 So first off, I really like communication. I like people talking to each other, not necessarily while I'm speaking, but I really like people in communication. So we're just going to do a really short drill to start and you're probably all happy for this, but you're liking the end. What I like to do is find two people in this room that you don't know and say hello to them and tell them your name. This is going to get noisy because you're probably going to have to shout to people across the room. That's totally fine. And you've got five seconds to do it. Are you ready? You're going to find two people and say hello to them that you don't know. All right? Ready? Go! Someone, does someone not know you? He needs someone to say hello to you. Say hello to one of the IT guys. I'm Michael Minzar. I go into why I got called Michael Minzar or the history behind that. We'll just take that as a given. But I'm going to introduce myself because I'm nowhere near as famous as Charles. Charles is awesome. He wrote Jay Rudy. I'm just a Rudy hacker. So the first thing is who am I in terms of Rudy? Okay? So I wrote the mail gem, which was the replacement for T-mail. I also helped rewrite action matters so that it would work with the mail gem. That then went into Rails 3 and then I was happy and relieved enough given access to be able to update that on Rails. I'm mainly self-taught. As a Ruby developer, I actually started writing Rails about, I don't know, six years ago now or five years ago now on a website that we were putting together. And I was going okay on it. And then I needed to use mail. Like I needed to handle email. And there's this really great feature because at the time the only email library really that was around for mail was called T-mail. And hands up anyone that uses T-mail. Okay, a few. Someone will share my page. There's a really good thing about T-mail in that if the incoming email was spam, T-mail would just have an exception. You will be sorry. Oh, for the screen? Okay, I can talk longer that's fine. So T-mail had this really great feature which was if incoming email was spam, it would just crash. Okay? So what you can do for your quick spam checker was you just try and pass the email and then you just rescue everything and then you'd be able to just put it in the spam folder. Now that's probably not a design feature. And I had to do things with T-mail that T-mail never thought it would ever be able to do in terms of adding attachments and doing all this sort of stuff. And it got to the point where I just gave up and I decided, well, I need to learn how to write Ruby. So I'll just write the mail library. How hard could that be? And three years later I found out it's actually quite hard. And there's actually 23 RFCs technical documents which explain how you write a mail library and I read them all. And I don't think I'm a better person as a result of that, but it definitely taught me that there's a lot that goes on in that mail library. And it's really funny, you know, because I talk to non-developers and they go, oh, you know, what have you done? And I say, I wrote this mail gem and they go, what's that? And I say, oh, it's a piece of code for the programming language. Oh, really? Is that good? I mean, what's it mean? Well, it's been downloaded over six million times. They go, wow, how much money did you make out of that? Lots, actually, but nothing directly. They go, what does it do? And then I try to explain it. And I say, well, it writes emails and they go, is that all? Yeah, that's all. That's all it does. And they go, well, what's so hard? I just click new email and I just, and I just, and it goes. I said, well, it also reads email and they go, oh, yeah, right? Yeah, that's awesome. So what do you have in fidget? You know, it's a bit like that. Am I okay to go on? I've been at it for like a minute and a half now. All good. Okay. So I blog at linsar.net. I tweet at at linsar. Feel free to read both of them. But then who am I? So that was my Ruby persona. I founded a brand on ISP in the 90s, back when founding and running ISPs was something cool. I also worked at a tech support company called Total Network Support, who are an awesome tech support company and they still run in Victoria, Australia. I'm from Australia, by the way, if I mention anything about cricket, you're okay with me. Then after that, at the start of 2000, I worked as a volunteer for 11 years, basically earning nothing. So I worked full-time as a volunteer and I did community work. I helped all sorts of people. I helped people get off drugs. I helped people change their lives. I helped people with their marriages. I helped people improve their business. I helped people with study problems. I helped people with being criminals and not being criminals anymore. I did a lot of things and what it did was it really taught me a lot about the human spirit and what it means to be able to win, get over barriers and do things which you love. And working as a volunteer for 11 years is highly recommended. If you ever get a chance to it, you might not want to do 11 years, I can understand. But it's definitely an experience and it's just this whole help thing. You know, you find people that really help, that want to help and you know people like that and those people are some of the happiest people in the world, aren't they? When they're out there helping. And we have a wonderful thing in the Ruby community. We have this thing called open source. I mean it's not the Ruby community, it's obviously. But we have this wonderful thing called open source. You can just help. You don't have to ask permission to help. You don't have to get approval to help. You don't even, you know, need the author of the gems okay to help. With Git, Harpen, with Ruby Gems and with open source, you can just help. You can fork the repository, you can fix it, you can send a full request and everyone's happy. And I know I've spoke speaking for every open source developer when I say we want your help. We want your help writing new gems. We want your help contributing to existing gems. I had a student come and ask me yesterday, what would be my advice to him as he's starting his career? What should he do? You know, and it's a great question. And what I told him was start developing in the open source community. I can guarantee you if you're doing lots of commits in the open source world and you're a Ruby developer, you will never be looking for a job. It's true. That guy there will never be looking for a job, Charlie. He probably fights off jobs. He's probably got this anti-spam job seeking filter at the front. It's like, hi, I've noticed you do some development. I'm wondering if you'd like to start our entry level position as junior Ruby developer. How many of those do you get a month? Yeah, exactly right. I get one saying, hi, we're thinking about hiring some Ruby developers in your country. Would you like to start and like, do you look my website of a director of a company out front? So then I started Reinteractive, which is a Ruby development shop. There's lots of them. But we've got probably, that's not probably, we have the best development team in the world. I may be biased, but you have to check it out for yourself. But I think they're pretty awesome. I've got 10 guys in Sydney, all over Australia. And then what we also did is we started Still Alive, Stillalive.com, which is why I had my things on playing in the start, which was sort of portable for those that would recognize it called Stillalive. And Stillalive was created out of Rails Rumble actually. And who knows about Rails Rumble? Okay, Rails Rumble is a 48 hour event where you start on hour zero with an idea and at the end of 48 hours you put a product into production. So we decided to put a full application stack production monitoring website service in 48 hours. And we did. And what this application does is basically lets you do things like running cucumber-like acceptance tests against your production environment every minute of every day. So instead of just doing a ping check on your front page, it actually will log into your website, check out something in a car, sign up as a user, do anything. So it does a full stack test. So we produced that in 48 hours and then spent two years making the work process. So the last thing is, over the last, since September I was open at 22 business events, some small, some big, that's a lot. I'm writing a book on management and I love helping people. If any of you have any questions about this, please help them to the end. But even if you don't get to ask it in this forum, hit me up after. I'll be here all day today. And if I'm doing nothing but answering questions about how to improve your business or how to improve your life, I'll be totally fine with that. I am yours for the day to make you ask me whatever you want. So this talk is not about rooming. I use a little bit in the titles because you guys are rooming developers and I'm a rooming developer and a room is cool and you can read what the end looks like in motion. But this talk is about how can you improve yourself and the organization that you work for? Get to a different level. Get to a point where you're really winning and you're really happy in life. The source of this talk comes from many areas. It comes from my own experiences, 12 years of management both in the commercial and volunteer welts. It comes from a lot of hard-won mistakes in reading many, many books and also the Hubbard Management Technology. And Mr Hubbard is known for a few things. He's known for making a religion. He's known for writing a lot of fiction work. But a little known fact is he wrote a very useful set of management tools that really work and they actually work in a very pragmatic way. And in fact they work so well that when you're using them, it sort of feels like you're cheating. And I like cheating. I mean I like winning. So what is winning? What is winning? You know a lot of people might not have ever thought about this. You think of a sporting legend and one of the great things about being in India is I can say the word cricket and you guys know what I'm talking about. I got a marathon and I said cricket and they go what's that and they go well it's sort of like baseball with balls and then they start throwing rocks at me. So I thought I'd give a really great photo of obvious winning in cricket, all right, from one of the greatest batsmen in the world. So the TriNation series wasn't that awesome. I mean I know you guys are awesome. I don't know what I'm talking about but you're awesome. But it was actually really good. I was actually watching every match of that series and I could not pick who was going to win. I mean I actually thought Sri Lankan was going to win. No, I put that up there just for the laughs. That's the picture that I wanted to show you. He has spent a lifetime achieving this purpose. The fact that he did a hundred test entries is just, that's just a goal. Do you know what I mean? And I bet you in that picture he's probably experiencing relief more than yeah I did it. I mean can you imagine he's sitting there on 99 right? Oh my god. The whole world is watching him including you know 1 billion of his closest friends in India. But he wins, right? And he's consistently won. And why is that? What makes him different to us? What makes him different to a cricket that doesn't win? That's what I'm going to talk about. But first let's define what win is. Good giving of win is to be successful or victorious. You know so if you succeeded something, yeah you've won. But then you have to define success because if you just define one word with another word it doesn't really mean anything grand. So success is the accomplishment of an aim or a purpose. That's straight out of a dictionary. You can look it up. So if you succeeded something you're achieving some sort of aim or some sort of purpose in life. Is that real to everyone? Does that make sense? Yeah good. Then what is purpose? Well a good definition of purpose is the reason for which something is done or created or why it exists. So that's the reason it's the underlying goals. See Sachin wouldn't have done the 100th test century on the purpose of getting 100 test centuries. Does that make sense? It's not the reason to do it. The reason would have been to be the greatest batsman that ever lived or something like that. And he is by every statistic that you can look at except Bradman's 99.99. Wouldn't that suck getting, do you know about that? The last ball. So Sir Donald Bradman is one of the most famous Australian predators it's a batsman and he had an average of 100 which means that on every game he played his average score was 100 which is just unreal. And he was facing the last ball and all he needed off that ball was one run to keep his average. It was this last match of his life and the ball evolved into him under arm to stop him from being able to hit it hard enough to score a run. And so he ended his career with an average of 99.9. Wouldn't he just be like God damn it? You, and predators were really cool I think you would have said well played sir. So purpose is the reason you're doing something, the reason why it is. What's your purpose? It's not to make money I can tell you that now and I'll explain why now. But what is your purpose? You look at the really successful people in life, they all have a very clear purpose. They all have something that they're trying to achieve and get done. All of them. And if you look at the derivation of the word purpose, it comes from Latin and it means to put or set forth. So you're putting something out there you're going that's my purpose. There it is, I'm going for that. We're going to talk about this. What's your purpose? What is your purpose? Do you know what your purpose is? Have you ever never thought about it? A lot of people haven't and I tell you the people that have are doing really well in life or it's not that clear cut. But if you're here and you know what your purpose is and you're following it, your chance of success goes like this. If you're already a really useless person in life and you know your purpose, you might only get up to the point where the really awesome person sort of is without knowing their purpose. Like if you're going around in life and stealing things and you're being criminal and that sort of stuff, knowing your purpose isn't going to make you successful. Long term. Do you know what I mean? You still have to work hard, you still have to put effort in. It's not like purpose, it's just some magical thing that suddenly you'll be successful. But knowing your purpose and following your purpose will make you more able to achieve your goals. And I ask people what their purpose is and they give me different things. Yeah that's a nice house. Some people have a purpose, I've all owned my house and I tell you. If there's a house in the world you want to own, it's this one. It's got a hundred and three rooms, five swimming pools. The study is plated in gold on the floor because you know everyone needs a gold plate in the study floor. There's a squash court of bowling alley, a tennis court, a 50 seat cinema for that small gathering of friends when you want to watch the latest blockbuster movie. It has of course the swimming pool it's there. It's on the heli pad, underground parking for your eight limbs in, because you know you need that. And my favorite part about it is the heated marble driveway. Because when you go out at night you're walking on the marble driveway. The marble is cold, you know, so you need it heated. I mean obviously. Right. This is another good purpose and in fact, yeah, it's true, actually this is my favorite. No, that's a nice part. It goes very fast. It looks awesome, but I wouldn't try bartering around the gallery. You know actually I was really, I'm really proud of an achievement. I followed Charles's advice and I went down to the gunner memorial, which I actually didn't even notice here until he told me. And then I went down to the gunner memorial which I love that back. And then I walked back from the gunner memorial on Nagarou. And I actually managed to cross Nagarou by myself. Actually, I was then talking and Judeanly very helpful to point out that I was probably a public holiday so it wasn't much traffic. So, thanks. But the other point, actually the way I crossed the road to be really fair is I just found the 12-year-old who needed to cross the road. It's all over there. But it's really funny though, like 4000 cars coming down the road at full speed and like she starts crossing the road. I'm like, are you serious? We were driving to Shisha on Friday night with some awesome guys from ThoughtWorks and on the way back. That's right. He just does this U-turn, right? And we're suddenly going in the opposite direction on the same side of the road and I'm like, how does this even work? He's like, well actually, you know, when people are learning to drive it actually causes problems because they try to be too polite and like backs up all the traffic because they won't let anyone know. So yeah, that's not your purpose. What about money? Money? I hate to tell you it's not your purpose. It might be a purpose. I'm not saying money is bad. Money is actually a lot of fun. But it's not a purpose that doesn't motivate you. And that's the key thing. Your purpose will motivate you. Your purpose is what will make you come back to work every day. Your purpose is what will make you fight through those barriers, the times when you don't think you'll be able to get it done. Your purpose will help you with that and there's a reason for that. It's called the scale of motivation. The scale of motivation starts off with duty and it goes personal conviction, personal gain and the lowest form of motivation is money. This is why a small group of soldiers who are dedicated to win and look after their homeland will always beat a group of mercenaries. You've seen the movie for the story about the 300 in Sparta defeating almost the entire Persian army. Why? Well the Persian army were there for money. They were a purchased army. They were assembled and subjugated. Not even for money sometimes, they can lower than that. They were there in slavery. But the 300 were there with duty. They knew they had to handle this. So when is your life set? You look at the really successful people in life and you'll find that they're working right at the top there in duty, you know? You look at, I mean Charles is a great example. I'm going to use you a few times tonight. He's not doing J.B. Ruby for the money. He's doing it because he believes in it. It's something that he wants to achieve. Do I have to change? You look at anyone else who's really succeeding in their chosen field. They're doing it right up there. They're up there in duty or personal conviction. You know I said I went to the Gandhi Memorial. I did. I took this photo. He's an incredible person. Incredible. This guy is known throughout the world. Every person in Australia knows who Gandhi is. I would dare say a fair percentage of the world knows who Gandhi is. The only people who wouldn't know who Gandhi is would not have a schooling system. The things that this person achieved is incredible. Where was he on this scale? Did he do it for the money? I've been there. I've been to the house. I've been to the place where he was incarcerated. He had a little map and a room. All he was ashore. He didn't do it for the money. Did he do it for personal gain? Did he do it for personal conviction? Maybe. But the real reason he did what he did was for duty. He believed that is what he had to do. And I can't speak for him, but I'm sure he would agree with me. But you look at any famous person in the world. Anyone that's made a lasting contribution to humanity has done it for duty or personal conviction at the very least. Everyone else is just doing it for the money. They're a flash in the pan. They appear, they disappear. I'm not saying money is evil. Money is not evil. But I'm saying your purpose is not money. And if you can work out what your motivation is and work out what your purpose is. See, as students who work out what your purpose is and what you love doing, you can move up this scale. Sure, you can do your job and you can get money and you can get an income and you can be happy and you can be able to buy things. But if every day you come to work because you believe it because you want to do what you're doing because you love doing it, it'll be so much more fun. This is actually one of the awesome things about being a Ruby developer. Because Ruby is fun. And you get to produce these beautiful things with it. And it sort of moves you. Ruby developers tend to sort of be more in personal conviction than down at the money gap. You get paid well as a Ruby developer, but you don't find a lot of Ruby developers doing it for the money. You find a lot of PHP developers doing it for the money. But, you know, it's just personal conviction. It's a beautiful code. It's believing, getting the conventions done. It's creating awesome products. Personal conviction, duty. So let me give you some examples of this. Apple's purpose. Well, Apple is a corporation. Their purpose, I mean at the bottom level, is to make money for their show. So that is money related. But Steve's purpose. In a talk that he gave, it's on YouTube and you can grab it at that length and write that down quickly. It should be easy. In 1997, he talks about the core values of Apple. And this is sort of why he's rebooting Apple. And he said, we believe that people with passion can change the world for the better. Whoa! What a purpose for a company to have. This is at the start of his Think Different campaign, when he got, you know, we believe in the artist, the misfits, the people that don't, you know, what the purpose. Now, if you're a developer and you had two companies to choose from that you wanted to work for, and one had that purpose, and the other one said, our purpose is to make affordable computers for everyone. Or that's actually a pretty good purpose. But our purpose is to make computers that beat our competition. Right? Which one would you go work for? You don't have to go work for that. I mean, obviously, right? Why? Because it aligns with everyone's basic purposes, you know, achieving something, getting out there. It's much higher on the scale of motivation. It's up there at personal conviction. If you listen to some of Steve's talks, he talks at the motivation level of duty. He believes that he needs to communicate what he's saying to his crowd, and really impart something to it. Motivation is a powerful thing. Like, for our company, we make websites. But that's not a purpose. That's more like a purpose. Make the world a better place by solving real problems. My purpose, you know, I spend a long time working at this stuff, and it's important. But, you know, when you have a purpose like that, getting on the communications lines of the world and helping them resolve barriers to their production, it means that anything you can do can be aligned to it. You know, I had a flight here from Sydney, from Australia, as you know, and it's a long flight. But when you're coming and you're coming to do something on your purpose line, and you're coming to talk about your purpose, it doesn't matter. You know, sitting there in Delhi airport for six hours on a layover waiting for the next flight. You go, yeah, you know. So what's your organization's purpose? If you don't know this, find out. If your organization doesn't have a purpose, either make it get a purpose or find an organization that does, I would say make it get a purpose, because you're obviously working there for a reason. You're obviously like the crowd. But getting a purpose organized in your organization will suddenly align everyone's thoughts. I'll give you a really good example on this. We have our purpose in our company. And then what it means is that if one of our staff or one of our team need to make a decision about should I do this or should I do this for a client, they can take that decision, compare it with the purpose and then come out with the correct answer. Because purpose aligns action. Right? So if our purpose is to do that, and then they have to make a decision of should I spend an extra two hours working on this client's product to make it really awesome? Or should I just sort of cut the corner, even though we're not going to get paid for that extra hour? Well, they'll do the right thing. They'll put that extra effort in because it aligns with the purpose. It keeps things running. And this is a great way to expand any business. If your purpose of the organization that you work for, if it's only stated purpose, it's making money, you're in trouble. But that won't be the purpose. That might be what's being told about or spoken about, but there'll be an underlying purpose there. There'll be something that, you know, everyone's there for some reason. If you get that reason spoken about, talked about, written up, put on a wall, it suddenly starts aligning all the actions of the group because a group is made up of individuals and all the individuals need to make decisions. So you need to be able to make decisions with your purpose. What's your purpose? If you get nothing from this talk except this one idea, I'd be happy. And that idea is find out what your purpose is and then follow it. Find your purpose. Spend a few hours. It doesn't matter. Just write down different ideas, things that you've liked. And at some point you'll be writing these down and you suddenly go, cool. And it will be one of those moments. You'll suddenly go, feel a bit tingled. Because for the first time you've identified a path that you're going down. And then what you can do is you can take that purpose and you can apply it to your either friend of mine in Japan who used to, he had this job and he had to send his wife off to do some training. And to do that he had to look after the kid. So he got this job in a factory which he hated. But by working in the factory he could work his hours in a certain way that it meant he could look after the child and he could earn enough money for the whole family and he could get it all done. So he hated working in the factory but he actually loved doing it. Why? Because it was aligning with his purpose of supporting and looking after the family and getting it done. And I was talking to him and we're chatting and like this is months after his wife had come back from the training. And I said, well, how can I help you? And he says, I hate my job. And I'm like, okay, why are you in the job? And he goes, oh, you know, I used to really like it but now I hate it. He said, oh well what changed? And he went, oh my god, my wife came back. I don't have any reason to work at this crap job anymore. So suddenly, because there was no purpose there, there was no motivation. There was no reason to do it. There was no personal conviction. And suddenly it became drudgery. If you're like that in your current job, simply identifying your purpose and then working out how that can align with your current job will make your life at work a thousand times better. Just like that. And if you have a staff member or a team member who's not motivated, who's not doing well, spend some time with them. Help them, you know, say, look, this is what we're doing here. What is it you want to do with your life? Help them align what they want to do with your organization. And your home around will improve. And the reason for this is that there is a formula for living. And that formula for living, not life, but living is having a problem and a basic purpose. Who knows people that do this, that follow a basic purpose? It's sort of around there and doing stuff. They can be sports stars, they can be anything perhaps. Those people are living. They're alive. They're spending every day. They seem to be like on fire, right? And then you find people that aren't following their basic purpose, that are just meandering through life. Are they living? No. Well, they're alive. But they're not living. They're not enjoying life, they're not experiencing life. They're not expanding as a being. Purpose is really important. So if you've got your purpose and you know how to win, well, how do you succeed? Well, it actually just comes down to one word. How to succeed in business is very simple. And it's so simple that a lot of people just don't know about it and don't recognize it. And that one word is exchange. And no, I don't mean that. What do I mean by exchange? Exchange is the act of giving one thing and receiving another. I know this is really simple, right? But you know what? Some of the biggest companies in the world don't figure this out. Exchange is the process of saying going to a client, receiving money for what you're about to do, developing the product and giving them an awesome product. That's exchange. You see that? You've received one thing and you've given something back. In the open source world, when I made the mail gem, I'm exchanging. I create the mail gem. I put it out there and you might think, well, you don't get anything back. Well, actually, I think it's different. I'm giving anything back. You get notoriety. You get public reputation. I don't have any problems finding work. So I've got a lot of exchange out of that. You know, if anyone in the world has a serious problem with the mail gem and they want someone to fix it, who do you think they call? So you get a lot of exchange from these sorts of things. But some of the biggest companies in the world didn't figure this out. And I was talking to Charles at dinner and he mentioned Sun Micro Systems. They spent years open sourcing everything, but they never worked out how to exchange for it. They never worked out how to get money back for it. And we're up. They don't exist. There were some really intelligent people working there, but they just violated this one thing. I mean, it's a bunch of things, but in simplicity, right? They didn't exchange. They went exchanging. Your company needs to exchange. Your business needs to exchange. There are levels of exchange that you can work on. The first one is rip off or criminal exchange. So criminal exchange is accepting something and giving back nothing or giving back something of no value. So everyone has experienced this or no clients have experienced this. We had a client that came to us who had spent $150,000 trying to get a website online over four years with three rewrites. It wasn't even a complex website. We sat down and we saw this and we went, you know what? This is just so wrong that we're just going to go beyond and beyond and fix it. So I put three guys and we rewrites the whole thing in two weeks and put it online. And he was just like, well, and I said, I've done that because your experience is not what the ribbon community is about. Obviously charged him some money, but we went beyond the call of duty grant. But he had received rip off exchange. And what that meant was that he was very, very wary about every other developer he ever met because all he knew was that that developer would rip him off. He would give them money, $150,000 worth, and he would receive nothing back. When you're working and when you're developing, make sure that you're not operating at that level. It might look like you get a lot of money, but if you don't return anything, you're not going to live like. The next level is partial exchange. So you receive some money to return something that's not too good. It's broken, doesn't work, doesn't do what it's meant to do. The test of failing, the application doesn't have a read me in it that tells you how to start the process. It's a product, but it's not a full product. It's not what it could be. The next level is fair exchange. So fair exchanges receive $1,000. You deliver $1,000 worth of production. It's fair. That's what most corporate organizations expect people to operate at. It's fair exchange. But the next level is exchange and abundance. Exchange and abundance is where you deliver something more than what you've received. It doesn't mean you're delivering for free, but you're delivering something with an aesthetic or something. I'll give you a good example. This. The Apple products are exchange and abundance. They're expensive, but they haven't designed about them. They haven't aesthetic about them. They have something that when you buy, you feel like you've received more than what you've paid for it. Which one of those will generate the most profit for your business? Exchange and abundance. I give you a good example from my business. I had this client who came to us to ask us to quote for a website, right? And we go through a whole process and I started talking to him and I found out that he had some issues and I talked him through those issues and really got into communication with him and made sure that he really understood the problem in front of him. It took me a couple of hours. And then he called me back four days later and he said, look, I love your proposal, but we've actually got someone who's going to come on board and for a shareholding do it for 50% of your price. So I can't use you. And I went, okay, yeah, fair enough. Look, go for it. That sounds great. And he said, but I really appreciate the work we gave him. Do you know what happened a week later? Because I'd exchanged in abundance with him, right? A week later, this person calls me and says, look, this person's recommended you as the best room developer in Australia. It was a guy that I had never done any development for who shafted me to go work for someone else at 50% my price. But he was so impressed and so happy with the exchange that I'd given him that he was recommending me to other people. I've had three recommendations of new clients from that one product. This is where exchange and abundance works. And it always works because word of mouth spreads faster than any marketing campaign. Exchange and abundance doesn't mean delivery for free. It doesn't mean reducing your rates. That's not what it's about. We charge a lot of money for our development. We're not cheap. Clients tell us we're not cheap. They ask us to reduce our price. They say no. But when we do deliver, we make sure we deliver beyond what they expect. And if for some reason in our organization, we don't deliver that, I then make it right. I'll put a developer on for a week to make it work properly or fix it or do whatever I can so that that client has full faith in that production. And you can all do this too. It's not rocket science. It's just caring enough about the product and getting it done. But does this also mean that you delete all free stuff? Because open source is a good example of exchange that's done for free. And getting out there and helping the community and doing that sort of thing is valuable. You're just going to make sure that when you're doing your exchange in abundance, you're doing it at the right level for the right market for the right people you're delivering it to. If it's a client, take their money, deliver an awesome product. If you're doing for the open source world, deliver an awesome product and get back admiration for whatever it is you're doing it for, or help for whatever. If you've got a job on the desk, work out how that fits you with the whole organization and exchange in abundance. Go beyond. And if you do that, you win. So there is a definition for exchange in abundance. Here one does not give two for one or free service, but gives something more valuable than money was received. So exchange in abundance is not going to McDonald's and getting the two for one offer. That's not exchange for abundance, right? They're doing that as a direct marketing employee to get you into their shop to spend more money. You're not getting an abundance of exchange. Exchange in abundance is not going, well we used to charge $150 now for development. Now we're going to charge $75. That's not exchange in abundance. Why? Because next year you will be out of business. And then you can't exchange all. Exchange in abundance is going, you know we charge $150 now, we're actually going to change that to $160, $170. And with that extra profit, we're going to really deliver. We're going to deliver so awesome that our clients just go, my god, you guys are awesome. Once you start exchanging in abundance, you're getting this thing called production. You're delivering things. And production is the basis of morale. That's a really good data. If you have anybody around you who's not producing, what's their morale like? You see a guy sitting in the desk and they're like this. And you go, hey, what's happening? He goes, ah, you know, can't seem to get this thing done. The bug doesn't resolve. I'm useless. Our spec is just going, fuck. And then you go to the other developer and he's like, you go, hey, what's up? He goes, ah, what do you mean what's up? Hey, I just shipped the code dude. Obviously, he's got more morale. He's more excited. He's getting things done. He's producing. Exchange gives you production. Production gives you morale. If you're feeling down and out in your job and you're feeling bored or you're feeling demotivated, go and produce something. It doesn't matter what it is. Like literally, it doesn't matter. Go sweep the bathroom. It doesn't matter what you do. Do something. And if you do something, suddenly you'll feel a bit brighter, feel a bit lighter, feel a bit happier. You know, sometimes when I'm getting hit by the problems of life, and I get to that point where all you want to do is just sit on the couch and watch cricket reruns from 1948. The way I solve that is I just go and force myself. Like, I literally go like this, carry myself over to a desk, put myself down, log into, say, the mail jam, and go hand in five or six pull requests. That's why if you look at the pull request history on the mail, it sort of goes like this, right? Because I normally, I do mail to get some exchange back, and I release another jam, then I make a commit to the Rails library, and I update the version of the jam. I'm awesome. Let's get rolling. And then you can just get going on whatever it is you do. It's another awesome reason to contribute to open source, because open source development is totally under your control. You don't have to wait for your boss to say you can do a good product. You can just do it. And that increases your morale, and that increases your ability. And when you're excited, when you're having, when you're delivering, when you've got exchange in, your ability to handle problems suddenly becomes really easy. You know? Who's experienced that? Where they've hit a bug, and it's like impossible. And then some other time when they're doing really well, it just seems that all the code is bug free. Right, yeah, good. At least he's honest. But that's true. When you're producing really well, you don't have problems, Mr. Beats-Arms. So in summary, the definition of success, the accomplishment of an aim or a purpose. Purpose is a reason for which something's done or created, or for which something exists. The formula for living, not life, but living, is having and following a basic purpose. The conditions of exchange where you want to be is exchange in abundance. Get your organisation up to that, and you'll be a very happy person. And then finally, do something that you believe. Make a difference. And if you do that, you will win. Any questions? Thank you very much. If not, as I said, I am going to be here all day. Come and give me up. The funny thing about this sort of stuff is usually any question is usually quite personal, and I can understand that. So it's pretty rare for me to actually get the answer. Are there any questions? I have a good question. Today, you don't know why the view of an entrepreneur, you think about the size of the turnover, and you have to be able to go through it. But if you have a part of your career, develop it, then at many times you get a better offer to be in terms of money, to be able to work, to be able to do anything else simply because of it. When do you know when to take the lead? So there was a recent survey done in Australia that had a look at what the reasons were that people left their jobs. The top reason of that was management. The third or fourth reason was they got a better offer for money. If you are a developer and you want to get out there and you get a better offer or a better job, only take it if it aligns with your purpose. If you are a Java developer full time and your purpose is doing open source web applications that change the world, then and you get an offer to do a really good job, do it. It aligns with your purpose. But that's how you can recognize it. Once you work out what your purpose is, decisions become really simple because you get an idea and like for a personal experience we have companies come to us and say, hey, can you take a shareholding in this really great idea that I have and you can develop it for free in exchange for 50% right? I can look at that incoming idea and I can go, does that relate to our purpose as an organization, yes or no? And instantly 99% of the time it doesn't so I just get rid of it right? But it gives you a basis to make these sorts of decisions once you start working out your own purpose. Does that answer the question? Good. Okay then. So yeah, come and see me afterwards if you want any other answers or that and thank you very much for being awesome.