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    Education

    Derek Sivers podcast

    Derek Sivers very short articles and audiobook chapters, read by Derek Sivers. Transcripts at https://sive.rs/blog

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    Copyright: © 2022 Derek Sivers

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    Latest Episodes:
    Character predicts your future May 22, 2009
    Show notes

    Many years ago, I worked in the music industry in New York City. Then I left.

    Fifteen years later, I came back to New York and met with many of the people I hadn’t seen since then.

    Every single one of them had ended up about where you’d expect, based on their character.

    The disciplined ones had succeeded. The temperamental ones had flamed out. The ones who’d acted like leaders were now leaders. The ones who’d blamed everyone else for their lack of results were still doing just that.

    It didn’t matter where they were before. What mattered was the direction they were headed. Some people had been unpaid interns at the bottom of the ranks, but their determination and smart approaches had led them to the top. Some had been famous or successful but seemed so fragile or combustible, and yep — they’d come tumbling down.

    Character isn’t fate or destiny. Character isn’t DNA, decided before birth. Character is the result of your little choices and little actions.

    How you do anything is how you do everything. It all matters.

    Your actions are completely under your control, and seem to be the best indicator of future success.


    Goals shape the present, not the future. May 21, 2009
    Show notes

    You have a goal you’ve been putting off.

    You want to do it someday.

    You’ve been meaning to take real action on it, but could use more motivation.

    Let it go. It’s a bad goal.

    If it was a great goal, you would have jumped into action already. You wouldn’t wait. Nothing would stop you.

    The purpose of goals is not to improve the future. The future doesn’t exist. It’s only in our imagination. All that exists is the present moment and what you do in it.

    Judge a goal by how well it changes your actions in the present moment.

    A bad goal makes you say, “I want to do that someday.” A great goal makes you take action immediately.

    A bad goal is foggy, vague, and distant. A great goal is so clear, specific, and close you can almost touch it. (This is crucial to keep you going.)

    A bad goal makes you say, “I’m not sure how to start.” With a great goal, you know exactly what needs to be done next.

    A bad goal makes you say, “Let me sleep on it.” A great goal makes you say, “I can’t sleep! I was up until 2 a.m. doing this, then got up at 7 a.m. to do it some more.”

    A bad goal makes you say, “That’d be nice.” A great goal makes you say, “Oh my god! Yes! That would be amazing! I can’t wait!”

    A bad goal makes you say, “I’ll do it as soon as I do this other stuff.” A great goal is so interesting and important that you can’t be distracted.

    Some goals seem great. They impress your friends (“I’m going to bike across India”), satisfy an old wish (“I want to go into space”), or are good for you (“I’m going to lose thirty pounds”). But unless it changes your actions, right now, it’s not a great goal. Find another variation that excites you.


    Sammy Cahn said thank you May 21, 2009
    Show notes

    In 1990, at the age of 20, I moved to New York City and got a job as the tape room guy for Warner/Chappell Music Publishing.

    It was a small office, about 12 people, but the door to one room was always closed. I assumed it was unused.

    One day, after a few months, I hear an old man yelling, “Goddamn it! What’s wrong with this typewriter? Can’t someone make a simple goddamn typewriter work?! What the hell?”

    He was in the previously-closed room, door open, fighting with the typewriter. I went in to help, and as I was fixing it, I noticed some press clippings on the wall about Sammy Cahn, then looked at the man and realized it was Sammy Cahn!

    Legendary songwriter Sammy Cahn who wrote most of those huge Frank Sinatra hits! “Love and Marriage”, “Let It Snow, Let It Snow, Let It Snow”, “All the Way”, “High Hopes”, “Call Me Irresponsible” and many more. He lived in Los Angeles, but they kept a New York office for him, which he’d visit every few months.

    I fixed his typewriter, then said, “Sammy — my name’s Derek. If you ever need anything, just buzz number 12 on your phone and I’ll be glad to help.” He scowled at me, then waved me out of his room.

    But from them on, every time he’d come into town, I’d be the first to know, because his voice would bark over my intercom, “[beeeep] Derek, goddamn it, get in here!” Everyone else at the office avoided him.

    One day, he had me go to the Time/Warner Cafeteria to get him his favorite bowl of soup. When I gave it to him, he yelled at me for not filling the cup all the way to the top.

    One day, he had me get some Ben Gay from the drug store. When I gave it to him, he asked me to rub it on his neck, which I did, but I used too much, and he yelled at me for making his neck all goopy.

    But I liked him. His cranky personality was like a running joke, and didn’t bother me a bit.

    He was still writing songs every day. Usually custom lyrics for existing songs, tailored for friends’ birthdays or special events. But he was still writing new songs, too.

    I spent hours with him helping him autograph his songbooks. He patiently answered all of my eager questions about songwriting. (“As soon as I hear a melody, I can tell you what that song will be called. The piece of paper goes in the typewriter, I start typing, and when it comes out, it’s done! No edits!”)

    I’d find an excuse to be in the room when he was writing new songs with composers like Walter Afanasieff. I played him some of my songs, and he gave me advice. I was thrilled. 20 years old, living in New York City, and working with Sammy Cahn.

    One day as I was doing something in the kitchen, he was yelling at the coffee machine. (“What’s wrong with the goddamn coffee? Can’t I get a simple goddamn cup of coffee anymore? What are all these buttons?”)

    I laughed and said, “Sammy, you know what? I like you.”

    He looked at me, and his usually-scowling face went blank. Like the mask he always wears had dropped. Like he hadn’t heard “I like you” in a long long time.

    He paused for a while, then said, in an unusually nice voice, “Thank you. You’re a very nice man.”

    Then he went back to yelling at the coffee machine.

    A few months later, in November 1992, I quit my job to be a full time musician, and went out to an isolated part of the Oregon coast to record. No TV, no newspaper, no internet, no radio. Just me, all alone, just recording. Warner/Chappell Music was long behind me, and I didn’t keep in touch with anyone.

    Every morning I’d wake up with no alarm clock, and remember all of my dreams. I started writing them down. The more I wrote, the more I remembered. Sometimes it would take 45 minutes just to write down all the vivid details.

    One Friday in January, I had this vivid dream that I was outside a big military building in the 1950s. A mounted air force jet outside, and General MacArthur was at the door. We talked for a minute, then he let me in. I walked down a long empty hallway, then took a right, and walked down another long empty hallway.

    At the end of the hallway was a younger Sammy Cahn, in the 1950s, with a full head of brown hair, waving his arms, yelling at someone. (“Goddamn it! What the hell were you thinking?”)

    As I got closer, he stopped, turned to me, and said, “Who the hell are you?”

    I said, “Sammy, you don’t know me, but I came back from 40 years in the future to tell you that in 40 years, you’re still going to be alive and well and writing songs every day.”

    Just like that day in the kitchen, his face went blank. His mask dropped. He said, in that rare nice voice, “Thank you. I really appreciate it.”

    Then I woke up.

    I wrote it all down.

    The next day, a friend of mine called me at the beach and said, “Well... I guess you heard the news?”

    “Uh, no. I don’t get any news out here. What’s up?”

    “Your friend Sammy Cahn died last night.”

    The same night I had the dream.

    Whoa.

    I didn’t believe in any of that stuff before, but couldn’t help but wonder about that life-after-death stuff you hear about, or maybe ESP, or something. Who knows if I had the dream right before he died or right after, but I still think he came by to say thank you.


    My favorite fable Feb 28, 2009
    Show notes

    A farmer had only one horse. One day, his horse ran away.

    His neighbors said, “I’m so sorry. This is such bad news. You must be so upset.”

    The man just said, “We’ll see.”

    A few days later, his horse came back with twenty wild horses following. The man and his son corralled all twenty-one horses.

    His neighbors said, “Congratulations! This is such good news. You must be so happy!”

    The man just said, “We’ll see.”

    One of the wild horses kicked the man’s only son, breaking both his legs.

    His neighbors said, “I’m so sorry. This is such bad news. You must be so upset.”

    The man just said, “We’ll see.”

    The country went to war, and every able-bodied young man was drafted to fight. The war was terrible and killed every young man, but the farmer’s son was spared, since his broken legs prevented him from being drafted.

    His neighbors said, “Congratulations! This is such good news. You must be so happy!”

    The man just said, “We’ll see.”


    Assume nobody is going to help you Dec 18, 2008
    Show notes

    I meet entrepreneurs who are waiting to find an investor. I meet musicians who are waiting to find a manager.

    My advice is to assume nobody is coming. It’s more useful to assume that it’s all up to you. This is not hopeless, but helpful and empowering.

    You probably heard about Aron Ralston, who got trapped in a remote canyon for five days and had to cut off his own arm to escape because he knew nobody would rescue him. They made a movie about it called “127 Hours”. If he believed that someone would come, he would have just waited. But because he knew it was entirely up to him, he rescued himself.

    When you assume nobody is going to help, you have to use all of your strength and resources. You can’t wait, because there’s nobody to wait for. It keeps your focus on the things in your control — not outside circumstances. It’s productive pessimism.

    Yes of course it’s smart to always ask your fans and friends for help. Strive to work with the best collaborators, agents, producers, etc. But never count on their help. That’s the difference.

    Then, when someone does help you, it makes it even better.


    How to attend a conference Dec 12, 2008
    Show notes

    Attending a music conference is the most efficient way to meet the most number of the best contacts.

    People who attend conferences are ambitious, working in the industry now, and open to meeting new people.

    I highly recommend you go to a few music industry conferences every year.

    That said… Most people completely waste their time and money when they attend a conference. So here’s how to do it right:

    Get interested and listen.

    You know the way to be interesting to others is to be interested in them.

    So the week before the conference, read one or two books about how to be a great listener. (The original classic from the 1930s is titled “How to Win Friends and Influence People” but there are many similar books about people skills, and they’re all good.)

    Then use the conference as your testing ground for your new listening skills. Get extremely interested in those around you. Think like an investigative reporter.

    For each person you meet, think about how you can help them.

    Turn to a stranger and say, “Hi. What do you do?”

    Ask how they got into that. Ask what’s hard about it. Figure out how you can help them.

    If they’re too shy, help by introducing them to the next person you meet and inviting them to dinner. If they’re too popular, help them escape the crowd for a little peace and quiet.

    Trade contact info within a few minutes of meeting. If you wait too long, one of you will get pulled away, and it will be too late.

    If you’re an introvert like me, this will be exhausting. But you only need to do it for a few hours, and this only happens a few times per year. It’s worth the effort.

    Each night, before bed, enter everyone’s info into your database, including your private notes on what you remember about each person. It’s crucial to do this before you meet more people the next day.

    Send them a message immediately, connecting the digital you to the physical you. (“Hi John. Good to meet you today. You were right about the bicycles! Here’s a link to that site you asked about. See you at the closing party tomorrow.”) Include your full contact info.

    By being sincerely interested in them and actively trying to help them, they will probably be interested in you and try to help you.

    What about you?

    Notice I said nothing about promoting yourself. This is about them, not you. Your promotion will come later.

    People will ask what you do. Don’t give a boring answer — it’s rude. If you say “I’m a bassist”, then they’ll say “oh”, followed by awkward silence and an excuse about why they need to walk away now.

    Before the conference, come up with one interesting sentence that says what you do — including a curious bit that will make them ask a follow-up question. For example: “Bassist of the Crunchy Frogs — the worst punk bluegrass band ever. We’re headlining the showcase tonight. Our singer is a pirate.” See how that would lead to questions? Anyone who hears that will ask you why you are the worst, or why your singer is a pirate. You’re helping them engage in a conversation! Also, by quickly mentioning an accolade, you’re showing them you’re worth knowing.

    But please stop after you say your sentence. The only thing worse than a short boring answer is a long boring answer. Leave room for them to ask something! If they don’t, change the subject back to them.

    Don’t push your stuff on someone who isn’t asking for it. It’s the biggest turn-off of all. Because it shows you don’t understand the real point, which is…

    Real business is done in the follow-up, not the conference itself.

    The conference itself is a mad blitz of distractions. Only use it for these initial connections.

    Assume that anything you hand someone at a conference will be thrown out. So don’t do it, unless they ask.

    Instead, if you want them to have something of yours, send it to them later.

    The best time to get down to business is when they’re alone, back at their office, a week or two after the conference, and can give you their full one-on-one attention.

    That’s when you want someone to check out what you have to offer: when they’re focused on you.

    They’ll remember you as very interesting. Then they’ll find out you’re also very talented.

    It’s all about the follow-up.

    After attending over a hundred conferences in twenty years, I can tell you from experience that only about 1% of the people ever follow up. Therefore, 99% of them wasted their time and money. Please don’t be in that 99%.

    Everything happens in the follow-up. Remember this, and you’ll do well.


    Make mystery : make people wonder Nov 22, 2008
    Show notes

    Do you remember when you first started listening to music? It was all so mysterious, as you wondered what those lyrics meant or how they made those sounds.

    Try to create that feeling for your audience.

    Don’t be so plain or obvious that there’s nothing left to wonder. But don’t be so cryptic that they give up.

    Use obscure references in your lyrics. Produce unusual sounds in your recording. Make strange images in your photos and videos.

    Give just enough to make them curious. Let them search for explanations, clues, or context.

    Keith Richards of the Rolling Stones said he tries to write lyrics that are like listening in to someone else’s phone conversation — where you don’t know the context and don’t get the references, so it draws you in deeper, trying to understand. To do this, he first writes down everything he wants to say, then he crosses out every other line, and writes the song using only what’s left.

    Maybe due to social media, artists are less mysterious than ever. It’s kind of sad to have everything so transparent. Once something is explained, it stops captivating your curiosity.

    There was an interesting psychology experiment. Many people were given a trivial quiz. Before they began, they could choose what reward to receive when finished: either the answers to the quiz, or a chocolate bar. Almost everyone chose the chocolate bar. But after taking the quiz, they were given one last chance to choose their reward: either the answers to those questions, or the chocolate bar. Almost everyone changed their mind, and now preferred to know the answers.

    Once people start wondering, they can’t stand not knowing.

    Make mystery in and around your music.


    This is just one of many options Oct 23, 2008
    Show notes

    I used to take voice lessons from a great teacher named Warren Senders. For each lesson, I’d bring in a song I was trying to improve. First, I’d sing it for him as written. Then he’d say, “OK — now do it up an octave.”

    “Uh... up an octave? But I can’t sing that high!”

    “I don’t care! Do it anyway! Go! 1.. 2.. 3.. 4..”

    I’d sing the whole song again, in squeaking falsetto, like a choking mouse.

    Then he’d say, “OK — now do it down an octave.”

    “Down an octave? But I don’t think I can!”

    “Doesn’t matter! Go! 1.. 2.. 3.. 4..”

    I sounded like a garbage disposal or lawn mower, but he made me sing the whole song that way.

    Then he’d make me sing it twice as fast. Then twice as slow. Then like Bob Dylan. Then like Tom Waits. Then he’d tell me to sing it like it’s 4 a.m. and a friend woke me up. Then he’d give me many other scenarios.

    After all of this, he’d say, “Now how did that song go again?”

    It was proof that what I thought was “the” way the song went was really just one of an infinite number of options.

    Years later, I took an entrepreneurship class. We analyzed a business plan for a mail-order pantyhose company. Like all business plans, it proposed only one plan.

    After reading the whole thing, I felt like saying things my old voice teacher would have said:

    “OK — make a plan that only requires $1000. Go!”

    “Now make a plan for ten times as many customers. Go!”

    “Now do it without a website. Go!”

    “Now make all your initial assumptions wrong, and have it work anyway. Go!”

    “Now show how you would franchise it. Go!”

    You can’t pretend there’s only one way to do it. Your first idea is just one of many options. No business goes as planned, so make ten radically different plans. Realizing the initial choice you made was just one of many brings all kinds of weathered wisdom and insight into your business.

    Same thing with your current path in life:

    Now you’re living in New York City, obsessed with success. Go!

    Now you’re a free spirit, backpacking around Thailand. Go!

    Now you’re a confident extrovert and everyone loves you. Go!

    Now you’re married and your kids are your life. Go!

    Now you spend a few years in relative seclusion, reading and walking. Go!


    Nobody knows the future, so focus on what doesn’t change Oct 17, 2008
    Show notes

    At every music conference, with a panel of experts on stage, the moderator always asks, “What’s the future of the music business?”

    The guy selling video subscriptions will say that videos are the future.

    The guy selling intelligent playlists will say that intelligent playlists are the future.

    When they ask me, I always say, “Nobody knows the future, and anyone who pretends to know can’t be trusted.”

    We have a desperate need for certainty, so we want someone to tell us what’s coming. But it’s impossible. Nobody can possibly know.

    Besides, would it matter what anyone says? Realistically, what would you change about what you’re doing, day-to-day? Like if someone said, “Scented holograms are the future”, would you start making them tomorrow? No.

    Instead, forget predicting, and focus on what doesn’t change. Just like we know there will be gravity, and water will be wet, we know some things stay the same.

    People always love a memorable melody. You can’t know what instrumentation or production style will be in fashion. So focus on the craft of making great melodies.

    People always want an emotional connection. You can’t know what technology will carry that communication. So focus on the essence of how to connect with an audience.

    Writing lots of songs increases your chances of writing a hit. You can’t know which song will be a hit. So write as many songs as you can.

    Instead of predicting the future, focus your time and energy on the fundamentals. The unpredictable changes around them are just the details.


    Are you at the starting line or the finish line? Sep 13, 2008
    Show notes

    New clients would often ask me, “How much does the average artist on CD Baby sell?”

    Some people would take our posted sales figures and divide them. $85 million paid, divided by 250,000 available albums = $340 per album.

    The numbers are right but the answer is wrong because it groups together two completely different approaches.

    For some artists, releasing their music is like the starting line in a race. The gun goes off! They work it! They spend hours a day pushing, promoting, and selling — reaching new people by any means necessary.

    For those types the average income, through my one little store, was $5000. Fifty of them earned over $100,000 each.

    But for many artists, releasing their music is like the finish line in a race. They’ve always wanted to record and release their music. They did it. It’s done. They send it to friends and family, and glow in the compliments. Their efforts are basically finished — either because they’re satisfied, or because they assumed the world would just flock to it automatically.

    For those types the average income was $20.

    New clients who asked about the average were trying to predict how well they would sell. But it depends on which approach you want to take.

    Are you at the starting line or the finish line?

    That’s the best predictor of how far you’ll go.


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