Latest / Clinician to CEO : Export Your Medical Device With Confidence By Overcoming Go To Market Roadblocks For Medtech Growth / #199 | Why Exporting Into Too Many Markets Can Destroy Your MedTech Business

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#199 | Why Exporting Into Too Many Markets Can Destroy Your MedTech Business · Clinician to CEO : Export Your Medical Device With Confidence By Overcoming Go To Market Roadblocks For Medtech Growth

• 0:00
  the
• 0:00
  One
• 0:00
  thing
• 0:00
  that
• 0:00
  you're
• 0:00
  gonna
• 0:00
  learn
• 0:01
  in
• 0:01
  today's
• 0:01
  episode
• 0:01
  is
• 0:02
  why
• 0:02
  rushing
• 0:02
  into
• 0:03
  multiple
• 0:04
  international
• 0:04
  markets
• 0:04
  at
• 0:04
  once
• 0:05
  can
• 0:05
  quietly
• 0:06
  destroy
• 0:06
  a
• 0:06
  growing
• 0:07
  business
• 0:07
  Welcome
• 0:08
  to
• 0:08
  Clinician
• 0:09
  to
• 0:09
  CEO,
• 0:10
  the
• 0:10
  podcast
• 0:11
  helping
• 0:11
  clinicians
• 0:12
  simplify
• 0:12
  your
• 0:13
  go
• 0:13
  to
• 0:13
  market
• 0:13
  strategy
• 0:14
  so
• 0:14
  that
• 0:14
  you
• 0:14
  can
• 0:14
  stop
• 0:15
  guessing
• 0:16
  and
• 0:16
  turn
• 0:16
  your
• 0:16
  working
• 0:17
  prototypes
• 0:18
  into
• 0:18
  international
• 0:18
  MedTech
• 0:19
  businesses.
• 0:20
  i'm
• 0:20
  your
• 0:20
  host,
• 0:20
  Hakeem
• 0:21
  Aade.
• 0:22
  Let's
• 0:22
  get
• 0:22
  started.
• 0:23
  The
• 0:23
  three
• 0:24
  things
• 0:24
  that
• 0:24
  you'll
• 0:24
  discover
• 0:25
  in
• 0:25
  today's
• 0:25
  episode
• 0:25
  are,
• 0:26
  number
• 0:26
  one,
• 0:26
  why
• 0:26
  entering
• 0:27
  every
• 0:27
  market
• 0:28
  at
• 0:28
  once
• 0:28
  can
• 0:28
  destroy
• 0:29
  operational
• 0:29
  focus.
• 0:30
  Number
• 0:30
  two,
• 0:30
  how
• 0:31
  strong
• 0:31
  domestic
• 0:32
  execution
• 0:33
  can
• 0:33
  actually
• 0:33
  become
• 0:33
  your
• 0:34
  international
• 0:34
  advantage.
• 0:35
  And
• 0:35
  number
• 0:35
  three,
• 0:36
  why
• 0:36
  smart
• 0:37
  expansion
• 0:38
  is
• 0:38
  about
• 0:38
  hedging
• 0:39
  risk,
• 0:39
  not
• 0:39
  chasing
• 0:40
  excitement
• 0:41
  so
• 0:41
  to
• 0:41
  do
• 0:41
  this,
• 0:42
  I'm
• 0:42
  gonna
• 0:42
  jump
• 0:42
  into
• 0:43
  the
• 0:43
  decision
• 0:44
  scenario
• 0:44
  that
• 0:44
  I
• 0:44
  posed
• 0:45
  to
• 0:45
  Joshua
• 0:45
  Gould
• 0:46
  at
• 0:46
  the
• 0:47
  end
• 0:47
  of
• 0:47
  our
• 0:48
  last
• 0:49
  episode.
• 0:50
  I'm
• 0:50
  gonna
• 0:50
  go
• 0:50
  through
• 0:50
  his
• 0:51
  answer
• 0:51
  and
• 0:52
  then
• 0:52
  give
• 0:52
  my
• 0:53
  view
• 0:53
  on
• 0:54
  what
• 0:54
  he
• 0:54
  suggested.
• 0:55
  So
• 0:56
  just
• 0:56
  as
• 0:56
  a
• 0:56
  reminder,
• 0:57
  here's
• 0:57
  the
• 0:57
  scenario
• 0:58
  You're
• 0:58
  leading
• 0:58
  a
• 0:58
  MedTech
• 0:59
  startup
• 1:00
  that's
• 1:00
  gaining
• 1:00
  traction
• 1:00
  in
• 1:01
  your
• 1:01
  domestic
• 1:01
  market.
• 1:02
  You
• 1:02
  might
• 1:02
  find
• 1:03
  this
• 1:03
  might
• 1:03
  sound
• 1:03
  familiar.
• 1:04
  You've
• 1:04
  identified
• 1:04
  potential
• 1:04
  markets
• 1:05
  in
• 1:05
  Europe
• 1:05
  and
• 1:05
  Asia
• 1:06
  that
• 1:06
  could
• 1:06
  significantly
• 1:07
  boost
• 1:07
  your
• 1:07
  revenue.
• 1:08
  However,
• 1:08
  you
• 1:08
  must
• 1:08
  decide
• 1:09
  how
• 1:09
  to
• 1:09
  approach
• 1:09
  this
• 1:10
  international
• 1:10
  expansion
• 1:11
  amidst
• 1:12
  various
• 1:12
  regulatory
• 1:13
  environments
• 1:13
  and
• 1:13
  demand
• 1:14
  variability.
• 1:15
  So
• 1:16
  what
• 1:16
  do
• 1:16
  you
• 1:17
  do?
• 1:17
  A,
• 1:18
  launch
• 1:18
  aggressively
• 1:19
  in
• 1:19
  all
• 1:19
  identified
• 1:20
  markets
• 1:20
  simultaneously
• 1:21
  to
• 1:21
  capitalize
• 1:22
  on
• 1:22
  momentum
• 1:23
  regardless
• 1:23
  of
• 1:23
  regulatory
• 1:24
  comp-
• 1:24
  complexities.
• 1:25
  B,
• 1:26
  prioritize
• 1:26
  one
• 1:27
  market
• 1:27
  for
• 1:27
  initial
• 1:28
  expansion,
• 1:28
  focusing
• 1:29
  on
• 1:29
  understanding
• 1:30
  local
• 1:30
  regulation
• 1:31
  and
• 1:31
  customer
• 1:31
  need
• 1:31
  before
• 1:31
  scaling
• 1:32
  to
• 1:32
  others.
• 1:33
  C,
• 1:33
  form
• 1:34
  partnerships
• 1:35
  with
• 1:35
  local
• 1:35
  distributors
• 1:35
  in
• 1:35
  each
• 1:36
  market
• 1:36
  to
• 1:36
  mitigate
• 1:37
  entry
• 1:37
  risks
• 1:37
  and
• 1:37
  streamline
• 1:38
  the
• 1:38
  expansion
• 1:38
  process.
• 1:39
  Or
• 1:39
  D,
• 1:40
  halt
• 1:40
  all
• 1:41
  expansion
• 1:41
  plans
• 1:42
  and
• 1:42
  focus
• 1:42
  on
• 1:42
  optimizing
• 1:43
  your
• 1:43
  existing
• 1:44
  domestic
• 1:44
  operations
• 1:45
  for
• 1:45
  higher
• 1:46
  efficiency
• 1:46
  before
• 1:47
  considering
• 1:48
  international
• 1:49
  growth.
• 1:49
  Over
• 1:49
  to
• 1:49
  you,
• 1:49
  Joshua
• 1:50
  between
• 1:51
  C
• 1:51
  and
• 1:51
  D
• 1:51
  in
• 1:51
  this
• 1:52
  because
• 1:53
  at
• 1:53
  the
• 1:53
  end
• 1:54
  of
• 1:54
  the
• 1:54
  day,
• 1:54
  if
• 1:54
  you're
• 1:54
  in
• 1:54
  a
• 1:54
  single
• 1:55
  market,
• 1:55
  you
• 1:56
  are
• 1:56
  at
• 1:56
  risk
• 1:57
  because
• 1:57
  single
• 1:58
  geolocations
• 1:59
  can
• 1:59
  do
• 2:00
  badly
• 2:00
  at
• 2:00
  times,
• 2:01
  but
• 2:01
  it
• 2:01
  doesn't
• 2:01
  mean
• 2:02
  that
• 2:02
  the
• 2:02
  whole
• 2:02
  world
• 2:02
  is
• 2:02
  gonna
• 2:03
  do
• 2:03
  badly
• 2:03
  at
• 2:03
  times.
• 2:04
  I
• 2:04
  got
• 2:05
  asked
• 2:05
  a
• 2:05
  question,
• 2:06
  Hakeem,
• 2:06
  today
• 2:07
  on
• 2:07
  my
• 2:07
  town
• 2:07
  hall.
• 2:07
  I
• 2:07
  had
• 2:08
  400
• 2:08
  people
• 2:08
  on
• 2:09
  a
• 2:09
  town
• 2:09
  hall,
• 2:09
  and
• 2:10
  these
• 2:10
  are
• 2:10
  all
• 2:10
  my
• 2:11
  employees.
• 2:12
  And
• 2:12
  they
• 2:12
  said,
• 2:12
  "Where
• 2:13
  are
• 2:13
  we
• 2:13
  gonna
• 2:13
  expand
• 2:14
  to
• 2:14
  next?"
• 2:14
  And
• 2:14
  my
• 2:15
  answer
• 2:15
  was,
• 2:16
  We're
• 2:16
  already
• 2:17
  in
• 2:17
  Europe,
• 2:18
  and
• 2:18
  we're
• 2:18
  already
• 2:19
  in
• 2:20
  the
• 2:20
  United
• 2:20
  States."
• 2:21
  And
• 2:21
  let's
• 2:21
  just
• 2:21
  take
• 2:22
  the
• 2:22
  US
• 2:22
  as
• 2:22
  an
• 2:22
  example.
• 2:23
  35%
• 2:24
  of
• 2:25
  every
• 2:25
  dollar
• 2:25
  spent
• 2:25
  in
• 2:26
  our
• 2:26
  industry
• 2:26
  is
• 2:27
  spent
• 2:27
  in
• 2:27
  the
• 2:27
  US.
• 2:28
  Why
• 2:28
  would
• 2:28
  I
• 2:28
  wanna
• 2:29
  go
• 2:29
  anywhere
• 2:29
  else?
• 2:30
  It'd
• 2:30
  be
• 2:30
  really
• 2:31
  nice
• 2:31
  to
• 2:31
  go
• 2:32
  to,
• 2:32
  say,
• 2:33
  Bali,
• 2:33
  'cause
• 2:34
  I'd
• 2:34
  like
• 2:34
  to
• 2:34
  go
• 2:34
  on
• 2:34
  holiday
• 2:35
  there,
• 2:35
  and
• 2:35
  I
• 2:35
  could
• 2:36
  put
• 2:36
  it
• 2:36
  through
• 2:36
  the
• 2:36
  business
• 2:37
  probably
• 2:37
  if
• 2:37
  I
• 2:37
  had
• 2:37
  an
• 2:38
  office
• 2:38
  there.
• 2:38
  But
• 2:39
  I
• 2:39
  think
• 2:39
  that
• 2:39
  people
• 2:40
  are
• 2:40
  so
• 2:40
  excited
• 2:41
  about
• 2:42
  what
• 2:42
  they're
• 2:42
  missing
• 2:43
  versus
• 2:45
  what's
• 2:45
  right
• 2:45
  in
• 2:46
  their
• 2:46
  backyard.
• 2:47
  I
• 2:47
  encourage
• 2:47
  every
• 2:48
  founder,
• 2:48
  own
• 2:49
  your
• 2:49
  own
• 2:50
  backyard.
• 2:51
  That's
• 2:51
  an
• 2:51
  American
• 2:51
  term.
• 2:52
  Yeah.
• 2:52
  Back
• 2:52
  garden
• 2:52
  would
• 2:53
  probably
• 2:53
  be
• 2:53
  the
• 2:53
  British
• 2:54
  version
• 2:54
  of
• 2:54
  it.
• 2:55
  Before
• 2:55
  you
• 2:55
  go
• 2:56
  hunting
• 2:56
  elsewhere,
• 2:57
  however,
• 2:58
  and
• 2:58
  again,
• 2:58
  I
• 2:59
  always
• 2:59
  say
• 2:59
  business
• 2:59
  is
• 2:59
  complex,
• 3:00
  it's
• 3:00
  not
• 3:01
  simple,
• 3:02
  you
• 3:02
  do
• 3:03
  want
• 3:03
  some
• 3:03
  kind
• 3:04
  of
• 3:04
  hedge.
• 3:05
  Yes.
• 3:06
  So
• 3:06
  you
• 3:06
  wanna
• 3:07
  look
• 3:07
  at,
• 3:08
  either
• 3:08
  product
• 3:09
  hedge
• 3:10
  or
• 3:10
  geo
• 3:11
  hedge.
• 3:11
  Ideally
• 3:12
  a
• 3:12
  bit
• 3:12
  of
• 3:12
  both
• 3:13
  Because
• 3:13
  laws
• 3:14
  can
• 3:14
  change.
• 3:15
  Government
• 3:16
  policies
• 3:16
  can
• 3:16
  change.
• 3:17
  So
• 3:17
  that's
• 3:18
  why
• 3:18
  I'm,
• 3:18
  I
• 3:18
  would
• 3:18
  probably
• 3:19
  if
• 3:19
  I
• 3:19
  had
• 3:19
  to
• 3:19
  pick
• 3:20
  one,
• 3:20
  I'm
• 3:20
  going
• 3:20
  for
• 3:20
  C.
• 3:21
  So
• 3:22
  Joshua
• 3:22
  lands
• 3:23
  somewhere
• 3:23
  between
• 3:23
  C
• 3:24
  and
• 3:24
  D,
• 3:24
  but
• 3:24
  ultimately
• 3:25
  he
• 3:25
  leans
• 3:26
  towards
• 3:26
  C.
• 3:27
  And
• 3:27
  his
• 3:28
  reasoning
• 3:28
  is
• 3:28
  quite
• 3:29
  fascinating
• 3:29
  'Cause
• 3:29
  he
• 3:30
  argues
• 3:30
  that
• 3:30
  staying
• 3:30
  in
• 3:30
  a
• 3:30
  single
• 3:31
  geography
• 3:31
  creates
• 3:32
  risk,
• 3:32
  i.e.,
• 3:33
  if
• 3:33
  regulation
• 3:34
  changes
• 3:34
  or
• 3:35
  if
• 3:35
  politics
• 3:35
  shift
• 3:36
  or
• 3:36
  if
• 3:36
  government
• 3:37
  spending
• 3:37
  changes,
• 3:38
  your
• 3:38
  entire
• 3:38
  business
• 3:39
  can
• 3:39
  suddenly
• 3:39
  become
• 3:40
  exposed
• 3:40
  overnight.
• 3:41
  But
• 3:41
  he
• 3:41
  also
• 3:42
  warned
• 3:42
  founders
• 3:42
  against
• 3:42
  chasing
• 3:43
  international
• 3:43
  expansion
• 3:44
  at
• 3:44
  all
• 3:44
  costs
• 3:45
  simply
• 3:46
  because
• 3:46
  it
• 3:46
  feels
• 3:46
  exciting.
• 3:47
  And
• 3:47
  his
• 3:47
  core
• 3:47
  message
• 3:48
  really
• 3:48
  was,
• 3:49
  as
• 3:49
  he
• 3:49
  said,
• 3:50
  own
• 3:50
  your
• 3:50
  backyard
• 3:51
  or
• 3:51
  own
• 3:51
  your
• 3:51
  back
• 3:51
  garden
• 3:52
  first.
• 3:52
  I.e.
• 3:53
  dominate
• 3:53
  your
• 3:53
  strongest
• 3:54
  market,
• 3:55
  build
• 3:55
  operational
• 3:56
  discipline,
• 3:57
  understand
• 3:57
  your
• 3:57
  economics,
• 3:58
  then
• 3:59
  expand
• 3:59
  strategically
• 4:00
  with
• 4:00
  partners
• 4:01
  who
• 4:01
  understand
• 4:02
  the
• 4:02
  local
• 4:02
  market
• 4:03
  better
• 4:03
  than
• 4:03
  you
• 4:04
  do.
• 4:04
  Now,
• 4:05
  not
• 4:05
  every
• 4:05
  expansion
• 4:06
  decision
• 4:07
  should
• 4:07
  be
• 4:07
  driven
• 4:07
  by
• 4:08
  the
• 4:08
  excitement
• 4:08
  of
• 4:08
  a
• 4:08
  new
• 4:09
  market.
• 4:09
  Sometimes
• 4:10
  the
• 4:10
  smartest
• 4:10
  move
• 4:11
  has
• 4:11
  to
• 4:11
  be
• 4:11
  around
• 4:12
  controlled
• 4:13
  scaling,
• 4:14
  not
• 4:14
  aggressive
• 4:15
  scaling.
• 4:15
  And
• 4:15
  there's
• 4:16
  a
• 4:16
  significant
• 4:16
  difference
• 4:17
  between
• 4:17
  those
• 4:18
  two
• 4:18
  and
• 4:18
  that's
• 4:18
  the
• 4:18
  real
• 4:19
  lesson
• 4:19
  here.
• 4:19
  Good
• 4:19
  founders
• 4:20
  chase
• 4:20
  opportunity,
• 4:20
  whereas
• 4:21
  great
• 4:21
  founders
• 4:22
  understand
• 4:23
  the
• 4:23
  risk
• 4:24
  as
• 4:24
  well.
• 4:24
  So
• 4:25
  before
• 4:25
  you
• 4:25
  go,
• 4:26
  if
• 4:26
  you
• 4:26
  can,
• 4:26
  if
• 4:27
  you've
• 4:27
  got
• 4:27
  a
• 4:27
  pen
• 4:27
  and
• 4:27
  paper,
• 4:28
  I
• 4:28
  want
• 4:28
  you
• 4:28
  to
• 4:28
  do
• 4:28
  a
• 4:28
  little
• 4:28
  task
• 4:29
  for
• 4:29
  me.
• 4:29
  If
• 4:29
  you
• 4:29
  can't,
• 4:30
  do
• 4:30
  it
• 4:30
  when
• 4:30
  you
• 4:30
  get
• 4:30
  back
• 4:30
  from
• 4:31
  whatever
• 4:31
  you're
• 4:31
  doing.
• 4:32
  So
• 4:32
  write
• 4:33
  down
• 4:34
  your
• 4:34
  strongest
• 4:35
  current
• 4:35
  market,
• 4:36
  then
• 4:36
  write
• 4:37
  down
• 4:37
  the
• 4:37
  next
• 4:38
  market
• 4:38
  you
• 4:38
  want
• 4:38
  to
• 4:38
  enter,
• 4:39
  and
• 4:40
  then
• 4:40
  write
• 4:40
  down
• 4:41
  why
• 4:41
  you
• 4:41
  actually
• 4:41
  want
• 4:42
  to
• 4:42
  enter
• 4:43
  into
• 4:43
  that
• 4:43
  specific
• 4:44
  market.
• 4:45
  Then
• 4:45
  I
• 4:45
  want
• 4:45
  you
• 4:45
  to
• 4:45
  challenge
• 4:46
  yourself
• 4:46
  'cause
• 4:46
  I
• 4:46
  want
• 4:46
  you
• 4:46
  to
• 4:46
  ask
• 4:46
  yourself,
• 4:47
  is
• 4:47
  the
• 4:47
  decision
• 4:48
  based
• 4:49
  on
• 4:49
  evidence?
• 4:50
  Is
• 4:50
  it
• 4:50
  based
• 4:51
  on
• 4:51
  infrastructure?
• 4:52
  Is
• 4:52
  it
• 4:52
  based
• 4:52
  on
• 4:52
  operational
• 4:53
  readiness?
• 4:53
  Or
• 4:54
  is
• 4:54
  it
• 4:55
  based
• 4:55
  on
• 4:56
  ego,
• 4:56
  excitement,
• 4:57
  and
• 4:57
  FOMO?
• 4:58
  Now,
• 4:58
  make
• 4:59
  sure
• 4:59
  that
• 4:59
  you
• 4:59
  answer
• 5:00
  these
• 5:00
  questions
• 5:01
  honestly
• 5:02
  because
• 5:02
  this
• 5:03
  is
• 5:03
  just
• 5:03
  about
• 5:03
  your
• 5:03
  business
• 5:04
  and
• 5:04
  how
• 5:04
  you
• 5:04
  need
• 5:04
  to
• 5:04
  grow
• 5:04
  it.
• 5:05
  And
• 5:05
  all
• 5:05
  I'm
• 5:05
  trying
• 5:05
  to
• 5:06
  do
• 5:06
  is
• 5:06
  give
• 5:06
  you
• 5:06
  frameworks
• 5:07
  and
• 5:07
  give
• 5:07
  you
• 5:08
  learnings
• 5:08
  from
• 5:09
  people
• 5:09
  who've
• 5:09
  done
• 5:10
  it.
• 5:10
  And
• 5:10
  these
• 5:11
  are
• 5:11
  the
• 5:11
  sort
• 5:11
  of
• 5:11
  questions
• 5:11
  that
• 5:11
  you
• 5:12
  need
• 5:12
  to
• 5:12
  ask
• 5:12
  because
• 5:13
  if
• 5:13
  it's
• 5:13
  based
• 5:13
  on
• 5:13
  ego,
• 5:14
  excitement,
• 5:14
  and
• 5:14
  FOMO,
• 5:15
  then
• 5:15
  don't
• 5:15
  do
• 5:16
  it.
• 5:16
  If
• 5:16
  it's
• 5:16
  based
• 5:16
  on
• 5:16
  the
• 5:16
  previous,
• 5:17
  evidence,
• 5:17
  infrastructure,
• 5:18
  operational
• 5:18
  readiness,
• 5:19
  then
• 5:19
  that
• 5:20
  is
• 5:20
  a
• 5:20
  good
• 5:21
  basis
• 5:21
  on
• 5:22
  which
• 5:22
  to
• 5:22
  go
• 5:22
  to,
• 5:22
  into
• 5:23
  a
• 5:23
  market
• 5:23
  because
• 5:24
  international
• 5:24
  expansion
• 5:25
  can
• 5:26
  grow
• 5:26
  a
• 5:26
  business
• 5:27
  but
• 5:27
  it
• 5:27
  can
• 5:27
  also
• 5:28
  expose
• 5:29
  every
• 5:29
  weakness
• 5:30
  hiding
• 5:30
  underneath
• 5:31
  it
• 5:31
  Hakeem: And
• 5:31
  Hakeem: if
• 5:32
  Hakeem: you're
• 5:32
  Hakeem: building
• 5:33
  Hakeem: a
• 5:33
  Hakeem: MedTech
• 5:33
  Hakeem: business
• 5:34
  Hakeem: and
• 5:34
  Hakeem: you're
• 5:34
  Hakeem: not
• 5:35
  Hakeem: sure
• 5:35
  Hakeem: whether
• 5:35
  Hakeem: your
• 5:35
  Hakeem: next
• 5:36
  Hakeem: move
• 5:36
  Hakeem: should
• 5:36
  Hakeem: be
• 5:36
  Hakeem: around
• 5:36
  Hakeem: evidence,
• 5:37
  Hakeem: market
• 5:38
  Hakeem: access,
• 5:38
  Hakeem: commercialization,
• 5:39
  Hakeem: distributor
• 5:39
  Hakeem: strategy.
• 5:40
  Hakeem: Or
• 5:40
  Hakeem: adoption.
• 5:41
  Hakeem: Do
• 5:41
  Hakeem: not
• 5:42
  Hakeem: guess.
• 5:42
  Hakeem: Book
• 5:43
  Hakeem: a
• 5:43
  Hakeem: healthcare
• 5:43
  Hakeem: export
• 5:44
  Hakeem: accelerator
• 5:44
  Hakeem: diagnostic
• 5:45
  Hakeem: Call
• 5:45
  Hakeem: with
• 5:45
  Hakeem: me.
• 5:46
  Hakeem: Use
• 5:46
  Hakeem: my
• 5:46
  Hakeem: link
• 5:47
  Hakeem: in
• 5:47
  Hakeem: the
• 5:47
  Hakeem: show
• 5:47
  Hakeem: notes.
• 5:48
  Hakeem: And
• 5:48
  Hakeem: in
• 5:48
  Hakeem: that
• 5:48
  Hakeem: session
• 5:49
  Hakeem: I'll
• 5:49
  Hakeem: help
• 5:49
  Hakeem: you
• 5:50
  Hakeem: identify
• 5:50
  Hakeem: the
• 5:50
  Hakeem: specific
• 5:51
  Hakeem: constraints
• 5:52
  Hakeem: blocking
• 5:52
  Hakeem: your
• 5:53
  Hakeem: momentum
• 5:53
  Hakeem: and
• 5:54
  Hakeem: the
• 5:54
  Hakeem: commercial
• 5:54
  Hakeem: move
• 5:55
  Hakeem: most
• 5:55
  Hakeem: likely
• 5:56
  Hakeem: to
• 5:56
  Hakeem: unlock
• 5:56
  Hakeem: your
• 5:56
  Hakeem: progress.
• 5:57
  Hakeem: Thanks
• 5:57
  Hakeem: for
• 5:58
  Hakeem: tuning
• 5:58
  Hakeem: in.
• 5:58
  Hakeem: Until
• 5:59
  Hakeem: next
• 5:59
  Hakeem: time,
• 6:00
  Hakeem: thanks
• 6:00
  Hakeem: for
• 6:00
  Hakeem: listening.
• 6:01
  Hakeem: Keep
• 6:01
  Hakeem: challenging
• 6:01
  Hakeem: your
• 6:01
  Hakeem: assumptions
• 6:02
  Hakeem: and
• 6:02
  Hakeem: keep
• 6:03
  Hakeem: growing.