Paper Napkin Wisdom - Podcast for Entrepreneurs and Leaders – Détails, épisodes et analyse

In episode 189 of Paper Napkin Wisdom, host Govindh Jayaraman sits down with Natalia Matveeva, an accomplished entrepreneur and leadership coach known for her emphasis on creating purpose-driven businesses. Natalia shares her journey and unique insights into the importance of resilience in business, shedding light on a key aspect often overlooked: aligning business goals with personal values. Natalia’s message is clear—resilience isn’t just about persistence; it’s about building a business that resonates with who we truly are.

As entrepreneurs, we’re often encouraged to “tough it out” through challenges, to keep going no matter what. While grit is essential, Natalia emphasizes that resilience goes beyond sheer determination. She notes, “True resilience is found in the harmony between our business and our inner selves.” This perspective suggests that when our business goals align with our personal purpose, resilience becomes a natural byproduct, helping us navigate challenges more smoothly.

Through her years of experience, Natalia has found that maintaining harmony between external goals and internal values creates a sense of purpose and satisfaction that fuels long-term commitment. “If we align both business and ourselves,” Natalia explains, “we can achieve a kind of fulfillment that pushes us forward, even in tough times.”

Building a business that reflects our personal values doesn’t just lead to resilience—it also brings about fulfillment and lasting satisfaction. When asked about her journey, Natalia shared that she found greater motivation and joy in her work once she made a conscious effort to align her business with her personal “why.”

“A purpose-driven approach is what makes all the difference,” she says. By infusing our businesses with a clear sense of purpose, we not only stay motivated but also find meaning in every step of the journey. This purpose-driven mindset can make the ups and downs of entrepreneurship more manageable and fulfilling.

Natalia is a strong advocate for integrating personal growth into business growth. She explains that our personal evolution directly impacts our professional lives, often creating a ripple effect. “As we grow personally, we can channel that growth into our businesses,” she states. This interplay between personal development and business success allows entrepreneurs to bring fresh ideas, renewed energy, and an expanded vision into their work.

For Natalia, prioritizing personal growth has meant exploring self-awareness and self-care, both of which have enriched her ability to lead with purpose. “When we bring personal insights into our businesses, we create something that resonates deeply with our values,” she explains. This alignment strengthens resilience and drives authentic business practices.

Entrepreneurs often face a high volume of decisions, many of which can feel overwhelming. Natalia highlights the importance of self-awareness as a key tool in navigating these choices effectively. “Self-awareness helps us make choices that resonate both personally and professionally,” she says, urging business owners to regularly check in with themselves.

By developing self-awareness, leaders can approach decisions with greater clarity and confidence. Natalia points out that this practice allows us to avoid burnout, focus on our priorities, and ensure that we stay on a path aligned with our vision and values.

While aligning our values and goals is crucial, Natalia emphasizes that it’s an ongoing process rather than a one-time event. She encourages entrepreneurs to make regular time for reflection to ensure they’re still aligned with their purpose. “Reflecting and realigning keeps us connected to what we truly believe in,” she explains. This practice fosters resilience by ensuring that our business remains an authentic expression of our personal values.

By periodically reassessing our path, we can adjust to changes, refocus our priorities, and continue progressing with a clear sense of direction. For Natalia, this commitment to realignment is the cornerstone of resilience, empowering us to stay true to our values even as we grow and evolve.

1. True Resilience Comes from AlignmentNatalia shared that resilience is not just about strength; it’s about harmony between your business and your inner self. When you operate from a place of alignment, challenges are easier to navigate, and your dedication strengthens.

   Take Action: Reflect on your personal and business values. Are they aligned? Write down one area where you can create more harmony between your goals and your values.

2. Purpose-Driven Success Leads to FulfillmentBuilding a purpose-driven business isn’t just fulfilling; it’s transformative. Natalia’s journey shows that when you’re deeply connected to your “why,” you gain resilience and a stronger sense of accomplishment.

   Take Action: Define your purpose by asking, “Why did I start this business, and who do I want to impact?” Write a purpose statement and refer to it during decision-making to stay aligned.

3. Personal Growth Fuels Business GrowthNatalia believes that as we grow personally, we can positively influence our business. Personal development doesn’t just enhance us; it empowers our business to thrive in new ways.

   Take Action: Invest time in personal growth, whether through reading, journaling, or attending workshops. Note one insight from your personal growth journey each week and explore how it could benefit your business.

4. Self-Awareness as a Compass for Decision-MakingFor Natalia, self-awareness is a guiding force in business. By cultivating self-awareness, we gain the ability to make authentic, values-driven decisions.

   Take Action: Begin a practice of weekly self-reflection. Set aside time each week to assess whether your recent decisions reflect your values and support your overall mission.

5. Reflect and Realign for Authentic ProgressAlignment isn’t a one-time process; it’s an ongoing practice. Natalia’s advice is to regularly reflect on your path, ensuring your business is a true expression of your personal vision and values.

   Take Action: Schedule a monthly reflection session. During this time, evaluate your progress and make adjustments as needed to keep your business aligned with your personal goals.

Natalia Matveeva’s approach to resilience challenges us to think about success as more than just achieving business goals. Instead, it’s about creating a business life that reflects our core values and allows us to find true fulfillment. When we align our inner purpose with our business, resilience becomes an essential part of our journey rather than an occasional tool.

How will you bring more alignment into your own life and work? Take a moment to jot down your thoughts on a paper napkin, and don’t forget to share it on social media with the hashtag #PaperNapkinWisdom.

In the fast-evolving world of technology, it can be easy to overlook the human element. In this episode of Paper Napkin Wisdom, Govindh Jayaraman speaks with Annette Levesque, a global expert in e-learning who built one of the first e-high schools in the world. Annette shares her unique perspective on the intersection of innovation and human connection, offering a wealth of wisdom for leaders and entrepreneurs navigating the digital age.

Annette’s journey into e-learning began as a passion for leveraging technology to increase access to education. As one of the pioneers in the online education space, she transformed how students could learn, breaking barriers of location and time. "I saw early on that technology could expand the reach of education, but I also knew that it needed to remain student-centered," Annette explains. Her work wasn’t just about building platforms; it was about creating environments where students felt connected, engaged, and supported—despite being physically distant.

For entrepreneurs and business leaders, this insight is vital. While technology can help scale operations, it’s critical to remember that the end user’s experience is still rooted in connection and engagement. Whether you’re working with clients, customers, or employees, ensuring that technology enhances human interaction is a key ingredient for long-term success.

A recurring theme in Annette’s conversation is the importance of human connection, even in tech-driven industries. "People don’t remember the tools you used; they remember how you made them feel," she emphasizes. In her view, businesses that focus solely on innovation without considering the relational aspect will struggle to maintain loyalty and trust in the long run.

This wisdom applies across all sectors—whether you’re leading a tech startup or running a more traditional business. The tools we use may evolve, but the need for trust, empathy, and relationship-building remains constant. Leaders who recognize this will not only retain their workforce but also foster an environment where creativity and innovation can thrive.

Building trust in digital spaces is a challenge that Annette knows well. In her work with online education, she learned that establishing trust remotely required more than just reliable technology. "You need to be transparent, consistent, and show up in ways that people feel seen and heard," she shares. For leaders, this means going beyond transactional interactions. It requires demonstrating empathy and understanding through communication, follow-through, and shared values.

In a time where remote work and digital services are more prevalent than ever, leaders who invest in trust-building will set themselves apart. Whether it’s through regular check-ins with your team or personalized customer service experiences, these efforts go a long way in making people feel valued.

Annette believes that successful leadership today is about balancing innovation with a personal touch. "Technology can scale a business, but it’s the people behind it that drive success," she says. As an entrepreneur or leader, finding that balance requires intentional effort. It’s easy to get caught up in new tools, automation, and systems that promise growth, but staying connected with your team, customers, and partners is essential to sustaining that growth.

By focusing on human connection alongside innovation, leaders can create businesses that not only grow but also inspire loyalty and trust.

Annette emphasizes that while technology can drive efficiency, it's the personal connections you create that will drive long-term success. “People may forget what you said, but they will never forget how you made them feel,” she says.

Take Action: Identify one area of your business where you can enhance human connection, whether through more personalized communication with clients or increasing face time with your team. Make a plan to implement this within the next month.

Innovation is crucial, but Annette reminds us that it should support rather than replace meaningful interaction. “The tools are there to make life easier, not to cut out the human element,” she notes.

Take Action: Review the tools you currently use in your business. Are they enhancing or detracting from human engagement? Eliminate or adjust any systems that are creating barriers between you and your customers or team members.

In a digital-first world, trust isn’t built overnight. It’s earned through consistency and transparent communication, something Annette has mastered in her work with online education. "People need to feel like they’re being heard and understood, not just managed by an algorithm," she says.

Take Action: Start holding regular, transparent updates with your team or clients, even if there’s nothing significant to report. Consistency in communication builds trust and reinforces your commitment to their success.

Annette shares that one of the benefits of technology is its ability to personalize experiences at scale. “We have the tools to make every interaction feel customized and personal, even in large organizations,” she says.

Take Action: Implement a system or tool that allows for more personalized communication. This could be as simple as adding personal touches to your emails or using CRM tools to tailor your outreach based on specific customer needs.

Annette closes with a powerful message about leadership. “It’s about balance—balancing growth with connection, innovation with empathy.” Leaders who can manage this balance will not only achieve success but sustain it.

Take Action: Take 10 minutes at the end of each day to reflect on how well you balanced innovation and connection in your leadership. Journal any key observations, and consider how you can improve this balance moving forward.

Annette Levesque’s insights serve as a timely reminder that in our fast-paced, tech-driven world, human connection remains the cornerstone of success. Whether you're leading a business, building a team, or interacting with clients, the relationships you foster will ultimately define your impact.

If you want to dive deeper into Annette’s wisdom, check out the full episode and take a moment to share your biggest takeaway on social media using #PaperNapkinWisdom. Let’s keep the conversation going!

Introduction

Welcome to another enriching episode of Paper Napkin Wisdom! Today, we have the pleasure of hosting Molly Booker, a transformational author and coach whose insights on self-discovery and personal growth have inspired many. Molly is known for her powerful memoirs and her ability to guide individuals through their journeys of self-awareness and resilience. In this episode, Molly shares her wisdom on a range of topics, focusing on the profound impact of embracing one’s own reality.

The Essence of Self-Discovery

In our conversation, Molly delves deep into the concept of self-discovery. She begins by emphasizing the importance of understanding that “what others say about you is their reality, not yours.” This powerful statement sets the tone for the discussion, highlighting the significance of owning one’s narrative and not being swayed by external perceptions.

Navigating Through Emotional Landscapes

Molly discusses the various emotional landscapes we navigate through in life. She mentions, “I've received a lot of wisdom in my life and given a lot. And so if I was just going to, you know, jot one down on a paper napkin, and I think the reason I chose that was really…”. This reflection underscores the importance of emotional intelligence and the ability to learn from both giving and receiving wisdom. Molly’s approach to emotions is not about avoidance but rather about embracing and learning from them.

Empowerment Through Authenticity

A significant portion of our conversation centers around authenticity. Molly shares her journey of becoming comfortable with her true self and the liberation that comes with it. She says, “if I get introduced as not the typical I'm like, yes, I've already nailed it.” This statement reflects her confidence in her unique path and encourages others to embrace their individuality without fear.

The Power of Personal Narratives

Molly's emphasis on personal narratives is a recurring theme. She talks about the stories we tell ourselves and how they shape our reality. By taking control of these narratives, we can redefine our experiences and perceptions. She advises, “Your paper napkin was what others say about you is their reality, not yours. Why did you share that with me?”. This question challenges us to reflect on the external influences in our lives and encourages us to reclaim our narratives.

Resilience in the Face of Adversity

One of the most inspiring parts of the conversation is Molly’s perspective on resilience. She believes that true strength comes from within and that adversity can be a powerful catalyst for growth. She shares personal anecdotes that illustrate her journey through challenging times and how she emerged stronger and more self-aware. Her story is a testament to the power of resilience and the human spirit’s capacity to overcome obstacles.

1. Own Your Narrative: Embrace your story and understand that what others say about you is their reality, not yours. This empowers you to live authentically without being influenced by external opinions.

2. Embrace Emotions: Learn from the emotional landscapes you navigate. Both giving and receiving wisdom can offer profound insights into your personal growth.

3. Authenticity is Empowering: Being true to yourself is liberating. Celebrate your uniqueness and don’t be afraid to stand out from the crowd.

4. Control Your Personal Narrative: The stories you tell yourself shape your reality. Reclaim your narrative and redefine your experiences to foster a positive self-image.

5. Resilience Builds Strength: Adversity can be a powerful catalyst for growth. Embrace challenges as opportunities to develop resilience and emerge stronger.

In conclusion, our conversation with Molly Booker is a powerful reminder of the importance of self-discovery, authenticity, and resilience. Her insights inspire us to embrace our realities, control our narratives, and navigate through life's emotional landscapes with courage and wisdom. Listen to the full episode to dive deeper into these transformative ideas and start your journey towards a more empowered and authentic self.

What happens when you create a venn diagram that combines discovering your passion with providing unique value and figuring out where your audience is listening? In this podcast, Rand Fishkin, founder and CEO of Moz, believes that is how you find your sweet spot.

As with most entrepreneurs, Fishkin knows a little bit about how failure can eventually inspire success. After dropping out of college in 2001, he began working with his mom at an agency where they offered clients web design and marketing solutions. However, they began drowning in debt, amassing over $500,000 from overhead expenses. In 2004, he started a blog called SEO Moz. “I spent four hours a day writing blogs. For the first year, it wasn’t really attracting anyone or resonating with a particular audience,” Fishkin recalls.

But after a year of publishing blogs five days per week, eventually the audience came: SEO Moz (renamed Moz) became a credible source of information about the newest marketing phase - search engine  . In fact, the blog became so successful that in 2007, he was able to pay off his debt. While discovering his sweet spot took some time, Fishkin notes, “I have not seen someone in the content marketing world where someone was automatically a massive success.

The founder of Buzzfeed had over 11 years of publishing experience before it became what it is today. It’s all about shifting your passions to an area where you can provide unique value.” Additionally, he notes that entrepreneurs should keep their ear to the ground to find where their audience is to avoid choosing the right platform to promote their service or product.

As a public figure and thought leader, Fishkin has a few nuggets for entrepreneurs. First, they must be willing to learn, adapt and change for their audience. Additionally, it’s key to experiment with new platforms without over investing in them, in order to continue to grow and learn. Find out more words of wisdom by clicking the link  ! 

Is there a formula for success? This week’s Paper Napkin Wisdom guest, Geoff Smart - CEO of lead consulting firm ghSMART - proposes just that . Dr. Smart, the best selling author of Who: The A Method for Hiring and the newly released Power Score: Your Formula for Leadership Success, holds a PhD in Psychology and has spent the last twenty years collecting and synthesizing data from over 3000 leaders and their teams.

While most books on leadership suggest that most prominent trait of successful leaders is honesty, Dr. Smart discovered that this wasn’t necessarily a special trait, and that most people (successful or unsuccessful) rated themselves highly in this category.

The Power Score (P x W x R) takes a look at the empirical data surrounding common traits of leaders and proposes that if teams are good at prioritizing, hiring the right people and building the right relationships, they are twenty times more likely to be successful than if they don’t have these traits. The concept was birthed by his publisher, who suggested that Dr. Smart take a more holistic approach to his new book as opposed to just providing tips on hiring as he had for his previous work “Who”. “The formula is multiplicative,” Dr. Smart explains, and akin to an athlete performing in a triathlon -- he or she must be good at all three in order to be successful.

The “P” stands for prioritizing and refers to the need for leaders and their teams to be equally plugged into the top goals and objectives of the organization. According to Dr. Smart, only 24 percent of leaders in the sample were good at prioritizing, while 90 percent said they had too many priorities. Working collaboratively to establish goals and a step-by-step process to achieve them is crucial to the success of any team.

The next letter in the equation, “W”, stands for Who. This value represents the team members themselves and evaluates whether they are all-stars or average from the beginning of the hiring process. To dig a bit deeper, Dr. Smart suggests asking the following questions prior to hiring a new team member:

• What does performance mean? What will it take for this person to be an all-star in this role?
• How was this candidate sourced? Was it a referral from an internal party?
• Am I asking the right interview questions and avoiding any hypothetical statements or situations in the interview?
• Am I selling this person on how great of a fit it is, how much time they’ll have with family, how much freedom they’ll have, the amount of money they’ll make and how fun it is to work here?

Because the majority of managers worldwide only have around a 50% retention rate for the staff they hire, these questions are pertinent in order to ensure the new hire will bring value to their new team.

Finally, “R” stands for relationships. “Simply stated,” Dr. Smart explains, the right people need to be talking at the right time.

Check out the latest podcast and Dr. Smart’s new book to learn more about the formula for success!

Two years ago Rob Simons challenged me to by flipping around the Paper Napkin Wisdom podcast and turning me into the subject and he’d play the interviewer. To launch season 4, he came back to turn the tables once more by interviewing me in today’s podcast. I’ve been thinking a lot since the release of my book, “Your Five Step Plan For Life and Business Success”. As business owners and entrepreneurs, many times we worry about reaching our highest potential, often because we don’t think we are good enough. Thus, my paper napkin for today reads “Make it bad, then make it better. But make it.”

This initially came to me when I created the first draft of my most recent book. I produced it before a keynote I did, and it was just my thoughts on paper. My friend and organizer of the event gave me one requirement in order to speak: they wanted me to give away 100 copies of my book. Having that first draft provided me with the opportunity to improve upon the product.

Let’s go back even further.

In 2009, my personal and professional life was eroding and I was looking for a magic wand to wave over everything. While I didn’t find the wand, I did find something better. And in 2013, I launched Paper Napkin Wisdom. At the beginning, I had no clue what I was doing. It took me almost a year to get the first paper napkin and I recorded everything with $19 equipment. However, while it wasn’t perfect, the conversations we had were still riveting. After doing a few hundred podcasts, of course it improved. Once the process got going, I did 70 podcasts in three months and collected nearly 100 paper napkins. Throughout this process of creating the podcast, I discovered ways to make it better. For starters, being genuine curiosity ended up being the key to great podcasts interviews. Over-preparing took away a part of the authenticity of the podcast. But I had to do it first in order to improve upon it.

“So, Govindh,” you may ask, “how do you go from having a goal to doing it and making it better?” The answer for that lies within the first napkin I ever had on the show, which read, “If you want to learn and grow, you have to do what scares you and do it in public.”

I’ve interviewed hundreds of people over the years and came upon a revelation: many people who achieve great success only do it once or twice in their lives. Because of this, they often unintentionally overlook the process that enabled them to achieve these successes. In Your Five Step Plan, I highlight the commonalities I’ve discovered after talking to the most brilliant minds over the last few years.

1. Multitasking is for computers, not for leaders. In fact, you get an 8x better ROI when you focus on one task at a time.
2. There’s no such thing as priorities. There’s typically only one thing that you can focus on at a time. Deal with that and the rest will fall into place.
3. Your worldview affects your business decisions. To the aforementioned point, when deciding what those priorities are, keep in mind that how you view the world affects how you prioritize.
4. Distilled wisdom is key. If you can’t explain something simply, you don’t understand it well enough.
5. Be accountable. A study showed that people who wrote down their goals are 36.7% more likely to achieve them. However, those who wrote down their goals and provided progress reports to peers were 76.7% more likely to achieve their goals.

I often see time and deadlines becoming barricades to entrepreneurs starting on a specific goal. While timelines are important, they shouldn’t be used to be hard on yourself. As a career coach, Rob encourages entrepreneurs to learn from their process, even if deadlines need to be adjusted.

One of the big challenges I had in the past was not having a subsequent goal after achieving a big milestone. However, in 2016, my biggest goal is to  get this book into your hands in an effort to “save an entrepreneur, and save the world”. I want to inspire each and every one of you to take your ideas and your business further, faster.

Are you ready to embark on this journey?

Listen to the whole conversation:

Shep Hyken is a New York Times and Wall Street Journal bestselling author, a grass roots entrepreneur, and a speaker. He’s a busy guy but he’s focused in a way that makes him effective and efficient.

He’s already been awarded the Lifetime Achievement Award by the American Speakers Association, an incredible feat considering he’s still amazing crowds around the world on the subject of consistently delivering Amazing Customer Service.

In his Paper Napkin Wisdom, Shep shares with us a simple yet profound message. He says: “On successful people (and those that aren’t). Those that do, do. Those that don’t won’t!”

The first time Shep heard the above phrase, the last word was “don’t” rather than “won’t” but there’s a big difference between the two words and Shep believes his spin on it to be more accurate. “Won’t” conveys that we’re stopping ourselves, which is precisely what Shep thinks happens. He believes that some people hold back because they don’t see the bigger picture or don’t look for the positive strategic byproducts that happen as a result of doing new, different things and trying all kinds of different angels. In some cases, he says, there’s something subconscious that keeps people from doing things or it’s simply that they don’t like to try a little bit harder or work a little bit harder. It’s unfortunate, because a little bit of extra effort can make all the difference.

“Someone once told me it doesn’t take much more to go first class,” says Shep. Putting in that little bit of extra effort or that little bit of extra work can make all the difference in an experience and he says it’s what makes an experience memorable. It’s an element that Shep applies to every business relationship he has, but he’s careful not to over commit. He’s learned that in order to be successful and grow you have to say ‘no’ and delegate tasks. Delegating tasks allows Shep to do what he calls staying in his lane: he knows what he’s really good at and he stays focused on doing that. This doesn’t mean he doesn’t expand his efforts or that he doesn’t keep an eye out for new opportunities, but it does means that he evaluates potential ventures in terms of how congruent they are with what he does in addition to assessing how much time and money it will cost him.

Shep says that part of success is identifying the things that you’ve done in the past that worked for you and trying to repeat them. He advises taking a look at what you’ve done from the beginning of your business to what you’ve done now and find the milestone moments, the moments that really made a positive impact in your business. Are there things that have worked for you in the past that you don’t do anymore? Shep says that our attention too often gets siphoned off into the some activity that gets in the way of us doing what’s always worked best. If we take the time to repeat things that have worked for us in the past instead of constantly innovating, we not only save ourselves time, we give ourselves the opportunity to see what strategic byproducts might be right in front of us.

“Things are going to happen that you’re going go ‘ooh, that’s a great idea.”

A strategic byproduct is an opportunity that arises as a result of some sort of current situation.”Along the way things are going to happen that you’re going to go ‘ooh, that’s a great idea.'” says Shep. He shares the example of how, when his speaking business was lagging due to the fear surrounding air travel in the wake of 9/11, a client mentioned how he wished Shep had content he could bring to the company. Considering what his client had said, Shep reworked his content into a training format and did just that. Recently, he’s even noticed that his income from training has begun to surpass that of his speaking engagements.

Shep has a really simple approach to getting stuff done, he just does it. By delegating the things that would otherwise distract him from staying in his lane, and putting in that little bit of extra effort, Shep is able to keep a sharp eye out for opportunity and move his business in the right direction. It’s a method that’s lead him to great success, where might it lead you?

Sean Costello is an entrepreneurial leader who values the right balance of culture and execution. He has founded multiple companies on the principles of patience and curiosity, and works hard to maintain a supportive atmosphere for his clines and employees. This has lead Sean to his contribution to Paper Napkin Wisdom: People all around you want to help, they just don’t yet know how.

In Sean’s experience, real connections become possible when you share with people how they can help you. We are all here to help unlock each other’s people and help each other succeed. In so doing, we ourselves will succeed by realizing our strength. Thinking of this another way, how effective would a sports team be if each player was wearing blinders and was unable to locate their teammates? The metaphor of the team can thus relate to family, an organization, a corporation, or any community of people that is reliant on one another.

The requirement or exercise within this philosophy, as Sean explains, is quite simple. It is about actively asking for feedback while simultaneously making it safe for sharing. Sharing, in this case, can mean everything from concerns to feedback to dreams. This creates an environment of possibilities.

Sean exploration as a microcosm for business - it cannot succeed without the appropriate amount of process, planning, preparation, and simulation. This has driven his fascination with the space program, while also helping him meet and develop a co-mentorship with someone he calls “Young Astronaut Abby”. Abby shared with him, in their first meeting, her dream of being the first astronaut to Mars. Sean challenged Abby to continue with and develop that dream, rather than dismissing it as childish whimsy. She has since spoken on a Ted X stage about acting and dreaming big, and leveraged her dream into other examples of success. This was able to occur because she shared her dream with Sean and gave him the awareness on how she could be helped.

Another example is quite personal for Sean. When his grandfather was about to turn 100, his family was flying into a remote town to celebrate. Sean wanted to offer him something unique to help him with that celebration, so on the flight there, he shared with the pilot the location of his grandfather’s farm. The farm happened to be near the airport, so Sean simply asked for a fly by. The pilot, of course, was more than happy to oblige and Sean was able to take photos of the farmhouse as they flew over to share with his grandfather and elevate his birthday celebration.

This is all to say that Sean enters every transaction, regardless of the situation, by sharing how he defines success with the other participants. For example, he was able to convince a customer to pay up front for a full year by offering a reduced price, all the while that up front cash was also helping Sean to succeed by providing him with financing.

In Sean’s experience, the best approach to relationships is to start by thinking “what do I need to do for them” rather than thinking “what do I need to demand”. The result will be more fulfilling for both parties.

For more than two decades, Alex Charfen has been creating and testing business philosophies specifically geared towards entrepreneurs. Alex has been an entrepreneur himself during this period, and has developed the Entrepreneurial Personality Type to help business owners grow their business and themselves. He has contributed to numerous major media outlets and brings his core philosophy to Paper Napkin Wisdom: “There is nothing wrong with you.”

Alex’s contribution stems from an observation that whoever has stood out in history has always had a restlessness - something that people constantly told them was a weakness. Ranging from the original great thinkers of Athens to Einstein to Buffett, opposition to this type of innovative thinking has always originated from a resistance to change. In the business world, entrepreneurs represent this archetype because we are highly susceptible to negative criticism.

At every level of business - and especially when starting out - the message is “fix yourself.” In Alex’s experience, however, entrepreneurs must discover how to identify strengths and abilities, develop protection and support, and lower pressure and noise. You may be surprised at how rapidly these efforts help in accomplishing your goals. Alex even goes so far as to recommend leaning into your personality (as opposed to tempering it) and make it a more prominent part of your business.

From the work Alex has done with entrepreneurs, he has identified three awakenings that each of us experiences: 1) a realization that we are fundamentally different, 2) an innate motivation to keep going, 3) the call of contribution. The first stage begins at an early age by learning “what is wrong with me” through systemic suppression and fear. This eventually grows, however, into learning how to get ahead, and learning that self improvement often requires breaking systemic rules. The next evolution becomes “how to get my partners and team ahead”, which finally results in “how to contribute and help everyone.” Think of Bill Gates as the perfect example: someone who began is career as selfish, driven, and cutthroat, but developed a philanthropic, generous spirit of contribution.

Entrepreneurial personalities tend to prefer momentum to feeling - forward vs backwards as opposed to happy vs sad. As such, chasing momentum is more rewarding than chasing happiness. Entrepreneurs tend to be momentum-based or highly attuned to whether they’re moving forward. As Alex describes it, pressure and noise = stress, frustration, obstacles, regardless of size. Protection and support comes from surrounding yourself with people who help you move forward.

Complete the following exercise: think of a time when you experienced a high level of momentum. What were you chasing and how are you tracking your momentum? Who contributed to you and who have you contributed to? A perfect example of this formula is Rick Hoyt: a person who, with the help of his father, family, neighbors and friends, overcame a physical disability to develop strengths and abilities, and eventually make a contribution through inspiration.

John Spence went from being kicked out of college with a D average to becoming CEO of an international Rockefeller foundation and reporting directly to Winthrop P. Rockefeller III just a few years later. This turn around wasn’t an accident, it was something John did by maintaining a focus on innovation, personal growth, and a thirst for learning. As an entrepreneur, he has worn many hats, but has always maintained that focus on innovation. This is the inspiration for his contribution to Paper Napkin Wisdom: “II > EI”. Simply put, the equation means that to be successful in the future, the rate of internal innovation must exceed the rate of external innovation.

In the entrepreneurial world, when everything around you becomes unstable, internal innovation is required in order to maintain (or grow), especially considering the speed of change around us. Entrepreneurs know in their core that in order to be successful, we must out-innovate, out-create, out-experiment, and out-deliver our competitors.

The pace of innovation is faster and the scope is broader (global) in every industry, sector, and marketplace. Consider the modern smart phone: in 1982, to purchase something that had every capability that a smart phone currently has would’ve cost $3.2 billion dollars (with a B!) and been the size of two tractor-trailers. An iPhone now retails for $700 and fits in your pocket. In 10 years, you may be able to purchase the same capabilities for $5 at the size of a human blood cell.

The next question that most entrepreneurs will ask, according to John, is regarding intellectual property and the protection of ideas. While the open source economy is rapidly developing, the protection of intellectual property will require a heightened attention on process. This means a powerful commitment to continuous, daily, incremental improvement. In John’s experience, this also requires convening with like-minded individuals to bring new ideas and provide support (the oxymoron of personal connection in the face of technological disconnect).

In that vein, John’s work has provided him with relevant analysis on the younger generation of today’s workforce and produced surprising results. The so-called millennial generation values the opportunity to do important work, work with cool people, and make a difference. This comes from the realization that you can Google an answer, but not a question - it cannot ask you a question and cause you to think critically. The correlation for entrepreneurs is that the success of your business, regardless of size, is directly determined by the quality of the people that you can get, grow, and and retain. Even for “solo-preneurs”, this means your personal network - people who can challenge you and help generate ideas (the process is likely to be 90% give, 10% take).

From similar analytical findings, John’s research shows that the qualities people value most in leadership are asking great questions and the ability to listen. When listening to your key players, ask yourself the following: What does that mean to me? How can I use that? What can I do right away? Similarly, according to John, you must be bold enough and curious enough to explore different industries as a new source of learning and growth.

When thinking of this kind of exponential growth, consider this analogy: which choice you would make if someone offered you either $1 million immediately, or 1 cent that doubles every day for 30 days? The long-term satisfaction of the latter is a perfect microcosm for John’s philosophy on internal innovation.