Speaker: 00:00:11

I played high school basketball

and, one of the things I thought the

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coach did phenomenally well was, he

rarely would reward high scorers.

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But he'd always reward high assists.

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And I think that's, continuing

with our sports analogy.

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That's probably about right.

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Everybody wants to score and needs to

score is going to score a great, good

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for you, pat on your back, but like

the assist man, that's a tough skill

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to cultivate, but when you cultivate

it, you become the most valuable

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person on the team because now.

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we've moved from football to

basketball, but you just took

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yourself from being one entity that

can score to five entities that can

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score, or can position for a score.

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And if you apply that to business,

goodness, I'm thinking right now

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about the people on my team, the

people that are good with the assist,

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like Yvonne, my CTO started out as

my EA, he's the best on the assist.

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I could do this right now, I would

do a thought experiment where I just

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drop a random problem into Slack.

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He'll be the first one like I'm on it.

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It's not even his problem, his job,

his department, just, I'm on it.

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Love those people.

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Like that.

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I do too.

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That's the epitome of initiative.

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For me, which is one of

our five core values.

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if you could have a team full

of him, they're out there.

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They really are.

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Like, it, that's one, not in the way that

he does it exactly the way that he does.

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Everybody does it a little bit

differently, which is, makes us all

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interesting as humans, But the point is.

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That's a great example of

what we're talking about here.

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And he also knows that when he

does that, he's probably going

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to get positively reinforced.

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Somebody's going to say something

to him and attaboy, like we

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have a whole channel around him.

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I'm brutally mean to him.

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Yeah.

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And no compliments.

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I just, yeah.

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Nothing but vitriol and hatred.

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Somebody's nice to him.

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I know.

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It's funny, man.

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He's become one of my best friends.

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it's weird how that happens.

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It does evolve.

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one of his other lines

is, this is another one.

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it's in your best

interest that we succeed.

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It's in my best interest that you succeed.

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We actually really want the same thing.

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And when I'm hiring folks, I say,

listen, Like if what tier 11 offers

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you is in alignment with what you

want, if it's perfectly in alignment,

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we have a match here because what you

want is the same thing that we want.

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We want the same thing.

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So we're united in that goal of getting

the company, obviously, to that next level

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of success and success for our customers

equals helping them achieve their vision.

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But in so doing, it helps

you achieve your professional

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goals and your personal goals.

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that's nirvana in the working world.

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whenever we interview something,

like I'm the last person that does

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the interviews and that is my line.

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Cause I have to find out like, what

is it that just makes you tick?

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what do you love doing?

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What could you do all day?

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what just lights you

up about this industry?

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Tell me what it is.

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And then I, what I try to do

is align that with, you can

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take that thing that you love.

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And if that overlaps perfectly

with what we're trying to do

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here, this is a good match.

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And if they have all the other five core

characteristics, ultimately that's going

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to be a successful working relationship.

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one of the things that, he does

say, and I'll leave you on this

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in the second, part of this, on

confrontation is healthy is that.

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and I've seen a lot of

documentaries on parcel.

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I just love parcels first off.

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He's funny, no, he's a Jersey guy,

not Massachusetts guy, I didn't

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know that was a epic battle.

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That was raging thing there.

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Although I've got a lot of

friends in New Jersey actually.

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he says one of the biggest things

when players come back to him 10 years

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after their playing career, they say

the one thing that they remember most

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about him is this, that one line is.

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When he said, I think you're

better than you think you are.

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And they say that motivated

me more than anything else.

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And they thank him for that.

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I think as a manager, that's

a pretty powerful statement.

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If you don't think that about your

people, if you literally think like you're

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lying to your people and saying that you

probably have the wrong person on the bus.

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Isn't that interesting?

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I guess that means that nobody

reaches their potential without some

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motivation, some encouragement.

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they say the best people don't need

to be led, managed, or motivated.

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Best people need to be pushed.

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I was gonna say, I don't

think I've ever seen that.

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I think it's an archetypal truth, dude.

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Luke needed Obi Wan.

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Rocky needed that weird

old man in the corner.

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What was his name?

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Nick.

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No.

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Yeah.

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Was that it?

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Yeah.

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you can't just No, yeah.

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I think Nick is right.

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But you couldn't have Rocky just wake up

and be like, I'm gonna get in shape now.

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You need that just,

what would you call it?

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It's almost paternal in nature guide.

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Yeah.

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You need the guide.

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You need a guide.

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I always just say that like when I ran

the regional sales division for fat

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corporate 500 companies that spend

the most time with your best people.

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I'm going to send it, spend all

the time with my worst performer.

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So that's the worst thing you can do.

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Like you need to figure out a way to, if

they're your worst performers, what is it?

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Is it training issue

or is it a them issue?

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You need to ask yourself that question,

but spend most of the time with your

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best people because they're the ones.

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You want to model success and

see what they're doing so that

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you can teach others first off.

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But secondly, they're the

ones who need a coach.

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Like even though tiger woods isn't at

the top of golf all the time, the big

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expression way back in the nineties

was, Hey, even tiger woods as a swing

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coach, like even, Albert pool holes

who won eight MVPs had a hitting coach.

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name any great performer like

Aaron Rogers has a quarterback's

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coach, so did Tom Brady.

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The point is everybody needs a coach

and at the higher level, it's a

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tiny little incremental differences.

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I have a coach, I have a business coach.

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You have a coach, you have mentors,

and you have people that help you at a

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higher level, get to that next level.

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do you need it as motivation?

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No.

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Does it help you get to the next level

of performance when you have that

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kind of input from an individual, and

Parcells does this extremely well?

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Yes.

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He was coaching probably the greatest

linebacker of all time, Lawrence

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Taylor, was not Willie McGinnis.

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Sorry, Patriots fans, but

Lawrence Taylor and even Lawrence

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Taylor needed motivation.

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And that's what Parcells did.

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It's Oh, you got 14 sacks.

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Oh, you missed that one.

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the Seattle game back in October

because you did, the swim move and

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you should have gone on the inside.

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You went to the outside and it's

like that's how he would do it.

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cause LT was just this

super competitive guy.

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So yes, everybody needs it.

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do they get it a lot of times?

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No, but I do think that's the

difference between a high level

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performance and a superior level of

performance when it comes to your team.

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And when it comes to

us, a hundred percent.

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I think it's worthy of mentioning

here because a lot of the people

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we're talking to are, they're

not necessarily at the top.

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I sold my agency.

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I'm no longer at the top.

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I'm in the middle.

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And so what we're talking

about, me dispelling should

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also be the thing that I expect.

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and maybe even ask for, it's Hey,

I need some radical candor for

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my own improvement opportunities.

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What can I do better?

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you're going to be entering a

new stage of your career, right?

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like you're already starting

to lay the groundwork for that.

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it's going to be in this space.

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you've gotten, you've checked that

box of, Hey, I've sold my agency.

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That's a pretty big box to check.

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: 00:06:44

Not many people get to that point.

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Not many people get to build

a multimillion dollar company.

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it's like less than one half of 1 percent

get to 5 million and then 10 million.

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It's like 0.

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001%.

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I forget what the percentages are.

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It's a very small portion.

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And then to sell it.

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Like you're in rarefied air.

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So what's that next step?

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Is it going to be like a Greg Smith

is going to get you to the next

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stage or another type of mentor?

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I know you're part of all these groups,

but it's every stage you need somebody

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to push you to that next level.