{"version":"1.0.0","segments":[{"speaker":"Dean Karrel","startTime":0.0,"endTime":2.97,"body":"I'm making $10,000"},{"speaker":"Dean Karrel","startTime":0.0,"endTime":2.97,"body":"a year and I have $100 a week"},{"speaker":"Dean Karrel","startTime":3.18,"endTime":5.19,"body":"expense account. So I thought I"},{"speaker":"Dean Karrel","startTime":3.18,"endTime":5.19,"body":"was in heaven."},{"speaker":"Dave Crenshaw","startTime":6.23,"endTime":8.06,"body":"Well, back then"},{"speaker":"Dave Crenshaw","startTime":6.23,"endTime":8.06,"body":"that was That was some good"},{"speaker":"Dave Crenshaw","startTime":8.06,"endTime":15.08,"body":"money, right? In this episode,"},{"speaker":"Dave Crenshaw","startTime":8.06,"endTime":15.08,"body":"you'll get to know Dean Karrel,"},{"speaker":"Dave Crenshaw","startTime":15.11,"endTime":19.37,"body":"the Master of Basics, and you'll"},{"speaker":"Dave Crenshaw","startTime":15.11,"endTime":19.37,"body":"discover all the little things"},{"speaker":"Dave Crenshaw","startTime":19.37,"endTime":24.8,"body":"that he did that led to one very"},{"speaker":"Dave Crenshaw","startTime":19.37,"endTime":24.8,"body":"successful and happy life. I'm"},{"speaker":"Dave Crenshaw","startTime":24.8,"endTime":27.98,"body":"Dave Crenshaw, and this is my"},{"speaker":"Dave Crenshaw","startTime":24.8,"endTime":27.98,"body":"success project."},{"speaker":"Dave Crenshaw","startTime":32.99,"endTime":36.23,"body":"Welcome back friends to the Dave"},{"speaker":"Dave Crenshaw","startTime":32.99,"endTime":36.23,"body":"Crenshaw Success Project. This"},{"speaker":"Dave Crenshaw","startTime":36.23,"endTime":40.19,"body":"is the show where I teach my"},{"speaker":"Dave Crenshaw","startTime":36.23,"endTime":40.19,"body":"children how to be successful"},{"speaker":"Dave Crenshaw","startTime":40.19,"endTime":43.91,"body":"through the life stories of"},{"speaker":"Dave Crenshaw","startTime":40.19,"endTime":43.91,"body":"others, but you get to come"},{"speaker":"Dave Crenshaw","startTime":43.94,"endTime":47.03,"body":"along for the ride and learn"},{"speaker":"Dave Crenshaw","startTime":43.94,"endTime":47.03,"body":"with them. I'm a best selling"},{"speaker":"Dave Crenshaw","startTime":47.03,"endTime":49.97,"body":"author, I speak to Fortune 500"},{"speaker":"Dave Crenshaw","startTime":47.03,"endTime":49.97,"body":"companies, and I've taught"},{"speaker":"Dave Crenshaw","startTime":49.97,"endTime":54.41,"body":"millions how to be successful"},{"speaker":"Dave Crenshaw","startTime":49.97,"endTime":54.41,"body":"through my online courses. And"},{"speaker":"Dave Crenshaw","startTime":54.56,"endTime":58.31,"body":"I'm a father of three and my"},{"speaker":"Dave Crenshaw","startTime":54.56,"endTime":58.31,"body":"children mean the world to me."},{"speaker":"Dave Crenshaw","startTime":58.46,"endTime":62.0,"body":"So this show is about creating"},{"speaker":"Dave Crenshaw","startTime":58.46,"endTime":62.0,"body":"something lasting that will help"},{"speaker":"Dave Crenshaw","startTime":62.0,"endTime":66.35,"body":"them succeed. But don't be"},{"speaker":"Dave Crenshaw","startTime":62.0,"endTime":66.35,"body":"fooled this show is for adults,"},{"speaker":"Dave Crenshaw","startTime":66.35,"endTime":70.7,"body":"too. This is for you. Because I"},{"speaker":"Dave Crenshaw","startTime":66.35,"endTime":70.7,"body":"thought you'd enjoy learning"},{"speaker":"Dave Crenshaw","startTime":70.73,"endTime":74.99,"body":"along with my family. And I've"},{"speaker":"Dave Crenshaw","startTime":70.73,"endTime":74.99,"body":"met so many successful people in"},{"speaker":"Dave Crenshaw","startTime":74.99,"endTime":78.08,"body":"my life's journey. Some of them"},{"speaker":"Dave Crenshaw","startTime":74.99,"endTime":78.08,"body":"you might have heard in social"},{"speaker":"Dave Crenshaw","startTime":78.08,"endTime":82.46,"body":"media in the news, others fly"},{"speaker":"Dave Crenshaw","startTime":78.08,"endTime":82.46,"body":"below the radar, so to speak,"},{"speaker":"Dave Crenshaw","startTime":82.64,"endTime":86.48,"body":"but they still have great"},{"speaker":"Dave Crenshaw","startTime":82.64,"endTime":86.48,"body":"stories, I also do my best to"},{"speaker":"Dave Crenshaw","startTime":86.72,"endTime":90.95,"body":"try to get the stories of people"},{"speaker":"Dave Crenshaw","startTime":86.72,"endTime":90.95,"body":"who have balanced success in"},{"speaker":"Dave Crenshaw","startTime":90.95,"endTime":94.58,"body":"multiple areas of their lives,"},{"speaker":"Dave Crenshaw","startTime":90.95,"endTime":94.58,"body":"not just financial or with their"},{"speaker":"Dave Crenshaw","startTime":94.58,"endTime":99.74,"body":"career, because multifaceted"},{"speaker":"Dave Crenshaw","startTime":94.58,"endTime":99.74,"body":"success shines like a diamond."},{"speaker":"Dave Crenshaw","startTime":99.74,"endTime":103.28,"body":"And that's the kind of success,"},{"speaker":"Dave Crenshaw","startTime":99.74,"endTime":103.28,"body":"I'd like to help my family. And"},{"speaker":"Dave Crenshaw","startTime":103.28,"endTime":108.8,"body":"you find that's what the Success"},{"speaker":"Dave Crenshaw","startTime":103.28,"endTime":108.8,"body":"project is all about. So before"},{"speaker":"Dave Crenshaw","startTime":108.8,"endTime":112.46,"body":"I begin this interview with a"},{"speaker":"Dave Crenshaw","startTime":108.8,"endTime":112.46,"body":"very special guest, who's a very"},{"speaker":"Dave Crenshaw","startTime":112.46,"endTime":116.18,"body":"good friend of mine, I'd like to"},{"speaker":"Dave Crenshaw","startTime":112.46,"endTime":116.18,"body":"ask you to do one thing as"},{"speaker":"Dave Crenshaw","startTime":116.18,"endTime":118.97,"body":"you're listening. No, it's not"},{"speaker":"Dave Crenshaw","startTime":116.18,"endTime":118.97,"body":"like or subscribe, although"},{"speaker":"Dave Crenshaw","startTime":118.97,"endTime":123.23,"body":"that's great. I'd like to ask"},{"speaker":"Dave Crenshaw","startTime":118.97,"endTime":123.23,"body":"you that. As you listen, you"},{"speaker":"Dave Crenshaw","startTime":123.23,"endTime":127.55,"body":"look for something, you look for"},{"speaker":"Dave Crenshaw","startTime":123.23,"endTime":127.55,"body":"something that you can do,"},{"speaker":"Dave Crenshaw","startTime":127.58,"endTime":130.67,"body":"because you're going to learn a"},{"speaker":"Dave Crenshaw","startTime":127.58,"endTime":130.67,"body":"lot of wonderful things from"},{"speaker":"Dave Crenshaw","startTime":130.67,"endTime":135.17,"body":"Dean Karrel. Today, I'd like you"},{"speaker":"Dave Crenshaw","startTime":130.67,"endTime":135.17,"body":"to pick one that you can act on"},{"speaker":"Dave Crenshaw","startTime":135.2,"endTime":140.12,"body":"and do today or tomorrow to"},{"speaker":"Dave Crenshaw","startTime":135.2,"endTime":140.12,"body":"implement so that you start to"},{"speaker":"Dave Crenshaw","startTime":140.12,"endTime":143.87,"body":"make his example be a part of"},{"speaker":"Dave Crenshaw","startTime":140.12,"endTime":143.87,"body":"your life. And boy, you're going"},{"speaker":"Dave Crenshaw","startTime":143.87,"endTime":149.6,"body":"to want to make Dean Karrel a"},{"speaker":"Dave Crenshaw","startTime":143.87,"endTime":149.6,"body":"part of your life. He's an"},{"speaker":"Dave Crenshaw","startTime":149.66,"endTime":153.41,"body":"expert in executive coaching."},{"speaker":"Dave Crenshaw","startTime":149.66,"endTime":153.41,"body":"He's been in sales, management"},{"speaker":"Dave Crenshaw","startTime":153.41,"endTime":158.96,"body":"and leadership positions for"},{"speaker":"Dave Crenshaw","startTime":153.41,"endTime":158.96,"body":"many decades with some major"},{"speaker":"Dave Crenshaw","startTime":158.99,"endTime":163.37,"body":"global publishing companies."},{"speaker":"Dave Crenshaw","startTime":158.99,"endTime":163.37,"body":"Most recently, he was Senior"},{"speaker":"Dave Crenshaw","startTime":163.37,"endTime":167.99,"body":"Vice President of Sales for John"},{"speaker":"Dave Crenshaw","startTime":163.37,"endTime":167.99,"body":"Wiley and Sons, which is a major"},{"speaker":"Dave Crenshaw","startTime":167.99,"endTime":172.22,"body":"publisher, I've worked with"},{"speaker":"Dave Crenshaw","startTime":167.99,"endTime":172.22,"body":"them. And his sales teams have"},{"speaker":"Dave Crenshaw","startTime":172.22,"endTime":175.7,"body":"worked with huge retailers,"},{"speaker":"Dave Crenshaw","startTime":172.22,"endTime":175.7,"body":"fortune 500 companies like"},{"speaker":"Dave Crenshaw","startTime":175.7,"endTime":181.28,"body":"Amazon, Barnes and Noble Costco,"},{"speaker":"Dave Crenshaw","startTime":175.7,"endTime":181.28,"body":"and other national chains. Dean"},{"speaker":"Dave Crenshaw","startTime":181.31,"endTime":184.67,"body":"now has a consulting business"},{"speaker":"Dave Crenshaw","startTime":181.31,"endTime":184.67,"body":"that provides sales training"},{"speaker":"Dave Crenshaw","startTime":184.67,"endTime":188.48,"body":"programs along with career and"},{"speaker":"Dave Crenshaw","startTime":184.67,"endTime":188.48,"body":"executive coaching, you can find"},{"speaker":"Dave Crenshaw","startTime":188.48,"endTime":194.24,"body":"that at the Skyridge group.com."},{"speaker":"Dave Crenshaw","startTime":188.48,"endTime":194.24,"body":"I know him as a LinkedIn"},{"speaker":"Dave Crenshaw","startTime":194.24,"endTime":199.22,"body":"learning instructor where he has"},{"speaker":"Dave Crenshaw","startTime":194.24,"endTime":199.22,"body":"dozens of courses on sales and"},{"speaker":"Dave Crenshaw","startTime":199.22,"endTime":203.66,"body":"leadership. Dean is also the"},{"speaker":"Dave Crenshaw","startTime":199.22,"endTime":203.66,"body":"author of mastering the basics,"},{"speaker":"Dave Crenshaw","startTime":203.72,"endTime":208.01,"body":"fantastic book about simple"},{"speaker":"Dave Crenshaw","startTime":203.72,"endTime":208.01,"body":"lessons for achieving success in"},{"speaker":"Dave Crenshaw","startTime":208.01,"endTime":213.59,"body":"business. And plus, Dean is just"},{"speaker":"Dave Crenshaw","startTime":208.01,"endTime":213.59,"body":"one heck of a nice and"},{"speaker":"Dave Crenshaw","startTime":213.59,"endTime":216.77,"body":"thoughtful guy, Dean, how are"},{"speaker":"Dave Crenshaw","startTime":213.59,"endTime":216.77,"body":"you doing?"},{"speaker":"Dean Karrel","startTime":217.11,"endTime":219.33,"body":"Dave, this is such"},{"speaker":"Dean Karrel","startTime":217.11,"endTime":219.33,"body":"a treat to be here today with"},{"speaker":"Dean Karrel","startTime":219.33,"endTime":221.61,"body":"you. So thank you so much for"},{"speaker":"Dean Karrel","startTime":219.33,"endTime":221.61,"body":"the invitation."},{"speaker":"Dave Crenshaw","startTime":222.12,"endTime":224.13,"body":"Yeah, and we've"},{"speaker":"Dave Crenshaw","startTime":222.12,"endTime":224.13,"body":"known each other for quite a"},{"speaker":"Dave Crenshaw","startTime":224.13,"endTime":228.75,"body":"while through LinkedIn learning."},{"speaker":"Dave Crenshaw","startTime":224.13,"endTime":228.75,"body":"And we've had a couple of"},{"speaker":"Dave Crenshaw","startTime":228.75,"endTime":232.41,"body":"wonderful moments in New York"},{"speaker":"Dave Crenshaw","startTime":228.75,"endTime":232.41,"body":"together, you took us out to get"},{"speaker":"Dave Crenshaw","startTime":232.41,"endTime":236.64,"body":"oysters. And then a couple of"},{"speaker":"Dave Crenshaw","startTime":232.41,"endTime":236.64,"body":"years later, you and I went to"},{"speaker":"Dave Crenshaw","startTime":236.64,"endTime":240.15,"body":"the the Jets game there, which"},{"speaker":"Dave Crenshaw","startTime":236.64,"endTime":240.15,"body":"was terrible. Let's be honest,"},{"speaker":"Dean Karrel","startTime":240.27,"endTime":241.74,"body":"it was was"},{"speaker":"Dean Karrel","startTime":240.27,"endTime":241.74,"body":"interesting."},{"speaker":"Dave Crenshaw","startTime":242.79,"endTime":245.94,"body":"But it was great"},{"speaker":"Dave Crenshaw","startTime":242.79,"endTime":245.94,"body":"to be with you. And and one"},{"speaker":"Dave Crenshaw","startTime":245.94,"endTime":248.82,"body":"thing that I always admire about"},{"speaker":"Dave Crenshaw","startTime":245.94,"endTime":248.82,"body":"you, and this is the reason why"},{"speaker":"Dave Crenshaw","startTime":248.82,"endTime":251.7,"body":"I brought you on is you are"},{"speaker":"Dave Crenshaw","startTime":248.82,"endTime":251.7,"body":"someone who is an example of"},{"speaker":"Dave Crenshaw","startTime":251.7,"endTime":256.02,"body":"balanced success. You've"},{"speaker":"Dave Crenshaw","startTime":251.7,"endTime":256.02,"body":"achieved a lot in your"},{"speaker":"Dave Crenshaw","startTime":256.02,"endTime":260.34,"body":"professional career, but you've"},{"speaker":"Dave Crenshaw","startTime":256.02,"endTime":260.34,"body":"always also been a family man."},{"speaker":"Dave Crenshaw","startTime":260.76,"endTime":263.31,"body":"You talk a little bit about why"},{"speaker":"Dave Crenshaw","startTime":260.76,"endTime":263.31,"body":"that is."},{"speaker":"Dean Karrel","startTime":264.51,"endTime":266.88,"body":"Well, I've always"},{"speaker":"Dean Karrel","startTime":264.51,"endTime":266.88,"body":"been a believer of family comes"},{"speaker":"Dean Karrel","startTime":266.88,"endTime":269.94,"body":"first. And it's something that I"},{"speaker":"Dean Karrel","startTime":266.88,"endTime":269.94,"body":"learned. I think we learn these"},{"speaker":"Dean Karrel","startTime":269.94,"endTime":273.21,"body":"things from our parents. And I"},{"speaker":"Dean Karrel","startTime":269.94,"endTime":273.21,"body":"was also very fortunate, my very"},{"speaker":"Dean Karrel","startTime":273.21,"endTime":276.45,"body":"first manager in business. And"},{"speaker":"Dean Karrel","startTime":273.21,"endTime":276.45,"body":"my very first job was with a"},{"speaker":"Dean Karrel","startTime":276.45,"endTime":279.75,"body":"textbook publisher. And he"},{"speaker":"Dean Karrel","startTime":276.45,"endTime":279.75,"body":"talked about you know, working"},{"speaker":"Dean Karrel","startTime":279.75,"endTime":282.96,"body":"hard and going seeing customers"},{"speaker":"Dean Karrel","startTime":279.75,"endTime":282.96,"body":"and having our obligations to"},{"speaker":"Dean Karrel","startTime":282.96,"endTime":286.17,"body":"our business. But he said at the"},{"speaker":"Dean Karrel","startTime":282.96,"endTime":286.17,"body":"end of the day, your family"},{"speaker":"Dean Karrel","startTime":286.17,"endTime":291.21,"body":"comes first. And I think that is"},{"speaker":"Dean Karrel","startTime":286.17,"endTime":291.21,"body":"so so true. I mean, it's we"},{"speaker":"Dean Karrel","startTime":291.21,"endTime":294.0,"body":"sound like old men, but at the"},{"speaker":"Dean Karrel","startTime":291.21,"endTime":294.0,"body":"end of the day life is too"},{"speaker":"Dean Karrel","startTime":294.0,"endTime":298.29,"body":"short. And the time we spend"},{"speaker":"Dean Karrel","startTime":294.0,"endTime":298.29,"body":"with our children or parents or"},{"speaker":"Dean Karrel","startTime":298.29,"endTime":300.66,"body":"relatives or friends is"},{"speaker":"Dean Karrel","startTime":298.29,"endTime":300.66,"body":"something that Do you can never"},{"speaker":"Dean Karrel","startTime":300.66,"endTime":303.42,"body":"replaced? And that's why I"},{"speaker":"Dean Karrel","startTime":300.66,"endTime":303.42,"body":"believe in it. There's so much."},{"speaker":"Dave Crenshaw","startTime":303.87,"endTime":306.63,"body":"Yeah, I mean,"},{"speaker":"Dave Crenshaw","startTime":303.87,"endTime":306.63,"body":"we're in the same mindset right"},{"speaker":"Dave Crenshaw","startTime":306.63,"endTime":309.63,"body":"there. And that's part of the"},{"speaker":"Dave Crenshaw","startTime":306.63,"endTime":309.63,"body":"reason why I decided to even put"},{"speaker":"Dave Crenshaw","startTime":309.63,"endTime":313.02,"body":"together this show was to help"},{"speaker":"Dave Crenshaw","startTime":309.63,"endTime":313.02,"body":"them. Alright, the audience is"},{"speaker":"Dave Crenshaw","startTime":313.02,"endTime":315.72,"body":"along for the ride, they're"},{"speaker":"Dave Crenshaw","startTime":313.02,"endTime":315.72,"body":"going to learn along with it."},{"speaker":"Dave Crenshaw","startTime":315.87,"endTime":318.75,"body":"But for me, I'm excited about"},{"speaker":"Dave Crenshaw","startTime":315.87,"endTime":318.75,"body":"it. I'm engaged when I think"},{"speaker":"Dave Crenshaw","startTime":318.75,"endTime":321.51,"body":"about what I can teach my son"},{"speaker":"Dave Crenshaw","startTime":318.75,"endTime":321.51,"body":"Stratton, my daughter, Ella and"},{"speaker":"Dave Crenshaw","startTime":321.51,"endTime":324.45,"body":"my other daughter, Darcy. So you"},{"speaker":"Dave Crenshaw","startTime":321.51,"endTime":324.45,"body":"mentioned that your parents"},{"speaker":"Dave Crenshaw","startTime":324.45,"endTime":328.32,"body":"instilled that in you. I want"},{"speaker":"Dave Crenshaw","startTime":324.45,"endTime":328.32,"body":"the whole story as much as we"},{"speaker":"Dave Crenshaw","startTime":328.32,"endTime":331.77,"body":"can, in a brief show. But talk"},{"speaker":"Dave Crenshaw","startTime":328.32,"endTime":331.77,"body":"to me a little bit about what it"},{"speaker":"Dave Crenshaw","startTime":331.77,"endTime":334.89,"body":"was like growing up, where did"},{"speaker":"Dave Crenshaw","startTime":331.77,"endTime":334.89,"body":"you grow up it was it also New"},{"speaker":"Dave Crenshaw","startTime":334.89,"endTime":335.43,"body":"Jersey."},{"speaker":"Dean Karrel","startTime":336.24,"endTime":338.67,"body":"I actually grew up"},{"speaker":"Dean Karrel","startTime":336.24,"endTime":338.67,"body":"in Connecticut than a town"},{"speaker":"Dean Karrel","startTime":338.67,"endTime":341.76,"body":"called Greenwich and, but my"},{"speaker":"Dean Karrel","startTime":338.67,"endTime":341.76,"body":"parents moved there in the early"},{"speaker":"Dean Karrel","startTime":341.76,"endTime":344.31,"body":"1950s, before Greenwich,"},{"speaker":"Dean Karrel","startTime":341.76,"endTime":344.31,"body":"Connecticut was Greenwich,"},{"speaker":"Dean Karrel","startTime":344.31,"endTime":348.48,"body":"Connecticut. And my father"},{"speaker":"Dean Karrel","startTime":344.31,"endTime":348.48,"body":"bought a piece of property on"},{"speaker":"Dean Karrel","startTime":348.48,"endTime":352.56,"body":"four acres. And I grew up in a"},{"speaker":"Dean Karrel","startTime":348.48,"endTime":352.56,"body":"little ranch ranch home, three"},{"speaker":"Dean Karrel","startTime":352.56,"endTime":356.22,"body":"bedroom home, and across the"},{"speaker":"Dean Karrel","startTime":352.56,"endTime":356.22,"body":"street where these mammoth"},{"speaker":"Dean Karrel","startTime":356.22,"endTime":360.15,"body":"homes, but my father always had"},{"speaker":"Dean Karrel","startTime":356.22,"endTime":360.15,"body":"this little small home on four"},{"speaker":"Dean Karrel","startTime":360.15,"endTime":363.66,"body":"acres in Greenwich, Connecticut,"},{"speaker":"Dean Karrel","startTime":360.15,"endTime":363.66,"body":"and talking about a fortunate"},{"speaker":"Dean Karrel","startTime":363.66,"endTime":366.54,"body":"living. I mean, I thought"},{"speaker":"Dean Karrel","startTime":363.66,"endTime":366.54,"body":"everybody had four acres, I"},{"speaker":"Dean Karrel","startTime":366.54,"endTime":369.21,"body":"thought everybody could play in"},{"speaker":"Dean Karrel","startTime":366.54,"endTime":369.21,"body":"the woods. And when we'd have"},{"speaker":"Dean Karrel","startTime":369.24,"endTime":371.79,"body":"playdates, you know, people"},{"speaker":"Dean Karrel","startTime":369.24,"endTime":371.79,"body":"would have to be ride their"},{"speaker":"Dean Karrel","startTime":371.79,"endTime":376.32,"body":"bikes or be driven over because"},{"speaker":"Dean Karrel","startTime":371.79,"endTime":376.32,"body":"everybody lives so far apart. I"},{"speaker":"Dean Karrel","startTime":376.32,"endTime":379.35,"body":"have a sister who is 12 years"},{"speaker":"Dean Karrel","startTime":376.32,"endTime":379.35,"body":"older, and I have a brother who"},{"speaker":"Dean Karrel","startTime":379.35,"endTime":383.76,"body":"is six years older. So for"},{"speaker":"Dean Karrel","startTime":379.35,"endTime":383.76,"body":"pretty much of my life, I lived"},{"speaker":"Dean Karrel","startTime":384.27,"endTime":387.12,"body":"as a child with my parents,"},{"speaker":"Dean Karrel","startTime":384.27,"endTime":387.12,"body":"because my brother had gone off"},{"speaker":"Dean Karrel","startTime":387.12,"endTime":390.27,"body":"to college, my my sister had"},{"speaker":"Dean Karrel","startTime":387.12,"endTime":390.27,"body":"moved away. But again, as I"},{"speaker":"Dean Karrel","startTime":390.27,"endTime":393.42,"body":"said, my parents instilled in me"},{"speaker":"Dean Karrel","startTime":390.27,"endTime":393.42,"body":"the belief that the importance"},{"speaker":"Dean Karrel","startTime":393.42,"endTime":396.09,"body":"of family comes first and caring"},{"speaker":"Dean Karrel","startTime":393.42,"endTime":396.09,"body":"for each other."},{"speaker":"Dave Crenshaw","startTime":397.26,"endTime":401.55,"body":"So one thing that"},{"speaker":"Dave Crenshaw","startTime":397.26,"endTime":401.55,"body":"is always interesting to me, is"},{"speaker":"Dave Crenshaw","startTime":401.58,"endTime":405.3,"body":"the idea that when we're kids,"},{"speaker":"Dave Crenshaw","startTime":401.58,"endTime":405.3,"body":"we have some idea about what we"},{"speaker":"Dave Crenshaw","startTime":405.3,"endTime":409.95,"body":"want to be when we grow up, and"},{"speaker":"Dave Crenshaw","startTime":405.3,"endTime":409.95,"body":"it almost never happens. But"},{"speaker":"Dave Crenshaw","startTime":409.98,"endTime":413.52,"body":"other things can happen for you."},{"speaker":"Dave Crenshaw","startTime":409.98,"endTime":413.52,"body":"What was that? That thing you"},{"speaker":"Dave Crenshaw","startTime":413.52,"endTime":416.07,"body":"said, I'm going to be this"},{"speaker":"Dave Crenshaw","startTime":413.52,"endTime":416.07,"body":"someday when I grow up."},{"speaker":"Dean Karrel","startTime":416.97,"endTime":419.13,"body":"I always wanted to"},{"speaker":"Dean Karrel","startTime":416.97,"endTime":419.13,"body":"be the next great sports"},{"speaker":"Dean Karrel","startTime":419.13,"endTime":422.55,"body":"broadcaster. That was my dream."},{"speaker":"Dean Karrel","startTime":419.13,"endTime":422.55,"body":"Even in the New York area, it"},{"speaker":"Dean Karrel","startTime":422.55,"endTime":426.06,"body":"was Marv Albert, who did the New"},{"speaker":"Dean Karrel","startTime":422.55,"endTime":426.06,"body":"York Knickerbocker games and the"},{"speaker":"Dean Karrel","startTime":426.06,"endTime":429.87,"body":"Ranger games. He also did"},{"speaker":"Dean Karrel","startTime":426.06,"endTime":429.87,"body":"national TV, and I idolized the"},{"speaker":"Dean Karrel","startTime":429.87,"endTime":433.59,"body":"way he announced. And when I"},{"speaker":"Dean Karrel","startTime":429.87,"endTime":433.59,"body":"went to college, I was a"},{"speaker":"Dean Karrel","startTime":433.59,"endTime":437.16,"body":"communications and journalism"},{"speaker":"Dean Karrel","startTime":433.59,"endTime":437.16,"body":"major, and the voice of Ohio"},{"speaker":"Dean Karrel","startTime":437.16,"endTime":442.59,"body":"Wesleyan University basketball"},{"speaker":"Dean Karrel","startTime":437.16,"endTime":442.59,"body":"games and football games. And it"},{"speaker":"Dean Karrel","startTime":442.59,"endTime":448.32,"body":"was WsL and FM 91 in Delaware,"},{"speaker":"Dean Karrel","startTime":442.59,"endTime":448.32,"body":"Ohio, 100 watt radio station,"},{"speaker":"Dean Karrel","startTime":448.62,"endTime":451.8,"body":"which means if the wind blew the"},{"speaker":"Dean Karrel","startTime":448.62,"endTime":451.8,"body":"wrong way, you couldn't get"},{"speaker":"Dean Karrel","startTime":451.8,"endTime":455.52,"body":"reception. But I loved it. And I"},{"speaker":"Dean Karrel","startTime":451.8,"endTime":455.52,"body":"said, this is what I want to do"},{"speaker":"Dean Karrel","startTime":455.52,"endTime":459.03,"body":"for a living. And the problem"},{"speaker":"Dean Karrel","startTime":455.52,"endTime":459.03,"body":"was, of course, that there were"},{"speaker":"Dean Karrel","startTime":459.3,"endTime":463.26,"body":"1000s of other men and women who"},{"speaker":"Dean Karrel","startTime":459.3,"endTime":463.26,"body":"all had the same dreams and"},{"speaker":"Dean Karrel","startTime":463.26,"endTime":466.95,"body":"ambitions of being the next"},{"speaker":"Dean Karrel","startTime":463.26,"endTime":466.95,"body":"great sports broadcaster, those"},{"speaker":"Dean Karrel","startTime":466.95,"endTime":470.13,"body":"jobs don't change that often."},{"speaker":"Dean Karrel","startTime":466.95,"endTime":470.13,"body":"You know, Al Michaels has been"},{"speaker":"Dean Karrel","startTime":470.13,"endTime":474.21,"body":"doing this for 50 years, he's"},{"speaker":"Dean Karrel","startTime":470.13,"endTime":474.21,"body":"not leaving. So that was the"},{"speaker":"Dean Karrel","startTime":474.21,"endTime":477.96,"body":"wake up call that unless I"},{"speaker":"Dean Karrel","startTime":474.21,"endTime":477.96,"body":"wanted to be doing a high school"},{"speaker":"Dean Karrel","startTime":477.96,"endTime":480.84,"body":"football game. So the rest of my"},{"speaker":"Dean Karrel","startTime":477.96,"endTime":480.84,"body":"life and a little small town in"},{"speaker":"Dean Karrel","startTime":480.84,"endTime":484.65,"body":"Ohio, I probably should look for"},{"speaker":"Dean Karrel","startTime":480.84,"endTime":484.65,"body":"another avenue for my career."},{"speaker":"Dave Crenshaw","startTime":485.46,"endTime":488.22,"body":"So that's really"},{"speaker":"Dave Crenshaw","startTime":485.46,"endTime":488.22,"body":"interesting. Because one thing"},{"speaker":"Dave Crenshaw","startTime":488.22,"endTime":490.62,"body":"that I think is a characteristic"},{"speaker":"Dave Crenshaw","startTime":488.22,"endTime":490.62,"body":"of your current career,"},{"speaker":"Dave Crenshaw","startTime":490.62,"endTime":492.72,"body":"especially with your online"},{"speaker":"Dave Crenshaw","startTime":490.62,"endTime":492.72,"body":"training with LinkedIn learning"},{"speaker":"Dave Crenshaw","startTime":493.02,"endTime":499.2,"body":"is you do have a very lovely"},{"speaker":"Dave Crenshaw","startTime":493.02,"endTime":499.2,"body":"audio presence with your voice,"},{"speaker":"Dave Crenshaw","startTime":499.5,"endTime":503.13,"body":"I can hear that influence in the"},{"speaker":"Dave Crenshaw","startTime":499.5,"endTime":503.13,"body":"way that you speak. I see it I"},{"speaker":"Dave Crenshaw","startTime":503.13,"endTime":506.97,"body":"see it in person too. But you"},{"speaker":"Dave Crenshaw","startTime":503.13,"endTime":506.97,"body":"command attention in a very"},{"speaker":"Dave Crenshaw","startTime":506.97,"endTime":511.59,"body":"pleasant way, because of your"},{"speaker":"Dave Crenshaw","startTime":506.97,"endTime":511.59,"body":"voice. So I don't feel like that"},{"speaker":"Dave Crenshaw","startTime":511.59,"endTime":514.95,"body":"was a lost cause it was just"},{"speaker":"Dave Crenshaw","startTime":511.59,"endTime":514.95,"body":"borrowed. Right?"},{"speaker":"Dean Karrel","startTime":515.339,"endTime":516.899,"body":"Well, I was"},{"speaker":"Dean Karrel","startTime":515.339,"endTime":516.899,"body":"fortunate, I was able to"},{"speaker":"Dean Karrel","startTime":516.899,"endTime":520.829,"body":"transfer that to a career in"},{"speaker":"Dean Karrel","startTime":516.899,"endTime":520.829,"body":"sales and doing sales"},{"speaker":"Dean Karrel","startTime":520.829,"endTime":523.889,"body":"presentations, and speaking in"},{"speaker":"Dean Karrel","startTime":520.829,"endTime":523.889,"body":"front of large groups of sales"},{"speaker":"Dean Karrel","startTime":523.889,"endTime":528.659,"body":"meetings. And I got that"},{"speaker":"Dean Karrel","startTime":523.889,"endTime":528.659,"body":"confidence in college, in"},{"speaker":"Dean Karrel","startTime":528.659,"endTime":532.169,"body":"speaking on a radio or speaking,"},{"speaker":"Dean Karrel","startTime":528.659,"endTime":532.169,"body":"you know, in front of a large"},{"speaker":"Dean Karrel","startTime":532.169,"endTime":535.379,"body":"group at basketball games or"},{"speaker":"Dean Karrel","startTime":532.169,"endTime":535.379,"body":"football games, you're still"},{"speaker":"Dean Karrel","startTime":535.379,"endTime":539.009,"body":"going to get nervous, but you"},{"speaker":"Dean Karrel","startTime":535.379,"endTime":539.009,"body":"had the ability to adapt and be"},{"speaker":"Dean Karrel","startTime":539.009,"endTime":542.759,"body":"able to use your skills to"},{"speaker":"Dean Karrel","startTime":539.009,"endTime":542.759,"body":"overcome any nervousness you"},{"speaker":"Dean Karrel","startTime":542.759,"endTime":546.419,"body":"might have and be able to speak"},{"speaker":"Dean Karrel","startTime":542.759,"endTime":546.419,"body":"publicly. So I was able to"},{"speaker":"Dean Karrel","startTime":546.419,"endTime":548.549,"body":"transfer those skills I learned"},{"speaker":"Dean Karrel","startTime":546.419,"endTime":548.549,"body":"in college."},{"speaker":"Dave Crenshaw","startTime":549.27,"endTime":550.8,"body":"That now that's"},{"speaker":"Dave Crenshaw","startTime":549.27,"endTime":550.8,"body":"an interesting thing right"},{"speaker":"Dave Crenshaw","startTime":550.8,"endTime":555.39,"body":"there, the nervousness that you"},{"speaker":"Dave Crenshaw","startTime":550.8,"endTime":555.39,"body":"feel so do you still feel"},{"speaker":"Dave Crenshaw","startTime":555.42,"endTime":558.81,"body":"nervous? Let's say when you're"},{"speaker":"Dave Crenshaw","startTime":555.42,"endTime":558.81,"body":"about to record a course for"},{"speaker":"Dave Crenshaw","startTime":558.81,"endTime":561.51,"body":"LinkedIn learning are about to"},{"speaker":"Dave Crenshaw","startTime":558.81,"endTime":561.51,"body":"go into an interview like this."},{"speaker":"Dean Karrel","startTime":561.72,"endTime":564.36,"body":"Absolutely. And"},{"speaker":"Dean Karrel","startTime":561.72,"endTime":564.36,"body":"that's a story. I love telling"},{"speaker":"Dean Karrel","startTime":564.36,"endTime":568.29,"body":"people I have spoken my whole"},{"speaker":"Dean Karrel","startTime":564.36,"endTime":568.29,"body":"life. I speak in front of people"},{"speaker":"Dean Karrel","startTime":568.32,"endTime":571.2,"body":"all the time and people will say"},{"speaker":"Dean Karrel","startTime":568.32,"endTime":571.2,"body":"to me, Dean, you do it like you"},{"speaker":"Dean Karrel","startTime":571.2,"endTime":575.13,"body":"love it so much, which I do, but"},{"speaker":"Dean Karrel","startTime":571.2,"endTime":575.13,"body":"I still get butterflies in my"},{"speaker":"Dean Karrel","startTime":575.13,"endTime":578.25,"body":"stomach. And I still get"},{"speaker":"Dean Karrel","startTime":575.13,"endTime":578.25,"body":"uptight."},{"speaker":"Dave Crenshaw","startTime":578.76,"endTime":580.05,"body":"How do you move"},{"speaker":"Dave Crenshaw","startTime":578.76,"endTime":580.05,"body":"past that?"},{"speaker":"Dean Karrel","startTime":581.1,"endTime":583.89,"body":"It's getting that"},{"speaker":"Dean Karrel","startTime":581.1,"endTime":583.89,"body":"first minute out of the way and"},{"speaker":"Dean Karrel","startTime":583.89,"endTime":586.44,"body":"knowing what you're going to do"},{"speaker":"Dean Karrel","startTime":583.89,"endTime":586.44,"body":"to get started so it's how do"},{"speaker":"Dean Karrel","startTime":586.44,"endTime":588.72,"body":"you start the car? How do you"},{"speaker":"Dean Karrel","startTime":586.44,"endTime":588.72,"body":"get ready to run you have to"},{"speaker":"Dean Karrel","startTime":588.72,"endTime":591.99,"body":"stretch you have to get loose."},{"speaker":"Dean Karrel","startTime":588.72,"endTime":591.99,"body":"It's what I'm going to say"},{"speaker":"Dean Karrel","startTime":591.99,"endTime":594.78,"body":"during the first minute of you"},{"speaker":"Dean Karrel","startTime":591.99,"endTime":594.78,"body":"and I talking getting"},{"speaker":"Dean Karrel","startTime":594.78,"endTime":598.05,"body":"comfortable together reminiscing"},{"speaker":"Dean Karrel","startTime":594.78,"endTime":598.05,"body":"about our experiences together"},{"speaker":"Dean Karrel","startTime":598.29,"endTime":600.93,"body":"and then you move on from there"},{"speaker":"Dean Karrel","startTime":598.29,"endTime":600.93,"body":"you take a deep breath and say,"},{"speaker":"Dean Karrel","startTime":601.11,"endTime":605.64,"body":"this is a conversation just"},{"speaker":"Dean Karrel","startTime":601.11,"endTime":605.64,"body":"between Dave and I, I've done 16"},{"speaker":"Dean Karrel","startTime":605.64,"endTime":609.12,"body":"courses, not as many as you with"},{"speaker":"Dean Karrel","startTime":605.64,"endTime":609.12,"body":"LinkedIn learning, I still get"},{"speaker":"Dean Karrel","startTime":609.12,"endTime":613.95,"body":"nervous when they say Ready,"},{"speaker":"Dean Karrel","startTime":609.12,"endTime":613.95,"body":"action. And I'm like, I could"},{"speaker":"Dean Karrel","startTime":613.95,"endTime":615.96,"body":"feel it in my knees, then"},{"speaker":"Dean Karrel","startTime":613.95,"endTime":615.96,"body":"everything"},{"speaker":"Dave Crenshaw","startTime":615.96,"endTime":617.7,"body":"starts getting"},{"speaker":"Dave Crenshaw","startTime":615.96,"endTime":617.7,"body":"better. You got to take a"},{"speaker":"Dean Karrel","startTime":617.7,"endTime":620.49,"body":"deep breath and say"},{"speaker":"Dean Karrel","startTime":617.7,"endTime":620.49,"body":"you know what to do it, you know"},{"speaker":"Dean Karrel","startTime":620.49,"endTime":624.54,"body":"how to do it. But I often say"},{"speaker":"Dean Karrel","startTime":620.49,"endTime":624.54,"body":"that if you're not nervous, or"},{"speaker":"Dean Karrel","startTime":624.54,"endTime":627.42,"body":"if you don't have a little"},{"speaker":"Dean Karrel","startTime":624.54,"endTime":627.42,"body":"butterfly in your stomach, maybe"},{"speaker":"Dean Karrel","startTime":627.42,"endTime":630.9,"body":"you're not taking it seriously"},{"speaker":"Dean Karrel","startTime":627.42,"endTime":630.9,"body":"enough. And getting that's my"},{"speaker":"Dean Karrel","startTime":630.9,"endTime":631.89,"body":"way of looking at it."},{"speaker":"Dave Crenshaw","startTime":631.92,"endTime":634.47,"body":"Yes, well, I"},{"speaker":"Dave Crenshaw","startTime":631.92,"endTime":634.47,"body":"teach about procrastination,"},{"speaker":"Dave Crenshaw","startTime":634.53,"endTime":636.81,"body":"right, and how to fight"},{"speaker":"Dave Crenshaw","startTime":634.53,"endTime":636.81,"body":"procrastination. And what I"},{"speaker":"Dave Crenshaw","startTime":636.81,"endTime":640.62,"body":"talked about is the emotion that"},{"speaker":"Dave Crenshaw","startTime":636.81,"endTime":640.62,"body":"you feel you feel great about"},{"speaker":"Dave Crenshaw","startTime":640.62,"endTime":644.52,"body":"the idea when you're planning"},{"speaker":"Dave Crenshaw","startTime":640.62,"endTime":644.52,"body":"it, you feel great. Usually,"},{"speaker":"Dave Crenshaw","startTime":644.52,"endTime":647.52,"body":"once you start working on it,"},{"speaker":"Dave Crenshaw","startTime":644.52,"endTime":647.52,"body":"the one point where you don't"},{"speaker":"Dave Crenshaw","startTime":647.52,"endTime":651.96,"body":"feel great is just before you're"},{"speaker":"Dave Crenshaw","startTime":647.52,"endTime":651.96,"body":"about to start. Yeah. And so if"},{"speaker":"Dave Crenshaw","startTime":651.96,"endTime":655.5,"body":"you can just push past that one"},{"speaker":"Dave Crenshaw","startTime":651.96,"endTime":655.5,"body":"moment, then everything starts"},{"speaker":"Dave Crenshaw","startTime":655.5,"endTime":656.13,"body":"getting better."},{"speaker":"Dean Karrel","startTime":656.43,"endTime":659.7,"body":"Yes, I agree. It's,"},{"speaker":"Dean Karrel","startTime":656.43,"endTime":659.7,"body":"I remember when Yeah, be nice to"},{"speaker":"Dean Karrel","startTime":659.7,"endTime":663.3,"body":"be starting a big sales meeting."},{"speaker":"Dean Karrel","startTime":659.7,"endTime":663.3,"body":"And it'd be a 300 people in a"},{"speaker":"Dean Karrel","startTime":663.3,"endTime":665.46,"body":"room. And, you know, the"},{"speaker":"Dean Karrel","startTime":663.3,"endTime":665.46,"body":"president of the division or"},{"speaker":"Dean Karrel","startTime":665.46,"endTime":668.13,"body":"some other executive was making"},{"speaker":"Dean Karrel","startTime":665.46,"endTime":668.13,"body":"a speech. And I'd be like,"},{"speaker":"Dean Karrel","startTime":668.13,"endTime":670.77,"body":"sitting in the back going, let's"},{"speaker":"Dean Karrel","startTime":668.13,"endTime":670.77,"body":"go, let's go, let's because I"},{"speaker":"Dean Karrel","startTime":670.77,"endTime":673.38,"body":"want to get up there and speak."},{"speaker":"Dean Karrel","startTime":670.77,"endTime":673.38,"body":"But you can feel it, you can"},{"speaker":"Dean Karrel","startTime":673.38,"endTime":677.22,"body":"feel that in your stomach. And"},{"speaker":"Dean Karrel","startTime":673.38,"endTime":677.22,"body":"then once you get up there, it's"},{"speaker":"Dean Karrel","startTime":677.22,"endTime":680.79,"body":"a it's a fun experience once you"},{"speaker":"Dean Karrel","startTime":677.22,"endTime":680.79,"body":"get going. But there is a"},{"speaker":"Dean Karrel","startTime":680.79,"endTime":681.54,"body":"starting point."},{"speaker":"Dave Crenshaw","startTime":682.02,"endTime":684.15,"body":"Thinking in terms"},{"speaker":"Dave Crenshaw","startTime":682.02,"endTime":684.15,"body":"of grade school, even early"},{"speaker":"Dave Crenshaw","startTime":684.15,"endTime":688.5,"body":"years in college, is there a"},{"speaker":"Dave Crenshaw","startTime":684.15,"endTime":688.5,"body":"moment in the past that you"},{"speaker":"Dave Crenshaw","startTime":688.5,"endTime":691.8,"body":"replay over and over in your"},{"speaker":"Dave Crenshaw","startTime":688.5,"endTime":691.8,"body":"mind, it seems like we all have"},{"speaker":"Dave Crenshaw","startTime":691.8,"endTime":695.79,"body":"those moments where we go, oh,"},{"speaker":"Dave Crenshaw","startTime":691.8,"endTime":695.79,"body":"that and either because it"},{"speaker":"Dave Crenshaw","startTime":695.79,"endTime":699.48,"body":"didn't go the way we wanted it"},{"speaker":"Dave Crenshaw","startTime":695.79,"endTime":699.48,"body":"to. Or there was something about"},{"speaker":"Dave Crenshaw","startTime":699.48,"endTime":702.96,"body":"it that formed who we became, is"},{"speaker":"Dave Crenshaw","startTime":699.48,"endTime":702.96,"body":"there a moment like that, that"},{"speaker":"Dave Crenshaw","startTime":702.96,"endTime":704.4,"body":"you replay in your mind?"},{"speaker":"Dean Karrel","startTime":705.33,"endTime":708.24,"body":"Well, I had a great"},{"speaker":"Dean Karrel","startTime":705.33,"endTime":708.24,"body":"childhood, I was very lucky. And"},{"speaker":"Dean Karrel","startTime":708.24,"endTime":711.12,"body":"I again, I grew up in a great"},{"speaker":"Dean Karrel","startTime":708.24,"endTime":711.12,"body":"town have beautiful high school,"},{"speaker":"Dean Karrel","startTime":711.12,"endTime":714.81,"body":"terrific neighbors, friends, and"},{"speaker":"Dean Karrel","startTime":711.12,"endTime":714.81,"body":"so forth. But I have a brother"},{"speaker":"Dean Karrel","startTime":714.81,"endTime":718.08,"body":"who's a, who is a doctor,"},{"speaker":"Dean Karrel","startTime":714.81,"endTime":718.08,"body":"retired doctor, then I think he"},{"speaker":"Dean Karrel","startTime":718.08,"endTime":722.28,"body":"was like a 3.8 or 4.0. And in"},{"speaker":"Dean Karrel","startTime":718.08,"endTime":722.28,"body":"high school and college, my"},{"speaker":"Dean Karrel","startTime":722.28,"endTime":726.06,"body":"sister is brilliant, two very"},{"speaker":"Dean Karrel","startTime":722.28,"endTime":726.06,"body":"smart, very outgoing. And then"},{"speaker":"Dean Karrel","startTime":726.06,"endTime":730.05,"body":"that was deemed the third child."},{"speaker":"Dean Karrel","startTime":726.06,"endTime":730.05,"body":"And I had to work hard. You"},{"speaker":"Dean Karrel","startTime":730.05,"endTime":734.97,"body":"know, I mean, for me, you know,"},{"speaker":"Dean Karrel","startTime":730.05,"endTime":734.97,"body":"I could okay, I was a 3.0. But"},{"speaker":"Dean Karrel","startTime":734.97,"endTime":738.63,"body":"that was I can college, I was a"},{"speaker":"Dean Karrel","startTime":734.97,"endTime":738.63,"body":"3.0 because I got an A in"},{"speaker":"Dean Karrel","startTime":738.63,"endTime":744.3,"body":"bowling my senior year. So that"},{"speaker":"Dean Karrel","startTime":738.63,"endTime":744.3,"body":"got my grade. But when I took"},{"speaker":"Dean Karrel","startTime":744.33,"endTime":748.47,"body":"trigonometry, or if I took"},{"speaker":"Dean Karrel","startTime":744.33,"endTime":748.47,"body":"advanced math courses, that was"},{"speaker":"Dean Karrel","startTime":748.47,"endTime":752.34,"body":"a struggle for me, Social"},{"speaker":"Dean Karrel","startTime":748.47,"endTime":752.34,"body":"Studies was fine English was"},{"speaker":"Dean Karrel","startTime":752.34,"endTime":756.99,"body":"okay. But math, it's the"},{"speaker":"Dean Karrel","startTime":752.34,"endTime":756.99,"body":"chemistry class, I'd be looking"},{"speaker":"Dean Karrel","startTime":756.99,"endTime":760.23,"body":"at that clock on the wall, you"},{"speaker":"Dean Karrel","startTime":756.99,"endTime":760.23,"body":"know, there's ever going to hit"},{"speaker":"Dean Karrel","startTime":760.23,"endTime":765.27,"body":"130 When the class ends. And so"},{"speaker":"Dean Karrel","startTime":760.23,"endTime":765.27,"body":"the eye opener for me was"},{"speaker":"Dean Karrel","startTime":765.3,"endTime":768.21,"body":"saying, You know what, there's a"},{"speaker":"Dean Karrel","startTime":765.3,"endTime":768.21,"body":"point where I just have to be"},{"speaker":"Dean Karrel","startTime":768.21,"endTime":771.69,"body":"myself, I'm never going to be as"},{"speaker":"Dean Karrel","startTime":768.21,"endTime":771.69,"body":"smart as my brother. I'm never"},{"speaker":"Dean Karrel","startTime":771.69,"endTime":775.08,"body":"going to have the skills of"},{"speaker":"Dean Karrel","startTime":771.69,"endTime":775.08,"body":"languages of like my sister or,"},{"speaker":"Dean Karrel","startTime":775.17,"endTime":779.1,"body":"or other people I know. And I'm"},{"speaker":"Dean Karrel","startTime":775.17,"endTime":779.1,"body":"not going to get 1600 on the"},{"speaker":"Dean Karrel","startTime":779.1,"endTime":784.05,"body":"LSAT. So how do I take the"},{"speaker":"Dean Karrel","startTime":779.1,"endTime":784.05,"body":"skills that I've been given, and"},{"speaker":"Dean Karrel","startTime":784.05,"endTime":787.62,"body":"grow and develop it with that?"},{"speaker":"Dean Karrel","startTime":784.05,"endTime":787.62,"body":"And that takes time to that's a"},{"speaker":"Dean Karrel","startTime":787.62,"endTime":790.56,"body":"confidence level? As you well"},{"speaker":"Dean Karrel","startTime":787.62,"endTime":790.56,"body":"know, have you felt those same"},{"speaker":"Dean Karrel","startTime":790.56,"endTime":794.94,"body":"feelings as I have? How do we"},{"speaker":"Dean Karrel","startTime":790.56,"endTime":794.94,"body":"distinguish ourselves with the"},{"speaker":"Dean Karrel","startTime":794.94,"endTime":797.1,"body":"skills we were given when we"},{"speaker":"Dean Karrel","startTime":794.94,"endTime":797.1,"body":"were born with?"},{"speaker":"Dave Crenshaw","startTime":798.96,"endTime":800.52,"body":"And it's an"},{"speaker":"Dave Crenshaw","startTime":798.96,"endTime":800.52,"body":"interesting thing to hear you"},{"speaker":"Dave Crenshaw","startTime":800.52,"endTime":806.07,"body":"say that because you are someone"},{"speaker":"Dave Crenshaw","startTime":800.52,"endTime":806.07,"body":"if you say that hard work has"},{"speaker":"Dave Crenshaw","startTime":806.1,"endTime":809.1,"body":"gotten you to the place where"},{"speaker":"Dave Crenshaw","startTime":806.1,"endTime":809.1,"body":"you are, which I believe and"},{"speaker":"Dave Crenshaw","startTime":809.1,"endTime":813.15,"body":"I've met many people who have"},{"speaker":"Dave Crenshaw","startTime":809.1,"endTime":813.15,"body":"had that same kind of thing,"},{"speaker":"Dave Crenshaw","startTime":813.15,"endTime":819.39,"body":"right. But you work hard. But"},{"speaker":"Dave Crenshaw","startTime":813.15,"endTime":819.39,"body":"you make it look effortless. And"},{"speaker":"Dave Crenshaw","startTime":819.48,"endTime":824.25,"body":"I believe the effortlessness has"},{"speaker":"Dave Crenshaw","startTime":819.48,"endTime":824.25,"body":"come because of the repetition"},{"speaker":"Dave Crenshaw","startTime":824.25,"endTime":828.09,"body":"and the hard work that you've"},{"speaker":"Dave Crenshaw","startTime":824.25,"endTime":828.09,"body":"put in? Do you feel that that's"},{"speaker":"Dave Crenshaw","startTime":828.12,"endTime":829.08,"body":"true in your life?"},{"speaker":"Dean Karrel","startTime":829.47,"endTime":831.84,"body":"Well, you spotted"},{"speaker":"Dean Karrel","startTime":829.47,"endTime":831.84,"body":"something that at the time we"},{"speaker":"Dean Karrel","startTime":831.84,"endTime":835.53,"body":"met in New York City, where I'm"},{"speaker":"Dean Karrel","startTime":831.84,"endTime":835.53,"body":"a big believer in planning and"},{"speaker":"Dean Karrel","startTime":835.53,"endTime":838.59,"body":"preparation, right, take that"},{"speaker":"Dean Karrel","startTime":835.53,"endTime":838.59,"body":"extra time to do the research."},{"speaker":"Dean Karrel","startTime":838.77,"endTime":842.19,"body":"And I remember I had printed out"},{"speaker":"Dean Karrel","startTime":838.77,"endTime":842.19,"body":"your, your LinkedIn profile. And"},{"speaker":"Dean Karrel","startTime":842.19,"endTime":845.13,"body":"just Yes, where you went to"},{"speaker":"Dean Karrel","startTime":842.19,"endTime":845.13,"body":"school, the books that you had"},{"speaker":"Dean Karrel","startTime":845.13,"endTime":849.93,"body":"written. Remember that?"},{"speaker":"Dean Karrel","startTime":845.13,"endTime":849.93,"body":"Absolutely. And that's it. How"},{"speaker":"Dean Karrel","startTime":849.93,"endTime":853.59,"body":"do I, how do I learn a little"},{"speaker":"Dean Karrel","startTime":849.93,"endTime":853.59,"body":"bit more about Dave Crenshaw and"},{"speaker":"Dean Karrel","startTime":853.59,"endTime":857.79,"body":"his family before we met, so"},{"speaker":"Dean Karrel","startTime":853.59,"endTime":857.79,"body":"that we could have some talking"},{"speaker":"Dean Karrel","startTime":857.79,"endTime":862.23,"body":"points. And that is what has"},{"speaker":"Dean Karrel","startTime":857.79,"endTime":862.23,"body":"helped me in my career is just"},{"speaker":"Dean Karrel","startTime":862.23,"endTime":864.99,"body":"that extra effort of doing"},{"speaker":"Dean Karrel","startTime":862.23,"endTime":864.99,"body":"research, planning and"},{"speaker":"Dean Karrel","startTime":864.99,"endTime":865.74,"body":"preparation."},{"speaker":"Dave Crenshaw","startTime":866.19,"endTime":869.01,"body":"Right. And I"},{"speaker":"Dave Crenshaw","startTime":866.19,"endTime":869.01,"body":"loved that moment in particular,"},{"speaker":"Dave Crenshaw","startTime":869.01,"endTime":871.83,"body":"and it was so great to see it"},{"speaker":"Dave Crenshaw","startTime":869.01,"endTime":871.83,"body":"printed out because Dean, let's"},{"speaker":"Dave Crenshaw","startTime":871.83,"endTime":875.61,"body":"be honest, it's 2022, who's"},{"speaker":"Dave Crenshaw","startTime":871.83,"endTime":875.61,"body":"printing out web pages. So it"},{"speaker":"Dave Crenshaw","startTime":875.61,"endTime":878.49,"body":"may be a little bit update on"},{"speaker":"Dave Crenshaw","startTime":875.61,"endTime":878.49,"body":"I'm having a hard time. But what"},{"speaker":"Dave Crenshaw","startTime":878.49,"endTime":882.15,"body":"I love so much is because my son"},{"speaker":"Dave Crenshaw","startTime":878.49,"endTime":882.15,"body":"Stratton came with us to that I"},{"speaker":"Dave Crenshaw","startTime":882.18,"endTime":885.9,"body":"turn the strat and I said, you"},{"speaker":"Dave Crenshaw","startTime":882.18,"endTime":885.9,"body":"see what Dean did? This is what"},{"speaker":"Dave Crenshaw","startTime":885.9,"endTime":889.17,"body":"you do when you're meeting"},{"speaker":"Dave Crenshaw","startTime":885.9,"endTime":889.17,"body":"someone new. Maybe you don't"},{"speaker":"Dave Crenshaw","startTime":889.17,"endTime":892.05,"body":"print it out, but you take the"},{"speaker":"Dave Crenshaw","startTime":889.17,"endTime":892.05,"body":"time to get to know them to"},{"speaker":"Dave Crenshaw","startTime":892.05,"endTime":896.58,"body":"research them. At what point in"},{"speaker":"Dave Crenshaw","startTime":892.05,"endTime":896.58,"body":"your career. Did you learn that"},{"speaker":"Dave Crenshaw","startTime":896.58,"endTime":898.83,"body":"that was important? Was that"},{"speaker":"Dave Crenshaw","startTime":896.58,"endTime":898.83,"body":"early on? Was that something you"},{"speaker":"Dave Crenshaw","startTime":898.83,"endTime":901.71,"body":"learned from your parents? Where"},{"speaker":"Dave Crenshaw","startTime":898.83,"endTime":901.71,"body":"along the line? Did you pick"},{"speaker":"Dave Crenshaw","startTime":901.71,"endTime":903.12,"body":"that up? Was there a mentor,"},{"speaker":"Dean Karrel","startTime":903.81,"endTime":906.81,"body":"I was very"},{"speaker":"Dean Karrel","startTime":903.81,"endTime":906.81,"body":"fortunate, my very first sales"},{"speaker":"Dean Karrel","startTime":906.81,"endTime":910.65,"body":"manager, I'm 22 years old. I"},{"speaker":"Dean Karrel","startTime":906.81,"endTime":910.65,"body":"have a sales territory in"},{"speaker":"Dean Karrel","startTime":910.65,"endTime":913.41,"body":"upstate New York, Rochester, New"},{"speaker":"Dean Karrel","startTime":910.65,"endTime":913.41,"body":"York and have a sales manager"},{"speaker":"Dean Karrel","startTime":913.41,"endTime":915.9,"body":"who's based in Saratoga Springs,"},{"speaker":"Dean Karrel","startTime":913.41,"endTime":915.9,"body":"New York, his name was Gary"},{"speaker":"Dean Karrel","startTime":915.9,"endTime":920.55,"body":"Gottschall. And he taught me the"},{"speaker":"Dean Karrel","startTime":915.9,"endTime":920.55,"body":"basic skills. You know, we're"},{"speaker":"Dean Karrel","startTime":920.55,"endTime":924.6,"body":"all pretty much the same."},{"speaker":"Dean Karrel","startTime":920.55,"endTime":924.6,"body":"There's always that 5% guy who"},{"speaker":"Dean Karrel","startTime":924.75,"endTime":928.29,"body":"gets an A on every test, who"},{"speaker":"Dean Karrel","startTime":924.75,"endTime":928.29,"body":"knows all of the answers without"},{"speaker":"Dean Karrel","startTime":928.29,"endTime":932.7,"body":"studying, but where did the rest"},{"speaker":"Dean Karrel","startTime":928.29,"endTime":932.7,"body":"of us fit in? And he said, It's"},{"speaker":"Dean Karrel","startTime":932.7,"endTime":938.37,"body":"the simple things of show up on"},{"speaker":"Dean Karrel","startTime":932.7,"endTime":938.37,"body":"time, follow up, smile, say"},{"speaker":"Dean Karrel","startTime":938.37,"endTime":943.38,"body":"hello. These are all again, the"},{"speaker":"Dean Karrel","startTime":938.37,"endTime":943.38,"body":"basics, but so many people take"},{"speaker":"Dean Karrel","startTime":943.38,"endTime":947.73,"body":"for granted. So it's always"},{"speaker":"Dean Karrel","startTime":943.38,"endTime":947.73,"body":"nice. When people do we smile,"},{"speaker":"Dean Karrel","startTime":947.73,"endTime":951.96,"body":"you always say hello, well, how"},{"speaker":"Dean Karrel","startTime":947.73,"endTime":951.96,"body":"hard is that. So my very first"},{"speaker":"Dean Karrel","startTime":951.96,"endTime":954.66,"body":"manager would say, these are"},{"speaker":"Dean Karrel","startTime":951.96,"endTime":954.66,"body":"skills you're learn from your"},{"speaker":"Dean Karrel","startTime":954.66,"endTime":958.29,"body":"parents. And these are skills"},{"speaker":"Dean Karrel","startTime":954.66,"endTime":958.29,"body":"you learn in business of how you"},{"speaker":"Dean Karrel","startTime":958.29,"endTime":961.59,"body":"distinguish yourself, or"},{"speaker":"Dean Karrel","startTime":958.29,"endTime":961.59,"body":"separate yourself from everybody"},{"speaker":"Dean Karrel","startTime":961.59,"endTime":963.57,"body":"else who may be out in the"},{"speaker":"Dean Karrel","startTime":961.59,"endTime":963.57,"body":"marketplace."},{"speaker":"Dave Crenshaw","startTime":964.47,"endTime":966.99,"body":"And you have a"},{"speaker":"Dave Crenshaw","startTime":964.47,"endTime":966.99,"body":"wonderful book about that called"},{"speaker":"Dave Crenshaw","startTime":966.99,"endTime":972.18,"body":"mastering the basics, which I"},{"speaker":"Dave Crenshaw","startTime":966.99,"endTime":972.18,"body":"actually got for my kids to read"},{"speaker":"Dave Crenshaw","startTime":972.18,"endTime":974.91,"body":"and learn some of that stuff."},{"speaker":"Dave Crenshaw","startTime":972.18,"endTime":974.91,"body":"But I am going to throw"},{"speaker":"Dave Crenshaw","startTime":974.91,"endTime":978.75,"body":"something in here about it."},{"speaker":"Dave Crenshaw","startTime":974.91,"endTime":978.75,"body":"Because yes, you possess all"},{"speaker":"Dave Crenshaw","startTime":978.75,"endTime":981.54,"body":"those skills, and you've learned"},{"speaker":"Dave Crenshaw","startTime":978.75,"endTime":981.54,"body":"them and you've developed them."},{"speaker":"Dave Crenshaw","startTime":982.44,"endTime":986.1,"body":"But we both know that there are"},{"speaker":"Dave Crenshaw","startTime":982.44,"endTime":986.1,"body":"people who can also have those"},{"speaker":"Dave Crenshaw","startTime":986.1,"endTime":989.49,"body":"skills of researching people and"},{"speaker":"Dave Crenshaw","startTime":986.1,"endTime":989.49,"body":"saying hello, and smiling and"},{"speaker":"Dave Crenshaw","startTime":989.49,"endTime":994.68,"body":"everything and get behind it,"},{"speaker":"Dave Crenshaw","startTime":989.49,"endTime":994.68,"body":"you know that the intent is"},{"speaker":"Dave Crenshaw","startTime":994.68,"endTime":999.09,"body":"purely to make money, right?"},{"speaker":"Dave Crenshaw","startTime":994.68,"endTime":999.09,"body":"When you meet someone in sales,"},{"speaker":"Dave Crenshaw","startTime":999.09,"endTime":1003.68,"body":"who is going through all those"},{"speaker":"Dave Crenshaw","startTime":999.09,"endTime":1003.68,"body":"motions as they should, but you"},{"speaker":"Dave Crenshaw","startTime":1003.68,"endTime":1008.03,"body":"don't feel the care. And one of"},{"speaker":"Dave Crenshaw","startTime":1003.68,"endTime":1008.03,"body":"the things that I know about"},{"speaker":"Dave Crenshaw","startTime":1008.03,"endTime":1011.6,"body":"you, Dean, and I've come to love"},{"speaker":"Dave Crenshaw","startTime":1008.03,"endTime":1011.6,"body":"about you, is all of those"},{"speaker":"Dave Crenshaw","startTime":1011.6,"endTime":1017.45,"body":"skills underneath have a current"},{"speaker":"Dave Crenshaw","startTime":1011.6,"endTime":1017.45,"body":"of I love people, and I care"},{"speaker":"Dave Crenshaw","startTime":1017.45,"endTime":1021.2,"body":"about people. Where did that"},{"speaker":"Dave Crenshaw","startTime":1017.45,"endTime":1021.2,"body":"come from? Or is that just who"},{"speaker":"Dave Crenshaw","startTime":1021.2,"endTime":1022.04,"body":"you've always been?"},{"speaker":"Dean Karrel","startTime":1022.7,"endTime":1024.71,"body":"Well, I'm"},{"speaker":"Dean Karrel","startTime":1022.7,"endTime":1024.71,"body":"fortunate, I think that's who I"},{"speaker":"Dean Karrel","startTime":1024.71,"endTime":1028.82,"body":"am again, but I did learn that"},{"speaker":"Dean Karrel","startTime":1024.71,"endTime":1028.82,"body":"from family and friends. And,"},{"speaker":"Dean Karrel","startTime":1029.18,"endTime":1032.51,"body":"again, for me, yes, we all want"},{"speaker":"Dean Karrel","startTime":1029.18,"endTime":1032.51,"body":"to have income and a bank"},{"speaker":"Dean Karrel","startTime":1032.51,"endTime":1036.41,"body":"account that's flush with money."},{"speaker":"Dean Karrel","startTime":1032.51,"endTime":1036.41,"body":"But at the end of the day, it's"},{"speaker":"Dean Karrel","startTime":1036.41,"endTime":1039.41,"body":"friendship and it's family. And"},{"speaker":"Dean Karrel","startTime":1036.41,"endTime":1039.41,"body":"it's friends that that's what"},{"speaker":"Dean Karrel","startTime":1039.41,"endTime":1043.22,"body":"it's all about. I take pride in"},{"speaker":"Dean Karrel","startTime":1039.41,"endTime":1043.22,"body":"the fact that when my kids were"},{"speaker":"Dean Karrel","startTime":1043.22,"endTime":1046.34,"body":"growing up that, yes, I traveled"},{"speaker":"Dean Karrel","startTime":1043.22,"endTime":1046.34,"body":"all over the place, I have a"},{"speaker":"Dean Karrel","startTime":1046.34,"endTime":1050.03,"body":"million miles on United, it's"},{"speaker":"Dean Karrel","startTime":1046.34,"endTime":1050.03,"body":"half a million on American"},{"speaker":"Dean Karrel","startTime":1050.03,"endTime":1054.14,"body":"Airlines. But I got home in time"},{"speaker":"Dean Karrel","startTime":1050.03,"endTime":1054.14,"body":"for my daughter's basketball"},{"speaker":"Dean Karrel","startTime":1054.14,"endTime":1057.5,"body":"games as best as I could for"},{"speaker":"Dean Karrel","startTime":1054.14,"endTime":1057.5,"body":"events that my son was doing."},{"speaker":"Dean Karrel","startTime":1057.5,"endTime":1061.07,"body":"And I would take the red eye"},{"speaker":"Dean Karrel","startTime":1057.5,"endTime":1061.07,"body":"from California, and do the 24"},{"speaker":"Dean Karrel","startTime":1061.07,"endTime":1064.7,"body":"hour trips back and forth in"},{"speaker":"Dean Karrel","startTime":1061.07,"endTime":1064.7,"body":"Chicago. So I could be there for"},{"speaker":"Dean Karrel","startTime":1064.7,"endTime":1068.66,"body":"family events. When people say I"},{"speaker":"Dean Karrel","startTime":1064.7,"endTime":1068.66,"body":"work, you know, I work 18 hours"},{"speaker":"Dean Karrel","startTime":1068.66,"endTime":1072.98,"body":"a day. And you know, I'm Silicon"},{"speaker":"Dean Karrel","startTime":1068.66,"endTime":1072.98,"body":"Valley executive and I pride"},{"speaker":"Dean Karrel","startTime":1072.98,"endTime":1076.34,"body":"myself of working all these"},{"speaker":"Dean Karrel","startTime":1072.98,"endTime":1076.34,"body":"hours. Again, life's too short,"},{"speaker":"Dean Karrel","startTime":1076.4,"endTime":1080.48,"body":"you know, I mean, so it's, it's"},{"speaker":"Dean Karrel","startTime":1076.4,"endTime":1080.48,"body":"you want to experience what"},{"speaker":"Dean Karrel","startTime":1080.48,"endTime":1084.92,"body":"family means what friendship"},{"speaker":"Dean Karrel","startTime":1080.48,"endTime":1084.92,"body":"means. And it's just in my inner"},{"speaker":"Dean Karrel","startTime":1084.92,"endTime":1086.36,"body":"core of what I believe."},{"speaker":"Dave Crenshaw","startTime":1086.84,"endTime":1090.5,"body":"Yeah, yeah. And"},{"speaker":"Dave Crenshaw","startTime":1086.84,"endTime":1090.5,"body":"what I want to do, and in fact,"},{"speaker":"Dave Crenshaw","startTime":1090.5,"endTime":1093.86,"body":"with every guest that I bring"},{"speaker":"Dave Crenshaw","startTime":1090.5,"endTime":1093.86,"body":"on, I don't want to bring on"},{"speaker":"Dave Crenshaw","startTime":1093.86,"endTime":1098.03,"body":"someone who is just financially"},{"speaker":"Dave Crenshaw","startTime":1093.86,"endTime":1098.03,"body":"successful. I believe that there"},{"speaker":"Dave Crenshaw","startTime":1098.03,"endTime":1101.72,"body":"are six achievements, your"},{"speaker":"Dave Crenshaw","startTime":1098.03,"endTime":1101.72,"body":"relationships, your health, your"},{"speaker":"Dave Crenshaw","startTime":1101.72,"endTime":1105.56,"body":"profession, your money"},{"speaker":"Dave Crenshaw","startTime":1101.72,"endTime":1105.56,"body":"management, and a cause, which"},{"speaker":"Dave Crenshaw","startTime":1105.56,"endTime":1108.83,"body":"is greater than money, and then"},{"speaker":"Dave Crenshaw","startTime":1105.56,"endTime":1108.83,"body":"having fun. And I think you're a"},{"speaker":"Dave Crenshaw","startTime":1108.83,"endTime":1113.06,"body":"great example of good balance"},{"speaker":"Dave Crenshaw","startTime":1108.83,"endTime":1113.06,"body":"with all of these things."},{"speaker":"Dean Karrel","startTime":1113.9,"endTime":1115.31,"body":"Well, you're"},{"speaker":"Dean Karrel","startTime":1113.9,"endTime":1115.31,"body":"preaching to the choir, because"},{"speaker":"Dean Karrel","startTime":1115.31,"endTime":1118.91,"body":"you are a great example of you"},{"speaker":"Dean Karrel","startTime":1115.31,"endTime":1118.91,"body":"could use a phrase, you're going"},{"speaker":"Dean Karrel","startTime":1118.91,"endTime":1122.39,"body":"on your oasis, and you shut"},{"speaker":"Dean Karrel","startTime":1118.91,"endTime":1122.39,"body":"down. I mean, you go away. I"},{"speaker":"Dean Karrel","startTime":1122.39,"endTime":1125.03,"body":"mean, you say I'm taking the"},{"speaker":"Dean Karrel","startTime":1122.39,"endTime":1125.03,"body":"family, and we're going to"},{"speaker":"Dean Karrel","startTime":1125.03,"endTime":1127.49,"body":"England, and we're going to"},{"speaker":"Dean Karrel","startTime":1125.03,"endTime":1127.49,"body":"France or whatever. We're just"},{"speaker":"Dean Karrel","startTime":1127.49,"endTime":1131.48,"body":"staying home. Just a staycation."},{"speaker":"Dean Karrel","startTime":1127.49,"endTime":1131.48,"body":"Yes. And you said a great"},{"speaker":"Dean Karrel","startTime":1131.48,"endTime":1135.56,"body":"example for that. And people"},{"speaker":"Dean Karrel","startTime":1131.48,"endTime":1135.56,"body":"should learn from that. There's"},{"speaker":"Dean Karrel","startTime":1135.59,"endTime":1138.92,"body":"always going to be opportunities"},{"speaker":"Dean Karrel","startTime":1135.59,"endTime":1138.92,"body":"to do another job or find a way"},{"speaker":"Dean Karrel","startTime":1138.92,"endTime":1141.53,"body":"to make money, but you're never"},{"speaker":"Dean Karrel","startTime":1138.92,"endTime":1141.53,"body":"going to get back the lost"},{"speaker":"Dean Karrel","startTime":1141.53,"endTime":1143.99,"body":"opportunities of spending it"},{"speaker":"Dean Karrel","startTime":1141.53,"endTime":1143.99,"body":"with your wife and your"},{"speaker":"Dean Karrel","startTime":1143.99,"endTime":1144.5,"body":"children."},{"speaker":"Dave Crenshaw","startTime":1144.98,"endTime":1148.22,"body":"Yes. Okay. So"},{"speaker":"Dave Crenshaw","startTime":1144.98,"endTime":1148.22,"body":"let's let's go back to the dean"},{"speaker":"Dave Crenshaw","startTime":1148.22,"endTime":1152.33,"body":"story here, the progression, the"},{"speaker":"Dave Crenshaw","startTime":1148.22,"endTime":1152.33,"body":"origin story of the hero known"},{"speaker":"Dave Crenshaw","startTime":1152.36,"endTime":1156.86,"body":"as D. So you're in you're in"},{"speaker":"Dave Crenshaw","startTime":1152.36,"endTime":1156.86,"body":"college, right? You're studying"},{"speaker":"Dave Crenshaw","startTime":1156.86,"endTime":1162.05,"body":"broadcasting, correct? Yes. So"},{"speaker":"Dave Crenshaw","startTime":1156.86,"endTime":1162.05,"body":"where was the turning point in"},{"speaker":"Dave Crenshaw","startTime":1162.05,"endTime":1164.48,"body":"your career? Because I know you"},{"speaker":"Dave Crenshaw","startTime":1162.05,"endTime":1164.48,"body":"went into was it publishing"},{"speaker":"Dave Crenshaw","startTime":1164.48,"endTime":1166.94,"body":"first or was there some stuff"},{"speaker":"Dave Crenshaw","startTime":1164.48,"endTime":1166.94,"body":"before publishing?"},{"speaker":"Dean Karrel","startTime":1167.66,"endTime":1170.6,"body":"So I graduated, I"},{"speaker":"Dean Karrel","startTime":1167.66,"endTime":1170.6,"body":"graduated with a degree in"},{"speaker":"Dean Karrel","startTime":1170.66,"endTime":1174.23,"body":"communications and a minor in"},{"speaker":"Dean Karrel","startTime":1170.66,"endTime":1174.23,"body":"journalism. I love writing and I"},{"speaker":"Dean Karrel","startTime":1174.23,"endTime":1178.01,"body":"love current events and things"},{"speaker":"Dean Karrel","startTime":1174.23,"endTime":1178.01,"body":"like that and the broadcasting"},{"speaker":"Dean Karrel","startTime":1178.01,"endTime":1181.16,"body":"aspect. And then when I"},{"speaker":"Dean Karrel","startTime":1178.01,"endTime":1181.16,"body":"graduated, and I realized the"},{"speaker":"Dean Karrel","startTime":1181.16,"endTime":1185.75,"body":"wake up call was, you know, NBC"},{"speaker":"Dean Karrel","startTime":1181.16,"endTime":1185.75,"body":"is not calling for me to do the"},{"speaker":"Dean Karrel","startTime":1185.75,"endTime":1191.51,"body":"game of the week, the Yankees"},{"speaker":"Dean Karrel","startTime":1185.75,"endTime":1191.51,"body":"vs. Red Sox. And, and it would"},{"speaker":"Dean Karrel","startTime":1191.51,"endTime":1195.92,"body":"be a long struggle, so you have"},{"speaker":"Dean Karrel","startTime":1191.51,"endTime":1195.92,"body":"to earn an income. And you know,"},{"speaker":"Dean Karrel","startTime":1195.92,"endTime":1199.97,"body":"bartending can only last so long"},{"speaker":"Dean Karrel","startTime":1195.92,"endTime":1199.97,"body":"and so I worked at a restaurant"},{"speaker":"Dean Karrel","startTime":1200.0,"endTime":1203.69,"body":"And I did that. And then I said,"},{"speaker":"Dean Karrel","startTime":1200.0,"endTime":1203.69,"body":"How do I take my skills from"},{"speaker":"Dean Karrel","startTime":1203.69,"endTime":1207.32,"body":"College of writing, and"},{"speaker":"Dean Karrel","startTime":1203.69,"endTime":1207.32,"body":"communications and take that to"},{"speaker":"Dean Karrel","startTime":1207.32,"endTime":1210.02,"body":"a career that I could actually"},{"speaker":"Dean Karrel","startTime":1207.32,"endTime":1210.02,"body":"make some money. And I"},{"speaker":"Dean Karrel","startTime":1210.02,"endTime":1213.74,"body":"interviewed with publishing"},{"speaker":"Dean Karrel","startTime":1210.02,"endTime":1213.74,"body":"companies. My first job at 22"},{"speaker":"Dean Karrel","startTime":1213.74,"endTime":1218.24,"body":"was, again with Prentice Hall,"},{"speaker":"Dean Karrel","startTime":1213.74,"endTime":1218.24,"body":"which is now Pearson. And I"},{"speaker":"Dean Karrel","startTime":1218.24,"endTime":1221.78,"body":"became a sales representative"},{"speaker":"Dean Karrel","startTime":1218.24,"endTime":1221.78,"body":"calling on professors in upstate"},{"speaker":"Dean Karrel","startTime":1221.78,"endTime":1226.82,"body":"New York from Syracuse to"},{"speaker":"Dean Karrel","startTime":1221.78,"endTime":1226.82,"body":"Buffalo, Jamestown to Elmira, a"},{"speaker":"Dean Karrel","startTime":1226.82,"endTime":1229.88,"body":"territory with you know, 50"},{"speaker":"Dean Karrel","startTime":1226.82,"endTime":1229.88,"body":"different Moats. They were all"},{"speaker":"Dean Karrel","startTime":1229.88,"endTime":1233.24,"body":"community colleges and business"},{"speaker":"Dean Karrel","startTime":1229.88,"endTime":1233.24,"body":"schools, business schools,"},{"speaker":"Dean Karrel","startTime":1233.24,"endTime":1236.69,"body":"meaning business Institute's not"},{"speaker":"Dean Karrel","startTime":1233.24,"endTime":1236.69,"body":"MBA business schools, but you"},{"speaker":"Dean Karrel","startTime":1236.69,"endTime":1240.26,"body":"know, the Elmira School of"},{"speaker":"Dean Karrel","startTime":1236.69,"endTime":1240.26,"body":"Business, and Elmira, New York."},{"speaker":"Dean Karrel","startTime":1240.47,"endTime":1245.93,"body":"So I would see professors with"},{"speaker":"Dean Karrel","startTime":1240.47,"endTime":1245.93,"body":"PhDs, I was 22. I looked about"},{"speaker":"Dean Karrel","startTime":1245.93,"endTime":1251.18,"body":"16, it talks about a learning"},{"speaker":"Dean Karrel","startTime":1245.93,"endTime":1251.18,"body":"curve, and talk about a real hit"},{"speaker":"Dean Karrel","startTime":1251.21,"endTime":1254.63,"body":"on the confidence of like, what"},{"speaker":"Dean Karrel","startTime":1251.21,"endTime":1254.63,"body":"the heck am I doing?"},{"speaker":"Dave Crenshaw","startTime":1255.29,"endTime":1258.62,"body":"So you're out"},{"speaker":"Dave Crenshaw","startTime":1255.29,"endTime":1258.62,"body":"there, you're making these sales"},{"speaker":"Dave Crenshaw","startTime":1258.62,"endTime":1263.3,"body":"calls? You're young, you're you"},{"speaker":"Dave Crenshaw","startTime":1258.62,"endTime":1263.3,"body":"said 22? Right? How much"},{"speaker":"Dave Crenshaw","startTime":1263.3,"endTime":1267.62,"body":"training did you have, before"},{"speaker":"Dave Crenshaw","startTime":1263.3,"endTime":1267.62,"body":"they threw you to the wolves so"},{"speaker":"Dave Crenshaw","startTime":1267.62,"endTime":1270.65,"body":"to speak? Did you feel prepared?"},{"speaker":"Dave Crenshaw","startTime":1267.62,"endTime":1270.65,"body":"Or did you feel like you were"},{"speaker":"Dave Crenshaw","startTime":1270.65,"endTime":1273.26,"body":"just making things up, as you"},{"speaker":"Dave Crenshaw","startTime":1270.65,"endTime":1273.26,"body":"heard going along?"},{"speaker":"Dean Karrel","startTime":1274.01,"endTime":1276.98,"body":"Again, I was very,"},{"speaker":"Dean Karrel","startTime":1274.01,"endTime":1276.98,"body":"very lucky. In this day and age,"},{"speaker":"Dean Karrel","startTime":1277.01,"endTime":1280.25,"body":"we see all the time, people who"},{"speaker":"Dean Karrel","startTime":1277.01,"endTime":1280.25,"body":"were thrown to the wolves, go"},{"speaker":"Dean Karrel","startTime":1280.25,"endTime":1284.0,"body":"make calls or go to try to sell"},{"speaker":"Dean Karrel","startTime":1280.25,"endTime":1284.0,"body":"something. Prentice Hall had a"},{"speaker":"Dean Karrel","startTime":1284.0,"endTime":1288.02,"body":"really good intensive training"},{"speaker":"Dean Karrel","startTime":1284.0,"endTime":1288.02,"body":"program gathering information,"},{"speaker":"Dean Karrel","startTime":1288.11,"endTime":1292.91,"body":"assessing need at that process"},{"speaker":"Dean Karrel","startTime":1288.11,"endTime":1292.91,"body":"of presenting product imp, still"},{"speaker":"Dean Karrel","startTime":1292.91,"endTime":1297.35,"body":"remember all these years later,"},{"speaker":"Dean Karrel","startTime":1292.91,"endTime":1297.35,"body":"nice. And my first sales calls"},{"speaker":"Dean Karrel","startTime":1297.38,"endTime":1300.77,"body":"were before the training mean,"},{"speaker":"Dean Karrel","startTime":1297.38,"endTime":1300.77,"body":"they go find the accounts of"},{"speaker":"Dean Karrel","startTime":1300.77,"endTime":1305.63,"body":"where they were, I used to bring"},{"speaker":"Dean Karrel","startTime":1300.77,"endTime":1305.63,"body":"bags of catalogs and samples,"},{"speaker":"Dean Karrel","startTime":1305.63,"endTime":1308.09,"body":"and oh my gosh, and I would"},{"speaker":"Dean Karrel","startTime":1305.63,"endTime":1308.09,"body":"bring my whole office with me"},{"speaker":"Dean Karrel","startTime":1308.09,"endTime":1311.24,"body":"when I go see customers. And"},{"speaker":"Dean Karrel","startTime":1308.09,"endTime":1311.24,"body":"then I realized after the"},{"speaker":"Dean Karrel","startTime":1311.24,"endTime":1314.42,"body":"training is how you customize it"},{"speaker":"Dean Karrel","startTime":1311.24,"endTime":1314.42,"body":"for when I'm visiting somebody"},{"speaker":"Dean Karrel","startTime":1314.42,"endTime":1318.17,"body":"like Dave Crenshaw, versus"},{"speaker":"Dean Karrel","startTime":1314.42,"endTime":1318.17,"body":"seeing somebody like Todd do it,"},{"speaker":"Dean Karrel","startTime":1318.35,"endTime":1322.58,"body":"or whoever it might be of how"},{"speaker":"Dean Karrel","startTime":1318.35,"endTime":1322.58,"body":"you customize your presentation"},{"speaker":"Dean Karrel","startTime":1322.58,"endTime":1326.75,"body":"based on who you're visiting. So"},{"speaker":"Dean Karrel","startTime":1322.58,"endTime":1326.75,"body":"I get I was very fortunate, I"},{"speaker":"Dean Karrel","startTime":1326.75,"endTime":1330.05,"body":"worked with the number one"},{"speaker":"Dean Karrel","startTime":1326.75,"endTime":1330.05,"body":"publisher, Prentice Hall at the"},{"speaker":"Dean Karrel","startTime":1330.05,"endTime":1334.01,"body":"time, it was Prentice Hall"},{"speaker":"Dean Karrel","startTime":1330.05,"endTime":1334.01,"body":"versus McGraw Hill, I call that"},{"speaker":"Dean Karrel","startTime":1334.01,"endTime":1338.33,"body":"community colleges only, which"},{"speaker":"Dean Karrel","startTime":1334.01,"endTime":1338.33,"body":"means no one else really did"},{"speaker":"Dean Karrel","startTime":1338.33,"endTime":1341.69,"body":"that. At that time. They didn't"},{"speaker":"Dean Karrel","startTime":1338.33,"endTime":1341.69,"body":"have sales representatives"},{"speaker":"Dean Karrel","startTime":1341.69,"endTime":1344.24,"body":"calling at community colleges."},{"speaker":"Dean Karrel","startTime":1341.69,"endTime":1344.24,"body":"So when I would show up, even"},{"speaker":"Dean Karrel","startTime":1344.24,"endTime":1347.42,"body":"though I looked inexperienced,"},{"speaker":"Dean Karrel","startTime":1344.24,"endTime":1347.42,"body":"and young professors would"},{"speaker":"Dean Karrel","startTime":1347.42,"endTime":1351.5,"body":"actually say, Come right in. So"},{"speaker":"Dean Karrel","startTime":1347.42,"endTime":1351.5,"body":"I thought sales was easy."},{"speaker":"Dean Karrel","startTime":1353.0,"endTime":1356.51,"body":"Because number one supplier"},{"speaker":"Dean Karrel","startTime":1353.0,"endTime":1356.51,"body":"number one product in a"},{"speaker":"Dean Karrel","startTime":1356.51,"endTime":1359.36,"body":"territory where other sales"},{"speaker":"Dean Karrel","startTime":1356.51,"endTime":1359.36,"body":"representatives really didn't"},{"speaker":"Dean Karrel","startTime":1359.36,"endTime":1363.59,"body":"show up, you know, so I'm making"},{"speaker":"Dean Karrel","startTime":1359.36,"endTime":1363.59,"body":"$10,000 a year and I have $100 A"},{"speaker":"Dean Karrel","startTime":1363.59,"endTime":1366.11,"body":"week spent expense account, so I"},{"speaker":"Dean Karrel","startTime":1363.59,"endTime":1366.11,"body":"thought I was in heaven."},{"speaker":"Dave Crenshaw","startTime":1367.13,"endTime":1368.96,"body":"Well, back then"},{"speaker":"Dave Crenshaw","startTime":1367.13,"endTime":1368.96,"body":"that was That was some good"},{"speaker":"Dave Crenshaw","startTime":1368.96,"endTime":1376.49,"body":"money, right? Okay, so what was"},{"speaker":"Dave Crenshaw","startTime":1368.96,"endTime":1376.49,"body":"the mistake? The obviously you"},{"speaker":"Dave Crenshaw","startTime":1376.49,"endTime":1381.62,"body":"were young during that time, and"},{"speaker":"Dave Crenshaw","startTime":1376.49,"endTime":1381.62,"body":"to be young is to make errors"},{"speaker":"Dave Crenshaw","startTime":1381.65,"endTime":1383.96,"body":"and learn from them, which you"},{"speaker":"Dave Crenshaw","startTime":1381.65,"endTime":1383.96,"body":"certainly have what's one"},{"speaker":"Dave Crenshaw","startTime":1383.96,"endTime":1385.94,"body":"mistake that you made during"},{"speaker":"Dave Crenshaw","startTime":1383.96,"endTime":1385.94,"body":"that time?"},{"speaker":"Dean Karrel","startTime":1386.78,"endTime":1389.36,"body":"Well, I thought all"},{"speaker":"Dean Karrel","startTime":1386.78,"endTime":1389.36,"body":"sales was that easy. I got"},{"speaker":"Dean Karrel","startTime":1389.36,"endTime":1391.49,"body":"promoted. And I went to a"},{"speaker":"Dean Karrel","startTime":1389.36,"endTime":1391.49,"body":"different division of the"},{"speaker":"Dean Karrel","startTime":1391.49,"endTime":1395.6,"body":"company where I had to now work"},{"speaker":"Dean Karrel","startTime":1391.49,"endTime":1395.6,"body":"and sell to supermarket chains,"},{"speaker":"Dean Karrel","startTime":1395.9,"endTime":1400.46,"body":"and non traditional markets for"},{"speaker":"Dean Karrel","startTime":1395.9,"endTime":1400.46,"body":"books. And who people didn't"},{"speaker":"Dean Karrel","startTime":1400.46,"endTime":1403.76,"body":"know my company didn't know what"},{"speaker":"Dean Karrel","startTime":1400.46,"endTime":1403.76,"body":"I was doing. And I would show up"},{"speaker":"Dean Karrel","startTime":1403.76,"endTime":1407.81,"body":"and I would be told get out."},{"speaker":"Dean Karrel","startTime":1403.76,"endTime":1407.81,"body":"This was an error. So we did a"},{"speaker":"Dean Karrel","startTime":1407.81,"endTime":1411.14,"body":"lot of face to face sales calls."},{"speaker":"Dean Karrel","startTime":1407.81,"endTime":1411.14,"body":"You knocked on doors, you waited"},{"speaker":"Dean Karrel","startTime":1411.14,"endTime":1414.68,"body":"in waiting rooms. This is like"},{"speaker":"Dean Karrel","startTime":1411.14,"endTime":1414.68,"body":"Willy Loman Death of a Salesman"},{"speaker":"Dean Karrel","startTime":1414.68,"endTime":1418.85,"body":"you sat in salesman's offices."},{"speaker":"Dean Karrel","startTime":1414.68,"endTime":1418.85,"body":"So from being Prentice Hall,"},{"speaker":"Dean Karrel","startTime":1418.85,"endTime":1421.91,"body":"number one, textbook publishers"},{"speaker":"Dean Karrel","startTime":1418.85,"endTime":1421.91,"body":"have asked selling general"},{"speaker":"Dean Karrel","startTime":1421.91,"endTime":1425.18,"body":"interest books and business"},{"speaker":"Dean Karrel","startTime":1421.91,"endTime":1425.18,"body":"books to non traditional"},{"speaker":"Dean Karrel","startTime":1425.18,"endTime":1430.82,"body":"markets. I heard the word no. So"},{"speaker":"Dean Karrel","startTime":1425.18,"endTime":1430.82,"body":"the mistake was, Wow, I really"},{"speaker":"Dean Karrel","startTime":1430.82,"endTime":1434.78,"body":"have to be ready. And I have to"},{"speaker":"Dean Karrel","startTime":1430.82,"endTime":1434.78,"body":"learn to have a thick skin. It's"},{"speaker":"Dean Karrel","startTime":1434.78,"endTime":1437.63,"body":"not you can't take it"},{"speaker":"Dean Karrel","startTime":1434.78,"endTime":1437.63,"body":"personally, in business or in"},{"speaker":"Dean Karrel","startTime":1437.63,"endTime":1441.11,"body":"sales when somebody says no,"},{"speaker":"Dean Karrel","startTime":1437.63,"endTime":1441.11,"body":"there's a reason for it. But I"},{"speaker":"Dean Karrel","startTime":1441.11,"endTime":1446.39,"body":"took it personally. And it's a"},{"speaker":"Dean Karrel","startTime":1441.11,"endTime":1446.39,"body":"big lesson of it's tough out"},{"speaker":"Dean Karrel","startTime":1446.39,"endTime":1447.65,"body":"there that times."},{"speaker":"Dave Crenshaw","startTime":1448.1,"endTime":1450.41,"body":"So the first"},{"speaker":"Dave Crenshaw","startTime":1448.1,"endTime":1450.41,"body":"lesson that I want to draw from"},{"speaker":"Dave Crenshaw","startTime":1450.41,"endTime":1453.83,"body":"that is that changing your"},{"speaker":"Dave Crenshaw","startTime":1450.41,"endTime":1453.83,"body":"target customer changes"},{"speaker":"Dave Crenshaw","startTime":1453.86,"endTime":1457.16,"body":"everything. A lot of times"},{"speaker":"Dave Crenshaw","startTime":1453.86,"endTime":1457.16,"body":"people make the mistake of"},{"speaker":"Dave Crenshaw","startTime":1457.16,"endTime":1462.32,"body":"thinking, Oh, I'm going to sell"},{"speaker":"Dave Crenshaw","startTime":1457.16,"endTime":1462.32,"body":"to everyone, whatever it is, or"},{"speaker":"Dave Crenshaw","startTime":1462.44,"endTime":1465.23,"body":"because I've had success in this"},{"speaker":"Dave Crenshaw","startTime":1462.44,"endTime":1465.23,"body":"area, I'm going to have success"},{"speaker":"Dave Crenshaw","startTime":1465.23,"endTime":1468.32,"body":"in another area. And it's just"},{"speaker":"Dave Crenshaw","startTime":1465.23,"endTime":1468.32,"body":"not true because the"},{"speaker":"Dave Crenshaw","startTime":1468.32,"endTime":1472.49,"body":"psychological the demographic"},{"speaker":"Dave Crenshaw","startTime":1468.32,"endTime":1472.49,"body":"makeup, what the workday is like"},{"speaker":"Dave Crenshaw","startTime":1472.52,"endTime":1477.47,"body":"is radically different in your"},{"speaker":"Dave Crenshaw","startTime":1472.52,"endTime":1477.47,"body":"case from education to grocery"},{"speaker":"Dave Crenshaw","startTime":1477.47,"endTime":1479.0,"body":"stores, right? Absolutely."},{"speaker":"Dean Karrel","startTime":1479.93,"endTime":1482.27,"body":"I say I'm Prentice"},{"speaker":"Dean Karrel","startTime":1479.93,"endTime":1482.27,"body":"Hall. I go to Monroe Community"},{"speaker":"Dean Karrel","startTime":1482.27,"endTime":1485.69,"body":"College in Rochester, New York."},{"speaker":"Dean Karrel","startTime":1482.27,"endTime":1485.69,"body":"Hello, Dean. Great to see you"},{"speaker":"Dean Karrel","startTime":1485.69,"endTime":1489.95,"body":"again. And then six months"},{"speaker":"Dean Karrel","startTime":1485.69,"endTime":1489.95,"body":"later, I'm in Albany, New York"},{"speaker":"Dean Karrel","startTime":1489.95,"endTime":1493.58,"body":"calling on Price Chopper"},{"speaker":"Dean Karrel","startTime":1489.95,"endTime":1493.58,"body":"supermarkets. And it was dean"},{"speaker":"Dean Karrel","startTime":1493.58,"endTime":1499.58,"body":"who Prentice Hall watch, you"},{"speaker":"Dean Karrel","startTime":1493.58,"endTime":1499.58,"body":"sell textbooks. You know, and"},{"speaker":"Dean Karrel","startTime":1499.61,"endTime":1502.85,"body":"none of No, no, we have no time"},{"speaker":"Dean Karrel","startTime":1499.61,"endTime":1502.85,"body":"for you. Right? And"},{"speaker":"Dave Crenshaw","startTime":1503.75,"endTime":1505.19,"body":"what are you even"},{"speaker":"Dave Crenshaw","startTime":1503.75,"endTime":1505.19,"body":"doing here?"},{"speaker":"Dean Karrel","startTime":1505.43,"endTime":1508.94,"body":"Yep, exactly right."},{"speaker":"Dean Karrel","startTime":1505.43,"endTime":1508.94,"body":"It was exactly. It's so true. So"},{"speaker":"Dean Karrel","startTime":1508.94,"endTime":1511.82,"body":"that was a real learning curve"},{"speaker":"Dean Karrel","startTime":1508.94,"endTime":1511.82,"body":"again in my early 20s."},{"speaker":"Dave Crenshaw","startTime":1512.78,"endTime":1516.41,"body":"So I know that at"},{"speaker":"Dave Crenshaw","startTime":1512.78,"endTime":1516.41,"body":"some point, there was a change."},{"speaker":"Dave Crenshaw","startTime":1516.65,"endTime":1520.88,"body":"And you started working for"},{"speaker":"Dave Crenshaw","startTime":1516.65,"endTime":1520.88,"body":"Wiley, which is really how you"},{"speaker":"Dave Crenshaw","startTime":1520.88,"endTime":1523.58,"body":"at least first heard of my first"},{"speaker":"Dave Crenshaw","startTime":1520.88,"endTime":1523.58,"body":"book, The Myth of Multitasking?"},{"speaker":"Dave Crenshaw","startTime":1523.73,"endTime":1527.3,"body":"Talk to me about what made that"},{"speaker":"Dave Crenshaw","startTime":1523.73,"endTime":1527.3,"body":"change? How did you end up at"},{"speaker":"Dave Crenshaw","startTime":1527.3,"endTime":1529.73,"body":"Wiley? Why did you think it was"},{"speaker":"Dave Crenshaw","startTime":1527.3,"endTime":1529.73,"body":"time to make a change?"},{"speaker":"Dean Karrel","startTime":1529.91,"endTime":1532.04,"body":"Another great"},{"speaker":"Dean Karrel","startTime":1529.91,"endTime":1532.04,"body":"person I worked for was a guy by"},{"speaker":"Dean Karrel","startTime":1532.04,"endTime":1536.33,"body":"the name of George Stanley, who"},{"speaker":"Dean Karrel","startTime":1532.04,"endTime":1536.33,"body":"had gone from Simon and Schuster"},{"speaker":"Dean Karrel","startTime":1536.33,"endTime":1540.53,"body":"to Wiley and I saw him one day"},{"speaker":"Dean Karrel","startTime":1536.33,"endTime":1540.53,"body":"at a convention. And he said to"},{"speaker":"Dean Karrel","startTime":1540.53,"endTime":1542.78,"body":"me, Dean, there's an opening in"},{"speaker":"Dean Karrel","startTime":1540.53,"endTime":1542.78,"body":"one of our businesses, you"},{"speaker":"Dean Karrel","startTime":1542.78,"endTime":1546.05,"body":"should apply for it, then lo and"},{"speaker":"Dean Karrel","startTime":1542.78,"endTime":1546.05,"body":"behold, I did and I got the job"},{"speaker":"Dean Karrel","startTime":1546.05,"endTime":1546.32,"body":"there."},{"speaker":"Dave Crenshaw","startTime":1546.77,"endTime":1550.13,"body":"And how long were"},{"speaker":"Dave Crenshaw","startTime":1546.77,"endTime":1550.13,"body":"you with Wiley, 22 years,"},{"speaker":"Dean Karrel","startTime":1550.25,"endTime":1553.07,"body":"22 years at Wiley,"},{"speaker":"Dean Karrel","startTime":1550.25,"endTime":1553.07,"body":"great company, publicly traded"},{"speaker":"Dean Karrel","startTime":1553.07,"endTime":1557.12,"body":"company. But the family is still"},{"speaker":"Dean Karrel","startTime":1553.07,"endTime":1557.12,"body":"heavily involved seventh eighth"},{"speaker":"Dean Karrel","startTime":1557.12,"endTime":1562.04,"body":"generation since 1807. The Wiley"},{"speaker":"Dean Karrel","startTime":1557.12,"endTime":1562.04,"body":"family is still involved. And"},{"speaker":"Dean Karrel","startTime":1562.07,"endTime":1564.32,"body":"you could be having a"},{"speaker":"Dean Karrel","startTime":1562.07,"endTime":1564.32,"body":"conversation with them, Dave,"},{"speaker":"Dean Karrel","startTime":1564.32,"endTime":1566.66,"body":"and you would never know that"},{"speaker":"Dean Karrel","startTime":1564.32,"endTime":1566.66,"body":"their name is on the building,"},{"speaker":"Dean Karrel","startTime":1566.69,"endTime":1572.51,"body":"just truly authentic, genuine,"},{"speaker":"Dean Karrel","startTime":1566.69,"endTime":1572.51,"body":"caring people. But as you know,"},{"speaker":"Dean Karrel","startTime":1572.66,"endTime":1576.77,"body":"the publishing industry is"},{"speaker":"Dean Karrel","startTime":1572.66,"endTime":1576.77,"body":"tough. And it certainly changed"},{"speaker":"Dean Karrel","startTime":1577.22,"endTime":1581.96,"body":"since the mid 90s, or 2000s. And"},{"speaker":"Dean Karrel","startTime":1577.22,"endTime":1581.96,"body":"now it's a it's a real difficult"},{"speaker":"Dean Karrel","startTime":1581.96,"endTime":1584.9,"body":"business. But when I was there"},{"speaker":"Dean Karrel","startTime":1581.96,"endTime":1584.9,"body":"it was I just had a great time I"},{"speaker":"Dean Karrel","startTime":1585.26,"endTime":1585.74,"body":"loved it."},{"speaker":"Dave Crenshaw","startTime":1586.46,"endTime":1588.38,"body":"Give us just a"},{"speaker":"Dave Crenshaw","startTime":1586.46,"endTime":1588.38,"body":"thumbnail sketch of what your"},{"speaker":"Dave Crenshaw","startTime":1588.38,"endTime":1592.19,"body":"day was like when you were"},{"speaker":"Dave Crenshaw","startTime":1588.38,"endTime":1592.19,"body":"working? What What was what were"},{"speaker":"Dave Crenshaw","startTime":1592.19,"endTime":1593.15,"body":"they paying you to do?"},{"speaker":"Dean Karrel","startTime":1594.02,"endTime":1596.66,"body":"I had I had a"},{"speaker":"Dean Karrel","startTime":1594.02,"endTime":1596.66,"body":"manager who I portrait George"},{"speaker":"Dean Karrel","startTime":1596.66,"endTime":1599.3,"body":"Stanley, who was like my"},{"speaker":"Dean Karrel","startTime":1596.66,"endTime":1599.3,"body":"blocker. I mean, he kept me away"},{"speaker":"Dean Karrel","startTime":1599.3,"endTime":1601.91,"body":"from all the bureaucracy of the"},{"speaker":"Dean Karrel","startTime":1599.3,"endTime":1601.91,"body":"company. And he let me work with"},{"speaker":"Dean Karrel","startTime":1601.91,"endTime":1605.6,"body":"the sales teams that I managed."},{"speaker":"Dean Karrel","startTime":1601.91,"endTime":1605.6,"body":"It was the heyday of publishing,"},{"speaker":"Dean Karrel","startTime":1605.6,"endTime":1609.59,"body":"Barnes and Noble was growing,"},{"speaker":"Dean Karrel","startTime":1605.6,"endTime":1609.59,"body":"borders, bookstores were still"},{"speaker":"Dean Karrel","startTime":1609.59,"endTime":1613.07,"body":"strong, they had to go out of"},{"speaker":"Dean Karrel","startTime":1609.59,"endTime":1613.07,"body":"business yet, books were being"},{"speaker":"Dean Karrel","startTime":1613.07,"endTime":1616.94,"body":"sold all over the place. There"},{"speaker":"Dean Karrel","startTime":1613.07,"endTime":1616.94,"body":"was a small online retailer"},{"speaker":"Dean Karrel","startTime":1616.94,"endTime":1621.32,"body":"starting in Amazon. And you"},{"speaker":"Dean Karrel","startTime":1616.94,"endTime":1621.32,"body":"could put books everywhere. And"},{"speaker":"Dean Karrel","startTime":1621.32,"endTime":1625.82,"body":"it was fun. And Wiley was"},{"speaker":"Dean Karrel","startTime":1621.32,"endTime":1625.82,"body":"acquiring and growing. So I felt"},{"speaker":"Dean Karrel","startTime":1625.82,"endTime":1627.83,"body":"I had a different job every"},{"speaker":"Dean Karrel","startTime":1625.82,"endTime":1627.83,"body":"year."},{"speaker":"Dave Crenshaw","startTime":1627.83,"endTime":1629.78,"body":"And so I have a"},{"speaker":"Dave Crenshaw","startTime":1627.83,"endTime":1629.78,"body":"course on LinkedIn learning"},{"speaker":"Dave Crenshaw","startTime":1629.78,"endTime":1632.3,"body":"called Finding Your Time"},{"speaker":"Dave Crenshaw","startTime":1629.78,"endTime":1632.3,"body":"management style, and people"},{"speaker":"Dave Crenshaw","startTime":1632.3,"endTime":1635.84,"body":"self assess. And what I find is"},{"speaker":"Dave Crenshaw","startTime":1632.3,"endTime":1635.84,"body":"fascinating is I called the"},{"speaker":"Dave Crenshaw","startTime":1635.84,"endTime":1639.65,"body":"variety consistency scale. So on"},{"speaker":"Dave Crenshaw","startTime":1635.84,"endTime":1639.65,"body":"one side, you have people who"},{"speaker":"Dave Crenshaw","startTime":1639.65,"endTime":1643.76,"body":"want variety, and they want"},{"speaker":"Dave Crenshaw","startTime":1639.65,"endTime":1643.76,"body":"things to change up regularly."},{"speaker":"Dave Crenshaw","startTime":1643.76,"endTime":1646.4,"body":"And that makes the job more"},{"speaker":"Dave Crenshaw","startTime":1643.76,"endTime":1646.4,"body":"interesting. And then other"},{"speaker":"Dave Crenshaw","startTime":1646.4,"endTime":1649.76,"body":"people want consistency. They"},{"speaker":"Dave Crenshaw","startTime":1646.4,"endTime":1649.76,"body":"want to do the same thing over"},{"speaker":"Dave Crenshaw","startTime":1649.76,"endTime":1655.16,"body":"and over, because it helps them"},{"speaker":"Dave Crenshaw","startTime":1649.76,"endTime":1655.16,"body":"feel the routine they love. So"},{"speaker":"Dave Crenshaw","startTime":1655.34,"endTime":1658.1,"body":"it sounds like you would lean"},{"speaker":"Dave Crenshaw","startTime":1655.34,"endTime":1658.1,"body":"more toward the variety side of"},{"speaker":"Dave Crenshaw","startTime":1658.1,"endTime":1659.69,"body":"things is that accurate?"},{"speaker":"Dean Karrel","startTime":1660.65,"endTime":1662.45,"body":"Well change can"},{"speaker":"Dean Karrel","startTime":1660.65,"endTime":1662.45,"body":"mean a variety of things as"},{"speaker":"Dean Karrel","startTime":1662.45,"endTime":1665.45,"body":"positive change, which is"},{"speaker":"Dean Karrel","startTime":1662.45,"endTime":1665.45,"body":"acquisitions and growth and the"},{"speaker":"Dean Karrel","startTime":1665.45,"endTime":1668.0,"body":"company is expanding. And"},{"speaker":"Dean Karrel","startTime":1665.45,"endTime":1668.0,"body":"there's a negative change when"},{"speaker":"Dean Karrel","startTime":1668.0,"endTime":1670.43,"body":"you're going in the other"},{"speaker":"Dean Karrel","startTime":1668.0,"endTime":1670.43,"body":"direction and restructuring and"},{"speaker":"Dean Karrel","startTime":1670.43,"endTime":1675.14,"body":"reorganizing, where nobody likes"},{"speaker":"Dean Karrel","startTime":1670.43,"endTime":1675.14,"body":"that change. So wildly during"},{"speaker":"Dean Karrel","startTime":1675.14,"endTime":1678.05,"body":"that period of time was"},{"speaker":"Dean Karrel","startTime":1675.14,"endTime":1678.05,"body":"acquiring and adding. And we"},{"speaker":"Dean Karrel","startTime":1678.05,"endTime":1682.52,"body":"were adding staff and bringing"},{"speaker":"Dean Karrel","startTime":1678.05,"endTime":1682.52,"body":"in new people and energetic"},{"speaker":"Dean Karrel","startTime":1682.52,"endTime":1686.33,"body":"people, fun people and good"},{"speaker":"Dean Karrel","startTime":1682.52,"endTime":1686.33,"body":"retailers, brick and mortar"},{"speaker":"Dean Karrel","startTime":1686.33,"endTime":1689.87,"body":"retailers, independent"},{"speaker":"Dean Karrel","startTime":1686.33,"endTime":1689.87,"body":"bookstores are struggling, but"},{"speaker":"Dean Karrel","startTime":1689.87,"endTime":1694.1,"body":"they were still powerhouses in"},{"speaker":"Dean Karrel","startTime":1689.87,"endTime":1694.1,"body":"each city. And the online retail"},{"speaker":"Dean Karrel","startTime":1694.1,"endTime":1696.02,"body":"market had not yet exploded yet."},{"speaker":"Dave Crenshaw","startTime":1696.23,"endTime":1699.68,"body":"So you were there"},{"speaker":"Dave Crenshaw","startTime":1696.23,"endTime":1699.68,"body":"for 22 years. And you saw the"},{"speaker":"Dave Crenshaw","startTime":1699.68,"endTime":1704.27,"body":"transition to electronic"},{"speaker":"Dave Crenshaw","startTime":1699.68,"endTime":1704.27,"body":"publishing. And then gradually,"},{"speaker":"Dave Crenshaw","startTime":1704.3,"endTime":1707.06,"body":"were you still there when it"},{"speaker":"Dave Crenshaw","startTime":1704.3,"endTime":1707.06,"body":"started to have the gradual"},{"speaker":"Dave Crenshaw","startTime":1707.06,"endTime":1709.97,"body":"decline of the publishing"},{"speaker":"Dave Crenshaw","startTime":1707.06,"endTime":1709.97,"body":"industry because of everything"},{"speaker":"Dave Crenshaw","startTime":1709.97,"endTime":1710.93,"body":"that happened with Amazon,"},{"speaker":"Dean Karrel","startTime":1711.02,"endTime":1713.87,"body":"you know, the world"},{"speaker":"Dean Karrel","startTime":1711.02,"endTime":1713.87,"body":"changed in the US, I think in"},{"speaker":"Dean Karrel","startTime":1713.87,"endTime":1719.42,"body":"2008 It was an economic crisis"},{"speaker":"Dean Karrel","startTime":1713.87,"endTime":1719.42,"body":"then. And borders, bookstores"},{"speaker":"Dean Karrel","startTime":1719.45,"endTime":1723.8,"body":"started to struggle. Amazon"},{"speaker":"Dean Karrel","startTime":1719.45,"endTime":1723.8,"body":"became more powerful. So the the"},{"speaker":"Dean Karrel","startTime":1723.8,"endTime":1729.23,"body":"business really changed and it"},{"speaker":"Dean Karrel","startTime":1723.8,"endTime":1729.23,"body":"became a struggle to get you"},{"speaker":"Dean Karrel","startTime":1729.23,"endTime":1732.5,"body":"will you know this firsthand in"},{"speaker":"Dean Karrel","startTime":1729.23,"endTime":1732.5,"body":"your first books published how"},{"speaker":"Dean Karrel","startTime":1732.5,"endTime":1733.01,"body":"hard it"},{"speaker":"Dave Crenshaw","startTime":1733.07,"endTime":1735.44,"body":"was published,"},{"speaker":"Dave Crenshaw","startTime":1733.07,"endTime":1735.44,"body":"right during that time. Oh,"},{"speaker":"Dave Crenshaw","startTime":1735.47,"endTime":1738.14,"body":"that's when met the multitasking"},{"speaker":"Dave Crenshaw","startTime":1735.47,"endTime":1738.14,"body":"came out with this 3000 The"},{"speaker":"Dave Crenshaw","startTime":1738.14,"endTime":1738.89,"body":"first edition"},{"speaker":"Dean Karrel","startTime":1738.89,"endTime":1742.76,"body":"Yeah. And that was"},{"speaker":"Dean Karrel","startTime":1738.89,"endTime":1742.76,"body":"it was so tough. So instead of"},{"speaker":"Dean Karrel","startTime":1742.76,"endTime":1745.76,"body":"having fun and working with"},{"speaker":"Dean Karrel","startTime":1742.76,"endTime":1745.76,"body":"customers, it was the struggle"},{"speaker":"Dean Karrel","startTime":1745.76,"endTime":1751.31,"body":"to keep customers, our retailer"},{"speaker":"Dean Karrel","startTime":1745.76,"endTime":1751.31,"body":"still in business. Amazon, God"},{"speaker":"Dean Karrel","startTime":1751.31,"endTime":1753.98,"body":"bless them is a terrific"},{"speaker":"Dean Karrel","startTime":1751.31,"endTime":1753.98,"body":"company, but they're tough and"},{"speaker":"Dean Karrel","startTime":1753.98,"endTime":1758.6,"body":"they got very, very powerful."},{"speaker":"Dean Karrel","startTime":1753.98,"endTime":1758.6,"body":"And and they do a marvelous job,"},{"speaker":"Dean Karrel","startTime":1758.6,"endTime":1761.12,"body":"obviously in distributing"},{"speaker":"Dean Karrel","startTime":1758.6,"endTime":1761.12,"body":"distributing books and"},{"speaker":"Dean Karrel","startTime":1761.12,"endTime":1764.57,"body":"everything. But they put"},{"speaker":"Dean Karrel","startTime":1761.12,"endTime":1764.57,"body":"pressure on all retailers from"},{"speaker":"Dean Karrel","startTime":1764.57,"endTime":1769.76,"body":"Barnes and Noble to the small"},{"speaker":"Dean Karrel","startTime":1764.57,"endTime":1769.76,"body":"Corner Bookstore. And so around"},{"speaker":"Dean Karrel","startTime":1769.76,"endTime":1774.86,"body":"2010 borders, went out of"},{"speaker":"Dean Karrel","startTime":1769.76,"endTime":1774.86,"body":"business, went chapter 11. And"},{"speaker":"Dean Karrel","startTime":1774.86,"endTime":1776.96,"body":"then some of the smaller"},{"speaker":"Dean Karrel","startTime":1774.86,"endTime":1776.96,"body":"distributors went out of"},{"speaker":"Dean Karrel","startTime":1776.96,"endTime":1780.56,"body":"business and the industry"},{"speaker":"Dean Karrel","startTime":1776.96,"endTime":1780.56,"body":"started to consolidate then"},{"speaker":"Dean Karrel","startTime":1780.56,"endTime":1784.4,"body":"unfortunately, I had the job of"},{"speaker":"Dean Karrel","startTime":1780.56,"endTime":1784.4,"body":"restructuring, reorganizing,"},{"speaker":"Dean Karrel","startTime":1784.61,"endTime":1787.91,"body":"which is a nice way of saying I"},{"speaker":"Dean Karrel","startTime":1784.61,"endTime":1787.91,"body":"had to let people go. So that's"},{"speaker":"Dean Karrel","startTime":1787.91,"endTime":1789.23,"body":"not fun. And"},{"speaker":"Dave Crenshaw","startTime":1789.44,"endTime":1792.08,"body":"that Oh, what an"},{"speaker":"Dave Crenshaw","startTime":1789.44,"endTime":1792.08,"body":"interesting evolution. Right? I"},{"speaker":"Dave Crenshaw","startTime":1792.08,"endTime":1795.26,"body":"mean, you because you're talking"},{"speaker":"Dave Crenshaw","startTime":1792.08,"endTime":1795.26,"body":"about how you were in it for 22"},{"speaker":"Dave Crenshaw","startTime":1795.26,"endTime":1799.37,"body":"years it was expand, acquire new"},{"speaker":"Dave Crenshaw","startTime":1795.26,"endTime":1799.37,"body":"people bring it on and you see"},{"speaker":"Dave Crenshaw","startTime":1799.37,"endTime":1802.85,"body":"this right And then you started"},{"speaker":"Dave Crenshaw","startTime":1799.37,"endTime":1802.85,"body":"to see it fall again, that would"},{"speaker":"Dave Crenshaw","startTime":1803.09,"endTime":1806.69,"body":"probably be, I'm imagining"},{"speaker":"Dave Crenshaw","startTime":1803.09,"endTime":1806.69,"body":"trying to be you in that"},{"speaker":"Dave Crenshaw","startTime":1806.69,"endTime":1810.53,"body":"situation, that would have been"},{"speaker":"Dave Crenshaw","startTime":1806.69,"endTime":1810.53,"body":"an intense feeling to see that."},{"speaker":"Dean Karrel","startTime":1811.43,"endTime":1814.16,"body":"It was said,"},{"speaker":"Dean Karrel","startTime":1811.43,"endTime":1814.16,"body":"because, again, the industry had"},{"speaker":"Dean Karrel","startTime":1814.16,"endTime":1818.42,"body":"been so strong, the company had"},{"speaker":"Dean Karrel","startTime":1814.16,"endTime":1818.42,"body":"been so strong, and we had to"},{"speaker":"Dean Karrel","startTime":1818.42,"endTime":1821.99,"body":"make changes, we grew. And now"},{"speaker":"Dean Karrel","startTime":1818.42,"endTime":1821.99,"body":"we need to consolidate. But if"},{"speaker":"Dean Karrel","startTime":1821.99,"endTime":1825.11,"body":"you're sitting across the table"},{"speaker":"Dean Karrel","startTime":1821.99,"endTime":1825.11,"body":"from somebody, and if I've hired"},{"speaker":"Dean Karrel","startTime":1825.11,"endTime":1828.68,"body":"you, Dave, and then I have to go"},{"speaker":"Dean Karrel","startTime":1825.11,"endTime":1828.68,"body":"and look at you in the eye and"},{"speaker":"Dean Karrel","startTime":1828.68,"endTime":1831.62,"body":"say, Dave, unfortunately, the"},{"speaker":"Dean Karrel","startTime":1828.68,"endTime":1831.62,"body":"business has changed, and your"},{"speaker":"Dean Karrel","startTime":1831.62,"endTime":1834.44,"body":"job has been impacted, and your"},{"speaker":"Dean Karrel","startTime":1831.62,"endTime":1834.44,"body":"job is going to be eliminated in"},{"speaker":"Dean Karrel","startTime":1834.44,"endTime":1838.25,"body":"three months. That's horrible."},{"speaker":"Dean Karrel","startTime":1834.44,"endTime":1838.25,"body":"And unfortunately, I got good at"},{"speaker":"Dave Crenshaw","startTime":1838.25,"endTime":1841.34,"body":"it, which is so"},{"speaker":"Dave Crenshaw","startTime":1838.25,"endTime":1841.34,"body":"countered to who you you are at"},{"speaker":"Dave Crenshaw","startTime":1841.34,"endTime":1843.11,"body":"your core? Well,"},{"speaker":"Dean Karrel","startTime":1843.65,"endTime":1846.62,"body":"I people would say,"},{"speaker":"Dean Karrel","startTime":1843.65,"endTime":1846.62,"body":"Dean, you have stress on your"},{"speaker":"Dean Karrel","startTime":1846.62,"endTime":1850.01,"body":"face, no one wanted to let"},{"speaker":"Dean Karrel","startTime":1846.62,"endTime":1850.01,"body":"people go. While he was a very"},{"speaker":"Dean Karrel","startTime":1850.01,"endTime":1853.88,"body":"family oriented, caring company."},{"speaker":"Dean Karrel","startTime":1850.01,"endTime":1853.88,"body":"And the latest, I said that why"},{"speaker":"Dean Karrel","startTime":1853.88,"endTime":1858.02,"body":"we family embraced everybody."},{"speaker":"Dean Karrel","startTime":1853.88,"endTime":1858.02,"body":"And then here it was, for the"},{"speaker":"Dean Karrel","startTime":1858.02,"endTime":1862.04,"body":"right reasons we needed to"},{"speaker":"Dean Karrel","startTime":1858.02,"endTime":1862.04,"body":"consolidate. So I came back from"},{"speaker":"Dean Karrel","startTime":1862.04,"endTime":1865.58,"body":"a trip once and somebody from"},{"speaker":"Dean Karrel","startTime":1862.04,"endTime":1865.58,"body":"Human Resources said, Dean, you"},{"speaker":"Dean Karrel","startTime":1865.58,"endTime":1869.78,"body":"do this, so we'll let people go"},{"speaker":"Dean Karrel","startTime":1865.58,"endTime":1869.78,"body":"with such care and compassion."},{"speaker":"Dean Karrel","startTime":1870.65,"endTime":1873.23,"body":"And I said, You know what, it's"},{"speaker":"Dean Karrel","startTime":1870.65,"endTime":1873.23,"body":"nice. I don't want that on my"},{"speaker":"Dean Karrel","startTime":1873.23,"endTime":1877.91,"body":"tombstone. You know, he left me"},{"speaker":"Dean Karrel","startTime":1873.23,"endTime":1877.91,"body":"with care and compassion. And,"},{"speaker":"Dean Karrel","startTime":1878.48,"endTime":1883.22,"body":"you know, it was time and I left"},{"speaker":"Dean Karrel","startTime":1878.48,"endTime":1883.22,"body":"the company 2015. So it was"},{"speaker":"Dean Karrel","startTime":1883.22,"endTime":1887.63,"body":"three years of real difficult"},{"speaker":"Dean Karrel","startTime":1883.22,"endTime":1887.63,"body":"times, restructuring,"},{"speaker":"Dean Karrel","startTime":1887.63,"endTime":1892.73,"body":"reorganizing, redeploying all of"},{"speaker":"Dean Karrel","startTime":1887.63,"endTime":1892.73,"body":"those words, the buzzwords, and"},{"speaker":"Dean Karrel","startTime":1892.76,"endTime":1896.42,"body":"I left on good terms. So it was"},{"speaker":"Dean Karrel","startTime":1892.76,"endTime":1896.42,"body":"this time. And I needed to"},{"speaker":"Dean Karrel","startTime":1896.42,"endTime":1900.53,"body":"explore new opportunities in my"},{"speaker":"Dean Karrel","startTime":1896.42,"endTime":1900.53,"body":"life and career, I still am in"},{"speaker":"Dean Karrel","startTime":1900.53,"endTime":1902.69,"body":"good standing still stay in"},{"speaker":"Dean Karrel","startTime":1900.53,"endTime":1902.69,"body":"touch with people with the"},{"speaker":"Dean Karrel","startTime":1902.69,"endTime":1906.47,"body":"company. But it was, I was not"},{"speaker":"Dean Karrel","startTime":1902.69,"endTime":1906.47,"body":"happy. It was not happy."},{"speaker":"Dave Crenshaw","startTime":1907.1,"endTime":1909.41,"body":"Yeah, what"},{"speaker":"Dave Crenshaw","startTime":1907.1,"endTime":1909.41,"body":"doesn't, it doesn't surprise me"},{"speaker":"Dave Crenshaw","startTime":1909.41,"endTime":1911.81,"body":"that you, you're still in good"},{"speaker":"Dave Crenshaw","startTime":1909.41,"endTime":1911.81,"body":"standing with them? Because"},{"speaker":"Dave Crenshaw","startTime":1911.81,"endTime":1914.63,"body":"that's just part of who you are."},{"speaker":"Dave Crenshaw","startTime":1911.81,"endTime":1914.63,"body":"You build relationships. So"},{"speaker":"Dave Crenshaw","startTime":1914.63,"endTime":1918.35,"body":"well. I think we're all better"},{"speaker":"Dave Crenshaw","startTime":1914.63,"endTime":1918.35,"body":"for the fact that you didn't"},{"speaker":"Dave Crenshaw","startTime":1918.35,"endTime":1921.38,"body":"stay in that place that you were"},{"speaker":"Dave Crenshaw","startTime":1918.35,"endTime":1921.38,"body":"uncomfortable, because what"},{"speaker":"Dave Crenshaw","startTime":1921.38,"endTime":1924.8,"body":"you've been doing since then, is"},{"speaker":"Dave Crenshaw","startTime":1921.38,"endTime":1924.8,"body":"remarkable. So talk to me about"},{"speaker":"Dave Crenshaw","startTime":1924.83,"endTime":1928.25,"body":"the things that you were doing"},{"speaker":"Dave Crenshaw","startTime":1924.83,"endTime":1928.25,"body":"when you left in 2015."},{"speaker":"Dean Karrel","startTime":1929.03,"endTime":1930.44,"body":"So it's"},{"speaker":"Dean Karrel","startTime":1929.03,"endTime":1930.44,"body":"understandable to talk with"},{"speaker":"Dean Karrel","startTime":1930.44,"endTime":1932.78,"body":"people. Now sometimes when they"},{"speaker":"Dean Karrel","startTime":1930.44,"endTime":1932.78,"body":"leave companies, they say, Well,"},{"speaker":"Dean Karrel","startTime":1932.78,"endTime":1935.81,"body":"I'm going to take you talk about"},{"speaker":"Dean Karrel","startTime":1932.78,"endTime":1935.81,"body":"the word oasis. But some people"},{"speaker":"Dean Karrel","startTime":1935.81,"endTime":1937.94,"body":"use the phrase, well, I'm gonna"},{"speaker":"Dean Karrel","startTime":1935.81,"endTime":1937.94,"body":"we're gonna re energize,"},{"speaker":"Dean Karrel","startTime":1937.94,"endTime":1940.46,"body":"regroup, and they take six"},{"speaker":"Dean Karrel","startTime":1937.94,"endTime":1940.46,"body":"months off after they leave a"},{"speaker":"Dean Karrel","startTime":1940.46,"endTime":1944.0,"body":"job. And I can't I couldn't do"},{"speaker":"Dean Karrel","startTime":1940.46,"endTime":1944.0,"body":"that."},{"speaker":"Dave Crenshaw","startTime":1944.12,"endTime":1946.13,"body":"And if I can just"},{"speaker":"Dave Crenshaw","startTime":1944.12,"endTime":1946.13,"body":"insert, that's not what I"},{"speaker":"Dave Crenshaw","startTime":1946.13,"endTime":1948.89,"body":"recommend with the Oasis, the"},{"speaker":"Dave Crenshaw","startTime":1946.13,"endTime":1948.89,"body":"whole, the whole point of taking"},{"speaker":"Dave Crenshaw","startTime":1948.89,"endTime":1952.37,"body":"breaks is it's a break. And it's"},{"speaker":"Dave Crenshaw","startTime":1948.89,"endTime":1952.37,"body":"brief. And then you go back to"},{"speaker":"Dave Crenshaw","startTime":1952.37,"endTime":1954.41,"body":"what you're doing. So you"},{"speaker":"Dave Crenshaw","startTime":1952.37,"endTime":1954.41,"body":"couldn't sit still, you had to"},{"speaker":"Dave Crenshaw","startTime":1954.41,"endTime":1954.95,"body":"keep going."},{"speaker":"Dean Karrel","startTime":1955.76,"endTime":1958.67,"body":"So I left on"},{"speaker":"Dean Karrel","startTime":1955.76,"endTime":1958.67,"body":"January 30. And by February 2, I"},{"speaker":"Dean Karrel","startTime":1958.67,"endTime":1961.28,"body":"was sort of figuring out trying"},{"speaker":"Dean Karrel","startTime":1958.67,"endTime":1961.28,"body":"to figure out what my plan would"},{"speaker":"Dean Karrel","startTime":1961.28,"endTime":1964.28,"body":"be. And I was talking about"},{"speaker":"Dean Karrel","startTime":1961.28,"endTime":1964.28,"body":"having plans, you got to have a"},{"speaker":"Dean Karrel","startTime":1964.28,"endTime":1967.97,"body":"strategy, I could have gone to"},{"speaker":"Dean Karrel","startTime":1964.28,"endTime":1967.97,"body":"another publisher. But I would"},{"speaker":"Dean Karrel","startTime":1967.97,"endTime":1970.04,"body":"have faced the same hurdles. But"},{"speaker":"Dean Karrel","startTime":1967.97,"endTime":1970.04,"body":"that would have been an easy"},{"speaker":"Dean Karrel","startTime":1970.04,"endTime":1974.33,"body":"choice. Just join another"},{"speaker":"Dean Karrel","startTime":1970.04,"endTime":1974.33,"body":"company, I could use my sales"},{"speaker":"Dean Karrel","startTime":1974.33,"endTime":1977.84,"body":"experience and go to a different"},{"speaker":"Dean Karrel","startTime":1974.33,"endTime":1977.84,"body":"parallel industry, possibly,"},{"speaker":"Dean Karrel","startTime":1977.84,"endTime":1980.81,"body":"maybe music or entertainment"},{"speaker":"Dean Karrel","startTime":1977.84,"endTime":1980.81,"body":"communication. And then you"},{"speaker":"Dean Karrel","startTime":1980.81,"endTime":1982.85,"body":"start to think more radical"},{"speaker":"Dean Karrel","startTime":1980.81,"endTime":1982.85,"body":"ideas, you know, what are the"},{"speaker":"Dean Karrel","startTime":1982.85,"endTime":1985.91,"body":"things that I enjoy doing? Well,"},{"speaker":"Dean Karrel","startTime":1982.85,"endTime":1985.91,"body":"I enjoy working and coaching"},{"speaker":"Dean Karrel","startTime":1985.91,"endTime":1989.48,"body":"with people motivating and"},{"speaker":"Dean Karrel","startTime":1985.91,"endTime":1989.48,"body":"encouraging. So you get that"},{"speaker":"Dean Karrel","startTime":1989.48,"endTime":1995.18,"body":"aspect of training and coaching."},{"speaker":"Dean Karrel","startTime":1989.48,"endTime":1995.18,"body":"And I said, Well, let me explore"},{"speaker":"Dean Karrel","startTime":1995.18,"endTime":1997.88,"body":"that. And I went back to school,"},{"speaker":"Dean Karrel","startTime":1995.18,"endTime":1997.88,"body":"I applied to New York"},{"speaker":"Dean Karrel","startTime":1997.88,"endTime":2002.2,"body":"University's Human Resources"},{"speaker":"Dean Karrel","startTime":1997.88,"endTime":2002.2,"body":"Program with coaching and career"},{"speaker":"Dean Karrel","startTime":2002.2,"endTime":2005.95,"body":"advising. And that was the"},{"speaker":"Dean Karrel","startTime":2002.2,"endTime":2005.95,"body":"smartest thing I could have done"},{"speaker":"Dean Karrel","startTime":2005.95,"endTime":2010.96,"body":"because it reenergized me in"},{"speaker":"Dean Karrel","startTime":2005.95,"endTime":2010.96,"body":"work with students, half my age"},{"speaker":"Dean Karrel","startTime":2010.96,"endTime":2015.55,"body":"or more. They're all in their"},{"speaker":"Dean Karrel","startTime":2010.96,"endTime":2015.55,"body":"late 20s, early 30s, early 20s."},{"speaker":"Dean Karrel","startTime":2015.91,"endTime":2021.7,"body":"And I was in classes. And it was"},{"speaker":"Dean Karrel","startTime":2015.91,"endTime":2021.7,"body":"so much fun, so much fun, until"},{"speaker":"Dean Karrel","startTime":2021.7,"endTime":2024.91,"body":"I had one class where the"},{"speaker":"Dean Karrel","startTime":2021.7,"endTime":2024.91,"body":"instructor says we're going to"},{"speaker":"Dean Karrel","startTime":2024.91,"endTime":2028.93,"body":"be doing eight papers of 15"},{"speaker":"Dean Karrel","startTime":2024.91,"endTime":2028.93,"body":"pages each. And what I'm saying"},{"speaker":"Dean Karrel","startTime":2028.93,"endTime":2032.08,"body":"is I'm not going to be me. So I"},{"speaker":"Dean Karrel","startTime":2028.93,"endTime":2032.08,"body":"quickly dropped out of that"},{"speaker":"Dean Karrel","startTime":2032.08,"endTime":2040.24,"body":"class. And by reinvigorated me"},{"speaker":"Dean Karrel","startTime":2032.08,"endTime":2040.24,"body":"to learn that I wanted to do"},{"speaker":"Dean Karrel","startTime":2040.24,"endTime":2044.14,"body":"what I think that I'm good at,"},{"speaker":"Dean Karrel","startTime":2040.24,"endTime":2044.14,"body":"and that's helping motivate"},{"speaker":"Dean Karrel","startTime":2044.14,"endTime":2048.16,"body":"people overcome obstacles, focus"},{"speaker":"Dean Karrel","startTime":2044.14,"endTime":2048.16,"body":"on their positive skills."},{"speaker":"Dave Crenshaw","startTime":2048.7,"endTime":2050.8,"body":"How did you"},{"speaker":"Dave Crenshaw","startTime":2048.7,"endTime":2050.8,"body":"isolate that? Let's talk about"},{"speaker":"Dave Crenshaw","startTime":2050.8,"endTime":2053.71,"body":"that for just a second. How did"},{"speaker":"Dave Crenshaw","startTime":2050.8,"endTime":2053.71,"body":"you you just said, I want to"},{"speaker":"Dave Crenshaw","startTime":2053.71,"endTime":2057.13,"body":"focus on what I what I'm good"},{"speaker":"Dave Crenshaw","startTime":2053.71,"endTime":2057.13,"body":"at? What was the process that"},{"speaker":"Dave Crenshaw","startTime":2057.13,"endTime":2060.76,"body":"you went through to make that"},{"speaker":"Dave Crenshaw","startTime":2057.13,"endTime":2060.76,"body":"recognition? So you knew that's"},{"speaker":"Dave Crenshaw","startTime":2060.76,"endTime":2062.77,"body":"what you should focus on next in"},{"speaker":"Dave Crenshaw","startTime":2060.76,"endTime":2062.77,"body":"your career."},{"speaker":"Dean Karrel","startTime":2063.43,"endTime":2066.01,"body":"I'm a big believer"},{"speaker":"Dean Karrel","startTime":2063.43,"endTime":2066.01,"body":"in writing things down and you"},{"speaker":"Dean Karrel","startTime":2066.01,"endTime":2068.92,"body":"can did this in business school."},{"speaker":"Dean Karrel","startTime":2066.01,"endTime":2068.92,"body":"You do the SWOT analysis,"},{"speaker":"Dean Karrel","startTime":2068.92,"endTime":2071.53,"body":"strengths, weaknesses,"},{"speaker":"Dean Karrel","startTime":2068.92,"endTime":2071.53,"body":"opportunities and threats. I do"},{"speaker":"Dean Karrel","startTime":2071.53,"endTime":2075.07,"body":"the personal one. And it's very"},{"speaker":"Dean Karrel","startTime":2071.53,"endTime":2075.07,"body":"easy to write down our"},{"speaker":"Dean Karrel","startTime":2075.07,"endTime":2077.65,"body":"weaknesses. I'm not good at"},{"speaker":"Dean Karrel","startTime":2075.07,"endTime":2077.65,"body":"this. And you know, and I"},{"speaker":"Dean Karrel","startTime":2077.65,"endTime":2080.26,"body":"struggle with that. And I tried"},{"speaker":"Dean Karrel","startTime":2077.65,"endTime":2080.26,"body":"to well, what are your biggest"},{"speaker":"Dean Karrel","startTime":2080.26,"endTime":2082.57,"body":"what are the three biggest"},{"speaker":"Dean Karrel","startTime":2080.26,"endTime":2082.57,"body":"strengths? Dave, you're good"},{"speaker":"Dean Karrel","startTime":2082.57,"endTime":2085.66,"body":"with people. You're always"},{"speaker":"Dean Karrel","startTime":2082.57,"endTime":2085.66,"body":"upbeat, you're encouraging. And"},{"speaker":"Dean Karrel","startTime":2085.66,"endTime":2088.03,"body":"one of your strengths is you're"},{"speaker":"Dean Karrel","startTime":2085.66,"endTime":2088.03,"body":"incredibly honest, you're"},{"speaker":"Dean Karrel","startTime":2088.03,"endTime":2092.44,"body":"incredibly open with some of"},{"speaker":"Dean Karrel","startTime":2088.03,"endTime":2092.44,"body":"your false, which people learn"},{"speaker":"Dean Karrel","startTime":2092.44,"endTime":2095.14,"body":"from you've said struggles in"},{"speaker":"Dean Karrel","startTime":2092.44,"endTime":2095.14,"body":"your life and you've been very"},{"speaker":"Dean Karrel","startTime":2095.2,"endTime":2101.29,"body":"open with that in you know, post"},{"speaker":"Dean Karrel","startTime":2095.2,"endTime":2101.29,"body":"you have on LinkedIn. So As you"},{"speaker":"Dean Karrel","startTime":2101.29,"endTime":2103.6,"body":"write down things, you write"},{"speaker":"Dean Karrel","startTime":2101.29,"endTime":2103.6,"body":"down your strengths and"},{"speaker":"Dean Karrel","startTime":2103.6,"endTime":2107.83,"body":"weaknesses, opportunities and"},{"speaker":"Dean Karrel","startTime":2103.6,"endTime":2107.83,"body":"threats. So, so for me the"},{"speaker":"Dean Karrel","startTime":2107.83,"endTime":2111.85,"body":"opportunities when I say, I like"},{"speaker":"Dean Karrel","startTime":2107.83,"endTime":2111.85,"body":"sharing that I've struggled, I"},{"speaker":"Dean Karrel","startTime":2111.85,"endTime":2116.02,"body":"like sharing that I get nervous"},{"speaker":"Dean Karrel","startTime":2111.85,"endTime":2116.02,"body":"speaking in front of people and"},{"speaker":"Dean Karrel","startTime":2116.02,"endTime":2121.33,"body":"my faults, it shows that unreal,"},{"speaker":"Dean Karrel","startTime":2116.02,"endTime":2121.33,"body":"it's okay to admit that you need"},{"speaker":"Dean Karrel","startTime":2121.33,"endTime":2124.84,"body":"to improve in certain areas. And"},{"speaker":"Dean Karrel","startTime":2121.33,"endTime":2124.84,"body":"it's okay to take credit. Me,"},{"speaker":"Dean Karrel","startTime":2124.84,"endTime":2127.54,"body":"Dave, you're really good. You're"},{"speaker":"Dean Karrel","startTime":2124.84,"endTime":2127.54,"body":"talking about your focus and"},{"speaker":"Dean Karrel","startTime":2127.54,"endTime":2131.53,"body":"commitment. So you're not"},{"speaker":"Dean Karrel","startTime":2127.54,"endTime":2131.53,"body":"multitasking. And if you don't,"},{"speaker":"Dean Karrel","startTime":2131.53,"endTime":2137.08,"body":"you can't multitask, you need to"},{"speaker":"Dean Karrel","startTime":2131.53,"endTime":2137.08,"body":"be focused, as to why. And so"},{"speaker":"Dean Karrel","startTime":2137.08,"endTime":2140.05,"body":"it's sharing the those types of"},{"speaker":"Dean Karrel","startTime":2137.08,"endTime":2140.05,"body":"things with people that I think"},{"speaker":"Dean Karrel","startTime":2140.05,"endTime":2143.14,"body":"that can help them overcome the"},{"speaker":"Dean Karrel","startTime":2140.05,"endTime":2143.14,"body":"hurdles that they may be"},{"speaker":"Dean Karrel","startTime":2143.14,"endTime":2143.89,"body":"experiencing."},{"speaker":"Dave Crenshaw","startTime":2144.88,"endTime":2147.01,"body":"And so the way"},{"speaker":"Dave Crenshaw","startTime":2144.88,"endTime":2147.01,"body":"that you translated that was"},{"speaker":"Dave Crenshaw","startTime":2147.01,"endTime":2151.33,"body":"through through coaching through"},{"speaker":"Dave Crenshaw","startTime":2147.01,"endTime":2151.33,"body":"consulting, after you left,"},{"speaker":"Dean Karrel","startTime":2151.57,"endTime":2153.94,"body":"what you said, you"},{"speaker":"Dean Karrel","startTime":2151.57,"endTime":2153.94,"body":"know, earlier, we spoke about"},{"speaker":"Dean Karrel","startTime":2153.94,"endTime":2157.27,"body":"having a targeted audience, and"},{"speaker":"Dean Karrel","startTime":2153.94,"endTime":2157.27,"body":"I did the thing, the exact thing"},{"speaker":"Dean Karrel","startTime":2157.27,"endTime":2160.12,"body":"you're not supposed to do. Or I"},{"speaker":"Dean Karrel","startTime":2157.27,"endTime":2160.12,"body":"said, I'll coach anybody."},{"speaker":"Dave Crenshaw","startTime":2161.14,"endTime":2164.32,"body":"Right? Sometimes"},{"speaker":"Dave Crenshaw","startTime":2161.14,"endTime":2164.32,"body":"you have to start with that,"},{"speaker":"Dave Crenshaw","startTime":2164.56,"endTime":2167.29,"body":"right? Because you don't know"},{"speaker":"Dave Crenshaw","startTime":2164.56,"endTime":2167.29,"body":"who your audience is until you"},{"speaker":"Dave Crenshaw","startTime":2167.29,"endTime":2168.37,"body":"start coaching people I"},{"speaker":"Dean Karrel","startTime":2168.37,"endTime":2174.19,"body":"learned quickly."},{"speaker":"Dean Karrel","startTime":2168.37,"endTime":2174.19,"body":"Quickly, so I thought I would be"},{"speaker":"Dean Karrel","startTime":2174.31,"endTime":2178.99,"body":"working with guys in their 50s"},{"speaker":"Dean Karrel","startTime":2174.31,"endTime":2178.99,"body":"my age, the stage of their lives"},{"speaker":"Dean Karrel","startTime":2178.99,"endTime":2181.12,"body":"and career. And I found that,"},{"speaker":"Dave Crenshaw","startTime":2181.6,"endTime":2184.48,"body":"yeah, can I Yeah,"},{"speaker":"Dave Crenshaw","startTime":2181.6,"endTime":2184.48,"body":"so can I say something about"},{"speaker":"Dave Crenshaw","startTime":2184.48,"endTime":2188.11,"body":"that? That is a common mistake."},{"speaker":"Dave Crenshaw","startTime":2184.48,"endTime":2188.11,"body":"When people try to identify the"},{"speaker":"Dave Crenshaw","startTime":2188.11,"endTime":2191.68,"body":"demographic, the profile, I call"},{"speaker":"Dave Crenshaw","startTime":2188.11,"endTime":2191.68,"body":"it your most valuable customer,"},{"speaker":"Dave Crenshaw","startTime":2191.71,"endTime":2195.7,"body":"the most common mistake I see is"},{"speaker":"Dave Crenshaw","startTime":2191.71,"endTime":2195.7,"body":"that people say, someone like"},{"speaker":"Dave Crenshaw","startTime":2195.7,"endTime":2200.02,"body":"myself, same age, demographics,"},{"speaker":"Dave Crenshaw","startTime":2195.7,"endTime":2200.02,"body":"and backgrounds. And it's like,"},{"speaker":"Dave Crenshaw","startTime":2200.05,"endTime":2204.31,"body":"that's not necessarily true. I"},{"speaker":"Dave Crenshaw","startTime":2200.05,"endTime":2204.31,"body":"don't necessarily target people"},{"speaker":"Dave Crenshaw","startTime":2204.31,"endTime":2207.85,"body":"like myself, I typically am"},{"speaker":"Dave Crenshaw","startTime":2204.31,"endTime":2207.85,"body":"targeting people younger and"},{"speaker":"Dave Crenshaw","startTime":2207.85,"endTime":2211.42,"body":"helping people who are younger."},{"speaker":"Dave Crenshaw","startTime":2207.85,"endTime":2211.42,"body":"And, but But you have to, you"},{"speaker":"Dave Crenshaw","startTime":2211.42,"endTime":2213.79,"body":"have to start coaching and"},{"speaker":"Dave Crenshaw","startTime":2211.42,"endTime":2213.79,"body":"consulting until you figure that"},{"speaker":"Dave Crenshaw","startTime":2213.79,"endTime":2215.68,"body":"out. So you figured that out. I"},{"speaker":"Dave Crenshaw","startTime":2213.79,"endTime":2215.68,"body":"think"},{"speaker":"Dean Karrel","startTime":2215.68,"endTime":2218.44,"body":"my first three"},{"speaker":"Dean Karrel","startTime":2215.68,"endTime":2218.44,"body":"clients were all my age, and"},{"speaker":"Dean Karrel","startTime":2218.47,"endTime":2221.89,"body":"they were torture, and they"},{"speaker":"Dean Karrel","startTime":2218.47,"endTime":2221.89,"body":"didn't listen. They didn't want"},{"speaker":"Dean Karrel","startTime":2221.89,"endTime":2225.79,"body":"it that they were ever it was"},{"speaker":"Dean Karrel","startTime":2221.89,"endTime":2225.79,"body":"everybody else's fault. Age"},{"speaker":"Dean Karrel","startTime":2225.79,"endTime":2228.82,"body":"Discrimination was the first"},{"speaker":"Dean Karrel","startTime":2225.79,"endTime":2228.82,"body":"thing they talked about. And"},{"speaker":"Dean Karrel","startTime":2228.85,"endTime":2233.05,"body":"they had, there was no optimism,"},{"speaker":"Dean Karrel","startTime":2228.85,"endTime":2233.05,"body":"no, anything positive, and the"},{"speaker":"Dean Karrel","startTime":2233.05,"endTime":2236.26,"body":"world was against them. And I"},{"speaker":"Dean Karrel","startTime":2233.05,"endTime":2236.26,"body":"was like, oh, man, this is gonna"},{"speaker":"Dean Karrel","startTime":2236.26,"endTime":2240.22,"body":"be tough. And I quickly learned"},{"speaker":"Dean Karrel","startTime":2236.26,"endTime":2240.22,"body":"for me the audience was people"},{"speaker":"Dean Karrel","startTime":2240.22,"endTime":2244.51,"body":"in the middle stages, early"},{"speaker":"Dean Karrel","startTime":2240.22,"endTime":2244.51,"body":"stages of their career, who are"},{"speaker":"Dean Karrel","startTime":2244.51,"endTime":2249.55,"body":"willing to be open to new ideas,"},{"speaker":"Dean Karrel","startTime":2244.51,"endTime":2249.55,"body":"mostly women. And then the"},{"speaker":"Dean Karrel","startTime":2249.55,"endTime":2251.59,"body":"growth develops through word of"},{"speaker":"Dean Karrel","startTime":2249.55,"endTime":2251.59,"body":"mouth."},{"speaker":"Dave Crenshaw","startTime":2252.1,"endTime":2254.71,"body":"Absolutely"},{"speaker":"Dave Crenshaw","startTime":2252.1,"endTime":2254.71,"body":"interesting. So you've done that"},{"speaker":"Dave Crenshaw","startTime":2254.71,"endTime":2257.14,"body":"for a while. But then you"},{"speaker":"Dave Crenshaw","startTime":2254.71,"endTime":2257.14,"body":"started working with a company"},{"speaker":"Dave Crenshaw","startTime":2257.14,"endTime":2260.23,"body":"you and I both know and love"},{"speaker":"Dave Crenshaw","startTime":2257.14,"endTime":2260.23,"body":"very well, LinkedIn learning."},{"speaker":"Dave Crenshaw","startTime":2260.5,"endTime":2262.12,"body":"How did that come about?"},{"speaker":"Dean Karrel","startTime":2263.44,"endTime":2265.96,"body":"Well, I actually I"},{"speaker":"Dean Karrel","startTime":2263.44,"endTime":2265.96,"body":"love telling the story because I"},{"speaker":"Dean Karrel","startTime":2265.96,"endTime":2269.74,"body":"talk about networking a lot in"},{"speaker":"Dean Karrel","startTime":2265.96,"endTime":2269.74,"body":"my work now and how important it"},{"speaker":"Dean Karrel","startTime":2269.74,"endTime":2273.76,"body":"is to stay in touch with people"},{"speaker":"Dean Karrel","startTime":2269.74,"endTime":2273.76,"body":"and just respond to people. And"},{"speaker":"Dean Karrel","startTime":2274.45,"endTime":2277.87,"body":"again, I used to work at Wiley"},{"speaker":"Dean Karrel","startTime":2274.45,"endTime":2277.87,"body":"and many people from Wiley"},{"speaker":"Dean Karrel","startTime":2277.87,"endTime":2281.71,"body":"ironically transferred their"},{"speaker":"Dean Karrel","startTime":2277.87,"endTime":2281.71,"body":"skill sets to work with"},{"speaker":"Dean Karrel","startTime":2281.74,"endTime":2285.55,"body":"lynda.com at the time now"},{"speaker":"Dean Karrel","startTime":2281.74,"endTime":2285.55,"body":"LinkedIn learning. And there was"},{"speaker":"Dean Karrel","startTime":2285.55,"endTime":2288.76,"body":"a woman who posted on LinkedIn"},{"speaker":"Dean Karrel","startTime":2285.55,"endTime":2288.76,"body":"about seven years ago, she"},{"speaker":"Dean Karrel","startTime":2288.76,"endTime":2292.6,"body":"posted a story about corporate"},{"speaker":"Dean Karrel","startTime":2288.76,"endTime":2292.6,"body":"transitions and change that she"},{"speaker":"Dean Karrel","startTime":2292.6,"endTime":2296.08,"body":"had been through at Wiley. And I"},{"speaker":"Dean Karrel","startTime":2292.6,"endTime":2296.08,"body":"remember responding to her and"},{"speaker":"Dean Karrel","startTime":2296.08,"endTime":2299.41,"body":"said, How insightful it was and"},{"speaker":"Dean Karrel","startTime":2296.08,"endTime":2299.41,"body":"how thoughtful it was, how good"},{"speaker":"Dean Karrel","startTime":2299.41,"endTime":2303.91,"body":"it was. And then she said to me,"},{"speaker":"Dean Karrel","startTime":2299.41,"endTime":2303.91,"body":"Dina, it's so interesting that"},{"speaker":"Dean Karrel","startTime":2303.91,"endTime":2306.58,"body":"you wrote to me, because I'm"},{"speaker":"Dean Karrel","startTime":2303.91,"endTime":2306.58,"body":"content manager at LinkedIn"},{"speaker":"Dean Karrel","startTime":2306.58,"endTime":2309.67,"body":"learning now that I didn't"},{"speaker":"Dean Karrel","startTime":2306.58,"endTime":2309.67,"body":"really realize that. And she"},{"speaker":"Dean Karrel","startTime":2309.67,"endTime":2312.7,"body":"said, I'm looking for somebody"},{"speaker":"Dean Karrel","startTime":2309.67,"endTime":2312.7,"body":"who could teach a basic sales"},{"speaker":"Dean Karrel","startTime":2312.7,"endTime":2315.46,"body":"course. And I think you might"},{"speaker":"Dean Karrel","startTime":2312.7,"endTime":2315.46,"body":"have worked with this woman to"},{"speaker":"Dean Karrel","startTime":2315.46,"endTime":2319.45,"body":"Kathy Sweeney, absolutely asked"},{"speaker":"Dean Karrel","startTime":2315.46,"endTime":2319.45,"body":"her name. And she said, Dean,"},{"speaker":"Dean Karrel","startTime":2319.48,"endTime":2322.9,"body":"could you do a course on basic"},{"speaker":"Dean Karrel","startTime":2319.48,"endTime":2322.9,"body":"sales, and we had stayed in"},{"speaker":"Dean Karrel","startTime":2322.9,"endTime":2327.16,"body":"touch and then lo and behold,"},{"speaker":"Dean Karrel","startTime":2322.9,"endTime":2327.16,"body":"there I am. And then I've worked"},{"speaker":"Dean Karrel","startTime":2327.16,"endTime":2331.21,"body":"with a number of people who used"},{"speaker":"Dean Karrel","startTime":2327.16,"endTime":2331.21,"body":"to be part of Wiley, Susan"},{"speaker":"Dean Karrel","startTime":2331.21,"endTime":2336.01,"body":"Williams. My Content Manager now"},{"speaker":"Dean Karrel","startTime":2331.21,"endTime":2336.01,"body":"is Kate gag, Don, and he worked"},{"speaker":"Dean Karrel","startTime":2336.01,"endTime":2338.86,"body":"with Wiley worked with Josie"},{"speaker":"Dean Karrel","startTime":2336.01,"endTime":2338.86,"body":"bass, the company that one of"},{"speaker":"Dean Karrel","startTime":2338.86,"endTime":2344.35,"body":"your books is published with Dan"},{"speaker":"Dean Karrel","startTime":2338.86,"endTime":2344.35,"body":"broadness, who oversees a lot of"},{"speaker":"Dean Karrel","startTime":2344.35,"endTime":2347.65,"body":"the management of the content"},{"speaker":"Dean Karrel","startTime":2344.35,"endTime":2347.65,"body":"strategy and development of"},{"speaker":"Dean Karrel","startTime":2347.65,"endTime":2351.61,"body":"LinkedIn learning. He worked"},{"speaker":"Dean Karrel","startTime":2347.65,"endTime":2351.61,"body":"with a company called Cyber x,"},{"speaker":"Dean Karrel","startTime":2351.61,"endTime":2355.45,"body":"which was acquired by Wiley in"},{"speaker":"Dean Karrel","startTime":2351.61,"endTime":2355.45,"body":"the early 2000s. And he had"},{"speaker":"Dean Karrel","startTime":2355.45,"endTime":2358.15,"body":"remembered me because he said to"},{"speaker":"Dean Karrel","startTime":2355.45,"endTime":2358.15,"body":"me thing, I remember when we"},{"speaker":"Dean Karrel","startTime":2358.15,"endTime":2363.37,"body":"were acquired, you came to my"},{"speaker":"Dean Karrel","startTime":2358.15,"endTime":2363.37,"body":"office and said, Hello. And lo"},{"speaker":"Dean Karrel","startTime":2363.37,"endTime":2367.33,"body":"and behold, our paths crossed 15"},{"speaker":"Dean Karrel","startTime":2363.37,"endTime":2367.33,"body":"years later, and he remembered"},{"speaker":"Dean Karrel","startTime":2367.33,"endTime":2368.53,"body":"that sequence so"},{"speaker":"Dave Crenshaw","startTime":2369.7,"endTime":2371.5,"body":"so they evolved"},{"speaker":"Dave Crenshaw","startTime":2369.7,"endTime":2371.5,"body":"along with you."},{"speaker":"Dean Karrel","startTime":2371.56,"endTime":2375.61,"body":"Yes. So he, his his"},{"speaker":"Dean Karrel","startTime":2371.56,"endTime":2375.61,"body":"career really evolved. He went"},{"speaker":"Dean Karrel","startTime":2375.91,"endTime":2379.39,"body":"he started an online learning"},{"speaker":"Dean Karrel","startTime":2375.91,"endTime":2379.39,"body":"many years ago then got in tech"},{"speaker":"Dean Karrel","startTime":2379.39,"endTime":2382.9,"body":"into technology, and then was"},{"speaker":"Dean Karrel","startTime":2379.39,"endTime":2382.9,"body":"with this technology company"},{"speaker":"Dean Karrel","startTime":2382.9,"endTime":2386.5,"body":"side Beck's which again, they're"},{"speaker":"Dean Karrel","startTime":2382.9,"endTime":2386.5,"body":"probably about for content"},{"speaker":"Dean Karrel","startTime":2386.5,"endTime":2389.68,"body":"managers in the technology side"},{"speaker":"Dean Karrel","startTime":2386.5,"endTime":2389.68,"body":"at LinkedIn learning who worked"},{"speaker":"Dean Karrel","startTime":2389.68,"endTime":2392.53,"body":"at Wiley. We've all gone"},{"speaker":"Dean Karrel","startTime":2389.68,"endTime":2392.53,"body":"different ways that then came"},{"speaker":"Dean Karrel","startTime":2392.53,"endTime":2396.97,"body":"back together. Years later,"},{"speaker":"Dean Karrel","startTime":2392.53,"endTime":2396.97,"body":"never burn a bridge. Always be"},{"speaker":"Dean Karrel","startTime":2396.97,"endTime":2399.49,"body":"good to people. And it's"},{"speaker":"Dean Karrel","startTime":2396.97,"endTime":2399.49,"body":"amazing, right?"},{"speaker":"Dave Crenshaw","startTime":2399.549,"endTime":2402.309,"body":"Yes. So that's a"},{"speaker":"Dave Crenshaw","startTime":2399.549,"endTime":2402.309,"body":"fantastic point. I mean, even my"},{"speaker":"Dave Crenshaw","startTime":2402.309,"endTime":2406.749,"body":"agent Matt Wagner, was able to"},{"speaker":"Dave Crenshaw","startTime":2402.309,"endTime":2406.749,"body":"succeed as an agent because he"},{"speaker":"Dave Crenshaw","startTime":2406.779,"endTime":2411.159,"body":"built relationships when people"},{"speaker":"Dave Crenshaw","startTime":2406.779,"endTime":2411.159,"body":"transitioned from traditional"},{"speaker":"Dave Crenshaw","startTime":2411.159,"endTime":2415.059,"body":"publishing to online learning,"},{"speaker":"Dave Crenshaw","startTime":2411.159,"endTime":2415.059,"body":"which we have now. And it"},{"speaker":"Dave Crenshaw","startTime":2415.059,"endTime":2417.819,"body":"doesn't surprise me that you've"},{"speaker":"Dave Crenshaw","startTime":2415.059,"endTime":2417.819,"body":"been successful Dean, because"},{"speaker":"Dave Crenshaw","startTime":2417.819,"endTime":2422.469,"body":"you always build relationships,"},{"speaker":"Dave Crenshaw","startTime":2417.819,"endTime":2422.469,"body":"you always put that first. And"},{"speaker":"Dave Crenshaw","startTime":2422.499,"endTime":2427.359,"body":"so that opens doors. And it may"},{"speaker":"Dave Crenshaw","startTime":2422.499,"endTime":2427.359,"body":"be opened doors decades from now"},{"speaker":"Dave Crenshaw","startTime":2427.389,"endTime":2429.879,"body":"that you I've had things that"},{"speaker":"Dave Crenshaw","startTime":2427.389,"endTime":2429.879,"body":"were someone will come back to"},{"speaker":"Dave Crenshaw","startTime":2429.879,"endTime":2433.119,"body":"me and they're like we talked 15"},{"speaker":"Dave Crenshaw","startTime":2429.879,"endTime":2433.119,"body":"years ago. And now I want to"},{"speaker":"Dave Crenshaw","startTime":2433.119,"endTime":2436.449,"body":"work with you. I'm like, Oh, my"},{"speaker":"Dave Crenshaw","startTime":2433.119,"endTime":2436.449,"body":"gosh, I didn't even think that"},{"speaker":"Dave Crenshaw","startTime":2436.449,"endTime":2437.649,"body":"that would happen. And it"},{"speaker":"Dean Karrel","startTime":2437.65,"endTime":2440.44,"body":"can do you don't?"},{"speaker":"Dean Karrel","startTime":2437.65,"endTime":2440.44,"body":"Do you need a Harvard MBA to do"},{"speaker":"Dean Karrel","startTime":2440.44,"endTime":2444.7,"body":"that? No, I just say it's just"},{"speaker":"Dean Karrel","startTime":2440.44,"endTime":2444.7,"body":"being good to people. And if you"},{"speaker":"Dean Karrel","startTime":2444.7,"endTime":2446.35,"body":"don't have anything good to say"},{"speaker":"Dean Karrel","startTime":2444.7,"endTime":2446.35,"body":"you move on."},{"speaker":"Dave Crenshaw","startTime":2446.38,"endTime":2450.76,"body":"So what does the"},{"speaker":"Dave Crenshaw","startTime":2446.38,"endTime":2450.76,"body":"future hold? In the next 510"},{"speaker":"Dave Crenshaw","startTime":2450.76,"endTime":2452.2,"body":"years? Where are you headed"},{"speaker":"Dave Crenshaw","startTime":2450.76,"endTime":2452.2,"body":"Dean?"},{"speaker":"Dean Karrel","startTime":2453.1,"endTime":2454.81,"body":"Again, I'm at a"},{"speaker":"Dean Karrel","startTime":2453.1,"endTime":2454.81,"body":"different stage of life and"},{"speaker":"Dean Karrel","startTime":2454.81,"endTime":2457.39,"body":"career net, they my kids are out"},{"speaker":"Dean Karrel","startTime":2454.81,"endTime":2457.39,"body":"of college, they're on their"},{"speaker":"Dean Karrel","startTime":2457.39,"endTime":2460.12,"body":"own. They're both married, my"},{"speaker":"Dean Karrel","startTime":2457.39,"endTime":2460.12,"body":"wife and I are in this house."},{"speaker":"Dean Karrel","startTime":2460.12,"endTime":2463.09,"body":"Now I mentioned before we"},{"speaker":"Dean Karrel","startTime":2460.12,"endTime":2463.09,"body":"started our conversation today,"},{"speaker":"Dean Karrel","startTime":2463.09,"endTime":2465.73,"body":"we're in the process of moving"},{"speaker":"Dean Karrel","startTime":2463.09,"endTime":2465.73,"body":"so our house is full of boxes"},{"speaker":"Dean Karrel","startTime":2465.73,"endTime":2470.38,"body":"and moving a mile up the road."},{"speaker":"Dean Karrel","startTime":2465.73,"endTime":2470.38,"body":"So I pick and choose what I want"},{"speaker":"Dean Karrel","startTime":2470.38,"endTime":2474.34,"body":"to do. It's a nice lifestyle to"},{"speaker":"Dean Karrel","startTime":2470.38,"endTime":2474.34,"body":"be and so I'm not working 40"},{"speaker":"Dean Karrel","startTime":2474.34,"endTime":2477.88,"body":"hour weeks, I'm doing a little"},{"speaker":"Dean Karrel","startTime":2474.34,"endTime":2477.88,"body":"coaching, I still am going to be"},{"speaker":"Dean Karrel","startTime":2477.88,"endTime":2481.06,"body":"doing an updated LinkedIn"},{"speaker":"Dean Karrel","startTime":2477.88,"endTime":2481.06,"body":"learning course, over the next"},{"speaker":"Dean Karrel","startTime":2481.09,"endTime":2484.81,"body":"six, six to eight months. I"},{"speaker":"Dean Karrel","startTime":2481.09,"endTime":2484.81,"body":"still love doing presentations,"},{"speaker":"Dean Karrel","startTime":2484.81,"endTime":2487.45,"body":"I'm doing a lot of presentations"},{"speaker":"Dean Karrel","startTime":2484.81,"endTime":2487.45,"body":"to or not a lot of doing a"},{"speaker":"Dean Karrel","startTime":2487.45,"endTime":2490.87,"body":"number of presentations to"},{"speaker":"Dean Karrel","startTime":2487.45,"endTime":2490.87,"body":"schools, who talk about how you"},{"speaker":"Dean Karrel","startTime":2490.87,"endTime":2494.32,"body":"get into business. You know,"},{"speaker":"Dean Karrel","startTime":2490.87,"endTime":2494.32,"body":"it's that class on the real"},{"speaker":"Dean Karrel","startTime":2494.32,"endTime":2497.47,"body":"world of business. At a St."},{"speaker":"Dean Karrel","startTime":2494.32,"endTime":2497.47,"body":"Francis College in Brooklyn, I"},{"speaker":"Dean Karrel","startTime":2497.47,"endTime":2502.03,"body":"go to every semester, talking"},{"speaker":"Dean Karrel","startTime":2497.47,"endTime":2502.03,"body":"about life experiences and how a"},{"speaker":"Dean Karrel","startTime":2502.03,"endTime":2506.35,"body":"B student can be successful in"},{"speaker":"Dean Karrel","startTime":2502.03,"endTime":2506.35,"body":"life and career by just being"},{"speaker":"Dean Karrel","startTime":2506.35,"endTime":2510.46,"body":"yourself. And I just wanted to"},{"speaker":"Dean Karrel","startTime":2506.35,"endTime":2510.46,"body":"share one thing, David, going"},{"speaker":"Dean Karrel","startTime":2510.46,"endTime":2513.49,"body":"back that we first started about"},{"speaker":"Dean Karrel","startTime":2510.46,"endTime":2513.49,"body":"believing in yourself, and I"},{"speaker":"Dean Karrel","startTime":2513.49,"endTime":2516.13,"body":"think I've talked to you about"},{"speaker":"Dean Karrel","startTime":2513.49,"endTime":2516.13,"body":"this before, I have a note that"},{"speaker":"Dean Karrel","startTime":2516.13,"endTime":2520.3,"body":"I've kept in my wallet for 40"},{"speaker":"Dean Karrel","startTime":2516.13,"endTime":2520.3,"body":"years. And he said I love it."},{"speaker":"Dean Karrel","startTime":2520.51,"endTime":2523.72,"body":"You ever had those moments. And"},{"speaker":"Dean Karrel","startTime":2520.51,"endTime":2523.72,"body":"this was you know, Dean,"},{"speaker":"Dean Karrel","startTime":2523.72,"endTime":2528.7,"body":"remember, May 25 wasn't too"},{"speaker":"Dean Karrel","startTime":2523.72,"endTime":2528.7,"body":"good. I left a great job at"},{"speaker":"Dean Karrel","startTime":2528.7,"endTime":2532.12,"body":"Wiley. I made my I made a nice"},{"speaker":"Dean Karrel","startTime":2528.7,"endTime":2532.12,"body":"piece of money working at Wiley"},{"speaker":"Dean Karrel","startTime":2532.12,"endTime":2534.79,"body":"and I worked with great people."},{"speaker":"Dean Karrel","startTime":2532.12,"endTime":2534.79,"body":"And when I left they refer to"},{"speaker":"Dean Karrel","startTime":2534.79,"endTime":2538.99,"body":"that note, what the heck did I"},{"speaker":"Dean Karrel","startTime":2534.79,"endTime":2538.99,"body":"do? It wasn't the right move."},{"speaker":"Dean Karrel","startTime":2538.99,"endTime":2542.62,"body":"And it was the right move. And"},{"speaker":"Dean Karrel","startTime":2538.99,"endTime":2542.62,"body":"it was the right time. So our"},{"speaker":"Dean Karrel","startTime":2542.62,"endTime":2546.64,"body":"life is a roller coaster at"},{"speaker":"Dean Karrel","startTime":2542.62,"endTime":2546.64,"body":"times of highs and lows. And"},{"speaker":"Dean Karrel","startTime":2546.64,"endTime":2550.12,"body":"again, you talk about this a lot"},{"speaker":"Dean Karrel","startTime":2546.64,"endTime":2550.12,"body":"is how do you try to keep it as"},{"speaker":"Dean Karrel","startTime":2550.48,"endTime":2552.55,"body":"you're always gonna have ups and"},{"speaker":"Dean Karrel","startTime":2550.48,"endTime":2552.55,"body":"downs. But how do you keep it as"},{"speaker":"Dean Karrel","startTime":2552.55,"endTime":2557.56,"body":"stable as possible? And that's"},{"speaker":"Dean Karrel","startTime":2552.55,"endTime":2557.56,"body":"the message I always loved in"},{"speaker":"Dean Karrel","startTime":2557.65,"endTime":2558.85,"body":"talking about with people."},{"speaker":"Dave Crenshaw","startTime":2559.87,"endTime":2562.45,"body":"That is such a"},{"speaker":"Dave Crenshaw","startTime":2559.87,"endTime":2562.45,"body":"powerful thing. You just said,"},{"speaker":"Dave Crenshaw","startTime":2563.05,"endTime":2566.65,"body":"our careers are on a roller"},{"speaker":"Dave Crenshaw","startTime":2563.05,"endTime":2566.65,"body":"coaster. There will be ups and"},{"speaker":"Dave Crenshaw","startTime":2566.65,"endTime":2569.77,"body":"downs with it. The question is,"},{"speaker":"Dave Crenshaw","startTime":2566.65,"endTime":2569.77,"body":"can we smooth that out? Can we"},{"speaker":"Dave Crenshaw","startTime":2569.77,"endTime":2574.36,"body":"go from it being too intense to"},{"speaker":"Dave Crenshaw","startTime":2569.77,"endTime":2574.36,"body":"being enough that we can manage"},{"speaker":"Dave Crenshaw","startTime":2574.39,"endTime":2576.88,"body":"as we make that that journey"},{"speaker":"Dave Crenshaw","startTime":2574.39,"endTime":2576.88,"body":"through it."},{"speaker":"Dean Karrel","startTime":2577.48,"endTime":2579.67,"body":"And it's okay to"},{"speaker":"Dean Karrel","startTime":2577.48,"endTime":2579.67,"body":"raise your hand and say I need"},{"speaker":"Dean Karrel","startTime":2579.67,"endTime":2582.61,"body":"some help. I need some support"},{"speaker":"Dean Karrel","startTime":2579.67,"endTime":2582.61,"body":"and need some assistance. You"},{"speaker":"Dean Karrel","startTime":2582.61,"endTime":2585.1,"body":"don't need to be a hero. I mean,"},{"speaker":"Dean Karrel","startTime":2582.61,"endTime":2585.1,"body":"we've certainly seen it over the"},{"speaker":"Dean Karrel","startTime":2585.1,"endTime":2587.71,"body":"past two and a half years, three"},{"speaker":"Dean Karrel","startTime":2585.1,"endTime":2587.71,"body":"years with COVID where people"},{"speaker":"Dean Karrel","startTime":2587.71,"endTime":2591.16,"body":"were home, struggling trying to"},{"speaker":"Dean Karrel","startTime":2587.71,"endTime":2591.16,"body":"figure out the balance of work"},{"speaker":"Dean Karrel","startTime":2591.16,"endTime":2594.07,"body":"family and life. And again, you"},{"speaker":"Dean Karrel","startTime":2591.16,"endTime":2594.07,"body":"talk about this all the time."},{"speaker":"Dean Karrel","startTime":2594.07,"endTime":2597.34,"body":"You've been a you've been a flag"},{"speaker":"Dean Karrel","startTime":2594.07,"endTime":2597.34,"body":"waiver and a helper of people"},{"speaker":"Dean Karrel","startTime":2597.34,"endTime":2601.03,"body":"you've helped so many people for"},{"speaker":"Dean Karrel","startTime":2597.34,"endTime":2601.03,"body":"being so honest about that, that"},{"speaker":"Dean Karrel","startTime":2601.03,"endTime":2603.52,"body":"it's okay to say I need some"},{"speaker":"Dean Karrel","startTime":2601.03,"endTime":2603.52,"body":"assistance."},{"speaker":"Dave Crenshaw","startTime":2604.51,"endTime":2607.9,"body":"Yeah, mental"},{"speaker":"Dave Crenshaw","startTime":2604.51,"endTime":2607.9,"body":"health is is a top priority for"},{"speaker":"Dave Crenshaw","startTime":2607.9,"endTime":2611.26,"body":"me having dealt with much of it."},{"speaker":"Dave Crenshaw","startTime":2607.9,"endTime":2611.26,"body":"All right, Dean, this is the"},{"speaker":"Dave Crenshaw","startTime":2611.26,"endTime":2614.86,"body":"point where I put draw some"},{"speaker":"Dave Crenshaw","startTime":2611.26,"endTime":2614.86,"body":"summaries and pull out some"},{"speaker":"Dave Crenshaw","startTime":2614.86,"endTime":2618.07,"body":"lessons that people who are"},{"speaker":"Dave Crenshaw","startTime":2614.86,"endTime":2618.07,"body":"listening, and my kids can take"},{"speaker":"Dave Crenshaw","startTime":2618.07,"endTime":2621.94,"body":"from it. Before we do that, I'd"},{"speaker":"Dave Crenshaw","startTime":2618.07,"endTime":2621.94,"body":"like to just pause and say if"},{"speaker":"Dave Crenshaw","startTime":2621.94,"endTime":2624.97,"body":"you could send everyone who's"},{"speaker":"Dave Crenshaw","startTime":2621.94,"endTime":2624.97,"body":"heard about you learned about"},{"speaker":"Dave Crenshaw","startTime":2624.97,"endTime":2628.66,"body":"you and now they love you"},{"speaker":"Dave Crenshaw","startTime":2624.97,"endTime":2628.66,"body":"because your your impossible not"},{"speaker":"Dave Crenshaw","startTime":2628.69,"endTime":2632.47,"body":"to love. Where would you want"},{"speaker":"Dave Crenshaw","startTime":2628.69,"endTime":2632.47,"body":"them to go? After hearing"},{"speaker":"Dean Karrel","startTime":2632.62,"endTime":2635.68,"body":"I'm on LinkedIn,"},{"speaker":"Dean Karrel","startTime":2632.62,"endTime":2635.68,"body":"three or four times a week, not"},{"speaker":"Dean Karrel","startTime":2635.744,"endTime":2639.633,"body":"about sales are not about my"},{"speaker":"Dean Karrel","startTime":2635.744,"endTime":2639.633,"body":"books are not about I talk about"},{"speaker":"Dean Karrel","startTime":2639.697,"endTime":2643.65,"body":"this things that I believe in"},{"speaker":"Dean Karrel","startTime":2639.697,"endTime":2643.65,"body":"and things that have happened to"},{"speaker":"Dean Karrel","startTime":2643.713,"endTime":2647.539,"body":"me and I'll do there might be a"},{"speaker":"Dean Karrel","startTime":2643.713,"endTime":2647.539,"body":"video or it might be a short"},{"speaker":"Dean Karrel","startTime":2647.603,"endTime":2651.109,"body":"photo or picture of Dave"},{"speaker":"Dean Karrel","startTime":2647.603,"endTime":2651.109,"body":"Crenshaw's book. And it's this"},{"speaker":"Dean Karrel","startTime":2651.173,"endTime":2654.871,"body":"life. And so Dean Karrel at"},{"speaker":"Dean Karrel","startTime":2651.173,"endTime":2654.871,"body":"LinkedIn. And that's where you"},{"speaker":"Dean Karrel","startTime":2654.935,"endTime":2658.76,"body":"can learn about me my business"},{"speaker":"Dean Karrel","startTime":2654.935,"endTime":2658.76,"body":"lessons and personal lessons,"},{"speaker":"Dean Karrel","startTime":2658.824,"endTime":2661.12,"body":"sales lessons and just life lessons."},{"speaker":"Dave Crenshaw","startTime":2661.12,"endTime":2663.53,"body":"Wonderful. Just"},{"speaker":"Dave Crenshaw","startTime":2661.12,"endTime":2663.53,"body":"do a search Dean Karrel,"},{"speaker":"Dave Crenshaw","startTime":2663.59,"endTime":2666.965,"body":"LinkedIn, Karrel is K A R R E L."},{"speaker":"Dave Crenshaw","startTime":2663.59,"endTime":2666.965,"body":"I follow Dean. You're a"},{"speaker":"Dave Crenshaw","startTime":2667.025,"endTime":2670.339,"body":"fantastic writer. It's"},{"speaker":"Dave Crenshaw","startTime":2667.025,"endTime":2670.339,"body":"wonderful. So I'm going to pause"},{"speaker":"Dave Crenshaw","startTime":2670.399,"endTime":2674.195,"body":"for just a second, I'm going to"},{"speaker":"Dave Crenshaw","startTime":2670.399,"endTime":2674.195,"body":"look at some of the things that"},{"speaker":"Dave Crenshaw","startTime":2674.256,"endTime":2677.871,"body":"I wrote down some of the notes"},{"speaker":"Dave Crenshaw","startTime":2674.256,"endTime":2677.871,"body":"that I made. And I'm going to"},{"speaker":"Dave Crenshaw","startTime":2677.931,"endTime":2681.848,"body":"draw out a few lessons. And then"},{"speaker":"Dave Crenshaw","startTime":2677.931,"endTime":2681.848,"body":"at the end, and I'm going to ask"},{"speaker":"Dave Crenshaw","startTime":2681.909,"endTime":2685.524,"body":"you to add one one lesson to"},{"speaker":"Dave Crenshaw","startTime":2681.909,"endTime":2685.524,"body":"that. So the first thing that I"},{"speaker":"Dave Crenshaw","startTime":2685.584,"endTime":2689.441,"body":"really loved was you want it to"},{"speaker":"Dave Crenshaw","startTime":2685.584,"endTime":2689.441,"body":"be in broadcasting when you were"},{"speaker":"Dave Crenshaw","startTime":2689.501,"endTime":2693.358,"body":"young. That didn't work out but"},{"speaker":"Dave Crenshaw","startTime":2689.501,"endTime":2693.358,"body":"what you did was you converted a"},{"speaker":"Dave Crenshaw","startTime":2693.418,"endTime":2696.853,"body":"skill from what you learned with"},{"speaker":"Dave Crenshaw","startTime":2693.418,"endTime":2696.853,"body":"that into something very"},{"speaker":"Dave Crenshaw","startTime":2696.913,"endTime":2700.528,"body":"powerful, all of that broadcast"},{"speaker":"Dave Crenshaw","startTime":2696.913,"endTime":2700.528,"body":"Learning now comes into play"},{"speaker":"Dave Crenshaw","startTime":2700.589,"endTime":2704.023,"body":"with LinkedIn learning. And it"},{"speaker":"Dave Crenshaw","startTime":2700.589,"endTime":2704.023,"body":"comes into play with sales"},{"speaker":"Dave Crenshaw","startTime":2704.083,"endTime":2708.0,"body":"presentations. So not everything"},{"speaker":"Dave Crenshaw","startTime":2704.083,"endTime":2708.0,"body":"that doesn't turn out is a waste"},{"speaker":"Dave Crenshaw","startTime":2708.061,"endTime":2711.857,"body":"of time. Often the skills that"},{"speaker":"Dave Crenshaw","startTime":2708.061,"endTime":2711.857,"body":"we learned can be used later on."},{"speaker":"Dave Crenshaw","startTime":2711.917,"endTime":2715.472,"body":"So that's one that stood out for"},{"speaker":"Dave Crenshaw","startTime":2711.917,"endTime":2715.472,"body":"me, the second one, find a"},{"speaker":"Dave Crenshaw","startTime":2715.533,"endTime":2719.269,"body":"culture that is a fit for you."},{"speaker":"Dave Crenshaw","startTime":2715.533,"endTime":2719.269,"body":"Right? If you were working at a"},{"speaker":"Dave Crenshaw","startTime":2719.329,"endTime":2722.824,"body":"place that was a cultural fit,"},{"speaker":"Dave Crenshaw","startTime":2719.329,"endTime":2722.824,"body":"and then it transitioned to"},{"speaker":"Dave Crenshaw","startTime":2722.884,"endTime":2726.439,"body":"something that was not, and you"},{"speaker":"Dave Crenshaw","startTime":2722.884,"endTime":2726.439,"body":"didn't stay, if you're in a"},{"speaker":"Dave Crenshaw","startTime":2726.499,"endTime":2729.693,"body":"place where you feel"},{"speaker":"Dave Crenshaw","startTime":2726.499,"endTime":2729.693,"body":"uncomfortable every day, because"},{"speaker":"Dave Crenshaw","startTime":2729.753,"endTime":2733.429,"body":"the way people behave, because"},{"speaker":"Dave Crenshaw","startTime":2729.753,"endTime":2733.429,"body":"of the way the company is run,"},{"speaker":"Dave Crenshaw","startTime":2733.489,"endTime":2736.924,"body":"that's probably not a fit for"},{"speaker":"Dave Crenshaw","startTime":2733.489,"endTime":2736.924,"body":"you. And I feel like that's"},{"speaker":"Dave Crenshaw","startTime":2736.984,"endTime":2740.419,"body":"really important. Because even"},{"speaker":"Dave Crenshaw","startTime":2736.984,"endTime":2740.419,"body":"in an age where people are"},{"speaker":"Dave Crenshaw","startTime":2740.479,"endTime":2744.155,"body":"transitioning from company to"},{"speaker":"Dave Crenshaw","startTime":2740.479,"endTime":2744.155,"body":"company, after a few years, you"},{"speaker":"Dave Crenshaw","startTime":2744.215,"endTime":2747.891,"body":"want to find a place that you"},{"speaker":"Dave Crenshaw","startTime":2744.215,"endTime":2747.891,"body":"love, and you feel as a fit. So"},{"speaker":"Dave Crenshaw","startTime":2747.951,"endTime":2751.748,"body":"I love that one. Boy, there's so"},{"speaker":"Dave Crenshaw","startTime":2747.951,"endTime":2751.748,"body":"many lessons you gave us Dean,"},{"speaker":"Dave Crenshaw","startTime":2751.808,"endTime":2755.664,"body":"but I'm gonna limit it to three"},{"speaker":"Dave Crenshaw","startTime":2751.808,"endTime":2755.664,"body":"in the spirit of focus, when you"},{"speaker":"Dave Crenshaw","startTime":2755.725,"endTime":2759.28,"body":"had that turning point in your"},{"speaker":"Dave Crenshaw","startTime":2755.725,"endTime":2759.28,"body":"career, you took the time to"},{"speaker":"Dave Crenshaw","startTime":2759.34,"endTime":2762.775,"body":"identify your strengths, and"},{"speaker":"Dave Crenshaw","startTime":2759.34,"endTime":2762.775,"body":"analyze who you are. And you"},{"speaker":"Dave Crenshaw","startTime":2762.835,"endTime":2766.451,"body":"took a look at that and said, I"},{"speaker":"Dave Crenshaw","startTime":2762.835,"endTime":2766.451,"body":"am going to be successful in"},{"speaker":"Dave Crenshaw","startTime":2766.511,"endTime":2769.946,"body":"another area that still uses"},{"speaker":"Dave Crenshaw","startTime":2766.511,"endTime":2769.946,"body":"those strengths. And I think"},{"speaker":"Dave Crenshaw","startTime":2770.006,"endTime":2773.862,"body":"that we all need to take time to"},{"speaker":"Dave Crenshaw","startTime":2770.006,"endTime":2773.862,"body":"analyze those strengths. And if"},{"speaker":"Dave Crenshaw","startTime":2773.923,"endTime":2777.659,"body":"I can't, I'm just going to make"},{"speaker":"Dave Crenshaw","startTime":2773.923,"endTime":2777.659,"body":"a plug, I have a course called"},{"speaker":"Dave Crenshaw","startTime":2777.719,"endTime":2781.395,"body":"discovering your strengths on"},{"speaker":"Dave Crenshaw","startTime":2777.719,"endTime":2781.395,"body":"LinkedIn learning that can help"},{"speaker":"Dave Crenshaw","startTime":2781.455,"endTime":2785.191,"body":"with that. Whether or not you"},{"speaker":"Dave Crenshaw","startTime":2781.455,"endTime":2785.191,"body":"take that though, take a time do"},{"speaker":"Dave Crenshaw","startTime":2785.251,"endTime":2788.686,"body":"an inventory. So those are my"},{"speaker":"Dave Crenshaw","startTime":2785.251,"endTime":2788.686,"body":"lessons. Dean, if you could"},{"speaker":"Dave Crenshaw","startTime":2788.746,"endTime":2792.362,"body":"share one takeaway lesson. For"},{"speaker":"Dave Crenshaw","startTime":2788.746,"endTime":2792.362,"body":"my kids who are soon starting"},{"speaker":"Dave Crenshaw","startTime":2792.422,"endTime":2794.23,"body":"their career? What would it be"},{"speaker":"Dean Karrel","startTime":2795.01,"endTime":2798.37,"body":"knowing when it's"},{"speaker":"Dean Karrel","startTime":2795.01,"endTime":2798.37,"body":"time to move on? Whether it's"},{"speaker":"Dean Karrel","startTime":2798.4,"endTime":2802.24,"body":"early stages of your career, or"},{"speaker":"Dean Karrel","startTime":2798.4,"endTime":2802.24,"body":"my stage of career, it's knowing"},{"speaker":"Dean Karrel","startTime":2802.24,"endTime":2805.6,"body":"what is the right path for"},{"speaker":"Dean Karrel","startTime":2802.24,"endTime":2805.6,"body":"happiness and success, and the"},{"speaker":"Dean Karrel","startTime":2805.6,"endTime":2808.21,"body":"care and love of your family"},{"speaker":"Dean Karrel","startTime":2805.6,"endTime":2808.21,"body":"coming first."},{"speaker":"Dave Crenshaw","startTime":2809.05,"endTime":2811.09,"body":"That's wonderful."},{"speaker":"Dave Crenshaw","startTime":2809.05,"endTime":2811.09,"body":"For those of you who are"},{"speaker":"Dave Crenshaw","startTime":2811.09,"endTime":2815.2,"body":"listening right now, I'd like"},{"speaker":"Dave Crenshaw","startTime":2811.09,"endTime":2815.2,"body":"you to pick one thing, what's"},{"speaker":"Dave Crenshaw","startTime":2815.2,"endTime":2819.55,"body":"one action you're going to take"},{"speaker":"Dave Crenshaw","startTime":2815.2,"endTime":2819.55,"body":"as a result of what you learned"},{"speaker":"Dave Crenshaw","startTime":2819.55,"endTime":2822.58,"body":"from Dean's story. And it might"},{"speaker":"Dave Crenshaw","startTime":2819.55,"endTime":2822.58,"body":"not even be one of the things"},{"speaker":"Dave Crenshaw","startTime":2822.58,"endTime":2827.86,"body":"that Dean and I mentioned. But"},{"speaker":"Dave Crenshaw","startTime":2822.58,"endTime":2827.86,"body":"take time to schedule, the first"},{"speaker":"Dave Crenshaw","startTime":2827.86,"endTime":2832.24,"body":"action step of doing that. Put"},{"speaker":"Dave Crenshaw","startTime":2827.86,"endTime":2832.24,"body":"it in your calendar. What is"},{"speaker":"Dave Crenshaw","startTime":2832.24,"endTime":2836.29,"body":"more important than what you"},{"speaker":"Dave Crenshaw","startTime":2832.24,"endTime":2836.29,"body":"heard during this is what you"},{"speaker":"Dave Crenshaw","startTime":2836.29,"endTime":2840.61,"body":"do. And if you do something"},{"speaker":"Dave Crenshaw","startTime":2836.29,"endTime":2840.61,"body":"about what you learned, that's"},{"speaker":"Dave Crenshaw","startTime":2840.61,"endTime":2845.56,"body":"going to move you faster along"},{"speaker":"Dave Crenshaw","startTime":2840.61,"endTime":2845.56,"body":"the path to your own success"},{"speaker":"Dave Crenshaw","startTime":2845.56,"endTime":2850.81,"body":"story. Dean, my gosh, it's"},{"speaker":"Dave Crenshaw","startTime":2845.56,"endTime":2850.81,"body":"always a pleasure to talk with"},{"speaker":"Dave Crenshaw","startTime":2850.81,"endTime":2854.53,"body":"you. And we need to get"},{"speaker":"Dave Crenshaw","startTime":2850.81,"endTime":2854.53,"body":"together. Even if it means we"},{"speaker":"Dave Crenshaw","startTime":2854.53,"endTime":2858.46,"body":"brave another terrible game in"},{"speaker":"Dave Crenshaw","startTime":2854.53,"endTime":2858.46,"body":"the cold or just you know,"},{"speaker":"Dave Crenshaw","startTime":2858.46,"endTime":2862.12,"body":"getting together for dinner. We"},{"speaker":"Dave Crenshaw","startTime":2858.46,"endTime":2862.12,"body":"need to do that soon. I love you"},{"speaker":"Dave Crenshaw","startTime":2862.12,"endTime":2864.01,"body":"so much, my friend. Thank you"},{"speaker":"Dave Crenshaw","startTime":2862.12,"endTime":2864.01,"body":"for coming."},{"speaker":"Dean Karrel","startTime":2864.13,"endTime":2866.5,"body":"Well, it's a mutual"},{"speaker":"Dean Karrel","startTime":2864.13,"endTime":2866.5,"body":"feeling. I am so glad that you"},{"speaker":"Dean Karrel","startTime":2866.5,"endTime":2869.14,"body":"and I have crossed paths over"},{"speaker":"Dean Karrel","startTime":2866.5,"endTime":2869.14,"body":"the course of our career and it"},{"speaker":"Dean Karrel","startTime":2869.14,"endTime":2873.1,"body":"was an accident in Carpinteria"},{"speaker":"Dean Karrel","startTime":2869.14,"endTime":2873.1,"body":"six years ago, you were doing a"},{"speaker":"Dean Karrel","startTime":2873.1,"endTime":2876.46,"body":"course I was doing a course. And"},{"speaker":"Dean Karrel","startTime":2873.1,"endTime":2876.46,"body":"we built out it from there and"},{"speaker":"Dean Karrel","startTime":2876.46,"endTime":2879.52,"body":"to see you multiple times now"},{"speaker":"Dean Karrel","startTime":2876.46,"endTime":2879.52,"body":"and spend this time together. I"},{"speaker":"Dean Karrel","startTime":2879.52,"endTime":2882.82,"body":"feel so fortunate. And Dave,"},{"speaker":"Dean Karrel","startTime":2879.52,"endTime":2882.82,"body":"thank you so much for letting me"},{"speaker":"Dean Karrel","startTime":2882.82,"endTime":2883.69,"body":"join you today."},{"speaker":"Dave Crenshaw","startTime":2884.14,"endTime":2885.1,"body":"Absolutely Dean."},{"speaker":"Darci Crenshaw","startTime":2888.12,"endTime":2890.13,"body":"You've been"},{"speaker":"Darci Crenshaw","startTime":2888.12,"endTime":2890.13,"body":"listening to the Dave Crenshaw"},{"speaker":"Darci Crenshaw","startTime":2890.13,"endTime":2894.36,"body":"Success Project, hosted by my"},{"speaker":"Darci Crenshaw","startTime":2890.13,"endTime":2894.36,"body":"dad, Dave Crenshaw, and produced"},{"speaker":"Darci Crenshaw","startTime":2894.36,"endTime":2898.23,"body":"by Invaluable Incorporated."},{"speaker":"Darci Crenshaw","startTime":2894.36,"endTime":2898.23,"body":"Sound editing was done by my"},{"speaker":"Darci Crenshaw","startTime":2898.23,"endTime":2900.75,"body":"brother, Stratton Crenshaw."},{"speaker":"Darci Crenshaw","startTime":2898.23,"endTime":2900.75,"body":"Research and assistant"},{"speaker":"Darci Crenshaw","startTime":2900.75,"endTime":2905.16,"body":"production by Victoria Bidez."},{"speaker":"Darci Crenshaw","startTime":2900.75,"endTime":2905.16,"body":"Voiceover by me, Darci Crenshaw."},{"speaker":"Darci Crenshaw","startTime":2905.7,"endTime":2909.84,"body":"Show consulting by Andrew"},{"speaker":"Darci Crenshaw","startTime":2905.7,"endTime":2909.84,"body":"Marino, and the music is by Ryan"},{"speaker":"Darci Crenshaw","startTime":2909.84,"endTime":2913.98,"body":"Brady via Pond Five licensing."},{"speaker":"Darci Crenshaw","startTime":2909.84,"endTime":2913.98,"body":"Please subscribe to the Dave"},{"speaker":"Darci Crenshaw","startTime":2913.98,"endTime":2918.03,"body":"Crenshaw Success Project on"},{"speaker":"Darci Crenshaw","startTime":2913.98,"endTime":2918.03,"body":"Google podcast, Apple podcast,"},{"speaker":"Darci Crenshaw","startTime":2918.18,"endTime":2922.05,"body":"or wherever you like to get your"},{"speaker":"Darci Crenshaw","startTime":2918.18,"endTime":2922.05,"body":"podcasts. And please don't"},{"speaker":"Darci Crenshaw","startTime":2922.05,"endTime":2925.41,"body":"forget to leave us a five star"},{"speaker":"Darci Crenshaw","startTime":2922.05,"endTime":2925.41,"body":"review. See you next time!"}]}