บทถอดความฉบับเต็มของ The Human Operating System for Lawyers and Law Firms: Building Adaptive, High-Performance Legal Teams

any questions, post them in the Q &A 00:04:22.329 --> 00:04:27.829 and take it away, Philip. Yes. All right. Dean, 00:04:27.930 --> 00:04:31.709 you look as cool, maybe cooler than ever. And 00:04:31.709 --> 00:04:34.870 everybody else out there in the interweb, it's 00:04:34.870 --> 00:04:37.110 a pleasure and honor to be here with you this 00:04:37.110 --> 00:04:40.730 morning, unpacking some things that for many 00:04:40.730 --> 00:04:45.389 anthropologists are central for our ability to 00:04:45.389 --> 00:04:49.629 thrive as individuals and organizations. And 00:04:49.629 --> 00:04:54.850 just a little background on me. I'm also an Army 00:04:54.850 --> 00:05:01.759 veteran and my So it existed in a high stress, 00:05:01.959 --> 00:05:08.019 high pressure, competitive culture. And the work 00:05:08.019 --> 00:05:13.040 that we're going to be doing addresses the ability 00:05:13.040 --> 00:05:18.519 to continue on an ongoing basis in the high stress, 00:05:18.660 --> 00:05:21.620 high pressure fields, which is about resiliency. 00:05:21.620 --> 00:05:23.680 And that's kind of the wellness application of 00:05:23.680 --> 00:05:27.360 this. But there's also then the success drivers. 00:05:27.680 --> 00:05:32.139 which are profitability, innovation, competitiveness, 00:05:33.139 --> 00:05:35.980 efficiency, engagement, retention. These are 00:05:35.980 --> 00:05:39.480 all things that drive the bottom line of organizations 00:05:39.480 --> 00:05:45.060 and the entirety of my career is designed to 00:05:45.060 --> 00:05:48.540 level up both of those dynamics, our psychology 00:05:48.540 --> 00:05:53.980 and our success. This is why I'm on the planet 00:05:53.980 --> 00:05:56.319 and it's an absolute pleasure to be here with 00:05:56.319 --> 00:05:59.300 you all. I'm going to and it's kind of weird 00:05:59.300 --> 00:06:02.480 not seeing people on here. And my guess is you 00:06:02.480 --> 00:06:07.180 guys can't see each other. So I and I have been 00:06:07.180 --> 00:06:11.379 on a lot of bad, you know, zoom webinar things 00:06:11.379 --> 00:06:17.040 where it's easy to multitask and and not not 00:06:17.040 --> 00:06:20.699 to engage. So I want to challenge everybody that 00:06:20.699 --> 00:06:27.000 today's topics are very powerful. They're very 00:06:27.000 --> 00:06:32.560 old battle -tested technology, and it will radically 00:06:32.560 --> 00:06:36.060 transform your engagement, your resiliency with 00:06:36.060 --> 00:06:38.699 yourself and your team, and also your performance. 00:06:39.019 --> 00:06:45.279 This is a core theory set around culture. So 00:06:45.279 --> 00:06:47.160 I want to encourage everybody to take some notes. 00:06:47.920 --> 00:06:51.819 I have included a big packet of information, 00:06:52.220 --> 00:06:55.569 which is a a digital workbook for you to digest 00:06:55.569 --> 00:07:00.610 and deep dive this topic. But whenever I'm teaching 00:07:00.610 --> 00:07:04.350 a class, number one, I always encourage people

00:07:04.350 --> 00:07:08.009 to sit up front in the class because that way 00:07:08.009 --> 00:07:09.670 you're going to be more engaged. And what I've 00:07:09.670 --> 00:07:12.769 noticed is that successful students, usually 00:07:12.769 --> 00:07:18.250 older students in my classes at Marshall, they're 00:07:18.250 --> 00:07:20.290 the ones that sit up front because they want 00:07:20.290 --> 00:07:23.000 to get something out of their time. The students 00:07:23.000 --> 00:07:25.560 that sit in the back, they're there because they 00:07:25.560 --> 00:07:29.160 have to be. And I know that there's both type 00:07:29.160 --> 00:07:31.019 of those folks here today. Some of you have to 00:07:31.019 --> 00:07:33.699 just be here because you have to be. But those 00:07:33.699 --> 00:07:35.540 of you who actually want to get something out 00:07:35.540 --> 00:07:38.480 of today, sit in the front of the class, which 00:07:38.480 --> 00:07:41.839 really means engage with that Q &A. I'm going 00:07:41.839 --> 00:07:44.240 to try to look at it as often as possible. And 00:07:44.240 --> 00:07:47.279 then take some notes. This is the big one. We 00:07:47.279 --> 00:07:51.680 have always. created the universe with our words. 00:07:51.899 --> 00:07:54.519 It's the way we draw order out of chaos because 00:07:54.519 --> 00:07:59.660 it's experiential and it's kinetic and it's symbolic. 00:08:00.060 --> 00:08:03.160 So our retention and our integration of information 00:08:03.160 --> 00:08:06.360 substantially improves when we take some notes. 00:08:06.639 --> 00:08:10.199 And I'm going to be giving you guys a hay bale, 00:08:10.360 --> 00:08:13.620 a master class level of information, and we only 00:08:13.620 --> 00:08:16.920 have an hour to get through some big topics today. 00:08:17.790 --> 00:08:20.689 And there's also going to be a short assessment 00:08:20.689 --> 00:08:23.189 that we're going to be doing kind of live and 00:08:23.189 --> 00:08:25.189 interactive, where we're going to be exploring 00:08:25.189 --> 00:08:28.189 what our identity, our psychology, our role in 00:08:28.189 --> 00:08:30.709 the pack and the tribe is. So you're going to 00:08:30.709 --> 00:08:33.750 need a piece of paper for this at the very least. 00:08:34.590 --> 00:08:37.529 So please rummage around and find a piece of 00:08:37.529 --> 00:08:40.470 paper that you can draw some stuff on it and 00:08:40.470 --> 00:08:45.629 take some notes. All right. So what we're going 00:08:45.629 --> 00:08:49.080 to be doing. is we're going to be exploring a 00:08:49.080 --> 00:08:53.039 quadrant based archetype psychology system that 00:08:53.039 --> 00:08:58.259 most of you are familiar with in your HR experiences 00:08:58.259 --> 00:09:00.259 with whatever organizations you've been part 00:09:00.259 --> 00:09:04.679 of. And it's known as Myers -Briggs, disc, behavioral 00:09:04.679 --> 00:09:07.899 styles, a lot of different versions of this thing. 00:09:08.399 --> 00:09:15.580 And that

is a well established map of relationships. 00:09:15.769 --> 00:09:18.990 and understanding psychology and understanding 00:09:18.990 --> 00:09:21.929 conflict resolution, giving and receiving critical 00:09:21.929 --> 00:09:24.710 feedback, getting the most out of your people, 00:09:24.789 --> 00:09:28.529 and also the ability to navigate your personal 00:09:28.529 --> 00:09:31.490 and professional journey, which is ultimately 00:09:31.490 --> 00:09:34.970 always about an identity or a belief system or 00:09:34.970 --> 00:09:41.169 a worldview. So this is a very established methodology 00:09:41.169 --> 00:09:46.669 around psychology. As an anthropologist, I spent 00:09:46.669 --> 00:09:48.549 a lot of time traveling the world and working 00:09:48.549 --> 00:09:52.029 with different cultures, all the way from indigenous 00:09:52.029 --> 00:09:59.029 to current. And it became clear to me that there 00:09:59.029 --> 00:10:03.070 was an overlap between the roles of the tribe 00:10:03.070 --> 00:10:09.870 that is just an undeniable dynamic in anthropology. 00:10:10.529 --> 00:10:12.950 And then these four quadrants of psychology, 00:10:13.190 --> 00:10:16.429 Myers -Briggs and Disque. And they happen to 00:10:16.429 --> 00:10:21.590 be the same dynamic, their direct match. So what 00:10:21.590 --> 00:10:24.049 we're looking at with Myers Briggs and Disk is 00:10:24.049 --> 00:10:28.190 actually a kinship system. It's a very old operating 00:10:28.190 --> 00:10:31.429 system that every indigenous tribe runs. There's 00:10:31.429 --> 00:10:36.929 four primary roles in every tribe. And then Wolf 00:10:36.929 --> 00:10:40.649 Tribe is my company. And we actually work with 00:10:40.649 --> 00:10:43.850 a wolf sanctuary out in the desert. The reason 00:10:43.850 --> 00:10:46.730 why we use wolves is that they're the source 00:10:46.730 --> 00:10:50.610 of our cognitive revolution. And this is a big 00:10:50.610 --> 00:10:53.710 event that happened in humanity about 35 ,000 00:10:53.710 --> 00:10:57.929 years ago, when we went from low level, non innovative 00:10:57.929 --> 00:11:01.750 scavenger to apex predator, which is which was 00:11:01.750 --> 00:11:06.950 fully innovative, we see advanced weapon systems, 00:11:07.289 --> 00:11:10.909 we see instruments, we see game pieces, symbolic 00:11:10.909 --> 00:11:13.750 thought, we see all of these things that are 00:11:13.750 --> 00:11:17.429 a modern culture expression. And it happened 00:11:17.429 --> 00:11:20.509 when we started partnering with the wolves. So 00:11:20.509 --> 00:11:26.370 the wolves happen to have four roles in the pack. 00:11:26.950 --> 00:11:30.669 They are exactly the same roles in a indigenous 00:11:30.669 --> 00:11:36.529 tribe, and they are exactly the same roles in 00:11:36.529 --> 00:11:40.840 contemporary psychology. So It is a direct match, 00:11:40.840 --> 00:11:45.779 which means that we are continually utilizing 00:11:45.779 --> 00:11:50.200 this quadrant based system for our

adaptability, 00:11:50.539 --> 00:11:54.659 our success, our resiliency. So I want to just 00:11:54.659 --> 00:11:59.740 kind of lay the land that the topic of a psychometric 00:11:59.740 --> 00:12:05.659 is a much older and much more established adaptability 00:12:05.659 --> 00:12:10.100 system. All right, the benefits of it and adaptability 00:12:10.100 --> 00:12:13.399 is going to be a big thing here. Adaptability, 00:12:14.720 --> 00:12:18.259 and a lot of you have heard the evolution is 00:12:18.259 --> 00:12:21.740 survival of the fittest, which is actually not 00:12:21.740 --> 00:12:24.879 what Darwin said. He actually said evolution 00:12:24.879 --> 00:12:28.840 is survival of the most adaptable. So when you're 00:12:28.840 --> 00:12:33.259 looking at. long running vital careers, it has 00:12:33.259 --> 00:12:35.360 to do with adaptability. When you're looking 00:12:35.360 --> 00:12:38.960 at long -term sustainable success in organizations, 00:12:39.740 --> 00:12:43.460 those are the ones that are adaptable. So adaptability 00:12:43.460 --> 00:12:47.299 is one of the big drivers of why we have such 00:12:47.299 --> 00:12:50.740 differences within our individuals and our teams 00:12:50.740 --> 00:12:55.159 and tribes. That's psychological. So adaptability 00:12:55.159 --> 00:13:02.100 makes us capable of responding to change and 00:13:02.100 --> 00:13:05.580 challenge. And so that's a very important driver 00:13:05.580 --> 00:13:09.799 for particularly the rate of change that's happening 00:13:09.799 --> 00:13:15.340 now. There's also the secondary big benefit of 00:13:15.340 --> 00:13:20.100 looking at adaptability and specialization that 00:13:20.100 --> 00:13:24.759 makes us competitive. All right. So when we look 00:13:24.759 --> 00:13:29.419 at every successful sports team, every successful 00:13:29.419 --> 00:13:35.980 executive team, every successful family and any 00:13:35.980 --> 00:13:40.720 organization, it is a collection of aligned specialists, 00:13:41.440 --> 00:13:44.519 right? Take a football team, for example. We 00:13:44.519 --> 00:13:47.700 have different positions on the field. It's not 00:13:47.700 --> 00:13:51.320 just a bunch of football players. They are specific 00:13:51.320 --> 00:13:55.340 specialists. And the reason why specialization 00:13:55.340 --> 00:14:01.399 is universal in competitive, successful teams 00:14:01.399 --> 00:14:06.080 is that when you have specialists, they are committed 00:14:06.080 --> 00:14:10.399 to a particular function, a role and identity 00:14:10.399 --> 00:14:15.059 in whatever that team is. So you have your quarterbacks 00:14:15.059 --> 00:14:16.720 on the football, you have your running back, 00:14:16.860 --> 00:14:18.600 you've got the line, you've got your kickers, 00:14:18.639 --> 00:14:23.950 you've got all these specialists and a an aligned 00:14:23.950 --> 00:14:27.289 group of specialists will always beat a team 00:14:27.289 --> 00:14:31.850 of generalists. And we are that. We are specialists. 00:14:32.210 --> 00:14:36.230 And if you understand what your particular specialization 00:14:36.230 --> 00:14:39.730 is, then you get to bring more value to every 00:14:39.730 --> 00:14:44.429 organization, every case that you're on, every 00:14:44.429 --> 00:14:49.600 project. And we also get to interface more successfully 00:14:49.600 --> 00:14:52.620 with other specialists if we understand how the 00:14:52.620 --> 00:14:55.779 rules of engagement work. So this workshop is 00:14:55.779 --> 00:14:58.539 going to unpack a lot of those things, and it 00:14:58.539 --> 00:15:01.000 will improve your resiliency, it will improve 00:15:01.000 --> 00:15:04.120 your sense of belonging, your engagement, your 00:15:04.120 --> 00:15:09.240 retention, and also the value and impact that 00:15:09.240 --> 00:15:12.919 you and your team can provide to your clients 00:15:12.919 --> 00:15:18.059 and the world and each other. All right. So let's 00:15:18.059 --> 00:15:25.559 pull it up and get rocking on this. OK, this 00:15:25.559 --> 00:15:30.019 is the picture of an executive team out at the 00:15:30.019 --> 00:15:33.480 Wolf Sanctuary. And this is kind of the model 00:15:33.480 --> 00:15:37.000 of humans and wolves working, working together. 00:15:37.720 --> 00:15:42.679 And I'm referring to these quadrants as archetypes 00:15:42.679 --> 00:15:48.860 and archetype. Is a. It's an iconic, ancient, 00:15:49.320 --> 00:15:52.940 timeless thing that represents a particular role. 00:15:53.779 --> 00:15:57.620 So these archetypes are the different roles that 00:15:57.620 --> 00:15:59.700 you have in your families and your work teams. 00:16:00.480 --> 00:16:04.720 And understanding how these four different roles 00:16:04.720 --> 00:16:09.379 function together provides the map for your relationships, 00:16:09.799 --> 00:16:12.860 your belonging and establishing kinship with 00:16:12.860 --> 00:16:16.909 your people. It's also the engine of specialized 00:16:16.909 --> 00:16:21.289 competitiveness and drives adaptability. And 00:16:21.289 --> 00:16:23.850 just because I wanted to hit this a couple of 00:16:23.850 --> 00:16:27.370 times for you guys, an aligned team of specialists 00:16:27.370 --> 00:16:31.950 will always beat a team of generalists. So understand 00:16:31.950 --> 00:16:34.850 what your value is, understand what the value 00:16:34.850 --> 00:16:37.509 of your people are, and you will get the most 00:16:37.509 --> 00:16:43.129 out of them. Now, there is also a pop out real 00:16:43.129 --> 00:16:47.610 quick here so people can see me. There's a cost 00:16:47.610 --> 00:16:51.970 to specialization, right? If you spent your whole 00:16:51.970 --> 00:16:54.590 life learning how to throw that weird shaped 00:16:54.590 --> 00:16:56.649 ball and you're the quarterback and you're very 00:16:56.649 --> 00:17:00.750 good at that, there was a cost to that specialization 00:17:00.750 --> 00:17:03.230 and it was you didn't spend a lot of time

kicking 00:17:03.230 --> 00:17:06.589 and running and blocking and doing all the other 00:17:06.589 --> 00:17:12.609 things. So we need to be in an aligned team that 00:17:12.609 --> 00:17:16.730 is complementary. We require other specialists 00:17:16.730 --> 00:17:20.210 to be able to make up for the things that are 00:17:20.210 --> 00:17:24.109 our Achilles heel. And this is one of those important 00:17:24.109 --> 00:17:28.710 tribal dynamics that that lone wolf dynamic of 00:17:28.710 --> 00:17:31.569 just me against the world means that you are 00:17:31.569 --> 00:17:34.190 forced to become a generalist. You have to become 00:17:34.190 --> 00:17:36.829 independent, self reliant and do all the things 00:17:36.829 --> 00:17:40.410 in your life. We're not designed for that. We 00:17:40.410 --> 00:17:47.410 are a communal collective organism. And so we 00:17:47.410 --> 00:17:50.289 need to be surrounded by people who are different 00:17:50.289 --> 00:17:54.769 than us. And is that different focus on priorities 00:17:54.769 --> 00:17:57.609 and worldview and perspective and cadence and 00:17:57.609 --> 00:18:01.349 communication style that drives the adaptability 00:18:01.349 --> 00:18:05.279 of our journey moving forward? All right. And 00:18:05.279 --> 00:18:08.640 then just to answer, there will be some questions 00:18:08.640 --> 00:18:10.680 when I start unpacking the assessment for you 00:18:10.680 --> 00:18:16.000 guys. Nature versus nurture. We all have a nature 00:18:16.000 --> 00:18:19.319 that we're born with. Some people are much more 00:18:19.319 --> 00:18:22.299 assertive. Some people are born more peaceful. 00:18:22.900 --> 00:18:26.359 Some people are born with a desire to connect 00:18:26.359 --> 00:18:30.039 with other people. And some of us are born with 00:18:30.039 --> 00:18:32.579 a much cooler and more reserved disposition. 00:18:34.160 --> 00:18:37.000 That's our nature and we're born with a certain 00:18:37.000 --> 00:18:39.400 dynamic with that. And then the world has its 00:18:39.400 --> 00:18:45.980 way with us. And we at a young age, usually the 00:18:45.980 --> 00:18:50.160 formative era of our lives are around age eight. 00:18:50.359 --> 00:18:56.059 When we start experiencing inadequacy, abandonment, 00:18:56.599 --> 00:18:58.400 shame, there's a bunch of things that happen 00:18:58.400 --> 00:19:01.579 when we're young and it pushes us into a different 00:19:01.579 --> 00:19:05.079 behavior where we get our needs met. And so that 00:19:05.079 --> 00:19:09.420 nurture tends to push our identity and our psychology 00:19:09.420 --> 00:19:13.339 into one of those four different roles in pack, 00:19:13.599 --> 00:19:18.259 tribe, and firm. So every big event in our life 00:19:18.259 --> 00:19:23.200 is going to require us to practice a different 00:19:23.200 --> 00:19:26.900 behavior. And eventually those new behaviors, 00:19:27.500 --> 00:19:31.000 when they're repeated over time, become a new 00:19:31.000 --> 00:19:34.700 identity. So this map I'm going to give you of 00:19:34.700 --> 00:19:39.059 psychology and kinship, you will be moving through 00:19:39.059 --> 00:19:42.539 this map as your life progresses. If you get 00:19:42.539 --> 00:19:47.140 promoted, if you become a parent, if a big event 00:19:47.140 --> 00:19:50.480 happens, then you will see yourself move through 00:19:50.480 --> 00:19:53.160 this map. So I just wanted to answer that because 00:19:53.160 --> 00:19:55.359 that's usually one of the regular questions. 00:19:56.059 --> 00:20:02.059 All right. But we're going to dig in to the assessment. 00:20:02.799 --> 00:20:04.839 And this is the time where I'd like you to pull 00:20:04.839 --> 00:20:07.680 out a piece of paper and draw a vertical line 00:20:07.680 --> 00:20:10.220 right down the middle. And we're going to give 00:20:10.220 --> 00:20:13.880 you a couple choices here. And these choices, 00:20:15.259 --> 00:20:18.579 when we're doing a formal psychometric run through 00:20:18.579 --> 00:20:24.640 an HR department, there is oftentimes a sense 00:20:24.640 --> 00:20:31.019 of how does my organization want me to respond 00:20:31.019 --> 00:20:33.619 to the questions? Who do they want me to be? 00:20:34.440 --> 00:20:38.420 And obviously, we can't see each other on this 00:20:38.420 --> 00:20:41.420 call. So I want to encourage you to be as authentic 00:20:41.420 --> 00:20:44.519 as possible. And one of the best ways to do that 00:20:44.519 --> 00:20:47.839 is get out of your prefrontal cortex, your executive 00:20:47.839 --> 00:20:52.640 function, and get down into your intuition, your 00:20:52.640 --> 00:20:55.519 truth, your limbic system, your soul, your gut. 00:20:55.900 --> 00:20:58.259 Like that's kind of a deeper sense of truth, 00:20:58.619 --> 00:21:01.339 which means don't think about these questions. 00:21:02.259 --> 00:21:05.579 Feel what what what is the authentic truth that 00:21:05.579 --> 00:21:08.440 you have about things? You have a better outcome 00:21:08.440 --> 00:21:12.400 from this exercise. So got a line down the middle 00:21:12.400 --> 00:21:16.980 of your paper. I hope everybody does. And on 00:21:16.980 --> 00:21:21.000 the right side of your paper are these three 00:21:21.000 --> 00:21:26.319 three vital universal. aspects of humanity, and 00:21:26.319 --> 00:21:31.460 they are valuable. This is gold. Peace. It is 00:21:31.460 --> 00:21:36.299 a universal human pursuit. Safety is something 00:21:36.299 --> 00:21:41.599 that is vital in in every organization, emotional, 00:21:41.920 --> 00:21:46.319 physical, professional safety, and then asking 00:21:46.319 --> 00:21:53.960 questions about people. about process. And these 00:21:53.960 --> 00:21:58.539 are all universal aspects of human psychology 00:21:58.539 --> 00:22:02.319 and organizations. So this is your first choice. 00:22:02.640 --> 00:22:05.839 And then on the left side of the paper are going 00:22:05.839 --> 00:22:11.079 to be the components

to those first three. So 00:22:11.079 --> 00:22:14.440 power. I acknowledge peace is important, but 00:22:14.440 --> 00:22:16.839 without a certain measure of power, I can't do 00:22:16.839 --> 00:22:20.660 anything in my life and my career. I acknowledge 00:22:20.660 --> 00:22:24.180 safety is important, but if I don't take some 00:22:24.180 --> 00:22:27.900 risks, nothing changes. And I acknowledge that 00:22:27.900 --> 00:22:31.619 asking questions is important, but I have a truth, 00:22:32.000 --> 00:22:34.599 I have a worldview, I have things that need to 00:22:34.599 --> 00:22:36.960 be expressed, and I will make some statements. 00:22:37.920 --> 00:22:41.220 So that's your first choice. Left or right side 00:22:41.220 --> 00:22:44.720 of the paper, and I'd like you to please shade 00:22:44.720 --> 00:22:48.440 in the whole side of the paper that is your truth. 00:22:49.630 --> 00:22:52.710 And if you're split in the middle of these, ask 00:22:52.710 --> 00:22:57.809 yourself, would I sacrifice my peace for my power 00:22:57.809 --> 00:23:01.630 or would I sacrifice my power for my peace? That's 00:23:01.630 --> 00:23:04.230 usually a very clear way of getting an answer 00:23:04.230 --> 00:23:09.670 from this exercise. And that's all the time you 00:23:09.670 --> 00:23:13.369 should actually need for this, right? So hopefully 00:23:13.369 --> 00:23:16.450 that everybody has one side of the paper that's 00:23:16.450 --> 00:23:21.940 shaded in. as your go -to psychological personality 00:23:21.940 --> 00:23:26.519 setting. All right. Now I'd like you to, same 00:23:26.519 --> 00:23:30.079 piece of paper, draw a horizontal perpendicular 00:23:30.079 --> 00:23:33.599 line. And we're going to deal with our second 00:23:33.599 --> 00:23:36.259 aspect of psychology, which is going to have 00:23:36.259 --> 00:23:38.480 to do with connection. So we're going to deal 00:23:38.480 --> 00:23:41.940 now with the full bottom of the paper and the 00:23:41.940 --> 00:23:44.430 full top of the paper. And we're also going to 00:23:44.430 --> 00:23:48.069 be shading this in. And then our double -sided 00:23:48.069 --> 00:23:50.789 quadrant is going to be your core psychology. 00:23:51.329 --> 00:23:54.789 All right. On the full bottom of your piece of 00:23:54.789 --> 00:24:00.369 paper is going to be the bottom line. The bottom 00:24:00.369 --> 00:24:03.930 line in business is making money. The bottom 00:24:03.930 --> 00:24:08.380 line in sports is winning games. It's pretty 00:24:08.380 --> 00:24:12.339 clear. This is results and outcome and impact. 00:24:12.839 --> 00:24:17.359 It's competence. If you're going back to school, 00:24:18.599 --> 00:24:22.119 you're getting a degree. If you are attending 00:24:22.119 --> 00:24:25.259 this workshop, you're getting your certification, 00:24:25.759 --> 00:24:31.099 right? So this is absolutely vital for every 00:24:31.099 --> 00:24:34.279 family and work team. Otherwise you go extinct. 00:24:35.759 --> 00:24:38.140 This is your first option. Now, the full top 00:24:38.140 --> 00:24:42.019 of the paper is going to be about the journey 00:24:42.019 --> 00:24:47.119 instead of the destination. And we look at business. 00:24:47.940 --> 00:24:51.240 It's not just about making money. It's also about 00:24:51.240 --> 00:24:55.019 service to a community. It's taking care of your 00:24:55.019 --> 00:24:58.259 people. The same thing in sports. It's not just 00:24:58.259 --> 00:25:01.680 about winning. It's about engagement, morale, 00:25:01.960 --> 00:25:05.240 celebration, development, and dare I say, fun. 00:25:05.630 --> 00:25:09.650 That's part of the journey of life as well. So 00:25:09.650 --> 00:25:14.609 this will be compassion, passion, expression, 00:25:14.609 --> 00:25:19.549 and the journey. And there's the top half of 00:25:19.549 --> 00:25:22.609 the bottom half of the paper that you're going 00:25:22.609 --> 00:25:25.990 to feel as your truth. And I'd like you to shade 00:25:25.990 --> 00:25:29.789 in either the full top or the full bottom of 00:25:29.789 --> 00:25:42.769 the piece of paper. And where's my Q &A? I'm 00:25:42.769 --> 00:25:44.369 popping open the chat to see if anybody has any 00:25:44.369 --> 00:25:53.069 questions. OK. Now, at this point, you should 00:25:53.069 --> 00:25:56.150 have, when you look at your two perpendicular 00:25:56.150 --> 00:26:03.440 lines, there should be a, oops, sorry. You should 00:26:03.440 --> 00:26:06.759 have one one of your quadrants that is double 00:26:06.759 --> 00:26:10.400 shaded in okay, that's the one that you chose 00:26:10.400 --> 00:26:15.099 either peace or power or competence or passion 00:26:15.099 --> 00:26:18.059 and That's going to be your core psychology. 00:26:18.480 --> 00:26:21.400 Okay when you're looking at the lay of the land 00:26:21.400 --> 00:26:26.000 here the diagonal quadrant with the one that 00:26:26.000 --> 00:26:30.759 you have neither one of the of your choices shaded 00:26:30.759 --> 00:26:35.700 in is that is your opposite. It is the one that 00:26:35.700 --> 00:26:40.059 is the most uncomfortable for you to exist in. 00:26:40.480 --> 00:26:44.380 And that's the one that represents the person 00:26:44.380 --> 00:26:47.440 and the people that you partner with the most 00:26:47.440 --> 00:26:51.339 success successfully. So this is going to give 00:26:51.339 --> 00:26:54.279 you some insights into the people that initially 00:26:54.279 --> 00:26:57.779 have the most challenges with you and you with 00:26:57.779 --> 00:27:00.119 them. but they're the ones that are going to 00:27:00.119 --> 00:27:04.359 compliment you the most. And in all of the relationship 00:27:04.359 --> 00:27:09.400 studies, over 90 % of long -term relationships, 00:27:09.500 --> 00:27:14.240 these are best friends, life partners, co -founders, 00:27:14.480 --> 00:27:17.359 are in the diagonal. So it gives us a very good 00:27:17.359 --> 00:27:23.380 glimpse into the specialization,

complementary 00:27:23.380 --> 00:27:30.900 aspect of humanity. And as we unpack these four 00:27:30.900 --> 00:27:34.819 identities, I'm going to start with the folks 00:27:34.819 --> 00:27:41.240 who are the upper left side of the paper. And 00:27:41.240 --> 00:27:44.220 I will give you a couple of different titles 00:27:44.220 --> 00:27:47.240 for this group. Obviously, I have sovereign that's 00:27:47.240 --> 00:27:50.460 written up in this one. This would be the eye 00:27:50.460 --> 00:27:55.380 of disc, D -I -S -C. This would also be known 00:27:55.380 --> 00:27:59.259 as the expressives in the behavioral styles. 00:28:00.660 --> 00:28:04.559 Psychometric. And these are the people that are 00:28:04.559 --> 00:28:09.500 focused on vision. They have a future that does 00:28:09.500 --> 00:28:13.460 not currently exist. They're usually very outward 00:28:13.460 --> 00:28:18.000 facing people. They communicate easily and often. 00:28:18.880 --> 00:28:22.980 And their primary profit driver that they're 00:28:22.779 --> 00:28:25.640 role brings to an organization is innovation. 00:28:26.519 --> 00:28:29.680 So there happens to be four big profit drivers 00:28:29.680 --> 00:28:33.000 that make organizations successful. They would 00:28:33.000 --> 00:28:37.200 be competitive drivers in sports. And they happen 00:28:37.200 --> 00:28:40.240 to align with these four different archetypes 00:28:40.240 --> 00:28:44.799 or roles. So in anthropology, the people that 00:28:44.799 --> 00:28:48.359 are focused and own the future of the tribe, 00:28:48.700 --> 00:28:53.759 this may be the parent in a human family, or 00:28:53.759 --> 00:28:59.000 a wolf pack, they would be the alphas. And innovation 00:28:59.000 --> 00:29:05.079 is applied visioning. So innovation is one of 00:29:05.079 --> 00:29:09.200 the primary profit drivers of organizations, 00:29:09.200 --> 00:29:15.640 right? To be a visionary person, number one, 00:29:15.640 --> 00:29:20.740 you're very creative, and you tend to range far 00:29:20.740 --> 00:29:27.420 and wide looking for inspiration. So oftentimes 00:29:27.420 --> 00:29:33.900 folks like us, we are interested in many, many 00:29:33.900 --> 00:29:36.799 different things. We want to travel the world, 00:29:37.180 --> 00:29:41.920 start a nonprofit, write some books, and this 00:29:41.920 --> 00:29:47.240 can lead us to be distracted. This is our challenge 00:29:47.240 --> 00:29:50.500 that we're faced with. Right. You don't get to 00:29:50.500 --> 00:29:55.079 be a visionary, innovative, creative person without. 00:29:55.980 --> 00:29:59.039 Struggling with a certain amount of diffusion 00:29:59.039 --> 00:30:03.859 of focus and energy and distraction, and one 00:30:03.859 --> 00:30:08.200 of the the jokes that I heard about this is we 00:30:08.200 --> 00:30:11.519 are people who can starve to death reading cookbooks, 00:30:11.799 --> 00:30:16.200 and oftentimes that could be me as well. We have. 00:30:17.230 --> 00:30:22.089 stack of books that are halfway finished because 00:30:22.089 --> 00:30:25.230 we're constantly excited about the next thing. 00:30:25.930 --> 00:30:30.250 So distraction is our challenge. To be able to 00:30:30.250 --> 00:30:34.690 be optimized in terms of our performance, we 00:30:34.690 --> 00:30:38.009 need to partner with our opposite. These are 00:30:38.009 --> 00:30:40.970 the people that make up for all the things that 00:30:40.970 --> 00:30:43.529 we don't do well. And that's going to be the 00:30:43.529 --> 00:30:48.130 diagonal. And that person is the magician. This 00:30:48.130 --> 00:30:52.150 is known as the analytic. This is the sea of 00:30:52.150 --> 00:30:55.690 disk. And these are the people who have a very 00:30:55.690 --> 00:30:59.890 different worldview, approach, cadence, and set 00:30:59.890 --> 00:31:04.769 of priorities to that innovative sovereign person. 00:31:05.369 --> 00:31:12.869 So that is known as the shaman, the oracle, the 00:31:12.869 --> 00:31:17.539 wise man or woman. in the tribe or the magician. 00:31:18.079 --> 00:31:22.380 It is somebody who is focused not on innovation 00:31:22.380 --> 00:31:28.000 and vision, but mastery and efficiency. And efficiency 00:31:28.000 --> 00:31:33.019 is our second profit driver. So efficiency makes 00:31:33.019 --> 00:31:37.259 you money. It has to do with repeated processes 00:31:37.259 --> 00:31:41.279 that work. It means we generate a successful 00:31:41.279 --> 00:31:45.730 plan and procedure. that makes our organization 00:31:45.730 --> 00:31:51.609 function efficiently. Now, those of us who sit 00:31:51.609 --> 00:31:56.349 in this magician category or the analytic, we 00:31:56.349 --> 00:31:59.470 face a challenge with our commitment to efficiency 00:31:59.470 --> 00:32:04.049 and mastery. And that is chaos is uncomfortable 00:32:04.049 --> 00:32:08.089 for us. And when things become chaotic, whether 00:32:08.089 --> 00:32:12.410 it's behavior or a chaotic process, we tend to 00:32:12.410 --> 00:32:16.589 disengage from those people and those processes. 00:32:17.470 --> 00:32:20.730 So we have a tendency to disengage to the point 00:32:20.730 --> 00:32:24.349 that we can become isolated ourselves, because 00:32:24.349 --> 00:32:27.970 that's sometimes the ultimate fallback of control 00:32:27.970 --> 00:32:33.190 with just ourselves, at which point we find ourselves 00:32:33.190 --> 00:32:39.109 without a seat at the table, without our voice 00:32:39.109 --> 00:32:43.359 being engaged to move something forward successfully. 00:32:44.200 --> 00:32:48.299 So isolation is not good for us, and it's a catastrophe 00:32:48.299 --> 00:32:51.940 for those visionary, innovative, sovereign, or 00:32:51.940 --> 00:32:57.660 expressive types. So for these two psychological 00:32:57.660 --> 00:33:01.640 specialists on the team, there needs to be a 00:33:01.640 --> 00:33:04.599 compromise in order to be successful together. 00:33:05.160 --> 00:33:08.700 And whenever we're negotiating

something as humans, 00:33:09.240 --> 00:33:13.559 we really only have three options. One is power, 00:33:14.299 --> 00:33:20.839 position, tyranny, or we have surrender, acquiesce, 00:33:21.279 --> 00:33:25.019 the victim story. And those are both very dysfunctional 00:33:25.019 --> 00:33:27.460 decision -making strategies with different types 00:33:27.460 --> 00:33:30.539 of people. The only successful route we have 00:33:30.539 --> 00:33:33.359 forward is compromise. And compromise is one 00:33:33.359 --> 00:33:36.660 of those things that is challenging because it 00:33:36.660 --> 00:33:39.259 means that we're giving up something. But what 00:33:39.259 --> 00:33:43.380 we gain is partnership, collaboration, and the 00:33:43.380 --> 00:33:48.640 adaptability and power of these different psychologies. 00:33:50.039 --> 00:33:55.160 So the sacrifice for our upper left type people, 00:33:55.180 --> 00:33:59.240 a sovereign, is that we have to look at the 10 00:33:59.240 --> 00:34:01.799 exciting passionate projects that we're working 00:34:01.799 --> 00:34:07.019 on and kill nine of them. Commit to the one. 00:34:08.440 --> 00:34:11.400 Choose what your priority is and double down 00:34:11.400 --> 00:34:16.380 on it. Kill your darlings. And that involves 00:34:16.380 --> 00:34:20.940 a short -term sacrifice of freedom. But what 00:34:20.940 --> 00:34:24.380 we get is significance. Because not only does 00:34:24.380 --> 00:34:27.460 that project move forward, but more importantly, 00:34:27.940 --> 00:34:30.179 it demonstrates a certain amount of commitment 00:34:30.179 --> 00:34:33.980 and competence and investment that our analytic 00:34:33.980 --> 00:34:37.699 magicians will be able to work with. And then 00:34:37.699 --> 00:34:40.199 you get all the horsepower that they bring to 00:34:40.199 --> 00:34:42.860 the table with plan, process, and procedure. 00:34:44.320 --> 00:34:47.760 For the magicians, what we have to sacrifice 00:34:47.760 --> 00:34:52.079 is our need for control. There's going to be 00:34:52.079 --> 00:34:55.699 processes that are chaotic and innovative and 00:34:55.699 --> 00:34:58.940 visionary, and there's going to be some variables 00:34:58.940 --> 00:35:01.780 that happen that are uncomfortable for us. So 00:35:01.780 --> 00:35:04.360 we have to surrender our short -term control 00:35:04.360 --> 00:35:08.800 for being able to partner with our visionary 00:35:08.800 --> 00:35:12.739 folks who are innovating and adapting and moving 00:35:12.739 --> 00:35:15.480 things forward. And that's really what builds 00:35:15.480 --> 00:35:19.280 successful kingdoms is these two things. And 00:35:19.280 --> 00:35:21.880 this is echoed through all of our shared mythology. 00:35:22.760 --> 00:35:25.980 The sovereign, this would be King Arthur. He 00:35:25.980 --> 00:35:29.639 has a vision for equality and a round table, 00:35:29.639 --> 00:35:33.320 but he's not able to implement that until he 00:35:33.320 --> 00:35:36.960 pulls Excalibur

from the stone. Excalibur is 00:35:36.960 --> 00:35:41.719 focus and Merlin built Excalibur for King Arthur. 00:35:42.380 --> 00:35:45.039 So here we have the sovereign King Arthur. We 00:35:45.039 --> 00:35:47.699 have our magician Merlin who built Excalibur. 00:35:47.880 --> 00:35:50.519 And when those two characters, personalities, 00:35:50.800 --> 00:35:53.579 identities partner together, you have something 00:35:53.579 --> 00:35:59.900 extraordinary. All right. That makes sense to 00:35:59.900 --> 00:36:04.860 everybody, I hope. There's a deeper dive on both 00:36:04.860 --> 00:36:07.800 of these psychological quadrants or archetypes 00:36:07.800 --> 00:36:14.800 in the workbook. All right. Oftentimes, when 00:36:14.800 --> 00:36:19.500 sovereigns or having any sort of meeting or gathering. 00:36:19.500 --> 00:36:23.480 It will be innovative. It will be brainstorming. 00:36:23.840 --> 00:36:27.739 It will be fun and high energy. Oftentimes that's 00:36:27.739 --> 00:36:30.099 anxiety producing for us magicians who would 00:36:30.099 --> 00:36:33.920 like an agenda. What are we focused on? When 00:36:33.920 --> 00:36:38.300 is the meeting over? And this next group, which 00:36:38.300 --> 00:36:43.119 is our bottom left, these people, we don't want 00:36:43.119 --> 00:36:46.710 to go to the meeting at all. These are called 00:36:46.710 --> 00:36:49.710 the warrior class. They're also known as the 00:36:49.710 --> 00:36:54.449 drivers in behavioral styles or the D of disc, 00:36:55.210 --> 00:37:00.050 dominant or driver. And this is a very different 00:37:00.050 --> 00:37:05.630 animal. Instead of needing innovation to inspire 00:37:05.630 --> 00:37:11.429 us or mastery of a perfect plan, we simply need 00:37:11.710 --> 00:37:15.429 the next right step to take and the ability to 00:37:15.429 --> 00:37:19.750 take it. We are action oriented. We are decisive. 00:37:20.389 --> 00:37:23.809 We are the people on the team that are incredibly 00:37:23.809 --> 00:37:29.250 competitive. And competitiveness is the third 00:37:29.250 --> 00:37:33.909 profit driver in all organizations. And it's 00:37:33.909 --> 00:37:39.769 robust. It is a high energy behavior and set 00:37:39.769 --> 00:37:45.780 of priorities that When we're looking at the 00:37:45.780 --> 00:37:49.900 way that the energy of our firm or our family 00:37:49.900 --> 00:37:53.900 moves forward, this is the forge of that. This 00:37:53.900 --> 00:37:57.500 is the engine that keeps things relentlessly 00:37:57.500 --> 00:38:00.699 moving forward. So there's a drive and a hustle 00:38:00.699 --> 00:38:04.920 and a passion here that has to do with winning. 00:38:06.860 --> 00:38:10.880 So decisive action and competitiveness are the 00:38:10.880 --> 00:38:16.719 big profit drivers here. Oftentimes, this class 00:38:16.719 --> 00:38:20.739 of people, we have a very strong belief around 00:38:20.739 --> 00:38:26.139 right and wrong. It's clear. We have a little 00:38:26.139 --> 00:38:30.460 bit

of judgment about the way things should be. 00:38:31.820 --> 00:38:34.760 And if you fall into this category with your 00:38:34.760 --> 00:38:38.519 assessment and you reflect back onto group projects 00:38:38.519 --> 00:38:42.260 in school, You may have been the person who said 00:38:42.260 --> 00:38:45.880 to your team, you all do your part and then hand 00:38:45.880 --> 00:38:48.320 it in to me and I will hand it in the way that 00:38:48.320 --> 00:38:52.119 it's supposed to be. So there is a little bit 00:38:52.119 --> 00:38:57.500 of judgment involved in this behavior. Oftentimes, 00:38:58.300 --> 00:39:01.920 we can be the enforcer, the regulator, the one 00:39:01.920 --> 00:39:04.460 to have the hard conversations or give critical 00:39:04.460 --> 00:39:07.420 feedback to people because we can engage with 00:39:07.420 --> 00:39:12.469 conflict. So all of that is powerful and positive. 00:39:13.489 --> 00:39:17.949 The Achilles heel that we have is that oftentimes 00:39:17.949 --> 00:39:23.429 that sense of judgment can come off as abrasive, 00:39:23.829 --> 00:39:28.789 brusque, impatient. And how that degrades our 00:39:28.789 --> 00:39:33.250 team and ultimately undermines ourselves is that 00:39:33.250 --> 00:39:37.869 we lead from the front. and it is the exact correct 00:39:37.869 --> 00:39:42.010 leadership style when you're going to war. All 00:39:42.010 --> 00:39:45.909 other times, and there are recovery times, there's 00:39:45.909 --> 00:39:48.230 visioning times, there are many different phases 00:39:48.230 --> 00:39:55.070 of organizations. Sometimes that one is not successful, 00:39:55.070 --> 00:39:58.710 and we have to realize that three -quarters of 00:39:58.710 --> 00:40:03.369 the world is not capable or willing to operate 00:40:03.369 --> 00:40:07.449 the way that we do. And those people will disengage 00:40:07.449 --> 00:40:12.170 from us when we become impatient and judgmental. 00:40:12.210 --> 00:40:15.670 And we can end up lone wolfing ourselves, which 00:40:15.670 --> 00:40:18.469 means we've just lost the scope and scale and 00:40:18.469 --> 00:40:22.030 capacity to hunt the big game. At some point, 00:40:22.030 --> 00:40:25.289 it's going to have to do with how well can we 00:40:25.289 --> 00:40:28.170 work with other people because we cannot pull 00:40:28.170 --> 00:40:33.409 down an elk as a lone wolf. So the challenges 00:40:33.409 --> 00:40:38.500 of engagement and retention with other people 00:40:38.500 --> 00:40:42.119 is one of the things that we need other people 00:40:42.119 --> 00:40:46.219 to help us with. And so this is that second diagonal. 00:40:47.260 --> 00:40:51.500 OK, so that second diagonal is our upper right 00:40:51.500 --> 00:40:58.539 people. So upper right lover or the healer in 00:40:58.539 --> 00:41:02.320 mythology is also known as a supportive or the 00:41:02.320 --> 00:41:06.920 amiable. And the primary focus of this group 00:41:06.920 --> 00:41:12.639 of people is the pursuit of belonging. We are 00:41:12.639 --> 00:41:16.980 focused on the wellbeing, the connection, the 00:41:16.980 --> 00:41:21.500 service of other people. Relationships are primary 00:41:21.500 --> 00:41:31.139 for us. And this speaks into a vast aspect of 00:41:31.150 --> 00:41:34.789 humanity that our current society is struggling 00:41:34.789 --> 00:41:38.269 with right now. This may be a big tie in for 00:41:38.269 --> 00:41:43.449 us as it relates to the wellness topic. The rates 00:41:43.449 --> 00:41:48.369 of clinical anxiety, depression, addiction are 00:41:48.369 --> 00:41:52.250 all stemming from a lack of belonging with other 00:41:52.250 --> 00:41:55.989 people. So this particular quadrant of people 00:41:55.989 --> 00:41:59.750 that I have seen in high -speed organizations, 00:41:59.949 --> 00:42:03.989 it's somewhat marginalized, meaning it's not 00:42:03.989 --> 00:42:10.650 competitive and it's too soft. I want to reframe 00:42:10.650 --> 00:42:13.550 that story for those of you who are in this quadrant. 00:42:14.409 --> 00:42:17.590 What you bring to the table is engagement with 00:42:17.590 --> 00:42:22.510 your people. That's number one. Currently, full 00:42:22.510 --> 00:42:26.849 engagement is under 17 percent in America. It's 00:42:26.849 --> 00:42:30.969 lower than that in the law industry. And if you're 00:42:30.969 --> 00:42:35.429 running below 17 % full engagement, you are hemorrhaging 00:42:35.429 --> 00:42:41.530 resources, passion, investment, energy, all the 00:42:41.530 --> 00:42:45.210 things that make us great. So engagement is one 00:42:45.210 --> 00:42:47.690 of the big profit drivers that comes from this 00:42:47.690 --> 00:42:54.230 archetype house. Retention. Retention is a primary 00:42:54.230 --> 00:42:57.789 profit driver. What it costs for you to find 00:42:57.789 --> 00:43:01.349 and onboard a new person because you have lost 00:43:01.349 --> 00:43:05.630 them based on a cultural issue is significant. 00:43:06.269 --> 00:43:08.530 And most of you have heard the term, people don't 00:43:08.530 --> 00:43:12.949 leave bad jobs, they leave bad bosses, they leave 00:43:12.949 --> 00:43:16.170 bad cultures, which means it doesn't feel good. 00:43:16.650 --> 00:43:20.409 So that engagement and retention conversation 00:43:20.409 --> 00:43:23.849 is sourced from this particular psychology, this 00:43:23.849 --> 00:43:27.679 specialist. And then lastly, we have resiliency. 00:43:28.820 --> 00:43:32.159 Resiliency is the ability to persevere through 00:43:32.159 --> 00:43:36.360 adversity, and it is a function of belonging. 00:43:37.159 --> 00:43:41.179 When we are together, when we are aligned, then 00:43:41.179 --> 00:43:45.739 we have the ability to be almost endlessly resilient. 00:43:46.320 --> 00:43:49.340 And all of that good stuff comes from this quadrant. 00:43:50.639 --> 00:43:54.190 Now, there's a cost from this quadrant. And that 00:43:54.190 --> 00:44:03.469 is oftentimes we will have a tendency to not

00:44:03.469 --> 00:44:08.889 engage with conflict. We will avoid it. Avoiding 00:44:08.889 --> 00:44:14.809 conflict is a focus on belonging and conflict 00:44:14.809 --> 00:44:18.769 seems to threaten belonging. So oftentimes those 00:44:18.769 --> 00:44:22.300 of us who live in this behavior set at this time 00:44:22.300 --> 00:44:27.340 in our life, we will avoid conflict, which means 00:44:27.340 --> 00:44:33.639 other people will load us with projects and drama 00:44:33.639 --> 00:44:42.139 and trauma that they're delegating to us, particularly 00:44:42.139 --> 00:44:46.360 us warrior people who are always on a mission 00:44:46.360 --> 00:44:50.119 or a war path or pushing a project. And we will 00:44:50.119 --> 00:44:53.219 tend to go, hey, I need you to carry this rock 00:44:53.219 --> 00:44:58.280 for me because I'm on a I'm on a war path. And 00:44:58.280 --> 00:45:04.059 oftentimes us lover healer supportive types will 00:45:04.059 --> 00:45:09.760 not say no, we will just accept that burden of 00:45:09.760 --> 00:45:13.190 personal or professional load. And if we take 00:45:13.190 --> 00:45:16.630 on too much, then we have a tendency to break. 00:45:17.449 --> 00:45:22.309 And if those lover, amiable people break, then 00:45:22.309 --> 00:45:25.510 we have just lost our engagement, retention, 00:45:25.869 --> 00:45:28.869 and resiliency. And that's a catastrophe for 00:45:28.869 --> 00:45:33.610 an organization. So this upper right quadrant 00:45:33.610 --> 00:45:37.789 needs to be able to make some sacrifices to partner 00:45:37.789 --> 00:45:41.400 with our bottom left quadrant. These people need 00:45:41.400 --> 00:45:43.900 to partner together because they are complementary. 00:45:45.519 --> 00:45:49.280 The sacrifice that that lover archetype needs 00:45:49.280 --> 00:45:53.460 to make is the ability to make and maintain healthy 00:45:53.460 --> 00:45:58.320 boundaries. Sounds easy. And for those of you 00:45:58.320 --> 00:46:00.900 in that quadrant, this is not the first time 00:46:00.900 --> 00:46:05.739 that you've heard, I need to engage with conflict, 00:46:06.000 --> 00:46:10.280 I need to maintain my boundaries. where the rubber 00:46:10.280 --> 00:46:14.219 meets the road on this is that when we do, we 00:46:14.219 --> 00:46:19.760 will potentially not be liked. And that's a very 00:46:19.760 --> 00:46:23.420 uncomfortable feeling for us. And now I'm going 00:46:23.420 --> 00:46:26.699 to speak to my warriors. And if you were in the 00:46:26.699 --> 00:46:30.360 room and I were to ask you the question, how 00:46:30.360 --> 00:46:34.659 do you feel about temporarily not being liked? 00:46:35.079 --> 00:46:37.619 And for most of us warrior class people will 00:46:37.619 --> 00:46:41.780 be like, I'm used to that. That's what competitiveness 00:46:41.780 --> 00:46:45.179 is. That's what winning entails. Sometimes you 00:46:45.179 --> 00:46:49.800 will not be liked. So back to us lover folks, 00:46:51.219 --> 00:46:54.340 that story about not being liked is probably 00:46:54.340 --> 00:46:59.320 our story. That's our old belief system about 00:46:59.320 --> 00:47:03.960 belonging, adequacy, abandonment. So we can afford 00:47:03.960 --> 00:47:07.579 to not be liked short -term because we will gain 00:47:07.579 --> 00:47:11.079 respect long -term. And particularly when you're 00:47:11.079 --> 00:47:14.039 partnering with warrior class people, respect 00:47:14.039 --> 00:47:17.159 is the operating system and the currency of their 00:47:17.159 --> 00:47:21.159 psychology. So we need to be able to say no. 00:47:21.480 --> 00:47:25.179 And when we do that, we will actually have a 00:47:25.179 --> 00:47:28.480 better relationship with that warrior class compliment. 00:47:29.820 --> 00:47:33.829 Speaking now to us warriors, Our sacrifice is 00:47:33.829 --> 00:47:36.530 that we need to be willing to give up our short 00:47:36.530 --> 00:47:40.849 -term results, our short -term wins, for more 00:47:40.849 --> 00:47:44.710 significant long -term impact. We need to be 00:47:44.710 --> 00:47:47.849 willing to lose an argument to resolve a conflict. 00:47:48.289 --> 00:47:51.210 We need to be willing to lose a battle to win 00:47:51.210 --> 00:47:54.949 a war. And it always has to do with other people. 00:47:55.550 --> 00:47:57.590 When the rubber meets the road, we come down 00:47:57.590 --> 00:48:00.849 to how well we can partner with or people on 00:48:00.849 --> 00:48:04.250 our team and our clients. And sometimes we need 00:48:04.250 --> 00:48:10.230 to think strategically long term instead of tactically 00:48:10.230 --> 00:48:14.010 winning all the time. There's an ego story involved 00:48:14.010 --> 00:48:18.050 in that. All right. So kind of lay of the land 00:48:18.050 --> 00:48:24.210 is that these four quadrants are the big drivers 00:48:24.210 --> 00:48:29.539 of overall adaptability and success. And these 00:48:29.539 --> 00:48:32.079 are the specialists that are going to bring the 00:48:32.079 --> 00:48:34.900 best of what they have and their understanding 00:48:34.900 --> 00:48:39.019 and their priorities to every organization. So 00:48:39.019 --> 00:48:41.500 I'd like to just pause right now for the folks 00:48:41.500 --> 00:48:47.699 who are engaged in this. And have you guys dropped 00:48:47.699 --> 00:48:51.219 some things in the Q &A? I'd love to kind of 00:48:51.219 --> 00:48:55.940 get some questions in this before we move on. 00:48:57.559 --> 00:49:04.159 And Dean, are you on? I'm here, Philip. OK, cool. 00:49:05.679 --> 00:49:13.719 Q &A. Oh, we got something in there. OK. We got 00:49:13.719 --> 00:49:18.940 any clarifications and questions? Yes. Stop trying 00:49:18.940 --> 00:49:22.679 to win every argument. That's a good one for 00:49:22.679 --> 00:49:30.940 us lawyers to try. Yes. It can be a challenge. 00:49:31.260 --> 00:49:35.199 I've been working with Philip now for, what, 00:49:35.380 --> 00:49:41.960 June 2020, I think? Yeah. Cohort one. And

it 00:49:41.960 --> 00:49:47.219 is interesting to see how Each of these quadrants 00:49:47.219 --> 00:49:51.920 are part of everyone. That's the concept of K4, 00:49:52.119 --> 00:49:54.400 King of the Four Houses. Those are the four houses, 00:49:55.699 --> 00:49:59.780 the lover, magician, warrior, king. And like 00:49:59.780 --> 00:50:05.659 many lawyers, I tend towards the magician. That's 00:50:05.659 --> 00:50:09.619 our goal, mastery, and we want to be... competent 00:50:09.619 --> 00:50:12.980 in everything and excel in everything and figure 00:50:12.980 --> 00:50:16.159 out the best path forward, whether it's writing 00:50:16.159 --> 00:50:20.000 that brief that's going to convince the judge, 00:50:20.440 --> 00:50:23.500 or it's writing that contract and making that 00:50:23.500 --> 00:50:25.760 argument as part of your negotiation for that 00:50:25.760 --> 00:50:29.300 contract that's going to get you what you need. 00:50:30.440 --> 00:50:34.500 And losing the occasional battle to win the war 00:50:34.500 --> 00:50:40.820 is a really tough concept. and one that I've 00:50:40.820 --> 00:50:45.639 worked with a lot. Let's see if we got some questions 00:50:45.639 --> 00:50:51.340 here. So what's Jay got here? I feel like I changed 00:50:51.340 --> 00:50:54.920 roles to adapt rather than occupy one quadrant. 00:50:55.179 --> 00:50:57.579 Can that help? If not, how should it be addressed? 00:50:58.099 --> 00:51:00.280 I think that's sort of what I was talking about. 00:51:00.860 --> 00:51:07.360 Yeah. The best leaders are adaptable leaders. 00:51:08.440 --> 00:51:12.139 And one of the explanations of this is when we 00:51:12.139 --> 00:51:14.619 look at the golden rule, it means that we're 00:51:14.619 --> 00:51:17.840 treating everybody the same, which means you're 00:51:17.840 --> 00:51:21.980 treating them like a generalist. And if we had 00:51:21.980 --> 00:51:25.579 every viewer here in the room and I were to treat 00:51:25.579 --> 00:51:28.679 everybody with the golden rule, I'm going to 00:51:28.679 --> 00:51:31.320 assume that you are all like me. and want the 00:51:31.320 --> 00:51:34.820 same cadence, the same temperature, the same, 00:51:34.820 --> 00:51:40.179 you know, process. And the reality is three quarters 00:51:40.179 --> 00:51:43.199 of you won't. You want something that's slightly 00:51:43.199 --> 00:51:46.719 different than what I want. So the platinum rule, 00:51:47.139 --> 00:51:49.840 which is the bump up from the golden rule, is 00:51:49.840 --> 00:51:51.840 to treat people the way they need to be treated, 00:51:51.960 --> 00:51:53.860 whether that's your coworkers or your clients, 00:51:54.119 --> 00:51:58.280 and you get more from them. So adaptability is 00:51:58.280 --> 00:52:03.329 the application of this map or framework. It 00:52:03.329 --> 00:52:06.530 allows you to intentionally navigate relationships. 00:52:07.650 --> 00:52:09.630 And the next two things I want to share with 00:52:09.630 --> 00:52:13.429 you are the actionable pieces. But before I get 00:52:13.429 --> 00:52:15.989 to that, I just wanted to see if there was any 00:52:15.989 --> 00:52:19.349 kind of Q &A about childhood stuff or development 00:52:19.349 --> 00:52:21.789 or anything else that people always have questions 00:52:21.789 --> 00:52:25.530 about. We've got something. How can we tell how 00:52:25.530 --> 00:52:28.510 others are driven and where they fit in, especially 00:52:28.510 --> 00:52:30.869 in a road environment? So how do you recognize 00:52:30.869 --> 00:52:34.730 so great what what how someone's in? Great. I 00:52:34.730 --> 00:52:38.150 believe what's being asked there from this is 00:52:38.150 --> 00:52:41.909 a very good one. You don't need to remember the 00:52:41.909 --> 00:52:44.969 my my prompts or the hundred and fifty questions 00:52:44.969 --> 00:52:48.389 of disk or Myers -Briggs to know who people are. 00:52:48.889 --> 00:52:52.469 The moment you. stand next to someone or you 00:52:52.469 --> 00:52:55.869 have a conversation with them, you know two things 00:52:55.869 --> 00:53:00.170 automatically and with a great level of clarity 00:53:00.170 --> 00:53:03.550 about these people. Number one, you know if they're 00:53:03.550 --> 00:53:07.949 ambitious or safe. This is the left and the right 00:53:07.949 --> 00:53:11.829 on your piece of paper. Ambitious people, that's 00:53:11.829 --> 00:53:13.849 going to be either a sovereign or a warrior, 00:53:14.650 --> 00:53:17.989 right? That's a driver or an expressive. Those 00:53:17.989 --> 00:53:21.260 are ambitious people. If you are talking to that 00:53:21.260 --> 00:53:24.719 person and you feel safe, you know that they 00:53:24.719 --> 00:53:28.739 are either that amiable lover supportive or the 00:53:28.739 --> 00:53:31.119 analytical magician. Those are people who are 00:53:31.119 --> 00:53:35.679 safe. So that gives you your first diagnostic. 00:53:36.559 --> 00:53:39.000 The second thing you know about every human that 00:53:39.000 --> 00:53:41.980 you work with, even someone at a bank line or 00:53:41.980 --> 00:53:46.239 in an airport, you know if they're warm or they're 00:53:46.239 --> 00:53:49.840 cool. You know what warm people are. You want 00:53:49.840 --> 00:53:52.760 to share more with them. You want to have a coffee 00:53:52.760 --> 00:53:55.800 with them. You want to prolong the conversation 00:53:55.800 --> 00:53:59.480 a little bit. And then the cool people, you know 00:53:59.480 --> 00:54:02.360 that you can feel competence. You need to be 00:54:02.360 --> 00:54:05.719 a little more professional. And all of you know 00:54:05.719 --> 00:54:09.300 this. You know ambition are safe. You know, cool 00:54:09.300 --> 00:54:13.980 and warm. You have done a very good psychometric. 00:54:14.139 --> 00:54:18.730 If you simply look at those two truths that you 00:54:18.730 --> 00:54:22.670 can feel intuitively, instinctively from people. 00:54:23.170 --> 00:54:25.789 You understand

what their quadrants are. At that 00:54:25.789 --> 00:54:30.789 point, once you have an idea about what role 00:54:30.789 --> 00:54:34.250 or identity or psychology they have, now, if 00:54:34.250 --> 00:54:36.070 you're a quarterback, you can open your playbook 00:54:36.070 --> 00:54:39.190 and go, this is how I'm going to get the best 00:54:39.190 --> 00:54:43.469 experience from this relationship. And so here's 00:54:43.469 --> 00:54:45.329 the unpacking of this. And we got five minutes 00:54:45.329 --> 00:54:49.440 left. And this is a deep dive into a lot of things, 00:54:49.460 --> 00:54:53.000 but I wanna give you two important ones. Giving 00:54:53.000 --> 00:54:56.440 and receiving critical feedback. This has to 00:54:56.440 --> 00:55:00.300 do with your coworkers and your clients and everybody 00:55:00.300 --> 00:55:03.659 in your family. The ability to give them critical 00:55:03.659 --> 00:55:06.820 feedback is adaptability. This is how we grow 00:55:06.820 --> 00:55:09.559 and we develop and move. And each one of these 00:55:09.559 --> 00:55:12.760 four roles has a different requirement that needs 00:55:12.760 --> 00:55:15.539 to be in place. for them to hear that feedback 00:55:15.539 --> 00:55:19.400 so that it's not interpreted as shame or an attack. 00:55:19.699 --> 00:55:23.079 It's interpreted as accountability and an investment 00:55:23.079 --> 00:55:27.699 in them. So. Let's start with let's go backwards 00:55:27.699 --> 00:55:33.039 for the supportive, amiable lover class. You 00:55:33.039 --> 00:55:37.559 need to lead with relationships. And that doesn't 00:55:37.559 --> 00:55:40.820 mean you need to give a cheesy praise sandwich, 00:55:41.219 --> 00:55:44.510 but you do have to go in with some appreciation, 00:55:45.269 --> 00:55:48.250 be mindful of tone, a little bit of compassion, 00:55:48.250 --> 00:55:51.309 and then you can give them that critical feedback. 00:55:51.570 --> 00:55:57.909 And if you follow up with a reiteration of the 00:55:57.909 --> 00:56:01.469 relationship, then they can hear it and they 00:56:01.469 --> 00:56:05.170 can digest it and integrate that. Very different 00:56:05.170 --> 00:56:08.150 than working with that driver warrior class and 00:56:08.150 --> 00:56:11.329 giving them critical feedback. If you lead with 00:56:11.329 --> 00:56:14.639 relationships and praise, before you give that 00:56:14.639 --> 00:56:17.019 what you want to tell them, you have just lost 00:56:17.019 --> 00:56:20.760 respect because you didn't have the ability to 00:56:20.760 --> 00:56:23.739 give it to them straight and honest and direct. 00:56:24.219 --> 00:56:27.000 So when we're looking at people who are ambitious 00:56:27.000 --> 00:56:30.800 and cool, you want to give them give them the 00:56:30.800 --> 00:56:35.199 information clean and straight. And it's based 00:56:35.199 --> 00:56:37.880 on their results. They're going to be more powerful 00:56:37.880 --> 00:56:41.599 if they hear it. They don't need to hear

it later. 00:56:41.849 --> 00:56:43.969 When things are comfortable and it's the right 00:56:43.969 --> 00:56:47.130 time, they need to hear it now. So in terms of 00:56:47.130 --> 00:56:50.210 the delivery vehicle and the cadence, we give 00:56:50.210 --> 00:56:53.829 our warriors clear direct feedback immediately. 00:56:54.550 --> 00:56:58.690 With the lovers, we want to be mindful of the 00:56:58.690 --> 00:57:01.610 environment, the tone we're delivering, and the 00:57:01.610 --> 00:57:04.949 relationships. Now going the opposite direction, 00:57:05.590 --> 00:57:08.869 when you're giving magicians critical feedback, 00:57:10.639 --> 00:57:14.300 Don't come light. There should be some examples 00:57:14.300 --> 00:57:17.460 of behavior. There should be some historical 00:57:17.460 --> 00:57:21.719 precedent. There should be some information involved 00:57:21.719 --> 00:57:26.260 and a potential plan that is given that that 00:57:26.260 --> 00:57:29.019 person has the ability to digest at their own 00:57:29.019 --> 00:57:32.739 time. And then they can hear it. Does that make 00:57:32.739 --> 00:57:39.300 sense, Dean? Yes. OK, exactly. And then back 00:57:39.300 --> 00:57:42.239 up to our sovereign or the expressive quadrant, 00:57:43.000 --> 00:57:47.119 these visionary outward facing people are there 00:57:47.119 --> 00:57:50.579 to change the world. And because of that, there 00:57:50.579 --> 00:57:53.239 are some egos involved with us. We have some 00:57:53.239 --> 00:57:57.460 big egos. And if that critical feedback is directed 00:57:57.460 --> 00:58:01.039 at your ego, you're going to receive a counterattack. 00:58:01.619 --> 00:58:04.860 So you want to bypass the ego and talk right 00:58:04.860 --> 00:58:09.719 to the visionary end game ability to make a dent 00:58:09.719 --> 00:58:14.480 in the universe, and we can hear that. So giving 00:58:14.480 --> 00:58:17.719 critical feedback to your people successfully 00:58:17.719 --> 00:58:22.360 is an application of this map or this framework. 00:58:26.639 --> 00:58:29.300 Selling. This is the last one I want to wrap 00:58:29.300 --> 00:58:33.960 up with. And yes, this is business, but we're 00:58:33.960 --> 00:58:38.159 always selling to each other. we're selling ideas, 00:58:39.260 --> 00:58:44.619 a proposed route forward, whatever it is, we're 00:58:44.619 --> 00:58:46.719 constantly selling to each other. That's the 00:58:46.719 --> 00:58:50.780 marketplace of the world. And so the way that 00:58:50.780 --> 00:58:55.320 you pitch an idea to a person is very dependent 00:58:55.320 --> 00:58:58.719 upon this map. It's a great utilization of that. 00:58:59.380 --> 00:59:04.139 So if you know that Somebody is ambitious and 00:59:04.139 --> 00:59:07.260 warm, and they're that visionary, outward -facing, 00:59:07.420 --> 00:59:14.480 innovative person. Testimonials. Who's cool that's 00:59:14.480 --> 00:59:19.960 doing it? And it should be exciting, high -paced, 00:59:20.780 --> 00:59:26.280 and big energy, and visionary. It inspires us, 00:59:26.280 --> 00:59:29.309 and it's aspirational. That's the way you sell 00:59:29.309 --> 00:59:33.489 an idea to a sovereign people. Very different 00:59:33.489 --> 00:59:36.489 than when you're selling to a magician analytic 00:59:36.489 --> 00:59:40.670 is that, again, historical precedent, metrics 00:59:40.670 --> 00:59:46.130 have information that absolutely makes it grounded 00:59:46.130 --> 00:59:50.550 into the right thing to do. When you're selling 00:59:50.550 --> 00:59:53.309 a concept, an idea, an engagement to warrior 00:59:53.309 --> 00:59:55.849 class people, it's going to be about results. 00:59:56.409 --> 00:59:59.829 And it's going to be short -term and as immediate 00:59:59.829 --> 01:00:02.809 as possible. And again, when you're selling a 01:00:02.809 --> 01:00:07.630 concept to a supportive, amiable person, this 01:00:07.630 --> 01:00:12.030 is that lead with relationships first, ask personal 01:00:12.030 --> 01:00:16.110 questions, build rapport, know, like, and trust. 01:00:17.269 --> 01:00:20.010 They're going to partner with people that they 01:00:20.010 --> 01:00:23.340 have a relationship with. It's a very different 01:00:23.340 --> 01:00:26.360 strategy that gets you better results as you're 01:00:26.360 --> 01:00:29.699 working with these different specialists in your 01:00:29.699 --> 01:00:35.000 family and your firm. Pop on the Q &A to see 01:00:35.000 --> 01:00:40.960 if there's anything that. I'm not sure what Pamela 01:00:40.960 --> 01:00:45.539 is asking. I've been consistently just in the 01:00:45.539 --> 01:00:48.659 middle of thinking, feeling. Slight perf for 01:00:48.659 --> 01:00:50.980 F. Don't know exactly what that means. And judging 01:00:50.980 --> 01:00:55.940 perceptive slight. Oh, I see. Feeling judgmental. 01:00:55.940 --> 01:00:58.539 You're doing Myers -Briggs. Yeah. Yeah, yeah, 01:00:58.539 --> 01:01:03.079 yeah. She's going she's going disc. You got a 01:01:03.079 --> 01:01:07.400 magician there. Oh, OK. It's a great, great topic. 01:01:07.619 --> 01:01:12.559 Pamela, thank you. We all have all four of these 01:01:12.559 --> 01:01:15.539 identities in us, and maybe I probably should 01:01:15.539 --> 01:01:19.340 have led to that. So. If anybody studied psychology 01:01:19.340 --> 01:01:26.820 or Jungian parts work, we look at our psychology 01:01:26.820 --> 01:01:31.440 as a collection of identities within us. And 01:01:31.440 --> 01:01:35.599 everybody wants to change the world and has vision 01:01:35.599 --> 01:01:39.139 for the future. That's universal. We all want 01:01:39.139 --> 01:01:43.699 belonging and relationships and intimacy and 01:01:43.699 --> 01:01:47.170 community. We all want to be right and understand 01:01:47.170 --> 01:01:50.530 and have mastery and we all want to win and be 01:01:50.530 --> 01:01:54.269 competitive and successful. So we have all of 01:01:54.269 --> 01:01:58.170 these within us, but our personal history

and 01:01:58.170 --> 01:02:02.550 oftentimes our nature is that there's one of 01:02:02.550 --> 01:02:04.929 those identities that is louder than the others 01:02:04.929 --> 01:02:08.530 and it gets more resources. And that becomes 01:02:08.530 --> 01:02:11.710 our identity in the world. And it does change 01:02:11.710 --> 01:02:17.340 over time. When I'm utilizing this, I like the 01:02:17.340 --> 01:02:20.739 nuance of everybody has a primary thing that 01:02:20.739 --> 01:02:23.940 they are, and everybody has a very strong secondary. 01:02:24.880 --> 01:02:29.880 So that's the cusp. And when you look at the 01:02:29.880 --> 01:02:33.000 hybrid of those two things, you can see examples 01:02:33.000 --> 01:02:38.500 of that hybrid all the time. When you look at 01:02:38.500 --> 01:02:43.210 somebody who is a warrior, but is also very compassionate 01:02:43.210 --> 01:02:47.130 and focused on the service of people. Well, that 01:02:47.130 --> 01:02:49.809 character has existed in mythology. That's the 01:02:49.809 --> 01:02:55.170 Paladin. That's that virtuous warrior who's wanting 01:02:55.170 --> 01:02:59.389 to protect people. In many ways, you can almost 01:02:59.389 --> 01:03:04.349 look at that King Arthur story of that warrior, 01:03:04.969 --> 01:03:10.170 sorry, the magician king. You know, we're all 01:03:10.170 --> 01:03:11.610 hybrids, and I think that's what you're referring 01:03:11.610 --> 01:03:16.570 to with the cusp. Okay, so, open that account, 01:03:16.730 --> 01:03:18.690 unpack a little bit of that. One of the things 01:03:18.690 --> 01:03:26.909 that people do is set goals. And one of the traits 01:03:26.909 --> 01:03:30.449 that Philip instilled in me from working with 01:03:30.449 --> 01:03:33.469 him in K4 was setting a goal in each of these 01:03:33.469 --> 01:03:40.679 archetypes quarterly. the way that I interpret 01:03:40.679 --> 01:03:44.260 what that goal means for each archetype from 01:03:44.260 --> 01:03:47.619 quarter to quarter shifts. And I think that shifts 01:03:47.619 --> 01:03:52.239 by my interpretation of which one is my primary 01:03:52.239 --> 01:03:55.880 at that point in time. So a lot of people look 01:03:55.880 --> 01:03:59.039 at the warrior goal as I'm going to set a goal 01:03:59.039 --> 01:04:02.940 for physical. like weight loss, exercise, things 01:04:02.940 --> 01:04:05.000 like that. But at the end of the day, it's about 01:04:05.000 --> 01:04:08.559 decisive. So one quarter of my warrior goal was 01:04:08.559 --> 01:04:15.019 to say no. Because it takes decisive action to 01:04:15.019 --> 01:04:19.300 say no. And that's something I lack often. So 01:04:19.300 --> 01:04:24.159 it is a great opportunity to look at these, decide 01:04:24.159 --> 01:04:29.849 which one is your primary, but then also to look 01:04:29.849 --> 01:04:33.329 for the diagonal, and then look for ways that 01:04:33.329 --> 01:04:37.690 you can enhance your expression in the other 01:04:37.690 --> 01:04:41.690 houses,

the other archetypes, so that you can, 01:04:43.150 --> 01:04:47.690 as many of you might notice, Philip said I and 01:04:47.690 --> 01:04:52.050 we every time he talked about each archetype, 01:04:52.090 --> 01:04:58.099 acknowledging the fact that we are all for, and 01:04:58.099 --> 01:05:01.840 it's our opportunity to express which one is 01:05:01.840 --> 01:05:06.340 dominant at the moment, and our ability to recognize 01:05:06.340 --> 01:05:09.500 which one is dominant in someone else at the 01:05:09.500 --> 01:05:14.380 moment that is going to lead to the ability to 01:05:14.380 --> 01:05:19.139 succeed and to rally your team, because that's 01:05:19.139 --> 01:05:22.559 what we're here talking about is, how do you, 01:05:22.559 --> 01:05:26.489 it's not, being a generalist, it's recognizing 01:05:26.489 --> 01:05:30.050 what specialty is important. I don't know if 01:05:30.050 --> 01:05:32.090 I'm putting words in your mouth, Philip. But 01:05:32.090 --> 01:05:34.989 for me, that's the way I've interpreted it. That's 01:05:34.989 --> 01:05:39.530 why I look to Philip for guidance so often, is 01:05:39.530 --> 01:05:43.829 that this is a great refresher for me. And I 01:05:43.829 --> 01:05:48.230 encourage you all to go and look at the materials, 01:05:48.769 --> 01:05:52.969 read through them. Seek out Philips. Hold up 01:05:52.969 --> 01:05:55.070 your book again. I know we're not pitching, but 01:05:55.070 --> 01:05:57.909 you know, this is a great book because what it 01:05:57.909 --> 01:06:03.030 really does aside from the exercise that's in 01:06:03.030 --> 01:06:08.500 there for each week. It gives a refresher or 01:06:08.500 --> 01:06:11.380 a tutorial, if you've not seen it before, on 01:06:11.380 --> 01:06:14.559 all of these concepts and how to apply them to 01:06:14.559 --> 01:06:18.059 building that team and to succeeding for yourself 01:06:18.059 --> 01:06:20.219 within that team and your team succeeding as 01:06:20.219 --> 01:06:24.460 a whole. And with that, I'm going to thank - 01:06:24.460 --> 01:06:28.480 One last quoting piece on this, because this 01:06:28.480 --> 01:06:32.340 falls under the wellness piece, right? A holistic 01:06:32.340 --> 01:06:36.929 wellness of your life. is all four of these houses. 01:06:39.210 --> 01:06:46.309 Future, fitness, finances, family. We develop 01:06:46.309 --> 01:06:48.650 gratitude, because there's something to be grateful 01:06:48.650 --> 01:06:53.010 about, and we can also develop each one of those 01:06:53.010 --> 01:06:56.070 four things. Those are the four houses. Sovereign 01:06:56.070 --> 01:06:59.829 is future, warrior's fitness, magician is finances, 01:07:00.329 --> 01:07:03.920 or maybe faith. And then lover is family. That 01:07:03.920 --> 01:07:08.099 is the holistic and sustainable and adaptable 01:07:08.099 --> 01:07:13.739 full spectrum life. So, Dean, I love you, man. 01:07:14.280 --> 01:07:17.360 And everybody else out there, thank you for your 01:07:17.360 --> 01:07:22.480 time. And may this transform your family and 01:07:22.480 --> 01:07:25.900 your firm. Brilliant. Thank you so much, Philip. 01:07:26.280 --> 01:07:30.110 With that. We've got a few thank yous in the 01:07:30.110 --> 01:07:34.329 Q &A. I hope everyone has a fantastic day. Again, 01:07:34.570 --> 01:07:37.489 this program will pop up within about 24 hours 01:07:37.489 --> 01:07:41.130 in the BHB On Demand. Go back, re -watch it. 01:07:41.650 --> 01:07:45.570 Send your friends and family and coworkers. And 01:07:45.570 --> 01:07:48.909 good luck, everybody. Yeah, dog speed.