[{"_1":2,"_3":-5,"_4":-5},"loaderData",{"_5":6,"_7":8},"actionData","errors","root",{"_138":-5,"_139":-5,"_140":141,"_142":143,"_144":145},"routes/clips.$id.$slug",{"_9":10,"_11":12},"clip",{"_13":14,"_15":16,"_17":-5,"_18":19,"_20":-5,"_21":22,"_23":24,"_25":26,"_27":28,"_29":30,"_31":32,"_33":34,"_35":36,"_37":38,"_39":40,"_41":-5,"_42":-5,"_43":-5,"_44":45,"_46":-5,"_47":48,"_49":50,"_51":-5},"canonicalUrl","https://howleaderslead.com/clips/3352/reframe-selling-as-helping","id",3352,"title","Reframe selling as helping","subtitle","transcript","WEBVTT\n\n1\n00:00:00.000 --> 00:00:03.950\nwhat do you think leaders should think about in terms of sales? I mean, you\n\n2\n00:00:03.950 --> 00:00:04.000\nknow,\n\n3\n00:00:04.000 --> 00:00:07.140\na lot of times when you say, \"Hey, I'm a salesperson,\" you know, or I sell, you\n\n4\n00:00:07.140 --> 00:00:08.480\nknow, the whole profession\n\n5\n00:00:08.480 --> 00:00:11.830\nitself gets demeaned a little bit at times. So, you know, what's your view on\n\n6\n00:00:11.830 --> 00:00:12.400\nselling?\n\n7\n00:00:12.400 --> 00:00:20.720\nHow can I help you? That's it. How can I help you? And not a transaction. How\n\n8\n00:00:20.720 --> 00:00:21.760\ncan I help you?\n\n9\n00:00:21.760 --> 00:00:26.890\nHow can I help you in your business? How can I help you? I was in a clothing\n\n10\n00:00:26.890 --> 00:00:27.840\nstore the other day\n\n11\n00:00:28.720 --> 00:00:36.800\nand somebody bought a shirt. And I heard the guy say, \"Made a sale.\" And I was\n\n12\n00:00:36.800 --> 00:00:37.440\nlike,\n\n13\n00:00:37.440 --> 00:00:42.000\nand I know the guy says, \"No, you didn't. You just helped him. He's kind of\n\n14\n00:00:42.000 --> 00:00:43.040\nfeel better tonight\n\n15\n00:00:43.040 --> 00:00:48.160\nwhen he puts that shirt on. You helped him look in the mirror and see somebody\n\n16\n00:00:48.160 --> 00:00:48.960\na little different\n\n17\n00:00:48.960 --> 00:00:54.960\nthan he did earlier today. You helped him.\"\n","pretty_transcript","start_time",2232539,"end_time",2283819,"keywords","Sales, selling, service, help","slug","reframe-selling-as-helping","origin","cms","mux_playback_id","xBPgVeWwDWPDEybz2Av1iUdEUfg00zOHBQ9PuEKzp1ms","mux_asset_id","M00tfhl19gu9RM1ugs4vN9dp500Xt02Otj201Gl00ZQn1tL8","leader_id",281,"episode_id",432,"updated_at","2026-06-04T17:18:56.000000Z","meta_title","meta_description","og_image_media_id","web_url","https://www.howleaderslead.com/clips/3352/reframe-selling-as-helping","og_image_url","leader",{"_13":36,"_103":104,"_105":106,"_107":108,"_25":109,"_110":-5,"_61":111,"_58":111,"_112":113,"_68":114,"_39":115,"_116":-5,"_41":-5,"_42":-5,"_43":-5,"_117":118,"_91":119,"_44":120,"_121":122,"_123":124,"_46":-5,"_125":126,"_127":128,"_95":129,"_51":-5},"episode",{"_13":38,"_15":52,"_27":53,"_17":54,"_55":56,"_18":57,"_20":-5,"_58":59,"_60":-5,"_61":59,"_62":-5,"_63":64,"_65":66,"_67":-5,"_68":-5,"_69":70,"_71":72,"_73":74,"_35":36,"_39":75,"_41":-5,"_42":76,"_43":-5,"_77":78,"_79":80,"_81":82,"_83":84,"_85":-5,"_86":-5,"_87":88,"_89":90,"_91":-5,"_46":-5,"_92":93,"_94":-5,"_95":-5,"_51":-5},"og_image_media","See the best in people","see-the-best-in-people","When it comes to people, be an optimist. Look for the best in them and deal from a place of trust and service. That's how you build lasting relationships and become the person people want to work with.","summary","

As the Partner and Co-Founder of Piedmont Capital Partners, Bobby Long invests in big problems that need big solutions – stuff like Alzheimer’s research and lithium ion technology.

But he does it all in the most relational way: listening with humility, doing deals on a handshake, and looking for ways to truly serve everyone he meets, regardless of their status.

In this episode you're going to find out what happens when someone decides to use everything they've built to actually change the world.

These days, it can feel like climbing the ladder of success means we have to be a little cynical and disingenuous in our relationships. But in this episode, you’ll see a better way – one where seeing the best in people can be what actually makes you successful.

You’ll also learn:

The refreshing sales philosophy that made Bobby successful in the insurance business
How to be generous to others without being a doormat
What it really means to be a great communicator
The shocking move he made to save a longstanding PGA golf tournament

","WEBVTT\n\n1\n00:00:00.000 --> 00:00:02.400\n- Hello and welcome to another episode\n\n2\n00:00:02.400 --> 00:00:04.560\nof How Leaders Lead with David Nobeck.\n\n3\n00:00:04.560 --> 00:00:06.480\nToday we have Bobby Long on the show.\n\n4\n00:00:06.480 --> 00:00:09.840\nHe's the partner and co-founder of Piedmont Capital Partners\n\n5\n00:00:09.840 --> 00:00:13.320\nand he invests in big problems that need big solutions,\n\n6\n00:00:13.320 --> 00:00:17.320\nstuff like Alzheimer's research and lithium ion technology.\n\n7\n00:00:17.320 --> 00:00:19.520\nBut Bobby does it in the most relational way.\n\n8\n00:00:19.520 --> 00:00:22.360\nHe listens with humility, he does deals on a handshake,\n\n9\n00:00:22.360 --> 00:00:26.080\nand he looks for ways to truly serve everyone he meets.\n\n10\n00:00:26.080 --> 00:00:28.360\nIn this episode, you're gonna find out what happens\n\n11\n00:00:28.360 --> 00:00:31.200\nwhen someone decides to use everything they've built\n\n12\n00:00:31.200 --> 00:00:33.680\nto actually change the world.\n\n13\n00:00:33.680 --> 00:00:35.600\nEnjoy this episode with David and Bobby\n\n14\n00:00:35.600 --> 00:00:37.480\nand I will see you at the debrief.\n\n15\n00:00:37.480 --> 00:00:47.680\n- You started your career at 22 cold calling,\n\n16\n00:00:47.680 --> 00:00:50.560\nFortune 500 CEOs in New York\n\n17\n00:00:50.560 --> 00:00:52.480\nto sell corporate life insurance, you know?\n\n18\n00:00:52.480 --> 00:00:53.480\n- That's true.\n\n19\n00:00:53.480 --> 00:00:56.880\n- Knowing almost nothing about the business when you did it,\n\n20\n00:00:56.880 --> 00:01:00.320\nyou know, what gave you the audacity\n\n21\n00:01:00.320 --> 00:01:01.640\nto go straight to the top?\n\n22\n00:01:01.640 --> 00:01:03.400\nI mean, you didn't go middle of,\n\n23\n00:01:03.400 --> 00:01:04.880\nyou went straight to the top.\n\n24\n00:01:04.880 --> 00:01:08.840\n- I figured if that's where the big market is,\n\n25\n00:01:08.840 --> 00:01:12.480\nwhy I'm gonna waste my time doing anything else, let's go.\n\n26\n00:01:12.480 --> 00:01:15.120\nAnd I figured that I could get people\n\n27\n00:01:15.120 --> 00:01:17.000\nthat knew what they were doing to go with me\n\n28\n00:01:17.000 --> 00:01:20.520\nbecause they would think this guy has,\n\n29\n00:01:20.520 --> 00:01:24.080\nand this guy's half crazy,\n\n30\n00:01:24.080 --> 00:01:26.480\nbut I wanna go see what happens.\n\n31\n00:01:26.480 --> 00:01:28.400\nAnd that's exactly what happened.\n\n32\n00:01:28.400 --> 00:01:30.280\n- What's your most memorable call?\n\n33\n00:01:30.280 --> 00:01:34.920\n- Well, actually, you know, it's like 29 years old\n\n34\n00:01:34.920 --> 00:01:37.000\nand we were doing a deal with Sirox\n\n35\n00:01:37.000 --> 00:01:38.920\nand it was a guy named David Kearns\n\n36\n00:01:38.920 --> 00:01:41.760\nand we had gotten the deal done.\n\n37\n00:01:41.760 --> 00:01:44.880\nAnd that was a big deal and he called me up and he said,\n\n38\n00:01:44.880 --> 00:01:47.960\nlisten, I've got a,\n\n39\n00:01:47.960 --> 00:01:50.760\nI need to see you in my office tomorrow morning.\n\n40\n00:01:50.760 --> 00:01:53.880\nAnd so that was, I was just,\n\n41\n00:01:53.880 --> 00:01:58.040\nI was like, oh my gosh, what in the world have I done wrong?\n\n42\n00:01:58.040 --> 00:02:01.760\nAnd so I didn't sleep a bit and I flew up to New York\n\n43\n00:02:01.760 --> 00:02:04.720\nand I got to his office first thing the next morning\n\n44\n00:02:04.720 --> 00:02:08.480\nand he said, do you know why you're here?\n\n45\n00:02:08.480 --> 00:02:11.360\nAnd I said, I've been racking my brain like crazy\n\n46\n00:02:11.360 --> 00:02:12.760\nand I don't.\n\n47\n00:02:12.760 --> 00:02:15.560\nAnd I said, and I'm kicking myself 'cause I don't.\n\n48\n00:02:15.560 --> 00:02:19.320\nI've done something wrong, but I can't figure it out what it is.\n\n49\n00:02:19.320 --> 00:02:20.920\nAnd he said, he started laughing\n\n50\n00:02:20.920 --> 00:02:25.400\nand he said, actually I know how hard you tried\n\n51\n00:02:25.400 --> 00:02:26.480\non this account.\n\n52\n00:02:26.480 --> 00:02:28.840\nAnd so then I thinking I'm gonna lose it.\n\n53\n00:02:28.840 --> 00:02:33.760\nAnd he said, so I wanna make the next sale you do easier\n\n54\n00:02:33.760 --> 00:02:37.320\nand I've written a bunch of my buddies in the Fortune 50\n\n55\n00:02:37.320 --> 00:02:41.760\nintroducing you and hear the letters and he had signed them all.\n\n56\n00:02:41.760 --> 00:02:44.200\nAnd I was like, oh my gosh.\n\n57\n00:02:44.200 --> 00:02:47.080\nAnd he said, now you need to do two things for me.\n\n58\n00:02:47.080 --> 00:02:48.400\nI said, what's up?\n\n59\n00:02:48.400 --> 00:02:53.000\nAnd he said, you need to make sure that you're ever\n\n60\n00:02:53.000 --> 00:02:57.320\nin that kind of position with somebody that needs help\n\n61\n00:02:57.320 --> 00:03:00.480\nlike that, that you can deliver, that you do it.\n\n62\n00:03:00.480 --> 00:03:02.400\nAnd I said, done.\n\n63\n00:03:02.400 --> 00:03:03.680\nI said, what's the second one?\n\n64\n00:03:03.680 --> 00:03:06.400\nAnd he said, you wanna go plug off this weekend?\n\n65\n00:03:06.400 --> 00:03:08.840\nI said, you know it.\n\n66\n00:03:08.840 --> 00:03:11.720\n- And that was a pretty big golf game for you, wasn't it?\n\n67\n00:03:11.720 --> 00:03:12.880\n- Oh gosh.\n\n68\n00:03:12.880 --> 00:03:13.720\nYes.\n\n69\n00:03:13.720 --> 00:03:14.720\n- Who'd you meet there?\n\n70\n00:03:14.720 --> 00:03:15.720\nI mean, it was-\n\n71\n00:03:15.720 --> 00:03:19.040\n- Oh, he had John Acres there.\n\n72\n00:03:19.040 --> 00:03:20.520\nI mean, it was crazy.\n\n73\n00:03:20.520 --> 00:03:21.360\nYeah.\n\n74\n00:03:21.360 --> 00:03:23.160\n- So he had the CEO of IBM.\n\n75\n00:03:23.160 --> 00:03:24.000\n- Yeah.\n\n76\n00:03:24.000 --> 00:03:27.880\n- And he've also played golf at the CEO of AT&T that weekend,\n\n77\n00:03:27.880 --> 00:03:30.120\nI think, or maybe it was just Acres.\n\n78\n00:03:30.120 --> 00:03:32.000\n- Actually, no, you're exactly right.\n\n79\n00:03:32.000 --> 00:03:35.080\nIt was the CEO of AT&T at the time.\n\n80\n00:03:35.080 --> 00:03:37.960\n- So you played golf at the CEO of AT&T\n\n81\n00:03:37.960 --> 00:03:39.600\nand what happened there?\n\n82\n00:03:39.600 --> 00:03:40.960\n- Got that one too.\n\n83\n00:03:40.960 --> 00:03:42.600\n(laughing)\n\n84\n00:03:42.600 --> 00:03:44.040\nYou're a big game hunter, Bobby.\n\n85\n00:03:44.040 --> 00:03:47.840\nI don't know, but I was mighty lucky.\n\n86\n00:03:47.840 --> 00:03:51.480\n- And then you go on to found Long Miller and Associates.\n\n87\n00:03:51.480 --> 00:03:52.840\n- That was part of that.\n\n88\n00:03:52.840 --> 00:03:56.400\n- Yeah, and so, and what problem\n\n89\n00:03:56.400 --> 00:03:58.400\nwere you trying to solve for your customers there?\n\n90\n00:03:58.400 --> 00:04:03.080\n- Well, this was more transactional\n\n91\n00:04:03.080 --> 00:04:05.960\nand so in the way of Alzheimer's,\n\n92\n00:04:05.960 --> 00:04:07.960\nthe cool thing about Alzheimer's and the battery\n\n93\n00:04:07.960 --> 00:04:11.080\nand stuff like that, this multi-bottom line\n\n94\n00:04:11.080 --> 00:04:14.800\nin the case of doing some of the insurance deals,\n\n95\n00:04:14.800 --> 00:04:17.240\nit was super helpful for the banks, et cetera,\n\n96\n00:04:17.240 --> 00:04:20.080\nwhich I loved and it worked out a way\n\n97\n00:04:20.080 --> 00:04:25.000\nto help them pay for medical expenses, et cetera.\n\n98\n00:04:25.000 --> 00:04:27.280\nAnd so we developed a product\n\n99\n00:04:27.280 --> 00:04:30.440\nthat we pretty much cornered the market on.\n\n100\n00:04:30.440 --> 00:04:32.800\n- Yeah, and you were enormously successful with that.\n\n101\n00:04:32.800 --> 00:04:35.400\nYou actually sold the company when you were 46.\n\n102\n00:04:35.400 --> 00:04:36.240\n- I did.\n\n103\n00:04:36.240 --> 00:04:38.200\n- What made you do that?\n\n104\n00:04:38.200 --> 00:04:41.120\n- We'd grown by like 100% a year\n\n105\n00:04:41.120 --> 00:04:46.160\nand we had gotten virtually everybody as clients\n\n106\n00:04:46.160 --> 00:04:49.280\nand I hate to say it, we sold it\n\n107\n00:04:49.280 --> 00:04:52.880\nbecause of tax reasons, basically.\n\n108\n00:04:52.880 --> 00:04:56.480\nWe were having to pay ordinary income tax on the earnings\n\n109\n00:04:56.480 --> 00:04:59.120\nand we got to offer to sell it\n\n110\n00:04:59.120 --> 00:05:01.480\nand it was capital gains and anyway.\n\n111\n00:05:01.480 --> 00:05:04.440\n- And the rest is history.\n\n112\n00:05:04.440 --> 00:05:06.200\nMost people would have taken a breath\n\n113\n00:05:06.200 --> 00:05:09.040\nwhen you're 46 years old,\n\n114\n00:05:09.040 --> 00:05:12.720\nyou just successfully sell a business.\n\n115\n00:05:12.720 --> 00:05:14.360\nWhat do you end up doing?\n\n116\n00:05:14.360 --> 00:05:17.760\n- Well, so the first thing was I started thinking,\n\n117\n00:05:17.760 --> 00:05:19.320\nokay, what I'd do next?\n\n118\n00:05:19.320 --> 00:05:24.240\nAnd I started thinking I need to give back\n\n119\n00:05:24.240 --> 00:05:28.360\nand I need to do a lot of good for North Carolina, et cetera.\n\n120\n00:05:28.360 --> 00:05:31.680\nSo I started doing a bunch of charitable things\n\n121\n00:05:31.680 --> 00:05:34.000\nand I wasn't so good at that.\n\n122\n00:05:34.000 --> 00:05:35.840\nI got involved in our golf tournament\n\n123\n00:05:35.840 --> 00:05:40.400\nand that set the stage for really what we're doing now\n\n124\n00:05:40.400 --> 00:05:45.200\nbecause backing a young visionary who's got a problem,\n\n125\n00:05:45.200 --> 00:05:49.920\nour golf tournament had gone off to the side and et cetera.\n\n126\n00:05:49.920 --> 00:05:54.920\nSo that actually became the template for what I'm doing now\n\n127\n00:05:54.920 --> 00:05:59.640\nand I was trying to do all kinds of stuff.\n\n128\n00:05:59.640 --> 00:06:02.960\n- You know, Bobby, I've known you for a long time\n\n129\n00:06:02.960 --> 00:06:04.440\nand I always tell everybody,\n\n130\n00:06:04.440 --> 00:06:08.600\nyou are the most optimistic person that I've ever met in my life\n\n131\n00:06:08.600 --> 00:06:12.600\nand I've heard that you won't even watch a movie\n\n132\n00:06:12.600 --> 00:06:15.160\nunless you know it has a positive ending.\n\n133\n00:06:15.160 --> 00:06:19.480\nNow, is that actually true and how do you know\n\n134\n00:06:19.480 --> 00:06:22.560\nif the movie's gonna end in a positive way?\n\n135\n00:06:22.560 --> 00:06:25.080\n- Well, I try to find out first,\n\n136\n00:06:25.080 --> 00:06:27.720\nI try to do my homework and ask some other people\n\n137\n00:06:27.720 --> 00:06:32.080\nthat have seen it, but to your point, I like happy endings.\n\n138\n00:06:32.920 --> 00:06:34.880\nAnd that's the only kind of movie you're gonna watch, right?\n\n139\n00:06:34.880 --> 00:06:36.280\n- That's pretty much it.\n\n140\n00:06:36.280 --> 00:06:38.320\n(both laugh)\n\n141\n00:06:38.320 --> 00:06:42.400\n- You're one of the best relationship builders I've ever met.\n\n142\n00:06:42.400 --> 00:06:45.160\nYou know, what do you think is a secret to building\n\n143\n00:06:45.160 --> 00:06:48.800\na great relationship with the other business leaders?\n\n144\n00:06:48.800 --> 00:06:53.480\n- You can't fake whether or not you like somebody\n\n145\n00:06:53.480 --> 00:06:57.160\nand I naturally like people\n\n146\n00:06:57.160 --> 00:07:01.120\nand I'm always curious as to how they operate in the whole bit.\n\n147\n00:07:01.120 --> 00:07:04.080\nAnd so I can't, it's very rare\n\n148\n00:07:04.080 --> 00:07:06.640\nthat I find somebody I don't wanna be around.\n\n149\n00:07:06.640 --> 00:07:08.200\n- Yeah, and where'd you learn that?\n\n150\n00:07:08.200 --> 00:07:10.320\nIs this that an eight-rate that you have\n\n151\n00:07:10.320 --> 00:07:12.120\nor did you pick that up from somebody?\n\n152\n00:07:12.120 --> 00:07:15.920\n- You know, I would like to say it started with my mother\n\n153\n00:07:15.920 --> 00:07:19.200\nand my mother had an unusual heart condition\n\n154\n00:07:19.200 --> 00:07:22.960\nand she was not supposed to see two months old\n\n155\n00:07:22.960 --> 00:07:26.240\nand her parents kept on giving her one more month\n\n156\n00:07:26.240 --> 00:07:28.760\nor whatever and the doctors would say that.\n\n157\n00:07:28.760 --> 00:07:32.120\nAnd so her parents decided that every day\n\n158\n00:07:32.120 --> 00:07:33.800\nwas gonna be her best day.\n\n159\n00:07:33.800 --> 00:07:38.000\nAnd so she lived 93 years of every day being her best day.\n\n160\n00:07:38.000 --> 00:07:39.440\n- Oh, that's great.\n\n161\n00:07:39.440 --> 00:07:44.280\nAnd you know, she obviously, you know, passed on a lot to you\n\n162\n00:07:44.280 --> 00:07:48.840\nand as I mentioned, you're a tremendous relationship builder.\n\n163\n00:07:48.840 --> 00:07:50.800\nYou and I have built a great relationship.\n\n164\n00:07:50.800 --> 00:07:52.080\nWe have so many-- - Lucky for me.\n\n165\n00:07:52.080 --> 00:07:54.640\n- Full friends. - Lucky for me as well.\n\n166\n00:07:54.640 --> 00:07:59.080\n- And, but you know, you have a great network of friends\n\n167\n00:07:59.080 --> 00:08:01.880\nand you're constantly learning\n\n168\n00:08:01.880 --> 00:08:05.120\nand constantly seeking people out.\n\n169\n00:08:05.120 --> 00:08:07.280\nWho's the most interesting person\n\n170\n00:08:07.280 --> 00:08:10.080\nthat you've connected with in the last few months?\n\n171\n00:08:10.080 --> 00:08:12.040\nAnd how did that come about?\n\n172\n00:08:12.040 --> 00:08:15.000\n- You know what, David, it's so interesting.\n\n173\n00:08:15.000 --> 00:08:17.560\nI meet so many interesting people\n\n174\n00:08:17.560 --> 00:08:22.560\nand probably it's a guy that I work out a little bit\n\n175\n00:08:23.200 --> 00:08:26.920\nwith in the little bitty gem down the street\n\n176\n00:08:26.920 --> 00:08:30.400\nwho is from Romania and he came over here\n\n177\n00:08:30.400 --> 00:08:33.440\nand he's got such a positive attitude every day\n\n178\n00:08:33.440 --> 00:08:36.160\nand he thinks he can make anything happen.\n\n179\n00:08:36.160 --> 00:08:38.960\nAnd he's a young guy and I love that kind of stuff.\n\n180\n00:08:38.960 --> 00:08:42.280\n- Are you like, are you developing into his mentor\n\n181\n00:08:42.280 --> 00:08:44.280\nor is he reverse mentoring you?\n\n182\n00:08:44.280 --> 00:08:45.120\n- Both.\n\n183\n00:08:45.120 --> 00:08:46.440\n(laughing)\n\n184\n00:08:46.440 --> 00:08:50.240\nBoth, but I tell you what I look for\n\n185\n00:08:50.240 --> 00:08:52.720\nand this is one of the things that\n\n186\n00:08:52.720 --> 00:08:56.160\nI was so taken with you about when we first met\n\n187\n00:08:56.160 --> 00:09:00.120\nis that you're a, I'd call you a humble listener\n\n188\n00:09:00.120 --> 00:09:02.840\nand you are interested in other people\n\n189\n00:09:02.840 --> 00:09:06.440\nand you're really listening to what they have to say.\n\n190\n00:09:06.440 --> 00:09:07.880\nVery curious.\n\n191\n00:09:07.880 --> 00:09:11.720\n- You know, I told a mutual friend Herb Allen\n\n192\n00:09:11.720 --> 00:09:14.360\nthat, you know, in his one, as you well know,\n\n193\n00:09:14.360 --> 00:09:18.080\nhe's one of the most connected deal makers in the world\n\n194\n00:09:18.080 --> 00:09:21.600\nthat I was interviewing you and he said, good luck.\n\n195\n00:09:21.600 --> 00:09:22.960\nHe said, he said, good luck.\n\n196\n00:09:22.960 --> 00:09:25.520\nI doubt if you'll even get the guy to talk about himself\n\n197\n00:09:25.520 --> 00:09:28.200\nbecause you're so self-effacing.\n\n198\n00:09:28.200 --> 00:09:31.720\nSo, but Bobby, as hard as that may be for you,\n\n199\n00:09:31.720 --> 00:09:34.200\nI'm gonna force some stuff out of you.\n\n200\n00:09:34.200 --> 00:09:35.040\n- Okay.\n\n201\n00:09:35.040 --> 00:09:36.040\n(laughing)\n\n202\n00:09:36.040 --> 00:09:37.120\n- That's a little scary.\n\n203\n00:09:37.120 --> 00:09:40.040\n- You know, and I'm gonna start when we first met.\n\n204\n00:09:40.040 --> 00:09:45.560\nYou told me that you deeply valued what non-profits do.\n\n205\n00:09:45.560 --> 00:09:48.320\nThey really do a lot of great things in the world.\n\n206\n00:09:48.320 --> 00:09:50.880\nBut you didn't like investing in some of them\n\n207\n00:09:50.880 --> 00:09:53.320\nbecause you didn't know where your money went.\n\n208\n00:09:53.320 --> 00:09:58.520\nAnd that frustration really changed everything for you.\n\n209\n00:09:58.520 --> 00:10:03.520\nAnd tell our listeners how it changed how you thought\n\n210\n00:10:03.520 --> 00:10:08.280\nand where you netted out after thinking about it.\n\n211\n00:10:08.280 --> 00:10:10.280\n- I didn't wanna be passive.\n\n212\n00:10:10.280 --> 00:10:13.480\nAnd as a, to give money away,\n\n213\n00:10:13.480 --> 00:10:16.720\nI did a 10-year report card\n\n214\n00:10:16.720 --> 00:10:19.960\nand where everything was basically passive\n\n215\n00:10:19.960 --> 00:10:23.240\nand I felt pretty frustrated with the grade\n\n216\n00:10:23.240 --> 00:10:25.840\nthat I gave myself on that.\n\n217\n00:10:25.840 --> 00:10:30.600\nAnd so then I decided, okay, I like starting stuff.\n\n218\n00:10:30.600 --> 00:10:34.160\nAnd so therefore, I wasn't gonna be passive.\n\n219\n00:10:34.160 --> 00:10:36.800\nI was gonna be as active as I could get.\n\n220\n00:10:36.800 --> 00:10:38.560\nAnd I was going in full throttle\n\n221\n00:10:38.560 --> 00:10:41.000\nand trying to get an A plus plus.\n\n222\n00:10:41.000 --> 00:10:44.800\n- He also told me that you wanted to find, you know,\n\n223\n00:10:44.800 --> 00:10:48.720\nbusinesses and causes that could really make the world\n\n224\n00:10:48.720 --> 00:10:50.040\na better place.\n\n225\n00:10:50.040 --> 00:10:51.080\n- Absolutely.\n\n226\n00:10:51.080 --> 00:10:55.040\nAnd Ann, for example, one of our mutual friends.\n\n227\n00:10:55.040 --> 00:11:00.040\nSo anyway, Louise Brady, I got her to run it.\n\n228\n00:11:00.040 --> 00:11:03.720\nAnd then we went to Henry Kraviss and said,\n\n229\n00:11:03.720 --> 00:11:05.840\nwhat would you do in our shoes?\n\n230\n00:11:05.840 --> 00:11:09.720\nAnd he said, you've got so many great scientists\n\n231\n00:11:09.720 --> 00:11:11.880\nin North Carolina, go find your best ones\n\n232\n00:11:11.880 --> 00:11:14.400\n'cause there is no venture capital to speak of\n\n233\n00:11:14.400 --> 00:11:17.080\nin North Carolina and see if you can,\n\n234\n00:11:17.080 --> 00:11:21.280\nif you engage with a person and you like the idea\n\n235\n00:11:21.280 --> 00:11:23.880\nand you think their idea has a chance,\n\n236\n00:11:23.880 --> 00:11:25.400\nthen give it a shot.\n\n237\n00:11:25.400 --> 00:11:27.040\n- And we're gonna talk about some of the things\n\n238\n00:11:27.040 --> 00:11:29.160\nthat you've done in that arena.\n\n239\n00:11:29.160 --> 00:11:32.120\nAnd give us a snapshot of the company\n\n240\n00:11:32.120 --> 00:11:35.400\nthat you co-founded, Piedmont Capital Partners,\n\n241\n00:11:35.400 --> 00:11:37.520\nwhat you do and what makes it different\n\n242\n00:11:37.520 --> 00:11:40.040\nfrom a typical investment firm?\n\n243\n00:11:40.040 --> 00:11:44.360\n- Well, I'll give you a case in point.\n\n244\n00:11:45.360 --> 00:11:48.320\nTake the Alzheimer's pill that we're working on\n\n245\n00:11:48.320 --> 00:11:50.120\nand that you're aware of.\n\n246\n00:11:50.120 --> 00:11:55.120\nAnd I had both of my parents died from Alzheimer's.\n\n247\n00:11:55.120 --> 00:12:00.520\nAnd my father in 2003 and he was diagnosed in 1998.\n\n248\n00:12:00.520 --> 00:12:06.000\nAnd so I went all out to find a way to help him.\n\n249\n00:12:06.000 --> 00:12:09.640\nAnd I went to the pharma's, I went to the academics,\n\n250\n00:12:09.640 --> 00:12:11.600\nI went everywhere.\n\n251\n00:12:11.600 --> 00:12:15.040\nAnd I was pretty frustrated that I couldn't help him\n\n252\n00:12:15.040 --> 00:12:15.880\nat all.\n\n253\n00:12:15.880 --> 00:12:19.760\nAnd so I got very curious about that\n\n254\n00:12:19.760 --> 00:12:24.160\nand went deep into the science and as deep as I could go.\n\n255\n00:12:24.160 --> 00:12:28.040\nAnd was somewhat relentless.\n\n256\n00:12:28.040 --> 00:12:33.040\nAnd I finally, or we finally met the chief of neurology\n\n257\n00:12:33.040 --> 00:12:37.080\nat Stanford in 2013.\n\n258\n00:12:37.080 --> 00:12:40.640\nAnd I baited him, I said, are you doing this and this?\n\n259\n00:12:40.640 --> 00:12:44.800\nWhich I didn't think were really the ways to help people.\n\n260\n00:12:44.800 --> 00:12:48.680\nAnd he said, I do address those,\n\n261\n00:12:48.680 --> 00:12:52.360\nbut I have a new mechanism of action\n\n262\n00:12:52.360 --> 00:12:56.360\nand that I think it's gonna work.\n\n263\n00:12:56.360 --> 00:12:57.880\nSo that's an example.\n\n264\n00:12:57.880 --> 00:13:01.800\nAnd then I've had dinner with him every three weeks\n\n265\n00:13:01.800 --> 00:13:03.680\nfor 13 years.\n\n266\n00:13:03.680 --> 00:13:07.040\n- Yeah, I dinner with somebody every three weeks for 13 years\n\n267\n00:13:07.040 --> 00:13:08.360\nand he's out in California.\n\n268\n00:13:08.360 --> 00:13:09.800\nSo those those dinners are out there.\n\n269\n00:13:09.800 --> 00:13:11.920\nSo you're traveling the East Coast to West Coast,\n\n270\n00:13:11.920 --> 00:13:13.560\nyou're having these.\n\n271\n00:13:13.560 --> 00:13:18.200\nWhat have you learned about a commitment like that?\n\n272\n00:13:18.200 --> 00:13:20.720\nYou know, a decade of commitment.\n\n273\n00:13:20.720 --> 00:13:26.240\nAnd the fact is, even though I know you're optimistic,\n\n274\n00:13:26.240 --> 00:13:27.520\nit hasn't happened yet.\n\n275\n00:13:27.520 --> 00:13:30.760\nAnd you know, how do you, what have you learned?\n\n276\n00:13:30.760 --> 00:13:33.800\n- Some new things that are really tough problems\n\n277\n00:13:33.800 --> 00:13:36.440\nto solve take a really long time.\n\n278\n00:13:36.440 --> 00:13:39.840\nAnd the majority of the world doesn't wanna believe\n\n279\n00:13:39.840 --> 00:13:43.040\nin anything new until after it does happen.\n\n280\n00:13:43.040 --> 00:13:46.160\nAnd so somebody's gotta continue pushing it.\n\n281\n00:13:46.160 --> 00:13:49.560\nAnd does that mean that we blindly go in that direction?\n\n282\n00:13:49.560 --> 00:13:53.840\nNo, we're constantly critiquing it and saying,\n\n283\n00:13:53.840 --> 00:13:56.400\n\"We are really optimistic,\" et cetera, et cetera.\n\n284\n00:13:56.400 --> 00:13:59.120\nAnd so we're constantly pressure testing it.\n\n285\n00:13:59.120 --> 00:14:04.120\nSome fall by the wayside, this one has not full power on.\n\n286\n00:14:04.120 --> 00:14:08.520\n- And you know, it's power on and,\n\n287\n00:14:08.520 --> 00:14:10.880\nbut you know, there's been, I know some tough times\n\n288\n00:14:10.880 --> 00:14:14.280\nduring this process over, you know, 14 years.\n\n289\n00:14:14.280 --> 00:14:17.680\nHow do you personally, you know, motivate yourself\n\n290\n00:14:17.680 --> 00:14:22.000\nand stay patient through that kind of long-term commitment?\n\n291\n00:14:22.000 --> 00:14:23.880\n- That's a great question.\n\n292\n00:14:23.880 --> 00:14:28.600\nAnd actually, some of these, as you know,\n\n293\n00:14:28.600 --> 00:14:32.920\nfrom tough stuff is that there are a lot of people\n\n294\n00:14:32.920 --> 00:14:36.600\nthat are saying this is so waste of time and the whole bit.\n\n295\n00:14:36.600 --> 00:14:38.720\nAnd I just don't believe that.\n\n296\n00:14:38.720 --> 00:14:41.760\nAnd I do some social searching.\n\n297\n00:14:41.760 --> 00:14:45.840\nI write a lot and listen to music and I exercise.\n\n298\n00:14:45.840 --> 00:14:47.440\nAnd when I get really stressed,\n\n299\n00:14:47.440 --> 00:14:52.440\nI exercise that much more, but stay with it and find a way.\n\n300\n00:14:52.440 --> 00:14:55.720\n- You know, there's a big difference\n\n301\n00:14:55.720 --> 00:15:00.000\nbetween persistence and sometimes just plain stubbornness.\n\n302\n00:15:00.000 --> 00:15:02.320\nI mean, you know, has there ever been a moment\n\n303\n00:15:02.320 --> 00:15:04.760\nwhere from the outside,\n\n304\n00:15:04.760 --> 00:15:07.280\nit looks like persistence from your perspective.\n\n305\n00:15:07.280 --> 00:15:09.000\nBut internally, you kind of think\n\n306\n00:15:09.000 --> 00:15:11.320\nI'm being really stubborn on this.\n\n307\n00:15:11.320 --> 00:15:12.760\n- I can definitely be stubborn.\n\n308\n00:15:12.760 --> 00:15:15.200\nThere's no question about that.\n\n309\n00:15:15.200 --> 00:15:19.240\nBut I do try to do a pressure test and say,\n\n310\n00:15:19.240 --> 00:15:21.240\nis there something I'm missing?\n\n311\n00:15:21.240 --> 00:15:23.120\nAnd so I'll ask other people,\n\n312\n00:15:23.120 --> 00:15:25.720\nis there something I'm missing here?\n\n313\n00:15:25.720 --> 00:15:30.720\nAnd anyway, but David, these big problems\n\n314\n00:15:31.000 --> 00:15:35.480\nare really hard and so,\n\n315\n00:15:35.480 --> 00:15:38.920\nbut if I have pressure tested it and pressure tested it\n\n316\n00:15:38.920 --> 00:15:42.120\nand think that it is the right thing,\n\n317\n00:15:42.120 --> 00:15:44.400\nthen I won't give up.\n\n318\n00:15:44.400 --> 00:15:46.440\n- Give us an example of how you pressure test\n\n319\n00:15:46.440 --> 00:15:48.080\nbecause I think that's a great example.\n\n320\n00:15:48.080 --> 00:15:50.400\nNobody's really talked about pressure testing\n\n321\n00:15:50.400 --> 00:15:53.760\non this conversation.\n\n322\n00:15:53.760 --> 00:15:56.120\n- I read everything and then some,\n\n323\n00:15:56.120 --> 00:16:00.040\nI find out who other people who are key opinion leaders\n\n324\n00:16:00.040 --> 00:16:01.800\nthat have different opinions.\n\n325\n00:16:01.800 --> 00:16:05.880\nI call them, I'd hound them\n\n326\n00:16:05.880 --> 00:16:08.920\nand I ask them, okay, well, why is this?\n\n327\n00:16:08.920 --> 00:16:12.520\nAnd I go at it like a man man\n\n328\n00:16:12.520 --> 00:16:16.240\nand I annoy everybody I talk with,\n\n329\n00:16:16.240 --> 00:16:19.200\nbut I am in search of the ultimate truth.\n\n330\n00:16:19.200 --> 00:16:22.520\nAnd on our battery, we do the same thing.\n\n331\n00:16:22.520 --> 00:16:26.160\nAnd so now we have two late stage assets\n\n332\n00:16:26.160 --> 00:16:28.600\nthat are in really good shape.\n\n333\n00:16:28.600 --> 00:16:32.320\nAnd, but the battery is a prime example\n\n334\n00:16:32.320 --> 00:16:36.160\nbecause that's chemistry and it's chemical engineering.\n\n335\n00:16:36.160 --> 00:16:40.280\nAnd it's, now it's gotten to be really fun,\n\n336\n00:16:40.280 --> 00:16:42.240\nbut yeah, it was harrowing at times.\n\n337\n00:16:42.240 --> 00:16:45.640\n- So, you know, some people say it can't be done\n\n338\n00:16:45.640 --> 00:16:46.640\nevery step of the way.\n\n339\n00:16:46.640 --> 00:16:49.320\nI mean, and you pressure tested,\n\n340\n00:16:49.320 --> 00:16:51.880\nbut again, you know, where does this,\n\n341\n00:16:51.880 --> 00:16:53.240\nhow do you stay resilient?\n\n342\n00:16:53.240 --> 00:16:56.560\nI mean, what was the biggest test you had\n\n343\n00:16:56.560 --> 00:17:00.360\nin the Alzheimer's company that you're trying to build?\n\n344\n00:17:00.360 --> 00:17:04.760\n- There have been a lot of tests and the way,\n\n345\n00:17:04.760 --> 00:17:07.720\nI mean, so first of all, funding,\n\n346\n00:17:07.720 --> 00:17:10.160\n'cause if you try to do funding for something\n\n347\n00:17:10.160 --> 00:17:12.840\nthat is a different mechanism of action\n\n348\n00:17:12.840 --> 00:17:14.720\nand pharma has been going,\n\n349\n00:17:14.720 --> 00:17:17.240\nthere's so much carnage in Alzheimer's\n\n350\n00:17:17.240 --> 00:17:19.480\nfrom an investment perspective.\n\n351\n00:17:19.480 --> 00:17:22.440\nAnd that emboldened me to some extent\n\n352\n00:17:22.440 --> 00:17:24.940\nbecause that meant that the paths they were taking\n\n353\n00:17:24.940 --> 00:17:28.100\nwere treacherous at best.\n\n354\n00:17:28.100 --> 00:17:33.100\nAnd, but yeah, so at every turn you're thinking,\n\n355\n00:17:33.100 --> 00:17:35.740\nokay, well, is this, is it gonna be safe?\n\n356\n00:17:35.740 --> 00:17:38.080\nIs it gonna cross the blood brain barrier?\n\n357\n00:17:38.080 --> 00:17:41.380\nIs it gonna, there's so many different things\n\n358\n00:17:41.380 --> 00:17:46.380\nthat are perilous and, but we kept on clicking them off.\n\n359\n00:17:46.380 --> 00:17:51.500\n- And talk a little bit about Dr. Frank Longo.\n\n360\n00:17:51.500 --> 00:17:53.860\nI mean, what was it that drew you to him?\n\n361\n00:17:53.860 --> 00:17:55.140\nBecause there are a lot of people out there\n\n362\n00:17:55.140 --> 00:17:56.380\nworking on the problem.\n\n363\n00:17:56.380 --> 00:18:00.020\nI mean, what made you think that he was the guy\n\n364\n00:18:00.020 --> 00:18:02.260\nwho could really solve this issue?\n\n365\n00:18:02.260 --> 00:18:06.580\n- Well, I had had years of doing my own research,\n\n366\n00:18:06.580 --> 00:18:07.780\ntrying to help my father.\n\n367\n00:18:07.780 --> 00:18:12.460\nMy mom had not been diagnosed yet when we met Frank,\n\n368\n00:18:12.460 --> 00:18:15.540\nbut I stayed after that like crazy.\n\n369\n00:18:15.540 --> 00:18:18.780\nAnd so I had developed a,\n\n370\n00:18:18.780 --> 00:18:21.780\nwhat I thought was the way forward.\n\n371\n00:18:21.780 --> 00:18:25.420\nAnd so I was actually interviewing his brother\n\n372\n00:18:25.420 --> 00:18:29.180\nand for something else at Lave Jackson and I were doing.\n\n373\n00:18:29.180 --> 00:18:31.540\nAnd so I asked his brother, I said,\n\n374\n00:18:31.540 --> 00:18:34.300\nso tell me about your family.\n\n375\n00:18:34.300 --> 00:18:36.660\nAnd he said, well, my brother is a genius.\n\n376\n00:18:36.660 --> 00:18:37.500\nAnd it was Frank.\n\n377\n00:18:37.500 --> 00:18:39.980\nAnd I said, great, you know, just great.\n\n378\n00:18:39.980 --> 00:18:42.900\nAnd he says, he's cured Alzheimer's.\n\n379\n00:18:42.900 --> 00:18:46.500\nAnd I was, I'm a Southern smart Alex.\n\n380\n00:18:46.500 --> 00:18:49.060\nI said, have you heard the one about the three bears?\n\n381\n00:18:49.060 --> 00:18:52.860\nBecause I've been after this thing for a long time.\n\n382\n00:18:52.860 --> 00:18:56.060\nAnd this is one area that I know something about.\n\n383\n00:18:56.060 --> 00:18:59.100\nAnd so he said, well, he has.\n\n384\n00:18:59.100 --> 00:19:00.940\nAnd I said, does he have an office?\n\n385\n00:19:00.940 --> 00:19:02.820\nYeah, where is it close to here?\n\n386\n00:19:02.820 --> 00:19:03.660\nYeah.\n\n387\n00:19:03.660 --> 00:19:04.500\nAnd I said, where?\n\n388\n00:19:04.500 --> 00:19:05.940\nAnd he said, it's Stanford.\n\n389\n00:19:05.940 --> 00:19:07.420\nI said, what's he doing at Stanford?\n\n390\n00:19:07.420 --> 00:19:09.540\nHe said, he's chief of neurology.\n\n391\n00:19:09.540 --> 00:19:11.060\nSo I said, call him up.\n\n392\n00:19:11.060 --> 00:19:13.060\nAnd I went over there that afternoon.\n\n393\n00:19:13.060 --> 00:19:14.500\n(laughing)\n\n394\n00:19:14.500 --> 00:19:15.380\nAnd I baited him.\n\n395\n00:19:15.380 --> 00:19:19.220\nI said, are you after this area or this area\n\n396\n00:19:19.220 --> 00:19:20.740\nor a combination of the two?\n\n397\n00:19:20.740 --> 00:19:22.980\nAnd if he had said those areas,\n\n398\n00:19:22.980 --> 00:19:26.020\nI was gonna, you know, say, forget this guy.\n\n399\n00:19:26.020 --> 00:19:27.980\n- Because you knew enough about the subject.\n\n400\n00:19:27.980 --> 00:19:28.820\n- I did.\n\n401\n00:19:28.820 --> 00:19:29.660\n- Yeah, yeah.\n\n402\n00:19:29.660 --> 00:19:30.500\nThat's great.\n\n403\n00:19:30.500 --> 00:19:32.660\nAnd, you know, when you find a neurologist,\n\n404\n00:19:32.660 --> 00:19:34.420\nrenowned neurologist, you know,\n\n405\n00:19:34.420 --> 00:19:36.900\nhe's academic background.\n\n406\n00:19:36.900 --> 00:19:39.260\nI mean, he hasn't built a business.\n\n407\n00:19:39.260 --> 00:19:41.660\nI mean, he's never built a business.\n\n408\n00:19:41.660 --> 00:19:43.300\nI don't think, okay?\n\n409\n00:19:43.300 --> 00:19:46.620\nYou know, how do you help a guy like that\n\n410\n00:19:46.620 --> 00:19:49.460\nbuild a business and put the resources around it\n\n411\n00:19:49.460 --> 00:19:51.340\nto support the strategy that he has\n\n412\n00:19:51.340 --> 00:19:53.100\nso that you can really, you know,\n\n413\n00:19:53.100 --> 00:19:55.340\nmake this company a company someday.\n\n414\n00:19:55.340 --> 00:19:58.620\n- Well said, the first thing we needed to make sure\n\n415\n00:19:58.620 --> 00:20:01.260\nis that the asset was worthy\n\n416\n00:20:01.260 --> 00:20:03.620\nand do as much as we could\n\n417\n00:20:03.620 --> 00:20:05.380\nto see that the assets were worthy.\n\n418\n00:20:05.380 --> 00:20:10.380\nAnd so he, Frank, is a very, an extraordinary guy\n\n419\n00:20:10.700 --> 00:20:14.220\nand in that he's so low-key\n\n420\n00:20:14.220 --> 00:20:18.820\nand he is very self-deprecating.\n\n421\n00:20:18.820 --> 00:20:23.820\nAnd he's very open to sharing what he's doing\n\n422\n00:20:23.820 --> 00:20:29.540\nand therefore hearing whatever criticisms there are\n\n423\n00:20:29.540 --> 00:20:32.780\nand evaluating each one.\n\n424\n00:20:32.780 --> 00:20:36.140\nAnd I've never seen anybody as thorough with that.\n\n425\n00:20:36.140 --> 00:20:39.940\nAnd yet, I also think that if you're gonna get\n\n426\n00:20:39.940 --> 00:20:42.740\na hard problem solved, you better be a zealot\n\n427\n00:20:42.740 --> 00:20:47.740\nand say he's a combination of humble person and zealot.\n\n428\n00:20:47.740 --> 00:20:50.460\nAnd plus he's extraordinary.\n\n429\n00:20:50.460 --> 00:20:54.460\nHe decided to become a brain scientist at AJ.\n\n430\n00:20:54.460 --> 00:20:58.380\nHis sister had a brain disorder.\n\n431\n00:20:58.380 --> 00:21:01.540\nHe didn't understand why she wasn't getting better.\n\n432\n00:21:01.540 --> 00:21:03.620\nHis mom, who was a nurse, said,\n\n433\n00:21:03.620 --> 00:21:07.580\n\"People with brain diseases don't get better.\"\n\n434\n00:21:07.580 --> 00:21:09.620\nAnd he said, \"I'm gonna change that.\"\n\n435\n00:21:09.620 --> 00:21:12.500\nAnd so what makes you so positive now\n\n436\n00:21:12.500 --> 00:21:17.180\nabout the fact that this could actually be commercialized?\n\n437\n00:21:17.180 --> 00:21:20.540\n- I think that, and now we have a CEO in the whole bit\n\n438\n00:21:20.540 --> 00:21:25.700\nwho's quite capable, I think that the reason is\n\n439\n00:21:25.700 --> 00:21:30.620\nthat if you look at the paths here to four,\n\n440\n00:21:30.620 --> 00:21:33.980\nattacking Alzheimer's, where people have tried to solve it,\n\n441\n00:21:33.980 --> 00:21:38.260\nthey've gone after what are, in most ways,\n\n442\n00:21:38.260 --> 00:21:42.740\nsimply antagonist, where the common denominator\n\n443\n00:21:42.740 --> 00:21:46.140\nis a thing called synaptic connections.\n\n444\n00:21:46.140 --> 00:21:50.460\nAnd Frank has a pill, not an infusion,\n\n445\n00:21:50.460 --> 00:21:52.820\nthat crosses the blood-brain barrier\n\n446\n00:21:52.820 --> 00:21:55.740\nthat fortifies synaptic connections.\n\n447\n00:21:55.740 --> 00:21:58.660\nAnd that seems to be the common denominator\n\n448\n00:21:58.660 --> 00:22:01.140\nin not just Alzheimer's.\n\n449\n00:22:01.140 --> 00:22:05.300\n- Yeah, and as I understand that this pill\n\n450\n00:22:05.300 --> 00:22:08.420\ncould also have major impact on those people\n\n451\n00:22:08.420 --> 00:22:10.740\nthat are suffering from neuropathy.\n\n452\n00:22:10.740 --> 00:22:13.620\n- That's correct, that's a supposition.\n\n453\n00:22:13.620 --> 00:22:17.020\nAnd so what he did was he opened this up\n\n454\n00:22:17.020 --> 00:22:19.900\nto some of the key opinion leaders\n\n455\n00:22:19.900 --> 00:22:24.900\nin a multiple of maladies, including Louis Boddy,\n\n456\n00:22:24.900 --> 00:22:28.860\nParkinson's, Huntington's disease.\n\n457\n00:22:28.860 --> 00:22:32.620\nAnd anyway, and they came back with their data\n\n458\n00:22:32.620 --> 00:22:36.620\nand it's all been really, really impressive.\n\n459\n00:22:36.620 --> 00:22:40.260\n- And you mentioned the people who've invested\n\n460\n00:22:40.260 --> 00:22:44.260\nin Alzheimer's, it's been sort of like a Death Valley days\n\n461\n00:22:44.260 --> 00:22:46.020\nfor everybody over the years.\n\n462\n00:22:46.020 --> 00:22:51.020\nAnd how did you work through the process\n\n463\n00:22:51.020 --> 00:22:54.060\nof putting the story together\n\n464\n00:22:54.060 --> 00:22:59.060\nthat's gonna get people to buy in to this great company?\n\n465\n00:23:00.020 --> 00:23:02.740\n- I had to dumb it down for me\n\n466\n00:23:02.740 --> 00:23:04.660\nand for obvious reasons,\n\n467\n00:23:04.660 --> 00:23:07.900\nbut the way I was thinking about it is\n\n468\n00:23:07.900 --> 00:23:11.020\nthat, okay, the brain's a boat dock\n\n469\n00:23:11.020 --> 00:23:14.620\nand the boats are neurons.\n\n470\n00:23:14.620 --> 00:23:19.340\nAnd then why is it the boats stay at the boat dock?\n\n471\n00:23:19.340 --> 00:23:21.500\nAnd then 'cause they're tied up to something,\n\n472\n00:23:21.500 --> 00:23:22.900\nwhat are they tied up to?\n\n473\n00:23:22.900 --> 00:23:24.940\nThey're tied up to cleats.\n\n474\n00:23:24.940 --> 00:23:27.980\nSo if those cleats are synaptic connections\n\n475\n00:23:27.980 --> 00:23:30.620\nand the cleats start to erode,\n\n476\n00:23:30.620 --> 00:23:33.300\nthe boats get further away from the brain,\n\n477\n00:23:33.300 --> 00:23:37.660\nmeaning that the neurons get lost from the brain basically.\n\n478\n00:23:37.660 --> 00:23:40.980\nIf there's still somewhat tied, that's dementia.\n\n479\n00:23:40.980 --> 00:23:43.860\nIf they're erode completely, the boats are gone\n\n480\n00:23:43.860 --> 00:23:47.580\nor the neurons are gone and that's death.\n\n481\n00:23:47.580 --> 00:23:49.620\nAnd that's the way I started thinking\n\n482\n00:23:49.620 --> 00:23:51.060\nabout synaptic connections.\n\n483\n00:23:51.060 --> 00:23:53.780\nSo therefore, if you fortify the cleats\n\n484\n00:23:53.780 --> 00:23:55.660\nand don't ever let them erode,\n\n485\n00:23:55.660 --> 00:23:59.140\nno matter what is causing them to erode,\n\n486\n00:23:59.140 --> 00:24:02.460\nthen it looks like they're solved.\n\n487\n00:24:02.460 --> 00:24:05.780\n- So if you're making, let's say five calls\n\n488\n00:24:05.780 --> 00:24:08.660\non potential investors, you know,\n\n489\n00:24:08.660 --> 00:24:10.180\nhow many would buy into that?\n\n490\n00:24:10.180 --> 00:24:12.700\n- Well, if I were an investor,\n\n491\n00:24:12.700 --> 00:24:15.900\nI'd say let me go kick the tires elsewhere\n\n492\n00:24:15.900 --> 00:24:18.020\nand they're gonna hear people say,\n\n493\n00:24:18.020 --> 00:24:22.020\nwell, amyloid clearing, towel, et cetera\n\n494\n00:24:22.020 --> 00:24:27.020\nand other inflammation, environmental factors, genetics,\n\n495\n00:24:27.020 --> 00:24:30.260\nbut if you look at all of those things,\n\n496\n00:24:30.260 --> 00:24:33.140\nwhat is the impact of each one,\n\n497\n00:24:33.140 --> 00:24:36.500\nthen it's that they destroy synaptic connections.\n\n498\n00:24:36.500 --> 00:24:40.060\nAnd Frank's drug from the phase two A trial,\n\n499\n00:24:40.060 --> 00:24:45.060\nit clearly fortifies synaptic connections.\n\n500\n00:24:45.060 --> 00:24:46.740\n- That's exciting.\n\n501\n00:24:46.740 --> 00:24:50.340\nSo this could be the biggest breakthrough in medicine.\n\n502\n00:24:51.300 --> 00:24:53.300\n- You know, in years, I mean.\n\n503\n00:24:53.300 --> 00:24:55.420\n- Well, I'm relentless.\n\n504\n00:24:55.420 --> 00:24:58.900\nI'm relentless cheerleader.\n\n505\n00:24:58.900 --> 00:25:01.460\n- And the world has definitely cheered you on too.\n\n506\n00:25:01.460 --> 00:25:03.020\nAnd you mentioned your battery company\n\n507\n00:25:03.020 --> 00:25:04.860\nand there's a story I wanna make sure\n\n508\n00:25:04.860 --> 00:25:07.380\nthat you tell about your battery company\n\n509\n00:25:07.380 --> 00:25:10.620\nthat literally blew up your investment.\n\n510\n00:25:10.620 --> 00:25:15.260\nTell us about that and what that experience teaches you.\n\n511\n00:25:15.260 --> 00:25:20.260\n- Okay, oh my gosh, our battery,\n\n512\n00:25:20.580 --> 00:25:24.300\nso we set out, again, a lot of this had a nexus\n\n513\n00:25:24.300 --> 00:25:26.940\nwith universities in North Carolina\n\n514\n00:25:26.940 --> 00:25:33.860\nand Jody Simone, who was like the eminent professor\n\n515\n00:25:33.860 --> 00:25:36.820\nof chemistry, eminent professor of chemical engineering,\n\n516\n00:25:36.820 --> 00:25:38.620\nall three national academies,\n\n517\n00:25:38.620 --> 00:25:42.380\npresidential metal for technology innovation.\n\n518\n00:25:42.380 --> 00:25:46.260\nHe and a guy named Tash Balsera at Lawrence Berkeley\n\n519\n00:25:46.260 --> 00:25:48.820\nNational Lab had come up with a way\n\n520\n00:25:48.820 --> 00:25:51.940\nto make lithium ion battery safe.\n\n521\n00:25:51.940 --> 00:25:54.500\nAnd I liked these guys and the whole bit.\n\n522\n00:25:54.500 --> 00:25:59.500\nSo we went into it and then they tested it and it blew up\n\n523\n00:25:59.500 --> 00:26:02.180\nand not just a little bit.\n\n524\n00:26:02.180 --> 00:26:04.260\nAnd so then I was like--\n\n525\n00:26:04.260 --> 00:26:05.940\n- What do you mean, not just a little bit?\n\n526\n00:26:05.940 --> 00:26:09.180\n- I mean, it was like (slurps)\n\n527\n00:26:09.180 --> 00:26:10.020\n- That's a lot.\n\n528\n00:26:10.020 --> 00:26:14.540\n- And yeah, and so anyway, so we said, okay.\n\n529\n00:26:14.540 --> 00:26:16.700\nSo obviously this fails.\n\n530\n00:26:16.700 --> 00:26:20.700\nAnd then Tash said actually one of my students\n\n531\n00:26:20.700 --> 00:26:23.860\ncame up with something and it looks pretty cool.\n\n532\n00:26:23.860 --> 00:26:26.980\nAnd if you look at it, the Chinese have won the battle\n\n533\n00:26:26.980 --> 00:26:30.660\nfor lithium ion batteries.\n\n534\n00:26:30.660 --> 00:26:35.580\nAnd therefore, what is the step change?\n\n535\n00:26:35.580 --> 00:26:37.780\nLithium ion is about played out\n\n536\n00:26:37.780 --> 00:26:39.980\nfrom a technology perspective.\n\n537\n00:26:39.980 --> 00:26:43.580\nBut if somebody could create a solid state battery\n\n538\n00:26:43.580 --> 00:26:46.100\nthat is completely safe,\n\n539\n00:26:46.100 --> 00:26:50.420\nthen you could leapfrog the world\n\n540\n00:26:50.420 --> 00:26:53.940\nand be energy independent when it comes to batteries.\n\n541\n00:26:53.940 --> 00:26:57.020\nAnd so that was the premise of this\n\n542\n00:26:57.020 --> 00:26:59.060\nand we have pushed it and pushed it and pushed it.\n\n543\n00:26:59.060 --> 00:27:01.620\nAnd we are ready now for production.\n\n544\n00:27:01.620 --> 00:27:02.740\n- Wow.\n\n545\n00:27:02.740 --> 00:27:03.580\n- Yeah.\n\n546\n00:27:03.580 --> 00:27:04.420\n- So you're going into production.\n\n547\n00:27:04.420 --> 00:27:06.820\n- We're having it come off our pilot line\n\n548\n00:27:06.820 --> 00:27:10.420\nto make sure that it is evident that you can build it\n\n549\n00:27:10.420 --> 00:27:14.460\nand scale it, but we think the price is super competitive.\n\n550\n00:27:14.460 --> 00:27:19.220\nAnd David, it has no limits.\n\n551\n00:27:19.220 --> 00:27:22.020\nIt has no limits and the charge times can be\n\n552\n00:27:22.020 --> 00:27:27.220\nway better than anything out there now.\n\n553\n00:27:27.220 --> 00:27:29.380\nThe energy density can be way better\n\n554\n00:27:29.380 --> 00:27:32.460\nthan anything out there and it's safe.\n\n555\n00:27:32.460 --> 00:27:33.940\n- Wow, wow.\n\n556\n00:27:33.940 --> 00:27:38.780\nSo have you had a conversation with Elon Musk about this?\n\n557\n00:27:38.780 --> 00:27:42.700\n- No, we had an early conversation with Tesla\n\n558\n00:27:42.700 --> 00:27:47.700\nand we decided that, I mean, I don't know him.\n\n559\n00:27:47.700 --> 00:27:49.940\nI obviously respect him greatly,\n\n560\n00:27:49.940 --> 00:27:52.180\nbut my understanding is Tesla doesn't like\n\n561\n00:27:52.180 --> 00:27:55.860\nto pay for anything from the outside.\n\n562\n00:27:55.860 --> 00:27:58.580\nAnd that's not what we're about.\n\n563\n00:27:58.580 --> 00:28:00.340\n- Yeah, yeah.\n\n564\n00:28:00.340 --> 00:28:03.500\nNow tell me the story of carbon,\n\n565\n00:28:03.500 --> 00:28:07.140\nhow you got into that and what it's become.\n\n566\n00:28:07.140 --> 00:28:10.140\n- Yes, so carbon is a 3D printing company.\n\n567\n00:28:10.140 --> 00:28:15.140\nAnd so early on, Louise and I were sitting\n\n568\n00:28:15.140 --> 00:28:17.660\nin Joe D. Simone's office and we said,\n\n569\n00:28:17.660 --> 00:28:19.700\nwhat are your best ideas?\n\n570\n00:28:19.700 --> 00:28:23.820\nAnd he said, this 3D printer that will do things\n\n571\n00:28:23.820 --> 00:28:27.500\nlike Terminator just kind of rouse out of a puddle.\n\n572\n00:28:27.500 --> 00:28:29.940\nAnd we said, okay, we want to do that.\n\n573\n00:28:29.940 --> 00:28:32.140\nAnd 'cause we like Joe.\n\n574\n00:28:32.140 --> 00:28:36.100\nAnd so, and the other one was the battery.\n\n575\n00:28:36.100 --> 00:28:41.100\nAnd so we said, okay, and Tim was in all this\n\n576\n00:28:41.100 --> 00:28:44.660\nand Tom Ryan and we were lucky to get you\n\n577\n00:28:44.660 --> 00:28:47.860\nin some of these things, but on carbon.\n\n578\n00:28:47.860 --> 00:28:50.540\nSo we went to Sequoia Capital\n\n579\n00:28:50.540 --> 00:28:52.900\nand Sequoia jumped at it immediately.\n\n580\n00:28:52.900 --> 00:28:57.900\nAnd so it, we raised a whole bunch of money\n\n581\n00:28:57.900 --> 00:29:00.740\nand off we went and yeah.\n\n582\n00:29:00.740 --> 00:29:04.700\n- Hello friends, I hope you're loving this conversation.\n\n583\n00:29:04.700 --> 00:29:07.100\nBe sure to stay tuned to the very end of the episode.\n\n584\n00:29:07.100 --> 00:29:09.380\nAs always, David and I are going to debrief\n\n585\n00:29:09.380 --> 00:29:11.260\nsome of the concepts that he talks about\n\n586\n00:29:11.260 --> 00:29:12.500\nwith this week's guests.\n\n587\n00:29:12.500 --> 00:29:15.840\nSo stay tuned to the very end and I will see you soon.\n\n588\n00:29:15.840 --> 00:29:20.100\n- Now, along these huge projects that you have,\n\n589\n00:29:20.100 --> 00:29:23.260\nyou make progress, how do you celebrate progress\n\n590\n00:29:23.260 --> 00:29:27.100\nalong the way, 'cause that's got to be a challenge.\n\n591\n00:29:27.100 --> 00:29:29.900\n'Cause most people wait till the end, right?\n\n592\n00:29:29.900 --> 00:29:33.380\nBut you got to get people inspired to keep going.\n\n593\n00:29:33.380 --> 00:29:34.220\nHow do you do that?\n\n594\n00:29:34.220 --> 00:29:36.060\nNot just yourself but other people.\n\n595\n00:29:36.060 --> 00:29:39.500\n- Yeah, you know, that's the tough part\n\n596\n00:29:39.500 --> 00:29:42.620\nbecause it's like being on a treadmill\n\n597\n00:29:42.620 --> 00:29:46.140\nand having it on incline 15 at a speed\n\n598\n00:29:46.140 --> 00:29:50.340\nyou can barely stand and then you have to stand it for longer.\n\n599\n00:29:50.340 --> 00:29:53.340\nSo we try to set milestones and the milestones,\n\n600\n00:29:53.340 --> 00:29:55.540\nwe say, okay, if we can do this,\n\n601\n00:29:55.540 --> 00:29:57.820\nthen does it become that much more obvious\n\n602\n00:29:57.820 --> 00:30:00.100\nthat we can get to the next level?\n\n603\n00:30:00.100 --> 00:30:04.900\nAnd but it is, there's no tried and true answer to that\n\n604\n00:30:04.900 --> 00:30:06.980\nand kind of make it up as you go.\n\n605\n00:30:06.980 --> 00:30:10.820\n- And in role you do, and you're one that's known\n\n606\n00:30:10.820 --> 00:30:14.580\nfor closing deals on a handshake.\n\n607\n00:30:14.580 --> 00:30:18.380\nI mean, can you really do that these days, Bobby?\n\n608\n00:30:18.380 --> 00:30:20.500\n- If I can't, I'm not dealing with them.\n\n609\n00:30:20.500 --> 00:30:21.580\nThere you go.\n\n610\n00:30:21.580 --> 00:30:23.420\n- Can you give an example when you walked away\n\n611\n00:30:23.420 --> 00:30:26.100\nfrom somebody without necessarily naming a name?\n\n612\n00:30:26.100 --> 00:30:28.300\n- Yeah, I mean, this goes very early\n\n613\n00:30:28.300 --> 00:30:31.580\nand this goes into the insurance business that we were in\n\n614\n00:30:31.580 --> 00:30:36.580\nand it was a bank that wanted to do a huge deal\n\n615\n00:30:36.580 --> 00:30:40.340\nbut it was like, just got a bad taste\n\n616\n00:30:40.340 --> 00:30:42.780\nfor how they would act and all that.\n\n617\n00:30:42.780 --> 00:30:45.500\nAnd just we were like, this is a customer\n\n618\n00:30:45.500 --> 00:30:47.940\nthat we've loved to have.\n\n619\n00:30:47.940 --> 00:30:50.020\nWe don't really need this person.\n\n620\n00:30:50.020 --> 00:30:52.340\nLife's too short to deal with somebody\n\n621\n00:30:52.340 --> 00:30:56.060\nthat is not of the same.\n\n622\n00:30:58.100 --> 00:30:58.940\nI don't know.\n\n623\n00:30:58.940 --> 00:31:00.260\nThat was one of those guys.\n\n624\n00:31:00.260 --> 00:31:01.380\nI do like everybody.\n\n625\n00:31:01.380 --> 00:31:03.980\nI didn't like this guy very much and so we walked.\n\n626\n00:31:03.980 --> 00:31:09.140\n- So you'll do a handshake deal, even in today's times,\n\n627\n00:31:09.140 --> 00:31:11.060\nyou don't necessarily, you know, you ultimately,\n\n628\n00:31:11.060 --> 00:31:13.980\nI'm sure you will, will, will, while you're up.\n\n629\n00:31:13.980 --> 00:31:18.580\nYou know, when you're as positive as you are, okay?\n\n630\n00:31:18.580 --> 00:31:21.300\nAnd trusting as you are,\n\n631\n00:31:21.300 --> 00:31:24.100\nhave you ever had anybody take advantage of that?\n\n632\n00:31:24.940 --> 00:31:28.340\n- I've had people say that somebody took advantage of me\n\n633\n00:31:28.340 --> 00:31:32.020\nand but I don't generally feel like that\n\n634\n00:31:32.020 --> 00:31:35.100\nand I feel like maybe it was my own misgiving\n\n635\n00:31:35.100 --> 00:31:36.940\nbut yes, to your point,\n\n636\n00:31:36.940 --> 00:31:40.020\nI will memorialize a deal in writing\n\n637\n00:31:40.020 --> 00:31:42.780\nbut I wanna make sure that we have an agreement\n\n638\n00:31:42.780 --> 00:31:45.460\nof the minds before that.\n\n639\n00:31:45.460 --> 00:31:49.100\nAnd then so there are no battles\n\n640\n00:31:49.100 --> 00:31:53.140\nfall over the written word\n\n641\n00:31:53.140 --> 00:31:54.820\nwhen it comes back in a contract.\n\n642\n00:31:54.820 --> 00:31:57.180\nI mean, you know how many times you've seen,\n\n643\n00:31:57.180 --> 00:31:58.940\nokay, listen, memorialize this\n\n644\n00:31:58.940 --> 00:32:01.180\nand then it comes back differently?\n\n645\n00:32:01.180 --> 00:32:02.380\nI don't wanna see that.\n\n646\n00:32:02.380 --> 00:32:05.700\nSo I'm like, hey, we have a handshake.\n\n647\n00:32:05.700 --> 00:32:07.500\nWe're good, right?\n\n648\n00:32:07.500 --> 00:32:09.540\nSo that's it.\n\n649\n00:32:09.540 --> 00:32:10.540\n- Makes a lot of sense.\n\n650\n00:32:10.540 --> 00:32:15.540\nAnd you're, you know, you've taken enormous effort\n\n651\n00:32:15.540 --> 00:32:21.380\nwith your time, you know, to be patient and persistent,\n\n652\n00:32:21.380 --> 00:32:23.380\nyou know, for big jobs,\n\n653\n00:32:23.380 --> 00:32:26.940\nit'll take a long time to materialize.\n\n654\n00:32:26.940 --> 00:32:29.500\nAnd you're also been willing to risk your own money.\n\n655\n00:32:29.500 --> 00:32:33.780\nAnd you know, you take enormous risks.\n\n656\n00:32:33.780 --> 00:32:38.020\nI'm curious about your view in terms of\n\n657\n00:32:38.020 --> 00:32:40.020\nhow you put your money on the line.\n\n658\n00:32:40.020 --> 00:32:42.620\nI mean, how do you think about money, period?\n\n659\n00:32:42.620 --> 00:32:46.900\n- Well, I wanna have enough money\n\n660\n00:32:46.900 --> 00:32:48.820\nbut I don't wanna hoard money\n\n661\n00:32:48.820 --> 00:32:52.100\nand I like being purposeful.\n\n662\n00:32:52.100 --> 00:32:55.780\nAnd so if there's some of these problems\n\n663\n00:32:55.780 --> 00:32:58.620\nthat are important to patients,\n\n664\n00:32:58.620 --> 00:33:00.460\nI mean, for example, take the Alzheimer's,\n\n665\n00:33:00.460 --> 00:33:03.820\n52% of likely voters are dealing with Alzheimer's\n\n666\n00:33:03.820 --> 00:33:05.620\nin some fashion.\n\n667\n00:33:05.620 --> 00:33:07.500\nAnd so that's a big one.\n\n668\n00:33:07.500 --> 00:33:10.180\nAnd if I can make an impact in that,\n\n669\n00:33:10.180 --> 00:33:14.340\nthen that is more gratifying than anything.\n\n670\n00:33:14.340 --> 00:33:17.340\nAnd so I'd like to see that through.\n\n671\n00:33:17.340 --> 00:33:22.340\nAnd on the battery, that's a matter of natural energy policy,\n\n672\n00:33:22.340 --> 00:33:26.500\net cetera, and national energy independence.\n\n673\n00:33:26.500 --> 00:33:30.340\nAnd all of that is a part of national defense as well.\n\n674\n00:33:30.340 --> 00:33:33.700\nSo if I can be part of that, then great.\n\n675\n00:33:33.700 --> 00:33:37.380\nNow, would I have given money to those things probably?\n\n676\n00:33:37.380 --> 00:33:41.340\nBut if I can also be involved in making them happen\n\n677\n00:33:41.340 --> 00:33:45.140\nand I'm just crazy enough to think that I can be additive.\n\n678\n00:33:45.140 --> 00:33:47.420\nAnd Bobby, I play golf with you\n\n679\n00:33:47.420 --> 00:33:50.740\nand you love to play this game called \"Gammons.\"\n\n680\n00:33:50.740 --> 00:33:53.860\nSo that's a game for all of you listening out there\n\n681\n00:33:53.860 --> 00:33:56.940\nwhere you just keep doubling down and doubling down\n\n682\n00:33:56.940 --> 00:33:59.140\nand doubling down and you end up losing\n\n683\n00:33:59.140 --> 00:34:01.940\nan act of a lot of money if you're playing Bobby Long.\n\n684\n00:34:01.940 --> 00:34:04.300\nBut what does it take you, Bobby,\n\n685\n00:34:04.300 --> 00:34:07.860\nto double down on an idea?\n\n686\n00:34:07.860 --> 00:34:08.900\nWhat's your process?\n\n687\n00:34:08.900 --> 00:34:11.340\nI mean, when do you think you're into something\n\n688\n00:34:11.340 --> 00:34:13.740\nwhere you oughta be able to say to yourself\n\n689\n00:34:13.740 --> 00:34:15.820\nthat, \"Hey, this is so good.\n\n690\n00:34:15.820 --> 00:34:17.900\n\"I'm gonna double down or I'm gonna get out.\"\n\n691\n00:34:17.900 --> 00:34:19.700\nYeah, I will get out.\n\n692\n00:34:19.700 --> 00:34:24.700\nI do feel like there is not always super clear,\n\n693\n00:34:24.700 --> 00:34:30.660\nbut I like to think that the odds are in our favor,\n\n694\n00:34:30.660 --> 00:34:36.340\nour collective favor of a positive result.\n\n695\n00:34:36.340 --> 00:34:40.380\nAnd I like to be able to see it.\n\n696\n00:34:40.380 --> 00:34:42.460\nI know that it's gonna take a little more time\n\n697\n00:34:42.460 --> 00:34:44.580\nthan we forecast,\n\n698\n00:34:44.580 --> 00:34:47.860\nbut I like to be able to see the finish line.\n\n699\n00:34:47.860 --> 00:34:50.540\nYou know, most people see big trends\n\n700\n00:34:50.540 --> 00:34:52.420\nafter they've already arrived.\n\n701\n00:34:52.420 --> 00:34:55.420\nYou know, how do you go about spotting them early, Bobby?\n\n702\n00:34:55.420 --> 00:35:00.060\nGosh, I don't know that I have any fortune telling\n\n703\n00:35:00.060 --> 00:35:02.900\nother than I ask a lot of people what they see.\n\n704\n00:35:02.900 --> 00:35:04.860\nAnd then if it makes sense,\n\n705\n00:35:04.860 --> 00:35:06.860\nthen I pursue it like crazy\n\n706\n00:35:06.860 --> 00:35:10.460\nand try to find out all I can just 'cause I'm curious.\n\n707\n00:35:10.460 --> 00:35:12.500\nI love things that change the world.\n\n708\n00:35:12.500 --> 00:35:15.660\nI can't do a business anymore\n\n709\n00:35:15.660 --> 00:35:20.460\nthat is, you know, grind it out type business\n\n710\n00:35:20.460 --> 00:35:23.460\njust to grind it out for some extra bucks.\n\n711\n00:35:23.460 --> 00:35:25.660\nI like the innovation.\n\n712\n00:35:25.660 --> 00:35:27.540\nI like the invention.\n\n713\n00:35:27.540 --> 00:35:30.300\nAnd I like seeing that through where it's something\n\n714\n00:35:30.300 --> 00:35:33.740\nthat is very new and really helps people.\n\n715\n00:35:33.740 --> 00:35:38.460\n- You know, I wanna take you back for a few minutes, Bobby.\n\n716\n00:35:38.460 --> 00:35:41.180\nWhat's the story from your childhood\n\n717\n00:35:41.180 --> 00:35:44.180\nthat shaped the kind of leader you are today?\n\n718\n00:35:44.180 --> 00:35:47.300\n- I was a kid when you made eight birdies in the Pro Am.\n\n719\n00:35:47.300 --> 00:35:49.340\n(both laughing)\n\n720\n00:35:49.340 --> 00:35:50.860\nAnd watching you.\n\n721\n00:35:50.860 --> 00:35:51.900\nThat was pretty good.\n\n722\n00:35:51.900 --> 00:35:53.380\n- I don't remember that, but go ahead.\n\n723\n00:35:53.380 --> 00:35:54.700\n- I did.\n\n724\n00:35:54.700 --> 00:35:57.180\n- Hey everybody, he shot eight under.\n\n725\n00:35:57.180 --> 00:35:58.380\nIt was unbelievable.\n\n726\n00:35:58.380 --> 00:35:59.220\n- No, I did not.\n\n727\n00:35:59.220 --> 00:36:00.460\n- And then gave a presentation.\n\n728\n00:36:00.460 --> 00:36:01.300\n- I did not.\n\n729\n00:36:01.300 --> 00:36:02.140\n- He was off the charts.\n\n730\n00:36:02.140 --> 00:36:03.540\n- I did give a presentation, but I didn't give a presentation.\n\n731\n00:36:03.540 --> 00:36:05.460\n- Then you were off the charts.\n\n732\n00:36:05.460 --> 00:36:08.540\n- Yeah, and he came up with a great way to say it.\n\n733\n00:36:08.540 --> 00:36:10.700\nHe said, \"What are you gonna do?\"\n\n734\n00:36:10.700 --> 00:36:12.260\nIt was so good.\n\n735\n00:36:12.260 --> 00:36:14.340\n- Yeah, here we go to Flecky, you know,\n\n736\n00:36:14.340 --> 00:36:15.660\nhere we gotta get back to you.\n\n737\n00:36:15.660 --> 00:36:16.900\nThis is about you here.\n\n738\n00:36:16.900 --> 00:36:23.340\n- I guess my father was quite the humble listener.\n\n739\n00:36:23.340 --> 00:36:27.260\nHe was, he was super smart.\n\n740\n00:36:27.260 --> 00:36:32.260\nHe had an academic pedigree that was pretty impressive.\n\n741\n00:36:32.380 --> 00:36:34.940\nAnd he never flown at it.\n\n742\n00:36:34.940 --> 00:36:38.260\nAnd he was always curious and always listening\n\n743\n00:36:38.260 --> 00:36:41.220\nand always given the benefit of the doubt.\n\n744\n00:36:41.220 --> 00:36:44.980\nSo pretty good.\n\n745\n00:36:44.980 --> 00:36:47.100\n- Did you have a job when you were a kid\n\n746\n00:36:47.100 --> 00:36:48.340\nthat taught you something?\n\n747\n00:36:48.340 --> 00:36:49.740\n- Oh yeah, yeah.\n\n748\n00:36:49.740 --> 00:36:54.060\nI was a paper boy at a little, at a very little age\n\n749\n00:36:54.060 --> 00:36:56.060\nand young age.\n\n750\n00:36:56.060 --> 00:36:59.820\nAnd I did all kinds of stuff.\n\n751\n00:36:59.820 --> 00:37:03.220\nI sold everything I could get my hands on.\n\n752\n00:37:03.220 --> 00:37:09.580\nI worked on golf courses, I rolled tennis courts,\n\n753\n00:37:09.580 --> 00:37:12.500\nsold vacuum cleaners, you name it.\n\n754\n00:37:12.500 --> 00:37:14.300\n- What do you think leaders should think about\n\n755\n00:37:14.300 --> 00:37:15.820\nin terms of sales?\n\n756\n00:37:15.820 --> 00:37:17.380\nI mean, you know, a lot of times when you say,\n\n757\n00:37:17.380 --> 00:37:18.740\n\"Hey, I'm a sales person.\"\n\n758\n00:37:18.740 --> 00:37:22.140\nYou know, the whole profession itself gets demeaned\n\n759\n00:37:22.140 --> 00:37:23.060\na little bit at times.\n\n760\n00:37:23.060 --> 00:37:25.860\nYou know, what's your view on selling?\n\n761\n00:37:25.860 --> 00:37:27.060\n- How can I help you?\n\n762\n00:37:27.980 --> 00:37:30.020\nThat's it. How can I help you?\n\n763\n00:37:30.020 --> 00:37:33.140\nAnd not a transaction.\n\n764\n00:37:33.140 --> 00:37:34.420\nHow can I help you?\n\n765\n00:37:34.420 --> 00:37:36.180\nHow can I help you in your business?\n\n766\n00:37:36.180 --> 00:37:37.620\nHow can I help you?\n\n767\n00:37:37.620 --> 00:37:41.300\nI was in a clothing store the other day\n\n768\n00:37:41.300 --> 00:37:44.460\nand somebody bought a shirt.\n\n769\n00:37:44.460 --> 00:37:48.460\nAnd I heard the guy say, \"Made a sale.\"\n\n770\n00:37:48.460 --> 00:37:51.380\nAnd I was like, \"And I know the guy.\"\n\n771\n00:37:51.380 --> 00:37:54.180\nSo I said, \"No, you didn't, you just helped him.\"\n\n772\n00:37:54.180 --> 00:37:57.460\nHe's gonna feel better tonight when he puts that shirt on.\n\n773\n00:37:57.460 --> 00:38:00.020\nHe helped him look in the mirror\n\n774\n00:38:00.020 --> 00:38:01.740\nand see somebody a little different\n\n775\n00:38:01.740 --> 00:38:03.060\nthan he did earlier today.\n\n776\n00:38:03.060 --> 00:38:03.960\nYou helped him.\n\n777\n00:38:03.960 --> 00:38:06.260\nThat's what I think.\n\n778\n00:38:06.260 --> 00:38:10.060\n- What's your philosophy when you're dealing with everyone,\n\n779\n00:38:10.060 --> 00:38:12.020\nwhether it's a janitor or a CEO?\n\n780\n00:38:12.020 --> 00:38:14.180\nI mean, how do you think about that?\n\n781\n00:38:14.180 --> 00:38:17.700\n- Well, as I think that at the end of the day,\n\n782\n00:38:17.700 --> 00:38:21.180\nyou're judged by how you treat a defenseless person.\n\n783\n00:38:21.180 --> 00:38:25.100\nAnd there's a guy named Steve Greenberg\n\n784\n00:38:25.100 --> 00:38:26.820\nthat works with her.\n\n785\n00:38:26.820 --> 00:38:29.620\nAnd several years ago, there was an article\n\n786\n00:38:29.620 --> 00:38:31.500\nand I think it was in the New York Times\n\n787\n00:38:31.500 --> 00:38:34.900\nor the Wall Street Journal about a homeless man\n\n788\n00:38:34.900 --> 00:38:36.980\non the streets of New York.\n\n789\n00:38:36.980 --> 00:38:38.980\nAnd they asked him, they said,\n\n790\n00:38:38.980 --> 00:38:41.060\n\"Does he just happen to be interviewed?\n\n791\n00:38:41.060 --> 00:38:44.580\n\"Does anybody treat you as a human being?\"\n\n792\n00:38:44.580 --> 00:38:46.420\nHe said, \"There's one guy.\"\n\n793\n00:38:46.420 --> 00:38:49.780\nAnd he comes by every day and we have a conversation.\n\n794\n00:38:49.780 --> 00:38:53.180\nAnd it was Steve Greenberg, who's very involved in sports.\n\n795\n00:38:53.180 --> 00:38:56.300\nAnd I take that, I wanna be like that.\n\n796\n00:38:56.300 --> 00:39:01.300\nI want to be one that everybody that's in\n\n797\n00:39:01.300 --> 00:39:06.420\nwhatever kind of position feels honored.\n\n798\n00:39:06.420 --> 00:39:08.820\n- It reminds me of that phrase, which I love you.\n\n799\n00:39:08.820 --> 00:39:10.180\nDon't look up, don't look down,\n\n800\n00:39:10.180 --> 00:39:12.220\nalways look straight ahead when you're dealing with people.\n\n801\n00:39:12.220 --> 00:39:15.620\nAnd you are reputed for doing that.\n\n802\n00:39:15.620 --> 00:39:17.380\n- Well, I hope so.\n\n803\n00:39:17.380 --> 00:39:22.220\n- You know, in 2007, Greensboro was days away\n\n804\n00:39:22.220 --> 00:39:25.900\nfrom losing its PGA tour event.\n\n805\n00:39:25.900 --> 00:39:28.980\nAnd then you stepped in and you saved it.\n\n806\n00:39:28.980 --> 00:39:33.900\nTake me behind the scenes of that whole thing\n\n807\n00:39:33.900 --> 00:39:36.060\nfrom a leadership perspective.\n\n808\n00:39:36.060 --> 00:39:38.860\n- First of all, you know a lot more than I thought you did.\n\n809\n00:39:38.860 --> 00:39:41.100\n(laughing)\n\n810\n00:39:41.100 --> 00:39:43.900\nOkay, so what happened on that was that\n\n811\n00:39:43.900 --> 00:39:48.820\nthis young guy, Mark Brousle, he came over from the AJGA\n\n812\n00:39:48.820 --> 00:39:50.900\nto be the tournament director.\n\n813\n00:39:50.900 --> 00:39:55.620\nWe had a fall date and the PGA tour was doing\n\n814\n00:39:55.620 --> 00:39:57.780\nthis new thing called the FedEx Cup.\n\n815\n00:39:57.780 --> 00:40:02.780\nAnd the FedEx Cup was gonna wind up before the fall dates.\n\n816\n00:40:02.780 --> 00:40:09.500\nAnd so I was like, oh, and then he didn't have\n\n817\n00:40:09.500 --> 00:40:13.020\na title sponsor, the Chrysler had been the title sponsor,\n\n818\n00:40:13.020 --> 00:40:14.700\nso that had gone away.\n\n819\n00:40:14.700 --> 00:40:18.300\nAnd this is a really big deal in our region\n\n820\n00:40:18.300 --> 00:40:19.380\nand in North Carolina.\n\n821\n00:40:19.380 --> 00:40:22.700\nI mean, it's one of the oldest tournaments on tour.\n\n822\n00:40:22.700 --> 00:40:25.800\nSo he came to me and he said,\n\n823\n00:40:25.800 --> 00:40:28.300\nwhat do you, you know, will you help me do this?\n\n824\n00:40:28.300 --> 00:40:31.420\nAnd I said, so do you think you can make a go of it?\n\n825\n00:40:31.420 --> 00:40:33.980\nAnd he said, 100%.\n\n826\n00:40:33.980 --> 00:40:35.700\nAnd I asked him all kinds of questions\n\n827\n00:40:35.700 --> 00:40:37.860\nand I believed him, I believed in him.\n\n828\n00:40:37.860 --> 00:40:40.340\nSo I said, all right, let's do it.\n\n829\n00:40:40.340 --> 00:40:42.020\nAnd so--\n\n830\n00:40:42.020 --> 00:40:43.620\n- What did that mean when you said let's do it?\n\n831\n00:40:43.620 --> 00:40:45.060\nI mean, what did you do?\n\n832\n00:40:45.060 --> 00:40:50.060\n- Well, first of all, I said Tiger Woods\n\n833\n00:40:50.420 --> 00:40:53.740\nis the number one person in golf,\n\n834\n00:40:53.740 --> 00:40:57.620\nhe's got all to do with the TV ratings.\n\n835\n00:40:57.620 --> 00:41:00.660\nWe're not gonna get a meeting with Tiger Woods,\n\n836\n00:41:00.660 --> 00:41:01.980\ncall his agent.\n\n837\n00:41:01.980 --> 00:41:03.380\nSo Mark Steinberg.\n\n838\n00:41:03.380 --> 00:41:07.380\nSo I said, get a meeting for me with Mark Steinberg.\n\n839\n00:41:07.380 --> 00:41:12.380\nSo I went to Mark Steinberg and Mark Steinberg said,\n\n840\n00:41:12.380 --> 00:41:14.700\nI've only got 15 minutes.\n\n841\n00:41:14.700 --> 00:41:17.540\nYou know, he was a little bit dismissive, I love Mark,\n\n842\n00:41:17.540 --> 00:41:20.420\nbut he was a little dismissive and I said, well,\n\n843\n00:41:20.420 --> 00:41:22.220\nI actually need four minutes.\n\n844\n00:41:22.220 --> 00:41:26.460\nAnd he said, okay, so then, you know,\n\n845\n00:41:26.460 --> 00:41:28.060\nand I'm thinking he's thinking\n\n846\n00:41:28.060 --> 00:41:30.780\nthat I talk too slow to say anything in four minutes.\n\n847\n00:41:30.780 --> 00:41:35.780\nSo I said, what is your biggest fee for anything?\n\n848\n00:41:35.780 --> 00:41:40.700\nAnd he said, what do you mean?\n\n849\n00:41:40.700 --> 00:41:43.540\nI said, okay, well, you don't have to name it right now,\n\n850\n00:41:43.540 --> 00:41:46.100\nbut we're gonna pay your biggest fee\n\n851\n00:41:46.100 --> 00:41:50.780\nif you get us inside of that FedEx cup with a new date\n\n852\n00:41:50.780 --> 00:41:53.180\nand get us a title sponsor.\n\n853\n00:41:53.180 --> 00:41:55.780\nAnd so he said, that's it.\n\n854\n00:41:55.780 --> 00:41:57.740\nAnd I said, that's it.\n\n855\n00:41:57.740 --> 00:42:00.740\nSo we're going in like two and a half minutes.\n\n856\n00:42:00.740 --> 00:42:03.900\nSo then he calls me back and he says, okay,\n\n857\n00:42:03.900 --> 00:42:06.420\nhe says, I got good news and I got bad news.\n\n858\n00:42:06.420 --> 00:42:07.780\nAnd I said, what's the good news?\n\n859\n00:42:07.780 --> 00:42:09.580\nAnd he said, the good news is,\n\n860\n00:42:09.580 --> 00:42:12.460\nI got you a date that's inside the FedEx cup,\n\n861\n00:42:12.460 --> 00:42:14.020\nit's the last tournament.\n\n862\n00:42:14.020 --> 00:42:17.060\nAnd he said, and I said, well, why is that good?\n\n863\n00:42:17.060 --> 00:42:20.300\nBecause the week before is this big tournament.\n\n864\n00:42:20.300 --> 00:42:22.380\nAnd so they're all gonna take that week off\n\n865\n00:42:22.380 --> 00:42:26.460\nof our tournament in order to get ready for the FedEx cup.\n\n866\n00:42:26.460 --> 00:42:29.100\nAnd he said, there will be storylines there\n\n867\n00:42:29.100 --> 00:42:31.340\nof people trying to get into the FedEx cup\n\n868\n00:42:31.340 --> 00:42:34.420\nand people that are trying to keep their card.\n\n869\n00:42:34.420 --> 00:42:35.860\nI said, okay.\n\n870\n00:42:35.860 --> 00:42:38.860\nAnd he said, and I said, so I can agree\n\n871\n00:42:38.860 --> 00:42:39.820\nthat's sort of good news.\n\n872\n00:42:39.820 --> 00:42:41.700\nAnd I said, what's the bad news?\n\n873\n00:42:41.700 --> 00:42:44.300\nAnd he said, you don't have a title sponsor.\n\n874\n00:42:44.300 --> 00:42:47.460\nSo you've got to put up a letter of credit.\n\n875\n00:42:47.460 --> 00:42:49.340\nAnd I said, okay.\n\n876\n00:42:49.340 --> 00:42:51.500\nAnd I'm thinking of the people that I can go around\n\n877\n00:42:51.500 --> 00:42:52.900\nto get the letter of credit.\n\n878\n00:42:52.900 --> 00:42:57.580\nAnd he says, and the letter of credit has to be,\n\n879\n00:42:57.580 --> 00:42:59.500\nand it's like Tuesday.\n\n880\n00:42:59.500 --> 00:43:01.260\nAnd he said, the letter of credit has to be\n\n881\n00:43:01.260 --> 00:43:04.500\non the PGA Tour's desk in three days.\n\n882\n00:43:04.500 --> 00:43:07.540\nI said, so it's got to be up there this week.\n\n883\n00:43:07.540 --> 00:43:08.860\nAnd he said, yeah.\n\n884\n00:43:08.860 --> 00:43:12.220\nAnd I said, so basically they're being nice to you\n\n885\n00:43:12.220 --> 00:43:15.340\nand they're kicking sand in our face by saying,\n\n886\n00:43:15.340 --> 00:43:16.980\n'cause they know that nobody on earth\n\n887\n00:43:16.980 --> 00:43:18.540\nis going to give them a letter of credit\n\n888\n00:43:18.540 --> 00:43:19.540\nfor that amount of money.\n\n889\n00:43:19.540 --> 00:43:24.460\nIt was a toll sponsorship and for four years\n\n890\n00:43:24.460 --> 00:43:26.060\nin a lump sum letter of credit.\n\n891\n00:43:26.060 --> 00:43:29.100\nAnd I said, so they're kicking sand in our face.\n\n892\n00:43:29.100 --> 00:43:30.420\nAnd he said, correct.\n\n893\n00:43:30.420 --> 00:43:32.140\nAnd I said, okay.\n\n894\n00:43:32.140 --> 00:43:33.220\nAnd I got a little mad.\n\n895\n00:43:33.220 --> 00:43:35.740\nAnd David, I've heard you use term before.\n\n896\n00:43:35.740 --> 00:43:39.220\nI can definitely go from teddy bear to a little bit of grisly.\n\n897\n00:43:39.220 --> 00:43:41.060\nAnd so I said, okay.\n\n898\n00:43:41.060 --> 00:43:44.300\nTell them it'll be on their desk tomorrow morning.\n\n899\n00:43:44.300 --> 00:43:45.440\nAnd so I signed it.\n\n900\n00:43:45.440 --> 00:43:49.980\n- So you signed a $25 million letter of credit\n\n901\n00:43:49.980 --> 00:43:53.100\nand eventually you brought the the Wyndham in\n\n902\n00:43:53.100 --> 00:43:55.220\nas the title, title sponsored.\n\n903\n00:43:55.220 --> 00:43:57.420\nAnd as they say, the rest is history, right?\n\n904\n00:43:57.420 --> 00:43:59.620\n- Well, Steve Holmes, that's another thing\n\n905\n00:43:59.620 --> 00:44:00.580\nthat's a good lesson.\n\n906\n00:44:00.580 --> 00:44:04.820\nYou pick a guy like Mark Brousle who had a dream\n\n907\n00:44:04.820 --> 00:44:06.900\nthat you believed could carry it out\n\n908\n00:44:06.900 --> 00:44:08.540\nand then you pick great partners.\n\n909\n00:44:08.540 --> 00:44:11.620\nAnd Steve Holmes, Steve Holmes did not have to do\n\n910\n00:44:11.620 --> 00:44:13.020\nthe deal that he did.\n\n911\n00:44:13.020 --> 00:44:14.740\nAnd I told him that.\n\n912\n00:44:14.740 --> 00:44:17.420\nI said, look, you know I'm hung out to dry on this.\n\n913\n00:44:17.420 --> 00:44:19.260\nSo there were some other people that came on\n\n914\n00:44:19.260 --> 00:44:22.620\nthat letter of credit after I sent it in.\n\n915\n00:44:22.620 --> 00:44:25.900\nAnd, but anyway, so he said,\n\n916\n00:44:25.900 --> 00:44:28.380\nI said, you know that I'm out there on this\n\n917\n00:44:28.380 --> 00:44:30.780\nand I got nobody else around.\n\n918\n00:44:30.780 --> 00:44:34.780\nAnd so you don't have to put up the whole amount.\n\n919\n00:44:34.780 --> 00:44:37.580\nAnd I'll cut you any kind of deal you want.\n\n920\n00:44:37.580 --> 00:44:41.740\nAnd he said, I believe in being a good partner,\n\n921\n00:44:41.740 --> 00:44:44.540\nif you don't let us step into the whole thing,\n\n922\n00:44:44.540 --> 00:44:45.860\nthen we're not going to do it.\n\n923\n00:44:45.860 --> 00:44:49.140\nAnd he said, I think you'll be a better partner for us\n\n924\n00:44:49.140 --> 00:44:51.020\nif you do it that way.\n\n925\n00:44:51.020 --> 00:44:55.140\nAnd I was like, okay, it's amazing, it's amazing.\n\n926\n00:44:55.140 --> 00:44:57.900\n- And Steve is the chairman and CEO of Wyndham\n\n927\n00:44:57.900 --> 00:45:01.540\nat the time and really cracked that deal with you, you know?\n\n928\n00:45:01.540 --> 00:45:03.340\nAnd while we're on the subject of golf,\n\n929\n00:45:03.340 --> 00:45:07.660\nyou were inducted into Carolina's Hall of Fame of Golf\n\n930\n00:45:07.660 --> 00:45:12.660\nin 2018 alongside the names of Arnold Palmer.\n\n931\n00:45:12.660 --> 00:45:16.620\nWhat's the story behind that honor\n\n932\n00:45:16.620 --> 00:45:18.620\nthat most people don't know?\n\n933\n00:45:18.620 --> 00:45:23.340\n- That I'm the first person that got that kind of award\n\n934\n00:45:23.340 --> 00:45:25.460\nthat can barely play golf.\n\n935\n00:45:25.460 --> 00:45:27.060\n- That is not true.\n\n936\n00:45:27.060 --> 00:45:30.820\nHe's a great golfer, one or two handicap is great.\n\n937\n00:45:30.820 --> 00:45:34.500\nOh yeah, a one and a two put together for a 12.\n\n938\n00:45:34.500 --> 00:45:37.380\nBut I've really got it for being a cheerleader.\n\n939\n00:45:37.380 --> 00:45:40.340\nAnd that was that cheerleader Mark\n\n940\n00:45:40.340 --> 00:45:44.820\nand I tried to help everybody, you know,\n\n941\n00:45:44.820 --> 00:45:45.900\nthat wanted to get involved,\n\n942\n00:45:45.900 --> 00:45:48.700\nmake sure they had a great experience.\n\n943\n00:45:48.700 --> 00:45:50.700\nThat's what I did.\n\n944\n00:45:50.700 --> 00:45:52.380\n- I don't know if you've read it,\n\n945\n00:45:52.380 --> 00:45:55.460\nAdam Grant wrote a book called Give and Take.\n\n946\n00:45:55.460 --> 00:46:00.460\nBut you are the poster child for what he calls a giver.\n\n947\n00:46:01.500 --> 00:46:05.020\nHas there ever been a time where that belief was tested\n\n948\n00:46:05.020 --> 00:46:08.980\nwhere being a giver really caused you something real?\n\n949\n00:46:08.980 --> 00:46:12.140\n- You know, I'd rather not think of it\n\n950\n00:46:12.140 --> 00:46:16.540\nthat I lost something that because even at a loss,\n\n951\n00:46:16.540 --> 00:46:20.260\nyou gain a great experience that you can learn from.\n\n952\n00:46:20.260 --> 00:46:25.260\nAnd that just goes under the category cock out optimist.\n\n953\n00:46:25.260 --> 00:46:28.580\nAnd but that's right.\n\n954\n00:46:28.580 --> 00:46:33.580\nAnd I don't, I just, if somebody takes advantage of me,\n\n955\n00:46:33.580 --> 00:46:37.060\nI go back to that book and that takers,\n\n956\n00:46:37.060 --> 00:46:38.620\nthey can spring out of the gate,\n\n957\n00:46:38.620 --> 00:46:43.100\nbut their givers are going to surpass them all day.\n\n958\n00:46:43.100 --> 00:46:45.860\nGoes back to, you know, Brad Freeman\n\n959\n00:46:45.860 --> 00:46:47.780\nactually made a comment to me one time.\n\n960\n00:46:47.780 --> 00:46:49.980\nHe said, always give the benefit of the doubt\n\n961\n00:46:49.980 --> 00:46:52.180\nbecause while you'll be occasionally deceived,\n\n962\n00:46:52.180 --> 00:46:55.740\nit's so preferable to living a constant suspicion.\n\n963\n00:46:55.740 --> 00:46:58.820\n- So you're a classic trusted positive intentions.\n\n964\n00:46:58.820 --> 00:46:59.660\n- Yes.\n\n965\n00:46:59.660 --> 00:47:02.180\nAnd therefore, if it goes against me,\n\n966\n00:47:02.180 --> 00:47:03.780\nit doesn't mean that I'm going to hang around\n\n967\n00:47:03.780 --> 00:47:05.860\nwith that person ever again.\n\n968\n00:47:05.860 --> 00:47:08.180\nBut it also, at the same time,\n\n969\n00:47:08.180 --> 00:47:11.100\nI realize that there's some learnings to be done.\n\n970\n00:47:11.100 --> 00:47:12.900\nAnd does it change the way I look\n\n971\n00:47:12.900 --> 00:47:14.580\nto somebody on the next deal?\n\n972\n00:47:14.580 --> 00:47:15.660\nNo.\n\n973\n00:47:15.660 --> 00:47:18.620\n- You know, some people just have to be in the limelight body.\n\n974\n00:47:18.620 --> 00:47:22.900\nYou seem to prefer to kind of work behind the scenes.\n\n975\n00:47:23.980 --> 00:47:26.140\nWhy do you stay behind the scenes\n\n976\n00:47:26.140 --> 00:47:30.100\nwhen so many others really work hard\n\n977\n00:47:30.100 --> 00:47:32.900\nto get that strong public platform\n\n978\n00:47:32.900 --> 00:47:35.100\neither through social media and other things\n\n979\n00:47:35.100 --> 00:47:38.820\nso that they can accelerate their mission?\n\n980\n00:47:38.820 --> 00:47:41.140\nYou know, what's your thinking about that?\n\n981\n00:47:41.140 --> 00:47:44.660\n'Cause you are on a relative scale, you're more low-key.\n\n982\n00:47:44.660 --> 00:47:47.220\nYet you're accomplishing huge things.\n\n983\n00:47:47.220 --> 00:47:50.420\n- I'm trying to do hard and huge things.\n\n984\n00:47:50.420 --> 00:47:52.740\nAnd I hope to accomplish them.\n\n985\n00:47:52.740 --> 00:47:56.220\nI don't need a platform as such, like that.\n\n986\n00:47:56.220 --> 00:47:58.100\nAnd, but I do have needs.\n\n987\n00:47:58.100 --> 00:48:00.860\nI have needs to, one of my big needs\n\n988\n00:48:00.860 --> 00:48:02.780\nis to try to solve these things.\n\n989\n00:48:02.780 --> 00:48:05.540\nYou know, I want to make my parents proud.\n\n990\n00:48:05.540 --> 00:48:09.020\nAnd so trying hard stuff and staying with it\n\n991\n00:48:09.020 --> 00:48:10.940\nand making it happen.\n\n992\n00:48:10.940 --> 00:48:13.580\nAnd I want to go out swinging.\n\n993\n00:48:13.580 --> 00:48:16.300\n- Well, I guarantee you're making your parents proud.\n\n994\n00:48:16.300 --> 00:48:17.980\nThere's no question about that.\n\n995\n00:48:17.980 --> 00:48:19.540\nAnd this has been so much fun, Bobby.\n\n996\n00:48:19.540 --> 00:48:20.460\nAnd I want to have some more\n\n997\n00:48:20.460 --> 00:48:21.940\nwith my lightning round of questions.\n\n998\n00:48:21.940 --> 00:48:23.180\nSo are you ready for this?\n\n999\n00:48:23.180 --> 00:48:26.420\n- I don't know, you've done a lot of homework on this stuff.\n\n1000\n00:48:26.420 --> 00:48:29.300\n- What's three words that best describe you?\n\n1001\n00:48:29.300 --> 00:48:31.740\n- Hopeful humble listener.\n\n1002\n00:48:31.740 --> 00:48:33.300\nI mean, that's what I want to be.\n\n1003\n00:48:33.300 --> 00:48:35.420\nI want to be a humble listener.\n\n1004\n00:48:35.420 --> 00:48:37.420\n- If you could be one person for a day\n\n1005\n00:48:37.420 --> 00:48:39.380\nbeside yourself, who would it be?\n\n1006\n00:48:39.380 --> 00:48:41.980\n- I think Andy Jassy's got a pretty cool job.\n\n1007\n00:48:41.980 --> 00:48:45.700\n- He's CEO of Amazon.\n\n1008\n00:48:45.700 --> 00:48:47.140\nWhat's your biggest pet peeve?\n\n1009\n00:48:47.140 --> 00:48:49.580\n- Rudness.\n\n1010\n00:48:49.580 --> 00:48:51.420\n- Who would play you in a movie?\n\n1011\n00:48:51.420 --> 00:48:52.780\n- Probably Daffy Dog.\n\n1012\n00:48:52.780 --> 00:48:54.740\n(both laugh)\n\n1013\n00:48:54.740 --> 00:48:57.940\n- What's the last great movie you watched?\n\n1014\n00:48:57.940 --> 00:49:00.500\nWith a positive ending, of course.\n\n1015\n00:49:00.500 --> 00:49:04.020\n- This has a sort of a tragic ending.\n\n1016\n00:49:04.020 --> 00:49:06.260\nSo I always talked about it being positive,\n\n1017\n00:49:06.260 --> 00:49:08.940\nbut the positive is in the message.\n\n1018\n00:49:08.940 --> 00:49:12.340\nAnd a movie that I watch all the time.\n\n1019\n00:49:12.340 --> 00:49:14.460\nI mean, I've watched it so many times that some believe\n\n1020\n00:49:14.460 --> 00:49:17.220\nwhen it's a long movie is called The Mission.\n\n1021\n00:49:17.220 --> 00:49:19.820\n- Most memorable round of golf and why?\n\n1022\n00:49:19.820 --> 00:49:22.140\n- It's probably out there with you yucking it up\n\n1023\n00:49:22.140 --> 00:49:24.100\nwith some of our buddies.\n\n1024\n00:49:24.100 --> 00:49:26.260\nAnd really because of the action\n\n1025\n00:49:26.260 --> 00:49:29.700\nand because of a super good nature,\n\n1026\n00:49:29.700 --> 00:49:33.180\neverybody playing with each other,\n\n1027\n00:49:33.180 --> 00:49:36.340\nbut it's just fun.\n\n1028\n00:49:36.340 --> 00:49:38.500\n- What's something you've been curious about lately\n\n1029\n00:49:38.500 --> 00:49:40.620\nthat has absolutely nothing to do\n\n1030\n00:49:40.620 --> 00:49:42.260\nwith anything you're working on?\n\n1031\n00:49:42.260 --> 00:49:45.300\n- So our buddy, Rick Mormon,\n\n1032\n00:49:45.300 --> 00:49:49.060\nwe saw him last weekend.\n\n1033\n00:49:49.060 --> 00:49:50.940\nAnd he and I always trade books.\n\n1034\n00:49:50.940 --> 00:49:55.660\nAnd this is a book called Taking Religion Seriously.\n\n1035\n00:49:55.660 --> 00:49:58.060\nAnd so I started listening to it\n\n1036\n00:49:58.060 --> 00:50:01.300\nand not that I shouldn't be thinking about that every day,\n\n1037\n00:50:01.300 --> 00:50:04.180\nbut that was, I'm deep into it now.\n\n1038\n00:50:04.180 --> 00:50:07.500\n- Besides your friends and family,\n\n1039\n00:50:07.500 --> 00:50:09.220\nwhat's your most prized position?\n\n1040\n00:50:09.220 --> 00:50:12.140\n- You know, that says a whole lot about my friends\n\n1041\n00:50:12.140 --> 00:50:13.380\nand family in terms of,\n\n1042\n00:50:13.380 --> 00:50:15.980\nI don't know how you get better than that.\n\n1043\n00:50:15.980 --> 00:50:20.980\nAnd my father gave me a pocket watch\n\n1044\n00:50:20.980 --> 00:50:26.900\nthat he had gotten as a kid from his father\n\n1045\n00:50:26.900 --> 00:50:29.780\nand that I gave Robert,\n\n1046\n00:50:29.780 --> 00:50:31.860\nbut that would be, that's way up there.\n\n1047\n00:50:31.860 --> 00:50:32.940\n- Hey, Robert, it's your son.\n\n1048\n00:50:32.940 --> 00:50:36.700\nAnd if I turned on the radio in your car,\n\n1049\n00:50:36.700 --> 00:50:38.220\nwhat would I hear?\n\n1050\n00:50:38.220 --> 00:50:40.340\n- You would hear classical music.\n\n1051\n00:50:40.340 --> 00:50:43.260\n- What's something about you a few people would know?\n\n1052\n00:50:43.260 --> 00:50:44.740\n- Oh gosh, I'm not gonna.\n\n1053\n00:50:46.460 --> 00:50:49.300\nWhen I have a problem, I said that I write earlier,\n\n1054\n00:50:49.300 --> 00:50:51.660\nbut I actually write poetry.\n\n1055\n00:50:51.660 --> 00:50:55.260\nAnd I do it because I can get it to four lines\n\n1056\n00:50:55.260 --> 00:50:57.980\nand then I've got it and then I tear it up and throw it away.\n\n1057\n00:50:57.980 --> 00:50:59.420\n(laughing)\n\n1058\n00:50:59.420 --> 00:51:00.900\n- What's one of your daily rituals,\n\n1059\n00:51:00.900 --> 00:51:03.020\nsomething that you never miss?\n\n1060\n00:51:03.020 --> 00:51:04.580\n- Exercise.\n\n1061\n00:51:04.580 --> 00:51:07.420\n- And what's something that you do just for you?\n\n1062\n00:51:07.420 --> 00:51:09.340\n- Exercise.\n\n1063\n00:51:09.340 --> 00:51:11.220\n(laughing)\n\n1064\n00:51:11.220 --> 00:51:13.580\n- And that's the end of the lightning round, that's great.\n\n1065\n00:51:13.580 --> 00:51:15.100\nBut you know, one of the things you do, Bobby,\n\n1066\n00:51:15.100 --> 00:51:18.980\nthat I love is you have an exercise program\n\n1067\n00:51:18.980 --> 00:51:23.380\nthat you use, you know, a nap and you have a trainers\n\n1068\n00:51:23.380 --> 00:51:27.420\nand you offer those up all the time to your friends.\n\n1069\n00:51:27.420 --> 00:51:31.340\nYou know, when do you start doing that and why?\n\n1070\n00:51:31.340 --> 00:51:34.220\n- It's I like to be helpful, you know?\n\n1071\n00:51:34.220 --> 00:51:37.380\nIt's just I like to be helpful.\n\n1072\n00:51:37.380 --> 00:51:42.380\nAnd you think about exercise as a great everything.\n\n1073\n00:51:43.980 --> 00:51:46.260\nSo anyway.\n\n1074\n00:51:46.260 --> 00:51:49.500\n- You actually push huge tires\n\n1075\n00:51:49.500 --> 00:51:52.140\nand you know, you do all kinds of crazy stuff.\n\n1076\n00:51:52.140 --> 00:51:56.380\nBut what the hell, you know, are you an Ironman?\n\n1077\n00:51:56.380 --> 00:51:57.460\nHave you done an Ironman?\n\n1078\n00:51:57.460 --> 00:51:58.620\nYou've done anything like that?\n\n1079\n00:51:58.620 --> 00:52:01.300\n- No, John Townsend, I was supposed to run a marathon\n\n1080\n00:52:01.300 --> 00:52:04.420\nand he got hurt and I said, I'm so sorry that you got hurt,\n\n1081\n00:52:04.420 --> 00:52:08.100\nbut I'm so glad 'cause now I don't have to run that thing\n\n1082\n00:52:08.100 --> 00:52:08.940\nwith you.\n\n1083\n00:52:08.940 --> 00:52:10.260\n(laughing)\n\n1084\n00:52:10.260 --> 00:52:13.940\n- You know, I'm fortunate to have a, you know,\n\n1085\n00:52:13.940 --> 00:52:15.540\ngreat friendship, not only with you,\n\n1086\n00:52:15.540 --> 00:52:17.540\nbut with your wife, Catherine.\n\n1087\n00:52:17.540 --> 00:52:21.060\nAnd your marriage literally is something to behold.\n\n1088\n00:52:21.060 --> 00:52:24.300\nThe way you two love each other is just incredible.\n\n1089\n00:52:24.300 --> 00:52:26.620\nWhat's something that you think\n\n1090\n00:52:26.620 --> 00:52:29.500\nthat's really made your partnership thrive?\n\n1091\n00:52:29.500 --> 00:52:34.500\n- I would say communication, yeah.\n\n1092\n00:52:34.500 --> 00:52:36.180\n- What really makes it work?\n\n1093\n00:52:36.180 --> 00:52:37.860\nNot necessarily with you and Catherine,\n\n1094\n00:52:37.860 --> 00:52:39.660\nbut you know, you're a great communicator.\n\n1095\n00:52:39.660 --> 00:52:40.940\nYou can, you know, like you're,\n\n1096\n00:52:40.940 --> 00:52:43.380\nthe way you describe Alzheimer's, you simplify that.\n\n1097\n00:52:43.380 --> 00:52:45.820\nI mean, you know, where did you get this skill\n\n1098\n00:52:45.820 --> 00:52:48.340\nto simplify and to communicate so well?\n\n1099\n00:52:48.340 --> 00:52:51.860\n- I don't know, you know, my dad basically said,\n\n1100\n00:52:51.860 --> 00:52:55.180\nif you are trying to communicate something,\n\n1101\n00:52:55.180 --> 00:52:59.900\nmake sure that it's not for your, for you to hear,\n\n1102\n00:52:59.900 --> 00:53:03.900\nit's how to have the other person understand\n\n1103\n00:53:03.900 --> 00:53:05.140\nwhat you're trying to say.\n\n1104\n00:53:05.140 --> 00:53:07.300\nSo--\n\n1105\n00:53:07.300 --> 00:53:09.980\n- I would have loved of knowing your dad,\n\n1106\n00:53:09.980 --> 00:53:11.620\nhe's a special man, you know.\n\n1107\n00:53:11.620 --> 00:53:13.380\nHe was a great, I'll tell you,\n\n1108\n00:53:13.380 --> 00:53:15.420\nI can tell you a quick story about him.\n\n1109\n00:53:15.420 --> 00:53:16.260\n- Let's hear it.\n\n1110\n00:53:16.260 --> 00:53:20.100\n- Okay, so my uncle,\n\n1111\n00:53:20.100 --> 00:53:24.220\nI was coming home from a basketball tournament at Christmas\n\n1112\n00:53:24.220 --> 00:53:26.300\nand I was in the 10th grade.\n\n1113\n00:53:26.300 --> 00:53:29.100\nMy father picked me up at the Raleigh Durham airport.\n\n1114\n00:53:29.100 --> 00:53:32.220\nHe was so excited because my uncle\n\n1115\n00:53:32.220 --> 00:53:35.460\nhad, was having open heart surgery.\n\n1116\n00:53:35.460 --> 00:53:37.140\nAnd so we were going to do,\n\n1117\n00:53:37.140 --> 00:53:39.060\ncan he say the surgery's going great?\n\n1118\n00:53:39.060 --> 00:53:41.980\nHe's going to be waking up when we get there.\n\n1119\n00:53:41.980 --> 00:53:45.220\nMy father was a lawyer and we got there\n\n1120\n00:53:45.220 --> 00:53:48.060\nand we walked in and there were guys outside\n\n1121\n00:53:48.060 --> 00:53:49.820\nof the waiting room that were walking up\n\n1122\n00:53:49.820 --> 00:53:51.060\nand they had on suits.\n\n1123\n00:53:51.060 --> 00:53:54.700\nMy father said, one of those guys looks like a lawyer.\n\n1124\n00:53:54.700 --> 00:53:58.540\nSo he stopped them and the family's in the waiting room.\n\n1125\n00:53:58.540 --> 00:54:02.060\nMy father said, and I'm with him.\n\n1126\n00:54:02.060 --> 00:54:06.740\nAnd he says, are you guys coming to the waiting room\n\n1127\n00:54:06.740 --> 00:54:09.180\nand does this have anything to do with my brother?\n\n1128\n00:54:09.180 --> 00:54:12.060\nAnd they sort of, you know, well,\n\n1129\n00:54:12.060 --> 00:54:13.780\nand he said, I'm a lawyer.\n\n1130\n00:54:13.780 --> 00:54:15.100\nWe're not litigious.\n\n1131\n00:54:15.100 --> 00:54:17.100\nTell me what's going on.\n\n1132\n00:54:17.100 --> 00:54:22.220\nAnd he's, and they said that the anesthesiologist\n\n1133\n00:54:22.220 --> 00:54:24.700\nhad overdosed my uncle.\n\n1134\n00:54:24.700 --> 00:54:28.780\nThe surgery don't well, but he, he had died.\n\n1135\n00:54:28.780 --> 00:54:33.140\nAnd so my father said, where's the anesthesiologist?\n\n1136\n00:54:33.140 --> 00:54:34.900\nAnd they said he's in his office.\n\n1137\n00:54:34.900 --> 00:54:37.420\nAnd he said, take me to him now.\n\n1138\n00:54:37.420 --> 00:54:39.260\nAnd then I'll come back and tell the family,\n\n1139\n00:54:39.260 --> 00:54:41.860\nsay, walked in his office, I'm with him.\n\n1140\n00:54:41.860 --> 00:54:43.420\nThe guy's morose.\n\n1141\n00:54:43.420 --> 00:54:47.700\nMy dad says, thank you so much for trying.\n\n1142\n00:54:47.700 --> 00:54:51.460\nAnd my brother would also thank you as well.\n\n1143\n00:54:51.460 --> 00:54:54.980\nHe went into this and you, and at least he had hope\n\n1144\n00:54:54.980 --> 00:54:56.860\nas his last thought.\n\n1145\n00:54:56.860 --> 00:54:58.620\nAnd I am so thankful for that.\n\n1146\n00:54:58.620 --> 00:55:00.820\nAnd we all make mistakes when we're trying\n\n1147\n00:55:00.820 --> 00:55:03.700\nto do something that changes the world.\n\n1148\n00:55:03.700 --> 00:55:04.820\nAnd here's my card.\n\n1149\n00:55:04.820 --> 00:55:07.060\nAnd if you ever have a down moment, call me.\n\n1150\n00:55:07.060 --> 00:55:08.180\nAnd that guy did.\n\n1151\n00:55:08.180 --> 00:55:10.340\nAnd my dad stayed in touch with him.\n\n1152\n00:55:10.340 --> 00:55:11.220\nWow.\n\n1153\n00:55:11.220 --> 00:55:13.500\nThat's an awesome story.\n\n1154\n00:55:13.500 --> 00:55:18.860\nAnd your son, Robert, who's a magnificent young man,\n\n1155\n00:55:18.860 --> 00:55:24.140\nhe's working at Piedmont, a company that you co-founded.\n\n1156\n00:55:24.140 --> 00:55:29.020\nFor all the father-son combos that are working together\n\n1157\n00:55:29.020 --> 00:55:31.660\nout there and family businesses, you know,\n\n1158\n00:55:31.660 --> 00:55:35.100\nwhat advice would you give to really make it work?\n\n1159\n00:55:35.100 --> 00:55:36.900\nI've always tried to make Robert,\n\n1160\n00:55:36.900 --> 00:55:40.500\nand we have always tried to make Robert feel safe,\n\n1161\n00:55:40.500 --> 00:55:42.300\nthat he could tell us anything.\n\n1162\n00:55:42.300 --> 00:55:46.380\nAnd we've always tried to tell him how proud of him\n\n1163\n00:55:46.380 --> 00:55:47.900\nthat we are.\n\n1164\n00:55:47.900 --> 00:55:51.420\nAnd so, and we really are.\n\n1165\n00:55:51.420 --> 00:55:56.660\nAnd he and Katie are both extraordinary people.\n\n1166\n00:55:56.660 --> 00:55:58.900\nWe're incredibly proud of him.\n\n1167\n00:55:58.900 --> 00:56:02.220\nYeah. And you've got, you know, you've got your kids\n\n1168\n00:56:02.220 --> 00:56:03.980\nand they have grandkids.\n\n1169\n00:56:03.980 --> 00:56:08.620\nWhat's your view on just leadership at home?\n\n1170\n00:56:08.620 --> 00:56:12.380\nTry to set the example all the time.\n\n1171\n00:56:12.380 --> 00:56:17.900\nAnd then I've had this issue with our oldest grandson,\n\n1172\n00:56:17.900 --> 00:56:19.740\nwho just turned 16 recently.\n\n1173\n00:56:19.740 --> 00:56:22.620\nAnd I'm trying to make sure I communicate to him\n\n1174\n00:56:22.620 --> 00:56:25.540\nin a way that he can hear it.\n\n1175\n00:56:25.540 --> 00:56:30.860\nAnd so, it's kind of sometimes I throw bank shots\n\n1176\n00:56:30.860 --> 00:56:36.300\nto myself so that I can try to get through\n\n1177\n00:56:36.300 --> 00:56:41.060\nand have him, anyway, have him remember.\n\n1178\n00:56:41.060 --> 00:56:44.060\nYeah. And you've accomplished so much, Bobby.\n\n1179\n00:56:44.060 --> 00:56:46.900\nI mean, what's your unfinished business now\n\n1180\n00:56:46.900 --> 00:56:49.180\nas you look to the future?\n\n1181\n00:56:49.180 --> 00:56:51.300\nI want to get these projects done.\n\n1182\n00:56:51.300 --> 00:56:54.740\nI want these things to change the world.\n\n1183\n00:56:54.740 --> 00:56:57.980\nI want them to, I want the people that are working on them\n\n1184\n00:56:57.980 --> 00:57:01.340\nto do extraordinarily well and get the recognition\n\n1185\n00:57:01.340 --> 00:57:04.820\nthat they need, that they need and deserve.\n\n1186\n00:57:04.820 --> 00:57:07.980\nAnd I think that Frank will get to Nobel Prize.\n\n1187\n00:57:07.980 --> 00:57:12.820\nI think that, I think anyway, I'd love to see that through.\n\n1188\n00:57:12.820 --> 00:57:15.100\nAnd know that I'd love to have a hand\n\n1189\n00:57:15.100 --> 00:57:17.420\nin making that happen.\n\n1190\n00:57:17.420 --> 00:57:19.740\nLast question, what's one piece of advice\n\n1191\n00:57:19.740 --> 00:57:23.740\nthat you'd give to anyone who wants to be a better leader?\n\n1192\n00:57:23.740 --> 00:57:26.100\nBe a humble listener.\n\n1193\n00:57:26.100 --> 00:57:30.820\nBe a humble listener to everybody, no matter who it is.\n\n1194\n00:57:30.820 --> 00:57:32.660\nWell, Bobby, you're a great listener\n\n1195\n00:57:32.660 --> 00:57:35.460\nand you're a humble listener that walks the talk.\n\n1196\n00:57:35.460 --> 00:57:38.940\nI mean, and you said such a good example,\n\n1197\n00:57:38.940 --> 00:57:42.020\nthere is not a person that I've ever met in my life\n\n1198\n00:57:42.020 --> 00:57:44.260\nthat doesn't respect you, admire you,\n\n1199\n00:57:44.260 --> 00:57:46.620\nand want to learn from you and be with you.\n\n1200\n00:57:46.620 --> 00:57:47.820\nAnd you're just a great guy.\n\n1201\n00:57:47.820 --> 00:57:50.660\nAnd thank you so much for getting on this podcast.\n\n1202\n00:57:50.660 --> 00:57:53.580\nIt took me a long time to get you on.\n\n1203\n00:57:53.580 --> 00:57:55.140\nWell, I was not worthy.\n\n1204\n00:57:55.140 --> 00:57:57.900\nI was not worthy, but I love hanging out with you.\n\n1205\n00:57:57.900 --> 00:57:59.100\n(laughs)\n\n1206\n00:57:59.100 --> 00:58:00.500\nAll right, thanks for it.\n\n1207\n00:58:00.500 --> 00:58:01.380\nThank you, Bobby.\n\n1208\n00:58:01.380 --> 00:58:02.220\nThank you.\n\n1209\n00:58:02.220 --> 00:58:09.180\nDavid, listening in on this conversation\n\n1210\n00:58:09.180 --> 00:58:10.180\nbetween you and Bobby,\n\n1211\n00:58:10.180 --> 00:58:12.380\njust make you feel so good on the inside.\n\n1212\n00:58:12.380 --> 00:58:16.220\nHe just seems like such a likable person.\n\n1213\n00:58:16.220 --> 00:58:20.300\nAnd one who just really genuinely wants to do great things\n\n1214\n00:58:20.300 --> 00:58:21.500\nin the world.\n\n1215\n00:58:21.500 --> 00:58:24.180\nOh, I think Bobby Long is one of the best people\n\n1216\n00:58:24.180 --> 00:58:25.820\nI've ever known, lifting people up\n\n1217\n00:58:25.820 --> 00:58:27.420\nand making them feel good about themselves.\n\n1218\n00:58:27.420 --> 00:58:29.420\nSo it doesn't surprise me that you'd say that.\n\n1219\n00:58:29.420 --> 00:58:30.940\nIt's also apparent that, you know,\n\n1220\n00:58:30.940 --> 00:58:32.180\nwe have a lot of folks in the show\n\n1221\n00:58:32.180 --> 00:58:33.980\nwho talk about the importance of humility,\n\n1222\n00:58:33.980 --> 00:58:38.380\nbut Bobby just seems like one of the most humble guys\n\n1223\n00:58:38.380 --> 00:58:40.620\nthat I've ever heard you interview.\n\n1224\n00:58:40.620 --> 00:58:42.820\nAnd he talks about the importance of listening to others\n\n1225\n00:58:42.820 --> 00:58:46.580\nand talking so that you don't hear your own voice,\n\n1226\n00:58:46.580 --> 00:58:48.420\nbut that you communicate to people in a way\n\n1227\n00:58:48.420 --> 00:58:50.180\nthat will really land with them.\n\n1228\n00:58:50.180 --> 00:58:52.540\nAnd I just love that sentiment.\n\n1229\n00:58:52.540 --> 00:58:54.380\nAnd I'm excited, David, to get your take\n\n1230\n00:58:54.380 --> 00:58:57.020\non some of these key topics that you discussed with Bobby.\n\n1231\n00:58:57.020 --> 00:58:59.740\nAnd some of the stuff that really makes him unique\n\n1232\n00:58:59.740 --> 00:59:01.540\nin his leadership style.\n\n1233\n00:59:01.540 --> 00:59:03.540\nWell, I think one of the reasons why he's such\n\n1234\n00:59:03.540 --> 00:59:07.300\na great communicator, Kula, is because a big part\n\n1235\n00:59:07.300 --> 00:59:10.860\nof his communication is just listening.\n\n1236\n00:59:10.860 --> 00:59:12.220\nI mean, when you're with Bobby Long,\n\n1237\n00:59:12.220 --> 00:59:14.500\nyou know he's hearing what you have to say.\n\n1238\n00:59:14.500 --> 00:59:17.140\nHe's not thinking about what he's gonna say.\n\n1239\n00:59:17.140 --> 00:59:19.740\nHe's hearing what you have to say.\n\n1240\n00:59:19.740 --> 00:59:22.500\nAnd that makes you feel valued.\n\n1241\n00:59:22.500 --> 00:59:24.020\nThat makes you feel respected.\n\n1242\n00:59:24.020 --> 00:59:28.540\nAnd I think that's why people wanna be around Bobby Long.\n\n1243\n00:59:28.540 --> 00:59:29.660\n- Well, it's apparent, David,\n\n1244\n00:59:29.660 --> 00:59:34.660\nthat he has an incredibly high level of optimism in people.\n\n1245\n00:59:34.660 --> 00:59:37.420\nAnd it's apparent throughout the entire conversation.\n\n1246\n00:59:37.420 --> 00:59:38.900\nHe assumes the best.\n\n1247\n00:59:38.900 --> 00:59:40.620\nYou know, he does deals on a handshake.\n\n1248\n00:59:40.620 --> 00:59:42.700\nHe says if the person that he's doing the deal with\n\n1249\n00:59:42.700 --> 00:59:44.780\nisn't willing to do the handshake deal,\n\n1250\n00:59:44.780 --> 00:59:47.060\nhe isn't willing to work with them.\n\n1251\n00:59:47.060 --> 00:59:49.180\nAnd, you know, that's all nice and good,\n\n1252\n00:59:49.180 --> 00:59:51.700\nbut, you know, we all live in the real world.\n\n1253\n00:59:51.700 --> 00:59:53.300\nAnd so I'm curious, David,\n\n1254\n00:59:53.300 --> 00:59:55.900\nis that notion of optimism in people\n\n1255\n00:59:55.900 --> 00:59:59.740\nand doing handshake deals one that can actually work\n\n1256\n00:59:59.740 --> 01:00:02.860\nor can it be naive in some situations?\n\n1257\n01:00:02.860 --> 01:00:04.900\n- I think that that is the real world.\n\n1258\n01:00:04.900 --> 01:00:08.300\nThe real world is if you can't shake somebody's hand\n\n1259\n01:00:08.300 --> 01:00:09.940\nand believe that they're gonna deliver\n\n1260\n01:00:09.940 --> 01:00:11.980\non the commitment that they offer you,\n\n1261\n01:00:11.980 --> 01:00:14.340\nthen you shouldn't do business with them.\n\n1262\n01:00:14.340 --> 01:00:17.980\nAnd I think that's a principle that he basically lives by.\n\n1263\n01:00:17.980 --> 01:00:21.580\nAnd, you know, obviously, you know,\n\n1264\n01:00:21.580 --> 01:00:22.820\nyou'll shake somebody's hand,\n\n1265\n01:00:22.820 --> 01:00:24.340\nyou'll get the handshake deal,\n\n1266\n01:00:24.340 --> 01:00:25.980\nbut you gotta button it up legally\n\n1267\n01:00:25.980 --> 01:00:27.140\nand all that kind of good stuff.\n\n1268\n01:00:27.140 --> 01:00:30.860\nBut that's all over but the shouting match\n\n1269\n01:00:30.860 --> 01:00:32.220\nor whatever that phrase is.\n\n1270\n01:00:32.220 --> 01:00:35.140\nBut that's just a matter of time.\n\n1271\n01:00:35.140 --> 01:00:36.900\nBut, you know, the fact of the matter is,\n\n1272\n01:00:36.900 --> 01:00:39.380\nis if you don't believe in a person enough\n\n1273\n01:00:39.380 --> 01:00:42.220\nto shake their hands and know that they're gonna deliver,\n\n1274\n01:00:42.220 --> 01:00:44.220\nI mean, I don't wanna do business with that person.\n\n1275\n01:00:44.220 --> 01:00:45.620\nI think that's the real world.\n\n1276\n01:00:45.620 --> 01:00:47.740\nAnd I think it takes great instincts\n\n1277\n01:00:47.740 --> 01:00:49.860\nin being a great human being yourself,\n\n1278\n01:00:49.860 --> 01:00:52.500\nlike Bobby Long is to be able to understand\n\n1279\n01:00:52.500 --> 01:00:55.260\nwhether that person is like-minded,\n\n1280\n01:00:55.260 --> 01:00:58.340\nhas the same values, wants the same things.\n\n1281\n01:00:58.340 --> 01:01:02.780\nAnd when those things happen, you know, you can make a deal.\n\n1282\n01:01:02.780 --> 01:01:05.740\n- I've heard you say, David, that 99.9% of people\n\n1283\n01:01:05.740 --> 01:01:08.300\ncome to work wanting to do good.\n\n1284\n01:01:08.300 --> 01:01:12.540\nExplain how that concept translates into this situation.\n\n1285\n01:01:12.540 --> 01:01:13.900\n- Well, I think what Bobby does\n\n1286\n01:01:13.900 --> 01:01:15.540\nis he trusts some positive intentions.\n\n1287\n01:01:15.540 --> 01:01:17.060\nHe rounds up on people.\n\n1288\n01:01:17.060 --> 01:01:19.460\nHe doesn't think that people are gonna screw him over.\n\n1289\n01:01:19.460 --> 01:01:22.100\nYou know, he thinks that people are basically gonna do good,\n\n1290\n01:01:22.100 --> 01:01:23.140\nwanna do good.\n\n1291\n01:01:23.140 --> 01:01:25.940\nAnd until they demonstrate otherwise,\n\n1292\n01:01:25.940 --> 01:01:27.700\nhe's gonna be behind him.\n\n1293\n01:01:27.700 --> 01:01:32.180\nAnd, you know, I think that's the best approach\n\n1294\n01:01:32.180 --> 01:01:34.060\nthat any leader can take.\n\n1295\n01:01:34.060 --> 01:01:38.900\nYou know, so many times people develop systems\n\n1296\n01:01:38.900 --> 01:01:42.940\nor run their company around the 1% of the people\n\n1297\n01:01:42.940 --> 01:01:45.700\nwho wanna take advantage of it.\n\n1298\n01:01:45.700 --> 01:01:49.260\nVersus the 99% of the people who wanna do well.\n\n1299\n01:01:49.260 --> 01:01:51.660\nAnd wanna just do the best thing for the company.\n\n1300\n01:01:51.660 --> 01:01:55.020\nAnd I think people wake up wanting to do the right thing.\n\n1301\n01:01:55.020 --> 01:01:57.180\nThey don't wake up wanting to do the wrong thing.\n\n1302\n01:01:57.180 --> 01:01:58.660\nSometimes we do the wrong thing.\n\n1303\n01:01:58.660 --> 01:02:02.740\nWe don't, that doesn't necessarily mean we want to, okay?\n\n1304\n01:02:02.740 --> 01:02:05.420\nAnd I think if you run your company\n\n1305\n01:02:05.420 --> 01:02:09.500\nand you let people know that you believe in them,\n\n1306\n01:02:09.500 --> 01:02:11.820\nyou know, they're gonna believe in you.\n\n1307\n01:02:11.820 --> 01:02:16.660\nAnd, you know, I think that's just something that, you know,\n\n1308\n01:02:16.660 --> 01:02:19.340\nBobby has in his bones and it works.\n\n1309\n01:02:19.340 --> 01:02:20.940\nAnd it works for everybody.\n\n1310\n01:02:20.940 --> 01:02:22.780\n- David, Bobby also is really intentional\n\n1311\n01:02:22.780 --> 01:02:24.300\nwith how he spends his time.\n\n1312\n01:02:24.300 --> 01:02:27.340\nHe spends his time on things that will impact others\n\n1313\n01:02:27.340 --> 01:02:31.380\nand have a real lasting effect on the world around him.\n\n1314\n01:02:31.380 --> 01:02:35.180\nTalk a little bit about that part of his leadership style.\n\n1315\n01:02:35.180 --> 01:02:37.020\n- Yeah, I'll never forget one of the first times\n\n1316\n01:02:37.020 --> 01:02:38.620\nI've ever met Bobby.\n\n1317\n01:02:38.620 --> 01:02:42.660\nWe talked about, you know, how you can give back.\n\n1318\n01:02:42.660 --> 01:02:46.180\nAnd, you know, a lot of people give back through nonprofits.\n\n1319\n01:02:46.180 --> 01:02:47.980\nAnd, you know, that's a good thing.\n\n1320\n01:02:47.980 --> 01:02:51.460\nBobby does, I do, a lot of people do that.\n\n1321\n01:02:51.460 --> 01:02:56.180\nAnd, you know, nonprofits need your support and your help.\n\n1322\n01:02:56.180 --> 01:02:58.460\nBut the thing that really impressed me about Bobby\n\n1323\n01:02:58.460 --> 01:03:03.460\nis that he wanted to give back by investing his money\n\n1324\n01:03:03.460 --> 01:03:06.300\nin things that could change the world\n\n1325\n01:03:06.300 --> 01:03:08.260\nand make a real difference.\n\n1326\n01:03:08.260 --> 01:03:12.380\nAnd, you know, for example, both of his parents,\n\n1327\n01:03:12.380 --> 01:03:14.940\nas we talked about in this conversation,\n\n1328\n01:03:14.940 --> 01:03:15.980\ndied of Alzheimer's.\n\n1329\n01:03:15.980 --> 01:03:18.860\nSo he is really working hard on developing a cure.\n\n1330\n01:03:18.860 --> 01:03:21.140\nAnd he thinks he's got the right company to do it,\n\n1331\n01:03:21.140 --> 01:03:22.540\nthe right people to do it.\n\n1332\n01:03:22.540 --> 01:03:24.140\nYou know, make a difference that way.\n\n1333\n01:03:24.140 --> 01:03:28.340\nAnd I think that there's a real great principle\n\n1334\n01:03:28.340 --> 01:03:29.580\nthat should guide your life.\n\n1335\n01:03:29.580 --> 01:03:33.300\nYou know, spend your time and spend your money\n\n1336\n01:03:33.300 --> 01:03:36.900\non the things that you're passionate about\n\n1337\n01:03:36.900 --> 01:03:38.540\nand will impact others.\n\n1338\n01:03:38.540 --> 01:03:42.020\nAnd that's what Bobby is doing with Alzheimer's.\n\n1339\n01:03:42.020 --> 01:03:46.420\nAnd I think, you know, if you're gonna spend your time,\n\n1340\n01:03:46.420 --> 01:03:47.620\ndo it on something you're passionate about,\n\n1341\n01:03:47.620 --> 01:03:48.460\nyou care about.\n\n1342\n01:03:48.460 --> 01:03:49.300\nIf you're gonna invest money,\n\n1343\n01:03:49.300 --> 01:03:51.220\ndo it on something you're passionate about and you care about.\n\n1344\n01:03:51.220 --> 01:03:54.420\nAnd I think there's a lot of happiness that comes to that.\n\n1345\n01:03:54.420 --> 01:03:56.780\nAnd, you know, I've said this before, you know,\n\n1346\n01:03:56.780 --> 01:04:00.380\npeople who impact others in the positive way\n\n1347\n01:04:00.380 --> 01:04:02.740\nare the most happy, they're the happiest people in the world.\n\n1348\n01:04:02.740 --> 01:04:04.420\nAll the research says that, you know,\n\n1349\n01:04:04.420 --> 01:04:08.780\nother people, other directed people are just plain happy.\n\n1350\n01:04:08.780 --> 01:04:11.100\nAnd Bobby, as long as a happy guy,\n\n1351\n01:04:11.100 --> 01:04:12.700\none of the happiest guys I know.\n\n1352\n01:04:12.700 --> 01:04:14.740\n- Jimmy, that's a great segue into the next topic\n\n1353\n01:04:14.740 --> 01:04:16.700\nthat I'd love to just get your take on.\n\n1354\n01:04:16.700 --> 01:04:18.580\nAnd it's this idea of relationship building.\n\n1355\n01:04:18.580 --> 01:04:20.500\nYou say it many times in the conversation\n\n1356\n01:04:20.500 --> 01:04:25.500\nthat Bobby is just so gifted at building authentic relationships.\n\n1357\n01:04:25.500 --> 01:04:27.580\nWhy are you so struck by that in him?\n\n1358\n01:04:27.580 --> 01:04:30.460\nAnd how can other leaders do the same thing\n\n1359\n01:04:30.460 --> 01:04:32.100\nand building authentic relationships\n\n1360\n01:04:32.100 --> 01:04:33.860\nwith business leaders around them?\n\n1361\n01:04:33.860 --> 01:04:36.260\n- You know, what I say Bobby do in every circumstance\n\n1362\n01:04:36.260 --> 01:04:38.420\nis that there's somebody he doesn't know,\n\n1363\n01:04:38.420 --> 01:04:40.900\nhe goes up and introduces himself.\n\n1364\n01:04:40.900 --> 01:04:43.660\nYou know, here's a guy who has every accomplishment\n\n1365\n01:04:43.660 --> 01:04:47.020\nin the world and people could be coming up to him.\n\n1366\n01:04:47.020 --> 01:04:49.940\nNo, he's the first to extend his hand.\n\n1367\n01:04:49.940 --> 01:04:53.100\nHe's the first to be there to say hello.\n\n1368\n01:04:53.100 --> 01:04:56.420\nAnd as a result, he opens up a lot of doors.\n\n1369\n01:04:56.420 --> 01:04:58.140\nHe meets a lot of people.\n\n1370\n01:04:58.140 --> 01:05:01.540\nAnd he takes an active interest in what they had to say.\n\n1371\n01:05:01.540 --> 01:05:03.900\nI remember once he was telling me that he and his wife,\n\n1372\n01:05:03.900 --> 01:05:05.940\nKatherine, they were just sitting at a bar\n\n1373\n01:05:05.940 --> 01:05:08.540\nand at the end of the bar were two other people talking.\n\n1374\n01:05:08.540 --> 01:05:10.900\nAnd they were at this conference.\n\n1375\n01:05:10.900 --> 01:05:12.660\nHe said, well, let's go over and say hello to him.\n\n1376\n01:05:12.660 --> 01:05:14.180\nHe goes over and says hello to him.\n\n1377\n01:05:14.180 --> 01:05:19.180\nAnd he meets Andy, Jesse, the chairman and CEO\n\n1378\n01:05:19.180 --> 01:05:25.860\nof Amazon and his wife, Alana, and they've become good friends.\n\n1379\n01:05:25.860 --> 01:05:28.180\nAnd they've done some business deals together\n\n1380\n01:05:28.180 --> 01:05:30.500\nthat just came as a natural outgrowth.\n\n1381\n01:05:30.500 --> 01:05:33.100\nIt wasn't like any intention that Bobby had.\n\n1382\n01:05:33.100 --> 01:05:37.300\nHe didn't even know Andy, Jesse was the head of Amazon.\n\n1383\n01:05:37.300 --> 01:05:39.020\nBut he knew he was a person.\n\n1384\n01:05:39.020 --> 01:05:42.740\nAnd he knew he was a person with his partner there.\n\n1385\n01:05:42.740 --> 01:05:45.180\nAnd he knew that, hey, there are two people\n\n1386\n01:05:45.180 --> 01:05:46.540\nwho could go say hello to him\n\n1387\n01:05:46.540 --> 01:05:48.060\nand his wife, Katherine, is the same way.\n\n1388\n01:05:48.060 --> 01:05:49.980\nSo they're like, they're perfect for each other.\n\n1389\n01:05:49.980 --> 01:05:51.140\nShe's never met anybody.\n\n1390\n01:05:51.140 --> 01:05:53.380\nShe didn't like her or didn't want to meet.\n\n1391\n01:05:53.380 --> 01:05:56.380\nBut I think, you know, if you pursue relationships,\n\n1392\n01:05:56.380 --> 01:05:59.980\nif you're the first to do it,\n\n1393\n01:05:59.980 --> 01:06:03.500\nthe first to reach out and say hello,\n\n1394\n01:06:03.500 --> 01:06:06.260\nit always comes back to you in spades.\n\n1395\n01:06:06.260 --> 01:06:08.660\n- David, sometimes this term networking\n\n1396\n01:06:08.660 --> 01:06:10.100\nhas a negative connotation\n\n1397\n01:06:10.100 --> 01:06:12.500\nbecause people might be, you know,\n\n1398\n01:06:12.500 --> 01:06:13.620\nhave ulterior motives\n\n1399\n01:06:13.620 --> 01:06:16.100\nwhen they're going after developing a relationship.\n\n1400\n01:06:16.100 --> 01:06:20.820\nWhat would you say to someone who is anti-networking, let's say?\n\n1401\n01:06:20.820 --> 01:06:24.140\n- I would say, I would go back to the beginning.\n\n1402\n01:06:24.140 --> 01:06:26.220\nI would say trust and positive intentions\n\n1403\n01:06:26.220 --> 01:06:29.420\nthat round out on the people that are networking.\n\n1404\n01:06:29.420 --> 01:06:31.580\nThe people I see network\n\n1405\n01:06:31.580 --> 01:06:33.700\nare the people that want to learn the most.\n\n1406\n01:06:33.700 --> 01:06:36.180\nThe reason why they're broadening their reach\n\n1407\n01:06:36.180 --> 01:06:37.820\nin terms of the people that they know\n\n1408\n01:06:37.820 --> 01:06:40.460\nand the people that they can learn from\n\n1409\n01:06:40.460 --> 01:06:44.060\nis because they themselves are avid learners\n\n1410\n01:06:44.060 --> 01:06:45.860\nand they themselves are active learners\n\n1411\n01:06:45.860 --> 01:06:47.380\nare going to put that learning to use.\n\n1412\n01:06:47.380 --> 01:06:49.700\nAnd they just love learning.\n\n1413\n01:06:49.700 --> 01:06:54.140\nAnd I know a lot of people that are very successful\n\n1414\n01:06:54.140 --> 01:06:55.940\nthat are great networkers.\n\n1415\n01:06:55.940 --> 01:07:00.220\nSo I view it as a compliment, not as a negative.\n\n1416\n01:07:00.220 --> 01:07:02.420\n- David, as we wrap up this episode,\n\n1417\n01:07:02.420 --> 01:07:05.220\nwhat are the main things that you want our listeners\n\n1418\n01:07:05.220 --> 01:07:07.700\nto be thinking about as we close this out?\n\n1419\n01:07:07.700 --> 01:07:10.540\n- Trust and positive tensions, round up on people\n\n1420\n01:07:10.540 --> 01:07:15.540\nand be an optimist as far as being people related to this concern.\n\n1421\n01:07:15.540 --> 01:07:21.260\nSecond thing is, man, you only have so much time on this earth.\n\n1422\n01:07:21.260 --> 01:07:24.860\nSo invest your time and your money\n\n1423\n01:07:24.860 --> 01:07:27.700\nin the things that you're passionate about\n\n1424\n01:07:27.700 --> 01:07:29.780\nand will help others.\n\n1425\n01:07:29.780 --> 01:07:34.300\nAnd last but not least, be the first to build a relationship.\n\n1426\n01:07:34.300 --> 01:07:36.540\nBe the first to shake someone's hands\n\n1427\n01:07:36.540 --> 01:07:40.060\nand be the first to make someone feel glad\n\n1428\n01:07:40.060 --> 01:07:42.380\nthat they had the opportunity to meet you.\n\n1429\n01:07:42.380 --> 01:07:43.220\nAnd I'll tell you what,\n\n1430\n01:07:43.220 --> 01:07:45.780\nit will come back to you every single time.\n\n1431\n01:07:45.780 --> 01:07:46.940\n- Well, David, thank you so much.\n\n1432\n01:07:46.940 --> 01:07:49.660\nAnd thank you to Bobby Long for an excellent episode\n\n1433\n01:07:49.660 --> 01:07:50.940\nof How Leaders Lead.\n\n1434\n01:07:50.940 --> 01:07:53.300\nAnd of course, thank you to our listeners.\n\n1435\n01:07:53.300 --> 01:07:55.780\nTune in next Thursday and we will see you soon.\n","is_pinned",false,"pinned_at","is_featured","featured_at","mix_url","https://chtbl.com/track/DCB44F/traffic.megaphone.fm/DVL4603349764.mp3","dx_media_id",3750,"video_media_id","thumbnail_image_media_id","published_date","2026-06-04","itunes_episode_id",294,"youtube_id","uIVcJlYFrC8","2026-08-19T21:41:20.000000Z","Listen to this leadership podcast with Bobby Long, Partner and Co-Founder of Piedmont Capital Partners, and discover how to see the best in people – and why it 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