You are Little

You are Little.

that’s nothing to be depressed about.

If you want to be big

You need to do lots, and lots,

of, really, little tiny things.

Be Vulnerable.

Realize your size.

And just do a little thing.

Whatever you think you’re doing –

– It’s not that big.

It doesn’t need to be BIG.

It just needs to be bigger, than, you.

Fuller, than you –

Deeper, than you –

Truer, than you –

Brighter, than you –

Lovelier, than you –

Than you Are

– right

– now.


Success is defined by your worthiness.

Not your wealthiness.

A small human ( no matter – how: dull, cowardly, angry, liars they are.)

can achieve great wealth – Yet,

be he worthy

,of, none.

To be big

is to fulfill what little potential,

is, yet,


Your ring will then

be whole.

At this time – and this time alone – you are deemed worthy

to which you now Ascend

with wholiness

Put thy crown upon the head.

The show is yours.

Step, upon the thrown

Enter thy kingdom

The whole point of being human

Is to see the vision complete.


is seeing.


is believing.



You’ve been shown.

No matter what you are suffering from,

– The vulnerable Feeling –

from realizing that you

are , not,


brings darkness

upon the light.

That Kingdom will not be whole

The vision – incomplete

when darkness fades the light.




There’s so much more of you.

Just go that little bit.

Reach for it.

Just do it.

It’s just a little bit.

a little bit more of you – right, now

That’s all it takes.






have I asked for too much?


“Virtue does not consist in the act we do, but in the end it is to effect. If it is to effect the happiness of him whom it is directed, it is virtuous… The essence of virtue is in doing good to others…”

“Man is a free agent,” and “Happiness [is] the aim of life.”

Thomas Jefferson

World Citizen

Is Kanye West a Genius?

My greatest pain in life is that I’ll never be able to see myself perform live,” Kanye West, the genius?

Out of context, most people jump to the conclusion that this is an arrogant, egotistical thing to say. Assuming that Kanye is asserting that he is the greatest performer alive and therefore he’s missing out on sharing this experience with his fans… Now, I don’t know the context of this statement. But, I also don’t really care. Because, out of context, this is a moment of brilliant thought; humbly admitting that he may never be able to truly fulfill his potential.

Sure, you may be thinking that it’s a stretch to conclude there is a connotation of humility accompanying this statement. But, think about it. Kanye West will never know what it feels like to be a fan of Kanye West. He will never know what it’s like to get a group of friends together to commit to going to a Kanye performance. He will never know what it’s like to make sure he’s online and ready to check out as soon as tickets go on sale. He won’t know the anticipation of waiting for the tickets to arrive in the mail and the anticipation of waiting for the day of the performance to arrive. He won’t know what his pre-show ritual would have been before the show and he will never know what it’s like to have all of that anticipation build and build until Kanye West steps foot on that stage and the crowd goes wild. And most importantly, he will never know whether or not Kanye West put on a mind-blowing performance. Did he just meet expectations, or did he go above and beyond? Kanye West will never know.

I know what you’re thinking, “Yeah, but he has a production team there to help him exceed expectations.” Well, the problem with that is that his team has the same problem as Kanye. They will never know what it’s like to watch that performance as someone other than a member of the production crew. This inserts a bias that differs from that of the fan. You’re right though, the team can step outside of their bias and witness the moment. None the less, Kanye the performer and entertainer will never be able to really understand the emotional impact he has on a fan.

If you’re an entrepreneur or a marketer, you need to think more like Kanye. Your opinion really doesn’t mean shit. Your customer’s opinion matters. You need to withdraw from the ego you’ve created and try to see your offering from the perspective of your customer. Obviously, there is a large spectrum of differing preferences, opinions, and demographics. Your job is to discover the commonalities that are consistent in the largest pool of your potential customer base and cater to their needs, desires and wants. This is simple segmentation… But many times segmentation can result in an attitude of “my way or the highway.” This is a recipe for failure. You are but one person and your job as a marketer is to serve the many. You cannot – should not – disregard the spectrum of possibilities.

The spectrum that people label as Kanye West spans from delusion to genius. All too often do I hear – and this is especially true in the craft CPG industries – small business owners and marketers taking the perspective of the delusional Kanye. The delusion is that your product is best because you say so. The genius is that you should always push to understand your customer better. Here we find genius in Kanye West. Remember this quote as inspiration: “Your biggest pain point is that you will never be your customer.” Stop making decisions based on your bias. Make decisions that put the customer first.

Entrepreneurs Need to Be Mean

Are you mean enough to be an entrepreneur?

You were probably taught that the world is black and white. The truth is there’s mostly grey. The grey world is a dangerous place for an entrepreneur that only sees in black and white. Black and white are for middle management. If you’re going to succeed in this arena, you need to be able to find the mean. The mean is the statistical average of the shades between black and white.

The entrepreneurial sentiment of “I want to change the world” is not enough. Change is something that comes about rather easily. You already changed the world the day you were born. The deeper sentiment here is, “I believe the world is going in the wrong direction and I want to correct its trajectory.”

Sure, both statements are basically saying the same thing. But, doesn’t the latter sound more impactful and more audacious? It’s definitely more likely to achieve the status of the proverbial Unicorn. The former can provide a pretty useless foundation for building a business atop. For this reason, 99.9% of entrepreneurs will change their world. In fact, many will meet their expectations the day they even conceptualize of going to market. So, why hasn’t “I want to correct the trajectory of the world” become the cliche sentiment of entrepreneurs? Yep, you guessed it. They’re not mean enough!

I was consistently told I was mean for 20 plus years of my life. I was always dumbfounded by this notion. I was always a nice kid and my teachers always had nice things to say about me, with the exception of talking too much in class. People usually liked me and I was usually pretty popular. However, to my younger sister, Cindy, I was mean.

These mean things I did – which, reflecting back were words I said – got me in a lot of trouble. Again, it didn’t make any sense to me because I wasn’t a troublemaker. As it turns out, this was the greatest compliment I’ve ever received. Now that I’m older and my job is to manage the biases of decision makers and the markets they serve, I was really mean. I was super mean. I loved being mean!

The underlying problem was that Cindy perceived my words of wisdom to be a competitive attack. I was young and thought we had the same worldviews. She didn’t realize my intent was to play the role of big brother and to help guide her direction toward a positive outcome. She saw my views as directly opposing hers. So instead of an intellectual discussion, I was met with, “Mom, Jeff’s being mean!” We were never really close growing up. I thought she hated my personality – the same one that made me lots of friends…

Jared Schneider recently described me to a lady he is dating. He told her, “Jeff was really popular in college. But, it almost didn’t make sense. He always went against the grain. He would point something out and play devil’s advocate with people he had just met. He would pretty much cause an argument with everyone. But inevitably he would end up laughing because people would realize he was right.” Her reply was, “He sounds like a really smart guy.”

Thanks Liza! That’s sort of the point – to gain perspective. Once I made a new friend I would become their trusted advisor, understanding their viewpoint and pointing them in a new direction. If I didn’t succeed in winning them over, I still gained something. I was both entertained by the discussion and provided with a learning lesson about the viewpoint while testing the psyche’s ability to see more than one path. Whether I was playing devil’s advocate or being mean to Cindy I only have one goal in mind: correct the error.

Sometimes, admittedly, the error was mine. The way to fix an error is to unabashedly be the mean.  I am selfishly unselfish when it comes to errors. Errors torment me. My weakness in life is that I think I am correct. My strength is that I am not afraid to be wrong. This allows me to quickly correct my bias (and yours).

It is true that most people don’t want to change their bias. But, that’s not the goal. The goal is to guide the bias toward an outcome that corrects the trajectory (of the world). Let’s use a hypothetical, political ship for understanding how to correct a person’s bias:

  • Bobby likes red ships. In his world, the only ship that matters is the red ship.
  • When you meet Bobby, you recognize that there are also blue ships in the world.
  • The problem with a red ship is that passengers will only sit on the right side of the ship – so the ship leans right.
  • There’s a problem with blue ships too. The passengers will only sit on the left and the ship leans left.
  • You are an entrepreneur, you need a ship that will go straight.
  • Because you can’t change Bobby’s bias, your aim is to correct his bias.
  • You need a purple ship and you need Bobby to recognize that there is a place for red ship people on that purple ship.

How do you get a red shipmate and a blue shipmate aboard the purple ship? You find common ground. That is your job. You are an entrepreneur. And if you’re going to be any good at it you need to understand why the red and blue ships attract passengers. So that when you build the purple ship there are already passengers awaiting. It’s up to you to make it meaningful.

Find Satori, my fellow Salesperson.