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How Chloe Temple Used Personal Data Tracking to Transform Her Leadership · Private Equity Data Guy

0:00
Sometimes
0:00
you
0:01
can
0:01
learn
0:01
lessons
0:01
multiple
0:02
times
0:02
in
0:02
order
0:03
to
0:03
actually
0:04
need
0:04
to
0:04
make
0:05
the
0:05
shifts
0:06
happen.
0:06
Just
0:06
as
0:07
I
0:07
pressed
0:07
enter,
0:07
I
0:07
was
0:08
like,
0:08
what
0:08
have
0:08
I
0:08
done?
0:10
And
0:10
sure
0:10
enough,
0:10
like
0:11
the
0:11
next
0:11
three
0:11
weeks,
0:11
I
0:11
got
0:12
completely
0:12
buried.
0:13
I
0:13
was
0:13
like,
0:13
no,
0:13
I
0:13
don't
0:14
want
0:14
timeshares.
0:15
Please
0:15
leave.
0:15
It's
0:15
so
0:15
annoying.
0:17
Please
0:17
leave
0:17
me
0:17
alone
0:19
videos
0:19
about
0:19
weddings
0:20
and
0:20
baby
0:21
stuff.
0:22
Because
0:23
the
0:23
algorithm
0:24
had
0:24
learned
0:25
from
0:25
me
0:25
that
0:26
I
0:26
was
0:26
forwarding,
0:27
you
0:27
know,
0:28
funny
0:28
things
0:28
about
0:28
that
0:29
so
0:29
that
0:29
they're
0:29
not
0:29
having
0:30
cognitive
0:30
friction
0:31
standing
0:31
in
0:31
front
0:31
of
0:31
a
0:31
shelf
0:32
going
0:32
da
0:32
da
0:32
da.
0:33
Because
0:33
at
0:33
the
0:33
end
0:33
of
0:33
the
0:34
day,
0:34
you
0:34
really
0:34
don't
0:35
want
0:35
to
0:35
spend
0:35
that
0:35
much
0:36
time
0:36
in
0:36
a
0:36
supermarket.
0:37
This
0:37
is
0:37
the
0:37
Scale
0:38
your
0:38
Business
0:38
with
0:39
Data
0:39
podcast
0:40
with
0:40
Graham
0:41
Crawford
0:41
of
0:41
Crawford
0:42
macmillan.
0:43
You're
0:43
now
0:43
listening
0:43
to
0:43
the
0:44
only
0:44
podcast
0:44
that
0:45
is
0:45
designed
0:45
from
0:45
the
0:45
ground
0:46
up
0:46
to
0:46
bring
0:46
you
0:47
insights
0:47
and
0:47
stories
0:47
from
0:48
real
0:48
data
0:49
experts.
0:50
You'll
0:50
learn
0:50
how
0:50
to
0:50
use
0:51
the
0:51
power
0:51
of
0:51
data
0:51
to
0:51
take
0:52
your
0:52
business
0:52
to
0:52
the
0:52
next
0:53
level.
0:53
With
0:53
Graham
0:54
and
0:54
his
0:54
guests,
0:55
they're
0:55
also
0:55
going
0:56
to
0:56
show
0:56
you
0:56
how
0:56
the
0:56
data
0:57
is
0:57
often
0:57
the
0:57
gold
0:58
hidden
0:58
in
0:58
plain
0:58
sight
0:59
and
0:59
how
0:59
it
0:59
will
0:59
unblock
1:00
the
1:00
road
1:01
to
1:01
growth
1:01
ahead.
1:02
With
1:02
the
1:02
clarity
1:03
of
1:03
vision
1:03
and
1:03
inspiring
1:04
leadership
1:04
of
1:04
change,
1:05
your
1:05
business
1:06
should
1:06
be
1:06
able
1:06
to
1:06
make
1:07
multimillion
1:07
dollar
1:08
decisions
1:08
in
1:09
minutes,
1:09
not
1:10
months.
1:10
So
1:11
let's
1:11
get
1:11
started.
1:12
Thanks
1:12
for
1:12
listening.
1:13
Welcome
1:14
to
1:14
Scale
1:14
youe
1:14
Business
1:15
with
1:15
Data.
1:15
So
1:16
today
1:16
I'm
1:16
excited
1:16
to
1:17
welcome
1:18
Chloe
1:18
Temple,
1:19
the
1:19
founder
1:19
of
1:19
Pop,
1:20
a
1:20
leadership
1:20
consultancy
1:21
that
1:21
has
1:21
worked
1:21
with
1:21
over
1:22
1,000
1:22
leaders
1:22
from
1:23
companies
1:23
like
1:23
Nestle,
1:24
Unilever
1:24
and
1:24
Mars.
1:25
Chloe
1:26
brings
1:26
a
1:26
unique
1:26
perspective
1:27
to
1:27
our
1:27
conversation
1:27
about
1:28
data
1:28
driven
1:28
business
1:28
decisions.
1:29
Having
1:29
spent
1:30
years
1:30
as
1:30
a
1:30
buyer
1:31
where
1:31
she
1:31
used
1:31
customer
1:32
data
1:32
to
1:32
influence
1:32
merchandising
1:33
and
1:33
marketing
1:33
strateg
1:35
beyond
1:35
her
1:35
professional
1:35
expertise,
1:36
Chloe
1:37
has
1:37
a
1:37
fascinating
1:37
personal
1:37
journey
1:38
that
1:38
includes
1:39
tracking
1:39
her
1:39
own
1:40
well
1:40
being
1:40
data
1:41
for
1:41
over
1:41
seven
1:41
years
1:42
through
1:42
a
1:42
system
1:42
she
1:43
developed
1:43
herself.
1:43
Called
1:44
Me.
1:44
We
1:45
be
1:46
more
1:46
about
1:46
that
1:46
later.
1:47
This
1:47
framework
1:47
helped
1:48
her
1:48
to
1:49
transform
1:49
her
1:49
approach
1:50
to
1:50
leadership
1:50
and
1:51
life,
1:51
focusing
1:51
on
1:52
purpose,
1:52
performance
1:53
and
1:53
well
1:53
being.
1:54
Chloe
1:54
believes
1:55
that
1:55
leadership
1:55
is
1:55
a
1:55
choice,
1:56
not
1:56
a
1:56
title.
1:56
And
1:57
that
1:57
data
1:57
can
1:57
be
1:57
a
1:58
powerful
1:58
tool
1:58
for
1:58
anyone
1:59
seeking
1:59
to
1:59
increase
2:00
their
2:00
influence
2:01
and
2:01
unlock
2:01
new
2:01
potential.
2:02
Welcome
2:03
to
2:03
the
2:03
show
2:03
Chloe.
2:05
Thank
2:05
you
2:05
very
2:05
much
2:06
for
2:06
having
2:06
me.
2:06
And
2:06
what
2:07
a
2:07
wonderful
2:07
little
2:08
intro.
2:09
Thank
2:09
you.
2:09
Well,
2:10
you
2:10
deserve
2:10
it.
2:11
So
2:12
I
2:12
nearly
2:12
went
2:12
with
2:13
welcome
2:14
to
2:14
the
2:14
show.
2:15
The
2:15
Internet's
2:16
second
2:16
favorite,
2:17
Chloe
2:17
Temple.
2:18
Oh
2:18
no,
2:18
don't.
2:19
That's
2:21
just
2:21
a
2:21
little
2:21
bit
2:21
of
2:21
the
2:22
origin
2:22
story
2:22
of
2:23
one
2:23
of
2:23
your
2:24
posts
2:24
that
2:24
got
2:24
us
2:25
speaking
2:25
in
2:26
the
2:26
first
2:26
place.
2:26
So
2:27
how
2:27
did
2:27
you
2:29
come
2:29
to
2:29
be
2:29
the
2:30
Internet's
2:30
second
2:30
favorite,
2:31
Chloe
2:31
Temple?
2:32
Well,
2:33
once
2:33
upon
2:33
a
2:33
time
2:34
I
2:34
was
2:34
the
2:35
Internet's
2:35
top
2:36
Chloe
2:36
Temple.
2:37
There
2:37
aren't
2:37
that
2:37
many
2:37
Chloe
2:38
Temples
2:38
in
2:38
the
2:38
world.
2:39
No.
2:40
And
2:40
then
2:41
a
2:41
very
2:43
sneaky
2:44
little
2:44
porn
2:45
star
2:45
came
2:46
onto
2:46
the
2:46
scene
2:48
also
2:48
called
2:48
Chloe
2:49
Temple.
2:49
I
2:49
don't
2:50
know
2:50
if
2:50
that
2:50
is
2:50
a
2:50
chosen
2:51
name
2:51
or
2:52
a
2:52
taken
2:53
name,
2:53
but
2:54
she
2:54
is
2:54
very,
2:55
very,
2:55
very
2:55
famous.
2:56
And
2:57
so
2:58
I
2:58
was
2:58
given
2:59
some
2:59
feedback
2:59
that
2:59
if
2:59
I
3:00
wanted
3:00
to
3:00
raise
3:00
my
3:00
own
3:01
brand,
3:01
I
3:01
needed
3:01
to
3:02
try
3:02
and
3:03
take
3:03
on
3:03
the
3:03
other
3:03
Clery
3:04
Temple
3:04
and
3:04
we'll
3:05
see
3:05
who
3:05
wins.
3:07
A
3:07
very
3:07
interesting
3:08
SEO
3:09
and
3:10
Google
3:10
search
3:11
ranking
3:11
challenge,
3:11
isn't
3:12
it?
3:13
How
3:14
have
3:14
you
3:14
approached
3:14
it?
3:15
If
3:15
I'm
3:15
totally
3:15
honest,
3:17
my
3:17
initial
3:18
thought
3:18
was
3:19
I
3:19
should
3:19
just
3:19
change
3:19
my
3:20
name
3:21
and
3:22
that
3:22
would
3:23
solve
3:23
it.
3:25
Take
3:25
my
3:26
partner's
3:26
name
3:26
or
3:26
something
3:27
really
3:27
simple
3:27
like
3:28
that.
3:29
Because
3:30
really
3:31
when
3:31
you,
3:31
when
3:31
you
3:31
actually
3:31
look
3:32
at
3:32
the
3:32
data
3:33
for
3:33
her
3:34
ranking,
3:34
she
3:34
is
3:35
very,
3:35
very
3:35
famous.
3:37
But
3:38
it's
3:39
that
3:39
sort
3:39
of
3:40
age
3:40
old.
3:41
Do
3:41
you
3:41
give
3:42
up
3:42
or
3:43
do
3:43
you
3:44
actually
3:44
take
3:44
it
3:44
on
3:45
as
3:45
a
3:45
challenge?
3:45
And
3:45
does
3:46
it
3:46
make
3:46
you.
3:46
And
3:47
does
3:47
that
3:47
competition,
3:48
I
3:48
mean
3:48
we're
3:48
not
3:48
doing
3:49
the
3:49
same
3:49
thing,
3:50
but
3:50
does
3:50
that
3:50
competition
3:51
make
3:51
you
3:51
stronger?
3:52
And
3:52
do
3:52
you
3:53
therefore
3:54
think
3:54
more
3:55
consciously
3:55
about.
3:56
When
3:56
I
3:56
am
3:56
putting
3:57
out
3:57
content,
3:58
how
3:59
do
3:59
I
3:59
follow
3:59
up
4:00
with
4:00
something
4:01
like
4:01
a
4:02
long
4:02
term
4:03
keyword
4:04
that
4:04
would
4:04
go
4:04
associated
4:05
with
4:05
it
4:05
that
4:05
someone
4:06
who
4:06
is
4:06
actually
4:07
looking
4:07
for
4:07
me
4:08
might
4:08
use,
4:08
like
4:09
leadership.
4:11
So
4:11
yeah,
4:11
that's
4:12
been
4:12
my
4:12
approach.
4:13
Yeah.
4:14
And
4:14
how's
4:14
it
4:15
going
4:15
so
4:15
far?
4:15
Like
4:15
have
4:16
you,
4:16
I
4:17
know
4:17
we
4:17
spoke
4:17
last
4:17
time
4:17
and
4:18
your
4:18
own
4:18
podcast
4:19
is
4:19
one
4:19
of
4:19
the
4:20
things
4:20
that
4:21
you've
4:21
taken
4:22
on
4:22
in
4:22
an
4:22
attempt
4:23
to
4:23
address
4:23
it.
4:24
Have
4:24
you
4:24
seen
4:24
movement,
4:25
have
4:25
you
4:25
seen
4:25
traction
4:25
with
4:25
the
4:26
alternate
4:26
routes
4:27
that
4:27
you've
4:27
tried
4:27
to
4:27
take?
4:27
A
4:28
little
4:28
bit.
4:28
It's
4:29
early
4:29
days.
4:29
I'm
4:30
interested
4:30
to
4:30
see
4:31
what
4:31
happens
4:31
with
4:32
AI
4:32
and
4:33
the
4:33
impact
4:33
of
4:33
AI
4:34
on
4:35
search
4:35
and
4:35
search
4:36
terms
4:36
and
4:37
SEO
4:38
and
4:38
how
4:38
that
4:38
will
4:39
influence
4:39
it.
4:40
So
4:41
yeah,
4:41
I'm
4:41
optimistic,
4:42
can
4:42
only
4:42
do
4:44
what
4:45
is
4:45
within
4:45
my
4:46
control.
4:46
But
4:46
it
4:46
has
4:47
been
4:47
genuinely
4:48
has
4:48
been
4:49
a.
4:50
I
4:51
always
4:51
think
4:51
that
4:52
one
4:52
of
4:52
my
4:53
core
4:53
beliefs
4:53
is
4:54
life
4:54
is
4:54
happening
4:55
for
4:55
me,
4:55
not
4:55
to
4:56
me.
4:56
And,
4:56
and
4:57
so
4:57
I
4:57
see
4:58
it
4:58
and
4:58
her
4:58
as
4:59
a
4:59
gift
5:00
to
5:00
be
5:01
a
5:01
kind
5:01
of.
5:02
To
5:02
prompt
5:02
me
5:03
a
5:04
prod
5:04
up
5:04
the
5:04
bum,
5:05
let's
5:05
say
5:05
to
5:06
actually
5:06
do
5:06
something
5:07
about
5:07
it.
5:09
Not
5:09
like
5:09
that.
5:14
Wow.
5:15
Well,
5:16
going
5:16
back
5:16
to
5:16
the
5:16
AI
5:17
search
5:17
thing,
5:17
I
5:18
mean
5:18
it
5:18
would
5:18
be
5:19
my
5:19
hope
5:19
for
5:19
you
5:19
that
5:20
a
5:20
search
5:20
becomes
5:20
more
5:21
intelligent
5:21
and
5:21
one
5:21
of
5:21
the
5:21
benefits
5:22
we
5:22
get
5:22
from
5:22
AI
5:22
is
5:22
that
5:23
search
5:23
becomes
5:23
more
5:23
naturally
5:24
intelligent
5:26
with
5:26
the
5:26
data
5:26
that
5:26
it
5:26
has
5:27
on
5:27
the
5:27
post
5:27
and
5:27
doing
5:27
the
5:28
search.
5:28
So
5:29
my
5:29
best
5:29
wish
5:29
is
5:30
for
5:30
your
5:30
fight
5:31
against
5:31
the
5:31
insurmountable
5:33
other
5:33
Chloe
5:33
Temple
5:34
and
5:34
I
5:34
hope
5:35
the
5:35
right
5:36
Chloe
5:36
Temples
5:36
get
5:37
the
5:37
right
5:37
traffic
5:39
and
5:39
that
5:39
all
5:39
those
5:39
seeking
5:40
to
5:40
improve
5:40
their
5:40
leadership
5:41
and.
5:41
Their
5:42
approach
5:42
to
5:42
rights
5:43
it
5:43
was
5:43
a
5:43
very
5:44
interesting
5:44
I
5:44
know
5:44
we
5:45
don't
5:45
need
5:45
to
5:45
spend
5:46
a
5:46
lot
5:46
of
5:46
time
5:46
on
5:46
this
5:46
topic,
5:47
but
5:47
it
5:47
was
5:47
a
5:47
very
5:48
Someone
5:48
suggested
5:51
why
5:51
not
5:51
put
5:51
your
5:52
leadership
5:53
development
5:53
content
5:54
on
5:56
pornhub
5:57
or
5:57
something.
5:57
Why
5:58
you
5:58
know,
5:58
go
5:58
where
5:59
the
5:59
people
5:59
are
5:59
searching
6:00
and
6:00
see
6:00
what
6:01
comes
6:01
from
6:01
that
6:02
or
6:02
become
6:02
an
6:03
only
6:03
fans
6:04
for
6:05
for
6:06
for
6:06
for
6:06
your
6:07
for
6:07
your
6:07
content.
6:08
I
6:08
was
6:08
like
6:08
I
6:08
yeah,
6:09
no
6:09
thank
6:10
you
6:10
though.
6:10
It's
6:11
a
6:11
great
6:11
suggestion.
6:12
But
6:12
no.
6:14
Link
6:14
in
6:15
bio.
6:15
We
6:15
won't
6:15
give
6:16
the
6:16
other
6:16
Chloe
6:16
any
6:16
more
6:17
oxygen
6:17
that
6:17
she's
6:17
already
6:17
had
6:18
from
6:18
us,
6:18
so
6:19
we'll
6:19
move
6:19
on.
6:19
But
6:20
you
6:20
know
6:20
a
6:20
fascinating
6:20
a
6:21
fascinating
6:21
data
6:21
challenge
6:22
and
6:22
an
6:22
interesting
6:23
paradigm
6:23
for
6:24
for
6:24
AI
6:25
search.
6:26
I'd
6:26
love
6:27
to
6:27
hear
6:27
more
6:28
about
6:28
me
6:29
we
6:29
be
6:31
it
6:31
fascinates
6:32
me
6:32
that
6:32
you
6:32
collected
6:32
data
6:33
on
6:33
yourself
6:34
for
6:34
seven
6:34
years.
6:35
I've
6:36
got
6:36
some
6:36
afflictions
6:37
of
6:37
my
6:37
own.
6:37
I
6:37
have
6:38
a
6:38
whoop
6:38
band
6:38
that
6:38
I
6:38
wear
6:39
around
6:39
my
6:39
wrist.
6:39
I've
6:40
got
6:40
a
6:40
tracker
6:40
on
6:40
every
6:40
single
6:41
golf
6:41
club.
6:42
Somewhat
6:43
of
6:43
a
6:43
data
6:43
obsessive
6:44
myself
6:44
in
6:44
my
6:44
personal
6:44
life,
6:45
but
6:45
nothing
6:45
to
6:45
the
6:46
extent
6:47
that
6:47
I've
6:48
seen
6:48
in
6:48
your
6:48
story
6:48
of
6:48
me
6:49
we
6:49
be
6:49
so
6:50
start
6:50
me
6:50
from
6:50
the
6:51
beginning.
6:51
What
6:51
was
6:51
the
6:51
impetus
6:52
behind
6:52
it
6:52
and
6:54
how
6:54
did
6:54
it
6:55
take
6:55
shape?
6:55
Essentially
6:56
it
6:56
comes
6:56
out
6:56
of
6:58
a
6:58
decade
6:59
plus
6:59
of
6:59
depression
7:00
and
7:00
really
7:01
making
7:01
a
7:01
decision
7:02
to
7:03
try
7:04
and
7:04
do
7:04
something
7:05
differently
7:06
and
7:06
try
7:06
and
7:07
take
7:08
control
7:08
of
7:10
my
7:10
life
7:11
and
7:11
how
7:11
I
7:12
was
7:12
feeling
7:12
in
7:12
a
7:13
more
7:13
sustainable
7:13
way.
7:14
And
7:15
my
7:16
background
7:16
is
7:16
all,
7:17
you
7:17
know,
7:17
retail
7:18
and
7:18
as
7:19
a
7:19
buyer
7:19
you
7:20
do
7:20
a
7:20
lot
7:20
of
7:20
data
7:21
tracking
7:21
and
7:21
you
7:22
know,
7:23
and
7:23
I've
7:24
always
7:24
believed
7:25
that,
7:26
you
7:26
know,
7:27
data
7:27
tells
7:27
stories
7:28
and
7:28
it
7:29
can
7:29
be
7:30
such
7:30
an
7:30
empowerful
7:31
tool
7:32
when
7:32
used
7:34
to
7:35
help
7:35
you
7:35
understand
7:36
what
7:36
might
7:36
be
7:37
some
7:37
patterns
7:37
that
7:38
you
7:38
can't
7:38
see
7:39
in
7:39
order
7:39
to
7:40
draw
7:40
conclusions.
7:41
And
7:41
so
7:42
it
7:42
started
7:43
as
7:43
a
7:43
bit
7:43
of
7:43
an
7:43
experiment
7:44
where
7:44
I
7:45
identified
7:46
nine
7:46
different
7:47
segments
7:47
of
7:47
my
7:48
life.
7:49
So
7:49
my
7:49
career
7:50
being
7:50
one,
7:51
my
7:51
personal
7:51
finances
7:52
being
7:52
another,
7:53
etc.
7:53
Etc.
7:54
You
7:54
know,
7:55
all
7:55
the
7:55
way
7:55
down
7:55
to
7:56
how
7:57
much
7:57
fun
7:57
I
7:58
was
7:58
having.
7:59
I
7:59
identified
8:00
those
8:00
nine
8:01
different
8:01
segments
8:01
and
8:02
I
8:02
thought,
8:02
okay,
8:02
I'll
8:02
just
8:03
give
8:03
them
8:03
a
8:03
score
8:03
out
8:03
of
8:04
10.
8:05
Really
8:05
simple
8:06
once
8:06
a
8:06
month
8:07
and
8:08
see
8:08
how
8:09
just
8:10
tracking
8:10
it,
8:10
how,
8:11
how
8:11
that
8:12
awareness
8:13
can
8:13
shift.
8:14
And
8:15
every
8:15
month
8:16
since
8:17
I've
8:17
done
8:17
that,
8:17
I've
8:18
identified,
8:18
okay,
8:18
which
8:19
two
8:19
segments
8:20
do
8:20
I
8:21
want
8:21
to
8:21
then
8:21
focus
8:22
on
8:22
to
8:22
make
8:23
some
8:23
shifts.
8:23
So
8:24
could
8:24
be
8:25
that
8:25
this
8:25
month
8:26
I'm
8:26
focusing
8:27
on
8:27
and
8:27
this
8:27
is
8:27
true
8:28
this
8:28
month
8:28
I'm
8:29
focusing
8:29
on
8:29
my
8:30
physical
8:30
body
8:32
and
8:33
I
8:33
am
8:33
focusing
8:34
on
8:35
contributions.
8:36
So
8:36
Giving
8:36
back.
8:37
So
8:37
what
8:38
I
8:38
am
8:38
doing
8:39
to
8:39
help
8:39
others
8:40
essentially
8:41
and
8:42
by
8:42
doing
8:42
that
8:42
over
8:42
a
8:43
very
8:43
long
8:43
period
8:43
of
8:44
time,
8:44
as
8:44
I
8:44
say,
8:45
I
8:45
had
8:45
been
8:45
doing
8:46
it
8:46
once
8:46
a
8:46
month
8:47
for
8:48
seven
8:48
years
8:48
up
8:49
until
8:51
December
8:52
or
8:52
November
8:53
last
8:53
year
8:54
where
8:54
I
8:55
actually
8:55
increased
8:55
the
8:55
frequency
8:56
to
8:57
weekly
8:58
rather
8:58
than
8:59
monthly.
8:59
So
8:59
I
8:59
upped
9:00
the
9:00
frequency
9:01
because
9:02
I
9:02
had
9:03
started
9:03
to
9:03
notice
9:04
some
9:05
unhealthy
9:06
patterns
9:07
in
9:07
my
9:08
well
9:08
being,
9:09
my
9:09
well
9:10
being
9:10
aspects
9:11
of
9:11
what
9:12
I
9:12
call
9:12
my
9:12
pool.
9:13
So
9:13
me
9:13
we
9:13
be
9:14
is
9:15
me
9:15
is
9:15
all
9:15
about
9:16
me.
9:17
Your
9:17
me
9:17
is
9:18
all
9:18
about
9:18
you.
9:18
So
9:19
it's
9:19
your
9:19
career,
9:20
your
9:21
personal
9:21
finances,
9:22
your
9:23
personal
9:24
growth.
9:24
We
9:25
is
9:25
all
9:25
about
9:25
us.
9:28
We
9:28
us
9:29
and
9:29
those
9:30
I
9:30
track
9:30
contribution,
9:31
personal
9:32
relationships,
9:33
you
9:33
know,
9:33
friends
9:33
and
9:33
family
9:34
and
9:35
romantic
9:35
relationships.
9:36
And
9:36
then
9:36
B
9:37
is
9:37
the
9:37
pool
9:37
of
9:38
well
9:38
being.
9:38
So
9:40
mind,
9:40
body,
9:40
spirit.
9:41
So
9:41
mind
9:42
and
9:43
emotions.
9:44
Physical,
9:45
physical
9:45
body
9:46
and
9:47
play
9:47
fun
9:47
spirit.
9:49
And
9:49
I
9:49
started
9:50
to
9:50
notice
9:51
that
9:51
B
9:51
my
9:52
wellbeing
9:52
pool
9:53
just
9:53
was
9:54
sing.
9:55
It
9:55
was
9:55
just
9:56
falling
9:56
really,
9:56
really,
9:57
really
9:57
far
9:57
behind.
9:58
And
9:58
that
9:59
for
9:59
me
9:59
had
9:59
been
9:59
a
10:00
flag
10:00
from
10:02
way
10:02
back
10:02
when
10:03
when
10:03
I
10:03
started
10:03
and
10:04
I
10:04
was
10:04
dealing
10:04
with
10:05
depression
10:06
and
10:06
overcoming
10:07
that
10:07
and
10:07
really
10:08
making
10:09
conscious
10:09
shifts
10:10
in
10:10
order
10:11
to
10:11
improve
10:12
my
10:12
overall
10:14
fulfillment
10:14
or
10:14
my
10:15
overall
10:15
experience
10:16
of
10:16
life.
10:17
I
10:17
decided,
10:18
right,
10:18
I'm
10:18
going
10:18
to
10:19
start
10:19
tracking
10:19
this
10:19
weekly
10:20
and
10:20
actually
10:21
start
10:21
to
10:21
make.
10:22
Because
10:22
that
10:23
awareness
10:23
will
10:23
enable
10:24
me
10:24
to
10:24
make
10:25
some,
10:25
some
10:25
better
10:26
changes.
10:27
So
10:27
that's,
10:27
that's,
10:27
that,
10:28
that's
10:28
the
10:28
history,
10:28
I
10:29
suppose.
10:30
And
10:31
it
10:31
has
10:31
been,
10:32
it's
10:32
so
10:32
simple
10:33
but
10:33
it
10:33
has
10:34
been
10:34
so
10:35
transformative.
10:36
Truly
10:36
wonderful
10:36
system
10:37
and
10:37
it's
10:38
fascinating
10:38
hearing
10:38
about
10:39
it.
10:39
And
10:39
I
10:39
was
10:39
talking
10:39
to
10:39
my
10:40
guest
10:40
last
10:40
week
10:40
about
10:41
the
10:41
danger
10:42
of
10:42
dashboards,
10:42
right.
10:43
And
10:44
you
10:44
know,
10:44
I
10:44
want
10:44
to
10:45
credit
10:45
to
10:45
you
10:46
for
10:47
the
10:47
first
10:47
thing
10:47
that
10:47
jumps
10:47
out
10:47
to
10:48
me
10:48
about
10:48
it
10:48
and
10:49
that's
10:49
the
10:49
ability
10:49
to
10:49
be
10:49
honest
10:50
with
10:50
yourself
10:50
and
10:51
that
10:51
level
10:51
of
10:52
self
10:52
awareness
10:52
which
10:53
I
10:53
think
10:54
is
10:54
key
10:54
to
10:55
beating
10:55
things
10:55
like
10:55
depression
10:56
and
10:56
generally
10:58
good
10:58
mental
10:59
health.
10:59
But
11:00
the
11:00
dashboard
11:01
issue
11:01
we
11:01
talked
11:02
about
11:02
is
11:02
it's
11:02
very
11:02
easy
11:02
for
11:03
people
11:03
just
11:03
to
11:03
present
11:03
themselves
11:04
or
11:04
their
11:05
stakeholders
11:05
with
11:05
all
11:06
green
11:06
dashboards
11:06
and
11:07
then
11:07
no
11:07
action
11:07
is
11:08
taken
11:08
or
11:09
even
11:09
a
11:09
dashboard
11:10
that
11:10
might
11:10
have
11:10
a
11:10
yellow
11:10
or
11:10
red
11:11
on
11:11
it
11:11
and
11:11
then
11:11
we
11:11
don't
11:12
take
11:12
any
11:12
action.
11:12
But
11:12
your
11:12
system
11:13
seems
11:13
geared
11:13
around
11:14
what
11:15
specific
11:15
conscious
11:15
actions
11:16
am
11:16
I
11:16
going
11:16
to
11:16
take
11:16
in
11:17
this
11:17
reporting
11:17
period,
11:18
be
11:18
it
11:18
a
11:18
week
11:19
or
11:19
a
11:19
month
11:21
to
11:21
make
11:21
a
11:21
difference
11:21
so
11:22
that
11:22
we
11:22
can
11:22
then
11:22
come
11:22
back
11:23
to
11:23
it.
11:23
Can
11:23
you
11:23
give
11:23
me
11:24
a
11:24
specific
11:24
example?
11:24
So
11:24
you
11:25
said
11:25
this
11:25
month
11:26
you
11:26
identified
11:26
physical
11:27
body
11:27
was
11:27
something
11:27
that
11:28
you
11:28
work
11:28
on.
11:28
So
11:28
what
11:29
specific
11:29
actions
11:31
have
11:31
you
11:31
taken?
11:31
And
11:32
then,
11:32
and
11:32
then
11:33
how
11:34
subjectively
11:34
or
11:35
objectively
11:35
are
11:35
you
11:36
measuring
11:36
the
11:36
outcomes
11:37
of
11:37
that?
11:37
So
11:37
specifically
11:38
on
11:38
this
11:38
one
11:39
I
11:39
am
11:39
going
11:39
to
11:40
do.
11:40
I've
11:40
started
11:41
fasting,
11:41
actually.
11:42
The
11:42
fasting
11:42
started
11:43
today.
11:43
So
11:43
I'm
11:43
doing
11:44
16.
11:45
Is
11:45
it
11:45
16?
11:45
Eight.
11:46
What's
11:46
the.
11:46
Yeah,
11:47
16,
11:47
eight.
11:47
Yeah,
11:47
the
11:47
intermittent.
11:48
Yeah,
11:48
intermittent
11:49
fasting.
11:50
I'm
11:50
going
11:50
to
11:50
do
11:50
a
11:51
juice
11:51
cleanse
11:52
which
11:52
is
11:52
three,
11:53
three
11:53
days
11:53
to,
11:54
you
11:54
know,
11:54
physically
11:55
make
11:55
some
11:55
shifts.
11:56
Started
11:57
swimming
11:57
and
11:58
it's
11:58
more
11:58
of
11:58
a
11:58
just.
11:59
Physical
12:00
health
12:00
is
12:00
a
12:00
really
12:00
interesting
12:01
one
12:01
because
12:01
it
12:02
has
12:03
such
12:03
a
12:03
knock
12:04
on
12:04
impact
12:04
on
12:05
other
12:05
aspects.
12:06
So
12:06
whilst
12:06
I'm
12:07
not
12:07
directly
12:09
focusing
12:09
on
12:09
my
12:10
career,
12:11
by
12:11
focusing
12:12
I
12:12
found
12:13
in
12:13
the
12:13
past
12:14
doing
12:14
this
12:14
for
12:14
a
12:15
long
12:15
time,
12:15
that
12:15
by
12:16
focusing
12:16
on
12:16
my
12:16
physical
12:16
body,
12:17
it
12:18
has
12:18
net
12:19
massive
12:20
benefits
12:21
in
12:21
loads
12:22
of
12:22
other
12:22
aspects
12:22
of
12:22
my
12:23
life.
12:23
It
12:23
naturally
12:24
improves
12:24
my
12:25
mind
12:26
in
12:26
emotional
12:27
well
12:27
being.
12:27
It
12:27
naturally
12:28
improves
12:29
then
12:29
how
12:29
I
12:30
show
12:30
up
12:30
at
12:31
work
12:31
with
12:31
clients,
12:32
the
12:33
performance,
12:33
how
12:33
I
12:33
show
12:33
up
12:34
on
12:34
sales
12:34
calls.
12:35
And
12:35
so
12:35
there
12:36
are
12:36
aspects
12:37
that.
12:39
And
12:40
physical
12:40
health
12:41
and
12:41
contribution
12:41
are
12:42
two
12:42
of
12:42
those
12:43
whereby
12:44
doing
12:45
things
12:45
for
12:45
others
12:46
or
12:46
by
12:47
prioritizing
12:48
your
12:48
own
12:48
physical
12:49
health,
12:49
it
12:50
can
12:50
have
12:51
net
12:52
benefits
12:52
that
12:52
you
12:52
didn't,
12:53
you
12:54
weren't
12:54
expecting
12:55
down
12:56
the
12:56
line
12:56
in
12:56
other,
12:57
in
12:57
other
12:57
aspects.
12:58
So
12:59
it's
12:59
not
12:59
usually
12:59
as
12:59
cut
13:00
and
13:00
dry
13:00
as
13:00
I've
13:00
just
13:01
explained
13:01
where
13:02
I'm
13:02
saying,
13:03
okay,
13:03
I'm
13:03
focused,
13:04
you
13:04
know,
13:04
I'm
13:04
going
13:04
to
13:05
do
13:05
a
13:05
juice
13:05
cleanse.
13:05
I
13:06
don't
13:06
do
13:06
that
13:06
every
13:06
single
13:07
month.
13:07
But
13:08
when
13:08
I
13:09
have
13:09
noticed
13:09
something
13:11
go.
13:13
When
13:13
I've
13:14
noticed
13:14
something
13:14
be
13:15
quite
13:15
low
13:16
for
13:16
quite
13:16
a
13:16
long
13:17
period
13:17
of
13:17
time.
13:17
So
13:18
another
13:18
example
13:19
in
13:20
November
13:20
last
13:20
year,
13:21
which
13:21
was
13:21
where
13:21
I
13:21
made
13:21
the
13:22
shift
13:22
to
13:22
weekly,
13:23
was
13:23
my
13:23
personal
13:24
finances
13:24
were
13:25
atrocious.
13:26
I
13:26
mean,
13:26
you
13:27
should
13:27
probably.
13:27
People
13:27
don't
13:28
usually
13:28
talk
13:28
about
13:28
that,
13:29
but
13:29
like,
13:29
it
13:29
was
13:30
really
13:30
bad.
13:32
Go
13:32
ahead.
13:32
It
13:32
was
13:33
really
13:33
bad.
13:33
And
13:34
like
13:34
too
13:35
much
13:35
time
13:35
in
13:35
Debenhams
13:36
or
13:36
like,
13:37
like
13:38
starting
13:38
my
13:38
own
13:39
business.
13:39
And
13:40
paying
13:40
other
13:40
people
13:41
before
13:41
I
13:41
pay
13:41
myself,
13:42
you
13:42
know,
13:42
buying
13:43
stuff,
13:43
investing
13:44
and
13:44
all
13:44
of
13:45
you
13:45
know
13:46
that
13:46
game.
13:47
I
13:48
was
13:48
feeding
13:49
everything
13:49
into
13:50
the
13:50
business
13:50
and
13:51
not
13:51
into
13:51
myself,
13:52
into
13:52
the
13:52
growth.
13:53
And.
13:56
And
13:56
it
13:57
got
13:57
to
13:57
a
13:58
point
13:58
where
14:00
three
14:00
years
14:00
down
14:01
the
14:01
line
14:01
I
14:02
suddenly
14:02
thought,
14:03
I'm
14:03
exhausted
14:04
and
14:04
I'm
14:04
not
14:04
making
14:04
any
14:05
money
14:05
here
14:05
and
14:06
what
14:06
am
14:06
I
14:06
doing
14:07
this
14:07
for?
14:08
That's
14:08
a
14:08
tough
14:08
combo.
14:09
Yeah.
14:10
And
14:11
genuinely,
14:12
I
14:12
wouldn't
14:12
have,
14:14
I
14:14
wouldn't
14:15
have
14:15
finally
14:17
taken
14:18
action
14:18
on
14:18
it
14:20
unless
14:20
I
14:21
could
14:22
see
14:22
it
14:22
so
14:23
embarrassingly,
14:24
glaringly
14:25
obvious.
14:25
And
14:26
I'm
14:26
the
14:26
only
14:26
person
14:27
who
14:27
sees
14:27
this.
14:28
But
14:29
if
14:30
you
14:30
think
14:30
of
14:31
yourself
14:31
in
14:31
a
14:31
certain
14:32
way
14:32
and
14:32
you
14:32
want
14:32
to
14:33
maintain
14:34
integrity
14:35
with
14:35
yourself,
14:36
it
14:37
was
14:37
just
14:38
I
14:38
reached
14:38
that
14:39
point
14:39
where
14:40
I
14:40
made
14:40
a
14:40
decision
14:40
to
14:41
do
14:41
something
14:41
differently.
14:42
And
14:42
so
14:42
for
14:42
that
14:43
it
14:43
was
14:43
hiring
14:44
a
14:44
New
14:44
accountant
14:45
reading
14:45
Profit
14:46
first,
14:46
starting
14:46
to,
14:47
you
14:47
know,
14:48
to
14:48
apply
14:49
those.
14:50
I
14:50
guess
14:51
the
14:51
value
14:51
of
14:52
the
14:52
data,
14:52
though,
14:52
was
14:53
to
14:55
build
14:55
the
14:55
awareness.
14:56
I
14:56
always
14:56
say
14:56
awareness
14:57
is
14:57
the
14:57
foundation
14:57
of
14:57
success,
14:58
because
14:59
when
14:59
you
14:59
are
14:59
aware,
15:00
you
15:00
can
15:00
consciously
15:01
prioritize
15:02
in
15:02
order
15:02
to
15:02
take
15:03
meaningful
15:03
action,
15:03
in
15:04
order
15:04
to
15:04
get
15:04
the
15:05
desired
15:05
change
15:05
you
15:05
want
15:05
in
15:06
order
15:06
to
15:06
succeed.
15:07
We're
15:07
all
15:08
prioritizing
15:09
all
15:09
of
15:09
the
15:09
time.
15:09
It's
15:09
just
15:10
mainly
15:10
it's
15:10
not
15:11
conscious.
15:12
And
15:13
so
15:13
that
15:13
awareness,
15:15
when
15:15
you
15:16
see
15:16
it
15:17
and
15:17
you
15:18
accept
15:19
that
15:19
you
15:19
are
15:20
seeing
15:20
it
15:20
and
15:21
you
15:21
can't
15:21
unsee
15:22
it,
15:22
it
15:22
helps
15:23
you
15:23
make
15:23
better
15:23
decisions,
15:24
better
15:25
prioritize
15:25
in
15:26
a
15:26
different
15:26
way.
15:27
So
15:28
that's.
15:28
Those
15:29
are.
15:29
Those
15:29
are
15:29
a
15:29
couple
15:30
of
15:30
examples
15:30
of
15:30
how
15:30
I've
15:31
used
15:31
it.
15:31
Yeah,
15:33
I'll
15:35
reflect
15:35
some
15:35
of
15:35
those
15:36
back.
15:36
You're
15:36
certainly
15:37
not
15:37
alone
15:37
in
15:37
that
15:38
last
15:38
one
15:39
with
15:39
the
15:39
business.
15:39
And
15:40
I
15:40
think
15:40
I
15:40
was.
15:40
Again,
15:41
data
15:41
was
15:41
the
15:41
answer
15:42
for
15:42
me
15:42
with
15:42
this.
15:43
I
15:43
was
15:43
lucky.
15:43
I
15:43
had
15:44
some
15:44
good
15:44
advice
15:44
and
15:44
someone
15:44
said
15:45
to
15:45
me,
15:45
getting
15:45
a
15:45
good
15:46
accountant
15:46
early
15:46
on
15:47
is
15:47
going
15:47
to
15:48
be
15:48
critical
15:48
to
15:48
your
15:48
success,
15:49
even
15:49
if
15:49
it
15:49
feels
15:49
like
15:51
a
15:51
bunch
15:51
of
15:52
money
15:52
each
15:52
month
15:54
when
15:54
you're
15:55
starting
15:55
out.
15:55
And
15:56
I
15:56
thought,
15:56
like,
15:56
oh,
15:57
I'm
15:57
pricing
15:57
everything
15:57
the
15:57
right
15:58
way.
15:58
I'm
15:58
doing
15:58
the
15:58
right
15:58
things.
15:58
I'm
15:59
doing
15:59
the
15:59
same.
15:59
But
15:59
you
15:59
get.
15:59
You
16:00
get
16:00
caught
16:00
up
16:00
in
16:00
the
16:00
delivery
16:00
of
16:01
value,
16:01
and
16:01
you're
16:01
spending
16:01
so
16:02
much
16:02
time
16:02
working
16:02
on
16:02
it.
16:03
And,
16:03
you
16:03
know,
16:03
someone
16:04
looked
16:04
at
16:04
one
16:04
of
16:04
my
16:05
deals
16:05
and
16:05
they
16:05
were
16:05
like,
16:06
you're
16:06
not
16:06
pricing
16:07
your
16:07
own
16:07
time
16:07
into
16:07
this.
16:09
And
16:09
I'm
16:09
like,
16:09
yeah,
16:10
but
16:10
there's
16:10
the
16:10
margin.
16:10
They're
16:10
like,
16:11
yeah,
16:11
yeah,
16:12
but
16:12
like,
16:12
you're
16:13
still
16:13
working
16:13
on
16:13
it
16:13
as
16:14
well.
16:14
And
16:15
it's
16:15
interesting.
16:16
You
16:16
get
16:16
yourself
16:17
in
16:17
this
16:17
box
16:17
and
16:17
it's
16:18
very
16:18
easy
16:18
to
16:18
think
16:19
in
16:19
the
16:19
situation
16:20
that
16:20
you
16:20
were
16:20
in
16:20
that
16:21
I
16:21
was
16:21
in
16:21
when
16:21
I
16:21
started
16:22
as
16:23
well.
16:23
It's
16:23
the
16:23
same
16:23
cycle
16:24
that
16:24
I
16:24
went
16:24
through
16:25
of
16:25
like,
16:25
I
16:26
must
16:26
not
16:26
be
16:26
working
16:26
hard
16:26
enough.
16:28
Right.
16:29
I
16:29
need
16:30
to
16:30
work.
16:30
I
16:30
need
16:30
to
16:30
work
16:30
a
16:30
little
16:31
harder.
16:31
But
16:31
it
16:31
was
16:31
one
16:32
of
16:32
the
16:32
things
16:32
that
16:32
caught
16:32
me
16:32
out
16:32
that
16:33
when
16:33
you
16:33
start
16:33
your
16:33
own
16:33
business,
16:33
like,
16:34
you
16:34
have
16:34
to
16:34
be
16:34
responsible
16:35
for
16:35
rewarding
16:35
the
16:35
value
16:36
that
16:36
you.
16:36
That
16:36
you
16:37
create
16:37
in
16:37
the
16:37
business
16:37
and
16:37
pricing
16:38
for
16:38
the
16:38
value
16:38
that
16:39
you
16:39
create
16:39
for
16:39
your
16:39
clients
16:40
as
16:40
well.
16:41
And
16:42
it
16:42
wasn't
16:42
until
16:42
I
16:42
thought
16:43
I
16:43
was
16:43
doing
16:43
it
16:43
great.
16:43
And
16:43
it
16:44
wasn't
16:44
until
16:44
I
16:45
got
16:45
a
16:45
quarterly
16:45
statement
16:46
put
16:46
down
16:46
in
16:46
front
16:46
of
16:46
me
16:46
with
16:47
a
16:47
quarterly
16:47
P
16:47
and
16:47
L
16:48
itemized
16:49
and
16:49
got
16:50
asked
16:50
the
16:50
correct
16:51
and
16:51
appropriately
16:52
tough
16:52
questions
16:53
by.
16:53
By
16:54
the
16:54
finance
16:54
team
16:55
that
16:55
was
16:55
like,
16:55
oh,
16:56
okay,
16:56
I've
16:57
been
16:57
approaching
16:57
this
16:57
wrong.
16:58
Oh,
16:58
yeah,
16:59
absolutely.
16:59
And
17:00
that's
17:00
why
17:01
I
17:01
mean,
17:01
my,
17:02
mine,
17:02
my
17:04
come
17:04
to
17:05
I
17:05
need
17:05
to
17:06
do
17:06
something
17:07
about
17:07
this
17:07
moment
17:08
was
17:09
going
17:09
to
17:09
my
17:09
accountant
17:10
and
17:10
saying,
17:10
I
17:10
need
17:10
to
17:11
pay
17:11
myself
17:11
a
17:11
little
17:11
bit
17:12
more
17:12
because
17:12
my
17:12
rent's
17:13
gone
17:13
up.
17:13
You
17:14
know,
17:14
and
17:14
her
17:15
turning
17:15
around
17:15
to
17:15
me
17:15
and
17:16
saying,
17:16
chloe,
17:17
you're
17:17
insolvent.
17:17
It's
17:18
actually
17:18
illegal
17:18
to
17:18
do
17:19
that.
17:19
And
17:20
me
17:20
saying,
17:20
oh,
17:21
okay,
17:21
that
17:21
was
17:22
the
17:22
first
17:22
one.
17:22
But
17:23
it
17:23
doesn't,
17:24
you
17:24
know,
17:25
sometimes
17:25
you
17:25
can
17:25
learn
17:26
lessons
17:26
multiple
17:27
times
17:27
in
17:27
order
17:27
to
17:28
actually
17:28
need
17:29
to
17:29
make
17:30
the
17:30
shifts
17:30
happen.
17:31
So
17:31
awareness
17:32
is
17:32
great,
17:33
but
17:33
it's
17:33
only
17:34
in
17:34
the
17:34
action
17:35
of
17:35
doing
17:35
something
17:35
different.
17:36
As
17:36
a
17:36
result
17:37
of
17:37
it
17:37
does
17:38
anything
17:38
change.
17:39
So.
17:39
Yeah.
17:40
And
17:40
people
17:40
don't
17:40
talk
17:40
about
17:40
it
17:41
either.
17:41
So.
17:41
Which
17:42
is
17:42
why.
17:43
Yeah,
17:43
which
17:43
is
17:44
why
17:44
what
17:45
I'm
17:45
looking
17:45
to
17:45
try
17:45
and
17:46
change
17:46
and
17:46
be
17:47
more
17:47
open
17:48
and
17:48
more
17:48
vulnerable
17:48
because
17:49
to
17:49
your
17:50
point
17:50
earlier,
17:52
sometimes
17:52
we
17:52
like
17:52
to
17:53
keep
17:53
our
17:53
head
17:54
buried
17:54
in
17:54
the
17:54
sand.
17:55
And
17:55
it
17:55
could
17:55
be
17:55
very
17:55
easy
17:56
for
17:56
me
17:56
to,
17:58
to
17:59
continue
18:00
each
18:01
week
18:01
or
18:02
each
18:02
month
18:02
to
18:03
set
18:03
to
18:03
give
18:03
myself
18:03
good
18:04
scores
18:04
when
18:04
the
18:05
reality
18:05
is
18:05
actually
18:06
something
18:06
different.
18:07
Yeah.
18:07
It
18:07
makes
18:08
you
18:08
approach
18:08
life
18:09
with,
18:09
with
18:10
more
18:10
vigor
18:10
and
18:10
I'm
18:11
sure
18:11
you
18:11
get
18:11
more
18:11
reward
18:12
from
18:12
it.
18:13
Since
18:13
you
18:13
started
18:14
seven
18:14
years
18:14
ago,
18:16
what
18:16
are
18:16
some
18:17
of
18:17
the
18:17
things
18:17
you've
18:17
seen
18:17
the
18:17
biggest
18:18
changes
18:18
in
18:18
and
18:19
particularly
18:19
like
18:19
starting
18:20
from
18:20
a
18:21
place
18:21
of
18:22
depression,
18:22
what
18:23
actions
18:23
have
18:23
you
18:23
taken
18:23
that
18:24
have
18:24
made
18:24
the
18:24
biggest
18:24
difference
18:26
to
18:26
either
18:26
individual
18:27
scores
18:27
or
18:27
the
18:27
scores
18:27
holistically?
18:28
It's
18:28
a
18:29
great
18:29
question.
18:30
The
18:30
biggest
18:31
pattern
18:32
that
18:32
has
18:32
changed
18:33
has
18:33
been
18:34
I've
18:34
shifted
18:35
from
18:36
really
18:37
quite
18:37
a
18:38
focus
18:38
on
18:39
the
18:39
me
18:39
bubble.
18:40
I
18:40
used
18:41
to
18:41
fully
18:42
focus
18:42
on
18:43
the
18:43
me
18:43
bubble.
18:44
So
18:46
career,
18:46
personal
18:47
finances,
18:48
personal
18:48
growth,
18:49
that
18:49
was
18:49
everything.
18:50
I,
18:50
I
18:51
was
18:51
so
18:51
driven
18:52
and
18:52
I'm
18:52
still
18:52
driven,
18:53
but
18:53
I
18:54
was
18:54
so
18:54
career
18:55
focused.
18:55
And
18:56
I
18:56
thought
18:57
that
18:58
in
18:58
order
18:59
to
18:59
succeed,
19:00
whatever
19:01
success
19:01
meant
19:01
to
19:02
me
19:02
back
19:02
then,
19:03
I
19:04
needed
19:04
to
19:04
work
19:04
harder
19:05
or
19:05
throw
19:05
more
19:05
at
19:06
it.
19:07
And
19:08
actually
19:09
by
19:10
shifting
19:11
my
19:12
focus
19:13
to
19:14
we
19:14
and
19:14
to
19:14
be
19:15
particularly
19:16
we,
19:16
which
19:16
is
19:17
purpose,
19:17
which
19:17
is
19:18
all
19:18
about
19:18
others.
19:19
All
19:19
about
19:19
others.
19:21
Yeah.
19:22
It
19:23
shifted
19:23
everything
19:25
and
19:25
it
19:26
had
19:26
back
19:27
to
19:27
the
19:27
what
19:27
I
19:28
was
19:28
talking
19:28
about
19:28
earlier
19:28
in
19:29
terms
19:29
of
19:31
well
19:31
being.
19:31
When
19:31
you
19:31
focus
19:31
on
19:32
your
19:32
well
19:32
being,
19:32
it
19:32
has
19:32
net
19:33
positive
19:34
impacts
19:35
on
19:35
actually
19:35
how
19:35
you
19:36
show
19:36
up
19:36
at
19:36
work.
19:37
What
19:38
I
19:38
couldn't
19:38
see
19:39
when
19:39
I
19:39
was
19:39
in
19:39
it
19:40
was
19:41
when
19:41
I
19:41
was
19:41
in
19:42
my
19:42
performance
19:43
leadership,
19:43
when
19:44
I
19:44
was
19:44
fully
19:45
in
19:45
the
19:45
shadow
19:46
side
19:46
of
19:48
those
19:48
patterns
19:49
of
19:50
over
19:50
delivery,
19:51
perfectionism,
19:54
all
19:54
of
19:55
those
19:55
good
19:56
things
19:56
that
19:56
high
19:57
achievers
19:58
fall
19:58
into.
19:59
When
19:59
I
19:59
was
19:59
in
19:59
those
19:59
patterns,
20:00
I
20:00
couldn't
20:00
see
20:00
it.
20:01
And
20:01
it
20:01
wasn't
20:02
until
20:02
I
20:02
started
20:02
focusing
20:03
on
20:03
other
20:04
aspects
20:04
of
20:05
my
20:05
other
20:05
of
20:05
my
20:06
life,
20:06
the
20:07
we
20:07
and
20:07
the
20:07
be,
20:08
that
20:08
everything
20:09
started
20:10
changing
20:10
for
20:11
me
20:12
not
20:12
overnight
20:13
but
20:13
incrementally
20:14
and
20:14
then
20:15
it
20:15
has
20:15
been
20:16
a
20:16
maintenance
20:16
job
20:17
of
20:17
continuing
20:18
that
20:18
awareness
20:19
and
20:19
continuing
20:20
to
20:21
notice
20:21
when
20:22
those
20:22
natural
20:23
patterns
20:25
I
20:25
call.
20:25
I'm
20:25
a
20:26
performance
20:27
leader
20:28
by
20:29
nature
20:30
and
20:31
we
20:31
live
20:31
in
20:32
a
20:32
performance
20:32
led
20:33
or
20:34
focused
20:35
society
20:35
and
20:36
culture
20:36
and
20:37
work
20:37
environments.
20:38
And
20:39
so
20:39
it
20:39
can
20:39
be
20:40
really
20:40
easy
20:40
for
20:40
me
20:41
to
20:41
slip
20:41
back
20:41
into
20:42
that
20:43
and
20:43
it's
20:43
conscious
20:44
awareness
20:44
of
20:45
shifting
20:45
into
20:46
and
20:46
focusing
20:47
on
20:47
purpose
20:48
and
20:48
well
20:48
being
20:48
that
20:48
has
20:49
just
20:50
made
20:50
everything
20:53
possible
20:53
since.
20:54
Yeah,
20:54
I've
20:55
heard
20:55
this
20:55
phrase
20:55
a
20:55
lot
20:55
in
20:56
the
20:56
last
20:56
couple
20:56
of
20:56
months
20:57
on
20:58
podcasts
20:58
and
20:58
various
20:59
self
20:59
improvement
20:59
things
21:00
I'm
21:00
sure
21:00
we've
21:01
got.
21:01
If
21:01
we
21:01
were
21:01
to
21:02
compare
21:02
data
21:02
sets
21:02
on
21:03
podcast,
21:04
I
21:04
think
21:04
we've
21:05
probably
21:05
got
21:05
some
21:05
good
21:05
crossover
21:06
there.
21:06
But
21:07
the
21:07
phrase
21:08
I've
21:08
heard
21:08
is
21:08
insecure
21:08
overachiever
21:09
and
21:10
it's
21:10
this.
21:10
Some
21:11
of
21:11
the
21:11
trademarks
21:11
are
21:12
exactly
21:12
what
21:12
you
21:12
talked
21:12
about
21:12
and
21:13
I
21:13
recognize
21:13
them
21:13
in
21:13
myself
21:14
as
21:14
well.
21:14
This
21:14
like,
21:15
however
21:15
well
21:16
I
21:16
do,
21:16
it's
21:16
never
21:16
good
21:16
enough.
21:17
And
21:17
I'm
21:18
always
21:18
looking
21:18
to
21:18
sort
21:19
of
21:19
put
21:21
the
21:22
root
21:22
cause
21:22
of
21:22
my
21:23
success
21:23
somewhere
21:24
else
21:25
other
21:25
than
21:25
me.
21:26
And
21:27
I'm
21:27
going
21:27
to
21:27
keep,
21:27
you
21:27
know,
21:28
whatever
21:28
I
21:28
do
21:28
will
21:28
not
21:28
be
21:29
good
21:29
enough.
21:29
And
21:29
you
21:30
end
21:30
up
21:30
kind
21:30
of
21:30
driving
21:30
yourself
21:31
into
21:31
the
21:31
ground
21:32
a
21:32
little
21:32
bit
21:32
or
21:32
getting
21:33
locked
21:33
into
21:34
as
21:34
I
21:34
find,
21:35
locked
21:35
into
21:35
kind
21:35
of
21:35
artificial
21:36
value
21:36
reward
21:37
systems
21:38
of
21:38
which
21:38
large
21:38
companies
21:39
are
21:39
very
21:39
happy
21:39
to
21:39
provide
21:40
for
21:40
you
21:41
because
21:42
you
21:42
know,
21:42
they
21:42
benefit
21:42
greatly
21:43
out
21:43
of
21:43
having
21:43
a
21:44
whole
21:44
stable
21:44
of
21:44
leaders
21:45
who
21:45
are
21:45
insecure
21:45
overachievers
21:47
whom
21:47
nothing
21:48
is
21:48
ever
21:48
good
21:48
enough.
21:49
It
21:49
produces
21:49
some
21:50
pretty
21:50
incredible
21:50
results
21:52
for
21:52
our
21:52
company.
21:53
Unfortunately,
21:54
I
21:54
think
21:54
that
21:54
the
21:54
costs,
21:55
as
21:55
I
21:55
found
21:56
in
21:56
my
21:56
own
21:56
journey,
21:56
the
21:56
costs
21:57
of
21:57
that
21:58
are
21:58
often
21:58
way
21:58
greater
21:59
than
21:59
you
21:59
realise
21:59
in
21:59
the
22:00
moment.
22:00
And
22:01
I
22:01
think
22:01
I
22:01
didn't
22:02
have
22:02
the
22:02
benefit
22:02
of
22:02
the
22:02
visibility
22:03
that
22:03
you
22:03
did
22:04
into
22:05
this
22:05
kind
22:06
of
22:06
holistic
22:06
picture.
22:07
I
22:07
shouldn't
22:07
be
22:07
asking
22:07
too
22:08
many
22:08
data
22:08
nerd
22:08
questions
22:09
out
22:09
here,
22:09
but
22:09
if
22:09
you'll
22:09
forgive
22:10
me,
22:10
just
22:10
one
22:10
like
22:11
what's
22:12
your
22:12
input
22:12
mechanism
22:13
for
22:13
me,
22:13
Weebie?
22:14
How
22:14
do
22:14
you
22:14
store
22:15
your
22:15
data
22:15
and
22:16
how
22:16
do
22:16
you
22:16
govern
22:16
it
22:17
and
22:17
then
22:17
how
22:18
do
22:18
you
22:19
visualizing
22:19
and
22:20
pull
22:20
insight
22:20
from
22:20
it?
22:21
Well,
22:21
I
22:21
definitely
22:22
don't
22:22
govern
22:22
it.
22:23
I'm
22:23
not
22:23
even
22:24
sure
22:24
how
22:24
I
22:24
would
22:24
govern
22:25
it.
22:25
We
22:25
do.
22:26
I
22:26
mean
22:26
I'm
22:26
sure
22:26
it's
22:26
not
22:27
a
22:27
public
22:27
access
22:27
database,
22:28
right?
22:28
No,
22:29
it's
22:29
true.
22:30
So
22:31
it's
22:31
changed
22:31
over
22:32
time.
22:33
I
22:33
actually
22:33
created
22:34
a
22:35
pretty
22:35
type
22:36
form
22:37
that
22:37
I
22:37
get
22:38
a
22:39
slack
22:39
notification
22:40
that
22:40
comes
22:40
every
22:41
Friday
22:41
reminding
22:42
me
22:42
to
22:42
just
22:42
fill
22:43
it
22:43
in
22:43
for
22:43
myself
22:44
because
22:44
otherwise
22:44
I
22:44
will
22:44
not
22:45
remember
22:45
to
22:46
do
22:46
it.
22:47
I
22:47
literally
22:47
go
22:47
in
22:48
and
22:50
you
22:50
know,
22:51
mark
22:51
out
22:52
of
22:52
10
22:52
each
22:52
of
22:53
the
22:53
different
22:53
segments.
22:55
It
22:55
then
22:55
asks
22:56
me
22:57
which
22:57
segments
22:58
am
22:58
I
22:58
going
22:58
to
22:58
focus
22:58
on,
22:59
what
22:59
particular
22:59
actions
23:00
I'm
23:00
going
23:00
to.
23:00
It
23:00
asks
23:01
me
23:01
some
23:01
questions
23:02
that
23:02
I
23:02
have
23:02
fed
23:03
it
23:03
into
23:03
it
23:04
and
23:04
all
23:04
of
23:04
that
23:04
goes
23:05
into
23:05
airtables
23:06
so
23:06
I
23:06
can
23:06
actually
23:07
physically
23:07
see
23:08
it
23:08
visually
23:08
as
23:09
well.
23:10
And
23:10
I'm
23:11
a
23:11
very
23:11
visual
23:12
person
23:12
so
23:12
I
23:12
like
23:12
to
23:13
see
23:13
where
23:13
things
23:13
are
23:13
growing
23:15
at
23:16
both
23:16
the
23:17
micro
23:17
level
23:18
of
23:18
the
23:18
different
23:19
segments.
23:19
But
23:19
overall,
23:20
what
23:21
is
23:21
the
23:21
knock
23:22
on
23:22
impact
23:22
that's
23:23
having
23:24
on
23:24
the
23:24
overall
23:25
pool.
23:25
Et
23:26
cetera
23:26
and
23:26
you
23:26
know,
23:26
with
23:27
the
23:27
rise
23:27
of
23:28
self
23:28
awareness
23:28
and
23:28
journaling,
23:29
et
23:29
cetera?
23:29
Everyone
23:30
else
23:30
is
23:30
late
23:30
to
23:30
the
23:30
party
23:31
compared
23:31
to
23:31
you,
23:31
I
23:31
think
23:31
on
23:31
it.
23:32
But
23:32
do
23:33
you
23:33
lead
23:33
through
23:34
your
23:34
work?
23:34
Do
23:34
you
23:34
lead
23:35
cohorts
23:35
of
23:35
people
23:35
through
23:36
setting
23:36
up
23:36
their
23:36
own
23:36
meweeb?
23:37
Have
23:37
you
23:38
ever
23:38
considered
23:38
making
23:38
it
23:38
available
23:39
as
23:39
a
23:39
SaaS
23:39
platform
23:40
for
23:40
people
23:40
to
23:40
subscribe
23:41
to?
23:42
What
23:42
are
23:42
your
23:42
plans
23:42
there?
23:43
I'm
23:43
going
23:43
to
23:43
be
23:43
really
23:43
honest.
23:44
I
23:44
was
23:45
so
23:45
afraid
23:46
to
23:48
publicly
23:48
talk
23:49
about
23:49
it
23:50
because
23:50
I
23:50
thought
23:50
someone
23:51
was
23:51
going
23:51
to
23:53
steal
23:53
the
23:53
idea,
23:53
steal
23:54
the
23:54
ip.
23:55
It's
23:55
the
23:55
origin
23:56
of
23:56
where
23:56
the
23:56
business
23:57
came
23:57
from
23:58
and
23:58
so
23:58
until
23:59
extremely
24:00
recently
24:01
I
24:01
haven't
24:02
publicly
24:02
shared
24:03
it
24:03
anywhere
24:04
because
24:05
it
24:06
would
24:06
be
24:06
so
24:06
easy
24:07
to
24:07
do
24:07
for
24:08
a,
24:09
for
24:11
anyone.
24:11
It's
24:11
so
24:12
simple
24:12
to
24:13
go
24:13
and
24:13
go
24:13
and
24:14
put
24:14
it
24:14
and
24:14
make
24:14
it
24:15
into
24:15
something
24:16
like
24:16
that.
24:17
My
24:17
dream
24:17
though
24:18
has
24:18
always
24:18
been
24:19
to
24:19
partner
24:19
with
24:20
a
24:21
university
24:22
organization
24:23
to
24:24
get
24:24
cohorts
24:25
of
24:26
beyond
24:26
just
24:27
my
24:27
clients
24:27
who
24:27
will
24:28
track
24:28
theirs
24:30
to
24:30
see
24:31
what
24:31
can
24:31
happen
24:32
when
24:33
people
24:33
do
24:33
it
24:33
at
24:33
a
24:34
macro
24:34
scale
24:35
and
24:35
the
24:35
impact,
24:36
how
24:36
scalable
24:37
the
24:37
impacts
24:38
are.
24:38
Not
24:39
just
24:39
when
24:39
you're
24:39
in
24:40
a
24:40
coaching
24:40
environment
24:41
where
24:41
you're
24:41
supported
24:42
by
24:42
someone
24:42
like
24:43
me,
24:43
but
24:43
actually
24:44
where
24:44
you're
24:44
using
24:45
it,
24:45
as
24:45
I
24:45
have
24:46
done
24:46
for
24:46
the
24:46
last
24:47
seven
24:47
years,
24:47
just
24:47
on
24:48
your
24:48
own
24:48
to
24:49
be
24:49
able
24:49
to
24:49
support
24:49
changes
24:50
made.
24:50
So
24:51
I
24:51
would
24:51
love
24:51
to
24:51
do,
24:52
I
24:52
would
24:52
love
24:52
to
24:53
do
24:53
something
24:53
like
24:53
that,
24:54
but
24:54
I
24:54
haven't,
24:54
I
24:55
haven't
24:55
got
24:55
around
24:55
to
24:55
doing
24:56
it
24:56
yet.
24:57
I
24:57
think
24:58
I
24:58
spent
24:58
a
24:58
lot
24:58
of
24:58
time
24:58
thinking
24:59
about
24:59
these
24:59
things
24:59
and
25:01
a
25:01
member
25:01
of
25:01
a
25:01
couple
25:01
of
25:02
communities
25:02
that
25:03
specifically
25:03
think
25:03
around
25:04
how
25:04
do
25:04
you
25:04
take
25:04
an
25:04
audience
25:05
and
25:05
convert
25:05
that
25:05
into
25:06
a
25:06
community,
25:06
then
25:06
convert
25:07
that
25:07
into
25:07
a
25:08
product.
25:08
Shout
25:09
out
25:09
to
25:09
Startup
25:10
Empire
25:10
on
25:10
that
25:11
one
25:12
and
25:13
I
25:13
would
25:13
say
25:13
to
25:13
assuage
25:14
your
25:14
fears
25:14
a
25:14
little
25:14
bit
25:15
on
25:15
the
25:15
IP
25:16
like
25:16
you
25:16
already
25:17
have,
25:17
I'd
25:17
say
25:17
a
25:17
significant
25:18
moat
25:18
around
25:18
it
25:19
with
25:19
not
25:19
only
25:19
your
25:19
distribution
25:20
but
25:20
also
25:20
your
25:20
expertise
25:21
and
25:21
your
25:21
experience
25:22
and
25:22
being
25:22
the
25:22
creator
25:23
of
25:23
it,
25:23
I
25:24
don't
25:24
think,
25:24
Chloe,
25:24
that
25:25
me
25:26
or
25:26
anybody
25:26
else,
25:26
any
25:27
other
25:27
random
25:27
stranger
25:28
from
25:28
the
25:28
Internet
25:28
could
25:28
set
25:28
it
25:29
up
25:29
and
25:29
have
25:29
anything
25:29
like
25:29
the
25:30
success
25:30
that
25:30
you
25:30
could
25:30
have
25:31
with
25:31
it.
25:31
And
25:31
I
25:31
think
25:32
increasingly,
25:32
especially
25:33
in
25:33
this
25:33
world
25:33
of
25:34
low
25:35
code
25:35
and
25:35
no
25:35
code
25:35
tools
25:36
where
25:36
genuinely
25:36
anybody
25:37
can
25:37
make
25:37
anything
25:37
and
25:38
more
25:38
and
25:39
more
25:39
people
25:39
could
25:39
create
25:40
an
25:40
iPhone,
25:40
app
25:40
or
25:41
whatever
25:41
else.
25:41
Like
25:41
I
25:42
don't
25:42
think
25:42
they
25:42
would
25:42
be
25:42
able
25:42
to
25:42
make
25:43
a
25:43
success
25:43
with
25:43
it
25:43
because
25:44
they
25:44
don't
25:44
have
25:44
the
25:44
distribution
25:45
and
25:45
the
25:45
audience
25:45
that
25:45
you've
25:45
got
25:46
around
25:46
it
25:46
100%.
25:47
And
25:47
that's
25:48
why
25:48
the
25:49
biggest
25:49
thing
25:49
that
25:49
holds
25:50
any
25:50
of
25:50
us
25:50
back
25:50
is
25:50
mindset
25:51
and
25:51
a
25:51
belief
25:51
system
25:52
that
25:52
doesn't
25:52
necessarily
25:53
serve
25:54
us.
25:54
And
25:54
that
25:54
was
25:55
mine
25:55
for
25:55
a
25:55
very
25:55
long
25:56
period
25:56
of
25:56
time
25:56
that
25:57
I
25:57
have
25:58
now
25:58
finally
25:58
overcome.
25:59
And
26:00
I'm
26:00
sorry
26:01
to
26:01
anyone
26:01
who,
26:02
you
26:02
know,
26:02
I'm
26:03
sorry
26:03
to
26:03
the
26:03
people
26:04
who
26:05
I
26:05
have,
26:06
and
26:06
this
26:06
is
26:06
what's
26:07
been
26:07
so
26:07
motivating
26:09
to
26:09
get
26:09
me
26:09
to
26:09
shift
26:10
my
26:10
mind
26:10
is
26:11
by
26:11
keeping
26:12
it
26:12
just
26:12
to
26:12
myself
26:13
to
26:13
protect
26:14
me
26:14
or
26:14
it
26:14
or
26:15
whatever
26:15
it
26:15
is,
26:15
I
26:16
am
26:16
actually
26:16
potentially
26:18
negatively
26:19
impacting
26:19
people
26:20
whose
26:20
lives
26:20
could
26:21
change
26:22
from
26:22
being
26:22
able
26:22
to
26:23
do
26:23
something
26:23
really
26:24
simple
26:24
like
26:24
using
26:24
it.
26:25
So
26:25
I'm
26:25
going
26:25
to
26:26
stop
26:26
being
26:27
so
26:27
selfish
26:28
and
26:28
get
26:29
out
26:29
the
26:29
way
26:29
of
26:30
making,
26:30
you
26:31
know,
26:31
making
26:31
it
26:31
possible.
26:32
And
26:33
yeah,
26:33
I
26:33
mean,
26:34
if
26:35
someone
26:35
listens
26:35
to
26:35
this
26:36
and
26:36
they're
26:36
like,
26:37
I
26:37
know
26:37
how
26:37
to
26:37
do
26:37
all
26:38
of
26:38
those
26:38
no
26:38
code
26:38
things
26:39
and
26:39
I
26:39
could
26:39
bring
26:39
it
26:39
to
26:39
life
26:40
in
26:40
that
26:40
way
26:40
or
26:40
you
26:41
know,
26:41
down
26:41
the
26:41
line,
26:42
you
26:42
never
26:42
know.
26:42
It's
26:43
around
26:43
partnering
26:44
with
26:44
someone
26:45
to
26:45
really
26:45
bring
26:45
it
26:46
to
26:46
life
26:46
in
26:46
a
26:46
meaningful
26:47
way
26:47
that
26:47
can
26:47
create
26:48
real
26:48
change
26:48
for
26:48
people.
26:49
I
26:49
caught
26:49
you
26:50
being
26:50
hard
26:50
on
26:50
yourself
26:50
by
26:50
the
26:51
way.
26:51
Again.
26:51
I
26:51
was
26:51
saying
26:51
you're
26:52
selfish
26:53
just
26:53
by
26:53
protecting
26:53
your
26:54
when
26:54
actually
26:54
you're
26:54
just
26:55
acting
26:55
in
26:55
your
26:55
own,
26:56
protecting
26:57
your
26:57
own
26:57
interests.
26:58
Selfish?
27:00
Yeah.
27:00
There's
27:00
nicer
27:01
words
27:01
for
27:01
it
27:01
than
27:01
that.
27:03
And
27:04
it's
27:04
not
27:04
a
27:04
word
27:04
that
27:04
I'd
27:04
ever
27:05
associate
27:05
with
27:05
you,
27:05
Chloe,
27:06
but
27:07
the
27:07
other
27:08
pattern.
27:08
Observe.
27:08
Again,
27:09
if
27:09
I
27:09
look
27:10
at
27:10
the
27:10
data
27:10
that's
27:10
available
27:10
to
27:11
me
27:11
through
27:11
these
27:11
communities
27:11
and
27:12
whatever
27:12
else
27:12
I
27:12
meant
27:13
the
27:13
most
27:13
successful
27:16
folks
27:16
with
27:17
digital
27:17
products
27:18
and
27:18
SaaS,
27:19
platforms
27:19
like
27:19
this
27:19
actually
27:20
give
27:20
away
27:20
like
27:20
95%
27:21
of
27:21
the
27:21
value
27:21
for
27:22
free
27:22
up
27:22
front.
27:22
And
27:22
it's
27:22
the
27:23
5%.
27:24
And
27:25
I'll
27:25
tell
27:26
you
27:26
so
27:26
you
27:26
don't
27:26
have
27:26
to
27:26
tell
27:26
yourself
27:27
it's
27:27
you
27:27
that
27:27
makes
27:28
it
27:28
special.
27:30
And
27:31
that's
27:31
that
27:31
last
27:31
5%
27:32
that
27:32
people
27:32
pay
27:32
for.
27:33
Like
27:34
that's
27:34
the
27:34
real
27:34
special
27:35
sauce
27:35
here.
27:35
So
27:36
it's
27:37
not
27:37
the
27:38
framework
27:38
or
27:38
the
27:38
structure
27:39
or
27:39
the
27:39
idea.
27:40
It's
27:40
the
27:41
person
27:41
who's
27:42
implemented
27:42
it
27:42
and
27:43
changed
27:43
their
27:43
lives
27:43
and
27:44
used
27:44
it
27:44
to
27:44
change
27:44
the
27:44
lives
27:44
of
27:45
so
27:45
many
27:45
other
27:45
people.
27:45
Like
27:45
that's
27:46
what's
27:46
special.
27:46
I
27:47
love
27:47
it.
27:47
So
27:47
you're
27:47
telling
27:48
me,
27:48
Graham,
27:48
I
27:48
do
27:48
not
27:49
have
27:49
to
27:49
publish
27:50
the
27:50
35,000
27:51
word
27:51
book
27:51
I
27:51
wrote
27:52
on
27:52
it
27:52
in
27:52
order
27:52
to
27:52
make
27:53
it
27:53
public.
27:55
I
27:55
mean,
27:55
that's
27:55
not
27:55
going
27:56
to
27:56
hurt.
27:56
It's
27:57
not
27:57
going
27:57
to
27:57
hurt.
27:58
It's
27:58
not
27:58
going
27:58
to
27:58
hurt.
28:00
I'd
28:01
love
28:01
to
28:01
switch
28:01
and
28:01
talk
28:01
about
28:01
your
28:02
time
28:02
as
28:03
a
28:03
buyer
28:05
in
28:05
the
28:05
wonderful
28:05
world
28:06
of
28:06
what
28:07
we'd
28:07
call
28:07
on
28:07
this
28:07
side
28:08
of
28:08
the
28:08
pond,
28:08
grocery
28:08
stores.
28:13
They've
28:13
always
28:14
fascinated
28:14
me.
28:15
Stores
28:15
and
28:16
I
28:16
worked
28:16
in
28:16
personal
28:16
finance
28:17
for
28:17
a
28:17
long
28:17
time
28:17
and
28:18
credit
28:19
card
28:19
transactions
28:19
were
28:19
a
28:19
fascinating
28:20
enough
28:20
piece
28:21
of
28:21
data.
28:21
But
28:22
literally
28:22
what
28:22
people
28:23
are
28:23
buying
28:24
in
28:24
stores
28:25
and
28:25
the
28:25
patterns
28:25
around
28:26
that
28:26
has
28:26
always
28:28
boggled
28:29
my
28:29
mind
28:29
a
28:29
little
28:29
bit
28:29
thinking
28:30
about
28:30
the
28:30
possibility.
28:30
So
28:31
what
28:31
are
28:31
some
28:31
of
28:31
the
28:32
coolest
28:32
things
28:33
you
28:33
found
28:33
while
28:33
working
28:34
in
28:35
that
28:35
arena?
28:36
Some
28:36
people
28:36
think
28:36
it's
28:37
weird
28:37
that
28:37
I
28:38
moved
28:38
from
28:39
buying,
28:40
being
28:40
a
28:40
buyer
28:41
in
28:41
a
28:41
grocery
28:41
store
28:42
and
28:42
doing
28:43
consumer
28:43
behavior
28:43
research
28:44
into
28:45
now
28:46
leadership
28:46
development,
28:47
coaching,
28:47
that
28:47
sort
28:48
of
28:48
thing.
28:48
For
28:48
me
28:50
though,
28:50
it's
28:51
completely
28:52
aligned
28:53
in
28:53
the
28:53
sense
28:54
that
28:54
we're
28:54
talking
28:55
about
28:55
human
28:55
behavior
28:56
and
28:56
understanding
28:57
humans.
28:58
And
28:58
that
28:58
for
28:58
me
28:58
has
28:59
been
28:59
the
29:00
through
29:00
line
29:00
of
29:01
what
29:01
I've
29:02
always
29:02
found
29:02
fascinating
29:03
and
29:03
why
29:04
I
29:04
love
29:05
grocery
29:05
and
29:06
why
29:06
I
29:06
loved
29:07
everything
29:08
that
29:09
I
29:09
did
29:09
in
29:09
those
29:10
environments.
29:11
Because
29:12
it
29:12
was
29:12
truly
29:13
my
29:14
job
29:14
to
29:14
understand
29:15
shopping
29:16
behavior
29:17
so
29:17
that
29:17
I
29:18
could
29:18
make
29:18
the
29:19
everyday
29:20
experience
29:21
that
29:22
for
29:22
most
29:22
people,
29:22
they
29:23
don't
29:23
love
29:23
going
29:23
to
29:23
the
29:24
supermarket
29:24
shopping,
29:25
but
29:25
make
29:25
it
29:26
as
29:27
seamless
29:28
and
29:29
save
29:29
them
29:29
as
29:29
much
29:30
time
29:30
as
29:30
I
29:31
possibly
29:31
could.
29:32
And
29:34
the
29:34
way
29:34
that
29:34
I
29:34
went
29:35
about
29:35
doing
29:35
that
29:36
was
29:36
by
29:37
understanding
29:38
the
29:38
data
29:38
and
29:38
really
29:39
seeing
29:39
what
29:39
are
29:39
the
29:39
patterns
29:40
that.
29:41
What
29:41
are
29:41
the
29:41
stories
29:42
that
29:42
exist
29:43
within
29:44
it
29:44
that
29:45
can
29:45
help
29:45
me
29:45
make
29:46
decisions
29:47
as
29:47
a
29:47
buyer
29:48
that
29:48
help
29:48
the
29:49
end
29:49
user,
29:50
help
29:50
the
29:50
consumer,
29:51
really
29:53
help
29:53
their
29:54
lives
29:54
and
29:54
help
29:55
them
29:55
buy.
29:56
And
29:57
so,
29:57
gosh,
29:58
I
29:58
have
29:58
so
29:58
many
29:59
examples.
30:00
I
30:00
mean,
30:00
I
30:00
have
30:00
a
30:00
whole
30:01
battery
30:01
of
30:01
questions
30:01
that
30:01
I'm
30:02
interested
30:02
in.
30:02
I
30:03
was
30:03
in
30:03
the
30:03
grocery
30:03
store
30:03
this
30:03
weekend
30:04
with
30:04
my
30:04
wife.
30:04
I
30:04
have
30:04
so
30:04
many
30:04
examples
30:05
of
30:05
that.
30:06
Tell
30:06
me
30:06
about
30:06
the
30:07
ends
30:07
of
30:07
the
30:07
aisles.
30:07
Because
30:08
we
30:08
walk
30:09
down
30:09
the
30:09
ends
30:09
of
30:09
the
30:09
aisles
30:10
because
30:10
that's
30:10
typically
30:10
where
30:10
the
30:11
deepest
30:11
discounts
30:11
are
30:12
or
30:12
the
30:12
things
30:12
that
30:12
you're
30:12
most
30:13
encouraged
30:13
to
30:13
buy.
30:14
Two
30:14
observations.
30:17
One
30:17
observation.
30:17
Sorry.
30:18
And
30:18
one
30:18
hypothesis.
30:18
So
30:19
one
30:19
observation
30:19
that
30:19
we
30:19
made,
30:19
and
30:20
this
30:20
might
30:20
be
30:20
a
30:20
uniquely
30:20
American
30:21
thing,
30:21
everything
30:22
on
30:22
the
30:22
end
30:22
of
30:22
the
30:22
aisles
30:23
was
30:23
ultra
30:23
processed
30:24
convenience
30:24
food.
30:24
And
30:25
that
30:25
might
30:25
just
30:25
be
30:25
a
30:25
statement
30:26
on
30:26
society
30:27
more
30:27
than
30:27
anything
30:27
else,
30:28
but
30:28
it
30:28
was
30:28
also
30:29
the
30:29
deepest
30:29
discounts.
30:30
My
30:31
hypothesis
30:31
on
30:31
it
30:32
is
30:32
that's
30:33
the
30:33
place
30:33
where
30:33
there's
30:34
the
30:34
least
30:34
competition
30:35
for
30:35
interest.
30:36
It's
30:36
the
30:37
place
30:37
where
30:38
the
30:38
suppliers
30:39
are
30:39
going
30:39
to
30:39
pay
30:39
the
30:39
most
30:40
money
30:40
and
30:40
will
30:40
sell
30:41
the
30:41
most.
30:41
So
30:42
those
30:42
ends
30:42
of
30:42
the
30:42
aisle
30:43
get
30:43
the
30:44
most
30:44
foot
30:44
track
30:45
traffic
30:46
in
30:46
an
30:46
entire
30:47
store.
30:48
So
30:48
generally,
30:49
one,
30:50
it's
30:50
going
30:50
to
30:50
be
30:50
the
30:51
place
30:51
that
30:51
you
30:52
feature
30:53
the
30:53
biggest
30:53
discounts
30:54
or
30:54
the
30:54
best
30:55
deals
30:55
that
30:55
you
30:56
know
30:56
is
30:57
going
30:57
to
30:57
be
30:57
most
30:58
attractive
30:59
in
30:59
order
30:59
for
30:59
someone
31:00
to
31:00
impulse
31:01
purchase
31:01
and
31:02
put
31:02
into
31:02
their
31:03
shopping
31:04
basket.
31:05
A
31:05
lot
31:05
of
31:06
that
31:06
space
31:06
though
31:07
in
31:07
a
31:07
lot
31:07
of
31:07
retailers
31:08
is
31:08
paid
31:09
for
31:09
by
31:10
the
31:10
supplier.
31:11
So
31:11
paid
31:11
for
31:13
because
31:14
it's
31:14
a
31:14
better
31:14
promotional
31:15
space.
31:15
It
31:15
gets
31:16
their
31:16
brand
31:17
in
31:18
the
31:18
eyes
31:18
of
31:19
someone
31:19
who
31:21
maybe
31:22
you
31:22
are
31:22
like
31:22
me,
31:23
trying
31:23
to
31:24
eat
31:24
more
31:24
consciously
31:25
and
31:25
you
31:26
therefore
31:26
don't
31:26
want
31:27
to
31:27
walk
31:27
down
31:27
the
31:27
chocolate
31:28
aisle
31:29
if
31:29
you
31:29
are
31:29
in
31:30
that.
31:30
But
31:30
there
31:30
it
31:31
is
31:31
waiting
31:31
for
31:31
you,
31:32
lying
31:32
in
31:32
wait.
31:33
It's
31:33
there
31:33
for
31:34
the
31:34
person
31:34
who
31:34
isn't
31:35
going
31:35
to
31:35
walk
31:35
and
31:36
zoom.
31:36
And
31:36
we
31:36
don't.
31:37
That's
31:37
not
31:37
how
31:37
we
31:37
shop.
31:38
We
31:38
don't
31:38
walk
31:39
down
31:39
every
31:39
single
31:39
aisle
31:40
every
31:40
time
31:40
we
31:40
go
31:40
to
31:40
a
31:41
supermarket
31:41
store.
31:43
So
31:44
yeah,
31:45
that's
31:45
the
31:46
fun.
31:46
On,
31:46
on
31:47
the
31:47
end.
31:47
How
31:47
much
31:47
uplift,
31:48
like
31:48
how
31:48
much
31:49
uplift
31:49
in
31:49
foot
31:49
traffic
31:50
is
31:50
there
31:50
end
31:50
of
31:50
the
31:50
aisle
31:51
versus
31:51
the
31:51
middle
31:51
of
31:51
the
31:51
aisle?
31:52
Exponentially.
31:53
More
31:53
exponentially.
31:54
That
31:54
much
31:55
more.
31:55
That's
31:56
great.
31:56
That
31:56
is.
31:57
That
31:57
is
31:57
crazy.
31:58
The
32:01
other
32:01
thing,
32:01
and
32:02
we
32:02
talked
32:02
about
32:02
a
32:02
story
32:02
related
32:03
to
32:03
this
32:03
before.
32:04
I
32:05
once
32:06
visited
32:06
the
32:07
Amazon
32:07
warehouse
32:08
in
32:08
Richmond,
32:08
Virginia.
32:09
I
32:10
don't
32:10
know
32:10
how
32:10
someone
32:11
at
32:11
work
32:11
was
32:12
able
32:12
to
32:12
wangle
32:13
a
32:13
trip,
32:13
but
32:14
the
32:14
thing
32:14
that
32:14
sticks
32:14
with
32:15
me,
32:15
well,
32:15
a
32:15
couple
32:15
of
32:15
things
32:16
stick
32:16
with
32:16
me.
32:16
One,
32:17
this
32:17
was
32:17
probably
32:18
seven
32:18
years
32:18
ago
32:19
in
32:20
November,
32:20
and
32:21
there
32:21
were
32:21
11
32:22
packages
32:22
per
32:22
second
32:23
coming
32:23
out
32:23
at
32:23
the
32:23
end
32:24
of
32:24
the
32:24
process,
32:24
which
32:25
is
32:25
kind
32:25
of
32:26
incredible
32:26
to
32:26
think
32:27
about.
32:28
But
32:28
from
32:28
a
32:28
data
32:28
and
32:28
organization
32:29
perspective,
32:30
like,
32:30
as
32:30
someone
32:30
who's
32:30
always
32:31
been
32:31
fascinated
32:31
by
32:31
the
32:31
inside
32:32
of
32:32
computers,
32:33
you
32:34
could
32:34
walk
32:34
down
32:34
the
32:34
aisles
32:35
and
32:35
see
32:35
where
32:35
all
32:35
the
32:35
items
32:36
were
32:36
stored
32:36
that
32:36
people
32:37
would
32:37
purchase
32:37
on
32:37
Amazon.
32:37
And,
32:38
and
32:38
like
32:38
they
32:38
literally,
32:39
to
32:39
me,
32:39
make
32:39
no
32:39
sense.
32:40
Like
32:41
there
32:41
were
32:41
things
32:42
next
32:42
to
32:42
each
32:42
other
32:43
that
32:43
made
32:43
no
32:43
sense.
32:43
And
32:43
actually
32:44
they
32:44
said
32:44
to
32:44
us
32:44
on
32:45
the
32:45
tour,
32:45
the
32:45
human
32:46
beings
32:46
don't
32:46
know
32:46
where
32:46
the
32:46
things
32:47
are.
32:47
Like,
32:47
they
32:47
get
32:47
a
32:47
set
32:48
of
32:48
instructions
32:48
for
32:48
each
32:48
package
32:49
of
32:49
like,
32:49
go
32:49
here,
32:49
go
32:50
here.
32:50
And
32:50
it's
32:50
automatically
32:51
optimized
32:51
for
32:51
the
32:51
shortest
32:52
possible
32:52
walking
32:52
route.
32:53
It's
32:53
automatically.
32:54
And
32:54
the
32:55
whole
32:55
warehouse
32:55
is
32:55
organized
32:56
based
32:56
on
32:57
frequency
32:57
of
32:58
purchase,
32:58
size
32:58
of
32:58
item.
32:59
All
32:59
these
32:59
things
32:59
that
33:00
like
33:00
human
33:00
beings
33:01
in
33:01
a
33:01
grocery
33:01
store
33:01
don't
33:01
have
33:02
to
33:02
care
33:03
about.
33:04
I
33:04
get
33:04
that
33:04
it's
33:04
a
33:04
different
33:05
paradigm
33:05
when
33:05
you've
33:05
got
33:05
people
33:06
walking
33:06
around
33:07
looking
33:07
to
33:07
pick
33:07
things
33:08
up
33:08
that
33:08
aren't
33:08
being
33:08
guided
33:09
by
33:09
an
33:10
app.
33:10
But
33:10
like,
33:10
how
33:11
do
33:11
you
33:11
go
33:11
about
33:11
choosing
33:12
like
33:12
what,
33:12
what
33:12
goes
33:13
where
33:14
and
33:14
is
33:14
the
33:14
fresh
33:15
fruit
33:15
always
33:15
first?
33:16
The
33:16
fresh
33:16
fruit.
33:16
The
33:17
fresh
33:17
fruit
33:17
is
33:17
usually
33:18
first
33:18
because
33:19
it
33:20
gives
33:21
the
33:21
overall
33:23
think
33:23
about
33:23
the
33:23
human
33:24
behavior,
33:24
the
33:25
overall
33:25
perception
33:26
of
33:26
freshness
33:27
of
33:27
the
33:27
store.
33:28
So
33:29
when
33:29
someone
33:29
comes
33:30
in,
33:30
they
33:30
are
33:30
freshest,
33:31
they
33:31
are
33:32
freshest,
33:32
they
33:33
are
33:33
least
33:33
tired
33:34
and
33:34
they
33:34
are
33:34
most
33:35
aware.
33:36
And
33:36
therefore
33:37
you
33:37
put
33:37
your
33:37
fresh
33:39
fruit
33:39
that
33:39
you've
33:39
put
33:40
your
33:40
fresh
33:40
fruit,
33:40
not
33:41
only
33:41
is
33:41
it
33:41
high
33:41
margin,
33:43
you
33:43
put
33:43
your
33:43
fresh
33:44
stuff
33:44
at
33:45
the
33:45
front
33:45
to
33:46
give
33:46
the
33:46
rest
33:46
of
33:47
the
33:47
store
33:48
a
33:48
perception
33:49
of
33:50
quality
33:50
and
33:51
freshness
33:51
and
33:52
interest
33:52
and
33:53
color
33:53
and
33:53
all
33:53
those
33:54
sorts
33:54
of,
33:54
you
33:54
know,
33:55
so
33:55
that's
33:55
why
33:55
they
33:55
do
33:56
that.
33:56
And
33:56
then
33:57
everything
33:58
else
33:58
within
33:58
the
33:59
store,
34:00
even
34:00
where,
34:01
where
34:01
the
34:01
aisles
34:02
are,
34:02
what
34:03
products
34:03
are
34:03
placed
34:04
on,
34:04
what
34:04
shelf,
34:05
what
34:05
they
34:05
sit
34:05
next
34:05
to,
34:08
everything
34:09
is
34:10
considered
34:11
by
34:11
the
34:12
specific
34:12
teams
34:14
who
34:15
really
34:15
consciously
34:16
are
34:17
doing
34:17
all
34:18
the
34:18
analysis
34:19
to
34:19
work
34:19
out
34:20
what,
34:20
what
34:21
is
34:21
going
34:21
to
34:21
deliver
34:22
the
34:22
best
34:23
return
34:24
on
34:24
space
34:25
investment
34:25
essentially.
34:28
And
34:30
for
34:30
me
34:30
that
34:30
was
34:31
always
34:31
a
34:31
huge
34:32
consideration.
34:32
Let's
34:33
take
34:33
a,
34:33
when
34:34
I
34:35
bought
34:35
medicinal
34:36
and
34:36
vitamins
34:36
for
34:36
a
34:36
while
34:37
and
34:38
let's
34:38
take
34:38
meds
34:39
for
34:39
an
34:39
example.
34:40
With
34:40
medicinal,
34:41
if
34:41
you
34:41
go
34:41
into
34:41
a
34:42
grocery
34:42
store,
34:42
you
34:43
are
34:43
competing
34:44
against
34:45
a
34:45
pharmacy
34:45
store
34:46
with
34:46
so
34:46
much
34:46
more
34:47
space.
34:48
So
34:48
how
34:48
on
34:48
earth
34:49
you
34:50
make
34:50
decisions
34:51
about
34:52
ear
34:52
products?
34:53
Not
34:54
that
34:54
there
34:54
aren't
34:54
very
34:54
many
34:55
ear
34:55
products,
34:55
but
34:55
you
34:56
know,
34:56
cold
34:56
and
34:56
flu
34:57
versus
34:57
sexual
34:58
well
34:58
being
34:58
versus
34:59
painkillers
35:01
versus
35:02
antacids,
35:04
all
35:04
of
35:04
those
35:05
decisions.
35:05
How
35:06
on
35:06
earth
35:06
you
35:06
go
35:06
about
35:07
thinking
35:08
what
35:08
makes
35:09
sense
35:09
to
35:09
sit
35:11
next
35:11
to
35:12
what.
35:12
All
35:13
of
35:13
that
35:13
is
35:14
made
35:14
through
35:15
data
35:15
and
35:15
through
35:16
understanding
35:17
what
35:18
might
35:18
be
35:19
the
35:20
make
35:21
sense,
35:21
most
35:21
sense
35:22
from
35:22
a
35:23
shopper
35:23
across
35:24
shop
35:25
perspective.
35:25
The
35:26
funniest
35:27
story
35:28
that
35:28
I
35:28
have
35:29
around
35:29
that
35:30
is
35:31
I
35:31
was
35:31
trying
35:31
to
35:32
decide
35:32
where
35:32
to
35:32
put
35:33
lip,
35:33
lip
35:34
care,
35:34
you
35:34
know,
35:36
if
35:36
you've
35:37
got
35:37
cold
35:37
sores
35:37
or
35:38
you've
35:38
got
35:39
Vaseline,
35:40
that
35:40
sort
35:40
of
35:40
thing.
35:40
I
35:40
was
35:40
trying
35:41
to
35:41
decide
35:41
where
35:41
to
35:42
put
35:42
that
35:43
and
35:43
I
35:43
did
35:44
some
35:44
data
35:45
analysis
35:45
using
35:47
the
35:48
shopper
35:48
data
35:49
to
35:49
understand.
35:49
Okay,
35:50
right.
35:50
What
35:50
if
35:51
someone
35:51
is
35:51
buying
35:51
it,
35:52
lip
35:53
stuff,
35:53
let's
35:53
say
35:53
Vaseline.
35:54
What
35:54
are
35:54
they
35:55
most
35:55
likely?
35:56
What
35:56
else
35:57
from
35:57
a
35:57
medicinal
35:58
perspective
35:58
are
35:58
they
35:59
most
35:59
likely
35:59
to
35:59
put
36:00
into
36:00
their
36:02
basket?
36:03
What
36:03
came
36:03
out
36:03
top?
36:04
Do
36:04
you
36:04
want
36:04
to
36:04
guess?
36:05
I
36:05
don't
36:05
know,
36:05
like
36:06
it's
36:06
a
36:06
seasonality
36:07
to
36:07
that.
36:07
Like
36:07
is
36:08
that
36:08
more
36:08
in
36:08
winter?
36:08
So
36:09
tissues,
36:09
tissues
36:10
could
36:10
be,
36:10
but
36:10
tissues
36:11
weren't
36:11
on
36:11
my
36:11
aisle.
36:12
But
36:12
what
36:13
came
36:13
out
36:13
top
36:14
was
36:14
condoms.
36:16
Oh,
36:18
another
36:18
interesting
36:19
connection.
36:19
Condoms,
36:20
condoms,
36:21
a
36:21
lube.
36:21
And
36:22
I
36:22
was
36:22
like,
36:22
this
36:22
is
36:23
so
36:23
what?
36:24
Like
36:24
who
36:24
is
36:24
doing
36:26
what?
36:26
Who,
36:27
what,
36:27
what
36:28
is
36:28
going
36:28
on
36:28
there
36:29
now
36:30
you
36:30
could
36:30
make
36:31
a
36:31
decision
36:31
to
36:32
say
36:32
that
36:32
there
36:32
Is
36:32
some
36:32
sort
36:33
of
36:33
causation,
36:34
you
36:34
know,
36:34
that
36:35
you
36:35
could
36:35
say
36:35
that
36:35
they
36:35
are
36:36
correlated
36:36
or
36:36
you
36:36
could,
36:37
could
36:37
not.
36:38
You
36:38
obviously
36:38
apply
36:39
then
36:40
your
36:40
own
36:42
judgment
36:43
and
36:43
self
36:43
judgment
36:43
as
36:44
to
36:44
whether
36:44
or
36:44
not
36:44
you
36:45
decide
36:46
that
36:46
it's
36:46
a
36:46
good
36:46
idea
36:47
to
36:49
place
36:49
them
36:49
next,
36:50
to
36:50
place
36:51
them
36:51
next
36:51
to
36:51
each
36:51
other.
36:52
But
36:52
there
36:52
is
36:52
a
36:53
very,
36:53
very
36:53
interesting
36:54
stories
36:55
that
36:56
those
36:56
sorts
36:57
of
36:57
things
36:57
could
36:57
be,
36:57
you
36:58
know,
36:58
can
36:58
tell.
36:58
So
36:59
for
36:59
instance,
37:00
cold
37:00
and
37:01
flu
37:02
often
37:03
sits
37:03
really
37:03
close
37:03
to
37:04
hay
37:04
fever
37:05
generally
37:06
because
37:06
it's
37:07
that
37:07
sort
37:07
of
37:07
nasal
37:08
symptom.
37:08
Similar
37:08
kind
37:09
of
37:09
symptoms.
37:09
Exactly.
37:11
That's
37:11
super
37:12
interesting.
37:12
I
37:12
actually
37:12
remember
37:13
the.
37:14
Well,
37:15
let
37:15
me
37:15
consider
37:15
the
37:15
base
37:16
data
37:16
set
37:16
that
37:16
you're
37:16
probably
37:16
working
37:17
with
37:17
there
37:17
you
37:17
have
37:18
frequency
37:19
and
37:19
volume
37:19
of
37:20
purchase.
37:21
I
37:21
guess
37:21
you've
37:21
got
37:21
profit
37:22
margin,
37:22
I
37:22
guess
37:22
shelf
37:23
life
37:23
in
37:23
some
37:23
cases.
37:23
I
37:24
mean
37:24
even
37:24
in
37:24
medicinal,
37:24
there
37:25
must
37:25
be
37:25
some
37:25
shelf
37:25
life
37:25
considerations
37:26
as
37:26
well.
37:28
But
37:28
then
37:28
as
37:28
you
37:29
said,
37:29
you
37:29
have
37:29
to
37:29
fit
37:29
that
37:29
into
37:30
the
37:30
macro
37:30
shopping
37:31
experience
37:31
as
37:31
well.
37:31
And
37:31
if
37:32
you're
37:32
just
37:32
doing
37:32
it
37:32
for
37:32
one
37:32
aisle,
37:33
you
37:33
need
37:33
to
37:33
think
37:33
about
37:33
it
37:33
in
37:34
the
37:34
context
37:34
of
37:34
all
37:34
the
37:34
other
37:34
aisles
37:35
as
37:35
well.
37:37
It's
37:37
a
37:37
fascinating
37:38
dataset.
37:39
The
37:40
example
37:40
I
37:40
remember
37:40
from
37:41
the
37:41
last
37:41
time
37:41
we
37:41
spoke
37:41
was
37:42
something
37:42
related
37:42
to,
37:43
to
37:43
bank
37:43
holiday
37:44
weekends
37:44
or
37:44
public
37:44
holiday
37:45
weekends
37:45
that
37:45
you
37:46
shared
37:46
with
37:46
me.
37:47
Sexual
37:47
wellbeing
37:47
was
37:48
one
37:48
of
37:48
my
37:48
favorite
37:48
categories.
37:49
It
37:49
was
37:49
one
37:49
of
37:49
the
37:49
most
37:50
interesting
37:50
ones
37:51
from
37:51
a,
37:51
from
37:52
a
37:53
consumer
37:53
behavior,
37:54
from
37:54
a
37:54
consumer
37:55
perspective.
37:56
I
37:56
always
37:57
thought
37:57
it
37:57
was
37:57
incredibly
37:59
important
38:00
area
38:01
that
38:01
got
38:01
underlooked
38:02
in
38:02
terms
38:03
of
38:03
mental
38:03
health
38:04
issues
38:04
that
38:04
can
38:04
happen.
38:05
So
38:05
I
38:06
was
38:06
just
38:06
very,
38:07
I
38:07
was
38:07
really,
38:08
really
38:08
interested
38:08
in
38:08
it.
38:09
And
38:10
so
38:10
I
38:10
spent
38:10
a
38:10
lot
38:10
of
38:11
time
38:11
digging
38:12
into
38:12
and
38:12
understanding.
38:13
And
38:13
so
38:14
condoms
38:14
sit
38:15
really
38:16
close
38:16
to
38:16
pregnancy
38:16
tests
38:18
because
38:18
you
38:19
tend
38:19
to
38:19
find
38:20
interestingly
38:21
a
38:21
fairly
38:22
interesting
38:22
cross
38:23
shop,
38:23
not
38:24
within
38:24
the
38:24
same
38:24
basket,
38:25
but
38:25
within
38:26
the
38:26
same
38:27
consumer
38:28
set
38:29
over
38:29
a
38:29
longer
38:30
time
38:30
period.
38:31
So
38:31
someone
38:32
who
38:33
might
38:33
stop
38:33
buying
38:34
condoms
38:35
because
38:35
they
38:35
want
38:35
to
38:36
get
38:36
pregnant,
38:37
that's
38:37
still
38:38
where
38:38
they
38:38
would
38:38
expect
38:39
to
38:39
find
38:39
it.
38:40
And
38:40
therefore
38:41
it
38:42
generally
38:42
sits
38:43
close
38:43
to
38:44
there.
38:44
But
38:44
what
38:44
we
38:44
tended
38:45
to
38:45
find
38:45
around
38:47
bank
38:47
holidays
38:48
was
38:50
condom
38:50
sales
38:50
massively
38:51
increase
38:51
around
38:52
public
38:52
holidays
38:53
because
38:53
people
38:54
have
38:55
a
38:55
day
38:55
off
38:56
and
38:56
decide
38:56
to
38:57
make
38:57
the
38:57
most
38:57
of
38:57
it.
38:59
Additional
39:00
leisure
39:00
time.
39:00
Additional
39:01
leisure
39:01
time,
39:01
absolutely.
39:03
And
39:03
then
39:04
a
39:04
month
39:04
later
39:04
or
39:05
so
39:06
you
39:06
would
39:06
expect
39:06
to
39:07
see
39:07
the
39:07
pregnancy
39:08
tests
39:09
spike
39:09
in
39:10
terms
39:10
of
39:10
a
39:10
sales
39:11
spike
39:11
there
39:11
as
39:12
people
39:12
have
39:13
realized,
39:14
oh
39:14
right,
39:16
I
39:17
might
39:17
be
39:17
pregnant.
39:19
I
39:19
always
39:19
remember
39:20
the
39:20
stories
39:20
that
39:20
I
39:20
used
39:21
to
39:21
see
39:21
in
39:21
the
39:21
British
39:22
newspapers
39:24
around
39:24
like
39:25
if
39:25
England
39:25
were
39:25
having
39:26
a
39:26
good
39:26
run
39:26
in
39:27
a
39:27
football
39:27
tournament,
39:28
typically
39:28
like
39:29
nine
39:29
months
39:29
after
39:29
that
39:29
you'd
39:30
see
39:30
a
39:30
spike
39:30
in
39:30
births,
39:31
but
39:31
you
39:31
would
39:31
have
39:31
been
39:32
onto
39:32
that
39:32
early.
39:32
Right
39:33
yeah,
39:33
yeah,
39:33
yeah,
39:34
exactly
39:34
that,
39:35
exactly.
39:35
That
39:36
you'd
39:36
be
39:36
done
39:36
to
39:37
that
39:37
early.
39:38
And
39:38
it's
39:38
fascinating.
39:39
Like,
39:40
I
39:40
wouldn't
39:40
have
39:40
thought
39:41
off
39:42
the
39:42
top
39:42
of
39:42
my
39:42
head
39:42
about
39:43
the
39:43
transition
39:43
from
39:43
one
39:44
of
39:44
those
39:44
items
39:45
to
39:45
the
39:45
other.
39:46
Like,
39:46
given
39:46
that
39:47
one
39:47
exists
39:47
to
39:47
prevent
39:47
the
39:48
need
39:48
for
39:48
the
39:48
second
39:48
one.
39:49
Right.
39:49
You'd
39:49
think,
39:50
oh,
39:50
they
39:50
seem
39:50
to
39:50
be
39:50
far
39:50
away.
39:51
But
39:51
I
39:51
hadn't
39:51
thought
39:52
about
39:52
the
39:52
psychological
39:52
angles
39:53
of
39:53
it
39:53
or
39:54
the
39:54
transition
39:54
in
39:54
need.
39:55
Right.
39:55
That
39:55
client
39:56
that
39:57
customers
39:58
would
39:58
go
39:58
through.
39:59
And
39:59
that's.
40:00
That's
40:01
actually
40:01
some
40:01
really
40:02
interesting
40:02
and
40:02
sensitive
40:03
data.
40:04
Right.
40:04
That
40:04
you're
40:04
collecting
40:05
about
40:07
consumers
40:07
there.
40:08
Like
40:08
you
40:08
may
40:08
be
40:09
onto
40:10
a
40:10
change
40:11
in
40:11
priorities
40:12
within
40:13
a
40:13
household
40:13
before
40:14
even
40:14
very
40:14
close
40:14
family
40:15
and
40:15
friends
40:15
would
40:15
know
40:16
about
40:16
it.
40:16
Yeah,
40:16
absolutely.
40:17
And
40:17
I
40:18
mean,
40:19
I
40:19
think
40:20
that's
40:21
an
40:21
issue
40:22
that
40:22
is
40:22
facing
40:23
us
40:24
all.
40:25
I
40:25
mean,
40:26
my.
40:28
To
40:28
give
40:28
an
40:28
example
40:29
on
40:29
a
40:29
personal
40:29
level,
40:30
my
40:30
sisters
40:31
recently,
40:32
last
40:33
week
40:33
had
40:33
a
40:34
baby
40:34
and
40:35
my
40:35
best
40:35
friend,
40:36
or
40:36
two
40:36
of
40:37
them,
40:37
best
40:37
friends,
40:37
were
40:38
getting
40:38
married.
40:38
And
40:39
my
40:40
Instagram
40:40
feed
40:40
at
40:41
the
40:41
moment,
40:41
or
40:42
in
40:43
the
40:43
last,
40:44
had
40:44
been
40:44
just
40:45
inundated
40:46
with
40:47
videos
40:48
about
40:48
weddings
40:49
and
40:49
baby
40:50
stuff
40:50
because
40:52
the
40:52
algorithm
40:53
had
40:53
learned
40:53
from
40:54
me
40:54
that
40:54
I
40:54
was
40:55
forwarding,
40:56
you
40:56
know,
40:56
funny
40:57
things
40:57
about
40:57
that
40:57
or
40:57
things
40:58
I
40:58
thought
40:58
that
40:58
my
40:58
sister
40:59
might
40:59
find
40:59
helpful.
41:00
And
41:02
therefore
41:03
the
41:03
algorithm
41:04
thought
41:05
that
41:05
assumed
41:06
that
41:06
I
41:06
was
41:06
either
41:07
getting
41:07
married
41:07
or
41:07
having
41:08
a
41:08
baby
41:08
myself.
41:08
And
41:09
so
41:09
all
41:09
I
41:10
was
41:10
fed
41:11
was
41:12
baby
41:13
and
41:13
wedding
41:13
stuff.
41:14
And
41:15
it
41:15
was
41:16
so
41:17
annoying.
41:17
I
41:18
cannot
41:18
even
41:18
tell
41:19
you
41:19
how
41:19
annoying.
41:21
That's
41:21
so
41:21
annoying.
41:22
I
41:22
ended
41:22
up
41:22
actually
41:23
deleting
41:24
Instagram
41:25
for,
41:25
you
41:25
know,
41:26
a
41:26
couple
41:26
of
41:26
months
41:26
because
41:26
I
41:26
just
41:27
was
41:27
like,
41:27
I,
41:27
I
41:27
don't
41:27
want
41:27
it.
41:28
I'm
41:28
not
41:28
interested
41:29
in
41:29
this.
41:29
And
41:30
yet
41:30
I'd
41:30
feed
41:31
the
41:31
beast
41:31
by,
41:32
you
41:32
know,
41:32
wading
41:33
through
41:34
some,
41:34
some
41:35
baby
41:36
content.
41:37
And
41:37
then,
41:37
you
41:38
know,
41:38
something
41:38
interesting
41:39
came
41:39
up
41:40
and
41:40
I
41:40
do
41:40
share
41:40
it
41:41
again
41:41
and
41:41
I'm
41:41
like,
41:41
no,
41:42
I
41:42
need
41:42
to
41:42
stop
41:43
doing
41:43
this
41:43
because
41:43
I'm
41:44
just,
41:44
I'm
41:44
force
41:45
feeding
41:45
it.
41:45
So,
41:46
yeah,
41:46
we
41:46
are
41:46
absolutely
41:50
in
41:50
a
41:50
time
41:51
where
41:52
there
41:52
is
41:52
so
41:53
much
41:53
sensitivity
41:54
that
41:54
needs
41:54
to
41:54
be
41:55
applied,
41:56
but
41:56
equally
41:57
where
41:58
you
41:58
cannot.
41:59
Data
42:00
can
42:00
give
42:00
you
42:01
false
42:01
assumptions
42:02
about
42:02
why
42:03
things
42:04
are
42:04
true
42:04
or
42:04
why
42:05
someone
42:05
is
42:05
behaving
42:06
in
42:06
a
42:06
certain
42:06
way,
42:07
but
42:08
might
42:08
not
42:08
be
42:08
reality.
42:09
So
42:09
you
42:09
can
42:09
never
42:10
take
42:10
it
42:11
or
42:11
not.
42:11
Someone
42:12
should
42:12
never
42:12
take
42:13
it.
42:13
Just
42:14
purely
42:15
at
42:16
face,
42:16
you
42:17
know,
42:17
face
42:17
value.
42:18
Yeah.
42:18
Because
42:18
it
42:19
was
42:19
wrong.
42:19
Right.
42:19
In
42:19
your
42:19
case.
42:20
And
42:20
I.
42:21
Similar
42:21
story.
42:22
I
42:22
had.
42:22
I
42:22
was
42:22
doing
42:23
some
42:23
work
42:24
a
42:24
couple
42:24
of
42:24
months
42:24
back
42:25
for
42:25
a
42:26
trading
42:26
association.
42:26
The
42:26
trade
42:27
association
42:27
represented
42:29
people
42:29
who
42:29
sell
42:30
timeshare
42:31
and
42:33
I
42:33
was
42:33
interested
42:34
because
42:34
this
42:34
association
42:35
basically
42:35
makes
42:35
information
42:36
available
42:36
about
42:36
the
42:36
industry
42:37
and
42:37
how
42:37
it
42:37
works
42:37
and
42:37
how
42:38
it
42:38
Benefits,
42:38
the
42:38
states
42:38
that
42:39
it's
42:39
in,
42:39
and
42:40
all
42:40
of
42:40
that
42:40
good
42:40
stuff.
42:41
I
42:41
was
42:41
interested.
42:43
And
42:43
for
42:44
timeshare
42:45
research,
42:45
they
42:45
were
42:45
clear,
42:46
number
42:46
one,
42:46
back
42:47
to
42:47
our
42:47
Google
42:47
search
42:48
ranking
42:48
because
42:48
they're
42:49
the
42:49
only
42:49
show
42:49
in
42:49
town
42:50
doing
42:50
it.
42:50
But
42:51
I
42:51
was
42:51
interested.
42:51
I
42:51
was
42:51
like,
42:52
I
42:52
wonder
42:52
where
42:52
they
42:52
rank
42:52
for
42:52
timeshare.
42:53
So
42:53
I
42:53
opened
42:53
up
42:53
Google
42:54
and
42:54
I
42:54
wrote
42:54
timeshare
42:55
and
42:55
pressed
42:56
enter.
42:56
And
42:56
just
42:56
as
42:57
I
42:57
pressed
42:57
enter,
42:57
I
42:57
was
42:58
like,
42:58
what
42:58
have
42:58
I
42:58
done?
43:00
And
43:00
sure
43:00
enough,
43:00
the
43:01
next
43:01
three
43:01
weeks,
43:01
I
43:01
got
43:02
completely
43:02
buried.
43:03
I
43:03
was
43:03
like,
43:03
no,
43:03
I
43:03
don't
43:04
want
43:04
timeshares.
43:04
That's
43:05
so
43:05
annoying.
43:07
Please
43:07
leave
43:07
me
43:07
alone.
43:08
So,
43:08
yeah,
43:09
incognito
43:10
mode
43:11
is
43:11
your
43:11
friend
43:12
in
43:12
a
43:13
number
43:13
of
43:13
different
43:13
scenarios,
43:13
but
43:14
that's
43:14
definitely.
43:15
Yeah,
43:16
that
43:16
is
43:16
definitely
43:16
one
43:16
of
43:17
them.
43:17
I
43:18
want
43:18
to
43:18
swing
43:18
it
43:18
back
43:18
to
43:19
grocery
43:19
because
43:19
I
43:19
think
43:21
I
43:21
want
43:22
to
43:22
ask
43:22
you
43:22
about
43:22
Amazon
43:23
Fresh
43:23
and
43:23
those
43:24
stores
43:24
that
43:24
they
43:24
have
43:25
where
43:25
you
43:25
go
43:25
Amazon
43:25
Go
43:25
or
43:26
whatever
43:26
it's
43:26
called,
43:26
where
43:26
you
43:26
can
43:26
go
43:27
in
43:27
and
43:27
just
43:27
pick
43:27
your
43:27
stuff
43:27
up
43:28
and
43:29
walk
43:29
out.
43:29
Two
43:29
data
43:30
collection
43:30
things
43:30
that
43:30
they've
43:31
got
43:31
going
43:31
on
43:31
there
43:32
that
43:32
I'd
43:33
love
43:33
your
43:33
thoughts
43:33
on.
43:34
The
43:34
first,
43:34
actually
43:35
just,
43:35
I
43:35
was
43:35
talking
43:35
about
43:36
it
43:36
with
43:36
my
43:36
wife
43:36
just
43:37
last
43:37
week.
43:37
I
43:37
have
43:37
a
43:38
podcast,
43:38
Amazon
43:39
prime
43:39
credit
43:39
card
43:40
that's
43:40
attached
43:40
to
43:40
my
43:40
Amazon
43:41
account.
43:41
It's
43:41
5%
43:41
cash
43:42
back.
43:42
Like
43:42
it
43:42
doesn't
43:42
make
43:42
sense
43:43
to
43:43
use
43:43
any
43:43
other
43:43
card.
43:44
And
43:44
they
43:45
extended
43:45
an
43:45
offer
43:45
on
43:46
their
43:46
card
43:46
to
43:46
say,
43:46
rather
43:47
than
43:47
just
43:47
Whole
43:47
Foods
43:48
that
43:48
we
43:48
own,
43:48
we're
43:49
going
43:49
to
43:49
give
43:49
you
43:49
5%
43:49
cash
43:50
back
43:50
on
43:50
every
43:50
grocery
43:51
store.
43:51
And
43:52
my
43:52
wife
43:52
is
43:52
like,
43:52
oh,
43:52
why
43:53
would
43:53
that,
43:53
why
43:53
would
43:53
they
43:53
do
43:53
that?
43:53
I
43:54
thought
43:54
they'd
43:54
want
43:54
you
43:54
to
43:54
go
43:54
to
43:54
Whole
43:55
Foods.
43:55
And
43:55
I'm
43:55
like,
43:55
they
43:56
will
43:56
know
43:56
exactly
43:56
where
43:56
you're
43:57
going.
43:57
That's
43:57
not
43:57
Whole
43:57
Foods.
43:58
And
43:58
it
43:58
was
43:58
such
43:59
the
43:59
data
44:00
is
44:00
so
44:00
much
44:00
more
44:00
valuable
44:01
to
44:01
them
44:01
than
44:01
the
44:02
$0.03
44:02
per
44:03
dollar
44:03
that
44:03
they're
44:03
gonna,
44:04
that
44:04
they're
44:04
gonna
44:04
give
44:04
back
44:05
to
44:05
you.
44:05
It's,
44:07
it's
44:07
an
44:07
incredible
44:07
one.
44:08
But,
44:08
you
44:09
know,
44:09
I'm
44:09
sure
44:09
that
44:09
was
44:10
around
44:10
when
44:11
you
44:11
were
44:11
in
44:11
the
44:11
space
44:11
anyway.
44:12
But
44:12
the
44:12
new
44:13
thing
44:13
that
44:13
they
44:13
brought
44:13
in,
44:14
these
44:15
pick
44:15
up
44:15
and
44:15
go
44:15
stores
44:16
and
44:16
I
44:16
started
44:16
seeing
44:16
in
44:17
the
44:17
airports
44:17
a
44:17
lot
44:18
more
44:18
now
44:18
as
44:18
well,
44:19
is
44:20
the
44:20
battery
44:20
of
44:20
cameras
44:21
in
44:21
the
44:21
ceiling.
44:22
And
44:22
I
44:22
think,
44:22
you
44:23
know,
44:23
they
44:23
position
44:23
that
44:23
to
44:24
you
44:24
as
44:24
like,
44:24
well,
44:25
of
44:25
course
44:25
we
44:25
need
44:25
to
44:25
make
44:26
sure
44:26
that
44:26
we
44:26
charge
44:26
you
44:26
for
44:26
the
44:27
things
44:27
that
44:27
you're
44:28
taking.
44:28
And
44:28
it's
44:29
a
44:29
thing.
44:29
But
44:30
I'm
44:30
convinced
44:31
there's
44:31
a
44:31
whole
44:31
incredible
44:32
layer
44:32
of
44:32
data
44:33
analysis
44:33
going
44:33
on
44:34
behind
44:34
that.
44:34
But
44:35
how
44:35
people
44:35
move
44:36
around
44:36
the
44:36
store,
44:36
that
44:36
must
44:37
be
44:37
orders
44:37
of
44:37
Magnitude
44:38
more
44:38
granular
44:38
than
44:38
you
44:39
ever
44:39
had
44:39
access
44:39
to
44:39
when
44:39
you
44:40
were
44:40
doing
44:40
it.
44:40
I
44:41
mean
44:41
I
44:41
worked
44:42
a
44:42
lot
44:42
with
44:42
like
44:42
eye
44:42
tracking
44:43
and
44:43
stuff
44:43
to
44:43
try
44:44
and
44:44
understand
44:44
from
44:45
a
44:45
merchandising
44:45
perspective
44:46
at
44:47
a
44:47
shelf
44:47
level
44:48
what
44:48
would
44:48
happen
44:48
when
44:49
someone,
44:49
you
44:49
know,
44:49
when
44:49
a
44:50
customer
44:50
walked
44:50
up
44:51
to
44:51
a
44:51
shelf
44:51
to
44:52
make
44:52
a
44:52
decision
44:53
to
44:53
buy
44:54
a
44:54
product,
44:54
where
44:55
are
44:55
they
44:55
physically
44:55
looking
44:56
and
44:56
what
44:57
other
44:57
considerations
44:58
are
44:58
they
44:58
making
45:00
in
45:00
order
45:00
to
45:00
try
45:01
and
45:01
draw,
45:02
you
45:02
know,
45:02
heat
45:03
map
45:03
it?
45:03
I
45:03
suppose
45:04
really
45:04
to
45:05
understand
45:05
what's
45:05
the
45:05
most,
45:06
I
45:06
mean
45:06
the
45:06
most
45:07
obvious,
45:08
most
45:08
valuable,
45:08
apart
45:09
from
45:09
the
45:09
ends
45:09
of
45:09
the
45:10
aisles,
45:10
which
45:10
you
45:10
mentioned
45:11
earlier,
45:12
the
45:12
most
45:12
obvious
45:13
valuable
45:13
space
45:13
is
45:14
literally
45:14
the
45:15
what
45:15
is
45:15
eyeline
45:16
to
45:16
two
45:17
people.
45:17
And
45:18
so,
45:18
but
45:19
then
45:19
within
45:20
that
45:21
understanding.
45:22
All
45:22
right,
45:22
okay.
45:23
Is
45:23
someone
45:24
spending
45:25
an
45:25
inordinate
45:26
amount
45:26
of
45:26
time
45:27
looking
45:27
at
45:28
this
45:28
because
45:28
they
45:28
don't
45:29
understand
45:29
that
45:29
or
45:29
looking
45:30
at
45:30
the
45:30
package?
45:30
Or
45:31
is
45:31
there
45:31
a,
45:31
is
45:32
there
45:32
a
45:32
confusion
45:32
in
45:33
terms
45:33
of
45:33
pricing
45:33
and
45:34
stuff?
45:34
And
45:34
you
45:34
can
45:35
draw
45:36
out
45:36
of
45:36
that
45:36
fascinating
45:37
things
45:39
that
45:39
you,
45:40
that
45:41
is
45:41
nothing
45:41
to
45:41
do
45:42
with,
45:42
well,
45:43
fascinating
45:43
consumer
45:44
behaviors.
45:45
Sometimes
45:46
you'll,
45:46
you'll
45:46
go
45:47
to
45:47
a
45:47
shop
45:47
and
45:48
they'll,
45:48
they'll
45:48
have
45:48
a
45:49
super
45:49
expensive,
45:50
I
45:50
mean
45:50
electric
45:51
toothbrush
45:51
is
45:51
a
45:51
really
45:52
good
45:52
example
45:52
of
45:52
this.
45:53
But
45:53
have
45:54
you
45:54
ever
45:54
been
45:54
into
45:54
it
45:54
and
45:55
noticed
45:55
how
45:55
expensive,
45:56
like
45:56
there'll
45:56
be
45:56
one
45:58
astronomically
45:59
expensive,
45:59
like
46:00
400
46:00
pound.
46:01
No,
46:01
I've
46:01
not
46:02
noticed.
46:02
I'm
46:02
gonna
46:02
look
46:02
next
46:03
time
46:03
though.
46:03
Outrageously
46:04
expensive
46:05
electric
46:06
toothbrush
46:07
next
46:07
to
46:08
like
46:08
a
46:08
200
46:09
pound
46:09
one.
46:09
And
46:10
then
46:10
you
46:10
know,
46:10
you've
46:10
got
46:11
your
46:11
99
46:12
pound
46:12
one.
46:13
And
46:14
the
46:14
reason
46:14
why
46:15
that
46:15
400
46:16
pound
46:16
one
46:16
exists,
46:17
or
46:18
dollar
46:18
if
46:18
you're
46:18
in,
46:19
if
46:19
you're
46:19
in
46:19
the
46:19
States.
46:20
Yeah.
46:20
What
46:21
the
46:21
reason
46:21
it
46:21
exists
46:22
is
46:22
not
46:23
because
46:24
they're
46:25
thinking
46:25
that
46:26
many
46:26
people
46:26
or
46:27
any
46:27
people
46:27
are
46:28
actually
46:28
going
46:28
to
46:28
buy
46:28
that.
46:29
It's
46:29
framing,
46:30
it's
46:30
to
46:31
make
46:31
the
46:32
price
46:32
anchoring,
46:32
right?
46:32
Yeah,
46:33
it's
46:33
price
46:33
anchoring.
46:33
It's
46:34
making
46:34
the
46:36
middle
46:37
one
46:37
look
46:38
more
46:38
like
46:39
a
46:39
good
46:39
value.
46:39
Like
46:40
good
46:40
value,
46:40
like
46:41
a
46:41
good
46:41
deal.
46:42
And
46:42
so
46:42
there's
46:43
some
46:43
really
46:43
fascinating
46:44
eye
46:45
tracking
46:45
studies
46:46
that
46:46
we've
46:46
done
46:47
that
46:47
have
46:48
played
46:49
into
46:49
those
46:49
sorts
46:50
of
46:50
consumer
46:50
behavior
46:51
pieces
46:52
that
46:53
I
46:53
would
46:53
be
46:55
enormously
46:56
fascinated
46:56
to
46:57
know
46:57
what
46:57
Amazon
46:58
are
46:58
doing
46:58
and
46:58
how
46:58
they're
46:59
approaching
46:59
and
46:59
even
47:00
how
47:00
they
47:00
are
47:01
pointing
47:02
their
47:03
camera,
47:03
you
47:04
know,
47:04
cameras.
47:04
Is
47:04
it
47:05
purely
47:05
just
47:05
watching,
47:06
you
47:06
know,
47:06
from.
47:07
Oh,
47:07
there's
47:07
so
47:07
many
47:08
of
47:08
them.
47:08
Have
47:08
you
47:08
seen
47:09
the
47:09
array
47:09
or
47:09
is.
47:10
It
47:10
looking
47:10
at
47:10
your,
47:11
you
47:11
know,
47:11
face
47:12
tracking
47:12
and
47:12
all
47:12
those
47:13
sorts
47:13
of
47:13
things?
47:13
Because
47:14
when
47:15
I
47:15
was
47:15
doing
47:16
those
47:16
sorts
47:16
of,
47:17
you
47:17
know,
47:17
the
47:17
eye
47:17
tracking,
47:18
they're
47:18
in
47:19
environments
47:19
where
47:19
someone
47:20
has
47:20
signed
47:20
off
47:21
that
47:21
they're
47:21
Happy
47:22
to
47:22
come
47:22
in
47:22
and
47:22
be
47:23
like
47:23
a
47:23
fake
47:23
shopper.
47:24
You
47:24
know,
47:24
they're
47:25
artificial
47:27
buying
47:27
environments.
47:28
Whereas
47:29
Amazon
47:30
in
47:30
that
47:31
case
47:31
has
47:32
the
47:32
opportunity
47:32
theoretically
47:33
to
47:33
do
47:33
it
47:34
in
47:34
the
47:34
wild.
47:34
Yeah.
47:35
And
47:35
we
47:35
all
47:35
know
47:35
that
47:36
observed,
47:36
when
47:36
your
47:37
behavior
47:37
is
47:37
being
47:37
observed,
47:37
you
47:38
change
47:38
it.
47:38
Right.
47:38
So.
47:39
And
47:40
yeah,
47:40
just
47:40
to
47:40
complete
47:41
the
47:41
sci
47:42
fi
47:42
reality
47:42
of
47:42
it,
47:43
you
47:43
scan
47:43
in
47:43
with
47:43
your
47:43
palm
47:44
print,
47:45
certainly
47:45
in
47:45
the
47:45
ones
47:45
over
47:45
here
47:45
as
47:46
well.
47:46
But
47:47
have
47:47
you
47:47
seen
47:48
the
47:48
array
47:48
of
47:48
cameras
47:48
they
47:48
have
47:49
on
47:49
the
47:49
roof?
47:49
It's
47:50
like
47:50
every
47:50
square
47:51
inch
47:51
of
47:51
the
47:51
roof
47:52
is
47:52
covered
47:52
in
47:52
camera.
47:53
All
47:53
point
47:54
to
47:54
different.
47:54
It's
47:54
really
47:55
something
47:55
else.
47:55
Yeah.
47:56
And
47:56
I
47:57
mean
47:57
I
47:57
wasn't,
47:57
I
47:58
wasn't
47:58
in,
47:59
in
48:00
those
48:00
roles
48:00
when
48:01
AI
48:01
was
48:01
around
48:02
that
48:02
could
48:02
actually
48:03
navigate
48:04
the
48:04
data.
48:04
You
48:05
know,
48:05
that
48:05
would
48:05
have
48:05
all
48:05
been
48:06
very,
48:06
very.
48:07
When
48:07
AI
48:07
was
48:08
popularly
48:08
used.
48:09
Let's
48:09
say
48:09
it's
48:10
not.
48:10
Yeah,
48:11
it's.
48:12
Whereas
48:13
now
48:14
it
48:14
would
48:15
be
48:15
unbelievable
48:16
with
48:16
the
48:17
right
48:17
training
48:17
what
48:18
you
48:18
could,
48:19
how
48:19
it
48:19
can,
48:20
you
48:20
know,
48:20
support
48:20
you
48:21
to
48:21
get
48:21
insights
48:22
from
48:22
that
48:22
that,
48:23
you
48:23
know,
48:23
at
48:23
the
48:23
end
48:23
of
48:23
the
48:23
day
48:24
it
48:24
can
48:24
feel
48:24
from
48:25
a
48:25
consumer
48:25
perspective
48:26
like
48:29
unnerving
48:30
and
48:30
like
48:30
you're
48:30
being
48:30
watched.
48:31
But
48:31
at
48:31
the
48:31
end
48:32
of
48:32
the
48:32
day
48:32
it
48:33
can
48:33
be
48:33
deliver
48:34
some
48:34
really
48:34
positive
48:35
outcomes.
48:36
My
48:36
whole
48:37
intent
48:37
with
48:38
understanding
48:38
shoppers
48:38
was
48:39
really
48:40
around
48:40
how
48:40
do
48:40
I
48:41
make
48:41
their
48:41
lives
48:42
as
48:42
easy
48:42
as
48:43
possible.
48:44
So
48:44
save
48:45
them
48:45
their
48:45
most
48:45
valuable
48:46
resource,
48:46
which
48:46
was
48:46
their
48:47
time,
48:47
so
48:47
that
48:47
they
48:48
can
48:48
get
48:48
in
48:48
and
48:48
out
48:48
so
48:49
that
48:49
they're
48:49
not
48:49
having
48:49
cognitive
48:50
friction
48:50
standing
48:51
in
48:51
front
48:51
of
48:51
a
48:51
shelf
48:51
going
48:52
da,
48:52
da
48:52
laugh.
48:52
Because
48:53
at
48:53
the
48:53
end
48:53
of
48:53
the
48:54
day
48:54
you
48:54
really
48:54
don't
48:55
want
48:55
to
48:55
spend
48:55
that
48:55
much
48:55
time
48:56
in
48:56
a
48:56
supermarket.
48:57
No.
48:57
And
48:58
that's
48:59
a
48:59
win,
48:59
win
48:59
outcome.
48:59
Right.
49:00
It's
49:00
a
49:00
win
49:00
for
49:01
the
49:01
supermarket
49:01
and
49:01
it's
49:02
a
49:02
win
49:02
for
49:02
the
49:02
consumer
49:02
as
49:02
well.
49:03
And
49:03
those
49:03
are
49:03
the
49:03
great
49:04
things
49:04
that
49:04
we
49:05
love
49:05
to
49:06
chase
49:06
just
49:06
as
49:07
we
49:07
get
49:07
towards
49:07
wrapping
49:08
up
49:08
now.
49:09
What
49:09
are
49:09
some
49:09
of
49:10
the
49:10
things
49:10
that
49:11
either
49:11
individuals
49:12
or
49:12
companies
49:12
get
49:13
wrong
49:13
when
49:13
they're
49:13
approaching
49:14
collecting
49:15
data
49:16
to
49:16
inform
49:16
their
49:16
business
49:17
or
49:18
their
49:18
personal
49:18
development?
49:19
Given
49:19
that
49:19
we
49:19
cover
49:19
both,
49:20
for
49:20
me.
49:20
I
49:20
think
49:20
the
49:20
biggest
49:22
thing
49:22
you
49:22
could
49:22
get
49:23
wrong
49:23
is
49:25
actually
49:25
not
49:25
using
49:26
it
49:26
or
49:27
not,
49:29
it's
49:29
ignoring
49:30
it.
49:30
I
49:31
see
49:31
this
49:31
a
49:31
lot
49:31
with,
49:33
particularly
49:34
in
49:34
organizations
49:35
where
49:35
they'll
49:35
put
49:36
out
49:36
employee
49:36
surveys
49:37
and
49:37
try
49:38
and
49:38
understand
49:40
how
49:40
engaged
49:41
the
49:41
teams
49:42
are.
49:42
And
49:43
they
49:43
do
49:43
that
49:43
because
49:44
they're
49:44
ticking
49:45
a
49:45
box.
49:45
But
49:46
then
49:46
they
49:46
don't
49:46
do
49:46
anything
49:47
different
49:47
with
49:48
the
49:48
understanding
49:49
and
49:49
their
49:49
people
49:50
have
49:50
taken
49:50
a
49:50
lot
49:51
of
49:51
time
49:51
to,
49:52
you
49:53
know,
49:53
fill
49:53
it
49:53
out.
49:55
And
49:56
so
49:56
for
49:56
me,
49:57
the
49:58
benefit
49:59
of
50:00
awareness
50:01
is
50:01
in
50:01
the
50:02
action
50:02
that's
50:02
taken
50:03
from
50:04
it.
50:04
Whether
50:04
or
50:04
not
50:05
that's
50:05
me
50:05
understanding
50:06
my
50:06
own
50:07
personal
50:07
you
50:07
know,
50:08
doing
50:08
my
50:08
own
50:08
tracking,
50:08
if
50:09
I
50:09
take
50:09
the
50:09
time
50:09
to
50:09
measure
50:10
it,
50:10
I
50:10
might
50:10
as
50:11
well
50:11
do
50:11
something
50:11
different
50:12
as
50:12
a
50:12
result.
50:13
So
50:14
the
50:15
do
50:15
nothing
50:15
is
50:16
probably
50:16
the
50:16
biggest
50:17
or
50:18
most
50:18
common
50:19
one
50:19
that
50:20
exists.
50:21
And
50:21
then
50:21
it's
50:22
when
50:22
it's
50:22
used
50:22
for
50:23
mal
50:23
intent
50:25
we
50:25
are
50:26
navigating
50:27
really
50:27
challenging
50:28
times
50:28
with,
50:30
you
50:30
know,
50:30
and
50:30
no
50:30
one
50:31
really
50:31
has
50:31
the
50:31
answers.
50:32
And
50:33
intent
50:33
is
50:33
therefore
50:33
really,
50:34
really
50:34
important.
50:37
An
50:37
example
50:37
of
50:37
that
50:38
is
50:38
a
50:39
couple
50:39
of
50:39
years
50:39
ago
50:39
I
50:39
did
50:40
a
50:40
360
50:40
degree
50:41
reporting.
50:42
Have
50:43
you
50:43
ever
50:43
done
50:43
one
50:43
of
50:43
those?
50:44
Oh
50:45
many.
50:45
Yeah,
50:45
exactly,
50:46
we've
50:46
all
50:46
done
50:47
them.
50:48
So
50:48
I
50:49
run
50:49
360
50:50
degree
50:50
processes
50:51
with
50:51
teams
50:52
to
50:53
help
50:53
the
50:53
leaders
50:54
understand
50:54
their
50:55
own
50:55
blind
50:56
spots
50:56
or
50:56
awareness
50:57
gaps
50:58
in
50:58
terms
50:58
of
50:59
the
50:59
perception
50:59
versus
51:00
reality.
51:01
And
51:02
I've
51:02
had
51:03
examples
51:03
where
51:05
leaders
51:05
going
51:05
through
51:06
those
51:06
processes
51:07
have
51:09
really
51:09
tried
51:09
to
51:10
pinpoint
51:10
exactly
51:11
who
51:12
has
51:12
said
51:12
who
51:13
in
51:13
their
51:13
team
51:13
has
51:13
given
51:14
that
51:14
specific
51:14
point.
51:15
And
51:16
you're
51:16
missing
51:16
the
51:17
point,
51:17
you're
51:18
totally
51:18
missing
51:18
the
51:19
intention.
51:19
And
51:19
we
51:20
could
51:20
do
51:20
everything
51:20
in
51:21
our
51:21
power
51:21
and
51:22
I
51:22
do
51:22
make
51:23
sure
51:23
that
51:23
we
51:23
anonymize
51:24
it
51:25
so
51:25
that
51:25
you
51:25
know,
51:26
you
51:26
can't
51:26
find
51:26
it.
51:27
But
51:28
the
51:28
intent
51:29
is
51:30
good
51:31
for
51:31
the
51:31
person
51:32
who
51:32
is
51:33
both
51:33
providing
51:34
the
51:34
information
51:35
it
51:36
needs
51:36
to
51:36
be
51:36
for
51:37
the
51:37
person
51:38
who
51:38
is
51:38
receiving
51:38
it
51:39
as
51:39
well.
51:39
And
51:39
obviously
51:40
you
51:40
can
51:40
design
51:40
it
51:41
so
51:41
you
51:41
have
51:41
as
51:42
much
51:42
anonymity
51:42
as
51:43
you
51:43
possibly
51:43
can
51:44
do.
51:44
And
51:45
I've
51:45
learned
51:45
lessons
51:45
there
51:46
as
51:46
someone
51:48
facilitating
51:48
those
51:49
sorts
51:49
of
51:49
processes.
51:51
But
51:51
for
51:51
me
51:51
it
51:51
comes
51:52
down
51:52
to
51:52
intent.
51:52
And
51:53
as
51:53
soon
51:53
as
51:53
by
51:53
the
51:53
way,
51:53
a
51:53
team
51:54
gets
51:54
wind
51:54
of
51:55
that
51:55
sort
51:55
of
51:55
behavior
51:56
from
51:56
a
51:56
leader,
51:57
the
51:58
credibility
51:58
and
51:59
the
51:59
authenticity
51:59
of
52:00
all
52:00
future
52:00
survey
52:01
are
52:01
shot.
52:02
And
52:03
you've
52:03
broken
52:04
something
52:04
that's
52:04
just
52:04
so
52:05
incredibly
52:05
hard
52:05
to
52:05
fix
52:05
and
52:06
that's
52:06
trust.
52:08
And
52:09
this
52:10
is
52:10
the
52:10
way
52:10
that
52:10
I
52:11
have
52:11
learned
52:11
and
52:12
come
52:12
to
52:13
grow
52:13
to
52:13
think
52:13
about
52:13
it
52:14
as
52:14
a
52:14
leader,
52:16
like
52:16
none
52:16
of
52:16
your
52:16
team,
52:17
like
52:17
wake
52:18
up
52:18
in
52:18
the
52:18
morning
52:18
and
52:18
think
52:19
how
52:19
can
52:19
I
52:19
make
52:20
my
52:20
boss's
52:20
day
52:20
really
52:20
shitty
52:21
today?
52:21
Like
52:22
how
52:22
can
52:22
I
52:23
really
52:23
irritate
52:24
them?
52:24
Like
52:24
nobody
52:24
wants
52:25
to
52:25
do
52:25
that.
52:25
I
52:25
mean
52:25
maybe
52:26
there
52:26
are
52:26
occasional
52:26
exceptions
52:27
to
52:27
that,
52:27
but
52:27
nobody
52:28
really
52:28
wants
52:28
to
52:28
do
52:28
that.
52:29
Everyone
52:29
turns
52:29
up
52:29
to
52:29
work,
52:30
like
52:30
wanting
52:30
to
52:30
be
52:30
validated,
52:31
wanting
52:31
to
52:31
do
52:31
well,
52:31
wanting
52:32
to
52:32
contribute
52:32
to
52:33
the
52:33
cause.
52:34
And
52:34
to
52:35
your
52:35
point,
52:35
right,
52:37
Often
52:37
it's
52:38
the,
52:38
you
52:38
know,
52:38
many
52:39
things
52:39
are
52:39
responsible,
52:40
the
52:40
responsibility
52:41
and
52:41
accountability,
52:41
accountability
52:42
of
52:42
the
52:42
leader.
52:43
And
52:43
the
52:43
mistake
52:43
I've
52:44
seen
52:44
people
52:44
make
52:45
is
52:45
like
52:45
they
52:45
try
52:45
and
52:45
discount
52:46
those
52:46
results
52:46
or
52:46
rail
52:47
against
52:47
them
52:47
or
52:47
find
52:47
a
52:48
reason
52:48
why
52:48
it's
52:49
not
52:49
true
52:49
and
52:49
it's
52:49
not
52:49
the
52:49
case.
52:49
And
52:50
it
52:50
goes
52:50
back
52:50
to
52:50
our
52:50
original
52:51
example
52:51
of
52:51
like
52:52
the
52:52
dashboard
52:52
shouting
52:53
at
52:53
you.
52:53
And
52:53
if
52:53
you
52:53
choose
52:54
to,
52:54
like,
52:54
discount
52:55
that
52:55
or
52:55
say
52:56
it's
52:57
like
52:57
you're
52:57
missing
52:57
out
52:57
on
52:58
some
52:58
of
52:58
the
52:58
best
52:59
growth
52:59
you
53:00
could
53:00
ever
53:00
possibly
53:01
get.
53:01
100%.
53:02
Yeah.
53:02
I
53:03
love
53:03
it.
53:04
I'd
53:05
love
53:05
to
53:06
wrap
53:07
up
53:07
now
53:07
and
53:07
give
53:07
you
53:07
an
53:07
opportunity
53:08
to.
53:08
We
53:08
already
53:09
talked
53:09
about
53:09
where
53:09
people
53:10
can't
53:10
find
53:10
you
53:10
or
53:10
shouldn't
53:11
try
53:11
and
53:11
find
53:11
you,
53:11
but
53:12
for
53:12
the
53:12
people
53:13
who
53:13
want
53:13
to
53:13
find
53:14
Chloe
53:14
Temple
53:15
leadership
53:17
and
53:18
you
53:18
know,
53:20
where
53:20
should
53:20
they
53:20
go,
53:21
the
53:21
easiest.
53:22
Thing
53:22
to
53:22
do
53:23
would
53:23
be
53:23
to
53:23
go
53:24
theleaderthatlasts.com
53:27
or
53:28
leadershipwithchloe
53:30
on
53:30
YouTube
53:30
or
53:32
on
53:32
Instagram
53:32
or
53:33
Chloe
53:33
Temple
53:34
on
53:34
LinkedIn.
53:34
Yeah,
53:35
I'm
53:35
genuinely
53:38
so
53:38
driven
53:39
by
53:39
connection.
53:40
So
53:40
I
53:40
would
53:40
love,
53:41
love
53:41
to
53:41
hear
53:41
from
53:42
anyone
53:42
who,
53:42
you
53:43
know,
53:43
what's
53:43
your
53:43
key
53:43
takeaway
53:44
and
53:44
what
53:44
action
53:45
are
53:45
you
53:45
going
53:45
to
53:45
do
53:45
differently
53:46
as
53:46
a
53:46
result
53:46
of
53:47
listening
53:48
to
53:48
this
53:48
and
53:49
spending
53:49
your
53:49
most
53:49
precious
53:50
resource
53:51
with
53:51
Graham
53:52
and
53:52
I
53:52
today?
53:53
Action
53:53
is
53:53
always
53:54
the
53:54
key.
53:54
Right?
53:54
And
53:55
you
53:55
know,
53:55
I've,
53:56
in
53:57
preparation
53:57
for
53:57
this,
53:57
like,
53:58
had
53:59
the
53:59
privilege
54:00
of
54:00
enjoying
54:00
more
54:01
than
54:01
a
54:01
few
54:01
of
54:01
your
54:02
YouTube
54:02
videos
54:02
and
54:02
I
54:03
think
54:03
there's
54:03
so
54:03
much
54:03
gold
54:03
in
54:04
there
54:04
and
54:04
they're
54:05
really
54:05
valuable
54:05
to
54:06
listen
54:06
to.
54:06
So
54:06
definitely
54:07
back
54:07
everyone
54:07
in
54:08
encouraging
54:08
you
54:09
to,
54:09
to
54:09
go
54:10
and
54:10
check
54:10
those
54:10
out
54:10
as
54:10
well.
54:11
I
54:13
have
54:13
such
54:13
a
54:13
great
54:13
time
54:14
getting
54:14
to
54:14
know
54:14
you,
54:14
Chloe,
54:15
just
54:15
both
54:15
before
54:16
and
54:16
as
54:16
well
54:16
as
54:17
during
54:17
this.
54:18
It's
54:19
a
54:20
special
54:20
person
54:20
that
54:20
goes
54:21
on
54:21
the
54:21
journey
54:22
of
54:22
self
54:22
awareness
54:23
and
54:23
uses
54:23
that
54:23
not
54:24
only
54:24
for
54:24
their
54:24
own
54:24
benefit,
54:25
but
54:25
also
54:25
to
54:25
benefit
54:26
as
54:26
many
54:26
people
54:26
around
54:26
them
54:27
as
54:27
possible.
54:27
And
54:27
I
54:28
really
54:28
admire
54:28
what
54:28
you're
54:28
doing
54:29
and
54:29
the
54:30
courage
54:30
and
54:30
strength
54:30
you've
54:30
had
54:31
to
54:31
go
54:32
through
54:32
the
54:32
journey
54:33
as
54:33
well
54:33
as
54:33
the
54:34
amazing
54:34
unselfishness.
54:36
Unselfishness,
54:37
not
54:37
that
54:37
I
54:38
use
54:38
that
54:38
word,
54:39
that
54:39
you
54:40
apply
54:40
to
54:40
your
54:40
approach
54:41
to
54:41
help
54:42
heal,
54:42
support,
54:43
grow,
54:45
encourage
54:45
as
54:45
many
54:46
people
54:46
as
54:46
possible
54:47
around
54:47
you.
54:48
So
54:48
it's,
54:48
it's
54:48
been
54:49
a
54:49
real
54:50
privilege
54:50
chatting
54:51
to
54:51
you,
54:51
so
54:51
thanks
54:52
so
54:52
much.
54:53
You
54:53
are
54:53
so,
54:53
so
54:54
welcome.
54:54
I've,
54:54
I've
54:55
absolutely
54:55
loved
54:56
it.
54:58
All
54:58
right,
54:58
I'll
54:58
catch
54:59
you
54:59
soon.
54:59
Thanks
55:00
for
55:00
tuning
55:00
in
55:00
to
55:00
scale
55:01
your
55:01
business
55:01
with
55:01
data.
55:02
If
55:02
today's
55:03
conversation
55:03
gave
55:03
you
55:04
even
55:04
one
55:04
insight,
55:04
one
55:05
aha
55:05
moment,
55:06
or
55:06
one
55:06
new
55:06
idea
55:07
to
55:07
take
55:07
action
55:07
on,
55:08
do
55:08
me
55:08
a
55:08
favor,
55:09
subscribe,
55:10
leave
55:11
a
55:11
review
55:11
and
55:11
share
55:11
this
55:12
with
55:12
someone
55:12
who's
55:12
ready
55:12
to
55:13
level
55:13
up.
55:13
Until
55:14
next
55:14
time,
55:14
keep
55:15
asking
55:15
the
55:15
right
55:15
questions,
55:16
keep
55:16
challenging
55:17
the
55:17
status
55:17
quo,
55:18
and
55:18
keep
55:18
scaling
55:19
with
55:19
data.