That's-

Designed to be an alternative.

I, I'm just imagining those trees that people are hanging from their rear view mirrors.

What, where did the idea come from that we're going to use this technology and this product to be able to create something that I believe does not even exist? Where did that idea, the genesis, come from?

Uh, but, uh, Bart Burkey's shaking his head vigorously, so I'm gonna let him go first instead of let Matt go first on the question.

Yeah.

No. It's-- First of all, it's about the relationships with people and your team getting people like this.

And I'll just share with you, uh, I just arrived home late last night, early this morning from Chicago, where I sat down with Matt Ebert and was a guest on PodCrash, [laughs] his podcast, and then we flipped switches, David.

How does humanality play into what has now been seen as the greatest advancement, acceleration of technology in the history of at least our

world? Yeah, it basically relates to are people feeling processed or are they feeling cared for? And I share this example.

Nick, I like your hat.

I put on mine because you're wearing a hat on a Sunday evening, man.

I share this example, went to a coffee shop not that long ago and there was a chime on the doorbell.

So every time that the doorbell opened, you could tell that these coffee shop employees were told and taught, you have to say, welcome in.

You don't have to look at them, but the checklist is you have to say, welcome in.

So I really want to understand, Bart, what is the made from mistakes mistake that has made you who you are? Well,

Please do.

Okay.

Right.

The notion really came about, um, because so many people are often so distracted with everything else, and it's rare that you have documented, individualized attention with an individual.

And it just kinda got me thinking, you know, all three of us, we travel tons, and I was thinking that it's very easy for people to be greeted, but it's very rare that people are actually welcomed.

And let's just think about that distinction.

Greeted, like, "Hi." Welcomed, "I'm going to stand up.

How do they clear that interference and go from most people don't to most people do?

Yes, I have it in the closet.

But the first time that I went to interview for a Ritz-Carlton job was the first time I had ever stepped into a Ritz-Carlton property.

Wow.

Whenever I got the job, director of sales and marketing, Pentagon City, I was trying to make the first best impression.

General manager on my first day said, would you like to have lunch with me in the employee cafeteria? Of course, you're going to say yes to the GM.

We go to the cafeteria.

It's early.

So I might as well not try.

That's what most people don't.

Well, when I was not in NFL Hall of Fame or when I was not an NBA player, when I was an underperforming Penn State Division I volleyball player, however, now the question for you, Nick, what changed after 11 teams, right? 11 no's.

Yes.

Did you get better miraculously or was it that the 12th team saw something in you

So it's

skill.

It is skill.

It's determination.

and

this negativity and this perception and this heavy weight, this dark cloud that sometimes appears almost every single day.

The suggestion is that it is up to us to decide how we want it to weigh on us.

Do we want it to weigh heavy or do we think that there's a choice that we can make? Uncertainty is going to exist.

But it's also up to us in our mind how we choose to perceive it.

And that's nothing new.

It is nothing new.

But what I like about you and your work and the work I do, it's differentiating yourself through this concept that most people don't send a thank you card most people don't do this stuff and so i'd love to switch gears a tiny bit and start talking about how your teachings and takeaways show up in a sales environment or business development environment as well

How does humanality play into what has now been seen as the greatest advancement, acceleration of technology in the history of at least our

world? Yeah, it basically relates to are people feeling processed or are they feeling cared for? And I share this example.

Nick, I like your hat.

I put on mine because you're wearing a hat on a Sunday evening, man.

I share this example.

Went to a coffee shop not that long ago, and there was a chime on the doorbell.

So every time that the doorbell opened, you could tell that these coffee shop employees were told and taught, you have to say, welcome in.

So I really want to understand, Bart, what is the made from mistakes mistake that has made you who you are today?

Where your feet are.

Yes.

Yes.

Because you don't want to be seeking greener grass without mowing the lawn.

You are here.

And there's so many little things that we could just rattle off.

Right.

You're right.