Check out an excerpt from the transcript for The Social Capitalist interview featuring Mark Magnacca. Check out Tahl Raz’s post on the interview here. You can access the audio recording here. Here’s the full transcript: Social Capitalist Transcript – Mark Magnacca. Enjoy!
Mark Magnacca: The set-up of this story of these two questions is from the meeting that Ronald Reagan had in Geneva, 1985 with the then Soviet Premier Gorbachev and one of the ideas inherent in this is understanding timing and having an actor sense of timing of being able to deliver the right question in the right way at the right time. So, Reagan sitting in this meeting, it was a historic meeting, the first time they’ve ever met and as you may recall at that time, United States had more than twenty five thousand nuclear warhead pointed basically at the Soviet Union, they had an equivalent number pointed at us and Reagan was there and he discovered in his own mind, that for him to walk out of that meeting with the 10% reduction in nuclear weapons was a complete fraud because whether we could blow the world up about 10 times over or 9 times over, it really didn’t make any difference. So, the certain point in the meeting Tahl, he looks at Gorbachev and he says, “how would you like to take a little walk with me outside and get some fresh air.” That’s not an accidental question. That was a pre-meditated question and within an instance, Ronald Reagan was on a video, one of the final videos on 60 minutes telling the story he says, “in a second, Gorbachev jumps up and says, “da” and out they go with Gorbachev’s translator, they walked down to a little cottage which Reagan had the fire burning and he had had warmed up and everything and he sits down and he says to Gorbachev, he says, “Mr. Gorbachev, we’re not armed, we’re not armed because we don’t distrust each other because we’re armed, we’re armed because we distrust each other.” He said, “why don’t you and I spend a little time now to get to know each other and see if we can work out that issue of mistrust.” In 60 minutes of them talking, they start walking back up and Reagan had another question, he says on the way back to the meeting with all the diplomats which they left alone, he says to Gorbachev, “why don’t we agree that we will have a summit in the United States next year and I’m inviting you to come,” and Gorbachev says, “I accept,” and then Gorbachev asked similar question, he says, “why don’t we agree that the following year the Summit will be in the Soviet Union.” These two men walked back into the room, the diplomats had made no progress whatsoever and Reagan announces that these two guys have just agreed to do two Summits of the next two years. It all changed because of the questions, so to bring that down to from geopolitical level to the person listening. Here are two questions that you can ask in the spirit of Reagan’s questions. The first question, you have to practice saying it and write it down preferably would be this: I would say to you Tahl, Tahl what do you see as the biggest opportunity to grow your business over the next 12 months, and then I would pause.
Tahl Raz: Let me answer your question before that. Do you think most people have a, most customers you dealt with have articulate answers for that? Continue reading