it doesn't matter where you start it
matters where you finish you just have
to do things you never think you're
gonna have to do in order to to survive
and get through it
when you're going through hell don't
stop don't pitch a tent in hell don't
build a Holiday Inn in hell
it you know it takes as long as it takes
I hate to say that you know but you know
you can go to the gym for nine hours but
you won't get into shape but if you go
to the gym every day for 20 minutes you
will get into shape but the problem is I
don't know how long it takes it'll be a
little quicker for some a little slower
for others and so there's no app for
trust there's no app for that you know
this is a human condition and we have to
do the things that are right for human
beings and you won't build trust with
everybody on the team at the same pace
some will be quicker and some will be
slower how long does it take to make a
friend you know I don't know I just know
that if you do the right thing you will
link a friend got to get up you got to
get out the amount of time you spend
outside your proximity or location
where you sleep gives you a better
chance to being successful so get up get
out go meet the world head on folks no
matter how bad it is I'm gonna tell you
something that a lot of people 99
percent of people disagree with me
everybody says follow your passions I
say this [ __ ] right I say follow
your efforts it's amazing how we're all
passionate about things we are all
passionate about something helping
veterans and helping this organization
helping this crew that's great
[Music]
but no matter what it all Nets out to
where do you put your time because when
people put in their time you get better
at things and when you get better at
something you get good at something then
you have a chance to be great at
something you know what I've learned
nobody ever quits anything they're great
at and once you get great at it it's
amazing how passionate you become about
it
follow your efforts you are the
architect of tomorrow sometimes in order
to stay on our priority pathway yeah you
got to say no kind of Satan so I've
really become a master of saying that's
just not working for me but in years
past I was too cluttered so every single
organization on the planet even our own
careers always function on the same
three levels what we do how we do it and
why we do it everybody knows what they
do these are the products we sell the
services we offer some know how they do
it these are these are the things we
call our unique selling propositions or
you know our differentiating value
brothers whatever the things that we
think make us stand out from the crowd
but very very few people and very very
few organizations can clearly articulate
why they do what they do
and by why I don't mean to make money
that's a result by why I mean what is
your purpose what is your cause what is
your belief why does your company exist
why did you get out of bed this morning
and why should anyone care and what I
learned is that organizations weren't
leaders that start with by telling you
what they do are less able to inspire
people to do business with them inspire
loyalty where those who start with why
whether it's Steve Jobs or mama Gandhi
are able to command loyalty and are able
to
innovate in ways that others cannot and
the reason I say that every company
functions this way is because the model
is not based on highfalutin management
theory it's based on the biology of
human decision-making this is how the
brain works that when you start with Y
talks to the part of brain of the brain
that is responsible for decision-making
and feelings like trust and loyalty but
it's not responsible for language which
is why it's hard to put into words
[Music]
get up get out go make the world head on
go meet whatever it is okay you got to
make up to somebody you gotta apologize
for something you've done you got to
make up by the damage of of years of
neglect and maybe betrayal and look I've
done all that I've had all those things
where I screwed up over and over and
over again my reputation sucked I was 20
between the ages of 15 and 25 years old
it was like I was doing everything I
could just to damage damage my
reputation okay if it made me look bad I
did it
so here today I'm gonna spend ten days
14 days something like that up here with
that view you can fix anything I'm proof
that you can fix anything anything can
be fixed anything can be fixed but you
got to fix it you got to fix it you
can't just sweep it under the old rug
you gotta fix it you got to clean up the
damage you got to pay the price
clean up your debts
do what you say you're gonna do become
the most dependable person in your space
you come to go to person oh I can put
that person on stage and know exactly
what they're gonna get for me I can put
that person in the game and I know what
play they're gonna run I can put that
person on the floor and I know they're
gonna get it done be the go-to person
you know those first couple months I
remember thinking to myself I'm in
business two months now you know I
remember getting to the point where I
had $15,000 in sales probably six months
into the company and I'm still living in
the hole and thinking okay I can do this
I can do this and along the way it was
lots of trial and error you know there
were things that were new to me things
that were terrifying to me things that
would just break out into a sweat but I
always remember going into my customers
and just trying to be brutally honest
and say to them if I can help you
right if I can bring value if I can make
your company more competitive more
profitable will you work with me and you
don't have to put money I'll do the work
to prove it and if I get it done then
we'll met you know we'll figure it all
out you know or they agree to a price
and then they'll pay it at that point
and one by one I just kept on making
customers happy and lost some picked you
know for every one I lost picked up
three and I got I was so nervous about
the whole thing that you know I just I
couldn't imagine slowing down you know
and so people talk about you know life
family balance I hadn't done I mean I
literally remember dating some girl this
is
and it was like we've been dating a
couple years like it mark you're so into
your work I mean I want to pick a fence
I want a house I want kids you know I
mean you it's me or your job and I was
like or me and you're me or your company
and I was like what's your name again
I'm 60 years old and I'm everybody who
works for me is younger than me and
they'll tell you I'll work you up under
the table vision is an internal thing
right it is the world that you want to
live in right Jobs was the rebel and he
always was against big business all the
visionaries that we know has some sort
of personal experience and imagine a
world that is different to the one they
live in now and will use their
businesses to help build that world that
doesn't mean they're the only ones doing
it but what makes them a leader is
they're the one leading towards that
place right so vision has to come from
you if you're the founder of a company
your business is not the only way you do
it what have you quit your business and
start another one it doesn't matter they
should all be contributing towards this
vision and you're not the only one doing
it but if you're the one preaching it
and you're using your company to advance
it that makes you the leader that's
where everybody copies you but it's not
about anticipating the market trend
which is an interest thing you're asking
me it's got to start with values
the interest comes second
[Music]
even make mistakes in you like make them
fast right you're gonna lose a deal make
them lose the deal fast if you're not
gonna make any money on the deal make
sure the deal is quick there's part of
you that either wants to create a
business or you're off obviously already
have created a business the hardest part
is taking that first step right there's
always that line like I was talking
about earlier that you have to take a
step pass but the thing people always
say well you know you're not afraid to
start a business why aren't you it's
terrifying or you know I just it scares
me to do it and my my attitude has
always been if you're prepared it's not
a risk right Bobby Knight who was the
coach at Indiana University used to say
everybody's got the will to win but it's
only those with the will to prepare that
do win and the same applies to business
we've all seen her friends go out there
and just wing it
you know it's my passion we're all
passionate about something I'm
passionate about basketball doesn't make
me an mba player right it's not just
about passion it's not just about saying
I'm doing it it's not even about
incorporating it's not about the idea
it's about are you prepared and are you
willing to do the work you gotta quit
you got to quit saying nonsense occult
stuff like you know I'm happy where I'm
at and we're good we're all good you
know this is just good everything's good
and I'm better off than somebody in that
you got to comparing yourself to other
people you got to quit talking like the
middle-class like like you've somehow
arrived because somebody in Iran is
suffering yeah you know you're good
until you're not there's nobody watching
that gets enough money to charity yeah
okay everybody watching should be able
to give a million dollars a year to
charity but you can you know why you
can't you would if you could
but you can't because you didn't know
you didn't produce enough because by the
way it's not your money anyway yeah
somebody else gave you the money and you
pass it on most of you like I'm really
charitable I'm really good but you never
do enough why because you never had
enough because you didn't produce enough
because you didn't work enough cuz you
didn't expect it so I would just say to
people look have some loftier goals
you are at your best when you are
authentic to your core and you have to
be what you are not what they call you
you know I I tend to believe that
there's no finality on anything you know
it's not like you know you're even
though we do our lives are finite life
is infinite and your life goes on and
for me the goal is not to produce
something that has an end point but to
produce something that has momentum that
kind of the
[Music]
you