{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":0.0,"endTime":4.89,"body":"Hello, and welcome"},{"speaker":"Matt Wolach","startTime":0.0,"endTime":4.89,"body":"to Sas three in the making."},{"speaker":"Matt Wolach","startTime":4.89,"endTime":7.14,"body":"Thank you very much for coming."},{"speaker":"Matt Wolach","startTime":4.89,"endTime":7.14,"body":"I am your host, Matt Wolach. And"},{"speaker":"Matt Wolach","startTime":7.14,"endTime":10.44,"body":"our goal here is to help you"},{"speaker":"Matt Wolach","startTime":7.14,"endTime":10.44,"body":"scale your software company so"},{"speaker":"Matt Wolach","startTime":10.44,"endTime":14.64,"body":"you can gain more revenue, get a"},{"speaker":"Matt Wolach","startTime":10.44,"endTime":14.64,"body":"lot more valuation and get that"},{"speaker":"Matt Wolach","startTime":14.64,"endTime":17.97,"body":"dream exit. And I'm super"},{"speaker":"Matt Wolach","startTime":14.64,"endTime":17.97,"body":"excited here today because I'm"},{"speaker":"Matt Wolach","startTime":17.97,"endTime":20.61,"body":"joined by GAVI Zeitlin, Gabi,"},{"speaker":"Matt Wolach","startTime":17.97,"endTime":20.61,"body":"welcome to the show."},{"speaker":"Gavi Zeitlin","startTime":21.06,"endTime":22.44,"body":"And that's awesome"},{"speaker":"Gavi Zeitlin","startTime":21.06,"endTime":22.44,"body":"to be here."},{"speaker":"Matt Wolach","startTime":23.22,"endTime":24.99,"body":"Oh, it's so glad."},{"speaker":"Matt Wolach","startTime":23.22,"endTime":24.99,"body":"I'm so glad to having you here."},{"speaker":"Matt Wolach","startTime":24.99,"endTime":27.12,"body":"It's really going to be a fun"},{"speaker":"Matt Wolach","startTime":24.99,"endTime":27.12,"body":"chat. I'm really been looking"},{"speaker":"Matt Wolach","startTime":27.12,"endTime":29.76,"body":"forward to this for a while."},{"speaker":"Matt Wolach","startTime":27.12,"endTime":29.76,"body":"This is my first podcast taping"},{"speaker":"Matt Wolach","startTime":29.76,"endTime":31.74,"body":"after the New Year. I know you"},{"speaker":"Matt Wolach","startTime":29.76,"endTime":31.74,"body":"guys who are listening to it."},{"speaker":"Matt Wolach","startTime":31.74,"endTime":35.46,"body":"It's several weeks after that."},{"speaker":"Matt Wolach","startTime":31.74,"endTime":35.46,"body":"But I have been looking forward"},{"speaker":"Matt Wolach","startTime":35.46,"endTime":39.27,"body":"to this all holiday break. So"},{"speaker":"Matt Wolach","startTime":35.46,"endTime":39.27,"body":"Gabi, let's talk about who you"},{"speaker":"Matt Wolach","startTime":39.27,"endTime":42.12,"body":"are. So everybody knows. So Gabi"},{"speaker":"Matt Wolach","startTime":39.27,"endTime":42.12,"body":"is the co founder at fire"},{"speaker":"Matt Wolach","startTime":42.12,"endTime":45.48,"body":"consulting in Gabi has more than"},{"speaker":"Matt Wolach","startTime":42.12,"endTime":45.48,"body":"12 years of experience working"},{"speaker":"Matt Wolach","startTime":45.48,"endTime":48.12,"body":"with startups, agencies and"},{"speaker":"Matt Wolach","startTime":45.48,"endTime":48.12,"body":"fortune 200 companies on"},{"speaker":"Matt Wolach","startTime":48.12,"endTime":51.66,"body":"marketing product and business"},{"speaker":"Matt Wolach","startTime":48.12,"endTime":51.66,"body":"development. His rich experience"},{"speaker":"Matt Wolach","startTime":51.66,"endTime":54.24,"body":"across a variety of industries"},{"speaker":"Matt Wolach","startTime":51.66,"endTime":54.24,"body":"enabled him to gain a unique"},{"speaker":"Matt Wolach","startTime":54.24,"endTime":58.11,"body":"perspective on what makes a"},{"speaker":"Matt Wolach","startTime":54.24,"endTime":58.11,"body":"business succeed or fail. He"},{"speaker":"Matt Wolach","startTime":58.11,"endTime":61.44,"body":"developed the three pillars of"},{"speaker":"Matt Wolach","startTime":58.11,"endTime":61.44,"body":"the fire marketing method, we're"},{"speaker":"Matt Wolach","startTime":61.44,"endTime":63.99,"body":"going to talk about that here in"},{"speaker":"Matt Wolach","startTime":61.44,"endTime":63.99,"body":"a bit. I can't wait and launch"},{"speaker":"Matt Wolach","startTime":63.99,"endTime":66.57,"body":"fire consulting to help founders"},{"speaker":"Matt Wolach","startTime":63.99,"endTime":66.57,"body":"and business leaders sharpen the"},{"speaker":"Matt Wolach","startTime":66.57,"endTime":69.63,"body":"core of things needed in their"},{"speaker":"Matt Wolach","startTime":66.57,"endTime":69.63,"body":"businesses to help achieve"},{"speaker":"Matt Wolach","startTime":69.66,"endTime":74.55,"body":"effortless scale and dominate"},{"speaker":"Matt Wolach","startTime":69.66,"endTime":74.55,"body":"their markets. He really knows"},{"speaker":"Matt Wolach","startTime":74.58,"endTime":76.71,"body":"what he's talking about. Once"},{"speaker":"Matt Wolach","startTime":74.58,"endTime":76.71,"body":"again, Gaby, thanks for coming"},{"speaker":"Matt Wolach","startTime":76.71,"endTime":77.28,"body":"on the show."},{"speaker":"Gavi Zeitlin","startTime":77.76,"endTime":80.43,"body":"Yeah, this is you"},{"speaker":"Gavi Zeitlin","startTime":77.76,"endTime":80.43,"body":"nailed it. That's, that's"},{"speaker":"Gavi Zeitlin","startTime":80.43,"endTime":83.49,"body":"exactly what I like to tell"},{"speaker":"Gavi Zeitlin","startTime":80.43,"endTime":83.49,"body":"people do is find out where"},{"speaker":"Gavi Zeitlin","startTime":83.64,"endTime":85.56,"body":"they're struggling where they're"},{"speaker":"Gavi Zeitlin","startTime":83.64,"endTime":85.56,"body":"stuck to help them get to the"},{"speaker":"Gavi Zeitlin","startTime":85.56,"endTime":87.78,"body":"next level. I really just sums"},{"speaker":"Gavi Zeitlin","startTime":85.56,"endTime":87.78,"body":"it up right there."},{"speaker":"Matt Wolach","startTime":88.47,"endTime":90.72,"body":"Awesome. Perfect."},{"speaker":"Matt Wolach","startTime":88.47,"endTime":90.72,"body":"So tell me about what you've"},{"speaker":"Matt Wolach","startTime":90.72,"endTime":92.43,"body":"been doing lately? And what's"},{"speaker":"Matt Wolach","startTime":90.72,"endTime":92.43,"body":"coming up for you?"},{"speaker":"Gavi Zeitlin","startTime":92.97,"endTime":97.17,"body":"Yeah, sure. So,"},{"speaker":"Gavi Zeitlin","startTime":92.97,"endTime":97.17,"body":"um, you know, even lately, if I"},{"speaker":"Gavi Zeitlin","startTime":97.17,"endTime":99.75,"body":"go back, you know, kind of the"},{"speaker":"Gavi Zeitlin","startTime":97.17,"endTime":99.75,"body":"beginning of my career, I always"},{"speaker":"Gavi Zeitlin","startTime":99.75,"endTime":103.14,"body":"found I had a very, very kind of"},{"speaker":"Gavi Zeitlin","startTime":99.75,"endTime":103.14,"body":"unique perspective, going"},{"speaker":"Gavi Zeitlin","startTime":103.14,"endTime":105.87,"body":"through the various stages of"},{"speaker":"Gavi Zeitlin","startTime":103.14,"endTime":105.87,"body":"the different companies I was"},{"speaker":"Gavi Zeitlin","startTime":105.87,"endTime":108.54,"body":"in. So I started on the startup"},{"speaker":"Gavi Zeitlin","startTime":105.87,"endTime":108.54,"body":"that was eventually acquired by"},{"speaker":"Gavi Zeitlin","startTime":108.54,"endTime":111.81,"body":"Fortune 200 company, it's kind"},{"speaker":"Gavi Zeitlin","startTime":108.54,"endTime":111.81,"body":"of like a real one at in terms"},{"speaker":"Gavi Zeitlin","startTime":111.81,"endTime":114.18,"body":"of just kind of seeing how"},{"speaker":"Gavi Zeitlin","startTime":111.81,"endTime":114.18,"body":"things are done versus how on"},{"speaker":"Gavi Zeitlin","startTime":114.18,"endTime":117.36,"body":"one side of the fence versus the"},{"speaker":"Gavi Zeitlin","startTime":114.18,"endTime":117.36,"body":"other side of the fence. As well"},{"speaker":"Gavi Zeitlin","startTime":117.36,"endTime":120.93,"body":"as also along the way to seeing"},{"speaker":"Gavi Zeitlin","startTime":117.36,"endTime":120.93,"body":"lots of in that company, other"},{"speaker":"Gavi Zeitlin","startTime":120.93,"endTime":124.2,"body":"companies as well successes and"},{"speaker":"Gavi Zeitlin","startTime":120.93,"endTime":124.2,"body":"failures. And over time, I kind"},{"speaker":"Gavi Zeitlin","startTime":124.2,"endTime":129.36,"body":"of really noticed the a lot of"},{"speaker":"Gavi Zeitlin","startTime":124.2,"endTime":129.36,"body":"the successes and failures came"},{"speaker":"Gavi Zeitlin","startTime":129.36,"endTime":133.44,"body":"down to three core things, which"},{"speaker":"Gavi Zeitlin","startTime":129.36,"endTime":133.44,"body":"is what eventually became the"},{"speaker":"Gavi Zeitlin","startTime":133.44,"endTime":137.43,"body":"fire marketing method. Fire"},{"speaker":"Gavi Zeitlin","startTime":133.44,"endTime":137.43,"body":"itself, we launched last year as"},{"speaker":"Gavi Zeitlin","startTime":137.43,"endTime":141.39,"body":"a consulting company. And I've"},{"speaker":"Gavi Zeitlin","startTime":137.43,"endTime":141.39,"body":"been in a number of startups and"},{"speaker":"Gavi Zeitlin","startTime":141.39,"endTime":144.39,"body":"businesses during that time,"},{"speaker":"Gavi Zeitlin","startTime":141.39,"endTime":144.39,"body":"helping them refine and sharpen"},{"speaker":"Gavi Zeitlin","startTime":144.39,"endTime":148.14,"body":"exactly, these three pillars to"},{"speaker":"Gavi Zeitlin","startTime":144.39,"endTime":148.14,"body":"help them to success for their"},{"speaker":"Gavi Zeitlin","startTime":148.14,"endTime":150.21,"body":"growth as well. So I'm really"},{"speaker":"Gavi Zeitlin","startTime":148.14,"endTime":150.21,"body":"excited to get started between"},{"speaker":"Gavi Zeitlin","startTime":150.21,"endTime":153.03,"body":"23 and helping even more"},{"speaker":"Gavi Zeitlin","startTime":150.21,"endTime":153.03,"body":"companies just crush it."},{"speaker":"Matt Wolach","startTime":153.929,"endTime":156.089,"body":"I love it, I love"},{"speaker":"Matt Wolach","startTime":153.929,"endTime":156.089,"body":"it. That's my goal, too. So"},{"speaker":"Matt Wolach","startTime":156.089,"endTime":158.579,"body":"we're doing the same thing. It's"},{"speaker":"Matt Wolach","startTime":156.089,"endTime":158.579,"body":"fantastic. I cannot wait to hear"},{"speaker":"Matt Wolach","startTime":158.579,"endTime":162.089,"body":"about this fire marketing"},{"speaker":"Matt Wolach","startTime":158.579,"endTime":162.089,"body":"methods. So what exactly is the"},{"speaker":"Matt Wolach","startTime":162.089,"endTime":164.279,"body":"fire marketing method I know"},{"speaker":"Matt Wolach","startTime":162.089,"endTime":164.279,"body":"that's for those of you who are"},{"speaker":"Matt Wolach","startTime":164.279,"endTime":168.059,"body":"listening, fire is all"},{"speaker":"Matt Wolach","startTime":164.279,"endTime":168.059,"body":"capitalized, FLIR E, fire"},{"speaker":"Matt Wolach","startTime":168.059,"endTime":170.999,"body":"marketing method, and when when"},{"speaker":"Matt Wolach","startTime":168.059,"endTime":170.999,"body":"should leaders use that?"},{"speaker":"Gavi Zeitlin","startTime":172.08,"endTime":173.64,"body":"For sure, so the"},{"speaker":"Gavi Zeitlin","startTime":172.08,"endTime":173.64,"body":"firing marketing method is"},{"speaker":"Gavi Zeitlin","startTime":173.64,"endTime":177.48,"body":"really comes down to three"},{"speaker":"Gavi Zeitlin","startTime":173.64,"endTime":177.48,"body":"pillars. And the first is really"},{"speaker":"Gavi Zeitlin","startTime":177.48,"endTime":180.48,"body":"getting your offer offering in"},{"speaker":"Gavi Zeitlin","startTime":177.48,"endTime":180.48,"body":"place. And I'll talk a bit more"},{"speaker":"Gavi Zeitlin","startTime":180.48,"endTime":183.12,"body":"about what what that means."},{"speaker":"Gavi Zeitlin","startTime":180.48,"endTime":183.12,"body":"Because most people kind of"},{"speaker":"Gavi Zeitlin","startTime":183.12,"endTime":185.79,"body":"gloss over the offer, they kind"},{"speaker":"Gavi Zeitlin","startTime":183.12,"endTime":185.79,"body":"of, they'll get something and"},{"speaker":"Gavi Zeitlin","startTime":185.79,"endTime":187.5,"body":"then they'll kind of or they'll"},{"speaker":"Gavi Zeitlin","startTime":185.79,"endTime":187.5,"body":"copy something and then they'll"},{"speaker":"Gavi Zeitlin","startTime":187.5,"endTime":190.92,"body":"kind of run with it. And and"},{"speaker":"Gavi Zeitlin","startTime":187.5,"endTime":190.92,"body":"that's kind of pillar number"},{"speaker":"Gavi Zeitlin","startTime":190.92,"endTime":194.19,"body":"one, we're really want to focus"},{"speaker":"Gavi Zeitlin","startTime":190.92,"endTime":194.19,"body":"on that pillar number two, is"},{"speaker":"Gavi Zeitlin","startTime":194.19,"endTime":196.71,"body":"really building out your middle"},{"speaker":"Gavi Zeitlin","startTime":194.19,"endTime":196.71,"body":"of the funnel marketing, a lot"},{"speaker":"Gavi Zeitlin","startTime":196.71,"endTime":199.65,"body":"of people are very into very top"},{"speaker":"Gavi Zeitlin","startTime":196.71,"endTime":199.65,"body":"of the funnel, top of funnel"},{"speaker":"Gavi Zeitlin","startTime":199.65,"endTime":202.56,"body":"stuff. It's very sexy, it's very"},{"speaker":"Gavi Zeitlin","startTime":199.65,"endTime":202.56,"body":"cool. But middle of the funnel"},{"speaker":"Gavi Zeitlin","startTime":202.56,"endTime":205.2,"body":"is where where it's at in terms"},{"speaker":"Gavi Zeitlin","startTime":202.56,"endTime":205.2,"body":"of being able to build a"},{"speaker":"Gavi Zeitlin","startTime":205.2,"endTime":208.41,"body":"leveraged marketing system to be"},{"speaker":"Gavi Zeitlin","startTime":205.2,"endTime":208.41,"body":"able to get people who are going"},{"speaker":"Gavi Zeitlin","startTime":208.41,"endTime":211.68,"body":"to have shorter sales cycles,"},{"speaker":"Gavi Zeitlin","startTime":208.41,"endTime":211.68,"body":"and better retention for your"},{"speaker":"Gavi Zeitlin","startTime":211.68,"endTime":214.47,"body":"business as well. Because you're"},{"speaker":"Gavi Zeitlin","startTime":211.68,"endTime":214.47,"body":"bringing people in the door, who"},{"speaker":"Gavi Zeitlin","startTime":214.5,"endTime":217.56,"body":"understand your product and your"},{"speaker":"Gavi Zeitlin","startTime":214.5,"endTime":217.56,"body":"and your business better and"},{"speaker":"Gavi Zeitlin","startTime":217.56,"endTime":220.11,"body":"what how it's gonna work for"},{"speaker":"Gavi Zeitlin","startTime":217.56,"endTime":220.11,"body":"them when they close. And then"},{"speaker":"Gavi Zeitlin","startTime":220.11,"endTime":223.62,"body":"the third pillar is mindset,"},{"speaker":"Gavi Zeitlin","startTime":220.11,"endTime":223.62,"body":"alright, and mindset is, I"},{"speaker":"Gavi Zeitlin","startTime":223.62,"endTime":226.2,"body":"think, the most important"},{"speaker":"Gavi Zeitlin","startTime":223.62,"endTime":226.2,"body":"pillar, a lot of people will"},{"speaker":"Gavi Zeitlin","startTime":226.2,"endTime":229.68,"body":"dismiss mindset. But what I have"},{"speaker":"Gavi Zeitlin","startTime":226.2,"endTime":229.68,"body":"found is that mindset is, if you"},{"speaker":"Gavi Zeitlin","startTime":229.68,"endTime":232.41,"body":"don't have the right mindset in"},{"speaker":"Gavi Zeitlin","startTime":229.68,"endTime":232.41,"body":"place, it is literally the"},{"speaker":"Gavi Zeitlin","startTime":232.41,"endTime":236.85,"body":"difference between success and"},{"speaker":"Gavi Zeitlin","startTime":232.41,"endTime":236.85,"body":"failure. Fire as an acronym is"},{"speaker":"Gavi Zeitlin","startTime":236.85,"endTime":240.42,"body":"actually the breakdown of how"},{"speaker":"Gavi Zeitlin","startTime":236.85,"endTime":240.42,"body":"you do the offer, right? So"},{"speaker":"Gavi Zeitlin","startTime":240.45,"endTime":243.72,"body":"originally started as the fire"},{"speaker":"Gavi Zeitlin","startTime":240.45,"endTime":243.72,"body":"offer method, as we kind of"},{"speaker":"Gavi Zeitlin","startTime":243.72,"endTime":247.05,"body":"built out and integrated and"},{"speaker":"Gavi Zeitlin","startTime":243.72,"endTime":247.05,"body":"built out this whole model, and"},{"speaker":"Gavi Zeitlin","startTime":247.08,"endTime":251.34,"body":"what fire stands for the F and"},{"speaker":"Gavi Zeitlin","startTime":247.08,"endTime":251.34,"body":"fire stands for focused. And"},{"speaker":"Gavi Zeitlin","startTime":251.34,"endTime":254.7,"body":"that means having a focus niche,"},{"speaker":"Gavi Zeitlin","startTime":251.34,"endTime":254.7,"body":"and a focus problem that you're"},{"speaker":"Gavi Zeitlin","startTime":254.7,"endTime":258.06,"body":"targeting, I suppose to kind of"},{"speaker":"Gavi Zeitlin","startTime":254.7,"endTime":258.06,"body":"having a general a general type"},{"speaker":"Gavi Zeitlin","startTime":258.06,"endTime":260.34,"body":"of offer, you're very, very"},{"speaker":"Gavi Zeitlin","startTime":258.06,"endTime":260.34,"body":"clear on exactly who you're"},{"speaker":"Gavi Zeitlin","startTime":260.34,"endTime":262.8,"body":"talking to, and exactly what"},{"speaker":"Gavi Zeitlin","startTime":260.34,"endTime":262.8,"body":"problem it is that you're"},{"speaker":"Gavi Zeitlin","startTime":262.8,"endTime":267.09,"body":"solving for them. I is interest,"},{"speaker":"Gavi Zeitlin","startTime":262.8,"endTime":267.09,"body":"right? This is. This means that"},{"speaker":"Gavi Zeitlin","startTime":267.09,"endTime":269.97,"body":"you know that the market is"},{"speaker":"Gavi Zeitlin","startTime":267.09,"endTime":269.97,"body":"actually interested in solving"},{"speaker":"Gavi Zeitlin","startTime":270.0,"endTime":272.19,"body":"this problem. I had a"},{"speaker":"Gavi Zeitlin","startTime":270.0,"endTime":272.19,"body":"conversation with someone a few"},{"speaker":"Gavi Zeitlin","startTime":272.19,"endTime":274.32,"body":"weeks ago, and he told me he was"},{"speaker":"Gavi Zeitlin","startTime":272.19,"endTime":274.32,"body":"sitting down with his"},{"speaker":"Gavi Zeitlin","startTime":274.32,"endTime":279.9,"body":"accountant. And the accountant"},{"speaker":"Gavi Zeitlin","startTime":274.32,"endTime":279.9,"body":"was using a software from the"},{"speaker":"Gavi Zeitlin","startTime":279.9,"endTime":284.01,"body":"80s on a computer that was"},{"speaker":"Gavi Zeitlin","startTime":279.9,"endTime":284.01,"body":"running Microsoft DOS. Oh no."},{"speaker":"Gavi Zeitlin","startTime":284.58,"endTime":288.48,"body":"Like, I use like, like, man,"},{"speaker":"Gavi Zeitlin","startTime":284.58,"endTime":288.48,"body":"like there are so many better"},{"speaker":"Gavi Zeitlin","startTime":288.51,"endTime":292.23,"body":"systems you can use like it's"},{"speaker":"Gavi Zeitlin","startTime":288.51,"endTime":292.23,"body":"2022 You know, like now it's"},{"speaker":"Gavi Zeitlin","startTime":292.59,"endTime":295.2,"body":"three and the guys like it's"},{"speaker":"Gavi Zeitlin","startTime":292.59,"endTime":295.2,"body":"works for me, I don't want to"},{"speaker":"Gavi Zeitlin","startTime":295.2,"endTime":297.21,"body":"have to change anything I did"},{"speaker":"Gavi Zeitlin","startTime":295.2,"endTime":297.21,"body":"this right this is this works"},{"speaker":"Gavi Zeitlin","startTime":297.21,"endTime":299.25,"body":"for me. So having suddenly you"},{"speaker":"Gavi Zeitlin","startTime":297.21,"endTime":299.25,"body":"know, so I was actually"},{"speaker":"Gavi Zeitlin","startTime":299.25,"endTime":302.22,"body":"interested in saw thing is"},{"speaker":"Gavi Zeitlin","startTime":299.25,"endTime":302.22,"body":"absolutely key, if you're going"},{"speaker":"Gavi Zeitlin","startTime":302.22,"endTime":306.39,"body":"to be developing something, are"},{"speaker":"Gavi Zeitlin","startTime":302.22,"endTime":306.39,"body":"is results based, right. So one"},{"speaker":"Gavi Zeitlin","startTime":306.39,"endTime":309.18,"body":"of the things that I talk about"},{"speaker":"Gavi Zeitlin","startTime":306.39,"endTime":309.18,"body":"when it comes to offers and"},{"speaker":"Gavi Zeitlin","startTime":309.18,"endTime":311.04,"body":"really any product is that"},{"speaker":"Gavi Zeitlin","startTime":309.18,"endTime":311.04,"body":"people don't really buy"},{"speaker":"Gavi Zeitlin","startTime":311.04,"endTime":313.71,"body":"products, they buy solutions to"},{"speaker":"Gavi Zeitlin","startTime":311.04,"endTime":313.71,"body":"problems, and they have to"},{"speaker":"Gavi Zeitlin","startTime":313.71,"endTime":315.99,"body":"understand where their current"},{"speaker":"Gavi Zeitlin","startTime":313.71,"endTime":315.99,"body":"situation is and what the"},{"speaker":"Gavi Zeitlin","startTime":315.99,"endTime":319.02,"body":"desired situation is. And if you"},{"speaker":"Gavi Zeitlin","startTime":315.99,"endTime":319.02,"body":"can position your product that"},{"speaker":"Gavi Zeitlin","startTime":319.02,"endTime":321.75,"body":"is the vehicle to help them get"},{"speaker":"Gavi Zeitlin","startTime":319.02,"endTime":321.75,"body":"there. And the way to do that is"},{"speaker":"Gavi Zeitlin","startTime":321.75,"endTime":325.65,"body":"to be able to clearly define the"},{"speaker":"Gavi Zeitlin","startTime":321.75,"endTime":325.65,"body":"result that they're going to get"},{"speaker":"Gavi Zeitlin","startTime":325.68,"endTime":330.21,"body":"with your product, right? Case"},{"speaker":"Gavi Zeitlin","startTime":325.68,"endTime":330.21,"body":"studies, etc. The better your"},{"speaker":"Gavi Zeitlin","startTime":330.21,"endTime":333.93,"body":"case studies, the better you can"},{"speaker":"Gavi Zeitlin","startTime":330.21,"endTime":333.93,"body":"market using results. And then"},{"speaker":"Gavi Zeitlin","startTime":333.93,"endTime":338.46,"body":"the last one E is execution,"},{"speaker":"Gavi Zeitlin","startTime":333.93,"endTime":338.46,"body":"being able to deliver something"},{"speaker":"Gavi Zeitlin","startTime":338.46,"endTime":342.96,"body":"that's that's as as sharp as"},{"speaker":"Gavi Zeitlin","startTime":338.46,"endTime":342.96,"body":"possible to actually deliver"},{"speaker":"Gavi Zeitlin","startTime":342.96,"endTime":345.57,"body":"that result. And not at all a"},{"speaker":"Gavi Zeitlin","startTime":342.96,"endTime":345.57,"body":"lot of things. It's actually"},{"speaker":"Gavi Zeitlin","startTime":345.57,"endTime":348.18,"body":"when again, when it comes to"},{"speaker":"Gavi Zeitlin","startTime":345.57,"endTime":348.18,"body":"software, this is where actually"},{"speaker":"Gavi Zeitlin","startTime":348.18,"endTime":350.58,"body":"a lot of all in one solutions"},{"speaker":"Gavi Zeitlin","startTime":348.18,"endTime":350.58,"body":"can actually get a little bit"},{"speaker":"Gavi Zeitlin","startTime":350.58,"endTime":352.92,"body":"convoluted, and kind of trip"},{"speaker":"Gavi Zeitlin","startTime":350.58,"endTime":352.92,"body":"over themselves a bit by"},{"speaker":"Gavi Zeitlin","startTime":352.92,"endTime":356.34,"body":"focusing on that problem, you"},{"speaker":"Gavi Zeitlin","startTime":352.92,"endTime":356.34,"body":"can charge more that's the"},{"speaker":"Gavi Zeitlin","startTime":356.34,"endTime":359.94,"body":"product is simpler, and the"},{"speaker":"Gavi Zeitlin","startTime":356.34,"endTime":359.94,"body":"Margaret advise it better"},{"speaker":"Gavi Zeitlin","startTime":359.94,"endTime":362.67,"body":"because you're able to"},{"speaker":"Gavi Zeitlin","startTime":359.94,"endTime":362.67,"body":"articulate and show them exactly"},{"speaker":"Gavi Zeitlin","startTime":362.67,"endTime":365.34,"body":"how they how they can execute"},{"speaker":"Gavi Zeitlin","startTime":362.67,"endTime":365.34,"body":"solve particular problem. I'm"},{"speaker":"Gavi Zeitlin","startTime":365.34,"endTime":368.64,"body":"using that so that's kind of the"},{"speaker":"Gavi Zeitlin","startTime":365.34,"endTime":368.64,"body":"the the framework for fire as"},{"speaker":"Gavi Zeitlin","startTime":368.64,"endTime":372.3,"body":"well as also the the marketing"},{"speaker":"Gavi Zeitlin","startTime":368.64,"endTime":372.3,"body":"and the mindset component for"},{"speaker":"Gavi Zeitlin","startTime":372.3,"endTime":372.66,"body":"thanks."},{"speaker":"Matt Wolach","startTime":373.68,"endTime":376.14,"body":"A lot love it all"},{"speaker":"Matt Wolach","startTime":373.68,"endTime":376.14,"body":"Super, very important things and"},{"speaker":"Matt Wolach","startTime":376.14,"endTime":378.45,"body":"something that a lot of people"},{"speaker":"Matt Wolach","startTime":376.14,"endTime":378.45,"body":"are quite missing. And I love"},{"speaker":"Matt Wolach","startTime":378.45,"endTime":381.87,"body":"how earlier when you talked"},{"speaker":"Matt Wolach","startTime":378.45,"endTime":381.87,"body":"about the offer, I think a lot"},{"speaker":"Matt Wolach","startTime":381.87,"endTime":384.69,"body":"of people kind of missed the"},{"speaker":"Matt Wolach","startTime":381.87,"endTime":384.69,"body":"boat on their offer, what are"},{"speaker":"Matt Wolach","startTime":384.69,"endTime":388.08,"body":"some of the biggest mistakes you"},{"speaker":"Matt Wolach","startTime":384.69,"endTime":388.08,"body":"see that leaders are making"},{"speaker":"Matt Wolach","startTime":388.08,"endTime":389.52,"body":"around their offer?"},{"speaker":"Gavi Zeitlin","startTime":390.51,"endTime":392.13,"body":"This mistake is"},{"speaker":"Gavi Zeitlin","startTime":390.51,"endTime":392.13,"body":"not talking to your customer"},{"speaker":"Gavi Zeitlin","startTime":392.13,"endTime":394.95,"body":"enough, right? Like if"},{"speaker":"Gavi Zeitlin","startTime":392.13,"endTime":394.95,"body":"particularly an early stage"},{"speaker":"Gavi Zeitlin","startTime":394.95,"endTime":398.19,"body":"startup, it's not talking to"},{"speaker":"Gavi Zeitlin","startTime":394.95,"endTime":398.19,"body":"your to your customer. And then"},{"speaker":"Gavi Zeitlin","startTime":398.19,"endTime":401.31,"body":"as the company starts to grow,"},{"speaker":"Gavi Zeitlin","startTime":398.19,"endTime":401.31,"body":"it's not talking or listening to"},{"speaker":"Gavi Zeitlin","startTime":401.31,"endTime":403.62,"body":"sales calls enough, right? Start"},{"speaker":"Gavi Zeitlin","startTime":401.31,"endTime":403.62,"body":"listening what people are"},{"speaker":"Gavi Zeitlin","startTime":403.62,"endTime":405.21,"body":"actually saying like one of the"},{"speaker":"Gavi Zeitlin","startTime":403.62,"endTime":405.21,"body":"things that happens,"},{"speaker":"Gavi Zeitlin","startTime":405.21,"endTime":407.76,"body":"particularly as a company grows"},{"speaker":"Gavi Zeitlin","startTime":405.21,"endTime":407.76,"body":"just as relevant when it's"},{"speaker":"Gavi Zeitlin","startTime":407.76,"endTime":411.0,"body":"smaller, right, you have your"},{"speaker":"Gavi Zeitlin","startTime":407.76,"endTime":411.0,"body":"marketing your sales team, right"},{"speaker":"Gavi Zeitlin","startTime":411.03,"endTime":414.33,"body":"and, and making sure that they"},{"speaker":"Gavi Zeitlin","startTime":411.03,"endTime":414.33,"body":"are overlapped as well as"},{"speaker":"Gavi Zeitlin","startTime":414.33,"endTime":417.66,"body":"possible. And there's a feedback"},{"speaker":"Gavi Zeitlin","startTime":414.33,"endTime":417.66,"body":"cycle is absolutely critical."},{"speaker":"Gavi Zeitlin","startTime":417.93,"endTime":420.87,"body":"Because if marketing is going"},{"speaker":"Gavi Zeitlin","startTime":417.93,"endTime":420.87,"body":"out there, and they're talking,"},{"speaker":"Gavi Zeitlin","startTime":420.87,"endTime":423.18,"body":"and they're saying something,"},{"speaker":"Gavi Zeitlin","startTime":420.87,"endTime":423.18,"body":"and sales is talking to the"},{"speaker":"Gavi Zeitlin","startTime":423.18,"endTime":425.4,"body":"customer, and they're saying"},{"speaker":"Gavi Zeitlin","startTime":423.18,"endTime":425.4,"body":"something, and the customer is"},{"speaker":"Gavi Zeitlin","startTime":425.4,"endTime":427.35,"body":"having an objection, it's never"},{"speaker":"Gavi Zeitlin","startTime":425.4,"endTime":427.35,"body":"getting addressed in the"},{"speaker":"Gavi Zeitlin","startTime":427.35,"endTime":432.06,"body":"marketing, right, that's, you're"},{"speaker":"Gavi Zeitlin","startTime":427.35,"endTime":432.06,"body":"having a recipe where basically"},{"speaker":"Gavi Zeitlin","startTime":432.06,"endTime":435.36,"body":"you're trying to drive the car"},{"speaker":"Gavi Zeitlin","startTime":432.06,"endTime":435.36,"body":"forward. But the hand brakes on"},{"speaker":"Gavi Zeitlin","startTime":435.63,"endTime":437.34,"body":"it, you're stalking going"},{"speaker":"Gavi Zeitlin","startTime":435.63,"endTime":437.34,"body":"anywhere, you're gonna go"},{"speaker":"Gavi Zeitlin","startTime":437.34,"endTime":440.67,"body":"really, really hard with a lot"},{"speaker":"Gavi Zeitlin","startTime":437.34,"endTime":440.67,"body":"of energy. And had building that"},{"speaker":"Gavi Zeitlin","startTime":440.67,"endTime":444.54,"body":"kind of feedback loop with very"},{"speaker":"Gavi Zeitlin","startTime":440.67,"endTime":444.54,"body":"early on in the organization is"},{"speaker":"Gavi Zeitlin","startTime":444.54,"endTime":447.81,"body":"absolutely key to be able to do"},{"speaker":"Gavi Zeitlin","startTime":444.54,"endTime":447.81,"body":"that. And the offer really comes"},{"speaker":"Gavi Zeitlin","startTime":447.81,"endTime":450.87,"body":"down to gun again, there's"},{"speaker":"Gavi Zeitlin","startTime":447.81,"endTime":450.87,"body":"actually a methodology, right?"},{"speaker":"Gavi Zeitlin","startTime":450.87,"endTime":453.69,"body":"Again, fire is one of them, I"},{"speaker":"Gavi Zeitlin","startTime":450.87,"endTime":453.69,"body":"need them to really articulate,"},{"speaker":"Gavi Zeitlin","startTime":453.87,"endTime":456.78,"body":"right? I wake up every single"},{"speaker":"Gavi Zeitlin","startTime":453.87,"endTime":456.78,"body":"morning, who's my customer?"},{"speaker":"Gavi Zeitlin","startTime":456.81,"endTime":458.85,"body":"What's the problem I'm solving?"},{"speaker":"Gavi Zeitlin","startTime":456.81,"endTime":458.85,"body":"Who's the customer? What's the"},{"speaker":"Gavi Zeitlin","startTime":458.85,"endTime":460.8,"body":"problem solving, who's the"},{"speaker":"Gavi Zeitlin","startTime":458.85,"endTime":460.8,"body":"customer? What's the problem I'm"},{"speaker":"Gavi Zeitlin","startTime":460.8,"endTime":462.99,"body":"solving, because not only is"},{"speaker":"Gavi Zeitlin","startTime":460.8,"endTime":462.99,"body":"that going to help you product"},{"speaker":"Gavi Zeitlin","startTime":462.99,"endTime":467.01,"body":"developments can help general"},{"speaker":"Gavi Zeitlin","startTime":462.99,"endTime":467.01,"body":"focus in the organization. As"},{"speaker":"Gavi Zeitlin","startTime":467.01,"endTime":469.14,"body":"the organization grows, you one"},{"speaker":"Gavi Zeitlin","startTime":467.01,"endTime":469.14,"body":"of the things that people really"},{"speaker":"Gavi Zeitlin","startTime":469.14,"endTime":471.15,"body":"want to have is a sense of"},{"speaker":"Gavi Zeitlin","startTime":469.14,"endTime":471.15,"body":"mission, right? Instead of"},{"speaker":"Gavi Zeitlin","startTime":471.15,"endTime":473.73,"body":"people kind of saying like, Oh,"},{"speaker":"Gavi Zeitlin","startTime":471.15,"endTime":473.73,"body":"I'm customer service in some SAS"},{"speaker":"Gavi Zeitlin","startTime":473.73,"endTime":478.44,"body":"company, like, oh my gosh, I"},{"speaker":"Gavi Zeitlin","startTime":473.73,"endTime":478.44,"body":"help, you know, accountants"},{"speaker":"Gavi Zeitlin","startTime":478.44,"endTime":481.68,"body":"save, you know, two hours of"},{"speaker":"Gavi Zeitlin","startTime":478.44,"endTime":481.68,"body":"their day from just mundane"},{"speaker":"Gavi Zeitlin","startTime":481.68,"endTime":485.37,"body":"tasks, right. So they can be"},{"speaker":"Gavi Zeitlin","startTime":481.68,"endTime":485.37,"body":"with their families more. Right,"},{"speaker":"Gavi Zeitlin","startTime":485.4,"endTime":488.67,"body":"like, like, that's a very, very"},{"speaker":"Gavi Zeitlin","startTime":485.4,"endTime":488.67,"body":"different type of message and"},{"speaker":"Gavi Zeitlin","startTime":488.67,"endTime":491.34,"body":"feel you're gonna have both your"},{"speaker":"Gavi Zeitlin","startTime":488.67,"endTime":491.34,"body":"product and your marketing as"},{"speaker":"Gavi Zeitlin","startTime":491.34,"endTime":492.99,"body":"well as your entire"},{"speaker":"Gavi Zeitlin","startTime":491.34,"endTime":492.99,"body":"organization, as you scale"},{"speaker":"Gavi Zeitlin","startTime":492.99,"endTime":494.73,"body":"getting really clear on that."},{"speaker":"Matt Wolach","startTime":495.93,"endTime":497.91,"body":"I think it's super"},{"speaker":"Matt Wolach","startTime":495.93,"endTime":497.91,"body":"important to get clear on that."},{"speaker":"Matt Wolach","startTime":497.91,"endTime":500.37,"body":"And the other thing I thought"},{"speaker":"Matt Wolach","startTime":497.91,"endTime":500.37,"body":"you touched on, which is really"},{"speaker":"Matt Wolach","startTime":500.37,"endTime":504.24,"body":"important, a lot of people don't"},{"speaker":"Matt Wolach","startTime":500.37,"endTime":504.24,"body":"think about is mindset. And when"},{"speaker":"Matt Wolach","startTime":504.24,"endTime":507.6,"body":"you think of mindset, why would"},{"speaker":"Matt Wolach","startTime":504.24,"endTime":507.6,"body":"you say it's super important for"},{"speaker":"Matt Wolach","startTime":507.6,"endTime":509.31,"body":"a business leader to be in the"},{"speaker":"Matt Wolach","startTime":507.6,"endTime":509.31,"body":"right mindset?"},{"speaker":"Gavi Zeitlin","startTime":509.85,"endTime":512.94,"body":"Yeah, so so let's"},{"speaker":"Gavi Zeitlin","startTime":509.85,"endTime":512.94,"body":"just kind of discuss a little"},{"speaker":"Gavi Zeitlin","startTime":512.94,"endTime":520.26,"body":"bit what mindset is, mindset is"},{"speaker":"Gavi Zeitlin","startTime":512.94,"endTime":520.26,"body":"also, always trying to think of"},{"speaker":"Gavi Zeitlin","startTime":520.26,"endTime":522.51,"body":"a good acronym for this. So"},{"speaker":"Gavi Zeitlin","startTime":520.26,"endTime":522.51,"body":"like, I can tell you this, Tony"},{"speaker":"Gavi Zeitlin","startTime":522.51,"endTime":526.08,"body":"Robbins says that the growth of"},{"speaker":"Gavi Zeitlin","startTime":522.51,"endTime":526.08,"body":"a business is 80% mindset 20%"},{"speaker":"Gavi Zeitlin","startTime":526.08,"endTime":530.22,"body":"tactics. That's how he leverages"},{"speaker":"Gavi Zeitlin","startTime":526.08,"endTime":530.22,"body":"all sides of it. And I can"},{"speaker":"Gavi Zeitlin","startTime":530.22,"endTime":533.37,"body":"definitely say this is true. One"},{"speaker":"Gavi Zeitlin","startTime":530.22,"endTime":533.37,"body":"of the things I always found"},{"speaker":"Gavi Zeitlin","startTime":533.37,"endTime":537.21,"body":"fascinating when I was working"},{"speaker":"Gavi Zeitlin","startTime":533.37,"endTime":537.21,"body":"in corporate, was when you can"},{"speaker":"Gavi Zeitlin","startTime":537.21,"endTime":541.32,"body":"have somebody stand in front of"},{"speaker":"Gavi Zeitlin","startTime":537.21,"endTime":541.32,"body":"a room with a lot of very senior"},{"speaker":"Gavi Zeitlin","startTime":541.32,"endTime":544.56,"body":"people and speak with utter"},{"speaker":"Gavi Zeitlin","startTime":541.32,"endTime":544.56,"body":"confidence about absolutely"},{"speaker":"Gavi Zeitlin","startTime":544.56,"endTime":548.37,"body":"nothing. Because they have no"},{"speaker":"Gavi Zeitlin","startTime":544.56,"endTime":548.37,"body":"idea the details of the subject"},{"speaker":"Gavi Zeitlin","startTime":548.37,"endTime":551.22,"body":"matter anything actually related"},{"speaker":"Gavi Zeitlin","startTime":548.37,"endTime":551.22,"body":"to move your project forward."},{"speaker":"Gavi Zeitlin","startTime":551.52,"endTime":554.67,"body":"And I'm flipside, you have the"},{"speaker":"Gavi Zeitlin","startTime":551.52,"endTime":554.67,"body":"people who are actually involved"},{"speaker":"Gavi Zeitlin","startTime":554.67,"endTime":556.86,"body":"in the project, know the"},{"speaker":"Gavi Zeitlin","startTime":554.67,"endTime":556.86,"body":"details, but they're just they"},{"speaker":"Gavi Zeitlin","startTime":556.86,"endTime":558.96,"body":"don't want to speak up even"},{"speaker":"Gavi Zeitlin","startTime":556.86,"endTime":558.96,"body":"though even though they're the"},{"speaker":"Gavi Zeitlin","startTime":558.96,"endTime":562.95,"body":"experts, right? That has nothing"},{"speaker":"Gavi Zeitlin","startTime":558.96,"endTime":562.95,"body":"to do with with your skills has"},{"speaker":"Gavi Zeitlin","startTime":562.95,"endTime":564.57,"body":"nothing to do your practice has"},{"speaker":"Gavi Zeitlin","startTime":562.95,"endTime":564.57,"body":"everything to do with your"},{"speaker":"Gavi Zeitlin","startTime":564.57,"endTime":568.71,"body":"mindset. And what it really"},{"speaker":"Gavi Zeitlin","startTime":564.57,"endTime":568.71,"body":"comes down to is the the"},{"speaker":"Gavi Zeitlin","startTime":568.74,"endTime":572.4,"body":"identity of who you are. And"},{"speaker":"Gavi Zeitlin","startTime":568.74,"endTime":572.4,"body":"kind of a kind of break that"},{"speaker":"Gavi Zeitlin","startTime":572.4,"endTime":576.45,"body":"down a little bit more but like"},{"speaker":"Gavi Zeitlin","startTime":572.4,"endTime":576.45,"body":"when it comes to like, like you"},{"speaker":"Gavi Zeitlin","startTime":576.45,"endTime":579.42,"body":"always have to ask yourself, or"},{"speaker":"Gavi Zeitlin","startTime":576.45,"endTime":579.42,"body":"you should ask yourself, Who am"},{"speaker":"Gavi Zeitlin","startTime":579.42,"endTime":583.14,"body":"I and the way your brain works"},{"speaker":"Gavi Zeitlin","startTime":579.42,"endTime":583.14,"body":"is the brain is always looking"},{"speaker":"Gavi Zeitlin","startTime":583.14,"endTime":586.95,"body":"for evidence to show that"},{"speaker":"Gavi Zeitlin","startTime":583.14,"endTime":586.95,"body":"something is true. So usually"},{"speaker":"Gavi Zeitlin","startTime":586.95,"endTime":591.09,"body":"people will believe will believe"},{"speaker":"Gavi Zeitlin","startTime":586.95,"endTime":591.09,"body":"in their ability based on what's"},{"speaker":"Gavi Zeitlin","startTime":591.09,"endTime":594.06,"body":"happened in the past and based"},{"speaker":"Gavi Zeitlin","startTime":591.09,"endTime":594.06,"body":"on what happen in the past. So"},{"speaker":"Gavi Zeitlin","startTime":594.06,"endTime":598.86,"body":"when they get confronted with a"},{"speaker":"Gavi Zeitlin","startTime":594.06,"endTime":598.86,"body":"challenge. If they're nervous or"},{"speaker":"Gavi Zeitlin","startTime":598.86,"endTime":601.89,"body":"afraid they won't confront the"},{"speaker":"Gavi Zeitlin","startTime":598.86,"endTime":601.89,"body":"challenge, they won't take the"},{"speaker":"Gavi Zeitlin","startTime":601.89,"endTime":604.29,"body":"action needed. And that's"},{"speaker":"Gavi Zeitlin","startTime":601.89,"endTime":604.29,"body":"usually exactly what's needed to"},{"speaker":"Gavi Zeitlin","startTime":604.29,"endTime":606.93,"body":"move something forward. And"},{"speaker":"Gavi Zeitlin","startTime":604.29,"endTime":606.93,"body":"there any of the reasons why"},{"speaker":"Gavi Zeitlin","startTime":606.93,"endTime":609.45,"body":"that that happens is because you"},{"speaker":"Gavi Zeitlin","startTime":606.93,"endTime":609.45,"body":"know, you have the amygdala in"},{"speaker":"Gavi Zeitlin","startTime":609.45,"endTime":613.11,"body":"your brain, which is controlling"},{"speaker":"Gavi Zeitlin","startTime":609.45,"endTime":613.11,"body":"the fear area. And as soon as"},{"speaker":"Gavi Zeitlin","startTime":613.11,"endTime":616.71,"body":"something comes up, it just"},{"speaker":"Gavi Zeitlin","startTime":613.11,"endTime":616.71,"body":"activates those, that fear"},{"speaker":"Gavi Zeitlin","startTime":616.74,"endTime":620.52,"body":"danger, don't go there. Okay."},{"speaker":"Gavi Zeitlin","startTime":616.74,"endTime":620.52,"body":"And the real trick for mindset"},{"speaker":"Gavi Zeitlin","startTime":620.52,"endTime":623.88,"body":"is being able to identify when I"},{"speaker":"Gavi Zeitlin","startTime":620.52,"endTime":623.88,"body":"go into that patterns, okay, you"},{"speaker":"Gavi Zeitlin","startTime":623.88,"endTime":627.51,"body":"know, I decided I'm, you know,"},{"speaker":"Gavi Zeitlin","startTime":623.88,"endTime":627.51,"body":"I'm gonna start doing webinars,"},{"speaker":"Gavi Zeitlin","startTime":627.51,"endTime":629.37,"body":"or I'm gonna start doing"},{"speaker":"Gavi Zeitlin","startTime":627.51,"endTime":629.37,"body":"outreach, or I'm gonna start"},{"speaker":"Gavi Zeitlin","startTime":629.37,"endTime":634.14,"body":"doing something related to"},{"speaker":"Gavi Zeitlin","startTime":629.37,"endTime":634.14,"body":"partnerships. All of a sudden,"},{"speaker":"Gavi Zeitlin","startTime":634.14,"endTime":636.36,"body":"it's like, hold on a second, I"},{"speaker":"Gavi Zeitlin","startTime":634.14,"endTime":636.36,"body":"guess, I got to talk someone on"},{"speaker":"Gavi Zeitlin","startTime":636.36,"endTime":638.97,"body":"the phone, or this person is a"},{"speaker":"Gavi Zeitlin","startTime":636.36,"endTime":638.97,"body":"real senior person and kind of"},{"speaker":"Gavi Zeitlin","startTime":638.97,"endTime":641.34,"body":"person who could talk to that"},{"speaker":"Gavi Zeitlin","startTime":638.97,"endTime":641.34,"body":"person on the self talk to"},{"speaker":"Gavi Zeitlin","startTime":641.34,"endTime":643.95,"body":"start. And also in as much"},{"speaker":"Gavi Zeitlin","startTime":641.34,"endTime":643.95,"body":"easier just to go back to"},{"speaker":"Gavi Zeitlin","startTime":643.95,"endTime":646.38,"body":"talking about developers about"},{"speaker":"Gavi Zeitlin","startTime":643.95,"endTime":646.38,"body":"the next, you know, feature the"},{"speaker":"Gavi Zeitlin","startTime":646.38,"endTime":649.68,"body":"product that we should be"},{"speaker":"Gavi Zeitlin","startTime":646.38,"endTime":649.68,"body":"building, right, it will revert"},{"speaker":"Gavi Zeitlin","startTime":649.68,"endTime":652.65,"body":"to your comfort zone, Revert"},{"speaker":"Gavi Zeitlin","startTime":649.68,"endTime":652.65,"body":"fine, and then kind of where you"},{"speaker":"Gavi Zeitlin","startTime":652.65,"endTime":656.73,"body":"revert to find, that's where the"},{"speaker":"Gavi Zeitlin","startTime":652.65,"endTime":656.73,"body":"depth of, of people and"},{"speaker":"Gavi Zeitlin","startTime":656.73,"endTime":660.42,"body":"organizations really starts. And"},{"speaker":"Gavi Zeitlin","startTime":656.73,"endTime":660.42,"body":"the reason why it's so important"},{"speaker":"Gavi Zeitlin","startTime":660.42,"endTime":664.17,"body":"for the leader to have this,"},{"speaker":"Gavi Zeitlin","startTime":660.42,"endTime":664.17,"body":"because everyone below you is is"},{"speaker":"Gavi Zeitlin","startTime":664.2,"endTime":667.26,"body":"is there going to be pushing,"},{"speaker":"Gavi Zeitlin","startTime":664.2,"endTime":667.26,"body":"right? You have to be the person"},{"speaker":"Gavi Zeitlin","startTime":667.26,"endTime":669.69,"body":"who's who has that mindset to"},{"speaker":"Gavi Zeitlin","startTime":667.26,"endTime":669.69,"body":"say, you know, what we have that"},{"speaker":"Gavi Zeitlin","startTime":669.72,"endTime":672.63,"body":"we have that, that vision of"},{"speaker":"Gavi Zeitlin","startTime":669.72,"endTime":672.63,"body":"where we want to go to, and you"},{"speaker":"Gavi Zeitlin","startTime":672.63,"endTime":675.0,"body":"got to pull everyone else along"},{"speaker":"Gavi Zeitlin","startTime":672.63,"endTime":675.0,"body":"with you. Right. And this is why"},{"speaker":"Gavi Zeitlin","startTime":675.0,"endTime":678.42,"body":"mindset is so important, because"},{"speaker":"Gavi Zeitlin","startTime":675.0,"endTime":678.42,"body":"it will literally act as a glass"},{"speaker":"Gavi Zeitlin","startTime":678.42,"endTime":681.12,"body":"ceiling for the growth of an"},{"speaker":"Gavi Zeitlin","startTime":678.42,"endTime":681.12,"body":"individual in an organization."},{"speaker":"Matt Wolach","startTime":682.23,"endTime":684.54,"body":"It's super"},{"speaker":"Matt Wolach","startTime":682.23,"endTime":684.54,"body":"critical. I totally agree. Yeah,"},{"speaker":"Matt Wolach","startTime":684.54,"endTime":687.48,"body":"you can't have something that's"},{"speaker":"Matt Wolach","startTime":684.54,"endTime":687.48,"body":"going to be limiting you. When"},{"speaker":"Matt Wolach","startTime":687.48,"endTime":689.4,"body":"you look at an organization,"},{"speaker":"Matt Wolach","startTime":687.48,"endTime":689.4,"body":"what are some of the common"},{"speaker":"Matt Wolach","startTime":689.4,"endTime":691.8,"body":"symptoms that you see in that"},{"speaker":"Matt Wolach","startTime":689.4,"endTime":691.8,"body":"business? Or in the leader that"},{"speaker":"Matt Wolach","startTime":691.8,"endTime":694.92,"body":"show that there's really a lot"},{"speaker":"Matt Wolach","startTime":691.8,"endTime":694.92,"body":"of mindset work that needs to be"},{"speaker":"Matt Wolach","startTime":694.92,"endTime":695.22,"body":"done?"},{"speaker":"Gavi Zeitlin","startTime":696.18,"endTime":697.98,"body":"Yeah, so there's,"},{"speaker":"Gavi Zeitlin","startTime":696.18,"endTime":697.98,"body":"there's a few places, there's a"},{"speaker":"Gavi Zeitlin","startTime":697.98,"endTime":700.86,"body":"few places I would look at. So"},{"speaker":"Gavi Zeitlin","startTime":697.98,"endTime":700.86,"body":"the first one kind of like the"},{"speaker":"Gavi Zeitlin","startTime":700.89,"endTime":705.54,"body":"obvious one would be business"},{"speaker":"Gavi Zeitlin","startTime":700.89,"endTime":705.54,"body":"metrics, right? How fast are you"},{"speaker":"Gavi Zeitlin","startTime":705.54,"endTime":709.98,"body":"growing? Are you growing at, you"},{"speaker":"Gavi Zeitlin","startTime":705.54,"endTime":709.98,"body":"know, 10% a year, or you're not"},{"speaker":"Gavi Zeitlin","startTime":709.98,"endTime":714.81,"body":"growing? Are you growing?"},{"speaker":"Gavi Zeitlin","startTime":709.98,"endTime":714.81,"body":"3050 100% a year? Right? Um,"},{"speaker":"Gavi Zeitlin","startTime":715.05,"endTime":721.08,"body":"and, and the, the question"},{"speaker":"Gavi Zeitlin","startTime":715.05,"endTime":721.08,"body":"usually comes like this, but you"},{"speaker":"Gavi Zeitlin","startTime":721.08,"endTime":723.69,"body":"could be growing, maybe you"},{"speaker":"Gavi Zeitlin","startTime":721.08,"endTime":723.69,"body":"figure out a strategy to tackle,"},{"speaker":"Gavi Zeitlin","startTime":723.69,"endTime":725.61,"body":"it's working really, really"},{"speaker":"Gavi Zeitlin","startTime":723.69,"endTime":725.61,"body":"well, you want to execute it,"},{"speaker":"Gavi Zeitlin","startTime":725.61,"endTime":727.71,"body":"you know, it's like, like, you"},{"speaker":"Gavi Zeitlin","startTime":725.61,"endTime":727.71,"body":"know, what, we got our FTE our"},{"speaker":"Gavi Zeitlin","startTime":727.71,"endTime":730.35,"body":"team in place, we know how to"},{"speaker":"Gavi Zeitlin","startTime":727.71,"endTime":730.35,"body":"address our object objections,"},{"speaker":"Gavi Zeitlin","startTime":730.53,"endTime":733.8,"body":"it's really dialed in. But I"},{"speaker":"Gavi Zeitlin","startTime":730.53,"endTime":733.8,"body":"noticed that like the average"},{"speaker":"Gavi Zeitlin","startTime":733.8,"endTime":737.4,"body":"life cycle, or str is like four"},{"speaker":"Gavi Zeitlin","startTime":733.8,"endTime":737.4,"body":"months on the leaf, right, it's"},{"speaker":"Gavi Zeitlin","startTime":737.4,"endTime":740.76,"body":"like, that's a symptom, that,"},{"speaker":"Gavi Zeitlin","startTime":737.4,"endTime":740.76,"body":"that you're you figure out a"},{"speaker":"Gavi Zeitlin","startTime":740.76,"endTime":743.01,"body":"growth strategy, but there's"},{"speaker":"Gavi Zeitlin","startTime":740.76,"endTime":743.01,"body":"something unhealthy about the"},{"speaker":"Gavi Zeitlin","startTime":743.01,"endTime":745.05,"body":"organization, what's going to"},{"speaker":"Gavi Zeitlin","startTime":743.01,"endTime":745.05,"body":"happen is that you will hit a"},{"speaker":"Gavi Zeitlin","startTime":745.05,"endTime":748.92,"body":"wall eventually. Right? So"},{"speaker":"Gavi Zeitlin","startTime":745.05,"endTime":748.92,"body":"usually, that's where and that's"},{"speaker":"Gavi Zeitlin","startTime":748.92,"endTime":751.71,"body":"kind of like the balance,"},{"speaker":"Gavi Zeitlin","startTime":748.92,"endTime":751.71,"body":"though, versus the other side of"},{"speaker":"Gavi Zeitlin","startTime":751.71,"endTime":753.36,"body":"that, which is that, you know,"},{"speaker":"Gavi Zeitlin","startTime":751.71,"endTime":753.36,"body":"as the business grows, there's"},{"speaker":"Gavi Zeitlin","startTime":753.36,"endTime":755.7,"body":"always going to be this tug of"},{"speaker":"Gavi Zeitlin","startTime":753.36,"endTime":755.7,"body":"war between operations,"},{"speaker":"Gavi Zeitlin","startTime":755.7,"endTime":758.31,"body":"marketing and sales, right, you"},{"speaker":"Gavi Zeitlin","startTime":755.7,"endTime":758.31,"body":"know, operations and marketing"},{"speaker":"Gavi Zeitlin","startTime":758.31,"endTime":761.16,"body":"and sales are always new, kind"},{"speaker":"Gavi Zeitlin","startTime":758.31,"endTime":761.16,"body":"of pulling on each other. But if"},{"speaker":"Gavi Zeitlin","startTime":761.16,"endTime":765.6,"body":"there's, there's a healthy tug"},{"speaker":"Gavi Zeitlin","startTime":761.16,"endTime":765.6,"body":"of war there, right? There's a"},{"speaker":"Gavi Zeitlin","startTime":765.6,"endTime":767.79,"body":"healthy toggle, because we're"},{"speaker":"Gavi Zeitlin","startTime":765.6,"endTime":767.79,"body":"all wanting to achieving the"},{"speaker":"Gavi Zeitlin","startTime":767.79,"endTime":771.84,"body":"same goal, right? That's where"},{"speaker":"Gavi Zeitlin","startTime":767.79,"endTime":771.84,"body":"that's healthy tug of war, but"},{"speaker":"Gavi Zeitlin","startTime":771.84,"endTime":775.26,"body":"it's when people are leaving,"},{"speaker":"Gavi Zeitlin","startTime":771.84,"endTime":775.26,"body":"and people feel frustrated. And,"},{"speaker":"Gavi Zeitlin","startTime":775.26,"endTime":778.29,"body":"and or the business is stuck,"},{"speaker":"Gavi Zeitlin","startTime":775.26,"endTime":778.29,"body":"right, that's usually the"},{"speaker":"Gavi Zeitlin","startTime":778.29,"endTime":781.92,"body":"symptoms start to show up there."},{"speaker":"Gavi Zeitlin","startTime":778.29,"endTime":781.92,"body":"But also, if you if the founder"},{"speaker":"Gavi Zeitlin","startTime":781.92,"endTime":784.08,"body":"shows up in the morning, and"},{"speaker":"Gavi Zeitlin","startTime":781.92,"endTime":784.08,"body":"he's like, okay, like, we're"},{"speaker":"Gavi Zeitlin","startTime":784.08,"endTime":787.44,"body":"good. I don't have to push too"},{"speaker":"Gavi Zeitlin","startTime":784.08,"endTime":787.44,"body":"hard anymore. You know, I can"},{"speaker":"Gavi Zeitlin","startTime":787.44,"endTime":789.78,"body":"match a lot your listeners are"},{"speaker":"Gavi Zeitlin","startTime":787.44,"endTime":789.78,"body":"like that. But that's also good"},{"speaker":"Gavi Zeitlin","startTime":789.78,"endTime":793.38,"body":"symptom, which again, I've"},{"speaker":"Gavi Zeitlin","startTime":789.78,"endTime":793.38,"body":"experienced it, which I've"},{"speaker":"Gavi Zeitlin","startTime":793.38,"endTime":795.33,"body":"experienced in certain"},{"speaker":"Gavi Zeitlin","startTime":793.38,"endTime":795.33,"body":"organizations of the plateaued."},{"speaker":"Matt Wolach","startTime":796.53,"endTime":798.63,"body":"That's nasty, I've"},{"speaker":"Matt Wolach","startTime":796.53,"endTime":798.63,"body":"seen that as well. But I, I'm"},{"speaker":"Matt Wolach","startTime":798.63,"endTime":800.55,"body":"hoping that nobody out there is"},{"speaker":"Matt Wolach","startTime":798.63,"endTime":800.55,"body":"doing that, if you're listening"},{"speaker":"Matt Wolach","startTime":800.55,"endTime":803.01,"body":"to this show, you're probably"},{"speaker":"Matt Wolach","startTime":800.55,"endTime":803.01,"body":"wanting to improve wanting to"},{"speaker":"Matt Wolach","startTime":803.01,"endTime":804.96,"body":"get better. So I'm glad that"},{"speaker":"Matt Wolach","startTime":803.01,"endTime":804.96,"body":"you're doing that and taking"},{"speaker":"Matt Wolach","startTime":804.96,"endTime":807.75,"body":"that action. Because once you"},{"speaker":"Matt Wolach","startTime":804.96,"endTime":807.75,"body":"get to that point where you"},{"speaker":"Matt Wolach","startTime":807.75,"endTime":811.71,"body":"think you're good, then you pull"},{"speaker":"Matt Wolach","startTime":807.75,"endTime":811.71,"body":"the you know, the take your foot"},{"speaker":"Matt Wolach","startTime":811.71,"endTime":814.83,"body":"off the gas, and you don't quite"},{"speaker":"Matt Wolach","startTime":811.71,"endTime":814.83,"body":"put as much effort into it, you"},{"speaker":"Matt Wolach","startTime":814.83,"endTime":818.43,"body":"stop learning, you stop growing,"},{"speaker":"Matt Wolach","startTime":814.83,"endTime":818.43,"body":"lots of bad stuff happens. And"},{"speaker":"Matt Wolach","startTime":818.43,"endTime":821.19,"body":"so try not to ever get to that"},{"speaker":"Matt Wolach","startTime":818.43,"endTime":821.19,"body":"point, try not to feel"},{"speaker":"Matt Wolach","startTime":821.19,"endTime":824.13,"body":"comfortable with where you are,"},{"speaker":"Matt Wolach","startTime":821.19,"endTime":824.13,"body":"if you want to continue to grow,"},{"speaker":"Matt Wolach","startTime":824.34,"endTime":826.74,"body":"you've got to be hungry, you've"},{"speaker":"Matt Wolach","startTime":824.34,"endTime":826.74,"body":"got to continue to get after it"},{"speaker":"Matt Wolach","startTime":826.74,"endTime":828.54,"body":"in order to make sure that"},{"speaker":"Matt Wolach","startTime":826.74,"endTime":828.54,"body":"you're still getting things"},{"speaker":"Matt Wolach","startTime":828.54,"endTime":831.09,"body":"done. still improving the"},{"speaker":"Matt Wolach","startTime":828.54,"endTime":831.09,"body":"company still growing, scaling,"},{"speaker":"Matt Wolach","startTime":831.3,"endTime":833.31,"body":"and getting to your dream. So I"},{"speaker":"Matt Wolach","startTime":831.3,"endTime":833.31,"body":"love that."},{"speaker":"Gavi Zeitlin","startTime":833.73,"endTime":836.61,"body":"Well, appraisals"},{"speaker":"Gavi Zeitlin","startTime":833.73,"endTime":836.61,"body":"are good. Celebrations are good."},{"speaker":"Gavi Zeitlin","startTime":836.64,"endTime":839.49,"body":"Oh, yeah. Once in a while"},{"speaker":"Gavi Zeitlin","startTime":836.64,"endTime":839.49,"body":"they're good, but never be like,"},{"speaker":"Gavi Zeitlin","startTime":839.49,"endTime":842.16,"body":"Okay, I've made it. That's it, I"},{"speaker":"Gavi Zeitlin","startTime":839.49,"endTime":842.16,"body":"can retire now, you know, so I'm"},{"speaker":"Gavi Zeitlin","startTime":842.16,"endTime":845.04,"body":"gonna go make my million. It's"},{"speaker":"Gavi Zeitlin","startTime":842.16,"endTime":845.04,"body":"like I used to always joke and"},{"speaker":"Gavi Zeitlin","startTime":845.04,"endTime":847.02,"body":"say, like, I remember, if you go"},{"speaker":"Gavi Zeitlin","startTime":845.04,"endTime":847.02,"body":"back, let's say like, the"},{"speaker":"Gavi Zeitlin","startTime":847.02,"endTime":849.63,"body":"earliest internet marketing,"},{"speaker":"Gavi Zeitlin","startTime":847.02,"endTime":849.63,"body":"when people would like market"},{"speaker":"Gavi Zeitlin","startTime":849.63,"endTime":852.63,"body":"all these, like, you know, make"},{"speaker":"Gavi Zeitlin","startTime":849.63,"endTime":852.63,"body":"money online and retire on the"},{"speaker":"Gavi Zeitlin","startTime":852.63,"endTime":856.5,"body":"beach kind of thing, right? And"},{"speaker":"Gavi Zeitlin","startTime":852.63,"endTime":856.5,"body":"it's like, well, if you notice"},{"speaker":"Gavi Zeitlin","startTime":856.5,"endTime":858.45,"body":"the person who's marketing the"},{"speaker":"Gavi Zeitlin","startTime":856.5,"endTime":858.45,"body":"course, he's not lying on the"},{"speaker":"Gavi Zeitlin","startTime":858.45,"endTime":862.2,"body":"beach all day, right? This guy"},{"speaker":"Gavi Zeitlin","startTime":858.45,"endTime":862.2,"body":"has made a ton of money, doing"},{"speaker":"Gavi Zeitlin","startTime":862.2,"endTime":866.04,"body":"all the stuff, but he's like,"},{"speaker":"Gavi Zeitlin","startTime":862.2,"endTime":866.04,"body":"he's moving. Right? He's like,"},{"speaker":"Gavi Zeitlin","startTime":866.04,"endTime":868.35,"body":"it's not because he doesn't have"},{"speaker":"Gavi Zeitlin","startTime":866.04,"endTime":868.35,"body":"the money. It's because it's"},{"speaker":"Gavi Zeitlin","startTime":868.35,"endTime":871.05,"body":"like, I want to keep moving like"},{"speaker":"Gavi Zeitlin","startTime":868.35,"endTime":871.05,"body":"I got to this level, the next"},{"speaker":"Gavi Zeitlin","startTime":871.05,"endTime":872.91,"body":"time we get to the next level,"},{"speaker":"Gavi Zeitlin","startTime":871.05,"endTime":872.91,"body":"we get to the next level, right?"},{"speaker":"Gavi Zeitlin","startTime":872.91,"endTime":875.52,"body":"And that's what that you've"},{"speaker":"Gavi Zeitlin","startTime":872.91,"endTime":875.52,"body":"achieved. The real peak of human"},{"speaker":"Gavi Zeitlin","startTime":875.61,"endTime":879.0,"body":"of human achievement as your you"},{"speaker":"Gavi Zeitlin","startTime":875.61,"endTime":879.0,"body":"know, as you move forward, and"},{"speaker":"Gavi Zeitlin","startTime":879.0,"endTime":881.64,"body":"be able to break down again, all"},{"speaker":"Gavi Zeitlin","startTime":879.0,"endTime":881.64,"body":"those the use of the limiting"},{"speaker":"Gavi Zeitlin","startTime":881.64,"endTime":885.03,"body":"beliefs and the mindsets of a"},{"speaker":"Gavi Zeitlin","startTime":881.64,"endTime":885.03,"body":"hold people back is absolutely"},{"speaker":"Gavi Zeitlin","startTime":885.03,"endTime":888.33,"body":"key to be able to get to that"},{"speaker":"Gavi Zeitlin","startTime":885.03,"endTime":888.33,"body":"next step. Because if you don't"},{"speaker":"Gavi Zeitlin","startTime":888.33,"endTime":890.82,"body":"know how to recognize it, and"},{"speaker":"Gavi Zeitlin","startTime":888.33,"endTime":890.82,"body":"the techniques to be able to"},{"speaker":"Gavi Zeitlin","startTime":891.12,"endTime":894.48,"body":"shift it and change it, like"},{"speaker":"Gavi Zeitlin","startTime":891.12,"endTime":894.48,"body":"eventually you will hit a"},{"speaker":"Gavi Zeitlin","startTime":894.48,"endTime":898.17,"body":"ceiling. I know people. I know a"},{"speaker":"Gavi Zeitlin","startTime":894.48,"endTime":898.17,"body":"guy actually one of my one of my"},{"speaker":"Gavi Zeitlin","startTime":898.17,"endTime":901.41,"body":"mentors, my mentors, not one of"},{"speaker":"Gavi Zeitlin","startTime":898.17,"endTime":901.41,"body":"my mentors As in SAS, he always"},{"speaker":"Gavi Zeitlin","startTime":901.41,"endTime":905.13,"body":"says that he knows within"},{"speaker":"Gavi Zeitlin","startTime":901.41,"endTime":905.13,"body":"organizations, he can build a"},{"speaker":"Gavi Zeitlin","startTime":905.16,"endTime":908.58,"body":"business from nothing. And he's"},{"speaker":"Gavi Zeitlin","startTime":905.16,"endTime":908.58,"body":"like, I know, I can get to about"},{"speaker":"Gavi Zeitlin","startTime":908.58,"endTime":912.39,"body":"the one to $2 million a year"},{"speaker":"Gavi Zeitlin","startTime":908.58,"endTime":912.39,"body":"mark. And then I got to hand"},{"speaker":"Gavi Zeitlin","startTime":912.39,"endTime":915.51,"body":"over somebody else. Right, he"},{"speaker":"Gavi Zeitlin","startTime":912.39,"endTime":915.51,"body":"recognizes where he needs to"},{"speaker":"Gavi Zeitlin","startTime":915.51,"endTime":918.6,"body":"step out. Right, that's also"},{"speaker":"Gavi Zeitlin","startTime":915.51,"endTime":918.6,"body":"part of it, right to understand"},{"speaker":"Gavi Zeitlin","startTime":918.6,"endTime":921.63,"body":"that there's also this different"},{"speaker":"Gavi Zeitlin","startTime":918.6,"endTime":921.63,"body":"skill set that's needed. When"},{"speaker":"Gavi Zeitlin","startTime":921.63,"endTime":924.45,"body":"you're growing a company to"},{"speaker":"Gavi Zeitlin","startTime":921.63,"endTime":924.45,"body":"become, it's usually about the"},{"speaker":"Gavi Zeitlin","startTime":924.45,"endTime":927.24,"body":"million dollar mark, where you"},{"speaker":"Gavi Zeitlin","startTime":924.45,"endTime":927.24,"body":"where you convert from being"},{"speaker":"Gavi Zeitlin","startTime":927.24,"endTime":930.48,"body":"kinda like the lead salesman in"},{"speaker":"Gavi Zeitlin","startTime":927.24,"endTime":930.48,"body":"the company to for growth, to"},{"speaker":"Gavi Zeitlin","startTime":930.48,"endTime":933.93,"body":"becoming a business operator."},{"speaker":"Gavi Zeitlin","startTime":930.48,"endTime":933.93,"body":"That's also it's a wildly"},{"speaker":"Gavi Zeitlin","startTime":933.93,"endTime":936.93,"body":"different mindset needed. And"},{"speaker":"Gavi Zeitlin","startTime":933.93,"endTime":936.93,"body":"some people don't necessarily"},{"speaker":"Gavi Zeitlin","startTime":936.93,"endTime":939.69,"body":"have both those skills, I'm able"},{"speaker":"Gavi Zeitlin","startTime":936.93,"endTime":939.69,"body":"to be able to identify, you"},{"speaker":"Gavi Zeitlin","startTime":939.69,"endTime":942.27,"body":"know, I think I've hit my peak"},{"speaker":"Gavi Zeitlin","startTime":939.69,"endTime":942.27,"body":"here, I need to put people in"},{"speaker":"Gavi Zeitlin","startTime":942.27,"endTime":944.85,"body":"place now who have this"},{"speaker":"Gavi Zeitlin","startTime":942.27,"endTime":944.85,"body":"expertise, I'm able to either"},{"speaker":"Gavi Zeitlin","startTime":945.09,"endTime":948.63,"body":"step back or learn how to"},{"speaker":"Gavi Zeitlin","startTime":945.09,"endTime":948.63,"body":"operate the business, right. And"},{"speaker":"Gavi Zeitlin","startTime":948.63,"endTime":950.28,"body":"that's kind of the mindset"},{"speaker":"Gavi Zeitlin","startTime":948.63,"endTime":950.28,"body":"shift."},{"speaker":"Matt Wolach","startTime":951.03,"endTime":953.22,"body":"I love it, it is a"},{"speaker":"Matt Wolach","startTime":951.03,"endTime":953.22,"body":"shift. 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So it's critical,"},{"speaker":"Gavi Zeitlin","startTime":985.53,"endTime":988.38,"body":"right. 100% And"},{"speaker":"Gavi Zeitlin","startTime":985.53,"endTime":988.38,"body":"one of the one of the stories, I"},{"speaker":"Gavi Zeitlin","startTime":988.44,"endTime":993.42,"body":"one of my favorite entrepreneurs"},{"speaker":"Gavi Zeitlin","startTime":988.44,"endTime":993.42,"body":"is Russell Brunson. farmer from"},{"speaker":"Gavi Zeitlin","startTime":993.42,"endTime":996.45,"body":"Click Funnels. And, and he tells"},{"speaker":"Gavi Zeitlin","startTime":993.42,"endTime":996.45,"body":"a story that he got to this"},{"speaker":"Gavi Zeitlin","startTime":996.45,"endTime":999.72,"body":"point where he was running the"},{"speaker":"Gavi Zeitlin","startTime":996.45,"endTime":999.72,"body":"company, you know, I don't know,"},{"speaker":"Gavi Zeitlin","startTime":999.72,"endTime":1002.33,"body":"there were $150 million a year"},{"speaker":"Gavi Zeitlin","startTime":999.72,"endTime":1002.33,"body":"or something like that, and"},{"speaker":"Gavi Zeitlin","startTime":1002.33,"endTime":1005.87,"body":"create some some huge number."},{"speaker":"Gavi Zeitlin","startTime":1002.33,"endTime":1005.87,"body":"And he was like, I'm not doing"},{"speaker":"Gavi Zeitlin","startTime":1006.35,"endTime":1009.44,"body":"my zone of genius anymore, I"},{"speaker":"Gavi Zeitlin","startTime":1006.35,"endTime":1009.44,"body":"need to get out of this. And he"},{"speaker":"Gavi Zeitlin","startTime":1009.44,"endTime":1011.99,"body":"said, I'm a step down as CEO,"},{"speaker":"Gavi Zeitlin","startTime":1009.44,"endTime":1011.99,"body":"become chairman of the board, go"},{"speaker":"Gavi Zeitlin","startTime":1011.99,"endTime":1014.45,"body":"back to my area, move the"},{"speaker":"Gavi Zeitlin","startTime":1011.99,"endTime":1014.45,"body":"company forward, and somebody"},{"speaker":"Gavi Zeitlin","startTime":1014.45,"endTime":1016.91,"body":"else will come in and run these"},{"speaker":"Gavi Zeitlin","startTime":1014.45,"endTime":1016.91,"body":"things. Right. So it happens at"},{"speaker":"Gavi Zeitlin","startTime":1016.91,"endTime":1017.66,"body":"all levels."},{"speaker":"Matt Wolach","startTime":1019.22,"endTime":1021.89,"body":"Yeah, it definitely"},{"speaker":"Matt Wolach","startTime":1019.22,"endTime":1021.89,"body":"does. And being able to identify"},{"speaker":"Matt Wolach","startTime":1021.89,"endTime":1024.89,"body":"that and know that you need to"},{"speaker":"Matt Wolach","startTime":1021.89,"endTime":1024.89,"body":"do that is is important. So if"},{"speaker":"Matt Wolach","startTime":1024.89,"endTime":1027.98,"body":"you're starting a company, it's"},{"speaker":"Matt Wolach","startTime":1024.89,"endTime":1027.98,"body":"likely that you're good at"},{"speaker":"Matt Wolach","startTime":1027.98,"endTime":1030.92,"body":"leadership from a certain range,"},{"speaker":"Matt Wolach","startTime":1027.98,"endTime":1030.92,"body":"and being able to turn it over"},{"speaker":"Matt Wolach","startTime":1030.92,"endTime":1035.03,"body":"is sometimes scary, but really"},{"speaker":"Matt Wolach","startTime":1030.92,"endTime":1035.03,"body":"important. What I want to ask"},{"speaker":"Matt Wolach","startTime":1035.03,"endTime":1038.51,"body":"you in terms of importance, what"},{"speaker":"Matt Wolach","startTime":1035.03,"endTime":1038.51,"body":"would you say is more important,"},{"speaker":"Matt Wolach","startTime":1038.51,"endTime":1042.86,"body":"cuz you talked about mindset. So"},{"speaker":"Matt Wolach","startTime":1038.51,"endTime":1042.86,"body":"to you, tactics and strategies"},{"speaker":"Matt Wolach","startTime":1042.92,"endTime":1046.04,"body":"or mindset, where do you put"},{"speaker":"Matt Wolach","startTime":1042.92,"endTime":1046.04,"body":"that balance?"},{"speaker":"Gavi Zeitlin","startTime":1047.03,"endTime":1050.63,"body":"So So I quote Tony"},{"speaker":"Gavi Zeitlin","startTime":1047.03,"endTime":1050.63,"body":"Robbins before and I would"},{"speaker":"Gavi Zeitlin","startTime":1050.63,"endTime":1053.99,"body":"definitely say that's true, I"},{"speaker":"Gavi Zeitlin","startTime":1050.63,"endTime":1053.99,"body":"would just I would add something"},{"speaker":"Gavi Zeitlin","startTime":1053.99,"endTime":1056.69,"body":"to what he says, which is, you"},{"speaker":"Gavi Zeitlin","startTime":1053.99,"endTime":1056.69,"body":"know, is that 80% of it is, is"},{"speaker":"Gavi Zeitlin","startTime":1056.69,"endTime":1061.25,"body":"mindset. But I think the other"},{"speaker":"Gavi Zeitlin","startTime":1056.69,"endTime":1061.25,"body":"thing that people don't talk"},{"speaker":"Gavi Zeitlin","startTime":1061.25,"endTime":1065.3,"body":"about so much, which is"},{"speaker":"Gavi Zeitlin","startTime":1061.25,"endTime":1065.3,"body":"understanding principles, and"},{"speaker":"Gavi Zeitlin","startTime":1065.3,"endTime":1067.97,"body":"not necessarily the latest"},{"speaker":"Gavi Zeitlin","startTime":1065.3,"endTime":1067.97,"body":"tactic or strategy, because if"},{"speaker":"Gavi Zeitlin","startTime":1067.97,"endTime":1070.31,"body":"you can really understand the"},{"speaker":"Gavi Zeitlin","startTime":1067.97,"endTime":1070.31,"body":"principles, let's say the"},{"speaker":"Gavi Zeitlin","startTime":1070.31,"endTime":1073.64,"body":"principles of sales marketing,"},{"speaker":"Gavi Zeitlin","startTime":1070.31,"endTime":1073.64,"body":"right, you know, let's say the"},{"speaker":"Gavi Zeitlin","startTime":1073.67,"endTime":1077.09,"body":"principle of marketing or say"},{"speaker":"Gavi Zeitlin","startTime":1073.67,"endTime":1077.09,"body":"most people think marketing is"},{"speaker":"Gavi Zeitlin","startTime":1077.42,"endTime":1080.42,"body":"getting your message out there."},{"speaker":"Gavi Zeitlin","startTime":1077.42,"endTime":1080.42,"body":"That's usually how people, how"},{"speaker":"Gavi Zeitlin","startTime":1080.42,"endTime":1082.94,"body":"can we get our message out there"},{"speaker":"Gavi Zeitlin","startTime":1080.42,"endTime":1082.94,"body":"and there's, there's LinkedIn"},{"speaker":"Gavi Zeitlin","startTime":1082.94,"endTime":1085.82,"body":"and there's Tik Tok. And there's"},{"speaker":"Gavi Zeitlin","startTime":1082.94,"endTime":1085.82,"body":"there's bearsden times square"},{"speaker":"Gavi Zeitlin","startTime":1085.85,"endTime":1088.91,"body":"square. And there's this channel"},{"speaker":"Gavi Zeitlin","startTime":1085.85,"endTime":1088.91,"body":"means that channel and this is"},{"speaker":"Gavi Zeitlin","startTime":1089.96,"endTime":1095.78,"body":"the principle of marketing is,"},{"speaker":"Gavi Zeitlin","startTime":1089.96,"endTime":1095.78,"body":"how do I identify a customer who"},{"speaker":"Gavi Zeitlin","startTime":1095.78,"endTime":1098.93,"body":"has a problem that my product"},{"speaker":"Gavi Zeitlin","startTime":1095.78,"endTime":1098.93,"body":"solves? How do I get my message"},{"speaker":"Gavi Zeitlin","startTime":1098.93,"endTime":1102.47,"body":"to communicate? Right? That my"},{"speaker":"Gavi Zeitlin","startTime":1098.93,"endTime":1102.47,"body":"problem, problem consultant,"},{"speaker":"Gavi Zeitlin","startTime":1102.47,"endTime":1105.08,"body":"what's the most efficient way"},{"speaker":"Gavi Zeitlin","startTime":1102.47,"endTime":1105.08,"body":"for me to communicate that to"},{"speaker":"Gavi Zeitlin","startTime":1105.08,"endTime":1108.41,"body":"him? So he can take action?"},{"speaker":"Gavi Zeitlin","startTime":1105.08,"endTime":1108.41,"body":"Right? That's a principle,"},{"speaker":"Gavi Zeitlin","startTime":1108.62,"endTime":1112.37,"body":"right? Now you can take that,"},{"speaker":"Gavi Zeitlin","startTime":1108.62,"endTime":1112.37,"body":"and you maybe experiment, a few"},{"speaker":"Gavi Zeitlin","startTime":1112.37,"endTime":1115.46,"body":"different things. And then you"},{"speaker":"Gavi Zeitlin","startTime":1112.37,"endTime":1115.46,"body":"find you know what, I found that"},{"speaker":"Gavi Zeitlin","startTime":1115.46,"endTime":1118.67,"body":"cold email posting on one social"},{"speaker":"Gavi Zeitlin","startTime":1115.46,"endTime":1118.67,"body":"channel like LinkedIn, and"},{"speaker":"Gavi Zeitlin","startTime":1118.67,"endTime":1123.71,"body":"webinars is the optimal process"},{"speaker":"Gavi Zeitlin","startTime":1118.67,"endTime":1123.71,"body":"for us. And then you focus on"},{"speaker":"Gavi Zeitlin","startTime":1123.74,"endTime":1127.31,"body":"optimizing that thing. You"},{"speaker":"Gavi Zeitlin","startTime":1123.74,"endTime":1127.31,"body":"ignore LinkedIn, you ignore."},{"speaker":"Gavi Zeitlin","startTime":1127.88,"endTime":1131.06,"body":"Tick tock, you ignore everything"},{"speaker":"Gavi Zeitlin","startTime":1127.88,"endTime":1131.06,"body":"else. Now LinkedIn, ignore tick"},{"speaker":"Gavi Zeitlin","startTime":1131.06,"endTime":1133.01,"body":"tock, right. That's one of them,"},{"speaker":"Gavi Zeitlin","startTime":1131.06,"endTime":1133.01,"body":"you should be focusing on."},{"speaker":"Gavi Zeitlin","startTime":1134.15,"endTime":1136.25,"body":"Right, and then you just double"},{"speaker":"Gavi Zeitlin","startTime":1134.15,"endTime":1136.25,"body":"down until you're able to"},{"speaker":"Gavi Zeitlin","startTime":1136.25,"endTime":1138.89,"body":"maximize the heck out of that"},{"speaker":"Gavi Zeitlin","startTime":1136.25,"endTime":1138.89,"body":"channel, like most people will"},{"speaker":"Gavi Zeitlin","startTime":1138.89,"endTime":1144.95,"body":"get wide, as opposed to going"},{"speaker":"Gavi Zeitlin","startTime":1138.89,"endTime":1144.95,"body":"really, really narrow. Wasn't"},{"speaker":"Gavi Zeitlin","startTime":1144.95,"endTime":1146.39,"body":"narrow and deep."},{"speaker":"Matt Wolach","startTime":1146.87,"endTime":1148.55,"body":"Yeah, definitely"},{"speaker":"Matt Wolach","startTime":1146.87,"endTime":1148.55,"body":"approach."},{"speaker":"Gavi Zeitlin","startTime":1149.03,"endTime":1152.45,"body":"So definitely,"},{"speaker":"Gavi Zeitlin","startTime":1149.03,"endTime":1152.45,"body":"that I've definitely say it's"},{"speaker":"Gavi Zeitlin","startTime":1152.45,"endTime":1155.33,"body":"mindset, because a lot of people"},{"speaker":"Gavi Zeitlin","startTime":1152.45,"endTime":1155.33,"body":"look, they think, the more"},{"speaker":"Gavi Zeitlin","startTime":1155.33,"endTime":1157.61,"body":"channels I'm on, the better, but"},{"speaker":"Gavi Zeitlin","startTime":1155.33,"endTime":1157.61,"body":"really, the more channels you're"},{"speaker":"Gavi Zeitlin","startTime":1157.61,"endTime":1160.76,"body":"on, the more you're distracted,"},{"speaker":"Gavi Zeitlin","startTime":1157.61,"endTime":1160.76,"body":"the more energy and resources"},{"speaker":"Gavi Zeitlin","startTime":1160.79,"endTime":1163.58,"body":"that you're taking away from"},{"speaker":"Gavi Zeitlin","startTime":1160.79,"endTime":1163.58,"body":"your team of realizing actually"},{"speaker":"Gavi Zeitlin","startTime":1163.58,"endTime":1166.37,"body":"able to get real results. Again,"},{"speaker":"Gavi Zeitlin","startTime":1163.58,"endTime":1166.37,"body":"I just give you a good example."},{"speaker":"Gavi Zeitlin","startTime":1166.37,"endTime":1168.71,"body":"It's happened with me, right?"},{"speaker":"Gavi Zeitlin","startTime":1166.37,"endTime":1168.71,"body":"Because I was working in the SAS"},{"speaker":"Gavi Zeitlin","startTime":1168.71,"endTime":1172.04,"body":"company, and you know,"},{"speaker":"Gavi Zeitlin","startTime":1168.71,"endTime":1172.04,"body":"struggling struggling to sell"},{"speaker":"Gavi Zeitlin","startTime":1172.04,"endTime":1176.0,"body":"the product was us. It was a"},{"speaker":"Gavi Zeitlin","startTime":1172.04,"endTime":1176.0,"body":"startup funded startup and just"},{"speaker":"Gavi Zeitlin","startTime":1176.0,"endTime":1179.06,"body":"struggling to sell it. And, you"},{"speaker":"Gavi Zeitlin","startTime":1176.0,"endTime":1179.06,"body":"know, we'd had this email list"},{"speaker":"Gavi Zeitlin","startTime":1179.09,"endTime":1182.75,"body":"of like, 10,000 people, and I"},{"speaker":"Gavi Zeitlin","startTime":1179.09,"endTime":1182.75,"body":"just started marketing webinars"},{"speaker":"Gavi Zeitlin","startTime":1182.75,"endTime":1184.85,"body":"to the email lists first webinar"},{"speaker":"Gavi Zeitlin","startTime":1182.75,"endTime":1184.85,"body":"was a disaster. I don't know"},{"speaker":"Gavi Zeitlin","startTime":1184.85,"endTime":1188.9,"body":"like 20 people on the webinar,"},{"speaker":"Gavi Zeitlin","startTime":1184.85,"endTime":1188.9,"body":"no one nothing moved from it,"},{"speaker":"Gavi Zeitlin","startTime":1188.9,"endTime":1192.02,"body":"but I got better within the six"},{"speaker":"Gavi Zeitlin","startTime":1188.9,"endTime":1192.02,"body":"week period. We're getting 150"},{"speaker":"Gavi Zeitlin","startTime":1192.02,"endTime":1195.83,"body":"people on the webinar. 50% of"},{"speaker":"Gavi Zeitlin","startTime":1192.02,"endTime":1195.83,"body":"those people were signing up and"},{"speaker":"Gavi Zeitlin","startTime":1195.83,"endTime":1199.01,"body":"booking calls with us a warm"},{"speaker":"Gavi Zeitlin","startTime":1195.83,"endTime":1199.01,"body":"calls. And basically those"},{"speaker":"Gavi Zeitlin","startTime":1199.01,"endTime":1202.31,"body":"webinars were We're the result,"},{"speaker":"Gavi Zeitlin","startTime":1199.01,"endTime":1202.31,"body":"here's the product. So they"},{"speaker":"Gavi Zeitlin","startTime":1202.31,"endTime":1204.38,"body":"already come in there and seen"},{"speaker":"Gavi Zeitlin","startTime":1202.31,"endTime":1204.38,"body":"the product. And basically, the"},{"speaker":"Gavi Zeitlin","startTime":1204.38,"endTime":1207.11,"body":"call was kind of like the final"},{"speaker":"Gavi Zeitlin","startTime":1204.38,"endTime":1207.11,"body":"the final details what they"},{"speaker":"Gavi Zeitlin","startTime":1207.11,"endTime":1209.96,"body":"needed to know, to implement in"},{"speaker":"Gavi Zeitlin","startTime":1207.11,"endTime":1209.96,"body":"their business, those calls went"},{"speaker":"Gavi Zeitlin","startTime":1209.96,"endTime":1213.32,"body":"very quickly. And then 50% of"},{"speaker":"Gavi Zeitlin","startTime":1209.96,"endTime":1213.32,"body":"all those calls converted to"},{"speaker":"Gavi Zeitlin","startTime":1213.35,"endTime":1217.28,"body":"ticket sales. Well, again, this"},{"speaker":"Gavi Zeitlin","startTime":1213.35,"endTime":1217.28,"body":"is just like a just a different"},{"speaker":"Gavi Zeitlin","startTime":1217.28,"endTime":1218.84,"body":"way of doing it, where most"},{"speaker":"Gavi Zeitlin","startTime":1217.28,"endTime":1218.84,"body":"people will look at that and"},{"speaker":"Gavi Zeitlin","startTime":1218.84,"endTime":1221.81,"body":"say, Listen, like, usually we"},{"speaker":"Gavi Zeitlin","startTime":1218.84,"endTime":1221.81,"body":"have a team of STRS. And once"},{"speaker":"Gavi Zeitlin","startTime":1221.81,"endTime":1224.27,"body":"they get the lead from marketing"},{"speaker":"Gavi Zeitlin","startTime":1221.81,"endTime":1224.27,"body":"lead, the SDR is gonna own this"},{"speaker":"Gavi Zeitlin","startTime":1224.27,"endTime":1227.12,"body":"bucket of leads, and they're"},{"speaker":"Gavi Zeitlin","startTime":1224.27,"endTime":1227.12,"body":"gonna develop this until, you"},{"speaker":"Gavi Zeitlin","startTime":1227.12,"endTime":1229.34,"body":"know, they become a saleable"},{"speaker":"Gavi Zeitlin","startTime":1227.12,"endTime":1229.34,"body":"have set. And we'll have, we'll"},{"speaker":"Gavi Zeitlin","startTime":1229.34,"endTime":1234.02,"body":"have sales meetings, and we'll"},{"speaker":"Gavi Zeitlin","startTime":1229.34,"endTime":1234.02,"body":"integrate the best ideas, and"},{"speaker":"Gavi Zeitlin","startTime":1234.02,"endTime":1236.9,"body":"that's going to be how we're"},{"speaker":"Gavi Zeitlin","startTime":1234.02,"endTime":1236.9,"body":"going to do it. Right. As"},{"speaker":"Gavi Zeitlin","startTime":1236.9,"endTime":1239.87,"body":"opposed to, let's try something"},{"speaker":"Gavi Zeitlin","startTime":1236.9,"endTime":1239.87,"body":"else. Right, let's let's test"},{"speaker":"Gavi Zeitlin","startTime":1239.87,"endTime":1242.15,"body":"something else. So that things"},{"speaker":"Gavi Zeitlin","startTime":1239.87,"endTime":1242.15,"body":"work. Otherwise, we're gonna"},{"speaker":"Gavi Zeitlin","startTime":1242.15,"endTime":1243.71,"body":"double down on the thing that's"},{"speaker":"Gavi Zeitlin","startTime":1242.15,"endTime":1243.71,"body":"working for us."},{"speaker":"Matt Wolach","startTime":1245.12,"endTime":1247.07,"body":"I love it. So fun"},{"speaker":"Matt Wolach","startTime":1245.12,"endTime":1247.07,"body":"when you find something that"},{"speaker":"Matt Wolach","startTime":1247.07,"endTime":1249.5,"body":"works, I'm glad you did. And"},{"speaker":"Matt Wolach","startTime":1247.07,"endTime":1249.5,"body":"doubling down is absolutely the"},{"speaker":"Matt Wolach","startTime":1249.5,"endTime":1252.77,"body":"way to go. I want to before we"},{"speaker":"Matt Wolach","startTime":1249.5,"endTime":1252.77,"body":"go, I want to make sure I hit on"},{"speaker":"Matt Wolach","startTime":1252.8,"endTime":1254.99,"body":"some impostor syndrome, because"},{"speaker":"Matt Wolach","startTime":1252.8,"endTime":1254.99,"body":"I know you're big on this. How"},{"speaker":"Matt Wolach","startTime":1254.99,"endTime":1258.8,"body":"do you identify and overcome"},{"speaker":"Matt Wolach","startTime":1254.99,"endTime":1258.8,"body":"impostor syndrome? Just to make"},{"speaker":"Matt Wolach","startTime":1258.8,"endTime":1261.65,"body":"sure everybody knows, you know,"},{"speaker":"Matt Wolach","startTime":1258.8,"endTime":1261.65,"body":"maybe explain a little bit about"},{"speaker":"Matt Wolach","startTime":1261.68,"endTime":1265.22,"body":"what impostor syndrome is? And"},{"speaker":"Matt Wolach","startTime":1261.68,"endTime":1265.22,"body":"then how can you identify that"},{"speaker":"Matt Wolach","startTime":1265.22,"endTime":1266.18,"body":"make sure you overcome it?"},{"speaker":"Gavi Zeitlin","startTime":1266.6,"endTime":1269.57,"body":"Sure. So impostor"},{"speaker":"Gavi Zeitlin","startTime":1266.6,"endTime":1269.57,"body":"syndrome is, once again, it's"},{"speaker":"Gavi Zeitlin","startTime":1269.57,"endTime":1272.75,"body":"being confronted with something,"},{"speaker":"Gavi Zeitlin","startTime":1269.57,"endTime":1272.75,"body":"you really have to take the next"},{"speaker":"Gavi Zeitlin","startTime":1272.75,"endTime":1276.47,"body":"level, but your brain is telling"},{"speaker":"Gavi Zeitlin","startTime":1272.75,"endTime":1276.47,"body":"you, it's not safe, don't do it,"},{"speaker":"Gavi Zeitlin","startTime":1276.5,"endTime":1279.41,"body":"and you go, it's easier to get"},{"speaker":"Gavi Zeitlin","startTime":1276.5,"endTime":1279.41,"body":"distracted with something else,"},{"speaker":"Gavi Zeitlin","startTime":1279.5,"endTime":1282.23,"body":"right, and just ignore the thing"},{"speaker":"Gavi Zeitlin","startTime":1279.5,"endTime":1282.23,"body":"you actually have to do to move"},{"speaker":"Gavi Zeitlin","startTime":1282.23,"endTime":1287.24,"body":"forward. And, and the reason why"},{"speaker":"Gavi Zeitlin","startTime":1282.23,"endTime":1287.24,"body":"this happens is because it"},{"speaker":"Gavi Zeitlin","startTime":1287.24,"endTime":1289.82,"body":"really has to do with identity."},{"speaker":"Gavi Zeitlin","startTime":1287.24,"endTime":1289.82,"body":"So I'm gonna try to go a little"},{"speaker":"Gavi Zeitlin","startTime":1289.82,"endTime":1293.15,"body":"bit deep here, right? So bear"},{"speaker":"Gavi Zeitlin","startTime":1289.82,"endTime":1293.15,"body":"with me for a second. That's to"},{"speaker":"Gavi Zeitlin","startTime":1293.15,"endTime":1296.15,"body":"do with your identity. Right?"},{"speaker":"Gavi Zeitlin","startTime":1293.15,"endTime":1296.15,"body":"And, and it's the internal"},{"speaker":"Gavi Zeitlin","startTime":1296.15,"endTime":1299.06,"body":"struggle that happens, which is"},{"speaker":"Gavi Zeitlin","startTime":1296.15,"endTime":1299.06,"body":"that if I go and take this"},{"speaker":"Gavi Zeitlin","startTime":1299.06,"endTime":1303.71,"body":"action, what does that mean"},{"speaker":"Gavi Zeitlin","startTime":1299.06,"endTime":1303.71,"body":"about who I am? Right? What more"},{"speaker":"Gavi Zeitlin","startTime":1303.71,"endTime":1306.23,"body":"importantly, what does it say"},{"speaker":"Gavi Zeitlin","startTime":1303.71,"endTime":1306.23,"body":"about you what my family will"},{"speaker":"Gavi Zeitlin","startTime":1306.23,"endTime":1309.02,"body":"say about me? Right? Maybe"},{"speaker":"Gavi Zeitlin","startTime":1306.23,"endTime":1309.02,"body":"there's stories from the past"},{"speaker":"Gavi Zeitlin","startTime":1309.11,"endTime":1311.78,"body":"that are holding you back, that"},{"speaker":"Gavi Zeitlin","startTime":1309.11,"endTime":1311.78,"body":"keeping you from actually"},{"speaker":"Gavi Zeitlin","startTime":1311.78,"endTime":1314.75,"body":"stopping and taking that extra"},{"speaker":"Gavi Zeitlin","startTime":1311.78,"endTime":1314.75,"body":"from doing that. So the most"},{"speaker":"Gavi Zeitlin","startTime":1314.75,"endTime":1318.35,"body":"important thing to realize how"},{"speaker":"Gavi Zeitlin","startTime":1314.75,"endTime":1318.35,"body":"your brain plays tricks on you."},{"speaker":"Gavi Zeitlin","startTime":1318.71,"endTime":1321.77,"body":"And there's a and there's a few"},{"speaker":"Gavi Zeitlin","startTime":1318.71,"endTime":1321.77,"body":"steps and things that you can do"},{"speaker":"Gavi Zeitlin","startTime":1321.77,"endTime":1327.17,"body":"to kind of really kind of center"},{"speaker":"Gavi Zeitlin","startTime":1321.77,"endTime":1327.17,"body":"yourself to get over this. So"},{"speaker":"Gavi Zeitlin","startTime":1327.17,"endTime":1330.56,"body":"the first one is you want to get"},{"speaker":"Gavi Zeitlin","startTime":1327.17,"endTime":1330.56,"body":"really, really calm. Right? So"},{"speaker":"Gavi Zeitlin","startTime":1330.56,"endTime":1335.21,"body":"you want to focus this is why"},{"speaker":"Gavi Zeitlin","startTime":1330.56,"endTime":1335.21,"body":"meditation is good. EFT is good."},{"speaker":"Gavi Zeitlin","startTime":1335.21,"endTime":1338.69,"body":"Wim Hof breathing is good. I"},{"speaker":"Gavi Zeitlin","startTime":1335.21,"endTime":1338.69,"body":"think whatever your your calming"},{"speaker":"Gavi Zeitlin","startTime":1338.69,"endTime":1341.78,"body":"method of choice is, it's really"},{"speaker":"Gavi Zeitlin","startTime":1338.69,"endTime":1341.78,"body":"important to get calm, because"},{"speaker":"Gavi Zeitlin","startTime":1341.78,"endTime":1344.6,"body":"then you get into a state, where"},{"speaker":"Gavi Zeitlin","startTime":1341.78,"endTime":1344.6,"body":"you're able to really start"},{"speaker":"Gavi Zeitlin","startTime":1344.6,"endTime":1348.53,"body":"thinking creatively creatively"},{"speaker":"Gavi Zeitlin","startTime":1344.6,"endTime":1348.53,"body":"about the next step, the second"},{"speaker":"Gavi Zeitlin","startTime":1348.53,"endTime":1352.04,"body":"thing you want to do is, you"},{"speaker":"Gavi Zeitlin","startTime":1348.53,"endTime":1352.04,"body":"really want to have a clear"},{"speaker":"Gavi Zeitlin","startTime":1352.04,"endTime":1355.4,"body":"vision about who you want to be,"},{"speaker":"Gavi Zeitlin","startTime":1352.04,"endTime":1355.4,"body":"let's say in a year's time,"},{"speaker":"Gavi Zeitlin","startTime":1355.46,"endTime":1358.58,"body":"three years time, right, and"},{"speaker":"Gavi Zeitlin","startTime":1355.46,"endTime":1358.58,"body":"say, This is where I am now who"},{"speaker":"Gavi Zeitlin","startTime":1358.58,"endTime":1361.49,"body":"don't want to be in three years"},{"speaker":"Gavi Zeitlin","startTime":1358.58,"endTime":1361.49,"body":"time. And it is action, this"},{"speaker":"Gavi Zeitlin","startTime":1361.52,"endTime":1364.37,"body":"does have to align with who I am"},{"speaker":"Gavi Zeitlin","startTime":1361.52,"endTime":1364.37,"body":"today. This is aligned with who"},{"speaker":"Gavi Zeitlin","startTime":1364.37,"endTime":1368.15,"body":"I want to be in the future. And"},{"speaker":"Gavi Zeitlin","startTime":1364.37,"endTime":1368.15,"body":"then the third technique is what"},{"speaker":"Gavi Zeitlin","startTime":1368.15,"endTime":1370.85,"body":"I call a game player mode."},{"speaker":"Gavi Zeitlin","startTime":1368.15,"endTime":1370.85,"body":"Right? This is where you kind of"},{"speaker":"Gavi Zeitlin","startTime":1370.85,"endTime":1373.88,"body":"mentally take yourself out of"},{"speaker":"Gavi Zeitlin","startTime":1370.85,"endTime":1373.88,"body":"your head. Because the head is"},{"speaker":"Gavi Zeitlin","startTime":1373.88,"endTime":1377.36,"body":"where all the problems start."},{"speaker":"Gavi Zeitlin","startTime":1373.88,"endTime":1377.36,"body":"And you basically view yourself"},{"speaker":"Gavi Zeitlin","startTime":1377.36,"endTime":1380.0,"body":"as like a third player in like a"},{"speaker":"Gavi Zeitlin","startTime":1377.36,"endTime":1380.0,"body":"video game. And you're gonna"},{"speaker":"Gavi Zeitlin","startTime":1380.21,"endTime":1383.72,"body":"basically direct yourself to"},{"speaker":"Gavi Zeitlin","startTime":1380.21,"endTime":1383.72,"body":"take the action needed to move"},{"speaker":"Gavi Zeitlin","startTime":1383.72,"endTime":1386.66,"body":"up to the next level in the"},{"speaker":"Gavi Zeitlin","startTime":1383.72,"endTime":1386.66,"body":"game. Wow. Right. So these are"},{"speaker":"Gavi Zeitlin","startTime":1386.66,"endTime":1389.36,"body":"like the three, these are the"},{"speaker":"Gavi Zeitlin","startTime":1386.66,"endTime":1389.36,"body":"three stages that are kind of"},{"speaker":"Gavi Zeitlin","startTime":1389.36,"endTime":1392.87,"body":"the three steps you can do to"},{"speaker":"Gavi Zeitlin","startTime":1389.36,"endTime":1392.87,"body":"identify and overcome impostor"},{"speaker":"Gavi Zeitlin","startTime":1392.87,"endTime":1396.11,"body":"syndrome. Again, get calm, be"},{"speaker":"Gavi Zeitlin","startTime":1392.87,"endTime":1396.11,"body":"super clear. Again, you can you"},{"speaker":"Gavi Zeitlin","startTime":1396.11,"endTime":1398.51,"body":"want to sit down actually write"},{"speaker":"Gavi Zeitlin","startTime":1396.11,"endTime":1398.51,"body":"this out in three years, you"},{"speaker":"Gavi Zeitlin","startTime":1398.51,"endTime":1401.45,"body":"know, this is my bodyweight."},{"speaker":"Gavi Zeitlin","startTime":1398.51,"endTime":1401.45,"body":"This is the type of this is how"},{"speaker":"Gavi Zeitlin","startTime":1401.45,"endTime":1403.76,"body":"I dress. This is how much money"},{"speaker":"Gavi Zeitlin","startTime":1401.45,"endTime":1403.76,"body":"I'm making. This is what my"},{"speaker":"Gavi Zeitlin","startTime":1403.76,"endTime":1406.28,"body":"business looks like, very great."},{"speaker":"Gavi Zeitlin","startTime":1403.76,"endTime":1406.28,"body":"This is what my, this is what my"},{"speaker":"Gavi Zeitlin","startTime":1406.28,"endTime":1409.67,"body":"home life looks like it very"},{"speaker":"Gavi Zeitlin","startTime":1406.28,"endTime":1409.67,"body":"detailed about that. And don't"},{"speaker":"Gavi Zeitlin","startTime":1409.67,"endTime":1412.13,"body":"get focused on who you are"},{"speaker":"Gavi Zeitlin","startTime":1409.67,"endTime":1412.13,"body":"today. See, like this, this is"},{"speaker":"Gavi Zeitlin","startTime":1412.16,"endTime":1415.73,"body":"who I want to become, okay, it"},{"speaker":"Gavi Zeitlin","startTime":1412.16,"endTime":1415.73,"body":"is 100% American become true,"},{"speaker":"Gavi Zeitlin","startTime":1415.88,"endTime":1418.52,"body":"not necessarily. But the point"},{"speaker":"Gavi Zeitlin","startTime":1415.88,"endTime":1418.52,"body":"is that, it allows you to start"},{"speaker":"Gavi Zeitlin","startTime":1418.52,"endTime":1422.81,"body":"directing your actions today,"},{"speaker":"Gavi Zeitlin","startTime":1418.52,"endTime":1422.81,"body":"that take you out of your image"},{"speaker":"Gavi Zeitlin","startTime":1422.81,"endTime":1426.77,"body":"of who you are in the past."},{"speaker":"Gavi Zeitlin","startTime":1422.81,"endTime":1426.77,"body":"Right you like you are, who you"},{"speaker":"Gavi Zeitlin","startTime":1426.77,"endTime":1429.92,"body":"are in the past, right you are,"},{"speaker":"Gavi Zeitlin","startTime":1426.77,"endTime":1429.92,"body":"who you are today and who the"},{"speaker":"Gavi Zeitlin","startTime":1429.92,"endTime":1431.81,"body":"vision of you're in the future"},{"speaker":"Gavi Zeitlin","startTime":1429.92,"endTime":1431.81,"body":"is that you want to move"},{"speaker":"Gavi Zeitlin","startTime":1431.81,"endTime":1434.48,"body":"towards. And when you do that,"},{"speaker":"Gavi Zeitlin","startTime":1431.81,"endTime":1434.48,"body":"you know, you're gonna start"},{"speaker":"Gavi Zeitlin","startTime":1434.48,"endTime":1437.63,"body":"reaching out to people who will"},{"speaker":"Gavi Zeitlin","startTime":1434.48,"endTime":1437.63,"body":"who you normally wouldn't have"},{"speaker":"Gavi Zeitlin","startTime":1437.75,"endTime":1440.06,"body":"in the past, start creating new"},{"speaker":"Gavi Zeitlin","startTime":1437.75,"endTime":1440.06,"body":"opportunities for your business"},{"speaker":"Gavi Zeitlin","startTime":1440.21,"endTime":1442.19,"body":"and start trying putting new"},{"speaker":"Gavi Zeitlin","startTime":1440.21,"endTime":1442.19,"body":"systems in place that maybe"},{"speaker":"Gavi Zeitlin","startTime":1442.19,"endTime":1444.44,"body":"you've never done before. You'll"},{"speaker":"Gavi Zeitlin","startTime":1442.19,"endTime":1444.44,"body":"do something let's say like"},{"speaker":"Gavi Zeitlin","startTime":1444.44,"endTime":1447.02,"body":"hiring someone, let's say"},{"speaker":"Gavi Zeitlin","startTime":1444.44,"endTime":1447.02,"body":"you're, you've you've owned the"},{"speaker":"Gavi Zeitlin","startTime":1447.02,"endTime":1451.91,"body":"marketing and sales process for"},{"speaker":"Gavi Zeitlin","startTime":1447.02,"endTime":1451.91,"body":"the entire first $100,000 of the"},{"speaker":"Gavi Zeitlin","startTime":1451.91,"endTime":1455.6,"body":"business in MRR and then you got"},{"speaker":"Gavi Zeitlin","startTime":1451.91,"endTime":1455.6,"body":"to go hire a marketing and sales"},{"speaker":"Gavi Zeitlin","startTime":1455.6,"endTime":1459.17,"body":"leader and to do that I was"},{"speaker":"Gavi Zeitlin","startTime":1455.6,"endTime":1459.17,"body":"like, hold on, give this up. But"},{"speaker":"Gavi Zeitlin","startTime":1459.2,"endTime":1462.56,"body":"if you actually imagine hold on"},{"speaker":"Gavi Zeitlin","startTime":1459.2,"endTime":1462.56,"body":"Second, I want to be CEO in"},{"speaker":"Gavi Zeitlin","startTime":1462.56,"endTime":1464.84,"body":"three years I'm CEO I'm not the"},{"speaker":"Gavi Zeitlin","startTime":1462.56,"endTime":1464.84,"body":"guy running the marketing"},{"speaker":"Gavi Zeitlin","startTime":1464.87,"endTime":1467.63,"body":"campaigns. Okay, fine. This"},{"speaker":"Gavi Zeitlin","startTime":1464.87,"endTime":1467.63,"body":"aligns with who I want to be I"},{"speaker":"Gavi Zeitlin","startTime":1467.63,"endTime":1471.5,"body":"can let it go now. Right and"},{"speaker":"Gavi Zeitlin","startTime":1467.63,"endTime":1471.5,"body":"that's how you really work on"},{"speaker":"Gavi Zeitlin","startTime":1472.4,"endTime":1474.68,"body":"getting over imposter syndrome"},{"speaker":"Gavi Zeitlin","startTime":1472.4,"endTime":1474.68,"body":"right? And yeah, like this is"},{"speaker":"Gavi Zeitlin","startTime":1474.68,"endTime":1477.86,"body":"obviously a very, very basic"},{"speaker":"Gavi Zeitlin","startTime":1474.68,"endTime":1477.86,"body":"level I'll usually go pretty"},{"speaker":"Gavi Zeitlin","startTime":1477.86,"endTime":1480.53,"body":"deep with people to really"},{"speaker":"Gavi Zeitlin","startTime":1477.86,"endTime":1480.53,"body":"identify what those are so we"},{"speaker":"Gavi Zeitlin","startTime":1480.53,"endTime":1483.41,"body":"can just obliterate them or"},{"speaker":"Gavi Zeitlin","startTime":1480.53,"endTime":1483.41,"body":"obliterate those those limiting"},{"speaker":"Gavi Zeitlin","startTime":1483.41,"endTime":1487.4,"body":"beliefs. So they can they can"},{"speaker":"Gavi Zeitlin","startTime":1483.41,"endTime":1487.4,"body":"start using all the tactics and"},{"speaker":"Gavi Zeitlin","startTime":1487.4,"endTime":1489.68,"body":"strategies and things they know"},{"speaker":"Gavi Zeitlin","startTime":1487.4,"endTime":1489.68,"body":"they need to do to actually"},{"speaker":"Gavi Zeitlin","startTime":1489.68,"endTime":1492.53,"body":"achieve the next level and their"},{"speaker":"Gavi Zeitlin","startTime":1489.68,"endTime":1492.53,"body":"business without having this old"},{"speaker":"Gavi Zeitlin","startTime":1492.53,"endTime":1495.83,"body":"self and all this old baggage"},{"speaker":"Gavi Zeitlin","startTime":1492.53,"endTime":1495.83,"body":"and crap holding them back."},{"speaker":"Matt Wolach","startTime":1496.82,"endTime":1499.58,"body":"I love it. That's"},{"speaker":"Matt Wolach","startTime":1496.82,"endTime":1499.58,"body":"such great stuff. Gaby, I know"},{"speaker":"Matt Wolach","startTime":1499.58,"endTime":1502.19,"body":"we are We're running short on"},{"speaker":"Matt Wolach","startTime":1499.58,"endTime":1502.19,"body":"time. But I want to make sure I"},{"speaker":"Matt Wolach","startTime":1502.19,"endTime":1504.8,"body":"get one question to you what"},{"speaker":"Matt Wolach","startTime":1502.19,"endTime":1504.8,"body":"what's one piece of advice you"},{"speaker":"Matt Wolach","startTime":1504.8,"endTime":1507.77,"body":"would have for early stage"},{"speaker":"Matt Wolach","startTime":1504.8,"endTime":1507.77,"body":"leaders who are starting their"},{"speaker":"Matt Wolach","startTime":1507.77,"endTime":1510.8,"body":"software company and really"},{"speaker":"Matt Wolach","startTime":1507.77,"endTime":1510.8,"body":"looking to grow? From a mindset"},{"speaker":"Matt Wolach","startTime":1510.8,"endTime":1513.29,"body":"impostor syndrome perspective?"},{"speaker":"Matt Wolach","startTime":1510.8,"endTime":1513.29,"body":"What can you share with them?"},{"speaker":"Gavi Zeitlin","startTime":1513.92,"endTime":1517.82,"body":"Yeah, so I would"},{"speaker":"Gavi Zeitlin","startTime":1513.92,"endTime":1517.82,"body":"sit down and do that exercise I"},{"speaker":"Gavi Zeitlin","startTime":1517.82,"endTime":1521.0,"body":"said before, right? Like, say,"},{"speaker":"Gavi Zeitlin","startTime":1517.82,"endTime":1521.0,"body":"like, today, you have a bunch of"},{"speaker":"Gavi Zeitlin","startTime":1521.0,"endTime":1523.4,"body":"tasks in front of you, right?"},{"speaker":"Gavi Zeitlin","startTime":1521.0,"endTime":1523.4,"body":"Things you know, you need to do"},{"speaker":"Gavi Zeitlin","startTime":1523.4,"endTime":1526.4,"body":"today, right? But be very, very"},{"speaker":"Gavi Zeitlin","startTime":1523.4,"endTime":1526.4,"body":"clear. Where do I Where do I"},{"speaker":"Gavi Zeitlin","startTime":1526.4,"endTime":1529.82,"body":"want to be in three years, and"},{"speaker":"Gavi Zeitlin","startTime":1526.4,"endTime":1529.82,"body":"it is so clear, I want to be"},{"speaker":"Gavi Zeitlin","startTime":1529.82,"endTime":1532.49,"body":"like, like, more vivid in your"},{"speaker":"Gavi Zeitlin","startTime":1529.82,"endTime":1532.49,"body":"mind than any movie you've ever"},{"speaker":"Gavi Zeitlin","startTime":1532.49,"endTime":1535.76,"body":"watched. Right? And very clear"},{"speaker":"Gavi Zeitlin","startTime":1532.49,"endTime":1535.76,"body":"your mind like this is this is"},{"speaker":"Gavi Zeitlin","startTime":1535.76,"endTime":1538.43,"body":"the eventual target on getting"},{"speaker":"Gavi Zeitlin","startTime":1535.76,"endTime":1538.43,"body":"to, this is where I'm going."},{"speaker":"Gavi Zeitlin","startTime":1538.82,"endTime":1542.15,"body":"Right? And be very, very clear"},{"speaker":"Gavi Zeitlin","startTime":1538.82,"endTime":1542.15,"body":"about that. And then allow that"},{"speaker":"Gavi Zeitlin","startTime":1542.18,"endTime":1545.9,"body":"image to drive all your actions"},{"speaker":"Gavi Zeitlin","startTime":1542.18,"endTime":1545.9,"body":"for it. Because again, in the"},{"speaker":"Gavi Zeitlin","startTime":1545.9,"endTime":1549.32,"body":"early stages, particularly like"},{"speaker":"Gavi Zeitlin","startTime":1545.9,"endTime":1549.32,"body":"it can be brutal. It can be"},{"speaker":"Gavi Zeitlin","startTime":1549.32,"endTime":1552.59,"body":"brutal, like people people are"},{"speaker":"Gavi Zeitlin","startTime":1549.32,"endTime":1552.59,"body":"gonna say, Fu and when you call"},{"speaker":"Gavi Zeitlin","startTime":1552.59,"endTime":1555.17,"body":"them, when you cold, call them"},{"speaker":"Gavi Zeitlin","startTime":1552.59,"endTime":1555.17,"body":"or send them emails, you know,"},{"speaker":"Gavi Zeitlin","startTime":1555.17,"endTime":1557.57,"body":"you're gonna do webinars where"},{"speaker":"Gavi Zeitlin","startTime":1555.17,"endTime":1557.57,"body":"nobody shows up, you're gonna do"},{"speaker":"Gavi Zeitlin","startTime":1557.57,"endTime":1560.48,"body":"all these things that can say,"},{"speaker":"Gavi Zeitlin","startTime":1557.57,"endTime":1560.48,"body":"Oh, my God, why am I even doing"},{"speaker":"Gavi Zeitlin","startTime":1560.48,"endTime":1564.38,"body":"this? Why am I even doing this?"},{"speaker":"Gavi Zeitlin","startTime":1560.48,"endTime":1564.38,"body":"But if you have that, why, if"},{"speaker":"Gavi Zeitlin","startTime":1564.38,"endTime":1568.28,"body":"you have an image, so clear, in"},{"speaker":"Gavi Zeitlin","startTime":1564.38,"endTime":1568.28,"body":"your mind, everything, every"},{"speaker":"Gavi Zeitlin","startTime":1568.28,"endTime":1571.61,"body":"hurdle you're going through"},{"speaker":"Gavi Zeitlin","startTime":1568.28,"endTime":1571.61,"body":"doesn't matter. Because spending"},{"speaker":"Gavi Zeitlin","startTime":1571.61,"endTime":1575.87,"body":"principle about the reason why"},{"speaker":"Gavi Zeitlin","startTime":1571.61,"endTime":1575.87,"body":"is that the brain is always"},{"speaker":"Gavi Zeitlin","startTime":1575.87,"endTime":1579.8,"body":"looking for evidence that"},{"speaker":"Gavi Zeitlin","startTime":1575.87,"endTime":1579.8,"body":"something is real. And if you"},{"speaker":"Gavi Zeitlin","startTime":1579.8,"endTime":1583.94,"body":"will say, Oh, I do XYZ, or I did"},{"speaker":"Gavi Zeitlin","startTime":1579.8,"endTime":1583.94,"body":"something that was a total"},{"speaker":"Gavi Zeitlin","startTime":1583.94,"endTime":1587.0,"body":"disaster. The brain come and"},{"speaker":"Gavi Zeitlin","startTime":1583.94,"endTime":1587.0,"body":"says, See, I told you, you you"},{"speaker":"Gavi Zeitlin","startTime":1587.0,"endTime":1590.27,"body":"couldn't do it. I told you, you"},{"speaker":"Gavi Zeitlin","startTime":1587.0,"endTime":1590.27,"body":"couldn't do it. Right? Because,"},{"speaker":"Gavi Zeitlin","startTime":1590.36,"endTime":1593.48,"body":"look, here's the evidence for"},{"speaker":"Gavi Zeitlin","startTime":1590.36,"endTime":1593.48,"body":"why you can't do it. You know,"},{"speaker":"Gavi Zeitlin","startTime":1593.51,"endTime":1597.53,"body":"again, this guy said fu on the"},{"speaker":"Gavi Zeitlin","startTime":1593.51,"endTime":1597.53,"body":"call, and you haven't sold"},{"speaker":"Gavi Zeitlin","startTime":1597.53,"endTime":1600.68,"body":"anything in a month. Right? All"},{"speaker":"Gavi Zeitlin","startTime":1597.53,"endTime":1600.68,"body":"these Disasters are happening"},{"speaker":"Gavi Zeitlin","startTime":1600.83,"endTime":1603.56,"body":"around you, you know, you are a"},{"speaker":"Gavi Zeitlin","startTime":1600.83,"endTime":1603.56,"body":"loser. And so the self talk that"},{"speaker":"Gavi Zeitlin","startTime":1603.56,"endTime":1606.8,"body":"comes in, right, but if"},{"speaker":"Gavi Zeitlin","startTime":1603.56,"endTime":1606.8,"body":"something does happen, right,"},{"speaker":"Gavi Zeitlin","startTime":1606.83,"endTime":1609.08,"body":"and you have that vision of the"},{"speaker":"Gavi Zeitlin","startTime":1606.83,"endTime":1609.08,"body":"future, you know, oh my gosh,"},{"speaker":"Gavi Zeitlin","startTime":1609.08,"endTime":1611.96,"body":"like, I close through three"},{"speaker":"Gavi Zeitlin","startTime":1609.08,"endTime":1611.96,"body":"sales calls in a row, like,"},{"speaker":"Gavi Zeitlin","startTime":1611.99,"endTime":1614.6,"body":"Dude, this is this is my vision,"},{"speaker":"Gavi Zeitlin","startTime":1611.99,"endTime":1614.6,"body":"this is my future happening, I"},{"speaker":"Gavi Zeitlin","startTime":1614.6,"endTime":1616.7,"body":"can see that happening. You're"},{"speaker":"Gavi Zeitlin","startTime":1614.6,"endTime":1616.7,"body":"really excited, like over the"},{"speaker":"Gavi Zeitlin","startTime":1616.7,"endTime":1619.52,"body":"top excited about it, then"},{"speaker":"Gavi Zeitlin","startTime":1616.7,"endTime":1619.52,"body":"that's how you're gonna stay"},{"speaker":"Gavi Zeitlin","startTime":1619.52,"endTime":1622.46,"body":"focused and really, really move"},{"speaker":"Gavi Zeitlin","startTime":1619.52,"endTime":1622.46,"body":"forward to to accomplish what"},{"speaker":"Gavi Zeitlin","startTime":1622.46,"endTime":1623.27,"body":"you want to accomplish."},{"speaker":"Matt Wolach","startTime":1624.47,"endTime":1626.72,"body":"That's fantastic."},{"speaker":"Matt Wolach","startTime":1624.47,"endTime":1626.72,"body":"Great stuff. I hope everybody"},{"speaker":"Matt Wolach","startTime":1626.72,"endTime":1628.88,"body":"takes that to heart for sure."},{"speaker":"Matt Wolach","startTime":1626.72,"endTime":1628.88,"body":"And unfortunately, we are out of"},{"speaker":"Matt Wolach","startTime":1628.88,"endTime":1631.91,"body":"time, Gaby, how can everybody"},{"speaker":"Matt Wolach","startTime":1628.88,"endTime":1631.91,"body":"get in touch with you? How can"},{"speaker":"Matt Wolach","startTime":1631.91,"endTime":1632.39,"body":"they reach you?"},{"speaker":"Gavi Zeitlin","startTime":1632.87,"endTime":1634.88,"body":"Yeah, so come"},{"speaker":"Gavi Zeitlin","startTime":1632.87,"endTime":1634.88,"body":"check me out on LinkedIn,"},{"speaker":"Gavi Zeitlin","startTime":1634.88,"endTime":1638.42,"body":"Goddess Island. I think my name"},{"speaker":"Gavi Zeitlin","startTime":1634.88,"endTime":1638.42,"body":"spelled on the screen here. But"},{"speaker":"Gavi Zeitlin","startTime":1638.42,"endTime":1643.31,"body":"if you're listening, it's GA VI,"},{"speaker":"Gavi Zeitlin","startTime":1638.42,"endTime":1643.31,"body":"z it li N very active on"},{"speaker":"Gavi Zeitlin","startTime":1643.31,"endTime":1647.93,"body":"LinkedIn. So come and connect"},{"speaker":"Gavi Zeitlin","startTime":1643.31,"endTime":1647.93,"body":"with me. Follow me. Say hi. And"},{"speaker":"Gavi Zeitlin","startTime":1647.96,"endTime":1650.3,"body":"I look forward to learning about"},{"speaker":"Gavi Zeitlin","startTime":1647.96,"endTime":1650.3,"body":"your business and seeing what"},{"speaker":"Gavi Zeitlin","startTime":1650.9,"endTime":1652.91,"body":"what awesome thing that you are"},{"speaker":"Gavi Zeitlin","startTime":1650.9,"endTime":1652.91,"body":"building."},{"speaker":"Matt Wolach","startTime":1653.81,"endTime":1655.49,"body":"Very cool. We'll"},{"speaker":"Matt Wolach","startTime":1653.81,"endTime":1655.49,"body":"put that in the show notes as"},{"speaker":"Matt Wolach","startTime":1655.49,"endTime":1657.41,"body":"well. So anybody listening,"},{"speaker":"Matt Wolach","startTime":1655.49,"endTime":1657.41,"body":"you'll be able to click on that"},{"speaker":"Matt Wolach","startTime":1657.44,"endTime":1660.38,"body":"and see that. But this has been"},{"speaker":"Matt Wolach","startTime":1657.44,"endTime":1660.38,"body":"great. Gaby, thank you so much"},{"speaker":"Matt Wolach","startTime":1660.38,"endTime":1660.98,"body":"for coming in."},{"speaker":"Gavi Zeitlin","startTime":1662.06,"endTime":1664.07,"body":"No problem. Now."},{"speaker":"Gavi Zeitlin","startTime":1662.06,"endTime":1664.07,"body":"This is This is fun."},{"speaker":"Matt Wolach","startTime":1665.0,"endTime":1666.8,"body":"It certainly was."},{"speaker":"Matt Wolach","startTime":1665.0,"endTime":1666.8,"body":"And thank you everybody for"},{"speaker":"Matt Wolach","startTime":1666.8,"endTime":1669.5,"body":"watching. Thanks for listening."},{"speaker":"Matt Wolach","startTime":1666.8,"endTime":1669.5,"body":"Make sure you're subscribed hit"},{"speaker":"Matt Wolach","startTime":1669.5,"endTime":1672.23,"body":"the subscribe button so that you"},{"speaker":"Matt Wolach","startTime":1669.5,"endTime":1672.23,"body":"do not miss out on any other"},{"speaker":"Matt Wolach","startTime":1672.23,"endTime":1675.26,"body":"amazing leaders and thinkers"},{"speaker":"Matt Wolach","startTime":1672.23,"endTime":1675.26,"body":"like GAVI. Hit that now so you"},{"speaker":"Matt Wolach","startTime":1675.26,"endTime":1678.17,"body":"don't lose any of those cool"},{"speaker":"Matt Wolach","startTime":1675.26,"endTime":1678.17,"body":"opportunities. Thank you very"},{"speaker":"Matt Wolach","startTime":1678.17,"endTime":1680.57,"body":"much for coming. Thanks for"},{"speaker":"Matt Wolach","startTime":1678.17,"endTime":1680.57,"body":"watching. We'll see you next"},{"speaker":"Matt Wolach","startTime":1680.57,"endTime":1681.23,"body":"time. Take care"}]}