Built Not Born

No interview this week.

Just reflecting on an incredible year and looking ahead to what's next.

What's Inside:

1. Spotify stats: almost 100% audience growth and 30% follower increase
2. The #1 most downloaded episode of the year (hint: AJ Brown made it happen)
3. Epic guests: Guy Kawasaki, Roger Gracie, Jon Gordon, Dave Berke, Martin Dugard & more
4. The hardest episode I've ever recorded — saying goodbye to my dad
5. What's coming in 2026: CIA spies, Marine combat vets, and BJJ legends

Highlights from 2024:

1. Jim Murphy (Inner Excellence) — most downloaded episode of the year
2. Roger Gracie — 10x World Champion, changed how I train and teach
3. Jon Gordon & Kathryn Gordon — leadership and relationship grit
4. Guy Kawasaki — Wiser Guy, always delivers
5. Dave Berke & Jamie Cochran — Echelon Front leadership
6. Martin Dugard — Taking Midway, WWII stories
7. The episode about my dad — RIP Fran Ciccarone

Coming in 2026:

1. Ann E. Butler — CIA agent for 20+ years, her kids didn't know until her retirement party
2. Rob Jones — US Marine, Echelon Front instructor, author of "Put Your Legs On"
3. Chris Burns — Black belt under Rickson Gracie, BJJ Instagram legend

The Lesson: You're here, then one day you're not. Let's rock out each and every day. Be present. Be focused. Give your best. Learn from those who came before and share with those who come after.

Subscribe and follow for more in 2026.

#BuiltNotBorn #Podcast #YearInReview #2024Wrapped #Leadership #NewYear #2026 #Grateful #JoeCiccarone

© Joe Ciccarone - Built Not Born Podcast. All Rights Reserved.

A teacher told him he'd be "dead or in jail." He became an Executive Director of Player Development at the University of Nebraska, earned three degrees from Penn State, and is now building the next generation of champions.

Power Quote:

"The world will judge you by what it sees on the outside — your title, your status, your resume. But real leadership, real strength, real success — that starts on the inside." — Coach Gus Felder

What You'll Learn:

• How a North Philly kid who dropped out of high school ended up with three Penn State degrees
• Why the inside game determines how far the outside game can go
• The power of being present (and why Coach Gus is available until 2am every night)
• How Marcus Aurelius and stoic philosophy shaped his approach to adversity
• Why he hires people who are the complete opposite of him
• The daily habits that keep him sharp: sauna, cold plunge, cigars, Legos, and journaling

Timestamps:

🏈 0:00 - Introduction & Philly connection

🔥 4:30 - From North Philly to Berwick: a whole different world

📚 12:15 - How Marcus Aurelius found a kid from Strawberry Mansion

💪 18:45 - NCAA non-qualifier: proving yourself as a student first

🧠 28:30 - The inside game vs. the outside game

🙏 38:00 - Spiritual devotion & faith in the locker room

👀 45:20 - Being present: listening to understand, not to respond

⚡ 52:40 - NIL, the transfer portal & building loyalty

🔥 62:00 - Forged in the fire: letting adversity transform you

📖 68:30 - Daily habits: sauna, cold plunge, Legos & journaling

❤️ 75:00 - One lesson: Don't let the world make you who it wants you to be

Featured Book: "The Inside Game: Mastering the Mind, Strengthening the Spirit, Leading with Purpose" by Coach Gus Felder

Connect with Coach Gus Felder:

• Book: "The Inside Game" (Amazon)
• IG: Coach Gus Felder

Subscribe for more conversations with elite performers who've overcome the odds.

#CoachGusFelder #TheInsideGame #Leadership #PennState #Nebraska #NorthPhilly #Stoicism #MarcusAurelius #Faith #BuiltNotBorn #Football #PlayerDevelopment #Podcast #JoeCiccarone

© Joe Ciccarone - Built Not Born Podcast. All Rights Reserved.

Views expressed by guests do not necessarily reflect the views of the host.

Roger Gracie - 10x BJJ World Champion and author of "The Warrior Mindset: The Tao of a Champion" reveals how a kid who was picked last for soccer, afraid to swim, and hid from his sister became the greatest jiu-jitsu fighter of all time.

What You'll Learn:

• Why training smart beats training hard (and how Roger refined white belt techniques to dominate world championships)
• The mental game that wins fights before they start
• How chess thinking transforms your jiu-jitsu strategy
• Roger's daily meditation practice that changed everything
• The closed guard sweep from knee-up position nobody else uses
• Why "don't give up to fear" became his life philosophy

Power Quote:

"A lot of people think they're not capable of doing something. They see what someone else did and think, 'That person has something I don't.' But you're completely wrong. You have what it takes. You just need to start." — Roger Gracie

Timestamps:

🥋 0:00 - Introduction

🏆 2:30 - From scared kid to 10x World Champion

💡 8:45 - The moment the Gracie mission became his mission

🎯 15:20 - Training smart vs. training hard (skill development over sparring)

♟️ 28:40 - How chess transformed his jiu-jitsu thinking

⚔️ 38:15 - The legendary Jacaré brown belt match

🧠 48:30 - Winning the mental game before the Buchecha fight

🎬 55:00 - Watching Braveheart before every competition

🧘 62:45 - Daily meditation practice (30-60 minutes)

📚 68:20 - Alexander the Great, Buddha & warrior philosophy

🔥 75:00 - One lesson: Don't give up to fear

Featured Book: "The Warrior Mindset: The Tao of a Champion" by Roger Gracie

Connect with Roger Gracie:

• Website:RrogerGracie.com
• Academy: Roger Gracie Academy, London
• Book: Warrior Mindset - Tao of a Champion (Amazon)

Subscribe for more conversations with elite performers who've overcome the odds.

#RogerGracie #BJJ #JiuJitsu #MartialArts #TheWarriorMindset #Gracie #WorldChampion #BuiltNotBorn #Leadership #MentalToughness #Meditation #ChampionMindset #Podcast #JoeCiccarone

© Joe Ciccarone - Built Not Born Podcast. All Rights Reserved.

Views expressed by guests do not necessarily reflect the views of the host.

Built Not Born Podcast (Episode 179)- Enri Pjetri: Rome Revealed - Gladiators, Emperors & Michelangelo's Secrets ⚔️🏛️🎨

Roman art historian and tour guide Enri Pjetri takes us through 3,000 years of history walking the streets of the Eternal City of Rome.

From the Sistine Chapel to the Colosseum, from Michelangelo to Marcus Aurelius, Enri reveals why Rome is like a lasagna - layers upon layers of Western civilization all in one city - and shares an epic 3-day itinerary for experiencing the Eternal City.

What You'll Learn:

• Why Rome is like a lasagna (layers of 3,000 years of history)

• The perfect 3-day Rome itinerary (ancient sites, Vatican, and Baroque Rome)

• What makes the Sistine Chapel and Colosseum must-see destinations

• Why the Trevi Fountain tradition is actually THREE coins, not one

• Hidden Rome: Trastevere and authentic neighborhoods tourists miss

• Emperor Antoninus Pius: The 24-year reign of total peace

Key Quote:

"Rome is the only city in the world where all the story of the past is still here in layers. You can touch it with your hands and feel the smell. From the foundation by Romulus to modern Italy - it's all here, waiting for you to discover." - Enri Pjetri

Timestamps:

🏛️ 00:00 - From Albania to Rome: Following the dream of ancient history

🏛️ 08:30 - Why Rome is like a lasagna (layers of civilization)

🏛️ 15:20 - The Palatine Hill: Walking where emperors walked

🏛️ 22:45 - Victor Emmanuel Monument: Beautiful but controversial

🏛️ 28:15 - Mussolini's road that cut the Roman Forum in half

🏛️ 35:40 - What makes the Colosseum one of the Seven Wonders

🏛️ 42:20 - Vatican City: Where Christianity became a world religion

🏛️ 48:50 - The Trevi Fountain myth: It's THREE coins, not one

🏛️ 55:30 - Emperor Antoninus Pius: 24 years of peace (161 AD)

🏛️ 62:15 - Marcus Aurelius and the tragedy of Commodus

🏛️ 68:40 - The Sistine Chapel: Why Michelangelo said no to the Pope

🏛️ 75:25 - Michelangelo's revolution: Creating space and time in painting

🏛️ 82:10 - The Last Judgment: 25 years after the ceiling

🏛️ 88:30 - Perfect 3-day Rome itinerary revealed

🏛️ 95:15 - Day 1: Ancient Rome (Colosseum, Forum, Palatine Hill)

🏛️ 101:45 - Day 2: Vatican City (Museums, Sistine Chapel, St. Peter's)

🏛️ 107:20 - Day 3: Baroque Rome and hidden neighborhoods

🏛️ 113:35 - Trastevere: Where authentic Rome comes alive at night

🏛️ 119:50 - Caravaggio's free masterpieces in Roman churches

🏛️ 125:40 - The church with the ceiling illusion (Sant'Ignazio)

🏛️ 131:15 - What Rome teaches the modern world: Learn from the past

🏛️ 137:45 - Julius Caesar: The leader every emperor copied

Connect with Enri Pjetri:

• IG: Enri Pjetri

• What's App Phone #: +39 328 461 6623

• Private tours available for Vatican, Colosseum, and custom Rome experiences

• Contact for tour bookings and Rome travel advice

Subscribe for more episodes exploring history, culture, and the stories behind iconic people and destinations.

#Rome #Vatican #Colosseum #Italy #TravelItaly #ArtHistory #Michelangelo #AncientRome #SistineChapel #RomanEmpire #BuiltNotBorn #JoeCiccarone

© Joe Ciccarone - Built Not Born Podcast. All Rights Reserved.

Views expressed by guests do not necessarily reflect the views of the host.

Former Federal Bureau of Prisons Senior Deputy Regional Director Bryan Antonelli shares 25 years of leadership lessons from transforming America's most dangerous prisons. From Hazelton (where Whitey Bulger was murdered) to Coleman (largest prison complex in America), Bryan reveals how he used military counterinsurgency tactics to turn chaos into order and his new book "Seize, Clear, Build and Hold."

What You'll Learn:

• Why every prison reform starts with fixing the lockup first

• How to get staff buy-in when taking over a chaotic facility

• The counterinsurgency tactics that work inside maximum security prisons

• Why leadership training matters more than security technology

• How drones and cell phones are destroying prison security

• The parallel between Jiu-Jitsu training and leadership under pressure

Key Quote:

"There's always one more thing you can do to increase your odds of success. Your jail's gonna go as your lockup goes - if your lockup's a crowded, undisciplined mess, your jail's gonna be a disaster." - Bryan Antonelli

Timestamps:

🔒 00:00 - From Air Force to 25 years transforming violent prisons

🔒 12:30 - Taking over Hazelton after Whitey Bulger's murder

🔒 18:45 - Why staff culture beats security technology every time

🔒 25:20 - The shower plan that changed everything in 48 hours

🔒 32:15 - How contraband (drones, cell phones, soaked mail) fuels prison violence

🔒 39:40 - "The storm before the calm" - expect resistance before reform

🔒 46:25 - Counterinsurgency tactics: Treating gangs like insurgent groups

🔒 52:30 - Always start with the lockup - your foundation for order

🔒 58:15 - The Sony Walkman descrambler: How smart inmates really are

🔒 64:40 - Incentivizing prisoners: Honor dorms vs restrictive housing

🔒 71:20 - First week takeover plan: Observe, listen, don't rush

🔒 77:50 - Building systems that outlast the leader

🔒 83:30 - The shocking lack of defensive tactics training in corrections

🔒 90:15 - Why Jiu-Jitsu makes better leaders and decision makers

🔒 96:40 - From elite athlete to "fat slob" and back: Brian's transformation

🔒 103:25 - Training at Max's Mixed Martial Arts with the Migliarese brothers

🔒 109:30 - Leave your ego at the door or it'll get choked out

🔒 115:45 - Extreme Ownership: The leadership bible that changed everything

🔒 121:20 - Final lesson: Make time for yourself and family first

Featured Book: "Seize, Clear, Build and Hold" by Brian Antonelli

Brian Antonelli's Background:

• 25-year career with Federal Bureau of Prisons

• Senior Deputy Regional Director, Northeast Regional Office (Philadelphia)

• Transformed Hazelton (WV) after Whitey Bulger murder - 7 murders/year to ZERO

• Chief of Emergency Preparedness for entire BOP

• Coleman (FL) - Largest federal prison complex in America

• 15 prison locations nationwide

• 4 years Air Force (1993-1997)

• 28 years training Brazilian Jiu-Jitsu (black belt)

• 1996 Olympic Training Center - Greco-Roman wrestling

Connect with Brian Antonelli:

• LinkedIn: Brian Antonelli (13,000+ followers)

• Company: Forged By Freedom Fit (strength & nutrition coaching)

• Book: "Seize, Clear, Build, Hold"

Subscribe for more episodes with leaders who've transformed chaos into order.

#BrianAntonelli #SeizeClearBuildAndHold #PrisonReform #FederalPrisons #Leadership #ExtremeOwnership #Corrections #LawEnforcement #JiuJitsu #BuiltNotBorn

© Joe Ciccarone - Built Not Born Podcast. All Rights Reserved.

Views expressed by guests do not necessarily reflect the views of the host.

Dave Berke: "The Need to Lead" - Former Top Gun Instructor & F-35 Commander on Why Every Problem is a Leadership Problem ✈️

Former Marine Corps Lieutenant Colonel Dave Berke shares his journey from Top Gun instructor to F-35 squadron commander to combat veteran fighting alongside Navy SEALs in Ramadi.

Now a leadership instructor at Echelon Front with Jocko Willink and Leif Babin, Dave reveals lessons from his new book "The Need to Lead" - the third in the Extreme Ownership series.

What You'll Learn:

• Why every problem is a leadership problem (and how that empowers you to solve it)

• The difference between extreme ownership and preemptive ownership

• Why "someone's gonna do it, it might as well be you" changes everything

• How to lead when you're leading your equals and peers

• Why good leadership must outlast the leader

• The power of being a leader who listens first

Key Quote:

"Someone's going to do it, it might as well be you. Every person needs to lead in order to succeed, no matter the environment." - Dave Berke

Timestamps:

🛩️ 00:00 - The Star Wars moment that sparked a fighter pilot dream

🛩️ 08:15 - Mom's powerful advice: "Someone's gonna do it, might as well be you"

🛩️ 15:30 - Growing up in Marine Corps town: El Toro flight path childhood

🛩️ 22:45 - First time behind the controls and the road to Top Gun

🛩️ 28:20 - Only Marine to fly both F-22 Raptor and F-35B Lightning

🛩️ 35:40 - Mom watching his first F-35B vertical landing - full circle moment

🛩️ 42:15 - Becoming a Top Gun instructor: Leading your peers

🛩️ 48:30 - Humble, credible, approachable: The ultimate teaching framework

🛩️ 55:20 - Leaving the cockpit for combat on the ground in Ramadi

🛩️ 62:45 - Fighting alongside Jocko and Leif's SEAL Team in 2006

🛩️ 68:30 - The dichotomy: Coming home to San Diego after losing a Marine

🛩️ 75:10 - Reconnecting with Jocko and Leif to join Echelon Front

🛩️ 82:40 - Writing the third book in the Extreme Ownership series

🛩️ 88:15 - Every problem is a leadership problem (and every solution is too)

🛩️ 94:20 - Preemptive ownership: Solving problems before they happen

🛩️ 101:30 - The leader as listener: Why talking less makes you more effective

🛩️ 107:45 - Good leadership outlasts the leader - you don't pick when you leave

🛩️ 114:20 - Everyone is a leader: Why title and rank don't matter

🛩️ 120:15 - The brutal truth about writing: First drafts are humbling

🛩️ 125:30 - Final lesson: Leadership is a skill anyone can learn

• Book: "The Need to Lead" by Dave Berke - Available October 2024

Third book in the Extreme Ownership series following "Extreme Ownership" and "The Dichotomy of Leadership"

Connect with Dave Berke:

• Instagram: @DavidRBerke

• Company: Echelon Front (with Jocko Willink & Leif Babin)

Subscribe for more episodes with elite performers who've overcome the odds.

#DaveBerke #TheNeedToLead #ExtremeOwnership #EchelonFront #JockoWillink #TopGun #Leadership #Marines #F35 #BuiltNotBorn #JoeCiccarone #LeifBabin

© Joe Ciccarone - Built Not Born Podcast. All Rights Reserved.

Views expressed by guests do not necessarily reflect the views of the host.

Amy P. Kelly and Julie Nee share their latest book "The Gift of Growth" - a daily growth guide proving that four minutes of intentional action beats four hours of planning.

Both corporate veterans who've worked with Jon Gordon for a decade reveal how 365 days of quotes paired with micro-actions creates sustainable transformation for busy people.

What You'll Learn:

• The formula: Idea + Action = Progress
• How to build a belief that fuels difficult days
• Why appreciating small wins transforms your inner critic
• Creating physical environments that support growth
• The power of daily micro-actions over grand plans

Key Quote:

"Almost every successful person begins with two beliefs: the future can be better than the present, and I have the power to make it so."

Timestamps:

00:00 - Guest introductions & The Gift of Growth origin story

09:15 - How the book works: Quote + micro-action daily

18:45 - The CULTIVATE framework explained

29:30 - Curating your information diet

39:20 - Building your belief garden

44:45 - The basement stories: Growth through hardship

58:15 - The logistics of self-publishing

73:50 - John Gordon's impact on their lives

82:30 - Final takeaways: Take action & build your belief garden

Featured Book: "The Gift of Growth: Plant Presents Every Day" - Available on Amazon

Connect with Amy P. Kelly & Julie Nee:

• Book: Gift of Growth
• Website: YouGrowGirl.com
• IG: @YouGrowGirlCommunity
• Website: AmyPKelly.com
• Website: :JulieNee.com

Subscribe for more episodes with proven strategies on personal growth, leadership, and sustainable success.

#AmyPKelly #JulieNee #TheGiftOfGrowth #PersonalGrowth #Leadership #YouGrowGirl #BuiltNotBorn #JoeCiccarone #JonGordon #DayOfDevlopment

© Joe Ciccarone - Built Not Born Podcast. All Rights Reserved.

Views expressed by guests do not necessarily reflect the views of the host.

Episode: Built Not Born

Guest: Guy Kawasaki - Former Apple Chief Evangelist, Author of "Wiser Guy"

Host: Joe Ciccarone

Release Date: September 22, 2025

"Your true scorecard isn't measured in dollars, followers, or fancy titles. It's measured in lives changed, relationships strengthened and personal growth achieved. I hope you made people's lives better. I hope the world is better for you having lived in it." - Guy Kawasaki

Apple's former Chief Evangelist Guy Kawasaki returns to share wisdom from his new book "Wiser Guy" and reveals the leadership lessons learned from Steve Jobs, the power of saying yes early in your career, and why he started surfing at 60. From getting mistaken for Jackie Chan to learning the high road from his father, Guy delivers actionable insights on motivation, sales mastery, and building a remarkable life.

Key Topics Covered:

• Mission-driven leadership vs. being an asshole
• The foundation of great teachers and mentors
• Why motivation doesn't matter (but being motivated does)
• Sales fundamentals and the power of empathy
• Punch up, never punch down leadership philosophy
• Regret analysis and taking bold action
• Learning new skills later in life
• Measuring impact over money

🍎 [00:00] - Opening & Steve Jobs "Think Different" Story

• Guy recalls being in the room when the iconic "Think Different" campaign was previewed
• The moment Steve Jobs said "Don't give one to Guy" in front of everyone
• Guy's response: "Steve, it's okay because I don't trust you either"
• Why this probably cost him $250 million

👔 [08:15] - Mission-Driven Assholes vs. Regular Assholes

• The distinction between people who are assholes for themselves vs. for a mission
• Steve Jobs as the ultimate mission-driven asshole
• Why Melanie Perkins from Canva proves you don't need to be an asshole to succeed
• The chicken-and-egg question: Does being an asshole make you successful, or does success make people tolerate your behavior?

👩‍🏫 [15:30] - The Teacher Who Changed Everything: Trudy Akau

• How an elementary school teacher in Hawaii altered Guy's entire life trajectory
• The moment she told Guy's parents he had potential and should leave public school
• From potential "ghetto guy" to Stanford graduate because of one teacher's intervention
• How to become a "Trudy" in someone else's life

🌺 [22:45] - The Gardener Story: Taking the High Road

• Getting mistaken for the gardener while trimming his hedge in an affluent SF neighborhood
• His father's surprising reaction: "Statistically, she was right"
• Why being Japanese American in Hawaii vs. mainland created different perspectives
• The lesson in giving people the benefit of the doubt

🏎️ [28:20] - The Jackie Chan Moment

• Driving a Porsche, feeling like hot stuff, getting asked by teenage girls if he's Jackie Chan
• Guy's life goal: someday having Jackie Chan get asked if he's Guy Kawasaki
• Why you've got to get your motivation where you can find it

🚗 [32:10] - What Really Motivated Guy: Cars, Not Changing the World

• The Porsche ride in high school that made him want to study harder
• Getting robbed twice on the bus and vowing never to live in poverty
• The Stanford friend's family with the Rolls Royce, Ferrari, and Arizona Biltmore lifestyle
• "Forget changing the world, you gotta change the car"

✅ [40:25] - The Power of Saying Yes Early in Your Career

• Why Guy said yes to counting diamonds during MBA school
• How seemingly random experiences (jewelry sales) prepared him for Apple evangelism
• Learning hand-to-hand combat sales skills
• When to transition from saying yes to everything to being selective

🤝 [46:50] - Sales Fundamentals: Empathy Over Everything

• The one thing that separates great salespeople from mediocre ones
• Why great salespeople think about the customer, not their quota
• The importance of believing your product is genuinely good for the other person
• Why Guy could never sell Microsoft Windows

👆 [52:15] - Punch Up, Never Punch Down

• True strength means challenging those above you, never belittling those with less power
• How you can judge someone's character by how they treat "powerless" people
• The pragmatic and moral reasons to avoid punching down
• Why punching down is a sign of weak ego and overcompensation

😔 [58:30] - Regret Analysis: Action vs. Inaction

• Daniel Pink's Regrets Project findings
• Why people regret not taking risks more than taking risks and failing
• The evolutionary vs. modern context of risk-taking
• How social relationships factor into regret patterns

🏄‍♂️ [65:40] - Learning New Skills at 60+: Surfing and Hockey

• Started surfing at 60, hockey at 44 (both because his kids were interested)
• Why he reverses the typical parent approach - he takes up what his kids love
• The mental barriers people create about learning later in life
• Still surfing literally every day at 71

🌊 [72:20] - Business Lessons from Surfing

• "If you don't try to catch a wave, you'll never catch a wave"
• Why waiting for the perfect wave means never catching any wave
• The mental complexity of surfing as a metaphor for business decisions
• How surfing teaches you when to stop analyzing and just go

👨‍👩‍👧‍👦 [78:45] - Staying Present as a Parent

• How his parents modeled being involved and present
• The theory of taking up what your kids love instead of making them love what you do
• Why he draws the line at wing suiting (his son's hobby)
• Being at the game vs. being at the game on your phone

🌍 [85:10] - Measuring Impact Over Money

• Keeping score by lives changed, not dollars accumulated
• Why Trudy Akau is more remarkable than many famous billionaires
• The difference between remarkable people and famous/rich people
• Making the world a better place as the ultimate scorecard

💎 [90:25] - Lightning Round

• Who he'd spend a day with: Nelson Mandela (dead) or Jane Goodall (alive)
• His life mantra: "Empower People"
• Why he'd never get a tattoo (sagging skin would distort the font)
• What would be on his gravestone: "Empower People"

📚 [95:30] - Closing & What's Next

• Hope for readers after "Wiser Guy": learn from every story and experience
• Upcoming book: "Signal for Dummies" (December/January)
• Where to find Guy: Remarkable People podcast
• His guest list: Jane Goodall, Neil deGrasse Tyson, Margaret Atwood, Angela Duckworth

• Mission-driven vs. ego-driven: Great leaders are assholes for the mission, not for themselves
• Punch up, never down: True strength challenges those above, never belittles those below
• Give people the benefit of the doubt: Assume positive intent rather than looking for offense

• Say yes early, be selective later: Accept opportunities when starting out, even if they seem unconventional
• Learn from every experience: Diamond counting led to Apple evangelism through sales skills
• Motivation source doesn't matter: Whether it's cars or changing the world, just be motivated

• Empathy is everything: Great salespeople think about the customer, not their quota
• Believe in your product: You must genuinely think what you're selling helps the other person
• Hand-to-hand combat experience: Direct sales teaches skills that translate everywhere

• Regret analysis: People regret inaction more than failed action
• Learn at any age: Started surfing at 60, still going strong at 71
• Reverse parenting: Take up what your kids love instead of forcing them into your interests

• Measure lives changed, not dollars earned: True scorecard is impact on others
• Teachers can change everything: One person believing in you can alter your entire trajectory
• Empower people: Simple two-word life philosophy that drives all decisions

"Wiser Guy: Lessons from a Life" - Available everywhere August 18th, 2025

Guy Kawasaki's latest book sharing wisdom from his journey from Hawaii public schools to Silicon Valley legend.

• Episode #136: "Steve Jobs, Surfing and the Power of Thinking Remarkable"
• This marks Guy's third appearance, tying the record with Seth Godin and Donald Robertson

• Podcast: Remarkable People
• Book: Wiser Guy (By Guy Kawasaki)
• Upcoming: "Signal for Dummies" (December 2025/January 2026)

#GuyKawasaki #JoeCiccarone #Apple #SteveJobs #Leadership #Sales #Entrepreneurship #Surfing #WiserGuy #RemarkablePeople #BuiltNotBorn #Motivation #CareerAdvice #PersonalGrowth #Mentorship #Legacy #Philly

© Joe Ciccarone - Built Not Born Podcast. All Rights Reserved.

Views expressed by guests do not necessarily reflect the views of the host.

Co-author of "The One Thing" Jay Papasan returns to Built Not Born for his third appearance to discuss his latest book "The Rookie Real Estate Agent." In this power-packed conversation,

Jay reveals the research-backed strategies that separate successful real estate rookies from those who struggle, why 200 people in your database is the magic number, and how to turn busyness into productivity.

Drawing from interviews with 250+ top-performing agents, Jay breaks down the fundamentals that haven't changed in 20 years alongside the modern tools and technology that make everything more effective. Whether you're in real estate, sales, or any service-based business, this episode delivers actionable insights on database management, prospecting strategies, and building sustainable business systems.

Key Topics Covered: 🎯

• 🏡 Why treating real estate like a business from day one is crucial
• 📊 The 200-person database rule and 6.5% annual transaction rate
• 🎯 Focus as a superpower in an age of distraction
• 📞 The professional-to-personal call structure that works
• 🏠 How to conduct epic open houses that generate leads
• 💼 When to go part-time vs. full-time in sales careers
• 🔄 The four-touch event marketing system

Jay Papasan is the co-author of "The One Thing," one of the most popular business books of all time, and VP of Publishing at Keller Williams Realty 📚.

Jay's also the author of the newly released "The Rookie Real Estate Agent" and co-host of "The ONE Thing" podcast with Gary Keller.

Jay's writing and research have helped millions of professionals focus their efforts and build sustainable, profitable businesses. His newsletter "The 20 Percenter" reaches 13,000+ subscribers with a 65% open rate 📊.

"Focus is a superpower. Without delay, how fast can we get people into income-producing activities?" 💪 - Jay Papasan

"Your database is your business. 200 people in your database - that's the magic number from our proprietary research." 📈 - Jay Papasan

"The biggest mistake rookies make is they don't treat it like a business early enough. The moment you think of it like a business, you start doing things differently." 🏢 - Jay Papasan

"Most people's database is just their phone or a spreadsheet and they don't touch it until people reach out to them." 📱 - Jay Papasan

"If you're not talking to people about buying and selling real estate today, you probably weren't productive today." 📞 - Jay Papasan

"We all want to believe that people, even when we weren't there, were wishing we were." 🎯 - Jay Papasan (on the "missed you" call strategy)

[00:00] 🎬 Opening discussion about lost luggage and Air Tags 

[02:30] 📚 Jay's experience with The ONE Thing Domino program

[05:15] 🏠 Introduction to "The Rookie Real Estate Agent" book 

[08:45] 🔄 20 years of real estate: what's changed vs. what stays the same 

[12:20] 🐕 The Taco Taco success blueprint (Jay's dog as business model) 

[15:40] ⚡ Focus as a superpower - busyness vs. productivity 

[19:25] 💼 How to know if you're being impactful vs. just busy 

[23:10] 📊 The 200-person database magic number revealed 

[27:35] 🧮 Database math: 6.5% transaction rate breakdown 

[31:20] 📧 Database cultivation strategies and open rates 

[35:45] 📞 The professional-to-personal call structure 

[39:15] 🎉 Four-touch event marketing system 

[42:50] 🤔 Biggest myths that trip up rookie agents 

[46:30] 💰 Corner case: what to do with $5K and 90 days left 

[50:15] 🏠 Epic open house strategies for lead generation 

[54:40] 🎯 Finding your "One Thing" in multi-faceted real estate business 

[58:25] ⚡ Rapid fire questions: $100 purchase, worst advice, overwhelm strategies 

[62:10] 📱 Most used apps and life philosophy 

[64:35] 🚀 What's next for Jay and Gary Keller

• 🎯 Website: Jay Papasan
• 📖 New Book: "The Rookie Real Estate Agent" by Jay Papasan
• 📚 Classic Book: "The One Thing" by Gary Keller and Jay Papasan
• 💼 Company: Keller Williams Realty
• Built Not Born Podcast (#122) - Jay Papasan: Think Like a CEO
• Built Not Born Podcast (#81) - Jay Papasan: The ONE Thing

Key Insights and Takeaways 💡

• Magic Number: 200 people in your database for sustainable business
• Transaction Rate: 6.5% of your database will transact annually
• Long-term View: 65% of people will own a home over 10 years
• Touch Frequency: Connect with database every 10 days maximum
• Quarterly System: Work through 2 letters of alphabet weekly (A-B, C-D, etc.)

• Professional First: Start calls with business, end with personal
• Event Marketing: 4 touches per event (save date, remind, day of, "missed you")
• Open Houses: Pick attractive properties, spend 4 days marketing vs. 45 minutes prep
• Lead Generation: Focus on activities that put you in path of motivated buyers/sellers

• Treat as Business: Success requires business mindset from day one
• Income Timeline: Need transactions in 45-90 days for viability
• Time Allocation: Morning for prospecting, afternoon for servicing clients
• Team vs. Solo: Join team for faster income if lacking personal database

Built Not Born explores how high achievers in business, sports, military, medicine and life overcome obstacles to reach peak performance 🚀.

Hosted by Joe Ciccarone, each episode delivers actionable insights and inspiring stories from leaders who've built something extraordinary ✨.

Subscribe to Built Not Born: 📱

• 🍎 Apple Podcasts
• 🎵 Spotify
• 📱 Google Podcasts
• 🎧 All major podcast platforms

#JayPapasan #RookieRealEstateAgent #TheOneThing #RealEstate #Sales #Database #Prospecting #Focus #Productivity #LeadGeneration #OpenHouse #BusinessDevelopment #BuiltNotBorn #JoeCiccarone #Podcast #KellerWilliams #ServiceBusiness #Entrepreneurship #SalesStrategy #BusinessGrowth

Jay Papasan, Rookie Real Estate Agent, The One Thing, real estate sales, database management, prospecting strategies, lead generation, open house marketing, sales productivity, focus strategies, business development, Keller Williams, Built Not Born podcast, Joe Ciccarone, real estate training, sales coaching, service business, entrepreneurship, business fundamentals, client prospecting

© Joe Ciccarone - Built Not Born Podcast. All Rights Reserved.

Views expressed by guests do not necessarily reflect the views of the host.

Built Not Born host Joe Ciccarone takes a break from guest interviews to share an end-of-summer reflection and preview the exciting lineup of guests coming in the fall season.

Joe opens up about the "best of times and worst of times" summer, sharing the loss of his father Fran and celebrating sending his second son off to college.

This episode offers listeners a behind-the-scenes look at the podcast's growth and Joe's personal journey, while building anticipation for upcoming conversations with bestselling authors, Navy Top Gun instructors, Apple executives, and championship coaches.

Episode Highlights:

• Personal reflections on family loss and growth
• Preview of upcoming bestselling author guests
• Behind-the-scenes podcast insights
• Call to action for subscriber growth
• Introduction to the Built Not Born Blog newsletter

• Loss of Father: Joe's father Fran Ciccarone passed away July 3rd after battling cancer
• Funeral Impact: 200 people attended the funeral luncheon for the 82-year-old - remarkable turnout that spoke to his father's character
• Family Process: July spent handling funeral arrangements, viewings, and reconnecting with family
• Eulogy Available: Joe recorded a special eulogy episode available on Spotify

• College Send-off: Dropped second son off at college in upstate New York
• Family Milestone: Now has two sons in college (senior and freshman) and one middle schooler at home
• Positive Outlook: Both college sons are "in great spots" and expected to thrive

Jon Gordon - Episode 172

• 18-time bestselling author
• Discussed "The 7 Commitments of a Great Team"
• $100,000 speaking fee performer
• 15-minute conversation packed with leadership insights

Jay Papasan

• Co-author of "The One Thing" - one of the most popular business books of all time
• New book: "The Rookie Real Estate Agent" (releasing next week)
• Expert on productivity, focus, and business success principles
• Specializes in thriving during recessions and crowded markets

Guy Kawasaki

• Former Apple Chief Evangelist who launched the Macintosh with Steve Jobs
• New book: "Wiser Guy" - follow-up to 2019's "Wise Guy"
• Joe received early pre-read copy
• Technology and entrepreneurship expertise

Dave Burke (Echelon Front)

• Former Navy Top Gun flight instructor
• Combat veteran who served on ground in Ramadi, Iraq with Jocko Willink and Leif Babin
• New book: "The Need The Lead"
• Currently working with Echelon Front leadership consulting

Amy P. Kelly & Julie Nee

• Co-authors discussing "Gifted Growth"
• Leadership and business development focus

Dudley Duncan

• Hall of Fame swimming coach
• Expert on succeeding in one of the most grueling sports
• Insights on mental toughness and athletic excellence

Subscribe to Built Not Born Podcast (Spotify, Apple, Google, Overcast)

• Why It Matters: Subscriptions drive algorithmic promotion within apps
• Impact: More subscribers = broader reach and discoverability
• Goal: Automatic episode downloads for loyal listeners

New Newsletter:

• Post-episode summaries of best habits, tactics, and strategies
• 3-minute read format for busy professionals
• Direct links to guest resources, books, courses, and platforms
• Easy way to follow and connect with featured guests
• Subscription available for regular updates

Built Not Born podcast, Joe Ciccarone, end of summer recap, podcast preview, Jon Gordon, Jay Papasan, Guy Kawasaki, Dave Burke, Echelon Front, Top Gun instructor, Apple Macintosh, bestselling authors, leadership podcast, personal development, business success, productivity, focus, military leadership, swimming coaching, Built Not Born blog, podcast newsletter, subscription growth

#BuiltNotBorn #PodcastRecap #JoeCiccarone #JonGordon #JayPapasan #GuyKawasaki #DaveBurke #EchelonFront #Leadership #PersonalDevelopment #BusinessSuccess #Productivity #MilitaryLeadership #Apple #TopGun #Swimming #Newsletter #PodcastGrowth #FallSeason #BestsellingAuthors

Built Not Born explores how high achievers in business, sports, and life overcome obstacles to reach peak performance. Hosted by Joe Ciccarone, each episode delivers actionable insights and inspiring stories from leaders who've built something extraordinary.

Subscribe to Built Not Born:

• Apple Podcasts
• Spotify
• Google Podcasts
• Overcast
• All major podcast platforms

Built Not Born Blog: Subscribe for post-episode summaries and guest resources delivered in 3-minute reads.

© Joe Ciccarone - Built Not Born Podcast. All Rights Reserved.

Views expressed by guests do not necessarily reflect the views of the host.