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Twitter/IG: @RyanHawk12   https://twitter.com/RyanHawk12

Seth Godin is the author of 20 international bestsellers that have changed the way people think about marketing, leadership, and work. His blog (which you can find by typing "seth" into Google) is the most viewed marketing blog in the world. Some of my favorite books of his are… Tribes, Linchpin, Purple Cow, and most recently The Song of Significance.

Notes:

• Hiring Leaders — when deciding who to hire for a leadership role: look at the careers of the people who have worked for them. And look at the careers of the people they’ve led. Leaders aren’t managers with fancy titles. Leaders are planting the seeds for generations of impact to come.
• Let's get real or let's not play.
• Tension is what we seek.
• It's important to show up early.
• Frederick Taylor met Henry Ford and management was created.
• Study bees - They leave their home and have 72 hours to find their next one.
• Matt Mullenweg (Automatic CEO) - "Create the conditions for forward motion."
• To create the environment for the people they’re leading to flourish. How are you intentionally creating the environment for the people you’re leading to do their best work?
• Management doesn’t just exist. It was invented. When you race to the bottom, You see people as resources, not as people. (I don't like the term human capital management)
• When Paul Orfalea was building kinkos (which he later sold to fed ex for $2B), he said his best technique for growing the business was simple. He would walk into their stores and ask someone there to tell him about an innovation they’ve recently made. And then he’d tell all the other stores about it…
• “Real value is no longer created by traditional measures of productivity. It’s created by personal interactions, innovation, creative solutions, resilience, and the power of speed.”

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Notes:

• Tony Dungy’s quiet strength - He never criticized without an adequate solution. As leaders, it’s on us to be thoughtful about how we help our people get better. Just yelling that someone messed up is not helpful. We need to provide an adequate solution.
• Dianna Nyad – She swam for 53 hours from Cuba to Florida. It looked like a solo mission. It was anything but. She needed a full team to make it happen. We need other people to help us accomplish big missions.
• A lot of people are afraid to win. They are afraid to put it all on the line and risk not being enough. Too many of us want to look cool and play it safe in case we lose. The people who sustain excellence over time commit 100% to what they’re doing even though they might lose. It’s worth it.
• It is “kind of a sin” to waste potential and the real champions never committed it. - Dan Jenkins
• Advice from her dad (legendary sports writer, Dan Jenkins): "Never let a thing go until it's as good as you can make it."
• "Interest yourself first before you'll interest anyone else."
• Key learning from Brian Daboll - Winning organizations are made up of people who've been doubted in the past.
• The "greats are a result of construction." We must be intentional.
  • Go all in. Preparation. Practice. There must be a dept of preparation. "Never leave the field wishing you'd prepared more."
• "Pressure is what you feel when don't know what the hell to do."
• Michael Phelps was not born with an innate sense to swim fast. His body was well suited to swim but not much more than any other Olympian.
  • "The work is what made him great."
• Day-to-day consistency leads to excellence. Derek Jeter built his schedule around being consistent every single day.
• Laird Hamilton built his resilience through doing hard things like cold plunges, saunas, and surfing tough waves.
• Activate your body to stress:
  • Stress has two sides. We're meant to experience stress. Stress + Rest = Growth. We need stress to grow. Life is born without it.
• Pat Riley - What happens when people don't believe in their leader? They gear down their effort.
• Life/Career Advice:
  • Shoe leather hard work. You can't substitute hard work.
  • Find the thing you'd do for fun and see if you can build a career from it.

Sally Jenkins has been a columnist and feature writer for The Washington Post for more than twenty years. She was a finalist for the Pulitzer Prize in 2020 and in 2021 was named the winner of the Associated Press Red Smith Award for Outstanding Contributions to Sports Journalism. She is the author of twelve books of nonfiction including The Real All Americans, the story of the Carlisle Indian School, and its use of football as a form of resistance following the close of the Indian Wars. Her work for The Washington Post has included coverage of ten Olympic Games. In 2005 she was the first woman to be inducted into the National Sportswriters and Sportscasters Hall of Fame. Her most recent book is called The Right Call: What Sports Teach Us about Leadership, Excellence, and Decision Making.

Text Hawk to 66866 to become part of "Mindful Monday." Join 10's of thousands of your fellow learning leaders and receive a carefully curated email from me each Monday morning to help you start your week off right...

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Mark Miller started his Chick-fil-A career working as an hourly team member in 1977. Mark's cell phone number is 678-612-8441. He asked that you text him your thoughts on this episode. In 1978, he joined the corporate staff working in the warehouse and mailroom. Since that time, he has provided leadership for Corporate Communications, Field Operations, Quality and Customer Satisfaction, Training and Development, and Leadership Development. During his tenure with Chick-fil-A, the company has grown from 75 restaurants to over 2,300 locations with annual sales approaching $10 billion. Mark began writing almost twenty years ago when he teamed up with Ken Blanchard, co-author of The One Minute Manager, to write The Secret: What Great Leaders Know and Do. He's now written 11 books that have sold over 1 million copies. His latest is called Culture Rules. 

Notes: 

• “Your capacity to grow determines your capacity to lead.”
  • You must make the choice to be a learner...
• Let’s start with a story told by the late philosopher, David Foster Wallace. He said, “There are these two young fish swimming along, and they happen to meet an older fish swimming the other way who nods at them and says, “Morning boys. How’s the water?” And the two young fish swim on for a bit, and then eventually one of them looks over at the other and goes, “What the hell is water?”
• Mark Miller conducted research with more than 6,000 individuals from ten countries that revealed that 71% of U.S. leaders believe culture is their most powerful tool to drive performance. However, the study revealed that enhancing workplace culture ranked eleventh on the leader’s priority list.
• “If your heart is not right, no one cares about your skills.” Your character, integrity, and care for others must be there to earn any type of followership. If your heart is not right, no one cares about your skills.
• The 3 culture rules are aspire, amplify, and adapt:
  • Aspire - Share your hopes and dreams for the culture (Andrew Cathy, new CEO, said “Rooted in purpose, known for our care.”)
  • Amplify - Always be looking for ways to reinforce and amplify the aspiration for your culture.
  • Adapt - Always look for ways to enhance your culture and be innovative.
• The Magic Circle: It dates back to 1938 when Dutch Historian Johan Huizinga wrote about the impact of play on culture…
• The "Must-Have" leadership qualities
  • Character
  • Competence
  • Chemistry
• Mark has spent a lot of time with Navy SEALs to learn about culture... Key takeaways:
  • Shoot
  • Move
  • Communicate
• Is focusing on culture a soft skill? The data suggests it is the #1 driver of performance.
• Storytelling - People remember the stories more than the stats. Don't just tell... Take people there.

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Twitter/IG: @RyanHawk12   https://twitter.com/RyanHawk12

Frank Slootman is the CEO at Snowflake. Frank has over 25 years of experience as an entrepreneur and executive in the enterprise software industry. Frank served as CEO of ServiceNow from 2011 to 2017, taking the organization from $100M in revenue, through an IPO, to $1.4B. Prior to that, Frank served as President at EMC following an acquisition of Data Domain Corporation, where he served as the CEO, leading the company through an IPO to its acquisition by EMC for $2.4B. He's also the best-selling author of Amp It Up.

Notes:

• Frank's work ethic was developed as a child in the Netherlands. In his teens, he had summer jobs harvesting tulip bulbs and walking behind a tractor ten hours a day. He also cleaned factory toilets one summer in the plant where his dad worked.
• “The Man In The Arena” Theodore Roosevelt – Frank put this at the beginning of Amp It Up. 
  • After retiring from ServiceNow in 2017, Frank had no intention of taking another CEO role, but people like him “have a hard time leaving the arena.” It’s exciting to be back in a CEO role with Snowflake.
• Hiring -- “Hire people ahead of their own curve.” Hire more for aptitude than experience and give people the career opportunity of a lifetime.
• NO MBO -- “Another source of misalignment is management by objective (MBO). Which I have eliminated at every company I’ve joined in the last 20 years.”
• Push the pace -- Leaders set the pace. “Instead of getting back to me in a week, I asked, “Why not tomorrow?” Change the cadence. Push the pace.
• The leadership "must-have" qualities:
  • A need to prove something
  • Unbalanced
  • They want to show the world something... They have passion
  • High trust
  • Need some ego, but it has to be in check
  • Legacy? "I don't think about legacy much. When you're dead, you're dead."
• Frank's leadership team:
  • We are not balanced, we are available to each other 24/7.
• Drivers vs. Passengers -- “Passengers are people who don’t mind simply being carried along by the company’s momentum …They are often pleasant, get along with everyone, attend meetings promptly, and generally do not stand out as troublemakers … While passengers can often diagnose and articulate a problem quite well, they have no investment in solving it.” Frank wants front-seat drivers who’ll take ownership, make trouble, and help navigate.
• Raise Your Standards -- Push for insanely great. A leader must always push the standard higher.
• Focus -- “Founders don’t have a mindset around operating companies. Focus is one of our number one things. You need to learn to have extreme, machine focus, and most people don’t even know the beginning of what that means. They think they do, and they don’t.”
• “I’m more of a Patton than an Eisenhower,” he says, known for constantly driving the troops forward.
• Sequoia’s Carl Eschenbach remembers, “When we brought Frank into Snowflake, at our first board meeting he said, ‘Let me tell you how I’m running the board meetings and how you’re going to participate. We’re going to keep this very simple. I’m not even gonna tell you anything about the good stuff that’s happening because you already know that—I’m going to dive into the shit that’s broken and how we’re going to fix it.'”
• Very Brief Retirement -- In 2017, Frank spent time regatta sailing, winning the iconic ocean race, Transpac. Race from Los Angeles to Oahu. (To win, “We focused on recruiting talent”).
• Put The Success of The Company Ahead of Your Own – If you want to build a Snowflake-sized company,  you can’t be about the celeb-CEO lifestyle.
  • “That’s not real life. Real life is you’re terrorized and uncomfortable every day of the week. People always ask me, ‘Is this normal?’ I’m like, yep.”
• Snowflake - Hit the ground running on April 26, 2019.
  •  Good news: They were on already on a tear.
  • The bad news: “The company was quite impressed with itself.”
    • Growth in all areas (revenue, retention rate, total customers, $1m Customers, Forbes Global 2000 Customers, Customer Satisfaction).
• The first 90 days as a new leader. It’s a combat zone. You must quickly assess what’s working, and what’s not. Who should stay on the bus, and who should get off?

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Oscar Munoz served as CEO and chairman of United Airlines, previously holding several executive leadership positions at CSX, AT&T, US West, PepsiCo, and Coca-Cola.

• Listen, Learn, AND THEN Lead… The purpose of the listening tour was to hear from people at the ground level, listen, learn, and then make decisions.
• I love the simplicity in the question to his team, “Hey, what are the 10 dumbest rules we’ve put in place?” And then changing them… This is something we all should think about periodically.
• The father-daughter bond Oscar has with his daughter, Jessica. The traits he sees in her that are also in him are “tenacity and refusal to give in no matter what.”
• Before Oscar became CEO, the culture was based on a “cost-cutting, rule-obsessed, disciplinary-heavy culture."
• Listening Tour - In 2015, After becoming CEO of United Airlines, Munoz embarked on a "listening tour" of the company, meeting with disgruntled employees around the United States and discussing their concerns. While this phase was intended to last for the first 90 days of the job, Oscar was hospitalized after having a heart attack in October 2015, 38 days into the job.
• In 2015, Oscar was one of two Hispanic CEOs in the top 100 of the Fortune 500 list. Munoz has been named among the "100 Most Influential Hispanics" by Hispanic Business magazine. In March 2017, Oscar was named "Communicator of the Year for 2017" by PRWeek.
• How to be both a great dad and a great CEO?
  • "Model the right behavior for your kids."
• Advice: Swing easy. Be yourself.

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Derek Thompson is a staff writer at The Atlantic and author of the books Hit Makers and On Work: Money, Meaning, Identity, and the host of the podcast Plain English.  

Notes:

• Before graduating from high school, Derek appeared in several theatrical productions at the Folger Shakespeare Theater and the Shakespeare Theater.
• Why do Americans care so much about work?
  • workism is “the belief that work is not only necessary to economic production but also the centerpiece of one’s identity and life’s purpose.”
• Jobs, Careers, or Callings: One theory of work holds that people tend to see themselves in jobs, careers, or callings…
• The Bow and Arrow metaphor… We need stress, but we need to let it go. You pull back on the bow and arrow… Then you let it go. Stress + Rest = Growth
• “Happiness means being balanced between busyness and leisure.”
• The mark of a good leader? Don’t be afraid to ask the ignorant question… Have the confidence to ask it.
• Derek had breakfast with the prominent CEO… The CEO was deeply curious about Derek. Asked him a lot of questions, listened intently, and asked great follow-ups. Great leaders make their conversations about the other person. Follow your curiosity with great rigor.
  • That same leader also had the emotional intelligence to not bother Derek Jeter while he was having breakfast. He knew there would be a better time to meet.
• The book, an anthology of Thompson’s articles for The Atlantic, includes a new adaptation of his essay on workism, a term that he defines as “the belief that work is not only necessary to economic production but also the centerpiece of one’s identity and life’s purpose.”
• “The decline of traditional faith in America has coincided with an explosion of new atheisms,” Thompson writes. “Some people worship beauty, some worship political identities, and others worship their children. But everybody worships something. And workism is among the most potent of the new religions competing for congregants.”
• How Derek earned a job writing for The Atlantic out of college?
  • After being rejected 30 times, he applied for a fellowship with The Atlantic and got it. He then earned a job writing about economics for them even though he had no background or interest in economics. "It's like the New York Yankees offered me to play second base even though I played catcher my whole life."
• How Derek earned a role as a podcast host working for Bill Simmons?
  • "Bill had me on his podcast to talk about Covid after he read some things I'd written for The Atlantic. That was sort of an audition. After he had me on, he asked if I wanted to have my own podcast on his network. We eventually came up with the name Plain English."
    • The name of the show is very important. You want people to be able to easily say, "Hey, I listen to Plain English."
• How to predict the next great quarterback?
  • It's contingent upon their surroundings (their coaching staff, receivers, linemen, etc...)
• Life/Career Advice:
  • Skin thickness -- It can't be so thin that you can't accept criticism, but it can't be so thick that you stop listening. You have be somewhere in the middle.
• Working hours — no large country globally averages more hours of work per year than the United States. Americans work longer hours, have shorter vacations, get less unemployment, and retire later.

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Twitter/IG: @RyanHawk12   https://twitter.com/RyanHawk12

Kevin Kelly is Senior Maverick at Wired magazine. He is also the editor and publisher of the Cool Tools website, which gets half a million unique visitors per month. He co-founded Wired in 1993 and served as its Executive Editor from its inception until 1999. During Kevin’s tenure, Wired won the National Magazine Award for General Excellence (the industry's equivalent of two Oscars). He is the best-selling author of many books including New Rules for the New Economy, The Inevitable, and his latest is called Excellent Advice For Living - Wisdom I wish I’d Known Earlier. 

• You lead by letting others know what you expect of them, which may exceed what they themselves expect. Provide them a reputation to live up to.
• Habit is far more dependable than inspiration. Don’t focus on getting into shape. Focus on becoming the kind of person who never misses a workout.
• "Every great and difficult thing has required a strong sense of optimism,"
• Prototype your life. Try stuff instead of making grand plans.
• The best way to learn anything is to try to teach what you know.
• Don’t create things to make money; make money so you can create things. The reward for good work is more work.
• The more you are interested in others, the more interesting they’ll find you. To be interesting, be interested.
• Promptness is a sign of respect.
• The consistency of your endeavors (exercise, companionship, work) is more important than the quantity. Nothing beats small things done every day, which is way more important than what you do occasionally.

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Twitter/IG: @RyanHawk12   https://twitter.com/RyanHawk12

The Learning Leader Show was first published on April 9, 2015. TODAY marks the show's 8th birthday! To celebrate, I kick off the episode by sharing some key learnings I've gathered over the past 8 years... And then I answer YOUR questions and did a full AMA (Ask Me Anything). If you'd like me to do more AMAs, send me an email: Ryan (at) LearningLeader dot com

• Here are some key things I've learned after publishing The Learning Leader Show for 8 years...
  • Consistency > Intensity. Showing up to do the work (prep) each day is key. Become part of your routine as a listener. Consistency builds trust. You know you’re going to have a new show for your Monday morning walk or commute.
  • Following your genuine curiosity is attractive. This parasocial relationship is built because as the listener you know I’m following what I’m actually curious about. I own guest selection 100%. They are all my call and my call alone. I only choose guests that I’m deeply curious about.
  • The curiosity-judgemental spectrum. Talking with more people with a wide range of life experiences has helped me view the world from their eyes and be less judgemental. All the way back to episode 3 with Maurice Clarett. Approach people with curiosity, not judgment.
  • The prep works as a forcing function to learn. Same with mindful Monday. I have systems in place to ensure I’m getting a little bit wiser each day. And that learning compounds over time. Create forcing functions on your life to intentionally get better. Don’t just wander from meeting to meeting each week. What are you doing to ensure your learning is compounding? The Charlie Munger quote; go to bed a little wiser than when you woke up. I try to live by that.
  • Relationships with your heroes: General McChrystal. Pat Lencioni. So many others. Being pleasant to work with. Showing up prepared. Being grateful. Following up. All of that has helped me build real relationships with people I admire. The McChrystal trip to Gettysburg. Forewords to books. McChrystal and Lencioni. Dan Pink. The Kat Cole ATL show. Adam Grant. Ryan Holiday.
  • Relationships with listeners. Some amazing friendships have been formed and fostered because of this podcast. So many of my Learning Leader Circle members. Technically they are clients of mine, but lots of them have become genuine friends for life.
  • Communication skill - LISTENING. Thinking. Speaking, Writing. All have improved. Earned the opportunity to speak on hundreds of stages all over the world. Publish books. Meet fascinating people.
• Listener AMA:
  • Learn 2 Cope (Instagram) – What was the biggest struggle you had transitioning to life after sports?
  • Kevin Janiec (Instagram) – How do you and Miranda balance and align your competing priorities?
  • Samantha Phillips (LinkedIn), Sales Manager at Insight Global – 1. What is 1 of your champagne toasts? (Victory Shot toast) 2. Who is 1 person you have not yet had on your show that you’d like to?
  • Aaron Arnston (LinkedIn) - Congratulations, Ryan!  Truly blazing a trail, we’ll done! You have interviewed hundreds of guests and I have liked every show, can't recall one, not one, show I didn't like...have you ever interviewed guests that didn't make the cut or do you have a filtering process prior to the show that helps with this?
  • Noah Vasilj (Mindful Monday email response): My question is a “3 parter”:
    • What is your favorite part of your job?
    • Do you generally enjoy/love what you do?
    • What keeps you interested and going on the days when you are not at 100%?
  • Brian Causer (Twitter) — Congrats! Love the show, Ryan. One of my top podcasts and I listen weekly. Maybe have two questions... How do you choose your guests? Referral? Follow your curiosity? Also, what is one question you wish someone would ask you that nobody has asked you before?
  • The Greek In The Kitchen (Instagram) — Who is the guest you think about most or has had the most influence on you?
  • Denise Kollias (LinkedIn) Hi! Congratulation! I have been listening to your podcast since 2017 and it has been a Godsend. It has taught me so much and I appreciate all your hard work to continually bring insightful conversations on leadership. My question is what episodes were your favorite to record or the top 5 that you recommend with the greatest impact to help people grow or push through?
  • JP Botero (Instagram) - After 8 years of experience, what would you recommend to the Ryan thinking of creating The Learning Leader Show?
  • Aaron Campbell – After 8 years of exploration along a central theme, how would you finish this sentence: “A great leader is….”

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Dan Lyons is the New York Times bestselling author of "Disrupted," "Lab Rats," and "STFU: The Power of Keeping Your Mouth Shut in an Endlessly Noisy World." Dan was a writer for HBO's hit comedy, "Silicon Valley," and before that was a journalist at Newsweek, Forbes, and Fortune.

• The best sales reps spend 54 percent of the call listening and 46 percent talking. The worst reps talked 72 percent of the time. They made calls feel like conversations.
  •  A company called Gong uses machine learning software that analyzes sales calls to find out what works and what doesn’t. Its software vacuums up millions of hours of audio data and then analyzes it to figure out how the best sales reps operate. Gong’s customers use this information to train new sales reps and help underperformers improve. In 2017 Gong analyzed more than five hundred thousand calls and found that sales calls with the best close rates were ones in which reps knew how to be quiet and ask questions instead of making a sales pitch. To be precise, the most successful reps asked eleven to fourteen questions. Fewer than that, and you’re not digging deep enough. More than that, the call starts to feel like an interrogation.
• Eavesdropping on happiness: The research showed that people who spent more time having substantive conversations were happier than those who spent more time having small talk, and weather conversations.
• Always Say Less Than Necessary – "When you are trying to impress people with words, the more you say, the more common you appear, and the less in control. Even if you are saying something banal, it will seem original if you make it vague, open-ended, and sphinxlike. Powerful people impress and intimidate by saying less. The more you say, the more likely you are to say something foolish.” -- Robert Greene
• Researcher, Mehl joined a team that made a third big discovery: that people who suffer from anxiety and depression use the first-person singular pronouns I, me, and my more than other people.
• Go OUTSIDE – Harvard biologist Edward O. Wilson, who hypothesized that our affinity for the outdoors and love of living things have been hardwired into our DNA by evolution and exist as innate parts of our psychological and physiological makeup. Wilson calls this “biophilia,” a name derived from the ancient Greek words for “life” and “love.” It’s the reason people watch birds, melt at the sight of baby bunnies, travel to Yellowstone National Park to marvel at the bison, and rush to the window when a deer wanders into their yard. It’s why walking through Muir Woods among giant thousand-year-old redwood trees takes your breath away.
• The Talkaholic Scale Test – Prior to writing the book, Dan scored a 50 (the highest possible score)… Meaning he is a talkaholic. AFTER writing the book, he scored a 40, and Dan's wife scored him at 38.
• Life/Career Advice: Earn attention by doing great work, not by being loud and outlandish. It’s more lasting and will help you build better relationships and a great career.

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Dr. Mat Duerden is a Professor of Experience Design and Management at Brigham Young University. His teaching focuses on experience design and design thinking. He is the best-selling author of Designing Experiences. His research focuses on experience design in both work and non-work contexts. Mat’s publications have appeared in a variety of journals including Leisure Sciences, Journal of Environmental Psychology, Journal of Adolescent Research, and Journal of Leisure Research. Mat Duerden received a Ph.D. in Recreation, Park, and Tourism Sciences from Texas A&M University and an M.S. in Youth and Family Recreation from Brigham Young University. 

• Transformational Learning – "The future intrinsic use of the content." Going from theory to putting it into practice. It’s the implementation of the learning that codifies it.
• What to do at your next leadership retreat? Ask yourself the question, “What do you want them to say when they walk away from the experience?” And design the event based on your answer to that question.
• One of the must-have qualities needed to be hired as a team leader is humility and curiosity. Curiosity is the fuel for creativity and innovation. Having a broad range of interests is a good sign of curiosity.
• What do Apple, Costco, and Walt Disney have in common? A high NPS Score...
  • What is NPS? Your Net Promoter Score is the percentage of customers who are promoters (those who scored 9 or 10) minus the percentage who are detractors (those who scored 0 to 6).
  • They have a uniform type of experience
• Harmonizing Ques...
• There should be a narrative structure:
  • Build rising action... -- Anticipation, Participation, Reflection, Climax.
• It's important to solve problems tied to the needs of your customer or your team.
• The Wonder Switch from Harris III
  • The curiosity is becoming comfortable not knowing
• The Buc-eee's gas station restroom experience takes the ordinary and turns it into an extraordinary experience.
• For businesses:
  • Need to develop a brand experience guide for the type of experience you want to provide.
  • Write a brand theme statement that aligns with who we are.
• HEB Grocery Store:
  • Here Everything's Better
  • Hire the type of people who are curious and want to interact with customers.
• Curiosity is the fuel for creativity and innovation. A broad range of interests is important.

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Colin Coggins and Garrett Brown are adjunct professors of entrepreneurship at USC’s Marshall School of Business where they teach the popular class they created, “Sales Mindset for Entrepreneurs. ” They are also authors, speakers, longtime sales professionals, and best friends who met while working at enterprise software startup Bitium, which they helped lead to an acquisition by Google. This odd couple first connected over their shared obsession with the importance of selling, and have made it their mission to uncover the unexpected and inspiring mindset of the highest-achieving sellers on the planet.

• The most impactful sales professionals are learners. They consume information and ask lots of questions that they are deeply curious to know the answers to. They don't go down the list of sales discovery questions. It's from a place of curiosity.
• "Noone has ever changed the world without moving people." That's sales.
• An abundance mindset — Collin was meeting with a new sales rep named Matt that worked for you at Bitium. Matt sat down on the couch and loved it. He asked who made it and Collin didn’t know. So he flipped over the cushion, saw who made it, realized they were a potential customer and made a note in his phone to connect with them on LinkedIn and call them. Matt has an abundance mindset.
  • "Great sellers see opportunity where others don't."
• World-Class sales professionals love the process.
• When making promotional hires/decisions, "create a culture that's not pulled up. It's pushed up." 
  • When promoting someone to be a manager, look at those who are known to help others. They are pushed to management by the members of the team because they are so helpful.
• Being a “pathological optimist” — Colin told a story about taking the first flight with his whole family (wife Margot and two young boys) and despite the chaos of crying and trying to take care of young children, Colin loved it and told Margot "it would be a great story one day." She called him a pathological optimist (not meant as a compliment, but he took it as one).
• Act like a teammate, not a coach:
  • Will Smith’s manager, JL, told him to turn down a $10m offer for a movie called 8 Heads in a Duffel Bag because it didn't help them pursue Will's goal of being a big movie star. (Even though both of them didn't have any money at the time)
• The Partnership: “Colin, thank you for seeing something in a slightly insecure, overly analytical introvert and deciding to throw in with me.”
• The class they teach is called “Sales Mindset for Entrepreneurs”
• Colin & Garrett don’t teach a typical sales class focused how to “build rapport,” “handle objections,” or “ask for the close.” Instead, they help students understand why the most successful people on the planet aren’t successful because of what they do, they’re successful because of what they think.
• We all sell, every day. Sometimes it's ourselves, sometimes it's ideas, and sometimes it's products. We truly believe that the world would benefit if EVERYONE learned how to sell authentically, whether you're a "salesperson" or not.
• Great salespeople are not remembered for the statements they make, they're remembered for the questions they ask. 
  • Ask better questions, get better results. As mindset guys, we get a little bit obsessed with one-on-ones when we lead teams, so we geek out when experts like Jeanne shed light on new questions to ask that can help bring out the best in other people.
• At some point a long time ago, someone studying great salespeople noticed they were mirroring the people they were talking to. So they started training salespeople to mirror the body language of their customers. One MAJOR problem... These great sellers weren't connecting with people because they were mirroring, they were UNCONSCIOUSLY mirroring people 𝙗𝙚𝙘𝙖𝙪𝙨𝙚 𝙩𝙝𝙚𝙮 𝙝𝙖𝙙 𝙖 𝙘𝙤𝙣𝙣𝙚𝙘𝙩𝙞𝙤𝙣. If you're sitting there thinking about crossing your leg when your customer crosses theirs, you can't possibly be having a good conversation. Science shows that mirroring is a natural inclination when we’re AUTHENTICALLY engaged in a conversation with someone and are relating to them. So instead of ACTING like you’re in a deep conversation by copying someone’s body language, work on caring enough to get into that deep conversation in the first place.

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David Lieberman, Ph.D., is a renowned psychotherapist and the author of eleven books, including the New York Times bestsellers Get Anyone to Do Anything and Never Be Lied to Again. He has trained personnel in the U.S. 

• Ralph Waldo Emerson wrote: “People do not seem to realize that their opinion of the world is also a confession of character.” A person looks at the world as a reflection of themselves. If they see the world as corrupt, they feel on some level that they are corrupt. If they see honest working people, that is frequently how they see themselves.
• “How someone treats you is a reflection of their own emotional health and says everything about them and nothing about you.”
• Speaking negatively behind someone’s back orients you to look for the negative in others. Wouldn’t we rather spend time with people who seek the greatness in others?
• “The less emotionally healthy a person is, the more they denigrate the world to accommodate their own insecurities.”
• Knowledge is not power. Knowledge is a tool. How it is wielded makes all of the difference. Real power is the responsible application of knowledge.
• Word usage: Let’s take the example of giving a compliment. A woman who believes what she’s saying is more likely to use a personal pronoun. For instance, “I really liked your presentation.” However, a person offering insincere flattery might say, “Nice presentation,” or “Looks like you did a lot of research.” In the second case, she has removed herself from the equation.
• The Art of reading the bluff - When a person is bluffing, they are managing others’ impressions to convey the “right” effect and serve a personal agenda. Conversely, the authentic person is not interested in how they come across because they are unconcerned with their image.
  • “People who bluff habitually overcompensate, so you can uncover a bluff instantly by noticing how someone tries to appear.”
• Relationships: Whenever David speaks to couples, he's always on the lookout when the word we is conspicuously absent from the conversation.
• We are attracted to positivity. It reflects humility.
• "Humility connects you to the ownership of mistakes."
  • Humility can recognize a weakness in self.
• The difference between a sociopath and a psychopath:
  • A sociopath has no conscious. They are very dangerous.
  • A psychopath's wiring is off. They were born that way.
• Life and career advice: Find a passion that contributes to the world.
  • Don't get too caught up in image or ego.
• "You can be anything. you're good at. as long as they're hiring." -- Chris Rock

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Twitter/IG: @RyanHawk12   https://twitter.com/RyanHawk12

Matt Mochary is an operator and an investor. Matt is known as the coach of Silicon Valley’s best CEOs. He works with leaders at many companies, including Coinbase, Opendoor, Bolt, and Clearbit. After selling his startup in 1999 for millions, he surfed, made movies, and then developed the Mochary Method to help leaders excel.

• Matt's life mantra: “Make Money, Have Fun, Do Good”
• Matt has coached the leaders of Angelist, Brex, Coinbase, Sequoia, Grammarly, Attentive Mobile, Flexport, Plaid, and Reddit.
• I was not expecting so much emotion from him when talking about coaching. It’s evident that Matt finds great joy in what he does. I find that inspiring.
• The components to a coaching conversation... Hold each other accountable. Declare the highest priority actions. Unpack the problems. Ask them how they are complicit in creating those problems? Help provide solutions & action items for each. Then share feedback.
• Instead of looking for a specific class, find the best teachers and go to them. That’s where the learning happens. In college and out in the real world.
• "Matt’s coaching has brought me clarity, focus, organization, less stress, and higher performance (me and the team). I have always been skeptical of coaches but I think he can 10x the output of a lot of people and I hope he does!" -- Sam Altman (CEO, OpenAI)
• “It's often easy to make a decision, but it can be much harder to get your team to invest emotionally in that decision.” “You create buy-in when you make people feel that they are part of the decision and that their input contributes to the final outcome.”
• “Most companies spend extraordinary resources of time, money, and equity to bring on a new team member, and then almost entirely drop the ball on quickly getting that team member onboarded and up to speed on how the company works so that they can begin making a full contribution. Don’t make this mistake.”
• “You create buy-in when you make people feel that they are part of the decision and that their input contributes to the final outcome.”
• “Making a Sale To make a sale effectively, you need to do the following three things: Build trust Identify the customer’s specific pain Sell results, not features”
• “Why did you leave that job?” Was the candidate promoted, recruited, or fired? Get very curious about why.”
• “And when receiving appreciation, there is only one correct response: “Thank you.” Do not feign humility by downplaying the act with statements like “It was nothing, anyone could have done it.” No. The person is trying to make you feel appreciated. Anything other than “thank you” will rob them of their goal.”
• Meetings – ALWAYS start on time. Don’t ever say, “Well let’s wait for everyone to join zoom.”

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Kim “KC” Campbell (KC = “Killer Chick”) is a retired Air Force Colonel who served in the Air Force for over 24 years. She has flown 1,800 hours in the A-10 Warthog, including more than 100 combat missions protecting troops on the ground in both Iraq and Afghanistan. In 2003, Kim was even awarded the Distinguished Flying Cross for Heroism after successfully recovering her battle-damaged airplane after an intense close air support mission in Baghdad. Kim is the author of Flying in the Face of Fear: A Fighter Pilot’s Lessons on Leading with Courage.

Notes:

• On January 28, 1986,  the challenger rocket exploded (killing all astronauts on board). On that day, Kim learned what it meant to serve something bigger than yourself. She decided she wanted to be an astronaut and serve something bigger than herself.
• A big influence in Kim's life was a high school teacher named Mrs. Kennett. She helped Kim on the speech and debate team. One of her arguments was about women being allowed to be combat pilots.
  • Mrs. Kennett worked to create "power women."
• Response to Rejection: Initially Kim got rejected by the Air Force Academy because of a low SAT score. In response, instead of quitting and moving on, she wrote a letter to them every week stating why they should accept her... Which they eventually did.
  • "The tough moments make you better." The initial rejection was a blessing in disguise.
• How to crush the interview process?
  • Prepare... Walk through potential questions and rehearse your stories. Role play with a mentor.
  • Be you. Be real. Be authentic
  • Create a connection with all in the room. Look them in the eye. Be genuine.
• Like father, Like daughter — just before Kim's final year at the academy, she earned the position of Cadet Wing Commander. This is a position her dad held 25 years earlier. They were the first father-daughter wing commander duo in academy history.
• A woman in a man’s world: When Kim started pilot training in 1999, there were 33 female fighter pilots in the Air Force. About 1% of fighter pilots.
• Kim's choice of airplane was the A10 WartHog. The airplane was designed first with the 30 mm Gatling gun on it in mind: capable of shooting 3,900 rounds per minute.
• The leader sets the culture. They decide what to create and what to allow.
• Kim was on a combat support mission in Baghdad when her airplane was hit. She had to make a split-second decision about whether to exit the aircraft behind enemy lines or try to fly it back to a safer area...
• Commanders intent - Your why is the way forward. You allow your team to take action and make decisions. "Explain the why. Explain the context. Let the lower level leaders make decisions and run with it."
• Roosevelt's "Man in the Arena" speech resonates with Kim.
  • "We feel fear and freeze. We can't let fear paralyze us. We need to take action in the face of fear. Remain calm. Acknowledge the fear and move forward."

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Twitter/IG: @RyanHawk12   https://twitter.com/RyanHawk12

Jason Feifer is the editor-in-chief of Entrepreneur magazine. He is also the author of a great new book called, Build for Tomorrow: An Action Plan for Embracing Change, Adapting Fast, and Future-Proofing Your Career.

Notes:

• Define yourself… What is your one sentence? Jason’s is “I tell stories in my own voice.” That’s what he does as the editor-in-chief of Entrepreneur magazine. That’s what he does when he writes books. Records podcasts… Everything. What is your one sentence? What do you do?
• How to lead through change – Remember... You’ve had time to think about it prior to the meeting, they haven’t. Show some grace. Communicate why the change is happening and how it impacts them.
  • And… “People hate new things, but they love better versions of old things.” People hate loss. Remind them of what’s staying the same, but getting better.
• In 1348, The Bubonic Plague happened... What occurred as a result? 60% of Europeans died. It led to an opportunity for employment. Prior to that, there were the rich and the poor. The rich had the poor work for them, but did not pay them money.
• "If a city isn't growing, it's dying. The same is true for people."
• In your career, "Don't ask for the opportunity... BE the opportunity."
• The Four Distinct Phases:
  • Panic
  • Adaptation
  • New Normal
  • Wouldn't Go Back
• The first thing a person should do when navigating change is to identify the thing about themself that is not going to change. This is tough because we naturally identify with the output of our work. If somebody at a party asks you what you do, you’re either going to tell them your job title, your role, the way in which you do your work, or the thing that you create. And that’s natural—it’s a good way to understand ourselves.
  • "We are programmed for loss aversion."
  • "Build a bridge of familiarity from them to you."
• "That’s something Ryan Reynolds told me. Ryan is an actor who also started an extremely successful advertising agency called Maximum Effort. He also owns Aviation Gin and Mint Mobile. Ryan told me that the thing that distinguishes people is not whether they’re good at something at the beginning (because nobody will be good at something at the beginning), but rather whether someone can tolerate the natural state of being bad at the beginning. When trying something new, there cannot be an expectation of mastery from the start.
  • "Can you tolerate being bad long enough to be good?"
• In front of you are two sets of opportunities. Opportunity Set A is everything that is asked of you, for instance showing up at your job, things your boss needs done, etc. It is necessary to do a good job at Opportunity Set A. Opportunity set B is everything that is available for you to do that nobody is asking you to do. This could also be at your job, but it could also be something outside of work like taking a class to learn a new skill.
• With every single thing you do, ask What is it for? This forces you to make sure that the things that you do have a valuable outcome. It’s okay if that outcome looks strange, or if that outcome will come after some time working towards it. We want to know which things we should devote our time and energy to, and we want to understand how to maximize opportunities. Answering What is it for? clarifies that.
  • So, What is it for? Content now is for relationships. People will trust you and like you because of your content. You build a relationship with people when you put something out into the world.
• Life/Career advice:
  • Try, quit, and learn
  • Life is a series of experiments

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Twitter/IG: @RyanHawk12    https://twitter.com/RyanHawk12

Mark Fogel is a former US Air Force fighter pilot and current squadron commander in the Ohio Air National Guard. He’s A graduate of the US Air Force Academy and the Harvard Kennedy School, he is an adjunct lecturer at the University of Dayton, and his TEDx Talk called The Culture of a Fighter Squadron is one of the best I’ve seen.

Notes:

• American Fighter Sqaudrons are the most effective teams on the planet. Cockiness is unacceptable. Humility is a critical quality and skill to be part of the team.
  • The subculture is you check your rank at the door. When you lead a mission, you’re in charge of the debrief. I love building a culture where feedback is regularly given both ways. And the trust created amongst the team to be able to do this with psychological safety.
• The real training and learning take place in the debrief…Spending hours pouring over video, computer graphic reenactments, radio calls, everything… To diagnose exactly what went right and what didn’t and why. The debriefs can last multiple days to describe 10 minutes of action.
  • The person who leads the debrief is the flight leader. That person is not necessarily the most experienced member of the team. Fighter squadrons share the leadership and followership duties constantly. You might have a situation where it’s a 24-year-old lieutenant telling a 2-star General in front of the entire room, “You screwed up and this is why we failed the mission because of it.” This creates a mixture of perfectionism and humility.
• Building a culture takes time. Trust is built from character and competence.
  • How do you reward and incentivize behavior?
  • You're modeling what you want others to do.

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Dan Martell is an entrepreneur, investor and best-selling author of the book Buy Back Your Time. He founded, scaled, and exited three technology companies within a ten-year period.  In 2012 he was named Canada’s top angel investor, having invested in more than 50 start-ups, such as Intercom, Udemy, and Unbounce. In 2016, Martell founded the SaaS Academy and grew it to become one of the largest coaching companies in the world. He’s also an Ironman athlete, philanthropist, husband, and father of two boys.

• The 3 keys to a world-class leadership retreat:
  • Do something physically hard together (hike up a mountain, Wim Hof ice bath)
  • Do the strengths and weaknesses exercise. Be honest, vulnerable, and open. It builds trust.
  • Be very intentional about the seating chart (in meetings, at meals, and rooming assignments)
• Send cold emails: Dan sent hundreds of cold emails when he moved to San Francisco
  • Paul Graham responded and said, "Do marketing. Every startup needs help with that." It changed how Dan introduced himself to founders moving forward.
• Read Tim Sanders' book, Love Is The Killer App
  • Acquire knowledge for your customer
  • Your network is your net worth. Build relationships.
  • Love cat -- Nice guys finish first. Be a kind person.
• When Dan went to jail, he met a guard named Brian. Brian pulled Dan aside and said, "What are you doing? You don't belong here."
  • As a leader, use your power for good. Help people believe they can do more.
• Dan has hired a family coach and had her live with his family to help them have deeper relationships.
  • "I want to have an epic marriage."
• Intentional Family Actions Dan takes:
  • A quarterly retreat with his wife, Renee
    • Ask: "How have I shown up as a husband for you?"
  • Wednesday family lunch meetings
  • Write your family core values together
  • Have family board meetings
  • Dan is intentional about telling his boys what he sees in them
• Buy Back Your Time
• Dan shares the secret to engineering your perfect week – and then, your perfect year – to ensure you’re fully focused on what matters most.
  • And... When to employ time hacks, such as the “Definition of Done” and the “$50 Magic Pill,” to help your team work more efficiently, prevent bottlenecks, and guard your energy.
• Dan teaches you how to calculate your Buyback Rate so you can start buying back time immediately.
  • And... Why playbooks need to be the foundation of your business, and how to create them.
• Life/Career advice:
  • Whatever you want out of life, help others get that. The world rewards those who help others.

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Brian Kight is the founder of Daily Discipline. He writes essays on how to pursue your most meaningful objectives with intention, purpose, and skill. His work is read by millions of people all over the world. Brian (known as BK) personally works with leaders in business and in sports on how to align teams and accelerate results.

Notes:

• What mistakes do leaders make when trying to change the culture?
  • They are too fuzzy with their language. It's plain.
  • They separate culture from execution. In reality, execution is the strongest indicator of culture.
  • "The testing of my beliefs is the discipline of my actions."
• Learning Happens through Depth: People now place too much emphasis on learning fast and not enough on learning deeply. The consequence is a false equivalence of consumption with learning and a false confidence that what gets consumed is understood.
  • Learning occurs through immersion, not cheat codes. No one cares how many books you've read or podcasts you've heard.  These are not marks of success, achievement, or wisdom. Success is applying the lessons of one book in a manner so disciplined that it transforms your life or at least impacts it in a meaningful fashion.
• To learn, transform, or build something of lasting capability, merit, and value, immerse yourself in the learning experience. If you want a change, fully engage.
• Shed volume for depth. Swap variety for rigor. Don't minimize your effort through hacks or cheapen your experience with cheat codes.
• Are you trying to feel good for a while or improve yourself forever?
• Leaders create the culture that drives the behavior that produces results…
• E + R = O
  • Event + (Your) Response = Outcome
• The confidence - Doubt spectrum
• The 5 things confidence comes from:
  • I know what to do
  • I know how to do it
  • Do I feel capable of doing it?
  • I expect good results
  • I'll be ok if the results are not what I expect
• Leaders instill confidence in people
  • Reps are a tool for belief
• Goal Setting: "I'm not into goal setting, I'm a system setter."
  • "My commitment is to execute the system."
  • "Outcomes are not my goals."
• Light can be pushed through a prism or a magnifying glass.
  • A prism creates a rainbow. Nice, looks good.
  • A magnifying glass creates focus and fire.
    • Ask, "Am I a prism or a magnifying glass?"
• Businesses are not rational environments, they are emotional environments. They don’t run by rational rules, they run by emotional ones.
• Everything is an exchange. You give attention, time, and energy (ATE) to things with the expectation of a return on that investment.
• How do we align our inner and outer Pursuits? – Getting secure and aligned on the inside leads to excellence on the outside. The best way to position yourself for external excellence is to prioritize internal fulfillment.
• Life & Career advice:
  • Be a creator of the energy you need. Your energy comes from your purpose.
  • "Don't follow your passion, just always bring it with you."
  • "Your response needs to always be better than your circumstances."

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Ramit Sethi is the New York Times best-selling author of I Will Teach You To Be Rich. Millions of people read his work every month which focuses on personal finances, money in relationships, and he shares how you can define your rich life. His team has created online programs on making more money, finding your Dream Job, starting an online business, and mastering your inner psychology.

Notes:

• If you have a partner, “create your journey together.” Money is not something to be delegated to one or the other. Both should be involved.
• Ramit's book-buying rule:  If you’ve even considered buying a book for one second, then BUY THE BOOK. If you learn just one new thing, it is worth it. The return on your investment is through the roof. When in doubt, buy the book. And Read the book.
• Ramit describes every detail of the conversation he had with his wife about signing a pre-nuptial agreement before they got married.
• "You should focus on $30,000 questions, not $3 questions."
• Top 5 Lessons from one year of interviewing couples about money
• Ramit shares how to get started with your money:
• automation, investing, and the other Big Wins of money.
• How to manage your money
• Fixed costs: 50%-60%
• Savings: 5%-10%
• Investments: 5%-10%
• Guilt-free spending: 20%-30%
• How to invest your money
• Target date fund - Vanguard
• Index funds
• Ramit advises that you do not pay a financial advisor based on AUM (Assets Under Management). Pay an hourly rate or a fixed cost. This will save you hundreds of thousands (or millions) of dollars over the course of 30-50 years.
• Decide what you want to spend your money on... What is your rich life?
• Create your money rules: 
• For example, Ramit has unlimited spending on his health. And he has money set aside for philanthropic endeavors

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Dr. Marc Schulz is the Associate Director of the Harvard Study of Adult Development and an award-winning professor at Bryn Mawr College, where he directs the Data Science Program and is the Sue Kardas Ph.D. 1971 Chair in Psychology. He completed his BA at Amherst College and his Ph.D. at the University of California at Berkeley. He is the author of The Good Life: Lessons from the World's Longest Scientific Study of Happiness. 

Notes:

• "Relationships are at the core of human flourishing."
• Friendships - Map out your social universe. Are the connections uplifting or depleting? Ask, “what do I value about the person?” Be intentional about your relationships and how you invest in them.
• The quality of the relationship you have with your partner will determine how long you will live.
• As we get older, we tend to get happier. We accumulate emotional wisdom. We should focus more on relationships that give us emotional sustenance.
• This work is built on a bedrock of scientific research. At its heart, the Harvard Study of Adult Development. An extraordinary scientific endeavor that began in 1938, is still going Bob is the 4th director of the study, and Marc is its associate director.
• “Generativity” – In psychology, expanding our concerns and efforts beyond our own lives is called generativity and it’s a key to unlocking the vibrancy and excitement of midlife.
  • When asked at the end of their lives, “What do you wish you’d done less of? And more of?” The study participants often referenced their middle years and regretted having spent so much time worrying and so little time acting in a way that made them feel alive.
• The story of John Marsden and Leo DeMarco… Leo lived a rich life because of the relationships he fostered with his wife, daughters, and close friends. John put all of his effort into becoming a lawyer, becoming well-known, and didn’t focus on his relationships. They ended up on opposite ends of the spectrum when it came to happiness.
• Research has shown that people who have a close colleague at work are more engaged and productive than those who don’t.
• Close to half of your waking moments are spent thinking about something other than what you are doing.
• Loneliness increases your risk of death as much as smoking or obesity.
• Evolutionary theories: Survival depends on us coming together as groups. We are social creatures.
• How to handle remote/hybrid working environments?
  • There is a cost to not being together. There is a cost to working alone.
  • Friendships need repeated exposure. Doing tasks together builds friendships. You can't do those well remotely.
• Strangers on a Train: What do you want to do while on a train? Listen to music or talk with the stranger sitting next to you?
  • Most will say that they would rather put their headphones on, listen to music, or read a book.
  • However, the research suggests that you'll be happier if you spoke with a stranger on the train.
• Life/Career advice:
  • Think about the nitty gritty of a job. Talk to people doing the job. Spend extended time with them while they are doing the job. See what it's like.
•  

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Richard V. Reeves is a senior fellow in economic studies at the Brookings Institution. He is the author of Dream Hoarders (2017), and a regular contributor to the New York Times, Washington Post, Wall Street Journal, and The Atlantic. His latest book has made waves worldwide … It’s called OF BOYS AND MEN: Why the Modern Male Is Struggling, Why It Matters, and What to Do about It.

Notes:

• How to be a great mom and/or dad?
  • Model the right behavior.
  • Children believe their eyes more than their ears.
  • It’s our responsibility to be that positive role model for children.
• "The secret to life is to take your work seriously, but not yourself."
• Create a conversation with your team where all ideas are valued equally.
• "Communication just moves stuff around. Conversations make something new happen.
• "Boys are behind girls in education all over. College is now 60-40 women."
  •  "In the education system and in terms of many aspects of mental health, boys are really struggling. That isn't to say that girls aren't also struggling but in different ways. In terms of the education system, girls and young women have blown right past boys and men. There's actually a bigger gender gap in education today than there was 50 years ago."
  • "Boys develop later than girls. They should go to school one year later than girls."
• "The pre-frontal cortex is the CEO of the brain. This develops later in boys than in girls. It’s on us to recognize the facts and act accordingly. In this case, Richard is an advocate for starting boys in school one year later than girls."
• Richard's goal:
  • "To create men who are acceptable at a dance and available in a shipwreck."
• What are the differences between men and women?
  • "Women tend to have a higher level of agreeableness."
• "We now live in a world where 40% of women earn more than the typical man, where 40% of breadwinners in the U.S. are women. This is a gigantic social change that is entirely positive, looked at through one lens, and we should certainly celebrate it. But... It does raise this question, which is, well, what about men? What does it mean to be a guy in a world where the role of provider can no longer be presumed? What it means is that we urgently, desperately need to update our models of fatherhood, especially, and of masculinity, to fit with this new world."
• “The problem with men is typically framed as a problem of men. It is men who must be fixed, one man or boy at a time. This individualist approach is wrong.”
• Life/Career advice:
  • It takes time to understand how your talents will be best used. Be patient.
  • It's not a race.
  • Be the type of person that people want to work with… It sounds obvious, but it’s not. Be pleasant, be on time, be a great teammate, be thankful, and do great work.

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Full show notes at www.LearningLeader.com

Twitter/IG: @RyanHawk12    https://twitter.com/RyanHawk12

Jesse Cole is the founder of Fans First Entertainment and the owner of the Savannah Bananas. He’s fanatic about fandom and launched the Savannah Bananas with one mission: to spark a fan-focused movement. The Bananas have sold out every game since their first season and have a waitlist for tickets in the thousands. They have entertained millions of fans in Savannah and at ballparks all over their country on their Banana Ball Tour.

Notes:

• “So many business owners are focused on short-term profits. We are focused on long-term fans.”
• “If you’re not getting criticized, then you’re playing it too safe.” - When is the last time you were criticized for pushing it too far?
• Ideas are about quantity. Jesse writes down ten new ideas in his "idea journal" every morning. Most of them aren't that good. You have to get through the quantity to get to the quality. It’s a numbers game.
• Send handwritten thank you notes to people. Tell them about the impact they've made on you. Jesse has done this for me multiple times and it always makes me feel good.
• Customers are transactional... Create fans for life.
• "Do for one what you wish you could do for many." Create special moments for people. One at a time.
• Do an energy audit: What activities give you energy? How can you do more of those?
• We learn who we are in practice, not in theory. We learn best through actual trial. Move from idea to execution quickly. If it doesn't work, move on.
  • "I'm not afraid to be embarrassed. My biggest fear is being irrelevant."
• Jesse focuses a ton of effort on understanding his teammates (both players and everyone else who works for him)
  • The love language assessment... He learned that the majority of his employees have "words of affirmation" as their top love language.
  • "Recognition drives behavior."
  • The job title for Jesse's executive assistant is "Executive Rockstar."
• What Jesse learned from Walt Disney and PT Barnum:
  • Master storytellers
  • They create attention
  • "Without promotion, something terrible happens... Nothing."
  • Watch "The Imagineering Story" on Disney Plus
    • "They built Disney Land in less than a year!"
    • "Money doesn't excite me. Ideas excite me."
• Advice: "Give without asking for anything in return. Give, give, give."
• 9 Rules To Banana Ball:
  • Every Inning Counts - Create walk-off moments
  • 2 Hour Time Limit
  • 1 on 1 Showdown (if there is a tie). No extra innings.
  • Walks are now springs (if you walk, it's a sprint)
  • No Bunting (bunting sucks)
  • No Mound Visits (they are boring
  • The batter can steal first base (if a pitcher throws a passed ball)
  • If a fan catches a foul ball, it's an out
  • No stepping out of the box

Text Hawk to 66866 to become part of "Mindful Monday." Join 10's of thousands of other Learning Leaders and receive a carefully curated email from me each Monday morning to help you start your week off right.

Full show notes at www.LearningLeader.com

Twitter/IG: @RyanHawk12  https://twitter.com/RyanHawk12

My Guest: Buzz Williams is the head Men's Basketball Coach at Texas A&M University. He's coached his teams to eight NCAA Tournament appearances in 13 years as a head coach. In 2020, Buzz was named the SEC "Coach of the Year." His teams have won 20 or more games in five of the last seven seasons. Buzz's teams have four Sweet Sixteen appearances. Buzz is known as a coach who helps his players on and off the court. He teaches regular life development sessions to his players called "Get Better 101."

Notes:

• Buzz has nine daily disciplines. “Your decisions reveal your priority.”
  • Train body at 5:30, get steps at 7:30, write 2 thank you notes per day, write children a note on their favorite color note card every day, read a book a week, weekly date night with his wife, and on non-gamedays is 7 meaningful texts. 
• • “You can be whatever you earn the right to be.”
• Team Bus 1 - The core group of people that make up the team. Those that sit on the bench and play in the games.
• In order to climb the ladder, you must go one step at a time. You can’t skip steps. There are no hacks, no shortcuts. Being able to delay gratification is a superpower and creates the opportunity to make a big impact. It’s the ability to show up each day and take one step at a time.
• “It’s supposed to be hard. If it wasn’t hard everyone would do it. The hard is what makes it great.” 
• “History rarely remembers the critics. It remembers the contributors. So contribute!”
• “Energized leaders can evoke energy from within others. But when the leader lets up a little, followers tend to let up a lot.”
• “The reward for passing the test is earning the next test.”
• “Being a boss is a job. Being a leader is something you earn.”
• “Goliath is not there to kill you, he is there to introduce you.”
• “Pressure is a privilege.” (Billie Jean King book title)
• "Basketball is not the source, it is the vehicle.”
• “While we are leading, our rate of learning must be at least as fast as the rate of change.”
• “Your patience when you have nothing, and your attitude when you have everything are two things that will always define you.”
• "You grow up thinking winning is the scoreboard at the end.  But you learn there is so much that goes into the business of winning. Winning is the details-the discipline. The business of winning happens every second, and this business doesn’t turn the lights off."
• “There's a ceiling to talent. There's no ceiling to someone's hunger & to someone's drive to be the best. How hard a team works, how hard they play, how together they are- there's no ceiling to that.” Many times in life what's invisible is what's important.
• “True love does not have an agenda.”
• Team Rules:
  • Always tell the truth, no matter what
  • Always be on time... 6 = early
  • Be a great teammate... It compounds
  • Never do anything to embarrass you/your family/your team/your school
  • If anything is potentially a problem, please call Buzz
• What Buzz looks for when recruiting a player:
  • Character
  • IQ & EQ
  • Work ethic - Do they want to work?
    • Consumed with process
    • Insatiable drive to get better
  • A great teammate
• Life/Career advice:
  • Never be without pen and paper. Take notes.
  • Read more than you think you need to.
  • Write down everything, about anything, all the time.
  • Build trustful relationships. Seek to give to others and add value to their lives.
  • Never turn down an opportunity to learn or work.

Text Hawk to 66866 to become part of "Mindful Monday." Join 10's of thousands of other Learning Leaders and receive a carefully curated email from me each Monday morning to help you start your week of right!

Full show notes at www.LearningLeader.com

Twitter/IG: @RyanHawk12    https://twitter.com/RyanHawk12

Diego Perez is a New York Times bestselling author who is widely known on Instagram and various social media networks through his pen name Yung Pueblo. Online he has an audience of over 2.7 million people. His writing focuses on the power of self-healing, creating healthy relationships, and the wisdom that comes when we truly work on knowing ourselves. His two books, Inward and Clarity & Connection were both instant bestsellers. Diego's third book, Lighter, debuted as a #1 New York Times best seller.

Notes:

• Using a pseudonym - Yung Pueblo means “Young People.” The pseudonym reflects a social commentary that points to humanity’s coming growth and maturation. The name signals a time when we will collectively transition from being ruled by shortsightedness and self-centeredness to having an elevated appreciation of our interconnectedness, which normalizes treating each other with a new and considerate gentleness.
• Immigrants – Diego to the United States when he was 4 from Ecuador. His parents' bravery, how much they had to sacrifice, and how hard they worked to give him, his brother, and his little sister a better life in the United States. His mom cleaned houses and his dad worked at a supermarket.
  • “For the first decade and a half, we felt the intense pressure of poverty.”
• "I am less interested in debating and more interested in considering a topic collectively. Let’s peacefully share what we know with each other. When we arrive at diverging points of view, let’s focus on questions. How did you arrive to this point? Help me understand what you mean."
• "Saying less is incredibly helpful. Every thought is not valuable. Every feeling does not need to be voiced. What is often best is slowing down to spend time developing a clearer and more informed perspective. Ego rushes and reacts, but peace moves intentionally and gently."
• "You know you have matured deeply when you encounter someone’s rough emotions and instead of letting their volatility consume you, you mentally affirm within yourself “I am not going to join them in their turbulence.”
• "Find a partner who increases your power instead of diminishing it. Complimenting each other’s qualities in a way where you make each other shine brighter is an immense gift. You not only lend your strengths to each other, you also keep the spark alive that inspires evolution."
• Great friends appreciate you and are not afraid of your growth. It’s easy to be around them. You root hard for each other to do well and show support when it’s not.
• Create a reflection process for yourself. Write down what you’re grateful for… And reflect on the fact that everything is always changing.
• Reserve judgment. Don’t be so quick to make up your mind about something. Instead of judging something or someone, approach them with curiosity and a sense of wonder.

Text Hawk to 66866 to become part of Mindful Monday. Join 10's of thousands of other learning leaders and receive a carefully curated email from me each Monday morning to help you start your week off right...

Full show notes at www.LearningLeader.com

Twitter/IG: @RyanHawk12    https://twitter.com/RyanHawk12

Jeff Shesol is a multi-hyphenate leader. He’s a Rhodes Scholar, a historian, a presidential speech writer, and a 3-time best-selling author. He also had a comic strip called thatch that was nationally syndicated from 1994–1998 when it appeared daily in more than 150 newspapers.

Notes:

• If you’re going to set moonshot goals for your team, you must relentlessly communicate them to all involved. The what, why, how, and when… Relentlessly communicate with vivid clarity.
• Focus, Purpose, Urgency… This was what was lacking before President Kennedy and Lyndon Johnson helped take fragmented groups and bring them all together. Focus, Purpose, and Urgency. How can you do this for your organization?
• John Glenn – A leader of action. He didn’t let fate determine the outcome of his life. He went after what he wanted. He had a bias for action. In a world of drivers and passengers, John Glenn was a driver and that’s what led to him leaving his mark in the world.
  • John Glenn – “Friendship 7—designed to fly itself—had begun drifting to the right, like a car with its front wheels out of alignment. Glenn took the control stick—not without satisfaction. He was a pilot, by training and temperament, and pilots take control.”
• Press conference to introduce astronauts… John Glenn said, “I was brought up believing that you are placed on earth… with sort of a fifty-fifty proposition. We are placed here with certain talents and capabilities. It is up to each one of us to use those talents and capabilities as best as we can. A higher power will certainly see that I am taken care of if I do my part of the bargain.”
• The space program may be the profession that requires the highest risk tolerance aside from the military. It is no surprise the original 7 astronauts were all test pilots. The Flight Director of the Apollo missions, Chris Kraft, is quoted as saying: “if we thought about odds, we wouldn’t do it (launch man into space)."
  • Bob Gilruth, head of NASA, also said: “we don’t have enough chimpanzees” responding to criticism that not enough test launches were done.
• JFK, despite his outward speeches, was initially reluctant to go to the moon and was skeptical if it was a waste of time and money.
• Publishing your work can change your life... In 1997, President Bill Clinton read Mutual Contempt and invited Shesol to become one of his speechwriters. During his three years at the White House, Shesol became the deputy chief speechwriter and a member of the senior staff.
• Sustaining Excellence:
  • Need to evolve, and be open to change.
  • Musicians take risks with new albums. Be willing to take those risks as a leader.
  • Continue to challenge yourself.
• Keynote speeches:
  • Do not ever let them get stale... But have one fundamental core message. Dr. Martin Luther King had a core theme of every speech.
• Life and Career advice:
  • "In your 20's, figure out where you can make your great contribution."
  • Trial and error is good.
  • What energizes you the most?