1 00:00:00,040 --> 00:00:04,560 So we know that it's about 5-7 seconds when we can make a first 2 00:00:04,560 --> 00:00:07,880 impression. And this is important to master 3 00:00:07,880 --> 00:00:12,440 your entrance whether it's on Zoom, during team meeting or if 4 00:00:12,440 --> 00:00:16,239 it's somewhere in person, how you show up is very important. 5 00:00:16,239 --> 00:00:20,560 So start focusing on these first things that we discuss. 6 00:00:20,560 --> 00:00:24,040 Posture straight and patiently yourself. 7 00:00:24,240 --> 00:00:27,720 So this would be first one. The second one, if we don't know 8 00:00:27,720 --> 00:00:31,880 personality type of the person communicating with or if it's a 9 00:00:31,880 --> 00:00:35,280 huge audience and there are different personality type, we 10 00:00:35,280 --> 00:00:39,160 can just do mirroring. So we see what this person is 11 00:00:39,160 --> 00:00:42,640 doing and we can adjust. We can go slower or faster. 12 00:00:42,760 --> 00:00:47,120 We can be leaning more to the person or a little bit away 13 00:00:47,120 --> 00:00:49,120 space that we keep between each other. 14 00:00:49,120 --> 00:00:52,600 So mirroring the behavior. If you are in a big room with 15 00:00:52,600 --> 00:00:56,720 many people, see that overall energies, maybe people are 16 00:00:56,720 --> 00:01:00,240 tired, right? Or maybe the energetic and 17 00:01:00,240 --> 00:01:02,200 they're fresh like in the mornings. 18 00:01:02,200 --> 00:01:03,920 Before we dive back into today's conversation, I want to share 19 00:01:03,920 --> 00:01:05,400 something important. This episode includes a pay 20 00:01:05,400 --> 00:01:07,520 partnership with Better Help, a platform designed to make 21 00:01:07,520 --> 00:01:09,320 starting therapy easier. 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So if you feel like you'd 43 00:01:49,000 --> 00:01:50,560 benefit from talking to a therapist, this is 44 00:01:50,560 --> 00:01:53,440 betterhelp.com/contained. That's betterhelp.com/contained 45 00:01:53,440 --> 00:01:55,160 to get 10% off your first model therapy. 46 00:01:55,160 --> 00:01:57,080 Once again, this is a pay partnership with Better Help, 47 00:01:57,080 --> 00:01:58,840 and I encourage you to take that first step. 48 00:01:58,840 --> 00:02:00,720 If you've been thinking about it, sometimes the best 49 00:02:00,720 --> 00:02:02,360 investment you can make easy yourself. 50 00:02:07,760 --> 00:02:10,840 Welcome to the King Dems podcast, where we share the 51 00:02:10,840 --> 00:02:14,520 stories of extraordinary people and dissect hot, relevant topics 52 00:02:14,520 --> 00:02:17,240 that shape our world. From visionary leaders to 53 00:02:17,240 --> 00:02:20,520 trailblazing creatives, we uncover the mindset, strategy, 54 00:02:20,520 --> 00:02:23,800 and grit behind greatness. Whether it's business, culture, 55 00:02:23,800 --> 00:02:26,440 or personal growth, we ask the real questions. 56 00:02:26,720 --> 00:02:29,320 This isn't just conversation, it's transformation. 57 00:02:29,640 --> 00:02:33,600 The Kingdom's podcast your next breakthrough starts here music 58 00:02:33,880 --> 00:02:38,560 licensing reimagined in your life. 59 00:02:38,680 --> 00:02:42,000 Ladies and gentlemen, we once again welcome to the Kingdom's 60 00:02:42,000 --> 00:02:47,960 podcast and Diary of a CFO. And today I've got will be a 61 00:02:48,120 --> 00:02:53,520 BVVIP whitened out of Washington, United States of 62 00:02:53,520 --> 00:02:57,240 America by way of Saint Petersburg. 63 00:02:57,240 --> 00:03:02,520 Rocherbeck, Welcome. Doctor Tatiana, TT. 64 00:03:13,000 --> 00:03:21,280 You know, it's an alignment of interest. 65 00:03:21,280 --> 00:03:26,960 I have been getting in on my scientific mode, my empirical 66 00:03:26,960 --> 00:03:31,240 mode in recent time. We recently had Doctor Ben Brain 67 00:03:31,240 --> 00:03:35,040 from Stanford University speak on the forecast about 68 00:03:35,040 --> 00:03:37,960 neuroscience. And we also have the privilege 69 00:03:37,960 --> 00:03:40,360 of having you, your habit are affiliated. 70 00:03:40,400 --> 00:03:43,600 And it seems like recently I've been having people from the 71 00:03:43,840 --> 00:03:47,240 hygiene league schools think the very last episode was somebody 72 00:03:47,240 --> 00:03:50,400 from Oxford University and next we have somebody coming from 73 00:03:50,440 --> 00:03:52,640 MIT. So I'm blessed. 74 00:03:52,880 --> 00:03:57,320 I'm very blessed, you know, or the founder and CEO of one non 75 00:03:57,320 --> 00:04:00,520 verbal ecosystem. The conversation we'll be having 76 00:04:00,680 --> 00:04:04,560 today will be centered around AI, which is very close to my 77 00:04:04,560 --> 00:04:07,200 heart. I'm AI at Ebola, IC member and 78 00:04:07,280 --> 00:04:11,000 non verbally intelligent and closing high ticket deals with 79 00:04:11,000 --> 00:04:14,880 trust and influence. So Champions Day on The 80 00:04:14,880 --> 00:04:17,760 Kingdom's podcast, we're diving deep into the invincible 81 00:04:17,760 --> 00:04:21,880 language that drives leadership, trust and sales success. 82 00:04:22,120 --> 00:04:25,920 Our guest is the brilliant Doctor Tatiana Ticover, PhD, 83 00:04:25,920 --> 00:04:30,200 economist, AI strategist and founder of One non verbal 84 00:04:30,240 --> 00:04:33,920 ecosystem. With over 17 years at Microsoft 85 00:04:33,920 --> 00:04:37,520 and Boeing, Tatiana has mastered the intersection of data 86 00:04:37,520 --> 00:04:43,160 science, AI and human behavior. She helps leaders and sales 87 00:04:43,160 --> 00:04:47,880 teams unlock the hidden power of nonverbal intelligence to close 88 00:04:47,880 --> 00:04:51,920 high ticket deals, build influence and elevate executive 89 00:04:51,920 --> 00:04:54,920 presence. Tatiana, it's an honor to have 90 00:04:54,920 --> 00:04:57,760 you with us. You'll welcome to the kingdoms 91 00:04:57,760 --> 00:05:02,240 broadcast Pandaria for CFO. Once again, you're welcome and I 92 00:05:02,240 --> 00:05:07,640 hope we are able to do justice to the topics that we have in 93 00:05:07,640 --> 00:05:09,920 our hands today. So I think I'm going to start 94 00:05:09,920 --> 00:05:13,600 with the audience questions. I keep post on maintain for 95 00:05:13,760 --> 00:05:16,560 people to ask questions and all the social media platforms. 96 00:05:16,800 --> 00:05:19,400 So I have picked the top 2 questions. 97 00:05:19,480 --> 00:05:24,480 So the very first question from our audience is how can leaders 98 00:05:24,560 --> 00:05:30,080 use AI to better read and respond to nonverbal signals in 99 00:05:30,080 --> 00:05:33,480 high stakes business situations? Thank you for the question. 100 00:05:34,000 --> 00:05:39,560 It's very current question that we engage more and more with AI. 101 00:05:39,600 --> 00:05:42,840 I would say that it depends on what exactly we are trying to 102 00:05:42,840 --> 00:05:45,240 do. There are different tools, and I 103 00:05:45,240 --> 00:05:48,640 also make suggestions for the companies based on their needs. 104 00:05:48,640 --> 00:05:52,160 What tools that would be more appropriate for them. 105 00:05:52,200 --> 00:05:57,200 But in general, there are tools that can personalize some of the 106 00:05:57,520 --> 00:06:00,000 reach out. There are tools that can help 107 00:06:00,200 --> 00:06:03,240 evaluate body language for interview preparation. 108 00:06:03,840 --> 00:06:07,040 There are tools that can evaluate conversation. 109 00:06:07,040 --> 00:06:11,520 There are tools that can profile your potential buyers, clients, 110 00:06:11,520 --> 00:06:15,000 partners, etc. The only thing that I would say 111 00:06:15,000 --> 00:06:19,480 that we need to be very cautious and careful what tools we engage 112 00:06:19,520 --> 00:06:22,960 with and how we use. And just a couple examples, some 113 00:06:22,960 --> 00:06:28,000 personalization tools for emails for example created offshores 114 00:06:28,320 --> 00:06:34,480 and they under US jurisdictions here where I am and they follow 115 00:06:34,640 --> 00:06:40,200 US regulations, but still they get access to all your emails 116 00:06:40,240 --> 00:06:45,280 incoming, outcoming all the information for them to be able 117 00:06:45,280 --> 00:06:48,520 to serve you. And if data leaks then 118 00:06:48,520 --> 00:06:52,120 potentially all emails will be exposed. 119 00:06:52,320 --> 00:06:56,840 So we need to be very careful when we signing up for some kind 120 00:06:56,840 --> 00:07:01,080 of services like that, that we understand the risks because the 121 00:07:01,080 --> 00:07:06,360 passwords even big companies like Google, Apple, etcetera can 122 00:07:06,360 --> 00:07:10,120 be leaked. And some happened recently like 123 00:07:10,120 --> 00:07:12,360 a month, a couple months ago, big leak. 124 00:07:12,360 --> 00:07:14,720 So it may happen with the mouse as well. 125 00:07:14,760 --> 00:07:18,400 And we need to be ready that this information that we share 126 00:07:18,400 --> 00:07:21,280 can be available for web players. 127 00:07:21,480 --> 00:07:25,120 So while there are many tools, please look carefully what they 128 00:07:25,120 --> 00:07:27,880 provide and what kind of security they use. 129 00:07:28,000 --> 00:07:32,680 Because I looked, some companies don't promise very high level of 130 00:07:32,760 --> 00:07:35,160 security. So this is something to be 131 00:07:35,160 --> 00:07:37,120 aware. But there are multiple tools 132 00:07:37,520 --> 00:07:40,840 that can be used. And another thing that when we 133 00:07:40,840 --> 00:07:43,640 use AI tools, we need to understand. 134 00:07:43,640 --> 00:07:48,440 For example, if we use profiling for LinkedIn, people posted on 135 00:07:48,440 --> 00:07:52,280 LinkedIn their profile to understand their pain points, 136 00:07:52,280 --> 00:07:56,560 motivation, what they do in life, what their personality 137 00:07:56,560 --> 00:07:59,440 type is. If someone created this profile 138 00:07:59,440 --> 00:08:03,360 for them or they followed particular structure how to 139 00:08:03,360 --> 00:08:08,240 create profile, maybe they even use particular words, then you 140 00:08:08,240 --> 00:08:12,560 may not get exactly the personality profiles they are. 141 00:08:12,800 --> 00:08:18,280 You will get personality of the text that is listed on LinkedIn 142 00:08:18,280 --> 00:08:21,400 profile but not the true human behind it. 143 00:08:21,560 --> 00:08:24,240 So this is also something to keep in mind. 144 00:08:24,440 --> 00:08:30,800 So if you will be using LinkedIn as your compass on how to 145 00:08:30,800 --> 00:08:33,520 communicate with this person, then you can be a little bit 146 00:08:33,520 --> 00:08:37,559 off. So that reminds me of, you know, 147 00:08:37,600 --> 00:08:42,440 personality profiling, what I say hotels like the likes of the 148 00:08:42,440 --> 00:08:48,920 Myers Briggs, the 16 personality test, which ones, you know, are 149 00:08:48,920 --> 00:08:55,200 tested and trusted that you can. Yeah, there's disk and others 150 00:08:55,200 --> 00:08:59,040 that you called. I also use some systems that we 151 00:08:59,040 --> 00:09:03,280 have in Russia that are not that popular in US and all of them 152 00:09:03,280 --> 00:09:07,280 are good. I prefer systems that have fewer 153 00:09:07,280 --> 00:09:10,760 divisions of personalities, especially when they teach 154 00:09:10,760 --> 00:09:12,600 people. For example, I have a training 155 00:09:13,080 --> 00:09:16,760 this one of the construction companies, so next week I'm not 156 00:09:16,760 --> 00:09:22,240 going to teach them all sixteen types of mayor's personality 157 00:09:22,240 --> 00:09:25,840 typing because it's not realistic to expect from 158 00:09:25,840 --> 00:09:31,000 salespeople to identify them. So I prefer to use 6-7 main 159 00:09:31,240 --> 00:09:35,120 personality types and then depending on what company or 160 00:09:35,120 --> 00:09:38,160 people are doing, focus on specific few. 161 00:09:38,240 --> 00:09:41,080 Ask me more if interested in this aspect. 162 00:09:41,640 --> 00:09:45,520 And another thing that different systems created for different 163 00:09:45,520 --> 00:09:50,720 purposes and they uncover. So some look more into behavior, 164 00:09:50,840 --> 00:09:54,200 some system look more into emotional angle. 165 00:09:54,440 --> 00:09:58,200 So depending on what we are trying to achieve, we may use 166 00:09:58,200 --> 00:10:01,800 one system versus another. Sometimes I combine I combine a 167 00:10:01,800 --> 00:10:05,320 few to build comprehensive personality profiles. 168 00:10:05,520 --> 00:10:08,840 I think I like that, you know, and giving you background in 169 00:10:08,840 --> 00:10:13,880 economics, I see how this flows into creating these models 170 00:10:13,880 --> 00:10:17,560 because we use a lot of models in economics and we always 171 00:10:17,560 --> 00:10:21,560 assume Satori Paribu, all other factors remaining constant. 172 00:10:22,360 --> 00:10:24,600 Okay, let's delve into the second question from the 173 00:10:24,600 --> 00:10:27,960 audience. What's the biggest mistake sales 174 00:10:28,160 --> 00:10:33,040 teams make when trying to build trust and lose high ticket 175 00:10:33,040 --> 00:10:35,320 deals? And how can frameworks like 176 00:10:35,480 --> 00:10:38,720 Human CEO Layer fix it? From my perspective as a 177 00:10:39,000 --> 00:10:42,760 personality profiler and non verbal communication expert, 178 00:10:42,880 --> 00:10:47,360 it's a cookie cutter approach. So when they try to use the same 179 00:10:47,360 --> 00:10:52,440 speech or same way they approach even non verbally right? 180 00:10:52,440 --> 00:10:58,080 How they communicate is it's one way to every single person or if 181 00:10:58,080 --> 00:11:03,080 they differentiate even tone of voice space and dressers and 182 00:11:03,080 --> 00:11:06,040 things like that. So this cookie cutter approach 183 00:11:06,760 --> 00:11:11,560 is something that I would challenge and you ask how we can 184 00:11:11,880 --> 00:11:15,680 kind of fix it. It's be more tailored to 185 00:11:15,680 --> 00:11:20,080 particular personality type. So if you have opportunity to 186 00:11:20,080 --> 00:11:23,600 research who you will be communicating with, it's better 187 00:11:23,600 --> 00:11:28,200 to do in advance to understand their pain points, motivation, 188 00:11:28,480 --> 00:11:32,440 strengths, weaknesses, because each personality type has both 189 00:11:32,520 --> 00:11:37,840 and be prepared and also watch the person during the meeting or 190 00:11:38,400 --> 00:11:42,080 whatever communication you have. Sometimes we don't have 191 00:11:42,120 --> 00:11:43,960 opportunity to prepare in advance. 192 00:11:43,960 --> 00:11:47,960 For example, in car sales, someone walks in and you see 193 00:11:47,960 --> 00:11:52,160 them first time and you want to personalize your approach. 194 00:11:52,440 --> 00:11:57,040 So watch for how they behave, how they talk, what they talk 195 00:11:57,040 --> 00:12:01,280 about, and try to adjust. That is quite interesting and of 196 00:12:01,280 --> 00:12:03,920 course it still brings me back to the whole ceteris variables 197 00:12:04,240 --> 00:12:07,960 of economic models. You know, we always assume that 198 00:12:08,000 --> 00:12:12,120 all of the factors remain constant, but in real life other 199 00:12:12,120 --> 00:12:15,560 factors do not remain constant. Independent variables keep 200 00:12:15,560 --> 00:12:18,080 floating and all is all over the place. 201 00:12:18,280 --> 00:12:26,280 So if I am a personality type A for example, and I know that I 202 00:12:26,280 --> 00:12:30,560 am not the same way all of the time, there are days when I'm 203 00:12:30,560 --> 00:12:34,760 happy, the days when I'm in a mood, the days when I am 204 00:12:34,760 --> 00:12:39,200 depressed, the days when I am optimistic. 205 00:12:39,200 --> 00:12:45,040 But if you catch me on a day when I am not my good self, you 206 00:12:45,040 --> 00:12:50,440 would probably dislike me. So when my friends ask me what's 207 00:12:50,440 --> 00:12:53,440 your best food, I always tell them I don't have a best food. 208 00:12:53,480 --> 00:12:57,800 I am a Moody foodie because the food that I eat depends on my 209 00:12:57,800 --> 00:13:02,520 mood. So like, what's how? 210 00:13:02,520 --> 00:13:09,840 How do we capture the, you know, variables that always refuse to 211 00:13:09,840 --> 00:13:13,360 remain constant, right, despite the default setting? 212 00:13:13,840 --> 00:13:18,920 So that's why I use different personality profiling systems 213 00:13:19,080 --> 00:13:24,120 because some are based on self reporting and exactly like you 214 00:13:24,120 --> 00:13:28,320 said, if you are in a particular mood, you will answer questions 215 00:13:28,320 --> 00:13:32,800 in a particular way and they only will reflect your state at 216 00:13:32,920 --> 00:13:37,320 that particular moment. But on another day, you are in a 217 00:13:37,320 --> 00:13:40,720 different mode, you answer questions completely differently 218 00:13:40,920 --> 00:13:43,720 and it will reflect on a different personality type. 219 00:13:43,720 --> 00:13:46,720 Some things may stay, but many may change. 220 00:13:46,880 --> 00:13:50,880 However, there are some systems that really are not self 221 00:13:50,880 --> 00:13:53,920 reporting. It's reflecting on how you 222 00:13:53,920 --> 00:13:58,280 behave, what your baseline is and what are the things that you 223 00:13:58,280 --> 00:14:02,480 are doing, expressing, etcetera. We usually have two or three 224 00:14:02,480 --> 00:14:06,880 personality types in US and we are born with another one we 225 00:14:06,880 --> 00:14:11,560 adopted during our lifetime. Like is it because of the 226 00:14:11,560 --> 00:14:15,720 environment, how we were raised by parents, by culture, all of 227 00:14:15,720 --> 00:14:18,800 that. And the third one, sometimes 228 00:14:18,800 --> 00:14:22,040 it's pronounced, sometimes it's not very pronounced in people. 229 00:14:22,080 --> 00:14:26,400 They may acquire it during working in particular 230 00:14:26,400 --> 00:14:30,080 environment or living in particular family situation. 231 00:14:30,160 --> 00:14:34,440 So you can see third profile show up only in particular 232 00:14:34,440 --> 00:14:37,880 circumstances. So for you would be if you ate 233 00:14:37,880 --> 00:14:42,560 particular food, right to simplify it and got Moody, this 234 00:14:42,560 --> 00:14:47,680 would be a probably your profile showing up more and it's will 235 00:14:47,680 --> 00:14:49,920 not be the one that you were born with. 236 00:14:50,040 --> 00:14:52,040 It would be the second or the third. 237 00:14:52,200 --> 00:14:56,080 The one that you were born with will stay constant and we can 238 00:14:56,080 --> 00:15:00,400 identify it regardless of your current mood because your 239 00:15:00,400 --> 00:15:04,720 motivations in life, your pain points, things that you care 240 00:15:04,720 --> 00:15:07,920 about, they pretty much are constant. 241 00:15:07,960 --> 00:15:12,480 And even if you will try to convince me that not, we can do 242 00:15:12,480 --> 00:15:15,200 an experiment and we will see that it's true. 243 00:15:15,280 --> 00:15:19,240 You may, you may be Moody and thinking like no, I don't care 244 00:15:19,240 --> 00:15:22,160 about this that I cared about yesterday. 245 00:15:22,480 --> 00:15:26,400 But if it's your baseline for your personality type, you will 246 00:15:26,400 --> 00:15:29,720 steal when your mood will get a little bit better, you will 247 00:15:29,720 --> 00:15:33,800 still go back to your baseline. So this is how to think about 248 00:15:33,800 --> 00:15:37,400 it. Like more baseline type and then 249 00:15:37,400 --> 00:15:39,600 another one or two layers on top. 250 00:15:39,720 --> 00:15:43,680 Wow, you mentioned experiments. I need for experiments. 251 00:15:43,680 --> 00:15:46,760 I'm a science guy and I love the empirical method. 252 00:15:46,760 --> 00:15:50,720 So what experiment are we able to conduct on this podcast? 253 00:15:50,720 --> 00:15:56,120 And based on your profiling system, what would you say is my 254 00:15:56,120 --> 00:16:00,480 personality type? I don't like giving like 255 00:16:00,480 --> 00:16:04,560 personality type openly about someone. 256 00:16:04,600 --> 00:16:08,320 I prefer to look at different things. 257 00:16:08,320 --> 00:16:13,240 So some, as I mentioned, systems require yourself reporting, 258 00:16:13,240 --> 00:16:14,800 right? So you would need to answer some 259 00:16:14,800 --> 00:16:17,280 questions. The ones that I'm using, I'm 260 00:16:17,280 --> 00:16:21,720 using what is available. So I can use your communication 261 00:16:21,720 --> 00:16:24,840 on social media. I can use your behavior right 262 00:16:24,840 --> 00:16:28,960 now, or maybe some behaviors that I observed before or after 263 00:16:28,960 --> 00:16:31,240 some facial expression, things like that. 264 00:16:31,240 --> 00:16:37,760 But I wouldn't just judge based on 20 minutes of interactions 265 00:16:38,080 --> 00:16:43,160 and without asking you specific questions that you may not be 266 00:16:43,160 --> 00:16:49,520 comfortable answering here. So let's keep it I'm. 267 00:16:49,840 --> 00:16:53,280 Doing you're a double comfortable answering here that 268 00:16:53,280 --> 00:16:55,040 sounds interested, that sounds interested. 269 00:16:55,360 --> 00:16:59,920 So I'm trying to find maybe like the most simplistic model that 270 00:16:59,920 --> 00:17:03,000 we can adopt, definitely with questions that I I would be 271 00:17:03,000 --> 00:17:08,440 comfortable answering. It's not like questions some 272 00:17:08,920 --> 00:17:12,319 about some particular intimate area or anything. 273 00:17:12,560 --> 00:17:16,359 It just you, you will give away too much information. 274 00:17:16,680 --> 00:17:18,079 In. Danger like about your 275 00:17:18,079 --> 00:17:19,599 personality? OK. 276 00:17:20,480 --> 00:17:22,400 Maybe you don't want to do it, you know. 277 00:17:23,160 --> 00:17:27,040 I see, I see that, I see that. So I think for for me, like the 278 00:17:27,040 --> 00:17:31,120 personality profiling that I like the most is the one of the 279 00:17:31,120 --> 00:17:34,760 temperaments, right? So we have the sun grains, the 280 00:17:34,760 --> 00:17:39,400 choleric, the melancholic and the phlegmatics, right? 281 00:17:39,760 --> 00:17:41,920 So for me, I think I'm a sun green. 282 00:17:41,920 --> 00:17:45,040 I think I'm like a combination of sun green and choleric. 283 00:17:45,240 --> 00:17:48,680 So yes, I like that. It's just four simple. 284 00:17:48,720 --> 00:17:51,800 I like that. But anything beyond four, it's a 285 00:17:51,800 --> 00:17:53,560 stretch. What are your thoughts? 286 00:17:53,640 --> 00:17:57,280 This is a good one of the systems, but it doesn't answer 287 00:17:57,280 --> 00:18:00,040 all the questions. So, for example, if you want to 288 00:18:00,040 --> 00:18:04,120 sell a car to each of them, how would you change your behavior 289 00:18:04,120 --> 00:18:06,360 based on that? Is it enough for you? 290 00:18:06,600 --> 00:18:10,440 It may give us some idea of how we can approach, especially for 291 00:18:10,440 --> 00:18:14,240 someone like me who knows personality systems, personality 292 00:18:14,240 --> 00:18:18,760 profiling systems, and how this particular system aligns to 293 00:18:18,760 --> 00:18:20,920 other ones that I'm using more often. 294 00:18:21,080 --> 00:18:25,440 But if you know just those four, it's probably will be hard for 295 00:18:25,440 --> 00:18:31,040 you to customize your speech and behavior to each of those four 296 00:18:31,160 --> 00:18:37,040 to get the best of it, right? So are you saying that the 297 00:18:37,760 --> 00:18:44,040 personality test right has degrees of accuracy and degrees 298 00:18:44,040 --> 00:18:46,080 of dilution? Is is that correct? 299 00:18:46,240 --> 00:18:50,680 Depending on what you mean by accuracy and dilution, can you 300 00:18:50,680 --> 00:18:52,560 tell me more of what you have in mind? 301 00:18:52,640 --> 00:18:57,760 So you said the the four personality type is not in depth 302 00:18:57,760 --> 00:19:01,760 enough to make sales speech decisions. 303 00:19:01,960 --> 00:19:06,680 For example, about if we take maybe something like the 16 304 00:19:06,680 --> 00:19:09,120 personality type, I think that's the Myers Briggs, right? 305 00:19:09,120 --> 00:19:15,000 If, if I'm correct, yes, that is a more accurate model, right? 306 00:19:15,120 --> 00:19:19,240 Deep dive into a person's personality and be able to 307 00:19:19,320 --> 00:19:27,600 ascertain a stable pattern in terms of adjusting your 308 00:19:27,720 --> 00:19:30,800 relationships, your communication with such a 309 00:19:30,800 --> 00:19:32,880 personality. Yes and no. 310 00:19:32,880 --> 00:19:36,360 So I don't use Myer system, not much at all. 311 00:19:36,480 --> 00:19:42,120 I use other ones as far as and maybe, you know saying that this 312 00:19:42,120 --> 00:19:44,840 one is better than the other. It's not the goal of our 313 00:19:44,840 --> 00:19:49,920 conversation because again, they serve different purposes and 314 00:19:50,080 --> 00:19:53,240 Myer system has its own applications in particular 315 00:19:53,240 --> 00:19:57,480 environments where it's super valuable, but I'm focused more 316 00:19:57,480 --> 00:20:02,120 on other ones that are more applicable and easier. 317 00:20:02,320 --> 00:20:06,360 To apply and use. So what I'm saying that 318 00:20:06,800 --> 00:20:10,360 depending on your goal, you may choose one versus another 319 00:20:10,360 --> 00:20:15,880 combination of a few in terms of the temperament, caloric and 320 00:20:15,920 --> 00:20:19,000 other ones. It gives us some information. 321 00:20:19,000 --> 00:20:22,080 But from my perspective, it's not sufficient to do, for 322 00:20:22,080 --> 00:20:26,240 example, sales speech. It's good to understand overall 323 00:20:26,240 --> 00:20:31,800 one person versus another, right with their preferences, but not 324 00:20:31,800 --> 00:20:35,440 enough to go deep. So it means that the end 325 00:20:35,440 --> 00:20:38,400 justifies the means in terms of this perspective. 326 00:20:38,400 --> 00:20:42,480 So whatever it is your goal is that determines the kind of 327 00:20:42,480 --> 00:20:45,640 personality profiling that you would have to adopt. 328 00:20:45,920 --> 00:20:51,440 OK, so you have actually beat an entire ecosystem around decoding 329 00:20:51,440 --> 00:20:54,160 human signals. So how did your journey from 330 00:20:54,160 --> 00:20:58,200 Microsoft and we lead you into the world of nonverbal 331 00:20:58,200 --> 00:21:01,520 communication and AI trillion sales and psychology? 332 00:21:01,680 --> 00:21:05,080 Yeah, it's a great question. It's the whole story. 333 00:21:05,160 --> 00:21:10,240 So I started reading Nietzsche and other philosophers when I 334 00:21:10,240 --> 00:21:15,600 was 16 and I had a book, How to Be in France and Influence 335 00:21:15,600 --> 00:21:17,840 People by Dale. Corrigan Wow. 336 00:21:19,800 --> 00:21:22,240 Yes, and. This is this is documented. 337 00:21:22,240 --> 00:21:24,840 I'm so sorry to interrupt you. This is documented. 338 00:21:24,840 --> 00:21:28,000 I've said this on many other episodes of this podcast. 339 00:21:28,160 --> 00:21:32,640 That book was the very first book I ever bought for myself 340 00:21:32,720 --> 00:21:35,080 with money that I earned for myself. 341 00:21:35,280 --> 00:21:38,560 Two books by Dale connecting how to wear friends and influence 342 00:21:38,560 --> 00:21:41,640 people and the art of public speaking are the two books I 343 00:21:41,720 --> 00:21:45,960 ever bought with my own money. Wow it once again it's an honor. 344 00:21:48,000 --> 00:21:51,840 Yeah, and I pretty much use it as a manual. 345 00:21:51,840 --> 00:21:56,840 I was fascinated what motivates people, how they behave, why 346 00:21:56,840 --> 00:22:00,760 they behave the way they do. Sometimes they behave like wow, 347 00:22:01,040 --> 00:22:06,000 and sometimes you think like why this person did it right and how 348 00:22:06,000 --> 00:22:10,880 we can actually change thinking and behavior that we have as 349 00:22:10,880 --> 00:22:14,040 well as others people. So I was really interested in 350 00:22:14,040 --> 00:22:19,640 psychology, but at that time in Russia it was not well playing 351 00:22:19,640 --> 00:22:23,480 profession. And I'm also a practical person 352 00:22:23,480 --> 00:22:27,080 and like numbers. So I decided to go into 353 00:22:27,080 --> 00:22:32,760 economics and study. And then I went into PHDI did 354 00:22:32,760 --> 00:22:37,200 the statistics and I taught grad and postgraduate students. 355 00:22:37,200 --> 00:22:42,920 So I worked with people, I watched my students, I tried to 356 00:22:42,920 --> 00:22:48,920 make statistics and other subjects that I thought easy for 357 00:22:48,920 --> 00:22:52,320 them to understand, even though oftentimes it's not right. 358 00:22:52,320 --> 00:22:55,600 Statistics for many people seems to be hard. 359 00:22:55,680 --> 00:23:00,720 And after six years, I wanted to apply my knowledge and it's 360 00:23:00,720 --> 00:23:05,120 coincided with my immigration to the United States, which was 19 361 00:23:05,120 --> 00:23:07,800 years ago. And I decided to completely 362 00:23:07,840 --> 00:23:10,680 switch from academia to business. 363 00:23:10,680 --> 00:23:13,400 And this was my first switch in my career. 364 00:23:13,560 --> 00:23:18,320 So when I arrived to the United States, I started pretty much 365 00:23:18,320 --> 00:23:22,240 from scratch because I didn't have experience in business. 366 00:23:22,440 --> 00:23:28,000 My English was not that great. So I started a job for new 367 00:23:28,000 --> 00:23:32,160 graduates with low pay and things like that, and I built my 368 00:23:32,160 --> 00:23:34,960 career from there in the United States. 369 00:23:34,960 --> 00:23:38,920 And it's booing. I was responsible for the whole 370 00:23:38,920 --> 00:23:43,080 customer satisfaction process. So again, I was thinking about 371 00:23:43,080 --> 00:23:45,000 psychology. I was thinking how to make 372 00:23:45,000 --> 00:23:48,880 customers better, how we can analyze customer feedback and 373 00:23:48,880 --> 00:23:52,600 things like that. And later in Microsoft, I worked 374 00:23:52,600 --> 00:23:56,920 on four or five different teams and I was touching people one 375 00:23:56,920 --> 00:24:00,000 way or another. All the products was I was on 376 00:24:00,320 --> 00:24:05,560 Azure forecasting Docfiber or if it was about hardware or if it 377 00:24:05,560 --> 00:24:11,520 was about Xbox support strategy, whatever topic I worked on, I 378 00:24:11,520 --> 00:24:15,640 always had people on my mind. So we are building products, we 379 00:24:15,640 --> 00:24:19,200 providing services for people and people provide feedback to 380 00:24:19,200 --> 00:24:23,520 us and we can see like how they think and why they think in that 381 00:24:23,520 --> 00:24:26,240 way, how can we make them happier? 382 00:24:26,480 --> 00:24:32,040 So this pretty much approach to people and thinking was with me 383 00:24:32,040 --> 00:24:34,440 all the time. I also had mint teas at 384 00:24:34,440 --> 00:24:36,640 Microsoft. So I worked with people 385 00:24:36,640 --> 00:24:41,440 one-on-one and eventually I went to Toast Masters and got my 386 00:24:41,760 --> 00:24:43,760 Distinguished Toastmaster status. 387 00:24:43,960 --> 00:24:47,800 It was also hard work and a lot working with people 388 00:24:47,800 --> 00:24:51,840 understanding why we say or do things this way and not another. 389 00:24:52,040 --> 00:24:57,440 But Toastmasters also led me into this area of interest about 390 00:24:57,440 --> 00:25:00,640 nonverbal communication and personality profiling. 391 00:25:00,640 --> 00:25:06,800 And when I I had enough of my corporate career, I want to do 392 00:25:06,800 --> 00:25:11,400 something for people myself now. Then I started thinking about 393 00:25:11,520 --> 00:25:15,440 having my own company. And this is what I'm working and 394 00:25:15,440 --> 00:25:19,840 building on right now and happy, happy to provide help to people. 395 00:25:19,960 --> 00:25:24,960 And eventually I feel like it's when I was 16, right, and 396 00:25:24,960 --> 00:25:29,600 started reading those books. And now I can actually apply all 397 00:25:29,600 --> 00:25:32,720 the knowledge that I have accumulated over the years, 398 00:25:32,800 --> 00:25:36,880 reading so many books and having so much experience, I can now 399 00:25:36,880 --> 00:25:41,560 apply it in real life. Wow, it's a whole lot to unpack. 400 00:25:41,680 --> 00:25:46,440 You venture the age of 16 and the output is awful far from the 401 00:25:46,440 --> 00:25:48,600 tree. I remember when I was 16 years 402 00:25:48,600 --> 00:25:53,720 old had the privilege of reading the whole of the Bible from 403 00:25:53,720 --> 00:25:57,520 Genesis to Revelation. I was also in Bible school. 404 00:25:58,000 --> 00:26:03,160 I think I graduated maybe Route 17 and also I was reading the 405 00:26:03,160 --> 00:26:08,960 work of ancient philosophers, the likes of Aristotle Plateau. 406 00:26:09,040 --> 00:26:11,760 It's it's interesting that this is well documented on the 407 00:26:11,760 --> 00:26:13,920 support cast. I've said there's a lot on the 408 00:26:13,960 --> 00:26:18,520 broadcast and also I've read groups of Nobel laureates, 409 00:26:19,120 --> 00:26:22,600 contemporary philosophers. I tell the younger generation, 410 00:26:22,720 --> 00:26:26,080 it's important that you read. My mom used to say a lot leaders 411 00:26:26,080 --> 00:26:28,400 are leaders and I understand better now. 412 00:26:28,400 --> 00:26:33,520 I'm 33 years old now and I understand better that when you 413 00:26:33,520 --> 00:26:37,280 load yourself with information, relevant information at the 414 00:26:37,280 --> 00:26:43,640 younger person goes on to make you resourceful and relevant in 415 00:26:43,640 --> 00:26:46,840 the future, especially in the global landscape. 416 00:26:47,160 --> 00:26:50,600 I'm grateful for the opportunity to be able to speak with the 417 00:26:50,600 --> 00:26:55,360 brilliant minds of my own time. You know, at 16, reading 418 00:26:55,560 --> 00:26:59,880 Aristotle, reading Immanuel Kant, reading Adam Smith, 419 00:27:00,360 --> 00:27:06,560 reading John Locke, reading this Sky, even with St. 420 00:27:06,560 --> 00:27:08,800 Churchill, a lot of people do not realize Winston Churchill 421 00:27:08,800 --> 00:27:10,400 won a Nobel Prize for Literature. 422 00:27:12,120 --> 00:27:15,120 There's a guy who wrote the book Why I'm not a Christian and I'm 423 00:27:15,120 --> 00:27:18,360 trying to remember him. Veteran Russell, right? 424 00:27:18,680 --> 00:27:20,160 Reading this very brilliant mind. 425 00:27:20,600 --> 00:27:24,120 I used to wish that I wish I could have a conversation with 426 00:27:24,160 --> 00:27:27,120 these, you know, philosophers with these, you know, brilliant 427 00:27:27,120 --> 00:27:28,800 mind. But now I'm privileged, you 428 00:27:28,800 --> 00:27:33,040 know, to post 2 podcasts that are globally ranked. 429 00:27:33,040 --> 00:27:35,320 I said the time of our conversation, The Kingdom's 430 00:27:35,320 --> 00:27:41,200 broadcast is ranked global 2.5%. I have a CFO ranked about 5%. 431 00:27:41,200 --> 00:27:44,760 And I have the privilege to speak with persons like yourself 432 00:27:45,280 --> 00:27:48,120 who have gone to the best schools in the world, have the 433 00:27:48,120 --> 00:27:51,560 highest educational qualifications and we can't 434 00:27:51,560 --> 00:27:55,880 dissect important topics. But it starts with building your 435 00:27:55,880 --> 00:27:58,280 mind. And yes, message to the younger 436 00:27:58,280 --> 00:28:00,480 generation, ensure to build your mind. 437 00:28:00,880 --> 00:28:02,920 But the most important thing is your mindset. 438 00:28:03,240 --> 00:28:06,160 Repeat your mindset. Next, you build your skill set 439 00:28:06,600 --> 00:28:11,320 and then you get the right tool set and you are a well-rounded 440 00:28:11,360 --> 00:28:15,120 professional or entrepreneur. Coming back to, you know, the 441 00:28:15,120 --> 00:28:20,120 science behind human signals. A lot of leaders underestimate 442 00:28:20,120 --> 00:28:23,480 how much communication happens beyond words. 443 00:28:23,480 --> 00:28:26,840 What are the most powerful non verbal signals that 444 00:28:26,840 --> 00:28:31,240 professionals and entrepreneurs should become aware of in high 445 00:28:31,240 --> 00:28:32,960 stakes settings? Sure. 446 00:28:33,280 --> 00:28:38,280 So one thing we can be aware of of our gestures. 447 00:28:38,440 --> 00:28:40,600 So there are some repetitive gestures. 448 00:28:40,600 --> 00:28:46,280 So if I do this thing one time or couple times during our talk, 449 00:28:46,480 --> 00:28:49,960 then it's OK. But if I start doing it every 30 450 00:28:49,960 --> 00:28:53,080 seconds or so, then you will think like what's wrong with 451 00:28:53,080 --> 00:28:56,000 Tatiana, right? And different people has 452 00:28:56,000 --> 00:28:58,880 different gestures. Some may have something like 453 00:28:58,880 --> 00:29:04,280 that, some may be scratching. And in high states, especially 454 00:29:04,280 --> 00:29:07,160 if we are under stress, we stop noticing it. 455 00:29:07,200 --> 00:29:11,560 People who come to me and we do assessment, I show them what 456 00:29:11,560 --> 00:29:14,640 they're doing. They're like, wow, I've never 457 00:29:14,640 --> 00:29:17,360 knew that. I have never known that I've 458 00:29:17,600 --> 00:29:21,000 been doing something like that. So it's a surprise for them 459 00:29:21,000 --> 00:29:25,320 because when under stress in high state situations, we don't 460 00:29:25,320 --> 00:29:27,320 pay attention. It's subconscious. 461 00:29:27,560 --> 00:29:30,760 So it's very important to notice it. 462 00:29:30,800 --> 00:29:33,080 And awareness is already big thing. 463 00:29:33,320 --> 00:29:38,800 So adapters is one thing to be rough and paying attention to. 464 00:29:38,800 --> 00:29:43,520 Another one is openness. So if you're open to someone and 465 00:29:43,520 --> 00:29:48,240 we communicate, people see U.S. Open to the conversation to them 466 00:29:48,440 --> 00:29:51,720 versus something. It's not necessarily crossed 467 00:29:51,800 --> 00:29:55,280 arms. It can be just a push, it can be 468 00:29:55,280 --> 00:30:00,760 angle, it can be some other things that we do to not show 469 00:30:00,760 --> 00:30:04,880 our openness or show the opposite that we are close to 470 00:30:04,880 --> 00:30:07,720 the discussion and people read from us. 471 00:30:07,960 --> 00:30:13,320 Even if I say I'm so, so happy to see you here today and then 472 00:30:13,360 --> 00:30:18,320 I'm all somewhere else, you will not believe me, right? 473 00:30:18,320 --> 00:30:24,040 Or if I'm on my phone like hi, yeah, it's how you doing. 474 00:30:24,440 --> 00:30:27,560 So you will see that my attention is not with you. 475 00:30:27,880 --> 00:30:32,120 So this is another thing like show openness and be there, be 476 00:30:32,120 --> 00:30:34,400 present. And the third one, I would say 477 00:30:34,400 --> 00:30:38,480 it's a space. So if we are like sitting like 478 00:30:38,480 --> 00:30:43,520 that or if we are very tight and making ourselves small or if we 479 00:30:43,520 --> 00:30:48,280 take a reasonable amount of space and show our presence 480 00:30:48,280 --> 00:30:50,800 there. So those three things I would 481 00:30:50,800 --> 00:30:56,000 say the most important and just give you one example about 482 00:30:57,240 --> 00:31:01,240 repetitive gestures adapters that I mentioned as a first 483 00:31:01,240 --> 00:31:03,760 point. I recently made the post on 484 00:31:03,760 --> 00:31:09,040 LinkedIn about one person who is in marketing strategy. 485 00:31:09,080 --> 00:31:14,080 She is smart and brilliant and I was watching her educational 486 00:31:14,080 --> 00:31:18,880 slash proma video and it was small circle and I only could 487 00:31:18,880 --> 00:31:22,480 see her upper body. Presentation was 45 minutes 488 00:31:22,480 --> 00:31:25,840 long. Information was great but her 489 00:31:25,840 --> 00:31:33,640 performance was not that great because she made 379 repetitive 490 00:31:33,640 --> 00:31:37,120 gestures during this 45 minute presentation. 491 00:31:37,160 --> 00:31:41,760 Can you imagine 379? That is massive. 492 00:31:41,960 --> 00:31:46,840 Yes, and it was all touching necklace, touching face in 493 00:31:46,840 --> 00:31:50,360 different places, touching eyeglasses 79. 494 00:31:50,920 --> 00:31:52,600 Let me touch my eyeglasses though. 495 00:31:52,880 --> 00:31:54,800 What are three other several times? 496 00:31:54,880 --> 00:31:58,480 I don't count, you know, and don't always pay attention to 497 00:31:58,480 --> 00:32:03,560 things, but if I think that this could be a good case to make 498 00:32:03,560 --> 00:32:06,920 people aware, then I do it. And by the way, I'm reaching out 499 00:32:06,920 --> 00:32:11,360 to this person that I mentioned to offer them my health because 500 00:32:11,360 --> 00:32:16,120 again, most likely if I tell her what she has done, she will not 501 00:32:16,120 --> 00:32:19,400 believe me. But if we watch her recording, 502 00:32:19,480 --> 00:32:22,920 she will start recognizing. If when I point it out, she will 503 00:32:22,920 --> 00:32:27,120 start recognizing and we'll say like, my goodness, I didn't know 504 00:32:27,120 --> 00:32:30,160 I was doing it. So this is what I see most 505 00:32:30,160 --> 00:32:34,040 frequently with my clients. So now I'm quite curious, how do 506 00:32:34,040 --> 00:32:38,400 you identify these patterns? Do you use AI or is it human 507 00:32:38,640 --> 00:32:40,120 observation? It depends. 508 00:32:40,120 --> 00:32:45,200 If we have many phone calls, many emails, then of course I 509 00:32:45,200 --> 00:32:49,240 will use AI to speed it up and simplify it for us. 510 00:32:49,440 --> 00:32:54,080 But I cannot do everything. It can identify that there was 511 00:32:54,080 --> 00:32:57,440 pose or something like that, but it cannot necessarily say you 512 00:32:57,440 --> 00:33:01,320 why. So if we need to look into root 513 00:33:01,320 --> 00:33:05,280 cause or something like that, then I would need to interpret 514 00:33:05,280 --> 00:33:10,400 it and go into context. For example, I had a client 515 00:33:10,400 --> 00:33:14,560 coach. Coach was my client and her 516 00:33:14,800 --> 00:33:19,680 ongoing client, her client quit. So she asked me to help you 517 00:33:19,760 --> 00:33:22,400 potentially identify why it happened. 518 00:33:22,440 --> 00:33:27,280 And we review it with her recording and I could identify 519 00:33:27,280 --> 00:33:29,920 maybe pauses, but not the context. 520 00:33:29,920 --> 00:33:33,880 So, So what happened? The coach went to the topic that 521 00:33:33,880 --> 00:33:37,960 was very sensitive for the client, and client nonverbal 522 00:33:38,080 --> 00:33:40,640 showed that she didn't want to talk about it. 523 00:33:40,760 --> 00:33:44,880 She didn't say anything, but nonverbal signs were that this 524 00:33:44,880 --> 00:33:47,120 was not the topic. She wanted to go deeper. 525 00:33:47,120 --> 00:33:51,840 My client, the coach, misinterpreted it as a interest, 526 00:33:51,960 --> 00:33:55,480 so she did the opposite. She went deeper into the topic 527 00:33:55,480 --> 00:33:58,520 and her client was uncomfortable. 528 00:33:58,520 --> 00:34:02,400 She didn't enjoy this conversation and she quit. 529 00:34:02,600 --> 00:34:08,880 So the coach, my client lost her ongoing client and AI wouldn't 530 00:34:08,880 --> 00:34:14,040 be able us to identify the sensitivity and all those 531 00:34:14,040 --> 00:34:17,440 nuances. So on some high level it's great 532 00:34:17,440 --> 00:34:24,880 to use AI, but in many cases you need to apply your own knowledge 533 00:34:24,920 --> 00:34:27,679 and experience. In terms of the example I gave 534 00:34:27,679 --> 00:34:32,880 you, the 379, I just counted it because it was just one of 535 00:34:33,080 --> 00:34:35,560 thing. I usually don't count people's 536 00:34:35,560 --> 00:34:38,320 suggestions. Not the point how many, but she 537 00:34:38,320 --> 00:34:42,480 was doing it so much. And plus I don't know what she 538 00:34:42,480 --> 00:34:46,280 did with her lower body because it was not in the circle of the 539 00:34:46,480 --> 00:34:49,800 video recording. So maybe there are more as a 540 00:34:50,120 --> 00:34:54,560 gesture that she did. So it was just a good example to 541 00:34:54,719 --> 00:34:59,680 show people to pay attention to the gestures and things they do. 542 00:34:59,760 --> 00:35:04,640 So and many people after that that say that oh, Tatiana, you 543 00:35:04,640 --> 00:35:08,480 just told me about that. Now I'm being very careful like 544 00:35:08,480 --> 00:35:10,920 and shy about my own performance. 545 00:35:10,920 --> 00:35:16,240 Is it the same as you? Are you now being cautious about 546 00:35:16,240 --> 00:35:18,280 how you? Show up. 547 00:35:18,560 --> 00:35:21,640 Yeah, I think it's, it's very important to be self aware, 548 00:35:21,760 --> 00:35:23,560 right? And this is something I've 549 00:35:23,560 --> 00:35:27,360 always spoken about. I'm really grateful that I have 550 00:35:27,360 --> 00:35:31,080 a podcast that people can always go back to and talk about. 551 00:35:31,360 --> 00:35:34,000 I've spoken with Doctor Joey Droshagen. 552 00:35:34,120 --> 00:35:38,120 He's the, would I say, I don't want to call it founder, the 553 00:35:38,440 --> 00:35:42,840 inventor of the SMT approach, the subconscious mind training 554 00:35:43,000 --> 00:35:45,880 approach. I've also spoken to another guy 555 00:35:45,880 --> 00:35:48,880 called Charlie. I've forgotten his last name. 556 00:35:49,200 --> 00:35:52,840 He calls himself the chief consciousness officer, right? 557 00:35:52,880 --> 00:35:56,240 So these are topics that are very close to my heart. 558 00:35:56,280 --> 00:36:00,320 And for me, people that know me know that I'm a very self aware 559 00:36:00,320 --> 00:36:04,640 person and I think self-awareness is very important 560 00:36:05,000 --> 00:36:07,800 for growth. I pride myself in not being a 561 00:36:07,800 --> 00:36:12,840 perfect person or being a person who strives for excellence. 562 00:36:13,000 --> 00:36:15,760 I feel that affection is fit, right? 563 00:36:15,760 --> 00:36:19,080 When you put yourself out as a perfect person, you are not 564 00:36:19,080 --> 00:36:22,000 relatable. Or when you put yourself out as 565 00:36:22,040 --> 00:36:25,800 a person who strives for excellence, people can relate to 566 00:36:25,800 --> 00:36:29,400 you. The open to feedback, the open 567 00:36:29,400 --> 00:36:34,440 to correction, right and take everything has a feedback loop 568 00:36:34,680 --> 00:36:37,880 to ensure that you improve our whatever, whatever is that you 569 00:36:38,000 --> 00:36:41,840 are doing, right? So being self aware, for me, I 570 00:36:41,840 --> 00:36:43,800 think it's like a default setting. 571 00:36:43,880 --> 00:36:48,200 I think for a lot of people, they have a blurry line between 572 00:36:48,280 --> 00:36:51,040 being self aware and being shy, right? 573 00:36:51,400 --> 00:36:54,840 If you are not confident in yourself, if you are not the 574 00:36:54,840 --> 00:36:58,920 kind of person that is open to making mistakes and making 575 00:36:58,960 --> 00:37:02,760 errors, being self aware can bring your confidence or your 576 00:37:02,760 --> 00:37:06,040 effectiveness efficiency. I think the, the, the, the 577 00:37:06,080 --> 00:37:09,200 factor here is fear, right? Don't be afraid to make 578 00:37:09,200 --> 00:37:11,400 mistakes. Every one of us makes mistakes, 579 00:37:11,640 --> 00:37:14,200 right? And I think also nature versus 580 00:37:14,200 --> 00:37:17,080 nurture conversation comes here, right? 581 00:37:17,360 --> 00:37:21,240 Very early in life, I filled mathematics, you know, at the 582 00:37:21,480 --> 00:37:24,920 old level, that is the entrance exams into university. 583 00:37:24,960 --> 00:37:27,400 I failed it twice before I got to write the third time. 584 00:37:27,640 --> 00:37:31,680 But now today, I'm festive in economics, chartered accountant. 585 00:37:31,680 --> 00:37:35,240 I have an MBA. I've lectured, you know, 586 00:37:35,280 --> 00:37:38,280 professional accountants. I've worked with the global B 587 00:37:38,280 --> 00:37:41,400 for accounting firms #2 and #4 in the world. 588 00:37:41,400 --> 00:37:44,120 So nobody would say this guy does not understand numbers. 589 00:37:44,200 --> 00:37:48,240 But if only you knew that at the age of 16 I was struggling with 590 00:37:48,800 --> 00:37:52,440 mathematics, you know, in exams, right? 591 00:37:52,520 --> 00:37:56,400 So that early introduction to the concept of failing and 592 00:37:56,400 --> 00:38:00,880 trying again, I think helped me as a person and also the peace 593 00:38:00,880 --> 00:38:03,600 and faith. My favorite Scripture is I can 594 00:38:03,600 --> 00:38:06,280 do all things through crisis. Chances be Philippians have to 595 00:38:06,280 --> 00:38:09,800 four verse 13. So if you believe that you can 596 00:38:09,800 --> 00:38:13,840 do all things if you believe in yourself and believe in your 597 00:38:13,840 --> 00:38:18,120 God, I don't think you should be shy or be afraid and even very 598 00:38:18,120 --> 00:38:20,880 well respected leaders across the world like Nelson Mandela 599 00:38:21,200 --> 00:38:24,840 said if we try, we need fill but if we don't, we have filled. 600 00:38:25,000 --> 00:38:26,880 So in life, you just need to keep trying. 601 00:38:27,200 --> 00:38:30,320 Thomas Edison, who invented the with a light bulb, I heard he 602 00:38:30,320 --> 00:38:33,280 had 10,000 alterations before he got to track. 603 00:38:33,640 --> 00:38:37,240 So if a genius like Thomas Edison tried 10,000 times, not 604 00:38:37,240 --> 00:38:40,880 to keep trying, right? So people, I think there's a 605 00:38:40,880 --> 00:38:43,520 need for reorientation in this, you know, age and time. 606 00:38:43,720 --> 00:38:45,960 People want to come off as being perfect. 607 00:38:45,960 --> 00:38:48,800 And you see these on social media, Instagram tick tock 608 00:38:48,800 --> 00:38:53,600 people their best face out there and try to leave like life is 609 00:38:53,600 --> 00:38:56,160 perfect for them there. But there's nobody that has a 610 00:38:56,160 --> 00:38:58,440 perfect life. Tell people testing your 611 00:38:58,440 --> 00:39:01,240 admiring on social media does not have a better life than you. 612 00:39:01,480 --> 00:39:04,960 You only probably have a better camera and better locations for 613 00:39:04,960 --> 00:39:06,840 videos and teachers than yourself. 614 00:39:07,600 --> 00:39:11,800 So, but you know, coming back to the whole human signaling, you 615 00:39:11,800 --> 00:39:16,040 know, and AI, you have actually patented AI framework that it 616 00:39:16,040 --> 00:39:19,000 called patterns and behavior and systems, right? 617 00:39:19,200 --> 00:39:24,680 And how can AI compliment you know and not replace the unique 618 00:39:24,680 --> 00:39:28,960 human art of reading, body language, tone and presence? 619 00:39:29,080 --> 00:39:31,960 Yeah. And I will just add on your 620 00:39:31,960 --> 00:39:33,800 previous comment, if you don't mind. 621 00:39:34,000 --> 00:39:38,280 We are not trying to reach perfection, right. 622 00:39:38,280 --> 00:39:42,280 We're trying to reach our authenticity and. 623 00:39:42,280 --> 00:39:44,120 I love that. I love that word. 624 00:39:44,160 --> 00:39:48,160 God bless you. And the threat of some noise, 625 00:39:48,840 --> 00:39:53,480 right? So if we touch here office or 626 00:39:53,480 --> 00:39:59,800 something, it's totally okay, but if I do it 370 times, it's 627 00:39:59,800 --> 00:40:04,600 not that great, right? Also, we often miss this 628 00:40:04,600 --> 00:40:08,200 element. I usually use it as a focus of 629 00:40:08,200 --> 00:40:12,240 my work with the client. Each of us has already brilliant 630 00:40:12,240 --> 00:40:17,080 things that we have the our, what we can call it perfect for 631 00:40:17,080 --> 00:40:21,440 example, but it's just authentic way we communicate with 632 00:40:21,440 --> 00:40:24,760 nonverbal signals that we are sending and things like that. 633 00:40:24,760 --> 00:40:28,840 So for each client, I highlight what they're already doing well 634 00:40:28,960 --> 00:40:32,920 because each of us does and many of us also we are not aware 635 00:40:32,920 --> 00:40:35,960 about those beautiful things that we are doing and that we 636 00:40:35,960 --> 00:40:40,640 can leverage to our advantage. So this also important awareness 637 00:40:40,640 --> 00:40:44,840 like what am I great at, what I can use more of? 638 00:40:45,040 --> 00:40:49,880 And then I call it fine tuning, things that don't serve us well, 639 00:40:50,000 --> 00:40:53,800 some but habits that we accumulated, some things we do 640 00:40:53,800 --> 00:40:56,160 under stress and things like that. 641 00:40:56,160 --> 00:41:00,080 So I call it fine tuning and I totally for authenticity. 642 00:41:00,440 --> 00:41:07,200 I don't support like we need to be all robots and do exactly as 643 00:41:07,280 --> 00:41:09,800 everyone else. I don't think this is great. 644 00:41:09,840 --> 00:41:15,160 We're all so unique and this is the strength of human that we 645 00:41:15,200 --> 00:41:18,840 are unique. As far as switching to AIAI is 646 00:41:18,840 --> 00:41:22,120 not at the point where it can do everything for us. 647 00:41:22,120 --> 00:41:24,600 If it will be at some point, that's great. 648 00:41:24,640 --> 00:41:29,680 OK, let's do everything for us. So as I mentioned before, I use 649 00:41:29,680 --> 00:41:33,760 it to speed up things, to look at things clear, but then to go 650 00:41:33,760 --> 00:41:38,240 into deep analysis, like what exactly the root cause behind 651 00:41:38,240 --> 00:41:44,440 it, What is the motivation, what other things AI often misses. 652 00:41:44,840 --> 00:41:49,760 Another example I can give you, there is a shoe company and they 653 00:41:49,760 --> 00:41:54,720 have a lot of advertisements they make for the shoes and some 654 00:41:54,720 --> 00:41:58,480 of this advertisement is not great and I have a couple posts 655 00:41:58,480 --> 00:42:03,120 about that on my LinkedIn. So if I share those images with 656 00:42:03,120 --> 00:42:05,760 AI, AI says that they're great in general. 657 00:42:05,760 --> 00:42:09,120 Sometimes it highlights something but if I look with my 658 00:42:09,120 --> 00:42:15,000 human eye I see issues with it and how not shoes highlighted 659 00:42:15,040 --> 00:42:19,160 but some other things. For example, body parts of the 660 00:42:19,160 --> 00:42:23,560 human that are not a subject of this advertisement at all to 661 00:42:23,560 --> 00:42:28,360 wrong emphasis or unnatural causes for the human. 662 00:42:28,480 --> 00:42:31,560 You look at this advertisement, they see like something is 663 00:42:31,560 --> 00:42:34,040 wrong. And when you start analyzing, 664 00:42:34,600 --> 00:42:38,080 it's artificial, artificial poses. 665 00:42:38,080 --> 00:42:43,480 So AI cannot identify all of that very well yet. 666 00:42:43,480 --> 00:42:49,200 So I definitely use it when I can, but at this point we need 667 00:42:49,840 --> 00:42:53,400 experts to help it. Absolutely, absolutely. 668 00:42:53,720 --> 00:42:57,760 I keep saying at least about AI given the fact I'm very fond of 669 00:42:57,800 --> 00:43:00,840 AII am AI myself. I say AI is meant to be an 670 00:43:00,840 --> 00:43:04,720 assistant, right? So AI is as powerful as the mind 671 00:43:04,720 --> 00:43:07,000 of the human who is using it, right? 672 00:43:07,040 --> 00:43:10,440 And we are in the age of the height of artificial 673 00:43:10,440 --> 00:43:13,320 intelligence. But unfortunately we are also in 674 00:43:13,320 --> 00:43:15,480 the age of the height of human foolishness. 675 00:43:15,520 --> 00:43:20,640 So it's crazy how 20-30 years ago, if you needed information, 676 00:43:20,880 --> 00:43:25,040 you needed to dig into a library, dig into, you know, 677 00:43:25,320 --> 00:43:28,720 restricted resources, right? But now information is readily 678 00:43:28,720 --> 00:43:33,240 available and widely available, but we still have people asking 679 00:43:33,400 --> 00:43:35,840 the most stupid questions about any human history. 680 00:43:36,160 --> 00:43:38,920 So we need to develop our minds first, right? 681 00:43:38,920 --> 00:43:42,680 And of course, it's mindset skill set before the tool set. 682 00:43:42,960 --> 00:43:46,200 AI is just a tool set and I think people need to really, 683 00:43:46,200 --> 00:43:49,520 really get it right. Coming to the high ticket sales 684 00:43:49,520 --> 00:43:54,760 and buyer profiling, you'll buy a match in a trademark to and 685 00:43:54,880 --> 00:43:57,320 human signal. They are also trademark those 686 00:43:57,320 --> 00:44:01,240 frameworks, their game changers. Can you break down how aligning 687 00:44:01,280 --> 00:44:05,520 of bias, personality and non verbal clues can shift the 688 00:44:05,520 --> 00:44:08,680 outcome of a multi $1,000,000 deal? 689 00:44:08,760 --> 00:44:12,800 Definitely, I like combining them both if it's appropriate 690 00:44:12,800 --> 00:44:16,600 for the situation that people reach out to me with. 691 00:44:16,840 --> 00:44:21,880 So personality layer, it's when we think about decision style of 692 00:44:21,880 --> 00:44:27,120 the person, what pinpoints they care about, what motivations 693 00:44:27,120 --> 00:44:29,560 they have in life and things like that. 694 00:44:29,560 --> 00:44:33,680 So we can understand if it's a data-driven person, is it a 695 00:44:33,680 --> 00:44:37,200 visionary? Is it a relation based 696 00:44:37,880 --> 00:44:40,720 personality type or some other one. 697 00:44:40,920 --> 00:44:45,120 So we can then target our message and the way that they 698 00:44:45,120 --> 00:44:48,840 can understand. And in simple words we can say, 699 00:44:48,840 --> 00:44:53,360 for example, if you speak only English, but I talk with you in 700 00:44:53,360 --> 00:44:55,720 Russian, you will not understand me. 701 00:44:55,720 --> 00:45:00,120 Even if my idea proposal, the product I'm selling to you is 702 00:45:00,120 --> 00:45:03,200 great, right? It will not be on the same page. 703 00:45:03,360 --> 00:45:03,880 But if? I. 704 00:45:05,720 --> 00:45:09,880 If I speak your language, then I can deliver this information the 705 00:45:09,880 --> 00:45:13,840 same as personality types if it's a data-driven person, but 706 00:45:13,840 --> 00:45:18,600 I'm trying to tell them or just imagine how you feel using this 707 00:45:18,680 --> 00:45:20,720 right? They don't care that much how 708 00:45:20,760 --> 00:45:23,040 they feel. They want to know efficiencies. 709 00:45:23,040 --> 00:45:27,080 They not want to know keep the eye and other things. 710 00:45:27,080 --> 00:45:31,200 So we will be speaking different languages, but if I give them 711 00:45:31,200 --> 00:45:36,360 what they want to hear in terms of what they understand, the 712 00:45:36,360 --> 00:45:39,120 language they understand, then we both win. 713 00:45:39,480 --> 00:45:45,480 I able to deliver my message, they hear me, we save time and 714 00:45:45,480 --> 00:45:48,040 hopefully I get them what they want. 715 00:45:48,120 --> 00:45:52,600 And another layer on top of personality layer is a signal 716 00:45:52,600 --> 00:45:55,200 layer. And it's especially important 717 00:45:55,480 --> 00:45:59,320 when it's in person interaction. For example, car sales 718 00:45:59,320 --> 00:46:04,800 dealership or maybe a high ticket consulting or some other 719 00:46:04,800 --> 00:46:08,280 expensive, maybe a hotel chain or something like that. 720 00:46:08,280 --> 00:46:14,000 When your customer walks in and you don't have much information 721 00:46:14,000 --> 00:46:16,840 about them, about their personality type, you didn't 722 00:46:16,840 --> 00:46:21,320 have time to do research. Maybe you didn't have their name 723 00:46:21,360 --> 00:46:25,800 right, just walked in and by looking how they behave, what 724 00:46:25,800 --> 00:46:32,000 they're saying, the way they to the non verbal, you can evaluate 725 00:46:32,120 --> 00:46:37,600 relatively quickly and make a guess what would be a most 2 726 00:46:37,720 --> 00:46:41,120 personality types. And this is what I teach of the 727 00:46:41,480 --> 00:46:44,720 person. And based on that, you tailor 728 00:46:44,760 --> 00:46:48,880 your communication again to speak on the same language they 729 00:46:48,880 --> 00:46:53,320 understand, not on our own. And this is not only in 730 00:46:53,320 --> 00:46:56,360 business, but even in our personal lives sometimes. 731 00:46:56,360 --> 00:47:01,560 We have all best intentions and we put all best effort into 732 00:47:01,600 --> 00:47:06,720 saying something, sharing and we are so eager to deliver it and 733 00:47:06,720 --> 00:47:11,200 we know ourselves and we try to deliver the message in the best 734 00:47:11,200 --> 00:47:14,480 way we can understand. And we think like all the effort 735 00:47:14,480 --> 00:47:17,880 I put into this, how I'm explaining how I'm delivering, 736 00:47:17,880 --> 00:47:21,880 it's great for us. But this is a different person 737 00:47:21,880 --> 00:47:25,920 and they may be interested in different things and they may 738 00:47:25,920 --> 00:47:29,520 have a different language. And if we don't adopt our 739 00:47:29,520 --> 00:47:33,120 messaging, even if it's great, it may not land. 740 00:47:33,280 --> 00:47:37,080 So in high stakes, it's very important because tailoring, 741 00:47:37,080 --> 00:47:41,360 tailoring your messaging to particular customer needs is 742 00:47:41,360 --> 00:47:44,840 super important and it's a win, win situation. 743 00:47:44,840 --> 00:47:48,600 Wow. So talking about executive 744 00:47:48,600 --> 00:47:52,560 presence, you've actually trained executives on the 745 00:47:52,560 --> 00:47:55,440 executive presence code. It's interesting. 746 00:47:55,440 --> 00:47:59,360 You have a lot of trademarks. In practical terms, how can a 747 00:47:59,360 --> 00:48:02,960 leader walk into a boom and instantly command authority, 748 00:48:03,160 --> 00:48:08,160 trust, credibility, respect without even saying a word? 749 00:48:08,360 --> 00:48:12,760 Great question and we talked about a few points already, but 750 00:48:12,760 --> 00:48:16,800 let me bring it up again. So first would be a post chance 751 00:48:16,800 --> 00:48:20,960 place, so being open to the audience, being straight, 752 00:48:20,960 --> 00:48:26,120 standing or moving in a straight way, not so you know, shoulders 753 00:48:26,120 --> 00:48:31,920 down or any angle or any of that space, taking appropriate space, 754 00:48:31,920 --> 00:48:35,680 not too much, not too little. These gestures and body 755 00:48:35,680 --> 00:48:39,600 positioning and how we see it depending we are staying 756 00:48:39,880 --> 00:48:44,640 standing or sitting. Then also how much we have all 757 00:48:44,640 --> 00:48:46,960 of this, right? What kind of gestures? 758 00:48:46,960 --> 00:48:51,560 So paying attention to what we are sending out there and how 759 00:48:51,560 --> 00:48:54,240 much of it. And also keeping eye contact. 760 00:48:54,760 --> 00:48:58,800 Eye contact is very important to make sure that we communicate 761 00:48:59,120 --> 00:49:02,280 with the person and not with someone else. 762 00:49:02,440 --> 00:49:07,720 Worse with our phone, right? So those three areas would be 763 00:49:07,840 --> 00:49:10,040 the most powerful to address first. 764 00:49:10,120 --> 00:49:13,000 And then there are other things to add on top of it. 765 00:49:13,160 --> 00:49:15,400 Wow. So when it comes to these 766 00:49:15,400 --> 00:49:19,880 posters, I'm glad we had a conversation about the 767 00:49:19,880 --> 00:49:24,280 differences between, you know, the best world countries, the 768 00:49:24,280 --> 00:49:29,760 third world countries is are different across the world and 769 00:49:29,880 --> 00:49:33,840 different, you know, posters mean different things in 770 00:49:33,840 --> 00:49:37,720 different cultures. So you have been privileged to 771 00:49:38,680 --> 00:49:42,920 work globally and speak multiple languages, right? 772 00:49:42,920 --> 00:49:45,800 You are a step ahead of me. I've only been privileged to 773 00:49:45,800 --> 00:49:52,880 work globally, but I can't claim to be a master of multiple, you 774 00:49:52,880 --> 00:49:56,120 know, globally relevant languages. 775 00:49:56,160 --> 00:50:00,600 You know, how does cultural difference shape non verbal 776 00:50:00,600 --> 00:50:03,920 communication? And what's universal signals can 777 00:50:03,920 --> 00:50:07,520 professionals rely on? You know, anywhere and 778 00:50:07,520 --> 00:50:10,680 everywhere in the world. Yes, this is a great question 779 00:50:10,760 --> 00:50:17,840 And even probably we heard cases about politicians traveling to 780 00:50:17,840 --> 00:50:24,680 different areas and making mistakes in how they dress or 781 00:50:24,680 --> 00:50:26,680 what they say. So it's. 782 00:50:26,720 --> 00:50:28,920 Even even the gestures. Even the gestures. 783 00:50:29,080 --> 00:50:32,480 I'll give an example. So I think in Islamic cultures, 784 00:50:32,480 --> 00:50:36,640 males are not meant to have handshakes with females. 785 00:50:36,640 --> 00:50:39,720 And this has happened many times, even in my presence. 786 00:50:39,760 --> 00:50:43,520 And it feels sort of awkward when a female from the Western 787 00:50:43,520 --> 00:50:47,120 culture is trying to shake the hand of a respected, you know, 788 00:50:47,160 --> 00:50:52,680 Islamic or Arabic figure. They try to politely decline 789 00:50:52,840 --> 00:50:56,240 it's it's awkward. Yes. 790 00:50:56,520 --> 00:51:01,760 So definitely if we have international audience or if we 791 00:51:01,760 --> 00:51:06,040 travel somewhere specifically, we need to educate ourselves on 792 00:51:06,040 --> 00:51:11,840 some of the habits and cultural things that this particular area 793 00:51:11,880 --> 00:51:15,120 uses. So has right in general, if we 794 00:51:15,120 --> 00:51:17,800 are not aware, we just can be mindful. 795 00:51:18,080 --> 00:51:23,080 For example, color white can be birth color or can be deaf 796 00:51:23,200 --> 00:51:25,720 color. Depending on where we are black 797 00:51:25,720 --> 00:51:29,840 estimated is different as well. So if even we choose wrong 798 00:51:29,840 --> 00:51:34,320 color, we are sending a wrong message, maybe disrespect right? 799 00:51:34,320 --> 00:51:37,720 So not appropriate for the situation and we will look 800 00:51:37,720 --> 00:51:42,600 foolish and we will not pay respect to the environment where 801 00:51:42,600 --> 00:51:45,200 we are. Also personal space in some 802 00:51:45,200 --> 00:51:48,760 areas, very little personal space will be like, oh, 803 00:51:48,760 --> 00:51:53,040 intrusion into someone's place. In other cultures, it can be 804 00:51:53,560 --> 00:51:56,200 appropriate. And if you are too far, they 805 00:51:56,200 --> 00:51:59,800 say, oh, this person doesn't want to be too close to me. 806 00:51:59,800 --> 00:52:03,360 What's going on? They want to be far away. 807 00:52:03,800 --> 00:52:05,960 Eye contact. In some cultures, it's 808 00:52:06,080 --> 00:52:09,680 encouraged to have eye contact. In others, it's too much. 809 00:52:09,680 --> 00:52:10,200 It's it's. Rude. 810 00:52:12,040 --> 00:52:16,960 So those nuances we need to educate ourselves on, but there 811 00:52:16,960 --> 00:52:20,000 are some universal things that we can apply. 812 00:52:20,000 --> 00:52:22,560 For example, genuine smile, right? 813 00:52:22,920 --> 00:52:25,920 It's universal. The smile never goes out of 814 00:52:25,920 --> 00:52:27,320 fashion. Right. 815 00:52:27,640 --> 00:52:32,360 And then some gestures that are universal when we soothe 816 00:52:32,480 --> 00:52:37,920 ourselves or when we leaning towards someone showing our 817 00:52:37,920 --> 00:52:42,320 interest or the opposite if we don't want to be involved, we 818 00:52:42,640 --> 00:52:47,440 lean in an opposite direction. There are different things that 819 00:52:48,160 --> 00:52:52,200 different and there are some other ones that are universal, 820 00:52:52,200 --> 00:52:57,200 so it's good to be aware of both, especially if we 821 00:52:57,200 --> 00:52:59,880 communicate with international audiences. 822 00:53:00,200 --> 00:53:03,920 Interesting that speaks to your philosophy that I always reach 823 00:53:04,200 --> 00:53:07,720 that the capacity of a person is dependent on a couple of ease. 824 00:53:08,200 --> 00:53:11,040 And what are the ease? Your education, your exposure, 825 00:53:11,040 --> 00:53:13,480 your enlightenment and your experience. 826 00:53:13,680 --> 00:53:17,600 So that forms your capacity to function as a person. 827 00:53:17,600 --> 00:53:21,240 And Speaking of functioning as a person, something I very much 828 00:53:21,240 --> 00:53:25,360 appreciate about your journey is your personal receipts and your 829 00:53:25,520 --> 00:53:29,280 evolution over time. And it has spoken to your career 830 00:53:29,280 --> 00:53:32,200 growth and development. So transitioning from the 831 00:53:32,200 --> 00:53:37,680 academia to the corporate world like calling Microsoft and going 832 00:53:37,720 --> 00:53:41,320 on to entrepreneurship, which in my opinion is the ultimate is 833 00:53:41,320 --> 00:53:45,400 nothing short of remarkable. So what mindset shifts allowed 834 00:53:45,400 --> 00:53:50,760 you to be going to solve at each stage and to build influence in 835 00:53:50,840 --> 00:53:54,320 mill terminated industry? Great question. 836 00:53:54,360 --> 00:53:58,960 And you said the keyword at the beginning that it's evolution. 837 00:53:59,200 --> 00:54:05,560 So I don't call it reinvention, it's an evolution because it's 838 00:54:05,560 --> 00:54:10,080 just one path that I had. I told you about my switch in 839 00:54:10,080 --> 00:54:14,800 career after academia. I have a switch recently from 840 00:54:14,800 --> 00:54:19,680 corporate to my own business. So it's all driven by my 841 00:54:19,680 --> 00:54:23,400 personal curiosity. Alonian and trying to achieve 842 00:54:23,400 --> 00:54:25,520 goals. I like achieving goals in 843 00:54:25,560 --> 00:54:28,400 academia. For example, I was interested in 844 00:54:28,400 --> 00:54:30,720 getting expertise and credibility. 845 00:54:31,040 --> 00:54:37,040 At Boeing I received practice systems and customer experience 846 00:54:37,040 --> 00:54:41,400 that I worked in. At Microsoft I gain disability 847 00:54:41,680 --> 00:54:44,960 and presence. That led to some influence and 848 00:54:44,960 --> 00:54:50,880 now I have ownership and self validation that I can do things 849 00:54:51,240 --> 00:54:56,360 on my own and also learning a lot of self marketing, which is 850 00:54:56,360 --> 00:54:59,960 very hard for me. So it's an evolution for me and 851 00:54:59,960 --> 00:55:05,640 it's quite natural and I am glad that I've done those decisions 852 00:55:05,640 --> 00:55:07,840 that many people didn't approve at the time. 853 00:55:07,920 --> 00:55:11,040 And also leading Microsoft, for example, or switching from 854 00:55:11,040 --> 00:55:13,360 academia. Many people expected me to teach 855 00:55:13,360 --> 00:55:19,200 in US but I'm glad that I did what I felt was right path for 856 00:55:19,200 --> 00:55:22,480 me because I'm truly in joins and join you. 857 00:55:23,040 --> 00:55:27,800 I think he, he just reminded me of something that I posted on 858 00:55:27,800 --> 00:55:32,000 LinkedIn recently. And it's it's talking about, you 859 00:55:32,000 --> 00:55:36,240 know, you doing your thing without people's permissions, 860 00:55:36,400 --> 00:55:38,800 right? So a lot of times people want to 861 00:55:38,800 --> 00:55:42,240 put you in a box, but you don't have to stay in that box. 862 00:55:42,440 --> 00:55:46,440 You need to discover yourself. So there's a guy called Justin 863 00:55:46,440 --> 00:55:48,840 Walsh. He posted on LinkedIn, quite a 864 00:55:48,840 --> 00:55:53,760 long post, but the image he posted says, and I quote, stop 865 00:55:53,760 --> 00:55:56,680 asking for permission to build the life you want. 866 00:55:56,920 --> 00:56:00,640 Your family will tell you no. Your friends will tell you no. 867 00:56:00,880 --> 00:56:03,280 The corporate machine will tell you no. 868 00:56:03,480 --> 00:56:07,800 Go build it anyway. And I jumped on this and I said 869 00:56:07,960 --> 00:56:11,360 this powerful reminder. If you keep waiting for 870 00:56:11,360 --> 00:56:14,800 approval, you wait forever. Family, friends and the 871 00:56:14,800 --> 00:56:19,040 corporate system often say no, not because they see your limits 872 00:56:19,240 --> 00:56:21,320 or because they can't see your vision. 873 00:56:21,560 --> 00:56:24,320 The great builder, the greatest builders, entrepreneurs and 874 00:56:24,320 --> 00:56:28,560 leaders all had to face that no before creating their yes. 875 00:56:28,680 --> 00:56:31,400 Stop seeking permission. Start building proof. 876 00:56:31,720 --> 00:56:34,960 Who else here is building something the world wants to 877 00:56:35,040 --> 00:56:37,920 them was to risk. So I'd love for you to speak to 878 00:56:37,920 --> 00:56:42,520 that, you know, people seeing limitations where builders like 879 00:56:42,520 --> 00:56:45,640 yourself and myself see opportunities and potentials 880 00:56:45,640 --> 00:56:47,840 onto the the potentials with confidentials they don't 881 00:56:47,840 --> 00:56:50,200 believe. What are your thoughts on you 882 00:56:50,200 --> 00:56:53,280 know this situation? It's, it can be a tough 883 00:56:53,280 --> 00:56:57,320 situation for someone and also for me, I've been contemplating 884 00:56:57,400 --> 00:57:00,720 for a year before I made a decision to leave. 885 00:57:00,720 --> 00:57:05,040 It's my own thinking process like, oh, this is a stable job, 886 00:57:05,160 --> 00:57:08,400 great company, great salary and things like that. 887 00:57:08,600 --> 00:57:13,200 So my own thinking and plus people around me or how my 888 00:57:13,200 --> 00:57:17,440 former Co workers will be looking at and I'm sure that 889 00:57:17,440 --> 00:57:21,440 many people like watching me right now and think she's going 890 00:57:21,440 --> 00:57:24,680 to be successful or one of those failures. 891 00:57:24,680 --> 00:57:28,400 What are the statistics for small businesses to fail right 892 00:57:28,400 --> 00:57:32,360 and individuals to fail. But I like the phrase I learned 893 00:57:32,360 --> 00:57:35,320 from someone. We the win or we learn. 894 00:57:35,560 --> 00:57:38,560 So there is no failure. And whatever experience I'm 895 00:57:38,560 --> 00:57:41,160 getting, it will be my learning experience. 896 00:57:41,200 --> 00:57:46,960 And actually, many of successful small businesses, they failed at 897 00:57:46,960 --> 00:57:50,400 the beginning, they learned and they build something better. 898 00:57:51,640 --> 00:57:55,560 And many failed multiple times before they build something 899 00:57:55,800 --> 00:57:58,320 successful. So it's about risk aversion. 900 00:57:58,800 --> 00:58:02,640 Are you ready to take the risk to pursue your passion? 901 00:58:02,800 --> 00:58:06,280 For me, it was worth it. For me, it was worth it to risk 902 00:58:06,320 --> 00:58:10,240 and potentially gain nothing except the experience, my 903 00:58:10,240 --> 00:58:13,000 learnings. But it was worth for me. 904 00:58:13,160 --> 00:58:17,040 And for many people, other things take over and they don't 905 00:58:17,040 --> 00:58:19,440 make this step. So it's very individual 906 00:58:19,440 --> 00:58:22,040 decision. But research shows that at the 907 00:58:22,040 --> 00:58:26,720 end of our lives, people regret the most what that they haven't 908 00:58:26,720 --> 00:58:30,240 tried something, right? But they haven't done this and 909 00:58:30,240 --> 00:58:33,360 they haven't done that. So I don't want to be one of 910 00:58:33,360 --> 00:58:38,200 those people that regrets that I haven't tried something because 911 00:58:38,200 --> 00:58:41,640 I'm curiosity driven. So for me, I feel better risk 912 00:58:41,800 --> 00:58:44,520 and try. And in my case, maybe it's a 913 00:58:44,520 --> 00:58:47,920 little bit easy because if I want, I can go back to data 914 00:58:47,920 --> 00:58:51,360 science and AI. Even during last moment I had 915 00:58:51,360 --> 00:58:56,320 meta reached about to me 4 times asking me if I would be willing 916 00:58:56,320 --> 00:59:01,000 to interview. So I kind of have a Plan B if it 917 00:59:01,000 --> 00:59:03,400 doesn't work but I'm not even considering it. 918 00:59:05,120 --> 00:59:09,280 But on psychological level, some people may say, Tatiana, it's 919 00:59:09,280 --> 00:59:12,440 easy for you because you have education, you have experience, 920 00:59:12,440 --> 00:59:16,400 and if you want you can go back. And I understand that. 921 00:59:16,400 --> 00:59:20,120 But at the same time, when I speech from academia in Russia 922 00:59:20,120 --> 00:59:26,680 to working in US in business, as someone who just graduated for 923 00:59:26,720 --> 00:59:30,600 very low salary, very low, even though by that time I already 924 00:59:30,600 --> 00:59:35,120 had PhD and six years of teaching at universities, I was 925 00:59:35,160 --> 00:59:40,160 ready to do, you know, this shift go down, down and start 926 00:59:40,160 --> 00:59:43,480 from scratch again and trace later again. 927 00:59:43,480 --> 00:59:48,160 So it sacrifice personal decisions, what we want to 928 00:59:48,160 --> 00:59:51,040 sacrifice and what we are driven by. 929 00:59:51,200 --> 00:59:54,600 And again, talking about personalities, right, And 930 00:59:54,720 --> 00:59:58,880 personality types, my personality type prefers to risk 931 00:59:59,040 --> 01:00:03,280 and follow desires and wishes in life and achieve goals. 932 01:00:03,280 --> 01:00:07,320 So I'm goal oriented. So right now I'm working on my 933 01:00:07,320 --> 01:00:08,560 business. I. 934 01:00:08,720 --> 01:00:14,840 Trying to help people and I'm sure I can do it, but I liking 935 01:00:14,920 --> 01:00:18,600 all the knowledge that to be successful in a big scale. 936 01:00:18,760 --> 01:00:23,160 So I'm putting a lot of effort into learning how marketing 937 01:00:23,160 --> 01:00:27,600 works, how funnels work, how to build my own website, how to 938 01:00:27,600 --> 01:00:31,440 edit my own videos. And it's so fascinating, all of 939 01:00:31,440 --> 01:00:35,280 it. It's the whole interfere behind 940 01:00:35,280 --> 01:00:38,640 the soul. Very interested learning it. 941 01:00:38,800 --> 01:00:41,320 Wow. You know, I'm surprised because, 942 01:00:41,320 --> 01:00:43,440 you know, I see a lot of similarities between yourself 943 01:00:43,440 --> 01:00:45,840 and myself. I don't have a PhD in economics, 944 01:00:45,840 --> 01:00:48,120 but I do have APSC in economics, Right. 945 01:00:48,480 --> 01:00:55,240 And yeah, I went from that space into accounting, now into 946 01:00:55,800 --> 01:00:58,520 podcasting. And I just recently discovered 947 01:00:58,520 --> 01:01:01,520 that it's clear that I am actually a journalist. 948 01:01:01,640 --> 01:01:03,800 I'm different from the rest of the broadcasters. 949 01:01:03,800 --> 01:01:05,800 But let's, let's not deceive ourselves. 950 01:01:05,960 --> 01:01:10,240 In just the very, very small span of time that I've been in 951 01:01:10,240 --> 01:01:13,760 this space, I have rejected into the global rankings. 952 01:01:14,200 --> 01:01:17,640 Look at the people who share this similar global rankings 953 01:01:17,640 --> 01:01:20,600 with me. They started maybe minimum of 954 01:01:20,600 --> 01:01:24,160 three years before me. But we understand how to follow 955 01:01:24,160 --> 01:01:28,640 the data points right and how to use data-driven decisions to 956 01:01:28,640 --> 01:01:31,360 improve our businesses. Coming into the media space, 957 01:01:31,360 --> 01:01:35,200 learning how to edit videos, thumbnails, you'll get it over 958 01:01:35,200 --> 01:01:36,960 time. When you start, people laugh at 959 01:01:36,960 --> 01:01:39,120 you or you're doing this, you gotta take it. 960 01:01:39,280 --> 01:01:43,240 It's a feedback loop, you know, and also understanding, you know 961 01:01:43,520 --> 01:01:47,800 the marketing funnels even when it comes to hiring people, 962 01:01:48,320 --> 01:01:50,600 right? One very big lesson I learned 963 01:01:50,600 --> 01:01:54,400 about hiring people is you need to always focus on the mindset 964 01:01:54,400 --> 01:01:58,640 first, not the skill set, right? And always ensure that you hire 965 01:01:59,240 --> 01:02:03,000 A plus individuals. A individuals tend to employ B 966 01:02:03,000 --> 01:02:07,600 individuals and BS employees, CS employees, That's not right. 967 01:02:07,840 --> 01:02:10,840 You should always see to hire people who are smarter than you 968 01:02:10,840 --> 01:02:14,280 in that sort of area in the certain matter that you are 969 01:02:14,280 --> 01:02:17,360 trying to employ them. But essentially the mindset is 970 01:02:17,360 --> 01:02:19,760 the first thing. If you have the right mindset, 971 01:02:20,000 --> 01:02:23,080 then you can evaluate the skill set and of course, provide them 972 01:02:23,080 --> 01:02:26,280 with the right tool sets to execute, you know, the job. 973 01:02:26,280 --> 01:02:29,640 And also reading books like Rocket fuel, maybe discovered 974 01:02:29,640 --> 01:02:33,040 that persons like myself and yourself, we are visionaries, 975 01:02:33,200 --> 01:02:35,000 but visionaries are not everything. 976 01:02:35,200 --> 01:02:38,720 We need integrators. Visionaries have the big picture 977 01:02:39,000 --> 01:02:41,680 thinking, the strategic thinking, but you need people 978 01:02:41,680 --> 01:02:46,160 who are excellent at execution to carry that vision and you 979 01:02:46,160 --> 01:02:49,000 know, make it executed. And then, you know, you have 980 01:02:49,000 --> 01:02:53,280 that synergy of individuals and beauty, you know, or being a 981 01:02:53,280 --> 01:02:56,280 good business. And it's always good to to seek 982 01:02:56,280 --> 01:02:58,160 help. It's always been to seek help. 983 01:02:58,360 --> 01:03:03,200 And it will amaze you how willing people are to give you 984 01:03:03,200 --> 01:03:04,240 their time. Yeah. 985 01:03:04,240 --> 01:03:06,400 And people are not really willing to give money. 986 01:03:06,640 --> 01:03:10,560 But when it comes to time and advice, it's it's crazy how much 987 01:03:10,560 --> 01:03:11,920 people are always willing to give it. 988 01:03:12,120 --> 01:03:13,800 We don't get because we don't ask. 989 01:03:14,000 --> 01:03:18,120 And over time, you only just get better and better and better. 990 01:03:18,120 --> 01:03:21,000 And for me, I wish you the very, very best. 991 01:03:21,000 --> 01:03:23,360 And of course, I'm always here, you know, to support the 992 01:03:23,360 --> 01:03:27,320 business because I, I know the pains of having to have 993 01:03:27,320 --> 01:03:31,080 sleepless nights building systems, building products, 994 01:03:31,360 --> 01:03:34,080 beauty services, beauty automations. 995 01:03:34,080 --> 01:03:38,360 It is crazy. But I think the, the, the, the 996 01:03:38,360 --> 01:03:41,720 risk, right is well worth the reward. 997 01:03:42,040 --> 01:03:47,280 Because I once heard it somewhere that the shame of not 998 01:03:47,280 --> 01:03:53,320 taking the risk right in the end is greater than the shame of 999 01:03:53,680 --> 01:03:57,200 what people would say at the time that you were just taking 1000 01:03:57,200 --> 01:03:58,160 the risk. Yes. 1001 01:03:58,160 --> 01:04:02,960 And if you don't mind, I want to add about hiring employees. 1002 01:04:02,960 --> 01:04:05,240 I just recently hired someone part time. 1003 01:04:07,400 --> 01:04:10,840 I think also important element and to see a potential in 1004 01:04:10,840 --> 01:04:15,760 someone because they may not have all the skills and be 1005 01:04:15,760 --> 01:04:19,840 smarter than you at the moment, but they can grow into this 1006 01:04:19,840 --> 01:04:22,680 person. So if you realize potential and 1007 01:04:22,760 --> 01:04:29,080 give them seeds, soil and water to grow, then they come smarter 1008 01:04:29,080 --> 01:04:32,400 and more skilled and whatever areas they are working on. 1009 01:04:32,640 --> 01:04:36,920 And another thing that I wanted to highlight that you actually 1010 01:04:36,920 --> 01:04:40,800 when you talked about hiring different people, visionaries or 1011 01:04:40,800 --> 01:04:43,720 executors, right, and things like that, it's personality 1012 01:04:43,720 --> 01:04:47,480 profiling. So we know that someone is a 1013 01:04:47,480 --> 01:04:51,520 visionary, it's a personality type, it's their core and 1014 01:04:51,520 --> 01:04:56,440 another one is the executor and they will never be replaced by 1015 01:04:56,440 --> 01:05:00,160 each other because it's their core personality type. 1016 01:05:00,160 --> 01:05:04,720 So thank you for mentioning it. This is who filing in action 1017 01:05:04,920 --> 01:05:06,920 another application. Wow. 1018 01:05:06,920 --> 01:05:10,120 So I am indirectly profiled to the profiler. 1019 01:05:10,280 --> 01:05:13,400 That's that's interesting. I think it was it was easy. 1020 01:05:13,400 --> 01:05:17,240 Anyways, I don't have to be a genius to identify somebody who 1021 01:05:17,240 --> 01:05:20,680 shares, you know, that similar profile as myself, the real 1022 01:05:20,680 --> 01:05:24,600 recognizer, real. And it's great when you see all 1023 01:05:24,760 --> 01:05:27,960 you get to meet great minds that share your personality type. 1024 01:05:27,960 --> 01:05:32,000 It's when I say it's refreshing. I'm not the kind of person who 1025 01:05:32,000 --> 01:05:35,160 seeks validation, but in the end, I'm still a human being, 1026 01:05:35,400 --> 01:05:38,200 right? And you feel validated where you 1027 01:05:38,200 --> 01:05:42,640 be another human being who is, you know, on the same wavelength 1028 01:05:42,800 --> 01:05:47,600 as yourself in in this world. Say it actually goes out to show 1029 01:05:47,600 --> 01:05:49,760 you that you're you're not crazy, you're not mad, you're 1030 01:05:49,760 --> 01:05:51,960 not mentally ill. You know, there's a space for, 1031 01:05:51,960 --> 01:05:54,440 you know, people like us in the world. 1032 01:05:54,440 --> 01:05:57,920 And the interesting thing is successful people are people 1033 01:05:57,920 --> 01:06:00,360 that take risks. In the end, successful people 1034 01:06:00,360 --> 01:06:04,920 are people that take risks. It's crazy how people regrets at 1035 01:06:04,920 --> 01:06:09,360 the end of their lives. The most common word on people's 1036 01:06:09,360 --> 01:06:12,960 deathbeds is regret. I regret I did not try this. 1037 01:06:12,960 --> 01:06:17,160 I don't want to be that person who goes out to regret never not 1038 01:06:17,160 --> 01:06:20,640 me, not me. So it's it's interesting and I 1039 01:06:20,640 --> 01:06:24,280 hope that we are also able to inspire people across the world, 1040 01:06:24,440 --> 01:06:27,680 inspire the next generation, even after we have long gone. 1041 01:06:27,920 --> 01:06:31,000 Conversations like this can inspire people that these, you 1042 01:06:31,000 --> 01:06:36,120 know, a set of individuals were able to take risks and able to 1043 01:06:36,280 --> 01:06:39,920 look into their potentials and execute their potentials. 1044 01:06:40,000 --> 01:06:42,120 I can do it as well. I love what you said about 1045 01:06:42,120 --> 01:06:44,280 potentials, and I always say this. 1046 01:06:44,280 --> 01:06:46,120 I look into people's potentials, right? 1047 01:06:46,320 --> 01:06:49,120 When people are younger, you judge based on your potentials. 1048 01:06:49,120 --> 01:06:51,600 As you grow older, you judge based on credentials. 1049 01:06:51,680 --> 01:06:55,680 Potentials are what eventually lead to credentials, and it 1050 01:06:55,680 --> 01:06:58,720 still comes back to the whole mindset game, right? 1051 01:06:58,880 --> 01:07:02,440 If a person has the right mindset, it actually forms their 1052 01:07:02,440 --> 01:07:06,200 potential. Of course, the mind is the most 1053 01:07:06,200 --> 01:07:09,520 powerful tool. The mind is what feels whatever 1054 01:07:09,520 --> 01:07:12,720 it is that you're able to achieve in your lifetime. 1055 01:07:12,920 --> 01:07:16,920 There are a lot of people with fantastic skill sets, right? 1056 01:07:17,080 --> 01:07:23,080 But their mindset is rubbish. And it took me a very, very 1057 01:07:23,840 --> 01:07:28,680 painful process to realize it. Then we know that I'd rather get 1058 01:07:28,680 --> 01:07:32,760 somebody with the right mindset and train them, because skill 1059 01:07:32,760 --> 01:07:35,640 sets you can train, mindsets you cannot train. 1060 01:07:35,760 --> 01:07:39,320 I think you can if the person is open and willing. 1061 01:07:39,320 --> 01:07:41,120 Willing. Only if they're willing. 1062 01:07:41,120 --> 01:07:42,840 You cannot take. You can only take a host to the 1063 01:07:42,840 --> 01:07:45,160 stream, you cannot force it to drink. 1064 01:07:45,360 --> 01:07:49,000 So in the end, it's still a mindset, because being teachable 1065 01:07:49,000 --> 01:07:52,320 is a mindset on its own. I think we can put it that it's 1066 01:07:52,360 --> 01:07:57,040 easier easier to train skill set than changing mindset. 1067 01:07:57,120 --> 01:07:59,400 Yeah, absolutely. Yeah, absolutely. 1068 01:07:59,400 --> 01:08:01,680 Yeah, I totally agree with you 100%. 1069 01:08:01,680 --> 01:08:04,920 You know, this is the stuff that, you know, conversations 1070 01:08:05,000 --> 01:08:08,560 between great minds is is made of we agree to disagree, we 1071 01:08:08,560 --> 01:08:13,440 disagree to agree and we achieve common grounds and we educate 1072 01:08:13,440 --> 01:08:16,520 our ourselves. So I very much love that. 1073 01:08:16,520 --> 01:08:21,200 And yeah, I have learnt, you know, from what you just said, 1074 01:08:21,600 --> 01:08:24,760 very, very key, right? It's not impossible to train 1075 01:08:24,920 --> 01:08:27,640 mindset. It's just dependent on one 1076 01:08:27,640 --> 01:08:30,000 variable, which is the willingness, right? 1077 01:08:30,160 --> 01:08:33,680 And willingness can help you, you know, switch your mindset 1078 01:08:33,920 --> 01:08:36,399 while skill sets very easy to train, right? 1079 01:08:36,600 --> 01:08:40,080 And with the right mindset, you have an accelerated, you know, 1080 01:08:40,359 --> 01:08:43,160 training with the skill sets, just like when you're training 1081 01:08:43,160 --> 01:08:48,399 your AIAI models is crazy what this LLMS can do when you train 1082 01:08:48,399 --> 01:08:51,279 them. But the learning curve is highly 1083 01:08:51,279 --> 01:08:53,160 accelerated. And of course the tool sets. 1084 01:08:53,319 --> 01:08:56,880 I think tool sets are like the easiest part of the equation, 1085 01:08:57,040 --> 01:09:02,319 you know, being AI tools. There are some skills that also 1086 01:09:02,359 --> 01:09:06,640 takes time to Polish if it's some very specific. 1087 01:09:07,040 --> 01:09:11,439 Technical complex. Origin work, so I'm sure there 1088 01:09:11,439 --> 01:09:15,840 are many professions where it's not easy to replicate someone's 1089 01:09:15,840 --> 01:09:19,920 skills easily. Yes, absolutely, absolutely. 1090 01:09:19,920 --> 01:09:23,600 Because, you know, a lot of skill sets take years to train 1091 01:09:23,640 --> 01:09:25,760 and I think that's where the bottleneck comes in. 1092 01:09:26,920 --> 01:09:29,479 The people with the skill set probably have a very poor 1093 01:09:29,479 --> 01:09:32,840 mindset and then you're stuck. So how do you how do you 1094 01:09:32,840 --> 01:09:35,479 navigate that balance? Because it's something I've also 1095 01:09:35,479 --> 01:09:37,439 had to navigate as an entrepreneur. 1096 01:09:37,720 --> 01:09:40,520 You're stuck with, you know, people that have the skill set, 1097 01:09:40,520 --> 01:09:44,800 but a very poor mindset, but you are forced to work with them 1098 01:09:44,800 --> 01:09:47,520 because the people with the right mindset don't have the 1099 01:09:47,520 --> 01:09:49,920 skill set. So how have you been able to 1100 01:09:49,920 --> 01:09:53,080 navigate that? In life in general or in my 1101 01:09:53,080 --> 01:09:54,520 current? Yeah, yeah. 1102 01:09:54,520 --> 01:09:58,840 In business in business. In business, I think we attract 1103 01:09:58,840 --> 01:10:02,840 similar people. So I've been going through this 1104 01:10:03,400 --> 01:10:07,520 evolution process, self improvement, self development 1105 01:10:07,520 --> 01:10:12,080 from early ages when I started reading philosophers and trying 1106 01:10:12,080 --> 01:10:15,280 to understand other people's behavior and my own. 1107 01:10:15,280 --> 01:10:20,920 And I still work on that. Things evolve in life, events 1108 01:10:20,920 --> 01:10:24,360 happen. I change something like bad 1109 01:10:24,360 --> 01:10:28,840 habits, I acquire new bad habits or new thinking patterns. 1110 01:10:28,840 --> 01:10:32,840 So I constantly work on myself and I attract people who open to 1111 01:10:32,840 --> 01:10:34,960 that. We didn't talk today about 1112 01:10:35,160 --> 01:10:37,640 neurographics, but this is another area. 1113 01:10:38,120 --> 01:10:42,160 This is algorithmic drawing where we work with conscious and 1114 01:10:42,160 --> 01:10:46,120 subconscious if people are open and willing to do it. 1115 01:10:46,160 --> 01:10:50,840 I use neuro graphics to change neural pathways. 1116 01:10:50,920 --> 01:10:55,520 Like maybe I'm healthier way of thinking about something to 1117 01:10:55,640 --> 01:10:59,640 replace it with new approaches with new ways of thinking. 1118 01:10:59,800 --> 01:11:02,960 I applied to to myself. It helped me a lot. 1119 01:11:03,600 --> 01:11:04,360 How? Does that work? 1120 01:11:05,800 --> 01:11:11,200 So when we work on a particular topic and the particular way we 1121 01:11:11,200 --> 01:11:15,960 draw and rounding and there is particular algorithm that 1122 01:11:15,960 --> 01:11:18,840 consists of eight steps. So you follow it. 1123 01:11:18,840 --> 01:11:21,960 And I'm a certified instructor and supervisor of it. 1124 01:11:22,440 --> 01:11:24,560 This method has been for 10 years. 1125 01:11:24,560 --> 01:11:28,240 So it's getting traction in US right now, but it's from Russia. 1126 01:11:28,240 --> 01:11:32,480 So it's most popular over there, but it's in terms of countries 1127 01:11:32,480 --> 01:11:37,120 right now we start looking at alternative approaches, why we 1128 01:11:37,120 --> 01:11:40,240 found ourselves here or there, why we think this way. 1129 01:11:40,480 --> 01:11:44,560 So the particular way we approach our mind, we start 1130 01:11:44,560 --> 01:11:48,960 building new neural pathways. And with our drawing, this hand, 1131 01:11:49,200 --> 01:11:53,320 it's all connected hand and brain, how we think, we rewire, 1132 01:11:53,520 --> 01:11:57,720 we rewire our brain sign times, even one drawing already gives 1133 01:11:57,760 --> 01:12:00,920 results, sign times you need 20. So it really depends on the 1134 01:12:00,920 --> 01:12:05,920 person on the problem, how it changes, like how many limiting 1135 01:12:05,920 --> 01:12:08,480 beliefs they have on this topic and things like that. 1136 01:12:08,720 --> 01:12:12,480 But I saw amazing results. So it's pretty much, in simple 1137 01:12:12,480 --> 01:12:15,840 words, a neural pathways through. 1138 01:12:15,880 --> 01:12:18,200 Growing on your pathways should draw it. 1139 01:12:18,440 --> 01:12:22,800 Now I'm curious about what the 88 step process is and practical 1140 01:12:22,800 --> 01:12:25,760 examples of problems that can be solved. 1141 01:12:25,880 --> 01:12:27,720 So let's take addiction for example. 1142 01:12:27,920 --> 01:12:32,240 I think that's quite popular in popular culture in the modern 1143 01:12:32,240 --> 01:12:34,840 world. Is it possible to use 1144 01:12:34,840 --> 01:12:39,800 neurographics right to help people Gotta talk with an 1145 01:12:39,800 --> 01:12:45,160 addiction program, solve that problem of their or whatever 1146 01:12:45,240 --> 01:12:49,000 attitude or behavior or pattern problems that they have, and 1147 01:12:49,000 --> 01:12:51,880 what are these eight steps in the process? 1148 01:12:51,880 --> 01:12:55,480 So 8 steps. It's not like 12 steps in 1149 01:12:55,480 --> 01:12:59,280 another program. It's coming up with a theme 1150 01:12:59,360 --> 01:13:03,600 writing words to activate neurons. 1151 01:13:03,880 --> 01:13:08,280 Then we have composition step when we use particular algorithm 1152 01:13:08,560 --> 01:13:12,240 idea for to address particular topic. 1153 01:13:12,480 --> 01:13:17,560 Then we do rounding, then we do neurographing, then we add 1154 01:13:17,560 --> 01:13:21,800 color, then we have field lights, fixation figure, then we 1155 01:13:21,800 --> 01:13:26,600 add style to that. And then we finish this checking 1156 01:13:27,240 --> 01:13:33,800 on our topic theme again, if it change during our process or if 1157 01:13:33,800 --> 01:13:37,280 it stays the same. So steps are not that I would 1158 01:13:37,280 --> 01:13:39,880 say important until you really start drawing. 1159 01:13:39,880 --> 01:13:42,800 It's just steps of the drawing itself. 1160 01:13:42,800 --> 01:13:46,320 What would be maybe more interesting is to show you like 1161 01:13:46,320 --> 01:13:50,600 I didn't have many walks here. I didn't think you'll be talking 1162 01:13:50,600 --> 01:13:54,720 about this, but this is example of neurographics drawing. 1163 01:13:54,840 --> 01:13:58,880 So you see your surroundings those the lines particular 1164 01:13:58,880 --> 01:14:00,840 shape. So this is an idea. 1165 01:14:00,840 --> 01:14:06,600 So I don't have handy here at the moment to show you more, but 1166 01:14:06,600 --> 01:14:08,240 I. Think we need to just get a Part 1167 01:14:08,240 --> 01:14:12,000 2 for geographics on its own. It seems like a really 1168 01:14:12,000 --> 01:14:15,400 interesting topic. We can, I have a few videos on 1169 01:14:15,400 --> 01:14:20,480 YouTube and I do free master class once a month say if people 1170 01:14:20,480 --> 01:14:23,640 are interested to try. And I'm right now working on 1171 01:14:23,720 --> 01:14:28,160 putting out their course on relationship healing graphics. 1172 01:14:28,280 --> 01:14:32,120 I repaired relationship with someone who was very dear to my 1173 01:14:32,120 --> 01:14:36,160 heart, but we didn't have good relationship in five drawings in 1174 01:14:36,160 --> 01:14:40,520 five drawings. And it's been about a year or 1175 01:14:40,520 --> 01:14:43,000 more since then. And our relationship just 1176 01:14:43,000 --> 01:14:46,720 getting better and better. People who around me witnessed 1177 01:14:46,720 --> 01:14:49,920 that and they were amazed. And now I'm working on another 1178 01:14:49,920 --> 01:14:53,040 relationship. But going to your question, we 1179 01:14:53,240 --> 01:14:57,200 can work on different problems, all different goals. 1180 01:14:57,240 --> 01:15:01,600 But again, person needs to be open and willing to do the work 1181 01:15:01,600 --> 01:15:05,960 because I'm not reviving someone else's brain anyhow, right? 1182 01:15:05,960 --> 01:15:08,560 They do it. I just guide them using 1183 01:15:08,560 --> 01:15:12,840 particular approach algorithm. My experience, right kind of 1184 01:15:12,840 --> 01:15:17,560 questions guiding them in in the direction towards their goal and 1185 01:15:17,560 --> 01:15:22,760 other things that I'm not taking on areas that are supposed to be 1186 01:15:22,760 --> 01:15:26,120 licensed. So if it's a mental health, I'm 1187 01:15:26,120 --> 01:15:29,000 not taking on people with mental health until they have their 1188 01:15:29,000 --> 01:15:34,120 professional who is helping them with that and I complement it. 1189 01:15:34,280 --> 01:15:39,000 We work together. So because I'm not registered 1190 01:15:39,000 --> 01:15:42,520 LMHC in US or something like that. 1191 01:15:42,520 --> 01:15:47,560 So legally I'm not allowed to treat particular mental 1192 01:15:47,560 --> 01:15:51,360 illnesses for diseases. But I had one client for 1193 01:15:51,360 --> 01:15:54,240 example, we worked on relationship with her daughter, 1194 01:15:55,200 --> 01:16:00,160 teenage daughter and during our sessions with her, I had some 1195 01:16:00,160 --> 01:16:03,720 individual sessions with her. We uncovered that she also had 1196 01:16:03,720 --> 01:16:06,360 some problems in relationship with her mom. 1197 01:16:06,520 --> 01:16:10,160 So I worked with her on on this topic as well. 1198 01:16:10,320 --> 01:16:16,040 And later she reported to me that her tumor 8 centimeters 1199 01:16:16,040 --> 01:16:20,960 long got down to a pea size and then disappeared completely. 1200 01:16:22,040 --> 01:16:26,320 She was not undergoing any other treatment if I knew that she had 1201 01:16:26,320 --> 01:16:31,760 a tumor and I wouldn't take her to heal her tumor because I'm 1202 01:16:31,760 --> 01:16:36,760 not a medical professional, but I even didn't know that she had 1203 01:16:36,760 --> 01:16:38,920 it. So sometimes we talk about 1204 01:16:39,200 --> 01:16:43,280 psychosomatic when our particular way of thinking 1205 01:16:43,600 --> 01:16:50,400 behavior cause us to feel to have symptoms and some issues 1206 01:16:50,440 --> 01:16:53,600 from medical perspective. So this is potentially what 1207 01:16:53,600 --> 01:16:56,680 happened with her. But again, I'm only addressing, 1208 01:16:56,760 --> 01:17:01,560 for example, if someone is afraid to go public like myself. 1209 01:17:01,560 --> 01:17:06,080 Like I don't like showing up and speaking to many people and 1210 01:17:06,080 --> 01:17:08,200 things like that. So I'm working on that and I'm 1211 01:17:08,200 --> 01:17:11,920 using mirror graphics as one of the approaches to overcome 1212 01:17:12,200 --> 01:17:14,240 whatever limiting beliefs I have. 1213 01:17:14,240 --> 01:17:17,560 I mentioned that I use it for relationship for myself and for 1214 01:17:17,560 --> 01:17:19,520 other people and even building a course. 1215 01:17:19,680 --> 01:17:22,880 So you can address very many different things. 1216 01:17:22,880 --> 01:17:26,760 So, for example, if you have desires, how to achieve those 1217 01:17:26,760 --> 01:17:29,520 desires or goals faster and more efficiently? 1218 01:17:29,560 --> 01:17:35,240 How to identify what is on the way between you and whatever or 1219 01:17:35,240 --> 01:17:38,200 whoever. So there are so many different 1220 01:17:38,200 --> 01:17:41,760 topics. I just don't get into areas that 1221 01:17:41,840 --> 01:17:45,480 I need to have license for to be able to touch on. 1222 01:17:46,040 --> 01:17:49,360 Absolutely, it's essential that you have the right credentials 1223 01:17:49,360 --> 01:17:53,440 and of course the right license for you to practice setting 1224 01:17:53,440 --> 01:17:57,320 divisions, especially when it comes to health or mental health 1225 01:17:57,320 --> 01:18:00,200 related topics. And what a great way to say 1226 01:18:00,200 --> 01:18:05,200 going to the fact that these is probably sponsored by Better 1227 01:18:05,200 --> 01:18:07,680 Health. So Better Health is the world's 1228 01:18:08,080 --> 01:18:12,520 leading online therapy tool. I'd like to get your thoughts on 1229 01:18:12,600 --> 01:18:19,560 the effectiveness right and the relevance of therapy in the role 1230 01:18:19,680 --> 01:18:24,200 of helping people's mental health and overall well-being. 1231 01:18:24,240 --> 01:18:26,840 Well, I definitely appreciate its value. 1232 01:18:26,880 --> 01:18:30,880 I think it's helpful. I think important is to find 1233 01:18:31,400 --> 01:18:36,280 right feet, make sure that the right there is a right feet 1234 01:18:36,280 --> 01:18:41,440 between the client and whoever is providing services because if 1235 01:18:41,440 --> 01:18:45,800 it's there, it's more efficient, it's amplifies the results. 1236 01:18:45,960 --> 01:18:49,280 So this is again, human factor, right? 1237 01:18:49,800 --> 01:18:53,040 So if someone is very data-driven, but another person 1238 01:18:53,040 --> 01:18:56,800 is just aspirational and they don't care about numbers, it's 1239 01:18:56,800 --> 01:19:00,480 much harder for them to find common ground, even if they use 1240 01:19:00,480 --> 01:19:02,640 particular approach just on the human level. 1241 01:19:02,680 --> 01:19:06,080 But if you can relate much better and understand another 1242 01:19:06,080 --> 01:19:10,240 person, then you can get the message across much more 1243 01:19:10,240 --> 01:19:12,760 efficiently. So I think this element is 1244 01:19:12,760 --> 01:19:15,400 important. That's why often times I see 1245 01:19:15,400 --> 01:19:19,560 that a person went to one therapist and something didn't 1246 01:19:19,560 --> 01:19:22,320 work, they went to another, something didn't work, and then 1247 01:19:22,320 --> 01:19:26,280 eventually they found the bomb. So sometimes it takes a few 1248 01:19:26,280 --> 01:19:28,760 tries to find that. But I definitely see the 1249 01:19:28,760 --> 01:19:32,000 benefit. And I saw people who solved 1250 01:19:32,760 --> 01:19:36,640 multiple questions and issues that they had with the help of 1251 01:19:36,640 --> 01:19:41,000 the therapy and after. I feel like after pandemic we 1252 01:19:41,000 --> 01:19:44,040 need more of that, not less. Wow interesting. 1253 01:19:45,280 --> 01:19:48,640 I love what you talked about getting the right fit and that's 1254 01:19:48,640 --> 01:19:50,760 one thing I really appreciate about better help. 1255 01:19:50,960 --> 01:19:54,080 It helps you to be able to connect with the right fit. 1256 01:19:54,080 --> 01:19:57,600 If the first person you match with doesn't feel like a right 1257 01:19:57,600 --> 01:20:02,360 fit, you can always switch therapies on the app from the 1258 01:20:02,360 --> 01:20:07,040 comfort of your device right until you get another one. 1259 01:20:07,240 --> 01:20:10,760 So it's less stressful than having to go to physical 1260 01:20:10,760 --> 01:20:14,600 locations to. You know, try therapy since you 1261 01:20:14,600 --> 01:20:17,800 get the right one, but from the comfort of the device, you can 1262 01:20:17,800 --> 01:20:20,560 just, you know, keep typing and switch. 1263 01:20:20,640 --> 01:20:22,760 And of course, I think I appreciate something about the 1264 01:20:23,200 --> 01:20:26,240 about the platform. They have journaling tools, we 1265 01:20:26,240 --> 01:20:29,800 have group sessions. You know, these options actually 1266 01:20:29,800 --> 01:20:34,080 help with your mental health joining and of course, you're 1267 01:20:34,080 --> 01:20:37,760 healing from any mental health related conditions. 1268 01:20:37,760 --> 01:20:42,560 So I'm really grateful to be partnering with such well-being 1269 01:20:43,000 --> 01:20:48,560 Grant and I hope for impact with this partnership that we have. 1270 01:20:48,800 --> 01:20:53,600 So coming back to the future of sales and leadership with AI 1271 01:20:53,920 --> 01:20:58,320 linking into the future, right into the not too distant future, 1272 01:20:58,640 --> 01:21:03,400 looking ahead into say the next 5 after 10 years, how do you see 1273 01:21:03,400 --> 01:21:08,560 AI reshaping leadership and you know, trust in sales processes 1274 01:21:08,600 --> 01:21:12,280 and yeah, shoot forward thinking professionals and entrepreneurs 1275 01:21:12,280 --> 01:21:15,120 focus the strategy. It's hard to envision what will 1276 01:21:15,120 --> 01:21:18,720 happen in 5-10 years. Right when I was at Microsoft 1277 01:21:18,720 --> 01:21:24,440 and needed to build forecast for doc fiber. 20 years from the 1278 01:21:24,440 --> 01:21:27,080 day, everything is developing so quickly. 1279 01:21:27,080 --> 01:21:32,040 So it's very hard to do rocket. But if I just guess based on 1280 01:21:32,360 --> 01:21:38,120 what I'm seeing and what I know right now, we use AI to help us. 1281 01:21:38,120 --> 01:21:42,720 In five years, I think it will be more integrated and it's 1282 01:21:42,720 --> 01:21:47,160 maybe will be equal. Most of the things AI in my area 1283 01:21:47,160 --> 01:21:50,880 of expertise would be able to do and I would need to do like a 1284 01:21:50,880 --> 01:21:55,360 little bit at the end to clarify and provide more information. 1285 01:21:55,720 --> 01:22:01,400 In 10 years, I think it would be fully comfortable of providing 1286 01:22:01,720 --> 01:22:06,440 emotional intelligence, human signals and we will have some 1287 01:22:06,440 --> 01:22:08,560 behavioral dashboards, something like that. 1288 01:22:08,600 --> 01:22:13,560 I think that AI will be able to read by our intention very well 1289 01:22:14,160 --> 01:22:18,760 and tell us what person is kind of thinking based on nonverbal 1290 01:22:18,760 --> 01:22:25,160 signals, based on how they talk, what kind of personality types 1291 01:22:25,160 --> 01:22:29,280 they are reading right there. And this will be somewhat 1292 01:22:29,400 --> 01:22:34,400 intimidating for some people because not everyone wants to be 1293 01:22:34,600 --> 01:22:39,320 read right like an open book. So humans will be more aware and 1294 01:22:39,320 --> 01:22:45,240 more eager to elevate their non verbal signals so they are not 1295 01:22:45,240 --> 01:22:50,560 read as an open book by AI. So I think one thing will lead 1296 01:22:50,560 --> 01:22:53,440 to another. So those are my projections, but 1297 01:22:53,440 --> 01:22:55,600 we will see what happens in reality. 1298 01:22:55,760 --> 01:22:58,080 We can't only wait and see. I trust humans who always 1299 01:22:58,080 --> 01:23:03,000 outsmart AI. So I do have an episode with an 1300 01:23:03,000 --> 01:23:06,520 AI guru from America. The owner called the words. 1301 01:23:06,760 --> 01:23:09,840 His name is Mark Andrews. The title of that episode is 1302 01:23:09,840 --> 01:23:13,320 Humans first, AI Next. You know, humans are always fast 1303 01:23:13,320 --> 01:23:14,880 and AI is going to be an assistant. 1304 01:23:15,160 --> 01:23:19,520 Wow. So the very last question for me 1305 01:23:19,520 --> 01:23:23,400 before we get into the quick fire route is aimed towards 1306 01:23:23,480 --> 01:23:27,160 helping our audience. So we do have an audience of 1307 01:23:27,200 --> 01:23:31,960 entrepreneurs, professionals, leaders and growth champions. 1308 01:23:32,080 --> 01:23:36,760 So what are three simple non verbal techniques they can start 1309 01:23:36,760 --> 01:23:41,240 practicing today to improve their influence and close more 1310 01:23:41,320 --> 01:23:43,320 deals? Great question. 1311 01:23:43,320 --> 01:23:47,040 Of course, there are so many, but if we focus on top three, I 1312 01:23:47,040 --> 01:23:50,160 would say first is awareness and first impression. 1313 01:23:50,280 --> 01:23:54,800 So we know that it's about 5-7 seconds when we can make a first 1314 01:23:54,800 --> 01:23:58,120 impression. And this is important to master 1315 01:23:58,120 --> 01:24:02,680 your entrance, whether it's on Zoom during team meeting or if 1316 01:24:02,680 --> 01:24:06,480 it's somewhere in person, how you show up is very important. 1317 01:24:06,480 --> 01:24:11,720 So start focusing on these first things that we discuss posture 1318 01:24:11,840 --> 01:24:15,720 straight and placing yourself. So this would be first one. 1319 01:24:15,840 --> 01:24:20,240 The second one, if we don't know personality type of the person 1320 01:24:20,240 --> 01:24:23,840 we communicating with or if it's a huge audience and there are 1321 01:24:23,840 --> 01:24:27,040 different personality type, we can just do mirroring. 1322 01:24:27,120 --> 01:24:30,600 So we see what this person is doing and we can adjust. 1323 01:24:30,600 --> 01:24:35,280 We can go slower or faster. We can be leaning more to the 1324 01:24:35,280 --> 01:24:39,480 person or a little bit away space that we keep between each 1325 01:24:39,480 --> 01:24:42,320 other. So mirroring the behavior if you 1326 01:24:42,400 --> 01:24:47,240 in the bedroom with many people see that overall energies, maybe 1327 01:24:47,240 --> 01:24:51,160 people are tired, right? Or maybe they energy you can 1328 01:24:51,160 --> 01:24:55,640 they're fresh like in the mornings, we can adjust to those 1329 01:24:55,680 --> 01:24:58,200 nuances. So this is I recommend to do 1330 01:24:58,200 --> 01:25:01,120 2nd. And the last one is a power 1331 01:25:01,120 --> 01:25:03,840 positioning I mentioned a little bit earlier. 1332 01:25:04,040 --> 01:25:08,200 So time your gestures, be mindful about your gestures. 1333 01:25:08,200 --> 01:25:13,040 It's not everything, right? Mindful what you mean to show. 1334 01:25:13,400 --> 01:25:16,800 Are you like showing and confirming something that you 1335 01:25:16,800 --> 01:25:20,160 are saying or is it something just the noise? 1336 01:25:20,280 --> 01:25:24,880 Don't make noise. I just did this gesture on my 1337 01:25:24,880 --> 01:25:30,240 camera and this actually means for camera it started operating 1338 01:25:30,240 --> 01:25:34,800 on its own. So you see this is AI in action. 1339 01:25:34,960 --> 01:25:40,360 So I didn't think about it, but it's already reacted to my 1340 01:25:40,360 --> 01:25:43,920 gesture. So those three things master 1341 01:25:43,920 --> 01:25:47,160 your entrance, strategic mirroring of the person or 1342 01:25:47,160 --> 01:25:50,120 people in front of you and your partner, our position. 1343 01:25:50,320 --> 01:25:52,000 I think that's absolutely amazing. 1344 01:25:52,280 --> 01:25:56,480 So there we go to the quick fire round five questions for an and 1345 01:25:56,480 --> 01:25:59,960 insightful give the fastest answer that you can give. 1346 01:26:00,040 --> 01:26:04,840 Are you ready to rumble? Yes, yes, yes, yes. 1347 01:26:05,520 --> 01:26:09,320 OK, so what's 1 body language myth you wish everyone would 1348 01:26:09,320 --> 01:26:11,000 stop believing? Yeah. 1349 01:26:11,000 --> 01:26:15,040 So arm crossed is not always defensive for closeness. 1350 01:26:15,040 --> 01:26:17,520 Someone can be just cold at the moment. 1351 01:26:17,640 --> 01:26:22,160 Wow, Speaking of cold, London is beginning to get cold so I want 1352 01:26:22,160 --> 01:26:25,040 to cross my arms. OK, I like that. 1353 01:26:25,240 --> 01:26:30,520 So #2 If you could teach one non verbal skill to every CEO in the 1354 01:26:30,520 --> 01:26:33,520 world, what would it be? Presence being presence. 1355 01:26:33,960 --> 01:26:36,480 I like that. I think presence influences 1356 01:26:36,480 --> 01:26:41,720 charisma, so I love that one. Coffee, tea, or something else 1357 01:26:41,720 --> 01:26:44,960 when you need laser focus. Green tea. 1358 01:26:45,160 --> 01:26:47,880 This Jasmine is my favorite drink. 1359 01:26:47,960 --> 01:26:52,400 Wow, you're welcome to the tea culture, huh #4 What's the most 1360 01:26:52,400 --> 01:26:56,960 surprising signal a client has ever misread, and what was the 1361 01:26:57,040 --> 01:26:59,720 outcome? I guess I will use example I 1362 01:26:59,720 --> 01:27:06,040 gave you when my client coach lost her ongoing client because 1363 01:27:06,160 --> 01:27:09,600 of your misinterpretation of the nonverbal signals. 1364 01:27:09,840 --> 01:27:13,440 So the last one is this completed this sentence. 1365 01:27:13,520 --> 01:27:16,720 Success without presence is dash. 1366 01:27:16,720 --> 01:27:19,440 Short term win. Short term win. 1367 01:27:19,600 --> 01:27:23,240 Wow, success without presence is a short term win. 1368 01:27:23,520 --> 01:27:28,000 Wow, that's absolutely spot on. So at this point, from me to 1369 01:27:28,000 --> 01:27:30,440 you, it's a very, very big thank you. 1370 01:27:30,520 --> 01:27:33,200 I always say this gratitude is good attitude. 1371 01:27:33,240 --> 01:27:35,600 And when a person shares their time with you, they share their 1372 01:27:35,600 --> 01:27:39,240 life with you because the SI unit for measuring life this 1373 01:27:39,240 --> 01:27:41,760 time. So for me to you, it's love and 1374 01:27:41,800 --> 01:27:45,440 respect to you for sharing your life and your time with us on 1375 01:27:45,440 --> 01:27:48,480 the Kingdom's podcast and Diary of the CFO today. 1376 01:27:48,680 --> 01:27:51,560 Me to the audience. Guys, don't forget, always do 1377 01:27:51,560 --> 01:27:55,000 for something in your lives. Don't forget, conceive, belief, 1378 01:27:55,000 --> 01:27:59,880 strive to thrive and achieve. Thank you so much for inviting 1379 01:27:59,880 --> 01:28:04,680 me AI. AI, there you go. 1380 01:28:04,960 --> 01:28:08,480 And for your thoughtful questions, I was happy to share 1381 01:28:08,840 --> 01:28:12,920 my knowledge and expertise. And please connect with me on 1382 01:28:12,920 --> 01:28:17,480 LinkedIn or come and ask questions in private. 1383 01:28:17,480 --> 01:28:20,880 If you are interested, I will be happy to share more information. 1384 01:28:20,880 --> 01:28:23,360 So very grateful to be here with you. 1385 01:28:23,640 --> 01:28:28,320 I appreciate this opportunity and please be aware of your 1386 01:28:28,320 --> 01:28:30,840 nonverbal signals. Absolutely. 1387 01:28:30,840 --> 01:28:34,480 So I think I'm going to share your LinkedIn profile in the 1388 01:28:34,520 --> 01:28:36,760 description. How about your website? 1389 01:28:36,840 --> 01:28:39,920 What's the website? So we share that also in the 1390 01:28:39,920 --> 01:28:41,920 description on the guest resources. 1391 01:28:44,800 --> 01:28:46,600 OK, fantastic. There you go. 1392 01:28:46,600 --> 01:28:50,160 So for me, it's goodbye. And of course, from TT is 1393 01:28:50,160 --> 01:28:54,320 goodbye AI and TT, we are signing out right now. 1394 01:28:54,400 --> 01:28:55,280 God bless you guys.