 00:28:33.190
Okay,<00:28:31.650> so,<00:28:32.130> all<00:28:32.210> right,<00:28:32.590> here,<00:28:32.650> trust.

00:28:33.190 --> 00:28:33.890
What<00:28:33.191> does<00:28:33.330> this<00:28:33.490> mean?

00:28:34.269 --> 00:28:35.490
Explain<00:28:34.390> to<00:28:34.590> me<00:28:34.670> what<00:28:34.830> their<00:28:34.970> value<00:28:35.190> means.

00:28:35.490 --> 00:28:37.670
Well,<00:28:35.610> we<00:28:35.690> trust<00:28:36.010> everybody<00:28:36.330> like<00:28:36.510> a<00:28:36.690> family<00:28:36.970> member.

00:28:37.970 --> 00:28:38.530
Right.

00:28:38.530 --> 00:28:39.590
Okay,<00:28:38.770> you<00:28:38.910> sure<00:28:39.030> about<00:28:39.210> that?

00:28:39.590 --> 00:28:44.350
Okay,<00:28:40.210> so<00:28:40.211> like,<00:28:40.650> like<00:28:40.890> family,<00:28:41.410> like<00:28:41.470> I<00:28:41.610> trust<00:28:41.790> my<00:28:41.990> wife,<00:28:42.670> or<00:28:42.770> family<00:28:43.130> like<00:28:43.310> crazy<00:28:43.530> Uncle<00:28:43.770> Bill,<00:28:44.030> right?

00:28:44.350 --> 00:28:46.110
Like<00:28:44.450> he's<00:28:44.630> drinking,<00:28:45.050> don't<00:28:45.110> let<00:28:45.270> him<00:28:45.390> near<00:28:45.470> the<00:28:45.670> kids,<00:28:45.850> right?

00:28:46.110 --> 00:28:46.950
That<00:28:46.210> kind<00:28:46.390> of<00:28:46.510> stuff.

00:28:46.950 --> 00:28:47.910
No,<00:28:47.130> no,<00:28:47.230> no,<00:28:47.390> we<00:28:47.391> trust<00:28:47.630> everybody.

00:28:47.910 --> 00:28:48.390
Okay,<00:28:48.130> great.

00:28:48.390 --> 00:28:50.190
So<00:28:48.570> do<00:28:48.790> you<00:28:48.930> track<00:28:49.210> vacation<00:28:49.550> days?

00:28:50.190 --> 00:28:50.630
Yes.

00:28:50.630 --> 00:28:51.530
Why?

00:28:51.530 --> 00:28:53.890
Just<00:28:51.570> tell<00:28:51.730> everybody<00:28:52.070> to<00:28:52.290> take<00:28:52.291> the<00:28:52.470> right<00:28:52.750> vacation,<00:28:53.170> do<00:28:53.210> the<00:28:53.290> best<00:28:53.410> for<00:28:53.570> the<00:28:53.610> company.

00:28:54.700 --> 00:28:58.790
"Do<00:28:55.250> you<00:28:55.410> track<00:28:55.750> travel<00:28:56.150> expenses?"<00:28:56.950> Just<00:28:56.990> say,<00:28:57.210> "Hey,<00:28:57.330> look,<00:28:57.610> apply<00:28:57.670> it<00:28:57.830> as<00:28:57.930> if<00:28:58.070> it<00:28:58.090> were<00:28:58.230> your<00:28:58.310> own<00:28:58.450> money.

00:28:58.790 --> 00:28:59.560
I<00:28:58.791> trust<00:28:59.010> you.

00:28:59.610 --> 00:29:02.210
I<00:28:59.850> don't<00:29:00.350> check<00:29:00.570> my<00:29:00.750> wife's<00:29:01.530> visa<00:29:01.610> expenses.

00:29:02.210 --> 00:29:02.710
I<00:29:02.250> trust<00:29:02.490> her.

00:29:02.710 --> 00:29:06.580
I<00:29:02.730> know<00:29:02.850> she's<00:29:03.050> got<00:29:03.210> the<00:29:03.290> best<00:29:03.490> interest<00:29:03.810> of<00:29:04.270> our<00:29:04.570> family<00:29:04.950> company."<00:29:05.830> Right?

00:29:07.170 --> 00:29:12.150
And<00:29:07.230> then<00:29:07.390> they<00:29:07.430> go,<00:29:07.990> "Eh."<00:29:08.570> And<00:29:08.590> that's<00:29:09.950> the<00:29:10.110> acid<00:29:10.450> test<00:29:10.730> you<00:29:10.850> have<00:29:10.970> to<00:29:11.050> put<00:29:11.210> yourself<00:29:11.550> through.

00:29:12.150 --> 00:29:12.410
Right?

00:29:12.410 --> 00:29:14.250
Are<00:29:12.570> you<00:29:12.750> really<00:29:13.170> living<00:29:13.610> those<00:29:13.830> values?

00:29:14.250 --> 00:29:15.340
And<00:29:14.310> if<00:29:14.410> not,<00:29:14.710> that's<00:29:14.890> fine.

00:29:15.450 --> 00:29:16.450
Don't<00:29:15.630> say<00:29:15.750> it's<00:29:15.970> not<00:29:16.230> trust.

00:29:16.450 --> 00:29:17.750
We<00:29:16.830> want<00:29:17.050> to<00:29:17.210> control<00:29:17.410> everything.

00:29:17.750 --> 00:29:18.210
That's<00:29:17.910> fine.

00:29:18.210 --> 00:29:18.910
You<00:29:18.211> can<00:29:18.350> say<00:29:18.510> it.

00:29:19.130 --> 00:29:21.222
But<00:29:19.230> be<00:29:20.147> authentic,<00:29:21.110> right?

00:29:21.287 --> 00:29:24.112
It's<00:29:21.463> not<00:29:21.608> about<00:29:21.849> parroting<00:29:22.394> what's<00:29:22.956> popular<00:29:23.695> in<00:29:23.775> the<00:29:23.871> market.

00:29:24.160 --> 00:29:26.536
It's<00:29:24.273> about<00:29:24.497> being<00:29:24.802> authentic<00:29:25.364> because<00:29:25.685> people<00:29:25.942> can<00:29:26.103> feel<00:29:26.424> that.

00:29:27.130 --> 00:29:35.944
And<00:29:27.371> actually,<00:29:27.692> scientific<00:29:28.511> studies<00:29:28.896> have<00:29:28.992> shown<00:29:29.779> that<00:29:30.742> the<00:29:30.855> emotion<00:29:31.786> that<00:29:32.043> most<00:29:32.845> resonates,<00:29:33.327> that<00:29:33.487> has<00:29:33.712> the<00:29:33.808> highest<00:29:34.210> frequency<00:29:34.611> and<00:29:34.691> the<00:29:34.740> most<00:29:34.932> power,<00:29:35.494> is<00:29:35.574> authenticity.

00:29:36.554 --> 00:29:37.710
It's<00:29:36.778> more<00:29:36.939> than<00:29:37.164> anything<00:29:37.565> else.

00:29:38.127 --> 00:29:43.296
So,<00:29:38.464> and<00:29:38.625> that<00:29:38.849> to<00:29:38.946> me<00:29:39.042> is<00:29:39.186> why<00:29:39.748> when<00:29:39.893> somebody<00:29:40.294> is<00:29:40.390> passionate<00:29:40.952> about<00:29:41.113> something,<00:29:41.916> they<00:29:42.237> engage<00:29:42.718> other<00:29:42.879> people,<00:29:43.184> right?

00:29:43.344 --> 00:29:46.539
They<00:29:43.505> resonate<00:29:43.986> with<00:29:44.083> them<00:29:44.243> and<00:29:44.324> they<00:29:44.484> light<00:29:44.725> them<00:29:44.885> up<00:29:45.046> and<00:29:45.126> people<00:29:45.431> follow<00:29:45.833> great<00:29:46.170> leaders.

00:29:47.373 --> 00:29:50.309
Because<00:29:48.400> authenticity,<00:29:48.930> because<00:29:49.058> it's<00:29:49.283> what<00:29:49.443> they<00:29:49.684> really<00:29:49.940> believe.

00:29:51.047 --> 00:29:53.663
And<00:29:51.448> you<00:29:51.545> can<00:29:51.769> like<00:29:52.026> them<00:29:52.187> or<00:29:52.267> not,<00:29:52.507> but<00:29:52.588> a<00:29:52.652> guy<00:29:52.748> like<00:29:52.973> Elon<00:29:53.229> Musk,<00:29:53.486> right?

00:29:53.711 --> 00:29:53.887
Okay.

00:29:53.983 --> 00:29:59.711
So,<00:29:54.192> I<00:29:54.208> mean,<00:29:54.513> he's<00:29:54.754> not<00:29:55.395> the<00:29:55.459> easiest<00:29:55.716> guy<00:29:55.877> to<00:29:55.957> go<00:29:56.021> along<00:29:56.197> with,<00:29:56.679> but<00:29:56.919> everybody<00:29:57.385> says<00:29:58.765> he<00:29:58.989> believes<00:29:59.631> it.

00:29:59.791 --> 00:30:00.321
He's<00:30:00.128> there.

00:30:00.513 --> 00:30:02.037
He's<00:30:00.754> bet<00:30:00.914> his<00:30:01.075> whole<00:30:01.315> life<00:30:01.428> savings,<00:30:01.877> right?

00:30:02.374 --> 00:30:05.663
So,<00:30:02.503> how<00:30:02.615> can<00:30:02.775> you<00:30:02.936> not<00:30:03.257> be<00:30:03.353> moved<00:30:03.658> by<00:30:03.722> a<00:30:03.818> guy<00:30:04.059> that<00:30:04.300> authentic?

00:30:06.690 --> 00:30:07.845
And<00:30:06.770> I<00:30:06.867> think<00:30:07.107> that's<00:30:07.348> really<00:30:07.573> important.

00:30:07.893 --> 00:30:11.664
A<00:30:07.974> lot<00:30:08.054> of<00:30:08.150> times,<00:30:08.327> CEOs<00:30:08.808> are<00:30:08.856> like,<00:30:09.033> "Well,<00:30:09.418> I<00:30:09.498> have<00:30:09.674> to<00:30:09.755> appear<00:30:10.091> to—"<00:30:10.396> Just<00:30:10.637> be<00:30:10.797> who<00:30:11.022> you<00:30:11.199> are,<00:30:11.519> right?

00:30:11.824 --> 00:30:13.850
I'm<00:30:11.985> not<00:30:13.400> typical.

00:30:13.850 --> 00:30:14.570
I<00:30:13.851> don't<00:30:13.852> care.

00:30:14.570 --> 00:30:19.450
And<00:30:14.571> there's<00:30:14.630> clients<00:30:14.930> I<00:30:15.130> just<00:30:15.310> directly<00:30:15.670> say,<00:30:16.170> if<00:30:16.171> you're<00:30:16.330> looking<00:30:16.450> for<00:30:16.630> this,<00:30:17.350> we're<00:30:17.430> not<00:30:17.550> the<00:30:17.710> right<00:30:17.870> team,<00:30:18.350> right?

00:30:19.450 --> 00:30:20.250
Won't<00:30:19.590> do<00:30:19.790> it.

00:30:20.250 --> 00:30:26.110
And<00:30:20.370> it's<00:30:20.570> better<00:30:20.790> to<00:30:20.970> do<00:30:21.150> that<00:30:21.330> than<00:30:21.490> to<00:30:21.710> just,<00:30:22.070> you<00:30:22.250> know,<00:30:22.570> make<00:30:22.650> a<00:30:22.890> lot<00:30:22.891> of<00:30:23.070> money<00:30:23.170> off<00:30:23.370> a<00:30:23.610> project,<00:30:24.970> rubber<00:30:25.150> stamping<00:30:25.470> something.

00:30:26.110 --> 00:30:26.650
That's<00:30:26.190> not<00:30:26.290> who<00:30:26.410> we<00:30:26.510> are.

00:30:26.650 --> 00:30:27.870
There's<00:30:26.730> great<00:30:26.950> companies<00:30:27.330> that<00:30:27.550> do<00:30:27.610> that.

00:30:27.870 --> 00:30:29.750
I<00:30:27.871> mean,<00:30:28.190> fantastic<00:30:28.810> living<00:30:29.110> with<00:30:29.370> it.

00:30:29.750 --> 00:30:31.590
We're<00:30:30.070> here<00:30:30.230> to<00:30:30.350> tell<00:30:30.570> you<00:30:30.650> what<00:30:30.810> we<00:30:30.910> really<00:30:31.190> think.

00:30:31.790 --> 00:30:36.770
We're<00:30:31.850> here<00:30:31.950> to<00:30:32.030> challenge<00:30:32.390> what<00:30:32.550> you<00:30:32.710> think<00:30:33.030> and<00:30:33.450> to<00:30:33.710> push<00:30:34.130> you<00:30:34.410> to<00:30:34.510> be<00:30:34.670> better<00:30:35.030> because<00:30:35.590> we<00:30:35.830> see<00:30:35.970> you<00:30:36.130> can,<00:30:36.630> right?

00:30:36.770 --> 00:30:38.430
And<00:30:36.930> if<00:30:37.030> you<00:30:37.070> don't<00:30:37.210> want<00:30:37.390> that,<00:30:37.810> that's<00:30:38.150> okay.

00:30:38.430 --> 00:30:39.490
Not<00:30:38.510> everybody<00:30:38.770> wants<00:30:39.030> that,<00:30:39.330> right?

00:30:39.490 --> 00:30:40.490
Not<00:30:39.630> everybody<00:30:39.770> wants<00:30:39.930> to<00:30:40.050> get<00:30:40.130> in<00:30:40.330> shape.

00:30:40.490 --> 00:30:41.030
That's<00:30:40.770> fine.

00:30:41.060 --> 00:30:41.440
Yeah.

00:30:41.490 --> 00:30:46.770
But<00:30:41.840> so<00:30:42.560> I<00:30:42.620> think<00:30:42.740> you<00:30:42.860> have<00:30:42.980> to<00:30:43.040> know<00:30:43.180> who<00:30:43.340> you<00:30:43.600> are<00:30:43.800> and<00:30:44.000> then<00:30:44.300> find<00:30:44.820> your<00:30:45.100> tribe<00:30:45.380> and<00:30:45.520> your<00:30:46.020> clients.

00:30:47.000 --> 00:30:48.000
How<00:30:47.380> do<00:30:47.520> you—.

00:30:48.000 --> 00:30:49.510
How<00:30:48.001> much<00:30:48.160> of<00:30:48.260> this<00:30:48.400> comes<00:30:48.580> down<00:30:48.840> to<00:30:49.060> discipline?

00:30:49.600 --> 00:30:58.820
And<00:30:49.660> from<00:30:49.900> your<00:30:50.000> time<00:30:50.300> on<00:30:50.600> tour<00:30:50.920> and<00:30:51.200> seeing<00:30:51.640> the<00:30:51.980> greats,<00:30:53.040> a<00:30:53.360> really<00:30:53.560> interesting<00:30:53.880> thing<00:30:54.100> I've<00:30:54.240> always<00:30:54.440> thought<00:30:54.600> about<00:30:54.900> in<00:30:55.200> tennis<00:30:55.440> is<00:30:55.640> you<00:30:55.840> had<00:30:56.020> Federer<00:30:56.440> and<00:30:57.080> Nadal,<00:30:57.460> and<00:30:57.461> it's<00:30:57.560> like,<00:30:57.780> hey,<00:30:57.800> these<00:30:58.040> are<00:30:58.300> the<00:30:58.301> two<00:30:58.460> greatest.

00:30:58.820 --> 00:31:02.020
Which<00:30:59.000> one's<00:30:59.220> going<00:30:59.340> to<00:30:59.460> be<00:31:00.160> the<00:31:00.500> greatest<00:31:00.740> of<00:31:00.960> all<00:31:01.200> time<00:31:01.360> when<00:31:01.500> it's<00:31:01.660> over?

00:31:02.020 --> 00:31:13.654
And<00:31:02.240> then<00:31:02.320> you<00:31:02.400> had<00:31:02.540> this<00:31:02.700> guy<00:31:02.860> named<00:31:03.160> Djokovic<00:31:04.240> who<00:31:04.500> comes<00:31:04.810> in<00:31:05.560> and<00:31:05.840> he<00:31:06.040> doesn't<00:31:06.220> even<00:31:06.480> care<00:31:07.040> that<00:31:07.380> everyone's<00:31:07.820> already<00:31:08.120> anointed<00:31:08.400> these<00:31:08.660> other<00:31:08.880> two<00:31:09.080> as<00:31:09.280> the<00:31:09.480> greatest<00:31:09.780> and<00:31:09.960> kind<00:31:10.120> of<00:31:10.682> through<00:31:10.843> discipline<00:31:11.309> and<00:31:11.405> hard<00:31:11.630> work<00:31:11.791> kind<00:31:11.967> of<00:31:12.048> becomes<00:31:12.546> that<00:31:12.835> himself<00:31:13.333> in<00:31:13.413> a<00:31:13.477> way.

00:31:13.991 --> 00:31:18.409
So<00:31:14.216> how<00:31:14.377> do<00:31:14.522> you—<00:31:14.618> I<00:31:14.634> mean,<00:31:14.843> what<00:31:14.939> did<00:31:15.036> you<00:31:15.260> learn<00:31:15.501> from<00:31:15.887> the<00:31:15.999> tour,<00:31:16.385> playing<00:31:16.706> tennis,<00:31:17.108> your<00:31:17.333> own<00:31:17.493> career,<00:31:17.831> all<00:31:17.911> that<00:31:18.072> type<00:31:18.168> of<00:31:18.232> stuff?

00:31:18.859 --> 00:31:21.092
And<00:31:18.939> how<00:31:19.116> important<00:31:19.501> is<00:31:19.742> discipline<00:31:20.240> in<00:31:20.321> all<00:31:20.481> of<00:31:20.562> what<00:31:20.706> you're<00:31:20.819> saying?

00:31:21.831 --> 00:31:30.425
So<00:31:22.248> discipline<00:31:22.714> is<00:31:22.955> absolutely<00:31:23.999> key<00:31:24.497> and<00:31:24.594> self-discipline,<00:31:25.766> um,<00:31:26.184> because,<00:31:27.068> you<00:31:27.148> know,<00:31:27.373> talent<00:31:27.774> will<00:31:27.935> never<00:31:28.256> get<00:31:28.433> you<00:31:28.594> as<00:31:28.754> far<00:31:29.075> as<00:31:29.220> hard<00:31:29.397> work<00:31:29.638> will,<00:31:30.120> right?

00:31:30.505 --> 00:31:37.975
Um,<00:31:30.923> talent<00:31:31.389> is<00:31:31.581> how<00:31:31.806> fast<00:31:32.353> you<00:31:32.529> naturally<00:31:33.091> take<00:31:33.316> off,<00:31:33.895> but<00:31:34.361> over<00:31:34.601> the<00:31:34.698> long<00:31:35.003> term,<00:31:35.581> you<00:31:35.662> know,<00:31:35.967> it's<00:31:36.224> discipline<00:31:36.706> will<00:31:36.931> and<00:31:37.027> hard<00:31:37.332> work<00:31:37.493> will<00:31:37.589> get<00:31:37.814> you<00:31:37.846> there.

00:31:38.120 --> 00:31:39.597
And<00:31:38.216> it's<00:31:38.296> got<00:31:38.376> to<00:31:38.457> be<00:31:38.537> the<00:31:38.698> right<00:31:38.874> type<00:31:39.115> of<00:31:39.179> work<00:31:39.436> too.

00:31:40.898 --> 00:31:41.668
So,<00:31:41.042> that's<00:31:41.203> the<00:31:41.283> first<00:31:41.524> thing.

00:31:41.765 --> 00:31:44.077
And<00:31:41.845> the<00:31:41.925> second<00:31:42.246> part<00:31:42.407> of<00:31:42.487> discipline<00:31:42.905> is<00:31:43.033> what<00:31:43.130> we're<00:31:43.242> saying<00:31:43.386> about<00:31:43.611> feedback.

00:31:44.173 --> 00:31:50.661
And<00:31:44.398> Djokovic<00:31:44.896> is<00:31:45.040> a<00:31:45.056> fantastic<00:31:45.875> example<00:31:46.245> because<00:31:47.048> if<00:31:47.208> you<00:31:47.449> remember,<00:31:48.027> I'm<00:31:48.172> old<00:31:48.348> enough<00:31:48.525> to<00:31:48.621> remember<00:31:48.991> his<00:31:49.392> early<00:31:49.777> career.

00:31:50.837 --> 00:31:58.513
He<00:31:51.062> wasn't<00:31:51.399> respected,<00:31:51.961> especially<00:31:52.379> not<00:31:52.604> by<00:31:52.764> Federer<00:31:53.085> and<00:31:53.262> Nadal,<00:31:54.049> because<00:31:54.916> he<00:31:55.077> would<00:31:55.237> quit<00:31:55.494> games,<00:31:56.201> he<00:31:56.297> would<00:31:56.458> get<00:31:56.698> winded,<00:31:57.710> he<00:31:57.887> had<00:31:58.047> tantrums.

00:31:59.171 --> 00:32:13.490
So,<00:31:59.589> what<00:31:59.749> he<00:31:59.974> had<00:32:00.938> the<00:32:02.222> moral<00:32:02.495> strength,<00:32:03.041> and<00:32:03.138> I<00:32:03.202> think<00:32:03.362> this<00:32:03.427> is<00:32:03.587> what<00:32:03.684> makes<00:32:03.908> him<00:32:04.005> such<00:32:04.229> a<00:32:04.310> great<00:32:04.647> champion<00:32:05.273> to<00:32:05.514> do,<00:32:06.000> is<00:32:06.500> to<00:32:06.740> say,<00:32:07.500> all<00:32:07.501> right,<00:32:07.820> I'm<00:32:08.120> going<00:32:08.220> to<00:32:08.360> take<00:32:08.540> myself<00:32:09.000> apart<00:32:09.500> piece<00:32:09.760> by<00:32:10.020> piece,<00:32:10.860> figure<00:32:10.940> out<00:32:11.200> what<00:32:11.300> I<00:32:11.500> need,<00:32:11.680> how<00:32:11.720> to<00:32:11.900> improve<00:32:12.180> it,<00:32:12.500> and<00:32:12.501> then<00:32:12.700> stitch<00:32:12.820> it<00:32:13.000> back<00:32:13.040> together.

00:32:13.540 --> 00:32:13.740
Right?

00:32:13.740 --> 00:32:20.140
We<00:32:13.741> often<00:32:13.960> talk<00:32:14.240> in<00:32:14.380> my<00:32:14.500> company<00:32:14.780> about<00:32:15.060> we<00:32:15.740> break<00:32:16.100> performance<00:32:16.540> down<00:32:16.780> to<00:32:16.960> component<00:32:17.200> pieces,<00:32:17.740> optimize<00:32:18.220> each<00:32:18.480> one,<00:32:18.800> and<00:32:18.801> then<00:32:18.960> stitch<00:32:19.120> them<00:32:19.300> back<00:32:19.440> together<00:32:19.740> seamlessly.

00:32:20.500 --> 00:32:22.139
That's<00:32:20.920> what<00:32:21.020> Djokovic<00:32:21.400> does.

00:32:22.139 --> 00:32:27.000
So,<00:32:22.940> his<00:32:22.941> nutrition,<00:32:24.360> and<00:32:24.420> he<00:32:24.600> went<00:32:24.780> off<00:32:25.180> gluten<00:32:25.580> and<00:32:25.780> he<00:32:25.920> did<00:32:26.000> a<00:32:26.080> whole<00:32:26.200> bunch<00:32:26.360> of<00:32:26.560> stuff.

00:32:27.000 --> 00:32:29.080
His<00:32:27.120> flexibility,<00:32:28.020> he's<00:32:28.060> really<00:32:28.200> flexible,<00:32:28.920> right?

00:32:29.080 --> 00:32:32.640
I'll<00:32:29.440> prevent<00:32:29.720> injuries<00:32:30.200> and<00:32:30.420> stuff<00:32:30.600> because<00:32:30.780> Nadal<00:32:31.100> said<00:32:31.240> something<00:32:31.460> really<00:32:31.640> interesting<00:32:32.000> at<00:32:32.180> the<00:32:32.181> end<00:32:32.300> of<00:32:32.340> career.

00:32:32.952 --> 00:32:39.226
They<00:32:33.049> said,<00:32:33.274> "You<00:32:33.354> know,<00:32:33.451> is<00:32:33.756> Djokovic<00:32:34.078> better<00:32:34.239> than<00:32:34.400> you?"<00:32:34.497> And<00:32:34.561> he<00:32:34.641> says,<00:32:35.108> "Yeah,<00:32:35.269> he's<00:32:35.430> lasted<00:32:35.767> longer."<00:32:36.089> He<00:32:36.186> says,<00:32:36.347> "His<00:32:36.572> body<00:32:36.974> was<00:32:37.135> better<00:32:37.248> than<00:32:37.457> mine,<00:32:37.859> and<00:32:38.020> that<00:32:38.116> counts,<00:32:39.065> right?

00:32:39.291 --> 00:32:40.835
If<00:32:39.387> I<00:32:39.435> had<00:32:39.548> had<00:32:39.693> his<00:32:39.854> body,<00:32:40.175> would<00:32:40.272> I<00:32:40.288> have<00:32:40.417> won<00:32:40.658> more?

00:32:40.980 --> 00:32:45.797
Maybe,<00:32:41.623> but<00:32:41.720> I<00:32:41.800> didn't,<00:32:42.436> or<00:32:42.532> I<00:32:42.613> didn't<00:32:42.774> know<00:32:43.015> how<00:32:43.176> to<00:32:43.321> train<00:32:43.465> it,<00:32:43.658> right?"<00:32:44.607> He<00:32:44.768> got<00:32:44.945> a<00:32:44.961> sleep<00:32:45.427> coach.

00:32:45.910 --> 00:32:48.210
He's<00:32:46.216> obviously<00:32:47.020> worked<00:32:47.197> his<00:32:47.341> mental<00:32:47.679> game,<00:32:48.001> right?

00:32:48.628 --> 00:32:57.979
And<00:32:48.885> so,<00:32:49.111> you<00:32:49.207> see,<00:32:50.060> the<00:32:50.092> guy<00:32:52.435> got<00:32:52.613> rid<00:32:52.710> of<00:32:52.758> his<00:32:52.920> ego,<00:32:53.486> went<00:32:53.712> into<00:32:53.890> the<00:32:54.035> dark,<00:32:54.763> worked<00:32:55.086> on<00:32:55.264> this,<00:32:55.894> and<00:32:56.055> then<00:32:56.379> he<00:32:56.460> became<00:32:57.348> great,<00:32:57.833> right?

00:32:58.957 --> 00:32:59.808
That's<00:32:59.198> a<00:32:59.214> great<00:32:59.471> example.

00:32:59.856 --> 00:33:00.980
It<00:32:59.937> was<00:33:00.097> just<00:33:00.563> discipline.

00:33:01.045 --> 00:33:03.485
He<00:33:01.221> didn't<00:33:01.526> have<00:33:01.767> the<00:33:01.799> natural<00:33:02.265> talent<00:33:02.666> of<00:33:02.811> Roger<00:33:03.052> Federer,<00:33:03.373> right?

00:33:03.549 --> 00:33:04.433
Well,<00:33:03.710> who<00:33:03.806> does,<00:33:04.192> right?

00:33:04.673 --> 00:33:08.961
But<00:33:05.717> by<00:33:05.878> the<00:33:06.038> way,<00:33:06.359> Federer<00:33:07.018> is<00:33:07.162> an<00:33:07.242> incredibly<00:33:08.126> hard<00:33:08.431> worker,<00:33:08.832> right?

00:33:09.009 --> 00:33:09.876
And<00:33:09.073> I<00:33:09.089> talk<00:33:09.250> about<00:33:09.410> that<00:33:09.458> in<00:33:09.571> my<00:33:09.731> book.

00:33:09.972 --> 00:33:13.761
There's<00:33:10.133> a<00:33:10.197> great<00:33:11.241> story<00:33:11.497> from<00:33:11.819> Darren<00:33:12.059> Cahill,<00:33:13.264> famous<00:33:13.569> coach.

00:33:13.810 --> 00:33:21.854
He's<00:33:13.970> coached<00:33:14.211> Andy<00:33:14.388> Murray<00:33:14.709> and<00:33:14.789> a<00:33:14.805> lot<00:33:14.950> of<00:33:15.046> other<00:33:15.271> big—<00:33:15.769> and<00:33:16.154> he<00:33:16.491> spent<00:33:16.732> a<00:33:16.860> week<00:33:17.021> with<00:33:17.182> Federer<00:33:17.438> and<00:33:17.519> he<00:33:17.599> says,<00:33:17.824> I<00:33:17.904> was<00:33:18.016> amazed<00:33:18.482> at<00:33:18.562> how<00:33:18.803> hard<00:33:19.189> he<00:33:19.365> works<00:33:20.088> because<00:33:20.569> he<00:33:20.650> makes<00:33:20.891> it<00:33:20.955> look<00:33:21.115> so<00:33:21.276> effortless,<00:33:21.693> right?

00:33:21.998 --> 00:33:23.829
But<00:33:22.079> he<00:33:22.159> would<00:33:22.255> be<00:33:22.400> 4<00:33:22.560> or<00:33:22.657> 5<00:33:22.882> hours<00:33:23.058> on<00:33:23.139> the<00:33:23.219> practice<00:33:23.684> court.

00:33:23.990 --> 00:33:27.030
And<00:33:24.230> Roger<00:33:24.550> said<00:33:24.770> to<00:33:24.810> him,<00:33:25.030> he<00:33:25.031> said,<00:33:25.570> "All<00:33:25.610> the<00:33:25.750> work<00:33:25.910> goes<00:33:26.070> on<00:33:26.330> behind<00:33:26.470> the<00:33:26.710> scenes.

00:33:27.030 --> 00:33:28.730
When<00:33:27.170> people<00:33:27.370> see<00:33:27.650> me,<00:33:27.890> they<00:33:27.930> don't<00:33:28.090> see<00:33:28.210> this,<00:33:28.450> right?

00:33:28.730 --> 00:33:31.410
It's<00:33:28.890> all<00:33:28.990> the<00:33:29.150> work<00:33:29.270> behind<00:33:29.490> the<00:33:29.670> scenes."<00:33:30.190> And<00:33:30.350> the<00:33:30.470> greats<00:33:30.710> are<00:33:30.810> like<00:33:31.010> that.

00:33:32.009 --> 00:33:32.800
And<00:33:32.029> it's<00:33:32.250> okay.

00:33:33.410 --> 00:33:35.970
There's<00:33:33.450> a<00:33:33.610> great—<00:33:34.170> a<00:33:34.171> lot<00:33:34.270> of<00:33:34.390> people<00:33:34.450> talk<00:33:34.610> about<00:33:34.770> the<00:33:34.930> unrequired,<00:33:35.710> right?

00:33:35.970 --> 00:33:37.010
The<00:33:36.010> unrequired<00:33:36.490> work,<00:33:36.810> right?

00:33:37.010 --> 00:33:38.010
That's<00:33:37.170> what<00:33:37.250> greats<00:33:37.630> do.

00:33:38.010 --> 00:33:39.030
That's<00:33:38.230> where<00:33:38.330> the<00:33:38.390> discipline<00:33:38.770> is.

00:33:39.030 --> 00:33:39.830
Do<00:33:39.130> I<00:33:39.250> feel<00:33:39.470> like<00:33:39.650> it?

00:33:39.830 --> 00:33:40.270
No.

00:33:40.270 --> 00:33:40.710
It<00:33:40.390> doesn't<00:33:40.490> matter.

00:33:40.710 --> 00:33:41.400
I'm<00:33:40.790> going<00:33:40.890> to<00:33:40.970> do<00:33:41.150> it.

00:33:41.710 --> 00:33:47.150
And<00:33:41.950> what<00:33:42.010> drives<00:33:42.530> that,<00:33:42.870> we're<00:33:43.010> getting<00:33:43.230> to<00:33:43.590> the<00:33:43.790> dopamine<00:33:44.350> and<00:33:44.610> the<00:33:44.770> serotonin,<00:33:45.210> is<00:33:45.370> that<00:33:45.590> long-term<00:33:46.050> motivation.

00:33:47.150 --> 00:33:49.360
And<00:33:47.270> what<00:33:48.170> can<00:33:48.370> I<00:33:48.550> do<00:33:48.650> to<00:33:48.770> be<00:33:48.910> better?

00:33:49.430 --> 00:33:52.418
And<00:33:49.450> so,<00:33:50.170> that<00:33:50.171> discipline<00:33:50.910> of,<00:33:51.472> Okay,<00:33:51.857> I've<00:33:51.953> gotten<00:33:52.193> here.

00:33:52.514 --> 00:33:52.899
Great.

00:33:53.380 --> 00:33:55.722
Now,<00:33:54.263> what's<00:33:54.439> the<00:33:54.519> next<00:33:54.824> thing<00:33:54.985> I<00:33:55.081> can<00:33:55.241> challenge,<00:33:55.546> right?

00:33:56.124 --> 00:33:58.899
And<00:33:56.284> sometimes<00:33:56.685> that<00:33:56.829> comes<00:33:57.006> from<00:33:57.150> the<00:33:57.230> most<00:33:57.567> unexpected<00:33:58.209> places,<00:33:58.754> right?

00:33:58.947 --> 00:34:03.422
I<00:33:58.995> mean,<00:34:00.038> 20<00:34:00.294> years<00:34:00.519> ago,<00:34:00.920> flexibility<00:34:01.561> was<00:34:01.658> not<00:34:01.754> something<00:34:02.219> any<00:34:02.380> tennis<00:34:02.620> players<00:34:02.861> would<00:34:03.005> ever<00:34:03.101> talk<00:34:03.342> to.

00:34:03.743 --> 00:34:11.571
But<00:34:03.903> it<00:34:04.064> really<00:34:04.305> does<00:34:04.481> impact<00:34:04.866> because,<00:34:05.010> of<00:34:05.107> course,<00:34:05.267> it<00:34:05.347> allows<00:34:05.668> you<00:34:05.812> to,<00:34:06.534> A,<00:34:06.791> reach<00:34:07.433> shots<00:34:07.737> you<00:34:07.834> wouldn't<00:34:08.074> reach,<00:34:08.379> B,<00:34:08.700> reduce<00:34:09.037> injuries,<00:34:09.293> and<00:34:09.422> C,<00:34:10.144> generate<00:34:10.480> more<00:34:10.721> power<00:34:11.026> in<00:34:11.058> the<00:34:11.122> kinetic<00:34:11.443> chain.

00:34:11.619 --> 00:34:15.437
So,<00:34:11.748> if<00:34:11.908> you<00:34:12.004> can<00:34:12.405> flex<00:34:12.646> your<00:34:12.806> back,<00:34:13.368> you<00:34:13.448> know,<00:34:13.592> when<00:34:13.673> you're<00:34:13.769> serving,<00:34:14.170> you<00:34:14.250> can<00:34:14.475> generate<00:34:14.892> more<00:34:15.052> power.

00:34:16.351 --> 00:34:18.581
So,<00:34:16.512> that<00:34:16.656> kind<00:34:16.817> of—<00:34:17.041> so,<00:34:17.137> it<00:34:17.282> really<00:34:17.538> is<00:34:17.763> actually<00:34:18.084> really<00:34:18.180> important.

00:34:19.127 --> 00:34:21.006
And<00:34:19.207> then<00:34:19.384> people<00:34:19.625> are<00:34:19.689> starting<00:34:20.010> to<00:34:20.091> get<00:34:20.267> it<00:34:20.412> now,<00:34:20.765> right?

00:34:21.134 --> 00:34:23.126
But<00:34:21.536> at<00:34:21.632> the<00:34:21.777> time,<00:34:22.178> they<00:34:22.515> didn't<00:34:22.820> think<00:34:22.997> of<00:34:23.077> it.

00:34:23.623 --> 00:34:29.613
And<00:34:24.763> the<00:34:24.908> other<00:34:25.004> thing<00:34:25.309> is<00:34:26.353> finding<00:34:26.755> your<00:34:26.851> identity<00:34:27.734> and<00:34:27.895> then<00:34:28.601> sticking<00:34:29.099> to<00:34:29.260> that,<00:34:29.501> right?

00:34:29.661 --> 00:34:32.150
So,<00:34:29.902> great<00:34:30.127> example<00:34:30.464> is<00:34:30.609> I<00:34:30.689> worked<00:34:30.801> with<00:34:30.882> a<00:34:30.946> player<00:34:31.187> named<00:34:31.492> Juan<00:34:31.749> Monaco.

00:34:32.231 --> 00:34:33.082
He<00:34:32.295> was<00:34:32.391> an<00:34:32.471> Argentinian.

00:34:33.435 --> 00:34:36.518
When<00:34:33.836> we<00:34:33.997> started<00:34:34.222> working<00:34:34.463> together,<00:34:34.623> he<00:34:34.704> was<00:34:34.800> like<00:34:35.346> 50<00:34:35.603> in<00:34:35.683> the<00:34:35.747> world<00:34:35.924> or<00:34:36.004> something<00:34:36.165> like<00:34:36.325> that.

00:34:37.209 --> 00:34:39.617
And<00:34:37.289> he<00:34:37.433> was<00:34:37.674> a<00:34:38.076> brilliant<00:34:38.477> guy,<00:34:38.959> really<00:34:39.152> nice<00:34:39.393> guy.

00:34:40.645 --> 00:34:43.793
And<00:34:40.806> his<00:34:41.063> thing<00:34:41.223> was,<00:34:41.384> I<00:34:41.400> mean,<00:34:41.609> he<00:34:41.705> didn't<00:34:41.946> have<00:34:42.187> the<00:34:42.267> tennis<00:34:42.588> of<00:34:42.668> a<00:34:42.749> Roger<00:34:43.070> Federer,<00:34:43.552> right?

00:34:44.339 --> 00:34:46.057
He<00:34:44.435> was<00:34:44.579> just<00:34:44.852> a<00:34:44.901> really<00:34:45.077> solid<00:34:45.479> baseliner.

00:34:46.426 --> 00:34:51.011
So,<00:34:46.602> we<00:34:46.682> said,<00:34:46.907> "Well,<00:34:47.324> work<00:34:47.628> to<00:34:47.660> your<00:34:47.804> strengths."<00:34:48.205> So,<00:34:48.366> we<00:34:48.462> had<00:34:48.590> this<00:34:48.750> identity<00:34:49.408> that<00:34:49.648> he<00:34:49.728> was<00:34:49.872> like<00:34:50.129> a<00:34:50.209> gladiator,<00:34:50.770> right?

00:34:51.411 --> 00:34:53.383
So,<00:34:51.652> it<00:34:51.892> didn't<00:34:52.133> matter<00:34:52.453> if<00:34:52.614> you<00:34:52.774> win<00:34:52.950> or<00:34:53.159> lose.

00:34:53.736 --> 00:34:58.112
It's<00:34:53.880> about<00:34:54.233> making<00:34:54.858> points<00:34:55.499> as<00:34:55.740> long<00:34:55.996> as<00:34:56.140> possible<00:34:57.102> because<00:34:57.407> that's<00:34:57.663> your<00:34:57.824> strength.

00:34:58.224 --> 00:34:59.170
So,<00:34:58.369> bring<00:34:58.481> them<00:34:58.609> to<00:34:58.689> your<00:34:58.850> strength.

00:34:59.747 --> 00:35:00.805
And<00:34:59.827> like<00:35:00.004> I<00:35:00.068> said,<00:35:00.132> he's<00:35:00.308> a<00:35:00.389> really<00:35:00.565> bright<00:35:00.725> guy.

00:35:00.869 --> 00:35:05.759
So,<00:35:01.014> he<00:35:01.110> figured<00:35:01.495> that<00:35:01.655> out<00:35:02.312> and<00:35:02.537> then<00:35:03.018> he<00:35:03.418> made<00:35:03.595> the<00:35:03.675> top<00:35:03.979> 10<00:35:04.460> just<00:35:04.797> with<00:35:04.941> that<00:35:05.198> strategy.

00:35:06.160 --> 00:35:09.109
But<00:35:06.705> what<00:35:06.801> was<00:35:06.961> behind<00:35:07.266> that<00:35:07.426> was<00:35:07.586> he<00:35:07.683> would<00:35:07.907> train<00:35:08.324> like<00:35:08.708> nobody.

00:35:09.590 --> 00:35:13.021
He<00:35:09.670> would<00:35:10.007> do<00:35:10.151> his<00:35:10.328> diet,<00:35:10.873> his<00:35:11.514> cardio,<00:35:12.893> right?

00:35:13.118 --> 00:35:16.857
And<00:35:13.278> then<00:35:13.375> he<00:35:13.519> would<00:35:13.680> go<00:35:13.856> on<00:35:13.936> a<00:35:14.001> court<00:35:14.578> and<00:35:14.643> he<00:35:14.723> would<00:35:14.883> practice<00:35:15.220> and<00:35:15.541> he<00:35:15.766> wouldn't<00:35:15.943> miss<00:35:16.119> a<00:35:16.167> ball,<00:35:16.504> right?

00:35:17.082 --> 00:35:20.051
It<00:35:17.211> was<00:35:17.307> like<00:35:17.451> David<00:35:17.772> Ferrer<00:35:18.190> is<00:35:18.270> another<00:35:18.816> famous<00:35:19.474> player<00:35:19.779> like<00:35:19.955> that.

00:35:20.501 --> 00:35:25.380
I<00:35:20.517> remember<00:35:20.758> seeing<00:35:20.998> David<00:35:21.303> Ferrer<00:35:21.624> train<00:35:21.865> with<00:35:21.961> one<00:35:22.106> of<00:35:22.138> my<00:35:22.282> players<00:35:22.603> and<00:35:22.828> I<00:35:22.860> think<00:35:23.069> it<00:35:23.101> was<00:35:23.229> like<00:35:23.470> 45<00:35:23.807> minutes<00:35:24.048> before<00:35:24.289> he<00:35:24.449> hit<00:35:24.594> his<00:35:24.770> first<00:35:25.011> ball<00:35:25.316> out.

00:35:25.974 --> 00:35:28.189
I<00:35:25.990> mean,<00:35:26.215> that's<00:35:26.680> just<00:35:26.857> insane,<00:35:27.900> right?

00:35:29.168 --> 00:35:33.854
And<00:35:29.746> that<00:35:29.970> just<00:35:30.147> comes<00:35:30.388> from<00:35:31.816> imagining<00:35:32.474> something<00:35:32.811> that<00:35:32.956> nobody<00:35:33.196> thought<00:35:33.373> was<00:35:33.517> possible.

00:35:33.983 --> 00:35:35.748
Well,<00:35:34.079> what<00:35:34.320> if<00:35:34.545> I<00:35:34.641> don't<00:35:34.946> miss<00:35:35.203> balls,<00:35:35.524> right?

00:35:36.005 --> 00:35:37.867
Because<00:35:36.294> then<00:35:36.422> psychologically,<00:35:37.193> that<00:35:37.353> gives<00:35:37.530> you<00:35:37.610> an<00:35:37.755> edge.

00:35:38.092 --> 00:35:42.925
'Cause<00:35:38.413> when<00:35:38.573> players<00:35:38.959> will<00:35:39.039> be<00:35:39.135> playing<00:35:39.440> and<00:35:39.537> the<00:35:39.617> rally<00:35:39.858> gets<00:35:40.099> longer,<00:35:41.142> most<00:35:41.528> of<00:35:41.608> them<00:35:41.769> will<00:35:41.865> start<00:35:42.106> getting<00:35:42.347> anxious,<00:35:42.748> right?

00:35:42.989 --> 00:35:44.627
Shit,<00:35:43.567> I'm<00:35:44.033> gonna<00:35:44.209> miss<00:35:44.514> one.

00:35:44.755 --> 00:35:45.478
I<00:35:44.835> don't<00:35:44.980> wanna<00:35:45.092> miss<00:35:45.381> one.

00:35:46.120 --> 00:35:48.255
These<00:35:46.425> guys<00:35:46.987> would<00:35:47.148> double<00:35:47.404> down<00:35:47.710> on<00:35:47.806> that,<00:35:48.127> right?

00:35:48.352 --> 00:35:50.439
It's<00:35:48.464> like,<00:35:48.753> oh<00:35:48.914> yeah,<00:35:49.074> I<00:35:49.106> could<00:35:49.251> do<00:35:49.347> this<00:35:49.492> all<00:35:49.588> day,<00:35:50.134> right?

00:35:51.178 --> 00:35:54.935
And<00:35:51.306> then,<00:35:51.659> you<00:35:51.756> know,<00:35:52.366> and<00:35:52.462> I'm<00:35:52.719> not<00:35:52.864> gonna<00:35:53.024> blow<00:35:53.249> you<00:35:53.329> off<00:35:53.426> the<00:35:53.506> court,<00:35:53.747> so<00:35:53.827> why<00:35:53.923> am<00:35:54.068> I<00:35:54.148> even<00:35:54.293> gonna<00:35:54.469> try,<00:35:54.790> right?

00:35:54.983 --> 00:36:02.353
So<00:35:55.031> it's<00:35:55.128> about<00:35:55.979> avoiding<00:35:56.460> the<00:35:56.557> temptation<00:35:57.119> to<00:35:57.199> try<00:35:57.520> and<00:35:57.745> do<00:35:57.922> the<00:35:58.066> big<00:35:58.580> sexy<00:35:58.965> plays<00:35:59.286> and<00:35:59.367> just<00:35:59.511> say,<00:35:59.704> I'm<00:35:59.848> gonna<00:35:59.993> do<00:36:00.105> what<00:36:00.202> I'm<00:36:00.394> good<00:36:00.555> at<00:36:01.117> and<00:36:01.277> nobody's<00:36:01.598> gonna<00:36:01.759> get<00:36:01.936> me<00:36:02.080> outta<00:36:02.241> here.

00:36:02.417 --> 00:36:04.681
And<00:36:02.498> that,<00:36:02.883> you<00:36:02.979> know,<00:36:03.702> That<00:36:03.862> even<00:36:04.087> works<00:36:04.264> in<00:36:04.408> teams.

00:36:04.746 --> 00:36:06.704
If<00:36:04.826> you<00:36:04.890> look<00:36:05.067> at<00:36:05.147> the<00:36:05.308> football<00:36:05.693> club<00:36:05.869> Barcelona,<00:36:06.512> right?

00:36:06.833 --> 00:36:10.494
Pep<00:36:07.058> Guardiola<00:36:07.475> built<00:36:08.322> a<00:36:08.342> fantastic<00:36:08.920> team<00:36:09.466> with<00:36:09.707> role<00:36:10.044> players.

00:36:11.088 --> 00:36:12.870
Or<00:36:11.553> Belichick<00:36:11.987> is<00:36:12.067> another<00:36:12.356> example,<00:36:12.725> right?

00:36:13.079 --> 00:36:14.026
He<00:36:13.111> took<00:36:13.400> role<00:36:13.641> players.

00:36:14.283 --> 00:36:16.113
You<00:36:14.459> do<00:36:14.620> this<00:36:14.877> and<00:36:15.005> you<00:36:15.086> do<00:36:15.182> this<00:36:15.487> really<00:36:15.728> well<00:36:15.872> and<00:36:15.985> that's<00:36:16.081> it.

00:36:16.161 --> 00:36:17.350
And<00:36:16.242> I'll<00:36:16.386> get<00:36:16.531> somebody<00:36:16.772> else<00:36:16.852> to<00:36:16.964> do<00:36:17.109> this.

00:36:18.618 --> 00:36:20.497
And<00:36:19.437> you<00:36:19.517> just<00:36:19.742> have<00:36:19.919> to<00:36:19.983> know<00:36:20.079> how<00:36:20.159> to<00:36:20.304> do<00:36:20.400> that.

00:36:20.545 --> 00:36:24.013
But<00:36:20.625> that<00:36:20.786> takes<00:36:20.914> a<00:36:21.026> lot<00:36:21.187> of<00:36:21.267> discipline<00:36:21.909> because<00:36:22.166> the<00:36:22.391> ego<00:36:22.632> wants<00:36:22.873> you<00:36:22.969> to<00:36:23.049> do<00:36:23.515> other<00:36:23.692> stuff.

00:36:25.121 --> 00:36:29.070
And<00:36:25.699> same<00:36:25.940> thing<00:36:26.100> with<00:36:26.485> CEOs,<00:36:27.882> C-suite,<00:36:28.509> right?

00:36:29.936 --> 00:36:36.362
A,<00:36:30.113> it's<00:36:30.241> having<00:36:30.433> the<00:36:30.513> discipline<00:36:30.978> to<00:36:31.074> continue<00:36:31.475> to<00:36:31.555> improve,<00:36:31.955> and<00:36:32.083> then<00:36:32.196> it's<00:36:32.420> knowing<00:36:32.837> when<00:36:33.141> you<00:36:33.381> become<00:36:33.862> the<00:36:34.183> obstacle<00:36:34.984> and<00:36:35.384> the<00:36:35.464> bottleneck,<00:36:36.121> right?

00:36:36.602 --> 00:36:51.905
There's<00:36:37.307> a<00:36:37.323> great<00:36:37.708> book<00:36:38.188> years<00:36:38.445> ago<00:36:38.669> called<00:36:38.829> The<00:36:38.910> Founder's<00:36:39.310> Trap,<00:36:40.352> and<00:36:40.864> it<00:36:40.928> talked<00:36:41.185> about<00:36:41.409> that,<00:36:42.194> how<00:36:42.611> companies<00:36:43.076> grow<00:36:43.156> off<00:36:43.396> the<00:36:43.476> back<00:36:43.733> of<00:36:43.813> a<00:36:43.877> founder,<00:36:44.934> but<00:36:45.159> there's<00:36:45.319> a<00:36:45.399> point<00:36:45.720> where<00:36:45.816> the<00:36:45.896> model<00:36:46.457> gets<00:36:46.761> scaled<00:36:47.258> and<00:36:47.402> you<00:36:47.498> need<00:36:47.738> to<00:36:47.819> get<00:36:47.995> out<00:36:48.043> of<00:36:48.123> the<00:36:48.219> way<00:36:48.764> or<00:36:48.844> you<00:36:49.004> become<00:36:49.325> the<00:36:49.405> downfall<00:36:49.741> of<00:36:49.838> the<00:36:49.966> company,<00:36:51.520> right?

00:36:52.369 --> 00:36:54.869
And<00:36:52.866> you<00:36:53.026> need<00:36:53.251> to<00:36:53.283> know<00:36:53.427> what<00:36:53.571> you're<00:36:53.667> good<00:36:53.827> at,<00:36:54.068> right?

00:36:55.029 --> 00:37:00.144
I<00:36:55.109> remember<00:36:55.574> when<00:36:55.734> I<00:36:55.991> did<00:36:56.215> my<00:36:56.632> I<00:36:56.664> did<00:36:56.872> my<00:36:57.097> MBA<00:36:57.770> 30<00:36:58.059> years<00:36:58.235> ago<00:36:58.540> and<00:36:58.636> we<00:36:58.716> still<00:36:58.957> had<00:36:59.117> paper<00:36:59.502> cases,<00:36:59.903> right?

00:37:00.465 --> 00:37:06.302
And<00:37:01.764> I<00:37:01.844> read<00:37:02.036> this<00:37:02.229> one<00:37:02.389> story,<00:37:02.806> it<00:37:02.934> was<00:37:02.982> a<00:37:03.014> Harvard<00:37:03.271> case<00:37:03.447> about<00:37:04.795> a<00:37:04.875> company<00:37:05.613> called<00:37:05.773> Cray<00:37:05.997> Computers.

00:37:06.960 --> 00:37:14.337
And<00:37:07.280> this<00:37:07.537> guy,<00:37:08.644> Cray,<00:37:09.205> I<00:37:09.285> can't<00:37:09.429> remember<00:37:09.606> his<00:37:09.686> first<00:37:09.927> name,<00:37:10.183> he<00:37:10.263> was<00:37:10.408> the<00:37:10.504> founder<00:37:10.809> of<00:37:10.889> the<00:37:10.921> company,<00:37:11.306> big<00:37:11.466> mainframes,<00:37:12.974> but<00:37:13.054> he<00:37:13.150> realized<00:37:13.695> he<00:37:13.727> needed<00:37:13.952> to<00:37:14.032> grow.

00:37:14.497 --> 00:37:17.641
And<00:37:14.834> he<00:37:14.978> was<00:37:15.075> like<00:37:15.219> this<00:37:15.395> crazy<00:37:15.973> scientist,<00:37:17.079> brilliant<00:37:17.400> guy.

00:37:18.041 --> 00:37:42.983
So,<00:37:18.186> he<00:37:18.282> said,<00:37:18.507> I<00:37:18.603> need—<00:37:18.843> so,<00:37:19.004> when<00:37:19.148> he<00:37:19.308> looks<00:37:19.469> for<00:37:19.581> this<00:37:20.030> MBA<00:37:20.447> guy<00:37:20.607> from<00:37:20.848> Harvard<00:37:21.249> called<00:37:21.650> Rollwaggon,<00:37:22.677> And<00:37:23.175> he<00:37:23.255> said,<00:37:23.480> "Look,<00:37:23.641> you're<00:37:23.769> going<00:37:23.850> to<00:37:23.962> run<00:37:24.058> the<00:37:24.139> company."<00:37:24.781> And<00:37:24.862> the<00:37:24.958> other<00:37:25.087> guy<00:37:25.167> was<00:37:25.263> smart<00:37:25.520> enough<00:37:25.729> to<00:37:25.810> say,<00:37:25.986> "Okay,<00:37:26.308> but<00:37:26.468> you're<00:37:26.629> going<00:37:26.725> to<00:37:26.790> be<00:37:26.950> the<00:37:27.031> face<00:37:27.288> of<00:37:27.432> the<00:37:27.577> company<00:37:28.541> because<00:37:28.958> you<00:37:29.119> go<00:37:29.264> out<00:37:29.344> and<00:37:29.440> you<00:37:29.601> do<00:37:29.746> your<00:37:29.842> crazy<00:37:30.163> stuff<00:37:31.031> and<00:37:31.223> I'll<00:37:31.673> run<00:37:31.930> this."<00:37:32.637> But<00:37:33.055> both<00:37:33.392> of<00:37:33.601> them<00:37:33.762> were<00:37:33.874> smart<00:37:34.324> enough<00:37:34.806> and<00:37:35.625> big<00:37:35.802> enough<00:37:36.091> to<00:37:36.188> say,<00:37:37.135> "I<00:37:37.216> got<00:37:37.344> to<00:37:37.392> do<00:37:37.537> what<00:37:37.650> I'm<00:37:37.874> good<00:37:38.180> at<00:37:38.822> and<00:37:39.304> let<00:37:39.545> other<00:37:39.722> people<00:37:40.027> do<00:37:40.124> what<00:37:40.284> they're<00:37:40.429> great<00:37:40.686> at,"<00:37:41.393> as<00:37:41.489> opposed<00:37:41.746> to<00:37:41.875> trying<00:37:42.051> to<00:37:42.196> have<00:37:42.453> the<00:37:42.742> whole<00:37:42.839> thing.

00:37:43.080 --> 00:37:44.863
And<00:37:43.497> that,<00:37:43.658> to<00:37:43.754> me,<00:37:43.899> is<00:37:43.995> a<00:37:44.124> form<00:37:44.317> of<00:37:44.445> discipline.

00:37:45.088 --> 00:37:48.959
It's<00:37:45.200> about<00:37:45.923> not<00:37:46.871> letting<00:37:47.112> your<00:37:47.256> ego<00:37:47.578> get<00:37:47.738> away<00:37:47.979> with<00:37:48.060> it,<00:37:48.301> carry<00:37:48.558> you<00:37:48.702> away.

00:37:49.520 --> 00:37:54.460
I'm<00:37:49.870> going<00:37:49.910> to<00:37:49.970> do<00:37:50.090> this<00:37:50.350> because<00:37:50.490> this<00:37:50.710> is<00:37:50.990> where<00:37:51.050> I'm<00:37:51.170> good<00:37:51.740> and<00:37:52.190> I'll<00:37:52.350> try<00:37:52.590> and<00:37:52.690> improve<00:37:53.090> on<00:37:53.270> the<00:37:53.430> stuff<00:37:53.549> I'm<00:37:53.730> not<00:37:53.890> good<00:37:54.010> at.

00:37:54.650 --> 00:38:00.630
But,<00:37:54.770> you<00:37:54.771> know,<00:37:55.270> if<00:37:55.870> I<00:37:55.970> have<00:37:56.230> a,<00:37:56.830> you<00:37:57.170> know,<00:37:57.390> a<00:37:57.470> guy<00:37:57.510> like<00:37:57.910> Djokovic,<00:37:58.990> right,<00:37:59.230> hey,<00:37:59.390> let<00:37:59.530> him<00:37:59.650> do<00:37:59.770> what<00:37:59.890> he's<00:38:00.030> great<00:38:00.210> at,<00:38:00.450> right?

00:38:00.630 --> 00:38:01.150
What<00:38:00.670> are<00:38:00.730> you<00:38:00.770> going<00:38:00.870> to<00:38:00.950> take?

00:38:01.270 --> 00:38:03.760
Take<00:38:01.530> his<00:38:01.910> things<00:38:02.170> away<00:38:02.390> from<00:38:03.090> him,<00:38:03.110> right?

00:38:04.130 --> 00:38:04.510
Yeah.

00:38:04.510 --> 00:38:13.800
Finally,<00:38:05.030> because<00:38:05.310> I<00:38:05.450> want<00:38:05.569> to<00:38:05.670> be<00:38:05.709> respectful<00:38:06.050> of<00:38:06.210> your<00:38:06.310> time<00:38:06.530> here,<00:38:07.650> we<00:38:07.770> end<00:38:07.970> every<00:38:08.150> interview<00:38:08.390> with<00:38:08.550> the<00:38:08.670> same<00:38:08.810> question,<00:38:09.190> and<00:38:09.390> that<00:38:09.550> is<00:38:09.690> at<00:38:09.870> CEO.com,<00:38:10.450> we<00:38:10.510> believe<00:38:10.750> the<00:38:10.890> chances<00:38:11.150> one<00:38:11.410> gives<00:38:11.910> is<00:38:12.110> just<00:38:12.290> as<00:38:12.450> important<00:38:12.630> as<00:38:12.790> the<00:38:12.910> chances<00:38:13.130> one<00:38:13.350> takes.

00:38:14.170 --> 00:38:17.210
When<00:38:14.410> you<00:38:14.590> hear<00:38:14.910> that,<00:38:15.190> who<00:38:15.270> gave<00:38:15.430> you<00:38:15.630> a<00:38:15.730> chance<00:38:15.950> to<00:38:16.090> get<00:38:16.230> you<00:38:16.350> to<00:38:16.470> where<00:38:16.590> you<00:38:16.750> are<00:38:16.930> today?

00:38:18.349 --> 00:38:20.644
Wow,<00:38:19.328> I<00:38:19.472> think<00:38:19.633> there's<00:38:19.810> a<00:38:19.826> lot<00:38:20.211> of<00:38:20.291> people.

00:38:21.415 --> 00:38:32.172
So<00:38:22.523> honestly,<00:38:23.004> I<00:38:23.085> mean,<00:38:24.208> I<00:38:24.305> would<00:38:24.449> say<00:38:25.348> one<00:38:25.525> of<00:38:25.653> the<00:38:26.312> big<00:38:26.536> ones<00:38:27.179> is<00:38:27.981> a<00:38:28.078> lot<00:38:28.302> of<00:38:28.383> the<00:38:28.479> tennis<00:38:28.880> pros<00:38:29.201> and<00:38:29.346> coaches<00:38:29.844> on<00:38:30.068> tour<00:38:30.711> who<00:38:30.967> were<00:38:31.048> just<00:38:31.289> so<00:38:31.674> generous.

00:38:32.332 --> 00:38:37.293
They<00:38:32.428> just<00:38:32.589> shared<00:38:33.199> their<00:38:33.376> insights<00:38:34.419> and<00:38:34.564> you're<00:38:34.724> like,<00:38:34.965> oh<00:38:34.997> my<00:38:35.206> God,<00:38:35.382> I<00:38:35.398> never<00:38:35.704> even<00:38:35.944> saw<00:38:36.265> that,<00:38:36.827> right?

00:38:37.951 --> 00:38:48.843
And<00:38:38.336> I<00:38:38.353> think<00:38:38.593> that's<00:38:39.155> really<00:38:39.396> important<00:38:39.781> when<00:38:39.878> people<00:38:40.119> are<00:38:40.279> willing<00:38:40.584> to<00:38:41.467> take<00:38:41.724> their<00:38:42.350> 30,<00:38:42.671> 40<00:38:42.928> years<00:38:43.169> of<00:38:43.217> experience<00:38:43.634> because<00:38:44.372> what<00:38:44.677> the<00:38:44.837> science<00:38:45.157> shows<00:38:45.398> is<00:38:45.510> that<00:38:46.215> experts<00:38:46.760> develop<00:38:47.080> something<00:38:47.481> called<00:38:47.978> mental<00:38:48.298> maps,<00:38:48.683> right?

00:38:49.500 --> 00:38:51.631
And<00:38:49.644> what<00:38:49.740> they<00:38:49.901> do<00:38:50.125> is<00:38:50.558> it's<00:38:50.702> kind<00:38:50.862> of<00:38:50.942> like<00:38:51.247> a<00:38:51.407> macro.

00:38:51.679 --> 00:38:52.721
It's<00:38:51.760> like<00:38:51.904> chess<00:38:52.144> masters,<00:38:52.545> right?

00:38:52.769 --> 00:38:53.554
They<00:38:52.849> don't<00:38:53.009> see<00:38:53.186> pieces.

00:38:53.666 --> 00:38:55.077
They<00:38:53.747> see<00:38:54.307> plays.

00:38:55.173 --> 00:38:57.961
They<00:38:55.269> see<00:38:55.413> entire<00:38:55.830> boards,<00:38:56.535> positions,<00:38:57.176> situations.

00:38:59.019 --> 00:39:04.259
And<00:38:59.115> so,<00:39:00.621> you<00:39:01.022> either<00:39:01.198> do<00:39:01.519> that<00:39:01.679> for<00:39:01.823> 30<00:39:02.063> years<00:39:02.400> or<00:39:02.480> somebody<00:39:02.865> explains<00:39:03.345> to<00:39:03.425> you<00:39:03.682> insights<00:39:04.018> from<00:39:04.163> there.

00:39:04.707 --> 00:39:08.906
So,<00:39:04.884> there's<00:39:05.108> a<00:39:05.188> lot<00:39:05.445> of<00:39:05.509> generous<00:39:05.845> people<00:39:06.086> on<00:39:06.246> tour<00:39:06.470> who<00:39:06.871> shared<00:39:07.271> that<00:39:07.448> with<00:39:07.608> me<00:39:07.688> and<00:39:07.752> they<00:39:07.784> say,<00:39:07.992> "Look<00:39:08.249> at<00:39:08.329> what<00:39:08.489> this<00:39:08.633> guy's<00:39:08.810> doing.

00:39:08.970 --> 00:39:14.410
Look<00:39:09.130> at<00:39:09.194> what<00:39:09.355> happens<00:39:09.675> here."<00:39:10.270> And<00:39:10.720> that<00:39:11.320> ended<00:39:11.640> up<00:39:11.780> being<00:39:11.940> the<00:39:12.180> embryon<00:39:12.520> for<00:39:12.700> me<00:39:12.800> to<00:39:12.980> later<00:39:13.140> build<00:39:13.500> on<00:39:13.760> that.

00:39:15.160 --> 00:39:18.620
You<00:39:15.180> know,<00:39:15.340> so<00:39:15.440> I<00:39:15.500> would<00:39:15.580> say<00:39:15.740> that,<00:39:16.180> that<00:39:16.200> was,<00:39:16.440> that<00:39:16.660> was<00:39:16.820> definitely<00:39:17.160> one<00:39:17.480> of,<00:39:17.940> one<00:39:18.019> of<00:39:18.080> the<00:39:18.200> big<00:39:18.320> ones.

00:39:19.680 --> 00:39:20.400
That's<00:39:19.820> incredible.

00:39:20.400 --> 00:39:22.180
Adolfo,<00:39:20.600> thank<00:39:20.800> you<00:39:20.940> so<00:39:21.160> much<00:39:21.320> for<00:39:21.460> coming<00:39:21.680> on.

00:39:22.800 --> 00:39:23.600
Congratulations<00:39:23.140> on<00:39:23.340> everything.

00:39:23.600 --> 00:39:24.420
We'll<00:39:23.720> link<00:39:23.900> to<00:39:24.060> your<00:39:24.180> book.

00:39:24.420 --> 00:39:25.400
Everybody<00:39:24.720> needs<00:39:24.960> to<00:39:25.080> read<00:39:25.220> it.

00:39:25.400 --> 00:39:26.480
I<00:39:25.420> think<00:39:25.540> it's<00:39:25.660> an<00:39:25.840> incredible<00:39:26.100> book.

00:39:26.480 --> 00:39:27.540
Well<00:39:26.600> done<00:39:26.760> on<00:39:27.000> that.

00:39:27.540 --> 00:39:28.440
Thank<00:39:28.140> you.

00:39:28.440 --> 00:39:30.720
And<00:39:28.620> it<00:39:28.621> takes<00:39:28.780> discipline<00:39:29.160> even<00:39:29.360> to<00:39:29.580> get<00:39:29.581> something<00:39:29.880> like<00:39:30.120> that<00:39:30.220> done.

00:39:30.880 --> 00:39:32.520
So,<00:39:31.060> so<00:39:31.140> congratulations<00:39:31.700> on<00:39:32.140> that.

00:39:32.750 --> 00:39:35.360
And<00:39:33.100> I'm<00:39:33.340> sure<00:39:33.420> we'll<00:39:33.540> have<00:39:33.640> you<00:39:33.760> back<00:39:33.900> on,<00:39:34.180> but<00:39:34.240> thank<00:39:34.420> you<00:39:34.500> so<00:39:34.660> much<00:39:34.760> for<00:39:34.940> joining<00:39:35.100> us.

00:39:35.360 --> 00:39:36.210
This<00:39:35.440> was<00:39:35.660> incredible.

00:39:36.520 --> 00:39:37.080
Great.

00:39:37.080 --> 00:39:37.520
Thanks,<00:39:37.300> Clint.

00:39:37.520 --> 00:39:38.260
Thanks<00:39:37.660> for<00:39:37.800> having<00:39:38.020> me.

00:39:42.209 --> 00:39:46.073
Loving<00:39:42.773> you<00:39:43.111> makes<00:39:43.497> the<00:39:43.835> stars<00:39:44.318> shine<00:39:45.767> brighter.

00:39:46.234 --> 00:39:46.733
Yeah.

00:39:47.618 --> 00:39:51.878
One<00:39:48.021> step<00:39:48.455> closer<00:39:49.051> to<00:39:50.924> the<00:39:51.555> hella.

00:39:52.282 --> 00:39:52.654
Yeah.

00:39:53.269 --> 00:39:56.778
We'll<00:39:53.657> wobble,<00:39:54.158> yes,<00:39:54.563> we'll<00:39:54.951> rule<00:39:55.598> our<00:39:55.759> own<00:39:56.180> domain.

00:39:57.069 --> 00:39:58.379
Yeah,<00:39:57.797> yeah.

00:39:59.075 --> 00:40:02.209
Keep<00:39:59.140> our<00:39:59.317> heads<00:39:59.576> up<00:39:59.802> high,<00:40:00.222> pushing<00:40:00.529> on<00:40:00.610> like<00:40:01.256> a<00:40:01.434> chugging<00:40:01.935> train.