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 Snafu is a weekly newsletter by entrepreneur and author Robin P. Zander that teaches people how to promote their thing.

Snafu isn’t for salespeople. Instead, these are articles teach selling for the for rest of us. Through  a weekly article and homework (gasp!) develop the courage to sell your product, advocate for yourself, communicate authentically and take care of your people.

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Random

How to design for change

In 2015, the authors of Responsive Org wrote that “the future is becoming increasingly difficult to predict.”

Today, with global instability, political partisanship, and an ever more rapid rate of change, those words seem prescient.

The tension between organizations optimized for predictability and the unpredictable world we inhabit has reached a breaking point. Only organizations built to adapt are going to survive.

I founded Responsive Conference because I had witnessed the same organizational dysfunctions and habits across nearly two dozen different industries.

In selling to the Fortune 100s, I learned how much of business is relationship-driven. As the first employee at a non-profit education tech company, I witnessed how slow our educational systems are to change. As an acrobat with the San Francisco Opera, I experienced the century-old practices of one of our most storied arts institutions. And in my own little brick-and-mortar restaurant, I learned about San Francisco city politics.

We still structure our organizations for a time where predictability mattered more than speed.

The theme of Responsive Conference 2025 is “Design for change” because the world is changing so rapidly. Only those individuals and organizations that keep pace with change are going to survive.

I hope you’ll join us at the Oakland Museum of California for Responsive Conference 2025.

Let’s build the future of work together!

Get your tickets now!
Prices go up March 15

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The lie of mise-en-place

I love the phrase “mise-en-place,” which is common to professional kitchens and translates to “everything in its place”. The phrase appeals to my inner neat freak.

In restaurants, chefs arrive hours prior to service starting to prepare for the evening ahead. These are the unseen and unsung aspects that make a restaurant successful.

We had a Zander Media video shoot at our film studio in Berkeley last week, and had a luxurious four hours to set up before the clients arrived on set! As a result, it was among the best lit shoots we’ve ever done.

Mis-en-place in a restaurant means arriving hours ahead of time to prepare your ingredients and workspace. Mis-en-place in my video business means keeping our gear closet clean, our batteries charged, and knowing what we need to film long before the actual day.

Preparation matters, but it is only as part of the equation.

Change is coming

In November 2022, OpenAI launched ChatGPT. At the company’s internal meeting that morning, they discussed that it would be a silent launch, and that “no significant impact on sales” was expected, since the “audience is mostly researchers.”

They couldn’t have been more wrong.

In the thirty months since, we’ve seen a complete transformation of the technology industry. There have been macroeconomic swings – seesawing markets and mass layoffs. The biggest tech companies are pouring billions of dollars into AI, while also laying off thousands of workers.

AI has changed how we work. But the emergence of AI drives home the broader lesson that any organization or industry can be shaken up at any moment.

Operating amidst chaos

The premise of Responsive.org is that the world is changing more rapidly than we have ever seen before in human history. This wasn’t an accepted fact when the manifesto was written a decade ago. But today, especially because of the acceleration brought on by the COVID-19 pandemic, we take this acceleration for granted.

The lifespan of the most successful companies in the world has plummeted over the last three decades. Companies on the S&P 500 are expected to remain in the index for an average of fifteen years, compared to sixty-one years in 1958. The only companies that survive are those that adapt quickly to change.

The world we are living in is chaotic. It is no longer the case that the unexpected might happen. It can, and probably will, happen at any moment.

Mise-en-place is important. Preparation does matter. But at least as important is the ability to regulate your own response.

The Serenity Well habit

When my good friend was preparing for the birth of his first child, I asked him what he was doing to prepare. He said that while his wife was reading all of the baby books she could find, he was “digging his serenity well deeper.”

Financial stability, strong relationships, and physical health all matter. But none of them directly solves your uncertainty and stress.

What I call the Serenity Well habit – cultivating internal well-being and calm – is your best buttress against chaos. Here are three practices that can help:

Daily discomfort – Train yourself to handle chaos by introducing small stressors, or eustress. Cold exposure, fasting, intense workouts, public speaking — lean into discomfort.

Reset rituals – Build a system that keeps you grounded. This could be meditation, journaling, a morning routine, or a hot bath before bed.

Contingency planning – How do you want to respond when you’re overwhelmed? Decide in advance how you want to handle stress: a breathing exercise, a workout, stepping away.

The world isn’t going to get calmer. It is time to start digging your serenity well.

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How I’m surviving the next four years

SNAFU is an acronym for Situation Normal: All Fucked Up. The phrase was born out of the chaos of World War II, but it is just as relevant today.

Snafu has become my shorthand for a world that’s always been broken, but is now undeniably so. Things that once seemed stable – governments, economies, industries – are changing too quickly for us to keep pace. Technology is advancing faster than any of us can adapt, which reshapes our job, relationships, and culture before we can adapt.

Rules my grandfather espoused – work hard, get a good education, keep your head down and things will work out okay – aren’t just outdated. They’re actively wrong.

For the last decade, I’ve curated a conference about the “future of work”. The premise is that the speed of change is accelerating. That while work in the 20th century was about the illusion of stability, in the 21st century we are watching that illusion disappear.

Political and social unrest are on the rise. Economies are volatile. Climate change and AI have added new layers to that unpredictability. We’re living in an era where the old rules don’t apply, new rules haven’t been written yet, and chaos is the default setting.

Resilience is the only safety net left

When things start to break down, most people – and most companies – look for stability. We all want something or someone to tell us that things will be okay. Stable jobs, trusted institutions, and a plan we can rely on.

Unfortunately, those are an illusion.

The people and organizations who will thrive aren’t the ones who cling to a false sense of stability. They adapt. Resilience isn’t about toughness, but about flexibility. It’s the ability to absorb shocks and keep moving forward.

Resilience is the only real safety net left because we can’t rely on institutions, stable career paths, or a predictable future. We can thrive only by learning to pivot, adapt, and get back up when we fall down.

The key to resilience is learning how to learn

For most of human history, learning specific skills was enough to survive or build a career. We became blacksmiths, factory workers, software engineers, and then did that work for the next few decades.

That’s not how the world works anymore.

The shelf life of knowledge is short. Industries are being reshaped in weeks, not in decades. What you know today may be obsolete tomorrow.

The skill that matters most isn’t what you know—it’s how quickly you can acquire skills and apply that knowledge. How quickly you can change your mind. The skill we most need to survive and get ahead in the world today is meta-learning, or learning how to learn.

Success is about mastering the process of skill acquisition itself. If resilience is the goal, then meta-learning is the most effective way to achieve it.

How I’m surviving the next four years

I have no idea what’s going to happen in the next four years. Nobody does. But things are going to slow down. Here’s how I’m preparing for the next four years.

Physical resilience: Our bodies are the first thing that break down under stress. When I was in a car crash a few years ago, my visible bruises healed in a week, but it took my body nine months to really recover. The way I train for physical resilience is doing little things, every day, that are physically difficult.

I move every day, train to increase strength and endurance, and spend a couple minutes more in a 200 degree sauna than is easy. I’m not chasing peak fitness. I’m chasing a body that can handle stress.

Emotional resilience: Life is unpredictable. Just in the last month, one friend had a mental breakdown and another died. Grief, uncertainty, and failure are inevitable. We can’t control them. But we can train how we respond. I practice emotional resilience by cultivating tiny habits that increase mental fortitude.

One of the best tools I know for emotional resilience is, amusingly, the physical challenge of cold plunging. Through cold exposure, I’m better able to handle the stresses of other, less intense, circumstances. Just getting into the cold plunge (or turning the shower tap to cold) is a victory. Do more things that scare you.

Mental resilience: The key to mental resilience is brain plasticity and avoiding fixed ways of thinking. Do this by limiting your intake of harmful content and by practicing new skills.

The world is full of outrage porn. The business model of the news and social media is to keep you coming back for more. You don’t have to detach from the world in order to limit the amount of content – especially outrageous or toxic content – you imbibe.

Additionally, practice things that stretch you, mentally. I like to sing. I recently started practicing the piano. I’m attempting to learn Darija (Moroccan Arabic). In short, never stop learning.

The world is not going to slow down. The chaos isn’t going away. If anything, things are only going to get more unpredictable!

The only real strategy left is to become the kind of person who can navigate uncertainty with intelligence, speed, and a sense of humor about the absurdity of it all.

Snafu is about that process—learning fast, adapting faster, and finding resilience in a world that refuses to make sense.

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How to train a puppy

A friend of mine just got an 8-week puppy! I’ve raised two dogs from puppyhood, and helped a dozen other people do the same. Here’s what I’ve learned…

Expect interrupted sleep

Interrupted sleep comes with the territory. I often suggest raising a puppy to people who are considering having a child. It’s good practice.

As with a human baby, a puppy needs whatever it needs right now! Whether that’s to be let out in the middle of the night to pee or just your comfort and attention because your puppy has never slept apart from its litter, expect weeks or months of interrupted sleep.

Torn slippers are your fault

Your puppy peeing in the house or tearing up a slipper is your fault.

A young dog doesn’t know, at first, that the house isn’t somewhere to pee. Similarly, an anxious or a teething dog wants to chew. It is up to you to give it something to chew on.

Like a young human baby, a puppy doesn’t have bladder control. It is important to remember that your puppy isn’t doing something wrong. It is just following its natural proclivities.

It is your job to monitor your puppy, so don’t get angry when your dog makes “mistakes.”

Crate training

If I could teach every new dog owner one skill it would be crate training. The first rule of crate training is never use the crate as punishment. Encourage your dog into the crate. Make it cozy. Make it home.

Think of the crate as the spot the dog returns to when it is tired, wants to rest, wants to be alone. A crate has the additional benefit of being a closed container, so your puppy can’t escape and peer and chew your slippers immediately upon waking.

Training cadence

To raise a young dog, develop a training cadence:

  • When your puppy first wakes up, take them out of the crate and outside to potty.
  • Offer your puppy some water and food.
  • Play with your puppy until it is tired.
  • Take your dog outside to potty again.
  • Put it back in the crate for a nap.

This will be your cadence for the first few months!

Positive reinforcement

Those metal spiked collars people sometimes use are cruel and hurt. A lot of early animal behavior management was done with dolphins. You can’t force a dolphin to do something it doesn’t want to do. The same is true for puppies (and, I believe, humans).

Train your dog exclusively through positive reinforcement.

Negative reinforcement

For minor issues like peeing on the carpet: your puppy didn’t do it to upset you. Even if you catch it in the act, aggressive scolding is more likely to scare your dog than inform it. Puppies don’t yet know how to control their bladder. Focus on reinforcing the behaviors you do want, and the others will fade naturally.

Reinforcement words

In the 1960s, dolphin trainer Karen Pryor used a clicker to train dolphins at Sea Life Park, Hawaii. This marks behaviors before giving a reward. A reinforcement word works the same way.

Pryor popularized clicker training in her book Don’t Shoot the Dog!, a foundational text in positive reinforcement training.

Pro tip: Don’t use “yes”

Pick a word you don’t use daily to mark desired behavior. Otherwise, your dog may get confused.

Your dog reflects your nervous system

When I’m stressed, my border collie Riley is anxious. When I’m calm, Riley is likely asleep. Dogs are mirrors of their owners’ emotional state. Being aware of your own emotions improves your training.

Know their motivation

Some dogs are food-motivated, some aren’t. Some want petting, others want a job. Understand your dog’s motivation first.

Know your breed’s tendencies

  • Labradors want attention, praise, and food.
  • Herding dogs need a job.
  • Bully breeds want to keep their people safe.

Food is a simple, concrete motivator; praise works too but is less tangible. Plan according to breed tendencies.

Say “Come” only when sure

Don’t misuse “Come.” Only call your dog when you know it will obey. Otherwise, you teach them they can ignore you.

Puppies are rude

Puppies lack the social graces of adult dogs. They want attention, to play, to greet, and frolic. Adult dogs may set boundaries; puppies learn social rules through interactions.

You’re the one who needs to change

We have a belief that dog training is about changing the behavior of your dog. Actually, it’s the opposite. Dog training is an opportunity to get to know yourself, and for you to change so that you can become a good steward of your animal.

Your dog is just being itself. If your puppy pees on the floor, it is because you didn’t take it outside in time. If it chews a shoe, you should have given it more opportunity to chew appropriate toys and shouldn’t have left your dog unattended.

Your dog behaves according to its instincts. You are the one who needs to adopt, and only by doing so will you be able to train your dog.

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How to buy a (used) car

I have two friends looking to buy used cars right now, and over the last fifteen years I purchased six used cars and re-sold five of them. While I’m a novice compared to real car salesmen, I have more experience than the average layman, and thought it would be useful to write down what I’ve learned.

Assumptions

I don’t have “fuck you” money. If you do, none of this matters.

I went for in Marin Country last week, and jogged by a house with a $275,000 Bently, and two $350,000 Super Cars in the driveway.

This article isn’t for the owners of that house. They don’t buy used cars.

I prefer to save $10,000 by buying a used car.

I want something safe and reliable with zero drama.

My primary goal in getting a new car is that it is safe, reliable, and drama-free.

My 2016 Toyota Prius isn’t sexy. But it is clean, inside and out, the leather seats have heaters, and the same model saved my life in 2022.

I don’t want another car soon

This article is written with the assumption that you don’t want to buy a brand new car every two years.

I don’t expect to upgrade my car for at least another 5 years. I’d rather spend some time now to save time over the next decade on repairs or another purchase.

This won’t be the last car I ever drive

This isn’t the last car I’m going to own.

I hope to eventually own a used-but-nice sports car just for the fun of it!

My current car isn’t that.

I don’t mind doing a little bit of leg work – i.e. don’t buy the first car you come across.

I’m a hustler and a salesman, but don’t expect you to be.

I do anticipate that anyone benefiting from this article is willing to do just a little bit of leg work.

If you would rather spend an extra $10,000 or $20,000 – great! Buy your car new from a dealership. But three extra hours now (including the ten minutes it’ll take you to read this article) will save you thousands of dollars over the next few months.

Buy a used car

I’ve never purchased a brand new car.

You save between 15–20% of the price of a car when you don’t buy a car from a new car dealer. A $40,000 car will lose $6,000–$8,000 in value in the first year.

By year 5, that shiny new car is likely worth less than 50% of its original price.

I buy makes and models that have stood the test of time and cars that are 3-5 years old. My ideal car has been made for more than a decade, is about 5 years old, and has as few miles on it as I can find.

Talk to mechanics about the type of car to purchase

I like talking to mechanics. They’re busy, terse, and usually covered in grease. But if you can get one talking, you’ll learn everything you need to know.

I used to drive a 2007 Subaru Forester. Every time I brought the car in for an oil change, my mechanic commented that this car – which I drove past 175,000 miles – was bulletproof.

(That Subaru Forester, nicknamed Indy, was totaled in an accident when someone hit me on the freeway. Yet another great car that saved my life.)

I asked my mechanic what car he would recommend if I were ever to upgrade, and he pointed me to a late model Toyota Prius – which is what I drive today.

Sexism and cars

When I was 21, I dated a woman who was 16 years older than me. Early on, I picked her up at the airport in my 1994 Honda Civic Hatchback. When she rolled down her window, the glass fell out of the door frame!

I was mortified, but she, quickly and efficiently, opened up the door, put the glass back in, and then put everything back together. Later that summer, she and her father even rebuilt my little Civic’s suspension.

That old girlfriend, and many women, know more about cars than I ever will. But the world of cars is sexist. If you are buying a car, and aren’t a man yourself, bring a man with you. You’ll be treated with more respect and get better deals than a woman purchasing on her own.

Get a third party inspection

If there was one tactic I could impart to everybody purchasing a used car it would be this: get the car inspected before you buy.

One of the most overlooked things that any mechanic can do for you is third-party pre-purchase inspection.

After you have researched, sourced a car that you are interested in, looked over it in person, and taken it for a test drive, take your car to a nearby mechanic and have them do a pre-purchase inspection.

Source the mechanic in advance and call them to ensure they’re willing and available to do an inspection. It’ll cost you $150 and take a couple of hours.

Any trustworthy seller will have no problem with you paying a mechanic to do a brief inspection. If your seller objects, walk away!

When I was buying my current 2016 Toyota Prius, I found a local garage with no affiliation to my seller, scheduled, and then brought in the Prius. I believe I paid $120 and the inspection took one hour.

As I’d suspected, the car, which had 35,000 miles on it, was pristine inside and out – except for one thing.

The tires were bald.

I was able to negotiate the price of new tires off of the purchase price of the car and saved myself $1500.

A third-party inspection will tell you everything you need to know about your car.

Low miles

Get a car with low miles. This, alongside a mechanic’s inspection, is the surest way of determining the longevity of your vehicle.

Get a used car in the make and model that you want with as few miles as you can afford.

A car with low miles is one of the surest ways to determine that your car will serve you well for years to come.

Safety

In 2022 I was in a significant car crash. My Prius was hit by an SUV on the freeway going 70 and both cars were totaled. I was lucky to walk away with my life.

Do your research. Just Google or type into ChatGPT: “How safe is a [whatever make and model car you are considering]?”

The Toyota Prius is known to be reliable and safe. When my insurance paid out, I purchased the exact same make and model of car again.

One additional tip that I learned when I used to ride motorcycles (known as “donor bikes” in every Emergency Room in the country) is that the color of your vehicle impacts whether it will be seen on the road. A white or light colored car is more visible than a red, black or dark colored car. If you can, get a light colored car.

Know your details – make, model, and era

Know the make and model of the car you want.

After my 2022 car crash, I wanted another Toyota Prius. But I also know the era of the car. The first and second generation Prius had problems with their batteries, which got solved in the third and fourth generation.

If I was buying a Prius today, I’d go with the fifth generation because they’ve changed the body shape and it is less unattractive.

Do enough research to know the quirks and foibles of the make, model and generation of the car you want.

Knowing what you want makes finding it easier.

Don’t buy a lemon

In 2012, I bought a manual transmission Subaru Impreza. The car was great in the snow, sporty enough to feel sexy, a joy to ride.

But had I talked to a mechanic in advance, I would have learned that that era Impreza was notorious for problematic transmissions. And sure enough, six months later, the transmission seized up.

I bought the car for $5000 and was able to sell it for parts for $2000. An expensive lesson.

A lemon is the term ascribed to cars that are notoriously problematic. Research the make, model and era of your car. Talk to a mechanic who works with those cars, specifically, and ask about potential problems.

Do your research.

Advertisements vs. IRL

Advertisements are a bad indicator of how good something ultimately is in real life.

The only things I pay attention to in an ad when I’m buying a car are:

  • Is it the Make, Model and Year you want?
  • Are there pictures?
  • How many miles?
  • Clean title (Just don’t buy a Salvage title)
  • Is it within a distance you’re willing to travel?

Everything else comes out when you and your mechanic inspect the car in person.

Private owner vs. used dealer

I don’t have a strong preference between buying from a private owner and a used car dealer, but it is worth knowing which you’re dealing with in advance.

A private seller is just someone like you and me who has a car to sell. They’ll know more about this car than you will, but beyond that their just a random person.

A used car dealer is a different thing entirely. By default I don’t trust car salesmen. I’m sure there are great car dealers in the world, but most car salesmen are pushy – it is how they are taught. They are in the business of selling cars, and their job is to sell you a car in as little time as possible.

They’ll know all the tricks: how to make a car look and smell great, how to negotiate, how to play on your insecurities.

Just like when you are talking to lawyers or doctors, apply the “bring a friend” rule. When buying a used car from a dealer, always bring a friend.

Lean on your friend for support, and don’t get rushed into anything. Never buy from a used car dealer on your first visit.

You don’t have to be an expert to trust your eyes

Ten years ago, I was hired as the first employee for a non-profit educational technology company.

My boss Vivienne Ming tasked me with hiring software engineers. I’m not an engineer and had never hired software engineers before!

It turns out, you don’t have to be technical to make good technical hires if the people you are hiring are willing to tolerate enough questions.

In the same vein, you don’t have to be an expert on cars in order to ask enough questions about this specific car, its background, and the owner’s driving habits that you can learn everything you need to know.

My advice is, as usual, “Ask more questions!”

Always negotiate

I was fortunate to spend a lot of my youth in the large open air markets of Latin America. I learned from a very young age that price is always negotiable.

We assume that the price listed on an item in the grocery store or at a coffee shop is what must be paid. That is never true with cars.

When you are buying a used car, the price is open for negotiation.

Come prepared to negotiate or bring someone with you who is.

Be willing to walk away

The final piece of advice for buying a used car – or anything else for that matter – is don’t fall in love until after you have finalized the purchase.

When you are negotiating something as significant as the price of a car, it helps to be as dispassionate as possible.

Remember that there are many more like it available in the world. Likely, there are thousands of this specific car available over the next few months. Don’t be in a rush.

The person in any negotiation who is willing to walk away will likely get the better deal. Be willing to walk away (even if you plan to come back later), and you’ll do well buying your car.


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The opposite of distress

I love when the English language has a word for something that I’m trying to describe that isn’t in the popular vernacular. Today’s word is “eustress,” which means beneficial stress. This kind of experience that is difficult but ultimately does you good.

Eustress is the opposite of distress, which is harmful. It motivates and enhances performance.

How can we build resilience and personal sovereignty in a world that is more chaotic and unpredictable than any time in the last few hundred years? Eustress may be part of the answer.

On the shortness of life

I’m reading the Clan of the Cave Bear series, which is the fictionalized telling of a prehistoric hunter-gathering Cro Magnon society during the last ice age. Throughout these books, life is fleeting and impermanent. At any moment a main character might be killed by a predator, trapped in a blizzard and frozen, or swept downstream in a flood and drowned.

Life is fleeting, but in our modern world we’ve gotten comfortable. I can order food to my door in minutes and travel to the furthest regions of the Earth in days. In our abundant, anything-you-want-at-the-click-of-a-button world, we’ve forgotten how fragile we are.

What doesn’t kill you…

We say that “What doesn’t kill you makes you stronger.” That’s wrong.

I’ve always been good at listening and asking questions, but not carrying the weight of other people’s challenges. Perhaps as a result, I’ve listened to personal anecdotes of some of the most horrific personal acts of violence and violation that a single human can inflict on another. That kind of horror isn’t just stressful; it leaves the victims distressed, traumatized.

What doesn’t kill you doesn’t make you stronger. It leaves most people weaker. There’s survivorship bias; we hear stories of people who come out of difficult situations stronger. Most people who undergo intense trauma end up homeless, depressed, or mentally ill.

Complicating the issue, the right amount of stress for one person will kill someone else. I can do a backflip, but most people attempting a backflip for the first time will land on their head! How much stress is the right amount is specific to each individual, and what’s most beneficial for them.

The only thing each person can do is attempt to add some amount of difficulty – eustress – to their daily lives by evaluating what you are capable of today and then doing something slightly more difficult tomorrow.

Tactics to try

I run 6 miles several days a week. If you ordinarily don’t get outside, perhaps you might go for a walk.

I try to get into my cold plunge for 3 minutes every day. (I don’t make it as often as not.) Maybe your equivalent is a moment of cold water at the end of a hot shower.

Eustress is whatever amount of stress is beneficial for you today. It isn’t the amount of stress useful to somebody else, but the amount you can handle and get stronger through the experience.

The next question is how to get started. Here are two great books about behavior change to get you started:

  • The mega-bestseller Atomic Habits by James Clear provides a framework for changing behavior and adopting new habits. James advocates for changing your environment to make change easier.
  • The New York Times bestseller Tiny Habits by my old professor BJ Fogg, PhD is a gem. Among other overlooked aspects of the book, BJ teaches deliberate celebration as a mechanism for reinforcing behaviors.

The practice of resilience

Our world today is stressful. Between global conflicts, wildfires, political unrest and global climate change, societies are more rife, challenged, and problematic than most of us have ever seen.

The way forward is through preparing against the worst, while still hoping for the best. The way forward is to practice difficult things before you need to.

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The day Devin died in my arms

When I was in college, my friend Devin died in my arms.

He didn’t actually die. But it certainly felt that way.

We were taking a nine day, 100 hour Wilderness Emergency Responder course in Portland, Oregon, and each of us took turns attempting rescues. Devin was the victim.

He was lodged in between two trees on a steep slope in the snow, and I was given three minutes to attempt to save his life. I was instructed to stabilize his spine, ensure his breathing, and move him to a safe location.

When I arrived on the scene, on a steep slope in wet snow, I panicked. Devin was an acting student. He struggled, then began to spam. Full of adrenaline, I attempted to pull him out from between two trees. He began frothing at the month and began to spasm.

By the time our wilderness survival teacher intervened, fifteen minutes had passed, I was crying, and Devin had “died.”

Slow is smooth and smooth is fast

There’s a phrase, coined by the Navy SEALs, that “Slow is smooth, smooth is fast.” When you slow down, you can operate more effectively. That results in fewer mistakes and better, faster outcomes.

When I first found Devin in the snow, I rushed in. Instead, had I taken an extra breath to assess the situation, I might have found a simpler, safer solution. It took our instructor showing me that I could have slid him downhill to realize my mistake which killed him.

Slow down to limit mistakes

Had I slowed down in those first pivotal moments with Devin, I might have been able to save him. Instead, I panicked because I had limited time and he was face down in the snow.

One moment of slowing down can make all the difference when it matters most.

Savoring

There are things you don’t want to do as quickly as possible:

  • Making love.
  • Eating a great meal.
  • Holding a baby.

But in the pursuit of speed, it is easy to forget the value of savoring an experience.

Chunking

When we slow down, we can perceive more.

Slow allows us to bring more attention, which allows for chunking – the process of grouping small pieces of information together into larger chunks.

Chunking allows us to process information more quickly.

Slow is forward momentum

Slow is usually considered negative. Slow is associated with laziness, procrastination, and lack of clear priorities.

Actually, though, when we are going slowly, we aren’t – by definition – stopped or blocked.

Going slowly requires action; forward momentum. It isn’t possible to both go slowly and be frozen or indecisive.

Speed

In business and in life, speed is a competitive advantage. In Silicon Valley, there’s talk of a 10X engineer – someone who can do the work of 10 other employees by building more effectively, finding shortcuts, and making fewer mistakes. I opened my old restaurant Robin’s Cafe in 3 weeks, which is largely considered impossible within the industry.

We all have the same 24 hours in a day. Being able to do more in less time makes you more effective.

But to this day, I get adrenaline coursing through my body when I remember Devin on that snowy hillside. Devin “died” in my arms because I was in a rush and panicked.

Speed does matter, but so too does slowing down, assessing, and engaging strategically.

I carry a picture of Devin in my medical kit to this day.

Until next week,
Robin

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A lifelong obsession with movement

In 2003, I broke my neck on a trampoline. That sounds extreme, but it is actually fairly common. Walk into any gymnastics gym in the world and someone will have had a similar injury. But that injury, and my journey since, have shaped my lifelong obsession with movement.

Shortly after the injury, I graduated from college. With my prestigious college degree, I proceeded to get a job bussing tables. I wanted to return to athletics – gymnastics, acrobatics, ballet – but first needed to get out of pain.

The mother of a college friend worked with special needs kids, and taught workshops about pain relief for adults. As it turned out, that woman would come to change my life.

Over the next few years, I began working with kids with autism and traveled around the world to teach parents how to help their children flourish.

Create conditions for learning

Much of what I learned and taught over those years was about creating the optimal conditions for learning.

Kids with autism, even more than the rest of us, respond to their environment – the emotions of people around them and the situations they are in. Even more than the rest of us, they don’t respond to pressure.

When you show up compassionate, loving, and nonjudgemental, you are more likely to foster an environment for learning.

Where are you in the learning process

I love the steepest parts of the learning curve – those phases where I go from nothing to something. In these earliest stages of learning something new, I forgive myself my mistakes and embrace “bigger’s mind.”

As Seth Godin describes in The Dip each phase of learning is different and comes with different experiences.

It is helpful to know where you are in the learning process. Knowing where you are and where to put your focus makes progress much easier.

Purpose @ work

I was in Puerto Rico earlier this month to spend time with my best friend, who’s managing lymphedema in the aftermath of breast cancer.

Among the many things my friend does each day to maintain their health, they receive manual lymph drainage massage.

I’ve been around a lot of massage therapists, physical therapists and bodyworkers of every stripe. But watching my friend’s practitioner do manual lymph drainage, I was in awe of the practitioner giving this unique form of massage.

Afterwards, my friend said that it was her calling.

Movement as a business

I’ve had more than a few different careers in movement: as a lifeguard, personal trainer, Feldenkrais practitioner, working hands-on with kids with autism, a hand model, as a professional dancer, acrobat, and more.

Years ago, I decided that there are better ways to make a living than selling my time by the hour, and compete with the thousands of other personal trainers selling bigger muscles, fat loss or pain relief. I’ve gone on to build three successful lifestyle businesses in industries that have nothing to do with movement.

I stopped pursuing movement as a professional calling because all of the different ways I’ve seen people do it as a profession don’t look appealing – or especially challenging – to me.

I don’t want to work as a personal trainer or “movement coach.” I dropped out of physical therapy school. I don’t want to “train the trainer,” offer online courses, or work with kids with autism anymore.

All the models I’ve seen have limited upside and don’t especially challenge my business-orientated brain.

But since hearing and watching this person practice her “calling,” I can’t stop thinking about it.

Ikigai

The Japanese have a word “Ikigai,” which translates loosely to your life’s purpose. The works that lies at the intersection of what you love, what you’re good at, what the world needs, and what you can get paid for.

I’ve never been happier between my work at Zander Media and Responsive Conference and my daily movement practice. But as the New Year approaches, I think it is worth considering this idea of “purpose,” our unique work.

This isn’t a call to arms, so much as a question to consider: What’s your ikigai, the work that you feel called to do?

Until next week,
Robin

Random

The portals of learning

I recently sat down with an entrepreneur who is nine months into building his business. He described the trials and tribulations of figuring out his business structure, landing his first few clients, and collecting invoices.

I don’t denigrate those challenges. Starting a business is hard! But having built four successful businesses over the last fifteen years, I’m very familiar with those early stages of building a business.

In 2021, I grew Zander Media to more than 10 full-time employees. We were booming! And during that growth, I went through an era of learning and challenge unlike anything I’d experienced before. We sold and delivered larger projects, I hired and fired more people, and I nearly burnt out.

Then, the economy changed and we had to downsize.

I went through a learning portal – a very intense trial of learning and growth. And then I backtracked – I stepped backwards and found myself at a smaller, more predictable stage of the business than I’d been at before.

I haven’t crossed a new portal of learning at Zander Media since 2022, and probably won’t until the business surpasses our previous metrics – in people, project scope, or sales.

Because that’s how learning works.

Every time we step through a portal we learn something new about ourselves. We become a new person. And we can’t step back.

Until next week,
Robin

Random

Nobody is coming to save you

There’s a social media account I like called Nature is Metal. Their content is not for the faint of heart. Regularly, I’ll open Instagram to see a beautiful bald eagle tearing out the guts of a snake, or a baby hippopotamus getting torn apart by a lion.

Nature is Metal documents the stunning absurdity and fragility of life.

That is the natural world I grew up in. As a child, I scaled alpine mountains in the Sierra. In high school, living in the cloud forest of Monteverde, Costa Rica, I would run miles into the forest at dusk, knowing that if I fell and hit my head, nobody would find my body.

Nature is metal. It is an unsympathetic universe. Though we don’t often consider it, life is that tenuous. That humans continue to strive is magnificent, absurd.

A decade ago, my best friend told me, somewhat brutally, “Nobody’s coming.” That’s shorthand for “Nobody is coming to save you.”

I’ve always wanted to believe that someone, somewhere would be there to support me. And I was fortunate enough to have people to support me early in life when that really mattered.

In 7th grade, in a deep depression, my parents took me out of middle school and homeschooled me for a year. Then, bored in high school, my sister found a Quaker school in the cloud forest of Monteverde and I spent a semester studying abroad.

Those two experiences came, in part, through the good graces of other people. At the time, it felt like someone literally saved me, but, of course, I also had agency in those experiences.

Self-reliance is complicated by the fact that humans are co-dependent. We need other people in order to survive.

But ultimately we are all responsible for ourselves. There isn’t anyone else. Ferocious self-reliance is a good thing. There isn’t anybody coming to save you – and there’s a lot of utility in that belief.

Nobody is coming in sales

I spent the last year selling, and writing about sales. In the months leading up to Responsive Conference I took several thousand meetings in order to sell out our summit.

There were many moments where I desperately wanted somebody else to solve the sales problem for me. At the end of a long day of 10 hours of meetings, I’d briefly wonder if someone would give me a magic bullet. (Hint: there isn’t one.)

Eventually, I came back to the realization that nobody was coming. I could ask for advice, but the solutions and work had to be my own.

This is always true in sales, and in business. There is nobody coming to help you build your business or to earn your money. Nobody will ever care as much about your business as you do.

The work remains yours to do.

Nobody can find you a great partner

I’m in an exciting, new relationship. But over the last 20 years, I’ve gone on a lot of first dates! I’ve tried hundreds of creative ways to meet potential partners.

I’ve tried new sports, asked business associates for personal introductions, hired professional matchmakers, and even paid for advertising.

Once, to win a bet, I went on 13 first dates in 48 hours!

Hearing about my new relationship, a friend recently asked me for dating advice. I told him that, as with business, there is no guarantee of a successful outcome. Continue becoming the best version of yourself and just keep striving.

Nobody else can solve this problem for you.

Eat what you kill

I suspect that Nature is Metal is popular not just because it shows stunning, graphic imagery from the natural world. The content highlights how harsh the world is and how insignificant we all are.

Nature is Metal is a reminder that nobody is coming.

May we be so fortunate as to have people to support us when we are too young or too frail to support ourselves. And may we all have the compassion to do the same for others.

When you believe that nobody is coming, you are forced to stop hoping that life will be fair. Entitlement falls aside. In the natural world, in business, and in life, you eat what you kill.