Bill Eckstrom wants to put a number on your managers

Bill Eckstrom likes to ask executives a question. Does the performance of the teams inside your company reflect how well those teams are led? He says 99 out of 100 answer yes without hesitating. Then he asks how many of them have measured it.

"They all believe their teams reflect how they're led, but how many of those people have quantified their leadership?" Eckstrom said on the CEO.com Podcast. "Everybody looks at outcomes. What's the input? What's the root cause that creates the outcome? And the biggest root cause that we see in business is the behaviors of leaders. And nobody is really quantifying and helping them evolve in a real way."

That gap is in business. Eckstrom is the founder of Ecsell Institute, a firm in Lincoln, Nebraska, that scores managers on how they coach the people who report to them. He was CEO when the interview was recorded; the company's site now lists his title as chairman. He founded it in July 2008, six months after a publicly traded healthcare company let him go from a senior vice president job in a reorganization. He tells that story in a 2017 TEDx talk, "Why Comfort Will Ruin Your Life," which the company says has been viewed more than 4.5 million times. In 2019 he and Ecsell president Sarah Wirth published The Coaching Effect, drawn from more than 100,000 documented coaching interactions, most of them on sales teams.

The method works like a physical. Ecsell surveys the people being led, not the leader, and scores the leader on six themes: trust, psychological safety, communication, team structure, skill development, and challenge. The first two are grouped as relationship, the middle two as order, and the last two as complexity. Complexity is Eckstrom's word for pushing people into discomfort, which he considers the part most leaders skip. He is specific about the sequence. A manager who has not built trust has not earned the right to push. Once trust exists, he said, people ask to be challenged. Fear produces discomfort too, and he does not count it.

Eckstrom described what the report looks like when it lands on a leader's desk: only 60% of your team says you have a connection with them, only 50% says you have created a psychologically safe environment. "Those are hard things to learn," he said. "But it's a beautiful thing to understand because then I know what to do. I know where to focus."

The most concrete number he offered was about meetings. Asked whether trust in the workplace has eroded the way trust in institutions has, he said Ecsell's data did not show that, with one exception. After the pandemic, one-on-one meetings between managers and their direct reports fell by 54%. Trust did not drop on its own; the activity that produces it did. His fix is unglamorous. Hold the meetings. Ask about life outside of work. Know the names of their kids. Know their professional goals, because by Ecsell's data, a manager who knows an employee's goals and helps them get there is the second-strongest motivator in the workplace. Eckstrom said he built a sales team early in his career by hiring people away from managers who had never bothered.

He also said Ecsell's post-pandemic data ranks hybrid leaders as the most effective, fully remote leaders second, and fully in-office leaders last.

A reader should hold those findings at arm's length. Ecsell's scores come from web-based team-member surveys, so they measure how a team perceives its manager rather than anything independent of that perception. The company's site says it tracks and measures a person's ability to lead in a way no one else does, which is a sales claim. And a firm that sells coaching to managers has an interest in finding that manager behavior explains performance. Eckstrom, to his credit, does not pretend otherwise. He said the company treats its own findings as things to disprove, and that some behaviors it once measured no longer correlate with performance and have been dropped. What has held constant, he said, is the relationship factor.

The framework has traveled. Ecsell started in sales because sales tracks numbers, then moved into marketing, operations, IT, pharma, agriculture, manufacturing, and retail as those departments asked for the same scorecards. It now runs divisions for sports and education. Before entering sports, Ecsell held focus groups with high school athletic directors and coaches and found that winning was not their first priority. They wanted their coaches to give student athletes a good experience. Eckstrom said the same six themes apply to a gym as to a sales floor, and that wins tend to follow when coaches get them right.

Asked which leaders he admires, he did not name anyone famous. He named a medical equipment distributor in Iowa and a retired chief commercial officer at a pharmaceutical company. The leaders who matter most, he said, are usually people nobody has heard of, and most of us only get one or two.

Every conversation on the CEO.com Podcast ends with the same question, built on the idea that the chances one gives are just as important as the chances one takes. Eckstrom's was a man named Bill, who appears in The Coaching Effect as Mitch because the publisher did not want two Bills in one book. Bill put him in his first leadership role and coached him hard. Eckstrom said much of Ecsell's work traces back to him. Then he added a condition. Someone has to be willing to take a chance on. "Parents, let them fail," he said. "Let kids fail. Let yourself fail."

He was fired on January 7, 2008, at 3 in the afternoon, in a conference room on the top floor of the building. He went home and lay in bed for three hours. The articles of incorporation were signed that July.

00:00:00 Defining Leadership Versus Coaching
00:03:14 Creating Healthy Discomfort
00:05:33 Inside a Coaching Session
00:07:04 The Six Themes of Coaching
00:09:54 Learning Hard Feedback as a Leader
00:11:04 Building Trust in the Workplace
00:14:34 Trust Versus Psychological Safety
00:17:33 Getting Fired and Founding Ecsell
00:22:49 Expanding Into Sports and Education
00:26:11 Steve Jobs and Authentic Leadership
00:30:18 Writing The Coaching Effect
00:34:52 How the TED Talk Changed the Book
00:38:06 Leadership, AI, and Hybrid Work
00:41:41 The Mentor Who Took a Chance

WEBVTT

00:00:10.040 --> 00:00:15.733
Bill,<00:00:10.560> thank<00:00:10.853> you<00:00:11.016> so<00:00:11.260> much<00:00:11.601> for<00:00:12.073> coming<00:00:12.561> on<00:00:12.984> and<00:00:13.065> joining<00:00:13.391> us<00:00:13.553> today<00:00:13.797> so<00:00:13.960> that<00:00:14.106> we,<00:00:14.285> so<00:00:14.448> that<00:00:14.611> we<00:00:14.692> can<00:00:15.001> learn<00:00:15.261> from<00:00:15.570> you.

00:00:16.877 --> 00:00:22.650
Uh,<00:00:16.974> you<00:00:17.120> have<00:00:17.282> such<00:00:17.459> a<00:00:17.540> wealth<00:00:17.864> of<00:00:17.928> knowledge,<00:00:18.349> and<00:00:18.494> I<00:00:18.575> want<00:00:18.656> to<00:00:18.753> talk<00:00:18.979> about<00:00:19.222> you,<00:00:19.319> like<00:00:19.561> the,<00:00:19.950> um,<00:00:20.273> institute<00:00:20.693> that<00:00:20.839> you,<00:00:21.178> you<00:00:21.405> run<00:00:21.664> and<00:00:21.744> all<00:00:21.841> these<00:00:22.068> various<00:00:22.391> things.

00:00:22.715 --> 00:00:30.419
But,<00:00:23.749> um,<00:00:24.089> the,<00:00:24.412> the<00:00:24.493> number<00:00:24.897> one<00:00:25.124> question<00:00:25.609> I<00:00:25.625> was<00:00:25.851> thinking<00:00:26.094> of<00:00:26.240> this<00:00:26.436> morning<00:00:26.928> to<00:00:27.240> ask<00:00:27.568> you<00:00:28.528> is,<00:00:28.868> what<00:00:29.417> is<00:00:29.837> leadership?

00:00:30.629 --> 00:00:32.746
Because<00:00:30.888> I<00:00:30.904> know<00:00:31.130> we're<00:00:31.211> going<00:00:31.292> to<00:00:31.373> be<00:00:31.453> talking<00:00:31.777> a<00:00:31.793> lot<00:00:31.954> about<00:00:32.181> leadership.

00:00:33.458 --> 00:00:34.508
What<00:00:33.700> is<00:00:33.959> leadership?

00:00:34.589 --> 00:00:36.464
It's<00:00:34.751> kind<00:00:34.928> of<00:00:35.736> hard<00:00:35.979> to<00:00:36.124> define.

00:00:39.994 --> 00:00:42.180
You<00:00:40.074> know,<00:00:40.331> it's<00:00:40.476> interesting<00:00:41.119> that<00:00:41.280> you<00:00:41.440> ask<00:00:41.842> that.

00:00:43.273 --> 00:00:50.594
Because<00:00:44.093> even<00:00:44.478> in<00:00:44.559> our<00:00:44.736> book,<00:00:46.021> we<00:00:46.246> talk<00:00:46.568> about<00:00:47.629> the<00:00:47.789> difference<00:00:48.337> between<00:00:49.246> leadership<00:00:49.977> and<00:00:50.140> coaching.

00:00:51.910 --> 00:01:02.447
And<00:00:53.927> The<00:00:54.024> way<00:00:54.652> I<00:00:54.668> like<00:00:54.990> to<00:00:55.216> view<00:00:55.377> it—<00:00:55.409> so<00:00:56.021> I<00:00:56.102> will<00:00:56.263> answer<00:00:56.440> your<00:00:56.665> question<00:00:57.003> directly,<00:00:58.695> and<00:00:58.759> I'm<00:00:58.856> trying<00:00:59.081> to<00:00:59.178> think<00:00:59.436> of<00:00:59.580> the<00:00:59.822> technical<00:01:00.289> definition<00:01:00.788> that<00:01:01.014> we<00:01:01.111> have<00:01:01.272> in<00:01:01.336> our<00:01:01.497> head<00:01:01.739> that<00:01:01.835> we've<00:01:02.061> come<00:01:02.222> up<00:01:02.383> with.

00:01:04.707 --> 00:01:16.546
Um,<00:01:05.352> but<00:01:05.577> I<00:01:05.593> like<00:01:05.835> the<00:01:05.980> term<00:01:06.238> coach<00:01:06.721> better<00:01:07.027> than<00:01:07.285> lead<00:01:08.412> because<00:01:09.927> I<00:01:10.023> can<00:01:10.249> be<00:01:10.587> in<00:01:10.732> a<00:01:10.974> follower<00:01:12.182> role<00:01:13.412> but<00:01:13.574> have<00:01:13.883> great<00:01:14.159> leadership<00:01:14.873> traits<00:01:15.702> or<00:01:15.848> behaviors.

00:01:17.618 --> 00:01:33.374
And<00:01:18.203> when<00:01:18.365> it<00:01:18.446> comes<00:01:18.852> to<00:01:19.080> just<00:01:21.202> leading,<00:01:21.606> or<00:01:21.686> excuse<00:01:22.074> me,<00:01:22.251> so<00:01:22.735> when<00:01:22.880> it<00:01:22.977> comes<00:01:23.139> to<00:01:23.284> coaching,<00:01:23.623> the,<00:01:23.865> the,<00:01:24.252> one<00:01:24.365> of<00:01:24.413> the<00:01:24.510> differences<00:01:25.075> being<00:01:26.107> coaches<00:01:28.689> have<00:01:28.882> to<00:01:29.028> have<00:01:29.608> a<00:01:29.754> person<00:01:30.318> or<00:01:30.399> a<00:01:30.544> team<00:01:30.722> of<00:01:30.866> people<00:01:31.365> that<00:01:31.525> are<00:01:31.606> accountable<00:01:32.233> for<00:01:32.393> achieving<00:01:32.811> an<00:01:32.908> objective.

00:01:34.724 --> 00:01:50.928
And<00:01:35.882> the<00:01:36.107> coach's<00:01:37.795> then<00:01:38.180> responsibility,<00:01:40.449> and<00:01:40.643> I'll<00:01:40.772> just<00:01:40.950> kind<00:01:41.160> of<00:01:41.192> put<00:01:41.418> it<00:01:41.499> generically,<00:01:42.145> is<00:01:42.323> to<00:01:42.469> help<00:01:43.454> people<00:01:43.939> get<00:01:44.844> to<00:01:45.054> a<00:01:45.232> place<00:01:45.700> they<00:01:45.878> could<00:01:46.120> not<00:01:46.686> have<00:01:46.912> gotten<00:01:47.332> to<00:01:47.736> or<00:01:47.817> achieved<00:01:48.592> without<00:01:49.317> that<00:01:49.623> coach<00:01:50.284> in<00:01:50.429> their<00:01:50.606> life.

00:01:53.006 --> 00:02:05.912
From<00:01:53.168> a<00:01:53.264> technical<00:01:53.747> standpoint,<00:01:54.698> it<00:01:54.875> requires,<00:01:55.616> and<00:01:55.697> our<00:01:55.906> research<00:01:56.406> would<00:01:56.567> show,<00:01:58.292> it<00:01:58.389> involves<00:01:59.167> relationship,<00:02:01.778> order,<00:02:03.302> and<00:02:03.480> the<00:02:03.642> ability<00:02:04.128> to<00:02:04.274> create<00:02:04.696> complex<00:02:05.263> environments.

00:02:06.236 --> 00:02:10.040
And<00:02:06.382> said<00:02:07.111> a<00:02:07.420> little<00:02:07.597> differently,<00:02:08.406> relationships,<00:02:09.070> everybody<00:02:09.393> gets<00:02:09.781> order.

00:02:10.121 --> 00:02:16.322
Think,<00:02:10.607> think<00:02:10.784> of<00:02:10.914> that<00:02:11.092> as<00:02:11.739> people<00:02:11.982> that<00:02:12.305> develop<00:02:12.564> systems<00:02:13.114> and<00:02:13.260> processes<00:02:13.939> and<00:02:14.149> tools<00:02:14.554> that<00:02:14.942> drive<00:02:15.246> predictable<00:02:15.888> outcomes.

00:02:17.252 --> 00:02:22.932
And<00:02:17.573> complexity<00:02:18.231> is<00:02:18.375> kind<00:02:18.552> of<00:02:18.616> a<00:02:18.712> fancy<00:02:19.194> way<00:02:19.836> of<00:02:20.301> either<00:02:20.638> describing<00:02:21.199> it<00:02:21.360> as<00:02:21.585> change<00:02:22.162> or<00:02:22.307> challenge.

00:02:23.590 --> 00:02:24.537
All<00:02:23.751> three<00:02:23.927> are<00:02:23.991> C<00:02:24.248> words.

00:02:25.853 --> 00:02:33.683
But<00:02:26.158> it's<00:02:26.414> getting<00:02:26.799> people<00:02:27.297> into<00:02:27.602> a<00:02:27.634> state<00:02:28.420> of<00:02:28.580> discomfort<00:02:29.463> in<00:02:29.527> a<00:02:29.543> healthy<00:02:29.928> way<00:02:31.388> because<00:02:31.774> growth<00:02:32.030> only<00:02:32.271> occurs<00:02:32.913> when<00:02:33.153> in<00:02:33.298> that<00:02:33.474> state.

00:02:33.956 --> 00:02:42.701
And<00:02:34.261> often<00:02:34.501> that's<00:02:34.694> an<00:02:34.983> overlooked<00:02:35.785> trait<00:02:36.988> of<00:02:38.128> people,<00:02:38.753> both<00:02:39.171> whether<00:02:39.492> they're<00:02:40.133> in<00:02:40.214> the<00:02:40.294> business<00:02:40.695> world<00:02:40.936> or<00:02:41.096> the<00:02:41.160> world<00:02:41.337> of<00:02:41.401> sports<00:02:41.834> or<00:02:41.882> the<00:02:42.043> world<00:02:42.203> of<00:02:42.300> education.

00:02:43.182 --> 00:02:45.528
So<00:02:43.584> long<00:02:43.841> answer<00:02:44.098> to<00:02:44.226> a<00:02:44.291> short<00:02:44.628> question,<00:02:45.255> Clint.

00:02:46.218 --> 00:02:52.853
No,<00:02:46.459> I<00:02:46.636> think<00:02:47.038> it's<00:02:47.680> the<00:02:47.841> perfect<00:02:48.242> answer<00:02:48.564> because<00:02:48.885> it's<00:02:49.367> a<00:02:49.592> difficult<00:02:51.198> answer<00:02:51.696> for,<00:02:51.937> I<00:02:52.098> think,<00:02:52.403> anyone.

00:02:52.901 --> 00:03:01.126
And<00:02:53.046> I<00:02:53.062> think<00:02:53.238> everybody<00:02:53.608> has<00:02:53.849> different<00:02:54.331> definitions<00:02:54.893> of<00:02:55.471> the<00:02:55.552> term<00:02:55.857> leadership,<00:02:56.756> what<00:02:56.917> it<00:02:57.062> means<00:02:57.399> to<00:02:57.543> be<00:02:57.640> a<00:02:57.865> leader,<00:02:58.604> who<00:02:58.925> is<00:02:59.086> a<00:02:59.166> good<00:02:59.407> leader,<00:03:00.274> those<00:03:00.531> types<00:03:00.837> of<00:03:00.917> things.

00:03:01.174 --> 00:03:05.479
And<00:03:01.254> I<00:03:01.415> like<00:03:01.656> this<00:03:01.881> idea<00:03:02.154> that<00:03:02.363> you've<00:03:02.539> put<00:03:02.700> forward<00:03:03.744> where<00:03:04.065> leaders<00:03:04.467> are<00:03:04.612> actually<00:03:04.949> coaches.

00:03:06.154 --> 00:03:10.138
They're<00:03:06.314> trying<00:03:06.555> to<00:03:06.636> get<00:03:06.812> the<00:03:06.957> most<00:03:07.744> out<00:03:07.905> of<00:03:08.660> employees<00:03:09.367> or<00:03:09.511> whoever<00:03:09.848> it<00:03:09.993> is.

00:03:11.281 --> 00:03:12.396
That<00:03:11.539> they<00:03:11.636> may<00:03:11.943> be<00:03:12.105> leading.

00:03:12.493 --> 00:03:13.835
You<00:03:12.590> said<00:03:12.768> something<00:03:13.059> really<00:03:13.237> interesting<00:03:13.705> there.

00:03:14.433 --> 00:03:18.539
You<00:03:14.465> said<00:03:15.096> the<00:03:15.257> goal<00:03:15.500> is<00:03:15.597> to<00:03:15.742> try<00:03:15.904> to<00:03:16.065> get<00:03:16.809> someone<00:03:17.181> into<00:03:17.375> a<00:03:17.439> state<00:03:17.827> of<00:03:17.924> discomfort.

00:03:20.255 --> 00:03:23.277
How<00:03:20.352> do<00:03:20.417> you<00:03:21.002> do<00:03:21.311> that<00:03:21.880> in<00:03:22.302> 2023?

00:03:25.732 --> 00:03:26.252
Oh,<00:03:26.219> wow.

00:03:26.365 --> 00:03:27.729
Oh,<00:03:26.463> this<00:03:26.706> is<00:03:26.787> fun.

00:03:28.314 --> 00:03:30.343
Well,<00:03:28.655> first<00:03:28.898> of<00:03:29.142> all,<00:03:29.450> let<00:03:29.499> me<00:03:29.629> take<00:03:29.791> a<00:03:29.808> step<00:03:30.100> back.

00:03:32.522 --> 00:03:37.977
And<00:03:32.669> it's<00:03:32.848> why<00:03:33.076> it's—<00:03:33.402> your<00:03:33.581> first<00:03:33.891> question<00:03:34.217> was<00:03:34.314> so<00:03:34.477> important,<00:03:34.868> because<00:03:35.064> if<00:03:35.194> you<00:03:35.357> can't<00:03:35.634> define<00:03:36.106> it,<00:03:36.917> You<00:03:37.014> can't<00:03:37.431> measure<00:03:37.816> it.

00:03:38.443 --> 00:03:40.658
You<00:03:38.539> can't<00:03:38.844> quantify<00:03:40.289> it.

00:03:41.509 --> 00:03:48.655
And<00:03:41.670> that's<00:03:41.975> why<00:03:42.055> I<00:03:42.296> think<00:03:42.633> it's<00:03:42.778> so<00:03:43.099> critical<00:03:43.998> to<00:03:44.223> really<00:03:44.705> understand<00:03:46.487> what<00:03:46.664> it<00:03:46.792> means<00:03:47.129> to<00:03:47.274> lead<00:03:47.531> or<00:03:47.611> what<00:03:47.772> it<00:03:47.804> means<00:03:48.173> to<00:03:48.334> coach.

00:03:49.056 --> 00:03:52.267
Because<00:03:49.377> if<00:03:49.522> you<00:03:49.682> can<00:03:49.843> define<00:03:50.325> it,<00:03:50.742> then<00:03:50.903> you<00:03:50.983> should<00:03:51.224> be<00:03:51.368> able<00:03:51.497> to<00:03:51.561> measure<00:03:52.171> it.

00:03:53.729 --> 00:04:01.323
So<00:03:54.098> one<00:03:54.210> of<00:03:54.274> those<00:03:54.580> measurable<00:03:55.158> characteristics<00:03:56.121> that,<00:03:56.844> that<00:03:57.245> question<00:03:57.566> you<00:03:57.791> asked<00:03:57.984> here<00:03:58.128> is<00:03:58.289> about<00:03:58.674> challenge<00:03:59.107> or<00:03:59.236> creating<00:03:59.573> discomfort.

00:04:03.272 --> 00:04:10.042
People,<00:04:04.400> I<00:04:04.578> don't<00:04:05.109> think<00:04:06.512> it's<00:04:06.673> any<00:04:06.818> more<00:04:07.125> difficult<00:04:07.963> in<00:04:08.592> 2023.

00:04:11.735 --> 00:04:30.764
I<00:04:11.816> think<00:04:12.058> what<00:04:12.299> we've<00:04:12.590> discovered<00:04:13.350> is<00:04:13.431> there<00:04:13.593> has<00:04:13.916> to<00:04:14.062> be<00:04:14.305> a<00:04:14.483> process<00:04:15.211> to<00:04:15.454> it,<00:04:16.247> meaning<00:04:17.153> that<00:04:19.176> I<00:04:19.337> can't,<00:04:20.373> without<00:04:20.858> creating<00:04:21.749> a<00:04:21.911> trust-based<00:04:23.226> connection,<00:04:24.930> without<00:04:25.400> creating<00:04:26.212> a<00:04:26.715> psychologically<00:04:27.461> safe<00:04:27.834> environment,<00:04:29.322> I<00:04:29.402> haven't<00:04:29.723> earned<00:04:29.819> the<00:04:29.947> right<00:04:30.203> to<00:04:30.428> push<00:04:30.668> you.

00:04:31.982 --> 00:04:34.032
I<00:04:32.126> haven't<00:04:32.510> earned<00:04:32.671> the<00:04:32.831> right<00:04:33.071> to<00:04:33.312> challenge<00:04:33.872> you.

00:04:34.433 --> 00:04:41.017
I<00:04:34.465> haven't<00:04:34.769> earned<00:04:34.946> the<00:04:35.154> right<00:04:35.490> to<00:04:35.634> make<00:04:36.051> you<00:04:36.355> uncomfortable<00:04:37.092> because<00:04:37.413> chances<00:04:37.957> are<00:04:38.118> I<00:04:38.214> probably<00:04:38.534> don't<00:04:38.775> even<00:04:38.919> know<00:04:39.415> what<00:04:39.656> does<00:04:39.896> that<00:04:40.056> or<00:04:40.136> doesn't<00:04:40.601> do<00:04:40.777> that.

00:04:42.043 --> 00:04:50.998
So<00:04:42.219> that's<00:04:42.539> why<00:04:42.700> it's<00:04:42.924> so<00:04:43.100> important<00:04:44.446> to<00:04:45.888> have<00:04:46.625> those<00:04:47.330> as<00:04:47.426> the<00:04:47.650> foundations,<00:04:48.467> connections<00:04:49.348> in<00:04:49.572> psychologically<00:04:50.229> safe<00:04:50.405> environments.

00:04:51.591 --> 00:04:54.555
When<00:04:51.815> that's<00:04:52.072> in<00:04:52.296> place,<00:04:53.433> people<00:04:53.754> want<00:04:53.914> to<00:04:53.994> be<00:04:54.138> challenged.

00:04:54.699 --> 00:05:05.987
Our<00:04:54.875> research<00:04:55.516> to,<00:04:55.901> you<00:04:55.997> know,<00:04:56.397> whether<00:04:56.798> your<00:04:56.894> students<00:04:57.903> in<00:04:58.640> a<00:04:58.720> classroom<00:05:00.446> an<00:05:00.673> athlete<00:05:01.238> in<00:05:01.335> a<00:05:01.496> gym<00:05:02.207> or<00:05:02.789> somebody<00:05:03.500> who's<00:05:03.742> on<00:05:03.839> a<00:05:03.920> team<00:05:04.178> at<00:05:04.323> work,<00:05:04.873> they<00:05:05.050> want<00:05:05.341> to<00:05:05.438> be<00:05:05.616> challenged.

00:05:06.100 --> 00:05:07.215
People<00:05:06.375> don't<00:05:06.504> want<00:05:06.698> to<00:05:06.746> be<00:05:06.989> bored.

00:05:07.970 --> 00:05:08.906
People<00:05:08.163> want<00:05:08.373> to<00:05:08.405> be<00:05:08.648> pushed.

00:05:09.213 --> 00:05:11.635
They<00:05:09.358> just<00:05:09.616> want<00:05:09.842> it<00:05:10.101> done<00:05:10.569> in<00:05:10.666> a<00:05:10.747> healthy<00:05:11.312> way.

00:05:12.603 --> 00:05:16.769
And<00:05:12.668> when<00:05:12.781> I<00:05:12.845> say<00:05:13.071> healthy,<00:05:13.733> for<00:05:13.814> example,<00:05:14.444> fear<00:05:14.767> can<00:05:14.944> create<00:05:15.251> discomfort,<00:05:16.075> but<00:05:16.188> it's<00:05:16.333> not<00:05:16.543> healthy.

00:05:18.990 --> 00:05:19.955
Yeah,<00:05:19.086> that's<00:05:19.263> an<00:05:19.344> interesting<00:05:19.746> point.

00:05:20.068 --> 00:05:22.723
Fear<00:05:20.454> can<00:05:20.615> create<00:05:20.953> discomfort,<00:05:21.758> but<00:05:21.903> it's<00:05:22.080> not<00:05:22.385> healthy.

00:05:23.592 --> 00:05:33.358
I<00:05:23.689> wonder,<00:05:24.075> as<00:05:24.236> you<00:05:24.397> think<00:05:24.590> about<00:05:25.041> leadership<00:05:25.540> and<00:05:25.620> kind<00:05:25.781> of<00:05:25.926> what<00:05:26.087> you<00:05:26.248> teach<00:05:26.489> at<00:05:26.570> Accel<00:05:27.149> Institute,<00:05:29.037> Who,<00:05:29.537> like,<00:05:30.730> what<00:05:30.892> is<00:05:31.053> a<00:05:31.150> typical,<00:05:31.633> like,<00:05:31.859> coaching<00:05:32.262> session<00:05:32.746> with<00:05:32.859> you<00:05:33.229> like?

00:05:33.568 --> 00:05:38.765
What<00:05:33.794> is,<00:05:35.664> what<00:05:35.809> are<00:05:35.890> the<00:05:35.986> kind<00:05:36.164> of<00:05:36.244> the<00:05:36.325> main<00:05:36.696> principles<00:05:37.196> you're<00:05:37.276> trying<00:05:37.599> to<00:05:38.164> teach<00:05:38.343> someone?

00:05:39.545 --> 00:05:45.506
Basically,<00:05:39.854> like,<00:05:40.032> get<00:05:40.195> out<00:05:40.292> of<00:05:40.373> your<00:05:40.520> comfort<00:05:40.926> zone<00:05:42.046> and<00:05:42.793> get<00:05:42.956> uncomfortable,<00:05:44.320> or<00:05:44.808> how<00:05:45.051> would<00:05:45.230> it<00:05:45.376> work?

00:05:46.349 --> 00:05:47.840
Well,<00:05:46.608> really<00:05:46.851> good<00:05:47.013> question.

00:05:47.986 --> 00:06:14.806
There<00:05:48.942> are,<00:05:50.109> so<00:05:50.320> what<00:05:50.482> we<00:05:50.644> do,<00:05:51.147> the<00:05:51.292> first<00:05:51.536> thing<00:05:51.698> we<00:05:51.779> have<00:05:51.941> to<00:05:52.038> do<00:05:52.703> is<00:05:52.994> really,<00:05:53.578> it's<00:05:53.724> like<00:05:54.429> Going<00:05:54.687> into<00:05:54.930> a<00:05:55.075> doctor,<00:05:55.495> you<00:05:55.576> know,<00:05:55.625> it's<00:05:55.819> funny,<00:05:56.142> people,<00:05:57.257> when<00:05:57.677> they<00:05:57.822> decide<00:05:58.323> they<00:05:58.711> really<00:05:58.970> want<00:05:59.196> to<00:06:00.327> make<00:06:00.650> an<00:06:00.747> investment<00:06:01.943> in<00:06:02.351> leadership<00:06:02.781> development<00:06:03.409> or<00:06:03.590> coaching,<00:06:04.086> whatever<00:06:04.350> that—<00:06:04.912> however<00:06:05.176> they<00:06:05.259> want<00:06:05.424> to<00:06:05.490> term<00:06:05.672> it,<00:06:07.586> um,<00:06:07.861> it's<00:06:08.087> kind<00:06:08.232> of<00:06:08.281> like<00:06:09.056> going<00:06:09.379> to<00:06:09.557> a<00:06:09.702> doctor<00:06:10.187> and<00:06:10.348> saying,<00:06:10.671> hey,<00:06:11.802> you<00:06:11.899> know,<00:06:12.432> I<00:06:12.528> have<00:06:12.771> a<00:06:12.835> headache,<00:06:13.320> how<00:06:13.417> much<00:06:13.675> is<00:06:13.837> it<00:06:13.901> going<00:06:14.063> to<00:06:14.144> cost<00:06:14.612> me?

00:06:15.548 --> 00:06:16.990
Uh,<00:06:15.791> how<00:06:16.212> do<00:06:16.310> I<00:06:16.439> fix<00:06:16.844> it?

00:06:17.671 --> 00:06:21.528
And<00:06:17.768> the<00:06:17.833> response<00:06:18.157> will<00:06:18.238> be,<00:06:18.546> it'll<00:06:19.114> be<00:06:19.211> somewhere<00:06:19.535> between<00:06:19.940> an<00:06:20.167> aspirin<00:06:20.832> and<00:06:20.977> brain<00:06:21.237> surgery.

00:06:23.688 --> 00:06:28.231
But<00:06:23.928> the<00:06:24.089> first<00:06:24.490> thing<00:06:24.892> that<00:06:25.614> one<00:06:25.919> has<00:06:26.160> to<00:06:26.192> have<00:06:26.352> happen<00:06:26.818> is<00:06:26.978> there<00:06:27.123> has<00:06:27.299> to<00:06:27.380> be<00:06:27.540> a<00:06:27.556> diagnosis.

00:06:28.825 --> 00:06:29.868
And<00:06:28.905> that's<00:06:29.146> why<00:06:29.370> we<00:06:29.467> work<00:06:29.691> too.

00:06:30.815 --> 00:06:42.533
And<00:06:30.992> the<00:06:31.297> only<00:06:31.473> way<00:06:31.634> to<00:06:31.939> accurately<00:06:32.838> assess<00:06:34.202> leadership<00:06:34.989> effectiveness<00:06:36.771> or<00:06:36.995> coaching<00:06:37.429> effectiveness<00:06:38.777> is<00:06:39.002> to<00:06:39.259> go<00:06:39.499> to<00:06:39.660> the<00:06:39.804> people<00:06:40.206> who<00:06:40.286> are<00:06:40.463> being<00:06:40.703> coached<00:06:41.731> or<00:06:41.811> who<00:06:41.972> are<00:06:42.068> being<00:06:42.469> led.

00:06:43.657 --> 00:07:02.563
And<00:06:43.898> through<00:06:44.636> their<00:06:45.262> eyes,<00:06:47.108> you<00:06:47.285> want<00:06:47.606> to<00:06:48.232> assess<00:06:49.599> how<00:06:50.975> they<00:06:52.772> interpret<00:06:53.516> that<00:06:53.824> dynamic<00:06:55.199> between<00:06:56.964> coach<00:06:57.870> and<00:06:58.000> coachee<00:06:59.306> or<00:06:59.644> employer,<00:07:00.193> boss,<00:07:00.773> employee,<00:07:01.418> however<00:07:01.741> you<00:07:01.902> want<00:07:02.128> to<00:07:02.225> term<00:07:02.467> it.

00:07:04.278 --> 00:07:10.503
Then<00:07:04.456> when<00:07:04.683> that's<00:07:05.007> understood,<00:07:05.834> and<00:07:06.158> there<00:07:06.207> are<00:07:06.320> 6<00:07:06.888> primary<00:07:07.439> themes<00:07:07.698> we<00:07:07.779> measure<00:07:08.428> and<00:07:08.590> they're<00:07:08.914> in<00:07:08.995> those<00:07:09.303> 3<00:07:09.562> primary<00:07:10.049> categories.

00:07:10.649 --> 00:07:16.994
So<00:07:11.102> within<00:07:11.492> relationship,<00:07:12.759> we<00:07:12.938> quantify<00:07:13.834> a<00:07:13.915> coach's<00:07:14.323> ability<00:07:14.730> to<00:07:14.811> create<00:07:15.300> trust<00:07:15.626> connections<00:07:16.196> with<00:07:16.359> the<00:07:16.440> people<00:07:16.669> on<00:07:16.701> their<00:07:16.848> team.

00:07:17.596 --> 00:07:24.131
We<00:07:18.078> objectively<00:07:19.443> quantify<00:07:19.941> their<00:07:20.021> ability<00:07:20.567> to<00:07:20.663> create<00:07:20.904> psychologically<00:07:21.627> safe<00:07:21.884> environments<00:07:23.072> that<00:07:23.216> comprises<00:07:23.858> trust.

00:07:24.276 --> 00:07:33.605
In<00:07:24.356> the<00:07:24.661> Order<00:07:24.982> theme,<00:07:26.122> we<00:07:26.267> look<00:07:26.460> at<00:07:26.588> their<00:07:26.684> ability<00:07:27.230> to<00:07:27.391> communicate<00:07:29.077> and<00:07:29.655> their<00:07:29.815> ability<00:07:30.458> to<00:07:30.699> have<00:07:30.939> structure<00:07:31.662> or<00:07:31.967> disciplines<00:07:32.770> within<00:07:33.171> their<00:07:33.284> team.

00:07:34.311 --> 00:07:42.500
And<00:07:34.456> then<00:07:34.632> lastly,<00:07:35.178> in<00:07:35.259> that<00:07:35.435> Complexity<00:07:36.238> theme,<00:07:36.720> we<00:07:36.880> quantify<00:07:37.442> their<00:07:37.603> ability<00:07:38.165> to<00:07:38.406> develop<00:07:38.791> the<00:07:38.871> skill<00:07:39.305> sets<00:07:39.835> of<00:07:40.011> people<00:07:40.236> on<00:07:40.284> their<00:07:40.413> teams<00:07:41.280> and<00:07:41.842> challenge<00:07:42.324> them.

00:07:43.863 --> 00:07:50.962
So<00:07:44.168> when<00:07:44.408> we<00:07:44.648> have<00:07:44.985> that<00:07:45.305> information<00:07:46.411> and<00:07:46.507> it's<00:07:46.988> different<00:07:47.613> on<00:07:47.933> every<00:07:48.126> single<00:07:48.510> leader,<00:07:49.536> then<00:07:49.856> the<00:07:50.017> real<00:07:50.273> work<00:07:50.513> begins.

00:07:51.539 --> 00:08:00.417
And<00:07:51.635> the<00:07:51.715> real<00:07:52.020> work<00:07:52.276> has<00:07:52.581> to<00:07:52.757> be<00:07:53.478> around<00:07:54.023> not—<00:07:55.145> we<00:07:55.481> do<00:07:55.802> individual<00:07:56.363> coaching,<00:07:57.244> but<00:07:57.500> most<00:07:57.949> of<00:07:58.029> our<00:07:58.189> work<00:07:58.430> revolves<00:07:58.927> around<00:07:59.568> team<00:07:59.968> coaching.

00:08:01.314 --> 00:08:06.779
So<00:08:01.667> it's<00:08:01.971> leadership<00:08:02.596> teams<00:08:03.654> within<00:08:03.991> organizations<00:08:05.577> is<00:08:05.721> how<00:08:05.898> we<00:08:06.122> do<00:08:06.282> our<00:08:06.523> work.

00:08:08.606 --> 00:08:15.255
And<00:08:09.730> which<00:08:09.907> is,<00:08:10.935> that's<00:08:11.352> challenging<00:08:11.850> in<00:08:11.914> and<00:08:12.059> of<00:08:12.155> itself<00:08:12.460> because<00:08:12.717> people<00:08:12.942> within<00:08:13.263> those<00:08:13.440> teams<00:08:13.697> are<00:08:13.761> different<00:08:14.066> tenures,<00:08:14.468> they<00:08:14.548> have<00:08:14.644> different<00:08:14.901> skills.

00:08:15.624 --> 00:08:35.055
So<00:08:15.784> we<00:08:15.929> have<00:08:16.154> to<00:08:16.234> be<00:08:16.330> able<00:08:16.491> to<00:08:16.716> work<00:08:16.893> with<00:08:17.037> the<00:08:17.133> teams,<00:08:17.455> but<00:08:17.615> then<00:08:17.776> we<00:08:17.920> have<00:08:18.097> to<00:08:18.241> be<00:08:18.338> able<00:08:18.450> to,<00:08:19.285> um,<00:08:21.228> be<00:08:21.389> able<00:08:21.550> to<00:08:22.031> present<00:08:23.621> really<00:08:23.942> unique<00:08:24.520> learning<00:08:24.922> paths<00:08:25.805> for<00:08:26.110> each<00:08:26.448> individual<00:08:28.053> because<00:08:29.338> everybody<00:08:29.740> learns<00:08:29.997> at<00:08:30.077> a<00:08:30.141> different<00:08:30.462> pace,<00:08:30.799> everybody<00:08:31.185> grows<00:08:31.506> at<00:08:31.618> a<00:08:31.667> different<00:08:31.972> pace,<00:08:33.096> um,<00:08:33.578> and<00:08:33.674> everybody's<00:08:34.300> skills<00:08:34.718> are<00:08:34.798> different.

00:08:35.264 --> 00:08:36.181
So<00:08:36.003> Yeah.

00:08:36.229 --> 00:08:37.622
That's<00:08:36.569> typically<00:08:37.039> how<00:08:37.217> we<00:08:37.379> do<00:08:37.541> it.

00:08:37.686 --> 00:08:42.689
And<00:08:37.864> then,<00:08:38.026> and<00:08:38.107> then<00:08:38.188> it's<00:08:38.431> just<00:08:38.690> a<00:08:38.755> rinse<00:08:38.998> repeat<00:08:39.402> because<00:08:39.904> if<00:08:40.212> you<00:08:40.293> don't<00:08:40.438> come<00:08:40.536> back<00:08:40.714> and<00:08:40.843> do<00:08:40.940> it<00:08:41.005> again,<00:08:41.572> you<00:08:41.653> never<00:08:41.879> know<00:08:42.057> whether<00:08:42.219> you're<00:08:42.381> growing.

00:08:43.250 --> 00:08:48.744
And<00:08:43.346> as<00:08:43.507> you<00:08:43.604> know,<00:08:43.846> Clint,<00:08:46.005> in<00:08:46.102> leadership<00:08:46.521> and<00:08:46.650> coaching,<00:08:47.375> there<00:08:47.616> is<00:08:47.858> no<00:08:48.116> destination.

00:08:49.690 --> 00:08:52.405
There's<00:08:49.819> no<00:08:50.045> point<00:08:50.999> at<00:08:51.096> which<00:08:51.322> a<00:08:51.338> leader<00:08:51.645> says,<00:08:51.823> hey,<00:08:52.050> you<00:08:52.082> know<00:08:52.292> what?

00:08:52.534 --> 00:08:53.116
I'm<00:08:52.712> great.

00:08:53.617 --> 00:08:54.216
I'm<00:08:53.860> done.

00:08:54.636 --> 00:08:55.525
I<00:08:54.652> don't<00:08:54.733> need<00:08:54.894> to<00:08:54.975> learn<00:08:55.282> anymore.

00:08:56.322 --> 00:08:57.066
I'm<00:08:56.484> good<00:08:56.710> where<00:08:56.807> I<00:08:56.888> am.

00:08:57.858 --> 00:08:58.586
Doesn't<00:08:58.198> exist.

00:08:59.298 --> 00:08:59.411
Yeah.

00:08:59.459 --> 00:09:00.785
It's<00:08:59.637> the<00:08:59.783> journey<00:09:00.106> you've<00:09:00.219> got<00:09:00.365> to<00:09:00.430> embrace.

00:09:00.850 --> 00:09:05.556
I<00:09:00.866> mean,<00:09:01.028> you<00:09:01.157> hear<00:09:01.400> like<00:09:01.659> the<00:09:01.740> great<00:09:02.047> athletes<00:09:03.260> over<00:09:03.438> the<00:09:03.519> years<00:09:03.761> talk<00:09:03.939> about<00:09:04.149> like,<00:09:04.408> like<00:09:04.570> Michael<00:09:04.893> Jordan<00:09:05.200> and<00:09:05.362> Kobe.

00:09:06.157 --> 00:09:08.101
They<00:09:06.253> say<00:09:06.414> like,<00:09:06.719> "Man,<00:09:07.041> it's<00:09:07.378> just<00:09:07.619> the<00:09:07.764> journey.

00:09:08.968 --> 00:09:14.479
It's<00:09:09.129> not<00:09:09.386> really<00:09:09.627> like<00:09:09.948> the<00:09:11.700> end<00:09:12.021> goal<00:09:12.503> is<00:09:12.680> to<00:09:12.840> be<00:09:12.937> the<00:09:13.081> greatest<00:09:13.708> ever<00:09:13.965> of<00:09:14.110> all<00:09:14.270> time.

00:09:14.543 --> 00:09:28.252
It's<00:09:14.768> the<00:09:14.913> journey<00:09:15.170> of<00:09:15.266> how<00:09:15.411> do<00:09:15.459> you<00:09:15.540> get<00:09:15.733> there,<00:09:15.910> right?"<00:09:16.844> And<00:09:16.924> I<00:09:17.262> think<00:09:17.488> that's<00:09:17.745> really<00:09:18.051> interesting<00:09:19.178> to<00:09:19.355> think<00:09:19.532> about<00:09:20.466> from<00:09:20.579> a<00:09:20.723> business<00:09:21.045> perspective,<00:09:21.593> from<00:09:21.786> a<00:09:21.850> leader<00:09:22.156> perspective<00:09:22.639> about<00:09:22.897> the<00:09:23.122> journey<00:09:24.169> and<00:09:24.265> embracing<00:09:24.829> that<00:09:25.054> journey<00:09:25.312> and<00:09:25.376> understanding<00:09:27.079> that<00:09:27.625> it<00:09:27.658> never<00:09:28.027> ends.

00:09:28.750 --> 00:09:29.698
And<00:09:29.007> you're<00:09:29.168> constantly<00:09:29.602> learning.

00:09:29.811 --> 00:09:37.550
And<00:09:30.132> there's<00:09:30.373> kind<00:09:30.518> of<00:09:30.598> like,<00:09:31.257> it's<00:09:31.417> sobering,<00:09:32.044> I<00:09:32.140> think,<00:09:32.381> when<00:09:32.526> you<00:09:32.606> first<00:09:32.928> realize<00:09:33.329> like,<00:09:33.570> "Hey,<00:09:33.747> this<00:09:33.908> is<00:09:34.069> never<00:09:34.310> going<00:09:34.406> to<00:09:34.454> end."<00:09:35.349> I'm<00:09:36.056> never<00:09:36.297> going<00:09:36.474> to<00:09:36.538> become<00:09:36.859> a<00:09:36.924> master<00:09:37.341> of<00:09:37.422> this.

00:09:38.064 --> 00:09:40.009
But<00:09:38.129> it's<00:09:38.289> also<00:09:38.546> like<00:09:38.691> kind<00:09:38.868> of<00:09:38.932> beautiful,<00:09:39.752> right?

00:09:40.073 --> 00:09:41.294
Kind<00:09:40.218> of<00:09:40.314> takes<00:09:40.539> some<00:09:40.635> pressure<00:09:41.037> off.

00:09:41.423 --> 00:09:42.885
Like,<00:09:41.664> yeah,<00:09:42.708> just<00:09:42.804> keep—.

00:09:42.885 --> 00:09:46.821
Yeah,<00:09:43.447> the<00:09:43.527> way<00:09:43.688> you<00:09:43.833> just<00:09:44.090> worded<00:09:44.395> that,<00:09:45.070> I'm<00:09:45.214> gonna<00:09:45.359> steal<00:09:45.857> if<00:09:46.034> it's<00:09:46.179> okay<00:09:46.387> with<00:09:46.580> you.

00:09:46.902 --> 00:09:48.637
Of<00:09:47.143> course,<00:09:47.609> you<00:09:47.769> said<00:09:47.866> it's<00:09:48.171> beautiful.

00:09:49.135 --> 00:09:50.244
Yeah,<00:09:49.858> it<00:09:49.954> is.

00:09:50.356 --> 00:09:53.104
And<00:09:50.838> you<00:09:50.918> know,<00:09:51.320> those<00:09:51.561> things,<00:09:52.509> you<00:09:52.606> know,<00:09:52.830> it's—.

00:09:53.489 --> 00:09:53.875
But<00:09:53.650> it's—.

00:09:54.052 --> 00:10:06.173
I<00:09:54.132> gotta<00:09:54.373> tell<00:09:54.550> you,<00:09:54.614> Clint,<00:09:54.855> it's<00:09:55.096> tough<00:09:55.417> when<00:09:55.562> you're<00:09:55.739> in<00:09:55.835> a<00:09:55.851> leadership<00:09:56.381> role<00:09:57.040> and<00:09:57.169> you<00:09:57.265> get<00:09:57.506> feedback<00:09:57.972> and<00:09:58.470> you<00:09:58.695> learn<00:09:58.952> that<00:09:59.498> only,<00:10:00.623> um,<00:10:02.308> only<00:10:02.500> 60%<00:10:03.350> of<00:10:03.447> the<00:10:03.527> people<00:10:03.831> on<00:10:03.928> your<00:10:04.088> team<00:10:04.329> think<00:10:04.649> that<00:10:04.794> you<00:10:04.890> have<00:10:05.114> a<00:10:05.435> connection<00:10:05.852> with<00:10:06.012> them.

00:10:07.199 --> 00:10:12.106
That<00:10:07.520> only<00:10:08.722> 50%<00:10:09.765> believe<00:10:10.085> you've<00:10:10.246> created<00:10:10.582> a<00:10:10.599> psychologically<00:10:11.320> safe<00:10:11.625> environment.

00:10:12.747 --> 00:10:13.998
Those<00:10:12.988> are<00:10:13.132> hard<00:10:13.389> things<00:10:13.629> to<00:10:13.725> learn.

00:10:14.207 --> 00:10:16.035
And<00:10:14.672> those<00:10:14.896> are<00:10:14.976> hard<00:10:15.313> about<00:10:15.537> yourself.

00:10:16.676 --> 00:10:22.305
But<00:10:17.638> to<00:10:17.799> use<00:10:18.039> your<00:10:18.264> word,<00:10:18.681> it's<00:10:18.841> a<00:10:18.985> beautiful<00:10:19.466> thing<00:10:19.643> to<00:10:19.787> understand<00:10:20.204> because<00:10:20.685> then<00:10:21.006> I<00:10:21.102> know<00:10:21.407> what<00:10:21.807> to<00:10:22.112> do.

00:10:22.770 --> 00:10:25.047
I<00:10:22.786> know<00:10:23.074> how—<00:10:23.555> I<00:10:23.587> know<00:10:24.357> where<00:10:24.534> to<00:10:24.678> focus.

00:10:25.191 --> 00:10:27.885
If<00:10:25.640> I<00:10:25.656> want<00:10:25.881> to<00:10:25.977> grow<00:10:26.217> as<00:10:26.378> a<00:10:26.394> leader,<00:10:26.763> I<00:10:26.795> know<00:10:27.083> what<00:10:27.260> to<00:10:27.404> do<00:10:27.580> next.

00:10:28.302 --> 00:10:30.915
And<00:10:28.382> without<00:10:28.927> data,<00:10:29.997> I<00:10:30.017> don't<00:10:30.290> have<00:10:30.450> that<00:10:30.610> ability.

00:10:32.374 --> 00:10:34.041
Yeah,<00:10:32.855> that,<00:10:33.111> that's<00:10:33.352> really<00:10:33.592> interesting.

00:10:34.458 --> 00:10:36.991
I<00:10:34.474> want<00:10:34.618> to,<00:10:34.779> I<00:10:34.859> want<00:10:34.939> to<00:10:35.035> go<00:10:35.259> deep<00:10:35.516> on<00:10:36.157> each<00:10:36.318> one<00:10:36.414> of<00:10:36.494> these<00:10:36.638> topics.

00:10:37.039 --> 00:10:41.688
So<00:10:37.279> relationship,<00:10:38.081> and<00:10:38.161> you<00:10:38.241> said<00:10:38.466> within,<00:10:38.963> within<00:10:39.283> that<00:10:39.668> is<00:10:40.550> create<00:10:41.047> trust.

00:10:42.874 --> 00:10:50.185
That's<00:10:43.051> an<00:10:43.131> interesting—<00:10:43.612> like,<00:10:43.836> trust<00:10:44.253> is,<00:10:44.477> uh,<00:10:45.135> something<00:10:45.600> that<00:10:45.680> it<00:10:45.776> feels<00:10:46.081> like<00:10:46.241> we've<00:10:46.578> lost,<00:10:47.924> right,<00:10:48.902> in<00:10:48.982> a<00:10:49.046> lot<00:10:49.207> of<00:10:49.287> ways<00:10:49.543> in<00:10:49.623> society.

00:10:50.329 --> 00:10:52.429
Maybe<00:10:50.489> it<00:10:50.569> was<00:10:50.617> starting<00:10:50.970> around<00:10:51.146> 2015,<00:10:51.884> 2014.

00:10:52.525 --> 00:11:00.716
I<00:10:52.541> don't<00:10:52.750> know<00:10:52.910> what<00:10:53.070> it<00:10:53.214> is,<00:10:53.455> but<00:10:54.097> It<00:10:54.193> seems<00:10:54.418> like<00:10:55.157> within<00:10:55.414> our<00:10:55.559> institutions,<00:10:56.282> within<00:10:56.507> our<00:10:56.764> leaders,<00:10:57.888> generally,<00:10:59.093> we're<00:10:59.495> losing<00:10:59.816> a<00:10:59.832> lot<00:11:00.057> of<00:11:00.202> trust.

00:11:01.166 --> 00:11:03.415
So<00:11:01.327> how<00:11:01.503> does<00:11:01.616> someone<00:11:01.985> go<00:11:02.146> about<00:11:02.612> gaining<00:11:02.949> trust?

00:11:04.960 --> 00:11:11.842
You<00:11:05.395> know,<00:11:05.878> so<00:11:06.749> not<00:11:07.071> to<00:11:07.716> be<00:11:07.877> combative<00:11:08.376> on<00:11:08.473> that,<00:11:08.699> but<00:11:09.021> our<00:11:09.489> data<00:11:09.746> doesn't<00:11:10.069> show<00:11:10.391> the<00:11:10.472> workplace<00:11:10.939> has<00:11:11.116> lost<00:11:11.439> trust.

00:11:12.470 --> 00:11:12.938
Oh,<00:11:12.567> interesting.

00:11:13.180 --> 00:11:13.329
Yeah,<00:11:13.279> yeah.

00:11:13.379 --> 00:11:14.344
Except<00:11:13.629> post-COVID.

00:11:17.212 --> 00:11:17.459
OK.

00:11:18.034 --> 00:11:29.795
I<00:11:18.116> believe,<00:11:18.626> so<00:11:19.086> what<00:11:19.266> we,<00:11:19.496> what<00:11:19.677> we've<00:11:19.907> seen<00:11:22.373> post-COVID<00:11:23.248> is<00:11:23.361> a<00:11:23.410> lot<00:11:23.588> of<00:11:23.686> leaders<00:11:24.139> not<00:11:24.415> doing<00:11:26.003> activities<00:11:26.667> that<00:11:26.813> create<00:11:27.478> trust,<00:11:28.369> that<00:11:28.531> create<00:11:29.033> a<00:11:29.098> connection.

00:11:30.459 --> 00:11:37.271
Things<00:11:30.719> like<00:11:30.930> one-on-one<00:11:31.445> meetings,<00:11:31.847> you<00:11:31.879> know,<00:11:32.008> post-COVID,<00:11:33.601> one-on-one<00:11:34.181> meetings<00:11:34.567> that<00:11:34.825> leaders<00:11:35.147> hold<00:11:35.388> with<00:11:35.630> people<00:11:35.855> on<00:11:35.935> their<00:11:36.096> teams<00:11:36.434> fell<00:11:36.595> by<00:11:36.756> 54%.

00:11:37.481 --> 00:11:43.566
So,<00:11:41.666> we<00:11:41.827> didn't<00:11:42.133> see<00:11:42.471> it<00:11:42.616> going<00:11:43.034> down.

00:11:43.823 --> 00:11:57.003
We<00:11:43.936> saw<00:11:45.530> in<00:11:45.675> probably<00:11:45.933> a<00:11:45.949> lot<00:11:46.480> of,<00:11:46.802> a<00:11:46.818> lot<00:11:47.076> of<00:11:47.402> the<00:11:47.805> organizations<00:11:48.515> with<00:11:48.612> whom<00:11:48.774> we<00:11:48.919> work,<00:11:49.661> you<00:11:49.758> know,<00:11:49.887> once<00:11:50.065> they<00:11:50.291> realize<00:11:50.856> the<00:11:50.952> importance<00:11:51.437> of<00:11:51.533> it,<00:11:51.679> once<00:11:51.905> they<00:11:52.631> can<00:11:53.115> see<00:11:53.615> its<00:11:53.922> impact<00:11:54.487> on<00:11:54.664> the<00:11:54.810> bottom<00:11:55.181> line,<00:11:55.697> they<00:11:56.036> tend<00:11:56.278> to<00:11:56.504> act<00:11:56.682> on<00:11:56.842> it.

00:11:58.208 --> 00:12:04.330
But<00:11:59.590> so<00:11:59.815> there's<00:12:00.216> a<00:12:00.361> couple,<00:12:01.020> if<00:12:01.164> I<00:12:01.180> remember,<00:12:01.582> question<00:12:01.968> was<00:12:02.144> around<00:12:02.466> how<00:12:02.707> they<00:12:02.868> created,<00:12:03.430> is<00:12:03.510> that<00:12:03.671> what<00:12:03.767> you're<00:12:03.976> asking?

00:12:05.037 --> 00:12:05.165
Yeah.

00:12:05.213 --> 00:12:06.065
How<00:12:05.358> do<00:12:05.422> you<00:12:05.583> create<00:12:05.840> trust?

00:12:08.810 --> 00:12:16.559
Well,<00:12:09.562> let<00:12:09.611> me<00:12:09.742> start<00:12:09.971> off<00:12:10.069> by<00:12:10.233> saying<00:12:12.278> I<00:12:12.441> can't,<00:12:13.474> It's—<00:12:13.959> we<00:12:14.185> can't<00:12:14.831> teach<00:12:15.170> people<00:12:15.558> how<00:12:15.735> to<00:12:15.881> care,<00:12:16.220> Clint.

00:12:17.189 --> 00:12:17.415
Right.

00:12:17.835 --> 00:12:21.211
But<00:12:18.078> we<00:12:18.223> can<00:12:18.401> teach<00:12:18.788> them<00:12:19.111> to<00:12:19.450> show<00:12:20.484> that<00:12:20.727> they<00:12:20.904> care.

00:12:23.078 --> 00:12:29.423
And<00:12:23.320> again,<00:12:24.713> whether<00:12:25.036> it's<00:12:25.425> in<00:12:25.765> business,<00:12:26.170> sports,<00:12:26.671> or<00:12:26.736> education,<00:12:27.448> we're<00:12:27.610> working<00:12:28.031> in<00:12:28.339> all<00:12:28.436> of<00:12:28.582> those<00:12:28.824> markets<00:12:29.326> now.

00:12:31.814 --> 00:12:34.026
Are<00:12:31.911> you<00:12:32.073> doing<00:12:32.396> one-on-one<00:12:32.880> meetings<00:12:33.526> with<00:12:33.687> people?

00:12:34.962 --> 00:12:38.466
Are<00:12:35.059> you<00:12:35.366> asking<00:12:36.012> about<00:12:36.593> their<00:12:36.819> life<00:12:37.546> outside<00:12:38.127> of<00:12:38.353> work?

00:12:39.648 --> 00:12:43.002
Do<00:12:39.808> you<00:12:40.049> take<00:12:40.450> the<00:12:40.627> time<00:12:41.092> to<00:12:41.333> really<00:12:41.670> get<00:12:41.846> to<00:12:41.927> know<00:12:42.232> somebody?

00:12:43.195 --> 00:12:47.528
Do<00:12:43.275> you<00:12:43.821> know<00:12:44.141> the<00:12:44.174> name<00:12:44.398> of<00:12:44.462> their<00:12:44.639> kids,<00:12:45.056> their<00:12:45.345> dog,<00:12:46.003> their<00:12:46.228> pets,<00:12:46.549> whatever<00:12:47.030> that<00:12:47.207> may<00:12:47.448> be?

00:12:47.608 --> 00:12:50.946
Do<00:12:47.736> you<00:12:47.785> know<00:12:47.993> what<00:12:48.090> their<00:12:48.314> goals<00:12:48.715> are<00:12:48.892> professionally<00:12:50.080> and<00:12:50.336> personally?

00:12:51.861 --> 00:13:04.925
Because<00:12:52.327> one<00:12:52.985> of<00:12:53.370> the<00:12:53.466> number<00:12:53.867> two<00:12:54.124> motivator<00:12:55.472> in<00:12:55.617> the<00:12:55.777> workplace<00:12:57.013> is<00:12:57.238> that<00:12:57.703> my<00:12:58.425> manager<00:13:00.608> knows<00:13:01.234> my<00:13:01.410> professional<00:13:02.052> goals<00:13:02.373> and<00:13:02.470> helps<00:13:02.791> me<00:13:03.256> work<00:13:03.641> towards<00:13:03.914> accomplishing<00:13:04.765> them.

00:13:06.468 --> 00:13:08.923
If<00:13:06.533> you<00:13:06.566> don't<00:13:06.859> know<00:13:06.956> what<00:13:07.119> those<00:13:07.428> are,<00:13:08.013> how<00:13:08.159> can<00:13:08.273> you<00:13:08.322> help<00:13:08.403> them<00:13:08.517> achieve<00:13:08.842> it?

00:13:11.027 --> 00:13:29.035
So<00:13:11.205> there's<00:13:11.464> a<00:13:11.529> series<00:13:12.322> of,<00:13:12.824> in<00:13:13.148> very<00:13:13.650> intentional<00:13:14.444> goal<00:13:14.687> setting,<00:13:15.820> individual<00:13:16.306> goal<00:13:16.484> setting,<00:13:18.404> there's<00:13:18.872> a<00:13:18.953> series<00:13:19.695> of<00:13:19.857> very<00:13:20.099> intentional<00:13:20.583> activities<00:13:21.309> that<00:13:22.601> leaders<00:13:22.843> and<00:13:22.988> coaches<00:13:23.327> need<00:13:23.569> to<00:13:24.279> execute<00:13:25.345> to<00:13:25.506> create<00:13:26.394> that<00:13:26.701> trust<00:13:27.454> and<00:13:27.624> create<00:13:28.049> those<00:13:28.304> connections.

00:13:30.936 --> 00:13:34.311
Yeah,<00:13:31.679> that<00:13:31.921> is<00:13:32.083> super,<00:13:33.132> super<00:13:33.778> interesting.

00:13:36.200 --> 00:13:39.913
If<00:13:36.361> you<00:13:36.587> don't<00:13:36.942> know<00:13:37.330> what<00:13:37.556> their<00:13:37.734> goals<00:13:38.202> are,<00:13:38.525> how<00:13:38.686> are<00:13:38.767> you<00:13:38.848> going<00:13:38.945> to<00:13:39.009> help<00:13:39.251> them<00:13:39.429> achieve<00:13:39.816> them?

00:13:40.476 --> 00:13:48.992
That's—<00:13:40.702> that<00:13:40.895> was<00:13:41.040> like<00:13:41.217> the<00:13:41.362> big<00:13:41.587> takeaway<00:13:42.005> from,<00:13:42.392> from<00:13:42.569> that<00:13:42.794> for<00:13:42.891> me<00:13:43.132> was,<00:13:44.002> yeah,<00:13:44.179> if<00:13:44.324> you<00:13:44.356> don't<00:13:44.501> know<00:13:44.662> what<00:13:44.823> your<00:13:44.984> team's<00:13:45.386> goals<00:13:45.772> are<00:13:46.111> and<00:13:46.272> the<00:13:46.433> people<00:13:46.835> that<00:13:46.996> you're<00:13:47.141> working<00:13:47.382> with,<00:13:48.187> that's<00:13:48.429> impossible.

00:13:49.250 --> 00:13:51.456
You're<00:13:49.540> just<00:13:49.718> guessing<00:13:50.059> at<00:13:50.157> that<00:13:50.368> point,<00:13:51.180> right?

00:13:51.602 --> 00:13:56.278
And,<00:13:51.764> and<00:13:51.845> so<00:13:52.008> many<00:13:52.235> people's<00:13:52.576> goals,<00:13:52.901> both<00:13:53.063> professionally<00:13:53.599> and<00:13:53.696> personally,<00:13:54.671> are<00:13:54.849> inextricably<00:13:56.067> linked.

00:13:56.702 --> 00:14:02.443
You<00:13:57.103> know,<00:13:57.279> they,<00:13:57.808> you<00:13:57.985> can't,<00:13:59.187> maybe<00:13:59.588> on<00:13:59.733> paper<00:13:59.989> you<00:14:00.021> can<00:14:00.134> separate<00:14:00.470> them,<00:14:00.550> but<00:14:01.112> they're<00:14:01.673> tied<00:14:01.978> together.

00:14:02.876 --> 00:14:05.378
And<00:14:02.956> so<00:14:03.181> people<00:14:03.501> say,<00:14:03.662> well,<00:14:03.902> I<00:14:04.239> don't<00:14:04.464> crawl<00:14:04.704> into<00:14:04.800> their<00:14:04.945> personal<00:14:05.169> lives.

00:14:05.522 --> 00:14:10.493
Well,<00:14:05.666> you<00:14:05.763> better,<00:14:07.029> you<00:14:07.110> better<00:14:07.286> start<00:14:08.489> because<00:14:08.794> if<00:14:08.954> you<00:14:09.130> don't,<00:14:09.692> those<00:14:09.916> people<00:14:10.141> are<00:14:10.173> going<00:14:10.317> to<00:14:10.397> leave.

00:14:10.654 --> 00:14:12.562
They're<00:14:10.734> going<00:14:10.894> to,<00:14:11.071> I'll<00:14:11.456> go<00:14:11.680> hire<00:14:11.889> them<00:14:12.097> from<00:14:12.402> you.

00:14:13.300 --> 00:14:22.361
I<00:14:13.316> made<00:14:13.925> a<00:14:13.941> career<00:14:14.567> in<00:14:14.663> one<00:14:14.839> of<00:14:14.888> my<00:14:15.160> early<00:14:15.465> jobs<00:14:15.850> in,<00:14:16.090> when<00:14:16.283> I<00:14:16.331> was<00:14:16.668> in<00:14:16.748> a<00:14:17.004> sales<00:14:17.470> leadership<00:14:17.951> role,<00:14:18.897> robbing<00:14:19.314> people<00:14:19.635> from<00:14:19.795> other<00:14:20.019> companies<00:14:20.420> who<00:14:20.501> had<00:14:20.677> no<00:14:20.998> relationship<00:14:21.719> with<00:14:21.864> their<00:14:22.024> boss.

00:14:24.689 --> 00:14:30.260
Yeah,<00:14:26.856> that,<00:14:27.483> that<00:14:27.964> makes<00:14:28.221> it<00:14:28.317> easy<00:14:28.863> to<00:14:29.265> pick<00:14:29.425> them<00:14:29.586> off<00:14:29.827> for<00:14:29.987> sure.

00:14:30.870 --> 00:14:39.750
I<00:14:31.015> wonder,<00:14:31.352> like,<00:14:31.738> and<00:14:32.011> maybe<00:14:32.300> this<00:14:32.540> follows<00:14:32.942> into<00:14:33.118> what<00:14:33.263> you're<00:14:33.343> saying,<00:14:33.745> is<00:14:33.841> like,<00:14:34.628> um,<00:14:34.724> in<00:14:34.804> order<00:14:35.029> to<00:14:35.190> create<00:14:35.591> trust,<00:14:36.089> you<00:14:36.169> also<00:14:36.410> say<00:14:36.635> like,<00:14:36.827> hey,<00:14:37.036> we<00:14:37.197> try<00:14:37.309> to<00:14:37.438> create<00:14:37.695> a<00:14:37.775> psychologically<00:14:38.754> safe<00:14:39.220> space.

00:14:40.810 --> 00:14:44.679
Um,<00:14:42.271> is<00:14:42.415> that<00:14:42.576> kind<00:14:42.752> of<00:14:42.817> the<00:14:42.897> same<00:14:43.154> thing,<00:14:43.314> or<00:14:43.700> how<00:14:43.860> are<00:14:43.957> those<00:14:44.181> two<00:14:44.342> different?

00:14:45.643 --> 00:14:54.937
Well,<00:14:46.622> so<00:14:49.329> If<00:14:51.306> first<00:14:51.450> of<00:14:51.563> all,<00:14:51.724> trust,<00:14:52.366> I<00:14:52.447> think<00:14:52.784> again,<00:14:53.395> I<00:14:53.491> think<00:14:53.652> they're<00:14:53.796> inextricably<00:14:54.600> linked.

00:14:55.098 --> 00:14:59.155
Yeah,<00:14:56.046> but<00:14:56.142> they<00:14:56.287> are<00:14:56.447> separate<00:14:56.753> and<00:14:56.849> they're<00:14:56.946> separate<00:14:57.669> and<00:14:57.894> measurably<00:14:58.410> they're<00:14:58.546> separate.

00:15:01.260 --> 00:15:04.191
So<00:15:01.453> do<00:15:01.678> I<00:15:01.856> feel<00:15:02.274> safe<00:15:02.983> being<00:15:03.225> my<00:15:03.466> authentic<00:15:03.885> self?

00:15:05.544 --> 00:15:10.771
Do<00:15:05.786> I<00:15:05.947> feel<00:15:06.286> safe<00:15:06.930> sharing<00:15:07.478> my<00:15:07.655> thoughts,<00:15:08.766> my<00:15:09.008> attitudes,<00:15:10.120> my<00:15:10.233> opinions?

00:15:12.024 --> 00:15:14.758
Do<00:15:12.252> I<00:15:12.431> feel<00:15:12.772> safe<00:15:13.635> asking<00:15:14.140> questions?

00:15:16.093 --> 00:15:25.672
Do<00:15:16.318> I<00:15:16.495> feel<00:15:16.896> safe<00:15:17.939> making<00:15:18.420> decisions<00:15:19.142> within<00:15:19.463> boundaries,<00:15:19.928> but<00:15:20.040> making<00:15:20.506> decisions<00:15:21.789> where<00:15:21.966> I'm<00:15:22.110> not<00:15:22.271> going<00:15:22.576> to<00:15:22.672> be<00:15:22.832> impugned<00:15:24.052> if<00:15:24.196> it<00:15:24.276> doesn't<00:15:24.597> work<00:15:24.838> out<00:15:24.934> exactly<00:15:25.480> right?

00:15:27.020 --> 00:15:38.123
So<00:15:28.127> that's<00:15:29.234> kind<00:15:29.395> of<00:15:29.475> a<00:15:29.507> simplistic<00:15:30.518> way<00:15:32.042> to<00:15:32.957> measure<00:15:33.727> or<00:15:33.823> to<00:15:34.208> understand<00:15:35.572> how<00:15:35.748> psychologically<00:15:36.631> safe<00:15:37.096> one<00:15:37.754> feels.

00:15:39.343 --> 00:15:45.058
And<00:15:39.599> those<00:15:40.081> two<00:15:40.385> together<00:15:41.428> really<00:15:41.685> define<00:15:42.808> that<00:15:43.049> relationship<00:15:43.980> theme<00:15:44.356> that<00:15:44.527> we<00:15:44.698> measure.

00:15:46.813 --> 00:15:53.581
And<00:15:47.375> it<00:15:47.520> is<00:15:48.018> quite<00:15:48.501> literally<00:15:49.144> foundational<00:15:50.912> to<00:15:51.234> the<00:15:51.378> growth<00:15:51.732> and<00:15:51.877> performance<00:15:52.825> of<00:15:53.082> every<00:15:53.388> team.

00:15:53.886 --> 00:15:55.318
And<00:15:54.208> this<00:15:54.449> is<00:15:54.593> interesting<00:15:55.157> too.

00:15:55.561 --> 00:15:57.679
You<00:15:56.046> ask<00:15:56.208> the<00:15:56.288> question,<00:15:56.612> my<00:15:56.709> mind<00:15:56.935> starts<00:15:57.259> to<00:15:57.340> wander.

00:15:57.922 --> 00:15:59.070
No,<00:15:58.083> yeah,<00:15:58.795> yeah.

00:16:00.331 --> 00:16:23.137
But<00:16:01.334> if<00:16:01.479> you<00:16:01.705> ask<00:16:02.433> any<00:16:02.692> executive<00:16:05.995> in<00:16:06.156> business,<00:16:07.284> and<00:16:07.445> that's<00:16:07.848> probably<00:16:08.073> not<00:16:08.251> true<00:16:08.347> because,<00:16:09.137> but<00:16:09.540> 99<00:16:11.135> out<00:16:11.167> of<00:16:11.232> 100,<00:16:11.634> so<00:16:11.796> 99%,<00:16:13.514> And<00:16:13.595> if<00:16:13.691> you<00:16:13.901> ask<00:16:14.078> them<00:16:14.175> a<00:16:14.239> question,<00:16:15.367> does<00:16:15.593> the<00:16:15.770> performance<00:16:16.480> of<00:16:16.641> your<00:16:16.818> teams<00:16:17.866> within<00:16:18.188> your<00:16:18.268> organization,<00:16:19.381> do<00:16:19.542> they<00:16:19.783> reflect<00:16:21.073> how<00:16:21.395> well<00:16:21.653> those<00:16:21.959> teams<00:16:22.378> are<00:16:22.459> coached<00:16:22.830> or<00:16:22.932> led?

00:16:24.810 --> 00:16:28.896
99<00:16:25.068> out<00:16:25.165> of<00:16:25.229> 100<00:16:26.538> executives<00:16:27.184> will<00:16:27.264> say,<00:16:27.668> absolutely,<00:16:28.314> Bill,<00:16:28.637> they<00:16:28.799> do.

00:16:28.944 --> 00:16:30.317
As<00:16:29.009> a<00:16:29.041> matter<00:16:29.186> of<00:16:29.219> fact,<00:16:29.509> we<00:16:29.590> used<00:16:29.752> to<00:16:29.832> research<00:16:30.252> it.

00:16:30.414 --> 00:16:33.176
We<00:16:30.575> quit<00:16:30.802> asking<00:16:31.141> the<00:16:31.286> question<00:16:31.706> because<00:16:32.094> the<00:16:32.190> answer<00:16:32.497> never<00:16:32.740> changed.

00:16:35.130 --> 00:16:40.311
So<00:16:36.700> they<00:16:36.880> all<00:16:37.110> believe<00:16:37.944> their<00:16:38.108> teams<00:16:38.680> reflect<00:16:39.090> how<00:16:39.253> they're<00:16:39.660> how<00:16:39.800> they're<00:16:39.959> led.

00:16:41.900 --> 00:16:44.740
But<00:16:42.012> how<00:16:42.255> many<00:16:42.497> of<00:16:42.577> those<00:16:42.900> people<00:16:43.287> have<00:16:43.465> quantified<00:16:44.094> their<00:16:44.256> leadership?

00:16:45.466 --> 00:16:45.789
Hmm.

00:16:46.273 --> 00:16:47.806
Which<00:16:46.450> is<00:16:46.612> interesting<00:16:47.241> thought,<00:16:47.499> isn't<00:16:47.741> it?

00:16:48.710 --> 00:16:49.565
Yeah,<00:16:48.855> that<00:16:49.032> is<00:16:49.194> interesting.

00:16:49.678 --> 00:16:50.985
Everybody<00:16:50.162> looks<00:16:50.469> at<00:16:50.630> outcomes.

00:16:51.050 --> 00:16:52.033
Are<00:16:51.195> they<00:16:51.260> hitting<00:16:51.533> objectives?

00:16:52.161 --> 00:16:52.918
Are<00:16:52.339> they<00:16:52.500> hitting<00:16:52.741> goals?

00:16:52.967 --> 00:16:54.368
Which<00:16:53.160> are<00:16:53.289> great<00:16:54.014> outcomes.

00:16:54.416 --> 00:16:55.979
You<00:16:54.513> should<00:16:54.755> measure,<00:16:55.077> you<00:16:55.157> should<00:16:55.383> look<00:16:55.560> at<00:16:55.640> outcomes.

00:16:56.510 --> 00:16:57.815
But<00:16:56.913> what's<00:16:57.154> the<00:16:57.396> input?

00:16:58.459 --> 00:17:00.847
What's<00:16:58.765> the<00:16:58.942> root<00:16:59.184> cause<00:16:59.506> that<00:16:59.731> creates<00:17:00.231> the<00:17:00.376> outcome?

00:17:01.855 --> 00:17:06.618
And<00:17:01.936> the<00:17:02.099> biggest<00:17:02.489> root<00:17:02.668> cause<00:17:02.993> that<00:17:03.156> we<00:17:03.318> see<00:17:03.627> in<00:17:03.725> business<00:17:04.944> is<00:17:05.188> the<00:17:05.350> behaviors<00:17:06.244> of<00:17:06.391> leaders.

00:17:08.328 --> 00:17:14.157
And<00:17:08.490> nobody<00:17:09.056> is<00:17:09.364> really<00:17:09.769> quantifying<00:17:11.388> and<00:17:11.485> helping<00:17:11.809> them<00:17:11.971> evolve<00:17:13.493> in<00:17:13.574> a<00:17:13.752> real<00:17:14.076> way.

00:17:16.370 --> 00:17:30.588
Yeah,<00:17:16.562> I<00:17:16.707> want<00:17:16.980> to<00:17:17.044> keep<00:17:17.205> going<00:17:17.446> through<00:17:17.671> your,<00:17:18.153> your,<00:17:19.053> um,<00:17:19.358> different<00:17:19.615> pillars<00:17:20.081> here,<00:17:20.820> but<00:17:20.868> I<00:17:20.885> want<00:17:21.013> to<00:17:21.142> back<00:17:21.447> up<00:17:21.543> just<00:17:21.784> a<00:17:21.865> bit<00:17:22.090> on<00:17:22.186> you<00:17:22.411> personally<00:17:23.295> and<00:17:23.536> allow<00:17:23.857> you<00:17:23.905> to<00:17:24.018> kind<00:17:24.211> of<00:17:24.259> like<00:17:24.853> talk<00:17:25.094> about,<00:17:25.625> uh,<00:17:25.850> your<00:17:26.029> career,<00:17:26.601> how<00:17:26.846> you<00:17:26.944> got<00:17:27.124> started,<00:17:28.088> and<00:17:28.251> what<00:17:28.496> led<00:17:28.823> you<00:17:29.134> to<00:17:29.313> build<00:17:29.706> Excel<00:17:30.147> Institute.

00:17:33.414 --> 00:17:38.535
Well,<00:17:33.976> if<00:17:34.121> you<00:17:34.201> listen<00:17:34.410> to<00:17:34.442> my<00:17:34.634> TED<00:17:34.843> Talk,<00:17:35.084> you'll<00:17:35.196> know<00:17:35.405> why<00:17:35.582> it<00:17:35.662> got<00:17:35.919> started,<00:17:37.588> which<00:17:37.829> is<00:17:37.909> I<00:17:37.990> got<00:17:38.230> fired.

00:17:38.632 --> 00:17:40.398
Highly<00:17:39.017> recommend<00:17:39.579> people<00:17:39.836> go<00:17:39.996> watch<00:17:40.301> it.

00:17:41.184 --> 00:17:43.448
It's<00:17:41.521> called<00:17:41.746> Why<00:17:42.003> Comfort<00:17:42.469> Will<00:17:42.709> Ruin<00:17:42.966> Your<00:17:43.127> Life.

00:17:44.074 --> 00:17:55.376
Um,<00:17:45.037> and<00:17:45.358> it's<00:17:45.776> really<00:17:46.498> the<00:17:46.642> story<00:17:47.445> of,<00:17:48.810> uh,<00:17:49.307> and<00:17:49.949> people<00:17:50.206> that<00:17:50.335> are<00:17:50.415> probably<00:17:50.736> listening<00:17:51.715> to<00:17:51.860> this<00:17:52.052> are<00:17:52.117> going,<00:17:52.261> yeah,<00:17:52.341> well,<00:17:52.438> let's<00:17:52.679> see<00:17:52.839> why<00:17:53.000> you<00:17:53.080> got<00:17:53.321> fired.

00:17:56.772 --> 00:18:06.070
But<00:17:56.933> I<00:17:56.997> start<00:17:57.238> off<00:17:57.414> sharing<00:17:57.800> the<00:17:57.832> story<00:17:58.522> of,<00:17:59.084> um,<00:17:59.550> I<00:17:59.630> was<00:17:59.807> an<00:17:59.904> executive<00:18:00.789> working<00:18:01.095> in<00:18:01.272> publicly<00:18:01.675> traded<00:18:01.997> company<00:18:02.480> and<00:18:04.331> they<00:18:04.557> did<00:18:04.669> a<00:18:04.798> reorg<00:18:05.201> and<00:18:05.281> I<00:18:05.442> was<00:18:05.619> not<00:18:05.925> in.

00:18:07.052 --> 00:18:14.000
And<00:18:08.099> this<00:18:08.260> first<00:18:08.517> time<00:18:08.743> in<00:18:08.775> my<00:18:08.920> life<00:18:09.210> I'd<00:18:09.403> probably<00:18:09.806> ever<00:18:09.968> been<00:18:10.129> not<00:18:10.516> in,<00:18:10.790> in<00:18:11.000> terms<00:18:11.339> of<00:18:12.306> advancement<00:18:12.951> and<00:18:13.032> continuing<00:18:13.580> to<00:18:13.677> grow.

00:18:14.790 --> 00:18:16.322
And<00:18:14.871> that<00:18:15.032> was<00:18:15.290> a<00:18:15.355> game<00:18:15.613> changer<00:18:16.000> for<00:18:16.097> me.

00:18:19.290 --> 00:18:23.471
Retrospectively,<00:18:21.573> I<00:18:21.718> can<00:18:21.911> see<00:18:22.538> why<00:18:22.602> I<00:18:22.779> wasn't<00:18:23.246> in.

00:18:24.372 --> 00:18:28.128
You<00:18:24.468> know,<00:18:24.854> I<00:18:25.497> probably<00:18:25.835> at<00:18:25.915> times<00:18:26.382> wasn't<00:18:26.704> a<00:18:27.152> a<00:18:27.233> really<00:18:27.542> good<00:18:27.705> employee.

00:18:28.355 --> 00:18:29.803
I<00:18:28.372> don't<00:18:28.518> like<00:18:28.762> being<00:18:28.941> told<00:18:29.250> what<00:18:29.429> to<00:18:29.657> do.

00:18:31.859 --> 00:18:35.297
I<00:18:31.939> like<00:18:32.117> to<00:18:32.198> be<00:18:32.278> given<00:18:32.585> a<00:18:32.601> goal<00:18:32.908> and<00:18:32.989> then<00:18:33.473> get<00:18:33.634> out<00:18:33.731> of<00:18:33.763> my<00:18:33.973> way<00:18:34.215> so<00:18:34.458> I<00:18:34.603> can<00:18:34.764> go<00:18:35.006> get<00:18:35.249> it.

00:18:35.426 --> 00:18:39.752
And<00:18:35.749> sometimes<00:18:36.136> that<00:18:36.233> doesn't<00:18:36.540> work<00:18:36.782> well<00:18:36.944> depending<00:18:37.283> on<00:18:37.347> the<00:18:37.525> political<00:18:37.896> environment<00:18:38.639> within<00:18:38.913> an<00:18:39.123> organization.

00:18:40.188 --> 00:18:51.582
But<00:18:40.366> it<00:18:40.430> was<00:18:40.560> that<00:18:40.656> getting<00:18:40.993> fired<00:18:41.958> where<00:18:44.031> I<00:18:44.609> told<00:18:44.770> myself<00:18:46.216> not<00:18:46.377> long<00:18:46.939> after<00:18:48.145> when<00:18:48.562> I<00:18:48.611> was<00:18:48.787> being<00:18:48.948> recruited<00:18:49.350> by<00:18:49.495> another<00:18:49.753> organization,<00:18:50.340> another<00:18:50.760> large<00:18:51.112> organization.

00:18:53.387 --> 00:18:58.372
I<00:18:53.643> came<00:18:53.804> home<00:18:53.964> one<00:18:54.124> evening<00:18:54.445> and<00:18:54.541> I<00:18:54.605> said<00:18:54.782> to<00:18:54.846> my<00:18:55.070> wife,<00:18:55.343> I<00:18:55.423> said,<00:18:55.824> you<00:18:56.385> know,<00:18:56.513> I'm,<00:18:56.914> I'm<00:18:57.411> not<00:18:57.651> going<00:18:57.795> to<00:18:57.891> do<00:18:58.132> that.

00:18:58.837 --> 00:19:07.510
We're<00:18:58.933> going<00:18:59.030> to<00:18:59.094> roll<00:18:59.318> the<00:18:59.414> dice<00:18:59.895> and<00:18:59.943> we're<00:19:00.056> going<00:19:00.200> to<00:19:00.296> gamble<00:19:00.697> on<00:19:00.857> me<00:19:02.043> because<00:19:03.727> I<00:19:03.807> will<00:19:03.855> never<00:19:04.768> get<00:19:04.945> fired<00:19:05.281> again<00:19:05.570> because<00:19:05.762> I'm<00:19:05.971> never<00:19:06.147> going<00:19:06.291> to<00:19:06.372> work<00:19:06.612> for<00:19:06.708> anyone<00:19:07.029> else<00:19:07.269> again.

00:19:08.488 --> 00:19:18.731
So<00:19:09.337> that<00:19:09.834> was,<00:19:10.940> you<00:19:10.972> know,<00:19:11.449> I<00:19:11.469> don't<00:19:12.623> think<00:19:12.800> there's<00:19:12.976> a<00:19:13.040> single<00:19:13.441> defining<00:19:13.922> moment<00:19:14.387> in<00:19:14.451> our<00:19:14.627> lives,<00:19:15.765> but<00:19:15.926> that<00:19:16.086> certainly<00:19:16.551> was<00:19:16.887> a<00:19:17.048> defining<00:19:17.609> moment<00:19:18.090> in<00:19:18.234> my<00:19:18.330> life.

00:19:20.437 --> 00:19:21.070
At<00:19:20.567> that<00:19:20.729> point.

00:19:22.923 --> 00:19:24.970
And<00:19:23.036> is<00:19:23.182> that<00:19:23.329> when<00:19:23.442> you<00:19:23.507> started<00:19:23.849> Excel<00:19:24.482> Institute?

00:19:25.480 --> 00:19:25.593
Yeah.

00:19:25.738 --> 00:19:25.917
Uh-huh.

00:19:26.548 --> 00:19:30.918
So<00:19:26.807> I<00:19:26.953> was<00:19:28.086> fired<00:19:28.587> in<00:19:28.814> January<00:19:29.866> of<00:19:30.028> 2008.

00:19:31.015 --> 00:19:34.852
In<00:19:31.339> July<00:19:31.647> of<00:19:31.744> 2008,<00:19:32.553> the<00:19:32.715> articles<00:19:33.363> of<00:19:33.460> incorporation<00:19:34.318> were<00:19:34.415> signed.

00:19:36.180 --> 00:19:36.876
Ah,<00:19:36.342> that's<00:19:36.666> great.

00:19:37.313 --> 00:19:38.382
And<00:19:37.394> what<00:19:37.556> was<00:19:37.718> the<00:19:37.815> idea?

00:19:38.528 --> 00:19:44.434
Actually,<00:19:38.868> we<00:19:38.965> have<00:19:39.095> a<00:19:39.176> question<00:19:39.516> here<00:19:40.002> which<00:19:40.228> I<00:19:40.244> think<00:19:40.568> goes<00:19:41.119> along<00:19:42.372> with<00:19:42.517> this<00:19:42.694> perfectly<00:19:43.242> from<00:19:43.338> the<00:19:43.419> great<00:19:43.725> Josh<00:19:44.128> Akins.

00:19:44.547 --> 00:19:48.059
He<00:19:44.643> says,<00:19:45.175> why<00:19:45.513> do<00:19:45.658> you<00:19:45.820> focus<00:19:46.238> on<00:19:46.464> teams<00:19:47.044> instead<00:19:47.302> of<00:19:47.382> individuals?

00:19:48.795 --> 00:19:50.159
Is<00:19:48.893> it<00:19:49.041> just<00:19:49.288> economy<00:19:49.715> of<00:19:49.798> scale?

00:19:50.554 --> 00:19:52.362
Individuals<00:19:51.113> can't<00:19:51.359> pay<00:19:51.425> enough<00:19:51.606> to<00:19:51.688> make<00:19:51.853> it<00:19:51.935> worth<00:19:52.247> it?

00:19:54.250 --> 00:19:55.461
Really<00:19:54.508> good<00:19:54.734> question,<00:19:55.073> Josh.

00:19:56.527 --> 00:20:00.712
We<00:19:56.673> do<00:19:56.770> focus<00:19:57.238> on<00:19:57.335> individuals,<00:19:58.450> but<00:19:58.612> individuals<00:19:59.581> are<00:19:59.678> what<00:19:59.855> make<00:20:00.098> up<00:20:00.259> a<00:20:00.324> team.

00:20:01.522 --> 00:20:03.900
So<00:20:01.752> we<00:20:01.916> have<00:20:02.195> to<00:20:02.900> get<00:20:03.326> feedback.

00:20:04.228 --> 00:20:05.524
We<00:20:04.376> have<00:20:04.622> to<00:20:04.720> be<00:20:04.868> able<00:20:04.999> to<00:20:05.130> quantify.

00:20:07.130 --> 00:20:16.109
Everybody<00:20:07.566> should<00:20:07.890> have<00:20:08.197> a<00:20:08.537> voice<00:20:09.912> into<00:20:11.999> helping<00:20:13.472> their<00:20:13.698> leaders<00:20:14.022> understand<00:20:14.847> what's<00:20:15.025> going<00:20:15.170> to<00:20:15.251> get<00:20:15.397> the<00:20:15.478> most<00:20:15.882> out<00:20:15.979> of<00:20:16.044> them.

00:20:16.483 --> 00:20:28.828
So<00:20:16.628> we<00:20:16.789> have<00:20:17.047> to—<00:20:17.288> we<00:20:17.691> do<00:20:17.852> have<00:20:18.029> to<00:20:18.255> hyper-individualize<00:20:19.527> it,<00:20:20.349> but<00:20:20.574> then<00:20:20.751> we<00:20:20.977> have<00:20:21.234> to<00:20:21.943> make<00:20:22.426> the<00:20:22.604> coach<00:20:22.990> of<00:20:23.071> that<00:20:23.248> team<00:20:23.489> or<00:20:23.554> the<00:20:23.602> leader<00:20:23.828> of<00:20:23.908> that<00:20:24.134> team<00:20:24.375> understand<00:20:24.923> that<00:20:25.100> you<00:20:25.488> own<00:20:26.072> the<00:20:26.380> output<00:20:26.866> of<00:20:26.980> that<00:20:27.207> team.

00:20:28.909 --> 00:20:29.720
That<00:20:29.136> makes<00:20:29.428> sense.

00:20:30.352 --> 00:20:35.680
Everything<00:20:30.855> that<00:20:31.017> comes<00:20:31.406> out,<00:20:31.585> everything<00:20:31.974> that<00:20:32.152> team<00:20:32.314> produces,<00:20:33.370> whether<00:20:33.586> they<00:20:33.719> hit<00:20:33.968> goal,<00:20:34.151> they<00:20:34.317> miss<00:20:34.567> goal,<00:20:34.882> you<00:20:34.982> have<00:20:35.215> to<00:20:35.464> own<00:20:35.631> it.

00:20:37.245 --> 00:20:41.039
We<00:20:37.391> used<00:20:37.554> to<00:20:37.717> hear<00:20:37.880> a<00:20:37.896> lot,<00:20:38.141> well,<00:20:39.020> you<00:20:39.118> know,<00:20:39.281> they,<00:20:40.014> they're<00:20:40.176> great<00:20:40.502> coach.

00:20:41.707 --> 00:20:42.668
They<00:20:41.870> just<00:20:42.049> don't<00:20:42.196> have<00:20:42.375> good<00:20:42.521> talent.

00:20:43.392 --> 00:20:45.974
Well,<00:20:43.697> who's<00:20:43.890> in<00:20:43.954> charge<00:20:44.258> of<00:20:44.339> the<00:20:44.435> talent?

00:20:46.600 --> 00:20:47.498
You<00:20:46.760> can't<00:20:47.081> blame<00:20:47.321> that.

00:20:47.626 --> 00:20:57.552
I've<00:20:47.722> never<00:20:47.963> known<00:20:48.203> a<00:20:48.283> great<00:20:48.524> coach<00:20:48.829> who<00:20:48.925> wasn't<00:20:49.165> a<00:20:49.230> great<00:20:49.422> motivator,<00:20:50.192> wasn't<00:20:50.432> a<00:20:50.448> great<00:20:50.753> planner,<00:20:51.571> wasn't<00:20:52.212> a<00:20:52.293> great<00:20:52.597> strategist,<00:20:53.816> you<00:20:53.848> know,<00:20:53.976> a<00:20:54.040> great<00:20:54.618> identifier<00:20:55.901> and<00:20:55.981> acquirer<00:20:56.847> of<00:20:56.959> talent.

00:20:58.723 --> 00:21:00.808
So<00:20:59.429> we<00:20:59.589> don't<00:20:59.829> focus<00:21:00.214> just<00:21:00.455> on<00:21:00.615> teams.

00:21:00.872 --> 00:21:05.987
We<00:21:00.936> use<00:21:01.193> teams<00:21:01.593> to<00:21:01.690> measure<00:21:02.219> outcome,<00:21:03.838> but<00:21:04.624> we<00:21:04.720> have<00:21:04.881> to<00:21:04.977> start<00:21:05.202> with<00:21:05.362> the<00:21:05.442> individual.

00:21:07.350 --> 00:21:07.623
Yeah.

00:21:08.329 --> 00:21:11.183
And<00:21:08.794> what<00:21:09.211> had<00:21:09.435> you<00:21:09.595> branch<00:21:09.996> out<00:21:10.093> into<00:21:10.397> other<00:21:10.718> industries?

00:21:11.279 --> 00:21:13.749
I<00:21:11.440> assume<00:21:11.776> you<00:21:11.857> probably<00:21:12.113> started<00:21:12.498> in<00:21:12.594> sales<00:21:13.204> and<00:21:13.300> business.

00:21:14.504 --> 00:21:15.535
With<00:21:14.665> Excel<00:21:15.148> Institute.

00:21:15.599 --> 00:21:16.774
Exactly<00:21:16.195> right,<00:21:16.436> Clint.

00:21:17.064 --> 00:21:17.531
Well<00:21:17.241> done.

00:21:17.950 --> 00:21:20.429
Yeah,<00:21:18.127> we<00:21:18.207> started<00:21:18.674> in<00:21:18.771> sales<00:21:19.254> because<00:21:19.447> that<00:21:19.640> was<00:21:19.737> my<00:21:19.962> background.

00:21:22.387 --> 00:21:23.634
And<00:21:22.468> they're<00:21:22.565> so<00:21:22.889> easy<00:21:23.132> to<00:21:23.229> measure.

00:21:24.574 --> 00:21:30.876
You<00:21:24.752> can<00:21:25.060> always<00:21:25.481> quantify<00:21:27.247> changes<00:21:28.300> to<00:21:28.559> numbers<00:21:28.948> because<00:21:29.288> everybody<00:21:29.709> in<00:21:29.774> sales<00:21:30.098> tracks<00:21:30.503> numbers.

00:21:32.104 --> 00:21:48.806
And<00:21:32.186> then<00:21:32.333> our<00:21:32.578> book<00:21:32.987> that's<00:21:33.412> titled<00:21:33.739> The<00:21:33.886> Coaching<00:21:34.230> Effect,<00:21:36.166> we<00:21:36.328> talk<00:21:36.670> about<00:21:36.979> that<00:21:37.222> in<00:21:37.369> there<00:21:37.548> and<00:21:37.645> we<00:21:37.856> talk<00:21:38.116> about<00:21:38.377> how<00:21:38.588> we<00:21:38.685> began<00:21:39.011> in<00:21:39.043> sales<00:21:39.498> and<00:21:40.092> You<00:21:40.172> know,<00:21:40.911> and<00:21:41.135> we<00:21:41.232> were<00:21:41.440> able<00:21:41.617> to<00:21:41.793> then<00:21:42.098> correlate<00:21:42.644> and<00:21:42.740> find<00:21:42.981> relationships<00:21:43.767> between<00:21:44.088> activities<00:21:44.554> and<00:21:44.666> behaviors<00:21:45.147> that<00:21:45.372> leaders<00:21:45.709> and<00:21:45.854> coaches<00:21:46.191> are<00:21:46.335> doing<00:21:46.913> that<00:21:47.057> produce<00:21:47.474> better<00:21:47.715> results<00:21:48.100> or<00:21:48.181> worse<00:21:48.437> results.

00:21:50.026 --> 00:21:57.938
And<00:21:50.122> then<00:21:50.845> that<00:21:51.150> went<00:21:51.342> from<00:21:51.567> sales<00:21:52.032> to,<00:21:52.931> you<00:21:52.995> know,<00:21:53.156> just<00:21:53.316> kind<00:21:53.493> of<00:21:53.573> naturally<00:21:54.199> transition<00:21:54.761> where<00:21:54.937> people<00:21:55.178> in<00:21:55.338> marketing<00:21:55.740> say,<00:21:55.900> well,<00:21:56.060> hey,<00:21:56.221> if<00:21:56.317> it<00:21:56.381> works<00:21:56.606> for<00:21:56.686> sales,<00:21:57.264> why<00:21:57.344> wouldn't<00:21:57.489> it<00:21:57.569> work<00:21:57.810> here?

00:21:58.708 --> 00:22:06.107
And<00:21:59.174> operations<00:21:59.848> and<00:21:59.976> IT,<00:22:00.634> then<00:22:00.875> we<00:22:01.019> started<00:22:01.437> being<00:22:01.597> approached<00:22:01.998> by<00:22:02.143> those<00:22:02.464> leaders<00:22:03.363> who<00:22:03.459> are<00:22:03.587> also<00:22:03.908> wanting<00:22:04.229> to<00:22:04.326> quantify<00:22:05.449> their<00:22:05.674> impact.

00:22:06.508 --> 00:22:07.054
Mm-hmm.

00:22:07.761 --> 00:22:20.301
And,<00:22:08.258> and<00:22:08.339> then<00:22:08.563> it<00:22:08.660> went<00:22:08.885> from<00:22:09.366> also<00:22:09.848> across<00:22:10.330> all<00:22:10.410> disciplines<00:22:11.068> in<00:22:11.213> business,<00:22:12.337> you<00:22:12.369> know,<00:22:12.449> we<00:22:12.658> worked<00:22:12.915> in<00:22:13.702> pharma,<00:22:14.665> work<00:22:15.002> in,<00:22:15.628> uh,<00:22:16.993> agriculture,<00:22:17.619> manufacturing,<00:22:18.374> high-tech,<00:22:19.000> retail,<00:22:19.418> on<00:22:19.578> and<00:22:19.723> on<00:22:19.819> and<00:22:19.964> on.

00:22:21.088 --> 00:22:31.107
And<00:22:21.184> then<00:22:21.328> it<00:22:21.425> went<00:22:21.585> into<00:22:21.810> sports,<00:22:23.336> um,<00:22:23.994> people<00:22:24.235> in<00:22:24.315> sports<00:22:24.636> saying,<00:22:24.861> okay,<00:22:25.182> well,<00:22:26.804> if<00:22:26.948> you<00:22:27.285> could<00:22:27.446> do<00:22:27.607> this<00:22:27.912> in,<00:22:28.490> in<00:22:28.731> business,<00:22:29.196> you<00:22:29.277> should<00:22:29.453> be<00:22:29.517> able<00:22:29.694> to<00:22:29.758> quantify<00:22:30.192> it<00:22:30.417> in<00:22:30.561> athletics.

00:22:31.203 --> 00:22:36.798
And<00:22:32.422> So<00:22:32.599> now<00:22:32.887> we,<00:22:33.208> uh,<00:22:34.105> have<00:22:34.282> a<00:22:34.346> sports<00:22:34.746> division<00:22:35.227> and<00:22:35.371> then<00:22:35.548> we<00:22:35.628> have<00:22:35.724> an<00:22:35.868> education<00:22:36.429> division.

00:22:36.894 --> 00:22:48.097
So<00:22:37.070> we<00:22:37.856> can<00:22:38.016> quantify<00:22:38.833> the<00:22:39.074> impact<00:22:39.891> a<00:22:40.019> coach<00:22:40.276> has<00:22:40.596> on<00:22:40.756> athletes<00:22:42.599> and<00:22:42.760> we<00:22:42.904> can<00:22:43.144> quantify<00:22:43.882> the<00:22:44.186> impact<00:22:44.683> teachers<00:22:45.003> have<00:22:45.228> on<00:22:45.324> students<00:22:45.725> in<00:22:45.757> the<00:22:45.949> classroom,<00:22:47.472> so<00:22:47.552> on<00:22:47.584> and<00:22:47.728> so<00:22:47.952> forth.

00:22:49.395 --> 00:22:51.030
How<00:22:49.635> is<00:22:49.812> the<00:22:49.908> sports<00:22:50.372> one<00:22:50.533> working<00:22:50.853> out?

00:22:51.094 --> 00:22:53.241
Because<00:22:51.238> that's<00:22:51.414> another<00:22:51.719> one,<00:22:51.895> like<00:22:52.039> you<00:22:52.071> said,<00:22:52.296> like<00:22:52.456> that's<00:22:52.696> measurable.

00:22:53.321 --> 00:22:57.248
You<00:22:53.418> can<00:22:53.562> tell<00:22:53.802> in<00:22:53.898> like<00:22:54.139> wins<00:22:54.379> and<00:22:54.539> losses,<00:22:55.020> improvement,<00:22:56.142> uh,<00:22:56.238> statistics,<00:22:56.991> that<00:22:57.104> type.

00:22:57.328 --> 00:22:59.155
Nothing's<00:22:58.049> measured<00:22:58.450> more<00:22:58.626> than<00:22:58.706> sports.

00:22:59.892 --> 00:23:03.217
Uh,<00:23:00.309> but<00:23:00.485> how<00:23:00.630> do<00:23:00.710> you<00:23:00.950> get<00:23:01.190> that<00:23:02.380> out<00:23:02.492> of<00:23:02.637> a<00:23:02.782> coach?

00:23:03.282 --> 00:23:10.906
How<00:23:03.362> do<00:23:03.523> you<00:23:04.410> change,<00:23:06.101> you<00:23:06.198> know,<00:23:06.971> a<00:23:07.390> coach's<00:23:07.777> mindset<00:23:08.277> so<00:23:08.438> that<00:23:08.599> they're<00:23:08.986> getting<00:23:09.243> better<00:23:09.549> performance<00:23:10.129> out<00:23:10.226> of<00:23:10.291> their<00:23:10.420> players?

00:23:11.749 --> 00:23:12.608
That's<00:23:11.911> interesting.

00:23:12.722 --> 00:23:13.224
Uh,<00:23:13.030> okay.

00:23:13.289 --> 00:23:15.397
So<00:23:13.678> that—<00:23:14.164> why,<00:23:14.408> how<00:23:14.505> long<00:23:14.732> do<00:23:14.764> we<00:23:14.910> have,<00:23:15.170> Clint?

00:23:18.211 --> 00:23:20.385
So<00:23:19.306> here's<00:23:19.806> what's<00:23:20.031> interesting.

00:23:20.611 --> 00:23:35.325
In<00:23:20.691> the<00:23:20.933> world<00:23:21.078> of<00:23:21.110> sports,<00:23:21.497> we,<00:23:23.107> we<00:23:23.332> work<00:23:24.138> only<00:23:24.701> with<00:23:24.798> student<00:23:25.265> athletes,<00:23:25.619> so<00:23:25.989> collegiate<00:23:26.408> level<00:23:27.301> down<00:23:27.663> to<00:23:29.584> middle<00:23:29.809> school<00:23:30.210> level,<00:23:31.332> uh,<00:23:32.295> in,<00:23:32.615> and<00:23:33.674> everywhere,<00:23:34.315> everywhere<00:23:34.636> in<00:23:34.780> between.

00:23:36.544 --> 00:23:43.873
And<00:23:36.640> what<00:23:36.817> was<00:23:37.057> most<00:23:37.539> important—<00:23:39.543> so<00:23:39.687> we<00:23:39.848> did<00:23:40.088> focus<00:23:40.489> groups,<00:23:40.810> and<00:23:40.890> we,<00:23:41.387> so<00:23:41.676> we<00:23:41.772> did<00:23:41.949> our<00:23:42.013> research<00:23:42.317> before<00:23:42.654> we<00:23:42.734> got<00:23:42.959> into<00:23:43.199> the<00:23:43.280> market.

00:23:44.081 --> 00:23:47.337
You<00:23:44.162> know,<00:23:44.258> we<00:23:44.402> were<00:23:44.723> asked<00:23:44.899> to<00:23:45.060> get<00:23:45.220> into<00:23:45.461> it,<00:23:45.541> but<00:23:45.701> then<00:23:45.942> we<00:23:46.022> still<00:23:46.246> had<00:23:46.343> to<00:23:46.487> do<00:23:46.567> our<00:23:46.744> due<00:23:46.904> diligence.

00:23:48.347 --> 00:23:55.998
And<00:23:48.893> what<00:23:49.053> we<00:23:49.149> found—<00:23:49.550> guess,<00:23:50.191> guess<00:23:50.576> what<00:23:50.737> was<00:23:50.929> most<00:23:51.378> important<00:23:52.116> when<00:23:52.276> we<00:23:52.934> sat<00:23:53.158> down<00:23:53.383> with<00:23:53.479> high<00:23:53.720> school<00:23:54.667> athletic<00:23:55.089> directors<00:23:55.576> and<00:23:55.657> coaches.

00:23:56.063 --> 00:23:58.531
Guess<00:23:56.469> what<00:23:56.697> was<00:23:56.956> most<00:23:57.460> important<00:23:58.174> to<00:23:58.401> them?

00:23:59.782 --> 00:24:00.658
I<00:23:59.879> would<00:24:00.025> have<00:24:00.204> no<00:24:00.366> idea.

00:24:02.410 --> 00:24:03.218
Like<00:24:02.527> fake<00:24:02.847> IDs?

00:24:03.454 --> 00:24:03.807
I<00:24:03.487> don't<00:24:03.706> know.

00:24:09.350 --> 00:24:09.592
No.

00:24:09.900 --> 00:24:10.482
Well,<00:24:10.401> no.

00:24:11.032 --> 00:24:14.978
Um,<00:24:11.840> what<00:24:13.054> was—<00:24:13.620> wow,<00:24:13.878> okay,<00:24:14.444> that<00:24:14.590> was<00:24:14.752> good.

00:24:15.399 --> 00:24:20.258
Um,<00:24:15.965> what<00:24:16.030> was<00:24:16.289> most—<00:24:17.099> have<00:24:18.914> to<00:24:19.043> cut<00:24:19.383> that<00:24:19.626> piece<00:24:19.951> out.

00:24:20.453 --> 00:24:27.315
I'm<00:24:20.680> sure<00:24:20.842> you<00:24:20.939> want<00:24:21.506> to<00:24:21.814> do,<00:24:22.284> um<00:24:23.236> Clinton,<00:24:23.429> what<00:24:23.574> was<00:24:23.814> most<00:24:24.071> important<00:24:24.601> to<00:24:24.778> both<00:24:25.003> athletic<00:24:25.420> directors<00:24:25.805> and<00:24:25.886> coaches,<00:24:26.223> believe<00:24:26.384> it<00:24:26.448> or<00:24:26.528> not,<00:24:26.705> wasn't<00:24:27.010> winning.

00:24:28.615 --> 00:24:37.928
Oh,<00:24:28.808> it<00:24:28.953> was<00:24:29.820> making<00:24:30.237> sure<00:24:30.542> their<00:24:30.719> coaches<00:24:32.003> provided<00:24:32.630> the<00:24:32.951> best<00:24:33.866> experience<00:24:35.054> possible<00:24:36.885> for<00:24:36.997> their<00:24:37.125> student<00:24:37.463> athletes.

00:24:38.587 --> 00:24:39.036
That<00:24:38.731> was<00:24:38.908> it.

00:24:40.176 --> 00:24:43.339
Winning<00:24:41.557> was<00:24:41.798> down<00:24:42.039> the<00:24:42.183> list<00:24:42.360> further.

00:24:43.789 --> 00:24:47.113
All<00:24:43.949> they<00:24:44.046> wanted<00:24:44.287> to<00:24:44.351> talk<00:24:44.672> about<00:24:44.993> was<00:24:45.635> providing<00:24:46.133> a<00:24:46.197> positive<00:24:46.615> experience.

00:24:47.161 --> 00:24:51.695
They<00:24:47.241> wanted<00:24:47.450> to<00:24:47.562> talk<00:24:47.835> about<00:24:49.438> making<00:24:49.841> sure<00:24:50.034> they<00:24:50.260> put<00:24:50.486> good<00:24:50.663> citizens<00:24:51.372> out<00:24:51.533> there.

00:24:52.114 --> 00:24:56.691
They<00:24:52.275> wanted<00:24:52.597> to<00:24:52.710> talk<00:24:52.855> about<00:24:53.081> the<00:24:53.226> percentage<00:24:53.726> of<00:24:53.806> their<00:24:53.887> students<00:24:54.435> that,<00:24:54.934> that<00:24:55.176> matriculated<00:24:56.047> into<00:24:56.288> college.

00:24:57.110 --> 00:25:06.030
They<00:24:57.256> wanted<00:24:57.594> to<00:24:57.707> talk<00:24:57.933> about<00:24:58.545> how<00:24:58.642> they<00:24:58.885> just<00:25:00.748> had<00:25:00.991> good,<00:25:01.720> good<00:25:01.947> citizens<00:25:02.838> in,<00:25:03.178> in<00:25:03.259> their<00:25:03.421> community<00:25:04.134> and<00:25:04.232> leaders<00:25:04.718> and<00:25:04.863> developing<00:25:05.366> those<00:25:05.690> people.

00:25:07.866 --> 00:25:10.797
Even<00:25:08.043> coaches<00:25:09.074> didn't<00:25:09.412> want<00:25:09.653> to<00:25:09.718> talk<00:25:09.959> that<00:25:10.072> much<00:25:10.362> about<00:25:10.604> winning.

00:25:10.926 --> 00:25:16.241
They—<00:25:11.248> I<00:25:11.264> mean,<00:25:11.522> it's<00:25:11.828> not<00:25:12.069> they<00:25:12.246> said<00:25:12.488> nothing,<00:25:12.955> but<00:25:13.132> they<00:25:13.213> said,<00:25:13.583> yeah,<00:25:14.462> Of<00:25:14.606> course,<00:25:14.927> winning<00:25:15.151> is<00:25:15.280> important<00:25:15.825> to<00:25:16.065> us.

00:25:17.187 --> 00:25:34.098
But<00:25:17.732> one<00:25:17.892> of<00:25:17.972> the<00:25:18.165> things<00:25:18.950> that<00:25:19.415> we,<00:25:19.832> that<00:25:20.056> we<00:25:20.153> see<00:25:20.698> a<00:25:20.858> lot<00:25:21.114> of<00:25:21.259> coaches,<00:25:21.611> especially<00:25:22.060> what<00:25:22.220> we<00:25:22.316> consider<00:25:22.717> really<00:25:22.942> good<00:25:23.118> coaches,<00:25:23.519> believe<00:25:24.945> if<00:25:25.026> they<00:25:25.202> do<00:25:25.506> all<00:25:25.603> the<00:25:25.987> other<00:25:26.228> things<00:25:26.548> right,<00:25:26.805> if<00:25:26.949> they<00:25:27.125> provide<00:25:27.526> the<00:25:27.686> best,<00:25:28.007> most<00:25:28.247> positive<00:25:28.664> experience,<00:25:29.546> if<00:25:29.674> they<00:25:29.850> create<00:25:30.171> the<00:25:30.251> strongest<00:25:30.732> relationships,<00:25:31.453> we<00:25:31.598> measure<00:25:31.918> the<00:25:32.014> same<00:25:32.335> things<00:25:32.656> in<00:25:32.880> business<00:25:33.281> that<00:25:33.361> we<00:25:33.457> do<00:25:33.537> sports.

00:25:35.461 --> 00:25:54.833
If<00:25:35.541> they<00:25:35.765> do<00:25:35.942> the<00:25:36.022> same<00:25:36.423> things,<00:25:37.288> create<00:25:37.609> the<00:25:37.929> connections,<00:25:38.971> provide<00:25:39.292> psychologically<00:25:40.029> safe<00:25:40.350> environments,<00:25:41.538> have<00:25:41.797> great<00:25:42.105> communication,<00:25:43.156> have<00:25:43.965> really<00:25:44.224> solid,<00:25:45.098> healthy<00:25:45.518> disciplines<00:25:46.149> and<00:25:46.311> practice,<00:25:47.460> that<00:25:47.638> they<00:25:47.848> develop<00:25:48.252> their<00:25:48.350> skills<00:25:48.916> and<00:25:49.078> they<00:25:49.628> create<00:25:50.226> a<00:25:50.340> challenging,<00:25:51.091> uncomfortable<00:25:52.251> environment,<00:25:53.869> the<00:25:53.967> result<00:25:54.294> of<00:25:54.375> that<00:25:54.539> is<00:25:54.686> wins.

00:25:56.320 --> 00:26:01.597
So<00:25:57.223> if<00:25:57.385> you<00:25:57.562> focus<00:25:58.046> again,<00:25:58.434> what's<00:25:58.692> the<00:25:58.918> root<00:25:59.160> cause,<00:25:59.821> not<00:26:00.080> the<00:26:00.370> outcome,<00:26:01.258> right?

00:26:02.226 --> 00:26:07.869
And<00:26:02.387> so<00:26:03.049> it's<00:26:03.372> those<00:26:03.840> things<00:26:04.082> that<00:26:04.243> Coach<00:26:04.518> and<00:26:04.727> athletic<00:26:05.147> directors<00:26:05.470> thought<00:26:05.777> was<00:26:06.198> way<00:26:06.426> more<00:26:06.604> important<00:26:07.334> than<00:26:07.577> winning.

00:26:08.064 --> 00:26:10.991
And<00:26:08.210> winning<00:26:08.469> was<00:26:08.696> just<00:26:08.956> the<00:26:09.102> result<00:26:09.750> of<00:26:10.446> those<00:26:10.622> other<00:26:10.863> things.

00:26:11.986 --> 00:26:20.663
I<00:26:12.066> see<00:26:12.226> you<00:26:12.322> have<00:26:12.948> Walter<00:26:13.269> Isaacson's<00:26:14.071> Steve<00:26:14.536> Jobs<00:26:14.953> book<00:26:15.274> behind<00:26:15.691> you,<00:26:15.979> and<00:26:16.076> I<00:26:16.220> wonder,<00:26:16.637> like,<00:26:17.279> that's<00:26:17.583> a<00:26:17.680> leader<00:26:18.000> who<00:26:18.145> had<00:26:18.305> a<00:26:18.482> very<00:26:18.963> interesting<00:26:19.524> style,<00:26:20.406> right?

00:26:20.791 --> 00:26:22.187
Very<00:26:21.048> hard-nosed.

00:26:22.556 --> 00:26:25.748
He's<00:26:22.796> known<00:26:23.069> as<00:26:23.197> like<00:26:23.374> having<00:26:23.614> kind<00:26:23.791> of<00:26:23.871> a<00:26:23.935> short<00:26:24.336> temper,<00:26:24.737> short<00:26:25.122> fuse.

00:26:26.341 --> 00:26:31.057
And<00:26:26.421> I<00:26:26.582> think<00:26:26.742> a<00:26:26.887> lot<00:26:27.079> of<00:26:27.143> people,<00:26:27.464> when<00:26:27.688> that<00:26:27.945> book<00:26:28.186> came<00:26:28.571> out,<00:26:29.132> felt<00:26:29.292> like,<00:26:29.453> well,<00:26:29.613> this<00:26:29.790> is<00:26:29.870> how<00:26:30.030> I<00:26:30.175> have<00:26:30.335> to<00:26:30.431> be<00:26:30.576> as<00:26:30.672> a<00:26:30.688> leader.

00:26:31.939 --> 00:26:33.495
But<00:26:32.115> it's<00:26:32.260> not<00:26:32.436> authentic,<00:26:33.302> right?

00:26:33.559 --> 00:26:38.259
Because<00:26:34.505> that's<00:26:34.826> authentic<00:26:35.243> to<00:26:35.339> Steve<00:26:35.708> Jobs,<00:26:36.366> like<00:26:36.751> berating<00:26:37.328> people<00:26:37.633> in<00:26:37.729> a<00:26:37.794> meeting.

00:26:39.078 --> 00:26:52.780
If<00:26:39.239> you're<00:26:39.400> not,<00:26:39.818> if<00:26:39.963> that's<00:26:40.205> not<00:26:40.366> authentically<00:26:41.090> you,<00:26:42.232> by<00:26:42.312> the<00:26:42.377> way,<00:26:42.489> you<00:26:42.554> probably<00:26:42.715> shouldn't<00:26:42.956> do<00:26:43.036> that<00:26:43.197> anyways,<00:26:43.584> but<00:26:43.664> if<00:26:43.761> that's<00:26:43.954> not<00:26:44.098> authentically<00:26:44.645> you,<00:26:45.370> like<00:26:45.530> it<00:26:45.675> was<00:26:46.174> for<00:26:46.351> Steve<00:26:46.737> Jobs,<00:26:47.960> uh,<00:26:48.218> how<00:26:48.477> do<00:26:48.623> you,<00:26:49.771> you<00:26:49.917> know,<00:26:50.176> mimic<00:26:50.596> it<00:26:50.920> or<00:26:51.453> pretend<00:26:51.874> like<00:26:52.117> it<00:26:52.181> is,<00:26:52.440> right?

00:26:53.168 --> 00:27:02.106
And<00:26:53.265> so<00:26:53.411> I<00:26:53.492> wonder<00:26:53.993> if<00:26:54.139> you<00:26:54.300> think<00:26:54.397> about<00:26:54.559> like<00:26:55.109> what<00:26:55.352> great<00:26:55.756> leaders<00:26:56.646> do<00:26:56.727> you<00:26:57.050> point<00:26:57.212> to,<00:26:57.781> and<00:26:57.944> maybe<00:26:58.188> Steve<00:26:58.497> is<00:26:58.659> one<00:26:58.822> of<00:26:58.936> them,<00:26:59.716> who<00:26:59.895> really<00:27:00.366> exemplify<00:27:01.342> great<00:27:01.602> leadership.

00:27:02.106 --> 00:27:17.689
Um,<00:27:07.032> You<00:27:07.065> know,<00:27:07.211> most<00:27:07.521> of<00:27:07.553> the<00:27:07.619> people<00:27:07.863> you<00:27:08.010> wouldn't<00:27:08.189> even<00:27:08.466> know,<00:27:10.138> uh,<00:27:10.170> because<00:27:10.251> they're<00:27:10.364> people<00:27:12.289> working<00:27:13.663> within<00:27:14.568> organizations<00:27:15.781> or<00:27:15.927> athletic<00:27:16.428> teams<00:27:16.751> that<00:27:16.913> nobody's<00:27:17.317> heard<00:27:17.560> of.

00:27:18.368 --> 00:27:18.692
Yeah.

00:27:19.080 --> 00:27:33.990
You<00:27:19.161> know,<00:27:19.484> when<00:27:19.581> I<00:27:19.630> think<00:27:20.130> of<00:27:20.452> a<00:27:20.549> gentleman,<00:27:21.984> um,<00:27:22.710> in<00:27:22.871> Iowa<00:27:23.678> that<00:27:24.000> owns<00:27:24.807> a<00:27:25.371> medical,<00:27:26.259> um,<00:27:27.130> medical<00:27:27.243> equipment,<00:27:28.363> um,<00:27:29.174> supplier<00:27:30.391> or<00:27:31.349> I<00:27:31.397> don't<00:27:31.655> want<00:27:31.800> to<00:27:31.880> use<00:27:31.977> the<00:27:32.057> word<00:27:32.283> franchise,<00:27:32.927> but<00:27:33.120> a<00:27:33.184> distributorship.

00:27:34.151 --> 00:27:34.473
Yeah,<00:27:34.360> yeah.

00:27:35.342 --> 00:27:42.130
He<00:27:36.389> is<00:27:36.550> one<00:27:36.662> of<00:27:36.711> the<00:27:36.743> more<00:27:37.129> profoundly<00:27:37.693> impactful<00:27:38.321> people<00:27:39.287> I've<00:27:39.448> met,<00:27:39.851> but<00:27:39.931> nobody's<00:27:40.269> going<00:27:40.366> to<00:27:40.430> know<00:27:40.640> about<00:27:40.753> him<00:27:40.834> except<00:27:41.077> the<00:27:41.223> people<00:27:41.466> that<00:27:41.628> work<00:27:41.871> for<00:27:42.017> him.

00:27:42.779 --> 00:27:45.728
And<00:27:42.925> those<00:27:43.184> people<00:27:43.832> would<00:27:44.059> sit<00:27:44.367> in<00:27:44.399> a<00:27:44.561> foxhole<00:27:45.112> with<00:27:45.291> this<00:27:45.517> guy.

00:27:47.931 --> 00:28:02.258
The<00:27:48.077> retired<00:27:48.659> chief<00:27:48.967> commercial<00:27:49.388> officer<00:27:50.035> of<00:27:50.181> a<00:27:50.262> pharma<00:27:50.602> company<00:27:51.880> where<00:27:51.994> she<00:27:52.285> worked<00:27:52.528> her<00:27:52.625> way<00:27:52.851> up<00:27:53.013> through<00:27:53.175> sales<00:27:53.758> and<00:27:53.839> then<00:27:54.017> sales<00:27:54.486> leadership<00:27:55.036> roles<00:27:55.376> and<00:27:55.441> then<00:27:55.603> becomes<00:27:56.088> president<00:27:56.671> of<00:27:56.736> a<00:27:56.752> pharma<00:27:57.163> company<00:27:57.492> and<00:27:57.639> then<00:27:57.738> chief<00:27:57.985> commercial<00:27:58.461> officer<00:27:58.724> of<00:27:59.040> of<00:27:59.137> even<00:27:59.462> larger<00:27:59.885> pharma<00:28:00.275> company<00:28:01.185> and<00:28:01.282> a<00:28:01.429> divisional<00:28:01.916> president.

00:28:02.794 --> 00:28:05.151
Nobody<00:28:03.070> knows<00:28:03.379> about<00:28:03.623> her<00:28:03.948> except<00:28:04.208> the<00:28:04.338> people<00:28:04.582> that<00:28:04.744> work<00:28:05.004> there.

00:28:07.324 --> 00:28:17.205
So<00:28:07.454> there<00:28:07.842> aren't<00:28:09.218> people—<00:28:10.675> the<00:28:10.772> Steve<00:28:11.241> Jobs<00:28:11.759> of<00:28:11.905> the<00:28:12.067> world<00:28:13.281> get<00:28:14.026> to<00:28:14.236> be<00:28:14.414> where<00:28:14.560> they<00:28:14.803> are<00:28:15.369> through<00:28:15.482> some<00:28:15.790> pretty<00:28:16.096> radical<00:28:16.594> behaviors.

00:28:17.542 --> 00:28:18.201
Mm-hmm.

00:28:18.908 --> 00:28:27.457
And<00:28:19.005> they<00:28:19.149> have<00:28:19.246> some<00:28:20.290> pretty<00:28:20.676> radical<00:28:21.511> extreme<00:28:22.299> talents<00:28:23.488> that<00:28:23.600> are<00:28:24.371> the<00:28:24.452> result<00:28:25.014> of<00:28:25.435> or<00:28:25.599> driven<00:28:26.092> by<00:28:26.405> these<00:28:26.652> radical<00:28:27.079> behaviors.

00:28:29.632 --> 00:28:35.295
Steve's<00:28:30.514> stuff<00:28:31.204> worked,<00:28:31.702> but<00:28:31.862> you<00:28:31.958> know<00:28:32.167> what,<00:28:32.440> so<00:28:32.664> did<00:28:32.825> Bobby<00:28:33.081> Knight's<00:28:34.188> at<00:28:34.333> Indiana<00:28:34.814> for<00:28:34.990> a<00:28:35.071> while.

00:28:35.407 --> 00:28:36.370
That's<00:28:36.113> true.

00:28:37.140 --> 00:28:45.226
You<00:28:37.236> know,<00:28:37.782> there's<00:28:39.787> always<00:28:40.108> going<00:28:40.349> to<00:28:40.445> be<00:28:40.669> outliers<00:28:42.129> to,<00:28:42.611> to<00:28:42.996> our,<00:28:43.493> to<00:28:43.718> work<00:28:44.038> or<00:28:44.279> any<00:28:44.520> work<00:28:44.712> or<00:28:44.857> any<00:28:45.081> research.

00:28:45.354 --> 00:28:50.279
There's<00:28:45.643> always<00:28:45.883> outliers,<00:28:47.407> and<00:28:47.504> I<00:28:47.648> consider<00:28:48.242> Steve<00:28:48.546> Jobs<00:28:48.915> one<00:28:49.028> of<00:28:49.124> those<00:28:49.814> outliers.

00:28:50.873 --> 00:28:56.791
Um,<00:28:51.611> Steve<00:28:51.996> was,<00:28:53.022> from<00:28:53.199> what<00:28:53.423> I<00:28:53.744> can<00:28:54.322> understand<00:28:55.027> he<00:28:55.123> was<00:28:55.364> his<00:28:55.749> authentic<00:28:56.229> self.

00:28:57.448 --> 00:28:57.608
Yeah.

00:28:58.394 --> 00:29:05.592
Um,<00:29:00.077> and<00:29:00.173> then<00:29:00.734> there<00:29:00.862> might<00:29:01.055> be<00:29:01.215> markets,<00:29:01.856> there<00:29:02.017> could<00:29:02.177> be<00:29:02.337> timing,<00:29:02.898> there<00:29:03.059> could<00:29:03.203> be<00:29:03.299> a<00:29:03.315> lot<00:29:03.620> of<00:29:03.764> other,<00:29:04.405> other<00:29:04.582> things<00:29:04.983> and<00:29:05.127> other<00:29:05.303> players.

00:29:05.688 --> 00:29:12.774
You<00:29:05.800> look<00:29:05.960> at<00:29:06.089> Phil<00:29:06.345> Knight,<00:29:07.772> um,<00:29:08.269> whom<00:29:08.493> I<00:29:08.574> have<00:29:08.686> a<00:29:08.830> ton<00:29:09.006> of<00:29:09.070> respect<00:29:09.535> for,<00:29:10.577> and<00:29:11.860> Phil<00:29:12.036> did<00:29:12.213> it<00:29:12.341> uniquely.

00:29:12.902 --> 00:29:25.952
Phil<00:29:13.078> did—<00:29:13.255> he<00:29:13.399> wasn't<00:29:13.704> a<00:29:13.720> Steve<00:29:14.120> Jobs,<00:29:15.948> but<00:29:16.525> he<00:29:17.150> was<00:29:17.391> very<00:29:17.647> vulnerable<00:29:18.192> in<00:29:18.224> his<00:29:18.449> book<00:29:18.769> and<00:29:18.914> talks<00:29:19.250> about<00:29:20.133> the<00:29:20.375> lack<00:29:20.762> of<00:29:21.262> relationships<00:29:22.213> sometimes,<00:29:22.938> you<00:29:23.035> know,<00:29:23.276> lack<00:29:23.599> of<00:29:23.744> help<00:29:24.324> that<00:29:24.469> he<00:29:24.646> provided<00:29:25.194> people<00:29:25.533> on<00:29:25.597> his<00:29:25.775> team.

00:29:27.457 --> 00:29:32.568
And<00:29:27.619> while<00:29:27.797> some<00:29:28.137> of<00:29:28.201> that<00:29:28.541> is<00:29:28.767> good<00:29:29.075> and<00:29:29.236> healthy,<00:29:30.288> at<00:29:30.385> other<00:29:30.627> times,<00:29:31.193> you<00:29:31.274> know,<00:29:31.986> it's<00:29:32.180> not.

00:29:33.150 --> 00:29:37.354
So<00:29:33.360> there's<00:29:33.554> different<00:29:33.862> ways<00:29:34.104> people<00:29:34.428> can<00:29:34.589> go<00:29:34.816> about<00:29:35.091> it<00:29:35.641> when<00:29:35.786> you<00:29:35.948> have<00:29:36.271> really,<00:29:36.530> really<00:29:36.676> extreme<00:29:37.015> talents.

00:29:37.483 --> 00:29:50.464
But<00:29:37.580> the<00:29:37.742> day-in,<00:29:38.065> day-out<00:29:38.388> leader,<00:29:38.695> the<00:29:38.792> ones<00:29:39.196> really—<00:29:40.246> when<00:29:40.392> you<00:29:40.569> go<00:29:40.812> back<00:29:42.185> and<00:29:42.346> say,<00:29:43.600> hey,<00:29:44.689> you<00:29:44.786> know,<00:29:45.404> I<00:29:45.485> wouldn't<00:29:45.745> be<00:29:45.908> where<00:29:46.054> I'm<00:29:46.216> at<00:29:46.477> today,<00:29:46.980> Clint,<00:29:47.517> without<00:29:48.677> this<00:29:49.015> person<00:29:49.740> in<00:29:49.901> my<00:29:50.207> life.

00:29:52.220 --> 00:29:58.229
I<00:29:52.316> wouldn't<00:29:53.041> be<00:29:53.282> where<00:29:53.443> I<00:29:53.604> am<00:29:53.765> without<00:29:54.409> that<00:29:54.731> person's<00:29:55.214> guidance<00:29:55.762> and<00:29:55.939> tutoring<00:29:56.422> and<00:29:56.503> mentorship,<00:29:57.131> whatever<00:29:57.533> you<00:29:57.614> want<00:29:57.871> to<00:29:57.920> call<00:29:58.120> it.

00:30:00.160 --> 00:30:05.819
Usually<00:30:00.355> we<00:30:00.518> only<00:30:00.681> have<00:30:00.910> one<00:30:01.008> or<00:30:01.089> two<00:30:01.252> of<00:30:01.334> those,<00:30:02.965> and<00:30:03.046> those<00:30:03.291> are<00:30:03.373> the<00:30:03.536> people<00:30:03.846> that<00:30:04.188> we<00:30:04.416> probably<00:30:04.759> hear<00:30:04.987> the<00:30:05.085> least<00:30:05.428> about.

00:30:07.180 --> 00:30:07.952
Yeah,<00:30:07.292> I<00:30:07.373> think<00:30:07.598> that's<00:30:07.775> true.

00:30:08.178 --> 00:30:16.730
The<00:30:08.323> best<00:30:08.645> leaders<00:30:09.289> that<00:30:09.450> I've<00:30:09.692> ever<00:30:09.869> met<00:30:10.271> are<00:30:11.318> unknowns,<00:30:12.670> you<00:30:12.783> know,<00:30:13.411> like<00:30:13.717> who<00:30:13.894> have<00:30:14.136> been<00:30:14.458> incredible<00:30:15.344> or<00:30:15.505> had<00:30:15.682> a<00:30:15.746> huge<00:30:15.988> impact<00:30:16.374> on<00:30:16.422> my<00:30:16.600> life.

00:30:16.796 --> 00:30:18.318
That's<00:30:16.976> actually<00:30:17.189> really<00:30:17.369> fascinating<00:30:17.860> to<00:30:18.023> think<00:30:18.203> about.

00:30:18.983 --> 00:30:20.974
What<00:30:19.143> had<00:30:19.368> you<00:30:19.464> write<00:30:19.641> a<00:30:19.769> book,<00:30:20.187> The<00:30:20.331> Coaching<00:30:20.685> Effect?

00:30:21.086 --> 00:30:25.389
And<00:30:21.231> by<00:30:21.311> the<00:30:21.391> way,<00:30:21.776> I<00:30:21.857> recommend<00:30:22.210> everybody<00:30:22.595> go,<00:30:23.543> uh,<00:30:23.719> pick<00:30:23.944> it<00:30:24.024> up<00:30:24.281> and,<00:30:24.506> and<00:30:24.907> read<00:30:25.148> it.

00:30:25.485 --> 00:30:27.267
It's<00:30:25.710> really<00:30:25.967> quite<00:30:26.208> the,<00:30:26.770> quite<00:30:27.011> the<00:30:27.091> book.

00:30:27.332 --> 00:30:27.861
What<00:30:27.476> had<00:30:27.637> you<00:30:27.717> do<00:30:27.829> it?

00:30:27.942 --> 00:30:28.777
How<00:30:28.054> long<00:30:28.279> did<00:30:28.375> it<00:30:28.472> take?

00:30:29.403 --> 00:30:31.105
Um,<00:30:29.965> what<00:30:30.125> was<00:30:30.238> the<00:30:30.318> motivation<00:30:30.928> there?

00:30:31.827 --> 00:30:33.240
Do<00:30:31.875> you<00:30:31.924> have<00:30:32.148> to<00:30:32.196> have<00:30:32.325> a<00:30:32.373> book<00:30:32.646> if<00:30:32.774> you're<00:30:32.871> a<00:30:32.951> coach?

00:30:34.476 --> 00:30:34.958
What's<00:30:34.701> that?

00:30:35.279 --> 00:30:42.263
Do<00:30:35.327> you<00:30:35.504> have<00:30:35.681> to<00:30:35.729> have<00:30:35.857> a<00:30:35.921> book<00:30:36.259> in<00:30:36.387> your<00:30:36.628> industry<00:30:37.126> if<00:30:37.222> you're<00:30:37.350> going<00:30:37.431> to<00:30:37.511> have<00:30:37.752> an<00:30:38.153> Excel<00:30:38.554> institute,<00:30:39.149> or,<00:30:39.919> uh,<00:30:40.080> what<00:30:40.240> was<00:30:40.353> the<00:30:40.481> purpose<00:30:40.818> behind<00:30:42.243> it?

00:30:42.263 --> 00:30:43.949
No,<00:30:42.424> you<00:30:42.568> don't<00:30:43.130> have<00:30:43.178> to<00:30:43.307> have<00:30:43.612> a<00:30:43.789> book.

00:30:44.013 --> 00:31:02.230
They<00:30:45.869> Actually,<00:30:46.175> it<00:30:46.320> was<00:30:46.836> some<00:30:48.029> very<00:30:49.544> wise,<00:30:50.527> influential<00:30:51.171> people<00:30:51.735> with<00:30:51.897> whom<00:30:52.042> we<00:30:52.138> were<00:30:52.283> working<00:30:53.025> that<00:30:54.572> said,<00:30:55.580> you<00:30:55.644> know<00:30:55.692> what,<00:30:56.338> Bill<00:30:56.483> and<00:30:56.580> Sarah—<00:30:57.726> Sarah's<00:30:58.033> president<00:30:58.372> of<00:30:58.453> our<00:30:58.598> companies—<00:31:00.697> they<00:31:00.794> said,<00:31:01.181> you<00:31:01.326> guys<00:31:01.520> need<00:31:01.665> to<00:31:01.730> write<00:31:01.924> a<00:31:01.988> book.

00:31:02.553 --> 00:31:07.225
You<00:31:02.715> have<00:31:02.876> so<00:31:03.344> much<00:31:03.522> information,<00:31:04.087> you<00:31:04.151> have<00:31:04.248> so<00:31:04.490> much<00:31:04.652> data,<00:31:04.973> you<00:31:05.022> have,<00:31:05.359> you<00:31:05.440> know,<00:31:05.633> everything<00:31:06.003> we<00:31:06.163> do<00:31:06.340> is<00:31:06.501> based<00:31:06.743> on<00:31:06.903> research.

00:31:07.707 --> 00:31:09.605
They<00:31:07.804> said,<00:31:07.965> you<00:31:08.013> have<00:31:08.093> so<00:31:08.335> much,<00:31:08.673> you<00:31:08.753> got<00:31:08.898> to<00:31:08.930> share<00:31:09.155> with<00:31:09.316> the<00:31:09.396> world.

00:31:10.040 --> 00:31:12.130
Don't<00:31:10.345> hide<00:31:10.603> it,<00:31:10.763> don't<00:31:10.940> sit<00:31:11.310> on<00:31:11.407> it,<00:31:11.487> you<00:31:11.632> got<00:31:11.760> to<00:31:11.873> share<00:31:12.066> it.

00:31:12.662 --> 00:31:13.385
People<00:31:12.919> need<00:31:13.064> to<00:31:13.128> hear<00:31:13.304> it.

00:31:14.444 --> 00:31:18.104
So<00:31:14.605> that<00:31:14.830> was<00:31:15.134> the<00:31:15.295> driver<00:31:17.302> of<00:31:17.542> the<00:31:17.719> book.

00:31:18.265 --> 00:31:24.381
And<00:31:18.827> there's<00:31:19.549> really<00:31:19.742> some<00:31:20.111> interesting<00:31:20.753> stories<00:31:22.214> as<00:31:22.374> to<00:31:22.599> how<00:31:23.755> it<00:31:23.803> was<00:31:24.060> created.

00:31:24.445 --> 00:31:27.351
I'll<00:31:25.007> try<00:31:25.199> to<00:31:25.248> shorten<00:31:25.521> a<00:31:25.649> couple<00:31:25.970> of<00:31:26.050> them<00:31:26.227> because<00:31:26.628> I<00:31:26.708> think<00:31:26.805> it's<00:31:27.013> worth<00:31:27.190> it.

00:31:28.314 --> 00:31:30.818
One<00:31:28.426> of<00:31:28.474> them<00:31:28.779> is<00:31:28.876> tied<00:31:29.181> into<00:31:29.357> the<00:31:29.437> book<00:31:30.096> and<00:31:30.240> why<00:31:30.384> it's<00:31:30.545> created.

00:31:30.882 --> 00:31:37.111
But<00:31:31.910> in<00:31:32.150> my—<00:31:32.728> and<00:31:33.691> we<00:31:33.852> promote<00:31:34.173> what<00:31:34.333> we<00:31:34.478> call<00:31:34.815> having<00:31:35.923> career<00:31:36.244> development<00:31:36.741> discussions.

00:31:37.207 --> 00:31:42.757
As<00:31:37.271> a<00:31:37.303> matter<00:31:37.480> of<00:31:37.544> fact,<00:31:37.785> our<00:31:37.881> research<00:31:38.266> shows<00:31:38.571> that<00:31:38.908> that's<00:31:39.213> one<00:31:39.326> of<00:31:39.390> those<00:31:39.872> activities<00:31:40.577> that<00:31:41.138> really<00:31:41.378> high-performing<00:31:41.955> leaders<00:31:42.276> need<00:31:42.436> to<00:31:42.580> do.

00:31:43.782 --> 00:31:52.389
And<00:31:43.830> so<00:31:44.039> I<00:31:44.103> was<00:31:44.263> having<00:31:44.616> a<00:31:44.744> conversation<00:31:45.465> with<00:31:45.577> Sarah,<00:31:46.619> and<00:31:46.683> she<00:31:46.844> wasn't<00:31:47.308> president<00:31:48.030> of<00:31:48.110> our<00:31:48.270> company<00:31:48.671> at<00:31:48.767> the<00:31:48.847> time,<00:31:50.434> but<00:31:50.835> about<00:31:51.235> her<00:31:51.412> dreams,<00:31:51.876> her<00:31:51.957> future.

00:31:52.758 --> 00:31:56.188
You<00:31:52.790> know,<00:31:53.239> we<00:31:53.271> were<00:31:53.399> just<00:31:53.832> in<00:31:53.976> one<00:31:54.152> of<00:31:54.216> those,<00:31:54.601> let's<00:31:54.777> talk,<00:31:55.178> forget<00:31:55.563> everything<00:31:55.819> we've<00:31:55.980> done.

00:31:56.252 --> 00:31:58.833
Let's<00:31:56.524> just<00:31:56.733> talk<00:31:56.877> about<00:31:57.166> you<00:31:57.342> and<00:31:58.368> dreams.

00:31:59.009 --> 00:32:00.900
You<00:31:59.041> know,<00:31:59.410> we<00:31:59.490> started<00:31:59.987> to<00:32:00.147> dream<00:32:00.387> together.

00:32:01.349 --> 00:32:08.401
And<00:32:01.573> she<00:32:01.685> said,<00:32:03.192> you<00:32:03.288> know,<00:32:03.737> she<00:32:03.849> said,<00:32:04.074> one<00:32:04.234> thing<00:32:04.458> I<00:32:04.538> really<00:32:04.779> want<00:32:04.939> to<00:32:05.035> do<00:32:05.372> is<00:32:05.837> I'd<00:32:05.981> really<00:32:06.221> like<00:32:06.382> to<00:32:06.622> either<00:32:06.862> author<00:32:07.039> or<00:32:07.343> co-author<00:32:07.760> a<00:32:07.840> book<00:32:08.000> sometime.

00:32:08.626 --> 00:32:15.291
She<00:32:08.804> goes,<00:32:09.532> and<00:32:09.613> she<00:32:09.839> came<00:32:10.082> from,<00:32:10.891> you<00:32:10.923> know,<00:32:11.716> parents<00:32:12.039> were<00:32:12.266> educators<00:32:13.414> and<00:32:14.207> those<00:32:14.450> things<00:32:14.628> were<00:32:14.709> important<00:32:15.097> to<00:32:15.178> her.

00:32:16.390 --> 00:32:18.530
So<00:32:16.584> I<00:32:16.665> kind<00:32:16.909> of<00:32:17.638> took<00:32:17.817> a<00:32:17.865> note<00:32:18.109> of<00:32:18.141> that.

00:32:18.936 --> 00:32:22.147
And<00:32:18.985> about<00:32:19.179> a<00:32:19.244> year<00:32:19.487> later,<00:32:20.493> it<00:32:20.623> was<00:32:21.044> during<00:32:21.353> the<00:32:21.531> holidays.

00:32:23.928 --> 00:32:27.056
I<00:32:23.960> started<00:32:24.427> to<00:32:24.573> do<00:32:24.669> my<00:32:24.831> due<00:32:25.056> diligence<00:32:25.879> into<00:32:26.669> writing<00:32:26.943> a<00:32:27.008> book.

00:32:27.104 --> 00:32:28.475
So<00:32:27.266> I<00:32:27.314> had<00:32:27.411> people<00:32:27.685> say<00:32:27.879> you<00:32:27.975> should<00:32:28.137> do<00:32:28.362> it.

00:32:28.524 --> 00:32:29.975
Now<00:32:28.636> Sarah<00:32:28.959> said<00:32:29.201> it<00:32:29.249> was<00:32:29.411> one<00:32:29.459> of<00:32:29.572> her<00:32:29.652> objectives.

00:32:31.780 --> 00:32:42.860
So<00:32:32.090> I<00:32:32.171> started<00:32:32.498> talking<00:32:32.889> to<00:32:33.215> authors<00:32:33.884> or<00:32:34.210> people<00:32:34.536> that<00:32:34.634> had<00:32:34.846> written<00:32:35.107> books<00:32:35.351> and<00:32:35.498> they,<00:32:36.263> it<00:32:36.408> really<00:32:36.585> kind<00:32:36.827> of,<00:32:37.776> after<00:32:38.017> multiple<00:32:38.436> conversations,<00:32:39.224> they<00:32:39.304> had<00:32:40.286> kind<00:32:40.511> of<00:32:40.624> steered<00:32:41.010> me<00:32:41.155> towards<00:32:41.493> this<00:32:41.718> one<00:32:41.895> publishing<00:32:42.458> company.

00:32:44.484 --> 00:32:49.696
And<00:32:44.630> then<00:32:44.985> of<00:32:45.130> course<00:32:45.678> you<00:32:45.775> read<00:32:45.937> all<00:32:46.098> the<00:32:46.162> things<00:32:46.582> like<00:32:47.308> you<00:32:47.405> better<00:32:47.631> have<00:32:47.857> 10<00:32:48.099> of<00:32:48.131> them<00:32:48.276> because<00:32:48.663> you're<00:32:48.760> going<00:32:48.857> to<00:32:48.921> get<00:32:49.147> turned<00:32:49.405> down.

00:32:50.196 --> 00:32:50.309
Yeah.

00:32:50.374 --> 00:32:52.729
So<00:32:50.858> I<00:32:51.100> thought,<00:32:51.342> well,<00:32:51.745> I<00:32:51.810> may<00:32:51.971> as<00:32:52.068> well<00:32:52.148> get<00:32:52.310> started.

00:32:52.810 --> 00:32:53.520
And<00:32:52.891> I<00:32:52.955> didn't<00:32:53.116> tell<00:32:53.294> Sarah.

00:32:53.617 --> 00:32:56.834
So<00:32:53.730> I<00:32:53.843> took<00:32:53.988> some<00:32:54.166> of<00:32:54.263> our<00:32:54.473> work<00:32:55.217> and<00:32:55.298> we<00:32:55.443> had<00:32:55.605> written<00:32:55.864> a<00:32:55.945> lot<00:32:56.042> of<00:32:56.187> things<00:32:56.430> together.

00:32:57.707 --> 00:33:01.264
And<00:32:57.804> so<00:32:57.885> I<00:32:58.030> took<00:32:58.143> some<00:32:58.354> of<00:32:58.435> our<00:32:58.532> work<00:32:58.774> and<00:32:58.855> I<00:32:59.017> forwarded<00:32:59.356> it<00:32:59.502> off<00:33:00.553> without<00:33:00.941> letting<00:33:01.118> her<00:33:01.215> know.

00:33:02.258 --> 00:33:17.431
And,<00:33:02.579> uh,<00:33:02.996> got<00:33:03.478> a<00:33:03.542> word<00:33:03.719> back<00:33:03.879> from<00:33:04.024> the<00:33:04.104> publisher<00:33:04.602> saying,<00:33:04.843> hey,<00:33:05.645> you<00:33:05.742> know,<00:33:05.822> we<00:33:05.902> get<00:33:06.047> about<00:33:06.513> 200<00:33:07.091> submissions<00:33:07.797> a<00:33:07.877> month<00:33:08.295> and<00:33:08.359> we<00:33:08.536> kind<00:33:08.696> of<00:33:09.098> weed<00:33:09.274> it<00:33:09.403> down<00:33:09.644> to<00:33:09.804> 10,<00:33:11.185> and<00:33:11.265> then<00:33:11.426> we<00:33:11.667> weed<00:33:11.892> it<00:33:11.988> down<00:33:12.373> to<00:33:12.534> 2<00:33:12.710> or<00:33:12.791> 3<00:33:14.300> to<00:33:14.782> really<00:33:15.103> work<00:33:15.360> with<00:33:16.403> these<00:33:16.564> specific<00:33:17.190> people.

00:33:17.624 --> 00:33:22.601
I<00:33:17.752> said,<00:33:18.105> but<00:33:18.234> you<00:33:18.266> made<00:33:18.475> our<00:33:18.635> top<00:33:18.876> 10<00:33:19.069> list<00:33:20.080> and<00:33:20.883> now<00:33:21.076> it's<00:33:21.236> going<00:33:21.381> to<00:33:21.461> go<00:33:21.622> to<00:33:21.847> editorial<00:33:22.344> review.

00:33:22.665 --> 00:33:23.388
We'll<00:33:22.826> get<00:33:22.971> back<00:33:23.147> to<00:33:23.227> you.

00:33:24.592 --> 00:33:26.615
And<00:33:24.737> so<00:33:24.897> I<00:33:24.978> thought,<00:33:25.475> you<00:33:25.540> know,<00:33:25.700> do<00:33:25.780> I<00:33:25.941> tell<00:33:26.118> Sarah?

00:33:26.680 --> 00:33:26.792
Nah.

00:33:27.466 --> 00:33:28.846
We're<00:33:27.803> not<00:33:27.964> going<00:33:28.076> to<00:33:28.124> make<00:33:28.365> it,<00:33:28.605> you<00:33:28.702> know.

00:33:29.488 --> 00:33:36.033
So<00:33:29.632> I<00:33:29.728> sat<00:33:30.033> on<00:33:30.210> it,<00:33:30.691> and<00:33:30.835> then<00:33:30.948> about<00:33:31.653> a<00:33:31.669> month<00:33:32.391> or<00:33:32.536> two<00:33:32.680> months<00:33:32.937> later,<00:33:33.258> we—<00:33:33.563> I<00:33:33.659> got<00:33:33.819> an<00:33:34.044> email<00:33:34.381> from<00:33:34.766> them<00:33:35.247> saying,<00:33:35.504> hey,<00:33:35.664> you're<00:33:35.889> in.

00:33:37.333 --> 00:33:38.023
Oh<00:33:37.910> wow.

00:33:38.167 --> 00:33:44.873
So<00:33:38.472> I<00:33:38.712> don't<00:33:39.675> want<00:33:39.900> to<00:33:40.140> forget,<00:33:40.622> we<00:33:40.702> were<00:33:40.782> at<00:33:40.894> a<00:33:40.958> meeting<00:33:41.985> and<00:33:42.065> I,<00:33:42.868> and<00:33:42.964> I<00:33:43.285> got<00:33:43.445> that<00:33:43.622> email<00:33:44.007> that<00:33:44.135> I<00:33:44.167> thought,<00:33:44.392> oh<00:33:44.424> my<00:33:44.568> gosh.

00:33:45.194 --> 00:33:46.573
So<00:33:45.274> I<00:33:45.434> just<00:33:45.755> handed<00:33:45.980> her<00:33:46.076> my<00:33:46.237> computer.

00:33:46.654 --> 00:33:47.408
I<00:33:46.670> said,<00:33:46.878> here,<00:33:47.039> read<00:33:47.215> this.

00:33:47.520 --> 00:33:49.076
She's<00:33:47.729> like,<00:33:48.098> what,<00:33:48.354> are<00:33:48.563> you<00:33:48.723> kidding<00:33:48.980> me?

00:33:49.798 --> 00:33:53.039
So<00:33:49.926> that's<00:33:50.183> how<00:33:50.360> we<00:33:50.504> got<00:33:50.889> our<00:33:51.547> publishing<00:33:52.750> done.

00:33:54.313 --> 00:34:05.388
And<00:33:54.475> then<00:33:55.043> what<00:33:55.205> was<00:33:55.448> really<00:33:55.789> interesting,<00:33:57.168> so<00:33:57.331> we<00:33:57.477> signed<00:33:57.720> that<00:33:57.882> contract<00:33:59.586> and<00:33:59.684> then<00:33:59.846> I<00:33:59.992> got<00:34:00.592> accepted<00:34:01.225> to<00:34:01.371> do<00:34:01.485> a<00:34:01.680> TED<00:34:01.858> Talk<00:34:04.152> shortly<00:34:04.640> thereafter.

00:34:05.697 --> 00:34:07.860
And<00:34:05.778> the<00:34:05.941> TED<00:34:06.185> Talk<00:34:06.510> had<00:34:06.689> a<00:34:06.754> much<00:34:07.145> more<00:34:07.323> finite<00:34:07.714> ending.

00:34:10.092 --> 00:34:14.527
And<00:34:10.911> so<00:34:11.618> I<00:34:11.683> was<00:34:11.940> sitting<00:34:12.245> on<00:34:12.342> both<00:34:12.583> these<00:34:12.808> things<00:34:13.001> like,<00:34:13.209> you<00:34:13.370> can't<00:34:13.547> screw<00:34:13.933> one<00:34:14.110> of<00:34:14.334> you.

00:34:14.608 --> 00:34:18.015
So<00:34:14.817> you<00:34:14.913> gotta,<00:34:15.395> you<00:34:15.476> know,<00:34:16.118> you<00:34:16.199> can't<00:34:16.440> do<00:34:16.681> this<00:34:17.243> at<00:34:17.324> both<00:34:17.565> at<00:34:17.613> the<00:34:17.645> same<00:34:17.886> time.

00:34:18.063 --> 00:34:18.802
I'm<00:34:18.208> probably<00:34:18.449> doing<00:34:18.674> well.

00:34:19.609 --> 00:34:21.518
So<00:34:19.753> the<00:34:19.834> book<00:34:20.074> went<00:34:20.299> on<00:34:20.379> hold<00:34:20.700> for<00:34:20.796> just<00:34:20.973> a<00:34:21.037> little<00:34:21.278> bit.

00:34:21.679 --> 00:34:23.299
Publisher<00:34:22.545> was<00:34:22.721> great<00:34:23.042> with<00:34:23.219> it.

00:34:23.363 --> 00:34:24.326
They're<00:34:23.524> wonderful<00:34:23.925> people.

00:34:25.353 --> 00:34:43.177
And<00:34:25.433> then<00:34:25.930> I<00:34:26.075> went<00:34:26.251> into<00:34:26.508> the—<00:34:26.989> so<00:34:27.310> did<00:34:27.519> the<00:34:27.615> TED<00:34:27.856> Talk,<00:34:28.722> got<00:34:28.963> that<00:34:29.219> done,<00:34:29.941> which<00:34:30.182> is<00:34:30.326> really<00:34:30.663> good<00:34:30.904> because<00:34:31.305> what<00:34:31.530> happened<00:34:31.866> as<00:34:31.963> a<00:34:32.027> result<00:34:32.316> of<00:34:32.348> the<00:34:32.492> TED<00:34:32.669> Talk,<00:34:32.733> because<00:34:32.990> the<00:34:33.134> talk<00:34:33.375> went<00:34:33.551> viral<00:34:34.819> and<00:34:36.455> it<00:34:36.680> really<00:34:37.081> changed<00:34:37.947> how<00:34:38.108> our<00:34:38.846> book<00:34:39.150> was<00:34:39.471> written<00:34:40.530> because<00:34:41.092> of<00:34:41.236> the<00:34:41.332> success<00:34:42.119> of<00:34:42.215> that<00:34:42.439> first<00:34:42.760> TED<00:34:43.001> Talk.

00:34:44.846 --> 00:34:45.711
Oh,<00:34:44.942> that's<00:34:45.182> interesting.

00:34:45.968 --> 00:34:51.464
From<00:34:46.144> the<00:34:46.304> feedback<00:34:47.089> and<00:34:47.410> overall<00:34:48.067> the<00:34:48.211> way<00:34:48.387> it<00:34:48.467> was<00:34:48.692> received,<00:34:50.134> it<00:34:50.230> kind<00:34:50.406> of<00:34:50.455> made<00:34:50.695> its<00:34:50.791> way<00:34:50.871> into<00:34:51.096> the<00:34:51.192> book.

00:34:52.233 --> 00:34:52.378
Yeah.

00:34:52.554 --> 00:34:59.300
So<00:34:53.259> yeah,<00:34:53.499> in<00:34:53.579> the<00:34:53.676> TED<00:34:53.900> Talk,<00:34:54.140> we,<00:34:54.942> I<00:34:55.518> introduced<00:34:55.983> to<00:34:56.079> the<00:34:56.224> world<00:34:56.881> this<00:34:57.185> research<00:34:57.602> we'd<00:34:57.746> done<00:34:57.922> on<00:34:58.163> what<00:34:58.307> we<00:34:58.403> call<00:34:58.547> the<00:34:58.643> Growth<00:34:59.028> Rings.

00:35:00.470 --> 00:35:02.650
And<00:35:01.752> it<00:35:01.848> just<00:35:02.105> took<00:35:02.393> off.

00:35:03.451 --> 00:35:08.194
I<00:35:03.467> mean,<00:35:03.996> I<00:35:04.092> was<00:35:04.332> getting<00:35:04.573> reached<00:35:04.813> out<00:35:04.893> from<00:35:05.117> people<00:35:05.598> all<00:35:06.239> over<00:35:06.496> the<00:35:06.736> world<00:35:07.201> about<00:35:07.457> these<00:35:07.617> Growth<00:35:07.954> Rings.

00:35:08.274 --> 00:35:16.110
So<00:35:08.339> Sarah<00:35:08.643> and<00:35:08.723> I<00:35:09.284> are<00:35:09.316> thinking,<00:35:09.621> okay,<00:35:10.822> We<00:35:10.983> got<00:35:11.175> to<00:35:11.303> be<00:35:11.463> able<00:35:11.688> to<00:35:11.928> help<00:35:12.104> people<00:35:12.425> understand<00:35:12.969> how<00:35:13.226> those<00:35:13.546> tie<00:35:13.947> into<00:35:14.251> our<00:35:14.508> coaching<00:35:14.972> and<00:35:15.068> leadership<00:35:15.693> work.

00:35:16.494 --> 00:35:23.336
So<00:35:16.751> we<00:35:17.071> dedicated<00:35:17.952> the<00:35:18.113> entire<00:35:19.298> first<00:35:19.715> chapter<00:35:20.756> to<00:35:20.852> the<00:35:20.981> Growth<00:35:21.237> Rings,<00:35:21.782> which<00:35:22.038> we<00:35:22.262> weren't<00:35:22.503> going<00:35:22.759> to<00:35:22.919> do<00:35:23.064> before.

00:35:24.506 --> 00:35:25.211
Oh,<00:35:24.682> interesting.

00:35:26.364 --> 00:35:27.646
That's<00:35:27.005> very<00:35:27.326> cool.

00:35:28.047 --> 00:35:32.869
And<00:35:28.207> what's<00:35:28.591> it<00:35:28.832> been<00:35:29.008> like<00:35:29.392> being<00:35:29.585> a<00:35:29.649> public—<00:35:30.033> like<00:35:30.210> once<00:35:30.386> you<00:35:30.530> published<00:35:31.075> it,<00:35:31.475> I<00:35:31.507> mean,<00:35:31.652> how<00:35:31.812> do<00:35:31.876> you<00:35:32.036> market<00:35:32.453> these<00:35:32.693> things?

00:35:32.917 --> 00:35:33.991
Do<00:35:32.982> you<00:35:33.078> go<00:35:33.238> on<00:35:33.398> like<00:35:33.574> a<00:35:33.654> tour?

00:35:34.840 --> 00:35:38.445
I'm<00:35:34.952> super<00:35:35.257> fascinated<00:35:35.721> with<00:35:35.817> people<00:35:36.122> who<00:35:36.619> write<00:35:36.859> these<00:35:37.019> super<00:35:37.276> successful<00:35:37.804> books<00:35:38.061> like<00:35:38.285> you.

00:35:39.505 --> 00:35:40.767
You<00:35:39.587> know,<00:35:40.554> thank<00:35:40.734> you.

00:35:40.816 --> 00:35:41.700
It's<00:35:40.914> a<00:35:41.045> flattering<00:35:41.455> question.

00:35:43.750 --> 00:35:48.323
It's<00:35:43.862> very—<00:35:45.151> I<00:35:45.231> get<00:35:45.376> almost<00:35:45.618> get<00:35:45.714> embarrassed<00:35:46.101> and<00:35:46.213> I<00:35:46.358> get<00:35:46.503> emotional<00:35:47.002> talking<00:35:47.325> about<00:35:47.566> this.

00:35:48.516 --> 00:35:49.305
It's<00:35:48.693> so<00:35:48.935> humbling.

00:35:51.748 --> 00:35:57.648
I<00:35:51.845> came<00:35:52.072> from<00:35:52.267> a<00:35:52.331> family<00:35:54.909> who<00:35:55.395> I<00:35:55.411> have<00:35:55.800> two<00:35:55.963> brothers,<00:35:56.303> both<00:35:56.465> of<00:35:56.611> whom<00:35:56.789> are<00:35:56.951> gifted<00:35:57.357> writers.

00:36:00.050 --> 00:36:06.525
And<00:36:00.808> between<00:36:01.535> you<00:36:01.680> and<00:36:01.729> me<00:36:01.939> and<00:36:02.020> now<00:36:02.246> whoever<00:36:02.649> listens<00:36:02.988> to<00:36:03.134> this<00:36:03.941> podcast,<00:36:04.506> Clint,<00:36:05.088> I<00:36:05.233> failed<00:36:05.669> 7th<00:36:06.057> grade<00:36:06.299> English.

00:36:07.532 --> 00:36:08.818
That's<00:36:08.256> great.

00:36:09.204 --> 00:36:10.473
I<00:36:09.606> despised<00:36:10.184> writing.

00:36:10.586 --> 00:36:11.197
I<00:36:10.650> hated<00:36:10.972> writing.

00:36:11.856 --> 00:36:16.018
And<00:36:12.338> what<00:36:12.498> I<00:36:12.739> think<00:36:12.900> I've<00:36:12.997> since<00:36:13.318> come<00:36:13.431> to<00:36:13.559> learn<00:36:13.961> is<00:36:14.989> I<00:36:15.022> didn't<00:36:15.231> despise<00:36:15.648> writing.

00:36:16.275 --> 00:36:19.292
I<00:36:16.372> despised<00:36:16.859> how<00:36:17.021> teachers<00:36:18.140> forced<00:36:18.578> me<00:36:18.805> to<00:36:19.049> write.

00:36:20.006 --> 00:36:20.071
Hmm.

00:36:21.303 --> 00:36:32.162
And<00:36:23.039> so<00:36:25.428> when<00:36:26.153> I<00:36:26.491> finally—<00:36:27.861> and<00:36:28.586> my<00:36:28.747> brothers<00:36:29.133> are<00:36:29.166> still<00:36:29.472> gifted<00:36:30.600> and<00:36:30.744> better<00:36:31.470> writers<00:36:31.792> than<00:36:31.953> I<00:36:32.050> am.

00:36:32.910 --> 00:36:33.896
Um,<00:36:33.249> still<00:36:33.492> today.

00:36:35.109 --> 00:36:44.772
But<00:36:35.270> anyway,<00:36:36.709> when<00:36:36.887> the<00:36:37.113> book<00:36:37.938> came<00:36:38.326> out,<00:36:39.134> um,<00:36:41.656> we<00:36:41.898> didn't<00:36:42.222> do<00:36:42.399> a<00:36:42.690> tour,<00:36:43.029> but<00:36:43.190> we<00:36:43.352> did<00:36:43.529> a<00:36:43.658> big<00:36:43.836> marketing<00:36:44.562> tour.

00:36:44.821 --> 00:36:50.293
So<00:36:45.047> we<00:36:45.127> didn't<00:36:45.531> travel,<00:36:46.176> we<00:36:46.338> did<00:36:46.564> a<00:36:46.580> local<00:36:47.129> thing<00:36:47.565> and<00:36:48.259> had<00:36:48.436> a<00:36:48.678> book<00:36:48.921> party<00:36:49.405> and<00:36:49.502> a<00:36:49.582> signing<00:36:50.034> party.

00:36:50.454 --> 00:36:59.780
And,<00:36:51.245> and<00:36:51.342> so<00:36:52.714> we<00:36:52.956> did<00:36:53.263> that,<00:36:53.925> and<00:36:54.005> then<00:36:54.231> we<00:36:54.393> hired<00:36:54.813> people<00:36:55.216> to<00:36:55.765> market<00:36:56.104> the<00:36:56.330> book<00:36:56.895> and,<00:36:57.299> and<00:36:57.541> help<00:36:57.799> us<00:36:58.703> make<00:36:58.944> it<00:36:59.089> bigger,<00:36:59.426> better.

00:37:00.792 --> 00:37:09.177
But<00:37:02.303> it<00:37:02.544> was,<00:37:03.669> you<00:37:03.749> know,<00:37:03.910> there's<00:37:04.264> a<00:37:04.328> few<00:37:04.553> things<00:37:04.874> I've<00:37:04.971> done<00:37:05.132> in<00:37:05.164> my<00:37:05.373> life<00:37:05.694> that<00:37:07.479> I'm—<00:37:07.851> which,<00:37:08.191> which<00:37:08.417> I<00:37:08.530> still<00:37:08.838> think<00:37:08.935> is<00:37:09.080> in<00:37:09.145> her.

00:37:09.307 --> 00:37:18.792
My<00:37:09.711> father,<00:37:09.970> bless<00:37:10.212> his<00:37:10.358> heart,<00:37:11.668> in<00:37:11.733> his<00:37:11.911> last<00:37:12.315> years,<00:37:13.350> uh,<00:37:14.337> I,<00:37:14.579> um,<00:37:15.372> I<00:37:15.453> was<00:37:15.695> written<00:37:16.019> up<00:37:16.342> or<00:37:16.520> had<00:37:16.650> something<00:37:16.930> published,<00:37:17.276> I<00:37:17.342> can't<00:37:17.507> remember,<00:37:17.754> I<00:37:17.853> think<00:37:18.001> in<00:37:18.331> Forbes.

00:37:20.971 --> 00:37:28.425
Um,<00:37:21.296> and<00:37:21.410> then<00:37:22.288> my<00:37:22.531> TED<00:37:22.775> Talk,<00:37:23.165> I<00:37:23.247> was—<00:37:23.507> it<00:37:23.751> was<00:37:24.011> mentioned<00:37:25.092> Ink<00:37:25.316> Magazine<00:37:25.957> was<00:37:26.069> talked<00:37:26.438> about,<00:37:26.678> you<00:37:26.854> know,<00:37:27.079> I<00:37:27.095> was<00:37:27.239> acknowledged<00:37:27.640> in<00:37:27.800> Ink<00:37:27.960> Magazine.

00:37:29.723 --> 00:37:42.510
And<00:37:30.700> my<00:37:31.021> dad<00:37:31.726> would,<00:37:32.302> in<00:37:32.383> his<00:37:32.703> care<00:37:32.943> facility<00:37:33.504> when<00:37:33.729> he<00:37:33.809> was,<00:37:34.530> you<00:37:34.770> know,<00:37:35.027> in<00:37:35.107> the,<00:37:35.347> uh,<00:37:35.523> assisted<00:37:35.988> living,<00:37:36.773> he'd<00:37:36.949> walk<00:37:37.190> around<00:37:37.494> with<00:37:37.606> the,<00:37:38.151> the<00:37:38.231> magazine<00:37:39.593> and<00:37:40.074> tell<00:37:40.298> people<00:37:40.539> about<00:37:40.891> it,<00:37:41.035> but<00:37:41.196> he<00:37:41.292> never<00:37:41.516> really<00:37:41.756> talked<00:37:41.933> about<00:37:42.141> the<00:37:42.237> book.

00:37:43.519 --> 00:37:48.486
It's<00:37:45.442> like,<00:37:46.243> Dad,<00:37:47.124> I<00:37:47.189> wrote<00:37:47.365> a<00:37:47.445> book<00:37:48.086> with<00:37:48.246> Sarah.

00:37:48.567 --> 00:37:54.290
I<00:37:48.711> mean,<00:37:48.887> we,<00:37:49.191> we<00:37:49.288> got<00:37:49.384> this<00:37:49.608> book,<00:37:49.864> and<00:37:50.169> he's—<00:37:50.730> all<00:37:50.810> he<00:37:50.954> wanted<00:37:51.210> to<00:37:51.243> talk<00:37:51.435> about,<00:37:51.851> you<00:37:51.900> you<00:37:51.949> know,<00:37:52.015> my<00:37:52.114> son<00:37:52.411> was<00:37:52.592> in<00:37:52.757> Forbes<00:37:53.169> or<00:37:53.499> Inc.<00:37:53.746> or<00:37:53.828> whatever<00:37:54.010> it<00:37:54.076> was.

00:37:56.718 --> 00:37:59.506
Well,<00:37:57.042> now<00:37:57.350> you<00:37:57.448> can<00:37:57.529> tell<00:37:57.707> your<00:37:57.837> family<00:37:58.242> you're<00:37:58.485> on<00:37:58.598> CEO.com.

00:37:59.571 --> 00:38:03.250
I<00:37:59.636> don't<00:37:59.814> know<00:37:59.927> how<00:37:59.960> they'd<00:38:00.203> carry<00:38:00.511> this<00:38:00.689> thing<00:38:00.868> around,<00:38:02.051> um,<00:38:02.472> to<00:38:02.569> show<00:38:02.845> everybody.

00:38:03.347 --> 00:38:04.172
They're<00:38:03.428> gonna<00:38:03.607> listen<00:38:03.915> to<00:38:04.012> it<00:38:04.124> now.

00:38:05.040 --> 00:38:05.217
Yeah.

00:38:06.245 --> 00:38:17.311
Uh,<00:38:08.045> tell<00:38:08.254> me<00:38:08.350> more<00:38:08.575> about<00:38:08.768> Excel<00:38:09.153> Institute<00:38:09.635> and<00:38:09.716> kind<00:38:09.796> of<00:38:09.876> like<00:38:10.101> the<00:38:10.198> growth<00:38:10.535> of<00:38:10.680> the<00:38:10.760> firm<00:38:11.949> and<00:38:12.528> the<00:38:12.688> overall<00:38:13.026> model<00:38:13.492> and<00:38:13.573> where<00:38:13.799> you<00:38:13.977> see<00:38:14.706> leadership<00:38:15.498> in<00:38:15.596> the<00:38:15.822> age<00:38:16.065> of<00:38:16.388> AI,<00:38:16.890> for<00:38:17.036> example.

00:38:17.392 --> 00:38:18.670
That's<00:38:17.683> the<00:38:17.764> hot<00:38:17.942> topic<00:38:18.346> of<00:38:18.427> the<00:38:18.508> day.

00:38:19.270 --> 00:38:24.268
Of<00:38:19.400> the<00:38:19.481> month,<00:38:19.840> of<00:38:19.970> the<00:38:20.133> year,<00:38:20.458> probably<00:38:20.703> for<00:38:20.800> the<00:38:20.882> next<00:38:21.207> 5<00:38:21.533> years,<00:38:22.347> is<00:38:22.428> how<00:38:22.673> AI<00:38:23.145> is<00:38:23.242> kind<00:38:23.421> of<00:38:23.552> changing<00:38:23.959> everything.

00:38:25.954 --> 00:38:29.421
How<00:38:26.116> does<00:38:26.294> Excel<00:38:26.683> Institute<00:38:27.396> fit<00:38:27.574> into<00:38:27.736> all<00:38:27.898> of<00:38:28.044> that?

00:38:29.599 --> 00:38:30.458
It's<00:38:29.923> a<00:38:29.988> good<00:38:30.150> question.

00:38:30.896 --> 00:38:34.182
So,<00:38:31.446> we're<00:38:31.608> fitting<00:38:31.932> in,<00:38:32.840> in<00:38:32.937> a<00:38:33.002> couple,<00:38:33.553> in<00:38:33.634> several<00:38:33.812> different<00:38:34.118> ways.

00:38:34.295 --> 00:38:59.158
Number<00:38:34.521> 1,<00:38:34.682> through<00:38:34.859> diversification<00:38:36.535> by<00:38:36.696> taking<00:38:37.018> our<00:38:37.195> work<00:38:37.502> into<00:38:37.663> the<00:38:37.759> world<00:38:37.904> of<00:38:37.937> sports<00:38:38.887> and<00:38:39.000> the<00:38:39.193> world<00:38:39.403> of<00:38:39.500> education<00:38:41.851> to<00:38:42.173> understand<00:38:44.122> the<00:38:44.348> human<00:38:45.008> dynamic<00:38:47.214> of<00:38:48.204> the<00:38:48.448> coach-student-athlete<00:38:49.828> relationship,<00:38:50.575> the<00:38:50.721> human<00:38:51.208> dynamic<00:38:51.955> of<00:38:52.085> the<00:38:52.328> teacher-student<00:38:54.195> relationship,<00:38:55.280> the<00:38:55.312> human<00:38:55.635> dynamic<00:38:56.750> of<00:38:56.912> principals<00:38:57.655> and<00:38:57.720> superintendents<00:38:58.544> to<00:38:58.706> teachers.

00:38:59.853 --> 00:39:03.667
So<00:39:00.402> it's<00:39:01.291> reaching<00:39:01.857> way<00:39:02.180> beyond<00:39:02.665> the<00:39:02.827> business<00:39:03.295> world.

00:39:05.076 --> 00:39:19.473
In<00:39:05.156> terms<00:39:05.480> of<00:39:05.803> AI,<00:39:06.627> I<00:39:06.788> have<00:39:07.192> not<00:39:07.419> done<00:39:07.580> a<00:39:07.758> ton<00:39:08.566> of<00:39:08.727> due<00:39:08.970> diligence<00:39:09.535> into<00:39:09.761> that,<00:39:10.973> but<00:39:11.826> Every<00:39:12.163> time<00:39:13.995> we—<00:39:14.734> and<00:39:14.798> keep<00:39:14.943> in<00:39:14.975> mind,<00:39:15.842> we<00:39:16.019> view<00:39:16.244> science,<00:39:17.384> Clint,<00:39:17.850> as<00:39:18.011> the<00:39:18.252> inability<00:39:18.895> to<00:39:18.991> disprove.

00:39:19.553 --> 00:39:21.642
So<00:39:19.778> we're<00:39:19.955> constantly<00:39:20.597> trying<00:39:20.822> to<00:39:20.983> disprove<00:39:21.336> our<00:39:21.481> work.

00:39:22.766 --> 00:39:26.268
And<00:39:22.911> our<00:39:23.007> work<00:39:23.232> has<00:39:23.393> evolved<00:39:24.212> because<00:39:24.598> we're<00:39:24.774> constantly<00:39:25.337> looking<00:39:25.658> to<00:39:25.819> disprove<00:39:26.220> it.

00:39:26.622 --> 00:39:29.690
We<00:39:26.782> find<00:39:27.088> things<00:39:27.345> that,<00:39:27.489> hey,<00:39:27.666> they're<00:39:27.827> just<00:39:28.068> not<00:39:28.244> as<00:39:28.453> permanent<00:39:28.871> as<00:39:29.016> they<00:39:29.176> used<00:39:29.433> to<00:39:29.514> be.

00:39:30.076 --> 00:39:39.763
When<00:39:30.301> we<00:39:30.477> correlate<00:39:31.040> things<00:39:31.281> to<00:39:31.441> performance<00:39:32.004> or<00:39:32.084> growth,<00:39:32.871> we<00:39:33.032> find<00:39:33.369> that<00:39:33.450> some<00:39:33.690> of<00:39:33.787> the<00:39:33.819> things<00:39:34.012> we<00:39:34.092> used<00:39:34.317> to<00:39:34.397> measure<00:39:35.538> no<00:39:35.683> longer<00:39:36.084> have<00:39:36.277> a<00:39:36.422> really<00:39:36.598> strong<00:39:36.984> statistical<00:39:37.691> significance<00:39:38.430> to<00:39:38.992> to<00:39:39.233> performance.

00:39:40.357 --> 00:39:43.102
So<00:39:40.822> things<00:39:41.079> do<00:39:41.224> evolve<00:39:41.722> and<00:39:41.866> we're<00:39:42.027> constantly<00:39:42.428> evolving<00:39:42.829> with<00:39:43.022> it.

00:39:43.889 --> 00:39:49.894
But<00:39:44.050> one<00:39:44.307> thing<00:39:44.531> that's<00:39:44.788> never<00:39:45.334> changed<00:39:46.924> is<00:39:47.020> the<00:39:47.100> relationship<00:39:47.743> factor,<00:39:48.931> the<00:39:49.011> human<00:39:49.348> dynamic.

00:39:50.456 --> 00:39:52.383
That's<00:39:50.954> never<00:39:51.982> changed.

00:39:52.463 --> 00:40:01.969
As<00:39:52.576> a<00:39:52.640> matter<00:39:52.801> of<00:39:52.881> fact,<00:39:54.069> it<00:39:54.149> seems<00:39:54.551> to<00:39:54.647> be<00:39:54.872> coming,<00:39:55.530> and<00:39:55.610> I'll<00:39:55.851> have<00:39:55.932> to<00:39:55.996> get<00:39:56.189> together<00:39:56.558> with<00:39:56.670> our<00:39:56.799> research<00:39:57.216> team<00:39:57.361> when<00:39:57.409> we're<00:39:57.473> done,<00:39:58.244> but<00:39:58.340> it<00:39:58.372> seems<00:39:58.693> to<00:39:58.758> be<00:39:58.790> becoming<00:39:59.304> more<00:39:59.609> important,<00:40:00.765> especially<00:40:01.295> post-COVID.

00:40:02.033 --> 00:40:10.575
People<00:40:02.338> are<00:40:02.595> understanding<00:40:05.341> especially<00:40:06.368> those<00:40:06.529> that<00:40:06.690> had<00:40:06.995> it<00:40:07.171> and<00:40:07.268> it<00:40:07.396> was<00:40:07.573> taken<00:40:07.894> away<00:40:08.199> during<00:40:08.440> COVID<00:40:08.873> Mm-hmm.

00:40:10.864 --> 00:40:13.738
And<00:40:11.009> now<00:40:11.410> it<00:40:11.507> doesn't<00:40:11.924> have<00:40:12.213> to<00:40:12.309> be<00:40:13.096> face-to-face.

00:40:14.814 --> 00:40:22.553
As<00:40:14.894> a<00:40:14.959> matter<00:40:15.183> of<00:40:15.280> fact,<00:40:15.617> our<00:40:15.762> research<00:40:16.163> shows<00:40:16.468> that<00:40:16.629> the<00:40:16.709> most<00:40:17.191> effective<00:40:17.833> leaders<00:40:18.234> post-COVID<00:40:20.017> are<00:40:20.113> those<00:40:20.498> that<00:40:20.803> are<00:40:20.980> on<00:40:21.044> a<00:40:21.060> hybrid<00:40:22.120> schedule.

00:40:23.469 --> 00:40:23.918
Interesting.

00:40:24.127 --> 00:40:26.198
So<00:40:24.432> 3<00:40:24.593> days<00:40:24.914> office,<00:40:25.315> 2<00:40:25.395> or<00:40:25.492> 3<00:40:25.717> days<00:40:25.941> home.

00:40:26.937 --> 00:40:29.731
In<00:40:27.001> second<00:40:27.483> place<00:40:28.270> are<00:40:28.366> those<00:40:28.591> that<00:40:28.671> are<00:40:28.767> fully<00:40:29.313> remote.

00:40:30.373 --> 00:40:35.480
And<00:40:30.453> last<00:40:30.855> place,<00:40:32.541> in-office<00:40:33.023> leaders<00:40:34.469> in<00:40:34.549> terms<00:40:34.790> of<00:40:34.950> effectiveness.

00:40:36.813 --> 00:40:39.431
So<00:40:37.584> this,<00:40:38.082> what<00:40:38.243> we're<00:40:38.403> doing,<00:40:38.708> Clint,<00:40:38.965> can<00:40:39.126> work.

00:40:40.796 --> 00:40:43.334
What<00:40:40.957> doesn't<00:40:41.294> work<00:40:41.551> is<00:40:41.840> eliminating<00:40:42.804> this<00:40:43.141> at<00:40:43.286> all.

00:40:44.731 --> 00:40:44.908
Yeah.

00:40:45.101 --> 00:40:46.835
So<00:40:45.293> there's<00:40:45.614> always<00:40:45.871> going<00:40:46.048> to<00:40:46.096> be<00:40:46.193> that<00:40:46.434> spot.

00:40:46.996 --> 00:40:56.327
And<00:40:47.092> I<00:40:47.221> think,<00:40:48.505> and<00:40:49.308> the<00:40:49.485> way<00:40:49.710> people<00:40:49.967> are<00:40:50.127> being<00:40:50.368> raised<00:40:50.770> and<00:40:50.850> the<00:40:50.995> parents<00:40:51.717> today,<00:40:53.340> it's<00:40:53.580> not<00:40:53.982> getting,<00:40:54.881> it's<00:40:55.347> not<00:40:55.508> going<00:40:55.652> to<00:40:55.733> get<00:40:55.877> any<00:40:55.990> easier.

00:40:57.507 --> 00:41:05.339
Meaning<00:40:57.925> that<00:40:58.166> that<00:40:58.407> relationship<00:40:59.131> dynamic<00:41:00.434> is<00:41:00.579> going<00:41:00.739> to<00:41:00.820> become,<00:41:01.640> I<00:41:01.785> think,<00:41:02.090> I<00:41:02.187> believe,<00:41:02.830> take<00:41:03.055> on<00:41:03.216> greater<00:41:03.618> role<00:41:04.422> every<00:41:05.146> year.

00:41:05.789 --> 00:41:12.419
Because<00:41:06.111> here's<00:41:06.272> the<00:41:06.352> deal,<00:41:06.867> if<00:41:06.980> you're<00:41:07.113> not<00:41:07.330> going<00:41:07.430> to<00:41:07.513> treat<00:41:07.763> me<00:41:07.863> this<00:41:08.163> way,<00:41:10.218> you<00:41:10.299> know,<00:41:11.118> and<00:41:11.343> you<00:41:11.504> and<00:41:11.600> I<00:41:11.680> probably<00:41:11.905> the<00:41:11.937> same,<00:41:12.227> right?

00:41:12.484 --> 00:41:15.986
We<00:41:12.580> had<00:41:13.030> parents<00:41:14.010> that<00:41:14.717> they<00:41:14.813> just<00:41:15.006> sucked<00:41:15.296> it<00:41:15.392> up<00:41:15.537> and<00:41:15.681> did<00:41:15.794> it.

00:41:16.404 --> 00:41:16.999
That's<00:41:16.661> right.

00:41:17.384 --> 00:41:20.655
Because<00:41:18.107> they<00:41:18.493> had<00:41:18.702> to<00:41:18.750> make<00:41:18.911> sure<00:41:19.152> food<00:41:19.463> got<00:41:19.642> on<00:41:19.806> the<00:41:19.887> table<00:41:20.279> that<00:41:20.459> night.

00:41:21.929 --> 00:41:23.938
My<00:41:22.076> kids<00:41:22.337> don't<00:41:22.484> worry<00:41:22.664> about<00:41:22.909> food<00:41:23.154> being<00:41:23.399> put<00:41:23.546> on<00:41:23.628> the<00:41:23.726> table.

00:41:24.938 --> 00:41:31.081
And<00:41:25.115> so,<00:41:25.903> and<00:41:25.999> I<00:41:26.096> see<00:41:26.385> that<00:41:26.562> with<00:41:26.787> a<00:41:26.803> lot<00:41:26.980> of—<00:41:27.125> and<00:41:27.205> now<00:41:27.334> it's<00:41:27.559> not<00:41:27.849> wrong,<00:41:28.235> it's<00:41:28.347> not<00:41:28.492> right,<00:41:28.717> just<00:41:29.039> is,<00:41:30.808> right?

00:41:31.371 --> 00:41:35.043
Um,<00:41:34.137> I<00:41:34.250> don't<00:41:34.347> know<00:41:34.444> what<00:41:34.670> happened<00:41:34.929> there.

00:41:35.642 --> 00:41:36.160
That's<00:41:35.885> okay.

00:41:37.018 --> 00:41:39.430
Uh,<00:41:37.277> looks<00:41:37.439> like<00:41:37.601> we're<00:41:37.828> having<00:41:37.941> a<00:41:37.989> little<00:41:38.168> bit<00:41:38.313> of<00:41:38.410> technical<00:41:39.042> things.

00:41:39.625 --> 00:41:41.147
Oh,<00:41:40.434> let's<00:41:40.596> just<00:41:40.742> go<00:41:40.790> right<00:41:41.001> there.

00:41:41.956 --> 00:41:56.747
Um,<00:41:44.023> I<00:41:44.103> have<00:41:44.217> a<00:41:44.346> question<00:41:44.686> for<00:41:44.912> you,<00:41:45.252> Bill,<00:41:45.802> and<00:41:46.303> by<00:41:46.384> the<00:41:46.465> way,<00:41:46.626> we<00:41:46.772> need<00:41:46.853> to<00:41:46.917> have<00:41:47.014> you<00:41:47.112> back<00:41:47.419> on<00:41:47.661> because<00:41:47.985> I<00:41:48.147> think,<00:41:49.440> um,<00:41:50.103> your<00:41:50.330> life<00:41:50.572> story,<00:41:51.058> your<00:41:51.300> energy,<00:41:52.109> your<00:41:52.287> humility,<00:41:53.702> the<00:41:53.862> leaders<00:41:54.263> you've<00:41:55.144> coached<00:41:55.561> is<00:41:55.946> just<00:41:56.170> unbelievable.

00:41:56.811 --> 00:41:59.503
Your<00:41:56.971> experiences<00:41:58.189> are<00:41:58.509> super<00:41:58.894> fascinating.

00:41:59.551 --> 00:42:13.748
But<00:42:00.208> I<00:42:00.224> like<00:42:00.432> to<00:42:00.657> end<00:42:00.833> with<00:42:00.993> this<00:42:01.618> question<00:42:02.099> with<00:42:02.900> everybody<00:42:03.220> who<00:42:03.381> comes<00:42:03.701> on,<00:42:04.118> and<00:42:04.262> I'm<00:42:04.534> excited<00:42:05.640> to<00:42:05.704> hear<00:42:05.896> your<00:42:06.185> answer,<00:42:07.387> which<00:42:07.643> is,<00:42:08.108> you<00:42:08.188> know,<00:42:08.284> we<00:42:08.444> believe<00:42:08.909> life<00:42:09.325> is<00:42:09.422> as<00:42:09.566> much<00:42:09.806> about<00:42:10.431> chances<00:42:11.312> given<00:42:12.450> as<00:42:12.594> chances<00:42:13.011> taken,<00:42:13.556> right?

00:42:13.812 --> 00:42:15.142
We<00:42:13.892> take<00:42:14.117> chances<00:42:14.517> on<00:42:14.549> ourselves.

00:42:15.238 --> 00:42:17.946
We<00:42:15.318> take<00:42:15.495> chances,<00:42:16.456> you<00:42:16.536> know,<00:42:16.696> throughout<00:42:17.337> our<00:42:17.481> lives.

00:42:18.379 --> 00:42:20.029
But<00:42:18.523> we<00:42:18.619> also<00:42:18.779> have<00:42:18.860> the<00:42:19.004> opportunity<00:42:19.420> to<00:42:19.661> give.

00:42:20.492 --> 00:42:22.792
A<00:42:20.573> chance,<00:42:21.296> which<00:42:21.956> is<00:42:22.101> pretty<00:42:22.342> beautiful.

00:42:23.532 --> 00:42:27.136
And<00:42:24.095> I<00:42:24.256> wonder<00:42:24.835> who<00:42:25.221> gave<00:42:25.624> you<00:42:25.800> a<00:42:25.881> chance<00:42:26.524> that<00:42:26.621> sticks<00:42:27.007> out.

00:42:29.642 --> 00:42:42.166
Uh,<00:42:33.643> actually,<00:42:33.901> I<00:42:33.981> wrote<00:42:34.126> about<00:42:34.351> him<00:42:34.479> in<00:42:34.543> our<00:42:34.704> book,<00:42:35.411> uh,<00:42:36.054> and<00:42:36.954> I<00:42:37.034> was<00:42:37.195> just<00:42:37.661> at<00:42:37.742> a<00:42:37.758> function<00:42:38.965> a<00:42:39.224> month<00:42:39.612> or<00:42:39.871> so<00:42:40.178> ago<00:42:41.407> celebrating<00:42:42.037> him.

00:42:43.234 --> 00:42:45.885
Uh,<00:42:45.255> his<00:42:45.465> name<00:42:45.594> was<00:42:45.820> Bill.

00:42:46.079 --> 00:42:51.979
Ironically,<00:42:46.548> in<00:42:46.645> the<00:42:46.726> book,<00:42:46.968> we<00:42:47.130> call<00:42:47.308> him<00:42:47.453> Mitch<00:42:47.858> because<00:42:48.686> The<00:42:49.168> publisher<00:42:49.522> said,<00:42:49.746> he<00:42:49.891> can't<00:42:50.148> have<00:42:50.309> your<00:42:50.453> same<00:42:50.710> name,<00:42:50.951> people<00:42:51.160> will<00:42:51.273> get<00:42:51.433> confused.

00:42:52.172 --> 00:42:55.626
So<00:42:53.506> I<00:42:54.871> use<00:42:55.032> the<00:42:55.064> name<00:42:55.369> Mitch.

00:42:56.237 --> 00:42:58.116
But<00:42:56.815> Mitch<00:42:57.056> took<00:42:57.297> a<00:42:57.377> chance<00:42:57.763> on<00:42:57.795> me.

00:42:59.064 --> 00:43:04.911
He<00:43:00.188> took<00:43:00.445> me<00:43:00.911> into<00:43:01.136> a—<00:43:01.875> he<00:43:02.341> recognized,<00:43:03.064> he<00:43:03.160> thought<00:43:03.337> I<00:43:03.466> had<00:43:03.723> leadership<00:43:04.301> strengths.

00:43:05.715 --> 00:43:12.799
And<00:43:05.763> he<00:43:05.891> put<00:43:06.132> me<00:43:06.454> in<00:43:06.534> that<00:43:06.919> role<00:43:07.980> and<00:43:08.205> coached<00:43:08.558> me,<00:43:08.847> coached<00:43:09.104> me<00:43:09.265> hard,<00:43:09.827> coached<00:43:10.148> me<00:43:10.229> in<00:43:10.309> a<00:43:10.389> very<00:43:11.353> loving<00:43:11.755> yet<00:43:11.980> challenging<00:43:12.542> way.

00:43:13.426 --> 00:43:25.558
And<00:43:14.068> a<00:43:14.084> lot<00:43:14.486> of<00:43:14.871> our<00:43:15.273> work<00:43:16.738> at<00:43:16.898> the<00:43:17.139> Excel<00:43:17.557> Institute,<00:43:18.167> Excel<00:43:18.424> Sports,<00:43:18.762> Excel<00:43:19.083> Education,<00:43:20.111> and<00:43:20.208> are<00:43:20.690> in<00:43:20.834> the<00:43:20.931> book<00:43:21.975> are<00:43:22.200> a<00:43:22.280> result<00:43:23.164> of<00:43:23.405> him<00:43:24.690> and<00:43:24.851> then<00:43:25.253> others.

00:43:25.670 --> 00:43:30.230
But<00:43:25.831> in<00:43:25.960> terms<00:43:26.233> of<00:43:26.379> who,<00:43:26.943> who<00:43:27.120> took<00:43:27.362> a<00:43:27.442> chance<00:43:27.990> on<00:43:28.167> me,<00:43:29.843> Bill<00:43:30.021> did.

00:43:30.407 --> 00:43:34.017
But<00:43:31.632> here's<00:43:32.277> one<00:43:32.438> thing<00:43:32.583> I<00:43:32.599> want<00:43:32.792> to<00:43:32.905> add<00:43:33.066> to<00:43:33.131> whoever's<00:43:33.485> listening<00:43:33.743> to<00:43:33.888> this.

00:43:36.140 --> 00:43:42.978
Will<00:43:36.335> you<00:43:36.563> allow<00:43:36.888> yourself<00:43:38.940> to—<00:43:39.754> will<00:43:39.982> you<00:43:40.308> put<00:43:40.471> yourself<00:43:40.894> in<00:43:40.992> a<00:43:41.122> position<00:43:41.692> where<00:43:41.789> someone<00:43:42.099> can<00:43:42.262> take<00:43:42.441> a<00:43:42.506> chance<00:43:42.848> on<00:43:42.945> you?

00:43:43.140 --> 00:43:53.647
Because<00:43:43.560> I<00:43:43.657> think<00:43:43.754> it's<00:43:44.061> just<00:43:44.449> as<00:43:44.627> much<00:43:45.985> our<00:43:46.179> responsibility<00:43:47.214> to<00:43:47.359> get<00:43:47.521> comfortable<00:43:49.461> and<00:43:49.558> to<00:43:49.785> be<00:43:49.882> able<00:43:49.995> to<00:43:50.027> step<00:43:50.512> out<00:43:50.706> there<00:43:50.852> ourselves<00:43:51.903> so<00:43:52.145> people<00:43:52.533> can<00:43:52.792> take<00:43:53.018> a<00:43:53.098> chance<00:43:53.437> on<00:43:53.599> us.

00:43:54.083 --> 00:43:58.425
And<00:43:54.164> that's<00:43:54.406> probably<00:43:55.035> where<00:43:55.197> I<00:43:55.374> see,<00:43:57.295> where<00:43:57.392> I<00:43:57.473> see<00:43:57.634> the<00:43:57.779> biggest<00:43:58.038> hesitation.

00:43:59.660 --> 00:44:04.337
People<00:43:59.901> will<00:43:59.997> take<00:44:00.190> a<00:44:00.254> chance,<00:44:01.846> but<00:44:02.264> are<00:44:02.408> you<00:44:02.505> willing<00:44:02.826> to<00:44:03.051> allow<00:44:03.292> them<00:44:03.405> to<00:44:03.549> take<00:44:03.774> that<00:44:03.951> chance?

00:44:05.318 --> 00:44:08.227
And<00:44:05.398> that's<00:44:05.703> where<00:44:05.800> I<00:44:05.944> think<00:44:06.121> people<00:44:06.523> really<00:44:06.780> need<00:44:06.989> to<00:44:07.150> look<00:44:07.343> in<00:44:07.472> the<00:44:07.504> mirror<00:44:07.970> today.

00:44:08.702 --> 00:44:12.716
And<00:44:08.862> say,<00:44:09.103> hey,<00:44:10.532> am<00:44:10.644> I,<00:44:10.869> you<00:44:10.933> know,<00:44:11.351> am<00:44:11.656> I<00:44:11.672> going<00:44:11.816> to<00:44:11.897> put<00:44:11.993> myself<00:44:12.395> out<00:44:12.555> there?

00:44:13.278 --> 00:44:16.360
Am<00:44:13.422> I,<00:44:14.707> you<00:44:14.803> know,<00:44:15.429> parents,<00:44:15.831> let<00:44:15.975> them<00:44:16.071> fail.

00:44:17.292 --> 00:44:18.046
Let<00:44:17.516> kids<00:44:17.854> fail.

00:44:18.480 --> 00:44:19.732
Let<00:44:18.656> yourself<00:44:19.379> fail.

00:44:20.985 --> 00:44:31.260
But<00:44:21.049> allow<00:44:21.386> somebody<00:44:21.787> to<00:44:21.852> take<00:44:22.028> that<00:44:22.189> chance<00:44:22.494> because<00:44:22.815> then<00:44:23.297> you<00:44:23.329> might<00:44:23.553> be<00:44:23.778> lucky<00:44:25.079> and<00:44:25.159> get<00:44:25.271> someone<00:44:25.705> like<00:44:25.882> I<00:44:26.042> did<00:44:27.070> who,<00:44:28.595> you<00:44:28.627> know,<00:44:28.756> helped<00:44:28.996> propel<00:44:29.414> me<00:44:29.575> into<00:44:29.896> what<00:44:30.072> I'm<00:44:30.538> able<00:44:30.779> to<00:44:30.939> do<00:44:31.084> today.

00:44:32.625 --> 00:44:33.316
That's<00:44:32.850> fascinating.

00:44:33.653 --> 00:44:34.311
I<00:44:33.813> love<00:44:34.054> that.

00:44:34.632 --> 00:44:46.168
Like<00:44:34.857> this<00:44:35.033> idea<00:44:35.514> that<00:44:36.477> you<00:44:36.557> have<00:44:36.862> to<00:44:36.958> be<00:44:37.343> open<00:44:38.081> to<00:44:38.178> someone<00:44:38.723> giving<00:44:39.108> you<00:44:39.205> a<00:44:39.285> chance<00:44:41.034> and<00:44:41.130> then<00:44:41.370> taking<00:44:41.772> that<00:44:42.012> chance<00:44:42.397> yourself,<00:44:42.895> which<00:44:43.119> kind<00:44:43.232> of<00:44:43.296> brings<00:44:43.552> it<00:44:43.681> all<00:44:43.777> full<00:44:44.034> circle,<00:44:44.483> which,<00:44:45.221> which<00:44:45.381> is<00:44:45.526> pretty<00:44:45.783> beautiful.

00:44:46.729 --> 00:44:50.163
Bill,<00:44:47.451> I<00:44:47.531> highly<00:44:47.788> recommend<00:44:48.350> everybody<00:44:48.670> go<00:44:48.975> read<00:44:49.232> The<00:44:49.312> Coaching<00:44:49.713> Effect.

00:44:50.596 --> 00:44:53.692
Check<00:44:50.901> out<00:44:51.157> the<00:44:51.318> Excel<00:44:51.879> Institute<00:44:52.746> online.

00:44:54.125 --> 00:44:55.986
I'm<00:44:54.270> sure<00:44:54.510> we'll<00:44:54.687> have<00:44:54.767> you<00:44:54.847> back<00:44:55.152> on<00:44:55.248> again,<00:44:55.569> my<00:44:55.666> friend.

00:44:56.371 --> 00:44:58.104
Thank<00:44:56.596> you<00:44:56.692> so<00:44:56.949> much<00:44:57.559> for<00:44:57.655> coming<00:44:57.960> on.

00:44:58.537 --> 00:44:59.051
Clint,<00:44:58.778> thank<00:44:59.019> you.

00:44:59.115 --> 00:44:59.821
It's<00:44:59.259> been<00:44:59.436> a<00:44:59.500> treat.

00:45:00.367 --> 00:45:00.833
Likewise.