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Why Estate Planning Can’t Wait And How Women Are Changing It with Renee Fry · #WisdomOfWomen Show

• 0:00
  Welcome
• 0:00
  to
• 0:01
  the
• 0:01
  Wisdom
• 0:01
  of
• 0:02
  Women
• 0:02
  Show.
• 0:02
  We
• 0:03
  are
• 0:03
  dedicated
• 0:04
  to
• 0:04
  amplifying
• 0:05
  the
• 0:05
  voice
• 0:06
  of
• 0:06
  women
• 0:07
  in
• 0:07
  business.
• 0:08
  A
• 0:09
  new
• 0:09
  model
• 0:09
  of
• 0:10
  leadership
• 0:10
  is
• 0:11
  emerging
• 0:12
  and
• 0:12
  we
• 0:12
  are
• 0:12
  here
• 0:13
  to
• 0:13
  amplify
• 0:13
  the
• 0:14
  voices
• 0:14
  leading
• 0:15
  the
• 0:15
  way.
• 0:15
  I
• 0:16
  am
• 0:16
  your
• 0:16
  host
• 0:16
  Coco
• 0:17
  Salman,
• 0:17
  five
• 0:18
  time
• 0:18
  founder,
• 0:18
  impact
• 0:19
  Investor
• 0:19
  and
• 0:20
  creator
• 0:20
  of
• 0:21
  the
• 0:21
  Force
• 0:21
  for
• 0:21
  Good
• 0:22
  System.
• 0:23
  Thank
• 0:23
  you
• 0:23
  for
• 0:23
  joining
• 0:24
  us
• 0:24
  today
• 0:24
  as
• 0:25
  we
• 0:25
  illuminate
• 0:25
  the
• 0:26
  path
• 0:26
  to
• 0:26
  unlocking
• 0:27
  opportunities
• 0:28
  and
• 0:28
  and
• 0:28
  prosperity
• 0:29
  for
• 0:29
  women
• 0:30
  led
• 0:30
  enterprises
• 0:31
  by
• 0:31
  amplifying
• 0:33
  the
• 0:33
  voice
• 0:33
  and
• 0:34
  wisdom
• 0:35
  of
• 0:35
  women.
• 0:36
  Today
• 0:37
  we
• 0:38
  have
• 0:38
  a
• 0:39
  revolutionary
• 0:40
  estate
• 0:41
  building
• 0:42
  innovator
• 0:43
  in
• 0:43
  our
• 0:43
  midst.
• 0:44
  Renee
• 0:45
  Fry
• 0:45
  is
• 0:45
  the
• 0:46
  CEO
• 0:46
  and
• 0:46
  co
• 0:47
  founder
• 0:47
  of
• 0:47
  Gentrio,
• 0:49
  a
• 0:49
  pioneering
• 0:51
  online
• 0:51
  estate
• 0:52
  planning
• 0:53
  platform
• 0:54
  that
• 0:54
  makes
• 0:54
  protecting
• 0:55
  what
• 0:56
  matters
• 0:57
  most
• 0:57
  simple,
• 0:58
  affordable
• 0:59
  and
• 0:59
  accessible.
• 1:00
  With
• 1:00
  a
• 1:00
  career
• 1:01
  spanning
• 1:01
  public
• 1:02
  policy,
• 1:02
  entrepreneurship
• 1:03
  and
• 1:04
  leadership
• 1:04
  in
• 1:05
  high
• 1:05
  growth
• 1:06
  ventures,
• 1:07
  Renee
• 1:07
  has
• 1:08
  helped
• 1:08
  lead
• 1:09
  GT
• 1:10
  Solar's
• 1:11
  IPO
• 1:12
  and
• 1:12
  served
• 1:12
  in
• 1:13
  Governor
• 1:13
  Mitt
• 1:14
  Romney's
• 1:15
  cabinet
• 1:15
  before
• 1:16
  launching
• 1:16
  her
• 1:17
  own
• 1:17
  company.
• 1:18
  A
• 1:18
  graduate
• 1:19
  of
• 1:19
  Penn
• 1:19
  State
• 1:19
  and
• 1:20
  Harvard
• 1:20
  Business
• 1:20
  School,
• 1:21
  she
• 1:21
  has
• 1:21
  guided
• 1:22
  Gentrio
• 1:23
  and
• 1:23
  in
• 1:23
  partnerships
• 1:25
  with
• 1:25
  more
• 1:25
  than
• 1:26
  100
• 1:26
  credit
• 1:27
  unions,
• 1:27
  banks
• 1:27
  and
• 1:28
  organizations
• 1:28
  nationwide.
• 1:29
  Her
• 1:30
  vision
• 1:30
  is
• 1:30
  to
• 1:30
  transform
• 1:31
  estate
• 1:32
  planning
• 1:32
  from
• 1:33
  a
• 1:33
  daunting,
• 1:34
  expensive
• 1:35
  task
• 1:35
  into
• 1:36
  an
• 1:36
  empowering
• 1:37
  experience
• 1:37
  for
• 1:38
  every
• 1:38
  family.
• 1:39
  Featured
• 1:40
  in
• 1:40
  outlets
• 1:40
  like
• 1:41
  Forbes
• 1:41
  and
• 1:42
  Kiplinger's,
• 1:43
  Renee
• 1:44
  is
• 1:44
  a
• 1:44
  glass
• 1:45
  breaking
• 1:45
  leader
• 1:46
  committed
• 1:46
  to
• 1:47
  changing
• 1:47
  how
• 1:47
  America
• 1:48
  plans
• 1:48
  for
• 1:49
  for
• 1:49
  the
• 1:49
  future,
• 1:50
  one
• 1:50
  family
• 1:51
  at
• 1:51
  a
• 1:51
  time.
• 1:52
  Renee,
• 1:53
  welcome.
• 1:55
  Thank
• 1:55
  you
• 1:55
  Google.
• 1:56
  It's
• 1:56
  so
• 1:56
  nice
• 1:56
  to
• 1:56
  be
• 1:56
  here.
• 1:56
  I'm
• 1:57
  excited
• 1:57
  to
• 1:57
  talk
• 1:57
  with
• 1:57
  all
• 1:58
  of
• 1:58
  your
• 1:58
  listeners.
• 1:58
  Thank
• 1:59
  you.
• 1:59
  Oh
• 2:00
  thanks
• 2:00
  for
• 2:00
  being
• 2:01
  here.
• 2:01
  We
• 2:01
  always
• 2:02
  start
• 2:02
  with
• 2:03
  a
• 2:03
  book
• 2:04
  written
• 2:04
  by
• 2:04
  a
• 2:04
  woman
• 2:05
  that
• 2:06
  has
• 2:06
  significantly
• 2:07
  influenced
• 2:08
  your
• 2:08
  life.
• 2:10
  Rising
• 2:11
  Tall.
• 2:11
  I
• 2:12
  don't
• 2:12
  know
• 2:12
  if
• 2:12
  books
• 2:12
  have
• 2:12
  heard
• 2:13
  about
• 2:13
  it,
• 2:13
  but
• 2:14
  Rising
• 2:14
  Tall
• 2:15
  Adventures
• 2:15
  of
• 2:15
  the
• 2:16
  Champ
• 2:16
  Riser
• 2:17
  by
• 2:17
  For
• 2:17
  Khemi
• 2:18
  Nassian.
• 2:18
  As
• 2:19
  an
• 2:19
  entrepreneur,
• 2:20
  so
• 2:20
  many
• 2:20
  of
• 2:20
  us
• 2:20
  get
• 2:20
  beat
• 2:21
  down.
• 2:21
  People
• 2:21
  think
• 2:22
  this
• 2:22
  must
• 2:22
  be
• 2:22
  easy
• 2:23
  and
• 2:23
  see
• 2:23
  all
• 2:23
  these
• 2:23
  great
• 2:23
  stories.
• 2:24
  No,
• 2:24
  no,
• 2:25
  life
• 2:25
  is
• 2:26
  not
• 2:26
  easy.
• 2:26
  You,
• 2:27
  it's
• 2:27
  sitting
• 2:27
  on
• 2:27
  crossing
• 2:28
  the
• 2:28
  table
• 2:28
  where
• 2:28
  maybe
• 2:29
  you
• 2:29
  used
• 2:29
  to
• 2:29
  be
• 2:29
  in
• 2:30
  charge
• 2:30
  and
• 2:30
  now
• 2:31
  you're
• 2:31
  this
• 2:31
  entrepreneur
• 2:32
  and
• 2:32
  you
• 2:32
  are
• 2:32
  going
• 2:32
  to
• 2:33
  go
• 2:33
  through
• 2:33
  a
• 2:34
  lot
• 2:34
  and
• 2:34
  it's
• 2:34
  just
• 2:35
  as
• 2:35
  women,
• 2:35
  there's
• 2:35
  so
• 2:36
  much
• 2:36
  that
• 2:36
  we
• 2:36
  have
• 2:36
  to
• 2:36
  go
• 2:36
  through
• 2:37
  this
• 2:37
  book.
• 2:38
  This
• 2:38
  woman
• 2:38
  from
• 2:39
  Nigeria
• 2:40
  had
• 2:40
  to
• 2:40
  go
• 2:40
  through
• 2:41
  so
• 2:42
  much
• 2:42
  to
• 2:42
  get
• 2:43
  to
• 2:43
  where
• 2:43
  she
• 2:43
  is
• 2:43
  today
• 2:44
  and
• 2:44
  what
• 2:45
  that
• 2:45
  woman
• 2:45
  had
• 2:45
  to
• 2:45
  go
• 2:45
  through.
• 2:46
  Many
• 2:46
  of
• 2:46
  us
• 2:47
  think
• 2:47
  we're
• 2:47
  unique
• 2:48
  in
• 2:48
  what
• 2:48
  we're
• 2:48
  going
• 2:48
  through
• 2:49
  but
• 2:49
  reading
• 2:50
  her
• 2:50
  story
• 2:50
  and
• 2:50
  knowing
• 2:51
  that
• 2:51
  there
• 2:51
  is
• 2:51
  power
• 2:52
  there
• 2:52
  and
• 2:52
  she
• 2:52
  talks
• 2:53
  about
• 2:53
  Jesus
• 2:53
  and
• 2:53
  God
• 2:54
  which
• 2:54
  is
• 2:54
  important
• 2:54
  to
• 2:54
  us
• 2:54
  too,
• 2:54
  but
• 2:55
  she
• 2:55
  talks
• 2:55
  about
• 2:56
  all
• 2:56
  that
• 2:56
  you
• 2:56
  have
• 2:57
  to
• 2:57
  go
• 2:57
  through
• 2:57
  to
• 2:57
  get
• 2:58
  to
• 2:58
  where
• 2:58
  you
• 2:58
  are.
• 2:59
  It's
• 2:59
  an
• 2:59
  eyeball
• 2:59
  thing.
• 3:00
  That's
• 3:00
  what
• 3:00
  I
• 3:00
  would
• 3:01
  recommend.
• 3:01
  It's
• 3:01
  Called
• 3:01
  Rising
• 3:02
  Tall.
• 3:03
  Rising
• 3:03
  Tall
• 3:04
  by
• 3:04
  Dr.
• 3:05
  Nelson.
• 3:06
  Kemi
• 3:06
  Nelson.
• 3:06
  K
• 3:07
  E
• 3:07
  M
• 3:07
  I.
• 3:07
  I
• 3:08
  might
• 3:08
  not
• 3:08
  be
• 3:08
  saying
• 3:08
  that
• 3:08
  right,
• 3:09
  but
• 3:09
  Dr.
• 3:09
  Kemi
• 3:10
  Nelson.
• 3:10
  It
• 3:11
  just
• 3:11
  came
• 3:11
  out
• 3:11
  in
• 3:12
  paperback
• 3:12
  earlier
• 3:12
  this
• 3:13
  year
• 3:13
  in
• 3:13
  the
• 3:13
  first
• 3:14
  quarter.
• 3:14
  It
• 3:14
  was
• 3:14
  really
• 3:15
  neat
• 3:15
  because
• 3:15
  when
• 3:16
  you
• 3:16
  read
• 3:16
  it,
• 3:16
  you
• 3:17
  realize,
• 3:17
  wow,
• 3:18
  we're
• 3:18
  all
• 3:19
  going
• 3:19
  to
• 3:19
  go
• 3:19
  through
• 3:19
  stuff
• 3:19
  and
• 3:20
  rise
• 3:20
  above
• 3:20
  it.
• 3:21
  We
• 3:21
  all
• 3:21
  have
• 3:21
  incredible
• 3:22
  stories
• 3:22
  to
• 3:22
  tell
• 3:23
  when
• 3:23
  you
• 3:23
  need
• 3:24
  to
• 3:24
  know
• 3:24
  that
• 3:25
  other
• 3:25
  people
• 3:25
  have
• 3:25
  done
• 3:25
  this
• 3:26
  and
• 3:26
  you
• 3:26
  can
• 3:26
  do
• 3:26
  it
• 3:26
  too.
• 3:27
  I
• 3:27
  really
• 3:27
  was
• 3:27
  inspired.
• 3:29
  I
• 3:29
  love
• 3:29
  that
• 3:29
  Rising
• 3:30
  Tall.
• 3:30
  I'll
• 3:30
  pick
• 3:30
  it
• 3:31
  up.
• 3:31
  I
• 3:31
  don't
• 3:31
  know
• 3:31
  this
• 3:31
  book
• 3:32
  and
• 3:32
  it
• 3:32
  sounds
• 3:32
  like
• 3:33
  it's
• 3:33
  right
• 3:33
  up
• 3:33
  my
• 3:33
  alley.
• 3:34
  And
• 3:34
  certainly
• 3:36
  our
• 3:36
  listeners
• 3:36
  will
• 3:37
  enjoy
• 3:37
  it
• 3:37
  too
• 3:37
  because,
• 3:38
  you
• 3:38
  know,
• 3:38
  overcoming
• 3:39
  is
• 3:40
  what
• 3:40
  we
• 3:40
  do,
• 3:40
  right?
• 3:41
  In
• 3:41
  business,
• 3:42
  in
• 3:42
  life,
• 3:42
  and
• 3:43
  it's
• 3:43
  the
• 3:43
  sweet
• 3:43
  juice
• 3:44
  of
• 3:45
  life,
• 3:45
  right?
• 3:46
  So
• 3:47
  we'd
• 3:47
  really
• 3:47
  love
• 3:48
  to
• 3:48
  hear
• 3:49
  more
• 3:49
  about
• 3:51
  the
• 3:51
  significant
• 3:52
  moments
• 3:53
  in
• 3:53
  your
• 3:53
  life.
• 3:54
  Pick
• 3:54
  three
• 3:55
  moments
• 3:56
  that
• 3:57
  shaped
• 3:57
  who
• 3:58
  you
• 3:58
  are
• 3:58
  as
• 3:59
  a
• 3:59
  human
• 3:59
  being.
• 4:00
  It
• 4:00
  could
• 4:00
  be
• 4:00
  from
• 4:01
  early
• 4:01
  in
• 4:01
  life,
• 4:02
  later
• 4:02
  in
• 4:02
  life,
• 4:02
  anytime,
• 4:03
  business
• 4:03
  related,
• 4:04
  personal,
• 4:05
  whatever
• 4:06
  you
• 4:06
  want
• 4:06
  to
• 4:06
  share
• 4:06
  with
• 4:06
  us.
• 4:07
  We
• 4:07
  just
• 4:07
  want
• 4:07
  to
• 4:07
  know
• 4:08
  you
• 4:08
  and
• 4:09
  the
• 4:09
  moments
• 4:10
  that
• 4:10
  have
• 4:10
  shaped
• 4:10
  the
• 4:11
  person
• 4:11
  you
• 4:11
  are.
• 4:12
  Sure.
• 4:13
  So,
• 4:13
  first
• 4:14
  one.
• 4:14
  We
• 4:14
  grew
• 4:14
  up
• 4:14
  in
• 4:14
  the
• 4:15
  cornfields
• 4:15
  of
• 4:15
  Illinois
• 4:16
  and
• 4:16
  we
• 4:16
  had
• 4:16
  our
• 4:16
  own
• 4:17
  little
• 4:17
  bean
• 4:17
  walking
• 4:17
  business
• 4:18
  where
• 4:18
  you
• 4:18
  pull
• 4:18
  the
• 4:18
  weeds
• 4:19
  out
• 4:19
  of
• 4:19
  the
• 4:19
  fields.
• 4:20
  My
• 4:20
  dream
• 4:20
  was
• 4:20
  to
• 4:21
  go
• 4:21
  to
• 4:21
  Harvard
• 4:21
  Business
• 4:21
  School.
• 4:22
  I
• 4:23
  remember
• 4:23
  one
• 4:23
  time
• 4:24
  I
• 4:24
  was
• 4:24
  at
• 4:24
  Penn
• 4:25
  State
• 4:25
  and
• 4:26
  our
• 4:26
  parents
• 4:26
  said,
• 4:26
  you
• 4:27
  guys
• 4:27
  can
• 4:27
  go
• 4:27
  to
• 4:27
  Penn
• 4:27
  State
• 4:28
  or
• 4:28
  the
• 4:28
  University
• 4:28
  of
• 4:28
  Illinois.
• 4:29
  They've
• 4:29
  gone
• 4:29
  to
• 4:29
  Penn
• 4:29
  State
• 4:30
  and
• 4:30
  we
• 4:30
  get
• 4:30
  more
• 4:30
  scholarships.
• 4:31
  Ta
• 4:31
  da.
• 4:31
  That's
• 4:32
  where
• 4:32
  you're
• 4:32
  going.
• 4:32
  So
• 4:32
  we
• 4:32
  got
• 4:33
  to
• 4:33
  Penn
• 4:33
  State,
• 4:34
  which
• 4:34
  is
• 4:34
  an
• 4:34
  amazing
• 4:35
  experience.
• 4:35
  We
• 4:35
  had
• 4:35
  so
• 4:36
  much
• 4:36
  fun.
• 4:36
  But
• 4:36
  I
• 4:36
  met
• 4:36
  a
• 4:37
  professor
• 4:37
  there
• 4:37
  and
• 4:37
  I
• 4:37
  said,
• 4:38
  well,
• 4:38
  I'm
• 4:38
  going
• 4:38
  to
• 4:38
  go
• 4:38
  to
• 4:38
  Harvard
• 4:38
  Business
• 4:39
  School.
• 4:39
  And
• 4:39
  she
• 4:39
  said,
• 4:40
  well,
• 4:40
  not
• 4:40
  coming
• 4:40
  from
• 4:41
  here.
• 4:41
  And
• 4:42
  I
• 4:42
  said,
• 4:42
  wait,
• 4:42
  what?
• 4:42
  And
• 4:43
  she
• 4:43
  said,
• 4:43
  no,
• 4:44
  people
• 4:44
  from
• 4:44
  here
• 4:45
  don't
• 4:45
  get
• 4:45
  to
• 4:45
  go
• 4:45
  there.
• 4:45
  And
• 4:46
  I
• 4:46
  was
• 4:46
  like,
• 4:46
  okay.
• 4:48
  So
• 4:49
  when
• 4:49
  I
• 4:49
  got
• 4:49
  accepted,
• 4:51
  I
• 4:51
  sent
• 4:51
  her
• 4:51
  my
• 4:52
  acceptance
• 4:52
  letter
• 4:53
  and
• 4:53
  said,
• 4:53
  please
• 4:53
  don't
• 4:54
  ever
• 4:54
  tell
• 4:54
  anyone
• 4:55
  else
• 4:55
  that
• 4:55
  because
• 4:55
  they
• 4:56
  may
• 4:56
  believe
• 4:56
  you.
• 4:57
  They
• 4:57
  may
• 4:57
  believe
• 4:57
  that
• 4:58
  you
• 4:58
  can't
• 4:58
  do
• 4:58
  that.
• 4:59
  I
• 4:59
  said,
• 4:59
  you
• 4:59
  know,
• 5:00
  I
• 5:00
  worked
• 5:00
  really
• 5:01
  hard
• 5:01
  and
• 5:02
  it
• 5:03
  was
• 5:03
  amazing.
• 5:03
  I
• 5:03
  played
• 5:03
  on
• 5:03
  the
• 5:04
  last
• 5:04
  round,
• 5:04
  I
• 5:04
  got
• 5:04
  in
• 5:05
  and
• 5:05
  just
• 5:05
  last
• 5:06
  year
• 5:06
  I
• 5:06
  got
• 5:06
  to
• 5:06
  be
• 5:06
  the
• 5:07
  opening
• 5:07
  speaker
• 5:07
  for
• 5:07
  the
• 5:07
  new
• 5:08
  dean.
• 5:08
  Introducing
• 5:09
  that,
• 5:09
  talking
• 5:09
  about
• 5:09
  the
• 5:09
  panels,
• 5:10
  they
• 5:10
  celebrate
• 5:11
  Gentrio.
• 5:12
  And
• 5:13
  I
• 5:13
  helped
• 5:13
  get
• 5:13
  some
• 5:13
  of
• 5:14
  my
• 5:14
  friends
• 5:14
  in.
• 5:14
  That
• 5:15
  was
• 5:15
  a
• 5:15
  big
• 5:15
  moment
• 5:15
  because
• 5:16
  I
• 5:16
  was
• 5:16
  like,
• 5:16
  don't
• 5:16
  tell
• 5:17
  people
• 5:17
  that
• 5:17
  they
• 5:18
  can't
• 5:18
  do
• 5:18
  things
• 5:18
  because
• 5:18
  if
• 5:19
  they
• 5:19
  believe
• 5:19
  you,
• 5:20
  you've
• 5:20
  just
• 5:20
  changed
• 5:20
  their
• 5:21
  life.
• 5:21
  But
• 5:21
  not
• 5:21
  in
• 5:21
  a
• 5:21
  good
• 5:21
  way.
• 5:22
  So
• 5:22
  that
• 5:22
  would
• 5:22
  be
• 5:22
  one
• 5:23
  the
• 5:24
  second
• 5:24
  one
• 5:24
  was
• 5:25
  when
• 5:25
  I
• 5:25
  was
• 5:26
  37
• 5:26
  years
• 5:26
  old.
• 5:27
  I
• 5:27
  just
• 5:27
  met
• 5:27
  the
• 5:27
  man
• 5:27
  of
• 5:27
  my
• 5:28
  dreams,
• 5:28
  who
• 5:28
  is
• 5:28
  now
• 5:28
  my
• 5:28
  husband.
• 5:29
  So
• 5:29
  very
• 5:29
  lucky
• 5:30
  on
• 5:30
  that.
• 5:31
  But
• 5:31
  I
• 5:31
  had
• 5:32
  a
• 5:32
  seizure,
• 5:32
  woke
• 5:33
  up
• 5:33
  and
• 5:33
  they
• 5:33
  said,
• 5:33
  you
• 5:34
  have
• 5:34
  a
• 5:34
  brain
• 5:34
  tumor
• 5:34
  the
• 5:35
  size
• 5:35
  of
• 5:35
  a
• 5:35
  racquetball.
• 5:36
  No
• 5:37
  symptoms.
• 5:37
  I'd
• 5:37
  had
• 5:38
  one
• 5:38
  headache
• 5:38
  like
• 5:38
  two
• 5:38
  weeks
• 5:38
  before.
• 5:39
  No
• 5:39
  symptoms.
• 5:40
  37,
• 5:42
  great
• 5:42
  career,
• 5:42
  doing
• 5:43
  all
• 5:43
  this
• 5:43
  stuff.
• 5:44
  And
• 5:44
  all
• 5:44
  of
• 5:44
  a
• 5:44
  sudden
• 5:45
  my
• 5:45
  life
• 5:46
  changed
• 5:47
  in
• 5:47
  an
• 5:47
  instant.
• 5:48
  Thank
• 5:48
  God
• 5:48
  it
• 5:48
  wasn't
• 5:49
  cancer.
• 5:49
  It
• 5:49
  wasn't
• 5:50
  cancer,
• 5:50
  but
• 5:50
  I
• 5:51
  had
• 5:51
  to
• 5:51
  have
• 5:51
  it
• 5:51
  removed,
• 5:52
  had
• 5:52
  to
• 5:52
  learn
• 5:52
  to
• 5:52
  walk
• 5:52
  again.
• 5:53
  I
• 5:53
  had
• 5:54
  PTSD
• 5:55
  and
• 5:55
  so
• 5:56
  I
• 5:56
  had
• 5:56
  to
• 5:56
  rebuild
• 5:57
  things.
• 5:57
  But
• 5:57
  this
• 5:57
  is
• 5:57
  where
• 5:58
  so
• 5:58
  many
• 5:58
  friends
• 5:58
  came
• 5:59
  out
• 5:59
  and
• 5:59
  said,
• 5:59
  hey,
• 6:00
  we're
• 6:00
  going
• 6:00
  to
• 6:00
  get
• 6:00
  you
• 6:00
  back
• 6:00
  to
• 6:01
  work.
• 6:01
  We're
• 6:01
  going
• 6:01
  to
• 6:01
  get
• 6:01
  you
• 6:01
  to
• 6:02
  the
• 6:02
  things
• 6:02
  you
• 6:02
  love.
• 6:03
  And
• 6:03
  so
• 6:04
  my
• 6:04
  family,
• 6:04
  my
• 6:05
  husband,
• 6:05
  my
• 6:05
  sister,
• 6:06
  you
• 6:06
  know,
• 6:06
  even
• 6:06
  as
• 6:07
  I
• 6:07
  was
• 6:07
  afraid,
• 6:08
  they're
• 6:08
  like,
• 6:08
  get
• 6:08
  out
• 6:09
  there,
• 6:09
  walk
• 6:09
  around
• 6:09
  that
• 6:10
  block.
• 6:10
  You
• 6:10
  can
• 6:10
  do
• 6:10
  this.
• 6:11
  And
• 6:11
  so
• 6:12
  that
• 6:12
  was
• 6:12
  this
• 6:12
  life
• 6:12
  changing
• 6:13
  thing
• 6:13
  where
• 6:14
  it
• 6:14
  was
• 6:14
  something
• 6:14
  that
• 6:15
  was
• 6:15
  just
• 6:15
  horrible,
• 6:16
  unexpected.
• 6:17
  But
• 6:17
  so
• 6:18
  many
• 6:18
  people
• 6:18
  came
• 6:19
  together
• 6:19
  for
• 6:19
  me
• 6:20
  to
• 6:20
  help
• 6:21
  me
• 6:22
  be
• 6:22
  able
• 6:22
  to
• 6:23
  really
• 6:23
  grow
• 6:24
  as
• 6:24
  a
• 6:25
  person.
• 6:25
  And
• 6:26
  that's
• 6:26
  where
• 6:26
  you'll
• 6:26
  see
• 6:26
  a
• 6:26
  lot
• 6:26
  through
• 6:27
  Gentrio,
• 6:27
  how
• 6:27
  we
• 6:28
  think
• 6:28
  about
• 6:28
  who
• 6:29
  needs
• 6:29
  to
• 6:29
  be
• 6:29
  there
• 6:29
  for
• 6:30
  others.
• 6:30
  As
• 6:30
  you
• 6:31
  go
• 6:31
  through
• 6:31
  these
• 6:31
  life
• 6:31
  moments
• 6:32
  and
• 6:32
  it's
• 6:33
  those
• 6:33
  things
• 6:33
  that
• 6:33
  define
• 6:34
  you
• 6:34
  as
• 6:34
  a
• 6:34
  person,
• 6:35
  how
• 6:35
  you
• 6:35
  react
• 6:35
  to
• 6:36
  some
• 6:36
  of
• 6:36
  those
• 6:36
  things.
• 6:37
  And
• 6:37
  so
• 6:38
  I
• 6:38
  always
• 6:38
  try
• 6:38
  to
• 6:39
  help
• 6:39
  people
• 6:39
  whenever
• 6:39
  I
• 6:40
  can
• 6:40
  because
• 6:40
  you
• 6:41
  never
• 6:41
  know
• 6:41
  what
• 6:41
  they're
• 6:41
  going
• 6:42
  through,
• 6:42
  right?
• 6:42
  You
• 6:43
  just
• 6:43
  don't
• 6:43
  know
• 6:44
  right
• 6:44
  now.
• 6:44
  My
• 6:44
  sister
• 6:45
  Julie
• 6:45
  is
• 6:45
  endometrial
• 6:46
  cancer.
• 6:47
  She's
• 6:47
  one
• 6:47
  of
• 6:47
  our
• 6:47
  co
• 6:48
  founders
• 6:48
  of
• 6:48
  Gentrio.
• 6:50
  If
• 6:50
  you
• 6:50
  ever
• 6:50
  want
• 6:50
  to
• 6:50
  see
• 6:50
  grace
• 6:51
  in
• 6:51
  action
• 6:51
  and
• 6:52
  all
• 6:52
  those
• 6:52
  wonderful
• 6:53
  things,
• 6:53
  that
• 6:53
  is
• 6:53
  Julie.
• 6:54
  She
• 6:54
  works
• 6:54
  12
• 6:55
  hour
• 6:55
  days.
• 6:56
  She's
• 6:56
  unstoppable.
• 6:57
  She's
• 6:57
  been
• 6:57
  on
• 6:57
  a
• 6:58
  study
• 6:58
  through
• 6:58
  Mass
• 6:59
  General
• 6:59
  Brigham
• 7:00
  here
• 7:00
  in
• 7:00
  Boston
• 7:01
  and
• 7:01
  it's
• 7:02
  been
• 7:02
  three
• 7:02
  and
• 7:02
  a
• 7:02
  half
• 7:02
  years
• 7:03
  now.
• 7:03
  The
• 7:03
  cancer's
• 7:04
  in
• 7:04
  check.
• 7:04
  She
• 7:05
  defines
• 7:06
  courage
• 7:06
  and
• 7:06
  grace
• 7:07
  and
• 7:07
  what
• 7:08
  she
• 7:08
  has
• 7:08
  to
• 7:08
  go
• 7:08
  through.
• 7:09
  When
• 7:09
  we
• 7:09
  talk
• 7:09
  about
• 7:10
  estate
• 7:10
  planning
• 7:11
  and
• 7:11
  doing
• 7:11
  things
• 7:11
  like
• 7:12
  healthcare,
• 7:12
  proxies,
• 7:13
  powers
• 7:13
  of
• 7:13
  attorney,
• 7:14
  dealing
• 7:14
  with,
• 7:15
  she's
• 7:15
  living
• 7:15
  it
• 7:16
  every
• 7:16
  day.
• 7:17
  And
• 7:17
  so
• 7:17
  getting
• 7:17
  to
• 7:18
  watch
• 7:18
  her
• 7:19
  really
• 7:19
  gives
• 7:20
  me
• 7:20
  the
• 7:20
  perspective
• 7:21
  I
• 7:21
  need
• 7:22
  to
• 7:22
  lead
• 7:22
  and
• 7:23
  why
• 7:23
  we
• 7:23
  are
• 7:24
  out
• 7:24
  to
• 7:24
  do
• 7:25
  really
• 7:26
  hopefully
• 7:26
  good.
• 7:27
  So
• 7:27
  not
• 7:27
  just
• 7:27
  running
• 7:28
  a
• 7:28
  fantastic
• 7:28
  business
• 7:29
  and
• 7:29
  helping
• 7:30
  families
• 7:30
  across
• 7:31
  the
• 7:31
  U.S.
• 7:31
  but
• 7:32
  in
• 7:32
  those
• 7:32
  moments
• 7:33
  that
• 7:33
  matter
• 7:33
  most.
• 7:34
  That's
• 7:34
  why
• 7:34
  we
• 7:34
  do
• 7:35
  life
• 7:35
  milestones
• 7:36
  that
• 7:36
  has
• 7:36
  driven
• 7:37
  so
• 7:37
  much
• 7:37
  about
• 7:37
  how
• 7:37
  we
• 7:38
  see
• 7:38
  life.
• 7:38
  Because
• 7:38
  it's
• 7:39
  those
• 7:39
  times
• 7:39
  that
• 7:39
  can
• 7:40
  define
• 7:40
  so
• 7:40
  much
• 7:40
  about
• 7:41
  you,
• 7:41
  your
• 7:41
  family
• 7:42
  and
• 7:42
  who
• 7:43
  you
• 7:43
  are,
• 7:43
  who
• 7:44
  those
• 7:44
  around
• 7:44
  you
• 7:45
  you
• 7:45
  want
• 7:45
  to
• 7:45
  help
• 7:45
  them
• 7:45
  be.
• 7:46
  And
• 7:46
  so
• 7:46
  I
• 7:47
  think
• 7:47
  those
• 7:47
  three
• 7:48
  moments
• 7:48
  kind
• 7:48
  of
• 7:48
  encapsulate
• 7:50
  so
• 7:50
  many
• 7:50
  things
• 7:50
  that
• 7:51
  may
• 7:51
  not
• 7:51
  have
• 7:51
  been
• 7:51
  the
• 7:52
  most
• 7:52
  positive
• 7:52
  experiences,
• 7:53
  but
• 7:54
  they're
• 7:54
  things
• 7:54
  that
• 7:55
  you
• 7:55
  can
• 7:55
  turn
• 7:55
  into
• 7:56
  positive
• 7:56
  experiences
• 7:57
  and
• 7:57
  say,
• 7:57
  that
• 7:57
  was
• 7:58
  a
• 7:58
  lesson
• 7:58
  that
• 7:58
  I
• 7:59
  needed
• 7:59
  to
• 7:59
  learn.
• 7:59
  This
• 8:00
  is
• 8:00
  how
• 8:00
  I
• 8:00
  can
• 8:00
  go
• 8:01
  out
• 8:01
  and
• 8:01
  have
• 8:01
  an
• 8:01
  impact.
• 8:04
  Wow.
• 8:05
  These
• 8:05
  are
• 8:05
  three
• 8:05
  great
• 8:06
  stories.
• 8:07
  I
• 8:07
  love
• 8:07
  that.
• 8:07
  You
• 8:08
  start
• 8:08
  with
• 8:08
  a
• 8:08
  story
• 8:09
  about
• 8:09
  a
• 8:10
  teacher
• 8:10
  telling
• 8:10
  me,
• 8:11
  harvard
• 8:11
  is
• 8:11
  not
• 8:12
  open
• 8:12
  to
• 8:12
  you.
• 8:13
  You
• 8:13
  do
• 8:13
  not
• 8:13
  belong.
• 8:14
  And
• 8:14
  you
• 8:15
  just.
• 8:15
  Right
• 8:15
  on
• 8:16
  highway.
• 8:16
  Right.
• 8:17
  It
• 8:17
  was
• 8:17
  an
• 8:18
  invitation
• 8:18
  to
• 8:19
  step
• 8:19
  in
• 8:19
  some.
• 8:20
  Yep,
• 8:21
  that's
• 8:21
  right.
• 8:22
  Amazing.
• 8:23
  And
• 8:23
  that's,
• 8:23
  I
• 8:24
  think,
• 8:24
  for
• 8:24
  all
• 8:24
  of
• 8:24
  us.
• 8:25
  It's
• 8:25
  just
• 8:25
  a
• 8:25
  good
• 8:26
  reminder.
• 8:26
  Nobody
• 8:26
  can
• 8:27
  tell
• 8:27
  us.
• 8:27
  We
• 8:27
  can't.
• 8:28
  Right.
• 8:28
  I
• 8:28
  mean,
• 8:29
  they
• 8:29
  can,
• 8:29
  but
• 8:29
  we
• 8:30
  don't
• 8:30
  have
• 8:30
  to
• 8:30
  register
• 8:30
  it.
• 8:31
  I
• 8:31
  have
• 8:31
  to
• 8:31
  listen.
• 8:31
  To
• 8:32
  go
• 8:32
  through
• 8:32
  a
• 8:33
  time
• 8:33
  in
• 8:33
  your
• 8:34
  life
• 8:34
  in
• 8:34
  your
• 8:35
  mid-30s,
• 8:36
  when
• 8:36
  you're
• 8:37
  falling
• 8:37
  in
• 8:37
  love
• 8:37
  and
• 8:37
  probably
• 8:38
  thinking
• 8:38
  about
• 8:39
  having
• 8:39
  children
• 8:39
  and
• 8:40
  having
• 8:40
  marriage,
• 8:40
  all
• 8:41
  these
• 8:41
  things,
• 8:42
  and
• 8:43
  suddenly
• 8:43
  you
• 8:43
  have
• 8:43
  a
• 8:43
  major
• 8:44
  health
• 8:44
  crisis.
• 8:45
  Yeah.
• 8:45
  I
• 8:46
  mean,
• 8:46
  to
• 8:47
  think
• 8:47
  about
• 8:47
  what
• 8:47
  it's
• 8:47
  like
• 8:47
  to
• 8:48
  not
• 8:48
  be
• 8:48
  able
• 8:48
  to
• 8:48
  walk,
• 8:49
  I
• 8:49
  mean,
• 8:50
  that's
• 8:50
  big.
• 8:50
  That's
• 8:51
  not
• 8:51
  a
• 8:51
  small
• 8:52
  hurdle.
• 8:53
  One
• 8:54
  good
• 8:54
  thing,
• 8:54
  though,
• 8:54
  is
• 8:54
  after
• 8:55
  they
• 8:55
  took
• 8:55
  the
• 8:55
  brain
• 8:56
  tumor
• 8:56
  out,
• 8:56
  the
• 8:56
  hormones
• 8:57
  fixed
• 8:57
  everything.
• 8:58
  My
• 8:58
  husband
• 8:58
  and
• 8:58
  I
• 8:59
  had
• 8:59
  a
• 8:59
  baby
• 8:59
  at
• 8:59
  39,
• 9:00
  and
• 9:01
  it
• 9:01
  only
• 9:02
  took,
• 9:02
  like,
• 9:02
  not
• 9:03
  too
• 9:03
  many
• 9:03
  tries,
• 9:04
  because
• 9:05
  somehow
• 9:06
  it
• 9:06
  fixed
• 9:06
  everything
• 9:07
  that
• 9:07
  had
• 9:07
  ever
• 9:08
  been
• 9:08
  off.
• 9:09
  It
• 9:09
  was
• 9:09
  hard
• 9:09
  to
• 9:09
  see
• 9:10
  the
• 9:11
  miracle
• 9:11
  at
• 9:11
  the
• 9:11
  time
• 9:12
  I
• 9:12
  was
• 9:12
  going
• 9:12
  through
• 9:12
  it,
• 9:13
  but
• 9:13
  now
• 9:13
  every
• 9:14
  time
• 9:14
  I
• 9:14
  see
• 9:14
  my
• 9:14
  son,
• 9:14
  I'm
• 9:15
  like,
• 9:16
  so
• 9:16
  you
• 9:16
  never
• 9:16
  know.
• 9:17
  You
• 9:18
  just
• 9:18
  never
• 9:18
  know.
• 9:18
  I
• 9:19
  have
• 9:19
  a
• 9:19
  mentor
• 9:19
  who
• 9:20
  always
• 9:20
  said,
• 9:20
  life
• 9:21
  is
• 9:21
  either
• 9:21
  happening
• 9:22
  to
• 9:22
  you
• 9:22
  or
• 9:22
  for
• 9:22
  you.
• 9:23
  And
• 9:24
  you're
• 9:24
  so
• 9:24
  an
• 9:25
  example
• 9:25
  of.
• 9:26
  That's
• 9:26
  a
• 9:26
  good
• 9:26
  mentor,
• 9:27
  right?
• 9:28
  Yeah,
• 9:28
  yeah,
• 9:29
  yeah.
• 9:29
  It's.
• 9:30
  Carolyn
• 9:30
  Buckluce
• 9:31
  is
• 9:31
  one
• 9:32
  of
• 9:32
  my
• 9:32
  mentors.
• 9:32
  She
• 9:33
  has
• 9:33
  a
• 9:33
  great
• 9:33
  book
• 9:33
  called
• 9:33
  Epic.
• 9:34
  She
• 9:34
  talks
• 9:35
  about.
• 9:35
  About
• 9:35
  how
• 9:36
  when
• 9:36
  we
• 9:36
  can
• 9:36
  rise
• 9:37
  above.
• 9:37
  You've
• 9:37
  taken
• 9:37
  this
• 9:38
  hard
• 9:38
  experience
• 9:39
  and
• 9:40
  taught
• 9:40
  yourself
• 9:41
  that
• 9:42
  you
• 9:42
  can
• 9:42
  do
• 9:42
  anything,
• 9:43
  even
• 9:43
  when
• 9:44
  it's
• 9:44
  really
• 9:44
  hard.
• 9:45
  Even
• 9:45
  when
• 9:45
  it's
• 9:46
  hard.
• 9:47
  Yeah.
• 9:48
  And
• 9:48
  you
• 9:48
  have
• 9:48
  to
• 9:48
  believe
• 9:48
  in
• 9:49
  yourself.
• 9:49
  My
• 9:49
  parents
• 9:50
  get
• 9:50
  a
• 9:50
  lot
• 9:51
  of
• 9:51
  credit
• 9:51
  for
• 9:51
  doing
• 9:51
  that.
• 9:52
  Right.
• 9:52
  You
• 9:52
  have
• 9:52
  to
• 9:53
  say,
• 9:53
  okay,
• 9:53
  can
• 9:54
  do
• 9:54
  this.
• 9:54
  Then
• 9:54
  you
• 9:54
  go
• 9:54
  out
• 9:54
  and
• 9:54
  you
• 9:55
  meet
• 9:55
  the
• 9:55
  right
• 9:55
  people,
• 9:55
  the
• 9:55
  people
• 9:56
  that
• 9:56
  can
• 9:56
  help
• 9:56
  you,
• 9:56
  that
• 9:57
  can
• 9:57
  get
• 9:57
  there.
• 9:57
  You
• 9:58
  have
• 9:58
  to
• 9:58
  be
• 9:58
  a
• 9:58
  good,
• 9:59
  genuine,
• 10:00
  kind,
• 10:00
  nice
• 10:01
  person.
• 10:01
  I
• 10:01
  found
• 10:02
  that.
• 10:02
  And
• 10:02
  then
• 10:02
  people
• 10:02
  do
• 10:03
  want
• 10:03
  to
• 10:03
  help
• 10:03
  you
• 10:04
  if
• 10:04
  you
• 10:04
  open
• 10:04
  yourself
• 10:05
  up
• 10:05
  to
• 10:05
  that.
• 10:05
  But
• 10:05
  let
• 10:06
  them
• 10:06
  know,
• 10:06
  like,
• 10:06
  this
• 10:06
  is
• 10:06
  how
• 10:07
  I
• 10:07
  need
• 10:07
  help
• 10:07
  to
• 10:07
  get
• 10:07
  where
• 10:07
  I'm
• 10:08
  going.
• 10:08
  Many
• 10:09
  people
• 10:09
  will
• 10:09
  help
• 10:09
  you,
• 10:10
  but
• 10:10
  again,
• 10:10
  you
• 10:10
  have
• 10:11
  to
• 10:11
  have
• 10:11
  the
• 10:11
  resolve
• 10:12
  and
• 10:12
  the
• 10:12
  wherewithal
• 10:13
  It's
• 10:13
  a
• 10:14
  challenge.
• 10:14
  Yeah.
• 10:14
  And
• 10:15
  I
• 10:15
  imagine
• 10:16
  that
• 10:16
  your
• 10:16
  sister's
• 10:17
  endometrial
• 10:18
  cancer.
• 10:19
  I
• 10:19
  mean,
• 10:19
  that's
• 10:19
  a.
• 10:20
  I'm
• 10:21
  imagining
• 10:21
  how
• 10:21
  that's
• 10:22
  transforming
• 10:22
  both
• 10:23
  of
• 10:23
  your
• 10:23
  lives.
• 10:24
  Right.
• 10:25
  Because
• 10:27
  you're
• 10:27
  working
• 10:28
  together
• 10:28
  and
• 10:28
  you're
• 10:29
  continuing
• 10:29
  to
• 10:29
  forge
• 10:29
  forward,
• 10:30
  and
• 10:30
  you're
• 10:30
  getting
• 10:30
  to
• 10:31
  wear
• 10:31
  the
• 10:31
  other
• 10:31
  shoe
• 10:32
  now
• 10:32
  and
• 10:32
  support
• 10:33
  her.
• 10:34
  Oh,
• 10:34
  and
• 10:34
  that's
• 10:35
  so
• 10:35
  true,
• 10:35
  because
• 10:36
  when
• 10:36
  I
• 10:36
  got
• 10:36
  sick,
• 10:37
  she
• 10:37
  actually
• 10:37
  had
• 10:37
  to
• 10:37
  fly
• 10:38
  out
• 10:38
  from
• 10:38
  Illinois
• 10:38
  and
• 10:39
  move
• 10:39
  in
• 10:39
  with
• 10:39
  my
• 10:39
  husband
• 10:39
  and
• 10:40
  I,
• 10:40
  and
• 10:40
  she
• 10:40
  would
• 10:40
  have
• 10:40
  to
• 10:40
  drive
• 10:40
  me
• 10:41
  to
• 10:41
  work
• 10:41
  because
• 10:41
  I
• 10:41
  couldn't
• 10:42
  drive.
• 10:42
  And
• 10:43
  so
• 10:43
  now
• 10:44
  it
• 10:44
  is
• 10:44
  really
• 10:44
  going
• 10:44
  the
• 10:45
  other
• 10:45
  way,
• 10:45
  where
• 10:46
  family
• 10:47
  and
• 10:47
  support
• 10:47
  and
• 10:47
  being
• 10:48
  there
• 10:48
  for
• 10:48
  each
• 10:48
  other
• 10:48
  has
• 10:49
  been
• 10:49
  so
• 10:49
  instrumental
• 10:50
  in
• 10:50
  making
• 10:51
  us
• 10:51
  who
• 10:51
  we
• 10:51
  are.
• 10:52
  But
• 10:52
  as
• 10:52
  Gentrio,
• 10:53
  too,
• 10:54
  it
• 10:54
  really
• 10:54
  drives
• 10:54
  how
• 10:55
  we
• 10:55
  see
• 10:55
  the
• 10:55
  world
• 10:56
  and
• 10:56
  the
• 10:56
  company
• 10:56
  and
• 10:57
  who
• 10:57
  we
• 10:57
  want
• 10:57
  to
• 10:57
  be
• 10:58
  and
• 10:58
  how
• 10:58
  we
• 10:58
  approach
• 10:59
  the
• 10:59
  problems
• 10:59
  we
• 11:00
  want
• 11:00
  to
• 11:00
  help
• 11:00
  solve.
• 11:01
  I
• 11:02
  love
• 11:02
  that.
• 11:02
  And
• 11:03
  we're
• 11:03
  going
• 11:03
  to
• 11:03
  move
• 11:03
  into
• 11:04
  now.
• 11:04
  I
• 11:04
  really
• 11:04
  want
• 11:04
  to
• 11:04
  unpack
• 11:05
  Gentrio
• 11:06
  because
• 11:06
  I
• 11:06
  think
• 11:06
  it's
• 11:06
  such
• 11:06
  an
• 11:06
  important
• 11:07
  company,
• 11:08
  and
• 11:08
  what
• 11:08
  you're
• 11:08
  doing
• 11:09
  is
• 11:09
  so
• 11:10
  important
• 11:10
  for
• 11:11
  all
• 11:11
  of
• 11:11
  us
• 11:12
  and
• 11:13
  myself
• 11:13
  included.
• 11:14
  I
• 11:14
  have
• 11:15
  a
• 11:15
  strong
• 11:15
  belief
• 11:16
  that
• 11:17
  scaling
• 11:18
  a
• 11:18
  company
• 11:20
  is.
• 11:20
  I'm
• 11:21
  not
• 11:21
  going
• 11:21
  to
• 11:21
  say
• 11:21
  it's
• 11:22
  easier,
• 11:23
  but
• 11:24
  we
• 11:24
  find
• 11:25
  deeper
• 11:26
  pockets
• 11:26
  of
• 11:26
  resolve
• 11:28
  when
• 11:28
  we
• 11:28
  have
• 11:28
  a
• 11:29
  higher
• 11:29
  purpose
• 11:30
  and.
• 11:32
  Right.
• 11:32
  And
• 11:32
  I
• 11:32
  feel
• 11:32
  like
• 11:33
  you
• 11:33
  are.
• 11:34
  And
• 11:34
  Gentrio
• 11:35
  is
• 11:35
  such
• 11:35
  a
• 11:36
  powerful
• 11:36
  example
• 11:37
  of
• 11:37
  that.
• 11:37
  And
• 11:37
  it's
• 11:37
  just
• 11:37
  like
• 11:38
  to
• 11:38
  all
• 11:38
  founders,
• 11:38
  I
• 11:39
  always
• 11:39
  hope
• 11:39
  that
• 11:39
  there's
• 11:40
  something
• 11:40
  as
• 11:40
  deep
• 11:41
  as
• 11:42
  what's
• 11:43
  driving
• 11:43
  you.
• 11:45
  So
• 11:45
  tell
• 11:45
  us
• 11:45
  about
• 11:46
  Gentrio
• 11:48
  and
• 11:48
  what
• 11:49
  it
• 11:49
  is,
• 11:49
  who
• 11:49
  it's
• 11:50
  for,
• 11:50
  and
• 11:51
  how
• 11:51
  it
• 11:51
  is
• 11:52
  radically
• 11:52
  different
• 11:54
  than
• 11:54
  everything
• 11:55
  else
• 11:55
  I've
• 11:55
  seen.
• 11:57
  Thank
• 11:57
  you.
• 11:58
  A
• 11:58
  lot
• 11:58
  is
• 11:59
  derived
• 11:59
  from
• 11:59
  our
• 11:59
  experience,
• 12:00
  because
• 12:01
  when
• 12:02
  our
• 12:02
  parents
• 12:02
  were
• 12:03
  thinking
• 12:03
  about
• 12:03
  doing
• 12:03
  estate
• 12:04
  planning,
• 12:04
  Alzheimer's
• 12:05
  ran
• 12:06
  in
• 12:06
  our
• 12:06
  dad's
• 12:06
  family.
• 12:07
  So
• 12:07
  my
• 12:08
  parents
• 12:08
  said,
• 12:08
  we
• 12:09
  want
• 12:09
  to
• 12:09
  make
• 12:09
  sure
• 12:09
  you
• 12:09
  guys
• 12:10
  are
• 12:10
  all
• 12:10
  protected,
• 12:11
  everything's
• 12:11
  taken
• 12:12
  care
• 12:12
  of.
• 12:12
  My
• 12:13
  dad
• 12:13
  always
• 12:13
  wanted
• 12:13
  to
• 12:13
  make
• 12:13
  sure
• 12:14
  my
• 12:14
  mom
• 12:14
  was
• 12:14
  really
• 12:14
  taken
• 12:15
  care
• 12:15
  of.
• 12:15
  And
• 12:16
  they
• 12:16
  went
• 12:16
  and
• 12:17
  they
• 12:17
  had
• 12:17
  to
• 12:17
  pay
• 12:17
  $10,000.
• 12:19
  That
• 12:19
  was
• 12:19
  a
• 12:19
  shock.
• 12:20
  My
• 12:20
  sister
• 12:21
  and
• 12:21
  I
• 12:21
  walked
• 12:21
  out,
• 12:21
  and
• 12:21
  we're
• 12:22
  like,
• 12:22
  okay,
• 12:22
  everybody
• 12:23
  needs
• 12:23
  this.
• 12:23
  We
• 12:23
  didn't
• 12:24
  know
• 12:24
  all
• 12:24
  about
• 12:24
  this
• 12:25
  stuff.
• 12:25
  And
• 12:26
  this
• 12:26
  is
• 12:26
  where,
• 12:26
  even
• 12:26
  after
• 12:27
  I'd
• 12:27
  been
• 12:27
  through
• 12:27
  the
• 12:27
  brain
• 12:28
  tumor
• 12:28
  and
• 12:28
  things
• 12:28
  like
• 12:28
  that,
• 12:29
  it
• 12:29
  was
• 12:29
  like,
• 12:29
  gee,
• 12:30
  I
• 12:30
  was
• 12:30
  37,
• 12:31
  and
• 12:31
  horrible
• 12:31
  things
• 12:32
  just
• 12:32
  happened.
• 12:32
  I
• 12:32
  should
• 12:32
  have
• 12:33
  had
• 12:33
  all
• 12:33
  this.
• 12:34
  When
• 12:34
  we
• 12:34
  learned
• 12:34
  about
• 12:35
  the
• 12:35
  price
• 12:35
  tag,
• 12:35
  we
• 12:35
  were
• 12:36
  like,
• 12:36
  someone
• 12:36
  should
• 12:36
  create
• 12:37
  an
• 12:37
  app
• 12:37
  for
• 12:37
  that.
• 12:38
  And
• 12:38
  then
• 12:38
  we're
• 12:38
  like,
• 12:39
  okay,
• 12:39
  we
• 12:40
  should
• 12:40
  do
• 12:40
  that.
• 12:40
  Because
• 12:41
  my
• 12:41
  sister
• 12:41
  has
• 12:41
  a
• 12:42
  background
• 12:42
  from
• 12:42
  the
• 12:42
  national
• 12:43
  association
• 12:43
  of
• 12:43
  Home
• 12:43
  Care
• 12:44
  and
• 12:44
  Hospice
• 12:45
  and
• 12:45
  watched
• 12:45
  so
• 12:46
  many
• 12:46
  people
• 12:46
  go
• 12:46
  through
• 12:47
  so
• 12:47
  many
• 12:47
  things.
• 12:48
  And
• 12:48
  then
• 12:48
  my
• 12:48
  background
• 12:49
  having
• 12:49
  do
• 12:49
  startups
• 12:50
  and.
• 12:51
  And
• 12:51
  then
• 12:51
  we
• 12:52
  met
• 12:52
  our
• 12:52
  lawyer
• 12:53
  through
• 12:53
  my
• 12:53
  son's
• 12:54
  school.
• 12:54
  And
• 12:54
  she's
• 12:54
  like,
• 12:54
  okay,
• 12:55
  I'll
• 12:55
  do
• 12:55
  this.
• 12:55
  We're
• 12:56
  like,
• 12:56
  oh,
• 12:56
  we
• 12:56
  were
• 12:57
  just
• 12:57
  asking
• 12:57
  if
• 12:57
  you
• 12:57
  knew
• 12:58
  a
• 12:58
  lawyer
• 12:58
  who
• 12:58
  might
• 12:58
  want
• 12:58
  to
• 12:58
  work
• 12:58
  with
• 12:59
  us.
• 12:59
  And
• 12:59
  she's
• 12:59
  like,
• 12:59
  no,
• 12:59
  we
• 13:00
  need
• 13:00
  to
• 13:00
  do
• 13:00
  this.
• 13:01
  Because
• 13:01
  she
• 13:01
  works
• 13:02
  in
• 13:02
  courts
• 13:03
  and
• 13:03
  she
• 13:03
  still
• 13:03
  does
• 13:03
  some
• 13:04
  court
• 13:04
  cases
• 13:04
  to
• 13:05
  stay
• 13:05
  relevant.
• 13:06
  She
• 13:06
  had
• 13:06
  the
• 13:07
  saddest
• 13:07
  stories.
• 13:08
  And
• 13:08
  she's
• 13:08
  like,
• 13:08
  every
• 13:09
  family
• 13:09
  has
• 13:09
  a
• 13:09
  story.
• 13:09
  Just
• 13:10
  go
• 13:10
  ask
• 13:10
  people.
• 13:10
  They
• 13:11
  didn't
• 13:11
  do
• 13:11
  a
• 13:11
  will.
• 13:12
  They
• 13:12
  didn't
• 13:12
  think
• 13:12
  they
• 13:12
  needed
• 13:13
  it,
• 13:13
  they
• 13:13
  couldn't
• 13:13
  afford
• 13:14
  it.
• 13:14
  And
• 13:14
  she's
• 13:15
  like,
• 13:15
  I'm
• 13:15
  in.
• 13:15
  Okay.
• 13:16
  This
• 13:16
  meant
• 13:16
  to
• 13:17
  be.
• 13:17
  We
• 13:17
  talked
• 13:17
  to
• 13:18
  a
• 13:18
  gentleman
• 13:18
  who
• 13:19
  worked
• 13:19
  with
• 13:20
  companies
• 13:20
  over
• 13:21
  20
• 13:21
  years.
• 13:21
  I
• 13:22
  said,
• 13:22
  okay,
• 13:23
  I'm
• 13:23
  in.
• 13:23
  My
• 13:24
  grandmother
• 13:24
  had
• 13:25
  about
• 13:25
  a
• 13:26
  $5,000
• 13:26
  estate.
• 13:27
  She
• 13:27
  didn't
• 13:27
  have
• 13:27
  anything,
• 13:28
  but
• 13:29
  when
• 13:29
  she
• 13:29
  passed
• 13:30
  away,
• 13:30
  she
• 13:30
  didn't
• 13:31
  have
• 13:31
  a
• 13:31
  will.
• 13:32
  All
• 13:32
  these
• 13:32
  people
• 13:32
  started
• 13:33
  calling,
• 13:33
  chasing
• 13:34
  down,
• 13:34
  scaring
• 13:35
  his
• 13:35
  mother.
• 13:36
  So
• 13:36
  sad.
• 13:37
  Like,
• 13:37
  I
• 13:37
  just
• 13:37
  spent
• 13:38
  $10,000
• 13:38
  to
• 13:39
  close
• 13:39
  all
• 13:39
  this
• 13:39
  stuff
• 13:40
  on
• 13:40
  a
• 13:40
  $5,000
• 13:41
  estate.
• 13:42
  If
• 13:42
  we
• 13:42
  can
• 13:42
  make
• 13:42
  this
• 13:42
  affordable
• 13:43
  for
• 13:43
  people
• 13:43
  and
• 13:44
  help
• 13:44
  them
• 13:44
  check
• 13:44
  that
• 13:45
  box.
• 13:46
  I'm
• 13:46
  in.
• 13:46
  And
• 13:47
  so
• 13:47
  then
• 13:47
  what
• 13:47
  we're
• 13:48
  able
• 13:48
  to
• 13:48
  do
• 13:48
  is
• 13:48
  all
• 13:48
  come
• 13:49
  together.
• 13:49
  Dad
• 13:50
  then
• 13:50
  developed
• 13:50
  Alzheimer's.
• 13:51
  It
• 13:51
  was
• 13:52
  so
• 13:52
  sad.
• 13:53
  And
• 13:53
  we
• 13:54
  didn't
• 13:54
  know
• 13:54
  things.
• 13:54
  Like,
• 13:54
  every
• 13:55
  two
• 13:55
  years,
• 13:55
  healthcare
• 13:56
  practices
• 13:56
  need
• 13:56
  to
• 13:56
  be
• 13:57
  updated.
• 13:57
  You
• 13:58
  need
• 13:58
  to
• 13:58
  not
• 13:58
  carry
• 13:59
  around
• 13:59
  a
• 13:59
  post
• 13:59
  it
• 14:00
  note
• 14:00
  in
• 14:00
  your
• 14:00
  purse.
• 14:00
  Mom.
• 14:01
  It
• 14:01
  was
• 14:01
  my
• 14:01
  dad's
• 14:02
  medication
• 14:02
  list,
• 14:02
  everything.
• 14:03
  And
• 14:03
  she
• 14:03
  was
• 14:04
  always
• 14:04
  in
• 14:04
  tears.
• 14:04
  I
• 14:04
  was
• 14:04
  always
• 14:05
  sad.
• 14:05
  And
• 14:06
  so
• 14:06
  we
• 14:07
  started
• 14:07
  doing
• 14:08
  customer
• 14:08
  testing
• 14:09
  and
• 14:09
  realizing
• 14:10
  that
• 14:10
  so
• 14:10
  many
• 14:11
  people
• 14:11
  are
• 14:11
  going
• 14:12
  through
• 14:12
  this
• 14:12
  as
• 14:13
  well,
• 14:13
  that
• 14:13
  it
• 14:14
  isn't
• 14:14
  a
• 14:14
  one
• 14:14
  and
• 14:14
  done
• 14:15
  thing
• 14:15
  where
• 14:15
  you
• 14:15
  get
• 14:15
  a
• 14:15
  special
• 14:15
  folder
• 14:16
  and
• 14:16
  stick
• 14:16
  it
• 14:16
  in
• 14:16
  a
• 14:17
  filing
• 14:17
  case.
• 14:17
  Like,
• 14:17
  this
• 14:18
  is
• 14:18
  life.
• 14:18
  This
• 14:19
  is
• 14:19
  these
• 14:19
  crazy
• 14:20
  times
• 14:20
  when
• 14:20
  you
• 14:20
  need
• 14:20
  to
• 14:20
  put
• 14:20
  all
• 14:21
  the
• 14:21
  stuff
• 14:21
  together.
• 14:22
  So
• 14:22
  that's
• 14:22
  where
• 14:22
  we
• 14:23
  help
• 14:23
  with
• 14:23
  the
• 14:23
  estate
• 14:24
  planning
• 14:24
  we
• 14:24
  do
• 14:24
  with
• 14:25
  the
• 14:25
  digital
• 14:25
  vaults.
• 14:25
  Everything's
• 14:26
  just
• 14:26
  a
• 14:26
  few
• 14:26
  clicks
• 14:27
  away.
• 14:27
  And
• 14:28
  then
• 14:28
  you
• 14:28
  share
• 14:28
  it
• 14:28
  with
• 14:28
  your
• 14:29
  friends
• 14:29
  and
• 14:29
  family,
• 14:29
  whatever
• 14:30
  you
• 14:30
  choose.
• 14:30
  That
• 14:30
  way,
• 14:31
  when
• 14:31
  my
• 14:31
  mom
• 14:31
  has
• 14:32
  something
• 14:32
  happen,
• 14:33
  even
• 14:33
  though
• 14:33
  I'm
• 14:33
  in
• 14:33
  Boston
• 14:34
  and
• 14:34
  she's
• 14:34
  in
• 14:35
  Illinois,
• 14:35
  I
• 14:36
  now
• 14:36
  have
• 14:36
  her
• 14:36
  doctor's
• 14:37
  information,
• 14:37
  her
• 14:38
  medical
• 14:38
  information.
• 14:38
  I
• 14:39
  have
• 14:39
  her
• 14:39
  healthcare
• 14:39
  proxy.
• 14:40
  I
• 14:40
  have
• 14:40
  all
• 14:40
  that
• 14:41
  information
• 14:41
  there.
• 14:42
  Because
• 14:42
  we
• 14:42
  learned
• 14:43
  from
• 14:43
  when
• 14:43
  our
• 14:44
  dad
• 14:44
  had
• 14:44
  all
• 14:44
  this
• 14:44
  happen,
• 14:45
  no
• 14:45
  one
• 14:45
  knew
• 14:46
  where
• 14:46
  anything
• 14:46
  was.
• 14:47
  Everything
• 14:47
  was
• 14:48
  all
• 14:48
  over.
• 14:48
  We
• 14:48
  couldn't.
• 14:50
  We
• 14:50
  were
• 14:51
  saying
• 14:51
  it
• 14:51
  was
• 14:51
  words
• 14:52
  and
• 14:52
  stuff.
• 14:52
  Right.
• 14:53
  Like
• 14:54
  the
• 14:54
  digital
• 14:54
  estate
• 14:54
  planning
• 14:55
  stuff.
• 14:55
  We
• 14:55
  helped.
• 14:56
  Yeah.
• 14:56
  So
• 14:56
  that's
• 14:57
  where
• 14:57
  we
• 14:57
  decided,
• 14:57
  okay,
• 14:58
  we
• 14:58
  need
• 14:58
  to
• 14:58
  be
• 14:58
  the
• 14:59
  practical
• 14:59
  people
• 14:59
  out
• 15:00
  there
• 15:00
  that
• 15:01
  are
• 15:01
  going
• 15:01
  to
• 15:01
  help
• 15:01
  people.
• 15:01
  Because
• 15:02
  once
• 15:02
  you've
• 15:02
  lived
• 15:02
  it,
• 15:04
  you
• 15:04
  know,
• 15:04
  it's
• 15:04
  a
• 15:04
  different
• 15:05
  experience
• 15:05
  than
• 15:05
  just
• 15:05
  getting
• 15:06
  online
• 15:06
  and
• 15:06
  being
• 15:06
  like,
• 15:07
  ta
• 15:07
  da
• 15:07
  done.
• 15:08
  That's
• 15:08
  not
• 15:08
  how
• 15:08
  life
• 15:09
  works.
• 15:09
  Oh,
• 15:10
  yeah.
• 15:10
  I
• 15:10
  think
• 15:10
  it
• 15:10
  was
• 15:11
  Gita
• 15:11
  who
• 15:11
  introduced
• 15:12
  me
• 15:12
  to
• 15:12
  you.
• 15:12
  Is
• 15:12
  that
• 15:12
  right?
• 15:13
  It
• 15:13
  was
• 15:13
  Gita.
• 15:14
  I
• 15:14
  think
• 15:14
  it
• 15:14
  was
• 15:15
  through
• 15:15
  how
• 15:15
  women
• 15:15
  lead.
• 15:16
  When
• 15:16
  I
• 15:16
  checked
• 15:17
  out
• 15:17
  what
• 15:17
  you
• 15:17
  were
• 15:18
  up
• 15:18
  to,
• 15:18
  Renee,
• 15:19
  my
• 15:19
  jaw
• 15:19
  dropped
• 15:20
  because
• 15:21
  I
• 15:22
  did
• 15:22
  a
• 15:22
  will
• 15:23
  about
• 15:24
  10
• 15:24
  years
• 15:24
  ago
• 15:24
  that
• 15:25
  it
• 15:25
  needs
• 15:25
  to
• 15:25
  be,
• 15:25
  really
• 15:26
  needs
• 15:26
  terribly
• 15:26
  to
• 15:27
  be
• 15:27
  revised.
• 15:28
  And
• 15:28
  it
• 15:28
  cost
• 15:29
  us
• 15:29
  $10,000
• 15:30
  as
• 15:30
  well.
• 15:31
  And,
• 15:31
  you
• 15:32
  know,
• 15:32
  I
• 15:32
  was
• 15:32
  expecting.
• 15:33
  We've
• 15:33
  been
• 15:34
  talking
• 15:34
  about
• 15:34
  how
• 15:35
  my
• 15:35
  husband
• 15:35
  and
• 15:35
  I
• 15:35
  really
• 15:36
  need
• 15:36
  to
• 15:36
  do
• 15:36
  one
• 15:36
  because
• 15:37
  our
• 15:37
  lives
• 15:37
  have
• 15:37
  changed
• 15:38
  so
• 15:38
  much
• 15:38
  in
• 15:38
  10
• 15:38
  years
• 15:39
  and
• 15:39
  our
• 15:39
  assets
• 15:40
  have
• 15:40
  changed
• 15:40
  and
• 15:41
  all
• 15:41
  the
• 15:41
  things,
• 15:42
  right.
• 15:42
  And
• 15:42
  we
• 15:43
  have
• 15:43
  a
• 15:43
  special
• 15:43
  needs
• 15:44
  adult
• 15:45
  and,
• 15:45
  you
• 15:45
  know,
• 15:45
  like,
• 15:46
  all
• 15:46
  the
• 15:46
  things.
• 15:47
  And
• 15:48
  when
• 15:48
  I
• 15:48
  saw
• 15:49
  that
• 15:49
  people
• 15:50
  could
• 15:50
  get
• 15:50
  online
• 15:50
  and
• 15:51
  do
• 15:51
  some
• 15:51
  of
• 15:51
  this
• 15:52
  stuff
• 15:52
  for
• 15:52
  as
• 15:52
  little
• 15:53
  as
• 15:53
  $150,
• 15:56
  I
• 15:56
  just
• 15:56
  couldn't
• 15:56
  believe
• 15:57
  it.
• 15:57
  Right.
• 15:57
  And
• 15:58
  so
• 15:59
  tell
• 15:59
  us
• 16:00
  about
• 16:00
  this
• 16:01
  and
• 16:01
  what
• 16:02
  you're
• 16:02
  offering.
• 16:04
  It's
• 16:04
  a
• 16:04
  lot
• 16:04
  like
• 16:04
  TurboTax.
• 16:05
  People
• 16:05
  ask,
• 16:06
  how
• 16:06
  can
• 16:06
  you
• 16:06
  do
• 16:06
  it
• 16:06
  so
• 16:06
  affordably?
• 16:07
  But
• 16:07
  it's
• 16:07
  softer.
• 16:08
  And
• 16:08
  the
• 16:08
  reason
• 16:08
  we
• 16:08
  can
• 16:09
  do
• 16:09
  it
• 16:09
  so
• 16:09
  affordably
• 16:09
  is
• 16:10
  that
• 16:10
  if
• 16:10
  you
• 16:10
  create
• 16:10
  the
• 16:11
  software,
• 16:11
  it
• 16:12
  makes
• 16:12
  it
• 16:12
  super
• 16:12
  affordable
• 16:13
  for
• 16:13
  everyone
• 16:14
  to
• 16:14
  be
• 16:14
  able
• 16:14
  to
• 16:14
  do
• 16:15
  this.
• 16:15
  And
• 16:16
  then
• 16:16
  what
• 16:16
  we've
• 16:16
  done
• 16:16
  is
• 16:17
  we
• 16:17
  help
• 16:17
  people
• 16:17
  answer
• 16:18
  the
• 16:18
  questions
• 16:18
  that
• 16:19
  are
• 16:19
  specific
• 16:19
  to
• 16:19
  their
• 16:20
  lives
• 16:20
  because
• 16:20
  we
• 16:20
  each
• 16:21
  have
• 16:21
  different
• 16:21
  things.
• 16:21
  The
• 16:22
  number
• 16:22
  one
• 16:22
  thing
• 16:22
  is
• 16:23
  we
• 16:23
  need
• 16:23
  to
• 16:23
  know
• 16:23
  what
• 16:24
  state
• 16:24
  you
• 16:24
  are
• 16:24
  in
• 16:24
  because
• 16:25
  the
• 16:25
  laws
• 16:26
  of
• 16:26
  estate
• 16:26
  planning
• 16:27
  are
• 16:27
  dictated
• 16:27
  by
• 16:28
  whatever
• 16:28
  state
• 16:28
  you
• 16:28
  live
• 16:29
  in.
• 16:29
  And
• 16:29
  so
• 16:30
  for
• 16:30
  anyone
• 16:30
  out
• 16:30
  there
• 16:30
  that's
• 16:31
  thinking
• 16:31
  about
• 16:31
  doing
• 16:31
  estate
• 16:32
  planning
• 16:32
  and
• 16:32
  looking
• 16:32
  online,
• 16:33
  there
• 16:33
  have
• 16:33
  been
• 16:33
  things
• 16:34
  that
• 16:34
  have
• 16:34
  popped
• 16:34
  up.
• 16:34
  Whether
• 16:35
  it's
• 16:35
  free,
• 16:35
  this
• 16:35
  or
• 16:36
  that.
• 16:36
  You
• 16:36
  need
• 16:37
  stuff
• 16:37
  created
• 16:37
  by
• 16:38
  lawyers,
• 16:38
  which
• 16:38
  we
• 16:39
  did,
• 16:39
  and
• 16:39
  you
• 16:39
  need
• 16:40
  it
• 16:40
  to
• 16:40
  be
• 16:40
  state
• 16:40
  and
• 16:41
  document
• 16:41
  specific.
• 16:42
  Because
• 16:43
  what's
• 16:43
  interesting
• 16:43
  is
• 16:44
  that
• 16:45
  you
• 16:45
  can
• 16:45
  say
• 16:46
  a
• 16:46
  lot
• 16:46
  of
• 16:46
  stuff,
• 16:46
  but
• 16:46
  if
• 16:47
  it's
• 16:47
  not
• 16:47
  done
• 16:47
  correctly,
• 16:48
  it
• 16:49
  won't
• 16:49
  count.
• 16:50
  And
• 16:50
  so
• 16:50
  this
• 16:50
  is
• 16:51
  where
• 16:51
  we've
• 16:51
  spent
• 16:52
  so
• 16:52
  much.
• 16:52
  It
• 16:52
  took
• 16:52
  us
• 16:53
  two
• 16:53
  years
• 16:53
  to
• 16:53
  build
• 16:53
  everything
• 16:54
  out.
• 16:54
  Now
• 16:55
  people
• 16:55
  are
• 16:55
  like,
• 16:55
  oh,
• 16:55
  I'm
• 16:56
  going
• 16:56
  to
• 16:56
  go
• 16:56
  on
• 16:56
  ChatGPT
• 16:57
  and
• 16:57
  use
• 16:57
  AI.
• 16:58
  And
• 16:58
  we're
• 16:58
  like,
• 16:58
  no,
• 16:58
  you
• 16:59
  are
• 16:59
  not.
• 16:59
  Because
• 17:00
  we've
• 17:01
  tested
• 17:01
  things
• 17:02
  and
• 17:02
  it
• 17:02
  makes
• 17:02
  stuff
• 17:03
  up
• 17:03
  because
• 17:03
  it
• 17:03
  wants
• 17:03
  to
• 17:04
  sound
• 17:04
  good
• 17:04
  and
• 17:05
  it
• 17:05
  sounds
• 17:05
  like
• 17:05
  it
• 17:06
  knows
• 17:06
  what
• 17:06
  it's
• 17:06
  doing,
• 17:07
  right?
• 17:07
  And
• 17:07
  people
• 17:07
  are
• 17:07
  like,
• 17:08
  ta
• 17:08
  da,
• 17:08
  I've
• 17:08
  got
• 17:08
  this.
• 17:09
  And
• 17:09
  we're
• 17:09
  like,
• 17:10
  no,
• 17:10
  not
• 17:10
  ta
• 17:11
  da.
• 17:11
  Ta
• 17:11
  da
• 17:11
  means
• 17:12
  that
• 17:12
  your
• 17:13
  family's
• 17:13
  going
• 17:13
  to
• 17:13
  be
• 17:13
  left
• 17:14
  in
• 17:14
  a
• 17:14
  lurch
• 17:14
  when
• 17:14
  things
• 17:15
  happen
• 17:15
  and
• 17:15
  things
• 17:16
  aren't
• 17:16
  there.
• 17:17
  So
• 17:18
  number
• 17:18
  one,
• 17:18
  you
• 17:19
  have
• 17:19
  to
• 17:19
  spend
• 17:19
  a
• 17:19
  ton
• 17:19
  of
• 17:20
  time
• 17:20
  getting
• 17:20
  things
• 17:21
  right
• 17:21
  and
• 17:22
  putting
• 17:22
  it
• 17:22
  into
• 17:23
  the
• 17:23
  construct
• 17:23
  that
• 17:24
  people
• 17:24
  can
• 17:24
  use
• 17:24
  that's
• 17:25
  specific
• 17:25
  to
• 17:25
  them,
• 17:26
  their
• 17:26
  situations
• 17:27
  and
• 17:27
  their
• 17:28
  state.
• 17:28
  And
• 17:28
  that's
• 17:29
  something
• 17:29
  really
• 17:30
  we've
• 17:30
  worked
• 17:31
  hard
• 17:31
  on
• 17:31
  and
• 17:31
  is
• 17:32
  unique
• 17:32
  to.
• 17:32
  All
• 17:32
  done.
• 17:34
  It's
• 17:35
  huge.
• 17:35
  And
• 17:35
  those
• 17:35
  rules
• 17:36
  change
• 17:36
  too,
• 17:37
  right?
• 17:37
  Part
• 17:38
  of
• 17:38
  your
• 17:39
  role
• 17:40
  and
• 17:40
  the
• 17:40
  work
• 17:41
  that
• 17:41
  you
• 17:41
  must
• 17:41
  do
• 17:42
  is
• 17:42
  be
• 17:43
  out
• 17:43
  there
• 17:43
  in
• 17:43
  all
• 17:43
  the
• 17:43
  states
• 17:44
  figuring
• 17:44
  out
• 17:44
  what's
• 17:45
  changing
• 17:45
  and
• 17:45
  updating
• 17:46
  yourself.
• 17:46
  18
• 17:47
  I
• 17:47
  think
• 17:47
  it
• 17:47
  was
• 17:47
  New
• 17:47
  York.
• 17:48
  They
• 17:48
  changed
• 17:48
  their
• 17:49
  trust
• 17:49
  laws
• 17:49
  like
• 17:49
  two
• 17:49
  or
• 17:50
  three
• 17:50
  times
• 17:50
  in
• 17:50
  18
• 17:51
  months
• 17:51
  just
• 17:51
  because
• 17:52
  this
• 17:53
  looks
• 17:53
  good,
• 17:53
  this
• 17:53
  looks
• 17:53
  good,
• 17:54
  we'll
• 17:54
  change
• 17:54
  this.
• 17:54
  And
• 17:55
  it's
• 17:55
  always
• 17:55
  I
• 17:55
  let
• 17:56
  people
• 17:56
  know
• 17:56
  probably
• 17:56
  their
• 17:57
  documents
• 17:57
  are
• 17:58
  grandfathered
• 17:58
  in.
• 17:59
  But
• 17:59
  you
• 17:59
  do
• 17:59
  want
• 17:59
  to
• 17:59
  know
• 18:00
  about
• 18:00
  some
• 18:00
  of
• 18:00
  those
• 18:00
  changes
• 18:01
  because
• 18:01
  they
• 18:01
  might
• 18:01
  benefit
• 18:02
  and
• 18:03
  you
• 18:03
  might
• 18:03
  want
• 18:03
  to
• 18:03
  keep
• 18:04
  things
• 18:04
  updated.
• 18:05
  And
• 18:05
  so
• 18:05
  that's
• 18:06
  where
• 18:06
  again
• 18:06
  you
• 18:07
  are
• 18:07
  spot
• 18:07
  on
• 18:07
  that
• 18:07
  things
• 18:08
  do
• 18:08
  change.
• 18:08
  And
• 18:09
  you
• 18:09
  can't
• 18:09
  assume
• 18:09
  that
• 18:10
  something
• 18:10
  you
• 18:10
  did
• 18:10
  10
• 18:11
  years
• 18:11
  ago
• 18:12
  or
• 18:12
  even
• 18:13
  one
• 18:13
  thing
• 18:13
  too
• 18:13
  that
• 18:13
  people
• 18:14
  don't
• 18:14
  think
• 18:14
  is
• 18:14
  that
• 18:15
  you
• 18:15
  can
• 18:15
  do
• 18:15
  a
• 18:15
  will
• 18:16
  in
• 18:16
  maybe
• 18:16
  Virginia
• 18:17
  and
• 18:17
  then
• 18:17
  you
• 18:17
  move
• 18:17
  to
• 18:17
  Nebraska
• 18:19
  and
• 18:19
  it
• 18:19
  might
• 18:19
  still
• 18:20
  be
• 18:20
  good
• 18:20
  but
• 18:21
  you
• 18:21
  should
• 18:21
  probably
• 18:22
  think
• 18:22
  about
• 18:22
  it
• 18:22
  because
• 18:23
  Nebraska
• 18:23
  may
• 18:23
  has
• 18:24
  different
• 18:24
  laws.
• 18:25
  And
• 18:25
  so
• 18:25
  this
• 18:25
  is
• 18:26
  the
• 18:26
  people.
• 18:27
  It's
• 18:27
  not
• 18:27
  one
• 18:27
  and
• 18:28
  done.
• 18:28
  It
• 18:29
  really
• 18:29
  is
• 18:29
  something
• 18:29
  that
• 18:29
  needs
• 18:30
  to
• 18:30
  stay
• 18:30
  with
• 18:30
  you
• 18:30
  across
• 18:31
  your
• 18:31
  lives.
• 18:31
  The
• 18:31
  story
• 18:32
  we
• 18:32
  hear
• 18:32
  a
• 18:32
  lot
• 18:32
  is
• 18:33
  oh,
• 18:33
  I
• 18:33
  created
• 18:34
  my
• 18:34
  will
• 18:34
  when
• 18:34
  my
• 18:34
  children
• 18:35
  were
• 18:35
  born,
• 18:35
  but
• 18:35
  this,
• 18:35
  they're
• 18:36
  26
• 18:36
  now,
• 18:36
  they're
• 18:37
  27.
• 18:37
  We're
• 18:38
  like,
• 18:38
  okay,
• 18:38
  they're
• 18:38
  adults
• 18:39
  now.
• 18:39
  Well,
• 18:39
  it's
• 18:39
  great
• 18:40
  you
• 18:40
  don't
• 18:40
  still
• 18:41
  need
• 18:41
  the
• 18:41
  guardianship
• 18:42
  protection
• 18:42
  and
• 18:42
  things
• 18:43
  like
• 18:43
  that
• 18:43
  because
• 18:43
  your
• 18:44
  aunt's
• 18:44
  really
• 18:44
  not
• 18:44
  going
• 18:45
  to
• 18:45
  need
• 18:45
  to
• 18:45
  adopt
• 18:45
  you
• 18:45
  as
• 18:46
  a
• 18:46
  28
• 18:46
  year
• 18:46
  old.
• 18:48
  And
• 18:48
  so
• 18:48
  it's
• 18:48
  making
• 18:49
  those
• 18:49
  type
• 18:50
  of
• 18:50
  life
• 18:50
  inflection
• 18:51
  points
• 18:51
  that
• 18:51
  we
• 18:51
  built
• 18:52
  in
• 18:52
  Gentrio
• 18:52
  that
• 18:53
  help
• 18:53
  us
• 18:53
  be
• 18:53
  unique
• 18:54
  and
• 18:54
  meeting
• 18:54
  people
• 18:54
  where
• 18:55
  they're
• 18:55
  at
• 18:55
  and
• 18:56
  kind
• 18:56
  of
• 18:56
  where
• 18:56
  they
• 18:56
  want
• 18:56
  to
• 18:56
  get
• 18:57
  to.
• 18:57
  Like
• 18:57
  we
• 18:57
  put
• 18:58
  in
• 18:58
  things
• 18:58
  about
• 18:58
  caring
• 18:58
  for
• 18:59
  aging
• 18:59
  parents
• 18:59
  because
• 19:00
  we
• 19:00
  have
• 19:00
  no
• 19:00
  idea
• 19:01
  what
• 19:01
  to
• 19:01
  do.
• 19:02
  Like
• 19:02
  my
• 19:02
  dad,
• 19:02
  all
• 19:02
  of
• 19:02
  a
• 19:03
  sudden
• 19:03
  he
• 19:03
  was
• 19:03
  a
• 19:04
  middle
• 19:04
  of
• 19:04
  America
• 19:04
  hometown
• 19:05
  banker,
• 19:05
  knew
• 19:06
  all
• 19:06
  this
• 19:06
  stuff.
• 19:07
  And
• 19:07
  then
• 19:07
  all
• 19:07
  of
• 19:07
  a
• 19:07
  sudden
• 19:07
  we
• 19:07
  were
• 19:08
  the
• 19:08
  caregivers.
• 19:09
  And
• 19:09
  what
• 19:10
  do
• 19:10
  you
• 19:10
  need
• 19:10
  to
• 19:10
  know
• 19:10
  when
• 19:11
  you
• 19:11
  turn
• 19:11
  65?
• 19:12
  Medicare
• 19:12
  comes
• 19:12
  into
• 19:13
  play.
• 19:13
  We
• 19:13
  try
• 19:13
  to
• 19:13
  help
• 19:14
  people
• 19:14
  with
• 19:14
  all
• 19:14
  those
• 19:15
  big
• 19:15
  life
• 19:15
  inflection
• 19:16
  points
• 19:16
  around
• 19:16
  what
• 19:17
  are
• 19:17
  the
• 19:17
  things
• 19:17
  they
• 19:18
  need
• 19:18
  to
• 19:18
  do
• 19:18
  and
• 19:19
  we
• 19:19
  help
• 19:19
  them
• 19:19
  get
• 19:19
  to
• 19:19
  some
• 19:20
  of
• 19:20
  our
• 19:20
  partners
• 19:20
  that
• 19:20
  help
• 19:21
  during
• 19:21
  those
• 19:21
  life
• 19:22
  inflection
• 19:22
  points
• 19:23
  because
• 19:23
  that's
• 19:23
  where
• 19:23
  people
• 19:24
  need
• 19:24
  to
• 19:24
  take
• 19:24
  action
• 19:25
  and
• 19:25
  do
• 19:25
  stuff.
• 19:26
  Totally.
• 19:27
  Oh,
• 19:27
  my
• 19:28
  gosh.
• 19:28
  And
• 19:28
  what
• 19:29
  I
• 19:29
  love
• 19:29
  is
• 19:29
  that
• 19:29
  you've
• 19:29
  made
• 19:30
  it
• 19:30
  so
• 19:30
  easy
• 19:30
  for
• 19:30
  people
• 19:31
  to
• 19:31
  just
• 19:31
  do
• 19:31
  it
• 19:32
  rather
• 19:32
  than
• 19:33
  look
• 19:33
  for
• 19:33
  that
• 19:33
  estate
• 19:34
  attorney
• 19:34
  and
• 19:35
  have
• 19:35
  sticker
• 19:36
  shock
• 19:36
  and
• 19:37
  all
• 19:37
  the
• 19:37
  things.
• 19:38
  One
• 19:38
  of
• 19:38
  the
• 19:38
  things
• 19:38
  I'd
• 19:39
  love
• 19:39
  to
• 19:39
  learn
• 19:39
  about
• 19:40
  is.
• 19:40
  So
• 19:41
  I
• 19:41
  read
• 19:41
  that
• 19:41
  you
• 19:42
  have
• 19:42
  already
• 19:42
  created
• 19:43
  all
• 19:43
  of
• 19:43
  these
• 19:43
  partnerships.
• 19:44
  What
• 19:45
  has
• 19:45
  been
• 19:45
  your
• 19:46
  approach
• 19:46
  to
• 19:47
  growth?
• 19:47
  When
• 19:47
  did
• 19:47
  you
• 19:47
  start
• 19:48
  Gentrio?
• 19:49
  It
• 19:49
  took
• 19:49
  a
• 19:49
  while
• 19:50
  before
• 19:50
  you
• 19:50
  could.
• 19:50
  And
• 19:51
  then
• 19:51
  we
• 19:51
  had
• 19:51
  to
• 19:51
  build
• 19:51
  it
• 19:51
  out,
• 19:52
  so
• 19:52
  we
• 19:52
  didn't
• 19:52
  really
• 19:52
  launch
• 19:53
  until
• 19:53
  2020.
• 19:54
  And
• 19:54
  so
• 19:54
  what
• 19:55
  has
• 19:55
  your
• 19:56
  approach
• 19:57
  to
• 19:57
  growth
• 19:58
  been
• 20:00
  since
• 20:00
  you
• 20:01
  started
• 20:01
  in
• 20:01
  2020?
• 20:02
  When
• 20:03
  we
• 20:03
  first
• 20:03
  started,
• 20:03
  we
• 20:04
  did
• 20:04
  some
• 20:04
  more
• 20:04
  B2C,
• 20:05
  like
• 20:06
  going
• 20:06
  direct
• 20:06
  to
• 20:06
  consumers.
• 20:07
  But
• 20:07
  we
• 20:07
  quickly
• 20:08
  realized
• 20:08
  that
• 20:09
  the
• 20:09
  B2B
• 20:10
  partnership
• 20:11
  opportunities
• 20:12
  were
• 20:12
  much
• 20:12
  stronger.
• 20:13
  When
• 20:13
  you
• 20:13
  said
• 20:14
  earlier,
• 20:14
  we
• 20:14
  work
• 20:14
  with
• 20:14
  a
• 20:14
  hundred
• 20:15
  credit
• 20:15
  unions.
• 20:15
  They've
• 20:16
  been
• 20:16
  an
• 20:17
  amazing
• 20:17
  source
• 20:18
  of
• 20:18
  telling
• 20:18
  people,
• 20:19
  like,
• 20:19
  we've
• 20:19
  selected
• 20:20
  Gentrio.
• 20:20
  This
• 20:21
  is
• 20:21
  a
• 20:21
  tool
• 20:21
  you
• 20:21
  should
• 20:21
  use.
• 20:21
  And
• 20:22
  we
• 20:22
  don't
• 20:22
  have
• 20:22
  any
• 20:22
  setup
• 20:23
  costs
• 20:23
  for
• 20:23
  them.
• 20:24
  Now
• 20:24
  we've
• 20:24
  made
• 20:24
  estate
• 20:25
  planning
• 20:25
  super
• 20:25
  affordable
• 20:26
  to
• 20:26
  their
• 20:26
  members.
• 20:27
  For
• 20:27
  some
• 20:27
  of
• 20:27
  our
• 20:27
  competitors
• 20:28
  are
• 20:28
  like,
• 20:28
  will
• 20:28
  you
• 20:28
  pay
• 20:29
  us
• 20:29
  and
• 20:29
  you
• 20:30
  don't
• 20:30
  get
• 20:30
  the
• 20:30
  money
• 20:30
  back?
• 20:31
  Like,
• 20:31
  no.
• 20:31
  Look,
• 20:32
  we're
• 20:32
  going
• 20:32
  to
• 20:32
  just
• 20:32
  get
• 20:32
  out
• 20:33
  there
• 20:33
  and
• 20:33
  we
• 20:33
  want
• 20:33
  to
• 20:33
  educate
• 20:34
  your
• 20:34
  members
• 20:34
  because
• 20:35
  sometimes
• 20:35
  this
• 20:35
  takes
• 20:36
  a
• 20:36
  while
• 20:36
  before
• 20:36
  you
• 20:36
  can
• 20:36
  convince
• 20:37
  people
• 20:37
  and
• 20:37
  kick
• 20:37
  them
• 20:37
  in
• 20:38
  the
• 20:38
  seat
• 20:38
  of
• 20:38
  the
• 20:38
  pants
• 20:38
  to
• 20:38
  get
• 20:39
  going
• 20:39
  on
• 20:39
  this
• 20:39
  stuff.
• 20:40
  But
• 20:40
  we
• 20:40
  want
• 20:40
  to
• 20:40
  help
• 20:41
  people
• 20:41
  and
• 20:41
  we
• 20:41
  want
• 20:42
  to
• 20:42
  be
• 20:42
  there
• 20:42
  across
• 20:43
  their
• 20:43
  lives
• 20:43
  for
• 20:43
  them.
• 20:44
  So
• 20:44
  this
• 20:44
  is
• 20:45
  where
• 20:45
  the
• 20:45
  B2
• 20:46
  B2C
• 20:46
  model
• 20:47
  works
• 20:47
  really
• 20:47
  well
• 20:48
  for
• 20:48
  us
• 20:49
  because
• 20:49
  they
• 20:49
  can
• 20:50
  influence
• 20:50
  their
• 20:50
  customers
• 20:51
  and
• 20:51
  say,
• 20:51
  okay,
• 20:52
  we
• 20:52
  vetted
• 20:52
  Gentrio.
• 20:54
  Let's
• 20:54
  go
• 20:54
  do
• 20:54
  this.
• 20:55
  That's
• 20:55
  amazing.
• 20:56
  And
• 20:56
  that's
• 20:56
  the
• 20:56
  philosophy.
• 20:57
  That's
• 20:57
  the
• 20:57
  growth
• 20:57
  strategy.
• 20:58
  We
• 20:58
  work
• 20:58
  with
• 20:58
  fantastic
• 20:59
  partners
• 20:59
  across
• 21:00
  there.
• 21:00
  And
• 21:00
  this
• 21:01
  is
• 21:01
  where
• 21:01
  employer
• 21:02
  benefit
• 21:03
  providers
• 21:03
  and
• 21:04
  across
• 21:04
  the
• 21:04
  US
• 21:05
  we
• 21:05
  have
• 21:05
  fantastic
• 21:07
  partners.
• 21:07
  And
• 21:08
  it's
• 21:08
  kind
• 21:08
  of
• 21:08
  interesting
• 21:09
  where
• 21:09
  sometimes
• 21:10
  people
• 21:10
  come
• 21:10
  out,
• 21:11
  you
• 21:11
  don't
• 21:11
  understand.
• 21:13
  It's
• 21:14
  something
• 21:14
  that
• 21:14
  touches
• 21:15
  so
• 21:15
  many
• 21:15
  lives
• 21:15
  in
• 21:15
  different
• 21:16
  places.
• 21:17
  Some
• 21:17
  of
• 21:17
  our
• 21:17
  partners
• 21:17
  will
• 21:18
  come
• 21:18
  and
• 21:18
  say,
• 21:18
  I'm
• 21:18
  doing
• 21:19
  Medicare
• 21:20
  planning
• 21:20
  or
• 21:20
  working
• 21:21
  with
• 21:21
  my
• 21:22
  seniors.
• 21:22
  Can
• 21:22
  I
• 21:22
  come
• 21:23
  do
• 21:23
  this?
• 21:23
  Yep.
• 21:24
  And
• 21:24
  then
• 21:24
  another
• 21:24
  room
• 21:25
  will
• 21:25
  be
• 21:25
  like,
• 21:25
  I'm
• 21:25
  working
• 21:25
  with
• 21:26
  parents
• 21:26
  that
• 21:26
  are
• 21:27
  about
• 21:27
  to
• 21:27
  be
• 21:27
  new
• 21:27
  parents.
• 21:28
  Yes,
• 21:28
  you
• 21:29
  need
• 21:29
  to
• 21:29
  do
• 21:29
  this.
• 21:30
  And
• 21:30
  so
• 21:30
  that's
• 21:30
  where
• 21:30
  those
• 21:31
  life
• 21:31
  moments
• 21:31
  come
• 21:32
  in.
• 21:32
  We
• 21:32
  found
• 21:33
  really
• 21:33
  cool
• 21:33
  partners
• 21:34
  to
• 21:34
  work
• 21:34
  through
• 21:35
  those
• 21:35
  life
• 21:35
  moments.
• 21:36
  The
• 21:36
  credit
• 21:36
  unions
• 21:37
  have
• 21:37
  done
• 21:37
  a
• 21:37
  fantastic
• 21:38
  job
• 21:38
  of
• 21:38
  introducing
• 21:39
  new
• 21:39
  digital
• 21:40
  tools
• 21:41
  for
• 21:41
  folks
• 21:41
  because
• 21:41
  maybe
• 21:42
  people
• 21:42
  aren't
• 21:42
  coming
• 21:42
  in
• 21:43
  to
• 21:43
  visit,
• 21:44
  but
• 21:44
  they
• 21:44
  now
• 21:44
  need
• 21:45
  these
• 21:45
  tools
• 21:46
  to
• 21:46
  be
• 21:46
  able
• 21:46
  to
• 21:47
  engage
• 21:47
  with
• 21:47
  their
• 21:47
  members,
• 21:48
  wherever
• 21:48
  their
• 21:48
  members
• 21:49
  might
• 21:49
  be.
• 21:49
  That's
• 21:50
  where
• 21:50
  we've
• 21:50
  grown
• 21:51
  a
• 21:51
  bunch
• 21:51
  through
• 21:51
  that.
• 21:52
  I
• 21:53
  just
• 21:53
  love
• 21:53
  it.
• 21:53
  It's
• 21:54
  like
• 21:54
  there's
• 21:54
  a
• 21:54
  problem
• 21:55
  that's
• 21:56
  so
• 21:56
  deeply
• 21:57
  needed
• 21:57
  and
• 21:58
  you
• 21:58
  solve
• 21:58
  it
• 21:59
  and
• 21:59
  you
• 22:00
  make
• 22:00
  it
• 22:00
  affordable
• 22:01
  for
• 22:01
  people
• 22:02
  to
• 22:02
  get
• 22:02
  in.
• 22:03
  So
• 22:03
  tell
• 22:03
  us
• 22:04
  about
• 22:05
  what
• 22:05
  you're
• 22:05
  proud
• 22:05
  of.
• 22:06
  Tell
• 22:06
  us
• 22:06
  what
• 22:07
  success
• 22:07
  has
• 22:08
  looked
• 22:08
  like
• 22:08
  for
• 22:09
  you.
• 22:10
  Brag
• 22:10
  a
• 22:10
  little.
• 22:11
  Tell
• 22:12
  us
• 22:12
  about.
• 22:13
  I
• 22:13
  know
• 22:14
  it's
• 22:14
  fine.
• 22:14
  Is
• 22:14
  that
• 22:14
  when
• 22:14
  we're
• 22:15
  always
• 22:15
  bad
• 22:15
  at
• 22:16
  bragging,
• 22:16
  because
• 22:16
  the
• 22:16
  first
• 22:16
  thing
• 22:17
  I'm.
• 22:17
  I
• 22:17
  know
• 22:18
  I
• 22:19
  can
• 22:19
  tell
• 22:19
  you
• 22:19
  all
• 22:19
  the
• 22:19
  things
• 22:20
  that
• 22:20
  I
• 22:20
  still
• 22:20
  worry
• 22:20
  about.
• 22:22
  I'll
• 22:22
  ask
• 22:22
  you
• 22:22
  about
• 22:23
  that
• 22:23
  too,
• 22:23
  but
• 22:24
  I
• 22:24
  want
• 22:24
  you
• 22:24
  to
• 22:24
  brag.
• 22:25
  I
• 22:25
  want
• 22:25
  to
• 22:25
  hear
• 22:26
  those,
• 22:26
  like,
• 22:27
  what
• 22:27
  have
• 22:27
  you.
• 22:28
  My
• 22:28
  favorite
• 22:28
  thing
• 22:28
  right
• 22:28
  now
• 22:29
  is
• 22:29
  actually
• 22:29
  credit
• 22:30
  unions
• 22:30
  call
• 22:30
  us
• 22:30
  and
• 22:31
  they
• 22:31
  say,
• 22:31
  we
• 22:31
  heard
• 22:32
  about
• 22:32
  Gentrio.
• 22:33
  That
• 22:33
  is
• 22:33
  my
• 22:34
  favorite
• 22:34
  thing.
• 22:34
  Where
• 22:35
  instead
• 22:35
  of
• 22:35
  us
• 22:35
  having
• 22:36
  to
• 22:36
  beat
• 22:36
  down
• 22:36
  doors
• 22:37
  and
• 22:37
  people
• 22:37
  say,
• 22:38
  wow,
• 22:39
  we
• 22:39
  can
• 22:39
  do
• 22:39
  this
• 22:39
  and
• 22:39
  get
• 22:40
  this
• 22:40
  out
• 22:40
  to
• 22:40
  our
• 22:40
  members
• 22:41
  and
• 22:41
  it
• 22:42
  becomes
• 22:42
  a
• 22:42
  new
• 22:42
  revenue
• 22:42
  stream,
• 22:43
  but
• 22:43
  it
• 22:43
  doesn't
• 22:43
  cost
• 22:44
  us.
• 22:44
  And
• 22:44
  you're
• 22:45
  doing
• 22:45
  a
• 22:45
  lot
• 22:45
  of
• 22:45
  good
• 22:46
  for
• 22:46
  these
• 22:46
  people.
• 22:47
  We
• 22:47
  love
• 22:48
  that.
• 22:48
  And
• 22:48
  then
• 22:49
  we
• 22:49
  love
• 22:49
  that
• 22:49
  we're
• 22:50
  going
• 22:50
  to
• 22:50
  do
• 22:50
  some
• 22:50
  things
• 22:50
  around
• 22:51
  adding
• 22:51
  some
• 22:51
  things
• 22:52
  around
• 22:52
  Medicare
• 22:52
  and
• 22:53
  then
• 22:53
  even
• 22:53
  funeral
• 22:54
  planning
• 22:55
  and
• 22:55
  insurance,
• 22:55
  because
• 22:56
  these
• 22:57
  are
• 22:57
  parts
• 22:57
  of
• 22:57
  the
• 22:57
  world
• 22:58
  that
• 22:58
  people
• 22:58
  never
• 22:59
  think
• 22:59
  of.
• 22:59
  Right.
• 23:00
  But
• 23:00
  they
• 23:01
  can
• 23:01
  be
• 23:01
  so
• 23:01
  wildly
• 23:02
  complicated.
• 23:03
  And
• 23:03
  so
• 23:04
  when
• 23:04
  we
• 23:05
  about
• 23:05
  what
• 23:05
  is
• 23:05
  Gentry
• 23:06
  and
• 23:06
  what
• 23:06
  we're
• 23:06
  about,
• 23:06
  it's
• 23:07
  about
• 23:07
  making
• 23:07
  people
• 23:08
  be
• 23:08
  able
• 23:08
  to
• 23:09
  do
• 23:09
  the
• 23:09
  things
• 23:09
  they
• 23:09
  need
• 23:10
  to
• 23:10
  do
• 23:10
  to
• 23:10
  protect
• 23:10
  all
• 23:10
  day
• 23:11
  long.
• 23:11
  So
• 23:11
  we
• 23:11
  get
• 23:12
  excited
• 23:12
  about
• 23:12
  our
• 23:12
  partners.
• 23:13
  Because
• 23:14
  if
• 23:14
  you
• 23:14
  could
• 23:14
  check
• 23:15
  that
• 23:15
  box,
• 23:15
  because
• 23:15
  we
• 23:16
  get
• 23:16
  those
• 23:16
  questions
• 23:17
  and
• 23:17
  they
• 23:17
  don't
• 23:17
  know
• 23:17
  who
• 23:18
  to
• 23:18
  trust
• 23:18
  or
• 23:18
  where
• 23:18
  to
• 23:19
  go
• 23:19
  to.
• 23:19
  We
• 23:19
  know
• 23:20
  that
• 23:20
  if
• 23:20
  you
• 23:20
  guys
• 23:21
  at
• 23:21
  Gentrio
• 23:22
  have
• 23:22
  put
• 23:22
  this
• 23:23
  together,
• 23:23
  we
• 23:23
  can
• 23:23
  trust
• 23:24
  that.
• 23:24
  And
• 23:25
  then
• 23:25
  we
• 23:25
  know
• 23:25
  our
• 23:25
  members
• 23:25
  can
• 23:26
  do
• 23:26
  that.
• 23:26
  Check
• 23:27
  the
• 23:27
  box.
• 23:27
  We're
• 23:27
  all
• 23:27
  good
• 23:27
  to
• 23:28
  go.
• 23:28
  Those
• 23:28
  are
• 23:28
  some
• 23:28
  of
• 23:28
  the
• 23:29
  things
• 23:29
  that
• 23:29
  we're
• 23:29
  really
• 23:29
  excited
• 23:30
  about
• 23:30
  right
• 23:30
  now,
• 23:30
  are
• 23:31
  how
• 23:31
  we
• 23:31
  grow
• 23:31
  and
• 23:31
  how
• 23:32
  we're
• 23:32
  there
• 23:32
  for
• 23:32
  people
• 23:33
  in
• 23:33
  those
• 23:33
  life
• 23:34
  milestones,
• 23:35
  making
• 23:35
  sure
• 23:36
  that
• 23:36
  people
• 23:37
  don't
• 23:37
  have
• 23:37
  to
• 23:37
  go
• 23:37
  Google
• 23:38
  random
• 23:38
  things.
• 23:38
  They
• 23:39
  don't
• 23:39
  have
• 23:39
  to
• 23:39
  go
• 23:39
  ask
• 23:39
  ChatGPT
• 23:40
  for
• 23:40
  crazy
• 23:41
  advice.
• 23:41
  There's
• 23:42
  a
• 23:42
  place
• 23:42
  now
• 23:42
  that
• 23:42
  gives
• 23:43
  you
• 23:43
  trusted
• 23:44
  help
• 23:44
  when
• 23:45
  you're
• 23:45
  going
• 23:45
  through
• 23:45
  those
• 23:45
  life
• 23:46
  milestones.
• 23:46
  So
• 23:47
  cool.
• 23:47
  Are
• 23:47
  you
• 23:48
  able
• 23:48
  to
• 23:48
  operate
• 23:48
  in
• 23:49
  all
• 23:49
  states
• 23:49
  in
• 23:49
  the
• 23:49
  US
• 23:50
  right
• 23:50
  now?
• 23:51
  Yes.
• 23:52
  All
• 23:52
  50.
• 23:52
  Because
• 23:53
  you
• 23:53
  can't.
• 23:53
  Because
• 23:53
  the
• 23:54
  minute
• 23:54
  you
• 23:54
  think
• 23:54
  that
• 23:54
  you
• 23:55
  can,
• 23:55
  just
• 23:55
  when
• 23:55
  we
• 23:55
  got
• 23:55
  started,
• 23:56
  right,
• 23:56
  like,
• 23:56
  we're
• 23:57
  like,
• 23:57
  well,
• 23:57
  maybe
• 23:57
  we'll
• 23:57
  go
• 23:58
  live.
• 23:58
  And
• 23:58
  of
• 23:58
  course,
• 23:58
  then
• 23:59
  you
• 23:59
  meet
• 23:59
  the
• 23:59
  first
• 23:59
  person
• 24:00
  from
• 24:00
  North
• 24:00
  Dakota,
• 24:01
  you're
• 24:01
  like
• 24:01
  whole.
• 24:02
  Okay,
• 24:02
  so
• 24:02
  yes,
• 24:02
  all
• 24:03
  50
• 24:03
  states.
• 24:03
  You
• 24:03
  have
• 24:03
  to
• 24:04
  be
• 24:04
  there.
• 24:04
  Yeah,
• 24:05
  no,
• 24:05
  it's
• 24:05
  true.
• 24:06
  That's
• 24:06
  a
• 24:06
  huge
• 24:06
  accomplishment
• 24:07
  to
• 24:07
  be
• 24:07
  able
• 24:08
  to
• 24:08
  cover
• 24:08
  the
• 24:08
  whole
• 24:08
  states
• 24:09
  and
• 24:09
  have
• 24:09
  your
• 24:09
  technology
• 24:10
  compliant
• 24:11
  and
• 24:11
  know
• 24:11
  the
• 24:11
  rules.
• 24:12
  It's
• 24:13
  really
• 24:13
  a
• 24:13
  big
• 24:13
  deal.
• 24:14
  So
• 24:15
  tell
• 24:15
  us
• 24:15
  about
• 24:16
  where
• 24:16
  you're
• 24:17
  going
• 24:17
  in
• 24:18
  the
• 24:18
  Next,
• 24:18
  let's
• 24:19
  say
• 24:19
  18
• 24:19
  to
• 24:20
  24
• 24:20
  months.
• 24:21
  What
• 24:21
  are
• 24:21
  your
• 24:21
  horizon
• 24:22
  points?
• 24:23
  So
• 24:24
  lots
• 24:24
  of
• 24:24
  growth.
• 24:25
  We
• 24:25
  are
• 24:25
  doing
• 24:25
  some
• 24:25
  cool
• 24:26
  things
• 24:26
  with
• 24:26
  AI.
• 24:27
  We're
• 24:27
  doing
• 24:27
  some
• 24:27
  neat
• 24:27
  stuff
• 24:28
  with
• 24:28
  our
• 24:28
  digital
• 24:28
  vault.
• 24:29
  And
• 24:30
  so
• 24:30
  what
• 24:30
  we
• 24:31
  do
• 24:31
  with
• 24:31
  those
• 24:31
  life
• 24:31
  inflection
• 24:32
  points,
• 24:32
  we
• 24:33
  identify
• 24:33
  opportunities
• 24:34
  where
• 24:34
  people
• 24:34
  might
• 24:35
  be
• 24:35
  missing
• 24:35
  some
• 24:35
  things
• 24:36
  and
• 24:36
  they
• 24:36
  need
• 24:36
  help
• 24:36
  giving
• 24:37
  people
• 24:38
  more
• 24:38
  resources
• 24:39
  around.
• 24:39
  Oh,
• 24:40
  notice
• 24:40
  you
• 24:40
  don't
• 24:40
  have
• 24:41
  this.
• 24:41
  What
• 24:41
  else
• 24:41
  can
• 24:41
  we
• 24:42
  help
• 24:42
  you
• 24:42
  with?
• 24:42
  And
• 24:43
  really
• 24:43
  being
• 24:44
  that
• 24:44
  resource
• 24:44
  for
• 24:44
  people,
• 24:45
  that
• 24:45
  is
• 24:45
  their
• 24:45
  life
• 24:46
  path,
• 24:47
  they're
• 24:47
  growing.
• 24:48
  Where
• 24:48
  do
• 24:49
  they
• 24:49
  need
• 24:49
  to
• 24:49
  get
• 24:50
  to
• 24:50
  next
• 24:50
  and
• 24:51
  how
• 24:51
  can
• 24:51
  we
• 24:51
  help
• 24:51
  them
• 24:52
  do
• 24:52
  that?
• 24:52
  Some
• 24:52
  cool
• 24:53
  stuff
• 24:53
  there.
• 24:53
  I
• 24:53
  get
• 24:53
  to
• 24:54
  teach
• 24:54
  at
• 24:54
  MIT
• 24:55
  a
• 24:55
  couple
• 24:55
  times
• 24:55
  a
• 24:55
  year
• 24:56
  with
• 24:56
  former
• 24:56
  mentor
• 24:57
  of
• 24:57
  mine
• 24:57
  Bob
• 24:57
  Posen,
• 24:58
  who's
• 24:58
  there
• 24:58
  and
• 24:58
  he
• 24:58
  ran
• 24:59
  Fidelity.
• 24:59
  I
• 25:00
  get
• 25:00
  to
• 25:00
  do
• 25:00
  the
• 25:00
  AI
• 25:00
  portions
• 25:01
  on
• 25:01
  productivity
• 25:02
  and
• 25:02
  things,
• 25:03
  but
• 25:03
  I
• 25:04
  get
• 25:04
  to
• 25:04
  meet
• 25:04
  some
• 25:04
  of
• 25:05
  the
• 25:05
  neatest
• 25:05
  young
• 25:05
  people
• 25:06
  out
• 25:06
  there
• 25:06
  and
• 25:06
  see
• 25:07
  some
• 25:07
  of
• 25:07
  the
• 25:07
  coolest
• 25:07
  technologies
• 25:08
  we've
• 25:08
  spent
• 25:08
  a
• 25:08
  lot
• 25:09
  of
• 25:09
  time
• 25:09
  on
• 25:09
  working
• 25:10
  with.
• 25:10
  Okay,
• 25:11
  how
• 25:11
  do
• 25:12
  you
• 25:12
  make
• 25:12
  that
• 25:12
  something
• 25:12
  people
• 25:13
  can
• 25:13
  use?
• 25:14
  Because
• 25:14
  there's
• 25:14
  a
• 25:14
  lot
• 25:14
  of
• 25:15
  cool
• 25:15
  stuff
• 25:15
  out
• 25:15
  there,
• 25:16
  but
• 25:16
  it's
• 25:16
  got
• 25:17
  to
• 25:17
  be
• 25:17
  that's
• 25:18
  practical
• 25:18
  that
• 25:19
  people
• 25:19
  are
• 25:19
  going
• 25:19
  to
• 25:20
  use
• 25:21
  and
• 25:21
  so
• 25:21
  spend
• 25:22
  a
• 25:22
  lot
• 25:22
  of
• 25:22
  time
• 25:22
  working
• 25:23
  on
• 25:23
  how
• 25:23
  can
• 25:23
  we
• 25:24
  do
• 25:24
  that?
• 25:24
  Instead
• 25:25
  of
• 25:26
  a
• 25:26
  lot
• 25:26
  of
• 25:26
  folks
• 25:26
  are
• 25:26
  just
• 25:26
  burning
• 25:27
  through
• 25:27
  cash
• 25:27
  right
• 25:27
  now
• 25:28
  and
• 25:28
  not
• 25:28
  seeing
• 25:28
  the
• 25:28
  effectiveness.
• 25:29
  So
• 25:29
  we
• 25:29
  spend
• 25:30
  time
• 25:30
  with
• 25:30
  our
• 25:31
  members
• 25:32
  saying,
• 25:32
  okay,
• 25:32
  if
• 25:33
  we
• 25:33
  could
• 25:33
  help
• 25:33
  you
• 25:33
  with
• 25:33
  this.
• 25:34
  And
• 25:34
  when
• 25:34
  you
• 25:35
  talk
• 25:35
  to
• 25:35
  people,
• 25:35
  you
• 25:36
  realize
• 25:36
  where
• 25:36
  they're
• 25:36
  really
• 25:37
  stuck
• 25:37
  and
• 25:37
  they're
• 25:38
  having
• 25:38
  interesting
• 25:39
  issues
• 25:39
  that
• 25:40
  they're
• 25:40
  like,
• 25:40
  I've
• 25:41
  never
• 25:41
  been
• 25:41
  able
• 25:41
  to
• 25:42
  solve
• 25:42
  this
• 25:43
  and
• 25:43
  so
• 25:43
  learned
• 25:43
  a
• 25:44
  lot
• 25:44
  from
• 25:44
  the
• 25:44
  people
• 25:44
  we
• 25:45
  work
• 25:45
  with
• 25:46
  and
• 25:46
  so
• 25:46
  hopefully
• 25:46
  putting
• 25:47
  out
• 25:47
  some
• 25:47
  really
• 25:47
  cool
• 25:48
  new
• 25:48
  things
• 25:48
  too,
• 25:48
  using
• 25:49
  the
• 25:49
  new
• 25:49
  technology
• 25:49
  of
• 25:50
  how.
• 25:51
  And
• 25:51
  do
• 25:51
  you
• 25:51
  think
• 25:52
  you'll
• 25:52
  stay
• 25:52
  mostly
• 25:53
  in
• 25:53
  your
• 25:53
  space
• 25:54
  or
• 25:55
  will
• 25:55
  you
• 25:56
  move
• 25:56
  into
• 25:57
  other
• 25:58
  related.
• 25:59
  Or
• 25:59
  are
• 25:59
  you
• 25:59
  going
• 25:59
  to
• 25:59
  work
• 25:59
  with.
• 26:00
  Partners
• 26:00
  or
• 26:00
  you
• 26:00
  don't
• 26:01
  know
• 26:01
  yet?
• 26:01
  No,
• 26:01
  no,
• 26:02
  we
• 26:02
  work
• 26:02
  with
• 26:02
  partners,
• 26:03
  so
• 26:03
  we
• 26:03
  really
• 26:04
  focus
• 26:04
  on
• 26:04
  being
• 26:04
  the
• 26:05
  life
• 26:05
  milestone
• 26:06
  company,
• 26:06
  using
• 26:06
  the
• 26:07
  estate
• 26:07
  planning
• 26:07
  documents
• 26:08
  as
• 26:08
  the
• 26:08
  foundation
• 26:09
  and
• 26:09
  that
• 26:09
  helps
• 26:10
  you
• 26:10
  understand
• 26:10
  what
• 26:10
  are
• 26:10
  your
• 26:11
  assets,
• 26:11
  what
• 26:11
  are
• 26:12
  your
• 26:12
  relationships
• 26:13
  and
• 26:13
  then
• 26:13
  grow
• 26:14
  from
• 26:14
  there.
• 26:14
  And
• 26:15
  so
• 26:15
  really
• 26:15
  using
• 26:16
  that
• 26:16
  as
• 26:16
  the
• 26:16
  foundation
• 26:17
  then
• 26:17
  to
• 26:17
  help
• 26:17
  other
• 26:18
  people
• 26:18
  get
• 26:18
  into
• 26:18
  things
• 26:19
  like
• 26:19
  now
• 26:19
  Medicare
• 26:20
  planning
• 26:21
  and
• 26:21
  helping
• 26:21
  people
• 26:21
  with
• 26:21
  funeral
• 26:22
  planning.
• 26:22
  Getting
• 26:23
  into
• 26:23
  those
• 26:24
  worlds
• 26:25
  that
• 26:25
  people
• 26:25
  are
• 26:26
  missing
• 26:26
  today.
• 26:27
  But
• 26:27
  when
• 26:27
  you
• 26:27
  live
• 26:28
  through
• 26:28
  it,
• 26:29
  you
• 26:29
  need
• 26:29
  that
• 26:29
  help.
• 26:30
  And
• 26:30
  especially
• 26:31
  with
• 26:31
  our
• 26:31
  aging
• 26:31
  population,
• 26:32
  so
• 26:33
  many
• 26:33
  people,
• 26:33
  they
• 26:33
  get
• 26:34
  excited
• 26:34
  about
• 26:35
  younger
• 26:35
  age
• 26:35
  groups,
• 26:36
  which
• 26:36
  is
• 26:36
  fantastic.
• 26:37
  You
• 26:38
  love
• 26:38
  it.
• 26:38
  But
• 26:39
  so
• 26:39
  much
• 26:39
  of
• 26:39
  the
• 26:39
  wealth
• 26:40
  is
• 26:40
  concentrated
• 26:41
  in
• 26:41
  our
• 26:42
  older
• 26:42
  adults.
• 26:42
  And
• 26:43
  we've
• 26:43
  talked
• 26:43
  about
• 26:43
  this
• 26:43
  great
• 26:43
  wealth
• 26:44
  transfer
• 26:44
  for
• 26:45
  so
• 26:45
  long
• 26:45
  and
• 26:45
  what's
• 26:45
  going
• 26:45
  to
• 26:46
  happen.
• 26:47
  People
• 26:47
  don't
• 26:48
  understand.
• 26:48
  Like
• 26:48
  some
• 26:48
  of
• 26:48
  them
• 26:48
  may
• 26:49
  skip
• 26:49
  a
• 26:49
  generation.
• 26:50
  There's
• 26:50
  interesting
• 26:51
  dynamics
• 26:51
  that
• 26:51
  are
• 26:52
  coming
• 26:52
  to
• 26:52
  play
• 26:52
  where
• 26:52
  some
• 26:52
  people
• 26:53
  are
• 26:53
  just
• 26:53
  spending
• 26:53
  down
• 26:54
  all
• 26:54
  their
• 26:54
  wealth,
• 26:55
  but
• 26:55
  being
• 26:55
  able
• 26:55
  to
• 26:56
  give
• 26:56
  them
• 26:56
  the
• 26:56
  foundation
• 26:57
  around
• 26:58
  whatever
• 26:59
  estate
• 26:59
  you
• 26:59
  build.
• 27:00
  People
• 27:00
  always
• 27:00
  think,
• 27:00
  oh,
• 27:00
  I
• 27:01
  must
• 27:01
  have
• 27:01
  to
• 27:01
  be
• 27:01
  rich
• 27:02
  to
• 27:02
  do
• 27:02
  this
• 27:02
  stuff.
• 27:02
  No,
• 27:03
  even
• 27:03
  a
• 27:04
  car,
• 27:04
  like
• 27:05
  all
• 27:05
  these
• 27:05
  types
• 27:06
  of
• 27:06
  things.
• 27:06
  And
• 27:06
  so
• 27:06
  it's
• 27:07
  how
• 27:07
  do
• 27:07
  we
• 27:07
  be
• 27:07
  there
• 27:08
  for
• 27:08
  people
• 27:09
  where
• 27:09
  they
• 27:10
  are
• 27:10
  and
• 27:10
  then
• 27:11
  where
• 27:11
  they're
• 27:11
  going
• 27:12
  and
• 27:12
  then
• 27:13
  thinking
• 27:13
  about
• 27:13
  the
• 27:13
  generations
• 27:14
  and
• 27:14
  what
• 27:14
  they
• 27:15
  want
• 27:15
  to
• 27:15
  do
• 27:15
  and
• 27:15
  what
• 27:15
  they
• 27:16
  want
• 27:16
  to
• 27:16
  be
• 27:16
  known
• 27:16
  for
• 27:17
  and
• 27:17
  putting
• 27:17
  all
• 27:18
  that
• 27:18
  together
• 27:18
  so
• 27:18
  it
• 27:19
  becomes
• 27:19
  a
• 27:19
  more
• 27:19
  holistic
• 27:20
  picture.
• 27:20
  And
• 27:21
  so
• 27:21
  that's
• 27:21
  where
• 27:21
  we're
• 27:21
  aiming
• 27:22
  to
• 27:22
  get
• 27:22
  to
• 27:22
  instead
• 27:22
  of
• 27:23
  just
• 27:23
  saying,
• 27:23
  ah,
• 27:23
  did
• 27:23
  a
• 27:23
  will
• 27:24
  checked
• 27:24
  my
• 27:24
  box?
• 27:25
  Because
• 27:25
  that's
• 27:25
  just
• 27:26
  not
• 27:26
  how
• 27:26
  life
• 27:26
  works.
• 27:27
  No,
• 27:27
  not
• 27:28
  at
• 27:28
  all.
• 27:28
  And
• 27:28
  you're
• 27:29
  absolutely
• 27:29
  right.
• 27:29
  I've
• 27:30
  been
• 27:30
  in
• 27:30
  home
• 27:30
  health
• 27:31
  myself,
• 27:31
  as
• 27:32
  you
• 27:32
  mentioned,
• 27:32
  your
• 27:33
  sister
• 27:33
  has
• 27:33
  been.
• 27:34
  And
• 27:34
  you
• 27:35
  know,
• 27:35
  when
• 27:35
  these
• 27:35
  things
• 27:36
  creep
• 27:36
  up,
• 27:36
  when
• 27:36
  something
• 27:37
  happens,
• 27:38
  you
• 27:38
  need
• 27:38
  something
• 27:38
  like
• 27:39
  gentrio
• 27:39
  in
• 27:40
  place
• 27:40
  and
• 27:41
  hard,
• 27:41
  right?
• 27:42
  Oh,
• 27:42
  gosh,
• 27:43
  it's
• 27:43
  incredibly
• 27:44
  hard.
• 27:44
  And
• 27:44
  you
• 27:45
  know,
• 27:45
  Alzheimer's
• 27:46
  is
• 27:46
  one
• 27:46
  of
• 27:46
  those
• 27:47
  terrible
• 27:47
  examples.
• 27:48
  But
• 27:48
  really,
• 27:48
  any
• 27:49
  circumstance
• 27:49
  where,
• 27:50
  you
• 27:50
  know,
• 27:51
  if
• 27:51
  we're
• 27:51
  lucky
• 27:52
  enough
• 27:52
  to
• 27:52
  age
• 27:53
  and
• 27:54
  accumulate
• 27:55
  any
• 27:56
  assets,
• 27:57
  it's
• 27:57
  a
• 27:57
  fortunate
• 27:58
  thing.
• 27:58
  But
• 27:59
  it
• 27:59
  means
• 28:00
  that
• 28:00
  we
• 28:00
  might
• 28:00
  be
• 28:01
  bedridden
• 28:01
  at
• 28:02
  some
• 28:02
  point.
• 28:02
  It
• 28:02
  means
• 28:02
  that
• 28:03
  our
• 28:03
  families
• 28:04
  are
• 28:04
  going
• 28:04
  to
• 28:04
  have
• 28:04
  to
• 28:04
  deal
• 28:05
  with
• 28:05
  our
• 28:05
  well
• 28:05
  being
• 28:06
  and
• 28:06
  the
• 28:06
  well
• 28:06
  being
• 28:07
  of
• 28:07
  our
• 28:08
  property
• 28:09
  and
• 28:09
  assets
• 28:09
  or
• 28:10
  the
• 28:10
  things
• 28:10
  that
• 28:10
  we
• 28:10
  haven't
• 28:11
  taken
• 28:11
  care
• 28:11
  of
• 28:11
  because
• 28:12
  we
• 28:12
  forgot
• 28:12
  to
• 28:12
  or
• 28:13
  know.
• 28:13
  Right.
• 28:14
  And
• 28:14
  then
• 28:14
  a
• 28:14
  daughter
• 28:15
  or
• 28:15
  son
• 28:15
  is
• 28:16
  spending
• 28:16
  years
• 28:17
  in
• 28:17
  some
• 28:17
  cases
• 28:18
  and
• 28:18
  thousands
• 28:18
  of
• 28:18
  dollars
• 28:19
  trying
• 28:19
  to,
• 28:20
  oh,
• 28:20
  and
• 28:20
  they.
• 28:21
  Don'T
• 28:21
  know
• 28:21
  your
• 28:21
  choices
• 28:22
  like
• 28:22
  the
• 28:22
  one
• 28:22
  you
• 28:22
  give.
• 28:23
  We
• 28:24
  are
• 28:24
  so
• 28:24
  grateful.
• 28:25
  Our
• 28:25
  dad,
• 28:26
  when
• 28:26
  he
• 28:26
  did
• 28:26
  have
• 28:26
  Alzheimer's,
• 28:27
  he,
• 28:28
  he'd
• 28:28
  set
• 28:28
  up
• 28:28
  his
• 28:29
  healthcare
• 28:29
  proxy
• 28:30
  and
• 28:30
  we
• 28:30
  knew
• 28:31
  his
• 28:31
  tuitions.
• 28:32
  So
• 28:32
  instead
• 28:32
  of
• 28:32
  us
• 28:32
  having
• 28:33
  to
• 28:33
  feel
• 28:33
  the
• 28:33
  weight
• 28:34
  and
• 28:34
  the
• 28:34
  burden
• 28:35
  of
• 28:35
  saying,
• 28:35
  well,
• 28:35
  do
• 28:35
  we
• 28:36
  give
• 28:36
  him
• 28:36
  the
• 28:36
  artificial
• 28:37
  nutrition?
• 28:37
  Do
• 28:37
  we
• 28:38
  do
• 28:38
  this?
• 28:38
  He
• 28:38
  made
• 28:39
  his
• 28:39
  choices
• 28:39
  known
• 28:39
  and
• 28:40
  he
• 28:40
  said,
• 28:40
  nope,
• 28:40
  I
• 28:40
  don't
• 28:40
  want
• 28:40
  any
• 28:41
  of
• 28:41
  that.
• 28:41
  And
• 28:42
  so
• 28:42
  we
• 28:42
  knew
• 28:43
  that
• 28:43
  we
• 28:43
  were
• 28:43
  doing
• 28:43
  what
• 28:44
  he
• 28:44
  wanted
• 28:44
  and
• 28:45
  the
• 28:45
  weight
• 28:45
  that
• 28:45
  was
• 28:46
  lifted
• 28:46
  off
• 28:46
  us
• 28:47
  was
• 28:47
  amazing.
• 28:48
  And
• 28:48
  we
• 28:49
  were
• 28:49
  like,
• 28:49
  okay,
• 28:49
  we're
• 28:50
  honoring
• 28:50
  what
• 28:50
  our
• 28:50
  dad
• 28:51
  wanted.
• 28:52
  Instead
• 28:52
  of
• 28:53
  like,
• 28:53
  my
• 28:53
  gosh,
• 28:54
  I
• 28:54
  just.
• 28:55
  Which
• 28:56
  are
• 28:56
  those
• 28:56
  discussions
• 28:56
  you
• 28:57
  have.
• 28:57
  And
• 28:57
  people
• 28:57
  always
• 28:58
  think
• 28:58
  it's
• 28:58
  like,
• 28:58
  pretty
• 28:58
  easy.
• 28:59
  And
• 28:59
  it's
• 28:59
  like,
• 28:59
  those
• 29:00
  are
• 29:00
  tough
• 29:00
  times.
• 29:01
  And
• 29:01
  we
• 29:01
  also
• 29:01
  encourage
• 29:02
  people,
• 29:03
  do
• 29:03
  you
• 29:04
  make
• 29:04
  your
• 29:04
  decisions
• 29:04
  while
• 29:05
  you're
• 29:05
  healthy
• 29:05
  and
• 29:06
  you
• 29:06
  know
• 29:06
  what
• 29:06
  you
• 29:06
  want
• 29:06
  to
• 29:07
  make?
• 29:07
  Because
• 29:07
  we
• 29:08
  meet
• 29:08
  so
• 29:08
  many
• 29:08
  people
• 29:09
  in
• 29:09
  crisis
• 29:09
  situations,
• 29:11
  because
• 29:11
  then
• 29:11
  the
• 29:11
  families
• 29:12
  get
• 29:12
  torn
• 29:12
  apart,
• 29:14
  arguments
• 29:14
  abound.
• 29:15
  It
• 29:16
  becomes
• 29:16
  this
• 29:17
  just
• 29:17
  really
• 29:18
  sad
• 29:18
  situation.
• 29:19
  So
• 29:19
  that's
• 29:20
  where
• 29:20
  when
• 29:20
  we
• 29:21
  tell
• 29:21
  people
• 29:21
  what
• 29:21
  we
• 29:21
  do,
• 29:22
  I
• 29:23
  would
• 29:23
  think
• 29:23
  nine
• 29:23
  out
• 29:23
  of
• 29:23
  10
• 29:24
  people
• 29:24
  have
• 29:24
  a
• 29:24
  story
• 29:24
  for
• 29:25
  us.
• 29:25
  And.
• 29:25
  And
• 29:25
  they're
• 29:26
  not
• 29:26
  ghost
• 29:26
  stories.
• 29:27
  They're
• 29:27
  not.
• 29:27
  It's
• 29:28
  better
• 29:28
  where
• 29:28
  I
• 29:28
  can
• 29:29
  say
• 29:29
  I
• 29:29
  was
• 29:29
  really
• 29:29
  sad
• 29:29
  and
• 29:30
  our
• 29:30
  dad
• 29:30
  was
• 29:30
  passing
• 29:30
  away,
• 29:31
  but
• 29:31
  we
• 29:31
  knew
• 29:32
  what
• 29:32
  he
• 29:32
  wanted
• 29:33
  and
• 29:33
  he
• 29:33
  takes
• 29:34
  such
• 29:34
  a
• 29:34
  burden
• 29:34
  off
• 29:34
  us.
• 29:35
  So
• 29:35
  have
• 29:35
  that
• 29:36
  story
• 29:36
  instead
• 29:37
  of
• 29:37
  the
• 29:37
  ones
• 29:37
  where
• 29:38
  my
• 29:38
  neighbor
• 29:38
  screeching
• 29:39
  her
• 29:39
  car
• 29:39
  up
• 29:40
  saying
• 29:40
  it
• 29:41
  was
• 29:41
  that.
• 29:42
  And
• 29:42
  all
• 29:43
  these
• 29:43
  things
• 29:43
  were.
• 29:43
  Because
• 29:44
  everybody.
• 29:44
  Well,
• 29:45
  I
• 29:45
  was
• 29:45
  walking
• 29:46
  the
• 29:46
  dog
• 29:46
  and
• 29:46
  she
• 29:46
  started.
• 29:47
  I
• 29:47
  just
• 29:47
  met
• 29:48
  her
• 29:48
  and
• 29:48
  heard
• 29:49
  what
• 29:49
  we
• 29:49
  did.
• 29:50
  Yep.
• 29:51
  That
• 29:51
  you've
• 29:51
  made
• 29:51
  the
• 29:52
  decisions
• 29:52
  about
• 29:52
  how
• 29:52
  that's
• 29:53
  going
• 29:53
  to
• 29:53
  be
• 29:53
  told
• 29:53
  how
• 29:54
  it's
• 29:54
  going
• 29:54
  to
• 29:54
  be.
• 29:54
  Yeah.
• 29:55
  So
• 29:56
  one
• 29:56
  of
• 29:56
  the
• 29:56
  questions
• 29:56
  that
• 29:57
  I
• 29:57
  know
• 29:57
  founders
• 29:58
  are
• 29:58
  wondering
• 29:58
  about
• 29:59
  is
• 30:00
  you
• 30:00
  were
• 30:00
  developing
• 30:01
  for
• 30:02
  two
• 30:02
  years,
• 30:03
  so
• 30:04
  I'm
• 30:04
  curious
• 30:04
  to
• 30:04
  know,
• 30:05
  how
• 30:05
  did
• 30:05
  you
• 30:06
  fund
• 30:07
  and
• 30:07
  how
• 30:07
  are
• 30:08
  you
• 30:08
  funding
• 30:08
  the
• 30:09
  growth
• 30:09
  of
• 30:10
  Gentry?
• 30:10
  And
• 30:11
  so
• 30:11
  for
• 30:12
  people
• 30:12
  my
• 30:13
  age,
• 30:13
  we
• 30:13
  have
• 30:13
  an
• 30:14
  advantage.
• 30:14
  Right.
• 30:14
  Because
• 30:15
  we
• 30:15
  got
• 30:15
  started
• 30:15
  when
• 30:16
  we
• 30:16
  were
• 30:16
  older,
• 30:16
  so
• 30:16
  we
• 30:17
  had
• 30:17
  some
• 30:17
  savings
• 30:18
  that
• 30:18
  we
• 30:18
  could
• 30:19
  live
• 30:19
  on.
• 30:20
  Whereas
• 30:20
  some
• 30:20
  of
• 30:20
  the
• 30:21
  younger
• 30:21
  folks,
• 30:21
  because
• 30:21
  I
• 30:22
  work
• 30:22
  with
• 30:22
  entrepreneurs
• 30:23
  starting
• 30:23
  out
• 30:23
  of
• 30:23
  Harvard
• 30:24
  Business
• 30:24
  School,
• 30:24
  and
• 30:25
  they're
• 30:25
  all
• 30:26
  in
• 30:26
  their
• 30:26
  apartments
• 30:27
  and
• 30:27
  dorms
• 30:28
  living
• 30:28
  on
• 30:28
  nothing,
• 30:29
  getting
• 30:29
  started,
• 30:29
  which
• 30:30
  is
• 30:30
  great.
• 30:30
  The
• 30:31
  fortune
• 30:31
  that
• 30:31
  we
• 30:31
  had
• 30:32
  was
• 30:32
  having
• 30:33
  good
• 30:33
  careers
• 30:34
  over,
• 30:34
  was
• 30:35
  we
• 30:35
  could
• 30:35
  take
• 30:35
  that
• 30:35
  time
• 30:36
  and
• 30:36
  be
• 30:36
  thoughtful
• 30:37
  about
• 30:37
  how
• 30:37
  we
• 30:38
  can
• 30:38
  build
• 30:38
  the
• 30:38
  product
• 30:38
  and
• 30:39
  build
• 30:39
  the
• 30:39
  right
• 30:39
  product
• 30:40
  and
• 30:40
  get
• 30:40
  the
• 30:40
  right
• 30:41
  partners.
• 30:42
  But
• 30:42
  it
• 30:42
  was
• 30:42
  a
• 30:42
  conscious
• 30:43
  decision
• 30:43
  because
• 30:44
  you
• 30:44
  have
• 30:44
  to
• 30:44
  make
• 30:45
  sure
• 30:45
  that
• 30:45
  if
• 30:45
  you
• 30:45
  have
• 30:45
  a
• 30:45
  partner
• 30:46
  or
• 30:46
  spouse,
• 30:47
  that
• 30:47
  that
• 30:47
  partner
• 30:47
  or
• 30:48
  spouse
• 30:48
  is
• 30:48
  bought
• 30:48
  in.
• 30:49
  Because
• 30:49
  if
• 30:49
  you
• 30:50
  go
• 30:50
  from
• 30:50
  where
• 30:51
  I
• 30:51
  was
• 30:51
  making
• 30:51
  very
• 30:51
  nice
• 30:52
  money,
• 30:52
  and
• 30:53
  then
• 30:53
  you're
• 30:53
  going
• 30:53
  to
• 30:53
  say,
• 30:54
  okay,
• 30:54
  I'm
• 30:55
  not
• 30:55
  making
• 30:55
  that
• 30:55
  money
• 30:56
  anymore,
• 30:57
  and
• 30:57
  it's
• 30:57
  going
• 30:57
  to
• 30:57
  take
• 30:58
  a
• 30:58
  while
• 30:58
  before
• 30:58
  you
• 30:58
  see
• 30:59
  this.
• 30:59
  That
• 31:00
  has
• 31:00
  to
• 31:00
  be
• 31:00
  a
• 31:00
  conscious
• 31:01
  decision,
• 31:01
  and
• 31:02
  not
• 31:02
  just
• 31:02
  one
• 31:02
  that
• 31:02
  you
• 31:02
  spring
• 31:03
  on
• 31:03
  someone
• 31:03
  and
• 31:04
  say,
• 31:04
  okay,
• 31:05
  ta
• 31:05
  da,
• 31:06
  I'm
• 31:06
  going
• 31:06
  to
• 31:06
  go
• 31:07
  do
• 31:07
  this.
• 31:08
  So
• 31:08
  that's
• 31:08
  one
• 31:08
  piece
• 31:09
  of
• 31:09
  advice
• 31:09
  I
• 31:09
  can
• 31:09
  definitely
• 31:10
  give
• 31:10
  you.
• 31:10
  And
• 31:10
  then
• 31:11
  we
• 31:11
  had.
• 31:12
  We've
• 31:12
  raised
• 31:13
  money
• 31:13
  from
• 31:14
  not
• 31:14
  necessarily
• 31:15
  sources
• 31:15
  that
• 31:16
  we
• 31:16
  would
• 31:16
  have
• 31:16
  guessed,
• 31:16
  but
• 31:17
  like,
• 31:17
  we
• 31:17
  got
• 31:17
  into
• 31:17
  the
• 31:18
  Morgan
• 31:18
  Stanley
• 31:18
  multicultural
• 31:19
  inclusion
• 31:20
  program,
• 31:20
  and
• 31:21
  that
• 31:21
  was
• 31:21
  $250,000
• 31:22
  and
• 31:23
  they
• 31:23
  helped
• 31:23
  us
• 31:23
  build
• 31:23
  the
• 31:24
  business,
• 31:24
  grow
• 31:24
  the
• 31:25
  business.
• 31:25
  We
• 31:26
  also
• 31:26
  met
• 31:26
  some
• 31:27
  fantastic
• 31:28
  female
• 31:29
  VCs,
• 31:30
  angel
• 31:30
  investors
• 31:31
  through
• 31:32
  different
• 31:32
  pitch
• 31:32
  contests
• 31:33
  and
• 31:34
  networking.
• 31:34
  It's
• 31:35
  a
• 31:35
  lot
• 31:35
  of
• 31:35
  networking
• 31:36
  and
• 31:36
  being
• 31:37
  part
• 31:37
  of
• 31:39
  organizations
• 31:40
  that
• 31:40
  can
• 31:40
  help
• 31:40
  you
• 31:40
  tell
• 31:40
  your
• 31:41
  story
• 31:41
  while
• 31:41
  you're
• 31:42
  growing.
• 31:42
  We
• 31:42
  have
• 31:43
  four
• 31:43
  founders
• 31:43
  so
• 31:44
  we've
• 31:44
  had
• 31:44
  to
• 31:44
  be.
• 31:44
  We
• 31:44
  were
• 31:45
  very
• 31:45
  conservative
• 31:46
  in
• 31:46
  the
• 31:46
  amount
• 31:46
  of
• 31:47
  money
• 31:47
  that
• 31:47
  we
• 31:47
  wanted
• 31:47
  to
• 31:48
  raise
• 31:48
  because
• 31:49
  when
• 31:49
  you
• 31:50
  raise
• 31:50
  more
• 31:50
  money
• 31:50
  you
• 31:51
  dilute
• 31:51
  your
• 31:51
  equity.
• 31:52
  And
• 31:52
  so
• 31:52
  I've
• 31:52
  met
• 31:53
  a
• 31:53
  lot
• 31:53
  of
• 31:53
  people
• 31:54
  that
• 31:54
  they
• 31:55
  don't
• 31:55
  understand
• 31:55
  that.
• 31:56
  And
• 31:56
  then
• 31:56
  all
• 31:56
  of
• 31:56
  a
• 31:56
  sudden
• 31:57
  they
• 31:57
  are
• 31:58
  running
• 31:58
  this
• 31:58
  huge
• 31:58
  company
• 31:59
  even
• 31:59
  though
• 32:00
  they've
• 32:00
  spent
• 32:01
  their
• 32:01
  entire
• 32:02
  last
• 32:02
  10
• 32:02
  years
• 32:03
  of
• 32:03
  their
• 32:03
  life
• 32:04
  not
• 32:04
  sleeping,
• 32:05
  taking
• 32:05
  phone
• 32:05
  calls
• 32:06
  at
• 32:06
  10am
• 32:07
  and
• 32:07
  they
• 32:08
  lost
• 32:08
  their
• 32:09
  that
• 32:09
  much
• 32:09
  thinking
• 32:09
  they
• 32:10
  were
• 32:10
  building,
• 32:10
  they
• 32:10
  ended
• 32:11
  up
• 32:11
  giving
• 32:11
  it
• 32:11
  away.
• 32:12
  And
• 32:12
  that's
• 32:13
  a
• 32:13
  choice.
• 32:14
  So
• 32:14
  think
• 32:15
  being
• 32:15
  a
• 32:15
  little
• 32:15
  bit
• 32:15
  older,
• 32:16
  more
• 32:16
  conscious
• 32:17
  about
• 32:17
  the
• 32:17
  choices
• 32:17
  we
• 32:18
  were
• 32:18
  making.
• 32:18
  And
• 32:19
  so
• 32:19
  we're
• 32:19
  going
• 32:19
  to
• 32:19
  go
• 32:19
  out
• 32:19
  and
• 32:19
  raise
• 32:20
  our
• 32:20
  next
• 32:20
  round
• 32:20
  soon.
• 32:20
  But
• 32:21
  we
• 32:21
  really
• 32:21
  now
• 32:22
  have
• 32:22
  got
• 32:22
  the
• 32:22
  foundation
• 32:24
  set
• 32:24
  around
• 32:25
  who
• 32:25
  the
• 32:25
  partners
• 32:26
  are,
• 32:26
  who
• 32:27
  we
• 32:27
  work
• 32:27
  for.
• 32:27
  We
• 32:28
  have
• 32:28
  the
• 32:28
  story
• 32:28
  set
• 32:29
  and
• 32:29
  so
• 32:29
  we
• 32:29
  can
• 32:29
  tell
• 32:30
  I
• 32:30
  think
• 32:30
  what's
• 32:31
  a
• 32:31
  really
• 32:31
  strong
• 32:31
  story
• 32:32
  around
• 32:33
  why
• 32:33
  we're
• 32:33
  raising
• 32:33
  that
• 32:34
  next
• 32:34
  round,
• 32:34
  what
• 32:34
  we're
• 32:35
  doing,
• 32:36
  that
• 32:36
  money
• 32:36
  and
• 32:37
  we
• 32:37
  understand
• 32:38
  why
• 32:38
  we
• 32:38
  think
• 32:38
  that
• 32:39
  give
• 32:39
  this
• 32:40
  part
• 32:40
  down
• 32:40
  because
• 32:41
  we're
• 32:41
  going
• 32:41
  to
• 32:41
  grow
• 32:41
  it
• 32:42
  to
• 32:42
  this
• 32:42
  much
• 32:42
  for
• 32:43
  everyone.
• 32:44
  So
• 32:44
  really
• 32:45
  conscious
• 32:45
  decisions.
• 32:46
  And
• 32:46
  I
• 32:46
  will
• 32:46
  mention
• 32:47
  that
• 32:47
  I
• 32:47
  think
• 32:47
  the
• 32:47
  bias
• 32:48
  against
• 32:48
  women
• 32:48
  is
• 32:49
  there.
• 32:49
  I
• 32:49
  unfortunately
• 32:50
  think
• 32:50
  that
• 32:51
  is
• 32:51
  real.
• 32:52
  Sometimes
• 32:52
  we
• 32:53
  competed
• 32:53
  against
• 32:53
  some
• 32:54
  men
• 32:54
  doing
• 32:54
  something
• 32:55
  in
• 32:55
  a
• 32:55
  similar
• 32:55
  space
• 32:56
  and
• 32:56
  they're
• 32:56
  like,
• 32:56
  they
• 32:56
  were
• 32:57
  just
• 32:57
  so
• 32:57
  fantastic,
• 32:58
  they
• 32:58
  were
• 32:58
  just
• 32:58
  great.
• 32:58
  Their
• 32:59
  products,
• 32:59
  half
• 32:59
  of
• 33:00
  what
• 33:00
  we
• 33:00
  do.
• 33:00
  But
• 33:01
  somehow
• 33:02
  they
• 33:02
  were
• 33:02
  the
• 33:02
  shiny
• 33:02
  penny,
• 33:03
  you
• 33:03
  know,
• 33:03
  28
• 33:04
  year
• 33:04
  old
• 33:04
  guy
• 33:04
  telling
• 33:05
  the
• 33:05
  story
• 33:06
  for
• 33:06
  women.
• 33:07
  You
• 33:07
  have
• 33:07
  to
• 33:07
  find
• 33:08
  the
• 33:08
  right
• 33:08
  people
• 33:08
  that
• 33:09
  are
• 33:09
  willing
• 33:09
  to
• 33:09
  hear
• 33:09
  the
• 33:10
  story.
• 33:10
  They
• 33:10
  want
• 33:11
  to
• 33:11
  invest
• 33:11
  in
• 33:11
  you
• 33:12
  and
• 33:12
  they
• 33:12
  want
• 33:12
  to
• 33:12
  help
• 33:13
  you
• 33:13
  grow.
• 33:13
  You
• 33:14
  can
• 33:14
  spend
• 33:14
  a
• 33:14
  lot
• 33:14
  of
• 33:14
  time
• 33:15
  educating
• 33:16
  a
• 33:16
  lot
• 33:16
  of
• 33:16
  fantastic
• 33:17
  people
• 33:18
  but
• 33:18
  they
• 33:19
  aren't
• 33:19
  going
• 33:19
  to
• 33:19
  be
• 33:19
  the
• 33:19
  right
• 33:19
  people
• 33:20
  for
• 33:20
  you.
• 33:20
  And
• 33:21
  some
• 33:21
  things
• 33:21
  in
• 33:21
  the
• 33:21
  estate
• 33:22
  planning
• 33:23
  space
• 33:23
  when
• 33:23
  we
• 33:23
  got
• 33:23
  started,
• 33:24
  if
• 33:24
  you're
• 33:24
  Talking
• 33:25
  to
• 33:25
  a
• 33:25
  24
• 33:25
  year
• 33:26
  old,
• 33:26
  they've
• 33:26
  never
• 33:26
  dealt
• 33:27
  with
• 33:27
  any
• 33:27
  of
• 33:27
  this.
• 33:27
  They're
• 33:28
  not
• 33:28
  going
• 33:28
  to
• 33:28
  be
• 33:28
  the
• 33:28
  right
• 33:28
  person
• 33:28
  for
• 33:29
  you.
• 33:30
  So
• 33:30
  you
• 33:30
  can
• 33:30
  have
• 33:30
  that
• 33:30
  conversation
• 33:31
  but
• 33:32
  probably
• 33:32
  not
• 33:32
  a
• 33:33
  good
• 33:33
  use
• 33:33
  of
• 33:33
  your
• 33:33
  time
• 33:33
  other
• 33:34
  than
• 33:34
  some
• 33:34
  practice.
• 33:35
  You
• 33:35
  have
• 33:35
  to
• 33:35
  meet
• 33:36
  the
• 33:36
  people
• 33:36
  that
• 33:37
  are
• 33:37
  going
• 33:37
  to
• 33:37
  get
• 33:37
  what
• 33:37
  you
• 33:38
  do.
• 33:39
  If
• 33:39
  you're
• 33:39
  a
• 33:39
  woman
• 33:39
  entrepreneur,
• 33:40
  see
• 33:40
  if
• 33:40
  they've
• 33:41
  invested
• 33:41
  in
• 33:41
  other
• 33:41
  women
• 33:42
  led
• 33:42
  companies.
• 33:43
  It's
• 33:43
  a
• 33:43
  good
• 33:44
  indicator
• 33:44
  if
• 33:44
  they're
• 33:44
  open
• 33:45
  to
• 33:45
  doing
• 33:45
  this.
• 33:46
  Get
• 33:46
  a
• 33:46
  great
• 33:46
  network
• 33:47
  form
• 33:48
  Other
• 33:48
  partnerships.
• 33:49
  This
• 33:49
  is
• 33:49
  where
• 33:50
  we
• 33:50
  encourage
• 33:50
  everyone
• 33:51
  and
• 33:51
  we
• 33:51
  always
• 33:51
  try
• 33:51
  to
• 33:51
  be
• 33:52
  really
• 33:52
  helpful
• 33:52
  to
• 33:52
  women
• 33:52
  entrepreneurs.
• 33:53
  Because
• 33:54
  I
• 33:54
  always
• 33:54
  thought
• 33:54
  it
• 33:54
  didn't
• 33:55
  matter
• 33:55
  when
• 33:55
  I
• 33:55
  was
• 33:55
  younger,
• 33:55
  I
• 33:55
  was
• 33:56
  like,
• 33:56
  look,
• 33:56
  it's
• 33:56
  a
• 33:56
  great
• 33:56
  business.
• 33:57
  And
• 33:57
  then
• 33:57
  as
• 33:57
  you
• 33:57
  get
• 33:57
  older,
• 33:58
  you're
• 33:58
  like,
• 33:58
  there
• 33:59
  really
• 33:59
  does
• 33:59
  matter.
• 34:00
  And
• 34:00
  so
• 34:01
  this
• 34:01
  is
• 34:01
  why
• 34:01
  we've
• 34:02
  learned
• 34:02
  a
• 34:02
  lot
• 34:02
  over
• 34:03
  the
• 34:03
  past
• 34:03
  seven
• 34:03
  years.
• 34:05
  What
• 34:05
  are
• 34:05
  the
• 34:05
  signs?
• 34:06
  Who
• 34:06
  are
• 34:06
  the
• 34:06
  right
• 34:06
  people
• 34:06
  to
• 34:07
  talk
• 34:07
  to
• 34:07
  you?
• 34:07
  And
• 34:07
  where
• 34:07
  do
• 34:08
  we
• 34:08
  say,
• 34:08
  nice
• 34:08
  meeting
• 34:08
  you.
• 34:09
  Maybe
• 34:09
  sometime
• 34:09
  in
• 34:09
  the
• 34:09
  future
• 34:10
  we
• 34:10
  can
• 34:10
  do
• 34:10
  something,
• 34:10
  but
• 34:11
  it's
• 34:11
  not
• 34:11
  going
• 34:11
  to
• 34:11
  be
• 34:11
  the
• 34:12
  right
• 34:12
  fit
• 34:12
  right
• 34:12
  now.
• 34:13
  And
• 34:13
  so
• 34:13
  I
• 34:13
  encourage
• 34:13
  everyone
• 34:14
  to
• 34:14
  say,
• 34:14
  no,
• 34:15
  they're
• 34:15
  not
• 34:15
  the
• 34:15
  right
• 34:15
  people
• 34:16
  for
• 34:16
  you.
• 34:16
  And
• 34:17
  then
• 34:17
  also
• 34:17
  be
• 34:17
  careful
• 34:17
  when
• 34:18
  people
• 34:18
  are
• 34:18
  phishing
• 34:18
  because
• 34:19
  we
• 34:19
  get
• 34:19
  a
• 34:19
  lot
• 34:19
  of
• 34:19
  calls
• 34:19
  and
• 34:20
  we
• 34:20
  can
• 34:20
  tell
• 34:20
  someone
• 34:20
  else
• 34:20
  in
• 34:21
  our
• 34:21
  area
• 34:21
  is
• 34:21
  raising
• 34:21
  money
• 34:22
  or
• 34:22
  something.
• 34:22
  You
• 34:23
  want
• 34:23
  to.
• 34:23
  Just
• 34:23
  want
• 34:23
  to
• 34:23
  make
• 34:23
  sure
• 34:23
  you're
• 34:24
  finding
• 34:24
  people
• 34:25
  who
• 34:25
  want
• 34:26
  to
• 34:26
  be
• 34:26
  there
• 34:26
  to
• 34:26
  support
• 34:27
  and
• 34:27
  help
• 34:27
  you
• 34:27
  grow
• 34:28
  your
• 34:28
  business
• 34:28
  and
• 34:29
  are
• 34:29
  not
• 34:29
  just
• 34:29
  helping
• 34:30
  you
• 34:30
  educate
• 34:31
  them
• 34:31
  and
• 34:31
  fishing
• 34:32
  for
• 34:32
  competitive
• 34:32
  information.
• 34:33
  Yeah,
• 34:34
  it's
• 34:34
  a
• 34:34
  big
• 34:34
  thing.
• 34:35
  So
• 34:36
  are
• 34:36
  you
• 34:36
  going
• 34:36
  to
• 34:36
  raise
• 34:36
  money
• 34:37
  again
• 34:37
  soon
• 34:37
  or.
• 34:38
  We
• 34:38
  are
• 34:38
  starting
• 34:39
  to
• 34:39
  raise
• 34:39
  our
• 34:40
  next
• 34:40
  round
• 34:40
  of
• 34:40
  Series
• 34:40
  A
• 34:41
  and
• 34:42
  got
• 34:42
  invited
• 34:42
  to
• 34:43
  Finovate
• 34:43
  in
• 34:43
  New
• 34:44
  York.
• 34:44
  They
• 34:44
  gave
• 34:45
  us
• 34:45
  a
• 34:45
  free
• 34:45
  opportunity
• 34:46
  to
• 34:46
  pitch
• 34:47
  there.
• 34:47
  It's
• 34:47
  a
• 34:47
  big
• 34:47
  place
• 34:48
  with
• 34:48
  all
• 34:48
  the
• 34:48
  banks
• 34:48
  and
• 34:48
  credit
• 34:49
  unions.
• 34:49
  We're
• 34:49
  really
• 34:49
  excited
• 34:50
  because,
• 34:50
  like,
• 34:50
  oh,
• 34:50
  we
• 34:50
  work
• 34:51
  with
• 34:51
  you.
• 34:51
  We
• 34:51
  work
• 34:51
  with
• 34:51
  you.
• 34:52
  We
• 34:52
  get
• 34:52
  to
• 34:52
  see
• 34:52
  that.
• 34:53
  And
• 34:53
  so
• 34:53
  we
• 34:53
  get
• 34:54
  to
• 34:54
  announce
• 34:54
  Raising
• 34:55
  Series
• 34:55
  A.
• 34:56
  A
• 34:56
  lot
• 34:56
  of
• 34:56
  so
• 34:57
  many
• 34:57
  cool
• 34:57
  things
• 34:57
  too,
• 34:58
  where
• 34:58
  people
• 34:58
  get
• 34:59
  the
• 34:59
  story
• 34:59
  that
• 34:59
  we're
• 34:59
  telling
• 35:00
  and
• 35:00
  how
• 35:00
  we're
• 35:01
  unique.
• 35:01
  So
• 35:02
  it's
• 35:03
  a
• 35:03
  great
• 35:03
  time
• 35:03
  for
• 35:03
  us
• 35:04
  and
• 35:04
  we've
• 35:04
  been
• 35:04
  very
• 35:04
  thoughtful
• 35:05
  in
• 35:05
  how
• 35:05
  we've
• 35:05
  done
• 35:06
  things.
• 35:06
  Yeah,
• 35:06
  we're
• 35:07
  really
• 35:07
  excited.
• 35:07
  This
• 35:08
  is
• 35:08
  where
• 35:08
  you
• 35:08
  finally
• 35:08
  get
• 35:09
  to
• 35:09
  the
• 35:09
  good
• 35:09
  parts.
• 35:09
  People
• 35:09
  don't
• 35:10
  understand.
• 35:10
  It's
• 35:10
  a
• 35:10
  long
• 35:11
  slog.
• 35:11
  It's
• 35:12
  slog,
• 35:13
  right?
• 35:13
  You
• 35:13
  just
• 35:14
  gotta
• 35:14
  figure
• 35:14
  out
• 35:15
  sometimes
• 35:15
  I've
• 35:16
  met
• 35:16
  some
• 35:16
  entrepreneurs
• 35:17
  where
• 35:17
  it's
• 35:17
  not
• 35:17
  the
• 35:17
  right
• 35:17
  thing
• 35:18
  for
• 35:18
  them
• 35:18
  or
• 35:18
  they
• 35:18
  couldn't
• 35:19
  keep
• 35:19
  it
• 35:19
  going,
• 35:19
  or
• 35:19
  it
• 35:19
  wasn't
• 35:20
  the
• 35:20
  right
• 35:20
  time
• 35:20
  or
• 35:20
  the
• 35:20
  model
• 35:21
  for
• 35:21
  us,
• 35:22
  like
• 35:22
  we've
• 35:22
  been
• 35:22
  excited
• 35:22
  about,
• 35:23
  is
• 35:23
  that
• 35:23
  timing
• 35:23
  really
• 35:24
  did
• 35:24
  work
• 35:24
  out.
• 35:24
  And
• 35:25
  some
• 35:25
  things
• 35:25
  had
• 35:25
  to
• 35:25
  evolve
• 35:26
  over
• 35:26
  the
• 35:27
  time.
• 35:27
  Like
• 35:27
  three
• 35:27
  years
• 35:28
  ago,
• 35:28
  credit
• 35:28
  unions
• 35:29
  and
• 35:29
  things
• 35:29
  were
• 35:29
  a
• 35:29
  little
• 35:29
  reticent,
• 35:30
  but
• 35:30
  now
• 35:31
  they're
• 35:31
  like,
• 35:31
  we
• 35:31
  need
• 35:32
  this
• 35:32
  and
• 35:32
  now
• 35:32
  the
• 35:32
  next
• 35:33
  person
• 35:33
  needs
• 35:33
  this.
• 35:33
  So
• 35:34
  much
• 35:34
  of
• 35:34
  timing
• 35:34
  is
• 35:35
  going
• 35:35
  to
• 35:35
  matter.
• 35:35
  And
• 35:36
  I've
• 35:36
  met
• 35:37
  women
• 35:37
  who
• 35:37
  are
• 35:37
  like,
• 35:38
  Maybe
• 35:38
  in
• 35:39
  about
• 35:39
  10
• 35:39
  years
• 35:39
  from
• 35:39
  now,
• 35:40
  I
• 35:40
  think
• 35:40
  you're
• 35:40
  onto
• 35:40
  something.
• 35:41
  And
• 35:41
  so
• 35:41
  maybe
• 35:41
  they
• 35:42
  can
• 35:42
  get
• 35:42
  it
• 35:42
  done
• 35:42
  now.
• 35:43
  But
• 35:43
  Sometimes
• 35:43
  if
• 35:44
  people
• 35:44
  just
• 35:44
  aren't
• 35:44
  ready,
• 35:45
  it's
• 35:46
  not
• 35:46
  gonna
• 35:46
  work.
• 35:46
  And
• 35:47
  that's
• 35:47
  something
• 35:47
  where
• 35:47
  I
• 35:48
  meet
• 35:48
  really
• 35:49
  great
• 35:49
  entrepreneurs.
• 35:50
  But
• 35:50
  I'm
• 35:50
  like,
• 35:50
  oh,
• 35:51
  you
• 35:51
  might
• 35:51
  be
• 35:51
  a
• 35:51
  little
• 35:51
  early,
• 35:52
  or
• 35:53
  sometimes
• 35:53
  people
• 35:53
  are
• 35:53
  six
• 35:54
  months
• 35:54
  late
• 35:54
  because
• 35:54
  someone
• 35:54
  got
• 35:55
  out
• 35:55
  in
• 35:55
  front
• 35:55
  of
• 35:55
  them.
• 35:56
  Timing
• 35:56
  for
• 35:57
  all
• 35:57
  entrepreneurs
• 35:57
  is
• 35:58
  something
• 35:58
  you
• 35:58
  need
• 35:58
  to
• 35:58
  factor
• 35:59
  in.
• 36:00
  So
• 36:00
  I'm
• 36:01
  curious,
• 36:01
  as
• 36:02
  someone
• 36:02
  who
• 36:03
  is
• 36:03
  focused
• 36:04
  on
• 36:04
  protecting
• 36:05
  families
• 36:06
  for
• 36:06
  generations,
• 36:07
  what
• 36:07
  legacy
• 36:08
  do
• 36:08
  you
• 36:08
  most
• 36:09
  want
• 36:09
  to
• 36:09
  leave
• 36:10
  as
• 36:10
  a
• 36:10
  founder,
• 36:11
  both
• 36:11
  through
• 36:11
  your
• 36:11
  company
• 36:12
  and
• 36:13
  through
• 36:14
  your
• 36:14
  example
• 36:14
  as
• 36:14
  a
• 36:15
  leader?
• 36:16
  Thank
• 36:16
  you.
• 36:17
  I
• 36:17
  like
• 36:17
  that
• 36:17
  question.
• 36:18
  My
• 36:18
  son
• 36:18
  is
• 36:19
  14
• 36:19
  and
• 36:20
  he
• 36:20
  is
• 36:20
  so
• 36:21
  funny.
• 36:22
  He's
• 36:22
  a
• 36:22
  very
• 36:22
  well
• 36:23
  spoken
• 36:23
  individual.
• 36:24
  I
• 36:24
  can
• 36:24
  tell
• 36:24
  you
• 36:24
  this
• 36:25
  story.
• 36:25
  I
• 36:25
  got
• 36:25
  invited
• 36:26
  to
• 36:26
  be
• 36:27
  the
• 36:27
  speaker
• 36:27
  for
• 36:28
  the
• 36:28
  new
• 36:28
  dean
• 36:28
  of
• 36:28
  Harvard
• 36:28
  Business
• 36:29
  School
• 36:29
  and
• 36:29
  do
• 36:29
  this
• 36:29
  panel
• 36:30
  of
• 36:30
  successful
• 36:31
  entrepreneurs.
• 36:31
  My
• 36:31
  child
• 36:32
  was
• 36:33
  in
• 36:33
  seventh
• 36:33
  grade
• 36:33
  at
• 36:33
  the
• 36:34
  time
• 36:34
  and
• 36:34
  he
• 36:35
  goes
• 36:35
  to
• 36:35
  school
• 36:35
  in
• 36:35
  Boston.
• 36:36
  He
• 36:36
  said,
• 36:36
  I
• 36:37
  think
• 36:37
  other
• 36:37
  kids
• 36:38
  would
• 36:38
  be
• 36:38
  inspired
• 36:39
  to
• 36:39
  hear
• 36:39
  you
• 36:39
  speak.
• 36:40
  So
• 36:40
  I
• 36:40
  went
• 36:41
  to
• 36:41
  the
• 36:41
  business
• 36:41
  school
• 36:42
  club
• 36:42
  and
• 36:42
  invited
• 36:42
  them
• 36:43
  to
• 36:43
  come
• 36:43
  hear
• 36:43
  you
• 36:43
  speak.
• 36:44
  And
• 36:45
  I
• 36:45
  just
• 36:45
  said,
• 36:45
  you
• 36:45
  did
• 36:46
  what?
• 36:46
  All
• 36:46
  right.
• 36:47
  So
• 36:47
  then
• 36:48
  I
• 36:48
  had
• 36:48
  to
• 36:48
  go
• 36:48
  back
• 36:48
  to
• 36:49
  the
• 36:49
  Harvard
• 36:49
  Business
• 36:50
  School
• 36:50
  folks
• 36:50
  and
• 36:50
  say,
• 36:50
  okay,
• 36:51
  my
• 36:51
  child
• 36:51
  would
• 36:52
  like
• 36:52
  to.
• 36:52
  And
• 36:53
  I
• 36:53
  thought,
• 36:53
  they're
• 36:53
  the
• 36:53
  other
• 36:54
  kids
• 36:54
  in
• 36:54
  his
• 36:54
  seventh,
• 36:54
  eighth
• 36:55
  grade.
• 36:55
  No,
• 36:55
  he'd
• 36:56
  invited
• 36:56
  the
• 36:56
  juniors
• 36:56
  and
• 36:57
  seniors
• 36:58
  of
• 36:58
  the
• 36:58
  business
• 36:59
  school
• 36:59
  club.
• 36:59
  And
• 37:00
  then
• 37:00
  I
• 37:00
  said,
• 37:00
  well,
• 37:00
  what
• 37:00
  are
• 37:01
  they,
• 37:01
  like
• 37:01
  15,
• 37:01
  20?
• 37:02
  And
• 37:02
  he's
• 37:02
  like,
• 37:02
  no
• 37:02
  200
• 37:04
  child
• 37:04
  can
• 37:04
  do
• 37:05
  quite
• 37:05
  a
• 37:05
  bit.
• 37:05
  It
• 37:05
  was
• 37:05
  really
• 37:06
  interesting
• 37:06
  how
• 37:06
  we
• 37:06
  had
• 37:07
  to
• 37:07
  go.
• 37:07
  He
• 37:07
  got
• 37:08
  bring
• 37:08
  15
• 37:08
  or
• 37:09
  20
• 37:09
  kids.
• 37:10
  And
• 37:11
  they.
• 37:12
  It
• 37:12
  was
• 37:12
  incredible
• 37:13
  because
• 37:13
  some
• 37:13
  of
• 37:13
  these
• 37:14
  kids
• 37:15
  and
• 37:15
  my
• 37:16
  child,
• 37:16
  they
• 37:16
  didn't
• 37:17
  think
• 37:17
  they
• 37:17
  could
• 37:17
  do
• 37:17
  anything
• 37:18
  like
• 37:18
  this,
• 37:18
  ever
• 37:18
  get
• 37:18
  to
• 37:19
  Harvard
• 37:19
  Business
• 37:19
  School.
• 37:20
  And
• 37:20
  so
• 37:21
  this
• 37:21
  was
• 37:21
  so
• 37:21
  funny
• 37:22
  because
• 37:22
  my
• 37:22
  child
• 37:23
  stood
• 37:23
  in
• 37:23
  front
• 37:23
  of
• 37:24
  this
• 37:24
  very
• 37:24
  large
• 37:24
  group
• 37:24
  of.
• 37:25
  It
• 37:25
  was
• 37:25
  all.
• 37:26
  He
• 37:26
  goes
• 37:26
  to
• 37:26
  an
• 37:26
  all
• 37:26
  voiceful
• 37:27
  young
• 37:27
  man
• 37:27
  and
• 37:27
  said,
• 37:28
  guys,
• 37:28
  I
• 37:29
  just
• 37:29
  want
• 37:29
  to
• 37:29
  tell
• 37:29
  you,
• 37:29
  this
• 37:30
  is
• 37:30
  my
• 37:30
  mom.
• 37:31
  If
• 37:31
  my
• 37:31
  mom
• 37:31
  can
• 37:32
  do
• 37:32
  this
• 37:32
  and
• 37:32
  get
• 37:32
  here,
• 37:33
  so
• 37:33
  can
• 37:33
  any
• 37:33
  of
• 37:34
  you.
• 37:34
  And
• 37:34
  I
• 37:35
  was
• 37:35
  like,
• 37:35
  child,
• 37:36
  that
• 37:36
  is.
• 37:36
  A
• 37:36
  crazy
• 37:37
  backhanded
• 37:37
  compliment,
• 37:38
  but
• 37:38
  okay,
• 37:39
  thank
• 37:39
  you.
• 37:40
  I
• 37:41
  was
• 37:41
  like,
• 37:41
  you
• 37:41
  know,
• 37:41
  buddy,
• 37:41
  I
• 37:42
  did
• 37:42
  work
• 37:42
  really
• 37:42
  hard.
• 37:43
  One
• 37:43
  of
• 37:43
  the
• 37:43
  kids
• 37:44
  came
• 37:44
  up
• 37:44
  to
• 37:44
  me
• 37:44
  afterward
• 37:45
  and
• 37:45
  said,
• 37:45
  ma',
• 37:46
  am,
• 37:46
  I
• 37:46
  just
• 37:46
  want
• 37:46
  to
• 37:46
  let
• 37:46
  you
• 37:47
  know
• 37:47
  that
• 37:47
  I
• 37:47
  never
• 37:47
  thought
• 37:48
  I
• 37:48
  could
• 37:48
  do
• 37:49
  anything
• 37:49
  like
• 37:49
  this,
• 37:50
  but
• 37:50
  I've
• 37:51
  always
• 37:51
  thought
• 37:51
  about
• 37:52
  trying
• 37:52
  to
• 37:52
  start
• 37:52
  businesses.
• 37:53
  And
• 37:53
  I've
• 37:53
  always
• 37:54
  thought
• 37:54
  about
• 37:55
  maybe
• 37:55
  I
• 37:55
  wanted
• 37:55
  to
• 37:56
  learn
• 37:56
  how
• 37:57
  to
• 37:57
  really
• 37:58
  take
• 37:58
  my
• 37:58
  ideas
• 37:59
  and
• 37:59
  make
• 37:59
  them
• 37:59
  real.
• 38:00
  And
• 38:01
  you,
• 38:01
  I
• 38:01
  think,
• 38:02
  just
• 38:02
  changed
• 38:02
  my
• 38:02
  life
• 38:03
  today.
• 38:03
  And
• 38:04
  I
• 38:04
  was
• 38:04
  so
• 38:05
  touched.
• 38:05
  And
• 38:06
  so
• 38:06
  when
• 38:06
  people
• 38:06
  think
• 38:06
  about
• 38:07
  the
• 38:07
  questions
• 38:07
  you're
• 38:08
  asking,
• 38:08
  who
• 38:08
  do
• 38:09
  you
• 38:09
  want
• 38:09
  to
• 38:09
  be
• 38:09
  and
• 38:10
  all
• 38:10
  that,
• 38:10
  that
• 38:11
  Kind
• 38:11
  of
• 38:11
  summed
• 38:11
  up.
• 38:11
  I
• 38:11
  was
• 38:12
  like,
• 38:12
  wow,
• 38:12
  we
• 38:12
  just
• 38:13
  got
• 38:13
  to
• 38:13
  influence
• 38:13
  that
• 38:14
  next
• 38:14
  generation
• 38:14
  to
• 38:14
  know
• 38:15
  that.
• 38:15
  And
• 38:15
  it
• 38:15
  goes
• 38:16
  back
• 38:16
  to
• 38:16
  when
• 38:16
  you
• 38:16
  said
• 38:16
  about
• 38:17
  the
• 38:17
  three
• 38:17
  instances
• 38:18
  when
• 38:18
  people
• 38:19
  tell
• 38:19
  you
• 38:19
  you
• 38:20
  can't
• 38:20
  do
• 38:20
  something
• 38:20
  helping
• 38:21
  other
• 38:21
  people
• 38:21
  know
• 38:22
  that
• 38:22
  story
• 38:22
  as
• 38:23
  well,
• 38:23
  whether
• 38:24
  it
• 38:24
  is
• 38:24
  a
• 38:24
  woman
• 38:24
  building
• 38:25
  a
• 38:25
  venture
• 38:25
  backed
• 38:26
  business,
• 38:26
  things
• 38:26
  like
• 38:26
  that,
• 38:27
  you
• 38:27
  can
• 38:27
  do
• 38:28
  that.
• 38:28
  It
• 38:28
  takes
• 38:28
  a
• 38:28
  lot
• 38:28
  of
• 38:29
  help
• 38:29
  along
• 38:29
  the
• 38:29
  way.
• 38:30
  You
• 38:30
  have
• 38:30
  to
• 38:30
  ask
• 38:30
  for
• 38:31
  that
• 38:31
  help.
• 38:31
  But
• 38:32
  it
• 38:32
  also
• 38:32
  helps
• 38:32
  when
• 38:33
  people
• 38:33
  can
• 38:33
  tell
• 38:33
  you,
• 38:33
  hey,
• 38:34
  this
• 38:34
  is
• 38:34
  something
• 38:34
  you
• 38:34
  can
• 38:35
  do.
• 38:36
  One
• 38:36
  child
• 38:36
  there
• 38:36
  getting
• 38:37
  to
• 38:37
  see
• 38:37
  that.
• 38:37
  I
• 38:37
  just,
• 38:38
  I
• 38:38
  got
• 38:38
  to
• 38:38
  film
• 38:39
  with
• 38:39
  my
• 38:39
  son
• 38:39
  and
• 38:39
  be
• 38:40
  like,
• 38:40
  I'm
• 38:40
  so
• 38:40
  proud
• 38:40
  of
• 38:41
  you.
• 38:41
  I
• 38:41
  didn't
• 38:41
  even
• 38:41
  know
• 38:42
  what
• 38:42
  an
• 38:42
  impact
• 38:42
  we
• 38:43
  could
• 38:43
  all
• 38:43
  have.
• 38:43
  But
• 38:44
  wow,
• 38:44
  that
• 38:44
  was
• 38:44
  really
• 38:45
  cool.
• 38:45
  And
• 38:45
  he's
• 38:46
  like,
• 38:46
  okay,
• 38:46
  thanks.
• 38:47
  He
• 38:47
  thought
• 38:47
  it
• 38:47
  was
• 38:48
  next
• 38:48
  day,
• 38:48
  right?
• 38:48
  So
• 38:50
  blue.
• 38:50
  Lucky
• 38:51
  young
• 38:51
  man.
• 38:52
  Really
• 38:53
  fortunate
• 38:54
  young
• 38:54
  man
• 38:55
  to
• 38:55
  have
• 38:55
  such
• 38:55
  a
• 38:55
  wise
• 38:56
  and
• 38:57
  humble
• 38:59
  mother
• 38:59
  like
• 38:59
  you.
• 39:00
  I'm
• 39:00
  sure
• 39:01
  that
• 39:01
  he
• 39:01
  is
• 39:01
  so
• 39:01
  proud
• 39:02
  of
• 39:02
  you.
• 39:02
  I
• 39:03
  can
• 39:03
  only
• 39:03
  imagine
• 39:04
  how
• 39:05
  proud
• 39:05
  he
• 39:05
  is
• 39:05
  of
• 39:06
  his
• 39:06
  mama.
• 39:07
  Oh,
• 39:07
  well,
• 39:07
  thank
• 39:08
  you.
• 39:08
  Most
• 39:08
  of
• 39:08
  the
• 39:08
  time.
• 39:09
  Sometimes
• 39:09
  he
• 39:09
  likes
• 39:09
  to
• 39:09
  give
• 39:10
  me,
• 39:11
  of
• 39:11
  course.
• 39:12
  Thank.
• 39:12
  Thank
• 39:13
  you.
• 39:13
  Because
• 39:13
  he's
• 39:13
  14,
• 39:14
  right?
• 39:14
  So
• 39:14
  he
• 39:15
  has
• 39:15
  to
• 39:15
  do
• 39:15
  that.
• 39:16
  All
• 39:17
  right,
• 39:17
  Fast
• 39:17
  fire
• 39:18
  Round
• 39:18
  five
• 39:19
  questions
• 39:20
  and
• 39:20
  I
• 39:20
  invite
• 39:20
  you
• 39:20
  to
• 39:21
  answer
• 39:21
  in
• 39:21
  less
• 39:22
  than
• 39:22
  five
• 39:23
  words.
• 39:23
  Just
• 39:23
  whatever.
• 39:25
  What
• 39:25
  is
• 39:26
  the
• 39:26
  first
• 39:26
  word
• 39:27
  that
• 39:27
  comes
• 39:27
  to
• 39:28
  mind
• 39:29
  when
• 39:29
  you
• 39:29
  think
• 39:30
  of
• 39:31
  legacy?
• 39:33
  Exceptional.
• 39:35
  Just
• 39:35
  exceptional.
• 39:36
  Try
• 39:36
  to
• 39:36
  be
• 39:36
  exceptional.
• 39:37
  Whatever
• 39:37
  that
• 39:37
  is
• 39:38
  for
• 39:38
  you.
• 39:38
  What
• 39:39
  inspires
• 39:40
  you
• 39:40
  most
• 39:41
  about
• 39:41
  the
• 39:41
  families
• 39:42
  you
• 39:43
  serve?
• 39:45
  Their
• 39:46
  stories.
• 39:46
  And
• 39:47
  everyone's
• 39:47
  unique
• 39:48
  comes
• 39:48
  down
• 39:48
  to
• 39:49
  their
• 39:49
  stories.
• 39:50
  And
• 39:50
  that's
• 39:50
  what
• 39:50
  we
• 39:50
  work
• 39:51
  all
• 39:51
  the
• 39:51
  time
• 39:51
  to
• 39:51
  do,
• 39:51
  is
• 39:52
  how
• 39:52
  can
• 39:52
  we
• 39:52
  make
• 39:52
  you
• 39:52
  be
• 39:53
  able
• 39:53
  to
• 39:53
  tell
• 39:53
  your
• 39:53
  story?
• 39:57
  One
• 39:57
  thing
• 39:58
  you
• 39:58
  do
• 39:58
  every
• 39:59
  day
• 39:59
  to
• 39:59
  stay
• 40:00
  grounded.
• 40:03
  I
• 40:03
  say
• 40:03
  my
• 40:03
  prayers
• 40:04
  and
• 40:04
  say
• 40:05
  thank
• 40:05
  you.
• 40:06
  Because
• 40:07
  if
• 40:07
  you
• 40:07
  can't
• 40:07
  say
• 40:08
  thank
• 40:08
  you,
• 40:08
  you
• 40:09
  need
• 40:09
  to
• 40:09
  say
• 40:09
  thank
• 40:09
  you.
• 40:13
  A
• 40:14
  myth
• 40:14
  about
• 40:14
  estate
• 40:15
  planning
• 40:16
  you're
• 40:16
  on
• 40:16
  a
• 40:16
  mission
• 40:17
  to
• 40:17
  break.
• 40:20
  The
• 40:20
  answer
• 40:21
  is
• 40:21
  yes,
• 40:21
  it
• 40:22
  is.
• 40:22
  When
• 40:22
  Gentrio
• 40:23
  changes
• 40:24
  the
• 40:24
  world
• 40:25
  the
• 40:25
  way
• 40:26
  you
• 40:26
  envision,
• 40:27
  what
• 40:27
  will
• 40:28
  people
• 40:28
  say
• 40:28
  50
• 40:29
  years
• 40:29
  from
• 40:29
  now?
• 40:31
  Thank
• 40:31
  goodness
• 40:32
  I
• 40:32
  met
• 40:32
  Gentrio
• 40:33
  and
• 40:33
  used
• 40:33
  it
• 40:33
  because
• 40:34
  we're
• 40:34
  going
• 40:34
  to
• 40:34
  help
• 40:34
  them
• 40:34
  throughout
• 40:35
  their
• 40:35
  lives.
• 40:35
  How
• 40:35
  can
• 40:36
  our
• 40:36
  listeners
• 40:37
  take
• 40:38
  advantage
• 40:38
  and
• 40:38
  get
• 40:39
  ourselves
• 40:40
  squeaky
• 40:41
  clean
• 40:41
  and
• 40:42
  all
• 40:42
  buttoned
• 40:42
  up
• 40:42
  with
• 40:43
  our
• 40:43
  estate
• 40:43
  planning
• 40:44
  and
• 40:44
  our
• 40:45
  medical
• 40:45
  proxies
• 40:46
  and
• 40:46
  all
• 40:46
  that
• 40:46
  good
• 40:47
  stuff.
• 40:47
  How
• 40:48
  can
• 40:48
  we
• 40:48
  do
• 40:48
  that?
• 40:49
  Okay,
• 40:49
  you're
• 40:49
  amazing.
• 40:50
  So
• 40:50
  fall
• 40:50
  2025.
• 40:51
  If
• 40:51
  you
• 40:52
  use
• 40:52
  the
• 40:52
  code,
• 40:52
  fall
• 40:53
  2025
• 40:54
  and
• 40:54
  go
• 40:55
  to
• 40:55
  gentrio.com
• 40:56
  g-e
• 40:56
  N-T-E
• 40:57
  o.com
• 40:58
  so
• 40:58
  make
• 40:58
  sure
• 40:58
  you
• 40:58
  go
• 40:58
  to
• 40:59
  g
• 40:59
  e
• 40:59
  n-r
• 40:59
  e
• 41:00
  o.com
• 41:00
  and
• 41:01
  if
• 41:01
  you
• 41:01
  put
• 41:01
  the
• 41:01
  code
• 41:02
  in
• 41:02
  fall
• 41:02
  25,
• 41:03
  you
• 41:03
  can
• 41:04
  create
• 41:04
  your
• 41:04
  entire
• 41:04
  estate
• 41:05
  plan
• 41:05
  and
• 41:05
  nothing.
• 41:06
  We
• 41:06
  don't
• 41:06
  nickel
• 41:06
  and
• 41:06
  dime
• 41:07
  people.
• 41:07
  So
• 41:07
  anything
• 41:07
  from
• 41:08
  if
• 41:08
  you
• 41:08
  need
• 41:08
  a
• 41:08
  living
• 41:08
  trust
• 41:09
  and
• 41:09
  a
• 41:09
  pour
• 41:10
  over
• 41:10
  will,
• 41:11
  or
• 41:11
  if
• 41:11
  you
• 41:11
  want
• 41:12
  just
• 41:12
  a
• 41:12
  will,
• 41:13
  a
• 41:13
  healthcare
• 41:13
  proxy,
• 41:14
  all
• 41:14
  that's
• 41:15
  included
• 41:15
  because
• 41:16
  we
• 41:16
  don't
• 41:16
  nickel
• 41:17
  undime.
• 41:17
  We
• 41:17
  want
• 41:18
  to
• 41:18
  be
• 41:18
  with
• 41:18
  you
• 41:18
  throughout
• 41:19
  your
• 41:19
  life.
• 41:20
  And
• 41:20
  so
• 41:20
  that
• 41:20
  makes
• 41:20
  it
• 41:20
  only
• 41:21
  $100.
• 41:21
  And
• 41:22
  you
• 41:22
  can
• 41:22
  create
• 41:22
  all
• 41:22
  those
• 41:23
  documents.
• 41:23
  We
• 41:23
  have
• 41:23
  a
• 41:23
  92%
• 41:24
  retention
• 41:25
  rate
• 41:25
  because
• 41:25
  we
• 41:26
  help
• 41:26
  people
• 41:26
  create
• 41:26
  all
• 41:27
  their
• 41:27
  documents.
• 41:27
  But
• 41:27
  then
• 41:28
  when
• 41:28
  things
• 41:28
  happen,
• 41:29
  everything
• 41:29
  is
• 41:30
  there
• 41:30
  for
• 41:30
  you.
• 41:30
  You
• 41:30
  can
• 41:31
  hit
• 41:31
  the
• 41:31
  instant
• 41:31
  access
• 41:31
  button.
• 41:32
  But
• 41:33
  even
• 41:33
  if
• 41:33
  you
• 41:33
  want
• 41:33
  to
• 41:33
  just
• 41:33
  create
• 41:34
  them
• 41:34
  and
• 41:34
  go,
• 41:34
  great,
• 41:35
  you
• 41:35
  have
• 41:35
  things
• 41:35
  now
• 41:36
  because
• 41:36
  so
• 41:37
  many
• 41:37
  people
• 41:37
  we've
• 41:38
  met,
• 41:39
  those
• 41:39
  people
• 41:39
  who
• 41:39
  screech
• 41:40
  up
• 41:40
  in
• 41:40
  the
• 41:40
  car
• 41:40
  next
• 41:40
  to
• 41:41
  you
• 41:41
  telling
• 41:41
  you
• 41:41
  the
• 41:41
  story
• 41:41
  of
• 41:42
  all
• 41:42
  the
• 41:42
  horrible
• 41:42
  things
• 41:42
  that
• 41:43
  happened,
• 41:43
  don't
• 41:44
  be
• 41:44
  that
• 41:44
  person,
• 41:45
  right?
• 41:46
  And
• 41:46
  this
• 41:46
  is
• 41:46
  where
• 41:46
  everyone
• 41:47
  needs
• 41:47
  their
• 41:47
  own
• 41:47
  estate
• 41:48
  plan.
• 41:48
  You
• 41:48
  can
• 41:49
  do
• 41:49
  it
• 41:49
  affordably
• 41:50
  and
• 41:51
  easily.
• 41:51
  And
• 41:52
  that's
• 41:52
  really
• 41:52
  where
• 41:52
  Gentrio
• 41:53
  that's
• 41:53
  going
• 41:53
  on
• 41:54
  a
• 41:54
  mission
• 41:54
  to
• 41:54
  do
• 41:54
  is
• 41:54
  make
• 41:54
  sure
• 41:55
  that
• 41:55
  everybody
• 41:55
  can
• 41:56
  afford
• 41:56
  and
• 41:57
  be
• 41:57
  able
• 41:57
  to
• 41:57
  do
• 41:57
  these
• 41:58
  things.
• 41:58
  If
• 41:58
  you
• 41:58
  can
• 41:58
  get
• 41:58
  this
• 41:59
  stuff
• 41:59
  done,
• 41:59
  life
• 42:00
  gets
• 42:00
  a
• 42:00
  lot
• 42:00
  easier
• 42:01
  and
• 42:01
  you
• 42:01
  save
• 42:01
  a
• 42:01
  lot
• 42:02
  of
• 42:02
  money.
• 42:02
  And
• 42:03
  instead
• 42:03
  of
• 42:03
  paying
• 42:03
  lawyers
• 42:04
  in
• 42:04
  the
• 42:04
  state
• 42:05
  all
• 42:05
  kinds
• 42:05
  of
• 42:05
  crazy
• 42:06
  stuff,
• 42:06
  the
• 42:06
  money
• 42:06
  stays
• 42:07
  in
• 42:07
  your
• 42:07
  pocket
• 42:08
  and
• 42:08
  you
• 42:08
  make
• 42:08
  the
• 42:08
  decisions.
• 42:09
  So
• 42:09
  if
• 42:09
  you
• 42:10
  want
• 42:10
  to
• 42:10
  control
• 42:10
  your
• 42:10
  decisions
• 42:11
  in
• 42:11
  the
• 42:11
  Future,
• 42:13
  you
• 42:13
  know,
• 42:13
  call.
• 42:13
  2025
• 42:14
  gentrio.com
• 42:16
  listener
• 42:17
  go
• 42:17
  straight
• 42:18
  to
• 42:18
  gentrio
• 42:19
  g
• 42:19
  e
• 42:19
  n
• 42:20
  t
• 42:20
  r
• 42:20
  e
• 42:21
  o
• 42:21
  dot
• 42:21
  com
• 42:22
  and
• 42:22
  when
• 42:22
  you
• 42:23
  go
• 42:23
  to
• 42:24
  get
• 42:24
  started
• 42:25
  and
• 42:25
  you'll
• 42:25
  be
• 42:26
  able
• 42:26
  to
• 42:26
  start
• 42:26
  creating
• 42:27
  your
• 42:27
  plan
• 42:27
  when
• 42:28
  you
• 42:28
  go
• 42:28
  to
• 42:28
  buy
• 42:28
  it,
• 42:29
  it's
• 42:29
  usually
• 42:30
  $150,
• 42:31
  which
• 42:31
  I
• 42:32
  have
• 42:32
  to
• 42:32
  tell
• 42:32
  you
• 42:32
  is
• 42:33
  nothing.
• 42:34
  And
• 42:35
  the
• 42:35
  fall
• 42:35
  2025
• 42:37
  gives
• 42:38
  you
• 42:38
  $50
• 42:39
  off.
• 42:39
  So
• 42:40
  now
• 42:40
  it's
• 42:40
  just
• 42:40
  a
• 42:41
  hundred
• 42:41
  dollars.
• 42:42
  I
• 42:42
  mean,
• 42:42
  even
• 42:42
  if
• 42:43
  you
• 42:43
  have
• 42:43
  NSD
• 42:45
  all
• 42:45
  figured
• 42:46
  out,
• 42:46
  I
• 42:47
  still
• 42:47
  think
• 42:47
  you
• 42:47
  should
• 42:47
  do
• 42:48
  it
• 42:48
  because
• 42:48
  there's
• 42:48
  going
• 42:48
  to
• 42:48
  be
• 42:49
  stuff
• 42:49
  in
• 42:49
  there
• 42:49
  that
• 42:49
  you're
• 42:50
  going
• 42:50
  to
• 42:50
  learn
• 42:50
  and
• 42:51
  think
• 42:51
  new
• 42:51
  and
• 42:51
  different
• 42:51
  about.
• 42:52
  And
• 42:53
  you're
• 42:53
  doing
• 42:53
  it
• 42:54
  for
• 42:54
  your
• 42:55
  family,
• 42:56
  right?
• 42:56
  You're
• 42:56
  doing
• 42:56
  it
• 42:57
  for
• 42:57
  the
• 42:58
  people
• 42:58
  who
• 42:58
  need
• 42:59
  to
• 42:59
  take
• 42:59
  care
• 42:59
  of
• 42:59
  you
• 43:00
  and
• 43:00
  the
• 43:00
  people
• 43:01
  who
• 43:01
  if
• 43:02
  something
• 43:02
  happens
• 43:02
  to
• 43:02
  you,
• 43:03
  will
• 43:03
  need
• 43:03
  to
• 43:03
  take
• 43:03
  care
• 43:04
  of
• 43:04
  the
• 43:05
  people
• 43:05
  and
• 43:05
  the
• 43:05
  things
• 43:05
  you
• 43:06
  care
• 43:06
  about.
• 43:07
  So
• 43:07
  I
• 43:08
  am
• 43:08
  just
• 43:08
  so
• 43:08
  happy
• 43:09
  we
• 43:09
  got
• 43:09
  to
• 43:09
  be
• 43:09
  together
• 43:10
  today,
• 43:10
  Renee.
• 43:11
  And
• 43:11
  I
• 43:12
  hope
• 43:12
  it's
• 43:12
  the
• 43:12
  first
• 43:12
  of
• 43:13
  many
• 43:13
  times
• 43:13
  because
• 43:14
  you
• 43:15
  are
• 43:16
  total
• 43:17
  world
• 43:17
  transformer
• 43:18
  and
• 43:19
  good
• 43:19
  person
• 43:20
  doing
• 43:21
  really
• 43:21
  good
• 43:21
  things
• 43:21
  in
• 43:22
  the
• 43:22
  world.
• 43:22
  You
• 43:22
  are
• 43:23
  a
• 43:23
  total
• 43:24
  force
• 43:24
  for
• 43:24
  good.
• 43:26
  Thank
• 43:26
  you
• 43:26
  for
• 43:26
  being
• 43:26
  on
• 43:27
  the
• 43:27
  show.
• 43:28
  Thank
• 43:28
  you
• 43:28
  for
• 43:28
  having
• 43:29
  me.
• 43:29
  I
• 43:29
  really
• 43:29
  appreciate
• 43:30
  it.
• 43:31
  And
• 43:31
  for
• 43:32
  all
• 43:32
  of
• 43:32
  you
• 43:32
  listeners,
• 43:33
  be
• 43:33
  sure
• 43:33
  to
• 43:34
  follow
• 43:34
  like
• 43:35
  or
• 43:35
  share
• 43:36
  the
• 43:36
  wisdom
• 43:36
  of
• 43:36
  women.
• 43:37
  Show
• 43:37
  on
• 43:37
  your
• 43:37
  favorite
• 43:38
  listening
• 43:38
  platform.
• 43:39
  And
• 43:39
  remember,
• 43:40
  infuse
• 43:41
  more
• 43:41
  wisdom
• 43:42
  into
• 43:42
  to
• 43:42
  your
• 43:42
  business.
• 43:43
  Take
• 43:44
  the
• 43:44
  Growth
• 43:44
  Readiness
• 43:45
  quiz
• 43:45
  at
• 43:45
  a
• 43:46
  ForceForGood
• 43:47
  biz
• 43:48
  quiz
• 43:50
  and
• 43:50
  find
• 43:51
  out
• 43:51
  where
• 43:51
  your
• 43:51
  insight
• 43:52
  is
• 43:52
  needed
• 43:53
  most.
• 43:54
  The
• 43:54
  world
• 43:55
  is
• 43:55
  made
• 43:56
  better
• 43:56
  by
• 43:57
  women
• 43:57
  led
• 43:57
  business.
• 43:58
  Let's
• 43:59
  all
• 43:59
  go
• 44:00
  make
• 44:00
  the
• 44:00
  world
• 44:01
  a
• 44:01
  better
• 44:01
  place.