I guess it's

my first go to see me which is
about me just about his real

life really.

So it's you know one can get him to

like you like you are just more say hello
guys I'm not going to do about you know

the law but I HAVE TO YOU GOT TO BE OUR

any of you have ever had a professional
like their head in the faces.

I mean she is great.

Very good really really here for you guys
really hears about you and I know that.

So I don't know but
she really busy writing email or

just Joe said Tell me about
class a little bit and

I asked who this guy or who's the boss

just as dumb as they are think
if you just dismissed me back

and they left with a lot
of stuff about something so

wrapped up it least acknowledge
that where Squire Claire Claire.

OK I was supposed to take you bought her
music with the press sorry about it.

Probably looked like she really
are to be honest she said she's

just like gorgeous and she says here
precious precious chlorophyll siloed our

own little doggie parting
the drain you have short brother.

Orders pressures are homeless.

You're calling it she says it will bother

getting back after that and
we get we got carried.

Here we're here.

Here you know here.

He you know if you know
Kara all he's black.

But I was forced to meet her.

After all because it was like
trying trying something for trying.

And I think what he's got to be why we
drank a lot of beers a lot of lower right.

But but but also may come running and

she can see if I got back where I do you

owe your boyfriend love or we are but

he's not here with me but

anyway she gave me all the best and

I have to just bring up one by their
mail because you know what your view.

Jordan very different part but
they're just met but but

anybody you know that

that made up about Brandon Brandon so
that ring a bell.

He's there for you and
he's really great a big strong

strong guy well here's what
she writes about you read

you know backward and forward back.

I don't think precious up yet
precious is networks.

So you may say that to them a feeling for
a fight complete you want to let it

a member of it I interact with for
you guys that are I did call and

ask you know if he was precious and
that I write but

as of this past week I think he's a pretty
good guy but what were they said.

This quest for the very interact and
this is something a little different and

it can be boring if you don't protest
by this this kind of subject is for

interrupting talk a little bit but
a microphone cover something that a lot

of you may not have ever heard about and
then you guys are going to hold us

into do shoot to do some of this
material for a little help you like and

that publicly just you've heard I'm
sure you've heard about our lives but

in public just doing it is just

only insured by somebody like
me on par with us in life.

Probably that I need
somebody to help me and

I will maybe bring that Scrushy later
after he's actually helped me and

it's been really bad and
somebody that I learned later in my

career of much help I did the out
how poor he was by the US.

He'll speak to that and and

I really want you guys just you
know one of the big differences and

I'm not saying this is just
politically it proper to say but

when we go to university you or your our
operating and I should really smart rather

than people think you fall
asleep when you discussed brain.

Maybe our age group.

I don't mean every one of the forty myself
but we were in the graduate school.

So our.
That's our look in the reasoning here

something that they're yours talk
to you about gauge and one of

the planes when I went to day one of the
dumber students ever ever to go through.

I asked me if it would have
been elected position I

may have been impeached on that matter.

But one of the things I did or.

Well that's true.
They don't want to go into this education

you feel confident but

the other is a world
where he's a network to

be engaged and it starts here and

you know if you take just one nugget
of information out here and it.

No you are involved in something

even if you think it's
a dumb question off subject.

This is your question.

And you get out of it what you put into it
and then then later on they all hold up

you know one two three graduate make a lot
of money you don't finish this education.

Why do you ever without
really want to like a good.

Or maybe when you're so good.

Some people really want to use your
skills to you know they'll be fine.

Whichever the best hospital
I mean that's fine but

that's what you do to take care to
meet you half and you get out of it.

Plus you know anything
in life which put it so

with that I try to show
everyone thank you Jerry.

You know whether we're at university.

George or
classes at nine o'clock in the morning.

So you know that's really not fair.

I mean I have three kids in
college seven altogether and

I can assure you that none of them would
have gotten out of bed or sense a father.

At nine o'clock in the morning.

You know that such fine
institutions as up mess.

You know you know zero Mr that
they're famous for not a lot maybe Let

me I'll be in an Oxford up to my daughter
has a chair that they say are you ready.

Hot damn sis bam you know I
mean that's that's pretty

much what she got out of
the on the cell phone.

My other daughter is at University
of Colorado in Boulder Colorado

now becomes a mine in Boulder Colorado for

just a pot that not bet your right
I want to for our tree hugging.

AM Pop Patri hiking.

They also do play football and
that's why we go there but

you want to know something.

It's read according my daughter
used to be you know I was a kid but

now it's it's really Dad Now he
says I go why would you know but

you know how much I'm impaired or
I don't but it's what we do.

I'm like really what we did right
now it's not what they do I said I

was I was hopeful but you said that
you know in my book my other son is

he say sophomore in the midst of
that task at the universe Alabama.

So you can imagine being at Georgia no bet
I want to hear about Universe Alabama.

But we had a good time.

Now the other thing about
the great University of Georgia

which you know like Jerry says we're not
here to throw disparaging comments but

there is a little bit of
a difference like we're in Iraq.

Sure how one hundred fifty kids.

It's the first place I've ever seen
a lecture hall where everybody was in

a lazy boy you know and
the minute you start talking about

feet goes back eyeballs quotes and
you go wow this is really engaging.

And it said Right you know Jerry
spent through the same thing.

It was engaging and
I said you know Debbie uses engaging and

you know different words have
different terms like in my company.

You know I tell her but at one point and
Jerry says that he's going to engage our

friend to do something we sent him
over an engagement letter girl popped

a chair up and she said Yes yes.

Jessica was so excited to get a question.

She goes.

Now you know I'd be really disappointed if
must be a better friend sent me over to

gage what Rather I take the ring but I
don't want a letter from I'm not psychotic

that's not I think that's what we're
talking about you know you know different

things and
different people in different places.

So I think we started out with saying
you know that that is you know who I

understand that the topic is is
transferable skills Deb Debbie said

to me you know we're in a very
bright group of kids and

what I want you to do
is talk about transfer.

School so she gave me my outline and

I want to kind of throw it out as a town
hall meeting kind of like that you see

with what's going on and she says we'll
talk about some of these things so

she says to me red red is
really skills are important.

Other than technical skills but

really you think it would be the first
thing that you think's important.

Other than a technical skill
anybody that social That's good.

And somebody used the first word I was
going to communication say communication.

Yes that's what I thought it would
There was one things I thought

either than technical What other things
would you think that are important.

How about problem solving
about you know a can do

attitude about you know I thought it
you know if it's not just a question of

being able to communicate because if I'm
able to communicate my ideas I'm going to

be able to get people on the same
page as I am writing for that term.

And then as a result of getting them
on the same page from Scott and

from caught with a problem.

I'm going to help solve that problem.

You know there's also another term that
comes up if in problem solving as part.

There's a current term that
I've used a bad time and

I use it at my house I also and I don't
know if I told this in the with my kids.

I also coach the middle
school football team.

So you know we got a lot going on and

I when I tell my wife my kids my players
are if you're not part of the solution.

What are you part of the problem.

So you know that is you know something
that you have to learn early enough

because as you go through life.

You're going to find that there's
people that are winners and post and

there's people that address problems and
answer them and then there's people that

run away from them which I think the other
skill that I think is important.

It's another skill that
you think's important.

Gerri an idea how about initiative and.

But how about the fact that you know
it from you know it as you see here

you know couple of people blurt out an
answer and you're like cat Yeah because I

said that I knew also that the that
was my answer or it's not your answer.

Somebody else says it and how many
times have you been in a circumstance.

Whether it's at your fraternity or
it's out in your family or

at a party where someone throws
out something you know I see this

all the time and you really want to do it
but you don't want to be the first one to

do it because gosh was everybody
going to think if I'm the first one.

And then you find out that that
is the there may only be one.

All right.

Then you've got to hope and this is
a horrible thing to think that you got to

hope that person falls on its head so
that you can be the next one.

But if they don't then you've missed
the boat and an opportunity so

you know I think that other than technical
I think that there's communication is very

very important because again no matter how
smart you are sitting here in this room.

None of us know what.

None of us were ever feel your brilliance.

Unless you're able to tell it exchange
that idea with us or our change

my idea through your communication
skills to get me on the same page.

If you're We talked about the problem
solving aspect of it you know if you're

stood on the at the outside
of a conversation and

two people are talking at each other there

see that they're usually you know it's
like a guy and a girl girlfriend or

husband or wife or my kids do it all
the time that they're actually agreeing.

I what they're only going about.

But there's so
intent on getting their point

out that they can't really realize
they're going down the same path.

You know it's like when we
were late to go to the field.

You know it's all we got to get there
because you know Coach is going

to was going to be upset he doesn't
like anybody not to be on time and

my wife will go you know you got to.

It's rather good to feel because
gosh knows you know there's all this

stuff going back back and forth we're
all saying the same thing we got

to get to the field to get there on time
but we're so intent on telling each other.

Ron I we need to get there.

Nobody could be in the car so that we can
get ourselves to the field on time so

you know those and put those
are things that come up with time.

If you know in my world.

Where there are things that
the Debbie asked me to touch

on less rise communication and team
building essential in today's workplace

communication and team building
essential in today's workplace

where we talked about a little bit of it
was was one of the things we just talked

about problem solving getting
people on the same page.

More importantly right.

Because if you're in the if
you're in the workplace and

you're giving and get given a task.

All right and you're the person
who can raise their hand and

say hey I'm going up front and I'm going
to do this now your boss has given you

the task of whatever it is you know
bring our sales figures up higher

get the lawn cleared bring
the presentation group together for

the convention but you now here in
charge of a whole bunch of people

who have a riotous skills you've got
your lighting person you got your

your advertising person you've got the guy
who's going to be the moderator and

it's your job to get all these people who
have really not a lot in common other

than the task on the same page and
bring them down the road together.

So you know in office.

Some people have variety of methods to
do that you know you've seen the guy who

yells and screams get over here.

You know you've seen those guys
you're going to do it my way.

Well you might do it his way but
are you really going to be happy about it.

I mean think about it had how many people
have been told to do something and

did it were.

The smile when they've been told
to do it if you guys anybody.

It's no fun isn't.

But if you were the team leader.

And you were to say look
let's all talk about

how we're going to get this play launched.

OK And
here's what we it's got its next Thursday.

So what's the best way to go about it.

You know everybody starts
out with a room like this.

Nobody wants to really venture an idea.

Well we have to get something we have to
get one thing started then all the sudden

as the team leader you start
to see what people's talents

are you know one person's an artistic
guy one guy's a practical guy one

guy's a money guy one gals a a leader and
she can get the costuming done.

You know those things
come out just by letting

people talk about how they're
going to solve the problem.

And as the team leader is now
you've identified the task masters

in those areas and you didn't tell
them what to do you just ask them for

their input and now all of a sudden
everybody is rowing in the same direction.

Hey we got to get this thing done and more
importantly they're doing something that

they want to do as opposed to
something that you've made them do or

browbeat them into
the ensuite having to do.

The other thing is what we
talked about you know it is goal

if you're if you're the team leader you
want to establish what that goal is.

Hey this goal.

We have to get this production
on by next Thursday.

OK so how do we do that
brought you the next thing

after you identify the people that
are in your team and their talents.

You have to prioritize
their goals don't see and

talk about the scheduling
aspects of moving forward.

Do you have a company called up
Procter and Gamble Procter and Gamble.

Then what it would do
you think they make the.

Everything the community sample what
they make just what they had peace.

You know it was a few of those guys
you know they make it out today make

up they do pardon.

Yeah huge paper but like Brownie and
all those kind of that's what they make.

Well yeah.

They also had restaurant division.

You know the same company makes things
that you know fry mac Sterling oil and

that kind of stuff that's if you want
to McDonald's the stuff that they drop

the oil that they make
the french fries out of it that.

Yeah they make.

I mean that's that they make those kind of
things were you know the secret of Procter

and Gamble's success in
training their people

they have one paramount phrase and
it's a so simple.

You're going to say you
got to be kidding me.

And they've been doing it since
a company started plan your work and

work your plan that simple plan
your work and work your plan.

And you know and some of it when
you when you think about it.

You say My God is that it.

But when you think about it isn't that
really all it is is you just want to make

sure that before you do something you
have thought about all the eventualities.

And how to get your team
to the finish line.

It says my advice

about your expectations just leaving
college into the working world.

How many words grade
levels everybody here.

Junior Senior fourth
year fifth year seniors.

How many of you have jobs right now like
career oriented jobs that just job jobs.

How many have interned in the job
that in the job field that

you're interested in did that
in turn ship make you more.

Convinced that that's where you want to go
or say man I didn't know it was like this

so hard to do something
that was something else but

what do you think what
your experience right.

So that now as a result you changing
your major looking for Jack.

You know God or

is it that you go alone or

yeah yeah yeah yeah

we're good.

All right.
You're here.

You know they

are and you

know we got

here.

What about the expectation of what
your parents expect you to be

versus what you want to be.

I know that I could I get this
place us close up of him place and

when he sent it out to
his folks that you know.

My God Wow.

All right

Josh.

You know what to do what you're

really good and or work with a big
company they had or better yet

and they found out that it was all right.

You know for a whole year with

that very low

sun that was eating all of
that right back or somewhere.

It was on that.

Now let me give you a practical example
that is I think that's excellent.

Is that my daughter interned with us for

the stuff for two years and then she
worked with us part time and we gave her

the title of Director of Marketing and
Jerry knows alarm and that warns

job she did everything from design our
Web page with our what the design team.

She picked out our corporate identity to
marry it with thought web page you know

about her business cards letterhead
that kind of thing she was scheduled

meetings with Gerry and events that
we threw like our corporate parties.

She arranged my counter so
that you know we did events like this and

then she also embarked on
marrying our company's

interest that with a new product
that Microsoft has a scald.

C.R.M. customer relations management
program you guys from the what that

you did you ever deal with
that you write about.

Well it's a it's a way to track your leads
and how how you leads go from a lead

to a sale and
then you can use that same entry to track

not only the lead the sell but all of
the contacts that came out of the South.

You know future opportunities and
so on and she and but and

she really really fell in love with that
because what it is is Microsoft that this

out of box it's just a box programmed she
what she did she worked with a guy that we

hired to customize it to a company.

Well then you know then it
came to the fact that you

know I said that while I was
the company that we own will.

I used to work for my father and
as my daughter reminded me.

No one can take advantage of you
more than your parents with respect.

Particularly when you're working for them.

You know and I felt that same way
when I was there at my dad and

obviously she felt that way.

Don't me she felt under appreciated.

All right.

But what she learned was that so
then she put out so

well you know the only way you're going to
really learn how bad it is here at all.

Well claim is go out and

in the job market took her six months of
interviewing every place to find a job but

she found a job with a software company
who was starting a C. I'm project so

that she meets with the sales team and
the marketing team and so on and

she comes back to me at Yale and she gave
me a present and it was you know like and

I said What's this for and she's brilliant
because she goes Dad I'll tell you

what it's for she goes I was in
a meeting in my first two weeks and

I there are six people who do the jobs
that I did it were all client and

none of them know the end
product of what they're doing.

They've been told the task but

they don't know how the task relates
to the company overall plan.

So they never really were able to
take the initiative to Briley.

Finished the project out because
they only were able to see

the inside of what someone gave them.

So that's what Jerry was to follow but
Jerry was saying is that's the difference

between working for a big company in
a small company big companies that don't

translate their mission statement and
their ideas down to the individual level

have a disconnect with getting tasks
completed by the people they've empowered

to do the tasks for
smaller companies that give people

individual freedom to
express their artistic or

their knowledge based selves
are going to benefit more now.

The downside of that is that
we waste a lot of money on bad

printing you know because my daughter
didn't know how to prove prints and so on.

So you know where is that that's that's
where the big companies are afraid of

their afraid of inexperience
people taking those positions.

OK well like

black

or white

or zero

zero zero

zero zero zero

one

will.

You know where you

are told all

your life

you're all.

OK or you're all you're doing

or what.

Like ours.

What out here in front of the camera with
the producer and song we had the C.N.N.

film crew who helped us do
the company spot that we did so

you know what you got to try it out
again it's translating things that

you learn technically and
how to how to how to apply and

worldly and no one knows what I didn't
know she had that's those skills.

Yeah no.

Go Go ahead.

You want you now and then the
communication side is that on is out on

the production side like what Jerry signed
up with line like the film crew side of it

or would that be in scheduling and
and selling oil

right.

Well you know

I mean the way

you hear it

you know that you know that just to
take a corny phrase and throw that back.

It's not the size of the project
you're assigned to it's the size of

the project inside of you.

All right.

I mean it's only a big project
if you look at as a big project.

You know if you come out of it where they
can do attitude you stay within budget.

Who's to say you can't do anything about
those you know that the stories of that or

the mass stories in the world you know
Bill Gates started Microsoft as garage

the Google guys I mean they're
multimillionaires they were.

Never afraid of taking that leap forward.

You know and you know what.

What is the say what is the limit
of what you can do you know and and

it came down to the problem that I had
with my daughter is how far do they go

with limited amount of experience
what I found in dealing

with people of your age is that you
are far more advanced technically and

imaginatively than the people that
I know so I will use that knowledge

to to give me the out of
box thought that you're

like out of the box do that all the time
in my twenty's has become intertwined.

We do that all the time you know to me and

Jerry that's like you know
you turn a not a light now.

I mean it's not always like that but
I would say those are the kind of things

that you take for
granted that people are looking to employ.

And if you can take that
technical skill and

usurer ability as you want to do to
communicate with someone that is

a rare commodity in the technical
world where you know

what's

the biggest disconnect that
you think we have with we

we are right we are you

know we're off my shoes were or

were you know paid

or not.

Yeah yeah yeah.

I bet

they're all.

You know all that

good a lot of it.

The other thing about that and
Jet Jerry's ideal point is that when you.

You know I've gone back and for

people that rely on e-mail you go back and
forth with e-mail back and forth and

you man you're like the first
phone not a great Type A So

that's just the hassle me and second of
all there's no emotional connection there.

So you don't know if they're kidding.

Not kidding serious.

It's the communication aspect of it.

Whereas if you pick up the telephone and
and

say hey let's spend ten minutes
particularly I find this in big companies.

Let's spend ten minutes and
get together on this point you will find

that that ten minutes is going to solve
a lot of problems that you would have

never been able to solve through emails
and misunderstandings and also stuff and

then you know you also then have the
accountability that if you did solve that.

And I think that's another thing that I
think that is a difference between your

generation and
say ours is the countability aspect of it.

I mean everybody wants
the responsibility but

if something goes wrong it's his fault
he didn't understand what I wanted.

OK.

He didn't understand what I was telling or
maybe he understood exactly

what you were telling him but you didn't
tell him enough because that's what I.

I'm to be the case because I'll sit
down again and using my daughter and

I'll say OK show me exactly
what you show them.

Tell me exactly what you said and
then I'll go on.

Here's why.
The quote was wrong is because you didn't

tell them this and then you know at
the end it day I think that with the way.

Gerry and I were brought up were there
to say you're right because you know my

aunt my dad you know had the strap
right view you were right.

You know and he chased around the house
and whack on the back and I had

rather a back of the leg you know that's
just the way you brought up did today.

You know that's just not an acceptable
corporal punishment I'm not saying that

that's why I do it.

I'm just saying that you didn't
you learned that some point that

you know if you if you fell down.

It's OK right.

Just admit it you want to the next thing
because you're going to learn from

that you know there's a there's a phrase
that I always remember that that and

you were talking about spoiled or
work ethic I look at spoiled you

know when you're out of class you want to
be B.M.W. who doesn't you know I mean.

But if you.

If so let's say you got the B.M.W.

All right then what do you want next I
want the big house a little like got that.

Well if you got it all and didn't really
sweat equity again how comfortable

are you in your skin where you are you
know are you are you are you there because

you got there through toil and sweat and
trouble or you did you get there and

you're looking in the mirror and saying
Man do I really belong here because if you

have that question then you've answered
it for yourself you know the foundation

isn't a strong it's the House that
it's built on and those are the things

I think that people are looking at when
they're interviewing younger guys and

younger gals we the the other
thing that she asked

me to talk about was best
practices that I've learned that

I've learned and
the you know I think they come down.

To a couple different areas.

You know the first one I would cause
that is the human aspect of it and

that is that what do you think is

a human thing that you've learned that
such you apart from the guys that you're

that you left behind in high school all
those things where you think one thing.

What's at the terminations That's
not bad but what I was looking for

more for is treating everybody the same
treating everybody as an equal.

You know because if you if
you treat the guy next to you

the way you want to be treated.

We talked about the team building.

Aren't you more likely to get
something accomplished with a peer and

someone that you're trying to push around.

I mean I see that with my kids and I see
that with you know people that I deal with

if we're both on the same page and
I have an equal respect for

your opinion I think you and I are going
to go on a lot of ways together

noble and I'll tell you that there
are the practical reason for

that is exactly what you've seen
out there in the world today.

Guys like Enron and all these major
corporations that the mass they

do you know where the term masters
of the universe came from who's read

the book The Invisible Man Now it.

Well in the Invisible Man there's
a guy named Sherman this is name and

in in New York and Ross Street all that
they call it Sherman because in New York.

We talk like this because we're a little
bit better than everybody else from

Wall Street because we're dressed like
this and we're smarter than everybody.

And we are the masters of the universe and
the phrase master and

Sherman worked on Wall Street.

So there is use may have
seen in the recent problems

that Wall Street's had
they referred to these.

Guys the traders and and the bond guys
as the masters of the universe and

that's where that came from.

But what I found is that
if you treat people right.

There's another phrase that comes up is
use usually tend to see the same people

on the way down that you saw on
the way up and they'll remember.

So I these guys who
are the masters of the universe.

I'm sure there's a few feathers
they ruffled on the way up and

the question is now that
they need a friend.

How are they being treated on
the way down and if you look at it.

I always think about that when I
think about the companies that

they battled out and
didn't ballad out you know

why didn't Lehman Brothers get
back with out the other guy dead.

You know my theory is Lehman Brothers
were Harvard guys Bush is a yellow guy.

I'm not going to help our guy.

I don't know if that's right or wrong.

That's just a New England I'm
from New England.

That's what a New England guy looks in at
that but it could be just the same as I'll

tell you another story that
you just shifting gears.

Another story that I heard
whether it's true or

not is you know the dice a play in town.

Michael Vick remember Michael Vick
probably the most tragic story next.

The O.J.
Simpson of anybody I've ever seen.

But there's a story that
a friend of my tone a guy.

One of my best friends played for
the Atlanta Falcons and

the Green Bay Packers and he said you
know why this happened Michael Vick.

Why do you think dogfighting.

Why do you think it happened.

Here's the story that they told me story
is that you know everybody knew all

about that.

But Michael Vick doesn't know if you
remember the story that he was supposed to

show up at the White House for

a rose garden thing that
Laura Bush was putting together.

And he didn't show up.

He missed the plane and
so on and so forth.

OK And when this whole thing happened.

The.

The information got up to Bush because
culture of Department of Justice and

all the science stuff and you know they're
making appeals through the people in

the government a new Michael Vick and
it came up to George George Bush and

because Michael Vick didn't show up for
the Rose Garden of that

George Bush the story goes said you
want to something where I can help out.

Michael Vick.
So that's going to another example of you

know the people on the way up in
the same people on the way down.

Now whether that's true or

not it's an example of the things that go
on in life whether they're true or not.

Urban legends those those things
she think about it makes sense.

Maybe it does.

Maybe it doesn't think about it yourself.

The other thing I thought about
is best practices I've learned

is that the practices of
reading people's body language.

So what would it.

If you're talking to somebody in
a guy like this with a town in town

disinterested defensive they're

saying you know you know
if they're you know it.

Yeah those type of things that and if you
if you ask a person a direct question.

And they look away right before they
answer what do you think the Taliban

for not so
give me an example what you mean

but

there but wouldn't you think
more than the up to the left and

up to the right because I mean that's
that's more technical than I don't know

but I would if you say that I agree
with that I would think that if you're

going to answer the question and
you know the answer in your answer

truthfully you know look
the person in the eye.

If you're going to slant the question or

need time to think you're
going to look away.

You know that's my personal
opinion of what the.

As on.

Now if it's up to left and
up to the right.

You never really thought about it that way
but I can tell you that someone is going

to answer a question directly
usually looks in the eye.

If you want to make a point you want
to engage the people in the eye and

if you know if you're if you're
up in this kind of position and

you're having to give
a presentation of some people.

What do they tell you
they weigh who's done.

You know the death public
speaking courses here at school.

Now I got a story about that what they
tell you is that you should scan the room.

Try to make eye contact with everybody.

So that you know you find people are going
to sleep and you find the people that

are going to sleep but you know to try
to speak to everybody at the same time.

Now if they don't have public
speaking courses in the school.

Nobody nobody likes to deliver.

I can tell you that right now when you
were in grade school did they have from

book reports or book reports
who's done none of us have it.

When's the last time you did one.

Did you run that is the class before

that before the how what were really
one of the last one before that did.

Does it something will do

that I was wondering about that
are you comfortable doing it.

Exactly.

It's one of those things.

It's just like anything else.

The more you practice it the better
at it you're going to be but.

You know nobody wants to do it the first
time I don't care who you are and

you know that was my first
time doing anything like that.

I went I don't know if I mention it.

This class but I went to an all
boys military Catholic high school.

Sounds like fun.

I actually was a lot of fun
because it was prank day every day

you know think about that but
it really wasn't a fun.

In part was is my school surrounded
by three all girl schools.

So you know that was fun too because
they didn't have anywhere to go away and

everywhere to go and you know so you kind
of had a set of people that you're going

to in a react with kind of like the
original when the fraternity sorority star

teamed up that I'm finding
out from my frat test excited

universe Alabama that's how they get to me
you know in a relate with one another but

I read as I did the last thing I wanted
to do with anything was a stand up

in front of hundreds of people and
do this stuff so Brother Aloysius Meyers.

Rock passed me in the hall on Degas
first go to thirty public speaking.

I said yeah I heard
about it not interested.

He goes No that wasn't a request.

You're going.

That was my sophomore year in
high school for the next three

years I had to do it not because I
wanted to it's because he made me do it.

And by the time I got out of
high school I was used to it.

So then when I got out of high school and
got into sales.

I realized that sales is nothing
more than one on one public

speaking trying to convince someone of
whatever argument that the public speaker

gave me that day and the other thing that
I learned more importantly about that

rez that when you're
selling anything because

I train ourselves means what you do
you think the most important thing.

There's I think in my opinion there's two
important things about selling anything.

What do you think they
are that's very very good.

That's number one do you think
another thing is product knowledge.

So you got a.

You know I have confidence that
you are what you're selling and

you have to know the product inside now.

I'll tell you something else that maybe
there's three that I'll take the other

thing that's the most important I think in
this is when you you should consider this

the most important thing to take away from
here in my opinion is that no matter what.

Right.
You're selling people stop listening to

what you're talking about and
look more at you because most times

they're buying you and
not the product you know your product

is equally is you know band fab
Pav of somebody else's product but

it's that person that they're dealing
with so what I tell our sales people is

you people like you for who you
are don't thank you everybody is friend.

Everybody in this room has friends don't
they ever he's got a group of friends

that.

Yes everybody does.

And you know everybody has a certain
appeal to someone and you know

they're all those reasons why people like
you whether it's because you're funny.

Whether it's because you're shy whether
it's because you're confident or

brother it's because you
know you have a little bit

of a devil may care
attitude about anything.

If you can bring that aspect of

your personality into your pitch then
that's when people are going to buy from

because then they know you're not trying
to sell him something you're trying to

do your job to help them with you know
obviously trying to sell him something but

you're not being sales he about it you're
being yourself and I think that that's

a big big important trait in movement
moving through the next step.

We talked about and what that also does.

I think if you are selling yourself.

It gives people what you would say not
only confidence in your product but

they have confidence in you.

Hey you know that guy's
giving me the straight shot.

You've heard that before as a straight
shooter and out of that confidence.

What's the byproduct of that
confidence when you think

about the good successful sellers right.

But trust was the word I was looking for
trust.

If the person knows that you're
telling them the right program thing.

And you're telling them
with confidence and

you're sincere in the way
you don't deliver it.

Then they are going to
they're already there to buy

they're interviewing you in three other
companies they want to trust the person to

deliver the goods that they think they're
buying that's what they're looking for

another best practice that I like that
I learned this comes into technical

Now you're going to laugh and
I'm sure you will.

But I'm an old school guy so technical
to me is that this is pretty low tech

the best single technical thing
that I can pass on is something I

learned from Jerry Washoe Jerry Warshaw
no matter who calls him

returns the phone calls that
are made to him every day

no matter who it is now Jerry may
not want to buy from somebody and

Jerry may think that that's the craziest
the furthest thing from his notion but

he'll pick up the phone and
he'll return a call to two who ever

has called him that dad and
said hey I got your call.

I'm really not sure if this is where we're
positioned right now I'll get back to work

they'll say yes you know we weren't there
but the point of it is if you Jerry is

the is the head of you know has been
the president of the National Park when

Association president of the Foundation
for the national parliament

Association in Atlanta from work with
the Olympics and when you call him.

You're getting a call back.

So when someone calls you.

I know it's easy because I know
this guy I know what he wants and

huge thing it's human nature.

I stare at that number and
I stare at that number and I don't want.

Call he's a pain in that I
don't want to talk to guys but

you know what I learned that Jerry
calls me back I'll call someone back

I'm going to call him back and I'll
tell you as you get more responsibility.

And you are now the big cheese or

the bigger chief the bigger
the chief that returns those calls.

Believe me.

Guys like me and I've known Jerry
twenty years he now he you know he and

I call we we have a relationship but
wrong before we had a relationship.

Your turn my phone calls because
he has good business practices and

knows that that's important to do to
at least let the other person know hey

they're out there working hard to remain
I want to buy Think about that to die and

that person I've been telling that
story about Jerry for twenty years and

maybe a first time I told
that to in front of you.

All right.

The other things that Jeff that I get kid
about a lot is the fact that I have seven

kids and so Debbie said to me
how do you manage your time

between your work and your family
because we I own our company and

I manage my my family and
who is here is from a big family.

How many kids in your family five that
were already with Stone Mountain.

OK.

That would see it as a body
have brothers and sisters.

Yeah OK.

Is your dad's work for themselves or

do they want to work for a company
who is that works for themselves.

Whose dad works for
a company mostly a company.

All right so it's probably not uncommon

that your dad in you of had
the conversation about money.

We can't do this because all right.

Because of work or because of this or
because of that it's it's.

No matter who you are rife
husband provider home economic

engineer whatever the politically correct
term is of the day it's always a struggle

because that you want to be there no
dad doesn't want to be with his kids.

No mom wants their husband work and twenty
four hours a day but we all have our

jobs to do so we all have to sit down and
talk to each other about expectations.

You know hey tonight for
instance I football practice.

So I can't be to football
practice because I have

this project to do so you know if you
spring it on somebody a last minute.

What's that say What's that say to you.

Yeah.

Right right.

What's it say to you if I don't tell you
about what I'm doing until the last minute

what's that say to you could only liable.

Maybe How bout I don't respect your time
because now I'm going to ask you to take

my place in maybe taken a kid
someplace inconsiderate that's good.

All right.
But you know unreliable and

considerate but the point of the matter
is is that you have to talk about

what you really can manage and
can't manage and

bring everybody into the loop as to you
know what the real expectations are.

Hey you know honey I'd like to
be there seven nights a week.

Rod I work.

You know has that who's come across in
a private life something like that.

You know you love it.

You know your girlfriend has
a has an something to go

to you can't make it and
there's a problem.

You're laughing wife with that but
it never happened.

You're always happens.

No good go behind it.

OK.

It is as a it has I have
been a body recently.

Well you're lucky because
it's a it's not because.

People don't want to do those things.

It's because usually they hate
the alpha person guy gal tends to

over commit and therefore underperforms
because they spread themselves to thin so

what I've the way I manage it
is to do the best I can and

tell everybody what I can and
can't do and then you know

who want to side in hurt feelings you
know those things they just happen.

It's like who saw Forrest Gump
movie Forrest Gump.

You know in the movie when the guy gets
splashed with the with the mud and

he wipes his face and
you know the sign you're see the shirts.

You know it's the smiling
face what happens.

We all know it happens all right so I mean
it's just that but that's part of life on

the The other thing that that I think
tends to help everybody understand that

is that the time that I have when I'm with
my family we tend to do things together.

Now you know it's not always
easy to do things like that but

as you're going to be
getting involved with it.

Do you wrong.

Who here goes.

Camping with their folks
camping you guys go up by

play any sports here a huge It
just was your dad the coach team

mom mom's team mom a couple
times always about

you right.

Yeah that's Thanks dad.

That's the how about your mom involved.

You know and
you know something you can under it.

You can't underestimate that and
today as well.

My parents went to every
single one of my games yet.

What did you spot where
was at where was that

OK Well and you know like the difference
but I think that that you

probably had that she would have like that
as you know if you're going to coach me

try to whistle on command have a defense
here and understand the whole subject

as opposed to being selective in your
approach to the coaching aspect of it.

And you know what we do at the fuss
go ranch is you know my word

I tell everybody that I'm a cheer
dad you know cheerleaders now.

Yeah.
Did you cheer.

Did you did well that
to determine cheer dad

is something that my wife uses
you know they see the shirts.

I'm a cheer dad the coach is football.

So I understand that it's
just as important for

the cheerleaders to be out there doing
their dance at halftime as it is for

the football guys about their plans.

So that's bringing the entire
family into an organization and

to something that you all can do and
not just because you have to but

because you will find something
that you like about it.

My wife is the is the director the
football program so she does what she does

best at home and everyone else she bosses
saw out something that's her job and

she excels at it and and now she has you
know all the spec three hundred families

that she has but again it's just a matter
of you know what everybody does the best

they're doing it together so
that those are the.

Managing time.

Let's see that never think she wanted to
ask is would a from not a natural born

networker will I do share.

I had already.

Yeah because I lost track of time and
yeah yeah

yeah you know I think
we've we've talked about

a lot of the things that I was you know
over and I think let me tell you that

the thing that I think is is we talked
about earlier and you mentioned it.

The thing that I think about your
generation leaving out of school

is NEVER be to never be
afraid to start too early.

You know I've been doing this same job
since February seventh one thousand nine

hundred seventy nine I was nineteen years
old and it's the only job I ever had.

I've been all over the world with it and
it was just one of those things that

I got thrown into the side like that and
you may not.

You may find that that you know
the choice between money and career and

all those things I think the thing that I
would say is that when you find something

you Reich I can assure you that
you're going to be successful at it

because it's something
that you can use your so

your personality your talents and
take everything that you

think about yourself and
operate it to the common good.

If that's what you do as are making
money or making your life better for

your family so never be read and
never think that you can't start tomorrow

to make your life better for
the rest of your life.

That's probably my my number one thing
any any questions before we wrap up.

No a time for me

right

now.

And besides I really never met before.

Thank you very much for not.