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-What's up, guys? My name is Daniel McKenna. And today we are here with Caleb Taylor and Clay Clarkon Thrive15.com, one of the alternatives to lynda.com , talking about over-delivering-- the selfish act of standing out by doing more. If you can learn to over-deliver, you are guaranteed to set yourself apart and have greater opportunities for success. So let's get into this lesson and get into that over-delivering mindset. Let's go.
-Clay Tiberius Clark, how are you, my friend?
-I am doing great. And I appreciate you mentioning my middle name like that.
-Yeah, that's true. That is your middle name, right? What's the origins of that middle name?
-I think I have a lot of the Captain Kirk philosophies, that I just figure it out as I go, that life hack kind of guy. So a few clients started calling me Tiberius. And it just has morphed into this problem.
-Is it true that you did something extra this last week to become more pale for this meeting specifically?
-Well, what you do is you want to avoid direct sunlight. and have a bias for indoor activities. And that's how I maintain this complexion.
-That's good. Well, you over-deliver in that area and a lot of other areas. And today we're talking about the category of "Mindset," but specifically on over-delivering.
-All right. So the topic is over-delivering-- the selfish act of standing out by doing more. So you're talking about standing out. Are you suggesting that we stand out just by changing our appearance, like a face tattoo? Or do you have a different strategy for the Thrivers to stand out.
-Well, I think if you are working at a job-- I know I worked at Target. I desperately wanted to get promoted, to get advanced. You don't want to feel stuck. If you're working at Target-- or, in my case, I worked at Applebee's. And no matter what restaurant you're at, or business, whether it's an entry-level job or you're way up there in the company, you want to stand out and to be called upon.
You want to get paid more. You want more responsibility. And really, what we're talking about today is how to get unstuck and how to get noticed so that you can break out of the clutter and have some big success.
-So in order to do that, though, we have to figure out, who am I competing with? Who am I trying to stand out from? OK? So this is a statistic here from Gallup, a Gallup poll that said 13% of employees are engaged at work. And over 25% are actively disengaged. And it seems like, first of all, to be actively disengaged, that's a high number of working hard to be disengaged. But most people aren't engaged at work at all.
-I don't think people realized how bad of a disengaged employee I was. And I think if you're being honest, if you're watching this, you've probably at one point or another been a disengaged employee, as well. But at Target, I started coming up with moves, like how early before my shift can I check in? And how late after my shift can I check out and still get paid for it?
-And what are some ways I can seem busy without actually doing any work at all?
-Right. And that's what you're going to be competing with. Most of the time when you're trying to stand out, this is what everybody else is doing.
-Right? OK. So another statistic here, though. This is incredible to me. This is a "Business Insider" article. According to this article, 80% of people hate their jobs or are dissatisfied with their jobs currently. 80% of people hate the job they go to every single day.
-Well, before I learned the things we're going to teach today, I know that I was actively disengaged at my job. I know at Applebee's I used to play a game where I used to walk in-- you have sections where I'm supposed to-- if you're a server, you're supposed to wait on these five tables. And she's working on these five tables. And I used to always find a way to take all of the tables. So I got all of the tips. And so I'd have little moves I would do to create dysfunction within the company, but so that I could take the whole section and, therefore, make all the tips.
And I had a whole system I would do. And it wasn't right. It wasn't good. I'm not trying to justify it. It was just what I did. Because I wasn't focused on any career goals. All I could think about was just, how do I make as much money as possible short-term? And who do I have to screw over in the short-term process to have that short-term victory.
-Right. And so we're wanting to help you move-- we don't want you disengaged at work. We want you having a goal. So you're trying to move up. And you're trying to stand out. So we don't want you to just be at a job you hate. So the way to do this, to move out of the clutter is to start over-delivering. Is that right?
Now, here's what's crazy, though. "USA Today" said that people that work at these jobs that are disengaged, that hate their jobs can't even retire after they're done working for years and years and years. "USA Today" says 36% of workers have less than $1,000 in savings or investments that could be used for retirement, less than $1,000.
So you might spend your entire life working at a job you absolutely hate, that you're disengaged at every single day. And you end up having less than $1,000 to retire.
-Well, if you are engaged in my work philosophy that I used to have, called "jackassery," and you're actively involved in "jackassery" on a daily basis, you'll never get ahead. And you don't actually have any benefit to being a jackass. All you do is just you get stuck.
And so I'm not saying that you're a jackass. I'm saying I used to be a jackass. What we're trying to do is teach how to be engaged in a job and how to break out of that clutter so you can get promoted--
CALEB TAYLOR: Exactly.
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CALEB TAYLOR: And this isn't theory, obviously. We're not talking about theory here. We're going to give you three action steps. OK? The points we're covering today-- the first one is over delivery. That's principal number one. The second one is, beat your boss to work. Principle number two is beat your boss to work. And principle number three is, ask the question no one asks. We don't know what that question, but we will find out.
CLAY CLARK: Principle number two, a clarification, is beat your boss to work, not beat your boss at work. OK. That is something I wanted to make sure we clarify.
-You guys don't-- no typos.
CLAY CLARK: Not beat your boss at work. Just making sure of that.
-To work. OK, good. When did you start, when was this over delivery method actually implemented in your life?
-I would say when I was working at Target. I was in that phase where I was starting to read some self-help books. And that was the first time where I was saying, you know what, today, when somebody asks me where they can find this particular product, or this particular CD-- back in the day when people used to buy CDs--
CALEB TAYLOR: I've heard of those.
-They would say where's this CD, or where's this video camera, or where's this. Instead of just going, "over there." I'm going to decide to wow that customers, because I know that's going to lead to more opportunities for me. It's going to lead to a better reputation for me, and it's going to ultimately benefit me. So I started doing it. I started turning on the jets. And one of our customers that came into Target to buy a video camera ended being my connection, Mr. Todd Starkey, that led to my first real job, first internship. And the rest is history.
-I love it. OK, let's dive into the first one here. Principle number one, over delivery. OK, so I got a notable quotable here from Napoleon Hill. You might have heard of him, named your son after him. He's had a pretty big influence on your life.
CLAY CLARK: Huge-- absolutely huge influence.
-OK, here's what he has to say on this topic. He says, "The man who does more than is paid for will soon be paid for more than he does." First of all, tell us a little bit about Napoleon Hill if we don't know who Napoleon Hill is.
-Napoleon Hill is the best-selling success author of all time, self-help author. His books have sold over 70 million copies. Million. They've sold a ton of copies, and he devoted his life to studying the most successful people of his day and asking them, specifically, how do I get ahead. So he studied Andrew Carnegie, Thomas Edison, Rockefeller, Henry Ford, William Wrigley. Awesome. So he's a fire hose of knowledge just waiting to be unleashed on your mind.
CALEB TAYLOR: And so he's the one that says, "The man who does more than he's paid for will soon be paid for more than he does." Break that quote down for us. What does that mean?
CLAY CLARK: Well, what happened is, when I started getting this concept-- I'm working at Target-- and I realized, I'm supposed to be at work. My shift starts at 8:00. But if I get there at 7:30 and I don't clock in and I just get all set up for the day, and if I'm supposed to leave at 5:00 but I say till 5:30, and I clock out on time-- but I just am getting there early and staying late, if I'm just doing that, then when a customer says, excuse me, do you know where the bathroom is. If I will just walk them to the bathroom, or walk them to the product, or just do my absolute best to exceed the expectations of my boss, nothing but good things can happen. And the boss actually starts coming to me and saying, hey do you want to get more involved? Do you want to run the cash register?
CALEB TAYLOR: Opportunities start opening.
-Which, to me, it wasn't-- I mean, maybe if you're watching this, it doesn't seem like it's a big deal to you. But when you're stocking shelves and someone says you get to run the cash register, I'm like, boom, this is Christmas. This is awesome. I'm getting an extra $0.50 an hour. What? So, I mean, it's unbelievable how people start to conspire to help you when you over deliver.
-OK, this is intense. I want a truth cannon here. How many people do you see that actually do this over delivery method? Truth cannon, right now. How many people?
CLAY CLARK: I would say in my own personal businesses, for every 10 people that apply for a job that we want to hire-- if you hire 10 candidates, let's say-- maybe 1 of those 10 will ever say, what else can I do, or how else can I help you, without prompting and teaching and mentorship. It's not a natural thing. But I'm not criticizing you, I'm criticizing me and the human condition. We just are naturally conditioned to only do what we are paid to do. But that 1 out of 10 comes to you and says, what else can I do, what else can I do to help the company, what else can I do to help the customer, what else can I do. You remember them. And when it's time to promote somebody, or to appoint somebody to be a manager, you think of that person. And you have a bias for people that go over and above.
CALEB TAYLOR: OK, so you're talking to Thrivers now on the other side of this camera. What are you saying to the Thrivers right now as their action step?
-I would just say, think about the job you have right now. And think about, how can you do 15% more than you're supposed to do.
CALEB TAYLOR: That's the actions step. Ask yourself how can you do 15% more than what you're currently asked to do.
CLAY CLARK: Absolutely.
CALEB TAYLOR: OK. I love it.
-Number two here. Let's move on to principle number two. Beat your boss to work. Beat your boss to work. Not at work, like you've already clarified. To work. We are notable quotable from Russell Simmons.
CLAY: I love Russell Simmons.
-Talk to me about Russel Simmons before we dive into this.
-Russell Simmons was the first entrepreneur that I wanted to be like.
-He's the guy who developed Def Jam, Def Comedy Jam. It's the record label that Jay Z got signed to. He was the guy who a lot of people consider to be the father of hip hop music.
His brother was in Run DMC, but he develop Phat Farm. It's a clothing company. And he just has done big things.
-He overcame some adversity.
-He had a speech impediment, which I had. I used to stutter. He had a lisp. He was kind of like my first hero. My first business hero.
-I love it. He's got a quote here, it's kind of long. Hang with me, though. This is powerful right here, this is powerful.
He says-- this is from his book, "Do You! The 12 Laws to Access the Power in You to Achieve Happiness and Success." He says,
Break this down. Why is this so powerful here?
-It's so powerful because there's opportunities right now in the job that you have, the job that I have, that are right in front of us, but we have to create those opportunities. And I'm just telling you, it's this law of reciprocity. What it is is if I sow seeds in your life-- if I invite your kid to a birthday party-- I have five kids. So if i invite your kid to a birthday party, and you're like, who's that Clark guy? Who?
If your kid gets invited to the party, and they like the party, next time that you have a party, you're going to want to invite my kids even if you don't know their names, because you feel like you should reciprocate. If you don't have a soul, this doesn't work on you. But if you have a soul, it works.
And so what happens is is you're igniting-- you're igniting-- this a law of reciprocity. You're the one who's starting it. You're serving as the catalyst. And once you start overdelivering, people want to reciprocate. So I'm just telling you, if you beat your boss to work, if you show up early-- we used to have a guy years ago named Jason, who used to show up to work before I got there, and he'd always bring a coffee. And so every day I'm like, there's Jason, there's a coffee.
I don't know how many days in a row it takes before I start to discover there's a pattern. Every day there's Jason and a coffee. Then I'm looking for someone to promote into this marketing position, and I'm going, I think we should have Jason! Why? Was it the coffee? Was it because he's there early? Probably all of that, and we overdelivered at his job.
But you have to break out of the clutter. You cannot fall into the pack. Because if you're stuck in that pack, I'm just telling you there's nothing good there. You do not want to be there.
-Does the same rule of 10 apply, where if you've got 10 people, maybe one person's beating you to work? Or is that less? How often you see this? This is another truth cannon moment here.
-Thrive is a little bit of a bizarre culture, because we have jerks like you who are highly motivated all over the place. And so we've got guys who are showing up at 4 in the morning, 5 in the morning. We have a great culture of that. But as a general rule, I would say that for every 10 people you hire, maybe a half a person.
-Half a person?
-Yeah, I mean if I hired 100 people, maybe two people would ever get to work at the same time as me, or ahead of me. Thrive's a different thing, because we-- on the Thrive team, you guys see millionaire mentors every day, and you notice they all get to work early. They're all about overdelivering, so you guys have kind of picked up on that bias.
-It's true. So it's a little bit more common there.
-A little skewed in our place.
-So the action step here is pretty simple. It's the principle. It's just beat your boss to work if you're trying to stand out. That's what we're trying to say, right?
-Action item I'm going to give you. I recommend you try to do this for 60 days.
-60 days? You mean-- what? I'm just telling you, if you do that, guess what? When the boss pulls up his car or her car, they're going to go, wait a minute, whose car is that? And they're going to start seeing you. Next thing you know, you're going to build a little camaraderie. And I don't care how big the company is.
Lee Cockerell, who used to manage Walt Disney World Resorts, he said-- there's 40,000 employees he managed. He said when he got to work early, guess what? No one's there. So if you want to meet the owner, get there early. I'm telling you, it's an unbelievable way to connect with them and to wow them.
-And they probably won't recognize your car right of first, unless you've got a car similar to Clay's. Which is now auto wrapped. It's a massive Hummer.
-If you have a Kim Jong-Un-themed auto wrap on your car, people will remember that. That's not really a success tip. That's just--
-Just a real life fact about his life. That's a real life fact.
-We'll put it on the screen. It'll change your life.
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