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The Science of Public Speaking: How Data Shapes Presence · Private Equity Data Guy

• 0:00
  I
• 0:00
  am
• 0:00
  very
• 0:00
  blessed
• 0:01
  that
• 0:01
  I
• 0:01
  will
• 0:02
  be
• 0:02
  speaking.
• 0:02
  And
• 0:03
  the
• 0:03
  name
• 0:04
  of
• 0:04
  my
• 0:04
  TED
• 0:05
  Talk
• 0:05
  is
• 0:05
  the
• 0:06
  drop
• 0:06
  point
• 0:07
  that
• 0:07
  defined
• 0:08
  my
• 0:08
  life.
• 0:09
  Word
• 0:09
  choices
• 0:09
  do
• 0:10
  matter,
• 0:10
  but
• 0:11
  what
• 0:11
  we're
• 0:11
  talking
• 0:11
  about
• 0:11
  here
• 0:12
  is
• 0:12
  that
• 0:12
  mind,
• 0:12
  body,
• 0:13
  connection.
• 0:13
  The
• 0:13
  heart
• 0:14
  of
• 0:14
  the
• 0:14
  individual
• 0:15
  who
• 0:15
  is
• 0:15
  receiving
• 0:16
  you
• 0:16
  is
• 0:17
  beginning
• 0:17
  to
• 0:17
  conjure
• 0:18
  up
• 0:18
  that
• 0:18
  emotion.
• 0:19
  Oh
• 0:19
  my
• 0:19
  God,
• 0:19
  I
• 0:19
  love
• 0:19
  this
• 0:20
  guy.
• 0:20
  Look
• 0:20
  at
• 0:20
  that
• 0:20
  energy.
• 0:21
  Or
• 0:22
  oh
• 0:22
  my
• 0:22
  God,
• 0:23
  your
• 0:23
  mind
• 0:24
  is
• 0:24
  searching
• 0:24
  for
• 0:25
  the
• 0:25
  pattern
• 0:25
  to
• 0:25
  make
• 0:26
  sense.
• 0:26
  And
• 0:26
  60%
• 0:27
  of
• 0:27
  the
• 0:28
  time
• 0:28
  that
• 0:28
  you're
• 0:28
  communicating.
• 0:29
  Here's
• 0:30
  more
• 0:30
  data.
• 0:30
  We
• 0:31
  only
• 0:31
  get
• 0:31
  25%
• 0:32
  of
• 0:32
  it
• 0:33
  right.
• 0:33
  We
• 0:33
  are
• 0:33
  not
• 0:34
  present
• 0:34
  in
• 0:34
  our
• 0:35
  conversations
• 0:36
  because
• 0:36
  we're
• 0:36
  so
• 0:36
  distracted.
• 0:37
  And
• 0:37
  I'm
• 0:37
  not
• 0:37
  blaming
• 0:38
  the
• 0:38
  phone.
• 0:39
  I'm
• 0:39
  asking
• 0:39
  whoever
• 0:40
  is
• 0:40
  listening
• 0:40
  to
• 0:40
  this
• 0:41
  to
• 0:41
  hold
• 0:41
  yourself
• 0:41
  accountable,
• 0:42
  to
• 0:42
  put
• 0:42
  that
• 0:42
  phone
• 0:43
  away.
• 0:43
  Don't
• 0:43
  blame
• 0:43
  it.
• 0:44
  Nobody
• 0:44
  to
• 0:44
  blame.
• 0:45
  It's
• 0:45
  accountability.
• 0:45
  That's
• 0:46
  first.
• 0:46
  Second,
• 0:48
  we're
• 0:48
  talking
• 0:48
  too
• 0:48
  fast.
• 0:49
  You're
• 0:50
  listening
• 0:50
  to
• 0:50
  the
• 0:50
  Transformed
• 0:51
  with
• 0:51
  Data
• 0:51
  podcast
• 0:52
  with
• 0:52
  Graham
• 0:52
  Crawford,
• 0:53
  CEO
• 0:54
  of
• 0:54
  Crawford
• 0:54
  McMillan.
• 0:55
  Graham
• 0:55
  is
• 0:56
  here
• 0:56
  to
• 0:56
  share
• 0:56
  something
• 0:56
  he's
• 0:57
  genuinely
• 0:57
  passionate
• 0:57
  about.
• 0:58
  He's
• 0:58
  he's
• 0:58
  going
• 0:58
  to
• 0:58
  show
• 0:59
  you
• 0:59
  how
• 0:59
  data
• 0:59
  can
• 1:00
  completely
• 1:00
  change
• 1:00
  the
• 1:01
  outcome
• 1:01
  for
• 1:01
  both
• 1:01
  people
• 1:02
  and
• 1:02
  businesses.
• 1:03
  In
• 1:03
  each
• 1:03
  episode,
• 1:03
  he
• 1:04
  sits
• 1:04
  down
• 1:04
  with
• 1:04
  real
• 1:05
  people
• 1:05
  who've
• 1:05
  done
• 1:05
  incredible
• 1:06
  things
• 1:06
  with
• 1:06
  data.
• 1:07
  But
• 1:07
  don't
• 1:07
  worry,
• 1:08
  these
• 1:08
  aren't
• 1:08
  your
• 1:08
  typical
• 1:09
  dry
• 1:09
  case
• 1:10
  studies.
• 1:10
  Graham
• 1:11
  and
• 1:11
  his
• 1:11
  guests
• 1:11
  bring
• 1:11
  you
• 1:12
  stories
• 1:12
  about
• 1:12
  leaders
• 1:12
  and
• 1:13
  innovators
• 1:13
  who
• 1:13
  saw
• 1:14
  something
• 1:14
  in
• 1:14
  their
• 1:14
  data
• 1:15
  that
• 1:15
  sparked
• 1:15
  a
• 1:15
  brand
• 1:16
  new
• 1:16
  reality.
• 1:17
  These
• 1:17
  are
• 1:17
  changes
• 1:18
  that
• 1:18
  tore
• 1:18
  through
• 1:18
  entire
• 1:19
  industries,
• 1:19
  upended
• 1:20
  company
• 1:20
  cultures,
• 1:21
  and
• 1:21
  sometimes
• 1:22
  even
• 1:22
  changed
• 1:23
  lives.
• 1:24
  So
• 1:24
  whether
• 1:24
  you're
• 1:24
  a
• 1:24
  data
• 1:25
  enthusiast
• 1:25
  or
• 1:26
  just
• 1:26
  curious
• 1:26
  about
• 1:27
  how
• 1:27
  to
• 1:27
  find
• 1:27
  the
• 1:28
  truth
• 1:28
  in
• 1:28
  your
• 1:28
  data,
• 1:29
  join
• 1:29
  Graham
• 1:30
  as
• 1:30
  he
• 1:30
  discovers
• 1:30
  how
• 1:31
  data
• 1:31
  becomes
• 1:31
  more
• 1:32
  than
• 1:32
  just
• 1:32
  numbers.
• 1:33
  It
• 1:33
  becomes
• 1:34
  the
• 1:34
  spark
• 1:34
  that
• 1:35
  ignites
• 1:35
  real,
• 1:36
  meaningful
• 1:36
  change.
• 1:37
  Let's
• 1:38
  get
• 1:38
  started.
• 1:38
  Thanks
• 1:39
  for
• 1:39
  listening.
• 1:40
  Most
• 1:40
  executives
• 1:40
  think
• 1:41
  public
• 1:41
  speaking
• 1:41
  is
• 1:41
  about
• 1:42
  charisma.
• 1:42
  Chuck
• 1:43
  Garcia
• 1:43
  thinks
• 1:44
  it's
• 1:44
  about
• 1:44
  data.
• 1:45
  Cameras
• 1:45
  don't
• 1:46
  just
• 1:46
  capture
• 1:46
  performance.
• 1:46
  They
• 1:47
  reveal
• 1:47
  microbehaviors.
• 1:48
  Transcripts
• 1:49
  don't
• 1:49
  just
• 1:49
  record
• 1:50
  words.
• 1:51
  They
• 1:51
  surface,
• 1:51
  fill
• 1:51
  accounts,
• 1:52
  and
• 1:52
  predict
• 1:52
  credibility
• 1:53
  and
• 1:53
  self
• 1:54
  reports.
• 1:54
  They're
• 1:55
  often
• 1:55
  just
• 1:55
  buy
• 1:55
  signals
• 1:56
  until
• 1:56
  you
• 1:56
  pair
• 1:56
  them
• 1:56
  with
• 1:57
  hard
• 1:57
  feedback
• 1:57
  loops.
• 1:58
  And
• 1:58
  Chuck
• 1:58
  knows
• 1:59
  this
• 1:59
  better
• 1:59
  than
• 1:59
  most.
• 2:00
  After
• 2:00
  25
• 2:00
  years
• 2:01
  on
• 2:01
  Wall
• 2:01
  street,
• 2:01
  including
• 2:02
  14
• 2:02
  years
• 2:02
  at
• 2:02
  Bloomberg,
• 2:03
  where
• 2:03
  milliseconds
• 2:04
  and
• 2:04
  accuracy
• 2:04
  gate
• 2:05
  shaped
• 2:05
  culture,
• 2:06
  he
• 2:06
  now
• 2:06
  coaches
• 2:07
  Fortune
• 2:07
  500
• 2:07
  leaders
• 2:08
  on
• 2:08
  communication,
• 2:09
  emotional
• 2:09
  intelligence,
• 2:10
  and
• 2:10
  executive
• 2:10
  presence.
• 2:11
  He's
• 2:12
  the
• 2:12
  founder
• 2:12
  of
• 2:12
  Klein
• 2:12
  Leadership
• 2:13
  International,
• 2:14
  a
• 2:14
  professor
• 2:15
  at
• 2:15
  Columbia
• 2:16
  Engineering,
• 2:17
  and
• 2:17
  an
• 2:17
  author
• 2:17
  of
• 2:18
  A
• 2:18
  Climb
• 2:18
  to
• 2:18
  the
• 2:18
  Top,
• 2:19
  and
• 2:19
  his
• 2:19
  new
• 2:19
  book,
• 2:19
  the
• 2:20
  Moment
• 2:20
  that
• 2:20
  Defines
• 2:20
  yous
• 2:21
  Life.
• 2:21
  In
• 2:22
  today's
• 2:22
  conversation,
• 2:22
  we'll
• 2:23
  unpack
• 2:23
  how
• 2:23
  Chuck
• 2:23
  uses
• 2:24
  assessments,
• 2:24
  video
• 2:25
  scoring,
• 2:25
  and
• 2:25
  even
• 2:25
  stress
• 2:26
  test
• 2:26
  protocols
• 2:27
  to
• 2:27
  quantify
• 2:28
  what
• 2:28
  most
• 2:28
  people
• 2:28
  call
• 2:29
  soft
• 2:29
  skills
• 2:30
  and
• 2:30
  why
• 2:31
  treating
• 2:31
  leadership
• 2:31
  like
• 2:32
  a
• 2:32
  dataset
• 2:32
  might
• 2:33
  just
• 2:33
  be
• 2:33
  the
• 2:33
  unlock
• 2:33
  for
• 2:33
  your
• 2:34
  own
• 2:34
  growth.
• 2:34
  Let's
• 2:35
  dive
• 2:35
  in.
• 2:35
  Here's
• 2:36
  Chuck
• 2:36
  Garcia.
• 2:37
  Welcome
• 2:37
  Chuck.
• 2:37
  Great
• 2:37
  to
• 2:38
  have
• 2:38
  you.
• 2:38
  Graham,
• 2:38
  thank
• 2:39
  you
• 2:39
  for
• 2:39
  having
• 2:39
  me.
• 2:39
  It's
• 2:39
  always
• 2:40
  a
• 2:40
  pleasure
• 2:40
  to
• 2:40
  collaborate
• 2:41
  with
• 2:41
  you.
• 2:42
  Likewise.
• 2:43
  Likewise.
• 2:43
  And
• 2:43
  you
• 2:44
  know,
• 2:44
  it's
• 2:44
  an
• 2:44
  exciting
• 2:44
  time
• 2:44
  for
• 2:45
  you.
• 2:45
  We
• 2:45
  were
• 2:45
  just
• 2:45
  talking
• 2:45
  before
• 2:46
  you
• 2:46
  joined.
• 2:46
  I
• 2:47
  hear
• 2:47
  you're
• 2:47
  about
• 2:47
  to
• 2:47
  make
• 2:48
  your
• 2:48
  Test
• 2:48
  TED
• 2:49
  debut
• 2:49
  in
• 2:49
  a
• 2:49
  couple
• 2:50
  of
• 2:50
  weeks
• 2:50
  here.
• 2:50
  I
• 2:50
  am.
• 2:51
  I'm
• 2:51
  very
• 2:51
  fortunate
• 2:52
  that
• 2:52
  I
• 2:52
  have
• 2:52
  coached
• 2:53
  many
• 2:53
  people
• 2:53
  for
• 2:53
  the
• 2:53
  TED
• 2:54
  stage.
• 2:54
  I
• 2:54
  coach
• 2:54
  a
• 2:54
  lot
• 2:55
  of
• 2:55
  executive
• 2:55
  for
• 2:55
  public
• 2:56
  speaking,
• 2:56
  but
• 2:56
  TED
• 2:57
  has
• 2:57
  that
• 2:57
  certain
• 2:57
  something,
• 2:58
  that
• 2:58
  certain
• 2:58
  specialty.
• 2:59
  And
• 3:00
  the
• 3:01
  other
• 3:01
  times
• 3:01
  that
• 3:02
  I
• 3:02
  was
• 3:02
  eligible
• 3:03
  for
• 3:03
  the
• 3:03
  TED
• 3:03
  stage
• 3:04
  didn't
• 3:04
  work
• 3:04
  out,
• 3:04
  the
• 3:05
  stars
• 3:05
  didn't
• 3:05
  align.
• 3:06
  However,
• 3:07
  I
• 3:07
  am
• 3:07
  guest
• 3:07
  lecturing
• 3:08
  at
• 3:08
  Luxembourg
• 3:09
  School
• 3:09
  of
• 3:10
  Business
• 3:10
  and
• 3:11
  the
• 3:11
  day
• 3:11
  after
• 3:11
  my
• 3:12
  guest
• 3:12
  lecture
• 3:12
  they
• 3:12
  organized
• 3:13
  a
• 3:13
  TED
• 3:14
  event
• 3:14
  in
• 3:14
  which
• 3:14
  they
• 3:15
  took
• 3:15
  eight
• 3:15
  speakers
• 3:16
  and
• 3:16
  they
• 3:16
  took.
• 3:17
  They
• 3:17
  asked
• 3:17
  two
• 3:17
  of
• 3:18
  those
• 3:18
  speakers
• 3:18
  to
• 3:18
  come
• 3:18
  from
• 3:19
  the
• 3:19
  non
• 3:19
  Luxembourg
• 3:20
  community.
• 3:21
  And
• 3:21
  I
• 3:21
  am
• 3:21
  very
• 3:22
  blessed
• 3:22
  that
• 3:23
  I
• 3:23
  will
• 3:23
  be
• 3:23
  speaking.
• 3:24
  And
• 3:24
  the
• 3:25
  name
• 3:25
  of
• 3:25
  my
• 3:26
  TED
• 3:26
  talk
• 3:26
  is
• 3:27
  the
• 3:27
  Drop
• 3:28
  Point
• 3:28
  that
• 3:28
  Defined
• 3:29
  My
• 3:30
  Life.
• 3:30
  And
• 3:31
  I
• 3:31
  talk
• 3:31
  about
• 3:31
  sometimes
• 3:32
  just
• 3:32
  small
• 3:33
  events,
• 3:33
  at
• 3:33
  least
• 3:33
  seemingly
• 3:34
  events
• 3:34
  that
• 3:35
  you
• 3:35
  think
• 3:35
  don't
• 3:36
  have
• 3:36
  an
• 3:36
  impact
• 3:36
  when
• 3:37
  you
• 3:37
  chew
• 3:37
  on
• 3:38
  them
• 3:38
  long
• 3:38
  enough
• 3:39
  and
• 3:39
  you
• 3:39
  figure
• 3:40
  out
• 3:40
  something
• 3:40
  is
• 3:41
  bigger.
• 3:41
  Here
• 3:42
  I
• 3:42
  talk
• 3:42
  about
• 3:43
  my
• 3:43
  drop
• 3:44
  point,
• 3:44
  which
• 3:45
  is
• 3:45
  a
• 3:45
  sudden,
• 3:45
  an
• 3:46
  unexpected
• 3:47
  event,
• 3:47
  and
• 3:48
  how
• 3:48
  my
• 3:49
  life
• 3:49
  transformed
• 3:50
  as
• 3:50
  a
• 3:51
  result
• 3:51
  of
• 3:51
  what
• 3:52
  one
• 3:52
  small
• 3:53
  incident.
• 3:54
  Sounds
• 3:55
  fascinating.
• 3:55
  I
• 3:55
  don't
• 3:55
  want
• 3:55
  to
• 3:56
  get
• 3:56
  ahead
• 3:57
  of
• 3:57
  the
• 3:57
  game
• 3:57
  and
• 3:58
  create
• 3:58
  any
• 3:58
  spoilers
• 3:59
  for
• 3:59
  the
• 4:00
  in
• 4:01
  Luxembourg
• 4:01
  in
• 4:01
  a
• 4:01
  couple
• 4:02
  of
• 4:02
  weeks,
• 4:02
  but
• 4:02
  we'll
• 4:03
  certainly
• 4:03
  watch
• 4:03
  out
• 4:03
  for
• 4:03
  it
• 4:03
  online
• 4:04
  and
• 4:04
  be
• 4:05
  happy
• 4:05
  to
• 4:06
  share
• 4:06
  the
• 4:06
  link
• 4:06
  around
• 4:06
  once
• 4:07
  you've.
• 4:08
  Thank
• 4:08
  you.
• 4:08
  Once
• 4:08
  you've
• 4:09
  made
• 4:09
  the
• 4:09
  debut.
• 4:09
  But
• 4:10
  identify
• 4:10
  what
• 4:10
  you're
• 4:11
  saying.
• 4:11
  And
• 4:11
  I
• 4:11
  see
• 4:11
  this
• 4:11
  happen
• 4:12
  on
• 4:12
  a
• 4:12
  macro
• 4:12
  scale
• 4:12
  with
• 4:12
  the
• 4:13
  world
• 4:13
  as
• 4:13
  well.
• 4:14
  We're
• 4:14
  always
• 4:14
  thinking
• 4:15
  about
• 4:16
  the
• 4:16
  things
• 4:16
  that
• 4:17
  might
• 4:17
  impact
• 4:18
  the
• 4:19
  world,
• 4:19
  the
• 4:19
  things
• 4:20
  that
• 4:20
  we
• 4:20
  know
• 4:20
  about.
• 4:21
  Maybe
• 4:22
  we're
• 4:22
  in
• 4:22
  a
• 4:22
  recession,
• 4:23
  maybe
• 4:23
  the
• 4:23
  stock
• 4:23
  market's
• 4:23
  going
• 4:24
  to
• 4:24
  go
• 4:24
  up,
• 4:24
  maybe
• 4:24
  the
• 4:24
  stock
• 4:24
  market's
• 4:25
  going
• 4:25
  to
• 4:25
  go
• 4:26
  down.
• 4:26
  Yeah,
• 4:27
  it's
• 4:27
  always
• 4:27
  the
• 4:27
  things
• 4:27
  that
• 4:27
  we're
• 4:28
  least
• 4:28
  expecting
• 4:28
  that
• 4:29
  have
• 4:29
  the
• 4:29
  most
• 4:29
  radical
• 4:30
  impact
• 4:30
  on
• 4:31
  the
• 4:31
  way
• 4:31
  the
• 4:32
  world
• 4:32
  is
• 4:32
  going.
• 4:32
  And
• 4:33
  I
• 4:33
  think
• 4:33
  that's
• 4:33
  true
• 4:34
  on
• 4:34
  a
• 4:34
  personal
• 4:34
  basis
• 4:34
  as
• 4:35
  well,
• 4:35
  like
• 4:35
  thinking
• 4:35
  about
• 4:36
  my
• 4:36
  own
• 4:36
  stories.
• 4:37
  So
• 4:38
  the
• 4:38
  camera
• 4:38
  is
• 4:38
  data.
• 4:39
  You
• 4:40
  know,
• 4:40
  we
• 4:40
  love
• 4:40
  data
• 4:40
  on
• 4:40
  this
• 4:41
  podcast.
• 4:41
  Indeed
• 4:42
  it
• 4:42
  is.
• 4:42
  And
• 4:42
  I
• 4:42
  have
• 4:42
  a
• 4:42
  load
• 4:43
  of
• 4:43
  it.
• 4:43
  And
• 4:43
  contrary
• 4:44
  to
• 4:44
  what
• 4:44
  people
• 4:44
  think
• 4:45
  for
• 4:45
  the
• 4:45
  domains
• 4:45
  that
• 4:46
  I
• 4:46
  teach,
• 4:46
  that
• 4:47
  people
• 4:47
  think
• 4:47
  a
• 4:47
  soft
• 4:48
  skill
• 4:48
  is
• 4:48
  solely
• 4:48
  something
• 4:49
  that
• 4:49
  is
• 4:49
  qualitative.
• 4:51
  That
• 4:51
  may
• 4:51
  be,
• 4:52
  but
• 4:52
  I
• 4:53
  think,
• 4:53
  Graham,
• 4:53
  if
• 4:53
  I
• 4:54
  may.
• 4:54
  When
• 4:54
  I
• 4:55
  open
• 4:55
  up
• 4:55
  my
• 4:56
  Columbia
• 4:56
  communication
• 4:57
  class,
• 4:58
  I
• 4:58
  do
• 4:59
  it
• 4:59
  in
• 4:59
  body
• 4:59
  language.
• 5:00
  I
• 5:00
  don't
• 5:00
  speak
• 5:01
  for
• 5:01
  three
• 5:01
  minutes.
• 5:02
  And
• 5:02
  the
• 5:02
  first
• 5:02
  thing
• 5:03
  that
• 5:03
  I
• 5:03
  do
• 5:03
  that
• 5:03
  relates
• 5:04
  to
• 5:04
  data,
• 5:04
  and
• 5:05
  people
• 5:06
  don't
• 5:06
  quite
• 5:07
  understand
• 5:07
  where
• 5:08
  I'm
• 5:08
  going
• 5:08
  with
• 5:08
  this,
• 5:08
  but
• 5:08
  eventually
• 5:09
  they
• 5:09
  do.
• 5:09
  I
• 5:10
  use
• 5:10
  my
• 5:10
  body
• 5:10
  language.
• 5:11
  So
• 5:11
  if
• 5:11
  we
• 5:11
  have
• 5:11
  a
• 5:11
  viewer,
• 5:12
  I'm
• 5:12
  also
• 5:12
  going
• 5:12
  to
• 5:12
  speak
• 5:12
  through
• 5:13
  this
• 5:13
  if
• 5:13
  somebody
• 5:13
  is
• 5:14
  listening
• 5:14
  only
• 5:15
  the
• 5:15
  first
• 5:15
  thing
• 5:15
  I
• 5:16
  do
• 5:16
  when
• 5:16
  my
• 5:16
  class
• 5:16
  opens
• 5:17
  up
• 5:17
  is
• 5:17
  I
• 5:18
  throw
• 5:18
  up
• 5:18
  three
• 5:18
  numbers.
• 5:19
  And
• 5:19
  here's
• 5:19
  where
• 5:19
  the
• 5:19
  data
• 5:20
  comes
• 5:20
  in.
• 5:20
  I
• 5:20
  throw
• 5:20
  up
• 5:20
  a
• 5:21
  number
• 5:21
  2,
• 5:21
  5.
• 5:21
  So
• 5:22
  throw
• 5:22
  up
• 5:22
  a
• 5:22
  55.
• 5:23
  I
• 5:23
  also
• 5:23
  have
• 5:24
  a
• 5:24
  PowerPoint.
• 5:24
  So
• 5:24
  people
• 5:25
  are
• 5:25
  watching
• 5:25
  me
• 5:26
  on
• 5:26
  a.
• 5:26
  They're
• 5:27
  mimicking
• 5:27
  my
• 5:27
  behavior.
• 5:28
  Give
• 5:29
  me
• 5:29
  your
• 5:29
  hands.
• 5:29
  So
• 5:30
  what
• 5:30
  I
• 5:30
  talk
• 5:31
  about
• 5:31
  in
• 5:31
  public
• 5:31
  Speaking,
• 5:32
  there
• 5:32
  are
• 5:32
  19
• 5:33
  body
• 5:33
  parts
• 5:33
  that
• 5:33
  communicate,
• 5:34
  three
• 5:34
  that
• 5:35
  are
• 5:35
  always
• 5:35
  on
• 5:35
  display.
• 5:36
  Hands,
• 5:37
  eyes,
• 5:38
  and
• 5:38
  mouth.
• 5:38
  So
• 5:38
  the
• 5:39
  first
• 5:39
  thing
• 5:39
  I
• 5:39
  do,
• 5:39
  I
• 5:40
  throw
• 5:40
  up
• 5:40
  a
• 5:40
  number
• 5:40
  55.
• 5:42
  I
• 5:42
  pause.
• 5:43
  I
• 5:43
  then
• 5:43
  put
• 5:44
  up
• 5:44
  a
• 5:44
  three,
• 5:44
  and
• 5:45
  I
• 5:45
  put
• 5:45
  up
• 5:45
  an
• 5:45
  eight.
• 5:46
  So
• 5:46
  then
• 5:46
  now
• 5:46
  they're
• 5:46
  making
• 5:47
  sense.
• 5:47
  Okay,
• 5:47
  I've
• 5:47
  got
• 5:47
  a
• 5:47
  55.
• 5:48
  I've
• 5:49
  got
• 5:49
  a
• 5:49
  38.
• 5:49
  And
• 5:50
  then
• 5:50
  I
• 5:50
  throw
• 5:50
  up
• 5:50
  on
• 5:50
  the
• 5:50
  PowerPoint,
• 5:51
  and
• 5:51
  I
• 5:51
  signal
• 5:52
  with
• 5:52
  my
• 5:52
  hands
• 5:52
  a
• 5:52
  7.
• 5:54
  Immediately,
• 5:55
  I
• 5:55
  am
• 5:55
  giving
• 5:55
  them
• 5:56
  three
• 5:56
  numbers
• 5:56
  to
• 5:56
  chew
• 5:57
  on,
• 5:57
  of
• 5:57
  which
• 5:57
  the
• 5:58
  99.9%
• 5:59
  of
• 5:59
  the
• 5:59
  people
• 6:00
  don't
• 6:00
  know
• 6:00
  what
• 6:00
  that
• 6:01
  means.
• 6:01
  And
• 6:01
  that's
• 6:01
  part
• 6:02
  of
• 6:02
  the
• 6:02
  curiosity
• 6:03
  I'm
• 6:03
  trying
• 6:03
  to
• 6:04
  build.
• 6:05
  Now,
• 6:05
  what
• 6:05
  I
• 6:05
  talk
• 6:06
  about
• 6:06
  is
• 6:06
  what
• 6:06
  the
• 6:06
  science
• 6:07
  has
• 6:07
  shown
• 6:07
  us.
• 6:08
  When
• 6:09
  you
• 6:09
  step
• 6:09
  onto
• 6:10
  that
• 6:10
  stage,
• 6:10
  you
• 6:11
  step
• 6:11
  into
• 6:11
  a
• 6:11
  classroom,
• 6:12
  you
• 6:12
  step
• 6:12
  into
• 6:12
  the
• 6:12
  kitchen
• 6:13
  with
• 6:13
  your
• 6:13
  spouse.
• 6:13
  It
• 6:14
  doesn't
• 6:14
  matter.
• 6:16
  As
• 6:16
  soon
• 6:16
  as
• 6:16
  you
• 6:16
  show
• 6:17
  up,
• 6:17
  55%
• 6:18
  of
• 6:19
  the
• 6:19
  impression
• 6:19
  that
• 6:20
  is
• 6:20
  being
• 6:20
  formed
• 6:21
  in
• 6:21
  the
• 6:21
  person
• 6:21
  who
• 6:21
  is
• 6:22
  seeing
• 6:22
  you
• 6:22
  is
• 6:22
  driven
• 6:23
  by
• 6:23
  the
• 6:23
  eyes.
• 6:24
  So
• 6:24
  imagine
• 6:25
  that
• 6:25
  the
• 6:25
  majority
• 6:26
  of
• 6:26
  the
• 6:26
  impression
• 6:27
  is
• 6:27
  driven
• 6:27
  by
• 6:27
  what
• 6:27
  do
• 6:27
  I
• 6:28
  see.
• 6:28
  Now,
• 6:28
  to
• 6:29
  my
• 6:29
  Columbia
• 6:29
  students,
• 6:29
  I'm
• 6:30
  helping
• 6:30
  them
• 6:30
  prepare
• 6:30
  for
• 6:31
  interviews.
• 6:32
  That
• 6:32
  first
• 6:32
  impression
• 6:33
  is
• 6:33
  important.
• 6:34
  And
• 6:34
  what
• 6:34
  most
• 6:34
  people
• 6:35
  do
• 6:35
  when
• 6:35
  it
• 6:35
  comes
• 6:36
  to
• 6:36
  an
• 6:36
  interview,
• 6:36
  they
• 6:36
  think
• 6:37
  about
• 6:37
  what
• 6:37
  they're
• 6:37
  going
• 6:37
  to
• 6:37
  wear.
• 6:38
  Well,
• 6:38
  why
• 6:38
  is
• 6:39
  that?
• 6:39
  Because
• 6:39
  there's
• 6:39
  a
• 6:40
  visual
• 6:40
  element
• 6:41
  to
• 6:41
  what
• 6:41
  they
• 6:41
  believe
• 6:42
  is
• 6:42
  going
• 6:42
  to
• 6:42
  happen
• 6:42
  in
• 6:42
  the
• 6:43
  first
• 6:43
  impression.
• 6:45
  So
• 6:45
  immediately,
• 6:45
  what
• 6:46
  I'm
• 6:46
  trying
• 6:46
  to
• 6:46
  help
• 6:46
  them
• 6:47
  understand
• 6:47
  and
• 6:47
  reinforce
• 6:48
  the
• 6:48
  behavior
• 6:49
  that
• 6:49
  that
• 6:49
  visual
• 6:50
  matters.
• 6:50
  And
• 6:50
  now
• 6:51
  to
• 6:51
  my
• 6:51
  Columbia
• 6:51
  engineers
• 6:52
  who
• 6:52
  need
• 6:52
  to
• 6:52
  measure
• 6:53
  everything.
• 6:53
  Well,
• 6:54
  we've
• 6:54
  got
• 6:54
  a
• 6:54
  measurement
• 6:55
  for
• 6:55
  it.
• 6:55
  And
• 6:56
  if
• 6:56
  I
• 6:56
  can
• 6:56
  help
• 6:57
  you
• 6:57
  to
• 6:57
  develop
• 6:57
  the
• 6:57
  mindset
• 6:58
  that
• 6:58
  a
• 6:58
  55%
• 6:59
  of
• 7:00
  the
• 7:00
  impression
• 7:00
  is
• 7:00
  driven
• 7:01
  by
• 7:01
  what
• 7:01
  they
• 7:01
  see.
• 7:02
  What
• 7:02
  do
• 7:03
  they
• 7:03
  see?
• 7:04
  Well,
• 7:04
  they
• 7:04
  see
• 7:05
  your
• 7:05
  clothes,
• 7:05
  your
• 7:06
  hair,
• 7:06
  your
• 7:06
  glasses,
• 7:07
  and
• 7:07
  now
• 7:07
  at
• 7:08
  that
• 7:08
  handshake,
• 7:09
  and
• 7:09
  they
• 7:09
  see
• 7:09
  in
• 7:10
  your
• 7:10
  eyes,
• 7:10
  they're
• 7:11
  seeing
• 7:11
  the
• 7:11
  Difference
• 7:11
  between
• 7:11
  a
• 7:12
  smile
• 7:12
  and
• 7:12
  a
• 7:12
  frown.
• 7:13
  And
• 7:13
  they're
• 7:13
  seeing
• 7:13
  the
• 7:13
  hands
• 7:14
  in
• 7:14
  action.
• 7:15
  So
• 7:15
  here
• 7:15
  we
• 7:15
  have
• 7:16
  a
• 7:16
  data
• 7:16
  set.
• 7:16
  Graham,
• 7:17
  already.
• 7:17
  And
• 7:17
  the
• 7:18
  interview
• 7:18
  hasn't
• 7:19
  even
• 7:19
  begun.
• 7:20
  But
• 7:21
  the
• 7:21
  moment
• 7:22
  that
• 7:22
  they
• 7:22
  walk
• 7:22
  into
• 7:23
  that
• 7:23
  room,
• 7:24
  that
• 7:24
  meeting
• 7:25
  has
• 7:25
  begun,
• 7:26
  even
• 7:26
  though
• 7:27
  they
• 7:27
  haven't
• 7:27
  spoken.
• 7:28
  So
• 7:29
  at
• 7:29
  first
• 7:29
  it's
• 7:29
  like,
• 7:29
  okay,
• 7:30
  that's
• 7:30
  cool.
• 7:31
  That's
• 7:31
  55.
• 7:32
  What
• 7:32
  the
• 7:33
  heck
• 7:33
  is
• 7:33
  38?
• 7:34
  Yeah,
• 7:36
  can
• 7:36
  I
• 7:37
  share
• 7:37
  38?
• 7:37
  Because
• 7:38
  it
• 7:38
  changes.
• 7:38
  You're
• 7:38
  just
• 7:38
  going
• 7:38
  to
• 7:39
  ask.
• 7:40
  It
• 7:40
  changes
• 7:40
  the
• 7:40
  tenor.
• 7:42
  We
• 7:42
  live
• 7:42
  in
• 7:43
  a
• 7:43
  world
• 7:43
  of
• 7:44
  a
• 7:44
  lot
• 7:45
  of
• 7:45
  different
• 7:45
  languages
• 7:46
  spoken
• 7:46
  and
• 7:46
  different
• 7:47
  accents.
• 7:47
  So
• 7:48
  you
• 7:48
  and
• 7:48
  I
• 7:48
  are
• 7:48
  native
• 7:49
  English
• 7:49
  speakers,
• 7:50
  but
• 7:50
  we
• 7:50
  come
• 7:50
  from
• 7:50
  opposite
• 7:51
  sides
• 7:51
  of
• 7:51
  the
• 7:52
  ocean,
• 7:52
  so
• 7:53
  we
• 7:53
  sound
• 7:53
  different,
• 7:53
  but
• 7:54
  the
• 7:54
  word
• 7:54
  choices
• 7:55
  are
• 7:55
  the
• 7:55
  same.
• 7:56
  If
• 7:56
  you
• 7:57
  and
• 7:57
  I
• 7:57
  were
• 7:57
  to
• 7:57
  meet
• 7:57
  each
• 7:58
  other,
• 7:58
  and
• 7:58
  I
• 7:58
  saw
• 7:58
  your
• 7:59
  name,
• 7:59
  and
• 8:00
  you
• 8:00
  have
• 8:00
  a
• 8:00
  very
• 8:01
  ukish
• 8:01
  name.
• 8:02
  I
• 8:02
  have
• 8:02
  a
• 8:03
  name
• 8:03
  that
• 8:03
  combines
• 8:04
  my
• 8:04
  name,
• 8:04
  Charles.
• 8:05
  My
• 8:05
  grandmother
• 8:05
  is
• 8:05
  actually
• 8:06
  from
• 8:06
  Brighton,
• 8:06
  England,
• 8:07
  so
• 8:07
  I
• 8:07
  have
• 8:07
  a
• 8:07
  little
• 8:07
  bit
• 8:08
  of
• 8:08
  English
• 8:08
  blood
• 8:08
  in
• 8:08
  me.
• 8:09
  And
• 8:09
  my
• 8:09
  parents
• 8:09
  are
• 8:10
  Brazil.
• 8:10
  Garcia
• 8:11
  is
• 8:11
  a
• 8:11
  Latin
• 8:11
  name.
• 8:11
  So
• 8:12
  we
• 8:12
  combine
• 8:12
  an
• 8:13
  English
• 8:13
  and
• 8:14
  a
• 8:15
  Latino
• 8:15
  name.
• 8:16
  So
• 8:16
  there
• 8:16
  is
• 8:16
  an
• 8:17
  impression
• 8:17
  that
• 8:17
  is
• 8:17
  formed
• 8:18
  by
• 8:18
  the
• 8:18
  name
• 8:18
  and
• 8:19
  an
• 8:19
  expectation
• 8:19
  in
• 8:20
  the
• 8:20
  mind
• 8:20
  of
• 8:20
  the
• 8:21
  individual
• 8:21
  that's
• 8:22
  going
• 8:22
  to
• 8:22
  meet
• 8:22
  me.
• 8:22
  Right
• 8:22
  or
• 8:22
  wrong.
• 8:23
  That's
• 8:23
  the
• 8:23
  only
• 8:24
  frame
• 8:24
  of
• 8:24
  reference
• 8:25
  they
• 8:25
  have
• 8:25
  by
• 8:25
  which,
• 8:25
  who
• 8:26
  is
• 8:26
  this
• 8:26
  guy?
• 8:28
  If
• 8:28
  55%,
• 8:29
  then
• 8:29
  is
• 8:29
  the
• 8:29
  visual.
• 8:30
  38%
• 8:31
  of
• 8:31
  it
• 8:31
  is
• 8:32
  not
• 8:32
  the
• 8:32
  sound
• 8:33
  of
• 8:33
  your
• 8:33
  voice,
• 8:34
  not
• 8:34
  necessarily
• 8:35
  your
• 8:35
  accent.
• 8:36
  So
• 8:36
  you're
• 8:36
  British,
• 8:36
  I
• 8:37
  mean,
• 8:37
  or
• 8:37
  Ukraine,
• 8:38
  Scottish,
• 8:38
  British,
• 8:39
  whatever
• 8:39
  that
• 8:39
  may
• 8:39
  be.
• 8:39
  I'm
• 8:39
  American.
• 8:40
  We
• 8:40
  hear
• 8:40
  Indian
• 8:41
  accent,
• 8:41
  Chinese
• 8:42
  accents.
• 8:42
  It's
• 8:42
  tonality.
• 8:44
  Imagine
• 8:45
  somebody
• 8:45
  goes
• 8:45
  into
• 8:45
  the
• 8:46
  interview
• 8:46
  and
• 8:46
  say,
• 8:47
  good
• 8:47
  morning,
• 8:47
  thank
• 8:47
  you
• 8:47
  for
• 8:48
  your
• 8:48
  time.
• 8:49
  There's
• 8:49
  a
• 8:49
  way
• 8:49
  to
• 8:50
  say
• 8:50
  that
• 8:50
  with
• 8:50
  energy
• 8:51
  and
• 8:51
  enthusiasm,
• 8:52
  that
• 8:52
  immediately,
• 8:53
  in
• 8:53
  that
• 8:53
  first
• 8:54
  couple
• 8:54
  seconds,
• 8:54
  you're
• 8:55
  setting
• 8:55
  the
• 8:55
  tone.
• 8:56
  I'm
• 8:56
  happy
• 8:57
  to
• 8:57
  be
• 8:57
  here.
• 8:57
  Thank
• 8:57
  you
• 8:57
  for
• 8:58
  your
• 8:58
  time.
• 8:58
  I'm
• 8:58
  very
• 8:58
  grateful.
• 9:00
  The
• 9:00
  downside
• 9:00
  to
• 9:01
  that,
• 9:01
  Imagine
• 9:01
  you
• 9:02
  had
• 9:02
  the
• 9:02
  exact
• 9:03
  same
• 9:03
  word
• 9:03
  choices,
• 9:05
  same,
• 9:05
  Good
• 9:05
  morning,
• 9:06
  Mr.
• 9:06
  Mrs.
• 9:07
  Goldman
• 9:07
  Sachs.
• 9:08
  It's
• 9:08
  nice
• 9:08
  to
• 9:08
  meet
• 9:08
  you.
• 9:09
  Yet
• 9:09
  it's
• 9:09
  done
• 9:10
  in
• 9:10
  a
• 9:10
  way
• 9:10
  that
• 9:10
  is
• 9:10
  lifeless,
• 9:12
  indifferent.
• 9:14
  Now,
• 9:15
  the
• 9:15
  person
• 9:15
  on
• 9:16
  the
• 9:16
  other
• 9:16
  end
• 9:16
  hears
• 9:17
  the
• 9:17
  same
• 9:17
  words
• 9:18
  that
• 9:18
  could
• 9:18
  be
• 9:18
  uttered
• 9:19
  in
• 9:19
  very
• 9:19
  opposite
• 9:20
  ways.
• 9:21
  Yet
• 9:21
  what
• 9:21
  they're
• 9:21
  picking
• 9:22
  up
• 9:22
  is
• 9:22
  how
• 9:22
  you
• 9:22
  make
• 9:22
  them
• 9:23
  feel.
• 9:24
  Tonality.
• 9:25
  And
• 9:25
  what
• 9:25
  I
• 9:25
  say
• 9:26
  to
• 9:26
  my
• 9:26
  students,
• 9:26
  your
• 9:27
  word
• 9:27
  choices
• 9:27
  do
• 9:27
  matter.
• 9:28
  But
• 9:28
  what
• 9:29
  we're
• 9:29
  talking
• 9:29
  about
• 9:29
  here
• 9:29
  is
• 9:30
  that
• 9:30
  mind,
• 9:30
  body,
• 9:30
  connection.
• 9:31
  The
• 9:31
  heart
• 9:31
  of
• 9:32
  the
• 9:32
  individual
• 9:33
  who
• 9:33
  is
• 9:33
  receiving
• 9:34
  you
• 9:34
  is
• 9:35
  beginning
• 9:35
  to
• 9:35
  conjure
• 9:35
  up
• 9:36
  that
• 9:36
  motion,
• 9:36
  oh,
• 9:37
  my
• 9:37
  God,
• 9:37
  I
• 9:37
  love
• 9:37
  this
• 9:37
  guy.
• 9:38
  Look
• 9:38
  at
• 9:38
  that
• 9:38
  energy.
• 9:38
  Or,
• 9:39
  oh,
• 9:40
  my
• 9:40
  God,
• 9:42
  are
• 9:42
  you
• 9:42
  awake?
• 9:42
  Are
• 9:43
  you
• 9:43
  asleep?
• 9:44
  Can
• 9:44
  I
• 9:44
  have
• 9:44
  a
• 9:44
  go?
• 9:45
  Exactly.
• 9:46
  Well,
• 9:46
  good
• 9:46
  morning.
• 9:47
  Thanks.
• 9:47
  For
• 9:48
  your
• 9:48
  time.
• 9:49
  Well,
• 9:49
  it's
• 9:50
  all,
• 9:50
  it's
• 9:51
  off.
• 9:51
  Well,
• 9:51
  it's
• 9:52
  so
• 9:52
  off
• 9:52
  putting
• 9:53
  for
• 9:54
  someone
• 9:54
  to
• 9:54
  walk
• 9:54
  into.
• 9:54
  And
• 9:55
  I'm
• 9:55
  not
• 9:55
  even
• 9:55
  talking
• 9:55
  interview,
• 9:56
  I'm
• 9:56
  talking
• 9:56
  the
• 9:56
  world
• 9:56
  that
• 9:56
  you
• 9:57
  and
• 9:57
  I
• 9:57
  live
• 9:57
  in
• 9:57
  where
• 9:57
  we
• 9:58
  have
• 9:58
  constituents
• 9:58
  and
• 9:59
  we
• 9:59
  have
• 9:59
  clients
• 9:59
  and
• 10:00
  they
• 10:00
  have
• 10:00
  expectations.
• 10:01
  Warren
• 10:02
  Buffett
• 10:02
  always
• 10:02
  talked
• 10:03
  about
• 10:03
  bring
• 10:03
  in
• 10:04
  the
• 10:04
  energy
• 10:04
  and
• 10:05
  the
• 10:05
  attitude
• 10:06
  and
• 10:06
  how
• 10:06
  people
• 10:06
  pick
• 10:07
  up
• 10:07
  on
• 10:07
  that.
• 10:07
  And
• 10:08
  I've
• 10:08
  lived
• 10:08
  that
• 10:08
  my
• 10:09
  whole
• 10:09
  career
• 10:09
  where
• 10:10
  I'm
• 10:10
  probably
• 10:11
  the
• 10:11
  dumbest
• 10:11
  guy
• 10:12
  in
• 10:12
  any
• 10:12
  room,
• 10:13
  but
• 10:13
  I'm
• 10:13
  smart
• 10:14
  enough
• 10:14
  to
• 10:14
  know
• 10:14
  how
• 10:15
  to
• 10:15
  compensate
• 10:15
  for
• 10:16
  an
• 10:16
  intellect
• 10:16
  that
• 10:16
  may
• 10:17
  not
• 10:17
  be
• 10:17
  anywhere
• 10:18
  near
• 10:18
  the
• 10:18
  people
• 10:18
  that
• 10:18
  I'm
• 10:19
  in
• 10:19
  the
• 10:19
  gravity
• 10:19
  of,
• 10:20
  but
• 10:20
  my
• 10:20
  goodness,
• 10:21
  I
• 10:21
  needed
• 10:21
  to
• 10:21
  figure
• 10:22
  out
• 10:22
  how
• 10:22
  to
• 10:22
  outsmart
• 10:23
  them.
• 10:23
  So
• 10:24
  what
• 10:24
  I'm
• 10:24
  saying,
• 10:24
  Graham,
• 10:25
  is
• 10:25
  I
• 10:25
  learned
• 10:25
  the
• 10:26
  science
• 10:26
  very
• 10:26
  early
• 10:27
  on
• 10:28
  that
• 10:28
  we
• 10:28
  live
• 10:28
  in
• 10:28
  a
• 10:28
  data
• 10:29
  driven
• 10:29
  world
• 10:29
  and
• 10:30
  how
• 10:30
  do
• 10:30
  we
• 10:30
  make
• 10:30
  sense
• 10:31
  of
• 10:31
  55,
• 10:31
  38,
• 10:32
  7.
• 10:33
  And
• 10:33
  sadly,
• 10:34
  7%
• 10:34
  is
• 10:34
  your
• 10:35
  word
• 10:35
  choices.
• 10:35
  We
• 10:35
  don't
• 10:36
  remember
• 10:36
  them,
• 10:36
  just
• 10:37
  that.
• 10:37
  Yeah,
• 10:37
  we
• 10:38
  paraphrase.
• 10:38
  We
• 10:39
  do
• 10:39
  the
• 10:39
  best
• 10:39
  we
• 10:39
  can
• 10:40
  in
• 10:40
  American
• 10:41
  English
• 10:41
  at
• 10:41
  least
• 10:41
  in
• 10:42
  New
• 10:42
  York,
• 10:42
  London
• 10:43
  too,
• 10:43
  we
• 10:43
  tend
• 10:43
  to
• 10:44
  talk
• 10:44
  a
• 10:44
  little
• 10:44
  faster
• 10:44
  than
• 10:45
  you
• 10:45
  do.
• 10:45
  Out
• 10:45
  in
• 10:45
  the
• 10:46
  northern
• 10:47
  Scotland,
• 10:47
  we
• 10:47
  speak
• 10:48
  at
• 10:48
  a
• 10:48
  rate
• 10:48
  of
• 10:48
  about
• 10:48
  125
• 10:49
  words
• 10:49
  a
• 10:50
  minute.
• 10:50
  So
• 10:51
  if
• 10:51
  I
• 10:51
  were
• 10:51
  to
• 10:51
  ask
• 10:51
  you,
• 10:52
  given
• 10:52
  that
• 10:53
  we're
• 10:53
  recording
• 10:53
  on
• 10:54
  this
• 10:54
  program,
• 10:55
  we
• 10:55
  can
• 10:55
  always
• 10:55
  play
• 10:56
  it
• 10:56
  back,
• 10:56
  but
• 10:56
  in
• 10:56
  the
• 10:57
  absence
• 10:57
  of
• 10:57
  a
• 10:57
  recording,
• 10:58
  I've
• 10:58
  asked
• 10:58
  you
• 10:58
  to
• 10:58
  tell
• 10:58
  me,
• 10:59
  Graham,
• 10:59
  what
• 10:59
  did
• 10:59
  I
• 10:59
  say
• 10:59
  in
• 10:59
  this
• 11:00
  last
• 11:00
  60
• 11:00
  seconds?
• 11:02
  And
• 11:03
  you
• 11:03
  start
• 11:03
  thinking,
• 11:03
  I
• 11:04
  don't
• 11:04
  know.
• 11:04
  Your
• 11:04
  mind
• 11:05
  is
• 11:05
  searching
• 11:05
  for
• 11:06
  the
• 11:06
  pattern
• 11:06
  to
• 11:07
  make
• 11:07
  sense.
• 11:07
  And
• 11:07
  60%
• 11:08
  of
• 11:08
  the
• 11:09
  time
• 11:09
  that
• 11:09
  you're
• 11:09
  communicating.
• 11:10
  Here's
• 11:11
  more
• 11:11
  data.
• 11:11
  We
• 11:12
  only
• 11:12
  get
• 11:13
  25%
• 11:13
  of
• 11:14
  it,
• 11:14
  right?
• 11:15
  So
• 11:16
  it's
• 11:16
  just
• 11:17
  this
• 11:17
  interesting
• 11:18
  thing
• 11:18
  in
• 11:18
  teaching
• 11:19
  soft
• 11:19
  skills.
• 11:20
  Where
• 11:20
  to
• 11:20
  your
• 11:21
  point,
• 11:21
  which
• 11:21
  is
• 11:21
  why
• 11:22
  I
• 11:22
  love
• 11:22
  the
• 11:22
  theme
• 11:22
  of
• 11:23
  your
• 11:23
  program.
• 11:24
  We
• 11:24
  can
• 11:24
  bring
• 11:24
  science
• 11:25
  and
• 11:25
  we
• 11:26
  can
• 11:26
  bring
• 11:26
  math.
• 11:26
  Not
• 11:27
  anything
• 11:27
  complex,
• 11:28
  just
• 11:28
  arithmetic
• 11:29
  and
• 11:30
  fractions
• 11:31
  to
• 11:31
  a
• 11:31
  world
• 11:32
  of
• 11:32
  leadership
• 11:33
  competencies.
• 11:34
  Who
• 11:34
  knew?
• 11:35
  Yeah,
• 11:35
  55,
• 11:36
  38,
• 11:36
  7.
• 11:37
  See,
• 11:37
  I
• 11:37
  did
• 11:37
  remember.
• 11:38
  You
• 11:39
  remember
• 11:39
  that.
• 11:39
  That's
• 11:40
  my
• 11:40
  25%.
• 11:42
  Good
• 11:42
  point.
• 11:43
  And
• 11:44
  yeah,
• 11:45
  and
• 11:45
  many
• 11:45
  more
• 11:45
  as
• 11:45
  well.
• 11:46
  You
• 11:47
  know,
• 11:47
  what
• 11:47
  I
• 11:47
  was
• 11:48
  doing
• 11:48
  was
• 11:48
  actually
• 11:48
  mentally
• 11:49
  practicing
• 11:49
  different
• 11:50
  ways
• 11:50
  of
• 11:50
  saying
• 11:51
  good
• 11:51
  morning,
• 11:51
  thanks
• 11:51
  for
• 11:52
  your
• 11:52
  time.
• 11:52
  Good
• 11:52
  morning,
• 11:53
  thanks
• 11:53
  for
• 11:53
  your
• 11:53
  time.
• 11:55
  And
• 11:55
  you
• 11:55
  know,
• 11:55
  imagine
• 11:56
  the
• 11:56
  difference
• 11:56
  it
• 11:56
  would,
• 11:57
  it
• 11:57
  could
• 11:57
  make.
• 11:57
  So
• 11:58
  I
• 11:59
  imagine
• 11:59
  when
• 11:59
  you
• 12:00
  along
• 12:00
  those
• 12:00
  lines,
• 12:01
  using
• 12:01
  the
• 12:01
  5538.7
• 12:03
  when
• 12:03
  you're
• 12:03
  working
• 12:04
  with
• 12:04
  clients,
• 12:04
  I
• 12:04
  imagine
• 12:05
  you
• 12:05
  record
• 12:05
  people,
• 12:06
  right?
• 12:06
  And
• 12:06
  as
• 12:07
  you
• 12:07
  just
• 12:07
  said,
• 12:07
  we
• 12:07
  can
• 12:07
  always
• 12:08
  watch
• 12:08
  back.
• 12:08
  Record
• 12:08
  and
• 12:09
  watch
• 12:09
  back.
• 12:09
  What
• 12:09
  are
• 12:09
  some
• 12:10
  of
• 12:10
  the
• 12:10
  things
• 12:10
  that
• 12:10
  the
• 12:12
  non.
• 12:12
  Verbal
• 12:12
  signals
• 12:13
  or
• 12:13
  verbal
• 12:13
  signals,
• 12:14
  whatever
• 12:14
  they
• 12:14
  might
• 12:14
  be
• 12:14
  that
• 12:14
  people
• 12:15
  most
• 12:15
  often
• 12:15
  miss
• 12:16
  or
• 12:16
  don't
• 12:16
  see
• 12:16
  about
• 12:17
  themselves.
• 12:17
  Yeah.
• 12:18
  Well,
• 12:18
  there's
• 12:19
  two.
• 12:19
  Let
• 12:19
  me
• 12:19
  take
• 12:19
  the
• 12:20
  verbal
• 12:21
  first.
• 12:21
  And
• 12:22
  it
• 12:22
  is.
• 12:22
  Well,
• 12:23
  let
• 12:23
  me
• 12:24
  put
• 12:24
  the
• 12:24
  verbal
• 12:24
  or
• 12:25
  communication
• 12:25
  into
• 12:26
  context.
• 12:27
  There
• 12:27
  are
• 12:27
  three
• 12:28
  barriers
• 12:29
  that
• 12:29
  I
• 12:29
  have
• 12:29
  come
• 12:29
  to
• 12:30
  conclude
• 12:30
  over
• 12:30
  the
• 12:30
  course
• 12:31
  of
• 12:31
  time
• 12:31
  for
• 12:31
  training
• 12:32
  people.
• 12:32
  And
• 12:32
  I've
• 12:33
  worked
• 12:33
  for
• 12:33
  35
• 12:34
  companies
• 12:34
  in
• 12:35
  my.
• 12:35
  My
• 12:36
  business
• 12:36
  called
• 12:36
  Climb
• 12:37
  Leadership.
• 12:37
  The
• 12:38
  first
• 12:38
  thing
• 12:38
  is
• 12:39
  people
• 12:39
  are
• 12:39
  not
• 12:39
  present
• 12:40
  in
• 12:40
  the
• 12:40
  conversations.
• 12:41
  In
• 12:41
  this
• 12:41
  day
• 12:41
  and
• 12:42
  age
• 12:42
  now,
• 12:42
  I'm
• 12:42
  not
• 12:42
  blaming
• 12:43
  a
• 12:43
  generation.
• 12:44
  It's
• 12:45
  an
• 12:45
  era
• 12:45
  that
• 12:45
  we
• 12:46
  live
• 12:46
  in
• 12:46
  where
• 12:46
  I
• 12:47
  lived
• 12:47
  in
• 12:47
  a
• 12:47
  world
• 12:48
  where
• 12:48
  I
• 12:48
  didn't
• 12:48
  know
• 12:49
  what
• 12:49
  it
• 12:49
  was
• 12:49
  like
• 12:49
  to
• 12:49
  have
• 12:49
  a
• 12:50
  phone
• 12:50
  in
• 12:50
  my
• 12:50
  hand
• 12:50
  all
• 12:51
  the
• 12:51
  time.
• 12:52
  Yeah.
• 12:52
  My
• 12:52
  kids
• 12:52
  tell
• 12:53
  me
• 12:53
  that
• 12:53
  all
• 12:53
  the
• 12:53
  time.
• 12:53
  You
• 12:54
  don't
• 12:54
  understand.
• 12:55
  Well,
• 12:55
  yeah,
• 12:55
  thank
• 12:56
  you,
• 12:56
  guys.
• 12:56
  Yeah,
• 12:56
  I
• 12:56
  don't
• 12:56
  understand.
• 12:57
  We'll
• 12:58
  talk
• 12:58
  about
• 12:58
  that
• 12:58
  when
• 12:58
  you're
• 12:59
  an
• 12:59
  adult
• 12:59
  and
• 12:59
  you
• 12:59
  have
• 13:00
  children.
• 13:01
  But
• 13:01
  I
• 13:02
  don't
• 13:02
  understand.
• 13:02
  But
• 13:03
  I
• 13:03
  appreciate
• 13:03
  we
• 13:03
  have
• 13:04
  a
• 13:04
  perspective
• 13:04
  that
• 13:05
  I
• 13:05
  knew
• 13:06
  prior
• 13:06
  to
• 13:06
  the
• 13:07
  Internet.
• 13:07
  When
• 13:07
  I
• 13:07
  met
• 13:07
  a
• 13:08
  friend
• 13:08
  and
• 13:08
  I
• 13:08
  showed
• 13:08
  up
• 13:08
  at
• 13:08
  a
• 13:09
  cafe,
• 13:09
  it
• 13:09
  was
• 13:09
  just
• 13:09
  me
• 13:10
  and
• 13:10
  him
• 13:10
  or
• 13:10
  her.
• 13:10
  That's
• 13:11
  all
• 13:11
  we
• 13:11
  got.
• 13:11
  We
• 13:11
  had
• 13:12
  nothing
• 13:12
  else.
• 13:12
  And
• 13:13
  the
• 13:13
  first
• 13:13
  barrier
• 13:13
  of
• 13:14
  communication
• 13:14
  is
• 13:14
  we
• 13:15
  are
• 13:15
  not
• 13:15
  present
• 13:15
  in
• 13:16
  our
• 13:16
  conversations
• 13:17
  because
• 13:17
  we're
• 13:17
  so
• 13:18
  distracted.
• 13:18
  And
• 13:18
  I'm
• 13:18
  not
• 13:19
  blaming
• 13:19
  the
• 13:19
  phone.
• 13:20
  I'm
• 13:20
  asking
• 13:21
  whoever
• 13:21
  is
• 13:21
  listening
• 13:22
  this
• 13:22
  to
• 13:22
  hold
• 13:22
  yourself
• 13:23
  accountable,
• 13:23
  to
• 13:24
  put
• 13:24
  that
• 13:24
  phone
• 13:24
  away.
• 13:24
  Don't
• 13:25
  blame
• 13:25
  it.
• 13:25
  Nobody
• 13:25
  to
• 13:25
  blame.
• 13:26
  It's
• 13:26
  accountability.
• 13:27
  That's
• 13:27
  first.
• 13:28
  Second,
• 13:29
  we're
• 13:29
  talking
• 13:30
  too
• 13:30
  fast,
• 13:31
  we're
• 13:31
  saying
• 13:31
  too
• 13:32
  much,
• 13:33
  and
• 13:33
  we're
• 13:33
  doing
• 13:33
  it
• 13:34
  with
• 13:34
  an
• 13:34
  avalanche
• 13:34
  of
• 13:34
  information.
• 13:36
  Here's
• 13:36
  the
• 13:36
  third
• 13:37
  one.
• 13:37
  This
• 13:37
  is
• 13:37
  where
• 13:37
  people
• 13:38
  don't
• 13:38
  see
• 13:38
  themselves.
• 13:40
  I'm
• 13:40
  going
• 13:40
  to
• 13:40
  say
• 13:40
  a
• 13:40
  couple
• 13:41
  words,
• 13:41
  and
• 13:41
  some
• 13:41
  of
• 13:42
  them
• 13:42
  are
• 13:42
  going
• 13:42
  to
• 13:42
  be
• 13:42
  utter
• 13:42
  nonsense.
• 13:43
  They're
• 13:44
  called
• 13:44
  filler
• 13:45
  words
• 13:45
  and
• 13:45
  verbal
• 13:45
  crutches.
• 13:47
  Like,
• 13:47
  you
• 13:47
  know,
• 13:47
  Graham,
• 13:48
  I
• 13:48
  was
• 13:48
  thinking.
• 13:48
  I
• 13:49
  mean,
• 13:49
  you
• 13:49
  know,
• 13:50
  and
• 13:51
  they
• 13:51
  speak
• 13:51
  in
• 13:52
  a
• 13:52
  mountain
• 13:52
  of
• 13:53
  filler
• 13:53
  words
• 13:53
  and
• 13:53
  verbal
• 13:54
  crutches
• 13:55
  and
• 13:56
  like.
• 13:56
  And
• 13:56
  I'm
• 13:56
  going
• 13:56
  to
• 13:56
  give,
• 13:56
  like,
• 13:57
  a
• 13:57
  little
• 13:58
  bit
• 13:58
  more
• 13:58
  heft
• 13:58
  here.
• 13:59
  It
• 14:00
  is
• 14:00
  extraordinary
• 14:02
  how
• 14:02
  much
• 14:03
  people
• 14:04
  speak.
• 14:05
  I
• 14:05
  think
• 14:06
  if
• 14:06
  we
• 14:06
  brought
• 14:06
  William
• 14:06
  Shakespeare
• 14:07
  back
• 14:07
  to
• 14:08
  life,
• 14:09
  I
• 14:09
  wonder
• 14:10
  what
• 14:10
  he
• 14:10
  would
• 14:10
  say.
• 14:11
  What
• 14:11
  has
• 14:11
  happened?
• 14:12
  These
• 14:13
  are
• 14:13
  not
• 14:13
  the
• 14:13
  plays
• 14:14
  that
• 14:14
  I
• 14:14
  wrote.
• 14:15
  What
• 14:15
  happened
• 14:15
  to
• 14:16
  you?
• 14:16
  People
• 14:16
  were
• 14:17
  so
• 14:17
  the
• 14:17
  first
• 14:18
  thing.
• 14:18
  Non
• 14:18
  verbally.
• 14:19
  I'll
• 14:19
  summarize.
• 14:20
  People
• 14:20
  are
• 14:21
  not
• 14:21
  aware
• 14:21
  of
• 14:21
  the
• 14:22
  fact
• 14:22
  that
• 14:22
  they
• 14:22
  are
• 14:23
  speaking
• 14:24
  in
• 14:24
  incredibly
• 14:25
  inefficient
• 14:25
  tones,
• 14:26
  in
• 14:26
  some
• 14:26
  cases
• 14:26
  with
• 14:27
  words
• 14:27
  that
• 14:27
  make
• 14:27
  no
• 14:28
  sense,
• 14:28
  and
• 14:29
  other
• 14:29
  times
• 14:29
  when
• 14:30
  they
• 14:30
  use,
• 14:30
  like,
• 14:31
  literally,
• 14:33
  you
• 14:33
  know,
• 14:33
  and
• 14:33
  they
• 14:33
  use
• 14:34
  it
• 14:34
  in
• 14:34
  every
• 14:34
  sentence
• 14:35
  all
• 14:35
  the
• 14:35
  time,
• 14:36
  it
• 14:37
  impedes
• 14:37
  the
• 14:38
  capacity
• 14:38
  for
• 14:39
  the
• 14:39
  listener
• 14:39
  to
• 14:39
  understand.
• 14:40
  And
• 14:40
  Comprehend.
• 14:41
  That's
• 14:42
  the.
• 14:42
  So
• 14:42
  that's
• 14:43
  the,
• 14:43
  the
• 14:43
  verbal
• 14:44
  way
• 14:44
  that
• 14:45
  I
• 14:45
  work
• 14:45
  obsessively
• 14:46
  about.
• 14:47
  And
• 14:47
  in
• 14:47
  my
• 14:47
  book,
• 14:48
  A
• 14:48
  Climb
• 14:48
  to
• 14:48
  the
• 14:48
  Top,
• 14:49
  I
• 14:49
  devote
• 14:49
  two
• 14:50
  chapters
• 14:50
  to
• 14:50
  the
• 14:51
  elimination
• 14:51
  of
• 14:51
  filler
• 14:51
  words
• 14:52
  and
• 14:52
  verbal
• 14:52
  crutches.
• 14:53
  And
• 14:53
  one
• 14:54
  of
• 14:54
  those
• 14:54
  techniques
• 14:55
  to
• 14:55
  get
• 14:55
  through
• 14:55
  that
• 14:56
  is
• 14:56
  called
• 14:56
  the
• 14:56
  power
• 14:58
  of
• 14:58
  the.
• 14:59
  Of
• 14:59
  the
• 14:59
  pause.
• 15:00
  So
• 15:01
  just
• 15:01
  as
• 15:01
  I
• 15:01
  did,
• 15:02
  now
• 15:02
  we
• 15:03
  supplant
• 15:03
  the
• 15:04
  urge
• 15:04
  to
• 15:05
  say,
• 15:06
  you
• 15:07
  know,
• 15:07
  like,
• 15:08
  by
• 15:08
  saying
• 15:08
  nothing.
• 15:10
  Now
• 15:10
  we're
• 15:10
  in
• 15:10
  a
• 15:10
  podcast,
• 15:11
  so
• 15:11
  we
• 15:11
  don't
• 15:11
  like
• 15:11
  radio
• 15:12
  silence.
• 15:12
  But
• 15:12
  as
• 15:12
  I'm
• 15:13
  working
• 15:13
  with
• 15:13
  people,
• 15:14
  what
• 15:14
  I
• 15:15
  realize
• 15:15
  when
• 15:15
  they
• 15:16
  don't
• 15:16
  know
• 15:16
  what
• 15:16
  to
• 15:16
  say,
• 15:17
  they
• 15:17
  make
• 15:17
  noise.
• 15:18
  Well,
• 15:19
  why
• 15:20
  isn't
• 15:20
  the
• 15:20
  alternative
• 15:21
  of
• 15:21
  not
• 15:21
  making
• 15:22
  noise
• 15:22
  better
• 15:23
  so
• 15:23
  that
• 15:23
  the
• 15:24
  listener
• 15:24
  doesn't
• 15:24
  get
• 15:25
  listening
• 15:25
  fatigue
• 15:26
  and
• 15:26
  shut
• 15:26
  the
• 15:27
  mind
• 15:27
  down
• 15:27
  for
• 15:27
  the
• 15:28
  onslaught
• 15:28
  of
• 15:28
  filler
• 15:29
  words.
• 15:29
  So
• 15:29
  anyway,
• 15:30
  that's
• 15:30
  the
• 15:30
  first
• 15:30
  one.
• 15:31
  So
• 15:31
  I
• 15:31
  will
• 15:31
  say,
• 15:31
  as
• 15:32
  a
• 15:32
  relatively
• 15:33
  new
• 15:33
  to
• 15:33
  the
• 15:33
  podcast
• 15:34
  world,
• 15:34
  I
• 15:34
  think
• 15:34
  we're
• 15:35
  15
• 15:35
  or
• 15:35
  16
• 15:36
  episodes
• 15:37
  deep.
• 15:38
  Yeah,
• 15:38
  after
• 15:39
  watching
• 15:39
  my
• 15:39
  first
• 15:39
  one
• 15:39
  back,
• 15:40
  I
• 15:40
  was
• 15:40
  horrified
• 15:40
  for
• 15:40
  the
• 15:41
  very
• 15:41
  reason
• 15:41
  you
• 15:41
  mentioned.
• 15:42
  Yeah,
• 15:43
  sometimes
• 15:43
  we
• 15:43
  need
• 15:44
  a
• 15:44
  little
• 15:44
  self
• 15:44
  evaluation.
• 15:45
  Every
• 15:45
  thought,
• 15:46
  third
• 15:46
  word.
• 15:46
  So
• 15:47
  actually
• 15:47
  watching
• 15:48
  back
• 15:48
  and
• 15:49
  learning
• 15:49
  to
• 15:49
  reinstate
• 15:50
  the
• 15:50
  pauses,
• 15:51
  as
• 15:52
  you
• 15:52
  suggest,
• 15:53
  have
• 15:54
  been
• 15:54
  big
• 15:54
  in
• 15:54
  helping
• 15:54
  me
• 15:55
  eliminate
• 15:56
  some
• 15:56
  of
• 15:56
  those
• 15:56
  likes
• 15:57
  especially
• 15:58
  which
• 15:58
  were
• 15:59
  littered
• 16:00
  freely
• 16:01
  throughout
• 16:02
  my
• 16:02
  prose
• 16:04
  in
• 16:04
  the
• 16:04
  earlier
• 16:04
  podcasts.
• 16:06
  Yeah,
• 16:06
  well,
• 16:06
  we
• 16:06
  become.
• 16:07
  For
• 16:07
  the
• 16:07
  people
• 16:08
  in
• 16:08
  my
• 16:08
  purview
• 16:09
  who
• 16:09
  count
• 16:09
  on
• 16:10
  me
• 16:10
  to
• 16:10
  help
• 16:10
  them,
• 16:11
  we
• 16:11
  generally
• 16:12
  start
• 16:12
  there.
• 16:12
  We're
• 16:13
  obsessive
• 16:13
  and
• 16:13
  disciplined
• 16:14
  and
• 16:14
  we
• 16:14
  treat
• 16:14
  it
• 16:14
  with
• 16:15
  tremendous
• 16:15
  rigor.
• 16:16
  Where
• 16:16
  I
• 16:16
  am
• 16:17
  a
• 16:17
  human
• 16:17
  messenger
• 16:17
  metronome.
• 16:18
  And
• 16:18
  for
• 16:19
  those
• 16:19
  that
• 16:19
  are
• 16:19
  viewing
• 16:19
  me,
• 16:20
  you'll
• 16:20
  see
• 16:20
  me
• 16:20
  snapping
• 16:20
  my
• 16:21
  fingers.
• 16:21
  For
• 16:22
  those
• 16:22
  that
• 16:22
  are
• 16:22
  listening.
• 16:23
  I
• 16:23
  grew
• 16:23
  up.
• 16:24
  My
• 16:24
  mother
• 16:24
  was
• 16:24
  a
• 16:24
  pianist,
• 16:25
  so
• 16:25
  I
• 16:25
  grew
• 16:25
  up.
• 16:25
  And
• 16:26
  my,
• 16:26
  my
• 16:26
  brother
• 16:26
  was
• 16:27
  a
• 16:27
  classical
• 16:27
  guitarist.
• 16:28
  I
• 16:28
  grew
• 16:28
  up
• 16:28
  in
• 16:29
  a
• 16:29
  world.
• 16:29
  I'm
• 16:29
  not
• 16:29
  a
• 16:29
  musician,
• 16:30
  but
• 16:30
  I
• 16:30
  grew
• 16:30
  up
• 16:31
  with
• 16:31
  beats
• 16:32
  and
• 16:33
  measures
• 16:33
  and
• 16:34
  pauses
• 16:34
  and
• 16:34
  rests
• 16:35
  and
• 16:35
  sheet
• 16:35
  music.
• 16:36
  And
• 16:36
  I
• 16:36
  remember
• 16:37
  as
• 16:37
  my
• 16:37
  mother
• 16:37
  was
• 16:37
  playing
• 16:38
  Bach
• 16:38
  and
• 16:38
  Beethoven
• 16:39
  and
• 16:39
  Chopin,
• 16:39
  I
• 16:39
  was
• 16:39
  very
• 16:39
  keyed
• 16:40
  into
• 16:40
  what
• 16:40
  was
• 16:40
  not
• 16:41
  being
• 16:41
  played.
• 16:41
  And
• 16:42
  my
• 16:42
  mother
• 16:42
  was
• 16:42
  talking
• 16:43
  about
• 16:43
  the
• 16:43
  pausing,
• 16:44
  the
• 16:44
  rest.
• 16:45
  And
• 16:45
  I
• 16:45
  take
• 16:45
  that
• 16:46
  musicality
• 16:46
  as
• 16:47
  my
• 16:47
  brother
• 16:47
  and
• 16:47
  the
• 16:47
  guitar
• 16:48
  are
• 16:48
  very
• 16:48
  similar
• 16:49
  when
• 16:49
  we
• 16:50
  communicate
• 16:50
  to
• 16:51
  each
• 16:51
  other.
• 16:51
  I
• 16:52
  use
• 16:52
  that
• 16:52
  metronome
• 16:53
  to
• 16:53
  help
• 16:54
  my
• 16:55
  clients
• 16:56
  get
• 16:56
  into
• 16:56
  the
• 16:57
  rhythm
• 16:57
  of
• 16:58
  this
• 16:58
  sequence.
• 16:59
  That
• 17:00
  really
• 17:00
  helps
• 17:00
  them.
• 17:01
  And
• 17:01
  this
• 17:01
  is
• 17:01
  math.
• 17:01
  This
• 17:02
  is
• 17:02
  also
• 17:02
  data.
• 17:03
  This
• 17:03
  is
• 17:03
  just
• 17:04
  the
• 17:04
  rhythm
• 17:05
  of
• 17:05
  the
• 17:05
  arithmetic
• 17:06
  in
• 17:07
  your
• 17:07
  mind
• 17:07
  where
• 17:07
  you
• 17:08
  are
• 17:08
  talking
• 17:08
  about
• 17:09
  1,
• 17:09
  2,
• 17:10
  3,
• 17:11
  speak,
• 17:12
  pause.
• 17:13
  And
• 17:13
  every
• 17:14
  time
• 17:14
  you
• 17:14
  feel
• 17:14
  the
• 17:15
  urge
• 17:15
  to
• 17:15
  say
• 17:15
  like
• 17:16
  or
• 17:16
  because
• 17:16
  you
• 17:17
  don't
• 17:17
  know
• 17:17
  what
• 17:17
  you
• 17:17
  want
• 17:18
  to
• 17:18
  say,
• 17:19
  stop
• 17:20
  talking.
• 17:21
  You're
• 17:21
  causing
• 17:22
  yourself
• 17:23
  self
• 17:23
  inflicted
• 17:24
  harm.
• 17:25
  If
• 17:26
  every
• 17:26
  sentence
• 17:27
  is
• 17:27
  filled
• 17:27
  with
• 17:27
  this,
• 17:28
  it's
• 17:29
  not
• 17:29
  clear,
• 17:30
  it's
• 17:30
  not
• 17:30
  concise,
• 17:31
  it's
• 17:31
  not
• 17:32
  purposeful.
• 17:33
  So
• 17:33
  we
• 17:33
  aim
• 17:34
  to
• 17:34
  take
• 17:34
  the
• 17:35
  most
• 17:35
  efficient
• 17:35
  approach
• 17:36
  to
• 17:36
  answering
• 17:37
  a
• 17:37
  question
• 17:38
  with
• 17:38
  enthusiasm,
• 17:39
  with
• 17:40
  energy,
• 17:40
  but
• 17:40
  also
• 17:41
  devoid
• 17:42
  of
• 17:42
  all
• 17:43
  that
• 17:43
  garbage
• 17:43
  and
• 17:44
  all
• 17:44
  that
• 17:44
  litter
• 17:45
  that
• 17:45
  causes
• 17:46
  the
• 17:46
  listeners
• 17:47
  to
• 17:47
  shut
• 17:47
  off.
• 17:48
  So
• 17:48
  that's
• 17:49
  the
• 17:49
  non
• 17:49
  verbal.
• 17:50
  That's
• 17:50
  the
• 17:50
  verbal.
• 17:50
  As
• 17:51
  someone
• 17:51
  who
• 17:51
  spent
• 17:52
  a
• 17:52
  lot
• 17:52
  of
• 17:52
  time
• 17:52
  on
• 17:52
  theatrical
• 17:54
  stages,
• 17:55
  as
• 17:55
  well
• 17:55
  as
• 17:55
  presentation
• 17:56
  stages,
• 17:56
  as
• 17:57
  well
• 17:57
  as
• 17:57
  meetings,
• 17:59
  the
• 17:59
  other
• 17:59
  element
• 17:59
  I
• 17:59
  would
• 17:59
  add
• 18:00
  in
• 18:00
  there,
• 18:00
  that
• 18:00
  silence
• 18:01
  can
• 18:01
  be
• 18:01
  incredibly
• 18:02
  powerful,
• 18:02
  I
• 18:02
  think,
• 18:02
  as
• 18:03
  you
• 18:03
  alluded
• 18:03
  to,
• 18:03
  for
• 18:04
  building
• 18:04
  suspense,
• 18:05
  for
• 18:05
  extracting
• 18:06
  information,
• 18:07
  for
• 18:07
  creating
• 18:09
  feelings
• 18:10
  in
• 18:11
  the
• 18:11
  people
• 18:11
  who
• 18:11
  are
• 18:11
  listening
• 18:12
  to
• 18:12
  you.
• 18:12
  Nobody
• 18:13
  knows
• 18:13
  that
• 18:14
  more
• 18:14
  or
• 18:14
  is
• 18:15
  more
• 18:15
  conscious
• 18:15
  of
• 18:15
  it
• 18:16
  than
• 18:16
  the
• 18:16
  comedians.
• 18:17
  Think
• 18:17
  about
• 18:17
  the
• 18:18
  punchline
• 18:18
  in
• 18:18
  the
• 18:18
  setup.
• 18:19
  The
• 18:19
  joke
• 18:20
  could
• 18:20
  be
• 18:20
  really
• 18:21
  good,
• 18:21
  but
• 18:21
  if
• 18:22
  the
• 18:22
  timing
• 18:22
  and
• 18:22
  delivery
• 18:23
  are
• 18:23
  wrong,
• 18:23
  it
• 18:24
  falls
• 18:24
  flat
• 18:24
  and
• 18:24
  a
• 18:24
  comedian's
• 18:25
  out
• 18:25
  of
• 18:25
  business.
• 18:26
  So
• 18:26
  what
• 18:26
  I
• 18:27
  often
• 18:27
  do,
• 18:27
  and
• 18:27
  I
• 18:28
  learned
• 18:28
  the
• 18:28
  art
• 18:28
  of
• 18:28
  improvisation.
• 18:29
  I
• 18:29
  had
• 18:30
  a
• 18:30
  teacher
• 18:30
  who.
• 18:31
  I've
• 18:31
  never
• 18:31
  had
• 18:32
  acting
• 18:32
  lessons,
• 18:33
  so
• 18:33
  to
• 18:33
  speak,
• 18:33
  but
• 18:33
  I've
• 18:33
  had
• 18:34
  plenty
• 18:34
  of
• 18:34
  improv
• 18:34
  lessons
• 18:35
  because
• 18:35
  I
• 18:36
  found
• 18:36
  Graham.
• 18:36
  When
• 18:36
  I
• 18:37
  was
• 18:37
  evolving
• 18:38
  in
• 18:38
  my
• 18:38
  public
• 18:38
  speaking
• 18:39
  career,
• 18:40
  I
• 18:40
  was
• 18:40
  damn
• 18:41
  good
• 18:41
  at
• 18:41
  what
• 18:41
  I
• 18:41
  prepared.
• 18:42
  But
• 18:43
  in
• 18:43
  the
• 18:43
  improv,
• 18:44
  in
• 18:44
  the
• 18:44
  press
• 18:45
  conferences,
• 18:46
  I
• 18:46
  had
• 18:47
  to
• 18:47
  learn
• 18:47
  these
• 18:48
  techniques
• 18:48
  when
• 18:49
  I
• 18:49
  was
• 18:49
  on
• 18:49
  the
• 18:49
  record
• 18:50
  because
• 18:51
  I
• 18:51
  was
• 18:51
  incredibly
• 18:51
  conscious
• 18:52
  of
• 18:52
  not
• 18:52
  being
• 18:52
  misquoted.
• 18:54
  So
• 18:54
  in
• 18:54
  a
• 18:54
  way,
• 18:55
  I
• 18:55
  was
• 18:55
  learning
• 18:56
  these
• 18:56
  improv
• 18:57
  techniques
• 18:57
  the
• 18:57
  way
• 18:58
  a
• 18:58
  comedian
• 18:58
  understands
• 18:59
  how
• 19:00
  to
• 19:00
  deliver.
• 19:00
  First,
• 19:00
  the
• 19:01
  setup
• 19:01
  before
• 19:01
  the
• 19:02
  punchline
• 19:03
  of
• 19:03
  the
• 19:03
  power
• 19:04
  of
• 19:04
  the
• 19:04
  pause,
• 19:04
  which
• 19:04
  is
• 19:05
  why
• 19:05
  I
• 19:05
  called
• 19:05
  that
• 19:05
  in
• 19:06
  my
• 19:06
  book,
• 19:06
  the
• 19:06
  Power.
• 19:07
  It
• 19:07
  has
• 19:08
  immense
• 19:08
  power.
• 19:09
  One
• 19:10
  to
• 19:10
  keep
• 19:10
  you
• 19:10
  from
• 19:11
  saying
• 19:11
  something
• 19:11
  stupid.
• 19:12
  That
• 19:12
  happens
• 19:13
  as
• 19:13
  human
• 19:13
  beings.
• 19:14
  We
• 19:14
  say
• 19:14
  things
• 19:14
  that
• 19:15
  offend.
• 19:15
  We
• 19:16
  say
• 19:16
  things
• 19:16
  that
• 19:16
  we
• 19:16
  don't
• 19:17
  mean
• 19:17
  to.
• 19:18
  What
• 19:18
  if
• 19:18
  we
• 19:18
  can
• 19:19
  learn
• 19:19
  to
• 19:19
  control
• 19:20
  our
• 19:20
  mind
• 19:21
  through
• 19:21
  silence?
• 19:22
  Think
• 19:23
  about
• 19:23
  our
• 19:23
  word
• 19:23
  choices.
• 19:24
  And
• 19:24
  that's
• 19:25
  what
• 19:25
  I
• 19:25
  do
• 19:25
  for
• 19:25
  a
• 19:25
  living,
• 19:26
  helping
• 19:26
  people.
• 19:27
  I
• 19:27
  certainly
• 19:27
  communicate.
• 19:28
  I
• 19:28
  do
• 19:28
  a
• 19:28
  lot
• 19:28
  of
• 19:28
  public
• 19:29
  speaking,
• 19:29
  but
• 19:29
  I'm
• 19:30
  trying
• 19:30
  to
• 19:30
  teach
• 19:31
  people
• 19:31
  that
• 19:32
  because
• 19:32
  you
• 19:33
  can
• 19:33
  talk
• 19:34
  does
• 19:34
  not
• 19:34
  mean
• 19:34
  that
• 19:35
  you
• 19:35
  can
• 19:35
  communicate.
• 19:36
  And
• 19:36
  we
• 19:36
  bring
• 19:36
  a
• 19:37
  rigor
• 19:37
  and
• 19:37
  a
• 19:37
  discipline
• 19:38
  to
• 19:38
  it.
• 19:38
  And
• 19:38
  this
• 19:38
  is
• 19:38
  what
• 19:39
  one
• 19:39
  of
• 19:39
  those
• 19:39
  tools
• 19:40
  to
• 19:40
  do
• 19:40
  it.
• 19:40
  On
• 19:41
  the
• 19:41
  non
• 19:42
  verbal
• 19:42
  side,
• 19:43
  I
• 19:43
  will
• 19:43
  say,
• 19:43
  Graham,
• 19:45
  it
• 19:45
  usually
• 19:46
  comes
• 19:46
  down
• 19:46
  to
• 19:47
  a
• 19:47
  hand
• 19:48
  blunder.
• 19:49
  So
• 19:49
  what
• 19:49
  we
• 19:49
  know
• 19:50
  there's
• 19:50
  nothing
• 19:50
  you
• 19:50
  can
• 19:51
  do
• 19:51
  with
• 19:51
  your
• 19:51
  eyes.
• 19:52
  You
• 19:52
  can
• 19:52
  smile
• 19:53
  them,
• 19:53
  so
• 19:53
  to
• 19:54
  speak.
• 19:54
  But
• 19:54
  there's
• 19:54
  a
• 19:54
  lot
• 19:55
  of
• 19:55
  things
• 19:55
  you
• 19:55
  can
• 19:55
  do.
• 19:56
  You
• 19:56
  can
• 19:56
  wink,
• 19:57
  you
• 19:57
  can
• 19:57
  look
• 19:57
  at
• 19:57
  people,
• 19:58
  you
• 19:58
  can
• 19:58
  look
• 19:58
  them
• 19:58
  in
• 19:58
  the
• 19:59
  eye,
• 19:59
  but
• 19:59
  they're
• 19:59
  fixed.
• 20:00
  They're
• 20:00
  not
• 20:00
  going
• 20:00
  anywhere.
• 20:01
  Right.
• 20:02
  One
• 20:02
  of
• 20:02
  them
• 20:02
  is
• 20:03
  the
• 20:03
  mouth.
• 20:04
  And
• 20:04
  think
• 20:04
  about
• 20:04
  the
• 20:04
  difference
• 20:05
  between
• 20:05
  a
• 20:05
  smile
• 20:06
  and
• 20:06
  a
• 20:06
  Frown.
• 20:07
  It's
• 20:07
  the
• 20:07
  difference
• 20:08
  between
• 20:08
  a
• 20:08
  lightning
• 20:09
  lightning
• 20:10
  and
• 20:10
  a
• 20:11
  lightning
• 20:11
  bolt.
• 20:12
  It
• 20:13
  has
• 20:13
  the
• 20:14
  capacity
• 20:14
  to
• 20:15
  create
• 20:15
  enormous
• 20:16
  energy.
• 20:17
  If
• 20:17
  you're
• 20:17
  up
• 20:17
  in
• 20:17
  front
• 20:18
  of
• 20:18
  that
• 20:18
  stage
• 20:18
  and
• 20:18
  you're
• 20:18
  looking
• 20:19
  miserable,
• 20:19
  you're
• 20:20
  giving
• 20:20
  misery,
• 20:20
  you're
• 20:21
  going
• 20:21
  to
• 20:21
  get
• 20:21
  misery
• 20:21
  back.
• 20:22
  Just
• 20:22
  the
• 20:23
  act
• 20:23
  of
• 20:23
  a
• 20:23
  smile
• 20:24
  creates
• 20:24
  a
• 20:25
  vibe
• 20:25
  among
• 20:26
  those
• 20:26
  where
• 20:26
  it's
• 20:26
  very
• 20:27
  warm
• 20:27
  and
• 20:27
  welcoming.
• 20:28
  And
• 20:29
  then
• 20:29
  lastly
• 20:29
  is
• 20:29
  the
• 20:30
  hands.
• 20:31
  Men
• 20:31
  and
• 20:31
  women
• 20:33
  show
• 20:33
  different
• 20:34
  nervous
• 20:34
  tics.
• 20:36
  Women
• 20:36
  often,
• 20:37
  if
• 20:37
  they're
• 20:38
  nervous
• 20:38
  in
• 20:38
  their
• 20:38
  hands,
• 20:39
  they
• 20:39
  go
• 20:39
  to
• 20:39
  the
• 20:39
  hair
• 20:40
  and
• 20:40
  they
• 20:40
  start
• 20:40
  playing
• 20:41
  with
• 20:41
  the
• 20:41
  hair.
• 20:41
  So
• 20:42
  I'm
• 20:42
  very
• 20:42
  disciplined
• 20:42
  about
• 20:43
  always
• 20:43
  getting
• 20:43
  my
• 20:44
  clients
• 20:44
  taking
• 20:44
  their
• 20:45
  hands.
• 20:45
  If
• 20:45
  we
• 20:45
  have
• 20:46
  a
• 20:46
  viewer,
• 20:46
  somebody's
• 20:46
  watching,
• 20:47
  I'm
• 20:47
  taking
• 20:47
  my
• 20:48
  hands
• 20:48
  into
• 20:48
  steeple
• 20:49
  position.
• 20:49
  I'm
• 20:50
  keeping
• 20:50
  them
• 20:50
  below
• 20:50
  the
• 20:51
  chin
• 20:51
  line
• 20:51
  and
• 20:52
  I'm
• 20:52
  just
• 20:52
  like
• 20:52
  that.
• 20:53
  So
• 20:53
  in
• 20:53
  some
• 20:53
  cases,
• 20:53
  what
• 20:54
  we
• 20:54
  grew
• 20:54
  up
• 20:54
  in
• 20:54
  a
• 20:55
  Christian
• 20:55
  world
• 20:55
  or
• 20:55
  in
• 20:55
  a
• 20:56
  Buddhist
• 20:56
  world,
• 20:56
  you
• 20:57
  know
• 20:57
  that
• 20:57
  this
• 20:57
  is
• 20:57
  the
• 20:57
  prayer
• 20:58
  position
• 20:59
  or
• 20:59
  this
• 20:59
  could
• 20:59
  be
• 20:59
  namaste.
• 21:00
  I
• 21:01
  grew
• 21:01
  up
• 21:01
  in
• 21:01
  a
• 21:01
  Christian
• 21:02
  world
• 21:02
  where
• 21:02
  you
• 21:02
  prayed
• 21:02
  to
• 21:03
  God
• 21:03
  and
• 21:03
  you
• 21:03
  were
• 21:03
  taught
• 21:04
  how
• 21:04
  to
• 21:04
  pray,
• 21:04
  where
• 21:05
  you
• 21:05
  take
• 21:05
  both
• 21:05
  of
• 21:05
  these
• 21:06
  hands
• 21:06
  and
• 21:06
  you
• 21:06
  put
• 21:07
  it
• 21:07
  to
• 21:07
  your
• 21:07
  chest
• 21:07
  or
• 21:07
  close
• 21:08
  to
• 21:08
  your
• 21:08
  heart.
• 21:09
  What
• 21:10
  I
• 21:10
  teach
• 21:10
  them
• 21:10
  is
• 21:11
  always
• 21:11
  getting
• 21:11
  the
• 21:12
  hands
• 21:12
  locked
• 21:13
  into
• 21:13
  the
• 21:13
  steeple
• 21:14
  position.
• 21:14
  So
• 21:14
  you
• 21:14
  could
• 21:14
  do
• 21:15
  here
• 21:15
  if
• 21:15
  somebody
• 21:16
  is
• 21:16
  watching
• 21:16
  or
• 21:17
  you
• 21:17
  can
• 21:17
  modify
• 21:18
  steeple.
• 21:18
  And
• 21:18
  if
• 21:19
  you
• 21:19
  tend
• 21:19
  to
• 21:19
  get
• 21:19
  nervous,
• 21:20
  you
• 21:20
  can
• 21:20
  work
• 21:21
  that
• 21:21
  nervousness
• 21:22
  out
• 21:22
  because
• 21:22
  the
• 21:22
  body
• 21:23
  is
• 21:23
  demanding
• 21:23
  some
• 21:24
  kind
• 21:24
  of
• 21:24
  physical
• 21:24
  response.
• 21:25
  So
• 21:25
  it's
• 21:25
  okay.
• 21:26
  You.
• 21:26
  You
• 21:26
  can't
• 21:27
  stop
• 21:27
  the
• 21:27
  speech
• 21:27
  and
• 21:27
  give
• 21:28
  somebody
• 21:28
  a
• 21:28
  hug.
• 21:28
  So
• 21:29
  you
• 21:29
  got
• 21:29
  to
• 21:29
  take
• 21:29
  care
• 21:30
  and
• 21:30
  pacify
• 21:31
  yourself
• 21:31
  as
• 21:31
  it
• 21:32
  happens.
• 21:32
  You
• 21:33
  see
• 21:33
  it
• 21:33
  in
• 21:33
  our
• 21:33
  children.
• 21:33
  Our
• 21:34
  children
• 21:34
  need
• 21:34
  hugs
• 21:35
  as
• 21:35
  kids.
• 21:35
  So
• 21:36
  as
• 21:36
  adults
• 21:36
  we
• 21:37
  find
• 21:37
  I
• 21:38
  teach
• 21:38
  a
• 21:38
  lot
• 21:38
  of
• 21:38
  those
• 21:39
  pacifying
• 21:39
  behaviors
• 21:40
  to
• 21:40
  keep
• 21:40
  them
• 21:41
  calm
• 21:41
  under
• 21:41
  that
• 21:42
  weight
• 21:42
  of
• 21:42
  pressure.
• 21:43
  So
• 21:43
  that's
• 21:43
  the
• 21:44
  second
• 21:44
  thing
• 21:44
  is
• 21:44
  the
• 21:44
  non
• 21:44
  verbal
• 21:45
  is
• 21:45
  the
• 21:45
  use
• 21:46
  of
• 21:46
  the
• 21:46
  hands
• 21:47
  and
• 21:47
  not
• 21:47
  creating
• 21:48
  this
• 21:48
  environment
• 21:49
  of
• 21:49
  nervous
• 21:49
  tics
• 21:50
  and
• 21:50
  making
• 21:51
  it
• 21:51
  off
• 21:51
  putting
• 21:52
  and
• 21:52
  unnerving
• 21:53
  for
• 21:53
  the
• 21:53
  audience
• 21:54
  to
• 21:54
  see.
• 21:54
  It
• 21:55
  for
• 21:55
  a
• 21:55
  whole
• 21:55
  bunch
• 21:55
  of
• 21:55
  reasons.
• 21:56
  I
• 21:56
  assume
• 21:57
  you
• 21:57
  also
• 21:57
  coach
• 21:57
  not
• 21:58
  to
• 21:58
  put
• 21:58
  hands
• 21:58
  in
• 21:58
  pockets,
• 22:00
  especially
• 22:00
  for
• 22:00
  the
• 22:00
  gentleman.
• 22:01
  Right.
• 22:01
  Makes
• 22:01
  you
• 22:01
  look
• 22:01
  disinterested
• 22:02
  as
• 22:03
  one
• 22:03
  of
• 22:03
  the.
• 22:04
  The
• 22:04
  better
• 22:04
  issues
• 22:05
  it
• 22:05
  creates.
• 22:05
  Well,
• 22:06
  there's
• 22:06
  two
• 22:06
  parts
• 22:06
  of
• 22:07
  it.
• 22:07
  And
• 22:07
  certainly
• 22:07
  with
• 22:07
  the
• 22:07
  men,
• 22:08
  I
• 22:08
  talk
• 22:08
  about
• 22:08
  the
• 22:08
  hands
• 22:08
  all
• 22:09
  the
• 22:09
  time.
• 22:09
  And
• 22:09
  because
• 22:10
  we
• 22:10
  have
• 22:10
  pockets,
• 22:10
  you
• 22:11
  put
• 22:11
  them
• 22:11
  in
• 22:11
  there,
• 22:11
  you
• 22:12
  don't
• 22:12
  know
• 22:12
  what
• 22:12
  to
• 22:12
  do
• 22:12
  with
• 22:12
  your
• 22:12
  hands,
• 22:13
  which
• 22:13
  is
• 22:13
  why
• 22:13
  you
• 22:13
  keep
• 22:13
  them
• 22:13
  here.
• 22:14
  But
• 22:14
  here's
• 22:14
  the
• 22:14
  worst
• 22:14
  part.
• 22:14
  Graham,
• 22:15
  I
• 22:15
  had
• 22:15
  a
• 22:16
  guy
• 22:16
  coach
• 22:16
  him
• 22:16
  for
• 22:17
  the
• 22:17
  stage,
• 22:17
  he
• 22:18
  got
• 22:18
  nervous,
• 22:18
  he
• 22:18
  put
• 22:18
  his
• 22:19
  hands
• 22:19
  in
• 22:19
  his
• 22:19
  pocket
• 22:19
  and
• 22:20
  he's.
• 22:20
  And
• 22:20
  the
• 22:20
  pocket
• 22:21
  started
• 22:21
  to
• 22:21
  jingle.
• 22:22
  He
• 22:22
  kept
• 22:22
  changing
• 22:22
  his
• 22:23
  keys
• 22:23
  in
• 22:23
  his
• 22:23
  pocket
• 22:24
  and
• 22:24
  he
• 22:24
  didn't
• 22:24
  know
• 22:24
  what
• 22:24
  to
• 22:24
  do
• 22:25
  with
• 22:25
  his
• 22:25
  hands
• 22:25
  and
• 22:25
  he
• 22:25
  needed
• 22:26
  to
• 22:26
  move.
• 22:26
  He
• 22:26
  was
• 22:26
  a
• 22:26
  rather
• 22:27
  squirrely
• 22:27
  guy,
• 22:27
  so
• 22:28
  we
• 22:28
  always
• 22:28
  needed
• 22:29
  to
• 22:29
  figure
• 22:29
  out
• 22:29
  how
• 22:29
  to
• 22:29
  keep
• 22:30
  him
• 22:30
  moving.
• 22:31
  He's
• 22:31
  jingling
• 22:32
  and
• 22:32
  he's
• 22:32
  on
• 22:32
  mic
• 22:33
  and
• 22:34
  the
• 22:34
  microphone,
• 22:34
  it
• 22:34
  was
• 22:35
  quite
• 22:35
  loud.
• 22:35
  In
• 22:35
  the
• 22:35
  sensitive
• 22:36
  microphone,
• 22:36
  we're
• 22:37
  hearing
• 22:37
  jingles.
• 22:38
  So
• 22:38
  the
• 22:38
  guy
• 22:38
  is
• 22:39
  talking
• 22:39
  or
• 22:39
  he's
• 22:40
  pausing
• 22:40
  and
• 22:41
  we're
• 22:41
  hearing
• 22:41
  because
• 22:41
  his
• 22:42
  hands
• 22:42
  were
• 22:42
  rifling
• 22:43
  in
• 22:43
  his
• 22:43
  pockets.
• 22:44
  He
• 22:44
  had
• 22:44
  a
• 22:44
  couple
• 22:45
  gadgets.
• 22:45
  He
• 22:45
  was
• 22:45
  an
• 22:45
  engineer.
• 22:46
  His
• 22:46
  chief
• 22:46
  technology
• 22:46
  officer
• 22:47
  was
• 22:47
  very
• 22:47
  gadget
• 22:48
  guy.
• 22:48
  Right.
• 22:49
  So
• 22:49
  the
• 22:49
  gadgets
• 22:50
  were
• 22:50
  in
• 22:50
  the
• 22:50
  pocket
• 22:51
  and
• 22:51
  he
• 22:51
  had
• 22:51
  keys
• 22:52
  in
• 22:52
  his
• 22:52
  pocket.
• 22:54
  And
• 22:54
  that's
• 22:55
  just.
• 22:55
  Those
• 22:55
  are
• 22:56
  annoying
• 22:57
  habits.
• 22:58
  So
• 22:58
  when
• 22:58
  you
• 22:59
  ask
• 22:59
  somebody,
• 22:59
  hey,
• 23:00
  how
• 23:00
  was
• 23:00
  that
• 23:00
  guy
• 23:00
  on
• 23:01
  stage?
• 23:02
  The
• 23:02
  first
• 23:03
  thing
• 23:03
  they
• 23:03
  said,
• 23:04
  he
• 23:04
  was
• 23:04
  really
• 23:04
  annoying.
• 23:05
  They
• 23:06
  didn't
• 23:06
  remember
• 23:06
  his
• 23:06
  message.
• 23:08
  What
• 23:08
  they
• 23:08
  remembered
• 23:09
  is
• 23:10
  the
• 23:10
  dude
• 23:10
  was
• 23:10
  making
• 23:11
  noise
• 23:11
  from
• 23:11
  his
• 23:12
  pockets.
• 23:12
  And
• 23:12
  I
• 23:13
  said
• 23:13
  the.
• 23:13
  That's
• 23:14
  what
• 23:14
  you
• 23:14
  remembered?
• 23:15
  Yeah,
• 23:16
  that's
• 23:16
  what
• 23:16
  I
• 23:17
  remembered.
• 23:17
  You
• 23:18
  just
• 23:18
  had
• 23:18
  a
• 23:18
  miniature
• 23:18
  orchestra
• 23:19
  on.
• 23:19
  The
• 23:19
  go,
• 23:19
  no
• 23:20
  doubt.
• 23:20
  But
• 23:20
  part
• 23:21
  of
• 23:21
  it
• 23:21
  is
• 23:22
  when
• 23:22
  you're
• 23:22
  learning
• 23:23
  to
• 23:23
  do
• 23:23
  this,
• 23:24
  is
• 23:25
  first
• 23:25
  being
• 23:26
  conscious
• 23:26
  of
• 23:26
  what
• 23:27
  are
• 23:27
  the
• 23:27
  habits
• 23:28
  that
• 23:28
  get
• 23:28
  in
• 23:28
  the
• 23:28
  way
• 23:29
  that
• 23:29
  might
• 23:29
  actually
• 23:30
  overwhelm
• 23:31
  everything
• 23:32
  else
• 23:32
  you're
• 23:32
  trying
• 23:33
  to
• 23:33
  do?
• 23:34
  Because
• 23:34
  human
• 23:34
  beings
• 23:35
  tend
• 23:35
  to
• 23:35
  be
• 23:35
  quite
• 23:36
  judgmental
• 23:36
  and
• 23:37
  they
• 23:37
  do
• 23:37
  it
• 23:37
  quickly.
• 23:38
  So
• 23:39
  if
• 23:39
  all
• 23:39
  they're
• 23:39
  thinking
• 23:40
  about
• 23:40
  is,
• 23:40
  this
• 23:40
  guy
• 23:40
  is
• 23:41
  annoying
• 23:41
  me
• 23:41
  because
• 23:42
  he's
• 23:42
  got
• 23:42
  change
• 23:42
  in
• 23:43
  his
• 23:43
  pockets,
• 23:43
  then
• 23:43
  they're
• 23:44
  not
• 23:44
  concentrating
• 23:45
  and.
• 23:45
  And
• 23:45
  it's
• 23:45
  diminishing
• 23:46
  the
• 23:46
  power
• 23:46
  of
• 23:47
  the
• 23:47
  speaker.
• 23:48
  His
• 23:48
  message
• 23:49
  stops
• 23:49
  landing
• 23:50
  because
• 23:50
  they're
• 23:50
  so
• 23:50
  busy
• 23:51
  being
• 23:51
  annoyed.
• 23:52
  So
• 23:52
  that's
• 23:52
  just
• 23:52
  a
• 23:53
  lesson
• 23:53
  to
• 23:53
  everybody.
• 23:54
  Button
• 23:55
  up
• 23:56
  the
• 23:57
  capacity.
• 23:58
  If
• 23:58
  you've
• 23:58
  got
• 23:59
  bad
• 23:59
  habits,
• 24:00
  work
• 24:00
  on
• 24:01
  getting
• 24:02
  them
• 24:02
  right
• 24:03
  before
• 24:03
  you
• 24:04
  start
• 24:04
  anything
• 24:04
  else,
• 24:05
  because
• 24:05
  if
• 24:06
  you
• 24:06
  don't
• 24:06
  get
• 24:06
  them
• 24:06
  right,
• 24:07
  you're
• 24:07
  going
• 24:07
  to
• 24:07
  diminish
• 24:08
  everything
• 24:08
  else.
• 24:08
  The
• 24:09
  other
• 24:09
  one
• 24:09
  I've
• 24:09
  seen
• 24:10
  is
• 24:10
  the.
• 24:11
  Is
• 24:11
  the
• 24:11
  aimless
• 24:12
  wandering
• 24:12
  or
• 24:12
  the
• 24:12
  walking
• 24:13
  in
• 24:14
  little
• 24:14
  tight
• 24:14
  circles
• 24:15
  on
• 24:15
  the
• 24:15
  stage.
• 24:16
  I
• 24:16
  also
• 24:16
  know,
• 24:17
  again,
• 24:18
  from
• 24:18
  my
• 24:18
  past
• 24:18
  on
• 24:18
  the
• 24:19
  performance
• 24:19
  stage,
• 24:20
  a
• 24:21
  deliberate
• 24:21
  walk
• 24:22
  to
• 24:22
  a
• 24:22
  certain
• 24:22
  point
• 24:23
  accompanied
• 24:24
  by
• 24:24
  silence
• 24:25
  can
• 24:25
  be
• 24:25
  an
• 24:25
  incredibly
• 24:26
  powerful
• 24:26
  tool.
• 24:27
  A
• 24:27
  wandering,
• 24:27
  aimless
• 24:28
  walk
• 24:28
  on
• 24:29
  the
• 24:29
  spot.
• 24:29
  It's
• 24:29
  quite
• 24:29
  the
• 24:30
  opposite,
• 24:30
  right?
• 24:31
  Spot
• 24:31
  on.
• 24:31
  There
• 24:32
  are
• 24:32
  times
• 24:32
  we
• 24:33
  choreograph.
• 24:33
  We're
• 24:34
  very
• 24:34
  disciplined.
• 24:34
  Certainly
• 24:35
  I
• 24:35
  am.
• 24:35
  When
• 24:35
  I'm
• 24:35
  on
• 24:36
  stage,
• 24:36
  I
• 24:36
  know
• 24:36
  every
• 24:36
  move
• 24:36
  that's
• 24:37
  going
• 24:37
  to
• 24:37
  be
• 24:37
  made.
• 24:37
  I
• 24:38
  never
• 24:38
  leave
• 24:38
  it
• 24:38
  to
• 24:38
  chance
• 24:39
  when
• 24:39
  I'm
• 24:39
  working
• 24:39
  with
• 24:40
  someone
• 24:40
  and
• 24:40
  the
• 24:40
  stakes
• 24:41
  are
• 24:41
  high.
• 24:42
  So
• 24:42
  another
• 24:42
  lesson
• 24:43
  for
• 24:43
  anyone
• 24:43
  who's
• 24:43
  listened
• 24:44
  to
• 24:44
  don't
• 24:44
  leave
• 24:45
  it
• 24:45
  to
• 24:45
  chance.
• 24:45
  Don't
• 24:45
  wing
• 24:46
  it.
• 24:46
  Be
• 24:47
  very
• 24:47
  Clear
• 24:47
  about
• 24:48
  how
• 24:48
  you're
• 24:48
  going
• 24:48
  to
• 24:48
  show
• 24:49
  up,
• 24:50
  where
• 24:50
  you're
• 24:50
  going
• 24:50
  to
• 24:50
  be,
• 24:51
  where
• 24:52
  you're
• 24:52
  going
• 24:52
  to
• 24:52
  step
• 24:52
  on
• 24:53
  that
• 24:53
  stage,
• 24:54
  what
• 24:54
  the
• 24:55
  boundaries
• 24:55
  are
• 24:55
  as
• 24:56
  to
• 24:56
  where
• 24:56
  you're
• 24:56
  going
• 24:56
  to
• 24:57
  move,
• 24:57
  whether
• 24:57
  it's
• 24:57
  circular
• 24:58
  or
• 24:58
  you're
• 24:58
  going
• 24:58
  to
• 24:58
  go
• 24:58
  in
• 24:58
  a
• 24:59
  box,
• 24:59
  you
• 24:59
  definitely
• 24:59
  should
• 25:00
  move.
• 25:00
  But
• 25:01
  my
• 25:01
  point
• 25:02
  to
• 25:02
  everyone,
• 25:02
  first,
• 25:03
  don't
• 25:03
  get
• 25:03
  behind
• 25:03
  a
• 25:04
  podium
• 25:04
  or
• 25:04
  do
• 25:04
  not
• 25:05
  get
• 25:05
  behind
• 25:05
  a
• 25:05
  barrier
• 25:06
  ever.
• 25:07
  Get
• 25:07
  yourself
• 25:07
  a
• 25:08
  lavalier
• 25:08
  microphone.
• 25:09
  Don't
• 25:09
  you
• 25:09
  even
• 25:09
  use
• 25:10
  a
• 25:10
  handheld.
• 25:10
  You
• 25:10
  want
• 25:11
  to
• 25:11
  use
• 25:11
  your
• 25:11
  hands
• 25:11
  in
• 25:11
  a
• 25:11
  very,
• 25:12
  very
• 25:12
  natural
• 25:12
  way.
• 25:13
  Get
• 25:14
  close
• 25:14
  to
• 25:14
  the
• 25:15
  lip
• 25:15
  of
• 25:15
  the
• 25:15
  stage
• 25:16
  sometimes,
• 25:16
  Graham.
• 25:17
  I've
• 25:17
  been
• 25:17
  on
• 25:18
  panels
• 25:18
  and
• 25:19
  the
• 25:19
  panel
• 25:19
  is
• 25:19
  set
• 25:20
  up
• 25:20
  and
• 25:20
  the
• 25:20
  chairs
• 25:20
  are
• 25:21
  set
• 25:21
  up
• 25:21
  waiting
• 25:21
  for
• 25:21
  me
• 25:21
  and
• 25:22
  whoever's
• 25:22
  going
• 25:22
  to
• 25:22
  interview
• 25:23
  me
• 25:23
  and
• 25:23
  the
• 25:24
  chairs
• 25:24
  are
• 25:24
  100
• 25:25
  miles
• 25:26
  toward
• 25:27
  the
• 25:27
  back
• 25:27
  of
• 25:27
  the
• 25:27
  stage.
• 25:28
  And
• 25:28
  the
• 25:28
  first
• 25:28
  thing
• 25:28
  I
• 25:28
  tell
• 25:28
  them,
• 25:29
  this
• 25:29
  is
• 25:29
  not
• 25:29
  going
• 25:29
  to
• 25:29
  fly.
• 25:30
  I
• 25:30
  move
• 25:31
  them
• 25:31
  very
• 25:31
  close
• 25:31
  because
• 25:32
  I'm
• 25:32
  trying
• 25:32
  to
• 25:32
  create
• 25:32
  that
• 25:33
  coffee
• 25:33
  chat,
• 25:34
  that
• 25:34
  very
• 25:34
  intimate
• 25:35
  surrounding.
• 25:36
  So
• 25:36
  I
• 25:36
  will
• 25:36
  insist,
• 25:37
  if
• 25:37
  somebody's
• 25:38
  interviewed
• 25:38
  me
• 25:38
  on
• 25:38
  stage
• 25:39
  and
• 25:39
  you
• 25:39
  want
• 25:39
  to
• 25:39
  do
• 25:39
  that
• 25:40
  format,
• 25:40
  it's
• 25:40
  okay.
• 25:41
  No
• 25:41
  handhelds.
• 25:42
  Get
• 25:42
  me
• 25:42
  a
• 25:43
  lav.
• 25:43
  Get
• 25:44
  the
• 25:44
  chairs
• 25:45
  back
• 25:45
  close
• 25:46
  to
• 25:46
  the
• 25:46
  lip
• 25:46
  of
• 25:46
  the
• 25:46
  stage.
• 25:47
  If
• 25:48
  the
• 25:48
  stage
• 25:48
  is
• 25:49
  really
• 25:49
  high,
• 25:49
  I'm
• 25:50
  not
• 25:50
  crazy
• 25:50
  about
• 25:50
  it
• 25:51
  because
• 25:51
  I
• 25:51
  don't
• 25:51
  like
• 25:51
  to
• 25:52
  look
• 25:52
  down
• 25:52
  at
• 25:52
  my
• 25:52
  audience.
• 25:53
  You
• 25:54
  do
• 25:54
  need
• 25:54
  a
• 25:54
  little
• 25:54
  elevation.
• 25:55
  Yeah,
• 25:56
  but
• 25:56
  this
• 25:56
  is
• 25:56
  just
• 25:56
  another
• 25:57
  technique,
• 25:57
  Graham,
• 25:58
  where.
• 25:59
  Let's
• 25:59
  get
• 25:59
  back
• 25:59
  to
• 26:00
  the
• 26:00
  data
• 26:00
  of
• 26:00
  55,
• 26:01
  38,
• 26:01
  7.
• 26:03
  The
• 26:04
  first
• 26:04
  impression,
• 26:05
  55%
• 26:06
  of
• 26:06
  the
• 26:06
  impression
• 26:06
  is
• 26:07
  formed
• 26:07
  in
• 26:07
  the
• 26:07
  eyes.
• 26:07
  But
• 26:08
  the
• 26:08
  speed
• 26:09
  of
• 26:09
  that
• 26:09
  impression,
• 26:10
  an
• 26:10
  important
• 26:10
  Data
• 26:10
  point,
• 26:11
  is
• 26:11
  250
• 26:12
  milliseconds.
• 26:13
  Somebody
• 26:14
  is
• 26:14
  making
• 26:14
  up
• 26:15
  their
• 26:15
  mind
• 26:15
  very
• 26:16
  quickly.
• 26:17
  The
• 26:17
  blink
• 26:17
  of
• 26:18
  an
• 26:18
  eye
• 26:19
  is
• 26:19
  400
• 26:20
  milliseconds.
• 26:21
  Me
• 26:22
  making
• 26:22
  up
• 26:22
  my
• 26:23
  mind.
• 26:23
  If
• 26:23
  I
• 26:23
  want
• 26:24
  to
• 26:24
  stay
• 26:24
  with
• 26:24
  you,
• 26:25
  I
• 26:25
  can
• 26:25
  do
• 26:26
  it
• 26:26
  in
• 26:26
  an
• 26:26
  instant
• 26:27
  and
• 26:27
  I
• 26:27
  can
• 26:27
  just
• 26:27
  shut
• 26:28
  down
• 26:28
  faster
• 26:29
  than
• 26:29
  the
• 26:29
  blink
• 26:29
  of
• 26:29
  an
• 26:30
  eye.
• 26:30
  Not
• 26:30
  listening
• 26:31
  to
• 26:31
  you.
• 26:32
  So
• 26:32
  what
• 26:32
  I'm
• 26:32
  very
• 26:33
  conscious
• 26:33
  of
• 26:33
  is
• 26:34
  how
• 26:35
  quick
• 26:35
  is
• 26:35
  the
• 26:35
  first
• 26:35
  impression.
• 26:36
  The
• 26:36
  science
• 26:37
  tells
• 26:37
  us
• 26:37
  one
• 26:37
  quarter
• 26:38
  of
• 26:38
  a
• 26:38
  second.
• 26:39
  Three
• 26:40
  things
• 26:40
  happen
• 26:40
  in
• 26:40
  the
• 26:41
  first
• 26:41
  impression.
• 26:42
  Is
• 26:42
  this
• 26:42
  guy
• 26:42
  competent?
• 26:44
  Is
• 26:44
  this
• 26:44
  guy
• 26:44
  likable?
• 26:45
  Her,
• 26:45
  him,
• 26:46
  whoever
• 26:46
  it
• 26:46
  is.
• 26:46
  And
• 26:46
  can
• 26:47
  I
• 26:47
  trust
• 26:47
  what
• 26:47
  they're
• 26:47
  saying?
• 26:48
  You
• 26:49
  don't
• 26:49
  know.
• 26:49
  You
• 26:49
  have
• 26:49
  no
• 26:50
  other
• 26:50
  evidence
• 26:51
  by
• 26:51
  which
• 26:51
  you
• 26:51
  can
• 26:51
  make
• 26:52
  that
• 26:52
  assessment.
• 26:52
  So
• 26:53
  we
• 26:53
  have
• 26:53
  to
• 26:53
  do
• 26:53
  the
• 26:53
  best
• 26:54
  we
• 26:54
  can
• 26:54
  to
• 26:55
  get
• 26:55
  to
• 26:56
  truthfulness,
• 26:57
  credibility.
• 26:58
  And
• 26:58
  you
• 26:58
  got,
• 26:58
  you
• 26:59
  got
• 26:59
  seven
• 26:59
  seconds
• 27:00
  from
• 27:01
  the
• 27:01
  250
• 27:02
  milliseconds
• 27:03
  up
• 27:03
  to
• 27:03
  the
• 27:04
  seven
• 27:04
  second,
• 27:06
  there's
• 27:06
  the,
• 27:07
  there's
• 27:07
  a
• 27:07
  decision.
• 27:07
  Point,
• 27:08
  the
• 27:09
  power
• 27:09
  of
• 27:09
  the
• 27:09
  hook.
• 27:09
  And
• 27:10
  actually
• 27:10
  I
• 27:10
  scroll
• 27:11
  back
• 27:11
  up
• 27:11
  to
• 27:11
  the.
• 27:11
  To
• 27:11
  the
• 27:12
  beginning
• 27:12
  of
• 27:12
  My
• 27:12
  intro.
• 27:12
  I'm
• 27:12
  very
• 27:13
  deliberate
• 27:13
  about
• 27:13
  these.
• 27:13
  How
• 27:13
  I
• 27:14
  saw
• 27:14
  the
• 27:14
  podcast,
• 27:15
  and
• 27:15
  I
• 27:15
  don't
• 27:15
  know
• 27:15
  if
• 27:15
  you
• 27:15
  call
• 27:15
  what
• 27:16
  I
• 27:16
  said
• 27:16
  or
• 27:16
  I
• 27:16
  opened
• 27:17
  with,
• 27:17
  but
• 27:17
  it
• 27:17
  was.
• 27:18
  Most
• 27:18
  executives
• 27:19
  think
• 27:19
  public
• 27:19
  speaking
• 27:19
  is
• 27:20
  about
• 27:20
  charisma.
• 27:20
  John
• 27:21
  Garcia
• 27:21
  doesn't.
• 27:21
  It's
• 27:22
  about
• 27:22
  data.
• 27:22
  Yeah,
• 27:23
  I
• 27:23
  loved
• 27:23
  your
• 27:23
  opening.
• 27:24
  In
• 27:24
  fact,
• 27:24
  you
• 27:24
  are
• 27:25
  delivering
• 27:25
  the
• 27:25
  unexpected.
• 27:26
  Because
• 27:27
  I
• 27:27
  don't
• 27:27
  talk
• 27:27
  about
• 27:28
  data
• 27:29
  in
• 27:30
  an
• 27:30
  obvious
• 27:30
  way,
• 27:31
  but
• 27:31
  it's
• 27:31
  what
• 27:31
  I
• 27:32
  lead
• 27:32
  with.
• 27:32
  I
• 27:32
  have
• 27:33
  to.
• 27:33
  I
• 27:33
  have
• 27:33
  to.
• 27:34
  Particularly
• 27:34
  my
• 27:35
  engineering
• 27:35
  or
• 27:35
  chief
• 27:36
  technology
• 27:36
  and
• 27:37
  operations
• 27:37
  officers
• 27:38
  tend
• 27:38
  to
• 27:38
  be
• 27:39
  engineering
• 27:39
  or
• 27:40
  even
• 27:40
  chief
• 27:40
  financial
• 27:40
  officers.
• 27:41
  They're
• 27:42
  very
• 27:43
  empirically
• 27:44
  driven.
• 27:45
  Everything's
• 27:45
  got
• 27:45
  to
• 27:46
  be
• 27:46
  measured.
• 27:46
  And
• 27:47
  to
• 27:47
  help
• 27:47
  them
• 27:47
  understand
• 27:48
  the
• 27:48
  proportion
• 27:49
  of
• 27:49
  something
• 27:49
  I'm
• 27:50
  trying
• 27:50
  to
• 27:50
  teach,
• 27:51
  55387
• 27:53
  is
• 27:53
  a
• 27:53
  starting
• 27:54
  point,
• 27:55
  it's
• 27:55
  an
• 27:55
  ending
• 27:55
  point.
• 27:56
  And
• 27:56
  I
• 27:56
  carry
• 27:57
  it
• 27:57
  every.
• 27:57
  Every.
• 27:58
  I
• 27:58
  carry
• 27:58
  it
• 27:58
  throughout
• 27:59
  every
• 27:59
  piece
• 28:00
  of
• 28:00
  conversation
• 28:01
  they're
• 28:01
  having.
• 28:02
  Second
• 28:02
  thing
• 28:03
  I
• 28:03
  carry
• 28:03
  another
• 28:03
  piece
• 28:04
  of
• 28:04
  data
• 28:04
  is
• 28:04
  60.
• 28:05
  25.
• 28:06
  60%
• 28:07
  of
• 28:07
  our
• 28:07
  time
• 28:07
  is
• 28:07
  spent
• 28:08
  collaborating.
• 28:09
  25%
• 28:09
  is
• 28:10
  understood.
• 28:11
  So
• 28:12
  the
• 28:12
  reason
• 28:12
  I
• 28:13
  point
• 28:13
  that
• 28:13
  data
• 28:14
  out,
• 28:14
  Graham,
• 28:15
  is
• 28:15
  we're
• 28:16
  trying
• 28:16
  to
• 28:16
  close
• 28:17
  the
• 28:17
  gap
• 28:17
  between
• 28:18
  what
• 28:18
  is
• 28:18
  spoken
• 28:19
  and
• 28:19
  what
• 28:19
  is
• 28:20
  understood.
• 28:20
  And
• 28:20
  we're
• 28:20
  trying
• 28:20
  to
• 28:21
  make
• 28:21
  maximum
• 28:22
  at
• 28:22
  25
• 28:22
  is
• 28:23
  a
• 28:23
  sad
• 28:23
  number.
• 28:24
  I
• 28:24
  hope
• 28:25
  if
• 28:25
  we
• 28:25
  have
• 28:25
  a
• 28:25
  good
• 28:25
  listener,
• 28:26
  someone
• 28:27
  who
• 28:27
  speaks
• 28:27
  well
• 28:27
  and
• 28:28
  has
• 28:28
  a
• 28:28
  good
• 28:28
  dialogue,
• 28:29
  maybe
• 28:29
  we
• 28:29
  can
• 28:29
  get
• 28:29
  to
• 28:30
  25.
• 28:30
  Closer
• 28:31
  to
• 28:31
  60.
• 28:31
  We're
• 28:32
  never
• 28:32
  going
• 28:32
  to
• 28:32
  get
• 28:32
  it
• 28:32
  to
• 28:33
  60.
• 28:33
  I
• 28:34
  don't
• 28:34
  think
• 28:34
  that's
• 28:34
  possible.
• 28:35
  It's
• 28:35
  just
• 28:35
  we
• 28:36
  have
• 28:36
  too
• 28:36
  many
• 28:36
  things
• 28:36
  on
• 28:36
  our
• 28:37
  mind.
• 28:37
  But
• 28:38
  if
• 28:38
  we're
• 28:38
  conscious
• 28:38
  of.
• 28:39
  We
• 28:39
  are
• 28:40
  dialed
• 28:40
  into
• 28:40
  the
• 28:40
  discussion.
• 28:42
  I
• 28:42
  am
• 28:42
  listening
• 28:43
  and
• 28:43
  I
• 28:43
  am
• 28:43
  seeing
• 28:44
  you.
• 28:44
  I
• 28:44
  hear
• 28:44
  you.
• 28:45
  I
• 28:45
  understand
• 28:46
  you.
• 28:46
  I
• 28:46
  don't
• 28:47
  have
• 28:47
  my
• 28:47
  phone.
• 28:48
  I'm
• 28:48
  not
• 28:48
  talking
• 28:49
  to
• 28:49
  someone
• 28:49
  else.
• 28:49
  And
• 28:50
  I'm
• 28:50
  not.
• 28:50
  No
• 28:50
  one
• 28:50
  else
• 28:51
  is
• 28:51
  catching
• 28:51
  my
• 28:51
  attention.
• 28:52
  I'm
• 28:53
  saddened,
• 28:53
  Graham,
• 28:54
  that
• 28:54
  in
• 28:54
  this
• 28:54
  day
• 28:55
  and
• 28:55
  age
• 28:55
  we
• 28:56
  are
• 28:56
  so
• 28:56
  distracted
• 28:57
  and
• 28:58
  so
• 28:58
  taken
• 28:58
  away
• 28:59
  from.
• 29:00
  Let's
• 29:00
  compare
• 29:00
  it
• 29:01
  to
• 29:01
  the
• 29:01
  Japanese
• 29:02
  tea
• 29:02
  ceremony
• 29:03
  of
• 29:03
  the
• 29:03
  16th
• 29:04
  century
• 29:05
  when
• 29:05
  they
• 29:05
  walked
• 29:05
  into
• 29:06
  that
• 29:06
  room.
• 29:07
  Minimalist
• 29:08
  room.
• 29:09
  Tea
• 29:09
  is
• 29:09
  served.
• 29:10
  It's
• 29:10
  you
• 29:10
  and
• 29:10
  me.
• 29:11
  There
• 29:11
  is
• 29:11
  no
• 29:12
  television.
• 29:12
  There's
• 29:13
  no
• 29:13
  radio,
• 29:13
  there's
• 29:14
  no
• 29:14
  phone.
• 29:15
  You
• 29:15
  and
• 29:15
  I
• 29:15
  are
• 29:16
  now
• 29:16
  in
• 29:16
  this
• 29:16
  tea
• 29:16
  ceremony
• 29:17
  where
• 29:17
  we
• 29:17
  are
• 29:17
  just
• 29:18
  commanding
• 29:18
  respect.
• 29:19
  We
• 29:20
  are
• 29:20
  asking
• 29:20
  for
• 29:20
  it,
• 29:21
  we
• 29:21
  are
• 29:21
  earning
• 29:21
  it.
• 29:22
  And
• 29:22
  we
• 29:22
  are
• 29:22
  collaborating
• 29:23
  in
• 29:23
  such
• 29:23
  a
• 29:24
  way
• 29:24
  that
• 29:24
  right
• 29:24
  now,
• 29:25
  you
• 29:25
  and
• 29:25
  I
• 29:25
  are
• 29:25
  the
• 29:25
  only
• 29:26
  two
• 29:26
  people
• 29:26
  on
• 29:26
  the
• 29:26
  planet.
• 29:27
  My
• 29:28
  goodness.
• 29:29
  Wouldn't
• 29:29
  it
• 29:29
  be
• 29:30
  nice
• 29:31
  if
• 29:31
  we
• 29:31
  could
• 29:32
  get
• 29:32
  to
• 29:32
  that?
• 29:33
  And
• 29:33
  I
• 29:33
  stand
• 29:34
  on
• 29:34
  a
• 29:34
  platform
• 29:35
  and
• 29:35
  I
• 29:36
  hammer
• 29:36
  it
• 29:36
  home
• 29:36
  to
• 29:37
  my
• 29:37
  students.
• 29:38
  Guys,
• 29:39
  drop
• 29:39
  all
• 29:39
  the
• 29:40
  distractions.
• 29:40
  You're
• 29:40
  not
• 29:41
  doing
• 29:41
  yourself
• 29:41
  any
• 29:42
  favors.
• 29:43
  You're
• 29:43
  just
• 29:43
  making
• 29:43
  yourself
• 29:44
  look
• 29:44
  distracted
• 29:45
  if
• 29:45
  that's
• 29:45
  what
• 29:46
  you're
• 29:46
  going
• 29:46
  for.
• 29:48
  I'm
• 29:48
  trying
• 29:49
  to
• 29:49
  help
• 29:49
  you
• 29:49
  in
• 29:50
  your
• 29:50
  career
• 29:50
  and
• 29:50
  you've
• 29:51
  got
• 29:51
  some
• 29:51
  mal
• 29:51
  or
• 29:52
  some
• 29:53
  habits
• 29:54
  that
• 29:54
  are
• 29:54
  being
• 29:54
  perceived
• 29:55
  as
• 29:55
  less
• 29:56
  than
• 29:56
  focused.
• 29:57
  Nobody
• 29:58
  wants
• 29:58
  the
• 29:58
  label
• 29:59
  of
• 29:59
  unfocused.
• 30:00
  No,
• 30:01
  no,
• 30:01
  absolutely
• 30:01
  not.
• 30:02
  And
• 30:02
  I
• 30:03
  think
• 30:03
  too
• 30:03
  few
• 30:04
  conversations
• 30:05
  happen
• 30:06
  in
• 30:06
  the
• 30:06
  circumstances
• 30:07
  which
• 30:08
  you
• 30:08
  describe.
• 30:08
  You
• 30:08
  don't
• 30:08
  necessarily
• 30:09
  need
• 30:09
  a
• 30:09
  minimalist
• 30:09
  Japanese
• 30:10
  room
• 30:10
  and
• 30:10
  a
• 30:11
  pot
• 30:11
  of
• 30:11
  tea,
• 30:12
  but
• 30:12
  they
• 30:13
  are
• 30:13
  harder
• 30:13
  to
• 30:14
  create.
• 30:15
  And
• 30:15
  even
• 30:15
  the.
• 30:17
  You
• 30:17
  mentioned
• 30:17
  the
• 30:17
  phone.
• 30:18
  I
• 30:19
  read
• 30:19
  somewhere
• 30:19
  else
• 30:19
  that
• 30:20
  even
• 30:20
  people
• 30:21
  make
• 30:21
  the
• 30:21
  effort
• 30:21
  of.
• 30:22
  I'm
• 30:22
  going
• 30:22
  to
• 30:22
  put
• 30:22
  my
• 30:22
  phone
• 30:23
  face
• 30:23
  down,
• 30:23
  but
• 30:24
  it's
• 30:24
  still
• 30:24
  going
• 30:24
  to
• 30:24
  buzz,
• 30:25
  it's
• 30:25
  still
• 30:25
  going
• 30:25
  to
• 30:25
  vibrate
• 30:25
  and
• 30:26
  it's
• 30:26
  still
• 30:26
  in
• 30:26
  the
• 30:26
  visual
• 30:26
  field
• 30:27
  of
• 30:27
  view.
• 30:27
  So
• 30:28
  I've
• 30:29
  heard
• 30:29
  even
• 30:29
  that,
• 30:29
  like
• 30:29
  the
• 30:30
  phone
• 30:30
  should
• 30:30
  be
• 30:30
  in
• 30:30
  a
• 30:30
  different
• 30:30
  room
• 30:31
  or
• 30:31
  in
• 30:31
  a
• 30:31
  bag
• 30:31
  or
• 30:31
  in
• 30:31
  the
• 30:32
  pocket
• 30:32
  or
• 30:32
  whatever
• 30:33
  if
• 30:33
  you
• 30:33
  want
• 30:33
  to
• 30:33
  demonstrate
• 30:33
  true
• 30:34
  focus
• 30:34
  on
• 30:34
  a
• 30:34
  conversation.
• 30:35
  Well,
• 30:35
  I
• 30:35
  was
• 30:35
  most
• 30:36
  surprised.
• 30:36
  I
• 30:36
  was
• 30:36
  at
• 30:36
  a
• 30:37
  networking
• 30:37
  event
• 30:37
  where
• 30:37
  a
• 30:37
  friend
• 30:38
  of
• 30:38
  mine
• 30:38
  is
• 30:38
  big
• 30:38
  networking
• 30:39
  guy,
• 30:39
  asked
• 30:39
  me
• 30:39
  to
• 30:40
  come
• 30:40
  to
• 30:40
  a
• 30:40
  lunch
• 30:40
  and
• 30:40
  speak
• 30:40
  to
• 30:41
  the
• 30:41
  networking
• 30:41
  event
• 30:42
  and
• 30:42
  he
• 30:42
  noticed
• 30:43
  that
• 30:43
  I
• 30:43
  had
• 30:44
  a
• 30:44
  backpack
• 30:44
  and
• 30:45
  the
• 30:45
  backpack
• 30:45
  was
• 30:46
  probably
• 30:46
  15ft
• 30:47
  behind
• 30:47
  me.
• 30:47
  I
• 30:47
  dropped
• 30:48
  it
• 30:48
  right
• 30:49
  at
• 30:49
  a
• 30:49
  lunch
• 30:49
  table
• 30:49
  and
• 30:49
  I
• 30:50
  dropped
• 30:50
  it.
• 30:50
  And
• 30:50
  he
• 30:51
  noticed
• 30:51
  that
• 30:51
  the
• 30:51
  phone
• 30:52
  rang
• 30:52
  and
• 30:52
  I
• 30:53
  actually
• 30:53
  went
• 30:53
  to
• 30:53
  pick
• 30:53
  it
• 30:53
  up.
• 30:53
  It
• 30:54
  was
• 30:54
  before
• 30:54
  we
• 30:54
  formally
• 30:55
  sat
• 30:55
  down.
• 30:55
  And
• 30:56
  I
• 30:56
  think
• 30:56
  I
• 30:56
  was
• 30:56
  struck
• 30:57
  by
• 30:57
  his
• 30:57
  comment.
• 30:58
  He
• 30:58
  said,
• 30:59
  you
• 30:59
  keep
• 30:59
  your
• 30:59
  phone
• 30:59
  in
• 31:00
  your
• 31:00
  bag.
• 31:02
  Yeah,
• 31:02
  where
• 31:02
  else
• 31:03
  would
• 31:03
  I
• 31:03
  keep
• 31:03
  it?
• 31:03
  Why
• 31:04
  isn't
• 31:04
  it
• 31:04
  in
• 31:04
  your
• 31:04
  pocket?
• 31:05
  Why
• 31:06
  would
• 31:06
  I
• 31:06
  do
• 31:06
  that?
• 31:06
  And
• 31:07
  I
• 31:07
  think
• 31:07
  it
• 31:07
  surprised
• 31:07
  me.
• 31:08
  This
• 31:08
  is
• 31:08
  a
• 31:08
  very
• 31:08
  experienced
• 31:09
  guy
• 31:10
  who
• 31:10
  believes
• 31:11
  that
• 31:11
  his
• 31:11
  importance
• 31:12
  is
• 31:13
  further
• 31:13
  underscored
• 31:14
  by
• 31:14
  keeping
• 31:15
  his
• 31:15
  phone
• 31:15
  in
• 31:15
  his
• 31:15
  pocket.
• 31:16
  And
• 31:17
  my
• 31:17
  point
• 31:17
  to
• 31:17
  him
• 31:18
  is
• 31:18
  I'm
• 31:19
  not
• 31:19
  saving
• 31:19
  lives.
• 31:21
  I
• 31:21
  don't
• 31:21
  know
• 31:21
  who's
• 31:22
  on
• 31:22
  that
• 31:22
  phone,
• 31:23
  but
• 31:23
  whatever
• 31:24
  the
• 31:24
  heck
• 31:24
  it
• 31:24
  is,
• 31:25
  chances
• 31:26
  are
• 31:26
  they're
• 31:26
  not
• 31:27
  calling
• 31:27
  me
• 31:27
  to
• 31:27
  save
• 31:28
  someone's
• 31:28
  life.
• 31:29
  So
• 31:29
  I
• 31:29
  am
• 31:29
  here
• 31:30
  in
• 31:30
  the
• 31:30
  service.
• 31:31
  His
• 31:31
  name
• 31:31
  was
• 31:32
  Adam
• 31:32
  and
• 31:32
  Adam,
• 31:32
  I'm
• 31:33
  here
• 31:33
  in
• 31:33
  the
• 31:33
  service
• 31:33
  of
• 31:34
  your
• 31:34
  thing.
• 31:34
  The
• 31:34
  worst
• 31:35
  thing
• 31:35
  that
• 31:35
  I
• 31:35
  can
• 31:35
  do,
• 31:36
  just
• 31:36
  bring
• 31:37
  that
• 31:37
  phone
• 31:37
  with
• 31:37
  me.
• 31:39
  So
• 31:39
  I
• 31:39
  just
• 31:39
  put
• 31:39
  it
• 31:39
  down
• 31:40
  and
• 31:40
  I
• 31:40
  realized
• 31:40
  for
• 31:40
  the
• 31:41
  next
• 31:41
  two
• 31:41
  hours,
• 31:41
  if
• 31:41
  somebody
• 31:42
  needs
• 31:42
  me,
• 31:43
  there's
• 31:43
  nothing,
• 31:44
  go
• 31:44
  figure
• 31:44
  it
• 31:45
  out
• 31:45
  yourself.
• 31:45
  I
• 31:46
  am
• 31:46
  not
• 31:46
  available
• 31:47
  for
• 31:48
  all
• 31:48
  the.
• 31:48
  Self
• 31:49
  help
• 31:49
  tips,
• 31:49
  podcasts
• 31:50
  I've
• 31:50
  listened
• 31:50
  to,
• 31:50
  books
• 31:51
  I've
• 31:51
  read
• 31:53
  to
• 31:53
  attempt
• 31:53
  to
• 31:54
  improve
• 31:54
  physical
• 31:55
  health,
• 31:55
  mental
• 31:55
  health,
• 31:56
  sleep
• 31:56
  critically.
• 31:57
  Like
• 31:57
  one
• 31:58
  of
• 31:58
  the
• 31:58
  most
• 31:58
  important
• 31:58
  factors
• 32:00
  leaving
• 32:01
  my
• 32:01
  phone
• 32:01
  out
• 32:02
  of
• 32:02
  the
• 32:02
  bedroom,
• 32:03
  my
• 32:03
  phone
• 32:03
  never
• 32:03
  gets
• 32:04
  into
• 32:04
  the
• 32:04
  bedroom
• 32:04
  is
• 32:05
  what
• 32:05
  is
• 32:05
  the
• 32:05
  single
• 32:06
  best
• 32:06
  thing
• 32:06
  I've
• 32:06
  done
• 32:06
  for
• 32:07
  my
• 32:07
  sleep
• 32:07
  in
• 32:07
  the
• 32:08
  last
• 32:08
  three
• 32:08
  years.
• 32:09
  No
• 32:10
  magnesium
• 32:10
  no
• 32:11
  yellow
• 32:11
  light
• 32:12
  glasses,
• 32:12
  no
• 32:12
  any
• 32:13
  of
• 32:13
  that.
• 32:13
  The.
• 32:14
  The
• 32:14
  phone
• 32:14
  being
• 32:14
  in
• 32:15
  a
• 32:15
  different
• 32:15
  room
• 32:15
  is
• 32:15
  the
• 32:15
  most
• 32:15
  effective
• 32:16
  thing.
• 32:16
  I'm
• 32:17
  going
• 32:17
  to
• 32:17
  say
• 32:17
  something
• 32:18
  not
• 32:18
  because
• 32:18
  I'm
• 32:18
  a
• 32:18
  genius
• 32:19
  or
• 32:19
  because
• 32:19
  I
• 32:19
  mean
• 32:20
  to
• 32:20
  brag,
• 32:20
  but
• 32:21
  whenever
• 32:21
  I
• 32:21
  got
• 32:21
  my
• 32:21
  phone
• 32:22
  in
• 32:22
  the
• 32:22
  early
• 32:23
  90s,
• 32:23
  I
• 32:24
  have
• 32:24
  never,
• 32:24
  and
• 32:24
  I
• 32:25
  will
• 32:25
  say
• 32:25
  that
• 32:25
  never
• 32:25
  underscore.
• 32:26
  I
• 32:26
  have
• 32:27
  never
• 32:27
  brought
• 32:27
  my
• 32:27
  phone
• 32:28
  into
• 32:28
  my
• 32:28
  bedroom
• 32:28
  room.
• 32:30
  And
• 32:30
  it's
• 32:31
  not
• 32:31
  that,
• 32:32
  hey,
• 32:32
  look
• 32:32
  at
• 32:32
  me,
• 32:33
  I'm
• 32:33
  taking
• 32:33
  my
• 32:34
  phone
• 32:34
  out.
• 32:34
  There's
• 32:35
  a
• 32:35
  time
• 32:35
  and
• 32:35
  a
• 32:35
  place
• 32:36
  for
• 32:36
  that.
• 32:37
  That's
• 32:37
  not
• 32:37
  one
• 32:38
  of
• 32:38
  them.
• 32:39
  And
• 32:39
  I
• 32:39
  think
• 32:39
  the
• 32:39
  worst
• 32:40
  thing
• 32:40
  that
• 32:40
  we
• 32:40
  can
• 32:40
  do
• 32:41
  in
• 32:41
  the
• 32:41
  dopamine
• 32:42
  hits
• 32:42
  that
• 32:42
  we're
• 32:43
  looking
• 32:43
  for.
• 32:44
  I'm
• 32:45
  really
• 32:45
  glad
• 32:46
  I
• 32:46
  sleep
• 32:46
  well.
• 32:47
  Because
• 32:47
  my
• 32:47
  day,
• 32:47
  I
• 32:47
  travel
• 32:48
  a
• 32:48
  lot,
• 32:48
  my
• 32:48
  days
• 32:49
  are
• 32:49
  long.
• 32:49
  And
• 32:49
  I
• 32:50
  say
• 32:50
  that
• 32:50
  not
• 32:50
  to
• 32:50
  wear
• 32:50
  that
• 32:51
  as
• 32:51
  a
• 32:51
  badge
• 32:51
  of
• 32:51
  honor.
• 32:51
  That's
• 32:52
  the
• 32:52
  last
• 32:52
  thing
• 32:52
  I'm
• 32:52
  saying.
• 32:54
  I
• 32:54
  need
• 32:55
  that
• 32:55
  out
• 32:55
  of
• 32:56
  my
• 32:56
  gravity
• 32:57
  often.
• 32:58
  I
• 32:59
  don't
• 32:59
  want
• 33:00
  it
• 33:00
  to
• 33:00
  be
• 33:00
  a
• 33:00
  part
• 33:01
  of
• 33:01
  me.
• 33:01
  I
• 33:01
  don't
• 33:01
  want
• 33:01
  it
• 33:02
  affecting
• 33:02
  my
• 33:02
  sleep.
• 33:03
  I
• 33:03
  don't
• 33:04
  want
• 33:04
  it
• 33:04
  affecting
• 33:04
  my
• 33:04
  attention.
• 33:06
  And
• 33:06
  I'm
• 33:06
  not
• 33:06
  going
• 33:07
  to
• 33:07
  succumb
• 33:07
  to
• 33:08
  what
• 33:08
  the
• 33:08
  rest
• 33:08
  of
• 33:08
  the
• 33:09
  world
• 33:09
  does.
• 33:09
  And
• 33:09
  I'm
• 33:09
  not
• 33:10
  that
• 33:10
  important
• 33:11
  that
• 33:11
  I
• 33:11
  have
• 33:11
  to
• 33:11
  have
• 33:12
  the
• 33:12
  things
• 33:12
  strapped
• 33:12
  to
• 33:13
  me.
• 33:13
  My
• 33:14
  closest
• 33:14
  friends
• 33:15
  are
• 33:15
  doctors.
• 33:15
  They
• 33:16
  are
• 33:16
  saving
• 33:16
  lives.
• 33:17
  I
• 33:17
  totally
• 33:18
  get
• 33:18
  it.
• 33:18
  That
• 33:19
  makes
• 33:19
  sense.
• 33:19
  Every
• 33:20
  phone
• 33:20
  call
• 33:20
  is
• 33:20
  a
• 33:20
  life
• 33:21
  at
• 33:21
  stake.
• 33:22
  That's
• 33:22
  not
• 33:22
  what
• 33:23
  I
• 33:23
  do
• 33:23
  for
• 33:23
  a
• 33:23
  living.
• 33:23
  There's
• 33:24
  no
• 33:24
  immediacy
• 33:25
  to
• 33:25
  it.
• 33:25
  So
• 33:25
  I
• 33:26
  have
• 33:26
  to
• 33:26
  keep
• 33:26
  that
• 33:26
  in
• 33:26
  perspective
• 33:27
  and
• 33:27
  recognize
• 33:28
  I
• 33:28
  have
• 33:28
  a
• 33:29
  certain
• 33:29
  standard
• 33:29
  that
• 33:30
  people
• 33:30
  expect
• 33:30
  from
• 33:31
  me
• 33:31
  when
• 33:31
  I
• 33:31
  walk
• 33:31
  into
• 33:32
  a
• 33:32
  room.
• 33:33
  And
• 33:33
  anything
• 33:34
  that
• 33:34
  detracts
• 33:35
  from
• 33:35
  that
• 33:35
  mission
• 33:36
  is
• 33:37
  an
• 33:37
  impediment
• 33:38
  of
• 33:38
  my
• 33:38
  brand.
• 33:39
  And
• 33:39
  I'm
• 33:39
  not
• 33:39
  going
• 33:40
  to
• 33:40
  let
• 33:40
  that
• 33:40
  happen
• 33:40
  because
• 33:40
  I
• 33:41
  need
• 33:41
  to
• 33:41
  lead
• 33:41
  by
• 33:41
  example.
• 33:42
  So
• 33:43
  I
• 33:44
  think
• 33:44
  you
• 33:44
  and
• 33:44
  I
• 33:44
  share
• 33:45
  that
• 33:45
  commonality
• 33:46
  in
• 33:46
  that
• 33:47
  we
• 33:47
  are
• 33:47
  trying
• 33:47
  to
• 33:47
  live
• 33:48
  healthy
• 33:48
  lives,
• 33:49
  productive
• 33:49
  lives.
• 33:49
  We
• 33:50
  have
• 33:50
  children,
• 33:50
  we
• 33:50
  have
• 33:51
  clients,
• 33:51
  and
• 33:51
  we
• 33:52
  lead
• 33:52
  by
• 33:52
  example.
• 33:53
  And
• 33:54
  it
• 33:54
  saddens
• 33:55
  me
• 33:55
  to
• 33:55
  see
• 33:55
  people
• 33:56
  who
• 33:56
  wear
• 33:56
  that
• 33:57
  phone
• 33:57
  as
• 33:57
  a
• 33:57
  badge
• 33:58
  of
• 33:58
  honor
• 33:58
  to
• 33:58
  think
• 33:58
  that
• 33:59
  the
• 33:59
  world
• 33:59
  cannot
• 34:00
  get
• 34:00
  by
• 34:00
  without
• 34:00
  them.
• 34:01
  I
• 34:02
  just
• 34:02
  don't
• 34:02
  take
• 34:02
  myself
• 34:03
  that
• 34:03
  seriously.
• 34:03
  Although
• 34:04
  I.
• 34:04
  I
• 34:05
  work
• 34:05
  very
• 34:05
  hard
• 34:05
  at
• 34:06
  what
• 34:06
  I
• 34:06
  do.
• 34:07
  I.
• 34:07
  I
• 34:08
  don't
• 34:08
  know
• 34:08
  why
• 34:09
  we
• 34:09
  succumb
• 34:10
  to
• 34:10
  that
• 34:10
  bad
• 34:11
  habit
• 34:11
  in
• 34:11
  a
• 34:11
  world
• 34:12
  where
• 34:12
  it's
• 34:12
  just
• 34:12
  not
• 34:13
  that
• 34:13
  difficult
• 34:13
  to
• 34:14
  not
• 34:14
  bring
• 34:14
  it
• 34:15
  with
• 34:15
  you.
• 34:15
  I
• 34:16
  have
• 34:16
  a
• 34:16
  13
• 34:16
  year
• 34:16
  old
• 34:16
  in
• 34:17
  my
• 34:17
  house
• 34:17
  that
• 34:17
  does
• 34:17
  it.
• 34:17
  And
• 34:18
  he's
• 34:18
  definitely
• 34:18
  not
• 34:18
  saving
• 34:18
  any
• 34:19
  lives.
• 34:19
  Oh
• 34:19
  yeah,
• 34:20
  I.
• 34:20
  My
• 34:20
  kids
• 34:21
  too,
• 34:21
  they're
• 34:21
  grown
• 34:21
  up
• 34:22
  now,
• 34:22
  but
• 34:22
  as
• 34:22
  teenagers
• 34:24
  we
• 34:24
  had
• 34:24
  a
• 34:24
  rule
• 34:24
  at
• 34:24
  the.
• 34:25
  At
• 34:25
  the
• 34:25
  table.
• 34:25
  No,
• 34:26
  but
• 34:26
  nobody
• 34:26
  don't
• 34:27
  even
• 34:27
  think
• 34:27
  about
• 34:27
  bringing
• 34:28
  your
• 34:28
  phone
• 34:28
  to
• 34:28
  this
• 34:28
  dinner
• 34:29
  table.
• 34:30
  It
• 34:30
  wasn't
• 34:30
  even
• 34:31
  discussed.
• 34:31
  It
• 34:32
  just,
• 34:32
  it
• 34:32
  was
• 34:32
  just
• 34:33
  not
• 34:33
  going
• 34:33
  to
• 34:33
  happen.
• 34:34
  We
• 34:34
  didn't
• 34:35
  talk
• 34:35
  about
• 34:35
  it.
• 34:35
  It
• 34:35
  just
• 34:37
  time
• 34:37
  and
• 34:38
  a
• 34:38
  place.
• 34:38
  When
• 34:39
  some
• 34:39
  things
• 34:39
  are
• 34:39
  all
• 34:39
  like
• 34:40
  that,
• 34:40
  similar
• 34:40
  to
• 34:41
  the
• 34:41
  seatbelt
• 34:41
  goes
• 34:42
  on
• 34:42
  when
• 34:42
  you
• 34:42
  get
• 34:42
  in
• 34:42
  the
• 34:42
  car,
• 34:43
  then
• 34:43
  it
• 34:44
  becomes
• 34:44
  easier
• 34:44
  to,
• 34:45
  easier
• 34:45
  to
• 34:46
  enforce.
• 34:46
  I
• 34:47
  want
• 34:47
  to
• 34:47
  skip
• 34:47
  back
• 34:47
  to
• 34:48
  one
• 34:48
  more
• 34:48
  data
• 34:49
  point
• 34:49
  with
• 34:49
  you.
• 34:49
  Yeah.
• 34:50
  So
• 34:51
  many
• 34:51
  clients
• 34:52
  come
• 34:52
  to
• 34:52
  you.
• 34:53
  They
• 34:53
  want
• 34:53
  to
• 34:53
  be
• 34:53
  great
• 34:53
  speakers,
• 34:54
  they
• 34:54
  want
• 34:54
  to
• 34:54
  be
• 34:54
  impactful,
• 34:55
  they
• 34:55
  want
• 34:55
  to
• 34:55
  leave,
• 34:55
  they
• 34:56
  want
• 34:56
  their
• 34:56
  message
• 34:56
  to
• 34:56
  leave
• 34:56
  a
• 34:57
  stamp
• 34:58
  and
• 34:59
  an
• 34:59
  impact
• 34:59
  with
• 35:00
  their
• 35:00
  audience.
• 35:02
  As
• 35:03
  people
• 35:03
  come
• 35:03
  to
• 35:03
  you
• 35:03
  with
• 35:04
  blank
• 35:04
  slates,
• 35:05
  what's
• 35:06
  the
• 35:06
  one
• 35:06
  thing
• 35:06
  that
• 35:06
  you
• 35:07
  observe
• 35:07
  which
• 35:07
  is
• 35:08
  the
• 35:08
  best
• 35:08
  indicator
• 35:09
  for
• 35:09
  someone
• 35:09
  who's
• 35:10
  likely
• 35:10
  to
• 35:10
  be
• 35:10
  able
• 35:10
  to
• 35:10
  get
• 35:11
  it
• 35:11
  quickly
• 35:11
  or
• 35:11
  become
• 35:11
  successful
• 35:12
  in
• 35:12
  the
• 35:12
  art
• 35:13
  of
• 35:13
  public
• 35:13
  speaking
• 35:13
  most
• 35:14
  quickly?
• 35:14
  Yeah,
• 35:14
  without
• 35:14
  a
• 35:15
  doubt.
• 35:15
  It's
• 35:15
  a
• 35:15
  common
• 35:16
  thread.
• 35:17
  I
• 35:17
  work,
• 35:17
  Graham,
• 35:18
  with
• 35:18
  a
• 35:18
  lot
• 35:18
  of
• 35:19
  people
• 35:19
  who
• 35:19
  bring
• 35:20
  with
• 35:20
  them
• 35:20
  perfectionist
• 35:21
  tendencies.
• 35:22
  They
• 35:22
  have
• 35:23
  to
• 35:23
  be
• 35:23
  perfect
• 35:23
  at
• 35:23
  everything.
• 35:24
  They
• 35:25
  have
• 35:25
  to
• 35:25
  be
• 35:25
  the
• 35:25
  perfect
• 35:25
  wife,
• 35:26
  the
• 35:26
  perfect
• 35:27
  spouse,
• 35:27
  the
• 35:28
  perfect
• 35:28
  this,
• 35:28
  the
• 35:28
  perfect
• 35:29
  that.
• 35:29
  And
• 35:29
  they
• 35:29
  want
• 35:29
  to
• 35:29
  control
• 35:30
  everything.
• 35:30
  They
• 35:31
  want
• 35:31
  to
• 35:31
  control
• 35:31
  the
• 35:31
  weather,
• 35:32
  they
• 35:32
  want
• 35:32
  to
• 35:32
  grow
• 35:32
  their
• 35:33
  children,
• 35:33
  they
• 35:33
  want
• 35:33
  to
• 35:33
  tell
• 35:33
  their
• 35:33
  children
• 35:34
  what
• 35:34
  to
• 35:34
  do
• 35:34
  for
• 35:34
  a
• 35:34
  living.
• 35:35
  I
• 35:35
  get
• 35:35
  that
• 35:35
  all
• 35:35
  the
• 35:35
  time
• 35:37
  when
• 35:37
  I
• 35:37
  know
• 35:37
  it's
• 35:37
  going
• 35:38
  to
• 35:38
  work.
• 35:38
  Even
• 35:38
  if
• 35:39
  they
• 35:39
  have
• 35:39
  those
• 35:39
  perfectionist
• 35:40
  tendencies,
• 35:41
  they
• 35:42
  are,
• 35:42
  are
• 35:42
  forgiving
• 35:43
  themselves
• 35:43
  for
• 35:44
  making
• 35:44
  mistakes.
• 35:45
  They
• 35:46
  are
• 35:46
  open
• 35:46
  minded
• 35:46
  to
• 35:47
  the
• 35:47
  fact
• 35:47
  that
• 35:47
  I'm
• 35:47
  not
• 35:47
  there
• 35:48
  to
• 35:48
  judge
• 35:48
  them,
• 35:48
  I'm
• 35:48
  there
• 35:48
  to
• 35:49
  teach
• 35:49
  them.
• 35:50
  And
• 35:50
  if
• 35:50
  they
• 35:50
  recognize
• 35:51
  that
• 35:51
  in
• 35:51
  the
• 35:52
  spirit
• 35:52
  of
• 35:52
  we're
• 35:52
  all
• 35:52
  each
• 35:53
  other's
• 35:53
  teachers,
• 35:54
  I
• 35:54
  am
• 35:54
  here
• 35:55
  to
• 35:55
  help
• 35:55
  you.
• 35:56
  I'm
• 35:56
  going
• 35:56
  to
• 35:56
  learn
• 35:56
  from
• 35:57
  you
• 35:57
  and
• 35:57
  you're
• 35:57
  going
• 35:57
  to
• 35:58
  learn
• 35:58
  from
• 35:58
  me.
• 35:59
  For
• 35:59
  someone
• 36:00
  that
• 36:00
  doesn't
• 36:00
  have
• 36:00
  that
• 36:01
  attitude
• 36:02
  and
• 36:02
  just
• 36:02
  beats
• 36:03
  themselves
• 36:03
  up
• 36:03
  and
• 36:04
  gives
• 36:04
  themselves
• 36:04
  some
• 36:05
  kind
• 36:05
  of
• 36:05
  shock
• 36:05
  every
• 36:06
  time
• 36:06
  they
• 36:06
  misfire,
• 36:07
  it
• 36:07
  doesn't
• 36:07
  work
• 36:08
  work
• 36:08
  because
• 36:09
  there,
• 36:10
  this
• 36:11
  communication
• 36:11
  thing
• 36:12
  is
• 36:12
  anything
• 36:12
  but
• 36:12
  a
• 36:13
  science.
• 36:13
  We
• 36:13
  bring
• 36:14
  certain
• 36:14
  scientific
• 36:15
  methods
• 36:15
  like
• 36:15
  55,
• 36:16
  38,
• 36:16
  7,
• 36:18
  but
• 36:18
  when
• 36:19
  the
• 36:19
  camera
• 36:20
  is
• 36:20
  on
• 36:21
  and
• 36:21
  the
• 36:22
  spotlight
• 36:22
  is
• 36:23
  shining,
• 36:23
  people
• 36:24
  behave
• 36:25
  differently.
• 36:25
  It's
• 36:25
  the
• 36:26
  camera
• 36:26
  effect.
• 36:27
  And
• 36:27
  so
• 36:27
  I
• 36:27
  immediately
• 36:28
  have
• 36:28
  to
• 36:28
  figure
• 36:29
  out
• 36:30
  if
• 36:30
  they
• 36:31
  stay
• 36:31
  locked
• 36:32
  in
• 36:32
  the
• 36:32
  perfectionist
• 36:33
  tendency,
• 36:33
  it
• 36:34
  will
• 36:34
  impede
• 36:35
  their
• 36:35
  ability
• 36:35
  to
• 36:35
  do
• 36:36
  what
• 36:36
  our
• 36:37
  mission
• 36:37
  is
• 36:37
  trying
• 36:38
  to
• 36:38
  get
• 36:38
  to.
• 36:39
  So
• 36:39
  the
• 36:39
  lesson
• 36:40
  here,
• 36:40
  Graham
• 36:40
  to
• 36:40
  everybody,
• 36:41
  forgive
• 36:42
  yourself
• 36:42
  for
• 36:42
  being
• 36:42
  human.
• 36:43
  It's
• 36:43
  okay.
• 36:44
  It's
• 36:44
  okay
• 36:44
  to
• 36:45
  make
• 36:45
  mistakes.
• 36:45
  In
• 36:45
  fact,
• 36:45
  I
• 36:46
  want
• 36:46
  them
• 36:46
  to
• 36:46
  make
• 36:46
  them
• 36:46
  in
• 36:47
  front
• 36:47
  of
• 36:47
  me.
• 36:48
  There's
• 36:48
  nothing
• 36:48
  at
• 36:49
  stake.
• 36:49
  I'm
• 36:50
  preparing
• 36:50
  them
• 36:50
  often
• 36:51
  for
• 36:51
  very
• 36:51
  big
• 36:51
  events
• 36:52
  where
• 36:52
  they
• 36:52
  don't
• 36:52
  have
• 36:52
  the
• 36:53
  luxury
• 36:53
  of
• 36:53
  getting
• 36:53
  it
• 36:54
  wrong.
• 36:55
  So
• 36:55
  don't
• 36:55
  be
• 36:56
  afraid
• 36:57
  to
• 36:57
  screw
• 36:58
  it
• 36:58
  up.
• 36:59
  Try
• 36:59
  something,
• 36:59
  fail,
• 37:00
  try
• 37:00
  it.
• 37:00
  It's
• 37:01
  what
• 37:01
  actors
• 37:01
  do.
• 37:01
  You
• 37:02
  don't
• 37:02
  know
• 37:02
  when
• 37:02
  you're
• 37:02
  building
• 37:02
  a
• 37:03
  scene
• 37:03
  in
• 37:03
  improv
• 37:03
  if
• 37:04
  it's
• 37:04
  going
• 37:04
  to
• 37:04
  be
• 37:04
  any
• 37:04
  good.
• 37:04
  So
• 37:05
  you,
• 37:05
  you
• 37:06
  approach
• 37:06
  it
• 37:06
  with
• 37:06
  no.
• 37:07
  It's
• 37:07
  a
• 37:07
  no
• 37:07
  judgment
• 37:08
  zone.
• 37:08
  And
• 37:09
  you
• 37:09
  encourage
• 37:10
  the
• 37:10
  people
• 37:11
  with
• 37:11
  you
• 37:11
  to
• 37:11
  screw
• 37:12
  it
• 37:12
  up.
• 37:12
  That's
• 37:13
  how
• 37:13
  greatness
• 37:13
  happens.
• 37:14
  We
• 37:15
  work
• 37:15
  on
• 37:15
  it
• 37:15
  and
• 37:16
  that's
• 37:17
  the
• 37:17
  best
• 37:17
  thing
• 37:17
  I
• 37:17
  can
• 37:18
  impart.
• 37:18
  Don't
• 37:18
  be
• 37:18
  afraid
• 37:19
  to
• 37:19
  make
• 37:19
  mistakes.
• 37:20
  Be
• 37:20
  afraid
• 37:20
  of
• 37:20
  not
• 37:20
  learning
• 37:21
  from
• 37:21
  that
• 37:21
  mistake.
• 37:22
  Yeah,
• 37:23
  that's
• 37:23
  great.
• 37:23
  Thank
• 37:24
  you
• 37:24
  for
• 37:24
  sharing
• 37:24
  it.
• 37:26
  I
• 37:26
  had
• 37:26
  the
• 37:26
  privilege
• 37:27
  once
• 37:27
  of
• 37:27
  being
• 37:27
  coached
• 37:28
  by
• 37:28
  somebody
• 37:28
  who
• 37:28
  coaches
• 37:29
  TED
• 37:29
  speakers
• 37:30
  for
• 37:30
  a
• 37:30
  talk
• 37:30
  and
• 37:31
  went
• 37:31
  through
• 37:32
  the
• 37:32
  process
• 37:32
  that
• 37:33
  likely
• 37:33
  you're
• 37:33
  going
• 37:33
  through
• 37:33
  now,
• 37:34
  that
• 37:34
  likely
• 37:34
  you
• 37:34
  lead
• 37:34
  your
• 37:35
  students
• 37:35
  through
• 37:36
  of
• 37:36
  drilling
• 37:37
  the
• 37:37
  talk
• 37:37
  over
• 37:37
  and
• 37:37
  over
• 37:38
  and
• 37:38
  over
• 37:38
  and
• 37:38
  over
• 37:38
  again.
• 37:39
  So
• 37:39
  it's
• 37:39
  committed
• 37:39
  almost
• 37:40
  to
• 37:40
  muscle
• 37:40
  memory.
• 37:40
  You
• 37:41
  mentioned
• 37:41
  before
• 37:41
  you
• 37:41
  plan
• 37:41
  out
• 37:42
  every
• 37:42
  move
• 37:42
  around
• 37:44
  the
• 37:44
  stage.
• 37:44
  And
• 37:44
  one
• 37:44
  of
• 37:45
  the
• 37:45
  most
• 37:45
  powerful
• 37:46
  things
• 37:46
  that
• 37:46
  I
• 37:46
  took
• 37:46
  away
• 37:46
  from
• 37:47
  that
• 37:47
  was
• 37:48
  it
• 37:48
  actually
• 37:48
  eased
• 37:48
  the,
• 37:49
  the
• 37:49
  pressure
• 37:50
  because
• 37:50
  if
• 37:50
  the
• 37:51
  slides
• 37:51
  break,
• 37:52
  I
• 37:52
  don't
• 37:53
  need
• 37:53
  them.
• 37:54
  If
• 37:54
  the
• 37:54
  lights
• 37:55
  go
• 37:55
  off,
• 37:55
  it's
• 37:56
  fine.
• 37:56
  I
• 37:56
  can
• 37:56
  tell
• 37:57
  if
• 37:57
  my
• 37:57
  microphone
• 37:57
  talks,
• 37:58
  breaks,
• 37:58
  I
• 37:59
  can
• 37:59
  continue
• 38:00
  talking.
• 38:00
  Spot
• 38:00
  on.
• 38:01
  And
• 38:01
  some
• 38:01
  of
• 38:01
  those
• 38:01
  you
• 38:02
  can
• 38:02
  only
• 38:02
  learn
• 38:02
  by
• 38:02
  experience.
• 38:03
  You
• 38:03
  can't
• 38:03
  learn
• 38:03
  how
• 38:05
  present
• 38:05
  without
• 38:06
  the
• 38:06
  slides
• 38:07
  or
• 38:07
  when
• 38:07
  the
• 38:07
  slides
• 38:08
  break
• 38:08
  or
• 38:08
  when
• 38:08
  something
• 38:08
  goes
• 38:09
  wrong
• 38:09
  until
• 38:09
  it
• 38:09
  actually
• 38:09
  happens
• 38:10
  to
• 38:10
  you
• 38:10
  and
• 38:10
  you
• 38:11
  and
• 38:11
  you
• 38:11
  get
• 38:11
  from
• 38:11
  that
• 38:11
  experience.
• 38:12
  Do
• 38:12
  you
• 38:12
  have
• 38:12
  any
• 38:12
  ways
• 38:13
  to
• 38:13
  sort
• 38:13
  of
• 38:13
  recreate
• 38:13
  the,
• 38:14
  the
• 38:14
  cortisol
• 38:15
  and
• 38:15
  the
• 38:15
  adrenaline
• 38:16
  that
• 38:16
  only
• 38:17
  comes
• 38:17
  when
• 38:17
  the
• 38:17
  bright
• 38:17
  lights
• 38:18
  are
• 38:18
  shining
• 38:18
  and
• 38:18
  the
• 38:18
  audience
• 38:18
  is
• 38:19
  in
• 38:19
  the
• 38:19
  room?
• 38:19
  Yeah.
• 38:20
  No,
• 38:21
  it's
• 38:21
  a
• 38:21
  more
• 38:21
  difficult
• 38:22
  one
• 38:22
  because
• 38:22
  it's
• 38:22
  difficult
• 38:23
  to
• 38:23
  predict.
• 38:24
  You
• 38:24
  don't
• 38:25
  know,
• 38:25
  no
• 38:25
  matter
• 38:25
  who
• 38:26
  you
• 38:26
  are
• 38:26
  training,
• 38:26
  what's
• 38:27
  going
• 38:27
  to
• 38:27
  happen
• 38:27
  in
• 38:28
  that
• 38:28
  adverse
• 38:28
  moment.
• 38:30
  And
• 38:30
  I
• 38:31
  think
• 38:31
  that's
• 38:31
  part
• 38:31
  of
• 38:31
  the
• 38:31
  human
• 38:31
  condition.
• 38:32
  It's
• 38:32
  part
• 38:32
  of
• 38:32
  what
• 38:33
  makes
• 38:33
  me,
• 38:33
  what
• 38:34
  I
• 38:34
  do
• 38:34
  for
• 38:34
  a
• 38:34
  living,
• 38:35
  so
• 38:35
  much
• 38:35
  fun
• 38:35
  and
• 38:35
  so
• 38:36
  fulfilling.
• 38:36
  Because
• 38:37
  what
• 38:37
  we
• 38:38
  know
• 38:38
  is
• 38:38
  what
• 38:38
  you're
• 38:39
  describing.
• 38:39
  Despite
• 38:40
  the
• 38:40
  memorized
• 38:41
  14
• 38:42
  minute
• 38:42
  thing,
• 38:42
  you've
• 38:42
  done
• 38:43
  it
• 38:43
  for
• 38:43
  10,000
• 38:43
  hours.
• 38:44
  Anything
• 38:45
  could
• 38:45
  go
• 38:45
  wrong
• 38:46
  if
• 38:46
  you
• 38:46
  lose
• 38:46
  your
• 38:46
  place.
• 38:47
  And
• 38:47
  it
• 38:48
  is
• 38:48
  incredibly
• 38:48
  awkward.
• 38:49
  And
• 38:49
  that
• 38:49
  five
• 38:50
  seconds
• 38:50
  feels
• 38:51
  like
• 38:51
  five
• 38:52
  hours.
• 38:53
  So
• 38:54
  the
• 38:54
  only
• 38:54
  thing
• 38:55
  I
• 38:55
  can
• 38:55
  say,
• 38:56
  we
• 38:56
  tend
• 38:57
  to
• 38:57
  look
• 38:57
  at
• 38:58
  public
• 38:58
  speaking,
• 38:59
  let's
• 38:59
  assume
• 39:00
  there's
• 39:00
  no
• 39:00
  slides
• 39:01
  as
• 39:01
  this
• 39:02
  very
• 39:02
  long
• 39:03
  thing.
• 39:05
  And
• 39:05
  if
• 39:05
  you
• 39:05
  look
• 39:05
  at
• 39:05
  it
• 39:06
  as
• 39:06
  one
• 39:06
  big
• 39:06
  long
• 39:07
  Magna
• 39:07
  Carta
• 39:07
  document
• 39:08
  filled
• 39:08
  with
• 39:08
  all
• 39:09
  these
• 39:09
  things,
• 39:10
  that
• 39:10
  is
• 39:10
  overwhelming.
• 39:12
  I
• 39:12
  never
• 39:12
  look
• 39:12
  at
• 39:13
  it
• 39:13
  that
• 39:13
  way.
• 39:14
  I
• 39:14
  help
• 39:14
  them
• 39:14
  to
• 39:15
  understand
• 39:15
  that
• 39:16
  a
• 39:16
  speech
• 39:16
  is
• 39:16
  something
• 39:17
  that
• 39:17
  is
• 39:17
  modular.
• 39:18
  There
• 39:18
  is
• 39:18
  a
• 39:19
  beginning,
• 39:19
  there's
• 39:19
  a
• 39:19
  Middle,
• 39:20
  there's
• 39:20
  an
• 39:20
  end.
• 39:21
  We
• 39:21
  don't
• 39:21
  think
• 39:21
  of
• 39:22
  it
• 39:22
  as
• 39:22
  this
• 39:22
  endless
• 39:22
  string
• 39:23
  of
• 39:23
  information.
• 39:24
  We
• 39:24
  think
• 39:25
  of
• 39:25
  it
• 39:25
  in
• 39:25
  small
• 39:25
  pieces.
• 39:26
  And
• 39:26
  that
• 39:26
  we
• 39:26
  pick
• 39:26
  up
• 39:27
  like
• 39:27
  an
• 39:27
  actor
• 39:27
  memorizing
• 39:28
  the
• 39:28
  lines.
• 39:29
  Hey,
• 39:29
  give
• 39:29
  me
• 39:29
  the
• 39:29
  line.
• 39:30
  What
• 39:30
  was
• 39:30
  that
• 39:30
  line?
• 39:30
  And
• 39:30
  then
• 39:31
  you
• 39:31
  put
• 39:31
  yourself.
• 39:31
  The
• 39:31
  actors
• 39:32
  put
• 39:32
  themselves
• 39:33
  in
• 39:33
  the
• 39:33
  method
• 39:34
  into
• 39:34
  that
• 39:34
  scene.
• 39:35
  Even
• 39:35
  if
• 39:35
  they're
• 39:35
  on
• 39:35
  a
• 39:35
  green
• 39:36
  screen,
• 39:36
  you're
• 39:36
  in
• 39:36
  the
• 39:37
  living
• 39:37
  room
• 39:37
  or
• 39:37
  you're
• 39:37
  hanging
• 39:37
  from
• 39:38
  a
• 39:38
  cliff.
• 39:39
  You
• 39:39
  got
• 39:39
  to
• 39:39
  put
• 39:39
  your
• 39:40
  head
• 39:40
  there.
• 39:40
  So
• 39:42
  I
• 39:42
  don't
• 39:42
  know
• 39:42
  if
• 39:42
  it's
• 39:42
  any
• 39:43
  magic,
• 39:43
  but
• 39:43
  what
• 39:43
  I
• 39:43
  do
• 39:44
  is
• 39:44
  we
• 39:44
  treat
• 39:45
  every
• 39:46
  speech
• 39:47
  as
• 39:47
  a
• 39:48
  series
• 39:48
  of
• 39:48
  small
• 39:48
  pieces
• 39:49
  so
• 39:49
  we
• 39:49
  know
• 39:50
  each
• 39:50
  module
• 39:51
  has
• 39:52
  a
• 39:52
  spark
• 39:52
  to
• 39:53
  where
• 39:53
  we
• 39:53
  begin
• 39:54
  thematically,
• 39:54
  where
• 39:54
  we're
• 39:55
  on
• 39:55
  that
• 39:55
  speech.
• 39:56
  So
• 39:56
  in
• 39:56
  my
• 39:56
  case,
• 39:56
  I'm
• 39:57
  going
• 39:57
  to
• 39:57
  open
• 39:57
  up
• 39:57
  my
• 39:57
  TED
• 39:58
  Talk
• 39:58
  with.
• 39:59
  Carabiners
• 40:00
  are
• 40:00
  used
• 40:00
  to
• 40:01
  connect
• 40:01
  one
• 40:01
  object
• 40:02
  to
• 40:02
  another.
• 40:04
  While
• 40:04
  this
• 40:04
  subtle
• 40:05
  sound.
• 40:05
  I'll
• 40:05
  have
• 40:05
  the
• 40:05
  sound
• 40:06
  of
• 40:06
  a
• 40:06
  carabiner
• 40:07
  may
• 40:07
  seem
• 40:07
  insignificant
• 40:08
  to
• 40:08
  you
• 40:10
  in
• 40:10
  one
• 40:10
  moment,
• 40:11
  it
• 40:11
  did
• 40:11
  something
• 40:11
  profound
• 40:12
  to
• 40:12
  me.
• 40:13
  And
• 40:13
  I'll
• 40:13
  click
• 40:14
  the
• 40:14
  carabiner.
• 40:14
  It
• 40:14
  defined
• 40:15
  my
• 40:15
  life.
• 40:16
  When
• 40:17
  I
• 40:17
  wrote
• 40:17
  this,
• 40:17
  so
• 40:18
  to
• 40:18
  speak,
• 40:18
  I
• 40:18
  laid
• 40:19
  it
• 40:19
  all
• 40:19
  down.
• 40:19
  I
• 40:20
  did
• 40:20
  it
• 40:20
  in
• 40:20
  small
• 40:20
  pieces.
• 40:22
  I
• 40:23
  worked
• 40:23
  on
• 40:24
  small
• 40:24
  pieces.
• 40:25
  And
• 40:26
  then
• 40:26
  I
• 40:26
  put
• 40:26
  one
• 40:26
  piece
• 40:26
  together
• 40:27
  with
• 40:27
  the
• 40:27
  second
• 40:27
  piece.
• 40:28
  There
• 40:28
  was
• 40:28
  no
• 40:28
  third
• 40:28
  piece.
• 40:29
  I
• 40:29
  only
• 40:29
  have
• 40:29
  two
• 40:30
  pieces.
• 40:30
  Then
• 40:31
  I
• 40:31
  got
• 40:31
  the
• 40:31
  third
• 40:31
  piece.
• 40:32
  And
• 40:32
  that's
• 40:32
  all
• 40:32
  we
• 40:32
  have.
• 40:32
  We
• 40:33
  have
• 40:33
  nothing
• 40:33
  else.
• 40:34
  We're
• 40:34
  right
• 40:34
  here.
• 40:35
  We
• 40:35
  are
• 40:35
  not
• 40:36
  moving
• 40:36
  on
• 40:36
  until
• 40:36
  these
• 40:37
  three
• 40:37
  pieces
• 40:37
  you're
• 40:38
  good
• 40:38
  with.
• 40:38
  Then
• 40:39
  we
• 40:39
  add
• 40:39
  the
• 40:39
  fourth.
• 40:40
  This
• 40:40
  is
• 40:40
  incremental.
• 40:41
  It's
• 40:41
  how
• 40:41
  we
• 40:41
  climb
• 40:42
  a
• 40:42
  mountain.
• 40:42
  It's
• 40:42
  how
• 40:42
  we
• 40:43
  build
• 40:43
  a
• 40:43
  speech.
• 40:44
  Small
• 40:44
  steps
• 40:45
  get
• 40:45
  you
• 40:45
  to
• 40:45
  the
• 40:46
  summit.
• 40:47
  Where
• 40:47
  people
• 40:48
  fail,
• 40:48
  Graham,
• 40:49
  is
• 40:49
  they
• 40:49
  take
• 40:49
  this
• 40:50
  big
• 40:50
  long
• 40:50
  thing
• 40:51
  and
• 40:51
  it's
• 40:51
  completely
• 40:52
  overwhelming.
• 40:52
  And
• 40:52
  they
• 40:52
  think
• 40:53
  there's
• 40:53
  a
• 40:53
  shortcut.
• 40:54
  Shortcut
• 40:54
  to
• 40:54
  the
• 40:54
  summit
• 40:55
  of
• 40:55
  the
• 40:55
  mountain.
• 40:56
  Unless
• 40:56
  you're
• 40:56
  a
• 40:57
  genius
• 40:57
  with
• 40:57
  perfect
• 40:58
  recall.
• 41:00
  I'm
• 41:00
  not.
• 41:01
  Not
• 41:01
  many
• 41:01
  out
• 41:01
  there,
• 41:01
  I
• 41:02
  guess,
• 41:02
  right?
• 41:03
  I
• 41:03
  guess
• 41:03
  it's
• 41:04
  possible
• 41:04
  I've
• 41:05
  not
• 41:05
  had
• 41:05
  one
• 41:05
  like
• 41:05
  that.
• 41:06
  But
• 41:06
  to
• 41:07
  everyone
• 41:07
  who
• 41:08
  has
• 41:08
  something
• 41:08
  to
• 41:09
  do
• 41:09
  like
• 41:09
  that,
• 41:09
  you're
• 41:10
  on
• 41:10
  a
• 41:10
  mountain.
• 41:11
  Take
• 41:11
  a
• 41:11
  step
• 41:12
  at
• 41:12
  a
• 41:12
  time.
• 41:13
  You
• 41:13
  can't
• 41:13
  do
• 41:13
  it
• 41:14
  alone.
• 41:15
  Get
• 41:15
  some
• 41:15
  help
• 41:16
  and
• 41:16
  take
• 41:17
  your
• 41:17
  time
• 41:17
  and
• 41:18
  be
• 41:18
  patient.
• 41:19
  There's
• 41:20
  going
• 41:20
  to
• 41:20
  be
• 41:20
  bad
• 41:20
  weather.
• 41:21
  You're
• 41:21
  going
• 41:21
  to
• 41:21
  fall
• 41:21
  through
• 41:21
  a
• 41:21
  crevasse.
• 41:22
  You're
• 41:22
  going
• 41:22
  to
• 41:22
  get
• 41:22
  hit
• 41:23
  by
• 41:23
  a
• 41:23
  rainstorm.
• 41:23
  That's
• 41:24
  forgetting
• 41:24
  your
• 41:24
  lines.
• 41:25
  Oh,
• 41:25
  my
• 41:25
  God.
• 41:25
  What
• 41:25
  do
• 41:26
  I
• 41:26
  do
• 41:26
  now?
• 41:27
  I
• 41:27
  just
• 41:27
  think
• 41:28
  we
• 41:28
  look
• 41:28
  at
• 41:28
  it
• 41:28
  as
• 41:28
  this
• 41:29
  big
• 41:29
  gargantuan
• 41:30
  thing,
• 41:30
  and
• 41:30
  it's
• 41:30
  intimidating.
• 41:31
  It
• 41:31
  doesn't
• 41:32
  have
• 41:32
  to
• 41:32
  be
• 41:32
  that
• 41:33
  slow,
• 41:33
  steady
• 41:34
  beats.
• 41:34
  That's
• 41:35
  where
• 41:35
  10,000
• 41:35
  hour
• 41:36
  comes
• 41:36
  in
• 41:36
  a
• 41:37
  little
• 41:37
  bit
• 41:37
  at
• 41:37
  a
• 41:37
  time,
• 41:37
  little
• 41:37
  bit
• 41:38
  at
• 41:38
  a
• 41:38
  time,
• 41:38
  little
• 41:38
  bit
• 41:38
  at
• 41:39
  a
• 41:39
  time.
• 41:39
  Before
• 41:39
  you
• 41:39
  know
• 41:39
  it,
• 41:40
  it's
• 41:40
  seamless.
• 41:40
  You
• 41:40
  get
• 41:40
  up
• 41:40
  on
• 41:41
  that
• 41:41
  stage,
• 41:42
  it's
• 41:42
  like
• 41:42
  singing
• 41:42
  a
• 41:42
  song
• 41:43
  you've
• 41:43
  sung
• 41:43
  in
• 41:43
  the
• 41:43
  shower
• 41:43
  for
• 41:44
  30
• 41:44
  years.
• 41:44
  I
• 41:44
  know
• 41:44
  every
• 41:45
  Beatles
• 41:45
  song
• 41:45
  because
• 41:46
  I
• 41:46
  sing
• 41:46
  them
• 41:46
  in
• 41:46
  the
• 41:46
  shower
• 41:47
  all
• 41:47
  the
• 41:48
  time.
• 41:48
  Sounds
• 41:49
  like
• 41:49
  a
• 41:49
  way
• 41:49
  to
• 41:49
  have
• 41:50
  a
• 41:50
  great
• 41:50
  day,
• 41:50
  go
• 41:51
  through
• 41:51
  the
• 41:51
  whole
• 41:51
  Beatles
• 41:52
  catalog.
• 41:52
  I
• 41:53
  again,
• 41:53
  from
• 41:53
  my
• 41:53
  point,
• 41:54
  from
• 41:54
  my
• 41:54
  acting
• 41:54
  experience.
• 41:55
  I
• 41:55
  remember
• 41:55
  the
• 41:55
  first
• 41:55
  musical
• 41:56
  theater
• 41:56
  show
• 41:56
  I
• 41:56
  was
• 41:57
  in
• 41:58
  and
• 41:58
  I
• 41:58
  went
• 41:58
  through
• 41:58
  the
• 41:58
  script
• 41:59
  and
• 41:59
  I
• 41:59
  highlighted
• 41:59
  all
• 42:00
  the
• 42:00
  lines
• 42:00
  that
• 42:00
  were
• 42:00
  mine
• 42:01
  and
• 42:02
  had
• 42:02
  that
• 42:02
  same
• 42:02
  feeling
• 42:02
  you
• 42:03
  describe
• 42:03
  of
• 42:03
  intimidation.
• 42:04
  This
• 42:04
  is
• 42:04
  so
• 42:05
  much
• 42:05
  to
• 42:05
  remember.
• 42:06
  How
• 42:06
  will
• 42:06
  I
• 42:06
  do
• 42:06
  it?
• 42:07
  And
• 42:07
  yet,
• 42:08
  five
• 42:08
  weeks
• 42:09
  of
• 42:09
  rehearsal
• 42:09
  later,
• 42:10
  three
• 42:10
  times
• 42:10
  a
• 42:10
  week,
• 42:11
  not
• 42:11
  only
• 42:11
  did
• 42:11
  I
• 42:12
  know
• 42:12
  my
• 42:12
  lines,
• 42:13
  but
• 42:13
  I
• 42:13
  knew
• 42:13
  everybody
• 42:14
  else's
• 42:14
  lines.
• 42:15
  You
• 42:15
  can
• 42:15
  play
• 42:16
  the
• 42:16
  other
• 42:16
  part
• 42:16
  because.
• 42:17
  They
• 42:17
  don't
• 42:17
  tell
• 42:17
  you
• 42:17
  at
• 42:18
  the
• 42:18
  start
• 42:18
  that
• 42:18
  unless
• 42:18
  you
• 42:19
  know
• 42:19
  everybody
• 42:19
  else's
• 42:19
  lines
• 42:20
  and
• 42:20
  what
• 42:20
  they're
• 42:20
  doing.
• 42:21
  Like
• 42:21
  knowing
• 42:21
  your
• 42:21
  lines
• 42:22
  in
• 42:22
  isolation
• 42:22
  isn't
• 42:22
  really
• 42:23
  that
• 42:23
  much
• 42:23
  use.
• 42:24
  So
• 42:24
  as
• 42:25
  a
• 42:25
  member
• 42:25
  of
• 42:25
  the
• 42:25
  company.
• 42:26
  But
• 42:26
  I'm
• 42:27
  glad
• 42:27
  they
• 42:27
  don't
• 42:27
  start.
• 42:27
  They
• 42:28
  don't
• 42:28
  initiate
• 42:28
  people
• 42:29
  that
• 42:29
  way
• 42:29
  of
• 42:29
  like,
• 42:30
  you're
• 42:30
  going
• 42:30
  to
• 42:30
  have
• 42:30
  to
• 42:30
  learn
• 42:30
  this
• 42:30
  entire
• 42:31
  book
• 42:31
  off
• 42:31
  by
• 42:31
  heart
• 42:32
  because
• 42:32
  it
• 42:32
  may
• 42:33
  put
• 42:33
  some
• 42:33
  wonderful
• 42:33
  people
• 42:33
  off.
• 42:34
  Well,
• 42:34
  we've
• 42:35
  seen
• 42:35
  actors.
• 42:35
  Some
• 42:35
  of
• 42:35
  my
• 42:36
  friends
• 42:36
  who
• 42:36
  are
• 42:36
  actors,
• 42:36
  they.
• 42:37
  They
• 42:37
  halfway
• 42:37
  through
• 42:38
  the
• 42:38
  play
• 42:38
  or
• 42:38
  let's
• 42:39
  just
• 42:39
  say
• 42:39
  six
• 42:39
  weeks
• 42:40
  in,
• 42:40
  they're
• 42:40
  having
• 42:40
  fun.
• 42:41
  They
• 42:41
  just
• 42:41
  switch
• 42:41
  roles.
• 42:42
  They're
• 42:42
  as
• 42:42
  good
• 42:43
  at
• 42:43
  the
• 42:43
  other
• 42:43
  role
• 42:43
  as
• 42:44
  they
• 42:44
  are
• 42:44
  they're
• 42:44
  on
• 42:44
  and
• 42:45
  boom.
• 42:45
  That's
• 42:46
  beautiful.
• 42:46
  That
• 42:46
  means
• 42:47
  you're
• 42:47
  in
• 42:47
  the
• 42:47
  moment.
• 42:47
  You
• 42:47
  know
• 42:48
  yours,
• 42:48
  you
• 42:48
  know
• 42:48
  the
• 42:49
  others,
• 42:49
  you
• 42:50
  know
• 42:50
  the
• 42:50
  beats,
• 42:51
  you
• 42:51
  know
• 42:51
  their
• 42:52
  timing.
• 42:52
  That's
• 42:53
  the
• 42:53
  beauty
• 42:53
  of
• 42:53
  it.
• 42:54
  You
• 42:54
  just
• 42:54
  get
• 42:54
  that
• 42:55
  rhythm
• 42:55
  with
• 42:56
  your
• 42:56
  mates.
• 42:57
  When
• 42:57
  you.
• 42:57
  Particularly
• 42:58
  not
• 42:58
  an
• 42:58
  improv,
• 42:59
  but
• 42:59
  when
• 42:59
  you're
• 42:59
  in
• 42:59
  the
• 42:59
  scripted
• 43:00
  play,
• 43:01
  that
• 43:01
  timing
• 43:02
  is
• 43:02
  critical.
• 43:03
  And
• 43:04
  if
• 43:04
  you've
• 43:04
  done
• 43:04
  Hamlet
• 43:05
  500
• 43:05
  times,
• 43:06
  you
• 43:06
  have
• 43:06
  to
• 43:07
  make
• 43:07
  Hamlet
• 43:07
  feel
• 43:08
  like
• 43:08
  it's
• 43:08
  the
• 43:08
  first
• 43:09
  time
• 43:09
  you've
• 43:09
  done
• 43:10
  it.
• 43:11
  That's
• 43:11
  not
• 43:11
  easy
• 43:11
  to
• 43:12
  do.
• 43:12
  But
• 43:12
  when
• 43:12
  you
• 43:12
  command
• 43:13
  the
• 43:14
  small
• 43:14
  pieces
• 43:14
  that
• 43:15
  sum
• 43:15
  up
• 43:15
  to
• 43:15
  the
• 43:15
  soliloquy,
• 43:17
  you
• 43:18
  don't
• 43:18
  even
• 43:18
  think
• 43:18
  about
• 43:19
  it.
• 43:19
  It's
• 43:19
  just
• 43:19
  seamless.
• 43:20
  You
• 43:20
  show
• 43:21
  up
• 43:21
  to
• 43:21
  be
• 43:22
  or
• 43:22
  not
• 43:22
  to
• 43:22
  be
• 43:23
  and
• 43:23
  you
• 43:23
  just
• 43:24
  let
• 43:24
  it
• 43:24
  go.
• 43:25
  That
• 43:25
  is
• 43:26
  the
• 43:26
  question.
• 43:28
  I
• 43:29
  remember
• 43:30
  I
• 43:30
  was
• 43:30
  in
• 43:30
  Beauty
• 43:31
  and
• 43:31
  the
• 43:31
  beast.
• 43:31
  I
• 43:31
  played
• 43:32
  LeFou
• 43:33
  playing
• 43:33
  opposite
• 43:33
  Gaston
• 43:35
  character.
• 43:37
  Wonderful
• 43:37
  time
• 43:39
  and
• 43:40
  the
• 43:41
  best
• 43:41
  guidance
• 43:41
  we
• 43:41
  got.
• 43:41
  I
• 43:42
  think
• 43:42
  it
• 43:42
  was
• 43:42
  the
• 43:42
  dress
• 43:42
  rehearsal
• 43:43
  or
• 43:43
  the
• 43:43
  tech
• 43:43
  rehearsal
• 43:43
  that
• 43:44
  the
• 43:44
  director
• 43:44
  came
• 43:44
  to
• 43:44
  us.
• 43:45
  And
• 43:45
  I
• 43:45
  think
• 43:45
  it
• 43:45
  was
• 43:46
  a
• 43:46
  little
• 43:46
  flat
• 43:47
  and
• 43:47
  a
• 43:47
  little
• 43:47
  Too
• 43:47
  rehearsed.
• 43:49
  And
• 43:49
  she
• 43:49
  said
• 43:49
  to
• 43:49
  us
• 43:50
  both,
• 43:51
  listen,
• 43:51
  I
• 43:51
  want
• 43:51
  you
• 43:51
  to
• 43:51
  go
• 43:52
  out
• 43:52
  there
• 43:52
  this
• 43:52
  week
• 43:52
  and
• 43:53
  try
• 43:54
  and
• 43:54
  upstage
• 43:54
  each
• 43:54
  other
• 43:55
  every
• 43:55
  night,
• 43:55
  and
• 43:56
  that
• 43:56
  will
• 43:56
  work
• 43:56
  wonders.
• 43:57
  And
• 43:57
  of
• 43:57
  course
• 43:57
  we
• 43:57
  did,
• 43:58
  and
• 43:59
  things
• 43:59
  were
• 43:59
  changed
• 44:00
  around
• 44:00
  and
• 44:00
  things
• 44:01
  were
• 44:01
  done
• 44:01
  with
• 44:01
  a
• 44:01
  little
• 44:01
  too
• 44:01
  much
• 44:02
  vigour
• 44:02
  at
• 44:02
  times.
• 44:02
  But
• 44:03
  because
• 44:03
  we
• 44:03
  both
• 44:04
  knew
• 44:05
  the
• 44:05
  narrative
• 44:06
  and
• 44:06
  knew
• 44:06
  how
• 44:06
  we
• 44:06
  interwove
• 44:07
  with
• 44:07
  each
• 44:07
  other,
• 44:08
  we
• 44:08
  could
• 44:08
  comfortably
• 44:09
  react
• 44:09
  to
• 44:09
  whatever
• 44:10
  happened
• 44:11
  because
• 44:11
  we
• 44:11
  knew
• 44:11
  the
• 44:12
  overall
• 44:12
  arc,
• 44:12
  we
• 44:12
  knew
• 44:12
  where
• 44:13
  things
• 44:13
  were
• 44:13
  going,
• 44:13
  we
• 44:13
  knew
• 44:13
  the
• 44:13
  purpose
• 44:14
  of
• 44:14
  every
• 44:14
  line
• 44:15
  and
• 44:16
  how
• 44:16
  it
• 44:16
  formed
• 44:17
  part
• 44:17
  of
• 44:17
  the.
• 44:18
  Each
• 44:18
  line
• 44:19
  is
• 44:19
  a
• 44:19
  brick
• 44:19
  that
• 44:19
  forms
• 44:20
  the
• 44:20
  wall
• 44:20
  of
• 44:20
  the
• 44:21
  story,
• 44:21
  and
• 44:22
  you.
• 44:22
  Want
• 44:22
  to
• 44:22
  place
• 44:22
  them,
• 44:23
  you
• 44:23
  bring
• 44:23
  the
• 44:23
  brick,
• 44:23
  you
• 44:24
  build
• 44:24
  a
• 44:24
  cathedral.
• 44:24
  And
• 44:25
  I
• 44:25
  love
• 44:25
  that
• 44:25
  mindset.
• 44:26
  Basically,
• 44:26
  with
• 44:26
  LeFou
• 44:27
  and.
• 44:27
  And
• 44:28
  Gaston,
• 44:29
  no
• 44:29
  one
• 44:29
  smells
• 44:29
  like
• 44:30
  Gaston,
• 44:30
  no
• 44:30
  one
• 44:31
  runs
• 44:31
  like
• 44:31
  Gaston.
• 44:32
  And
• 44:32
  LeFou
• 44:32
  played
• 44:33
  such
• 44:33
  a
• 44:33
  part
• 44:33
  in
• 44:34
  just
• 44:34
  goosing
• 44:34
  up
• 44:35
  that
• 44:35
  character.
• 44:36
  And,
• 44:36
  and
• 44:36
  so
• 44:36
  you
• 44:37
  can
• 44:37
  really
• 44:37
  play
• 44:37
  that
• 44:37
  outside
• 44:38
  outsized
• 44:40
  LeFou
• 44:41
  because
• 44:41
  you're.
• 44:42
  You're
• 44:42
  propping
• 44:42
  up
• 44:43
  that
• 44:44
  my
• 44:45
  mom's
• 44:45
  large
• 44:46
  as
• 44:46
  a
• 44:46
  barge
• 44:46
  and
• 44:47
  he's
• 44:47
  drinking
• 44:47
  his
• 44:47
  eggs.
• 44:49
  That's
• 44:49
  a
• 44:50
  good
• 44:50
  one.
• 44:50
  Who
• 44:50
  needs
• 44:50
  nil
• 44:51
  propping
• 44:51
  up?
• 44:51
  He
• 44:52
  props
• 44:52
  himself.
• 44:53
  Good
• 44:54
  point.
• 44:55
  You
• 44:55
  can
• 44:55
  be
• 44:55
  really,
• 44:56
  really
• 44:56
  out
• 44:56
  there
• 44:56
  with
• 44:56
  that.
• 44:57
  I
• 44:57
  had
• 44:57
  a
• 44:57
  lot
• 44:57
  of
• 44:57
  fun
• 44:58
  competing
• 44:58
  with
• 44:58
  the
• 44:59
  girls
• 44:59
  of
• 44:59
  the
• 44:59
  village
• 45:00
  for
• 45:00
  his
• 45:00
  attention.
• 45:00
  And
• 45:01
  of
• 45:01
  course,
• 45:01
  everyone
• 45:01
  fails,
• 45:02
  right?
• 45:02
  Because
• 45:02
  he's
• 45:02
  only
• 45:03
  interested
• 45:03
  in
• 45:03
  the.
• 45:03
  Just
• 45:04
  the
• 45:04
  bell.
• 45:06
  The
• 45:06
  time
• 45:06
  has
• 45:06
  flown
• 45:07
  so
• 45:07
  fast.
• 45:08
  I
• 45:08
  feel
• 45:08
  like
• 45:08
  we
• 45:09
  could
• 45:09
  talk
• 45:09
  for
• 45:10
  a
• 45:10
  whole
• 45:10
  lot
• 45:10
  longer.
• 45:10
  But
• 45:11
  I
• 45:11
  want
• 45:12
  to,
• 45:12
  before
• 45:12
  we
• 45:13
  head
• 45:13
  off,
• 45:13
  wish
• 45:13
  you
• 45:13
  the
• 45:13
  very
• 45:14
  best
• 45:14
  for
• 45:14
  Luxembourg.
• 45:15
  I
• 45:15
  appreciate
• 45:16
  it.
• 45:16
  Thank
• 45:16
  you
• 45:16
  very
• 45:16
  much.
• 45:16
  Give
• 45:17
  my
• 45:17
  regards
• 45:17
  to
• 45:17
  the
• 45:17
  UK
• 45:17
  on
• 45:18
  your
• 45:18
  way
• 45:18
  through.
• 45:18
  I
• 45:18
  will.
• 45:19
  I'll
• 45:19
  be
• 45:19
  in
• 45:19
  London
• 45:19
  for
• 45:20
  a
• 45:20
  day
• 45:20
  and
• 45:20
  be.
• 45:20
  I'll
• 45:20
  say
• 45:21
  hello
• 45:21
  to
• 45:21
  the
• 45:21
  Queen
• 45:21
  or
• 45:22
  the
• 45:22
  King.
• 45:22
  Or
• 45:22
  the
• 45:23
  King.
• 45:23
  Sorry,
• 45:23
  no
• 45:23
  Queen
• 45:24
  anymore.
• 45:24
  But
• 45:24
  the
• 45:24
  King,
• 45:25
  definitely
• 45:25
  my
• 45:25
  namesake
• 45:26
  and
• 45:28
  I
• 45:28
  will
• 45:28
  pass.
• 45:31
  Give
• 45:32
  him
• 45:32
  my
• 45:32
  regards.
• 45:33
  It's
• 45:34
  a
• 45:34
  pleasure
• 45:34
  group.
• 45:34
  Thank
• 45:35
  you.
• 45:35
  Before
• 45:35
  then
• 45:36
  on
• 45:36
  the
• 45:36
  way,
• 45:36
  if
• 45:37
  folks
• 45:37
  I'm
• 45:38
  sure,
• 45:38
  are
• 45:38
  inevitably
• 45:39
  interested
• 45:39
  in
• 45:39
  finding
• 45:39
  out
• 45:40
  more
• 45:40
  about
• 45:40
  Chuck
• 45:41
  Garcia
• 45:41
  and
• 45:41
  the
• 45:43
  wonderful
• 45:43
  things
• 45:43
  that
• 45:43
  you
• 45:44
  teach,
• 45:44
  where
• 45:44
  on
• 45:45
  the
• 45:45
  Internet
• 45:45
  can
• 45:45
  they
• 45:46
  find
• 45:46
  you?
• 45:46
  Or
• 45:46
  where
• 45:46
  on
• 45:46
  Amazon.com
• 45:47
  can
• 45:47
  they
• 45:47
  find
• 45:48
  you
• 45:48
  if
• 45:48
  they
• 45:48
  want
• 45:48
  to
• 45:48
  learn
• 45:48
  more?
• 45:49
  Well,
• 45:49
  if
• 45:49
  you
• 45:49
  remember
• 45:49
  my
• 45:50
  name,
• 45:50
  Chuck
• 45:50
  Garcia,
• 45:51
  you
• 45:51
  got
• 45:51
  all
• 45:51
  of
• 45:51
  it.
• 45:52
  So
• 45:52
  you
• 45:52
  can
• 45:52
  go
• 45:52
  to
• 45:52
  chuckgarcia.com
• 45:53
  if
• 45:53
  you
• 45:53
  just
• 45:54
  add
• 45:54
  a
• 45:54
  dot
• 45:54
  com
• 45:54
  to.
• 45:55
  You
• 45:55
  can
• 45:55
  always
• 45:55
  go
• 45:55
  to
• 45:55
  my
• 45:55
  website
• 45:56
  for
• 45:56
  my
• 45:57
  books,
• 45:57
  A
• 45:57
  Climb
• 45:57
  to
• 45:58
  the
• 45:58
  Top,
• 45:58
  which
• 45:59
  is
• 45:59
  public
• 45:59
  speaking
• 45:59
  using
• 46:00
  mountaineering
• 46:00
  as
• 46:00
  a
• 46:01
  metaphor
• 46:01
  for
• 46:01
  it.
• 46:01
  My
• 46:02
  second
• 46:02
  one
• 46:02
  is
• 46:02
  Emotional
• 46:03
  Companion
• 46:03
  called
• 46:04
  the
• 46:04
  Moment
• 46:04
  that
• 46:04
  Defines
• 46:04
  yous
• 46:05
  Life.
• 46:05
  If
• 46:05
  you
• 46:05
  put
• 46:06
  in
• 46:06
  my
• 46:06
  name
• 46:06
  into
• 46:06
  the
• 46:06
  Amazon
• 46:07
  link,
• 46:07
  you
• 46:07
  see
• 46:07
  my
• 46:08
  books,
• 46:08
  but
• 46:08
  mostly
• 46:09
  get
• 46:09
  in
• 46:09
  touch
• 46:10
  with
• 46:10
  me.
• 46:10
  There's
• 46:10
  a
• 46:10
  contact
• 46:10
  tab
• 46:11
  on
• 46:11
  chuckgarcia.com,
• 46:12
  hit
• 46:12
  the
• 46:12
  contact
• 46:13
  tab
• 46:13
  touch
• 46:14
  base
• 46:14
  with
• 46:14
  me.
• 46:14
  I'm
• 46:15
  delighted
• 46:15
  to
• 46:15
  do
• 46:15
  that.
• 46:15
  And
• 46:15
  Graham,
• 46:15
  I'm
• 46:16
  grateful
• 46:16
  for
• 46:16
  the
• 46:16
  opportunity
• 46:17
  to
• 46:17
  collaborate
• 46:17
  with
• 46:17
  you.
• 46:18
  Likewise.
• 46:18
  And
• 46:18
  I
• 46:18
  can
• 46:19
  vouch
• 46:19
  for
• 46:19
  you,
• 46:19
  Chuck,
• 46:19
  and
• 46:20
  for
• 46:20
  anyone
• 46:20
  pondering
• 46:21
  whether
• 46:21
  or
• 46:21
  not
• 46:21
  they
• 46:22
  should
• 46:22
  do
• 46:22
  it,
• 46:22
  I
• 46:23
  can.
• 46:23
  I
• 46:23
  can
• 46:23
  vouch
• 46:23
  for
• 46:24
  what
• 46:24
  a
• 46:24
  wonderful
• 46:24
  choice
• 46:25
  it
• 46:25
  is
• 46:25
  to
• 46:25
  get
• 46:25
  in
• 46:25
  touch
• 46:25
  with
• 46:25
  you.
• 46:26
  Appreciate
• 46:26
  it.
• 46:26
  Thank
• 46:26
  you.
• 46:26
  Thanks
• 46:27
  for
• 46:27
  your
• 46:27
  time.
• 46:27
  All
• 46:27
  the
• 46:28
  best,
• 46:28
  Graham.
• 46:28
  Thank
• 46:28
  you.
• 46:29
  Thanks
• 46:29
  for
• 46:29
  tuning
• 46:29
  in
• 46:29
  to
• 46:30
  Transformed
• 46:30
  with
• 46:30
  Data.
• 46:31
  If
• 46:32
  today's
• 46:32
  conversation
• 46:32
  gave
• 46:33
  you
• 46:33
  even
• 46:33
  one
• 46:33
  insight,
• 46:34
  one
• 46:34
  aha
• 46:34
  moment,
• 46:35
  or
• 46:35
  one
• 46:35
  new
• 46:35
  idea
• 46:36
  to
• 46:36
  take
• 46:36
  action
• 46:36
  on,
• 46:37
  do
• 46:37
  me
• 46:37
  a
• 46:38
  favor.
• 46:38
  Subscribe,
• 46:39
  leave
• 46:39
  a
• 46:39
  review,
• 46:40
  and
• 46:40
  share
• 46:40
  this
• 46:40
  with
• 46:41
  someone
• 46:41
  who's
• 46:41
  ready
• 46:41
  to
• 46:41
  level
• 46:42
  up.
• 46:42
  Until
• 46:43
  next
• 46:43
  time,
• 46:43
  keep
• 46:44
  asking
• 46:44
  the
• 46:44
  right
• 46:44
  questions,
• 46:45
  keep
• 46:45
  challenging
• 46:46
  the
• 46:46
  status
• 46:46
  quo,
• 46:47
  and
• 46:47
  keep
• 46:47
  transforming
• 46:48
  with
• 46:48
  data.