Larry Mills Interview - No. 1

Larry Mills & john dec 07, 2025 001 notes on wisdom

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In this episode, host John Walt sits down with Larry Mills, former Vice President of Holt Cat, to explore his remarkable journey from humble beginnings to leading multi-billion-dollar organizations. Larry shares how he started by mowing lawns and working as a roughneck before climbing the ranks at Holt. Along the way, he co-created the concept of values-based leadership, a revolutionary management style that prioritizes shared ethical values over traditional top-down control.

Larry explains the core philosophy that "the values are the boss," illustrating how this mindset empowers employees to make ethical, high-quality decisions independently. He discusses how these principles were successfully applied not only within Holt Cat but also during the acquisition and turnaround of the San Antonio Spurs. Larry emphasizes that true leadership is about connection rather than control, and that businesses thrive when they focus on both strategic direction and inspiring their people.

Beyond business, Larry dives into personal wisdom, sharing practical tools like the Band-Aid Scale and the Life Themes Matrix. He discusses his transition into creating meaningful art at age 65 and explains his daily practice of getting "drunk on joy" by prioritizing Jesus, others, and self. This conversation offers profound insights into resolving conflict, changing personal narratives, and finding deep purpose in both work and daily life.

Key takeaways

• Values-based leadership shifts the focus from managing things to leading people, establishing core ethical values as the ultimate authority.
• True leadership requires a balance of focus (strategy) and inspiration, allowing employees to own their growth rather than being controlled.
• The Band-Aid Scale is a powerful tool to put emotional stress into perspective, helping individuals realize that most daily worries are ego-threatening rather than life-threatening.
• Choosing connection over control fosters trust and allows for genuine conflict resolution in both professional and personal relationships.
• Finding the "why" behind daily tasks transforms mundane work into deeply meaningful contributions that win people's hearts.

Highlights

• 00:06:43 — Larry returns to run marketing and expand Holt's business
• 00:10:50 — Acquiring two dysfunctional dealerships with no money down
• 00:16:06 — Explaining the credo that values are the boss
• 00:27:58 — A quality control test that won over a major competitor
• 00:34:58 — A lesson in connection over control with Larry's grandson
• 00:42:36 — Introducing the Band-Aid Scale for emotional perspective
• 00:53:05 — Getting drunk on joy and making a difference
• 01:06:47 — Changing the narrative of a heavy week

00:00:00 Introduction and Early Career Beginnings
00:04:00 Transitioning Into Sales and Marketing
00:08:02 Rapid Expansion of Holt Dealerships
00:13:56 Creating the Values-Based Leadership Model
00:22:33 Applying Values to Personal Life
00:29:11 Bringing Values to the Spurs
00:33:01 Connection Versus Control in Leadership
00:38:55 Finding Freedom and Choosing Your Hard
00:46:30 Discovering Art and Meaningful Design
00:55:37 Strategy, Operational Excellence, and Inspiration
01:03:18 Winning Hearts and Changing the Narrative

WEBVTT

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Hi,<00:00:00.432> I'm<00:00:00.593> John<00:00:00.978> Walt.

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Welcome<00:00:02.180> to<00:00:02.277> Notes<00:00:02.581> on<00:00:02.742> Wisdom.

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Very<00:04:13.497> small<00:04:13.884> house<00:04:14.142> we<00:04:14.290> lived<00:04:14.537> in,<00:04:15.769> a<00:04:15.786> brother<00:04:16.197> and<00:04:16.279> a<00:04:16.295> sister,<00:04:16.920> mom<00:04:17.117> and<00:04:17.248> dad.

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You<00:04:19.511> know,<00:04:19.736> parents<00:04:20.058> got<00:04:20.235> divorced.

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I<00:04:21.587> lived<00:04:21.812> in<00:04:21.909> Florida<00:04:22.327> for<00:04:22.536> a<00:04:22.553> couple<00:04:22.810> of<00:04:22.890> years.

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But<00:04:24.950> at<00:04:25.111> work,<00:04:26.157> I<00:04:26.817> wanted<00:04:27.123> to<00:04:27.219> make<00:04:27.445> more<00:04:27.606> money.

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And<00:04:28.744> so<00:04:30.062> the<00:04:30.224> way<00:04:30.566> that<00:04:30.777> I<00:04:30.940> thought<00:04:31.200> I<00:04:31.281> could<00:04:31.428> make<00:04:31.672> more<00:04:31.834> money<00:04:32.257> was<00:04:32.485> to<00:04:32.582> go<00:04:32.745> into<00:04:32.924> sales<00:04:33.623> because<00:04:33.965> salespeople<00:04:34.859> got<00:04:35.280> paid<00:04:35.632> commissions<00:04:36.738> on<00:04:36.898> how<00:04:36.994> much<00:04:37.459> they<00:04:37.555> sold.

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And<00:04:38.981> so<00:04:40.263> I<00:04:40.423> thought,<00:04:40.840> that's<00:04:41.240> going<00:04:41.337> to<00:04:41.481> be<00:04:41.625> a<00:04:41.705> way<00:04:41.962> for<00:04:42.170> me<00:04:42.442> to<00:04:42.603> be<00:04:42.763> able<00:04:43.003> to<00:04:43.083> control<00:04:43.788> how<00:04:43.884> much<00:04:44.269> money<00:04:44.686> I<00:04:44.766> could<00:04:45.070> make<00:04:45.968> instead<00:04:46.304> of<00:04:46.448> waiting<00:04:47.073> for<00:04:47.169> a<00:04:47.314> raise,<00:04:47.874> because<00:04:48.355> that's<00:04:48.596> what<00:04:48.708> I<00:04:48.772> did<00:04:48.948> in<00:04:49.076> the<00:04:49.156> parts<00:04:49.413> department.

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And<00:04:52.073> so<00:04:53.323> I<00:04:54.460> went<00:04:54.701> into<00:04:54.925> Mr.<00:04:55.246> Holt's<00:04:55.726> office<00:04:56.768> and<00:04:57.169> told<00:04:57.409> him<00:04:57.585> I<00:04:57.729> wanted<00:04:57.938> to<00:04:58.066> get<00:04:58.290> my<00:04:58.627> degree<00:05:00.373> and<00:05:00.630> go<00:05:00.790> into<00:05:00.966> sales.

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And<00:05:03.099> he<00:05:03.195> said,<00:05:03.581> okay,<00:05:04.143> that's<00:05:04.384> great.

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And<00:05:05.927> I<00:05:06.007> said,<00:05:06.248> but<00:05:06.393> I<00:05:06.489> need<00:05:07.132> a<00:05:07.196> job<00:05:08.176> because<00:05:09.446> I<00:05:09.462> had<00:05:09.558> to<00:05:09.622> pay<00:05:09.847> for<00:05:09.992> my<00:05:10.249> own<00:05:10.345> college.

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And<00:05:11.695> I<00:05:11.760> was<00:05:11.959> living<00:05:13.187> on<00:05:13.236> my<00:05:13.519> own<00:05:13.867> in<00:05:14.016> a<00:05:14.033> little<00:05:14.365> efficiency,<00:05:16.020> a<00:05:16.278> one-room<00:05:17.004> efficiency<00:05:17.585> apartment.

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And<00:05:20.085> so<00:05:20.634> he<00:05:20.876> let<00:05:21.053> me<00:05:21.215> work<00:05:21.457> in<00:05:21.602> marketing<00:05:22.748> because<00:05:23.393> people<00:05:23.635> in<00:05:23.796> parts,<00:05:24.910> they<00:05:24.990> kind<00:05:25.168> of<00:05:25.200> like<00:05:25.410> to<00:05:25.490> have<00:05:25.620> their<00:05:25.814> parts<00:05:26.527> with<00:05:26.868> a<00:05:26.949> lot<00:05:27.127> of<00:05:27.257> certainty.

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And<00:05:28.716> so<00:05:28.959> working<00:05:29.283> in<00:05:29.769> marketing<00:05:30.596> gave<00:05:30.904> me<00:05:31.066> a<00:05:31.082> lot<00:05:31.147> of<00:05:31.196> flexibility<00:05:31.423> with<00:05:31.472> my<00:05:31.504> hours<00:05:31.601> for<00:05:31.650> school.

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It<00:05:34.597> took<00:05:34.773> me<00:05:34.918> 5<00:05:35.190> years<00:05:35.511> to<00:05:35.639> get<00:05:35.879> out<00:05:36.216> because<00:05:36.761> I<00:05:37.643> had<00:05:37.819> to<00:05:37.963> work<00:05:38.524> a<00:05:38.684> lot<00:05:39.342> because<00:05:39.662> I<00:05:39.742> was<00:05:39.967> paying<00:05:40.448> for<00:05:40.608> everything.

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And<00:05:42.467> so<00:05:43.269> I<00:05:43.349> could<00:05:43.509> only<00:05:43.750> take<00:05:44.054> a<00:05:44.070> limited<00:05:44.551> number<00:05:44.856> of<00:05:44.952> hours.

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I<00:05:46.539> love<00:05:46.715> the<00:05:46.811> summers<00:05:47.436> because<00:05:47.821> I<00:05:47.837> could<00:05:48.318> put<00:05:48.542> in<00:05:48.638> a<00:05:48.654> lot<00:05:48.815> of<00:05:48.943> work<00:05:49.344> hours<00:05:49.680> and<00:05:49.792> make<00:05:50.001> a<00:05:50.017> lot<00:05:50.241> more<00:05:50.337> money.

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But<00:05:51.668> I<00:05:51.764> would<00:05:51.908> typically<00:05:52.389> work<00:05:52.646> at<00:05:52.806> least<00:05:53.367> 30<00:05:53.752> hours<00:05:54.008> a<00:05:54.088> week,<00:05:54.954> and<00:05:55.146> a<00:05:55.210> lot<00:05:55.370> of<00:05:55.403> times<00:05:55.755> 40<00:05:56.092> hours<00:05:56.412> a<00:05:56.492> week,<00:05:57.053> even<00:05:57.438> during<00:05:57.679> the<00:05:57.839> year.

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And<00:05:59.458> then<00:06:00.179> I<00:06:00.259> had<00:06:00.404> no<00:06:00.564> college<00:06:00.981> life.

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You<00:06:01.638> know,<00:06:01.782> everybody<00:06:02.183> else<00:06:02.488> was<00:06:02.745> going<00:06:03.050> out<00:06:03.370> and<00:06:03.451> going<00:06:03.691> to<00:06:03.788> games<00:06:04.333> and<00:06:04.429> doing<00:06:04.670> different<00:06:04.975> things.

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And<00:06:06.627> no,<00:06:07.782> I<00:06:07.798> had<00:06:07.895> to<00:06:08.023> work<00:06:08.360> and<00:06:08.440> then<00:06:08.697> study.

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So<00:06:10.429> I<00:06:10.526> got<00:06:10.766> out.

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I<00:06:11.713> did<00:06:11.889> get<00:06:12.114> that<00:06:12.290> sales<00:06:12.675> job.

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They<00:06:13.654> moved<00:06:13.879> me<00:06:13.959> to<00:06:14.055> Houston.

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I<00:06:15.194> did<00:06:15.419> that<00:06:15.643> for<00:06:15.724> a<00:06:15.804> couple<00:06:16.045> of<00:06:16.125> years.

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I<00:06:17.569> was<00:06:17.729> very<00:06:17.906> successful,<00:06:19.831> but<00:06:20.087> it<00:06:20.152> was<00:06:20.312> not<00:06:21.034> fulfilling<00:06:21.579> for<00:06:21.708> me<00:06:22.061> at<00:06:22.301> all.

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I<00:06:23.665> like<00:06:23.906> to<00:06:23.986> be<00:06:24.082> around<00:06:24.403> people.

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And<00:06:25.446> so<00:06:25.606> you<00:06:25.702> were<00:06:25.911> always<00:06:26.152> calling<00:06:26.473> on<00:06:26.633> strangers.

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That<00:06:28.884> you<00:06:29.279> had<00:06:29.377> never<00:06:29.640> met<00:06:29.936> before.

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And<00:06:33.154> again,<00:06:33.621> I<00:06:33.718> was<00:06:33.879> successful,<00:06:34.668> but<00:06:35.795> it<00:06:35.956> just<00:06:36.134> wasn't<00:06:36.375> my<00:06:36.536> thing.

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So<00:06:38.855> I<00:06:38.871> talked<00:06:39.338> with<00:06:39.451> the<00:06:39.515> Holt<00:06:39.821> family<00:06:40.482> and<00:06:40.723> they<00:06:40.868> brought<00:06:41.110> me<00:06:41.271> back<00:06:41.915> to<00:06:41.996> run<00:06:42.175> marketing.

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And<00:06:43.627> so<00:06:44.361> I<00:06:44.459> ran<00:06:44.703> marketing.

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And<00:06:48.525> as<00:06:48.689> a<00:06:48.705> little<00:06:48.950> bitty<00:06:49.261> dealership<00:06:50.666> confined<00:06:51.222> to<00:06:51.320> 20<00:06:51.728> counties,<00:06:53.383> The<00:06:53.527> only<00:06:53.704> way<00:06:53.929> we<00:06:54.089> could<00:06:54.266> expand<00:06:55.053> our<00:06:55.374> business<00:06:56.498> was<00:06:56.836> to<00:06:56.996> get<00:06:57.221> into<00:06:57.478> other<00:06:57.703> businesses.

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So<00:06:59.325> we<00:06:59.470> had<00:06:59.566> started<00:07:00.112> a<00:07:00.273> gas<00:07:00.610> compression<00:07:01.172> company<00:07:02.216> where<00:07:02.457> we<00:07:03.019> packaged<00:07:04.304> gas<00:07:04.610> compression<00:07:05.172> units<00:07:05.894> for<00:07:06.248> the<00:07:06.553> gas<00:07:06.874> fields.

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So<00:07:09.187> that<00:07:09.524> was<00:07:09.749> a<00:07:09.765> lot<00:07:10.022> of<00:07:10.087> fun<00:07:10.488> for<00:07:10.665> me<00:07:11.355> because<00:07:11.773> we<00:07:11.998> had<00:07:12.239> to<00:07:12.415> do<00:07:12.737> everything<00:07:13.202> ourselves.

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We<00:07:14.487> were<00:07:14.584> literally<00:07:14.921> starting<00:07:15.387> a<00:07:15.403> new<00:07:15.547> business<00:07:16.110> inside<00:07:16.447> of<00:07:16.575> Holt.

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Yes.

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With<00:07:19.723> Caterpillar,<00:07:20.669> they<00:07:20.846> produced<00:07:21.311> all<00:07:21.407> the<00:07:21.503> spec<00:07:21.792> sheets.

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They<00:07:22.755> produced<00:07:23.316> all<00:07:23.428> the<00:07:23.557> brochures<00:07:24.214> about<00:07:24.519> the<00:07:24.615> tractors<00:07:25.096> and<00:07:25.257> so<00:07:25.417> forth<00:07:25.818> as<00:07:25.979> a<00:07:26.059> Cat<00:07:26.364> dealership.

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With<00:07:27.968> Energy<00:07:28.305> Industries,<00:07:28.930> which<00:07:29.171> is<00:07:29.347> the<00:07:29.428> gas<00:07:29.732> compression<00:07:30.230> company,<00:07:31.032> we<00:07:31.256> had<00:07:31.417> to<00:07:31.513> produce<00:07:31.978> everything.

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So<00:07:33.181> we<00:07:33.341> created<00:07:33.742> our<00:07:33.983> own<00:07:34.224> brochures,<00:07:35.186> all<00:07:35.347> the<00:07:35.379> specification<00:07:36.967> sheets<00:07:37.592> on<00:07:37.833> all<00:07:37.993> the<00:07:38.090> different<00:07:38.394> packages<00:07:39.036> that<00:07:39.196> we<00:07:39.373> put<00:07:39.597> together<00:07:40.095> and<00:07:40.239> the<00:07:40.335> components<00:07:40.961> in<00:07:41.073> them<00:07:41.218> and<00:07:41.298> the<00:07:41.394> sizes<00:07:42.180> and<00:07:42.886> how<00:07:43.014> much<00:07:43.223> gas<00:07:43.608> that<00:07:43.704> they<00:07:43.864> would<00:07:44.089> pump<00:07:44.586> and<00:07:45.051> all<00:07:45.148> that<00:07:45.372> type<00:07:45.629> of<00:07:45.709> thing.

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And<00:07:46.912> we<00:07:46.976> had<00:07:47.137> to<00:07:47.169> do<00:07:47.297> a<00:07:47.377> lot<00:07:47.554> of<00:07:47.634> promotions<00:07:48.596> and<00:07:48.741> advertising<00:07:50.024> because<00:07:50.826> You<00:07:50.858> know,<00:07:51.002> people<00:07:51.243> didn't<00:07:51.403> know<00:07:51.547> who<00:07:51.708> we<00:07:51.868> were.

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And<00:07:53.006> so<00:07:53.150> that<00:07:53.391> really<00:07:54.770> kept<00:07:55.010> me<00:07:55.251> busy<00:07:55.571> a<00:07:55.587> lot.

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And<00:07:56.838> how<00:07:56.934> long<00:07:57.720> were<00:07:57.880> you<00:07:58.056> in<00:07:58.136> that<00:07:58.377> position<00:07:58.922> of<00:07:59.082> running<00:07:59.339> marketing<00:07:59.884> for<00:08:00.044> Holt<00:08:00.525> before<00:08:00.782> Holt<00:08:01.006> began<00:08:01.263> to<00:08:01.327> expand?

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Well,<00:08:03.010> in<00:08:04.229> late<00:08:04.485> 1983,<00:08:05.736> Peter<00:08:05.992> M.<00:08:06.217> Holt,<00:08:07.195> B.D.

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Holt's<00:08:08.814> son,<00:08:09.279> came<00:08:09.519> into<00:08:09.663> the<00:08:09.760> business<00:08:11.122> and<00:08:11.267> he<00:08:11.427> wanted<00:08:11.683> to<00:08:11.764> grow<00:08:12.710> and<00:08:13.271> like<00:08:13.527> grow<00:08:13.912> real<00:08:14.088> big.

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As<00:08:15.515> he<00:08:15.611> said,<00:08:15.996> Larry,<00:08:16.253> I<00:08:16.317> want<00:08:16.413> to<00:08:16.493> be<00:08:16.589> a<00:08:16.718> billion-dollar<00:08:17.279> company.

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And<00:08:18.497> we<00:08:18.641> were<00:08:18.738> doing<00:08:19.202> $30<00:08:19.523> million<00:08:19.876> at<00:08:20.004> the<00:08:20.100> time.

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And<00:08:21.368> I<00:08:21.465> said,<00:08:21.850> okay,<00:08:22.172> let's<00:08:22.348> go.

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And<00:08:23.875> the<00:08:23.939> way<00:08:24.116> Cat<00:08:24.437> dealerships<00:08:25.144> work<00:08:26.590> is<00:08:27.490> Caterpillar<00:08:28.117> owns<00:08:28.374> the<00:08:28.454> shingle.

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So<00:08:29.724> they<00:08:29.900> decide<00:08:30.383> who's<00:08:30.607> going<00:08:30.704> to<00:08:30.784> be<00:08:30.865> a<00:08:30.945> Cat<00:08:31.250> dealer<00:08:31.507> and<00:08:31.652> who's<00:08:31.909> not<00:08:32.134> going<00:08:32.230> to<00:08:32.311> be<00:08:32.471> a<00:08:32.552> Cat<00:08:32.793> dealer.

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Even<00:08:33.998> when<00:08:34.078> you<00:08:34.239> go<00:08:34.319> to<00:08:34.416> sell<00:08:34.721> your<00:08:34.882> company,<00:08:35.444> they<00:08:35.669> tell<00:08:35.990> you<00:08:36.151> who<00:08:36.312> they're<00:08:36.488> going<00:08:37.051> to—<00:08:37.131> who<00:08:37.276> you're<00:08:37.372> going<00:08:37.485> to<00:08:37.549> sell<00:08:37.838> it<00:08:37.935> to.

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And<00:08:39.124> so<00:08:40.088> we—<00:08:41.212> the<00:08:43.157> dealer<00:08:43.542> out<00:08:43.655> in<00:08:43.719> West<00:08:43.976> Texas<00:08:45.711> passed<00:08:46.049> away.

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And<00:08:48.212> we,<00:08:49.583> we,<00:08:50.131> we<00:08:50.293> went<00:08:50.454> out<00:08:50.696> and<00:08:50.793> we<00:08:50.954> competed<00:08:52.405> to<00:08:53.696> get<00:08:53.921> that<00:08:54.099> dealership<00:08:54.599> in<00:08:54.744> West<00:08:54.986> Texas.

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We<00:08:57.154> bought<00:08:57.396> our<00:08:57.623> first<00:08:58.286> computer.

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I<00:08:59.418> thought<00:09:00.453> we<00:09:00.615> were<00:09:00.712> big<00:09:00.873> shots.

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Dot<00:09:02.086> matrix<00:09:02.571> printer.

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Yeah.

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And<00:09:06.341> put<00:09:06.536> the<00:09:06.681> presentation<00:09:07.637> all<00:09:07.815> together.

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And<00:09:09.758> we<00:09:09.919> didn't<00:09:10.146> get<00:09:10.324> it.

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And<00:09:10.794> we<00:09:10.891> were<00:09:11.037> shocked<00:09:11.781> that<00:09:11.927> we<00:09:12.024> didn't<00:09:12.267> get<00:09:12.445> it.

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And<00:09:13.923> about<00:09:14.164> 60<00:09:14.632> days<00:09:14.970> later,<00:09:15.437> Cat<00:09:15.760> came<00:09:16.066> to<00:09:16.243> us<00:09:16.646> and<00:09:16.791> they<00:09:16.887> said,<00:09:17.193> well,<00:09:18.982> we<00:09:19.143> want<00:09:19.368> you<00:09:19.481> to<00:09:19.610> go<00:09:19.787> to<00:09:19.852> Ohio.

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Because<00:09:21.768> for<00:09:21.865> the<00:09:21.945> first<00:09:22.267> time,<00:09:22.670> Caterpillar<00:09:23.379> had<00:09:23.798> canceled<00:09:25.168> 2<00:09:25.474> dealerships.

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They'd<00:09:26.296> never<00:09:26.538> canceled<00:09:27.166> a<00:09:27.198> dealer<00:09:27.343> before.

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Wow.

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One<00:09:28.939> in<00:09:28.971> Cincinnati<00:09:29.599> and<00:09:29.744> one<00:09:29.938> in<00:09:31.111> Columbus,<00:09:31.609> Ohio.

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So,<00:09:34.902> put<00:09:35.063> our<00:09:35.224> presentation<00:09:36.011> together.

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We<00:09:36.975> had<00:09:37.072> to<00:09:37.216> compete<00:09:37.955> against<00:09:38.518> 4<00:09:38.903> other<00:09:39.878> very<00:09:40.135> qualified<00:09:41.181> cat<00:09:41.503> dealerships.

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I<00:09:43.112> was<00:09:43.595> 36<00:09:44.641> years<00:09:45.027> old<00:09:45.526> and<00:09:45.687> Peter<00:09:46.009> was<00:09:46.411> 37<00:09:47.039> years<00:09:47.361> old.

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So<00:09:49.097> we<00:09:49.261> flew<00:09:49.506> to<00:09:49.669> Peoria,<00:09:50.078> Illinois,<00:09:50.731> did<00:09:50.927> our<00:09:51.205> dog<00:09:51.483> and<00:09:51.613> pony<00:09:51.875> show,<00:09:52.430> and<00:09:52.692> they<00:09:52.921> picked<00:09:53.166> us.

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And<00:09:55.526> we<00:09:55.624> said,<00:09:55.853> well,<00:09:55.967> that's<00:09:56.180> the<00:09:56.261> good<00:09:56.441> news.

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The<00:09:56.768> bad<00:09:56.996> news<00:09:57.242> is<00:09:57.421> we<00:09:57.454> don't<00:09:57.650> have<00:09:57.748> any<00:09:57.928> money.

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And<00:09:58.957> they<00:09:59.055> said,<00:09:59.317> well,<00:09:59.447> you<00:09:59.545> better<00:09:59.774> get<00:09:59.937> some.

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And<00:10:02.046> so<00:10:03.377> this<00:10:03.611> was<00:10:03.710> in<00:10:03.777> 1985.

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And<00:10:07.481> economic<00:10:07.898> times<00:10:08.443> were<00:10:08.539> horrible.

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Interest<00:10:10.543> rates<00:10:10.944> in<00:10:11.024> the<00:10:11.185> '80s<00:10:11.506> got<00:10:11.682> up<00:10:11.810> to<00:10:11.971> 21%.

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If<00:10:13.189> you<00:10:13.285> can<00:10:13.430> imagine<00:10:13.991> running<00:10:14.536> a<00:10:14.697> business<00:10:16.220> that<00:10:16.541> 21<00:10:17.358> cents<00:10:17.904> out<00:10:18.000> of<00:10:18.096> every<00:10:18.385> dollar<00:10:19.443> vanished<00:10:20.068> before<00:10:20.341> your<00:10:20.550> eyes,<00:10:20.950> before<00:10:21.207> you<00:10:21.367> even<00:10:21.528> got<00:10:21.768> to<00:10:21.929> it.

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Wow.

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Yeah.

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And<00:10:24.911> so<00:10:25.296> Cat<00:10:25.617> Finance<00:10:27.204> started<00:10:28.086> in<00:10:28.166> the<00:10:28.343> early<00:10:28.728> '80s<00:10:29.385> because<00:10:29.690> a<00:10:29.706> lot<00:10:29.866> of<00:10:29.946> banks<00:10:30.427> wouldn't<00:10:30.924> finance<00:10:31.550> tractors.

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And<00:10:33.236> so<00:10:33.462> they<00:10:33.640> had<00:10:33.801> become<00:10:34.430> very<00:10:34.769> successful.

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So<00:10:37.512> we<00:10:37.673> went<00:10:37.834> to<00:10:37.980> the<00:10:38.076> president<00:10:38.560> of<00:10:38.641> Cat<00:10:38.948> Finance<00:10:39.448> and<00:10:39.609> we<00:10:39.690> said,<00:10:40.012> Jim,<00:10:40.561> you<00:10:40.593> need<00:10:40.819> to<00:10:40.900> loan<00:10:41.126> us<00:10:41.222> money.

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We<00:10:41.900> don't<00:10:42.094> have<00:10:42.190> any<00:10:42.320> money.

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And<00:10:42.659> he<00:10:42.692> said,<00:10:42.983> get<00:10:43.145> out<00:10:43.258> of<00:10:43.307> here.

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So<00:10:44.601> we<00:10:45.006> flew<00:10:45.168> back<00:10:45.410> to<00:10:45.507> Peoria<00:10:45.977> the<00:10:46.009> next<00:10:46.381> week<00:10:46.640> and<00:10:46.737> said,<00:10:46.964> no,<00:10:47.190> you<00:10:47.271> don't<00:10:47.449> understand.

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We<00:10:48.663> don't<00:10:48.808> have<00:10:48.889> any<00:10:49.003> money.

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And<00:10:50.974> he<00:10:51.070> said,<00:10:51.521> look,<00:10:52.486> we<00:10:52.663> were<00:10:52.824> formed<00:10:53.307> to<00:10:53.452> help<00:10:53.967> sell<00:10:54.434> Cat<00:10:54.739> tractors,<00:10:56.284> not<00:10:56.445> to<00:10:56.526> loan<00:10:56.767> dealers<00:10:57.169> money.

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And<00:10:58.042> we<00:10:58.138> said,<00:10:58.426> well,<00:10:58.522> that's<00:10:58.683> what<00:10:58.843> we're<00:10:58.987> gonna<00:10:59.147> do<00:10:59.323> for<00:10:59.484> you,<00:10:59.564> Jim.

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We're<00:11:00.605> gonna<00:11:00.829> help<00:11:01.022> sell<00:11:01.326> tractors.

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So<00:11:02.928> we<00:11:03.088> convinced<00:11:03.633> him<00:11:04.130> to<00:11:04.514> loan<00:11:04.755> us<00:11:04.915> the<00:11:04.995> money.

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So<00:11:06.068> we<00:11:06.213> buy<00:11:06.757> 2<00:11:06.998> Cat<00:11:07.318> dealerships<00:11:08.055> with<00:11:08.616> no<00:11:08.840> money<00:11:09.096> down<00:11:09.961> in<00:11:10.042> the<00:11:10.202> '80s,<00:11:11.003> which<00:11:11.323> is<00:11:11.884> unheard<00:11:12.285> of.

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Wow.

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Yeah,<00:11:15.248> and<00:11:15.905> both<00:11:16.210> dealerships<00:11:16.931> were<00:11:17.027> very<00:11:17.267> dysfunctional,<00:11:18.533> low<00:11:18.709> performers.

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That's<00:11:19.590> why<00:11:19.670> they<00:11:19.830> got<00:11:20.311> canceled.

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You<00:11:22.474> know,<00:11:23.419> market<00:11:23.820> share<00:11:24.220> was<00:11:24.316> 17%,<00:11:25.518> and<00:11:25.598> in<00:11:25.742> 9<00:11:25.999> months<00:11:26.319> we<00:11:26.463> got<00:11:26.623> it<00:11:26.736> up<00:11:26.880> to<00:11:26.944> about<00:11:27.120> 42%.

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And<00:11:28.706> Cat<00:11:29.027> came<00:11:29.267> to<00:11:29.347> us<00:11:30.389> and<00:11:30.485> said,<00:11:31.270> "We<00:11:31.366> want<00:11:31.591> you<00:11:31.687> to<00:11:31.751> go<00:11:31.847> to<00:11:31.991> Louisiana<00:11:32.552> and<00:11:32.712> buy<00:11:32.889> the<00:11:32.969> dealership<00:11:33.450> there."<00:11:34.475> And<00:11:34.876> yes,<00:11:35.212> we<00:11:35.308> know<00:11:35.597> you<00:11:35.629> don't<00:11:35.837> have<00:11:35.949> any<00:11:36.078> money,<00:11:36.350> so<00:11:36.574> we're<00:11:36.670> going<00:11:36.751> to<00:11:36.879> loan<00:11:37.055> you<00:11:37.119> money.

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And<00:11:38.658> you<00:11:38.754> don't<00:11:38.962> have<00:11:39.138> to<00:11:39.218> compete<00:11:39.539> with<00:11:39.699> anybody;<00:11:40.180> we've<00:11:40.420> already<00:11:41.125> selected<00:11:41.686> you.

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So<00:11:43.449> we<00:11:43.930> go<00:11:44.122> to<00:11:44.250> Louisiana<00:11:45.292> and<00:11:46.189> do<00:11:46.413> our<00:11:46.590> due<00:11:46.734> diligence,<00:11:47.695> and<00:11:48.977> a<00:11:49.378> lot<00:11:49.618> going<00:11:49.939> on.

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And<00:11:52.022> Peter<00:11:52.294> signed<00:11:52.743> the<00:11:52.919> papers.

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We<00:11:55.149> had<00:11:55.261> to<00:11:55.325> close<00:11:55.711> the<00:11:55.791> deal<00:11:56.048> by<00:11:56.289> January<00:11:56.851> 1st,<00:11:57.172> '87.

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He<00:11:58.778> signed<00:11:59.019> the<00:11:59.099> papers<00:11:59.581> in<00:11:59.661> New<00:11:59.741> Orleans<00:12:00.223> at<00:12:00.769> 10:30<00:12:01.267> PM<00:12:01.668> on<00:12:01.813> New<00:12:01.909> Year's<00:12:02.150> Eve.

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So<00:12:03.338> January<00:12:03.820> 10th,<00:12:04.141> we<00:12:04.221> have<00:12:04.334> the<00:12:04.478> big<00:12:05.040> kickoff<00:12:05.442> meeting.

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Had<00:12:06.197> about<00:12:06.486> 300<00:12:06.967> employees<00:12:07.529> that<00:12:07.850> we<00:12:08.734> don't<00:12:08.958> even<00:12:09.151> know<00:12:10.339> in<00:12:10.420> the<00:12:10.564> big<00:12:10.741> hotel<00:12:11.223> room<00:12:12.507> doing<00:12:12.748> the<00:12:12.828> kickoff.

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Here's<00:12:13.856> what<00:12:14.033> we're<00:12:14.177> about.

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Here's<00:12:15.141> what<00:12:15.301> we're<00:12:15.398> going<00:12:15.494> to<00:12:15.638> do.

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This<00:12:17.244> is<00:12:17.341> how<00:12:17.549> we<00:12:17.710> run<00:12:17.967> things.

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And<00:12:19.573> then<00:12:19.717> we<00:12:19.814> take<00:12:20.070> a<00:12:20.119> break.

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And<00:12:20.697> back<00:12:20.938> then<00:12:21.323> you<00:12:21.484> had<00:12:23.183> just<00:12:23.568> walls<00:12:24.385> full<00:12:24.546> of<00:12:25.187> payphones<00:12:25.812> because<00:12:26.004> you<00:12:26.533> called<00:12:26.854> in<00:12:26.950> for<00:12:27.078> messages.

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And<00:12:28.713> so<00:12:29.979> Peter<00:12:30.171> gets<00:12:30.460> off<00:12:30.556> the<00:12:30.716> phone<00:12:31.197> and<00:12:31.341> his<00:12:31.517> cousin<00:12:32.223> who<00:12:32.399> owned<00:12:32.623> the<00:12:32.719> dealership<00:12:33.344> in<00:12:34.178> San<00:12:34.386> Antonio<00:12:35.268> and<00:12:36.550> Austin<00:12:37.511> had<00:12:37.672> called<00:12:37.928> him.

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And<00:12:39.835> I<00:12:39.867> said,<00:12:40.076> well,<00:12:40.236> what<00:12:40.284> do<00:12:40.396> you<00:12:40.476> want?

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He<00:12:40.893> said,<00:12:41.117> he<00:12:41.214> wants<00:12:41.598> me<00:12:41.694> to<00:12:41.855> buy<00:12:41.935> his<00:12:42.159> dealership.

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And<00:12:43.297> I<00:12:43.377> said,<00:12:43.682> well,<00:12:43.778> what'd<00:12:43.922> you<00:12:44.018> tell<00:12:44.243> him?

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He<00:12:44.499> said,<00:12:44.723> well,<00:12:45.236> I<00:12:45.300> told<00:12:45.461> him<00:12:45.605> we<00:12:45.701> don't<00:12:45.781> have<00:12:45.925> any<00:12:46.022> money.

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So<00:12:47.929> we<00:12:48.025> get<00:12:48.169> on<00:12:48.265> the<00:12:48.345> plane,<00:12:48.730> fly<00:12:48.906> to<00:12:48.986> San<00:12:49.227> Antonio,<00:12:50.044> meet<00:12:50.333> with<00:12:50.493> Gary,<00:12:50.990> and<00:12:52.113> We<00:12:52.210> said,<00:12:52.437> we'd<00:12:52.600> like<00:12:52.843> to<00:12:53.881> buy<00:12:54.043> your<00:12:54.140> dealership,<00:12:54.627> but<00:12:55.340> we<00:12:55.421> don't<00:12:55.518> have<00:12:55.681> any<00:12:55.778> money.

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And<00:12:56.151> he<00:12:56.248> said,<00:12:56.491> well,<00:12:56.637> that's<00:12:56.816> okay.

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I<00:12:57.221> don't<00:12:57.367> want<00:12:57.529> your<00:12:57.610> money.

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And<00:12:59.036> I<00:12:59.052> said,<00:12:59.294> well,<00:12:59.455> tell<00:12:59.568> me<00:12:59.713> more<00:12:59.922> about<00:13:00.099> that<00:13:00.325> part.

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And<00:13:02.257> he<00:13:02.354> said,<00:13:02.596> well,<00:13:03.063> I,<00:13:04.834> my,<00:13:05.189> my<00:13:05.559> wife<00:13:06.381> and<00:13:06.606> friends<00:13:06.944> get<00:13:07.105> me<00:13:07.347> into<00:13:07.733> too<00:13:07.846> many<00:13:08.072> deals<00:13:09.263> that,<00:13:09.602> you<00:13:09.682> know,<00:13:09.746> I<00:13:09.907> lose<00:13:10.101> money<00:13:10.471> on.

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So<00:13:11.775> I<00:13:11.824> want<00:13:11.920> to<00:13:12.001> be<00:13:12.081> able<00:13:12.323> to<00:13:12.661> look<00:13:12.822> them<00:13:12.983> in<00:13:13.080> the<00:13:13.225> eye<00:13:14.416> and<00:13:14.513> be<00:13:14.658> honest<00:13:15.399> and<00:13:15.479> tell<00:13:15.624> them<00:13:15.785> I<00:13:15.801> don't<00:13:16.027> have<00:13:16.172> money.

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So<00:13:16.848> just<00:13:17.170> make<00:13:17.482> quarterly<00:13:17.842> payments<00:13:18.340> to<00:13:18.425> me.

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So<00:13:19.931> we<00:13:20.076> buy<00:13:20.140> our<00:13:20.317> 4th<00:13:20.638> dealership<00:13:21.424> with<00:13:21.520> no<00:13:21.617> money<00:13:21.922> down.

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Wow.

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And<00:13:23.366> how<00:13:23.543> many<00:13:23.848> years?

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18<00:13:24.265> months<00:13:24.570> period.

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18<00:13:25.277> months.

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Wow.

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Yeah.

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That's<00:13:27.604> quite<00:13:27.861> a<00:13:27.941> bit.

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Yes.

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And<00:13:30.044> so<00:13:31.537> I<00:13:31.633> was<00:13:31.858> flying<00:13:32.195> all<00:13:32.420> over<00:13:32.580> the<00:13:32.676> place.

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The<00:13:34.667> gas<00:13:34.924> compression<00:13:35.485> company,<00:13:36.288> we<00:13:36.432> had<00:13:36.609> stores<00:13:37.251> in<00:13:37.396> Oklahoma<00:13:38.134> and<00:13:39.017> Texas<00:13:39.579> and<00:13:39.739> Louisiana<00:13:40.542> and<00:13:40.686> Canada.

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And<00:13:42.612> then<00:13:42.773> we<00:13:42.933> had<00:13:43.190> dealerships<00:13:43.832> in<00:13:44.073> Ohio<00:13:44.715> and<00:13:44.860> Louisiana,<00:13:45.855> Texas.

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We<00:13:47.835> had<00:13:48.077> all<00:13:48.174> these<00:13:48.336> different<00:13:48.642> cultures,<00:13:49.612> you<00:13:49.708> know,<00:13:49.951> Canadians<00:13:50.678> and<00:13:50.823> Ohioans<00:13:51.404> and<00:13:52.212> Cajuns<00:13:52.858> and<00:13:53.424> Texans<00:13:54.070> and<00:13:54.700> Oklahomans<00:13:55.362> and<00:13:55.667> Sooners.

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And,<00:13:58.318> and<00:13:58.479> so<00:13:59.700> I<00:13:59.845> had<00:13:59.925> hired<00:14:00.182> a<00:14:00.262> guy<00:14:00.503> named<00:14:00.728> Tim<00:14:00.905> McElroy<00:14:01.467> to<00:14:01.548> come<00:14:01.773> in<00:14:01.869> and<00:14:02.030> do<00:14:02.110> some<00:14:02.351> DISC<00:14:02.592> training<00:14:02.994> for<00:14:03.235> us.

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And<00:14:04.360> so<00:14:04.923> we<00:14:05.084> needed<00:14:05.488> something<00:14:06.199> beyond<00:14:06.620> that.

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And<00:14:07.977> he<00:14:08.090> knew<00:14:08.300> a<00:14:08.317> guy<00:14:08.559> named<00:14:08.785> Michael<00:14:09.125> Connor.

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So<00:14:10.353> we<00:14:10.498> met<00:14:10.725> Michael<00:14:11.064> Connor,<00:14:11.549> and<00:14:11.694> then<00:14:11.856> Michael<00:14:12.195> Connor<00:14:12.535> knew<00:14:13.713> Ken<00:14:13.874> Blanchard,<00:14:14.998> author<00:14:15.383> of<00:14:15.720> The<00:14:15.816> One<00:14:16.041> Minute<00:14:16.202> Manager<00:14:16.924> and<00:14:17.807> co-creator<00:14:18.529> of<00:14:18.674> Situational<00:14:19.396> Leadership.

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And<00:14:21.017> we<00:14:21.740> worked<00:14:22.045> with<00:14:22.221> him<00:14:22.542> to<00:14:22.638> skunkworks<00:14:23.650> this<00:14:23.826> whole<00:14:25.191> values-based<00:14:26.330> leadership<00:14:27.358> concept.

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It<00:14:29.027> started<00:14:29.429> out<00:14:29.541> managing<00:14:30.247> by<00:14:30.488> values,<00:14:31.371> but<00:14:31.612> we<00:14:31.836> took<00:14:32.157> it—<00:14:33.618> we<00:14:33.779> liked<00:14:34.084> leading<00:14:35.127> people<00:14:35.544> versus<00:14:36.010> managing<00:14:36.572> things.

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And<00:14:38.113> so<00:14:38.755> we<00:14:38.899> created<00:14:39.477> values-based<00:14:40.183> leadership.

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And<00:14:43.554> where<00:14:43.716> we<00:14:43.814> could<00:14:43.959> all<00:14:44.202> have<00:14:44.299> a<00:14:44.461> set<00:14:44.688> of<00:14:44.850> core<00:14:45.741> ethical<00:14:46.162> values,<00:14:47.522> where<00:14:47.620> it<00:14:47.701> didn't<00:14:47.927> matter<00:14:48.332> what<00:14:48.656> state<00:14:49.320> or<00:14:49.466> country<00:14:49.952> you<00:14:50.049> were<00:14:50.276> in,<00:14:50.697> we<00:14:50.924> all<00:14:51.070> shared<00:14:51.756> common<00:14:52.639> core<00:14:52.901> values.

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Ethical<00:14:54.372> was<00:14:54.601> our<00:14:54.699> number<00:14:55.010> one<00:14:55.190> value.

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And<00:14:58.331> from<00:14:58.574> there,<00:15:01.223> what<00:15:01.385> I<00:15:01.482> realized<00:15:02.128> was<00:15:02.936> we,<00:15:03.647> we<00:15:03.808> would<00:15:03.986> put<00:15:04.148> people<00:15:04.471> in<00:15:04.616> management<00:15:05.101> positions<00:15:06.789> And<00:15:06.892> they<00:15:07.048> had<00:15:07.220> no<00:15:07.393> tools.

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You<00:15:10.028> know,<00:15:10.092> we<00:15:10.253> give<00:15:10.815> carpenters,<00:15:12.341> plumbers,<00:15:13.225> electricians,<00:15:14.751> tractor<00:15:15.153> mechanics<00:15:16.342> tools.

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But<00:15:18.367> boy,<00:15:18.592> we<00:15:18.688> stick<00:15:18.945> somebody<00:15:19.331> in<00:15:19.540> a<00:15:19.556> management<00:15:19.816> position<00:15:20.402> and<00:15:21.508> they<00:15:21.541> might<00:15:21.753> have<00:15:21.867> a<00:15:21.932> telephone<00:15:22.404> on<00:15:22.501> their<00:15:22.648> desk<00:15:23.168> at<00:15:23.233> that<00:15:23.461> time.

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That's<00:15:24.128> about<00:15:24.373> it.

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And<00:15:25.696> so<00:15:25.923> we<00:15:26.020> started<00:15:26.426> creating<00:15:26.832> tools<00:15:27.498> to<00:15:27.644> help<00:15:27.953> leaders<00:15:28.537> be<00:15:28.635> more<00:15:28.927> effective<00:15:29.836> leaders.

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And<00:15:31.281> that,<00:15:31.769> that<00:15:32.028> really<00:15:33.278> Between<00:15:33.519> the<00:15:33.615> values<00:15:34.884> and<00:15:35.141> the<00:15:36.088> tools,<00:15:36.827> that's<00:15:37.068> what<00:15:37.309> really<00:15:38.738> made<00:15:38.979> us,<00:15:39.236> drove<00:15:39.477> us<00:15:39.701> to<00:15:39.798> be<00:15:40.537> super<00:15:40.858> successful.

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And<00:15:42.271> how<00:15:42.367> many<00:15:42.528> employees<00:15:42.961> did<00:15:43.154> you<00:15:43.218> have<00:15:43.347> at<00:15:43.427> the<00:15:43.507> time?

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You<00:15:44.872> know,<00:15:45.322> I'm<00:15:45.370> gonna<00:15:45.515> say<00:15:45.900> we<00:15:46.125> probably<00:15:46.848> had<00:15:47.731> 2,000,<00:15:49.658> maybe<00:15:49.995> 2,300<00:15:51.601> between<00:15:52.725> all<00:15:52.950> the<00:15:53.046> companies.

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And<00:15:55.038> one<00:15:55.198> of<00:15:55.230> the<00:15:55.279> things<00:15:55.455> I've<00:15:55.600> heard<00:15:55.696> you<00:15:55.776> talk<00:15:56.097> about<00:15:56.322> is<00:15:56.483> how<00:15:57.125> when<00:15:57.206> you<00:15:57.302> have<00:15:57.479> that<00:15:57.703> many<00:15:57.928> employees<00:15:58.506> spread<00:15:58.892> out<00:15:59.068> that<00:15:59.309> much,<00:16:00.016> Managing<00:16:00.497> them<00:16:00.658> all<00:16:00.754> is<00:16:00.851> so<00:16:01.140> hard.

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So<00:16:01.637> can<00:16:01.734> you<00:16:01.798> talk<00:16:02.103> a<00:16:02.119> little<00:16:02.344> bit<00:16:02.424> about<00:16:02.665> how<00:16:02.841> values<00:16:03.483> became<00:16:03.869> the<00:16:03.965> boss?

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That's<00:16:04.768> a<00:16:04.832> phrase<00:16:05.169> I've<00:16:05.233> heard<00:16:05.345> you<00:16:05.410> use<00:16:05.650> a<00:16:05.667> lot.

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Yeah,<00:16:07.978> that's<00:16:08.219> our<00:16:08.379> credo.

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The<00:16:09.022> values<00:16:09.567> are<00:16:09.600> the<00:16:09.744> boss.

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Your<00:16:10.466> supervisor's<00:16:11.349> not<00:16:11.815> your<00:16:11.911> boss.

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You<00:16:12.345> might<00:16:12.553> report<00:16:13.115> to<00:16:13.260> your<00:16:13.356> supervisor,<00:16:14.801> but<00:16:14.961> the<00:16:15.042> values<00:16:15.828> are<00:16:15.908> your<00:16:16.085> guide.

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Peter<00:16:17.754> and<00:16:17.915> I<00:16:18.332> quickly<00:16:19.296> realized<00:16:19.777> we<00:16:19.922> couldn't<00:16:20.179> fly<00:16:20.484> around<00:16:21.238> to,<00:16:21.720> I<00:16:21.768> think<00:16:21.864> we<00:16:21.993> had<00:16:22.105> 48<00:16:22.586> locations<00:16:23.229> all<00:16:23.373> the<00:16:23.469> time.

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And<00:16:24.994> so<00:16:25.797> they<00:16:26.102> had<00:16:26.423> to,<00:16:27.242> make<00:16:27.467> decisions<00:16:28.029> on<00:16:28.125> their<00:16:28.350> own.

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And<00:16:29.747> so<00:16:30.758> using<00:16:31.160> the<00:16:31.240> values,<00:16:32.862> they<00:16:33.006> would<00:16:33.183> put<00:16:33.488> their<00:16:33.648> decision<00:16:34.387> through<00:16:34.628> the<00:16:34.789> values,<00:16:35.511> and<00:16:35.591> if<00:16:35.752> it<00:16:35.832> went<00:16:36.073> through<00:16:36.378> okay—<00:16:37.984> is<00:16:38.144> it<00:16:38.225> going<00:16:38.321> to<00:16:38.401> be<00:16:38.642> ethical?

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Is<00:16:39.686> it<00:16:39.766> going<00:16:39.927> to<00:16:40.023> make<00:16:40.874> all<00:16:41.051> parties<00:16:41.693> successful?

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Is<00:16:42.897> it<00:16:43.058> going<00:16:43.202> to<00:16:43.299> be<00:16:44.166> excellent?

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Is<00:16:44.984> it<00:16:45.065> going<00:16:45.225> to<00:16:45.386> be<00:16:46.269> committed?

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And<00:16:47.152> is<00:16:47.377> it<00:16:47.537> going<00:16:47.634> to<00:16:47.714> be<00:16:47.875> dynamic?—<00:16:49.464> then<00:16:50.026> you're<00:16:50.187> probably<00:16:50.845> good<00:16:51.006> to<00:16:51.086> go,<00:16:51.487> right?

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And<00:16:54.119> that<00:16:54.296> created<00:16:54.857> our<00:16:55.419> culture,<00:16:57.408> and<00:16:57.568> it<00:16:57.649> helped<00:16:58.066> people<00:16:59.574> lead<00:16:59.991> upwards<00:17:00.633> to<00:17:00.793> their<00:17:00.969> supervisor<00:17:02.558> because<00:17:03.023> the<00:17:03.504> core<00:17:03.761> values<00:17:04.643> were<00:17:04.804> really<00:17:05.124> the<00:17:05.205> boss.

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And<00:17:07.146> so<00:17:07.771> people<00:17:08.156> could<00:17:08.317> really<00:17:08.493> share<00:17:08.958> feedback<00:17:10.017> upwards<00:17:10.482> to<00:17:10.595> their<00:17:10.739> supervisor<00:17:11.766> and<00:17:11.926> feel<00:17:12.343> comfortable<00:17:12.905> that<00:17:13.290> they<00:17:13.450> weren't<00:17:13.595> gonna<00:17:13.851> get<00:17:15.151> fired,<00:17:16.178> right?

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Because<00:17:17.317> that<00:17:17.477> would<00:17:17.702> be<00:17:17.798> violating<00:17:18.423> the<00:17:18.520> values.

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And,<00:17:21.712> and<00:17:21.969> it<00:17:22.129> became<00:17:22.466> a<00:17:22.755> culture<00:17:23.252> of<00:17:23.477> winning<00:17:23.798> together<00:17:24.295> and<00:17:24.456> losing<00:17:24.857> together,<00:17:25.354> you<00:17:26.301> know,<00:17:26.702> because<00:17:26.942> we're,<00:17:27.889> we're<00:17:28.146> a<00:17:28.306> team<00:17:28.948> of<00:17:29.108> people.

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Everything<00:17:30.632> gets<00:17:31.034> done<00:17:31.515> with<00:17:31.916> and<00:17:32.060> through<00:17:32.702> teams<00:17:33.183> of<00:17:33.280> people.

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Nothing<00:17:35.269> of<00:17:35.381> significance<00:17:36.793> really<00:17:37.034> happens<00:17:38.317> by<00:17:39.280> yourself,<00:17:40.082> one<00:17:40.339> person.

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It,<00:17:41.943> it<00:17:42.088> takes<00:17:42.489> everyone,<00:17:43.307> much<00:17:43.547> like<00:17:43.804> an<00:17:43.933> athletic<00:17:44.366> team,<00:17:44.654> right?

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Yeah.

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And<00:17:46.098> even<00:17:46.435> though<00:17:46.756> golf<00:17:47.221> is<00:17:47.318> an<00:17:47.478> individual<00:17:47.959> sport,<00:17:49.644> they<00:17:49.788> have<00:17:50.029> all<00:17:50.205> their<00:17:50.366> team,<00:17:51.553> their<00:17:52.371> mental<00:17:52.772> coach,<00:17:53.558> their<00:17:54.055> physical<00:17:54.537> coach,<00:17:55.082> their<00:17:55.435> nutritional<00:17:56.285> coach.

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They<00:17:57.649> have<00:17:57.825> people<00:17:58.387> there<00:17:59.173> that<00:17:59.269> are<00:17:59.429> part<00:17:59.734> of<00:17:59.830> their<00:18:00.071> team.

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So<00:18:01.419> you<00:18:01.515> and<00:18:01.659> Ken<00:18:01.916> Blanchard<00:18:02.461> spent<00:18:03.183> a<00:18:03.264> good<00:18:03.440> deal<00:18:03.600> of<00:18:03.681> time<00:18:04.001> together<00:18:04.403> throughout<00:18:04.723> this<00:18:04.948> process<00:18:05.461> of<00:18:05.606> rolling<00:18:05.991> out<00:18:06.087> values-based<00:18:06.745> leadership<00:18:07.226> and<00:18:07.370> figuring<00:18:07.836> out<00:18:08.317> how<00:18:08.349> to<00:18:08.493> do<00:18:08.654> this<00:18:08.975> in<00:18:09.055> Hulk<00:18:09.295> Cat.

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Can<00:18:10.162> you<00:18:10.242> tell<00:18:10.354> me<00:18:10.483> a<00:18:10.499> little<00:18:10.739> bit<00:18:10.836> about<00:18:11.124> that?

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Yeah,<00:18:12.408> I<00:18:12.424> mean,<00:18:12.664> Ken's<00:18:12.969> such<00:18:13.162> a<00:18:13.226> great<00:18:13.547> guy.

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He's<00:18:14.589> got<00:18:14.814> great<00:18:15.071> stories,<00:18:16.354> which<00:18:16.579> really<00:18:16.755> stories<00:18:17.621> are<00:18:17.718> really<00:18:18.039> influence.

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They're<00:18:19.466> contrast<00:18:21.552> where<00:18:21.712> people<00:18:21.953> can<00:18:22.113> wrap<00:18:22.370> their<00:18:22.514> head<00:18:23.413> around<00:18:23.734> concepts.

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And<00:18:26.284> he<00:18:27.247> is<00:18:27.568> a<00:18:27.824> big-time<00:18:28.306> collaborator.

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He's<00:18:30.070> never<00:18:30.552> written<00:18:30.808> a<00:18:30.937> book<00:18:31.354> with<00:18:31.739> just<00:18:32.076> his<00:18:32.236> name<00:18:32.541> on<00:18:32.717> it.

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Every<00:18:33.439> single<00:18:33.760> book,<00:18:34.001> I<00:18:34.081> think<00:18:34.322> he's,<00:18:34.498> I<00:18:34.514> don't<00:18:34.610> know,<00:18:34.947> he's<00:18:35.108> probably<00:18:35.348> up<00:18:35.445> to<00:18:35.493> 100<00:18:35.846> books<00:18:36.150> now<00:18:36.407> that<00:18:36.552> he's<00:18:36.728> written,<00:18:37.771> but<00:18:37.915> they're<00:18:38.076> all<00:18:38.156> co-authored.

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He's<00:18:39.279> always<00:18:39.600> had<00:18:39.760> somebody<00:18:40.418> with<00:18:40.723> him<00:18:41.220> to<00:18:41.444> help.

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Write<00:18:42.246> the<00:18:42.343> book<00:18:43.385> because<00:18:43.690> he's<00:18:43.850> just<00:18:44.043> a<00:18:44.107> people<00:18:44.444> guy.

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It's<00:18:45.630> back<00:18:45.871> to<00:18:45.951> that<00:18:46.272> we<00:18:46.416> win<00:18:46.528> together<00:18:46.913> and<00:18:46.993> we<00:18:47.218> lose<00:18:47.394> together<00:18:47.795> concept.

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Very<00:18:49.158> supportive.

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And<00:18:50.105> then<00:18:50.522> Ken's<00:18:51.003> company,<00:18:52.286> they<00:18:52.446> had<00:18:52.622> a<00:18:52.671> lot<00:18:52.863> of<00:18:52.927> resources.

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So<00:18:54.467> we<00:18:54.611> would<00:18:55.012> hire<00:18:55.413> Ken<00:18:55.734> to<00:18:55.814> come<00:18:56.038> in<00:18:56.375> and<00:18:56.535> speak<00:18:56.840> at<00:18:56.920> our<00:18:57.081> kickoff<00:18:57.578> meetings.

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And<00:18:58.781> he<00:18:58.925> had<00:18:59.101> different<00:18:59.422> people<00:18:59.743> on<00:18:59.967> staff<00:19:00.545> that<00:19:01.266> could<00:19:01.491> coach<00:19:01.924> me<00:19:02.389> and<00:19:02.694> others.

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And<00:19:05.821> he<00:19:06.142> had<00:19:06.398> the<00:19:06.543> consulting<00:19:07.104> company.

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And<00:19:08.643> so<00:19:09.188> it<00:19:09.829> was<00:19:10.005> a<00:19:10.085> great<00:19:10.389> journey,<00:19:10.950> really.

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Values-based<00:19:12.825> leadership<00:19:13.290> really<00:19:13.594> didn't<00:19:14.235> exist<00:19:15.036> at<00:19:15.132> the<00:19:15.277> time,<00:19:16.030> so<00:19:16.430> it<00:19:16.575> was<00:19:17.520> literally<00:19:18.081> created.

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I'm<00:19:19.779> sure<00:19:20.100> there's<00:19:20.340> been<00:19:20.484> some<00:19:20.725> companies<00:19:21.222> that<00:19:21.366> had<00:19:21.622> values,<00:19:22.247> they<00:19:22.343> just<00:19:22.584> didn't<00:19:22.824> call<00:19:23.160> it<00:19:23.305> that.

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And<00:19:24.651> they<00:19:24.747> probably<00:19:25.067> didn't<00:19:25.292> say,<00:19:25.772> hey,<00:19:26.413> the<00:19:26.509> values<00:19:26.974> of<00:19:27.054> the<00:19:27.150> boss.

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And<00:19:30.099> it<00:19:30.211> was<00:19:30.355> great<00:19:30.660> for<00:19:31.541> Peter<00:19:31.781> M.<00:19:31.958> Holt<00:19:32.999> because<00:19:33.704> they<00:19:33.945> really<00:19:35.083> You<00:19:35.180> know,<00:19:35.260> as<00:19:35.404> an<00:19:35.549> owner<00:19:35.950> of<00:19:36.223> a<00:19:36.368> very<00:19:36.544> successful<00:19:37.155> company,<00:19:37.636> you<00:19:37.749> know,<00:19:37.877> your<00:19:38.054> ego<00:19:38.375> can<00:19:38.535> get<00:19:38.664> in<00:19:38.712> your<00:19:38.856> way.

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But<00:19:40.623> he<00:19:40.847> wanted<00:19:41.169> to<00:19:41.265> be<00:19:41.345> in<00:19:41.490> alignment<00:19:41.987> with<00:19:42.148> them.

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He<00:19:42.630> would<00:19:42.774> have<00:19:43.111> 360<00:19:43.898> feedbacks<00:19:46.001> from<00:19:46.162> people<00:19:47.430> and<00:19:47.607> listen.

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And<00:19:50.481> because<00:19:50.722> he<00:19:50.818> wanted<00:19:50.995> to<00:19:51.059> be<00:19:51.220> a<00:19:51.236> more<00:19:51.444> effective<00:19:51.846> leader<00:19:52.328> and<00:19:52.424> a<00:19:52.488> very<00:19:52.745> caring<00:19:53.146> leader,<00:19:53.628> and<00:19:53.692> he<00:19:53.789> was.

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And<00:19:55.073> this<00:19:55.378> marked<00:19:55.940> a<00:19:56.663> shift<00:19:57.080> in<00:19:57.160> your<00:19:57.401> career<00:19:57.803> as<00:19:58.027> well,<00:19:58.429> where<00:19:58.589> you<00:19:58.766> began<00:19:59.248> to<00:19:59.424> start<00:19:59.810> doing<00:20:00.195> more<00:20:00.372> consulting<00:20:01.174> and<00:20:01.255> speaking<00:20:01.640> into<00:20:01.801> other<00:20:01.977> companies<00:20:02.780> as<00:20:02.925> a<00:20:02.941> result<00:20:03.406> of<00:20:03.487> what<00:20:03.583> was<00:20:03.727> happening<00:20:04.129> at<00:20:04.209> Hulk<00:20:04.450> Cat.

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Can<00:20:04.964> you<00:20:05.028> talk<00:20:05.205> a<00:20:05.333> little<00:20:05.494> bit<00:20:05.574> about<00:20:05.767> that?

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Yeah,<00:20:07.030> Peter<00:20:08.567> was<00:20:08.890> a<00:20:09.052> huge<00:20:09.456> proponent<00:20:10.168> of<00:20:10.265> values-based<00:20:10.912> leadership<00:20:12.352> because<00:20:12.611> it<00:20:13.015> worked<00:20:13.193> so<00:20:13.565> well<00:20:14.293> for<00:20:14.536> us.

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It<00:20:15.801> changed<00:20:16.078> his<00:20:16.306> life<00:20:16.566> personally,<00:20:17.054> it<00:20:17.299> changed<00:20:17.624> my<00:20:17.868> life<00:20:18.194> personally,<00:20:18.845> and<00:20:19.024> a<00:20:19.155> lot<00:20:19.317> of<00:20:19.480> others.

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And<00:20:20.968> so<00:20:22.382> he<00:20:22.558> wanted<00:20:22.815> to<00:20:22.944> share<00:20:23.281> that.

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And<00:20:24.486> I<00:20:24.567> said,<00:20:24.792> well,<00:20:25.193> why<00:20:25.370> don't<00:20:25.531> we<00:20:25.772> start<00:20:28.407> a<00:20:28.487> training<00:20:28.824> company?

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So<00:20:30.094> we<00:20:30.190> started<00:20:30.594> Holt<00:20:30.784> Development<00:20:31.353> Services.

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I<00:20:32.444> think<00:20:32.653> it<00:20:32.733> was<00:20:32.893> in<00:20:33.037> 1992<00:20:34.336> that<00:20:34.496> we<00:20:34.641> started<00:20:35.122> that.

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And<00:20:36.260> so<00:20:36.501> I<00:20:36.661> would<00:20:36.821> do,<00:20:37.447> I<00:20:37.463> mean,<00:20:37.687> I<00:20:37.783> did<00:20:38.489> consulting<00:20:39.050> work<00:20:39.290> for<00:20:39.467> companies<00:20:40.108> in<00:20:40.269> Canada<00:20:40.814> and<00:20:42.016> all<00:20:42.193> different<00:20:42.513> places<00:20:42.930> around<00:20:43.219> the<00:20:43.315> country.

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It<00:20:44.678> was<00:20:44.982> a<00:20:45.319> great<00:20:46.906> environment<00:20:47.949> to<00:20:48.045> see<00:20:48.430> how<00:20:48.750> other<00:20:49.071> companies,<00:20:50.851> their<00:20:51.091> processes<00:20:51.957> worked,<00:20:53.416> what<00:20:53.576> their<00:20:53.817> culture<00:20:54.442> looked<00:20:54.715> like,<00:20:56.046> and<00:20:56.527> learn<00:20:57.665> what<00:20:57.889> tools<00:20:58.451> they<00:20:58.771> used<00:20:59.092> that<00:20:59.188> were<00:20:59.284> successful<00:20:59.990> for<00:21:00.230> them.

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And<00:21:01.690> so<00:21:01.899> I<00:21:02.075> was<00:21:02.300> able<00:21:02.557> to<00:21:02.701> go<00:21:02.942> out<00:21:03.263> and<00:21:03.359> bring<00:21:03.905> all<00:21:04.001> of<00:21:04.081> that<00:21:04.386> back<00:21:04.707> in.

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It<00:21:06.007> was<00:21:06.167> a<00:21:06.247> great<00:21:06.649> learning<00:21:07.050> environment.

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And<00:21:08.398> then<00:21:08.638> the<00:21:08.735> culture<00:21:09.072> that<00:21:09.200> we<00:21:09.296> set<00:21:09.681> up<00:21:09.858> was<00:21:10.243> one<00:21:10.516> of<00:21:10.660> learning.

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You<00:21:12.185> know,<00:21:12.441> some<00:21:12.762> of<00:21:12.891> our<00:21:13.067> VPs<00:21:13.773> asked,<00:21:14.415> you<00:21:14.447> know,<00:21:14.913> one<00:21:15.073> time<00:21:15.474> that,<00:21:15.635> well,<00:21:15.859> how<00:21:15.956> long<00:21:16.196> do<00:21:16.276> we<00:21:16.421> have<00:21:16.581> to<00:21:16.678> do<00:21:17.721> this<00:21:18.026> leadership<00:21:18.908> development<00:21:19.422> stuff?

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And<00:21:20.753> the<00:21:20.850> answer<00:21:21.171> was,<00:21:21.476> well,<00:21:22.920> the<00:21:23.000> rest<00:21:23.144> of<00:21:23.257> your<00:21:23.481> life<00:21:23.818> if<00:21:23.899> you<00:21:23.947> want<00:21:24.107> to<00:21:24.155> work<00:21:24.380> here.

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That's<00:21:25.487> awesome.

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Because<00:21:26.386> if<00:21:26.530> you<00:21:26.626> think<00:21:27.092> you've<00:21:27.284> arrived,<00:21:29.178> you<00:21:29.210> know,<00:21:29.499> you're<00:21:29.595> just<00:21:29.756> going<00:21:29.868> to<00:21:29.916> go<00:21:30.077> downhill.

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It's<00:21:32.083> like<00:21:32.324> a<00:21:32.404> banana<00:21:32.806> ripes<00:21:33.512> and<00:21:33.608> then,<00:21:34.154> uh-oh,<00:21:35.133> it<00:21:35.197> starts<00:21:35.775> turning<00:21:36.080> brown<00:21:36.353> and<00:21:36.417> going<00:21:36.658> the<00:21:36.738> other<00:21:36.899> way,<00:21:37.140> doesn't<00:21:37.380> it?

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And<00:21:38.263> so<00:21:39.130> it's<00:21:39.852> a<00:21:39.932> lifelong<00:21:40.430> journey.

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And<00:21:41.955> you<00:21:42.099> look<00:21:42.276> back<00:21:42.613> and<00:21:42.741> you<00:21:42.902> realize<00:21:44.989> that's<00:21:45.181> exactly<00:21:45.647> what<00:21:45.823> it<00:21:46.032> is.

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You<00:21:46.690> never<00:21:47.107> stop<00:21:47.637> learning.

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And<00:21:48.616> it's<00:21:49.916> a<00:21:49.981> great<00:21:50.221> thing<00:21:50.623> for<00:21:50.703> everybody.

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And<00:21:53.255> it<00:21:53.592> goes<00:21:53.897> into<00:21:54.138> the<00:21:54.234> family<00:21:54.700> life.

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A<00:21:55.278> lot<00:21:55.438> of<00:21:55.502> companies<00:21:55.855> try<00:21:56.000> to<00:21:56.626> try<00:21:56.787> to<00:21:56.819> separate<00:21:57.847> work<00:21:58.313> from<00:21:58.490> family,<00:21:59.197> and<00:21:59.358> you<00:21:59.454> can't<00:21:59.695> do<00:21:59.920> that.

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If<00:22:01.768> you<00:22:01.864> don't<00:22:02.250> have<00:22:02.587> a<00:22:02.668> solid<00:22:03.535> family<00:22:04.033> life,<00:22:04.451> you're<00:22:04.644> not<00:22:04.917> gonna<00:22:05.222> have<00:22:05.464> a<00:22:05.560> solid<00:22:06.035> work<00:22:06.297> life.

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That's<00:22:08.130> so<00:22:08.180> good.

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And<00:22:08.364> so<00:22:08.397> all<00:22:08.498> of<00:22:08.631> these<00:22:08.899> tools<00:22:09.484> that<00:22:09.651> we<00:22:09.802> have<00:22:11.809> changed<00:22:12.229> a<00:22:12.245> lot<00:22:12.471> of<00:22:12.536> people's<00:22:12.939> lives<00:22:14.069> at<00:22:14.150> home,<00:22:15.135> their<00:22:15.280> relationships<00:22:16.023> with<00:22:16.168> their<00:22:16.281> spouse,<00:22:17.298> with<00:22:17.395> their<00:22:17.540> children.

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It's,<00:22:18.993> uh,<00:22:19.316> there's<00:22:19.558> wonderful<00:22:19.897> stories<00:22:20.796> of<00:22:20.945> success.

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And<00:22:22.316> I<00:22:22.332> think<00:22:22.653> a<00:22:22.797> lot<00:22:22.990> of<00:22:23.118> people<00:22:23.375> now<00:22:23.599> have<00:22:23.775> heard<00:22:24.561> of<00:22:24.962> the<00:22:25.123> idea<00:22:25.299> of<00:22:25.459> values<00:22:26.101> being<00:22:26.421> influential<00:22:27.063> in<00:22:27.143> the<00:22:27.239> company<00:22:27.704> and<00:22:28.121> setting<00:22:28.426> the<00:22:28.506> culture<00:22:28.923> and<00:22:29.068> leadership,<00:22:30.110> but<00:22:30.751> values-based<00:22:31.313> leadership<00:22:31.730> is<00:22:31.874> so<00:22:32.050> much<00:22:32.339> more<00:22:32.596> than<00:22:32.756> that.

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And<00:22:33.301> I've<00:22:33.462> gotten<00:22:33.638> to<00:22:33.718> see<00:22:33.943> a<00:22:33.959> lot<00:22:34.183> of<00:22:34.263> the<00:22:34.360> tools<00:22:34.825> that<00:22:34.985> you<00:22:35.145> use.

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Can<00:22:36.188> you<00:22:36.364> talk<00:22:36.685> about<00:22:37.326> how<00:22:37.503> it<00:22:37.567> changed<00:22:37.872> your<00:22:38.048> life,<00:22:39.235> how<00:22:39.411> it<00:22:39.475> changed<00:22:39.732> Peter's<00:22:40.133> life,<00:22:40.454> and<00:22:40.614> any<00:22:40.838> other<00:22:41.031> stories<00:22:41.496> you<00:22:41.560> want<00:22:41.640> to<00:22:41.720> share<00:22:42.137> around<00:22:42.683> what<00:22:42.923> values-based<00:22:43.565> leadership<00:22:44.062> does<00:22:44.607> in<00:22:44.703> people's<00:22:45.024> lives<00:22:45.345> and<00:22:45.425> relationships?

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It<00:22:47.029> became<00:22:47.430> personal.

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We<00:22:50.476> created<00:22:51.134> our<00:22:51.358> own<00:22:51.903> personal<00:22:52.801> core<00:22:53.122> values<00:22:53.699> because<00:22:55.046> the<00:22:55.126> company<00:22:55.511> had<00:22:55.752> theirs.

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When<00:22:57.211> you,<00:22:57.532> when<00:22:57.692> you<00:22:57.916> really<00:22:58.109> sit<00:22:58.494> down<00:22:59.119> and<00:22:59.215> you<00:22:59.440> really<00:22:59.696> think<00:23:00.113> through<00:23:00.899> what<00:23:01.123> you<00:23:01.380> really,<00:23:01.701> really<00:23:02.085> value<00:23:03.705> and<00:23:03.849> what<00:23:03.962> is<00:23:04.186> core<00:23:04.587> to<00:23:04.811> you,<00:23:05.934> you<00:23:06.030> might<00:23:06.351> like<00:23:06.655> to<00:23:06.832> deer<00:23:07.136> hunt,<00:23:07.473> but<00:23:07.617> that's—<00:23:08.115> deer<00:23:08.275> hunting<00:23:08.580> is<00:23:08.740> not<00:23:08.852> a<00:23:08.980> core<00:23:09.221> value,<00:23:09.862> right?

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Quality<00:23:11.482> or<00:23:11.642> integrity<00:23:12.765> or<00:23:12.925> love<00:23:13.743> or<00:23:14.112> caring.

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I<00:23:14.865> mean,<00:23:15.972> Those<00:23:16.359> are<00:23:16.617> core<00:23:16.940> values<00:23:17.665> that,<00:23:17.988> you<00:23:18.085> know,<00:23:19.181> you<00:23:19.278> don't<00:23:19.665> really<00:23:19.843> ever<00:23:20.149> want<00:23:20.246> to<00:23:20.327> go<00:23:20.472> away.

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And<00:23:22.149> so<00:23:22.924> everybody<00:23:23.490> created<00:23:23.893> their<00:23:24.039> own<00:23:24.136> personal<00:23:24.572> values,<00:23:25.654> put<00:23:25.799> them<00:23:25.912> across<00:23:26.300> that<00:23:26.558> Life<00:23:26.865> Themes<00:23:27.188> Matrix.

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And<00:23:29.723> it's<00:23:29.868> like<00:23:30.046> holding<00:23:30.417> up<00:23:30.595> a<00:23:30.611> mirror.

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This<00:23:32.669> is<00:23:32.814> what<00:23:32.975> I<00:23:33.120> want.

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I've<00:23:33.877> said<00:23:34.103> it<00:23:34.183> publicly.

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And<00:23:35.890> so<00:23:36.421> I<00:23:36.695> need<00:23:37.001> to<00:23:37.082> ensure<00:23:38.112> that<00:23:38.273> I<00:23:38.837> am<00:23:39.014> showing<00:23:39.481> up<00:23:39.642> that<00:23:39.819> way.

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And<00:23:41.430> we<00:23:41.591> would<00:23:41.720> do<00:23:42.084> 360-degree<00:23:44.148> feedback<00:23:44.870> from<00:23:45.047> people<00:23:46.588> so<00:23:46.813> that<00:23:46.958> we<00:23:47.118> would<00:23:47.279> know<00:23:48.018> to<00:23:48.162> what<00:23:48.339> degree<00:23:48.740> were<00:23:48.981> we<00:23:49.142> aligned<00:23:50.747> in<00:23:50.828> our<00:23:51.052> actions<00:23:51.614> with<00:23:51.791> what<00:23:52.032> we<00:23:52.209> said<00:23:52.755> we<00:23:52.899> wanted<00:23:53.317> in<00:23:53.461> our,<00:23:53.879> in<00:23:53.959> our<00:23:54.119> values.

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And,<00:23:57.010> you<00:23:57.090> know,<00:23:57.492> they<00:23:57.716> went<00:23:58.038> home<00:23:58.776> with<00:23:58.953> us.

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It<00:24:00.061> wasn't<00:24:00.446> just<00:24:00.703> work<00:24:01.586> that<00:24:01.683> had<00:24:01.891> the<00:24:01.988> core<00:24:02.245> values.

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And<00:24:04.380> it<00:24:04.429> makes<00:24:04.734> you<00:24:04.878> think<00:24:05.440> deeper,<00:24:07.110> and<00:24:07.431> it<00:24:07.592> makes<00:24:07.945> you<00:24:08.090> see<00:24:08.893> that<00:24:09.053> there<00:24:09.278> is<00:24:09.471> a<00:24:09.535> community,<00:24:10.258> and<00:24:10.482> it's<00:24:10.723> everything.

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It<00:24:12.265> is<00:24:12.490> work.

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It's<00:24:13.373> your<00:24:13.613> family.

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It's<00:24:14.577> your<00:24:14.737> friends.

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It's<00:24:15.797> the<00:24:15.942> community<00:24:16.504> you<00:24:16.857> live<00:24:18.045> in.

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We<00:24:18.350> need<00:24:18.527> to<00:24:18.671> help<00:24:19.009> nonprofits,<00:24:20.919> help<00:24:21.353> single<00:24:21.658> moms,<00:24:23.103> the<00:24:23.328> homeless.

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If<00:24:24.468> we<00:24:24.628> don't,<00:24:24.949> we're<00:24:25.046> not<00:24:25.255> going<00:24:25.367> to<00:24:25.656> have<00:24:25.768> a<00:24:25.897> very<00:24:26.459> healthy<00:24:27.278> community.

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And<00:24:28.659> so<00:24:28.787> it<00:24:28.867> just<00:24:29.140> makes<00:24:29.461> you<00:24:29.686> start<00:24:30.393> behaving<00:24:31.276> differently,<00:24:31.854> if<00:24:31.998> you<00:24:32.095> will.

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There's<00:24:33.443> a<00:24:33.476> saying<00:24:34.182> that<00:24:34.728> everything<00:24:35.210> is<00:24:35.370> heard<00:24:35.643> in<00:24:35.723> a<00:24:35.788> conversation.

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And<00:24:37.394> so<00:24:38.118> what<00:24:38.343> that<00:24:38.584> means<00:24:39.067> is,<00:24:40.434> whatever<00:24:40.772> is<00:24:40.933> important<00:24:41.576> to<00:24:41.817> you,<00:24:42.445> you<00:24:42.622> will<00:24:42.847> talk<00:24:43.329> about<00:24:43.683> it.

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So<00:24:45.136> like,<00:24:45.458> if<00:24:45.619> I<00:24:45.716> went<00:24:45.877> to<00:24:46.022> a<00:24:46.118> party<00:24:46.602> tonight,<00:24:47.552> I<00:24:47.874> would<00:24:48.615> talk<00:24:48.872> about<00:24:49.323> my<00:24:49.420> grandchildren<00:24:50.128> because<00:24:50.386> they're<00:24:50.547> important<00:24:51.063> to<00:24:51.127> me.

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I<00:24:51.513> would<00:24:51.739> talk<00:24:51.916> to<00:24:51.997> them<00:24:52.077> about,<00:24:52.625> about<00:24:52.882> my<00:24:53.108> wife<00:24:53.446> because<00:24:53.671> she's<00:24:53.929> important<00:24:54.364> to<00:24:54.492> me.

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Some<00:24:55.858> of<00:24:55.890> my<00:24:56.099> hobbies,<00:24:56.886> I<00:24:57.063> enjoy<00:24:57.465> golf,<00:24:58.172> classic<00:24:58.590> cars,<00:24:59.859> you<00:24:59.891> know,<00:25:00.341> art.

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I<00:25:02.446> wouldn't<00:25:02.767> talk<00:25:03.024> about<00:25:03.474> knitting<00:25:03.880> because<00:25:04.231> it's<00:25:04.482> not<00:25:04.666> important<00:25:05.218> to<00:25:05.252> me.

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Really,<00:25:07.566> the<00:25:07.806> cornerstone<00:25:08.913> that<00:25:09.234> really<00:25:09.715> anchored<00:25:10.132> all<00:25:10.372> of<00:25:10.468> it<00:25:10.917> was<00:25:12.281> talking<00:25:12.762> about<00:25:13.002> our<00:25:13.163> values.

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I<00:25:14.558> mean,<00:25:14.782> we<00:25:14.943> had<00:25:15.183> the<00:25:15.328> posters<00:25:15.921> made<00:25:16.530> and<00:25:16.611> we<00:25:16.771> had<00:25:16.883> the<00:25:17.028> little<00:25:17.204> acrylic<00:25:17.733> cubes<00:25:18.294> made<00:25:18.695> with<00:25:18.888> our<00:25:19.112> values<00:25:19.754> and<00:25:19.850> our<00:25:19.994> mission<00:25:20.459> statement<00:25:20.860> and<00:25:20.957> our<00:25:21.181> vision<00:25:21.534> statement,<00:25:22.159> and<00:25:22.240> that's<00:25:22.464> great.

00:25:23.763 --> 00:26:01.637
But<00:25:23.907> we<00:25:25.752> created<00:25:26.088> our<00:25:26.169> values<00:25:26.570> in<00:25:26.714> 1988,<00:25:27.836> and<00:25:27.997> I<00:25:28.029> mean,<00:25:28.334> we<00:25:28.414> start<00:25:29.119> every<00:25:29.777> single<00:25:30.643> executive<00:25:31.204> meeting<00:25:32.167> All<00:25:32.344> of<00:25:32.440> our<00:25:32.520> managers,<00:25:33.387> they<00:25:33.467> start<00:25:33.933> their<00:25:34.045> management<00:25:34.591> meetings<00:25:35.538> with<00:25:35.779> what<00:25:35.956> we<00:25:36.036> call<00:25:36.277> values<00:25:36.759> and<00:25:36.903> action<00:25:37.176> stories,<00:25:38.749> where<00:25:38.926> we<00:25:39.247> talk<00:25:39.568> about<00:25:39.745> somebody<00:25:41.735> that<00:25:42.057> took<00:25:43.020> an<00:25:43.245> act<00:25:44.384> that<00:25:44.706> epitomized<00:25:45.669> one<00:25:45.829> of<00:25:45.990> our<00:25:46.134> values,<00:25:47.178> whether<00:25:47.435> it<00:25:47.595> was<00:25:47.756> a<00:25:47.772> mechanic<00:25:48.478> that<00:25:48.591> stopped<00:25:49.040> on<00:25:49.121> the<00:25:49.201> side<00:25:49.458> of<00:25:49.522> the<00:25:49.666> road<00:25:50.180> and<00:25:50.389> helped<00:25:50.790> a<00:25:51.031> lady<00:25:51.673> change<00:25:52.010> the<00:25:52.492> flat<00:25:52.797> tire<00:25:53.118> on<00:25:53.279> her<00:25:53.455> car,<00:25:54.900> a<00:25:54.980> sales<00:25:55.462> rep<00:25:56.088> that<00:25:56.425> turned<00:25:56.746> down<00:25:57.212> a<00:25:57.389> bribe<00:25:58.240> from<00:25:58.448> a<00:25:58.592> potential<00:25:58.993> customer,<00:26:00.419> you<00:26:00.499> had<00:26:00.595> to<00:26:00.739> give<00:26:00.899> them<00:26:01.012> a<00:26:01.140> discount.

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And<00:26:02.518> so<00:26:02.742> you<00:26:02.822> hear<00:26:02.999> these<00:26:03.223> wonderful<00:26:03.559> stories<00:26:03.960> come<00:26:04.136> out,<00:26:04.361> that—<00:26:04.665> and<00:26:04.761> that's<00:26:04.921> what<00:26:05.082> we<00:26:05.226> start<00:26:05.546> with.

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We<00:26:05.819> don't<00:26:05.963> start<00:26:06.283> with<00:26:06.348> the<00:26:06.508> financial<00:26:07.565> statements.

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And<00:26:09.088> then<00:26:09.248> we<00:26:09.472> have<00:26:10.786> tools<00:26:11.251> and<00:26:11.395> action<00:26:11.731> stories<00:26:13.094> where<00:26:14.199> we<00:26:14.680> have—<00:26:15.241> somebody<00:26:15.721> has<00:26:15.978> used<00:26:16.362> one<00:26:16.523> of<00:26:16.603> our<00:26:16.843> tools<00:26:18.237> to<00:26:18.445> influence<00:26:19.022> someone<00:26:20.208> to<00:26:20.368> produce<00:26:21.025> positive<00:26:21.971> outcomes.

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And<00:26:23.589> so<00:26:23.829> people<00:26:24.631> know<00:26:25.416> that<00:26:25.752> this<00:26:25.977> is<00:26:26.073> important<00:26:26.473> because,<00:26:27.979> yeah,<00:26:28.316> you've<00:26:28.476> got<00:26:28.636> posters<00:26:29.181> on<00:26:29.261> the<00:26:29.357> wall,<00:26:29.982> but<00:26:30.959> it's<00:26:31.184> always<00:26:31.376> talked<00:26:31.680> about<00:26:32.081> every<00:26:32.241> single<00:26:32.562> meeting<00:26:32.882> I'm<00:26:33.058> in.

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And<00:26:34.388> that's<00:26:34.709> what<00:26:34.949> really<00:26:35.301> cements<00:26:35.846> it.

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Yeah,<00:26:37.368> I<00:26:37.432> think<00:26:37.593> we<00:26:37.753> all<00:26:37.929> can<00:26:38.153> resonate<00:26:38.650> with<00:26:39.595> being<00:26:39.996> in<00:26:40.076> a<00:26:40.172> business<00:26:40.717> and<00:26:40.829> seeing<00:26:41.198> the<00:26:41.230> values<00:26:41.678> on<00:26:41.774> the<00:26:41.919> wall,<00:26:42.335> but<00:26:42.495> it<00:26:42.575> being<00:26:42.880> clear<00:26:43.296> that<00:26:44.001> they're<00:26:44.178> just<00:26:44.562> on<00:26:44.658> the<00:26:44.803> wall.

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Right.

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Yeah.

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And<00:26:46.901> so<00:26:48.007> it's,<00:26:48.327> uh,<00:26:48.584> and<00:26:48.680> it's<00:26:48.888> in<00:26:48.984> your<00:26:49.209> actions.

00:26:50.667 --> 00:26:58.432
You<00:26:50.763> know,<00:26:50.907> we<00:26:50.987> had<00:26:51.147> bought<00:26:51.324> a<00:26:51.452> cooler<00:26:51.868> manufacturing<00:26:52.830> company<00:26:53.535> up<00:26:53.711> in<00:26:54.754> Tulsa,<00:26:55.476> Oklahoma,<00:26:56.922> in<00:26:57.018> the<00:26:57.147> gas<00:26:57.404> compression<00:26:57.966> business.

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And<00:27:01.017> we<00:27:01.178> flew<00:27:01.564> up<00:27:01.724> there<00:27:02.447> one<00:27:02.624> time<00:27:03.989> and<00:27:04.133> they<00:27:04.310> had<00:27:04.711> 3<00:27:05.514> big<00:27:05.755> giant<00:27:06.157> coolers<00:27:06.783> on<00:27:06.960> trucks,<00:27:07.522> 3<00:27:07.683> separate<00:27:08.068> trucks,<00:27:08.486> and<00:27:08.550> they<00:27:08.646> were<00:27:08.727> shipping<00:27:09.192> them<00:27:09.289> out.

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And<00:27:10.413> we<00:27:10.493> said,<00:27:10.879> well,<00:27:11.923> how<00:27:12.115> are<00:27:12.276> they?

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Are<00:27:12.886> you<00:27:12.983> proud<00:27:13.304> of<00:27:13.384> them?

00:27:14.268 --> 00:27:22.699
We<00:27:14.364> kind<00:27:14.508> of<00:27:14.589> went<00:27:14.749> through<00:27:14.974> our<00:27:15.151> value<00:27:15.408> stuff<00:27:16.179> and,<00:27:17.544> you<00:27:17.640> know,<00:27:18.845> would<00:27:18.989> you<00:27:19.070> want<00:27:19.166> to<00:27:19.230> stand<00:27:19.552> up<00:27:19.712> on<00:27:19.792> the<00:27:19.873> stage<00:27:20.451> and<00:27:20.612> tell<00:27:20.836> everybody<00:27:21.334> these<00:27:21.575> are<00:27:21.672> the<00:27:21.800> coolers<00:27:22.218> we<00:27:22.362> made?

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And<00:27:26.471> they<00:27:26.648> said,<00:27:27.922> well,<00:27:29.615> no,<00:27:30.034> they're<00:27:30.243> not.

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And<00:27:32.194> we<00:27:32.371> said,<00:27:32.661> well,<00:27:32.823> why<00:27:32.984> are<00:27:33.145> you<00:27:33.210> gonna<00:27:33.349> ship<00:27:33.662> them?

00:27:35.390 --> 00:27:45.838
And<00:27:35.471> they<00:27:35.586> said—<00:27:37.059> and<00:27:37.125> we<00:27:37.223> said,<00:27:37.632> if<00:27:37.731> they're<00:27:37.878> not<00:27:38.107> up<00:27:38.222> to<00:27:38.353> standards,<00:27:40.455> we<00:27:40.536> need<00:27:40.714> to<00:27:40.843> pull<00:27:40.956> them<00:27:41.086> back<00:27:41.328> off<00:27:41.571> the<00:27:41.668> trucks<00:27:42.621> and<00:27:43.106> redo<00:27:43.365> them<00:27:44.416> to<00:27:44.804> our<00:27:44.965> quality<00:27:45.386> standards.

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Wow.

00:27:46.905 --> 00:27:47.810
And<00:27:47.002> they<00:27:47.164> were<00:27:47.261> shocked.

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Their<00:27:48.845> comment<00:27:49.346> was,<00:27:50.642> Y'all<00:27:50.883> brought<00:27:51.187> all<00:27:51.283> these<00:27:51.524> values<00:27:52.149> in<00:27:52.309> here<00:27:52.630> and<00:27:52.726> all<00:27:52.870> these<00:27:53.127> posters,<00:27:53.752> and<00:27:53.832> we<00:27:53.993> hung<00:27:54.169> them<00:27:54.265> in<00:27:54.393> the<00:27:54.474> shop,<00:27:55.035> and<00:27:55.211> we<00:27:55.355> just<00:27:55.612> thought,<00:27:55.996> well,<00:27:56.253> that's<00:27:56.493> something<00:27:56.814> else<00:27:57.038> we<00:27:57.135> got<00:27:57.295> to<00:27:57.375> dust<00:27:57.760> off.

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And<00:27:58.882> they<00:27:59.042> looked<00:27:59.283> at<00:27:59.443> us<00:27:59.619> and<00:27:59.716> said,<00:28:00.004> this<00:28:00.164> was<00:28:00.405> actually<00:28:00.725> a<00:28:00.742> test.

00:28:02.024 --> 00:28:07.362
We<00:28:02.168> wanted<00:28:02.409> to<00:28:02.505> see<00:28:03.707> if<00:28:03.851> you<00:28:04.012> were<00:28:04.092> okay,<00:28:04.990> if<00:28:05.134> you<00:28:05.294> wanted<00:28:05.551> the<00:28:05.631> money<00:28:06.432> before<00:28:06.833> the<00:28:06.913> quality.

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Wow.

00:28:08.981 --> 00:28:16.067
And<00:28:09.077> they<00:28:09.462> worked<00:28:10.344> all<00:28:11.065> night<00:28:11.642> long<00:28:13.229> to<00:28:13.470> redo<00:28:14.047> those<00:28:14.432> coolers<00:28:15.169> and<00:28:15.249> make<00:28:15.474> them<00:28:15.650> right.

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They<00:28:17.175> got<00:28:17.496> there<00:28:18.058> late.

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They<00:28:19.022> were<00:28:19.119> like<00:28:19.344> 2<00:28:19.568> days<00:28:19.970> late.

00:28:21.111 --> 00:28:29.658
But<00:28:21.754> what<00:28:21.914> was<00:28:22.075> interesting<00:28:22.701> is<00:28:22.814> 6<00:28:23.199> months<00:28:23.681> later,<00:28:25.352> our<00:28:25.609> biggest<00:28:25.995> competitor<00:28:27.039> in<00:28:27.136> the<00:28:27.280> compression<00:28:27.762> business<00:28:28.983> came<00:28:29.289> over.

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They<00:28:29.931> wanted<00:28:30.188> to<00:28:30.253> meet<00:28:30.494> with<00:28:30.670> us<00:28:31.297> and<00:28:31.377> we're<00:28:31.554> like,<00:28:31.940> hmm,<00:28:32.598> what<00:28:32.679> do<00:28:32.759> they<00:28:32.984> want?

00:28:33.964 --> 00:28:36.711
And<00:28:34.044> they<00:28:34.205> said,<00:28:34.526> look,<00:28:35.153> as<00:28:35.313> you<00:28:35.346> know,<00:28:35.715> we're<00:28:35.876> your<00:28:36.036> competitor.

00:28:37.161 --> 00:28:42.720
We've<00:28:37.338> got,<00:28:38.398> I<00:28:38.495> don't<00:28:38.639> know,<00:28:39.410> 500<00:28:39.973> coolers<00:28:40.615> out<00:28:40.728> in<00:28:40.792> the<00:28:40.872> field<00:28:41.579> on<00:28:41.820> our<00:28:42.142> own<00:28:42.302> units.

00:28:43.684 --> 00:28:46.028
We<00:28:43.908> want<00:28:44.053> to<00:28:44.085> hire<00:28:44.470> you<00:28:45.048> to<00:28:45.209> refurbish<00:28:45.915> them.

00:28:47.136 --> 00:28:49.881
And<00:28:47.232> we're<00:28:47.376> like,<00:28:48.645> well,<00:28:48.966> we're<00:28:49.207> your<00:28:49.303> competitor.

00:28:50.989 --> 00:28:57.620
And<00:28:51.069> they<00:28:51.230> said,<00:28:51.792> we<00:28:51.888> know,<00:28:53.317> but<00:28:53.461> we<00:28:53.622> heard<00:28:53.879> about<00:28:54.184> the<00:28:54.264> story<00:28:55.629> where<00:28:55.870> you<00:28:56.046> would<00:28:56.207> not<00:28:56.512> ship<00:28:56.913> those<00:28:57.170> units.

00:28:58.679 --> 00:29:04.154
And<00:28:58.792> so<00:28:59.643> you're<00:28:59.884> the<00:28:59.964> kind<00:29:00.237> of<00:29:00.462> people<00:29:01.024> that<00:29:01.505> we<00:29:01.907> want<00:29:03.271> to<00:29:03.432> do<00:29:03.657> our<00:29:03.753> work.

00:29:05.583 --> 00:29:06.065
So<00:29:05.921> cool.

00:29:06.145 --> 00:29:08.939
It's—<00:29:07.205> you'll<00:29:07.382> never<00:29:07.622> go<00:29:07.783> wrong<00:29:08.233> doing<00:29:08.409> the<00:29:08.489> right<00:29:08.730> thing.

00:29:09.850 --> 00:29:10.430
I<00:29:09.946> love<00:29:10.188> that.

00:29:10.510 --> 00:29:10.736
Yeah.

00:29:11.413 --> 00:29:18.841
So<00:29:11.783> fast<00:29:12.202> forward,<00:29:13.733> you<00:29:13.894> guys<00:29:14.136> got<00:29:14.361> into<00:29:14.635> a<00:29:14.780> totally<00:29:15.183> different<00:29:15.506> business<00:29:15.989> than<00:29:16.134> you'd<00:29:16.295> ever<00:29:16.537> expected<00:29:17.036> to<00:29:17.117> be<00:29:17.359> in,<00:29:18.325> basketball.

00:29:19.180 --> 00:29:24.495
Can<00:29:19.228> you<00:29:19.293> talk<00:29:19.600> a<00:29:19.632> little<00:29:19.777> bit<00:29:19.923> about<00:29:20.181> that<00:29:20.569> and<00:29:20.650> how<00:29:21.054> you<00:29:21.151> transitioned<00:29:22.346> that<00:29:22.589> organization<00:29:23.154> around<00:29:23.413> with<00:29:23.574> values-based<00:29:24.059> leadership?

00:29:25.730 --> 00:29:28.530
Yeah,<00:29:26.808> we<00:29:26.969> had<00:29:27.371> been<00:29:27.532> very<00:29:27.774> successful.

00:29:29.769 --> 00:29:34.195
Peter<00:29:29.946> Ram<00:29:30.333> was<00:29:32.119> trying<00:29:32.377> to<00:29:32.425> decide<00:29:32.924> what<00:29:33.085> he<00:29:33.230> wanted<00:29:33.487> to<00:29:33.632> do<00:29:33.889> next.

00:29:35.430 --> 00:29:48.115
So<00:29:35.639> I<00:29:35.880> had<00:29:36.040> created<00:29:36.458> this,<00:29:37.164> I<00:29:37.261> call<00:29:37.502> it<00:29:37.646> a<00:29:37.662> life<00:29:38.047> themes<00:29:38.481> matrix,<00:29:39.332> where<00:29:39.493> you<00:29:39.653> take<00:29:39.910> your<00:29:40.135> personal<00:29:40.633> values,<00:29:42.319> you<00:29:42.479> put<00:29:42.704> them<00:29:42.864> across<00:29:43.266> the<00:29:43.362> top<00:29:43.683> of<00:29:43.748> the<00:29:43.828> matrix,<00:29:44.631> and<00:29:44.727> then<00:29:45.690> what<00:29:45.851> I<00:29:45.931> call<00:29:46.172> the<00:29:46.252> life<00:29:46.574> themes<00:29:47.135> down<00:29:47.376> the<00:29:47.537> other<00:29:47.697> side.

00:29:49.303 --> 00:29:55.694
And<00:29:49.383> they're<00:29:49.945> family,<00:29:51.230> work,<00:29:52.450> spirituality,<00:29:53.783> health,<00:29:55.003> and<00:29:55.148> community.

00:29:56.448 --> 00:30:00.061
And<00:29:56.529> community<00:29:57.717> includes<00:29:58.680> like<00:29:58.921> your<00:29:59.082> recreational<00:29:59.740> stuff.

00:30:00.239 --> 00:30:03.663
If<00:30:00.370> you<00:30:00.402> like<00:30:00.697> to<00:30:00.796> go<00:30:00.960> fishing<00:30:01.533> or<00:30:01.697> hunting<00:30:02.270> or<00:30:02.434> golfing<00:30:02.991> or<00:30:03.089> what<00:30:03.319> have<00:30:03.515> you.

00:30:05.170 --> 00:30:12.674
And<00:30:06.230> if<00:30:06.391> we<00:30:06.551> cut<00:30:06.953> out<00:30:07.355> any<00:30:07.596> of<00:30:07.676> those<00:30:07.933> 5<00:30:08.319> themes<00:30:08.656> in<00:30:08.769> our<00:30:08.962> life,<00:30:10.199> it's<00:30:10.344> kind<00:30:10.504> of<00:30:10.585> like<00:30:10.745> a<00:30:10.826> tire<00:30:11.211> on<00:30:11.308> your<00:30:11.452> car<00:30:11.790> that<00:30:11.951> threw<00:30:12.192> a<00:30:12.336> weight.

00:30:13.140 --> 00:30:14.900
You're<00:30:13.236> gonna<00:30:13.381> have<00:30:13.558> a<00:30:13.638> real<00:30:13.879> bumpy<00:30:14.200> ride<00:30:14.524> in<00:30:14.609> life.

00:30:16.550 --> 00:30:39.008
And<00:30:16.727> so<00:30:17.374> out<00:30:17.471> of<00:30:17.617> that<00:30:17.940> work<00:30:18.522> and<00:30:18.668> out<00:30:18.781> of<00:30:18.846> that<00:30:19.072> community<00:30:21.660> column<00:30:23.293> is<00:30:23.600> where<00:30:24.651> he<00:30:24.975> got<00:30:25.379> the<00:30:25.476> desire<00:30:26.775> to<00:30:27.002> own<00:30:27.163> a<00:30:27.244> company<00:30:28.070> that<00:30:28.232> was<00:30:28.540> very<00:30:29.107> visible<00:30:29.690> to<00:30:29.868> the<00:30:30.014> public<00:30:31.568> so<00:30:31.730> that<00:30:31.876> we<00:30:32.021> could<00:30:32.200> show<00:30:32.912> that<00:30:33.074> you<00:30:33.236> could<00:30:33.333> be<00:30:33.430> successful<00:30:35.109> and<00:30:36.496> operate<00:30:36.822> with<00:30:36.936> a<00:30:37.001> set<00:30:37.246> of<00:30:37.328> core<00:30:37.899> ethical<00:30:38.551> values.

00:30:41.548 --> 00:30:56.583
And<00:30:41.661> because<00:30:42.971> not<00:30:43.084> many<00:30:43.392> people<00:30:43.699> need<00:30:44.362> a<00:30:44.443> Caterpillar<00:30:45.009> tractor,<00:30:46.772> and<00:30:47.095> so<00:30:47.435> there's<00:30:47.661> a<00:30:47.677> lot<00:30:47.774> of<00:30:47.839> people<00:30:48.066> in<00:30:48.098> San<00:30:48.308> Antonio<00:30:49.359> and<00:30:49.699> our<00:30:49.861> other<00:30:50.087> cities<00:30:50.653> in<00:30:50.734> our<00:30:50.880> territories<00:30:51.568> that<00:30:51.820> had<00:30:51.988> no<00:30:52.173> idea<00:30:52.870> what<00:30:53.063> we,<00:30:54.420> you<00:30:54.500> know,<00:30:55.792> who<00:30:55.970> Holt<00:30:56.293> was.

00:30:57.746 --> 00:31:07.817
And<00:30:57.891> so<00:30:58.553> the<00:30:58.698> opportunity<00:30:59.344> came<00:30:59.474> along<00:30:59.990> to<00:31:00.087> buy<00:31:00.410> into<00:31:01.040> the<00:31:01.121> Spurs<00:31:03.780> when<00:31:03.940> Red<00:31:04.117> McComb<00:31:04.600> sold<00:31:04.906> the<00:31:05.002> team<00:31:05.324> to<00:31:05.485> buy<00:31:05.726> the<00:31:06.675> Minnesota<00:31:07.093> Vikings.

00:31:09.265 --> 00:31:17.764
There<00:31:09.346> was<00:31:09.571> really<00:31:09.748> no<00:31:09.989> one<00:31:10.311> with<00:31:10.874> enough<00:31:11.180> money<00:31:11.582> and<00:31:11.678> desire<00:31:12.811> to<00:31:12.909> buy<00:31:13.055> the<00:31:13.202> whole<00:31:13.446> team,<00:31:15.108> so<00:31:15.337> it<00:31:15.418> ended<00:31:15.728> up<00:31:15.907> there<00:31:15.988> was<00:31:16.216> 22<00:31:16.705> investors<00:31:17.357> in<00:31:17.455> the<00:31:17.601> team.

00:31:18.843 --> 00:31:21.008
And<00:31:18.925> some<00:31:19.169> of<00:31:19.202> those<00:31:19.413> investors<00:31:20.064> were<00:31:20.227> big<00:31:20.455> corporations.

00:31:22.190 --> 00:31:32.005
They<00:31:22.222> didn't<00:31:22.463> really<00:31:22.768> want<00:31:22.945> to<00:31:23.089> own<00:31:23.266> a<00:31:23.346> basketball<00:31:23.764> team,<00:31:25.740> but<00:31:25.981> they<00:31:26.077> didn't<00:31:26.318> want<00:31:26.559> the<00:31:26.640> team<00:31:26.880> to<00:31:27.025> leave<00:31:27.748> because<00:31:28.005> it<00:31:28.069> was<00:31:28.471> really<00:31:28.728> good<00:31:28.969> for<00:31:29.114> the<00:31:29.210> community<00:31:30.077> and<00:31:30.238> for<00:31:30.334> them<00:31:30.575> to<00:31:30.656> be<00:31:30.816> able<00:31:30.929> to<00:31:31.057> attract<00:31:31.700> employees.

00:31:33.550 --> 00:31:39.225
You<00:31:33.615> know,<00:31:33.745> a<00:31:33.761> city<00:31:34.379> is<00:31:35.371> not<00:31:35.534> real<00:31:35.696> attractive<00:31:36.200> if<00:31:36.265> it<00:31:36.347> doesn't<00:31:36.737> have<00:31:36.916> some<00:31:37.323> type<00:31:37.566> of<00:31:37.713> professional<00:31:38.559> sports<00:31:39.095> team.

00:31:40.990 --> 00:31:43.768
And<00:31:41.333> so<00:31:42.885> Peter<00:31:43.147> bought<00:31:43.457> in.

00:31:45.050 --> 00:31:50.764
And<00:31:46.690> the<00:31:46.836> chairman<00:31:47.242> at<00:31:47.339> the<00:31:47.420> time,<00:31:48.297> he<00:31:48.394> resigned<00:31:49.043> because<00:31:49.774> the<00:31:49.855> vote<00:31:50.017> didn't<00:31:50.342> go<00:31:50.585> through.

00:31:52.496 --> 00:32:02.237
And<00:31:54.042> so<00:31:54.686> they<00:31:54.847> voted<00:31:57.020> Peter<00:31:57.664> to<00:31:58.550> be<00:31:58.727> the<00:31:59.017> new<00:31:59.178> chairman<00:31:59.677> because<00:32:00.321> he<00:32:00.466> had<00:32:00.563> bought<00:32:01.352> a<00:32:01.448> big<00:32:01.609> chunk<00:32:01.867> of<00:32:01.980> the<00:32:02.012> team.

00:32:03.861 --> 00:32:07.334
And<00:32:04.006> his<00:32:04.183> response<00:32:04.745> was,<00:32:05.067> well,<00:32:05.308> I<00:32:05.453> will<00:32:05.630> be<00:32:05.710> chairman<00:32:06.353> with<00:32:06.514> one<00:32:06.756> caveat.

00:32:07.479 --> 00:32:12.953
Every<00:32:07.785> player,<00:32:08.444> every<00:32:08.685> coach,<00:32:09.312> every<00:32:09.489> employee<00:32:10.684> We'll<00:32:10.914> operate<00:32:11.325> with<00:32:11.440> a<00:32:11.522> set<00:32:11.769> of<00:32:11.835> core<00:32:12.246> ethical<00:32:12.575> values.

00:32:14.416 --> 00:32:16.917
And<00:32:15.384> the<00:32:15.465> board<00:32:15.707> said,<00:32:16.594> okay.

00:32:17.982 --> 00:32:23.678
And<00:32:18.127> so<00:32:18.385> the<00:32:18.466> next<00:32:18.708> day<00:32:19.015> we<00:32:19.111> were<00:32:19.273> running<00:32:19.515> the<00:32:19.596> Spurs<00:32:20.386> and<00:32:20.564> we<00:32:20.644> didn't<00:32:20.886> know<00:32:20.983> if<00:32:21.129> basketball<00:32:21.774> had<00:32:21.935> one<00:32:22.161> L<00:32:22.339> or<00:32:22.484> two<00:32:22.662> Ls<00:32:22.984> on<00:32:23.129> the<00:32:23.226> end<00:32:23.388> of<00:32:23.484> it.

00:32:23.840 --> 00:32:24.662
That's<00:32:24.259> awesome.

00:32:25.871 --> 00:32:25.984
Yeah.

00:32:27.241 --> 00:32:36.638
And<00:32:27.596> so<00:32:28.144> the<00:32:28.241> first<00:32:28.531> thing<00:32:28.692> we<00:32:28.853> did<00:32:29.417> is<00:32:29.659> we<00:32:29.998> brought<00:32:30.304> in<00:32:31.691> the<00:32:31.820> values<00:32:33.388> and<00:32:34.057> we<00:32:34.204> created<00:32:34.858> values<00:32:35.919> for<00:32:36.181> the<00:32:36.279> Spurs.

00:32:38.139 --> 00:32:40.772
And<00:32:39.905> it<00:32:39.937> was<00:32:40.081> the<00:32:40.161> same<00:32:40.547> thing.

00:32:42.168 --> 00:32:43.164
Values<00:32:42.650> of<00:32:42.714> the<00:32:42.811> boss.

00:32:44.336 --> 00:32:45.299
They'll<00:32:44.561> tell<00:32:44.801> you<00:32:44.898> what<00:32:45.074> to<00:32:45.219> do.

00:32:45.781 --> 00:32:47.434
This<00:32:45.957> is<00:32:46.086> how<00:32:46.327> you<00:32:46.407> make<00:32:46.648> your<00:32:46.744> decisions.

00:32:48.831 --> 00:32:51.255
And<00:32:50.019> that<00:32:50.100> was<00:32:50.260> in<00:32:50.308> 1996.

00:32:52.122 --> 00:33:00.599
At<00:32:52.283> this<00:32:52.524> point<00:32:52.765> in<00:32:52.845> time,<00:32:53.391> you<00:32:53.551> have<00:32:54.707> spoken<00:32:55.237> into<00:32:55.719> and<00:32:55.895> guided<00:32:57.083> hundreds,<00:32:58.047> if<00:32:58.207> not<00:32:58.400> more,<00:32:58.705> businesses<00:32:59.588> and<00:32:59.749> business<00:33:00.166> leaders.

00:33:01.659 --> 00:33:13.430
And<00:33:02.719> right<00:33:02.895> now<00:33:03.120> we're<00:33:03.216> sitting<00:33:03.586> in<00:33:03.666> your<00:33:03.762> shop<00:33:04.388> and<00:33:04.453> we're<00:33:04.549> surrounded<00:33:04.950> by<00:33:05.207> art<00:33:05.609> and<00:33:05.753> all<00:33:05.914> of<00:33:06.010> the<00:33:06.154> art<00:33:06.716> has<00:33:06.892> a<00:33:06.908> message<00:33:07.373> and<00:33:07.469> a<00:33:07.517> meaning,<00:33:08.318> and<00:33:09.360> everything<00:33:09.776> about<00:33:10.161> your<00:33:10.401> life<00:33:11.379> is<00:33:11.475> about<00:33:11.779> sharing<00:33:12.885> a<00:33:12.901> message.

00:33:13.846 --> 00:33:17.356
And<00:33:14.968> one<00:33:15.048> of<00:33:15.080> the<00:33:15.128> things<00:33:15.241> you<00:33:15.321> talk<00:33:15.625> about<00:33:15.849> a<00:33:15.865> lot<00:33:16.170> is<00:33:16.266> this<00:33:16.506> idea<00:33:16.811> of<00:33:16.907> freedom.

00:33:18.413 --> 00:33:23.445
This<00:33:18.589> is<00:33:18.750> unusual<00:33:19.487> for<00:33:19.711> a<00:33:19.791> business<00:33:20.256> guy<00:33:20.512> that<00:33:20.849> has<00:33:20.993> been<00:33:21.233> leading<00:33:21.794> multibillion-dollar<00:33:22.595> organizations.

00:33:24.102 --> 00:33:41.632
As<00:33:24.342> you<00:33:24.518> look<00:33:24.823> at<00:33:25.944> your<00:33:26.281> approach<00:33:26.922> to<00:33:27.082> business<00:33:27.627> and<00:33:27.723> values-based<00:33:28.348> leadership<00:33:29.149> and<00:33:29.790> people<00:33:30.287> and<00:33:30.351> your<00:33:30.511> heart<00:33:30.671> for<00:33:30.848> people,<00:33:31.729> what<00:33:31.841> do<00:33:31.969> you<00:33:32.065> feel<00:33:32.354> like<00:33:32.915> is—<00:33:34.277> the<00:33:34.357> most<00:33:34.709> important<00:33:35.479> thing<00:33:36.056> that<00:33:37.241> you<00:33:37.482> consistently<00:33:38.059> come<00:33:38.299> back<00:33:38.604> to<00:33:39.180> wanting<00:33:39.421> people<00:33:39.725> to<00:33:39.837> know<00:33:40.623> and<00:33:40.703> wanting<00:33:40.943> to<00:33:41.023> share<00:33:41.264> with<00:33:41.424> them?

00:33:42.690 --> 00:33:44.276
Well,<00:33:43.091> yeah,<00:33:43.267> there's<00:33:43.491> a<00:33:43.571> couple<00:33:43.748> of<00:33:43.828> things.

00:33:44.389 --> 00:33:46.840
It's<00:33:45.735> connect<00:33:46.055> versus<00:33:46.392> control.

00:33:47.914 --> 00:33:50.670
You<00:33:47.994> know,<00:33:48.235> we've<00:33:48.459> all<00:33:48.571> been<00:33:48.795> beat<00:33:49.020> up,<00:33:49.420> shamed,<00:33:49.693> and<00:33:49.757> blamed<00:33:50.142> all<00:33:50.238> of<00:33:50.318> our<00:33:50.462> life.

00:33:50.959 --> 00:33:55.302
You<00:33:51.039> know,<00:33:51.279> we're<00:33:51.376> not<00:33:51.680> tall<00:33:51.904> enough,<00:33:52.225> thin<00:33:52.385> enough,<00:33:52.722> rich<00:33:52.882> enough,<00:33:53.202> good-looking<00:33:53.619> enough,<00:33:54.148> whatever<00:33:54.484> it<00:33:54.629> is,<00:33:54.869> right?

00:33:56.552 --> 00:33:58.587
And<00:33:57.048> the<00:33:57.129> good<00:33:57.289> news<00:33:57.593> is<00:33:57.754> none<00:33:57.866> of<00:33:57.930> that<00:33:58.106> is<00:33:58.250> true.

00:33:59.598 --> 00:34:02.520
And<00:33:59.871> so<00:34:00.320> we<00:34:00.416> try<00:34:00.738> to<00:34:00.802> adapt<00:34:01.524> to<00:34:01.701> that,<00:34:02.102> right?

00:34:02.745 --> 00:34:07.642
We<00:34:02.825> need—<00:34:03.371> we<00:34:03.772> try<00:34:04.254> to<00:34:05.153> protect<00:34:05.555> ourselves<00:34:06.261> going<00:34:06.582> forward<00:34:06.935> in<00:34:07.064> the<00:34:07.144> future.

00:34:09.071 --> 00:34:14.338
And<00:34:10.532> we<00:34:10.773> typically<00:34:11.560> do<00:34:11.897> that<00:34:12.844> through<00:34:13.888> control.

00:34:15.349 --> 00:34:16.874
We<00:34:15.429> want<00:34:15.638> to<00:34:15.670> make<00:34:15.895> sure<00:34:16.136> we're<00:34:16.248> going<00:34:16.329> to<00:34:16.409> be<00:34:16.553> okay.

00:34:18.143 --> 00:34:22.430
And<00:34:19.283> control<00:34:19.668> is<00:34:19.845> a<00:34:19.861> myth<00:34:20.792> unless<00:34:21.274> it's<00:34:21.435> a<00:34:21.467> safety<00:34:22.173> issue.

00:34:23.538 --> 00:34:32.970
And<00:34:23.682> so<00:34:24.888> Control<00:34:25.227> versus<00:34:25.872> connect<00:34:28.517> is<00:34:28.920> like<00:34:29.823> my<00:34:30.403> 7-year-old<00:34:31.194> grandson<00:34:31.839> likes<00:34:32.210> monster<00:34:32.630> trucks.

00:34:34.023 --> 00:34:36.905
And<00:34:34.104> so,<00:34:34.282> he<00:34:34.330> has<00:34:34.670> the<00:34:34.768> little<00:34:34.994> monster<00:34:35.480> truck<00:34:36.209> toys,<00:34:36.694> right?

00:34:37.909 --> 00:34:47.098
And<00:34:38.054> sometimes<00:34:38.864> he,<00:34:39.609> quote,<00:34:40.807> accidentally<00:34:41.712> heaves<00:34:42.117> one<00:34:42.586> at<00:34:42.747> his<00:34:43.232> older<00:34:43.556> sissy<00:34:44.057> that's<00:34:44.445> 10<00:34:45.901> and<00:34:46.079> bonks<00:34:46.338> her<00:34:46.548> on<00:34:46.629> the<00:34:46.709> head.

00:34:48.488 --> 00:34:58.158
And<00:34:48.666> so,<00:34:49.701> you<00:34:51.220> Even<00:34:51.465> me,<00:34:52.283> initial<00:34:52.872> reaction,<00:34:54.001> I<00:34:54.165> want<00:34:54.410> to<00:34:54.509> say,<00:34:56.820> Campbell,<00:34:57.239> you<00:34:57.352> know<00:34:57.577> better<00:34:57.803> than<00:34:57.964> that.

00:34:58.206 --> 00:35:00.496
We<00:34:58.287> have<00:34:58.400> taught<00:34:58.690> you,<00:34:58.868> you<00:34:59.029> do<00:34:59.174> not<00:34:59.432> throw<00:34:59.674> things<00:34:59.996> at<00:35:00.141> people.

00:35:01.351 --> 00:35:05.689
Now<00:35:01.512> you<00:35:01.609> get<00:35:01.770> over<00:35:01.948> there<00:35:02.254> and<00:35:02.335> you<00:35:02.415> apologize<00:35:03.157> to<00:35:03.286> your<00:35:03.399> sister,<00:35:04.028> and<00:35:04.173> then<00:35:04.334> you<00:35:04.512> have<00:35:04.834> earned<00:35:05.076> timeout.

00:35:07.018 --> 00:35:08.466
Well,<00:35:07.117> that's,<00:35:07.446> that's<00:35:07.923> all<00:35:08.087> control.

00:35:09.074 --> 00:35:10.867
And<00:35:09.239> I'm<00:35:09.403> in<00:35:09.502> control,<00:35:10.078> and<00:35:10.176> I'm<00:35:10.407> telling.

00:35:12.000 --> 00:35:13.829
So<00:35:12.178> what<00:35:12.340> I<00:35:12.356> do<00:35:12.501> is<00:35:12.744> I<00:35:12.761> go<00:35:12.939> to<00:35:13.068> her<00:35:13.311> first.

00:35:14.947 --> 00:35:20.306
And<00:35:15.092> I<00:35:15.125> kneel<00:35:15.578> down<00:35:16.080> where<00:35:16.485> we're<00:35:16.647> at<00:35:16.809> eye<00:35:17.035> level,<00:35:17.473> so<00:35:17.780> I<00:35:17.861> don't<00:35:18.088> have<00:35:18.282> this<00:35:18.444> superior<00:35:19.464> look<00:35:19.950> over<00:35:20.193> her.

00:35:21.613 --> 00:35:22.896
And<00:35:21.758> I<00:35:21.774> go,<00:35:22.094> are<00:35:22.239> you<00:35:22.319> okay,<00:35:22.720> honey?

00:35:22.960 --> 00:35:23.537
You<00:35:23.040> look<00:35:23.281> okay.

00:35:24.018 --> 00:35:32.563
And<00:35:24.098> then<00:35:24.339> with<00:35:25.044> words<00:35:25.766> and<00:35:25.942> body<00:35:26.263> language,<00:35:27.850> I<00:35:27.946> turn<00:35:28.667> to<00:35:28.763> my<00:35:28.908> grandson<00:35:29.549> and<00:35:29.645> say,<00:35:30.831> it<00:35:30.976> looks<00:35:31.216> like<00:35:31.473> your<00:35:31.617> sissy<00:35:32.098> is<00:35:32.194> hurting.

00:35:33.621 --> 00:35:37.500
What<00:35:33.781> do<00:35:33.877> you<00:35:34.038> think<00:35:34.583> you<00:35:34.695> might<00:35:35.080> be<00:35:35.625> able<00:35:35.865> to<00:35:36.026> do<00:35:36.362> to<00:35:36.442> make<00:35:36.747> her<00:35:36.923> feel<00:35:37.164> better?

00:35:37.805 --> 00:35:41.877
The<00:35:38.366> whole<00:35:38.591> time<00:35:39.007> I'm<00:35:39.248> moving<00:35:39.520> my<00:35:39.809> arms<00:35:40.130> and<00:35:40.210> my<00:35:40.434> hands<00:35:40.835> towards<00:35:41.172> her<00:35:41.492> and<00:35:41.636> him.

00:35:42.679 --> 00:35:46.831
And<00:35:43.240> he<00:35:44.121> gives<00:35:44.362> a<00:35:44.378> little<00:35:44.618> bitty<00:35:44.859> pout<00:35:45.404> and<00:35:45.500> then<00:35:45.724> he<00:35:46.446> He<00:35:46.622> does.

00:35:46.943 --> 00:35:52.201
He<00:35:47.183> walks<00:35:47.504> over<00:35:47.744> to<00:35:48.049> her<00:35:49.572> and<00:35:49.652> he<00:35:49.748> extends<00:35:50.213> his<00:35:50.453> arms<00:35:50.854> and<00:35:50.934> he<00:35:51.030> says,<00:35:51.351> I'm<00:35:51.511> sorry,<00:35:51.848> Sissy.

00:35:53.194 --> 00:35:58.196
Now,<00:35:53.739> in<00:35:53.820> that<00:35:54.060> first<00:35:54.316> scenario,<00:35:55.182> he<00:35:55.743> never<00:35:56.304> would<00:35:56.416> have<00:35:56.785> owned<00:35:57.122> that<00:35:57.298> apology,<00:35:57.923> would<00:35:58.084> he?

00:35:59.206 --> 00:36:04.431
And<00:35:59.302> she<00:35:59.606> would<00:35:59.847> never<00:36:00.248> have<00:36:00.472> accepted<00:36:01.049> it<00:36:02.075> because<00:36:02.396> it<00:36:02.476> was<00:36:02.716> me<00:36:03.277> telling<00:36:03.774> them<00:36:03.999> what<00:36:04.159> to<00:36:04.319> do.

00:36:05.682 --> 00:36:07.750
And<00:36:05.762> so<00:36:05.922> I<00:36:06.082> want<00:36:06.483> them<00:36:07.124> to<00:36:07.445> own<00:36:07.621> it.

00:36:08.487 --> 00:36:20.916
It's<00:36:09.064> like<00:36:10.106> when<00:36:10.266> they<00:36:10.426> come<00:36:10.667> over<00:36:10.972> for<00:36:11.132> a<00:36:11.212> long<00:36:11.452> weekend,<00:36:13.472> and<00:36:13.553> stay<00:36:13.777> at<00:36:13.857> our<00:36:14.018> house,<00:36:15.638> if<00:36:15.782> I<00:36:15.895> want<00:36:16.183> to<00:36:16.681> take<00:36:17.002> a<00:36:17.018> nap,<00:36:17.627> I<00:36:17.643> don't<00:36:17.964> tell<00:36:18.285> them<00:36:18.606> to<00:36:18.686> be<00:36:18.910> quiet<00:36:19.552> because<00:36:19.873> I<00:36:19.953> want<00:36:20.049> to<00:36:20.194> take<00:36:20.386> a<00:36:20.418> nap.

00:36:21.958 --> 00:36:26.835
I<00:36:21.974> say,<00:36:22.359> come<00:36:22.616> wake<00:36:22.857> me<00:36:23.081> up<00:36:23.194> in<00:36:23.354> 30<00:36:23.659> minutes<00:36:24.204> because<00:36:24.605> we're<00:36:24.701> going<00:36:24.878> to<00:36:24.942> do<00:36:25.086> a<00:36:25.247> deep<00:36:25.568> clean<00:36:26.145> on<00:36:26.225> the<00:36:26.370> kitchen.

00:36:27.268 --> 00:36:28.856
That's<00:36:28.535> awesome.

00:36:29.273 --> 00:36:31.856
And<00:36:30.300> I<00:36:30.396> won't<00:36:30.621> hear<00:36:30.797> a<00:36:30.877> peep,<00:36:31.583> right?

00:36:32.626 --> 00:36:36.027
Because<00:36:32.947> I'm<00:36:33.187> not<00:36:33.508> controlling<00:36:34.150> them<00:36:34.391> through<00:36:34.711> telling<00:36:35.209> them<00:36:35.449> what<00:36:35.690> to<00:36:35.850> do.

00:36:37.214 --> 00:36:40.005
And<00:36:37.358> control<00:36:37.775> can<00:36:38.000> be<00:36:38.112> so<00:36:39.075> nuanced.

00:36:40.812 --> 00:36:49.282
If<00:36:40.909> you<00:36:41.070> say,<00:36:42.508> "Hey,<00:36:43.234> don't<00:36:43.735> John,<00:36:44.058> don't<00:36:44.220> forget<00:36:44.769> to<00:36:44.930> call<00:36:45.350> Bobby,"<00:36:47.757> that<00:36:48.160> actually<00:36:48.580> is<00:36:48.710> controlling.

00:36:50.460 --> 00:36:52.472
Don<00:36:50.787> is<00:36:50.869> responsible<00:36:51.425> for<00:36:51.752> calling<00:36:52.096> Bobby.

00:36:54.690 --> 00:37:04.979
And<00:36:54.787> so<00:36:55.126> what<00:36:55.352> happens<00:36:56.080> is<00:36:56.339> basically<00:36:56.969> I<00:36:57.147> teach<00:36:57.535> John<00:36:58.036> don't<00:36:58.343> worry<00:36:58.602> about<00:36:58.909> remembering<00:36:59.491> to<00:36:59.588> make<00:36:59.879> any<00:37:00.122> phone<00:37:00.364> calls<00:37:00.655> because<00:37:00.930> Larry's<00:37:01.270> going<00:37:01.399> to<00:37:01.432> remind<00:37:01.900> you<00:37:02.143> because<00:37:03.388> it's<00:37:03.614> dysfunctional<00:37:04.310> and<00:37:04.427> it's<00:37:04.510> controlling.

00:37:06.032 --> 00:37:22.720
Now,<00:37:06.273> that<00:37:06.433> doesn't<00:37:06.834> mean<00:37:07.234> that<00:37:07.795> if<00:37:07.956> there's<00:37:08.276> something<00:37:08.902> that<00:37:09.078> is<00:37:09.559> very,<00:37:10.905> very<00:37:11.482> important<00:37:12.204> that<00:37:12.829> has<00:37:13.166> to<00:37:13.326> get<00:37:13.566> done,<00:37:13.903> and<00:37:14.111> it<00:37:14.224> is<00:37:15.314> critical<00:37:16.452> that<00:37:16.596> John<00:37:16.933> call<00:37:17.253> Bobby,<00:37:18.536> there's<00:37:18.776> ways<00:37:19.097> that<00:37:19.321> you<00:37:19.497> can<00:37:19.882> remind<00:37:20.379> John,<00:37:21.341> but<00:37:21.501> not<00:37:21.726> in<00:37:21.822> a<00:37:21.902> controlling<00:37:22.527> way.

00:37:23.425 --> 00:37:29.260
You<00:37:23.505> can<00:37:23.665> say<00:37:23.826> something<00:37:24.307> like,<00:37:25.092> hey,<00:37:25.268> John,<00:37:25.669> when<00:37:25.829> you<00:37:25.974> called<00:37:26.294> Bobby<00:37:27.256> about<00:37:27.577> the<00:37:27.817> ex,<00:37:28.555> what<00:37:28.747> did<00:37:28.811> he<00:37:28.891> say?

00:37:30.142 --> 00:37:32.306
Oh,<00:37:30.302> well,<00:37:30.478> I<00:37:30.494> haven't<00:37:30.847> had<00:37:31.119> a—<00:37:31.167> you<00:37:31.216> know,<00:37:31.440> I'm<00:37:31.536> going<00:37:31.632> to<00:37:31.745> call<00:37:31.937> him<00:37:32.081> later.

00:37:32.386 --> 00:37:33.828
I<00:37:32.402> haven't<00:37:32.562> had<00:37:32.722> a<00:37:32.786> chance<00:37:33.123> to<00:37:33.267> call<00:37:33.428> him<00:37:33.652> yet.

00:37:34.550 --> 00:37:37.435
And<00:37:34.630> that<00:37:34.790> gives<00:37:35.111> him<00:37:35.367> the<00:37:35.592> open<00:37:35.848> door<00:37:36.105> to<00:37:36.249> go,<00:37:36.554> oh<00:37:36.650> my<00:37:36.874> goodness,<00:37:37.195> I<00:37:37.291> forgot.

00:37:37.580 --> 00:37:38.745
I'm<00:37:37.850> gonna<00:37:38.019> call<00:37:38.171> him<00:37:38.356> right<00:37:38.542> now.

00:37:40.521 --> 00:37:40.541
Right?

00:37:40.541 --> 00:37:41.096
So<00:37:40.884> good.

00:37:42.026 --> 00:37:43.512
And<00:37:42.190> it's<00:37:42.679> choose<00:37:42.990> your<00:37:43.071> hard.

00:37:44.980 --> 00:37:46.354
People<00:37:45.168> make<00:37:45.426> some<00:37:45.598> hard<00:37:45.855> decisions.

00:37:47.620 --> 00:37:48.501
It's<00:37:47.725> hard<00:37:48.008> to<00:37:48.096> be<00:37:48.272> overweight.

00:37:50.208 --> 00:37:52.508
And<00:37:50.354> it's<00:37:50.516> hard<00:37:51.018> to<00:37:51.099> go<00:37:51.261> to<00:37:51.342> the<00:37:51.487> gym<00:37:51.892> with<00:37:52.071> discipline.

00:37:53.042 --> 00:37:53.706
Choose<00:37:53.285> your<00:37:53.383> hard.

00:37:54.824 --> 00:37:55.942
It's<00:37:54.986> hard<00:37:55.407> to<00:37:55.488> be<00:37:55.634> in<00:37:55.780> debt.

00:37:57.686 --> 00:38:01.890
And<00:37:57.849> it's<00:37:58.011> hard<00:37:58.920> to<00:37:59.050> have<00:37:59.407> fiscal<00:37:59.748> responsibility,<00:38:00.949> not<00:38:01.095> to<00:38:01.128> spend<00:38:01.501> all<00:38:01.582> your<00:38:01.679> money.

00:38:03.059 --> 00:38:03.806
Choose<00:38:03.286> your<00:38:03.449> hard.

00:38:04.867 --> 00:38:10.074
And<00:38:05.017> if<00:38:05.100> you<00:38:05.266> think<00:38:05.514> of<00:38:05.630> it<00:38:05.763> in<00:38:05.863> terms<00:38:06.194> of<00:38:06.277> choose<00:38:06.593> your<00:38:06.676> hard,<00:38:08.844> both<00:38:08.908> of<00:38:09.006> them<00:38:09.248> are<00:38:09.313> going<00:38:09.410> to<00:38:09.475> be<00:38:09.637> hard.

00:38:10.203 --> 00:38:11.790
Why<00:38:10.365> would<00:38:10.527> you<00:38:10.705> pick<00:38:11.029> the<00:38:11.175> hardest<00:38:11.612> one?

00:38:12.567 --> 00:38:12.745
Yeah.

00:38:13.117 --> 00:38:14.542
Yeah,<00:38:13.295> it's<00:38:13.457> contrast,<00:38:14.428> right?

00:38:15.400 --> 00:38:16.355
And<00:38:15.545> it's<00:38:15.707> all<00:38:15.821> self-awareness.

00:38:17.726 --> 00:38:21.245
It's<00:38:17.870> self-awareness<00:38:18.449> of<00:38:18.481> my<00:38:18.786> behaviors<00:38:20.072> and<00:38:20.152> their<00:38:20.377> impact<00:38:20.795> on<00:38:20.939> others.

00:38:22.305 --> 00:38:26.821
But<00:38:22.482> we<00:38:22.627> usually,<00:38:23.285> we're<00:38:23.526> looking<00:38:23.848> at<00:38:24.089> their<00:38:24.314> behavior,<00:38:25.358> not<00:38:25.535> our<00:38:25.680> own<00:38:25.937> behavior.

00:38:27.339 --> 00:38:32.916
If<00:38:27.404> someone<00:38:27.808> is<00:38:27.888> yelling<00:38:28.293> at<00:38:28.438> you,<00:38:29.085> you've<00:38:29.247> got<00:38:29.376> to<00:38:29.489> focus<00:38:29.893> on<00:38:29.990> your<00:38:30.152> behavior<00:38:30.702> and<00:38:30.782> how<00:38:31.025> you're<00:38:31.187> going<00:38:31.364> to<00:38:31.445> respond<00:38:31.930> to<00:38:32.011> somebody<00:38:32.399> yelling<00:38:32.739> at<00:38:32.884> you.

00:38:34.358 --> 00:38:43.271
You<00:38:34.598> have<00:38:34.775> given<00:38:35.015> me<00:38:35.272> such<00:38:35.736> incredible<00:38:36.217> coaching<00:38:36.923> around<00:38:38.285> how<00:38:38.606> to<00:38:40.048> lead<00:38:40.225> people,<00:38:40.610> how<00:38:40.706> to<00:38:40.850> communicate<00:38:41.347> with<00:38:41.491> people,<00:38:41.796> how<00:38:41.828> to<00:38:41.972> resolve<00:38:42.469> conflict.

00:38:43.896 --> 00:38:46.733
You're<00:38:43.992> really<00:38:44.312> a<00:38:44.329> master<00:38:45.194> in<00:38:46.076> that<00:38:46.316> area.

00:38:46.797 --> 00:38:54.219
And<00:38:46.941> I<00:38:46.957> know<00:38:47.198> that<00:38:47.358> that<00:38:47.583> is<00:38:47.743> a<00:38:47.919> theme<00:38:48.240> that<00:38:48.400> comes<00:38:48.865> up<00:38:48.961> with<00:38:49.202> everyone<00:38:49.586> you<00:38:49.683> work<00:38:49.987> with,<00:38:50.468> and<00:38:51.205> whether<00:38:51.510> they're<00:38:51.686> leading<00:38:51.943> a<00:38:52.007> business<00:38:52.568> or<00:38:53.434> leading<00:38:53.626> a<00:38:53.690> family.

00:38:55.373 --> 00:38:59.509
What<00:38:55.534> are<00:38:55.614> some<00:38:55.774> other<00:38:55.998> tools<00:38:56.415> that<00:38:57.121> you<00:38:57.601> really<00:38:57.778> find<00:38:58.098> to<00:38:58.179> be<00:38:58.275> most<00:38:58.579> impactful<00:38:59.060> for<00:38:59.221> people?

00:39:00.666 --> 00:39:05.045
Well,<00:39:01.215> there's<00:39:02.266> a<00:39:02.298> lot<00:39:02.670> of<00:39:02.847> them,<00:39:03.332> and<00:39:03.478> they're<00:39:03.655> all<00:39:03.898> very,<00:39:04.302> very<00:39:04.560> simple.

00:39:05.271 --> 00:39:09.822
We<00:39:05.368> don't<00:39:05.578> have<00:39:05.692> any<00:39:06.548> complicated<00:39:07.534> tools<00:39:09.371> at<00:39:09.532> all.

00:39:10.337 --> 00:39:16.805
But<00:39:10.498> you<00:39:10.578> mentioned<00:39:10.997> freedom<00:39:11.479> earlier,<00:39:13.088> and<00:39:13.796> a<00:39:13.812> lot<00:39:14.070> of<00:39:14.134> that<00:39:14.375> came<00:39:14.842> from<00:39:15.904> the<00:39:16.001> sports<00:39:16.532> world.

00:39:18.427 --> 00:39:24.706
We<00:39:18.588> had<00:39:18.750> an<00:39:18.911> MVP<00:39:19.815> player<00:39:20.396> that<00:39:20.622> would,<00:39:22.059> on<00:39:22.156> the<00:39:22.236> road,<00:39:22.640> they'd<00:39:22.882> shoot<00:39:23.592> 75<00:39:24.399> to<00:39:24.561> 80%.

00:39:26.041 --> 00:39:29.511
Of<00:39:26.137> their<00:39:26.283> free<00:39:26.460> throws,<00:39:28.139> and<00:39:28.462> at<00:39:28.542> home<00:39:28.962> it<00:39:29.043> was<00:39:29.204> 50%.

00:39:31.044 --> 00:39:41.113
And<00:39:31.528> when<00:39:31.770> we<00:39:31.932> would<00:39:32.093> ask<00:39:32.400> him,<00:39:32.577> what's<00:39:32.835> the<00:39:32.997> deal,<00:39:34.100> his<00:39:34.212> response<00:39:34.775> was,<00:39:36.529> well,<00:39:36.850> I'm<00:39:36.947> nervous<00:39:37.590> in<00:39:37.671> front<00:39:37.976> of<00:39:38.137> the<00:39:38.218> home<00:39:38.620> crowd<00:39:39.585> because<00:39:39.907> I<00:39:39.923> don't<00:39:40.164> want<00:39:40.341> to<00:39:40.406> disappoint<00:39:41.017> him.

00:39:42.316 --> 00:39:43.659
It<00:39:42.381> was<00:39:42.624> all<00:39:42.802> between<00:39:43.190> his<00:39:43.595> ears.

00:39:43.789 --> 00:39:50.006
See,<00:39:44.080> he<00:39:44.177> didn't<00:39:44.565> have<00:39:44.970> freedom,<00:39:46.199> and<00:39:46.297> if<00:39:46.507> you<00:39:46.685> don't<00:39:46.992> have<00:39:47.332> that<00:39:47.575> freedom,<00:39:48.696> your<00:39:48.876> muscles<00:39:49.433> tense<00:39:49.842> up.

00:39:50.661 --> 00:39:54.211
And<00:39:50.726> so<00:39:50.972> he<00:39:51.152> could<00:39:51.479> not<00:39:52.268> Smoothly<00:39:53.199> release<00:39:53.842> the<00:39:53.938> ball.

00:39:55.143 --> 00:40:03.495
And<00:39:55.287> it<00:39:55.368> took<00:39:55.625> him<00:39:55.850> about<00:39:56.187> 3<00:39:56.572> years<00:39:56.990> to<00:39:57.151> finally<00:39:57.954> get<00:39:58.130> it<00:39:58.259> out<00:39:58.436> of<00:39:58.500> his<00:39:58.741> head<00:40:00.042> where<00:40:00.202> it<00:40:00.283> was<00:40:00.443> just<00:40:01.150> shoot<00:40:02.290> and<00:40:02.451> something's<00:40:02.917> going<00:40:03.013> to<00:40:03.158> happen.

00:40:04.603 --> 00:40:06.467
And<00:40:04.860> so<00:40:05.166> we're<00:40:05.342> the<00:40:05.439> same<00:40:06.145> way.

00:40:07.414 --> 00:40:12.924
When<00:40:07.591> we're<00:40:07.752> stressed<00:40:08.876> and<00:40:09.101> have<00:40:09.342> anxiety,<00:40:10.964> we<00:40:11.109> can't<00:40:11.446> perform<00:40:12.410> very<00:40:12.795> well.

00:40:14.176 --> 00:40:17.405
And<00:40:14.337> so<00:40:14.498> having<00:40:14.755> that<00:40:14.963> freedom<00:40:15.783> is<00:40:15.943> the<00:40:16.024> best<00:40:16.329> thing<00:40:16.570> that<00:40:16.730> you<00:40:16.827> can<00:40:16.987> have.

00:40:18.416 --> 00:40:20.563
You<00:40:18.448> know,<00:40:19.394> we<00:40:19.554> worry<00:40:19.890> about<00:40:20.259> things.

00:40:21.477 --> 00:40:27.983
Yet<00:40:21.701> when<00:40:21.797> they<00:40:21.957> do<00:40:22.182> research<00:40:22.598> around<00:40:22.919> worrying,<00:40:24.025> only<00:40:24.185> about<00:40:24.505> 5%<00:40:24.922> of<00:40:25.066> the<00:40:25.098> stuff<00:40:25.547> that<00:40:25.707> people<00:40:26.028> worry<00:40:26.284> about<00:40:26.829> ever<00:40:27.550> happened.

00:40:28.832 --> 00:40:35.018
If<00:40:28.992> worrying<00:40:29.409> was<00:40:29.505> so<00:40:29.970> effective,<00:40:31.556> rich<00:40:31.797> people<00:40:32.117> would<00:40:32.518> hire<00:40:32.758> hundreds<00:40:33.159> of<00:40:33.239> people<00:40:33.559> to<00:40:33.655> worry<00:40:34.040> for<00:40:34.280> them,<00:40:34.617> right?

00:40:36.203 --> 00:40:36.668
Totally.

00:40:36.764 --> 00:40:42.357
And<00:40:37.261> so,<00:40:38.863> but<00:40:39.088> we<00:40:39.248> always<00:40:39.585> think<00:40:39.905> we've<00:40:40.209> got<00:40:40.546> to<00:40:41.588> prove<00:40:41.908> something.

00:40:44.617 --> 00:40:47.410
It's<00:40:44.858> easy<00:40:45.098> for<00:40:45.259> us<00:40:45.419> to<00:40:45.516> be<00:40:45.676> a<00:40:45.821> victim<00:40:46.174> of<00:40:46.463> circumstances.

00:40:48.549 --> 00:40:50.218
You<00:40:48.806> know,<00:40:49.143> something's<00:40:49.753> going<00:40:49.833> to<00:40:49.929> happen.

00:40:50.314 --> 00:40:56.911
My<00:40:50.411> mom<00:40:50.876> always<00:40:51.133> said,<00:40:51.518> Larry,<00:40:51.775> there'll<00:40:52.080> be<00:40:52.160> people<00:40:52.642> and<00:40:52.818> things<00:40:53.203> come<00:40:53.380> into<00:40:53.524> your<00:40:53.637> life,<00:40:54.904> and<00:40:55.049> they'll<00:40:55.242> either<00:40:55.546> be<00:40:55.787> a<00:40:55.867> blessing<00:40:56.285> or<00:40:56.429> a<00:40:56.509> lesson.

00:40:58.098 --> 00:41:00.506
There's<00:40:58.435> nothing<00:40:59.077> bad<00:40:59.398> that's<00:40:59.543> going<00:40:59.671> to<00:40:59.799> come<00:41:00.040> to<00:41:00.104> your<00:41:00.281> life.

00:41:01.148 --> 00:41:07.343
You<00:41:01.244> might<00:41:01.404> not<00:41:01.790> like<00:41:02.046> something,<00:41:03.250> but<00:41:03.394> it's<00:41:03.555> going<00:41:03.731> to<00:41:03.796> teach<00:41:04.036> you<00:41:04.149> something,<00:41:05.577> and<00:41:05.657> you're<00:41:06.059> going<00:41:06.187> to<00:41:06.235> learn<00:41:06.620> all<00:41:06.781> of<00:41:06.925> your<00:41:07.086> life.

00:41:08.546 --> 00:41:13.839
And<00:41:08.626> yet<00:41:09.012> we,<00:41:09.349> we<00:41:09.573> just<00:41:09.830> get<00:41:10.937> bound<00:41:11.418> up<00:41:12.476> trying<00:41:12.797> to<00:41:12.941> be<00:41:13.278> perfect.

00:41:14.641 --> 00:41:19.660
And<00:41:14.721> that<00:41:14.946> doesn't<00:41:15.347> work<00:41:15.587> very<00:41:15.844> well,<00:41:16.148> because<00:41:16.630> you<00:41:16.790> can't<00:41:17.271> have<00:41:17.447> that<00:41:17.608> freedom<00:41:17.928> to<00:41:18.073> flow,<00:41:18.891> just<00:41:19.051> like<00:41:19.291> an<00:41:19.372> athlete.

00:41:20.735 --> 00:41:21.504
Yeah,<00:41:21.135> that's<00:41:21.376> so<00:41:21.456> good.

00:41:21.552 --> 00:41:27.598
And<00:41:21.697> so,<00:41:22.017> you<00:41:22.130> know,<00:41:22.322> a<00:41:22.418> daily<00:41:22.723> question<00:41:23.284> is,<00:41:24.487> is<00:41:24.663> this<00:41:24.824> situation<00:41:25.850> life-threatening<00:41:26.748> or<00:41:26.972> ego-threatening?

00:41:28.752 --> 00:41:30.372
And<00:41:28.897> it's<00:41:29.217> always<00:41:29.554> ego,<00:41:29.939> right?

00:41:31.318 --> 00:41:37.283
I<00:41:31.334> mean,<00:41:31.623> thankfully,<00:41:32.120> most<00:41:32.424> all<00:41:32.617> of<00:41:32.761> us<00:41:32.921> have<00:41:34.268> maybe<00:41:34.910> one<00:41:35.086> life-threatening<00:41:35.792> event<00:41:36.048> in<00:41:36.193> our<00:41:36.305> entire<00:41:36.674> lifetime.

00:41:37.716 --> 00:41:38.052
Yeah.

00:41:38.389 --> 00:41:39.158
It's<00:41:38.597> all<00:41:38.774> ego.

00:41:40.360 --> 00:41:42.363
There<00:41:40.408> are<00:41:40.536> 2<00:41:40.761> other<00:41:40.937> questions<00:41:41.498> you<00:41:41.642> ask<00:41:41.882> every<00:41:42.059> day.

00:41:43.260 --> 00:41:44.254
Can<00:41:43.485> you<00:41:43.565> share<00:41:43.805> those<00:41:43.981> with<00:41:44.126> us?

00:41:45.344 --> 00:41:45.824
Yeah.

00:41:46.946 --> 00:41:49.398
Do<00:41:47.026> you<00:41:47.186> want<00:41:47.571> to<00:41:47.811> connect<00:41:48.244> or<00:41:48.308> control<00:41:48.869> someone?

00:41:50.535 --> 00:41:58.532
Do<00:41:50.696> you<00:41:50.792> want<00:41:51.032> to<00:41:51.273> be—<00:41:51.673> to<00:41:51.833> focus<00:41:52.538> on<00:41:52.635> being<00:41:53.179> a<00:41:53.676> victim<00:41:54.061> of<00:41:54.157> circumstance<00:41:55.663> or<00:41:55.759> focus<00:41:56.561> on<00:41:56.705> your<00:41:56.881> vision,<00:41:57.426> your<00:41:57.586> dreams,<00:41:57.923> and<00:41:58.003> your<00:41:58.163> goals?

00:41:59.189 --> 00:42:03.547
Because<00:41:59.461> no<00:41:59.541> matter<00:41:59.846> what<00:42:00.070> happened,<00:42:01.352> your<00:42:01.448> vision,<00:42:01.913> dreams,<00:42:02.169> and<00:42:02.249> goals<00:42:02.634> haven't<00:42:02.954> changed.

00:42:04.638 --> 00:42:09.275
And<00:42:04.734> then<00:42:04.895> the<00:42:04.975> third<00:42:05.216> question<00:42:05.681> is,<00:42:06.259> is<00:42:06.403> this<00:42:06.580> situation<00:42:07.302> life-threatening<00:42:08.088> or<00:42:08.184> is<00:42:08.345> it<00:42:08.441> ego-threatening?

00:42:10.270 --> 00:42:11.602
And<00:42:10.366> it's<00:42:10.575> always<00:42:10.912> ego-threatening.

00:42:12.019 --> 00:42:17.426
I<00:42:12.420> wrote<00:42:12.597> a<00:42:12.613> note<00:42:13.303> on<00:42:13.479> this<00:42:14.105> after<00:42:14.346> you<00:42:14.426> taught<00:42:14.683> it<00:42:14.763> to<00:42:14.859> me<00:42:15.565> because<00:42:15.870> it<00:42:16.191> was<00:42:16.303> so<00:42:16.512> impactful<00:42:17.089> for<00:42:17.234> me.

00:42:18.132 --> 00:42:27.342
And<00:42:18.277> I<00:42:18.373> find<00:42:18.758> that<00:42:18.919> asking<00:42:19.239> that<00:42:19.400> question,<00:42:19.737> is<00:42:19.801> this<00:42:20.042> life-threatening<00:42:20.523> or<00:42:20.700> ego-threatening,<00:42:21.406> helps<00:42:21.743> reset<00:42:23.042> so<00:42:23.524> many<00:42:23.748> situations<00:42:24.406> in<00:42:24.615> life<00:42:25.032> that<00:42:25.273> feel<00:42:26.957> big.

00:42:27.583 --> 00:42:28.819
They<00:42:27.679> feel<00:42:27.968> like<00:42:28.097> a<00:42:28.145> major<00:42:28.466> problem.

00:42:28.883 --> 00:42:32.429
And<00:42:28.963> then<00:42:29.107> when<00:42:29.188> I<00:42:29.268> look<00:42:29.444> at<00:42:29.541> it<00:42:29.605> through<00:42:30.327> that<00:42:30.551> lens,<00:42:30.872> I<00:42:30.969> go,<00:42:31.209> this<00:42:31.434> really<00:42:31.610> isn't<00:42:31.835> that<00:42:31.931> big<00:42:32.108> a<00:42:32.172> deal.

00:42:33.039 --> 00:42:35.253
Yeah,<00:42:33.215> we<00:42:33.359> have<00:42:33.472> a<00:42:33.536> simple<00:42:33.937> tool<00:42:34.242> called<00:42:34.451> the<00:42:34.515> Band-Aid<00:42:34.964> Scale.

00:42:36.329 --> 00:42:40.379
And<00:42:36.426> on<00:42:36.571> the<00:42:36.668> left<00:42:36.910> side<00:42:37.249> of<00:42:37.313> the<00:42:37.555> page<00:42:38.346> are<00:42:38.604> physical<00:42:39.088> things<00:42:39.411> that<00:42:39.556> might<00:42:39.798> happen<00:42:40.056> to<00:42:40.282> you.

00:42:41.347 --> 00:42:48.271
You<00:42:41.428> might<00:42:41.670> lose<00:42:41.976> all<00:42:42.073> 4<00:42:42.412> limbs,<00:42:44.050> or<00:42:44.648> lose<00:42:45.036> your<00:42:45.214> eyesight,<00:42:46.168> or<00:42:46.896> one<00:42:47.301> ear<00:42:47.560> goes<00:42:47.964> deaf.

00:42:49.420 --> 00:42:58.702
You<00:42:49.565> might<00:42:50.228> break<00:42:50.471> your<00:42:50.698> arm,<00:42:51.425> you<00:42:51.620> might<00:42:52.962> get<00:42:53.075> a<00:42:53.270> 6-stitch<00:42:54.664> cut,<00:42:56.691> all<00:42:56.772> the<00:42:56.853> way<00:42:57.031> down<00:42:57.421> to<00:42:57.842> somewhere<00:42:58.166> around<00:42:58.475> 5%.

00:42:58.961 --> 00:42:59.885
It's<00:42:59.237> a<00:42:59.302> Band-Aid<00:42:59.707> cut.

00:42:59.934 --> 00:43:00.696
It's<00:43:00.015> no<00:43:00.112> big<00:43:00.339> deal,<00:43:00.534> right?

00:43:02.019 --> 00:43:04.090
Losing<00:43:02.276> all<00:43:02.356> 4<00:43:02.677> limbs<00:43:02.998> is<00:43:03.143> up<00:43:03.255> around<00:43:03.448> 100%.

00:43:04.203 --> 00:43:05.856
I<00:43:04.267> mean,<00:43:04.444> that's<00:43:04.684> not<00:43:04.845> a<00:43:04.925> good<00:43:05.086> day<00:43:05.246> at<00:43:05.327> the<00:43:05.407> beach,<00:43:05.728> right?

00:43:05.969 --> 00:43:06.033
No.

00:43:07.013 --> 00:43:08.586
And<00:43:07.093> so,<00:43:07.237> those<00:43:07.478> are<00:43:07.575> all<00:43:07.671> physical<00:43:08.217> things.

00:43:09.421 --> 00:43:12.536
But<00:43:09.517> most<00:43:09.887> of<00:43:09.967> our<00:43:10.224> pain<00:43:10.625> comes<00:43:11.011> from<00:43:11.187> emotion,<00:43:11.830> not<00:43:12.070> physical.

00:43:13.676 --> 00:43:16.197
And<00:43:13.756> so,<00:43:14.174> there's<00:43:14.784> an<00:43:14.816> emotional<00:43:15.282> side<00:43:15.828> over<00:43:16.068> here.

00:43:16.550 --> 00:43:19.200
And<00:43:16.711> it's<00:43:16.968> things<00:43:17.433> that<00:43:17.915> are<00:43:18.011> not<00:43:18.316> physical<00:43:18.798> at<00:43:18.878> all.

00:43:20.099 --> 00:43:26.168
They're<00:43:20.259> things<00:43:20.725> like,<00:43:21.544> wow,<00:43:22.732> my<00:43:22.828> 5-year-old<00:43:24.370> spilled<00:43:24.675> milk<00:43:25.221> on<00:43:25.253> my<00:43:25.397> business<00:43:25.799> papers.

00:43:26.685 --> 00:43:27.887
Now<00:43:27.014> what<00:43:27.179> am<00:43:27.278> I<00:43:27.426> going<00:43:27.524> to<00:43:27.673> do?

00:43:28.479 --> 00:43:29.945
I<00:43:28.512> don't<00:43:28.726> have<00:43:28.908> time<00:43:29.220> to<00:43:29.319> redo<00:43:29.731> them.

00:43:31.350 --> 00:43:34.692
I'm<00:43:31.463> late<00:43:31.931> for<00:43:32.092> a<00:43:32.189> deal,<00:43:32.512> running<00:43:32.754> a<00:43:32.771> little<00:43:33.158> late,<00:43:33.707> and<00:43:33.788> I<00:43:33.869> had<00:43:33.982> a<00:43:34.046> flat<00:43:34.353> tire.

00:43:34.838 --> 00:43:35.855
I'm<00:43:34.886> going<00:43:35.015> to<00:43:35.096> be<00:43:35.322> real<00:43:35.580> late<00:43:35.742> now.

00:43:36.210 --> 00:43:37.680
What<00:43:36.372> are<00:43:36.404> people<00:43:36.711> going<00:43:36.824> to<00:43:36.953> think<00:43:37.195> about<00:43:37.437> me?

00:43:38.330 --> 00:43:38.459
Right?

00:43:39.023 --> 00:43:42.638
So<00:43:39.169> you<00:43:39.265> have<00:43:39.475> all<00:43:39.733> these<00:43:40.201> things<00:43:41.331> that<00:43:41.428> could<00:43:41.654> happen<00:43:42.218> to<00:43:42.461> you.

00:43:43.848 --> 00:43:45.930
And<00:43:43.945> so<00:43:44.090> let's<00:43:44.494> take<00:43:44.671> a<00:43:44.736> flat<00:43:45.059> tire,<00:43:45.623> right?

00:43:46.333 --> 00:43:47.382
You<00:43:46.430> get<00:43:46.656> all<00:43:46.834> upset.

00:43:47.544 --> 00:43:50.400
Oh<00:43:47.770> my<00:43:47.883> goodness,<00:43:48.938> what<00:43:49.117> a<00:43:49.198> day<00:43:49.344> to<00:43:49.490> have<00:43:49.669> a<00:43:49.734> flat<00:43:50.075> tire.

00:43:51.610 --> 00:43:53.373
It's<00:43:51.892> 100<00:43:52.458> degrees<00:43:52.957> outside.

00:43:54.186 --> 00:43:58.196
I'm<00:43:54.234> going<00:43:54.347> to<00:43:54.443> be<00:43:54.523> soaking<00:43:55.004> wet,<00:43:55.662> smelly,<00:43:56.127> stinky<00:43:56.688> by<00:43:56.768> the<00:43:56.929> time<00:43:57.169> I<00:43:57.314> get<00:43:57.554> changing<00:43:58.036> it.

00:43:58.276 --> 00:44:00.538
I'm<00:43:58.324> going<00:43:58.469> to<00:43:58.533> show<00:43:58.854> up,<00:43:59.479> they're<00:43:59.640> all<00:43:59.752> going<00:43:59.848> to<00:43:59.960> look<00:44:00.153> at<00:44:00.281> me.

00:44:01.885 --> 00:44:04.355
And<00:44:03.168> this<00:44:03.409> is<00:44:03.505> just<00:44:03.762> a<00:44:03.826> bad<00:44:04.147> day.

00:44:05.751 --> 00:44:12.343
And<00:44:05.847> so<00:44:05.991> the<00:44:06.087> way<00:44:06.296> you<00:44:06.472> use<00:44:06.713> the<00:44:06.777> Band-Aid<00:44:07.178> scale<00:44:07.659> is,<00:44:07.996> if<00:44:08.221> you<00:44:08.317> could<00:44:08.477> make<00:44:08.718> that<00:44:08.958> flat<00:44:09.279> tire<00:44:09.664> go<00:44:09.841> away,<00:44:11.429> what<00:44:11.605> would<00:44:11.765> you<00:44:11.990> trade?

00:44:12.423 --> 00:44:13.177
How<00:44:12.631> bad<00:44:12.952> is<00:44:13.129> it?

00:44:14.251 --> 00:44:16.850
What<00:44:14.396> would<00:44:14.492> you<00:44:14.636> trade<00:44:15.198> on<00:44:15.278> the<00:44:15.374> physical<00:44:15.759> side<00:44:16.096> to<00:44:16.160> make<00:44:16.337> it<00:44:16.417> go<00:44:16.657> away?

00:44:17.684 --> 00:44:21.197
Are<00:44:17.780> you<00:44:17.924> going<00:44:18.021> to<00:44:18.101> cut<00:44:18.502> your<00:44:18.887> arm<00:44:19.208> off<00:44:19.625> to<00:44:19.721> make<00:44:20.026> that<00:44:20.330> incident<00:44:20.747> go<00:44:20.908> away?

00:44:22.512 --> 00:44:28.187
It<00:44:22.752> is—<00:44:23.217> it's<00:44:23.778> almost<00:44:24.195> impossible<00:44:25.782> to<00:44:25.878> get<00:44:26.439> above<00:44:27.385> a<00:44:27.401> Band-Aid<00:44:28.026> cut.

00:44:29.165 --> 00:44:32.114
Yet<00:44:29.389> we<00:44:29.565> horrible-ize<00:44:30.351> it<00:44:30.752> and<00:44:30.848> we<00:44:31.088> terrible-ize<00:44:31.970> it.

00:44:33.317 --> 00:44:34.615
But<00:44:33.477> it's<00:44:33.637> really<00:44:33.894> not<00:44:34.134> that<00:44:34.295> way.

00:44:34.840 --> 00:44:37.309
It's<00:44:35.016> the<00:44:35.160> stories<00:44:35.882> that<00:44:35.978> we<00:44:36.363> make<00:44:36.603> up<00:44:36.780> in<00:44:36.860> our<00:44:37.020> head.

00:44:38.142 --> 00:44:43.240
It's<00:44:38.447> almost<00:44:38.783> like<00:44:39.024> we're<00:44:39.168> Academy<00:44:39.890> Award-winning<00:44:40.932> producers<00:44:41.509> and<00:44:41.653> directors<00:44:42.070> of<00:44:42.214> movies<00:44:42.711> in<00:44:42.807> our<00:44:42.952> head.

00:44:44.555 --> 00:44:44.667
Wow.

00:44:45.260 --> 00:44:47.873
And<00:44:46.398> we<00:44:46.543> horrible-ize<00:44:46.975> it<00:44:47.040> and<00:44:47.216> terrible-ize<00:44:47.761> it.

00:44:49.227 --> 00:44:51.565
And<00:44:49.876> you<00:44:49.909> know<00:44:50.055> we<00:44:50.201> live<00:44:50.526> we<00:44:50.623> live<00:44:50.785> in<00:44:50.867> three<00:44:51.110> places.

00:44:52.896 --> 00:44:53.886
You<00:44:52.977> can<00:44:53.075> live<00:44:53.237> in<00:44:53.367> the<00:44:53.448> past,<00:44:53.789> right?

00:44:55.750 --> 00:44:56.314
That's<00:44:55.943> gone.

00:44:56.733 --> 00:45:01.717
You<00:44:56.830> can<00:44:56.975> live<00:44:57.153> in<00:44:57.217> the<00:44:57.314> future<00:44:57.653> and<00:44:57.782> try<00:44:57.878> to<00:44:58.024> predict<00:44:58.362> the<00:44:58.443> future,<00:44:58.991> or<00:44:59.072> you<00:44:59.233> can<00:44:59.314> live<00:44:59.556> in<00:44:59.636> the<00:44:59.669> now,<00:45:00.298> and<00:45:00.604> that's<00:45:00.781> the<00:45:00.862> only<00:45:01.023> place<00:45:01.330> you<00:45:01.362> can<00:45:01.491> live.

00:45:03.831 --> 00:45:11.963
But<00:45:04.234> yeah,<00:45:04.573> we<00:45:05.299> we<00:45:05.783> we<00:45:06.268> believe<00:45:06.735> that<00:45:06.897> we're<00:45:06.994> not<00:45:07.220> worthy<00:45:07.558> enough<00:45:07.881> because<00:45:08.268> we've<00:45:08.430> been<00:45:08.607> told<00:45:08.849> that<00:45:09.091> all<00:45:09.253> of<00:45:09.398> our<00:45:09.495> lives,<00:45:10.366> and<00:45:10.527> it's<00:45:10.931> all<00:45:11.092> this<00:45:11.270> competition.

00:45:12.076 --> 00:45:13.133
What'd<00:45:12.238> you<00:45:12.367> make<00:45:12.625> on<00:45:12.690> the<00:45:12.788> test?

00:45:13.280 --> 00:45:14.970
You<00:45:13.313> know,<00:45:13.526> did<00:45:13.707> you<00:45:13.854> get<00:45:14.019> a<00:45:14.101> hit<00:45:14.347> in<00:45:14.429> Little<00:45:14.675> League?

00:45:15.019 --> 00:45:16.644
I<00:45:15.101> mean,<00:45:15.430> it's<00:45:15.594> just<00:45:15.840> so<00:45:16.004> dysfunctional.

00:45:18.299 --> 00:45:22.297
And<00:45:18.380> so,<00:45:18.557> we<00:45:18.702> go<00:45:18.928> back<00:45:19.653> and<00:45:19.750> we're<00:45:19.992> afraid<00:45:20.782> that<00:45:20.943> people<00:45:21.297> aren't<00:45:21.587> going<00:45:21.684> to<00:45:21.765> like<00:45:22.152> us.

00:45:23.768 --> 00:45:26.658
And<00:45:24.839> that's<00:45:25.343> not<00:45:25.635> true<00:45:26.446> at<00:45:26.528> all.

00:45:28.005 --> 00:45:33.592
And<00:45:28.151> so,<00:45:28.979> again,<00:45:29.385> we<00:45:29.547> use<00:45:29.774> that<00:45:29.953> control<00:45:30.683> to<00:45:30.846> protect<00:45:31.479> ourselves<00:45:31.982> going<00:45:32.787> forward.

00:45:34.784 --> 00:45:42.287
And<00:45:34.881> it<00:45:35.026> usually<00:45:35.606> manifests<00:45:37.039> ourselves<00:45:40.824> in<00:45:41.099> 5<00:45:41.413> different<00:45:41.743> ways.

00:45:43.036 --> 00:45:47.192
You<00:45:43.116> either<00:45:43.437> become<00:45:43.710> a<00:45:43.838> people<00:45:44.175> pleaser,<00:45:44.897> because<00:45:45.683> who's<00:45:45.860> going<00:45:46.004> to<00:45:46.085> get<00:45:46.197> rid<00:45:46.421> of<00:45:46.486> the<00:45:46.518> nice<00:45:46.823> person?

00:45:48.652 --> 00:45:58.696
You're<00:45:48.764> strong,<00:45:50.016> you<00:45:50.770> stick<00:45:51.219> in<00:45:51.379> there,<00:45:52.198> you<00:45:52.358> work<00:45:52.599> hard,<00:45:54.203> you<00:45:55.230> are<00:45:55.888> real<00:45:56.690> quality<00:45:57.412> control,<00:45:58.375> right?

00:45:59.322 --> 00:46:03.365
Who's<00:45:59.498> going<00:45:59.659> to<00:45:59.739> get<00:46:01.022> rid<00:46:01.119> of<00:46:01.183> the<00:46:01.263> person<00:46:01.728> that's<00:46:02.306> perfect,<00:46:03.092> right?

00:46:03.734 --> 00:46:03.846
Hmm.

00:46:04.616 --> 00:46:05.355
And<00:46:04.777> who's<00:46:04.953> the<00:46:05.098> quick<00:46:05.274> guy?

00:46:05.900 --> 00:46:06.863
I<00:46:05.980> get<00:46:06.141> it<00:46:06.237> done<00:46:06.397> real<00:46:06.622> quick.

00:46:07.761 --> 00:46:13.177
And<00:46:08.082> they're<00:46:08.227> just<00:46:08.708> all<00:46:09.109> iterations<00:46:10.232> of<00:46:10.409> trying<00:46:10.665> to<00:46:10.746> make<00:46:11.115> up<00:46:11.420> for<00:46:12.168> that<00:46:12.282> you're<00:46:12.364> not<00:46:12.591> worthy<00:46:12.917> enough.

00:46:15.217 --> 00:46:18.597
And<00:46:15.331> yet<00:46:15.477> here<00:46:15.705> you<00:46:15.867> are,<00:46:16.127> you're<00:46:16.355> all<00:46:16.680> okay<00:46:17.898> right<00:46:18.061> here,<00:46:18.240> right<00:46:18.483> now.

00:46:20.433 --> 00:46:22.188
And<00:46:20.515> right<00:46:20.742> here,<00:46:20.856> right<00:46:21.067> now<00:46:21.181> is<00:46:21.311> the<00:46:21.392> only<00:46:21.571> place<00:46:21.798> you<00:46:21.896> can<00:46:22.042> live.

00:46:24.060 --> 00:46:24.336
So<00:46:24.092> good.

00:46:24.401 --> 00:46:28.049
But<00:46:24.564> carrying<00:46:24.971> the<00:46:25.069> past<00:46:25.542> and<00:46:25.623> predicting<00:46:26.046> the<00:46:26.193> future,<00:46:27.186> they<00:46:27.284> don't<00:46:27.496> work<00:46:27.740> very<00:46:27.919> well.

00:46:30.373 --> 00:46:31.916
So<00:46:30.503> I<00:46:30.536> mentioned<00:46:30.925> your<00:46:31.234> art<00:46:31.494> earlier.

00:46:32.371 --> 00:46:34.954
Can<00:46:32.534> you<00:46:33.265> tell<00:46:33.443> me,<00:46:33.671> how<00:46:33.849> did<00:46:34.077> you<00:46:34.174> get<00:46:34.402> into<00:46:34.726> art?

00:46:35.539 --> 00:46:41.152
And<00:46:35.880> can<00:46:36.042> you<00:46:36.123> talk<00:46:36.383> about<00:46:37.046> the<00:46:37.368> journey<00:46:37.787> of<00:46:37.932> creating<00:46:38.495> art<00:46:39.139> with<00:46:39.719> meaning<00:46:40.121> and<00:46:40.266> story<00:46:40.604> behind<00:46:41.007> it?

00:46:41.216 --> 00:46:41.329
Yeah.

00:46:42.118 --> 00:46:47.369
Well,<00:46:43.084> I've—<00:46:45.982> artists<00:46:46.385> call<00:46:46.562> me<00:46:46.707> an<00:46:46.804> artist.

00:46:47.595 --> 00:46:51.937
I've<00:46:47.772> been<00:46:48.079> in<00:46:49.467> top,<00:46:50.032> top,<00:46:50.290> top-rated<00:46:51.081> art<00:46:51.323> museums.

00:46:52.937 --> 00:46:56.244
But<00:46:53.082> I<00:46:53.486> believe<00:46:53.809> I'm<00:46:54.051> a<00:46:54.309> designer<00:46:55.423> more<00:46:55.600> than<00:46:55.762> an<00:46:55.826> artist.

00:46:56.485 --> 00:46:58.961
I<00:46:56.501> mean,<00:46:56.662> if<00:46:56.790> I<00:46:56.871> had<00:46:56.967> to<00:46:57.048> draw<00:46:57.514> you,<00:46:57.755> you'd<00:46:57.932> look<00:46:58.077> like<00:46:58.253> a<00:46:58.269> stick<00:46:58.575> figure.

00:46:59.877 --> 00:47:04.121
So<00:47:00.198> most<00:47:00.504> of<00:47:00.536> my<00:47:00.890> art,<00:47:01.308> I<00:47:01.549> take<00:47:01.935> existing<00:47:02.578> items<00:47:03.140> and<00:47:03.237> I<00:47:03.381> make<00:47:03.623> some<00:47:03.864> art.

00:47:04.385 --> 00:47:04.879
Out<00:47:04.562> of<00:47:04.738> them.

00:47:07.057 --> 00:47:11.958
And<00:47:07.621> it's<00:47:08.427> obviously<00:47:09.008> been<00:47:09.169> good<00:47:09.346> enough<00:47:09.653> to<00:47:09.733> be<00:47:09.895> in<00:47:10.604> top-notch<00:47:11.329> museums.

00:47:13.580 --> 00:47:16.849
But<00:47:13.677> everything<00:47:14.000> I<00:47:14.016> do<00:47:14.243> has<00:47:14.502> meaning,<00:47:15.133> and<00:47:15.554> it<00:47:15.716> came<00:47:16.023> out<00:47:16.137> of<00:47:16.185> left<00:47:16.363> field.

00:47:17.739 --> 00:47:22.202
I<00:47:17.820> started<00:47:18.208> doing<00:47:18.775> art<00:47:19.988> when<00:47:20.150> I<00:47:20.247> was<00:47:20.652> 65<00:47:21.556> years<00:47:21.927> old.

00:47:22.573 --> 00:47:22.686
Wow.

00:47:23.704 --> 00:47:27.288
I<00:47:24.107> had<00:47:24.285> blank<00:47:25.254> walls<00:47:25.883> on<00:47:26.045> the<00:47:26.142> new<00:47:26.303> garage<00:47:26.788> I<00:47:26.933> built.

00:47:27.353 --> 00:47:29.355
And<00:47:27.692> so<00:47:27.902> I<00:47:28.079> thought,<00:47:28.322> well,<00:47:28.499> I'll<00:47:28.661> make<00:47:28.903> some<00:47:29.064> stuff.

00:47:31.191 --> 00:47:35.383
And<00:47:31.673> it's,<00:47:33.038> as<00:47:33.199> I<00:47:33.295> say,<00:47:33.616> it's<00:47:34.323> through<00:47:34.580> me,<00:47:34.741> not<00:47:35.046> from<00:47:35.303> me.

00:47:36.010 --> 00:47:38.098
I<00:47:36.106> believe<00:47:36.508> it's,<00:47:37.247> it's<00:47:37.471> from<00:47:37.712> God.

00:47:39.463 --> 00:47:45.824
And<00:47:40.106> because,<00:47:40.684> yeah,<00:47:41.005> every<00:47:41.182> single<00:47:41.648> piece—<00:47:43.174> and<00:47:43.318> I<00:47:43.495> am,<00:47:44.041> I<00:47:44.314> know<00:47:44.603> I<00:47:44.780> am<00:47:45.005> very<00:47:45.262> creative.

00:47:46.627 --> 00:47:52.378
It's<00:47:46.852> what's<00:47:47.254> helped<00:47:47.511> me<00:47:47.752> in<00:47:47.896> strategy<00:47:48.555> and<00:47:48.780> marketing,<00:47:50.563> you<00:47:50.643> know,<00:47:50.804> color<00:47:51.189> outside<00:47:51.607> those<00:47:51.848> lines.

00:47:53.695 --> 00:48:01.004
But<00:47:55.446> art<00:47:55.687> is<00:47:55.719> so<00:47:56.024> powerful<00:47:56.827> because<00:47:58.353> People<00:47:58.610> can<00:47:58.835> look<00:47:58.996> at<00:47:59.140> the<00:47:59.301> art<00:47:59.944> and<00:48:00.040> they<00:48:00.185> hear<00:48:00.361> the<00:48:00.442> message.

00:48:01.727 --> 00:48:04.875
And<00:48:01.887> so<00:48:01.984> it's<00:48:02.289> the<00:48:02.675> art<00:48:03.173> that's<00:48:03.414> helping<00:48:03.815> them<00:48:04.056> discover.

00:48:05.968 --> 00:48:08.490
It's<00:48:06.145> not<00:48:06.386> me<00:48:07.028> and<00:48:07.189> any<00:48:07.414> words<00:48:07.815> I<00:48:07.831> might<00:48:08.169> say.

00:48:08.956 --> 00:48:12.088
They're<00:48:09.116> like,<00:48:09.582> oh<00:48:09.614> my<00:48:09.904> goodness,<00:48:10.948> I<00:48:10.964> never<00:48:11.221> thought<00:48:11.462> of<00:48:11.542> it<00:48:11.687> that<00:48:11.847> way.

00:48:13.197 --> 00:48:13.277
Yeah.

00:48:13.695 --> 00:48:13.839
Yeah.

00:48:14.578 --> 00:48:21.133
Something<00:48:14.884> you've<00:48:14.980> talked<00:48:15.366> to<00:48:15.398> me<00:48:15.542> a<00:48:15.703> lot<00:48:15.960> about<00:48:17.149> is<00:48:17.856> that<00:48:18.016> we<00:48:18.113> don't<00:48:18.257> want<00:48:18.418> to<00:48:18.498> be<00:48:18.996> telling<00:48:19.639> and<00:48:19.864> selling<00:48:20.747> to<00:48:20.828> people.

00:48:21.872 --> 00:48:23.864
We<00:48:21.952> want<00:48:22.097> to<00:48:22.129> be<00:48:22.354> leading<00:48:22.611> people<00:48:22.852> to<00:48:22.996> discover<00:48:23.430> things.

00:48:24.281 --> 00:48:27.782
And<00:48:24.683> your<00:48:24.924> art<00:48:25.647> has<00:48:25.823> done<00:48:26.064> that<00:48:26.450> for<00:48:26.722> so<00:48:27.188> many<00:48:27.429> people.

00:48:28.697 --> 00:48:39.198
My<00:48:28.938> favorite<00:48:29.500> piece<00:48:29.837> personally,<00:48:30.383> I<00:48:30.399> just<00:48:30.624> always<00:48:30.865> keep<00:48:30.961> coming<00:48:31.202> back<00:48:31.427> to<00:48:31.523> this<00:48:31.748> one,<00:48:32.487> is<00:48:33.049> the<00:48:33.145> map<00:48:33.547> of<00:48:33.691> the<00:48:33.755> United<00:48:34.109> States<00:48:34.558> made<00:48:34.799> out<00:48:34.976> of<00:48:35.072> cardboard<00:48:35.538> boxes<00:48:36.244> from<00:48:36.421> all<00:48:36.581> of<00:48:36.662> these<00:48:36.886> major<00:48:37.304> brands<00:48:37.850> that<00:48:38.091> all<00:48:38.187> of<00:48:38.331> us<00:48:38.428> would<00:48:38.572> recognize.

00:48:40.017 --> 00:48:46.006
And<00:48:40.114> then<00:48:40.355> in<00:48:40.435> the<00:48:40.515> middle<00:48:41.077> it<00:48:41.222> says,<00:48:41.800> we<00:48:41.960> buy<00:48:42.185> things<00:48:42.522> we<00:48:42.602> don't<00:48:42.859> need<00:48:43.229> with<00:48:43.405> money<00:48:43.646> we<00:48:43.742> don't<00:48:44.032> have<00:48:44.433> to<00:48:44.529> impress<00:48:45.011> people<00:48:45.412> we<00:48:45.557> don't<00:48:45.814> know.

00:48:46.456 --> 00:48:48.881
Yeah,<00:48:48.062> yeah,<00:48:48.463> yeah.

00:48:49.009 --> 00:48:53.384
It's,<00:48:49.410> um,<00:48:51.194> There's<00:48:51.452> never<00:48:51.677> enough<00:48:51.983> of<00:48:52.080> anything<00:48:52.547> that<00:48:52.708> almost<00:48:53.110> works.

00:48:55.301 --> 00:48:59.666
We<00:48:55.607> get<00:48:55.865> elated<00:48:56.509> when<00:48:56.734> we<00:48:56.895> finally<00:48:57.234> have<00:48:57.395> saved<00:48:57.781> up<00:48:57.894> enough<00:48:58.200> money<00:48:58.522> to<00:48:58.603> get<00:48:58.828> the<00:48:58.909> Rolex<00:48:59.392> watch.

00:49:00.618 --> 00:49:03.839
And<00:49:00.715> in<00:49:00.877> 9<00:49:01.136> months,<00:49:02.236> you're<00:49:02.333> probably<00:49:02.592> going<00:49:02.689> to<00:49:02.803> want<00:49:02.981> the<00:49:03.062> one<00:49:03.304> with<00:49:03.369> the<00:49:03.482> diamonds.

00:49:05.993 --> 00:49:15.827
Remember,<00:49:06.941> the<00:49:07.439> tiny<00:49:07.985> little<00:49:08.467> 8-foot-long<00:49:09.994> rowboat<00:49:12.501> that<00:49:12.726> John<00:49:13.144> has<00:49:14.493> is<00:49:14.590> someone<00:49:14.994> else's<00:49:15.419> dream.

00:49:16.167 --> 00:49:16.371
Hmm.

00:49:17.579 --> 00:49:22.836
And<00:49:17.741> John's<00:49:18.305> 8-foot<00:49:18.805> robot<00:49:19.369> dream<00:49:19.837> is<00:49:19.998> to<00:49:20.159> have<00:49:20.337> the<00:49:20.482> 12-footer<00:49:21.062> with<00:49:21.240> a<00:49:21.369> little<00:49:22.175> motor<00:49:22.514> on<00:49:22.675> it.

00:49:23.953 --> 00:49:26.765
And<00:49:24.033> so,<00:49:24.211> there's<00:49:24.421> never<00:49:24.664> enough<00:49:24.922> of<00:49:25.068> anything<00:49:25.569> that<00:49:25.730> almost<00:49:26.296> works.

00:49:27.896 --> 00:49:29.593
And<00:49:28.009> so,<00:49:28.462> we're<00:49:28.640> incessant.

00:49:30.633 --> 00:49:32.537
It's—<00:49:30.778> I<00:49:30.875> call<00:49:31.117> it<00:49:31.279> constant<00:49:31.989> craving.

00:49:33.521 --> 00:49:35.442
We<00:49:33.618> have<00:49:34.086> constant<00:49:34.893> craving.

00:49:37.152 --> 00:49:42.915
And<00:49:37.652> we're—<00:49:38.862> we<00:49:39.008> try<00:49:39.185> to<00:49:39.346> prove<00:49:39.734> our<00:49:39.960> worthiness<00:49:40.551> by<00:49:40.879> owning<00:49:41.372> things,<00:49:42.111> but<00:49:42.291> no<00:49:42.456> one<00:49:42.685> cares.

00:49:44.880 --> 00:49:53.437
You<00:49:44.978> know,<00:49:45.141> you<00:49:45.303> get<00:49:45.466> the<00:49:45.612> Ferrari<00:49:46.279> and<00:49:46.442> pull<00:49:46.669> up<00:49:46.913> in<00:49:47.011> the<00:49:47.173> 5-star<00:49:47.808> hotel,<00:49:49.796> and<00:49:49.877> you<00:49:50.022> think<00:49:50.265> you're<00:49:50.330> a<00:49:50.443> big<00:49:50.605> shot,<00:49:50.993> and<00:49:51.074> yet<00:49:51.981> nobody<00:49:52.369> even<00:49:52.547> knows<00:49:52.790> who<00:49:52.952> you<00:49:53.178> are.

00:49:54.409 --> 00:49:56.124
And<00:49:54.570> they<00:49:54.668> don't<00:49:54.894> care<00:49:55.202> that<00:49:55.364> you<00:49:55.461> have<00:49:55.558> a<00:49:55.687> Ferrari.

00:49:57.558 --> 00:49:59.448
They<00:49:57.719> care<00:49:57.897> because<00:49:58.204> they<00:49:58.382> don't<00:49:58.608> have<00:49:58.802> a<00:49:58.866> Ferrari.

00:50:01.273 --> 00:50:06.457
And<00:50:02.000> we're<00:50:02.404> constantly<00:50:02.985> trying<00:50:03.470> to<00:50:04.277> get<00:50:04.439> this<00:50:04.681> achievement<00:50:05.150> because<00:50:05.408> we've<00:50:05.553> been<00:50:05.780> taught,<00:50:06.199> right?

00:50:08.053 --> 00:50:10.037
And<00:50:08.779> we<00:50:08.940> pursue<00:50:09.343> happiness.

00:50:10.811 --> 00:50:12.682
There's<00:50:11.117> the<00:50:11.214> story<00:50:11.633> of<00:50:11.714> the<00:50:11.859> 3<00:50:12.166> genies.

00:50:12.746 --> 00:50:16.984
I<00:50:12.778> don't<00:50:12.891> know<00:50:12.923> if<00:50:12.956> you've<00:50:13.052> ever<00:50:13.294> heard<00:50:13.359> it,<00:50:14.512> I<00:50:14.592> think<00:50:16.021> I<00:50:16.101> have,<00:50:16.358> but<00:50:16.583> please<00:50:16.695> share<00:50:16.936> it.

00:50:17.080 --> 00:50:20.981
Yeah,<00:50:17.241> these<00:50:17.546> 3<00:50:17.787> genies<00:50:18.766> decided<00:50:19.312> that<00:50:19.408> mankind<00:50:20.050> was<00:50:20.211> pretty<00:50:20.516> broken.

00:50:21.335 --> 00:50:29.988
And<00:50:21.511> so,<00:50:22.924> because<00:50:23.245> we<00:50:23.341> were<00:50:23.486> always,<00:50:24.529> you<00:50:24.642> know,<00:50:24.786> looking<00:50:25.107> for<00:50:25.252> happiness,<00:50:25.830> and<00:50:25.974> they<00:50:26.071> said,<00:50:26.295> well,<00:50:26.392> we're<00:50:26.536> going<00:50:26.616> to<00:50:26.697> hide<00:50:27.194> it<00:50:27.355> so<00:50:27.515> they'll<00:50:27.692> never<00:50:28.013> find<00:50:28.463> it,<00:50:28.559> so<00:50:28.719> they<00:50:28.880> won't<00:50:29.105> even<00:50:29.281> go<00:50:29.506> look<00:50:29.683> for<00:50:29.924> it.

00:50:31.208 --> 00:50:35.799
And<00:50:31.288> so<00:50:31.449> the<00:50:31.529> first<00:50:31.834> genie<00:50:32.091> said,<00:50:32.476> hey,<00:50:32.894> we'll<00:50:34.162> hide<00:50:34.483> it<00:50:34.579> on<00:50:34.820> Mount<00:50:35.125> Everest,<00:50:35.542> right?

00:50:35.944 --> 00:50:37.019
It's<00:50:36.409> cold<00:50:36.730> up<00:50:36.907> there.

00:50:37.212 --> 00:50:38.448
There's<00:50:37.389> not<00:50:37.485> much<00:50:37.934> oxygen.

00:50:38.496 --> 00:50:40.070
They'll<00:50:38.625> never<00:50:38.898> get<00:50:38.994> up<00:50:39.139> there<00:50:39.299> and<00:50:39.379> find<00:50:39.636> happiness.

00:50:41.723 --> 00:50:45.330
And<00:50:41.803> the<00:50:41.947> other<00:50:42.107> genie<00:50:42.300> goes,<00:50:42.524> well,<00:50:43.166> you<00:50:43.262> know,<00:50:43.791> they<00:50:43.887> got<00:50:44.048> a<00:50:44.064> lot<00:50:44.224> of<00:50:44.368> grit<00:50:44.609> and<00:50:44.689> a<00:50:44.753> lot<00:50:44.913> of<00:50:44.945> stamina.

00:50:45.394 --> 00:50:46.469
I<00:50:45.571> think<00:50:45.875> they'll<00:50:46.036> get<00:50:46.148> up<00:50:46.356> there.

00:50:47.158 --> 00:50:49.146
And<00:50:47.575> the<00:50:47.655> other<00:50:47.816> genie<00:50:48.072> says,<00:50:48.377> we'll<00:50:48.521> put<00:50:48.681> it<00:50:48.762> on<00:50:48.922> the<00:50:48.954> moon.

00:50:49.275 --> 00:50:50.349
They<00:50:49.419> can't<00:50:49.643> get<00:50:49.740> to<00:50:49.884> the<00:50:49.916> moon.

00:50:51.343 --> 00:50:55.512
Well,<00:50:51.728> they<00:50:51.808> have<00:50:51.920> a<00:50:51.984> lot<00:50:52.161> of<00:50:52.225> creativity<00:50:53.267> and<00:50:53.412> a<00:50:53.428> lot<00:50:53.668> of<00:50:53.748> innovation<00:50:54.309> and<00:50:54.550> a<00:50:54.566> lot<00:50:54.871> of<00:50:55.015> intellect.

00:50:56.153 --> 00:51:02.936
I<00:50:56.234> think<00:50:56.410> at<00:50:56.474> some<00:50:56.715> point<00:50:57.035> they'll<00:50:58.077> manufacture<00:50:58.799> some<00:50:59.681> mechanical<00:51:00.402> device<00:51:00.964> that<00:51:01.268> will<00:51:01.605> get<00:51:01.749> them<00:51:01.910> up<00:51:02.086> there<00:51:02.246> and<00:51:02.327> they'll<00:51:02.551> find<00:51:02.808> it.

00:51:04.251 --> 00:51:06.479
And<00:51:04.331> then<00:51:04.475> the<00:51:04.571> third<00:51:04.812> genie<00:51:05.133> says,<00:51:05.517> I<00:51:05.549> know<00:51:05.774> where<00:51:05.886> we'll<00:51:06.159> hide<00:51:06.415> it.

00:51:06.560 --> 00:51:07.586
They<00:51:06.656> will<00:51:06.768> never<00:51:07.153> find<00:51:07.474> it.

00:51:08.179 --> 00:51:10.856
We<00:51:08.403> will<00:51:08.564> hide<00:51:08.981> it<00:51:09.606> inside<00:51:10.584> of<00:51:10.744> them.

00:51:12.347 --> 00:51:13.838
And<00:51:12.492> that's<00:51:12.732> where<00:51:12.828> our<00:51:12.989> happiness<00:51:13.614> is.

00:51:13.950 --> 00:51:15.361
It's<00:51:14.191> inside<00:51:15.009> of<00:51:15.169> us.

00:51:16.580 --> 00:51:18.087
It<00:51:16.740> is<00:51:16.932> not<00:51:17.381> externally.

00:51:18.439 --> 00:51:22.287
And<00:51:18.600> we<00:51:18.760> chase<00:51:19.241> the<00:51:19.385> external<00:51:19.946> world<00:51:20.219> for<00:51:20.427> our<00:51:20.587> happiness,<00:51:21.165> and<00:51:21.245> it's<00:51:21.485> a<00:51:21.549> dead-end<00:51:22.030> road.

00:51:23.152 --> 00:51:23.297
Right?

00:51:23.633 --> 00:51:23.906
Hmm.

00:51:24.291 --> 00:51:24.547
Yeah.

00:51:25.493 --> 00:51:26.182
That's<00:51:25.733> all<00:51:25.894> it<00:51:26.038> is.

00:51:27.481 --> 00:51:30.623
And<00:51:28.844> you<00:51:28.940> don't<00:51:29.164> really<00:51:29.340> find<00:51:29.805> happiness<00:51:30.302> anyway.

00:51:30.767 --> 00:51:31.553
You<00:51:30.928> realize<00:51:31.505> it.

00:51:32.226 --> 00:51:32.755
Right?

00:51:33.589 --> 00:51:34.775
And<00:51:33.685> it's<00:51:33.893> how<00:51:34.134> you<00:51:34.246> see<00:51:34.631> it.

00:51:36.509 --> 00:51:46.282
There<00:51:36.688> was<00:51:37.077> the<00:51:37.807> 10-year-olds<00:51:39.169> in<00:51:39.817> elementary<00:51:40.239> school,<00:51:41.536> the<00:51:41.617> boys,<00:51:42.736> they<00:51:42.898> have<00:51:43.320> their<00:51:44.293> 50-yard<00:51:45.344> dash<00:51:45.813> race,<00:51:46.072> right?

00:51:47.851 --> 00:51:51.053
The<00:51:47.932> little<00:51:48.174> boy<00:51:48.336> that<00:51:48.481> came<00:51:48.740> in<00:51:48.821> first<00:51:49.144> place,<00:51:50.357> he<00:51:50.503> wasn't<00:51:50.826> happy.

00:51:51.489 --> 00:51:52.719
He<00:51:51.570> got<00:51:51.748> the<00:51:51.878> first<00:51:52.136> place<00:51:52.363> trophy.

00:51:52.848 --> 00:51:54.013
Well,<00:51:53.268> why<00:51:53.349> aren't<00:51:53.560> you<00:51:53.640> happy?

00:51:54.968 --> 00:51:56.440
I<00:51:55.032> didn't<00:51:55.291> break<00:51:55.534> my<00:51:55.615> previous<00:51:56.165> record.

00:51:57.962 --> 00:52:03.764
The<00:51:58.043> little<00:51:58.285> boy<00:51:58.447> that<00:51:58.593> came<00:51:58.836> in<00:51:58.997> third<00:51:59.240> place,<00:52:00.340> he's<00:52:00.537> like,<00:52:01.426> oh<00:52:01.525> my<00:52:01.772> goodness,<00:52:02.249> look,<00:52:02.496> I<00:52:02.661> got<00:52:03.007> third<00:52:03.320> place.

00:52:04.256 --> 00:52:06.964
He<00:52:04.496> was<00:52:04.752> so<00:52:05.217> happy<00:52:05.698> that<00:52:05.810> he<00:52:05.938> got<00:52:06.339> third<00:52:06.659> place.

00:52:08.021 --> 00:52:10.425
And<00:52:08.118> so,<00:52:08.502> happiness<00:52:09.319> is<00:52:09.480> what<00:52:09.784> you<00:52:10.025> give<00:52:10.281> it.

00:52:11.867 --> 00:52:11.947
Right?

00:52:12.268 --> 00:52:12.524
Yeah.

00:52:12.925 --> 00:52:15.505
But<00:52:13.085> it<00:52:13.229> doesn't<00:52:13.566> make<00:52:13.951> you<00:52:14.287> anyone,<00:52:15.409> see?

00:52:16.531 --> 00:52:22.764
And<00:52:16.675> that's<00:52:16.931> when<00:52:17.091> we<00:52:17.236> attach<00:52:17.732> to<00:52:17.957> an<00:52:18.373> identity,<00:52:19.735> to<00:52:19.896> a<00:52:20.040> car,<00:52:20.937> to<00:52:21.098> a<00:52:21.258> boat,<00:52:21.739> to<00:52:21.899> a<00:52:22.043> lake<00:52:22.283> house.

00:52:23.485 --> 00:52:24.302
They<00:52:23.645> can't<00:52:23.902> hug<00:52:24.206> you.

00:52:25.088 --> 00:52:26.562
They<00:52:25.264> can't<00:52:25.504> tell<00:52:25.809> you<00:52:25.969> they<00:52:26.129> love<00:52:26.450> you.

00:52:27.091 --> 00:52:27.972
They're<00:52:27.267> just<00:52:27.587> things.

00:52:28.629 --> 00:52:32.367
And<00:52:28.773> they<00:52:28.869> will<00:52:28.982> never<00:52:29.270> bring<00:52:29.575> you<00:52:30.778> Happiness<00:52:31.580> and<00:52:31.677> satisfaction.

00:52:33.684 --> 00:52:53.931
You<00:52:33.989> obviously<00:52:34.567> could<00:52:35.755> go<00:52:36.012> do<00:52:36.237> whatever<00:52:36.558> you<00:52:36.654> want<00:52:36.815> to<00:52:36.895> do<00:52:37.361> and<00:52:37.441> have<00:52:37.618> been<00:52:37.762> able<00:52:38.003> to<00:52:38.180> for<00:52:38.340> a<00:52:38.356> long<00:52:38.726> time,<00:52:38.999> and<00:52:39.127> yet<00:52:39.304> the<00:52:39.384> thing<00:52:39.705> that<00:52:40.010> you<00:52:40.187> spend<00:52:40.572> your<00:52:40.733> time<00:52:41.070> doing<00:52:41.391> is<00:52:41.552> creating<00:52:42.097> art<00:52:43.077> that<00:52:43.623> has<00:52:43.896> messages<00:52:44.506> that<00:52:44.667> helps<00:52:44.923> people<00:52:45.389> to<00:52:45.726> discover<00:52:46.930> life-changing<00:52:47.830> truth<00:52:48.295> and<00:52:48.440> freedom,<00:52:49.564> and<00:52:49.740> meeting<00:52:50.062> with<00:52:50.206> people<00:52:51.346> like<00:52:51.587> me<00:52:51.828> and<00:52:51.988> like<00:52:52.952> many,<00:52:53.144> many<00:52:53.417> other<00:52:53.578> people.

00:52:54.879 --> 00:52:55.585
Why<00:52:55.039> do<00:52:55.103> you<00:52:55.200> do<00:52:55.360> that?

00:52:57.549 --> 00:53:01.018
Well,<00:52:58.684> I<00:52:58.943> get<00:52:59.251> up<00:52:59.737> and<00:52:59.899> I<00:52:59.996> get<00:53:00.159> drunk<00:53:00.467> every<00:53:00.645> morning.

00:53:02.023 --> 00:53:02.720
There<00:53:02.428> it<00:53:02.509> is.

00:53:03.222 --> 00:53:04.778
I<00:53:03.465> get<00:53:03.741> drunk<00:53:04.357> on<00:53:04.681> joy.

00:53:06.450 --> 00:53:13.054
And<00:53:06.546> joy<00:53:06.804> for<00:53:06.981> me<00:53:08.238> means<00:53:08.898> J-O-Y:<00:53:10.170> Jesus,<00:53:10.895> others,<00:53:11.942> and<00:53:12.265> then<00:53:12.506> you,<00:53:12.683> Larry.

00:53:14.214 --> 00:53:16.039
And<00:53:14.278> I<00:53:14.375> get<00:53:14.600> mad,<00:53:15.245> not<00:53:15.422> angry<00:53:15.666> mad.

00:53:16.559 --> 00:53:18.476
Mad<00:53:16.868> for<00:53:17.014> me<00:53:17.274> means<00:53:17.631> make<00:53:17.924> a<00:53:18.086> difference.

00:53:19.962 --> 00:53:23.204
You<00:53:20.044> know,<00:53:20.190> there's<00:53:20.369> an<00:53:20.516> old<00:53:20.614> saying,<00:53:21.103> if<00:53:21.200> you<00:53:21.331> want<00:53:21.428> to<00:53:21.510> be<00:53:21.657> happy<00:53:21.982> for<00:53:22.080> an<00:53:22.308> hour,<00:53:22.553> you<00:53:22.650> take<00:53:22.895> a<00:53:22.911> nap.

00:53:23.583 --> 00:53:25.733
If<00:53:23.745> you<00:53:23.810> want<00:53:23.971> to<00:53:24.052> be<00:53:24.133> happy<00:53:24.456> for<00:53:24.553> a<00:53:24.699> day,<00:53:25.022> you<00:53:25.119> go<00:53:25.297> fishing.

00:53:26.817 --> 00:53:32.119
If<00:53:26.962> you<00:53:27.043> want<00:53:27.204> to<00:53:27.237> be<00:53:27.366> happy<00:53:27.706> for<00:53:27.932> a<00:53:28.094> year,<00:53:28.740> you<00:53:28.902> inherit<00:53:29.403> a<00:53:29.645> bunch<00:53:29.888> of<00:53:29.920> money<00:53:30.357> from<00:53:30.534> an<00:53:30.680> uncle<00:53:31.003> you<00:53:31.100> didn't<00:53:31.327> even<00:53:31.504> know<00:53:31.601> existed.

00:53:33.166 --> 00:53:38.959
But<00:53:33.263> if<00:53:33.408> you<00:53:33.505> want<00:53:33.715> to<00:53:33.747> be<00:53:33.973> happy<00:53:34.377> all<00:53:34.538> of<00:53:34.635> your<00:53:34.861> life,<00:53:35.587> you<00:53:35.748> go<00:53:36.087> make<00:53:36.555> a<00:53:36.652> difference<00:53:37.701> for<00:53:37.862> somebody<00:53:38.733> else.

00:53:40.751 --> 00:53:46.419
And<00:53:41.073> I<00:53:41.235> think<00:53:41.477> that's<00:53:41.751> really<00:53:42.767> pretty<00:53:42.896> much<00:53:43.105> the<00:53:43.330> only<00:53:43.491> way<00:53:43.732> you<00:53:43.829> can<00:53:43.990> really<00:53:44.713> get<00:53:45.180> joy<00:53:45.679> and<00:53:45.904> happiness.

00:53:47.690 --> 00:53:49.797
The<00:53:47.770> gift<00:53:48.092> is<00:53:48.236> in<00:53:48.333> the<00:53:48.574> giving,<00:53:49.057> not<00:53:49.298> the<00:53:49.443> getting.

00:53:50.907 --> 00:53:51.259
Wow.

00:53:51.788 --> 00:53:51.964
Yeah.

00:53:52.605 --> 00:53:54.031
It's<00:53:53.150> all<00:53:53.310> of<00:53:53.406> this<00:53:53.711> stuff.

00:53:54.208 --> 00:53:55.345
There's<00:53:54.368> nothing<00:53:54.592> wrong<00:53:54.848> with<00:53:54.929> stuff.

00:53:55.409 --> 00:53:56.547
It's<00:53:55.570> when<00:53:55.730> you<00:53:55.874> attach<00:53:56.291> to<00:53:56.451> it.

00:53:57.556 --> 00:53:59.527
You<00:53:57.589> know,<00:53:57.733> I<00:53:57.877> have<00:53:58.053> classic<00:53:58.454> cars<00:53:58.758> because<00:53:59.015> I<00:53:59.095> enjoy<00:53:59.335> them.

00:54:00.056 --> 00:54:02.203
I<00:54:00.136> could<00:54:00.280> have<00:54:00.457> that<00:54:00.569> money<00:54:00.841> in<00:54:00.921> the<00:54:00.953> stock<00:54:01.322> market<00:54:01.562> and<00:54:01.658> not<00:54:01.835> see<00:54:02.139> it.

00:54:03.020 --> 00:54:06.466
But<00:54:03.165> people<00:54:03.421> come<00:54:03.645> over,<00:54:03.838> they<00:54:03.982> see<00:54:04.222> these<00:54:04.447> classic<00:54:04.847> cars,<00:54:05.504> and<00:54:05.584> it<00:54:05.744> lifts<00:54:06.065> them<00:54:06.225> up.

00:54:07.427 --> 00:54:08.228
But<00:54:07.475> they<00:54:07.587> can't<00:54:07.828> hug<00:54:08.052> me.

00:54:08.452 --> 00:54:10.039
They<00:54:09.013> can't<00:54:09.254> say,<00:54:09.430> I<00:54:09.446> love<00:54:09.734> you,<00:54:09.814> Larry.

00:54:10.872 --> 00:54:12.747
And<00:54:11.016> I<00:54:11.176> don't<00:54:11.433> really<00:54:11.817> even<00:54:12.298> own<00:54:12.554> them.

00:54:14.013 --> 00:54:16.144
I'm<00:54:14.221> just<00:54:14.461> taking<00:54:14.862> care<00:54:15.262> of<00:54:15.295> them<00:54:15.583> for<00:54:15.759> a<00:54:15.839> while.

00:54:16.240 --> 00:54:20.020
Somebody<00:54:16.721> else<00:54:17.801> years<00:54:18.060> from<00:54:18.287> now<00:54:18.530> will,<00:54:19.097> will<00:54:19.259> end<00:54:19.421> up<00:54:19.583> owning<00:54:19.842> them.

00:54:20.150 --> 00:54:20.474
Not<00:54:20.328> me.

00:54:22.661 --> 00:54:24.475
Nothing<00:54:22.904> here<00:54:23.471> ever<00:54:23.730> belongs<00:54:24.216> to<00:54:24.362> you.

00:54:26.150 --> 00:54:26.327
So<00:54:26.278> true.

00:54:26.407 --> 00:54:35.086
And<00:54:26.488> it's<00:54:26.906> the<00:54:26.987> stuff<00:54:27.631> we<00:54:27.792> are—<00:54:29.225> I<00:54:29.322> believe<00:54:29.708> we<00:54:29.869> are<00:54:30.433> all<00:54:31.640> just<00:54:33.250> infinitely<00:54:34.233> trillionaires.

00:54:35.521 --> 00:54:36.172
We're<00:54:35.650> all<00:54:35.754> trillionaires.

00:54:37.747 --> 00:54:38.298
We<00:54:37.909> are<00:54:38.152> rich.

00:54:39.867 --> 00:54:45.476
And<00:54:40.029> it's<00:54:40.271> the<00:54:40.352> stuff<00:54:41.080> that<00:54:41.388> cannot<00:54:42.278> be<00:54:42.601> owned<00:54:43.903> but<00:54:44.208> only<00:54:45.011> shared.

00:54:46.792 --> 00:54:50.901
Imagine<00:54:47.338> going<00:54:47.659> into<00:54:47.820> Walmart<00:54:48.381> and<00:54:48.478> saying,<00:54:48.943> hey,<00:54:49.585> I<00:54:49.617> need<00:54:49.858> a<00:54:49.986> box<00:54:50.307> of<00:54:50.484> dignity.

00:54:51.030 --> 00:54:52.057
What<00:54:51.190> aisle<00:54:51.431> is<00:54:51.591> that<00:54:51.768> on?

00:54:52.394 --> 00:54:53.742
Or<00:54:52.490> respect<00:54:53.293> or<00:54:53.437> love.

00:54:54.801 --> 00:54:55.010
The—.

00:54:55.925 --> 00:54:58.926
But<00:54:56.101> we<00:54:56.326> were<00:54:56.567> given<00:54:57.610> all<00:54:58.172> of<00:54:58.332> that<00:54:58.525> stuff.

00:54:59.055 --> 00:55:00.162
It's<00:54:59.231> inside<00:54:59.873> of<00:54:59.953> us.

00:55:01.302 --> 00:55:03.853
Yet<00:55:01.879> we<00:55:02.024> can<00:55:02.265> catch<00:55:02.586> ourselves<00:55:03.019> sometimes.

00:55:04.945 --> 00:55:08.588
Somebody's<00:55:05.491> in<00:55:05.635> front<00:55:05.876> of<00:55:06.036> us<00:55:07.561> and<00:55:07.641> they're<00:55:07.738> not<00:55:07.962> real<00:55:08.139> happy.

00:55:09.584 --> 00:55:12.460
And<00:55:09.664> we<00:55:09.825> go,<00:55:10.066> well,<00:55:10.243> wait<00:55:10.452> just<00:55:10.645> a<00:55:10.693> minute,<00:55:11.094> let<00:55:11.175> me<00:55:11.352> check<00:55:11.609> my<00:55:11.817> warehouse.

00:55:12.701 --> 00:55:15.835
And<00:55:12.862> we<00:55:13.023> turn<00:55:13.280> around<00:55:13.762> and<00:55:13.842> we<00:55:14.003> look<00:55:14.180> in<00:55:14.228> our<00:55:15.031> warehouse.

00:55:17.297 --> 00:55:23.611
And<00:55:17.441> we<00:55:17.538> turn<00:55:17.779> back<00:55:18.036> around<00:55:18.405> and<00:55:18.502> go,<00:55:18.968> well,<00:55:20.173> I'm<00:55:20.350> running<00:55:20.735> a<00:55:20.751> little<00:55:21.073> low<00:55:21.314> on<00:55:21.555> respect,<00:55:22.214> so<00:55:22.342> I<00:55:22.519> can't<00:55:22.904> give<00:55:23.146> you<00:55:23.322> any.

00:55:24.688 --> 00:55:30.778
No,<00:55:25.475> you<00:55:25.636> will<00:55:25.829> never<00:55:27.082> run<00:55:27.339> out<00:55:28.127> of<00:55:28.223> the<00:55:28.368> precious<00:55:28.946> things<00:55:29.412> in<00:55:29.669> life.

00:55:31.903 --> 00:55:32.031
Wow.

00:55:32.304 --> 00:55:34.457
And<00:55:32.401> that<00:55:32.722> brings<00:55:33.188> connection,<00:55:33.847> not<00:55:34.152> control.

00:55:35.630 --> 00:55:36.497
So<00:55:36.015> beautiful.

00:55:37.444 --> 00:55:42.324
And<00:55:38.262> you<00:55:38.423> also<00:55:39.129> have<00:55:39.290> helped<00:55:39.787> tons<00:55:40.253> of<00:55:40.349> businesses<00:55:40.991> and<00:55:41.136> leaders<00:55:41.553> with<00:55:41.697> strategy.

00:55:42.661 --> 00:55:56.449
And<00:55:43.238> one<00:55:43.303> of<00:55:43.335> the<00:55:43.399> things<00:55:43.640> that's<00:55:43.865> impacted<00:55:44.250> me<00:55:44.346> a<00:55:44.362> lot<00:55:44.683> that<00:55:44.908> you<00:55:45.068> have<00:55:45.181> taught<00:55:45.502> me<00:55:45.646> is<00:55:45.887> that<00:55:46.529> everything<00:55:46.850> we've<00:55:46.995> been<00:55:47.091> talking<00:55:47.476> about<00:55:47.717> here—<00:55:48.536> values-based<00:55:49.098> leadership,<00:55:50.687> finding<00:55:51.024> freedom,<00:55:51.489> focusing<00:55:51.987> on<00:55:52.147> what<00:55:52.292> really<00:55:52.549> matters,<00:55:53.046> making<00:55:53.335> a<00:55:53.367> difference<00:55:53.688> in<00:55:53.817> people's<00:55:54.154> lives—<00:55:55.117> is<00:55:55.262> actually<00:55:55.583> really<00:55:55.823> good<00:55:56.000> business.

00:55:57.027 --> 00:55:58.472
It's<00:55:57.140> not<00:55:57.589> anti-business.

00:55:58.568 --> 00:55:59.901
It's<00:55:58.665> not<00:55:58.954> anti-strategy.

00:56:00.398 --> 00:56:09.035
Can<00:56:00.462> you<00:56:00.575> talk<00:56:00.832> a<00:56:00.896> little<00:56:01.137> bit<00:56:01.281> about<00:56:01.522> how<00:56:01.779> you<00:56:01.955> see<00:56:03.207> values-based<00:56:03.785> leadership<00:56:04.251> and<00:56:04.347> caring<00:56:04.733> for<00:56:04.974> others<00:56:05.455> intersect<00:56:06.113> with<00:56:07.478> growing<00:56:07.799> great<00:56:08.040> businesses<00:56:08.538> like<00:56:08.746> you've<00:56:08.907> done?

00:56:10.111 --> 00:56:16.999
Yeah,<00:56:11.074> it's,<00:56:12.841> you<00:56:12.873> know,<00:56:13.081> business<00:56:13.483> is<00:56:13.643> all<00:56:13.804> about<00:56:14.125> people,<00:56:15.730> and<00:56:16.308> that's<00:56:16.613> all<00:56:16.710> it<00:56:16.870> is.

00:56:17.175 --> 00:56:20.418
It's<00:56:17.336> helping<00:56:17.673> people,<00:56:18.957> whether<00:56:19.214> you're<00:56:19.295> selling<00:56:19.744> paper<00:56:20.001> clips.

00:56:21.045 --> 00:56:25.957
I<00:56:21.093> mean,<00:56:21.285> I<00:56:21.430> use<00:56:21.671> paper<00:56:21.928> clips,<00:56:22.313> not<00:56:22.490> all<00:56:22.650> the<00:56:22.730> time,<00:56:23.132> but<00:56:23.437> if<00:56:23.517> somebody<00:56:23.918> wasn't<00:56:24.175> making<00:56:24.513> them,<00:56:24.898> I<00:56:24.978> couldn't<00:56:25.283> use<00:56:25.444> them,<00:56:25.701> right?

00:56:26.808 --> 00:56:32.075
Coffee<00:56:27.130> cups,<00:56:27.772> paper<00:56:28.109> towels,<00:56:30.018> the<00:56:30.178> thing<00:56:30.420> that<00:56:30.661> all<00:56:30.757> of<00:56:30.853> us<00:56:31.078> love,<00:56:31.496> toilet<00:56:31.802> paper.

00:56:32.541 --> 00:56:33.248
All<00:56:32.766> right?

00:56:34.196 --> 00:56:39.249
And<00:56:35.000> so,<00:56:35.418> business<00:56:35.900> is<00:56:36.045> this<00:56:36.463> beautiful<00:56:36.945> thing<00:56:37.347> that<00:56:37.507> makes<00:56:37.748> the<00:56:37.909> economy<00:56:38.474> really<00:56:38.801> happen.

00:56:42.601 --> 00:56:45.866
And<00:56:42.621> no<00:56:42.847> one<00:56:43.106> cares<00:56:43.671> how<00:56:43.751> much<00:56:43.977> you<00:56:44.090> know<00:56:44.478> until<00:56:44.720> they<00:56:44.817> know<00:56:45.108> how<00:56:45.140> much<00:56:45.431> you<00:56:45.527> care.

00:56:47.207 --> 00:56:50.824
And<00:56:47.368> if<00:56:47.529> you<00:56:47.707> do<00:56:47.869> the<00:56:48.014> right<00:56:48.353> thing,<00:56:48.595> you'll<00:56:48.773> never<00:56:49.063> go<00:56:49.548> wrong<00:56:49.887> doing<00:56:50.113> the<00:56:50.193> right<00:56:50.452> thing.

00:56:51.893 --> 00:56:58.417
And<00:56:52.217> customers<00:56:52.962> and<00:56:53.043> employees,<00:56:54.746> They<00:56:55.067> all<00:56:56.269> want<00:56:56.445> to<00:56:56.526> just<00:56:56.766> be<00:56:57.792> treated<00:56:58.129> fairly.

00:56:58.754 --> 00:57:05.743
Ken<00:56:58.930> Blanchard<00:56:59.395> always<00:56:59.651> says,<00:57:01.014> profitability<00:57:02.200> is<00:57:02.361> the<00:57:02.441> applause<00:57:03.403> that<00:57:03.563> your<00:57:03.659> employees<00:57:04.220> and<00:57:04.364> your<00:57:04.461> customers<00:57:05.006> give<00:57:05.182> you.

00:57:06.400 --> 00:57:06.913
So<00:57:06.705> good.

00:57:07.106 --> 00:57:08.500
Because<00:57:07.410> you<00:57:07.506> take<00:57:07.971> care<00:57:08.212> of<00:57:08.308> them.

00:57:08.628 --> 00:57:09.398
Yeah.

00:57:10.119 --> 00:57:14.063
Well,<00:57:10.215> I<00:57:10.312> believe<00:57:10.696> in<00:57:10.793> its<00:57:11.097> essence,<00:57:11.995> leadership<00:57:13.037> is<00:57:13.197> very,<00:57:13.438> very<00:57:13.678> simple.

00:57:15.345 --> 00:57:18.231
It<00:57:15.425> is<00:57:15.602> simply,<00:57:16.307> your<00:57:16.467> job<00:57:16.868> is<00:57:16.980> to<00:57:17.125> focus<00:57:17.670> and<00:57:17.766> inspire.

00:57:19.144 --> 00:57:22.111
So<00:57:19.529> focusing,<00:57:20.956> is<00:57:21.598> strategy.

00:57:22.801 --> 00:57:27.518
You,<00:57:23.924> you<00:57:23.956> have<00:57:24.101> a<00:57:24.181> vision,<00:57:25.143> you<00:57:25.288> take<00:57:25.544> others<00:57:25.865> with<00:57:26.090> you,<00:57:26.651> and<00:57:26.748> you<00:57:26.892> do<00:57:27.053> it<00:57:27.149> ethically.

00:57:28.737 --> 00:57:33.534
That<00:57:29.234> are<00:57:29.379> the<00:57:29.475> 3<00:57:29.780> things<00:57:30.438> that<00:57:30.759> have<00:57:30.919> been<00:57:31.160> researched<00:57:32.106> for<00:57:32.202> the<00:57:32.299> last<00:57:32.908> 40<00:57:33.229> years.

00:57:34.208 --> 00:57:36.438
Those<00:57:34.449> are<00:57:34.513> the<00:57:34.609> 3<00:57:34.850> things<00:57:35.187> that<00:57:35.636> all<00:57:35.732> employees<00:57:36.213> want.

00:57:37.737 --> 00:57:41.460
And<00:57:37.898> so<00:57:38.716> focus<00:57:39.165> and<00:57:39.246> inspire,<00:57:39.743> the<00:57:39.823> focus<00:57:40.224> is<00:57:40.369> the<00:57:40.449> strategy<00:57:40.930> part,<00:57:41.187> right?

00:57:42.775 --> 00:57:46.369
And<00:57:43.417> I<00:57:43.513> believe<00:57:43.930> that<00:57:44.075> you<00:57:44.299> have<00:57:44.957> strategy<00:57:45.583> in<00:57:45.679> 3<00:57:46.000> areas.

00:57:46.948 --> 00:57:48.546
You<00:57:47.045> have<00:57:47.207> an<00:57:47.352> organizational<00:57:48.013> strategy.

00:57:49.224 --> 00:57:53.225
That's<00:57:49.466> where<00:57:49.611> you<00:57:49.869> make<00:57:50.111> decisions<00:57:50.740> relative<00:57:51.321> to,<00:57:52.031> are<00:57:52.128> we<00:57:52.273> going<00:57:52.354> to<00:57:52.451> buy<00:57:52.854> other<00:57:52.967> companies?

00:57:55.226 --> 00:57:56.838
Are<00:57:55.486> we<00:57:55.649> going<00:57:55.796> to<00:57:55.877> bring<00:57:56.138> in<00:57:56.300> partners?

00:57:57.587 --> 00:58:00.208
Are<00:57:57.684> we<00:57:57.766> going<00:57:57.880> to<00:57:58.010> pay<00:57:58.254> down<00:57:58.580> debt<00:57:58.905> or<00:57:59.068> take<00:57:59.329> on<00:57:59.557> more<00:57:59.882> debt?

00:58:01.210 --> 00:58:06.959
You<00:58:02.052> know,<00:58:03.833> and<00:58:03.979> then<00:58:05.518> you<00:58:05.696> have<00:58:05.939> marketing<00:58:06.425> strategy.

00:58:07.882 --> 00:58:09.227
That's<00:58:08.109> your<00:58:08.206> value<00:58:08.611> propositions.

00:58:10.546 --> 00:58:13.018
A<00:58:10.562> value<00:58:10.643> proposition<00:58:11.289> is<00:58:11.451> what<00:58:11.612> you<00:58:11.855> promise<00:58:12.420> the<00:58:12.566> customer.

00:58:13.697 --> 00:58:16.444
If<00:58:13.858> you<00:58:14.101> come<00:58:14.521> and<00:58:14.683> buy<00:58:15.151> X<00:58:15.394> from<00:58:15.588> us,<00:58:15.652> this<00:58:15.733> is<00:58:15.765> the<00:58:15.814> value<00:58:15.943> you're<00:58:16.040> going<00:58:16.202> to<00:58:16.315> get.

00:58:18.684 --> 00:58:21.838
And<00:58:18.831> then<00:58:18.995> you<00:58:19.093> should<00:58:19.321> have<00:58:19.648> an<00:58:19.910> operational<00:58:20.547> excellence<00:58:21.380> strategy.

00:58:23.400 --> 00:58:28.424
Because<00:58:23.604> you<00:58:23.945> promised<00:58:24.371> the<00:58:24.542> value,<00:58:26.420> your<00:58:26.921> OpEx<00:58:27.099> has<00:58:27.406> to<00:58:27.503> be<00:58:27.600> spot<00:58:28.133> on.

00:58:29.588 --> 00:58:34.746
And<00:58:29.685> if<00:58:29.831> you<00:58:30.074> do<00:58:30.963> OpEx<00:58:31.690> really,<00:58:32.030> really<00:58:32.353> well,<00:58:32.903> you<00:58:33.226> really<00:58:33.550> don't<00:58:33.744> need<00:58:33.986> much<00:58:34.293> marketing.

00:58:35.420 --> 00:58:44.339
Because<00:58:35.837> all<00:58:36.014> of<00:58:36.175> your<00:58:36.400> customers<00:58:36.978> tell<00:58:37.219> everyone,<00:58:39.132> you'd<00:58:39.293> be<00:58:39.389> making<00:58:39.694> a<00:58:39.711> bad<00:58:40.016> decision<00:58:40.450> if<00:58:40.578> you<00:58:40.659> don't<00:58:40.836> use<00:58:41.077> these<00:58:41.318> people,<00:58:41.703> because<00:58:42.105> they're<00:58:42.909> head<00:58:43.021> and<00:58:43.150> shoulders<00:58:43.503> above<00:58:43.793> everyone<00:58:44.194> else.

00:58:45.688 --> 00:58:55.856
But<00:58:45.833> most<00:58:46.251> of<00:58:46.412> the<00:58:46.509> time,<00:58:46.718> a<00:58:46.782> lot<00:58:46.927> of<00:58:46.976> organizations,<00:58:47.797> they<00:58:47.958> try<00:58:48.119> to<00:58:48.280> grow<00:58:49.890> by<00:58:50.115> taking<00:58:50.518> on<00:58:50.615> new<00:58:50.840> products<00:58:51.420> and<00:58:51.581> whatever,<00:58:52.064> and<00:58:52.209> that's<00:58:52.547> fine,<00:58:54.551> and<00:58:54.648> they<00:58:54.728> ignore<00:58:55.196> the<00:58:55.437> OpEx.

00:58:57.452 --> 00:59:07.857
And<00:58:57.549> so<00:58:57.871> they've<00:58:58.032> got—<00:58:58.902> they're<00:58:58.999> bringing<00:58:59.321> in<00:58:59.418> new<00:58:59.563> customers<00:59:00.208> on<00:59:00.353> the<00:59:00.450> one<00:59:00.675> end,<00:59:01.078> and<00:59:01.175> they've<00:59:01.417> got<00:59:01.900> existing<00:59:02.384> customers<00:59:02.932> going<00:59:03.173> out<00:59:03.334> on<00:59:03.431> the<00:59:03.480> other<00:59:03.739> end,<00:59:05.847> and<00:59:06.187> it<00:59:06.333> all<00:59:06.495> has<00:59:06.820> to<00:59:07.241> come<00:59:07.484> together.

00:59:11.557 --> 00:59:19.710
When<00:59:11.718> people<00:59:12.201> know<00:59:12.524> that<00:59:12.749> you<00:59:12.846> care<00:59:13.168> about<00:59:13.555> them,<00:59:14.199> and<00:59:15.005> you're<00:59:15.343> going<00:59:15.440> to<00:59:15.505> make<00:59:15.746> mistakes,<00:59:16.230> every<00:59:16.407> business<00:59:16.858> does,<00:59:17.680> because<00:59:17.986> we<00:59:18.067> have<00:59:18.228> human<00:59:18.485> beings,<00:59:18.888> not<00:59:19.049> perfect<00:59:19.372> beings.

00:59:20.901 --> 00:59:25.070
And<00:59:20.981> so<00:59:21.207> the<00:59:21.287> recovery<00:59:22.817> is<00:59:23.895> so<00:59:24.426> critical.

00:59:27.572 --> 00:59:36.479
Research<00:59:28.136> typically<00:59:28.861> is<00:59:29.344> customer<00:59:29.892> ratings<00:59:31.760> are<00:59:31.905> actually<00:59:32.307> higher<00:59:33.612> when<00:59:33.773> you<00:59:33.934> mess<00:59:34.176> something<00:59:34.643> up,<00:59:34.901> but<00:59:35.046> you<00:59:35.142> recover<00:59:35.770> with<00:59:35.931> a<00:59:36.092> vengeance.

00:59:37.146 --> 00:59:40.605
Than<00:59:37.310> they<00:59:37.540> are<00:59:38.621> if<00:59:38.769> you<00:59:38.933> just<00:59:39.277> do<00:59:39.507> what<00:59:39.687> you<00:59:39.769> said<00:59:40.080> you<00:59:40.179> were<00:59:40.261> going<00:59:40.359> to<00:59:40.507> do.

00:59:42.843 --> 00:59:46.265
Because<00:59:43.489> in<00:59:43.570> the<00:59:43.715> eye<00:59:43.828> of<00:59:43.909> the<00:59:44.038> customer,<00:59:44.603> they<00:59:44.780> think,<00:59:45.006> well,<00:59:45.087> of<00:59:45.184> course<00:59:45.426> you<00:59:45.571> did<00:59:45.733> what<00:59:45.894> you<00:59:45.991> did.

00:59:46.314 --> 00:59:49.316
I<00:59:46.330> mean,<00:59:46.701> okay,<00:59:46.976> so<00:59:47.121> I'm<00:59:47.444> going<00:59:47.767> to<00:59:48.154> give<00:59:48.316> you<00:59:48.897> an<00:59:49.123> 8.

00:59:49.446 --> 00:59:49.817
Yeah,<00:59:49.623> sure.

00:59:49.865 --> 00:59:53.384
That's,<00:59:50.333> you<00:59:50.366> know,<00:59:51.399> but<00:59:51.480> when<00:59:51.641> you<00:59:51.706> recover,<00:59:52.351> they<00:59:52.432> actually<00:59:52.754> rate<00:59:52.932> you<00:59:53.029> higher.

00:59:53.819 --> 00:59:54.916
That's<00:59:54.303> fascinating.

00:59:55.336 --> 00:59:55.497
Yeah.

00:59:56.643 --> 00:59:58.337
And<00:59:56.788> so<00:59:56.901> that's<00:59:57.191> your<00:59:57.288> job<00:59:57.611> in<00:59:57.692> simplicity.

00:59:59.305 --> 00:59:59.999
But<00:59:59.466> what<00:59:59.563> do<00:59:59.692> we<00:59:59.789> do?

01:00:00.096 --> 01:00:01.177
Focus<01:00:00.515> and<01:00:00.612> inspire.

01:00:02.310 --> 01:00:03.989
We<01:00:02.505> typically<01:00:03.222> look<01:00:03.418> at<01:00:03.548> the<01:00:03.581> negative.

01:00:04.119 --> 01:00:05.032
That's<01:00:04.298> what<01:00:04.445> we've<01:00:04.608> been<01:00:04.771> taught.

01:00:05.195 --> 01:00:06.466
The<01:00:05.342> whole<01:00:05.668> world<01:00:05.929> has<01:00:06.092> told<01:00:06.352> us.

01:00:07.819 --> 01:00:15.446
And,<01:00:08.461> you<01:00:08.509> know,<01:00:08.638> there's<01:00:08.959> the<01:00:09.023> example<01:00:09.665> of,<01:00:10.966> you<01:00:11.046> know,<01:00:11.223> my<01:00:11.528> 4-year-old<01:00:12.170> son<01:00:13.358> helping<01:00:13.695> dad<01:00:13.936> wash<01:00:14.241> the<01:00:14.322> car<01:00:14.579> for<01:00:14.691> the<01:00:14.803> first<01:00:15.060> time.

01:00:15.943 --> 01:00:17.758
I<01:00:16.088> washed<01:00:16.345> my<01:00:16.505> side,<01:00:16.971> he<01:00:17.067> washed<01:00:17.453> his.

01:00:18.593 --> 01:00:19.701
And<01:00:18.737> what<01:00:18.914> is—<01:00:19.219> what<01:00:19.315> do<01:00:19.460> I<01:00:19.556> do?

01:00:19.797 --> 01:00:21.932
I<01:00:19.877> go<01:00:19.957> over<01:00:20.198> there<01:00:20.359> and<01:00:20.503> go,<01:00:20.744> hey,<01:00:21.081> great<01:00:21.242> job,<01:00:21.643> son.

01:00:22.286 --> 01:00:23.345
You<01:00:22.382> missed<01:00:22.767> a<01:00:22.783> spot<01:00:23.153> here.

01:00:23.554 --> 01:00:24.485
You<01:00:23.586> missed<01:00:23.891> a<01:00:23.956> spot<01:00:24.309> here.

01:00:24.774 --> 01:00:27.697
And<01:00:24.919> then<01:00:25.015> make<01:00:25.256> sure<01:00:25.561> you<01:00:25.642> get<01:00:25.818> down<01:00:26.043> low<01:00:26.139> because<01:00:26.476> see,<01:00:26.701> you<01:00:26.846> missed<01:00:27.087> this<01:00:27.263> down<01:00:27.568> here.

01:00:28.773 --> 01:00:31.695
Well,<01:00:28.885> the<01:00:28.965> next<01:00:29.206> weekend,<01:00:29.832> he<01:00:29.977> doesn't<01:00:30.218> want<01:00:30.314> to<01:00:30.394> help<01:00:30.619> dad<01:00:30.796> wash<01:00:31.037> the<01:00:31.117> car<01:00:31.358> anymore.

01:00:32.643 --> 01:00:36.857
But<01:00:32.789> when<01:00:33.031> I<01:00:33.208> go,<01:00:33.596> wow,<01:00:34.403> look<01:00:34.807> at<01:00:35.130> this<01:00:35.549> beautiful<01:00:36.115> clean<01:00:36.437> spot.

01:00:36.986 --> 01:00:37.939
Oh,<01:00:37.164> and<01:00:37.229> here's<01:00:37.487> another<01:00:37.810> one.

01:00:38.197 --> 01:00:39.376
Oh,<01:00:38.359> and<01:00:38.520> look,<01:00:38.795> another<01:00:39.247> one.

01:00:39.812 --> 01:00:41.556
Look<01:00:39.925> at<01:00:40.054> all<01:00:40.215> these<01:00:40.393> spots<01:00:40.781> you<01:00:40.958> put<01:00:41.136> on<01:00:41.330> here.

01:00:42.655 --> 01:00:45.306
He<01:00:43.124> cleans<01:00:43.690> up<01:00:43.867> the<01:00:44.029> dirty<01:00:44.352> spots<01:00:44.821> himself.

01:00:45.969 --> 01:00:47.311
See,<01:00:46.276> he<01:00:46.680> owns<01:00:47.101> it.

01:00:48.863 --> 01:00:51.752
And<01:00:49.024> if<01:00:49.186> they<01:00:49.525> won't,<01:00:50.237> if<01:00:50.641> you<01:00:50.738> got<01:00:50.899> to<01:00:50.964> have<01:00:51.110> them<01:00:51.302> own<01:00:51.624> it.

01:00:52.668 --> 01:00:56.541
But<01:00:52.813> too<01:00:52.909> many<01:00:53.150> times<01:00:53.616> leaders,<01:00:54.275> they<01:00:54.436> want<01:00:54.564> to<01:00:54.741> own<01:00:54.918> it<01:00:55.079> because<01:00:55.641> they<01:00:55.786> want<01:00:55.946> to<01:00:56.027> control<01:00:56.461> it.

01:00:56.605 --> 01:00:57.537
They<01:00:56.750> want<01:00:56.846> to<01:00:56.927> be<01:00:57.087> perfect.

01:00:57.586 --> 01:00:58.968
They<01:00:57.730> want<01:00:57.859> to<01:00:57.891> make<01:00:58.052> sure<01:00:58.293> it<01:00:58.373> gets<01:00:58.678> done.

01:00:59.819 --> 01:01:05.297
And<01:00:59.916> so<01:01:00.755> they're<01:01:00.983> always<01:01:01.308> having<01:01:01.504> to<01:01:01.634> come<01:01:01.813> in<01:01:01.976> there<01:01:03.197> and<01:01:03.344> say,<01:01:03.588> well,<01:01:03.702> you<01:01:03.832> forgot<01:01:04.239> this,<01:01:04.483> you<01:01:04.581> forgot<01:01:04.988> that.

01:01:07.939 --> 01:01:15.127
The<01:01:08.020> effectiveness<01:01:08.745> is<01:01:08.906> in<01:01:09.067> allowing<01:01:09.808> them<01:01:10.276> to<01:01:10.518> own<01:01:10.759> it<01:01:12.129> and<01:01:12.226> to<01:01:12.306> see<01:01:12.709> them<01:01:13.273> how<01:01:13.515> they<01:01:13.676> can<01:01:13.837> be<01:01:14.385> 1<01:01:14.563> year<01:01:14.788> from<01:01:15.046> now.

01:01:16.654 --> 01:01:22.528
Because<01:01:17.041> if<01:01:17.203> you<01:01:17.380> look<01:01:17.622> at<01:01:17.703> that<01:01:17.929> employee<01:01:18.816> how<01:01:18.994> they<01:01:19.220> are<01:01:19.639> today,<01:01:21.253> you<01:01:21.415> will<01:01:21.640> criticize<01:01:22.367> them.

01:01:24.723 --> 01:01:29.911
And<01:01:24.884> it's<01:01:25.046> so<01:01:25.288> exciting<01:01:25.837> for<01:01:25.935> employees<01:01:26.651> when<01:01:26.814> you<01:01:26.976> go,<01:01:27.644> John,<01:01:28.948> You're<01:01:29.044> doing<01:01:29.285> great<01:01:29.590> work.

01:01:31.276 --> 01:01:38.761
Just<01:01:31.758> think<01:01:32.015> how<01:01:32.240> exciting<01:01:33.123> it's<01:01:33.300> going<01:01:33.412> to<01:01:33.605> be<01:01:33.766> for<01:01:33.959> you<01:01:34.424> a<01:01:34.649> year<01:01:34.986> from<01:01:35.308> now<01:01:36.095> as<01:01:36.191> you<01:01:36.416> continue<01:01:36.914> to<01:01:37.074> just<01:01:37.395> get<01:01:37.717> better<01:01:38.182> and<01:01:38.359> better.

01:01:40.190 --> 01:01:40.302
Wow.

01:01:40.688 --> 01:01:40.945
Yeah.

01:01:41.812 --> 01:01:45.394
Not<01:01:42.053> the<01:01:42.198> way<01:01:42.374> that<01:01:42.487> most<01:01:42.936> leaders<01:01:43.338> talk<01:01:43.643> to<01:01:44.703> their<01:01:44.799> employees.

01:01:45.924 --> 01:01:46.068
Right.

01:01:46.694 --> 01:01:46.951
Oh,<01:01:46.791> yeah.

01:01:47.096 --> 01:01:54.339
I<01:01:47.192> can't<01:01:47.433> tell<01:01:47.481> you<01:01:47.674> the<01:01:47.754> number<01:01:48.076> of<01:01:48.220> companies<01:01:48.638> that<01:01:48.734> go,<01:01:48.863> oh,<01:01:49.120> yeah,<01:01:49.537> nah,<01:01:50.147> we<01:01:50.244> don't—<01:01:51.609> we<01:01:51.753> just<01:01:51.930> wait<01:01:52.155> till<01:01:52.251> the<01:01:52.332> boss<01:01:52.637> gets<01:01:52.813> here<01:01:52.974> because<01:01:53.215> he's<01:01:53.360> going<01:01:53.472> to<01:01:53.536> tell<01:01:53.697> us<01:01:53.857> how<01:01:53.938> to<01:01:54.098> do<01:01:54.243> it.

01:01:55.063 --> 01:01:57.650
It<01:01:55.144> doesn't<01:01:55.305> matter<01:01:55.532> how<01:01:55.710> we<01:01:55.871> do<01:01:56.114> it,<01:01:56.583> he's<01:01:56.745> gonna<01:01:56.922> wanna<01:01:57.100> do<01:01:57.197> it<01:01:57.311> his<01:01:57.489> way.

01:01:57.893 --> 01:02:00.092
So<01:01:58.378> we<01:01:59.267> just<01:01:59.462> don't<01:01:59.591> do<01:01:59.753> anything.

01:02:00.157 --> 01:02:02.065
And<01:02:00.222> he<01:02:00.302> comes<01:02:00.626> in<01:02:00.723> here<01:02:00.901> and<01:02:00.982> he<01:02:01.111> gets<01:02:01.289> mad<01:02:01.434> and<01:02:01.629> he<01:02:01.758> yells.

01:02:03.927 --> 01:02:07.617
But<01:02:04.089> that's<01:02:04.736> better<01:02:04.979> for<01:02:05.206> us<01:02:05.546> than<01:02:06.112> doing<01:02:06.419> it<01:02:06.662> and<01:02:06.743> then<01:02:06.905> have<01:02:07.083> to<01:02:07.228> redo<01:02:07.504> it.

01:02:09.008 --> 01:02:09.720
So<01:02:09.429> good.

01:02:10.303 --> 01:02:22.927
It<01:02:10.400> seems<01:02:10.643> like<01:02:10.869> so<01:02:11.064> many<01:02:11.371> people<01:02:11.695> see<01:02:12.584> strategy<01:02:13.393> as<01:02:14.023> a<01:02:14.185> way<01:02:14.444> to<01:02:14.832> get<01:02:15.155> more<01:02:15.640> out<01:02:15.802> of<01:02:15.963> people<01:02:17.030> without<01:02:17.580> thinking<01:02:18.000> of<01:02:18.162> it<01:02:18.323> from<01:02:18.485> the<01:02:18.566> perspective<01:02:19.294> of<01:02:20.005> the<01:02:20.506> other<01:02:20.668> half<01:02:21.072> of<01:02:21.153> the<01:02:21.234> equation<01:02:21.702> is<01:02:21.864> I<01:02:21.880> have<01:02:22.010> to<01:02:22.043> inspire<01:02:22.610> people.

01:02:23.528 --> 01:02:31.476
Yeah,<01:02:24.012> a<01:02:24.028> strategic<01:02:24.379> direction<01:02:24.646> and<01:02:24.746> vision<01:02:28.713> is<01:02:29.291> really—<01:02:30.817> should<01:02:31.058> be<01:02:31.202> your<01:02:31.379> why.

01:02:32.022 --> 01:02:34.142
People<01:02:32.423> will<01:02:32.648> do<01:02:32.809> the<01:02:32.905> what,<01:02:33.210> but<01:02:33.307> they'll<01:02:33.708> die<01:02:33.789> for<01:02:33.869> the<01:02:33.949> why.

01:02:34.608 --> 01:02:35.041
So<01:02:34.897> good.

01:02:35.379 --> 01:02:47.217
And<01:02:37.001> you<01:02:37.081> should<01:02:37.387> be<01:02:37.483> sitting<01:02:37.965> there<01:02:38.142> saying,<01:02:39.651> to<01:02:39.796> what<01:02:40.037> degree<01:02:41.338> would<01:02:41.804> you<01:02:41.981> be<01:02:42.222> compelled<01:02:43.041> and<01:02:43.250> excited<01:02:43.972> to<01:02:44.069> be<01:02:44.229> a<01:02:44.310> part<01:02:45.016> of<01:02:45.209> making<01:02:45.980> this<01:02:46.478> come<01:02:46.864> true?

01:02:48.406 --> 01:02:50.301
Yeah,<01:02:48.647> man,<01:02:48.952> that'd<01:02:49.128> be<01:02:49.289> awesome,<01:02:50.156> right?

01:02:50.654 --> 01:02:52.309
Well,<01:02:51.120> I<01:02:51.201> can't<01:02:51.441> do<01:02:51.522> it<01:02:51.618> by<01:02:51.779> myself.

01:02:52.665 --> 01:02:54.525
But<01:02:52.975> we<01:02:53.465> can<01:02:53.726> do<01:02:53.889> it<01:02:54.036> together.

01:02:57.026 --> 01:02:57.046
Yeah.

01:02:57.046 --> 01:02:57.143
Yeah.

01:02:57.305 --> 01:02:57.984
So<01:02:57.774> good.

01:02:58.162 --> 01:02:58.420
Yeah.

01:02:58.566 --> 01:03:01.573
It's<01:02:58.744> a<01:02:58.808> different,<01:02:59.390> different,<01:03:00.845> different<01:03:01.088> message.

01:03:03.351 --> 01:03:06.858
Well,<01:03:03.739> obviously<01:03:04.078> there's<01:03:04.240> so<01:03:04.418> much<01:03:04.741> more<01:03:04.887> that<01:03:05.194> you<01:03:05.291> could<01:03:05.453> share<01:03:05.695> with<01:03:06.002> us<01:03:06.180> here<01:03:06.326> on<01:03:06.423> all<01:03:06.568> of<01:03:06.649> this.

01:03:07.294 --> 01:03:17.407
Um,<01:03:08.037> we're<01:03:08.118> gonna<01:03:08.295> wrap<01:03:08.667> up<01:03:08.828> in<01:03:08.909> just<01:03:09.102> a<01:03:09.151> minute,<01:03:09.328> but<01:03:09.409> is<01:03:09.554> there<01:03:09.716> anything<01:03:09.974> else<01:03:10.216> that<01:03:10.442> you<01:03:10.604> wanna<01:03:10.781> share<01:03:11.750> that<01:03:11.976> you<01:03:12.057> think<01:03:12.315> would<01:03:12.396> be<01:03:12.557> applicable<01:03:13.122> for<01:03:14.478> all<01:03:14.559> of<01:03:14.656> us<01:03:14.898> in<01:03:14.947> our<01:03:15.060> daily<01:03:15.335> lives,<01:03:16.454> in<01:03:16.618> business,<01:03:17.029> at<01:03:17.177> home?

01:03:18.733 --> 01:03:20.908
Well,<01:03:19.642> we<01:03:19.950> want<01:03:20.210> a<01:03:20.372> purpose.

01:03:22.239 --> 01:03:23.683
That's<01:03:22.466> what<01:03:22.661> we<01:03:22.872> really<01:03:23.537> want.

01:03:24.980 --> 01:03:32.551
One<01:03:25.077> of<01:03:25.109> our<01:03:25.254> mechanics<01:03:27.519> that<01:03:27.762> fixes<01:03:28.393> a<01:03:28.425> machine,<01:03:30.780> they're<01:03:30.914> not<01:03:31.218> just<01:03:31.471> fixing<01:03:31.893> a<01:03:31.927> machine.

01:03:33.932 --> 01:03:45.619
They<01:03:34.093> are<01:03:34.254> helping<01:03:36.432> people<01:03:38.223> drive<01:03:38.594> their<01:03:38.772> wife<01:03:39.740> to<01:03:39.901> the<01:03:40.046> hospital<01:03:41.014> on<01:03:41.176> a<01:03:41.272> road<01:03:41.998> that,<01:03:42.160> that<01:03:42.402> Caterpillar<01:03:42.983> machine<01:03:43.515> that<01:03:43.580> they<01:03:43.777> repaired<01:03:45.314> built.

01:03:46.823 --> 01:03:54.001
When<01:03:46.920> they<01:03:47.080> get<01:03:47.225> to<01:03:47.401> that<01:03:47.626> hospital,<01:03:48.108> that<01:03:48.349> hospital<01:03:48.830> is<01:03:49.071> there<01:03:49.328> because<01:03:49.649> a<01:03:49.729> Caterpillar<01:03:50.291> machine<01:03:51.656> built<01:03:51.977> that<01:03:52.299> base<01:03:52.620> pad<01:03:53.085> for<01:03:53.198> that<01:03:53.422> hospital.

01:03:54.530 --> 01:03:54.643
Hmm.

01:03:55.895 --> 01:04:01.932
That<01:03:56.698> power<01:03:57.035> generator<01:03:58.464> in<01:03:59.203> the<01:03:59.845> hospital<01:04:01.114> is<01:04:01.210> a<01:04:01.290> Caterpillar.

01:04:02.816 --> 01:04:05.272
If<01:04:02.960> the<01:04:03.056> power<01:04:03.378> goes<01:04:03.683> out,<01:04:04.405> it's<01:04:04.582> going<01:04:04.726> to<01:04:04.807> kick<01:04:05.064> on.

01:04:06.011 --> 01:04:07.408
So<01:04:06.171> your<01:04:06.348> wife's<01:04:06.669> going<01:04:06.766> to<01:04:06.830> be<01:04:06.990> fine.

01:04:08.901 --> 01:04:09.977
You<01:04:09.319> are<01:04:09.479> not.

01:04:10.690 --> 01:04:12.042
Fixing<01:04:11.511> machines.

01:04:12.654 --> 01:04:14.071
That's<01:04:13.137> what<01:04:13.443> you're<01:04:13.620> doing.

01:04:14.988 --> 01:04:19.481
But<01:04:15.391> what<01:04:15.568> is<01:04:15.713> more<01:04:15.938> deeply<01:04:16.421> meaningful<01:04:17.307> for<01:04:17.484> people<01:04:18.048> is<01:04:18.692> why<01:04:18.853> they're<01:04:19.078> doing<01:04:19.416> it.

01:04:20.530 --> 01:04:22.072
You're<01:04:20.626> bringing<01:04:21.028> quality<01:04:21.526> of<01:04:21.671> life.

01:04:23.535 --> 01:04:29.774
Without<01:04:24.242> a<01:04:24.258> backhoe<01:04:25.207> to<01:04:25.303> dig<01:04:25.528> a<01:04:25.625> trench,<01:04:26.492> you're<01:04:26.669> not<01:04:26.991> going<01:04:27.103> to<01:04:27.296> have<01:04:27.794> a<01:04:27.939> water<01:04:28.196> line<01:04:28.823> and<01:04:28.984> a<01:04:29.016> sewer<01:04:29.402> line.

01:04:30.615 --> 01:04:33.962
You're<01:04:30.841> not<01:04:31.083> going<01:04:31.180> to<01:04:31.245> have<01:04:31.423> a<01:04:31.504> gas<01:04:31.827> line<01:04:32.134> to<01:04:32.215> heat<01:04:32.458> up<01:04:32.636> that<01:04:32.862> water<01:04:33.137> to<01:04:33.266> take<01:04:33.380> a<01:04:33.444> hot<01:04:33.671> shower.

01:04:35.632 --> 01:04:37.981
And<01:04:35.904> so<01:04:36.159> it<01:04:36.244> goes<01:04:36.652> way<01:04:37.292> beyond<01:04:37.757> that.

01:04:39.121 --> 01:04:44.158
And<01:04:39.875> so<01:04:40.581> that's<01:04:40.982> how<01:04:41.286> you<01:04:41.447> can<01:04:41.607> get<01:04:41.784> people<01:04:42.586> to<01:04:42.746> buy<01:04:43.388> in.

01:04:45.313 --> 01:04:56.191
You<01:04:45.474> can<01:04:45.698> hire<01:04:46.035> them<01:04:46.356> for<01:04:46.533> their<01:04:46.821> brain,<01:04:47.463> you<01:04:47.559> can<01:04:47.784> hire<01:04:48.105> them<01:04:48.281> for<01:04:48.506> their<01:04:48.747> hand<01:04:49.324> to<01:04:49.485> do<01:04:49.661> something,<01:04:51.410> but<01:04:51.570> if<01:04:51.811> you<01:04:52.372> don't<01:04:52.854> win<01:04:53.159> their<01:04:53.399> heart,<01:04:55.020> they're<01:04:55.180> never<01:04:55.501> going<01:04:55.661> to<01:04:55.886> own<01:04:56.062> it.

01:04:56.704 --> 01:04:58.373
And<01:04:57.169> that's<01:04:57.506> what<01:04:57.731> you<01:04:57.891> have<01:04:58.068> to<01:04:58.212> do.

01:04:59.592 --> 01:05:02.881
And<01:04:59.688> so<01:04:59.977> culture<01:05:00.394> is<01:05:00.490> simply,<01:05:01.020> this<01:05:01.196> is<01:05:01.277> simply<01:05:01.678> how<01:05:01.838> we<01:05:01.999> do<01:05:02.095> things<01:05:02.560> here.

01:05:04.301 --> 01:05:11.976
But<01:05:04.560> it's<01:05:04.949> also<01:05:05.694> culture<01:05:07.054> is<01:05:07.297> the<01:05:07.539> worst<01:05:07.880> thing<01:05:08.527> that<01:05:08.835> you<01:05:09.013> allow<01:05:10.130> to<01:05:10.292> happen<01:05:11.020> in<01:05:11.118> the<01:05:11.279> organization.

01:05:13.310 --> 01:05:18.322
We<01:05:13.342> can<01:05:13.520> set<01:05:13.892> the<01:05:13.989> culture<01:05:15.347> by<01:05:15.444> allowing<01:05:16.074> things<01:05:16.478> to<01:05:16.543> happen<01:05:16.980> that<01:05:17.060> should<01:05:17.255> not<01:05:17.465> be<01:05:17.562> allowed<01:05:17.901> to<01:05:17.998> happen.

01:05:20.132 --> 01:05:22.477
That<01:05:20.310> seems<01:05:20.682> like<01:05:21.086> how<01:05:21.264> a<01:05:21.280> lot<01:05:21.507> of<01:05:21.571> cultures<01:05:22.008> are<01:05:22.153> built.

01:05:25.290 --> 01:05:26.611
Well,<01:05:25.370> Larry,<01:05:25.709> thank<01:05:25.950> you<01:05:26.047> so<01:05:26.289> much.

01:05:27.240 --> 01:05:33.581
Your<01:05:27.659> input<01:05:28.691> and<01:05:29.190> guidance<01:05:29.610> in<01:05:29.658> my<01:05:29.771> life<01:05:30.141> has<01:05:30.303> shaped<01:05:31.642> my<01:05:31.786> work,<01:05:32.363> but<01:05:32.588> also<01:05:32.924> my<01:05:33.084> family.

01:05:33.645 --> 01:05:38.389
And<01:05:34.190> just<01:05:34.366> that<01:05:34.911> story<01:05:35.488> with<01:05:35.809> washing<01:05:36.177> the<01:05:36.209> car<01:05:36.466> and<01:05:36.594> the<01:05:36.690> kids,<01:05:37.091> it<01:05:37.155> comes<01:05:37.363> to<01:05:37.475> mind<01:05:37.876> all<01:05:37.988> the<01:05:38.068> time.

01:05:38.453 --> 01:05:39.446
You've<01:05:38.517> shared<01:05:38.709> that<01:05:38.853> with<01:05:39.014> me<01:05:39.094> before.

01:05:39.639 --> 01:05:44.382
And<01:05:40.616> there's<01:05:40.856> so<01:05:41.017> many<01:05:41.177> times<01:05:41.497> that<01:05:41.642> it's<01:05:41.802> easy<01:05:42.058> for<01:05:42.203> me<01:05:42.251> to<01:05:42.379> just<01:05:42.603> go,<01:05:42.715> no,<01:05:42.956> stop,<01:05:43.420> do<01:05:43.645> this<01:05:43.901> differently.

01:05:44.638 --> 01:05:44.959
Uh-huh.

01:05:45.648 --> 01:05:47.283
And<01:05:45.728> to<01:05:45.808> do<01:05:45.904> that<01:05:45.984> with<01:05:46.145> myself,<01:05:46.706> to<01:05:46.786> be<01:05:46.930> honest<01:05:47.186> too.

01:05:47.347 --> 01:05:59.563
And<01:05:47.427> that's<01:05:47.651> the<01:05:47.731> other<01:05:47.843> thing<01:05:48.132> is<01:05:48.372> you<01:05:49.125> are<01:05:49.190> such<01:05:49.494> a<01:05:49.510> big<01:05:49.750> believer<01:05:50.375> in<01:05:50.552> people,<01:05:51.257> and<01:05:51.994> you're<01:05:52.298> always<01:05:52.571> speaking<01:05:53.036> encouragement<01:05:53.837> to<01:05:53.933> them<01:05:54.462> and<01:05:55.103> helping<01:05:55.439> them<01:05:55.600> to<01:05:55.840> recognize<01:05:57.124> their<01:05:57.431> worth<01:05:58.335> in<01:05:58.497> such<01:05:58.675> a<01:05:58.739> powerful<01:05:59.288> way.

01:06:00.177 --> 01:06:01.889
And<01:06:00.290> I'm<01:06:00.500> so<01:06:00.758> thankful<01:06:01.243> that<01:06:01.388> you<01:06:01.485> do<01:06:01.646> that.

01:06:02.712 --> 01:06:06.298
I<01:06:02.825> hope<01:06:03.003> we<01:06:03.100> get<01:06:03.262> to<01:06:03.310> have<01:06:03.504> more<01:06:03.730> time<01:06:04.069> to<01:06:04.150> sit<01:06:04.392> down<01:06:04.699> and<01:06:05.200> record<01:06:05.523> more<01:06:05.684> conversations.

01:06:06.830 --> 01:06:07.828
Yeah,<01:06:07.264> me<01:06:07.667> too.

01:06:07.989 --> 01:06:09.631
It's<01:06:08.455> always<01:06:08.777> our<01:06:08.874> story,<01:06:09.357> John.

01:06:10.951 --> 01:06:14.798
I<01:06:10.983> met<01:06:11.208> a<01:06:11.353> 36-year-old<01:06:12.335> woman,<01:06:13.768> married,<01:06:14.428> children.

01:06:16.565 --> 01:06:21.927
We<01:06:16.585> had<01:06:16.650> a<01:06:16.682> great<01:06:16.909> conversation,<01:06:18.452> and<01:06:19.037> we<01:06:19.280> ended<01:06:19.508> the<01:06:19.589> conversation,<01:06:20.579> and<01:06:20.644> she<01:06:20.823> turned<01:06:21.131> around<01:06:21.375> to<01:06:21.472> leave.

01:06:22.934 --> 01:06:27.607
And<01:06:23.080> she<01:06:23.243> says,<01:06:23.486> well,<01:06:25.287> we<01:06:25.449> have<01:06:25.774> a—<01:06:26.098> this<01:06:26.261> was<01:06:26.488> on<01:06:26.585> a<01:06:26.601> Sunday<01:06:27.380> afternoon.

01:06:28.872 --> 01:06:32.018
And<01:06:29.743> she<01:06:29.856> said,<01:06:30.163> well,<01:06:30.340> next<01:06:30.647> week<01:06:31.131> is<01:06:31.292> a<01:06:31.373> heavy<01:06:31.760> week.

01:06:33.067 --> 01:06:34.600
And<01:06:33.148> I<01:06:33.228> said,<01:06:33.454> well,<01:06:33.551> tell<01:06:33.729> me<01:06:33.874> more<01:06:34.100> about<01:06:34.358> that.

01:06:34.906 --> 01:06:39.090
She<01:06:35.068> says,<01:06:35.326> well,<01:06:35.552> on<01:06:35.794> Wednesday,<01:06:37.601> I<01:06:37.650> have<01:06:37.843> to<01:06:37.972> have<01:06:38.457> heart<01:06:38.717> surgery.

01:06:40.243 --> 01:06:41.395
And<01:06:40.340> I<01:06:40.421> said,<01:06:41.054> awesome.

01:06:42.515 --> 01:06:43.603
And<01:06:42.564> she<01:06:42.677> kind<01:06:42.856> of<01:06:43.002> looked<01:06:43.246> at<01:06:43.359> me.

01:06:43.814 --> 01:06:46.655
And<01:06:43.976> I<01:06:44.073> said,<01:06:44.544> can<01:06:44.707> I<01:06:44.804> give<01:06:45.047> you<01:06:45.129> a<01:06:45.145> different<01:06:45.453> story<01:06:46.184> to<01:06:46.330> consider?

01:06:47.824 --> 01:06:48.667
And<01:06:47.907> she<01:06:48.072> said,<01:06:48.320> like<01:06:48.502> what?

01:06:49.587 --> 01:06:52.428
And<01:06:49.668> I<01:06:49.748> said,<01:06:50.071> well,<01:06:50.459> your<01:06:50.620> story<01:06:51.121> is<01:06:51.282> it's<01:06:51.427> going<01:06:51.524> to<01:06:51.589> be<01:06:51.686> a<01:06:51.767> heavy<01:06:52.089> week.

01:06:52.655 --> 01:06:55.012
My<01:06:52.816> story<01:06:53.300> is,<01:06:53.946> kids,<01:06:54.334> I'm<01:06:54.431> so<01:06:54.592> excited.

01:06:55.076 --> 01:06:57.692
Mom's<01:06:55.383> gonna<01:06:55.625> get<01:06:55.803> her<01:06:56.110> heart<01:06:56.594> fixed<01:06:56.917> on<01:06:57.095> Wednesday.

01:06:59.334 --> 01:07:00.350
And<01:06:59.479> she<01:06:59.640> started<01:06:59.979> crying.

01:07:01.753 --> 01:07:09.262
And<01:07:01.833> she<01:07:02.059> looked<01:07:02.301> at<01:07:02.462> me<01:07:02.559> and<01:07:02.656> she<01:07:02.817> said,<01:07:03.043> Larry,<01:07:04.640> you<01:07:05.365> just<01:07:06.172> removed<01:07:06.818> a<01:07:06.850> 500-pound<01:07:08.534> weight<01:07:08.841> from<01:07:09.084> me.

01:07:10.784 --> 01:07:12.792
I<01:07:10.865> realized<01:07:11.302> that<01:07:11.593> I<01:07:11.610> was<01:07:11.772> dragging<01:07:12.047> down<01:07:12.257> the<01:07:12.338> family.

01:07:13.455 --> 01:07:14.184
And<01:07:13.536> you're<01:07:13.714> right.

01:07:14.682 --> 01:07:18.606
It's<01:07:15.004> gonna<01:07:15.245> be<01:07:15.551> awesome<01:07:16.033> on<01:07:16.274> Wednesday,<01:07:16.789> because<01:07:17.432> I'm<01:07:17.529> gonna<01:07:17.802> get<01:07:17.915> it<01:07:18.043> fixed.

01:07:19.008 --> 01:07:19.121
Hmm.

01:07:20.391 --> 01:07:24.559
See,<01:07:21.099> whatever<01:07:21.501> we<01:07:21.597> say<01:07:22.634> activates<01:07:23.153> the<01:07:23.236> principle<01:07:23.672> of<01:07:23.739> consistency.

01:07:25.930 --> 01:07:28.235
Oh,<01:07:26.027> it's<01:07:26.173> going<01:07:26.238> to<01:07:26.368> be<01:07:26.465> a<01:07:26.595> tough<01:07:26.855> conversation<01:07:27.651> with<01:07:27.748> Bob.

01:07:29.112 --> 01:07:29.957
Well,<01:07:29.356> of<01:07:29.453> course<01:07:29.778> it<01:07:29.859> is.

01:07:30.022 --> 01:07:31.305
You<01:07:30.168> just<01:07:30.346> said<01:07:30.509> it<01:07:30.590> was<01:07:30.736> going<01:07:30.817> to<01:07:30.899> be<01:07:30.996> tough.

01:07:32.750 --> 01:07:39.829
See,<01:07:32.846> the<01:07:32.926> principle<01:07:33.313> of<01:07:33.345> consistency<01:07:35.822> is<01:07:36.064> activated,<01:07:37.029> and<01:07:37.126> you<01:07:37.287> feel<01:07:37.592> compelled<01:07:38.043> to<01:07:38.236> act<01:07:38.332> consistent<01:07:38.960> with<01:07:39.121> what<01:07:39.442> you<01:07:39.555> said.

01:07:41.758 --> 01:07:49.058
And<01:07:43.228> my<01:07:43.389> conversation<01:07:44.116> with<01:07:44.278> Bob<01:07:44.665> is,<01:07:44.988> I<01:07:45.247> can't<01:07:45.876> wait<01:07:46.684> till<01:07:46.862> tomorrow<01:07:47.492> to<01:07:47.605> have<01:07:47.750> this<01:07:47.912> conversation<01:07:48.558> with<01:07:48.719> Bob.

01:07:49.753 --> 01:07:51.497
Well,<01:07:49.914> yeah,<01:07:50.173> but<01:07:50.560> you're<01:07:50.673> going<01:07:50.803> to<01:07:50.883> be<01:07:50.980> letting<01:07:51.110> him<01:07:51.287> go.

01:07:51.691 --> 01:07:53.260
I<01:07:51.724> know<01:07:52.338> he<01:07:52.435> doesn't<01:07:52.742> fit<01:07:52.920> the<01:07:53.066> job.

01:07:53.324 --> 01:07:54.375
He<01:07:53.470> can't<01:07:53.712> do<01:07:53.874> the<01:07:54.036> job.

01:07:55.086 --> 01:07:58.708
I<01:07:55.410> can't<01:07:55.588> wait<01:07:55.749> to<01:07:55.814> have<01:07:55.976> the<01:07:56.056> conversation<01:07:56.735> so<01:07:56.881> we<01:07:57.026> can<01:07:57.188> get<01:07:57.301> him<01:07:57.447> to<01:07:57.625> a<01:07:57.689> job<01:07:58.013> where<01:07:58.110> he<01:07:58.255> can<01:07:58.562> do.

01:07:59.450 --> 01:08:00.672
I'm<01:07:59.710> excited<01:08:00.216> about<01:08:00.607> it.

01:08:02.401 --> 01:08:03.803
It<01:08:02.482> is<01:08:02.662> not<01:08:02.841> a<01:08:02.906> tough<01:08:03.151> conversation.

01:08:04.292 --> 01:08:05.238
It's<01:08:04.439> an<01:08:04.537> easy<01:08:04.847> conversation.

01:08:07.260 --> 01:08:10.615
Changing<01:08:07.581> our<01:08:07.758> expectations,<01:08:09.748> changing<01:08:10.085> the<01:08:10.181> narrative.

01:08:11.626 --> 01:08:12.492
So<01:08:11.995> powerful.

01:08:12.717 --> 01:08:20.966
Yeah,<01:08:13.375> that<01:08:13.552> is<01:08:14.258> definitely<01:08:14.755> something<01:08:15.205> you<01:08:15.301> do<01:08:16.585> and<01:08:16.633> have<01:08:16.762> done<01:08:16.986> for<01:08:17.131> me<01:08:17.307> in<01:08:17.468> every<01:08:17.692> area<01:08:17.869> of<01:08:18.029> life<01:08:18.350> is<01:08:18.495> change<01:08:19.378> the<01:08:19.410> narrative<01:08:19.875> and<01:08:19.955> change<01:08:20.196> my<01:08:20.340> perspective.

01:08:22.042 --> 01:08:22.892
Thank<01:08:22.266> you<01:08:22.347> for<01:08:22.507> doing<01:08:22.748> that.

01:08:23.743 --> 01:08:25.540
I'm<01:08:23.952> grateful<01:08:24.369> you<01:08:24.529> are<01:08:24.610> in<01:08:24.642> my<01:08:24.850> life,<01:08:25.252> Jon.

01:08:26.054 --> 01:08:27.145
I'm<01:08:26.134> grateful<01:08:26.455> you're<01:08:26.616> in<01:08:26.696> my<01:08:26.856> life.

01:08:28.365 --> 01:08:30.917
Well,<01:08:28.782> thank<01:08:28.959> you<01:08:29.039> so<01:08:29.200> much,<01:08:29.745> and<01:08:29.906> we'll<01:08:30.387> talk<01:08:30.628> again<01:08:30.869> soon.

01:08:30.965 --> 01:08:31.671
It's<01:08:31.190> my<01:08:31.350> pleasure.