In this episode, I dive into Working Backwards: Inside Stories and Secrets from Amazon by Colin Bryar and Bill Carr, focusing on two of Amazon's most influential management ideas.

First, I explore the Working Backwards process—Amazon's practice of starting with a future press release and FAQ before building a product. Instead of asking, "What can we build?" the process forces teams to answer, "What would customers actually be excited about?" I discuss why writing clarifies thinking, how the PR/FAQ uncovers weak ideas early, and why this framework can be useful far beyond large tech companies.

I also talk about input vs. output metrics, one of Amazon's core operating principles. While most businesses obsess over outcomes like revenue or profit, Amazon emphasizes the controllable inputs that actually drive those results. We discuss how identifying the right input metrics can lead to better decisions, faster learning, and more consistent long-term execution.

Whether you're building a startup, launching a product, or simply looking for a better way to make decisions, this episode explores practical lessons from one of the world's most influential companies—and how you can apply them to your own life + work.

Buy the book (affiliate link): https://amzn.to/3SydyqF

We all know how hard it is to change our own behavior—and even harder to convince someone else to change theirs. In this episode, I explore two surprisingly effective ways to work around the ego, reduce resistance, and create real behavioral change.

Along the way, I compare two competing models of personal development: the popular "be, do, have" philosophy that focuses on identity and breakthroughs, and the "do, have, be" approach championed by thinkers like Alex Hormozi, where action comes first and identity follows.

Whether you're trying to improve yourself, influence others, become better at sales, or simply have more productive conversations, these ideas can help you sidestep defensiveness and make change feel less threatening.

Episode Description

I recently challenged myself to make 100 cold calls in 3 days—targeting dental offices, gyms, physical therapy clinics, and veterinary practices. In this episode, I share what actually happened, what surprised me, and what I learned.

If you're starting a business, I make the case that every founder should do 100 cold calls before worrying about websites, logos, or marketing strategies. You'll learn more from talking to real prospects than from weeks of "research."