1 00:00:00,000 --> 00:00:00,420 Mark Ackers: Welcome 2 00:00:00,420 --> 00:00:00,660 to the 3 00:00:00,660 --> 00:00:01,200 podcast. 4 00:00:01,260 --> 00:00:01,680 Here's a 5 00:00:01,680 --> 00:00:02,340 sneak peek 6 00:00:02,340 --> 00:00:02,700 of what's 7 00:00:02,700 --> 00:00:03,180 coming up 8 00:00:03,180 --> 00:00:03,720 in today's 9 00:00:03,720 --> 00:00:04,260 episode. 10 00:00:04,320 --> 00:00:04,920 We've got 11 00:00:04,920 --> 00:00:05,220 the 12 00:00:05,580 --> 00:00:06,540 previous 13 00:00:06,600 --> 00:00:07,560 top global 14 00:00:07,560 --> 00:00:07,980 seller for 15 00:00:07,980 --> 00:00:08,520 LinkedIn, 16 00:00:08,580 --> 00:00:09,900 2016, 17 17 00:00:09,960 --> 00:00:10,920 and 18, 18 00:00:11,100 --> 00:00:11,340 with a 19 00:00:11,340 --> 00:00:11,820 social 20 00:00:11,820 --> 00:00:12,120 selling 21 00:00:12,120 --> 00:00:12,600 index of 22 00:00:12,600 --> 00:00:13,620 97 out of 23 00:00:13,620 --> 00:00:14,940 100 ski 24 00:00:14,940 --> 00:00:15,060 James Ski: is 25 00:00:15,060 --> 00:00:15,180 an 26 00:00:15,180 --> 00:00:15,840 abbreviation 27 00:00:15,840 --> 00:00:16,260 of my full 28 00:00:16,260 --> 00:00:16,680 surname. 29 00:00:16,800 --> 00:00:17,100 I'm half 30 00:00:17,100 --> 00:00:17,580 polish. 31 00:00:17,700 --> 00:00:18,360 Did not 32 00:00:18,360 --> 00:00:18,540 Mark Ackers: know 33 00:00:18,540 --> 00:00:18,840 that. 34 00:00:18,840 --> 00:00:19,080 Yeah, 35 00:00:19,080 --> 00:00:19,320 what's 36 00:00:19,320 --> 00:00:19,680 your full 37 00:00:19,680 --> 00:00:20,040 surname? 38 00:00:20,820 --> 00:00:21,080 Did you 39 00:00:21,080 --> 00:00:21,560 used to be 40 00:00:21,560 --> 00:00:21,920 crap at 41 00:00:21,920 --> 00:00:22,640 sales? I 42 00:00:22,640 --> 00:00:23,300 did, how 43 00:00:23,300 --> 00:00:23,600 crap are 44 00:00:23,600 --> 00:00:23,720 we 45 00:00:23,720 --> 00:00:24,140 talking? 46 00:00:24,200 --> 00:00:24,380 James Ski: I 47 00:00:24,380 --> 00:00:24,560 was 48 00:00:24,560 --> 00:00:25,160 pretty, 49 00:00:25,220 --> 00:00:25,460 like 50 00:00:25,460 --> 00:00:25,940 anxious. 51 00:00:25,940 --> 00:00:26,540 So I did 52 00:00:26,540 --> 00:00:26,840 door to 53 00:00:26,840 --> 00:00:27,080 door, 54 00:00:27,080 --> 00:00:27,500 which was 55 00:00:27,500 --> 00:00:27,800 knocking 56 00:00:27,800 --> 00:00:28,160 on doors, 57 00:00:28,160 --> 00:00:28,640 persuading 58 00:00:28,640 --> 00:00:29,060 people to 59 00:00:29,060 --> 00:00:29,420 get their 60 00:00:29,420 --> 00:00:29,660 milk 61 00:00:29,660 --> 00:00:30,080 delivered. 62 00:00:30,080 --> 00:00:30,560 I remember 63 00:00:30,560 --> 00:00:31,040 my very 64 00:00:31,040 --> 00:00:32,420 first day 65 00:00:32,480 --> 00:00:33,140 in a phone 66 00:00:33,140 --> 00:00:33,500 based 67 00:00:33,500 --> 00:00:33,920 role, 68 00:00:34,040 --> 00:00:34,520 literally 69 00:00:34,520 --> 00:00:34,880 given a 70 00:00:34,880 --> 00:00:35,420 phone book 71 00:00:35,480 --> 00:00:36,320 by a 72 00:00:36,320 --> 00:00:36,680 former 73 00:00:36,680 --> 00:00:37,220 mechanic 74 00:00:37,220 --> 00:00:37,760 who turned 75 00:00:37,760 --> 00:00:38,060 sales 76 00:00:38,060 --> 00:00:38,480 manager. 77 00:00:38,600 --> 00:00:39,260 And I 78 00:00:39,260 --> 00:00:39,920 remember 79 00:00:39,920 --> 00:00:40,600 that first 80 00:00:40,600 --> 00:00:41,080 dial that 81 00:00:41,080 --> 00:00:41,620 I made, 82 00:00:41,680 --> 00:00:41,860 and 83 00:00:41,860 --> 00:00:42,400 literally, 84 00:00:42,460 --> 00:00:42,760 I was 85 00:00:42,760 --> 00:00:43,660 shaking, 86 00:00:43,720 --> 00:00:44,380 right? And 87 00:00:44,380 --> 00:00:44,740 when that 88 00:00:44,740 --> 00:00:45,160 person 89 00:00:45,160 --> 00:00:45,520 picked up 90 00:00:45,520 --> 00:00:45,820 the phone, 91 00:00:45,820 --> 00:00:46,180 I hung up. 92 00:00:46,240 --> 00:00:46,540 I didn't 93 00:00:46,540 --> 00:00:46,780 even 94 00:00:46,780 --> 00:00:47,140 speak. I 95 00:00:47,140 --> 00:00:47,620 could not 96 00:00:47,620 --> 00:00:48,040 speak. I 97 00:00:48,040 --> 00:00:48,820 was so 98 00:00:48,820 --> 00:00:49,720 nervous. 99 00:00:49,900 --> 00:00:50,320 Mark Ackers: Once 100 00:00:50,320 --> 00:00:51,160 ranked the 101 00:00:51,160 --> 00:00:51,520 world's 102 00:00:51,520 --> 00:00:52,000 number one 103 00:00:52,000 --> 00:00:52,360 social 104 00:00:52,360 --> 00:00:52,600 seller, 105 00:00:52,600 --> 00:00:52,960 being 106 00:00:52,960 --> 00:00:53,260 number 107 00:00:53,260 --> 00:00:53,440 James Ski: one 108 00:00:53,440 --> 00:00:53,620 was 109 00:00:53,620 --> 00:00:54,280 important. 110 00:00:54,400 --> 00:00:55,000 It wasn't 111 00:00:55,000 --> 00:00:55,420 easy to 112 00:00:55,420 --> 00:00:55,720 become 113 00:00:55,720 --> 00:00:56,200 number one 114 00:00:56,200 --> 00:00:56,680 global 115 00:00:56,920 --> 00:00:57,220 biller. 116 00:00:57,340 --> 00:00:57,640 You know, 117 00:00:57,640 --> 00:00:58,300 like I was 118 00:00:58,300 --> 00:00:58,720 depressed 119 00:00:58,720 --> 00:00:58,960 when I 120 00:00:58,960 --> 00:00:59,200 joined 121 00:00:59,200 --> 00:00:59,620 LinkedIn, 122 00:00:59,740 --> 00:01:00,300 and no one 123 00:01:00,300 --> 00:01:00,600 knew this 124 00:01:00,600 --> 00:01:00,840 at the 125 00:01:00,840 --> 00:01:01,200 time, but 126 00:01:01,200 --> 00:01:01,620 I was so 127 00:01:01,620 --> 00:01:02,220 depressed 128 00:01:02,220 --> 00:01:02,760 that when 129 00:01:02,760 --> 00:01:03,000 I was 130 00:01:03,000 --> 00:01:03,300 getting 131 00:01:03,300 --> 00:01:03,840 introduced 132 00:01:03,840 --> 00:01:04,440 to people, 133 00:01:04,440 --> 00:01:04,740 I was 134 00:01:04,740 --> 00:01:05,100 walking 135 00:01:05,100 --> 00:01:05,340 around 136 00:01:05,340 --> 00:01:06,000 LinkedIn 137 00:01:06,000 --> 00:01:06,960 offices, I 138 00:01:06,960 --> 00:01:07,500 was so 139 00:01:07,500 --> 00:01:08,220 uncomfortable 140 00:01:08,220 --> 00:01:08,700 with that, 141 00:01:08,700 --> 00:01:09,060 because I 142 00:01:09,060 --> 00:01:09,600 had such 143 00:01:09,600 --> 00:01:09,780 high 144 00:01:09,780 --> 00:01:10,260 anxiety. I 145 00:01:10,260 --> 00:01:10,560 was so 146 00:01:10,560 --> 00:01:10,980 depressed 147 00:01:10,980 --> 00:01:11,220 that I 148 00:01:11,220 --> 00:01:11,400 would 149 00:01:11,400 --> 00:01:11,820 literally 150 00:01:11,820 --> 00:01:12,120 hide 151 00:01:12,120 --> 00:01:12,600 myself 152 00:01:12,600 --> 00:01:13,080 away from 153 00:01:13,080 --> 00:01:13,380 people 154 00:01:13,380 --> 00:01:13,740 because I 155 00:01:13,740 --> 00:01:14,040 couldn't 156 00:01:14,040 --> 00:01:14,460 handle the 157 00:01:14,460 --> 00:01:14,940 interaction. 158 00:01:15,180 --> 00:01:15,360 Mark Ackers: And 159 00:01:15,360 --> 00:01:15,900 it's nice 160 00:01:15,900 --> 00:01:16,380 that you 161 00:01:16,380 --> 00:01:16,740 take the 162 00:01:16,740 --> 00:01:17,460 time to 163 00:01:17,460 --> 00:01:17,760 help 164 00:01:17,760 --> 00:01:18,120 people, 165 00:01:18,120 --> 00:01:18,780 and maybe 166 00:01:18,780 --> 00:01:19,140 you come 167 00:01:19,140 --> 00:01:19,620 to a place 168 00:01:19,620 --> 00:01:20,240 of that's 169 00:01:20,240 --> 00:01:20,600 the help 170 00:01:20,600 --> 00:01:21,080 you wanted 171 00:01:21,080 --> 00:01:21,320 to have 172 00:01:21,680 --> 00:01:22,040 earlier in 173 00:01:22,040 --> 00:01:22,220 your 174 00:01:22,220 --> 00:01:22,580 career. 175 00:01:22,700 --> 00:01:22,940 James Ski: My 176 00:01:22,940 --> 00:01:23,360 great 177 00:01:23,360 --> 00:01:23,900 mission is 178 00:01:23,900 --> 00:01:24,260 to help 179 00:01:24,320 --> 00:01:24,740 people 180 00:01:24,740 --> 00:01:25,100 with their 181 00:01:25,100 --> 00:01:25,640 confidence. 182 00:01:25,640 --> 00:01:26,000 If you 183 00:01:26,000 --> 00:01:26,480 believe 184 00:01:26,480 --> 00:01:26,780 more in 185 00:01:26,780 --> 00:01:27,140 yourself, 186 00:01:27,140 --> 00:01:27,380 if you 187 00:01:27,380 --> 00:01:27,680 back 188 00:01:27,680 --> 00:01:28,100 yourself 189 00:01:28,100 --> 00:01:28,760 more, you 190 00:01:28,760 --> 00:01:29,300 do more, 191 00:01:29,300 --> 00:01:29,420 you 192 00:01:29,420 --> 00:01:29,900 achieve 193 00:01:29,900 --> 00:01:30,320 more, you 194 00:01:30,380 --> 00:01:31,100 earn more. 195 00:01:31,100 --> 00:01:31,340 Sales. 196 00:01:31,340 --> 00:01:31,460 Mark Ackers: Is 197 00:01:31,460 --> 00:01:31,940 obviously 198 00:01:31,940 --> 00:01:32,840 taxing. 199 00:01:32,840 --> 00:01:33,080 It's 200 00:01:33,080 --> 00:01:33,860 anxiety 201 00:01:33,860 --> 00:01:34,760 inducing. 202 00:01:34,760 --> 00:01:35,000 It's 203 00:01:35,000 --> 00:01:35,600 pressure 204 00:01:35,600 --> 00:01:36,260 filled. 205 00:01:36,260 --> 00:01:37,100 Walk me 206 00:01:37,100 --> 00:01:37,700 through. 207 00:01:37,820 --> 00:01:38,300 What do 208 00:01:38,300 --> 00:01:39,200 you do to 209 00:01:39,200 --> 00:01:39,740 manage 210 00:01:39,740 --> 00:01:40,040 some of 211 00:01:40,040 --> 00:01:40,120 the 212 00:01:40,120 --> 00:01:40,840 tension 213 00:01:40,840 --> 00:01:41,260 that this 214 00:01:41,260 --> 00:01:41,800 profession 215 00:01:41,800 --> 00:01:42,400 brings to 216 00:01:42,400 --> 00:01:42,640 you. 217 00:01:42,700 --> 00:01:42,880 James Ski: I 218 00:01:42,880 --> 00:01:43,420 used to be 219 00:01:43,420 --> 00:01:43,780 that guy 220 00:01:43,780 --> 00:01:44,140 that would 221 00:01:44,140 --> 00:01:44,680 work seven 222 00:01:44,680 --> 00:01:44,920 days a 223 00:01:44,920 --> 00:01:45,340 week, and 224 00:01:45,340 --> 00:01:45,820 I really 225 00:01:45,820 --> 00:01:46,120 didn't 226 00:01:46,120 --> 00:01:46,840 have a 227 00:01:46,840 --> 00:01:47,380 purpose 228 00:01:47,380 --> 00:01:47,920 outside of 229 00:01:47,920 --> 00:01:48,580 that. I 230 00:01:48,580 --> 00:01:48,880 mean, it 231 00:01:48,880 --> 00:01:49,420 got me 232 00:01:49,420 --> 00:01:50,020 accelerated 233 00:01:50,020 --> 00:01:50,560 my career 234 00:01:50,560 --> 00:01:50,920 and my 235 00:01:50,920 --> 00:01:51,220 earnings 236 00:01:51,220 --> 00:01:51,640 and stuff 237 00:01:51,640 --> 00:01:52,000 like that. 238 00:01:52,000 --> 00:01:52,540 But there 239 00:01:52,540 --> 00:01:53,320 is more to 240 00:01:53,320 --> 00:01:53,800 business 241 00:01:53,800 --> 00:01:54,280 and life 242 00:01:54,280 --> 00:01:54,460 and 243 00:01:54,460 --> 00:01:54,940 success 244 00:01:54,940 --> 00:01:55,240 take 245 00:01:55,240 --> 00:01:55,360 Mark Ackers: me 246 00:01:55,360 --> 00:01:55,540 through 247 00:01:55,540 --> 00:01:55,840 some of 248 00:01:55,840 --> 00:01:56,140 the like 249 00:01:56,140 --> 00:01:56,260 the 250 00:01:56,260 --> 00:01:56,800 memorable 251 00:01:56,800 --> 00:01:57,220 things 252 00:01:57,220 --> 00:01:57,640 that sales 253 00:01:57,640 --> 00:01:57,940 leaders 254 00:01:57,940 --> 00:01:58,360 have come 255 00:01:58,360 --> 00:01:58,660 to you 256 00:01:58,660 --> 00:01:58,840 with 257 00:01:58,840 --> 00:01:59,320 problems 258 00:01:59,320 --> 00:01:59,500 and 259 00:01:59,500 --> 00:01:59,800 needing 260 00:01:59,800 --> 00:02:00,180 help. You 261 00:02:00,180 --> 00:02:00,360 James Ski: know, 262 00:02:00,360 --> 00:02:00,660 I'm 263 00:02:00,660 --> 00:02:01,020 probably 264 00:02:01,020 --> 00:02:01,440 one of the 265 00:02:01,440 --> 00:02:01,620 most 266 00:02:01,620 --> 00:02:02,100 connected 267 00:02:02,100 --> 00:02:02,640 to sales 268 00:02:02,640 --> 00:02:03,180 leaders in 269 00:02:03,240 --> 00:02:04,080 in the UK, 270 00:02:04,200 --> 00:02:04,920 particularly 271 00:02:04,920 --> 00:02:05,400 last 1218, 272 00:02:05,640 --> 00:02:06,000 months, a 273 00:02:06,000 --> 00:02:06,300 lot of 274 00:02:06,300 --> 00:02:06,540 sales 275 00:02:06,540 --> 00:02:06,900 leaders 276 00:02:06,900 --> 00:02:07,020 have 277 00:02:07,020 --> 00:02:07,380 reached 278 00:02:07,380 --> 00:02:08,220 out. Maybe 279 00:02:08,220 --> 00:02:08,460 sales 280 00:02:08,460 --> 00:02:08,760 isn't a 281 00:02:08,760 --> 00:02:09,180 career for 282 00:02:09,180 --> 00:02:09,420 me. 283 00:02:14,160 --> 00:02:14,700 Mark Ackers: Hello 284 00:02:14,760 --> 00:02:15,000 and 285 00:02:15,000 --> 00:02:15,840 welcome to 286 00:02:15,840 --> 00:02:16,320 the latest 287 00:02:16,320 --> 00:02:16,920 episode of 288 00:02:16,920 --> 00:02:17,340 The I used 289 00:02:17,340 --> 00:02:17,820 to be crap 290 00:02:17,820 --> 00:02:18,180 at sales 291 00:02:18,180 --> 00:02:18,780 podcast. 292 00:02:18,960 --> 00:02:19,260 I'm your 293 00:02:19,260 --> 00:02:19,920 host, Mark 294 00:02:19,920 --> 00:02:20,520 Akers, co 295 00:02:20,520 --> 00:02:20,780 founder 296 00:02:20,780 --> 00:02:21,140 and Head 297 00:02:21,140 --> 00:02:21,620 of Sales 298 00:02:21,620 --> 00:02:22,040 here at my 299 00:02:22,040 --> 00:02:22,400 sales 300 00:02:22,400 --> 00:02:23,420 coach, we 301 00:02:23,420 --> 00:02:23,780 called the 302 00:02:23,780 --> 00:02:24,200 podcast 303 00:02:24,200 --> 00:02:24,620 this 304 00:02:24,620 --> 00:02:24,920 because 305 00:02:24,920 --> 00:02:25,400 it's true 306 00:02:25,520 --> 00:02:26,060 and all of 307 00:02:26,060 --> 00:02:26,600 our guests 308 00:02:26,600 --> 00:02:27,260 say the 309 00:02:27,260 --> 00:02:27,800 same. 310 00:02:28,100 --> 00:02:28,640 Speaking 311 00:02:28,640 --> 00:02:29,300 of guests 312 00:02:29,360 --> 00:02:30,260 today in 313 00:02:30,260 --> 00:02:30,680 the orange 314 00:02:30,680 --> 00:02:31,100 shares, 315 00:02:31,100 --> 00:02:31,880 I've got 316 00:02:32,240 --> 00:02:32,720 right this 317 00:02:32,720 --> 00:02:33,260 intro is 318 00:02:33,260 --> 00:02:33,680 quite a 319 00:02:33,680 --> 00:02:34,280 mouthful. 320 00:02:34,340 --> 00:02:34,940 We've got 321 00:02:34,940 --> 00:02:35,240 the 322 00:02:35,600 --> 00:02:36,560 previous 323 00:02:36,560 --> 00:02:37,580 top global 324 00:02:37,580 --> 00:02:37,940 seller for 325 00:02:37,940 --> 00:02:38,540 LinkedIn, 326 00:02:38,540 --> 00:02:39,920 2016, 17 327 00:02:39,920 --> 00:02:40,820 and 18, 328 00:02:41,120 --> 00:02:41,320 with a 329 00:02:41,320 --> 00:02:41,800 social 330 00:02:41,800 --> 00:02:42,100 selling 331 00:02:42,100 --> 00:02:42,640 index of 332 00:02:42,640 --> 00:02:43,600 97 out of 333 00:02:43,600 --> 00:02:45,040 100 once 334 00:02:45,040 --> 00:02:45,820 ranked the 335 00:02:45,820 --> 00:02:46,180 world's 336 00:02:46,180 --> 00:02:46,660 number one 337 00:02:46,660 --> 00:02:47,020 social 338 00:02:47,020 --> 00:02:47,380 seller. 339 00:02:47,800 --> 00:02:47,980 The 340 00:02:47,980 --> 00:02:48,580 founder of 341 00:02:48,580 --> 00:02:48,880 SaaS 342 00:02:48,880 --> 00:02:49,360 growth, 343 00:02:49,540 --> 00:02:50,020 the number 344 00:02:50,020 --> 00:02:50,620 one sales 345 00:02:50,620 --> 00:02:51,160 revenue 346 00:02:51,160 --> 00:02:51,640 conference 347 00:02:51,640 --> 00:02:52,060 in the UK 348 00:02:52,060 --> 00:02:52,240 and 349 00:02:52,240 --> 00:02:52,660 Europe, 350 00:02:52,900 --> 00:02:53,500 founder of 351 00:02:53,500 --> 00:02:53,980 circles 352 00:02:53,980 --> 00:02:54,640 network, 353 00:02:54,700 --> 00:02:55,300 co founder 354 00:02:55,300 --> 00:02:55,780 of Link 355 00:02:55,780 --> 00:02:56,140 deal 356 00:02:56,260 --> 00:02:56,740 sales, 357 00:02:56,740 --> 00:02:57,160 Director 358 00:02:57,160 --> 00:02:57,700 of rock 359 00:02:57,700 --> 00:02:58,000 star 360 00:02:58,000 --> 00:02:58,480 Property 361 00:02:58,480 --> 00:02:59,140 Partners, 362 00:02:59,380 --> 00:03:00,040 a man with 363 00:03:00,040 --> 00:03:00,480 nearly 364 00:03:00,480 --> 00:03:01,260 40,000 365 00:03:02,100 --> 00:03:02,580 LinkedIn 366 00:03:02,580 --> 00:03:03,180 followers, 367 00:03:03,480 --> 00:03:04,260 the author 368 00:03:04,320 --> 00:03:04,800 of How to 369 00:03:04,800 --> 00:03:05,100 Build 370 00:03:05,100 --> 00:03:05,400 sales 371 00:03:05,400 --> 00:03:06,240 confidence. 372 00:03:06,660 --> 00:03:07,500 And you 373 00:03:07,500 --> 00:03:07,860 might know 374 00:03:07,860 --> 00:03:08,820 this guest 375 00:03:08,820 --> 00:03:09,240 already, 376 00:03:09,240 --> 00:03:09,540 but he 377 00:03:09,540 --> 00:03:10,080 flies the 378 00:03:10,080 --> 00:03:10,440 flag 379 00:03:10,440 --> 00:03:10,680 really 380 00:03:10,680 --> 00:03:11,220 well for 381 00:03:11,220 --> 00:03:11,700 mental 382 00:03:11,700 --> 00:03:12,120 health in 383 00:03:12,120 --> 00:03:13,260 sales and 384 00:03:13,500 --> 00:03:13,920 perhaps 385 00:03:13,920 --> 00:03:14,640 best known 386 00:03:14,640 --> 00:03:14,940 as the 387 00:03:14,940 --> 00:03:15,420 founder 388 00:03:15,420 --> 00:03:15,960 and face 389 00:03:15,960 --> 00:03:16,500 of sales 390 00:03:16,500 --> 00:03:17,340 confidence, 391 00:03:17,700 --> 00:03:18,120 if you've 392 00:03:18,120 --> 00:03:18,480 not 393 00:03:18,480 --> 00:03:18,900 guessed it 394 00:03:18,900 --> 00:03:19,440 by now, I 395 00:03:19,440 --> 00:03:19,740 mean, you 396 00:03:19,740 --> 00:03:20,160 must have 397 00:03:20,160 --> 00:03:21,200 surely it 398 00:03:21,200 --> 00:03:22,100 is James 399 00:03:22,100 --> 00:03:22,580 skeet. 400 00:03:22,640 --> 00:03:24,020 James big. 401 00:03:24,020 --> 00:03:24,980 Welcome to 402 00:03:24,980 --> 00:03:25,460 the orange 403 00:03:25,460 --> 00:03:26,420 chair and 404 00:03:26,420 --> 00:03:26,540 the 405 00:03:26,540 --> 00:03:27,380 podcast 406 00:03:27,680 --> 00:03:28,220 James Ski: amazing. 407 00:03:28,220 --> 00:03:28,400 Well, 408 00:03:28,400 --> 00:03:28,820 thanks for 409 00:03:28,820 --> 00:03:29,300 having me. 410 00:03:29,720 --> 00:03:30,020 Sounds 411 00:03:30,020 --> 00:03:30,320 like I 412 00:03:30,320 --> 00:03:30,680 have been 413 00:03:30,680 --> 00:03:32,240 busy, and 414 00:03:32,240 --> 00:03:32,600 I have, in 415 00:03:32,600 --> 00:03:33,140 some ways, 416 00:03:33,140 --> 00:03:33,440 but you 417 00:03:33,440 --> 00:03:33,560 know 418 00:03:33,560 --> 00:03:33,800 what's 419 00:03:33,800 --> 00:03:34,040 quite 420 00:03:34,040 --> 00:03:34,280 funny 421 00:03:34,280 --> 00:03:34,580 sitting 422 00:03:34,580 --> 00:03:35,300 here, what 423 00:03:35,300 --> 00:03:35,600 I really 424 00:03:35,600 --> 00:03:36,020 like about 425 00:03:36,020 --> 00:03:36,200 these 426 00:03:36,200 --> 00:03:36,740 moments is 427 00:03:36,740 --> 00:03:36,980 how you 428 00:03:36,980 --> 00:03:37,400 can just 429 00:03:37,400 --> 00:03:38,060 pause and 430 00:03:38,060 --> 00:03:39,380 reflect on 431 00:03:39,380 --> 00:03:39,740 how long 432 00:03:39,740 --> 00:03:40,040 we've 433 00:03:40,040 --> 00:03:40,420 known each 434 00:03:40,420 --> 00:03:41,080 other. And 435 00:03:41,080 --> 00:03:41,980 actually 436 00:03:42,040 --> 00:03:42,700 we had met 437 00:03:42,700 --> 00:03:42,940 maybe 438 00:03:42,940 --> 00:03:43,480 previously, 439 00:03:43,480 --> 00:03:43,780 but we 440 00:03:43,780 --> 00:03:44,080 actually 441 00:03:44,080 --> 00:03:44,380 hung out 442 00:03:44,380 --> 00:03:44,800 at SAS 443 00:03:44,800 --> 00:03:45,760 Grove, the 444 00:03:45,760 --> 00:03:46,360 very first 445 00:03:46,360 --> 00:03:46,900 conference 446 00:03:46,900 --> 00:03:47,140 at the 447 00:03:47,140 --> 00:03:47,500 Olympic 448 00:03:47,500 --> 00:03:47,920 Park, if 449 00:03:47,920 --> 00:03:48,040 you 450 00:03:48,040 --> 00:03:48,640 remember. 451 00:03:49,180 --> 00:03:49,840 And there 452 00:03:49,840 --> 00:03:50,320 were a few 453 00:03:50,320 --> 00:03:50,740 things 454 00:03:50,740 --> 00:03:51,400 funny that 455 00:03:51,400 --> 00:03:51,760 we may or 456 00:03:51,760 --> 00:03:52,060 may not 457 00:03:52,060 --> 00:03:52,660 talk about 458 00:03:53,020 --> 00:03:53,200 that 459 00:03:53,200 --> 00:03:53,800 happens, 460 00:03:53,800 --> 00:03:54,460 but we had 461 00:03:54,460 --> 00:03:54,820 a little 462 00:03:54,820 --> 00:03:55,180 bit of a 463 00:03:55,180 --> 00:03:55,540 party 464 00:03:55,540 --> 00:03:56,020 afterwards. 465 00:03:56,020 --> 00:03:56,260 And I 466 00:03:56,260 --> 00:03:56,680 think that 467 00:03:56,680 --> 00:03:56,920 really 468 00:03:56,920 --> 00:03:57,460 cemented 469 00:03:57,460 --> 00:03:57,580 the 470 00:03:57,580 --> 00:03:58,000 beginning 471 00:03:58,000 --> 00:03:58,300 of our 472 00:03:58,300 --> 00:03:59,080 long, long 473 00:03:59,080 --> 00:03:59,860 relationship. 474 00:03:59,920 --> 00:04:00,120 Mark Ackers: It 475 00:04:00,120 --> 00:04:00,540 certainly 476 00:04:00,540 --> 00:04:00,840 did. Yeah, 477 00:04:00,840 --> 00:04:01,140 it was 478 00:04:01,140 --> 00:04:01,500 maybe 479 00:04:01,500 --> 00:04:01,920 seven, 480 00:04:01,920 --> 00:04:02,040 eight 481 00:04:02,040 --> 00:04:02,580 years ago, 482 00:04:03,120 --> 00:04:03,600 and we are 483 00:04:03,600 --> 00:04:03,960 filming 484 00:04:03,960 --> 00:04:04,140 this 485 00:04:04,140 --> 00:04:04,860 podcast on 486 00:04:04,860 --> 00:04:05,400 a Friday 487 00:04:05,400 --> 00:04:05,940 afternoon. 488 00:04:06,000 --> 00:04:06,600 It is gone 489 00:04:06,600 --> 00:04:06,840 four 490 00:04:06,840 --> 00:04:07,140 o'clock, 491 00:04:07,140 --> 00:04:07,500 and we've 492 00:04:07,500 --> 00:04:07,920 gone for a 493 00:04:07,920 --> 00:04:08,400 beer. 494 00:04:08,880 --> 00:04:09,240 Cheers, 495 00:04:09,240 --> 00:04:12,180 Joe. Let's 496 00:04:12,180 --> 00:04:12,660 start 497 00:04:12,660 --> 00:04:13,800 with, what 498 00:04:13,800 --> 00:04:13,980 are you 499 00:04:13,980 --> 00:04:14,340 doing in 500 00:04:14,340 --> 00:04:14,940 Newcastle? 501 00:04:15,000 --> 00:04:15,360 Yeah, 502 00:04:15,420 --> 00:04:15,660 James Ski: okay, 503 00:04:15,660 --> 00:04:15,900 great 504 00:04:15,900 --> 00:04:16,260 question. 505 00:04:16,260 --> 00:04:16,380 So 506 00:04:16,380 --> 00:04:16,680 actually, 507 00:04:16,680 --> 00:04:17,100 I've spent 508 00:04:17,100 --> 00:04:17,460 a lot of 509 00:04:17,460 --> 00:04:17,880 time in 510 00:04:17,880 --> 00:04:18,660 Newcastle 511 00:04:19,080 --> 00:04:19,680 over many 512 00:04:19,680 --> 00:04:19,980 years. So 513 00:04:19,980 --> 00:04:20,420 my dad's 514 00:04:20,420 --> 00:04:20,780 lived up 515 00:04:20,780 --> 00:04:21,080 here now 516 00:04:21,080 --> 00:04:21,200 for 517 00:04:21,200 --> 00:04:21,560 probably 518 00:04:21,560 --> 00:04:22,100 about 25 519 00:04:22,280 --> 00:04:22,940 years. He 520 00:04:22,940 --> 00:04:23,360 lives the 521 00:04:24,500 --> 00:04:24,860 other side 522 00:04:24,860 --> 00:04:25,280 of Baden 523 00:04:25,280 --> 00:04:25,460 mill, 524 00:04:25,460 --> 00:04:26,180 Hexen way, 525 00:04:26,660 --> 00:04:27,020 just by 526 00:04:27,020 --> 00:04:27,500 Hadrian's 527 00:04:27,500 --> 00:04:27,980 Wall. He 528 00:04:27,980 --> 00:04:28,880 owns a 529 00:04:28,940 --> 00:04:29,480 converted 530 00:04:29,480 --> 00:04:29,780 chapel 531 00:04:29,780 --> 00:04:30,080 that he 532 00:04:30,080 --> 00:04:30,620 converted 533 00:04:30,620 --> 00:04:31,040 many years 534 00:04:31,040 --> 00:04:31,400 ago, which 535 00:04:31,400 --> 00:04:31,760 is really 536 00:04:31,760 --> 00:04:32,000 quite 537 00:04:32,000 --> 00:04:33,380 cool. And 538 00:04:33,380 --> 00:04:33,800 I've spent 539 00:04:33,800 --> 00:04:34,160 a lot of 540 00:04:34,160 --> 00:04:34,460 time 541 00:04:34,460 --> 00:04:34,880 coming up 542 00:04:34,880 --> 00:04:35,240 here as a 543 00:04:35,240 --> 00:04:36,680 kid. And 544 00:04:36,800 --> 00:04:37,460 also, 545 00:04:37,460 --> 00:04:38,480 interestingly, 546 00:04:39,320 --> 00:04:39,620 and you 547 00:04:39,620 --> 00:04:39,980 kind of 548 00:04:39,980 --> 00:04:40,480 did allude 549 00:04:40,480 --> 00:04:40,780 to it. I 550 00:04:40,780 --> 00:04:41,080 do talk 551 00:04:41,080 --> 00:04:41,320 about 552 00:04:41,320 --> 00:04:41,680 mental 553 00:04:41,680 --> 00:04:41,980 health. I 554 00:04:41,980 --> 00:04:42,280 actually 555 00:04:42,280 --> 00:04:42,760 spent some 556 00:04:42,760 --> 00:04:43,240 time in 557 00:04:43,480 --> 00:04:43,780 one of 558 00:04:43,780 --> 00:04:44,260 your local 559 00:04:44,260 --> 00:04:45,040 establishments 560 00:04:45,040 --> 00:04:45,520 in warp of 561 00:04:45,520 --> 00:04:45,760 St 562 00:04:45,760 --> 00:04:46,360 George's, 563 00:04:46,420 --> 00:04:46,780 which is a 564 00:04:46,780 --> 00:04:47,140 mental 565 00:04:47,140 --> 00:04:47,380 health 566 00:04:47,380 --> 00:04:47,860 hospital 567 00:04:47,860 --> 00:04:48,160 up here. 568 00:04:48,160 --> 00:04:48,520 And I have 569 00:04:48,520 --> 00:04:48,760 to say 570 00:04:48,940 --> 00:04:49,240 it's the 571 00:04:49,240 --> 00:04:49,660 best one 572 00:04:49,660 --> 00:04:49,900 of the 573 00:04:49,900 --> 00:04:50,320 seven I've 574 00:04:50,320 --> 00:04:51,040 spent time 575 00:04:51,040 --> 00:04:51,580 in. It's 576 00:04:51,580 --> 00:04:52,360 fantastic. 577 00:04:52,360 --> 00:04:53,320 The staff 578 00:04:53,740 --> 00:04:53,980 are 579 00:04:53,980 --> 00:04:54,820 amazing, 580 00:04:55,060 --> 00:04:56,020 and the 581 00:04:56,020 --> 00:04:56,560 quality of 582 00:04:56,560 --> 00:04:57,100 the care 583 00:04:57,100 --> 00:04:57,340 is 584 00:04:57,340 --> 00:04:57,880 brilliant. 585 00:04:58,180 --> 00:04:58,900 And so 586 00:04:58,960 --> 00:04:59,620 like I've 587 00:04:59,620 --> 00:05:00,120 spent. In 588 00:05:00,120 --> 00:05:00,600 time up 589 00:05:00,600 --> 00:05:01,620 here. I've 590 00:05:01,620 --> 00:05:02,400 partyed up 591 00:05:02,400 --> 00:05:03,300 here, and 592 00:05:03,300 --> 00:05:03,780 today, 593 00:05:03,780 --> 00:05:03,960 this 594 00:05:03,960 --> 00:05:04,380 weekend, 595 00:05:04,440 --> 00:05:04,680 I'm up 596 00:05:04,680 --> 00:05:04,860 here 597 00:05:04,860 --> 00:05:05,340 visiting 598 00:05:05,340 --> 00:05:05,880 my dad and 599 00:05:05,880 --> 00:05:06,480 obviously 600 00:05:06,480 --> 00:05:06,780 hanging 601 00:05:06,780 --> 00:05:07,080 out with 602 00:05:07,080 --> 00:05:07,440 you guys. 603 00:05:07,440 --> 00:05:07,620 It's 604 00:05:07,680 --> 00:05:07,740 Mark Ackers: a 605 00:05:07,740 --> 00:05:08,040 pleasure 606 00:05:08,040 --> 00:05:08,280 to have 607 00:05:08,280 --> 00:05:08,640 you in the 608 00:05:08,640 --> 00:05:09,180 office. I 609 00:05:09,180 --> 00:05:09,360 mean, 610 00:05:09,360 --> 00:05:09,660 you've 611 00:05:09,660 --> 00:05:09,960 been in 612 00:05:09,960 --> 00:05:10,320 the office 613 00:05:10,320 --> 00:05:10,680 since you 614 00:05:10,680 --> 00:05:10,980 got in 615 00:05:10,980 --> 00:05:11,400 before me, 616 00:05:11,400 --> 00:05:11,760 and this 617 00:05:11,760 --> 00:05:11,880 is 618 00:05:11,940 --> 00:05:12,300 probably 619 00:05:12,300 --> 00:05:12,660 the first 620 00:05:12,660 --> 00:05:13,020 time we've 621 00:05:13,020 --> 00:05:13,260 really 622 00:05:13,260 --> 00:05:13,800 spoke you. 623 00:05:13,980 --> 00:05:14,520 You have 624 00:05:14,580 --> 00:05:15,240 been non 625 00:05:15,240 --> 00:05:15,540 stop. I 626 00:05:15,540 --> 00:05:15,840 mean, the 627 00:05:15,840 --> 00:05:16,140 devil 628 00:05:16,140 --> 00:05:16,380 works 629 00:05:16,380 --> 00:05:16,800 hard, but 630 00:05:16,800 --> 00:05:17,460 you work 631 00:05:17,460 --> 00:05:17,820 harder. 632 00:05:17,820 --> 00:05:18,000 You've 633 00:05:18,300 --> 00:05:18,660 been non 634 00:05:18,660 --> 00:05:18,900 stop. 635 00:05:18,900 --> 00:05:19,260 We've been 636 00:05:19,260 --> 00:05:19,560 doing 637 00:05:19,740 --> 00:05:20,120 James Ski: Yeah. 638 00:05:20,120 --> 00:05:20,660 So it's 639 00:05:20,660 --> 00:05:21,200 interesting, 640 00:05:21,200 --> 00:05:21,440 like, 641 00:05:21,620 --> 00:05:22,040 there are 642 00:05:22,040 --> 00:05:22,280 a few 643 00:05:22,280 --> 00:05:22,520 things 644 00:05:22,520 --> 00:05:22,880 going on 645 00:05:22,880 --> 00:05:23,120 in my 646 00:05:23,120 --> 00:05:23,360 world 647 00:05:23,360 --> 00:05:24,020 right now, 648 00:05:24,500 --> 00:05:24,800 and I've 649 00:05:24,800 --> 00:05:25,280 relaunched 650 00:05:25,280 --> 00:05:25,520 sales 651 00:05:25,520 --> 00:05:26,180 confidence 652 00:05:26,180 --> 00:05:26,720 under a 653 00:05:26,720 --> 00:05:27,140 kind of a 654 00:05:27,140 --> 00:05:27,380 new 655 00:05:27,380 --> 00:05:27,980 purpose. 656 00:05:27,980 --> 00:05:28,640 And our 657 00:05:28,640 --> 00:05:29,180 purpose is 658 00:05:29,180 --> 00:05:29,540 really, 659 00:05:29,540 --> 00:05:29,900 this year, 660 00:05:29,900 --> 00:05:30,260 helping 661 00:05:30,260 --> 00:05:30,320 1000 662 00:05:30,740 --> 00:05:31,880 people get 663 00:05:31,880 --> 00:05:32,600 jobs in 664 00:05:32,600 --> 00:05:33,920 sales. And 665 00:05:33,920 --> 00:05:34,160 so I've 666 00:05:34,160 --> 00:05:34,340 been 667 00:05:34,340 --> 00:05:34,700 speaking 668 00:05:34,700 --> 00:05:35,060 to a lot 669 00:05:35,060 --> 00:05:35,480 of hiring 670 00:05:35,480 --> 00:05:35,900 managers 671 00:05:35,900 --> 00:05:36,200 about 672 00:05:36,200 --> 00:05:36,380 their 673 00:05:36,380 --> 00:05:36,740 hiring 674 00:05:36,740 --> 00:05:37,400 requirements 675 00:05:37,400 --> 00:05:37,880 around 676 00:05:37,880 --> 00:05:39,680 SDRs and 677 00:05:39,680 --> 00:05:40,400 graduates. 678 00:05:40,400 --> 00:05:40,540 That's 679 00:05:40,540 --> 00:05:40,960 been a lot 680 00:05:40,960 --> 00:05:41,320 of calls 681 00:05:41,320 --> 00:05:41,800 today. 682 00:05:42,160 --> 00:05:43,000 I've also 683 00:05:43,000 --> 00:05:43,780 had calls 684 00:05:43,780 --> 00:05:44,380 with a 685 00:05:44,380 --> 00:05:45,760 very big 686 00:05:45,820 --> 00:05:46,720 influencer 687 00:05:48,400 --> 00:05:48,640 that I 688 00:05:48,640 --> 00:05:49,000 will name 689 00:05:49,000 --> 00:05:49,360 job. His 690 00:05:49,360 --> 00:05:49,600 name's 691 00:05:49,600 --> 00:05:49,900 Simon 692 00:05:49,900 --> 00:05:50,320 Squibb. He 693 00:05:50,320 --> 00:05:50,620 wrote the 694 00:05:50,620 --> 00:05:51,160 four world 695 00:05:51,220 --> 00:05:51,760 forward of 696 00:05:51,760 --> 00:05:52,120 my book 697 00:05:52,120 --> 00:05:52,660 How to 698 00:05:53,020 --> 00:05:53,260 Build 699 00:05:53,260 --> 00:05:53,500 sales 700 00:05:53,500 --> 00:05:54,160 confidence, 701 00:05:54,340 --> 00:05:54,880 and I've 702 00:05:54,880 --> 00:05:55,060 been 703 00:05:55,060 --> 00:05:55,480 talking to 704 00:05:55,480 --> 00:05:56,260 him about 705 00:05:56,260 --> 00:05:56,440 some 706 00:05:56,440 --> 00:05:57,520 collaborations 707 00:05:57,520 --> 00:05:57,880 around a 708 00:05:57,880 --> 00:05:58,360 platform 709 00:05:58,360 --> 00:05:58,780 that he's 710 00:05:58,780 --> 00:05:59,080 launched 711 00:05:59,080 --> 00:05:59,320 called 712 00:05:59,320 --> 00:05:59,800 Help Bank, 713 00:05:59,800 --> 00:06:00,540 which is 714 00:06:00,540 --> 00:06:00,960 basically 715 00:06:00,960 --> 00:06:01,200 about 716 00:06:01,200 --> 00:06:01,560 helping 717 00:06:01,560 --> 00:06:02,100 people at 718 00:06:02,100 --> 00:06:02,400 every 719 00:06:02,400 --> 00:06:02,820 stage of 720 00:06:02,820 --> 00:06:03,000 their 721 00:06:03,000 --> 00:06:03,480 business 722 00:06:03,480 --> 00:06:04,140 entrepreneur 723 00:06:04,140 --> 00:06:04,560 journey, 724 00:06:04,800 --> 00:06:05,160 which was 725 00:06:05,160 --> 00:06:05,820 very cool. 726 00:06:06,300 --> 00:06:06,720 And then 727 00:06:06,720 --> 00:06:07,080 I've had a 728 00:06:07,080 --> 00:06:07,560 couple of 729 00:06:07,560 --> 00:06:08,340 conversations 730 00:06:08,340 --> 00:06:08,520 with 731 00:06:08,520 --> 00:06:09,000 prospects 732 00:06:09,000 --> 00:06:09,180 and 733 00:06:09,180 --> 00:06:09,780 opportunities. 734 00:06:09,780 --> 00:06:10,320 So really, 735 00:06:10,320 --> 00:06:10,680 it's been 736 00:06:10,680 --> 00:06:10,920 phone 737 00:06:10,920 --> 00:06:12,300 based, and 738 00:06:12,720 --> 00:06:13,200 I actually 739 00:06:13,200 --> 00:06:13,620 don't work 740 00:06:13,620 --> 00:06:14,040 this hard 741 00:06:14,040 --> 00:06:14,520 on Friday, 742 00:06:15,660 --> 00:06:16,080 for some 743 00:06:16,080 --> 00:06:16,380 reason, 744 00:06:16,380 --> 00:06:16,740 I've just 745 00:06:16,800 --> 00:06:17,220 packed my 746 00:06:17,220 --> 00:06:18,660 diary. But 747 00:06:18,660 --> 00:06:19,440 yeah, it's 748 00:06:19,440 --> 00:06:19,620 been 749 00:06:19,620 --> 00:06:19,920 calls, 750 00:06:19,920 --> 00:06:20,360 it's been 751 00:06:20,360 --> 00:06:21,260 opportunities. 752 00:06:21,260 --> 00:06:21,500 And 753 00:06:21,500 --> 00:06:22,040 actually, 754 00:06:22,340 --> 00:06:22,760 this is a 755 00:06:22,760 --> 00:06:23,360 great way 756 00:06:23,360 --> 00:06:23,900 to wrap up 757 00:06:23,900 --> 00:06:24,560 the week, 758 00:06:24,800 --> 00:06:25,280 to sit in 759 00:06:25,280 --> 00:06:26,120 the orange 760 00:06:26,120 --> 00:06:26,360 chairs 761 00:06:26,360 --> 00:06:27,080 with you. 762 00:06:27,140 --> 00:06:27,320 Mark Ackers: Well, 763 00:06:27,320 --> 00:06:27,740 it's great 764 00:06:27,740 --> 00:06:27,980 to have 765 00:06:27,980 --> 00:06:28,580 you. And 766 00:06:28,820 --> 00:06:28,940 yeah, 767 00:06:28,940 --> 00:06:29,240 Simon 768 00:06:29,240 --> 00:06:29,600 Squibb, I 769 00:06:29,600 --> 00:06:29,960 see a lot 770 00:06:29,960 --> 00:06:30,260 of these 771 00:06:30,260 --> 00:06:30,620 videos, 772 00:06:30,620 --> 00:06:30,920 actually 773 00:06:30,920 --> 00:06:31,580 on social 774 00:06:31,580 --> 00:06:31,940 media. 775 00:06:31,940 --> 00:06:32,180 He's a 776 00:06:32,180 --> 00:06:32,420 really 777 00:06:32,420 --> 00:06:33,140 interesting 778 00:06:33,320 --> 00:06:33,620 James Ski: person. 779 00:06:33,620 --> 00:06:33,920 He's 780 00:06:33,920 --> 00:06:34,580 honestly, 781 00:06:34,940 --> 00:06:35,420 and I 782 00:06:35,420 --> 00:06:36,020 genuinely 783 00:06:36,020 --> 00:06:36,380 mean this 784 00:06:36,380 --> 00:06:36,680 because 785 00:06:36,680 --> 00:06:36,980 I've got 786 00:06:36,980 --> 00:06:37,220 to know 787 00:06:37,220 --> 00:06:37,700 the guy. 788 00:06:38,300 --> 00:06:39,080 He is such 789 00:06:39,080 --> 00:06:39,380 a top 790 00:06:39,380 --> 00:06:39,800 bloke, and 791 00:06:39,800 --> 00:06:39,920 he 792 00:06:39,920 --> 00:06:40,720 genuinely 793 00:06:40,720 --> 00:06:41,140 wants to 794 00:06:41,140 --> 00:06:41,380 help 795 00:06:41,380 --> 00:06:41,680 people. 796 00:06:41,680 --> 00:06:41,920 You know, 797 00:06:41,920 --> 00:06:42,160 he's a 798 00:06:42,160 --> 00:06:42,400 he's a 799 00:06:42,400 --> 00:06:42,700 multi 800 00:06:42,700 --> 00:06:43,180 millionaire 801 00:06:43,180 --> 00:06:43,660 many times 802 00:06:43,660 --> 00:06:44,020 over, he's 803 00:06:44,020 --> 00:06:44,380 made his 804 00:06:44,380 --> 00:06:44,620 money, 805 00:06:44,620 --> 00:06:44,800 he's 806 00:06:44,800 --> 00:06:45,220 created 807 00:06:45,220 --> 00:06:45,400 his 808 00:06:45,400 --> 00:06:45,640 wealth, 809 00:06:45,940 --> 00:06:46,720 and he's 810 00:06:46,720 --> 00:06:46,960 got a 811 00:06:46,960 --> 00:06:47,380 really 812 00:06:47,380 --> 00:06:47,740 burning 813 00:06:47,740 --> 00:06:48,400 desire to 814 00:06:48,400 --> 00:06:48,640 help 815 00:06:48,640 --> 00:06:49,120 people out 816 00:06:49,120 --> 00:06:49,420 in a way 817 00:06:49,420 --> 00:06:49,780 that he 818 00:06:49,780 --> 00:06:50,140 clearly 819 00:06:50,140 --> 00:06:50,500 didn't 820 00:06:50,560 --> 00:06:51,040 have when 821 00:06:51,040 --> 00:06:51,640 he started 822 00:06:51,640 --> 00:06:52,060 out in his 823 00:06:52,060 --> 00:06:52,420 career. 824 00:06:52,900 --> 00:06:53,080 And 825 00:06:53,080 --> 00:06:53,380 actually, 826 00:06:53,380 --> 00:06:53,860 the story 827 00:06:53,860 --> 00:06:54,160 of how I 828 00:06:54,160 --> 00:06:54,460 got to 829 00:06:54,460 --> 00:06:54,700 know him, 830 00:06:54,700 --> 00:06:55,120 I was on a 831 00:06:55,120 --> 00:06:55,540 tick tock 832 00:06:55,540 --> 00:06:56,560 live and 833 00:06:56,740 --> 00:06:57,280 waited my 834 00:06:57,280 --> 00:06:57,760 turn to 835 00:06:57,760 --> 00:06:58,840 have a Q A 836 00:06:58,840 --> 00:06:59,320 with him. 837 00:06:59,620 --> 00:06:59,980 Finally 838 00:06:59,980 --> 00:07:00,540 got onto 839 00:07:00,540 --> 00:07:01,020 the Q and 840 00:07:01,020 --> 00:07:01,500 A, and 841 00:07:01,500 --> 00:07:01,800 while we 842 00:07:01,800 --> 00:07:02,040 were on 843 00:07:02,040 --> 00:07:02,520 the Q and 844 00:07:02,520 --> 00:07:02,760 A, he 845 00:07:02,760 --> 00:07:03,240 obviously 846 00:07:03,420 --> 00:07:03,840 clued up 847 00:07:03,840 --> 00:07:04,080 to the 848 00:07:04,080 --> 00:07:04,500 fact that 849 00:07:04,500 --> 00:07:04,680 I knew 850 00:07:04,680 --> 00:07:05,100 what I was 851 00:07:05,100 --> 00:07:05,400 talking 852 00:07:05,400 --> 00:07:05,700 about. 853 00:07:05,940 --> 00:07:06,180 Then 854 00:07:06,180 --> 00:07:06,600 realized 855 00:07:06,600 --> 00:07:06,900 he was 856 00:07:06,900 --> 00:07:07,320 giving me 857 00:07:07,320 --> 00:07:07,680 a lot of 858 00:07:07,680 --> 00:07:08,160 valuable 859 00:07:08,160 --> 00:07:08,700 advice, 860 00:07:09,060 --> 00:07:09,540 and then 861 00:07:09,600 --> 00:07:10,080 said, in 862 00:07:10,080 --> 00:07:10,500 front of 863 00:07:10,500 --> 00:07:10,740 like, a 864 00:07:10,740 --> 00:07:11,220 few 1000 865 00:07:11,220 --> 00:07:11,640 people in 866 00:07:11,640 --> 00:07:12,120 this live 867 00:07:12,120 --> 00:07:12,480 listen, I 868 00:07:12,480 --> 00:07:12,780 think I 869 00:07:12,780 --> 00:07:13,080 could add 870 00:07:13,080 --> 00:07:13,500 value to 871 00:07:13,500 --> 00:07:13,680 your 872 00:07:13,680 --> 00:07:14,040 business. 873 00:07:14,040 --> 00:07:14,280 I said, 874 00:07:14,280 --> 00:07:14,460 Well, 875 00:07:14,460 --> 00:07:14,820 maybe you 876 00:07:14,820 --> 00:07:15,180 can. And 877 00:07:15,660 --> 00:07:16,020 he's like, 878 00:07:16,020 --> 00:07:16,320 Well, how 879 00:07:16,320 --> 00:07:16,800 about I 880 00:07:16,800 --> 00:07:17,400 mentor you 881 00:07:17,400 --> 00:07:17,640 for a 882 00:07:17,640 --> 00:07:18,060 year? And 883 00:07:18,060 --> 00:07:18,300 I was 884 00:07:18,300 --> 00:07:18,480 like, 885 00:07:18,480 --> 00:07:18,600 Yeah, 886 00:07:18,600 --> 00:07:19,140 fantastic. 887 00:07:19,140 --> 00:07:19,440 He goes, 888 00:07:19,440 --> 00:07:19,800 but it's 889 00:07:19,800 --> 00:07:20,280 gonna cost 890 00:07:20,280 --> 00:07:21,200 you 10k so 891 00:07:21,260 --> 00:07:22,040 literally, 892 00:07:22,040 --> 00:07:22,520 I did have 893 00:07:22,520 --> 00:07:23,000 10k so I 894 00:07:23,000 --> 00:07:23,300 said, 895 00:07:23,300 --> 00:07:23,540 Yeah, I'll 896 00:07:23,540 --> 00:07:24,440 do it, and 897 00:07:24,440 --> 00:07:24,560 we're 898 00:07:24,560 --> 00:07:24,980 live. So 899 00:07:24,980 --> 00:07:25,340 that's the 900 00:07:25,340 --> 00:07:25,940 contract. 901 00:07:26,240 --> 00:07:26,720 So I said, 902 00:07:26,720 --> 00:07:27,140 when I get 903 00:07:27,140 --> 00:07:27,500 off this 904 00:07:27,500 --> 00:07:28,220 live our 905 00:07:28,220 --> 00:07:28,760 LinkedIn 906 00:07:28,760 --> 00:07:29,300 connected 907 00:07:29,300 --> 00:07:29,780 with you, 908 00:07:29,780 --> 00:07:30,260 send me an 909 00:07:30,260 --> 00:07:30,560 invoice 910 00:07:30,560 --> 00:07:30,860 and I'll 911 00:07:30,860 --> 00:07:31,520 pay it. So 912 00:07:31,520 --> 00:07:32,300 he we did 913 00:07:32,300 --> 00:07:33,380 it anyway. 914 00:07:33,500 --> 00:07:34,040 He started 915 00:07:34,040 --> 00:07:34,640 consulting 916 00:07:34,640 --> 00:07:34,940 with me. 917 00:07:34,940 --> 00:07:35,480 We started 918 00:07:35,480 --> 00:07:35,900 to become 919 00:07:35,900 --> 00:07:36,260 friends. 920 00:07:36,560 --> 00:07:37,220 Six months 921 00:07:37,220 --> 00:07:37,520 down the 922 00:07:37,520 --> 00:07:38,300 line, he 923 00:07:38,300 --> 00:07:38,540 reached 924 00:07:38,540 --> 00:07:38,900 out to me. 925 00:07:38,900 --> 00:07:39,080 Said, 926 00:07:39,080 --> 00:07:39,380 Listen, 927 00:07:39,380 --> 00:07:39,680 I've been 928 00:07:39,680 --> 00:07:40,040 thinking. 929 00:07:40,040 --> 00:07:40,280 I said, 930 00:07:40,280 --> 00:07:40,640 What's it? 931 00:07:40,640 --> 00:07:40,940 He goes, 932 00:07:40,940 --> 00:07:41,300 he's not 933 00:07:41,300 --> 00:07:41,860 sitting 934 00:07:41,860 --> 00:07:42,220 well with 935 00:07:42,220 --> 00:07:42,520 me that 936 00:07:42,520 --> 00:07:43,120 I've taken 937 00:07:43,180 --> 00:07:43,960 10k out 938 00:07:43,960 --> 00:07:44,440 away from 939 00:07:44,440 --> 00:07:44,680 you. I'm 940 00:07:44,680 --> 00:07:45,040 going to 941 00:07:45,040 --> 00:07:45,340 give you 942 00:07:45,340 --> 00:07:45,640 back the 943 00:07:46,180 --> 00:07:46,540 money. He 944 00:07:46,540 --> 00:07:47,020 literally 945 00:07:47,020 --> 00:07:47,560 deposited 946 00:07:47,560 --> 00:07:47,920 the money 947 00:07:47,920 --> 00:07:48,340 back in my 948 00:07:48,340 --> 00:07:48,640 account. 949 00:07:48,940 --> 00:07:49,360 And said, 950 00:07:49,960 --> 00:07:50,500 my whole 951 00:07:50,500 --> 00:07:50,980 philosophy 952 00:07:50,980 --> 00:07:51,340 is about 953 00:07:51,340 --> 00:07:51,700 helping 954 00:07:51,700 --> 00:07:52,420 people. I 955 00:07:52,420 --> 00:07:52,840 don't need 956 00:07:52,840 --> 00:07:53,020 your 957 00:07:53,020 --> 00:07:53,680 money. I'd 958 00:07:53,680 --> 00:07:54,040 rather you 959 00:07:54,040 --> 00:07:54,400 invest 960 00:07:54,400 --> 00:07:54,760 that 10k 961 00:07:55,180 --> 00:07:55,300 Do 962 00:07:55,300 --> 00:07:55,420 Mark Ackers: you 963 00:07:55,420 --> 00:07:56,200 think part 964 00:07:56,200 --> 00:07:56,620 of that 965 00:07:56,620 --> 00:07:57,460 was he 966 00:07:57,580 --> 00:07:57,820 just 967 00:07:57,820 --> 00:07:58,240 wanted to 968 00:07:58,240 --> 00:07:58,660 make sure 969 00:07:58,660 --> 00:07:58,900 you were 970 00:07:58,900 --> 00:07:59,200 in 971 00:07:59,440 --> 00:07:59,800 James Ski: Yeah, 972 00:07:59,800 --> 00:08:00,360 I think he 973 00:08:00,360 --> 00:08:00,540 was 974 00:08:00,540 --> 00:08:00,960 testing 975 00:08:00,960 --> 00:08:01,320 it, you 976 00:08:01,320 --> 00:08:01,680 know, it 977 00:08:01,680 --> 00:08:02,040 was live, 978 00:08:02,040 --> 00:08:02,400 it was 979 00:08:02,400 --> 00:08:02,940 public, 980 00:08:02,940 --> 00:08:03,240 you know, 981 00:08:03,240 --> 00:08:03,660 I was, I 982 00:08:03,660 --> 00:08:04,020 wasn't 983 00:08:04,020 --> 00:08:04,320 beating 984 00:08:04,320 --> 00:08:04,800 myself up, 985 00:08:04,800 --> 00:08:05,400 but we got 986 00:08:05,400 --> 00:08:05,700 into a 987 00:08:05,700 --> 00:08:06,180 really 988 00:08:06,180 --> 00:08:06,840 kind of, 989 00:08:07,020 --> 00:08:07,320 you know, 990 00:08:07,320 --> 00:08:07,620 there's a 991 00:08:07,620 --> 00:08:07,920 lot of 992 00:08:07,920 --> 00:08:08,220 people 993 00:08:08,220 --> 00:08:08,580 that get 994 00:08:08,580 --> 00:08:08,880 on those 995 00:08:08,880 --> 00:08:09,540 conversations 996 00:08:09,540 --> 00:08:09,840 with him 997 00:08:09,840 --> 00:08:10,020 that 998 00:08:10,200 --> 00:08:10,440 aren't 999 00:08:10,440 --> 00:08:11,160 experienced 1000 00:08:11,160 --> 00:08:11,280 in 1001 00:08:11,280 --> 00:08:11,700 business, 1002 00:08:11,700 --> 00:08:11,940 aren't 1003 00:08:11,940 --> 00:08:12,600 experienced 1004 00:08:12,600 --> 00:08:12,960 in sales, 1005 00:08:12,960 --> 00:08:13,200 and I 1006 00:08:13,200 --> 00:08:13,680 think he 1007 00:08:13,680 --> 00:08:14,220 clicked 1008 00:08:14,280 --> 00:08:14,580 very 1009 00:08:14,580 --> 00:08:14,940 quickly 1010 00:08:14,940 --> 00:08:15,180 that I 1011 00:08:15,180 --> 00:08:15,480 knew what 1012 00:08:15,480 --> 00:08:15,720 I was 1013 00:08:15,720 --> 00:08:16,020 talking 1014 00:08:16,020 --> 00:08:16,380 about, 1015 00:08:16,440 --> 00:08:16,980 right? So 1016 00:08:16,980 --> 00:08:17,280 I think 1017 00:08:17,280 --> 00:08:17,700 when he 1018 00:08:17,700 --> 00:08:18,300 started to 1019 00:08:18,540 --> 00:08:19,080 understand 1020 00:08:19,080 --> 00:08:19,200 the 1021 00:08:19,200 --> 00:08:19,680 questions 1022 00:08:19,680 --> 00:08:19,920 I was 1023 00:08:19,920 --> 00:08:20,300 asking 1024 00:08:20,300 --> 00:08:20,660 him. He 1025 00:08:20,660 --> 00:08:21,020 was like, 1026 00:08:21,020 --> 00:08:21,440 I'm giving 1027 00:08:21,440 --> 00:08:21,740 away my 1028 00:08:21,740 --> 00:08:22,040 knowledge 1029 00:08:22,040 --> 00:08:22,460 here. And 1030 00:08:22,460 --> 00:08:23,000 this guy 1031 00:08:23,480 --> 00:08:23,780 sounds 1032 00:08:23,780 --> 00:08:24,080 like he 1033 00:08:24,080 --> 00:08:24,380 might be 1034 00:08:24,380 --> 00:08:24,740 able to 1035 00:08:24,740 --> 00:08:25,760 pay. And 1036 00:08:25,760 --> 00:08:26,000 so he 1037 00:08:26,000 --> 00:08:26,420 threw that 1038 00:08:26,420 --> 00:08:26,960 out there. 1039 00:08:26,960 --> 00:08:27,020 I 1040 00:08:27,260 --> 00:08:27,740 obviously 1041 00:08:27,740 --> 00:08:28,100 wasn't 1042 00:08:28,100 --> 00:08:28,460 gonna, 1043 00:08:28,460 --> 00:08:28,880 even if I 1044 00:08:28,880 --> 00:08:29,180 didn't 1045 00:08:29,180 --> 00:08:29,540 quite have 1046 00:08:29,540 --> 00:08:29,900 the money 1047 00:08:29,900 --> 00:08:30,200 in that 1048 00:08:30,200 --> 00:08:30,740 moment, I 1049 00:08:30,740 --> 00:08:31,100 wasn't 1050 00:08:31,100 --> 00:08:31,460 gonna say 1051 00:08:31,460 --> 00:08:31,880 no to it. 1052 00:08:31,880 --> 00:08:33,020 So I 1053 00:08:33,020 --> 00:08:33,500 committed. 1054 00:08:33,500 --> 00:08:33,860 So yeah, 1055 00:08:33,860 --> 00:08:34,520 maybe. But 1056 00:08:34,520 --> 00:08:35,120 ultimately, 1057 00:08:35,120 --> 00:08:35,360 what 1058 00:08:35,360 --> 00:08:36,320 transpired, 1059 00:08:36,620 --> 00:08:36,920 and he, 1060 00:08:36,920 --> 00:08:37,220 I've heard 1061 00:08:37,220 --> 00:08:37,520 him tell 1062 00:08:37,520 --> 00:08:38,000 this story 1063 00:08:38,000 --> 00:08:38,720 on stages, 1064 00:08:38,720 --> 00:08:40,540 is that he 1065 00:08:40,540 --> 00:08:41,200 genuinely 1066 00:08:41,200 --> 00:08:41,680 wants to 1067 00:08:41,680 --> 00:08:42,100 be known 1068 00:08:42,100 --> 00:08:42,400 now at 1069 00:08:42,400 --> 00:08:42,820 this stage 1070 00:08:42,820 --> 00:08:43,120 of his 1071 00:08:43,120 --> 00:08:43,480 life and 1072 00:08:43,480 --> 00:08:43,900 career, 1073 00:08:44,200 --> 00:08:44,320 for 1074 00:08:44,320 --> 00:08:44,740 helping 1075 00:08:44,740 --> 00:08:45,160 people for 1076 00:08:45,160 --> 00:08:45,760 free. Now, 1077 00:08:45,760 --> 00:08:46,120 of course, 1078 00:08:46,120 --> 00:08:46,420 he has 1079 00:08:46,420 --> 00:08:46,780 ways of 1080 00:08:46,780 --> 00:08:47,380 monetizing 1081 00:08:47,380 --> 00:08:47,560 his 1082 00:08:47,560 --> 00:08:47,980 audience, 1083 00:08:47,980 --> 00:08:48,760 and he has 1084 00:08:48,760 --> 00:08:49,120 revenue 1085 00:08:49,120 --> 00:08:49,480 streams, 1086 00:08:49,480 --> 00:08:49,960 etc, but 1087 00:08:49,960 --> 00:08:51,280 this whole 1088 00:08:51,520 --> 00:08:52,240 help bank 1089 00:08:52,240 --> 00:08:52,600 and this 1090 00:08:52,600 --> 00:08:53,020 purpose 1091 00:08:53,020 --> 00:08:53,680 for and 1092 00:08:53,860 --> 00:08:54,340 asking 1093 00:08:54,340 --> 00:08:54,640 people, 1094 00:08:54,640 --> 00:08:54,880 you know 1095 00:08:54,880 --> 00:08:55,300 what, what 1096 00:08:55,300 --> 00:08:55,840 your dream 1097 00:08:55,840 --> 00:08:56,140 is, is 1098 00:08:56,140 --> 00:08:56,740 genuinely 1099 00:08:56,740 --> 00:08:57,040 about 1100 00:08:57,040 --> 00:08:57,400 helping 1101 00:08:57,400 --> 00:08:57,700 people 1102 00:08:57,700 --> 00:08:58,000 unlock 1103 00:08:58,300 --> 00:08:58,480 their 1104 00:08:58,480 --> 00:08:58,960 potential. 1105 00:08:58,960 --> 00:08:59,200 And I 1106 00:08:59,200 --> 00:08:59,620 think when 1107 00:08:59,620 --> 00:09:00,040 I think of 1108 00:09:00,040 --> 00:09:00,600 like sales 1109 00:09:00,600 --> 00:09:01,200 confidence 1110 00:09:01,200 --> 00:09:01,860 and the 1111 00:09:01,860 --> 00:09:02,400 philosophy 1112 00:09:02,400 --> 00:09:02,760 of sales 1113 00:09:02,760 --> 00:09:03,300 confidence 1114 00:09:03,300 --> 00:09:03,420 is 1115 00:09:03,420 --> 00:09:03,960 important 1116 00:09:03,960 --> 00:09:04,500 to me. I 1117 00:09:04,500 --> 00:09:04,740 really 1118 00:09:04,740 --> 00:09:05,340 genuinely 1119 00:09:05,340 --> 00:09:05,700 want to 1120 00:09:05,700 --> 00:09:05,940 help 1121 00:09:05,940 --> 00:09:06,240 people 1122 00:09:06,240 --> 00:09:06,540 unlock 1123 00:09:06,540 --> 00:09:06,720 their 1124 00:09:06,720 --> 00:09:07,380 confidence, 1125 00:09:07,500 --> 00:09:07,800 because 1126 00:09:07,800 --> 00:09:08,280 it's a 1127 00:09:08,280 --> 00:09:08,580 life 1128 00:09:08,580 --> 00:09:09,060 changer. 1129 00:09:09,420 --> 00:09:09,840 If you 1130 00:09:09,840 --> 00:09:10,320 believe 1131 00:09:10,320 --> 00:09:10,620 more in 1132 00:09:10,620 --> 00:09:10,980 yourself, 1133 00:09:10,980 --> 00:09:11,220 if you 1134 00:09:11,220 --> 00:09:11,520 back 1135 00:09:11,520 --> 00:09:11,940 yourself 1136 00:09:11,940 --> 00:09:13,140 more, you 1137 00:09:13,140 --> 00:09:13,620 do more, 1138 00:09:13,620 --> 00:09:13,800 you 1139 00:09:13,800 --> 00:09:14,220 achieve 1140 00:09:14,220 --> 00:09:14,700 more, you 1141 00:09:14,820 --> 00:09:15,540 earn more, 1142 00:09:15,780 --> 00:09:16,380 you get 1143 00:09:16,380 --> 00:09:16,500 the 1144 00:09:16,500 --> 00:09:16,860 partner 1145 00:09:16,860 --> 00:09:17,340 you want. 1146 00:09:17,400 --> 00:09:17,880 And 1147 00:09:17,880 --> 00:09:18,420 actually, 1148 00:09:18,420 --> 00:09:19,080 my great 1149 00:09:19,320 --> 00:09:19,740 mission is 1150 00:09:19,740 --> 00:09:20,160 to help 1151 00:09:20,160 --> 00:09:20,460 people 1152 00:09:20,460 --> 00:09:20,820 with their 1153 00:09:20,820 --> 00:09:21,360 confidence 1154 00:09:21,480 --> 00:09:21,900 is just 1155 00:09:21,900 --> 00:09:22,380 happens to 1156 00:09:22,380 --> 00:09:22,880 be that be 1157 00:09:23,000 --> 00:09:23,300 that my 1158 00:09:23,300 --> 00:09:23,780 profession 1159 00:09:23,780 --> 00:09:24,260 is sales, 1160 00:09:24,260 --> 00:09:24,680 and that's 1161 00:09:24,680 --> 00:09:24,980 what I'm 1162 00:09:24,980 --> 00:09:25,460 known for 1163 00:09:25,460 --> 00:09:25,820 right now. 1164 00:09:25,820 --> 00:09:26,300 But longer 1165 00:09:26,300 --> 00:09:26,720 term is 1166 00:09:26,720 --> 00:09:26,900 it's 1167 00:09:26,900 --> 00:09:27,260 helping 1168 00:09:27,260 --> 00:09:27,560 people 1169 00:09:27,560 --> 00:09:27,740 with 1170 00:09:27,740 --> 00:09:28,280 confidence 1171 00:09:28,280 --> 00:09:28,700 is what's 1172 00:09:28,700 --> 00:09:28,940 really 1173 00:09:28,940 --> 00:09:29,480 important 1174 00:09:29,480 --> 00:09:29,600 to 1175 00:09:29,720 --> 00:09:29,840 Mark Ackers: me. 1176 00:09:29,840 --> 00:09:30,200 I can see 1177 00:09:30,200 --> 00:09:30,440 why you 1178 00:09:30,440 --> 00:09:30,920 and Simon 1179 00:09:30,920 --> 00:09:31,340 get on so 1180 00:09:31,340 --> 00:09:31,880 well. What 1181 00:09:31,880 --> 00:09:32,240 a great 1182 00:09:32,240 --> 00:09:32,720 story. 1183 00:09:33,140 --> 00:09:33,560 Maybe one 1184 00:09:33,560 --> 00:09:33,920 day I come 1185 00:09:33,920 --> 00:09:34,040 to 1186 00:09:34,040 --> 00:09:34,460 podcast, 1187 00:09:34,460 --> 00:09:35,420 hey, maybe 1188 00:09:35,480 --> 00:09:35,780 let's 1189 00:09:35,780 --> 00:09:36,080 start 1190 00:09:36,080 --> 00:09:36,560 where we 1191 00:09:36,560 --> 00:09:36,860 always 1192 00:09:36,860 --> 00:09:37,460 start. 1193 00:09:37,700 --> 00:09:38,540 Then with 1194 00:09:38,540 --> 00:09:38,960 a yes, no 1195 00:09:38,960 --> 00:09:39,440 question, 1196 00:09:39,800 --> 00:09:40,100 did you 1197 00:09:40,100 --> 00:09:40,780 used to be 1198 00:09:40,780 --> 00:09:41,140 crap at 1199 00:09:41,140 --> 00:09:41,620 sales. I 1200 00:09:41,620 --> 00:09:42,220 did. How 1201 00:09:42,220 --> 00:09:42,580 crap were 1202 00:09:42,580 --> 00:09:42,700 we 1203 00:09:42,700 --> 00:09:43,420 talking? I 1204 00:09:43,420 --> 00:09:43,600 was 1205 00:09:43,600 --> 00:09:44,200 pretty, 1206 00:09:45,220 --> 00:09:45,460 James Ski: like 1207 00:09:45,460 --> 00:09:46,180 anxious. 1208 00:09:46,240 --> 00:09:46,600 So I'll 1209 00:09:46,600 --> 00:09:46,900 give you 1210 00:09:46,900 --> 00:09:47,380 this the 1211 00:09:47,380 --> 00:09:47,860 story of 1212 00:09:47,860 --> 00:09:48,580 my first 1213 00:09:50,620 --> 00:09:51,160 phone 1214 00:09:51,160 --> 00:09:51,640 based 1215 00:09:51,640 --> 00:09:52,060 sales 1216 00:09:52,060 --> 00:09:52,600 role. So I 1217 00:09:52,600 --> 00:09:52,960 did door 1218 00:09:52,960 --> 00:09:53,320 to door, 1219 00:09:53,920 --> 00:09:54,640 which was 1220 00:09:55,060 --> 00:09:55,480 persuade 1221 00:09:55,480 --> 00:09:55,780 knocking 1222 00:09:55,780 --> 00:09:56,140 on doors, 1223 00:09:56,140 --> 00:09:56,620 persuading 1224 00:09:56,620 --> 00:09:57,040 people to 1225 00:09:57,040 --> 00:09:57,400 get their 1226 00:09:57,400 --> 00:09:57,640 milk 1227 00:09:57,640 --> 00:09:58,060 delivered, 1228 00:09:58,060 --> 00:09:58,300 right? 1229 00:09:59,620 --> 00:09:59,920 Which? 1230 00:10:00,000 --> 00:10:00,300 Still 1231 00:10:00,300 --> 00:10:00,900 ridiculous, 1232 00:10:00,900 --> 00:10:01,440 but the 1233 00:10:01,440 --> 00:10:01,740 milk 1234 00:10:01,740 --> 00:10:02,220 delivery 1235 00:10:02,220 --> 00:10:02,400 man 1236 00:10:02,400 --> 00:10:02,880 industry 1237 00:10:02,880 --> 00:10:03,300 was going 1238 00:10:03,300 --> 00:10:03,960 like that. 1239 00:10:04,320 --> 00:10:04,560 You know, 1240 00:10:04,560 --> 00:10:05,040 retail 1241 00:10:05,040 --> 00:10:05,280 buying 1242 00:10:05,280 --> 00:10:05,700 your milk, 1243 00:10:05,700 --> 00:10:06,360 and Tescos 1244 00:10:06,360 --> 00:10:06,900 and other 1245 00:10:06,900 --> 00:10:07,080 name 1246 00:10:07,080 --> 00:10:07,620 brands was 1247 00:10:07,620 --> 00:10:08,040 going like 1248 00:10:08,040 --> 00:10:08,400 that, but 1249 00:10:08,400 --> 00:10:08,640 we were 1250 00:10:08,640 --> 00:10:09,120 persuading 1251 00:10:09,120 --> 00:10:09,540 people to 1252 00:10:09,540 --> 00:10:09,900 get their 1253 00:10:09,900 --> 00:10:10,140 milk 1254 00:10:10,140 --> 00:10:10,560 delivered, 1255 00:10:10,560 --> 00:10:10,920 and that 1256 00:10:10,920 --> 00:10:11,400 was very 1257 00:10:11,400 --> 00:10:12,060 difficult, 1258 00:10:12,600 --> 00:10:12,960 but I 1259 00:10:12,960 --> 00:10:13,380 remember 1260 00:10:13,380 --> 00:10:14,220 my very 1261 00:10:14,220 --> 00:10:15,660 first day 1262 00:10:15,660 --> 00:10:16,320 in a phone 1263 00:10:16,320 --> 00:10:16,680 based 1264 00:10:16,680 --> 00:10:17,160 role, 1265 00:10:17,820 --> 00:10:18,300 literally 1266 00:10:18,300 --> 00:10:18,660 given a 1267 00:10:18,660 --> 00:10:19,440 phone book 1268 00:10:20,100 --> 00:10:21,560 by a 1269 00:10:21,620 --> 00:10:22,100 former 1270 00:10:22,100 --> 00:10:22,640 mechanic 1271 00:10:22,640 --> 00:10:23,180 who turned 1272 00:10:23,180 --> 00:10:23,480 sales 1273 00:10:23,480 --> 00:10:23,900 manager, 1274 00:10:24,320 --> 00:10:24,980 and I 1275 00:10:24,980 --> 00:10:25,640 remember 1276 00:10:25,640 --> 00:10:26,300 that first 1277 00:10:26,300 --> 00:10:26,840 dial that 1278 00:10:26,840 --> 00:10:27,380 I made, 1279 00:10:27,380 --> 00:10:27,560 and 1280 00:10:27,560 --> 00:10:28,160 literally, 1281 00:10:28,160 --> 00:10:28,460 I was 1282 00:10:28,460 --> 00:10:29,360 shaking, 1283 00:10:29,420 --> 00:10:30,380 right? And 1284 00:10:30,380 --> 00:10:30,740 when that 1285 00:10:30,740 --> 00:10:31,160 person 1286 00:10:31,160 --> 00:10:31,520 picked up 1287 00:10:31,520 --> 00:10:31,820 the phone, 1288 00:10:31,820 --> 00:10:32,240 I hung up, 1289 00:10:33,080 --> 00:10:33,380 I didn't 1290 00:10:33,380 --> 00:10:33,620 even 1291 00:10:33,620 --> 00:10:33,980 speak. I 1292 00:10:33,980 --> 00:10:34,460 could not 1293 00:10:34,460 --> 00:10:34,880 speak. I 1294 00:10:34,880 --> 00:10:35,660 was so 1295 00:10:35,660 --> 00:10:36,560 nervous, 1296 00:10:36,740 --> 00:10:37,100 and that 1297 00:10:37,100 --> 00:10:37,880 lasted for 1298 00:10:37,880 --> 00:10:38,180 like, a 1299 00:10:38,180 --> 00:10:39,260 week. And 1300 00:10:39,260 --> 00:10:39,560 so it's 1301 00:10:39,560 --> 00:10:39,860 actually 1302 00:10:39,860 --> 00:10:40,540 interesting 1303 00:10:40,540 --> 00:10:40,780 when I 1304 00:10:40,780 --> 00:10:41,080 look at 1305 00:10:41,080 --> 00:10:42,220 new SDRs 1306 00:10:42,220 --> 00:10:42,580 or sales 1307 00:10:42,580 --> 00:10:42,940 people 1308 00:10:42,940 --> 00:10:43,360 starting 1309 00:10:43,360 --> 00:10:43,660 now that 1310 00:10:43,660 --> 00:10:44,020 crack on, 1311 00:10:44,020 --> 00:10:44,500 and I 1312 00:10:44,500 --> 00:10:44,740 think 1313 00:10:44,740 --> 00:10:45,100 you've got 1314 00:10:45,100 --> 00:10:45,460 no idea 1315 00:10:45,460 --> 00:10:46,180 how scared 1316 00:10:46,180 --> 00:10:46,840 I was and 1317 00:10:46,840 --> 00:10:47,380 how crap I 1318 00:10:47,380 --> 00:10:47,920 was in 1319 00:10:47,920 --> 00:10:48,160 those 1320 00:10:48,160 --> 00:10:48,580 first few 1321 00:10:48,580 --> 00:10:49,180 weeks of 1322 00:10:49,180 --> 00:10:49,540 phone 1323 00:10:49,540 --> 00:10:49,780 based 1324 00:10:49,780 --> 00:10:50,500 sales. And 1325 00:10:50,500 --> 00:10:50,860 normally 1326 00:10:50,860 --> 00:10:51,040 Mark Ackers: asked 1327 00:10:51,040 --> 00:10:51,400 like, what 1328 00:10:51,400 --> 00:10:51,760 point of 1329 00:10:51,760 --> 00:10:51,940 your 1330 00:10:51,940 --> 00:10:52,180 career 1331 00:10:52,180 --> 00:10:52,600 rushes to 1332 00:10:52,600 --> 00:10:53,020 the front 1333 00:10:53,020 --> 00:10:53,320 of your 1334 00:10:53,320 --> 00:10:53,740 mind? But 1335 00:10:53,740 --> 00:10:54,100 it feels 1336 00:10:54,100 --> 00:10:54,280 like 1337 00:10:54,280 --> 00:10:54,820 that's the 1338 00:10:54,820 --> 00:10:55,420 moment 1339 00:10:55,840 --> 00:10:56,260 that sort 1340 00:10:56,260 --> 00:10:56,620 of lives 1341 00:10:56,620 --> 00:10:57,040 rent free 1342 00:10:57,040 --> 00:10:57,340 in your 1343 00:10:57,340 --> 00:10:57,640 head, so 1344 00:10:57,640 --> 00:10:57,760 James Ski: to 1345 00:10:57,760 --> 00:10:58,000 speak, 1346 00:10:58,000 --> 00:10:58,540 completely. 1347 00:10:58,540 --> 00:10:59,980 I mean, I 1348 00:10:59,980 --> 00:11:00,960 was so 1349 00:11:00,960 --> 00:11:01,680 nervous, 1350 00:11:01,680 --> 00:11:02,520 so afraid, 1351 00:11:03,180 --> 00:11:03,540 was 1352 00:11:03,540 --> 00:11:04,020 getting, 1353 00:11:04,020 --> 00:11:04,380 you know, 1354 00:11:04,380 --> 00:11:04,740 tongue 1355 00:11:04,740 --> 00:11:05,580 tied on 1356 00:11:05,580 --> 00:11:06,000 all the 1357 00:11:06,000 --> 00:11:06,720 conversations. 1358 00:11:06,720 --> 00:11:06,960 Didn't 1359 00:11:06,960 --> 00:11:07,200 know how 1360 00:11:07,200 --> 00:11:07,740 to respond 1361 00:11:07,740 --> 00:11:08,460 to people, 1362 00:11:08,700 --> 00:11:09,000 didn't 1363 00:11:09,000 --> 00:11:09,300 know what 1364 00:11:09,300 --> 00:11:09,660 to say 1365 00:11:09,660 --> 00:11:10,020 back, 1366 00:11:10,020 --> 00:11:10,260 didn't 1367 00:11:10,260 --> 00:11:10,500 know how 1368 00:11:10,500 --> 00:11:10,740 to 1369 00:11:10,740 --> 00:11:11,220 overcome 1370 00:11:11,220 --> 00:11:11,820 objections. 1371 00:11:11,820 --> 00:11:12,300 It was a 1372 00:11:12,300 --> 00:11:12,900 car crash. 1373 00:11:12,900 --> 00:11:13,740 Why didn't 1374 00:11:13,740 --> 00:11:14,100 you just 1375 00:11:14,100 --> 00:11:14,700 quit? I 1376 00:11:14,700 --> 00:11:15,240 was very 1377 00:11:15,240 --> 00:11:16,320 motivated 1378 00:11:16,380 --> 00:11:17,580 to be in 1379 00:11:17,580 --> 00:11:18,240 sales and 1380 00:11:18,240 --> 00:11:18,360 in 1381 00:11:18,360 --> 00:11:18,960 business 1382 00:11:19,260 --> 00:11:19,920 for a very 1383 00:11:19,920 --> 00:11:20,580 young age. 1384 00:11:20,640 --> 00:11:21,200 I always 1385 00:11:21,200 --> 00:11:21,680 had, I 1386 00:11:21,680 --> 00:11:22,040 harbored 1387 00:11:22,040 --> 00:11:22,160 an 1388 00:11:22,160 --> 00:11:22,580 ambition 1389 00:11:22,580 --> 00:11:23,000 to run my 1390 00:11:23,000 --> 00:11:23,120 own 1391 00:11:23,120 --> 00:11:23,660 company or 1392 00:11:23,660 --> 00:11:24,320 companies, 1393 00:11:24,740 --> 00:11:25,520 and I'd 1394 00:11:25,520 --> 00:11:25,940 read a lot 1395 00:11:25,940 --> 00:11:26,060 of 1396 00:11:26,060 --> 00:11:26,660 biographies, 1397 00:11:26,660 --> 00:11:27,140 a lot of 1398 00:11:27,140 --> 00:11:27,740 self help 1399 00:11:27,740 --> 00:11:28,040 books, a 1400 00:11:28,040 --> 00:11:28,520 lot of get 1401 00:11:28,520 --> 00:11:28,700 rich 1402 00:11:28,700 --> 00:11:29,720 books, and 1403 00:11:29,720 --> 00:11:30,320 every 1404 00:11:30,320 --> 00:11:30,860 single one 1405 00:11:30,860 --> 00:11:31,220 of those 1406 00:11:31,220 --> 00:11:31,460 books 1407 00:11:31,460 --> 00:11:31,820 pretty 1408 00:11:31,820 --> 00:11:32,540 much said, 1409 00:11:32,960 --> 00:11:33,320 you know, 1410 00:11:33,320 --> 00:11:33,560 if you 1411 00:11:33,560 --> 00:11:34,040 want to be 1412 00:11:34,040 --> 00:11:34,580 successful 1413 00:11:34,580 --> 00:11:34,700 in 1414 00:11:34,700 --> 00:11:35,120 business, 1415 00:11:35,120 --> 00:11:35,420 you need 1416 00:11:35,420 --> 00:11:35,660 to be 1417 00:11:35,660 --> 00:11:36,020 great at 1418 00:11:36,020 --> 00:11:37,100 sales. So 1419 00:11:37,100 --> 00:11:37,580 I wasn't 1420 00:11:37,580 --> 00:11:37,940 going to 1421 00:11:37,940 --> 00:11:38,300 let you 1422 00:11:38,300 --> 00:11:39,140 know the 1423 00:11:39,140 --> 00:11:39,980 anxiety or 1424 00:11:39,980 --> 00:11:40,360 the pain 1425 00:11:40,360 --> 00:11:40,660 of those 1426 00:11:40,660 --> 00:11:41,020 initial 1427 00:11:41,020 --> 00:11:41,800 weeks on 1428 00:11:41,800 --> 00:11:42,340 the phone 1429 00:11:42,340 --> 00:11:42,940 stopped me 1430 00:11:42,940 --> 00:11:43,180 from 1431 00:11:43,180 --> 00:11:43,780 pursuing 1432 00:11:44,140 --> 00:11:44,560 what I was 1433 00:11:44,560 --> 00:11:44,980 setting 1434 00:11:44,980 --> 00:11:45,280 out to 1435 00:11:45,280 --> 00:11:45,700 pursue. 1436 00:11:45,700 --> 00:11:46,120 And also 1437 00:11:46,120 --> 00:11:46,240 my 1438 00:11:46,240 --> 00:11:46,720 background. 1439 00:11:46,720 --> 00:11:46,960 I have a 1440 00:11:46,960 --> 00:11:47,380 sporting 1441 00:11:47,380 --> 00:11:47,860 background. 1442 00:11:47,860 --> 00:11:48,160 I was a 1443 00:11:48,160 --> 00:11:48,280 high 1444 00:11:48,280 --> 00:11:48,820 performance 1445 00:11:48,820 --> 00:11:49,060 rowing 1446 00:11:49,060 --> 00:11:49,360 athlete, 1447 00:11:49,660 --> 00:11:50,080 and you 1448 00:11:50,080 --> 00:11:50,320 don't 1449 00:11:50,320 --> 00:11:50,800 quit, you 1450 00:11:50,800 --> 00:11:51,340 navigate 1451 00:11:51,340 --> 00:11:51,820 overcome 1452 00:11:51,820 --> 00:11:52,300 challenges, 1453 00:11:52,300 --> 00:11:52,720 and you 1454 00:11:52,960 --> 00:11:53,500 improve 1455 00:11:53,500 --> 00:11:53,740 every 1456 00:11:53,740 --> 00:11:54,100 single 1457 00:11:54,100 --> 00:11:54,400 day, and 1458 00:11:54,400 --> 00:11:54,820 you become 1459 00:11:54,820 --> 00:11:55,240 the best 1460 00:11:55,240 --> 00:11:55,720 version of 1461 00:11:55,720 --> 00:11:56,260 yourself. 1462 00:11:56,260 --> 00:11:56,620 And so 1463 00:11:56,620 --> 00:11:56,980 even if 1464 00:11:56,980 --> 00:11:57,160 you're 1465 00:11:57,160 --> 00:11:57,460 crap 1466 00:11:57,460 --> 00:11:58,000 today, 1467 00:11:58,060 --> 00:11:58,420 like if 1468 00:11:58,420 --> 00:11:58,840 you put in 1469 00:11:58,840 --> 00:11:59,380 the work 1470 00:11:59,380 --> 00:11:59,680 and you 1471 00:11:59,680 --> 00:12:00,300 learn, you 1472 00:12:00,300 --> 00:12:00,780 iterate, 1473 00:12:00,780 --> 00:12:01,140 you can 1474 00:12:01,140 --> 00:12:01,500 become 1475 00:12:01,500 --> 00:12:01,800 great. 1476 00:12:02,580 --> 00:12:02,760 Mark Ackers: Can 1477 00:12:02,760 --> 00:12:03,060 I share 1478 00:12:03,060 --> 00:12:03,420 why I'm so 1479 00:12:03,420 --> 00:12:03,960 excited to 1480 00:12:03,960 --> 00:12:04,200 have you 1481 00:12:04,200 --> 00:12:04,620 as a guest 1482 00:12:04,620 --> 00:12:05,160 today? Go 1483 00:12:05,160 --> 00:12:05,460 on. You've 1484 00:12:05,460 --> 00:12:05,820 been in 1485 00:12:05,820 --> 00:12:06,480 sales for 1486 00:12:06,540 --> 00:12:06,960 a long 1487 00:12:06,960 --> 00:12:07,320 time. 1488 00:12:07,380 --> 00:12:07,560 You've 1489 00:12:07,560 --> 00:12:07,800 been 1490 00:12:07,800 --> 00:12:08,040 there. 1491 00:12:08,040 --> 00:12:08,220 You've 1492 00:12:08,220 --> 00:12:08,580 done it. 1493 00:12:08,580 --> 00:12:08,940 You've got 1494 00:12:08,940 --> 00:12:09,420 your hands 1495 00:12:09,420 --> 00:12:09,960 dirty. 1496 00:12:09,960 --> 00:12:10,320 You've got 1497 00:12:10,320 --> 00:12:10,920 experience 1498 00:12:10,920 --> 00:12:11,520 of selling 1499 00:12:11,760 --> 00:12:12,060 by the 1500 00:12:12,060 --> 00:12:12,540 nature of 1501 00:12:12,540 --> 00:12:12,720 your 1502 00:12:12,720 --> 00:12:13,380 career. 1503 00:12:13,380 --> 00:12:14,100 You've met 1504 00:12:14,100 --> 00:12:14,160 a 1505 00:12:14,160 --> 00:12:14,940 ridiculous 1506 00:12:14,940 --> 00:12:15,360 amount of 1507 00:12:15,360 --> 00:12:15,600 sales 1508 00:12:15,600 --> 00:12:16,320 professionals 1509 00:12:16,320 --> 00:12:17,040 and and 1510 00:12:17,040 --> 00:12:17,760 leaders. 1511 00:12:18,240 --> 00:12:18,600 You'd have 1512 00:12:18,600 --> 00:12:18,900 heard the 1513 00:12:18,900 --> 00:12:19,200 horror 1514 00:12:19,200 --> 00:12:19,800 stories. 1515 00:12:20,220 --> 00:12:20,480 You'd have 1516 00:12:20,480 --> 00:12:21,020 seen the 1517 00:12:21,020 --> 00:12:21,320 big 1518 00:12:21,320 --> 00:12:21,800 success 1519 00:12:21,800 --> 00:12:22,520 stories. 1520 00:12:22,760 --> 00:12:23,300 You built 1521 00:12:23,300 --> 00:12:23,720 sales 1522 00:12:23,720 --> 00:12:24,440 community 1523 00:12:24,440 --> 00:12:24,800 that was 1524 00:12:24,800 --> 00:12:25,280 thriving, 1525 00:12:25,280 --> 00:12:25,640 and then 1526 00:12:25,640 --> 00:12:26,120 got hit by 1527 00:12:26,120 --> 00:12:27,140 COVID, and 1528 00:12:27,140 --> 00:12:27,320 then 1529 00:12:27,380 --> 00:12:27,560 you've 1530 00:12:27,560 --> 00:12:27,920 come out 1531 00:12:27,920 --> 00:12:28,220 the other 1532 00:12:28,220 --> 00:12:28,640 side of 1533 00:12:28,640 --> 00:12:29,480 it, and 1534 00:12:29,480 --> 00:12:29,960 you fly 1535 00:12:29,960 --> 00:12:30,440 the flag, 1536 00:12:30,440 --> 00:12:30,800 as I said 1537 00:12:30,800 --> 00:12:31,040 in the 1538 00:12:31,040 --> 00:12:31,700 intro for 1539 00:12:31,700 --> 00:12:32,060 mental 1540 00:12:32,060 --> 00:12:32,480 health, 1541 00:12:32,960 --> 00:12:33,380 you also 1542 00:12:33,380 --> 00:12:33,680 make me 1543 00:12:33,680 --> 00:12:34,040 laugh a 1544 00:12:34,040 --> 00:12:34,340 lot, 1545 00:12:34,340 --> 00:12:34,640 right? 1546 00:12:34,640 --> 00:12:34,940 Like the 1547 00:12:34,940 --> 00:12:35,360 quick fire 1548 00:12:35,360 --> 00:12:35,960 round was 1549 00:12:35,960 --> 00:12:36,740 hilarious. 1550 00:12:37,040 --> 00:12:37,700 And in 1551 00:12:37,700 --> 00:12:37,940 this 1552 00:12:37,940 --> 00:12:38,420 episode, 1553 00:12:38,420 --> 00:12:38,660 what I 1554 00:12:38,660 --> 00:12:38,900 really 1555 00:12:38,900 --> 00:12:39,380 want to do 1556 00:12:39,380 --> 00:12:39,860 is get to 1557 00:12:39,860 --> 00:12:40,480 know how 1558 00:12:40,480 --> 00:12:41,740 you manage 1559 00:12:41,800 --> 00:12:41,980 those 1560 00:12:41,980 --> 00:12:43,000 situations, 1561 00:12:43,060 --> 00:12:43,180 the 1562 00:12:43,180 --> 00:12:43,720 stories 1563 00:12:43,720 --> 00:12:43,900 that 1564 00:12:43,900 --> 00:12:44,080 you've 1565 00:12:44,080 --> 00:12:44,680 learned 1566 00:12:44,800 --> 00:12:45,700 stresses 1567 00:12:45,700 --> 00:12:46,060 that come 1568 00:12:46,060 --> 00:12:46,300 with a 1569 00:12:46,300 --> 00:12:47,560 role. And 1570 00:12:47,680 --> 00:12:48,100 I think 1571 00:12:48,100 --> 00:12:48,520 anyone 1572 00:12:48,520 --> 00:12:48,760 that's 1573 00:12:48,760 --> 00:12:49,120 listening 1574 00:12:49,120 --> 00:12:49,420 to this 1575 00:12:49,420 --> 00:12:49,840 podcast 1576 00:12:49,840 --> 00:12:50,260 now, like 1577 00:12:50,260 --> 00:12:51,100 just has 1578 00:12:51,100 --> 00:12:51,460 to stick 1579 00:12:51,460 --> 00:12:51,700 around, 1580 00:12:51,700 --> 00:12:52,240 because I 1581 00:12:52,240 --> 00:12:52,540 know this 1582 00:12:52,540 --> 00:12:52,900 is gonna 1583 00:12:52,900 --> 00:12:53,260 be a good 1584 00:12:53,260 --> 00:12:53,740 episode 1585 00:12:53,740 --> 00:12:54,280 that is 1586 00:12:54,280 --> 00:12:54,640 gonna be 1587 00:12:54,640 --> 00:12:55,000 filled 1588 00:12:55,000 --> 00:12:55,360 with like, 1589 00:12:55,360 --> 00:12:56,020 highs and 1590 00:12:56,020 --> 00:12:56,680 lows. 1591 00:12:57,100 --> 00:12:57,580 Let's 1592 00:12:57,580 --> 00:12:58,240 start with 1593 00:12:58,240 --> 00:12:58,720 a bang, 1594 00:12:58,780 --> 00:12:59,200 right? 1595 00:12:59,260 --> 00:13:00,160 Let's hear 1596 00:13:00,160 --> 00:13:00,480 some of 1597 00:13:00,480 --> 00:13:00,900 your 1598 00:13:00,900 --> 00:13:01,260 biggest 1599 00:13:01,260 --> 00:13:01,920 howlers. 1600 00:13:01,980 --> 00:13:02,340 First of 1601 00:13:02,340 --> 00:13:02,580 all, if 1602 00:13:02,580 --> 00:13:02,940 you just 1603 00:13:02,940 --> 00:13:03,420 remember 1604 00:13:03,420 --> 00:13:04,020 being a 1605 00:13:04,020 --> 00:13:04,560 quota 1606 00:13:04,560 --> 00:13:05,220 carrier at 1607 00:13:05,220 --> 00:13:05,880 LinkedIn, 1608 00:13:06,420 --> 00:13:06,960 there must 1609 00:13:06,960 --> 00:13:07,140 be a 1610 00:13:07,140 --> 00:13:07,620 Howler 1611 00:13:07,620 --> 00:13:07,860 there. 1612 00:13:07,860 --> 00:13:08,100 That's 1613 00:13:08,100 --> 00:13:08,280 worth 1614 00:13:08,280 --> 00:13:08,700 sharing. 1615 00:13:08,700 --> 00:13:08,940 That's 1616 00:13:08,940 --> 00:13:09,180 funny. 1617 00:13:09,180 --> 00:13:09,780 Hello. I'm 1618 00:13:09,780 --> 00:13:10,440 Mark the 1619 00:13:10,440 --> 00:13:10,860 host of 1620 00:13:10,860 --> 00:13:11,280 the I used 1621 00:13:11,280 --> 00:13:11,760 to be crap 1622 00:13:11,760 --> 00:13:12,120 at sales 1623 00:13:12,120 --> 00:13:12,720 podcast. 1624 00:13:12,720 --> 00:13:13,080 Thank you 1625 00:13:13,080 --> 00:13:13,200 for 1626 00:13:13,200 --> 00:13:13,680 listening. 1627 00:13:13,680 --> 00:13:14,100 We called 1628 00:13:14,100 --> 00:13:14,220 the 1629 00:13:14,220 --> 00:13:14,640 podcast 1630 00:13:14,640 --> 00:13:14,820 that 1631 00:13:14,820 --> 00:13:15,120 because 1632 00:13:15,120 --> 00:13:15,480 it's true 1633 00:13:15,540 --> 00:13:16,140 and all of 1634 00:13:16,140 --> 00:13:16,740 our guests 1635 00:13:16,740 --> 00:13:17,280 say the 1636 00:13:17,280 --> 00:13:18,120 same. As a 1637 00:13:18,120 --> 00:13:18,480 sales 1638 00:13:18,480 --> 00:13:18,720 leader, 1639 00:13:18,720 --> 00:13:19,020 you would 1640 00:13:19,020 --> 00:13:19,320 have been 1641 00:13:19,320 --> 00:13:19,680 crap at 1642 00:13:19,680 --> 00:13:19,920 sales 1643 00:13:19,920 --> 00:13:20,420 once, no 1644 00:13:20,420 --> 00:13:20,780 doubt, but 1645 00:13:20,780 --> 00:13:20,960 that 1646 00:13:20,960 --> 00:13:21,500 changed, 1647 00:13:21,560 --> 00:13:21,860 and now 1648 00:13:21,860 --> 00:13:22,040 you're 1649 00:13:22,040 --> 00:13:22,700 responsible 1650 00:13:22,700 --> 00:13:22,880 for a 1651 00:13:22,880 --> 00:13:23,240 team. It's 1652 00:13:23,240 --> 00:13:23,780 your job 1653 00:13:23,780 --> 00:13:24,140 to help 1654 00:13:24,140 --> 00:13:24,680 that team 1655 00:13:24,680 --> 00:13:25,160 get to 1656 00:13:25,160 --> 00:13:25,460 where you 1657 00:13:25,460 --> 00:13:25,760 need to 1658 00:13:25,760 --> 00:13:26,120 get them 1659 00:13:26,120 --> 00:13:26,420 to, but 1660 00:13:26,420 --> 00:13:26,840 also it's 1661 00:13:26,840 --> 00:13:27,260 your job 1662 00:13:27,260 --> 00:13:27,860 to develop 1663 00:13:27,860 --> 00:13:28,280 and grow 1664 00:13:28,280 --> 00:13:28,700 them as 1665 00:13:28,700 --> 00:13:28,940 sales 1666 00:13:28,940 --> 00:13:29,600 professionals. 1667 00:13:29,600 --> 00:13:29,960 Here's the 1668 00:13:29,960 --> 00:13:30,380 problem, 1669 00:13:30,380 --> 00:13:30,680 you don't 1670 00:13:30,680 --> 00:13:30,920 have the 1671 00:13:30,920 --> 00:13:31,580 time. You 1672 00:13:31,580 --> 00:13:32,240 are too 1673 00:13:32,240 --> 00:13:32,780 busy with 1674 00:13:32,780 --> 00:13:33,140 other 1675 00:13:33,140 --> 00:13:33,620 competing 1676 00:13:33,620 --> 00:13:34,160 priorities, 1677 00:13:34,160 --> 00:13:34,580 and I get 1678 00:13:34,580 --> 00:13:34,880 it, but 1679 00:13:34,880 --> 00:13:35,060 that 1680 00:13:35,060 --> 00:13:35,360 doesn't 1681 00:13:35,360 --> 00:13:35,720 mean your 1682 00:13:35,720 --> 00:13:36,140 sales team 1683 00:13:36,140 --> 00:13:36,320 should 1684 00:13:36,320 --> 00:13:36,620 miss out. 1685 00:13:36,620 --> 00:13:37,040 It doesn't 1686 00:13:37,040 --> 00:13:37,340 mean they 1687 00:13:37,340 --> 00:13:37,700 shouldn't 1688 00:13:37,700 --> 00:13:38,060 fulfill 1689 00:13:38,060 --> 00:13:38,240 that 1690 00:13:38,240 --> 00:13:38,720 potential 1691 00:13:38,720 --> 00:13:39,740 and grow 1692 00:13:39,740 --> 00:13:39,980 that's 1693 00:13:39,980 --> 00:13:40,280 where we 1694 00:13:40,280 --> 00:13:40,580 come in. 1695 00:13:40,580 --> 00:13:40,900 If you'd 1696 00:13:40,900 --> 00:13:41,440 be curious 1697 00:13:41,440 --> 00:13:41,740 to hear 1698 00:13:41,740 --> 00:13:42,100 about how 1699 00:13:42,100 --> 00:13:42,280 we're 1700 00:13:42,280 --> 00:13:42,700 working 1701 00:13:42,700 --> 00:13:43,000 with 1702 00:13:43,000 --> 00:13:44,260 organizations 1703 00:13:44,260 --> 00:13:44,800 providing 1704 00:13:44,800 --> 00:13:45,520 their team 1705 00:13:45,520 --> 00:13:45,880 with 1706 00:13:45,880 --> 00:13:46,420 expert 1707 00:13:46,420 --> 00:13:46,900 coaching 1708 00:13:46,900 --> 00:13:47,380 on a one 1709 00:13:47,380 --> 00:13:47,740 to one 1710 00:13:47,740 --> 00:13:48,520 basis, get 1711 00:13:48,520 --> 00:13:49,000 in touch. 1712 00:13:49,000 --> 00:13:49,360 Be happy 1713 00:13:49,360 --> 00:13:49,660 to have a 1714 00:13:49,660 --> 00:13:50,380 conversation. 1715 00:13:50,380 --> 00:13:50,740 Well, 1716 00:13:50,740 --> 00:13:50,980 James Ski: there's 1717 00:13:50,980 --> 00:13:51,340 a couple 1718 00:13:51,340 --> 00:13:51,460 of 1719 00:13:51,460 --> 00:13:52,000 interesting 1720 00:13:52,000 --> 00:13:52,540 anecdotes 1721 00:13:52,540 --> 00:13:52,900 from my 1722 00:13:52,900 --> 00:13:53,200 time at 1723 00:13:53,200 --> 00:13:53,620 LinkedIn, 1724 00:13:53,620 --> 00:13:54,160 so not 1725 00:13:54,160 --> 00:13:54,400 many 1726 00:13:54,400 --> 00:13:54,700 people 1727 00:13:54,700 --> 00:13:55,000 know it, 1728 00:13:55,000 --> 00:13:55,360 and it's 1729 00:13:55,360 --> 00:13:55,660 actually 1730 00:13:55,660 --> 00:13:56,920 the one of 1731 00:13:56,920 --> 00:13:57,280 the few 1732 00:13:57,280 --> 00:13:57,580 things 1733 00:13:57,580 --> 00:13:57,880 that is 1734 00:13:57,880 --> 00:13:58,480 not listed 1735 00:13:58,480 --> 00:13:58,720 on my 1736 00:13:58,720 --> 00:13:59,140 LinkedIn 1737 00:13:59,140 --> 00:13:59,620 profile. 1738 00:14:00,460 --> 00:14:00,960 But prior 1739 00:14:00,960 --> 00:14:01,080 to 1740 00:14:01,560 --> 00:14:01,980 LinkedIn, 1741 00:14:01,980 --> 00:14:02,340 I worked 1742 00:14:02,340 --> 00:14:02,760 at a SaaS 1743 00:14:02,760 --> 00:14:03,240 company 1744 00:14:03,240 --> 00:14:03,480 called 1745 00:14:03,480 --> 00:14:03,900 huddle, 1746 00:14:03,960 --> 00:14:04,320 which was 1747 00:14:04,320 --> 00:14:05,040 a very 1748 00:14:05,280 --> 00:14:06,480 well known 1749 00:14:06,540 --> 00:14:07,260 British 1750 00:14:07,320 --> 00:14:08,040 enterprise 1751 00:14:08,040 --> 00:14:08,820 collaboration 1752 00:14:08,820 --> 00:14:09,300 platform. 1753 00:14:09,300 --> 00:14:09,720 It's kind 1754 00:14:09,720 --> 00:14:09,900 of a 1755 00:14:09,900 --> 00:14:10,440 competitor 1756 00:14:10,440 --> 00:14:11,340 to Box or 1757 00:14:11,340 --> 00:14:11,820 Dropbox. 1758 00:14:11,820 --> 00:14:11,940 They 1759 00:14:11,940 --> 00:14:12,480 became the 1760 00:14:12,480 --> 00:14:12,900 success 1761 00:14:12,900 --> 00:14:13,260 stories, 1762 00:14:13,260 --> 00:14:13,860 and huddle 1763 00:14:13,860 --> 00:14:14,280 did not 1764 00:14:14,280 --> 00:14:14,760 but it was 1765 00:14:14,760 --> 00:14:15,060 a great 1766 00:14:15,060 --> 00:14:15,900 environment. 1767 00:14:15,900 --> 00:14:16,260 I actually 1768 00:14:16,260 --> 00:14:16,620 set up a 1769 00:14:16,620 --> 00:14:17,040 company 1770 00:14:17,040 --> 00:14:17,340 after I 1771 00:14:17,340 --> 00:14:18,180 read Aaron 1772 00:14:18,180 --> 00:14:18,660 Ross' book 1773 00:14:18,660 --> 00:14:19,320 Predictable 1774 00:14:19,320 --> 00:14:19,680 Revenue 1775 00:14:19,680 --> 00:14:19,980 called 1776 00:14:20,040 --> 00:14:20,720 outbound 1777 00:14:20,720 --> 00:14:20,960 sales 1778 00:14:20,960 --> 00:14:21,500 limited. 1779 00:14:21,560 --> 00:14:21,920 That was 1780 00:14:21,920 --> 00:14:22,280 my very 1781 00:14:22,280 --> 00:14:22,520 first 1782 00:14:22,520 --> 00:14:23,000 business. 1783 00:14:23,300 --> 00:14:23,720 Started 1784 00:14:23,720 --> 00:14:24,320 consulting 1785 00:14:24,320 --> 00:14:25,040 companies, 1786 00:14:25,100 --> 00:14:26,540 and it 1787 00:14:26,540 --> 00:14:26,960 didn't go 1788 00:14:26,960 --> 00:14:27,680 well. I 1789 00:14:27,680 --> 00:14:28,100 ended up 1790 00:14:28,100 --> 00:14:28,220 in 1791 00:14:28,220 --> 00:14:28,700 hospital, 1792 00:14:28,700 --> 00:14:28,940 had a 1793 00:14:28,940 --> 00:14:29,540 breakdown, 1794 00:14:29,780 --> 00:14:30,500 and then I 1795 00:14:30,800 --> 00:14:31,100 joined 1796 00:14:31,100 --> 00:14:31,580 LinkedIn. 1797 00:14:31,880 --> 00:14:32,420 And so 1798 00:14:32,780 --> 00:14:33,680 fortunately, 1799 00:14:33,860 --> 00:14:34,340 LinkedIn 1800 00:14:34,340 --> 00:14:34,760 is one of 1801 00:14:34,760 --> 00:14:35,120 the best 1802 00:14:35,120 --> 00:14:35,600 companies 1803 00:14:35,600 --> 00:14:35,840 in the 1804 00:14:35,840 --> 00:14:37,400 world, and 1805 00:14:37,580 --> 00:14:37,880 I was 1806 00:14:37,880 --> 00:14:38,300 depressed 1807 00:14:38,300 --> 00:14:38,540 when I 1808 00:14:38,540 --> 00:14:38,780 joined 1809 00:14:38,780 --> 00:14:39,200 LinkedIn, 1810 00:14:39,320 --> 00:14:39,800 and no one 1811 00:14:39,800 --> 00:14:40,180 knew this 1812 00:14:40,180 --> 00:14:40,420 at the 1813 00:14:40,420 --> 00:14:40,780 time, but 1814 00:14:40,780 --> 00:14:41,200 I was so 1815 00:14:41,200 --> 00:14:41,800 depressed 1816 00:14:41,800 --> 00:14:42,760 that when 1817 00:14:42,760 --> 00:14:43,000 I was 1818 00:14:43,000 --> 00:14:43,300 getting 1819 00:14:43,300 --> 00:14:43,840 introduced 1820 00:14:43,840 --> 00:14:44,440 to people, 1821 00:14:44,440 --> 00:14:44,740 I was 1822 00:14:44,740 --> 00:14:45,100 walking 1823 00:14:45,100 --> 00:14:45,280 around 1824 00:14:45,280 --> 00:14:46,000 LinkedIn 1825 00:14:46,300 --> 00:14:47,080 offices, 1826 00:14:47,800 --> 00:14:48,100 it was 1827 00:14:48,100 --> 00:14:49,000 open floor 1828 00:14:49,000 --> 00:14:49,960 plan each 1829 00:14:49,960 --> 00:14:50,800 day. You 1830 00:14:50,800 --> 00:14:51,160 could sit 1831 00:14:51,160 --> 00:14:51,520 wherever 1832 00:14:51,520 --> 00:14:51,640 you 1833 00:14:51,640 --> 00:14:52,060 wanted, so 1834 00:14:52,060 --> 00:14:52,540 everybody 1835 00:14:52,540 --> 00:14:52,960 would mix 1836 00:14:52,960 --> 00:14:53,320 it. I was 1837 00:14:53,320 --> 00:14:53,740 so 1838 00:14:53,800 --> 00:14:54,580 uncomfortable 1839 00:14:54,580 --> 00:14:55,000 with that, 1840 00:14:55,240 --> 00:14:55,600 because I 1841 00:14:55,600 --> 00:14:56,080 had such 1842 00:14:56,080 --> 00:14:56,320 high 1843 00:14:56,320 --> 00:14:56,800 anxiety. I 1844 00:14:56,800 --> 00:14:57,100 was so 1845 00:14:57,100 --> 00:14:57,520 depressed 1846 00:14:57,520 --> 00:14:57,760 that I 1847 00:14:57,760 --> 00:14:57,940 would 1848 00:14:57,940 --> 00:14:58,360 literally 1849 00:14:58,420 --> 00:14:58,840 hide 1850 00:14:58,840 --> 00:14:59,200 myself 1851 00:14:59,200 --> 00:14:59,620 away from 1852 00:14:59,620 --> 00:15:00,120 people. So 1853 00:15:00,120 --> 00:15:00,480 I couldn't 1854 00:15:00,480 --> 00:15:00,900 handle the 1855 00:15:00,900 --> 00:15:01,560 interaction. 1856 00:15:01,980 --> 00:15:02,340 So there 1857 00:15:02,340 --> 00:15:02,700 was this 1858 00:15:02,700 --> 00:15:03,000 real 1859 00:15:03,000 --> 00:15:03,540 struggle 1860 00:15:03,540 --> 00:15:04,020 for me for 1861 00:15:04,020 --> 00:15:04,740 about six 1862 00:15:04,740 --> 00:15:05,400 months. 1863 00:15:05,640 --> 00:15:06,240 And one of 1864 00:15:06,240 --> 00:15:06,720 the funny 1865 00:15:06,780 --> 00:15:07,920 moments of 1866 00:15:07,920 --> 00:15:09,120 that and, 1867 00:15:09,120 --> 00:15:09,360 you know, 1868 00:15:09,360 --> 00:15:09,660 people 1869 00:15:09,660 --> 00:15:09,960 really 1870 00:15:09,960 --> 00:15:10,320 don't talk 1871 00:15:10,320 --> 00:15:10,740 about this 1872 00:15:10,740 --> 00:15:11,100 in sales, 1873 00:15:11,220 --> 00:15:11,460 but I 1874 00:15:11,460 --> 00:15:11,940 remember 1875 00:15:11,940 --> 00:15:12,720 literally 1876 00:15:12,720 --> 00:15:13,140 leaving 1877 00:15:13,140 --> 00:15:13,500 the office 1878 00:15:13,500 --> 00:15:13,980 one day, 1879 00:15:13,980 --> 00:15:14,520 calling my 1880 00:15:14,520 --> 00:15:14,940 dad, and 1881 00:15:14,940 --> 00:15:15,180 then I 1882 00:15:15,180 --> 00:15:15,540 called my 1883 00:15:15,540 --> 00:15:15,900 mom, and 1884 00:15:15,900 --> 00:15:16,200 this is 1885 00:15:16,200 --> 00:15:16,440 how it 1886 00:15:16,440 --> 00:15:16,740 went. I 1887 00:15:16,740 --> 00:15:17,100 called my 1888 00:15:17,100 --> 00:15:17,340 dad, I 1889 00:15:17,340 --> 00:15:17,700 said, Dad, 1890 00:15:17,700 --> 00:15:17,940 I don't 1891 00:15:17,940 --> 00:15:18,240 think I 1892 00:15:18,240 --> 00:15:18,780 can handle 1893 00:15:18,780 --> 00:15:18,960 this 1894 00:15:18,960 --> 00:15:19,380 company, 1895 00:15:19,380 --> 00:15:19,800 LinkedIn. 1896 00:15:19,800 --> 00:15:20,100 It's too 1897 00:15:20,100 --> 00:15:20,720 difficult. 1898 00:15:21,080 --> 00:15:21,740 I don't 1899 00:15:21,740 --> 00:15:22,040 know what 1900 00:15:22,040 --> 00:15:22,520 I'm doing. 1901 00:15:22,520 --> 00:15:23,120 It's not 1902 00:15:23,120 --> 00:15:23,780 working. 1903 00:15:24,740 --> 00:15:25,520 And His 1904 00:15:25,520 --> 00:15:26,000 attitude 1905 00:15:26,000 --> 00:15:26,780 was, like, 1906 00:15:27,320 --> 00:15:27,740 you know, 1907 00:15:27,800 --> 00:15:28,340 if you're 1908 00:15:28,340 --> 00:15:28,760 not adding 1909 00:15:28,760 --> 00:15:29,900 value, you 1910 00:15:29,900 --> 00:15:30,320 need to go 1911 00:15:30,320 --> 00:15:31,760 some Okay, 1912 00:15:31,760 --> 00:15:32,180 fine, dad, 1913 00:15:32,480 --> 00:15:32,720 you know, 1914 00:15:32,720 --> 00:15:33,020 I called 1915 00:15:33,020 --> 00:15:33,560 my mom, I 1916 00:15:33,560 --> 00:15:34,040 said, Mom, 1917 00:15:34,040 --> 00:15:36,020 like, you 1918 00:15:36,020 --> 00:15:36,500 know, I 1919 00:15:36,500 --> 00:15:36,920 really 1920 00:15:36,920 --> 00:15:37,100 don't 1921 00:15:37,100 --> 00:15:37,400 think I 1922 00:15:37,400 --> 00:15:37,820 can do the 1923 00:15:37,820 --> 00:15:39,080 job. And 1924 00:15:39,080 --> 00:15:39,320 she's 1925 00:15:39,320 --> 00:15:39,500 like, 1926 00:15:39,500 --> 00:15:39,800 well, if 1927 00:15:39,800 --> 00:15:40,160 you quit, 1928 00:15:40,160 --> 00:15:40,400 how you 1929 00:15:40,400 --> 00:15:40,780 gonna pay 1930 00:15:40,780 --> 00:15:41,440 the bills, 1931 00:15:41,440 --> 00:15:41,800 you know? 1932 00:15:41,800 --> 00:15:42,280 So I had 1933 00:15:42,280 --> 00:15:42,700 these two 1934 00:15:42,700 --> 00:15:43,180 versions 1935 00:15:43,180 --> 00:15:43,300 of 1936 00:15:43,300 --> 00:15:43,960 stories, 1937 00:15:43,960 --> 00:15:44,140 and 1938 00:15:44,260 --> 00:15:44,680 luckily, I 1939 00:15:44,680 --> 00:15:44,980 didn't 1940 00:15:44,980 --> 00:15:45,340 take any 1941 00:15:45,340 --> 00:15:45,640 of their 1942 00:15:45,640 --> 00:15:46,540 advice, or 1943 00:15:46,540 --> 00:15:46,900 I didn't 1944 00:15:46,900 --> 00:15:47,260 quit, at 1945 00:15:47,260 --> 00:15:47,500 least 1946 00:15:47,500 --> 00:15:48,280 anyway. So 1947 00:15:48,280 --> 00:15:48,640 that was 1948 00:15:48,640 --> 00:15:49,360 like some, 1949 00:15:49,420 --> 00:15:50,020 some kind 1950 00:15:50,020 --> 00:15:50,260 of the 1951 00:15:50,260 --> 00:15:51,520 pain side 1952 00:15:51,580 --> 00:15:52,000 that I 1953 00:15:52,060 --> 00:15:53,020 experienced. 1954 00:15:53,440 --> 00:15:53,980 The other 1955 00:15:53,980 --> 00:15:54,700 thing was 1956 00:15:55,540 --> 00:15:55,780 this 1957 00:15:55,780 --> 00:15:56,260 social 1958 00:15:56,260 --> 00:15:56,560 selling 1959 00:15:56,560 --> 00:15:57,220 index, 1960 00:15:57,220 --> 00:15:59,020 right? I I 1961 00:15:59,020 --> 00:15:59,620 made it my 1962 00:15:59,620 --> 00:16:00,360 goal to 1963 00:16:00,360 --> 00:16:00,840 become the 1964 00:16:00,840 --> 00:16:01,680 number one 1965 00:16:01,800 --> 00:16:02,040 at 1966 00:16:02,040 --> 00:16:02,520 LinkedIn, 1967 00:16:02,580 --> 00:16:02,760 on 1968 00:16:02,760 --> 00:16:03,240 LinkedIn 1969 00:16:03,240 --> 00:16:03,840 globally. 1970 00:16:04,440 --> 00:16:04,800 And this 1971 00:16:04,800 --> 00:16:05,340 is also 1972 00:16:05,340 --> 00:16:05,820 annoys me 1973 00:16:05,820 --> 00:16:06,240 slightly, 1974 00:16:06,240 --> 00:16:06,960 because 1975 00:16:07,200 --> 00:16:07,680 this is an 1976 00:16:07,680 --> 00:16:07,860 ego 1977 00:16:07,860 --> 00:16:08,220 talking 1978 00:16:08,220 --> 00:16:08,520 thing now, 1979 00:16:08,520 --> 00:16:09,000 but no one 1980 00:16:09,000 --> 00:16:09,300 really 1981 00:16:09,300 --> 00:16:09,540 talks 1982 00:16:09,540 --> 00:16:09,780 about 1983 00:16:09,780 --> 00:16:09,960 this, 1984 00:16:09,960 --> 00:16:10,380 about me, 1985 00:16:10,380 --> 00:16:10,920 like I was 1986 00:16:10,920 --> 00:16:11,340 literally 1987 00:16:11,340 --> 00:16:11,820 the number 1988 00:16:11,820 --> 00:16:12,600 one on the 1989 00:16:12,600 --> 00:16:13,080 planet at 1990 00:16:13,080 --> 00:16:13,680 one point, 1991 00:16:14,100 --> 00:16:14,580 and I set 1992 00:16:14,580 --> 00:16:15,000 myself 1993 00:16:15,000 --> 00:16:15,480 this goal 1994 00:16:15,480 --> 00:16:15,900 to become 1995 00:16:15,900 --> 00:16:16,200 number 1996 00:16:16,200 --> 00:16:17,340 one. And I 1997 00:16:17,340 --> 00:16:17,760 started, 1998 00:16:17,760 --> 00:16:18,540 like in in 1999 00:16:18,540 --> 00:16:18,660 the 2000 00:16:18,660 --> 00:16:19,320 hundreds, 2001 00:16:19,320 --> 00:16:19,740 and I'm up 2002 00:16:19,740 --> 00:16:20,100 against 2003 00:16:20,100 --> 00:16:20,540 all people 2004 00:16:20,540 --> 00:16:20,900 that are 2005 00:16:20,900 --> 00:16:21,320 in sales 2006 00:16:21,320 --> 00:16:21,440 at 2007 00:16:21,440 --> 00:16:21,860 LinkedIn. 2008 00:16:21,860 --> 00:16:22,100 There's 2009 00:16:22,100 --> 00:16:22,460 like, 3000 2010 00:16:22,820 --> 00:16:23,120 people. 2011 00:16:23,120 --> 00:16:23,600 And once I 2012 00:16:23,600 --> 00:16:24,140 started to 2013 00:16:24,140 --> 00:16:24,560 get into 2014 00:16:24,560 --> 00:16:24,860 the top 2015 00:16:24,860 --> 00:16:25,400 50, I 2016 00:16:25,400 --> 00:16:26,000 started to 2017 00:16:26,000 --> 00:16:26,780 call round 2018 00:16:26,780 --> 00:16:27,080 the other 2019 00:16:27,080 --> 00:16:27,500 people in 2020 00:16:27,500 --> 00:16:27,800 the top 2021 00:16:27,800 --> 00:16:28,580 50. So 2022 00:16:28,580 --> 00:16:28,820 like, I 2023 00:16:28,820 --> 00:16:29,240 would call 2024 00:16:29,240 --> 00:16:29,660 the Dutch 2025 00:16:29,660 --> 00:16:30,200 guy or the 2026 00:16:30,200 --> 00:16:30,680 American 2027 00:16:30,680 --> 00:16:30,980 guy say, 2028 00:16:30,980 --> 00:16:31,640 Hey, my 2029 00:16:31,640 --> 00:16:31,940 name is 2030 00:16:31,940 --> 00:16:32,300 James key. 2031 00:16:32,300 --> 00:16:32,660 I'm based 2032 00:16:32,660 --> 00:16:33,140 in London. 2033 00:16:33,140 --> 00:16:33,620 I want to 2034 00:16:33,620 --> 00:16:33,920 get a 2035 00:16:33,920 --> 00:16:34,580 score of 2036 00:16:34,580 --> 00:16:35,420 97 out of 2037 00:16:35,420 --> 00:16:36,140 100 How 2038 00:16:36,140 --> 00:16:36,500 did you 2039 00:16:36,500 --> 00:16:37,280 get to 90 2040 00:16:37,280 --> 00:16:37,580 out of 100 2041 00:16:37,880 --> 00:16:38,060 they're 2042 00:16:38,060 --> 00:16:38,360 like, Oh, 2043 00:16:38,360 --> 00:16:38,660 I've done 2044 00:16:38,660 --> 00:16:39,080 this. Done 2045 00:16:39,080 --> 00:16:39,440 this and 2046 00:16:39,440 --> 00:16:40,300 this. So I 2047 00:16:40,300 --> 00:16:40,660 used to 2048 00:16:40,660 --> 00:16:41,260 hack away, 2049 00:16:41,260 --> 00:16:41,440 and 2050 00:16:41,440 --> 00:16:41,920 eventually 2051 00:16:41,920 --> 00:16:42,580 I cracked 2052 00:16:42,580 --> 00:16:43,000 the top 2053 00:16:43,000 --> 00:16:44,080 10. And 2054 00:16:44,080 --> 00:16:44,380 anyway, 2055 00:16:44,380 --> 00:16:44,680 when you 2056 00:16:44,680 --> 00:16:45,100 get into 2057 00:16:45,100 --> 00:16:45,400 the top 2058 00:16:45,400 --> 00:16:46,540 10, it's 2059 00:16:46,540 --> 00:16:47,020 intense, 2060 00:16:47,020 --> 00:16:47,320 because 2061 00:16:47,320 --> 00:16:47,680 you're on 2062 00:16:47,680 --> 00:16:48,100 LinkedIn 2063 00:16:48,160 --> 00:16:48,520 all day, 2064 00:16:48,520 --> 00:16:48,880 every day, 2065 00:16:48,880 --> 00:16:49,300 posting 2066 00:16:49,300 --> 00:16:49,900 content, 2067 00:16:49,900 --> 00:16:50,320 trying to 2068 00:16:50,320 --> 00:16:50,740 figure out 2069 00:16:50,740 --> 00:16:50,860 the 2070 00:16:50,860 --> 00:16:51,400 algorithm. 2071 00:16:51,400 --> 00:16:51,820 So a 2072 00:16:51,820 --> 00:16:52,300 couple of 2073 00:16:52,300 --> 00:16:52,600 things I 2074 00:16:52,600 --> 00:16:54,100 did. I 2075 00:16:54,100 --> 00:16:54,820 found out 2076 00:16:54,820 --> 00:16:55,240 that some 2077 00:16:55,240 --> 00:16:55,720 of the top 2078 00:16:55,720 --> 00:16:56,920 10 were no 2079 00:16:56,920 --> 00:16:57,580 longer at 2080 00:16:57,580 --> 00:16:58,060 LinkedIn, 2081 00:16:58,120 --> 00:16:58,420 so I 2082 00:16:58,420 --> 00:16:58,960 called the 2083 00:16:59,020 --> 00:16:59,980 administrator, 2084 00:16:59,980 --> 00:17:00,780 and I 2085 00:17:00,780 --> 00:17:00,960 said, 2086 00:17:00,960 --> 00:17:01,320 Listen, 2087 00:17:01,320 --> 00:17:01,620 those two 2088 00:17:01,620 --> 00:17:01,920 people 2089 00:17:01,920 --> 00:17:02,280 don't work 2090 00:17:02,280 --> 00:17:02,400 at 2091 00:17:02,400 --> 00:17:02,820 LinkedIn 2092 00:17:02,820 --> 00:17:03,180 anymore, 2093 00:17:03,180 --> 00:17:03,600 so can you 2094 00:17:03,600 --> 00:17:04,020 remove 2095 00:17:04,020 --> 00:17:04,740 them? That 2096 00:17:04,740 --> 00:17:05,160 bumped me 2097 00:17:05,160 --> 00:17:05,520 a couple 2098 00:17:05,520 --> 00:17:06,120 of places, 2099 00:17:06,180 --> 00:17:06,480 right? So 2100 00:17:06,480 --> 00:17:06,840 that was 2101 00:17:06,840 --> 00:17:07,140 quite a 2102 00:17:07,140 --> 00:17:07,620 funny one. 2103 00:17:08,460 --> 00:17:08,940 And then 2104 00:17:08,940 --> 00:17:09,240 we got 2105 00:17:09,240 --> 00:17:09,480 into, 2106 00:17:09,480 --> 00:17:09,780 like, the 2107 00:17:09,780 --> 00:17:10,260 top five 2108 00:17:10,260 --> 00:17:10,560 at this 2109 00:17:10,560 --> 00:17:11,880 point. And 2110 00:17:11,880 --> 00:17:12,600 I called 2111 00:17:12,600 --> 00:17:12,900 all of 2112 00:17:12,900 --> 00:17:13,260 them, and 2113 00:17:13,260 --> 00:17:13,500 I said, 2114 00:17:13,500 --> 00:17:13,980 Listen, 2115 00:17:13,980 --> 00:17:14,520 I'm coming 2116 00:17:14,520 --> 00:17:14,940 for you, 2117 00:17:14,940 --> 00:17:15,240 like, I'm 2118 00:17:15,240 --> 00:17:15,660 coming for 2119 00:17:15,660 --> 00:17:16,140 number one 2120 00:17:16,140 --> 00:17:16,740 spot, so 2121 00:17:17,040 --> 00:17:17,340 you need 2122 00:17:17,340 --> 00:17:17,640 to move 2123 00:17:17,640 --> 00:17:18,060 aside. Let 2124 00:17:18,060 --> 00:17:18,300 me know 2125 00:17:18,300 --> 00:17:18,540 what's 2126 00:17:18,540 --> 00:17:19,020 going on. 2127 00:17:19,320 --> 00:17:19,680 Some of 2128 00:17:19,680 --> 00:17:19,980 them, you 2129 00:17:19,980 --> 00:17:20,340 know, took 2130 00:17:20,340 --> 00:17:20,580 it in 2131 00:17:20,580 --> 00:17:20,900 jazz. Some 2132 00:17:20,900 --> 00:17:21,200 of them 2133 00:17:21,200 --> 00:17:21,680 were like, 2134 00:17:21,680 --> 00:17:22,340 No, that's 2135 00:17:22,340 --> 00:17:22,760 not going 2136 00:17:22,760 --> 00:17:23,180 to happen. 2137 00:17:23,360 --> 00:17:24,020 Basically, 2138 00:17:24,080 --> 00:17:24,620 completely 2139 00:17:24,620 --> 00:17:24,980 figured 2140 00:17:24,980 --> 00:17:25,400 out how to 2141 00:17:25,400 --> 00:17:26,000 crack the 2142 00:17:26,000 --> 00:17:27,020 code. I 2143 00:17:27,020 --> 00:17:27,860 even tried 2144 00:17:27,860 --> 00:17:28,460 to call 2145 00:17:28,460 --> 00:17:28,580 the 2146 00:17:28,580 --> 00:17:29,240 product 2147 00:17:29,300 --> 00:17:30,920 team in 2148 00:17:30,980 --> 00:17:31,640 the valley 2149 00:17:31,640 --> 00:17:32,180 to find 2150 00:17:32,180 --> 00:17:32,540 out what 2151 00:17:32,540 --> 00:17:32,660 the 2152 00:17:32,660 --> 00:17:33,140 algorithm 2153 00:17:33,140 --> 00:17:33,620 was to get 2154 00:17:33,620 --> 00:17:34,100 100. And 2155 00:17:34,100 --> 00:17:34,520 basically 2156 00:17:34,520 --> 00:17:34,880 someone 2157 00:17:34,880 --> 00:17:35,480 told me, 2158 00:17:35,840 --> 00:17:36,200 and don't 2159 00:17:36,200 --> 00:17:36,560 you, Ryan, 2160 00:17:36,620 --> 00:17:36,980 I don't 2161 00:17:36,980 --> 00:17:37,400 know how 2162 00:17:37,400 --> 00:17:37,880 close they 2163 00:17:37,880 --> 00:17:38,180 were, but 2164 00:17:38,180 --> 00:17:38,600 basically 2165 00:17:38,600 --> 00:17:39,080 someone in 2166 00:17:39,080 --> 00:17:39,500 product 2167 00:17:39,500 --> 00:17:39,800 says you 2168 00:17:39,800 --> 00:17:40,180 cannot get 2169 00:17:40,180 --> 00:17:40,600 100 out 2170 00:17:40,600 --> 00:17:41,320 100 we 2171 00:17:41,320 --> 00:17:41,740 just don't 2172 00:17:41,740 --> 00:17:42,280 allow it, 2173 00:17:42,400 --> 00:17:42,700 so don't 2174 00:17:42,700 --> 00:17:43,840 bother. So 2175 00:17:43,840 --> 00:17:44,260 I kind of 2176 00:17:44,260 --> 00:17:44,620 took that, 2177 00:17:44,620 --> 00:17:44,980 and then 2178 00:17:44,980 --> 00:17:45,760 eventually 2179 00:17:46,000 --> 00:17:46,480 I became 2180 00:17:46,480 --> 00:17:46,780 number 2181 00:17:46,780 --> 00:17:47,140 one. And 2182 00:17:47,140 --> 00:17:47,680 honestly, 2183 00:17:47,680 --> 00:17:48,220 it was 2184 00:17:48,220 --> 00:17:48,400 like 2185 00:17:48,400 --> 00:17:48,820 winning an 2186 00:17:48,820 --> 00:17:49,180 Olympic 2187 00:17:49,180 --> 00:17:49,420 gold 2188 00:17:49,420 --> 00:17:50,260 medal. I 2189 00:17:50,260 --> 00:17:50,980 was so 2190 00:17:50,980 --> 00:17:51,580 high, 2191 00:17:51,760 --> 00:17:52,780 literally, 2192 00:17:52,780 --> 00:17:53,140 I was 2193 00:17:53,260 --> 00:17:53,740 buzzing. 2194 00:17:54,400 --> 00:17:54,940 And we 2195 00:17:54,940 --> 00:17:55,300 used to 2196 00:17:55,300 --> 00:17:55,420 have 2197 00:17:55,420 --> 00:17:55,960 scooters 2198 00:17:55,960 --> 00:17:56,320 in the 2199 00:17:56,320 --> 00:17:56,680 London 2200 00:17:56,680 --> 00:17:57,040 office, so 2201 00:17:57,040 --> 00:17:57,400 I jumped 2202 00:17:57,400 --> 00:17:57,640 on the 2203 00:17:57,640 --> 00:17:58,000 scooters 2204 00:17:58,000 --> 00:17:58,180 and 2205 00:17:58,180 --> 00:17:58,600 started, 2206 00:17:58,600 --> 00:17:58,780 like, 2207 00:17:58,840 --> 00:17:59,140 going 2208 00:17:59,140 --> 00:17:59,380 around 2209 00:17:59,380 --> 00:17:59,920 everyone 2210 00:17:59,920 --> 00:18:00,220 telling 2211 00:18:00,220 --> 00:18:00,540 them I'd 2212 00:18:00,600 --> 00:18:00,900 made the 2213 00:18:00,900 --> 00:18:01,380 number one 2214 00:18:01,380 --> 00:18:01,740 spot. No 2215 00:18:01,740 --> 00:18:02,160 one gave a 2216 00:18:02,160 --> 00:18:03,060 shit. No 2217 00:18:03,060 --> 00:18:03,540 one cared, 2218 00:18:03,540 --> 00:18:03,960 literally, 2219 00:18:03,960 --> 00:18:04,380 no one in 2220 00:18:04,380 --> 00:18:04,680 my team, 2221 00:18:04,680 --> 00:18:05,100 no one in 2222 00:18:05,100 --> 00:18:05,460 London. 2223 00:18:05,460 --> 00:18:05,760 They had 2224 00:18:05,760 --> 00:18:05,940 no 2225 00:18:05,940 --> 00:18:06,360 interest 2226 00:18:06,360 --> 00:18:07,200 in it. I 2227 00:18:07,200 --> 00:18:07,980 emailed 2228 00:18:08,040 --> 00:18:08,820 the CEO of 2229 00:18:08,820 --> 00:18:09,360 LinkedIn 2230 00:18:09,420 --> 00:18:09,840 to tell 2231 00:18:09,840 --> 00:18:10,140 him that 2232 00:18:10,140 --> 00:18:10,620 I'd become 2233 00:18:10,620 --> 00:18:10,980 number 2234 00:18:10,980 --> 00:18:11,460 one. Jeff 2235 00:18:11,460 --> 00:18:11,820 Weiner, 2236 00:18:11,940 --> 00:18:12,360 didn't get 2237 00:18:12,360 --> 00:18:12,840 response. 2238 00:18:13,980 --> 00:18:14,580 I emailed 2239 00:18:14,640 --> 00:18:15,000 all the 2240 00:18:15,000 --> 00:18:15,900 executives. 2241 00:18:16,080 --> 00:18:16,620 I got a 2242 00:18:16,620 --> 00:18:17,460 few like 2243 00:18:17,460 --> 00:18:18,180 responses 2244 00:18:18,180 --> 00:18:18,720 from them. 2245 00:18:19,620 --> 00:18:19,920 But I 2246 00:18:19,920 --> 00:18:20,420 think what 2247 00:18:20,420 --> 00:18:20,840 was, what, 2248 00:18:21,020 --> 00:18:21,500 what's the 2249 00:18:21,500 --> 00:18:21,920 takeaway 2250 00:18:21,920 --> 00:18:22,400 from that? 2251 00:18:22,400 --> 00:18:23,480 One, you 2252 00:18:23,480 --> 00:18:23,720 know, 2253 00:18:23,840 --> 00:18:24,860 achievement 2254 00:18:25,340 --> 00:18:25,820 and 2255 00:18:25,880 --> 00:18:26,780 success is 2256 00:18:26,780 --> 00:18:27,380 really in 2257 00:18:27,380 --> 00:18:27,860 the eye of 2258 00:18:27,920 --> 00:18:28,100 the 2259 00:18:28,100 --> 00:18:28,820 beholder, 2260 00:18:28,820 --> 00:18:29,540 and it's 2261 00:18:29,540 --> 00:18:30,200 what is, 2262 00:18:30,200 --> 00:18:30,380 what 2263 00:18:30,380 --> 00:18:30,860 matters to 2264 00:18:30,860 --> 00:18:32,000 you, and 2265 00:18:32,000 --> 00:18:32,180 that 2266 00:18:32,180 --> 00:18:32,480 mattered 2267 00:18:32,480 --> 00:18:33,080 to me, and 2268 00:18:33,080 --> 00:18:33,380 it was 2269 00:18:33,380 --> 00:18:33,920 important 2270 00:18:33,920 --> 00:18:34,340 to me, and 2271 00:18:34,340 --> 00:18:34,820 I achieved 2272 00:18:34,820 --> 00:18:35,420 that goal, 2273 00:18:35,600 --> 00:18:36,020 and I got 2274 00:18:36,020 --> 00:18:36,500 personal 2275 00:18:36,500 --> 00:18:37,400 satisfaction. 2276 00:18:38,360 --> 00:18:38,720 But the 2277 00:18:38,720 --> 00:18:39,380 other big 2278 00:18:39,380 --> 00:18:40,040 lesson is, 2279 00:18:40,100 --> 00:18:40,720 no one 2280 00:18:40,720 --> 00:18:41,320 cares 2281 00:18:41,320 --> 00:18:41,800 about your 2282 00:18:41,800 --> 00:18:42,460 success, 2283 00:18:42,640 --> 00:18:43,360 no one, 2284 00:18:43,480 --> 00:18:43,840 not your 2285 00:18:43,840 --> 00:18:44,260 parents, 2286 00:18:44,260 --> 00:18:44,620 not your 2287 00:18:44,620 --> 00:18:45,100 wife, not 2288 00:18:45,100 --> 00:18:45,820 your kids, 2289 00:18:46,000 --> 00:18:46,540 no one. 2290 00:18:46,780 --> 00:18:47,620 You really 2291 00:18:47,620 --> 00:18:47,980 have to 2292 00:18:47,980 --> 00:18:48,520 define 2293 00:18:48,520 --> 00:18:49,000 your own 2294 00:18:49,000 --> 00:18:49,360 success 2295 00:18:49,360 --> 00:18:50,020 pathways. 2296 00:18:50,260 --> 00:18:50,560 Because 2297 00:18:50,560 --> 00:18:51,040 when I got 2298 00:18:51,040 --> 00:18:51,640 that goal 2299 00:18:51,640 --> 00:18:52,660 and I was 2300 00:18:52,780 --> 00:18:53,380 promoting 2301 00:18:53,380 --> 00:18:54,040 it, it 2302 00:18:54,280 --> 00:18:54,580 didn't 2303 00:18:54,580 --> 00:18:54,940 matter to 2304 00:18:54,940 --> 00:18:55,300 anyone. 2305 00:18:55,780 --> 00:18:56,140 And then 2306 00:18:56,140 --> 00:18:56,440 the other 2307 00:18:56,440 --> 00:18:57,160 thing is, 2308 00:18:57,520 --> 00:18:58,120 I got so 2309 00:18:58,120 --> 00:18:58,660 hyper, and 2310 00:18:58,660 --> 00:18:58,780 I'm 2311 00:18:58,780 --> 00:18:59,260 bipolar, 2312 00:18:59,260 --> 00:18:59,560 so it 2313 00:18:59,560 --> 00:18:59,860 really 2314 00:18:59,860 --> 00:19:00,240 didn't 2315 00:19:00,240 --> 00:19:00,660 help that 2316 00:19:00,660 --> 00:19:01,260 that year, 2317 00:19:01,680 --> 00:19:01,920 you know, 2318 00:19:01,920 --> 00:19:02,460 I was so 2319 00:19:02,460 --> 00:19:03,360 buzzing of 2320 00:19:03,360 --> 00:19:03,660 getting 2321 00:19:03,660 --> 00:19:03,960 number 2322 00:19:03,960 --> 00:19:04,800 one, I had 2323 00:19:04,800 --> 00:19:05,100 like, a 2324 00:19:05,100 --> 00:19:05,400 hyper 2325 00:19:05,400 --> 00:19:05,700 manic 2326 00:19:05,700 --> 00:19:06,060 episode, 2327 00:19:06,060 --> 00:19:06,480 ended up 2328 00:19:06,480 --> 00:19:06,600 in 2329 00:19:06,600 --> 00:19:07,080 hospital. 2330 00:19:07,080 --> 00:19:07,440 That was 2331 00:19:07,440 --> 00:19:07,740 actually 2332 00:19:07,740 --> 00:19:08,100 the year 2333 00:19:08,100 --> 00:19:08,400 it was 2334 00:19:08,400 --> 00:19:09,420 2016 that 2335 00:19:09,420 --> 00:19:09,840 I first 2336 00:19:09,840 --> 00:19:10,140 came to 2337 00:19:10,140 --> 00:19:10,800 more Perth 2338 00:19:11,160 --> 00:19:11,760 outside 2339 00:19:11,760 --> 00:19:12,240 Newcastle. 2340 00:19:12,240 --> 00:19:12,540 So it's 2341 00:19:12,540 --> 00:19:12,900 kind of 2342 00:19:12,900 --> 00:19:13,260 ironic 2343 00:19:13,260 --> 00:19:13,560 that we're 2344 00:19:13,560 --> 00:19:13,860 talking 2345 00:19:13,860 --> 00:19:14,280 about it, 2346 00:19:14,520 --> 00:19:14,880 because I 2347 00:19:14,880 --> 00:19:15,960 was so 2348 00:19:16,080 --> 00:19:17,820 happy, so 2349 00:19:17,820 --> 00:19:18,300 buzzed off 2350 00:19:18,300 --> 00:19:18,660 the back 2351 00:19:18,660 --> 00:19:19,080 of it, and 2352 00:19:19,200 --> 00:19:19,620 then it 2353 00:19:19,620 --> 00:19:19,920 led to 2354 00:19:19,920 --> 00:19:20,360 kind of 2355 00:19:20,360 --> 00:19:20,540 other 2356 00:19:20,540 --> 00:19:21,140 behaviors 2357 00:19:21,140 --> 00:19:22,160 that you 2358 00:19:22,160 --> 00:19:22,340 know, 2359 00:19:22,400 --> 00:19:22,940 added a 2360 00:19:22,940 --> 00:19:23,300 bit of a 2361 00:19:23,300 --> 00:19:23,720 meltdown. 2362 00:19:23,720 --> 00:19:23,960 So, you 2363 00:19:23,960 --> 00:19:24,320 know, it's 2364 00:19:24,320 --> 00:19:24,740 a bit of a 2365 00:19:24,740 --> 00:19:24,920 long 2366 00:19:24,920 --> 00:19:25,400 story, but 2367 00:19:25,400 --> 00:19:25,760 a couple 2368 00:19:25,820 --> 00:19:25,940 of 2369 00:19:25,940 --> 00:19:26,660 experiences 2370 00:19:27,080 --> 00:19:27,320 that I 2371 00:19:27,320 --> 00:19:27,560 went 2372 00:19:27,560 --> 00:19:27,860 through at 2373 00:19:27,860 --> 00:19:28,280 LinkedIn, 2374 00:19:28,280 --> 00:19:28,460 it's 2375 00:19:28,580 --> 00:19:28,700 Mark Ackers: an 2376 00:19:28,700 --> 00:19:29,300 incredible 2377 00:19:29,300 --> 00:19:30,200 story for 2378 00:19:30,200 --> 00:19:30,500 many 2379 00:19:30,500 --> 00:19:31,040 reasons, 2380 00:19:31,040 --> 00:19:31,280 right? 2381 00:19:31,280 --> 00:19:31,640 Like the 2382 00:19:31,640 --> 00:19:32,900 determination, 2383 00:19:32,900 --> 00:19:34,700 the ways 2384 00:19:34,700 --> 00:19:35,240 in which 2385 00:19:35,240 --> 00:19:36,200 you seeked 2386 00:19:36,380 --> 00:19:37,520 to get to 2387 00:19:37,520 --> 00:19:37,880 the next 2388 00:19:37,880 --> 00:19:39,740 level. And 2389 00:19:39,740 --> 00:19:40,100 I think 2390 00:19:40,520 --> 00:19:41,080 I'm always 2391 00:19:41,080 --> 00:19:41,380 sad for 2392 00:19:41,380 --> 00:19:41,680 you, like 2393 00:19:41,680 --> 00:19:41,920 you say 2394 00:19:41,920 --> 00:19:42,280 you didn't 2395 00:19:42,280 --> 00:19:42,760 get that 2396 00:19:42,760 --> 00:19:43,600 recognition 2397 00:19:43,600 --> 00:19:44,140 that you 2398 00:19:44,140 --> 00:19:44,620 wanted, 2399 00:19:44,620 --> 00:19:45,880 but I also 2400 00:19:45,880 --> 00:19:46,360 am pleased 2401 00:19:46,360 --> 00:19:46,600 for you, 2402 00:19:46,600 --> 00:19:47,620 because it 2403 00:19:47,620 --> 00:19:48,040 meant more 2404 00:19:48,040 --> 00:19:48,460 to you, 2405 00:19:48,460 --> 00:19:48,940 and that 2406 00:19:48,940 --> 00:19:49,360 feels like 2407 00:19:49,360 --> 00:19:49,600 that's 2408 00:19:49,600 --> 00:19:49,780 what 2409 00:19:49,780 --> 00:19:50,440 mattered. 2410 00:19:51,340 --> 00:19:52,120 Why that 2411 00:19:52,120 --> 00:19:52,420 out of 2412 00:19:52,420 --> 00:19:52,840 everything 2413 00:19:52,840 --> 00:19:53,140 you could 2414 00:19:53,140 --> 00:19:53,680 achieve? 2415 00:19:53,680 --> 00:19:54,520 Why was 2416 00:19:54,520 --> 00:19:55,360 that the 2417 00:19:55,360 --> 00:19:55,960 thing that 2418 00:19:55,960 --> 00:19:56,320 you sort 2419 00:19:56,320 --> 00:19:56,740 of become 2420 00:19:56,740 --> 00:19:57,100 obsessed 2421 00:19:57,100 --> 00:19:57,700 with? You 2422 00:19:57,700 --> 00:19:57,880 James Ski: know, 2423 00:19:57,880 --> 00:19:58,360 I grew up 2424 00:19:58,360 --> 00:19:58,660 in a an 2425 00:19:58,660 --> 00:19:59,380 environment 2426 00:19:59,380 --> 00:19:59,620 at my 2427 00:19:59,620 --> 00:19:59,920 school. 2428 00:20:00,000 --> 00:20:00,360 School. I 2429 00:20:00,420 --> 00:20:00,840 grew up in 2430 00:20:00,840 --> 00:20:01,200 Windsor. I 2431 00:20:01,200 --> 00:20:01,620 went to a 2432 00:20:01,620 --> 00:20:01,860 school 2433 00:20:01,860 --> 00:20:02,220 called the 2434 00:20:02,220 --> 00:20:02,520 Windsor 2435 00:20:02,520 --> 00:20:02,700 Boys 2436 00:20:02,700 --> 00:20:02,940 School, 2437 00:20:03,120 --> 00:20:03,300 and 2438 00:20:03,300 --> 00:20:03,540 they're a 2439 00:20:03,540 --> 00:20:03,780 top 2440 00:20:03,780 --> 00:20:04,320 performing 2441 00:20:04,320 --> 00:20:04,680 rowing 2442 00:20:04,680 --> 00:20:05,100 school. 2443 00:20:05,220 --> 00:20:06,780 And you 2444 00:20:06,780 --> 00:20:07,020 know, the 2445 00:20:07,020 --> 00:20:07,620 philosophy 2446 00:20:07,620 --> 00:20:08,100 there is 2447 00:20:08,100 --> 00:20:09,060 that you 2448 00:20:09,060 --> 00:20:09,660 train to 2449 00:20:09,660 --> 00:20:09,960 become 2450 00:20:09,960 --> 00:20:10,260 number 2451 00:20:10,260 --> 00:20:10,860 one, you 2452 00:20:10,860 --> 00:20:11,400 become the 2453 00:20:11,400 --> 00:20:12,000 best of 2454 00:20:12,000 --> 00:20:12,660 the best. 2455 00:20:12,960 --> 00:20:13,560 And so it 2456 00:20:13,560 --> 00:20:13,680 is 2457 00:20:13,680 --> 00:20:14,100 instilled 2458 00:20:14,100 --> 00:20:14,460 in me to 2459 00:20:14,460 --> 00:20:14,940 want to be 2460 00:20:14,940 --> 00:20:15,420 number one 2461 00:20:15,420 --> 00:20:15,720 in any 2462 00:20:15,720 --> 00:20:15,960 work 2463 00:20:15,960 --> 00:20:16,620 environment 2464 00:20:16,620 --> 00:20:16,800 or in 2465 00:20:16,800 --> 00:20:17,220 business. 2466 00:20:17,220 --> 00:20:17,700 In life, 2467 00:20:18,060 --> 00:20:18,180 I'm 2468 00:20:18,180 --> 00:20:18,480 actually 2469 00:20:18,600 --> 00:20:19,080 much more 2470 00:20:19,080 --> 00:20:19,380 chilled 2471 00:20:19,380 --> 00:20:19,620 now. I 2472 00:20:19,620 --> 00:20:19,860 don't 2473 00:20:19,860 --> 00:20:20,240 really 2474 00:20:20,240 --> 00:20:20,660 need to be 2475 00:20:20,660 --> 00:20:20,960 number 2476 00:20:20,960 --> 00:20:21,620 one. I'm 2477 00:20:21,620 --> 00:20:22,220 comfortable, 2478 00:20:22,220 --> 00:20:22,520 you know, 2479 00:20:22,640 --> 00:20:23,420 sitting in 2480 00:20:23,420 --> 00:20:23,840 the ranks 2481 00:20:23,840 --> 00:20:23,900 or 2482 00:20:23,900 --> 00:20:24,320 whatever. 2483 00:20:24,680 --> 00:20:25,100 But back 2484 00:20:25,100 --> 00:20:25,700 then, and 2485 00:20:25,700 --> 00:20:26,240 when I was 2486 00:20:26,240 --> 00:20:26,480 in my 2487 00:20:26,540 --> 00:20:26,780 early 2488 00:20:26,780 --> 00:20:27,260 stages of 2489 00:20:27,260 --> 00:20:27,620 my career, 2490 00:20:27,620 --> 00:20:28,040 when I was 2491 00:20:28,040 --> 00:20:28,160 at 2492 00:20:28,160 --> 00:20:28,580 LinkedIn, 2493 00:20:28,580 --> 00:20:29,000 being 2494 00:20:29,000 --> 00:20:29,480 number one 2495 00:20:29,480 --> 00:20:29,660 was 2496 00:20:29,660 --> 00:20:30,380 important. 2497 00:20:30,800 --> 00:20:31,400 It wasn't 2498 00:20:31,400 --> 00:20:31,880 easy to 2499 00:20:31,880 --> 00:20:32,180 become 2500 00:20:32,180 --> 00:20:32,660 number one 2501 00:20:32,660 --> 00:20:33,140 global 2502 00:20:33,380 --> 00:20:33,680 Biller, 2503 00:20:33,800 --> 00:20:34,100 you know, 2504 00:20:34,100 --> 00:20:35,060 like, and 2505 00:20:35,060 --> 00:20:36,080 doing 10s 2506 00:20:36,080 --> 00:20:36,200 of 2507 00:20:36,200 --> 00:20:36,620 millions 2508 00:20:36,620 --> 00:20:36,980 of dollar 2509 00:20:36,980 --> 00:20:37,220 deals, 2510 00:20:37,220 --> 00:20:37,520 there were 2511 00:20:37,520 --> 00:20:37,940 some mega 2512 00:20:37,940 --> 00:20:38,360 stars at 2513 00:20:38,360 --> 00:20:38,780 LinkedIn, 2514 00:20:39,020 --> 00:20:39,800 so it kind 2515 00:20:39,800 --> 00:20:40,300 of felt 2516 00:20:40,300 --> 00:20:40,720 like a way 2517 00:20:40,720 --> 00:20:40,960 that I 2518 00:20:40,960 --> 00:20:41,320 could get 2519 00:20:41,320 --> 00:20:42,040 recognition. 2520 00:20:42,040 --> 00:20:42,340 I think 2521 00:20:42,340 --> 00:20:42,640 there's a 2522 00:20:42,640 --> 00:20:43,120 part of me 2523 00:20:43,120 --> 00:20:43,540 that likes 2524 00:20:43,540 --> 00:20:43,960 to be 2525 00:20:43,960 --> 00:20:44,800 obviously 2526 00:20:45,160 --> 00:20:45,700 recognized 2527 00:20:45,700 --> 00:20:45,820 for 2528 00:20:45,820 --> 00:20:46,300 something. 2529 00:20:46,780 --> 00:20:47,380 That's an 2530 00:20:47,380 --> 00:20:47,980 ego thing. 2531 00:20:47,980 --> 00:20:48,700 I like to 2532 00:20:48,700 --> 00:20:48,820 be 2533 00:20:48,820 --> 00:20:49,420 noticed. I 2534 00:20:49,420 --> 00:20:49,840 like to be 2535 00:20:49,840 --> 00:20:50,140 seen. I 2536 00:20:50,140 --> 00:20:50,380 like 2537 00:20:50,380 --> 00:20:51,160 attention. 2538 00:20:51,520 --> 00:20:51,820 And it 2539 00:20:51,820 --> 00:20:52,420 just felt 2540 00:20:52,420 --> 00:20:52,900 like that 2541 00:20:52,900 --> 00:20:53,260 was the 2542 00:20:53,260 --> 00:20:54,400 way that I 2543 00:20:54,400 --> 00:20:56,080 could show 2544 00:20:56,080 --> 00:20:56,680 people 2545 00:20:56,680 --> 00:20:57,040 that I'd 2546 00:20:57,160 --> 00:20:57,820 overcome 2547 00:20:57,820 --> 00:20:58,000 my 2548 00:20:58,000 --> 00:20:58,840 challenge 2549 00:20:59,260 --> 00:21:00,280 and I can 2550 00:21:00,280 --> 00:21:00,520 achieve 2551 00:21:00,520 --> 00:21:00,880 something. 2552 00:21:00,880 --> 00:21:01,140 Do you 2553 00:21:01,140 --> 00:21:01,440 know why 2554 00:21:01,500 --> 00:21:01,800 it's 2555 00:21:01,800 --> 00:21:02,220 actually 2556 00:21:02,220 --> 00:21:02,580 it's hit 2557 00:21:02,580 --> 00:21:03,900 me now, I 2558 00:21:03,900 --> 00:21:04,320 think, 2559 00:21:04,440 --> 00:21:04,800 having 2560 00:21:04,800 --> 00:21:05,160 joined 2561 00:21:05,160 --> 00:21:05,340 that 2562 00:21:05,340 --> 00:21:06,300 company in 2563 00:21:06,300 --> 00:21:06,600 this 2564 00:21:06,600 --> 00:21:07,200 depressive 2565 00:21:07,200 --> 00:21:08,040 episode, 2566 00:21:08,400 --> 00:21:09,240 and no one 2567 00:21:09,240 --> 00:21:09,480 knowing 2568 00:21:09,480 --> 00:21:09,900 about it, 2569 00:21:09,900 --> 00:21:10,020 I 2570 00:21:10,020 --> 00:21:10,740 eventually 2571 00:21:10,740 --> 00:21:11,220 came out 2572 00:21:11,220 --> 00:21:11,700 and told 2573 00:21:11,700 --> 00:21:12,120 people at 2574 00:21:12,120 --> 00:21:12,540 LinkedIn 2575 00:21:12,540 --> 00:21:12,960 that I had 2576 00:21:12,960 --> 00:21:13,140 this 2577 00:21:13,140 --> 00:21:13,500 bipolar 2578 00:21:13,500 --> 00:21:13,920 disorder 2579 00:21:13,920 --> 00:21:14,220 and I'd 2580 00:21:14,220 --> 00:21:14,520 been in 2581 00:21:14,520 --> 00:21:15,000 hospital. 2582 00:21:15,000 --> 00:21:15,180 And 2583 00:21:15,180 --> 00:21:15,600 LinkedIn 2584 00:21:15,600 --> 00:21:15,720 were 2585 00:21:15,720 --> 00:21:16,320 amazingly 2586 00:21:16,320 --> 00:21:17,040 supportive, 2587 00:21:17,460 --> 00:21:18,120 amazingly 2588 00:21:18,120 --> 00:21:18,600 supportive. 2589 00:21:18,600 --> 00:21:19,200 And I can 2590 00:21:19,200 --> 00:21:19,680 just think 2591 00:21:19,680 --> 00:21:20,120 back to my 2592 00:21:20,120 --> 00:21:20,540 managers 2593 00:21:20,540 --> 00:21:21,260 and HR and 2594 00:21:21,260 --> 00:21:21,560 people 2595 00:21:21,560 --> 00:21:23,240 there a 2596 00:21:23,240 --> 00:21:23,720 lot of the 2597 00:21:23,720 --> 00:21:24,620 time, the 2598 00:21:24,620 --> 00:21:24,920 self 2599 00:21:24,920 --> 00:21:25,280 stigma 2600 00:21:25,280 --> 00:21:25,580 that you 2601 00:21:25,580 --> 00:21:25,700 have 2602 00:21:25,700 --> 00:21:25,880 around 2603 00:21:25,880 --> 00:21:26,240 mental 2604 00:21:26,240 --> 00:21:26,780 health, my 2605 00:21:26,780 --> 00:21:27,140 kind of 2606 00:21:27,140 --> 00:21:27,860 body armor 2607 00:21:27,860 --> 00:21:28,220 is like, 2608 00:21:28,220 --> 00:21:28,460 you know, 2609 00:21:28,460 --> 00:21:29,360 what? I 2610 00:21:29,360 --> 00:21:29,660 might have 2611 00:21:29,660 --> 00:21:30,080 a mental 2612 00:21:30,080 --> 00:21:30,440 illness, 2613 00:21:30,440 --> 00:21:30,980 but if I'm 2614 00:21:30,980 --> 00:21:31,280 number 2615 00:21:31,280 --> 00:21:32,000 one, you 2616 00:21:32,000 --> 00:21:32,300 can't 2617 00:21:32,300 --> 00:21:32,660 challenge 2618 00:21:32,660 --> 00:21:33,740 me. So I 2619 00:21:33,740 --> 00:21:34,040 think 2620 00:21:34,040 --> 00:21:34,400 there's a 2621 00:21:34,400 --> 00:21:34,880 lot of 2622 00:21:34,880 --> 00:21:35,780 like, you 2623 00:21:35,780 --> 00:21:36,680 know, a 2624 00:21:36,680 --> 00:21:37,340 part of me 2625 00:21:37,340 --> 00:21:38,240 that feels 2626 00:21:39,620 --> 00:21:40,480 upset that 2627 00:21:40,480 --> 00:21:40,840 I have to 2628 00:21:40,840 --> 00:21:41,200 live with 2629 00:21:41,200 --> 00:21:41,380 this 2630 00:21:41,380 --> 00:21:41,800 illness, 2631 00:21:41,800 --> 00:21:42,280 but if I'm 2632 00:21:42,280 --> 00:21:42,640 number 2633 00:21:42,640 --> 00:21:43,300 one, or 2634 00:21:43,300 --> 00:21:43,420 I'm 2635 00:21:43,420 --> 00:21:44,080 recognized, 2636 00:21:44,080 --> 00:21:44,440 or people 2637 00:21:44,440 --> 00:21:44,860 know who I 2638 00:21:44,860 --> 00:21:45,100 am for 2639 00:21:45,100 --> 00:21:45,340 being 2640 00:21:45,340 --> 00:21:45,700 great at 2641 00:21:45,700 --> 00:21:46,240 something, 2642 00:21:46,720 --> 00:21:47,140 then then 2643 00:21:47,200 --> 00:21:47,680 they look 2644 00:21:47,680 --> 00:21:48,160 past the 2645 00:21:48,160 --> 00:21:48,580 bipolar 2646 00:21:48,580 --> 00:21:49,060 part and 2647 00:21:49,060 --> 00:21:49,420 think, Oh, 2648 00:21:49,420 --> 00:21:49,900 he's fine. 2649 00:21:49,900 --> 00:21:50,140 He's a 2650 00:21:50,140 --> 00:21:50,440 good guy, 2651 00:21:50,440 --> 00:21:50,800 and he's 2652 00:21:50,800 --> 00:21:51,100 top of 2653 00:21:51,100 --> 00:21:51,400 what he 2654 00:21:51,400 --> 00:21:52,060 does. So I 2655 00:21:52,060 --> 00:21:52,420 think I 2656 00:21:52,420 --> 00:21:52,780 have this 2657 00:21:52,780 --> 00:21:53,620 constant, 2658 00:21:53,860 --> 00:21:54,400 like, 2659 00:21:54,700 --> 00:21:55,720 motivation 2660 00:21:55,720 --> 00:21:56,320 to 2661 00:21:56,380 --> 00:21:57,040 outperform 2662 00:21:57,040 --> 00:21:57,220 other 2663 00:21:57,220 --> 00:21:57,580 peoples 2664 00:21:57,580 --> 00:21:58,000 and show 2665 00:21:58,000 --> 00:21:58,780 myself as 2666 00:21:58,960 --> 00:21:59,020 a 2667 00:21:59,320 --> 00:22:00,400 successful 2668 00:22:00,400 --> 00:22:01,200 person. 2669 00:22:01,200 --> 00:22:01,620 Because I 2670 00:22:01,620 --> 00:22:01,920 guess a 2671 00:22:01,920 --> 00:22:02,640 part of me 2672 00:22:02,700 --> 00:22:03,000 doesn't 2673 00:22:03,000 --> 00:22:03,420 feel like 2674 00:22:03,480 --> 00:22:03,780 that, you 2675 00:22:03,780 --> 00:22:04,140 know, like 2676 00:22:04,140 --> 00:22:05,040 feels like 2677 00:22:05,040 --> 00:22:05,520 I'm 2678 00:22:05,580 --> 00:22:06,120 different, 2679 00:22:06,120 --> 00:22:06,660 and feels 2680 00:22:06,660 --> 00:22:07,260 like I 2681 00:22:07,260 --> 00:22:07,920 have this, 2682 00:22:08,460 --> 00:22:08,940 you know, 2683 00:22:08,940 --> 00:22:09,540 illness, 2684 00:22:09,540 --> 00:22:10,320 that means 2685 00:22:10,320 --> 00:22:10,740 that I've 2686 00:22:10,740 --> 00:22:11,400 caused my 2687 00:22:11,400 --> 00:22:12,300 family and 2688 00:22:12,300 --> 00:22:12,840 my kids 2689 00:22:12,840 --> 00:22:13,260 and other 2690 00:22:13,260 --> 00:22:13,560 people 2691 00:22:13,560 --> 00:22:14,160 challenges, 2692 00:22:14,160 --> 00:22:15,300 and no one 2693 00:22:15,300 --> 00:22:15,540 really 2694 00:22:15,540 --> 00:22:15,900 knows that 2695 00:22:15,900 --> 00:22:16,260 other than 2696 00:22:16,260 --> 00:22:16,800 me. You 2697 00:22:16,800 --> 00:22:17,100 know 2698 00:22:17,100 --> 00:22:17,520 what's 2699 00:22:17,520 --> 00:22:17,940 happened? 2700 00:22:17,940 --> 00:22:18,480 And yes, I 2701 00:22:18,480 --> 00:22:18,900 do talk 2702 00:22:18,900 --> 00:22:19,260 about it 2703 00:22:19,260 --> 00:22:19,740 publicly, 2704 00:22:19,740 --> 00:22:21,320 but I 2705 00:22:21,320 --> 00:22:21,740 think, you 2706 00:22:21,740 --> 00:22:22,280 know, it's 2707 00:22:22,280 --> 00:22:22,940 a, it's a 2708 00:22:22,940 --> 00:22:23,360 good way 2709 00:22:23,360 --> 00:22:23,840 to kind of 2710 00:22:23,840 --> 00:22:24,260 protect 2711 00:22:24,260 --> 00:22:24,740 myself, to 2712 00:22:24,740 --> 00:22:24,980 say, Yeah, 2713 00:22:24,980 --> 00:22:25,100 I'm 2714 00:22:25,100 --> 00:22:25,460 bipolar. 2715 00:22:25,460 --> 00:22:25,880 But by the 2716 00:22:25,880 --> 00:22:26,120 way, I'm 2717 00:22:26,120 --> 00:22:26,480 the best 2718 00:22:26,480 --> 00:22:26,840 at what I 2719 00:22:26,840 --> 00:22:27,680 do. So, 2720 00:22:27,740 --> 00:22:28,100 you know, 2721 00:22:28,100 --> 00:22:28,520 don't dig 2722 00:22:28,520 --> 00:22:28,880 me out for 2723 00:22:28,880 --> 00:22:29,120 being 2724 00:22:29,120 --> 00:22:29,540 bipolar. 2725 00:22:29,960 --> 00:22:30,440 Or, you 2726 00:22:30,440 --> 00:22:30,680 know, if 2727 00:22:30,680 --> 00:22:30,980 you look 2728 00:22:30,980 --> 00:22:31,400 at media, 2729 00:22:31,400 --> 00:22:31,700 and you 2730 00:22:31,700 --> 00:22:32,000 look at 2731 00:22:32,000 --> 00:22:33,080 TV, and 2732 00:22:33,080 --> 00:22:33,440 you look 2733 00:22:33,500 --> 00:22:34,520 at film, 2734 00:22:34,520 --> 00:22:34,880 and you 2735 00:22:34,880 --> 00:22:35,360 see some 2736 00:22:35,360 --> 00:22:35,660 of these 2737 00:22:35,660 --> 00:22:36,140 bipolar 2738 00:22:36,140 --> 00:22:36,680 characters, 2739 00:22:36,680 --> 00:22:37,040 and it's 2740 00:22:37,040 --> 00:22:37,760 extreme, 2741 00:22:37,760 --> 00:22:38,540 and so 2742 00:22:38,540 --> 00:22:38,720 when 2743 00:22:38,720 --> 00:22:39,020 people 2744 00:22:39,020 --> 00:22:39,320 hear I'm 2745 00:22:39,320 --> 00:22:39,740 bipolar, 2746 00:22:39,740 --> 00:22:40,220 they 2747 00:22:40,220 --> 00:22:40,840 immediately 2748 00:22:40,840 --> 00:22:41,260 say, well, 2749 00:22:41,260 --> 00:22:41,560 he's 2750 00:22:41,560 --> 00:22:41,920 probably 2751 00:22:41,920 --> 00:22:42,280 like that 2752 00:22:42,280 --> 00:22:42,640 guy, or he 2753 00:22:42,640 --> 00:22:43,000 must be 2754 00:22:43,000 --> 00:22:43,360 like my 2755 00:22:43,360 --> 00:22:44,020 uncle, or 2756 00:22:44,020 --> 00:22:44,500 on me. It 2757 00:22:44,500 --> 00:22:44,860 doesn't 2758 00:22:44,860 --> 00:22:45,100 matter. 2759 00:22:45,220 --> 00:22:45,580 We're all 2760 00:22:45,580 --> 00:22:46,240 individual, 2761 00:22:46,240 --> 00:22:46,480 you know, 2762 00:22:46,480 --> 00:22:46,780 like, it 2763 00:22:46,780 --> 00:22:47,080 doesn't 2764 00:22:47,080 --> 00:22:47,440 matter who 2765 00:22:47,440 --> 00:22:47,620 you are, 2766 00:22:47,620 --> 00:22:47,980 what your 2767 00:22:47,980 --> 00:22:48,460 background 2768 00:22:48,460 --> 00:22:49,360 is, we're 2769 00:22:49,360 --> 00:22:49,600 all 2770 00:22:49,600 --> 00:22:50,440 individuals. 2771 00:22:50,500 --> 00:22:52,240 And, you 2772 00:22:52,240 --> 00:22:52,360 know, 2773 00:22:52,360 --> 00:22:52,600 that's 2774 00:22:52,600 --> 00:22:52,840 just 2775 00:22:52,840 --> 00:22:53,200 probably 2776 00:22:53,260 --> 00:22:53,620 something 2777 00:22:53,620 --> 00:22:53,860 that's 2778 00:22:53,860 --> 00:22:54,400 driven me. 2779 00:22:54,760 --> 00:22:55,060 There's 2780 00:22:55,060 --> 00:22:55,540 lots to 2781 00:22:55,540 --> 00:22:56,020 break down 2782 00:22:56,020 --> 00:22:56,200 there. 2783 00:22:57,340 --> 00:22:57,640 Mark Ackers: First 2784 00:22:57,640 --> 00:22:57,880 of all, 2785 00:22:57,880 --> 00:22:58,120 just 2786 00:22:58,120 --> 00:22:58,600 applaud 2787 00:22:58,600 --> 00:22:58,720 the 2788 00:22:58,720 --> 00:22:59,740 honesty. I 2789 00:22:59,740 --> 00:23:00,120 think the 2790 00:23:00,120 --> 00:23:00,720 thing that 2791 00:23:00,720 --> 00:23:01,200 I'm sort 2792 00:23:01,200 --> 00:23:01,620 of picking 2793 00:23:01,620 --> 00:23:02,040 out from 2794 00:23:02,040 --> 00:23:02,400 that, like 2795 00:23:02,400 --> 00:23:02,520 the 2796 00:23:02,520 --> 00:23:02,940 themes, 2797 00:23:03,360 --> 00:23:03,960 is, is 2798 00:23:03,960 --> 00:23:05,160 that need 2799 00:23:05,160 --> 00:23:05,280 for 2800 00:23:05,280 --> 00:23:06,060 approval, 2801 00:23:06,540 --> 00:23:07,140 is that 2802 00:23:07,200 --> 00:23:07,800 feeling 2803 00:23:07,800 --> 00:23:08,220 like you 2804 00:23:08,220 --> 00:23:08,400 have 2805 00:23:08,400 --> 00:23:08,760 something 2806 00:23:08,760 --> 00:23:09,300 to prove, 2807 00:23:09,300 --> 00:23:09,780 and it 2808 00:23:09,780 --> 00:23:10,200 feels like 2809 00:23:10,200 --> 00:23:10,620 you've had 2810 00:23:10,620 --> 00:23:11,820 that as 2811 00:23:11,820 --> 00:23:12,240 far back 2812 00:23:12,240 --> 00:23:12,720 as you can 2813 00:23:12,720 --> 00:23:13,260 remember, 2814 00:23:13,800 --> 00:23:14,520 um, but 2815 00:23:14,520 --> 00:23:15,060 also you 2816 00:23:15,060 --> 00:23:15,420 said 2817 00:23:15,480 --> 00:23:15,840 you're far 2818 00:23:15,840 --> 00:23:16,020 more 2819 00:23:16,020 --> 00:23:16,320 chilled 2820 00:23:16,320 --> 00:23:16,980 now it 2821 00:23:16,980 --> 00:23:17,340 doesn't 2822 00:23:17,340 --> 00:23:17,760 affect you 2823 00:23:17,760 --> 00:23:18,360 as much. 2824 00:23:18,600 --> 00:23:18,960 What's 2825 00:23:18,960 --> 00:23:19,440 changed? 2826 00:23:19,500 --> 00:23:19,680 Well, 2827 00:23:19,680 --> 00:23:19,800 James Ski: I'm 2828 00:23:19,800 --> 00:23:20,780 37 now, 2829 00:23:21,080 --> 00:23:21,320 you know, 2830 00:23:21,320 --> 00:23:21,740 last time 2831 00:23:21,740 --> 00:23:22,100 I was in 2832 00:23:22,100 --> 00:23:22,640 hospital 2833 00:23:22,640 --> 00:23:23,300 was four 2834 00:23:23,300 --> 00:23:24,020 years ago, 2835 00:23:24,260 --> 00:23:24,680 COVID 2836 00:23:24,680 --> 00:23:25,160 happened. 2837 00:23:25,340 --> 00:23:25,640 I think 2838 00:23:25,640 --> 00:23:25,820 that 2839 00:23:25,880 --> 00:23:26,480 impacted a 2840 00:23:26,480 --> 00:23:26,780 lot of 2841 00:23:26,780 --> 00:23:27,080 people, 2842 00:23:27,140 --> 00:23:27,440 quite a 2843 00:23:27,440 --> 00:23:27,860 few things 2844 00:23:27,860 --> 00:23:28,460 I wanted 2845 00:23:28,460 --> 00:23:29,300 to achieve 2846 00:23:29,540 --> 00:23:30,080 when I was 2847 00:23:30,080 --> 00:23:30,800 a teenager 2848 00:23:30,800 --> 00:23:31,820 or in my 2849 00:23:31,820 --> 00:23:33,140 20s. And I 2850 00:23:33,140 --> 00:23:33,500 feel like 2851 00:23:33,500 --> 00:23:33,860 I've had a 2852 00:23:33,860 --> 00:23:34,160 pretty 2853 00:23:34,160 --> 00:23:34,820 good life. 2854 00:23:34,820 --> 00:23:36,440 And I 2855 00:23:36,440 --> 00:23:36,800 think I've 2856 00:23:36,800 --> 00:23:37,220 also 2857 00:23:37,220 --> 00:23:38,120 achieved, 2858 00:23:38,300 --> 00:23:38,720 sorry, 2859 00:23:38,720 --> 00:23:39,140 I've also 2860 00:23:39,140 --> 00:23:39,560 not 2861 00:23:39,560 --> 00:23:40,060 achieved a 2862 00:23:40,060 --> 00:23:40,360 lot of 2863 00:23:40,360 --> 00:23:40,840 things, 2864 00:23:41,140 --> 00:23:41,440 and I've 2865 00:23:41,440 --> 00:23:42,040 realized 2866 00:23:42,040 --> 00:23:42,400 that that 2867 00:23:42,400 --> 00:23:42,700 doesn't 2868 00:23:42,700 --> 00:23:43,120 matter 2869 00:23:43,720 --> 00:23:44,140 either. 2870 00:23:44,740 --> 00:23:45,340 And, you 2871 00:23:45,340 --> 00:23:45,640 know, 2872 00:23:45,700 --> 00:23:46,180 getting 2873 00:23:46,180 --> 00:23:46,360 your 2874 00:23:46,360 --> 00:23:47,080 number, 2875 00:23:47,620 --> 00:23:47,980 you know, 2876 00:23:47,980 --> 00:23:48,220 for the 2877 00:23:48,220 --> 00:23:49,060 year, is 2878 00:23:49,060 --> 00:23:49,960 nice, but 2879 00:23:49,960 --> 00:23:50,380 it doesn't 2880 00:23:50,380 --> 00:23:50,680 matter. 2881 00:23:51,280 --> 00:23:51,640 You know, 2882 00:23:51,640 --> 00:23:51,940 like 2883 00:23:51,940 --> 00:23:52,420 getting 2884 00:23:52,480 --> 00:23:53,080 that next 2885 00:23:53,080 --> 00:23:53,800 car is 2886 00:23:53,800 --> 00:23:54,940 nice, but 2887 00:23:54,940 --> 00:23:55,360 it doesn't 2888 00:23:55,360 --> 00:23:55,600 matter. 2889 00:23:55,900 --> 00:23:56,260 Like, I 2890 00:23:56,260 --> 00:23:56,680 think I'm 2891 00:23:56,680 --> 00:23:57,220 just, I 2892 00:23:57,220 --> 00:23:58,060 just value 2893 00:23:58,060 --> 00:23:58,780 people, 2894 00:23:58,780 --> 00:23:59,500 relationships, 2895 00:23:59,500 --> 00:24:00,640 experiences, 2896 00:24:01,900 --> 00:24:02,160 my 2897 00:24:02,160 --> 00:24:03,060 children, 2898 00:24:04,260 --> 00:24:04,560 you know, 2899 00:24:04,560 --> 00:24:05,220 health 2900 00:24:05,220 --> 00:24:06,300 much more. 2901 00:24:06,360 --> 00:24:06,900 Whereas I 2902 00:24:06,900 --> 00:24:07,380 think I 2903 00:24:07,380 --> 00:24:07,860 came from 2904 00:24:07,860 --> 00:24:08,400 a very 2905 00:24:08,460 --> 00:24:09,060 black and 2906 00:24:09,060 --> 00:24:09,360 white 2907 00:24:09,360 --> 00:24:10,140 mindset 2908 00:24:10,140 --> 00:24:10,740 that it 2909 00:24:10,740 --> 00:24:11,040 was 2910 00:24:11,280 --> 00:24:12,420 winning or 2911 00:24:12,420 --> 00:24:12,960 nothing, 2912 00:24:13,080 --> 00:24:13,920 or it was 2913 00:24:14,040 --> 00:24:14,460 hitting 2914 00:24:14,460 --> 00:24:15,600 120% of 2915 00:24:15,600 --> 00:24:16,200 target or 2916 00:24:16,200 --> 00:24:16,560 nothing, 2917 00:24:16,560 --> 00:24:16,920 or it was 2918 00:24:16,920 --> 00:24:17,160 earning 2919 00:24:17,160 --> 00:24:17,820 100k a 2920 00:24:17,820 --> 00:24:18,360 year, or I 2921 00:24:18,360 --> 00:24:18,720 wasn't 2922 00:24:18,720 --> 00:24:18,900 good 2923 00:24:18,900 --> 00:24:19,140 enough, 2924 00:24:19,500 --> 00:24:19,800 and I'm 2925 00:24:19,800 --> 00:24:20,180 just not 2926 00:24:20,180 --> 00:24:20,540 like that 2927 00:24:20,540 --> 00:24:20,900 anymore. 2928 00:24:20,900 --> 00:24:21,320 Like, do I 2929 00:24:21,320 --> 00:24:22,640 believe in 2930 00:24:22,640 --> 00:24:23,000 my head 2931 00:24:23,000 --> 00:24:23,300 that I'm 2932 00:24:23,300 --> 00:24:23,720 going to 2933 00:24:23,720 --> 00:24:24,260 continue 2934 00:24:24,260 --> 00:24:24,920 to grow, 2935 00:24:24,920 --> 00:24:25,460 develop, 2936 00:24:25,460 --> 00:24:25,580 be 2937 00:24:25,580 --> 00:24:26,420 extremely 2938 00:24:26,420 --> 00:24:27,200 successful, 2939 00:24:27,980 --> 00:24:28,520 and, you 2940 00:24:28,520 --> 00:24:28,640 know, 2941 00:24:28,640 --> 00:24:29,000 achieve my 2942 00:24:29,000 --> 00:24:29,360 dreams? I 2943 00:24:29,360 --> 00:24:31,280 do, but if 2944 00:24:31,280 --> 00:24:31,520 I don't, 2945 00:24:31,520 --> 00:24:31,880 it's not 2946 00:24:31,880 --> 00:24:32,240 going to 2947 00:24:32,240 --> 00:24:32,600 bother me. 2948 00:24:32,840 --> 00:24:33,080 Do you 2949 00:24:33,080 --> 00:24:33,380 believe 2950 00:24:33,380 --> 00:24:33,800 that it 2951 00:24:33,800 --> 00:24:34,040 won't 2952 00:24:34,040 --> 00:24:34,280 bother 2953 00:24:34,280 --> 00:24:35,180 you? No, 2954 00:24:35,180 --> 00:24:35,720 honestly. 2955 00:24:35,720 --> 00:24:36,260 I mean, 2956 00:24:36,260 --> 00:24:36,800 like, in 2957 00:24:36,800 --> 00:24:37,220 the sense 2958 00:24:37,220 --> 00:24:37,640 that, 2959 00:24:38,180 --> 00:24:39,620 like, I'll 2960 00:24:39,620 --> 00:24:40,040 be fine, 2961 00:24:40,040 --> 00:24:40,600 like, I'm 2962 00:24:40,600 --> 00:24:41,020 not going 2963 00:24:41,020 --> 00:24:41,260 to be 2964 00:24:41,260 --> 00:24:41,920 depressed, 2965 00:24:41,920 --> 00:24:42,400 right? If, 2966 00:24:42,460 --> 00:24:42,940 is what I 2967 00:24:42,940 --> 00:24:43,240 mean. You 2968 00:24:43,240 --> 00:24:43,360 know, 2969 00:24:43,360 --> 00:24:43,960 let's say 2970 00:24:44,560 --> 00:24:44,800 I don't 2971 00:24:44,800 --> 00:24:45,940 know which 2972 00:24:45,940 --> 00:24:46,360 is one of 2973 00:24:46,360 --> 00:24:46,720 my goals, 2974 00:24:46,720 --> 00:24:46,960 you know, 2975 00:24:46,960 --> 00:24:47,380 one of my 2976 00:24:47,380 --> 00:24:48,040 goals is 2977 00:24:48,220 --> 00:24:48,640 to get 2978 00:24:48,640 --> 00:24:48,880 sales 2979 00:24:48,880 --> 00:24:49,600 confidence 2980 00:24:49,600 --> 00:24:49,900 to its 2981 00:24:49,900 --> 00:24:50,140 first 2982 00:24:50,140 --> 00:24:50,500 million, 2983 00:24:50,500 --> 00:24:50,920 and then I 2984 00:24:50,920 --> 00:24:51,280 want to 2985 00:24:51,280 --> 00:24:51,700 get it to 2986 00:24:51,700 --> 00:24:52,240 5 million, 2987 00:24:52,240 --> 00:24:52,720 and I want 2988 00:24:52,720 --> 00:24:53,140 to get to 2989 00:24:53,140 --> 00:24:53,440 10. It 2990 00:24:53,440 --> 00:24:53,620 would 2991 00:24:53,620 --> 00:24:54,400 bother me 2992 00:24:54,460 --> 00:24:55,000 that if I 2993 00:24:55,000 --> 00:24:55,540 can't do 2994 00:24:55,540 --> 00:24:56,740 that, but 2995 00:24:56,740 --> 00:24:57,100 I'll just 2996 00:24:57,100 --> 00:24:57,460 move on, 2997 00:24:57,460 --> 00:24:57,820 like, I'll 2998 00:24:57,820 --> 00:24:58,000 do 2999 00:24:58,000 --> 00:24:58,360 something 3000 00:24:58,360 --> 00:24:58,720 else. 3001 00:24:58,780 --> 00:24:58,960 Mark Ackers: Do 3002 00:24:58,960 --> 00:24:59,380 you think 3003 00:24:59,380 --> 00:25:00,180 your. It 3004 00:25:00,180 --> 00:25:00,720 in you to 3005 00:25:00,720 --> 00:25:01,380 know when 3006 00:25:01,500 --> 00:25:01,920 enough is 3007 00:25:01,920 --> 00:25:02,760 enough. I 3008 00:25:02,760 --> 00:25:03,000 James Ski: do 3009 00:25:03,000 --> 00:25:04,080 think now 3010 00:25:04,140 --> 00:25:04,860 I do 3011 00:25:04,920 --> 00:25:05,340 again. I 3012 00:25:05,340 --> 00:25:05,760 wouldn't 3013 00:25:05,760 --> 00:25:06,000 if you 3014 00:25:06,000 --> 00:25:06,300 asked me 3015 00:25:06,300 --> 00:25:06,480 that 3016 00:25:06,480 --> 00:25:06,840 question 3017 00:25:06,840 --> 00:25:07,200 five years 3018 00:25:07,200 --> 00:25:07,680 ago. No, I 3019 00:25:07,680 --> 00:25:07,860 was 3020 00:25:07,860 --> 00:25:08,340 clueless. 3021 00:25:08,340 --> 00:25:08,640 I didn't 3022 00:25:08,640 --> 00:25:08,880 really 3023 00:25:08,880 --> 00:25:09,660 know, you 3024 00:25:09,660 --> 00:25:09,900 know, it 3025 00:25:09,900 --> 00:25:10,200 was all 3026 00:25:10,200 --> 00:25:10,380 like, 3027 00:25:10,380 --> 00:25:10,920 anything's 3028 00:25:10,920 --> 00:25:11,640 possible. 3029 00:25:11,700 --> 00:25:12,120 There's no 3030 00:25:12,120 --> 00:25:12,540 limit on 3031 00:25:12,540 --> 00:25:13,020 anything. 3032 00:25:13,020 --> 00:25:13,440 Just keep 3033 00:25:13,440 --> 00:25:14,400 going more 3034 00:25:14,400 --> 00:25:14,880 more more. 3035 00:25:14,880 --> 00:25:15,720 I really 3036 00:25:15,720 --> 00:25:16,080 don't feel 3037 00:25:16,080 --> 00:25:16,440 like that. 3038 00:25:16,440 --> 00:25:17,100 I honestly 3039 00:25:17,100 --> 00:25:17,460 do a lot 3040 00:25:17,460 --> 00:25:17,760 of this 3041 00:25:17,760 --> 00:25:18,180 for fun. 3042 00:25:18,840 --> 00:25:19,320 Like, I 3043 00:25:19,320 --> 00:25:19,620 like 3044 00:25:19,620 --> 00:25:19,980 working 3045 00:25:19,980 --> 00:25:20,480 hard, I 3046 00:25:20,480 --> 00:25:20,720 like 3047 00:25:20,720 --> 00:25:21,260 achieving. 3048 00:25:21,320 --> 00:25:21,620 I like 3049 00:25:21,620 --> 00:25:21,980 making 3050 00:25:21,980 --> 00:25:22,400 money. I 3051 00:25:22,400 --> 00:25:22,640 like 3052 00:25:22,640 --> 00:25:23,180 sales. I 3053 00:25:23,180 --> 00:25:23,360 like 3054 00:25:23,360 --> 00:25:23,720 closing 3055 00:25:23,720 --> 00:25:24,560 deals. You 3056 00:25:24,560 --> 00:25:24,800 know, as 3057 00:25:24,800 --> 00:25:25,220 long as I 3058 00:25:25,220 --> 00:25:26,000 can 3059 00:25:26,120 --> 00:25:27,020 sustain my 3060 00:25:27,020 --> 00:25:27,920 family and 3061 00:25:27,920 --> 00:25:28,520 my some of 3062 00:25:28,520 --> 00:25:28,640 my 3063 00:25:28,640 --> 00:25:29,540 personal 3064 00:25:29,600 --> 00:25:30,560 ambitions, 3065 00:25:30,560 --> 00:25:32,180 like, it's 3066 00:25:32,180 --> 00:25:32,540 a game, 3067 00:25:32,540 --> 00:25:32,840 really, 3068 00:25:32,840 --> 00:25:33,260 isn't it? 3069 00:25:33,260 --> 00:25:33,920 Like, it's 3070 00:25:33,920 --> 00:25:34,220 just a 3071 00:25:34,220 --> 00:25:34,460 score 3072 00:25:34,460 --> 00:25:35,540 card, you 3073 00:25:35,540 --> 00:25:35,780 know, a 3074 00:25:35,780 --> 00:25:36,260 million of 3075 00:25:36,260 --> 00:25:37,160 this or 10 3076 00:25:37,160 --> 00:25:37,640 million of 3077 00:25:37,640 --> 00:25:38,000 that, what 3078 00:25:38,120 --> 00:25:38,420 does it 3079 00:25:38,420 --> 00:25:38,660 really 3080 00:25:38,660 --> 00:25:38,900 mean? 3081 00:25:38,900 --> 00:25:40,120 Like, it 3082 00:25:40,120 --> 00:25:40,540 doesn't 3083 00:25:40,600 --> 00:25:40,780 mean 3084 00:25:40,780 --> 00:25:41,140 anything. 3085 00:25:41,200 --> 00:25:42,100 So I just 3086 00:25:42,100 --> 00:25:42,340 think, 3087 00:25:42,400 --> 00:25:43,420 like, it's 3088 00:25:43,420 --> 00:25:44,320 just, it's 3089 00:25:44,320 --> 00:25:44,680 part of 3090 00:25:44,680 --> 00:25:44,980 the game. 3091 00:25:44,980 --> 00:25:45,460 And like, 3092 00:25:45,460 --> 00:25:45,700 yeah, I 3093 00:25:45,700 --> 00:25:46,060 would like 3094 00:25:46,060 --> 00:25:46,600 to be able 3095 00:25:46,600 --> 00:25:47,680 to, you 3096 00:25:47,680 --> 00:25:48,100 know, add 3097 00:25:48,100 --> 00:25:48,580 that onto 3098 00:25:48,580 --> 00:25:49,000 my 3099 00:25:49,180 --> 00:25:49,780 LinkedIn, 3100 00:25:49,780 --> 00:25:50,320 CV, 3101 00:25:50,320 --> 00:25:50,740 whatever. 3102 00:25:50,740 --> 00:25:51,160 But if I 3103 00:25:51,160 --> 00:25:51,820 don't, I 3104 00:25:51,820 --> 00:25:52,360 don't feel 3105 00:25:52,360 --> 00:25:52,780 any I 3106 00:25:52,780 --> 00:25:52,960 don't 3107 00:25:52,960 --> 00:25:53,440 think I'm 3108 00:25:53,740 --> 00:25:54,100 a bad 3109 00:25:54,100 --> 00:25:54,520 person or 3110 00:25:54,520 --> 00:25:55,000 worse, or 3111 00:25:55,000 --> 00:25:55,240 didn't 3112 00:25:55,240 --> 00:25:55,540 achieve 3113 00:25:55,540 --> 00:25:56,080 anything, 3114 00:25:56,320 --> 00:25:56,680 I'm just 3115 00:25:56,800 --> 00:25:57,280 trying my 3116 00:25:57,280 --> 00:25:57,760 best. Is 3117 00:25:58,300 --> 00:25:58,480 Mark Ackers: that, 3118 00:25:58,480 --> 00:25:58,780 because 3119 00:25:58,780 --> 00:25:58,960 you've 3120 00:25:58,960 --> 00:25:59,620 realized 3121 00:25:59,740 --> 00:26:00,040 no one 3122 00:26:00,040 --> 00:26:00,240 else 3123 00:26:00,240 --> 00:26:00,600 cares. 3124 00:26:02,340 --> 00:26:02,580 James Ski: That's 3125 00:26:02,580 --> 00:26:03,000 the bottom 3126 00:26:03,000 --> 00:26:04,380 line. You 3127 00:26:04,380 --> 00:26:04,920 know, it 3128 00:26:04,920 --> 00:26:05,340 no one 3129 00:26:05,340 --> 00:26:05,880 does care. 3130 00:26:06,180 --> 00:26:06,960 And it's 3131 00:26:06,960 --> 00:26:07,560 really, 3132 00:26:08,160 --> 00:26:08,520 you know, 3133 00:26:08,520 --> 00:26:08,880 quite 3134 00:26:08,880 --> 00:26:09,660 harsh, but 3135 00:26:09,720 --> 00:26:10,560 it doesn't 3136 00:26:10,560 --> 00:26:10,920 so what 3137 00:26:10,920 --> 00:26:11,340 matters to 3138 00:26:11,340 --> 00:26:11,520 me, 3139 00:26:11,520 --> 00:26:11,880 therefore, 3140 00:26:11,880 --> 00:26:12,180 is all 3141 00:26:12,180 --> 00:26:12,360 those 3142 00:26:12,360 --> 00:26:12,720 things I 3143 00:26:12,720 --> 00:26:13,200 just said, 3144 00:26:13,260 --> 00:26:15,000 and, and, 3145 00:26:15,120 --> 00:26:15,420 you know, 3146 00:26:15,420 --> 00:26:15,960 from a 3147 00:26:15,960 --> 00:26:16,440 point in 3148 00:26:16,440 --> 00:26:17,460 time, you 3149 00:26:17,460 --> 00:26:17,700 know, the 3150 00:26:17,700 --> 00:26:18,000 money 3151 00:26:18,000 --> 00:26:18,300 matters, 3152 00:26:18,300 --> 00:26:18,660 and then 3153 00:26:18,660 --> 00:26:19,080 it doesn't 3154 00:26:19,080 --> 00:26:19,320 matter, 3155 00:26:19,320 --> 00:26:19,620 like, you 3156 00:26:19,620 --> 00:26:20,040 just move 3157 00:26:20,040 --> 00:26:21,140 on, like I 3158 00:26:21,140 --> 00:26:21,500 said, it's 3159 00:26:21,500 --> 00:26:21,800 a game, 3160 00:26:21,800 --> 00:26:22,100 it's the 3161 00:26:22,100 --> 00:26:22,700 levels. 3162 00:26:22,700 --> 00:26:23,240 It's like, 3163 00:26:23,480 --> 00:26:23,900 I don't 3164 00:26:23,900 --> 00:26:24,560 know what 3165 00:26:24,560 --> 00:26:24,920 games you 3166 00:26:24,920 --> 00:26:25,160 played 3167 00:26:25,160 --> 00:26:25,460 growing 3168 00:26:25,460 --> 00:26:25,880 up, I used 3169 00:26:25,880 --> 00:26:26,240 to play 3170 00:26:26,240 --> 00:26:26,720 like Tomb 3171 00:26:26,720 --> 00:26:27,320 Raider, or 3172 00:26:27,320 --> 00:26:28,340 like Grand 3173 00:26:28,340 --> 00:26:28,580 Theft 3174 00:26:28,580 --> 00:26:29,240 Auto, or 3175 00:26:29,420 --> 00:26:30,020 the these 3176 00:26:30,020 --> 00:26:30,620 strategic 3177 00:26:30,620 --> 00:26:30,860 games 3178 00:26:30,860 --> 00:26:31,160 where you 3179 00:26:31,160 --> 00:26:31,700 had to get 3180 00:26:31,700 --> 00:26:32,000 to the 3181 00:26:32,000 --> 00:26:32,300 next 3182 00:26:32,300 --> 00:26:32,840 level. 3183 00:26:33,440 --> 00:26:33,800 Once you 3184 00:26:33,800 --> 00:26:34,280 complete a 3185 00:26:34,280 --> 00:26:34,700 game, you 3186 00:26:34,700 --> 00:26:35,120 just move 3187 00:26:35,120 --> 00:26:35,480 on to the 3188 00:26:35,480 --> 00:26:35,960 next game. 3189 00:26:36,560 --> 00:26:36,980 And if you 3190 00:26:36,980 --> 00:26:37,280 don't, you 3191 00:26:37,280 --> 00:26:37,760 just quit 3192 00:26:37,940 --> 00:26:38,240 or you do 3193 00:26:38,240 --> 00:26:38,600 something 3194 00:26:38,600 --> 00:26:39,020 different. 3195 00:26:39,200 --> 00:26:39,920 Like, it's 3196 00:26:39,920 --> 00:26:40,300 just, I 3197 00:26:40,300 --> 00:26:40,480 don't 3198 00:26:40,480 --> 00:26:40,780 know, it's 3199 00:26:40,780 --> 00:26:41,200 just like 3200 00:26:41,200 --> 00:26:41,860 fluidity 3201 00:26:41,860 --> 00:26:42,160 of life, 3202 00:26:42,160 --> 00:26:42,520 isn't it? 3203 00:26:42,520 --> 00:26:42,940 It just 3204 00:26:43,300 --> 00:26:43,780 everything 3205 00:26:43,780 --> 00:26:44,200 moves on. 3206 00:26:44,200 --> 00:26:44,500 I think 3207 00:26:44,500 --> 00:26:44,800 that is 3208 00:26:44,800 --> 00:26:45,340 also quite 3209 00:26:45,340 --> 00:26:45,880 sad, isn't 3210 00:26:45,880 --> 00:26:46,120 it? You 3211 00:26:46,120 --> 00:26:46,360 know, they 3212 00:26:46,360 --> 00:26:46,660 always 3213 00:26:46,660 --> 00:26:46,960 say, oh, 3214 00:26:46,960 --> 00:26:47,200 you know, 3215 00:26:47,620 --> 00:26:47,920 when you 3216 00:26:47,920 --> 00:26:48,160 lose 3217 00:26:48,160 --> 00:26:48,520 someone, 3218 00:26:48,520 --> 00:26:48,760 oh, well, 3219 00:26:48,760 --> 00:26:49,000 you know, 3220 00:26:49,060 --> 00:26:49,420 you've got 3221 00:26:49,420 --> 00:26:49,960 to get on 3222 00:26:49,960 --> 00:26:50,380 with it. I 3223 00:26:50,380 --> 00:26:50,680 think, oh, 3224 00:26:50,680 --> 00:26:50,980 that's 3225 00:26:50,980 --> 00:26:51,520 bits like, 3226 00:26:51,520 --> 00:26:51,700 No, I 3227 00:26:51,700 --> 00:26:52,120 don't want 3228 00:26:52,120 --> 00:26:52,540 you to get 3229 00:26:52,540 --> 00:26:52,900 if I die. 3230 00:26:52,900 --> 00:26:53,200 I don't 3231 00:26:53,200 --> 00:26:53,560 want you 3232 00:26:53,560 --> 00:26:53,980 to get on 3233 00:26:54,100 --> 00:26:54,520 with it. I 3234 00:26:54,520 --> 00:26:54,880 want you 3235 00:26:54,880 --> 00:26:55,300 to, you 3236 00:26:55,300 --> 00:26:55,540 know, 3237 00:26:55,540 --> 00:26:56,080 grieve me 3238 00:26:56,080 --> 00:26:56,620 forever. 3239 00:26:56,620 --> 00:26:57,040 But that's 3240 00:26:57,040 --> 00:26:57,220 not 3241 00:26:57,220 --> 00:26:57,700 reality. 3242 00:26:57,700 --> 00:26:58,540 You just 3243 00:26:58,540 --> 00:26:59,080 got to get 3244 00:26:59,080 --> 00:26:59,380 on with 3245 00:26:59,380 --> 00:26:59,920 it. So I 3246 00:26:59,920 --> 00:27:00,300 think 3247 00:27:00,300 --> 00:27:00,540 that's 3248 00:27:00,540 --> 00:27:00,900 probably 3249 00:27:00,900 --> 00:27:01,020 my 3250 00:27:01,020 --> 00:27:01,500 philosophy 3251 00:27:01,500 --> 00:27:01,920 nowadays 3252 00:27:02,340 --> 00:27:02,520 Mark Ackers: when 3253 00:27:02,520 --> 00:27:02,820 you talk 3254 00:27:02,820 --> 00:27:03,060 about 3255 00:27:03,060 --> 00:27:03,360 forever, 3256 00:27:03,360 --> 00:27:03,720 and that, 3257 00:27:03,720 --> 00:27:04,020 I think 3258 00:27:04,260 --> 00:27:04,860 forever, 3259 00:27:04,860 --> 00:27:05,280 for most 3260 00:27:05,280 --> 00:27:05,700 people, is 3261 00:27:05,700 --> 00:27:06,180 like 100 3262 00:27:06,180 --> 00:27:06,480 years. I 3263 00:27:06,480 --> 00:27:07,020 think when 3264 00:27:07,020 --> 00:27:07,380 you think 3265 00:27:07,380 --> 00:27:07,620 about, 3266 00:27:07,620 --> 00:27:08,100 like deep 3267 00:27:08,100 --> 00:27:08,580 time, 3268 00:27:09,660 --> 00:27:10,020 James Ski: billion 3269 00:27:10,020 --> 00:27:10,500 years, 3270 00:27:11,340 --> 00:27:11,820 whatever, 3271 00:27:11,820 --> 00:27:12,120 there is 3272 00:27:12,180 --> 00:27:12,540 no end. 3273 00:27:12,540 --> 00:27:12,900 There's no 3274 00:27:12,900 --> 00:27:13,260 end, this 3275 00:27:13,260 --> 00:27:13,620 is it. 3276 00:27:13,680 --> 00:27:13,980 Mark Ackers: There'll 3277 00:27:13,980 --> 00:27:14,400 be a point 3278 00:27:14,400 --> 00:27:14,760 in time 3279 00:27:14,760 --> 00:27:15,300 where your 3280 00:27:15,300 --> 00:27:16,200 name is 3281 00:27:16,200 --> 00:27:16,740 never said 3282 00:27:16,740 --> 00:27:17,520 again. You 3283 00:27:17,520 --> 00:27:17,760 never 3284 00:27:17,760 --> 00:27:18,240 thought of 3285 00:27:18,240 --> 00:27:18,660 again. I 3286 00:27:19,440 --> 00:27:19,800 can tell 3287 00:27:19,800 --> 00:27:20,180 where your 3288 00:27:20,180 --> 00:27:20,480 face, I 3289 00:27:20,480 --> 00:27:20,900 feel like 3290 00:27:20,960 --> 00:27:21,260 that's 3291 00:27:21,260 --> 00:27:21,620 bothering 3292 00:27:21,620 --> 00:27:21,800 you a 3293 00:27:21,800 --> 00:27:22,100 little 3294 00:27:22,100 --> 00:27:22,940 bit, and I 3295 00:27:22,940 --> 00:27:23,300 can see 3296 00:27:23,300 --> 00:27:23,780 why it's 3297 00:27:23,960 --> 00:27:24,260 getting 3298 00:27:24,260 --> 00:27:24,860 comfortable, 3299 00:27:24,860 --> 00:27:25,280 that isn't 3300 00:27:25,280 --> 00:27:25,940 it. And I 3301 00:27:25,940 --> 00:27:26,180 think 3302 00:27:26,180 --> 00:27:26,720 realizing 3303 00:27:26,720 --> 00:27:27,020 that no 3304 00:27:27,020 --> 00:27:27,380 one else 3305 00:27:27,380 --> 00:27:27,860 cares, 3306 00:27:27,860 --> 00:27:28,460 it's about 3307 00:27:28,640 --> 00:27:29,120 what you 3308 00:27:29,120 --> 00:27:29,480 want to 3309 00:27:29,480 --> 00:27:29,960 achieve 3310 00:27:29,960 --> 00:27:31,340 and making 3311 00:27:31,340 --> 00:27:31,640 the most 3312 00:27:31,640 --> 00:27:31,880 of the 3313 00:27:31,880 --> 00:27:32,420 friendships 3314 00:27:32,420 --> 00:27:32,600 you've 3315 00:27:32,600 --> 00:27:32,900 got. 3316 00:27:32,960 --> 00:27:33,440 Obviously, 3317 00:27:33,440 --> 00:27:33,620 your 3318 00:27:33,620 --> 00:27:34,100 children, 3319 00:27:34,100 --> 00:27:34,280 your 3320 00:27:34,280 --> 00:27:35,360 family up 3321 00:27:35,360 --> 00:27:35,600 to see 3322 00:27:35,600 --> 00:27:35,960 your dad 3323 00:27:35,960 --> 00:27:36,140 this 3324 00:27:36,140 --> 00:27:36,500 weekend. 3325 00:27:36,500 --> 00:27:36,920 It's about 3326 00:27:36,920 --> 00:27:37,400 making the 3327 00:27:37,400 --> 00:27:37,700 most of 3328 00:27:37,700 --> 00:27:38,540 now and 3329 00:27:38,540 --> 00:27:38,900 getting 3330 00:27:38,900 --> 00:27:39,080 too 3331 00:27:39,080 --> 00:27:39,500 wrapped up 3332 00:27:39,500 --> 00:27:39,740 in the 3333 00:27:39,740 --> 00:27:40,120 game. So 3334 00:27:40,120 --> 00:27:40,480 you gotta 3335 00:27:40,480 --> 00:27:40,960 be able to 3336 00:27:40,960 --> 00:27:41,260 put the 3337 00:27:41,260 --> 00:27:41,620 game down. 3338 00:27:41,620 --> 00:27:41,980 And, and 3339 00:27:41,980 --> 00:27:42,220 that's 3340 00:27:42,220 --> 00:27:42,520 James Ski: another 3341 00:27:42,520 --> 00:27:42,940 thing I 3342 00:27:42,940 --> 00:27:43,420 used to 3343 00:27:43,420 --> 00:27:45,160 be. I 3344 00:27:45,160 --> 00:27:45,580 mean, even 3345 00:27:45,580 --> 00:27:45,880 jokes, I 3346 00:27:45,880 --> 00:27:46,240 think, in 3347 00:27:46,240 --> 00:27:46,600 the Quick 3348 00:27:46,600 --> 00:27:46,780 Fire, 3349 00:27:46,780 --> 00:27:47,080 like, you 3350 00:27:47,080 --> 00:27:47,320 know, 3351 00:27:47,320 --> 00:27:48,100 what's my 3352 00:27:48,100 --> 00:27:48,700 alternative 3353 00:27:48,700 --> 00:27:49,120 to what I 3354 00:27:49,120 --> 00:27:49,540 used to 3355 00:27:49,540 --> 00:27:49,840 be, that 3356 00:27:49,840 --> 00:27:50,200 guy that 3357 00:27:50,200 --> 00:27:50,620 would work 3358 00:27:50,620 --> 00:27:51,100 seven days 3359 00:27:51,100 --> 00:27:51,460 a week, 3360 00:27:51,580 --> 00:27:52,720 right? And 3361 00:27:52,720 --> 00:27:53,260 I really 3362 00:27:53,260 --> 00:27:53,500 didn't 3363 00:27:53,500 --> 00:27:54,280 have a 3364 00:27:54,280 --> 00:27:54,760 purpose 3365 00:27:54,760 --> 00:27:55,300 outside of 3366 00:27:55,300 --> 00:27:57,640 that. And 3367 00:27:57,640 --> 00:27:57,880 I would 3368 00:27:57,880 --> 00:27:58,180 always 3369 00:27:58,180 --> 00:27:58,780 say, I 3370 00:27:58,780 --> 00:27:59,440 enjoy it 3371 00:27:59,500 --> 00:28:00,600 and, and I 3372 00:28:00,600 --> 00:28:01,080 did, like, 3373 00:28:01,080 --> 00:28:01,380 I didn't 3374 00:28:01,380 --> 00:28:01,740 bother me, 3375 00:28:01,740 --> 00:28:02,220 and it got 3376 00:28:02,220 --> 00:28:02,640 me 3377 00:28:03,000 --> 00:28:03,780 accelerated 3378 00:28:03,780 --> 00:28:04,260 my career 3379 00:28:04,260 --> 00:28:04,620 and my 3380 00:28:04,620 --> 00:28:04,920 earnings 3381 00:28:04,920 --> 00:28:05,340 and stuff 3382 00:28:05,340 --> 00:28:05,700 like that. 3383 00:28:05,700 --> 00:28:06,840 But there 3384 00:28:06,840 --> 00:28:07,620 is more to 3385 00:28:07,620 --> 00:28:08,160 business 3386 00:28:08,160 --> 00:28:08,580 and life 3387 00:28:08,580 --> 00:28:08,760 and 3388 00:28:08,760 --> 00:28:09,180 success, 3389 00:28:09,180 --> 00:28:09,420 you know, 3390 00:28:09,420 --> 00:28:09,960 I do it. 3391 00:28:09,960 --> 00:28:10,320 For me, it 3392 00:28:10,320 --> 00:28:10,440 all 3393 00:28:10,440 --> 00:28:10,980 integrates, 3394 00:28:10,980 --> 00:28:11,220 you know, 3395 00:28:11,220 --> 00:28:11,460 like, 3396 00:28:11,460 --> 00:28:11,940 today's 3397 00:28:11,940 --> 00:28:13,020 been fun, 3398 00:28:13,020 --> 00:28:13,380 it's been 3399 00:28:13,380 --> 00:28:13,980 business, 3400 00:28:13,980 --> 00:28:14,400 it's been 3401 00:28:14,400 --> 00:28:14,940 friendship, 3402 00:28:14,940 --> 00:28:15,300 and then 3403 00:28:15,300 --> 00:28:15,540 I'll see 3404 00:28:15,540 --> 00:28:15,840 my dad 3405 00:28:15,840 --> 00:28:16,380 later and 3406 00:28:16,380 --> 00:28:16,800 his wife 3407 00:28:16,800 --> 00:28:18,000 like so 3408 00:28:18,000 --> 00:28:18,540 for me, 3409 00:28:18,600 --> 00:28:19,080 that's the 3410 00:28:19,080 --> 00:28:19,560 freedom of 3411 00:28:19,560 --> 00:28:19,860 being a 3412 00:28:19,860 --> 00:28:20,280 business 3413 00:28:20,280 --> 00:28:20,840 owner. Is 3414 00:28:20,840 --> 00:28:21,440 that you 3415 00:28:21,500 --> 00:28:21,920 can choose 3416 00:28:21,920 --> 00:28:22,220 where you 3417 00:28:22,220 --> 00:28:22,580 want to 3418 00:28:22,580 --> 00:28:22,880 be, where 3419 00:28:22,880 --> 00:28:23,240 you want 3420 00:28:23,240 --> 00:28:23,600 to go, who 3421 00:28:23,600 --> 00:28:23,960 you want 3422 00:28:23,960 --> 00:28:24,080 to 3423 00:28:24,080 --> 00:28:24,440 interact 3424 00:28:24,440 --> 00:28:25,040 with, and 3425 00:28:25,040 --> 00:28:25,340 I think 3426 00:28:25,340 --> 00:28:26,000 that is 3427 00:28:26,180 --> 00:28:26,540 like a 3428 00:28:26,540 --> 00:28:27,380 real 3429 00:28:27,500 --> 00:28:27,800 that's 3430 00:28:27,800 --> 00:28:28,340 priceless. 3431 00:28:28,340 --> 00:28:28,580 That's 3432 00:28:28,580 --> 00:28:29,000 like that 3433 00:28:29,060 --> 00:28:29,480 priceless 3434 00:28:29,480 --> 00:28:30,080 experience. 3435 00:28:30,080 --> 00:28:31,160 But what I 3436 00:28:31,160 --> 00:28:31,700 definitely 3437 00:28:31,700 --> 00:28:31,820 have 3438 00:28:31,820 --> 00:28:32,300 realized, 3439 00:28:32,300 --> 00:28:32,780 especially 3440 00:28:32,780 --> 00:28:33,200 spending 3441 00:28:33,200 --> 00:28:33,500 time in 3442 00:28:33,500 --> 00:28:33,860 mental 3443 00:28:33,860 --> 00:28:34,100 health 3444 00:28:34,100 --> 00:28:34,640 hospitals, 3445 00:28:34,640 --> 00:28:35,420 is that it 3446 00:28:35,420 --> 00:28:35,660 really 3447 00:28:35,660 --> 00:28:35,960 doesn't 3448 00:28:35,960 --> 00:28:37,100 matter if 3449 00:28:37,100 --> 00:28:37,280 you're 3450 00:28:37,280 --> 00:28:37,880 wearing 3451 00:28:37,880 --> 00:28:38,720 Hugo Boss, 3452 00:28:38,720 --> 00:28:39,140 or you 3453 00:28:39,140 --> 00:28:39,260 know 3454 00:28:39,260 --> 00:28:39,620 you've got 3455 00:28:39,620 --> 00:28:40,160 a petite 3456 00:28:40,160 --> 00:28:40,540 Philippe 3457 00:28:40,540 --> 00:28:41,320 watch or, 3458 00:28:41,920 --> 00:28:42,340 you know, 3459 00:28:42,400 --> 00:28:42,820 you're at 3460 00:28:42,820 --> 00:28:43,300 the Monaco 3461 00:28:43,300 --> 00:28:43,600 Grand 3462 00:28:43,600 --> 00:28:43,840 Prix, or 3463 00:28:43,840 --> 00:28:44,020 you're 3464 00:28:44,020 --> 00:28:44,380 watching 3465 00:28:44,380 --> 00:28:46,120 the TV the 3466 00:28:46,120 --> 00:28:46,600 Grand Prix 3467 00:28:46,600 --> 00:28:47,080 on Monaco. 3468 00:28:47,080 --> 00:28:47,380 So, like, 3469 00:28:47,380 --> 00:28:47,800 one of my 3470 00:28:47,800 --> 00:28:48,220 life goals 3471 00:28:48,220 --> 00:28:48,640 was to go 3472 00:28:48,640 --> 00:28:49,120 to Monaco. 3473 00:28:49,120 --> 00:28:49,480 I've been. 3474 00:28:49,480 --> 00:28:49,720 It is 3475 00:28:49,720 --> 00:28:50,320 incredible. 3476 00:28:50,320 --> 00:28:50,740 I want to 3477 00:28:50,740 --> 00:28:51,100 go again. 3478 00:28:51,160 --> 00:28:51,340 But 3479 00:28:51,340 --> 00:28:51,640 actually, 3480 00:28:51,640 --> 00:28:51,940 you can 3481 00:28:51,940 --> 00:28:52,240 watch the 3482 00:28:52,240 --> 00:28:52,540 whole of 3483 00:28:52,540 --> 00:28:53,320 Monaco at 3484 00:28:53,320 --> 00:28:53,680 home, and 3485 00:28:53,680 --> 00:28:53,860 most 3486 00:28:53,860 --> 00:28:54,160 people 3487 00:28:54,160 --> 00:28:54,460 have got 3488 00:28:54,460 --> 00:28:54,940 access to 3489 00:28:54,940 --> 00:28:55,420 a TV, or 3490 00:28:55,420 --> 00:28:55,900 can find a 3491 00:28:55,900 --> 00:28:57,160 TV. So, 3492 00:28:57,520 --> 00:28:57,940 you know, 3493 00:28:57,940 --> 00:28:58,660 really, 3494 00:28:59,620 --> 00:29:00,300 it's just 3495 00:29:00,300 --> 00:29:00,720 finding a 3496 00:29:00,720 --> 00:29:01,080 way to 3497 00:29:01,080 --> 00:29:02,640 enjoy life 3498 00:29:02,640 --> 00:29:03,420 experiences, 3499 00:29:03,420 --> 00:29:03,780 isn't it, 3500 00:29:04,080 --> 00:29:04,380 but you 3501 00:29:04,380 --> 00:29:04,680 have to 3502 00:29:04,680 --> 00:29:05,100 choose 3503 00:29:05,100 --> 00:29:05,520 those life 3504 00:29:05,520 --> 00:29:06,540 experiences, 3505 00:29:07,020 --> 00:29:07,380 and you 3506 00:29:07,380 --> 00:29:07,920 have to 3507 00:29:07,920 --> 00:29:08,580 decide 3508 00:29:08,580 --> 00:29:08,760 what 3509 00:29:08,760 --> 00:29:09,180 matters to 3510 00:29:09,180 --> 00:29:09,540 you, 3511 00:29:09,540 --> 00:29:09,900 because 3512 00:29:09,960 --> 00:29:10,560 again, 3513 00:29:11,520 --> 00:29:12,120 what you 3514 00:29:12,120 --> 00:29:12,540 do, what 3515 00:29:12,540 --> 00:29:12,720 you 3516 00:29:12,720 --> 00:29:13,320 experience, 3517 00:29:13,320 --> 00:29:13,680 doesn't 3518 00:29:13,680 --> 00:29:14,040 matter to 3519 00:29:14,040 --> 00:29:14,400 anyone 3520 00:29:14,400 --> 00:29:14,580 else. 3521 00:29:14,640 --> 00:29:14,820 Mark Ackers: So 3522 00:29:14,820 --> 00:29:15,120 I really 3523 00:29:15,120 --> 00:29:15,540 enjoyed 3524 00:29:15,540 --> 00:29:16,440 that sort 3525 00:29:16,440 --> 00:29:17,220 of passage 3526 00:29:17,220 --> 00:29:17,400 of 3527 00:29:17,400 --> 00:29:18,000 conversation. 3528 00:29:18,000 --> 00:29:18,360 We just 3529 00:29:18,360 --> 00:29:19,200 had feel 3530 00:29:19,200 --> 00:29:19,500 like we 3531 00:29:19,500 --> 00:29:19,920 didn't get 3532 00:29:19,920 --> 00:29:20,040 the 3533 00:29:20,040 --> 00:29:20,400 Howler. 3534 00:29:20,460 --> 00:29:21,140 Let's talk 3535 00:29:21,140 --> 00:29:21,620 about, 3536 00:29:22,100 --> 00:29:22,820 look, you 3537 00:29:22,820 --> 00:29:23,360 run events 3538 00:29:23,360 --> 00:29:23,900 business, 3539 00:29:24,080 --> 00:29:24,500 right? 3540 00:29:24,740 --> 00:29:25,700 That must 3541 00:29:25,700 --> 00:29:26,300 just come 3542 00:29:26,300 --> 00:29:27,200 with so 3543 00:29:27,200 --> 00:29:27,500 many 3544 00:29:27,500 --> 00:29:28,160 opportunities 3545 00:29:28,160 --> 00:29:28,940 to muck up 3546 00:29:29,000 --> 00:29:29,360 right 3547 00:29:29,360 --> 00:29:29,840 events. 3548 00:29:29,840 --> 00:29:30,200 Tell us a 3549 00:29:30,200 --> 00:29:30,620 couple of 3550 00:29:30,620 --> 00:29:31,220 stories. 3551 00:29:31,280 --> 00:29:31,520 Well, 3552 00:29:31,520 --> 00:29:31,700 there 3553 00:29:31,700 --> 00:29:31,880 James Ski: is 3554 00:29:31,880 --> 00:29:32,240 one, and 3555 00:29:32,240 --> 00:29:32,720 you, you 3556 00:29:32,720 --> 00:29:32,900 were 3557 00:29:32,900 --> 00:29:33,620 there. So 3558 00:29:34,580 --> 00:29:34,940 the very 3559 00:29:34,940 --> 00:29:35,480 first SAS 3560 00:29:35,480 --> 00:29:35,720 growth 3561 00:29:35,720 --> 00:29:36,200 conference 3562 00:29:36,200 --> 00:29:36,680 we did at 3563 00:29:36,680 --> 00:29:37,220 the 3564 00:29:37,460 --> 00:29:37,880 Olympic 3565 00:29:37,880 --> 00:29:38,180 Park, I 3566 00:29:38,180 --> 00:29:38,420 didn't 3567 00:29:38,420 --> 00:29:38,660 think 3568 00:29:38,660 --> 00:29:39,020 you'd tell 3569 00:29:39,020 --> 00:29:39,200 this 3570 00:29:39,200 --> 00:29:39,500 story. 3571 00:29:39,500 --> 00:29:39,800 This is 3572 00:29:39,800 --> 00:29:40,040 really 3573 00:29:40,040 --> 00:29:40,280 funny. 3574 00:29:40,700 --> 00:29:41,080 I've got 3575 00:29:41,080 --> 00:29:43,240 to and the 3576 00:29:43,240 --> 00:29:44,380 stress of 3577 00:29:44,380 --> 00:29:44,860 putting on 3578 00:29:44,860 --> 00:29:45,340 an event 3579 00:29:45,400 --> 00:29:47,380 is insane. 3580 00:29:48,160 --> 00:29:48,460 There are 3581 00:29:48,460 --> 00:29:49,060 so many 3582 00:29:49,060 --> 00:29:49,360 moving 3583 00:29:49,360 --> 00:29:49,840 parts, the 3584 00:29:49,840 --> 00:29:50,560 speakers, 3585 00:29:50,560 --> 00:29:50,680 the 3586 00:29:50,680 --> 00:29:51,340 attendees, 3587 00:29:51,340 --> 00:29:51,460 the 3588 00:29:51,460 --> 00:29:52,240 sponsors, 3589 00:29:52,240 --> 00:29:53,020 the venue, 3590 00:29:53,020 --> 00:29:54,220 the food, 3591 00:29:54,220 --> 00:29:54,340 the 3592 00:29:54,340 --> 00:29:55,240 logistics, 3593 00:29:55,240 --> 00:29:55,900 it is an 3594 00:29:55,900 --> 00:29:56,740 incredible 3595 00:29:56,740 --> 00:29:57,160 amount to 3596 00:29:57,160 --> 00:29:57,760 manage. 3597 00:29:58,240 --> 00:29:59,500 And you 3598 00:29:59,500 --> 00:29:59,920 know, at. 3599 00:30:00,000 --> 00:30:00,180 This 3600 00:30:00,180 --> 00:30:00,720 particular 3601 00:30:00,720 --> 00:30:01,140 event, we 3602 00:30:01,140 --> 00:30:01,980 had an AV 3603 00:30:01,980 --> 00:30:02,700 set up, 3604 00:30:02,940 --> 00:30:03,600 managing 3605 00:30:03,600 --> 00:30:05,040 the the 3606 00:30:05,040 --> 00:30:05,460 site and 3607 00:30:05,460 --> 00:30:05,580 the 3608 00:30:05,580 --> 00:30:06,780 presentations 3609 00:30:06,840 --> 00:30:07,200 for the 3610 00:30:07,200 --> 00:30:07,920 speakers, 3611 00:30:08,400 --> 00:30:08,940 and just 3612 00:30:08,940 --> 00:30:09,420 as I was 3613 00:30:09,420 --> 00:30:09,900 walking on 3614 00:30:09,900 --> 00:30:11,400 stage to 3615 00:30:11,460 --> 00:30:12,240 open up 3616 00:30:12,240 --> 00:30:12,840 the event, 3617 00:30:12,840 --> 00:30:13,740 everyone 3618 00:30:13,740 --> 00:30:14,040 in the 3619 00:30:14,040 --> 00:30:14,520 audience 3620 00:30:14,520 --> 00:30:15,060 started 3621 00:30:15,060 --> 00:30:15,540 laughing 3622 00:30:15,540 --> 00:30:16,320 hysterically, 3623 00:30:16,860 --> 00:30:17,160 and I 3624 00:30:17,160 --> 00:30:17,400 didn't 3625 00:30:17,400 --> 00:30:18,060 know why, 3626 00:30:18,120 --> 00:30:19,920 but what I 3627 00:30:19,920 --> 00:30:20,240 didn't 3628 00:30:20,240 --> 00:30:20,840 realize is 3629 00:30:20,840 --> 00:30:21,140 that the 3630 00:30:21,140 --> 00:30:21,740 AV guy's 3631 00:30:21,740 --> 00:30:22,100 laptop 3632 00:30:22,100 --> 00:30:22,460 that was 3633 00:30:22,460 --> 00:30:22,940 connected 3634 00:30:22,940 --> 00:30:23,360 to the big 3635 00:30:23,360 --> 00:30:23,660 screen, 3636 00:30:23,660 --> 00:30:24,440 his Porn 3637 00:30:24,860 --> 00:30:25,520 was coming 3638 00:30:25,520 --> 00:30:25,880 up on the 3639 00:30:25,880 --> 00:30:26,240 screen 3640 00:30:26,240 --> 00:30:27,140 behind me. 3641 00:30:27,380 --> 00:30:27,980 And so 3642 00:30:28,040 --> 00:30:28,460 someone 3643 00:30:28,460 --> 00:30:28,880 points it 3644 00:30:28,880 --> 00:30:29,360 out to me 3645 00:30:29,360 --> 00:30:29,600 on the 3646 00:30:29,600 --> 00:30:30,080 stage. I 3647 00:30:30,080 --> 00:30:30,260 get 3648 00:30:30,260 --> 00:30:30,740 flustered. 3649 00:30:30,740 --> 00:30:31,160 Everyone 3650 00:30:31,160 --> 00:30:31,760 start, I'm 3651 00:30:31,760 --> 00:30:32,120 like, It's 3652 00:30:32,120 --> 00:30:32,420 not me. 3653 00:30:32,420 --> 00:30:32,600 And 3654 00:30:32,600 --> 00:30:33,080 everyone's 3655 00:30:33,080 --> 00:30:33,380 like, of 3656 00:30:33,380 --> 00:30:33,620 course, 3657 00:30:33,620 --> 00:30:33,980 it's your 3658 00:30:33,980 --> 00:30:35,000 porn. And, 3659 00:30:35,180 --> 00:30:35,540 you know, 3660 00:30:35,540 --> 00:30:36,020 so that 3661 00:30:36,140 --> 00:30:36,920 completely 3662 00:30:36,920 --> 00:30:37,280 broke the 3663 00:30:37,280 --> 00:30:38,300 ice for 3664 00:30:38,300 --> 00:30:38,780 that, that 3665 00:30:38,780 --> 00:30:40,300 event, and 3666 00:30:40,300 --> 00:30:40,840 that was, 3667 00:30:40,840 --> 00:30:41,200 you know, 3668 00:30:41,200 --> 00:30:41,620 it turned 3669 00:30:41,620 --> 00:30:42,160 out to be 3670 00:30:42,220 --> 00:30:42,520 very 3671 00:30:42,520 --> 00:30:43,060 funny, and 3672 00:30:43,060 --> 00:30:43,420 that was 3673 00:30:43,420 --> 00:30:43,840 quite an 3674 00:30:43,840 --> 00:30:44,440 interesting 3675 00:30:44,440 --> 00:30:44,920 moment. 3676 00:30:46,060 --> 00:30:46,360 You know, 3677 00:30:46,360 --> 00:30:46,840 I've had 3678 00:30:46,840 --> 00:30:47,380 events 3679 00:30:47,380 --> 00:30:48,520 where, you 3680 00:30:48,520 --> 00:30:48,640 know, 3681 00:30:48,640 --> 00:30:49,180 speakers 3682 00:30:49,180 --> 00:30:49,480 have not 3683 00:30:49,480 --> 00:30:50,200 turned up, 3684 00:30:50,380 --> 00:30:51,280 like I've 3685 00:30:51,280 --> 00:30:52,360 had events 3686 00:30:52,360 --> 00:30:53,020 where the 3687 00:30:53,020 --> 00:30:53,860 very, very 3688 00:30:53,860 --> 00:30:54,160 first 3689 00:30:54,160 --> 00:30:54,460 sales 3690 00:30:54,460 --> 00:30:55,000 confidence 3691 00:30:55,000 --> 00:30:56,140 event was 3692 00:30:56,140 --> 00:30:56,500 supposed 3693 00:30:56,500 --> 00:30:56,740 to be 3694 00:30:56,740 --> 00:30:57,280 held. And 3695 00:30:57,280 --> 00:30:57,640 I've got a 3696 00:30:57,640 --> 00:30:58,060 bug bear 3697 00:30:58,060 --> 00:30:58,360 at this. 3698 00:30:58,360 --> 00:30:58,600 So I'm 3699 00:30:58,600 --> 00:30:58,960 going to 3700 00:30:58,960 --> 00:30:59,560 say it was 3701 00:30:59,560 --> 00:30:59,920 supposed 3702 00:30:59,920 --> 00:31:00,420 to be held 3703 00:31:00,420 --> 00:31:00,540 at 3704 00:31:00,540 --> 00:31:01,080 LinkedIn 3705 00:31:01,140 --> 00:31:01,560 office in 3706 00:31:01,560 --> 00:31:01,920 London. 3707 00:31:01,980 --> 00:31:02,220 While I 3708 00:31:02,220 --> 00:31:02,640 was still 3709 00:31:02,640 --> 00:31:03,120 working at 3710 00:31:03,120 --> 00:31:03,540 LinkedIn 3711 00:31:04,020 --> 00:31:04,200 for 3712 00:31:04,200 --> 00:31:04,620 various 3713 00:31:04,620 --> 00:31:05,040 reasons, 3714 00:31:05,040 --> 00:31:05,760 politically, 3715 00:31:05,820 --> 00:31:06,780 24 hours 3716 00:31:06,900 --> 00:31:07,380 before the 3717 00:31:07,380 --> 00:31:07,740 event, I 3718 00:31:07,740 --> 00:31:08,520 was told 3719 00:31:08,580 --> 00:31:09,000 that I 3720 00:31:09,000 --> 00:31:09,360 wasn't 3721 00:31:09,360 --> 00:31:09,720 allowed to 3722 00:31:09,720 --> 00:31:10,140 go ahead, 3723 00:31:10,140 --> 00:31:10,560 and I had 3724 00:31:10,560 --> 00:31:11,520 100 people 3725 00:31:11,520 --> 00:31:12,000 coming, 3726 00:31:13,080 --> 00:31:14,040 and I had 3727 00:31:14,100 --> 00:31:14,880 no venue, 3728 00:31:15,060 --> 00:31:15,540 so I had 3729 00:31:15,540 --> 00:31:15,960 to call 3730 00:31:15,960 --> 00:31:16,920 round and 3731 00:31:16,920 --> 00:31:17,400 hustle, 3732 00:31:17,400 --> 00:31:17,640 and I 3733 00:31:17,640 --> 00:31:18,060 found a 3734 00:31:18,060 --> 00:31:18,960 venue down 3735 00:31:18,960 --> 00:31:19,380 the road. 3736 00:31:19,380 --> 00:31:19,800 So I had 3737 00:31:19,800 --> 00:31:20,280 to inform 3738 00:31:20,280 --> 00:31:20,760 everybody 3739 00:31:20,760 --> 00:31:21,120 that was 3740 00:31:21,120 --> 00:31:21,540 coming to 3741 00:31:21,540 --> 00:31:21,660 the 3742 00:31:21,660 --> 00:31:22,080 LinkedIn 3743 00:31:22,080 --> 00:31:22,320 HQ in 3744 00:31:22,320 --> 00:31:22,860 London to 3745 00:31:22,860 --> 00:31:23,300 go London 3746 00:31:23,300 --> 00:31:23,660 to go to 3747 00:31:23,660 --> 00:31:24,020 this other 3748 00:31:24,020 --> 00:31:24,320 venue. 3749 00:31:24,320 --> 00:31:24,740 Anyway, we 3750 00:31:24,740 --> 00:31:25,100 got to 3751 00:31:25,100 --> 00:31:25,280 that 3752 00:31:25,520 --> 00:31:26,120 venue. And 3753 00:31:26,240 --> 00:31:26,780 the reason 3754 00:31:26,780 --> 00:31:27,200 why it was 3755 00:31:27,200 --> 00:31:27,860 available 3756 00:31:27,920 --> 00:31:28,640 24 hours, 3757 00:31:28,640 --> 00:31:29,120 with 24 3758 00:31:29,300 --> 00:31:29,600 hours 3759 00:31:29,660 --> 00:31:30,260 notice, is 3760 00:31:30,260 --> 00:31:30,620 there was 3761 00:31:30,620 --> 00:31:30,680 a 3762 00:31:30,680 --> 00:31:31,160 pneumatic 3763 00:31:31,160 --> 00:31:31,580 drilling 3764 00:31:31,580 --> 00:31:31,880 going 3765 00:31:31,880 --> 00:31:32,480 outside. 3766 00:31:32,660 --> 00:31:33,080 So if you 3767 00:31:33,080 --> 00:31:33,380 watch the 3768 00:31:33,380 --> 00:31:33,860 very first 3769 00:31:33,860 --> 00:31:34,100 sales, 3770 00:31:34,100 --> 00:31:34,640 confidence 3771 00:31:34,640 --> 00:31:35,060 events 3772 00:31:35,660 --> 00:31:36,260 event on 3773 00:31:36,260 --> 00:31:36,800 YouTube, 3774 00:31:37,100 --> 00:31:37,460 all you 3775 00:31:37,460 --> 00:31:37,760 hear is 3776 00:31:37,760 --> 00:31:38,120 drilling 3777 00:31:38,120 --> 00:31:38,420 over the 3778 00:31:38,420 --> 00:31:38,960 speakers, 3779 00:31:38,960 --> 00:31:39,200 you know. 3780 00:31:39,200 --> 00:31:39,560 So I've 3781 00:31:39,560 --> 00:31:39,740 had 3782 00:31:39,740 --> 00:31:40,540 examples 3783 00:31:40,540 --> 00:31:41,080 of really 3784 00:31:41,080 --> 00:31:41,800 bad food. 3785 00:31:41,980 --> 00:31:42,580 Take the 3786 00:31:42,580 --> 00:31:43,300 COVID. I 3787 00:31:43,300 --> 00:31:43,840 put 25,000 3788 00:31:44,440 --> 00:31:44,800 pounds 3789 00:31:44,800 --> 00:31:45,880 deposit on 3790 00:31:45,880 --> 00:31:46,060 1000 3791 00:31:46,600 --> 00:31:47,020 person 3792 00:31:47,020 --> 00:31:47,560 venue. 3793 00:31:47,920 --> 00:31:48,520 COVID hit 3794 00:31:48,520 --> 00:31:48,940 I lost my 3795 00:31:48,940 --> 00:31:49,480 deposit. 3796 00:31:50,620 --> 00:31:51,040 You know, 3797 00:31:51,040 --> 00:31:52,360 there is 3798 00:31:52,360 --> 00:31:53,080 been 3799 00:31:53,500 --> 00:31:54,280 absolute 3800 00:31:54,280 --> 00:31:55,000 hell at 3801 00:31:55,000 --> 00:31:56,080 times. And 3802 00:31:56,320 --> 00:31:56,560 you know, 3803 00:31:56,560 --> 00:31:56,920 people 3804 00:31:56,920 --> 00:31:57,580 come in 3805 00:31:57,640 --> 00:31:58,120 like, I 3806 00:31:58,120 --> 00:31:58,300 don't 3807 00:31:58,300 --> 00:31:59,200 know, or 3808 00:31:59,200 --> 00:31:59,620 late, or 3809 00:31:59,620 --> 00:32:00,280 they on 3810 00:32:00,280 --> 00:32:01,020 the day, 3811 00:32:01,020 --> 00:32:01,740 like, Oh, 3812 00:32:01,740 --> 00:32:02,340 can I sort 3813 00:32:02,340 --> 00:32:02,580 out my 3814 00:32:02,580 --> 00:32:03,540 mate? And 3815 00:32:03,540 --> 00:32:03,840 I don't 3816 00:32:03,840 --> 00:32:04,260 realize I 3817 00:32:04,260 --> 00:32:04,440 have 1000 3818 00:32:05,040 --> 00:32:05,460 things to 3819 00:32:05,460 --> 00:32:06,540 do, and 3820 00:32:06,540 --> 00:32:06,840 they turn 3821 00:32:06,840 --> 00:32:07,320 up, and it 3822 00:32:07,320 --> 00:32:07,680 all looks 3823 00:32:07,680 --> 00:32:07,980 great. 3824 00:32:07,980 --> 00:32:08,280 And, you 3825 00:32:08,280 --> 00:32:08,520 know, the 3826 00:32:08,520 --> 00:32:09,120 experience 3827 00:32:09,120 --> 00:32:09,600 is great. 3828 00:32:09,900 --> 00:32:10,200 And, you 3829 00:32:10,200 --> 00:32:10,320 know, 3830 00:32:10,320 --> 00:32:10,860 genuine, I 3831 00:32:10,860 --> 00:32:11,160 have been 3832 00:32:11,160 --> 00:32:11,640 fortunate. 3833 00:32:11,640 --> 00:32:12,720 I think I 3834 00:32:12,720 --> 00:32:12,900 was 3835 00:32:12,900 --> 00:32:13,200 talking 3836 00:32:13,200 --> 00:32:13,620 about this 3837 00:32:13,620 --> 00:32:13,800 with 3838 00:32:13,800 --> 00:32:14,160 someone 3839 00:32:14,160 --> 00:32:14,400 today, 3840 00:32:14,400 --> 00:32:14,700 actually, 3841 00:32:14,700 --> 00:32:14,940 on the 3842 00:32:14,940 --> 00:32:16,140 call. I 3843 00:32:16,140 --> 00:32:16,500 really 3844 00:32:16,500 --> 00:32:17,040 care about 3845 00:32:17,040 --> 00:32:17,760 people and 3846 00:32:17,760 --> 00:32:18,060 people 3847 00:32:18,060 --> 00:32:18,420 having a 3848 00:32:18,420 --> 00:32:18,660 great 3849 00:32:18,660 --> 00:32:19,440 experience, 3850 00:32:19,920 --> 00:32:20,960 and I 3851 00:32:20,960 --> 00:32:21,680 think that 3852 00:32:21,680 --> 00:32:21,980 is what 3853 00:32:21,980 --> 00:32:22,460 resonates 3854 00:32:22,460 --> 00:32:22,760 and why 3855 00:32:22,760 --> 00:32:23,060 people 3856 00:32:23,060 --> 00:32:23,180 have 3857 00:32:23,180 --> 00:32:23,720 enjoyed 3858 00:32:23,780 --> 00:32:24,320 the events 3859 00:32:24,320 --> 00:32:24,620 over the 3860 00:32:24,620 --> 00:32:24,980 years. 3861 00:32:24,980 --> 00:32:25,460 Because, 3862 00:32:25,640 --> 00:32:25,940 you know, 3863 00:32:25,940 --> 00:32:26,360 they get 3864 00:32:26,360 --> 00:32:26,660 to know 3865 00:32:26,660 --> 00:32:27,440 me. I like 3866 00:32:27,440 --> 00:32:27,860 to have, 3867 00:32:28,220 --> 00:32:28,760 you know, 3868 00:32:28,760 --> 00:32:29,300 good time. 3869 00:32:29,300 --> 00:32:29,780 I have a 3870 00:32:29,780 --> 00:32:30,080 lot of 3871 00:32:30,080 --> 00:32:30,920 bands, a 3872 00:32:30,920 --> 00:32:31,460 few jibes 3873 00:32:31,460 --> 00:32:32,180 on stage, 3874 00:32:32,960 --> 00:32:33,260 but 3875 00:32:33,260 --> 00:32:34,100 ultimately, 3876 00:32:34,100 --> 00:32:34,760 I do want 3877 00:32:34,760 --> 00:32:35,000 you to 3878 00:32:35,000 --> 00:32:36,380 feel great 3879 00:32:36,500 --> 00:32:36,860 about 3880 00:32:36,860 --> 00:32:37,340 being in 3881 00:32:37,340 --> 00:32:37,520 that 3882 00:32:37,520 --> 00:32:38,180 environment. 3883 00:32:39,020 --> 00:32:39,560 But you 3884 00:32:39,560 --> 00:32:39,740 know, a 3885 00:32:39,740 --> 00:32:40,120 lot of 3886 00:32:40,120 --> 00:32:40,480 things 3887 00:32:40,480 --> 00:32:40,900 have to be 3888 00:32:40,900 --> 00:32:41,320 in place 3889 00:32:41,320 --> 00:32:41,620 to make 3890 00:32:41,620 --> 00:32:41,800 that 3891 00:32:41,800 --> 00:32:42,400 experience 3892 00:32:42,400 --> 00:32:42,580 good. 3893 00:32:43,000 --> 00:32:43,060 Mark Ackers: I 3894 00:32:43,060 --> 00:32:43,240 can 3895 00:32:43,240 --> 00:32:43,720 imagine. 3896 00:32:43,780 --> 00:32:44,260 And I 3897 00:32:44,260 --> 00:32:44,440 mean, 3898 00:32:44,440 --> 00:32:44,980 obviously 3899 00:32:44,980 --> 00:32:45,340 some some 3900 00:32:45,340 --> 00:32:45,580 horror 3901 00:32:45,580 --> 00:32:45,940 stories 3902 00:32:45,940 --> 00:32:46,300 there, but 3903 00:32:46,300 --> 00:32:46,900 it feels 3904 00:32:46,900 --> 00:32:47,320 like, 3905 00:32:47,380 --> 00:32:48,220 understandably, 3906 00:32:48,220 --> 00:32:48,640 we can 3907 00:32:48,640 --> 00:32:49,060 look back 3908 00:32:49,180 --> 00:32:49,660 and laugh 3909 00:32:49,660 --> 00:32:50,800 now, but 3910 00:32:50,980 --> 00:32:51,880 yeah, I 3911 00:32:51,880 --> 00:32:52,300 remember 3912 00:32:52,300 --> 00:32:52,480 you 3913 00:32:52,480 --> 00:32:53,020 walking up 3914 00:32:53,020 --> 00:32:53,800 on stage, 3915 00:32:53,860 --> 00:32:55,180 and I 3916 00:32:55,180 --> 00:32:55,660 remember 3917 00:32:55,660 --> 00:32:55,900 you 3918 00:32:55,900 --> 00:32:56,200 saying, 3919 00:32:56,200 --> 00:32:56,560 it's not 3920 00:32:56,560 --> 00:32:57,340 mine, it's 3921 00:32:57,340 --> 00:32:57,520 my 3922 00:32:57,520 --> 00:32:58,240 friends. 3923 00:32:58,600 --> 00:32:59,020 This 3924 00:33:00,100 --> 00:33:00,720 pornography 3925 00:33:00,720 --> 00:33:01,200 coming up 3926 00:33:01,200 --> 00:33:01,440 on the 3927 00:33:01,440 --> 00:33:02,160 screen. 3928 00:33:02,880 --> 00:33:03,420 And what I 3929 00:33:03,420 --> 00:33:03,840 remember 3930 00:33:03,840 --> 00:33:04,200 more than 3931 00:33:04,200 --> 00:33:04,560 anything 3932 00:33:04,560 --> 00:33:05,460 else, is 3933 00:33:05,460 --> 00:33:06,000 several 3934 00:33:06,000 --> 00:33:06,180 hours 3935 00:33:06,180 --> 00:33:06,720 later, 3936 00:33:06,720 --> 00:33:07,020 we're in 3937 00:33:07,020 --> 00:33:07,620 that bar 3938 00:33:07,680 --> 00:33:08,040 four 3939 00:33:08,040 --> 00:33:08,760 quarters, 3940 00:33:09,180 --> 00:33:09,540 and I 3941 00:33:09,540 --> 00:33:09,780 can't 3942 00:33:09,780 --> 00:33:10,200 remember 3943 00:33:10,200 --> 00:33:10,320 who 3944 00:33:10,320 --> 00:33:10,740 started 3945 00:33:10,740 --> 00:33:11,100 the chant. 3946 00:33:11,880 --> 00:33:12,420 Wasn't me 3947 00:33:12,420 --> 00:33:14,340 guilty of 3948 00:33:14,340 --> 00:33:15,180 just James 3949 00:33:15,180 --> 00:33:15,780 ski, his 3950 00:33:15,780 --> 00:33:16,380 mate likes 3951 00:33:16,380 --> 00:33:16,860 porno. 3952 00:33:17,160 --> 00:33:17,400 Just 3953 00:33:17,400 --> 00:33:18,180 everybody's 3954 00:33:18,180 --> 00:33:18,600 singing. 3955 00:33:19,260 --> 00:33:20,160 James ski, 3956 00:33:20,160 --> 00:33:20,720 his mate 3957 00:33:20,720 --> 00:33:21,020 likes 3958 00:33:21,020 --> 00:33:21,440 Paulo. 3959 00:33:22,220 --> 00:33:22,340 James Ski: Do 3960 00:33:22,340 --> 00:33:22,460 you 3961 00:33:22,460 --> 00:33:22,880 remember 3962 00:33:22,880 --> 00:33:23,120 all the 3963 00:33:23,120 --> 00:33:24,020 champagne 3964 00:33:24,020 --> 00:33:24,800 left over 3965 00:33:24,800 --> 00:33:25,160 and we 3966 00:33:25,160 --> 00:33:25,700 ended up 3967 00:33:25,700 --> 00:33:26,180 spraying 3968 00:33:26,180 --> 00:33:26,300 it 3969 00:33:26,300 --> 00:33:26,960 outside, 3970 00:33:26,960 --> 00:33:28,640 like that 3971 00:33:28,640 --> 00:33:29,120 was so 3972 00:33:29,120 --> 00:33:29,660 funny that 3973 00:33:29,660 --> 00:33:29,960 night. 3974 00:33:30,020 --> 00:33:30,380 Yeah, 3975 00:33:30,380 --> 00:33:30,560 Mark Ackers: that 3976 00:33:30,560 --> 00:33:30,740 was 3977 00:33:30,740 --> 00:33:31,220 honestly, 3978 00:33:31,220 --> 00:33:31,880 such a 3979 00:33:31,880 --> 00:33:32,240 good 3980 00:33:32,240 --> 00:33:32,660 event, 3981 00:33:32,660 --> 00:33:32,960 such a 3982 00:33:32,960 --> 00:33:33,140 good 3983 00:33:33,140 --> 00:33:33,680 night. And 3984 00:33:33,680 --> 00:33:33,860 you're 3985 00:33:33,860 --> 00:33:34,160 right, 3986 00:33:34,160 --> 00:33:34,880 like, that 3987 00:33:34,880 --> 00:33:35,060 was 3988 00:33:35,060 --> 00:33:35,600 obviously 3989 00:33:35,660 --> 00:33:36,320 a horror 3990 00:33:36,320 --> 00:33:36,740 story, 3991 00:33:36,740 --> 00:33:37,400 really, 3992 00:33:37,400 --> 00:33:37,940 but you 3993 00:33:37,940 --> 00:33:38,300 know, it's 3994 00:33:38,300 --> 00:33:38,840 not, it 3995 00:33:38,840 --> 00:33:39,260 broke the 3996 00:33:39,260 --> 00:33:39,500 ice. It 3997 00:33:39,500 --> 00:33:40,040 was really 3998 00:33:40,040 --> 00:33:40,400 funny. It 3999 00:33:40,400 --> 00:33:40,780 was really 4000 00:33:40,780 --> 00:33:41,380 memorable, 4001 00:33:41,380 --> 00:33:42,040 and you've 4002 00:33:42,040 --> 00:33:42,460 got what's 4003 00:33:42,460 --> 00:33:42,700 really 4004 00:33:42,700 --> 00:33:43,240 important, 4005 00:33:43,240 --> 00:33:43,660 a funny 4006 00:33:43,660 --> 00:33:44,080 story for 4007 00:33:44,080 --> 00:33:44,500 life out 4008 00:33:44,500 --> 00:33:44,800 of it, 4009 00:33:45,160 --> 00:33:45,700 like you 4010 00:33:45,700 --> 00:33:46,780 stood at 4011 00:33:46,780 --> 00:33:47,260 the event 4012 00:33:47,260 --> 00:33:47,500 with 4013 00:33:47,560 --> 00:33:47,920 however 4014 00:33:47,920 --> 00:33:48,160 many 4015 00:33:48,160 --> 00:33:48,580 hundreds 4016 00:33:48,580 --> 00:33:49,240 of people 4017 00:33:49,480 --> 00:33:49,960 porn spa 4018 00:33:49,960 --> 00:33:50,200 in the 4019 00:33:50,200 --> 00:33:50,680 background, 4020 00:33:50,680 --> 00:33:51,040 and you're 4021 00:33:51,040 --> 00:33:51,400 trying to 4022 00:33:51,400 --> 00:33:51,700 say it's 4023 00:33:51,700 --> 00:33:52,480 not yours. 4024 00:33:53,920 --> 00:33:54,400 Everyone 4025 00:33:54,400 --> 00:33:54,820 thinks it 4026 00:33:54,820 --> 00:33:57,400 is. Most 4027 00:33:57,400 --> 00:33:58,180 organizations 4028 00:33:58,240 --> 00:33:58,660 equip 4029 00:33:58,660 --> 00:33:58,840 their 4030 00:33:58,840 --> 00:33:59,320 sellers 4031 00:33:59,320 --> 00:33:59,800 with all 4032 00:33:59,800 --> 00:33:59,920 the 4033 00:33:59,920 --> 00:34:00,540 technology 4034 00:34:00,540 --> 00:34:01,020 they need 4035 00:34:01,020 --> 00:34:01,320 to be 4036 00:34:01,320 --> 00:34:02,100 successful. 4037 00:34:02,100 --> 00:34:02,760 Technology 4038 00:34:02,760 --> 00:34:03,000 that 4039 00:34:03,000 --> 00:34:03,480 trebles 4040 00:34:03,480 --> 00:34:03,900 the amount 4041 00:34:03,900 --> 00:34:04,320 of emails 4042 00:34:04,320 --> 00:34:04,620 they can 4043 00:34:04,620 --> 00:34:05,100 send, 4044 00:34:05,100 --> 00:34:05,940 quadruples 4045 00:34:05,940 --> 00:34:06,360 the amount 4046 00:34:06,360 --> 00:34:06,960 of dials 4047 00:34:06,960 --> 00:34:07,320 they can 4048 00:34:07,320 --> 00:34:07,980 make, 4049 00:34:08,040 --> 00:34:08,700 technology 4050 00:34:08,700 --> 00:34:08,880 that 4051 00:34:08,880 --> 00:34:09,300 enables 4052 00:34:09,300 --> 00:34:09,960 you to see 4053 00:34:09,960 --> 00:34:10,380 accounts 4054 00:34:10,380 --> 00:34:10,680 that you 4055 00:34:10,680 --> 00:34:10,860 should 4056 00:34:10,860 --> 00:34:11,340 prospect 4057 00:34:11,340 --> 00:34:11,940 into, 4058 00:34:12,000 --> 00:34:12,420 phone 4059 00:34:12,420 --> 00:34:13,020 numbers at 4060 00:34:13,020 --> 00:34:13,200 your 4061 00:34:13,200 --> 00:34:14,040 fingertips. 4062 00:34:14,040 --> 00:34:14,880 Technology 4063 00:34:14,880 --> 00:34:15,240 to make a 4064 00:34:15,240 --> 00:34:15,900 sales rep 4065 00:34:15,900 --> 00:34:16,440 more 4066 00:34:16,500 --> 00:34:17,040 efficient 4067 00:34:17,040 --> 00:34:17,400 with their 4068 00:34:17,400 --> 00:34:17,820 time. 4069 00:34:17,820 --> 00:34:18,360 Here's the 4070 00:34:18,360 --> 00:34:18,840 missing 4071 00:34:18,840 --> 00:34:19,380 piece, 4072 00:34:19,440 --> 00:34:19,860 actually 4073 00:34:19,860 --> 00:34:20,300 making 4074 00:34:20,300 --> 00:34:20,480 your 4075 00:34:20,480 --> 00:34:20,900 sellers 4076 00:34:20,900 --> 00:34:21,800 better at 4077 00:34:21,800 --> 00:34:22,280 selling 4078 00:34:22,340 --> 00:34:22,940 better at 4079 00:34:22,940 --> 00:34:23,120 their 4080 00:34:23,120 --> 00:34:23,840 profession. 4081 00:34:23,840 --> 00:34:24,260 That's the 4082 00:34:24,260 --> 00:34:24,560 missing 4083 00:34:24,560 --> 00:34:25,280 piece. All 4084 00:34:25,280 --> 00:34:25,460 this 4085 00:34:25,460 --> 00:34:26,240 technology 4086 00:34:26,300 --> 00:34:26,960 is really 4087 00:34:26,960 --> 00:34:27,500 helpful in 4088 00:34:27,500 --> 00:34:28,100 speeding a 4089 00:34:28,100 --> 00:34:28,700 wrap up, 4090 00:34:28,700 --> 00:34:29,300 but none 4091 00:34:29,300 --> 00:34:29,720 of it 4092 00:34:29,720 --> 00:34:30,140 actually 4093 00:34:30,140 --> 00:34:30,620 helps the 4094 00:34:30,620 --> 00:34:31,160 seller get 4095 00:34:31,160 --> 00:34:31,760 better at 4096 00:34:31,760 --> 00:34:31,940 their 4097 00:34:31,940 --> 00:34:32,540 profession. 4098 00:34:32,660 --> 00:34:32,900 That's 4099 00:34:32,900 --> 00:34:33,260 what my 4100 00:34:33,260 --> 00:34:33,620 sales 4101 00:34:33,620 --> 00:34:33,860 coach 4102 00:34:33,860 --> 00:34:34,580 does. We 4103 00:34:34,580 --> 00:34:35,300 work with 4104 00:34:35,300 --> 00:34:35,420 the 4105 00:34:35,420 --> 00:34:36,200 individuals 4106 00:34:36,200 --> 00:34:36,500 in your 4107 00:34:36,500 --> 00:34:37,040 team and 4108 00:34:37,040 --> 00:34:37,280 you as 4109 00:34:37,280 --> 00:34:37,460 their 4110 00:34:37,460 --> 00:34:38,180 leader to 4111 00:34:38,180 --> 00:34:39,020 help them 4112 00:34:39,020 --> 00:34:39,500 become the 4113 00:34:39,500 --> 00:34:39,800 best 4114 00:34:39,800 --> 00:34:40,160 versions 4115 00:34:40,160 --> 00:34:40,280 of 4116 00:34:40,280 --> 00:34:40,720 themselves. 4117 00:34:40,780 --> 00:34:41,200 We have 4118 00:34:41,200 --> 00:34:41,680 coaches 4119 00:34:41,680 --> 00:34:42,220 that work 4120 00:34:42,220 --> 00:34:42,400 with 4121 00:34:42,400 --> 00:34:42,880 sellers 4122 00:34:42,880 --> 00:34:43,660 tactically, 4123 00:34:43,660 --> 00:34:44,140 from 4124 00:34:44,140 --> 00:34:45,100 outbounding, 4125 00:34:45,160 --> 00:34:45,760 Discovery 4126 00:34:45,760 --> 00:34:46,120 calls, 4127 00:34:46,180 --> 00:34:46,720 demos, 4128 00:34:46,720 --> 00:34:47,620 negotiation, 4129 00:34:47,620 --> 00:34:48,160 closing, 4130 00:34:48,160 --> 00:34:48,580 you name 4131 00:34:48,580 --> 00:34:49,060 it, and 4132 00:34:49,060 --> 00:34:49,720 mentally 4133 00:34:49,780 --> 00:34:50,380 impostor 4134 00:34:50,380 --> 00:34:50,980 syndrome, 4135 00:34:51,040 --> 00:34:52,060 anxiety, 4136 00:34:52,060 --> 00:34:52,600 stress and 4137 00:34:52,600 --> 00:34:52,900 weight of 4138 00:34:52,900 --> 00:34:53,620 targets. 4139 00:34:53,680 --> 00:34:53,920 Our 4140 00:34:53,920 --> 00:34:54,580 coaches 4141 00:34:54,580 --> 00:34:55,180 have been 4142 00:34:55,180 --> 00:34:55,600 there and 4143 00:34:55,600 --> 00:34:55,900 done it 4144 00:34:55,900 --> 00:34:56,320 and had 4145 00:34:56,320 --> 00:34:57,460 success in 4146 00:34:57,460 --> 00:34:57,820 those 4147 00:34:57,820 --> 00:34:58,480 roles, 4148 00:34:58,720 --> 00:34:59,380 obviously 4149 00:34:59,560 --> 00:34:59,920 by now. 4150 00:35:00,000 --> 00:35:00,360 Get your 4151 00:35:00,360 --> 00:35:00,600 sales 4152 00:35:00,600 --> 00:35:01,140 confidence. 4153 00:35:01,140 --> 00:35:01,860 You have 4154 00:35:01,860 --> 00:35:02,760 met so 4155 00:35:02,760 --> 00:35:03,300 many sales 4156 00:35:03,300 --> 00:35:03,660 leaders 4157 00:35:03,720 --> 00:35:04,620 and pros. 4158 00:35:04,920 --> 00:35:05,520 Um, there 4159 00:35:05,520 --> 00:35:06,060 must have 4160 00:35:06,060 --> 00:35:06,360 been a 4161 00:35:06,360 --> 00:35:06,780 number of 4162 00:35:06,780 --> 00:35:07,200 times and 4163 00:35:07,200 --> 00:35:07,500 you talk 4164 00:35:07,500 --> 00:35:07,740 about 4165 00:35:07,740 --> 00:35:08,040 people 4166 00:35:08,040 --> 00:35:08,280 just 4167 00:35:08,280 --> 00:35:08,760 messaging 4168 00:35:08,760 --> 00:35:09,060 you and 4169 00:35:09,060 --> 00:35:09,480 asking for 4170 00:35:09,480 --> 00:35:10,020 help, etc. 4171 00:35:10,020 --> 00:35:10,380 But there 4172 00:35:10,440 --> 00:35:10,860 must be a 4173 00:35:10,860 --> 00:35:11,280 number of 4174 00:35:11,280 --> 00:35:11,700 times that 4175 00:35:11,700 --> 00:35:12,000 people 4176 00:35:12,000 --> 00:35:12,300 come to 4177 00:35:12,300 --> 00:35:12,600 you with 4178 00:35:12,600 --> 00:35:13,380 problems 4179 00:35:13,380 --> 00:35:13,560 and 4180 00:35:13,560 --> 00:35:14,280 situations 4181 00:35:14,280 --> 00:35:14,580 that they 4182 00:35:14,580 --> 00:35:15,000 need help 4183 00:35:15,000 --> 00:35:15,360 with. Take 4184 00:35:15,360 --> 00:35:16,020 me through 4185 00:35:16,020 --> 00:35:16,320 some of 4186 00:35:16,320 --> 00:35:16,860 the like 4187 00:35:16,860 --> 00:35:16,980 the 4188 00:35:16,980 --> 00:35:17,640 memorable 4189 00:35:17,640 --> 00:35:18,060 things 4190 00:35:18,060 --> 00:35:18,480 that sales 4191 00:35:18,480 --> 00:35:18,780 leaders 4192 00:35:18,780 --> 00:35:19,200 have come 4193 00:35:19,200 --> 00:35:19,500 to you 4194 00:35:19,500 --> 00:35:19,680 with 4195 00:35:19,680 --> 00:35:20,220 problems 4196 00:35:20,220 --> 00:35:20,400 and 4197 00:35:20,400 --> 00:35:20,540 needing 4198 00:35:20,540 --> 00:35:20,840 help, 4199 00:35:20,900 --> 00:35:21,140 yeah. 4200 00:35:21,140 --> 00:35:21,200 James Ski: I 4201 00:35:21,200 --> 00:35:21,560 mean, it's 4202 00:35:21,560 --> 00:35:21,740 been 4203 00:35:21,740 --> 00:35:22,340 interesting. 4204 00:35:22,340 --> 00:35:22,880 I think, 4205 00:35:22,880 --> 00:35:23,420 you know, 4206 00:35:23,480 --> 00:35:24,740 reputationally 4207 00:35:24,860 --> 00:35:25,100 And 4208 00:35:25,100 --> 00:35:25,880 arguably, 4209 00:35:26,120 --> 00:35:26,420 you know, 4210 00:35:26,420 --> 00:35:26,720 I'm 4211 00:35:26,720 --> 00:35:27,080 probably 4212 00:35:27,080 --> 00:35:27,500 one of the 4213 00:35:27,500 --> 00:35:27,680 most 4214 00:35:27,680 --> 00:35:28,220 connected 4215 00:35:28,220 --> 00:35:28,700 to sales 4216 00:35:28,700 --> 00:35:29,420 leaders in 4217 00:35:29,420 --> 00:35:30,200 the UK. 4218 00:35:31,760 --> 00:35:33,140 And I 4219 00:35:33,140 --> 00:35:34,040 think in 4220 00:35:34,040 --> 00:35:34,520 recent 4221 00:35:34,520 --> 00:35:35,300 years, 4222 00:35:35,360 --> 00:35:36,080 particularly 4223 00:35:36,080 --> 00:35:36,620 after the 4224 00:35:36,680 --> 00:35:37,340 tech boom, 4225 00:35:37,340 --> 00:35:37,640 post 4226 00:35:37,640 --> 00:35:38,060 COVID. You 4227 00:35:38,060 --> 00:35:38,360 know, when 4228 00:35:38,360 --> 00:35:38,600 every 4229 00:35:38,660 --> 00:35:39,560 digitalization 4230 00:35:39,560 --> 00:35:39,740 got 4231 00:35:39,740 --> 00:35:40,580 accelerated, 4232 00:35:41,240 --> 00:35:41,740 everything 4233 00:35:41,740 --> 00:35:42,160 in SaaS 4234 00:35:42,160 --> 00:35:42,340 was 4235 00:35:42,340 --> 00:35:42,820 booming. 4236 00:35:42,820 --> 00:35:43,060 You know, 4237 00:35:43,360 --> 00:35:43,600 sales 4238 00:35:43,600 --> 00:35:43,900 leaders 4239 00:35:43,900 --> 00:35:44,020 were 4240 00:35:44,020 --> 00:35:44,320 winning. 4241 00:35:44,320 --> 00:35:44,740 Was great. 4242 00:35:44,740 --> 00:35:45,100 And then 4243 00:35:45,100 --> 00:35:45,580 obviously 4244 00:35:45,580 --> 00:35:46,120 we had the 4245 00:35:46,120 --> 00:35:46,600 crash and 4246 00:35:46,600 --> 00:35:46,720 the 4247 00:35:46,720 --> 00:35:47,560 redundancies 4248 00:35:47,560 --> 00:35:47,860 and the 4249 00:35:47,860 --> 00:35:48,640 cuts and, 4250 00:35:48,880 --> 00:35:49,120 you know, 4251 00:35:49,120 --> 00:35:49,600 the drive 4252 00:35:49,600 --> 00:35:50,380 from VCs 4253 00:35:50,500 --> 00:35:50,620 to 4254 00:35:50,620 --> 00:35:51,220 efficiency 4255 00:35:51,220 --> 00:35:51,400 and 4256 00:35:51,400 --> 00:35:51,760 profit. 4257 00:35:51,760 --> 00:35:52,360 Hello, 4258 00:35:52,360 --> 00:35:52,780 like, you 4259 00:35:52,780 --> 00:35:52,900 know, 4260 00:35:52,900 --> 00:35:53,260 business 4261 00:35:53,260 --> 00:35:53,740 has got to 4262 00:35:53,740 --> 00:35:53,860 be 4263 00:35:53,860 --> 00:35:54,460 profitable. 4264 00:35:54,460 --> 00:35:54,640 And 4265 00:35:54,640 --> 00:35:55,120 really, 4266 00:35:55,180 --> 00:35:55,540 you know, 4267 00:35:55,540 --> 00:35:56,260 a lot of 4268 00:35:56,260 --> 00:35:57,520 VPs and 4269 00:35:57,520 --> 00:35:57,760 sales 4270 00:35:57,760 --> 00:35:58,060 leaders 4271 00:35:58,060 --> 00:35:58,480 lost their 4272 00:35:58,480 --> 00:35:58,960 jobs. A 4273 00:35:59,440 --> 00:35:59,740 lot of 4274 00:35:59,740 --> 00:36:00,100 people 4275 00:36:00,100 --> 00:36:00,660 considered 4276 00:36:00,660 --> 00:36:00,900 like 4277 00:36:00,900 --> 00:36:01,800 fractional 4278 00:36:01,800 --> 00:36:02,100 and 4279 00:36:02,100 --> 00:36:02,640 flexible 4280 00:36:02,640 --> 00:36:02,940 working. 4281 00:36:02,940 --> 00:36:03,240 There's a 4282 00:36:03,240 --> 00:36:03,660 lot more 4283 00:36:03,660 --> 00:36:03,960 of that 4284 00:36:03,960 --> 00:36:04,260 now 4285 00:36:04,260 --> 00:36:04,740 available. 4286 00:36:04,740 --> 00:36:05,280 But you 4287 00:36:05,280 --> 00:36:05,580 know, when 4288 00:36:05,580 --> 00:36:06,000 you've got 4289 00:36:06,000 --> 00:36:06,240 high 4290 00:36:06,240 --> 00:36:07,080 outgoings 4291 00:36:07,260 --> 00:36:07,740 and you're 4292 00:36:07,740 --> 00:36:08,220 used to 4293 00:36:08,220 --> 00:36:08,520 high 4294 00:36:08,520 --> 00:36:08,820 income, 4295 00:36:08,820 --> 00:36:09,120 you need 4296 00:36:09,120 --> 00:36:10,200 to find 4297 00:36:10,200 --> 00:36:10,500 your way. 4298 00:36:10,500 --> 00:36:11,820 So I think 4299 00:36:11,880 --> 00:36:12,240 you know, 4300 00:36:12,240 --> 00:36:12,900 particularly 4301 00:36:12,900 --> 00:36:13,200 the last 4302 00:36:13,200 --> 00:36:13,500 1218, 4303 00:36:13,740 --> 00:36:14,280 months, a 4304 00:36:14,280 --> 00:36:14,580 lot of 4305 00:36:14,580 --> 00:36:14,880 sales 4306 00:36:14,880 --> 00:36:15,240 leaders 4307 00:36:15,240 --> 00:36:15,360 have 4308 00:36:15,360 --> 00:36:15,720 reached 4309 00:36:15,720 --> 00:36:17,280 out. You 4310 00:36:17,280 --> 00:36:17,520 know, 4311 00:36:17,760 --> 00:36:18,000 they've 4312 00:36:18,000 --> 00:36:18,420 not been 4313 00:36:18,420 --> 00:36:18,900 in work 4314 00:36:18,900 --> 00:36:19,320 for six 4315 00:36:19,320 --> 00:36:19,920 months, 4316 00:36:20,520 --> 00:36:21,320 and it's 4317 00:36:21,320 --> 00:36:21,620 really 4318 00:36:21,620 --> 00:36:22,040 getting to 4319 00:36:22,040 --> 00:36:23,000 them, and 4320 00:36:23,060 --> 00:36:24,140 they lose 4321 00:36:24,140 --> 00:36:24,320 their 4322 00:36:24,320 --> 00:36:25,040 confidence, 4323 00:36:25,100 --> 00:36:25,400 you know, 4324 00:36:25,400 --> 00:36:25,760 they're 4325 00:36:25,760 --> 00:36:26,360 struggling 4326 00:36:26,360 --> 00:36:26,540 to 4327 00:36:26,540 --> 00:36:27,260 understand 4328 00:36:27,260 --> 00:36:27,500 how 4329 00:36:27,500 --> 00:36:27,680 they're 4330 00:36:27,680 --> 00:36:27,860 not 4331 00:36:27,860 --> 00:36:28,520 valuable 4332 00:36:28,520 --> 00:36:28,820 to 4333 00:36:28,820 --> 00:36:29,360 someone. 4334 00:36:30,020 --> 00:36:30,320 Their 4335 00:36:30,320 --> 00:36:30,800 imposter 4336 00:36:30,800 --> 00:36:31,460 syndrome 4337 00:36:31,460 --> 00:36:32,120 starts to 4338 00:36:32,120 --> 00:36:32,480 increase, 4339 00:36:32,480 --> 00:36:32,780 and they 4340 00:36:32,780 --> 00:36:33,020 think, 4341 00:36:33,020 --> 00:36:33,200 well, 4342 00:36:33,200 --> 00:36:33,560 maybe I'm 4343 00:36:33,560 --> 00:36:33,920 not right 4344 00:36:33,920 --> 00:36:34,220 for this. 4345 00:36:34,220 --> 00:36:34,460 Maybe 4346 00:36:34,460 --> 00:36:34,760 sales 4347 00:36:34,760 --> 00:36:35,060 isn't a 4348 00:36:35,060 --> 00:36:35,480 career for 4349 00:36:35,480 --> 00:36:36,560 me, and 4350 00:36:36,560 --> 00:36:37,160 I've 4351 00:36:37,160 --> 00:36:38,120 noticed a 4352 00:36:38,120 --> 00:36:38,840 lot of 4353 00:36:38,840 --> 00:36:40,040 that in 4354 00:36:40,040 --> 00:36:41,500 2024 and 4355 00:36:41,500 --> 00:36:41,800 the back 4356 00:36:41,800 --> 00:36:42,100 end of 4357 00:36:42,100 --> 00:36:42,400 2023 4358 00:36:42,880 --> 00:36:43,600 particularly. 4359 00:36:44,140 --> 00:36:45,040 And so for 4360 00:36:45,040 --> 00:36:46,780 me, I 4361 00:36:46,780 --> 00:36:47,140 would like 4362 00:36:47,140 --> 00:36:47,500 to think 4363 00:36:47,500 --> 00:36:48,100 of myself 4364 00:36:48,100 --> 00:36:49,180 as like a 4365 00:36:49,180 --> 00:36:49,780 confidence 4366 00:36:49,780 --> 00:36:50,260 boosting 4367 00:36:50,260 --> 00:36:51,220 mirror. If 4368 00:36:51,220 --> 00:36:51,640 you talk 4369 00:36:51,640 --> 00:36:52,000 to me, 4370 00:36:52,000 --> 00:36:52,360 you've got 4371 00:36:52,360 --> 00:36:52,960 a problem, 4372 00:36:52,960 --> 00:36:53,620 or you 4373 00:36:53,620 --> 00:36:53,800 don't 4374 00:36:53,800 --> 00:36:54,040 think 4375 00:36:54,040 --> 00:36:54,220 you're 4376 00:36:54,220 --> 00:36:54,640 doing well 4377 00:36:54,640 --> 00:36:54,940 right now, 4378 00:36:54,940 --> 00:36:55,300 you're not 4379 00:36:55,300 --> 00:36:55,480 good 4380 00:36:55,480 --> 00:36:55,780 enough. I 4381 00:36:55,780 --> 00:36:56,260 just want 4382 00:36:56,260 --> 00:36:56,620 to point 4383 00:36:56,620 --> 00:36:56,860 out all 4384 00:36:56,860 --> 00:36:57,220 the great 4385 00:36:57,220 --> 00:36:57,460 things 4386 00:36:57,460 --> 00:36:57,820 about you, 4387 00:36:57,820 --> 00:36:58,480 to remind 4388 00:36:58,480 --> 00:36:59,260 you that 4389 00:36:59,260 --> 00:36:59,440 you're 4390 00:36:59,440 --> 00:36:59,980 fantastic 4391 00:36:59,980 --> 00:37:00,240 at what 4392 00:37:00,240 --> 00:37:00,540 you do, 4393 00:37:00,540 --> 00:37:00,720 you're 4394 00:37:01,080 --> 00:37:01,500 going to 4395 00:37:01,500 --> 00:37:01,620 be 4396 00:37:01,620 --> 00:37:02,160 successful. 4397 00:37:02,160 --> 00:37:02,580 You will 4398 00:37:02,580 --> 00:37:03,000 figure it 4399 00:37:03,000 --> 00:37:03,420 out, and 4400 00:37:03,420 --> 00:37:03,720 you will 4401 00:37:03,720 --> 00:37:04,080 get there. 4402 00:37:04,080 --> 00:37:04,560 I'll give 4403 00:37:04,560 --> 00:37:04,740 you a 4404 00:37:04,740 --> 00:37:04,980 prime 4405 00:37:04,980 --> 00:37:05,460 example. 4406 00:37:05,460 --> 00:37:05,820 Like, you 4407 00:37:05,820 --> 00:37:05,940 know, 4408 00:37:05,940 --> 00:37:06,120 we're 4409 00:37:06,120 --> 00:37:06,420 doing 4410 00:37:06,420 --> 00:37:08,100 this. We 4411 00:37:08,100 --> 00:37:08,520 offer at 4412 00:37:08,520 --> 00:37:08,760 sales 4413 00:37:08,760 --> 00:37:09,300 confidence 4414 00:37:09,300 --> 00:37:10,380 2.0 I'm 4415 00:37:10,380 --> 00:37:10,980 kind of 4416 00:37:11,820 --> 00:37:12,300 coining it 4417 00:37:12,300 --> 00:37:12,960 right now. 4418 00:37:13,260 --> 00:37:13,800 We help 4419 00:37:13,980 --> 00:37:14,520 companies 4420 00:37:14,520 --> 00:37:14,760 hire 4421 00:37:14,760 --> 00:37:15,420 salespeople, 4422 00:37:15,420 --> 00:37:15,720 and we 4423 00:37:15,720 --> 00:37:15,960 help 4424 00:37:15,960 --> 00:37:16,500 salespeople 4425 00:37:16,500 --> 00:37:17,040 get jobs. 4426 00:37:17,040 --> 00:37:17,580 And I had 4427 00:37:17,580 --> 00:37:18,060 a guy on 4428 00:37:18,060 --> 00:37:18,180 an 4429 00:37:18,180 --> 00:37:18,660 assessment 4430 00:37:18,720 --> 00:37:19,620 day the 4431 00:37:19,620 --> 00:37:19,980 other day 4432 00:37:19,980 --> 00:37:20,360 for 4433 00:37:20,360 --> 00:37:21,140 graduates. 4434 00:37:21,140 --> 00:37:22,880 He was for 4435 00:37:22,880 --> 00:37:23,180 looking 4436 00:37:23,180 --> 00:37:24,140 for an SDR 4437 00:37:24,140 --> 00:37:25,160 role. He 4438 00:37:25,160 --> 00:37:27,200 was 35 and 4439 00:37:27,200 --> 00:37:27,860 he wanted 4440 00:37:27,860 --> 00:37:28,340 an SDR 4441 00:37:28,340 --> 00:37:29,000 role. And 4442 00:37:29,000 --> 00:37:29,600 afterwards, 4443 00:37:29,600 --> 00:37:30,080 I said, 4444 00:37:30,200 --> 00:37:30,860 Listen, we 4445 00:37:30,860 --> 00:37:31,160 need to 4446 00:37:31,160 --> 00:37:31,760 talk like, 4447 00:37:31,760 --> 00:37:32,000 what's 4448 00:37:32,180 --> 00:37:32,360 your 4449 00:37:32,360 --> 00:37:32,840 situation? 4450 00:37:32,840 --> 00:37:33,140 Give me 4451 00:37:33,140 --> 00:37:33,260 the 4452 00:37:33,260 --> 00:37:33,740 background. 4453 00:37:33,800 --> 00:37:34,100 And he 4454 00:37:34,100 --> 00:37:34,400 gave me 4455 00:37:34,400 --> 00:37:34,520 the 4456 00:37:34,520 --> 00:37:35,000 background. 4457 00:37:35,000 --> 00:37:35,300 He had 4458 00:37:35,300 --> 00:37:35,480 some 4459 00:37:35,480 --> 00:37:35,960 challenges, 4460 00:37:35,960 --> 00:37:36,320 life, 4461 00:37:36,320 --> 00:37:36,980 family, 4462 00:37:36,980 --> 00:37:37,820 business. 4463 00:37:38,720 --> 00:37:39,020 And he 4464 00:37:39,020 --> 00:37:39,740 said, You 4465 00:37:39,740 --> 00:37:41,260 know, I 4466 00:37:41,320 --> 00:37:42,040 transitioned. 4467 00:37:42,040 --> 00:37:42,400 I've kept 4468 00:37:42,400 --> 00:37:42,640 doing 4469 00:37:42,640 --> 00:37:43,180 these SDR 4470 00:37:43,180 --> 00:37:43,420 roles. 4471 00:37:43,420 --> 00:37:43,840 Every time 4472 00:37:43,840 --> 00:37:44,140 I've got 4473 00:37:44,140 --> 00:37:44,620 an SDR 4474 00:37:44,620 --> 00:37:45,160 job, they 4475 00:37:45,160 --> 00:37:45,400 keep 4476 00:37:45,400 --> 00:37:45,700 telling 4477 00:37:45,700 --> 00:37:45,940 me, I'm 4478 00:37:45,940 --> 00:37:46,180 gonna 4479 00:37:46,180 --> 00:37:46,600 become an 4480 00:37:46,600 --> 00:37:47,860 AE. I've 4481 00:37:47,860 --> 00:37:48,400 led teams 4482 00:37:48,400 --> 00:37:48,640 in the 4483 00:37:48,760 --> 00:37:49,420 past, but 4484 00:37:49,420 --> 00:37:49,780 it's not 4485 00:37:49,780 --> 00:37:50,260 happening. 4486 00:37:51,160 --> 00:37:51,520 I said, So 4487 00:37:51,520 --> 00:37:51,760 what are 4488 00:37:51,760 --> 00:37:51,880 you 4489 00:37:51,880 --> 00:37:52,240 applying 4490 00:37:52,240 --> 00:37:52,660 for right 4491 00:37:52,660 --> 00:37:52,840 now? I 4492 00:37:52,840 --> 00:37:53,440 said, I'm 4493 00:37:53,440 --> 00:37:53,800 applying 4494 00:37:53,800 --> 00:37:54,100 for more 4495 00:37:54,100 --> 00:37:54,880 SDR jobs. 4496 00:37:54,880 --> 00:37:55,120 I said, 4497 00:37:55,120 --> 00:37:55,840 No, you're 4498 00:37:55,840 --> 00:37:56,380 an AE. In 4499 00:37:56,380 --> 00:37:56,620 fact, 4500 00:37:56,620 --> 00:37:56,860 you're a 4501 00:37:56,860 --> 00:37:57,340 leader. 4502 00:37:57,400 --> 00:37:57,760 But you 4503 00:37:57,760 --> 00:37:58,060 know, if 4504 00:37:58,060 --> 00:37:58,420 you're not 4505 00:37:58,420 --> 00:37:58,660 quite 4506 00:37:58,660 --> 00:37:59,260 comfortable 4507 00:37:59,260 --> 00:37:59,680 and ready 4508 00:37:59,680 --> 00:38:00,100 to go back 4509 00:38:00,100 --> 00:38:00,220 to 4510 00:38:00,220 --> 00:38:00,640 leadership, 4511 00:38:00,700 --> 00:38:00,880 like, 4512 00:38:00,880 --> 00:38:01,380 focus on 4513 00:38:01,380 --> 00:38:01,740 an age of 4514 00:38:01,740 --> 00:38:02,100 and he's 4515 00:38:02,100 --> 00:38:02,460 like, God, 4516 00:38:02,460 --> 00:38:02,820 you're so 4517 00:38:02,820 --> 00:38:03,120 right. 4518 00:38:03,120 --> 00:38:03,480 What am I 4519 00:38:03,480 --> 00:38:04,440 doing? And 4520 00:38:04,440 --> 00:38:04,860 sometimes 4521 00:38:04,860 --> 00:38:05,220 just, you 4522 00:38:05,220 --> 00:38:05,340 know, 4523 00:38:05,340 --> 00:38:05,640 people 4524 00:38:05,640 --> 00:38:06,240 need that 4525 00:38:06,240 --> 00:38:06,840 little 4526 00:38:07,500 --> 00:38:08,160 confidence 4527 00:38:08,160 --> 00:38:08,940 boost or 4528 00:38:08,940 --> 00:38:09,480 little bit 4529 00:38:09,480 --> 00:38:09,660 of a 4530 00:38:09,660 --> 00:38:10,260 reminder 4531 00:38:10,260 --> 00:38:10,440 that 4532 00:38:10,440 --> 00:38:10,620 you're 4533 00:38:10,620 --> 00:38:11,040 good. And 4534 00:38:11,040 --> 00:38:11,220 I have 4535 00:38:11,220 --> 00:38:11,880 experienced 4536 00:38:11,880 --> 00:38:12,300 it where I 4537 00:38:12,300 --> 00:38:12,600 just, 4538 00:38:12,840 --> 00:38:13,260 especially 4539 00:38:13,260 --> 00:38:13,560 when I'm 4540 00:38:13,560 --> 00:38:13,980 depressed, 4541 00:38:13,980 --> 00:38:14,220 like, I 4542 00:38:14,220 --> 00:38:14,460 just 4543 00:38:14,460 --> 00:38:14,940 forget 4544 00:38:14,940 --> 00:38:15,300 what I've 4545 00:38:15,300 --> 00:38:15,660 achieved 4546 00:38:15,660 --> 00:38:16,020 and what 4547 00:38:16,020 --> 00:38:16,620 I've what 4548 00:38:16,620 --> 00:38:16,980 I'm good 4549 00:38:16,980 --> 00:38:17,520 at. And, 4550 00:38:17,820 --> 00:38:18,060 you know, 4551 00:38:18,060 --> 00:38:18,180 you 4552 00:38:18,180 --> 00:38:18,540 wallow, 4553 00:38:18,540 --> 00:38:18,900 don't you, 4554 00:38:18,900 --> 00:38:19,500 and you 4555 00:38:19,500 --> 00:38:19,980 just then 4556 00:38:19,980 --> 00:38:20,480 stop 4557 00:38:20,480 --> 00:38:20,780 putting 4558 00:38:20,780 --> 00:38:21,140 yourself 4559 00:38:21,140 --> 00:38:21,440 out there. 4560 00:38:22,100 --> 00:38:22,640 So yeah, 4561 00:38:22,640 --> 00:38:23,060 that's, 4562 00:38:23,060 --> 00:38:23,540 that's 4563 00:38:23,600 --> 00:38:23,960 kind of 4564 00:38:23,960 --> 00:38:24,560 anecdotally, 4565 00:38:24,560 --> 00:38:24,860 some of 4566 00:38:24,860 --> 00:38:25,220 the things 4567 00:38:25,220 --> 00:38:25,760 I've seen 4568 00:38:25,880 --> 00:38:26,180 in the 4569 00:38:26,180 --> 00:38:26,960 last 1218, 4570 00:38:27,200 --> 00:38:27,680 months. 4571 00:38:27,740 --> 00:38:27,920 Mark Ackers: And 4572 00:38:27,920 --> 00:38:28,520 it's nice 4573 00:38:28,520 --> 00:38:28,940 that you 4574 00:38:28,940 --> 00:38:29,300 take the 4575 00:38:29,300 --> 00:38:30,320 time to 4576 00:38:30,320 --> 00:38:30,560 help 4577 00:38:30,560 --> 00:38:32,180 people, if 4578 00:38:32,180 --> 00:38:32,600 I may. 4579 00:38:32,660 --> 00:38:33,200 Maybe it 4580 00:38:33,200 --> 00:38:33,680 comes from 4581 00:38:33,680 --> 00:38:34,160 a place of 4582 00:38:34,220 --> 00:38:34,580 that's the 4583 00:38:34,580 --> 00:38:35,300 help you 4584 00:38:35,300 --> 00:38:35,780 wanted to 4585 00:38:35,780 --> 00:38:36,380 have early 4586 00:38:36,380 --> 00:38:36,800 on in your 4587 00:38:36,800 --> 00:38:37,040 career. 4588 00:38:37,040 --> 00:38:37,580 Completely. 4589 00:38:37,580 --> 00:38:38,000 What about 4590 00:38:38,000 --> 00:38:38,360 yourself 4591 00:38:38,360 --> 00:38:38,480 now, 4592 00:38:38,480 --> 00:38:38,660 though, 4593 00:38:38,660 --> 00:38:38,900 like, 4594 00:38:38,900 --> 00:38:39,380 obviously, 4595 00:38:39,380 --> 00:38:39,860 you're a 4596 00:38:39,860 --> 00:38:40,420 founder of 4597 00:38:40,420 --> 00:38:40,720 your own 4598 00:38:40,720 --> 00:38:41,080 business? 4599 00:38:41,080 --> 00:38:41,260 Well, 4600 00:38:41,260 --> 00:38:41,560 mobile 4601 00:38:41,560 --> 00:38:41,920 business. 4602 00:38:41,920 --> 00:38:42,340 We go back 4603 00:38:42,340 --> 00:38:42,640 to that 4604 00:38:42,640 --> 00:38:43,180 intro that 4605 00:38:43,180 --> 00:38:43,660 was bloody 4606 00:38:43,660 --> 00:38:44,080 hard work 4607 00:38:44,080 --> 00:38:44,380 to get 4608 00:38:44,380 --> 00:38:44,560 through. 4609 00:38:44,560 --> 00:38:44,800 Yeah. Who 4610 00:38:45,100 --> 00:38:45,340 do you 4611 00:38:45,340 --> 00:38:45,640 turn to? 4612 00:38:45,640 --> 00:38:46,120 Obviously, 4613 00:38:46,120 --> 00:38:46,540 mentioned 4614 00:38:46,540 --> 00:38:46,840 Simon 4615 00:38:46,840 --> 00:38:47,140 Squibb, 4616 00:38:47,140 --> 00:38:47,440 but I'm 4617 00:38:47,440 --> 00:38:47,800 guessing 4618 00:38:47,800 --> 00:38:48,160 he's not 4619 00:38:48,160 --> 00:38:48,520 someone 4620 00:38:48,520 --> 00:38:48,640 you 4621 00:38:48,640 --> 00:38:48,940 couldn't 4622 00:38:48,940 --> 00:38:49,360 contact. 4623 00:38:49,360 --> 00:38:50,140 Regular, 4624 00:38:50,140 --> 00:38:50,500 sure. 4625 00:38:50,560 --> 00:38:50,980 Yeah. So 4626 00:38:51,040 --> 00:38:51,400 who, who 4627 00:38:51,520 --> 00:38:51,760 do you 4628 00:38:51,760 --> 00:38:52,060 turn to 4629 00:38:52,060 --> 00:38:52,420 for help? 4630 00:38:52,420 --> 00:38:52,720 Because 4631 00:38:52,720 --> 00:38:53,140 it's quite 4632 00:38:53,140 --> 00:38:53,500 a lonely 4633 00:38:53,500 --> 00:38:53,800 place 4634 00:38:53,800 --> 00:38:54,100 being a 4635 00:38:54,100 --> 00:38:54,460 founder. 4636 00:38:54,460 --> 00:38:54,760 Yeah, 4637 00:38:54,760 --> 00:38:55,000 James Ski: it 4638 00:38:55,000 --> 00:38:55,660 is. It's 4639 00:38:55,660 --> 00:38:55,780 an 4640 00:38:55,780 --> 00:38:56,500 interesting 4641 00:38:56,500 --> 00:38:56,980 one. Do 4642 00:38:56,980 --> 00:38:57,220 you know 4643 00:38:57,220 --> 00:38:57,640 what I've 4644 00:38:57,640 --> 00:38:58,120 struggled 4645 00:38:58,120 --> 00:38:58,480 with that? 4646 00:38:58,480 --> 00:38:58,840 I actually 4647 00:38:58,840 --> 00:38:59,020 have a 4648 00:38:59,020 --> 00:39:01,320 list of I 4649 00:39:01,320 --> 00:39:01,740 call it my 4650 00:39:01,740 --> 00:39:02,640 dream 20. 4651 00:39:02,640 --> 00:39:02,880 It's a 4652 00:39:02,880 --> 00:39:03,480 list of 4653 00:39:03,540 --> 00:39:03,780 what I 4654 00:39:03,780 --> 00:39:04,440 consider 4655 00:39:04,500 --> 00:39:05,340 the most 4656 00:39:05,880 --> 00:39:06,600 interesting, 4657 00:39:06,600 --> 00:39:07,140 successful 4658 00:39:07,140 --> 00:39:07,800 entrepreneurs 4659 00:39:07,800 --> 00:39:08,040 on the 4660 00:39:08,040 --> 00:39:08,400 planet. 4661 00:39:08,880 --> 00:39:09,000 I've 4662 00:39:09,000 --> 00:39:09,300 actually 4663 00:39:09,300 --> 00:39:09,900 met half 4664 00:39:09,900 --> 00:39:10,260 of them, 4665 00:39:10,440 --> 00:39:10,740 pretty 4666 00:39:10,740 --> 00:39:11,040 cool. 4667 00:39:11,700 --> 00:39:12,180 Like, you 4668 00:39:12,180 --> 00:39:12,420 know, I've 4669 00:39:12,420 --> 00:39:13,200 got photos 4670 00:39:13,200 --> 00:39:13,620 with them, 4671 00:39:14,160 --> 00:39:14,700 and I've 4672 00:39:14,700 --> 00:39:15,180 interacted 4673 00:39:15,180 --> 00:39:15,540 with them, 4674 00:39:15,540 --> 00:39:16,020 and I want 4675 00:39:16,020 --> 00:39:16,140 to 4676 00:39:16,140 --> 00:39:16,620 eventually 4677 00:39:16,620 --> 00:39:16,920 meet all 4678 00:39:16,920 --> 00:39:17,220 of them, 4679 00:39:17,220 --> 00:39:17,640 and I go 4680 00:39:17,640 --> 00:39:17,940 on their 4681 00:39:17,940 --> 00:39:18,480 courses, I 4682 00:39:18,480 --> 00:39:18,900 read their 4683 00:39:18,900 --> 00:39:19,380 books. 4684 00:39:19,800 --> 00:39:20,720 Like, it's 4685 00:39:20,720 --> 00:39:20,960 a good 4686 00:39:20,960 --> 00:39:21,440 question. 4687 00:39:21,440 --> 00:39:21,800 I mean, to 4688 00:39:21,800 --> 00:39:22,280 be honest, 4689 00:39:22,280 --> 00:39:22,640 I have to 4690 00:39:22,940 --> 00:39:23,420 well admit 4691 00:39:23,420 --> 00:39:23,780 I'll call 4692 00:39:23,780 --> 00:39:24,260 out. I'll 4693 00:39:24,260 --> 00:39:24,860 call out. 4694 00:39:25,760 --> 00:39:26,180 You know, 4695 00:39:26,180 --> 00:39:26,840 your co 4696 00:39:26,840 --> 00:39:27,140 founder, 4697 00:39:27,140 --> 00:39:27,500 Kevin, 4698 00:39:27,980 --> 00:39:29,180 like he, 4699 00:39:29,240 --> 00:39:29,720 over the 4700 00:39:29,720 --> 00:39:31,100 years, has 4701 00:39:31,100 --> 00:39:31,400 been 4702 00:39:31,400 --> 00:39:31,880 someone it 4703 00:39:31,880 --> 00:39:32,180 doesn't 4704 00:39:32,180 --> 00:39:32,540 matter if 4705 00:39:32,540 --> 00:39:32,900 I'm doing 4706 00:39:32,900 --> 00:39:33,320 well or 4707 00:39:33,320 --> 00:39:34,880 I'm not, I 4708 00:39:34,880 --> 00:39:35,300 can just 4709 00:39:35,300 --> 00:39:35,600 chat to 4710 00:39:35,600 --> 00:39:37,460 him and he 4711 00:39:37,460 --> 00:39:37,880 he will 4712 00:39:37,880 --> 00:39:38,300 just hear 4713 00:39:38,300 --> 00:39:38,780 me out. 4714 00:39:39,260 --> 00:39:39,800 And so I 4715 00:39:39,800 --> 00:39:40,300 think I've 4716 00:39:40,300 --> 00:39:40,900 built out 4717 00:39:40,960 --> 00:39:41,860 a group of 4718 00:39:41,860 --> 00:39:42,700 people 4719 00:39:43,000 --> 00:39:43,720 who, at 4720 00:39:43,720 --> 00:39:44,800 any time, 4721 00:39:44,800 --> 00:39:45,400 I can just 4722 00:39:45,400 --> 00:39:46,120 call them, 4723 00:39:46,180 --> 00:39:46,480 and it 4724 00:39:46,480 --> 00:39:46,840 doesn't 4725 00:39:46,840 --> 00:39:47,200 matter if 4726 00:39:47,200 --> 00:39:47,560 it's good, 4727 00:39:47,560 --> 00:39:47,980 it doesn't 4728 00:39:47,980 --> 00:39:48,340 matter if 4729 00:39:48,340 --> 00:39:48,700 it's bad, 4730 00:39:49,120 --> 00:39:49,300 they're 4731 00:39:49,300 --> 00:39:49,540 just 4732 00:39:49,540 --> 00:39:49,960 giving me 4733 00:39:49,960 --> 00:39:50,500 that time. 4734 00:39:50,740 --> 00:39:51,340 So I think 4735 00:39:51,340 --> 00:39:51,820 I've built 4736 00:39:51,820 --> 00:39:52,180 like I 4737 00:39:52,180 --> 00:39:52,540 wouldn't 4738 00:39:52,540 --> 00:39:52,840 say it's 4739 00:39:52,840 --> 00:39:53,020 one 4740 00:39:53,020 --> 00:39:53,560 particular 4741 00:39:53,560 --> 00:39:54,160 person. I 4742 00:39:54,160 --> 00:39:54,460 would say 4743 00:39:54,460 --> 00:39:54,700 it's a 4744 00:39:54,700 --> 00:39:55,240 group of 4745 00:39:55,240 --> 00:39:56,320 individuals 4746 00:39:56,680 --> 00:39:57,400 who know 4747 00:39:57,400 --> 00:39:58,060 me, know 4748 00:39:58,060 --> 00:39:58,240 my 4749 00:39:58,240 --> 00:39:58,900 history, 4750 00:39:58,900 --> 00:39:59,140 know my 4751 00:39:59,140 --> 00:39:59,620 challenges, 4752 00:39:59,620 --> 00:39:59,920 with my. 4753 00:40:00,000 --> 00:40:00,360 Mental 4754 00:40:00,360 --> 00:40:00,720 Health. 4755 00:40:01,200 --> 00:40:02,820 And, you 4756 00:40:02,820 --> 00:40:03,120 know, it's 4757 00:40:03,120 --> 00:40:03,420 really 4758 00:40:03,420 --> 00:40:03,600 nice, 4759 00:40:03,600 --> 00:40:03,900 actually. 4760 00:40:03,900 --> 00:40:04,080 They're 4761 00:40:04,080 --> 00:40:04,800 just happy 4762 00:40:04,800 --> 00:40:05,280 to hear me 4763 00:40:05,280 --> 00:40:05,880 out and 4764 00:40:05,880 --> 00:40:06,540 just happy 4765 00:40:06,540 --> 00:40:07,140 to say, 4766 00:40:07,740 --> 00:40:08,040 well, you 4767 00:40:08,040 --> 00:40:08,400 know, take 4768 00:40:08,400 --> 00:40:08,760 your time, 4769 00:40:08,760 --> 00:40:09,120 think it 4770 00:40:09,120 --> 00:40:10,440 over. And 4771 00:40:10,440 --> 00:40:11,340 so, yeah, 4772 00:40:11,340 --> 00:40:11,640 it's a 4773 00:40:11,640 --> 00:40:12,000 group of 4774 00:40:12,000 --> 00:40:12,900 individuals 4775 00:40:12,900 --> 00:40:13,800 that I've 4776 00:40:13,800 --> 00:40:14,160 got to 4777 00:40:14,160 --> 00:40:14,520 know over 4778 00:40:14,520 --> 00:40:14,880 the years 4779 00:40:14,880 --> 00:40:15,120 who I'm 4780 00:40:15,120 --> 00:40:15,720 comfortable 4781 00:40:15,720 --> 00:40:16,140 sharing my 4782 00:40:16,140 --> 00:40:16,620 challenges 4783 00:40:16,620 --> 00:40:17,400 with, as 4784 00:40:17,400 --> 00:40:17,700 well as 4785 00:40:17,700 --> 00:40:18,240 some very 4786 00:40:18,240 --> 00:40:18,660 close 4787 00:40:18,660 --> 00:40:19,200 mates that 4788 00:40:19,200 --> 00:40:19,560 I'm happy 4789 00:40:19,560 --> 00:40:19,860 to talk 4790 00:40:19,860 --> 00:40:20,100 to. So 4791 00:40:20,100 --> 00:40:20,720 let's talk 4792 00:40:20,720 --> 00:40:20,960 Mark Ackers: about 4793 00:40:20,960 --> 00:40:21,380 this list. 4794 00:40:21,380 --> 00:40:21,620 You say 4795 00:40:21,620 --> 00:40:22,220 you got 20 4796 00:40:22,220 --> 00:40:22,640 people on 4797 00:40:22,640 --> 00:40:22,820 there. 4798 00:40:22,820 --> 00:40:23,240 This feels 4799 00:40:23,240 --> 00:40:23,420 like 4800 00:40:23,420 --> 00:40:23,720 another 4801 00:40:23,720 --> 00:40:24,020 social 4802 00:40:24,020 --> 00:40:24,320 selling 4803 00:40:24,320 --> 00:40:24,680 index 4804 00:40:24,680 --> 00:40:24,860 thing, 4805 00:40:24,860 --> 00:40:25,400 where for 4806 00:40:25,400 --> 00:40:25,940 you, you 4807 00:40:26,480 --> 00:40:26,840 want to 4808 00:40:26,840 --> 00:40:27,260 achieve 4809 00:40:27,260 --> 00:40:27,500 it. You 4810 00:40:27,500 --> 00:40:27,860 want to 4811 00:40:27,860 --> 00:40:28,160 take it 4812 00:40:28,160 --> 00:40:28,460 all off. 4813 00:40:28,880 --> 00:40:29,240 You've met 4814 00:40:29,240 --> 00:40:29,780 half. 4815 00:40:29,780 --> 00:40:30,440 Who's if I 4816 00:40:30,440 --> 00:40:30,800 said that 4817 00:40:30,800 --> 00:40:31,100 you can 4818 00:40:31,100 --> 00:40:31,520 only meet 4819 00:40:31,520 --> 00:40:31,880 one more 4820 00:40:31,880 --> 00:40:32,300 person on 4821 00:40:32,300 --> 00:40:32,780 that list. 4822 00:40:32,780 --> 00:40:33,500 Who is it? 4823 00:40:33,500 --> 00:40:33,680 It's 4824 00:40:33,680 --> 00:40:33,980 James Ski: Jamie 4825 00:40:33,980 --> 00:40:35,780 Foxx. So 4826 00:40:35,780 --> 00:40:36,200 he's an 4827 00:40:36,200 --> 00:40:36,560 actor, 4828 00:40:36,560 --> 00:40:37,040 rapper, 4829 00:40:37,280 --> 00:40:38,180 musician 4830 00:40:38,180 --> 00:40:39,320 in the US, 4831 00:40:39,800 --> 00:40:41,680 and he his 4832 00:40:41,680 --> 00:40:42,760 story is, 4833 00:40:43,120 --> 00:40:43,600 he talks 4834 00:40:43,600 --> 00:40:43,900 about, I 4835 00:40:43,900 --> 00:40:44,260 think it 4836 00:40:44,260 --> 00:40:44,680 was la 4837 00:40:44,740 --> 00:40:46,120 that he 4838 00:40:46,120 --> 00:40:46,840 moved to, 4839 00:40:47,380 --> 00:40:47,680 and the 4840 00:40:47,680 --> 00:40:47,980 way he 4841 00:40:47,980 --> 00:40:48,400 ended up 4842 00:40:48,400 --> 00:40:48,700 getting 4843 00:40:48,700 --> 00:40:49,360 on, like 4844 00:40:49,600 --> 00:40:50,440 Kanye West 4845 00:40:50,440 --> 00:40:51,280 albums and 4846 00:40:51,280 --> 00:40:51,880 certain 4847 00:40:53,680 --> 00:40:54,580 collaborations, 4848 00:40:54,580 --> 00:40:54,700 he 4849 00:40:54,700 --> 00:40:55,120 basically 4850 00:40:55,120 --> 00:40:55,480 used to 4851 00:40:55,480 --> 00:40:55,660 throw 4852 00:40:55,660 --> 00:40:56,080 parties. 4853 00:40:56,440 --> 00:40:56,860 So he 4854 00:40:56,860 --> 00:40:57,880 became the 4855 00:40:57,880 --> 00:40:58,720 party guy. 4856 00:40:58,720 --> 00:40:59,020 So 4857 00:40:59,020 --> 00:40:59,500 obviously, 4858 00:40:59,500 --> 00:41:00,480 being the 4859 00:41:00,480 --> 00:41:00,900 party guy. 4860 00:41:00,900 --> 00:41:01,320 Everyone 4861 00:41:01,320 --> 00:41:01,740 wanted to 4862 00:41:01,740 --> 00:41:02,160 go to his 4863 00:41:02,160 --> 00:41:02,640 party. And 4864 00:41:02,640 --> 00:41:02,940 when he 4865 00:41:02,940 --> 00:41:03,360 was at the 4866 00:41:03,360 --> 00:41:04,440 party, or 4867 00:41:04,440 --> 00:41:04,740 he would 4868 00:41:04,740 --> 00:41:05,160 host the 4869 00:41:05,160 --> 00:41:05,640 party, had 4870 00:41:05,640 --> 00:41:06,180 a studio 4871 00:41:06,240 --> 00:41:06,660 like this 4872 00:41:06,660 --> 00:41:06,960 in his 4873 00:41:06,960 --> 00:41:07,320 house, and 4874 00:41:07,320 --> 00:41:07,680 he'd say 4875 00:41:07,680 --> 00:41:08,040 to Kanye 4876 00:41:08,040 --> 00:41:08,460 West and 4877 00:41:08,460 --> 00:41:08,640 other 4878 00:41:08,640 --> 00:41:08,940 people, 4879 00:41:08,940 --> 00:41:09,180 Hey, do 4880 00:41:09,300 --> 00:41:09,660 you want 4881 00:41:09,660 --> 00:41:10,020 to, do you 4882 00:41:10,020 --> 00:41:10,380 want to 4883 00:41:10,380 --> 00:41:10,800 drop some 4884 00:41:10,800 --> 00:41:11,340 beats? Do 4885 00:41:11,340 --> 00:41:11,700 you want 4886 00:41:11,700 --> 00:41:12,120 some raps? 4887 00:41:12,120 --> 00:41:12,420 And they 4888 00:41:12,420 --> 00:41:12,780 would come 4889 00:41:12,780 --> 00:41:13,200 into his 4890 00:41:13,200 --> 00:41:13,560 studio, 4891 00:41:13,860 --> 00:41:14,220 and then 4892 00:41:14,220 --> 00:41:14,760 he would 4893 00:41:14,760 --> 00:41:15,420 gift them 4894 00:41:15,420 --> 00:41:16,200 some lyric 4895 00:41:16,200 --> 00:41:16,620 or gift 4896 00:41:16,620 --> 00:41:17,280 them some 4897 00:41:17,460 --> 00:41:18,060 track that 4898 00:41:18,060 --> 00:41:18,540 he's built 4899 00:41:18,540 --> 00:41:19,800 on. So I 4900 00:41:19,800 --> 00:41:20,300 just think 4901 00:41:20,300 --> 00:41:21,860 he is 4902 00:41:22,460 --> 00:41:23,060 like, this 4903 00:41:23,060 --> 00:41:23,480 is nothing 4904 00:41:23,480 --> 00:41:23,900 to do with 4905 00:41:23,900 --> 00:41:24,140 sales, 4906 00:41:24,140 --> 00:41:24,560 really, or 4907 00:41:24,560 --> 00:41:24,980 nothing. I 4908 00:41:24,980 --> 00:41:25,340 mean, he's 4909 00:41:25,580 --> 00:41:25,880 a very 4910 00:41:25,880 --> 00:41:26,420 successful 4911 00:41:26,420 --> 00:41:26,960 businessman 4912 00:41:26,960 --> 00:41:27,320 as well, 4913 00:41:27,320 --> 00:41:28,280 but I just 4914 00:41:28,280 --> 00:41:29,060 like his 4915 00:41:29,060 --> 00:41:30,020 approach 4916 00:41:30,140 --> 00:41:30,680 to how 4917 00:41:30,680 --> 00:41:31,160 he's built 4918 00:41:31,160 --> 00:41:31,820 his life. 4919 00:41:32,360 --> 00:41:32,720 And when 4920 00:41:32,720 --> 00:41:33,140 you read 4921 00:41:33,140 --> 00:41:33,740 about it, 4922 00:41:33,800 --> 00:41:34,460 like it is 4923 00:41:34,460 --> 00:41:34,940 really 4924 00:41:34,940 --> 00:41:35,240 about 4925 00:41:35,240 --> 00:41:35,600 being the 4926 00:41:35,600 --> 00:41:37,100 host. And 4927 00:41:37,100 --> 00:41:37,460 I've done 4928 00:41:37,460 --> 00:41:37,820 that with 4929 00:41:37,820 --> 00:41:38,060 sales 4930 00:41:38,060 --> 00:41:38,600 confidence. 4931 00:41:38,600 --> 00:41:38,900 I've been 4932 00:41:38,900 --> 00:41:39,320 the host. 4933 00:41:39,320 --> 00:41:39,740 So people 4934 00:41:39,740 --> 00:41:40,100 have come 4935 00:41:40,100 --> 00:41:40,640 to me. 4936 00:41:40,820 --> 00:41:41,260 Come to 4937 00:41:41,260 --> 00:41:41,440 your 4938 00:41:41,440 --> 00:41:41,680 house. 4939 00:41:41,680 --> 00:41:41,920 Yeah, 4940 00:41:41,920 --> 00:41:42,220 people 4941 00:41:42,220 --> 00:41:42,700 come to my 4942 00:41:42,700 --> 00:41:42,940 house. 4943 00:41:42,940 --> 00:41:43,360 Now, I 4944 00:41:43,360 --> 00:41:43,600 want 4945 00:41:43,600 --> 00:41:44,020 people to 4946 00:41:44,020 --> 00:41:44,200 come 4947 00:41:44,200 --> 00:41:44,620 there, 4948 00:41:44,860 --> 00:41:45,160 share 4949 00:41:45,160 --> 00:41:45,340 their 4950 00:41:45,340 --> 00:41:45,820 stories, 4951 00:41:45,820 --> 00:41:46,000 share 4952 00:41:46,000 --> 00:41:46,180 their 4953 00:41:46,180 --> 00:41:46,840 challenges, 4954 00:41:47,080 --> 00:41:47,560 connect me 4955 00:41:47,560 --> 00:41:47,680 to 4956 00:41:47,680 --> 00:41:48,220 opportunity, 4957 00:41:48,220 --> 00:41:48,520 feel 4958 00:41:48,520 --> 00:41:49,180 welcome, 4959 00:41:49,300 --> 00:41:49,840 so that I 4960 00:41:49,840 --> 00:41:50,560 can build 4961 00:41:50,560 --> 00:41:50,800 that 4962 00:41:50,800 --> 00:41:51,400 network. 4963 00:41:51,400 --> 00:41:52,060 So I think 4964 00:41:52,060 --> 00:41:52,420 it would 4965 00:41:52,420 --> 00:41:52,780 just be, 4966 00:41:52,780 --> 00:41:53,200 he is 4967 00:41:53,200 --> 00:41:53,620 probably 4968 00:41:53,620 --> 00:41:53,860 my 4969 00:41:53,860 --> 00:41:54,580 celebrity 4970 00:41:54,580 --> 00:41:55,240 crush, 4971 00:41:55,240 --> 00:41:56,920 like in 4972 00:41:56,920 --> 00:41:57,100 that 4973 00:41:57,100 --> 00:41:57,580 world, and 4974 00:41:57,580 --> 00:41:58,540 I find him 4975 00:41:58,540 --> 00:41:59,080 hilarious. 4976 00:41:59,080 --> 00:41:59,440 I think 4977 00:41:59,440 --> 00:42:00,100 he's super 4978 00:42:00,100 --> 00:42:00,460 switched 4979 00:42:00,460 --> 00:42:00,820 on it. I 4980 00:42:00,820 --> 00:42:01,140 think he's 4981 00:42:01,140 --> 00:42:01,440 quite a 4982 00:42:01,440 --> 00:42:01,860 good actor 4983 00:42:01,860 --> 00:42:02,160 as well. 4984 00:42:02,460 --> 00:42:02,880 But yeah, 4985 00:42:02,880 --> 00:42:03,300 I think 4986 00:42:03,300 --> 00:42:03,660 just the 4987 00:42:03,660 --> 00:42:04,440 way he's, 4988 00:42:05,340 --> 00:42:05,700 you know, 4989 00:42:05,820 --> 00:42:06,480 created 4990 00:42:06,480 --> 00:42:07,380 his brand, 4991 00:42:07,380 --> 00:42:07,920 and how 4992 00:42:07,920 --> 00:42:08,340 he's built 4993 00:42:08,340 --> 00:42:08,520 his 4994 00:42:08,520 --> 00:42:09,000 lifestyle 4995 00:42:09,000 --> 00:42:09,180 and 4996 00:42:09,180 --> 00:42:09,540 business, 4997 00:42:09,540 --> 00:42:09,900 I really 4998 00:42:09,900 --> 00:42:10,500 like so 4999 00:42:10,560 --> 00:42:10,800 Mark Ackers: what 5000 00:42:10,800 --> 00:42:11,220 a great 5001 00:42:11,220 --> 00:42:11,640 answer. 5002 00:42:11,640 --> 00:42:12,120 Obviously, 5003 00:42:12,120 --> 00:42:12,360 I was 5004 00:42:12,360 --> 00:42:12,900 expected 5005 00:42:12,900 --> 00:42:13,140 to be 5006 00:42:13,140 --> 00:42:13,560 someone. I 5007 00:42:13,560 --> 00:42:13,920 say, well, 5008 00:42:13,920 --> 00:42:14,340 let's give 5009 00:42:14,340 --> 00:42:14,700 a shout 5010 00:42:14,700 --> 00:42:15,240 out. Let's 5011 00:42:15,240 --> 00:42:15,660 tag him. 5012 00:42:15,660 --> 00:42:16,080 You never 5013 00:42:16,080 --> 00:42:16,680 know. But 5014 00:42:16,800 --> 00:42:17,280 obviously, 5015 00:42:17,280 --> 00:42:17,520 that's, 5016 00:42:17,520 --> 00:42:17,760 that's 5017 00:42:17,760 --> 00:42:18,120 quite 5018 00:42:18,120 --> 00:42:18,540 different. 5019 00:42:18,540 --> 00:42:19,320 Jamie Fox, 5020 00:42:20,100 --> 00:42:20,480 I've got 5021 00:42:20,480 --> 00:42:20,660 one 5022 00:42:20,660 --> 00:42:21,020 similar, 5023 00:42:21,020 --> 00:42:21,320 you know, 5024 00:42:21,380 --> 00:42:22,400 um Arnold 5025 00:42:22,400 --> 00:42:23,000 Schwarzenegger, 5026 00:42:23,240 --> 00:42:23,540 James Ski: good 5027 00:42:23,540 --> 00:42:23,960 show. 5028 00:42:24,020 --> 00:42:24,140 Mark Ackers: Do 5029 00:42:24,140 --> 00:42:24,380 you know 5030 00:42:24,380 --> 00:42:24,620 what I 5031 00:42:24,620 --> 00:42:24,800 mean? 5032 00:42:24,800 --> 00:42:25,400 Conquered 5033 00:42:25,640 --> 00:42:26,300 bodybuilding, 5034 00:42:26,300 --> 00:42:26,960 it's been 5035 00:42:26,960 --> 00:42:27,620 the army. 5036 00:42:27,620 --> 00:42:28,040 Conquered 5037 00:42:28,040 --> 00:42:28,700 movies, 5038 00:42:29,060 --> 00:42:29,420 conquered 5039 00:42:29,420 --> 00:42:30,260 politics. 5040 00:42:30,320 --> 00:42:31,580 His book, 5041 00:42:31,700 --> 00:42:32,180 the best 5042 00:42:32,180 --> 00:42:32,840 autobiography 5043 00:42:32,840 --> 00:42:33,320 title 5044 00:42:33,320 --> 00:42:33,500 ever, 5045 00:42:33,680 --> 00:42:34,160 yeah, best 5046 00:42:34,340 --> 00:42:35,000 autobiography 5047 00:42:35,000 --> 00:42:35,300 title. 5048 00:42:35,360 --> 00:42:35,720 Total 5049 00:42:35,720 --> 00:42:36,200 Recall. 5050 00:42:36,320 --> 00:42:36,560 What a 5051 00:42:36,560 --> 00:42:36,800 great 5052 00:42:36,800 --> 00:42:37,220 title. I 5053 00:42:37,220 --> 00:42:37,520 James Ski: just 5054 00:42:37,520 --> 00:42:38,000 think, you 5055 00:42:38,000 --> 00:42:39,200 know, he 5056 00:42:39,200 --> 00:42:39,680 is such a 5057 00:42:39,680 --> 00:42:39,920 great 5058 00:42:39,920 --> 00:42:40,600 example of 5059 00:42:40,600 --> 00:42:41,140 discipline 5060 00:42:41,380 --> 00:42:42,640 are 100% 5061 00:42:43,480 --> 00:42:44,260 and also, 5062 00:42:44,440 --> 00:42:44,800 if you 5063 00:42:44,800 --> 00:42:44,980 have a 5064 00:42:44,980 --> 00:42:45,940 goal, go 5065 00:42:45,940 --> 00:42:46,480 and get it 5066 00:42:46,540 --> 00:42:46,840 and you 5067 00:42:46,840 --> 00:42:47,020 can 5068 00:42:47,020 --> 00:42:47,320 achieve 5069 00:42:47,320 --> 00:42:47,620 it. Like, 5070 00:42:47,620 --> 00:42:47,920 actually, 5071 00:42:47,920 --> 00:42:48,280 my hair's 5072 00:42:48,280 --> 00:42:48,640 going on. 5073 00:42:48,640 --> 00:42:49,060 And just 5074 00:42:49,060 --> 00:42:49,420 thinking 5075 00:42:49,420 --> 00:42:49,720 of what 5076 00:42:49,720 --> 00:42:49,900 he's 5077 00:42:49,900 --> 00:42:50,200 achieved 5078 00:42:50,200 --> 00:42:50,500 in his 5079 00:42:50,500 --> 00:42:50,860 lifetime, 5080 00:42:50,860 --> 00:42:51,100 you know, 5081 00:42:51,280 --> 00:42:51,880 I'm sure 5082 00:42:51,880 --> 00:42:52,120 if he 5083 00:42:52,120 --> 00:42:52,360 really 5084 00:42:52,360 --> 00:42:52,780 wanted, he 5085 00:42:52,780 --> 00:42:53,080 could have 5086 00:42:53,080 --> 00:42:53,380 become 5087 00:42:53,380 --> 00:42:53,920 president, 5088 00:42:53,920 --> 00:42:54,580 like, you 5089 00:42:54,580 --> 00:42:54,700 know, 5090 00:42:54,700 --> 00:42:55,120 without a 5091 00:42:55,120 --> 00:42:55,420 doubt, 5092 00:42:55,420 --> 00:42:56,080 right? You 5093 00:42:56,080 --> 00:42:56,500 know, even 5094 00:42:56,500 --> 00:42:56,920 his wife, 5095 00:42:56,920 --> 00:42:57,220 I can't 5096 00:42:57,220 --> 00:42:57,640 remember 5097 00:42:57,640 --> 00:42:58,120 the exact 5098 00:42:58,120 --> 00:42:58,600 story, but 5099 00:42:58,600 --> 00:42:59,020 he married 5100 00:42:59,020 --> 00:42:59,320 into a 5101 00:42:59,320 --> 00:42:59,860 political 5102 00:42:59,860 --> 00:43:00,300 family, 5103 00:43:00,300 --> 00:43:00,660 you know, 5104 00:43:00,660 --> 00:43:00,900 I don't 5105 00:43:00,900 --> 00:43:01,320 think he's 5106 00:43:01,320 --> 00:43:01,620 with her 5107 00:43:01,620 --> 00:43:01,980 anymore, 5108 00:43:01,980 --> 00:43:02,340 but, you 5109 00:43:02,340 --> 00:43:02,760 know, like 5110 00:43:02,760 --> 00:43:03,420 it is, it 5111 00:43:03,420 --> 00:43:03,840 is, like, 5112 00:43:03,840 --> 00:43:04,620 how you 5113 00:43:04,920 --> 00:43:06,060 how you 5114 00:43:06,060 --> 00:43:06,300 make 5115 00:43:06,300 --> 00:43:06,720 choices, 5116 00:43:06,720 --> 00:43:07,020 how you 5117 00:43:07,020 --> 00:43:07,500 navigate 5118 00:43:07,500 --> 00:43:08,040 life, like 5119 00:43:08,040 --> 00:43:08,460 it is all 5120 00:43:08,460 --> 00:43:09,120 possible, 5121 00:43:09,120 --> 00:43:09,480 right, if 5122 00:43:09,480 --> 00:43:09,780 you put 5123 00:43:09,780 --> 00:43:10,140 yourself 5124 00:43:10,140 --> 00:43:10,380 in the 5125 00:43:10,380 --> 00:43:10,560 right 5126 00:43:10,560 --> 00:43:11,220 places, 5127 00:43:12,660 --> 00:43:12,900 you know. 5128 00:43:12,900 --> 00:43:14,220 So he's a 5129 00:43:14,220 --> 00:43:14,640 great song 5130 00:43:14,640 --> 00:43:15,120 and, you 5131 00:43:15,120 --> 00:43:15,660 know, and 5132 00:43:15,660 --> 00:43:16,020 people are 5133 00:43:16,020 --> 00:43:16,500 gonna, you 5134 00:43:17,040 --> 00:43:17,160 know, 5135 00:43:17,160 --> 00:43:17,520 probably 5136 00:43:17,520 --> 00:43:17,880 switch off 5137 00:43:17,880 --> 00:43:18,180 at this 5138 00:43:18,180 --> 00:43:18,600 point. But 5139 00:43:19,020 --> 00:43:19,560 I actually 5140 00:43:19,560 --> 00:43:19,800 rate 5141 00:43:19,800 --> 00:43:20,160 Donald 5142 00:43:20,160 --> 00:43:20,720 Trump for 5143 00:43:20,720 --> 00:43:21,080 what he's 5144 00:43:21,080 --> 00:43:21,440 able to 5145 00:43:21,440 --> 00:43:21,860 achieve, 5146 00:43:21,860 --> 00:43:23,240 like like 5147 00:43:23,240 --> 00:43:23,360 him, 5148 00:43:23,360 --> 00:43:23,660 loathe 5149 00:43:23,660 --> 00:43:24,200 him, hate 5150 00:43:24,200 --> 00:43:25,040 him. You 5151 00:43:25,040 --> 00:43:25,700 know that 5152 00:43:25,700 --> 00:43:26,420 is a guy 5153 00:43:26,420 --> 00:43:26,960 that sets 5154 00:43:26,960 --> 00:43:27,500 his mind 5155 00:43:27,500 --> 00:43:27,620 on 5156 00:43:27,620 --> 00:43:28,160 something 5157 00:43:28,160 --> 00:43:28,340 and 5158 00:43:28,340 --> 00:43:28,880 literally 5159 00:43:28,880 --> 00:43:29,420 goes for 5160 00:43:29,420 --> 00:43:29,540 it. 5161 00:43:29,540 --> 00:43:30,080 Regardless 5162 00:43:30,080 --> 00:43:30,260 Mark Ackers: what 5163 00:43:30,260 --> 00:43:30,620 you think 5164 00:43:30,620 --> 00:43:31,220 of him, he 5165 00:43:31,220 --> 00:43:31,400 has 5166 00:43:31,400 --> 00:43:32,360 captivated 5167 00:43:32,420 --> 00:43:32,840 enough 5168 00:43:32,840 --> 00:43:33,260 people to 5169 00:43:33,260 --> 00:43:33,560 vote him 5170 00:43:33,560 --> 00:43:33,920 into the 5171 00:43:33,920 --> 00:43:34,100 White 5172 00:43:34,100 --> 00:43:34,460 House, and 5173 00:43:34,460 --> 00:43:34,880 he's going 5174 00:43:34,880 --> 00:43:35,240 to do it 5175 00:43:35,240 --> 00:43:35,660 again. So 5176 00:43:35,840 --> 00:43:36,020 yeah, 5177 00:43:36,020 --> 00:43:36,560 regardless 5178 00:43:36,560 --> 00:43:36,860 what you 5179 00:43:36,860 --> 00:43:37,220 think of 5180 00:43:37,220 --> 00:43:38,240 him, what 5181 00:43:38,240 --> 00:43:38,420 he's 5182 00:43:38,420 --> 00:43:39,320 achieved 5183 00:43:39,620 --> 00:43:39,920 is that 5184 00:43:39,920 --> 00:43:40,480 branding. 5185 00:43:40,480 --> 00:43:41,380 But with 5186 00:43:41,380 --> 00:43:41,740 Arnold 5187 00:43:41,740 --> 00:43:42,160 Torsten, 5188 00:43:42,160 --> 00:43:42,580 it's kind 5189 00:43:42,580 --> 00:43:42,940 of just 5190 00:43:42,940 --> 00:43:43,420 remind me 5191 00:43:43,420 --> 00:43:43,720 what you 5192 00:43:43,720 --> 00:43:43,900 said. 5193 00:43:43,900 --> 00:43:44,200 Like, if 5194 00:43:44,200 --> 00:43:44,560 you think 5195 00:43:44,560 --> 00:43:44,920 about the 5196 00:43:44,920 --> 00:43:45,400 levels in 5197 00:43:45,400 --> 00:43:46,060 the games, 5198 00:43:46,480 --> 00:43:46,900 complete 5199 00:43:46,900 --> 00:43:47,440 the army, 5200 00:43:47,500 --> 00:43:47,800 put it 5201 00:43:47,800 --> 00:43:48,160 down. 5202 00:43:48,220 --> 00:43:48,760 Completed 5203 00:43:48,760 --> 00:43:49,000 body 5204 00:43:49,000 --> 00:43:49,480 building 5205 00:43:49,600 --> 00:43:49,960 put it 5206 00:43:49,960 --> 00:43:50,260 down. 5207 00:43:50,380 --> 00:43:50,920 Completed 5208 00:43:50,920 --> 00:43:51,580 movies put 5209 00:43:51,580 --> 00:43:52,000 it down. 5210 00:43:52,300 --> 00:43:52,960 Politics 5211 00:43:52,960 --> 00:43:53,260 put it 5212 00:43:53,260 --> 00:43:53,740 down. You 5213 00:43:53,740 --> 00:43:54,280 know, just 5214 00:43:54,280 --> 00:43:54,640 like that, 5215 00:43:54,640 --> 00:43:55,240 constantly 5216 00:43:55,240 --> 00:43:55,720 reinvent 5217 00:43:55,720 --> 00:43:56,140 himself 5218 00:43:56,140 --> 00:43:56,560 and going 5219 00:43:56,560 --> 00:43:56,800 after 5220 00:43:56,800 --> 00:43:57,160 after new 5221 00:43:57,160 --> 00:43:57,640 things. 5222 00:43:57,700 --> 00:43:58,000 It's all 5223 00:43:58,000 --> 00:43:58,240 about 5224 00:43:58,240 --> 00:43:58,540 people 5225 00:43:58,540 --> 00:43:59,080 inspire 5226 00:43:59,080 --> 00:44:00,540 us. So at 5227 00:44:00,540 --> 00:44:00,720 your 5228 00:44:00,720 --> 00:44:01,080 events, 5229 00:44:01,080 --> 00:44:01,500 you always 5230 00:44:01,500 --> 00:44:01,680 have, 5231 00:44:01,680 --> 00:44:01,920 like, 5232 00:44:01,920 --> 00:44:02,340 three, 5233 00:44:02,400 --> 00:44:02,700 four 5234 00:44:02,700 --> 00:44:03,420 speakers. 5235 00:44:03,780 --> 00:44:04,140 How many 5236 00:44:04,140 --> 00:44:04,620 events you 5237 00:44:04,620 --> 00:44:05,100 reckon you 5238 00:44:05,160 --> 00:44:05,400 run? I 5239 00:44:05,400 --> 00:44:05,640 mean, 5240 00:44:05,880 --> 00:44:06,540 yeah, 5241 00:44:06,660 --> 00:44:07,080 hundreds. 5242 00:44:07,320 --> 00:44:07,680 A lot. 5243 00:44:07,680 --> 00:44:07,860 We're 5244 00:44:07,860 --> 00:44:08,220 talking 5245 00:44:08,220 --> 00:44:09,000 like close 5246 00:44:09,000 --> 00:44:09,240 to 1000 5247 00:44:09,840 --> 00:44:10,260 speakers. 5248 00:44:10,740 --> 00:44:11,640 I've spoke 5249 00:44:11,640 --> 00:44:11,820 up, 5250 00:44:12,120 --> 00:44:12,600 certainly 5251 00:44:12,600 --> 00:44:13,440 one of 5252 00:44:13,440 --> 00:44:13,680 yours. 5253 00:44:13,680 --> 00:44:14,280 Like, five 5254 00:44:14,280 --> 00:44:14,640 years ago, 5255 00:44:14,640 --> 00:44:15,000 the cold 5256 00:44:15,000 --> 00:44:15,360 calling 5257 00:44:15,360 --> 00:44:16,200 one, yes, 5258 00:44:16,200 --> 00:44:16,740 I think I 5259 00:44:16,740 --> 00:44:16,980 did a 5260 00:44:16,980 --> 00:44:17,280 second 5261 00:44:17,280 --> 00:44:17,460 one, 5262 00:44:17,460 --> 00:44:17,760 didn't I? 5263 00:44:18,120 --> 00:44:18,600 Yeah, I 5264 00:44:18,600 --> 00:44:19,560 spoke the 5265 00:44:19,560 --> 00:44:20,540 STR survey 5266 00:44:20,660 --> 00:44:21,140 recently, 5267 00:44:21,140 --> 00:44:21,800 yeah, six 5268 00:44:21,800 --> 00:44:22,100 months 5269 00:44:22,100 --> 00:44:22,460 ago. So I 5270 00:44:22,460 --> 00:44:23,060 spoke a 5271 00:44:23,060 --> 00:44:23,480 couple of 5272 00:44:23,480 --> 00:44:24,200 yours. But 5273 00:44:24,500 --> 00:44:24,980 when you 5274 00:44:24,980 --> 00:44:25,340 look back, 5275 00:44:25,340 --> 00:44:25,700 and this 5276 00:44:25,700 --> 00:44:26,060 is hard, 5277 00:44:26,060 --> 00:44:26,360 because 5278 00:44:26,360 --> 00:44:26,540 you've 5279 00:44:26,540 --> 00:44:27,020 obviously 5280 00:44:27,020 --> 00:44:27,380 had like 5281 00:44:27,380 --> 00:44:27,440 1000 5282 00:44:27,740 --> 00:44:28,400 speakers 5283 00:44:29,240 --> 00:44:29,420 who 5284 00:44:29,420 --> 00:44:29,840 inspired 5285 00:44:29,840 --> 00:44:30,080 you the 5286 00:44:30,080 --> 00:44:30,680 most, Oh, 5287 00:44:30,920 --> 00:44:31,520 wow. 5288 00:44:32,480 --> 00:44:32,720 James Ski: There's 5289 00:44:32,720 --> 00:44:33,080 been some 5290 00:44:33,080 --> 00:44:33,620 amazing 5291 00:44:33,620 --> 00:44:34,520 stories, 5292 00:44:34,760 --> 00:44:35,060 you know, 5293 00:44:35,060 --> 00:44:35,360 that I've 5294 00:44:35,360 --> 00:44:35,780 heard over 5295 00:44:35,780 --> 00:44:36,440 the years, 5296 00:44:36,860 --> 00:44:37,340 and often 5297 00:44:37,340 --> 00:44:37,700 the most 5298 00:44:37,700 --> 00:44:38,240 inspiring 5299 00:44:38,240 --> 00:44:38,600 ones have 5300 00:44:38,600 --> 00:44:39,500 been SDRs. 5301 00:44:39,680 --> 00:44:40,480 I've loved 5302 00:44:40,480 --> 00:44:41,020 seeing 5303 00:44:41,020 --> 00:44:41,800 SDRs get 5304 00:44:41,800 --> 00:44:42,040 up on 5305 00:44:42,040 --> 00:44:42,640 stage, you 5306 00:44:42,820 --> 00:44:42,940 know, 5307 00:44:42,940 --> 00:44:43,360 limited 5308 00:44:43,360 --> 00:44:43,960 experience, 5309 00:44:43,960 --> 00:44:44,380 but loads 5310 00:44:44,380 --> 00:44:45,040 of energy, 5311 00:44:45,280 --> 00:44:45,580 you know. 5312 00:44:45,580 --> 00:44:46,000 So there's 5313 00:44:46,000 --> 00:44:46,300 a guy 5314 00:44:46,300 --> 00:44:46,540 called 5315 00:44:46,540 --> 00:44:47,260 James Hall 5316 00:44:47,320 --> 00:44:47,800 that runs 5317 00:44:47,800 --> 00:44:48,580 snowflake. 5318 00:44:49,420 --> 00:44:50,080 He had to 5319 00:44:50,080 --> 00:44:50,380 have his 5320 00:44:50,380 --> 00:44:50,560 leg 5321 00:44:50,560 --> 00:44:51,220 amputated 5322 00:44:51,220 --> 00:44:51,640 because he 5323 00:44:51,640 --> 00:44:52,240 got cancer 5324 00:44:52,420 --> 00:44:53,020 Christ. 5325 00:44:53,020 --> 00:44:54,100 And you 5326 00:44:54,100 --> 00:44:55,240 know, he I 5327 00:44:55,240 --> 00:44:55,540 actually 5328 00:44:55,540 --> 00:44:55,840 worked 5329 00:44:55,840 --> 00:44:56,200 with him 5330 00:44:56,200 --> 00:44:56,740 at huddle 5331 00:44:56,740 --> 00:44:57,100 back in 5332 00:44:57,100 --> 00:44:57,580 the day. 5333 00:44:58,900 --> 00:45:00,120 And he. Is 5334 00:45:00,120 --> 00:45:00,480 a 5335 00:45:00,480 --> 00:45:01,680 phenomenally 5336 00:45:01,680 --> 00:45:02,580 grounded, 5337 00:45:02,580 --> 00:45:03,600 successful, 5338 00:45:03,600 --> 00:45:04,440 repeatably 5339 00:45:04,440 --> 00:45:05,160 successful 5340 00:45:05,760 --> 00:45:06,180 sales 5341 00:45:06,180 --> 00:45:06,600 leader. 5342 00:45:06,960 --> 00:45:07,560 And like, 5343 00:45:07,560 --> 00:45:07,860 I think 5344 00:45:07,860 --> 00:45:08,340 his talk 5345 00:45:08,340 --> 00:45:08,760 about the 5346 00:45:08,760 --> 00:45:09,600 snowflake 5347 00:45:09,600 --> 00:45:10,020 journey, I 5348 00:45:10,020 --> 00:45:10,380 think he 5349 00:45:10,380 --> 00:45:10,920 said, 5350 00:45:11,040 --> 00:45:11,340 Don't 5351 00:45:11,340 --> 00:45:11,700 quote me 5352 00:45:11,700 --> 00:45:12,060 on this. 5353 00:45:12,120 --> 00:45:12,780 It would 5354 00:45:12,780 --> 00:45:13,020 be on 5355 00:45:13,020 --> 00:45:13,320 YouTube. 5356 00:45:13,320 --> 00:45:14,040 But I 5357 00:45:14,040 --> 00:45:14,400 think he 5358 00:45:14,400 --> 00:45:14,640 said, 5359 00:45:14,640 --> 00:45:15,180 like, his 5360 00:45:15,780 --> 00:45:16,800 ARR target 5361 00:45:16,800 --> 00:45:17,280 for a mere 5362 00:45:17,280 --> 00:45:17,460 for 5363 00:45:17,460 --> 00:45:18,000 snowflake 5364 00:45:18,000 --> 00:45:18,480 was 1 5365 00:45:18,480 --> 00:45:20,360 billion, a 5366 00:45:20,360 --> 00:45:20,900 billion 5367 00:45:20,960 --> 00:45:21,500 dollars. 5368 00:45:21,560 --> 00:45:22,700 Like, you 5369 00:45:22,700 --> 00:45:23,060 know, it 5370 00:45:23,060 --> 00:45:23,960 is insane, 5371 00:45:23,960 --> 00:45:24,140 like, 5372 00:45:24,140 --> 00:45:24,380 those 5373 00:45:24,380 --> 00:45:24,860 numbers. 5374 00:45:24,860 --> 00:45:26,600 So, like, 5375 00:45:26,600 --> 00:45:27,320 his story 5376 00:45:27,320 --> 00:45:27,500 was 5377 00:45:27,500 --> 00:45:27,860 pretty, 5378 00:45:27,860 --> 00:45:28,160 pretty 5379 00:45:28,160 --> 00:45:28,820 incredible. 5380 00:45:29,000 --> 00:45:29,300 But you 5381 00:45:29,300 --> 00:45:29,660 know what 5382 00:45:29,660 --> 00:45:30,020 Shelly 5383 00:45:30,020 --> 00:45:30,620 Lavery, 5384 00:45:30,620 --> 00:45:32,300 she, yeah, 5385 00:45:32,300 --> 00:45:32,600 she's the 5386 00:45:32,600 --> 00:45:33,140 co founder 5387 00:45:33,140 --> 00:45:33,620 of Jiminy. 5388 00:45:33,680 --> 00:45:33,980 I think 5389 00:45:33,980 --> 00:45:34,340 she was a 5390 00:45:34,340 --> 00:45:34,820 drama 5391 00:45:34,820 --> 00:45:35,060 school 5392 00:45:35,060 --> 00:45:35,600 girl or an 5393 00:45:35,600 --> 00:45:36,380 actress, 5394 00:45:36,740 --> 00:45:37,100 but she 5395 00:45:37,100 --> 00:45:37,340 did a 5396 00:45:37,340 --> 00:45:37,760 really 5397 00:45:37,760 --> 00:45:37,940 good 5398 00:45:37,940 --> 00:45:38,600 performance 5399 00:45:38,600 --> 00:45:38,900 about, 5400 00:45:38,900 --> 00:45:39,200 like, you 5401 00:45:39,200 --> 00:45:39,440 know, the 5402 00:45:39,440 --> 00:45:39,980 importance 5403 00:45:39,980 --> 00:45:40,100 of 5404 00:45:40,100 --> 00:45:40,540 confidence 5405 00:45:40,540 --> 00:45:40,720 and 5406 00:45:40,720 --> 00:45:41,140 believing 5407 00:45:41,140 --> 00:45:41,620 yourself 5408 00:45:41,620 --> 00:45:42,040 and like 5409 00:45:42,040 --> 00:45:42,580 that. That 5410 00:45:42,580 --> 00:45:42,820 was a 5411 00:45:42,820 --> 00:45:43,180 really 5412 00:45:43,180 --> 00:45:44,680 good talk. 5413 00:45:44,680 --> 00:45:45,640 Like pre 5414 00:45:45,640 --> 00:45:47,080 COVID. I 5415 00:45:47,080 --> 00:45:47,440 was there 5416 00:45:47,440 --> 00:45:47,800 for that. 5417 00:45:47,860 --> 00:45:48,040 Well, 5418 00:45:48,040 --> 00:45:48,520 yeah, the 5419 00:45:48,520 --> 00:45:49,300 Andes 5420 00:45:49,300 --> 00:45:49,780 hotel, 5421 00:45:49,780 --> 00:45:50,140 Mark Ackers: yeah, 5422 00:45:50,260 --> 00:45:50,680 I really 5423 00:45:50,680 --> 00:45:50,920 like 5424 00:45:50,920 --> 00:45:51,160 Shelly. 5425 00:45:51,160 --> 00:45:51,640 Shelly, 5426 00:45:51,700 --> 00:45:52,060 you should 5427 00:45:52,060 --> 00:45:52,360 come on 5428 00:45:52,360 --> 00:45:52,540 this 5429 00:45:52,540 --> 00:45:52,960 podcast 5430 00:45:52,960 --> 00:45:53,320 we're 5431 00:45:53,320 --> 00:45:53,680 trying to 5432 00:45:53,680 --> 00:45:54,040 sort out, 5433 00:45:54,040 --> 00:45:54,160 James Ski: yeah, 5434 00:45:54,160 --> 00:45:54,700 definitely 5435 00:45:54,700 --> 00:45:55,120 get Shelly 5436 00:45:55,120 --> 00:45:55,420 on. She's, 5437 00:45:55,420 --> 00:45:55,600 she's 5438 00:45:55,600 --> 00:45:56,020 amazing. 5439 00:45:56,020 --> 00:45:56,140 Her 5440 00:45:56,140 --> 00:45:56,560 husband, 5441 00:45:56,560 --> 00:45:56,860 Tom, she 5442 00:45:56,860 --> 00:45:57,280 runs Jim. 5443 00:45:57,280 --> 00:45:57,760 We need to 5444 00:45:57,760 --> 00:45:58,420 go. Really 5445 00:45:58,420 --> 00:45:58,660 great 5446 00:45:58,660 --> 00:45:59,080 couple. 5447 00:45:59,140 --> 00:46:00,400 The third 5448 00:46:00,820 --> 00:46:02,460 person. Do 5449 00:46:02,460 --> 00:46:02,700 you know 5450 00:46:02,700 --> 00:46:03,180 what I've 5451 00:46:03,420 --> 00:46:03,720 seen him 5452 00:46:03,720 --> 00:46:04,080 today, so 5453 00:46:04,080 --> 00:46:04,500 let's give 5454 00:46:04,500 --> 00:46:04,680 him a 5455 00:46:04,680 --> 00:46:04,980 shout at 5456 00:46:04,980 --> 00:46:05,160 Tom, 5457 00:46:05,160 --> 00:46:05,520 Boston. 5458 00:46:05,640 --> 00:46:06,780 Yeah, so 5459 00:46:07,020 --> 00:46:08,100 pre COVID, 5460 00:46:08,160 --> 00:46:09,060 he came on 5461 00:46:09,060 --> 00:46:10,080 and did a 5462 00:46:10,260 --> 00:46:10,800 piece 5463 00:46:10,800 --> 00:46:11,520 around 5464 00:46:12,240 --> 00:46:12,720 personal 5465 00:46:12,720 --> 00:46:13,140 branding 5466 00:46:13,140 --> 00:46:13,440 and the 5467 00:46:13,440 --> 00:46:13,800 power of 5468 00:46:13,800 --> 00:46:14,940 video when 5469 00:46:14,940 --> 00:46:15,240 he was 5470 00:46:15,240 --> 00:46:15,660 early in 5471 00:46:15,660 --> 00:46:16,140 his career 5472 00:46:16,140 --> 00:46:16,620 at sales 5473 00:46:16,620 --> 00:46:17,640 loft. And 5474 00:46:17,640 --> 00:46:17,880 you know 5475 00:46:17,880 --> 00:46:18,480 what? I 5476 00:46:18,480 --> 00:46:20,240 think Tom 5477 00:46:20,240 --> 00:46:20,840 has grown 5478 00:46:20,840 --> 00:46:21,740 into his 5479 00:46:22,040 --> 00:46:22,520 role. Do 5480 00:46:22,520 --> 00:46:22,760 you know 5481 00:46:22,760 --> 00:46:23,000 what I 5482 00:46:23,000 --> 00:46:23,420 mean, like 5483 00:46:23,420 --> 00:46:23,660 he now 5484 00:46:23,660 --> 00:46:24,200 just seems 5485 00:46:24,200 --> 00:46:24,500 like the 5486 00:46:24,500 --> 00:46:24,980 comedian 5487 00:46:24,980 --> 00:46:25,100 the 5488 00:46:25,100 --> 00:46:25,520 character. 5489 00:46:25,520 --> 00:46:25,760 And I 5490 00:46:25,760 --> 00:46:26,180 think he's 5491 00:46:26,180 --> 00:46:26,540 had that, 5492 00:46:26,540 --> 00:46:26,900 I actually 5493 00:46:26,900 --> 00:46:27,320 think he's 5494 00:46:27,380 --> 00:46:27,740 had to 5495 00:46:27,740 --> 00:46:28,160 work on 5496 00:46:28,160 --> 00:46:28,580 that, that 5497 00:46:28,580 --> 00:46:28,820 I don't 5498 00:46:28,820 --> 00:46:29,240 think it's 5499 00:46:29,240 --> 00:46:29,900 supernatural 5500 00:46:29,900 --> 00:46:30,320 for him 5501 00:46:30,560 --> 00:46:30,860 when you 5502 00:46:30,860 --> 00:46:31,340 spend time 5503 00:46:31,340 --> 00:46:31,640 with him 5504 00:46:31,640 --> 00:46:31,940 one to 5505 00:46:31,940 --> 00:46:32,780 one. And 5506 00:46:32,780 --> 00:46:33,200 so I think 5507 00:46:33,200 --> 00:46:33,500 he's a 5508 00:46:33,500 --> 00:46:33,680 good 5509 00:46:33,680 --> 00:46:34,280 example 5510 00:46:34,280 --> 00:46:34,640 of, do you 5511 00:46:34,640 --> 00:46:35,060 know he's 5512 00:46:35,360 --> 00:46:35,600 put 5513 00:46:35,600 --> 00:46:36,140 himself 5514 00:46:36,140 --> 00:46:36,500 out there, 5515 00:46:36,500 --> 00:46:37,400 consistently 5516 00:46:37,400 --> 00:46:37,580 and 5517 00:46:37,580 --> 00:46:38,720 continuously, 5518 00:46:39,140 --> 00:46:39,680 and ended 5519 00:46:39,680 --> 00:46:39,800 up 5520 00:46:39,800 --> 00:46:40,420 building a 5521 00:46:40,420 --> 00:46:41,140 phenomenal 5522 00:46:41,140 --> 00:46:41,680 brand for 5523 00:46:41,680 --> 00:46:42,280 himself. 5524 00:46:42,280 --> 00:46:42,940 And you 5525 00:46:42,940 --> 00:46:43,720 know, like 5526 00:46:43,720 --> 00:46:44,260 he's just 5527 00:46:44,260 --> 00:46:44,500 very 5528 00:46:44,500 --> 00:46:45,280 funny. So 5529 00:46:45,760 --> 00:46:46,060 yeah, he 5530 00:46:46,060 --> 00:46:46,360 would be 5531 00:46:46,360 --> 00:46:46,900 my third 5532 00:46:47,080 --> 00:46:47,560 so, so 5533 00:46:47,560 --> 00:46:47,860 those are 5534 00:46:47,860 --> 00:46:48,340 my three. 5535 00:46:48,340 --> 00:46:48,700 James 5536 00:46:48,700 --> 00:46:48,940 Hall, 5537 00:46:48,940 --> 00:46:49,420 currently 5538 00:46:49,420 --> 00:46:49,600 at 5539 00:46:49,660 --> 00:46:50,320 snowflake, 5540 00:46:50,800 --> 00:46:51,160 Shelly, 5541 00:46:51,160 --> 00:46:51,760 Lavery, 5542 00:46:51,880 --> 00:46:53,260 Jiminy and 5543 00:46:53,320 --> 00:46:53,680 thirdly, 5544 00:46:53,680 --> 00:46:53,860 Tom 5545 00:46:53,860 --> 00:46:54,280 Boston. 5546 00:46:54,520 --> 00:46:54,880 Mark Ackers: Great 5547 00:46:54,880 --> 00:46:55,480 listing. 5548 00:46:56,140 --> 00:46:56,860 Is the key 5549 00:46:56,860 --> 00:46:57,340 to being a 5550 00:46:57,340 --> 00:46:57,940 good event 5551 00:46:57,940 --> 00:46:58,480 speaker. 5552 00:46:58,720 --> 00:46:59,140 James Ski: Great 5553 00:46:59,140 --> 00:46:59,560 question, 5554 00:46:59,560 --> 00:46:59,980 actually, 5555 00:47:00,040 --> 00:47:00,420 because a 5556 00:47:00,420 --> 00:47:00,720 lot of 5557 00:47:00,720 --> 00:47:01,200 people get 5558 00:47:01,200 --> 00:47:01,500 it wrong, 5559 00:47:01,800 --> 00:47:02,100 being 5560 00:47:02,100 --> 00:47:02,760 succinct, 5561 00:47:03,840 --> 00:47:04,620 not 5562 00:47:05,100 --> 00:47:05,640 pitching 5563 00:47:05,640 --> 00:47:06,420 yourself, 5564 00:47:06,420 --> 00:47:07,080 or 5565 00:47:08,400 --> 00:47:08,820 throwing 5566 00:47:08,820 --> 00:47:09,120 up your 5567 00:47:09,120 --> 00:47:09,660 background. 5568 00:47:09,660 --> 00:47:10,200 No one 5569 00:47:10,200 --> 00:47:10,680 cares if 5570 00:47:10,680 --> 00:47:10,980 you're on 5571 00:47:10,980 --> 00:47:11,400 my stage 5572 00:47:11,400 --> 00:47:11,760 at sales 5573 00:47:11,760 --> 00:47:12,360 confidence, 5574 00:47:12,420 --> 00:47:12,600 you're 5575 00:47:12,600 --> 00:47:12,960 there on 5576 00:47:12,960 --> 00:47:13,260 merit. 5577 00:47:13,260 --> 00:47:13,740 Trust me, 5578 00:47:13,740 --> 00:47:14,340 like I 5579 00:47:14,340 --> 00:47:14,820 speak to a 5580 00:47:14,820 --> 00:47:15,120 lot of 5581 00:47:15,120 --> 00:47:15,420 people 5582 00:47:15,840 --> 00:47:16,260 that want 5583 00:47:16,260 --> 00:47:16,680 to be on 5584 00:47:16,680 --> 00:47:16,920 sales 5585 00:47:16,920 --> 00:47:17,460 confidence 5586 00:47:17,460 --> 00:47:17,940 stages, I 5587 00:47:17,940 --> 00:47:18,420 don't let 5588 00:47:18,420 --> 00:47:19,080 people on 5589 00:47:19,080 --> 00:47:20,720 there, so 5590 00:47:20,720 --> 00:47:21,440 you have 5591 00:47:21,440 --> 00:47:22,220 to you are 5592 00:47:22,220 --> 00:47:22,520 already 5593 00:47:22,520 --> 00:47:22,820 there on 5594 00:47:22,820 --> 00:47:23,360 merit. So 5595 00:47:23,360 --> 00:47:23,600 just 5596 00:47:23,600 --> 00:47:23,960 deliver 5597 00:47:23,960 --> 00:47:24,560 value. 5598 00:47:26,000 --> 00:47:27,260 Also it's 5599 00:47:27,260 --> 00:47:28,040 entertainment. 5600 00:47:28,040 --> 00:47:28,340 I think 5601 00:47:28,340 --> 00:47:28,700 people 5602 00:47:28,700 --> 00:47:29,120 sometimes 5603 00:47:29,120 --> 00:47:29,480 forget 5604 00:47:29,480 --> 00:47:30,260 that it's 5605 00:47:30,260 --> 00:47:30,800 not just 5606 00:47:30,800 --> 00:47:31,220 about 5607 00:47:31,280 --> 00:47:31,820 getting up 5608 00:47:31,820 --> 00:47:32,000 there, 5609 00:47:32,000 --> 00:47:32,480 delivering 5610 00:47:32,480 --> 00:47:33,140 facts or 5611 00:47:33,140 --> 00:47:33,800 achievements 5612 00:47:33,800 --> 00:47:33,920 or 5613 00:47:33,920 --> 00:47:34,640 milestones. 5614 00:47:34,640 --> 00:47:35,120 It's about 5615 00:47:35,120 --> 00:47:35,720 entertaining 5616 00:47:35,720 --> 00:47:35,840 an 5617 00:47:35,840 --> 00:47:36,260 audience 5618 00:47:36,260 --> 00:47:36,680 that's got 5619 00:47:36,680 --> 00:47:37,100 a listen 5620 00:47:37,340 --> 00:47:37,580 for you 5621 00:47:37,580 --> 00:47:38,000 for seven 5622 00:47:38,000 --> 00:47:38,360 minutes, 5623 00:47:38,360 --> 00:47:38,660 because 5624 00:47:38,660 --> 00:47:39,020 that's the 5625 00:47:39,020 --> 00:47:39,620 time we 5626 00:47:39,620 --> 00:47:39,800 give 5627 00:47:39,800 --> 00:47:40,780 people. So 5628 00:47:40,780 --> 00:47:41,320 I think, 5629 00:47:41,680 --> 00:47:41,980 you know, 5630 00:47:41,980 --> 00:47:42,460 having 5631 00:47:42,460 --> 00:47:43,060 that 5632 00:47:44,200 --> 00:47:45,160 succinct, 5633 00:47:45,220 --> 00:47:45,640 well 5634 00:47:45,640 --> 00:47:46,240 structured 5635 00:47:46,240 --> 00:47:47,560 talk where 5636 00:47:47,560 --> 00:47:49,000 you can 5637 00:47:49,000 --> 00:47:49,660 entertain 5638 00:47:49,660 --> 00:47:50,380 people, 5639 00:47:50,980 --> 00:47:51,460 make them 5640 00:47:51,460 --> 00:47:51,940 feel 5641 00:47:51,940 --> 00:47:52,600 something. 5642 00:47:52,600 --> 00:47:53,320 So I kind 5643 00:47:53,320 --> 00:47:53,620 of had 5644 00:47:53,620 --> 00:47:53,800 this 5645 00:47:53,800 --> 00:47:54,460 framework 5646 00:47:54,460 --> 00:47:56,260 of, think, 5647 00:47:56,320 --> 00:47:57,880 feel, act, 5648 00:47:58,300 --> 00:47:58,660 make the 5649 00:47:58,660 --> 00:47:59,020 audience 5650 00:47:59,020 --> 00:47:59,260 think 5651 00:47:59,260 --> 00:47:59,500 about 5652 00:47:59,500 --> 00:48:00,040 something, 5653 00:48:00,520 --> 00:48:00,840 make them 5654 00:48:00,840 --> 00:48:01,740 feel it, 5655 00:48:01,740 --> 00:48:02,040 so they 5656 00:48:02,040 --> 00:48:02,400 actually 5657 00:48:02,400 --> 00:48:03,240 feel 5658 00:48:03,600 --> 00:48:04,560 something, 5659 00:48:04,620 --> 00:48:05,160 and then 5660 00:48:05,340 --> 00:48:05,700 get them 5661 00:48:05,700 --> 00:48:06,120 to go and 5662 00:48:06,120 --> 00:48:06,960 act. If 5663 00:48:06,960 --> 00:48:07,200 they go 5664 00:48:07,200 --> 00:48:07,980 and act on 5665 00:48:07,980 --> 00:48:08,640 the advice 5666 00:48:08,640 --> 00:48:09,180 or lessons 5667 00:48:09,180 --> 00:48:09,360 that 5668 00:48:09,360 --> 00:48:09,540 you've 5669 00:48:09,540 --> 00:48:09,840 given 5670 00:48:09,840 --> 00:48:10,140 them, 5671 00:48:10,260 --> 00:48:10,620 you've had 5672 00:48:10,620 --> 00:48:11,100 impact on 5673 00:48:11,100 --> 00:48:11,520 someone's 5674 00:48:11,520 --> 00:48:12,300 life, if 5675 00:48:12,300 --> 00:48:12,660 they just 5676 00:48:12,660 --> 00:48:12,900 think 5677 00:48:12,900 --> 00:48:13,380 about it, 5678 00:48:13,380 --> 00:48:13,560 it's 5679 00:48:13,680 --> 00:48:14,040 great. 5680 00:48:14,040 --> 00:48:14,400 Yeah, you 5681 00:48:14,400 --> 00:48:14,760 could do a 5682 00:48:14,760 --> 00:48:15,120 good talk. 5683 00:48:15,120 --> 00:48:15,240 You 5684 00:48:15,240 --> 00:48:15,540 haven't 5685 00:48:15,540 --> 00:48:16,020 impacted 5686 00:48:16,020 --> 00:48:16,200 them 5687 00:48:16,260 --> 00:48:16,560 because 5688 00:48:16,560 --> 00:48:16,800 they go 5689 00:48:16,800 --> 00:48:17,280 and take 5690 00:48:17,280 --> 00:48:17,820 action the 5691 00:48:17,820 --> 00:48:18,300 next day 5692 00:48:18,300 --> 00:48:18,540 or that 5693 00:48:18,540 --> 00:48:18,900 evening 5694 00:48:18,900 --> 00:48:19,260 based on 5695 00:48:19,260 --> 00:48:19,440 what 5696 00:48:19,440 --> 00:48:19,620 you've 5697 00:48:19,620 --> 00:48:19,800 said. 5698 00:48:19,980 --> 00:48:20,220 You're a 5699 00:48:20,220 --> 00:48:20,480 great 5700 00:48:20,480 --> 00:48:20,900 speaker, 5701 00:48:21,200 --> 00:48:21,500 Mark Ackers: and 5702 00:48:21,560 --> 00:48:21,860 without 5703 00:48:21,860 --> 00:48:22,280 knowing 5704 00:48:22,580 --> 00:48:22,880 whoever 5705 00:48:22,880 --> 00:48:23,060 you're 5706 00:48:23,060 --> 00:48:23,420 about to 5707 00:48:23,420 --> 00:48:24,020 think of, 5708 00:48:24,620 --> 00:48:25,040 talk to me 5709 00:48:25,040 --> 00:48:25,520 about the 5710 00:48:25,640 --> 00:48:26,120 biggest 5711 00:48:26,120 --> 00:48:26,480 sort of 5712 00:48:26,480 --> 00:48:26,900 car crash 5713 00:48:26,900 --> 00:48:27,080 you've 5714 00:48:27,080 --> 00:48:27,380 seen on 5715 00:48:27,380 --> 00:48:28,160 stage, and 5716 00:48:28,160 --> 00:48:28,700 how can it 5717 00:48:28,700 --> 00:48:28,820 be 5718 00:48:28,820 --> 00:48:29,240 avoided? I 5719 00:48:29,480 --> 00:48:29,660 don't 5720 00:48:29,660 --> 00:48:29,900 James Ski: want 5721 00:48:29,900 --> 00:48:30,260 to swear, 5722 00:48:30,260 --> 00:48:30,860 but very 5723 00:48:30,860 --> 00:48:32,540 dry, very 5724 00:48:32,540 --> 00:48:33,980 dry, very 5725 00:48:33,980 --> 00:48:34,700 like 5726 00:48:35,540 --> 00:48:36,200 boring. 5727 00:48:36,980 --> 00:48:37,460 You know, 5728 00:48:37,520 --> 00:48:38,480 had 100 5729 00:48:38,900 --> 00:48:39,740 slides. 5730 00:48:40,640 --> 00:48:41,500 Was 5731 00:48:41,680 --> 00:48:42,280 looking 5732 00:48:42,280 --> 00:48:42,820 down for 5733 00:48:42,820 --> 00:48:43,420 the whole 5734 00:48:44,680 --> 00:48:45,280 talk was 5735 00:48:45,280 --> 00:48:46,900 behind the 5736 00:48:46,960 --> 00:48:47,500 whatever 5737 00:48:47,500 --> 00:48:47,920 the 5738 00:48:48,520 --> 00:48:49,060 staging 5739 00:48:49,060 --> 00:48:50,020 area was 5740 00:48:50,380 --> 00:48:50,920 really 5741 00:48:50,920 --> 00:48:51,160 didn't 5742 00:48:51,160 --> 00:48:51,640 excite, 5743 00:48:51,640 --> 00:48:51,940 didn't 5744 00:48:52,120 --> 00:48:52,660 energize, 5745 00:48:52,660 --> 00:48:52,900 didn't 5746 00:48:52,900 --> 00:48:54,520 engage. It 5747 00:48:54,520 --> 00:48:55,000 was pretty 5748 00:48:55,000 --> 00:48:55,480 pathetic, 5749 00:48:55,480 --> 00:48:55,720 to be 5750 00:48:55,720 --> 00:48:56,020 honest. 5751 00:48:56,020 --> 00:48:56,260 And I 5752 00:48:56,260 --> 00:48:59,140 think it's 5753 00:48:59,140 --> 00:49:00,160 disappointing 5754 00:49:00,160 --> 00:49:00,600 when 5755 00:49:00,780 --> 00:49:01,200 someone 5756 00:49:01,200 --> 00:49:01,800 has such a 5757 00:49:01,800 --> 00:49:02,040 high 5758 00:49:02,040 --> 00:49:02,700 profile 5759 00:49:02,700 --> 00:49:03,000 and they 5760 00:49:03,000 --> 00:49:03,600 can't get 5761 00:49:03,600 --> 00:49:03,900 up and 5762 00:49:03,900 --> 00:49:04,620 communicate 5763 00:49:04,680 --> 00:49:05,220 in a way 5764 00:49:05,220 --> 00:49:06,060 that gets 5765 00:49:06,060 --> 00:49:06,480 people to 5766 00:49:06,480 --> 00:49:06,720 think, 5767 00:49:06,720 --> 00:49:07,080 feel and 5768 00:49:07,080 --> 00:49:07,740 act that 5769 00:49:07,740 --> 00:49:08,100 Mark Ackers: feels 5770 00:49:08,100 --> 00:49:08,640 more like 5771 00:49:08,640 --> 00:49:09,120 that's 5772 00:49:09,120 --> 00:49:09,600 just who 5773 00:49:09,600 --> 00:49:09,900 they are, 5774 00:49:09,900 --> 00:49:10,140 though it 5775 00:49:10,140 --> 00:49:10,440 doesn't 5776 00:49:10,440 --> 00:49:10,800 feel like 5777 00:49:10,800 --> 00:49:10,980 they're 5778 00:49:10,980 --> 00:49:11,340 saying you 5779 00:49:11,340 --> 00:49:11,760 can avoid 5780 00:49:11,760 --> 00:49:11,820 James Ski: I 5781 00:49:11,880 --> 00:49:12,060 don't 5782 00:49:12,060 --> 00:49:12,360 know, it's 5783 00:49:12,360 --> 00:49:12,660 a hard 5784 00:49:12,660 --> 00:49:13,080 question. 5785 00:49:13,080 --> 00:49:13,560 I mean, I 5786 00:49:13,560 --> 00:49:13,920 was Nia 5787 00:49:13,920 --> 00:49:14,100 was 5788 00:49:14,100 --> 00:49:14,520 talking to 5789 00:49:14,520 --> 00:49:14,880 me earlier 5790 00:49:14,880 --> 00:49:15,300 about, you 5791 00:49:15,300 --> 00:49:15,420 know, 5792 00:49:15,420 --> 00:49:15,840 traits of 5793 00:49:15,840 --> 00:49:16,440 salespeople. 5794 00:49:16,440 --> 00:49:17,220 I believe 5795 00:49:17,220 --> 00:49:17,700 everybody 5796 00:49:17,700 --> 00:49:18,120 can train 5797 00:49:18,120 --> 00:49:18,540 to be more 5798 00:49:18,540 --> 00:49:19,680 likable. I 5799 00:49:19,680 --> 00:49:20,600 do. I 5800 00:49:20,600 --> 00:49:20,960 think 5801 00:49:20,960 --> 00:49:21,200 there are 5802 00:49:21,200 --> 00:49:21,620 just ways 5803 00:49:21,620 --> 00:49:22,160 of being, 5804 00:49:22,580 --> 00:49:23,300 and I 5805 00:49:23,300 --> 00:49:24,020 think you 5806 00:49:24,020 --> 00:49:24,260 can 5807 00:49:24,260 --> 00:49:24,680 therefore 5808 00:49:24,680 --> 00:49:25,100 practice 5809 00:49:25,100 --> 00:49:25,700 to be an 5810 00:49:25,700 --> 00:49:26,300 entertaining 5811 00:49:26,300 --> 00:49:26,480 or 5812 00:49:26,480 --> 00:49:27,080 interesting 5813 00:49:27,080 --> 00:49:28,280 speaker or 5814 00:49:28,280 --> 00:49:28,820 turn your 5815 00:49:28,820 --> 00:49:29,480 story into 5816 00:49:29,480 --> 00:49:29,900 something 5817 00:49:29,900 --> 00:49:30,260 that you 5818 00:49:30,260 --> 00:49:30,380 know 5819 00:49:30,380 --> 00:49:30,860 resonates 5820 00:49:30,860 --> 00:49:31,040 with 5821 00:49:31,040 --> 00:49:31,520 people. I 5822 00:49:31,520 --> 00:49:31,880 think it 5823 00:49:31,880 --> 00:49:32,120 takes 5824 00:49:32,120 --> 00:49:32,540 practice, 5825 00:49:32,540 --> 00:49:33,020 and I just 5826 00:49:33,020 --> 00:49:33,200 don't 5827 00:49:33,200 --> 00:49:34,700 think that 5828 00:49:34,820 --> 00:49:35,420 particular 5829 00:49:35,420 --> 00:49:35,900 person has 5830 00:49:35,900 --> 00:49:36,320 got enough 5831 00:49:36,320 --> 00:49:36,620 self 5832 00:49:36,620 --> 00:49:37,160 awareness 5833 00:49:37,160 --> 00:49:37,940 to realize 5834 00:49:37,940 --> 00:49:38,120 that 5835 00:49:38,120 --> 00:49:38,300 they're 5836 00:49:38,300 --> 00:49:38,720 not very 5837 00:49:38,720 --> 00:49:38,900 Mark Ackers: good 5838 00:49:38,900 --> 00:49:39,140 at it. 5839 00:49:39,260 --> 00:49:39,500 What are 5840 00:49:39,500 --> 00:49:39,800 some of 5841 00:49:39,800 --> 00:49:40,240 the things 5842 00:49:40,240 --> 00:49:40,660 you can do 5843 00:49:40,660 --> 00:49:41,140 then to 5844 00:49:41,140 --> 00:49:41,440 become 5845 00:49:41,440 --> 00:49:41,680 more 5846 00:49:41,680 --> 00:49:42,100 likable. 5847 00:49:42,160 --> 00:49:42,460 So 5848 00:49:42,460 --> 00:49:43,480 likeability 5849 00:49:43,600 --> 00:49:44,200 James Ski: is 5850 00:49:44,260 --> 00:49:45,220 making or 5851 00:49:45,220 --> 00:49:45,640 helping 5852 00:49:45,640 --> 00:49:45,940 people 5853 00:49:45,940 --> 00:49:46,300 feel good 5854 00:49:46,300 --> 00:49:46,540 around 5855 00:49:46,540 --> 00:49:46,780 you, 5856 00:49:47,200 --> 00:49:48,640 right? So 5857 00:49:49,240 --> 00:49:50,020 complimenting 5858 00:49:50,020 --> 00:49:50,560 someone on 5859 00:49:50,560 --> 00:49:50,920 something 5860 00:49:50,920 --> 00:49:51,100 they've 5861 00:49:51,100 --> 00:49:51,520 just done 5862 00:49:51,520 --> 00:49:52,060 for you, 5863 00:49:52,120 --> 00:49:53,080 or showing 5864 00:49:53,080 --> 00:49:53,860 gratitude 5865 00:49:53,860 --> 00:49:54,820 to someone 5866 00:49:55,360 --> 00:49:56,080 warms you 5867 00:49:56,080 --> 00:49:56,380 to that 5868 00:49:56,380 --> 00:49:56,560 other 5869 00:49:56,560 --> 00:49:57,100 person, 5870 00:49:57,100 --> 00:49:57,580 they feel 5871 00:49:57,580 --> 00:49:58,180 good that 5872 00:49:58,180 --> 00:49:58,480 you've 5873 00:49:58,480 --> 00:49:58,660 done 5874 00:49:58,660 --> 00:49:59,080 something 5875 00:49:59,080 --> 00:49:59,500 for them. 5876 00:49:59,740 --> 00:49:59,920 Well. 5877 00:50:00,000 --> 00:50:00,840 Prioritizing 5878 00:50:00,840 --> 00:50:01,260 someone's 5879 00:50:01,260 --> 00:50:01,620 needs 5880 00:50:01,620 --> 00:50:02,700 before you 5881 00:50:03,780 --> 00:50:04,680 being 5882 00:50:05,100 --> 00:50:05,640 light 5883 00:50:05,640 --> 00:50:06,480 hearted. 5884 00:50:06,540 --> 00:50:06,780 You know, 5885 00:50:06,780 --> 00:50:07,260 not being 5886 00:50:07,260 --> 00:50:07,440 so 5887 00:50:07,440 --> 00:50:07,980 serious, 5888 00:50:07,980 --> 00:50:08,160 not 5889 00:50:08,160 --> 00:50:08,520 getting 5890 00:50:08,520 --> 00:50:08,880 down to 5891 00:50:08,880 --> 00:50:09,240 business 5892 00:50:09,240 --> 00:50:09,540 straight 5893 00:50:09,540 --> 00:50:10,740 away. You 5894 00:50:10,740 --> 00:50:10,980 know, 5895 00:50:10,980 --> 00:50:11,580 being 5896 00:50:11,640 --> 00:50:12,540 relaxed 5897 00:50:12,540 --> 00:50:12,960 around 5898 00:50:12,960 --> 00:50:13,320 someone, 5899 00:50:13,320 --> 00:50:13,620 making 5900 00:50:13,620 --> 00:50:13,980 someone 5901 00:50:13,980 --> 00:50:14,160 feel 5902 00:50:14,160 --> 00:50:14,940 comfortable. 5903 00:50:15,360 --> 00:50:15,840 The best 5904 00:50:15,840 --> 00:50:16,320 analogy 5905 00:50:16,320 --> 00:50:16,680 is, 5906 00:50:16,860 --> 00:50:17,580 everyone, 5907 00:50:17,580 --> 00:50:18,000 I hope, 5908 00:50:18,000 --> 00:50:18,360 has got 5909 00:50:18,360 --> 00:50:18,720 someone 5910 00:50:18,720 --> 00:50:18,960 you know, 5911 00:50:18,960 --> 00:50:19,260 when you 5912 00:50:19,260 --> 00:50:19,860 go into an 5913 00:50:19,860 --> 00:50:20,040 old 5914 00:50:20,040 --> 00:50:20,540 person's 5915 00:50:20,540 --> 00:50:22,340 home, or, 5916 00:50:22,340 --> 00:50:22,580 you know, 5917 00:50:22,580 --> 00:50:22,760 your 5918 00:50:22,760 --> 00:50:23,300 grands, 5919 00:50:23,300 --> 00:50:23,600 and they 5920 00:50:23,600 --> 00:50:23,900 offer you 5921 00:50:23,900 --> 00:50:24,320 a cup of 5922 00:50:24,320 --> 00:50:25,520 tea, and 5923 00:50:25,520 --> 00:50:26,060 they chat 5924 00:50:26,060 --> 00:50:26,480 about your 5925 00:50:26,480 --> 00:50:26,840 day, and 5926 00:50:26,840 --> 00:50:27,200 they want 5927 00:50:27,200 --> 00:50:27,500 to know 5928 00:50:27,500 --> 00:50:28,940 how work 5929 00:50:28,940 --> 00:50:29,240 is, and 5930 00:50:29,240 --> 00:50:29,960 they just, 5931 00:50:30,020 --> 00:50:30,560 there's 5932 00:50:30,560 --> 00:50:31,040 like a 5933 00:50:31,280 --> 00:50:32,180 softness 5934 00:50:32,180 --> 00:50:32,660 to them, 5935 00:50:32,660 --> 00:50:32,900 you know, 5936 00:50:32,900 --> 00:50:33,080 they're 5937 00:50:33,080 --> 00:50:33,740 not hard, 5938 00:50:33,740 --> 00:50:33,920 they're 5939 00:50:33,920 --> 00:50:34,280 just 5940 00:50:34,640 --> 00:50:35,360 loving, 5941 00:50:35,360 --> 00:50:36,200 polite and 5942 00:50:36,200 --> 00:50:36,860 friendly 5943 00:50:36,860 --> 00:50:37,040 and 5944 00:50:37,040 --> 00:50:37,700 likable. 5945 00:50:38,000 --> 00:50:38,780 So like, 5946 00:50:38,840 --> 00:50:39,320 if you can 5947 00:50:39,320 --> 00:50:39,680 create 5948 00:50:39,680 --> 00:50:39,860 that 5949 00:50:39,860 --> 00:50:40,600 warmth 5950 00:50:40,780 --> 00:50:41,080 with 5951 00:50:41,080 --> 00:50:41,680 people. 5952 00:50:42,340 --> 00:50:42,940 People 5953 00:50:42,940 --> 00:50:43,360 will think 5954 00:50:43,360 --> 00:50:43,540 you're 5955 00:50:43,540 --> 00:50:43,720 more 5956 00:50:43,720 --> 00:50:44,260 likable. 5957 00:50:44,620 --> 00:50:44,800 Mark Ackers: And 5958 00:50:44,800 --> 00:50:45,280 may I just 5959 00:50:45,280 --> 00:50:45,640 take this 5960 00:50:45,640 --> 00:50:46,120 time say 5961 00:50:46,180 --> 00:50:46,540 thank you 5962 00:50:46,540 --> 00:50:47,080 for coming 5963 00:50:47,080 --> 00:50:47,440 into the 5964 00:50:47,440 --> 00:50:48,040 office. 5965 00:50:48,220 --> 00:50:48,400 You're 5966 00:50:48,400 --> 00:50:48,700 doing a 5967 00:50:48,700 --> 00:50:49,120 very good 5968 00:50:49,120 --> 00:50:49,600 job. Can I 5969 00:50:49,600 --> 00:50:49,960 get you 5970 00:50:51,520 --> 00:50:51,820 another 5971 00:50:51,820 --> 00:50:52,000 beer 5972 00:50:52,720 --> 00:50:53,140 anytime? 5973 00:50:53,260 --> 00:50:53,740 Let's talk 5974 00:50:53,740 --> 00:50:54,040 about, 5975 00:50:54,040 --> 00:50:54,520 like, the 5976 00:50:54,520 --> 00:50:55,180 mental 5977 00:50:55,300 --> 00:50:55,840 side of 5978 00:50:55,840 --> 00:50:56,560 sales. And 5979 00:50:56,560 --> 00:50:56,800 you have 5980 00:50:56,800 --> 00:50:57,040 spoke 5981 00:50:57,040 --> 00:50:57,340 about a 5982 00:50:57,340 --> 00:50:57,520 lot 5983 00:50:57,520 --> 00:50:57,820 already, 5984 00:50:57,820 --> 00:50:58,120 which is, 5985 00:50:58,120 --> 00:50:58,420 which is 5986 00:50:58,420 --> 00:50:59,320 great. I 5987 00:50:59,620 --> 00:51:00,120 love how 5988 00:51:00,120 --> 00:51:00,420 open, 5989 00:51:00,420 --> 00:51:00,840 honest you 5990 00:51:00,840 --> 00:51:01,320 are about 5991 00:51:01,440 --> 00:51:01,860 so many 5992 00:51:01,860 --> 00:51:02,160 people 5993 00:51:02,160 --> 00:51:02,760 would not 5994 00:51:02,760 --> 00:51:03,540 share what 5995 00:51:03,540 --> 00:51:03,720 you've 5996 00:51:03,720 --> 00:51:03,960 shared, 5997 00:51:03,960 --> 00:51:04,320 and it's 5998 00:51:04,320 --> 00:51:04,860 okay not 5999 00:51:04,860 --> 00:51:05,400 to, by the 6000 00:51:05,400 --> 00:51:05,520 way, 6001 00:51:05,520 --> 00:51:05,880 because 6002 00:51:05,880 --> 00:51:06,360 it's a lot 6003 00:51:06,360 --> 00:51:06,720 totally, 6004 00:51:06,720 --> 00:51:06,780 Oh, 6005 00:51:07,140 --> 00:51:07,740 absolutely. 6006 00:51:07,740 --> 00:51:08,940 But talk 6007 00:51:08,940 --> 00:51:09,180 to me 6008 00:51:09,180 --> 00:51:09,660 about 6009 00:51:10,860 --> 00:51:11,820 sales. You 6010 00:51:11,820 --> 00:51:12,300 know, like 6011 00:51:12,540 --> 00:51:13,080 a mental 6012 00:51:13,080 --> 00:51:13,380 I've like, 6013 00:51:13,380 --> 00:51:13,740 sales is 6014 00:51:13,740 --> 00:51:14,220 obviously 6015 00:51:14,220 --> 00:51:14,880 taxing. 6016 00:51:14,940 --> 00:51:15,180 It's 6017 00:51:15,180 --> 00:51:15,960 anxiety 6018 00:51:15,960 --> 00:51:16,860 inducing, 6019 00:51:16,860 --> 00:51:17,040 it's 6020 00:51:17,040 --> 00:51:17,640 pressure 6021 00:51:17,640 --> 00:51:18,360 filled, 6022 00:51:18,660 --> 00:51:19,200 and even 6023 00:51:19,200 --> 00:51:19,740 more so 6024 00:51:19,740 --> 00:51:20,240 when you 6025 00:51:20,240 --> 00:51:20,600 run your 6026 00:51:20,600 --> 00:51:20,720 own 6027 00:51:20,720 --> 00:51:21,380 business, 6028 00:51:21,380 --> 00:51:22,460 just walk 6029 00:51:22,460 --> 00:51:22,700 me 6030 00:51:22,700 --> 00:51:22,880 through, 6031 00:51:22,880 --> 00:51:23,180 and it 6032 00:51:23,180 --> 00:51:23,600 feels like 6033 00:51:23,600 --> 00:51:23,960 you've had 6034 00:51:23,960 --> 00:51:24,320 a lot of 6035 00:51:24,320 --> 00:51:24,920 experience 6036 00:51:24,920 --> 00:51:25,340 in terms 6037 00:51:25,340 --> 00:51:25,640 of, like, 6038 00:51:25,940 --> 00:51:26,660 education 6039 00:51:26,660 --> 00:51:27,080 and help 6040 00:51:27,080 --> 00:51:27,320 from 6041 00:51:27,320 --> 00:51:27,860 people. 6042 00:51:28,100 --> 00:51:29,060 Like, what 6043 00:51:29,060 --> 00:51:29,840 do you do 6044 00:51:29,900 --> 00:51:30,620 to manage 6045 00:51:30,620 --> 00:51:30,920 some of 6046 00:51:30,920 --> 00:51:31,040 the 6047 00:51:31,040 --> 00:51:31,640 tension 6048 00:51:31,640 --> 00:51:32,120 that this 6049 00:51:32,120 --> 00:51:32,660 profession 6050 00:51:32,660 --> 00:51:33,260 brings to 6051 00:51:33,260 --> 00:51:33,560 you? 6052 00:51:33,680 --> 00:51:33,920 James Ski: For 6053 00:51:33,920 --> 00:51:34,100 me 6054 00:51:34,100 --> 00:51:35,060 personally, 6055 00:51:35,060 --> 00:51:35,660 you know, 6056 00:51:35,660 --> 00:51:36,080 and a lot 6057 00:51:36,080 --> 00:51:36,380 of these 6058 00:51:36,380 --> 00:51:37,520 are common 6059 00:51:37,520 --> 00:51:38,240 commonalities 6060 00:51:38,240 --> 00:51:38,840 or cliche 6061 00:51:38,840 --> 00:51:39,200 obvious, 6062 00:51:39,200 --> 00:51:39,560 like, you 6063 00:51:39,560 --> 00:51:39,680 know, 6064 00:51:39,680 --> 00:51:40,160 exercise 6065 00:51:40,160 --> 00:51:40,540 is a big 6066 00:51:40,540 --> 00:51:40,840 deal for 6067 00:51:40,840 --> 00:51:42,520 me. I do 6068 00:51:42,520 --> 00:51:42,940 try and 6069 00:51:42,940 --> 00:51:43,360 run three, 6070 00:51:43,360 --> 00:51:43,840 four times 6071 00:51:43,840 --> 00:51:44,260 a week. 6072 00:51:44,260 --> 00:51:44,620 And now 6073 00:51:44,620 --> 00:51:44,920 back on 6074 00:51:44,920 --> 00:51:45,400 the river, 6075 00:51:45,400 --> 00:51:46,000 rowing in 6076 00:51:46,000 --> 00:51:46,300 a rowing 6077 00:51:46,300 --> 00:51:46,480 boat, 6078 00:51:46,480 --> 00:51:46,840 which is a 6079 00:51:46,840 --> 00:51:47,140 lot of 6080 00:51:47,140 --> 00:51:47,500 fun. I go 6081 00:51:47,500 --> 00:51:47,740 to the 6082 00:51:47,740 --> 00:51:49,840 gym. So 6083 00:51:49,900 --> 00:51:50,140 that's 6084 00:51:50,140 --> 00:51:50,380 really 6085 00:51:50,380 --> 00:51:50,920 important. 6086 00:51:50,920 --> 00:51:52,000 Sleep is 6087 00:51:52,000 --> 00:51:52,540 absolutely 6088 00:51:52,540 --> 00:51:53,080 critical. 6089 00:51:53,140 --> 00:51:54,040 Consistency 6090 00:51:54,040 --> 00:51:54,700 on sleep 6091 00:51:55,180 --> 00:51:56,020 is super, 6092 00:51:56,020 --> 00:51:56,380 super 6093 00:51:56,380 --> 00:51:57,100 important. 6094 00:51:57,400 --> 00:51:57,880 Getting 6095 00:51:57,940 --> 00:51:58,600 what you 6096 00:51:58,600 --> 00:51:59,200 need, but 6097 00:51:59,200 --> 00:51:59,440 just 6098 00:51:59,440 --> 00:51:59,740 getting 6099 00:51:59,740 --> 00:52:00,420 enough of 6100 00:52:00,420 --> 00:52:00,720 it on a 6101 00:52:00,720 --> 00:52:01,320 consistent 6102 00:52:01,320 --> 00:52:02,940 basis, is 6103 00:52:02,940 --> 00:52:03,180 really 6104 00:52:03,180 --> 00:52:03,720 important, 6105 00:52:04,320 --> 00:52:08,100 also not 6106 00:52:08,100 --> 00:52:08,400 being 6107 00:52:08,400 --> 00:52:09,180 super 6108 00:52:09,180 --> 00:52:10,020 attached 6109 00:52:10,140 --> 00:52:10,500 to the 6110 00:52:10,500 --> 00:52:11,160 outcome. 6111 00:52:12,060 --> 00:52:12,540 If the 6112 00:52:12,540 --> 00:52:13,140 discovery 6113 00:52:13,140 --> 00:52:13,380 call 6114 00:52:13,380 --> 00:52:13,800 doesn't go 6115 00:52:13,800 --> 00:52:14,280 well, so 6116 00:52:14,280 --> 00:52:14,580 what if 6117 00:52:14,580 --> 00:52:14,880 you don't 6118 00:52:14,880 --> 00:52:15,240 close the 6119 00:52:15,240 --> 00:52:15,720 deal? So 6120 00:52:15,720 --> 00:52:16,440 what? Like 6121 00:52:17,100 --> 00:52:17,400 you know 6122 00:52:17,400 --> 00:52:17,880 your boss 6123 00:52:17,880 --> 00:52:18,360 is telling 6124 00:52:18,360 --> 00:52:18,660 you need 6125 00:52:18,660 --> 00:52:19,020 to get a 6126 00:52:19,020 --> 00:52:19,440 deal done 6127 00:52:19,440 --> 00:52:19,740 by this 6128 00:52:19,740 --> 00:52:20,100 time. If 6129 00:52:20,100 --> 00:52:20,420 it doesn't 6130 00:52:20,420 --> 00:52:20,840 happen. It 6131 00:52:20,840 --> 00:52:21,140 doesn't 6132 00:52:21,140 --> 00:52:21,440 happen 6133 00:52:22,100 --> 00:52:22,580 like I had 6134 00:52:22,580 --> 00:52:22,760 this 6135 00:52:22,760 --> 00:52:23,480 thing. I 6136 00:52:23,480 --> 00:52:23,840 had my 6137 00:52:23,840 --> 00:52:24,680 first son 6138 00:52:24,740 --> 00:52:25,160 when I was 6139 00:52:25,160 --> 00:52:26,240 only 24 6140 00:52:27,020 --> 00:52:27,380 which was 6141 00:52:27,380 --> 00:52:27,920 reasonably 6142 00:52:27,920 --> 00:52:28,640 young, and 6143 00:52:28,640 --> 00:52:29,120 I remember 6144 00:52:29,120 --> 00:52:29,600 some of my 6145 00:52:29,600 --> 00:52:30,080 managers 6146 00:52:30,080 --> 00:52:30,440 used to 6147 00:52:30,440 --> 00:52:31,280 email me. 6148 00:52:31,640 --> 00:52:32,060 This was 6149 00:52:32,060 --> 00:52:32,540 before 6150 00:52:32,540 --> 00:52:32,960 slack, 6151 00:52:33,020 --> 00:52:33,620 urgent 6152 00:52:33,740 --> 00:52:34,100 call me 6153 00:52:34,100 --> 00:52:34,640 back, or 6154 00:52:34,640 --> 00:52:35,360 urgent you 6155 00:52:35,360 --> 00:52:36,020 need to 6156 00:52:36,020 --> 00:52:36,260 go. No, 6157 00:52:36,680 --> 00:52:37,040 nothing's 6158 00:52:37,040 --> 00:52:37,760 urgent in 6159 00:52:37,760 --> 00:52:38,420 business, 6160 00:52:38,780 --> 00:52:39,140 what's 6161 00:52:39,140 --> 00:52:40,120 urgent is 6162 00:52:40,120 --> 00:52:41,080 if my the 6163 00:52:41,080 --> 00:52:41,380 mother or 6164 00:52:41,380 --> 00:52:41,500 my 6165 00:52:41,500 --> 00:52:41,920 children 6166 00:52:41,920 --> 00:52:42,340 calls me 6167 00:52:42,340 --> 00:52:42,640 and my 6168 00:52:42,640 --> 00:52:43,060 son's 6169 00:52:43,120 --> 00:52:43,480 injured 6170 00:52:43,480 --> 00:52:43,840 and He's 6171 00:52:43,840 --> 00:52:43,960 in 6172 00:52:43,960 --> 00:52:44,440 hospital, 6173 00:52:44,620 --> 00:52:45,100 that's an 6174 00:52:45,280 --> 00:52:45,700 urgent, 6175 00:52:45,760 --> 00:52:46,000 that's 6176 00:52:46,000 --> 00:52:46,540 emergency, 6177 00:52:46,960 --> 00:52:47,560 really, in 6178 00:52:47,560 --> 00:52:48,220 business, 6179 00:52:48,280 --> 00:52:48,880 there's no 6180 00:52:48,940 --> 00:52:49,180 there's 6181 00:52:49,180 --> 00:52:49,480 nothing 6182 00:52:49,480 --> 00:52:49,960 urgent, if 6183 00:52:49,960 --> 00:52:50,080 I'm 6184 00:52:50,080 --> 00:52:50,380 honest, 6185 00:52:50,380 --> 00:52:51,040 like it's 6186 00:52:51,040 --> 00:52:51,580 important 6187 00:52:51,700 --> 00:52:52,000 and you 6188 00:52:52,000 --> 00:52:52,480 can get to 6189 00:52:52,480 --> 00:52:52,960 it, but 6190 00:52:53,080 --> 00:52:53,500 it's not 6191 00:52:53,500 --> 00:52:54,100 urgent. So 6192 00:52:54,100 --> 00:52:54,820 I hate 6193 00:52:54,820 --> 00:52:55,480 that kind 6194 00:52:55,480 --> 00:52:56,020 of use of 6195 00:52:56,020 --> 00:52:56,740 language 6196 00:52:57,460 --> 00:52:57,940 around 6197 00:52:57,940 --> 00:52:58,540 people. 6198 00:52:58,840 --> 00:52:59,560 And I 6199 00:52:59,560 --> 00:53:00,240 think, you 6200 00:53:00,240 --> 00:53:00,600 know, 6201 00:53:00,600 --> 00:53:01,440 it's, it's 6202 00:53:01,440 --> 00:53:01,920 not being 6203 00:53:01,920 --> 00:53:02,520 attached 6204 00:53:02,520 --> 00:53:02,760 to the 6205 00:53:02,760 --> 00:53:03,180 outcome. 6206 00:53:03,180 --> 00:53:03,480 Yes, 6207 00:53:03,480 --> 00:53:04,200 striving 6208 00:53:04,200 --> 00:53:04,560 for it. 6209 00:53:04,560 --> 00:53:04,980 Yes, put 6210 00:53:04,980 --> 00:53:05,340 the work 6211 00:53:05,340 --> 00:53:05,580 in. If 6212 00:53:05,580 --> 00:53:05,940 you're not 6213 00:53:05,940 --> 00:53:06,300 someone 6214 00:53:06,300 --> 00:53:06,480 that 6215 00:53:06,480 --> 00:53:06,780 doesn't 6216 00:53:06,780 --> 00:53:07,080 put the 6217 00:53:07,080 --> 00:53:07,380 work in, 6218 00:53:07,380 --> 00:53:07,800 that's not 6219 00:53:07,800 --> 00:53:07,980 good 6220 00:53:07,980 --> 00:53:08,220 enough. 6221 00:53:08,220 --> 00:53:08,820 But like, 6222 00:53:08,820 --> 00:53:09,060 if it 6223 00:53:09,060 --> 00:53:09,360 doesn't 6224 00:53:09,360 --> 00:53:09,780 happen, it 6225 00:53:09,780 --> 00:53:10,080 doesn't 6226 00:53:10,080 --> 00:53:10,380 happen, 6227 00:53:10,380 --> 00:53:10,800 like, just 6228 00:53:10,800 --> 00:53:11,100 let go, 6229 00:53:11,100 --> 00:53:11,520 move on, 6230 00:53:11,520 --> 00:53:11,940 move to 6231 00:53:11,940 --> 00:53:12,300 the next 6232 00:53:12,300 --> 00:53:12,720 one, on to 6233 00:53:12,720 --> 00:53:13,200 the next. 6234 00:53:13,440 --> 00:53:14,520 So I think 6235 00:53:14,520 --> 00:53:15,000 you know 6236 00:53:15,060 --> 00:53:15,420 your 6237 00:53:15,420 --> 00:53:16,260 mindset 6238 00:53:16,260 --> 00:53:16,620 and how 6239 00:53:16,620 --> 00:53:19,500 you kind 6240 00:53:19,500 --> 00:53:19,800 of, you 6241 00:53:19,800 --> 00:53:20,340 know, look 6242 00:53:20,340 --> 00:53:20,700 at things, 6243 00:53:20,700 --> 00:53:21,060 is really 6244 00:53:21,060 --> 00:53:21,920 important, 6245 00:53:21,920 --> 00:53:22,220 and you 6246 00:53:22,220 --> 00:53:22,520 know what? 6247 00:53:22,520 --> 00:53:22,640 It 6248 00:53:22,640 --> 00:53:22,940 actually 6249 00:53:22,940 --> 00:53:23,300 is funny 6250 00:53:23,300 --> 00:53:24,140 enough for 6251 00:53:24,140 --> 00:53:24,500 all the 6252 00:53:24,500 --> 00:53:25,220 content I 6253 00:53:25,220 --> 00:53:25,580 put out 6254 00:53:25,580 --> 00:53:26,060 and the 6255 00:53:26,060 --> 00:53:26,600 personal 6256 00:53:26,600 --> 00:53:26,840 stuff, 6257 00:53:26,840 --> 00:53:27,080 which I 6258 00:53:27,080 --> 00:53:27,380 think 6259 00:53:27,620 --> 00:53:27,980 people 6260 00:53:27,980 --> 00:53:28,100 have 6261 00:53:28,100 --> 00:53:28,520 different 6262 00:53:28,520 --> 00:53:29,060 versions 6263 00:53:29,060 --> 00:53:29,480 of me or 6264 00:53:29,480 --> 00:53:29,720 seen 6265 00:53:29,720 --> 00:53:30,140 different 6266 00:53:30,140 --> 00:53:30,560 versions 6267 00:53:30,560 --> 00:53:30,800 of me, 6268 00:53:30,800 --> 00:53:31,340 I've read 6269 00:53:31,340 --> 00:53:31,460 or 6270 00:53:31,460 --> 00:53:31,880 listened 6271 00:53:31,880 --> 00:53:32,000 to 6272 00:53:32,000 --> 00:53:32,420 different 6273 00:53:32,420 --> 00:53:32,780 versions 6274 00:53:33,200 --> 00:53:33,500 of me. I 6275 00:53:33,560 --> 00:53:34,400 actually, 6276 00:53:34,460 --> 00:53:35,660 I get very 6277 00:53:35,660 --> 00:53:36,620 few people 6278 00:53:36,620 --> 00:53:36,860 that are 6279 00:53:36,860 --> 00:53:38,660 like, I'm 6280 00:53:38,660 --> 00:53:39,140 struggling 6281 00:53:39,140 --> 00:53:39,380 in my 6282 00:53:39,380 --> 00:53:39,680 number 6283 00:53:39,680 --> 00:53:39,980 and, you 6284 00:53:39,980 --> 00:53:40,160 know, 6285 00:53:40,160 --> 00:53:40,300 because 6286 00:53:40,300 --> 00:53:40,480 you've 6287 00:53:40,480 --> 00:53:40,780 done the 6288 00:53:40,780 --> 00:53:41,200 survey and 6289 00:53:41,200 --> 00:53:41,560 we've done 6290 00:53:41,560 --> 00:53:41,680 the 6291 00:53:41,680 --> 00:53:42,100 reports, 6292 00:53:42,280 --> 00:53:42,580 most 6293 00:53:42,580 --> 00:53:43,180 salespeople 6294 00:53:43,180 --> 00:53:43,420 are not 6295 00:53:43,420 --> 00:53:43,720 hitting 6296 00:53:43,720 --> 00:53:43,900 their 6297 00:53:43,900 --> 00:53:44,200 number, 6298 00:53:44,860 --> 00:53:45,100 but I 6299 00:53:45,100 --> 00:53:45,280 don't 6300 00:53:45,280 --> 00:53:45,520 think 6301 00:53:45,520 --> 00:53:45,700 they're 6302 00:53:45,700 --> 00:53:46,000 dealing 6303 00:53:46,000 --> 00:53:46,720 with it. I 6304 00:53:46,720 --> 00:53:47,080 honestly, 6305 00:53:47,080 --> 00:53:47,380 I think 6306 00:53:47,380 --> 00:53:47,680 there's a 6307 00:53:47,680 --> 00:53:48,160 crisis in 6308 00:53:48,160 --> 00:53:48,940 sales, if 6309 00:53:48,940 --> 00:53:49,240 I have to 6310 00:53:49,240 --> 00:53:49,720 say that 6311 00:53:49,720 --> 00:53:50,080 out loud 6312 00:53:50,080 --> 00:53:50,500 right now, 6313 00:53:50,500 --> 00:53:50,860 where 6314 00:53:51,340 --> 00:53:51,700 there is 6315 00:53:51,700 --> 00:53:51,820 an 6316 00:53:51,820 --> 00:53:52,480 epidemic 6317 00:53:52,540 --> 00:53:52,660 of 6318 00:53:52,660 --> 00:53:53,320 salespeople 6319 00:53:53,320 --> 00:53:53,500 not 6320 00:53:53,500 --> 00:53:53,800 hitting 6321 00:53:53,800 --> 00:53:54,400 target, 6322 00:53:55,000 --> 00:53:55,300 and they 6323 00:53:55,300 --> 00:53:55,660 don't know 6324 00:53:55,660 --> 00:53:55,960 what to 6325 00:53:55,960 --> 00:53:56,380 do, and 6326 00:53:56,380 --> 00:53:56,680 they don't 6327 00:53:56,680 --> 00:53:56,920 know who 6328 00:53:56,920 --> 00:53:57,280 to turn 6329 00:53:57,280 --> 00:53:58,360 to, and 6330 00:53:58,360 --> 00:53:58,660 they don't 6331 00:53:58,660 --> 00:53:59,140 know how 6332 00:53:59,140 --> 00:53:59,440 to talk 6333 00:53:59,440 --> 00:53:59,860 about and 6334 00:53:59,860 --> 00:54:00,180 so they're 6335 00:54:00,180 --> 00:54:00,600 not. It's 6336 00:54:00,600 --> 00:54:01,080 just being 6337 00:54:01,080 --> 00:54:01,440 ignored 6338 00:54:02,220 --> 00:54:02,520 because 6339 00:54:02,520 --> 00:54:03,120 most sales 6340 00:54:03,120 --> 00:54:03,540 people are 6341 00:54:03,540 --> 00:54:03,720 not 6342 00:54:03,720 --> 00:54:04,020 hitting 6343 00:54:04,020 --> 00:54:04,200 their 6344 00:54:04,200 --> 00:54:04,620 targets. 6345 00:54:05,100 --> 00:54:05,520 So I don't 6346 00:54:05,520 --> 00:54:05,820 know where 6347 00:54:05,820 --> 00:54:06,000 they're 6348 00:54:06,000 --> 00:54:06,240 going, 6349 00:54:06,240 --> 00:54:06,540 because 6350 00:54:06,540 --> 00:54:06,720 they're 6351 00:54:06,720 --> 00:54:07,200 not coming 6352 00:54:07,200 --> 00:54:07,440 to me, 6353 00:54:07,680 --> 00:54:07,980 either as 6354 00:54:07,980 --> 00:54:08,340 much as I 6355 00:54:08,340 --> 00:54:08,580 thought 6356 00:54:08,580 --> 00:54:08,700 they 6357 00:54:08,700 --> 00:54:08,940 would, or 6358 00:54:08,940 --> 00:54:09,300 at least 6359 00:54:09,300 --> 00:54:09,600 if they're 6360 00:54:09,600 --> 00:54:10,020 coming to 6361 00:54:10,020 --> 00:54:10,140 me, 6362 00:54:10,140 --> 00:54:10,320 they're 6363 00:54:10,320 --> 00:54:10,800 not really 6364 00:54:11,220 --> 00:54:11,940 sharing 6365 00:54:11,940 --> 00:54:12,180 what's 6366 00:54:12,180 --> 00:54:12,720 going on. 6367 00:54:13,080 --> 00:54:14,700 So yeah, I 6368 00:54:14,700 --> 00:54:15,300 think, you 6369 00:54:15,300 --> 00:54:15,540 know, 6370 00:54:15,540 --> 00:54:15,840 there's a 6371 00:54:15,840 --> 00:54:16,320 lot of 6372 00:54:16,320 --> 00:54:16,680 people 6373 00:54:16,680 --> 00:54:17,040 trying to 6374 00:54:17,040 --> 00:54:17,520 cope with 6375 00:54:17,520 --> 00:54:17,700 this 6376 00:54:17,700 --> 00:54:18,600 themselves, 6377 00:54:18,900 --> 00:54:19,500 and you 6378 00:54:20,280 --> 00:54:20,540 know, you 6379 00:54:20,540 --> 00:54:20,960 need to do 6380 00:54:20,960 --> 00:54:21,260 some of 6381 00:54:21,260 --> 00:54:21,620 the things 6382 00:54:21,620 --> 00:54:21,740 I've 6383 00:54:21,740 --> 00:54:21,980 talked 6384 00:54:21,980 --> 00:54:22,340 about. 6385 00:54:22,340 --> 00:54:22,700 That's how 6386 00:54:22,700 --> 00:54:23,300 I do it. 6387 00:54:23,540 --> 00:54:23,900 Also, I 6388 00:54:23,900 --> 00:54:24,200 have a 6389 00:54:24,200 --> 00:54:24,740 well being 6390 00:54:24,740 --> 00:54:24,980 team 6391 00:54:24,980 --> 00:54:25,340 around me. 6392 00:54:25,340 --> 00:54:25,580 I talk 6393 00:54:25,580 --> 00:54:26,000 about this 6394 00:54:26,000 --> 00:54:26,240 in my 6395 00:54:26,240 --> 00:54:26,900 book, How 6396 00:54:26,900 --> 00:54:27,260 To Build 6397 00:54:27,260 --> 00:54:27,500 sales 6398 00:54:27,500 --> 00:54:28,220 confidence. 6399 00:54:28,640 --> 00:54:29,000 So I have 6400 00:54:29,000 --> 00:54:29,060 a 6401 00:54:29,060 --> 00:54:29,780 psychologist, 6402 00:54:29,780 --> 00:54:30,080 I have a 6403 00:54:30,080 --> 00:54:31,100 psychiatrist, 6404 00:54:31,100 --> 00:54:31,880 I have a 6405 00:54:31,880 --> 00:54:32,600 personal 6406 00:54:32,660 --> 00:54:33,200 coach. I 6407 00:54:33,200 --> 00:54:33,800 have a 6408 00:54:33,800 --> 00:54:35,480 coach. You 6409 00:54:35,480 --> 00:54:35,780 know, all 6410 00:54:35,780 --> 00:54:36,080 of these 6411 00:54:36,080 --> 00:54:36,920 people, 6412 00:54:36,980 --> 00:54:37,640 plus some 6413 00:54:37,640 --> 00:54:38,120 key family 6414 00:54:38,120 --> 00:54:38,480 members 6415 00:54:38,480 --> 00:54:38,660 and 6416 00:54:38,660 --> 00:54:39,200 friends, 6417 00:54:39,620 --> 00:54:40,100 know 6418 00:54:40,100 --> 00:54:40,360 what's 6419 00:54:40,360 --> 00:54:40,720 going on 6420 00:54:40,720 --> 00:54:40,960 in my 6421 00:54:40,960 --> 00:54:41,620 world. Can 6422 00:54:41,620 --> 00:54:42,520 give me 6423 00:54:42,700 --> 00:54:43,240 updates. 6424 00:54:43,240 --> 00:54:43,660 Can share 6425 00:54:43,660 --> 00:54:44,020 with me 6426 00:54:44,020 --> 00:54:44,260 that I 6427 00:54:44,260 --> 00:54:44,560 might be 6428 00:54:44,560 --> 00:54:44,860 getting 6429 00:54:44,860 --> 00:54:45,220 ahead of 6430 00:54:45,220 --> 00:54:45,640 myself, or 6431 00:54:45,640 --> 00:54:45,880 I don't 6432 00:54:45,880 --> 00:54:46,420 seem quite 6433 00:54:46,720 --> 00:54:47,140 right, or 6434 00:54:47,140 --> 00:54:47,260 I'm 6435 00:54:47,260 --> 00:54:47,740 behaving 6436 00:54:47,740 --> 00:54:48,340 differently, 6437 00:54:48,580 --> 00:54:48,940 and that 6438 00:54:48,940 --> 00:54:49,600 just means 6439 00:54:49,600 --> 00:54:50,020 that I can 6440 00:54:50,020 --> 00:54:50,500 monitor 6441 00:54:50,500 --> 00:54:51,700 myself and 6442 00:54:51,700 --> 00:54:52,900 stay as 6443 00:54:52,900 --> 00:54:53,200 well as 6444 00:54:53,200 --> 00:54:53,680 possible. 6445 00:54:53,800 --> 00:54:54,160 It feels 6446 00:54:54,160 --> 00:54:54,340 Mark Ackers: like 6447 00:54:54,340 --> 00:54:54,820 you really 6448 00:54:54,820 --> 00:54:55,420 have just 6449 00:54:55,420 --> 00:54:55,780 built a 6450 00:54:55,780 --> 00:54:57,220 great team 6451 00:54:57,220 --> 00:54:58,240 around you 6452 00:54:58,420 --> 00:54:58,900 to help 6453 00:54:58,900 --> 00:54:59,920 you and. 6454 00:55:00,000 --> 00:55:00,180 Most 6455 00:55:00,180 --> 00:55:00,480 people 6456 00:55:00,480 --> 00:55:00,780 don't have 6457 00:55:00,780 --> 00:55:00,960 that 6458 00:55:00,960 --> 00:55:01,320 luxury, 6459 00:55:01,320 --> 00:55:01,620 like you 6460 00:55:01,620 --> 00:55:01,920 say, and 6461 00:55:01,920 --> 00:55:02,280 they don't 6462 00:55:02,280 --> 00:55:02,640 know who 6463 00:55:02,640 --> 00:55:03,000 to talk 6464 00:55:03,000 --> 00:55:03,300 to, don't 6465 00:55:03,300 --> 00:55:03,840 want to 6466 00:55:03,960 --> 00:55:04,200 some 6467 00:55:04,200 --> 00:55:04,500 people 6468 00:55:04,500 --> 00:55:04,860 probably 6469 00:55:04,860 --> 00:55:05,280 don't even 6470 00:55:05,280 --> 00:55:06,240 identify 6471 00:55:06,660 --> 00:55:06,840 that. 6472 00:55:06,840 --> 00:55:07,020 They've 6473 00:55:07,020 --> 00:55:07,440 got these 6474 00:55:07,440 --> 00:55:08,160 problems. 6475 00:55:08,220 --> 00:55:08,460 That's 6476 00:55:08,460 --> 00:55:09,540 true. What 6477 00:55:09,540 --> 00:55:09,780 are the 6478 00:55:09,780 --> 00:55:10,200 warning 6479 00:55:10,200 --> 00:55:10,620 signs if 6480 00:55:10,620 --> 00:55:10,920 you're an 6481 00:55:10,920 --> 00:55:11,580 individual 6482 00:55:12,480 --> 00:55:12,900 to look 6483 00:55:12,900 --> 00:55:13,140 for? I've 6484 00:55:13,140 --> 00:55:13,380 James Ski: never 6485 00:55:13,380 --> 00:55:13,620 quite 6486 00:55:13,620 --> 00:55:14,280 experienced, 6487 00:55:14,280 --> 00:55:14,580 but I 6488 00:55:14,580 --> 00:55:15,120 understand 6489 00:55:15,120 --> 00:55:15,360 the 6490 00:55:15,360 --> 00:55:15,960 concept of 6491 00:55:15,960 --> 00:55:16,200 it, you 6492 00:55:16,200 --> 00:55:16,320 know, 6493 00:55:16,320 --> 00:55:16,560 like, I 6494 00:55:16,560 --> 00:55:16,920 think they 6495 00:55:16,920 --> 00:55:17,220 call it 6496 00:55:17,220 --> 00:55:17,520 Monday 6497 00:55:17,520 --> 00:55:17,880 blues, you 6498 00:55:17,880 --> 00:55:18,120 know, if 6499 00:55:18,120 --> 00:55:18,300 you're 6500 00:55:18,300 --> 00:55:19,020 really on 6501 00:55:19,020 --> 00:55:19,680 a Sunday, 6502 00:55:19,980 --> 00:55:20,300 getting 6503 00:55:20,300 --> 00:55:21,080 anxious 6504 00:55:21,500 --> 00:55:21,860 about 6505 00:55:21,860 --> 00:55:22,160 Monday 6506 00:55:22,160 --> 00:55:22,580 morning, 6507 00:55:22,580 --> 00:55:22,880 sitting 6508 00:55:22,880 --> 00:55:23,180 down in 6509 00:55:23,180 --> 00:55:23,540 the sales 6510 00:55:23,540 --> 00:55:24,200 meeting or 6511 00:55:24,560 --> 00:55:24,980 getting on 6512 00:55:24,980 --> 00:55:25,460 the sales 6513 00:55:25,460 --> 00:55:26,060 call, and 6514 00:55:26,060 --> 00:55:26,720 you are, 6515 00:55:26,840 --> 00:55:27,320 you know, 6516 00:55:28,160 --> 00:55:28,700 your heart 6517 00:55:28,700 --> 00:55:28,940 beats 6518 00:55:28,940 --> 00:55:29,420 racing, 6519 00:55:29,420 --> 00:55:29,600 you're 6520 00:55:29,600 --> 00:55:30,500 stressed, 6521 00:55:30,500 --> 00:55:30,920 like 6522 00:55:31,160 --> 00:55:31,340 you're 6523 00:55:31,340 --> 00:55:31,940 distracted. 6524 00:55:31,940 --> 00:55:32,120 Your 6525 00:55:32,120 --> 00:55:32,480 family's 6526 00:55:32,480 --> 00:55:32,660 not 6527 00:55:32,660 --> 00:55:32,960 getting 6528 00:55:32,960 --> 00:55:33,140 their 6529 00:55:33,140 --> 00:55:33,560 attention, 6530 00:55:33,560 --> 00:55:33,800 or your 6531 00:55:33,800 --> 00:55:34,220 partner's 6532 00:55:34,220 --> 00:55:34,400 not 6533 00:55:34,400 --> 00:55:34,700 getting 6534 00:55:34,700 --> 00:55:34,880 your 6535 00:55:34,880 --> 00:55:35,300 attention. 6536 00:55:35,300 --> 00:55:35,600 Because 6537 00:55:35,600 --> 00:55:35,780 you're 6538 00:55:35,780 --> 00:55:36,140 stressed 6539 00:55:36,140 --> 00:55:36,380 about 6540 00:55:36,380 --> 00:55:36,800 Monday 6541 00:55:37,580 --> 00:55:37,880 there's a 6542 00:55:37,880 --> 00:55:38,360 problem. 6543 00:55:38,480 --> 00:55:38,780 You need 6544 00:55:38,780 --> 00:55:39,140 to speak 6545 00:55:39,140 --> 00:55:39,260 to 6546 00:55:39,260 --> 00:55:39,620 someone. 6547 00:55:39,620 --> 00:55:40,100 You need 6548 00:55:40,100 --> 00:55:40,180 to a 6549 00:55:40,180 --> 00:55:40,840 professional. 6550 00:55:41,380 --> 00:55:42,460 So I think 6551 00:55:42,460 --> 00:55:43,360 if you're 6552 00:55:43,420 --> 00:55:44,260 anxious, 6553 00:55:44,260 --> 00:55:44,920 waking up 6554 00:55:44,920 --> 00:55:45,160 in the 6555 00:55:45,160 --> 00:55:45,520 morning, 6556 00:55:45,520 --> 00:55:46,060 going into 6557 00:55:46,060 --> 00:55:47,140 work, if 6558 00:55:47,140 --> 00:55:48,040 you can't 6559 00:55:48,400 --> 00:55:48,880 turn your 6560 00:55:48,880 --> 00:55:49,300 laptop 6561 00:55:49,300 --> 00:55:50,020 off, you 6562 00:55:50,020 --> 00:55:50,200 know, 6563 00:55:50,200 --> 00:55:50,620 especially 6564 00:55:50,620 --> 00:55:50,920 with so 6565 00:55:50,920 --> 00:55:51,160 many 6566 00:55:51,160 --> 00:55:51,460 people 6567 00:55:51,460 --> 00:55:51,640 that 6568 00:55:51,640 --> 00:55:52,240 hybrid now 6569 00:55:52,240 --> 00:55:52,660 work from 6570 00:55:52,660 --> 00:55:53,020 home, like 6571 00:55:53,020 --> 00:55:53,320 they're on 6572 00:55:53,320 --> 00:55:53,500 their 6573 00:55:53,500 --> 00:55:53,920 laptop 6574 00:55:53,920 --> 00:55:54,340 till eight 6575 00:55:54,340 --> 00:55:54,640 o'clock, 6576 00:55:54,700 --> 00:55:54,940 nine 6577 00:55:54,940 --> 00:55:55,360 o'clock at 6578 00:55:55,360 --> 00:55:56,380 night, you 6579 00:55:56,380 --> 00:55:56,740 don't have 6580 00:55:56,740 --> 00:55:57,040 to do 6581 00:55:57,040 --> 00:55:57,460 that, but 6582 00:55:57,460 --> 00:55:57,940 you feel 6583 00:55:57,940 --> 00:55:58,240 like you 6584 00:55:58,240 --> 00:55:58,600 need to. I 6585 00:55:58,600 --> 00:55:58,840 think 6586 00:55:58,840 --> 00:55:59,200 you've got 6587 00:55:59,200 --> 00:55:59,680 a problem. 6588 00:56:00,160 --> 00:56:00,900 I think if 6589 00:56:00,900 --> 00:56:02,040 you are, 6590 00:56:02,100 --> 00:56:02,640 you know, 6591 00:56:02,940 --> 00:56:03,600 abusing 6592 00:56:03,600 --> 00:56:04,320 alcohol, 6593 00:56:04,380 --> 00:56:04,920 drugs, 6594 00:56:04,920 --> 00:56:05,160 other 6595 00:56:05,160 --> 00:56:05,640 things, 6596 00:56:05,640 --> 00:56:06,660 you've got 6597 00:56:06,660 --> 00:56:07,200 a problem. 6598 00:56:07,620 --> 00:56:08,700 If you 6599 00:56:08,760 --> 00:56:11,040 are, you 6600 00:56:11,040 --> 00:56:11,160 know, 6601 00:56:11,220 --> 00:56:12,180 afraid to 6602 00:56:12,180 --> 00:56:12,600 be honest 6603 00:56:12,600 --> 00:56:13,020 about your 6604 00:56:13,020 --> 00:56:13,680 pipeline 6605 00:56:13,740 --> 00:56:14,040 to your 6606 00:56:14,040 --> 00:56:14,640 manager, 6607 00:56:14,820 --> 00:56:15,240 you've got 6608 00:56:15,240 --> 00:56:15,720 a problem. 6609 00:56:16,020 --> 00:56:16,500 So I think 6610 00:56:16,500 --> 00:56:16,800 there's a 6611 00:56:16,800 --> 00:56:17,040 there's 6612 00:56:17,040 --> 00:56:17,760 number of 6613 00:56:17,760 --> 00:56:18,240 things 6614 00:56:18,240 --> 00:56:19,080 that you 6615 00:56:19,080 --> 00:56:19,680 need to 6616 00:56:19,740 --> 00:56:20,280 become 6617 00:56:20,280 --> 00:56:21,080 aware of. 6618 00:56:21,440 --> 00:56:22,820 And if 6619 00:56:22,820 --> 00:56:23,720 you, you 6620 00:56:23,720 --> 00:56:23,840 know 6621 00:56:23,840 --> 00:56:24,500 experience 6622 00:56:24,500 --> 00:56:24,800 that you 6623 00:56:24,800 --> 00:56:25,220 you need 6624 00:56:25,220 --> 00:56:25,760 to speak 6625 00:56:25,760 --> 00:56:25,940 to a 6626 00:56:25,940 --> 00:56:26,600 professional, 6627 00:56:26,600 --> 00:56:26,960 and then 6628 00:56:26,960 --> 00:56:27,260 you need 6629 00:56:27,260 --> 00:56:27,680 to start 6630 00:56:27,680 --> 00:56:28,040 thinking 6631 00:56:28,400 --> 00:56:28,760 about, you 6632 00:56:28,760 --> 00:56:29,540 know, are 6633 00:56:29,540 --> 00:56:29,900 you in the 6634 00:56:29,900 --> 00:56:30,080 right 6635 00:56:30,080 --> 00:56:30,620 company? 6636 00:56:30,620 --> 00:56:30,920 Have you 6637 00:56:30,920 --> 00:56:31,220 got the 6638 00:56:31,220 --> 00:56:31,400 right 6639 00:56:31,400 --> 00:56:32,060 manager? 6640 00:56:32,120 --> 00:56:32,720 Like, 6641 00:56:33,200 --> 00:56:33,560 where can 6642 00:56:33,560 --> 00:56:33,920 you get a 6643 00:56:33,920 --> 00:56:34,280 system? 6644 00:56:34,280 --> 00:56:34,640 And this 6645 00:56:34,640 --> 00:56:35,360 is why, 6646 00:56:35,360 --> 00:56:35,960 you know, 6647 00:56:36,920 --> 00:56:37,160 I know 6648 00:56:37,160 --> 00:56:37,340 you're 6649 00:56:37,340 --> 00:56:37,760 not, it's 6650 00:56:37,760 --> 00:56:38,180 not really 6651 00:56:38,180 --> 00:56:38,360 the 6652 00:56:38,360 --> 00:56:38,660 female, 6653 00:56:38,660 --> 00:56:39,020 but this 6654 00:56:39,020 --> 00:56:39,260 is why 6655 00:56:39,260 --> 00:56:39,800 having a 6656 00:56:39,800 --> 00:56:40,300 an outlet 6657 00:56:40,300 --> 00:56:41,020 of a coach 6658 00:56:41,020 --> 00:56:41,140 is 6659 00:56:41,140 --> 00:56:41,920 critical 6660 00:56:42,220 --> 00:56:42,820 because 6661 00:56:42,880 --> 00:56:43,300 they're a 6662 00:56:43,300 --> 00:56:43,600 third 6663 00:56:43,600 --> 00:56:44,080 party. 6664 00:56:44,080 --> 00:56:44,320 They're a 6665 00:56:44,320 --> 00:56:44,680 person 6666 00:56:44,680 --> 00:56:45,220 outside 6667 00:56:45,220 --> 00:56:45,400 your 6668 00:56:45,400 --> 00:56:46,240 organization 6669 00:56:46,240 --> 00:56:46,660 that's not 6670 00:56:46,660 --> 00:56:47,020 going to 6671 00:56:47,020 --> 00:56:47,260 hold 6672 00:56:47,260 --> 00:56:47,680 judgment, 6673 00:56:47,680 --> 00:56:48,100 not going 6674 00:56:48,280 --> 00:56:48,760 to take it 6675 00:56:48,760 --> 00:56:49,720 to HR, not 6676 00:56:49,720 --> 00:56:50,260 going to 6677 00:56:50,260 --> 00:56:50,620 bring it 6678 00:56:50,620 --> 00:56:50,980 up if 6679 00:56:50,980 --> 00:56:51,340 you're not 6680 00:56:51,340 --> 00:56:51,700 ready to 6681 00:56:51,700 --> 00:56:52,060 bring it 6682 00:56:52,060 --> 00:56:52,960 up. And 6683 00:56:52,960 --> 00:56:53,140 it's 6684 00:56:53,140 --> 00:56:53,740 amazing 6685 00:56:53,740 --> 00:56:54,100 what can 6686 00:56:54,100 --> 00:56:54,940 happen in 6687 00:56:54,940 --> 00:56:55,120 those 6688 00:56:55,120 --> 00:56:55,720 sessions 6689 00:56:55,720 --> 00:56:56,140 where 6690 00:56:56,320 --> 00:56:56,680 someone 6691 00:56:56,680 --> 00:56:57,100 can just 6692 00:56:57,100 --> 00:56:57,580 open up 6693 00:56:57,580 --> 00:56:57,820 about 6694 00:56:57,820 --> 00:56:58,000 their 6695 00:56:58,000 --> 00:56:58,600 challenges 6696 00:56:58,660 --> 00:56:59,020 and get 6697 00:56:59,020 --> 00:56:59,500 honest 6698 00:56:59,500 --> 00:57:00,220 feedback, 6699 00:57:00,220 --> 00:57:00,960 direction 6700 00:57:00,960 --> 00:57:01,140 and 6701 00:57:01,140 --> 00:57:02,040 signposting 6702 00:57:02,040 --> 00:57:02,460 to maybe 6703 00:57:02,460 --> 00:57:02,760 other 6704 00:57:02,760 --> 00:57:03,480 expertise 6705 00:57:03,480 --> 00:57:03,600 or 6706 00:57:03,600 --> 00:57:04,080 thoughts 6707 00:57:04,080 --> 00:57:04,440 or people 6708 00:57:04,440 --> 00:57:04,620 that 6709 00:57:04,620 --> 00:57:04,800 Mark Ackers: can 6710 00:57:04,800 --> 00:57:05,220 help them. 6711 00:57:05,340 --> 00:57:05,700 Where do 6712 00:57:05,700 --> 00:57:06,060 you think 6713 00:57:06,060 --> 00:57:06,480 you'd be 6714 00:57:06,480 --> 00:57:06,780 if you'd 6715 00:57:06,840 --> 00:57:07,320 never had 6716 00:57:07,320 --> 00:57:08,040 access to 6717 00:57:08,040 --> 00:57:08,520 external 6718 00:57:08,520 --> 00:57:08,880 support 6719 00:57:08,880 --> 00:57:09,060 and 6720 00:57:09,060 --> 00:57:09,480 coaches? 6721 00:57:09,540 --> 00:57:10,020 James Ski: Probably 6722 00:57:10,020 --> 00:57:10,260 be in 6723 00:57:10,260 --> 00:57:10,860 hospital, 6724 00:57:11,400 --> 00:57:11,760 you know, 6725 00:57:11,760 --> 00:57:12,900 like, if 6726 00:57:12,900 --> 00:57:13,560 I, if I 6727 00:57:13,560 --> 00:57:13,800 didn't 6728 00:57:13,800 --> 00:57:15,180 invest in 6729 00:57:15,180 --> 00:57:15,660 my well 6730 00:57:15,660 --> 00:57:15,960 being 6731 00:57:15,960 --> 00:57:16,380 team, if I 6732 00:57:16,380 --> 00:57:16,620 didn't 6733 00:57:16,620 --> 00:57:17,100 invest in 6734 00:57:17,100 --> 00:57:17,520 coaching, 6735 00:57:17,520 --> 00:57:17,760 if I 6736 00:57:17,760 --> 00:57:18,180 didn't, 6737 00:57:19,740 --> 00:57:20,040 you know, 6738 00:57:20,040 --> 00:57:20,600 look after 6739 00:57:20,600 --> 00:57:21,320 myself. 6740 00:57:21,320 --> 00:57:21,740 It's quite 6741 00:57:21,740 --> 00:57:22,340 extreme to 6742 00:57:22,340 --> 00:57:22,640 say this, 6743 00:57:22,640 --> 00:57:22,880 but I 6744 00:57:22,880 --> 00:57:23,180 could have 6745 00:57:23,180 --> 00:57:23,360 been 6746 00:57:23,360 --> 00:57:24,320 institutionalized 6747 00:57:24,380 --> 00:57:24,800 into the 6748 00:57:24,800 --> 00:57:25,160 point 6749 00:57:25,160 --> 00:57:25,520 where I 6750 00:57:25,520 --> 00:57:25,700 know, 6751 00:57:25,700 --> 00:57:26,000 because 6752 00:57:26,000 --> 00:57:26,360 I've met 6753 00:57:26,360 --> 00:57:26,660 them, 6754 00:57:27,020 --> 00:57:27,320 where you 6755 00:57:27,320 --> 00:57:27,740 just don't 6756 00:57:27,740 --> 00:57:27,980 leave 6757 00:57:27,980 --> 00:57:28,520 hospital, 6758 00:57:28,700 --> 00:57:29,000 you're 6759 00:57:29,000 --> 00:57:29,420 just in 6760 00:57:29,420 --> 00:57:29,900 it. That 6761 00:57:29,900 --> 00:57:30,200 is where 6762 00:57:30,200 --> 00:57:30,740 you live 6763 00:57:31,100 --> 00:57:31,520 like and 6764 00:57:31,520 --> 00:57:31,880 that is 6765 00:57:31,940 --> 00:57:33,140 scary. And 6766 00:57:33,140 --> 00:57:33,500 you know, 6767 00:57:33,500 --> 00:57:33,980 I could 6768 00:57:33,980 --> 00:57:34,760 have lost 6769 00:57:34,760 --> 00:57:34,880 my 6770 00:57:34,880 --> 00:57:35,720 businesses. 6771 00:57:35,780 --> 00:57:36,080 I could 6772 00:57:36,080 --> 00:57:36,680 have lost 6773 00:57:36,740 --> 00:57:37,520 relationships 6774 00:57:37,580 --> 00:57:37,940 if I 6775 00:57:37,940 --> 00:57:38,240 didn't 6776 00:57:38,240 --> 00:57:38,780 invest in 6777 00:57:38,780 --> 00:57:39,140 myself. 6778 00:57:39,140 --> 00:57:39,680 Because, 6779 00:57:39,980 --> 00:57:40,300 you know, 6780 00:57:40,300 --> 00:57:40,720 some of my 6781 00:57:40,720 --> 00:57:41,620 behaviors 6782 00:57:41,620 --> 00:57:42,280 that that 6783 00:57:42,280 --> 00:57:42,700 led to my 6784 00:57:42,700 --> 00:57:43,180 hospital 6785 00:57:43,180 --> 00:57:43,960 admissions 6786 00:57:43,960 --> 00:57:44,620 were, you 6787 00:57:44,620 --> 00:57:44,920 know, not 6788 00:57:44,920 --> 00:57:45,400 healthy. 6789 00:57:45,640 --> 00:57:48,040 So, you 6790 00:57:48,040 --> 00:57:48,520 know, it 6791 00:57:48,520 --> 00:57:49,780 can, it 6792 00:57:49,780 --> 00:57:50,440 can cause 6793 00:57:50,440 --> 00:57:50,800 a lot of 6794 00:57:50,800 --> 00:57:51,280 problems. 6795 00:57:51,460 --> 00:57:52,060 And 6796 00:57:52,060 --> 00:57:52,240 Mark Ackers: like 6797 00:57:52,240 --> 00:57:52,540 you say, 6798 00:57:52,540 --> 00:57:53,020 that's why 6799 00:57:53,020 --> 00:57:53,320 having 6800 00:57:53,320 --> 00:57:53,980 someone 6801 00:57:54,040 --> 00:57:55,000 external, 6802 00:57:55,480 --> 00:57:55,720 no 6803 00:57:55,720 --> 00:57:56,440 judgment, 6804 00:57:56,980 --> 00:57:58,180 safe space 6805 00:57:58,960 --> 00:57:59,800 in sales 6806 00:57:59,920 --> 00:58:00,280 and 6807 00:58:00,280 --> 00:58:00,840 personally, 6808 00:58:00,840 --> 00:58:01,260 as well, 6809 00:58:01,260 --> 00:58:01,800 completely. 6810 00:58:01,800 --> 00:58:03,120 Yeah, you 6811 00:58:03,120 --> 00:58:03,360 shared 6812 00:58:04,140 --> 00:58:04,440 some of 6813 00:58:04,440 --> 00:58:04,920 the things 6814 00:58:04,920 --> 00:58:05,400 that you 6815 00:58:05,460 --> 00:58:06,060 you do. 6816 00:58:06,420 --> 00:58:07,020 How much 6817 00:58:07,080 --> 00:58:07,500 exercise 6818 00:58:07,500 --> 00:58:07,740 do you 6819 00:58:07,740 --> 00:58:07,980 get? A 6820 00:58:07,980 --> 00:58:08,160 week 6821 00:58:09,060 --> 00:58:09,480 James Ski: physical 6822 00:58:09,480 --> 00:58:10,140 exercise, 6823 00:58:10,260 --> 00:58:10,920 probably 6824 00:58:10,920 --> 00:58:11,160 four or 6825 00:58:11,160 --> 00:58:11,340 five 6826 00:58:11,340 --> 00:58:11,700 hours. 6827 00:58:11,700 --> 00:58:11,820 Mark Ackers: How 6828 00:58:12,660 --> 00:58:13,080 much sleep 6829 00:58:13,080 --> 00:58:13,320 do you 6830 00:58:13,320 --> 00:58:13,500 get? 6831 00:58:14,220 --> 00:58:14,580 James Ski: Probably 6832 00:58:14,580 --> 00:58:14,700 8989, 6833 00:58:15,540 --> 00:58:15,840 Mark Ackers: that's 6834 00:58:15,840 --> 00:58:16,140 good. 6835 00:58:16,200 --> 00:58:16,560 Yeah, 6836 00:58:16,560 --> 00:58:16,800 that's 6837 00:58:16,800 --> 00:58:17,160 good for a 6838 00:58:17,160 --> 00:58:17,520 man with 6839 00:58:17,520 --> 00:58:17,700 three 6840 00:58:17,700 --> 00:58:17,940 James Ski: kids. 6841 00:58:17,940 --> 00:58:18,420 Oh, well, 6842 00:58:18,420 --> 00:58:18,720 I don't 6843 00:58:18,840 --> 00:58:19,260 live with 6844 00:58:19,260 --> 00:58:19,800 my kids. 6845 00:58:20,700 --> 00:58:21,060 You know, 6846 00:58:21,060 --> 00:58:21,560 when I've 6847 00:58:21,560 --> 00:58:22,280 got them, 6848 00:58:22,280 --> 00:58:22,460 it's 6849 00:58:22,460 --> 00:58:22,820 probably 6850 00:58:23,540 --> 00:58:23,900 less, but 6851 00:58:23,900 --> 00:58:24,020 yeah, 6852 00:58:24,080 --> 00:58:24,500 generally, 6853 00:58:24,500 --> 00:58:24,620 eight, 6854 00:58:24,620 --> 00:58:24,860 nine 6855 00:58:24,860 --> 00:58:25,280 hours. 6856 00:58:25,820 --> 00:58:25,940 Mark Ackers: If 6857 00:58:25,940 --> 00:58:26,180 you're a 6858 00:58:26,180 --> 00:58:26,660 manager, 6859 00:58:27,740 --> 00:58:28,100 what are 6860 00:58:28,100 --> 00:58:28,220 the 6861 00:58:28,220 --> 00:58:28,640 telltale 6862 00:58:28,640 --> 00:58:29,360 signs that 6863 00:58:29,360 --> 00:58:29,840 someone in 6864 00:58:29,840 --> 00:58:30,320 your team 6865 00:58:30,320 --> 00:58:30,740 might be 6866 00:58:30,740 --> 00:58:31,100 mentally 6867 00:58:31,100 --> 00:58:31,580 struggling? 6868 00:58:32,060 --> 00:58:33,200 Avoidance. 6869 00:58:34,460 --> 00:58:34,700 James Ski: They're 6870 00:58:34,700 --> 00:58:35,780 avoiding 6871 00:58:36,800 --> 00:58:37,220 honest 6872 00:58:37,220 --> 00:58:37,700 answers or 6873 00:58:37,700 --> 00:58:37,940 what's 6874 00:58:37,940 --> 00:58:38,480 going on. 6875 00:58:38,480 --> 00:58:38,660 They're 6876 00:58:38,660 --> 00:58:38,840 not 6877 00:58:38,840 --> 00:58:39,200 telling 6878 00:58:39,200 --> 00:58:39,860 you about 6879 00:58:40,400 --> 00:58:41,200 home life. 6880 00:58:41,200 --> 00:58:41,380 They're 6881 00:58:41,380 --> 00:58:41,560 not 6882 00:58:41,560 --> 00:58:42,280 sharing 6883 00:58:42,280 --> 00:58:42,700 what's 6884 00:58:42,700 --> 00:58:43,060 happening 6885 00:58:43,060 --> 00:58:43,720 outside of 6886 00:58:43,720 --> 00:58:44,140 work. 6887 00:58:44,200 --> 00:58:44,440 They're 6888 00:58:44,440 --> 00:58:45,280 avoidant. 6889 00:58:45,700 --> 00:58:46,540 That is a 6890 00:58:46,540 --> 00:58:46,900 real 6891 00:58:46,900 --> 00:58:47,320 telltale 6892 00:58:47,320 --> 00:58:47,740 sign that 6893 00:58:47,740 --> 00:58:48,160 someone's 6894 00:58:48,160 --> 00:58:48,760 struggling. 6895 00:58:50,320 --> 00:58:51,280 I think, 6896 00:58:52,720 --> 00:58:53,020 you know, 6897 00:58:53,020 --> 00:58:53,680 you have, 6898 00:58:53,680 --> 00:58:53,980 I don't 6899 00:58:53,980 --> 00:58:54,340 know, 6900 00:58:54,400 --> 00:58:55,120 opportunities 6901 00:58:55,180 --> 00:58:55,480 to come, 6902 00:58:55,480 --> 00:58:55,780 bring 6903 00:58:55,780 --> 00:58:56,080 people 6904 00:58:56,080 --> 00:58:56,440 together 6905 00:58:56,440 --> 00:58:56,680 in the 6906 00:58:56,680 --> 00:58:57,100 office, 6907 00:58:57,100 --> 00:58:58,900 and you 6908 00:58:58,900 --> 00:58:59,200 invite 6909 00:58:59,200 --> 00:58:59,620 them over 6910 00:58:59,620 --> 00:58:59,980 to hang 6911 00:58:59,980 --> 00:59:00,220 out, they 6912 00:59:00,220 --> 00:59:00,400 don't 6913 00:59:00,400 --> 00:59:00,700 come, you 6914 00:59:00,700 --> 00:59:00,820 know. 6915 00:59:00,820 --> 00:59:01,120 Lola, I 6916 00:59:01,120 --> 00:59:01,420 need to 6917 00:59:01,420 --> 00:59:01,920 finish 6918 00:59:01,920 --> 00:59:02,220 this. I'm 6919 00:59:02,220 --> 00:59:02,580 busy. I'm 6920 00:59:02,580 --> 00:59:02,940 busy. I'm 6921 00:59:02,940 --> 00:59:03,180 busy. 6922 00:59:03,180 --> 00:59:03,420 There's 6923 00:59:03,420 --> 00:59:03,780 something 6924 00:59:03,780 --> 00:59:04,140 going on. 6925 00:59:04,140 --> 00:59:04,380 You know, 6926 00:59:04,380 --> 00:59:04,560 they're 6927 00:59:04,560 --> 00:59:05,040 struggling. 6928 00:59:05,040 --> 00:59:05,280 They're 6929 00:59:05,280 --> 00:59:06,420 they, they 6930 00:59:07,440 --> 00:59:07,740 are not 6931 00:59:07,740 --> 00:59:08,640 responsive 6932 00:59:09,000 --> 00:59:09,600 as quickly 6933 00:59:09,600 --> 00:59:10,200 as your 6934 00:59:10,620 --> 00:59:11,820 other team 6935 00:59:11,820 --> 00:59:12,420 members on 6936 00:59:12,420 --> 00:59:13,440 Slack or 6937 00:59:13,500 --> 00:59:13,980 other 6938 00:59:14,100 --> 00:59:14,700 things, or 6939 00:59:15,360 --> 00:59:15,960 usually 6940 00:59:15,960 --> 00:59:16,200 it's a 6941 00:59:16,200 --> 00:59:17,100 change. So 6942 00:59:17,100 --> 00:59:17,220 if 6943 00:59:17,220 --> 00:59:17,640 someone's 6944 00:59:17,640 --> 00:59:18,120 super 6945 00:59:18,120 --> 00:59:18,960 responsive 6946 00:59:19,020 --> 00:59:19,380 all the 6947 00:59:19,380 --> 00:59:19,740 time, and 6948 00:59:19,740 --> 00:59:19,920 you've 6949 00:59:19,920 --> 00:59:20,280 known them 6950 00:59:20,280 --> 00:59:20,640 for six 6951 00:59:20,640 --> 00:59:21,120 months and 6952 00:59:21,120 --> 00:59:21,240 now 6953 00:59:21,240 --> 00:59:21,420 they're 6954 00:59:21,420 --> 00:59:21,660 not, 6955 00:59:21,660 --> 00:59:22,460 something's 6956 00:59:22,460 --> 00:59:23,000 going on, 6957 00:59:23,000 --> 00:59:23,120 if 6958 00:59:23,120 --> 00:59:23,600 someone's 6959 00:59:23,600 --> 00:59:24,020 typically 6960 00:59:24,020 --> 00:59:24,380 slow, but 6961 00:59:24,380 --> 00:59:24,500 now 6962 00:59:24,500 --> 00:59:24,680 they're 6963 00:59:24,680 --> 00:59:25,220 responding 6964 00:59:25,220 --> 00:59:25,460 really, 6965 00:59:25,460 --> 00:59:25,760 really 6966 00:59:25,760 --> 00:59:26,120 quickly 6967 00:59:26,120 --> 00:59:26,600 something's 6968 00:59:26,600 --> 00:59:26,960 going on. 6969 00:59:26,960 --> 00:59:27,320 It's some 6970 00:59:27,320 --> 00:59:27,740 kind of 6971 00:59:27,740 --> 00:59:28,340 change 6972 00:59:28,340 --> 00:59:28,580 that's 6973 00:59:28,580 --> 00:59:29,420 happened 6974 00:59:29,720 --> 00:59:30,080 where you 6975 00:59:30,080 --> 00:59:30,380 need to 6976 00:59:30,380 --> 00:59:30,920 stop and 6977 00:59:30,920 --> 00:59:31,160 pause, 6978 00:59:31,160 --> 00:59:31,400 take 6979 00:59:31,400 --> 00:59:31,760 notice, 6980 00:59:31,760 --> 00:59:32,060 and you 6981 00:59:32,060 --> 00:59:32,540 need to, 6982 00:59:32,960 --> 00:59:33,200 you know, 6983 00:59:33,200 --> 00:59:33,920 delicately 6984 00:59:33,920 --> 00:59:34,340 address it 6985 00:59:34,340 --> 00:59:34,760 and bring 6986 00:59:34,760 --> 00:59:35,180 it up with 6987 00:59:35,180 --> 00:59:35,360 them. 6988 00:59:36,080 --> 00:59:36,680 Let's 6989 00:59:37,160 --> 00:59:37,520 Mark Ackers: move 6990 00:59:37,520 --> 00:59:38,540 on now to 6991 00:59:39,620 --> 00:59:40,540 confidence, 6992 00:59:40,540 --> 00:59:40,960 which you 6993 00:59:40,960 --> 00:59:41,200 know is 6994 00:59:41,200 --> 00:59:41,560 something 6995 00:59:41,560 --> 00:59:41,860 that you 6996 00:59:41,860 --> 00:59:42,340 obviously 6997 00:59:42,340 --> 00:59:42,580 spoke 6998 00:59:42,580 --> 00:59:42,940 about as 6999 00:59:43,000 --> 00:59:43,360 well, and 7000 00:59:43,360 --> 00:59:43,840 that has 7001 00:59:43,840 --> 00:59:44,260 led to 7002 00:59:44,260 --> 00:59:44,860 you. 7003 00:59:46,540 --> 00:59:47,080 Hello, 7004 00:59:47,140 --> 00:59:47,500 sounds 7005 00:59:47,500 --> 00:59:48,040 confidence. 7006 00:59:48,100 --> 00:59:48,760 So those 7007 00:59:48,760 --> 00:59:49,300 that are 7008 00:59:49,300 --> 00:59:49,900 listening 7009 00:59:49,900 --> 00:59:50,380 won't see, 7010 00:59:50,380 --> 00:59:50,740 but I've 7011 00:59:51,220 --> 00:59:51,820 got a copy 7012 00:59:51,820 --> 00:59:52,360 of James's 7013 00:59:52,360 --> 00:59:52,900 book in 7014 00:59:52,900 --> 00:59:53,860 hand. This 7015 00:59:53,860 --> 00:59:54,100 is 7016 00:59:54,100 --> 00:59:54,400 actually 7017 00:59:54,400 --> 00:59:54,760 the one 7018 00:59:54,760 --> 00:59:55,060 that you 7019 00:59:55,060 --> 00:59:55,540 gifted to 7020 00:59:55,540 --> 00:59:55,720 Nia. 7021 00:59:56,260 --> 00:59:56,740 Mine's at 7022 00:59:56,740 --> 00:59:57,100 home. I 7023 00:59:57,100 --> 00:59:57,640 had to buy 7024 00:59:57,640 --> 00:59:58,780 mine. Nia 7025 00:59:58,780 --> 00:59:59,140 got hers 7026 00:59:59,140 --> 00:59:59,740 for free. 7027 00:59:59,800 --> 00:59:59,920 Yeah. 7028 01:00:00,000 --> 01:00:00,180 James Ski: What 7029 01:00:00,180 --> 01:00:00,420 do you 7030 01:00:00,540 --> 01:00:01,020 think she 7031 01:00:01,020 --> 01:00:01,200 got 7032 01:00:01,200 --> 01:00:01,500 signed. 7033 01:00:01,500 --> 01:00:01,620 She 7034 01:00:01,620 --> 01:00:01,800 Mark Ackers: got 7035 01:00:01,800 --> 01:00:02,220 signed as 7036 01:00:02,220 --> 01:00:02,700 well. She 7037 01:00:02,700 --> 01:00:03,240 devalued 7038 01:00:03,240 --> 01:00:04,200 it. Talk 7039 01:00:04,560 --> 01:00:04,980 to me 7040 01:00:04,980 --> 01:00:05,280 about 7041 01:00:05,280 --> 01:00:05,880 right? How 7042 01:00:05,880 --> 01:00:06,180 did you 7043 01:00:06,180 --> 01:00:06,540 write this 7044 01:00:06,540 --> 01:00:06,840 book? How 7045 01:00:06,840 --> 01:00:07,140 did it 7046 01:00:07,140 --> 01:00:07,320 come 7047 01:00:07,320 --> 01:00:07,740 about? I 7048 01:00:07,740 --> 01:00:07,920 James Ski: have 7049 01:00:07,920 --> 01:00:08,160 a few 7050 01:00:08,160 --> 01:00:08,520 books in 7051 01:00:08,520 --> 01:00:08,820 me that 7052 01:00:08,820 --> 01:00:08,940 I'm 7053 01:00:08,940 --> 01:00:09,360 excited 7054 01:00:09,360 --> 01:00:09,600 about 7055 01:00:09,600 --> 01:00:10,320 writing. I 7056 01:00:10,320 --> 01:00:10,560 really 7057 01:00:10,560 --> 01:00:10,920 want to 7058 01:00:10,920 --> 01:00:11,220 tell the 7059 01:00:11,220 --> 01:00:11,640 story on 7060 01:00:11,640 --> 01:00:12,240 my bipolar 7061 01:00:12,240 --> 01:00:12,600 journey, 7062 01:00:12,600 --> 01:00:14,400 but I want 7063 01:00:14,400 --> 01:00:14,820 to tell it 7064 01:00:14,820 --> 01:00:15,060 in the 7065 01:00:15,060 --> 01:00:15,900 right time 7066 01:00:15,900 --> 01:00:16,320 again, 7067 01:00:16,320 --> 01:00:16,680 probably 7068 01:00:16,680 --> 01:00:17,100 the ego. I 7069 01:00:17,100 --> 01:00:17,460 want to 7070 01:00:17,460 --> 01:00:17,940 achieve a 7071 01:00:17,940 --> 01:00:18,240 certain 7072 01:00:18,240 --> 01:00:18,660 amount 7073 01:00:18,840 --> 01:00:19,200 before I 7074 01:00:19,200 --> 01:00:19,560 tell that 7075 01:00:19,560 --> 01:00:19,860 story, 7076 01:00:19,860 --> 01:00:20,300 right? So 7077 01:00:20,300 --> 01:00:20,720 I want to, 7078 01:00:20,720 --> 01:00:20,960 I don't 7079 01:00:20,960 --> 01:00:21,440 want to be 7080 01:00:21,440 --> 01:00:21,860 judged on 7081 01:00:21,860 --> 01:00:22,040 it. I 7082 01:00:22,040 --> 01:00:22,460 don't want 7083 01:00:22,460 --> 01:00:22,880 to reveal 7084 01:00:22,880 --> 01:00:23,240 some of 7085 01:00:23,240 --> 01:00:24,680 the, the 7086 01:00:24,680 --> 01:00:25,340 bizarre 7087 01:00:25,640 --> 01:00:26,180 adventures 7088 01:00:26,180 --> 01:00:26,480 I've been 7089 01:00:26,480 --> 01:00:26,840 on, as I 7090 01:00:26,840 --> 01:00:27,140 like to 7091 01:00:27,140 --> 01:00:27,560 call them. 7092 01:00:27,860 --> 01:00:28,280 So this 7093 01:00:28,280 --> 01:00:28,580 book 7094 01:00:28,580 --> 01:00:29,720 really was 7095 01:00:29,720 --> 01:00:29,960 in the 7096 01:00:29,960 --> 01:00:30,440 making for 7097 01:00:30,440 --> 01:00:30,680 a long, 7098 01:00:30,680 --> 01:00:31,460 long time, 7099 01:00:32,120 --> 01:00:32,600 and then I 7100 01:00:32,600 --> 01:00:32,840 just 7101 01:00:32,840 --> 01:00:33,260 committed 7102 01:00:33,260 --> 01:00:33,560 to that 7103 01:00:33,560 --> 01:00:33,980 goal. And 7104 01:00:33,980 --> 01:00:34,220 I said, 7105 01:00:34,220 --> 01:00:34,580 I'm going 7106 01:00:34,580 --> 01:00:34,880 to write 7107 01:00:34,880 --> 01:00:35,420 this book. 7108 01:00:35,420 --> 01:00:36,140 And I, you 7109 01:00:36,140 --> 01:00:36,440 know, had 7110 01:00:36,440 --> 01:00:37,040 help. I 7111 01:00:37,040 --> 01:00:37,340 had 7112 01:00:37,520 --> 01:00:37,880 someone 7113 01:00:37,880 --> 01:00:38,240 help me 7114 01:00:38,240 --> 01:00:38,720 write it, 7115 01:00:39,320 --> 01:00:40,960 and it was 7116 01:00:40,960 --> 01:00:41,260 really 7117 01:00:41,260 --> 01:00:41,860 important 7118 01:00:41,860 --> 01:00:42,940 for me to 7119 01:00:43,000 --> 01:00:44,140 own sales 7120 01:00:44,140 --> 01:00:44,680 confidence 7121 01:00:44,680 --> 01:00:45,280 globally. 7122 01:00:45,520 --> 01:00:46,060 Like that 7123 01:00:46,060 --> 01:00:47,020 concept 7124 01:00:47,260 --> 01:00:48,460 that sales 7125 01:00:48,460 --> 01:00:49,300 confidence 7126 01:00:49,300 --> 01:00:49,540 is a 7127 01:00:49,540 --> 01:00:50,380 philosophy, 7128 01:00:50,380 --> 01:00:50,860 a way of 7129 01:00:50,860 --> 01:00:51,460 showing up 7130 01:00:51,460 --> 01:00:52,540 to work, a 7131 01:00:52,540 --> 01:00:52,900 way of 7132 01:00:52,900 --> 01:00:53,380 approaching 7133 01:00:53,380 --> 01:00:53,560 your 7134 01:00:53,560 --> 01:00:54,220 lifestyle 7135 01:00:54,520 --> 01:00:54,820 and the 7136 01:00:54,820 --> 01:00:55,240 pillars of 7137 01:00:55,240 --> 01:00:55,540 sales 7138 01:00:55,540 --> 01:00:56,080 confidence, 7139 01:00:56,080 --> 01:00:56,500 or how to 7140 01:00:56,500 --> 01:00:56,740 build 7141 01:00:56,740 --> 01:00:56,980 sales 7142 01:00:56,980 --> 01:00:57,520 confidence 7143 01:00:57,520 --> 01:00:57,760 as the 7144 01:00:57,760 --> 01:00:58,060 book is 7145 01:00:58,060 --> 01:00:58,420 called a 7146 01:00:58,420 --> 01:00:58,720 split 7147 01:00:58,720 --> 01:00:59,200 between 7148 01:00:59,500 --> 01:00:59,740 your 7149 01:00:59,740 --> 01:01:00,520 mindset, 7150 01:01:00,580 --> 01:01:01,080 your well 7151 01:01:01,080 --> 01:01:01,740 being and 7152 01:01:01,740 --> 01:01:02,580 performance. 7153 01:01:03,000 --> 01:01:04,020 Most books 7154 01:01:04,020 --> 01:01:04,620 talk about 7155 01:01:04,620 --> 01:01:05,100 sales 7156 01:01:05,100 --> 01:01:06,060 tactics, 7157 01:01:06,300 --> 01:01:06,720 how to 7158 01:01:06,720 --> 01:01:07,320 cold call, 7159 01:01:07,320 --> 01:01:07,620 how to 7160 01:01:07,620 --> 01:01:07,860 write 7161 01:01:07,860 --> 01:01:08,340 emails, 7162 01:01:08,340 --> 01:01:08,820 how to 7163 01:01:09,240 --> 01:01:09,960 medic. You 7164 01:01:09,960 --> 01:01:10,440 know, I 7165 01:01:10,440 --> 01:01:10,860 can't 7166 01:01:10,860 --> 01:01:11,520 stand 7167 01:01:11,580 --> 01:01:12,000 medic. 7168 01:01:12,000 --> 01:01:12,300 This is 7169 01:01:12,300 --> 01:01:12,720 going to 7170 01:01:12,720 --> 01:01:13,080 go down 7171 01:01:13,080 --> 01:01:14,100 well, you 7172 01:01:14,100 --> 01:01:15,120 know, it's 7173 01:01:15,120 --> 01:01:15,720 just like 7174 01:01:15,780 --> 01:01:16,620 it's so 7175 01:01:16,620 --> 01:01:17,280 rigid, 7176 01:01:17,580 --> 01:01:18,600 it's so 7177 01:01:18,600 --> 01:01:19,620 robotic, 7178 01:01:20,580 --> 01:01:21,560 it's so 7179 01:01:21,860 --> 01:01:22,940 on, people 7180 01:01:22,940 --> 01:01:23,600 friendly, 7181 01:01:23,600 --> 01:01:24,020 right? But 7182 01:01:24,020 --> 01:01:24,440 I get it. 7183 01:01:24,440 --> 01:01:25,220 It has a 7184 01:01:25,220 --> 01:01:25,700 framework. 7185 01:01:25,700 --> 01:01:26,180 It works. 7186 01:01:26,180 --> 01:01:26,780 And, you 7187 01:01:26,780 --> 01:01:27,020 know, I 7188 01:01:27,020 --> 01:01:27,260 know the 7189 01:01:27,260 --> 01:01:27,740 medic guys 7190 01:01:27,740 --> 01:01:28,160 and girls 7191 01:01:28,160 --> 01:01:28,520 love it, 7192 01:01:28,520 --> 01:01:29,360 but it's 7193 01:01:29,360 --> 01:01:29,780 not that's 7194 01:01:29,780 --> 01:01:30,080 not my 7195 01:01:30,080 --> 01:01:30,440 vibe. I'm 7196 01:01:30,440 --> 01:01:31,160 a, I'm a, 7197 01:01:31,160 --> 01:01:32,060 genuinely, 7198 01:01:32,360 --> 01:01:33,140 I'm fluid. 7199 01:01:33,140 --> 01:01:33,500 I'm a bit 7200 01:01:33,500 --> 01:01:33,680 of a 7201 01:01:33,680 --> 01:01:34,280 maverick. 7202 01:01:34,400 --> 01:01:34,820 So, so 7203 01:01:35,060 --> 01:01:35,480 firstly, a 7204 01:01:35,480 --> 01:01:35,780 lot of 7205 01:01:35,780 --> 01:01:36,260 books talk 7206 01:01:36,260 --> 01:01:36,500 about 7207 01:01:36,500 --> 01:01:37,040 performance, 7208 01:01:37,040 --> 01:01:37,280 really, 7209 01:01:37,280 --> 01:01:37,760 this book 7210 01:01:37,760 --> 01:01:38,540 focuses, 7211 01:01:38,540 --> 01:01:38,840 and it 7212 01:01:38,840 --> 01:01:39,200 probably 7213 01:01:39,200 --> 01:01:39,500 could have 7214 01:01:39,500 --> 01:01:39,920 just been 7215 01:01:39,920 --> 01:01:40,040 on 7216 01:01:40,100 --> 01:01:40,540 mindset, 7217 01:01:40,540 --> 01:01:40,840 but it 7218 01:01:40,840 --> 01:01:41,080 really 7219 01:01:41,080 --> 01:01:41,920 focuses on 7220 01:01:42,340 --> 01:01:43,120 mindset 7221 01:01:43,120 --> 01:01:43,480 and well 7222 01:01:43,480 --> 01:01:44,140 being. And 7223 01:01:44,140 --> 01:01:44,680 mindset 7224 01:01:44,680 --> 01:01:45,220 really 7225 01:01:45,220 --> 01:01:45,580 talks 7226 01:01:45,580 --> 01:01:46,060 about 7227 01:01:46,660 --> 01:01:46,900 things 7228 01:01:46,900 --> 01:01:47,080 like 7229 01:01:47,080 --> 01:01:47,560 gratitude. 7230 01:01:47,560 --> 01:01:47,800 You know, 7231 01:01:47,800 --> 01:01:48,220 it took me 7232 01:01:48,220 --> 01:01:48,520 till my 7233 01:01:48,520 --> 01:01:49,180 30s, and 7234 01:01:49,180 --> 01:01:49,480 still, I 7235 01:01:49,480 --> 01:01:49,900 started 7236 01:01:49,900 --> 01:01:50,140 being 7237 01:01:50,140 --> 01:01:50,560 grateful 7238 01:01:50,560 --> 01:01:50,860 for where 7239 01:01:50,860 --> 01:01:51,160 I've been 7240 01:01:51,160 --> 01:01:51,520 and what 7241 01:01:51,520 --> 01:01:51,880 I've got 7242 01:01:51,880 --> 01:01:52,180 in my 7243 01:01:52,180 --> 01:01:52,600 life. You 7244 01:01:52,600 --> 01:01:52,900 should be 7245 01:01:52,900 --> 01:01:53,440 practicing 7246 01:01:53,440 --> 01:01:53,860 that every 7247 01:01:53,860 --> 01:01:54,580 day. It 7248 01:01:54,580 --> 01:01:54,820 talks 7249 01:01:54,820 --> 01:01:55,180 about 7250 01:01:55,180 --> 01:01:55,720 manifest 7251 01:01:55,720 --> 01:01:56,680 manifestation, 7252 01:01:56,680 --> 01:01:57,580 affirmations 7253 01:01:57,580 --> 01:01:57,760 and 7254 01:01:57,760 --> 01:01:58,780 visualization, 7255 01:01:59,200 --> 01:01:59,680 like, how 7256 01:01:59,680 --> 01:01:59,980 can you 7257 01:01:59,980 --> 01:02:00,420 create an 7258 01:02:00,420 --> 01:02:01,080 image so 7259 01:02:01,080 --> 01:02:01,260 that 7260 01:02:01,260 --> 01:02:01,440 you're 7261 01:02:01,440 --> 01:02:01,980 motivated 7262 01:02:01,980 --> 01:02:02,220 every 7263 01:02:02,220 --> 01:02:02,700 single day 7264 01:02:02,700 --> 01:02:03,060 to show up 7265 01:02:03,060 --> 01:02:03,540 to your 7266 01:02:03,720 --> 01:02:04,260 your job. 7267 01:02:04,500 --> 01:02:04,920 It talks 7268 01:02:04,920 --> 01:02:05,220 about 7269 01:02:05,220 --> 01:02:05,520 healthy 7270 01:02:05,520 --> 01:02:06,000 eating. 7271 01:02:06,000 --> 01:02:06,600 You know 7272 01:02:06,600 --> 01:02:06,960 how many 7273 01:02:06,960 --> 01:02:07,200 sales 7274 01:02:07,200 --> 01:02:07,440 books 7275 01:02:07,440 --> 01:02:07,680 talks 7276 01:02:07,680 --> 01:02:07,920 about 7277 01:02:07,920 --> 01:02:08,340 eating and 7278 01:02:08,340 --> 01:02:08,760 lifestyle? 7279 01:02:08,760 --> 01:02:09,120 It talks 7280 01:02:09,120 --> 01:02:09,360 about 7281 01:02:09,420 --> 01:02:09,780 having a 7282 01:02:09,780 --> 01:02:10,260 well being 7283 01:02:10,260 --> 01:02:10,980 team. For 7284 01:02:10,980 --> 01:02:11,400 me, these 7285 01:02:11,400 --> 01:02:11,640 are all, 7286 01:02:11,640 --> 01:02:12,240 like, 7287 01:02:12,240 --> 01:02:12,960 important 7288 01:02:12,960 --> 01:02:15,840 life kind 7289 01:02:15,840 --> 01:02:16,680 of focuses 7290 01:02:16,680 --> 01:02:17,340 and so, 7291 01:02:17,700 --> 01:02:18,120 like, 7292 01:02:18,120 --> 01:02:18,540 that's 7293 01:02:18,540 --> 01:02:19,140 what I'm 7294 01:02:19,140 --> 01:02:19,620 proud 7295 01:02:19,620 --> 01:02:20,120 about in 7296 01:02:20,120 --> 01:02:20,480 this book. 7297 01:02:20,480 --> 01:02:20,780 And I'll 7298 01:02:20,780 --> 01:02:21,320 be honest, 7299 01:02:21,320 --> 01:02:21,620 this is 7300 01:02:21,620 --> 01:02:22,280 the irony. 7301 01:02:23,240 --> 01:02:23,540 There were 7302 01:02:23,540 --> 01:02:23,900 points 7303 01:02:23,900 --> 01:02:24,260 writing 7304 01:02:24,260 --> 01:02:24,620 this where 7305 01:02:24,620 --> 01:02:25,340 I really 7306 01:02:25,340 --> 01:02:25,940 questioned 7307 01:02:25,940 --> 01:02:26,300 myself, 7308 01:02:26,300 --> 01:02:27,380 like, why 7309 01:02:27,380 --> 01:02:27,860 am I doing 7310 01:02:27,860 --> 01:02:28,220 this? I 7311 01:02:28,220 --> 01:02:28,640 don't have 7312 01:02:28,640 --> 01:02:29,060 anything 7313 01:02:29,060 --> 01:02:29,480 to share. 7314 01:02:29,480 --> 01:02:29,720 I don't 7315 01:02:29,720 --> 01:02:30,140 have any 7316 01:02:30,140 --> 01:02:30,620 value to 7317 01:02:30,620 --> 01:02:30,920 add to 7318 01:02:30,920 --> 01:02:31,520 anyone. No 7319 01:02:31,700 --> 01:02:31,940 one's 7320 01:02:31,940 --> 01:02:32,300 going to 7321 01:02:32,300 --> 01:02:32,720 want to 7322 01:02:32,720 --> 01:02:33,200 read it, 7323 01:02:33,740 --> 01:02:34,520 and it was 7324 01:02:34,520 --> 01:02:34,760 really 7325 01:02:34,760 --> 01:02:35,300 difficult 7326 01:02:35,300 --> 01:02:35,420 to 7327 01:02:35,420 --> 01:02:35,720 actually 7328 01:02:35,720 --> 01:02:36,080 publish 7329 01:02:36,080 --> 01:02:37,040 it. Like I 7330 01:02:37,100 --> 01:02:37,700 that book. 7331 01:02:38,240 --> 01:02:38,900 It took me 7332 01:02:38,900 --> 01:02:39,740 about nine 7333 01:02:39,740 --> 01:02:40,120 months to 7334 01:02:40,120 --> 01:02:40,480 actually 7335 01:02:40,480 --> 01:02:40,900 publish 7336 01:02:40,900 --> 01:02:41,980 it. It was 7337 01:02:41,980 --> 01:02:42,400 finished. 7338 01:02:42,400 --> 01:02:43,060 I just 7339 01:02:43,060 --> 01:02:43,360 couldn't 7340 01:02:43,360 --> 01:02:43,660 do it. I 7341 01:02:43,660 --> 01:02:44,080 was just 7342 01:02:44,080 --> 01:02:44,380 like, No, 7343 01:02:44,380 --> 01:02:44,800 no one's 7344 01:02:44,800 --> 01:02:45,280 gonna want 7345 01:02:45,280 --> 01:02:45,580 to do 7346 01:02:45,820 --> 01:02:46,180 this. And 7347 01:02:46,180 --> 01:02:46,360 God 7348 01:02:46,360 --> 01:02:46,660 forbid, 7349 01:02:46,660 --> 01:02:47,020 someone 7350 01:02:47,020 --> 01:02:47,380 reads it 7351 01:02:47,380 --> 01:02:47,860 and thinks 7352 01:02:47,860 --> 01:02:48,580 it's crap, 7353 01:02:49,540 --> 01:02:49,840 you know. 7354 01:02:49,840 --> 01:02:50,200 And then 7355 01:02:50,200 --> 01:02:50,500 we're on a 7356 01:02:50,500 --> 01:02:50,920 podcast 7357 01:02:50,920 --> 01:02:51,220 talking 7358 01:02:51,220 --> 01:02:51,460 about 7359 01:02:51,460 --> 01:02:51,640 that, 7360 01:02:51,640 --> 01:02:52,720 like, so, 7361 01:02:53,140 --> 01:02:53,380 you know? 7362 01:02:53,380 --> 01:02:53,740 And then 7363 01:02:53,740 --> 01:02:54,160 again, 7364 01:02:54,160 --> 01:02:54,400 what 7365 01:02:54,400 --> 01:02:54,760 happened? 7366 01:02:54,820 --> 01:02:55,300 Eventually, 7367 01:02:55,300 --> 01:02:55,540 I was 7368 01:02:55,540 --> 01:02:55,780 like, I 7369 01:02:55,780 --> 01:02:55,960 don't 7370 01:02:55,960 --> 01:02:56,200 care. I 7371 01:02:56,200 --> 01:02:56,620 just feel 7372 01:02:56,620 --> 01:02:56,980 good that 7373 01:02:56,980 --> 01:02:57,100 I've 7374 01:02:57,100 --> 01:02:57,460 written a 7375 01:02:57,460 --> 01:02:58,300 book. And 7376 01:02:58,300 --> 01:02:58,840 do you 7377 01:02:58,840 --> 01:02:59,140 know what? 7378 01:02:59,140 --> 01:02:59,380 Who? It 7379 01:02:59,380 --> 01:02:59,920 matters to 7380 01:02:59,920 --> 01:03:00,220 me. It 7381 01:03:00,220 --> 01:03:01,180 matters to 7382 01:03:01,180 --> 01:03:01,560 me, and 7383 01:03:01,620 --> 01:03:02,100 I'm happy 7384 01:03:02,100 --> 01:03:02,400 with it 7385 01:03:02,400 --> 01:03:03,480 now. Do I 7386 01:03:03,480 --> 01:03:03,780 have a 7387 01:03:03,780 --> 01:03:04,200 goal on 7388 01:03:04,200 --> 01:03:04,800 how many 7389 01:03:04,860 --> 01:03:05,700 of books I 7390 01:03:05,700 --> 01:03:06,060 want to 7391 01:03:06,060 --> 01:03:06,420 sell? 7392 01:03:06,660 --> 01:03:07,080 Yeah, is 7393 01:03:07,080 --> 01:03:07,500 it a money 7394 01:03:07,500 --> 01:03:07,800 spinner? 7395 01:03:07,800 --> 01:03:08,040 No, for 7396 01:03:08,040 --> 01:03:08,520 anyone who 7397 01:03:08,520 --> 01:03:08,940 wants to 7398 01:03:08,940 --> 01:03:09,300 is not a 7399 01:03:09,300 --> 01:03:09,540 money 7400 01:03:09,540 --> 01:03:09,840 spinner. 7401 01:03:09,840 --> 01:03:10,740 But do I 7402 01:03:10,740 --> 01:03:11,340 have in 7403 01:03:11,340 --> 01:03:12,000 the game a 7404 01:03:12,000 --> 01:03:12,300 goal on 7405 01:03:12,300 --> 01:03:12,720 how many I 7406 01:03:12,720 --> 01:03:13,080 want to 7407 01:03:13,080 --> 01:03:13,260 sell? 7408 01:03:13,260 --> 01:03:13,680 Yeah, 100% 7409 01:03:14,520 --> 01:03:15,060 you know. 7410 01:03:15,240 --> 01:03:15,900 Do I love 7411 01:03:15,900 --> 01:03:16,200 it like 7412 01:03:16,200 --> 01:03:16,560 you just 7413 01:03:16,560 --> 01:03:16,920 put out? I 7414 01:03:16,920 --> 01:03:17,160 didn't 7415 01:03:17,160 --> 01:03:17,400 know you 7416 01:03:17,400 --> 01:03:17,700 had it 7417 01:03:17,760 --> 01:03:18,540 like did I 7418 01:03:18,540 --> 01:03:18,900 feel good 7419 01:03:18,900 --> 01:03:19,260 when I saw 7420 01:03:19,260 --> 01:03:19,620 you bring 7421 01:03:19,620 --> 01:03:19,860 out? Yeah? 7422 01:03:19,860 --> 01:03:20,520 Absolutely. 7423 01:03:20,820 --> 01:03:21,200 I was on a 7424 01:03:21,200 --> 01:03:21,620 zoom call 7425 01:03:21,620 --> 01:03:21,920 the other 7426 01:03:21,920 --> 01:03:22,100 day 7427 01:03:22,100 --> 01:03:22,460 speaking 7428 01:03:22,460 --> 01:03:22,940 to a CRO 7429 01:03:22,940 --> 01:03:23,240 and he 7430 01:03:23,240 --> 01:03:23,660 literally 7431 01:03:23,660 --> 01:03:24,200 just waved 7432 01:03:24,200 --> 01:03:24,560 it at me. 7433 01:03:24,560 --> 01:03:24,860 I didn't 7434 01:03:24,860 --> 01:03:25,100 know he 7435 01:03:25,100 --> 01:03:25,460 bought it. 7436 01:03:25,460 --> 01:03:26,000 And I love 7437 01:03:26,000 --> 01:03:27,020 that. So I 7438 01:03:27,020 --> 01:03:27,500 think, you 7439 01:03:27,500 --> 01:03:29,000 know, it's 7440 01:03:29,000 --> 01:03:29,840 a really 7441 01:03:30,020 --> 01:03:31,040 quite cool 7442 01:03:31,040 --> 01:03:32,180 milestone 7443 01:03:32,180 --> 01:03:32,600 in your 7444 01:03:32,600 --> 01:03:33,020 career to 7445 01:03:33,020 --> 01:03:33,500 be able to 7446 01:03:33,500 --> 01:03:33,920 publish a 7447 01:03:33,920 --> 01:03:35,060 book. And 7448 01:03:35,060 --> 01:03:35,300 like I 7449 01:03:35,300 --> 01:03:36,260 said, I 7450 01:03:36,260 --> 01:03:36,560 have a 7451 01:03:36,560 --> 01:03:36,920 goal on 7452 01:03:36,920 --> 01:03:37,280 how many 7453 01:03:37,280 --> 01:03:37,580 I'd like 7454 01:03:37,580 --> 01:03:38,180 to sell. 7455 01:03:38,600 --> 01:03:38,960 If I do, I 7456 01:03:38,960 --> 01:03:39,260 don't, it 7457 01:03:39,260 --> 01:03:39,560 doesn't 7458 01:03:39,560 --> 01:03:39,800 really 7459 01:03:39,800 --> 01:03:40,060 matter. I 7460 01:03:40,060 --> 01:03:40,420 just 7461 01:03:40,420 --> 01:03:40,720 enjoyed 7462 01:03:40,720 --> 01:03:40,840 the 7463 01:03:40,840 --> 01:03:41,260 process. 7464 01:03:41,260 --> 01:03:41,620 What's the 7465 01:03:41,620 --> 01:03:41,920 goal? 7466 01:03:42,400 --> 01:03:42,700 10,000 7467 01:03:43,060 --> 01:03:43,600 copies. 7468 01:03:43,600 --> 01:03:43,720 How 7469 01:03:43,720 --> 01:03:43,960 Mark Ackers: many 7470 01:03:43,960 --> 01:03:44,980 sold? Over 7471 01:03:44,980 --> 01:03:46,060 100 Okay, 7472 01:03:46,180 --> 01:03:46,840 and where 7473 01:03:46,840 --> 01:03:47,320 can people 7474 01:03:47,320 --> 01:03:47,560 buy it 7475 01:03:47,560 --> 01:03:48,220 from? So 7476 01:03:48,220 --> 01:03:48,400 James Ski: it's 7477 01:03:48,400 --> 01:03:48,880 available 7478 01:03:48,880 --> 01:03:49,360 on Amazon, 7479 01:03:49,360 --> 01:03:49,720 and you 7480 01:03:49,840 --> 01:03:50,380 can get it 7481 01:03:50,380 --> 01:03:50,860 on Kindle. 7482 01:03:50,860 --> 01:03:51,160 I think 7483 01:03:51,160 --> 01:03:51,520 you can 7484 01:03:51,520 --> 01:03:51,940 get it on 7485 01:03:51,940 --> 01:03:52,300 Kindle 7486 01:03:52,300 --> 01:03:52,900 from 99 7487 01:03:53,080 --> 01:03:53,440 pence. So 7488 01:03:53,440 --> 01:03:53,800 there's no 7489 01:03:53,800 --> 01:03:54,700 excuse if 7490 01:03:54,700 --> 01:03:54,880 you're 7491 01:03:54,880 --> 01:03:55,240 listening 7492 01:03:55,240 --> 01:03:55,900 right now, 7493 01:03:56,020 --> 01:03:56,380 grab a 7494 01:03:56,380 --> 01:03:56,800 copy. I'll 7495 01:03:56,800 --> 01:03:57,100 tell you 7496 01:03:57,100 --> 01:03:57,400 what, if 7497 01:03:57,400 --> 01:03:57,700 you are 7498 01:03:57,700 --> 01:03:58,360 listening, 7499 01:03:58,840 --> 01:03:59,140 and you 7500 01:03:59,140 --> 01:03:59,500 grab a 7501 01:03:59,500 --> 01:04:00,040 copy and 7502 01:04:00,040 --> 01:04:00,640 you linked 7503 01:04:00,640 --> 01:04:02,460 in me with 7504 01:04:02,520 --> 01:04:03,720 a photo of 7505 01:04:03,720 --> 01:04:04,380 your book, 7506 01:04:04,380 --> 01:04:04,680 I will 7507 01:04:04,680 --> 01:04:05,040 jump on 7508 01:04:05,040 --> 01:04:05,340 the phone 7509 01:04:05,340 --> 01:04:05,640 with you. 7510 01:04:06,120 --> 01:04:06,360 Mark Ackers: That's 7511 01:04:06,360 --> 01:04:06,660 an offer, 7512 01:04:06,660 --> 01:04:06,900 right 7513 01:04:06,900 --> 01:04:07,740 there. See 7514 01:04:07,740 --> 01:04:08,040 BEC is 7515 01:04:08,040 --> 01:04:08,400 grabbing 7516 01:04:08,400 --> 01:04:08,700 her phone. 7517 01:04:08,700 --> 01:04:08,940 Oh, there. 7518 01:04:08,940 --> 01:04:09,300 She's 7519 01:04:09,300 --> 01:04:09,780 ordering a 7520 01:04:09,780 --> 01:04:10,200 copy right 7521 01:04:10,200 --> 01:04:11,340 now, I was 7522 01:04:11,460 --> 01:04:11,940 going to 7523 01:04:11,940 --> 01:04:12,300 ask, like, 7524 01:04:12,300 --> 01:04:12,720 how many 7525 01:04:12,720 --> 01:04:13,140 times you 7526 01:04:13,140 --> 01:04:13,440 need to 7527 01:04:13,440 --> 01:04:13,680 quit 7528 01:04:13,980 --> 01:04:14,340 writing 7529 01:04:14,340 --> 01:04:14,820 this book? 7530 01:04:14,820 --> 01:04:15,300 Because 7531 01:04:15,900 --> 01:04:16,980 it's hard, 7532 01:04:16,980 --> 01:04:17,340 isn't it? 7533 01:04:17,340 --> 01:04:17,520 Well, 7534 01:04:17,520 --> 01:04:17,700 you've 7535 01:04:17,700 --> 01:04:18,000 done it, 7536 01:04:18,060 --> 01:04:19,740 yeah, but 7537 01:04:19,740 --> 01:04:20,300 I suppose 7538 01:04:20,300 --> 01:04:20,660 I had two 7539 01:04:20,660 --> 01:04:20,840 other 7540 01:04:20,840 --> 01:04:21,860 people to 7541 01:04:21,920 --> 01:04:22,460 push. And 7542 01:04:22,460 --> 01:04:22,820 true, this 7543 01:04:22,820 --> 01:04:23,180 is just, 7544 01:04:23,180 --> 01:04:23,540 this could 7545 01:04:23,540 --> 01:04:23,840 have gone 7546 01:04:23,840 --> 01:04:24,200 away, and 7547 01:04:24,200 --> 01:04:24,500 no one 7548 01:04:24,500 --> 01:04:24,860 would ever 7549 01:04:24,860 --> 01:04:25,040 known 7550 01:04:25,040 --> 01:04:25,280 about 7551 01:04:25,280 --> 01:04:25,400 James Ski: it. 7552 01:04:25,400 --> 01:04:25,640 That's 7553 01:04:25,640 --> 01:04:26,060 true. And 7554 01:04:26,060 --> 01:04:26,240 that, 7555 01:04:26,240 --> 01:04:26,600 again, it 7556 01:04:26,600 --> 01:04:27,020 comes back 7557 01:04:27,020 --> 01:04:27,380 to that. 7558 01:04:27,380 --> 01:04:27,620 You know, 7559 01:04:27,620 --> 01:04:27,980 no one 7560 01:04:27,980 --> 01:04:28,460 cares. 7561 01:04:28,520 --> 01:04:29,120 Like, no 7562 01:04:29,120 --> 01:04:29,600 one told 7563 01:04:29,600 --> 01:04:29,840 me to 7564 01:04:29,840 --> 01:04:30,200 write that 7565 01:04:30,200 --> 01:04:31,280 book. No 7566 01:04:31,280 --> 01:04:31,880 one said, 7567 01:04:31,880 --> 01:04:32,240 James, you 7568 01:04:32,240 --> 01:04:32,420 should 7569 01:04:32,420 --> 01:04:32,660 write a 7570 01:04:32,660 --> 01:04:33,080 book. 7571 01:04:33,500 --> 01:04:34,100 Like, no 7572 01:04:34,100 --> 01:04:34,580 one said, 7573 01:04:34,580 --> 01:04:34,940 like, I 7574 01:04:34,940 --> 01:04:35,240 have to 7575 01:04:35,240 --> 01:04:35,420 sell 7576 01:04:35,420 --> 01:04:35,600 10,000 7577 01:04:35,900 --> 01:04:36,380 companies. 7578 01:04:36,380 --> 01:04:36,620 These are 7579 01:04:36,620 --> 01:04:37,400 just my 7580 01:04:37,460 --> 01:04:38,180 aspirations, 7581 01:04:38,180 --> 01:04:38,840 my goals, 7582 01:04:38,840 --> 01:04:39,500 right? So 7583 01:04:39,920 --> 01:04:40,100 you're 7584 01:04:40,100 --> 01:04:40,400 right. 7585 01:04:40,400 --> 01:04:40,840 Like, and 7586 01:04:40,840 --> 01:04:41,140 I think 7587 01:04:41,140 --> 01:04:41,440 that's a 7588 01:04:41,440 --> 01:04:42,400 lot in 7589 01:04:42,400 --> 01:04:42,700 life. 7590 01:04:42,700 --> 01:04:43,120 Like, and 7591 01:04:43,120 --> 01:04:43,360 that's 7592 01:04:43,360 --> 01:04:43,900 sometimes 7593 01:04:43,900 --> 01:04:44,020 the 7594 01:04:44,020 --> 01:04:44,740 accountability. 7595 01:04:45,040 --> 01:04:45,760 10,000 is 7596 01:04:45,760 --> 01:04:46,360 a huge 7597 01:04:46,360 --> 01:04:46,780 Mark Ackers: number. 7598 01:04:47,140 --> 01:04:47,620 I actually 7599 01:04:47,620 --> 01:04:48,220 don't know 7600 01:04:48,220 --> 01:04:48,520 what the 7601 01:04:48,520 --> 01:04:49,480 average is 7602 01:04:49,480 --> 01:04:50,200 for a book 7603 01:04:50,200 --> 01:04:50,440 that's 7604 01:04:50,440 --> 01:04:50,920 sold. 7605 01:04:50,920 --> 01:04:51,400 Where did 7606 01:04:51,400 --> 01:04:51,760 that come 7607 01:04:51,760 --> 01:04:52,900 from? The 7608 01:04:52,900 --> 01:04:53,260 James Ski: number? 7609 01:04:53,320 --> 01:04:54,580 Yeah, if 7610 01:04:54,580 --> 01:04:54,700 I'm 7611 01:04:54,700 --> 01:04:55,120 honest, 7612 01:04:55,120 --> 01:04:55,480 and I 7613 01:04:55,480 --> 01:04:56,200 spoke to 7614 01:04:56,440 --> 01:04:56,920 someone 7615 01:04:56,920 --> 01:04:57,340 about this 7616 01:04:57,340 --> 01:04:57,640 earlier 7617 01:04:57,640 --> 01:04:57,880 today, 7618 01:04:57,880 --> 01:04:58,240 actually 7619 01:04:58,240 --> 01:05:00,240 the. Is 7620 01:05:00,240 --> 01:05:00,480 really 7621 01:05:00,480 --> 01:05:00,840 going to 7622 01:05:00,840 --> 01:05:01,200 play up 7623 01:05:01,200 --> 01:05:01,620 and what 7624 01:05:01,620 --> 01:05:01,920 people 7625 01:05:01,920 --> 01:05:02,160 think 7626 01:05:02,160 --> 01:05:02,580 about me 7627 01:05:02,580 --> 01:05:02,700 on 7628 01:05:02,700 --> 01:05:03,120 LinkedIn 7629 01:05:03,120 --> 01:05:03,420 and my 7630 01:05:03,420 --> 01:05:04,200 ego, but I 7631 01:05:04,200 --> 01:05:04,740 honestly 7632 01:05:04,740 --> 01:05:05,520 believe 7633 01:05:06,840 --> 01:05:07,140 that I 7634 01:05:07,140 --> 01:05:07,380 have a 7635 01:05:07,380 --> 01:05:07,620 huge 7636 01:05:07,620 --> 01:05:08,040 amount of 7637 01:05:08,040 --> 01:05:09,000 credibility 7638 01:05:09,480 --> 01:05:09,720 and a 7639 01:05:09,720 --> 01:05:10,380 story that 7640 01:05:10,380 --> 01:05:10,560 is 7641 01:05:10,560 --> 01:05:11,340 completely 7642 01:05:11,340 --> 01:05:12,000 unique. 7643 01:05:12,120 --> 01:05:12,600 How many 7644 01:05:12,600 --> 01:05:13,200 people 7645 01:05:13,260 --> 01:05:13,740 have you 7646 01:05:13,740 --> 01:05:14,460 read about 7647 01:05:14,820 --> 01:05:15,060 or 7648 01:05:15,060 --> 01:05:15,540 listened 7649 01:05:15,540 --> 01:05:16,140 to that 7650 01:05:16,140 --> 01:05:16,680 have spent 7651 01:05:16,680 --> 01:05:17,400 200 nights 7652 01:05:17,400 --> 01:05:17,580 in a 7653 01:05:17,580 --> 01:05:17,940 mental 7654 01:05:17,940 --> 01:05:18,180 health 7655 01:05:18,180 --> 01:05:18,660 hospital, 7656 01:05:18,660 --> 01:05:19,020 seven 7657 01:05:19,020 --> 01:05:19,500 different 7658 01:05:19,500 --> 01:05:19,980 mental 7659 01:05:19,980 --> 01:05:20,220 health 7660 01:05:20,220 --> 01:05:21,020 hospitals? 7661 01:05:21,560 --> 01:05:21,800 You know, 7662 01:05:21,800 --> 01:05:21,920 I've 7663 01:05:21,920 --> 01:05:22,280 raised a 7664 01:05:22,280 --> 01:05:22,940 family, 7665 01:05:23,000 --> 01:05:23,360 I've had a 7666 01:05:23,360 --> 01:05:23,900 successful 7667 01:05:23,900 --> 01:05:24,200 sales 7668 01:05:24,200 --> 01:05:24,680 career, 7669 01:05:25,100 --> 01:05:25,520 been in 7670 01:05:25,520 --> 01:05:26,240 business, 7671 01:05:26,300 --> 01:05:26,480 and 7672 01:05:26,480 --> 01:05:27,020 continue 7673 01:05:27,020 --> 01:05:27,800 to strive 7674 01:05:27,920 --> 01:05:28,100 and 7675 01:05:28,100 --> 01:05:28,520 produce a 7676 01:05:28,520 --> 01:05:28,760 book, 7677 01:05:28,760 --> 01:05:30,020 right? Not 7678 01:05:30,020 --> 01:05:31,160 many, and 7679 01:05:31,160 --> 01:05:31,580 I can tell 7680 01:05:31,580 --> 01:05:32,060 you why, 7681 01:05:32,180 --> 01:05:32,600 because 7682 01:05:32,600 --> 01:05:33,140 I've been 7683 01:05:33,140 --> 01:05:33,560 trying to 7684 01:05:33,560 --> 01:05:33,920 find 7685 01:05:33,920 --> 01:05:34,280 someone 7686 01:05:34,280 --> 01:05:34,820 like me 7687 01:05:35,300 --> 01:05:35,960 that has a 7688 01:05:35,960 --> 01:05:36,500 diagnosis 7689 01:05:36,500 --> 01:05:36,680 of a 7690 01:05:36,680 --> 01:05:37,100 bipolar 7691 01:05:37,100 --> 01:05:37,460 and has 7692 01:05:37,460 --> 01:05:37,880 been able 7693 01:05:37,880 --> 01:05:38,240 to achieve 7694 01:05:38,240 --> 01:05:38,540 what I've 7695 01:05:38,540 --> 01:05:38,960 achieved. 7696 01:05:39,260 --> 01:05:39,560 And I'm 7697 01:05:39,560 --> 01:05:40,040 not saying 7698 01:05:40,040 --> 01:05:40,420 behind 7699 01:05:40,420 --> 01:05:40,720 closed 7700 01:05:40,720 --> 01:05:41,080 doors, in 7701 01:05:41,080 --> 01:05:41,440 families. 7702 01:05:41,440 --> 01:05:41,680 There's 7703 01:05:41,680 --> 01:05:42,100 not a lot 7704 01:05:42,100 --> 01:05:42,580 of people 7705 01:05:42,580 --> 01:05:42,880 out there 7706 01:05:42,880 --> 01:05:43,240 that have 7707 01:05:43,240 --> 01:05:43,900 it. Of 7708 01:05:43,900 --> 01:05:44,140 course, 7709 01:05:44,140 --> 01:05:44,440 there is, 7710 01:05:44,440 --> 01:05:45,640 right? I 7711 01:05:45,640 --> 01:05:45,820 love 7712 01:05:45,820 --> 01:05:46,120 meeting 7713 01:05:46,120 --> 01:05:47,320 them. So 7714 01:05:47,320 --> 01:05:47,980 for me, I 7715 01:05:47,980 --> 01:05:48,460 feel like 7716 01:05:48,460 --> 01:05:49,180 my story 7717 01:05:49,180 --> 01:05:49,780 is unique 7718 01:05:49,780 --> 01:05:50,200 and I have 7719 01:05:50,200 --> 01:05:50,560 a lot of 7720 01:05:50,560 --> 01:05:51,100 value to 7721 01:05:51,100 --> 01:05:52,060 share. I 7722 01:05:52,060 --> 01:05:52,600 would like 7723 01:05:52,600 --> 01:05:53,080 my story 7724 01:05:53,080 --> 01:05:53,500 to reach 7725 01:05:53,500 --> 01:05:54,040 millions 7726 01:05:54,040 --> 01:05:54,460 of people 7727 01:05:54,460 --> 01:05:54,760 around the 7728 01:05:55,120 --> 01:05:55,360 world. 7729 01:05:55,360 --> 01:05:56,020 And, you 7730 01:05:56,020 --> 01:05:56,320 know, 7731 01:05:56,620 --> 01:05:56,860 there's 7732 01:05:56,860 --> 01:05:57,220 something 7733 01:05:57,220 --> 01:05:57,460 like, I 7734 01:05:57,460 --> 01:05:57,640 don't 7735 01:05:57,640 --> 01:05:57,760 know, 7736 01:05:57,760 --> 01:05:58,180 changes a 7737 01:05:58,180 --> 01:05:58,360 lot, 7738 01:05:58,360 --> 01:05:58,660 correct? 7739 01:05:58,660 --> 01:05:58,960 Me, it's 7740 01:05:58,960 --> 01:05:59,260 like 8 7741 01:05:59,260 --> 01:05:59,620 billion 7742 01:05:59,620 --> 01:06:00,040 people on 7743 01:06:00,040 --> 01:06:00,160 the 7744 01:06:00,160 --> 01:06:00,580 planet. 7745 01:06:00,580 --> 01:06:00,880 There's a 7746 01:06:00,880 --> 01:06:01,620 billion 7747 01:06:01,620 --> 01:06:02,040 people on 7748 01:06:02,040 --> 01:06:02,460 LinkedIn. 7749 01:06:02,460 --> 01:06:02,820 I've only 7750 01:06:02,820 --> 01:06:03,240 got 35,000 7751 01:06:03,780 --> 01:06:04,500 connections. 7752 01:06:05,100 --> 01:06:05,520 Well, how 7753 01:06:05,520 --> 01:06:05,940 can I not 7754 01:06:05,940 --> 01:06:06,360 get 10,000 7755 01:06:06,660 --> 01:06:07,740 people to, 7756 01:06:07,740 --> 01:06:08,040 you know, 7757 01:06:08,040 --> 01:06:08,340 read my 7758 01:06:08,340 --> 01:06:09,600 book? So 7759 01:06:09,780 --> 01:06:10,020 that's 7760 01:06:10,020 --> 01:06:10,500 kind of my 7761 01:06:10,500 --> 01:06:10,920 logic to 7762 01:06:10,920 --> 01:06:11,160 it. 7763 01:06:11,460 --> 01:06:11,580 Mark Ackers: I 7764 01:06:11,580 --> 01:06:12,240 think the 7765 01:06:12,240 --> 01:06:12,420 thing 7766 01:06:12,420 --> 01:06:12,660 that's 7767 01:06:12,660 --> 01:06:13,140 difficult, 7768 01:06:13,140 --> 01:06:13,980 right? Is, 7769 01:06:14,040 --> 01:06:14,640 how do you 7770 01:06:14,640 --> 01:06:14,820 make 7771 01:06:14,820 --> 01:06:15,120 people 7772 01:06:15,120 --> 01:06:16,380 care? You 7773 01:06:16,380 --> 01:06:16,800 share your 7774 01:06:16,800 --> 01:06:17,100 story 7775 01:06:17,100 --> 01:06:17,820 there. I'm 7776 01:06:17,820 --> 01:06:18,180 sat here 7777 01:06:18,180 --> 01:06:18,480 because 7778 01:06:18,480 --> 01:06:18,600 I'm 7779 01:06:18,600 --> 01:06:18,960 listening 7780 01:06:18,960 --> 01:06:19,200 to you, 7781 01:06:19,200 --> 01:06:19,560 thinking, 7782 01:06:19,800 --> 01:06:20,900 wow. But 7783 01:06:20,900 --> 01:06:21,500 actually, 7784 01:06:22,160 --> 01:06:22,580 how do you 7785 01:06:22,580 --> 01:06:22,760 make 7786 01:06:22,760 --> 01:06:23,060 people 7787 01:06:23,060 --> 01:06:23,240 care? 7788 01:06:23,240 --> 01:06:23,540 James Ski: Well, 7789 01:06:23,600 --> 01:06:23,900 okay, so 7790 01:06:23,900 --> 01:06:24,140 here's 7791 01:06:24,140 --> 01:06:24,440 another 7792 01:06:24,440 --> 01:06:24,680 thing I 7793 01:06:24,680 --> 01:06:25,040 actually 7794 01:06:25,040 --> 01:06:25,580 also 7795 01:06:25,640 --> 01:06:26,720 think, and 7796 01:06:26,720 --> 01:06:27,320 I can't 7797 01:06:27,380 --> 01:06:27,920 quite 7798 01:06:27,920 --> 01:06:28,640 quantify 7799 01:06:28,640 --> 01:06:29,060 this, but 7800 01:06:29,060 --> 01:06:29,420 I also 7801 01:06:29,420 --> 01:06:29,660 think 7802 01:06:29,660 --> 01:06:29,960 people 7803 01:06:29,960 --> 01:06:30,260 hear my 7804 01:06:30,260 --> 01:06:30,740 story and 7805 01:06:30,740 --> 01:06:31,160 go fucking 7806 01:06:31,160 --> 01:06:31,280 out. 7807 01:06:31,280 --> 01:06:31,580 That's a 7808 01:06:31,580 --> 01:06:31,880 lot. 7809 01:06:31,880 --> 01:06:32,180 That's a 7810 01:06:32,180 --> 01:06:32,540 bit much. 7811 01:06:32,540 --> 01:06:32,900 I actually 7812 01:06:32,900 --> 01:06:33,320 don't want 7813 01:06:33,320 --> 01:06:33,620 to dig 7814 01:06:33,620 --> 01:06:34,040 more into 7815 01:06:34,040 --> 01:06:34,340 that guy, 7816 01:06:34,340 --> 01:06:34,640 because 7817 01:06:34,640 --> 01:06:35,060 that's too 7818 01:06:35,060 --> 01:06:36,860 much. So I 7819 01:06:36,860 --> 01:06:37,460 also feel 7820 01:06:37,460 --> 01:06:38,060 like it's 7821 01:06:38,060 --> 01:06:38,600 kind of a 7822 01:06:38,600 --> 01:06:38,960 bit 7823 01:06:38,960 --> 01:06:39,860 Marmite, 7824 01:06:39,860 --> 01:06:40,160 where 7825 01:06:40,160 --> 01:06:40,600 people 7826 01:06:40,600 --> 01:06:41,260 feel like 7827 01:06:41,320 --> 01:06:41,680 they can't 7828 01:06:41,680 --> 01:06:42,100 relate to 7829 01:06:42,100 --> 01:06:44,680 me. So I 7830 01:06:44,680 --> 01:06:44,980 actually 7831 01:06:44,980 --> 01:06:45,340 think I'm 7832 01:06:45,340 --> 01:06:45,580 a bit 7833 01:06:45,580 --> 01:06:46,420 inaccessible 7834 01:06:46,420 --> 01:06:46,840 to a lot 7835 01:06:46,840 --> 01:06:47,320 of people 7836 01:06:47,320 --> 01:06:47,680 in that 7837 01:06:47,680 --> 01:06:48,220 basis. I 7838 01:06:48,220 --> 01:06:48,460 think 7839 01:06:48,460 --> 01:06:49,300 sometimes 7840 01:06:49,720 --> 01:06:50,260 they see 7841 01:06:50,260 --> 01:06:50,560 me on 7842 01:06:50,560 --> 01:06:50,980 LinkedIn, 7843 01:06:50,980 --> 01:06:51,340 doing the 7844 01:06:51,340 --> 01:06:51,760 videos, or 7845 01:06:51,760 --> 01:06:52,060 they hear 7846 01:06:52,060 --> 01:06:52,480 the story 7847 01:06:52,480 --> 01:06:52,780 about 7848 01:06:52,780 --> 01:06:53,200 bipolar, 7849 01:06:53,200 --> 01:06:53,380 or they 7850 01:06:53,380 --> 01:06:53,740 hear the 7851 01:06:53,740 --> 01:06:54,160 mental 7852 01:06:54,160 --> 01:06:54,400 health 7853 01:06:54,400 --> 01:06:54,880 hospital, 7854 01:06:54,880 --> 01:06:55,600 and I just 7855 01:06:55,600 --> 01:06:55,840 think, 7856 01:06:55,840 --> 01:06:56,080 God, I 7857 01:06:56,080 --> 01:06:56,560 just don't 7858 01:06:56,560 --> 01:06:56,980 get that. 7859 01:06:56,980 --> 01:06:57,880 Like I 7860 01:06:57,880 --> 01:06:58,360 don't get 7861 01:06:58,360 --> 01:06:58,660 that. 7862 01:06:58,660 --> 01:06:58,900 That's 7863 01:06:58,900 --> 01:06:59,320 just not 7864 01:06:59,320 --> 01:06:59,980 relatable. 7865 01:07:00,520 --> 01:07:00,900 But that 7866 01:07:00,900 --> 01:07:01,680 is me. I 7867 01:07:01,680 --> 01:07:02,100 only know 7868 01:07:02,100 --> 01:07:02,880 my story, 7869 01:07:02,880 --> 01:07:03,120 right, 7870 01:07:03,180 --> 01:07:03,540 which is 7871 01:07:03,540 --> 01:07:03,900 the same 7872 01:07:03,900 --> 01:07:04,200 for any 7873 01:07:04,200 --> 01:07:04,860 individual. 7874 01:07:04,860 --> 01:07:05,220 So I do 7875 01:07:05,220 --> 01:07:05,700 also think 7876 01:07:05,700 --> 01:07:06,240 I've got a 7877 01:07:08,040 --> 01:07:08,640 branding 7878 01:07:08,640 --> 01:07:09,000 challenge, 7879 01:07:09,000 --> 01:07:09,420 like, and 7880 01:07:09,480 --> 01:07:09,840 someone 7881 01:07:09,840 --> 01:07:10,140 actually 7882 01:07:10,140 --> 01:07:10,500 said it. I 7883 01:07:10,500 --> 01:07:10,680 was 7884 01:07:10,680 --> 01:07:11,160 interviewing 7885 01:07:11,160 --> 01:07:11,340 for a 7886 01:07:11,340 --> 01:07:11,640 brand, 7887 01:07:11,640 --> 01:07:12,120 personal 7888 01:07:12,120 --> 01:07:12,420 brand 7889 01:07:12,420 --> 01:07:12,780 manager 7890 01:07:12,780 --> 01:07:13,500 once never 7891 01:07:13,500 --> 01:07:13,740 went 7892 01:07:13,740 --> 01:07:13,920 through 7893 01:07:13,920 --> 01:07:14,700 it, and 7894 01:07:14,700 --> 01:07:15,000 she was 7895 01:07:15,000 --> 01:07:15,420 just like, 7896 01:07:15,420 --> 01:07:15,720 I just 7897 01:07:15,720 --> 01:07:15,900 don't 7898 01:07:15,900 --> 01:07:16,140 think 7899 01:07:16,140 --> 01:07:16,440 people 7900 01:07:16,440 --> 01:07:16,860 relate to 7901 01:07:16,860 --> 01:07:17,340 you. And I 7902 01:07:17,340 --> 01:07:17,760 was really 7903 01:07:17,760 --> 01:07:18,060 upset 7904 01:07:18,060 --> 01:07:18,420 about it. 7905 01:07:18,420 --> 01:07:18,660 I was 7906 01:07:18,660 --> 01:07:19,200 like, God, 7907 01:07:19,320 --> 01:07:19,680 but she's 7908 01:07:19,680 --> 01:07:20,040 probably 7909 01:07:20,040 --> 01:07:20,420 right, you 7910 01:07:20,420 --> 01:07:20,540 know, 7911 01:07:20,540 --> 01:07:22,100 like, I 7912 01:07:22,100 --> 01:07:23,060 just my my 7913 01:07:23,060 --> 01:07:23,540 story is 7914 01:07:23,540 --> 01:07:23,780 quite 7915 01:07:23,780 --> 01:07:24,260 extreme, 7916 01:07:24,260 --> 01:07:25,760 so my ego 7917 01:07:25,760 --> 01:07:26,120 thinks 7918 01:07:26,120 --> 01:07:26,720 everybody 7919 01:07:26,720 --> 01:07:27,020 could be 7920 01:07:27,020 --> 01:07:27,560 interested 7921 01:07:27,560 --> 01:07:27,920 and should 7922 01:07:27,920 --> 01:07:28,040 be 7923 01:07:28,040 --> 01:07:28,580 interested 7924 01:07:28,580 --> 01:07:29,660 in it, but 7925 01:07:29,660 --> 01:07:29,900 maybe 7926 01:07:29,900 --> 01:07:30,080 they're 7927 01:07:30,080 --> 01:07:30,680 not. But 7928 01:07:30,680 --> 01:07:31,100 how do you 7929 01:07:31,100 --> 01:07:31,460 get them 7930 01:07:31,460 --> 01:07:31,820 to do it? 7931 01:07:31,820 --> 01:07:32,240 It's just 7932 01:07:32,240 --> 01:07:32,720 marketing, 7933 01:07:32,720 --> 01:07:33,080 isn't it? 7934 01:07:33,080 --> 01:07:33,500 At the end 7935 01:07:33,500 --> 01:07:33,740 of the 7936 01:07:33,740 --> 01:07:33,980 day, you 7937 01:07:33,980 --> 01:07:34,160 know, I 7938 01:07:34,160 --> 01:07:34,460 don't know 7939 01:07:34,460 --> 01:07:34,760 what the 7940 01:07:34,760 --> 01:07:35,240 conversion 7941 01:07:35,240 --> 01:07:35,600 rates on 7942 01:07:35,600 --> 01:07:36,260 audiences 7943 01:07:36,260 --> 01:07:36,440 are 7944 01:07:36,440 --> 01:07:36,800 traffic, 7945 01:07:36,800 --> 01:07:37,340 but I need 7946 01:07:37,340 --> 01:07:37,640 to do 7947 01:07:37,640 --> 01:07:38,120 certain 7948 01:07:38,120 --> 01:07:38,540 level of 7949 01:07:38,540 --> 01:07:39,020 marketing 7950 01:07:39,020 --> 01:07:39,560 activities 7951 01:07:39,560 --> 01:07:39,860 over the 7952 01:07:39,860 --> 01:07:40,300 next five 7953 01:07:40,300 --> 01:07:41,620 years to 7954 01:07:41,620 --> 01:07:42,400 find to 7955 01:07:42,400 --> 01:07:43,000 reach 7956 01:07:43,000 --> 01:07:43,300 enough 7957 01:07:43,300 --> 01:07:43,600 people 7958 01:07:43,600 --> 01:07:43,780 that 7959 01:07:43,780 --> 01:07:43,960 10,000 7960 01:07:44,260 --> 01:07:44,560 people 7961 01:07:44,560 --> 01:07:44,920 want to 7962 01:07:44,920 --> 01:07:45,220 buy that 7963 01:07:45,220 --> 01:07:46,180 book. Now 7964 01:07:46,180 --> 01:07:46,420 what's 7965 01:07:46,420 --> 01:07:46,780 great is 7966 01:07:46,780 --> 01:07:47,080 because 7967 01:07:47,080 --> 01:07:47,380 this is 7968 01:07:47,380 --> 01:07:47,860 recorded, 7969 01:07:47,860 --> 01:07:48,160 we could 7970 01:07:48,160 --> 01:07:48,460 actually 7971 01:07:48,460 --> 01:07:48,820 watch back 7972 01:07:48,820 --> 01:07:49,120 on this 7973 01:07:49,120 --> 01:07:49,540 when I hit 7974 01:07:49,540 --> 01:07:49,720 that 7975 01:07:49,720 --> 01:07:50,080 target, 7976 01:07:50,200 --> 01:07:50,800 Mark Ackers: absolutely, 7977 01:07:50,800 --> 01:07:51,100 we'll do 7978 01:07:51,100 --> 01:07:51,340 that. 7979 01:07:51,340 --> 01:07:51,760 Click this 7980 01:07:51,760 --> 01:07:52,180 up. BEC, 7981 01:07:52,900 --> 01:07:53,860 um, you've 7982 01:07:53,920 --> 01:07:54,400 probably 7983 01:07:54,400 --> 01:07:54,820 mentioned 7984 01:07:54,820 --> 01:07:55,120 the word 7985 01:07:55,120 --> 01:07:56,320 ego more 7986 01:07:56,320 --> 01:07:56,680 than any 7987 01:07:56,680 --> 01:07:57,400 other word 7988 01:07:58,000 --> 01:07:58,420 sat with 7989 01:07:58,420 --> 01:08:00,180 me. I know 7990 01:08:00,180 --> 01:08:00,660 it's hard 7991 01:08:00,660 --> 01:08:00,780 to 7992 01:08:00,780 --> 01:08:01,440 quantify. 7993 01:08:01,560 --> 01:08:02,220 How, how 7994 01:08:02,220 --> 01:08:02,640 big do you 7995 01:08:02,640 --> 01:08:03,060 think your 7996 01:08:03,060 --> 01:08:03,660 ego is 7997 01:08:03,660 --> 01:08:04,440 massive? 7998 01:08:04,680 --> 01:08:04,800 James Ski: I'm 7999 01:08:04,800 --> 01:08:05,220 not even 8000 01:08:05,220 --> 01:08:05,520 actually 8001 01:08:05,520 --> 01:08:05,700 that 8002 01:08:05,700 --> 01:08:06,360 comfortable 8003 01:08:06,360 --> 01:08:06,780 talking 8004 01:08:06,780 --> 01:08:07,140 about it 8005 01:08:07,140 --> 01:08:07,620 on even 8006 01:08:07,620 --> 01:08:07,800 this 8007 01:08:07,800 --> 01:08:08,400 conversation, 8008 01:08:08,400 --> 01:08:08,940 considering 8009 01:08:08,940 --> 01:08:09,420 how public 8010 01:08:09,420 --> 01:08:09,960 I am. So 8011 01:08:10,320 --> 01:08:11,220 like, ski 8012 01:08:11,220 --> 01:08:11,460 is an 8013 01:08:11,460 --> 01:08:12,120 abbreviation 8014 01:08:12,120 --> 01:08:12,540 of my full 8015 01:08:12,540 --> 01:08:13,020 surname. 8016 01:08:13,080 --> 01:08:13,380 I'm half 8017 01:08:13,380 --> 01:08:13,920 polish. 8018 01:08:13,980 --> 01:08:14,220 Mark Ackers: Did 8019 01:08:14,220 --> 01:08:14,820 not know 8020 01:08:14,820 --> 01:08:15,120 that. 8021 01:08:15,120 --> 01:08:15,420 Yeah, 8022 01:08:16,260 --> 01:08:16,560 what's 8023 01:08:16,560 --> 01:08:16,980 your full 8024 01:08:16,980 --> 01:08:17,280 surname? 8025 01:08:17,280 --> 01:08:17,580 No, I'm 8026 01:08:17,580 --> 01:08:17,760 James Ski: not 8027 01:08:17,760 --> 01:08:18,120 gonna say 8028 01:08:18,120 --> 01:08:18,960 it. Okay, 8029 01:08:19,740 --> 01:08:20,040 I'll tell 8030 01:08:20,040 --> 01:08:20,160 you 8031 01:08:20,160 --> 01:08:20,660 afterwards. 8032 01:08:20,660 --> 01:08:21,440 But, you 8033 01:08:21,440 --> 01:08:21,980 know, so 8034 01:08:21,980 --> 01:08:22,760 like, it 8035 01:08:22,760 --> 01:08:23,000 is an 8036 01:08:23,000 --> 01:08:23,720 abbreviation. 8037 01:08:23,720 --> 01:08:24,080 It's not 8038 01:08:24,080 --> 01:08:24,500 what I was 8039 01:08:24,500 --> 01:08:24,980 born with. 8040 01:08:24,980 --> 01:08:25,100 Is 8041 01:08:25,099 --> 01:08:25,279 Mark Ackers: that 8042 01:08:25,279 --> 01:08:25,999 a branding 8043 01:08:26,179 --> 01:08:26,719 decision? 8044 01:08:26,779 --> 01:08:27,319 Exactly? 8045 01:08:27,319 --> 01:08:27,619 Yeah, 8046 01:08:27,679 --> 01:08:27,979 because 8047 01:08:27,979 --> 01:08:28,339 it's more 8048 01:08:28,339 --> 01:08:28,819 memorable. 8049 01:08:28,819 --> 01:08:29,119 Yeah, 8050 01:08:29,479 --> 01:08:30,679 didn't Wow 8051 01:08:30,740 --> 01:08:30,920 James Ski: when 8052 01:08:30,920 --> 01:08:31,340 I was at 8053 01:08:31,340 --> 01:08:33,680 uni, and I 8054 01:08:33,680 --> 01:08:34,040 used to 8055 01:08:34,040 --> 01:08:34,220 run 8056 01:08:34,220 --> 01:08:34,940 parties 8057 01:08:35,900 --> 01:08:36,140 Jamie 8058 01:08:36,140 --> 01:08:37,760 Foxx, and 8059 01:08:37,760 --> 01:08:38,120 this, this 8060 01:08:38,120 --> 01:08:38,480 girl came 8061 01:08:38,480 --> 01:08:38,840 up to me, 8062 01:08:38,840 --> 01:08:39,320 and I gave 8063 01:08:39,320 --> 01:08:39,560 her my 8064 01:08:39,560 --> 01:08:39,920 full name, 8065 01:08:39,920 --> 01:08:40,220 and she 8066 01:08:40,220 --> 01:08:40,580 was like, 8067 01:08:40,580 --> 01:08:40,820 No, I'm 8068 01:08:40,820 --> 01:08:41,300 just gonna 8069 01:08:41,300 --> 01:08:41,600 call you 8070 01:08:41,600 --> 01:08:42,220 ski. And 8071 01:08:42,220 --> 01:08:42,700 no one at 8072 01:08:42,700 --> 01:08:42,940 school 8073 01:08:42,940 --> 01:08:43,300 would ever 8074 01:08:43,360 --> 01:08:43,780 short my 8075 01:08:43,780 --> 01:08:44,080 name to 8076 01:08:44,080 --> 01:08:44,440 skin. I 8077 01:08:44,440 --> 01:08:44,800 was like, 8078 01:08:44,800 --> 01:08:45,040 That's 8079 01:08:45,040 --> 01:08:45,520 brilliant. 8080 01:08:45,700 --> 01:08:46,000 I like 8081 01:08:46,000 --> 01:08:46,420 that. And 8082 01:08:46,420 --> 01:08:46,780 then when 8083 01:08:46,780 --> 01:08:47,260 I started 8084 01:08:47,260 --> 01:08:47,620 my first 8085 01:08:47,620 --> 01:08:48,040 job and I 8086 01:08:48,040 --> 01:08:48,580 started to 8087 01:08:48,580 --> 01:08:48,880 say my 8088 01:08:48,880 --> 01:08:49,480 full name 8089 01:08:49,480 --> 01:08:51,880 on on the 8090 01:08:51,880 --> 01:08:52,360 phone, I 8091 01:08:52,360 --> 01:08:52,840 was like, 8092 01:08:52,840 --> 01:08:53,140 This is 8093 01:08:53,140 --> 01:08:53,560 too long. 8094 01:08:53,560 --> 01:08:53,920 I'm just 8095 01:08:53,920 --> 01:08:54,280 gonna go 8096 01:08:54,280 --> 01:08:54,640 with ski. 8097 01:08:54,640 --> 01:08:55,000 So every 8098 01:08:55,000 --> 01:08:55,240 time I 8099 01:08:55,240 --> 01:08:55,540 joined a 8100 01:08:55,540 --> 01:08:56,020 company, I 8101 01:08:56,020 --> 01:08:56,500 just went 8102 01:08:56,500 --> 01:08:56,860 by James 8103 01:08:56,860 --> 01:08:58,300 ski. So 8104 01:08:59,080 --> 01:08:59,740 it's just 8105 01:08:59,740 --> 01:09:00,180 stuck with 8106 01:09:00,180 --> 01:09:00,660 me, and it 8107 01:09:00,720 --> 01:09:01,020 is a 8108 01:09:01,020 --> 01:09:01,380 brand. 8109 01:09:01,380 --> 01:09:02,880 Now, I my 8110 01:09:02,880 --> 01:09:03,600 psychologist, 8111 01:09:03,600 --> 01:09:04,500 and I joke 8112 01:09:04,620 --> 01:09:04,980 she's 8113 01:09:04,980 --> 01:09:05,940 like, who 8114 01:09:05,940 --> 01:09:06,120 am I 8115 01:09:06,120 --> 01:09:06,600 talking to 8116 01:09:06,600 --> 01:09:07,080 today? 8117 01:09:09,180 --> 01:09:09,720 Ski. 8118 01:09:10,140 --> 01:09:10,440 James. 8119 01:09:10,440 --> 01:09:10,980 Ski. This 8120 01:09:10,980 --> 01:09:11,100 the 8121 01:09:11,100 --> 01:09:11,940 character. 8122 01:09:11,940 --> 01:09:12,300 It's the 8123 01:09:12,300 --> 01:09:12,900 showman. 8124 01:09:12,900 --> 01:09:13,320 It's the 8125 01:09:13,320 --> 01:09:13,680 guy that 8126 01:09:13,680 --> 01:09:14,100 people see 8127 01:09:14,100 --> 01:09:14,520 on stage. 8128 01:09:14,520 --> 01:09:14,880 Is the guy 8129 01:09:14,880 --> 01:09:15,300 people on 8130 01:09:15,300 --> 01:09:15,840 LinkedIn. 8131 01:09:16,080 --> 01:09:16,380 That is 8132 01:09:16,380 --> 01:09:16,920 not who I 8133 01:09:16,920 --> 01:09:17,820 am. It is 8134 01:09:17,820 --> 01:09:18,540 who I am. 8135 01:09:18,540 --> 01:09:18,960 Yes, it 8136 01:09:18,960 --> 01:09:19,620 is, but, 8137 01:09:19,980 --> 01:09:20,480 you know, 8138 01:09:20,720 --> 01:09:21,020 like 8139 01:09:21,020 --> 01:09:21,260 there's, 8140 01:09:21,260 --> 01:09:21,500 there's 8141 01:09:21,500 --> 01:09:21,680 other 8142 01:09:21,680 --> 01:09:22,100 parts to 8143 01:09:22,100 --> 01:09:22,220 me, 8144 01:09:22,220 --> 01:09:22,460 there's 8145 01:09:22,460 --> 01:09:22,640 other 8146 01:09:22,640 --> 01:09:23,060 parts to 8147 01:09:23,060 --> 01:09:23,180 my 8148 01:09:23,180 --> 01:09:23,840 personality 8149 01:09:23,840 --> 01:09:24,140 with my 8150 01:09:24,140 --> 01:09:24,920 kids or, 8151 01:09:24,920 --> 01:09:25,340 you know, 8152 01:09:25,400 --> 01:09:26,060 friendships 8153 01:09:26,060 --> 01:09:26,180 or 8154 01:09:26,180 --> 01:09:26,900 relationships 8155 01:09:26,900 --> 01:09:27,200 that I'm 8156 01:09:27,200 --> 01:09:28,520 in. And I 8157 01:09:28,520 --> 01:09:29,420 just know 8158 01:09:29,600 --> 01:09:30,200 having got 8159 01:09:30,200 --> 01:09:30,680 close to 8160 01:09:30,680 --> 01:09:31,040 certain 8161 01:09:31,040 --> 01:09:31,640 people 8162 01:09:31,700 --> 01:09:32,060 that I 8163 01:09:32,060 --> 01:09:33,620 also, you 8164 01:09:33,620 --> 01:09:33,740 know, 8165 01:09:33,740 --> 01:09:34,220 sometimes 8166 01:09:34,220 --> 01:09:34,340 they 8167 01:09:34,340 --> 01:09:34,820 struggle 8168 01:09:34,820 --> 01:09:35,120 and they 8169 01:09:35,120 --> 01:09:35,360 think, 8170 01:09:35,360 --> 01:09:35,780 God, you 8171 01:09:35,780 --> 01:09:36,080 know, can 8172 01:09:36,080 --> 01:09:36,440 you just 8173 01:09:36,440 --> 01:09:37,760 chill? I 8174 01:09:37,880 --> 01:09:38,720 just, it 8175 01:09:38,720 --> 01:09:39,020 doesn't 8176 01:09:39,020 --> 01:09:39,260 matter. 8177 01:09:39,260 --> 01:09:39,800 Like you 8178 01:09:39,800 --> 01:09:40,160 don't need 8179 01:09:40,160 --> 01:09:40,460 to show 8180 01:09:40,460 --> 01:09:40,760 off here. 8181 01:09:40,760 --> 01:09:41,020 You don't 8182 01:09:41,020 --> 01:09:41,440 need to do 8183 01:09:41,440 --> 01:09:42,280 that. And 8184 01:09:42,280 --> 01:09:42,880 so I guess 8185 01:09:42,880 --> 01:09:43,300 the reason 8186 01:09:43,300 --> 01:09:43,540 why I've 8187 01:09:43,540 --> 01:09:43,960 dropped it 8188 01:09:43,960 --> 01:09:44,320 a lot is 8189 01:09:44,320 --> 01:09:44,680 because I 8190 01:09:44,680 --> 01:09:44,920 think 8191 01:09:44,920 --> 01:09:45,220 people 8192 01:09:45,220 --> 01:09:45,940 assume a 8193 01:09:45,940 --> 01:09:46,480 lot about 8194 01:09:46,480 --> 01:09:47,860 me, and I 8195 01:09:47,860 --> 01:09:48,640 think they 8196 01:09:48,640 --> 01:09:48,820 don't 8197 01:09:48,820 --> 01:09:49,300 really 8198 01:09:49,300 --> 01:09:49,660 know me, 8199 01:09:49,660 --> 01:09:49,900 but I 8200 01:09:49,900 --> 01:09:50,380 think if 8201 01:09:50,380 --> 01:09:50,860 they get 8202 01:09:50,860 --> 01:09:51,220 to know 8203 01:09:51,220 --> 01:09:52,240 me, I 8204 01:09:52,240 --> 01:09:52,660 would like 8205 01:09:52,660 --> 01:09:53,080 to think, 8206 01:09:53,080 --> 01:09:53,440 you know, 8207 01:09:53,440 --> 01:09:53,980 I actually 8208 01:09:53,980 --> 01:09:55,300 am very 8209 01:09:55,300 --> 01:09:56,800 humble. I 8210 01:09:56,800 --> 01:09:57,100 am an I 8211 01:09:57,100 --> 01:09:57,520 would like 8212 01:09:57,520 --> 01:09:57,640 to 8213 01:09:57,640 --> 01:09:58,180 consider 8214 01:09:58,180 --> 01:09:58,600 myself a 8215 01:09:58,600 --> 01:09:59,200 good guy, 8216 01:09:59,740 --> 01:10:00,600 and. And I 8217 01:10:00,600 --> 01:10:01,020 like to be 8218 01:10:01,020 --> 01:10:01,320 there for 8219 01:10:01,320 --> 01:10:01,500 other 8220 01:10:01,500 --> 01:10:02,220 people. 8221 01:10:02,760 --> 01:10:03,120 I've had 8222 01:10:03,120 --> 01:10:03,480 my own 8223 01:10:03,480 --> 01:10:03,960 challenges. 8224 01:10:03,960 --> 01:10:04,380 I want to 8225 01:10:04,380 --> 01:10:04,740 support 8226 01:10:04,740 --> 01:10:05,160 people. 8227 01:10:05,760 --> 01:10:06,120 But I 8228 01:10:06,120 --> 01:10:06,360 think 8229 01:10:06,360 --> 01:10:06,660 there's a 8230 01:10:06,660 --> 01:10:07,560 perception 8231 01:10:07,560 --> 01:10:09,480 of me, of, 8232 01:10:09,540 --> 01:10:10,080 you know, 8233 01:10:10,080 --> 01:10:10,440 and this 8234 01:10:10,440 --> 01:10:10,860 is always 8235 01:10:10,860 --> 01:10:11,280 the fine 8236 01:10:11,280 --> 01:10:11,460 line 8237 01:10:11,460 --> 01:10:11,820 between 8238 01:10:11,820 --> 01:10:12,360 confidence 8239 01:10:12,360 --> 01:10:12,540 and 8240 01:10:12,540 --> 01:10:12,960 arrogance. 8241 01:10:12,960 --> 01:10:13,260 I think 8242 01:10:13,260 --> 01:10:13,560 there's a 8243 01:10:13,560 --> 01:10:14,040 perception 8244 01:10:14,040 --> 01:10:14,340 of me, 8245 01:10:14,340 --> 01:10:15,000 like he's 8246 01:10:15,000 --> 01:10:15,540 arrogant, 8247 01:10:15,540 --> 01:10:15,900 and, you 8248 01:10:15,900 --> 01:10:16,200 know, he's 8249 01:10:16,200 --> 01:10:16,440 got a 8250 01:10:16,440 --> 01:10:17,040 southern 8251 01:10:17,040 --> 01:10:17,580 swagger, 8252 01:10:17,580 --> 01:10:18,360 and, you 8253 01:10:18,360 --> 01:10:18,600 know, he 8254 01:10:18,600 --> 01:10:18,900 thinks 8255 01:10:18,900 --> 01:10:19,320 he's great 8256 01:10:19,320 --> 01:10:19,620 at this, 8257 01:10:19,620 --> 01:10:19,980 that and 8258 01:10:19,980 --> 01:10:20,280 the other, 8259 01:10:20,280 --> 01:10:20,700 and he's a 8260 01:10:20,700 --> 01:10:21,080 sales guy, 8261 01:10:21,080 --> 01:10:21,320 and I 8262 01:10:21,320 --> 01:10:21,680 don't like 8263 01:10:21,680 --> 01:10:21,920 sales 8264 01:10:21,920 --> 01:10:22,220 people, 8265 01:10:22,220 --> 01:10:22,580 and it's 8266 01:10:22,580 --> 01:10:23,060 just just 8267 01:10:23,060 --> 01:10:23,540 not I just 8268 01:10:23,540 --> 01:10:23,900 happened 8269 01:10:23,900 --> 01:10:24,320 to ended 8270 01:10:24,320 --> 01:10:24,920 up in and 8271 01:10:24,920 --> 01:10:25,280 I chose to 8272 01:10:25,280 --> 01:10:25,520 be in 8273 01:10:25,520 --> 01:10:26,000 sales as a 8274 01:10:26,000 --> 01:10:26,480 career. 8275 01:10:27,980 --> 01:10:28,220 And I 8276 01:10:28,220 --> 01:10:28,820 think, you 8277 01:10:28,820 --> 01:10:29,420 know, ego 8278 01:10:29,420 --> 01:10:29,660 for 8279 01:10:29,660 --> 01:10:30,320 everyone, 8280 01:10:30,560 --> 01:10:31,100 can help 8281 01:10:31,100 --> 01:10:31,400 you, but 8282 01:10:31,400 --> 01:10:31,820 it also 8283 01:10:31,820 --> 01:10:32,300 can hinder 8284 01:10:32,300 --> 01:10:32,660 you. And I 8285 01:10:32,660 --> 01:10:33,200 think mine 8286 01:10:33,200 --> 01:10:33,440 is a 8287 01:10:33,440 --> 01:10:33,980 constant 8288 01:10:33,980 --> 01:10:34,280 battle. 8289 01:10:34,820 --> 01:10:35,000 Mark Ackers: Well, 8290 01:10:35,000 --> 01:10:35,240 what I 8291 01:10:35,240 --> 01:10:35,720 realize 8292 01:10:35,720 --> 01:10:35,900 how 8293 01:10:35,900 --> 01:10:36,380 wherever 8294 01:10:36,380 --> 01:10:36,680 you are, 8295 01:10:36,980 --> 01:10:37,400 yeah, 8296 01:10:37,460 --> 01:10:37,760 because 8297 01:10:37,760 --> 01:10:38,060 people 8298 01:10:38,060 --> 01:10:38,360 have huge 8299 01:10:38,360 --> 01:10:38,900 egos, and 8300 01:10:38,960 --> 01:10:39,260 they don't 8301 01:10:39,260 --> 01:10:39,500 think 8302 01:10:39,500 --> 01:10:39,740 that's 8303 01:10:39,740 --> 01:10:40,040 true. 8304 01:10:40,400 --> 01:10:41,020 Who's got 8305 01:10:41,020 --> 01:10:41,440 the ego, 8306 01:10:41,440 --> 01:10:42,160 James ski 8307 01:10:42,160 --> 01:10:43,180 or the 8308 01:10:43,180 --> 01:10:43,360 real 8309 01:10:43,360 --> 01:10:43,600 James? 8310 01:10:43,600 --> 01:10:43,960 Who's last 8311 01:10:43,960 --> 01:10:44,200 time, I 8312 01:10:44,200 --> 01:10:44,380 don't 8313 01:10:44,380 --> 01:10:44,500 know, 8314 01:10:44,500 --> 01:10:44,920 probably 8315 01:10:44,920 --> 01:10:45,400 both. 8316 01:10:45,460 --> 01:10:45,820 Okay, 8317 01:10:45,820 --> 01:10:47,080 yeah, what 8318 01:10:47,080 --> 01:10:47,320 are your 8319 01:10:47,320 --> 01:10:47,860 parents or 8320 01:10:47,860 --> 01:10:48,280 your dad? 8321 01:10:48,280 --> 01:10:48,400 In 8322 01:10:48,400 --> 01:10:48,940 particular 8323 01:10:48,940 --> 01:10:49,300 thing that 8324 01:10:49,300 --> 01:10:49,540 you've 8325 01:10:49,540 --> 01:10:49,900 chopped 8326 01:10:49,900 --> 01:10:50,260 your name, 8327 01:10:50,320 --> 01:10:50,620 to be 8328 01:10:50,620 --> 01:10:50,980 James Ski: honest. 8329 01:10:50,980 --> 01:10:51,340 Like it 8330 01:10:51,340 --> 01:10:51,760 was funny 8331 01:10:51,760 --> 01:10:52,180 because my 8332 01:10:52,180 --> 01:10:52,840 grandfather, 8333 01:10:52,840 --> 01:10:53,200 who was a 8334 01:10:53,200 --> 01:10:53,560 business 8335 01:10:53,560 --> 01:10:54,580 guy from 8336 01:10:54,580 --> 01:10:54,820 from 8337 01:10:54,820 --> 01:10:57,280 Poland, he 8338 01:10:57,280 --> 01:10:58,240 ran big 8339 01:10:58,780 --> 01:10:59,380 textile 8340 01:10:59,380 --> 01:11:00,160 factories 8341 01:11:00,340 --> 01:11:00,720 before 8342 01:11:00,720 --> 01:11:01,320 Nazis 8343 01:11:01,320 --> 01:11:01,680 Germany 8344 01:11:01,680 --> 01:11:02,340 took over, 8345 01:11:02,340 --> 01:11:02,640 because 8346 01:11:02,640 --> 01:11:02,940 they took 8347 01:11:02,940 --> 01:11:03,360 over it 8348 01:11:03,360 --> 01:11:04,320 all. And 8349 01:11:04,320 --> 01:11:04,560 he 8350 01:11:04,560 --> 01:11:04,860 actually 8351 01:11:04,860 --> 01:11:05,160 thought it 8352 01:11:05,160 --> 01:11:05,580 was great. 8353 01:11:05,580 --> 01:11:05,880 He made 8354 01:11:05,880 --> 01:11:06,120 sense. 8355 01:11:06,120 --> 01:11:06,600 Logically. 8356 01:11:06,600 --> 01:11:07,020 My dad 8357 01:11:07,020 --> 01:11:07,380 wasn't 8358 01:11:07,380 --> 01:11:07,680 keen on 8359 01:11:07,680 --> 01:11:07,800 it. 8360 01:11:07,800 --> 01:11:08,160 Doesn't, 8361 01:11:08,220 --> 01:11:08,580 doesn't 8362 01:11:08,580 --> 01:11:09,120 really 8363 01:11:09,180 --> 01:11:10,020 like, like 8364 01:11:10,020 --> 01:11:10,500 the idea 8365 01:11:10,500 --> 01:11:12,360 of it. But 8366 01:11:12,360 --> 01:11:12,540 it's 8367 01:11:12,540 --> 01:11:13,080 interesting 8368 01:11:13,080 --> 01:11:13,200 now, 8369 01:11:13,200 --> 01:11:13,680 because my 8370 01:11:13,680 --> 01:11:14,100 kids 8371 01:11:14,100 --> 01:11:14,580 obviously 8372 01:11:14,580 --> 01:11:15,000 have my 8373 01:11:15,000 --> 01:11:15,300 real 8374 01:11:15,300 --> 01:11:15,960 surname 8375 01:11:16,440 --> 01:11:17,400 and, well, 8376 01:11:17,400 --> 01:11:17,940 my oldest 8377 01:11:17,940 --> 01:11:19,560 son is 13, 8378 01:11:19,620 --> 01:11:20,160 five years 8379 01:11:20,160 --> 01:11:20,420 he's gonna 8380 01:11:20,420 --> 01:11:20,780 be 18. 8381 01:11:20,780 --> 01:11:21,200 He's gonna 8382 01:11:21,200 --> 01:11:21,440 be on 8383 01:11:21,440 --> 01:11:21,860 LinkedIn, 8384 01:11:22,100 --> 01:11:22,760 yeah, he 8385 01:11:22,760 --> 01:11:22,940 ain't 8386 01:11:22,940 --> 01:11:23,360 gonna get 8387 01:11:23,360 --> 01:11:24,020 no rep if 8388 01:11:24,020 --> 01:11:24,680 I if not 8389 01:11:24,680 --> 01:11:24,980 got the 8390 01:11:24,980 --> 01:11:25,160 same 8391 01:11:25,160 --> 01:11:25,280 though. 8392 01:11:25,280 --> 01:11:25,580 So, yeah, 8393 01:11:25,580 --> 01:11:25,940 you might 8394 01:11:25,940 --> 01:11:26,360 be seeing 8395 01:11:26,360 --> 01:11:26,720 the real 8396 01:11:26,720 --> 01:11:27,140 name come 8397 01:11:27,140 --> 01:11:27,500 out soon, 8398 01:11:27,500 --> 01:11:27,800 but I'm 8399 01:11:27,800 --> 01:11:28,280 holding it 8400 01:11:28,280 --> 01:11:28,640 back. It's 8401 01:11:28,640 --> 01:11:28,880 Mark Ackers: very 8402 01:11:28,880 --> 01:11:29,480 true. The 8403 01:11:29,480 --> 01:11:29,840 reason I 8404 01:11:29,840 --> 01:11:30,380 ask is, Is 8405 01:11:30,380 --> 01:11:31,160 my brother 8406 01:11:31,220 --> 01:11:31,400 has 8407 01:11:31,400 --> 01:11:31,760 changed 8408 01:11:31,760 --> 01:11:32,240 his last 8409 01:11:32,240 --> 01:11:32,540 name in 8410 01:11:32,540 --> 01:11:32,900 terms of 8411 01:11:32,900 --> 01:11:33,020 the 8412 01:11:33,020 --> 01:11:33,740 pronunciation, 8413 01:11:33,980 --> 01:11:35,480 so my 8414 01:11:35,480 --> 01:11:35,780 family 8415 01:11:35,780 --> 01:11:36,260 pronounced 8416 01:11:36,260 --> 01:11:36,680 my name 8417 01:11:36,860 --> 01:11:37,400 acres. 8418 01:11:37,460 --> 01:11:38,240 Yeah, I 8419 01:11:38,240 --> 01:11:38,420 can 8420 01:11:38,420 --> 01:11:38,900 totally 8421 01:11:38,900 --> 01:11:39,320 see, when 8422 01:11:39,320 --> 01:11:39,620 you look 8423 01:11:39,620 --> 01:11:40,180 at my last 8424 01:11:40,180 --> 01:11:40,780 name. It's 8425 01:11:40,780 --> 01:11:41,260 acas, 8426 01:11:41,440 --> 01:11:41,860 until you 8427 01:11:41,860 --> 01:11:42,220 see that, 8428 01:11:42,220 --> 01:11:42,580 right? 8429 01:11:42,700 --> 01:11:43,060 Like, if 8430 01:11:43,060 --> 01:11:43,720 you it's a 8431 01:11:43,720 --> 01:11:44,680 c k, any 8432 01:11:44,680 --> 01:11:44,860 word 8433 01:11:44,860 --> 01:11:45,280 that's got 8434 01:11:45,280 --> 01:11:45,760 a c k is 8435 01:11:45,760 --> 01:11:46,180 ack, 8436 01:11:46,240 --> 01:11:46,600 right? 8437 01:11:46,900 --> 01:11:47,620 Back being 8438 01:11:47,620 --> 01:11:48,160 example, 8439 01:11:48,160 --> 01:11:48,400 right? 8440 01:11:48,400 --> 01:11:49,120 Zach being 8441 01:11:49,120 --> 01:11:49,240 an 8442 01:11:49,240 --> 01:11:49,780 example. 8443 01:11:50,080 --> 01:11:50,860 But we get 8444 01:11:50,860 --> 01:11:51,100 called 8445 01:11:51,100 --> 01:11:51,520 ackers all 8446 01:11:51,520 --> 01:11:51,940 the time. 8447 01:11:52,780 --> 01:11:53,200 I don't 8448 01:11:53,200 --> 01:11:53,500 correct 8449 01:11:53,500 --> 01:11:53,980 people. I 8450 01:11:53,980 --> 01:11:54,460 just saw C 8451 01:11:54,460 --> 01:11:54,640 as a 8452 01:11:54,640 --> 01:11:55,120 nickname. 8453 01:11:55,360 --> 01:11:56,020 My brother 8454 01:11:56,020 --> 01:11:56,440 has gone 8455 01:11:56,440 --> 01:11:57,100 all in on, 8456 01:11:57,160 --> 01:11:57,460 you know, 8457 01:11:57,460 --> 01:11:57,940 I'm just, 8458 01:11:57,940 --> 01:11:58,180 I'm 8459 01:11:58,240 --> 01:11:58,780 hackers, 8460 01:11:59,200 --> 01:11:59,680 and he 8461 01:11:59,680 --> 01:12:00,120 works in 8462 01:12:00,120 --> 01:12:00,420 the same 8463 01:12:00,420 --> 01:12:00,900 industry 8464 01:12:00,900 --> 01:12:01,500 as my dad 8465 01:12:01,560 --> 01:12:02,160 and my dad 8466 01:12:02,160 --> 01:12:02,520 is like, 8467 01:12:02,820 --> 01:12:03,300 What a 8468 01:12:03,300 --> 01:12:03,900 disgrace 8469 01:12:03,900 --> 01:12:04,200 to our 8470 01:12:04,200 --> 01:12:04,620 name. 8471 01:12:04,620 --> 01:12:05,100 Like, my 8472 01:12:05,100 --> 01:12:05,580 name has 8473 01:12:05,580 --> 01:12:06,060 been 8474 01:12:06,060 --> 01:12:06,840 changed. 8475 01:12:07,140 --> 01:12:07,860 Everyone 8476 01:12:07,860 --> 01:12:09,300 knows my 8477 01:12:09,300 --> 01:12:09,960 name like 8478 01:12:09,960 --> 01:12:10,620 Michael 8479 01:12:10,860 --> 01:12:11,520 Akers. 8480 01:12:11,940 --> 01:12:12,240 They know 8481 01:12:12,240 --> 01:12:12,540 you're my 8482 01:12:12,540 --> 01:12:13,260 son. They 8483 01:12:13,260 --> 01:12:13,500 know 8484 01:12:13,500 --> 01:12:13,680 you're 8485 01:12:13,680 --> 01:12:13,980 calling 8486 01:12:13,980 --> 01:12:14,520 yourself 8487 01:12:14,760 --> 01:12:15,360 hackers. 8488 01:12:15,420 --> 01:12:15,840 It's just, 8489 01:12:15,960 --> 01:12:16,320 that's why 8490 01:12:16,320 --> 01:12:16,560 I asked 8491 01:12:16,560 --> 01:12:17,040 about your 8492 01:12:17,040 --> 01:12:17,580 parents. I 8493 01:12:17,580 --> 01:12:17,820 James Ski: think 8494 01:12:17,820 --> 01:12:18,240 it's quite 8495 01:12:18,240 --> 01:12:18,480 funny. 8496 01:12:18,480 --> 01:12:18,600 Yeah, 8497 01:12:18,600 --> 01:12:18,840 yeah. It 8498 01:12:18,840 --> 01:12:19,260 was funny 8499 01:12:19,260 --> 01:12:19,620 because I 8500 01:12:19,740 --> 01:12:20,040 this is 8501 01:12:20,040 --> 01:12:20,340 actually 8502 01:12:20,340 --> 01:12:20,940 interesting. 8503 01:12:20,940 --> 01:12:21,200 Actually, 8504 01:12:21,200 --> 01:12:21,740 I feel for 8505 01:12:21,740 --> 01:12:22,100 a lot of 8506 01:12:22,100 --> 01:12:22,940 people, I 8507 01:12:22,940 --> 01:12:23,600 comes back 8508 01:12:23,600 --> 01:12:23,840 to 8509 01:12:23,900 --> 01:12:24,920 relatability. 8510 01:12:26,900 --> 01:12:27,320 There are 8511 01:12:27,320 --> 01:12:27,920 a lot of, 8512 01:12:27,920 --> 01:12:28,220 you know, 8513 01:12:28,280 --> 01:12:28,700 especially 8514 01:12:28,700 --> 01:12:29,060 in the UK, 8515 01:12:29,060 --> 01:12:29,300 a huge 8516 01:12:29,300 --> 01:12:29,720 amount of 8517 01:12:29,720 --> 01:12:30,200 diversity, 8518 01:12:30,200 --> 01:12:30,440 right, 8519 01:12:30,440 --> 01:12:31,340 international 8520 01:12:31,340 --> 01:12:31,880 names. And 8521 01:12:31,880 --> 01:12:32,240 I actually 8522 01:12:32,240 --> 01:12:32,660 think it's 8523 01:12:32,660 --> 01:12:32,720 a 8524 01:12:32,720 --> 01:12:33,080 challenge 8525 01:12:33,080 --> 01:12:33,200 for 8526 01:12:33,200 --> 01:12:33,680 people. 8527 01:12:33,860 --> 01:12:34,820 Unconscious 8528 01:12:34,820 --> 01:12:35,300 bias is 8529 01:12:35,300 --> 01:12:35,780 obviously 8530 01:12:35,780 --> 01:12:36,080 an issue, 8531 01:12:36,140 --> 01:12:36,860 right? But 8532 01:12:36,860 --> 01:12:37,460 I do think 8533 01:12:37,460 --> 01:12:37,820 you need 8534 01:12:37,820 --> 01:12:38,900 to adapt, 8535 01:12:39,380 --> 01:12:39,800 and if you 8536 01:12:39,800 --> 01:12:40,100 need to 8537 01:12:40,100 --> 01:12:40,900 cut a few 8538 01:12:40,900 --> 01:12:41,680 things to 8539 01:12:41,680 --> 01:12:43,420 like, fit 8540 01:12:43,420 --> 01:12:43,840 in to 8541 01:12:43,840 --> 01:12:44,440 accelerate 8542 01:12:44,440 --> 01:12:44,620 your 8543 01:12:44,620 --> 01:12:44,980 career, I 8544 01:12:44,980 --> 01:12:45,340 think you 8545 01:12:45,340 --> 01:12:45,640 should go 8546 01:12:45,640 --> 01:12:46,000 for it. If 8547 01:12:46,000 --> 01:12:46,120 I'm 8548 01:12:46,120 --> 01:12:46,540 honest, 8549 01:12:46,600 --> 01:12:46,960 like, 8550 01:12:46,960 --> 01:12:47,260 people 8551 01:12:47,380 --> 01:12:47,620 won't 8552 01:12:47,620 --> 01:12:47,980 agree to 8553 01:12:47,980 --> 01:12:48,160 that. 8554 01:12:48,160 --> 01:12:48,520 People 8555 01:12:48,520 --> 01:12:48,820 will be 8556 01:12:48,820 --> 01:12:49,120 like, No, 8557 01:12:49,120 --> 01:12:49,420 this is 8558 01:12:49,420 --> 01:12:49,720 me. This 8559 01:12:49,720 --> 01:12:50,020 is who I 8560 01:12:50,020 --> 01:12:50,320 am. But, 8561 01:12:50,320 --> 01:12:50,560 you know, 8562 01:12:50,560 --> 01:12:50,800 there's 8563 01:12:50,800 --> 01:12:50,980 some 8564 01:12:50,980 --> 01:12:51,220 really 8565 01:12:51,220 --> 01:12:51,880 complicated 8566 01:12:51,880 --> 01:12:52,240 names out 8567 01:12:52,240 --> 01:12:52,480 there. I 8568 01:12:52,480 --> 01:12:52,660 don't 8569 01:12:52,660 --> 01:12:53,020 think it 8570 01:12:53,020 --> 01:12:54,400 helps you 8571 01:12:54,400 --> 01:12:55,060 at all. If 8572 01:12:55,060 --> 01:12:55,300 it's 8573 01:12:55,300 --> 01:12:55,540 really 8574 01:12:55,540 --> 01:12:56,200 complicated, 8575 01:12:56,440 --> 01:12:56,860 yeah, 8576 01:12:56,920 --> 01:12:57,580 Mark Ackers: I 8577 01:12:57,580 --> 01:12:57,760 can 8578 01:12:57,760 --> 01:12:58,120 totally 8579 01:12:58,120 --> 01:12:58,540 see that. 8580 01:12:59,140 --> 01:12:59,500 James, 8581 01:13:00,160 --> 01:13:00,520 honestly, 8582 01:13:01,060 --> 01:13:01,380 this 8583 01:13:01,380 --> 01:13:02,040 conversation, 8584 01:13:02,100 --> 01:13:02,460 I could 8585 01:13:02,460 --> 01:13:02,820 easily 8586 01:13:02,820 --> 01:13:03,360 just get 8587 01:13:03,540 --> 01:13:03,900 another 8588 01:13:03,900 --> 01:13:04,140 beer, a 8589 01:13:04,140 --> 01:13:04,440 little 8590 01:13:04,440 --> 01:13:04,860 reload 8591 01:13:04,860 --> 01:13:05,220 from the 8592 01:13:05,220 --> 01:13:05,580 be attack, 8593 01:13:05,580 --> 01:13:06,420 but I'm 8594 01:13:06,420 --> 01:13:06,900 conscious 8595 01:13:06,960 --> 01:13:07,680 of time 8596 01:13:07,980 --> 01:13:08,280 you need 8597 01:13:08,280 --> 01:13:08,700 to get to 8598 01:13:08,700 --> 01:13:08,880 your 8599 01:13:08,880 --> 01:13:09,420 parents as 8600 01:13:09,420 --> 01:13:10,740 well. Tell 8601 01:13:10,740 --> 01:13:11,220 us all, 8602 01:13:11,220 --> 01:13:11,580 what is 8603 01:13:11,580 --> 01:13:11,820 sales 8604 01:13:11,820 --> 01:13:12,360 confidence 8605 01:13:12,360 --> 01:13:13,140 2.0 What 8606 01:13:13,140 --> 01:13:13,320 are you 8607 01:13:13,320 --> 01:13:13,860 doing now? 8608 01:13:14,100 --> 01:13:14,400 Thanks 8609 01:13:14,400 --> 01:13:14,520 James Ski: for 8610 01:13:14,520 --> 01:13:14,820 asking. 8611 01:13:14,820 --> 01:13:15,480 Yeah. So 8612 01:13:16,560 --> 01:13:17,460 the you 8613 01:13:17,460 --> 01:13:18,060 know, I 8614 01:13:18,060 --> 01:13:18,420 built my 8615 01:13:18,420 --> 01:13:19,440 reputation 8616 01:13:19,980 --> 01:13:20,300 from a 8617 01:13:20,300 --> 01:13:20,660 business 8618 01:13:20,660 --> 01:13:21,200 perspective 8619 01:13:21,260 --> 01:13:22,280 of helping 8620 01:13:22,700 --> 01:13:23,180 software 8621 01:13:23,180 --> 01:13:23,660 companies 8622 01:13:23,660 --> 01:13:23,840 and 8623 01:13:23,840 --> 01:13:24,200 service 8624 01:13:24,200 --> 01:13:24,920 companies 8625 01:13:25,400 --> 01:13:25,880 launch and 8626 01:13:25,880 --> 01:13:26,420 expand in 8627 01:13:26,420 --> 01:13:26,900 the UK 8628 01:13:26,900 --> 01:13:27,200 over the 8629 01:13:27,200 --> 01:13:27,680 last kind 8630 01:13:27,680 --> 01:13:28,160 of five, 8631 01:13:28,160 --> 01:13:28,640 six years. 8632 01:13:28,640 --> 01:13:28,820 So 8633 01:13:28,820 --> 01:13:29,240 everyone 8634 01:13:29,240 --> 01:13:29,480 from 8635 01:13:29,480 --> 01:13:29,840 sales, 8636 01:13:29,840 --> 01:13:30,380 loft, 8637 01:13:30,380 --> 01:13:31,100 Gong, 8638 01:13:31,340 --> 01:13:31,760 zoom, 8639 01:13:31,760 --> 01:13:32,840 info, six 8640 01:13:32,840 --> 01:13:33,440 cents. 8641 01:13:33,560 --> 01:13:34,580 High spot, 8642 01:13:35,240 --> 01:13:35,540 US 8643 01:13:35,540 --> 01:13:36,020 companies 8644 01:13:36,020 --> 01:13:36,440 launching 8645 01:13:36,440 --> 01:13:36,860 here or 8646 01:13:36,860 --> 01:13:37,340 UK, 8647 01:13:37,340 --> 01:13:37,880 companies 8648 01:13:37,880 --> 01:13:38,060 like 8649 01:13:38,060 --> 01:13:38,600 cognizant, 8650 01:13:38,600 --> 01:13:39,380 Jiminy, 8651 01:13:39,740 --> 01:13:40,720 Covo now 8652 01:13:40,720 --> 01:13:41,200 trumpet, 8653 01:13:41,200 --> 01:13:41,320 I've 8654 01:13:41,320 --> 01:13:41,620 helped 8655 01:13:41,620 --> 01:13:42,040 expand 8656 01:13:42,040 --> 01:13:42,520 them, and 8657 01:13:42,520 --> 01:13:43,000 obviously 8658 01:13:43,000 --> 01:13:43,180 we've 8659 01:13:43,180 --> 01:13:43,420 worked 8660 01:13:43,420 --> 01:13:43,780 together 8661 01:13:43,780 --> 01:13:44,560 at refract 8662 01:13:44,860 --> 01:13:45,520 a Lego and 8663 01:13:45,520 --> 01:13:45,940 now my 8664 01:13:45,940 --> 01:13:46,240 sales 8665 01:13:46,240 --> 01:13:46,720 coach, 8666 01:13:47,080 --> 01:13:47,440 that was 8667 01:13:47,440 --> 01:13:47,560 my 8668 01:13:47,560 --> 01:13:47,980 business 8669 01:13:47,980 --> 01:13:48,340 model. 8670 01:13:48,400 --> 01:13:49,120 That model 8671 01:13:49,360 --> 01:13:49,780 doesn't 8672 01:13:49,780 --> 01:13:50,140 exist 8673 01:13:50,140 --> 01:13:51,220 anymore in 8674 01:13:51,220 --> 01:13:51,700 the bulk 8675 01:13:52,480 --> 01:13:52,780 on a 8676 01:13:52,780 --> 01:13:53,440 sponsorship 8677 01:13:53,440 --> 01:13:53,740 side of 8678 01:13:53,740 --> 01:13:54,160 things. 8679 01:13:54,400 --> 01:13:54,760 And the 8680 01:13:54,760 --> 01:13:55,420 reason is, 8681 01:13:55,420 --> 01:13:55,960 is that 8682 01:13:56,560 --> 01:13:57,040 sales 8683 01:13:57,040 --> 01:13:57,340 leaders 8684 01:13:57,340 --> 01:13:57,760 now in the 8685 01:13:57,760 --> 01:13:58,960 UK are 8686 01:13:58,960 --> 01:13:59,380 very 8687 01:13:59,380 --> 01:13:59,980 educated 8688 01:13:59,980 --> 01:14:00,300 on the 8689 01:14:00,300 --> 01:14:01,020 sales 8690 01:14:01,020 --> 01:14:01,620 stack. 8691 01:14:01,740 --> 01:14:02,100 They know 8692 01:14:02,100 --> 01:14:02,340 what a 8693 01:14:02,340 --> 01:14:03,000 forecasting 8694 01:14:03,000 --> 01:14:03,300 tool is. 8695 01:14:03,300 --> 01:14:03,540 They know 8696 01:14:03,540 --> 01:14:03,780 what 8697 01:14:03,960 --> 01:14:04,620 conversation 8698 01:14:04,620 --> 01:14:05,220 intelligence 8699 01:14:05,220 --> 01:14:05,460 is. They 8700 01:14:05,460 --> 01:14:06,120 know what 8701 01:14:06,420 --> 01:14:07,200 databases 8702 01:14:07,200 --> 01:14:07,440 are. They 8703 01:14:07,440 --> 01:14:08,100 don't need 8704 01:14:08,100 --> 01:14:08,400 a third 8705 01:14:08,400 --> 01:14:09,300 party like 8706 01:14:09,300 --> 01:14:09,780 me to 8707 01:14:09,780 --> 01:14:10,200 educate 8708 01:14:10,200 --> 01:14:11,340 them. So 8709 01:14:11,340 --> 01:14:12,000 the model 8710 01:14:12,000 --> 01:14:12,720 is shifted 8711 01:14:12,720 --> 01:14:13,260 to, okay, 8712 01:14:13,260 --> 01:14:13,680 how can I 8713 01:14:13,680 --> 01:14:14,160 service 8714 01:14:14,160 --> 01:14:14,340 this 8715 01:14:14,340 --> 01:14:14,760 audience 8716 01:14:14,760 --> 01:14:15,360 that I've 8717 01:14:15,360 --> 01:14:16,260 built over 8718 01:14:16,260 --> 01:14:16,680 the last 8719 01:14:16,680 --> 01:14:17,160 five, six 8720 01:14:17,160 --> 01:14:17,580 years, and 8721 01:14:17,580 --> 01:14:17,700 I'm 8722 01:14:17,700 --> 01:14:18,360 extremely 8723 01:14:18,360 --> 01:14:18,540 well 8724 01:14:18,540 --> 01:14:19,560 known. And 8725 01:14:19,560 --> 01:14:19,680 the 8726 01:14:19,680 --> 01:14:20,700 fundamental 8727 01:14:20,700 --> 01:14:20,900 thing, 8728 01:14:20,900 --> 01:14:21,320 despite, 8729 01:14:21,320 --> 01:14:21,560 you know, 8730 01:14:21,560 --> 01:14:21,680 the 8731 01:14:21,680 --> 01:14:22,100 LinkedIn 8732 01:14:22,100 --> 01:14:22,400 scare 8733 01:14:22,400 --> 01:14:23,060 mongering 8734 01:14:23,060 --> 01:14:23,480 that's not 8735 01:14:23,480 --> 01:14:23,720 going 8736 01:14:23,720 --> 01:14:24,080 anywhere, 8737 01:14:24,080 --> 01:14:24,200 is 8738 01:14:24,200 --> 01:14:24,680 companies 8739 01:14:24,680 --> 01:14:24,980 need to 8740 01:14:24,980 --> 01:14:25,160 hire 8741 01:14:25,160 --> 01:14:25,820 salespeople. 8742 01:14:26,660 --> 01:14:28,100 And while 8743 01:14:28,160 --> 01:14:28,520 some 8744 01:14:28,520 --> 01:14:28,820 people 8745 01:14:28,820 --> 01:14:29,360 might be 8746 01:14:29,360 --> 01:14:29,780 arguing 8747 01:14:29,780 --> 01:14:30,200 for less 8748 01:14:30,200 --> 01:14:31,040 salespeople, 8749 01:14:31,400 --> 01:14:32,180 the long 8750 01:14:32,180 --> 01:14:33,320 tail, ie, 8751 01:14:33,320 --> 01:14:33,740 the number 8752 01:14:33,740 --> 01:14:33,860 of 8753 01:14:33,860 --> 01:14:34,340 companies 8754 01:14:34,340 --> 01:14:34,580 that are 8755 01:14:34,580 --> 01:14:34,880 getting 8756 01:14:34,880 --> 01:14:35,300 funded 8757 01:14:35,300 --> 01:14:36,080 week in, 8758 01:14:36,080 --> 01:14:36,860 month out, 8759 01:14:36,860 --> 01:14:37,640 in the UK, 8760 01:14:37,640 --> 01:14:38,120 Europe and 8761 01:14:38,120 --> 01:14:38,600 the world, 8762 01:14:38,780 --> 01:14:39,440 continues 8763 01:14:39,440 --> 01:14:39,920 to grow. 8764 01:14:39,920 --> 01:14:41,080 It doesn't 8765 01:14:41,080 --> 01:14:41,440 matter if 8766 01:14:41,500 --> 01:14:41,740 it's AI, 8767 01:14:41,740 --> 01:14:42,220 it doesn't 8768 01:14:42,220 --> 01:14:42,580 matter if 8769 01:14:42,580 --> 01:14:43,060 it's deep 8770 01:14:43,060 --> 01:14:43,420 tech. It 8771 01:14:43,420 --> 01:14:43,720 doesn't 8772 01:14:43,720 --> 01:14:43,960 matter 8773 01:14:43,960 --> 01:14:44,500 what it is 8774 01:14:44,500 --> 01:14:44,740 sales, 8775 01:14:44,740 --> 01:14:45,100 people are 8776 01:14:45,100 --> 01:14:45,340 still 8777 01:14:45,760 --> 01:14:46,300 going to 8778 01:14:46,300 --> 01:14:46,960 be needed. 8779 01:14:47,200 --> 01:14:47,500 I don't 8780 01:14:47,500 --> 01:14:47,920 care what 8781 01:14:47,920 --> 01:14:48,340 people say 8782 01:14:48,340 --> 01:14:49,600 about AI. 8783 01:14:49,600 --> 01:14:49,900 So I've 8784 01:14:49,900 --> 01:14:50,440 shifted my 8785 01:14:50,440 --> 01:14:51,100 attention 8786 01:14:51,400 --> 01:14:51,880 with sales 8787 01:14:51,880 --> 01:14:52,420 confidence 8788 01:14:52,420 --> 01:14:53,320 2.0 to 8789 01:14:53,320 --> 01:14:53,800 help 8790 01:14:54,220 --> 01:14:54,940 people get 8791 01:14:54,940 --> 01:14:55,300 jobs in 8792 01:14:55,300 --> 01:14:55,900 sales and 8793 01:14:55,900 --> 01:14:56,140 help 8794 01:14:56,140 --> 01:14:56,620 companies 8795 01:14:56,620 --> 01:14:56,800 hire 8796 01:14:56,800 --> 01:14:57,580 salespeople. 8797 01:14:58,000 --> 01:14:58,600 And what's 8798 01:14:58,600 --> 01:14:59,140 totally 8799 01:14:59,140 --> 01:14:59,740 unique. 8800 01:15:00,000 --> 01:15:00,300 Super 8801 01:15:00,300 --> 01:15:00,900 disruptive 8802 01:15:00,900 --> 01:15:01,260 in the way 8803 01:15:01,260 --> 01:15:01,740 that we do 8804 01:15:01,740 --> 01:15:02,400 it. One, 8805 01:15:02,760 --> 01:15:03,420 we provide 8806 01:15:03,420 --> 01:15:03,960 a pre 8807 01:15:03,960 --> 01:15:04,500 vetted, 8808 01:15:04,500 --> 01:15:04,800 pre 8809 01:15:04,800 --> 01:15:05,640 qualified 8810 01:15:06,660 --> 01:15:07,320 database 8811 01:15:07,320 --> 01:15:07,440 of 8812 01:15:07,500 --> 01:15:08,400 interview 8813 01:15:08,400 --> 01:15:08,760 ready 8814 01:15:08,760 --> 01:15:09,360 candidates. 8815 01:15:09,360 --> 01:15:09,780 So the 8816 01:15:09,780 --> 01:15:10,200 problem 8817 01:15:10,200 --> 01:15:10,560 with job 8818 01:15:10,560 --> 01:15:11,040 boards and 8819 01:15:11,040 --> 01:15:11,400 posting 8820 01:15:11,400 --> 01:15:11,820 jobs is 8821 01:15:11,820 --> 01:15:12,180 you just 8822 01:15:12,180 --> 01:15:12,420 get 8823 01:15:12,420 --> 01:15:12,900 hundreds 8824 01:15:12,900 --> 01:15:13,020 of 8825 01:15:13,020 --> 01:15:13,500 candidates 8826 01:15:13,560 --> 01:15:13,740 that 8827 01:15:13,740 --> 01:15:14,160 aren't 8828 01:15:14,160 --> 01:15:14,640 relevant 8829 01:15:14,640 --> 01:15:14,940 for what 8830 01:15:14,940 --> 01:15:15,180 you're 8831 01:15:15,180 --> 01:15:15,480 looking 8832 01:15:15,540 --> 01:15:15,840 for. With 8833 01:15:15,840 --> 01:15:16,320 our hiring 8834 01:15:16,320 --> 01:15:16,920 platform, 8835 01:15:16,920 --> 01:15:17,100 they're 8836 01:15:17,100 --> 01:15:17,400 pre 8837 01:15:17,400 --> 01:15:17,820 vetted, 8838 01:15:17,820 --> 01:15:18,060 pre 8839 01:15:18,060 --> 01:15:18,840 qualified, 8840 01:15:19,080 --> 01:15:19,680 ready for 8841 01:15:19,680 --> 01:15:20,160 you to 8842 01:15:20,700 --> 01:15:21,320 interview. 8843 01:15:21,320 --> 01:15:21,620 They might 8844 01:15:21,620 --> 01:15:21,980 not be a 8845 01:15:21,980 --> 01:15:22,280 culture 8846 01:15:22,280 --> 01:15:22,580 fit, they 8847 01:15:22,580 --> 01:15:22,940 might not 8848 01:15:22,940 --> 01:15:23,180 be the 8849 01:15:23,180 --> 01:15:23,600 candidate 8850 01:15:23,600 --> 01:15:23,900 that you 8851 01:15:23,900 --> 01:15:24,320 want, but 8852 01:15:24,320 --> 01:15:24,680 they will 8853 01:15:24,680 --> 01:15:25,040 put on a 8854 01:15:25,040 --> 01:15:25,220 good 8855 01:15:25,220 --> 01:15:25,820 performance. 8856 01:15:26,360 --> 01:15:27,020 We've also 8857 01:15:27,020 --> 01:15:27,560 trained, 8858 01:15:27,560 --> 01:15:28,220 developed 8859 01:15:28,220 --> 01:15:28,400 and 8860 01:15:28,400 --> 01:15:28,880 supported 8861 01:15:28,880 --> 01:15:29,660 them. So 8862 01:15:29,660 --> 01:15:30,020 we put 8863 01:15:30,020 --> 01:15:30,200 them 8864 01:15:30,200 --> 01:15:30,440 through 8865 01:15:30,440 --> 01:15:30,860 master 8866 01:15:30,860 --> 01:15:31,160 class 8867 01:15:31,160 --> 01:15:31,580 training. 8868 01:15:31,580 --> 01:15:32,180 We coach 8869 01:15:32,180 --> 01:15:33,200 them. We 8870 01:15:33,200 --> 01:15:33,500 actually 8871 01:15:33,500 --> 01:15:33,860 put them 8872 01:15:33,860 --> 01:15:34,280 on a cold 8873 01:15:34,280 --> 01:15:34,760 call 8874 01:15:35,300 --> 01:15:35,780 program, 8875 01:15:35,780 --> 01:15:36,080 so they 8876 01:15:36,080 --> 01:15:36,740 are doing 8877 01:15:36,740 --> 01:15:37,400 cold calls 8878 01:15:37,460 --> 01:15:37,820 every 8879 01:15:37,820 --> 01:15:38,720 single day 8880 01:15:39,080 --> 01:15:39,500 before 8881 01:15:39,500 --> 01:15:39,800 they 8882 01:15:39,800 --> 01:15:40,340 interview 8883 01:15:40,340 --> 01:15:40,540 for a 8884 01:15:40,540 --> 01:15:41,200 sales job, 8885 01:15:41,320 --> 01:15:41,620 so they're 8886 01:15:41,620 --> 01:15:41,920 getting 8887 01:15:41,920 --> 01:15:42,460 real life 8888 01:15:42,460 --> 01:15:43,120 practice. 8889 01:15:43,540 --> 01:15:44,080 The second 8890 01:15:44,080 --> 01:15:44,380 thing is, 8891 01:15:44,380 --> 01:15:44,740 if you're 8892 01:15:44,740 --> 01:15:44,980 like, 8893 01:15:44,980 --> 01:15:45,340 well, the 8894 01:15:45,340 --> 01:15:45,640 hiring 8895 01:15:45,640 --> 01:15:46,120 platform 8896 01:15:46,120 --> 01:15:46,360 sounds 8897 01:15:46,360 --> 01:15:46,600 great, 8898 01:15:46,600 --> 01:15:47,020 James, but 8899 01:15:47,020 --> 01:15:47,320 I just 8900 01:15:47,320 --> 01:15:47,500 need 8901 01:15:47,500 --> 01:15:47,860 someone 8902 01:15:47,860 --> 01:15:48,100 today. 8903 01:15:48,100 --> 01:15:48,400 Well, you 8904 01:15:48,400 --> 01:15:48,760 can join 8905 01:15:48,760 --> 01:15:49,180 one of our 8906 01:15:49,180 --> 01:15:49,660 assessment 8907 01:15:49,660 --> 01:15:50,140 days. That 8908 01:15:50,140 --> 01:15:50,320 is a 8909 01:15:50,320 --> 01:15:50,620 common 8910 01:15:50,620 --> 01:15:51,040 model in 8911 01:15:51,040 --> 01:15:51,160 the 8912 01:15:51,160 --> 01:15:51,520 market, 8913 01:15:51,520 --> 01:15:51,820 but we're 8914 01:15:51,820 --> 01:15:52,060 just 8915 01:15:52,060 --> 01:15:52,600 disrupting 8916 01:15:52,600 --> 01:15:52,960 it, and 8917 01:15:52,960 --> 01:15:53,080 we're 8918 01:15:53,080 --> 01:15:53,680 about 50% 8919 01:15:54,520 --> 01:15:55,480 below any 8920 01:15:55,480 --> 01:15:55,660 other 8921 01:15:55,660 --> 01:15:56,200 competitor. 8922 01:15:56,200 --> 01:15:56,560 And then 8923 01:15:56,800 --> 01:15:57,220 the final 8924 01:15:57,220 --> 01:15:57,520 thing is 8925 01:15:57,520 --> 01:15:57,820 learning 8926 01:15:57,820 --> 01:15:58,000 and 8927 01:15:58,000 --> 01:15:58,660 development 8928 01:15:58,660 --> 01:15:59,080 content 8929 01:15:59,080 --> 01:15:59,680 I've just 8930 01:15:59,680 --> 01:16:00,040 built up. 8931 01:16:00,040 --> 01:16:00,180 We've 8932 01:16:00,180 --> 01:16:00,480 talked a 8933 01:16:00,480 --> 01:16:00,900 lot about 8934 01:16:00,900 --> 01:16:01,380 it today. 8935 01:16:01,680 --> 01:16:02,100 I've got 8936 01:16:02,100 --> 01:16:02,580 the best 8937 01:16:02,580 --> 01:16:04,560 SDRs, AES, 8938 01:16:04,560 --> 01:16:05,160 VPs of 8939 01:16:05,160 --> 01:16:06,480 sales in 8940 01:16:06,480 --> 01:16:06,900 Europe 8941 01:16:06,900 --> 01:16:07,200 that have 8942 01:16:07,200 --> 01:16:07,680 shared 8943 01:16:07,680 --> 01:16:07,860 their 8944 01:16:07,860 --> 01:16:08,340 expert 8945 01:16:08,340 --> 01:16:08,820 content, 8946 01:16:08,820 --> 01:16:09,180 and we've 8947 01:16:09,180 --> 01:16:09,600 got it on 8948 01:16:09,600 --> 01:16:09,660 a 8949 01:16:09,660 --> 01:16:10,140 platform, 8950 01:16:10,320 --> 01:16:10,920 Netflix 8951 01:16:10,920 --> 01:16:11,160 style, 8952 01:16:11,160 --> 01:16:11,580 content 8953 01:16:11,580 --> 01:16:11,880 that you 8954 01:16:11,880 --> 01:16:12,060 could 8955 01:16:12,060 --> 01:16:12,600 subscribe 8956 01:16:12,600 --> 01:16:13,140 for. So 8957 01:16:13,440 --> 01:16:13,860 yeah, the 8958 01:16:13,860 --> 01:16:14,460 future of 8959 01:16:14,520 --> 01:16:14,880 sales 8960 01:16:14,880 --> 01:16:15,420 confidence 8961 01:16:15,420 --> 01:16:16,140 2.0 is 8962 01:16:16,140 --> 01:16:16,440 really 8963 01:16:16,440 --> 01:16:16,860 helping 8964 01:16:16,860 --> 01:16:17,160 people 8965 01:16:17,160 --> 01:16:17,520 enter the 8966 01:16:17,520 --> 01:16:17,760 sales 8967 01:16:17,760 --> 01:16:18,300 profession 8968 01:16:18,300 --> 01:16:18,480 and 8969 01:16:18,780 --> 01:16:19,140 helping 8970 01:16:19,140 --> 01:16:19,620 companies 8971 01:16:19,620 --> 01:16:19,800 hire 8972 01:16:19,800 --> 01:16:20,460 salespeople. 8973 01:16:20,700 --> 01:16:20,960 Mark Ackers: Sounds 8974 01:16:20,960 --> 01:16:21,320 amazing. 8975 01:16:21,320 --> 01:16:21,800 Obviously, 8976 01:16:21,800 --> 01:16:22,160 you shared 8977 01:16:22,160 --> 01:16:22,460 it with 8978 01:16:22,460 --> 01:16:23,000 me, and 8979 01:16:23,000 --> 01:16:23,360 I'm really 8980 01:16:23,360 --> 01:16:23,960 excited to 8981 01:16:23,960 --> 01:16:24,560 see the 8982 01:16:24,560 --> 01:16:24,860 journey 8983 01:16:24,860 --> 01:16:25,040 you're 8984 01:16:25,040 --> 01:16:25,400 about to 8985 01:16:25,400 --> 01:16:25,820 go on. 8986 01:16:26,600 --> 01:16:27,080 James. 8987 01:16:27,080 --> 01:16:27,620 Thank you 8988 01:16:27,680 --> 01:16:28,340 so much. 8989 01:16:28,340 --> 01:16:28,880 Like this 8990 01:16:28,880 --> 01:16:29,720 podcast, I 8991 01:16:29,720 --> 01:16:30,080 feel like 8992 01:16:30,080 --> 01:16:30,440 I say it 8993 01:16:30,440 --> 01:16:30,980 regularly, 8994 01:16:30,980 --> 01:16:31,160 but 8995 01:16:31,280 --> 01:16:31,940 genuinely, 8996 01:16:31,940 --> 01:16:32,240 I think 8997 01:16:32,240 --> 01:16:32,420 it's 8998 01:16:32,420 --> 01:16:32,780 probably 8999 01:16:32,780 --> 01:16:33,080 the most 9000 01:16:33,080 --> 01:16:33,680 honest 9001 01:16:33,860 --> 01:16:34,460 podcast 9002 01:16:34,460 --> 01:16:34,820 we've had, 9003 01:16:34,820 --> 01:16:35,240 and we've 9004 01:16:35,300 --> 01:16:35,660 touched on 9005 01:16:35,660 --> 01:16:36,020 a number 9006 01:16:36,020 --> 01:16:36,140 of 9007 01:16:36,140 --> 01:16:36,560 different 9008 01:16:36,560 --> 01:16:36,800 things 9009 01:16:36,800 --> 01:16:36,920 I've 9010 01:16:36,920 --> 01:16:37,220 really 9011 01:16:37,220 --> 01:16:37,700 enjoyed 9012 01:16:37,760 --> 01:16:38,300 speaking 9013 01:16:38,300 --> 01:16:38,780 with you. 9014 01:16:39,260 --> 01:16:39,560 Could 9015 01:16:39,560 --> 01:16:40,100 easily do 9016 01:16:40,160 --> 01:16:40,540 another 9017 01:16:40,540 --> 01:16:41,260 hour, but 9018 01:16:41,440 --> 01:16:41,980 let's call 9019 01:16:41,980 --> 01:16:42,340 it a day. 9020 01:16:42,340 --> 01:16:42,820 There. We 9021 01:16:42,820 --> 01:16:43,300 can always 9022 01:16:43,300 --> 01:16:43,540 have you 9023 01:16:43,540 --> 01:16:43,780 back, 9024 01:16:43,780 --> 01:16:44,140 since you 9025 01:16:44,140 --> 01:16:44,500 can't to 9026 01:16:44,500 --> 01:16:44,920 Newcastle 9027 01:16:44,920 --> 01:16:45,460 regularly, 9028 01:16:45,460 --> 01:16:45,760 I just 9029 01:16:45,760 --> 01:16:46,120 want to 9030 01:16:46,120 --> 01:16:46,600 say thank 9031 01:16:46,600 --> 01:16:46,840 you for 9032 01:16:46,840 --> 01:16:47,320 coming up. 9033 01:16:47,320 --> 01:16:47,740 Thank you 9034 01:16:47,740 --> 01:16:48,220 for coming 9035 01:16:48,220 --> 01:16:48,760 in and 9036 01:16:48,760 --> 01:16:49,360 sharing 9037 01:16:49,660 --> 01:16:49,900 your 9038 01:16:49,900 --> 01:16:50,380 story. 9039 01:16:50,380 --> 01:16:50,500 I've 9040 01:16:50,500 --> 01:16:50,740 really 9041 01:16:50,740 --> 01:16:51,040 enjoyed 9042 01:16:51,040 --> 01:16:51,160 it. 9043 01:16:51,280 --> 01:16:51,520 James Ski: Thank 9044 01:16:51,520 --> 01:16:51,940 you, mate. 9045 01:16:51,940 --> 01:16:52,180 You know 9046 01:16:52,180 --> 01:16:52,540 what? It's 9047 01:16:52,540 --> 01:16:52,900 been 9048 01:16:52,900 --> 01:16:53,560 great, you 9049 01:16:53,560 --> 01:16:53,680 know, 9050 01:16:53,680 --> 01:16:54,400 especially 9051 01:16:55,360 --> 01:16:55,660 because 9052 01:16:55,660 --> 01:16:56,140 obviously 9053 01:16:56,140 --> 01:16:56,680 we go way 9054 01:16:56,680 --> 01:16:57,040 back now, 9055 01:16:57,040 --> 01:16:57,340 you know, 9056 01:16:57,340 --> 01:16:57,700 and it's 9057 01:16:57,700 --> 01:16:57,880 been 9058 01:16:57,880 --> 01:16:58,420 amazing to 9059 01:16:58,420 --> 01:16:58,660 think 9060 01:16:58,660 --> 01:16:58,900 about 9061 01:16:58,900 --> 01:16:59,320 where our 9062 01:16:59,320 --> 01:16:59,980 careers 9063 01:17:00,040 --> 01:17:00,720 have got 9064 01:17:00,720 --> 01:17:01,860 to and the 9065 01:17:01,860 --> 01:17:02,400 impact I 9066 01:17:02,400 --> 01:17:02,640 think 9067 01:17:02,640 --> 01:17:03,000 we're both 9068 01:17:03,000 --> 01:17:03,420 having on 9069 01:17:03,420 --> 01:17:03,540 the 9070 01:17:03,540 --> 01:17:04,200 industry, 9071 01:17:04,500 --> 01:17:05,160 and I also 9072 01:17:05,160 --> 01:17:05,700 think it's 9073 01:17:05,700 --> 01:17:06,780 just for 9074 01:17:06,780 --> 01:17:07,020 me 9075 01:17:07,020 --> 01:17:07,920 personally. 9076 01:17:08,220 --> 01:17:08,460 You know, 9077 01:17:08,460 --> 01:17:08,700 what's 9078 01:17:08,700 --> 01:17:09,120 nice about 9079 01:17:09,120 --> 01:17:09,420 having 9080 01:17:09,420 --> 01:17:09,600 these 9081 01:17:09,600 --> 01:17:10,320 conversations, 9082 01:17:10,320 --> 01:17:10,740 because I 9083 01:17:10,740 --> 01:17:11,220 obviously 9084 01:17:11,220 --> 01:17:11,700 hosted my 9085 01:17:11,700 --> 01:17:11,820 own 9086 01:17:11,820 --> 01:17:12,240 podcast, 9087 01:17:12,240 --> 01:17:13,080 is just 9088 01:17:13,320 --> 01:17:13,740 nice to 9089 01:17:13,740 --> 01:17:14,160 reflect, 9090 01:17:14,160 --> 01:17:14,580 isn't it? 9091 01:17:14,820 --> 01:17:15,360 And just, 9092 01:17:15,420 --> 01:17:15,900 you know, 9093 01:17:15,960 --> 01:17:16,560 feel good 9094 01:17:16,560 --> 01:17:17,580 about some 9095 01:17:17,580 --> 01:17:17,820 of the 9096 01:17:17,820 --> 01:17:18,420 milestones 9097 01:17:18,420 --> 01:17:18,780 and share 9098 01:17:18,780 --> 01:17:19,080 some of 9099 01:17:19,080 --> 01:17:19,200 the 9100 01:17:19,200 --> 01:17:19,800 anecdotes. 9101 01:17:19,800 --> 01:17:20,720 So, yeah, 9102 01:17:20,780 --> 01:17:21,140 look, I 9103 01:17:21,140 --> 01:17:22,280 love what 9104 01:17:22,280 --> 01:17:23,120 my cell my 9105 01:17:23,120 --> 01:17:23,360 sales 9106 01:17:23,360 --> 01:17:23,660 coach are 9107 01:17:23,660 --> 01:17:25,040 doing, and 9108 01:17:25,040 --> 01:17:25,700 I think it 9109 01:17:25,700 --> 01:17:26,300 genuinely 9110 01:17:26,300 --> 01:17:26,420 is 9111 01:17:26,420 --> 01:17:27,080 impacting 9112 01:17:27,080 --> 01:17:27,800 people's 9113 01:17:27,800 --> 01:17:28,280 careers, 9114 01:17:28,280 --> 01:17:28,640 but their 9115 01:17:28,640 --> 01:17:29,000 lives as 9116 01:17:29,000 --> 01:17:29,420 well. And 9117 01:17:29,420 --> 01:17:29,660 you know, 9118 01:17:29,660 --> 01:17:30,020 what more 9119 01:17:30,020 --> 01:17:30,260 do you 9120 01:17:30,260 --> 01:17:30,500 want? 9121 01:17:31,040 --> 01:17:31,460 Thanks. So 9122 01:17:31,460 --> 01:17:32,720 much. Nice 9123 01:17:33,380 --> 01:17:33,740 enough.