Young and Profiting with Hala Taha - Dr. Marshall Goldsmith: Become a Better Leader | E42

Episode Date: October 18, 2019

Want to develop your leadership skills? In #42, Hala speaks with Dr. Marshall Goldsmith, a pioneer in the field of business education and leadership coaching who has worked with over 150 major CEOS. Dr. Marshall is the only two-time winner of the Thinkers 50 Award for the #1 Leadership Thinker in the world. He has been ranked one of five most respected executive coaches by Forbes, one of the top ten executive educators by The Wall Street Journal, and one of the 15 Greatest Business Thinkers in the World by The Times. In addition to his client work, Dr. Goldsmith is the author of 36 books, including three New York Times bestsellers that have sold over 2.5 million copies.  In this episode, Dr. Marshall yaps about the habits that hold people back from the top, how to change bad behavior with feedback and feedfoward, as well as the power of using his magic moves; optimism, apology, seeking for help, and asking power questions. Fivver: Get services like logo creation, whiteboard videos, animation and web development on Fivver: https://track.fiverr.com/visit/?bta=51570&brand=fiverrcpa Fivver Learn: Gain new skills like graphic design and video editing with Fivver Learn: https://track.fiverr.com/visit/?bta=51570&brand=fiverrlearn If you liked this episode, please write us a review! Want to connect with other YAP listeners? Join the YAP Society on Slack: bit.ly/yapsociety Earn rewards for inviting your friends to YAP Society: bit.ly/sharethewealthyap Follow YAP on IG: www.instagram.com/youngandprofiting Reach out to Hala directly at [e-mail] Follow Hala on Linkedin: www.linkedin.com/in/htaha/ Follow Hala on Instagram: www.instagram.com/yapwithhala Check out our website to meet the team, view show notes and transcripts: www.youngandprofiting.com Learn more about your ad choices. Visit megaphone.fm/adchoices

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I'm your host, Halataha, and today we're speaking with Dr. Marshall Goldsmith, a pioneer in the field of business education and leadership coaching who has worked with over 150 major CEOs. Dr. Marshall is the only two-time winner of the Thinkers 50 Award for the number one leadership thinker in the world. He's been ranked one of the five most respective executive coaches by Forbes, one of the top ten executive educators by the Wall Street Journal, and one of the fifteen greatest business thinkers in the world by the times.

In addition to his client work, Dr. Goldsmith is the author of 36 books, including three New York Times bestsellers that have sold over 2.5 million copies. In this episode, Dr. Marshall talks about the habits that hold people back from the top, had a change bad behavior with feedback and feed forward, as well as the power of using his magic moves, optimism, apology, seeking for help and asking power questions. Dr. Marshall and I had this interview over Zoom, which is not typical for me, but when the number one leadership coach in the world takes the time out to talk to you,

you record how ever he feels comfortable. Please excuse any phone ringing or computer sounds during the interview and just enjoy the insightful conversation. Hi, Dr. Marshall. Thanks for joining Young and Profiting Podcast. Happy to be here. Thank you for inviting me. So, Dr. Marshall, you are a legend. My generation would call you the goat or greatest of all time

when it comes to leadership and coaching. It is honestly such an honor to have you on the show. I've read many of your books, been a fan for a very long time. And so my listeners understand the power of tenacity. I have actually been hunting you down to get you on the show for at least a year now. So needless to say, I am so thankful for your time and I look forward to this conversation. Oh, very honored to be listeners, you have a clear and concise mission that aims to help successful people achieve positive lasting change in behavior for themselves, their people, and their teams. So how did you choose this mission and become one of the most, if not the most sought after executive leadership coach? Well, what happened is I met a very famous guy named Alan Mallale. Alan was a boy at the time.

He ended up being a CEO of the year in the United States. And Alan was working with me and he made a very profound point. He said, Marshall, your biggest challenge is a coach is called customer selection. If you pick the right customers, you will always win. You pick the wrong customer. You will never win. And in my coaching, I don't get paid if my clients

don't get better. And better is not charged by me or them is charged by everyone around them. And I noticed that great clients have spent the least amount of time with improved the most and the clients have spent the most amount of time with sometimes didn't improve at all. So dawn on me that, hey, this is not about me, it's about them. And that came up with this idea of really helping great leaders get even better. Now at the time, that was a totally unique idea.

Coaching was seen about fixing losers, not about helping winners. So I really kind of changed the entire field of coaching. And I have to give a lot of credit to my friend, Alan, you and I are writing a book together. We just talked together for an hour right before I called you. So you received a degree in mathematical economics, which is very different from what you do today. So has that education helped you at all? And how did you decide to, you know, move different from what you do today. So has that education helped you at all,

and how did you decide to move away from what you actually learned in school to go ahead and become a leadership coach? We know, my undergraduate degree in Mathematical Economics had nine courses in math past calculus. I was very good in math as a kid, and I kind of got burned out on it. I just really liked the people side more. And although I got burned out, it's very helpful. When it taught me, it was really logical thinking

and rational thinking and logic. And so it's been very helpful for me because like my friend Alan, who's a great engineer, I work with a lot of people, who live very strong mathematical backgrounds. So I think it just from a credibility point of view and a logic point of view, it's been helpful to me. And I knew that you studied directly under the father of modern management. His name is Peter Drucker. What was he like and what were some of the key lessons that he taught you?

Well, I feel very blessed. I mean, I got ranked number one leadership thinker in the world twice. My intellect compared to his is that of a 10 year old child. I was so, so smart. He taught me many things, and I'm going to share just a couple with you. One is, he said, you know, we spend a lot of time helping leaders learn what to do. We don't spend enough time helping leaders learn what to stop. He said, half the leaders I meet, they do not need to learn what to do. They need to learn what to stop. Well, that one comment led to my book, what got you here, won't get you there. Now, the second thing he taught me,

which is really good for younger people who are listening to your podcast right now is this. If your listeners don't understand anything I've said, but this one thing, it's gonna help them be more effective in life and happier, including you. So this is just a great thing to learn. He said, our mission in life is to make a positive difference. Not to be over smart, not to be over right. Well, we get so wrapped up trying to prove how smart we are and right. We are, we

forget, we're not here on earth to do that. We're here to make a positive difference. If we don't make a positive difference, it doesn't really matter how smart we are or how right we are. Then he said, number two, every decision in the world is made by the person as the power to make the decision. Not the smartest person, the best person, the fair person, the logical person, the decision that made based on one and only one variable power. But if it has power to make the decision, it's going to make the decision. And he said, if I need to influence you and you have the power to make the decision, there's

one word to describe you. That's called customer. One word to describe me is called salesperson. You sell what you can sell. You change what you can change. If you can sell it, you sell it. If you can't sell it, you can't change it. Take a deep breath and let it go. It's just such good advice. And before you deal with any topic, ask yourself one question, am I willing at this time to make the investment required to make a positive difference on this topic? Am I willing at this time to make the investment required to make a positive difference on this topic? Am I willing at this time to make the investment required to make a positive difference on this topic?

If the answer is yes, go for it. The answer is no, let it go. That's a really good advice. Something else that fascinated me about yourself and something that I feel is really different is that you describe yourself as a philosophical Buddhist. So what steered you towards Buddhism and what is being a Buddhist taught you? Well, you're a little young for this, but back in the olden days, that was what was called a hippie. I spent, for example, 1969, three months out on the road hitchhiking. That was like living in another era. And back in that day, people often study different kinds of religions and philosophies. So I studied Buddhism. So I've been a Buddhism verb almost 50 years.

And I'm not a religious Buddhist, I'm a philosophical Buddhist. Buddha was brought up very rich as father was a king. He was protected from life. And then it was living in a kind of bubble. One day he was able to sneak out of the bubble and he looked around and he learned something and he said, people get old. Then he was able to sneak out a second time and he learned people get sick. Third time when people die, he said, you get old, you get sick and you die, shit happens. Not so good. Then he realized I can't be happy with more

all this money and stuff. It doesn't make any difference Then he went out in the woods and starved himself and he tried to be happy with less Then he learned to get be happy with less either He finally realized you can only be happy with one thing what you have There's only one time you could be happy and it's now and there's only one place you can find peace that's here Yeah, that's to me the essence of Buddhism. And in my coaching, I teach something called feed forward. Everybody asks for input. I teach them to listen to it, to thank people, and they don't promise to do everything, but you do what you can.

And Buddha said, only do what I teach if it works for you. That's where I got the idea. If it doesn't work for you, it's okay, don't do it. So when people give us ideas to try to help us, rather than judging them or critiquing their ideas or putting them down, you know, the learning point is, you say thank you for the ideas. That's awesome, super interesting.

So like I mentioned, you are a world-renowned leadership coach. Your clients are top performing CEOs and executives, but it's honestly a bit counter-intuitive to think that top leaders who have achieved so much success have trouble changing any unfavorable behaviors that they have on their own and need to seek outside help from people like yourself. However, I know that's exactly what your popular book, What Got You Here, Won't Get You There's All About, and you have said in the past that success makes you fail.

So can you explain why that is true and why it's extremely hard for successful people to change? Well, you're making a great point. Any human, in fact, any animal will replicate behavior that's followed by positive reinforcement. And the more successful we become, the more positive reinforcement we get. And we fall into something called a superstition trap. What is it? Sounds like this.

I behave this way. I am successful. Therefore, I must be successful because I behave this way. Well, the reality is we all behave the way we behave and everyone I work with is mega successful and they're all successful because they do many things right and it's been done some things that are stupid. And I've never met anyone so wonderful they had nothing on the InSpyto list.

Well, we've all got something on the InSpyto list. So one thing I'm very proud of in my book Triggers is 27 Major CEOs endorsed the book. Well, I'm so proud of that. It's 30 years ago. No CEO would admit to having a coach. They would have been ashamed to have a coach and bear us to have a coach. Well, today they're not ashamed. Well, need help. Twilight Thorpe, world's greatest choreographer, is it the same personal trainer for 27 years? Why she had the same trainer for 27 years? I'm twilighttharp, I need help and I'm okay, that's why she looks so good.

Top 10 tennis players, how many of them have a coach? 10? Why do they have a coach? You're trying to get better. So I think it's really just a healthy way to look at life. Yeah, so do you feel like there's a right balance between success and failure? Well to me, on a more existential level, how do you define success?

I'll give you just a few key variables. One is be healthy. If you're not healthy, the rest of this doesn't matter too much. Two, you need enough wealth to have at least a middle or upper middle class kind of income. Extremely poor people are not particularly happy, but after you get to kind of a middle level of income

from there on up, more money doesn't make you happier. Lottery winners are not that much happier for example. So you need wealth to a degree, you need health, you need to have great relationships of people you love. So, you know, your listener shouldn't get so focused on their career thing where the people they love. And then assuming you have enough wealth, you're healthy, you've got great relationship with people who love what matters, two things. The first is happiness. And by happiness, what I mean is you love the process of what you're doing.

You're just doing what you're doing it. And the second is meaning. That is the outcomes of what you're doing are important to you. And what's really important in life is you need to experience both happiness and meaning simultaneously. If you just try to achieve happiness without meaning, well, you know, like for me, when you're older, you're some like old man playing crappy golf with old people at the country club eating chicken sandwiches and discussing

golgweather surgery. That doesn't work, right? There's empty, it's empty. On the other hand, if you try to pursue meaning without happiness, you're a victim or or mortar. So you really need to number one, love what you're doing and two, you need to see it's meaningful to you. And the key to me for success is, no one can find happiness for you, but you. No one can find meaning for you, but you. I cannot tell you what you love doing. That has to come from your heart. I can also not tell you what's meaningful for you.. That is to come from your heart. I can also not tell you what's meaningful for you That also has to come from your heart. So happiness and meaning to me. That's the ultimate goal of success It needs to come though from the inside not from the outside

The greatest disease I'll be happy when when I get the money status BMW condominium. I will be happy when Well, we all have the same win. You know, the key is, you know, be happy now, be happy with what you have. Yeah, that's so touching and it's so true. You've definitely got to know from internally what really matters to you and make sure you fulfill those things. So really great advice. So let's talk about your two most popular books. What got you here won't get you there and triggers. They've been recognized by Amazon.com as two of the top 100 leadership and success books ever written. Millions and millions of people have benefited

from your books, which is so incredible. So as an introduction to the books, and also your expertise to our listeners, if our readers had to take away one key concept from each of these books, what would that be? Well, first I'll start with what God you hear from each of their. Teach people there is ask for input from everyone around you.

How can I be a better manager? How can I be a better team player? How can I be a better supplier? How can I be a better customer? How can I be a better son or daughter? How can I be a better father or mother? Better be a better son or daughter? How can I be a better father or mother, a better brother, sister, a better friend, a better family member? You didn't have a bad internet question. How can I be a better? Then listen to what people have to say. Again, don't promise to do everything they say. Just promise to listen and think about it.

Pick the most important things for you to improve and then just follow up on a regular basis. How am I doing? Follow up on a regular basis. How am I doing? Follow up on a regular basis, get input. And if you do this, I mean, I have research from tens of thousands of people, they tend to become more effective, not as judged by yourself, but as judged by the most important people in your life. So that's from my book, Quick Got You're Here, Won't You There. And my book, Triggers, I'll teach your listeners something to take three minutes a day, cost nothing, I'll help think it better, it almost anything. Now some people are skeptical.

Three minutes a day, cost nothing, I'll make it better, anything, sounds too good to be true. I have to people that start doing this quit within two weeks, not because it does not work, and quit because it does work. This is called the daily question process. And that's, you get out of spreadsheet, you write down a column of questions that represent what's most important in your life, friends, family, co-workers, et cetera. Every question has to be answered with a yes and no,

or a number. Seven boxes across one for every day of the week. At the end of the week, the spreadsheet will give you a report card. I will warn your listeners in advance that a report card they see at the end of the week might not be quite as beautiful as a corporate values Pike you see stuck up on a wall. I've been doing this for years and you do this every day you learn that life. Life is incredibly easy to talk.

Life's incredibly difficult to live. And if you do this every day, it's humbling. Most people can't do it. I have a woman named Jasmine call me every day. She's going to call me right after this call. Every day she calls me and she listens to me read questions I wrote and provide answers I wrote every day. Someone asked me, well, why do I have a woman call you every day? Don't you know that theory about how to change behavior? I wrote the theory about how to change behavior. I have a woman called me every day because my name is Marshall Goldsmith. I got ranked number one leadership thinker coach in the world and I'm too cowardly to do this stuff by myself and too undisciplined to do it by myself and I need help.

It's okay. Once we admit we need help life is better for everybody and this daily question process is amazing. The first six questions I recommend are number one, and they all start with, did I do my best. Number one, did I do my best to set clear goals. Number two, did I do my best to make progress for achieving my goals today. Number three, did I do my best to find meaning.

Number four, did I do my best to be happy. Number five, did I do my best to build positive relationships. And finally, number six, did I do my best to be happy. Number five, that I do my best to build positive relationships. And finally, number six, that I do my best today to be fully engaged. And our research on this is amazing. Just by asking these six questions every day, you tend to get better at amazing ways. And if your listeners would like to get articles, I wrote one called Leadership as a Context work.

And that talks about the point I made from what got you here on with you there. I wrote another one called the Daily Questions from the Book of Figures. If they just send me an email, I'd be happy to send them copies of both articles, and my email address is Marshall at Marshallgulswitt.com, and Marshall has two else. Cool. So let's stick on this daily questions for a bit. Why is it necessary to make sure that you're asking active questions rather than passive ones? Well, there's nothing wrong with passive questions. Here's the issue. If you ask like employee engagement surveys, always ask

passive questions. If you ask a person a passive question, we tend to blame the environment. For example, do you have clear goals? People say, no, why not? Well, they're confused. They have meaningful work. No, they make me do a trivia. It's them. It's their fault.

See, these active questions begin with the phrase, did I do my best, too? And what's amazing about that phrase is, you cannot blame someone else. All you have to do is try. You don't have to succeed. You don't even try. And that's why the active questions are so powerful. Let me give you the hardest question you could ever test yourself on every day. It has four qualities. And this is totally counterintuitive. Quality of number one is you write the question. You write your own question. Why is that hard? You can't blame the idiot that wrote the question.

Number two, you know the answer. Why is that making it hard? You can't say you don't know how to do it. Number three, you know it's important. It's not trivial. And then finally, number four, all you have to do to make a high score is try. You just have to try. Yeah.

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lowercase to take your business to the next level today. Again, that Shopify.com.sashProfiting. Shopify.com.sashProfiting.ify.com, such profiting all lower case. This is possibility powered by Shopify. They might ask why that's so difficult. No one to blame. It's very hard to look in the mirror every day. No one to blame. But yourself.

And I've been doing this for years and I've learned about 95% of all my problems. I can see in one place just look in a mirror. Very hard to face this for most people. And including me, by the way, it's hard to do this every day. That's why a woman called me. Yeah. The thing I love about the daily questions is that it really helps to build a habit. You know, they say if you don't do something daily, your behavior doesn't change. You don't change yourself. So sticking on habits and what got you there won't get you here. You outline 20 habits that hold people back from reaching the top. Some examples are winning too much, adding too much value and playing favorites. We don't

have time to cover all 20 in detail, but I'd love to run through some core themes that I picked out that relate to these 20 habits. Maybe let's start off with the theme of being too competitive. So some habits you mentioned that I think fall into this category are winning too much with holding information, claiming credit when we don't deserve it, and failing to provide recognition. So can you talk to us about this type of quote-unquote bad behavior and how it negatively impacts our relationships? Well, what happens is we have been programmed to succeed and win.

Every one of your listeners, including you, have taken tests after tests after testing your life. I looked up your background. You're a very good student for point out great average. You got a lot of reinforcement for doing one thing over and over and proving how smart you are, over and over and over. And it's real tough when you've had as much reinforcement as you've had for proving how smart you are to stop doing that.

See, it's hard. Every time you made those a's, people pat you on the back, oh, congratulations. You're the valedictorian of the school. And almost everyone I coach is just like you. They're real, hard, hard working people. What's hard when you take tests day after day after day, not to just go through life proving how smart you are.

Now, let me give you a couple examples of this. Winning too much. You want to go to restaurant X, your husband, wife, friend, or partner wants to go to restaurant Y. You have heated argument. You go to restaurant Y. Food tastes awful and the service is terrible.

Option A, you could critique the food and point out our partner was wrong. I mean, this mistake could have been avoided if only you'd listen to me, me, me. Or option B, shut up. Eat the stupid food, try to enjoy it and have a nice evening. What would I do, what should I do?

Almost all of my clients, what would I do, critique the food? What should I do, shut up. Well, very hard very hard for smart successful people not to critique the food. Another one even worse. You have a hard day at work. You go home. Your husband or partner is there and the other person says, I had such a hard day today. I had such a tough day and if we're not careful, we reply, you had a hard day. You had a hard day. You have any idea what I had to put up with today? You think you had a hard day? We're so competitive we have to prove we're miserable and people we live with. You have a hard day. Do you have any idea what I had to put up with today? You think you had a hard day? We're so competitive, we have to prove

for more miserable than people we live with. I gave the example to my class at Dartmouth. A young guy in the back raised his hand. He said, I did that last week. I asked him, what happened? He said, my wife looked at me. She said, honey, you just think you've had a hard day. It's not over. That's so funny. You know

why we have the urge to want to win so much? What's the meaning behind that? Like why is that so inherent for humans? Well, we've been reinforced through our lives for winning and proving we're smart and right. And again, at the lower level of an organization, it's really not so bad. You can't have to prove yourself. Every time you get promoted though, you gotta learn to stop doing that. And the worst thing you see you can do is try to prove how smart they are and win all the time. At that level, you want to make everybody else sooner. Don't want to make it all about you. So it's a very difficult transition. One of my customers said,

for the great individual achiever, it's all about me. For the great leader, it's all about them. You see, it's hard to make this transition from being an achiever, which is mostly about me to being a leader, which is mostly about them. Yeah. So let's talk about the habit of being negative. So always kind of giving negative feedback and also starting our sentences with no or but or

however can you explain that habit to our listeners? Yes, one of the classic challenges of the smart people I coach is they tend to be a little stubborn. Now I'm assuming you're not stubborn but many of the leaders that I coach are stubborn people. So one night I was having dinner with General Eric Shensakey's head of the United States Army, four-star general. When I'm surrounded by two to four-star generals, he said, Marshall, who is your favorite customer? I said, sir, my favorite customer smart dedicated, hardworking driven to achieve creative entrepreneurial.

It cares about the company and customers' great values, high integrity. Stubborn of opinionated, no one at all and ever wants to be wrong. I said, sir, you think any of the generals in this very room may fit such a description? He said, Marshall, we have a target rich opportunity. Well, there's no but however, thing is the classic problem of stubborn people. If someone talks to us, first word of mouth is no, would you say, shut up here long or

bite? What does it bite me? Just regard everything you said. One of my clients was stubborn and opinionated, so I was reviewing his 360 feedback report. He said, but Marshall, I said, that's free. If you ever do that again, I'm gonna find you $20. All the money goes to the charity of your choice. He said, but Marshall, 20, no, 40, no, no, no, 60, 800.

He lost $420 in an hour and a half. At the end of the hour and a half, he said, thank you, he said, I had no idea. He said, I did that 21 times we throw in it in my face. How many times would I have done an engine up and threw it in my face? 50 times, 100 times? He said, no wonder people think I'm stubborn.

The first thing I do when people talk to me is I provide them more than them, or they're wrong, over and over and over and over again. He got so much better being a good listener just by learning that. Yeah a big takeaway I got from your book is that you need to sometimes just like pause and if you're going to say negative response or if you're going to say no or but start off with thank you instead and show your gratitude and one of my favorite stories actually that you tell is about gratitude and show your gratitude. And one of my favorite stories, actually, that you tell is about gratitude and self-control.

You talk about being in the car with your wife, for example, maybe on the way to the airport, and getting loud with her for telling you to watch out for a red light. And I've had this happen to me with my boyfriend, maybe 10 times at least. So could you tell us about this story and share the lesson on why the best response?

You can say when you're unsure or when you're going to say something negative is simply thank you. Well, you know, it's interesting. Everyone says they want to encourage honest input. We want people to tell the truth and we don't want to punish the messenger. So I teach my classes. I always say, how many of you believe you should encourage honest input and encourage the truth? No one should, they'll up raise their the up raise your hand right and I said well you wouldn't shoot the message or you'll oh no no of course not then I give this case study you know imagine you come home from work you've had a hard day you can't go to the store

you're driving the store lots of traffic cars are cutting in front of you people honking their horns the person in front seat goes look out there's a red light up ahead you say thank you or did you say what do you mean there's a red light up ahead. You say thank you or did you say what do you mean there's a red light doing anything and seeing how to drive this car or you'd be quiet let me drive. Almost everyone in the room shows plan B. So what was it cost to that person saying hey there's a red light up ahead nothing. What could that have saved your life their life and their lives of other innocent people. Somebody gives us something that has a fantastic potential benefit and cost nothing. What should we say to this person? Just say

thank you. Just say thank you and don't beat them up for telling you the truth. Another thing that you tend to talk about is the importance of family and making sure you keep your family on the top of your priority list. You talk about your wife, Lida and daughter Kelly quite often in your work. So why is being a good husband, wife, father, mother, and essential component of being an authentic leader? Well, it's just important to be in a human being. The reality is, when you're old, you look around your deathbed, none of your coworkers

are waiting to buy. When I, you start realizing these people are important. They're really matters in life. And if it's worthwhile to do all this good stuff to have better relationship at work, it's even more important at home. Now, in your case, you mentioned, you have a boyfriend, is that correct? Yes.

And would you agree with me that the customer satisfaction is important? Yes. And then we should ask our customers how we can get better? Yes. And learn from these good people Yes, if you've been asking your boyfriend, what can I do to be a better partner? No See what I mean yeah, this stuff is all easy to talk

When you get down to doing it. We don't do it so much So you've got an assignment now you're gonna go back home and ask your boyfriend what can I do to be a better partner in this relationship? Yeah, that's good advice. It's true. And you know, when your home life is healthy and happy, you also become more productive and clear-headed when you're at work. So I think that it's really important to have balance in both. You know, that's not a theory. We've got a lot of research on this. There's an incredibly high correlation between overall satisfaction with life at home and overall satisfaction of life at work.

And both of them feed each other. If you're really more satisfied with life at home, you tend to be more satisfied with life at work. And conversely, if you're more satisfied with life at work, you're also more satisfied with life at home. Yeah. So let's talk about improving some of these bad behaviors that we were discussing earlier. You were a pioneer of the use of 360-degree feedback. Can you tell us about this process? In my coaching, everything that I work with gets confidential feedback from all of their key

stakeholders. These will be their direct reports, their peers, their managers, could be board members. And then they pick important behavior to improve. Then they go back and talk to people saying thank you for this feedback. Here's what I've learned, here's what I'm going to do about it. They practice and feed forward. They don't ask for more feedback about the past ideas through the future. They don't critique the ideas. They shut up. They thank people. Don't promise to do everything. They shut up. They think people don't promise to do everything. And then they follow up on a regular basis. And the follow-up is two months ago I said I want to be a better listener, based on less two months, and I just for the next two,

they follow follow-up follow-up and then we measure improvement. And again, the people who do this stuff tend to get better. People who don't don't. Yeah. So I'm not sure which book this was in exactly, but you say that people change their ways when they feel like something they truly value is being threatened. Can you talk about this and maybe also talk about some of the big excuses people have for change? Well, change is hard. And if we're going to change anything, we really have to have that kind of what's in for me in terms of values And that's why feedback is important. Most people do value their families

And they get feedback from their families that they're not doing a good job. They want to get better Most people value their co-workers. They get feedback from their co-workers. They're not doing a good job They want to get better. So that's really important in my book triggers. I talk about why we don't do all the stuff we know we should. And there are a variety of reasons. Years ago, my biggest client was Johnson and Johnson. And at the end of my class, about 98% of the people said that we're going to do what I thought. A year later, about 70% had done something and 30% had done nothing.

I'm not ashamed of these numbers. I'm very proud. 70% of 2,000 people is 1,400 people getting evaluated by 10 coworkers each. How about 14,000 people have a little better life? So I'm proud of that. And I got to interview the people who did nothing. And I said, why'd you do nothing?

Well, the answer's had nothing to do with ethics values or integrity. They went in a word that you're most ethical company in the world. They're good people. I'm sure your listeners are good people. I know to do with, they're good people. I'm sure your listeners are good people. I know they do with intelligence, they're smart. I'm sure your listeners are smart.

The reason people did nothing had to do with a dream. A dream I've had for years, and I would bet even at your young age, you've already had this dream. The dream sounds like this. You know, I'm incredibly busy right now. You've been working at home and new technology that follows me everywhere, and emails, and voice, and global competition. I feel about as busy as you ever have. Sometimes I feel

overcommented. Every now and again, my life feels just a little bit out of control. But you know, I'm working on some very unique and special challenges right now, and I think the worst of this is going to be over in four or five months. And after that, I would take two or three weeks and get organized and spend some time with the family and begin my new healthy life program. And that everything is going to be different and it won't be crazy anymore. Have you ever had a dream that resembled that dream? Yeah. How many years?

Well, you know what, I'm very much the person who doesn't believe in being busy and it's a matter of prioritizing, but as a younger person, I definitely acted like that, yeah. Good, good, good, good. And so it's really important and we use all kinds of excuses. Another excuse is one of my favorite is called, it's a special name. You know, I'm going on that diet, but it's a super bowl. So I'm going to eat that super bowl pizza and guacamole or it's my birthday or it's my kids birthday or my boss friends birthday or my mother's birthday, you know, it's somebody's birthday. So if we're not careful, we can

make up this special day excuse to cover almost every day. Every day is a little special or different and makes an excuse. And so in my book triggers, I talk about all these wonderful excuses we have and keep us from doing what we know we should. And it's hard. It's hard to face the reality of our lives. That's why the daily question process is so hard. Yeah. So let's move on to triggers since we're already talking about it. Can you explain to our listeners what a behavioral trigger is? Well, triggers in any stimulus that might impact our behavior. It could be a sight, a sound, a word, a person. Any stimulus that impacts our behavior is we journey through life. You know, we all have this image of the person that we

want to become. Why don't we become this person? Well, every day we journey through life, we have these triggers, these events that occur, these sites, and they usually sometimes push us toward becoming that person. It usually pushes away from becoming that person. Somebody says something, we become angry, we go off the handle, the driving case study, you smell something, you feel you didn't want to eat, you told yourself you shouldn't eat. So as we journeyed through life, very important to realize what are the triggers in my life that really set off behavior that's inconsistent with the person I want to become. And how can I number one anticipate these triggers?

So then I can start becoming aware of them before they happen and anticipate them. If possible, avoid them. And if not possible to avoid them, at least not how to adjust my behavior. So that I'm not being controlled by these triggers. And if you look at life, you can say, you know, how much do I control and how much am I controlled? And you can look at different dimensions. If you've ever been to motivational speech, there's always a saying, you know, you can do it, you can do it, it's all up to you, you can do it, or the book, the secret. If I envision it, it will happen.

Well, you know, it's partly true and partly not so true. The other view is we're like a pinball machine, pinball bouncing through life, and B.F. Skinner, the Harvard psychologist, basically, said that we're just controlled by triggers in our environment. We have no control. Well, in my book triggers, I think they're both a little bit true. We have some control. And part of my life is the function of what I can control. And part of it is I am being controlled. And the whole idea of the book is really to just balance the equation a little bit more

in terms of I'm in charge of my own life and a little bit less of I'm just being manipulated by my environment. Yeah, bam. If you're ready to take your business to new heights, break through to the six or seven-figure mark or learn from the world's most successful people, look no further because the Kelly Roach show has got you covered. Kelly Roach is a best-selling author, a top-ranked podcast host and an extremely talented marketer. She's the owner of NotOne, but six thriving companies, and now she's ready to share her

knowledge and experience with you on the Kelly Roach show. Kelly is an inspirational entrepreneur. And I highly respect her. She's been a guest on YAP. She was a former social client. She's a podcast client. And I remember when she came on young and profiting and she talked about her conviction marketing framework. It was like mind blowing to me. I remember immediately implementing what she taught me in the interview in my company and the marketing efforts that we were doing. And as a marketer, I really, really respect all Kelly has done, all Kelly has built. In the corporate world, Kelly secured seven promotions in just eight years, but she didn't just stop there. She was working in I-5. And at the same time, she built her eight-figure company as a side hustle and eventually

took it and made her full full-time hustle and her strategic business goals led her to win the prestigious Inc. 500 award for the fastest growing business in the United States. She's built an empire she's earned a life-changing wealth and on top of all that she maintains a happy marriage and healthy home life. On the Kelly Road show you'll learn that it's possible to have it all. Tune into the Kelly Road Show, you'll learn that it's possible to have it all. Tune into the Kelly Road Show as she unveils her secrets for growing your business.

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But with Masterclass annual memberships, it just cost you $10 a month. I have to say the most surprising thing about Masterclass since I started this incredible journey on the platform is the value. For the quality of classes, instructors, the platform itself is beautiful, the videos are super high quality, you can't beat it. Gain new skills and as little as 10 minutes on your phone, your computer, tablet, smart TV, and my personal favorite way to learn is their audio mode to listen on the go.

That way I can multitask while I learn. Get unlimited access to every class and right now as the app listener, you can get 15% off when you go to masterclass.com-profiting. That's masterclass.com-profiting for 15% off an annual membership. Masterclass.com-profiting. Yeah. Before we move on to environment, let's just dig deeper into habits and triggers and feedback loops.

Specifically, I'd like you to explain what a feedback loop is to our listeners. So it's comprised of four stages, evidence, relevance, consequence, and action. Could you maybe walk us through a real life example of a feedback loop so that our listeners could really understand what it is? Well, you're driving your car and you see a sign that says, speed limit 30 miles an hour coming up in a small town. And the evidence that something's going to happen. And then how important is it we think I might get a ticket. And then eventually think that's relevant. And then you've got this evidence which would lead to a consequence which is something bad.

And you ultimately end up changing your behavior. So as we go through life we're constantly given the opportunity to deal with these feedback loops. And the important thing is to say, all right, am I being sensitive enough to these feedback loops? Am I aware of what's really going on around me? At first, you have a little child. A little child says, you know, I miss you, Mommy. What does that mean?

How can I process this? And the coworker who seems upset, being able to read your environment as best you can, so that you're learning from the environment at all times, and then you're able to make adjustments in your behavior that fit the needs of the people in your environment. Yeah. So when it comes to triggers, is the key to be aware of them and learn how to avoid or replace

those triggers? First, become aware. What are the triggers that set me off? Then, if you can avoid the triggers, avoid them. For example, if you only quit drinking, don't go to bars. If you want to quit smoking, don't smoke. If you want to quit eating chocolate, get chocolate out of your house. Because when the stimulus is there, you're much more likely to do it.

So just avoid it if you can is the first thing, but sometimes you can't avoid it. So if you can't avoid it, then you're gonna need to learn to adjust, to adjust your behavior. So it kind of fits that. You know, look, I love chocolate. I can't get it all the house

because my wife likes to eat it too. And she wants it to be here, but I need to realize when I see this chocolate, I'm gonna be tempted to eat it. So I have to adjust my behavior so that I don't. Yeah, and like you mentioned, like a big trigger is your environment. So in your book you say,

if we do not create and control our environment, our environment creates and controls us, you call the environment, things like the devil and that we should treat it like our enemy. Why such the hard feelings could you dig into that a little deeper? Well, what happens is I'm reading a book now called Deep Work by Kel Peterson I think and it's a great book. It talks about social media and how we can become completely addicted to social media in a way that's not healthy. The average kid is flunking out of school in the United States, spends 55 hours a week on

non-academic media. So it's like an addiction. And it talks about how Facebook can be addictive and depressing. The more hours you spend on Facebook, the more depressed you tend to be. For two reasons. One, you see all these fake lives. The vacation is always positive and the kids are always beautiful. And you think, gee, my life is as good as that.

Well, nobody's life is that good. It's a fake life. Or you're posting fake lives. And you realize that's not really me anyway. It's depressing either way. So I think, you know, very important to realize that we are bombarded by stimulus. And this hasn't become less real in the New World. This has become a lot more real. And we need toarded by stimulus and this hasn't become less real in the New World. This has been a lot more real. And we need to really back away and say, am I being controlled by this or am I controlling

this? And if you're not careful, we end up being controlled by this. So when I was a professor at Dartmouth, a young man used to drive me a limo driver back and forth, and he flunked out of school. He's been 25,000 hours of his life playing a video game, World of Warcraft, 25,000 hours. You get two PhDs in 25,000 hours. You play the video game. Well, that's an addiction. So you really need to be sensitive to how much am I controlling this, and how much is this controlling me?

Yeah. Can you talk about some of the ways that we can change our habits? We talked about the daily questions, but are there any other commitment devices that we can employ? Get help in the same way that, you know, I have help, I have someone call me every day. Why? I need help. If you haven't fixed it by yourself in the last 10 years, you're probably not gonna fix it by yourself next week. Why? I need help. If you haven't fixed it by yourself in the last 10 years, you're probably not going to fix it by yourself next week. Just didn't make you need help. And it's okay to need help. Like I said, my book triggers. Look at the names of the people

who are saying, book, I'm CEO of the United States. I need help. I'm with the presidential Miller Freedom. I need help. I'm head of the World's largest pharmaceutical company. I need help. I'm president of World Bank. I need help. Well, they're not too good to get help. company, I need help. I'm president, World Bank, I need help. Well, they're not too good to get help. So don't be above getting help because we almost only help. And again, if you could do it by yourself, you would have done it by now. Yeah. So you have these concepts of magic moves. Two of them we covered, the power of asking active questions, asking for help, which you just covered, but we didn't cover two of them, apology and optimism. Could you tell us more about these magic moves?

Well, let's start with apology. Very important, all of my clients do this. They all get confidential feedback. Another more feedback is perfect. So all they have things to approve. So the first thing I tell them is, is say they apologize, say for example, you know, I've gotten feedback indicates

I need to be a better listener. If I've not listened to you or other people, I'm sorry, they say they apologize. For example, you know, I've gotten feedback, indicates I need to be a better listener. If I've not listened to you or other people, I'm sorry, please accept my apology. There's no excuse. Well, if you want everybody else to take responsibility as a leader, let them watch you take responsibility. Let them watch you take responsibility. And that's, you know, a very important message

to send a role model to people. Don't try to be better than everybody else. Just be a fellow human being and everybody takes responsibility. The other one's optimism and this has been studied to death. I mean, if you don't believe you're going to do something, you probably won't. If you tell yourself, I can't do this. It's just the way I am. Well, you probably are right.

You can't do it. And that's just the way you are. You have to tell yourself, why am I saying this is just the way I am? Why am I saying I can't do this unless you have an incurable genetic defect, you can probably change. Well, since almost no one I coach has incurable genetic defects, they can all get better. You know, you can't make yourself taller. Optimism won't make yourself taller, but you can't make yourself taller optimism won't make yourself taller, but you can become a better listener or better with people. You can be better giving recognition. These are all positive things you can change. Not things you can't change. Yeah. One thing that we didn't get to touch on that I think is actually really important and you just say, looted to it is listening. What makes listening so powerful?

Well, you know, if you want to show concern for other people, you need to be able to listen. What is the message you can indicate to people when you're not listening? I don't want to care about what we have to say. Or you. And one thing I teach people on listening, this is somewhat counterintuitive as this. A lot of people think we don't listen not by what we say, but how we look. So I was trying to teach my clients pretend you're on video and you're going to be judged by doing it look like you care. Number one, it probably helped you be a better listener, but people will feel you're a better listener. Now, have you ever had this happen before? Has anyone

ever looked at you and said, you're not listening? Yeah. And then have you ever repeated what they said, verbatim to prove they were wrong. Well, that doesn't really help the relationship. When somebody says you're not listening, what they're really saying is you don't care. You see if you look like you cared, no one would ever say you're not listening. What they're really saying is you don't look like you care. And the higher up you go, the more important this becomes at the CEO level, this is critically important. Let's say I'm in a meeting. I've heard this presentation 20 times before.

I know everything it's going to be said. It's been vetted 12 times before I see it. On the other hand, if I look bored and disinterested, the young person making the presentation, this will break their heart. It'll feel terrible. So I teach people, look, you got to look like you care, and that's not being a phone, that's being a professional. You got to communicate to that person what you're saying is important

to me, and not just to what you say, and how you look. And if you don't, just be devastated. So it's a great lesson to learn at all levels of management when you're younger, it's important when you're older, it's important. Yeah, totally agree. So to close out the episode, you have an article on ink.com that's called, do you have mojo or nojo? And I thought it would be a cute and memorable way to end the show. Could you tell our listeners the difference

between mojo and nojo? Mojo is a positive spirit towards life which starts on the inside and radiates to the outside. And you see that when you go to the store, check into the hotel at the airport, you know, it's that positive spirit which radiates to the outside. And no joke is exactly the opposite. It's that negative spirit which radiates to the outside. That spirit says, I don't want to be here, I don't like this, so I'm happy I don't want to talk to you. So I think very important is we journey through life to look at two things. One, generating

that positive spirit inside ourselves and going back to those questions, you know, am I doing my best today to be happy? Am I doing my best to find meaning? Am I doing my best to be engaged, build relationships, generating that positive spirit inside yourself? And then number two, back to Imagine Your Own Video, generating that positive spirit inside yourself. And then number two, back to imagine you're on video, communicating that positive spirit to everyone around you. And I think as you mentioned a couple times, even more important at home than it is at work. Communicating this spirit of, I'm happy to see you. I love you. You're important to me. And good to do those good things at at work even better to do them at home.

And how about no Joe? Well, no Joe is the opposite. That's, you know, I'm frustrated, I'm angry, I don't want to be here, go away. I'm going to, I say American Airlines, I have over 11,000,000 Frickles fly miles, I want a three hour flight. One flight at 10, it's positive, I'm motivated up, beat it, it's the ESF, I can, the other is negative bit or angry in cynical. I'm sure you've been on the same flight. Well, what's the difference? It's not American airlines.

It's the flight attendant. It's what's in our heart. It's what's different. And really, don't get lost on the environment. Let me give your listeners my final good advice. Are you ready? I like everybody take a deep breath Imagine you're 95 years old and you're just getting ready to die right before you take that last breath You're giving a beautiful gift the ability to go back in time and talk to the person that's listening to me right now The ability to have that person be a better leader and have a happier life What advice would that wise old person have for the young person that's listening to me right now? Well, whatever your listeners are thinking now, do that.

In terms of performance, the prize last is the only one that matters. That old person says you did the right thing. You did. That old person says you made a mistake. You did. You don't have to impress anybody else. So my friends interviewed old folks who were dying and got this, this question, what advice would you have?

On the personal side, three things, thing number one, three words, be happy now. Not next week, not next month, not next year. Be happy now. The Great Western disease, I'll be happy when, when I get that money status, be in W, condominium, well, I have the same win. Learning points from old people,

I got so busy looking for what I didn't have, I couldn't see what I did have, I had everything. All your listeners, many of them are smart people, hardworking people, good people, compared to me, young people. Don't get so focused on what you don't have, you can't see what you do. Learning point number two, on the personal side, we've discussed several times, friends and family. You realize these people are important, and number three is you have a dream go for it. Because you don't go for it when you're 35. You may not when you're 85. And that doesn't have to be a big one.

Maybe a little one. Go to New Zealand, speak Spanish. Whatever it is, just do it. Business advice in which different. Number one, life is short, have fun. Number two is do whatever you can do to help people. And the main reason is that it's not going to do with money or status or getting ahead.

Main reason to do it is a 95 year old deal will be proud of you because you did and disappointed and you're down. And then finally, go for it. Old people, we almost never regret the risk we take and fail. We always regret the risk we fail to take. And finally, thank you so much for asking me to be on your podcast.

And I hope that it's been useful to your listeners and help them have a little better life. It has. So where can our listeners go to find more about you and everything that you do? Send me an email, Marshall, with two else at Marshallgulsmitt.com website. I've got 300 videos online, www.Marshallgulsmitt.com.

Go to any of these sites. And I have used up on LinkedIn 1.3 million followers. I can't do any more LinkedIn connections because they tap out after I think 30 or 40,000, but I can do more followers. And so go to any of those sites and I'm happy to share everything I know with everyone. Awesome.

It was such an honor. I want to be respectful of our time. So thank you so much for joining Young and Profiting podcast. Oh, thank you so much for inviting me and hope we get to see you in New York sometime. Likewise. Thanks for listening to Young and Profiting Podcast. If you enjoyed this episode, don't forget to write us a review on Apple Podcasts or wherever you listen to the show. Follow YAHP on Instagram at Young and Profiting and check us out at Young and Profiting.com. And now you can chat live with us every single day on YAP's side on Slack. Check out our show notes or Young & Profiting.com for the registration link.

You can find me on Instagram at YAP with Holla or LinkedIn, just search for my name, Holla Taha. Big thanks to the YAP team for another successful episode. This episode of YAP, I'd like to thank our international gap team members, Christian and Kayla. Kayla writes detailed show notes for our episode each and every week, and Christian keeps our website up to date with the latest content. Thanks for all your hard work. This is Hala, signing off. Are you looking for ways to be happier, healthier, more productive, and more creative? I'm Gretchen Ruben, the number one best-selling author of the Happiness Project, and every week we share ideas and practical solutions on the happier with

Gretchen Rubin podcast. My co-host and happiness guinea pig is my sister Elizabeth Kraft. That's me Elizabeth Kraft, a TV writer and producer in Hollywood. Join us as we explore fresh insights from cutting-edge science, ancient wisdom, pop culture, and our own experiences about cultivating happiness and good habits. Every week we offer a try this at home tip you can use to boost your happiness without spending a lot of time, energy, or money. Suggestions such as follow the one-minute rule.

Choose a one-word theme for the year or design your summer. We also feature segments like know yourself better where we discuss questions like, are you an over buyer or an under buyer? Morning person or night person, abundance lever or simplicity lever? And every episode includes a happiness hack, a quick, easy shortcut to more happy. Listen and follow the podcast, Happier with Gretchen Ruben.

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with your free trial of body. So there's no reason not to get started. Go to body.com today. That's body with an i.com. you