{"version":"1.0.0","segments":[{"startTime":0.049,"endTime":3.59,"body":"So is the AI bubble about to burst?"},{"startTime":4.295,"endTime":7.625,"body":"Let's find out if these businesses are"},{"startTime":4.295,"endTime":7.625,"body":"self-destructing with today's amazing"},{"startTime":7.625,"endTime":10.204,"body":"special guest, Lawrence Mandelberg."},{"startTime":11.295,"endTime":14.925,"body":"Welcome to the Artificial Intelligence"},{"startTime":11.295,"endTime":14.925,"body":"Podcast, where we make AI simple,"},{"startTime":14.985,"endTime":18.195,"body":"practical, and accessible for"},{"startTime":14.985,"endTime":18.195,"body":"small business owners and leaders."},{"startTime":18.255,"endTime":21.255,"body":"Forget the complicated T talk"},{"startTime":18.255,"endTime":21.255,"body":"or expensive consultants."},{"startTime":21.375,"endTime":24.345,"body":"This is where you'll learn how to"},{"startTime":21.375,"endTime":24.345,"body":"implement AI strategies that are"},{"startTime":24.405,"endTime":27.705,"body":"easy to understand and can make"},{"startTime":24.405,"endTime":27.705,"body":"a big impact for your business."},{"startTime":27.705,"endTime":29.919,"body":"The Artificial Intelligence"},{"startTime":27.705,"endTime":29.919,"body":"Podcast is brought to you by"},{"startTime":29.919,"endTime":33.28,"body":"fraction, a IO, the trusted partner"},{"startTime":29.919,"endTime":33.28,"body":"for AI Digital transformation."},{"startTime":33.34,"endTime":37.03,"body":"At fraction a IO, we help small and"},{"startTime":33.34,"endTime":37.03,"body":"medium sized businesses boost revenue"},{"startTime":37.06,"endTime":41.23,"body":"by eliminating time wasting non-revenue"},{"startTime":37.06,"endTime":41.23,"body":"generating tasks that frustrate your team."},{"startTime":41.319,"endTime":45.37,"body":"With our custom AI bots, tools and"},{"startTime":41.319,"endTime":45.37,"body":"automations, we make it easy to"},{"startTime":45.37,"endTime":46.785,"body":"shift your team's focus to the task."},{"startTime":47.025,"endTime":47.865,"body":"That matter most."},{"startTime":47.865,"endTime":52.125,"body":"Driving growth and results, we"},{"startTime":47.865,"endTime":52.125,"body":"guide you through a smooth, seamless"},{"startTime":52.125,"endTime":55.754,"body":"transition to ai, ensuring you avoid"},{"startTime":52.125,"endTime":55.754,"body":"policy mistakes and invest in the"},{"startTime":55.754,"endTime":57.735,"body":"tools that truly deliver value."},{"startTime":57.765,"endTime":58.875,"body":"Don't get left behind."},{"startTime":58.905,"endTime":60.285,"body":"Let fraction aio help you."},{"startTime":60.285,"endTime":62.355,"body":"Stay ahead in today's AI driven world."},{"startTime":62.535,"endTime":63.195,"body":"Learn more."},{"startTime":63.345,"endTime":64.004,"body":"Get started."},{"startTime":64.035,"endTime":66.015,"body":"Fraction aio.com."},{"startTime":68.699,"endTime":72.389,"body":"Now Lawrence, I'm so excited to have"},{"startTime":68.699,"endTime":72.389,"body":"you here because you're really an expert"},{"startTime":72.389,"endTime":75.959,"body":"on why businesses can self-destruct"},{"startTime":72.389,"endTime":75.959,"body":"or cause their own destruction."},{"startTime":75.959,"endTime":80.369,"body":"I find that really fascinating and"},{"startTime":75.959,"endTime":80.369,"body":"one of my big beliefs is that whenever"},{"startTime":80.369,"endTime":85.164,"body":"we have a hype cycle that a bunch"},{"startTime":80.369,"endTime":85.164,"body":"of businesses start that are cool."},{"startTime":85.889,"endTime":89.459,"body":"Don't solve a problem so they have"},{"startTime":85.889,"endTime":89.459,"body":"a cool feature or a cool function"},{"startTime":89.459,"endTime":91.984,"body":"that, and businesses like that can"},{"startTime":89.459,"endTime":91.984,"body":"survive when it's really good times."},{"startTime":92.774,"endTime":96.584,"body":"But then when we're canceling"},{"startTime":92.774,"endTime":96.584,"body":"subscriptions, when everyone's canceling,"},{"startTime":96.644,"endTime":100.004,"body":"like the tools or resources they don't"},{"startTime":96.644,"endTime":100.004,"body":"need, they cancel the things that are"},{"startTime":100.214,"endTime":102.194,"body":"nice to haves before the need to haves."},{"startTime":102.194,"endTime":105.344,"body":"And I think that's like a core flaw"},{"startTime":102.194,"endTime":105.344,"body":"in businesses, but I know there's also"},{"startTime":105.344,"endTime":107.684,"body":"a lot of like management problems."},{"startTime":107.924,"endTime":111.794,"body":"So from your perspective, like we're"},{"startTime":107.924,"endTime":111.794,"body":"in the third AI hype cycle and like the"},{"startTime":111.794,"endTime":113.414,"body":"hype cycle is slowing down a little bit."},{"startTime":113.744,"endTime":115.994,"body":"When you look at all of these"},{"startTime":113.744,"endTime":115.994,"body":"businesses, what do you think are"},{"startTime":115.994,"endTime":120.044,"body":"some of the signs that a business"},{"startTime":115.994,"endTime":120.044,"body":"is heading in the wrong direction?"},{"startTime":120.044,"endTime":120.499,"body":"Other than my."},{"startTime":121.184,"endTime":122.894,"body":"Good idea versus problem solver."},{"startTime":126.974,"endTime":130.254,"body":"Boy that's a little bit of a different"},{"startTime":126.974,"endTime":130.254,"body":"question and I love the question."},{"startTime":130.704,"endTime":138.424,"body":"There are many different signs based"},{"startTime":130.704,"endTime":138.424,"body":"on the maturity of the organization."},{"startTime":140.389,"endTime":143.169,"body":"One of the things that's very common."},{"startTime":144.499,"endTime":150.949,"body":"Is that organizations have a"},{"startTime":144.499,"endTime":150.949,"body":"built in resistance to change."},{"startTime":152.029,"endTime":158.149,"body":"And when we talk about technology"},{"startTime":152.029,"endTime":158.149,"body":"in general and modern technology in"},{"startTime":158.149,"endTime":166.519,"body":"particular, and ai, you would think that"},{"startTime":158.149,"endTime":166.519,"body":"those businesses would embrace change."},{"startTime":166.519,"endTime":171.589,"body":"They would embrace as many new, different"},{"startTime":166.519,"endTime":171.589,"body":"things they could get their hands on."},{"startTime":172.339,"endTime":177.559,"body":"What human nature does is it"},{"startTime":172.339,"endTime":177.559,"body":"tells us, I don't want change."},{"startTime":178.039,"endTime":180.079,"body":"I want stasis."},{"startTime":180.079,"endTime":181.819,"body":"I want to know what's coming."},{"startTime":182.419,"endTime":184.909,"body":"I want to be able to"},{"startTime":182.419,"endTime":184.909,"body":"have my expectations set."},{"startTime":185.299,"endTime":190.999,"body":"So there's a psychological barrier to"},{"startTime":185.299,"endTime":190.999,"body":"change, and it shows up very quickly."},{"startTime":191.884,"endTime":196.504,"body":"The other thing that's very common"},{"startTime":191.884,"endTime":196.504,"body":"in businesses that are heading in"},{"startTime":196.504,"endTime":202.504,"body":"the wrong direction is people saying,"},{"startTime":196.504,"endTime":202.504,"body":"we've always done it that way."},{"startTime":202.504,"endTime":203.464,"body":"Why change?"},{"startTime":203.824,"endTime":204.934,"body":"We were successful?"},{"startTime":204.964,"endTime":206.434,"body":"'cause we did it this way."},{"startTime":206.554,"endTime":207.754,"body":"Why would we change?"},{"startTime":208.504,"endTime":211.684,"body":"And growth forces change."},{"startTime":211.684,"endTime":213.904,"body":"You cannot have growth without change."},{"startTime":214.324,"endTime":215.854,"body":"And I can explain why that is."},{"startTime":215.854,"endTime":217.594,"body":"It's what I call the arc of success."},{"startTime":218.314,"endTime":220.834,"body":"But that's the short answer"},{"startTime":218.314,"endTime":220.834,"body":"to your direct question."},{"startTime":222.199,"endTime":226.369,"body":"There's another question that's floating"},{"startTime":222.199,"endTime":226.369,"body":"out there that I think is important,"},{"startTime":227.389,"endTime":235.339,"body":"and that is underneath the surface"},{"startTime":227.389,"endTime":235.339,"body":"structurally, organizationally, what"},{"startTime":235.339,"endTime":240.589,"body":"is it causes, what is it that causes"},{"startTime":235.339,"endTime":240.589,"body":"businesses to get too close to that"},{"startTime":240.589,"endTime":243.379,"body":"dangerous cliff and throw themselves off?"},{"startTime":243.859,"endTime":248.059,"body":"And it always starts with a"},{"startTime":243.859,"endTime":248.059,"body":"lack of clarity of purpose."},{"startTime":250.189,"endTime":255.919,"body":"By clarity of purpose, what I mean is"},{"startTime":250.189,"endTime":255.919,"body":"you have to understand the value of the"},{"startTime":255.919,"endTime":257.989,"body":"service or the product you're delivering."},{"startTime":258.919,"endTime":263.479,"body":"You have to understand the market"},{"startTime":258.919,"endTime":263.479,"body":"that you're delivering it to and why"},{"startTime":263.479,"endTime":267.829,"body":"it's valuable to them, and you have"},{"startTime":263.479,"endTime":267.829,"body":"to understand how you get it to them"},{"startTime":268.249,"endTime":272.959,"body":"because your competition are not the"},{"startTime":268.249,"endTime":272.959,"body":"people selling the same thing as you are."},{"startTime":273.544,"endTime":277.654,"body":"Your competition are the people that"},{"startTime":273.544,"endTime":277.654,"body":"your customers can spend their money on."},{"startTime":277.654,"endTime":279.844,"body":"That's not your product or service."},{"startTime":280.234,"endTime":283.114,"body":"And if you don't understand the"},{"startTime":280.234,"endTime":283.114,"body":"value of what you're delivering,"},{"startTime":283.114,"endTime":286.654,"body":"you don't know how to position it"},{"startTime":283.114,"endTime":286.654,"body":"or get it in their hands in the way"},{"startTime":286.654,"endTime":288.874,"body":"that's, that makes you a hero to them."},{"startTime":289.474,"endTime":292.264,"body":"So that's the more, the"},{"startTime":289.474,"endTime":292.264,"body":"deep rooted problem."},{"startTime":292.954,"endTime":293.734,"body":"Does that make sense?"},{"startTime":294.934,"endTime":295.114,"body":"Yeah."},{"startTime":295.114,"endTime":298.954,"body":"I think that's something really"},{"startTime":295.114,"endTime":298.954,"body":"interesting to me that often when"},{"startTime":298.954,"endTime":301.954,"body":"I work with a product creator or"},{"startTime":298.954,"endTime":301.954,"body":"business, the way they describe."},{"startTime":302.269,"endTime":304.579,"body":"What they want, what they think"},{"startTime":302.269,"endTime":304.579,"body":"is valuable is the opposite"},{"startTime":304.579,"endTime":305.809,"body":"of how we talk as a customer."},{"startTime":306.259,"endTime":309.919,"body":"So with authors, a great example of this"},{"startTime":306.259,"endTime":309.919,"body":"is they go my book has to be really long."},{"startTime":309.919,"endTime":310.939,"body":"It has to have every feature."},{"startTime":310.939,"endTime":311.629,"body":"And I go, great."},{"startTime":311.869,"endTime":313.129,"body":"Have a new 800 page book."},{"startTime":313.129,"endTime":313.759,"body":"Do you wanna buy it?"},{"startTime":313.759,"endTime":315.079,"body":"And they go, no, that's too long."},{"startTime":315.649,"endTime":318.649,"body":"And we have this thing where"},{"startTime":315.649,"endTime":318.649,"body":"we switch mindsets, right?"},{"startTime":318.649,"endTime":323.389,"body":"When we're consuming or buying"},{"startTime":318.649,"endTime":323.389,"body":"and versus when we're creating, we"},{"startTime":323.389,"endTime":325.609,"body":"tend to value the wrong features."},{"startTime":326.209,"endTime":328.419,"body":"Switching to this mindset"},{"startTime":326.209,"endTime":328.419,"body":"and asking this question."},{"startTime":328.419,"endTime":331.319,"body":"I think this is a good evolution of"},{"startTime":328.419,"endTime":331.319,"body":"my idea of what problem do you solve?"},{"startTime":331.319,"endTime":335.639,"body":"Because if you can't clearly state"},{"startTime":331.319,"endTime":335.639,"body":"like your value other than it's really"},{"startTime":335.639,"endTime":336.869,"body":"clever, it's really interesting."},{"startTime":336.869,"endTime":337.829,"body":"It's really cool."},{"startTime":338.609,"endTime":340.499,"body":"That's the most important thing."},{"startTime":340.499,"endTime":342.929,"body":"And I think that's exactly"},{"startTime":340.499,"endTime":342.929,"body":"what a lot of people miss."},{"startTime":342.929,"endTime":344.379,"body":"It's that what do you do?"},{"startTime":344.709,"endTime":345.399,"body":"We make paper."},{"startTime":345.399,"endTime":346.789,"body":"Why people need paper?"},{"startTime":346.789,"endTime":347.569,"body":"What's the difference to you?"},{"startTime":347.569,"endTime":350.779,"body":"And I love that you mentioned that we"},{"startTime":347.569,"endTime":350.779,"body":"often think my competitors are just"},{"startTime":350.779,"endTime":352.999,"body":"people who sell similar products, but."},{"startTime":353.599,"endTime":356.569,"body":"If you are running a karate studio,"},{"startTime":353.599,"endTime":356.569,"body":"your competitors are not just other"},{"startTime":356.569,"endTime":358.399,"body":"karate studios, they're Judo studios."},{"startTime":358.399,"endTime":359.059,"body":"They're gyms."},{"startTime":359.059,"endTime":362.989,"body":"They're yoga studios or anywhere"},{"startTime":359.059,"endTime":362.989,"body":"where someone can get exercise it."},{"startTime":363.199,"endTime":367.249,"body":"You're, or also anywhere people"},{"startTime":363.199,"endTime":367.249,"body":"can go after school or after work."},{"startTime":367.249,"endTime":368.479,"body":"You're an extracurricular activity."},{"startTime":368.539,"endTime":373.729,"body":"Yes, and that's really an important"},{"startTime":368.539,"endTime":373.729,"body":"lesson because we often think."},{"startTime":374.299,"endTime":378.469,"body":"Our competition is so narrow, and"},{"startTime":374.299,"endTime":378.469,"body":"then we only look at a small number of"},{"startTime":378.469,"endTime":381.859,"body":"people to check market size, to check"},{"startTime":378.469,"endTime":381.859,"body":"competition, to plan our marketing"},{"startTime":381.859,"endTime":385.789,"body":"strategies and to see what they're"},{"startTime":381.859,"endTime":385.789,"body":"doing and I really like as well."},{"startTime":386.449,"endTime":390.349,"body":"This idea about change,"},{"startTime":386.449,"endTime":390.349,"body":"because I'm very tech forward."},{"startTime":390.349,"endTime":393.259,"body":"I do a lot in the AI space, but"},{"startTime":390.349,"endTime":393.259,"body":"once I develop a process for doing"},{"startTime":393.259,"endTime":395.599,"body":"something, I'm slow to change it."},{"startTime":395.989,"endTime":400.339,"body":"I think of change as phases or stair"},{"startTime":395.989,"endTime":400.339,"body":"steps, like we change learner process"},{"startTime":400.339,"endTime":403.159,"body":"and then we stick with that first"},{"startTime":400.339,"endTime":403.159,"body":"six months, 12 months or years."},{"startTime":403.759,"endTime":407.089,"body":"And there's a really important"},{"startTime":403.759,"endTime":407.089,"body":"question about change, which"},{"startTime":407.089,"endTime":408.409,"body":"is there's gonna be a dip."},{"startTime":409.024,"endTime":411.394,"body":"You change in productivity while"},{"startTime":409.024,"endTime":411.394,"body":"you're learning the new system and"},{"startTime":411.394,"endTime":415.654,"body":"learning how the new computer works,"},{"startTime":411.394,"endTime":415.654,"body":"the new copy machine works, and how"},{"startTime":415.654,"endTime":420.034,"body":"long does it take before the increase"},{"startTime":415.654,"endTime":420.034,"body":"in productivity makes up for that dip?"},{"startTime":420.304,"endTime":423.934,"body":"If we change too frequently, we're"},{"startTime":420.304,"endTime":423.934,"body":"always learning and never implementing."},{"startTime":423.934,"endTime":425.554,"body":"So there's a negative"},{"startTime":423.934,"endTime":425.554,"body":"to changing too much."},{"startTime":425.554,"endTime":427.234,"body":"There's also negative changing too slowly."},{"startTime":427.744,"endTime":431.824,"body":"I'm certainly guilty of this, of like once"},{"startTime":427.744,"endTime":431.824,"body":"I learn a way to do something, I don't."},{"startTime":432.664,"endTime":434.494,"body":"It's very hard to convince me"},{"startTime":432.664,"endTime":434.494,"body":"to learn a new way to do it."},{"startTime":434.494,"endTime":436.144,"body":"I'm like I already solved this problem."},{"startTime":436.714,"endTime":439.624,"body":"The thought of redoing all of"},{"startTime":436.714,"endTime":439.624,"body":"that research is very challenging."},{"startTime":439.624,"endTime":444.604,"body":"So I really understand why"},{"startTime":439.624,"endTime":444.604,"body":"companies get into this mindset"},{"startTime":444.604,"endTime":446.434,"body":"and it's really hard as well."},{"startTime":446.434,"endTime":449.794,"body":"It's if this we're we patterns, right?"},{"startTime":449.794,"endTime":453.394,"body":"If you see if this works 10 times in a"},{"startTime":449.794,"endTime":453.394,"body":"row, why would it not work the 11th time?"},{"startTime":453.424,"endTime":456.154,"body":"'cause there's evidence of it working."},{"startTime":456.724,"endTime":458.674,"body":"And that's, I think, something"},{"startTime":456.724,"endTime":458.674,"body":"that holds us back as well."},{"startTime":458.674,"endTime":461.494,"body":"When we look at special"},{"startTime":458.674,"endTime":461.494,"body":"technology shifts, right?"},{"startTime":462.439,"endTime":465.259,"body":"Fax machines were great"},{"startTime":462.439,"endTime":465.259,"body":"for a really long time."},{"startTime":465.289,"endTime":469.069,"body":"Now the thought of having a fax machine"},{"startTime":465.289,"endTime":469.069,"body":"or receiving a fax is like mind blowing."},{"startTime":469.069,"endTime":470.599,"body":"My children don't know"},{"startTime":469.069,"endTime":470.599,"body":"what a fax machine is."},{"startTime":470.599,"endTime":471.829,"body":"They don't know what a pager is."},{"startTime":472.249,"endTime":474.949,"body":"When at the time when I was,"},{"startTime":472.249,"endTime":474.949,"body":"the thought of having a pager"},{"startTime":474.949,"endTime":475.879,"body":"was like, this is amazing."},{"startTime":475.879,"endTime":476.689,"body":"I'm so reachable."},{"startTime":476.689,"endTime":477.619,"body":"I'm part of the future."},{"startTime":478.279,"endTime":480.739,"body":"So I think this is very interesting."},{"startTime":481.099,"endTime":485.569,"body":"How can, like how do you assess"},{"startTime":481.099,"endTime":485.569,"body":"how much change is a good amount?"},{"startTime":485.569,"endTime":487.519,"body":"Or how do you self-assess"},{"startTime":485.569,"endTime":487.519,"body":"and say, you know what?"},{"startTime":487.879,"endTime":489.349,"body":"We need to embrace some more change."},{"startTime":489.349,"endTime":490.819,"body":"We've gotten too stagnant."},{"startTime":492.114,"endTime":492.534,"body":"Gotcha."},{"startTime":493.024,"endTime":497.134,"body":"Jonathan, I have to tell you, that's"},{"startTime":493.024,"endTime":497.134,"body":"the second question you've asked me."},{"startTime":497.164,"endTime":502.259,"body":"And of the 40 or 50 podcasts I've done"},{"startTime":497.164,"endTime":502.259,"body":"over the last several years, I don't"},{"startTime":502.259,"endTime":506.459,"body":"remember anybody that's asked me two"},{"startTime":502.259,"endTime":506.459,"body":"questions in a row at the beginning"},{"startTime":506.789,"endTime":508.649,"body":"that were such good questions."},{"startTime":508.649,"endTime":510.359,"body":"So kudos to you."},{"startTime":511.019,"endTime":515.159,"body":"I wanted to comment on this because"},{"startTime":511.019,"endTime":515.159,"body":"you talked about it a little bit and"},{"startTime":515.159,"endTime":517.049,"body":"I think that the premise is a mistake."},{"startTime":518.069,"endTime":522.299,"body":"It's not about how often should"},{"startTime":518.069,"endTime":522.299,"body":"we change, how fast should we"},{"startTime":522.299,"endTime":524.039,"body":"change, how much should we change?"},{"startTime":524.039,"endTime":525.749,"body":"How regularly should we change?"},{"startTime":526.949,"endTime":535.859,"body":"The question is, when does our"},{"startTime":526.949,"endTime":535.859,"body":"current reality become more of a"},{"startTime":535.859,"endTime":538.524,"body":"drag than our potential future?"},{"startTime":540.734,"endTime":546.809,"body":"It is always gotta be looked at in a"},{"startTime":540.734,"endTime":546.809,"body":"situational mode as to the value of"},{"startTime":546.809,"endTime":551.789,"body":"staying where you are or moving, because"},{"startTime":546.809,"endTime":551.789,"body":"as you said, change is expensive,"},{"startTime":552.089,"endTime":556.109,"body":"takes time, takes money, you have to"},{"startTime":552.089,"endTime":556.109,"body":"catch up, you lose some productivity."},{"startTime":556.559,"endTime":563.489,"body":"So it's not about how often should I do"},{"startTime":556.559,"endTime":563.489,"body":"it, it's about how much do I have to be"},{"startTime":563.519,"endTime":566.714,"body":"better to justify investing in the change."},{"startTime":568.019,"endTime":571.109,"body":"And this is the truth with"},{"startTime":568.019,"endTime":571.109,"body":"every piece of technology."},{"startTime":571.109,"endTime":576.299,"body":"I bought my first computer in 73 and"},{"startTime":571.109,"endTime":576.299,"body":"I have done everything from literally"},{"startTime":576.299,"endTime":579.53,"body":"bleeding edge, alpha, beta stuff to no."},{"startTime":579.709,"endTime":582.914,"body":"I want 800, I want, 80 million users."},{"startTime":583.014,"endTime":585.959,"body":"I'm not I want it just"},{"startTime":583.014,"endTime":585.959,"body":"before they obsolete it."},{"startTime":586.009,"endTime":592.054,"body":"And the key here is how"},{"startTime":586.009,"endTime":592.054,"body":"much leverage do I get?"},{"startTime":593.344,"endTime":597.044,"body":"The new thing so that's the"},{"startTime":593.344,"endTime":597.044,"body":"question you have to ask."},{"startTime":597.734,"endTime":603.134,"body":"And lemme just add this to it"},{"startTime":597.734,"endTime":603.134,"body":"because this is really important."},{"startTime":604.064,"endTime":609.074,"body":"This is part of how you start to"},{"startTime":604.064,"endTime":609.074,"body":"evaluate that there's a whole cost"},{"startTime":609.644,"endTime":614.264,"body":"benefit assumption mitigation strategy"},{"startTime":609.644,"endTime":614.264,"body":"that you have to go through if you're"},{"startTime":614.264,"endTime":615.794,"body":"really gonna do a good job of this."},{"startTime":616.904,"endTime":620.599,"body":"But there's a thing that I"},{"startTime":616.904,"endTime":620.599,"body":"found when I did my research and"},{"startTime":620.659,"endTime":623.359,"body":"again, this is not Larry's brain."},{"startTime":623.419,"endTime":625.069,"body":"This is Larry's research."},{"startTime":625.969,"endTime":628.129,"body":"I found this thing called"},{"startTime":625.969,"endTime":628.129,"body":"the arc of success."},{"startTime":628.159,"endTime":631.759,"body":"It's the path of what success looks like."},{"startTime":633.139,"endTime":634.639,"body":"It starts with an idea."},{"startTime":634.759,"endTime":637.669,"body":"If the idea is a good"},{"startTime":634.759,"endTime":637.669,"body":"idea, it creates growth."},{"startTime":639.589,"endTime":643.369,"body":"When you have growth"},{"startTime":639.589,"endTime":643.369,"body":"that creates complexity."},{"startTime":644.629,"endTime":648.019,"body":"The way you manage 30 plus"},{"startTime":644.629,"endTime":648.019,"body":"customers is different than 300"},{"startTime":648.079,"endTime":650.059,"body":"and different than 3000, right?"},{"startTime":650.059,"endTime":651.259,"body":"Same with employees."},{"startTime":652.399,"endTime":656.359,"body":"Complexity creates the need for rules."},{"startTime":658.129,"endTime":661.489,"body":"Rules create a loss of flexibility."},{"startTime":661.489,"endTime":667.279,"body":"And when you have that loss of"},{"startTime":661.489,"endTime":667.279,"body":"flexibility, that's an inflection point."},{"startTime":668.209,"endTime":673.219,"body":"That's when you have to stop and say, what"},{"startTime":668.209,"endTime":673.219,"body":"is it that we need to look at changing?"},{"startTime":674.584,"endTime":680.314,"body":"So every time you go through that arc"},{"startTime":674.584,"endTime":680.314,"body":"with a new idea, you've gotta go and take"},{"startTime":680.314,"endTime":686.674,"body":"a look at where you've been and if what"},{"startTime":680.314,"endTime":686.674,"body":"you've put in place is still good or not."},{"startTime":686.824,"endTime":687.964,"body":"And if it has to change."},{"startTime":689.704,"endTime":691.954,"body":"And there's one more thing I"},{"startTime":689.704,"endTime":691.954,"body":"want to tell you about change"},{"startTime":691.954,"endTime":693.784,"body":"and this is one of my favorites."},{"startTime":693.844,"endTime":697.624,"body":"Every time I speak I always open this way."},{"startTime":697.624,"endTime":698.854,"body":"I ask the audience."},{"startTime":699.454,"endTime":704.134,"body":"Generally speaking, how many of"},{"startTime":699.454,"endTime":704.134,"body":"you believe people like change?"},{"startTime":704.854,"endTime":708.554,"body":"And of course, if there's 30 people,"},{"startTime":704.854,"endTime":708.554,"body":"usually nobody raises their hands."},{"startTime":708.554,"endTime":712.784,"body":"Sometimes there's 500 people or a thousand"},{"startTime":708.554,"endTime":712.784,"body":"people, I'll get 10, 20 hands, right?"},{"startTime":713.954,"endTime":714.555,"body":"And then I say, okay."},{"startTime":715.484,"endTime":720.674,"body":"Now, how many of you generally speaking,"},{"startTime":715.484,"endTime":720.674,"body":"believe people don't like change?"},{"startTime":720.734,"endTime":724.574,"body":"And of course everybody raises their"},{"startTime":720.734,"endTime":724.574,"body":"hand and I say, you're all wrong."},{"startTime":724.964,"endTime":727.604,"body":"Every single human being loves change."},{"startTime":728.114,"endTime":732.434,"body":"It's not change that's the problem,"},{"startTime":728.114,"endTime":732.434,"body":"it's who's doing the change."},{"startTime":733.634,"endTime":738.014,"body":"Everybody loves change"},{"startTime":733.634,"endTime":738.014,"body":"that they do unto others."},{"startTime":738.494,"endTime":740.174,"body":"Nobody loves change."},{"startTime":740.354,"endTime":742.124,"body":"Others do unto them."},{"startTime":742.889,"endTime":744.329,"body":"'cause you can't control it."},{"startTime":745.889,"endTime":751.139,"body":"So this is a very big problem"},{"startTime":745.889,"endTime":751.139,"body":"because you have to learn when"},{"startTime":751.139,"endTime":753.239,"body":"to evaluate the need for change."},{"startTime":753.719,"endTime":757.979,"body":"You have to learn how to assess how"},{"startTime":753.719,"endTime":757.979,"body":"much you're losing if you don't change,"},{"startTime":757.979,"endTime":759.809,"body":"and how much you're gaining if you do."},{"startTime":760.049,"endTime":763.589,"body":"And then you have to figure out"},{"startTime":760.049,"endTime":763.589,"body":"how to make that change yours"},{"startTime":763.769,"endTime":765.224,"body":"so that the staff owns it."},{"startTime":765.909,"endTime":768.549,"body":"So the staff doesn't say, I"},{"startTime":765.909,"endTime":768.549,"body":"don't want to change, change."},{"startTime":768.549,"endTime":770.589,"body":"The staff says, these are great ideas."},{"startTime":770.589,"endTime":771.284,"body":"Let's do 'em."},{"startTime":771.334,"endTime":771.685,"body":"Let's go."},{"startTime":777.369,"endTime":780.549,"body":"So one of the challenges right"},{"startTime":777.369,"endTime":780.549,"body":"now is that it's hard to do"},{"startTime":780.549,"endTime":782.259,"body":"that decision making calculus."},{"startTime":782.679,"endTime":785.919,"body":"So AI and new tools"},{"startTime":782.679,"endTime":785.919,"body":"are coming out so fast."},{"startTime":786.129,"endTime":787.179,"body":"This happens to me all the time."},{"startTime":787.179,"endTime":789.549,"body":"People are like, oh, you're using"},{"startTime":787.179,"endTime":789.549,"body":"chat GPT while you're in the past."},{"startTime":789.549,"endTime":790.389,"body":"It's all about Claude."},{"startTime":790.749,"endTime":792.129,"body":"And then two weeks later,"},{"startTime":790.749,"endTime":792.129,"body":"like, why are you using Claude?"},{"startTime":792.129,"endTime":793.029,"body":"It's all about ChatGPT."},{"startTime":793.029,"endTime":794.049,"body":"You're living two weeks ago."},{"startTime":794.049,"endTime":795.729,"body":"Like the cycle of change is so fast."},{"startTime":796.554,"endTime":800.124,"body":"That the, it's hard to calculate"},{"startTime":796.554,"endTime":800.124,"body":"how much will we benefit?"},{"startTime":800.124,"endTime":803.004,"body":"Because by the time we master the"},{"startTime":800.124,"endTime":803.004,"body":"tool, it'll already be obsolete"},{"startTime":803.304,"endTime":805.464,"body":"or that something will change"},{"startTime":803.304,"endTime":805.464,"body":"or there'll be a market shift."},{"startTime":805.464,"endTime":809.664,"body":"And I think that's why people are"},{"startTime":805.464,"endTime":809.664,"body":"hesitating to jump in because it doesn't"},{"startTime":809.664,"endTime":813.384,"body":"feel like we've chosen a winner or"},{"startTime":809.664,"endTime":813.384,"body":"chosen a working path or like settled."},{"startTime":813.434,"endTime":816.824,"body":"That kind of VHS versus beta,"},{"startTime":813.434,"endTime":816.824,"body":"once it was settled, everyone"},{"startTime":817.004,"endTime":818.474,"body":"bought a lot more VHS machines."},{"startTime":818.474,"endTime":822.074,"body":"My family unfortunately, had thought it"},{"startTime":818.474,"endTime":822.074,"body":"was gonna be beta, so there were less"},{"startTime":822.074,"endTime":823.489,"body":"and less videos for in the video store."},{"startTime":824.234,"endTime":826.364,"body":"Our younger listeners won't know what"},{"startTime":824.234,"endTime":826.364,"body":"I'm talking about, but everyone our age"},{"startTime":826.364,"endTime":827.594,"body":"already knows what I'm talking about."},{"startTime":827.594,"endTime":830.894,"body":"But it's that kind of"},{"startTime":827.594,"endTime":830.894,"body":"just make calculus hard."},{"startTime":830.894,"endTime":832.994,"body":"You go I think this"},{"startTime":830.894,"endTime":832.994,"body":"will make things better."},{"startTime":833.144,"endTime":835.934,"body":"But we really don't know because"},{"startTime":833.144,"endTime":835.934,"body":"there's no longitudinal studies,"},{"startTime":835.934,"endTime":839.894,"body":"there's no companies that have been"},{"startTime":835.934,"endTime":839.894,"body":"AI forward for five, 10, or 20 years."},{"startTime":839.894,"endTime":842.954,"body":"There's only companies that are like"},{"startTime":839.894,"endTime":842.954,"body":"six months or 12 months or 18 months"},{"startTime":842.954,"endTime":844.244,"body":"'cause it's such a new technology."},{"startTime":844.244,"endTime":846.609,"body":"So when it's a little ephemeral or vague."},{"startTime":847.764,"endTime":852.264,"body":"What are some ways you can as go through"},{"startTime":847.764,"endTime":852.264,"body":"this assessment when there's not that"},{"startTime":852.264,"endTime":853.944,"body":"data that would help it to be easier?"},{"startTime":854.904,"endTime":857.484,"body":"So there's two ways of looking at this."},{"startTime":857.544,"endTime":859.704,"body":"There's forward looking and"},{"startTime":857.544,"endTime":859.704,"body":"there's backward looking."},{"startTime":860.574,"endTime":868.134,"body":"When you make a change, you should have a"},{"startTime":860.574,"endTime":868.134,"body":"sense of the investment you're gonna make,"},{"startTime":868.884,"endTime":871.314,"body":"the size of the return you're expecting."},{"startTime":872.124,"endTime":876.504,"body":"The duration for that"},{"startTime":872.124,"endTime":876.504,"body":"value to be sustainable, to"},{"startTime":876.504,"endTime":878.814,"body":"continue to providing benefit."},{"startTime":880.254,"endTime":884.194,"body":"When you do that, if you do that on the"},{"startTime":880.254,"endTime":884.194,"body":"right way, you can say, we're gonna make"},{"startTime":884.194,"endTime":888.334,"body":"this change and we expect to generate"},{"startTime":884.194,"endTime":888.334,"body":"this much income over the next 18 months."},{"startTime":889.354,"endTime":892.654,"body":"Or we're gonna have some metrics,"},{"startTime":889.354,"endTime":892.654,"body":"some measure that we know we're"},{"startTime":892.654,"endTime":896.854,"body":"gonna be able to improve to this"},{"startTime":892.654,"endTime":896.854,"body":"number over the next 18 months."},{"startTime":897.334,"endTime":898.459,"body":"Once you hit that number."},{"startTime":899.629,"endTime":901.189,"body":"You've paid for your investment."},{"startTime":901.759,"endTime":903.979,"body":"Now you're free to go make a change."},{"startTime":904.279,"endTime":908.809,"body":"But don't make a change until you"},{"startTime":904.279,"endTime":908.809,"body":"evaluate the value of the next investment"},{"startTime":909.259,"endTime":911.059,"body":"and how long it's gonna be good for."},{"startTime":911.599,"endTime":914.539,"body":"Don't throw away the good just"},{"startTime":911.599,"endTime":914.539,"body":"'cause there's something better"},{"startTime":914.689,"endTime":916.069,"body":"if it's still making you money."},{"startTime":916.909,"endTime":919.369,"body":"So that's the foundation,"},{"startTime":916.909,"endTime":919.369,"body":"that's the basis."},{"startTime":920.359,"endTime":922.909,"body":"But what you have to be able"},{"startTime":920.359,"endTime":922.909,"body":"to do is you have to be able"},{"startTime":922.909,"endTime":924.439,"body":"to take that new technology."},{"startTime":924.994,"endTime":930.964,"body":"And tactically inject it into your"},{"startTime":924.994,"endTime":930.964,"body":"operational environment and say, where"},{"startTime":930.964,"endTime":935.464,"body":"are the benefits gonna come from and"},{"startTime":930.964,"endTime":935.464,"body":"how are those gonna turn into revenue?"},{"startTime":936.004,"endTime":937.564,"body":"How are those gonna turn into money?"},{"startTime":938.194,"endTime":941.314,"body":"How are those gonna turn into"},{"startTime":938.194,"endTime":941.314,"body":"something I can leverage to get more"},{"startTime":941.314,"endTime":945.064,"body":"customers or to sell more product or"},{"startTime":941.314,"endTime":945.064,"body":"to make more profit, or to improve"},{"startTime":945.064,"endTime":946.369,"body":"my relationship with my vendors?"},{"startTime":947.494,"endTime":950.494,"body":"And it's the nitty gritty."},{"startTime":951.694,"endTime":957.814,"body":"Elbow grease crap that most technology"},{"startTime":951.694,"endTime":957.814,"body":"people have not been trained in"},{"startTime":957.814,"endTime":959.284,"body":"and don't even want to deal with."},{"startTime":959.539,"endTime":961.454,"body":"I in the smaller organizations."},{"startTime":963.884,"endTime":967.034,"body":"So earlier you talked about how"},{"startTime":963.884,"endTime":967.034,"body":"people like to do change to other"},{"startTime":967.034,"endTime":969.224,"body":"people and not receive change."},{"startTime":969.224,"endTime":973.184,"body":"One of the big challenges, especially when"},{"startTime":969.224,"endTime":973.184,"body":"a company hits like an inflection point"},{"startTime":973.184,"endTime":977.294,"body":"or stagnation point, when they have to go"},{"startTime":973.184,"endTime":977.294,"body":"from directed leadership to distributed"},{"startTime":977.294,"endTime":980.054,"body":"leadership, that it feels like."},{"startTime":980.459,"endTime":982.949,"body":"A change, especially like if you're"},{"startTime":980.459,"endTime":982.949,"body":"bringing it, same as if you bring"},{"startTime":982.949,"endTime":983.939,"body":"in a technology you don't wanna use."},{"startTime":983.939,"endTime":988.499,"body":"If you bring in ai, it feels like you're"},{"startTime":983.939,"endTime":988.499,"body":"giving up control or giving up power."},{"startTime":988.889,"endTime":992.189,"body":"And that's a very scary thing"},{"startTime":988.889,"endTime":992.189,"body":"to do, especially when you've"},{"startTime":992.189,"endTime":993.959,"body":"been the boss for a long time."},{"startTime":993.959,"endTime":996.899,"body":"Or the decision maker to bring in"},{"startTime":993.959,"endTime":996.899,"body":"something, a tool you don't know"},{"startTime":996.899,"endTime":1001.969,"body":"how to use, it starts to make"},{"startTime":996.899,"endTime":1001.969,"body":"you feel obsolete a little bit."},{"startTime":1002.419,"endTime":1006.189,"body":"How can someone go through this"},{"startTime":1002.419,"endTime":1006.189,"body":"decision making calculus and overcome"},{"startTime":1006.189,"endTime":1009.459,"body":"that challenge of oh, if I bring in"},{"startTime":1006.189,"endTime":1009.459,"body":"this change, or if we modify the way"},{"startTime":1009.459,"endTime":1013.779,"body":"the company's operating, I'm no longer"},{"startTime":1009.459,"endTime":1013.779,"body":"important, no longer in power, and maybe"},{"startTime":1013.779,"endTime":1015.789,"body":"I'll be the next thing we change out."},{"startTime":1015.819,"endTime":1017.734,"body":"I'll lose my position"},{"startTime":1015.819,"endTime":1017.734,"body":"or lose my authority."},{"startTime":1020.934,"endTime":1028.344,"body":"You're getting into psychology and the"},{"startTime":1020.934,"endTime":1028.344,"body":"psychology that you have to implement"},{"startTime":1029.424,"endTime":1036.024,"body":"is rooted in culture first, and if you"},{"startTime":1029.424,"endTime":1036.024,"body":"don't have the appropriate culture,"},{"startTime":1036.024,"endTime":1039.264,"body":"you're going to have those kinds"},{"startTime":1036.024,"endTime":1039.264,"body":"of situations where you have people"},{"startTime":1039.264,"endTime":1044.994,"body":"fearing loss of power, so you've"},{"startTime":1039.264,"endTime":1044.994,"body":"gotta fix it before that even happens."},{"startTime":1044.994,"endTime":1047.094,"body":"You've gotta have a culture."},{"startTime":1047.454,"endTime":1051.714,"body":"That is based upon a common"},{"startTime":1047.454,"endTime":1051.714,"body":"set of shared values."},{"startTime":1052.434,"endTime":1057.024,"body":"That is what is referred to by"},{"startTime":1052.434,"endTime":1057.024,"body":"some people as a should culture."},{"startTime":1057.624,"endTime":1063.024,"body":"In other words, you wanna minimize the"},{"startTime":1057.624,"endTime":1063.024,"body":"rules as much as humanly possible and"},{"startTime":1063.264,"endTime":1070.374,"body":"homogenize the values as much as possible"},{"startTime":1063.264,"endTime":1070.374,"body":"so that people have the ability to react."},{"startTime":1071.049,"endTime":1073.329,"body":"Not think about the rule."},{"startTime":1073.629,"endTime":1075.669,"body":"In other words, what's"},{"startTime":1073.629,"endTime":1075.669,"body":"the right thing to do?"},{"startTime":1075.819,"endTime":1077.199,"body":"I know what the right thing to do is."},{"startTime":1077.199,"endTime":1079.749,"body":"I don't need to look at the rule"},{"startTime":1077.199,"endTime":1079.749,"body":"versus I gotta get the book."},{"startTime":1079.899,"endTime":1080.619,"body":"Am I on the line?"},{"startTime":1080.619,"endTime":1081.339,"body":"Am I over the line?"},{"startTime":1081.339,"endTime":1082.149,"body":"Am I crossed the line?"},{"startTime":1082.149,"endTime":1085.149,"body":"Do I ask forgiveness or do"},{"startTime":1082.149,"endTime":1085.149,"body":"I wanna ask for permission?"},{"startTime":1085.479,"endTime":1087.099,"body":"You've gotta get that culture fixed."},{"startTime":1087.099,"endTime":1090.219,"body":"If you don't get that culture fixed,"},{"startTime":1087.099,"endTime":1090.219,"body":"you can't fix what you're talking about."},{"startTime":1091.179,"endTime":1094.479,"body":"The second thing is everybody has to"},{"startTime":1091.179,"endTime":1094.479,"body":"understand the role they have in the"},{"startTime":1094.479,"endTime":1099.969,"body":"company, from the secretary, from the"},{"startTime":1094.479,"endTime":1099.969,"body":"person that answers the phone to the CEO."},{"startTime":1100.779,"endTime":1106.389,"body":"If the CEO believes, or the person who's"},{"startTime":1100.779,"endTime":1106.389,"body":"in charge of the technology believes"},{"startTime":1106.839,"endTime":1113.844,"body":"that they're at risk of being discarded"},{"startTime":1106.839,"endTime":1113.844,"body":"after a change is made, that they aren't"},{"startTime":1113.844,"endTime":1118.014,"body":"providing enough value or they're not"},{"startTime":1113.844,"endTime":1118.014,"body":"looking at the value they're providing"},{"startTime":1118.014,"endTime":1119.664,"body":"and promoting it in the proper way."},{"startTime":1120.399,"endTime":1122.769,"body":"It's the same thing as"},{"startTime":1120.399,"endTime":1122.769,"body":"we talked about before."},{"startTime":1122.799,"endTime":1123.819,"body":"Who's your competition?"},{"startTime":1124.719,"endTime":1130.989,"body":"My value is not that I know this"},{"startTime":1124.719,"endTime":1130.989,"body":"product, my value is that I know how"},{"startTime":1130.989,"endTime":1135.039,"body":"to find a good product and how to"},{"startTime":1130.989,"endTime":1135.039,"body":"evaluate when that product should"},{"startTime":1135.039,"endTime":1139.209,"body":"be implemented and to understand how"},{"startTime":1135.039,"endTime":1139.209,"body":"to get the rest of the organization"},{"startTime":1139.209,"endTime":1141.7,"body":"to adapt it, adapt or to adopt it."},{"startTime":1142.724,"endTime":1146.149,"body":"And if that's your proposition, your"},{"startTime":1142.724,"endTime":1146.149,"body":"value proposition, why would you ever."},{"startTime":1146.894,"endTime":1149.954,"body":"Lose that power, why would"},{"startTime":1146.894,"endTime":1149.954,"body":"you ever lose that value?"},{"startTime":1150.704,"endTime":1156.344,"body":"So it's a real psychological"},{"startTime":1150.704,"endTime":1156.344,"body":"shift that's rooted in, first"},{"startTime":1156.344,"endTime":1158.624,"body":"of all, what is the purpose?"},{"startTime":1158.624,"endTime":1160.004,"body":"What is your value?"},{"startTime":1160.484,"endTime":1163.814,"body":"And second of all, how"},{"startTime":1160.484,"endTime":1163.814,"body":"does the culture work?"},{"startTime":1164.444,"endTime":1167.834,"body":"So we're getting into some of the"},{"startTime":1164.444,"endTime":1167.834,"body":"very complex stuff that I talk"},{"startTime":1167.834,"endTime":1171.074,"body":"about in the book, and I'm doing"},{"startTime":1167.834,"endTime":1171.074,"body":"it in a very abbreviated way."},{"startTime":1171.074,"endTime":1172.514,"body":"So if I'm not making"},{"startTime":1171.074,"endTime":1172.514,"body":"sense, please tell me."},{"startTime":1176.249,"endTime":1179.429,"body":"No, I think this is really good 'cause"},{"startTime":1176.249,"endTime":1179.429,"body":"this dovetails into something I often talk"},{"startTime":1179.429,"endTime":1183.569,"body":"about, which is that if I come in as an"},{"startTime":1179.429,"endTime":1183.569,"body":"AI consultant or a actually ao and the"},{"startTime":1183.569,"endTime":1187.079,"body":"first thing I say is, we're gonna build"},{"startTime":1183.569,"endTime":1187.079,"body":"this AI system and we're gonna be able"},{"startTime":1187.079,"endTime":1192.329,"body":"to fire 20% of you guys, then the team"},{"startTime":1187.079,"endTime":1192.329,"body":"is gonna sabotage the project because"},{"startTime":1192.329,"endTime":1194.099,"body":"there's an element of self-preservation."},{"startTime":1194.519,"endTime":1197.189,"body":"And it's interesting to see that"},{"startTime":1194.519,"endTime":1197.189,"body":"it's the same thing at the leadership"},{"startTime":1197.189,"endTime":1200.189,"body":"level because if the leadership feel"},{"startTime":1197.189,"endTime":1200.189,"body":"like a change is gonna push them out."},{"startTime":1200.459,"endTime":1202.079,"body":"They're gonna sabotage as you would."},{"startTime":1202.079,"endTime":1203.339,"body":"We all self preserve, right?"},{"startTime":1203.339,"endTime":1208.469,"body":"We all wanna protect our positions,"},{"startTime":1203.339,"endTime":1208.469,"body":"and so it's really important to couch"},{"startTime":1208.469,"endTime":1210.269,"body":"change in terms or in a strategy."},{"startTime":1210.269,"endTime":1214.469,"body":"That means we're gonna enhance you"},{"startTime":1210.269,"endTime":1214.469,"body":"that no one's getting fired, that this"},{"startTime":1214.469,"endTime":1216.209,"body":"is, there's still a new role for you."},{"startTime":1216.209,"endTime":1220.169,"body":"It's just that it, instead of director,"},{"startTime":1216.209,"endTime":1220.169,"body":"it's captain or like it's, it's"},{"startTime":1220.169,"endTime":1223.379,"body":"still a leadership position, just"},{"startTime":1220.169,"endTime":1223.379,"body":"has a slightly different structure."},{"startTime":1223.379,"endTime":1226.769,"body":"Now you aren't micromanaging as much"},{"startTime":1223.379,"endTime":1226.769,"body":"because you have more divisions."},{"startTime":1226.769,"endTime":1228.299,"body":"I think this is really good because."},{"startTime":1228.854,"endTime":1231.284,"body":"A lot of companies are going through"},{"startTime":1228.854,"endTime":1231.284,"body":"pretty dramatic change right now."},{"startTime":1231.284,"endTime":1233.654,"body":"This is a really big season for change."},{"startTime":1233.654,"endTime":1238.514,"body":"A lot of things are happening in different"},{"startTime":1233.654,"endTime":1238.514,"body":"markets and I think it really helps people"},{"startTime":1238.514,"endTime":1242.234,"body":"to see that there is a path forward."},{"startTime":1242.294,"endTime":1249.224,"body":"Now, one of the things I find really"},{"startTime":1242.294,"endTime":1249.224,"body":"interesting is that, companies seem to"},{"startTime":1249.224,"endTime":1253.544,"body":"get stuck at the same points that we often"},{"startTime":1249.224,"endTime":1253.544,"body":"think when we're going through something."},{"startTime":1253.574,"endTime":1255.104,"body":"I'm the only person this"},{"startTime":1253.574,"endTime":1255.104,"body":"has ever happened to."},{"startTime":1255.104,"endTime":1256.934,"body":"I'm the only person who's"},{"startTime":1255.104,"endTime":1256.934,"body":"ever had imposter syndrome."},{"startTime":1256.934,"endTime":1259.504,"body":"I'm the other person who hates"},{"startTime":1256.934,"endTime":1259.504,"body":"hearing this outta their voice or"},{"startTime":1259.594,"endTime":1260.884,"body":"hates what they look like on video."},{"startTime":1260.884,"endTime":1261.394,"body":"The same thing."},{"startTime":1261.394,"endTime":1263.254,"body":"You think your company, oh,"},{"startTime":1261.394,"endTime":1263.254,"body":"we're the first company where"},{"startTime":1263.254,"endTime":1264.544,"body":"we have this dysfunction."},{"startTime":1265.264,"endTime":1268.654,"body":"So I think it's really helpful"},{"startTime":1265.264,"endTime":1268.654,"body":"to know there are certain points."},{"startTime":1268.654,"endTime":1272.854,"body":"What are some of the kind of warning"},{"startTime":1268.654,"endTime":1272.854,"body":"signs that you're hitting one of these"},{"startTime":1272.854,"endTime":1274.714,"body":"stagnations or inflection points where."},{"startTime":1275.044,"endTime":1275.944,"body":"Oh, we've hit a plateau."},{"startTime":1275.974,"endTime":1278.194,"body":"It's time to do the next change."},{"startTime":1286.054,"endTime":1289.054,"body":"I mentioned a couple of things"},{"startTime":1286.054,"endTime":1289.054,"body":"and those are still true."},{"startTime":1289.954,"endTime":1294.694,"body":"Another thing that happens frequently"},{"startTime":1289.954,"endTime":1294.694,"body":"when change needs to occur is what"},{"startTime":1294.694,"endTime":1296.374,"body":"I call the whack-a-mole syndrome."},{"startTime":1297.064,"endTime":1302.374,"body":"I. Operationally you are"},{"startTime":1297.064,"endTime":1302.374,"body":"functioning, but there's problems."},{"startTime":1302.554,"endTime":1306.604,"body":"And those problems, every time"},{"startTime":1302.554,"endTime":1306.604,"body":"you fix 'em, they go away for a"},{"startTime":1306.604,"endTime":1308.044,"body":"while and then they come back."},{"startTime":1309.514,"endTime":1312.414,"body":"And the reason is that you're"},{"startTime":1309.514,"endTime":1312.414,"body":"not addressing the problem."},{"startTime":1312.744,"endTime":1314.814,"body":"You familiar with the whack-a-Mole game?"},{"startTime":1315.564,"endTime":1316.554,"body":"There's a hammer and Oh"},{"startTime":1316.809,"endTime":1316.869,"body":"Yeah."},{"startTime":1316.869,"endTime":1317.619,"body":"I love that game."},{"startTime":1317.754,"endTime":1319.644,"body":"So that's what I call"},{"startTime":1317.754,"endTime":1319.644,"body":"the whack-a-Mole game."},{"startTime":1319.644,"endTime":1324.809,"body":"It's like you're you notice your"},{"startTime":1319.644,"endTime":1324.809,"body":"day starting to be disrupted."},{"startTime":1325.139,"endTime":1329.999,"body":"By little emergencies that happen, more"},{"startTime":1325.139,"endTime":1329.999,"body":"and more frequency, little distractions"},{"startTime":1329.999,"endTime":1334.049,"body":"that take more and more of your time and"},{"startTime":1329.999,"endTime":1334.049,"body":"your energy and take you away from the"},{"startTime":1334.049,"endTime":1338.379,"body":"focus you need to have, and you spend"},{"startTime":1334.049,"endTime":1338.379,"body":"more and more time trying to fix them,"},{"startTime":1338.499,"endTime":1341.589,"body":"and the more you spend time trying to"},{"startTime":1338.499,"endTime":1341.589,"body":"fix 'em, the less you're fixing them."},{"startTime":1342.039,"endTime":1346.149,"body":"What's actually happening is"},{"startTime":1342.039,"endTime":1346.149,"body":"you're treating symptoms and"},{"startTime":1346.149,"endTime":1347.104,"body":"when you're treating symptoms."},{"startTime":1347.889,"endTime":1349.509,"body":"You're not getting rid of the problem."},{"startTime":1350.139,"endTime":1353.829,"body":"So when you notice those things"},{"startTime":1350.139,"endTime":1353.829,"body":"starting to happen, you have to slow"},{"startTime":1353.829,"endTime":1357.789,"body":"down and you have to look deeper"},{"startTime":1353.829,"endTime":1357.789,"body":"and say, why is this happening?"},{"startTime":1358.419,"endTime":1359.649,"body":"Let's get behind it."},{"startTime":1361.119,"endTime":1366.029,"body":"So for example, we had a client"},{"startTime":1361.119,"endTime":1366.029,"body":"that was in that was in social"},{"startTime":1366.029,"endTime":1368.399,"body":"services dealing with orphans."},{"startTime":1368.879,"endTime":1373.769,"body":"And they were really struggling"},{"startTime":1368.879,"endTime":1373.769,"body":"because they had too many orphans"},{"startTime":1373.769,"endTime":1375.419,"body":"and not enough caseworkers."},{"startTime":1376.034,"endTime":1381.684,"body":"And they kept having repeat problems and"},{"startTime":1376.034,"endTime":1381.684,"body":"they thought it was that the caseworkers"},{"startTime":1381.684,"endTime":1382.974,"body":"weren't working efficiently enough."},{"startTime":1384.084,"endTime":1388.164,"body":"We came in and did an analysis and what we"},{"startTime":1384.084,"endTime":1388.164,"body":"found was that the reason the caseworkers"},{"startTime":1388.164,"endTime":1390.954,"body":"weren't getting the work done wasn't"},{"startTime":1388.164,"endTime":1390.954,"body":"'cause they weren't working hard enough."},{"startTime":1391.464,"endTime":1394.344,"body":"It's because they had more"},{"startTime":1391.464,"endTime":1394.344,"body":"work than a human could do."},{"startTime":1394.794,"endTime":1396.744,"body":"But nobody knew where"},{"startTime":1394.794,"endTime":1396.744,"body":"to go to get support."},{"startTime":1396.744,"endTime":1399.024,"body":"All they knew to do was"},{"startTime":1396.744,"endTime":1399.024,"body":"to hire more caseworkers."},{"startTime":1399.774,"endTime":1403.734,"body":"The solution to the problem"},{"startTime":1399.774,"endTime":1403.734,"body":"was go to the families."},{"startTime":1404.514,"endTime":1413.244,"body":"Take orphans in and engage them in support"},{"startTime":1404.514,"endTime":1413.244,"body":"of new efforts to recruit families."},{"startTime":1413.634,"endTime":1420.624,"body":"So by expanding the family base, they had"},{"startTime":1413.634,"endTime":1420.624,"body":"more families ready and prepared, and it"},{"startTime":1420.624,"endTime":1425.694,"body":"didn't take the social workers as much"},{"startTime":1420.624,"endTime":1425.694,"body":"time or energy to get orphans placed."},{"startTime":1426.054,"endTime":1429.049,"body":"And instantly the back load"},{"startTime":1426.054,"endTime":1429.049,"body":"and the pressure went away."},{"startTime":1429.729,"endTime":1433.689,"body":"They just stopped looking at"},{"startTime":1429.729,"endTime":1433.689,"body":"using the staff and they went to"},{"startTime":1433.689,"endTime":1438.489,"body":"a free resource that was available"},{"startTime":1433.689,"endTime":1438.489,"body":"all the time and eager to help."},{"startTime":1439.419,"endTime":1441.339,"body":"So it's the whack-a-mole problem."},{"startTime":1441.669,"endTime":1445.329,"body":"When your problems keep recurring and"},{"startTime":1441.669,"endTime":1445.329,"body":"everything you do to fix 'em doesn't"},{"startTime":1445.329,"endTime":1447.639,"body":"work, you're not attacking the problem."},{"startTime":1448.089,"endTime":1450.294,"body":"That's a inflection point"},{"startTime":1448.089,"endTime":1450.294,"body":"when you have to change."},{"startTime":1452.619,"endTime":1453.789,"body":"I think that's really good."},{"startTime":1454.389,"endTime":1459.339,"body":"It's we start to get to a point where"},{"startTime":1454.389,"endTime":1459.339,"body":"you come home at the end of the day"},{"startTime":1459.339,"endTime":1460.659,"body":"and you go, what did I do today?"},{"startTime":1461.079,"endTime":1463.989,"body":"Or, you have this list of things"},{"startTime":1461.079,"endTime":1463.989,"body":"you thought you were gonna"},{"startTime":1463.989,"endTime":1465.039,"body":"do, and none of them happen."},{"startTime":1465.489,"endTime":1468.999,"body":"And I think that's a really good"},{"startTime":1465.489,"endTime":1468.999,"body":"way of looking at it because it's"},{"startTime":1468.999,"endTime":1472.869,"body":"sometimes hard when you are in the"},{"startTime":1468.999,"endTime":1472.869,"body":"weeds or in the middle of an emergency."},{"startTime":1472.869,"endTime":1475.719,"body":"Like I was working on a project recently"},{"startTime":1472.869,"endTime":1475.719,"body":"where everything was an emergency or"},{"startTime":1475.719,"endTime":1477.369,"body":"everything was a five out of five."},{"startTime":1477.369,"endTime":1477.37,"body":"Yes."},{"startTime":1478.104,"endTime":1481.494,"body":"And then if everything's an"},{"startTime":1478.104,"endTime":1481.494,"body":"emergency, nothing's an emergency"},{"startTime":1481.494,"endTime":1483.294,"body":"because it's all equal value."},{"startTime":1483.864,"endTime":1487.794,"body":"And I think this is a really good sign"},{"startTime":1483.864,"endTime":1487.794,"body":"because you don't realize it's happening."},{"startTime":1487.794,"endTime":1491.874,"body":"It's like it's slowly getting"},{"startTime":1487.794,"endTime":1491.874,"body":"warmer and you go, oh, it feels"},{"startTime":1491.874,"endTime":1493.044,"body":"like I didn't do anything."},{"startTime":1493.044,"endTime":1494.364,"body":"You have that feeling when you drive home."},{"startTime":1494.364,"endTime":1496.314,"body":"You go, I don't remember"},{"startTime":1494.364,"endTime":1496.314,"body":"driving home, but I got here."},{"startTime":1496.534,"endTime":1497.584,"body":"You entered that trance state."},{"startTime":1497.584,"endTime":1502.234,"body":"So I think that's really helpful for a"},{"startTime":1497.584,"endTime":1502.234,"body":"lot of businesses in this tumultuous time."},{"startTime":1502.234,"endTime":1504.364,"body":"Like how do they know?"},{"startTime":1504.949,"endTime":1507.619,"body":"They need to look outside of"},{"startTime":1504.949,"endTime":1507.619,"body":"their own systems for help."},{"startTime":1507.649,"endTime":1509.909,"body":"Like what's the sign you"},{"startTime":1507.649,"endTime":1509.909,"body":"know what I'm seeing?"},{"startTime":1509.909,"endTime":1511.499,"body":"I'm having a lot of emergencies."},{"startTime":1511.529,"endTime":1512.849,"body":"I can't see myself out."},{"startTime":1513.359,"endTime":1515.759,"body":"When's the time where you go,"},{"startTime":1513.359,"endTime":1515.759,"body":"maybe I need to look for something"},{"startTime":1515.759,"endTime":1518.399,"body":"external, whether it's reading your"},{"startTime":1515.759,"endTime":1518.399,"body":"book or going through a coaching"},{"startTime":1518.399,"endTime":1519.809,"body":"program or bringing into consultants."},{"startTime":1519.809,"endTime":1523.049,"body":"What are some of the signs that it's"},{"startTime":1519.809,"endTime":1523.049,"body":"the right time to get external help?"},{"startTime":1524.159,"endTime":1525.179,"body":"I like the question."},{"startTime":1525.179,"endTime":1526.499,"body":"I'm gonna rephrase it."},{"startTime":1528.884,"endTime":1531.374,"body":"How do you know what help to look for?"},{"startTime":1532.604,"endTime":1537.704,"body":"It's not about when you need help,"},{"startTime":1532.604,"endTime":1537.704,"body":"it's about what is the help you need."},{"startTime":1538.754,"endTime":1546.119,"body":"Michael Jordan was once asked about"},{"startTime":1538.754,"endTime":1546.119,"body":"why he needed a coach, and he said."},{"startTime":1547.934,"endTime":1551.684,"body":"Most people think I'm the"},{"startTime":1547.934,"endTime":1551.684,"body":"greatest basketball player ever."},{"startTime":1551.834,"endTime":1553.454,"body":"This was years ago before COVID."},{"startTime":1555.104,"endTime":1561.104,"body":"And I tell you right now that when I'm"},{"startTime":1555.104,"endTime":1561.104,"body":"being coached properly, I'm learning"},{"startTime":1561.404,"endTime":1563.084,"body":"all the time and getting better."},{"startTime":1563.984,"endTime":1568.574,"body":"If I'm the best there is, and"},{"startTime":1563.984,"endTime":1568.574,"body":"I'm getting coached and I need"},{"startTime":1568.574,"endTime":1571.004,"body":"coaching, everybody needs coaching."},{"startTime":1571.964,"endTime":1573.974,"body":"So the answer to your question is."},{"startTime":1574.559,"endTime":1579.149,"body":"Always, you always want to"},{"startTime":1574.559,"endTime":1579.149,"body":"go look for outside expertise"},{"startTime":1579.149,"endTime":1580.559,"body":"to give you help and support."},{"startTime":1580.979,"endTime":1583.529,"body":"The question is, what is it that you want?"},{"startTime":1584.309,"endTime":1588.419,"body":"And what you want is somebody"},{"startTime":1584.309,"endTime":1588.419,"body":"that's not going to turn you into"},{"startTime":1588.419,"endTime":1593.819,"body":"a psychic or a psychia psychiatric"},{"startTime":1588.419,"endTime":1593.819,"body":"patient where you gotta have"},{"startTime":1593.819,"endTime":1595.439,"body":"them around for years and years."},{"startTime":1596.099,"endTime":1600.929,"body":"You want somebody who you can"},{"startTime":1596.099,"endTime":1600.929,"body":"say, this is a problem I'm having."},{"startTime":1601.754,"endTime":1604.394,"body":"I want you to come in here"},{"startTime":1601.754,"endTime":1604.394,"body":"and help us figure out how"},{"startTime":1604.394,"endTime":1606.164,"body":"to solve it and then go away."},{"startTime":1608.774,"endTime":1611.384,"body":"So it's a little bit of a"},{"startTime":1608.774,"endTime":1611.384,"body":"different way of thinking about it."},{"startTime":1611.384,"endTime":1613.244,"body":"And by the way, that's exactly what I do."},{"startTime":1613.244,"endTime":1616.544,"body":"I don't do anything for anybody"},{"startTime":1613.244,"endTime":1616.544,"body":"on a recurring revenue basis."},{"startTime":1617.084,"endTime":1620.264,"body":"If you can't give me a specific"},{"startTime":1617.084,"endTime":1620.264,"body":"objective that you want me to help"},{"startTime":1620.264,"endTime":1622.094,"body":"you with, I'm not working for you."},{"startTime":1622.784,"endTime":1625.544,"body":"And once we get that objective,"},{"startTime":1622.784,"endTime":1625.544,"body":"we're gonna put a timeline in"},{"startTime":1625.544,"endTime":1627.914,"body":"place, we're gonna have milestones."},{"startTime":1627.974,"endTime":1630.764,"body":"And when we're done, we're gonna"},{"startTime":1627.974,"endTime":1630.764,"body":"know we're done, and I'm gone."},{"startTime":1631.229,"endTime":1634.649,"body":"You'll have learned something and"},{"startTime":1631.229,"endTime":1634.649,"body":"you won't need me to do that anymore."},{"startTime":1635.219,"endTime":1639.449,"body":"Something else pops up, you can't get"},{"startTime":1635.219,"endTime":1639.449,"body":"help with or you need help with fine."},{"startTime":1640.139,"endTime":1642.119,"body":"Sometimes you need"},{"startTime":1640.139,"endTime":1642.119,"body":"somebody on a phone call."},{"startTime":1642.119,"endTime":1645.839,"body":"Sometimes you need somebody to come"},{"startTime":1642.119,"endTime":1645.839,"body":"in and look at a computer or a code."},{"startTime":1646.019,"endTime":1651.029,"body":"Sometimes you need somebody for a year,"},{"startTime":1646.019,"endTime":1651.029,"body":"but it all depends on what you need."},{"startTime":1651.509,"endTime":1656.099,"body":"But the thing that never changes is"},{"startTime":1651.509,"endTime":1656.099,"body":"everybody needs help at some point."},{"startTime":1657.104,"endTime":1661.304,"body":"Just make sure you have that need"},{"startTime":1657.104,"endTime":1661.304,"body":"clearly compartmentalized and"},{"startTime":1661.304,"endTime":1664.184,"body":"identified before you go hire somebody."},{"startTime":1668.324,"endTime":1672.254,"body":"I think that's really good because"},{"startTime":1668.324,"endTime":1672.254,"body":"sometimes it can feel like you go to"},{"startTime":1672.254,"endTime":1675.044,"body":"therapy and they're like, come five days"},{"startTime":1672.254,"endTime":1675.044,"body":"a week and in 20 years you'll be better."},{"startTime":1675.104,"endTime":1676.044,"body":"And it's 20 years."},{"startTime":1676.974,"endTime":1677.184,"body":"I don't know."},{"startTime":1677.754,"endTime":1678.864,"body":"I wanna get better today."},{"startTime":1679.134,"endTime":1680.994,"body":"So I love that For people who."},{"startTime":1681.669,"endTime":1683.109,"body":"Love your kind of mindset."},{"startTime":1683.109,"endTime":1685.539,"body":"Wanna know more about your book or"},{"startTime":1683.109,"endTime":1685.539,"body":"where they can find you online and"},{"startTime":1685.599,"endTime":1686.529,"body":"maybe even wanna work with you."},{"startTime":1686.529,"endTime":1688.899,"body":"Where's the best place to connect with"},{"startTime":1686.529,"endTime":1688.899,"body":"you and see what you're working on?"},{"startTime":1690.339,"endTime":1692.349,"body":"Mandel Berg dot Bizz."},{"startTime":1693.399,"endTime":1696.579,"body":"M-A-N-D-E-L-B-E-R-G dot BIZ."},{"startTime":1696.909,"endTime":1701.049,"body":"But there's an easier way, if you"},{"startTime":1696.909,"endTime":1701.049,"body":"can remember, businesses don't commit"},{"startTime":1701.049,"endTime":1704.389,"body":"suicide or businesses commit suicide."},{"startTime":1704.509,"endTime":1706.309,"body":"Boy, that was a Freudian slip, wasn't it?"},{"startTime":1706.849,"endTime":1709.849,"body":"Just go online and do a Google"},{"startTime":1706.849,"endTime":1709.849,"body":"for Businesses, commit suicide."},{"startTime":1710.389,"endTime":1711.469,"body":"Businesses don't fail."},{"startTime":1713.099,"endTime":1714.119,"body":"It's easy to find."},{"startTime":1714.119,"endTime":1714.479,"body":"That's all."},{"startTime":1714.479,"endTime":1715.319,"body":"You gotta remember."},{"startTime":1715.449,"endTime":1716.319,"body":"The website."},{"startTime":1716.379,"endTime":1719.039,"body":"One of the websites is"},{"startTime":1716.379,"endTime":1719.039,"body":"businesses Don't fail.com."},{"startTime":1719.039,"endTime":1722.339,"body":"The other one's Berg Bids and"},{"startTime":1719.039,"endTime":1722.339,"body":"there's a boatload of stuff up there."},{"startTime":1724.259,"endTime":1727.199,"body":"We'll make sure to put those in the show"},{"startTime":1724.259,"endTime":1727.199,"body":"notes and below the video on YouTube."},{"startTime":1727.199,"endTime":1730.534,"body":"Thank you so much being here again,"},{"startTime":1727.199,"endTime":1730.534,"body":"Lawrence for an amazing episode of"},{"startTime":1730.559,"endTime":1732.299,"body":"the Artificial Intelligence Podcast."},{"startTime":1733.269,"endTime":1735.339,"body":"Thank you for listening to"},{"startTime":1733.269,"endTime":1735.339,"body":"this week's episode of the"},{"startTime":1735.339,"endTime":1737.019,"body":"Artificial Intelligence Podcast."},{"startTime":1737.019,"endTime":1740.019,"body":"Make sure to subscribe so you"},{"startTime":1737.019,"endTime":1740.019,"body":"never miss another episode."},{"startTime":1740.049,"endTime":1742.959,"body":"We'll be back next Monday with"},{"startTime":1740.049,"endTime":1742.959,"body":"more tips and strategies on how to"},{"startTime":1742.959,"endTime":1745.989,"body":"leverage AI to grow your business"},{"startTime":1742.959,"endTime":1745.989,"body":"and achieve better results."},{"startTime":1746.079,"endTime":1749.679,"body":"In the meantime, if you're curious"},{"startTime":1746.079,"endTime":1749.679,"body":"about how AI can boost your business'"},{"startTime":1749.679,"endTime":1754.209,"body":"revenue, head over to artificial"},{"startTime":1749.679,"endTime":1754.209,"body":"intelligence pod.com/calculator."},{"startTime":1754.209,"endTime":1757.539,"body":"Use our AI revenue calculator"},{"startTime":1754.209,"endTime":1757.539,"body":"to discover the potential impact"},{"startTime":1757.539,"endTime":1759.579,"body":"AI can have on your bottom line."},{"startTime":1759.579,"endTime":1762.309,"body":"It's quick, easy, and"},{"startTime":1759.579,"endTime":1762.309,"body":"might just change the way."},{"startTime":1762.549,"endTime":1762.784,"body":"Think about your."},{"startTime":1763.179,"endTime":1766.059,"body":"Business while you're there,"},{"startTime":1763.179,"endTime":1766.059,"body":"catch up on past episodes."},{"startTime":1766.059,"endTime":1768.129,"body":"Leave a review and check out our socials."}]}