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Full show notes at www.LearningLeader.com

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

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.

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...

Full show notes at www.LearningLeader.com

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

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.

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...

Full show notes at www.LearningLeader.com

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

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

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...

Full show notes at www.LearningLeader.com

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.”

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...

Full show notes at www.LearningLeader.com

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

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."