How to find the person who can help you get ahead at work | Carla Harris

473,039 views ใƒป 2019-01-09

TED


ูŠุฑุฌู‰ ุงู„ู†ู‚ุฑ ู†ู‚ุฑู‹ุง ู…ุฒุฏูˆุฌู‹ุง ููˆู‚ ุงู„ุชุฑุฌู…ุฉ ุงู„ุฅู†ุฌู„ูŠุฒูŠุฉ ุฃุฏู†ุงู‡ ู„ุชุดุบูŠู„ ุงู„ููŠุฏูŠูˆ.

ุงู„ู…ุชุฑุฌู…: warda saad ุงู„ู…ุฏู‚ู‘ู‚: Nada Qanbar
00:12
It was the spring of 1988
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ููŠ ุฑุจูŠุน ุนุงู… 1988
00:16
when I had the aha moment.
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ุนู†ุฏู…ุง ุนุดุช ู„ุญุธุฉ ุงู„ุฅุฏุฑุงูƒ ูˆุงู„ูˆุนูŠ.
00:19
I was at my first roundtable,
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ูƒู†ุช ููŠ ุฃูˆู„ ุงุฌุชู…ุงุน ู„ูŠ ุนู„ู‰ ุทุงูˆู„ุฉ ู…ุณุชุฏูŠุฑุฉุŒ
00:22
and for those of you who don't know,
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ูˆู„ุฃูˆู„ุฆูƒ ุงู„ุฐูŠู† ู„ุง ูŠุนุฑููˆู†ุŒ
00:24
the roundtable was a very commonly used phrase on Wall Street
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ูƒุงู†ุช "ุงู„ุทุงูˆู„ุฉ ุงู„ู…ุณุชุฏูŠุฑุฉ" ุนุจุงุฑุฉ ุดุงุฆุนุฉ ุงู„ุงุณุชุฎุฏุงู… ููŠ ูˆูˆู„ ุณุชุฑูŠุช
00:28
to describe the year-end evaluative process
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ู„ูˆุตู ุนู…ู„ูŠุฉ ุชู‚ูŠูŠู… ู†ู‡ุงูŠุฉ ุงู„ุนุงู…
00:31
for analysts, associates, vice presidents, all the way up to managing directors.
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ู„ู„ู…ุญู„ู„ูŠู† ูˆุงู„ู…ู†ุชุณุจูŠู† ูˆู†ูˆุงุจ ุงู„ุฑุคุณุงุก ูˆุตูˆู„ู‹ุง ุฅู„ู‰ ุงู„ู…ุฏุฑุงุก ุงู„ุฅุฏุงุฑูŠูŠู†.
00:35
That was the process where they were discussed behind closed doors
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ุชู„ูƒ ู‡ูŠ ุงู„ุนู…ู„ูŠุฉ ุงู„ุชูŠ ุชุชู… ู…ู†ุงู‚ุดุชู‡ุง ุฎู„ู ุงู„ุฃุจูˆุงุจ ุงู„ู…ุบู„ู‚ุฉ
00:40
around a table, i.e. the round table,
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ุญูˆู„ ุทุงูˆู„ุฉุŒ ุฃูŠ ุงู„ุทุงูˆู„ุฉ ุงู„ู…ุณุชุฏูŠุฑุฉุŒ
00:43
and everyone was put into a category --
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ูˆูƒู„ ุดุฎุต ุชู… ูˆุถุนู‡ ููŠ ูุฆุฉ -
00:45
the top bucket, the middle bucket, the lower bucket --
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ุงู„ูุฆุฉ ุงู„ุนูู„ูŠุงุŒ ุงู„ูุฆุฉ ุงู„ู…ุชูˆุณุทุฉุŒ ุงู„ูุฆุฉ ุงู„ุณููู„ู‰ -
00:49
and then that was translated into a bonus range
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ุซู… ูŠุชู… ุชุฑุฌู…ุชู‡ุง ุฅู„ู‰ ู†ุทุงู‚ ู…ูƒุงูุขุช
00:52
that would be assigned to each professional.
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ูŠุชู… ุชุนูŠูŠู†ู‡ ู„ูƒู„ ู…ุญุชุฑู.
00:55
This was my first time there, and as I observed,
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ูƒุงู†ุช ุชู„ูƒ ู‡ูŠ ุงู„ู…ุฑุฉ ุงู„ุฃูˆู„ู‰ ู„ูŠ ู‡ู†ุงูƒุŒ ูˆูƒู…ุง ู„ุงุญุธุชุŒ
00:58
I saw that there was one person that was responsible
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ุฑุฃูŠุช ุจุฃู† ู‡ู†ุงูƒ ุดุฎุต ูˆุงุญุฏ ูƒุงู† ู…ุณุคูˆู„ุงู‹
01:02
for recording the outcome of a conversation.
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ุนู† ุชุณุฌูŠู„ ู†ุชูŠุฌุฉ ูƒู„ ู…ุญุงุฏุซุฉ.
01:05
There were other people in the room that had the responsibility
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ูƒุงู† ู‡ู†ุงูƒ ุฃุดุฎุงุต ุขุฎุฑูˆู† ููŠ ุงู„ุบุฑูุฉ ุชู‚ุน ุนู„ู‰ ุนุงุชู‚ู‡ู… ู…ุณุคูˆู„ูŠุฉ
01:08
of presenting the cases of all the candidates.
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ุชู‚ุฏูŠู… ุญุงู„ุงุช ุฌู…ูŠุน ุงู„ู…ุฑุดุญูŠู†.
01:10
And there were other invited guests who were supposed to comment
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ูˆูƒุงู† ู‡ู†ุงูƒ ุถูŠูˆู ุขุฎุฑูˆู† ู…ุฏุนูˆูˆู† ู…ู† ุงู„ู…ูุชุฑุถ ุฃู† ูŠู‚ูˆู…ูˆุง ุจุงู„ุชุนู‚ูŠุจ
01:14
as a candidate's position was presented.
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ูƒู„ู…ุง ุชู… ุนุฑุถ ู…ูˆู‚ู ู…ุฑุดุญ.
01:18
It was interesting to me that those other people
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ูˆู…ุง ุฃุซุงุฑ ุงู‡ุชู…ุงู…ูŠ ุฃู† ุงู„ุฃุดุฎุงุต ุงู„ุขุฎุฑูŠู†
01:22
were folks who were more senior than the folks that were being discussed
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ูƒุงู†ูˆุง ุฃุนู„ู‰ ุฑุชุจุฉ ู…ู† ุงู„ุฃุดุฎุงุต ุงู„ุฐูŠู† ุชุชู… ู…ู†ุงู‚ุดุชู‡ู…
01:25
and they theoretically had had some interaction with those candidates.
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ูˆู†ุธุฑูŠู‹ุง ูƒุงู† ู„ุฏูŠู‡ู… ุจุนุถ ุงู„ุชูุงุนู„ ู…ุน ุงู„ู…ุฑุดุญูŠู†.
01:30
Now, I was really excited to be at this roundtable for the first time,
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ุงู„ุขู†ุŒ ูƒู†ุช ู…ุชุญู…ุณุฉ ุฌุฏู‹ุง ู„ุฃูƒูˆู† ุนู„ู‰ ุชู„ูƒ ุงู„ุทุงูˆู„ุฉ ุงู„ู…ุณุชุฏูŠุฑุฉ ู„ุฃูˆู„ ู…ุฑุฉุŒ
01:34
because I knew that my own process would go through this same way,
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ู„ุฃู†ู†ูŠ ูƒู†ุช ุฃุนุฑู ุจุฃู† ุนู…ู„ูŠ ุงู„ุฎุงุต ุณูŠู…ุฑ ุจู†ูุณ ุงู„ุทุฑูŠู‚ุฉุŒ
01:37
and that my bonus would be decided in the same way,
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ูˆุณูŠุชู… ุชุญุฏูŠุฏ ุงู„ู…ูƒุงูุฃุฉ ุงู„ุฎุงุตุฉ ุจูŠ ุจู†ูุณ ุงู„ุทุฑูŠู‚ุฉ.
01:40
so I wanted to know how it worked,
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ุฃุฑุฏุช ุฃู† ุฃุนุฑู ูƒูŠู ุชู… ุงู„ุฃู…ุฑุŒ
01:42
but more importantly,
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ูˆู„ูƒู† ุงู„ุฃู‡ู… ู…ู† ุฐู„ูƒุŒ
01:44
I wanted to understand how this concept of a meritocracy
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ุฃุฑุฏุช ุฃู† ุฃูู‡ู… ูƒูŠู ู„ู…ูู‡ูˆู… ุงู„ุฌุฏุงุฑุฉ ู‡ุฐุง
01:47
that every company that I talked to walking out of business school
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ุฃู† ูƒู„ ุดุฑูƒุฉ ุชุญุฏุซุช ู…ุนู‡ุง ุจุนุฏ ุชุฎุฑุฌูŠ ู…ู† ูƒู„ูŠุฉ ุฅุฏุงุฑุฉ ุงู„ุฃุนู…ุงู„
01:51
was selling.
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ูƒุงู†ุช ุชุฑูˆุฌ ู„ู‡.
01:52
Every time I talked to a company,
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ููŠ ูƒู„ ู…ุฑุฉ ุชุญุฏุซุช ููŠู‡ุง ู…ุน ุดุฑูƒุฉุŒ
01:54
they would say, "Our culture, our process, is a meritocracy.
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ูƒุงู†ูˆุง ูŠู‚ูˆู„ูˆู†: "ุซู‚ุงูุชู†ุงุŒ ูˆู†ู‡ุฌู†ุง ู‡ูŠ ุงู„ุฌุฏุงุฑุฉ.
01:58
The way you get ahead in this organization is that you're smart,
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ุงู„ุทุฑูŠู‚ุฉ ุงู„ุชูŠ ุชุชู‚ุฏู… ุจู‡ุง ููŠ ู‡ุฐู‡ ุงู„ู…ู†ุธู…ุฉ ู‡ูŠ ุฃู† ุชูƒูˆู† ุฐูƒูŠู‹ุงุŒ
02:01
you put your head down and you work really hard,
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ูˆุฃู† ุชู„ุชุฒู… ุจุงู„ุชุนู„ูŠู…ุงุช ูˆุชุนู…ู„ ุจุฌุฏุŒ
02:03
and you'll go right to the top.
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ูˆุณุชู†ุทู„ู‚ ู„ู„ู‚ู…ุฉ.
02:05
So here was my opportunity to see exactly how that worked.
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ู„ุฐุงุŒ ูƒุงู†ุช ูุฑุตุฉ ู„ูŠ ู„ุฃุฑู‰ ูƒูŠู ูŠุนู…ู„ ู‡ุฐุง ุงู„ู…ูู‡ูˆู… ุจุงู„ุถุจุท.
02:08
So as the process began,
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ุนู†ุฏ ุจุฏุก ู‡ุฐู‡ ุงู„ุนู…ู„ูŠุฉุŒ
02:10
I heard the recorder call the first person's name.
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ุณู…ุนุช ุงู„ู…ูุณุฌู„ ูŠู†ุงุฏูŠ ุจุงุณู… ุฃูˆู„ ุดุฎุต.
02:14
"Joe Smith."
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"ุฌูˆ ุณู…ูŠุซ".
02:15
The person responsible for presenting Joe's case did just that.
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ุงู„ุดุฎุต ุงู„ู…ุณุคูˆู„ ุนู† ุชู‚ุฏูŠู… ุญุงู„ุฉ (ุฌูˆ) ูุนู„ ุฐู„ูƒ ุชู…ุงู…ู‹ุง.
02:20
Three quarters of the way through, someone interrupted and said,
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ุฎู„ุงู„ ุฐู„ูƒ ู‚ุงุทุน ุฃุญุฏู‡ู… ูˆู‚ุงู„:
02:23
"This is a great candidate, outstanding,
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"ู‡ุฐุง ู…ุฑุดุญ ุนุธูŠู…ุŒ ุฑุงุฆุนุŒ
02:25
has great analytical and quantitative skills.
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ูŠุชู…ุชุน ุจู…ู‡ุงุฑุงุช ุชุญู„ูŠู„ูŠุฉ ูˆูƒู…ูŠุฉ ุนุธูŠู…ุฉ.
02:28
This is a superstar."
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ู‡ุฐุง ู†ุฌู…."
02:30
The recorder then said,
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ุซู… ู‚ุงู„ ุงู„ู…ูุณุฌู„:
02:31
"Sounds like Joe should go in the top bucket."
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"ูŠุจุฏูˆ ุฃู† (ุฌูˆ) ูŠุฌุจ ุฃู† ูŠู†ุถู… ู„ู„ู…ุฌู…ูˆุนุฉ ุงู„ุนูู„ูŠุง."
02:35
Second person, Mary Smith.
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ุงู„ุดุฎุต ุงู„ุซุงู†ูŠุŒ ู…ุงุฑูŠ ุณู…ูŠุซ.
02:37
Halfway through that presentation, someone said, "Solid candidate.
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ููŠ ู…ู†ุชุตู ุฐู„ูƒ ุงู„ุนุฑุถ ุงู„ุชู‚ุฏูŠู…ูŠุŒ ู‚ุงู„ ุฃุญุฏู‡ู…: "ู…ุฑุดุญ ู‚ูˆูŠ.
02:41
Nothing really special, but a good pair of hands."
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ู„ุง ุดูŠุก ู…ู…ูŠุฒ ุฌุฏู‹ุง ููŠู‡ ูˆู„ูƒู†ู‡ ุฌูŠุฏ ููŠ ุงู„ุนู…ู„."
02:44
The recorder said,
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ู‚ุงู„ ุงู„ู…ูุณุฌู„:
02:45
"Sounds like Mary should go in the middle bucket."
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"ูŠุจุฏูˆ ุฃู† (ู…ุงุฑูŠ) ูŠุฌุจ ุฃู† ูŠุฐู‡ุจ ู„ู„ู…ุฌู…ูˆุนุฉ ุงู„ูˆุณุทู‰."
02:48
And then someone said, "Arnold Smith."
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ุซู… ู‚ุงู„ ุฃุญุฏู‡ู…: "ุฃุฑู†ูˆู„ุฏ ุณู…ูŠุซ."
02:51
Before the person could present Arnold's case,
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ู‚ุจู„ ุฃู† ูŠู‚ุฏู… ุงู„ุดุฎุต ุญุงู„ุฉ ุฃุฑู†ูˆู„ุฏุŒ
02:54
somebody said, "Disaster. Disaster. This kid doesn't have a clue.
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ู‚ุงู„ ุฃุญุฏู‡ู…: "ูƒุงุฑุซุฉุŒ ูƒุงุฑุซุฉ. ู‡ุฐุง ุงู„ูุชู‰ ู„ูŠุณ ู„ุฏูŠู‡ ููƒุฑุฉ.
ู„ุง ูŠู…ูƒู† ุฃู† ูŠูƒูˆู† ู…ุซุงู„ู‹ุง ูŠุญุชุฐู‰ ุจู‡."
02:58
Can't do a model."
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02:59
And before the case was presented,
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ูˆู‚ุจู„ ุฃู† ูŠุชู… ุชู‚ุฏูŠู… ุงู„ุญุงู„ุฉุŒ
03:02
the recorder said,
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ู‚ุงู„ ุงู„ู…ูุณุฌู„:
03:03
"Sounds like Arnold should go in the bottom bucket."
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ูŠุจุฏูˆ ุฃู† ุฃุฑู†ูˆู„ุฏ ูŠุฌุจ ุฃู† ูŠุฐู‡ุจ ู„ู„ู…ุฌู…ูˆุนุฉ ุงู„ุณููู„ู‰."
03:06
It was at that moment that I clutched my pearls --
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ููŠ ุชู„ูƒ ุงู„ู„ุญุธุฉ ุฃู…ุณูƒุช ุจูŠุฏูŠ ุนู„ู‰ ุตุฏุฑูŠ ู…ู† ุงู„ุฎูˆู-
03:10
(Laughter)
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(ุถุญูƒ)
03:13
and said, "Who is going to speak for me?"
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ูˆู‚ู„ุช: "ู…ู† ุงู„ุฐูŠ ุณูŠุชูƒู„ู… ุนู†ูŠุŸ"
03:18
Who is going to speak for me?
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ู…ู† ุงู„ุฐูŠ ุณูŠุชูƒู„ู… ุนู†ูŠุŸ
03:20
It was that moment that I realized that this idea of a meritocracy
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ููŠ ุชู„ูƒ ุงู„ู„ุญุธุฉ ุฃุฏุฑูƒุช ุฃู† ููƒุฑุฉ ุงู„ุฌุฏุงุฑุฉ ู‡ุฐู‡
03:24
that every organizations sells is really just a myth.
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ุงู„ุชูŠ ุชุฑูˆุฌ ู„ู‡ุง ูƒู„ ู…ู†ุธู…ุฉ ู‡ูŠ ุญู‚ู‹ุง ู…ุฌุฑุฏ ุฎุฑุงูุฉ.
03:29
You cannot have a 100 percent meritocratic environment
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ู„ุง ูŠู…ูƒู†ูƒ ุงู„ุญุตูˆู„ ุนู„ู‰ 100% ููŠ ุจูŠุฆุฉ ุฌุฏุงุฑุฉ
03:34
when there is a human element involved in the evaluative equation,
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ุนู†ุฏู…ุง ูŠูƒูˆู† ู‡ู†ุงูƒ ุนู†ุตุฑ ุจุดุฑูŠ ู…ูุดุงุฑูƒ ููŠ ุงู„ุนู…ู„ูŠุฉ ุงู„ุชู‚ูŠูŠู…ูŠุฉุŒ
03:38
because by definition,
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ู„ุฃู†ู‡ ู…ู† ุงู„ุทุจูŠุนูŠ
03:40
that makes it subjective.
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ุฃู† ู‡ุฐุง ูŠุฌุนู„ู‡ุง ุนู…ู„ูŠุฉ ุฐุงุชูŠุฉ.
03:43
I knew at that moment that somebody would have to be behind closed doors
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ุนุฑูุช ููŠ ุชู„ูƒ ุงู„ู„ุญุธุฉ ุฃู† ุดุฎุตู‹ุง ู…ุง ูŠุฌุจ ุฃู† ูŠูƒูˆู† ุฎู„ู ุงู„ุฃุจูˆุงุจ ุงู„ู…ุบู„ู‚ุฉ
03:48
arguing on my behalf,
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ูŠุฌุงุฏู„ ู†ูŠุงุจุฉ ุนู†ูŠุŒ
03:51
presenting content in such a way
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ูŠู‚ุฏู… ุงู„ู…ุญุชูˆู‰ ุจุทุฑูŠู‚ุฉ
03:54
that other decision makers around that table
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ุจุญูŠุซ ุฃู† ุตู†ุงุน ุงู„ู‚ุฑุงุฑ ุญูˆู„ ุงู„ุทุงูˆู„ุฉ
03:57
would answer in my best favor.
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ูŠุฌูŠุจูˆู† ุจุงู„ุฃูุถู„ ู„ุตุงู„ุญูŠ.
04:01
That was a really interesting lesson,
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ูƒุงู† ุฐู„ูƒ ุญู‚ู‹ุง ุฏุฑุณู‹ุง ู…ุซูŠุฑู‹ุง ู„ู„ุงู‡ุชู…ุงู…ุŒ
04:03
and then I said to myself, "Well, who is that person?
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ุซู… ู‚ู„ุช ู„ู†ูุณูŠ: "ุญุณู†ู‹ุงุŒ ู…ู† ู‡ูˆ ุฐู„ูƒ ุงู„ุดุฎุตุŸ
04:07
What do you call this person?"
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ู…ุงุฐุง ุชุณู…ูŠู† ุฐู„ูƒ ุงู„ุดุฎุตุŸ"
04:09
And as I thought about the popular business terms at the time,
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ูˆุนู†ุฏู…ุง ููƒุฑุช ุจุดุฑูˆุท ุงู„ุนู…ู„ ุงู„ุดู‡ูŠุฑุฉ ููŠ ู‡ุฐุง ุงู„ูˆู‚ุชุŒ
04:12
I said, wow, this person can't be a mentor,
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ู‚ู„ุช: ูˆุงูˆุŒ ู‡ุฐุง ุงู„ุดุฎุต ู„ุง ูŠู…ูƒู† ุฃู† ูŠูƒูˆู† ู…ุฑุดุฏู‹ุงุŒ
04:16
because a mentor's job is to give you tailored advice,
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ู„ุฃู† ูˆุธูŠูุฉ ุงู„ู…ุฑุดุฏ ู‡ูŠ ุฅุนุทุงุคูƒ ู†ุตูŠุญุฉ ู…ุชุฎุตุตุฉุŒ
04:20
tailored specifically to you and to your career aspirations.
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ู…ุตู…ู…ุฉ ุฎุตูŠุตู‹ุง ู„ูƒ ูˆู„ุชุทู„ุนุงุชูƒ ุงู„ู…ู‡ู†ูŠุฉ.
04:24
They're the ones who give you the good, the bad and the ugly
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ุฅู†ู‡ู… ู…ู† ูŠุนุทูˆู†ูƒ ุงู„ุฌูŠุฏ ูˆุงู„ุณูŠุก ูˆุงู„ู‚ุจูŠุญ
04:28
in a no-holds-barred way.
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ุจู„ุง ู‚ูŠูˆุฏ.
04:30
OK. Person can't be a champion or an advocate,
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ุญุณู†ู‹ุง. ู„ุง ูŠู…ูƒู† ู„ุดุฎุต ุฃู† ูŠูƒูˆู† ุจุทู„ู‹ุง ุฃูˆ ู…ุญุงู…ูŠู‹ุงุŒ
04:35
because you don't necessarily have to spend any currency
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ู„ุฃู†ูƒ ู„ุง ุชุญุชุงุฌ ุจุงู„ุถุฑูˆุฑุฉ ุฅู„ู‰ ุฅู†ูุงู‚ ุฃูŠ ู…ุงู„
04:38
to be someone's champion.
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ู„ุชูƒูˆู† ุจุทู„ุงู‹ ู„ุดุฎุตู ู…ุง.
04:40
You don't necessarily get invited to the room
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ู„ุง ุชุญุชุงุฌ ุจุงู„ุถุฑูˆุฑุฉ ุฃู† ุชูุฏุนู‰ ุฅู„ู‰ ุงู„ุบุฑูุฉ
04:42
behind closed doors if you're an advocate.
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ุฎู„ู ุงู„ุฃุจูˆุงุจ ุงู„ู…ุบู„ู‚ุฉ ุฅุฐุง ูƒู†ุช ู…ุฏุงูุนู‹ุง.
04:46
It was almost two years later
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ุจุนุฏ ุญูˆุงู„ูŠ ุนุงู…ูŠู† ุชู‚ุฑูŠุจู‹ุง
04:48
when I realized what this person should be called.
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ุฃุฏุฑูƒุช ู…ุงุฐุง ูŠุฌุจ ุฃู† ูŠูุณู…ู‰ ู‡ุฐุง ุงู„ุดุฎุต.
04:51
I was speaking at the University of Michigan
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ูƒู†ุช ุฃุชุญุฏุซ ููŠ ุฌุงู…ุนุฉ ู…ูŠุชุดุบุงู†
04:54
to the MBA candidates,
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ุฅู„ู‰ ู…ุฑุดุญูŠ ู…ุงุฌุณุชูŠุฑ ุฅุฏุงุฑุฉ ุงู„ุฃุนู…ุงู„ุŒ
04:56
talking about the lessons that I had learned
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ุชุญุฏุซุช ุนู† ุงู„ุฏุฑูˆุณ ุงู„ุชูŠ ุชุนู„ู…ุชู‡ุง
04:58
after my three short years on Wall Street,
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ุจุนุฏ ุงู„ุซู„ุงุซ ุณู†ูˆุงุช ุงู„ู‚ุตูŠุฑุฉ ููŠ ูˆูˆู„ ุณุชุฑูŠุชุŒ
05:00
and then it came to me.
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ุซู… ุฎุทุฑ ู„ูŠ ุฐู„ูƒ ุงู„ุงุณู….
05:02
I said, "Oh, this person that is carrying your interest,
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ู‚ู„ุช: "ุงูˆู‡ุŒ ู‡ุฐุง ุงู„ุดุฎุต ุงู„ุฐูŠ ุญุงุฒ ุนู„ู‰ ุงู‡ุชู…ุงู…ูƒุŒ
05:05
or as I like to say, carrying your paper into the room,
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ุฃูˆ ูƒู…ุง ุฃุญุจ ุฃู† ุฃู‚ูˆู„ุŒ ูŠุญู…ู„ ุฃูˆุฑุงู‚ูƒ ุฅู„ู‰ ุงู„ุบุฑูุฉุŒ
05:09
this person who is spending
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ู‡ุฐุง ุงู„ุดุฎุต ุงู„ุฐูŠ ูŠู†ูู‚
05:10
their valuable political and social capital on you,
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ุฑุฃุณ ู…ุงู„ู‡ ุงู„ุณูŠุงุณูŠ ูˆุงู„ุงุฌุชู…ุงุนูŠ ุนู„ูŠูƒุŒ
05:14
this person who is going to pound the table on your behalf,
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ู‡ุฐุง ู‡ูˆ ุงู„ุดุฎุต ุงู„ุฐูŠ ุณูŠู‚ู„ุจ ุงู„ุทุงูˆู„ุฉ ู†ูŠุงุจุฉ ุนู†ูƒุŒ
05:18
this is a sponsor.
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ู‡ุฐุง ู‡ูˆ ุงู„ุฑุงุนูŠ.
05:21
This is a sponsor."
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ู‡ุฐุง ู‡ูˆ ุงู„ุฑุงุนูŠ."
05:24
And then I said to myself,
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ูˆุจุนุฏู‡ุง ู‚ู„ุช ู„ู†ูุณูŠุŒ
05:26
"Well, how do you get a sponsor?
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ุญุณู†ู‹ุงุŒ ูƒูŠู ูŠู…ูƒู†ูƒ ุงู„ุญุตูˆู„ ุนู„ู‰ ุฑุงุนูุŸ
05:29
And frankly, why do you need one?"
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ูˆุจุตุฑุงุญุฉุŒ ู„ู…ุงุฐุง ุชุญุชุงุฌ ุฅู„ู‰ ูˆุงุญุฏุŸ"
05:32
Well, you need a sponsor, frankly,
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ุญุณู†ู‹ุงุŒ ุฃู†ุช ุชุญุชุงุฌ ุฅู„ู‰ ุฑุงุนู ุจุตุฑุงุญุฉุŒ
05:33
because as you can see,
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ู„ุฃู†ู‡ ูƒู…ุง ุชุฑู‰ุŒ
05:35
there's not one evaluative process that I can think of,
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ู„ุง ุชูˆุฌุฏ ุนู…ู„ูŠุฉ ุชู‚ูŠูŠู… ูˆุงุญุฏุฉ ุฃููƒุฑ ุจู‡ุงุŒ
05:38
whether it's in academia, health care, financial services,
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ุณูˆุงุก ููŠ ุงู„ุฃูˆุณุงุท ุงู„ุฃูƒุงุฏูŠู…ูŠุฉ ุฃู… ุงู„ุตุญูŠุฉ ุฃู… ุงู„ุฎุฏู…ุงุช ุงู„ู…ุงู„ูŠุฉุŒ
05:42
not one that does not have a human element.
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ูˆู„ูŠุณ ุจู‡ุง ุนู†ุตุฑ ุจุดุฑูŠ.
05:46
So that means it has that measure of subjectivity.
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ู‡ุฐุง ูŠุนู†ูŠ ุฃู† ู„ุฏูŠู‡ุง ู…ู‚ูŠุงุณ ุฐุงุชูŠ.
05:49
There is a measure of subjectivity in who is presenting your case.
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ู‡ู†ุงูƒ ู‚ุฏุฑ ู…ู† ุงู„ุฐุงุชูŠุฉ ููŠ ู…ู† ูŠู‚ุฏู… ุญุงู„ุชูƒ.
05:54
There is a measure of subjectivity
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ู‡ู†ุงูƒ ู‚ุฏุฑ ู…ู† ุงู„ุฐุงุชูŠุฉ
05:56
in what they say
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ููŠ ู…ุง ูŠู‚ูˆู„ูˆู†
05:58
and how they interpret any objective data that you might have.
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ูˆูƒูŠู ูŠูุณุฑูˆู† ุฃูŠ ู…ูˆุถูˆุนูŠุฉ ููŠ ุงู„ุจูŠุงู†ุงุช ุงู„ุชูŠ ู‚ุฏ ุชูƒูˆู† ู„ุฏูŠูƒ.
06:02
There is a measure of subjectivity in how they say what they're going to say
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ู‡ู†ุงูƒ ู‚ุฏุฑ ู…ู† ุงู„ุฐุงุชูŠุฉ ููŠ ูƒูŠููŠุฉ ู‚ูˆู„ ู…ุง ุณูŠู‚ูˆู„ูˆู†ู‡
06:08
to influence the outcome.
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ู„ู„ุชุฃุซูŠุฑ ุนู„ู‰ ุงู„ู†ุชูŠุฌุฉ.
06:10
So therefore, you need to make sure that that person who is speaking,
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ู„ุฐู„ูƒ ุชุญุชุงุฌ ุฅู„ู‰ ุงู„ุชุฃูƒุฏ ู…ู† ุฃู† ุงู„ุดุฎุต ุงู„ุฐูŠ ูŠุชุญุฏุซุŒ
06:14
that sponsor,
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ุฐู„ูƒ ุงู„ุฑุงุนูŠุŒ
06:16
has your best interests at heart
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ูŠุฑูŠุฏ ู„ูƒ ุงู„ุฃูุถู„
06:18
and has the power to get it, whatever it is for you,
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ูˆู„ุฏูŠู‡ ุงู„ู‚ุฏุฑุฉ ุนู„ู‰ ุงู„ุญุตูˆู„ ุนู„ูŠู‡ุงุŒ ู…ู‡ู…ุง ูƒุงู†ุช ุจุงู„ู†ุณุจุฉ ู„ูƒุŒ
06:22
to get it done behind closed doors.
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ู„ุฅู†ุฌุงุฒ ุฐู„ูƒ ุฎู„ู ุงู„ุฃุจูˆุงุจ ุงู„ู…ุบู„ู‚ุฉ.
06:25
Now, I'm asked all the time,
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ุงู„ุขู†ุŒ ุฃู†ุง ุฃุชุณุงุกู„ ุทูˆุงู„ ุงู„ูˆู‚ุชุŒ
06:27
"How do you get one?"
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"ูƒูŠู ูŠู…ูƒู†ูƒ ุงู„ุญุตูˆู„ ุนู„ู‰ ูˆุงุญุฏุŸ"
06:30
Well, frankly, nirvana is when someone sees you in an environment
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ุญุณู†ู‹ุงุŒ ุจุตุฑุงุญุฉุŒ ุงู„ุณุนุงุฏุฉ ุงู„ู‚ุตูˆู‰ ู‡ูŠ ุญูŠู† ูŠุฑุงูƒ ุดุฎุต ู…ุง ููŠ ุจูŠุฆุฉ
06:36
and decides, "I'm going to make it happen for you.
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ูˆูŠู‚ุฑุฑุŒ "ุณุฃุฌุนู„ ุฐู„ูƒ ูŠุญุฏุซ ู„ูƒ.
06:39
I'm going to make sure that you are successful."
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ุณูˆู ุฃุชุฃูƒุฏ ู…ู† ู†ุฌุงุญูƒ."
06:42
But for many of us in this room, we know it doesn't really happen that way.
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ู„ูƒู† ุจุงู„ู†ุณุจุฉ ู„ู„ูƒุซูŠุฑูŠู† ู…ู†ุง ููŠ ู‡ุฐู‡ ุงู„ุบุฑูุฉุŒ ู†ุนุฑู ุจุฃู† ุงู„ุฃู…ุฑ ู„ุง ูŠุชู… ุจู‡ุฐู‡ ุงู„ุทุฑูŠู‚ุฉ ุญู‚ู‹ุง.
06:45
So let me introduce this concept of currency
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ู„ุฐู„ูƒ ุฏุนูˆู†ูŠ ุฃู‚ุฏู… ู‡ุฐุง ุงู„ู…ูู‡ูˆู… ู…ู† ุงู„ุฏู‚ุฉ
06:49
and talk to you about how it impacts your ability to get a sponsor.
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ูˆุฃุชุญุฏุซ ู…ุนูƒู… ุนู† ุชุฃุซูŠุฑู‡ุง ุนู„ู‰ ู‚ุฏุฑุชูƒ ููŠ ุงู„ุญุตูˆู„ ุนู„ู‰ ุฑุงุนู.
06:54
There are two types of currency in any environment:
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ู‡ู†ุงูƒ ู†ูˆุนุงู† ู…ู† ุงู„ุฏู‚ุฉ ููŠ ุฃูŠ ุจูŠุฆุฉ:
06:58
performance currency and relationship currency.
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ุฏู‚ุฉ ุงู„ุฃุฏุงุก ูˆุฏู‚ุฉ ุงู„ุนู„ุงู‚ุฉ.
07:02
And performance currency is the currency that is generated
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ูˆุฏู‚ุฉ ุงู„ุฃุฏุงุก ู‡ูŠ ุงู„ุฏู‚ุฉ ุงู„ุชูŠ ุชู†ุดุฃ
07:06
by your delivering that which was asked of you
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ู…ู† ุฎู„ุงู„ ุชู‚ุฏูŠู… ุงู„ุฐูŠ ุทูู„ูุจ ู…ู†ูƒ
07:09
and a little bit extra.
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ูˆุฃูƒุซุฑ ู…ู† ุฐู„ูƒ ู‚ู„ูŠู„ู‹ุง.
07:11
Every time you deliver upon an assignment above people's expectations,
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ููŠ ูƒู„ ู…ุฑุฉ ุชู‚ูˆู… ููŠู‡ุง ุจุชุณู„ูŠู… ู…ู‡ู…ุฉ ุชููˆู‚ ุชูˆู‚ุนุงุช ุงู„ู†ุงุณุŒ
07:16
you generate performance currency.
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ุฃู†ุช ุชูˆู„ุฏ ุฏู‚ุฉ ููŠ ุงู„ุฃุฏุงุก.
07:18
It works exactly like the stock market.
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ู‡ูŠ ุชุนู…ู„ ุชู…ุงู…ู‹ุง ู…ุซู„ ุณูˆู‚ ุงู„ุฃุณู‡ู….
07:21
Any time a company says to the street
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ููŠ ูƒู„ ู…ุฑุฉ ุชู‚ูˆู„ ุดุฑูƒุฉ ู„ู„ุฌู…ู‡ูˆุฑ
07:23
that they will deliver 25 cents a share
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ุฃู†ู‡ู… ุณูŠู‚ุฏู…ูˆู† 25 ุณู†ุชู‹ุง ู„ู„ุณู‡ู…
07:25
and that company delivers 40 cents a share,
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ูˆุชู„ูƒ ุงู„ุดุฑูƒุฉ ุชู‚ุฏู… 40 ุณู†ุชู‹ุง ู„ู„ุณู‡ู…ุŒ
07:28
that stock goes up, and so will yours.
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ุฐู„ูƒ ุงู„ุณู‡ู… ูŠุฑุชูุน ูˆูƒุฐู„ูƒ ุฃุณู‡ู…ูƒู….
07:31
Performance currency is valuable for three reasons.
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ุงู„ุฏู‚ุฉ ููŠ ุงู„ุฃุฏุงุก ู‚ูŠู‘ู…ุฉ ู„ุซู„ุงุซุฉ ุฃุณุจุงุจ:
07:34
Number one, it will get you noticed.
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ุฑู‚ู… ูˆุงุญุฏ: ุณูˆู ุชุญูˆุฒ ุนู„ู‰ ุงู„ุงู†ุชุจุงู‡.
07:37
It will create a reputation for you.
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ุณุชุฎู„ู‚ ู„ูƒ ุณู…ุนุฉ.
07:39
Number two, it will also get you paid and promoted
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ุฑู‚ู… ุงุซู†ูŠู†: ุณุชุฌุนู„ูƒ ุฃูŠุถู‹ุง ุชุญุตู„ ุนู„ู‰ ู…ุณุชุญู‚ุงุชูƒ ูˆุชุฑู‚ูŠุชูƒ
07:44
very early on in your career
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ููŠ ูˆู‚ุช ู…ุจูƒุฑ ุฌุฏุงู‹ ููŠ ุนู…ู„ูƒ
07:46
and very early on in any environment.
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ูˆูˆู‚ุช ู…ุจูƒุฑ ุฌุฏุงู‹ ููŠ ุฃูŠ ุจูŠุฆุฉ ุนู…ู„.
07:49
And number three, it may attract a sponsor.
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ูˆุฑู‚ู… ุซู„ุงุซุฉ: ู‚ุฏ ุชุฌุฐุจ ุงู„ุฑุงุนูŠ.
07:52
Why? Because strong performance currency
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ู„ู…ุงุฐุงุŸ ู„ุฃู† ุงู„ุฏู‚ุฉ ุงู„ู‚ูˆูŠุฉ ููŠ ุงู„ุฃุฏุงุก
07:55
raises your level of visibility in the environment, as I said earlier,
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ุชุฑูุน ู…ุณุชูˆุงูƒ ู…ู† ุงู„ุธู‡ูˆุฑ ููŠ ุงู„ุจูŠุฆุฉุŒ ูƒู…ุง ู‚ู„ุช ุณุงุจู‚ู‹ุงุŒ
07:59
such that a sponsor may be attracted to you.
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ู„ุฏุฑุฌุฉ ุฃู† ุฃุญุฏ ุงู„ุฑุนุงุฉ ู‚ุฏ ูŠู†ุฌุฐุจ ุฅู„ูŠูƒ.
08:03
Why? Because everybody loves a star.
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ู„ู…ุงุฐุงุŸ ู„ุฃู† ุงู„ุฌู…ูŠุน ูŠุญุจูˆู† ุงู„ู†ุฌู….
08:07
But if you find yourself in a situation
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ู„ูƒู† ุฅุฐุง ูˆุฌุฏุช ู†ูุณูƒ ููŠ ู…ูˆู‚ู ู…ุง
08:11
where you don't have a sponsor,
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ุญูŠุซ ู„ุง ูŠูˆุฌุฏ ู„ุฏูŠูƒ ุฑุงุนูุŒ
08:13
here's the good news.
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ุฅู„ูŠูƒ ุงู„ุฃู†ุจุงุก ุงู„ุณุงุฑู‘ุฉ.
08:15
Remember that you can exercise your power and ask for one.
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ุชุฐูƒุฑ ุฃู†ูƒ ูŠู…ูƒู†ูƒ ุฃู† ุชุณุชุนู…ู„ ู‚ูˆุชูƒ ูˆุชุทู„ุจ ุฃุญุฏู‡ู….
08:20
But here's where the other currency is now most important.
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ูˆู„ูƒู† ู‡ู†ุง ุชุจุฑุฒ ุฃู‡ู…ูŠุฉ ุงู„ุฏู‚ุฉ ุงู„ุฃุฎุฑู‰.
08:25
That is the relationship currency,
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ุชู„ูƒ ู‡ูŠ ุฏู‚ุฉ ุงู„ุนู„ุงู‚ุฉุŒ
08:28
and relationship currency is the currency that is generated
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ูˆุฏู‚ุฉ ุงู„ุนู„ุงู‚ุฉ ู‡ูŠ ุงู„ุฏู‚ุฉ ุงู„ุชูŠ ูŠุชู… ุฅู†ุดุงุคู‡ุง
08:31
by the investments that you make in the people in your environment,
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ุจุงู„ุงุณุชุซู…ุงุฑ ุงู„ุฐูŠ ุชู‚ูˆู… ุจู‡ ููŠ ุงู„ุฃุดุฎุงุต ููŠ ุจูŠุฆุชูƒุŒ
08:36
the investments that you make in the people in your environment.
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ุงู„ุงุณุชุซู…ุงุฑุงุช ุงู„ุชูŠ ุชู‚ูˆู… ุจู‡ุง ููŠ ุงู„ุฃุดุฎุงุต ููŠ ุจูŠุฆุชูƒ.
08:41
You cannot ask someone to use their hard-earned
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ู„ุง ูŠู…ูƒู†ูƒ ุฃู† ุชุทู„ุจ ู…ู† ุดุฎุต ู…ุง ุฃู† ูŠุณุชุฎุฏู… ุดุฎุตูŠุชู‡ ุงู„ู…ุคุซุฑุฉ
08:45
personal influential currency on your behalf
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ุงู„ุชูŠ ูƒุณุจู‡ุง ุจุตุนูˆุจุฉ ู†ูŠุงุจุฉ ุนู†ูƒ
08:48
if you've never had any interaction with them.
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ุฅุฐุง ู„ู… ูŠูƒู† ู„ุฏูŠูƒ ุฃูŠ ุชูุงุนู„ ู…ุนู‡ู….
08:51
It is not going to happen.
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ู‡ุฐุง ู„ู† ูŠุญุฏุซ.
08:53
So it is important that you invest the time to connect, to engage
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ู„ุฐู„ูƒ ู…ู† ุงู„ู…ู‡ู… ู„ูƒ ุฃู† ุชุณุชุซู…ุฑ ุงู„ูˆู‚ุช ู„ู„ุงุชุตุงู„ ูˆุงู„ู…ุดุงุฑูƒุฉ
08:59
and to get to know the people that are in your environment,
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ูˆุงู„ุชุนุฑู ุนู„ู‰ ุงู„ุฃุดุฎุงุต ุงู„ู…ูˆุฌูˆุฏูŠู† ููŠ ุจูŠุฆุชูƒุŒ
09:02
and more importantly to give them the opportunity to know you.
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ูˆุงู„ุฃู‡ู… ู…ู† ุฐู„ูƒ ุฃู† ุชู…ู†ุญู‡ู… ุงู„ูุฑุตุฉ ู„ู…ุนุฑูุชูƒ.
09:06
Because once they know you,
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ู„ุฃู†ู‡ู… ุจู…ุฌุฑุฏ ู…ุนุฑูุชู‡ู… ู„ูƒุŒ
09:08
there's a higher probability that when you approach them
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ูู‡ู†ุงูƒ ุงุญุชู…ุงู„ ูƒุจูŠุฑ ุจุฃู†ูƒ ุญูŠู† ุชู‚ุชุฑุจ ู…ู†ู‡ู…
09:12
to ask them to be your sponsor,
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ูˆุชุทู„ุจ ู…ู†ู‡ู… ุฃู† ูŠูƒูˆู†ูˆุง ุฑุนุงุฉ ู„ูƒุŒ
09:14
they will in fact answer in the affirmative.
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ูุฅู†ู‡ู… ููŠ ุงู„ุญู‚ูŠู‚ุฉ ุณูŠุฌูŠุจูˆู† ุจุงู„ุฅูŠุฌุงุจ.
09:18
Now, if you're with me and you agree that you have to have a sponsor,
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ุงู„ุขู†ุŒ ุฅุฐุง ูƒู†ุช ู…ุนูŠ ูˆุชูˆุงูู‚ ุนู„ู‰ ุฃู†ู‡ ูŠุฌุจ ุฃู† ูŠูƒูˆู† ู„ุฏูŠูƒ ุฑุงุนูุŒ
09:22
let's talk about how you identify a sponsor.
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ุฏุนู†ุง ู†ุชุญุฏุซ ุนู† ูƒูŠููŠุฉ ุชุญุฏูŠุฏ ุงู„ุฑุงุนูŠ.
09:27
Well, if you're looking for a sponsor,
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ุญุณู†ู‹ุงุŒ ุฅุฐุง ูƒู†ุช ุชุจุญุซ ุนู† ุฑุงุนูุŒ
09:29
they need to have three primary characteristics.
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ููŠุฌุจ ุฃู† ูŠูƒูˆู† ู„ู‡ ุซู„ุงุซ ุตูุงุช ุฃุณุงุณูŠุฉ.
09:32
Number one, they need to have a seat at the decision-making table,
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ุฑู‚ู… ูˆุงุญุฏ: ูŠุญุชุงุฌูˆู† ุฅู„ู‰ ุงู„ุญุตูˆู„ ุนู„ู‰ ู…ู‚ุนุฏ ููŠ ุทุงูˆู„ุฉ ุตู†ุน ุงู„ู‚ุฑุงุฑุŒ
09:37
they need to have exposure to your work
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ูŠุญุชุงุฌูˆู† ุฅู„ู‰ ุงู„ุฅุทู„ุงุน ุนู„ู‰ ุนู…ู„ูƒ
09:40
in order to have credibility behind closed doors,
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ู…ู† ุฃุฌู„ ุงู„ุญุตูˆู„ ุนู„ู‰ ู…ุตุฏุงู‚ูŠุฉ ุฎู„ู ุงู„ุฃุจูˆุงุจ ุงู„ู…ุบู„ู‚ุฉุŒ
09:44
and they need to have some juice,
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ูˆูŠุญุชุงุฌูˆู† ุฅู„ู‰ ุจุนุถ ุงู„ุนุตูŠุฑุŒ
09:45
or let me say it differently, they'd better have some power.
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ุฃูˆ ุฏุนูˆู†ูŠ ุฃู‚ูˆู„ ุฐู„ูƒ ุจุดูƒู„ ู…ุฎุชู„ูุŒ ู…ู† ุงู„ุฃูุถู„ ุฃู† ูŠู…ุชู„ูƒูˆุง ุจุนุถ ุงู„ู‚ูˆุฉ.
09:48
It's really important that they have those three things.
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ู…ู† ุงู„ู…ู‡ู… ุญู‚ู‹ุง ุฃู† ูŠู…ุชู„ูƒูˆุง ู‡ุฐู‡ ุงู„ุซู„ุงุซุฉ ุฃุดูŠุงุก.
09:52
And then once you have identified the person,
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ุซู… ุจู…ุฌุฑุฏ ุชุญุฏูŠุฏูƒ ู„ู„ุดุฎุต
09:55
how do you ask for one?
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ูƒูŠู ุชุทู„ุจ ุฐู„ูƒุŸ
09:57
The script goes like this.
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ุงู„ุณูŠู†ุงุฑูŠูˆ ูŠูƒูˆู† ู‡ูƒุฐุง.
09:58
"Jim, I'm really interested in getting promoted this year.
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"(ุฌูŠู…) ุฃู†ุง ู…ู‡ุชู… ุจุงู„ุญุตูˆู„ ุนู„ู‰ ุชุฑู‚ูŠุฉ ู‡ุฐุง ุงู„ุนุงู….
10:03
I've had an amazing year
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ู„ู‚ุฏ ุฃู…ุถูŠุช ุณู†ุฉ ุฑุงุฆุนุฉ
10:06
and I cannot show this organization anything else to prove my worthiness
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ูˆู„ุง ูŠู…ูƒู†ู†ูŠ ุฅุธู‡ุงุฑ ุฃูŠ ุดูŠุก ู„ู‡ุฐู‡ ุงู„ู…ู†ุธู…ุฉ ู„ุฅุซุจุงุช ุฌุฏูŠุชูŠ
10:11
or my readiness for this promotion,
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ุฃูˆ ุงุณุชุนุฏุงุฏูŠ ู„ู‡ุฐู‡ ุงู„ุชุฑู‚ูŠุฉุŒ
10:14
but I am aware that somebody has to be behind closed doors
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ูˆู„ูƒู†ูŠ ุฃุฏุฑูƒ ุฃู† ุดุฎุตู‹ุง ู…ุง ูŠุฌุจ ุฃู† ูŠูƒูˆู† ุฎู„ู ุงู„ุฃุจูˆุงุจ ุงู„ู…ุบู„ู‚ุฉ
10:18
arguing on my behalf and pounding the table.
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ูŠุฌุงุฏู„ ู†ูŠุงุจุฉ ุนู†ูŠ ูˆูŠู‚ู„ุจ ุงู„ุทุงูˆู„ุฉ.
10:21
You know me, you know my work and you are aware of the client feedback,
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ุฃู†ุช ุชุนุฑูู†ูŠุŒ ุฃู†ุช ุชุนุฑู ุนู…ู„ูŠ ูˆูƒู†ุช ุนู„ู‰ ุนู„ู… ุจุฑุฏูˆุฏ ูุนู„ ุงู„ุนู…ูŠู„ุŒ
10:25
and I hope that you will feel comfortable arguing on my behalf."
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ูˆุฃุชู…ู†ู‰ ุฃู† ุชุดุนุฑ ุจุงู„ุฑุงุญุฉ ูˆุฃู†ุช ุชุชุฌุงุฏู„ ู†ูŠุงุจุฉ ุนู†ูŠ."
10:29
If Jim knows you
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ุฅุฐุง ุนุฑููƒ (ุฌูŠู…)
10:31
and you have any kind of a relationship,
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ูˆูƒุงู† ู„ุฏูŠูƒ ู†ูˆุน ู…ู† ุงู„ุนู„ุงูุฉ ู…ุนู‡ุŒ
10:33
there's a very high probability that he will answer yes,
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ูู‡ู†ุงูƒ ุงุญุชู…ุงู„ ูƒุจูŠุฑ ุฌุฏู‹ุง ุฃู† ูŠุฌูŠุจ ุจู†ุนู…ุŒ
10:36
and if he says yes,
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ูˆุฅุฐุง ู‚ุงู„ ู†ุนู…ุŒ
10:38
he will endeavor to get it done for you.
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ูุณูŠุณุนู‰ ุฌุงู‡ุฏู‹ุง ู„ุฅู†ุฌุงุฒ ุฐู„ูƒ ู„ูƒ.
10:40
But there's also a shot that Jim might say no,
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ูˆู„ูƒู† ู‡ู†ุงูƒ ุงุญุชู…ุงู„ ุฃู† ูŠู‚ูˆู„ ู„ุงุŒ
10:43
and if he says no, in my opinion,
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ูˆุฅุฐุง ู‚ุงู„ู‡ุงุŒ ุจุฑุฃูŠูŠุŒ
10:45
there's only three reasons that he would tell you no.
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ู‡ู†ุงูƒ ุซู„ุงุซุฉ ุฃุณุจุงุจ ุณูŠู‚ูˆู„ ู„ูƒ ููŠู‡ุง ู„ุง.
10:48
The first is he doesn't think that he has enough exposure to your work
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ุงู„ุฃูˆู„ ู‡ูˆ ุฃู†ู‡ ู„ุง ูŠุนุชู‚ุฏ ุจุฃู† ู„ุฏูŠู‡ ุงู„ุงุทู„ุงุน ุงู„ูƒุงููŠ ุนู„ู‰ ุนู…ู„ูƒ
10:53
to have real credibility behind closed doors
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ู„ู„ุญุตูˆู„ ุนู„ู‰ ู…ุตุฏุงู‚ูŠุฉ ุญู‚ูŠู‚ูŠุฉ ุฎู„ู ุงู„ุฃุจูˆุงุจ ุงู„ู…ุบู„ู‚ุฉ
10:56
to be impactful and effective on your behalf.
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ู„ูŠูƒูˆู† ู…ุคุซุฑู‹ุง ูˆูุนุงู„ู‹ุง ู†ูŠุงุจุฉ ุนู†ูƒ.
10:59
The second reason he may tell you no
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ุงู„ุณุจุจ ุงู„ุซุงู†ูŠ ู„ู‚ูˆู„ู‡ ู„ุง
11:01
is that you think he has the juice to get it done,
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ู‡ูˆ ุฃู†ูƒ ุชุนุชู‚ุฏ ุจุฃู† ู„ุฏูŠู‡ ุงู„ู‚ุฏุฑุฉ ุนู„ู‰ ุฅู†ุฌุงุฒู‡ุŒ
11:05
but he knows that he does not have the power to do it
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ูˆู„ูƒู†ู‡ ูŠุนู„ู… ุฃู†ู‡ ู„ูŠุณ ู„ุฏูŠู‡ ุงู„ู‚ุฏุฑุฉ ู„ู„ู‚ูŠุงู… ุจุฐู„ูƒ
11:08
and he is not going to admit that in that conversation with you.
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ูˆู„ู† ูŠุนุชุฑู ุจุฐู„ูƒ ููŠ ุชู„ูƒ ุงู„ู…ุญุงุฏุซุฉ ู…ุนูƒ.
11:11
(Laughter)
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(ุถุญูƒ)
11:12
And the third reason that he would tell you no,
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ูˆุงู„ุณุจุจ ุงู„ุซุงู„ุซ ู„ู‚ูˆู„ู‡ ู„ุงุŒ
11:15
he doesn't like you.
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ุฃู†ู‡ ู„ุง ูŠุญุจูƒ.
11:16
He doesn't like you.
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ู‡ูˆ ู„ุง ูŠุญุจูƒ.
11:18
(Laughter)
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(ุถุญูƒ)
11:19
And that's something that could happen.
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ูˆู‡ุฐุง ุดูŠุก ูŠู…ูƒู† ุญุฏูˆุซู‡.
11:21
But even that will be valuable information for you
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ูˆู„ูƒู† ู‡ุฐู‡ ุงู„ู…ุนู„ูˆู…ุงุช ุณุชูƒูˆู† ู‚ูŠู‘ู…ุฉ ู„ูƒ
11:25
that will help to inform your next conversation with a sponsor
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ูˆุงู„ุชูŠ ุณุชุณุงุนุฏูƒ ุนู„ู‰ ุฃู† ุชูƒูˆู† ู…ุญุงุฏุซุชูƒ ุงู„ู‚ุงุฏู…ุฉ ู…ุน ุฑุงุนู
11:29
that might make it a little bit more impactful.
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ุณุชูƒูˆู† ุฃูƒุซุฑ ุชุฃุซูŠุฑู‹ุง.
11:34
I cannot tell you how important it is to have a sponsor.
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ู„ุง ูŠู…ูƒู†ู†ูŠ ุฅุฎุจุงุฑูƒู… ุจู…ุฏู‰ ุฃู‡ู…ูŠุฉ ูˆุฌูˆุฏ ุฑุงุนู.
11:37
It is the critical relationship in your career.
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ู‡ูŠ ุงู„ุนู„ุงู‚ุฉ ุงู„ุญุงุณู…ุฉ ููŠ ู…ู‡ู†ุชูƒ.
11:42
A mentor, frankly, is a nice to have,
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ุงู„ู…ุฑุดุฏ ุจุตุฑุงุญุฉ ูˆุฌูˆุฏู‡ ุฑุงุฆุนุŒ
11:44
but you can survive a long time in your career without a mentor,
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ูˆู„ูƒู† ูŠู…ูƒู†ูƒ ุงู„ุจู‚ุงุก ู„ูุชุฑุฉ ุทูˆูŠู„ุฉ ุจุฏูˆู† ู…ุฑุดุฏุŒ
11:48
but you are not going to ascend in any organization without a sponsor.
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ูˆู„ูƒู† ู„ุง ูŠู…ูƒู†ูƒ ุฃู† ุชุฑุชู‚ูŠ ููŠ ู…ู†ุธู…ุฉ ุจุฏูˆู† ุฑุงุนู.
11:54
It is so critical that you should ask yourself regularly,
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ู…ู† ุงู„ู…ู‡ู… ุฃู† ุชุณุฃู„ ู†ูุณูƒุŒ
11:58
"Who's carrying my paper into the room?
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"ู…ู† ุงู„ุฐูŠ ูŠุญู…ู„ ุฃูˆุฑุงู‚ูŠ ุฅู„ู‰ ุงู„ุบุฑูุฉุŸ
12:01
Who is carrying my paper into the room?"
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ู…ู† ุงู„ุฐูŠ ูŠุญู…ู„ ุฃูˆุฑุงู‚ูŠ ุฅู„ู‰ ุงู„ุบุฑูุฉุŸ"
12:03
And if you can't answer who is carrying your paper into the room,
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ูˆุฅุฐุง ูƒู†ุช ู„ุง ุชุณุชุทูŠุน ุงู„ุฅุฌุงุจุฉ ุนู„ู‰ ู…ู† ู‡ูˆ ุงู„ุฐูŠ ูŠุญู…ู„ ุฃูˆุฑุงู‚ูŠ ููŠ ุงู„ุบุฑูุฉุŒ
12:07
then I will tell you to divert some of your hardworking energies
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ูุณุฃุฎุจุฑูƒ ุจุฃู† ุชุญูˆู„ ุจุนุถ ุทุงู‚ุงุชูƒ ุจุงู„ุนู…ู„ ุงู„ุฏุคูˆุจ
12:11
into investing in a sponsor relationship,
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ุฅู„ู‰ ุงู„ุงุณุชุซู…ุงุฑ ููŠ ุนู„ุงู‚ุฉ ู…ุน ุฑุงุนูุŒ
12:14
because it will be critical to your success.
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ู„ุฃู†ู‡ุง ุณุชูƒูˆู† ุญุงุณู…ุฉ ู„ู†ุฌุงุญูƒ.
12:17
And as I close, let me give a word
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ูˆููŠ ุงู„ุฎุชุงู…ุŒ ุงุณู…ุญูˆุง ู„ูŠ ุฃู† ุฃูˆุฌู‡ ูƒู„ู…ุฉ
12:20
to the would-be sponsors that are in the room.
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ู„ู„ุฐูŠู† ู‚ุฏ ูŠุตุจุญูˆู† ุฑุนุงุฉ ููŠ ุงู„ุบุฑูุฉ.
12:23
If you have been invited into the room,
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ุฅุฐุง ูƒู†ุช ู‚ุฏ ุฏูุนูŠุช ู„ู„ุบุฑูุฉุŒ
12:26
know that you have a seat at that table,
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ุชุนุฑู ุจุฃู† ู„ุฏูŠูƒ ู…ู‚ุนุฏู‹ุง ุนู„ู‰ ุชู„ูƒ ุงู„ุทุงูˆู„ุฉุŒ
12:30
and if you have a seat at the table,
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ูˆุฅุฐุง ูƒุงู† ู„ุฏูŠูƒ ู…ู‚ุนุฏ ุนู„ู‰ ุงู„ุทุงูˆู„ุฉุŒ
12:32
you have a responsibility to speak.
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ุนู„ูŠูƒ ุงู„ู…ุณุคูˆู„ูŠุฉ ู„ู„ุชุญุฏุซ.
12:35
Don't waste your power worrying about what people are going to say
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ู„ุง ุชุถูุน ุทุงู‚ุชูƒ ุจุงู„ู‚ู„ู‚ ุจุดุฃู† ู…ุง ุณูŠู‚ูˆู„ู‡ ุงู„ู†ุงุณ
12:40
and whether or not they think you might be supporting someone
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ูˆู…ุง ุฅุฐุง ูƒู†ุช ู‚ุฏ ุชุฏุนู… ุดุฎุตู‹ุง ู…ุง
12:43
just because they look like you.
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ูู‚ุท ู„ุฃู†ู‡ู… ูŠุดุจู‡ูˆู†ูƒ.
12:45
If somebody is worthy of your currency,
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ุฅุฐุง ูƒุงู† ุฃุญุฏู‡ู… ูŠุณุชุญู‚ ุฏุนู…ูƒุŒ
12:49
spend it.
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ุฃุนุทู‡ ุฅูŠุงู‡.
12:51
One thing I have learned after several decades on Wall Street
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ุดูŠุก ูˆุงุญุฏ ุชุนู„ู…ุชู‡ ุจุนุฏ ุนู‚ูˆุฏ ููŠ ูˆูˆู„ ุณุชุฑูŠุช
12:54
is the way to grow your power is to give it away,
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ู‡ูˆ ุฃู† ุงู„ุทุฑูŠู‚ุฉ ู„ุชู†ู…ูŠุฉ ู‚ุฏุฑุงุชูƒ ู‡ูŠ ุจุงู„ุชุฎู„ูŠ ุนู†ู‡ุงุŒ
12:58
and your voice is at the heart.
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ูˆุตูˆุชูƒ ู‡ูˆ ููŠ ุตู…ูŠู… ุฐู„ูƒ.
13:00
(Applause)
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(ุชุตููŠู‚)
13:06
And your voice is at the heart of your power.
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ูˆุตูˆุชูƒ ู‡ูˆ ููŠ ุตู…ูŠู… ู‚ูˆุชูƒ.
13:11
Use it.
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ุงุณุชุฎุฏู…ู‡.
13:13
Thank you very much.
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ุดูƒุฑู‹ุง ุฌุฒูŠู„ู‹ุง.
13:14
(Applause)
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(ุชุตููŠู‚)
ุญูˆู„ ู‡ุฐุง ุงู„ู…ูˆู‚ุน

ุณูŠู‚ุฏู… ู„ูƒ ู‡ุฐุง ุงู„ู…ูˆู‚ุน ู…ู‚ุงุทุน ููŠุฏูŠูˆ YouTube ุงู„ู…ููŠุฏุฉ ู„ุชุนู„ู… ุงู„ู„ุบุฉ ุงู„ุฅู†ุฌู„ูŠุฒูŠุฉ. ุณุชุฑู‰ ุฏุฑูˆุณ ุงู„ู„ุบุฉ ุงู„ุฅู†ุฌู„ูŠุฒูŠุฉ ุงู„ุชูŠ ูŠุชู… ุชุฏุฑูŠุณู‡ุง ู…ู† ู‚ุจู„ ู…ุฏุฑุณูŠู† ู…ู† ุงู„ุฏุฑุฌุฉ ุงู„ุฃูˆู„ู‰ ู…ู† ุฌู…ูŠุน ุฃู†ุญุงุก ุงู„ุนุงู„ู…. ุงู†ู‚ุฑ ู†ู‚ุฑู‹ุง ู…ุฒุฏูˆุฌู‹ุง ููˆู‚ ุงู„ุชุฑุฌู…ุฉ ุงู„ุฅู†ุฌู„ูŠุฒูŠุฉ ุงู„ู…ุนุฑูˆุถุฉ ุนู„ู‰ ูƒู„ ุตูุญุฉ ููŠุฏูŠูˆ ู„ุชุดุบูŠู„ ุงู„ููŠุฏูŠูˆ ู…ู† ู‡ู†ุงูƒ. ูŠุชู… ุชู…ุฑูŠุฑ ุงู„ุชุฑุฌู…ุงุช ุจุงู„ุชุฒุงู…ู† ู…ุน ุชุดุบูŠู„ ุงู„ููŠุฏูŠูˆ. ุฅุฐุง ูƒุงู† ู„ุฏูŠูƒ ุฃูŠ ุชุนู„ูŠู‚ุงุช ุฃูˆ ุทู„ุจุงุช ุŒ ูŠุฑุฌู‰ ุงู„ุงุชุตุงู„ ุจู†ุง ุจุงุณุชุฎุฏุงู… ู†ู…ูˆุฐุฌ ุงู„ุงุชุตุงู„ ู‡ุฐุง.

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