#131 - Tim Castle on Negotiation, Influence & Why Anything Is Possible

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When you're a smooth, calm, collected negotiator, when you can self-regulate and you can
use silence as a weapon, you can start to hold the power and hold the room.

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And so even when that person's insulting you, trying to make you triggered, trying to get
you, trying to goad you into letting go and missing the mark, you're able to really slow

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down and change your tone and craft.

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that story in a way that just moves the needle and changes the whole game.

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you

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Thanks for tuning in today.

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And I'm not going to give a big intro to this guy because as we have a conversation for
what I hope to be a good hour, hour and 15 minutes, he's going to give us introduction

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every moment of this conversation.

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So um you'll hear the, the accent from different parts of the world, or maybe you're in a
different part of the world.

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And I have an accent.

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However, we are fortunate to have Tim Castle on today and you're sitting in a hotel
somewhere in the world, which happens to be Dubai on your way to Portugal for an event.

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We are talking to someone that is extremely capable, that's learned how to stack some
abilities and negotiated his self into a one heck of a life now living in Singapore.

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So we talked for a few minutes where we started.

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I just love Tim's motto and believe it's possible.

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And wow, we could take this conversation all sorts of ways.

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So Tim, welcome.

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Mark, I appreciate it.

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What an intro.

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What an intro.

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oh

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can be a lot better.

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just excited about today because it makes me smile on some days when I'm sitting across
from anyone and they believe that almost anything that they put their mind to, they're

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capable of accomplishing.

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So your motto is believe it's possible.

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Where the heck did that come from?

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Yeah, it's a good point.

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think it came from a moment, a decision in life where I had to back myself and I had to
believe it was possible.

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um Basically, had gone to university, it didn't work out.

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I dropped out, I'd gone on a ski season, I'd taken a gap year, I'd done the thing where
you go to Australia and you go up the East Coast, it was awesome.

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Then to the behest of my parents, I'd gone and applied to university and I'd done it.

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I'd completed the first year and I'd got good grades.

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It was all going amazingly.

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And then I decided to go to a summer camp in America.

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And coming from England, that's like the classic kind of like, I don't know, American pie
was out at the time.

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It's that kind of feeling.

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And you just go and it was, it was beyond my wildest dreams.

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I was free in America, in the mountains of Pennsylvania as a mountain bike instructor.

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And I think even then,

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I just didn't realize the scale and the size of what traveling in America was like.

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And it was just right in front of me.

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So I went for it and I took a year out again.

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So second year out, told my parents, hey, not coming back.

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Gonna stay in America.

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Gonna go do some snowboarding.

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It's gonna be fine.

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Gonna be awesome.

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Like this is what I wanna do my life.

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Then a year later, I came back to England thinking I would go into the second year of this
psychology degree that I was doing.

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Cause I was always interested in

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people, human behavior, like why people do what they do.

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Like that was always like something that I was drawn to, the passion, the human side of
it, the connection.

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And so I went back to university.

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It was in Newcastle.

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So was Northumbria University, absolutely freezing, but I loved it.

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The people up there are so much fun and it was a great, great experience.

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But unfortunately in me taking a year out,

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I was kind of coming back to a situation I didn't recognize.

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I knew none of the people in my year.

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The university had changed.

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Everyone had moved into different houses.

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And I wasn't really knowing who I was gonna live with or what was gonna go on.

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And I had changed, right?

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I'd been flying in and out of London to New York multiple times this last year.

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So I'd expanded my life and kind of realized that I needed to be in London.

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And so the bright lights of London were calling and I figured this all out.

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in about the first week of that university degree, starting in the second year, I'd signed
up to a new house.

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So I had a new tenancy agreement, had all my stuff with me and I decided like literally
like two days in, this isn't going to work.

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I need to be in London.

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The challenge was in order to have any chance of being in a London university, I needed to
first withdraw completely from this Northumbria university.

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So it was a massive gamble because what I'd done, I was saying, right, I want to go to
Goldsmiths University, University of London, great London University.

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This is a creative university.

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It's a great psychology course knowing that it had probably you have to get like three A's
to go there and it's oversubscribed and it starts in two days and they don't know me from

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Adam.

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And I haven't even studied for like the last year.

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So I haven't got any application.

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You're supposed to go through this system in the UK called UCAS.

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and you're supposed to do it like a year in advance and it's all logged.

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And so anyway, decided in my mind that this was what I was going to do and life in
Newcastle was done.

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I needed to be in London.

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so started off, right?

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Hi landlord.

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I know I've just literally moved in, but I'm off to London.

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So I'm going to need to renegotiate this contract, get out of it, get you a new tenant and
get this back on the market.

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So I did that.

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That was an easy negotiation.

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That was kind of like stage one.

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because you're fueled up.

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That's like nothing compared to negotiating your way into university where they don't even
know you.

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Then what I did was pack all my stuff up, rented a car, and while I was getting all this
together and packing my stuff, I was calling Goldsmiths.

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And this was the first introduction to the believe it is possible motto that I had because
the receptionists at the psychology department, they were almost like the gatekeepers.

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And so at first they were like,

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Hey, sorry, really, really sorry, but like this course is oversubscribed by a lot of
people.

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We don't have space for you.

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Plus you're not in our system.

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Plus you're not in the British university system.

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Plus like there's just none of the pieces we need to make this happen.

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And this was the key.

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I was like, okay, cool.

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I totally hear you.

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But what would I need?

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Let's just say hypothetically, what would I need to make this happen if I was to show up
in two days?

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And just that one question.

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got them imagining a new future and it got them a bit more bought into my story.

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And they were like, cool, okay, we need all your exam certificates.

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We need a reference letter from your tutor.

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We need you to resign from this current course that you're on.

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We need to know that we can take you.

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Like it went on and on and on.

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was a lot of documentation, none of which I had, because I'd just come back from like
living in America and living the dream.

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And literally, as I was driving down the motorway, I kept

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I kept in touch with the college, with the university goldsmiths and these receptionists,
these gatekeepers, keeping them, hey guys, I'm coming.

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I've done it.

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I've moved out of my apartment now.

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I've got it rented out to someone else.

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I'm coming.

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It's goldsmiths or nothing.

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So they started becoming invested in the journey as I was investing in them and I was
investing in their imagination.

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Right.

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I was feeding it.

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And suddenly they were like, how can we make it happen for this guy?

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And they were like, well, you would need to speak to this person.

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I get on the phone and I call my old tutor and be like, explain this story.

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Like, I need you to write me an amazing reference letter.

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And there's a momentum to this.

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When you start believing it's possible, you start getting other people, you transfer that
energy.

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They also start to believe it's possible.

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And they do things that if you don't have that energy or that kind of belief to start with
as a foundation, they're not going to do it.

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But if you're like, hey, I'm on the M1, I'm driving down, got all my stuff here, I've just
moved back from America, need to get into college.

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It starts in two days.

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Could I swing by in an hour?

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I'm literally driving by your house.

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I just need a reference that is signed by you.

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And then you literally start to collect.

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I'm driving down the whole of England, because Newcastle's right at the top of England.

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Can't really get much further all the way to London, which is a huge journey in and of
itself, calling everybody all the way down, all the different stakeholders and getting

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these gatekeepers basically to become advocates and fans and then raving fans.

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So by the time I got to Goldsmiths College at 8 a.m.

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the next day, everybody, mean everybody, I suppose it did not help that I had bleach
blonde dreadlocks right down to my arms here.

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experience in America for couple years.

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I stood out.

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stood out.

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And they're like, who is this guy, Tim Castle, that's like trying to get into our cause
and like, where's he come from?

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And so I rocked up as if I was going to start the course on the day in the auditorium.

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And they don't, you know, I haven't got anything.

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haven't got any of the criteria.

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I don't have anywhere to live.

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have nothing.

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Walked into that auditorium, talked my way in and said, Hey, it's Tim Castle.

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I'm here.

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I'm the guy.

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then literally from there, just

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basically through believing it was possible created what I wanted to happen, not in this
way of desperation, definitely in a way of like, of burning the bridges, but not in this

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kind of desperate needy way in this way of almost like in flow and just knowing that it
was going to happen because it was this or nothing.

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they could feel it.

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Did you have to put together all the documentation or were you able to overcome some of
those things because they were so bought into this idea?

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Did they let any of the things go that you were supposed to?

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I'm assuming they did some.

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Ah, 100 % because I didn't have any formal app.

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Like I was crafting an application without the actual app, like without the formal
process, which is UCAS.

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And I can't remember what that stands for now, but it's university administrate.

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Like there's a whole body that, that regulates all of this.

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And so I was not in the system.

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So I was making a makeshift system and saying, here's everything that you would have
typically got.

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And can you add one more place to the course?

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Because I'm here.

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I'm not sure about those guys that were over subscribed.

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I'm right here.

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I'm early.

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I'm early.

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isn't it funny that you walked into those courses, whatever courses you had to take to
obtain the psychology degree or get into the system.

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But the funny thing is, that when you walked into a classroom, and sometimes the
classrooms have 30, sometimes it's a seminar and they have 200.

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But when you walked in, no one asked for your identification.

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Don't know.

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So we put up these barriers and these boundaries that they may not even exist.

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Absolutely.

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If we let our mind control what we think is possible, none of it will start.

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You can literally start to program it the other way.

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they talk about this in child psychology to do with the shark music.

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it's almost like you're walking down a path and you can see, imagining what's in front of
you, but you can see this beautiful lake and it's tranquil and it's sunset and it's

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beautiful.

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And there's some jazz music playing and everything's looking amazing.

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Or you can walk down that path and see this beautiful lake, but there's a shark music
playing and it's dead.

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It did it it.

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And everything changes.

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And that's the same thing in your head, right?

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It's the story that you're playing in your head that is then dictating the actions you're
able to take because you don't have the belief or you do have the belief.

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And then you start taking bigger, bolder actions.

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So with you being our negotiation guru, um if you do all the research from Tim Castle,
it's like he's the top 30.

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I mean, listen, if you can get into a top 30 worldwide, if anything, I'll take it.

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But that just means that you're at a place of understanding negotiation.

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What I've always said in life is, I'd love to say, tell me I'm wrong that all these 46
years, what I've been telling myself is, is that I'm negotiating at every moment.

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I'm sitting here negotiating with the conversation we're having.

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I'm gonna negotiate the next thing that I will even go into through a conversation.

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I'm always negotiating and so many people think that that's a negative.

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It's like, no, I'm always negotiating for the outcome and the thing that I want to define
the life that I have intended for myself.

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And is that wrong or right?

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That's definitely right.

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You are, you're negotiating the agenda.

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Yeah.

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Exactly.

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In every word and every line of this conversation, but in every interaction, you're not,
that is a negotiation.

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And that's right.

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the energy you bring to the room, whether you're smiling or not, the confidence, the way
you hold a door open for someone, every moment of inflection in your voice.

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I'm always negotiating.

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all of it and therefore it's all a moment to practice.

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Yeah.

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Um, we'll jump around a little bit, but you said in the beginning that you wanted, you
were always interested in psychology.

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And am I correct that you said I didn't write it down, but you were always wondering why
people did things.

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Absolutely.

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So have you figured out why?

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I think that's a great one.

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Yeah, no, I thought I would get a doctorate in psychology.

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I really did.

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I think people do things because they're so heavily influenced by the external events and
they haven't built that internal radar, that internal sense of direction to know where

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they're going so that they can define, make decisions based on that.

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really, like,

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That's what it is all about.

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It's about, you able to self-regulate?

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And I talk about self-regulation a lot because I think when we think about the mistakes
that people take in negotiation or influence or persuasion, a lot of this happens when

220
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they're not able to self-regulate.

221
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If you're able to self-regulate, it means you can start choosing the behaviors that line
with the goal that you want.

222
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But to take it back and answer your question, if you don't know the goal you want or the
direction that you're headed, like how can you start?

223
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to do any of that because the whole thing falls down.

224
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So it starts with what do you want?

225
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And that's what I believe that people haven't spent long enough.

226
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One, figuring that out, but two, flirting with that idea every single day, getting into
that vision and making a step forward consistently to go get it.

227
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I think that's what influences human behavior because there's so much distraction out
there that captures you, the Netflix.

228
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the TikToks, the Instagram, and it's so addictive.

229
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And so what people are doing is they're programming themselves that way, but there's all
this to go and get.

230
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Is it okay if the what we want evolves?

231
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Because that's how, I look back on my wife at 25, 21 years ago, I couldn't have defined
this moment with me and you sitting here having this conversation today in the studio.

232
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So it's evolved.

233
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that's one question.

234
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Whatever you answer though, I think what I found and if you can combine these things and
put them together and have a conversation around it is that the most important thing is

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whatever direction I choose, just whatever I choose today, just do it really well.

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Do it really well because the person I'm going to become, the thing I'm going to learn,
figure out if the thing I thought I wanted, if that's it, at least I'm going to finish

237
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that part of the journey.

238
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I'm going to finish that marathon or that bike ride and you get to the end and you're
like, Oh, do I want to do it again?

239
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Or no, I found this thing.

240
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Mark, I love it.

241
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That's it.

242
00:16:08,637 --> 00:16:12,050
You basically saying I have a standard for myself.

243
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I have a high standard for myself at all times.

244
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And I also am okay to take experiments.

245
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Like I'm not failing.

246
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I'm just creating experiments.

247
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And then from those experiments, I'm learning and then I'm going forward.

248
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And that's like success, right?

249
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That's success right there.

250
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I do think your overarching goal changes because I think you grow.

251
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Right.

252
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And I think when you, in order to get to what you think your goal is,

253
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you need to go outside of your comfort zone and push yourself.

254
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And in that growth, you expand.

255
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in expanding, it's almost like you've gone up one mountain and then seen, hang on, there's
another more attractive mountain, let's go for that.

256
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And then that's the growth piece, right?

257
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So then of course it changes, but I think that's kind of how it's supposed to be.

258
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Yeah.

259
00:16:53,159 --> 00:16:54,729
What's your next growth piece?

260
00:16:54,729 --> 00:16:56,459
Because I want to get back into the book you've written.

261
00:16:56,459 --> 00:16:57,721
mean, you've already written five books now.

262
00:16:57,721 --> 00:17:00,352
It's like this thing you're putting out a book every week now.

263
00:17:00,352 --> 00:17:00,952
Stop, Tim.

264
00:17:00,952 --> 00:17:02,022
Just stop.

265
00:17:02,458 --> 00:17:04,243
But you already have five more in the hopper.

266
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um But like, what's your next thing?

267
00:17:07,815 --> 00:17:17,649
Because I bet if we were in your actual physical space and around you for a few days, I
bet the next thing you're working on, I bet you accomplish it, check it off, and you're

268
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moving on to these compounding things at greater levels.

269
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at such a pace, it doesn't draw out as long as it used to.

270
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I'm assuming that.

271
00:17:26,594 --> 00:17:27,705
You've got it exactly right.

272
00:17:27,705 --> 00:17:29,156
Yeah.

273
00:17:29,496 --> 00:17:41,125
the time it takes now it's compressed the cycles of not success, but like just getting to
where you thought you needed to get to it's shortened.

274
00:17:41,125 --> 00:17:45,888
for example, with the art of negotiation, that took me three years to write that first
book.

275
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That was, I'd never written a book before.

276
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I didn't know I could, it, to me, it was almost like a proof to myself.

277
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that I, something I could be proud of it, something really hard to do that I was like,
look, I love negotiation.

278
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I've, I've been in a, I was a negotiator for over a decade.

279
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I was doing it day in, day out, big, big deals, many deals a day.

280
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And I was just living, was getting, I got the privilege to learn from some of the most
world-class negotiators out there, day in, day out that yes, I'm in the world's top 30

281
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now, which is quite funny to say where I started, but.

282
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Some of these people don't get recognized in the same way, right?

283
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Do you get what I mean?

284
00:18:24,814 --> 00:18:35,334
Like there are really amazing negotiators, people that can read a room and skillfully
deescalate conflict whilst balancing the needs and creating value and doing all of these

285
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things, getting what they want.

286
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And I got to learn that for over a decade.

287
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so really that writing a book was what I thought would be super hard and it was, it took
me three years to finish this book.

288
00:18:49,646 --> 00:18:55,601
mean, not as long as it took me to finish my first degree, was five years and three
different universities.

289
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But look, we got there in the end.

290
00:18:58,673 --> 00:19:03,257
And now, yeah, I'll be writing a book and it will come out in six.

291
00:19:03,257 --> 00:19:06,860
I'll do the first manuscript and send it to the publisher within six months.

292
00:19:06,860 --> 00:19:13,925
Like that's the kind of for the first rough, like, hey, what do you think about this idea
in this concept?

293
00:19:13,925 --> 00:19:15,476
massively shortened.

294
00:19:15,598 --> 00:19:17,118
Yeah, so what is that next thing?

295
00:19:17,118 --> 00:19:19,918
So I won't say five or 10 years down the road.

296
00:19:19,918 --> 00:19:25,438
So throughout the rest of 2025, what's the thing you're actively working on now?

297
00:19:25,438 --> 00:19:28,578
Because I have some good questions about the book about the art of negotiation.

298
00:19:28,758 --> 00:19:29,698
What's the thing now?

299
00:19:29,698 --> 00:19:36,438
Like you're stopping in Dubai, you have a family in Singapore, you're going to Lisbon for
a conference.

300
00:19:36,438 --> 00:19:37,278
Like what's that draw?

301
00:19:37,278 --> 00:19:38,478
What's happening for you now?

302
00:19:38,478 --> 00:19:39,590
What's going on?

303
00:19:39,662 --> 00:19:50,582
Yeah, so I think for me right now, like I want to, and the next level for me is to set up
a sort of an art of negotiation training facility or training school, because it's just

304
00:19:50,582 --> 00:19:58,022
come to a new level where online is fine and there's online courses that I've done for
advanced negotiation school, fine.

305
00:19:58,022 --> 00:20:00,202
But in-person training is where it's at.

306
00:20:00,202 --> 00:20:04,522
Like that's where you can really move the needle when you sit down and you coach in a
group setting.

307
00:20:04,522 --> 00:20:07,762
So that's probably the next thing to tackle.

308
00:20:07,928 --> 00:20:11,310
For me, I also love to be in the game, right?

309
00:20:11,310 --> 00:20:18,485
So I usually take on either I'm the first person in the startup expanding it across the
whole of a region.

310
00:20:18,485 --> 00:20:30,634
So that very first phase where you go from zero revenue dollars to your first million and
then on to the first few million, that phase to me is like the adrenaline is pumping, it's

311
00:20:30,634 --> 00:20:34,276
game on, you're the underdog, which I absolutely love.

312
00:20:34,276 --> 00:20:37,558
You're coming into a new market, you're flying all around.

313
00:20:37,656 --> 00:20:43,230
going and creating magic when everyone is telling you that there's no magic to be had.

314
00:20:43,230 --> 00:20:53,407
And to me, that does something to me every day where I'm like, I love to wake up, I wake
up early, but like, I love to wake up and just go get it because I'm like, and it's

315
00:20:53,407 --> 00:20:55,058
people, it's people.

316
00:20:55,058 --> 00:21:04,025
I get to be around people, I get to see their eyes light up and they get to take their
challenges and help them through that like a consultant.

317
00:21:04,025 --> 00:21:06,366
at the same time, create.

318
00:21:06,406 --> 00:21:09,067
a is super cool.

319
00:21:09,067 --> 00:21:20,692
And so then you get to work with some of the smartest minds in the world on the coolest
tech in AI and all these other bits that just the forefront of, I guess, the nexus of

320
00:21:20,692 --> 00:21:23,213
change that's happening right now, which is incredible.

321
00:21:23,213 --> 00:21:32,077
And we should all be very lucky to be alive right now, because it's just so cool what's
happening right now with all of these technologies converging and all of these different,

322
00:21:32,117 --> 00:21:35,032
I guess, macro themes that are sort of

323
00:21:35,032 --> 00:21:36,213
going to change the face of the world.

324
00:21:36,213 --> 00:21:38,043
So I get to do that.

325
00:21:38,204 --> 00:21:43,114
I get to write, I get to host a podcast and I get to have a beautiful family.

326
00:21:43,114 --> 00:21:53,542
I've got two sons, two boys and I get to, and I think that's another big core part of who
I am is raising those boys to be men, to be courageous, to be brave, to be strong, but

327
00:21:53,542 --> 00:21:58,674
also to have that, that empathy and be able to, to negotiate in self.

328
00:21:59,948 --> 00:22:02,819
Zeremo, you mentioned you love being the underdog.

329
00:22:03,940 --> 00:22:07,221
There's what I know about um humans.

330
00:22:07,221 --> 00:22:14,165
It's the whole art of what you're working on, but there's so many people that aren't
comfortable being the underdog.

331
00:22:14,165 --> 00:22:17,786
It can go to self-confidence, know, the conversation you're having with yourself.

332
00:22:17,786 --> 00:22:26,280
It could go with the belief in yourself, but like what in your life made Tim comfortable
being the underdog?

333
00:22:28,096 --> 00:22:42,443
I well, I know when you start with not nothing, but you start at a different place to
perhaps the people I'm now, I don't want to say competing with, but like I done things a

334
00:22:42,443 --> 00:22:43,794
bit differently, right?

335
00:22:43,794 --> 00:22:47,656
So I've had to get there through believing it's possible.

336
00:22:47,656 --> 00:22:51,798
I've had to see what I didn't want and then go make it happen, right?

337
00:22:51,798 --> 00:22:52,654
And I think.

338
00:22:52,654 --> 00:23:00,041
So I wouldn't say I'm an underdog as much anymore, but I do like putting myself in that
position because that's where the growth is.

339
00:23:00,041 --> 00:23:04,765
But the comfortability around it is the ability to be rejected and not take it personally.

340
00:23:04,866 --> 00:23:06,388
That's ultimately what it is.

341
00:23:06,388 --> 00:23:17,408
So once I got into university, I then did the degree and mad uh men was kind of on at the
time, think, and it was, I wanna be in advertising and it was...

342
00:23:17,616 --> 00:23:21,578
&C, Sarchi and all of these different cool ad companies in London.

343
00:23:21,578 --> 00:23:24,292
it just seemed like that's a pretty cool, cool life.

344
00:23:24,292 --> 00:23:29,257
You get to use psychology to create ads to then go around and like tell stories to people.

345
00:23:29,257 --> 00:23:29,447
Right.

346
00:23:29,447 --> 00:23:31,098
This is, this is epic.

347
00:23:31,179 --> 00:23:41,338
I didn't get into JWT, which was the ad agency that I wanted to go, but I got myself in
the interview, which was pretty, pretty good considering everyone else was from Oxford and

348
00:23:41,338 --> 00:23:41,869
Cambridge.

349
00:23:41,869 --> 00:23:43,720
And I'm like sat in this room going.

350
00:23:44,174 --> 00:23:45,034
I'm not like this.

351
00:23:45,034 --> 00:23:49,514
I don't know if this is going to work and I don't know if you want me or whatever this.

352
00:23:49,514 --> 00:23:57,434
So, but the ability to be able to get myself into rooms and not feel, I didn't feel bad if
I didn't get, was, I feel the opposite.

353
00:23:57,654 --> 00:24:01,494
It's like, if you don't get in the room, it's never going to happen.

354
00:24:01,494 --> 00:24:07,374
But if you get in the room and you don't get it, it's like, you didn't really lose
anything.

355
00:24:07,454 --> 00:24:09,794
literally is only going to go up, right?

356
00:24:09,794 --> 00:24:12,134
Because it's going to lead you onto the next thing.

357
00:24:12,234 --> 00:24:14,226
And you end up being able to create,

358
00:24:14,226 --> 00:24:14,596
opportunity.

359
00:24:14,596 --> 00:24:17,288
I got an offer to a job from that company anyway in the end.

360
00:24:17,288 --> 00:24:18,739
So it's like, I didn't take it.

361
00:24:18,739 --> 00:24:23,992
like, the point is, it's like, you just put yourself in there you have to see the world
again.

362
00:24:23,992 --> 00:24:25,712
As well.

363
00:24:25,853 --> 00:24:30,966
If it's a bit like if you go into a job interview, and you're worried that you won't get
the job, that's one way to look at it.

364
00:24:30,966 --> 00:24:34,077
Or you go, well, I'm going to walk into this job interview.

365
00:24:34,158 --> 00:24:36,138
And it can only go one way.

366
00:24:36,799 --> 00:24:40,201
Rather than me not going in, which would mean I'm not going to get the job.

367
00:24:40,201 --> 00:24:42,412
This is me going into the room and then

368
00:24:42,656 --> 00:24:46,284
every chance I've got is going to increase because I can only go up.

369
00:24:46,284 --> 00:24:48,488
Like I'm going to increase my chances by going in here.

370
00:24:48,488 --> 00:24:53,966
And I think that's what I, that's what I learned about taking those.

371
00:24:53,966 --> 00:25:04,621
uh If we had another hour beyond the hour we're gonna spend here I'd try to dig into the
subconscious of you and that psychology degree on why you have such a competitive spirit

372
00:25:04,621 --> 00:25:17,916
because it's Yeah, uh you want the competition um Yeah, you want to prove to yourself it
appears and it seems that To show people that you can you are capable.

373
00:25:17,916 --> 00:25:22,242
You're good enough um And really deep down inside like you're better than them

374
00:25:22,242 --> 00:25:23,246
You're going to break them down.

375
00:25:23,246 --> 00:25:24,413
You're the one that's going to win.

376
00:25:24,413 --> 00:25:27,816
You do it with a smile on your face, but it's fierce inside of you.

377
00:25:28,430 --> 00:25:37,259
It starts to be relentless, And you can have that relentless, there's a persistence there
that there's, and I think people have that that they can tap into and they might not

378
00:25:37,259 --> 00:25:44,376
realize that they have that, but if they start tapping into it, gets, you start seeing who
you really are and you start being able to get yourself into those rooms.

379
00:25:44,376 --> 00:25:45,526
You think you can teach that?

380
00:25:45,526 --> 00:25:50,588
Because see, you had it when you went to what you would call, we call college university.

381
00:25:50,588 --> 00:26:01,891
When you went to university for a year and then came to America, there's already something
inside of you that allowed you to make that decision that was willing to take the journey.

382
00:26:03,452 --> 00:26:04,322
Can we teach this?

383
00:26:04,322 --> 00:26:06,593
Because you had that at such a young age.

384
00:26:06,593 --> 00:26:10,644
Because the big question out there is, can it be taught or is it found?

385
00:26:11,608 --> 00:26:12,479
How bad do want it?

386
00:26:12,479 --> 00:26:13,960
Like, how bad do you want a new life?

387
00:26:13,960 --> 00:26:15,782
How bad do you want that dream of yours?

388
00:26:15,782 --> 00:26:21,828
think that's what it's, cause like we said, your goals, your dreams, your vision, they
might change as you grow.

389
00:26:21,828 --> 00:26:24,531
And so if that's going to change, how bad do you actually want it?

390
00:26:24,531 --> 00:26:27,673
Because that's where the hunger and the fire comes from.

391
00:26:27,673 --> 00:26:36,242
And I think when you're willing to go and do whatever it takes to get there, you start to
see things very differently.

392
00:26:36,718 --> 00:26:49,465
um So instead of us having to spend 20 or 30 dollars to go on Amazon and buy the book,
they've listened thus far, um give us the cliff notes.

393
00:26:49,465 --> 00:26:58,030
If you were being introduced on a stage, I'm sure you probably have at least an hour
session in Lisbon, you probably have two or three over a couple days, but maybe it's just

394
00:26:58,030 --> 00:26:58,750
one.

395
00:26:58,750 --> 00:27:05,794
But if they said you have three minutes, instead of power dating because you've already
found your wife, you've got your kids, you had three minutes.

396
00:27:06,178 --> 00:27:09,587
Tim, convince us that this book is the one that's gonna change my life.

397
00:27:11,086 --> 00:27:15,328
I think the art of negotiation is the art of possibility.

398
00:27:15,829 --> 00:27:16,349
Right.

399
00:27:16,349 --> 00:27:19,491
I think you as a person, you know, you want to achieve more.

400
00:27:19,491 --> 00:27:24,413
And so this book is going to help you unlock those doors is the keys to your bigger
future.

401
00:27:24,413 --> 00:27:25,874
That that's where this book goes.

402
00:27:25,874 --> 00:27:30,057
It's about if you imagine, like you said, I'm negotiating every single day.

403
00:27:30,057 --> 00:27:31,547
Every single moment is negotiation.

404
00:27:31,547 --> 00:27:34,429
If you start to think like that, you start to walk a bit different.

405
00:27:34,429 --> 00:27:36,000
You start to have fun with it.

406
00:27:36,000 --> 00:27:38,761
I think going back to your earlier question, can we teach that?

407
00:27:38,761 --> 00:27:40,146
Can we teach that?

408
00:27:40,146 --> 00:27:42,147
fire that get up and go.

409
00:27:42,147 --> 00:27:48,781
Well, yeah, you start to because in this book, it's going to make you put yourself in
positions where you're going to be facing rejection daily.

410
00:27:48,781 --> 00:27:52,213
And by the end of this, you're going to be feeling totally fine about it.

411
00:27:52,213 --> 00:27:54,134
So do you want change?

412
00:27:54,134 --> 00:27:57,956
Are you someone that feels anxious and nervous about negotiations?

413
00:27:57,996 --> 00:28:01,908
Do you think that you can just wing it in a negotiation?

414
00:28:01,908 --> 00:28:09,132
Because the thing is, like this is what made me start the book is that there's so many
people out there that have these big opportunities.

415
00:28:09,228 --> 00:28:17,700
and they don't prepare for their negotiations or they don't know how to, or they just ask
someone that they think is good at negotiation what they should do.

416
00:28:17,700 --> 00:28:21,421
And it's like getting a reference point from what that person doesn't know.

417
00:28:21,421 --> 00:28:24,712
It's just because you have experience doesn't mean you can execute on depression.

418
00:28:24,712 --> 00:28:27,843
It doesn't mean that they can tell you what to do and you can go and just do it.

419
00:28:27,843 --> 00:28:32,805
You need to have the right psychology, the right mindset around it and understand where
you're going.

420
00:28:32,805 --> 00:28:37,858
And so being able to pay or walk you through the fundamental building blocks.

421
00:28:37,858 --> 00:28:45,406
to get you that foundation in everyday negotiations, big and small, so that when they
come, you get what you want every time.

422
00:28:47,330 --> 00:28:52,548
The question that you asked that receptionist when you called the psychology department at
is it Goldsmith?

423
00:28:52,548 --> 00:28:53,114
Is that what the?

424
00:28:53,114 --> 00:28:55,410
was Goldsmith College, yeah, University of London.

425
00:28:55,598 --> 00:28:59,617
um when you said, hey, what would it take?

426
00:29:02,766 --> 00:29:06,131
There's so many people that haven't been willing to ask the question.

427
00:29:07,126 --> 00:29:08,026
Right.

428
00:29:08,087 --> 00:29:11,249
It's and it's the question that that changed.

429
00:29:11,249 --> 00:29:15,072
If I had begged and tried to be like, look, please.

430
00:29:16,294 --> 00:29:19,016
It's like it would have just been phoned down.

431
00:29:19,016 --> 00:29:20,537
Sorry, this is not possible.

432
00:29:20,537 --> 00:29:21,318
Right.

433
00:29:21,318 --> 00:29:25,081
But that changed the whole situation.

434
00:29:25,281 --> 00:29:27,853
It changed it to how is it possible and what would I need?

435
00:29:27,853 --> 00:29:30,286
And then I just went and executed on their plan.

436
00:29:30,286 --> 00:29:31,867
They told me what to do.

437
00:29:31,867 --> 00:29:36,020
So then they were suddenly brought in because I'm just doing what was their idea.

438
00:29:37,294 --> 00:29:40,947
um Do you think deeper with having this psychology degrees?

439
00:29:40,947 --> 00:29:41,968
It's not about a degree.

440
00:29:41,968 --> 00:29:43,359
There's something that pulled you to it.

441
00:29:43,359 --> 00:29:44,720
It's what you've learned through.

442
00:29:44,720 --> 00:29:49,524
um Is the question too big?

443
00:29:50,225 --> 00:29:53,087
What do you think all this is about and for?

444
00:29:54,048 --> 00:29:55,008
Life.

445
00:29:55,729 --> 00:29:57,070
What's your brain do with that?

446
00:29:57,070 --> 00:30:01,884
I bet you're a guy that toils with that conversation and that question, I bet.

447
00:30:03,096 --> 00:30:10,769
For me, I believe that the life that you're supposed to live is the one that there's a
person inside of you.

448
00:30:11,108 --> 00:30:16,792
It's almost like life's gonna try and chip away at you and take hits out of you.

449
00:30:16,792 --> 00:30:21,714
But actually, uh once you realize there's a perfect person inside of you, it's almost like
self-love.

450
00:30:21,714 --> 00:30:26,816
It's almost like, hey, I'm gonna go out there and I'm gonna deliver my best in every
single occasion that I can.

451
00:30:26,816 --> 00:30:31,737
And once you have that oneness with yourself, that acceptance with yourself,

452
00:30:33,575 --> 00:30:37,659
The limitlessness of what that creates, it's just freedom.

453
00:30:37,659 --> 00:30:40,812
And so then you can really start to play the game of life properly.

454
00:30:40,812 --> 00:30:54,165
And I think the quote I love the most is the one that says, if you change one person's
life, like it's Ralph Waldo Emerson is saying, if you just impact one person's life in

455
00:30:54,165 --> 00:30:57,868
your life, that in itself would be success.

456
00:30:59,630 --> 00:31:00,864
So it's like saying.

457
00:31:01,326 --> 00:31:02,494
Do you believe that?

458
00:31:03,859 --> 00:31:12,884
I do, I in my own mind, because I know that if I say that I do, then you're going to not
stop at one, right?

459
00:31:12,898 --> 00:31:13,620
Yeah.

460
00:31:13,620 --> 00:31:14,432
That's the question.

461
00:31:14,432 --> 00:31:19,291
That's the question I had because you're impacting more than one.

462
00:31:19,882 --> 00:31:24,590
Oh, and that's the coolest thing though, because I didn't stop at one.

463
00:31:24,590 --> 00:31:27,034
because because you just takes one.

464
00:31:27,034 --> 00:31:32,802
And so you get your first one, you realize the amount that you have changed you can create
in someone's life.

465
00:31:32,878 --> 00:31:34,339
Hey, thanks for tuning in.

466
00:31:34,419 --> 00:31:42,304
If you like these types of conversations, be sure to follow the necessary entrepreneur on
your favorite platform so you never miss out on future content.

467
00:31:42,385 --> 00:31:44,036
This is a good little junket off.

468
00:31:44,036 --> 00:31:50,971
We'll get back on here with what you believe about leadership and sales performance and
how the art of negotiations driving those.

469
00:31:50,971 --> 00:31:53,733
But uh tell us what's happening in Dubai.

470
00:31:53,733 --> 00:32:02,068
I know everybody in your world has been to Dubai, but me and most of the people in mine
and little America here, most of us haven't been to Dubai and that's in UAE, correct?

471
00:32:02,382 --> 00:32:02,824
That's right.

472
00:32:02,824 --> 00:32:06,050
And President Trump is here in UAE right now today, actually.

473
00:32:06,050 --> 00:32:09,056
selling a big Boeing deal with Qatar Airways.

474
00:32:09,379 --> 00:32:14,362
The biggest deal ever in Boeing's history, more jets and more planes and more GE engines
than anyone.

475
00:32:14,362 --> 00:32:15,644
So yeah.

476
00:32:15,650 --> 00:32:22,546
Yeah, Dubai is a hotspot right now for crypto and blockchain, m but also for AI.

477
00:32:22,546 --> 00:32:28,881
Like you drive around here, all the advertisements are around how AI can help you in your
business.

478
00:32:28,881 --> 00:32:31,283
It's like the future, basically.

479
00:32:31,283 --> 00:32:39,781
can see, and I'm not saying it is, but I'm just saying the way that they've structured
this city for Dubai within the UAE is quite clever.

480
00:32:39,781 --> 00:32:42,113
And you can see the progress there, right?

481
00:32:42,113 --> 00:32:44,254
It's quite luxury in the sense that

482
00:32:44,812 --> 00:32:51,389
Yeah, there's a lot of supercars and a lot of fancy hotels and like the first Bugatti
hotel and all this kind of stuff going on.

483
00:32:51,389 --> 00:32:54,632
But then as well, the people are just so lovely.

484
00:32:54,632 --> 00:33:00,148
Like this, there's a lot of warmth here in terms of how you're treated.

485
00:33:00,148 --> 00:33:04,512
And I think it's a really cool city to experience.

486
00:33:04,622 --> 00:33:08,536
Does it feel like almost that the culture of that city is what you believe?

487
00:33:08,536 --> 00:33:10,662
Like they just believe anything's possible.

488
00:33:11,980 --> 00:33:13,281
Definitely, because they've seen it.

489
00:33:13,281 --> 00:33:18,530
They've seen this city rise out of the desert and in such a fast pace of time.

490
00:33:18,530 --> 00:33:20,217
I'd say that's similar to Singapore.

491
00:33:20,217 --> 00:33:25,341
In a similar way, in the last 60 years, they've gone from a third world country to a first
world country.

492
00:33:25,341 --> 00:33:39,923
They've seen, again, from living in more like huts and little towns to now huge
skyscrapers and $8 billion marina-based sands with a boat and all this stuff going on and

493
00:33:39,923 --> 00:33:41,354
a big financial and

494
00:33:41,410 --> 00:33:42,728
data center.

495
00:33:42,734 --> 00:33:46,410
They really give credit to the president.

496
00:33:46,410 --> 00:33:47,501
He's not with us anymore.

497
00:33:47,501 --> 00:33:53,620
But it's as if that one guy and his vision for Singapore changed the entire mindset of
that country.

498
00:33:53,932 --> 00:34:01,356
Lee Kuan Yew, yeah, he absolutely did um in the sense that Singapore was quite a lawless
place.

499
00:34:01,356 --> 00:34:08,990
Obviously, the English was there before and they were there for about 150 years before
that.

500
00:34:08,990 --> 00:34:19,206
But it was quite a dangerous place to be because it was a trading port and you had
everyone coming by on their boats and pirates and lots of opium and all this other stuff

501
00:34:19,206 --> 00:34:19,696
going on.

502
00:34:19,696 --> 00:34:21,857
Everything gambling was there.

503
00:34:21,857 --> 00:34:23,787
It was just a mecca of people.

504
00:34:23,787 --> 00:34:27,359
It's quite dangerous in that you'd have gangs walking down the street with machetes.

505
00:34:27,359 --> 00:34:30,260
Lee Kuan Yew comes in, zero tolerance.

506
00:34:30,500 --> 00:34:34,722
From that day on, they implemented zero tolerance.

507
00:34:34,722 --> 00:34:36,323
They cleaned up all the gangs.

508
00:34:36,323 --> 00:34:38,164
They implemented a set of rules.

509
00:34:38,164 --> 00:34:40,204
They transitioned to language of English.

510
00:34:40,204 --> 00:34:43,446
uh Education became very important.

511
00:34:43,446 --> 00:34:47,288
And then he built the people from there and they followed.

512
00:34:47,288 --> 00:34:50,830
And it was just this rocket to success.

513
00:34:50,830 --> 00:34:52,230
um

514
00:34:52,544 --> 00:34:54,604
It's a great place.

515
00:34:54,604 --> 00:34:57,224
You should definitely visit Dubai and Singapore.

516
00:34:58,088 --> 00:35:09,309
Um, one of the, uh, people that's built a great career inside one of the companies
operate, he recently took a 20 day cruise throughout Asia and he spent his last four or

517
00:35:09,309 --> 00:35:11,451
five days with a terrible note snowstorm in the winter.

518
00:35:11,451 --> 00:35:13,073
He said, I'm not going back to that.

519
00:35:13,073 --> 00:35:18,758
So he stayed for an extra three or four or five days in Singapore and, he can't stop
talking about it.

520
00:35:18,818 --> 00:35:19,590
Well, there you go.

521
00:35:19,590 --> 00:35:19,909
Yeah.

522
00:35:19,909 --> 00:35:20,842
oh

523
00:35:20,842 --> 00:35:24,384
Yeah, he said, that's amazing.

524
00:35:24,384 --> 00:35:37,236
So if the foundation to what you've built and it unlocked you all the way back in the
beginning of having that thing happen that had all the locks and they had thrown away the

525
00:35:37,236 --> 00:35:43,601
keys of negotiation, because you negotiated your way into being able to go to the
University of London.

526
00:35:44,182 --> 00:35:49,238
If that's the foundation, where do we stack the pyramid for there where this can impact?

527
00:35:49,238 --> 00:35:58,051
leadership and the level of success that leaders can have and how influential they can be
and at the end of the day they can then impact sales performance by driving their sales

528
00:35:58,051 --> 00:35:58,452
leaders.

529
00:35:58,452 --> 00:36:01,015
um Where's this thing?

530
00:36:01,196 --> 00:36:04,471
Where's the negotiation and the understanding and the mastery and the art of it?

531
00:36:04,471 --> 00:36:05,652
Where's this go?

532
00:36:07,180 --> 00:36:09,812
There's unlimited potential here, right?

533
00:36:09,812 --> 00:36:16,255
This is something that doesn't matter what stage of life you're at, you can start to look
at in depth, right?

534
00:36:16,255 --> 00:36:21,998
Because the way you communicate, it's all about communication, right?

535
00:36:21,998 --> 00:36:29,863
It's why they tell you in couples therapy, like they don't tell you to just focus on like
the things that you think.

536
00:36:29,863 --> 00:36:31,454
It's all about communication.

537
00:36:31,454 --> 00:36:33,185
They tell you to start listening to the person.

538
00:36:33,185 --> 00:36:36,266
I guarantee if you're having an argument with your partner,

539
00:36:36,638 --> 00:36:37,609
and it's getting heated.

540
00:36:37,609 --> 00:36:40,782
If you just said, hey, I'm not hearing you right now.

541
00:36:40,782 --> 00:36:42,478
What I'm going to do is I'm going to stop.

542
00:36:42,478 --> 00:36:45,121
I'm going to focus on hearing you and what you're saying.

543
00:36:45,121 --> 00:36:46,072
And then I'm going to cross check.

544
00:36:46,072 --> 00:36:47,578
I'm going to say, Hey, did I get that right?

545
00:36:47,578 --> 00:36:50,890
And you're going to repeat back what they said and you're going to check every single
time.

546
00:36:50,890 --> 00:36:55,234
And so you start to calibrate and make sure that you're on the same page.

547
00:36:55,234 --> 00:37:03,140
If you do that, the emotional tension and the resistance will come down and then you'll be
able to actually start hearing them.

548
00:37:03,501 --> 00:37:04,908
that's when you go to say like,

549
00:37:04,908 --> 00:37:08,930
I don't agree with some of this stuff or you don't understand my point, but that's okay.

550
00:37:08,930 --> 00:37:10,431
I'm going to focus on you for right now.

551
00:37:10,431 --> 00:37:14,203
And just that switch in you trying to understand them.

552
00:37:14,203 --> 00:37:17,625
So this is playing out in relationships, but it's also playing out in business.

553
00:37:17,625 --> 00:37:24,799
And because when we're in the business world, we're chasing all that validation and
companies do this on purpose, right?

554
00:37:24,799 --> 00:37:25,970
And it's quite competitive.

555
00:37:25,970 --> 00:37:33,378
And especially in sales, you want to be top of the sales leaderboard and you want to be
out there with your name in every single.

556
00:37:33,378 --> 00:37:37,279
PR press release and it's just geared that way.

557
00:37:37,279 --> 00:37:39,330
And so everyone's chasing that validation.

558
00:37:39,330 --> 00:37:50,063
But when you can rock up and you're the calm one and you're able to hold your silence and
everyone around you is panicking or chasing this external validation and thinking that the

559
00:37:50,063 --> 00:37:52,303
loudest is who gets everything.

560
00:37:52,383 --> 00:37:58,105
And you're able to just observe and retain your power.

561
00:37:58,625 --> 00:38:02,666
And then when shit hits the fan and something goes wrong,

562
00:38:02,754 --> 00:38:10,077
That's when these people that have been running around doing all the politics, they don't
know how to negotiate, influence and persuade.

563
00:38:10,397 --> 00:38:16,620
You, who's the calm one, carefully able to articulate a concrete plan is able to lead.

564
00:38:16,620 --> 00:38:23,143
That's where you start to amass power because people start looking to you because you've
been able to be calm under pressure.

565
00:38:23,143 --> 00:38:31,564
So I think there's so many ways that these skills are applicable, whether you're in the
boardroom, whether you're a CEO, founder.

566
00:38:31,564 --> 00:38:40,659
especially founder CEOs at the exact level or whether you're just starting out in your
career because negotiation is almost uh like a meta skill.

567
00:38:40,659 --> 00:38:43,060
It has a compounding effect to it.

568
00:38:43,060 --> 00:38:44,340
It's a multiplier.

569
00:38:44,340 --> 00:38:53,905
If you learn negotiation to an advanced level and it's not just tactics and strategies,
it's how you show up in the world has a multiplying effect on your life.

570
00:38:54,145 --> 00:38:55,956
And it's just, I love it.

571
00:38:56,608 --> 00:39:02,027
Isn't it very important it's circling back, isn't it so important that you have to know
what you're working towards?

572
00:39:03,822 --> 00:39:06,768
100 % I think that's the starting point, right?

573
00:39:06,768 --> 00:39:12,138
You need to sit down and know what it is exactly, specifically that you want.

574
00:39:12,180 --> 00:39:15,806
Because once you know that, you can start to prepare.

575
00:39:15,950 --> 00:39:16,211
Yeah.

576
00:39:16,211 --> 00:39:20,936
Because you knew that, I want to get into this university.

577
00:39:21,789 --> 00:39:23,266
yeah, was no doubt in my mind.

578
00:39:23,266 --> 00:39:23,516
Right.

579
00:39:23,516 --> 00:39:29,010
So then every directive that you gave yourself and every action you took was going in that
direction.

580
00:39:29,010 --> 00:39:35,935
And anytime someone wanted to deviate you off of it, you need to negotiate yourself back
onto the line to make sure that's where you were going.

581
00:39:35,935 --> 00:39:42,931
It's as if a ship, say I have this destination, I plug it into the GPS or you're on a jet
and that jet is on autopilot.

582
00:39:42,931 --> 00:39:45,392
And if it deviates from the course, you got to know where you're going.

583
00:39:45,392 --> 00:39:48,165
So you just, so can redirect it and make the adjustment to get back on course.

584
00:39:48,165 --> 00:39:49,206
You just smiled.

585
00:39:49,206 --> 00:39:50,696
What'd you just smile about?

586
00:39:50,808 --> 00:39:59,323
No, no, am just, I'm agreeing because I think this this is, it's so important because
other people will start to, again, negotiate on your behalf or negotiate you that you

587
00:39:59,323 --> 00:40:02,955
won't, you won't understand that they're actually telling you, hey, no, go to another
university.

588
00:40:02,955 --> 00:40:04,466
I'll get you in, I'll make a call for you.

589
00:40:04,466 --> 00:40:08,938
But if you're dead set on going to that university, because you know that's a red herring,
right?

590
00:40:08,938 --> 00:40:09,739
That ain't going to happen.

591
00:40:09,739 --> 00:40:12,550
They're just pushing the problem of you to there.

592
00:40:12,550 --> 00:40:17,193
And once you do that and you start entertaining that idea, you've diluted your power.

593
00:40:17,193 --> 00:40:19,936
You've diluted everything that I'm telling you not to do.

594
00:40:19,936 --> 00:40:23,167
It's the fact that you're there going, hey, I'm budging.

595
00:40:23,167 --> 00:40:26,359
And that's really important because that'll put this whole thing.

596
00:40:26,359 --> 00:40:33,442
I know we're talking about universities and getting into college, but this is a massive
thing that plays out in the bigger deals when you're negotiating multimillion dollar

597
00:40:33,442 --> 00:40:42,305
deals, because people are going to rock up and they will be master manipulators and they
will have tons of red herrings on the table that they know, hey, you want me to make a

598
00:40:42,305 --> 00:40:44,366
concession so that we can do a reciprocal?

599
00:40:44,366 --> 00:40:46,027
Okay, that's fine reciprocity.

600
00:40:46,027 --> 00:40:46,561
let's do it.

601
00:40:46,561 --> 00:40:47,037
I'm all good.

602
00:40:47,037 --> 00:40:47,858
I'm collaborative.

603
00:40:47,858 --> 00:40:49,438
I'll take these back.

604
00:40:49,442 --> 00:40:52,883
These things, these are that I never wanted anyway.

605
00:40:52,883 --> 00:40:59,882
You'll think that you've got something and then you'll give something that you actually
really needed because you didn't fully know what you wanted.

606
00:40:59,882 --> 00:41:01,926
And that's the point, right, Mark?

607
00:41:01,926 --> 00:41:06,067
Like people think that this is just about money, but there's so many parts.

608
00:41:06,067 --> 00:41:10,638
And if you're a salesperson, you need to know, is it a short term or long term game you're
playing?

609
00:41:10,638 --> 00:41:11,528
What's more important?

610
00:41:11,528 --> 00:41:12,719
Is it revenue or profit?

611
00:41:12,719 --> 00:41:13,559
Is it pipeline?

612
00:41:13,559 --> 00:41:14,989
Is it qualified leads?

613
00:41:14,989 --> 00:41:16,150
What is the most important?

614
00:41:16,150 --> 00:41:17,262
Is it new logos?

615
00:41:17,262 --> 00:41:19,065
Like where are you in that business cycle?

616
00:41:19,065 --> 00:41:20,126
Where is your business?

617
00:41:20,126 --> 00:41:23,792
And because that's dynamic, there's like loads of layers, right?

618
00:41:23,792 --> 00:41:25,174
And it's always changing.

619
00:41:25,174 --> 00:41:27,908
So you need to be strategic and that's why negotiate.

620
00:41:27,908 --> 00:41:32,264
This is negotiation and it's playing out in everyday life all the time.

621
00:41:32,264 --> 00:41:33,915
And you can be a master at it.

622
00:41:34,511 --> 00:41:41,566
Um, identify the finish line of the current thing you're working on, Identify that.

623
00:41:41,902 --> 00:41:43,080
uh Yeah.

624
00:41:44,654 --> 00:41:48,014
Um so you have a new book coming.

625
00:41:48,014 --> 00:41:49,134
I love the title.

626
00:41:49,134 --> 00:41:49,794
I don't even care.

627
00:41:49,794 --> 00:41:50,514
It's gonna be a book.

628
00:41:50,514 --> 00:41:54,994
I don't even care to read it Tim Castle but it's the next one's the first domino.

629
00:41:54,994 --> 00:41:55,954
I'm like oh my gosh.

630
00:41:55,954 --> 00:41:57,638
Where's the first domino fall?

631
00:41:58,530 --> 00:42:00,071
But yeah, that's great.

632
00:42:00,071 --> 00:42:01,592
That's a great segue into it.

633
00:42:01,592 --> 00:42:07,457
So yeah, the first domino was something I do a lot of coaching with founders, CEOs,
startups, as you can imagine.

634
00:42:07,457 --> 00:42:18,265
And so one of the things that struck me when I started doing these, these for accelerators
that have like 20 startups and maybe they're in property or health was that sometimes the

635
00:42:18,265 --> 00:42:21,950
founders are quite technically focused and they're very creative people.

636
00:42:21,950 --> 00:42:25,198
They've, they've coded this business or they've built this app or they've

637
00:42:25,198 --> 00:42:29,858
done this project or they've jumped out of one business and come in and they built their,
their dream company.

638
00:42:29,898 --> 00:42:38,618
And about two years in what's happened, Mark is they've gone out and they've tried to
pitch it or they've tried to sell it or they try to get their first client and it hasn't

639
00:42:38,618 --> 00:42:38,978
worked.

640
00:42:38,978 --> 00:42:41,598
And now they're two years in and they're starting to panic.

641
00:42:41,598 --> 00:42:46,118
And at that exact moment is the moment that they will start listening to me.

642
00:42:46,118 --> 00:42:48,198
Before that, they'll think, no, that's okay.

643
00:42:48,198 --> 00:42:50,478
We've got some runway and we've got some cashflow.

644
00:42:50,478 --> 00:42:52,878
We've raised some friends and family around.

645
00:42:52,878 --> 00:42:54,988
Maybe we've got a smaller investment.

646
00:42:54,988 --> 00:42:59,763
whatever it is, and they feel fine and they haven't got enough urgency behind them.

647
00:42:59,763 --> 00:43:02,318
They haven't gotten enough get up and go.

648
00:43:02,318 --> 00:43:04,830
What's the first domino that then they're willing to listen?

649
00:43:05,454 --> 00:43:14,066
Well, no, the first dominoes, so you've got all of these dominoes that need to fall in
order to knock the first domino.

650
00:43:14,066 --> 00:43:17,918
The first domino is actually your first flagship client.

651
00:43:17,918 --> 00:43:22,499
The client that's going to change everything for you because then once you've done that,
you've got that client.

652
00:43:22,499 --> 00:43:26,060
You can prove business market fit, product fit.

653
00:43:26,060 --> 00:43:27,610
You can prove runway.

654
00:43:27,610 --> 00:43:29,021
It opens up so much.

655
00:43:29,021 --> 00:43:30,921
And that's what everyone's chasing.

656
00:43:30,921 --> 00:43:33,812
And especially when you're a founder and you've put everything on the line.

657
00:43:33,858 --> 00:43:36,160
You maybe mortgaged your house to go and do this business.

658
00:43:36,160 --> 00:43:39,263
Everybody is waiting for you to go pull this off.

659
00:43:39,263 --> 00:43:40,863
So it's a lot of pressure.

660
00:43:40,984 --> 00:43:46,609
And so the first domino that I talk about in the book is prospecting because I think
that's the first thing.

661
00:43:46,609 --> 00:43:56,967
When someone is writing a prospecting email and they are in that position, either they're
a new sales manager that's gone into a business, they've taken a new job and that they may

662
00:43:56,967 --> 00:43:58,392
be 10 years into the business.

663
00:43:58,392 --> 00:44:01,173
but they have about 90 days to prove their worth, right?

664
00:44:01,173 --> 00:44:04,524
They've got to make an impact and they've got to make some revenue impact in 90 days.

665
00:44:04,524 --> 00:44:05,164
Let's be clear.

666
00:44:05,164 --> 00:44:07,485
Everyone will say, hey, you've got six months to ramp up.

667
00:44:07,485 --> 00:44:08,135
No, you haven't.

668
00:44:08,135 --> 00:44:13,867
You've got about three weeks to start really hustling and landing some big meetings.

669
00:44:13,867 --> 00:44:20,549
And so what happens is it's the same thing as the entrepreneur that's about 40 years of
age.

670
00:44:20,549 --> 00:44:22,840
They put everything on this, this bet.

671
00:44:22,840 --> 00:44:26,862
to back the company that they've just built and they need to go land their first flagship
client.

672
00:44:26,862 --> 00:44:28,792
They're both in the same position.

673
00:44:28,953 --> 00:44:37,376
And they send out all these emails, reeking of desperation, filled with jargon, not able
to get cut through and they sound like everybody else.

674
00:44:37,376 --> 00:44:43,698
And then what they do is they hire and they outsource this part, which they don't need to
do to somebody else, because they panic.

675
00:44:43,979 --> 00:44:51,171
So they're either doing a scatter gun approach where they're pinging every single person
they know in these roles and they're just destroying any value that they could create.

676
00:44:51,171 --> 00:44:52,852
And so what we talk about

677
00:44:52,990 --> 00:45:00,096
is and this is in my book, The Momentum Sales Model, which just won silver at one of the
big US book awards this year.

678
00:45:00,096 --> 00:45:01,550
So it's been a really good year so far.

679
00:45:01,550 --> 00:45:04,410
um It's the nine before nine a.m.

680
00:45:04,410 --> 00:45:14,789
strategy and it's just it's teaching people to get in front of nine prospects either via
text, by email or actually in front of them for coffee every single day before nine a.m.

681
00:45:14,789 --> 00:45:21,578
because if you start to have that rhythm, you've got nine qualified prospects coming in
that you're going to follow up with.

682
00:45:21,578 --> 00:45:25,670
every three days until they talk to you, till they give you a meeting, right?

683
00:45:25,670 --> 00:45:29,101
And then this is what you should be doing.

684
00:45:29,821 --> 00:45:33,723
When you're sending out these emails, there needs to be one clear ask.

685
00:45:33,723 --> 00:45:42,117
You need to put that ask in the second sentence so that that person who's time poor can
actually understand what the heck you want from them, because you're coming at them blind

686
00:45:42,117 --> 00:45:43,047
and you want a meeting.

687
00:45:43,047 --> 00:45:44,528
That's all you're trying to get.

688
00:45:44,528 --> 00:45:49,179
So you don't need to sell them the earth, the world, all in that one email.

689
00:45:49,179 --> 00:45:50,930
You don't need to convince them.

690
00:45:50,946 --> 00:45:54,322
You just need to ask for the meeting and give them a reason why.

691
00:45:54,322 --> 00:45:55,373
And that's

692
00:45:55,467 --> 00:46:00,129
It's the reason why about them and how you can help them and their wife and their business
pretty much.

693
00:46:00,129 --> 00:46:01,632
Is that what it comes down to?

694
00:46:01,762 --> 00:46:08,300
Yeah, but it comes down to you, not in any of the ways that we've seen it on LinkedIn.

695
00:46:08,310 --> 00:46:09,612
non-desperation ways.

696
00:46:09,612 --> 00:46:12,026
Yeah, when you're desperate, right, you lose all leverage.

697
00:46:12,026 --> 00:46:12,313
I correct?

698
00:46:12,313 --> 00:46:13,758
Is that a proper statement?

699
00:46:14,318 --> 00:46:17,878
I think you destroy, it goes the other way, you're sabotaging.

700
00:46:17,878 --> 00:46:20,083
Yeah.

701
00:46:21,230 --> 00:46:23,124
This seems so simple to you now.

702
00:46:24,732 --> 00:46:26,177
Yeah, I mean, it's

703
00:46:28,238 --> 00:46:29,974
My simple, fun.

704
00:46:30,798 --> 00:46:32,019
It's super fun.

705
00:46:32,019 --> 00:46:35,200
just who do we need to get in touch with?

706
00:46:35,200 --> 00:46:39,222
And then the joy of like knowing that you can help people.

707
00:46:39,222 --> 00:46:41,432
I think this is the part that people mistake with sales.

708
00:46:41,432 --> 00:46:45,984
It's that you're not emailing them to convince them to buy what you've got because it's
going to make you commission.

709
00:46:45,984 --> 00:46:54,818
You're emailing them because you have a value to offer and you're doing them a disservice
if you don't tell them about this product is going to change their business.

710
00:46:54,818 --> 00:46:57,269
It's a disservice because you have that information.

711
00:46:57,269 --> 00:46:59,490
As long as you hold that and you know that you have value.

712
00:46:59,490 --> 00:47:08,275
which you do because you're working for a good company or you've built a good company, go
with that in your heart and go out there and knock on that door.

713
00:47:08,275 --> 00:47:09,721
I mean, you should just be.

714
00:47:09,862 --> 00:47:14,206
Yeah, that's what I'd say is close, close deals, not doors, basically.

715
00:47:14,680 --> 00:47:16,417
Mm-hmm.

716
00:47:19,630 --> 00:47:24,910
If you had to here in your forties, I don't want this to be just some cliche and throw
away questions.

717
00:47:24,910 --> 00:47:36,850
I don't even, I don't even love to have those, but I'm, if you had to start all over
today, if it all went away, no more speaking again, engagements on the calendar, no more

718
00:47:36,850 --> 00:47:39,010
revenue coming in, all the money goes away.

719
00:47:39,010 --> 00:47:47,570
And the only thing you have left is your family and the one or two friends that really is
probably all you really need.

720
00:47:47,639 --> 00:47:48,424
Mm-hmm.

721
00:47:50,200 --> 00:47:51,144
What do you do?

722
00:47:55,660 --> 00:47:57,877
I still get to keep everything I've learned.

723
00:47:58,904 --> 00:47:59,794
percent.

724
00:48:00,130 --> 00:48:09,739
then that's beauty because I think we're coming into a time now where anyone can take
that, everything's going to become about your personal brand, right?

725
00:48:09,739 --> 00:48:13,962
And you are the enterprise, right?

726
00:48:13,962 --> 00:48:15,043
It's the enterprise of you.

727
00:48:15,043 --> 00:48:17,926
So it's not about needing something, because it's all going to go away.

728
00:48:17,926 --> 00:48:20,638
You could have a job and then the next day you're fired or let go.

729
00:48:20,638 --> 00:48:22,100
It's your personal brand.

730
00:48:22,100 --> 00:48:22,940
So you start there.

731
00:48:22,940 --> 00:48:24,232
You start with what you know.

732
00:48:24,232 --> 00:48:27,042
You have to realize that you have value inside you.

733
00:48:27,042 --> 00:48:28,603
that can change someone else's life.

734
00:48:28,603 --> 00:48:32,666
And you just have to find the thing that you know in your heart you're supposed to share.

735
00:48:32,666 --> 00:48:35,378
And so I would start back there and go, hey, what do I know?

736
00:48:35,378 --> 00:48:37,769
Maybe it's that experience that you just talked to me about.

737
00:48:37,769 --> 00:48:39,090
Everything's just disappeared.

738
00:48:39,090 --> 00:48:42,292
That in itself is an experience that people are going to go through.

739
00:48:42,292 --> 00:48:46,565
Maybe I can help people go from zero to one because I'm just going to go do that.

740
00:48:46,565 --> 00:48:51,359
And maybe I can build a community around that and take people with me on the journey and
we can do it together.

741
00:48:51,359 --> 00:48:53,300
would also do this.

742
00:48:53,300 --> 00:48:56,972
I would also set up a company that takes kids.

743
00:48:57,154 --> 00:49:05,977
to Bali with one of their parents or two other parents, but usually one of their parents
to Bali or a country that has a mountain.

744
00:49:05,977 --> 00:49:15,969
And we would do a retreat and I would teach those kids about self-worth and about
courageousness and about being able to push through limitations.

745
00:49:15,969 --> 00:49:17,910
And we would go up at 2 a.m.

746
00:49:17,910 --> 00:49:22,741
and we'd climb that mountain to sunrise and we would do an amazing retreat experience.

747
00:49:22,741 --> 00:49:25,666
That is in my heart, something that I know I'm gonna go do.

748
00:49:25,666 --> 00:49:32,761
Because if you start at that grassroots level and you give those kids that self-belief,
it's going to change the trajectory of a whole generation of people.

749
00:49:32,761 --> 00:49:43,518
So that's something I'd probably do if it all went away, because I know that that's doing
what I said, skills in here that I can go teach, I can go change someone's life.

750
00:49:43,518 --> 00:49:45,580
I think that's in everyone, right?

751
00:49:45,580 --> 00:49:52,985
It's always knowing that your experience, the way that you say something can impact
someone so much that they can change the whole trajectory of their life that they can

752
00:49:52,985 --> 00:49:54,005
transform.

753
00:49:54,005 --> 00:49:55,486
I've seen people that...

754
00:49:55,640 --> 00:50:02,393
they were alcoholics and they've got sober and now they're training people how to get
sober, right?

755
00:50:02,393 --> 00:50:04,234
So they've gone through that whole thing.

756
00:50:04,234 --> 00:50:11,547
It's like the experience of you, you're best equipped to help that person that was once
you, right?

757
00:50:11,547 --> 00:50:13,347
And so it's beautiful.

758
00:50:13,347 --> 00:50:14,578
So we can all start again.

759
00:50:14,578 --> 00:50:16,274
We can all start to create value.

760
00:50:16,274 --> 00:50:24,872
And I think that's only gonna compound more and more because authenticity is key,
especially in this world of AI and how fast that's going.

761
00:50:26,412 --> 00:50:34,147
Alright, so we all have our the strings of our heart pulled by you wanting to take the
kids and take them to the top of the mountain at 2 AM.

762
00:50:35,388 --> 00:50:38,380
Yep, but aren't there so many adults that need this too?

763
00:50:39,832 --> 00:50:48,298
Well, that's the cool thing because if the parent is coming, it's that who's actually
training and would the parent come on the retreat or would they be too scared to come on

764
00:50:48,298 --> 00:50:51,009
the retreat, but would they come for their kid?

765
00:50:51,290 --> 00:50:56,953
So am I creating a double experience because actually that mountain is really hard to
climb.

766
00:50:56,953 --> 00:50:59,735
And when they do it with their kid, it's like a double bonding experience.

767
00:50:59,735 --> 00:51:04,778
So I think, I think there's, there's a huge amount of uh adults that need this, but

768
00:51:04,878 --> 00:51:10,509
Yeah, I've seen that just because you can put a retreat on for adults doesn't mean that
they're able to come.

769
00:51:10,831 --> 00:51:14,688
But give it in that form, you give to both.

770
00:51:14,990 --> 00:51:16,712
and then they become a leader.

771
00:51:23,148 --> 00:51:24,159
It's the unknown.

772
00:51:24,159 --> 00:51:25,050
It's the unknown, right?

773
00:51:25,050 --> 00:51:28,920
If they haven't done it before, it's the who else is going to be on the trip.

774
00:51:28,920 --> 00:51:30,684
What are you actually going to make me do?

775
00:51:30,684 --> 00:51:32,135
Do I do I have all the details?

776
00:51:32,135 --> 00:51:33,126
Are you going to surprise me?

777
00:51:33,126 --> 00:51:34,007
Am I good enough?

778
00:51:34,007 --> 00:51:35,948
Can I invest in myself?

779
00:51:35,948 --> 00:51:42,094
Do I love myself to actually put the money aside and say, I'm going to pay for this for
me?

780
00:51:42,094 --> 00:51:42,894
Right.

781
00:51:42,894 --> 00:51:50,609
It's a bit like if you once you start going to really nice hotels or really nice holidays,
dropping your standard again just becomes impossible.

782
00:51:50,609 --> 00:51:52,822
And it should it should because then

783
00:51:53,182 --> 00:51:57,297
You essentially hold yourself to that level once you start deviating off that.

784
00:51:57,297 --> 00:52:00,429
And it's the same thing with self-love and self-care.

785
00:52:00,791 --> 00:52:04,544
If you're not willing to invest in yourself, then nothing's going to change.

786
00:52:04,844 --> 00:52:07,042
Yeah, once you know it's possible, can't unlearn that.

787
00:52:07,042 --> 00:52:11,416
I'm assuming you also are either flying business class or first class is what I'm
assuming.

788
00:52:11,416 --> 00:52:12,608
It's not coach.

789
00:52:13,287 --> 00:52:14,849
But it's the same thing, right?

790
00:52:14,849 --> 00:52:18,178
Because you go back into economy and then you're like, I can't

791
00:52:18,178 --> 00:52:20,079
I don't have to do this, I'm more capable.

792
00:52:20,079 --> 00:52:26,227
I know exactly how I can accomplish the thing that's more convenient, that's more
comfortable, that gives me a better adventure.

793
00:52:26,227 --> 00:52:28,810
I know that, so why am I settling for less?

794
00:52:28,810 --> 00:52:32,530
Once you've proven it to yourself, you can't unlearn or unknow this.

795
00:52:32,530 --> 00:52:39,817
subconsciously shouldn't then put yourself in that position because subconsciously you're
saying to yourself, m we're back here again.

796
00:52:40,426 --> 00:52:42,927
I a tantrum if I ever have to ride coach now.

797
00:52:42,927 --> 00:52:44,947
I throw a tantrum inside.

798
00:52:45,968 --> 00:52:50,609
I'm like that four year old kid that's not getting what they want when they're at the
store with the parent.

799
00:52:51,889 --> 00:52:52,860
Yeah, I do it inside.

800
00:52:52,860 --> 00:52:55,190
No one sees anymore, but I'm so mad about it.

801
00:52:55,190 --> 00:53:04,613
Yeah, it's the same thing that and I don't know how if we grew up similar, but um I grew
up with a lot of love from a mom, but didn't have the financial understanding and the

802
00:53:04,613 --> 00:53:05,533
financial literacy.

803
00:53:05,533 --> 00:53:07,324
Those weren't things that my family understood.

804
00:53:07,324 --> 00:53:08,674
So I had to when we were.

805
00:53:08,674 --> 00:53:16,959
We were poor on cash, but now I find myself, when I go to the beach, you all call it on
holiday, we call it vacation.

806
00:53:17,680 --> 00:53:18,441
Yep.

807
00:53:18,441 --> 00:53:20,472
So we do it for a week.

808
00:53:20,472 --> 00:53:22,784
You Europeans do it for weeks.

809
00:53:24,986 --> 00:53:33,991
And so, but when I go to the beach now, I don't, I don't want to stay across the street
from the beach.

810
00:53:34,792 --> 00:53:37,454
I want to stay in the house.

811
00:53:37,780 --> 00:53:44,312
on the beach that I get on my own private walkway over the dune to the sand.

812
00:53:44,393 --> 00:53:45,873
That's what I want.

813
00:53:45,893 --> 00:53:47,454
And I know I'm capable of it.

814
00:53:47,454 --> 00:53:52,856
And since I'm capable of it, I know the experience is going to be better and it's going to
make that week more enjoyable.

815
00:53:54,196 --> 00:53:59,058
It's important that I hold myself accountable that that's what's achieved every time.

816
00:53:59,790 --> 00:54:00,590
That's so true, Monk.

817
00:54:00,590 --> 00:54:02,730
And that's it because it comes back to that question.

818
00:54:02,730 --> 00:54:03,510
What's this all for?

819
00:54:03,510 --> 00:54:04,390
What's life all about?

820
00:54:04,390 --> 00:54:06,330
It's the memories, the experiences that you're creating.

821
00:54:06,330 --> 00:54:08,250
That's what it's all about.

822
00:54:08,250 --> 00:54:15,550
And if we start in our minds saying, we'll do it later, or we'll do it that one time, if
you don't ever touch the dream, you don't ever start living the dream, you've got to put

823
00:54:15,550 --> 00:54:22,270
yourself in the race, start playing the game properly and start going out and going, hey,
I want to live like this from today.

824
00:54:22,270 --> 00:54:23,110
And that's it.

825
00:54:23,110 --> 00:54:24,550
There's no going back.

826
00:54:24,550 --> 00:54:26,730
And that's how you live a big life.

827
00:54:26,734 --> 00:54:38,060
um Is there a negotiator that as you've traveled this journey and you became one of the
gurus and know how to teach us how to change our lives and how to be better negotiators?

828
00:54:38,161 --> 00:54:47,046
Is there someone that maybe we don't even know they were a negotiator that you admire the
most that you say, that's the negotiator I admire?

829
00:54:47,086 --> 00:54:55,329
And I think the people that really spring to mind for me probably aren't the most obvious
ones in that negotiation list or that would be the strategic ones.

830
00:54:55,329 --> 00:54:58,611
It's the people that have been able to create something from nothing, right?

831
00:54:58,611 --> 00:55:02,540
So they might have started by sleeping on people's couches and now they've ended up like a
billionaire.

832
00:55:02,540 --> 00:55:11,047
People like Jesse Itzler that's out there and he's a living example of someone who's
living, you he gets up, he eats fruit till noon and does all of these, like he does

833
00:55:11,047 --> 00:55:12,058
everything that he wants to do.

834
00:55:12,058 --> 00:55:14,030
And that's what people should be doing.

835
00:55:14,030 --> 00:55:14,722
He's...

836
00:55:14,722 --> 00:55:24,199
going out there going, hey, I've got this company when he started and went into the
Starbucks and bought all the muffins from the shop because he noticed that everyone was

837
00:55:24,199 --> 00:55:28,732
coming from the TEDx conference across to get coffee and muffins, right?

838
00:55:28,732 --> 00:55:34,506
And then he started pitching them when they wanted a muffin because the shop didn't have
any muffins and landed his first client.

839
00:55:34,506 --> 00:55:37,968
It's like these people that can do that, type of stuff.

840
00:55:37,968 --> 00:55:39,429
I also love Will Godera.

841
00:55:39,429 --> 00:55:41,721
He wrote Unreasonable Hospitality.

842
00:55:41,721 --> 00:55:43,382
He's, he's a really

843
00:55:43,646 --> 00:55:52,028
awesome guy, just the words he uses and the way he brings the story to life is just, if
you haven't read that, absolutely.

844
00:55:52,028 --> 00:55:56,450
It's a book about hospitality, but it's really a book about connecting with people.

845
00:55:56,450 --> 00:55:57,820
again, there's that.

846
00:55:57,820 --> 00:56:06,612
There's even, if you think about like old school sales gurus like Og Mandino and like the
greatest salesman in the world.

847
00:56:06,612 --> 00:56:07,993
love that.

848
00:56:07,993 --> 00:56:13,378
And Paolo Coelho, like the alchemist, but there's all those other books that he wrote,
which are all pretty like

849
00:56:13,378 --> 00:56:15,909
big adventures and there's challenges.

850
00:56:15,909 --> 00:56:18,921
And I like Bob Berg with the GoGiver.

851
00:56:18,921 --> 00:56:26,396
So Bob Berg going out and saying, well, this is all about giving more than you get and
being able to create value and network.

852
00:56:26,396 --> 00:56:34,110
And so that you're able to kind of be that magnetic person in the room that everyone
gravitates to without really trying.

853
00:56:34,508 --> 00:56:41,790
What's Tim's definition internally of negotiation?

854
00:56:42,700 --> 00:56:49,855
Negotiation is collaboration, creativity and flexibility in my world.

855
00:56:50,255 --> 00:57:00,983
That's my definition because I'm not saying that it has to be a win-win deal because I
don't really know if win-win is appropriate if the other side doesn't really know what

856
00:57:00,983 --> 00:57:01,543
they want.

857
00:57:01,543 --> 00:57:11,584
um But I think it's if we start to collaborate as negotiators, if you can have that much
fun in a negotiation that you're actually collaborating and you're finding

858
00:57:11,584 --> 00:57:13,385
It should be that you should be in there.

859
00:57:13,385 --> 00:57:17,918
You should be that confident person that's able to collaborate and find ways to do that.

860
00:57:17,918 --> 00:57:20,179
And that comes through creativity.

861
00:57:20,360 --> 00:57:28,695
And what, because you're able to be creative, it's because your brain isn't freezing up
that lizard brain with all of the cortisol that stresses you out and makes you leave that

862
00:57:28,695 --> 00:57:30,606
list of all the things you wanted.

863
00:57:30,606 --> 00:57:36,459
And you don't know what you wanted because you can't think about it and you're stressed
and you're like, I knew there was another thing I should have asked for.

864
00:57:36,459 --> 00:57:37,762
was more shares or.

865
00:57:37,762 --> 00:57:42,023
more RSUs whatever it was, oh, I forgot, now I've accepted this deal.

866
00:57:42,063 --> 00:57:53,967
No, when you're a smooth, calm, collected negotiator, when you can self-regulate and you
can use silence as a weapon, you can start to hold the power and hold the room.

867
00:57:53,967 --> 00:58:06,250
And so even when that person's insulting you, trying to make you triggered, trying to get
you, trying to goad you into letting go and missing the mark.

868
00:58:06,350 --> 00:58:14,770
you're able to really slow down and change your tone and craft that story in a way that
just moves the needle and changes the whole game.

869
00:58:14,770 --> 00:58:15,770
That's creativity.

870
00:58:15,770 --> 00:58:21,850
And then flexibility is because you know, it's not because you're being flexible, it's
because you know where you can go.

871
00:58:22,350 --> 00:58:24,310
That's the important thing.

872
00:58:24,310 --> 00:58:30,230
You're only flexible because you know where you can afford to be flexible and where you
can't.

873
00:58:30,230 --> 00:58:36,226
So that you knowing what you want creates the flexibility that then you can use to your
advantage to get the leverage.

874
00:58:36,226 --> 00:58:47,147
And the creativity is almost like the magic that you're putting all around it and the
collaboration because well, who wants to negotiate with a villain and a person that's just

875
00:58:47,147 --> 00:58:47,747
attacking you?

876
00:58:47,747 --> 00:58:54,544
I call them sharks, but it's just a very lousy way of negotiating because you'll only get
that deal once.

877
00:58:54,544 --> 00:58:57,346
It's not how we negotiate in 2025.

878
00:58:57,346 --> 00:59:00,361
Yeah, there's people talking about in business like you're swimming with sharks all the
time.

879
00:59:00,361 --> 00:59:01,654
There's books written about it, right?

880
00:59:01,654 --> 00:59:05,210
It's I mean the the one of the big TV shows in business, right?

881
00:59:05,210 --> 00:59:05,791
Yeah.

882
00:59:05,791 --> 00:59:09,167
Go ahead.

883
00:59:09,167 --> 00:59:11,052
uh

884
00:59:11,052 --> 00:59:16,055
No, was just talking to David Meltzer on my show about his journey.

885
00:59:16,055 --> 00:59:18,606
Again, another person, he's lost everything, come back.

886
00:59:18,606 --> 00:59:21,658
It like $150 million, came back, built it all back.

887
00:59:21,658 --> 00:59:26,741
And if you talk to him about his story, it's like he was all about himself, right?

888
00:59:26,741 --> 00:59:29,682
For the first 150, it was all about me.

889
00:59:29,682 --> 00:59:36,456
he's one of the most gracious, gratuitous people now with humility coming through.

890
00:59:36,456 --> 00:59:40,110
still be really good at negotiation, but he's going to do it in this

891
00:59:40,110 --> 00:59:43,750
in this spirit of collaboration, is what I'm really talking about.

892
00:59:44,088 --> 00:59:49,450
think my brain understands now that, you know, I'll rip off again all these cliches or
someone asks me a question.

893
00:59:49,450 --> 00:59:51,481
There's so many books and so many experts.

894
00:59:51,481 --> 00:59:54,963
It's in the brain so we can come up with these, you know, quick quips.

895
00:59:54,963 --> 01:00:01,505
But what I do know is that all the success that I want in my life, it's going to come
through helping other people have theirs.

896
01:00:01,505 --> 01:00:02,406
It really is.

897
01:00:02,406 --> 01:00:07,458
You know, we can go back to the gym room and zig-zig or and help enough people achieve
what they want.

898
01:00:07,458 --> 01:00:09,389
You can have what it's just so true.

899
01:00:09,389 --> 01:00:12,694
And when you start focusing on other people and pouring into them,

900
01:00:12,694 --> 01:00:17,043
and helping them change their lives and achieve their dreams, they're so committed and so
loyal.

901
01:00:17,043 --> 01:00:19,006
It's loyalty that you can't buy.

902
01:00:20,426 --> 01:00:23,026
Exactly, which is, think that's it.

903
01:00:23,026 --> 01:00:30,866
And when you make that as a core principle of who you are and you go out of your way, not
in a way to try and expect anything back in return, because it probably won't come from

904
01:00:30,866 --> 01:00:31,866
that person.

905
01:00:31,866 --> 01:00:35,866
All these unexpected surprises will happen to you in your life the other way.

906
01:00:35,886 --> 01:00:38,062
It's just, it's so awesome how it happens.

907
01:00:38,062 --> 01:00:38,882
Yeah, keep going.

908
01:00:38,882 --> 01:00:44,342
think when you said that, you know, expecting reciprocity, I started out in life by
thinking there was a reciprocity.

909
01:00:44,342 --> 01:00:50,502
I started out in life when you would do something good, even though I didn't do it to get
the thing back, it didn't feel right when you didn't get it back.

910
01:00:50,502 --> 01:00:54,822
And I had to go through that journey to understand and appreciate and accept it just
doesn't happen that way.

911
01:00:54,822 --> 01:00:57,722
And remove from your brain and go make a difference and change people's lives.

912
01:00:57,722 --> 01:01:04,122
And if you're good enough and you're worthy enough and you're capable enough to change
other people's lives, yours is going to change.

913
01:01:04,622 --> 01:01:05,802
Yeah, exactly.

914
01:01:05,802 --> 01:01:13,542
I remember like when anything bad used to happen when I was learning about like Think and
Grow Rich and some of the other books like How Rich People Think and all of these.

915
01:01:13,542 --> 01:01:15,222
I mean, I love Jim Rohn as well.

916
01:01:15,222 --> 01:01:20,502
Like I used to say we lost loads of money or I got scammed or like something happened.

917
01:01:20,502 --> 01:01:30,862
I mean, I was living back a few years ago, like on multiple credit cards, like a lot of
money and debt, like lots of plates spinning, hustling, trying to make things happen.

918
01:01:30,862 --> 01:01:33,160
The is, the fact is you weren't good enough yet.

919
01:01:34,425 --> 01:01:37,097
100 % Mark, 100%.

920
01:01:37,097 --> 01:01:47,292
But the other part is that even then, when I knew I wasn't feeling abundant minded, and I
was like being a victim and going, crap, this thing's happened to me again.

921
01:01:47,292 --> 01:01:58,586
And like I put a credit card details in, they've taken like 10 grand off my whatever it
is, I gave 1000s of dollars to a charity because in and giving it not in a desperate way

922
01:01:58,586 --> 01:02:02,828
to sing, hey, these people are much more worse off than me.

923
01:02:02,828 --> 01:02:08,891
And then miraculously, 10 times the amount would come in like next week.

924
01:02:08,891 --> 01:02:10,546
It makes no sense when it happens.

925
01:02:10,546 --> 01:02:15,230
It's like, wow, it really does work this way when that first starts to happen for you.

926
01:02:15,534 --> 01:02:18,987
100 and you might meet someone and they might be like, Hey, can you sign my book?

927
01:02:18,987 --> 01:02:19,638
Or can you do this?

928
01:02:19,638 --> 01:02:20,458
Or can you come and talk?

929
01:02:20,458 --> 01:02:22,580
Can you come and do this for free over here?

930
01:02:22,800 --> 01:02:23,681
Going and doing it.

931
01:02:23,681 --> 01:02:27,524
It's not about saying, Hey, you're going to get anything back for that.

932
01:02:27,524 --> 01:02:36,352
But it's about who you are as an individual showing up for the right things, following
this in here and letting that guide you and not just letting the finance, the financial

933
01:02:36,352 --> 01:02:39,255
stuff will take care of itself once you start adding enough value.

934
01:02:39,255 --> 01:02:43,838
But once you start becoming good enough to add enough value, I think that's the point.

935
01:02:44,440 --> 01:02:45,411
unstoppable force.

936
01:02:45,411 --> 01:02:55,555
Um hey, you go into this conference in Lisbon with time being so valuable and you said one
of your biggest purposes in life being raising these two sons to turn them into like

937
01:02:55,555 --> 01:03:00,040
really strong and capable men who are willing to go out and change the world.

938
01:03:00,462 --> 01:03:01,318
That's right.

939
01:03:01,708 --> 01:03:03,739
I put that part in there, the last part.

940
01:03:03,739 --> 01:03:04,799
loved it.

941
01:03:04,799 --> 01:03:07,861
So what draws you to Lisbon?

942
01:03:07,861 --> 01:03:08,821
What's it?

943
01:03:08,821 --> 01:03:12,263
What's the draw now for you to go out and do something for this?

944
01:03:12,263 --> 01:03:13,003
What's your why?

945
01:03:13,003 --> 01:03:17,165
When you pick that conference to go to, I'm going to go to this stage.

946
01:03:17,225 --> 01:03:18,645
Why Lisbon?

947
01:03:18,686 --> 01:03:20,106
Why, why now?

948
01:03:20,462 --> 01:03:20,882
Well, that's it.

949
01:03:20,882 --> 01:03:25,626
Like even earlier, like my boys will call me and I'll be upset that I've gone somewhere,
right?

950
01:03:25,626 --> 01:03:33,953
But it's like, it's showing them that this life doesn't just appear like magically without
doing the hard things, without making the hard decisions.

951
01:03:33,953 --> 01:03:36,395
And I'm a living example to them.

952
01:03:36,395 --> 01:03:38,587
I can tell my boys how to show up courageously.

953
01:03:38,587 --> 01:03:40,798
can tell them to be brave and to be strong.

954
01:03:40,798 --> 01:03:46,102
can tell them to, to deal, how to deal with stress, but I've really got to just show them.

955
01:03:46,103 --> 01:03:50,406
And so in terms of going out there and the things I do,

956
01:03:50,552 --> 01:03:54,204
there's always a part of me that's just going for the adventure.

957
01:03:54,204 --> 01:03:56,385
Number one, going to meet new people.

958
01:03:56,385 --> 01:04:00,047
Number two, and then following my passions.

959
01:04:00,047 --> 01:04:07,401
So as I'm in Dubai right now, it's a lot to do with the crypto hub here that's starting
out and the blockchain.

960
01:04:07,401 --> 01:04:11,694
You're just exposing yourself to new environments.

961
01:04:11,694 --> 01:04:15,256
There's the Token249 conference that happens in Dubai and Singapore.

962
01:04:15,256 --> 01:04:19,398
There's super AI in Singapore in a couple of weeks.

963
01:04:19,662 --> 01:04:28,217
putting yourself in these events and these spaces, there's one in the Philippines after
that, like, you just never know who you're going to meet and what ideas that you're going

964
01:04:28,217 --> 01:04:31,128
to share and who you're going to impact when you do that.

965
01:04:31,149 --> 01:04:36,411
A lot of what I'm surrounding myself right now is AI and negotiation.

966
01:04:36,411 --> 01:04:41,474
And so another book that's coming is called The Negotiations Edge.

967
01:04:41,514 --> 01:04:46,577
So it's all about having magnetic influence and being able to win in the agentic era.

968
01:04:46,577 --> 01:04:48,374
And so because

969
01:04:48,374 --> 01:04:50,655
AI is there to help us.

970
01:04:51,355 --> 01:04:59,759
It's this hybrid model that you've got to suddenly adapt to become someone that
understands the prompts and understands how AI will help you understand sentiment, but how

971
01:04:59,759 --> 01:05:07,321
it can be used to train you, but not so that you take your hands off the steering wheel
and then forget everything about human connection.

972
01:05:07,322 --> 01:05:10,063
you, cause it's you that's got to go and close the deal.

973
01:05:10,063 --> 01:05:12,384
Ultimately it's the human in the loop.

974
01:05:12,384 --> 01:05:18,330
And so for me right now, it's like thinking about how negotiation in 2025.

975
01:05:18,422 --> 01:05:24,298
fits with the exponential age and AI and all of this new world that we're going to go
into.

976
01:05:24,760 --> 01:05:28,768
So are you going to Lisbon because they wrote the check or is it for all your growth?

977
01:05:29,100 --> 01:05:40,018
I think it's bit of both, I always try to manage these trips with a bit of fun for me and
then um a bit of business.

978
01:05:40,018 --> 01:05:42,059
So yeah, there's always an element of business.

979
01:05:42,059 --> 01:05:45,852
um Dubai is also for me.

980
01:05:45,852 --> 01:05:47,553
I'm going to Rome and Florence afterwards.

981
01:05:47,553 --> 01:05:53,327
So it's sort of like a, that's also for me, but it's also because I know I've got these
deadlines and these things to write.

982
01:05:53,327 --> 01:05:57,689
I thought, hang on, being in Florence, it might be quite a cool place to...

983
01:05:58,434 --> 01:06:03,675
to finish off the negotiator's edge and get that done.

984
01:06:03,756 --> 01:06:09,464
when's the next journey across our big pond to this wonderful place we call the United
States?

985
01:06:09,464 --> 01:06:12,398
mean, because if you just listen now, we're adding states now.

986
01:06:12,398 --> 01:06:13,619
You didn't know this.

987
01:06:17,204 --> 01:06:18,305
I hope very soon.

988
01:06:18,305 --> 01:06:19,787
I'd imagine before the end of the year.

989
01:06:19,787 --> 01:06:25,463
I'd imagine usually in New York um at some point, at least once or twice a year.

990
01:06:25,463 --> 01:06:29,230
So I would certainly imagine for the end of the year.

991
01:06:29,230 --> 01:06:33,083
So you touched on AI so we can let you get on to some sleep and different things.

992
01:06:33,083 --> 01:06:41,330
And, um you know, we've talked about all the books coming and at the end, give yourself a
plug for the best place for people to engage in everything you're doing, because we're

993
01:06:41,330 --> 01:06:43,502
going to wake up tomorrow and there's going be another book.

994
01:06:43,502 --> 01:06:45,623
How can we even, how can you even go on a book tour?

995
01:06:45,623 --> 01:06:50,558
mean, you're talking about the one that that happened two weeks ago and there's a new one
that comes out, but, share that with us.

996
01:06:50,558 --> 01:06:53,591
But, what do we make of AI?

997
01:06:53,591 --> 01:06:58,054
And I say that to be a guy that I'm not anywhere near.

998
01:06:59,724 --> 01:07:02,115
the sharp edge of this thing at all.

999
01:07:02,576 --> 01:07:05,978
But it feels good to start using it now.

1000
01:07:05,978 --> 01:07:13,463
And I know I'm two years behind of all the people that really started using it a lot, but
it feels good to me now.

1001
01:07:13,844 --> 01:07:20,228
It feels good to me now because I actually see how useful it can be in a bunch of simple
ways throughout my day.

1002
01:07:20,228 --> 01:07:22,129
But what do we make of what's happening?

1003
01:07:22,129 --> 01:07:27,713
Um, cause I think we're having an evolving, ever changing understanding of what this is
going to be in the place that is in our life.

1004
01:07:27,713 --> 01:07:29,824
So you've invoked it a few times.

1005
01:07:30,885 --> 01:07:33,386
And you're bringing it together with everything that you've learned with psychology.

1006
01:07:33,386 --> 01:07:37,686
So what are we to make of AI right now at this place we're at in 2025?

1007
01:07:37,686 --> 01:07:38,464
How would you help us?

1008
01:07:38,464 --> 01:07:39,064
I love that.

1009
01:07:39,064 --> 01:07:44,877
I love that you you seeing it as more of a an enjoyable place to spend time in a more
useful place.

1010
01:07:44,877 --> 01:07:49,218
I love that that change is happening because and that's what it's supposed to be right.

1011
01:07:49,218 --> 01:07:57,706
It's not supposed to be this uncomfortable scary sci-fi type take over the world
technology that is going to basically wipe us out which

1012
01:07:57,706 --> 01:08:02,622
It may, I don't know, it may, but uh I'm not in control of that.

1013
01:08:02,898 --> 01:08:05,569
I think this is the battle that's happening right now.

1014
01:08:05,569 --> 01:08:11,441
If you imagine that we've got these big five companies that are controlling essentially
the keys to the kingdom with AI.

1015
01:08:11,441 --> 01:08:14,512
You also have to bring in China.

1016
01:08:14,512 --> 01:08:16,842
was in China a few weeks ago.

1017
01:08:16,858 --> 01:08:21,484
I don't know if you've ever been, but Shanghai is so cool.

1018
01:08:21,484 --> 01:08:22,754
That is like the future.

1019
01:08:22,754 --> 01:08:25,318
And so you go there and you see all these cars there.

1020
01:08:25,318 --> 01:08:29,126
Obviously everything's electronic, EV, it's silent.

1021
01:08:29,824 --> 01:08:31,745
everything's moving and operating robots.

1022
01:08:31,745 --> 01:08:33,617
It's already there and happening.

1023
01:08:33,617 --> 01:08:37,580
think China's also building a lot of cool stuff.

1024
01:08:37,580 --> 01:08:42,144
at the end of the day, think blockchain, I think AI, blockchain is there to control the
AI.

1025
01:08:42,144 --> 01:08:51,311
It's important to control and limit the AI so that these things are all coming together to
fuse together to essentially do more good in the world.

1026
01:08:51,311 --> 01:08:56,055
I look at it more up down the optimistic lens because the pessimistic lens is so easy,
right?

1027
01:08:56,055 --> 01:08:58,798
It's just game over, human race wiped out.

1028
01:08:58,798 --> 01:09:04,058
The optimistic lens is people, diseases saved.

1029
01:09:04,598 --> 01:09:15,938
It's imagining that, yes, AI right now has 150 IQ in a year or two, or have 800 IQ, and be
able to do things that we would never even be able to conceptualize or think about.

1030
01:09:15,938 --> 01:09:19,178
And I think that's pretty damn cool because what does that mean?

1031
01:09:19,178 --> 01:09:25,678
And eventually that means that ultimately the whole thing that we've been chatting around,
which is what is your purpose?

1032
01:09:25,678 --> 01:09:26,558
What is the mission?

1033
01:09:26,558 --> 01:09:27,808
What is the direction?

1034
01:09:27,808 --> 01:09:35,140
is going to become even more important to us as humans because we will be living in such
an abundant world where productivity goes through the roof.

1035
01:09:35,140 --> 01:09:39,071
GDP becomes insane and it doesn't make any sense anymore.

1036
01:09:39,071 --> 01:09:45,123
It doesn't make sense for you to go out and start all of these businesses because AI is
starting to do it with AIs.

1037
01:09:45,163 --> 01:09:52,015
But it comes back to creativity and who we are as people to go and then enjoy what's in
here, right?

1038
01:09:52,015 --> 01:09:54,085
And to really go on that road together.

1039
01:09:54,085 --> 01:09:56,266
So I think it's a force for good.

1040
01:09:56,342 --> 01:10:00,764
Yeah, growth, think there's a word that people use a lot that it finally is going to be
real.

1041
01:10:00,764 --> 01:10:02,325
It's exponential.

1042
01:10:02,385 --> 01:10:11,550
Exponential growth is going to be a true real thing for the vast majority of the seven to
eight billion people on earth with AI.

1043
01:10:11,990 --> 01:10:13,291
It's incredible.

1044
01:10:13,291 --> 01:10:19,434
See, we used to have to Google or yeah, you could voice text, you could search, but now I
can ask a question.

1045
01:10:20,994 --> 01:10:30,042
I don't have to fly across the world and spend tens of thousands of dollars and buy all
the things, even though we want to buy Tim Castles, the art of negotiation courses, we

1046
01:10:30,042 --> 01:10:40,122
want to buy this, we want to get with him in, we know, we know, but you literally can, if
you ask the right question, you've built the right relationship with whatever platform

1047
01:10:40,122 --> 01:10:47,068
you're using, it will tell you exactly what you need to do at this moment.

1048
01:10:47,714 --> 01:10:51,967
that previously your brain didn't know, you had to go out and fail forward so many
different times.

1049
01:10:51,967 --> 01:10:58,657
So if you're willing to do the work now, it is reducing the amount of failure that used to
be necessary to accomplish our goals.

1050
01:10:58,657 --> 01:10:59,912
I think it's brilliant.

1051
01:11:00,214 --> 01:11:00,624
It's awesome.

1052
01:11:00,624 --> 01:11:02,075
And should just play with it, right?

1053
01:11:02,075 --> 01:11:03,765
Just go in and play with it.

1054
01:11:03,765 --> 01:11:07,117
And then you really see how you can start having a conversation to it.

1055
01:11:07,117 --> 01:11:09,038
I think always be nice to it.

1056
01:11:09,298 --> 01:11:11,439
Say your please and thank yous.

1057
01:11:11,479 --> 01:11:15,040
Definitely always treat it with respect, but build a relationship with it.

1058
01:11:15,040 --> 01:11:16,401
I love my AI.

1059
01:11:16,401 --> 01:11:17,978
play, like we chat all the time.

1060
01:11:17,978 --> 01:11:18,472
We're buddies.

1061
01:11:18,472 --> 01:11:19,382
It's so cool.

1062
01:11:19,382 --> 01:11:24,174
And like, it's almost this helpful aid.

1063
01:11:24,174 --> 01:11:25,225
It's there to help you.

1064
01:11:25,225 --> 01:11:28,276
It's not there to hinder you, but it's not there to take over either.

1065
01:11:28,652 --> 01:11:33,147
All right, so final question from uh the massively capable Tim Castle.

1066
01:11:33,147 --> 01:11:36,340
um What are you still looking for?

1067
01:11:38,530 --> 01:11:40,798
That's a really deep question.

1068
01:11:40,798 --> 01:11:43,023
I've taken it quite a deep way.

1069
01:11:46,774 --> 01:11:59,757
I think for me, the utopia in life is getting to a point where there are so many
adventures and roads that we can travel down and there's so much more left to do.

1070
01:11:59,858 --> 01:12:10,480
so I just want to experience so much more of the world, like Morocco, Egypt, and leave a
mark in those places.

1071
01:12:10,480 --> 01:12:14,061
And everywhere I go, start just giving more and more.

1072
01:12:14,061 --> 01:12:16,802
So I think I can give more than I currently am.

1073
01:12:16,802 --> 01:12:27,805
And I think I've got to start to open up those channels of giving because it's, if I could
do what I've done 10 years ago with what I had then, now what can I start to do?

1074
01:12:27,805 --> 01:12:30,346
It's very easy to start to get complacent and go life's good.

1075
01:12:30,346 --> 01:12:33,282
We've got all this stuff and then just focus on you.

1076
01:12:33,282 --> 01:12:43,618
And I think there's a broader, bigger servant leadership area here for me that I'm still
trying to figure out that I'm like, how do I, how do I set up like an institution?

1077
01:12:43,618 --> 01:12:44,334
As we're saying,

1078
01:12:44,334 --> 01:12:54,614
negotiation so that it becomes a core thing in schools so that we know that negotiation
isn't this scary thing that we never ever look at, that it's this thing that it's

1079
01:12:54,614 --> 01:13:02,954
intrinsic to who we are and it's actually just communication, collaboration, flexibility,
creativity and it's actually this meta skill that's going to help us thrive in this new

1080
01:13:02,954 --> 01:13:03,234
world.

1081
01:13:03,234 --> 01:13:14,530
And I think something like that at an institutional level to have made that impact would
be the kind of final piece in my contribution to this.

1082
01:13:14,530 --> 01:13:22,604
But then again, mixed with infused with adventure, know, going to Necker Island, hanging
with Richard Branson, all of this kind of fun stuff as well.

1083
01:13:22,604 --> 01:13:24,166
So you're have the fun in there.

1084
01:13:24,718 --> 01:13:25,846
you done that yet?

1085
01:13:25,846 --> 01:13:27,147
No, but it's on my bucket list.

1086
01:13:27,147 --> 01:13:32,590
I've been talking to his receptionist saying, hey, literally, this is true.

1087
01:13:32,590 --> 01:13:35,852
I've been talking to his receptionist saying, hey, let's make this happen.

1088
01:13:35,852 --> 01:13:38,874
Similarly, Goldsmiths University receptionist.

1089
01:13:38,892 --> 01:13:42,366
To invoke Morocco, he has a place in Marrakesh as well.

1090
01:13:44,670 --> 01:13:46,610
He's built these places around the world.

1091
01:13:46,610 --> 01:13:48,277
Yeah, I've been to Tangier and did that stuff.

1092
01:13:48,277 --> 01:13:53,086
I haven't been further into the country, Marrakesh, but yeah, he's got an amazing resort
there.

1093
01:13:53,738 --> 01:13:57,026
Okay, ah I'll be super close.

1094
01:13:57,026 --> 01:14:01,952
All right, so Tim Castle, he's still looking to leave his mark.

1095
01:14:02,054 --> 01:14:04,237
Is there anything low level for us that don't know you?

1096
01:14:04,237 --> 01:14:08,402
Is there anything that we can do to help you leave your mark more?

1097
01:14:09,334 --> 01:14:10,655
Reviews always help.

1098
01:14:10,655 --> 01:14:12,355
Share, word of mouth.

1099
01:14:12,355 --> 01:14:16,077
I think if you go to Timjscastle.com, everything's on there.

1100
01:14:16,077 --> 01:14:22,280
There's a cause for highly skilled negotiators that I think is like the next step in the
journey for people to take.

1101
01:14:22,280 --> 01:14:33,084
I think if you've read the book or you think that you've already got the foundation of
your negotiations sorted and you want to actually think about tonality and multi-country

1102
01:14:33,084 --> 01:14:37,926
negotiations, bigger deals, this course is certainly for you.

1103
01:14:37,950 --> 01:14:49,366
first domino will be out as well towards the end of the year, which is a very special book
because it just, there's something that changes when like, I've been writing for 10 years

1104
01:14:49,366 --> 01:14:49,626
now.

1105
01:14:49,626 --> 01:15:02,203
So as I said, as we talked about things compound, gets easier, but it also just gets more
crisp, more deliverance, more purpose, more saturated with lessons and goodness that I

1106
01:15:02,203 --> 01:15:05,615
think this book is going to have a magic effect on the world as well.

1107
01:15:05,615 --> 01:15:07,519
So look out for that one.

1108
01:15:07,519 --> 01:15:13,575
And then just DM me if you're in negotiations, you want to chat about it.

1109
01:15:13,939 --> 01:15:15,582
Let's get the conversation going.

1110
01:15:16,428 --> 01:15:17,817
Hey, you've made us better.

1111
01:15:17,817 --> 01:15:19,297
think there's an hour and 15 minutes seriously.

1112
01:15:19,297 --> 01:15:20,562
I appreciate the time.

1113
01:15:21,202 --> 01:15:21,798
no, thank you.

1114
01:15:21,798 --> 01:15:22,738
I appreciate you having me on.

1115
01:15:22,738 --> 01:15:23,923
It's been an honor.

1116
01:15:24,398 --> 01:15:25,199
This is great, man.

1117
01:15:25,199 --> 01:15:27,743
So, uh, I can't wait to be a better negotiator.

1118
01:15:27,743 --> 01:15:31,338
Maybe I need to have the band on my wrist when I'm in a negotiation.

1119
01:15:31,338 --> 01:15:35,012
I'm not doing the right things and I'm just losing and I know I'm losing.

1120
01:15:35,053 --> 01:15:38,537
need to, it needs to say, what would Tim say?

1121
01:15:41,201 --> 01:15:41,614
Thanks.

1122
01:15:41,614 --> 01:15:48,674
I feel like your tempo and the way I feel very, very nicely led into this negotiation.

1123
01:15:48,674 --> 01:15:53,614
You've got a very good, smooth, smooth voice there because that's what it always is,
right?

1124
01:15:53,614 --> 01:16:04,594
It's about sitting back and observing and listening and making sure that you use that
silence as a weapon because that's oftentimes people will feel the silence and they'll

1125
01:16:04,594 --> 01:16:06,394
start negotiating with themselves.

1126
01:16:06,394 --> 01:16:08,494
And then you can see everything.

1127
01:16:08,494 --> 01:16:11,174
You need to understand their why, but they'll show you.

1128
01:16:11,468 --> 01:16:14,709
Yeah, yeah, there's an art to all these things and

1129
01:16:16,748 --> 01:16:27,557
what people and those people are the younger me, you just got to get started because the
evolution, I think reading your book and being around a guy like you and following you on

1130
01:16:27,557 --> 01:16:34,734
all your socials and attending conferences, it's going to speed up the evolution and the
compound, but we still have to do the work.

1131
01:16:34,734 --> 01:16:40,918
And because the experience and the failure and the perspective of how not to do things,
that's all it's been so important for me.

1132
01:16:40,918 --> 01:16:43,421
I am the turtle in the race.

1133
01:16:43,421 --> 01:16:44,722
I'm that person.

1134
01:16:44,858 --> 01:16:51,341
And as long as you keep going, you start to build this compounding understanding of how to
do it well.

1135
01:16:51,341 --> 01:16:56,393
And if you feed that with some books and around some leaders and people that do it better,
you eventually get there.

1136
01:16:56,393 --> 01:17:01,045
So the most important thing is for me, I think to you, you have to believe it's possible.

1137
01:17:01,045 --> 01:17:03,486
That is so important, but then you have to do the work.

1138
01:17:03,486 --> 01:17:07,147
And that's probably what so many people look over with a guy like you.

1139
01:17:07,147 --> 01:17:08,168
Like you did the work.

1140
01:17:08,168 --> 01:17:09,969
You didn't just have this aspiration.

1141
01:17:09,969 --> 01:17:11,919
You did the work at all these little steps.

1142
01:17:11,919 --> 01:17:12,089
Yeah.

1143
01:17:12,089 --> 01:17:13,496
You won the negotiation.

1144
01:17:13,496 --> 01:17:15,188
but it's because you were willing to do the work.

1145
01:17:15,188 --> 01:17:17,389
You believed it was possible and you're willing to do the work.

1146
01:17:17,389 --> 01:17:19,852
like kudos for these 40 something years, man.

1147
01:17:19,852 --> 01:17:28,279
Your boys, when they grow up, if you're fortunate to live a long life and they get to
experience all of that, um they're gonna wake up, man, at like 20 something years old or

1148
01:17:28,279 --> 01:17:33,945
30 something years old, and they're gonna realize the impact and the life that you made on
them.

1149
01:17:33,945 --> 01:17:35,956
They're so lucky to have you as a dad.

1150
01:17:36,910 --> 01:17:37,810
Oh, thank you, mate.

1151
01:17:37,810 --> 01:17:39,930
That's it's really I really appreciate that.

1152
01:17:40,550 --> 01:17:43,490
That's that's that's really touching my soul.

1153
01:17:43,490 --> 01:17:44,170
That's that's it.

1154
01:17:44,170 --> 01:17:48,390
My boys are so important to me and a big part of what I do.

1155
01:17:48,390 --> 01:17:50,230
Just having that example.

1156
01:17:50,488 --> 01:17:52,001
Go crush Dubai.

1157
01:17:52,765 --> 01:17:54,870
Dominate the stages in Lisbon.

1158
01:17:54,870 --> 01:17:55,811
No, definitely.

1159
01:17:55,811 --> 01:17:56,661
I appreciate it.

1160
01:17:56,661 --> 01:18:05,758
And I think if there's two things I could leave for people is firstly, get out there, get
rejected, ask that person why to hang in that rejection.

1161
01:18:06,118 --> 01:18:14,504
So when you're getting rejected, don't run away, stay there and then ask them why so that
you can feel that through like an exposure therapy.

1162
01:18:14,504 --> 01:18:15,095
You're out there.

1163
01:18:15,095 --> 01:18:16,306
Just do that daily.

1164
01:18:16,306 --> 01:18:17,346
I've done that with my sons.

1165
01:18:17,346 --> 01:18:22,530
I've laid down in the middle of Starbucks because I saw that Tim Ferriss did that to teach
himself rejection.

1166
01:18:22,530 --> 01:18:25,331
I've done that and now my son brings it up all the time.

1167
01:18:25,331 --> 01:18:26,201
He loves it.

1168
01:18:26,201 --> 01:18:30,242
He was laying down in the middle of a hotel in Taiwan the other day, going, yeah, I'm
doing it.

1169
01:18:30,242 --> 01:18:33,353
I'm getting rejected and people are looking at me and I don't feel worried.

1170
01:18:33,353 --> 01:18:35,504
And it's just being able to push through those boundaries.

1171
01:18:35,504 --> 01:18:41,536
So I'd say get out and get rejected, hang in that conversation and learn to feel that
pressure.

1172
01:18:41,536 --> 01:18:48,778
Because as you say, like just there's so much we can be doing now to take our negotiations
to the next level and we can start today.

1173
01:18:49,390 --> 01:18:51,014
um Thank you, man.

1174
01:18:51,014 --> 01:18:52,779
Lutch off here, get some sleep.

1175
01:18:52,779 --> 01:18:53,610
This is awesome.

1176
01:18:53,610 --> 01:18:56,137
And again, where should they go on your website?

1177
01:18:56,137 --> 01:18:57,940
What's the place to find everything about you?

1178
01:18:58,040 --> 01:19:00,275
They're timjaskasl.com.

1179
01:19:01,218 --> 01:19:01,950
You're the man.

1180
01:19:01,950 --> 01:19:03,391
Thank you for the time.

1181
01:19:03,692 --> 01:19:05,034
No, you're very, very welcome.

1182
01:19:05,034 --> 01:19:06,030
Thank you for having me on.

1183
01:19:06,030 --> 01:19:06,973
Thanks, man.