June 12, 2026
How James B. Hayden Built $1B in Sales Success
James B. Hayden is a Seattle-based business executive, sales strategist, author, and speaker with more than 30 years of experience in enterprise sales, business development, and revenue leadership. He has advised organizations across multiple industries on how to improve sales performance, develop effective go-to-market strategies, and build long-term customer relationships. Over the course of his career, he has contributed to more than $1 billion in revenue generation through leadership roles focused on growth and execution.
Hayden is the author of Real World Selling Strategies: The Art of the Selling Conversation, which focuses on practical techniques for improving sales conversations and strengthening client engagement. He is also a founding team member of TEDxSeattle, reflecting his involvement in the broader Seattle innovation and ideas community.
In his consulting and speaking work, Hayden helps executives, entrepreneurs, and sales teams improve performance, strengthen leadership capability, and navigate complex sales environments. His approach emphasizes clear communication, disciplined execution, and relationship-driven growth strategies.
Transcript
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[SPEAKER_00]: Welcome back listeners of the randomness of nothing podcast your host for shot woods.
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[SPEAKER_00]: As always, it's always about entrepreneurship taking ownership of your life your career and how you want to best position yourself for success.
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[SPEAKER_00]: This is a no excuses show, in case anybody's listening.
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[SPEAKER_00]: Cause man epitomizes it, business the business strategy is fresh.
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[SPEAKER_00]: fractional CRL GTM strategists from the beautiful city of Seattle Washington City of Champions, Jane Tate.
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[SPEAKER_01]: Thank you.
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[SPEAKER_01]: For sure.
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[SPEAKER_01]: I'd good to be here, Emily.
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[SPEAKER_01]: Team again has been has been a while and I wish you came for the the Lions.
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[SPEAKER_01]: Thank you.
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[SPEAKER_00]: I know my gosh, we came crucially close.
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[SPEAKER_00]: I was the one corner away that San Francisco name still hearts man.
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[SPEAKER_00]: Incredible.
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[SPEAKER_00]: Incredible.
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[SPEAKER_00]: I beg you, thank you.
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[SPEAKER_00]: Yeah, and you know, like I said, see I was a beautiful city and your accomplishments, you know, have really, you know, it's really stand out.
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[SPEAKER_00]: So can you tell us which would it's like to bring stuff from zero to the pinnacle success?
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[SPEAKER_01]: Um, yeah, wow, it's, um, I can show you the scars.
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[SPEAKER_01]: But you know, it's, it's, um, one of one of the reasons I'm doing what I'm doing now,
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[SPEAKER_01]: the advisory work, but also working as a mentor or what I call a mentor and with a lot of businesses, and that's a mentor and an intern because there are things I don't know especially about tech.
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[SPEAKER_01]: I know quite a bit, but the other people know better than I do.
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[SPEAKER_01]: Anyway, that's my approach.
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[SPEAKER_01]: I've really found my voice over the last couple of years and my
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[SPEAKER_01]: gift to the world is I have a story to tell and I want to tell the story and I want to I want to be a service to other people.
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[SPEAKER_01]: I've worked with over 140 companies in my career.
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[SPEAKER_01]: Beautiful.
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[SPEAKER_01]: What does that mean?
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[SPEAKER_01]: I can't keep a job.
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[SPEAKER_01]: You could look at it that way and you know, I mean, there's an element of that kind of kind of interesting in it too.
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[SPEAKER_01]: I've done advisory work for over 140 companies.
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[SPEAKER_01]: What does that mean?
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[SPEAKER_01]: It means I see certain patterns that
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[SPEAKER_01]: CEO's executives companies the way they go and what I bring to the table is I can see it and stop it and and it's not just at a unconscious level as a conscious level as one of the reasons I wrote the book that I did in 2013 and republished in 23 with my partner, how far as big he mentioned in the you can go into companies and fix them
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[SPEAKER_01]: Um, and so tell me how you do it.
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[SPEAKER_01]: And it's like, well, you know, I just go in and it's, you know, you're an unconscious competent.
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[SPEAKER_01]: If you write the book with me, he was having difficulty writing the book and he needed a practitioner to bring in case studies use use cases in that.
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[SPEAKER_01]: That you'll go from being an unconscious competent to certainly
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[SPEAKER_01]: There are things that could be more conscious of, but it does, it has made a difference.
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[SPEAKER_01]: And one of the things, you know, one of the big messages I have is, we all have traumas.
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[SPEAKER_01]: We have, everybody I've talked to.
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[SPEAKER_01]: You go deep enough for somebody to get to know more about the established trust.
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[SPEAKER_01]: It's there.
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[SPEAKER_01]: And.
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[SPEAKER_01]: Where I was fortunate was, I had an amazing mother as a mentor that raised me, and and some people along the way that I'd latched onto as mentors that would give me some of that advice, but I had this burning fire, this passion.
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[SPEAKER_01]: And some of that came from the traumas I had or the insecurities I had.
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[SPEAKER_01]: And I look at it today.
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[SPEAKER_00]: Sure.
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[SPEAKER_01]: I was adopted a birth.
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[SPEAKER_00]: I saw that.
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[SPEAKER_01]: I saw this last year did the ancestry DNA test raises an only child 15 half siblings.
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[SPEAKER_00]: That's wild.
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[SPEAKER_01]: That's wild.
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[SPEAKER_01]: I love them to bits.
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[SPEAKER_01]: They're great people, but I've learned so much about that.
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[SPEAKER_01]: And it really opened up, it opened up my voice because I
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[SPEAKER_01]: I had that puzzle piece that was in place to really stand who I am in terms of my biology because there's nature and nurture in all of us, right?
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[SPEAKER_01]: Right.
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[SPEAKER_01]: And so it filled that piece in and it really routed out my voice and feeling like I've a message to take out to the world.
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[SPEAKER_01]: So how did all this, you know, how did all this come into be over my career?
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[SPEAKER_01]: that insecurity that drive, I talked to so many other entrepreneurs that they had, there's something in them where I've got to prove myself.
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[SPEAKER_00]: I've got a question.
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[SPEAKER_01]: I've got a question.
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[SPEAKER_01]: I've got a mission to the world, right?
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[SPEAKER_01]: And for me, it was, I didn't always feel I belonged because, you know, all my friends had a mom and dad that raised them, I didn't.
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[SPEAKER_01]: I had a couple things hit.
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[SPEAKER_01]: First of all, I found out what I met my birth mother that her mom gave for something that she thought would get her to abort me.
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[SPEAKER_01]: Yeah, turned out it was 29, which was a myth, right?
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[SPEAKER_01]: So I had that data point.
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[SPEAKER_01]: I met her sometime ago.
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[SPEAKER_01]: The other other piece was my grandmother, my mom, that raised me when I was seven, sat down at a dinner table with me when I'm living in California and said, look, you just have to be prepared to settle because
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[SPEAKER_01]: you'll never amount to as much as your cousins in Florida because you're not of blood.
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[SPEAKER_01]: Yeah, my mom got ahold of this stuff, but Rashad, what it did for me is little five.
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[SPEAKER_01]: Oh, dude, it was unbelievable.
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[SPEAKER_01]: So from that point on as a kid, I was, I had two paper routes back when paper routes weren't paying it.
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[SPEAKER_01]: I've always earned, we lived in near Santa Barbara in California and I've always earned the trips to Disneyland and the, you know, the subscription awards.
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[SPEAKER_01]: I had no issue knocking on doors and part of that insecurity I had was I didn't have a problem with somebody rejecting me exactly exactly exactly.
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[SPEAKER_01]: In my psyche, I didn't know, I hadn't been held by a human for five days.
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[SPEAKER_01]: That's what they used to do.
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[SPEAKER_01]: They glove up and everything.
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[SPEAKER_01]: So there was some psychological shit deep down in size.
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[SPEAKER_01]: Fortunately, I was able to recognize that.
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[SPEAKER_01]: I didn't always feel like I was a coolest kid in school.
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[SPEAKER_00]: That kind of broke you.
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[SPEAKER_00]: like that can break a person right because hearing that you know is there's the flip side to that I don't want to cut you off is that is that person that you read about on the crime shows right when they find out You know what was said to them and what they live through the fact that you were able to turn that into a positive and use it as fueled You know to do the things that you did because there's there's there's a not so good side Totally absolutely and I've I found out about
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[SPEAKER_01]: the histories of my birth father and birth mother, and you know, I mean, interesting histories, like my birth father was a professional athlete.
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[SPEAKER_01]: He was in the Pittsburgh Pirate Sorganization trip away, but didn't make it to the, to the, to the big league, great sports coach, and everything, but you know, he, he had several different wives or baby mom is like five,
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[SPEAKER_01]: He had some addiction issues that were out there in his life, and fortunately I didn't face those, but you know, I had that drive that that just wouldn't I wouldn't be denied.
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[SPEAKER_01]: And some of some of it was a mentorship I got from my mom.
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[SPEAKER_01]: who would take me to meetings, and she had me doing self-affirmations every morning, and that kind of thing, and I mean, you read about other successful people who come from backgrounds that aren't, maybe the most desirable.
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[SPEAKER_00]: Right.
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[SPEAKER_01]: They're usually a parent or a mentor that's involved in it, and it works with them on that drive, and I think that's important to recognize that.
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[SPEAKER_01]: And other people, we all have stories, but you know, the,
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[SPEAKER_01]: What I really, what I really get and the way my stories changed is this vulnerability that we're talking about, where it like, I did not have, I did not have a perfect background, I even come from None of us do.
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[SPEAKER_01]: I mean, even in the families we looked to and go, oh, wow, you know, they have everything there's always absolutely.
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[SPEAKER_01]: always something going on.
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[SPEAKER_01]: It's like making the most of what we have, but it didn't break me, it gave me a fire that was just unquenchable.
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[SPEAKER_01]: The downside to that was I go into work situations that I'd look around, the people who, you know, I'm being compared to and I'd go, what do I have to
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[SPEAKER_01]: I would, I would outwork them.
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[SPEAKER_01]: I'd out hustle them.
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[SPEAKER_01]: The downside to that was, you know, raising a young family, personal cost.
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[SPEAKER_01]: Yeah, my wife and family remember being on vacations, we'd be on we're on some islands.
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[SPEAKER_01]: It sounds like you know around Washington State, we'd be on vacation.
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[SPEAKER_01]: And I would have to pull the car up.
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[SPEAKER_01]: on the island where I could get cell reception, so I could take calls when my family's on vacation.
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[SPEAKER_01]: I was not present for my family.
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[SPEAKER_01]: So that insecurity I had around proving myself, proving I was as good or better than other people, gave me that drive, but there was also
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[SPEAKER_01]: You know, certainly a young side.
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[SPEAKER_00]: Of course, there is no question with that.
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[SPEAKER_01]: And you know, I trust.
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[SPEAKER_01]: Yeah.
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[SPEAKER_01]: I mean, it, it, it all worked out.
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[SPEAKER_01]: And I understand it now.
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[SPEAKER_00]: You know, and the reality about it is just that nobody's perfect, right?
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[SPEAKER_00]: And sometimes that's all you knew.
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[SPEAKER_00]: And you know, whatever you do to be successful at, you start to become obsessed, right?
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[SPEAKER_00]: It can be, it becomes obsessive to people, right?
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[SPEAKER_00]: And, you know,
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[SPEAKER_00]: I remember when I watched the documentary one time on the bad boys' pistons and they said, you know, Dennis Rodman got found at like southeast Oklahoma State and they said, whoever was watching the city ran like he was running from something.
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[SPEAKER_00]: That's like this small junko college that nobody, like, you know, guys, the average guy would be like, nobody's going to see me.
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[SPEAKER_00]: I'm just going through the motions and they said, he's this one guy.
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[SPEAKER_00]: He's like, he's running like, you know, like, the world is after him and he has to leave something else
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[SPEAKER_01]: It's, yeah, when you, when you, when you see them, somebody.
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[SPEAKER_01]: You want to you want them on your team right right and and be be able channel at the other downside to that if they're not a team player and they and Rodman Rodman seemed to learn like with the bulls on that how to how to be part of that team and how to flow with it Yeah, but like I see some sales people that are just mavericks and they're they're pissing everybody else off on the team right and
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[SPEAKER_01]: And, you know, you just, it's so important to collaborate.
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[SPEAKER_01]: One of the latest things I've been reading about, they're discovering is the individual performers, it's great.
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[SPEAKER_01]: But at the cost of others, the people who were actually evolving are the people who learned how to collaborate and that's not a question.
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[SPEAKER_01]: That's one of the big secrets I believe today.
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[SPEAKER_00]: I think that also, too, is that because there are so many opportunities now to breach people in different markets and places, you know, you better at the end of the day and because there are so many things that can be replicated and we'll talk about the specific businesses that you help.
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[SPEAKER_00]: At some point, it has to be about you, yourself, selling your services because, you know, for example, artificial intelligence, you know, there are so many different firms, there are so many different duplicates, there are so many different replicated ones that are just as equal and comparable on the other.
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[SPEAKER_00]: Like the experience on this podcast, you know, I'm selling myself in my time to you and to my audience, because I understand that people can go a million different places.
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[SPEAKER_00]: You can talk to hundreds of thousands of different podcasters for various reasons.
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[SPEAKER_00]: But we link together because I have to sell myself to you.
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[SPEAKER_01]: That's it.
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[SPEAKER_01]: That's it.
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[SPEAKER_01]: A-A-I today is an amazing servant and it should be a servant, not a master, which I, you know what, what kind of freaks me out is Sam Friedman, Chad G-C, he's saying that people in their 20s and 30s, the biggest use of Chad G-P-T is therapy.
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[SPEAKER_01]: Do you think you're right?
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[SPEAKER_01]: Yeah, and that's incredible, and you know, their organizations all over the spectrum utilizing AI.
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[SPEAKER_01]: I'm coaching organizations on building AI into their, into their organization, into their sales process.
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[SPEAKER_01]: I mean, what it means is mind blowing the amount of information you can get, and how customized your communication can be if you're utilizing AI the right way.
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[SPEAKER_01]: AI is not
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[SPEAKER_01]: the answer for everything necessarily.
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[SPEAKER_01]: Mackenzie, the big consulting firm reported last week that for every dollar companies put into AI, they get three back.
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[SPEAKER_01]: And what they went on to say was it's it's
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[SPEAKER_01]: They need to be focused.
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[SPEAKER_01]: The ones that are focused on two to three areas of AI.
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[SPEAKER_01]: It's not prance, right?
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[SPEAKER_01]: Every guess of the resources.
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[SPEAKER_01]: But it's all over the map.
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[SPEAKER_01]: I was speaking with one company who I'd set them some information that AI had generated stuff I normally don't do.
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[SPEAKER_01]: And they were concerned because they're coaching their employees to communicate more human-like.
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[SPEAKER_01]: And they were concerned that I'd send them a document in AI.
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[SPEAKER_01]: Other organizations, some of the biggest organizations out there are starting to monitor their own, oh yes, and there's stack ranking people on how much they use it.
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[SPEAKER_00]: I saw that.
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[SPEAKER_01]: Yeah.
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[SPEAKER_01]: Isn't that crazy?
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[SPEAKER_00]: Yeah.
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[SPEAKER_01]: I think we're still figuring it out.
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[SPEAKER_01]: The big opportunity, one of the big opportunities, everybody I talk to wants to talk about, how to incorporate AI, where it replaces salespeople and that and it won't, to however you're going to.
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[SPEAKER_01]: You're going to be more successful if you use it.
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[SPEAKER_00]: I think the number one thing that people have to, you know, this is just my perspective and personal usage, right?
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[SPEAKER_00]: So if you were the spreadsheet guru who always made like spreadsheets and data points, you're going to have to evolve, right?
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[SPEAKER_00]: Because now that spreadsheets and data can be easily extracted and read, you know, that documentation.
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[SPEAKER_00]: But it's a supplemental tool to essentially start, you know, supplementing your skill set.
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[SPEAKER_00]: Like if you're already very analytical, then that's going to give you a leg up on the competition.
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[SPEAKER_00]: I always say though, too, that companies have a tendency to over-invest, right?
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[SPEAKER_00]: So everybody goes all in, it's like streaming, right?
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[SPEAKER_00]: Everybody wanted to do streaming, everybody didn't stream it.
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[SPEAKER_00]: And then they found out there wasn't a good ROI on it because it was more expensive and harder to retain customers than they thought.
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[SPEAKER_00]: And then there's the natural pullback.
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[SPEAKER_00]: I do think that there's going to be a healthy balance and there's going to be mergers and acquisitions in that field where companies are going to find out like, hey, I have to scale back a bit and I always use this example on different episodes like the self-check grocery line.
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[SPEAKER_00]: Everybody went all in and then now there's a gradual pullback because people wanted that personal interaction.
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[SPEAKER_00]: So there's going to be a healthy balance.
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[SPEAKER_01]: Yeah, absolutely, and I don't know if you've had the experience of working with an AI bot.
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[SPEAKER_01]: Yeah.
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[SPEAKER_01]: It's all going to shoot good luck.
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[SPEAKER_01]: Exactly.
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[SPEAKER_01]: It's that same kind of logic is what it used to be on the phone.
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[SPEAKER_01]: Press, you know, press volume on your phone.
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[SPEAKER_01]: It's too if you want that.
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[SPEAKER_01]: Seven if you want that.
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[SPEAKER_01]: It's like my mind is gone by the time I get through the whole that will phone tree and grading to I mean as as humans we are we're wired to be social animals and that's just our nature 90% of our communication is non-verbal you don't get that
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[SPEAKER_01]: I mean, we're shot.
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[SPEAKER_01]: If you were making like a major purchase a house or, you know, you know, going after your Lamborghini or, you know, what, what car you're going to get.
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[SPEAKER_00]: Yeah.
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[SPEAKER_01]: Would you, would you be comfortable to online or with, do you want to write along with you that you can trust and feel you can trust them?
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[SPEAKER_00]: Absolutely.
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[SPEAKER_00]: You want to be the test drive, the agent, the person that's going to be assisting you telling you the bells and whistles, the features.
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[SPEAKER_00]: You know, there comes a point where you're going to want that personal interaction, right?
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[SPEAKER_00]: You'll look everything up online to see how it looks, right, and picture yourself in it.
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[SPEAKER_00]: But you're going to want that personal touch to really make that final decision.
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[SPEAKER_01]: I mean, I was facing, I'm a real estate investor as well, and I was facing a situation in 2008 during the downturn where I got involved in a property, and it was just going nowhere.
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[SPEAKER_01]: I was upside down.
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[SPEAKER_01]: I'd quite a bit of money into it.
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[SPEAKER_01]: It was a good tuition payment if nothing else.
17:08.172 --> 17:08.292
[SPEAKER_01]: And,
17:09.570 --> 17:32.806
[SPEAKER_01]: There was a realtor, and I'll call him out, he's based in Seattle, he's one of the best best I know his name is Gorov sued, S-O-O-D, incredible guy, starting out in the business, he came to me and he said, look, you've got a lot of exposure in this, you've got a downside, I'm going to get you out of it, I know how to do it, I've got a plan, he came to me face to face
17:39.090 --> 17:50.133
[SPEAKER_01]: You know, we took a, we negotiated short sell with the bank, which has happened happened in a lot of cases, but it was just one of those, one of those things, and we worked through it together.
17:50.493 --> 17:52.814
[SPEAKER_01]: I've now worked with him on two other properties.
17:52.874 --> 17:57.936
[SPEAKER_01]: I've referred for other friends to him, beautiful because because of that level of trust.
17:57.976 --> 18:02.617
[SPEAKER_01]: And they've said, you know, this, this is the best person they've worked with establishing that trust.
18:03.037 --> 18:05.058
[SPEAKER_01]: You could, you can have the fanciest website.
18:05.098 --> 18:05.878
[SPEAKER_01]: You can have this.
18:06.898 --> 18:11.362
[SPEAKER_01]: Um, you know, the greatest social media campaigns that you're not going to capture that.
18:11.542 --> 18:13.623
[SPEAKER_01]: Gorov is a perfect example of that.
18:14.284 --> 18:18.867
[SPEAKER_01]: I believe my intention is to do that with your organizations I work with.
18:18.947 --> 18:22.290
[SPEAKER_01]: It's a reason I've really, the reason I've worked with over 140 companies.
18:22.370 --> 18:23.151
[SPEAKER_01]: It's been referral.
18:23.171 --> 18:25.352
[SPEAKER_01]: It hasn't been gone.
18:25.652 --> 18:25.953
[SPEAKER_01]: You know.
18:27.099 --> 18:32.143
[SPEAKER_00]: Yeah, right, like you're not just, you know, you're a real living breathing person actually doing the work, right?
18:32.223 --> 18:32.704
[SPEAKER_00]: Exactly.
18:32.984 --> 18:37.008
[SPEAKER_00]: So, you know, I mean, let's give some examples here real quick, travel click, right, hotel scan, zipways.
18:37.248 --> 18:38.929
[SPEAKER_00]: So let's, let's get into the nuts and bolts of what those experiences.
18:38.949 --> 18:39.149
[SPEAKER_00]: Sure.
18:39.169 --> 18:39.289
[SPEAKER_00]: Yeah.
18:39.309 --> 18:49.418
[SPEAKER_01]: Um, travel click was, uh, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they
18:50.542 --> 18:54.704
[SPEAKER_01]: part of Amadeus company, which is one of the largest travel technology companies in the world now.
18:55.864 --> 19:02.887
[SPEAKER_01]: The two founders in that company brought me in to turn around the poorest performed division in the company.
19:03.027 --> 19:04.627
[SPEAKER_01]: There were four divisions in the company.
19:05.608 --> 19:07.808
[SPEAKER_01]: They were four out of four, five years in a row.
19:08.169 --> 19:09.049
[SPEAKER_00]: They brought in.
19:09.369 --> 19:12.253
[SPEAKER_01]: a couple of high-powered executives who couldn't turn it around.
19:12.854 --> 19:14.255
[SPEAKER_01]: And I went in.
19:14.576 --> 19:22.987
[SPEAKER_01]: They're, like I said, there were 32 people in that division and a couple of managers that they reported to and I was they had a better division anyway.
19:23.327 --> 19:26.651
[SPEAKER_01]: So we we identified the markets for there was a great
19:28.313 --> 19:47.133
[SPEAKER_01]: And I went on sales calls with each one of the sales people, and what they had been told was they've been told that their job was to go out and consult and build trust with clients and that in terms of revenue, you know, and they were one of the bottom of the barrel four years in a row.
19:47.434 --> 19:49.015
[SPEAKER_01]: So I got back from the tour.
19:50.357 --> 19:50.517
[SPEAKER_01]: And
19:51.382 --> 19:55.725
[SPEAKER_01]: I told the team in the next meeting, we have the next call.
19:55.745 --> 20:12.937
[SPEAKER_01]: I said, you know, even told this consulting, we're a company, we're a for-profit company, we're driven by revenue, your job and the mantra I'm going to give you, because you want to know how to do your job, they'd ask for them all that, is your job is about maximizing your time in front of clients in revenue generating activity period.
20:13.197 --> 20:13.637
[SPEAKER_00]: Absolutely.
20:13.917 --> 20:19.041
[SPEAKER_01]: No consulting, building trust is part of that, but, you know, we'll talk about how to
20:19.641 --> 20:21.482
[SPEAKER_00]: We have a product that we have to sell.
20:21.622 --> 20:23.663
[SPEAKER_01]: We exactly, exactly.
20:23.823 --> 20:25.284
[SPEAKER_01]: We have food to put on the table.
20:25.584 --> 20:25.905
[SPEAKER_01]: Right.
20:26.965 --> 20:28.406
[SPEAKER_01]: So I worked with them.
20:28.426 --> 20:30.327
[SPEAKER_01]: They heard that mantra at least a couple hundred times.
20:30.667 --> 20:32.248
[SPEAKER_01]: Came to near the close of the year.
20:32.588 --> 20:33.609
[SPEAKER_01]: We're wrapping things up.
20:33.729 --> 20:36.671
[SPEAKER_01]: The big sales are coming in or should be coming in.
20:37.371 --> 20:42.354
[SPEAKER_01]: And we, I scheduled the meeting with everybody the last minute get together in the Phoenix area.
20:43.154 --> 20:45.796
[SPEAKER_01]: And somebody asked a question, how should we dress?
20:46.237 --> 20:47.177
[SPEAKER_01]: What should be the attire?
20:47.378 --> 20:49.699
[SPEAKER_01]: And I said, dress in a way that shows how you're gonna blow it your number.
20:49.719 --> 20:51.561
[SPEAKER_01]: It was just laser focus.
20:52.001 --> 20:52.982
[SPEAKER_01]: That's what you need to do.
20:53.262 --> 20:56.724
[SPEAKER_01]: Between people, come with Superman, Superman, and super heroes.
20:57.085 --> 21:01.007
[SPEAKER_01]: One person came as a Pimp and he said, pumping incremental margin profitably.
21:01.368 --> 21:01.588
[SPEAKER_01]: Crazy.
21:02.108 --> 21:03.009
[SPEAKER_01]: Oh my goodness.
21:04.570 --> 21:06.352
[SPEAKER_01]: That was that was the focus.
21:06.392 --> 21:08.094
[SPEAKER_01]: They got it went around the room.
21:08.334 --> 21:11.257
[SPEAKER_01]: Ask any blocking factors have the product managers in place.
21:11.577 --> 21:13.519
[SPEAKER_01]: Just eliminate it a lot of issues.
21:13.899 --> 21:22.988
[SPEAKER_01]: I committed to them that I would remove those those blocking issues or have answers on how to how to solve those by the next middle of the next week.
21:23.328 --> 21:25.831
[SPEAKER_01]: What I wanted from each one of them is to commit and find
21:28.648 --> 21:31.290
[SPEAKER_01]: into your number one.
21:31.651 --> 21:32.451
[SPEAKER_00]: That's fantastic.
21:32.611 --> 21:41.819
[SPEAKER_01]: So it's, it's, it's really focused, you know, going out on a battlefield, you know, being, showing the team how it's done, but then they have to do it themselves.
21:42.239 --> 21:46.443
[SPEAKER_01]: So giving them that, a lot of them didn't think they make it, they did.
21:46.843 --> 21:47.283
[SPEAKER_01]: They made it.
21:47.804 --> 21:48.564
[SPEAKER_01]: Hotel scan was,
21:52.267 --> 21:56.130
[SPEAKER_01]: Um, it was a company based in Ukraine, believe it or not, we started in Keeve.
21:56.890 --> 21:57.371
[SPEAKER_01]: Hello.
21:57.471 --> 22:02.034
[SPEAKER_01]: I was brought in by, um, venture capital firm to build that up.
22:02.074 --> 22:11.440
[SPEAKER_01]: It's a meta search, uh, company for hotels, much like kayak of use kind of right right right pulls all the data of all the major companies together in the one point form.
22:11.480 --> 22:11.680
[SPEAKER_00]: Yes.
22:11.920 --> 22:16.081
[SPEAKER_01]: It puts it in one place, so it was for Eastern Europe.
22:16.602 --> 22:19.322
[SPEAKER_01]: And I'd never been to Ukraine at that point.
22:19.663 --> 22:21.963
[SPEAKER_01]: But we built up the business.
22:21.983 --> 22:23.944
[SPEAKER_01]: I was responsible for bringing in the partners.
22:24.324 --> 22:27.665
[SPEAKER_01]: And I was doing a part-time while I was working with another company.
22:28.005 --> 22:31.447
[SPEAKER_01]: So I'd get up at, you know, because it was all in Europe.
22:31.567 --> 22:35.488
[SPEAKER_01]: I'd get up at four or five in the morning, start my day by reaching out to them.
22:35.688 --> 22:40.330
[SPEAKER_01]: We built 140 partnerships in a period of two years of the companies
22:42.951 --> 22:45.692
[SPEAKER_01]: had an exit of the company in 2019.
22:46.793 --> 22:49.074
[SPEAKER_01]: So that was that was that company.
22:50.015 --> 22:53.637
[SPEAKER_01]: Zipwip was when I was involved in as an advisor or consultant.
22:54.057 --> 23:01.001
[SPEAKER_01]: I worked with them on bringing in really testing and figuring out that product to market fit for Zipwip.
23:01.642 --> 23:03.503
[SPEAKER_01]: And it was a couple of Detroit guys,
23:05.824 --> 23:06.264
[SPEAKER_01]: Of course.
23:06.304 --> 23:06.905
[SPEAKER_01]: So I can do it.
23:07.225 --> 23:07.405
[SPEAKER_01]: Yeah.
23:07.465 --> 23:07.745
[SPEAKER_01]: Yeah.
23:08.085 --> 23:08.545
[SPEAKER_01]: Yeah.
23:08.645 --> 23:16.088
[SPEAKER_01]: So they started this company and basically it was one of their big offerings was text enabling landline phones.
23:16.408 --> 23:17.009
[SPEAKER_01]: Kind of a big deal.
23:17.029 --> 23:17.249
[SPEAKER_01]: Good.
23:17.989 --> 23:18.549
[SPEAKER_00]: That question.
23:18.969 --> 23:19.390
[SPEAKER_01]: Yeah.
23:19.610 --> 23:21.510
[SPEAKER_01]: It became a good business.
23:21.530 --> 23:22.771
[SPEAKER_01]: They really owned that business.
23:23.131 --> 23:33.035
[SPEAKER_01]: So I work with them on building their first three markets with one of their co-founders, a guy named John Larson, and so you know, got a little bit of stock.
23:35.296 --> 23:40.238
[SPEAKER_01]: four years ago and are now part of Twilio for 850 million.
23:40.278 --> 23:46.581
[SPEAKER_01]: So it was very successful, you know, working with them on bringing in some of the some of the first markets.
23:46.921 --> 23:48.682
[SPEAKER_01]: So yeah, that's, I mean, that's a sampling.
23:48.802 --> 23:55.385
[SPEAKER_01]: I've worked with 80 startups and emerging companies out in New Zealand, the government brought me in to wow.
23:57.286 --> 24:09.553
[SPEAKER_01]: Yeah, they would, they would fund part of the global expansion for New Zealand-based companies when they're going out into the, uh, into the rest of the, the globe or rest of the world and a lot of the industry supports this North America.
24:09.573 --> 24:10.313
[SPEAKER_01]: Of course.
24:10.473 --> 24:18.258
[SPEAKER_01]: And so they had to have an advisor like me, so I, I worked with many of their companies and continued on, helping find.
24:19.350 --> 24:44.588
[SPEAKER_01]: I find it build those markets so that was I mean that was a bulk of a lot of the companies that I've referenced but if you really can the more laughs around the block you get the more you start to see some of the same issues some of the same mistakes it's just the solutions to those become different but a lot of the human issues don't change you know it's it's are you communicating effectively that like I talked about a travel click that something I learned over time
24:45.148 --> 24:45.729
[SPEAKER_01]: Right.
24:46.049 --> 25:00.663
[SPEAKER_01]: For sales, do you have a methodology or a fallback like I'm the big sports fan and I believe teams whatever sport thing they go into whoever you're playing you need to have a game plan soccer the question.
25:00.963 --> 25:01.703
[SPEAKER_00]: Sorry questions.
25:02.023 --> 25:08.906
[SPEAKER_01]: A just number of players in each position, depending on who the team is or playing, football teams do the same.
25:08.946 --> 25:12.967
[SPEAKER_01]: I mean, every sport, baseball doesn't look like they're doing anything sometimes where they are.
25:12.987 --> 25:27.732
[SPEAKER_01]: But you need to be able to have that game plan going in because a default or an approach on methodology is important because sometimes you get into the things you need to have a fallback to go to if you're in a new territory, new ground, right?
25:27.872 --> 25:28.552
[SPEAKER_00]: Absolutely.
25:29.232 --> 25:31.634
[SPEAKER_01]: This is what I default to, right?
25:31.674 --> 25:36.478
[SPEAKER_01]: And it floats a common language within the companies two in terms of generating revenue.
25:36.578 --> 25:40.902
[SPEAKER_01]: So those things are super, super important for organizations.
25:41.462 --> 25:43.264
[SPEAKER_00]: Yeah, and I'm a big boxing fan too, right?
25:43.284 --> 25:44.585
[SPEAKER_00]: So like, you know, like a guy.
25:45.025 --> 26:09.642
[SPEAKER_00]: He's a knockout artist, he's knocking everybody out and then he goes in there with the guy who's the strategic, you know, not boxer, but he's really, really, I'm sorry, he's the really good counter puncher and then you see that guy who's knocking everybody out, get confused, doesn't know how to adjust, starts throwing, you know, very wild punches because they didn't adjust to the person that they were dealing with in front of them that wasn't going to let them do certain things.
26:09.902 --> 26:10.102
[SPEAKER_00]: Right?
26:10.442 --> 26:12.203
[SPEAKER_00]: Everybody was like, oh, he's knocking everybody out.
26:12.223 --> 26:13.284
[SPEAKER_00]: I'm knocking everybody out in the sky.
26:13.324 --> 26:15.065
[SPEAKER_00]: It's like, he doesn't have the tools.
26:15.245 --> 26:21.368
[SPEAKER_00]: I'm seeing things you guys can't see of the mistakes that he's making because he's fighting everybody the same way, right?
26:21.809 --> 26:26.351
[SPEAKER_00]: And so when you see that adjustment of confusion on that person's face, we can't do what they want to do.
26:26.711 --> 26:27.632
[SPEAKER_00]: Similar to companies.
26:27.972 --> 26:29.293
[SPEAKER_00]: They're off their game, right?
26:29.333 --> 26:30.693
[SPEAKER_00]: And it's similar to companies, right?
26:30.733 --> 26:34.375
[SPEAKER_00]: Like every single, there's always different markets.
26:34.555 --> 26:36.556
[SPEAKER_00]: And there's a reason why they merge, they buy.
26:36.896 --> 26:41.678
[SPEAKER_00]: People think of the day, the week, and a month, companies think in years and decades.
26:42.038 --> 26:42.779
[SPEAKER_00]: The great master.
26:42.819 --> 26:43.499
[SPEAKER_01]: No, absolutely.
26:43.879 --> 26:47.181
[SPEAKER_01]: And you brought up one of my favorite quotes I live by.
26:47.521 --> 26:49.342
[SPEAKER_01]: It's Tyson, Mike Tyson.
26:50.122 --> 26:52.903
[SPEAKER_01]: Everybody, everybody has a plant that will be a punch in the face.
26:53.223 --> 26:54.184
[SPEAKER_01]: That's so true.
26:54.584 --> 26:56.245
[SPEAKER_01]: And that's why it's important to have that.
26:56.725 --> 27:10.968
[SPEAKER_01]: all back, like you talked about the plan, whether you're a counter-puncher or the way you approach it, at least have a plan, but you know, and I should say, there are times you're going to get punched in the face and just sort of, and be even prepared for that.
27:11.228 --> 27:11.808
[SPEAKER_00]: Absolutely.
27:11.888 --> 27:21.930
[SPEAKER_00]: No, um, so when you, what's it like when you come from the outside, you know, you're the outside or in this sales team or this executive team, you know, they get a fresh perspective.
27:21.990 --> 27:23.810
[SPEAKER_00]: Obviously, they sought your services for a reason.
27:24.690 --> 27:26.152
[SPEAKER_00]: Are they willing to listen?
27:26.292 --> 27:27.854
[SPEAKER_00]: Are they, you know, are they insular?
27:27.874 --> 27:32.580
[SPEAKER_00]: Is it having issues where they're like, we tried that before it didn't work and then you're like, what's some guys?
27:32.780 --> 27:34.902
[SPEAKER_00]: You're not where you need to be and this is why it's going to be.
27:35.223 --> 27:38.927
[SPEAKER_01]: Um, we're sure that's a really, really telling and good question.
27:40.189 --> 27:41.530
[SPEAKER_01]: I, I find it goes two ways.
27:42.743 --> 27:48.506
[SPEAKER_01]: One is like you have in our businesses different and this this person doesn't understand it.
27:48.546 --> 27:58.249
[SPEAKER_01]: So it takes it takes time to build credibility and organizations like that other organizations it's like you'll understand it because these other people don't get it.
27:58.570 --> 28:03.912
[SPEAKER_01]: And so my what what I offer to them.
28:04.752 --> 28:09.175
[SPEAKER_01]: they take more seriously than they take from other people on the organization.
28:09.515 --> 28:15.358
[SPEAKER_01]: Neither of those neither of those are right or right, but that those two things do happen with their shortizations.
28:15.619 --> 28:15.999
[SPEAKER_00]: For sure.
28:16.159 --> 28:27.786
[SPEAKER_00]: And then, unfortunately, you may have people whose projects in the way have actually making the company to the best in the pinnacle, because, you know, falacca or better term, it didn't come from them, right, which, you know, that doesn't, that's not supposed to.
28:28.066 --> 28:28.827
[SPEAKER_00]: Of course it does.
28:28.867 --> 28:30.988
[SPEAKER_00]: People's pride in ego gets involved in, you know, if
28:32.239 --> 28:35.781
[SPEAKER_00]: They want the credit and the adulation while you had a chance to make it right.
28:35.942 --> 28:38.483
[SPEAKER_00]: And that's why you didn't get things the way that they were.
28:38.783 --> 28:39.244
[SPEAKER_01]: Exactly.
28:39.344 --> 28:40.565
[SPEAKER_01]: I mean, that happens.
28:40.745 --> 28:42.006
[SPEAKER_01]: That happens a lot.
28:42.326 --> 28:48.850
[SPEAKER_01]: I work on building trust with teams and getting them to bond as fast as I can.
28:49.551 --> 28:58.477
[SPEAKER_01]: If I'm in person, one of the things I do is I'll find a chef in the area and we go to a kitchen.
28:58.517 --> 28:59.538
[SPEAKER_01]: We prepare a meal together.
29:00.318 --> 29:02.439
[SPEAKER_00]: Really good to get because that's really good team building.
29:02.799 --> 29:07.942
[SPEAKER_01]: Really good team building quick quick win establishes a quick win and bonding super fast.
29:07.982 --> 29:10.303
[SPEAKER_01]: So that's one of the one of the little tricks I do in it.
29:10.663 --> 29:12.404
[SPEAKER_01]: It does make a difference.
29:12.444 --> 29:23.749
[SPEAKER_01]: But yes, establish people do feel threatened when I come in as an advisor and guess what sometimes I'll come in and I'll lay out a roadmap for them or where they need to go.
29:24.489 --> 29:26.971
[SPEAKER_01]: And I don't see them taking the advice and I leave.
29:27.191 --> 29:29.552
[SPEAKER_01]: I mean, I go away.
29:29.652 --> 29:34.496
[SPEAKER_01]: Oftentimes, I do get called back to implement the solutions we talked about.
29:34.516 --> 29:41.340
[SPEAKER_01]: But I think as somebody who's who's advising companies, I don't always, I'm not always involved in the implementation.
29:41.660 --> 29:42.821
[SPEAKER_01]: I just have to be prepared.
29:42.921 --> 29:47.684
[SPEAKER_01]: You know, it's like it would be like if you're going to, if you're going to.
29:49.901 --> 29:50.721
[SPEAKER_00]: We'll edit that out there.
29:50.781 --> 29:51.562
[SPEAKER_00]: We're going to a doctor.
29:51.982 --> 29:52.182
[SPEAKER_00]: Yeah.
29:52.482 --> 29:52.782
[SPEAKER_01]: No, no.
29:53.002 --> 29:53.903
[SPEAKER_01]: I got it.
29:54.043 --> 30:07.829
[SPEAKER_01]: If you're going to a doctor, for example, and the doctor tells you, like, dude, you need to get your BMI down, lose 10 pounds and, you know, your, your HRVs off a bit.
30:08.010 --> 30:11.411
[SPEAKER_01]: So you need to, you need to work on your, on your cardio and things like that.
30:11.751 --> 30:12.932
[SPEAKER_01]: They give you that plan, right?
30:13.272 --> 30:15.313
[SPEAKER_01]: what you do with it is up to you.
30:15.393 --> 30:19.354
[SPEAKER_01]: So I view myself and I had my my godfather was a physician.
30:19.414 --> 30:24.276
[SPEAKER_01]: So I learned a few things from him in terms of, you know, diagnostic and that approach.
30:24.556 --> 30:30.059
[SPEAKER_01]: What what I can give organizations if they choose for me not to be in the implementation, they have the teams do it.
30:30.679 --> 30:31.419
[SPEAKER_01]: It's all up to them.
30:31.819 --> 30:33.660
[SPEAKER_01]: And I've learned to detach a lot.
30:33.700 --> 30:38.422
[SPEAKER_01]: But you know, you go to a doctor, you ask for advice, if you take the advice, right?
30:38.673 --> 30:41.555
[SPEAKER_00]: Well, you know, I always call it the eating your own food strategy, right?
30:41.575 --> 30:42.456
[SPEAKER_00]: You think it's really good.
30:42.476 --> 30:48.980
[SPEAKER_00]: You think it's really well to you serve other people, what you, what you cooked and then they're like, dude, I don't know what you thought this was, but it's not anywhere close, right?
30:49.020 --> 30:52.563
[SPEAKER_00]: Because you can get comfortable making, because you're feeding yourself, right?
30:52.883 --> 31:03.011
[SPEAKER_00]: So if you want to grow and you want to scale, pride has to go out of the window, especially with every, it really does, you know, and I'm no under no illusions on the best podcast guests.
31:03.051 --> 31:04.071
[SPEAKER_00]: I want people to be critical.
31:04.331 --> 31:06.333
[SPEAKER_00]: I look at my five star views, you know, and I'm like,
31:06.513 --> 31:10.054
[SPEAKER_00]: Don't start feeling yourself because there will be the one storm of you, right?
31:10.114 --> 31:16.855
[SPEAKER_00]: Like, there's going to be that one or two times that they're going to be like, dude, this guy was just not what I thought it was going to be.
31:16.875 --> 31:19.096
[SPEAKER_00]: And I got to deal with it and I got to deal with it.
31:19.736 --> 31:23.096
[SPEAKER_01]: I can't imagine that based on the conversation we've had.
31:23.256 --> 31:25.997
[SPEAKER_00]: I always have that thing in the back of my head that it's going to happen.
31:26.017 --> 31:27.777
[SPEAKER_00]: And I need to prepare myself mentally for it.
31:27.797 --> 31:28.658
[SPEAKER_00]: You know what I mean?
31:29.178 --> 31:31.918
[SPEAKER_00]: So that way I never get, you know, I'm not Joe Rogan, right?
31:31.938 --> 31:34.279
[SPEAKER_00]: So I'm not, I don't have the luxury of, you know, I guess.
31:36.545 --> 31:42.450
[SPEAKER_00]: When I was, I just don't have the luxury who have been like, you know, 500 million listeners and I could potentially think of the joint for a year.
31:42.490 --> 31:43.451
[SPEAKER_00]: It's still be fun, right?
31:43.531 --> 31:44.231
[SPEAKER_00]: I have to be.
31:44.612 --> 31:45.893
[SPEAKER_01]: One day we're shot, one day.
31:45.933 --> 31:46.153
[SPEAKER_00]: Yes.
31:46.493 --> 31:47.254
[SPEAKER_00]: Thank you very much.
31:47.314 --> 31:49.396
[SPEAKER_00]: You know, I always know your time is very valuable.
31:49.416 --> 31:52.378
[SPEAKER_00]: I know we've only touched on the surface of everything that you've accomplished.
31:52.839 --> 31:55.881
[SPEAKER_00]: What message do you want to leave at the end of this interview?
31:56.141 --> 31:59.424
[SPEAKER_00]: But James Hayne, all there are accomplishments and where people can find you.
31:59.644 --> 32:02.246
[SPEAKER_01]: Where they can find me is James B.
32:03.767 --> 32:12.150
[SPEAKER_01]: Hayden, H-A-Y-D-E-N, dot com, and that's my website, my contact information is all there.
32:13.910 --> 32:19.632
[SPEAKER_01]: What I would like people to know is persist, don't give up, listen to your voice.
32:20.953 --> 32:30.283
[SPEAKER_01]: And follow that dream, but make your dream tangible, put a time frame on it, keep working towards it.
32:30.844 --> 32:35.729
[SPEAKER_01]: And I have to tell you there were a number of years in my career where I thought I'll never ever attain this.
32:35.929 --> 32:37.571
[SPEAKER_01]: And I dug deep with.
32:37.911 --> 32:39.933
[SPEAKER_01]: And I got more introspective.
32:39.973 --> 32:40.854
[SPEAKER_01]: I learned more.
32:41.295 --> 32:42.896
[SPEAKER_01]: I brought more skills to the table.
32:43.537 --> 32:46.420
[SPEAKER_01]: You know, I did things that augmented my mental mindset.
32:46.440 --> 32:49.042
[SPEAKER_01]: We've got to have a mindset to go into it.
32:49.142 --> 32:52.485
[SPEAKER_01]: One of the things I did was I climbed some pretty, pretty significant mountains.
32:52.846 --> 33:04.817
[SPEAKER_01]: And so what I faced, what I faced situations that seemed insurmountable, is like, I got to the summit of Mount Rainier, or I got to the summit of Mount, it's a little majority in Africa.
33:04.977 --> 33:07.219
[SPEAKER_01]: I can, I can, this,
33:08.360 --> 33:10.681
[SPEAKER_01]: I was able to do that.
33:11.001 --> 33:13.282
[SPEAKER_01]: I can accomplish those things that are set in front of me.
33:13.602 --> 33:16.523
[SPEAKER_01]: This is just a road bump and I'll figure this out.
33:16.884 --> 33:22.226
[SPEAKER_01]: So how many of that points that building in wins in your mindset is so important?
33:22.426 --> 33:23.386
[SPEAKER_00]: It's not a question.
33:23.426 --> 33:27.608
[SPEAKER_00]: I think that the limitations that people place to fund themselves, we all have self-doubt.
33:27.648 --> 33:30.049
[SPEAKER_00]: We all have disbelief in our own abilities.
33:30.489 --> 33:31.430
[SPEAKER_00]: But the beauty about what
33:32.610 --> 33:36.791
[SPEAKER_00]: you're doing and you know, the field that I'm trying to break into doesn't matter from not six feet tall.
33:37.091 --> 33:38.792
[SPEAKER_00]: It doesn't matter if I don't have a six pack.
33:38.892 --> 33:49.415
[SPEAKER_00]: It doesn't matter that what age you are, you know, if you look at what you, what's in front of you, if you're willing to learn it, information is more accessible than ever before in our history.
33:49.595 --> 33:53.516
[SPEAKER_00]: It's what you do with it and how you act on it, that's going to actually get you where you want to be.
33:53.696 --> 33:54.056
[SPEAKER_01]: Yeah.
33:54.256 --> 33:54.737
[SPEAKER_01]: Yeah.
33:54.797 --> 33:54.917
[SPEAKER_01]: 100%.
33:56.117 --> 33:58.640
[SPEAKER_00]: You know, and I appreciate it.
33:58.660 --> 34:03.646
[SPEAKER_00]: And like I said, I would love to follow up more, you know, with you, you know, for some future context as well, too.
34:03.846 --> 34:05.528
[SPEAKER_01]: I'm here any time.
34:05.568 --> 34:07.931
[SPEAKER_01]: I'd love to continue our conversation.
34:08.131 --> 34:10.334
[SPEAKER_00]: James Hayden on the randomest of nothing podcast.
34:10.354 --> 34:11.375
[SPEAKER_00]: This is Rashad Woods.
34:11.435 --> 34:16.321
[SPEAKER_00]: And if you like this episode, make sure you guys also check out his website, message him on LinkedIn if you need to.
34:16.581 --> 34:20.085
[SPEAKER_00]: It's a busy guy, but he's got great tools and things that you can learn from.
34:20.266 --> 34:20.786
[SPEAKER_00]: Thank you, James.
34:20.926 --> 34:21.287
[SPEAKER_00]: Thank you.
34:21.647 --> 34:22.128
[SPEAKER_01]: Cheers, buddy.
00:00.211 --> 00:03.833
[SPEAKER_00]: Welcome back listeners of the randomness of nothing podcast your host for shot woods.
00:03.993 --> 00:11.336
[SPEAKER_00]: As always, it's always about entrepreneurship taking ownership of your life your career and how you want to best position yourself for success.
00:11.356 --> 00:13.796
[SPEAKER_00]: This is a no excuses show, in case anybody's listening.
00:14.037 --> 00:17.298
[SPEAKER_00]: Cause man epitomizes it, business the business strategy is fresh.
00:17.698 --> 00:24.424
[SPEAKER_00]: fractional CRL GTM strategists from the beautiful city of Seattle Washington City of Champions, Jane Tate.
00:24.604 --> 00:24.925
[SPEAKER_01]: Thank you.
00:24.945 --> 00:25.145
[SPEAKER_01]: For sure.
00:25.165 --> 00:26.266
[SPEAKER_01]: I'd good to be here, Emily.
00:28.788 --> 00:33.092
[SPEAKER_01]: Team again has been has been a while and I wish you came for the the Lions.
00:33.393 --> 00:34.033
[SPEAKER_01]: Thank you.
00:34.494 --> 00:37.136
[SPEAKER_00]: I know my gosh, we came crucially close.
00:37.176 --> 00:40.419
[SPEAKER_00]: I was the one corner away that San Francisco name still hearts man.
00:40.559 --> 00:41.060
[SPEAKER_00]: Incredible.
00:41.500 --> 00:42.161
[SPEAKER_00]: Incredible.
00:43.001 --> 00:44.421
[SPEAKER_00]: I beg you, thank you.
00:44.441 --> 00:50.243
[SPEAKER_00]: Yeah, and you know, like I said, see I was a beautiful city and your accomplishments, you know, have really, you know, it's really stand out.
00:50.343 --> 00:54.404
[SPEAKER_00]: So can you tell us which would it's like to bring stuff from zero to the pinnacle success?
00:54.904 --> 00:59.825
[SPEAKER_01]: Um, yeah, wow, it's, um, I can show you the scars.
01:02.786 --> 01:07.867
[SPEAKER_01]: But you know, it's, it's, um, one of one of the reasons I'm doing what I'm doing now,
01:09.441 --> 01:21.711
[SPEAKER_01]: the advisory work, but also working as a mentor or what I call a mentor and with a lot of businesses, and that's a mentor and an intern because there are things I don't know especially about tech.
01:21.831 --> 01:24.674
[SPEAKER_01]: I know quite a bit, but the other people know better than I do.
01:24.954 --> 01:26.815
[SPEAKER_01]: Anyway, that's my approach.
01:27.076 --> 01:31.219
[SPEAKER_01]: I've really found my voice over the last couple of years and my
01:33.881 --> 01:40.685
[SPEAKER_01]: gift to the world is I have a story to tell and I want to tell the story and I want to I want to be a service to other people.
01:41.626 --> 01:44.507
[SPEAKER_01]: I've worked with over 140 companies in my career.
01:44.807 --> 01:45.268
[SPEAKER_01]: Beautiful.
01:45.408 --> 01:46.088
[SPEAKER_01]: What does that mean?
01:46.528 --> 01:47.449
[SPEAKER_01]: I can't keep a job.
01:52.090 --> 01:59.197
[SPEAKER_01]: You could look at it that way and you know, I mean, there's an element of that kind of kind of interesting in it too.
02:00.358 --> 02:02.721
[SPEAKER_01]: I've done advisory work for over 140 companies.
02:02.781 --> 02:03.421
[SPEAKER_01]: What does that mean?
02:03.441 --> 02:06.324
[SPEAKER_01]: It means I see certain patterns that
02:07.826 --> 02:30.841
[SPEAKER_01]: CEO's executives companies the way they go and what I bring to the table is I can see it and stop it and and it's not just at a unconscious level as a conscious level as one of the reasons I wrote the book that I did in 2013 and republished in 23 with my partner, how far as big he mentioned in the you can go into companies and fix them
02:32.102 --> 02:34.623
[SPEAKER_01]: Um, and so tell me how you do it.
02:34.963 --> 02:43.724
[SPEAKER_01]: And it's like, well, you know, I just go in and it's, you know, you're an unconscious competent.
02:43.924 --> 02:51.126
[SPEAKER_01]: If you write the book with me, he was having difficulty writing the book and he needed a practitioner to bring in case studies use use cases in that.
02:52.526 --> 02:56.107
[SPEAKER_01]: That you'll go from being an unconscious competent to certainly
02:57.667 --> 03:02.972
[SPEAKER_01]: There are things that could be more conscious of, but it does, it has made a difference.
03:03.452 --> 03:09.137
[SPEAKER_01]: And one of the things, you know, one of the big messages I have is, we all have traumas.
03:09.497 --> 03:12.360
[SPEAKER_01]: We have, everybody I've talked to.
03:12.560 --> 03:15.903
[SPEAKER_01]: You go deep enough for somebody to get to know more about the established trust.
03:16.323 --> 03:16.844
[SPEAKER_01]: It's there.
03:16.864 --> 03:16.944
[SPEAKER_01]: And.
03:18.925 --> 03:39.220
[SPEAKER_01]: Where I was fortunate was, I had an amazing mother as a mentor that raised me, and and some people along the way that I'd latched onto as mentors that would give me some of that advice, but I had this burning fire, this passion.
03:39.460 --> 03:43.563
[SPEAKER_01]: And some of that came from the traumas I had or the insecurities I had.
03:43.904 --> 03:45.125
[SPEAKER_01]: And I look at it today.
03:48.707 --> 03:50.068
[SPEAKER_00]: Sure.
03:50.709 --> 03:51.650
[SPEAKER_01]: I was adopted a birth.
03:52.230 --> 03:52.971
[SPEAKER_00]: I saw that.
03:53.171 --> 04:01.557
[SPEAKER_01]: I saw this last year did the ancestry DNA test raises an only child 15 half siblings.
04:01.737 --> 04:03.279
[SPEAKER_00]: That's wild.
04:03.619 --> 04:04.920
[SPEAKER_01]: That's wild.
04:05.480 --> 04:06.741
[SPEAKER_01]: I love them to bits.
04:06.861 --> 04:09.744
[SPEAKER_01]: They're great people, but I've learned so much about that.
04:10.324 --> 04:12.986
[SPEAKER_01]: And it really opened up, it opened up my voice because I
04:14.427 --> 04:25.633
[SPEAKER_01]: I had that puzzle piece that was in place to really stand who I am in terms of my biology because there's nature and nurture in all of us, right?
04:26.013 --> 04:26.293
[SPEAKER_01]: Right.
04:26.393 --> 04:33.797
[SPEAKER_01]: And so it filled that piece in and it really routed out my voice and feeling like I've a message to take out to the world.
04:33.857 --> 04:38.019
[SPEAKER_01]: So how did all this, you know, how did all this come into be over my career?
04:40.913 --> 04:48.935
[SPEAKER_01]: that insecurity that drive, I talked to so many other entrepreneurs that they had, there's something in them where I've got to prove myself.
04:49.095 --> 04:50.055
[SPEAKER_00]: I've got a question.
04:50.636 --> 04:51.476
[SPEAKER_01]: I've got a question.
04:51.876 --> 04:54.036
[SPEAKER_01]: I've got a mission to the world, right?
04:54.376 --> 05:01.158
[SPEAKER_01]: And for me, it was, I didn't always feel I belonged because, you know, all my friends had a mom and dad that raised them, I didn't.
05:05.500 --> 05:08.662
[SPEAKER_01]: I had a couple things hit.
05:08.922 --> 05:16.748
[SPEAKER_01]: First of all, I found out what I met my birth mother that her mom gave for something that she thought would get her to abort me.
05:17.609 --> 05:22.033
[SPEAKER_01]: Yeah, turned out it was 29, which was a myth, right?
05:23.694 --> 05:25.235
[SPEAKER_01]: So I had that data point.
05:25.255 --> 05:26.256
[SPEAKER_01]: I met her sometime ago.
05:27.997 --> 05:40.208
[SPEAKER_01]: The other other piece was my grandmother, my mom, that raised me when I was seven, sat down at a dinner table with me when I'm living in California and said, look, you just have to be prepared to settle because
05:42.046 --> 05:47.548
[SPEAKER_01]: you'll never amount to as much as your cousins in Florida because you're not of blood.
05:48.168 --> 05:53.190
[SPEAKER_01]: Yeah, my mom got ahold of this stuff, but Rashad, what it did for me is little five.
05:53.930 --> 05:57.051
[SPEAKER_01]: Oh, dude, it was unbelievable.
05:57.172 --> 06:03.754
[SPEAKER_01]: So from that point on as a kid, I was, I had two paper routes back when paper routes weren't paying it.
06:04.074 --> 06:14.357
[SPEAKER_01]: I've always earned, we lived in near Santa Barbara in California and I've always earned the trips to Disneyland and the, you know, the subscription awards.
06:14.577 --> 06:22.800
[SPEAKER_01]: I had no issue knocking on doors and part of that insecurity I had was I didn't have a problem with somebody rejecting me exactly exactly exactly.
06:23.280 --> 06:28.002
[SPEAKER_01]: In my psyche, I didn't know, I hadn't been held by a human for five days.
06:28.022 --> 06:28.902
[SPEAKER_01]: That's what they used to do.
06:30.163 --> 06:31.243
[SPEAKER_01]: They glove up and everything.
06:31.443 --> 06:34.944
[SPEAKER_01]: So there was some psychological shit deep down in size.
06:35.965 --> 06:38.946
[SPEAKER_01]: Fortunately, I was able to recognize that.
06:39.106 --> 06:41.467
[SPEAKER_01]: I didn't always feel like I was a coolest kid in school.
06:41.907 --> 06:42.687
[SPEAKER_00]: That kind of broke you.
06:42.887 --> 07:08.061
[SPEAKER_00]: like that can break a person right because hearing that you know is there's the flip side to that I don't want to cut you off is that is that person that you read about on the crime shows right when they find out You know what was said to them and what they live through the fact that you were able to turn that into a positive and use it as fueled You know to do the things that you did because there's there's there's a not so good side Totally absolutely and I've I found out about
07:09.172 --> 07:18.014
[SPEAKER_01]: the histories of my birth father and birth mother, and you know, I mean, interesting histories, like my birth father was a professional athlete.
07:18.034 --> 07:31.578
[SPEAKER_01]: He was in the Pittsburgh Pirate Sorganization trip away, but didn't make it to the, to the, to the big league, great sports coach, and everything, but you know, he, he had several different wives or baby mom is like five,
07:33.438 --> 07:46.346
[SPEAKER_01]: He had some addiction issues that were out there in his life, and fortunately I didn't face those, but you know, I had that drive that that just wouldn't I wouldn't be denied.
07:46.666 --> 07:49.928
[SPEAKER_01]: And some of some of it was a mentorship I got from my mom.
07:51.369 --> 08:02.592
[SPEAKER_01]: who would take me to meetings, and she had me doing self-affirmations every morning, and that kind of thing, and I mean, you read about other successful people who come from backgrounds that aren't, maybe the most desirable.
08:03.192 --> 08:03.373
[SPEAKER_00]: Right.
08:03.693 --> 08:12.195
[SPEAKER_01]: They're usually a parent or a mentor that's involved in it, and it works with them on that drive, and I think that's important to recognize that.
08:12.535 --> 08:15.276
[SPEAKER_01]: And other people, we all have stories, but you know, the,
08:15.756 --> 08:28.804
[SPEAKER_01]: What I really, what I really get and the way my stories changed is this vulnerability that we're talking about, where it like, I did not have, I did not have a perfect background, I even come from None of us do.
08:29.144 --> 08:35.208
[SPEAKER_01]: I mean, even in the families we looked to and go, oh, wow, you know, they have everything there's always absolutely.
08:35.888 --> 08:37.029
[SPEAKER_01]: always something going on.
08:37.109 --> 08:46.035
[SPEAKER_01]: It's like making the most of what we have, but it didn't break me, it gave me a fire that was just unquenchable.
08:46.055 --> 08:58.444
[SPEAKER_01]: The downside to that was I go into work situations that I'd look around, the people who, you know, I'm being compared to and I'd go, what do I have to
09:04.488 --> 09:05.909
[SPEAKER_01]: I would, I would outwork them.
09:05.989 --> 09:07.290
[SPEAKER_01]: I'd out hustle them.
09:07.511 --> 09:11.714
[SPEAKER_01]: The downside to that was, you know, raising a young family, personal cost.
09:12.014 --> 09:17.559
[SPEAKER_01]: Yeah, my wife and family remember being on vacations, we'd be on we're on some islands.
09:17.579 --> 09:20.521
[SPEAKER_01]: It sounds like you know around Washington State, we'd be on vacation.
09:21.462 --> 09:23.644
[SPEAKER_01]: And I would have to pull the car up.
09:24.920 --> 09:29.724
[SPEAKER_01]: on the island where I could get cell reception, so I could take calls when my family's on vacation.
09:29.744 --> 09:31.865
[SPEAKER_01]: I was not present for my family.
09:32.566 --> 09:43.694
[SPEAKER_01]: So that insecurity I had around proving myself, proving I was as good or better than other people, gave me that drive, but there was also
09:44.995 --> 09:46.396
[SPEAKER_01]: You know, certainly a young side.
09:46.536 --> 09:49.018
[SPEAKER_00]: Of course, there is no question with that.
09:49.278 --> 09:50.039
[SPEAKER_01]: And you know, I trust.
09:50.519 --> 09:51.180
[SPEAKER_01]: Yeah.
09:51.580 --> 09:53.102
[SPEAKER_01]: I mean, it, it, it all worked out.
09:53.322 --> 09:54.423
[SPEAKER_01]: And I understand it now.
09:54.563 --> 09:57.405
[SPEAKER_00]: You know, and the reality about it is just that nobody's perfect, right?
09:57.505 --> 09:58.986
[SPEAKER_00]: And sometimes that's all you knew.
09:59.166 --> 10:03.750
[SPEAKER_00]: And you know, whatever you do to be successful at, you start to become obsessed, right?
10:04.150 --> 10:06.392
[SPEAKER_00]: It can be, it becomes obsessive to people, right?
10:06.492 --> 10:06.933
[SPEAKER_00]: And, you know,
10:08.093 --> 10:18.078
[SPEAKER_00]: I remember when I watched the documentary one time on the bad boys' pistons and they said, you know, Dennis Rodman got found at like southeast Oklahoma State and they said, whoever was watching the city ran like he was running from something.
10:18.178 --> 10:24.501
[SPEAKER_00]: That's like this small junko college that nobody, like, you know, guys, the average guy would be like, nobody's going to see me.
10:24.561 --> 10:27.302
[SPEAKER_00]: I'm just going through the motions and they said, he's this one guy.
10:27.762 --> 10:33.424
[SPEAKER_00]: He's like, he's running like, you know, like, the world is after him and he has to leave something else
10:37.185 --> 10:40.192
[SPEAKER_01]: It's, yeah, when you, when you, when you see them, somebody.
10:42.335 --> 11:06.263
[SPEAKER_01]: You want to you want them on your team right right and and be be able channel at the other downside to that if they're not a team player and they and Rodman Rodman seemed to learn like with the bulls on that how to how to be part of that team and how to flow with it Yeah, but like I see some sales people that are just mavericks and they're they're pissing everybody else off on the team right and
11:07.303 --> 11:10.705
[SPEAKER_01]: And, you know, you just, it's so important to collaborate.
11:10.765 --> 11:19.210
[SPEAKER_01]: One of the latest things I've been reading about, they're discovering is the individual performers, it's great.
11:19.610 --> 11:28.955
[SPEAKER_01]: But at the cost of others, the people who were actually evolving are the people who learned how to collaborate and that's not a question.
11:28.995 --> 11:31.617
[SPEAKER_01]: That's one of the big secrets I believe today.
11:31.817 --> 11:45.521
[SPEAKER_00]: I think that also, too, is that because there are so many opportunities now to breach people in different markets and places, you know, you better at the end of the day and because there are so many things that can be replicated and we'll talk about the specific businesses that you help.
11:45.881 --> 11:58.424
[SPEAKER_00]: At some point, it has to be about you, yourself, selling your services because, you know, for example, artificial intelligence, you know, there are so many different firms, there are so many different duplicates, there are so many different replicated ones that are just as equal and comparable on the other.
12:00.765 --> 12:08.647
[SPEAKER_00]: Like the experience on this podcast, you know, I'm selling myself in my time to you and to my audience, because I understand that people can go a million different places.
12:08.667 --> 12:12.588
[SPEAKER_00]: You can talk to hundreds of thousands of different podcasters for various reasons.
12:12.968 --> 12:15.909
[SPEAKER_00]: But we link together because I have to sell myself to you.
12:16.029 --> 12:16.429
[SPEAKER_01]: That's it.
12:17.109 --> 12:17.529
[SPEAKER_01]: That's it.
12:19.690 --> 12:40.406
[SPEAKER_01]: A-A-I today is an amazing servant and it should be a servant, not a master, which I, you know what, what kind of freaks me out is Sam Friedman, Chad G-C, he's saying that people in their 20s and 30s, the biggest use of Chad G-P-T is therapy.
12:40.426 --> 12:41.247
[SPEAKER_01]: Do you think you're right?
12:42.149 --> 12:50.312
[SPEAKER_01]: Yeah, and that's incredible, and you know, their organizations all over the spectrum utilizing AI.
12:50.412 --> 12:56.975
[SPEAKER_01]: I'm coaching organizations on building AI into their, into their organization, into their sales process.
12:57.776 --> 13:06.979
[SPEAKER_01]: I mean, what it means is mind blowing the amount of information you can get, and how customized your communication can be if you're utilizing AI the right way.
13:07.340 --> 13:08.160
[SPEAKER_01]: AI is not
13:08.520 --> 13:10.723
[SPEAKER_01]: the answer for everything necessarily.
13:12.045 --> 13:21.257
[SPEAKER_01]: Mackenzie, the big consulting firm reported last week that for every dollar companies put into AI, they get three back.
13:22.058 --> 13:24.722
[SPEAKER_01]: And what they went on to say was it's it's
13:26.696 --> 13:28.057
[SPEAKER_01]: They need to be focused.
13:28.157 --> 13:30.459
[SPEAKER_01]: The ones that are focused on two to three areas of AI.
13:30.559 --> 13:32.180
[SPEAKER_01]: It's not prance, right?
13:32.580 --> 13:35.022
[SPEAKER_01]: Every guess of the resources.
13:35.042 --> 13:36.283
[SPEAKER_01]: But it's all over the map.
13:36.703 --> 13:44.109
[SPEAKER_01]: I was speaking with one company who I'd set them some information that AI had generated stuff I normally don't do.
13:44.469 --> 13:49.653
[SPEAKER_01]: And they were concerned because they're coaching their employees to communicate more human-like.
13:49.953 --> 13:52.115
[SPEAKER_01]: And they were concerned that I'd send them a document in AI.
13:52.455 --> 14:04.110
[SPEAKER_01]: Other organizations, some of the biggest organizations out there are starting to monitor their own, oh yes, and there's stack ranking people on how much they use it.
14:04.809 --> 14:05.529
[SPEAKER_00]: I saw that.
14:06.190 --> 14:06.430
[SPEAKER_01]: Yeah.
14:06.490 --> 14:07.150
[SPEAKER_01]: Isn't that crazy?
14:07.451 --> 14:08.211
[SPEAKER_00]: Yeah.
14:08.551 --> 14:11.873
[SPEAKER_01]: I think we're still figuring it out.
14:11.893 --> 14:25.181
[SPEAKER_01]: The big opportunity, one of the big opportunities, everybody I talk to wants to talk about, how to incorporate AI, where it replaces salespeople and that and it won't, to however you're going to.
14:25.662 --> 14:27.383
[SPEAKER_01]: You're going to be more successful if you use it.
14:28.503 --> 14:33.844
[SPEAKER_00]: I think the number one thing that people have to, you know, this is just my perspective and personal usage, right?
14:33.964 --> 14:39.265
[SPEAKER_00]: So if you were the spreadsheet guru who always made like spreadsheets and data points, you're going to have to evolve, right?
14:39.285 --> 14:44.866
[SPEAKER_00]: Because now that spreadsheets and data can be easily extracted and read, you know, that documentation.
14:45.286 --> 14:50.247
[SPEAKER_00]: But it's a supplemental tool to essentially start, you know, supplementing your skill set.
14:50.287 --> 14:54.508
[SPEAKER_00]: Like if you're already very analytical, then that's going to give you a leg up on the competition.
14:54.728 --> 14:58.272
[SPEAKER_00]: I always say though, too, that companies have a tendency to over-invest, right?
14:58.312 --> 15:00.455
[SPEAKER_00]: So everybody goes all in, it's like streaming, right?
15:00.775 --> 15:03.017
[SPEAKER_00]: Everybody wanted to do streaming, everybody didn't stream it.
15:03.318 --> 15:07.863
[SPEAKER_00]: And then they found out there wasn't a good ROI on it because it was more expensive and harder to retain customers than they thought.
15:07.883 --> 15:09.465
[SPEAKER_00]: And then there's the natural pullback.
15:09.845 --> 15:22.928
[SPEAKER_00]: I do think that there's going to be a healthy balance and there's going to be mergers and acquisitions in that field where companies are going to find out like, hey, I have to scale back a bit and I always use this example on different episodes like the self-check grocery line.
15:23.088 --> 15:28.230
[SPEAKER_00]: Everybody went all in and then now there's a gradual pullback because people wanted that personal interaction.
15:28.290 --> 15:29.410
[SPEAKER_00]: So there's going to be a healthy balance.
15:29.630 --> 15:34.712
[SPEAKER_01]: Yeah, absolutely, and I don't know if you've had the experience of working with an AI bot.
15:35.152 --> 15:35.313
[SPEAKER_01]: Yeah.
15:35.533 --> 15:37.514
[SPEAKER_01]: It's all going to shoot good luck.
15:37.554 --> 15:38.434
[SPEAKER_01]: Exactly.
15:38.814 --> 15:41.535
[SPEAKER_01]: It's that same kind of logic is what it used to be on the phone.
15:41.615 --> 15:44.977
[SPEAKER_01]: Press, you know, press volume on your phone.
15:45.077 --> 15:46.077
[SPEAKER_01]: It's too if you want that.
15:46.117 --> 15:47.018
[SPEAKER_01]: Seven if you want that.
15:47.778 --> 16:06.772
[SPEAKER_01]: It's like my mind is gone by the time I get through the whole that will phone tree and grading to I mean as as humans we are we're wired to be social animals and that's just our nature 90% of our communication is non-verbal you don't get that
16:08.525 --> 16:09.446
[SPEAKER_01]: I mean, we're shot.
16:09.646 --> 16:19.636
[SPEAKER_01]: If you were making like a major purchase a house or, you know, you know, going after your Lamborghini or, you know, what, what car you're going to get.
16:20.156 --> 16:20.477
[SPEAKER_00]: Yeah.
16:21.510 --> 16:28.793
[SPEAKER_01]: Would you, would you be comfortable to online or with, do you want to write along with you that you can trust and feel you can trust them?
16:29.033 --> 16:29.513
[SPEAKER_00]: Absolutely.
16:29.533 --> 16:35.115
[SPEAKER_00]: You want to be the test drive, the agent, the person that's going to be assisting you telling you the bells and whistles, the features.
16:35.515 --> 16:39.356
[SPEAKER_00]: You know, there comes a point where you're going to want that personal interaction, right?
16:39.376 --> 16:43.778
[SPEAKER_00]: You'll look everything up online to see how it looks, right, and picture yourself in it.
16:44.138 --> 16:47.419
[SPEAKER_00]: But you're going to want that personal touch to really make that final decision.
16:47.639 --> 17:02.108
[SPEAKER_01]: I mean, I was facing, I'm a real estate investor as well, and I was facing a situation in 2008 during the downturn where I got involved in a property, and it was just going nowhere.
17:02.608 --> 17:03.389
[SPEAKER_01]: I was upside down.
17:03.409 --> 17:05.430
[SPEAKER_01]: I'd quite a bit of money into it.
17:05.670 --> 17:07.671
[SPEAKER_01]: It was a good tuition payment if nothing else.
17:08.172 --> 17:08.292
[SPEAKER_01]: And,
17:09.570 --> 17:32.806
[SPEAKER_01]: There was a realtor, and I'll call him out, he's based in Seattle, he's one of the best best I know his name is Gorov sued, S-O-O-D, incredible guy, starting out in the business, he came to me and he said, look, you've got a lot of exposure in this, you've got a downside, I'm going to get you out of it, I know how to do it, I've got a plan, he came to me face to face
17:39.090 --> 17:50.133
[SPEAKER_01]: You know, we took a, we negotiated short sell with the bank, which has happened happened in a lot of cases, but it was just one of those, one of those things, and we worked through it together.
17:50.493 --> 17:52.814
[SPEAKER_01]: I've now worked with him on two other properties.
17:52.874 --> 17:57.936
[SPEAKER_01]: I've referred for other friends to him, beautiful because because of that level of trust.
17:57.976 --> 18:02.617
[SPEAKER_01]: And they've said, you know, this, this is the best person they've worked with establishing that trust.
18:03.037 --> 18:05.058
[SPEAKER_01]: You could, you can have the fanciest website.
18:05.098 --> 18:05.878
[SPEAKER_01]: You can have this.
18:06.898 --> 18:11.362
[SPEAKER_01]: Um, you know, the greatest social media campaigns that you're not going to capture that.
18:11.542 --> 18:13.623
[SPEAKER_01]: Gorov is a perfect example of that.
18:14.284 --> 18:18.867
[SPEAKER_01]: I believe my intention is to do that with your organizations I work with.
18:18.947 --> 18:22.290
[SPEAKER_01]: It's a reason I've really, the reason I've worked with over 140 companies.
18:22.370 --> 18:23.151
[SPEAKER_01]: It's been referral.
18:23.171 --> 18:25.352
[SPEAKER_01]: It hasn't been gone.
18:25.652 --> 18:25.953
[SPEAKER_01]: You know.
18:27.099 --> 18:32.143
[SPEAKER_00]: Yeah, right, like you're not just, you know, you're a real living breathing person actually doing the work, right?
18:32.223 --> 18:32.704
[SPEAKER_00]: Exactly.
18:32.984 --> 18:37.008
[SPEAKER_00]: So, you know, I mean, let's give some examples here real quick, travel click, right, hotel scan, zipways.
18:37.248 --> 18:38.929
[SPEAKER_00]: So let's, let's get into the nuts and bolts of what those experiences.
18:38.949 --> 18:39.149
[SPEAKER_00]: Sure.
18:39.169 --> 18:39.289
[SPEAKER_00]: Yeah.
18:39.309 --> 18:49.418
[SPEAKER_01]: Um, travel click was, uh, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they're, they
18:50.542 --> 18:54.704
[SPEAKER_01]: part of Amadeus company, which is one of the largest travel technology companies in the world now.
18:55.864 --> 19:02.887
[SPEAKER_01]: The two founders in that company brought me in to turn around the poorest performed division in the company.
19:03.027 --> 19:04.627
[SPEAKER_01]: There were four divisions in the company.
19:05.608 --> 19:07.808
[SPEAKER_01]: They were four out of four, five years in a row.
19:08.169 --> 19:09.049
[SPEAKER_00]: They brought in.
19:09.369 --> 19:12.253
[SPEAKER_01]: a couple of high-powered executives who couldn't turn it around.
19:12.854 --> 19:14.255
[SPEAKER_01]: And I went in.
19:14.576 --> 19:22.987
[SPEAKER_01]: They're, like I said, there were 32 people in that division and a couple of managers that they reported to and I was they had a better division anyway.
19:23.327 --> 19:26.651
[SPEAKER_01]: So we we identified the markets for there was a great
19:28.313 --> 19:47.133
[SPEAKER_01]: And I went on sales calls with each one of the sales people, and what they had been told was they've been told that their job was to go out and consult and build trust with clients and that in terms of revenue, you know, and they were one of the bottom of the barrel four years in a row.
19:47.434 --> 19:49.015
[SPEAKER_01]: So I got back from the tour.
19:50.357 --> 19:50.517
[SPEAKER_01]: And
19:51.382 --> 19:55.725
[SPEAKER_01]: I told the team in the next meeting, we have the next call.
19:55.745 --> 20:12.937
[SPEAKER_01]: I said, you know, even told this consulting, we're a company, we're a for-profit company, we're driven by revenue, your job and the mantra I'm going to give you, because you want to know how to do your job, they'd ask for them all that, is your job is about maximizing your time in front of clients in revenue generating activity period.
20:13.197 --> 20:13.637
[SPEAKER_00]: Absolutely.
20:13.917 --> 20:19.041
[SPEAKER_01]: No consulting, building trust is part of that, but, you know, we'll talk about how to
20:19.641 --> 20:21.482
[SPEAKER_00]: We have a product that we have to sell.
20:21.622 --> 20:23.663
[SPEAKER_01]: We exactly, exactly.
20:23.823 --> 20:25.284
[SPEAKER_01]: We have food to put on the table.
20:25.584 --> 20:25.905
[SPEAKER_01]: Right.
20:26.965 --> 20:28.406
[SPEAKER_01]: So I worked with them.
20:28.426 --> 20:30.327
[SPEAKER_01]: They heard that mantra at least a couple hundred times.
20:30.667 --> 20:32.248
[SPEAKER_01]: Came to near the close of the year.
20:32.588 --> 20:33.609
[SPEAKER_01]: We're wrapping things up.
20:33.729 --> 20:36.671
[SPEAKER_01]: The big sales are coming in or should be coming in.
20:37.371 --> 20:42.354
[SPEAKER_01]: And we, I scheduled the meeting with everybody the last minute get together in the Phoenix area.
20:43.154 --> 20:45.796
[SPEAKER_01]: And somebody asked a question, how should we dress?
20:46.237 --> 20:47.177
[SPEAKER_01]: What should be the attire?
20:47.378 --> 20:49.699
[SPEAKER_01]: And I said, dress in a way that shows how you're gonna blow it your number.
20:49.719 --> 20:51.561
[SPEAKER_01]: It was just laser focus.
20:52.001 --> 20:52.982
[SPEAKER_01]: That's what you need to do.
20:53.262 --> 20:56.724
[SPEAKER_01]: Between people, come with Superman, Superman, and super heroes.
20:57.085 --> 21:01.007
[SPEAKER_01]: One person came as a Pimp and he said, pumping incremental margin profitably.
21:01.368 --> 21:01.588
[SPEAKER_01]: Crazy.
21:02.108 --> 21:03.009
[SPEAKER_01]: Oh my goodness.
21:04.570 --> 21:06.352
[SPEAKER_01]: That was that was the focus.
21:06.392 --> 21:08.094
[SPEAKER_01]: They got it went around the room.
21:08.334 --> 21:11.257
[SPEAKER_01]: Ask any blocking factors have the product managers in place.
21:11.577 --> 21:13.519
[SPEAKER_01]: Just eliminate it a lot of issues.
21:13.899 --> 21:22.988
[SPEAKER_01]: I committed to them that I would remove those those blocking issues or have answers on how to how to solve those by the next middle of the next week.
21:23.328 --> 21:25.831
[SPEAKER_01]: What I wanted from each one of them is to commit and find
21:28.648 --> 21:31.290
[SPEAKER_01]: into your number one.
21:31.651 --> 21:32.451
[SPEAKER_00]: That's fantastic.
21:32.611 --> 21:41.819
[SPEAKER_01]: So it's, it's, it's really focused, you know, going out on a battlefield, you know, being, showing the team how it's done, but then they have to do it themselves.
21:42.239 --> 21:46.443
[SPEAKER_01]: So giving them that, a lot of them didn't think they make it, they did.
21:46.843 --> 21:47.283
[SPEAKER_01]: They made it.
21:47.804 --> 21:48.564
[SPEAKER_01]: Hotel scan was,
21:52.267 --> 21:56.130
[SPEAKER_01]: Um, it was a company based in Ukraine, believe it or not, we started in Keeve.
21:56.890 --> 21:57.371
[SPEAKER_01]: Hello.
21:57.471 --> 22:02.034
[SPEAKER_01]: I was brought in by, um, venture capital firm to build that up.
22:02.074 --> 22:11.440
[SPEAKER_01]: It's a meta search, uh, company for hotels, much like kayak of use kind of right right right pulls all the data of all the major companies together in the one point form.
22:11.480 --> 22:11.680
[SPEAKER_00]: Yes.
22:11.920 --> 22:16.081
[SPEAKER_01]: It puts it in one place, so it was for Eastern Europe.
22:16.602 --> 22:19.322
[SPEAKER_01]: And I'd never been to Ukraine at that point.
22:19.663 --> 22:21.963
[SPEAKER_01]: But we built up the business.
22:21.983 --> 22:23.944
[SPEAKER_01]: I was responsible for bringing in the partners.
22:24.324 --> 22:27.665
[SPEAKER_01]: And I was doing a part-time while I was working with another company.
22:28.005 --> 22:31.447
[SPEAKER_01]: So I'd get up at, you know, because it was all in Europe.
22:31.567 --> 22:35.488
[SPEAKER_01]: I'd get up at four or five in the morning, start my day by reaching out to them.
22:35.688 --> 22:40.330
[SPEAKER_01]: We built 140 partnerships in a period of two years of the companies
22:42.951 --> 22:45.692
[SPEAKER_01]: had an exit of the company in 2019.
22:46.793 --> 22:49.074
[SPEAKER_01]: So that was that was that company.
22:50.015 --> 22:53.637
[SPEAKER_01]: Zipwip was when I was involved in as an advisor or consultant.
22:54.057 --> 23:01.001
[SPEAKER_01]: I worked with them on bringing in really testing and figuring out that product to market fit for Zipwip.
23:01.642 --> 23:03.503
[SPEAKER_01]: And it was a couple of Detroit guys,
23:05.824 --> 23:06.264
[SPEAKER_01]: Of course.
23:06.304 --> 23:06.905
[SPEAKER_01]: So I can do it.
23:07.225 --> 23:07.405
[SPEAKER_01]: Yeah.
23:07.465 --> 23:07.745
[SPEAKER_01]: Yeah.
23:08.085 --> 23:08.545
[SPEAKER_01]: Yeah.
23:08.645 --> 23:16.088
[SPEAKER_01]: So they started this company and basically it was one of their big offerings was text enabling landline phones.
23:16.408 --> 23:17.009
[SPEAKER_01]: Kind of a big deal.
23:17.029 --> 23:17.249
[SPEAKER_01]: Good.
23:17.989 --> 23:18.549
[SPEAKER_00]: That question.
23:18.969 --> 23:19.390
[SPEAKER_01]: Yeah.
23:19.610 --> 23:21.510
[SPEAKER_01]: It became a good business.
23:21.530 --> 23:22.771
[SPEAKER_01]: They really owned that business.
23:23.131 --> 23:33.035
[SPEAKER_01]: So I work with them on building their first three markets with one of their co-founders, a guy named John Larson, and so you know, got a little bit of stock.
23:35.296 --> 23:40.238
[SPEAKER_01]: four years ago and are now part of Twilio for 850 million.
23:40.278 --> 23:46.581
[SPEAKER_01]: So it was very successful, you know, working with them on bringing in some of the some of the first markets.
23:46.921 --> 23:48.682
[SPEAKER_01]: So yeah, that's, I mean, that's a sampling.
23:48.802 --> 23:55.385
[SPEAKER_01]: I've worked with 80 startups and emerging companies out in New Zealand, the government brought me in to wow.
23:57.286 --> 24:09.553
[SPEAKER_01]: Yeah, they would, they would fund part of the global expansion for New Zealand-based companies when they're going out into the, uh, into the rest of the, the globe or rest of the world and a lot of the industry supports this North America.
24:09.573 --> 24:10.313
[SPEAKER_01]: Of course.
24:10.473 --> 24:18.258
[SPEAKER_01]: And so they had to have an advisor like me, so I, I worked with many of their companies and continued on, helping find.
24:19.350 --> 24:44.588
[SPEAKER_01]: I find it build those markets so that was I mean that was a bulk of a lot of the companies that I've referenced but if you really can the more laughs around the block you get the more you start to see some of the same issues some of the same mistakes it's just the solutions to those become different but a lot of the human issues don't change you know it's it's are you communicating effectively that like I talked about a travel click that something I learned over time
24:45.148 --> 24:45.729
[SPEAKER_01]: Right.
24:46.049 --> 25:00.663
[SPEAKER_01]: For sales, do you have a methodology or a fallback like I'm the big sports fan and I believe teams whatever sport thing they go into whoever you're playing you need to have a game plan soccer the question.
25:00.963 --> 25:01.703
[SPEAKER_00]: Sorry questions.
25:02.023 --> 25:08.906
[SPEAKER_01]: A just number of players in each position, depending on who the team is or playing, football teams do the same.
25:08.946 --> 25:12.967
[SPEAKER_01]: I mean, every sport, baseball doesn't look like they're doing anything sometimes where they are.
25:12.987 --> 25:27.732
[SPEAKER_01]: But you need to be able to have that game plan going in because a default or an approach on methodology is important because sometimes you get into the things you need to have a fallback to go to if you're in a new territory, new ground, right?
25:27.872 --> 25:28.552
[SPEAKER_00]: Absolutely.
25:29.232 --> 25:31.634
[SPEAKER_01]: This is what I default to, right?
25:31.674 --> 25:36.478
[SPEAKER_01]: And it floats a common language within the companies two in terms of generating revenue.
25:36.578 --> 25:40.902
[SPEAKER_01]: So those things are super, super important for organizations.
25:41.462 --> 25:43.264
[SPEAKER_00]: Yeah, and I'm a big boxing fan too, right?
25:43.284 --> 25:44.585
[SPEAKER_00]: So like, you know, like a guy.
25:45.025 --> 26:09.642
[SPEAKER_00]: He's a knockout artist, he's knocking everybody out and then he goes in there with the guy who's the strategic, you know, not boxer, but he's really, really, I'm sorry, he's the really good counter puncher and then you see that guy who's knocking everybody out, get confused, doesn't know how to adjust, starts throwing, you know, very wild punches because they didn't adjust to the person that they were dealing with in front of them that wasn't going to let them do certain things.
26:09.902 --> 26:10.102
[SPEAKER_00]: Right?
26:10.442 --> 26:12.203
[SPEAKER_00]: Everybody was like, oh, he's knocking everybody out.
26:12.223 --> 26:13.284
[SPEAKER_00]: I'm knocking everybody out in the sky.
26:13.324 --> 26:15.065
[SPEAKER_00]: It's like, he doesn't have the tools.
26:15.245 --> 26:21.368
[SPEAKER_00]: I'm seeing things you guys can't see of the mistakes that he's making because he's fighting everybody the same way, right?
26:21.809 --> 26:26.351
[SPEAKER_00]: And so when you see that adjustment of confusion on that person's face, we can't do what they want to do.
26:26.711 --> 26:27.632
[SPEAKER_00]: Similar to companies.
26:27.972 --> 26:29.293
[SPEAKER_00]: They're off their game, right?
26:29.333 --> 26:30.693
[SPEAKER_00]: And it's similar to companies, right?
26:30.733 --> 26:34.375
[SPEAKER_00]: Like every single, there's always different markets.
26:34.555 --> 26:36.556
[SPEAKER_00]: And there's a reason why they merge, they buy.
26:36.896 --> 26:41.678
[SPEAKER_00]: People think of the day, the week, and a month, companies think in years and decades.
26:42.038 --> 26:42.779
[SPEAKER_00]: The great master.
26:42.819 --> 26:43.499
[SPEAKER_01]: No, absolutely.
26:43.879 --> 26:47.181
[SPEAKER_01]: And you brought up one of my favorite quotes I live by.
26:47.521 --> 26:49.342
[SPEAKER_01]: It's Tyson, Mike Tyson.
26:50.122 --> 26:52.903
[SPEAKER_01]: Everybody, everybody has a plant that will be a punch in the face.
26:53.223 --> 26:54.184
[SPEAKER_01]: That's so true.
26:54.584 --> 26:56.245
[SPEAKER_01]: And that's why it's important to have that.
26:56.725 --> 27:10.968
[SPEAKER_01]: all back, like you talked about the plan, whether you're a counter-puncher or the way you approach it, at least have a plan, but you know, and I should say, there are times you're going to get punched in the face and just sort of, and be even prepared for that.
27:11.228 --> 27:11.808
[SPEAKER_00]: Absolutely.
27:11.888 --> 27:21.930
[SPEAKER_00]: No, um, so when you, what's it like when you come from the outside, you know, you're the outside or in this sales team or this executive team, you know, they get a fresh perspective.
27:21.990 --> 27:23.810
[SPEAKER_00]: Obviously, they sought your services for a reason.
27:24.690 --> 27:26.152
[SPEAKER_00]: Are they willing to listen?
27:26.292 --> 27:27.854
[SPEAKER_00]: Are they, you know, are they insular?
27:27.874 --> 27:32.580
[SPEAKER_00]: Is it having issues where they're like, we tried that before it didn't work and then you're like, what's some guys?
27:32.780 --> 27:34.902
[SPEAKER_00]: You're not where you need to be and this is why it's going to be.
27:35.223 --> 27:38.927
[SPEAKER_01]: Um, we're sure that's a really, really telling and good question.
27:40.189 --> 27:41.530
[SPEAKER_01]: I, I find it goes two ways.
27:42.743 --> 27:48.506
[SPEAKER_01]: One is like you have in our businesses different and this this person doesn't understand it.
27:48.546 --> 27:58.249
[SPEAKER_01]: So it takes it takes time to build credibility and organizations like that other organizations it's like you'll understand it because these other people don't get it.
27:58.570 --> 28:03.912
[SPEAKER_01]: And so my what what I offer to them.
28:04.752 --> 28:09.175
[SPEAKER_01]: they take more seriously than they take from other people on the organization.
28:09.515 --> 28:15.358
[SPEAKER_01]: Neither of those neither of those are right or right, but that those two things do happen with their shortizations.
28:15.619 --> 28:15.999
[SPEAKER_00]: For sure.
28:16.159 --> 28:27.786
[SPEAKER_00]: And then, unfortunately, you may have people whose projects in the way have actually making the company to the best in the pinnacle, because, you know, falacca or better term, it didn't come from them, right, which, you know, that doesn't, that's not supposed to.
28:28.066 --> 28:28.827
[SPEAKER_00]: Of course it does.
28:28.867 --> 28:30.988
[SPEAKER_00]: People's pride in ego gets involved in, you know, if
28:32.239 --> 28:35.781
[SPEAKER_00]: They want the credit and the adulation while you had a chance to make it right.
28:35.942 --> 28:38.483
[SPEAKER_00]: And that's why you didn't get things the way that they were.
28:38.783 --> 28:39.244
[SPEAKER_01]: Exactly.
28:39.344 --> 28:40.565
[SPEAKER_01]: I mean, that happens.
28:40.745 --> 28:42.006
[SPEAKER_01]: That happens a lot.
28:42.326 --> 28:48.850
[SPEAKER_01]: I work on building trust with teams and getting them to bond as fast as I can.
28:49.551 --> 28:58.477
[SPEAKER_01]: If I'm in person, one of the things I do is I'll find a chef in the area and we go to a kitchen.
28:58.517 --> 28:59.538
[SPEAKER_01]: We prepare a meal together.
29:00.318 --> 29:02.439
[SPEAKER_00]: Really good to get because that's really good team building.
29:02.799 --> 29:07.942
[SPEAKER_01]: Really good team building quick quick win establishes a quick win and bonding super fast.
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[SPEAKER_01]: So that's one of the one of the little tricks I do in it.
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[SPEAKER_01]: It does make a difference.
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[SPEAKER_01]: But yes, establish people do feel threatened when I come in as an advisor and guess what sometimes I'll come in and I'll lay out a roadmap for them or where they need to go.
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[SPEAKER_01]: And I don't see them taking the advice and I leave.
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[SPEAKER_01]: I mean, I go away.
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[SPEAKER_01]: Oftentimes, I do get called back to implement the solutions we talked about.
29:34.516 --> 29:41.340
[SPEAKER_01]: But I think as somebody who's who's advising companies, I don't always, I'm not always involved in the implementation.
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[SPEAKER_01]: I just have to be prepared.
29:42.921 --> 29:47.684
[SPEAKER_01]: You know, it's like it would be like if you're going to, if you're going to.
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[SPEAKER_00]: We'll edit that out there.
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[SPEAKER_00]: We're going to a doctor.
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[SPEAKER_00]: Yeah.
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[SPEAKER_01]: No, no.
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[SPEAKER_01]: I got it.
29:54.043 --> 30:07.829
[SPEAKER_01]: If you're going to a doctor, for example, and the doctor tells you, like, dude, you need to get your BMI down, lose 10 pounds and, you know, your, your HRVs off a bit.
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[SPEAKER_01]: So you need to, you need to work on your, on your cardio and things like that.
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[SPEAKER_01]: They give you that plan, right?
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[SPEAKER_01]: what you do with it is up to you.
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[SPEAKER_01]: So I view myself and I had my my godfather was a physician.
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[SPEAKER_01]: So I learned a few things from him in terms of, you know, diagnostic and that approach.
30:24.556 --> 30:30.059
[SPEAKER_01]: What what I can give organizations if they choose for me not to be in the implementation, they have the teams do it.
30:30.679 --> 30:31.419
[SPEAKER_01]: It's all up to them.
30:31.819 --> 30:33.660
[SPEAKER_01]: And I've learned to detach a lot.
30:33.700 --> 30:38.422
[SPEAKER_01]: But you know, you go to a doctor, you ask for advice, if you take the advice, right?
30:38.673 --> 30:41.555
[SPEAKER_00]: Well, you know, I always call it the eating your own food strategy, right?
30:41.575 --> 30:42.456
[SPEAKER_00]: You think it's really good.
30:42.476 --> 30:48.980
[SPEAKER_00]: You think it's really well to you serve other people, what you, what you cooked and then they're like, dude, I don't know what you thought this was, but it's not anywhere close, right?
30:49.020 --> 30:52.563
[SPEAKER_00]: Because you can get comfortable making, because you're feeding yourself, right?
30:52.883 --> 31:03.011
[SPEAKER_00]: So if you want to grow and you want to scale, pride has to go out of the window, especially with every, it really does, you know, and I'm no under no illusions on the best podcast guests.
31:03.051 --> 31:04.071
[SPEAKER_00]: I want people to be critical.
31:04.331 --> 31:06.333
[SPEAKER_00]: I look at my five star views, you know, and I'm like,
31:06.513 --> 31:10.054
[SPEAKER_00]: Don't start feeling yourself because there will be the one storm of you, right?
31:10.114 --> 31:16.855
[SPEAKER_00]: Like, there's going to be that one or two times that they're going to be like, dude, this guy was just not what I thought it was going to be.
31:16.875 --> 31:19.096
[SPEAKER_00]: And I got to deal with it and I got to deal with it.
31:19.736 --> 31:23.096
[SPEAKER_01]: I can't imagine that based on the conversation we've had.
31:23.256 --> 31:25.997
[SPEAKER_00]: I always have that thing in the back of my head that it's going to happen.
31:26.017 --> 31:27.777
[SPEAKER_00]: And I need to prepare myself mentally for it.
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[SPEAKER_00]: You know what I mean?
31:29.178 --> 31:31.918
[SPEAKER_00]: So that way I never get, you know, I'm not Joe Rogan, right?
31:31.938 --> 31:34.279
[SPEAKER_00]: So I'm not, I don't have the luxury of, you know, I guess.
31:36.545 --> 31:42.450
[SPEAKER_00]: When I was, I just don't have the luxury who have been like, you know, 500 million listeners and I could potentially think of the joint for a year.
31:42.490 --> 31:43.451
[SPEAKER_00]: It's still be fun, right?
31:43.531 --> 31:44.231
[SPEAKER_00]: I have to be.
31:44.612 --> 31:45.893
[SPEAKER_01]: One day we're shot, one day.
31:45.933 --> 31:46.153
[SPEAKER_00]: Yes.
31:46.493 --> 31:47.254
[SPEAKER_00]: Thank you very much.
31:47.314 --> 31:49.396
[SPEAKER_00]: You know, I always know your time is very valuable.
31:49.416 --> 31:52.378
[SPEAKER_00]: I know we've only touched on the surface of everything that you've accomplished.
31:52.839 --> 31:55.881
[SPEAKER_00]: What message do you want to leave at the end of this interview?
31:56.141 --> 31:59.424
[SPEAKER_00]: But James Hayne, all there are accomplishments and where people can find you.
31:59.644 --> 32:02.246
[SPEAKER_01]: Where they can find me is James B.
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[SPEAKER_01]: Hayden, H-A-Y-D-E-N, dot com, and that's my website, my contact information is all there.
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[SPEAKER_01]: What I would like people to know is persist, don't give up, listen to your voice.
32:20.953 --> 32:30.283
[SPEAKER_01]: And follow that dream, but make your dream tangible, put a time frame on it, keep working towards it.
32:30.844 --> 32:35.729
[SPEAKER_01]: And I have to tell you there were a number of years in my career where I thought I'll never ever attain this.
32:35.929 --> 32:37.571
[SPEAKER_01]: And I dug deep with.
32:37.911 --> 32:39.933
[SPEAKER_01]: And I got more introspective.
32:39.973 --> 32:40.854
[SPEAKER_01]: I learned more.
32:41.295 --> 32:42.896
[SPEAKER_01]: I brought more skills to the table.
32:43.537 --> 32:46.420
[SPEAKER_01]: You know, I did things that augmented my mental mindset.
32:46.440 --> 32:49.042
[SPEAKER_01]: We've got to have a mindset to go into it.
32:49.142 --> 32:52.485
[SPEAKER_01]: One of the things I did was I climbed some pretty, pretty significant mountains.
32:52.846 --> 33:04.817
[SPEAKER_01]: And so what I faced, what I faced situations that seemed insurmountable, is like, I got to the summit of Mount Rainier, or I got to the summit of Mount, it's a little majority in Africa.
33:04.977 --> 33:07.219
[SPEAKER_01]: I can, I can, this,
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[SPEAKER_01]: I was able to do that.
33:11.001 --> 33:13.282
[SPEAKER_01]: I can accomplish those things that are set in front of me.
33:13.602 --> 33:16.523
[SPEAKER_01]: This is just a road bump and I'll figure this out.
33:16.884 --> 33:22.226
[SPEAKER_01]: So how many of that points that building in wins in your mindset is so important?
33:22.426 --> 33:23.386
[SPEAKER_00]: It's not a question.
33:23.426 --> 33:27.608
[SPEAKER_00]: I think that the limitations that people place to fund themselves, we all have self-doubt.
33:27.648 --> 33:30.049
[SPEAKER_00]: We all have disbelief in our own abilities.
33:30.489 --> 33:31.430
[SPEAKER_00]: But the beauty about what
33:32.610 --> 33:36.791
[SPEAKER_00]: you're doing and you know, the field that I'm trying to break into doesn't matter from not six feet tall.
33:37.091 --> 33:38.792
[SPEAKER_00]: It doesn't matter if I don't have a six pack.
33:38.892 --> 33:49.415
[SPEAKER_00]: It doesn't matter that what age you are, you know, if you look at what you, what's in front of you, if you're willing to learn it, information is more accessible than ever before in our history.
33:49.595 --> 33:53.516
[SPEAKER_00]: It's what you do with it and how you act on it, that's going to actually get you where you want to be.
33:53.696 --> 33:54.056
[SPEAKER_01]: Yeah.
33:54.256 --> 33:54.737
[SPEAKER_01]: Yeah.
33:54.797 --> 33:54.917
[SPEAKER_01]: 100%.
33:56.117 --> 33:58.640
[SPEAKER_00]: You know, and I appreciate it.
33:58.660 --> 34:03.646
[SPEAKER_00]: And like I said, I would love to follow up more, you know, with you, you know, for some future context as well, too.
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[SPEAKER_01]: I'm here any time.
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[SPEAKER_01]: I'd love to continue our conversation.
34:08.131 --> 34:10.334
[SPEAKER_00]: James Hayden on the randomest of nothing podcast.
34:10.354 --> 34:11.375
[SPEAKER_00]: This is Rashad Woods.
34:11.435 --> 34:16.321
[SPEAKER_00]: And if you like this episode, make sure you guys also check out his website, message him on LinkedIn if you need to.
34:16.581 --> 34:20.085
[SPEAKER_00]: It's a busy guy, but he's got great tools and things that you can learn from.
34:20.266 --> 34:20.786
[SPEAKER_00]: Thank you, James.
34:20.926 --> 34:21.287
[SPEAKER_00]: Thank you.
34:21.647 --> 34:22.128
[SPEAKER_01]: Cheers, buddy.
