- I do not know anything.
The single biggest thing that I have learned,
is that I can empower myself by starting from nothing.
I do not need to know anything
in order to create a business,
in order to move forward, or to create something new.
This is the single-most empowering and powerful
place to come from.
Start with not knowing anything.
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I think it is important to have enough information,
enough knowledge, let's say, to be able to have
an informed conversation with someone.
And, the most valuable skill in that area,
is just to start from nothing.
I think the biggest mistake that I've made in the past,
in this arena, is trying to start from a place
of, I know what I'm doing.
Whereas, that is so disempowering, because it's not honest.
No one know what they're doing half the time,
we're on auto-pilot most the time.
And especially starting, even now in my business,
it's been running for so long.
I still don't know what I'm doing, because the challenges
are always immersing, changing, emerging,
and I'm always responding to them.
So, I'm aware of what I'm doing,
but I don't know the answers, right?
I never know the answers.
And, I think that brutal honesty with someone's self,
with oneself, when we start from a place
of, I know what I want to achieve,
but I don't know exactly everything I need to do
to get there yet, and I don't know
all the information about this industry.
That is actually the most powerful place to come from.
Because then, you can ask questions without ego,
and just learn, right?
And I think, if you're bringing together a business
of DMs, development managers, then ...
I just don't think you need that knowledge.
Because you're not training them, you're not telling them
how to do the development management, you're just--
Well depending, I don't know what your objectives
would be for that, for that business.
- [Cameraman] Okay.
- I think that what really sells people,
and would bring them together, 'cause if you try and,
for arguments sake, bring together three
development managers, to say, look let's start our own
development management company, 'cause these fuckers
who we're working for are getting three percent on CapEx,
is the fee, we're getting paid like 70, 80K a year,
but they're collecting maybe 400 grand.
Do you know what I mean, right?
Let's get altogether, that will be our revenue,
let's do it, right?
Now, if you ...
There's no development management
knowledge needed to do that.
- [Cameraman] Yeah. - You know?
What you need is, a why, and a what, to inspire people.
People are inspired by the way they feel,
like inspiration, is about
basically, awakening people's emotional side,
and we are emotional beings,
we know that our brains work in that way.
We have the emotional part of the brain,
which overrides the conscious thinking part of the brain.
And, it's the emotional part of the brain,
which ultimately, drives our behavior.
And when we discuss things, the emotional brain does not
have the ability to process language,
and so, when we try and describe our reasons
for doing things, that's the logical
part of the brain talking,
and it's often not necessarily consistent with,
or entirely accurate for, what's actually driving us.
And so, when you appeal to people, and to inspire a team
of development managers, you're not going to inspire them
with knowledge, you know?
They need to know that you know what you're doing,
but they don't need you to tell them how to be a DM.
And if they did need you to tell them to be a DM,
they're not the people you need on your team anyway,
if you're building a business.
So, it's about focusing on the reason why,
and find a purpose in that, like, I believe we can be
the most progressive development managers, out there.
I think that this industry is so archaic,
and ripe for disruption, that if we can make this
more efficient than any other company, actually,
we can deliver buildings, we can reduce the DM cost
associated with construction by, I don't know, 30%.
Which means that actually, 20, 30% more projects
out there become more viable, or something like that.
I don't know how you would frame it.
You have to work it through, and find a real why,
that inspires them, and captivates them, you know?
And then, you come onto what.
What is second, right?
So, why and then what is, okay, so what does that mean?
That means that, you know what, the three of us
let's get together, we'll collect that, you know,
we don't have to charge 400 grand fees,
we'll charge 300 grand fees for this project,
and then we'll split that between us, right?
So, you start with the bigger picture why,
and then you kind of get into more of the nitty-gritty,
and that's how you capture and inspire people.
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