EPISODE 256: Peak Performance Week Co-Creator David Morelli Details Steps Sales Leaders Must Take to Focus on Production Right Now

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[EDITOR’S NOTE: This is a replay of the OPTIMAL SALES MINDSET Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on June 18, 2020. It featured Executive Coach & Leadership Program Designer/Trainer David Morelli.]

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EPISODE 256: Peak Performance Week Co-Creator David Morelli Details Steps Sales Leaders Must Take to Focus on Production Right Now

DAVID’S TIP TO EMERGING SALES LEADERS: “We’re all feeling a sense of loss right now, including some of the highest performers. The best way to overcome it is to focus on what you can do for other people, not what you can do for yourself. As soon as you’re self-centered you’re untethered, but as soon as you become, “How can I help other people?” you tend to get a sense of purpose, similar to a vision. Start acting on that and you’ll end up in a lot better spot.”

Fred Diamond: Today we’re talking about mindset, it’s our Optimal Sales Mindset, our guest is David Morelli, he’s with the Peak Performance Week and is the CEO of OwlHub. David, most people are cool most of the time but sometimes not, we have some people who are killing it, the good thing is nobody is below the curve. David, it’s so great to see you, I didn’t mention the Enwaken podcast with over 1.2 million subscribers, that’s how I first became aware of you, I’m a devout listener of that. It’s a great podcast, congratulations on your success and I’m thrilled to be talking to you. I’m not sure if I mentioned it but you also turned me on to Gay Hendricks, my second favorite book of all time, The Big Leap so thank you for introducing me to Gay. First off, you’re in Colorado, I’m based out of Northern Virginia, I got people coming in from all over the planet. How are you doing?

David Morelli: Doing well. My wife and I haven’t seen the light of day in months – no, just kidding [laughs]. It’s been relatively intense with everything that’s going on but we’ve decided to channel our energy towards making the world a bit better with some of the many adventures that we have coming up.

Fred Diamond: We’ll get to those, I’m very excited, you’re an expert in a lot of the transformational technologies. You’ve had a broad career as a professor, you’ve taught, you’ve also consulted, you’ve helped CEOs and organizations, you’ve worked with rock stars to help them get focused and that’s what the Optimal Sales Mindset webcast is all about. The Institute for Excellence in Sales does live programs around the world, we were going to do one program on mindset in October, now we’re doing a webcast every single week. I know you have a lot of great things to share. David, the topic is clearing up your thinking especially with everything going on. When you and I first started talking about you coming on the Optimal Sales Mindset webcast all we had to deal with was the pandemic, ladies and gentlemen.

David Morelli: Right [laughs].

Fred Diamond: And the economic fallout. It’s the middle of June, June  18th right now, there’s been a lot of social action happening over the last couple of weeks, a lot of additional things that sales leaders and their teams have had to focus on that has just caused uncertainty and disruption. First, tell us how you got interested in this topic, give us your background a little bit and then we’ll get details on some strategies that our podcast listeners can take to get focused.

David Morelli: Prior to it being crisis time and wakefulness time, I was at the University of Vermont and I decided that my big passion was volleyball, Vermont not necessarily the primary spot to go if you’re really interested in beach volleyball in particular which was my passion. I had started playing and gotten really interested and decided that I wanted to try my hand at being a professional, so I started training 4 hours a day while in engineering school for volleyball and along the way I had somebody come by and say, “If you’re really interested in being at a high level, you have to work on your mindset.” I didn’t understand what he was talking about so he said, “Here’s one thing. When you and your partner are next to each other and somebody makes a mistake, does that carry over into the next play?” I was like, “For sure.” “Well, that is a mindset moment, that’s a moment where you need to be more in charge of your own mind than having whatever event happen.

You can support one another and you can support yourself based on how you talk.” That was a turning point moment in my life and I started incorporating some of that stuff and my volleyball partner and I ended up moving to California and played two Olympians at the peak of my career together. We took that advice about mindset and it made a huge difference. Then I was working for a startup internet company, I was in sales and the CEO said, “You’re really good at this mindset stuff, why don’t you run personal professional development for the whole organization?” and I was the ripe old age of 20 years old. The reason that he said, “I want you to do this” was because he said mindset is most of the game and he said, “If you can succeed in one area, you can follow a similar formula to succeed in other areas.” That’s when I got really passionate about peak performance, about mindset and then you add crisis on top of that and all kinds of interesting things happen to the brain. I know we’re going to dive into that.

Fred Diamond: We had a guest on the Optimal Sales Mindset webcast, his name is Alan Stein Jr. and he was a high performance basketball coach and he worked with people like Kobe Bryant and Kevin Durant and Victor Oladipo and now he’s coaching business leaders but he keeps talking about the concept of next play and moving on. So, how do you move onto the next play today? We have sales leaders from around the globe who are members of the Institute who are coming on the site and asking us for things. Every day there’s something new, there’s thousands of people dying over time and then there’s bad news and then there’s something. How do you move onto the next play in today’s environment?

David Morelli: Today’s environment is really interesting because what happens with the brain is that whenever you’re in fear, uncertainty, doubt or overwhelm of some kind you lose 10 to 15 IQ points. Just to put that into perspective, right now if you had smoked a lot of marihuana and that was in your system you’d only lose 5 points, so you’re two to three times as worse off – and this is not an advertisement obviously for marihuana use [laughs] – you actually have to really pay attention to your brain and what’s happening in the midst of your uncertainty, doubt and overwhelm in particular. Part of it is actually learning how to focus in your attention versus necessarily saying, “That stuff doesn’t exist” or, “Let’s pretend it’s not there” or what have you. I know we’re going to dive into a couple techniques to do that, but that’s the big a-ha as I was looking at the neuroscience research, how much we are vulnerable to disruption, emotion and overwhelm.

Fred Diamond: Let’s talk about that. A lot of people go to your podcast and you’ve serviced so many people over your career. Today specifically, what are you noticing about people and their mindsets? Where do you think people are and what have you noticed?

David Morelli: I’ve found that people are distracted more than ever, they’re irritable, they’re forgetful, they have trouble focusing and those are the symptoms, people don’t really say, “I think I might have lost 10 to 15 IQ points today.” People don’t have that experience, they have, “I can’t think straight and I don’t know what to do next.” “I just feel so overwhelmed I’m just stuck so I turn on Netflix or I binge watch or I binge eat.” Those are the two binges that tend to happen today so people have a hard time focusing and making real progress on things that matter. I’m noticing that, I do a lot of executive coaching and work with teams, etcetera and that’s one of the big things that comes up. “What do I do? I know I should be better, I know I should have more energy, I know I should have all this stuff, what do I do?”

Fred Diamond: We have two types of people, we have sales leaders and we have sales professionals who typically come to the institute and watch our webcasts. What are you telling leaders today? It’s funny, every Wednesday we do a webcast where we interview sales leaders and one of our guests a couple weeks ago said, “There’s no MBA classes on managing your team through a pandemic.” Interestingly when we first started doing the webcast people would say, “I made it through 9/11, I made it through the banking crisis of 2007-2008, we’ll make it through this.” This didn’t shift in a month, this kept on going so what do you see and what do you coach leaders who’s people are like, ‘What should we do, boss?”?

David Morelli: That’s a really good point. There’s a sales leader I was recently talking to about how to structure the team and what the team is focusing on. What they’re focusing on really matters so here’s an interesting thing, the brain can only hold three priorities in any given time and because we have a limited capacity, more than that, there’s a research study that actually shows if you give somebody one priority they tend to get one thing done, one goal accomplished. If you give them two, they tend to get one to two. If you give them three, they tend to get two to three. If you get them four, they tend to get one to two and then so on, then they don’t get anything done on the flip side. The brain really has the capacity for three things at any given time but here’s the thing, the slots are being hogged by the things that are going on so you have at least one priority where your brain is processing, “What do I do in this pandemic and how do I adjust?” At least one of the slots if you’re aware of what’s going on socially, everything on Black Lives Matter and all this stuff that’s going on which is an overdue movement and it’s too bad that it has a tragedy to spark it, but luckily we’re waking up. That’s a second priority, so what I was guiding the sales leaders to do was to really come up with, “What’s the one big thing?” Because the other two slots are hogged, what’s the one big thing that you need to move forward right now?

Most of the time people think, “Is it a to-do list item?” and usually it’s what I call high impact activities. High impact activity is where you put in a little bit of effort and you get a lot of result out of it, versus a low impact activity is a lot of effort for a little result. There are themes of what people can focus on in order to get the most momentum. For sales professionals, if I’m on the phone talking to a client that is probably the highest impact thing you could do. In an ideal world it’s prospecting, it’s talking to a client, it’s closing a deal but relatively speaking you can sort of merge some of those into one big thing, get on the phone or get on a Zoom call or whatever, but there’s a focal point.

These teams facing a pandemic, often what happens is there’s overwhelm so what do I focus on? Sometimes there’s not new buyers that are happening right now so you might have to go to repurposing that sales team to saying either close the tail end of the pipeline, people you have close to a deal and or call out all your customers that you have sold because revenue retention might be more important than new sales right now. Helping sales leaders focus.

Fred Diamond: The Friday programs that we’ve done, a lot of the focus has been going to your existing customers. It’s very difficult to be speaking to new customers right now because they have challenges with their customers and their customer’s challenges. We have a question, David, that came in and you and I were talking about this prior to the show. “2020 was going to be my best year ever and it was only three months ago.” Let’s talk about that for a second. We’re aspirational, we run the Institute for Excellence in Sales, we help people achieve their goals, you’re an inspirational and aspirational coach and leader as well. It was only three months ago that everybody was having their best year ever, we’ve seen all the memes of 2020, how it came in and how it ended. We have great companies that are members and we have a lot of small companies that were emerging, were going to kill it this year. We had 180 people at the last live program we did on March 6th, it’s only been three months so what does that mean from the mindset perspective? Help us understand why we might still be thinking about it in that perspective but here’s the reality of the pandemic and Black Lives Matter and other things that we’re dealing with.

David Morelli: There’s something in psychology – I have a big research passion so I’m taking a doctorate program in all of this stuff – one of the things that we tend to do is called counter-factual thinking and also something called mental account, I’ll dissect each one. Counter-factual thinking, imagine we had up on the screen three winners on the Olympic podium, the gold medal, the silver medal and the bronze metal. The question is who do you think is the least happy?

Fred Diamond: Silver.

David Morelli: Yes, and the reason for that is based on what you compare in your mind, who you compare yourself to. If you’re the gold medalist, obviously that makes sense, “I won above everybody” but you think about between silver and bronze, why is it that the bronze medalist is happier? It’s based on what you’re comparing to so, “I’m up here because I beat the field and I’m on the podium” versus, “I’m the first loser, I’m the one who didn’t get it, if I could have been just a little faster, a little better I would have been standing here.” That mindset of comparison ends up creating unhappiness.

I have a CEO client who through his efforts and his creations has several hundred million dollars but based on who he’s comparing himself to, he calls himself a piker. “I can’t believe I’m so terrible.” It’s a mindset thing, it’s who you’re comparing yourself to. Often, that can help you recover or get a dopamine hit, a good feeling based on who you compare yourself to. We tend to feel bad based on how well we were doing at the beginning of the year, we’re comparing ourselves even to an earlier version of ourselves. The mental accounting part is, “I already figured out how I’m going to upgrade my house or my car or go on a vacation.” You’re planning and it happens in the stock market as well. The more that you do that, the more that you think about where you could have been, the unhappier you are by comparison and it ends up killing momentum.

Fred Diamond: That is a great answer because I’ll be engaging with people and they’ll be so upbeat, “Things are going to turn around” and I’m thinking, “Why do you think things are going to turn around if your customer’s customers are going out of business and your customer’s customer just laid off half the staff?” and then I realized because just three months ago everybody was doing so great. By the way, if I threw you off by answering silver… Don’t you hate when people know the answer to your question?

David Morelli: No, it’s great.

Fred Diamond: I can see that guy, silver person, I keep thinking back to the gymnast from 2016, I forget her name, who had that face. What would be your coaching for those people right now? One of my favorite expressions is the quote that’s attributed to Henry Ford, “If you think you can or think you can’t, you’re right.” Under normal circumstances, “I’m not sure if I can get it achieved today” but if you shift that, you can think about, “What are the two or three things that I need to do?” Here we’re in this space where as you said, one third of your brain is focused on this pandemic that’s going on then one third of it is focused on the world falling apart, you lost 20 IQ points already so what might be some ideas to get grounded, get centered so that you’re living in the real world?

David Morelli: There’s a technique that I use, you and I have done it, the center of the head exercise. What it is, is anytime you’re living in the past or you’re trying to live into the future, by the definition you’re not present so you’re not focused on, “What can I do today?” You’re held hostage by your past or you’re strained by your future because it’s not here, you can’t do anything about it. The only place you can really act is in the present so when I work with people one-on-one usually what I do is I guide them to imagine that they have, as weird as it sounds, a magnet in the center of their heads and they can call all of their attention that’s tied up in the past – for those who are following along, take a second, close your eyes – and just imagine bringing all of your energy, your focus, your attention off of the past and into this moment. “What can I do here?” You’re much more likely to create the future that you want when you act in this present moment rather than feel paralyzed by the future so gathering up that attention and bringing it into this moment.

The other one is we tend to scatter our attention. If you could scatter your attention into social media, you can scatter your attention in the news and articles and all kinds of things, part of our attention stays on all that stuff. The grade to which you can focus in on, “Where am I right now and what am I doing?” In this moment you’re listening to this, you’re watching or being a part of this so your focus, if you can change it, new ideas can come up. “What’s the most important thing I could be doing right now?” is a different thing than, “Why am I so stuck? Why did I have to screw that up? What do I have to do in order to not end up on the street and homeless?” There’s strain that happens when you’re not in the present moment so that’s the #1 thing to recover, if you will, IQ points is get present.

Fred Diamond: What’s the most important thing you should be doing right now? That’s a great point, man. We all want to keep moving forward, we don’t want to be living in the past, we don’t want to be nervous about the future. David, the question of fear, we have a bunch of leaders, we have a bunch of rank and file people but I was talking to someone this morning who said, “I don’t want my kids to see that I’m kind of nervous.” By the way, someone just chimed in, “The most important thing you could be doing right now is talking to your customers.”

Obviously on the sales side that’s pretty important, I like what you said before about engaging with your customers and seeing how they’re doing, we talk about that all the time. Talk about fear, we understand why but people don’t want to be showing fear, the kids have been home, of course school’s now over for the most part, camp’s been cancelled everywhere so the kids are going to be home for the summer. You can’t jump in your car because there’s nowhere to go, you can’t go to the office so talk about fear and then talk about overcoming the anxiety and fear.

David Morelli: If you don’t mind, I’m going to share a little bit of research and I’m going to ask you again.

Fred Diamond: Please do.

David Morelli: There was a study done on fear. Imagine on your arm is a giant tarantula, it’s sitting there and usually what I do when I’m giving the presentation is I put the picture up and everybody gasps and tenses. Here was a study, they had three different conditions plus a control condition, try to lower your anxiety or fear in any of these three ways. One was say, “I’m anxious” or, “I’m fearful.” Another one was re-frame it, it’s called reappraisal. “It’s not that bad, the spider is not that big.” The third one is essentially to try and distract yourself which many of us do right now, we watch Netflix, we go on social media, we find all kinds of ways to try and distract ourselves. Number four is obviously don’t do anything. They rated the before and the after of their anxiety levels, do you have a guess as to which one might be the best?

Fred Diamond: Re-framing?

David Morelli: I’m going to call that half true and we’re going to get back to a different study as to what you can do that’s around that. That’s the most popular answer, the one that worked best in this experiment was actually just labeling, “I’m afraid” which sounds weird but it actually makes sense when you start to understand how the brain works. When the brain is in fear, uncertainty and doubt we mentioned you lose IQ points. Uncertainty is one of the elements that the limbic system, the back of the brain hates, it hates uncertainty. By the way, now is a time of grand uncertainty, what’s going to happen? For your brain, if uncertainty drives a drop in your IQ, making something more certain will actually calm the brain. This feeling that I feel, “I’m anxious, I’m afraid”, takes it from an unknown and makes it a known. You can categorize what I’m feeling. Does that make sense in a strange way?

Fred Diamond: That’s powerful.

David Morelli: There’s a phrase, you probably heard it, “The truth shall set you free.” When we tell ourselves the truth and we’re authentic, we all want authentic leaders but sometimes it’s hard to be authentic with ourselves. How are you feeling right now, how are you doing? If you can become real with yourself it takes all that tension and it makes it more grounded and concrete and then you can actually do something about it. That’s one technique. Before I go onto the second, any thoughts about that?

Fred Diamond: Gina says here, “That’s perfect.” Thank you, Gina, for that. Someone said they used not Netflix but tequila.

David Morelli: There it is [laughs]

Fred Diamond: Somebody once said if we make it through the pandemic we’re going to have a great respiratory system but a horrible liver.

David Morelli: [Laughs]

Fred Diamond: I’m just curious, we talked about being present, center of the head. What about visualization? That’s something that’s come up before. You talked about being present, center of the head, where you are right now, move past the past, not necessarily think to the future but one of the big techniques that a lot of our guests have talked about prior to this is visualization. How does that work today when we’re in the middle of such turmoil?

David Morelli: Part of it is a lot of times people try and do a positive mindset override on a negative runaway train so internally you’re clickity-clackiting along, you’re trying to be calm and centered so it feels more like a two-step process than a one-step. I think you need to handle the fear ahead of time but then you have to give yourself something better to focus on than the fear and that’s where visualization comes in. There’s a lot of research especially around leadership that when leaders are clear on their vision and they have that vision cast in their mind, “What am I creating, what am I doing right now?” then they’re in action around fulfilling on that vision or mission, that they end up being a lot more calm but also a lot more inspirational.

We don’t realize that our emotions rub off on each other, they’re contagious just like colds – or in this case, viruses – we pick them up by proximity. The more that you either as an individual contributor or as a leader can be grounded yourself and inspirational, the more that you can help people overcome the feelings that they’re having. The research shows that the more that you’re grounded in your vision, the lower your anxiety, the more inspirational you are, etcetera. I would say, “What are you trying to create right now?” is a great question right now. It could be in your career and you have to be careful of the word ‘not’ or ‘I don’t’. “I don’t want to lose the sale”, you’re not going to make the sale versus, “I want to connect more deeply with clients” or, “I want to connect more deeply with my team” and whatever that is. When you’re actively engaged in fulfilling a mission, anxiety goes down, energy goes up, inspiration goes up and people end up getting a lot better results.

Fred Diamond: David, I’m going to take you on a slight diversion here, you work with CEOs but you’ve also worked in your career with extremely successful people. You alluded a few moments ago to a guy who’s created multi-million dollar companies, you’ve also worked with rock stars, you’ve worked with celebrities. What are they going through right now? We’re talking about sales professionals, how you can focus on the sales mindset, you’ve given us some great advice, focus on calling the customer, etcetera. Without mentioning names or anything, some of the people that you know, some of these hugely successful brand name superstars, we see some of them doing concerts from their homes or doing funny videos or whatever but what’s going through their minds right now? Just curious, if you have access to that.

David Morelli: Tremendous sense of loss because most of the people that you were just mentioning have some kind of in-person interaction as we all do but it’s harder to film a movie when you’re locked in your house because all production has basically come to a standstill. Same thing as we know with sports and all kinds of things so people are trying to get a little bit creative but it’s not really working that much. This is going to sound a little bit weird, but often times people at that level are in some ways more fragile than some of us, we don’t realize that. I had one best-selling author who said that they were down in the lobby of this giant hotel signing books and then right after that was done they came up and cried on their bed for two hours because they felt like a fraud.

We don’t think of that, we just think, “Here’s the best-selling author” but actually they’re – fragile is the wrong word, but it’s this way that they’re deeply affected because they have nobody to talk to. I had a friend the other day who had a brand name NFL quarterback who you would know as soon as I would say it and it’s the same thing, “What do I do with myself?” There’s this way that we’re all feeling lost, it doesn’t matter who you are, we all try and overcome it a little bit and by the way, the best way to overcome it is to focus on what you can do for other people, not what you can do for yourself. As soon as you’re self-centered you’re untethered, as soon as you become, “How can I help other people?” you tend to get a sense of purpose, again similar to a vision.

Start acting on that, you end up in a lot better spot. The people that are doing really well in those realms are the ones who are focused on, “What can I do for others?”, the people who aren’t – and there’s many of those – they’re just trying to grapple with, “I am my work”, whatever that work is and they don’t have this sense of self and selflessness that goes along with a more poised life.

Fred Diamond: There’s a couple things that have been themes over the last couple of months and the thing that you just said was right on target about focusing on others and empathy is something that’s been a key word with your customers. What might be some best techniques that you would recommend for that particular thing about focusing not on you but focusing on others?

David Morelli: This is going to sound counter-intuitive. The first thing to do is to write down all the ways that you’re feeling because once you acknowledge that and become authentic to that you can switch into somebody else’s mindset. I was coaching a C-suite person the other day and I said, “What do you think this other person that you’re trying to have a good relationship with thinks?” and they basically said all the things that they were thinking and feeling, their perspective. I was like, “Not quite, good try, write that down, that’s good but now let’s put yourself in their mindset.”

Actually, the person that they were trying to relate to is the head of sales so I said, “What’s on the head of sales’ mind right now?” “Operations and…” No, hang on. Part of it is grounding yourself first and then imagining yourself, it’s a visualization technique where you imagine being in their shoes walking around. What do I get incentivized on today? What’s really important to me? What drives my life? What are the three most important things to me? To a salesperson it’s going to be top line revenue, it’s not necessarily going to be product technical delivery. They’re not thinking, “How can we upgrade our IT system?” They’re thinking, “How do I make another sale?”

Then we were going into, “What do I do with my kids at home?” because they’re living that reality. We were going into that mindset, what’s the three most important things on their mind? You think about again, in sales, what’s on your customer’s mind? Part of the re-deployment of sales resources has been, “Go build relationships with your prospects not about the product, go have friendly calls because when it’s time for them to actually have budget and things, you’re going to be the first person because you cared about them as a person.” It’s that bridging mentality.

Fred Diamond: You’re an expert on mindset and transformational technologies and coaching and guidance. I’m just curious about what you just said, do you have any thoughts on picking up the phone versus Zoom? I’m curious, you’re an expert on how the mind works, we’re all Zoomed out, if you will but what are your thoughts on using Zoom? Everybody who’s watching today’s webcast and who’s listened to the podcast, they’re all in sales, you’ve done at least a hundred Zoom calls today. I’m just curious your thoughts on Zoom versus picking up the phone versus email right now with connecting with people.

David Morelli: I like to send emails that say, “Let’s try something different, how about the phone?” because the brain sorts for novelty. At first, Zoom was really novel. “Let’s have a happy hour, let’s get together, let’s show pictures of our cats and kids” and all that stuff and then at some point it’s, “Oh, god, another Zoom meeting.” In a Zoom session you have to be fully present with all of your channels versus a phone call you can walk around, you can think, often times our attention wanders so let’s try something different, maybe we jump on then phone. Emails tend to be shorter right now because people are overwhelmed, they can’t process as much complex information so shorter emails and something different, usually the phone, versus necessarily having to do another Zoom session because we all have that. Even if I want to talk to this person, I don’t want to have to get ready or I don’t want to have to have them see my background, it feels like an imposition in some ways.

Fred Diamond: David, before I ask you about Peak Performance Week in [Inaudible 38:10], do you have any other recommendations? One thing we like to do is tell people things they should do right now. You gave us some great ideas like the center of the head and picking up the phone. Before you tell us about Peak Performance Week which I know is coming up in I believe October, just give us one thing that everybody who’s watching today’s webcast or listening to the podcast can do right now in the next hour, hour and a half to continue to grow themselves.

David Morelli: I would say to have that one thing, I know we talked about it but the one thing is the most important thing right now. You cannot have your attention scattered so one of the things I like to do is write down a list like a to-do list which we all have because it helps dump that information out on a page, but instead of saying, “I’ve got to get these 18 things done” stepping back and saying, “What’s the next most important thing?” Don’t try and plan ahead too much, don’t try and be too strategic, just focus on that one thing and what happens in the brain is that the more progress you make, the more progress you’re likely to make in the next thing, whatever that thing is. By the way, your brain chemicals, the positive feel-good brain chemicals go way up when you make progress and they go way down when you don’t make progress. The more that you can record the next most important thing, do the next most important thing, the more likely you are to gain positive momentum which is so important right now.

Fred Diamond: Thanks again for all the great insights. Tell us about OwlHub and tell us about Peak Performance Week, what do we need to know about it?

David Morelli: Actually, one of the techniques that we didn’t get to share here I will make sure that we share within Peak Performance Week, it’s how to go from anxiety into excitement. Peak Performance Week is all about this kind of stuff, it’s about mindset, it’s about practical techniques to be at your peak and the reason that we launched this – it’s actually going to cost my wife and I about $100 thousand dollars to put on and we’re doing it for an entire week and there’s a half day every day where you can select from various talks that are going on and you get tools that literally you can implement right away.

It’s for individuals as well as organizations so what’s happening is organizations are realizing they need to help their companies go to the next level so they’re sending it out to all of their company to say, “Here’s a free training” – because there’s not a lot of training dollars out there – “Go ahead and immerse yourself in this and help us take the performance to the next level.” It helps individuals get over some of the stuff that’s going on right now and then it helps organizations.

That was one of our gives of how can we give, what’s our vision, is to help the world. It’s peakperformanceweek.com for those who are interested in it, and my wife and I created OwlHubwhich is a public benefit corporation, it’s a predecessor to a B corp and our whole goal is around equity and leadership, that’s our social mission. When you buy some of our programs you buy a spot for yourself and somebody in an underserved population gets a leadership program as well. We’re in the groundedness and we’ve got to make the world a better place through our efforts so we’re offering the peak performance week for free to everybody and anybody who wants to do it. In some of the following programs we have that buy one get one similar to Tom’s Shoes but this is helping empower leadership throughout the world.

Fred Diamond: David Morelli, I want to acknowledge you for all the great work that you’ve done, you’ve impacted so many people with the transformational technologies that you’ve brought to the marketplace over the last 10-15 years, I know you’ve impacted hundreds if not thousands if not tens of thousands of lives, myself included. I’ve learned so much from you, I’ve learned a ton in the last 40 somewhat minutes following you and listening to your Enwaken podcast and some of the previous work that you had done. Thank you for all the great contribution that you’ve brought to the world and I want to thank all of our listeners today and watchers.

David Morelli: Thanks, Fred.

Transcribed by Mariana Badillo

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