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COMO SE TORNAR ALTAMENTE INFLUENTE? | Joel Jota — Transcript

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0:00My father walked in around 7 something
0:02at night, we were eating, and he said:
0:04"Joel, can you believe this?" My
0:06friend's son got a call to compete in
0:08the United States. He won't be able to
0:10go because his father doesn't have the
0:11money to send him. Look at me, if that
0:13ever happens to you, I'll sell
0:15everything and you're going.
0:18>> He is an entrepreneur, investor, writer
0:20, bestseller, and mentor. Today's guest
0:23is Joel J. How do you view influence
0:26today? In my opinion, it comes from
0:29three aspects I'm careful about: my
0:30results, my knowledge, my behavior.
0:33Therefore, today followers, reach, they
0:36are just the tools of influence. I
0:38grabbed my phone out of nowhere and
0:40started making a video. Guys, I just
0:42received a Facebook post here and 7
0:45years ago I was like this, I was this
0:47way. I wanted to tell you guys, man,
0:48don't give up on yourselves. My voice
0:50chokes up and man, work because work
0:53pays off. Folks, welcome to another
0:59super episode of How Did You Do That in
1:02this new season. I am very happy for
1:04your company and for the overwhelming
1:06growth of How Did You Do That, thanks
1:07to your audience. Today I'm hosting a
1:10very special person. Every time he
1:13comes, the conversation goes far, it
1:15keeps going for a long time. He's a guy
1:17I call a friend, as you've already seen
1:19in our introduction, a guy who is a
1:21dear friend, a partner, a brother for
1:23life. So I wanted our audience to
1:24welcome my dear brother Joel J. Let's
1:26hear it for him. What's up, J. Thank
1:32you. Wow.
1:38>> Ah, I see you're back, man.
1:41>> Me too.
1:42>> I see. You're back.
1:42>> I've missed coming to How Did You Do
1:44That.
1:44>> Yeah, usually in our chat we drop a
1:47word and wherever we end up, right? I
1:51think this type of chat is cool, man.
1:52Last time we had a starting theme, but
1:56the starting theme
1:58>> it flowed.
1:59>> Do you like chatting like this? Usually
2:01>> I do. Thinking about life, right?
2:03Thinking while talking. I like it.
2:05>> Do you like it?
2:05>> I do.
2:06>> Ah, Joel, every episode is born from a
2:10'how'.
2:11>> Uh-huh.
2:13>> Eh, the 'how' I brought today to guide
2:14our show, but I want us to go in the
2:16vibe we always go,
2:18>> okay?
2:18>> Okay. He will guide our program, and
2:21together with this wonderful audience
2:23here, we are going to ride this wave
2:25coming from Santos. That’s the vibe,
2:31okay? This wave that comes from Santos.
2:32>> Hello 013.
2:33>> Hello 013. Okay. Uh-huh. In recent
2:38years, you are a guy whose trajectory I
2:42greatly admire, and lately, you have
2:45been focusing more and more on the word
2:49influence, not just understanding this
2:52world. Ah, he’s a guy who, you know,
2:55built influence very well around all
2:57his businesses, he knows how to play
2:59the influence game. It’s a game that
3:02isn’t obvious to many people.
3:03>> Uh-huh. But today, people know, and we
3:05see many friends of ours, great
3:07entrepreneurs, whom we used to tell: "
3:08Man, you have to get on the internet,
3:10it’ll be so cool, people need to know
3:12you." So, uh, to guide us on how to
3:15transform more, how to be more
3:17influential in life and in business?
3:20How do you view influence? Lend me your
3:22glasses,
3:23>> okay?
3:24>> How do you view influence today? I view
3:26influence today as a means for you to,
3:32uh, use this mechanism to do your work,
3:37>> okay?
3:38>> But before that, influence doesn't
3:40start at work, influence starts at home
3:42, right? So I want to be the greatest
3:45influencer inside my home. That is the
3:46first thing. For my children, for my
3:49wife, being a good brother, a good son,
3:52right? A good friend. If we add up all
3:56the social networks, right, of Jooj,
3:59175 million today, that’s people,
4:01that’s a lot of people. And I would
4:04trade all these followers in a snap of
4:06my fingers to influence João, Pedro,
4:08and Joaquim. That is the first thing.
4:11The second thing is because I was
4:13influenced by my father and my mother,
4:15Mr. Joel and Donisaura. And I
4:18understood today in adult life that
4:20everything I conquered, everything I
4:23built, was through the things they told
4:26me and through the things I saw them do
4:29.
4:29>> Hmm.
4:30>> In other words, influence is indeed
4:33important. I saw good influence from my
4:35father, good influence from my mother.
4:38These were my first life influencers.
4:40The second layer were my teachers. They
4:43were good influencers in my life. The
4:45third layer were my coaches. Those were
4:47with me for a long time. Third, fourth
4:51now, the biggest influencers were my
4:54professional colleagues during college,
4:57the professors. Gosh, I was a
5:00university professor, so there were
5:02those teachers with more seniority.
5:04Another influence was books. My library
5:07influenced me so much, man. And
5:09there’s a quote by Isaac Newton, or
5:12attributed to Isaac Newton. Yeah, if
5:14I’ve reached where I am, it’s
5:15because I stood on the shoulders of
5:16giants.
5:16>> That stuff is so good.
5:17>> When I read it, man, this guy was
5:20influenced. This guy exerted an
5:22influence, his influence of behavior,
5:25of vision, of worldview, uh, of
5:27unconventional opinions, of difficult
5:30decisions. And so I went to stock up on
5:33that. I was highly influenced by
5:34athletes. I was influenced by Gustavo
5:36Kuerten, by Fernando Scherer, by Senna,
5:39by uh, Michael Jordan, by Oscar Schmidt
5:41, by Hortência, I don't know, by
5:43Romário, by Ronaldo, by Neymar, and so
5:45on. So, influence is a very powerful
5:48tool, man, very powerful for social
5:50transformation. First thing, I know
5:53this. Second thing, I use this to carry
5:57out my work. So, I became a teacher,
6:00it’s an influence.
6:02>> I became a coach, another influence. I
6:05started putting content on the internet
6:07, it’s an influence for those
6:08followers, right? And this influence,
6:11in my opinion, comes from three aspects
6:14that I’m careful about.
6:17>> Which ones?
6:19>> My results. The results influence my
6:23knowledge. My knowledge shows depth,
6:26that influences. But I left for last
6:30what is actually the first: my behavior
6:32, proper behavior, right? So if I ask
6:34for punctuality, I am punctual. If I
6:36ask for reading, I read. If I ask for
6:38initiative, I am a pioneer. And all of
6:41this influences. Therefore, today
6:44followers, reach, they are just the
6:46tools of influence. I’m not, I’m
6:50not, I’m not an influencer because
6:51the internet exists. I use the internet
6:54to expand what I’ve already been
6:56doing for a long time. First because I
6:59was influenced, and second because I
7:01know the power it has in people's lives
7:03. Wow. Ten years ago you told me this,
7:06look. When you were, when I was little,
7:08I was 12, you were my coach, you told
7:10me not to give up. Now I’m 36, and I
7:11remembered what you told me back then.
7:13In other words, a word never comes back
7:15alone. So, the internet is the medium
7:17and influence is ancient, important.
7:22The, the theme, the word is a bit more
7:25modern, right? Influence, influencer,
7:28influencer market, or founder growth,
7:31or ecosystem, community. But this is
7:34very old, very old. So, everything that
7:37is old, has endured over time, has
7:39survived the test of time, it works. So
7:41, I’m just, uh, replicating what
7:44works. How do you go about obviously,
7:49maybe your history as an athlete taught
7:52you this through osmosis, to be able to
7:55say, this guy will influence me, this
7:58one won't. For example, in the world of
8:00esports, it's perhaps a bit more
8:01visible. Yeah, hey, this guy swims
8:04faster than me, so how do you do this
8:06filtering? Because there are people who
8:08influence others and they haven't even
8:10realized they're influencing,
8:11>> right? I think, I think it's dangerous
8:14when you are influenced unconsciously
8:16and perhaps you're being guided to
8:17become someone you won't be proud of,
8:20>> right?
8:21>> How do you do it now in another field
8:23to say: "Man, is this going to
8:25influence me? How do you play the
8:28influence game as someone being
8:30influenced?" Because I think this,
8:32everyone is a little piece of someone
8:34they admire.
8:35>> Exactly.
8:35>> We are the sum of the pieces of someone
8:37we admire. How do you do it?
8:39>> Okay, I do it like this. Today I do it
8:43consciously, okay?
8:45>> Which is very important. When I was
8:48younger, it was unconscious. And
8:50because of that, due to my immaturity
8:52back at the beginning, I made mistakes
8:54a few times. So, when there was someone
8:56who spoke very well, communicated very
8:57well, was very energetic, that seemed
8:59like a magnet, man. It felt like a
9:01siren, I would follow, but sometimes
9:02they would lead me to a place that had
9:03nothing to do with me, you know? I
9:05understand.
9:06>> Because they spoke well, they had
9:07energy and they would arrive places,
9:09man, it looked like a firefly, a magnet
9:10, it blinked. What is happening there?
9:14Not anymore today. Today I mean, in
9:16adult life, not anymore. The first
9:19thing is the result. Does the person
9:22have a result? I believe results
9:25inspire, a relevant result, a cool
9:27result in a specific area.
9:29>> It's the first layer. So,
9:31>> the first layer, the second layer is
9:35conduct. Conduct connects me. Work
9:40ethic. For example, I lived with you
9:43for 2 years,
9:44>> yes.
9:44>> Before being your partner,
9:47>> man. We built performance together.
9:49>> Uh-huh.
9:50>> I said: "I will succeed with this guy,
9:52>> because I have already lived with him
9:53for two years."
9:55>> In other words, result, then you saw
9:56conduct,
9:57>> man. Your conduct, you are a
9:59results-oriented guy, you led teams of
10:02120, 130, maybe 140,000 people abroad.
10:05You have results. You were the number
10:0801 that you made global. Wow! I saw
10:10your style, your conduct, your work
10:12ethic, especially with me.
10:14>> Uh-huh.
10:15>> I said, "Man, this guy, we're going to
10:16click." So, he has things that I don't
10:19have. I lend him things that, well,
10:21maybe he doesn't have either. So we're
10:23really good together. So, work ethic
10:25influences me a lot. And the third
10:30thing is family life principles. How
10:34you are with your wife, how you are
10:35with your kids, how you are with your
10:36friends. Man, I've never seen you speak
10:39ill of anyone. And I've seen a few
10:42opportunities where speaking ill would
10:44have fit, you know, in the conversation
10:47. Whether I'm alone, or I'm Fábio
10:49Lalas, or I'm Billy Billy, which is
10:52Flávio. And you didn't, man. You
10:55didn't. And that, wow, man, how cool is
10:59that. That, that influences me. That
11:03influences me. The guy has results, has
11:07work ethic, has principles, there's
11:09another thing too, which is synergy.
11:13Synergy influences me. 1 plus 1 equals
11:1511.
11:15>> Uh-huh. 1 plus 1 plus 1 equals 111.
11:21Therefore, if a person has results,
11:22Caio, but they don't have work ethic,
11:24geez, it's not cool for me, you get it?
11:27If the person has work ethic but no
11:30results, it's also difficult for me. So
11:34, influence for me is in those places
11:36there.
11:38>> When you started talking about the
11:40foundations that influenced you, the
11:41first thing you mentioned was your
11:42parents,
11:44>> right? You see that every time we're
11:47together, I keep asking about the
11:49stories,
11:50>> okay? You'd love my dad, okay? If my
11:54dad were alive, he'd be sitting here.
11:56I'd be there in the audience. No, there
11:58I'd just be one more person. He was
12:00very different.
12:02>> Is there something really cool your dad
12:04did with you that you do with the boys
12:05today?
12:08>> Several.
12:09>> Is there one like, "Man, this one, when
12:11you do it, you think, man, that's crazy
12:13." I'm replicating what was done with
12:16me. Is there a special one?
12:18>> There is. There's what he did his whole
12:20life. My dad was a guy who was very
12:23skilled with words. He wasn't a big
12:28hugger, he wasn't, you know, in the
12:30five love languages,
12:31>> he wasn't always giving kisses and such
12:32,
12:32>> No. He would greet me, he would shake
12:34my hand like this. I would end up
12:35kissing his forehead, his ear, give him
12:37a bunch of kisses.
12:38>> But he would say: "I love you like this
12:39, right?" Yeah, I love you like this. "
12:40It's, it's like a tough-love charisma,
12:42you know? A thing, his charisma, a
12:45grandpa. Then I would hug him, come
12:48here, big guy, and all that. But the
12:50big guy's words hit home, man, what a
12:53talent, man.
12:56>> But in what sense? Like, yeah, in
12:58certain moments, he had a
13:01>> had, uh, in the moment I was very happy
13:03and in the moment I was very sad, in
13:05these two moments, his words would
13:07invade my soul, man. He, he went
13:09straight to my heart, to my soul. And
13:14what was he capable of doing? My father
13:18, he determined my destiny with his
13:21words.
13:22>> Wow!
13:23>> I'm going to read you a letter he wrote
13:27me when I was 16.
13:29>> Oh, no.
13:29>> Really? And I kept this letter and it's
13:32here, look. It was like this, I have
13:37the letter. 1997 after a championship I
13:43won. Uh, here. This letter right here.
13:50>> And did you take a picture?
13:52>> I took a picture. And it's framed. Look
13:53at the big guy's handwriting.
13:56>> No, he even used colored pens, the red
13:58one, right?
13:58>> Yeah, man. He used a ballpoint pen and
14:00who knows what else he did. Then he put
14:02it like this, look. I went to the
14:04championship, I won, I broke the record
14:06, I was 16, I'm 45 now, man. That was
14:08almost 30 years ago. He wrote to Joel
14:11Júnior, good soul. He already started
14:14here, look. Good soul. Congratulations
14:17on the great achievement at the 1997
14:18Winter Paulista. Because what is more
14:22important than winning is knowing that
14:25you fought to win. In other words,
14:29because more important than winning is
14:30knowing that you fought to win. I
14:32didn't know your nickname was JJ. I was
14:3416. Go ahead, you have everything to
14:37achieve what you want and what you aim
14:40for. I know it's hard, Joel, and
14:44exhausting, that you have to grind a
14:45lot. I already liked the" grind, "which
14:48is the language I like, but in the end,
14:50it will be worth it. Always continue as
14:55you are, acting with humility, and we
14:58will always be by your side, cheering
15:02with fervor, because we know your
15:05potential and we feel deep in our
15:09hearts that you will get there. What"
15:13there "was he talking about? I don't
15:15know. Congratulations. Congratulations.
15:17Joel Master. He wrote. Isaura Mother.
15:21Vanina sister, Marcel brother. And then
15:24he added at the end, is that soft
15:25enough or do you want more? So this
15:29little letter of his here, look,
15:31beautiful. The Joel Master
15:34>> it's Joel Master. And he he determined
15:38my destiny through his words. He would
15:41speak, and I, Caio. I felt it, man, I
15:47felt it. So, uh, I do this with my
15:53children, you understand? And I have a
15:55story that when I was 13 years old and
15:58then I had a friend, I have this friend
16:03who was 2 years older than me, so he
16:05was 15. And my father and this friend's
16:08father at the club worked at the Port
16:10of Santos. And then he arrived like
16:12this, look, at home. So, visualize, my
16:16father had a Passat and a 50 square
16:18meter apartment. That was my father's
16:21life and me there and my brothers. I
16:22was 13 years old, I lived in a 50
16:24square meter apartment in Santos,
16:26Barão de Paranapiacaba street, number
16:2832, number 42, apartment 34. You
16:30remember it to this day? My father
16:32comes in at 7-something at night, we
16:35were eating, he said:" Joel, can you
16:37believe it? "The son of my friend there
16:41, then he said the father's name. Uh,
16:45his son received a call-up to compete
16:47in the United States. He won't be able
16:50to go because his father doesn't have
16:51the money to send him. Look at me. Then
16:55I was like, hum, if this ever happens
16:58to you, I will sell everything and you
17:00will go. Only the" everything "was a
17:05Del Rey and a 50 square meter apartment
17:08. Man, I was 13, man. I felt that, man.
17:11My father trusts in me. even while I
17:15don't trust in myself yet. And he spoke
17:18with such conviction, but with such
17:20conviction, Caio, I believed. And there
17:24was a day he spoke with much conviction
17:25about the championship and then I swam
17:29and won the championship, but I wasn't
17:30sure I would win. And I asked:" Dad,
17:32where did you get that conviction from?
17:33"He said:" I know you, I am your father
17:35. "Man, I took that, I take that, I
17:37only speak like that to the kids, I
17:38speak like that to my children:" João,
17:40you are a magnet, pay attention, you
17:42are going to enter the school. "João
17:43is seven. Do you get it? You are the
17:46guy who makes friends faster than
17:47anyone I know. Go into the school, get
17:49it, it won't take 2 minutes, the kids
17:51will all come after you. The kids He I
17:53am fast, right, dad? Very fast. Very
17:57fast.
17:57>> I know you. I am your father.
17:59>> I know you. I am your father. And one
18:03by one I plant in their words, I look,
18:06they understand. I understood and I
18:08don't forget. And I speak one by one.
18:11One by one. You are this. Every day you
18:14learn something. Something new. What
18:17are you? Strong. And you're brave. How
18:19do we work those into maximum quality?
18:22They don't know what maximum quality is
18:24, but they say it. Because I used to
18:27say things I didn't know what they were
18:29yet. And by saying them so much, I, I,
18:31it stuck. So, my father, he, he, he was
18:35deterministic with me. It was a
18:37certainty, Caio. It was a certainty.
18:42>> And in the bad moments, how was it? He
18:43was
18:44>> certain, too. But it was like this,
18:47look. I competed poorly. At my house,
18:53I'd enter through the living room, I
18:55wanted to go to my room, but from the
18:56living room to the bedroom there was a
18:58little door, kitchen, there was no way
19:00to get to my room without passing
19:02through the kitchen door. My father
19:05would just stay in the kitchen, sitting
19:06like this with his leg up, watching TV,
19:08drinking coffee. And then I opened the
19:11door, I said:" Man, I'm going to have
19:12to pass by my father. "But it's like
19:14this,
19:14>> it wasn't like a doorman for the house.
19:16>> It was an 80 cm doorman. I had 80 cm
19:19right there. My chance was:" Go, go to
19:22the other bathroom, go to the fridge. "
19:25And then I would pass him, Joel. Then I
19:29would come back:" Hi, dad. "And how was
19:36the competition? But like this, with
19:39wisdom,
19:40>> he already knew that I had,
19:41>> he already knew everything. He already
19:43knew I had done poorly, he already knew
19:45I hadn't swum or trained well that
19:47season, he already knew that I arrived
19:49later because I stayed out and didn't
19:51eat well, he already knew, kid. Yeah,
19:53dad, I didn't do well, didn't do well?
19:57It's predictable. He would drop a"
20:00predictable "on me. Predictable. No,
20:03dad, but it's the following, look. Just
20:04a bad pool, cold water. Green, it was
20:09raining, the starting block was
20:11slippery. Yeah, then he went around
20:12asking everyone's name. How did Leandro
20:14do? Ah, he got worse. How did Bruno do?
20:18Worse. I was just like, just don't ask
20:20about Robertinho. Then he, how did he
20:23do, Robertinho? No, not Robertinho.
20:25Robertinho. Robertinho broke a record.
20:28Ah, in the same pool, in the same water
20:30. Yeah. Hey Joel, sit down here for a
20:32minute. Never blame others. Take
20:35responsibility. It’s not about the
20:37coach, it's not about that. You’re
20:38the one who didn’t train, you’re
20:39the one who didn’t do it. And I
20:40warned you one after another, man. One
20:42after another. How did you leave?
20:44>> I left angry at first, but grateful in
20:48the end, because my father had
20:50something that won me over, Caio. He
20:54always won me over with one thing.
20:55>> What?
20:56>> Consistency. He is so consistent, and
20:59his consistency, gosh, he is very
21:04consistent. What he is saying is the
21:08truth, man. I can't deny it. I didn't
21:11train well, man. Get it? I didn't, I
21:13did poorly in school. I, I, I messed up
21:15, man. I thought that because I’d won
21:17one championship, I’d win the next,
21:22but I thought that would end in sports.
21:25I became a university professor at 25.
21:27>> Did your father get to know you as, uh,
21:30see you working as a coach?
21:32>> Did he?
21:32>> In the very beginning.
21:33>> In the very beginning and as a coach
21:35and as a professor too. At 25, I became
21:37a university professor. Very young,
21:39right, Dad? I fulfilled a dream. What
21:41was it? Man, I became a university
21:43professor. 20 seconds of praise. Very
21:46good, my son. Wow, I'm so proud of you.
21:49Fantastic, man. Very cool. I'm so proud
21:51. I’m like, wow, cool, Dad. 21st
21:54second. Sit down there. An hour-long
21:57lecture. Look at what?
21:59>> Pay attention now. Now that you’re a
22:01professor, you can’t do that anymore.
22:02If you don’t know, say you don’t
22:04know. If—no, my father never went to
22:06college, man. If at some point a
22:08student asks you a question and you
22:09don’t know, you say you don’t know.
22:12And then the next day you go and bring
22:13the answer. And then you have to speak
22:14with authority. You can’t walk around
22:16like that anymore. So I was like, man,
22:17but Dad, are you happy or are you sad?
22:19Just so I know. Are you
22:20>> happy or worried, right? Are you happy
22:22or worried, are you angry or are you sa
22:24—, you know?
22:25>> And then he said:" No, son, it’s
22:27because you have to speak with
22:30authority. "He used that term. You have
22:32to speak with authority. But basically
22:35he was saying to me:" Update your
22:36identity, update it, man. You're in a
22:39different place now. "And that was
22:41captivating, Caio. Captivating, man, to
22:44me. And there was another thing my
22:47father used to tell me when I was being
22:49stubborn. My father never called me
22:51stubborn when I was being stubborn. He
22:53did it in a way that was tougher. He
22:57would say:" I won't talk to you anymore
22:59. You don't have the sensitivity to
23:00listen to me. You are, you have no
23:02sensitivity. I won't preach in the
23:04desert. "I would say:" Oh my God. "But
23:07he meant:" You are being very stubborn.
23:08"But if he said:" You're stubborn, "
23:10maybe I wouldn't accept it. He said:"
23:12You don't have the sensitivity to
23:13understand what I'm telling you. I
23:15won't talk anymore. "How can you
23:17translate this competence your father
23:19had for someone listening to us who
23:21says:" Man, I wish I were like that. "
23:23What do you have to be? Do you believe
23:25he is courageous in his speech? There
23:27are many people who think your father
23:29was a guy who didn't avoid difficult
23:30conversations.
23:31>> No, he was the guy for difficult
23:33conversations. I think my father's word
23:37is maturity. He was mature, he was an
23:41adult. He knew that nobody owed him
23:45anything, that no one was coming to
23:47rescue him, that there is no lifeboat,
23:50and that if he didn't do it for himself
23:53and for us, nobody would. Man, Caio,
23:58this phrase is his, man. Think what you
24:00want, do what you want, but don't blame
24:02anyone for your results. I got it
24:03tattooed. It was the last thing he said
24:04to me in life. So, he was a mature guy.
24:06It is what it is. It is what it is. And
24:09he had some expressions, those very
24:12characteristic Porto words. That used
24:16to get to me." Joel, I sleep every day
24:19with alligators, snakes, and spiders,
24:21and I don't wake up bitten, my friend.
24:23"" You're not the one who's going to
24:25try to lecture me. "He would say:" Get
24:26straight to the point. "You know what I
24:29say? Start from the end. He goes
24:30straight to the point, no messing
24:32around. And I, well, this here, so that
24:35, this since I was a kid. And that
24:38shaped me, man. And it was amazing. It
24:41was, man, in his word and in his
24:43example and in his consistency.
24:45>> And what did your mother do with you?
24:48>> Pure love, consistency, dedication. I'm
24:52with you on that. If I ask my mother,"
24:54Mom, how much did I make here from 50
24:55books? "she doesn't even know. she
24:58doesn't even know the championships I
25:00win, but she was my shield, she was my
25:02protector, and the one who gave me
25:04persistence, who gave me love, who gave
25:07me affection. I only remember my mother
25:11dedicated to my family. I don't
25:13remember my mother. I don't remember my
25:15mother doing something she wanted for
25:16herself. I don't remember. I’ll do
25:18this because I want to. I don't
25:19remember. I’ll do this because it's
25:21important for you. Wow, Mom. I’ll
25:25wake up early to make breakfast for
25:26your father. I’ll wake up early to do
25:28this for you. She would wake up, turn
25:30on her little radio, nice and calm. A
25:34memory, the person with the best memory
25:36, who remembers her stories, my mother
25:38is something incredible, very
25:39intelligent and resilient. My mother is
25:42the synonym for resilience. My mother
25:44had many difficulties, man, in life. My
25:46mother was abandoned by her father. My
25:49mother, uh, had many problems at school
25:52because she kept moving, very poor. So,
25:55my grandmother couldn't take care of
25:57her. She went to live with her
25:58grandfather, her grandfather went blind
26:00. Then when he went blind, he killed
26:02himself. You know, hard things like
26:04that, she had a rough life. Then her
26:07father abandoned her. Then when she
26:09married my father, her father went
26:10after my father. Then there was a, a, a
26:12crisis there and, racist. confusion,
26:15and she, man, firm, resilient, uh,
26:20became a mother very early and her only
26:24boyfriend was my father. Her only
26:26boyfriend, nothing, there was no one
26:28before, it was my father. So, she is
26:31the example of resilience, of love, of
26:33affection, of self-denial and of, and
26:34of, and of dedication to the family.
26:37That's my mother. It's a mom thing,
26:39right? I think mothers in general are
26:42that intelligent. My mother spoke
26:44little to me and changed me a lot. My
26:46father spoke a lot to me and changed me
26:47a lot. Both were in the conversation.
26:51>> And, and that is, is a foundation,
26:52right? We are talking about influence.
26:54This first foundation. Our childhood
26:56explains many things.
26:58>> Yes,
26:58>> right? Every now and then people come
27:01here to chat. How our childhood
27:02explains a lot.
27:03>> Yes.
27:04>> Wow. Uh, so many stories of things that
27:07were done to us, that we replicate,
27:08things that were done to us, but we
27:10only learned how to give it a cool
27:11caption. I said:" Man, this stops with
27:13me. "
27:14>> Uh-huh.
27:14>> I'm going to do it differently from now
27:16on. Ah, and especially in this game
27:20where you end up being such a big
27:23reference, right? The other day I saw a
27:26video of you with, man, a kid there and
27:28," Man, Jo, thank you, I watch your
27:29videos, "and I saw how emotional you
27:31got. So we end up sometimes looking
27:34virtually for a reference that we don't
27:37find near us.
27:38>> Yeah.
27:39>> What do you believe is the best way for
27:43us to be able to present ourselves to
27:48the world today in a coherent way? What
27:52do you believe is the way to present
27:54yourself today? Because social media,
27:55for example, is a showcase that
27:57everyone has access to. It can be a
27:58blessing, or a curse.
27:59>> Yeah. What's the most coherent way to
28:01present yourself to the world today?
28:04You will influence, you will attract,
28:06you will find your peers, you will
28:07create a personal brand, you will be
28:09seen. How do you see that?
28:12>> Ah, I believe that the best way for you
28:15to present yourself to the world is for
28:18you not to, uh, talk about things you
28:23haven't done. Well,
28:26>> talk about things you have done. Even
28:30if what you did may seem like little to
28:33others, it is what you did. This is
28:36just your story. So this is my story.
28:38This is what I did, this is what I
28:40achieved, this is what I reached. I
28:43think that's a good one. And another
28:46way to present yourself well to the
28:48world isn't about presenting yourself,
28:49okay? It's not about talking about what
28:53you believe, like many people ask you
28:56to talk about. Ah, my life purpose is
28:59this. Many people still don't know what
29:01it is, haven't defined what it is.
29:02>> Yeah.
29:03>> The best way to present yourself to the
29:05world is what problem that person knows
29:07how to solve for others.
29:08>> Hmm. Good one, huh?
29:10>> Right? Look, I'm 25 years old. I don't
29:14know exactly what my life purpose is,
29:16what I came to do on this earth, but I
29:17know how to do this here for you, okay?
29:20This here I can do for you. This here I
29:22am good at. There are several things
29:24I'm not good at, but this here I am
29:26good at. Would this help you? That's a
29:29beautiful way, because there is a
29:31question that I consider the most
29:32important—let me improve that—not
29:34the most important, the most powerful
29:39in life, which is, how can I help you?
29:42That for me is the most powerful one. I
29:45believe that introducing yourself to
29:46the world is:" I can do something for
29:48you, I'm good at this here. "That's how
29:50I would introduce myself. So, I believe
29:52in a life like that.
29:54>> Where did that insight come from? It
29:56came because when I started working
30:00with personal development in
30:02entrepreneurship, I did a total
30:05immersion. You know me, I'm intense, I
30:08distort time, man. I want to be the guy
30:10in personal development in Brazil, I
30:12want to be one of them, right? So, I go
30:15to every event, I'll read every book,
30:17I'll join every program and in
30:19practically every event I went to,
30:21people talked about purpose, saying you
30:23have to know your purpose. Then, right
30:27next to me, a person, yes, was crying,
30:30what happened? I discovered my purpose.
30:32I said:" Tell me, what is it? "" Then
30:36she said: "To help people," and I
30:37thought: "Wow, how lucky." I haven't
30:41discovered mine yet. Then I would go
30:44home a little distressed. Man, I think
30:47I have to discover my purpose, right?
30:49Because damn, it seems like that's the
30:51way. Then I'd go to an event, the guy
30:54on stage would say, "When I discovered
30:55my purpose and when you, sitting there,
30:57discover yours, your life will change."
30:59Then the guy next to me had a
31:00breakthrough. What happened? I
31:02discovered my purpose. He said: "What
31:03is it?" To help people. And then it hit
31:07me. It was one after the other. And
31:09there was a moment I felt insecure, so
31:11I did it too, I discovered my purpose.
31:16What is it, Joel? To help people, man.
31:19I modeled it. I must be a fish out of
31:22water, but that just didn't fit, man.
31:27Yeah. No, no, it's not working. I, I
31:29copied it and then I looked into the, I
31:32, I looked at the meaning of the word "
31:35discover." Purpose is something to be
31:38discovered, it’s covered up. Then I
31:41looked, I saw nothing, I "discovered."
31:44You found what? Nothing. Then I thought
31:47, man, I'll have to make a courageous
31:48decision here. I won't discover my
31:51purpose. I will create my purpose from
31:53now on. I will create it. I read a book
31:57called The Law of Success by Napoleon
31:59Hill, and of the 16 laws, the first one
32:01is defined purpose. Then I said, people
32:04are only explaining the first word,
32:05there's the "defined" part. You are
32:07defined, and defined by whom? By me. So
32:09from now on, I define my purpose. Joel,
32:11so did you discover your purpose? I
32:13didn't create it. And what is it?
32:14Getting good at something. If I get
32:18good at something, while I’m lost,
32:20while I’m confused, while I’m still
32:21in a phase of little maturity, the
32:23market will absorb me because I’m
32:25good at something. The market wants
32:28people who are good, not people who are
32:30confused. Confusion lowers conversion.
32:33So get good at something. Then that
32:36book came along, right? Start with Why
32:38by Simon Sinek, isn't that it? I said:
32:40"No, don't start with why, start with
32:41talent."
32:42>> Wow, what's that like? Starting with
32:45talent? There is an area you have a
32:46predisposition for. If you take that
32:48potential and train it, it becomes your
32:50strength. That's where you start. And
32:52the why, the why changes. You don't
32:55have children. Then you have one why.
32:56With children, you have another. Your
32:58purposes change, get good at something.
33:00So I took that line of reasoning,
33:02followed it, and repeated it. People
33:04say: "Wow, I think that makes sense." I
33:06said: "But I did this to defend myself,
33:08to protect myself, because I was kind
33:09of lost, man." That is good. That is
33:13good. Otherwise you'll end up modeling
33:15various people, and before modeling
33:17various people, please model yourself.
33:20Wow!
33:21>> I am good with people, man. Jo, if you
33:24stayed in the office being CEO of all
33:26the companies you are a partner in,
33:28would you be good? Yes. And at best,
33:30you wouldn't be. My time is where I can
33:35be unbeatable, people,
33:37>> with the clients,
33:39>> clients with influence, I develop, the
33:41work, training, all this bureaucratic
33:42stuff, man, I fall asleep in 15 minutes
33:44, I'll doze off. I recognize that I am
33:47weak. There I am weak, man. I couldn't
33:51do the 50 butterfly, man. I couldn't do
33:53the 400 medley. The 400 medley had the
33:55bad swimmers and then there was me. It
33:58was really bad. And if I trained a lot
34:01to swim a 400 medley, I would be
34:04average. Now the 50 butterfly, I was
34:07good, man. It was the best race I had.
34:09So I believe that people need to know
34:10where their power zone is, where they
34:12have talent. Work, work, work, work,
34:14work, work and dedicate yourself so you
34:16have a chance. So start where you are
34:19good. And the purpose along the way, it
34:22reprograms itself. I did this for
34:25myself, it worked, and at the very
34:27least I suggest that people reflect on
34:29it. I don't want to be deterministic
34:31here, but for people to reflect on this
34:33. Man, you know me, you're my partner,
34:36do you see me in any place that isn't
34:38my zone of power?
34:39>> No.
34:40>> And if, if someone wants to put me
34:41there, what do I do?
34:42>> Next subject.
34:44>> Don't count on me, I'm not going. Come
34:46on, go. I'm not going.
34:47>> Explain to people the next subject.
34:49It's very good. Who, has anyone here
34:51heard of the next subject? Raise your
34:53hand if you've heard of the next
34:54subject,
34:54>> okay? This is very good, it's very good
34:57, it was one of the great lessons of
35:012025, it was last year,
35:03>> it was
35:03>> that I adopted the next subject into my
35:05life.
35:06>> And, man, the audience needs to know
35:08this, they need to, okay? What is the
35:12next subject? What is it for? How to
35:17use it? And how to use
35:19>> how to use the next subject?
35:20>> Yeah,
35:21>> man, next subject
35:22>> and where did it come from, right? What
35:24is the philosophy behind the next
35:25subject? There's a logic in your head
35:28>> for the next subject,
35:29>> right? So, people are confused right
35:31now. Calm down, Joel will explain,
35:33>> okay? There's even a sticker between
35:35Flávio and Joel, which is Joel doing
35:37this, look. If you want to get good,
35:41talk about the next subject. Explain,
35:42please, the next subject,
35:46>> okay? The next subject is, I'll try to
35:50explain, okay? It's my way of not
35:54wasting time,
35:56>> all right?
35:56>> Okay. I understood some things in my
35:59life. I understood that "no" isn't a
36:01complete answer. So, Joel, do you want
36:04this? No. Why? Because no. Next subject
36:10. Then there are people who think that,
36:16gosh, saying no can seem, I don't know,
36:18to be rude, right? To reject the person
36:24. I say: "No,
36:25>> someone is going to get upset.
36:26>> They will get upset. And, Joel, do you
36:28get upset when someone got upset with
36:31you about something you didn't want
36:33that person to get upset about? No,
36:39because it doesn't have to do with me,
36:41it has to do with them. I say:" Oh, man
36:44, next subject. "I was at the gym today
36:47, then one of my mentees said:" Oh,
36:49someone asked me like: 'Wow, is Joel
36:51being different with me?' "I said:" Oh,
36:54geez, little gossip, huh? "Look, it was
36:58a subject, man. Don't come at me with
36:59that. Ah, I don't like that, man. Oh,
37:02I’m, I’m good, guys. You know? Make
37:07it easy. In other words, be practical.
37:11So, when someone, I want to ask a
37:13question, I say:" What time does the
37:16package arrive? "" An example, the
37:19person says: 'Well, Joel, let me
37:21explain.' "I said:" Don't start with '
37:22well' and don't speak in gerunds. "
37:24Let's go, next topic." And I say, '
37:26Don't get worked up over this.' "I'm
37:28being practical or I'm in a meeting, I
37:30ask a question, people start talking
37:32about something else." I said: "No,
37:34that's not what I asked.""But Joel, let
37:36me finish talking.""No, you're not
37:38going to finish talking because that's
37:39not, that's not what we're talking
37:41about." Speaking of that, I mean, I, I,
37:43I protect the agenda. This is the
37:45agenda. Another subject, not this
37:47subject. This here we have resolved.
37:49Resolved. Next topic. "But let me
37:51explain." No need, I already understood
37:52. Next topic. Practical, fast, simple.
37:57There is only one person I cannot say '
37:59next topic' to. Neither I, nor you.
38:05With our wives. There is no 'next topic
38:07'.
38:07>> I discovered this two weeks ago. Until
38:09today. She told you, right?
38:11>> She did. There's no next topic with me,
38:14>> man. I liked 'next topic' so much, I
38:16was having dinner with Fabi. "Oh, honey
38:18, what do you think if we change this
38:20here at our farmhouse?""I didn't like
38:22it.""Next topic.""I'm not Joel.""I want
38:26to stay,""
38:27>> I want to stay on this topic."
38:29>> I already understood. Sorry, I got
38:30carried away with the 'next topic'. So,
38:34the 'next topic' is born, first, from
38:36protecting objectivity.
38:38>> Exactly.
38:38>> The protection of practicality.
38:40>> Yes. Eliminating distractions and
38:44bringing an ease for people to say no
38:47to things.
38:48>> Yes. I, once I, I, I agree with you, I
38:52believe that when we develop the
38:54ability to say no, without needing to
38:56explain ourselves, we are transforming
38:59into someone convinced of our decisions
39:01. That's it.
39:03>> When we say, 'no, because, look, you
39:05see,' and then you spend half an hour
39:06telling a story, you're still not that
39:07sure of the 'no' you gave. So you need
39:10this anesthesia.
39:11>> Yeah.
39:12>> So the 'next topic' is to help, because
39:13it really is a challenge. And your '
39:15next topic' really helps.
39:16>> And, and so let's, let's go over here.
39:18No. Next topic, go. So, in other words,
39:20it was a relief. So, today, do you see
39:23this as something personal that you
39:26learned to export or is it because
39:31it’s a modern societal illness and
39:33this widespread distraction?
39:36>> I learned it along the way. There came
39:38a point where I thought I was a bit
39:40crazy, you know? It's not possible, man
39:41. Eh, I think, gee, I think I need to
39:44be a little bit more, uh, I don’t
39:46know, patient. I used to think it was a
39:49lack of patience. Today I don't, I
39:51don't confuse them. The next subject
39:53isn't arrogance, the next subject is
39:56directness. I am direct, no. Next
39:59subject and let's go. Yes. No. Yes. And
40:04I realized that people have a hard time
40:08saying no. By the way, I like to say in
40:12my talks, there are three difficult
40:13words to say. First, "
40:14inconstitucionalissimamente." Second, "
40:16sternocleidomastoideo," and the third
40:19is, people, "no." So, gentlemen, "no"
40:23is a complete sentence. No doesn't mean
40:27you're rude, it doesn't mean you're,
40:29gee, an arrogant guy, you're just a
40:31decisive person. Isn't there a book
40:33called Essentialism and there's a
40:35passage that goes like this. If it's
40:37not an obvious yes, it's an obvious no.
40:39I adopted that for myself.
40:41>> How does it go?
40:41>> If it's not an obvious yes,
40:43>> okay?
40:43>> It's an obvious no.
40:46>> Or "I think so,""maybe,"
40:48>> maybe. And I use it. I think that's
40:51where my father taught me, whoever "
40:53thinks" has doubts. So I’m still in
40:54doubt. I, I don't want to tell you
40:56something with "I think." And he always
40:59said to me: "Son, don't say 'I think,'
41:01say: 'I believe.'" It's better. Oh, I
41:03see. So I believe. Look, I believe so.
41:07Want to see something? You must have
41:09heard people say this: "I don't think
41:11it's the time for you to do that."
41:13>> Yes.
41:13>> I don't know if you've ever fired back.
41:15I, at least, fire back. You think it's
41:17not the time now? Yeah. And when is the
41:18time? Then the person says: "I don't
41:20know." Then I say: "Then the advice was
41:22incomplete."
41:23>> So I need the next subject. I, I’m
41:26going to need it because if not, who?
41:30If not you, who? Otherwise, when you
41:33believe that a person who gives advice
41:35must be—this is even in Nassim
41:37Taleb's book—the person who gives
41:39advice is indeed responsible for the
41:41result of the person they advised. Ah,
41:44they are. So, be careful with the
41:45advice you give, Joel, I don't think
41:47it's time for you to do that. When is
41:49the time? I'll give you an example. In
41:522024 I went to lecture in Cuiabá, I
41:55went with Malu, we left from Alphaville
41:58and the flight was from Guarulhos. We
42:02left by car, I don't remember the day,
42:04traffic hit, I looked at Waze, I won't
42:06make it. Cuiabá was waiting for me. I
42:11don't know how many people there were,
42:12maybe 1,000, I don't remember, 1,500. I
42:15looked at the app, it won't work, it
42:16won't work, it won't work, I started to
42:17get agitated, I said: "There's no other
42:19way, I'll have to take the shoulder."
42:21Boom, shoulder, I went, shoulder, I
42:23went. I got three fines, I arrived, I
42:25parked my car in Guarulhos. Malu with a
42:27suitcase, shoes, high heels. We started
42:31running, crazy running, I grabbed her
42:33suitcase, put it on my back, both of us
42:34running, a noise there, tac, tac, tac,
42:35tac, tac, tac, and we running. Already
42:38people, photo photo. I took pictures
42:40running, coming running. And I took
42:43pictures running, running, man. And I
42:44looked like this, it won't work, it
42:45won't work, it won't work, I'll be late
42:46, my God in heaven. I'll be late, it
42:47won't work, it won't work. We got in,
42:49did the check-in, had already done it,
42:51passed through the gate, that line, you
42:52know, for the X-ray like this, it won't
42:54work. Malu, it will work. I'll have to
42:57cut the line. You are not going to cut
42:58the line. I'll have to cut the line.
43:00She goes up front, people. Sorry, we're
43:03late. Me like, oh my goodness, Joel J
43:05cutting the line. And then me, guys,
43:08pardon, pardon. Oh, Joel, oh, pardon,
43:09pardon. Braids, 2 meters tall. And I
43:12said: "Wow, it was easy to see, the
43:13only thing missing was having 'Joel J'
43:14on my back." Understand? And man, we go
43:17, we cut the line, we fall, we run. You
43:19know that gate that is the last one?
43:21Yes,
43:21>> it was that one. And we got there,
43:28flight canceled.
43:30>> Then I said, you understand? Flight
43:33canceled. I said: "Oh my goodness." I
43:38then I sit down, breathless. My God, I
43:42never want to go through this again.
43:44Photo, photo, photo, photo, photo. Jó,
43:46can we take a photo? Sure. Can I take a
43:48photo? Sure, you can too. Can I take a
43:49photo?
43:50>> Cancelled. I go, photo, photo, photo,
43:51photo, photo, photo, photo, photo. I
43:53take my phone and message Billy Billy.
43:55Folks, Billy is Flávio, okay? It’s
43:57our Billy Billy. In his own way, right,
44:01Flávio, when is it time to buy a jet?
44:06He can talk in that style of his, right
44:08? You can say it, you can say it. Yeah,
44:10he answers. Then I call. Hey, Flávio,
44:13where are you, Joel? Man, I'm going to
44:15Cuiabá, what happened? I missed the
44:16flight, I don't know what happened.
44:17Then he started doing the math. How
44:18many, how many lectures? How much this,
44:20how much that, it adds up. Then he just
44:22said to me, look, Joel, what car do you
44:25have? I said: "I have a BMW. Do you
44:27check the fuel for the BMW?" I said: "
44:30No, then when you don't check the fuel
44:31for your jet anymore, you can buy it.
44:34>> That's the vibe.
44:35>> That's such a vibe." Then he said: "Is
44:37it time?" I said: "Not yet, not yet."
44:44In other words, I think it's not the
44:46time, but he knew how to tell me when
44:49it would be.
44:51>> That, to me, is responsible advice. Ah,
44:53he did the math, he did that math with
44:55you too. Go, go by jet, put that in the
44:57course and do all that logistics.
45:00Therefore, uh, I once heard you say
45:02this, but it was you who said it, more
45:05important than the question is who you
45:08ask. And so there is a 'who' to call.
45:11He said: "Look, the day you don't need
45:13to look at the fuel anymore, it's time
45:15to buy a jet." Because there's this,
45:17there's that, there's the inflation
45:18there, there's the price, those
45:19calculations he does.
45:20>> How did you do it when you had no one
45:22to ask?
45:25>> I always had, my protectors were the
45:29books.
45:31>> Were the books your mentors? My mentors
45:33. And I always asked the books and I've
45:36always been a, uh, student guy. Why?
45:39Once again, my father plugged into my
45:41head that if I were competent, the job
45:44market would always accept me. But he
45:46plugged it in, he didn't know I would
45:47be an entrepreneur. He thought I would
45:49be a regular employee and that would be
45:50fine, just like he was. He said: "Son,
45:53if you become good, if you study, you
45:55will never have a problem." So I would
45:57read, I would read, read, read, and
45:59sometimes I didn't understand. I would
46:01read it again. I I would read it again.
46:02I would read it again. I remember the
46:04first time I picked up a book that said
46:05: "The rich have multiple sources of
46:07income." I said: "Man, what language is
46:10this guy speaking?""I I'm a teacher,
46:12man.""I I only have one source of
46:15income." Another book I picked up said,
46:17"Oh, I don't think about retirement
46:18anymore.""I made my own retirement." I
46:20said: "Wow, my dad only talks about
46:21retirement.""How can someone make their
46:23own retirement?""It's not the employer
46:25that guarantees their retirement." So,
46:27he was speaking Greek. But what is the
46:29best way to learn Greek? Going to
46:31Greece and talking to the Greeks. So I
46:33went to Greece. Greece was the books,
46:35and I always asked the books questions,
46:37and I always remembered the sensitivity
46:39my father told me I needed to have to
46:41understand things. So I would read,
46:43study the book, man. What does this guy
46:46mean by that? Study, study. Just to
46:51give you an idea, there's a quote
46:52attributed to Walt Disney that took me
46:54about 15 years, man, to understand.
46:57>> Which one? "I prefer the impossible
46:59because there the competition is
47:00smaller." I understood it because it
47:03was in Portuguese, but I didn't grasp
47:05what he meant. What is he talking about
47:07? What is the impossible? How is the
47:09competition smaller in the impossible?
47:12Today, today I know that the high level
47:15of competitiveness is in the average,
47:18not up at the top.
47:21>> It's true,
47:21>> right? See? He's talking about the Red
47:24Ocean being in the average. The Blue
47:27Ocean is in differentiation. The more
47:30different you are, the less competition
47:32you have. And for you to be different,
47:34you need to be authentic, you need to
47:36be brave, you need to have confidence
47:38in yourself, you need to be you. I
47:40believe that the best way for someone
47:42to have high performance is for the
47:43person to really be them, themselves.
47:45Themselves. If you are yourself, man,
47:47it's like going up to someone and
47:49saying: "Man, don't try to copy me
47:51because you won't be successful,
47:53because I am the best person I know at
47:55copying me." Be you. One thing is to
47:59model, another thing is to copy. So,
48:03that group that wants to be, that does
48:05it literally, everything just right,
48:06exactly the same, doesn't iterate at
48:08all, doesn't have much of a chance.
48:11However, I believe that at the
48:12beginning of the journey, when one is
48:14immature, lacks maturity, they can have
48:17these good references, and then at the
48:19start, this modeling will help a lot. I
48:21believe in that. Taking advantage of
48:24the perfect hook. Ah, I have a question
48:27. You said that you travel to Greece,
48:29books were my mentors. A great partner
48:32of "How you did it" is Super Coffee,
48:34>> right?
48:34>> Super Coffee is present in my life. You
48:36know it.
48:36>> You love it, right, man?
48:37>> Yeah. And you know that off-camera here
48:39, it's my great partner, a great
48:41routine partner. And taking advantage
48:44of the mood, if you were to have a
48:53coffee, a Super Coffee with someone, it
48:55could be a contemporary of yours,
48:57someone from another era, anyway, you
48:59can say, say whoever you want. Who
49:02would you invite for this coffee and
49:05what would you ask, wanting to know
49:07what? While I have my drink here, look.
49:23Say a different one. I have two here.
49:33>> Sometimes, at this current moment, I
49:34said, man, I wanted to talk to, I
49:35wanted to understand this guy's head, I
49:37wanted to pick this guy's brain.
49:38>> I have two.
49:39>> What? I have two people here who I
49:42would talk to, who I would ask. I'll
49:45choose one. I would ask Senna a
49:47question,
49:49>> man.
49:50>> I would, I would say this, he has a
49:53passage where he says: "Races are won
49:56in the corners, on the straightaway
49:59everyone accelerates."
50:01>> Wow,
50:04>> I would say this to him: "Please, just
50:05unpack that for me for a minute, just
50:07break it down." Just do that. I would,
50:12I would ask him to elaborate a little
50:14more.
50:14>> Explain the corners.
50:15>> Explain the corners to me, man. Because
50:18a guy who writes something like this, a
50:20guy who says something like this, is
50:22very different. Races are won in the
50:25corners, because on the straightaway
50:27all drivers, all people accelerate.
50:32Ayrton Senna, talk a little bit about
50:33that for me. That is what I would ask
50:36him. And the other one would be Michael
50:40Jordan. You like him? Michael Jordan
50:43was the guy who influenced me the most.
50:46And I reflected on that yesterday. My,
50:48my wife asked me: "Which athlete
50:50influenced you the most?" She asked you
50:53that yesterday?
50:53>> Yesterday. Then I said, looking at a
50:58photo of Phelps in my office. I have a
51:01photo of Phelps in my office. I said: "
51:03Man, Phelps influenced me a lot, but
51:05Michael Jordan influenced me more
51:06because of his catchphrases. Michael
51:10Jordan has more catchphrases than
51:12Phelps. And I am who I am because I
51:19have missed 3,000 game-winning shots.
51:243,000 times the ball came to me to win
51:26the game and I missed. And that is why
51:28I am who I am. That's Jordan. So, when
51:32you read Phil Jackson's 11 Rings, there
51:35were 3 seconds left in the game.
51:38Timeout, timeout, strategy. Jordan says
51:42:" Give me the ball. "And of those
51:43times he asked for the ball, 3,000
51:45times he missed, man. Give me the ball.
51:48He missed, man. Missed, missed, missed.
51:51So, when things get heated, when the
51:52pressure is on, in the heat of the
51:54moment to close the game. Give it to me
51:57, I can handle it. Man, that's so cool.
52:01But he said:" I missed 3,000 times of
52:02the 'I can handle it'. "" So, you know,
52:05pass the baton, let me close the game,
52:07leave it to me, let me in, just put me
52:10there and I'll handle the rest. "That,
52:13that really moves me, man. It moves me
52:17deeply. This is my life.
52:19>> You're confident, aren't you? Oh, I am.
52:21>> Where does it come from?
52:23>> First, because I know who I am and
52:26where I'm good. And second, I know I
52:30work, Caio, every day to continue being
52:33good. I have two words that guide me:
52:37growth and relevance. I know where I'm
52:41good, but I know what I do every single
52:44day to keep being good. I work, man. I
52:46work in the dark, I work when no one is
52:48watching, I work, I work and I trust in
52:50that. So, of everything I know how to
52:53do, just one little thing, I put my
52:54faith in it, I go all in on this thing.
52:58And then the others, man, I don't, I
53:00don't. I, I learned not to. Why don't I
53:04go? It's because I learned to get such
53:06results in this one that all the others
53:09become negligible. Before, I thought I
53:11had to get results in many areas,
53:14because I was scattering my focus
53:16across many areas. Today I take my
53:18all-in and I do this. It's only here.
53:21And all the others will become
53:23negligible. I can bring someone in to
53:26take my place, I can hire a great
53:29manager, I can let that go, because
53:31this here creates an imbalance, I threw
53:34things off balance here. And I realized
53:40that in this area too, the level of
53:42dedication I have is like few others. I
53:46see few people dedicating themselves,
53:48and sometimes I’m even misunderstood.
53:52>> Do you remember? The first time you
53:54said," work pays off "? I think out of
53:55all your catchphrases, that one is my
53:57favorite.
53:57>> Yeah, I remember.
54:00>> But guys, work pays off, J. That is
54:02just so...I see athletes, the other day
54:04I saw a report on a soccer game, man,"
54:06work pays off. "
54:07>> Exactly, the soccer crowd says" work
54:09pays off "a lot, man. Very happy.
54:11>> Work pays off. And do you remember the
54:14first time everything"
54:15>> work pays off "? And you said," wow,
54:17that was cool, right? "
54:19>> Did anyone write that down, guys?
54:20>> It really clicked, didn't it?" Work
54:23pays off "came about like this. 2011
54:26was the worst year of my life. The
54:28worst. Five things happened in 10
54:30months. I lost a job, had a girlfriend,
54:35we broke up, I gained 22 kilos, I lost
54:37150,000, and only had 42,000. And
54:43>> hold on. You you lost 150 and were left
54:45with 42?
54:46>> No, I lost 150. I only had 42. I
54:48borrowed 150 from the bank.
54:50>> Oh,
54:51>> I only had 42.
54:52>> I get it. So you were at minus 108.
54:53>> 108 minus, exactly. But for me, man,
54:56that was, man, it was crazy. I I went
54:59crazy. I was fired from the college, I
55:04lost my identity completely there. I
55:06said," Man, who am I if I'm not the
55:07college guy anymore? "I had a
55:09girlfriend I thought I was going to
55:11marry. We broke up because she couldn't
55:12take it anymore. She said," Man, I
55:13think you don't even like yourself
55:14anymore. "" I'm going crazy. "" I'm
55:16leaving. "I said," Wow, "I went to
55:21invest in something, lost everything I
55:23had, and what I didn't have, I gained
55:2522 kilos, and discovered a cancerous
55:27nodule in my thyroid, all in 10 months.
55:30Then I paused my master's degree, man,
55:32I was nothing, simply a nobody. I'm a
55:35very energetic guy, right? I'm a hard
55:38worker, I'm a guy who works three
55:40shifts. And there was a day I couldn't
55:43pay off my debt, I was a teacher, I
55:45couldn't, I couldn't, I just couldn't
55:47in any way. Then one day I got home on
55:51a Friday, 2 AM, I was working there as
55:53a mental coach for São Carlos Football
55:56Club. Man, I've never even put on
55:58soccer cleats, man. Every time I went
56:00to São Carlos, I’d say:" I’m
56:01getting fired today, it's impossible. "
56:02And then I’d find a way and pull it
56:05off. I got home at 2 AM on a Friday,
56:08took a shower at 2:20, full of thoughts
56:11, man, it’s not working, it’s just
56:13not working, man. I’m rowing against
56:15the tide, it’s not working, man. 2011
56:19and at 4 AM the alarm went off, because
56:20I had to teach a postgraduate class at
56:22Unicamp, at 7 in the morning. But look,
56:26man, I earned 1,000 reais, spent 300 on
56:28gas, 80 on food, since I had to provide
56:31receipts, it just didn't work. And that
56:34money had already been swallowed by my
56:36overdraft, you know? So I woke up at 4
56:40AM and went out, put my hand on the
56:43wall, opened the door to my parents '
56:45house, put my hand on the wall, and
56:46started to cry. I said:" Man, I can't
56:48do it, I lost, it's over, I can't
56:49handle it. "I gave up right then and
56:51there. And then I saw the door of the
56:55living room open. It’s my mom, light
56:58pink robe, messy hair. Son, you're
57:02going to work, you just got home.
57:04Because she heard me arrive. I'm going,
57:06Mom. Then I wiped away my tear. She
57:09said:" Son, it's hard, isn't it? "
57:13Uh-huh. Keep going, this will pass and
57:17may God bless you. Just that. She said.
57:21That gave me a new lease on life, man.
57:23I went back to coaching swimming. I
57:26went back to a gym called Marratma in
57:29Santos, four tiny lanes. I took the
57:32youth squad again, went back to basics,
57:34tucked my tail between my legs. Let me
57:37come back, let me pay off my debt. And
57:39look, working from the very beginning.
57:40I came back, man. I went back to square
57:43one and look, swimming, swimming,
57:45swimming, swimming. Alright. I had an
57:49apartment, the Aquaplay, which was my
57:51last, my last breath. I went on
57:55Facebook, does anyone want to buy my
57:58apartment? I bought it off-plan, I
58:00couldn't pay anything, I wasn't paying
58:01the installments, I couldn't. I said:"
58:03Geez, it's over, I can't do it. "No
58:05comments, three likes, one like was
58:07mine, man. I lost. It's over. It's over
58:13. 2019 I'm not JJ anymore. I was
58:20married, already had a child, already
58:22had become wealthy, was already viral,
58:24everything had worked out, booming. It
58:27was already 2019, 7 years later—no,
58:28not seven, 8 years after the Aquaplay
58:30post. So I’m there preparing the 2019
58:34H event, 2,000 people, cool. It had
58:37already sold out. Preparing the Larissa
58:40class in Goiânia with João and then
58:42Facebook pings. Poof,
58:45>> remember the post?
58:46>> It remembered the post." Oh, 7 years
58:48ago you posted this Aquaplay. "I said:"
58:51My God, guys. "I looked to the side, I
58:57was in a huge office facing the beach,
58:59in the best office building in Santos.
59:01Man, life had worked out. I said:" Man,
59:04I've already, my God, "I grabbed my
59:06phone out of nowhere and started making
59:08a video." Guys, I just got this
59:11Facebook post here and 7 years ago I
59:13was like this, I was this way, I wanted
59:16to tell you, man, don't give up on
59:18yourselves. "My voice chokes up, it
59:21gets thin, I start crying and hey, man,
59:24work because work pays off. It came out
59:27. Work pays off. Work pays off. Work
59:30will pay off. I released it, put the
59:34phone in my pocket, went home, got home
59:37, my WhatsApp was packed with messages,
59:39the post exploded, man. All I needed
59:42was this phrase:" Work pays off. "So,"
59:44work pays off "comes out, I don't
59:47create it. I didn't know it had been a
59:50good thing until the people's reaction.
59:52I needed this" work pays off. "That's
59:53how" work pays off "was born, with a
59:57very powerful story. Today I don't know
59:59how many people—I'll make a safe
1:00:01guess. I think about 80 people have"
1:00:04work pays off "tattooed that sent it to
1:00:07me. GRZ must have" work pays off "
1:00:09somewhere. I don't have it. I think
1:00:11Malu also has" work pays off. "Huh?
1:00:13Malu has" work pays off "tattooed.
1:00:16Crazy, right? Digão has it too.
1:00:18Doesn't he have" work pays off "?
1:00:19>> Work pays off.
1:00:20>> It's just that" work pays off "is a
1:00:22manifesto, man. Yeah,
1:00:23>> it's the manifesto for perseverance.
1:00:25>> Wow, I loved it. I'll note it down,
1:00:26I'll write it, I'll make the manifesto
1:00:27for later. It's the manifesto of
1:00:29perseverance. The manifesto of
1:00:32>> Next topic. Next topic.
1:00:37>> Man, what an insight. I don't have the"
1:00:38work pays off "manifesto,
1:00:39>> no. It's the manifesto of perseverance,
1:00:41of believing in the path, doing things
1:00:43until they work out. You're on the path
1:00:45you believe in. Stay firm, keep moving
1:00:47forward. Times are tough, man. Breathe,
1:00:51do your best, focus on what you're good
1:00:52at, do the basics and stay calm, it
1:00:54passes, you know?
1:00:56>> This will pass, keep going. May God
1:00:58bless you.
1:00:59>> Eh,
1:01:00>> look, then in 2019, I did an event
1:01:03called Hour H, man, everything ready
1:01:06for Hour H. Great crowd, script ready,
1:01:09man. All ready. I started talking:" Hi
1:01:12everyone, how are you? "Very cool. Two
1:01:14days into Hour H, my mother walks in. I
1:01:18changed the agenda right there. I
1:01:19looked at her:" Mom, you were right, it
1:01:25worked out. "Gosh, it gets me emotional
1:01:27, man. You were right. Then I went down
1:01:30, hugged my mother. Look at this. You
1:01:32were right, it passed, I kept going and
1:01:36God blessed it, man. Man, my mother put
1:01:39me 400 meters high, man. Then you know
1:01:42what she whispered in my ear?
1:01:43>> What?" I already knew, son. "Understand
1:01:47? How does she know? Mom, right? My
1:01:51mother. My mother. 2019, my dream was
1:01:54to have, was to write a book, several
1:01:56dreams, right? One of them was to write
1:01:58a book that would be on airport shelves
1:02:01. My life was teaching graduate courses
1:02:04and every time I taught a course, I
1:02:06would pass by the airport. I’d say:"
1:02:08Man, one day I'll have a publisher who
1:02:10trusts me and my book will be here at
1:02:12the airport. "I was mulling this over
1:02:13in my head since 2006, man. I only got
1:02:16an airport book in 2019. 2019 wasn't
1:02:20yesterday, but it was the day before
1:02:22yesterday, get it? Then in 2019, before
1:02:25releasing the book, I went to lecture
1:02:28in Aracaju, my family is from Aracaju."
1:02:30Mom, do you want to go with me? ""
1:02:31We'll visit grandma, stay an extra day,
1:02:33"" I'll go. "Then I’m with my mom, I
1:02:35pass by the Hudson, a bookstore they
1:02:38have there. Hudson has various things,
1:02:39but it has a bookstore, and so on.
1:02:41>> There was a book by Father Fábio de
1:02:43Melo like this, right there, and
1:02:45several other books.
1:02:46>> Father Fábio de Melo,
1:02:47>> priest, priest Fábio de Melo. Then I
1:02:51looked at the pile of books." Hey Mom,
1:02:53still this year, Mom, your son's book
1:02:56will be here. "She gave me such a cute
1:02:59answer." Goodness, if Father de Melo
1:03:03can, you can too. "Then I thought
1:03:10inside, right? My mother doesn't even
1:03:13know what she's saying. Then I stopped
1:03:16and said:" You know what? "" Is she
1:03:19right? "" I can do it too. "Then I, man
1:03:23, who do you think my mother is going
1:03:25to side with, huh? Who is mom on the
1:03:26side of? I know it's the handsome
1:03:28priest, man. But I'm on your side, son.
1:03:32I'm on your side.
1:03:44>> Let me ask you a question.
1:03:46>> No, this is my podcast. I ask the
1:03:47questions,
1:03:47>> alright? Just that I'm on the next
1:03:53topic.
1:03:59>> You saw that I learned
1:04:00>> a lot
1:04:02>> three years, man, two years ago, man,
1:04:04you even could, but for the sake of the
1:04:06episode, the final question has to be
1:04:08mine so we can wrap up. Yeah, no, the
1:04:11episode is mine, the next topic, okay?
1:04:14Uh, man, first, final message. This
1:04:17chat was really cool.
1:04:18>> It was good,
1:04:19>> very cool. I hope you felt at home here
1:04:22in the new season. This group, this
1:04:23audience, you guys were wonderful,
1:04:24folks. I'm telling you, you were
1:04:26wonderful. Okay, but I keep thinking
1:04:30about the people who make it to the end
1:04:33, man. You know that person? Obviously,
1:04:35I honor everyone who watches us. If
1:04:36they managed to catch it for 30 minutes
1:04:38, they won't even be hearing what I'm
1:04:40saying about the person who already
1:04:41left the episode,
1:04:42>> right?
1:04:43>> But I focus on the person who stayed
1:04:44until it was over,
1:04:45>> okay? Because that person who reads
1:04:49until the last page, that person who
1:04:51stays until the end, that person who
1:04:53waits for the movie to finish, not just
1:04:55checking out, now I'm going, trying
1:04:57until the last resort, for the people
1:04:59who stay until the end, what is the
1:05:01message for Joel, for someone who uh,
1:05:10for someone for whom 2026 wasn't an
1:05:12easy year?
1:05:14>> Uh-huh. But the person hasn't lost hope
1:05:17and is confident, saying:" Man, 2027
1:05:19will be better for me. "
1:05:20>> Uh-huh.
1:05:21>> They arrived hurt, sometimes, in 2026.
1:05:24Saying:" Man, I survived
1:05:26>> Uh-huh.
1:05:26>> 2026. "
1:05:29>> What message do you have for this
1:05:31person?
1:05:33>> Caio, my message is the following. I
1:05:35believe, I'm going to look at you right
1:05:37here. I believe that the main lesson of
1:05:40your life and the main lesson you have
1:05:42to teach your children is that you
1:05:44trust in yourselves. Believing in
1:05:47yourself should be the main one, should
1:05:51be the first, and should be renewed at
1:05:54all times. If your year wasn't so good,
1:05:57if your goal hasn't been reached yet,
1:05:59trust in yourself. But Joel, what trust
1:06:02are you talking about? That you have
1:06:04the capacity to learn, that you will
1:06:06put yourself in a situation where you
1:06:09will meet new people, that you will
1:06:11have energy, that you will have drive,
1:06:13that you will have the will that will
1:06:15overcome your difficulties and you will
1:06:17learn. The only person incapable of
1:06:20learning is the lazy one. If you are
1:06:23not lazy, you will learn. The second
1:06:25person incapable of learning is the
1:06:27arrogant one. If you are not arrogant,
1:06:29you will learn. I believe that humility
1:06:32is the language of the wise. So, saying
1:06:35you don't know, asking for help,
1:06:37reaching out your hand, you will find
1:06:38someone to help you. Whatever
1:06:41difficulty you are going through,
1:06:42someone has already been through it,
1:06:44overcame it, and left a record of how
1:06:46to do it. A book, a lecture, a
1:06:49mentorship, advice; find that person.
1:06:52Don't stop searching, don't give up.
1:06:54Joel, I know it's tiring and sometimes
1:06:56I want to quit. So, stop, breathe, rest
1:07:00, but don't give up. So, the lesson for
1:07:04you, the first lesson, the first
1:07:07learning is to trust yourself more than
1:07:10anyone else on planet Earth. Because if
1:07:14you learn to trust yourself, you will
1:07:16work, you will arrive, and success,
1:07:18whatever that may be for you, won't
1:07:21turn its back on you. That is my
1:07:22message.
1:07:23>> J. Ladies and gentlemen, falj a gift
1:07:29for you that has the whole wonderful
1:07:32kit there. It has here,
1:07:34>> look, it has Super Coffee, it has
1:07:36Morning Shot, wonderful, always in the
1:07:38morning, wonderful. And there is the
1:07:40koala too for that lovely sleep.
1:07:42>> Oh, yeah, it has pr
1:07:43>> it has the entry routine,
1:07:46>> midday routine,
1:07:47>> midday routine and exit routine.
1:07:49>> Exit routine. The koala is what? To
1:07:51sleep like a little bear. Koala
1:07:52>> yes. Wonderful, man. Little koala bears
1:07:54. I was like a little koala bear
1:07:56>> wonderful. Arme. Thank you, guys. So,
1:07:59to everyone.
1:08:00>> And obviously, you who made it with us
1:08:02to the end of the show, first thank you
1:08:04for your viewership. First, obviously,
1:08:07if you don't follow Joel J, follow Joel
1:08:08now. And not only that, also follow all
1:08:11the episodes of the JJ Podcast, the
1:08:14biggest business podcast in Brazil. I
1:08:16feel very honored by how you did this
1:08:18in second place, okay? swimming at Joel
1:08:20J's feet. It's hard work keeping up
1:08:22with him here. The guy swims fast, okay
1:08:24?
1:08:25>> Doesn't swim six beats. So also follow
1:08:28all the episodes of the JJ Podcast,
1:08:30Joel weekly with guests, with wonderful
1:08:32episodes, and obviously share our
1:08:34episode in your family, friends, and
1:08:36work group, as I'm sure it will spark
1:08:38good discussions. G again.
1:08:41>> Thank you, my brother, for the space,
1:08:42okay? Love you. We are always together.
1:08:44audience. A kiss for you all, and to
1:08:48you at home, a hug. Go with God. Bye.

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