This sprint: Stories

Nothing attached. Pull one from the vault.

• StoriesPond hockey taught me 5 things about businessWatching kids 8 to adults 40+ play pond hockey: (1) Cycles - seasons of business are inevitable; plan for winter during summer. (2) Creativity - kids try moves on the pond they'd never dare in a structured rink, then master them and bring them back. Where's your pond? (3) Diversity - ages mix, everyone finds their competitive advantage on the fringe. (4) Forward-looking offense - pond games end 36-33; big companies play defense, upstarts just score. (5) One direction - a 5-year-old who played 9 to 5:30 said 'I can't believe how much better I'm getting.' Progress over perfection. Also: the human ATM - if you owned an ATM that gave unlimited money you'd maintain it obsessively. That ATM is YOU.unused
• StoriesLifting with Kobe: the danger of Plan B1995: I was in my early 20s working TV sports in Philly; Kobe Bryant was a 16-year-old lifting weights at St. Joe's with bad form. We became lifting partners. What stuck: his absolute lack of fear and zero talk of Plan B. His future was basketball, period. Getting yelled at on the bench press by a 16-year-old: 'Cmon! You got this! FOCUS!' A room in his parents' house full of unopened scholarship letters; one framed - a handwritten note from Coach K. Lesson I carry as an entrepreneur and coach: vision is seeing it when no one else can, and a back-up plan can be a danger. 'Making the NBA' vs 'being the best ever' are different mindsets. Great for: someone who influenced you, why you believe what you believe.unused
• StoriesA $20 bill and a broken armFocus Insite started with a $20 bill and a broken arm and became a national firm - 2x Inc. 5000, Soaring 76 (Philadelphia Business Journal). 20+ years in entrepreneurship. Early mistakes: tried to do everything myself, hired too fast, ignored red flags, told myself 'I'll coach them up.' You can't coach up the wrong fit. 'Who' by Geoff Smart (heard him at MIT EMP): 'Every bad hire is like playing with a man down.' Then 'Who Not How': stop asking how do I do this, start asking who can do this better than me. You win with WHO.unused
• StoriesI invented my own 100 challenge in 2015Long before this 100-day content challenge, I wrote 'The 100 in 100 Challenge' on LinkedIn (Feb 2015): meet 100 people in 100 days. Track it in your calendar. The first 20 are easy - your close friends. Now convert good friends into great friends. 'You're much better off having 100 meetings than 10,000 followers. Focus on connections, not followers.' Included the Pat Croce story: a fake 'I'll be in Florida anyway' lunch with Harold Katz that brokered Comcast's ownership of the Sixers and Flyers. No tweet gets that deal done. Perfect meta-post for why I'm doing 100 days of content now: same belief, new medium - the human connection is the asset.unused
• StoriesThe people who fooled usI've learned more about respondent quality from the people who fooled us than from the people who didn't. Ten years teaches you where humans lie, where systems break, and where you need another checkpoint. Tell the mistake, then the checkpoint it created.unused
• StoriesWhere the 3 PM update rule came fromClients have families, deadlines, and internal pressure. Information before end of day means someone leaves work without wondering whether their project is on fire. Silence from a vendor creates stress faster than bad news does. That rule has almost nothing to do with recruiting.unused
• StoriesThe rescue recruitWe built a company by getting phone calls nobody wanted to receive: vendor at 47 of 50, everybody panicking. The last three seats can be harder than the first 47 combined.unused
• StoriesThe Roblox library studyRecruited children (with parents) to a San Francisco library to observe real Roblox behavior. Some studies you can't do from a panel — you go to where the humans actually are.unused
• StoriesThe LA Fitness recruitNeeded people inside a tiny radius in Los Angeles. A panel wasn't going to save us. Partnered with local gym managers, ethnic newsletters, and community groups that already had trust. What do LA Fitness managers have to do with market research? In our world, quite a lot.unused
• StoriesGoogle Sheets and an attitudeWe didn't start with a beautiful tech stack. Google Sheets, free tools, referrals, social media. Bootstrapping's brutal advantage: if we didn't produce, we didn't get paid. We couldn't outspend the big companies, so we had to outthink them.unused
• StoriesDavid vs Goliath: the Samsung recruitA client brought three much larger competitors onto the same recruit as us. Little Focus Insite produced more recruits than all three combined. Lesson: size isn't the advantage — knowing where to look is. [Confirm exact counts from project records before posting numbers.] Hooks: 'Three giants versus little Focus Insite.' / 'Sometimes size isn't the advantage.'unused
• StoriesThe hardest three (47 → 3 → 50)Signature founder story. For years companies didn't call us for the first 47 people — they called for the three nobody else could find. One day I asked: if we can find the hardest three, why aren't we recruiting all fifty? That question built Focus Insite. The next question: why can't we provide the verified human layer behind AI? Hooks: 'The three hardest people in a 50-person study changed my entire business.' / 'They'd recruit 47. We'd get called to find the impossible three.'unused