It matters where you finish.

You just have to do things you never think you're gonna have to do in orderto survive and get through it when you're going through hell.

Don't stop.

Don't pitch a tent.

Inhale.

Don't build a holiday in inhale.

It takes a long as it takes.

I hate to say that you know, you could go to the gym for nine hours, but you won't get into shape.

But if you go to the gym every day for 20 minutes, you will get into shape.

But the problem is, I don't know how long it takes.

It'll be a little quicker for some little slur for others, and so there's no app for trust.

There's no app for that.

You know, this is a human condition, and we have to do the things that are right for human beings.

And you won't build trust with everybody on the team at the same pace.

Some will be quicker and some will be slower.

How long does it take to make a friend?

I don't know.

I just know that if you do the right thing, you will make a friend gotta get up.

You gotta get out.

The amount of time you spend outside your proximity or location where you sleep gives you a better chance to being successful.

So get up, get out.

Go meet the world head on, folks.

No matter how bad it ISS, I'm gonna tell you something that a lot of people 99% of people disagree with.

Everybody says, Follow your passions.

I say That's bullshit.

I say, Follow your effort.

It's amazing how we're all passionate about things.

We are all passionate about something helping veterans, helping this organization, helping this group.

That's great.

But no matter what it all nets out to, where do you put your time?

Because when people put in their time, you get better at things on.

When you get better at something and get good at something, then you have a chance to be great at something.

You know what I've learned?

Nobody ever quits anything they're great at.

And once you get great at, it's amazing how passionate you become about it.

Follow your efforts.

You are the architect of tomorrow.

Sometimes in order to stay on our priority pathway.

Yeah, you got to say no kind of saying so.

I've really become a master of saying that's just not working for me.

But in years past, I was too cluttered.

Yeah, so every single organization on the planet, even our own careers, always function on the same three levels.

What we do, how we do it and why we do it.

Everybody knows what they do thes the products we sell, the services we offer.

Some know how they do it, these things we call our unique selling propositions or our differential value properties, whatever the things that we think make a stand out from the crowd.

But very, very few people in very, very few organizations can clearly articulate why they do what they dio by.

Why I don't mean to make money.

That's a result by why, I mean, what is your purpose?

What is your cause?

What is your belief?

Why does your company exist?

Why did you get out of bed this morning?

And why should anyone care?

And what I learned is that organizations or leaders that start with by telling you what they do are less able to inspire people to do business with them, inspire loyalty, were those who start with why, whether it's Steve Jobs or Mahatma Gandhi are able to command loyalty and are able Thio innovate in ways that others cannot.

And the reason I say that every company functions this way is because the model is not based on highfalutin management theory.

It's based on the biology of human decision making.

This is how the brain works that when you start with why it talks to the part of brain of the brain that is responsible for decision making and feelings like trust and loyalty.

But it's not responsible for language, which is why it's hard to put into words.

Yeah, get up, get out, go meet the world head on, go meet whatever it is, Okay, You gotta make up to somebody.

You gotta apologize for something you've done.

You gotta make up the damage of of years of neglect and maybe, uh, betrayal.

And look, I've done all that.

I've had all those things where I screwed up, over and over and over again.

My reputation sucked.

I was between the ages of 15 and 25 years old.

It was like I was doing everything I could just a damage damage my reputation.

Okay, if it made me look bad, I did it.

So here today, I'm gonna spend 10 days, 14 days, something like that up here.

With that view, you can fix anything.

I'm proof that you can fix anything.

Anything could be fixed.

Anything can be fixed.

But you gotta fix it.

You gotta fix it.

You can't.

Just sweeping under the old rug.

You gotta fix that.

You gotta clean up the damage.

You've gotta pay the price.

Clean up your debts.

Do what you say you're gonna do.

Become the most dependable person in your space.

Come to go to person.

Oh, I could put that person on stage and know exactly what they're gonna get for me.

I could put that person in the game, and I know what play they're gonna run.

I could put that person on the floor, and I know they're going to get it done.

Be the go to person.

Yeah, you know, those first couple months I remember thinking to myself, I'm in business two months now.

You know, I remember getting to the point where I had $15,000 in sales probably six months into the company, and I'm still living in the middle and thinking, Okay, I could do this, I could do this.

And along the way, it was lots of trial and error.

You know, there were things that were new to me, things that were terrifying to me, things that would just I would break out in a sweat.

But I always remember going into my customers and just trying to be brutally honest and say to them, If I can help you, if I could bring value if I could make your company more competitive, more profitable, will you work with me?

And you don't have to put money?

I'll do the work to prove it on defy, get it done.

Then we'll, you know, we'll figure it all out, you know?

Or they agreed to a price and then paid at that point, and one by one, I just kept on making customers happy and lost some, you know, for everyone I lost, picked up three, and I got I was so nervous about the whole thing that, you know, I just I couldn't imagine slowing down, you know?

And so people talk about, you know, life, family balance.

I had done.

I mean, I literally remember dating some girl.

This is truth on git was like we've been dating a couple of years.

Like Mark, You're so into your work.

I mean, I wanna picket fence.

I want a house.

I want kids, you know?

I mean, it's me or your job.

And I was like, me and your or your company.

And I was like, What's your name again?

I'm 60 years old and everybody who works for me.

It's younger than me and they'll tell you, I'll work you up under the table.

Vision is an internal thing, right?

It is the world that you want to live in, Right?

Jobs was the rebel, and he always was against big business.

All the visionaries that we know have some sort of personal experience.

And imagine a world that is different to the one they live in now.

And we'll use their businesses to help build that world.

That doesn't mean they're the only ones doing it.

But what makes them a leader is there the one leading towards that place.

Right?

So vision has to come from you.

If you're the founder of a company, your business is not the only way you do it.

What have you quit your business and start another one?

It doesn't matter.

They should all be contributing towards this vision and you're not the only one doing it.

But if you're the one preaching it and you're using your company to advance it, that makes you the leader.

That's why everybody copies you.

But it's not about anticipating the market trend, which is an interesting you're asking me.

It's got to start with values the interest come second if you're gonna make mistakes and you make them fast, right, If you're gonna lose the deal, make him lose the deal fast.

If you're not gonna make any money on the deal, make sure the deal is quick.

There's part of you that either wants to create a business or you're obviously already have created a business.

The hardest part is taking that first step right.

There's always that line like I was talking about earlier, that you have to take a step past.

But the thing people always say, Well, you know, you're not afraid to start a business.

Why?

Why aren't you?

It's terrifying or, you know, I just It scares me to do it.

And my my attitude has always been, if you're prepared, it's not a risk, right?

Bobby Knight, who was the coach of Indiana University, used to say, Everybody's got the will to win, but it's only those with the will to prepare that do win.

And the same applies to business.

We've all seen her friends go out there and just wing it.

You know, it's my passion.

We're all passionate about something I'm passionate about.

Basketball doesn't make me an MBA player, right?

It's not just about passion.

It's not just about saying I'm doing it.

It's not even about incorporating.

It's not about the idea it's about.

Are you prepared?

And are you willing to do the work?

You gotta quit.

You gotta quit saying nonsensical stuff like, you know, I'm happy where I'm at and we're good.

We're all good, you know?

This is is good.

Everything is good.

I'm better off with somebody in that.

You've got to quit comparing yourself to other people.

You gotta quit talking like the middle class.

Like like you've somehow arrived because somebody in Iran is suffering.

Yeah.

You know, you're good until you're not There's nobody watching that gives enough money to charity.

Yeah, okay, everybody watching should be able to give a million dollars a year to charity.

But you can't.

You know why you can't?

You would if you could, but you can't because you didn't.

You didn't produce enough.

Because by the way, it's not your money anyway.

Yeah, Somebody else gave you the money and you pass it on most of you like I'm really charitable.

I'm really good.

But you never do enough.

Why?

Because you never had enough because you didn't produce enough because you didn't work enough because you didn't expand enough.

So I would just say to people, Look, have some loftier goals.

You are at your best when you are authentic to your core on.

You have to be what you are, not what they call you.

You know, I tend to believe that there's no finality in anything, you know.

It's not like you know.

You're even though we are lives air finite.

Life is infinite.

Life goes on.

And for me, the goal is not to produce something that has an end point but to produce something that has momentum that can live on beyond me.