Never split the difference | Chris Voss | Talent Connect 2019 (CC)

what superhero did you want to be when you were little you may think about that what superhero did you want to be I want to be Batman right I want I really want to be Batman and I'm the son of Richard Joyce basche mullahs in Iowa small town and I was 7,000 people and my mom at the time was a stay-at-home mom which the world has now come to recognize how difficult of a job that was but a small town in Iowa so she bought you know she would stay home stay at home mom's did back then was um I want to be Batman so she went to the local sewing store you know bought the material but but little the cutout patterns and made ones little cows for me in a Batman mask and a cape and I can remember running around the house and run around the yard is Batman you know but that doesn't work out that well as a grownup right when you begin you know try to imagine that Batman's dating profile what would you say you know where's the mask has issues all right so instead I became an FBI agent so a little bit more about what I've been as an FBI agent I was the FBI's leader in an actual kidnapping negotiator what does that mean that meant that anybody any American got kidnapped anywhere in the world it was my job to get him out and you might ask yourself how often is the FBI's lead international kidnapping negotiator busy well it's a big world and a lot of Americans do it stupid things so I was busy a fair amount of the time but I had to learn the key to negotiation in which I had learned about kidnapping negotiation is it doesn't matter what it is to you the issue is what is it to the other side kidnapping to us is a horrible thing somebody's family member got tagged taking that life is being threatened to the other side you don't want a kidnapping negotiation this is the other side another day at work said job the first time I showed up to get the the training to to become an international kidnapping negotiator specialized training I expected you know they were gonna teach this you know voodoo spells secret handshake said I know what we're gonna learn my colleagues stood up in front of us and said in any country that you go onto you gonna find out that there's gonna be an expected initial demand there's gonna be percentage that they expect to settle for and there's gonna be expected amount of time that they think the kidnapping will last I don't know what's occurring to you right now but I grew up you know my father was an entrepreneur II had a small business and I always took an entrepreneurial attitude business attitude towards everything I did and I sat down I thought he just described a market and the commodities human banks which initially horrified me but then I thought it's just the way it is to them to them it's a market to them it's a business kidnapping is a business whatever country that exists in it's a business now most of most of the industries most of the markets in the world they Maghreb and Americans by accident usually if they grab an American it's a dual national they don't know they've grabbed an American how is that possible you know cuz we assume that in the movies like Americans that look like me you know clearly obviously American were the targets but we're not they grab Americans by accident how is that possible we pick on the people in the front row cuz you guys got the most comfortable chair right mess right here you're an American citizen how'd you get your citizenship you're immigrated from where excellent so you did it the hard way because you got to jump through a lot of Hoops to get your citizenship what about the young lady sitting right next to you no yes you're from Ecuador are you an American citizen how'd you get your citizenship do your father would and how does that happen did it the hard way you know how I got my citizenship I was born in how many countries in the world are you citizen to that country simply by being born there do you guys know I you know I grew up in Iowa I didn't know I thought it was a natural order of things that that was the way it should be worldwide it's argued that there it's argued and then I'll clarify it a little bit that there are two developed nations US and Canada the only developed nations issue will not one country in Europe where you citizen to that country if you're born in that country simply by being born just Soleil I think is the Latin means right of the soil as it turns out it's largely a legal idea if you will of the Americas most of the countries in north and south america your citizen to that country if you're born there but it becomes an issue with dual nationals because and in haiti in particular because at this time he was a revolving door of kidnapping haitian moms and know that the very best gift they could possibly give their child on a child's literal first birthday is a gift of american citizenship and rights and privileges that that conveys simply be born an american you have those of us born with that without even realizing it will give them an advantage over probably ninety percent of the rest of the world the united states wouldn't even be discussing a wall if American citizenship wasn't that big of a deal so Haitian moms one or another want to give their child that gift on a child's literal first they legal they're illegal the finding their way through American soil and that's why so many Haitians are dual nationals because they were born in America and their mom found her way there that's why so many Americans are being grabbed in Haiti at the time I remember talking to remember the press said if so many Americans are getting grabbed why is it making the press we worked three four kidnappers a week well what's the first rule some days something's in the media if it bleeds it leads people aren't getting killed we're doing our job so 12 year old boy gets grabbed in Haiti and the kidnapping I get the call now the business model again you got a in any given negotiation your negotiations regardless of who it's with it's not what's on the line for you what's on the line for the other side it's a business in Haiti and like any businesses they have a division of labor commodities human beings they have people that require the commodity there people who transport the commodity there people that store the commodity there are people that negotiate for commodities release many of you've seen the movie man on fire with Denzel Washington by the way Denzel Washington played me or a version of meeting about three movies he doesn't call they just write I don't get to go over the house I get any thanks put a man on fire pencil negotiated with the voice the voice his job was to negotiate kidnappings that's what he did for a living so the business model in Haiti at the time who was a I were and this was Haiti before the earthquake and I will tell you I was impressed with the business model was a great business model contact the car with more than one person in it let one of those people go you just handled your marketing there's no notifications necessary they knew each other well enough to ride the car together when you love what I'm going to say hey Jim you got kidnapped you look kidnappers again Jimmy you've pre-qualified your customers they got money for a car and gas in Haiti it's a poor country they got money for ransom now here's the best aspect of this business model which I love the genius part of it what happens if you grab the one person in that family that nobody likes you got a car you can get paid no matter what - perfect transaction so 12 real boys been grabbed in Haiti he's an American citizen nobody else on his family is his father knows as an American citizen his son was entitled the help for the United States government he goes to the local State Department it says my son's assistant he's been kidnapped and the State Department says yeah yeah it's gonna be there to help you I don't know what will go through your mind remember your family got kidnapped and you were told the FBI was gonna be that help yeah I could imagine to some degree you'd probably imagine maybe 15 minutes or so later you're gonna hear her on the front door and these guys are beating maybe again an FBI hat but instead about 15 minutes later he gets a call from some guy named Chris Wallace in Washington DC and he literally says to me on the phone you're in Washington DC how you gonna help me now how long have I got before he hangs up the phone you and me I'm sorry second town many Sagan's 10 roughly you or me what do you say what do you say if you're in my position what do you say I will do everything in my power how different is this from the interactions you're in every day anytime first of all the most dangerous negotiation is the one you don't know you're in afterwards I want or I need or will you are coming out of your mouth you're in a negotiation and every one of those negotiations when you have an ask when you're looking for collaboration when you're looking for help from someone which is a negotiation how often is the other person not saying themselves how you gonna help me that's nature human interaction and not ever you know we in fact are thinking what's in it for me not in a mercenary sense but we're hardwired to collaborate as a species as a species our ancestors would descend it from collaborated the caveman who didn't collaborate died alone in the dark those that collaborated did were hardwired to collaborate as human beings and part of that is we want to quid pro quo we want an interaction we want reciprocity we know that person that we're about to help is gonna help us and we're all saying how you gonna help me and we all have the same amount of time that I had with this father on the phone whether you recognize it or not you guys know the dad on how long it takes to make a first impression seven to ten seconds same amount of time that I've got with this father but that's not just first impression that's ongoing interactions you know people's attention span isn't any less than it was 30 40 years ago it's just that it's more visible with the phones but you see pictures from people riding trains 50 years ago everybody sitting there with their face in the newspaper looking at the window we're still pretty much the same as we've always been there aren't any huge changes in human nature one human nature wiring if you will it's just what people are saying themselves and all interactions the same amount of time with everybody what you say what do you say how are you gonna help me I will tell you as we work our way through this brief period of time we have late this afternoon there's two things I want to get across you first of all let's take the word compassion and sympathy out of empathy let's make empathy just articulating our understanding of what the other side is thinking it requires no sympathy or compassion empathy is a very compassionate thing to do but it's not a necessary element of exercising it to be able to see what the other person is saying take Stephen Covey's guidance from way back when seek first to understand then be understood and just ramped it up a notch and see for us to demonstrate understanding in order to be understood and hardwired collaboration hit the hard wires that we all have inside us to collaborate because they're there the only reason people are not collaborating is not because it means scared people's fears get in their way far more than anything else how we break down those fears now the reason why I got this father in Haiti to collaborate with me because I did it wrong before the second part that I get to a little bit in the talk I'll talk about a kidnapping and worked in Philippines first time in the Philippines I'm in there at the express invitation of the American ambassador to the Philippines asked me by name as well as the head of the FBI and the Philippines have asked for me by name my name as US government's expert on kidnapping negotiation and get walked over to room the heads of the Philippine government are there the president was the only person from the head of the government that's not there and the only reason the president is not there is his personal advisor is Secretary of Defense the head of the Philippine National Police a number of other military people and if someone stops to say hi say how you gonna help us and I take this as the opportunity to trot out my resume FBI age lead international kidnapping negotiator remember in New York City NYPD FBI jaw terrorist task force for 14 years one of the Attorney General's Award for Excellence in law enforcement the FBI agents Association Award for distinguished exemplary service not only do I know the book that they teach from a Quantico I wrote the book that they teach from a Quantico and I could tell you that they were suitably unimpressed [Music] they may as well have yawned in my face why is that and this is something that you guys already know is true why were they unimpressed because a resume correlates loosely with whether or not somebody could do the job loosely if a resume correlated exactly with people being able to do the job there would be no HR people would show up slide their resume across the table and I'd say you're hired and they keep their jobs so your resume correlates loosely what I say that father here's what I said to the father all right hey see kidnappers are not killing kidnap victims these days I realize it's really stupid because they kill each other at the drop of a hat but they're not killing kidnap victims now today is Thursday and Haitian kidnappers love to party on Saturday night if you say the things I want you to say when I want you to say them we'll have your son out late Friday early Saturday morning she said tell me what you want me to do and we had a son out Saturday morning so what was the gist of what I said because of two things that I had to establish in at 7 to 10 seconds which is an ongoing issue are the two things that you consistently have to establish with your counterparts trust exactly what else somebody said confidence I would ask you now a lot of people think that and it's that's very common its competence would you rather have a confident plumber or a competent plumber haha as a matter of fact at some point in time with little leery of confidence because we've been let down by people who are enormous ly confident we put our faith in them and we find that they didn't know what they were doing trusting competence so did I give that father any answers interesting when you look at what I said one of the things I didn't do was give him a single solution what I did because the next thing people say to themselves regardless of what your interaction is after they say to themselves how're you gonna help me the next question is do you have any idea what I'm faced with and what I did was I led up to that father exactly what he was faced with I'd laid out the challenges that were in front of him and the slightest amount of insight into those dynamics in terms of the timing and these are external social pressures that we all have and it's a recognition of what represents to you a counterpart the equivalent of a Saturday night for kidnapper because you all know that those issues are there they impact you try get something done on Wall Street in August not happening even harder than Wall Street tracking some done in Seattle in August any of you that are familiar with Seattle you're like yeah you're gonna get me to do anything I'm out fishing in August that's the only good month we have the whole year [Music] so these external dynamics these social pressures to plan all of us because we're human beings exist everywhere and it's a simple recognition of that seek first to understand then be understood seek first to demonstrate an understanding in order to be understood I demonstrated an understanding of his challenges here's what you're up against the other person is gonna give you the magic two words that's right but they're gonna correct you the session I had earlier today do not understand underestimate the value of being corrected a lot of people hate to be corrected because they find it very embarrassing they think it makes it look stupid and there are a number of things that it depends upon which side of it you're on as to how you feel and the differences are massive because while you're embarrassed of being corrected and we teach people to be incorrect corrected intentionally a lot the other side what person doesn't love to correct it feels so good to correct somebody it might as well be one of the seven deadly sins somebody corrects you three or four times they need to go smoke a cigarette it felt so girly and more embarrassed by it but the other side enjoyed it so much what they want to do is they want to continue the interaction because when you're correcting your guard is down you feel like you're collaborating and you feel like the other person is listening to you and that's why we're on a regular basis we teach people to do it on purpose because the other thing that happens when somebody's correcting you there's a really good chance they're gonna blurt out stuff that they would never say otherwise because they feel so powerful in the midst of doing it which also means that if they shared information with you that they shouldn't have they're not going to regret it because people don't remember what they said they remember how they felt when they said it and that's one of the keys for a great ongoing relationship because you're using deference this hostage negotiators were deferential everybody likes deference the power of deference is phenomenal sue a different differential with everybody these are the emotional intelligence hacks that speed up your collaboration it save you time now the other thing I didn't do is I didn't get the father to try to say yes once now they didn't LinkedIn didn't tell you in advance but this is what this kind of a meeting is I know you guys are all yes addicts it's one of those meetings this is yes anonymous you knows me as I stand in front of you hi I'm Chris I'm addicted to yes and you guys go hi Chris [Music] some of you have been to those meetings and oh yeah but we love yes yes it's just like we get enthusiastic when we hear yes but what happens when somebody's trying to get us to say yes we get leery well there's a hook there we always wonder what the catch any point of fact there's still some nonsense out there that I'm glad is out there because it will always make the training provided by my company the best training ever because we understand how bad this is there's something out there called the yes momentum or momentum selling you get Google it tonight and you're gonna find it and it's gonna say eat yes is a micro agreement and it's a tie down so get them to say yes to something a little would you like to make more money would you like to live in a big house would you like to travel the world and stay in 5-star hotels come to the LinkedIn conference [Music] wait a minute hold on hold on you know there's a hook there you know there's always a hook and there may have been a time when this was okay but the problem is everybody is yes battered at this point every used car salesperson has learned this every swampland seller has learned this every coupon book sell it with a coupon book cost you 25 dollars it's supposed to be worth $50,000 I still got one of those in my desk drawer at home that I bought when I was 18 and we can't yes batter now that those of you in the room the majority of you when you're trying to get it yes you're doing it respectfully you're not trying to push anybody into a corner you say yeah but I'm not I'm not trying to trap anybody so it's okay that I do it well here's the problem what happens if you try to hug a battered child they still flinch so the first part that I'm trying to get you to do is you can get this tattoo if you'd like but get out of yes and instead here's an example Jack watch former CEO GE he's doing a book signing in Los Angeles I'm there to go to the book signing at the time I'm still teaching the USC I want to ask Jack to come and teach come and speak to my class at USC how many people try to get Jack Welch to say something at their book signing all of them hey Jack you want to come to the house hey it's my kids birthday hey you lost my product I know this is going on and I know what an impact and I actually know what the opposite is so I walk up to Jack walks online of 300 people everybody trying to get his attention I got 7 seconds with Jack I get time to say one thing I say is that a ridiculous idea for you to come and speak to the negotiation class I teach a USC and he looks at me and they look something to the left I think it's this really intense scowl on his face he doesn't move and I think I just killed Jack watch she's not a young guy right he looks like he had a stroke he's gonna follow her dead we doesn't die initially I'm relieved but then he hears on a freeze and I think he's gonna start going stirred finally looks at me says this is my personal assistants name this is special Twitter account we have set up to communicate with her I will call her and tell her who you are I think we're gonna be in Los Angeles in the fall if we are we'll come in and speak your class 1 calibrated no is worth at least five yeses you like yes see what happens when you intentionally trigger no any one of your s Co students can be switched to is it a ridiculous idea are you against do you disagree is it a bad idea have you given up on you'd be stunned at what people will say no to stunts that's one of the accelerators now what if getting them to say no is not enough here's where you go you need to get people say that's right that's right so what people say when they feel can completely understood and they don't know but every time somebody says that's right to you a small or a large bond of empathy has been built between the two of you they're confirming to you they feel empathy from you and either smaller big doses varying degrees every one of those is an indicator that you're satisfying Covey's guidance from way back see first understand so it could be understood does empathy work on social past this is an American overseas doing something stupid this is a sociopath that's got him this is a negotiator I am coaching we're going back and forth for months over the ransom demand a ransom demand is ten million dollars ten million dollars ten million dollars but it's not for ransom is for war damages for five hundred years of oppression from the Spanish to the Japanese to the Americans of violation of fishing rights to the economic harm over five hundred years and right now you guys are saying to yourself this is why hostage negotiation has no relevance to my life because I was never in a debate with somebody who brought up stuff in the past that was no longer relevant and we're going back and forth on this for months so finally I tell my guy we're gonna get a batch right out of the sociopath today you're gonna summarize his perspective again there's nothing about their perspective being accurate and you have to throw in the stuff about you that's bad in order to get it that's right so you're gonna summarize his perspective 500 years of oppression from the Spanish to the Japanese to the Americans and the current government is just a puppet government that's held up by the latest colonial invader the in the Americans anyway in violation of the fishing rights an economic harm and more separate nation anyway were Morrow's when I Filipinos we've been oppressed for over 500 years and I told my guy to lay it on thick and if you don't feel like you're laying the other side's perspective on thick you are not laying it on thick enough and my guy lays it out and I don't know how long he went on but he finally finishes and he hesitates and he stops there's a moment of silence and the sociopath on the other side says that's right and they sit in silence for a couple more minutes seconds and my guy says let's talk again a few days I say okay hang up the phone and the $10,000,000 went away it was never mentioned again went from ten million to zero and then that's right moment and the moment we demonstrated understanding the other side kidnapping took a couple Twitter more twisted turn over several more months and on Maundy Thursday the Thursday before Easter the night Jesus praying in Gethsemane our hostage walked away just walked away leaving the kidnappers with nothing the military flew down notified I said he was out we flew him back to a night it's I'm back in the Philippines about three-meat weeks later on another kidnapping I cannot back up with my guy he says you're not gonna believe who called me on the phone who calls you the terrace what'd he say he said have you been promoted yet I don't know what it was that you said to me on the phone you're really good at what you do I was gonna kill the American he kept me from doing it understand this is coming from a guy who lost everything he said they should promote you hell no in that moment he called to tell the guy I coached were good I felt respected by you I deal with you again that the strength of the response of completely hearing the other side I'm not a green thing any of it just hearing it out and let him know that you are all right so we'll get into a Q&A really quickly we'll have a couple moments for that not a lot of time first of all by the book by my book you will stay in 5-star hotels and travel the world at least I will if you buy enough copies [Applause] it's all about me what are you gonna do for me right go buy the book be them and then the newsletter short sweet and concise it comes out on Tuesday mornings it's free there's a colleague of mine in the FBI to you like say if it's free I'll take three a lot of people get a long way with just a newsletter in the book accidental short concise information if you send the text message in don't let your spell check make it two words FBI empathy make sure it's one word we put a lot of free stuff out there a lot you are gonna get a long way which is the book and the free content that we put out there avail yourself of that first we have a lot of other stuff and some of that stuff if you would have come to one of our one-day training sessions nobody that comes to that session hasn't read the book because you're gonna be in over your head if you don't those are high-speed sessions for people who really want to take it to the next level you can get a long way with just this alright we got a couple of moments for Q&A I think their microphones on either side of the room but after we do a little bit of Q&A then I have a short video to show you before we get out of here so anyone want a venture question besides how does a guy from Iowa sound like he's from New York yes you have a question now that I'm gonna ask you to go to the microphone it's over there so that everybody can hear your question because there's pre good chance somebody else is thinking the same thing hello crease I'm one of your fans my name is Veronica Carrera from LinkedIn and I think there are a few LinkedIn people who absolutely love you here I so thank you so much I read the book I love it I feel like I have to read it again and again there's one there is one concept and you talked about the Black Swan right how do you get to understand what you don't know yet can you expand a little bit more on that on as far as the technique or the strategy huh and and help us understand make the connection to business sure all right so Black Swan is a piece of information that didn't you didn't have going in that you discovered through the process they changed everything now I would ask you this and then you give a negotiation you're in when is there not information that you're holding back when are you not hiding cards was there not something about the circumstances that you're concerned about letting the other side go because you're worried about leverage or vulnerability or them being able to have have an advantage over you pretty much all the time right and you're holding them back because it's important but if that's the case for you it's also the case for the other side so what will bend your brain a little bit is like not only what's the other side holding back but what's in the overlap how do we know when this stuff overlaps it was filmed for a documentary not too long ago and we were talking about this they said yeah we assume that that's the case when we do documentaries when we do a documentary they said we have with all the working hypothesis which means things are gonna change as soon as we start to shoot and anybody with any experience in documentaries they call them happy accidents they say we're always gonna find out stuff to take the documentary to a new level and in the direction that we didn't expect a Black Swan is a happy accident they are holding stuff back they're holding it back as they're scared they're only holding it back because it's important and they're holding stuff back that they don't even know is important which is why you want to get into the conversation because when you start getting that's rights out of people they start blurting stuff out you go like holy mackerel it's gonna make all the difference in the world so black swans are the happy accidents that you uncover through great collaborative interaction yes hi Chris my name is Andy Storch I host a podcast called the talent development hot seat and I think it'd be a terrible idea for you to let me interview you that'd be crazy what why no somehow I feel strangely compelled to I know what it is great I also have a question I've read your book and following up on what you talked about today you talked about the importance of demonstrating understanding right and also the power of letting people correct you so what's the balance there between you know showing that you understand you're competent versus maybe making some mistakes or not being as competent so they can correct you on something well the big issue is not being afraid to make mistakes you're not gonna get it exactly right so instead of keeping your mouth shut and being embarrassed by it take take wild guesses take educated well to guess this emotionally intelligent wild guesses I don't know when you guys whenever you go back you go back to the airport when you're when you get ready to get out of here you can look at the person behind the connor and know what kind of a day they're having you walk up to them and say tough day they look like it they're gonna appreciate that you take a read of what's going on people give you massive amounts of information before you even approach them so being able genuinely takes some wild guesses and being willing to be wrong and it's a great way to practice as well and you need practice thank you alright so here's what I'm gonna do cuz I talked a little bit longer than I originally planned I got a video speaking of making mistakes I get a video show you it's a very important video about preparation and what great preparation will help you do a proof of life video that's what they're called the ultimate good news bad news story if you're ever unfortunate enough to see one today hot today's high stakes rescue mission in Columbia ended a drama that isn't dragging on for years Kris Voss is the former FBI lead international kidnapping negotiator he worked on all right sometimes of preparation here what do you think my principal preparation is should be the lighting it might be a little hard to see but the hair in the side of my head is sticking out so it's the first time I was ever on CNN which kind of blew me away but it's not Anderson Cooper you know I'm from Iowa they're more people watching this Anderson Cooper on CNN they're the time I grew up it so I'm excited to go in there I'm gonna learn stuff like I'm gonna find out from at last I'm gonna find out do they have a green room and is it green because I'm from Iowa what practical people in Iowa you got a room in your house called the green room that's got to be green why would it be the green room well I went in they took me to the green room it wasn't green okay so they're not for a while then you know where you go after the green room makeup I remember the first time I sat in that chair and it really pretty ladies putting makeup on my face and I was thinking my father's rolling over in his grave right now never thought a son of wear makeup so I have to make it you go into the studio you're not actually in the studio with Anderson you're in a side studio which is actually a large dark closet they have a light to change right your eyes they say that's the camera look at the light talk to the light that's talking to Anderson down at the left as a monitor they say the monitor is gonna show the program and it'll come on when we go when we go live you want it off or on I said leave it alone I never saw me on CNN before watch this leave that on so we've just gone live and I'm looking down to the monitor and I see my hair sticking out and I am perplexed and the worst part of it is the monitors a mirror image I don't know which side of my head but I'm a negotiator I work on a pressure I generate options I isolate problems so the first thing I'm gonna do is figure out what side of my head the head sticking out so this case from the beginning until his retirement just last year he joins me now Chris this is got to be kind [Applause] for some reason I thought moving my head around they were like wave and I'd be the fear you see for the look on my face and thing like so I'm feeling pressure right you know I mean like here people there more people watching sick people know my mom I'm gonna watch this they're gonna call on a phone they're gonna say your son doesn't even know how to comb his hair he embarrassed our small town in Iowa so I got to figure out what I can do one of my officers like I probably can't go with two hands because then I look like like one of the Three Stooges I probably can't lick my hand I'm trying to excite what to do trying to sign out and make my move a remarkable day for you to be so Anderson Cooper's hair is perfect it's not fair you know I'm sure the producer went hey hey let's go split-screen let's make sure but he sees up their voices there's Venus and Cooper could be in a hurricane his hair wouldn't move sad feeling and there's a little extra snow on my face here now too now I can see this so I'm trying to decide you know I got to make a move I'm feeling extra pressure now I'm looking bad and you know people are gonna call my mom it's like that kids jump rope game with two ropes with double dutch where you know you got how do I get in when do I go in everybody come on come on let's go let's go closely involved in this and to finally [Applause] you see kind of a sick look coming across my face the realization is a d it come for Forge dammit all right what's the point the point here is you'll make mistakes at the people you interact with I made this mistake we finished out the interview on CNN they didn't ban me for bad air it was on for a bunch of more times after that you'll make mistakes with the people that you deal with you'll make mistakes with them the straw that broke the camel's back is never capable of doing it by itself as long as your overall approach with everybody that you deal with colleagues people above you l'chaim people below you in the chain loved ones as long as your approach is to genuinely understand that genuinely hear them out to make them feel respected and understood everybody you deal with separate from the outcome everybody you deal with when you're done will look at you and say well good well good I deal with you again thanks for spending time with me

Channel: LinkedIn Talent Solutions

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Id: q9-3STZ8q5A

Length: 42min 56sec (2576 seconds)

Published: Wed Oct 02 2019