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Text Hawk to 66866 to become part of "Mindful Monday." Join 10's of thousands of your fellow learning leaders and receive a carefully curated email from me each Monday morning to help you start your week off right... Full show notes at  Twitter/IG: @RyanHawk12 &nbsp;  Matt Mochary is an operator and an investor. Matt is known as the coach of Silicon Valley’s best CEOs. He works with leaders at many companies, including Coinbase, Opendoor, Bolt, and Clearbit. After selling his startup in 1999 for millions, he surfed, made movies, and then developed the Mochary Method to help leaders excel.  Matt's life mantra: “Make Money, Have Fun, Do Good” Matt has coached the leaders of Angelist, Brex, Coinbase, Sequoia, Grammarly, Attentive Mobile, Flexport, Plaid, and Reddit. I was not expecting so much emotion from him when talking about coaching. It’s evident that Matt finds great joy in what he does. I find that inspiring. The components to a coaching conversation... Hold each other accountable. Declare the highest priority actions. Unpack the problems. Ask them how they are complicit in creating those problems? Help provide solutions &amp; action items for each. Then share feedback. Instead of looking for a specific class, find the best teachers and go to them. That’s where the learning happens. In college and out in the real world. "Matt’s coaching has brought me clarity, focus, organization, less stress, and higher performance (me and the team). I have always been skeptical of coaches but I think he can 10x the output of a lot of people and I hope he does!" -- Sam Altman (CEO, OpenAI) “It's often easy to make a decision, but it can be much harder to get your team to invest emotionally in that decision.” “You create buy-in when you make people feel that they are part of the decision and that their input contributes to the final outcome.” “Most companies spend extraordinary resources of time, money, and equity to bring on a new team member, and then almost entirely drop the ball on quickly getting that team member onboarded and up to speed on how the company works so that they can begin making a full contribution. Don’t make this mistake.” “You create buy-in when you make people feel that they are part of the decision and that their input contributes to the final outcome.” “Making a Sale To make a sale effectively, you need to do the following three things: Build trust Identify the customer’s specific pain Sell results, not features” “Why did you leave that job?” Was the candidate promoted, recruited, or fired? Get very curious about why.” “And when receiving appreciation, there is only one correct response: “Thank you.” Do not feign humility by downplaying the act with statements like “It was nothing, anyone could have done it.” No. The person is trying to make you feel appreciated. Anything other than “thank you” will rob them of their goal.” Meetings – ALWAYS start on time. Don’t ever say, “Well let’s wait for everyone to join zoom.”

516: Matt Mochary - The Components Of A Coaching Conversation, Making Better Hiring Decisions, Holding Yourself (& Others) Accountable, & Giving Useful Feedback

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Are you someone who always sees the positive in every situation? Or perhaps you can't escape the feeling that everything is crap or will turn to crap? The boys examine and debate the positives and negatives of being positive and negative and whether someone can truly and wholly be either one on this week's episode of Splitting Hairs. Plus, another healthy dose of Grammar Corner!

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Episode 84 - Optimism vs. Pessimism

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Text Hawk to 66866 to become part of "Mindful Monday." Join 10's of thousands of your fellow learning leaders and receive a carefully curated email from me each Monday morning to help you start your week off right... Full show notes at  Twitter/IG: @RyanHawk12 &nbsp;  David Lieberman, Ph.D., is a renowned psychotherapist and the author of eleven books, including the New York Times bestsellers Get Anyone to Do Anything and Never Be Lied to Again. He has trained personnel in the U.S.&nbsp;  Ralph Waldo Emerson wrote: “People do not seem to realize that their opinion of the world is also a confession of character.” A person looks at the world as a reflection of themselves. If they see the world as corrupt, they feel on some level that they are corrupt. If they see honest working people, that is frequently how they see themselves. “How someone treats you is a reflection of their own emotional health and says everything about them and nothing about you.” Speaking negatively behind someone’s back orients you to look for the negative in others. Wouldn’t we rather spend time with people who seek the greatness in others? “The less emotionally healthy a person is, the more they denigrate the world to accommodate their own insecurities.” Knowledge is not power. Knowledge is a tool. How it is wielded makes all of the difference. Real power is the responsible application of knowledge. Word usage: Let’s take the example of giving a compliment. A woman who believes what she’s saying is more likely to use a personal pronoun. For instance, “I really liked your presentation.” However, a person offering insincere flattery might say, “Nice presentation,” or “Looks like you did a lot of research.” In the second case, she has removed herself from the equation. The Art of reading the bluff - When a person is bluffing, they are managing others’ impressions to convey the “right” effect and serve a personal agenda. Conversely, the authentic person is not interested in how they come across because they are unconcerned with their image.  “People who bluff habitually overcompensate, so you can uncover a bluff instantly by noticing how someone tries to appear.”   Relationships: Whenever David speaks to couples, he's always on the lookout when the word we is conspicuously absent from the conversation. We are attracted to positivity. It reflects humility. "Humility connects you to the ownership of mistakes."  Humility can recognize a weakness in self.   The difference between a sociopath and a psychopath:  A sociopath has no conscious. They are very dangerous. A psychopath's wiring is off. They were born that way.   Life and career advice: Find a passion that contributes to the world.  Don't get too caught up in image or ego.   "You can be anything. you're good at. as long as they're hiring." -- Chris Rock

517: David Lieberman - How To Never Be Lied To Again, Decipher What People Really Think, What They Really Want, & Who They Really Are (Mind Reader)

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&nbsp; Text Hawk to 66866 to become part of "Mindful Monday." Join 10's of thousands of your fellow learning leaders and receive a carefully curated email from me each Monday morning to help you start your week off right... Full show notes at  Twitter/IG: @RyanHawk12 &nbsp; https://twitter.com/RyanHawk12 Colin Coggins and Garrett Brown are adjunct professors of entrepreneurship at USC’s Marshall School of Business where they teach the popular class they created, “Sales Mindset for Entrepreneurs. ” They are also authors, speakers, longtime sales professionals, and best friends who met while working at enterprise software startup Bitium, which they helped lead to an acquisition by Google. This odd couple first connected over their shared obsession with the importance of selling, and have made it their mission to uncover the unexpected and inspiring mindset of the highest-achieving sellers on the planet.  The most impactful sales professionals are&nbsp;learners. They consume information and ask lots of questions that they are deeply curious to know the answers to. They don't go down the list of sales discovery questions. It's from a place of curiosity. "Noone has ever changed the world without moving people." That's sales. An abundance mindset — Collin was meeting with a new sales rep named Matt that worked for you at Bitium. Matt sat down on the couch and loved it. He asked who made it and Collin didn’t know. So he flipped over the cushion, saw who made it, realized they were a potential customer and made a note in his phone to connect with them on LinkedIn and call them. Matt has an abundance mindset.  "Great sellers see opportunity where others don't."   World-Class sales professionals love the process. When making promotional hires/decisions, "create a culture that's not pulled up. It's pushed up."&nbsp;  When promoting someone to be a manager, look at those who are known to help others. They are pushed to management by the members of the team because they are so helpful.   Being a “pathological optimist” — Colin told a story about taking the first flight with his whole family (wife Margot and two young boys) and despite the chaos of crying and trying to take care of young children, Colin loved it and told Margot "it would be a great story one day." She called him a pathological optimist (not meant as a compliment, but he took it as one). Act like a teammate, not a coach:  Will Smith’s manager, JL, told him to turn down a $10m offer for a movie called 8 Heads in a Duffel Bag because it didn't help them pursue Will's goal of being a big movie star. (Even though both of them didn't have any money at the time)   The Partnership: “Colin, thank you for seeing something in a slightly insecure, overly analytical introvert and deciding to throw in with me.” The class they teach is called&nbsp;“Sales Mindset for Entrepreneurs” Colin &amp; Garrett don’t teach a typical sales class focused how to “build rapport,” “handle objections,” or “ask for the close.” Instead, they help students understand why the most successful people on the planet aren’t successful because of what they do, they’re successful because of what they think. We all sell, every day. Sometimes it's ourselves, sometimes it's ideas, and sometimes it's products. We truly believe that the world would benefit if EVERYONE learned how to sell authentically, whether you're a "salesperson" or not. Great salespeople are not remembered for the statements they make, they're remembered for the questions they ask.&nbsp;  Ask better questions, get better results. As mindset guys, we get a little bit obsessed with one-on-ones when we lead teams, so we geek out when experts like Jeanne shed light on new questions to ask that can help bring out the best in other people.   At some point a long time ago, someone studying great salespeople noticed they were mirroring the people they were talking to. So they started training salespeople to...

518: Colin Coggins & Garrett Brown - Becoming A World-Class Sales Professional, Avoiding The Peter Principle, Loving Your Customers, & Living By The Unsold Mindset

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SPLITTING HAIRS with Max, Nicky & Nickon, a podcast on which the Weinbach twins and their friend Nickon Hemati pick apart, deconstruct, and overthink topics that interest them.

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