Hunger is incredible energy is incredible but we also have to
ask the question what makes people fail who here in this room has ever failed to
achieve what you really wanted life a goal a dream a desire they shan't say I
again if you don't raise your hand you live out of the shit too don't you come
on we all fail so when you fail tell me why you fail no one will fuck about
failure do that everyone's talking about success but let's be honest when you
fail to achieve your goal why or if it wasn't you how many of out other people
fail you let me see your hands say hi so now we got all the victims perfect so
here's my question when you fail to achieve your goal why did you fail tell
me what's up you quit too soon very nice let's go to honest answer give
a hand that's great give a hand for that please come on
so mouse why'd you fail didn't take action got distracted fear come on what
else didn't have the right people people said to have the right leader soon
right come on what else didn't have the money didn't have the capital didn't
have the technology didn't have the contacts what's that making excuses
which all this is isn't it by the way I've done this who's done
this who's made excuses like this to yourself let me shoot your hands the
first time I ever asked this question was when I spoke at Ted way many many
moons ago was when it was really tiny here in Northern California and they
caught up and told me you have 18 minutes and my shortest seminar by the
way the reason I'm so much stressed I want to add so much value to you today
and I got less than three hours and I walked in the room and your Energy's low
I'm like I really want to serve you I didn't come to do a freaking speech I
don't do that I came to because I love this fan I came here because this
community is gonna create 1.9 million jobs in the next four years pretty
amazing we're living at a time that's crazy isn't it living at a time where we
are in America were the economy everybody looks at our feeble economy is
what people are looking at and wanting that's how bad it is in the world we're
living at a time where people don't know what to think Nick's where the economy
around the world has been inflated not with dollars or money we don't even
trend it anymore we couldn't afford to we put ones and zeroes and computers
we're living in time for the first time in five thousand years of banking where
banker now says to you in most parts of the world here's what I'll do give me
your money and I'll charge you and take your money negative interest rates how
do you explain that who's dumb enough to do that Toyota is offering you bonds
right now do you know what they're offering for the bonds 0.001 it'll take
you 69 thousand years to double your money one time that's the world were in
today we're the place of such uncertainty and I'm here because there
are tools that mark if I've used over the years and all the people right now
that she change their lives in their businesses
I'm also here because this is a community that I know is socially
conscious because I know what the values are of this man and her mind as well
I'll give an example or I look at how to create answers I don't look for the
excuses I look for what can be done now what I found is this I when I first did
this at ten years ago I asked this question because I walked in one of the
only times it was about as quiet as this room and I asked people and you know the
room in those days was very small it was the heads of Google the guys from Yahoo
Steve Jobs was in the room pretty great group fact it was the day that they came
up with a technology that made this happen they should have the first time
from MIT they pinched things in pictures grew she can move things with your
fingers and we were so blown away and Microsoft we didn't bought the entire
thing that was demonstrate was a tabletop with pictures his Steve Jobs
quietly walked back and went I'm gonna use that for a phone and change the
world by so here's what I said that day I asked this question that's how many
you've ever failed not one hand with up I said I know you're out there I can
hear you breathing and I said how he failed and now everybody raised their
hand and I said when you failed why'd you fail and I heard some of the same
things I heard here what were the things people said didn't have enough time
didn't have enough kappa didn't have the right technology didn't have the right
contacts but I didn't have the right people didn't have all these things and
then the voice of the darkness cuz very dark room heard this voice say didn't
have enough Supreme Court justices and they looked at it was albor
vice-president are there and and everybody started clapping right like
crazy and I looked at him and I said that's one way to explain why you didn't
become president but I said it's not an accurate one I start pretty easy for me
to say I never ran for president but let's see if for you guys if I'm true or
not when you told me all the reasons why you failed you told me resources you
were lacking courage as a resource right time as a resource money is a resource
people are resource technology's a resource but here's the challenge
resources are never the real problem we all know it if we look around think
about it you can get the resources if you're resourceful enough resources are
not the challenge its resourcefulness so what is it we're really missing it's
some form of human emotion that we have learned to value less and less than a
technologically driven Society see if you're creative enough can you get the
answer yes or no yes or no and creativity is a resource if you're
committed enough can you get the capital yes or no if you care deeply enough for
other people will you get people to help you yes or no are the answers there if
you're resourceful enough yes or not and in fact whenever you see people in
business that fail it they'll always tell you they were missing resources
when they really just weren't resourceful enough this man is
incredibly resourceful I'm the source for every person that I work with who's
gone from nothing to a billionaire and I've interviewed 50 of them just for the
last four years to give you an idea which is why I gave that book I'm not
gonna talk about that I just want to give you a gift because I literally
spent four years of my life interviewing these people and they have none of the
people I interview were from the lucky sperm Club they all built it from
scratch they did it by doing one simple thing you gotta do in business which is
finding a way to do more for others than who
then you yourself but more than anyone else in the industry you got to find a
way to add more what and when I did these interviews one things that came
across when I was doing this is these people just took no excuses they knew
they could get the resources if they were source enough so what are the
ultimate resources creativity joy love determination flexibility with those
things there's nothing we can't get who grieves me on this say hi and then I
turned back to Vice President Al Gore and I said you know so I heard you say
you didn't have enough Supreme Court justices but last night I watched you to
give a speech and he gave us Inconvenient Truth speech for the first
time and he was so passionate al gore was passionate was an amazing thing I'd
never seen it before and I said to him I've never seen you that passion ever
before I said I wants to debate between you and George W Bush and I want to vote
for you but I couldn't you just said have the energy kind of had an attitude
I said you were not resourceful I said it never should have come down to
justice is having to make that decision it's cuz you are not resourceful enough
and there's this pause in the room and also everybody stood up in democratic
Northern California and started clapping like crazy and I stood up and take my I
give you a high five a little hug and afterwards they said get him run for
president and he said no no no but the point is it's resources and if you're
resourceful if you can do it so when I was writing this book I decided to get a
little resource for myself and I thought gosh I grew up dirt poor no money for
food and somebody fed my family when I was 11 years old and they came to the
door literally on Thanksgiving and knocked on the door and here is this
tall guy standing there with bags of food and in a pan on the floor on the
ground with an uncooked turkey and I'll never forget he said is your father home
and I said just one moment and I ran to get my dad they gave he's so excited and
unfortunately he was not he was annoyed even though we didn't have any food and
the man said sir this is a gift from you someone knows you're having a tough time
they want you have a beautiful Thanksgiving and my father said we don't
take charity he went to slam the door in the man's
face and the man kind of had his foot here and it bounced off his foot and
he's holding the back still he said sir II said this is not a handout
everyone has tough times this is a gift the person is doing it anonymously they
just want you have a great Thanksgiving and my dad said we don't take charity
start to slam the door again this thought you put his shoulder into it and
he hit and bounced off of him he and then he sets that my father I thought my
father was gonna punch it he said to my father don't let your family he point
straight at me don't let them suffer because of your ego oh I thought there
was gonna be a fight my dad getting the scalp took the groceries threw him on a
table slammed the door never said thank you and that day impacted me it's why
I'm here right now because that day I had to figure out a question in my mind
which is how could my father be so angry about someone helping and how come I was
so happy and the reason is right now is you're listening may in every moment of
your life you're making three decisions you might want to jot them down to see
if it's true right now the first decision you're making is what are you
gonna focus on because whatever we focus on we feel and most of us let the world
control our focus you know people say we're in the Information Age we're not
the Information Age the Information Age died a long time ago we're drowning
information we're starving for wisdom aren't we and so the bottom line is you
look around and I see my father and what did he focus on he focused on the fact
that he had not provided food for his family how would that make you feel if
you knew you had failed at that level he can get he was beating himself up I
focused from the fact there was food what a concept
I was so excited he focused on he not provided it the second question we ask
every month my life is what does this mean is this the end of the beginning
is this person dissing you is this person attacking you is this person
challenging you this person loving you is this person coaching you whatever
meaning you make is gonna termen your emotion am I here to pump you up and
motivate you I'm here to serve you I'm here to offer
you some pieces you can make some decisions from the could be
life-changing if you want them to you get to decide but whatever you decide is
going to be your experience today and every day of your life and most of us
don't make these decisions consciously we've got a conditioned response based
on our past so for most of us the future is pretty much gonna be like our past we
might make more money we might do better in business but we're under the same
problems over and over again how many can relate in some way inside here raise
your hand if you can't say I my dad said the question what does this mean I know
what it meant to him because he said it out loud over and over again to all of
us I knew he focused didn't have a food
that he didn't provide it because he said I failed my family I am a failure
there's no food for my family that couldn't be a bigger failure and bad
wine has out of that experience he made the third decision what I want to do and
what he decided to do was leave our family shortly thereafter which at the
time was the most painful experience I found of my life but it turned out you
know your worst experience of life can become your best if you decide to use it
and for me I said I got there's food but the big thing to change my life was the
meaning and the meaning was strangers care that's the meaning I pulled out of
it my father always said no one gives a damn about anybody else and I had plenty
of evidence the way we lived our life and the people around us you know there
wasn't anybody coming to help before that ever and we were always in a
challenged place when I started believing strangers care to change my
whole life one belief can change your life today you can make one decision in
the little time we're together and literally change your life what a
hyperbole without BS without exaggeration not positive thinking
because our beliefs create our beliefs destroy our lives and we have to become
conscious as which ones are empowering us who use them more which ones are
pulling and most of us are going so fast responding to our world that we don't
actually stop and really check in and feel what's really going on so my third
was what am I gonna do I decided someday I'm gonna give back I'm gonna do this
for other people because this changed my life and so I have I started when I was
17 I decided to feed two families and it was I didn't have any money but I
was like committed I went to the grocery store I got two baskets but I thought
I'm gonna feed two families for like three days I'm gonna make this
incredible Thanksgiving for them on I know what it meant to me it's gonna mean
that to them and I went to the store manager since I had much money and I
said here's what I'm doing my feed two families help me out give me a discount
they gave me 10% off and I thought cheap bastard but I took the 10% and it was
the best shopping spree I'd ever gone out of my life and I'll never forget I
called a local church I was connected to you and I said who do you know that
needs help but won't ask for it because that was us and they gave me the names
of two families and I'll never forget I went to the first family in it it's it
shaped everything in my life because I borrowed an old van from a friend of
mine holes I didn't know how to drive a stick shift so that was a very
interesting Drive and I go in took the groceries and I pulled the first house
and I wrote a note and I've done it before I got there and I said this is
just a gift from a friend have a beautiful Thanksgiving and just know
that you're deeply loved everyone has tough times and if you can someday do
well enough to do this for 100 family and pay it forward and I put love a
friend I didn't see where I was and I had someone else write in Spanish in the
back just in case they didn't speak English which was really helpful because
when I got there they didn't speak English and this woman about this tall
opens the door and she sees me holding these two things I wore t-shirts and
jeans because I wasn't going to be the giver as I remember that insulted my dad
so I just made sure that it was just like I'm the delivery boy and this woman
screamed and she crapped my neck and she pulled me down and started kissing the
side of my face and it's like no no delivery man delivery man no no no no
and she I couldn't understand then she finds his gift gift God gift God gift
from God and so I said I'll tear it I was like no
no delivery guy and and so I kind of motion where I put these groceries and
I'll never forget she motioned me in as she did she had four children and one
hit one leg one hit the other they were starving for love and
attention and they were really starving for food too and when they saw this they
were so excited it just lifted my soul and so much so that then they followed
me back out to get to the truck so then I got some more bags when they saw the
pumpkin pie it was over and the moment that is seared into my memory of my life
that changed my life was seeing at the end I didn't want to leave but I have to
I go till the other food and then one little boy just would not like all my
life looking up to me and it was just one of those surreal moments in your
life because I was that boy went dead not that long ago and so I walked in
there and I tried to give him a hug and finally try to excuse myself and I won't
speak any Spanish I felt embarrassed I should have but I turned the woman that
she's crying like this and smiling and crying quite a mixture of emotion if I'm
feeling myself trying not to cry and then you know all of a sudden I kind of
say Happy Thanksgiving I didn't know so I said Feliz not be bad I knew those two
words right and I got in a van I'll never forget I put the thing in Reverse
backed up I looked up in the rearview mirror and I saw her face with the four
kids there and I left that one little detail but I found out her husband had
left her a week before with kids with no money and no food I had no clue you want
to talk about guidance God fate whatever you want to call it but it was there
grace is what I would call it and I never I just started bawling
uncontrollably and I thought why am i crying is such a beautiful moment and I
realized that moment the worst day of my life was the best day of my life because
what I have ever been there if my father had been the man I wanted him to be in
my life if he had stayed if he had done the things that I wanted to do I
wouldn't have the drive and so I've had two families that
not Thanksgiving and then I went from there to four and then to eight and then
I got a little small company I started and they all got involved and then I got
the hundred thousand people then I got to a million than two million in about I
don't know about twelve years ago it's a two million people through my foundation
and then I matched it but I've been matching every year since then four
million people here to be fed to give an idea and then when I wrap this is my
writing this book I got really resource about these guys are multi billionaires
I'm moving in that direction which is an incredible privilege and I'm doing this
good work but I got to step up my game because we're always watching these guys
make billions we're also in a world where the rich are getting richer and
the poor are getting poorer but it isn't right and we all have something we can
do about it and people like you are the ones that will do that if we succeed we
have more we can give if that becomes our our ethic our way of being and so
the bottom line is I thought you know what how many people are a Fed in my
lifetime and at that point I fed 42 million people the course of my life I
thought what if I did that in one year and I got resourceful and I found out
how to do 50 million people and I got more inspired and I fed a hundred
million people last year so the real reason I'm here is the other reason is
I'd like to call to you to do so well that you could do well for others and if
you won't give a dime out of a dollar I can promise you won't give a 100 million
out of a billion this guy did it when he had nothing I've done it what I had
nothing that's why I'm doing it now doing well that's really wonderful that
was here in San Francisco and I just happened to see somebody Arabs leaving
newspaper and I was here earlier this year I was biggest business and I saw
that a group of nuns a group of sisters from Notre Dom were getting kicked out
they're feeding the homeless and they're about to become homeless and one of the
richest communities in the world here San Francisco with a tech community and
I couldn't believe that no one was doing it so I wouldn't let these sisters
instead let me negotiate with your landlord
don't think he wants to be hated by all humans and I met Kevin Fagan over here
for the San Francisco Chronicle I asked him how do I get these nuns he
introduced each of them and sat down with a knife
Whitney O'Shea with this man it is negotiable and there was great leverage
do you want to die you want everybody hate you
and so I worked it out so my intention was working out giving $50,000 so he
wouldn't raise the rent keep them in and then I promised them I'd get him out
within the year and help them find a new place but I got so inspired but nuns
started looking for place I was gonna help um lease it but they started
looking to buy a place it's like how you gonna buy a place you have no money they
said we're praying to God that someone will show up and buy it for us don't
think it shit so I bought him a place they have their own place so I thought
you don't even live in San Francisco what am i doing doing it here but if
you're resourceful you do what's right wherever you are and then we got him a
place and then the people are fighting us on the soup kitchen and then so I
need a new place for them to be so markets never acknowledged it but I have
to acknowledge I called my buddy has a mark I bought the soup kitchen how about
you by my condominium and mark did he bought the place that they all live how
to have for Marc Benioff over here pretty amazing
so before I go any further if you find real value by the time I'm done here and
I believe you will significant value since you came here and paid something
I'm sure I'd like to invite you to match me and helping either these local
sisters or feeding America and I will match whatever you give ten dollars ten
thousand dollars up to five million I'll personally match this room is filled
with some players if you're at that level I'll do it if you want to get
resourceful and given 10 bucks or resourceful and give 10,000 a resource
will get 5 million I'll match you or if you just want to help these nuns out I
want to point it out I bring this up really simply because whether it's
becoming Prezi United States or feeding your family or feeding the world or
changing your business comes down to resourcefulness
they asked Sam Walton in the 1974 had 78 stores and if you read the Wall Street
Journal and if you read a bunch of this reviews done by the financial community
they all said in that year sell does anybody know why they said sell sell
Walmart in 1974 78 first why would you sell because they said he's out of what
the R word what is it what these sources he has no more resources no more cash he
has no more capability and plus who else is gonna buy buy this cheap shit except
this crappy little parts of his South no one's gonna want this anywhere else and
at that time who are the biggest retailers in the world member Sears and
Kmart what happened at Kmart bankrupt look at this is not number
stores 1300 856 cameras 65 times Walmart where is Walmart today ladies and
gentlemen how many stores are out there it's the dominant player on the face of
the earth today got 11,000 stores and a half a trillion in sales I found some
other investment back then if you didn't listen those people and you never put
another dime in it would be worth 25 million dollars today because people
underestimated his resourcefulness business is resourcefulness your careers
resources you want to move up get resourceful and you're gonna do that
number one it isn't enough to be intelligent I know
you're smart as hell but sometimes being so smart puts an ego on us and makes us
not maximize our resources who's with me on this raise your hand say aye and I'm
here I want to say listen if you lose your hunger if you're willing to settle
for less than you candy or do or create or share then you're selling yourself
short and you're gonna make your life have-nots the juice it deserves
who's with me here say aye so if you want to know what it takes to succeed
you already have it every one of you resourceful but if we want to take it to
another level what's the level we want to get resourceful at let's fuck
business first in your personal life okay is that fair are you still with me
great by the way if you think about this if you want to know what it takes to
succeed in business if you own your own business how many your small business
here where there's an owner in the room raise your hand if you're an owner of a
business awesome how many of the kind of a medium-sized business here how about
your enterprise size let me see a shot of enterprise size businesses how many
have no idea what size your business is you are you're too tired to raise your
freakin hands thank you very much so whatever your business size what the
Paley is if we want to know what it takes to grow a business all you got to
look is the most successful businesses or you could go back to Peter Drucker
Peter Drucker said at 30 years ago he said all businesses is two functions
innovation and marketing innovation and marketing employs everyone else you
can't have accounting without a company as in constantly innovating and
marketing so let's write down what those are because it's also true in your
career if you want to move up within a company or grow your company you've
gotta innovate and market what is innovation it means finding a way to do
more for others than whom anyone else if you become the DOM and the for Salim or
for other than anyone else it's probably you begin to realize business as a
spiritual game because what is every religion in the world talk about every
great philosophy of meditation talk about treat my neighbor like thy love
thy neighbor like thy and yet how many people really do it if you're innovating
you're looking for new ways to make life better and the way to do that if you
want to try to have one thought that'll change the game that most in
high intention quality business owners failed to do that small businesses and
medium certainly an enterprise is they forget they start falling in love with
their products and services that is death in the world of constant change
you have to fall in love with your clients this guy over here and I'm
blowing smoke and it may sound like to you but I love mark I love him dearly
not all these years and you have must have a great respect for him or you
wouldn't be in this room we've all benefit from what he's created that
vision made from decisions but this man is nothing but innovation it is in my
opinion Forbes how do you win most innovative
company five years around for a half decades straight you do it because he's
not fall in love with his products he's always want to change the project and
give a day on the product he hears about you he's thinking constantly about how
can I make life better for you he just got traveling before he got here
to eight different cities he works around the clock he's so excited he's
gonna do another eight cities right afterwards because he wants to know what
do you want this entire company that dominates its industry is driven by that
concept of innovation you don't fall in love and don't follow up your job fall
in love with somebody you want to serve within that company those clients
because if you do that you'll move up within the company as well if there's no
limit to what you can do if you add more what as well like come on guys add more
what I know you're starting to drip down into that state nothing wrong with it
but let's get into our bodies cuz I know you intellectually but most of us know
the truth intellectually we won't do it people know what to do they don't do
what they know cuz you got to get it where it's activated so innovation
that's what innovation is about but if you lis innovate like crazy that's not
enough you still gotta be an effective marketer that who's ever seen someone
who has an inferior product or service to your own and they've had bigger
revenue sales in fact raise your hand how I've seen this have we been annoyed
by this say and why because they either innovated more you were wrong as they
were about a product but they're often they were better marketer does the best
product or service always win yes or no now the best marketing product will work
at first but if it's going to be sustained in us to be the best product
and the best marketing companies like Apple companies like Google companies
like the company you're in right now Salesforce these are the companies that
do both innovation and marketing and if you're an employee of someone and you're
saying what's my ticket to make my life the way I want it gets innovation of our
getting within you it's finding out what can I do to add more value to this
company what can they get more value our clients what kind of you think that
happen and then how do we make people know how to get people want to do
business with me want me to move up in the organization that's what it really
comes down to now here's a question marketing today
he's marketing today easier or harder give me your first gut reaction nice and
loud which one say it again easier harder I'm here a lot harder ready and
if you think it's harder raise me if you think it's easier ok well the room is
stopped 60/40 it sounded worse mecca's harder people talk harder it's harder
both of you are right it's easier and it's harder it's easier because there's
more ways to market and there's cheaper ways to market there's social media
there's on these incredible opportunities it's harder because
there's so much more competition it's hard to get people's attention today
isn't it by everybody's trying to get attention where is advertising today
tell me where is it everywhere it's like it's on bananas here some people's
t-shirts it's on their ass it's it's crazy in fact right now a lot of
retailers that deal with Millennials are in deep trouble right now
because they don't want to wear a label if somebody's brand on anymore it's a
whole different culture and you're seeing these companies are going right
now massive drop in profits right forget what the hell do we do why because they
didn't innovate enough they didn't mark enough to find out what does this person
really want need they fell in love with their product they fell in love with
their service they didn't fall in love with a client understand what do they
want what do they need what they fear and by the way that's true any of the
business or whether you work in a business that's
number one job for all of us that's what makes the economy go who's with me here
say I you know how many 15 years ago research shows that the average person
if they were exposed to advertising would see an average of four exposures
before they took action that was the average some people do the first time
some people do it nine times but the average was four does anybody know what
the average is today oh they just put it up there thank you very much that was
very helpful 16 so those that said harder you're
right it's harder because it takes so much more but that also is precluding
that your message isn't very engaging if it's engaging enough you get them the
first time now how do you do that today well if you're small business you go how
do I compete we've seen all these companies disappear right there used to
be these small bookstores and then who came along Barnes in Noble and they
thought they owned everything and then who came along Amazon and guess what
that's the game who did you use to search for years ago before Google
bought company I can't even hear you right Yahoo right
but no one searches Yahoo now right they got displaced that displacement
came for the innovation in marketing thank you if you fall here say I so if
you're not gonna break through it if you're a small business I'm sure you
freaked out about if your business is you think I'm just gonna spend more
money today spending more money isn't enough today people want something
that's authentic and real who's with me on this AI
and without that he really can't even get their attention the old ways don't
work how many of you don't even see dinner ads anymore
they're like invisible to you when you're on the web page yeah it's AI if
that's true give me a raise yet if you literally don't see the banner ads raise
your hand I want you look around the level look at the percentage that don't
even see it so lesson one banner ads what you have to do today is find a way
to add more value even in your marketing where your marketing is providing value
where you're providing information in sites where you become a trusted
resource this organization is a great marketing organization and the way the
market is they don't just sent you bunch of stuff and say buy it they put on
conventions like this and say let's bring the very best that exists let's
bring whoever we can let's do whatever we can to make sure these customers
lives are better and that's why you have an allegiance the technology works but
it's more than that remember back in 1997 when a little company called Apple
was not the most profitable company in the world when they were on the verge of
bankruptcy and they seem to have no resources but they had one thing still
they had groups of people I was one of them that buy my whole companies they
all went to Microsoft and I was like I'm keeping my Apple and my creative team is
gonna have Apple we stuck even there was no software was terrible but they
created something different watch this no disrespect just you give me the real
feeling I'm gonna say a company name you make a sound do you associate to that
company make the sound don't hesitate from the gut Microsoft
Microsoft Apple Apple that's the difference there's billions and billions
of dollar difference in those little emotional differences that you can hear
in a voice think about the difference of what's there so having the ability
create a raving fan quiet not a satisfied customer satisfied customers
go away raving fans stay and so the component that I want you to look at
though is what will really create that now big companies will try to still
major advertise in fact I got a phone call couple years ago right before the
Superbowl and it was a group from Nike and they said we want to do a commercial
and we'd like you to start this commercial but I said listen I'm the
wrong guy I love your product and I said for years that had frickin infomercials
I didn't want any no commercials just no way to get my message out so then I you
know you're between spray-on hair and fake diamonds and stuff
and I said I hated it but it got me to present States as a client got me Serena
Williams as a client that got me Hugh Jackman as a client
they got me Steve where's the client cuz people got exposed to my actual products
that they bought and it made a difference in their life so I said you
know I don't really want this but I'm doing this and I sure as heck don't want
to do a commercial and I said I love you know great great shoes great I'm gonna
go no this is really special they said Kobe Bryant has created a new
shoe it's the most incredible shoe not taking bullshit bullshit bullshit right
what's the difference between Nike and Adidas marketing isn't it true what is
really difference those shoes nothing you just have to learn to brand just do
it or you learn to brand I don't even know Aidid is not gonna show you why
Mikey's doing better like for some people right it's no
difference but they said listen hear us out we're gonna do a commercial you're
gonna love this because the commercial is gonna be where Kobe is gonna pretend
to be you and then he's gonna be coaching the most successful people in
the world and he said you'll be one of them you'll be sitting there but you'll
also we're gonna also have you know we'll have Serena Williams there and
we're gonna have Kanye West and we're gonna have Richard Branson
I said Richard's one of my friends I said Serena's with my friends and
clients I know Kanye if I call them now they're
gonna tell me gonna be in the commercial and they said if you are they will so I
called Richard were supposed to have a meeting like two weeks there London I
said are you really gonna come film this he goes if you are I go great for the
meeting in LA I'm in for it honey so we do this little commercial what the
hell is that and that made them sell a lot of shoes their mind because all they
understood is something that makes no sense
did anybody see anything about shoes that made any sense in this no because
the marketing was P match how much it costs to put all those people to room
and do this little endorsement that was a huge sum of money those are some of
the biggest players on earth and they got the return because people don't buy
products they buy emotions they buy identities if you buy a Volkswagen
you're buying a different eye then if you're buying a Ferrari and people
buy Volkswagens think people buy Ferraris are absolutely stupid if you
buy Ferraris leave people votes we go what's wrong with them because we all
identify things and branding is that identity so today though you can do this
with almost no money your small business or even a big business it's now it's
about using your brain to brand differently there's a something remember
the Chilean miners you member the Chilean miners that were stuck on the
ground for about 70 days what everyone's having remember that story you should
because was all over the world and when they were about to get out somebody
really smart figured something out we want to spend that kind of money we can
get a bigger impact than that right away if we're just a little bit creative and
we're a little resourceful remember and so a little company called Oakley said
what's gonna happen when those people come out and they've been underground
for two-and-a-half months they're gonna be blinded by the light so they flew one
of their guys with 32 pairs of glasses which cost them about two thousand
dollars and that's probably whatever not even two thousand dollars and they got a
half a billion dollars of advertising that picture was on every major
newspaper every TV pieces around the world that students to being resourceful
as a marketer or just going and spent a ton of money and hoping you can still be
part of that old order how many follow say I now you might say but Tony we are
company we sell data or we sell something else we don't sell something
emotional people to buy for a motion you're wrong they still buy an identity
right not bad you know Harry Potter they're opening a brand new Harry Potter
that they're gonna do down to Universal Studios and people waiting for years and
of course Universal had a budget I apologize don't remember the number but
it was a gigantic marketing budget but fortunately the person running marketing
was much more resourceful so you know she did she decided she was gonna spend
not one dollar on advertising not a penny she wasn't gonna make even a
commercial to go on the web she called the twelve largest bloggers in the world
who are experts and followed on Harry Potter she said at midnight send them a
special invitation there's only 12 of you here
by one second-year off the call we're gonna give you a special insight to
what's coming she spent an hour on the phone telling them the story of what was
gonna happen and within 24 hours more than 250 million people around the world
knew everything about what that park was and then spent a penny because she was
resourceful don't tell me you don't have the resources if you don't it's because
you're a low-energy it's because you're so freakin smart you're in your own way
you're getting your brain being smart you're staying in your head I tell
people stay in your head you're dead it's the heart where you'll find the
breakthrough who's with me on this AI and that's also true with your a company
or whether you're an individual a company wants to move up cuz I know some
of you is like well that's great for the company what about me this is really
about you in the end how do you can be more resourceful to innovate bring more
value you brought that to universal do you think that woman's gonna move up in
that company do you think people in that company you're gonna want her to be a
top executive there is no limit the only limit to our impact is our creativity
and caring if you're clear enough and you're creative enough there is no women
but most of us allow our mind to get in the way we get caught up or we just do
what we've been doing and we do it a little bit better but that's not gonna
make you feel alive it's not gonna feel joy in your life now here's a question
is it possible that the breakthrough you're looking for by the way how many
came you're looking for breakthroughs for your business or within your career
make it if that's one of the main reasons you came here besides to party
could you kept y'all about last night I know you're out partying like crazy how
many came here for some breakthroughs right hands a great breakthroughs or
sometimes counterintuitive sometimes it's the littlest thing
they'll do it I want to get you to think about this this business because you
could make breakthroughs there no one thought because they're looking for the
big thing if you're a tech person if you're a sales person we all think a
certain way based on the way we've been conditioned and trained but if you think
outside the nine dots if you do what everybody else does you do a little bit
better you have a little advantage but if you do what no one else does you have
a gigantic advantage so I'll give an example what did Steve
Jobs do in 1997 when Apple was almost bankrupt and he had no no money one
thing he's he made a deal with Microsoft which was like evil empire Tafel but
what did he do what was what did he do she could hope the product he did enough
time he came up with a product that most people would say well there's no
innovation in fact his engineers the people inside they're all saying this is
a piece of crap he want to build he said trust me we're gonna do this I don't
think he said trust me he was a little more intense than that right he said
this is what we're gonna do don't question me I think it's what he
actually said you probably know what he said you were good buddies back then and
so what happened he I know what had happened because one of my dear friends
said to me one day we're talking about computers for some reason I don't know
why but he says my grandmother wants a computer for the first time and I said
what kind he said that's why I asked her and she said a pink one remember what
happened with the old iMac do you guys remember that break your thoughts what
kept the company alive and all it was was what color were computers before
that what color were they throw up bays weren't they right and all of a sudden
all he did was come out and bring color that was massive innovation now how much
creativity how much money did that shit cost that's what we're talking about
when I talk about being innovated you want to think outside of it I'll ask you
a question where were you in 1999 where were you living what were you doing for
a living you're partying like it was 1999 who remembers where you were in
1999 okay now that you're there stay there for a moment 1999 answer this
question for me if in 1999 what was the dominant computer company in the world
who was it quick Microsoft controlled what 98 percent of
all computers through their software 98 percent that's a fairly large market
share right now at that time Hill Gates had a really beautiful vision brilliant
visions you want to get rid of all those
Britannic encyclopedias and he wanted to create this online resource that would
allow you to be able to know all the knowledge of humanity for everyone any
time and he had a budget that was virtually unlimited and some of the
smartest people literally in the world that worked at Microsoft is it true yes
or not smartest people unlimited money that's
called unlimited resources now his competition was a group of
people working as volunteers all volunteers no money no background no
experience no infrastructure and supposedly not as smart because they
certainly weren't paying that kind of money to be smart if I asked you in 1999
who would you bet on be honest if you had to put a sum a large sum of money
Microsoft with all the resources are a little group of volunteers called
Wikipedia who would you have bet on tell the truth nice and loud go that's
right and you would have lost heavily and the reason I tell you that is really
simple when we talk about innovation when we talk about breakthroughs
sometimes the littlest thing is the biggest thing the littlest thing by the
way being first is not enough that eat anymore either you can be first and then
Apple comes alive takes it from you afterwards by being first is not in
there was a company called Vimeo that was first in the marketplace doing what
now most of you think YouTube does in fact if you looked at it back then we
saw Vimy oh you saw YouTube two-year difference between them I know Chad who
created YouTube brilliant guy and what he did was really good when I teach he
modeled them he saw that they did he modeled them if you looked at visually
back then they looked very very similar they did the exact same thing but one
was sold for 1.65 billion dollars a couple of years later and the big big
difference what was it look at them visually look pretty much the same
someone tell me what was the one point six five billion dollar difference
now they uploaded the same way speed they have the same speed if that video
was a little bit faster and a little bit more efficiency in the beginning
somebody just said it he must know the story sir there were looking up put it
up on the screen there there's one share button versus nine share buttons on
YouTube somebody said the more you ask asking you shall what receive if we ask
enough times we'll share but when people share you get that geometric multiplying
effect that we all understand now that difference is the difference between two
large companies one of which is kind of nice but is dwarfed by YouTube and the
other ones went on to become the basis of where most people's put with their
time and the energy for a lot of people for creation so I want you to get that
if you and I are gonna go to a different level
all you gotta understand is it isn't beyond your reach
it's beyond your reach if you're low energy and feel on your reach if you're
Unruh sourceless beyond your reach if your ego tells you you're so smart we
need to put our smart society and use them with enough emotion and connection
to say how can I add more value that's where the game really changes who's with
me on this AI now so that comes down to then how do we really make sure that we
succeed that how do we get this resourcefulness in our companies how do
we do within ourselves let's start with the companies the most challenging thing
in the world today is a term you know business we all use these terms they
come buzzwords we hear them so much but the reason they start out is because
they're usually true and that buzz word is engagement right I know mark is
obsessed with engagement I'm obsessed with engagement when I walked up here
I'm right up here they wanted me run from back there it's hot as hell and I
look around and nobody's engaged what the hell
and so I know I can't serve you if we don't become engaged together oh I can't
do that if I just hear and talk to you and talk at you so that's why I asked
you and I really thank you for participating and we want to keep that
energy going because we've gone long enough that you've begun to go back into
your learning chance you're being very kind and participating I'm really
grateful for it but the higher the energy the more you'll retain who's with
me let's talk about engagements bells
engagement engagements where everything grows what's our job in business our job
is add more what win once in a while or every time if you do it for decades you
become a brand if you come a brand people then down on one knee we find out
of things to buy coca-cola even though very often when you do studies and
they've done in the past some of their competing brands seem to have a better
taste test results people don't give a shit give me the coke because he gives
them certainty because it becomes part of their identity right so our job is to
engage people and if we look at engagement involvement passion
connection massive focus on how to do more for the client than anybody else
what how are we doing that how we do it all Muslims pat ourselves on the back
but throughout the statistics this is scary and crazy and it shows UI con amis
around the world and where they are right now according the Gallup poll
which was done in 142 countries intensive 13% of employees worldwide are
truly engaged in work meaning they're passionately connected to the sense of
mission the value and when they're at work they're trying to maximize their
time for the benefit of that mission that means by the way 87 percent are not
engaged now it's better in the United States we're better than anywhere else
in the world we have the highest engagement a whole 29 percent think
about that that means 71% of US workers are disengaged that's pretty crazy does
that make you crazy and I know it's truly night when did when I won of this
last book tour I did a hundred and ten interviews
it's crazy most I've ever done and so I was going all around I won't mention the
companies but I was going all the media companies and I walked in these
buildings I got 31 companies I a very passionate
eval use about how we play the game of life right and I walk these buildings
and the world because we're so technology driven it's so dead but I'm
walking around watching people on their personal Facebook tweeting do all those
stuff and the energy is so because there is no mission and you look
around and go how do these companies survive and if you look at our economy
our productivity is dropped everything else not because now we're so distracted
because we have so few companies that have that mission connection today and
the ones that do they dominate completely dominate in that process now
what should really concern you is the next statistic 24% are actively
disengaged what does that mean it means they have no passion for the work they
lack any motivation get the job done they're unhappy and they're likely to
attack the company if you're trying to grow your business and one-quarter of
them are trying to screw you over that work for you then are your partner's how
many know people like this in your own business come on raise your hand if you
know nice and high raise your hand if you look around the room clearly Donald
Trump has at least one of those have said his taxes to the New York Times
right somebody was actively disengaged at the
Trump Organization said his tax returns and kind of gave him a whole nother
challenge for him to deal with once again cuz he didn't have enough before
this that's how bad it is now here's what's great the companies that do have
engagement have an unbelievable competitive ang unique where some of the
companies have the most engaged employees let me tell you - tell me tell
me how they're already putting it off - thank you so much your timing is
wonderful we put Salesforce do they have you engaged yes or no whatever the
company gets a convention of a hundred thousand people to come and spend time
four days throws the best parties with YouTube
gives you the best technology and you want to come back how many have come
back here more than once to this dream for us let me see your hands
that's called engagement but the employees at Salesforce engaged because
March turned out with a vision from the very beginning we're both into
contribution and the very beginning so tell me buddy there's one one one plan
that now Google uses right one percent of our stock one percent of our profits
one percent of our time I'm sure you'll go over the hot newest statistics in his
over his talk tomorrow so I won't say a word steal that from it's his company's
ideas but I'm impressed that I'm sure you will be too Google Starbucks Zappos
you name it Tony Robbins somebody that's not Beth not oh that's oh that's the
slide of Tony Bob's ok I'll get that they'll try to put us in Salesforce
we're not that in that realm not yet anyway so the point is what these
companies have is innovators here the statistics that the study showed throw
them up there real quick for us if you would none of the things you'll see
immediately when you look at these companies are 20% higher profitability
on average 10% higher customer ratings 28% less theft 448 percent fewer safety
infinite I'll tell you what else they found nearly two times greater
satisfaction at work one point seven to be exact and they're three times more
likely to stay how important is that to a company sustainability right today the
average cost if you lose a sales executive it cost you a million dollars
in business it'll take 12 months before you were back to the same level to
replace that person all because you didn't fully engage so how do we get
people to engage we get them engaged because think about this how can you get
us the gauge if you're not fully engaged and how many of us have been guilty of
getting overwhelmed stressed frustrated whatever and not being fully engaged
who's been there before even in this room of engaged people right hand say I
so if we the hungry driven ones can let this happen to ourselves you can know
what's happening with everybody else that's not as driven as you are in this
area so it is a challenge to say the least how do we solve that challenge
well you can't move someone if you're not moved
you can't touch someone if you're not touched and that's why what we're here
to do today want to talk about a few moments maybe the most important thing
of all and that is making sure that you are fully engaged in a way that produces
the maximum results that you want so rather me tell you if I tell you to
be me telling you here's what you do stand up just for a second real fast
stand up shake your body out shake it out just for a second shake it out shake
it out and put yourself in a group of three people as fast you can if you got
a notebook with you you're welcome do it but go grab three people real fast and
why don't you grab a notebook or a phone or an iPad or something and we're like
you all three of you raise your right index finger towards the ceiling and
you're all three of you okay point to the leader of your group now
whoever's got the most fingers you're in if you all pointed at yourselves we know
a little bit about your group okay so here's our leader here's what you do I
want you in fact just sit down first for just a moment now you know who your
group is in a moment you're gonna jump back up with your group I want you to
write down the answer to your question throw up on the screen for me the
questions real quick I want you to write down an honest answer as to how engaged
are you to your maximum capability how would you rate your level of engagement
with the people you lead an image on a scale from one to ten ten is absolutely
off the charts mind-boggling they blow your mind
one is that I got a dead group of people right and what do you need to improve
what do you need to improve to increase that engagement sort of mean telling you
you tell me you tell each other and the third question what specifically do you
need to do to engage your people in a different level what could you do
because we're gonna share this because then you get some ideas for the other
two people as well and finally what do you do what do you do a less than
adequate job engaging what could you do better with that person other words
think of someone you're not gonna engage if you're good engaging everybody how do
we have a problem child someone who does not maximize their resources within your
team might shame if you got something like that good but I want you to write
down that person and ask yourself instead of they're screwed up what can I
do where am I not engaging how can I engage
them more so five quick questions and then I'm gonna put you in your team
oh yeah shake it out break it up give me your score how many of you were perfect
ten and your engagement as a leader raise your hand okay one wire good very
nice how many were nine raging if she gave
yourself a nine who was an eight okay now why you look 90% of this room
maybe 95 is below an 8 on a 0 to 10 scale by your judgment not mine I'm not
so judgmental with you as you are and if you're below an 8 how could you possibly
maximize your resources let's let's enjoy yourself because listen we don't
give your all I remember I got a chance to interview coach John Wooden and
remember who John witness greatest basketball coach in history of the world
college basketball won 11 national championships 88 games in a row and it
wasn't like the Bulls with Michael Jordan every year was new players it's
College I remember he taught me something he said Tony asked which one
was his team that he was most proud of and I know a little bit about basketball
I'm old enough to remember Lew Alcindor Jabbar Grinnell told you Bar people like
thought that was going to be the group for sure but winning his team that was
not the team UK team kicked the team I'd never heard of and I said why that team
they didn't perform as high as these other teams why would you pick them as
the greatest team you ever worked with he said 20 because they maximized their
abilities he said you know what he taught anyone ever worked or was coached
by Coach wooden he taught people really something simple he taught them how to
be great men and the way he did it was he said it's really simple stop thinking
about the score of the game and focus on one thing you can control how much you
give every moment you're on that Court he said they're gonna be days when you
win and when you lose but the only days you're gonna know when you when you're
lose are gonna be by your measurement of yourself if you every single moment
you're on that court you're engaged at level 10 or above if such a thing were
to exist and you gave every ounce of yourself every minute on the court then
it doesn't matter what the score is you want could you became more and you gave
more and in life we don't get to keep anything except what we give because
that's what makes us become something different his entire mindset by the way
was if you give your all every single mom in the court and every one of us
if all of us are a hundred percent engaged he said 99% of time you're gonna
highest score sometimes someone's getting lucky they'll get a different
call the ball will drop but you can't control that you can control you so if
you're below 1/8 which most this room is it might be time to change and maybe
that's what I felt when I walked in this room and the energy was lower it's like
it's not a judgment it's just I want you to have the enjoyment that comes at 10
I don't think you remember a time when you were so engaged in something that
bombs could be going off you would know you were like right there in the zone
nothing else could distract you who's ever been in that place yeah make a
sound of how it feels when you're in that state make a sound go for it now
make the sound of level 7 engagement
and then imagine doing that everyday so then you want to find some new
technology that will get you excited again and the technology is only as good
as our engagement those with me on the set ah so now I want to ask you real
fast round-robin while you're standing with your group what makes someone
engaging what makes someone disengaging make a list you have one minute go
together do it together don't sit down do it together
somebody tell me give me example of two things that make them engage in two or
three make them engaging two or three making disengaging anyone raise your
hand let me grab somebody will grab microphone bow yes sir right here give a
hand names Pancho and from San Luis Obispo great tell us three things that
make somebody make you one engage with them tell us three things make you want
to disengage or not be involved with them yeah so engagement positivity
level-headed mission oriented okay disengaging unappreciative grumpy and
unjust very nice skip ahead very nice way to tell us three things that make
people engaging tell us three things that make you not want engage with them
or disengage empathy Drive and positivity disengaged would be lazy mean
and somebody that has the worst case scenario attitude very nice give her
head ready tell us and we came up with one three things for someone be engaging
would be drive positivity and openness great disengaging would be victim low
energy and me not we attitude give her hand thank you very much let's see what
you do inside yourself to turn on engagement to turn it off now human
emotion is energy in motion that means if you want to change how you feel you
can do it by how you move if you try to do with your head you can go in circles
can't you rationalize goes in the nut so I want you to try something real fast
we're gonna go real simple exercise I want you to discover how you can change
your own engagement and your own interaction with people by seeing what
you do in your body when you go to engage someone and I'm gonna give you
some deliberate scenarios where do you three real fast number one when I say
now I'm gonna ask you introduce yourself to as many people as possible you can
and in two minutes when you do that I want to introduce yourself to people you
don't know but I want you to do it from a different emotional state I want you
to do it as if you think this is the stupidest exercise in the world and it's
a waste of your time and why do you have to talk to this idiotic person in other
words you're not gonna say it but I want you walk up to them like it's a total
waste of your time hi how you doing you gonna shake their hand like like I yeah
you sir come here you come here give it what's your name
what Hadrian deliberately walk up and be in a state where you really think it's a
waste your time I don't have to talk this person but you're gonna do it
anyway and I want you to notice listen notice what you do to be in that state
in your body what do you do with your face what do you do with your breathing
what do you do in your posture if you go straight towards them or do you hesitate
I want you to notice not only how it feels to be greeted that way that'll be
obvious I want you to notice what you gotta do to be in a state where you
disengage with someone like my it's a waste of your time get to as many people
as you can in a minute half and notice what you do by the way you're gonna be
in a state you don't want to do this you're just doing because you have to go
okay stop let me out of the room freeze freeze where you are the room that
wasn't hard for some of you freeze he's gonna go to heii I'm done
now how many of you couldn't help yourself you're like hi hi hi I saw a
few of you out there how many actually did it how many actually did it raise
your hand if he really did say so I want to yell out the answer because we have
about what 7000 people in this room and they're from all over the world so it's
a great test ground for human beings raise your hand if you had to change
your body to go in this lousy state in some way raise your hand if you change
your body say I raised here to say I if you change the muscles in your face to
get in this little annoyed State say I tell me did you did you increase your
breathing more full or more shallow in the state nice and loud which one which
one did you talk louder or quieter which one which one did you talk faster or
slower in this thing which one kind of like the room when I walked in here
and I want you to get this there are 7,000 people here from 100-plus
countries and you're all saying the exact same thing and I didn't tell you
those things you're telling me because in order to go on that crappy state
that's you all have to do if you use your body that way you're gonna feel
lousy no matter who you're around and many of us don't we think it's other
people in this the state we put ourselves in so there's a pattern here
that's pretty universal isn't there so let's try something shake that out of
your body get out of that state and let's try a totally different state this
time this time I want you to do this like you're a little kid if you do it
like an adult you're like were we doing this stupid episode but if you're a kid
you have fun with stuff who's gonna have some fun with us say aye
awesome but here's what I want you to do in a moment I want you introduce
yourself to as many people different people again but this time I want you to
do it from a state where you're definitely afraid they're gonna reject
you okay now don't tell me you know who's
ever not done something because you're afraid of being rejected or failing
raise your hands say aye so would it be useful about what you do
to put yourself in that place because if we know what it is we could what change
it because it's the in your body it's not just in your head then when you know
the pattern you can change them so I want you when you do this to exaggerate
your fear do you know why cuz achievers never get fearful we just get stressed
and stress is the achiever word for fear isn't it if I follow the trail of stress
it'll bring me your deepest fear and the fear we all have is I might fail and
then it means I'm not enough if I'm not enough I won't be loved those are the
deepest fears that people have inside their head I want you to do this I want
you imagine really like a little kid shows their fears I don't fight I'm
afraid makes this tension in their face right their body I want you just really
go for it it's kind of like you know like if I came up and said hi what's
your name hey Paul how you doing
give her hand is a ball boy these are general kind of like how many of you in
this room have ever watched like let's say the Olympics the Winter Olympics on
television and you're sitting in your chair and you're watching some and
skiing or snowboarding you're just seeing yourself in or something this who
knows what I'm talking about here say hi I want you to exaggerate so you see what
you're doing on a more subtle level just one minute as many people too can but
like a little kid you're definitely afraid and I want you to see what are
you two different with your face your shoulders your breath your voice we
shake hands and let's see if it's different or the same as when you're
really annoyed I think you'll find it's quite different ready go take your body
out get out of that state question did you use your body the same or different
than when you're pissed off and annoyed which one yes
raise your hand if you change the muscles of your face in a very different
way than when you're annoyed but you can't say did you talk louder or quieter
than when you're pissed off faster or slower yes did you go straight for more
hesitate did you breathe more full or even more shallow than when you're
annoyed which one can you hear everyone saying the same thing what are the
chances of 7000 people from 100 countries without Direction saying
they're feeling the exact same thing in their body when they're feeling the
emotion it's because we're all unique but when you use your body one way
you're gonna be pissed off use another way you're gonna be feeling fearful and
how fast can we change how we feel that if all we got to change our movement how
fast like that let's take one more shake your body out okay this time how many of
you own your own business let me see your hands
how many of you are leaders of the business raise your hand okay how many
of you are parents raise your hand how many of you have a relationship check
this out a relationship with a human with a human
then this shit's gonna work for you here's what you do when I say now I want
you to greet people but we're gonna change the motivation because I hate the
word motivation I've never been a motivator but I do believe motive does
matter if your motive is just to manipulate most of us have pretty giant
bullshit meters and we can figure that out at this stage can't we even reality
television is bullshit so we know what's true how many know what I'm talking
about here say I so the motive change is going to be this I want you to approach
somebody and greet people and meet people in two minutes but we're gonna
have a different understanding if this person does not like you in the first 3
to 5 seconds of meeting you they don't like you in the first 3 to 5
seconds of meeting you they are not gonna do business with you and your
children are not gonna eat next week or just in case you don't have kids we'll
do it this way if they don't like in the first 3 to 5 seconds then everyone you
care about dies like pigs in hell if it was that important I bet use your body
and face differently wouldn't you so by the way when you gonna do this I'm
talking Full Tilt like it really is true and let's see if he is your face your
voice and your body differently ready go please if that felt better say
question did you use more of your body or less of your body more muscles in
your face or less more voice louder voice are quieter faster or slower than
the other two we did did you hesitate to go straight for did you touch him did it
feel good why is she seeing you I touched because the emotion is created
by motion in other words listen to me if you use more of the gifts your Creator
has given you you will experience the gifts you think you're looking for
someone everything you want everything you want to feel is already inside you
my friends
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