{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":5.25,"endTime":8.49,"body":"And welcome to"},{"speaker":"Matt Wolach","startTime":5.25,"endTime":8.49,"body":"Scale Your SaaS very excited to"},{"speaker":"Matt Wolach","startTime":8.49,"endTime":10.92,"body":"have you here, thank you for"},{"speaker":"Matt Wolach","startTime":8.49,"endTime":10.92,"body":"being here. By the way, with"},{"speaker":"Matt Wolach","startTime":10.92,"endTime":14.28,"body":"this show named Scale Your SaaS,"},{"speaker":"Matt Wolach","startTime":10.92,"endTime":14.28,"body":"we're here to do exactly that."},{"speaker":"Matt Wolach","startTime":14.31,"endTime":17.43,"body":"We want to make sure that you"},{"speaker":"Matt Wolach","startTime":14.31,"endTime":17.43,"body":"grow your leads, we close those"},{"speaker":"Matt Wolach","startTime":17.43,"endTime":20.76,"body":"leads, we scale, a team that can"},{"speaker":"Matt Wolach","startTime":17.43,"endTime":20.76,"body":"help you close those leads, all"},{"speaker":"Matt Wolach","startTime":20.76,"endTime":24.57,"body":"of those fun things so that you"},{"speaker":"Matt Wolach","startTime":20.76,"endTime":24.57,"body":"can get to your dreams. And what"},{"speaker":"Matt Wolach","startTime":24.57,"endTime":27.54,"body":"we do is we bring you people who"},{"speaker":"Matt Wolach","startTime":24.57,"endTime":27.54,"body":"have done this and who are"},{"speaker":"Matt Wolach","startTime":27.54,"endTime":31.05,"body":"helping you do this. So you have"},{"speaker":"Matt Wolach","startTime":27.54,"endTime":31.05,"body":"all of the best ways to do this."},{"speaker":"Matt Wolach","startTime":31.05,"endTime":33.57,"body":"So if you're new to the show,"},{"speaker":"Matt Wolach","startTime":31.05,"endTime":33.57,"body":"hit that subscribe button right"},{"speaker":"Matt Wolach","startTime":33.57,"endTime":36.6,"body":"now that way, you'll be notified"},{"speaker":"Matt Wolach","startTime":33.57,"endTime":36.6,"body":"of any of our upcoming episodes."},{"speaker":"Matt Wolach","startTime":36.75,"endTime":39.87,"body":"And you'll know how to scale"},{"speaker":"Matt Wolach","startTime":36.75,"endTime":39.87,"body":"your SaaS. And one of those"},{"speaker":"Matt Wolach","startTime":39.87,"endTime":43.83,"body":"amazing guests amazing people"},{"speaker":"Matt Wolach","startTime":39.87,"endTime":43.83,"body":"that we have with us today is"},{"speaker":"Matt Wolach","startTime":43.83,"endTime":46.38,"body":"going to help you do that. So"},{"speaker":"Matt Wolach","startTime":43.83,"endTime":46.38,"body":"I'm joined by Patrick Thean, And"},{"speaker":"Matt Wolach","startTime":46.38,"endTime":47.4,"body":"Patrick, how you doing?"},{"speaker":"Patrick Thean","startTime":47.88,"endTime":50.13,"body":"Hey, Matt, I'm"},{"speaker":"Patrick Thean","startTime":47.88,"endTime":50.13,"body":"doing great. Thank you so much"},{"speaker":"Patrick Thean","startTime":50.13,"endTime":52.05,"body":"for inviting me today. You have"},{"speaker":"Patrick Thean","startTime":50.13,"endTime":52.05,"body":"a great show."},{"speaker":"Matt Wolach","startTime":52.96,"endTime":54.85,"body":"Thank you. I"},{"speaker":"Matt Wolach","startTime":52.96,"endTime":54.85,"body":"really, really appreciate it,"},{"speaker":"Matt Wolach","startTime":54.85,"endTime":57.55,"body":"Patrick. You're awesome for"},{"speaker":"Matt Wolach","startTime":54.85,"endTime":57.55,"body":"saying so and I'm really excited"},{"speaker":"Matt Wolach","startTime":57.55,"endTime":59.68,"body":"for our conversation. But let me"},{"speaker":"Matt Wolach","startTime":57.55,"endTime":59.68,"body":"make sure everybody knows who"},{"speaker":"Matt Wolach","startTime":59.68,"endTime":63.13,"body":"you are. So Patrick, he's the"},{"speaker":"Matt Wolach","startTime":59.68,"endTime":63.13,"body":"CEO at Rhythm Systems. And he's"},{"speaker":"Matt Wolach","startTime":63.13,"endTime":66.1,"body":"a thought leader in strategic"},{"speaker":"Matt Wolach","startTime":63.13,"endTime":66.1,"body":"business execution. And a"},{"speaker":"Matt Wolach","startTime":66.1,"endTime":69.04,"body":"successful serial entrepreneur"},{"speaker":"Matt Wolach","startTime":66.1,"endTime":69.04,"body":"who has started and exited"},{"speaker":"Matt Wolach","startTime":69.04,"endTime":72.25,"body":"multiple companies. I'm excited"},{"speaker":"Matt Wolach","startTime":69.04,"endTime":72.25,"body":"to hear about all that. He's"},{"speaker":"Matt Wolach","startTime":72.25,"endTime":75.67,"body":"also an international speaker,"},{"speaker":"Matt Wolach","startTime":72.25,"endTime":75.67,"body":"USA Today and Wall Street"},{"speaker":"Matt Wolach","startTime":75.67,"endTime":79.51,"body":"Journal Best Selling Author and"},{"speaker":"Matt Wolach","startTime":75.67,"endTime":79.51,"body":"CEO of Rhythm Systems, which is"},{"speaker":"Matt Wolach","startTime":79.51,"endTime":83.74,"body":"a system of AI powered software"},{"speaker":"Matt Wolach","startTime":79.51,"endTime":83.74,"body":"coaching and methodology built"},{"speaker":"Matt Wolach","startTime":83.74,"endTime":86.89,"body":"for growing companies to"},{"speaker":"Matt Wolach","startTime":83.74,"endTime":86.89,"body":"successfully execute strategic"},{"speaker":"Matt Wolach","startTime":86.89,"endTime":91.33,"body":"plans. Rhythm System provides"},{"speaker":"Matt Wolach","startTime":86.89,"endTime":91.33,"body":"software and consulting for mid"},{"speaker":"Matt Wolach","startTime":91.33,"endTime":94.87,"body":"market companies to achieve"},{"speaker":"Matt Wolach","startTime":91.33,"endTime":94.87,"body":"successful business execution."},{"speaker":"Matt Wolach","startTime":94.99,"endTime":97.45,"body":"This guy knows his stuff. And"},{"speaker":"Matt Wolach","startTime":94.99,"endTime":97.45,"body":"I'm delighted to have him here,"},{"speaker":"Matt Wolach","startTime":97.45,"endTime":98.62,"body":"Patrick, thanks for being here."},{"speaker":"Patrick Thean","startTime":99.31,"endTime":100.72,"body":"You're welcome,"},{"speaker":"Patrick Thean","startTime":99.31,"endTime":100.72,"body":"Matt. Excited!"},{"speaker":"Matt Wolach","startTime":101.44,"endTime":103.45,"body":"Me too. So tell me"},{"speaker":"Matt Wolach","startTime":101.44,"endTime":103.45,"body":"what have you been up to lately?"},{"speaker":"Matt Wolach","startTime":103.45,"endTime":104.47,"body":"And what's coming up for you?"},{"speaker":"Patrick Thean","startTime":104.0,"endTime":107.54,"body":"Well, you know,"},{"speaker":"Patrick Thean","startTime":104.0,"endTime":107.54,"body":"ever since November of 2022,"},{"speaker":"Patrick Thean","startTime":107.57,"endTime":111.53,"body":"ChatGPT hit right. And everyone"},{"speaker":"Patrick Thean","startTime":107.57,"endTime":111.53,"body":"talks about AI. So in some ways,"},{"speaker":"Patrick Thean","startTime":111.53,"endTime":115.61,"body":"AI is old news, but not old"},{"speaker":"Patrick Thean","startTime":111.53,"endTime":115.61,"body":"news. Right? It's still good"},{"speaker":"Patrick Thean","startTime":115.61,"endTime":118.34,"body":"news. And so I would say over"},{"speaker":"Patrick Thean","startTime":115.61,"endTime":118.34,"body":"the last year, we've worked on"},{"speaker":"Patrick Thean","startTime":118.7,"endTime":122.36,"body":"transforming our software, we"},{"speaker":"Patrick Thean","startTime":118.7,"endTime":122.36,"body":"put in a goal setting AI coach,"},{"speaker":"Patrick Thean","startTime":122.72,"endTime":125.15,"body":"I think writing goals is really"},{"speaker":"Patrick Thean","startTime":122.72,"endTime":125.15,"body":"hard. You know, most people say"},{"speaker":"Patrick Thean","startTime":125.15,"endTime":128.18,"body":"things like, I want to go to a"},{"speaker":"Patrick Thean","startTime":125.15,"endTime":128.18,"body":"trade show. Well, that's not a"},{"speaker":"Patrick Thean","startTime":128.18,"endTime":132.02,"body":"goal. I want to go to a trade"},{"speaker":"Patrick Thean","startTime":128.18,"endTime":132.02,"body":"show, I want to hit X number of"},{"speaker":"Patrick Thean","startTime":132.02,"endTime":135.62,"body":"contacts, I want to close X"},{"speaker":"Patrick Thean","startTime":132.02,"endTime":135.62,"body":"number of meetings. Now you"},{"speaker":"Patrick Thean","startTime":135.62,"endTime":139.85,"body":"transform a wish into a goal. So"},{"speaker":"Patrick Thean","startTime":135.62,"endTime":139.85,"body":"we find that goal writing is"},{"speaker":"Patrick Thean","startTime":139.85,"endTime":143.21,"body":"really hard. And if you can't"},{"speaker":"Patrick Thean","startTime":139.85,"endTime":143.21,"body":"write good goals, then it's"},{"speaker":"Patrick Thean","startTime":143.21,"endTime":147.32,"body":"really hard to even achieve your"},{"speaker":"Patrick Thean","startTime":143.21,"endTime":147.32,"body":"dreams. So we now have an AI"},{"speaker":"Patrick Thean","startTime":147.32,"endTime":150.56,"body":"goal writing coach in our system"},{"speaker":"Patrick Thean","startTime":147.32,"endTime":150.56,"body":"that allows you to put in a"},{"speaker":"Patrick Thean","startTime":150.56,"endTime":153.32,"body":"phrase like I want to go to"},{"speaker":"Patrick Thean","startTime":150.56,"endTime":153.32,"body":"trade show, I want to do 20"},{"speaker":"Patrick Thean","startTime":153.32,"endTime":156.35,"body":"million revenue or whatever. And"},{"speaker":"Patrick Thean","startTime":153.32,"endTime":156.35,"body":"then we'll begin to transform it"},{"speaker":"Patrick Thean","startTime":156.35,"endTime":159.71,"body":"into a proper SMART goal for"},{"speaker":"Patrick Thean","startTime":156.35,"endTime":159.71,"body":"you. And you can edit it, play"},{"speaker":"Patrick Thean","startTime":159.71,"endTime":163.49,"body":"with it, and hopefully help you"},{"speaker":"Patrick Thean","startTime":159.71,"endTime":163.49,"body":"to write a clear goal that you"},{"speaker":"Patrick Thean","startTime":163.49,"endTime":166.88,"body":"and your team can get focused"},{"speaker":"Patrick Thean","startTime":163.49,"endTime":166.88,"body":"align, and accountable to"},{"speaker":"Patrick Thean","startTime":166.88,"endTime":167.39,"body":"execute."},{"speaker":"Matt Wolach","startTime":168.3,"endTime":171.18,"body":"I love that."},{"speaker":"Matt Wolach","startTime":168.3,"endTime":171.18,"body":"Everybody's heard about the"},{"speaker":"Matt Wolach","startTime":171.18,"endTime":174.75,"body":"SMART goals and all that tell us"},{"speaker":"Matt Wolach","startTime":171.18,"endTime":174.75,"body":"what are the biggest mistakes"},{"speaker":"Matt Wolach","startTime":174.78,"endTime":177.36,"body":"people are making when they're"},{"speaker":"Matt Wolach","startTime":174.78,"endTime":177.36,"body":"setting goals for their company."},{"speaker":"Patrick Thean","startTime":177.0,"endTime":180.51,"body":"The biggest"},{"speaker":"Patrick Thean","startTime":177.0,"endTime":180.51,"body":"mistake people make is that they"},{"speaker":"Patrick Thean","startTime":180.51,"endTime":184.23,"body":"come up with a short phrase and"},{"speaker":"Patrick Thean","startTime":180.51,"endTime":184.23,"body":"they think they're done. So it's"},{"speaker":"Patrick Thean","startTime":184.23,"endTime":187.89,"body":"as simple as like using the same"},{"speaker":"Patrick Thean","startTime":184.23,"endTime":187.89,"body":"example, I want to go to a trade"},{"speaker":"Patrick Thean","startTime":187.89,"endTime":192.12,"body":"show, okay, let's go to trade"},{"speaker":"Patrick Thean","startTime":187.89,"endTime":192.12,"body":"show \"XYZ.' That's not a goal."},{"speaker":"Patrick Thean","startTime":192.15,"endTime":195.78,"body":"That's just a statement of"},{"speaker":"Patrick Thean","startTime":192.15,"endTime":195.78,"body":"intent. And so what people need"},{"speaker":"Patrick Thean","startTime":195.78,"endTime":199.41,"body":"to do is they need to write it"},{"speaker":"Patrick Thean","startTime":195.78,"endTime":199.41,"body":"with a verb, they need to make"},{"speaker":"Patrick Thean","startTime":199.41,"endTime":203.28,"body":"it specific, measurable. And so"},{"speaker":"Patrick Thean","startTime":199.41,"endTime":203.28,"body":"what we do is we use a regular"},{"speaker":"Patrick Thean","startTime":203.28,"endTime":206.79,"body":"green process, because I believe"},{"speaker":"Patrick Thean","startTime":203.28,"endTime":206.79,"body":"that in addition to writing it,"},{"speaker":"Patrick Thean","startTime":207.12,"endTime":210.9,"body":"you've got to visualize it, you"},{"speaker":"Patrick Thean","startTime":207.12,"endTime":210.9,"body":"know, if you can see it, you can"},{"speaker":"Patrick Thean","startTime":210.9,"endTime":213.63,"body":"probably have a better chance of"},{"speaker":"Patrick Thean","startTime":210.9,"endTime":213.63,"body":"getting it done. But if you"},{"speaker":"Patrick Thean","startTime":213.63,"endTime":217.11,"body":"can't see it, or visualize it,"},{"speaker":"Patrick Thean","startTime":213.63,"endTime":217.11,"body":"you probably can't get it done"},{"speaker":"Patrick Thean","startTime":217.11,"endTime":220.62,"body":"already. And so I like for"},{"speaker":"Patrick Thean","startTime":217.11,"endTime":220.62,"body":"people to tell me, okay, this is"},{"speaker":"Patrick Thean","startTime":220.62,"endTime":224.16,"body":"what green looks like, this is"},{"speaker":"Patrick Thean","startTime":220.62,"endTime":224.16,"body":"what the goal looks like. Red"},{"speaker":"Patrick Thean","startTime":224.16,"endTime":227.73,"body":"would be the unacceptable level"},{"speaker":"Patrick Thean","startTime":224.16,"endTime":227.73,"body":"of performance. So red is"},{"speaker":"Patrick Thean","startTime":227.73,"endTime":230.55,"body":"failure, anything below red is"},{"speaker":"Patrick Thean","startTime":227.73,"endTime":230.55,"body":"unacceptable, then we have"},{"speaker":"Patrick Thean","startTime":230.55,"endTime":233.61,"body":"something called super green for"},{"speaker":"Patrick Thean","startTime":230.55,"endTime":233.61,"body":"the stretch goal, because our A"},{"speaker":"Patrick Thean","startTime":233.61,"endTime":237.66,"body":"players like to stretch goal. So"},{"speaker":"Patrick Thean","startTime":233.61,"endTime":237.66,"body":"our format as you put a regular"},{"speaker":"Patrick Thean","startTime":237.66,"endTime":241.02,"body":"green, a name and the date. And"},{"speaker":"Patrick Thean","startTime":237.66,"endTime":241.02,"body":"I promise you that's a SMART"},{"speaker":"Patrick Thean","startTime":241.02,"endTime":242.94,"body":"goal. So that's, our process."},{"speaker":"Matt Wolach","startTime":242.0,"endTime":246.38,"body":"I love that I can"},{"speaker":"Matt Wolach","startTime":242.0,"endTime":246.38,"body":"see that being super helpful. I"},{"speaker":"Matt Wolach","startTime":246.38,"endTime":250.16,"body":"think that not enough companies"},{"speaker":"Matt Wolach","startTime":246.38,"endTime":250.16,"body":"understand how to even set"},{"speaker":"Matt Wolach","startTime":250.16,"endTime":253.04,"body":"goals, or do they even do it. A"},{"speaker":"Matt Wolach","startTime":250.16,"endTime":253.04,"body":"lot of times when I'm coaching"},{"speaker":"Matt Wolach","startTime":253.04,"endTime":255.47,"body":"people, I'll pop in and say hey,"},{"speaker":"Matt Wolach","startTime":253.04,"endTime":255.47,"body":"what are their goals and they"},{"speaker":"Matt Wolach","startTime":255.47,"endTime":258.95,"body":"don't really have anything"},{"speaker":"Matt Wolach","startTime":255.47,"endTime":258.95,"body":"organized. And it's it's kind of"},{"speaker":"Matt Wolach","startTime":258.95,"endTime":261.68,"body":"distressing, because I think"},{"speaker":"Matt Wolach","startTime":258.95,"endTime":261.68,"body":"goals are so powerful towards"},{"speaker":"Matt Wolach","startTime":261.68,"endTime":264.83,"body":"helping the team have that"},{"speaker":"Matt Wolach","startTime":261.68,"endTime":264.83,"body":"desire and that motivation to"},{"speaker":"Matt Wolach","startTime":264.83,"endTime":265.91,"body":"getting them there. Am I right?"},{"speaker":"Patrick Thean","startTime":265.96,"endTime":269.2,"body":"Absolutely. And"},{"speaker":"Patrick Thean","startTime":265.96,"endTime":269.2,"body":"again, you know, writing goals,"},{"speaker":"Patrick Thean","startTime":269.2,"endTime":274.0,"body":"one thing, visualizing it and"},{"speaker":"Patrick Thean","startTime":269.2,"endTime":274.0,"body":"getting and seeing it with your"},{"speaker":"Patrick Thean","startTime":274.0,"endTime":277.21,"body":"team makes a huge difference on"},{"speaker":"Patrick Thean","startTime":274.0,"endTime":277.21,"body":"whether or not you achieve the"},{"speaker":"Patrick Thean","startTime":277.21,"endTime":280.15,"body":"goal or you don't achieve the"},{"speaker":"Patrick Thean","startTime":277.21,"endTime":280.15,"body":"goal. So I think a lot of people"},{"speaker":"Patrick Thean","startTime":280.15,"endTime":284.14,"body":"just don't have the patience to"},{"speaker":"Patrick Thean","startTime":280.15,"endTime":284.14,"body":"sit with it for a little bit"},{"speaker":"Patrick Thean","startTime":284.14,"endTime":286.75,"body":"with the team and say hey, you"},{"speaker":"Patrick Thean","startTime":284.14,"endTime":286.75,"body":"know I think we're gonna go do"},{"speaker":"Patrick Thean","startTime":286.75,"endTime":290.86,"body":"this you know, what do you think"},{"speaker":"Patrick Thean","startTime":286.75,"endTime":290.86,"body":"we want to release the software"},{"speaker":"Patrick Thean","startTime":291.16,"endTime":295.12,"body":"in April. You know, what do you"},{"speaker":"Patrick Thean","startTime":291.16,"endTime":295.12,"body":"think that looks like? What are"},{"speaker":"Patrick Thean","startTime":295.12,"endTime":297.85,"body":"the key features you want in it?"},{"speaker":"Patrick Thean","startTime":295.12,"endTime":297.85,"body":"Let's just talk it through a"},{"speaker":"Patrick Thean","startTime":297.85,"endTime":301.63,"body":"little bit so that what I see"},{"speaker":"Patrick Thean","startTime":297.85,"endTime":301.63,"body":"and What you see and what the"},{"speaker":"Patrick Thean","startTime":301.63,"endTime":305.05,"body":"rest of the team sees is the"},{"speaker":"Patrick Thean","startTime":301.63,"endTime":305.05,"body":"same thing. And if we can do"},{"speaker":"Patrick Thean","startTime":305.05,"endTime":308.05,"body":"that I call it alignment. And if"},{"speaker":"Patrick Thean","startTime":305.05,"endTime":308.05,"body":"we can aligned on what we're"},{"speaker":"Patrick Thean","startTime":308.05,"endTime":310.81,"body":"going to deliver, you have a"},{"speaker":"Patrick Thean","startTime":308.05,"endTime":310.81,"body":"much higher probability of"},{"speaker":"Patrick Thean","startTime":311.26,"endTime":314.5,"body":"achieving your goals. By the"},{"speaker":"Patrick Thean","startTime":311.26,"endTime":314.5,"body":"way, it's a fun fact that most"},{"speaker":"Patrick Thean","startTime":314.5,"endTime":318.61,"body":"people don't actually achieve"},{"speaker":"Patrick Thean","startTime":314.5,"endTime":318.61,"body":"their goals. They write it down,"},{"speaker":"Patrick Thean","startTime":318.82,"endTime":321.73,"body":"they don't achieve it. And one"},{"speaker":"Patrick Thean","startTime":318.82,"endTime":321.73,"body":"of the worst examples of that"},{"speaker":"Patrick Thean","startTime":321.91,"endTime":325.3,"body":"would be, you know, January 1st,"},{"speaker":"Patrick Thean","startTime":321.91,"endTime":325.3,"body":"second, and third, right? People"},{"speaker":"Patrick Thean","startTime":325.3,"endTime":329.11,"body":"wake up and they go, I got it,"},{"speaker":"Patrick Thean","startTime":325.3,"endTime":329.11,"body":"I'm going to lose 10 pounds, I'm"},{"speaker":"Patrick Thean","startTime":329.11,"endTime":331.54,"body":"going to stop eating sweets, I'm"},{"speaker":"Patrick Thean","startTime":329.11,"endTime":331.54,"body":"going to do all these things,"},{"speaker":"Patrick Thean","startTime":331.54,"endTime":334.9,"body":"and, and they get all all fired"},{"speaker":"Patrick Thean","startTime":331.54,"endTime":334.9,"body":"up. But you know what happened,"},{"speaker":"Patrick Thean","startTime":335.41,"endTime":338.2,"body":"they didn't have a plan, they"},{"speaker":"Patrick Thean","startTime":335.41,"endTime":338.2,"body":"didn't have an execution plan to"},{"speaker":"Patrick Thean","startTime":338.2,"endTime":343.21,"body":"go, Yes, I'm going to turn my"},{"speaker":"Patrick Thean","startTime":338.2,"endTime":343.21,"body":"wish, of losing 10 pounds into"},{"speaker":"Patrick Thean","startTime":343.21,"endTime":345.64,"body":"an actuality, they didn't see"},{"speaker":"Patrick Thean","startTime":343.21,"endTime":345.64,"body":"how they're going to get it"},{"speaker":"Patrick Thean","startTime":345.64,"endTime":349.51,"body":"done. And so coming up with a"},{"speaker":"Patrick Thean","startTime":345.64,"endTime":349.51,"body":"goal is one thing, visualizing"},{"speaker":"Patrick Thean","startTime":349.51,"endTime":352.78,"body":"it, and then having an execution"},{"speaker":"Patrick Thean","startTime":349.51,"endTime":352.78,"body":"plan to get it done, is the rest"},{"speaker":"Patrick Thean","startTime":352.78,"endTime":356.95,"body":"of the thing. And then finally,"},{"speaker":"Patrick Thean","startTime":352.78,"endTime":356.95,"body":"actually doing the work is what"},{"speaker":"Patrick Thean","startTime":356.95,"endTime":358.21,"body":"you need to do to get your goals"},{"speaker":"Patrick Thean","startTime":356.95,"endTime":358.21,"body":"done."},{"speaker":"Matt Wolach","startTime":359.41,"endTime":362.14,"body":"I love it. Take us"},{"speaker":"Matt Wolach","startTime":359.41,"endTime":362.14,"body":"back. How did Rhythm Systems"},{"speaker":"Matt Wolach","startTime":362.14,"endTime":365.26,"body":"come to be? Where did that all"},{"speaker":"Matt Wolach","startTime":362.14,"endTime":365.26,"body":"come from? I'm really"},{"speaker":"Matt Wolach","startTime":365.26,"endTime":365.71,"body":"interested."},{"speaker":"Patrick Thean","startTime":365.99,"endTime":368.48,"body":"So you know, back"},{"speaker":"Patrick Thean","startTime":365.99,"endTime":368.48,"body":"in a long time ago, my very"},{"speaker":"Patrick Thean","startTime":368.48,"endTime":372.95,"body":"first company, I grew that very"},{"speaker":"Patrick Thean","startTime":368.48,"endTime":372.95,"body":"quickly, we grew quickly over"},{"speaker":"Patrick Thean","startTime":372.95,"endTime":377.06,"body":"seven years to about 25 million"},{"speaker":"Patrick Thean","startTime":372.95,"endTime":377.06,"body":"in sales, we were number 151, on"},{"speaker":"Patrick Thean","startTime":377.06,"endTime":381.77,"body":"the Inc 500. In those days"},{"speaker":"Patrick Thean","startTime":377.06,"endTime":381.77,"body":"within 500, nothing 5000. And"},{"speaker":"Patrick Thean","startTime":381.77,"endTime":386.09,"body":"then we succeeded, they sold the"},{"speaker":"Patrick Thean","startTime":381.77,"endTime":386.09,"body":"company. And in that process, I"},{"speaker":"Patrick Thean","startTime":386.09,"endTime":388.31,"body":"would say from the outside"},{"speaker":"Patrick Thean","startTime":386.09,"endTime":388.31,"body":"looking in, we looked very"},{"speaker":"Patrick Thean","startTime":388.31,"endTime":391.19,"body":"successful. You know, we had all"},{"speaker":"Patrick Thean","startTime":388.31,"endTime":391.19,"body":"kinds of press releases, we had"},{"speaker":"Patrick Thean","startTime":391.19,"endTime":393.95,"body":"all kinds of awards and"},{"speaker":"Patrick Thean","startTime":391.19,"endTime":393.95,"body":"everything else. But for the"},{"speaker":"Patrick Thean","startTime":393.95,"endTime":398.18,"body":"inside looking out, I was"},{"speaker":"Patrick Thean","startTime":393.95,"endTime":398.18,"body":"running from one crises solving"},{"speaker":"Patrick Thean","startTime":398.18,"endTime":402.29,"body":"a problem jumping to another"},{"speaker":"Patrick Thean","startTime":398.18,"endTime":402.29,"body":"thing. And we survived enough"},{"speaker":"Patrick Thean","startTime":402.47,"endTime":406.01,"body":"walls that we just missed. And"},{"speaker":"Patrick Thean","startTime":402.47,"endTime":406.01,"body":"then one day we were declared"},{"speaker":"Patrick Thean","startTime":406.01,"endTime":409.25,"body":"successes by the world and the"},{"speaker":"Patrick Thean","startTime":406.01,"endTime":409.25,"body":"company was born and the rest is"},{"speaker":"Patrick Thean","startTime":409.25,"endTime":413.48,"body":"history. So after that, you know"},{"speaker":"Patrick Thean","startTime":409.25,"endTime":413.48,"body":"a lot of entrepreneurs asked me"},{"speaker":"Patrick Thean","startTime":413.48,"endTime":416.84,"body":"for help. And as I started"},{"speaker":"Patrick Thean","startTime":413.48,"endTime":416.84,"body":"helping them, I began to see a"},{"speaker":"Patrick Thean","startTime":416.84,"endTime":420.53,"body":"few things. First, I figured out"},{"speaker":"Patrick Thean","startTime":416.84,"endTime":420.53,"body":"what my true calling was, I"},{"speaker":"Patrick Thean","startTime":420.53,"endTime":426.08,"body":"figured out that I really"},{"speaker":"Patrick Thean","startTime":420.53,"endTime":426.08,"body":"enjoyed helping people succeed,"},{"speaker":"Patrick Thean","startTime":426.41,"endTime":430.82,"body":"and to achieve their dreams. And"},{"speaker":"Patrick Thean","startTime":426.41,"endTime":430.82,"body":"I realized that the success rate"},{"speaker":"Patrick Thean","startTime":430.82,"endTime":436.7,"body":"of an entrepreneur and a CEO is"},{"speaker":"Patrick Thean","startTime":430.82,"endTime":436.7,"body":"actually very, very low. It"},{"speaker":"Patrick Thean","startTime":436.7,"endTime":439.19,"body":"really is. And I don't want to"},{"speaker":"Patrick Thean","startTime":436.7,"endTime":439.19,"body":"be a downer, but it's a really"},{"speaker":"Patrick Thean","startTime":439.19,"endTime":443.09,"body":"low probability. So people who"},{"speaker":"Patrick Thean","startTime":439.19,"endTime":443.09,"body":"achieve north of 10 million in"},{"speaker":"Patrick Thean","startTime":443.09,"endTime":447.74,"body":"sales, for example, only 2-3% of"},{"speaker":"Patrick Thean","startTime":443.09,"endTime":447.74,"body":"all the entrepreneurs ever start"},{"speaker":"Patrick Thean","startTime":447.74,"endTime":451.01,"body":"a company that you get there. So"},{"speaker":"Patrick Thean","startTime":447.74,"endTime":451.01,"body":"you get to the $10 million mark,"},{"speaker":"Patrick Thean","startTime":451.01,"endTime":457.4,"body":"and you're really only 2-3% of"},{"speaker":"Patrick Thean","startTime":451.01,"endTime":457.4,"body":"the population. So success is"},{"speaker":"Patrick Thean","startTime":457.4,"endTime":462.05,"body":"very hard failure is very high."},{"speaker":"Patrick Thean","startTime":457.4,"endTime":462.05,"body":"And I began to study the idea"},{"speaker":"Patrick Thean","startTime":462.05,"endTime":466.49,"body":"that I believed anyway, that for"},{"speaker":"Patrick Thean","startTime":462.05,"endTime":466.49,"body":"younger companies, it wasn't so"},{"speaker":"Patrick Thean","startTime":466.49,"endTime":469.79,"body":"much a strategy problem, it was"},{"speaker":"Patrick Thean","startTime":466.49,"endTime":469.79,"body":"more of an execution or lack"},{"speaker":"Patrick Thean","startTime":469.82,"endTime":474.05,"body":"thereof problem. And so over"},{"speaker":"Patrick Thean","startTime":469.82,"endTime":474.05,"body":"time, rhythm systems became a"},{"speaker":"Patrick Thean","startTime":474.05,"endTime":478.43,"body":"company that focus on helping"},{"speaker":"Patrick Thean","startTime":474.05,"endTime":478.43,"body":"people to execute well, to me,"},{"speaker":"Patrick Thean","startTime":478.43,"endTime":480.92,"body":"execution means that you've made"},{"speaker":"Patrick Thean","startTime":478.43,"endTime":480.92,"body":"commitments, you make"},{"speaker":"Patrick Thean","startTime":480.92,"endTime":482.93,"body":"commitments to your employees,"},{"speaker":"Patrick Thean","startTime":480.92,"endTime":482.93,"body":"your customers your"},{"speaker":"Patrick Thean","startTime":482.93,"endTime":486.11,"body":"shareholders, and you've got to"},{"speaker":"Patrick Thean","startTime":482.93,"endTime":486.11,"body":"deliver on them. If you don't"},{"speaker":"Patrick Thean","startTime":486.11,"endTime":489.56,"body":"deliver or you cannot deliver on"},{"speaker":"Patrick Thean","startTime":486.11,"endTime":489.56,"body":"your commitments, you probably"},{"speaker":"Patrick Thean","startTime":489.56,"endTime":493.61,"body":"have poor execution. So with"},{"speaker":"Patrick Thean","startTime":489.56,"endTime":493.61,"body":"poor execution comes waste"},{"speaker":"Patrick Thean","startTime":493.94,"endTime":499.16,"body":"rework. And there's so many"},{"speaker":"Patrick Thean","startTime":493.94,"endTime":499.16,"body":"tombstones of companies that had"},{"speaker":"Patrick Thean","startTime":499.19,"endTime":504.65,"body":"good ideas, but failed to"},{"speaker":"Patrick Thean","startTime":499.19,"endTime":504.65,"body":"execute, spend too long with the"},{"speaker":"Patrick Thean","startTime":504.65,"endTime":508.46,"body":"wrong team, etc, all kinds of"},{"speaker":"Patrick Thean","startTime":504.65,"endTime":508.46,"body":"mistakes that they made. And"},{"speaker":"Patrick Thean","startTime":508.46,"endTime":511.88,"body":"they didn't make, you know, so"},{"speaker":"Patrick Thean","startTime":508.46,"endTime":511.88,"body":"my thesis is that, for most"},{"speaker":"Patrick Thean","startTime":511.88,"endTime":515.63,"body":"companies, especially young"},{"speaker":"Patrick Thean","startTime":511.88,"endTime":515.63,"body":"ones, lack of execution is the"},{"speaker":"Patrick Thean","startTime":515.63,"endTime":519.2,"body":"problem and putting the right"},{"speaker":"Patrick Thean","startTime":515.63,"endTime":519.2,"body":"things together. So you have a"},{"speaker":"Patrick Thean","startTime":519.2,"endTime":524.03,"body":"simple process to think about"},{"speaker":"Patrick Thean","startTime":519.2,"endTime":524.03,"body":"it, to do your simple plan to"},{"speaker":"Patrick Thean","startTime":524.03,"endTime":526.4,"body":"get it done. And then to"},{"speaker":"Patrick Thean","startTime":524.03,"endTime":526.4,"body":"actually do the work and be"},{"speaker":"Patrick Thean","startTime":526.4,"endTime":530.69,"body":"accountable to your results, is"},{"speaker":"Patrick Thean","startTime":526.4,"endTime":530.69,"body":"a very simple formula for"},{"speaker":"Patrick Thean","startTime":530.69,"endTime":533.84,"body":"execution. Now, once in a while,"},{"speaker":"Patrick Thean","startTime":530.69,"endTime":533.84,"body":"people will say to me, but"},{"speaker":"Patrick Thean","startTime":533.84,"endTime":537.89,"body":"Patrick, could you help me with"},{"speaker":"Patrick Thean","startTime":533.84,"endTime":537.89,"body":"strategy? I find that my team"},{"speaker":"Patrick Thean","startTime":537.89,"endTime":541.49,"body":"helps our clients with strategy,"},{"speaker":"Patrick Thean","startTime":537.89,"endTime":541.49,"body":"but more to clarify the strategy"},{"speaker":"Patrick Thean","startTime":541.49,"endTime":545.03,"body":"not so much. Like people don't"},{"speaker":"Patrick Thean","startTime":541.49,"endTime":545.03,"body":"simply call me in and say, Hey,"},{"speaker":"Patrick Thean","startTime":545.03,"endTime":547.88,"body":"Patrick, you know, I'm a $10"},{"speaker":"Patrick Thean","startTime":545.03,"endTime":547.88,"body":"million firm or $8 million firm."},{"speaker":"Patrick Thean","startTime":548.18,"endTime":551.36,"body":"I have no clue what to do with"},{"speaker":"Patrick Thean","startTime":548.18,"endTime":551.36,"body":"my strategy. No, it's usually,"},{"speaker":"Patrick Thean","startTime":551.66,"endTime":554.69,"body":"you know, I think I want to"},{"speaker":"Patrick Thean","startTime":551.66,"endTime":554.69,"body":"birth this product, I think this"},{"speaker":"Patrick Thean","startTime":554.69,"endTime":557.54,"body":"product fits the marketplace,"},{"speaker":"Patrick Thean","startTime":554.69,"endTime":557.54,"body":"and, and I believe that it's"},{"speaker":"Patrick Thean","startTime":557.54,"endTime":562.07,"body":"working, but these things are"},{"speaker":"Patrick Thean","startTime":557.54,"endTime":562.07,"body":"not working. So those to me, are"},{"speaker":"Patrick Thean","startTime":562.07,"endTime":564.68,"body":"execution issues, not strategy"},{"speaker":"Patrick Thean","startTime":562.07,"endTime":564.68,"body":"issues."},{"speaker":"Matt Wolach","startTime":565.56,"endTime":567.36,"body":"Yeah, I would"},{"speaker":"Matt Wolach","startTime":565.56,"endTime":567.36,"body":"totally agree. I think that"},{"speaker":"Matt Wolach","startTime":567.36,"endTime":569.76,"body":"execution is the name of the"},{"speaker":"Matt Wolach","startTime":567.36,"endTime":569.76,"body":"game. A lot of people have"},{"speaker":"Matt Wolach","startTime":570.09,"endTime":572.61,"body":"understood what the right"},{"speaker":"Matt Wolach","startTime":570.09,"endTime":572.61,"body":"strategy is, especially in the"},{"speaker":"Matt Wolach","startTime":572.61,"endTime":574.71,"body":"early days, and that's why they"},{"speaker":"Matt Wolach","startTime":572.61,"endTime":574.71,"body":"listen to this show. That's why"},{"speaker":"Matt Wolach","startTime":574.71,"endTime":577.53,"body":"they go out and get help and get"},{"speaker":"Matt Wolach","startTime":574.71,"endTime":577.53,"body":"coaching. And a lot of the"},{"speaker":"Matt Wolach","startTime":577.53,"endTime":580.74,"body":"clients I talked to, that's"},{"speaker":"Matt Wolach","startTime":577.53,"endTime":580.74,"body":"exactly it. When I dive in and"},{"speaker":"Matt Wolach","startTime":580.74,"endTime":583.11,"body":"look at their process, they're"},{"speaker":"Matt Wolach","startTime":580.74,"endTime":583.11,"body":"not executing, they're not"},{"speaker":"Matt Wolach","startTime":583.11,"endTime":586.05,"body":"pulling it off. They're not"},{"speaker":"Matt Wolach","startTime":583.11,"endTime":586.05,"body":"making it happen. So I agree"},{"speaker":"Matt Wolach","startTime":586.05,"endTime":589.71,"body":"with that totally Patrick, that"},{"speaker":"Matt Wolach","startTime":586.05,"endTime":589.71,"body":"the strategy is often there."},{"speaker":"Matt Wolach","startTime":589.71,"endTime":593.07,"body":"It's the execution of it. That's"},{"speaker":"Matt Wolach","startTime":589.71,"endTime":593.07,"body":"really difficult. And one of the"},{"speaker":"Matt Wolach","startTime":593.07,"endTime":596.85,"body":"things that that you talk about"},{"speaker":"Matt Wolach","startTime":593.07,"endTime":596.85,"body":"is establishing a repeating"},{"speaker":"Matt Wolach","startTime":596.85,"endTime":599.94,"body":"rhythm, and that's part of your"},{"speaker":"Matt Wolach","startTime":596.85,"endTime":599.94,"body":"your Rhythm System. So what are"},{"speaker":"Matt Wolach","startTime":599.94,"endTime":603.75,"body":"some of the core principles of"},{"speaker":"Matt Wolach","startTime":599.94,"endTime":603.75,"body":"of getting this rhythm in place."},{"speaker":"Matt Wolach","startTime":603.75,"endTime":606.27,"body":"So you can have that growth"},{"speaker":"Matt Wolach","startTime":603.75,"endTime":606.27,"body":"quarter after quarter, year"},{"speaker":"Matt Wolach","startTime":606.27,"endTime":608.16,"body":"after year, and you can start to"},{"speaker":"Matt Wolach","startTime":606.27,"endTime":608.16,"body":"see that take off."},{"speaker":"Patrick Thean","startTime":608.84,"endTime":611.87,"body":"Yeah, you know,"},{"speaker":"Patrick Thean","startTime":608.84,"endTime":611.87,"body":"to me having the right rhythm is"},{"speaker":"Patrick Thean","startTime":611.87,"endTime":615.71,"body":"kind of having suspension for"},{"speaker":"Patrick Thean","startTime":611.87,"endTime":615.71,"body":"your car. So you know, if you"},{"speaker":"Patrick Thean","startTime":615.71,"endTime":617.9,"body":"have good suspension in your"},{"speaker":"Patrick Thean","startTime":615.71,"endTime":617.9,"body":"car, you can race around the"},{"speaker":"Patrick Thean","startTime":617.9,"endTime":621.14,"body":"corners, you can accelerate"},{"speaker":"Patrick Thean","startTime":617.9,"endTime":621.14,"body":"through the turns, high speed,"},{"speaker":"Patrick Thean","startTime":621.14,"endTime":623.93,"body":"you can stop on a dime, right?"},{"speaker":"Patrick Thean","startTime":621.14,"endTime":623.93,"body":"So for all those things, you"},{"speaker":"Patrick Thean","startTime":623.93,"endTime":627.98,"body":"need good suspension. And so"},{"speaker":"Patrick Thean","startTime":623.93,"endTime":627.98,"body":"what happens is that for me, you"},{"speaker":"Patrick Thean","startTime":627.98,"endTime":631.46,"body":"need a very simple rhythm and"},{"speaker":"Patrick Thean","startTime":627.98,"endTime":631.46,"body":"the rhythm is think plan and do"},{"speaker":"Patrick Thean","startTime":632.36,"endTime":635.75,"body":"I want people to come out of the"},{"speaker":"Patrick Thean","startTime":632.36,"endTime":635.75,"body":"simplest rhythm will be to come"},{"speaker":"Patrick Thean","startTime":635.75,"endTime":638.72,"body":"out of your business two days,"},{"speaker":"Patrick Thean","startTime":635.75,"endTime":638.72,"body":"every quarter, to work on your"},{"speaker":"Patrick Thean","startTime":638.72,"endTime":642.29,"body":"business, especially when you're"},{"speaker":"Patrick Thean","startTime":638.72,"endTime":642.29,"body":"a young startup and trending"},{"speaker":"Patrick Thean","startTime":642.29,"endTime":645.92,"body":"high, you know, you're so busy,"},{"speaker":"Patrick Thean","startTime":642.29,"endTime":645.92,"body":"that it's really hard to pull"},{"speaker":"Patrick Thean","startTime":645.92,"endTime":648.92,"body":"yourself out. So unless you set"},{"speaker":"Patrick Thean","startTime":645.92,"endTime":648.92,"body":"yourself a cadence and say,"},{"speaker":"Patrick Thean","startTime":648.92,"endTime":651.41,"body":"Alright, guess what, you know,"},{"speaker":"Patrick Thean","startTime":648.92,"endTime":651.41,"body":"the last two days of every"},{"speaker":"Patrick Thean","startTime":651.41,"endTime":653.87,"body":"quarter, or the first two days,"},{"speaker":"Patrick Thean","startTime":651.41,"endTime":653.87,"body":"every quarter, I'm gonna pull my"},{"speaker":"Patrick Thean","startTime":653.87,"endTime":656.96,"body":"head out of the sand with my"},{"speaker":"Patrick Thean","startTime":653.87,"endTime":656.96,"body":"team. And we're going to review"},{"speaker":"Patrick Thean","startTime":656.99,"endTime":660.35,"body":"the quarter and understand what"},{"speaker":"Patrick Thean","startTime":656.99,"endTime":660.35,"body":"went right, what went wrong. And"},{"speaker":"Patrick Thean","startTime":660.35,"endTime":662.45,"body":"think about our plan for the"},{"speaker":"Patrick Thean","startTime":660.35,"endTime":662.45,"body":"next quarter. So that's the"},{"speaker":"Patrick Thean","startTime":662.84,"endTime":665.36,"body":"\"think\" piece of it. And then,"},{"speaker":"Patrick Thean","startTime":662.84,"endTime":665.36,"body":"and then at the beginning of the"},{"speaker":"Patrick Thean","startTime":665.36,"endTime":668.09,"body":"quarter, you just want to you"},{"speaker":"Patrick Thean","startTime":665.36,"endTime":668.09,"body":"just want to take the time and"},{"speaker":"Patrick Thean","startTime":668.12,"endTime":671.51,"body":"come up with over the next 13"},{"speaker":"Patrick Thean","startTime":668.12,"endTime":671.51,"body":"weeks. What is the execution"},{"speaker":"Patrick Thean","startTime":671.51,"endTime":675.17,"body":"plan? Not your strategic plan,"},{"speaker":"Patrick Thean","startTime":671.51,"endTime":675.17,"body":"but your execution plan. What"},{"speaker":"Patrick Thean","startTime":675.17,"endTime":678.59,"body":"are you going to do? And then"},{"speaker":"Patrick Thean","startTime":675.17,"endTime":678.59,"body":"finally, the doer them is on a"},{"speaker":"Patrick Thean","startTime":678.59,"endTime":683.15,"body":"weekly basis? How do you meet?"},{"speaker":"Patrick Thean","startTime":678.59,"endTime":683.15,"body":"How do you review what your work"},{"speaker":"Patrick Thean","startTime":683.15,"endTime":685.46,"body":"is? And how do you stay"},{"speaker":"Patrick Thean","startTime":683.15,"endTime":685.46,"body":"accountable to the goals that"},{"speaker":"Patrick Thean","startTime":685.46,"endTime":688.64,"body":"you have created for that"},{"speaker":"Patrick Thean","startTime":685.46,"endTime":688.64,"body":"quarter and for the year, so"},{"speaker":"Patrick Thean","startTime":688.64,"endTime":692.84,"body":"that if you are having trouble"},{"speaker":"Patrick Thean","startTime":688.64,"endTime":692.84,"body":"in week four or five, you can"},{"speaker":"Patrick Thean","startTime":692.84,"endTime":697.04,"body":"pause, discuss it, make the"},{"speaker":"Patrick Thean","startTime":692.84,"endTime":697.04,"body":"adjustments and succeed. Because"},{"speaker":"Patrick Thean","startTime":697.07,"endTime":700.31,"body":"you know what, Matt, most"},{"speaker":"Patrick Thean","startTime":697.07,"endTime":700.31,"body":"companies don't realize it, but"},{"speaker":"Patrick Thean","startTime":700.49,"endTime":704.03,"body":"they waste the first month. And"},{"speaker":"Patrick Thean","startTime":700.49,"endTime":704.03,"body":"then the monthly review happens"},{"speaker":"Patrick Thean","startTime":704.06,"endTime":707.09,"body":"if they even have one. And they"},{"speaker":"Patrick Thean","startTime":704.06,"endTime":707.09,"body":"go, Oh my God, we didn't even"},{"speaker":"Patrick Thean","startTime":707.09,"endTime":711.86,"body":"touch this goal yet. Okay, well,"},{"speaker":"Patrick Thean","startTime":707.09,"endTime":711.86,"body":"you just wasted a month. And so"},{"speaker":"Patrick Thean","startTime":711.89,"endTime":714.71,"body":"stuff like that, that, that I"},{"speaker":"Patrick Thean","startTime":711.89,"endTime":714.71,"body":"like people to get into a nicer"},{"speaker":"Patrick Thean","startTime":714.71,"endTime":717.83,"body":"weekly rhythm, where they can be"},{"speaker":"Patrick Thean","startTime":714.71,"endTime":717.83,"body":"very candid and honest with"},{"speaker":"Patrick Thean","startTime":717.83,"endTime":721.73,"body":"themselves about what they're"},{"speaker":"Patrick Thean","startTime":717.83,"endTime":721.73,"body":"executing on what they're having"},{"speaker":"Patrick Thean","startTime":721.73,"endTime":724.97,"body":"difficulty with, and in"},{"speaker":"Patrick Thean","startTime":721.73,"endTime":724.97,"body":"collaborative teams and get past"},{"speaker":"Patrick Thean","startTime":724.97,"endTime":728.69,"body":"that. So that to me is, is"},{"speaker":"Patrick Thean","startTime":724.97,"endTime":728.69,"body":"version one, it's like the"},{"speaker":"Patrick Thean","startTime":728.69,"endTime":732.95,"body":"simple think, plan, do, get"},{"speaker":"Patrick Thean","startTime":728.69,"endTime":732.95,"body":"together two days every quarter,"},{"speaker":"Patrick Thean","startTime":733.61,"endTime":737.09,"body":"think about your business, work"},{"speaker":"Patrick Thean","startTime":733.61,"endTime":737.09,"body":"on it, come up with your plan,"},{"speaker":"Patrick Thean","startTime":737.27,"endTime":740.69,"body":"and then execute it every week"},{"speaker":"Patrick Thean","startTime":737.27,"endTime":740.69,"body":"For the next, you know, 12 weeks"},{"speaker":"Patrick Thean","startTime":740.69,"endTime":744.29,"body":"or so, in judge yourself every"},{"speaker":"Patrick Thean","startTime":740.69,"endTime":744.29,"body":"week. By the way, I look at"},{"speaker":"Patrick Thean","startTime":744.29,"endTime":746.9,"body":"accountability a little bit"},{"speaker":"Patrick Thean","startTime":744.29,"endTime":746.9,"body":"different. I think when I say I"},{"speaker":"Patrick Thean","startTime":746.9,"endTime":749.87,"body":"want you to be accountable to"},{"speaker":"Patrick Thean","startTime":746.9,"endTime":749.87,"body":"the plan, most people think of"},{"speaker":"Patrick Thean","startTime":749.87,"endTime":752.6,"body":"it wrongly, most people think of"},{"speaker":"Patrick Thean","startTime":749.87,"endTime":752.6,"body":"accountability in terms of"},{"speaker":"Patrick Thean","startTime":752.6,"endTime":756.44,"body":"consequences. So I get the phone"},{"speaker":"Patrick Thean","startTime":752.6,"endTime":756.44,"body":"call, often actually, hey,"},{"speaker":"Patrick Thean","startTime":756.44,"endTime":759.11,"body":"Patrick, I need help with this"},{"speaker":"Patrick Thean","startTime":756.44,"endTime":759.11,"body":"guy or this gal, because they're"},{"speaker":"Patrick Thean","startTime":759.11,"endTime":762.32,"body":"not doing the work. And I need"},{"speaker":"Patrick Thean","startTime":759.11,"endTime":762.32,"body":"to know how to hold them"},{"speaker":"Patrick Thean","startTime":762.32,"endTime":766.07,"body":"accountable. When someone says"},{"speaker":"Patrick Thean","startTime":762.32,"endTime":766.07,"body":"that, to me, the translation"},{"speaker":"Patrick Thean","startTime":766.07,"endTime":769.64,"body":"really is I need to mete out the"},{"speaker":"Patrick Thean","startTime":766.07,"endTime":769.64,"body":"consequences. So when someone"},{"speaker":"Patrick Thean","startTime":769.64,"endTime":772.1,"body":"says how do I hold someone"},{"speaker":"Patrick Thean","startTime":769.64,"endTime":772.1,"body":"accountable? It really means how"},{"speaker":"Patrick Thean","startTime":772.1,"endTime":774.65,"body":"do I deliver consequences? How"},{"speaker":"Patrick Thean","startTime":772.1,"endTime":774.65,"body":"do I yell at them? How do I"},{"speaker":"Patrick Thean","startTime":774.89,"endTime":777.11,"body":"because they've pissed me off,"},{"speaker":"Patrick Thean","startTime":774.89,"endTime":777.11,"body":"they're not delivering. And I'm"},{"speaker":"Patrick Thean","startTime":777.11,"endTime":779.93,"body":"saying by then is a bit too late"},{"speaker":"Patrick Thean","startTime":777.11,"endTime":779.93,"body":"to me. Accountability is, look,"},{"speaker":"Patrick Thean","startTime":779.93,"endTime":783.74,"body":"we got a quarter, and we got 30"},{"speaker":"Patrick Thean","startTime":779.93,"endTime":783.74,"body":"weeks to deliver on goals. So"},{"speaker":"Patrick Thean","startTime":783.74,"endTime":787.25,"body":"every week, we want to be"},{"speaker":"Patrick Thean","startTime":783.74,"endTime":787.25,"body":"accountable to achieve success,"},{"speaker":"Patrick Thean","startTime":787.61,"endTime":790.91,"body":"not accountable when we fail,"},{"speaker":"Patrick Thean","startTime":787.61,"endTime":790.91,"body":"but accountable to achieve"},{"speaker":"Patrick Thean","startTime":790.91,"endTime":794.87,"body":"success. So the rhythm there"},{"speaker":"Patrick Thean","startTime":790.91,"endTime":794.87,"body":"would be that you provide a"},{"speaker":"Patrick Thean","startTime":795.14,"endTime":798.74,"body":"forecast on your goals, whether"},{"speaker":"Patrick Thean","startTime":795.14,"endTime":798.74,"body":"or not you can achieve it. And"},{"speaker":"Patrick Thean","startTime":798.74,"endTime":802.1,"body":"then if you think that you're"},{"speaker":"Patrick Thean","startTime":798.74,"endTime":802.1,"body":"trending poorly, you would have"},{"speaker":"Patrick Thean","startTime":802.1,"endTime":805.01,"body":"that candid conversation, I kind"},{"speaker":"Patrick Thean","startTime":802.1,"endTime":805.01,"body":"of call that a spicy"},{"speaker":"Patrick Thean","startTime":805.01,"endTime":808.19,"body":"conversation. So you'd say hey,"},{"speaker":"Patrick Thean","startTime":805.01,"endTime":808.19,"body":"you know, this particular goal,"},{"speaker":"Patrick Thean","startTime":808.4,"endTime":811.19,"body":"it doesn't look like I'm gonna"},{"speaker":"Patrick Thean","startTime":808.4,"endTime":811.19,"body":"make it now it's week five."},{"speaker":"Patrick Thean","startTime":811.52,"endTime":814.61,"body":"Okay, well, that means I got"},{"speaker":"Patrick Thean","startTime":811.52,"endTime":814.61,"body":"eight weeks to react. So as a"},{"speaker":"Patrick Thean","startTime":814.61,"endTime":818.42,"body":"team, let's not shoot the"},{"speaker":"Patrick Thean","startTime":814.61,"endTime":818.42,"body":"messenger let's react positively"},{"speaker":"Patrick Thean","startTime":818.42,"endTime":821.18,"body":"and figure out how to how to"},{"speaker":"Patrick Thean","startTime":818.42,"endTime":821.18,"body":"save this goal, because we've"},{"speaker":"Patrick Thean","startTime":821.18,"endTime":824.45,"body":"got eight more weeks to save the"},{"speaker":"Patrick Thean","startTime":821.18,"endTime":824.45,"body":"goal, versus waiting to wait 10,"},{"speaker":"Patrick Thean","startTime":824.45,"endTime":828.56,"body":"11, 12 and go, Oh, my God, I"},{"speaker":"Patrick Thean","startTime":824.45,"endTime":828.56,"body":"screwed up. It's too late. So"},{"speaker":"Patrick Thean","startTime":828.56,"endTime":830.96,"body":"most people do that. That's"},{"speaker":"Patrick Thean","startTime":828.56,"endTime":830.96,"body":"there's a mistake. I like to"},{"speaker":"Patrick Thean","startTime":830.96,"endTime":834.2,"body":"correct. Most people do that."},{"speaker":"Patrick Thean","startTime":830.96,"endTime":834.2,"body":"They wake up in week eight,"},{"speaker":"Patrick Thean","startTime":834.26,"endTime":837.35,"body":"which is after two months of a"},{"speaker":"Patrick Thean","startTime":834.26,"endTime":837.35,"body":"quarter. And they go oh shit I"},{"speaker":"Patrick Thean","startTime":837.35,"endTime":841.13,"body":"got one more month to go. And"},{"speaker":"Patrick Thean","startTime":837.35,"endTime":841.13,"body":"I'm kind of screwed. So I work"},{"speaker":"Patrick Thean","startTime":841.13,"endTime":845.12,"body":"doubly hard and try and get that"},{"speaker":"Patrick Thean","startTime":841.13,"endTime":845.12,"body":"done when a lot of those things."},{"speaker":"Patrick Thean","startTime":845.45,"endTime":849.05,"body":"You probably could have known"},{"speaker":"Patrick Thean","startTime":845.45,"endTime":849.05,"body":"about three, four weeks earlier,"},{"speaker":"Patrick Thean","startTime":849.29,"endTime":852.77,"body":"that you weren't going to make"},{"speaker":"Patrick Thean","startTime":849.29,"endTime":852.77,"body":"it right. So things like, oh my"},{"speaker":"Patrick Thean","startTime":852.77,"endTime":855.74,"body":"god, we're not gonna make a"},{"speaker":"Patrick Thean","startTime":852.77,"endTime":855.74,"body":"sales quota. Well, you could"},{"speaker":"Patrick Thean","startTime":855.74,"endTime":859.25,"body":"have looked at a pipeline a few"},{"speaker":"Patrick Thean","startTime":855.74,"endTime":859.25,"body":"weeks ago, a month ago, two"},{"speaker":"Patrick Thean","startTime":859.25,"endTime":861.86,"body":"months ago. You didn't have to"},{"speaker":"Patrick Thean","startTime":859.25,"endTime":861.86,"body":"wait till now to tell me you're"},{"speaker":"Patrick Thean","startTime":861.86,"endTime":864.29,"body":"not gonna hit your sales quota."},{"speaker":"Patrick Thean","startTime":861.86,"endTime":864.29,"body":"You could have known two months"},{"speaker":"Patrick Thean","startTime":864.29,"endTime":867.83,"body":"ago by looking at your pipeline,"},{"speaker":"Patrick Thean","startTime":864.29,"endTime":867.83,"body":"things like that. Right? And"},{"speaker":"Patrick Thean","startTime":867.83,"endTime":870.44,"body":"even in your pipeline, what kind"},{"speaker":"Patrick Thean","startTime":867.83,"endTime":870.44,"body":"of quality meetings are you"},{"speaker":"Patrick Thean","startTime":870.44,"endTime":872.81,"body":"having? If they're crappy"},{"speaker":"Patrick Thean","startTime":870.44,"endTime":872.81,"body":"meetings, you have to have a"},{"speaker":"Patrick Thean","startTime":872.81,"endTime":875.3,"body":"look at your pipeline, you know"},{"speaker":"Patrick Thean","startTime":872.81,"endTime":875.3,"body":"that? You're having crappy"},{"speaker":"Patrick Thean","startTime":875.3,"endTime":878.3,"body":"meetings, you got to fix that."},{"speaker":"Patrick Thean","startTime":875.3,"endTime":878.3,"body":"So that's what I'm getting at is"},{"speaker":"Patrick Thean","startTime":878.3,"endTime":881.72,"body":"like, instead of being afraid"},{"speaker":"Patrick Thean","startTime":878.3,"endTime":881.72,"body":"and saying, oh, you know, Jack's"},{"speaker":"Patrick Thean","startTime":881.72,"endTime":886.91,"body":"gonna whack me in the head. It's"},{"speaker":"Patrick Thean","startTime":881.72,"endTime":886.91,"body":"my Hey, Jack. I'm seeing this"},{"speaker":"Patrick Thean","startTime":886.94,"endTime":891.05,"body":"negative trend here. Let's let's"},{"speaker":"Patrick Thean","startTime":886.94,"endTime":891.05,"body":"work on it early. Because most"},{"speaker":"Patrick Thean","startTime":891.05,"endTime":895.01,"body":"of us know that. But we don't"},{"speaker":"Patrick Thean","startTime":891.05,"endTime":895.01,"body":"bring it to life, because we're"},{"speaker":"Patrick Thean","startTime":895.01,"endTime":898.58,"body":"trying to fix it. But"},{"speaker":"Patrick Thean","startTime":895.01,"endTime":898.58,"body":"oftentimes, we can fix it in"},{"speaker":"Patrick Thean","startTime":898.58,"endTime":901.07,"body":"time and we get surprised"},{"speaker":"Patrick Thean","startTime":898.58,"endTime":901.07,"body":"Somebody else gets surprised."},{"speaker":"Matt Wolach","startTime":901.93,"endTime":904.84,"body":"Yeah, I totally"},{"speaker":"Matt Wolach","startTime":901.93,"endTime":904.84,"body":"agree. It drives me nuts when"},{"speaker":"Matt Wolach","startTime":904.84,"endTime":907.18,"body":"we've got a goal, the team's"},{"speaker":"Matt Wolach","startTime":904.84,"endTime":907.18,"body":"working for it, especially when"},{"speaker":"Matt Wolach","startTime":907.18,"endTime":910.6,"body":"I was running a sales team. And"},{"speaker":"Matt Wolach","startTime":907.18,"endTime":910.6,"body":"you'd have a sales rep tell you"},{"speaker":"Matt Wolach","startTime":910.6,"endTime":913.69,"body":"Okay, we're on pace, we're on"},{"speaker":"Matt Wolach","startTime":910.6,"endTime":913.69,"body":"pace the whole quarter. And then"},{"speaker":"Matt Wolach","startTime":913.69,"endTime":915.55,"body":"you get to like, the last week,"},{"speaker":"Matt Wolach","startTime":913.69,"endTime":915.55,"body":"they're like, oh, yeah, we're"},{"speaker":"Matt Wolach","startTime":915.55,"endTime":918.16,"body":"way behind. Like, what? What"},{"speaker":"Matt Wolach","startTime":915.55,"endTime":918.16,"body":"happened? Well, we were behind"},{"speaker":"Matt Wolach","startTime":918.16,"endTime":919.6,"body":"the whole time, I just thought"},{"speaker":"Matt Wolach","startTime":918.16,"endTime":919.6,"body":"some of these we're gonna"},{"speaker":"Matt Wolach","startTime":919.6,"endTime":922.42,"body":"happen, come on, you gotta like,"},{"speaker":"Matt Wolach","startTime":919.6,"endTime":922.42,"body":"voice it up, you got to"},{"speaker":"Matt Wolach","startTime":922.45,"endTime":925.57,"body":"communicate, I think that that's"},{"speaker":"Matt Wolach","startTime":922.45,"endTime":925.57,"body":"a big thing. Right? So leaders"},{"speaker":"Matt Wolach","startTime":925.57,"endTime":927.91,"body":"and their teams, they need to"},{"speaker":"Matt Wolach","startTime":925.57,"endTime":927.91,"body":"stay focused and aligned. And"},{"speaker":"Matt Wolach","startTime":928.18,"endTime":930.88,"body":"it's something that if you can't"},{"speaker":"Matt Wolach","startTime":928.18,"endTime":930.88,"body":"do that, it's going to make"},{"speaker":"Matt Wolach","startTime":931.03,"endTime":933.52,"body":"everybody's job really, really"},{"speaker":"Matt Wolach","startTime":931.03,"endTime":933.52,"body":"tough. Right?"},{"speaker":"Patrick Thean","startTime":933.0,"endTime":935.79,"body":"Right. You know,"},{"speaker":"Patrick Thean","startTime":933.0,"endTime":935.79,"body":"most of I'm guessing that a lot"},{"speaker":"Patrick Thean","startTime":935.849,"endTime":939.454,"body":"of number of your audience have"},{"speaker":"Patrick Thean","startTime":935.849,"endTime":939.454,"body":"already been funded on the way"},{"speaker":"Patrick Thean","startTime":939.512,"endTime":942.826,"body":"to getting funded. And one of"},{"speaker":"Patrick Thean","startTime":939.512,"endTime":942.826,"body":"the worst things you can do"},{"speaker":"Patrick Thean","startTime":942.884,"endTime":946.14,"body":"right, is to tell a venture"},{"speaker":"Patrick Thean","startTime":942.884,"endTime":946.14,"body":"capital partner or a private"},{"speaker":"Patrick Thean","startTime":946.198,"endTime":949.745,"body":"equity firm partner, that you're"},{"speaker":"Patrick Thean","startTime":946.198,"endTime":949.745,"body":"going to hit your goals, and"},{"speaker":"Patrick Thean","startTime":949.803,"endTime":953.176,"body":"then find out shortly after"},{"speaker":"Patrick Thean","startTime":949.803,"endTime":953.176,"body":"that, that you're not going to"},{"speaker":"Patrick Thean","startTime":953.234,"endTime":956.199,"body":"hit your goals. And I"},{"speaker":"Patrick Thean","startTime":953.234,"endTime":956.199,"body":"experienced that one day long"},{"speaker":"Patrick Thean","startTime":956.257,"endTime":959.746,"body":"time ago, when I literally had"},{"speaker":"Patrick Thean","startTime":956.257,"endTime":959.746,"body":"just told my venture partner,"},{"speaker":"Patrick Thean","startTime":959.804,"endTime":963.351,"body":"that you know, the quarter is"},{"speaker":"Patrick Thean","startTime":959.804,"endTime":963.351,"body":"gonna be fine, we hit our sales"},{"speaker":"Patrick Thean","startTime":963.409,"endTime":966.84,"body":"goals, etc. Then my head of"},{"speaker":"Patrick Thean","startTime":963.409,"endTime":966.84,"body":"sales walks in, and this is one"},{"speaker":"Patrick Thean","startTime":966.898,"endTime":970.503,"body":"of my previous companies, and"},{"speaker":"Patrick Thean","startTime":966.898,"endTime":970.503,"body":"says, To me, it was like week 10"},{"speaker":"Patrick Thean","startTime":970.561,"endTime":974.166,"body":"and said, you know, Patrick, you"},{"speaker":"Patrick Thean","startTime":970.561,"endTime":974.166,"body":"know, we're not gonna hit the"},{"speaker":"Patrick Thean","startTime":974.224,"endTime":977.655,"body":"goal this quarter. And I said,"},{"speaker":"Patrick Thean","startTime":974.224,"endTime":977.655,"body":"Dude, why didn't you tell me"},{"speaker":"Patrick Thean","startTime":977.713,"endTime":981.434,"body":"last week, you knew I was gonna"},{"speaker":"Patrick Thean","startTime":977.713,"endTime":981.434,"body":"meet with my PE (private equity)"},{"speaker":"Patrick Thean","startTime":981.492,"endTime":985.156,"body":"from last week. Like, why didn't"},{"speaker":"Patrick Thean","startTime":981.492,"endTime":985.156,"body":"you tell me last week? Well, I"},{"speaker":"Patrick Thean","startTime":985.214,"endTime":988.761,"body":"knew last week, but I was trying"},{"speaker":"Patrick Thean","startTime":985.214,"endTime":988.761,"body":"to fix it. Alright, that was"},{"speaker":"Patrick Thean","startTime":988.819,"endTime":992.249,"body":"week nine. Now, it's 10, you"},{"speaker":"Patrick Thean","startTime":988.819,"endTime":992.249,"body":"probably knew you couldn't fix"},{"speaker":"Patrick Thean","startTime":992.307,"endTime":995.622,"body":"it. So combination of good"},{"speaker":"Patrick Thean","startTime":992.307,"endTime":995.622,"body":"intentions, and a bit of fear,"},{"speaker":"Patrick Thean","startTime":995.68,"endTime":999.168,"body":"all those things added to my"},{"speaker":"Patrick Thean","startTime":995.68,"endTime":999.168,"body":"head of sales, thinking that he"},{"speaker":"Patrick Thean","startTime":999.227,"endTime":1002.89,"body":"could fix it, or fooling himself"},{"speaker":"Patrick Thean","startTime":999.227,"endTime":1002.89,"body":"into thinking he could fix it."},{"speaker":"Patrick Thean","startTime":1002.948,"endTime":1006.32,"body":"Unfortunately, his timing, and"},{"speaker":"Patrick Thean","startTime":1002.948,"endTime":1006.32,"body":"my timing wasn't good. So I"},{"speaker":"Patrick Thean","startTime":1006.378,"endTime":1009.983,"body":"literally just told my venture"},{"speaker":"Patrick Thean","startTime":1006.378,"endTime":1009.983,"body":"partner, that quota looks fine."},{"speaker":"Patrick Thean","startTime":1010.042,"endTime":1013.53,"body":"And literally the next week, he"},{"speaker":"Patrick Thean","startTime":1010.042,"endTime":1013.53,"body":"tells me, You know what, I'm"},{"speaker":"Patrick Thean","startTime":1013.588,"endTime":1017.077,"body":"gonna make it. And now, if he"},{"speaker":"Patrick Thean","startTime":1013.588,"endTime":1017.077,"body":"had given me the information a"},{"speaker":"Patrick Thean","startTime":1017.135,"endTime":1020.566,"body":"week earlier, I could have a"},{"speaker":"Patrick Thean","startTime":1017.135,"endTime":1020.566,"body":"different conversation with my"},{"speaker":"Patrick Thean","startTime":1020.624,"endTime":1024.171,"body":"venture partner, as a CEO, I"},{"speaker":"Patrick Thean","startTime":1020.624,"endTime":1024.171,"body":"could have appeared much more in"},{"speaker":"Patrick Thean","startTime":1024.229,"endTime":1028.008,"body":"control of my company, much more"},{"speaker":"Patrick Thean","startTime":1024.229,"endTime":1028.008,"body":"an understanding of what are the"},{"speaker":"Patrick Thean","startTime":1028.067,"endTime":1031.73,"body":"prompts to fix, because I tell"},{"speaker":"Patrick Thean","startTime":1028.067,"endTime":1031.73,"body":"you what, you know, your venture"},{"speaker":"Patrick Thean","startTime":1031.788,"endTime":1035.451,"body":"partners and your PE partners,"},{"speaker":"Patrick Thean","startTime":1031.788,"endTime":1035.451,"body":"they want to know the truth, the"},{"speaker":"Patrick Thean","startTime":1035.509,"endTime":1039.23,"body":"good and the bad, and the ugly,"},{"speaker":"Patrick Thean","startTime":1035.509,"endTime":1039.23,"body":"they don't want you to go in and"},{"speaker":"Patrick Thean","startTime":1039.289,"endTime":1042.545,"body":"say, things are rosy and"},{"speaker":"Patrick Thean","startTime":1039.289,"endTime":1042.545,"body":"fantastic, when you're about to"},{"speaker":"Patrick Thean","startTime":1042.603,"endTime":1046.208,"body":"miss a number. So I would have a"},{"speaker":"Patrick Thean","startTime":1042.603,"endTime":1046.208,"body":"lot more credibility by being"},{"speaker":"Patrick Thean","startTime":1046.266,"endTime":1049.755,"body":"able to walk in and say, Hey,"},{"speaker":"Patrick Thean","startTime":1046.266,"endTime":1049.755,"body":"here's the goals, here's where"},{"speaker":"Patrick Thean","startTime":1049.813,"endTime":1053.36,"body":"we are, I'm going to spend the"},{"speaker":"Patrick Thean","startTime":1049.813,"endTime":1053.36,"body":"next four weeks working my ass"},{"speaker":"Patrick Thean","startTime":1053.418,"endTime":1056.558,"body":"off to try and figure how to"},{"speaker":"Patrick Thean","startTime":1053.418,"endTime":1056.558,"body":"make it versus walking in"},{"speaker":"Patrick Thean","startTime":1056.616,"endTime":1060.163,"body":"saying, we're going to make it"},{"speaker":"Patrick Thean","startTime":1056.616,"endTime":1060.163,"body":"and then next week calling him"},{"speaker":"Patrick Thean","startTime":1060.221,"endTime":1063.477,"body":"saying, guess what we're not"},{"speaker":"Patrick Thean","startTime":1060.221,"endTime":1063.477,"body":"going to make. So I have to"},{"speaker":"Patrick Thean","startTime":1063.535,"endTime":1067.024,"body":"recover. And you only get so"},{"speaker":"Patrick Thean","startTime":1063.535,"endTime":1067.024,"body":"many opportunities to make that"},{"speaker":"Patrick Thean","startTime":1067.082,"endTime":1069.35,"body":"kind of mistake with a venture partner."},{"speaker":"Matt Wolach","startTime":1070.01,"endTime":1072.17,"body":"Yeah, I agree. So"},{"speaker":"Matt Wolach","startTime":1070.01,"endTime":1072.17,"body":"what did you take away from"},{"speaker":"Matt Wolach","startTime":1072.17,"endTime":1074.63,"body":"that? What did you learn for how"},{"speaker":"Matt Wolach","startTime":1072.17,"endTime":1074.63,"body":"you handle that type of"},{"speaker":"Matt Wolach","startTime":1074.63,"endTime":1077.0,"body":"situation? Going forward with"},{"speaker":"Matt Wolach","startTime":1074.63,"endTime":1077.0,"body":"it? Was there more"},{"speaker":"Matt Wolach","startTime":1077.0,"endTime":1079.82,"body":"communication? Did you coach"},{"speaker":"Matt Wolach","startTime":1077.0,"endTime":1079.82,"body":"your teams, your leaders how to"},{"speaker":"Matt Wolach","startTime":1080.0,"endTime":1082.28,"body":"make sure that you're on the"},{"speaker":"Matt Wolach","startTime":1080.0,"endTime":1082.28,"body":"same page? What what happened"},{"speaker":"Matt Wolach","startTime":1082.28,"endTime":1082.73,"body":"from that?"},{"speaker":"Patrick Thean","startTime":1083.05,"endTime":1086.32,"body":"So from that, I"},{"speaker":"Patrick Thean","startTime":1083.05,"endTime":1086.32,"body":"would in that case, we started"},{"speaker":"Patrick Thean","startTime":1086.32,"endTime":1088.93,"body":"relying on leading indicators."},{"speaker":"Patrick Thean","startTime":1086.32,"endTime":1088.93,"body":"So we created a leading"},{"speaker":"Patrick Thean","startTime":1089.29,"endTime":1093.22,"body":"indicators dashboard, where we"},{"speaker":"Patrick Thean","startTime":1089.29,"endTime":1093.22,"body":"would agree on one of the key"},{"speaker":"Patrick Thean","startTime":1093.49,"endTime":1098.23,"body":"indexes we would look at, right?"},{"speaker":"Patrick Thean","startTime":1093.49,"endTime":1098.23,"body":"So it didn't have to depend on"},{"speaker":"Patrick Thean","startTime":1098.23,"endTime":1101.62,"body":"someone feeling. Today's a bad"},{"speaker":"Patrick Thean","startTime":1098.23,"endTime":1101.62,"body":"day, I'm going to tell Patrick,"},{"speaker":"Patrick Thean","startTime":1101.62,"endTime":1104.8,"body":"I screwed up. Or public tell"},{"speaker":"Patrick Thean","startTime":1101.62,"endTime":1104.8,"body":"Patrick, the bad news, but we"},{"speaker":"Patrick Thean","startTime":1104.8,"endTime":1107.26,"body":"can look at indicators. So we"},{"speaker":"Patrick Thean","startTime":1104.8,"endTime":1107.26,"body":"report on some leading"},{"speaker":"Patrick Thean","startTime":1107.26,"endTime":1111.52,"body":"indicators. In this case, like"},{"speaker":"Patrick Thean","startTime":1107.26,"endTime":1111.52,"body":"size of pipeline, a number of"},{"speaker":"Patrick Thean","startTime":1112.06,"endTime":1115.9,"body":"meetings that we're having, with"},{"speaker":"Patrick Thean","startTime":1112.06,"endTime":1115.9,"body":"with potential clients. And so"},{"speaker":"Patrick Thean","startTime":1115.9,"endTime":1119.83,"body":"from that, we can look, we can"},{"speaker":"Patrick Thean","startTime":1115.9,"endTime":1119.83,"body":"say, Alright, give it an X"},{"speaker":"Patrick Thean","startTime":1119.89,"endTime":1123.7,"body":"dollars of pipeline in order to"},{"speaker":"Patrick Thean","startTime":1119.89,"endTime":1123.7,"body":"be successful. And then using"},{"speaker":"Patrick Thean","startTime":1123.7,"endTime":1126.91,"body":"the red, yellow green, if your"},{"speaker":"Patrick Thean","startTime":1123.7,"endTime":1126.91,"body":"pipeline is where it needs to"},{"speaker":"Patrick Thean","startTime":1126.91,"endTime":1132.16,"body":"be, you mark that red, mark that"},{"speaker":"Patrick Thean","startTime":1126.91,"endTime":1132.16,"body":"red, so we can see it's red, and"},{"speaker":"Patrick Thean","startTime":1132.16,"endTime":1135.85,"body":"then everyone knows way ahead of"},{"speaker":"Patrick Thean","startTime":1132.16,"endTime":1135.85,"body":"time. So that way, I try to"},{"speaker":"Patrick Thean","startTime":1135.85,"endTime":1141.94,"body":"systemize it versus relying on a"},{"speaker":"Patrick Thean","startTime":1135.85,"endTime":1141.94,"body":"person to feel strong enough to"},{"speaker":"Patrick Thean","startTime":1141.94,"endTime":1146.02,"body":"tell me something. And I try and"},{"speaker":"Patrick Thean","startTime":1141.94,"endTime":1146.02,"body":"systemize it, take emotions out"},{"speaker":"Patrick Thean","startTime":1146.02,"endTime":1149.29,"body":"of it. And also try and take"},{"speaker":"Patrick Thean","startTime":1146.02,"endTime":1149.29,"body":"people away from feeling like"},{"speaker":"Patrick Thean","startTime":1149.53,"endTime":1154.0,"body":"they failed. Because I would say"},{"speaker":"Patrick Thean","startTime":1149.53,"endTime":1154.0,"body":"you didn't fail. The priority is"},{"speaker":"Patrick Thean","startTime":1154.0,"endTime":1159.13,"body":"red all the KPI, the key"},{"speaker":"Patrick Thean","startTime":1154.0,"endTime":1159.13,"body":"performance indicators red you"},{"speaker":"Patrick Thean","startTime":1159.13,"endTime":1163.99,"body":"as a person you're not red, you"},{"speaker":"Patrick Thean","startTime":1159.13,"endTime":1163.99,"body":"know. So now if the person fails"},{"speaker":"Patrick Thean","startTime":1163.99,"endTime":1167.38,"body":"to deliver results over and over"},{"speaker":"Patrick Thean","startTime":1163.99,"endTime":1167.38,"body":"and over again, that's a"},{"speaker":"Patrick Thean","startTime":1167.38,"endTime":1170.14,"body":"different issue. That's an HR"},{"speaker":"Patrick Thean","startTime":1167.38,"endTime":1170.14,"body":"issue. That's not a leading"},{"speaker":"Patrick Thean","startTime":1170.14,"endTime":1174.91,"body":"indicator work issue. So so to"},{"speaker":"Patrick Thean","startTime":1170.14,"endTime":1174.91,"body":"me, I would, the takeaway is to"},{"speaker":"Patrick Thean","startTime":1174.94,"endTime":1178.12,"body":"is to come up with a set of"},{"speaker":"Patrick Thean","startTime":1174.94,"endTime":1178.12,"body":"leading indicators that you can"},{"speaker":"Patrick Thean","startTime":1178.12,"endTime":1182.71,"body":"rely on, that people are"},{"speaker":"Patrick Thean","startTime":1178.12,"endTime":1182.71,"body":"reporting on in a dispassionate"},{"speaker":"Patrick Thean","startTime":1182.71,"endTime":1185.68,"body":"way. If it's red, it's red, it"},{"speaker":"Patrick Thean","startTime":1182.71,"endTime":1185.68,"body":"is yellow, it's yellow. And so"},{"speaker":"Patrick Thean","startTime":1185.68,"endTime":1190.3,"body":"therefore, you got to create the"},{"speaker":"Patrick Thean","startTime":1185.68,"endTime":1190.3,"body":"clear, objective success"},{"speaker":"Patrick Thean","startTime":1190.3,"endTime":1193.24,"body":"criteria. What is the number to"},{"speaker":"Patrick Thean","startTime":1190.3,"endTime":1193.24,"body":"be green? What's the number to"},{"speaker":"Patrick Thean","startTime":1193.24,"endTime":1197.02,"body":"be red, and in between is"},{"speaker":"Patrick Thean","startTime":1193.24,"endTime":1197.02,"body":"yellow. So when somebody says,"},{"speaker":"Patrick Thean","startTime":1197.14,"endTime":1200.53,"body":"you know, a priority or KPI is"},{"speaker":"Patrick Thean","startTime":1197.14,"endTime":1200.53,"body":"red, yellow or green. It's not"},{"speaker":"Patrick Thean","startTime":1200.53,"endTime":1203.89,"body":"based on the gut, it's not based"},{"speaker":"Patrick Thean","startTime":1200.53,"endTime":1203.89,"body":"on then saying, Oh, I feel bad"},{"speaker":"Patrick Thean","startTime":1203.89,"endTime":1207.16,"body":"about it this week, therefore,"},{"speaker":"Patrick Thean","startTime":1203.89,"endTime":1207.16,"body":"it's colored red. It's more like"},{"speaker":"Patrick Thean","startTime":1207.25,"endTime":1210.43,"body":"my forecast puts it into into"},{"speaker":"Patrick Thean","startTime":1207.25,"endTime":1210.43,"body":"this place. And this number gets"},{"speaker":"Patrick Thean","startTime":1210.49,"endTime":1214.18,"body":"I'm sorry, falls in the red"},{"speaker":"Patrick Thean","startTime":1210.49,"endTime":1214.18,"body":"number. So I don't like to put a"},{"speaker":"Patrick Thean","startTime":1214.18,"endTime":1218.32,"body":"red but it's red. And so boom,"},{"speaker":"Patrick Thean","startTime":1214.18,"endTime":1218.32,"body":"you just colored red. So you've"},{"speaker":"Patrick Thean","startTime":1218.32,"endTime":1221.2,"body":"got to be dispassionate, you've"},{"speaker":"Patrick Thean","startTime":1218.32,"endTime":1221.2,"body":"got to have objective, objective"},{"speaker":"Patrick Thean","startTime":1221.2,"endTime":1224.98,"body":"criteria. And then you've got to"},{"speaker":"Patrick Thean","startTime":1221.2,"endTime":1224.98,"body":"not yell at people. So imagine"},{"speaker":"Patrick Thean","startTime":1224.98,"endTime":1229.09,"body":"the first time somebody shows"},{"speaker":"Patrick Thean","startTime":1224.98,"endTime":1229.09,"body":"you, Matt, you know, hey, I'm so"},{"speaker":"Patrick Thean","startTime":1229.09,"endTime":1232.57,"body":"sorry, Matt. This KPI is red."},{"speaker":"Patrick Thean","startTime":1229.09,"endTime":1232.57,"body":"And you go, what the hell? Are"},{"speaker":"Patrick Thean","startTime":1232.57,"endTime":1236.26,"body":"you kidding me? Okay, so, next"},{"speaker":"Patrick Thean","startTime":1232.57,"endTime":1236.26,"body":"time, that person is gonna be"},{"speaker":"Patrick Thean","startTime":1236.26,"endTime":1239.32,"body":"like, Nah, it's not quite red,"},{"speaker":"Patrick Thean","startTime":1236.26,"endTime":1239.32,"body":"it's kind of lime green, it's"},{"speaker":"Patrick Thean","startTime":1239.32,"endTime":1243.67,"body":"yellowish, orange, maybe, and"},{"speaker":"Patrick Thean","startTime":1239.32,"endTime":1243.67,"body":"the person's afraid. And I would"},{"speaker":"Patrick Thean","startTime":1243.67,"endTime":1248.11,"body":"say that, so I call this a gift"},{"speaker":"Patrick Thean","startTime":1243.67,"endTime":1248.11,"body":"of red, you know that, that if,"},{"speaker":"Patrick Thean","startTime":1248.59,"endTime":1252.19,"body":"if somebody says an index is"},{"speaker":"Patrick Thean","startTime":1248.59,"endTime":1252.19,"body":"red, they've given me the gift,"},{"speaker":"Patrick Thean","startTime":1252.4,"endTime":1256.15,"body":"by letting me know, by"},{"speaker":"Patrick Thean","startTime":1252.4,"endTime":1256.15,"body":"highlighting it to me, so that"},{"speaker":"Patrick Thean","startTime":1256.15,"endTime":1259.66,"body":"we as a team have time to fix"},{"speaker":"Patrick Thean","startTime":1256.15,"endTime":1259.66,"body":"that and work on it together. So"},{"speaker":"Patrick Thean","startTime":1259.66,"endTime":1262.75,"body":"I call that the gift of red. And"},{"speaker":"Patrick Thean","startTime":1259.66,"endTime":1262.75,"body":"I call it the gift of red"},{"speaker":"Patrick Thean","startTime":1262.75,"endTime":1267.19,"body":"because I want my the people I"},{"speaker":"Patrick Thean","startTime":1262.75,"endTime":1267.19,"body":"coach the CEOs I work with, to"},{"speaker":"Patrick Thean","startTime":1267.19,"endTime":1271.69,"body":"have a different attitude and"},{"speaker":"Patrick Thean","startTime":1267.19,"endTime":1271.69,"body":"mindspace to digest bad news."},{"speaker":"Patrick Thean","startTime":1271.93,"endTime":1275.32,"body":"Because to me, bad news is"},{"speaker":"Patrick Thean","startTime":1271.93,"endTime":1275.32,"body":"actually good news because"},{"speaker":"Patrick Thean","startTime":1275.32,"endTime":1278.41,"body":"somebody had enough guts to tell"},{"speaker":"Patrick Thean","startTime":1275.32,"endTime":1278.41,"body":"you the bad news. And now you"},{"speaker":"Patrick Thean","startTime":1278.41,"endTime":1281.65,"body":"have time to work on it, versus"},{"speaker":"Patrick Thean","startTime":1278.41,"endTime":1281.65,"body":"not telling you the bad news,"},{"speaker":"Patrick Thean","startTime":1281.89,"endTime":1285.07,"body":"then you get surprised news."},{"speaker":"Patrick Thean","startTime":1281.89,"endTime":1285.07,"body":"Surprise news is much worse than"},{"speaker":"Patrick Thean","startTime":1285.07,"endTime":1287.95,"body":"bad news. So you get bad news"},{"speaker":"Patrick Thean","startTime":1285.07,"endTime":1287.95,"body":"early, you can work on it, you"},{"speaker":"Patrick Thean","startTime":1287.95,"endTime":1291.34,"body":"get surprised news later, it's"},{"speaker":"Patrick Thean","startTime":1287.95,"endTime":1291.34,"body":"too late. And so with that in"},{"speaker":"Patrick Thean","startTime":1291.34,"endTime":1295.75,"body":"mind, the psychology is you've"},{"speaker":"Patrick Thean","startTime":1291.34,"endTime":1295.75,"body":"got to encourage people to share"},{"speaker":"Patrick Thean","startTime":1295.84,"endTime":1298.66,"body":"the tough news with you. And"},{"speaker":"Patrick Thean","startTime":1295.84,"endTime":1298.66,"body":"first thing on your lips needs"},{"speaker":"Patrick Thean","startTime":1298.66,"endTime":1301.48,"body":"to be Thank you, man. I know"},{"speaker":"Patrick Thean","startTime":1298.66,"endTime":1301.48,"body":"that was hard to tell me that."},{"speaker":"Patrick Thean","startTime":1301.63,"endTime":1303.34,"body":"But thank you. I appreciate"},{"speaker":"Matt Wolach","startTime":1306.71,"endTime":1309.59,"body":"that so good. So I"},{"speaker":"Matt Wolach","startTime":1306.71,"endTime":1309.59,"body":"mean, this is just gold that"},{"speaker":"Matt Wolach","startTime":1309.59,"endTime":1311.84,"body":"you're giving us here, Patrick,"},{"speaker":"Matt Wolach","startTime":1309.59,"endTime":1311.84,"body":"I think it's really important."},{"speaker":"Matt Wolach","startTime":1311.84,"endTime":1314.33,"body":"Everything you're sharing, I"},{"speaker":"Matt Wolach","startTime":1311.84,"endTime":1314.33,"body":"want to make sure that we can"},{"speaker":"Matt Wolach","startTime":1314.36,"endTime":1318.2,"body":"wrap up and kind of summarize"},{"speaker":"Matt Wolach","startTime":1314.36,"endTime":1318.2,"body":"what what advice would you share"},{"speaker":"Matt Wolach","startTime":1318.2,"endTime":1321.62,"body":"with software leaders who are in"},{"speaker":"Matt Wolach","startTime":1318.2,"endTime":1321.62,"body":"that early stage and needing to"},{"speaker":"Matt Wolach","startTime":1321.62,"endTime":1325.04,"body":"better execute needing to have"},{"speaker":"Matt Wolach","startTime":1321.62,"endTime":1325.04,"body":"that accountability and the"},{"speaker":"Matt Wolach","startTime":1325.04,"endTime":1327.62,"body":"ability to get to the goals much"},{"speaker":"Matt Wolach","startTime":1325.04,"endTime":1327.62,"body":"better? What would you share"},{"speaker":"Matt Wolach","startTime":1327.62,"endTime":1328.01,"body":"with them?"},{"speaker":"Patrick Thean","startTime":1328.57,"endTime":1330.52,"body":"So you know, my"},{"speaker":"Patrick Thean","startTime":1328.57,"endTime":1330.52,"body":"buddy, Mike Prager, who runs"},{"speaker":"Patrick Thean","startTime":1330.52,"endTime":1334.27,"body":"every exchange have been worth"},{"speaker":"Patrick Thean","startTime":1330.52,"endTime":1334.27,"body":"working with him now. 24 years"},{"speaker":"Patrick Thean","startTime":1334.6,"endTime":1338.41,"body":"from zero to IPO today, they're"},{"speaker":"Patrick Thean","startTime":1334.6,"endTime":1338.41,"body":"on the NASDAQ stock stock"},{"speaker":"Patrick Thean","startTime":1338.41,"endTime":1343.51,"body":"exchange. And 24 years ago, I"},{"speaker":"Patrick Thean","startTime":1338.41,"endTime":1343.51,"body":"told Mike, I said, Look, I know"},{"speaker":"Patrick Thean","startTime":1343.51,"endTime":1345.97,"body":"it's a startup, I know you don't"},{"speaker":"Patrick Thean","startTime":1343.51,"endTime":1345.97,"body":"have a lot of time, but you and"},{"speaker":"Patrick Thean","startTime":1345.97,"endTime":1348.43,"body":"your partner should just take"},{"speaker":"Patrick Thean","startTime":1345.97,"endTime":1348.43,"body":"two days every quarter to work"},{"speaker":"Patrick Thean","startTime":1348.46,"endTime":1352.87,"body":"on your business plan it, and"},{"speaker":"Patrick Thean","startTime":1348.46,"endTime":1352.87,"body":"just do the work. So I would say"},{"speaker":"Patrick Thean","startTime":1352.9,"endTime":1356.02,"body":"that's the advice. And what's"},{"speaker":"Patrick Thean","startTime":1352.9,"endTime":1356.02,"body":"what's funny is I given that"},{"speaker":"Patrick Thean","startTime":1356.02,"endTime":1359.41,"body":"advice. And then a few years"},{"speaker":"Patrick Thean","startTime":1356.02,"endTime":1359.41,"body":"later, I started doing this for"},{"speaker":"Patrick Thean","startTime":1359.41,"endTime":1362.5,"body":"real, like I started doing this"},{"speaker":"Patrick Thean","startTime":1359.41,"endTime":1362.5,"body":"as a business. And so he was my"},{"speaker":"Patrick Thean","startTime":1362.5,"endTime":1365.35,"body":"first customer. So he was my"},{"speaker":"Patrick Thean","startTime":1362.5,"endTime":1365.35,"body":"customer before I did this as a"},{"speaker":"Patrick Thean","startTime":1365.35,"endTime":1368.62,"body":"business. And so I asked him"},{"speaker":"Patrick Thean","startTime":1365.35,"endTime":1368.62,"body":"after a few years. And I said,"},{"speaker":"Patrick Thean","startTime":1368.62,"endTime":1371.59,"body":"Michael, what is the best advice"},{"speaker":"Patrick Thean","startTime":1368.62,"endTime":1371.59,"body":"I ever gave you. And I expect"},{"speaker":"Patrick Thean","startTime":1371.59,"endTime":1374.71,"body":"them give me some wisdom that I"},{"speaker":"Patrick Thean","startTime":1371.59,"endTime":1374.71,"body":"gave him over the years. And he"},{"speaker":"Patrick Thean","startTime":1374.71,"endTime":1376.36,"body":"said the best advice that he"},{"speaker":"Patrick Thean","startTime":1374.71,"endTime":1376.36,"body":"gave me was in the very"},{"speaker":"Patrick Thean","startTime":1376.36,"endTime":1381.64,"body":"beginning, when he told me to"},{"speaker":"Patrick Thean","startTime":1376.36,"endTime":1381.64,"body":"just take two days of  every"},{"speaker":"Patrick Thean","startTime":1381.64,"endTime":1384.82,"body":"quarter to think about my"},{"speaker":"Patrick Thean","startTime":1381.64,"endTime":1384.82,"body":"business. The reason why he said"},{"speaker":"Patrick Thean","startTime":1384.82,"endTime":1388.48,"body":"that was the best advice is"},{"speaker":"Patrick Thean","startTime":1384.82,"endTime":1388.48,"body":"because he created that space."},{"speaker":"Patrick Thean","startTime":1388.93,"endTime":1391.9,"body":"And then it's like putting a big"},{"speaker":"Patrick Thean","startTime":1388.93,"endTime":1391.9,"body":"rock in the stream. And"},{"speaker":"Patrick Thean","startTime":1391.9,"endTime":1394.3,"body":"everything the water flows"},{"speaker":"Patrick Thean","startTime":1391.9,"endTime":1394.3,"body":"around the big rock, you said"},{"speaker":"Patrick Thean","startTime":1394.33,"endTime":1397.81,"body":"early on, you gave me that"},{"speaker":"Patrick Thean","startTime":1394.33,"endTime":1397.81,"body":"habit, Patrick, I put that big"},{"speaker":"Patrick Thean","startTime":1397.81,"endTime":1401.05,"body":"rock in the stream, and the"},{"speaker":"Patrick Thean","startTime":1397.81,"endTime":1401.05,"body":"water flows around it. And then"},{"speaker":"Patrick Thean","startTime":1401.05,"endTime":1405.58,"body":"through thick or thin, tough"},{"speaker":"Patrick Thean","startTime":1401.05,"endTime":1405.58,"body":"days, good days, we always met."},{"speaker":"Patrick Thean","startTime":1405.82,"endTime":1411.7,"body":"And so he's done 96-98 planning"},{"speaker":"Patrick Thean","startTime":1405.82,"endTime":1411.7,"body":"sessions since the last 24"},{"speaker":"Patrick Thean","startTime":1411.7,"endTime":1416.5,"body":"years, he's never missed a"},{"speaker":"Patrick Thean","startTime":1411.7,"endTime":1416.5,"body":"single two day quarterly, get"},{"speaker":"Patrick Thean","startTime":1416.5,"endTime":1419.89,"body":"together with his executive"},{"speaker":"Patrick Thean","startTime":1416.5,"endTime":1419.89,"body":"team. And  to me, that's the"},{"speaker":"Patrick Thean","startTime":1419.89,"endTime":1422.65,"body":"best the best. Because I don't"},{"speaker":"Patrick Thean","startTime":1419.89,"endTime":1422.65,"body":"know what's going to happen in"},{"speaker":"Patrick Thean","startTime":1422.65,"endTime":1424.39,"body":"their business. You know, I"},{"speaker":"Patrick Thean","startTime":1422.65,"endTime":1424.39,"body":"don't know if they're going to"},{"speaker":"Patrick Thean","startTime":1424.39,"endTime":1427.78,"body":"see, I know what's going to"},{"speaker":"Patrick Thean","startTime":1424.39,"endTime":1427.78,"body":"happen. But I know. They don't"},{"speaker":"Patrick Thean","startTime":1427.78,"endTime":1430.18,"body":"get together to work on it,"},{"speaker":"Patrick Thean","startTime":1427.78,"endTime":1430.18,"body":"think about it, they're gonna"},{"speaker":"Patrick Thean","startTime":1430.18,"endTime":1433.39,"body":"miss it. And then the second"},{"speaker":"Patrick Thean","startTime":1430.18,"endTime":1433.39,"body":"thing I would say is if you can"},{"speaker":"Patrick Thean","startTime":1433.54,"endTime":1436.51,"body":"get yourself a coach, I mean,"},{"speaker":"Patrick Thean","startTime":1433.54,"endTime":1436.51,"body":"get someone to help you look at"},{"speaker":"Patrick Thean","startTime":1436.51,"endTime":1440.29,"body":"stuff. It's always good. I mean,"},{"speaker":"Patrick Thean","startTime":1436.51,"endTime":1440.29,"body":"the best athletes in the world"},{"speaker":"Patrick Thean","startTime":1440.62,"endTime":1443.11,"body":"have coaches and I think I think"},{"speaker":"Patrick Thean","startTime":1440.62,"endTime":1443.11,"body":"people make the mistake of"},{"speaker":"Patrick Thean","startTime":1443.11,"endTime":1446.95,"body":"thinking that getting a coach"},{"speaker":"Patrick Thean","startTime":1443.11,"endTime":1446.95,"body":"may be a weakness, when really"},{"speaker":"Patrick Thean","startTime":1447.19,"endTime":1450.04,"body":"the best players the best"},{"speaker":"Patrick Thean","startTime":1447.19,"endTime":1450.04,"body":"sportsman, they all have"},{"speaker":"Patrick Thean","startTime":1450.04,"endTime":1453.34,"body":"multiple coaches and look even"},{"speaker":"Patrick Thean","startTime":1450.04,"endTime":1453.34,"body":"agreed Steve Jobs had a"},{"speaker":"Patrick Thean","startTime":1453.34,"endTime":1456.31,"body":"fantastic coach on his side. So"},{"speaker":"Patrick Thean","startTime":1453.34,"endTime":1456.31,"body":"we all need coaches."},{"speaker":"Matt Wolach","startTime":1457.08,"endTime":1461.16,"body":"So true. I love it."},{"speaker":"Matt Wolach","startTime":1457.08,"endTime":1461.16,"body":"And I agree wholeheartedly. I"},{"speaker":"Matt Wolach","startTime":1461.16,"endTime":1463.65,"body":"have a coach, i The people who"},{"speaker":"Matt Wolach","startTime":1461.16,"endTime":1463.65,"body":"come to me, they're looking for"},{"speaker":"Matt Wolach","startTime":1463.65,"endTime":1466.17,"body":"great coaching. So I think it's"},{"speaker":"Matt Wolach","startTime":1463.65,"endTime":1466.17,"body":"really really powerful what you"},{"speaker":"Matt Wolach","startTime":1466.17,"endTime":1468.39,"body":"can do with a great coach,"},{"speaker":"Matt Wolach","startTime":1466.17,"endTime":1468.39,"body":"couldn't said it better myself."},{"speaker":"Matt Wolach","startTime":1468.39,"endTime":1471.54,"body":"So Patrick, how can everybody"},{"speaker":"Matt Wolach","startTime":1468.39,"endTime":1471.54,"body":"learn more about you and Rhythm"},{"speaker":"Matt Wolach","startTime":1471.54,"endTime":1472.14,"body":"Systems?"},{"speaker":"Patrick Thean","startTime":1472.68,"endTime":1476.46,"body":"you can come to"},{"speaker":"Patrick Thean","startTime":1472.68,"endTime":1476.46,"body":"Patrickthean.com I have a free"},{"speaker":"Patrick Thean","startTime":1476.46,"endTime":1479.52,"body":"strategy execution assessment"},{"speaker":"Patrick Thean","startTime":1476.46,"endTime":1479.52,"body":"there. You can take that and"},{"speaker":"Patrick Thean","startTime":1479.52,"endTime":1482.34,"body":"help you learn about yourself"},{"speaker":"Patrick Thean","startTime":1479.52,"endTime":1482.34,"body":"and your company. You know, I"},{"speaker":"Patrick Thean","startTime":1482.34,"endTime":1485.01,"body":"think if you can learn more"},{"speaker":"Patrick Thean","startTime":1482.34,"endTime":1485.01,"body":"about yourself, figure out what"},{"speaker":"Patrick Thean","startTime":1485.01,"endTime":1488.64,"body":"you need to do. You can get one"},{"speaker":"Patrick Thean","startTime":1485.01,"endTime":1488.64,"body":"step closer to your destination"},{"speaker":"Patrick Thean","startTime":1488.64,"endTime":1489.33,"body":"in your dreams."},{"speaker":"Matt Wolach","startTime":1490.16,"endTime":1492.17,"body":"Okay, perfect. So"},{"speaker":"Matt Wolach","startTime":1490.16,"endTime":1492.17,"body":"we'll put that link into the"},{"speaker":"Matt Wolach","startTime":1492.17,"endTime":1494.0,"body":"show notes. So if you're"},{"speaker":"Matt Wolach","startTime":1492.17,"endTime":1494.0,"body":"listening, if you're watching on"},{"speaker":"Matt Wolach","startTime":1494.0,"endTime":1496.76,"body":"YouTube, definitely check that"},{"speaker":"Matt Wolach","startTime":1494.0,"endTime":1496.76,"body":"out. But, Patrick, this has been"},{"speaker":"Matt Wolach","startTime":1496.76,"endTime":1498.11,"body":"fantastic. Thanks for coming on."},{"speaker":"Patrick Thean","startTime":1498.53,"endTime":1499.28,"body":"Thank you very"},{"speaker":"Patrick Thean","startTime":1498.53,"endTime":1499.28,"body":"much."},{"speaker":"Matt Wolach","startTime":1500.359,"endTime":1502.579,"body":"Absolutely and"},{"speaker":"Matt Wolach","startTime":1500.359,"endTime":1502.579,"body":"everybody out there. Thank you"},{"speaker":"Matt Wolach","startTime":1502.579,"endTime":1504.529,"body":"for being here. Really"},{"speaker":"Matt Wolach","startTime":1502.579,"endTime":1504.529,"body":"appreciate it. Once again, make"},{"speaker":"Matt Wolach","startTime":1504.529,"endTime":1506.779,"body":"sure you're subscribed so you"},{"speaker":"Matt Wolach","startTime":1504.529,"endTime":1506.779,"body":"don't miss any other amazing"},{"speaker":"Matt Wolach","startTime":1506.779,"endTime":1509.419,"body":"wisdom like what Patrick just"},{"speaker":"Matt Wolach","startTime":1506.779,"endTime":1509.419,"body":"shared with us. So hit that and"},{"speaker":"Matt Wolach","startTime":1509.419,"endTime":1512.179,"body":"you'll be good to go. And we're"},{"speaker":"Matt Wolach","startTime":1509.419,"endTime":1512.179,"body":"looking for reviews. So if you"},{"speaker":"Matt Wolach","startTime":1512.179,"endTime":1514.009,"body":"think this is good stuff, if you"},{"speaker":"Matt Wolach","startTime":1512.179,"endTime":1514.009,"body":"think you're getting help,"},{"speaker":"Matt Wolach","startTime":1514.009,"endTime":1516.709,"body":"please post that we want other"},{"speaker":"Matt Wolach","startTime":1514.009,"endTime":1516.709,"body":"people to know about it so they"},{"speaker":"Matt Wolach","startTime":1516.709,"endTime":1519.889,"body":"can get help as well. I really"},{"speaker":"Matt Wolach","startTime":1516.709,"endTime":1519.889,"body":"appreciate that. And we'll see"},{"speaker":"Matt Wolach","startTime":1519.889,"endTime":1520.939,"body":"you next time. Take care"}]}