Good morning, friends!

Google's Sundar Pichai. Salesforce's Marc Benioff. Starbucks' Kevin Johnson. Blackstone’s Stephen Schwarzman.

Yahoo correspondent Julia La Roche has interviewed them all. Known for her exclusive one-on-ones with the business world’s top executives and dealmakers, La Roche often gets rare access to the CEOs who rarely agree to do sit-down interviews.

How does she land the initial interview and gain their trust? What has she learned about how they navigate their greatest successes to their most devastating failures?

La Roche participated in an hour-long, live "Ask Me Anything" with readers who are part of The Profile's members-only Telegram chat(that’s you!).

In this Q&A, La Roche discusses the importance of preparation, persistence, and why she approaches every conversation with genuine curiosity.

Below are the highlights of her Q&A with the readers:

Q: Who is one person you've interviewed that really surprised you (ie: how they were in person didn't match public perception)?

LA ROCHE: One of my all-time favorite interviews has to be Mark Bertolini, who served as CEO of Aetna, the third-largest insurance company.

I knew I wanted to interview him after hearing him speak at a Bloomberg conference in 2017. He showed up to our first interview that summer in a black T-shirt, wearing Vans sneakers, and with his tattoo on his arm exposed — not exactly the image you might have of a health insurance CEO.

He was awesome. What folks might not know is that Bertolini's views of the health care system were shaped by 2 life-changing events — first, his son's cancer diagnosis at age 16 (today, his son is the only known survivor of that rare and deadly form of lymphoma) and a year later Bertolini suffering a spinal cord injury in a horrific skiing accident.

Bertolini explained that those events made it apparent that we have big holes in the health care system that we need to fill and the importance of treating people as whole people. I recommend his book, "Mission-Driven Leadership: My Journey as a Radical Capitalist."

How do you prepare for your interviews?

I love the preparation process! For some of my interviews, it's taken me years to land them. I'm persistent, though. When I decide that I want to talk to someone, I keep a running Google Doc to add notes, whether it's from a podcast, book, speaking appearance, article, or television hit. Some of these can get to be several pages long.

When I get that "yes," I know I'll have a solid foundation to work with. My first big on-camera interview was with Howard Schultz in December 2016. I didn't do CEO interviews at that time. I didn't even cover Starbucks.

Ahead of time, I made sure to read every book Howard had written (3 at the time), watched past interviews, read memos he had written, watched a speech he had given the night before. I think it's crucial always to do your homework before you sit in that interviewer's chair.

Another example was Salesforce CEO Marc Benioff, it took me probably three years to land an interview with him. I read all four of his books and continued making that ask.

Our first interview was in November 2019. My preparation was evident during that conversation. I think guests appreciate it when you're prepared. It pays off. I did five interviews with Benioff in 2020.

What is one question you always ask each interviewee?

I don't think I have a go-to question. I probably should! I'm trying to think about that actually. I do think it's important to follow up with something that was said in a prior interview.

For example, Starbucks CEO Kevin Johnson made a commitment in 2020 during the depths of the pandemic to honor the benefits/pay, boost wages for partners working, and commit to no layoffs.

Right now, we are hearing of companies facing labor challenges. During my interview with Kevin last week, I asked him about the results from that commitment, and the big takeaway he gave is that it built trust with those partners, which drove the company's record results in Q3.

What are patterns you see in terms of how people respond to being wrong or making mistakes publicly?

I think those that come out and just own it do much better than those that don't.

Many of these business figures rarely agree to do longform sit-down interviews. You've managed to interview some of them multiple times. What do you do to gain their trust, and how exactly do you approach them to get the initial interview?

I think that process has evolved. I'm fortunate enough to have a portfolio of past work now to show to help get that initial interview. I think it goes back to the preparation process and demonstrating that I care by showing that I'm willing to do the work.

I don't look at "no" as being a rejection. Instead, it might mean, "not right now." I've been told "no" many times! I remain persistent and focused in my efforts. When it comes to making that ask, I get out of my comfort zone too. I'll go up to folks and say hello at a conference or event or shoot a quick note when it's relevant.

You previously recommended 'Richer, Wiser, Happier' as a good read. What other business or investing books would you recommend?

There are so many to choose from.

In the Buffett/Munger universe, Poor Charlie’s Almanack, The Tao of Charlie Munger, Damn Right!, The Snowball, etc.

When it comes to mentality, I’d recommend Robert Cialdini’s books (Influence & Pre-Suasion), Atomic Habits by James Clear (I’ve re-read this one so many times now), The Psychology of Money by Morgan Housel (highly recommend), Mindset by Carol Dweck.

Some other great business books Sam Walton’s “Made in America,” Bob Iger’s “Ride of a Lifetime,” “Trillion Dollar Coach,” Howard Schultz’s “Pour Your Heart Into It.”

And for finance folks, “Reminiscences of a Stock Operator” never gets old. I know there are tons I'm missing here. That's just off the top of my head.

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WE STUDY BILLIONAIRES: If you like mental models, this one’s for you. I went on the We Study Billionaires podcast to break down five frameworks that you can apply to any discipline. Listen to the podcast here.

THE PROFILE DOSSIER: On Wednesday, premium members received The Profile Dossier, a comprehensive deep-dive on a prominent individual. It featured Bernard Arnault, the world’s richest man. Become a premium member, and read it below.

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The Profile Dossier: Bernard Arnault, the World's Richest Man

Listen now (8 min) | Known as the "lord of luxury" and "the Pope of fashion," Bernard Arnault is the world's richest man with a recent net worth of $199 billion. Arnault and Jeff Bezos have been neck-and-neck for No. 1 on the list of richest people on the planet. As Fortune…

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4 days ago · 4 likes · Polina Pompliano

PROFILES.

— Technology's final original founder [**HIGHLY RECOMMEND**]
— The family haunted by Sept. 11
— The dictator's son trying to take over
— The secretive Chinese billionaire buying up land in Texas
— The pop icon who shapes culture
— The artist who created a massively successful alter ego
— The textbook publisher betting on online learning

PEOPLE TO KNOW.

Technology's final original founder: At 56, Michael Dell is technology’s last man standing, the final original founder of the computer era still running his company. Nine years ago, Silicon Valley and Wall Street alike had written off Dell, the person and the company, both tethered to the then-declining personal computer market. Since he took the company private in the largest technology leveraged buyout ever, the results have been remarkable. The amazing comeback of Dell boils down to one critical fact: He correctly read where the technology industry was headed at the decisive moment. (Forbes)

“Everybody’s eyes are on Amazon, Microsoft and Google. They don’t realize that Dell has quietly amassed the market share in enterprise technology.”

The family haunted by Sept. 11: Twenty years later, the McIlvaine family is still living in the shadow of grief that the Sept. 11 attacks left behind. Bobby McIlvaine was only 26 years old when he perished on that tragic day. Early on, the McIlvaines spoke to a therapist who warned them that each member of their family would grieve differently. Imagine that you’re all at the top of a mountain, she told them, but you all have broken bones, so you can’t help each other. You each have to find your own way down. But the problem with sudden, traumatic loss is that it suggests everyone will make it down. This is a heart-wrenching, must-read story. (The Atlantic)

"There are people that need me. And that, in itself, is life."

The dictator's son trying to take over: Until the Libyan uprising began, in February 2011, Seif al-Islam el-Qaddafi was widely seen in the West as the country’s best hope for incremental reform. Some of his Western friends even spoke of him as Libya’s potential savior. But when the revolution came, Seif enthusiastically joined the Qaddafi regime’s brutal crackdown. He has been a ghostlike presence, but his presidential aspirations are being taken very seriously. This is the profile that resulted from his first interview with a foreign journalist in a decade. (The New York Times)

“I’ve been away from the Libyan people for 10 years. You need to come back slowly, slowly. Like a striptease. You need to play with their minds a little.”

The secretive Chinese billionaire buying up land in Texas: Since 2016, a company owned by China-based real estate tycoon Sun Guangxin had spent an estimated $110 million buying up land in Texas’ Val Verde County. In less than two years, Sun bought up roughly 140,000 acres in the county through subsidiaries he controls. This is the inside story of Guangxin’s plan for a wind farm in Texas and how it incurred the wrath of U.S. lawmakers and environmentalists, becoming a flashpoint in U.S.-China relations. (Forbes)

“We're not xenophobic, but we are concerned for our national security, as every red-blooded American is.”

The pop icon who shapes culture: Beyoncé Knowles-Carter came of age during the digital revolution, and knowing how to navigate that dissonance is part of her artistic superpower. She has built her company, Parkwood Entertainment, into a media conglomerate that includes a fashion line, IVY PARK. She and her husband JAY-Z have been named the new faces of Tiffany & Co., which was acquired earlier this year by LVMH. In this Q&A, the star, who turns 40 in September, reflects on what she's learned during each decade of her life so far. (Bazaar)

"I’ve spent so many years trying to better myself and improve whatever I’ve done that I’m at a point where I no longer need to compete with myself."

The artist who created a massively successful alter ego: Abel Tesfaye and The Weeknd may be the same person, but they are two very different beings. The Weeknd has the longest-charting song by a solo artist in history and billions of worldwide streams. The Weeknd spent his pandemic licking frogs dipped in LSD. Abel, meanwhile, was bingeing The X-Files. This longform Q&A explores the question: Where does Abel Tesfaye end and his dark, grimy public persona begin? (GQ)

"It’s become very clear that Abel is someone I go home to every night. And The Weeknd is someone I go to work as."

COMPANIES TO WATCH.

The textbook publisher betting on online learning: Education-resource company Pearson went through a massive upheaval during the pandemic. With students around the world suddenly learning from home, the company’s online business saw big growth: Enrollment at Pearson’s online K-12 schooling offering, Connections Academy, grew by 40%. Even though students are returning to the classroom, Pearson is betting big on the future of its virtual offerings. (Wall Street Journal)

"Formal education will be a hybrid of physical and virtual learning, and it will flex as you move through life."

✨ This installment of The Profile is free for everyone. If you would like to get full access to all of the recommendations, including today’s audio and video sections, sign up below.

AUDIO TO HEAR.

Kat Cole on leading in crisis: Whether you're navigating a difficult situation in your professional or personal life, former Focus Brands president and COO Kat Cole has a few insights on how to make sound decisions along the way. Sometimes, tense situations, she says, are more emotion than fact. "Part of the way to navigate that tension is to honor the emotion," she says. This is a conversation you don't want to miss. (Link available to premium members.)

Gary Vaynerchuk on the power of re-invention: Gary Vaynerchuk has been labeled many things — "wine guy," "social media guru," and "serial entrepreneur" — but he's hard to pin down with a single descriptor. That's because Vaynerchuk refused to "stay in his lane" when people questioned his business acumen and told him he wouldn't make it in business. Here's how Vaynerchuk built a sprawling media empire through the power of constant self-reinvention. (Link available to premium members.)

Sarah Harden on building a business block by block: Sarah Harden is the CEO of Hello Sunshine, the female-focused production brand founded by Reese Witherspoon. Harden has guided the company through its various phases of growth all the way up to the recent $900-million acquisition. In this episode, Harden explains how a book club grew into a full-fledged business. (Link available to premium members.)

VIDEOS TO SEE.

Vince Gilligan on the power of evolution: Vince Gilligan credits his team of six writers for the greatness of creating 'Breaking Bad.' Without the collaborative environment in the writers' room, he says, the show wouldn't have been as layered and nuanced as it became. "To this day, I can't tell you who came up with what idea," he says. "It's amazing what happens when everyone's pulling on the rope in the same direction." (Link available to premium members.)

Danny Meyer on his passion for developing taste: Union Square Hospitality owner Danny Meyer believes it’s never about the food. It’s about how the dining experience makes you feel. In this interview, he shares lessons from decades in the restaurant business and why success requires always having something to prove. (Link available to premium members.)