Fall in Love with the Problem Not the Solution | GaryVee Audio Experience with Uri Levine

I have a motto higher fast fire faster promote fastest and yet I'll be honest here and very vulnerable I struggle to play that course because for me personally the emotion of hurting someone trumps the financial impact of it and where I was able to mature into later in my life was understanding the ramifications it was having on everyone else it wasn't about me I really do think a lot of people struggle with the emotional baggage of hurting someone Vayner Nation how are you new episode of the podcast interviewing some of the most interesting people in the world I'm excited to do an original show I know we take a lot of clippings for my Keynotes and my runarounds uh I'm in extra good mood because drock is filming today and some old good feelings I'm also extremely excited because we have a tremendous guest today that I think a lot of you have been affected by and uh and I always think that's super cool when there's uh someone who's uh invented or impacted us in a big way and so I'm going to let Yuri uh introduce himself uh and tell you who he is and then we're gonna get into a series of questions and uh touch on a bunch of subjects here so Yuri how are you my friend thank you I'm awesome um so as you said my name is uhuri Levine I'm co-founder of Waze which I assume many people use around the globe actually about a billion you know so if movie which is another billion users around the globe in author of the book fall in love with the problem not the solution yes I see you know for people that are listening it is uh wearing a t-shirt right now fall in love with the problem not the solution you've been a co-founder in two companies that have a billion people using it which is just outrageous um would you argue that your passion for the statement that you just made a is the reason you've been able to accomplish being involved in those kind of products because obviously you're solving a major problem to get that level of usage and then number two if you may when do you think you started falling in love with the problem not the solution was that something God given was that something you were around as a child who influenced you how did you stumble on that concept so at the end of the day I found myself attracted to problems in a way that I get frustrated and I ask myself is that so is that the only way that can be done and I try to figure out a solution but over the years what I've learned is that way before you can figure out a solution what you really want to do is make sure that this problem is actually applying to a lot of people right so think of a problem a big problem something that's worth solving and then ask yourself so who has this problem now if you happen to be the only person on the planet with this problem then I would say you know what go to a shrink it's way cheaper than building but if a lot of people have this problem what you want to do next is actually go and speak with those people and understand their perception of the problem if they're going to Echo back the problem to you then this is actually a very powerful State a starting point because what will happen is that number one you will fall in love with the problem number two you feel like they are sending you on a mission to actually address that and when you are in love with the problem is going to serve as the north star of your journey which is going to make your journey faster and easier because there will be less deviation of that and that one is that the story that you're gonna tell way more compelling just imagine that we will be here in 2007 and I will tell you I'm going to build an AI crowdsource based navigation system and you're going to say yeah really interesting but you don't care if I will tell you I'm going to help you to avoid traffic jams and this is the power of a problem approach or falling in love with the problem that your story is way more compelling the likelihood of being successful is way more and at the end of the day what we really want as entrepreneurs is to create value if you solve a problem you create value you know when tell actually let's take us all the way back because I have a funny feeling we have some similarities in our uh and our origin stories where were you born I was born in Tel Aviv and I was born and raised here in Israel um and uh um and ended up to be uh you know as a teenager and a travel maker pretty smart one but a troublemaker and this turns out to be one of the things that you don't take anything for granted right and so people would think of you as a pick or someone that is asking annoying and challenging questions um and I grew up in the house that was encouraged me to discover right so if I would come to my dad with a crazy idea he would say uh why don't you give it a try right he would know that it's not going to work but he would say encourage me to try and there was no judgment if it didn't work out because that was the expectation but the discovery that you fail and get up and nothing happened is

actually very powerful because it's gonna take you throughout your entire life and basically saying you know what you to that point do you feel that micro failures in your youth became foundational to your professional success absolutely and for a second I would say we as parents the most important thing that we would like to teach our kids is to fail the reason would you agree with me that we've gone completely the other way in the last 25 years absolutely it looks like it right so I you know I'm trying to encourage my kids to fail and to expand their boundary and get out of their comfort zone and discover what is it that is going to make them happy right then because at the end of the day you don't know right I don't know what's going to make my kids happy no one knows they don't need to find out right and the best way to find out is actually go to different places and try to find out but and so this turns out to be um very important and I think that as a society we miss that we have huge fear of failure that is being you know encourage the fear of failure is being encouraged right just imagine what's going to happen if you if you're gonna fail test right if you're gonna bring the f I mean I could not agree with you more all my D's and F's in school are foundational to my happiness my lack of anxiety and my professional success period yeah not all of them but most of them yeah I mean I got A's and Jim because I like sports but other than that it looks pretty ugly right there you're when did you think you had did you know we grew up in a generation you how old are you my friend I'm 58. you look great so I'm 47 you and I grew up in a generation where entrepreneurship wasn't almost even a word it was you know it wasn't the culture that we have today did you sense that you had that Spirit did you have a knowledge of what you could do did you grow up in an entrepreneurial household were your folks entrepreneurs or was it something you discovered later in life so uh my dad was an entrepreneur you know he built factories you know this is the partnership of the previous century and my mom was a teacher and a professor at the University and I ended up to be a little bit of both right so I'm not one in but also a teacher on the other hand and this is by the way why I wrote this book I feel equally rewarded when I built stuff myself or I guide someone to build it and the result is that I have about 10 different startups that I'm mentoring the CEO and coaching them and helping them to become more successful and the book is all about that right is sharing my know-how that will help other people to become more successful what was the most challenging thing in writing the book starting how long did you debate it before you started it so I think that the foundations of the book was uh was laid back in 2016 when I actually did uh an MBA uh seminar for building startups and I ended up with pretty much most of the content and then I told myself wait a minute I actually have your accountant for writing a book um and it was later until my mom told me that I should be writing a book which was the second trigger for that yeah with uh kovid that um you know I found myself stuck at home before that I was traveling quite a lot and going to you know multiple conferences and meeting a lot of people and then I was ended up to be stuck at home and I realized that now I have the time in with the help of uh Diva real that was um really the project managerian the co-editor and the you know the partner of writing this book um we spent about a year writing it and this is a discovery process at the beginning Until you realize okay this is how it's going to work right and um and then you end up with uh writing the book and realizing that um you just move one phase in the journey now you need to promote the book and make sure that actually a lot of people are reading the book because otherwise the impact is going to be minimal and I want a bigger impact I want at the end of the day my purpose my mission is to create value so the more people reading the book The more value that they create and I feel you know rewarded and that's what makes you allocate the work of doing podcasts like this because you want as much exposure as possible exactly good for you talk to me about the origins of Waze I just think that so many people here I'm like I gen I actually don't know it so I'm like excited my darn self to hear what's about to come out of your mouth how did this company that really you know you talk about forget about you know I love

how you said storytelling because that shows the marketer in you know AI you know mapping fine I'm gonna save you time you know to avoid traffic even better story and then you've got Maniacs like me hey I'll save you four minutes in a day I'll pay anything for those four minutes which is why I was obsessed with ways the second it came out um how in the world did that company start so the magic of ways is that way is crowdsource everything right there is no data coming from anyone else except the drivers so we crowdsource all the drivers together and we you know based on where you are and how fast you're done you're going we know exactly where traffic jams are if you report that there is a speed cam which is equally important as be as um as uh I'm dry as finding out or avoiding traffic jams um it's uh it's reported by other drivers in the map itself is being generated by the drivers as they drive right if you drive somewhere then I know that it's drivable um the idea came to my mind back in 2006 when we were um as a family we were at a family gathering up the northern part of Israelis Israel is a small place it's about the same size as a Massachusetts right and um and we were like 10 cars there and when it was the end of the weekend we drove home we at the time had four little kids so it took us longer to arrange everyone and gather everyone put them back into the car and everyone already left and there were back then two routes two alternative routes going from the northern part of Israel back to Tel Aviv and I um called up all of the other cars and asked them how is traffic like on your path and what I found out is that in one route it's actually pretty okay and the other one it was really crowded and I realized that what I really need is someone ahead of me on the road to tell me what's going on that was an idea that I was trying to promote um with different partners and it didn't work out until 2007 when I met my other co-founder um Amira nahoud and um and we actually share the vision now what it turns out is that the hood was already in a process of building a prototype of um crowdsourcing the map data which was mandatory part of that and then we decided that this is what we're going to build ways and we're going to help drivers to avoid traffic jams and we're going to focus on the drivers on their daily commute so the use case is very different that the result is that you know if I would ask today drivers how often do you use Waze they will tell me every day right if I would ask people that are using Google Maps how often do you use Google Maps they will tell me when I need it right in the need for ways is actually on the daily commute and we started the journey in 2007 in the first version of Waze was running on a PDA remember yeah a long time ago they were dinosaurs and then and they Nokia phones and we they all have iPhones and Android right this is 15 years that's it and um we raised at that point people forget that they're very young there was that those Gremlins right those plugins that you put into the and it was that was really kind of that the play the pre the iPhone um they wear the use case was when you go to a place that you don't know yeah and we turned that around by basically saying you know what we're gonna create we're gonna help you to save a few minutes every day right and occasionally a lot of minutes right because if there is an accident or something like that as it ended up can I ask you a quick question I'm sorry to interrupt but this is how my brain works why do humans even when Waze is telling them the right answer decide I can't wait to hear your take on this it is unbelievable watching humans when the data is so profound that they still have to go some other way as if they feel like they know better so in most cases they simply don't pay attention they simply pay attention they you know they this is the route that they're doing people like drock who are just stubborn and think they know better what about those people like that obviously there are always people like that right then uh and some actually told me that they are actually competing with ways every day there is a fastest route um I don't know I would say it's possible but less likely um and so we ended up with uh and this is really interesting right we start ways in the tagline of ways was uh

outsmart traffic together right so outsmarting is the most important thing right but as it turns out over the years people don't necessarily take the fastest route what they really care about is the how long it's going to take them to get there and the certainty versus uncertainty is the major value that Waze is actually creating for most people so you know exactly when you're gonna get there and that's it and it's not a big deal um and so we started the journey we raised Capital 2008 we built the first version on smartphones we went to the market at the beginning of 2009 and that was in Israel and it was actually pretty good and then we beginning of 2010 we tried to make it available everywhere and it was not good of and this is where the realization that building a startup is a journey of failures coming from you know it doesn't work and you speak with the drivers they tell you that doesn't work for them you build the next version you know that this is it and it's not so you think it all over again you speak with the drivers you understand where the problems are you build the next version you know that this is it and it's not iteration after iteration more than a year of iterations until it's become good enough and so today when I Define building a startup is a journey then I will Define three dimensions to this journey the first one is going to be a roller coaster here with ups and downs and ups and downs that and look Phil tell me all the businesses in the world have ups and downs every but the frequency of those when you're building a startup in the amplitudes are way higher I think that I heard the best quote from Ben horvitz Ben horwich is one of the founders of adversion Orbitz Venture Capital firm and before that he used to be a CEO of a startup and he was asked whether or not he was sleeping well at night as a sea officer he said oh yeah I slept like a baby I walk up every two hours and cried and that's the roller coaster chair the second part of the Dragon it's going to be a very long one until you figure out product Market feed and product Market feed is when you bring value to your users or to your customers and if you don't figure out product Market feed you will die as simple as that yep in fact you never heard of a company that did not figure out product Market free they simply died that's it has never happened um actually on that point because I see this here I want to get to this because we're going to run out of time with you know fall in love with the problem not the solution these are things that you touch on we just talked about it how to figure out product Market fit which is huge and I think to be very Frank 90 of people are naive about that truth they would like to see something exist but they've given no humility or curiosity to the product Market fit so I love that you touch on that then you talk about how to determine your business model and lock down your growth plan you also talk about the key components of building a successful startup that will disrupt broken markets which I love because you've scratched that itch I'm going to let you jump into which one you want here but I just want to touch on this for the people that are listening if they're considering the book I have good news for Yuri this was a good use of your time this audience loves reading books so you're going to be very happy with me when you see the data on Amazon after this podcast there's um the this one I love the importance of firing and hiring the right people yes in that order I have another I'm really excited to see that deciding when to sell and how entrepreneurs can prepare for the eventual exit of the company that's super interesting because you guys only ran ways for how long before you sold to Google about six years or officially five years really short period very short period of time uh and then the importance of paying it forward and guiding others uh entrepreneurs in need which I love so much and I love that you end with that of the things that I just brought up which was really a primer for the audience in case I didn't get to it on things you can expect from the book I Still Believe Books are one of the best rois in the world when I think about the people that write books and effort they put into it and I think about all that information costing about 20 bucks I still think it's one of the great rois that exist of the things that I just brought up that you touch on in this book which one would you like to double click into and speak on a little bit so what uh double click into firing and hiring this is really interesting and we will double click on more and then you know if you'll give me the rest of the evening here in Tel Aviv then we will spend the rest of the evening here we've got seven minutes so like you know that's how it's gonna really play out we spoke with many entrepreneurs that their startup failed and ask them why what happened in about half say the team was not right and I kept on asking okay what do you mean the team was upright and what I

heard the most is you know we had this guy not good enough and this guy so not good enough was the main reason another reason that I heard often is that we had that communication issues right something that I actually called the ego management issues and then ask them the most interesting question when did you know but him is not right all of them knew within the first month they said wait a minute if you knew within the first month that the team is not right and you didn't do anything the problem was not that the team was not right the problem was that the CEO did not make our decision making easy decisions is easy making hard decisions is hard this is why most people don't like to make them in a small organization like a startup it will go all the way to the top to the CEO to make those now if the seal doesn't make those decisions this is where it's becoming complicated right yes and the reason is a simple right startup is a small organization just imagine that you're in a small organization 10 20 30 40 people and there is someone that shouldn't be there everyone knows yes everyone knows and the CEO doesn't do anything that's where the nature it's a Crusher exactly and then what happened the top performing people would leave yep they become demotivating because they don't want to be in an organization that is unable to make our decision and they have a choice now if you have people that shouldn't be there and the top performing people are leaving that's the beginning of the end for you that's the way that you can recover one of the major conclusions of the chapter firing and hiring is look if you hire someone you if you're a hiring manager and you hire someone you mark your calendar for 30 days down the road and ask yourself one question knowing what I know today would I hire this person now if the answer is no then fire them immediately you're doing yourself a favor the rest of the team of favor the organizational favor and that particular person you're doing them a favor because they're not going to be successful here you already said that trajectory because you don't think that you should have hired them and the reality is that if you don't act everyone else knows and they see that you don't act and this is really important in general I can say that for everything in your life right knowing what unite today if you're gonna do if you would do something different then do something different today basically tell yourself no I'm going into the wrong path then stop and change right because today is the first day why do you think most people struggle with making the tough call because it's hard because you need to live with the consequences because what if I'm wrong now this is really interesting spoke with my CEOs in my team that had to release someone from the management team right so obviously if this is an employee somewhere else then they don't even know about it but the management team right and ask them when did you fire this person the answer was always the same way too late yeah I have a motto fire you know higher fast or faster promote fastest and yet I'll be honest here and very vulnerable I struggle to play that course because for me personally the emotion of hurting someone trumps the financial impact of it and where I was able to mature into later in my life was understanding the ramifications it was having on everyone else it wasn't about me but I was you know at the time I was in my early 20s building my father's business and I and really even into my late 30s I really struggled with it and even today my last book I called 12 and a half and they talked about these traits that mattered and I spoke about the half which mine was Candor and it was a struggle for me it's why it was only a half I still needed to get to a full I really do think a lot of people struggle with the emotional baggage of hurting someone I agree I'm just saying it's actually the other way around so let me say the following like if you're gonna hire someone you are going to have sleepless nights 100 painful because it's hard because it's our decision and you afraid that you're gonna hurt someone and we don't want to hear that Earth you know someone that we just hired or someone that is with us right but the reality is that you are hurting them when you are not because they're living in a fake environment they deserve to be successful successfully they're working in a fake environment you've read you've already killed them but they're a dead man walking exactly and this is why I'm

saying when you hire mark your calendar for 30 days down the road and then make the decision because that decision is going to be way less painful if you let it drag for a long period of time right then everyone is becoming vested into that if it's only a month after that you hire them it's easier for you and they deserve to be successful that was the most interesting question the most interesting answer about this question is when you ask yourself would I hire this person and the answer is yes this is the time to go and tell this person that they exceed your expectation that you are very pleased with the fact that they have joined the organization and if you can do any sort of demonstrating that for example giving them more equity that's exactly the time to do that because this is where you establish the trust and the Loyalty with someone that you basically just say that you are very happy with the hiring yeah I love that you're in our last minute or two here anything you want to touch on so you know I'm going back into um into product Market feed and into understanding users we tend to think that we are the typical user and we are actually an amazing sample of one person that's it and if we want to build something that will be applicable to billions of peoples to everyone then we need to understand that not all the users are the same they are different users and they have different types of behaviors and they might be using the product differently and capture the value differently and the only way for us to find out is to actually watch users and then ask them why and so perhaps the most important part in the Journey of trying to figure out product Market feed is watching users and asking them why you have done it this way and not this way why you didn't do this and so forth so you can understand and improve your product I love it friend I'm uh I really enjoyed our time together congratulations on your success I've known of you and your successes from very far away we've never had the chance to interact I easily said yes when this crossed my desk I want to support your book my intuition is that it's going to be valuable for a lot of the readers that are listening to this and I wish you nothing but happiness and success thank you same here cheers cheers