The most powerful force that could be potentially harnessed is dogged incremental constant progress over a very long time frame.
-Peter Kaufman
I can’t be the only one who lets out a little sigh when the elevator stops on the way down. It’s too early, and this box feels too small. Can I just get to the bottom of the building and out to my daily caffeine spot with as little human interaction as possible, please? Usually, but not always, the newcomer gets a small smile from me, and maybe even a "good morning," just to show I’m perpetually scowling—or at least not at that moment. I'll come back to elevators in a minute.
Peter Kaufman was the CEO of Glenair, a Berkshire Hathaway company. He also wrote Charlie Munger’s Almanack. I’ve come across Kaufman’s insights over the years, including notes from a class he gave that I had to promise not to share. They were incredible. Thankfully, Kaufman has also spoken publicly. Recently, my journal reminded me of a speech he gave to an economics class, and it was wonderful. I’ll include the full transcript here—it’s worth your time—but I wanted to summarize a few thoughts that stood out.
Five Levels of Cognitive Prowess (from Albert Einstein):
5. Smart
4. Intelligent
3. Brilliant
2. Genius
1. Simple
"Simple" doesn’t mean unsophisticated. The world may seem complicated, but it’s not. Too often, we want the world to work our way instead of understanding how it really works. Few people can simplify how the world works. Kaufman shares this simple truth:
“Every interaction you have with another human being is merely mirrored reciprocation.”
In an elevator, if you smile and greet someone warmly, there’s a 98% chance they’ll respond in kind. Occasionally, you’ll get a negative reaction. You might feel embarrassed or even threatened. To avoid that risk, we don’t go all-in. We waste opportunities because we don’t want to look foolish. Kaufman quotes Lou Brock: “Show me a man who is afraid of appearing foolish, and I’ll show you a man who can be beaten every time.”
Now, here’s the real secret Kaufman shares:
Everyone on the planet wants the same thing and…
we spend our lives looking for someone who is:
Trustworthy
Principled
Courageous
Competent
Loyal
Kind
Understanding
Forgiving
Unselfish
He adds,
“Most people spend all day long trying to get other people to like them. They do it wrong. You do this list, you won’t be able to keep the people away. Everybody’s going to want to attach to you.”
Then comes the real wisdom:
All you have to do, if you want everything in life from everybody else, is first pay attention, listen to them, show them respect, give them meaning, satisfaction, and fulfillment. Convey to them that they matter to you. And show you love them. But you have to go first. And what are you going to get back? Mirrored reciprocation.
Like the elevator, we have to go first. If we do these things, there’s a 98% chance they’ll be reciprocated. Sometimes, people won’t respond, and someone may take advantage of you, but that’s a risk worth taking. Bono from U2 said something similar:
“I know 10% of people are going to screw me. That’s OK. If I’m not willing to be vulnerable to that 10%, I’ll miss out on the other 90%.”
Try it—at home, at work, or on your next elevator ride. Try it with your partner, child, colleague, boss, or the kid scooping out that cookie indulgence you love. Show up, put your phone away, and pay attention. Show them respect and make them feel like they matter. Chances are, they’ll return the favor.
This is how the world works: people mirror what you give them. People want to be seen, loved, and live fulfilling lives. They want to be around people they trust. When you find someone who has your back and wants to help you win, you’ll do the same for them. It’s simple, but we need the courage to go first.
We get back what we give.
Hope you're good.
Take care, bye.
-Kelly
Here is the full transcript: http://latticeworkinvesting.com/2018/04/06/peter-kaufman-on-the-multidisciplinary-approach-to-thinking/
A Simple Truth