Latest / #WisdomOfWomen Show / Scaling with Soul: How Sharon Gillenwater Built and Sold a $25M Tech Company Without Losing Herself

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Scaling with Soul: How Sharon Gillenwater Built and Sold a $25M Tech Company Without Losing Herself · #WisdomOfWomen Show

• 0:00
  Welcome
• 0:00
  to
• 0:00
  the
• 0:01
  Wisdom
• 0:01
  of
• 0:01
  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
• 0:10
  emerging
• 0:11
  and
• 0:11
  we
• 0:11
  are
• 0:11
  here
• 0:11
  to
• 0:12
  amplify
• 0:13
  the
• 0:13
  voices
• 0:14
  of
• 0:14
  women
• 0:15
  leading
• 0:15
  the
• 0:16
  way.
• 0:16
  I
• 0:17
  am
• 0:17
  your
• 0:17
  host
• 0:17
  Coco
• 0:18
  Selman,
• 0:18
  five
• 0:19
  time
• 0:19
  founder,
• 0:19
  impact
• 0:20
  investor
• 0:21
  and
• 0:21
  creator
• 0:22
  of
• 0:22
  the
• 0:22
  Force
• 0:22
  for
• 0:23
  Good
• 0:23
  System.
• 0:24
  Thank
• 0:25
  you
• 0:25
  for
• 0:25
  joining
• 0:25
  us
• 0:26
  today
• 0:26
  as
• 0:27
  we
• 0:27
  illuminate
• 0:28
  the
• 0:28
  path
• 0:29
  to
• 0:29
  unlocking
• 0:30
  opportunities
• 0:30
  and
• 0:31
  prosperity
• 0:32
  for
• 0:32
  women
• 0:32
  led
• 0:33
  enterprises
• 0:34
  by
• 0:34
  amplifying
• 0:35
  the
• 0:36
  voice
• 0:36
  and
• 0:37
  wisdom
• 0:37
  of
• 0:38
  women.
• 0:40
  Today
• 0:41
  we
• 0:41
  have
• 0:42
  a
• 0:42
  glass
• 0:43
  breaking
• 0:43
  trailblazer
• 0:45
  in
• 0:45
  our
• 0:46
  midst.
• 0:47
  Sharon
• 0:48
  Gillenwater
• 0:49
  is
• 0:49
  the
• 0:49
  co
• 0:49
  founder
• 0:50
  and
• 0:50
  former
• 0:51
  CEO
• 0:52
  of
• 0:52
  Boardroom
• 0:53
  Insiders,
• 0:54
  a
• 0:54
  SaaS
• 0:55
  business
• 0:55
  intelligence
• 0:56
  company.
• 0:57
  She
• 0:57
  bootstrapped,
• 0:59
  scaled
• 0:59
  and
• 1:00
  sold
• 1:00
  for
• 1:00
  25
• 1:01
  million
• 1:01
  without
• 1:02
  outside
• 1:03
  funding
• 1:03
  providing,
• 1:05
  proving
• 1:05
  that
• 1:06
  profitability
• 1:07
  and
• 1:07
  values
• 1:08
  can
• 1:08
  grow
• 1:09
  together.
• 1:10
  Under
• 1:10
  her
• 1:11
  leadership,
• 1:11
  the
• 1:11
  company
• 1:12
  landed
• 1:12
  in
• 1:13
  the
• 1:13
  Inc.
• 1:13
  5000
• 1:14
  list
• 1:15
  and
• 1:15
  launched
• 1:16
  award
• 1:16
  winning
• 1:17
  products
• 1:18
  used
• 1:18
  by
• 1:18
  enterprise
• 1:19
  sales
• 1:19
  and
• 1:20
  marketing
• 1:20
  teams
• 1:21
  worldwide.
• 1:22
  Today
• 1:22
  she
• 1:23
  is
• 1:23
  the
• 1:23
  author
• 1:23
  of
• 1:24
  Scaling
• 1:25
  with
• 1:25
  Soul,
• 1:27
  How
• 1:27
  I
• 1:27
  Built
• 1:28
  and
• 1:28
  sold
• 1:28
  a
• 1:29
  $25
• 1:29
  million
• 1:30
  tech
• 1:30
  company
• 1:31
  without
• 1:32
  Being
• 1:32
  an
• 1:32
  a
• 1:33
  Hole
• 1:33
  where
• 1:34
  she
• 1:34
  shares
• 1:35
  her
• 1:35
  journey
• 1:36
  from
• 1:36
  waitress
• 1:37
  to
• 1:38
  exited
• 1:38
  tech
• 1:39
  entrepreneur.
• 1:40
  Offering
• 1:40
  both
• 1:41
  practical
• 1:41
  strategy
• 1:42
  and
• 1:43
  raw
• 1:43
  lessons
• 1:44
  in
• 1:44
  resilience.
• 1:45
  Through
• 1:46
  her
• 1:46
  company
• 1:47
  Scaling
• 1:47
  With
• 1:48
  Soul,
• 1:48
  her
• 1:49
  book
• 1:49
  and
• 1:50
  fast
• 1:50
  growing
• 1:51
  TikTok
• 1:51
  platform,
• 1:52
  Sharon
• 1:53
  is
• 1:53
  on
• 1:53
  a
• 1:53
  mission
• 1:54
  to
• 1:54
  make
• 1:54
  entrepreneurship
• 1:56
  more
• 1:57
  accessible,
• 1:58
  humane
• 1:59
  and
• 1:59
  wildly
• 2:00
  successful
• 2:01
  for
• 2:02
  founders
• 2:03
  everywhere.
• 2:04
  Welcome
• 2:05
  Sharon.
• 2:07
  Thank
• 2:07
  you
• 2:07
  for
• 2:07
  having
• 2:08
  me
• 2:08
  Coco.
• 2:09
  It's
• 2:10
  such
• 2:10
  a
• 2:10
  pleasure
• 2:11
  to
• 2:11
  have
• 2:11
  you
• 2:11
  and
• 2:11
  be
• 2:11
  with
• 2:12
  you.
• 2:12
  I
• 2:12
  know
• 2:12
  we're
• 2:13
  together
• 2:13
  in
• 2:14
  the
• 2:15
  whisper
• 2:15
  group,
• 2:16
  right,
• 2:16
  which
• 2:16
  Carrie
• 2:17
  Kirpin
• 2:18
  has
• 2:18
  founded
• 2:19
  and
• 2:20
  I've
• 2:20
  gotten
• 2:20
  to
• 2:21
  know
• 2:21
  you
• 2:21
  through
• 2:21
  that
• 2:21
  community
• 2:22
  and
• 2:22
  it's
• 2:22
  been
• 2:23
  such
• 2:23
  a
• 2:23
  pleasure.
• 2:24
  So
• 2:24
  what
• 2:25
  was
• 2:25
  a
• 2:25
  book
• 2:26
  written
• 2:26
  by
• 2:26
  a
• 2:27
  woman
• 2:27
  that
• 2:27
  has
• 2:28
  significantly
• 2:28
  influenced
• 2:29
  your
• 2:29
  life?
• 2:32
  Now
• 2:32
  this
• 2:32
  is
• 2:32
  a
• 2:32
  little
• 2:33
  book
• 2:33
  that
• 2:33
  no
• 2:34
  one
• 2:34
  will
• 2:34
  probably
• 2:34
  have
• 2:35
  heard
• 2:35
  of,
• 2:35
  but
• 2:36
  if
• 2:36
  you
• 2:36
  are
• 2:37
  an
• 2:37
  entrepreneur,
• 2:39
  particularly
• 2:40
  a
• 2:40
  woman
• 2:40
  entrepreneur
• 2:41
  who
• 2:42
  was
• 2:42
  never
• 2:42
  part
• 2:43
  of
• 2:43
  the
• 2:44
  club
• 2:45
  in
• 2:45
  terms
• 2:45
  of
• 2:45
  being
• 2:45
  able
• 2:46
  to
• 2:46
  raise
• 2:46
  venture
• 2:47
  and
• 2:47
  you
• 2:47
  know,
• 2:47
  going
• 2:47
  to
• 2:47
  the
• 2:48
  right
• 2:48
  schools,
• 2:49
  I
• 2:49
  would
• 2:49
  highly
• 2:49
  recommend
• 2:50
  it.
• 2:50
  It's
• 2:50
  called
• 2:50
  Lunch
• 2:50
  with
• 2:51
  Lucy
• 2:52
  by
• 2:52
  Sherry
• 2:53
  Stuart
• 2:54
  Deutschman.
• 2:55
  I
• 2:55
  believe
• 2:56
  she
• 2:56
  self
• 2:56
  published
• 2:57
  this
• 2:57
  book.
• 2:58
  Not
• 2:59
  only
• 2:59
  did
• 2:59
  the
• 2:59
  book
• 2:59
  have
• 3:00
  an
• 3:00
  impact
• 3:00
  on
• 3:00
  me,
• 3:00
  but
• 3:01
  Sherry
• 3:01
  was
• 3:01
  one
• 3:01
  of
• 3:02
  the
• 3:02
  first
• 3:03
  people
• 3:04
  I
• 3:04
  spoke
• 3:04
  with
• 3:05
  after
• 3:06
  I
• 3:06
  exited
• 3:06
  my
• 3:07
  company.
• 3:08
  When
• 3:08
  I
• 3:09
  sold
• 3:09
  my
• 3:09
  company,
• 3:10
  I
• 3:10
  had
• 3:10
  no
• 3:11
  idea
• 3:12
  that
• 3:13
  it
• 3:13
  was
• 3:13
  a
• 3:13
  big
• 3:14
  deal
• 3:14
  what
• 3:14
  I
• 3:15
  did.
• 3:16
  I
• 3:16
  thought,
• 3:16
  you
• 3:16
  know,
• 3:16
  because
• 3:17
  I
• 3:17
  live
• 3:17
  in
• 3:17
  the
• 3:17
  Bay
• 3:18
  Area
• 3:18
  and
• 3:18
  it
• 3:18
  just
• 3:18
  seems
• 3:19
  like
• 3:19
  everyone's
• 3:19
  doing
• 3:20
  this.
• 3:20
  A
• 3:21
  friend
• 3:21
  introduced
• 3:21
  me
• 3:21
  to
• 3:22
  Sheri
• 3:22
  and
• 3:23
  we
• 3:23
  talked
• 3:23
  on
• 3:23
  the
• 3:23
  phone.
• 3:24
  She
• 3:24
  said,
• 3:24
  you
• 3:24
  have
• 3:25
  no
• 3:25
  idea
• 3:26
  how
• 3:27
  rare
• 3:28
  your
• 3:29
  accomplishment
• 3:29
  is
• 3:30
  and
• 3:30
  you
• 3:30
  need
• 3:31
  to
• 3:31
  get
• 3:31
  out
• 3:31
  there
• 3:31
  and
• 3:32
  talk
• 3:32
  about
• 3:32
  it
• 3:33
  to
• 3:33
  help
• 3:33
  other
• 3:34
  people
• 3:34
  do
• 3:34
  the
• 3:34
  same
• 3:35
  Thing,
• 3:35
  it
• 3:36
  stunned
• 3:36
  me
• 3:36
  and
• 3:37
  I
• 3:37
  started
• 3:37
  looking
• 3:37
  into
• 3:37
  the
• 3:38
  statistics
• 3:38
  of
• 3:39
  exited
• 3:39
  entrepreneurs,
• 3:40
  particularly
• 3:40
  women
• 3:40
  exited
• 3:41
  entrepreneurs,
• 3:41
  particularly
• 3:42
  bootstrapped
• 3:43
  women.
• 3:44
  I
• 3:44
  discovered
• 3:45
  she
• 3:45
  was
• 3:45
  right.
• 3:46
  I
• 3:46
  bought
• 3:46
  her
• 3:47
  book
• 3:47
  and
• 3:48
  I
• 3:48
  read
• 3:49
  it
• 3:49
  in
• 3:49
  about
• 3:51
  eight
• 3:51
  hours
• 3:52
  or
• 3:52
  less.
• 3:54
  I
• 3:54
  laughed,
• 3:55
  I
• 3:55
  cried.
• 3:56
  There
• 3:56
  were
• 3:56
  a
• 3:57
  couple
• 3:57
  of
• 3:57
  takeaways
• 3:58
  from
• 3:58
  it.
• 3:59
  The
• 3:59
  first
• 3:59
  was
• 3:59
  that
• 4:01
  she
• 4:01
  said,
• 4:01
  you
• 4:01
  know,
• 4:02
  everyone
• 4:02
  says
• 4:02
  put
• 4:03
  the
• 4:03
  customer
• 4:03
  first,
• 4:04
  but
• 4:04
  she
• 4:04
  said,
• 4:04
  that's
• 4:05
  not
• 4:05
  right.
• 4:06
  What
• 4:06
  you
• 4:06
  do
• 4:06
  is
• 4:06
  you
• 4:06
  put
• 4:07
  the
• 4:07
  employees
• 4:08
  first
• 4:08
  because
• 4:09
  if
• 4:09
  you
• 4:09
  put
• 4:09
  the
• 4:09
  employees
• 4:10
  first,
• 4:11
  they
• 4:11
  are
• 4:11
  going
• 4:11
  to
• 4:11
  take
• 4:12
  care
• 4:12
  of
• 4:12
  your
• 4:12
  customers.
• 4:13
  And
• 4:13
  I
• 4:13
  loved
• 4:13
  that
• 4:14
  and
• 4:14
  I
• 4:14
  think
• 4:14
  about
• 4:15
  that
• 4:15
  all
• 4:15
  the
• 4:15
  time.
• 4:16
  And
• 4:16
  the
• 4:16
  second
• 4:17
  thing
• 4:17
  that
• 4:17
  she
• 4:17
  did,
• 4:18
  the
• 4:18
  title
• 4:18
  Lunch
• 4:19
  with
• 4:19
  Lucy
• 4:20
  comes
• 4:21
  from
• 4:21
  a
• 4:22
  thing
• 4:22
  that
• 4:22
  she
• 4:22
  did
• 4:23
  at
• 4:23
  her
• 4:23
  company.
• 4:24
  She
• 4:25
  comes
• 4:25
  from
• 4:25
  nothing.
• 4:26
  She
• 4:26
  was
• 4:26
  married
• 4:26
  off
• 4:27
  at
• 4:27
  17
• 4:28
  or
• 4:28
  something
• 4:28
  and
• 4:29
  had
• 4:29
  to
• 4:29
  leave
• 4:29
  her
• 4:29
  husband
• 4:30
  and
• 4:31
  had
• 4:31
  two
• 4:32
  kids
• 4:32
  on
• 4:32
  her
• 4:32
  own.
• 4:32
  And
• 4:32
  she's
• 4:33
  a
• 4:33
  self
• 4:33
  made
• 4:33
  woman.
• 4:33
  When
• 4:34
  she
• 4:34
  was
• 4:34
  running
• 4:34
  her
• 4:35
  company,
• 4:36
  she
• 4:36
  realized
• 4:37
  that
• 4:38
  as
• 4:38
  the
• 4:38
  CEO
• 4:40
  that
• 4:41
  people
• 4:41
  might
• 4:42
  not
• 4:43
  tell
• 4:44
  her
• 4:44
  the
• 4:44
  truth
• 4:44
  about
• 4:45
  certain
• 4:45
  things
• 4:45
  or
• 4:46
  she
• 4:47
  might
• 4:47
  become
• 4:47
  more
• 4:48
  removed
• 4:48
  about
• 4:48
  what's
• 4:49
  really
• 4:49
  going
• 4:49
  on
• 4:49
  and
• 4:50
  their
• 4:50
  problems
• 4:50
  might
• 4:51
  develop
• 4:51
  in
• 4:51
  the
• 4:51
  company
• 4:52
  that
• 4:52
  she
• 4:53
  doesn't
• 4:53
  know
• 4:53
  about.
• 4:53
  And
• 4:53
  if
• 4:54
  she
• 4:54
  doesn't
• 4:54
  know
• 4:54
  about
• 4:54
  it,
• 4:54
  she
• 4:55
  can't
• 4:55
  address
• 4:55
  it.
• 4:55
  And
• 4:56
  so
• 4:57
  she
• 4:57
  would
• 4:57
  pick
• 4:58
  one
• 4:58
  employee
• 4:59
  every
• 5:00
  week
• 5:01
  and
• 5:01
  take
• 5:01
  them
• 5:01
  to
• 5:02
  lunch.
• 5:02
  She
• 5:02
  would
• 5:02
  explain
• 5:03
  to
• 5:03
  them,
• 5:04
  I'm
• 5:04
  not
• 5:04
  Sherry,
• 5:05
  the
• 5:05
  CEO
• 5:06
  while
• 5:06
  we're
• 5:06
  at
• 5:06
  lunch.
• 5:07
  I'm
• 5:07
  your
• 5:07
  coworker,
• 5:08
  Lucy,
• 5:09
  and
• 5:09
  I
• 5:09
  want
• 5:10
  you
• 5:10
  to
• 5:10
  talk
• 5:10
  to
• 5:10
  me
• 5:11
  just
• 5:12
  like
• 5:12
  you
• 5:12
  talk
• 5:12
  to
• 5:12
  a
• 5:13
  coworker.
• 5:13
  And
• 5:13
  I
• 5:14
  want
• 5:14
  to
• 5:14
  really
• 5:14
  hear
• 5:14
  what
• 5:15
  your
• 5:15
  experience
• 5:16
  is
• 5:16
  like.
• 5:17
  And
• 5:18
  so
• 5:18
  that's
• 5:18
  where
• 5:18
  the
• 5:18
  title
• 5:19
  comes
• 5:19
  from.
• 5:19
  And
• 5:20
  it's
• 5:20
  a
• 5:20
  wonderful
• 5:20
  book.
• 5:21
  It
• 5:21
  has
• 5:21
  so
• 5:21
  much
• 5:22
  heart
• 5:22
  and
• 5:22
  shows
• 5:24
  as
• 5:24
  a
• 5:24
  CEO
• 5:24
  and
• 5:25
  a
• 5:25
  founder,
• 5:25
  what
• 5:26
  heart
• 5:26
  and
• 5:26
  integrity
• 5:27
  she
• 5:27
  had.
• 5:27
  I
• 5:28
  found
• 5:28
  it
• 5:28
  very
• 5:28
  inspiring
• 5:29
  and
• 5:29
  I
• 5:29
  would
• 5:29
  recommend
• 5:29
  it
• 5:30
  to
• 5:30
  any
• 5:31
  entrepreneurs.
• 5:33
  Oh
• 5:33
  my
• 5:33
  goodness,
• 5:34
  I
• 5:34
  can't
• 5:35
  wait
• 5:35
  to
• 5:35
  read
• 5:35
  it.
• 5:35
  It
• 5:36
  sounds,
• 5:36
  you
• 5:36
  know,
• 5:36
  I
• 5:37
  fully
• 5:37
  agree
• 5:38
  with
• 5:38
  the
• 5:38
  idea,
• 5:39
  the
• 5:39
  notion
• 5:39
  of
• 5:40
  an
• 5:40
  employee
• 5:40
  first
• 5:41
  approach,
• 5:42
  right.
• 5:42
  Like
• 5:43
  that's
• 5:43
  your
• 5:43
  first
• 5:43
  customer
• 5:44
  in
• 5:44
  my
• 5:44
  mind.
• 5:44
  It's
• 5:45
  always
• 5:45
  been
• 5:46
  in
• 5:46
  my
• 5:46
  mind.
• 5:46
  Thank
• 5:47
  you
• 5:47
  for
• 5:47
  that.
• 5:48
  That's
• 5:48
  a
• 5:48
  wonderful
• 5:49
  recommendation
• 5:49
  and
• 5:50
  I'm
• 5:50
  sure
• 5:50
  we'll
• 5:51
  all
• 5:51
  go
• 5:51
  pick
• 5:51
  it
• 5:52
  up.
• 5:52
  Some
• 5:52
  of
• 5:52
  the
• 5:53
  wisdom
• 5:53
  from
• 5:54
  Sherry
• 5:55
  in
• 5:55
  Lunch
• 5:56
  with
• 5:56
  Lucy.
• 5:56
  I
• 5:57
  love
• 5:57
  that.
• 5:59
  So,
• 5:59
  you
• 5:59
  know,
• 6:00
  I.
• 6:00
  One
• 6:00
  of
• 6:00
  the,
• 6:01
  what
• 6:01
  I
• 6:01
  like
• 6:01
  to
• 6:01
  do
• 6:02
  at
• 6:02
  the
• 6:02
  beginning
• 6:03
  of
• 6:03
  every
• 6:03
  interview
• 6:04
  is
• 6:05
  hear
• 6:05
  about
• 6:05
  you
• 6:06
  and
• 6:06
  your
• 6:06
  life
• 6:07
  so
• 6:08
  that
• 6:08
  we
• 6:08
  understand
• 6:08
  you
• 6:09
  as
• 6:09
  a
• 6:09
  human.
• 6:10
  First,
• 6:11
  I
• 6:11
  invite
• 6:11
  you
• 6:11
  to
• 6:12
  consider
• 6:12
  three
• 6:13
  moments
• 6:14
  in
• 6:14
  your
• 6:14
  life
• 6:15
  that
• 6:15
  create
• 6:15
  the
• 6:15
  arc
• 6:16
  of
• 6:16
  your
• 6:16
  story.
• 6:17
  Three
• 6:17
  moments
• 6:17
  that
• 6:18
  have
• 6:18
  shaped
• 6:18
  who
• 6:18
  you
• 6:19
  are.
• 6:19
  They
• 6:19
  can
• 6:20
  be
• 6:20
  personal
• 6:20
  moments,
• 6:21
  they
• 6:21
  can
• 6:21
  be
• 6:21
  family
• 6:21
  moments,
• 6:22
  they
• 6:22
  can
• 6:22
  be
• 6:23
  moments
• 6:24
  in
• 6:24
  in
• 6:25
  your
• 6:25
  business
• 6:26
  or
• 6:26
  your
• 6:27
  your
• 6:27
  development
• 6:28
  professionally.
• 6:29
  But
• 6:29
  three
• 6:30
  bold
• 6:30
  moments
• 6:31
  that
• 6:31
  shaped
• 6:31
  your
• 6:32
  life.
• 6:33
  What
• 6:33
  would
• 6:33
  those
• 6:33
  be?
• 6:35
  Well,
• 6:36
  early
• 6:36
  on,
• 6:36
  in
• 6:37
  my
• 6:37
  first
• 6:38
  real
• 6:38
  job,
• 6:40
  I
• 6:40
  worked
• 6:41
  at
• 6:41
  a
• 6:41
  magazine,
• 6:42
  San
• 6:42
  Diego
• 6:42
  Magazine.
• 6:43
  I
• 6:44
  worked
• 6:44
  there,
• 6:44
  and
• 6:44
  there
• 6:45
  were
• 6:45
  two
• 6:46
  women
• 6:46
  who
• 6:47
  were
• 6:47
  my
• 6:47
  mentors.
• 6:48
  They
• 6:48
  were
• 6:48
  the
• 6:48
  two
• 6:49
  leading
• 6:49
  editors
• 6:50
  there,
• 6:50
  and
• 6:51
  they
• 6:51
  were
• 6:52
  fantastic
• 6:53
  and
• 6:53
  I
• 6:53
  respected
• 6:54
  them
• 6:54
  so
• 6:54
  much.
• 6:55
  One
• 6:56
  of
• 6:56
  them,
• 6:57
  Ginny
• 6:57
  Butterfield,
• 6:58
  one
• 6:59
  day
• 6:59
  said,
• 6:59
  I'd
• 7:00
  like
• 7:00
  you
• 7:00
  to
• 7:00
  go
• 7:01
  to
• 7:01
  the
• 7:01
  local
• 7:01
  bookstore
• 7:02
  and
• 7:02
  buy
• 7:04
  a
• 7:04
  couple
• 7:04
  of
• 7:04
  books
• 7:04
  for
• 7:05
  our
• 7:05
  interns
• 7:05
  as
• 7:05
  departing
• 7:06
  gifts.
• 7:07
  Just
• 7:07
  buy
• 7:07
  two
• 7:07
  of
• 7:08
  the
• 7:08
  same
• 7:08
  book,
• 7:08
  but
• 7:09
  find
• 7:09
  a
• 7:09
  good
• 7:09
  book
• 7:09
  about
• 7:10
  writing
• 7:10
  or
• 7:11
  editing.
• 7:11
  So
• 7:13
  I
• 7:14
  went
• 7:14
  to
• 7:14
  the
• 7:14
  bookstore.
• 7:15
  I
• 7:15
  got
• 7:15
  these
• 7:16
  books
• 7:16
  that
• 7:16
  looked
• 7:16
  interesting
• 7:17
  to
• 7:17
  me.
• 7:18
  I
• 7:18
  came
• 7:18
  back
• 7:19
  and
• 7:19
  I
• 7:19
  put
• 7:19
  them
• 7:19
  on
• 7:19
  her
• 7:20
  desk
• 7:20
  so
• 7:20
  she
• 7:20
  could
• 7:20
  sign
• 7:21
  them
• 7:21
  for
• 7:21
  the
• 7:21
  interns.
• 7:22
  She
• 7:23
  came
• 7:23
  into
• 7:23
  my
• 7:23
  office
• 7:25
  looking
• 7:25
  down
• 7:25
  at
• 7:26
  me
• 7:26
  over
• 7:26
  her
• 7:26
  glasses.
• 7:27
  She
• 7:27
  said,
• 7:27
  did
• 7:28
  you
• 7:28
  happen
• 7:28
  to
• 7:28
  peruse
• 7:29
  these
• 7:29
  books
• 7:29
  at
• 7:29
  all?
• 7:30
  I
• 7:30
  said,
• 7:30
  I
• 7:30
  looked
• 7:31
  at
• 7:31
  the
• 7:31
  dust
• 7:31
  jacket
• 7:32
  and
• 7:33
  she
• 7:33
  opens
• 7:34
  one
• 7:34
  of
• 7:35
  the
• 7:35
  chapters
• 7:36
  and
• 7:36
  it
• 7:36
  says,
• 7:36
  why
• 7:37
  your
• 7:37
  editor
• 7:37
  is
• 7:37
  an
• 7:38
  idiot.
• 7:41
  It
• 7:41
  was
• 7:41
  just
• 7:41
  a
• 7:41
  little
• 7:42
  moment.
• 7:42
  But
• 7:43
  one
• 7:43
  of
• 7:43
  the
• 7:43
  things
• 7:44
  that
• 7:45
  taught
• 7:45
  me
• 7:46
  is
• 7:46
  for
• 7:47
  every
• 7:47
  decision
• 7:48
  you
• 7:48
  make
• 7:48
  at
• 7:48
  work,
• 7:49
  it
• 7:50
  has
• 7:50
  to
• 7:50
  be
• 7:50
  defensible.
• 7:51
  You
• 7:51
  have
• 7:52
  to
• 7:52
  be
• 7:52
  able
• 7:52
  to
• 7:53
  defend
• 7:53
  it
• 7:53
  and
• 7:53
  explain
• 7:54
  why
• 7:55
  you
• 7:55
  did
• 7:56
  that
• 7:56
  thing.
• 7:56
  And
• 7:56
  I've
• 7:56
  learned
• 7:57
  that
• 7:57
  lesson
• 7:57
  a
• 7:58
  few
• 7:58
  times,
• 7:59
  but
• 7:59
  that's
• 7:59
  the
• 7:59
  first
• 7:59
  time
• 8:00
  I
• 8:00
  can
• 8:00
  remember
• 8:00
  doing
• 8:01
  it.
• 8:01
  The
• 8:02
  principle
• 8:02
  of
• 8:02
  defensibility
• 8:04
  has
• 8:05
  been
• 8:05
  a
• 8:05
  common
• 8:06
  thread
• 8:06
  through
• 8:06
  all
• 8:06
  of
• 8:07
  the
• 8:07
  work
• 8:07
  that
• 8:07
  I've
• 8:07
  done
• 8:07
  since.
• 8:08
  And
• 8:09
  at
• 8:09
  Boardroom
• 8:09
  Insiders,
• 8:10
  it
• 8:10
  was
• 8:10
  something
• 8:11
  that
• 8:11
  I
• 8:12
  preached
• 8:13
  to
• 8:13
  our
• 8:14
  editorial
• 8:15
  team
• 8:16
  because
• 8:16
  what
• 8:16
  we
• 8:16
  were
• 8:16
  doing
• 8:17
  was
• 8:17
  quite
• 8:17
  subjective
• 8:18
  and
• 8:19
  it
• 8:19
  was
• 8:19
  very
• 8:19
  high
• 8:20
  value
• 8:20
  for
• 8:20
  our
• 8:20
  customers,
• 8:21
  telling
• 8:21
  our
• 8:22
  customers
• 8:23
  what
• 8:23
  was
• 8:23
  most
• 8:24
  important
• 8:24
  to
• 8:24
  their
• 8:26
  C
• 8:26
  suite
• 8:27
  customers.
• 8:28
  And
• 8:30
  I
• 8:30
  said,
• 8:30
  look,
• 8:30
  we're
• 8:31
  making
• 8:31
  choices.
• 8:31
  We're
• 8:32
  curating
• 8:32
  content
• 8:33
  here.
• 8:33
  And
• 8:33
  if
• 8:33
  we
• 8:34
  ever
• 8:34
  get
• 8:34
  a
• 8:34
  question
• 8:34
  from
• 8:35
  a
• 8:35
  customer,
• 8:35
  we
• 8:36
  have
• 8:36
  to
• 8:36
  be
• 8:36
  able
• 8:36
  to
• 8:36
  defend
• 8:37
  what
• 8:37
  why
• 8:37
  something
• 8:37
  is
• 8:38
  or
• 8:38
  is
• 8:38
  not
• 8:39
  in
• 8:39
  our
• 8:39
  profile.
• 8:41
  And
• 8:41
  so
• 8:42
  that
• 8:42
  became
• 8:42
  a
• 8:43
  hallmark
• 8:43
  of
• 8:44
  Boardroom
• 8:44
  Insiders
• 8:45
  too.
• 8:45
  Whatever
• 8:46
  I'm
• 8:46
  working
• 8:46
  on,
• 8:46
  I
• 8:47
  want
• 8:47
  to
• 8:47
  be
• 8:47
  able
• 8:47
  to
• 8:48
  go
• 8:49
  to
• 8:49
  the
• 8:49
  mat
• 8:49
  to
• 8:50
  defend
• 8:50
  it
• 8:50
  with
• 8:51
  my
• 8:51
  own
• 8:51
  experience,
• 8:53
  regarded
• 8:54
  incredible
• 8:55
  sources
• 8:57
  and
• 8:57
  all
• 8:57
  of
• 8:58
  the
• 8:58
  things.
• 8:59
  So
• 8:59
  that
• 8:59
  was
• 8:59
  a
• 8:59
  big
• 8:59
  moment
• 9:00
  for
• 9:00
  me.
• 9:00
  I
• 9:00
  think
• 9:00
  the
• 9:01
  second
• 9:01
  moment
• 9:01
  was
• 9:02
  I
• 9:03
  was
• 9:03
  floundering
• 9:04
  around
• 9:05
  in
• 9:05
  San
• 9:05
  Diego,
• 9:06
  not
• 9:06
  after
• 9:07
  that
• 9:07
  job.
• 9:07
  I
• 9:08
  was
• 9:08
  freelance
• 9:08
  writing.
• 9:09
  I
• 9:09
  wasn't
• 9:09
  making
• 9:09
  any
• 9:10
  money.
• 9:10
  I
• 9:11
  went
• 9:11
  to
• 9:11
  grad
• 9:11
  school
• 9:12
  because
• 9:12
  I
• 9:12
  didn't
• 9:12
  know
• 9:12
  what
• 9:13
  else
• 9:13
  to
• 9:13
  do.
• 9:13
  I
• 9:13
  came
• 9:13
  from
• 9:14
  a
• 9:14
  blue
• 9:14
  collar
• 9:14
  family
• 9:15
  and
• 9:15
  my
• 9:15
  parents
• 9:15
  didn't
• 9:16
  go
• 9:16
  to
• 9:16
  college,
• 9:16
  so
• 9:17
  I
• 9:17
  didn't
• 9:17
  understand
• 9:17
  how
• 9:18
  to
• 9:18
  navigate
• 9:19
  looking
• 9:19
  for
• 9:20
  an
• 9:20
  office
• 9:21
  type
• 9:21
  job.
• 9:22
  I
• 9:22
  got
• 9:22
  married
• 9:22
  and
• 9:22
  I
• 9:23
  moved
• 9:23
  to
• 9:23
  San
• 9:23
  Francisco,
• 9:24
  which
• 9:24
  is
• 9:24
  a
• 9:24
  place
• 9:24
  I
• 9:25
  had
• 9:25
  always
• 9:25
  wanted
• 9:25
  to
• 9:25
  live.
• 9:26
  When
• 9:27
  I
• 9:27
  went
• 9:27
  to
• 9:27
  San
• 9:27
  Francisco,
• 9:29
  I
• 9:29
  immediately
• 9:30
  started
• 9:30
  applying
• 9:30
  at
• 9:31
  all
• 9:31
  the
• 9:31
  big
• 9:31
  corporations
• 9:32
  there.
• 9:32
  Gap,
• 9:32
  Levi's,
• 9:33
  Williams,
• 9:33
  Sonoma.
• 9:34
  And
• 9:35
  they
• 9:35
  just
• 9:35
  were
• 9:36
  not
• 9:36
  interested
• 9:37
  in
• 9:37
  me.
• 9:37
  I
• 9:37
  could
• 9:37
  not
• 9:37
  get
• 9:38
  past
• 9:39
  the
• 9:39
  first
• 9:39
  interview.
• 9:40
  For
• 9:40
  whatever
• 9:40
  reason.
• 9:41
  I
• 9:43
  was
• 9:43
  referred
• 9:44
  to
• 9:44
  a
• 9:44
  friend
• 9:44
  of
• 9:44
  a
• 9:45
  friend
• 9:45
  who
• 9:45
  had
• 9:45
  a
• 9:46
  startup,
• 9:46
  and
• 9:46
  she
• 9:47
  hired
• 9:47
  me
• 9:47
  on
• 9:47
  the
• 9:47
  spot
• 9:48
  to
• 9:48
  be
• 9:49
  in
• 9:49
  sales,
• 9:49
  which
• 9:49
  I
• 9:49
  had
• 9:50
  no
• 9:50
  experience
• 9:50
  doing.
• 9:51
  But
• 9:52
  I
• 9:52
  think
• 9:53
  she
• 9:53
  could
• 9:53
  see
• 9:53
  that
• 9:54
  I
• 9:54
  was
• 9:54
  eager
• 9:55
  to
• 9:55
  learn
• 9:56
  and
• 9:56
  excited
• 9:57
  about
• 9:57
  their
• 9:58
  business.
• 9:58
  And
• 9:58
  I
• 9:59
  was
• 9:59
  a
• 9:59
  Swiss
• 9:59
  army
• 10:00
  knife.
• 10:01
  I
• 10:01
  could
• 10:01
  do
• 10:01
  a
• 10:02
  lot
• 10:02
  of
• 10:02
  different
• 10:02
  things.
• 10:04
  Maybe
• 10:04
  that's
• 10:04
  why
• 10:04
  the
• 10:04
  corporates
• 10:05
  wouldn't
• 10:05
  want
• 10:05
  to
• 10:05
  hire
• 10:06
  me,
• 10:06
  because
• 10:06
  I
• 10:06
  wasn't
• 10:06
  focused
• 10:07
  enough
• 10:07
  in
• 10:07
  my
• 10:07
  experience.
• 10:09
  And
• 10:09
  she
• 10:09
  saw
• 10:09
  me
• 10:09
  as
• 10:10
  somebody
• 10:10
  who
• 10:10
  could
• 10:10
  just
• 10:10
  get
• 10:11
  in
• 10:11
  there
• 10:11
  and
• 10:11
  do
• 10:11
  lots
• 10:12
  of
• 10:12
  different
• 10:12
  things.
• 10:13
  It
• 10:13
  was
• 10:13
  a
• 10:14
  revelation
• 10:14
  to
• 10:14
  me.
• 10:14
  And
• 10:15
  I
• 10:15
  got
• 10:16
  into
• 10:16
  the
• 10:16
  startup
• 10:17
  world
• 10:17
  and
• 10:17
  I
• 10:17
  never
• 10:17
  left.
• 10:18
  That's
• 10:18
  what
• 10:19
  I
• 10:19
  love
• 10:19
  about
• 10:19
  startups,
• 10:20
  is
• 10:20
  it
• 10:20
  doesn't
• 10:21
  matter.
• 10:22
  Given
• 10:22
  my
• 10:22
  background,
• 10:23
  I
• 10:23
  don't
• 10:23
  have
• 10:24
  the
• 10:24
  pedigree
• 10:24
  that
• 10:25
  a
• 10:25
  lot
• 10:25
  of
• 10:25
  people
• 10:25
  in
• 10:25
  business
• 10:26
  do,
• 10:26
  from
• 10:27
  neither
• 10:27
  the
• 10:27
  family
• 10:28
  pedigree
• 10:28
  nor
• 10:28
  the
• 10:29
  educational
• 10:29
  pedigree
• 10:30
  or
• 10:31
  the
• 10:31
  connections.
• 10:32
  But
• 10:33
  if
• 10:33
  you
• 10:33
  go
• 10:33
  into
• 10:33
  a
• 10:34
  startup,
• 10:34
  they
• 10:34
  don't
• 10:35
  care.
• 10:35
  They
• 10:35
  don't
• 10:36
  care
• 10:36
  where
• 10:37
  you
• 10:37
  came
• 10:37
  from,
• 10:38
  who
• 10:38
  you
• 10:39
  know,
• 10:39
  or
• 10:39
  where
• 10:40
  you
• 10:40
  went
• 10:40
  to
• 10:40
  school.
• 10:40
  It's
• 10:41
  like,
• 10:41
  how
• 10:41
  can
• 10:42
  you
• 10:42
  get
• 10:42
  stuff
• 10:42
  done
• 10:42
  well
• 10:43
  and
• 10:43
  can
• 10:43
  you
• 10:43
  get
• 10:43
  it
• 10:43
  done
• 10:43
  fast?
• 10:44
  And
• 10:45
  if
• 10:45
  you
• 10:45
  can
• 10:45
  do
• 10:45
  that,
• 10:45
  you
• 10:46
  will
• 10:46
  become
• 10:46
  a
• 10:46
  leader
• 10:46
  in
• 10:47
  the
• 10:47
  company
• 10:48
  in
• 10:48
  no
• 10:48
  time
• 10:48
  and
• 10:48
  you
• 10:48
  will
• 10:49
  just
• 10:49
  learn
• 10:50
  a
• 10:50
  ton.
• 10:50
  And
• 10:50
  so
• 10:51
  that
• 10:51
  was
• 10:51
  probably
• 10:52
  the
• 10:52
  second
• 10:53
  major
• 10:54
  milestone
• 10:55
  for
• 10:55
  me,
• 10:55
  career
• 10:56
  wise.
• 10:57
  And
• 10:58
  then
• 10:58
  I
• 10:58
  think
• 10:58
  the
• 10:58
  third
• 10:59
  one
• 11:00
  was
• 11:00
  a
• 11:00
  big
• 11:01
  failure
• 11:01
  that
• 11:01
  I
• 11:02
  had.
• 11:02
  When
• 11:02
  I
• 11:02
  my
• 11:03
  first
• 11:03
  startup,
• 11:04
  I
• 11:06
  was
• 11:06
  in
• 11:07
  San
• 11:07
  Francisco
• 11:07
  in
• 11:08
  the
• 11:08
  middle
• 11:08
  of
• 11:08
  the
• 11:08
  whole
• 11:08
  dot
• 11:09
  com
• 11:09
  thing.
• 11:10
  In
• 11:10
  the
• 11:10
  late
• 11:10
  90s,
• 11:11
  I
• 11:11
  started
• 11:11
  a
• 11:12
  company
• 11:13
  and
• 11:14
  I
• 11:14
  listened
• 11:15
  to
• 11:15
  what,
• 11:16
  you
• 11:17
  know,
• 11:17
  conventional
• 11:18
  wisdom
• 11:19
  and
• 11:20
  experts
• 11:20
  said.
• 11:21
  And
• 11:21
  the
• 11:22
  things
• 11:22
  they
• 11:22
  said
• 11:22
  is,
• 11:22
  you
• 11:23
  are
• 11:24
  not
• 11:24
  bona
• 11:25
  fide
• 11:25
  if
• 11:25
  you
• 11:25
  don't
• 11:26
  raise
• 11:26
  venture
• 11:26
  capital,
• 11:27
  so
• 11:27
  you
• 11:27
  have
• 11:27
  to
• 11:27
  raise
• 11:28
  venture
• 11:28
  capital.
• 11:29
  I
• 11:29
  raised
• 11:29
  venture
• 11:30
  capital
• 11:31
  and
• 11:32
  it
• 11:32
  killed
• 11:32
  the
• 11:33
  company.
• 11:34
  It
• 11:35
  literally
• 11:35
  killed
• 11:36
  the
• 11:36
  company.
• 11:36
  Because
• 11:36
  when
• 11:37
  the
• 11:37
  NASDAQ
• 11:37
  crashed
• 11:38
  and
• 11:40
  everybody
• 11:40
  was
• 11:41
  panicking,
• 11:41
  including
• 11:42
  my
• 11:42
  investors,
• 11:44
  they
• 11:44
  fired
• 11:44
  their
• 11:45
  CEO,
• 11:45
  the
• 11:46
  firm
• 11:46
  that
• 11:47
  funded
• 11:47
  us,
• 11:48
  and
• 11:49
  they
• 11:49
  had
• 11:50
  all
• 11:50
  these
• 11:50
  content
• 11:51
  companies
• 11:51
  in
• 11:51
  their
• 11:51
  portfolio
• 11:52
  and
• 11:52
  they
• 11:52
  decided
• 11:53
  they
• 11:53
  were
• 11:53
  going
• 11:53
  to
• 11:53
  pivot
• 11:53
  to
• 11:54
  biotech.
• 11:55
  And
• 11:55
  so
• 11:55
  they
• 11:55
  wanted
• 11:56
  out
• 11:56
  of
• 11:56
  our
• 11:56
  deal.
• 11:57
  They
• 11:58
  couldn't
• 11:58
  legally
• 11:58
  get
• 11:59
  out
• 11:59
  of
• 11:59
  the
• 11:59
  deal
• 11:59
  because
• 12:00
  we
• 12:00
  had
• 12:00
  a
• 12:00
  deal.
• 12:01
  But
• 12:01
  I
• 12:02
  always
• 12:02
  tell
• 12:02
  this
• 12:02
  to
• 12:03
  people,
• 12:04
  if
• 12:04
  they
• 12:04
  want
• 12:05
  out,
• 12:06
  they
• 12:06
  will
• 12:06
  get
• 12:07
  out.
• 12:08
  And
• 12:08
  in
• 12:08
  our
• 12:08
  case,
• 12:08
  they
• 12:09
  filed
• 12:09
  a
• 12:10
  sham
• 12:10
  lawsuit.
• 12:11
  They
• 12:11
  accused
• 12:12
  us
• 12:12
  of
• 12:12
  fraud,
• 12:13
  which
• 12:13
  we
• 12:13
  were
• 12:13
  not
• 12:14
  committing
• 12:14
  fraud.
• 12:15
  But
• 12:15
  they
• 12:15
  had
• 12:15
  all
• 12:16
  the
• 12:16
  lawyers
• 12:16
  and
• 12:16
  all
• 12:16
  the
• 12:17
  money.
• 12:17
  And
• 12:18
  so
• 12:18
  it
• 12:18
  forced
• 12:18
  us
• 12:19
  into
• 12:19
  a
• 12:19
  settlement
• 12:20
  and
• 12:20
  they
• 12:21
  got
• 12:21
  the
• 12:22
  majority
• 12:22
  of
• 12:22
  their
• 12:22
  money
• 12:23
  back.
• 12:26
  And
• 12:26
  so
• 12:29
  that
• 12:29
  was
• 12:29
  the
• 12:30
  beginning.
• 12:31
  For
• 12:31
  the
• 12:32
  rest
• 12:32
  of
• 12:32
  my
• 12:32
  life,
• 12:33
  I
• 12:33
  don't
• 12:33
  trust
• 12:34
  conventional
• 12:35
  wisdom.
• 12:35
  I
• 12:36
  don't
• 12:36
  trust
• 12:37
  what
• 12:37
  the
• 12:37
  insiders
• 12:38
  say.
• 12:38
  I
• 12:38
  think
• 12:38
  it's
• 12:39
  all
• 12:39
  bullshit.
• 12:41
  It
• 12:41
  works
• 12:42
  for
• 12:42
  the
• 12:42
  people
• 12:42
  who
• 12:43
  are
• 12:43
  in
• 12:43
  the
• 12:44
  club,
• 12:45
  but
• 12:45
  it
• 12:45
  doesn't
• 12:46
  work
• 12:46
  for
• 12:46
  the
• 12:46
  rest
• 12:46
  of
• 12:47
  us.
• 12:47
  For
• 12:47
  the
• 12:47
  most
• 12:47
  part,
• 12:48
  there's
• 12:48
  a
• 12:48
  lot
• 12:48
  of
• 12:49
  posturing
• 12:50
  and
• 12:52
  people
• 12:52
  not
• 12:52
  really
• 12:53
  being
• 12:53
  honest
• 12:53
  about
• 12:54
  what
• 12:54
  these
• 12:55
  funding
• 12:57
  situations
• 12:58
  look
• 12:58
  like
• 12:58
  and
• 12:58
  how
• 12:59
  it
• 12:59
  impacts
• 12:59
  your
• 12:59
  exit.
• 13:01
  I'm
• 13:01
  trying
• 13:01
  to
• 13:01
  blow
• 13:02
  the
• 13:02
  whistle
• 13:02
  on
• 13:03
  all
• 13:03
  of
• 13:03
  that
• 13:04
  because
• 13:04
  the
• 13:05
  reality
• 13:05
  is
• 13:06
  most
• 13:07
  venture
• 13:07
  backed
• 13:08
  founders
• 13:08
  who
• 13:08
  exit
• 13:09
  walk
• 13:09
  away
• 13:09
  with
• 13:10
  an
• 13:10
  embarrassingly
• 13:11
  low
• 13:11
  amount
• 13:12
  of
• 13:12
  money,
• 13:13
  way
• 13:13
  less
• 13:13
  than
• 13:13
  I
• 13:14
  did,
• 13:14
  in
• 13:14
  fact,
• 13:15
  on
• 13:15
  a
• 13:16
  $25
• 13:16
  million
• 13:17
  exit.
• 13:18
  And
• 13:18
  I
• 13:18
  found
• 13:18
  this
• 13:19
  out
• 13:19
  when
• 13:19
  I
• 13:20
  started
• 13:20
  sharing
• 13:20
  my
• 13:20
  own
• 13:21
  numbers.
• 13:21
  It
• 13:22
  has
• 13:22
  instilled
• 13:23
  in
• 13:23
  me
• 13:23
  a
• 13:23
  distrust
• 13:24
  of
• 13:25
  conventional
• 13:25
  wisdom
• 13:26
  of
• 13:26
  all
• 13:26
  kinds
• 13:27
  of.
• 13:28
  And
• 13:28
  it
• 13:28
  has
• 13:29
  made
• 13:29
  me
• 13:30
  really
• 13:30
  value
• 13:31
  the
• 13:31
  perspective
• 13:32
  of
• 13:32
  outsiders.
• 13:33
  It's
• 13:33
  given
• 13:34
  me
• 13:34
  the
• 13:34
  confidence
• 13:36
  to
• 13:36
  do
• 13:36
  things
• 13:36
  differently
• 13:37
  and
• 13:38
  follow
• 13:38
  my
• 13:38
  instincts
• 13:39
  and
• 13:39
  most
• 13:39
  importantly,
• 13:41
  always
• 13:41
  put
• 13:41
  my
• 13:42
  customers
• 13:42
  first
• 13:42
  and
• 13:43
  listen
• 13:43
  to
• 13:43
  them
• 13:43
  and
• 13:44
  not
• 13:44
  listen
• 13:44
  to
• 13:44
  all
• 13:45
  these
• 13:47
  so
• 13:47
  called
• 13:47
  Silicon
• 13:48
  Valley
• 13:48
  experts
• 13:49
  because
• 13:49
  they
• 13:49
  can
• 13:50
  really
• 13:50
  steer
• 13:50
  you
• 13:50
  in
• 13:51
  the
• 13:51
  wrong
• 13:51
  direction.
• 13:53
  Wow,
• 13:54
  those
• 13:54
  are
• 13:54
  three
• 13:54
  really
• 13:55
  powerful
• 13:55
  moments.
• 13:56
  This
• 13:56
  last
• 13:56
  one
• 13:57
  here,
• 13:57
  we'll
• 13:57
  get
• 13:58
  into
• 13:58
  more
• 13:58
  because
• 13:58
  I
• 13:58
  want
• 13:59
  to
• 13:59
  hear
• 13:59
  what
• 13:59
  happened
• 13:59
  next.
• 13:59
  You
• 14:00
  decided
• 14:00
  to
• 14:00
  keep
• 14:01
  going.
• 14:01
  What
• 14:02
  I
• 14:02
  find
• 14:02
  remarkable,
• 14:04
  and
• 14:04
  I'm
• 14:04
  sure
• 14:04
  our
• 14:05
  listeners
• 14:05
  are
• 14:05
  thinking
• 14:06
  the
• 14:06
  same
• 14:06
  thing,
• 14:06
  you
• 14:07
  could
• 14:07
  go
• 14:07
  through
• 14:07
  that
• 14:08
  and
• 14:08
  not
• 14:08
  just
• 14:09
  be
• 14:09
  like,
• 14:09
  I'm
• 14:10
  done,
• 14:11
  right?
• 14:11
  You
• 14:12
  decided
• 14:13
  to
• 14:13
  keep
• 14:13
  going,
• 14:14
  which
• 14:14
  I
• 14:14
  think
• 14:15
  is
• 14:15
  the
• 14:15
  mark
• 14:15
  of
• 14:16
  a
• 14:16
  true
• 14:16
  entrepreneur.
• 14:17
  You
• 14:18
  just,
• 14:19
  you
• 14:19
  just
• 14:19
  keep
• 14:20
  going.
• 14:20
  Like
• 14:20
  you
• 14:20
  can't
• 14:21
  almost
• 14:21
  help
• 14:21
  yourself.
• 14:23
  And
• 14:24
  so
• 14:24
  how
• 14:24
  did
• 14:24
  you
• 14:25
  move
• 14:25
  from
• 14:25
  that
• 14:26
  failure
• 14:28
  to
• 14:29
  continue
• 14:29
  on
• 14:29
  and
• 14:30
  eventually
• 14:32
  create
• 14:33
  this
• 14:33
  incredible
• 14:34
  tech
• 14:34
  company,
• 14:34
  Boardroom
• 14:35
  Insiders?
• 14:37
  Well,
• 14:37
  there
• 14:37
  were
• 14:37
  a
• 14:38
  few
• 14:38
  more
• 14:38
  important
• 14:39
  events
• 14:40
  that
• 14:40
  happened.
• 14:40
  I
• 14:41
  was
• 14:41
  right.
• 14:41
  When
• 14:42
  fidget.com
• 14:43
  failed,
• 14:43
  that's
• 14:44
  the
• 14:44
  first
• 14:44
  company.
• 14:44
  I
• 14:44
  was
• 14:45
  in
• 14:45
  the
• 14:45
  middle
• 14:45
  of
• 14:45
  that
• 14:45
  crazy
• 14:46
  period
• 14:46
  where
• 14:46
  you're
• 14:47
  starting
• 14:47
  to
• 14:47
  have
• 14:48
  babies.
• 14:49
  I
• 14:49
  had
• 14:49
  a
• 14:50
  baby
• 14:50
  when
• 14:50
  I
• 14:50
  created
• 14:51
  Fidget
• 14:51
  and
• 14:52
  then
• 14:52
  I
• 14:52
  had
• 14:52
  another
• 14:52
  baby
• 14:53
  after
• 14:53
  it
• 14:54
  failed.
• 14:54
  That's
• 14:55
  all
• 14:55
  kind
• 14:55
  of
• 14:55
  a
• 14:55
  blur
• 14:56
  that
• 14:56
  whole
• 14:56
  period.
• 14:57
  And
• 14:57
  then
• 14:57
  911
• 14:58
  happened
• 14:59
  after
• 14:59
  the
• 14:59
  dot
• 15:00
  bomb
• 15:00
  happened,
• 15:01
  you
• 15:01
  know,
• 15:01
  a
• 15:01
  year,
• 15:02
  a
• 15:03
  year
• 15:03
  and
• 15:03
  a
• 15:03
  half
• 15:03
  apart.
• 15:04
  And
• 15:05
  in
• 15:05
  San
• 15:05
  Francisco,
• 15:06
  things
• 15:06
  just
• 15:07
  weren't
• 15:07
  coming
• 15:08
  back.
• 15:08
  And
• 15:10
  so
• 15:10
  I
• 15:10
  had
• 15:11
  to
• 15:11
  take
• 15:12
  a
• 15:13
  job.
• 15:13
  That
• 15:13
  was
• 15:14
  the
• 15:14
  worst
• 15:14
  job
• 15:14
  I
• 15:15
  ever
• 15:15
  had.
• 15:16
  It
• 15:16
  was
• 15:16
  just
• 15:17
  horrendous.
• 15:17
  And
• 15:18
  I
• 15:18
  write
• 15:18
  about
• 15:18
  it
• 15:18
  in
• 15:18
  the
• 15:19
  book,
• 15:19
  like
• 15:19
  unbelievably
• 15:20
  so.
• 15:21
  And
• 15:23
  I
• 15:23
  worked
• 15:24
  there
• 15:24
  for
• 15:24
  six
• 15:24
  months
• 15:24
  and
• 15:25
  then
• 15:25
  I
• 15:25
  decided
• 15:26
  I
• 15:26
  am
• 15:26
  never
• 15:27
  going
• 15:27
  to
• 15:27
  work
• 15:27
  for
• 15:27
  anyone
• 15:28
  again.
• 15:28
  And
• 15:28
  that
• 15:29
  pushed
• 15:29
  me
• 15:31
  back
• 15:31
  into
• 15:31
  entrepreneurship.
• 15:33
  When
• 15:34
  you
• 15:34
  make
• 15:34
  a
• 15:34
  decision
• 15:35
  like
• 15:35
  that,
• 15:35
  the
• 15:35
  first
• 15:36
  thing
• 15:36
  that
• 15:36
  you
• 15:36
  do
• 15:36
  is
• 15:37
  you
• 15:37
  contact
• 15:38
  everyone
• 15:38
  you
• 15:38
  know
• 15:39
  and
• 15:39
  say,
• 15:41
  I'm
• 15:41
  going
• 15:41
  out
• 15:41
  on
• 15:41
  my
• 15:41
  own
• 15:42
  to
• 15:42
  do
• 15:42
  what.
• 15:43
  Here
• 15:43
  are
• 15:43
  the
• 15:43
  things
• 15:43
  that
• 15:43
  I
• 15:44
  can
• 15:44
  do
• 15:44
  that
• 15:44
  I'm
• 15:44
  good
• 15:44
  at.
• 15:44
  If
• 15:45
  there's
• 15:45
  any
• 15:45
  way
• 15:45
  I
• 15:45
  can
• 15:46
  help
• 15:46
  you
• 15:46
  with
• 15:46
  any
• 15:46
  projects
• 15:47
  in
• 15:48
  the
• 15:48
  short
• 15:48
  term,
• 15:49
  let
• 15:49
  me
• 15:49
  know.
• 15:50
  I
• 15:50
  made
• 15:50
  private
• 15:51
  label
• 15:51
  pasta
• 15:52
  sauce
• 15:52
  in
• 15:52
  my
• 15:52
  kitchen.
• 15:53
  I
• 15:54
  did
• 15:55
  PR
• 15:55
  for
• 15:55
  an
• 15:56
  aircraft
• 15:56
  carrier
• 15:57
  museum.
• 15:58
  I
• 15:58
  did
• 15:58
  all
• 15:58
  kinds
• 15:59
  of
• 15:59
  crazy
• 15:59
  things.
• 15:59
  A
• 16:00
  friend
• 16:00
  of
• 16:00
  mine
• 16:00
  who
• 16:01
  I
• 16:01
  had
• 16:01
  worked
• 16:01
  with
• 16:01
  before,
• 16:02
  he
• 16:02
  actually
• 16:02
  was
• 16:03
  my
• 16:03
  assistant
• 16:04
  when
• 16:04
  I
• 16:05
  was
• 16:05
  at
• 16:05
  that
• 16:05
  first
• 16:05
  startup.
• 16:06
  And
• 16:06
  while
• 16:07
  I
• 16:07
  was
• 16:07
  having
• 16:07
  babies,
• 16:08
  he
• 16:08
  was
• 16:08
  climbing
• 16:09
  the
• 16:09
  ladder
• 16:09
  in
• 16:10
  tech
• 16:10
  marketing.
• 16:12
  He
• 16:12
  called
• 16:12
  me
• 16:13
  and
• 16:13
  he
• 16:13
  said,
• 16:13
  you
• 16:13
  got
• 16:13
  to
• 16:14
  come
• 16:14
  work
• 16:14
  with
• 16:14
  me
• 16:14
  on
• 16:15
  this
• 16:15
  project
• 16:15
  for
• 16:16
  Intel.
• 16:16
  I
• 16:16
  said,
• 16:16
  I
• 16:17
  don't
• 16:17
  know
• 16:17
  anything
• 16:18
  about
• 16:18
  intel
• 16:19
  or
• 16:19
  tech.
• 16:20
  He
• 16:20
  said,
• 16:20
  no,
• 16:20
  you're
• 16:21
  going
• 16:21
  to
• 16:21
  be
• 16:21
  great.
• 16:21
  I
• 16:21
  know
• 16:22
  you
• 16:22
  can
• 16:22
  do
• 16:22
  it.
• 16:22
  That
• 16:23
  kicked
• 16:23
  off
• 16:24
  nearly
• 16:24
  a
• 16:25
  decade
• 16:25
  of
• 16:26
  consulting
• 16:28
  with
• 16:28
  tech
• 16:29
  marketers.
• 16:30
  The
• 16:30
  more
• 16:31
  I
• 16:32
  saw
• 16:32
  of
• 16:32
  tech
• 16:33
  marketing,
• 16:33
  the
• 16:33
  more
• 16:34
  I
• 16:34
  realized
• 16:34
  they
• 16:34
  had
• 16:35
  in
• 16:35
  big
• 16:35
  tech
• 16:36
  the
• 16:36
  same
• 16:36
  problem,
• 16:36
  which
• 16:37
  was
• 16:38
  these
• 16:38
  deals
• 16:38
  were
• 16:38
  getting
• 16:39
  bigger
• 16:39
  and
• 16:39
  bigger.
• 16:40
  Eight
• 16:40
  figures,
• 16:40
  nine
• 16:41
  figures.
• 16:41
  And
• 16:42
  pretty
• 16:42
  soon
• 16:42
  the
• 16:42
  CEOs
• 16:43
  of
• 16:43
  big
• 16:43
  enterprises
• 16:44
  are
• 16:44
  saying,
• 16:44
  what
• 16:45
  the
• 16:45
  heck
• 16:45
  is
• 16:46
  this
• 16:46
  technology
• 16:47
  we're
• 16:47
  buying
• 16:47
  and
• 16:47
  what
• 16:48
  is
• 16:48
  it
• 16:48
  going
• 16:48
  to
• 16:49
  do
• 16:49
  for
• 16:49
  us?
• 16:49
  Because
• 16:49
  it's
• 16:50
  very
• 16:50
  expensive
• 16:51
  and
• 16:51
  it's
• 16:51
  going
• 16:52
  to
• 16:52
  be
• 16:52
  touching
• 16:53
  every
• 16:53
  corner
• 16:54
  of
• 16:54
  our
• 16:54
  organization,
• 16:55
  and
• 16:55
  we
• 16:55
  want
• 16:55
  to
• 16:55
  understand
• 16:56
  what
• 16:56
  it
• 16:56
  is.
• 16:57
  So
• 16:58
  the
• 16:58
  big
• 16:58
  tech
• 16:58
  sales
• 16:59
  reps
• 16:59
  were
• 16:59
  being
• 16:59
  called
• 16:59
  into
• 17:00
  C
• 17:00
  suites
• 17:01
  at
• 17:01
  their
• 17:02
  customers,
• 17:02
  and
• 17:02
  they
• 17:02
  were
• 17:03
  shaking
• 17:03
  in
• 17:03
  their
• 17:03
  boots.
• 17:04
  I
• 17:04
  didn't
• 17:04
  know
• 17:04
  how
• 17:04
  to
• 17:05
  shift
• 17:05
  from
• 17:05
  talking
• 17:06
  about
• 17:07
  hardware
• 17:07
  and
• 17:07
  software
• 17:08
  and
• 17:08
  features
• 17:09
  to
• 17:09
  business
• 17:10
  impact.
• 17:11
  So
• 17:11
  I
• 17:12
  created
• 17:12
  these
• 17:13
  dossiers
• 17:13
  on
• 17:14
  these
• 17:14
  Fortune
• 17:14
  500
• 17:15
  execs
• 17:15
  for
• 17:16
  sales
• 17:16
  prep.
• 17:17
  And
• 17:18
  I
• 17:18
  did
• 17:18
  them
• 17:18
  bespoke
• 17:19
  for
• 17:19
  a
• 17:19
  long
• 17:19
  time
• 17:19
  for
• 17:20
  a
• 17:20
  lot
• 17:20
  of
• 17:20
  my
• 17:20
  customers,
• 17:21
  and
• 17:21
  they
• 17:21
  would
• 17:21
  pay
• 17:21
  a
• 17:21
  lot
• 17:22
  for
• 17:22
  them.
• 17:22
  They
• 17:22
  had
• 17:22
  relationship
• 17:23
  maps
• 17:23
  like,
• 17:24
  how
• 17:24
  are
• 17:24
  we
• 17:25
  as
• 17:25
  a
• 17:25
  company
• 17:26
  connected
• 17:26
  to
• 17:26
  this
• 17:27
  executive?
• 17:28
  Then
• 17:28
  I
• 17:28
  thought,
• 17:29
  I
• 17:29
  should
• 17:29
  just
• 17:29
  put
• 17:29
  all
• 17:29
  these
• 17:29
  in
• 17:30
  a
• 17:30
  database
• 17:30
  and
• 17:30
  create
• 17:31
  a
• 17:31
  subscription
• 17:31
  database
• 17:32
  product.
• 17:33
  And
• 17:33
  so
• 17:33
  that
• 17:33
  was
• 17:34
  the
• 17:34
  genesis
• 17:35
  of
• 17:35
  boardroom
• 17:35
  insiders.
• 17:36
  I
• 17:36
  spent
• 17:36
  a
• 17:36
  number
• 17:37
  of
• 17:37
  years
• 17:37
  weaning
• 17:38
  my
• 17:38
  clients
• 17:39
  off
• 17:39
  of
• 17:39
  my
• 17:39
  consulting
• 17:40
  services
• 17:41
  and
• 17:41
  moving
• 17:42
  them
• 17:42
  over
• 17:42
  to
• 17:42
  a
• 17:43
  SaaS
• 17:44
  product.
• 17:45
  And
• 17:46
  so
• 17:46
  that
• 17:46
  took
• 17:47
  quite
• 17:47
  a
• 17:47
  while,
• 17:48
  but
• 17:48
  it
• 17:48
  worked.
• 17:49
  It
• 17:49
  worked.
• 17:49
  It
• 17:49
  was
• 17:50
  a
• 17:50
  slow
• 17:50
  ramp.
• 17:50
  We
• 17:51
  were
• 17:51
  ahead
• 17:52
  of
• 17:52
  the
• 17:52
  market
• 17:53
  because
• 17:54
  just
• 17:54
  because
• 17:54
  Cisco,
• 17:55
  VMware,
• 17:56
  sun
• 17:57
  and
• 17:58
  Oracle
• 17:59
  are
• 17:59
  doing
• 17:59
  this
• 17:59
  kind
• 18:00
  of
• 18:00
  approach,
• 18:00
  it
• 18:00
  doesn't
• 18:01
  mean
• 18:01
  that
• 18:01
  the
• 18:01
  next
• 18:02
  level
• 18:02
  of
• 18:03
  companies
• 18:03
  down
• 18:04
  are
• 18:05
  clued
• 18:05
  into
• 18:05
  it
• 18:06
  yet.
• 18:07
  So
• 18:07
  it
• 18:07
  really
• 18:07
  wasn't
• 18:08
  until
• 18:08
  about
• 18:09
  2014,
• 18:10
  2015,
• 18:11
  that
• 18:11
  it
• 18:11
  started
• 18:12
  taking
• 18:12
  off.
• 18:13
  I
• 18:13
  founded
• 18:13
  the
• 18:14
  company
• 18:14
  in
• 18:14
  2008,
• 18:15
  so
• 18:15
  it
• 18:15
  took
• 18:15
  a
• 18:16
  very
• 18:16
  long
• 18:16
  time.
• 18:18
  And
• 18:18
  so
• 18:18
  you
• 18:19
  built
• 18:19
  us,
• 18:20
  as
• 18:20
  you
• 18:20
  said
• 18:20
  before,
• 18:21
  and
• 18:21
  you
• 18:21
  talk
• 18:22
  about
• 18:22
  in
• 18:22
  your
• 18:23
  book,
• 18:23
  you
• 18:24
  built
• 18:24
  this
• 18:24
  bootstrapped,
• 18:26
  right?
• 18:26
  So
• 18:27
  you
• 18:27
  did
• 18:27
  the
• 18:27
  consulting
• 18:28
  and
• 18:29
  used
• 18:29
  that
• 18:29
  revenue.
• 18:30
  Tell
• 18:31
  us
• 18:31
  about
• 18:31
  how
• 18:32
  you
• 18:32
  funded
• 18:32
  it
• 18:32
  and
• 18:33
  when
• 18:33
  you
• 18:33
  got
• 18:34
  advice
• 18:34
  from
• 18:35
  others
• 18:35
  and
• 18:36
  how
• 18:36
  you
• 18:36
  got
• 18:37
  tech
• 18:38
  people,
• 18:39
  how.
• 18:39
  You
• 18:40
  learned
• 18:40
  about
• 18:40
  that.
• 18:41
  I
• 18:42
  wasn't
• 18:42
  very
• 18:43
  disciplined
• 18:44
  in
• 18:44
  the
• 18:44
  beginning
• 18:44
  about
• 18:45
  keeping
• 18:45
  track
• 18:46
  of
• 18:47
  what
• 18:47
  money
• 18:47
  I
• 18:47
  was
• 18:47
  putting
• 18:48
  into
• 18:48
  the
• 18:48
  product.
• 18:50
  I
• 18:50
  kind
• 18:50
  of
• 18:51
  thought
• 18:51
  of
• 18:51
  it
• 18:52
  as
• 18:53
  one
• 18:53
  big
• 18:53
  thing.
• 18:54
  I
• 18:55
  operated
• 18:56
  the
• 18:56
  two
• 18:56
  of
• 18:56
  them
• 18:57
  side
• 18:57
  by
• 18:57
  side,
• 18:58
  and
• 19:00
  everything
• 19:00
  was
• 19:00
  bespoke
• 19:01
  for
• 19:01
  a
• 19:02
  number
• 19:02
  of
• 19:02
  years,
• 19:03
  even
• 19:03
  though
• 19:03
  I
• 19:03
  was
• 19:03
  putting
• 19:04
  everything
• 19:04
  in
• 19:04
  a
• 19:04
  database.
• 19:05
  But
• 19:06
  the
• 19:06
  customers
• 19:06
  weren't
• 19:07
  really
• 19:07
  using
• 19:07
  the
• 19:07
  database
• 19:08
  that
• 19:08
  much
• 19:08
  at
• 19:09
  all.
• 19:09
  They
• 19:09
  would
• 19:09
  come
• 19:09
  to
• 19:09
  me.
• 19:10
  The
• 19:11
  first
• 19:11
  customer,
• 19:11
  essentially,
• 19:12
  you
• 19:12
  were
• 19:12
  using.
• 19:14
  I
• 19:14
  was
• 19:14
  using
• 19:15
  it
• 19:15
  for
• 19:15
  my
• 19:15
  own
• 19:15
  consulting,
• 19:17
  and
• 19:17
  it
• 19:17
  was
• 19:18
  clunky
• 19:18
  and
• 19:18
  ugly,
• 19:19
  but
• 19:19
  I
• 19:19
  eventually
• 19:20
  got
• 19:20
  a
• 19:20
  few
• 19:21
  customers
• 19:21
  in
• 19:21
  there
• 19:22
  using
• 19:22
  it.
• 19:23
  They
• 19:23
  would
• 19:23
  ask,
• 19:23
  do
• 19:24
  you
• 19:24
  have
• 19:24
  this
• 19:24
  profile?
• 19:25
  No,
• 19:25
  but
• 19:26
  I'll
• 19:26
  create
• 19:26
  it
• 19:26
  for
• 19:26
  you.
• 19:27
  I
• 19:27
  was
• 19:27
  populating
• 19:28
  the
• 19:28
  database
• 19:28
  almost
• 19:29
  like
• 19:29
  if
• 19:29
  you
• 19:29
  think
• 19:30
  of
• 19:30
  a
• 19:30
  staircase
• 19:31
  and
• 19:31
  you're
• 19:31
  putting
• 19:32
  each
• 19:32
  stair
• 19:32
  down
• 19:33
  as
• 19:33
  the
• 19:33
  customer's
• 19:34
  going
• 19:34
  up.
• 19:34
  There
• 19:34
  were
• 19:34
  times
• 19:34
  when
• 19:35
  I
• 19:35
  was
• 19:35
  very
• 19:35
  transparent
• 19:36
  about
• 19:36
  that,
• 19:36
  and
• 19:36
  then
• 19:37
  there
• 19:37
  were
• 19:37
  times
• 19:37
  that
• 19:37
  I
• 19:37
  just
• 19:38
  completely
• 19:40
  lied.
• 19:40
  Somebody
• 19:40
  would
• 19:41
  call
• 19:41
  me,
• 19:41
  a
• 19:42
  net
• 19:42
  new
• 19:42
  person
• 19:42
  who
• 19:43
  I
• 19:43
  didn't
• 19:43
  know,
• 19:43
  and
• 19:43
  they'd
• 19:44
  say,
• 19:44
  oh,
• 19:44
  I
• 19:44
  found
• 19:45
  your
• 19:45
  product
• 19:45
  on
• 19:45
  the
• 19:45
  Internet
• 19:46
  and
• 19:46
  this
• 19:46
  looks
• 19:47
  amazing.
• 19:47
  Do
• 19:48
  you
• 19:48
  have
• 19:48
  a
• 19:48
  profile
• 19:48
  of
• 19:49
  X
• 19:50
  person?
• 19:50
  And
• 19:50
  I'd
• 19:50
  be
• 19:51
  like,
• 19:51
  yeah,
• 19:51
  we
• 19:52
  do
• 19:52
  have
• 19:52
  that.
• 19:52
  It
• 19:53
  hasn't
• 19:53
  been
• 19:53
  refreshed
• 19:53
  in
• 19:54
  a
• 19:54
  couple
• 19:54
  of
• 19:54
  months,
• 19:54
  so
• 19:55
  if
• 19:56
  you
• 19:56
  wouldn't
• 19:56
  mind,
• 19:56
  give
• 19:57
  my
• 19:57
  team
• 19:57
  just
• 19:57
  overnight
• 19:58
  and
• 19:58
  I'll
• 19:58
  get
• 19:58
  it
• 19:59
  to
• 19:59
  you
• 19:59
  in
• 19:59
  the
• 19:59
  morning.
• 19:59
  And
• 19:59
  then
• 20:00
  I
• 20:00
  would
• 20:00
  create
• 20:00
  it
• 20:00
  from
• 20:01
  scratch
• 20:01
  overnight.
• 20:02
  My
• 20:02
  husband
• 20:02
  and
• 20:02
  I
• 20:03
  would
• 20:03
  stay
• 20:03
  up
• 20:03
  all
• 20:03
  night
• 20:04
  creating
• 20:04
  these
• 20:04
  profiles
• 20:06
  and
• 20:06
  then
• 20:06
  they
• 20:06
  would
• 20:07
  love
• 20:07
  them.
• 20:07
  And
• 20:08
  so
• 20:08
  it
• 20:08
  gave
• 20:08
  me
• 20:09
  a
• 20:09
  way
• 20:09
  to
• 20:09
  test
• 20:09
  the
• 20:10
  market
• 20:10
  and
• 20:10
  see
• 20:11
  do
• 20:11
  people
• 20:12
  find
• 20:12
  these
• 20:12
  useful?
• 20:13
  What
• 20:13
  are
• 20:13
  they
• 20:13
  using
• 20:13
  it
• 20:14
  for?
• 20:14
  There
• 20:14
  were
• 20:14
  use
• 20:14
  cases
• 20:15
  that
• 20:15
  had
• 20:15
  never
• 20:15
  occurred
• 20:16
  to
• 20:16
  me.
• 20:17
  Kind
• 20:17
  of
• 20:17
  ancient,
• 20:18
  outside
• 20:18
  of
• 20:18
  my
• 20:19
  ideal
• 20:19
  customer
• 20:20
  profile.
• 20:20
  But
• 20:20
  I
• 20:21
  learned
• 20:21
  a
• 20:21
  lot,
• 20:22
  and
• 20:23
  that's
• 20:24
  with.
• 20:24
  With
• 20:25
  the
• 20:25
  funding.
• 20:26
  So
• 20:27
  I
• 20:27
  would
• 20:27
  use
• 20:27
  that
• 20:27
  funding
• 20:28
  to
• 20:28
  keep
• 20:28
  enhancing
• 20:29
  the
• 20:29
  product.
• 20:31
  But
• 20:31
  at
• 20:31
  a
• 20:31
  certain
• 20:31
  point,
• 20:32
  I
• 20:32
  knew
• 20:32
  I've
• 20:33
  got
• 20:33
  to
• 20:33
  separate
• 20:34
  these
• 20:34
  two
• 20:34
  things.
• 20:35
  And
• 20:37
  I
• 20:37
  really
• 20:37
  hadn't
• 20:38
  kept
• 20:38
  track
• 20:39
  of
• 20:39
  how
• 20:39
  much
• 20:40
  money
• 20:40
  I
• 20:40
  put
• 20:40
  in,
• 20:40
  but
• 20:41
  I
• 20:41
  put
• 20:41
  down
• 20:41
  on
• 20:41
  the.
• 20:42
  On
• 20:42
  the
• 20:42
  financials.
• 20:43
  It
• 20:43
  was
• 20:43
  like
• 20:43
  42k
• 20:44
  I
• 20:44
  put
• 20:45
  in,
• 20:45
  and
• 20:46
  guess
• 20:46
  what?
• 20:46
  That
• 20:46
  42k
• 20:47
  was
• 20:48
  still
• 20:50
  on
• 20:50
  our
• 20:50
  financials
• 20:51
  when
• 20:51
  we
• 20:52
  sold.
• 20:52
  And
• 20:52
  the
• 20:53
  buyer
• 20:53
  Was
• 20:53
  like,
• 20:53
  what
• 20:54
  is
• 20:54
  this?
• 20:55
  And
• 20:55
  it's
• 20:56
  really
• 20:56
  the
• 20:56
  only
• 20:56
  thing
• 20:56
  on
• 20:57
  there
• 20:57
  that
• 20:57
  wasn't
• 20:57
  completely
• 20:58
  buttoned
• 20:58
  up.
• 20:59
  And
• 20:59
  I
• 20:59
  had
• 20:59
  to
• 20:59
  explain,
• 21:00
  well,
• 21:00
  you
• 21:00
  know,
• 21:00
  I
• 21:01
  just
• 21:01
  kind
• 21:01
  of
• 21:01
  paid
• 21:01
  for
• 21:02
  stuff
• 21:02
  in
• 21:02
  the
• 21:02
  beginning.
• 21:02
  Beginning.
• 21:03
  And
• 21:03
  so
• 21:03
  this
• 21:04
  was
• 21:04
  on
• 21:04
  our.
• 21:05
  What
• 21:06
  is
• 21:06
  it?
• 21:06
  A
• 21:07
  balance
• 21:07
  sheet.
• 21:08
  My
• 21:08
  balance
• 21:08
  sheet.
• 21:09
  What
• 21:09
  the
• 21:09
  buyer
• 21:09
  did
• 21:10
  is
• 21:10
  they
• 21:10
  wrote
• 21:10
  me
• 21:10
  a
• 21:11
  separate
• 21:11
  check
• 21:11
  for
• 21:11
  that
• 21:12
  amount.
• 21:12
  That's
• 21:12
  amazing,
• 21:13
  right?
• 21:14
  I
• 21:14
  did.
• 21:15
  To
• 21:15
  your
• 21:15
  point,
• 21:15
  we
• 21:16
  were
• 21:16
  bootstrapped.
• 21:17
  However,
• 21:17
  I
• 21:17
  think
• 21:18
  technically
• 21:18
  the
• 21:18
  term
• 21:18
  that
• 21:19
  we
• 21:19
  would
• 21:19
  use
• 21:19
  now
• 21:19
  is
• 21:20
  seed
• 21:20
  strapped.
• 21:20
  Because
• 21:21
  between
• 21:22
  2008
• 21:23
  and
• 21:23
  2011
• 21:24
  we
• 21:24
  raised
• 21:24
  200,000
• 21:26
  from
• 21:26
  three
• 21:26
  angels
• 21:27
  who
• 21:27
  were
• 21:27
  friendly
• 21:28
  people,
• 21:29
  like
• 21:29
  personal
• 21:29
  contact
• 21:30
  and
• 21:31
  very
• 21:31
  different.
• 21:31
  Very
• 21:32
  different.
• 21:32
  Yeah,
• 21:33
  yeah.
• 21:33
  And
• 21:33
  it
• 21:33
  was
• 21:33
  just
• 21:34
  convertible
• 21:34
  notes.
• 21:35
  They
• 21:35
  converted
• 21:36
  after
• 21:37
  10
• 21:37
  years
• 21:38
  right
• 21:38
  before
• 21:38
  we
• 21:39
  sold.
• 21:39
  It
• 21:39
  was
• 21:40
  very
• 21:40
  clean.
• 21:41
  They
• 21:41
  were
• 21:42
  hands
• 21:42
  off
• 21:43
  angels.
• 21:43
  But
• 21:44
  they
• 21:44
  all
• 21:44
  are
• 21:45
  seasoned
• 21:45
  entrepreneurs
• 21:46
  themselves.
• 21:46
  So
• 21:46
  they
• 21:47
  offered
• 21:47
  advice
• 21:47
  from
• 21:48
  time
• 21:48
  to
• 21:48
  time,
• 21:49
  became
• 21:49
  personal
• 21:50
  friends
• 21:51
  and
• 21:51
  respected
• 21:52
  colleagues.
• 21:53
  So
• 21:53
  that's
• 21:54
  what
• 21:54
  I
• 21:54
  always
• 21:54
  recommend.
• 21:55
  Bootstrapping.
• 21:57
  Unless
• 21:57
  you
• 21:57
  can
• 21:57
  get
• 21:57
  to
• 21:57
  profitability
• 21:58
  very,
• 21:59
  very
• 21:59
  quickly
• 21:59
  and
• 22:00
  you
• 22:00
  have
• 22:00
  a
• 22:00
  high
• 22:01
  margin,
• 22:01
  low
• 22:01
  cost,
• 22:02
  it's
• 22:03
  difficult.
• 22:04
  Or
• 22:04
  you
• 22:05
  have
• 22:05
  a
• 22:05
  spouse
• 22:06
  who's
• 22:06
  supporting
• 22:07
  the
• 22:07
  family.
• 22:07
  I
• 22:08
  didn't
• 22:08
  have
• 22:08
  that.
• 22:08
  My
• 22:09
  husband
• 22:09
  was
• 22:10
  the
• 22:11
  stay
• 22:12
  at
• 22:12
  home
• 22:12
  parent.
• 22:12
  He
• 22:13
  worked
• 22:13
  a
• 22:13
  little
• 22:13
  bit,
• 22:14
  but
• 22:14
  I
• 22:14
  needed
• 22:15
  to
• 22:16
  bring
• 22:16
  in
• 22:17
  income.
• 22:17
  We
• 22:17
  did
• 22:17
  get
• 22:18
  to
• 22:18
  profitability
• 22:19
  quickly,
• 22:19
  but
• 22:19
  I
• 22:19
  didn't
• 22:20
  pay
• 22:20
  myself
• 22:20
  from
• 22:20
  that
• 22:21
  business
• 22:21
  for
• 22:21
  four
• 22:21
  years.
• 22:21
  I
• 22:22
  kept
• 22:22
  consulting
• 22:23
  on
• 22:23
  the
• 22:23
  side
• 22:24
  to
• 22:24
  support
• 22:24
  my
• 22:25
  family,
• 22:25
  you
• 22:25
  know,
• 22:25
  whatever
• 22:26
  it
• 22:26
  takes.
• 22:26
  And
• 22:27
  given
• 22:27
  the
• 22:28
  experience
• 22:28
  I
• 22:29
  had,
• 22:30
  not
• 22:30
  only
• 22:30
  with
• 22:30
  my
• 22:30
  first
• 22:31
  startup
• 22:32
  and
• 22:32
  venture
• 22:32
  capital
• 22:33
  kind
• 22:34
  of
• 22:34
  putting
• 22:34
  the
• 22:34
  kibosh
• 22:35
  on
• 22:35
  it,
• 22:36
  plus
• 22:36
  that
• 22:36
  terrible
• 22:37
  job
• 22:37
  I
• 22:37
  had
• 22:37
  that
• 22:38
  I
• 22:38
  never
• 22:38
  wanted
• 22:38
  to
• 22:38
  work
• 22:38
  for
• 22:38
  anyone
• 22:39
  again,
• 22:39
  I
• 22:39
  was
• 22:39
  very
• 22:40
  determined
• 22:40
  to
• 22:41
  make
• 22:41
  it
• 22:41
  work.
• 22:42
  It
• 22:42
  all
• 22:43
  worked
• 22:43
  out.
• 22:44
  We
• 22:44
  kept
• 22:44
  everything
• 22:44
  very
• 22:45
  lean.
• 22:45
  So
• 22:45
  we
• 22:45
  did
• 22:45
  get
• 22:46
  to
• 22:46
  the
• 22:46
  point
• 22:46
  where
• 22:46
  we
• 22:46
  could
• 22:47
  start
• 22:47
  paying
• 22:48
  ourselves,
• 22:48
  you
• 22:49
  know,
• 22:49
  2000
• 22:49
  and
• 22:49
  a
• 22:49
  month,
• 22:50
  month,
• 22:50
  then
• 22:50
  3000amonth,
• 22:51
  then
• 22:51
  4000amonth
• 22:52
  and.
• 22:53
  And
• 22:54
  then
• 22:54
  at
• 22:54
  a
• 22:55
  certain
• 22:55
  point
• 22:55
  we
• 22:56
  were
• 22:56
  paying
• 22:56
  ourselves
• 22:56
  quite
• 22:57
  well
• 22:58
  and
• 22:58
  we
• 22:58
  could
• 22:58
  have
• 22:59
  just
• 22:59
  kept
• 22:59
  going
• 22:59
  like
• 22:59
  that,
• 23:00
  but
• 23:01
  we
• 23:01
  decided
• 23:01
  to
• 23:02
  sell
• 23:02
  for
• 23:02
  a
• 23:02
  number
• 23:03
  of
• 23:03
  different
• 23:03
  reasons.
• 23:05
  So
• 23:05
  it
• 23:05
  was
• 23:06
  a
• 23:06
  tech
• 23:06
  company
• 23:07
  you
• 23:07
  worked
• 23:07
  with,
• 23:08
  you
• 23:08
  found
• 23:08
  some
• 23:09
  developers
• 23:09
  and
• 23:10
  kind
• 23:10
  of
• 23:10
  figured
• 23:11
  it
• 23:11
  out
• 23:11
  that
• 23:12
  way.
• 23:12
  Just
• 23:13
  as
• 23:13
  the
• 23:13
  jack
• 23:13
  of
• 23:14
  all
• 23:14
  trades.
• 23:14
  What
• 23:14
  was
• 23:15
  the
• 23:15
  term
• 23:15
  you
• 23:15
  used
• 23:16
  before
• 23:16
  the
• 23:17
  utility
• 23:17
  knife.
• 23:18
  You
• 23:18
  were
• 23:18
  able
• 23:19
  to
• 23:19
  sort
• 23:19
  of
• 23:20
  figure
• 23:20
  this
• 23:20
  out,
• 23:20
  right?
• 23:22
  Well,
• 23:22
  I'm
• 23:22
  a
• 23:23
  non
• 23:23
  technical
• 23:23
  founder
• 23:24
  and
• 23:24
  my
• 23:25
  partner
• 23:26
  was
• 23:27
  also
• 23:27
  a
• 23:27
  non
• 23:27
  technical
• 23:28
  founder.
• 23:28
  I
• 23:29
  guess
• 23:29
  a
• 23:29
  risky
• 23:29
  decision
• 23:30
  to
• 23:30
  bring
• 23:30
  on
• 23:31
  another
• 23:31
  non
• 23:31
  technical
• 23:32
  founder,
• 23:32
  but
• 23:32
  he
• 23:33
  was
• 23:34
  very
• 23:34
  strong
• 23:34
  in
• 23:35
  sales,
• 23:35
  customer
• 23:36
  relationships
• 23:37
  and
• 23:38
  finance
• 23:39
  and
• 23:40
  I
• 23:40
  needed
• 23:40
  all
• 23:41
  of
• 23:41
  those
• 23:41
  things.
• 23:42
  And
• 23:43
  so
• 23:43
  we
• 23:43
  limped
• 23:44
  along
• 23:45
  for
• 23:45
  quite
• 23:46
  a
• 23:46
  few
• 23:46
  years
• 23:46
  with
• 23:47
  a
• 23:47
  series
• 23:47
  of
• 23:49
  Developers.
• 23:50
  The
• 23:50
  original
• 23:51
  site
• 23:51
  was
• 23:51
  built
• 23:51
  in
• 23:52
  2008
• 23:53
  in
• 23:53
  PHP
• 23:54
  and
• 23:55
  I
• 23:55
  paid
• 23:55
  $25,000,
• 23:57
  which
• 23:57
  sounds
• 23:57
  like
• 23:58
  a
• 23:58
  huge
• 23:58
  amount
• 23:58
  today,
• 23:59
  to
• 23:59
  have
• 23:59
  a
• 24:00
  database
• 24:02
  product
• 24:02
  built.
• 24:02
  I
• 24:03
  mean,
• 24:03
  it
• 24:03
  was
• 24:03
  very
• 24:03
  basic.
• 24:04
  It
• 24:04
  didn't
• 24:04
  even
• 24:04
  have
• 24:04
  a
• 24:05
  good
• 24:05
  admin
• 24:05
  where
• 24:06
  you
• 24:06
  could
• 24:06
  manage
• 24:06
  customers
• 24:07
  and
• 24:07
  see
• 24:07
  what
• 24:07
  customers
• 24:08
  were
• 24:08
  doing.
• 24:08
  None
• 24:08
  of
• 24:08
  that.
• 24:09
  It
• 24:09
  was
• 24:09
  just
• 24:09
  the
• 24:09
  database
• 24:10
  and
• 24:11
  logins
• 24:11
  and
• 24:12
  the
• 24:12
  ability
• 24:13
  to
• 24:13
  input
• 24:14
  new
• 24:15
  content.
• 24:16
  And
• 24:16
  that
• 24:17
  was
• 24:17
  developed
• 24:17
  in
• 24:17
  India
• 24:18
  and
• 24:18
  that
• 24:18
  was
• 24:18
  a
• 24:19
  terrible
• 24:19
  experience.
• 24:21
  One
• 24:21
  of
• 24:21
  my
• 24:22
  content
• 24:22
  vendors
• 24:23
  found
• 24:23
  me
• 24:24
  a
• 24:24
  guy
• 24:24
  in
• 24:24
  Texas
• 24:26
  who
• 24:26
  did
• 24:26
  new
• 24:27
  php.
• 24:28
  Really
• 24:29
  cool
• 24:29
  guy.
• 24:30
  He
• 24:30
  had
• 24:30
  a
• 24:31
  full
• 24:31
  time
• 24:31
  job,
• 24:31
  so
• 24:32
  he
• 24:32
  moonlighted
• 24:33
  on
• 24:33
  the
• 24:33
  side
• 24:33
  for
• 24:34
  years.
• 24:34
  That's
• 24:35
  all
• 24:35
  we
• 24:35
  needed.
• 24:36
  But
• 24:36
  then
• 24:37
  when
• 24:37
  we
• 24:38
  had
• 24:38
  some
• 24:39
  real
• 24:39
  users,
• 24:40
  we
• 24:40
  outgrew
• 24:41
  him.
• 24:41
  I
• 24:41
  tell
• 24:41
  founders
• 24:42
  this
• 24:42
  is
• 24:42
  a
• 24:42
  normal
• 24:43
  thing
• 24:43
  to
• 24:43
  happen
• 24:45
  when
• 24:45
  you're
• 24:45
  bootstrapping.
• 24:46
  You
• 24:46
  don't
• 24:47
  want
• 24:47
  to
• 24:47
  over
• 24:48
  lawyer
• 24:48
  yourself.
• 24:49
  You
• 24:49
  don't
• 24:49
  want
• 24:49
  to
• 24:50
  over
• 24:51
  index
• 24:51
  on
• 24:52
  C
• 24:52
  level
• 24:52
  people
• 24:53
  in
• 24:53
  your
• 24:53
  own
• 24:53
  company.
• 24:54
  You
• 24:54
  don't
• 24:55
  want
• 24:55
  to
• 24:55
  overspend
• 24:56
  on
• 24:57
  a
• 24:57
  big
• 24:58
  web
• 24:58
  development
• 24:59
  firm.
• 25:00
  You
• 25:00
  can't
• 25:01
  do
• 25:01
  that.
• 25:01
  You
• 25:01
  just,
• 25:02
  you're
• 25:02
  going
• 25:02
  to
• 25:02
  waste
• 25:03
  too
• 25:03
  much
• 25:03
  money
• 25:03
  too
• 25:04
  early
• 25:04
  before
• 25:04
  you
• 25:05
  even
• 25:05
  really
• 25:05
  know
• 25:07
  who
• 25:07
  your
• 25:07
  ICP
• 25:08
  is,
• 25:09
  what
• 25:10
  customers
• 25:10
  really
• 25:11
  are
• 25:11
  looking
• 25:11
  for.
• 25:12
  You
• 25:12
  have
• 25:12
  to
• 25:13
  hold
• 25:13
  back
• 25:13
  and
• 25:14
  be
• 25:14
  shitty,
• 25:15
  have
• 25:15
  your
• 25:15
  product
• 25:16
  be
• 25:16
  shitty
• 25:17
  while
• 25:17
  you
• 25:18
  learn.
• 25:19
  And
• 25:19
  then
• 25:20
  at
• 25:20
  a
• 25:20
  certain
• 25:21
  point
• 25:21
  we
• 25:21
  outgrow
• 25:22
  the
• 25:22
  single
• 25:23
  guy
• 25:23
  in
• 25:23
  Austin,
• 25:24
  right?
• 25:24
  And
• 25:24
  then
• 25:24
  we
• 25:25
  went
• 25:25
  looking
• 25:25
  for.
• 25:26
  I
• 25:27
  remember
• 25:27
  we
• 25:27
  were
• 25:28
  going
• 25:28
  to
• 25:28
  redo
• 25:28
  a
• 25:29
  filtered
• 25:29
  search.
• 25:30
  We
• 25:30
  had
• 25:30
  all
• 25:31
  these
• 25:31
  ideas
• 25:31
  for
• 25:31
  new
• 25:32
  filters
• 25:32
  and
• 25:32
  customers
• 25:33
  were
• 25:33
  requesting.
• 25:34
  So
• 25:34
  we
• 25:35
  found
• 25:35
  a
• 25:35
  firm
• 25:35
  in
• 25:36
  Charlotte
• 25:37
  that
• 25:39
  redid
• 25:39
  our
• 25:39
  filtered
• 25:40
  search
• 25:40
  and
• 25:40
  it
• 25:41
  was
• 25:41
  a
• 25:42
  nightmare.
• 25:43
  They
• 25:43
  sold
• 25:44
  us
• 25:44
  the
• 25:44
  A
• 25:44
  team
• 25:45
  and
• 25:45
  gave
• 25:45
  us
• 25:45
  the
• 25:46
  D
• 25:46
  team.
• 25:46
  Like
• 25:47
  people
• 25:47
  who
• 25:47
  were
• 25:47
  literally
• 25:48
  learning
• 25:48
  on
• 25:48
  the
• 25:48
  job.
• 25:49
  My
• 25:50
  partner
• 25:50
  and
• 25:50
  I
• 25:50
  had
• 25:51
  to
• 25:51
  test
• 25:52
  every
• 25:52
  round.
• 25:53
  Every
• 25:53
  time
• 25:54
  they
• 25:54
  pushed
• 25:54
  out
• 25:54
  a
• 25:54
  new
• 25:55
  version,
• 25:55
  we
• 25:55
  had
• 25:55
  to
• 25:55
  do
• 25:56
  the
• 25:56
  testing
• 25:56
  and
• 25:57
  there
• 25:57
  would
• 25:57
  be
• 25:58
  bugs
• 25:58
  everywhere.
• 26:00
  And
• 26:00
  I
• 26:01
  mean,
• 26:01
  I'm
• 26:01
  not
• 26:01
  that,
• 26:03
  I'm
• 26:03
  not
• 26:04
  a
• 26:04
  detail
• 26:04
  person
• 26:05
  like
• 26:05
  that
• 26:05
  to
• 26:05
  sit
• 26:06
  and
• 26:06
  comb
• 26:06
  through
• 26:06
  a
• 26:07
  piece
• 26:07
  of
• 26:07
  software,
• 26:07
  test
• 26:08
  every
• 26:08
  feature
• 26:08
  and
• 26:09
  write
• 26:09
  down
• 26:09
  what's
• 26:09
  happening.
• 26:10
  It
• 26:10
  was
• 26:10
  a
• 26:10
  nightmare
• 26:11
  for
• 26:11
  me.
• 26:12
  In
• 26:12
  the
• 26:12
  end
• 26:12
  it
• 26:12
  worked
• 26:13
  out.
• 26:13
  We
• 26:13
  got
• 26:13
  a
• 26:13
  vastly
• 26:14
  improved
• 26:14
  filtered
• 26:15
  search
• 26:15
  and
• 26:15
  they
• 26:15
  only
• 26:16
  charged
• 26:16
  us
• 26:16
  $13,000
• 26:17
  because
• 26:18
  they
• 26:18
  screwed
• 26:18
  it
• 26:18
  up
• 26:19
  so
• 26:19
  bad.
• 26:21
  And
• 26:21
  then
• 26:22
  we
• 26:22
  finally
• 26:23
  found
• 26:23
  our
• 26:23
  development
• 26:24
  firm
• 26:25
  that
• 26:28
  we
• 26:28
  stayed
• 26:28
  with
• 26:28
  for
• 26:29
  years
• 26:29
  and
• 26:29
  we
• 26:29
  just
• 26:30
  loved.
• 26:30
  They're
• 26:30
  called
• 26:31
  Dual
• 26:31
  Boot
• 26:31
  Partners
• 26:32
  and
• 26:33
  we
• 26:33
  were
• 26:33
  their
• 26:33
  first
• 26:34
  customer.
• 26:35
  I
• 26:36
  realized
• 26:37
  when
• 26:37
  I
• 26:37
  was
• 26:37
  writing
• 26:37
  my
• 26:38
  book
• 26:38
  and
• 26:39
  starting
• 26:39
  to
• 26:40
  tell
• 26:40
  my
• 26:40
  story,
• 26:40
  I
• 26:40
  realized
• 26:41
  that
• 26:43
  twice
• 26:44
  I
• 26:44
  was
• 26:44
  the
• 26:45
  first
• 26:45
  customer
• 26:46
  of
• 26:46
  two
• 26:46
  different
• 26:47
  firms.
• 26:48
  And
• 26:48
  not
• 26:48
  only
• 26:49
  did
• 26:49
  it
• 26:49
  work
• 26:49
  out
• 26:50
  amazing
• 26:51
  because
• 26:51
  you
• 26:52
  get
• 26:52
  all
• 26:52
  kinds
• 26:52
  of
• 26:52
  special
• 26:53
  attention
• 26:53
  from
• 26:54
  the
• 26:54
  founders,
• 26:54
  they
• 26:54
  are
• 26:55
  determined
• 26:56
  that
• 26:56
  you
• 26:56
  are
• 26:56
  going
• 26:56
  to
• 26:57
  have
• 26:57
  a
• 26:57
  killer
• 26:58
  experience
• 26:58
  and
• 26:58
  you
• 26:59
  grow
• 27:00
  as
• 27:00
  they
• 27:01
  grow
• 27:02
  and
• 27:03
  you
• 27:03
  grow
• 27:04
  as
• 27:04
  founders
• 27:05
  together
• 27:05
  and
• 27:06
  you
• 27:06
  have
• 27:06
  this
• 27:06
  special
• 27:07
  relationship.
• 27:08
  The
• 27:08
  other
• 27:08
  firm
• 27:09
  was
• 27:09
  our
• 27:10
  research
• 27:10
  firm
• 27:10
  out
• 27:11
  of
• 27:11
  India
• 27:12
  and
• 27:12
  they
• 27:12
  were
• 27:12
  amazing.
• 27:13
  We
• 27:13
  were
• 27:13
  their
• 27:13
  first
• 27:14
  customer
• 27:14
  too.
• 27:14
  I
• 27:15
  always
• 27:15
  tell
• 27:15
  people,
• 27:15
  don't
• 27:16
  be
• 27:16
  afraid
• 27:16
  to
• 27:16
  be
• 27:17
  someone's
• 27:17
  first
• 27:17
  customer.
• 27:18
  There
• 27:18
  are
• 27:18
  a
• 27:18
  lot
• 27:18
  of
• 27:18
  advantages
• 27:19
  to
• 27:19
  it.
• 27:20
  You're
• 27:20
  going
• 27:20
  to
• 27:20
  get
• 27:21
  a
• 27:21
  lot
• 27:21
  of
• 27:21
  extra
• 27:22
  stuff
• 27:22
  for
• 27:23
  free
• 27:24
  because
• 27:24
  they
• 27:24
  are
• 27:24
  going
• 27:25
  to
• 27:25
  work
• 27:26
  like
• 27:26
  hell
• 27:26
  to
• 27:26
  make
• 27:27
  sure
• 27:27
  that
• 27:27
  you
• 27:27
  have
• 27:28
  a
• 27:28
  good
• 27:28
  experience
• 27:29
  and
• 27:29
  a
• 27:29
  good
• 27:30
  outcome.
• 27:30
  They
• 27:30
  need
• 27:31
  that
• 27:31
  to
• 27:31
  succeed.
• 27:33
  That's
• 27:33
  amazing.
• 27:34
  I
• 27:34
  agree
• 27:34
  with
• 27:34
  you.
• 27:35
  There's
• 27:35
  a
• 27:35
  lot
• 27:35
  of
• 27:36
  value
• 27:36
  in
• 27:37
  finding
• 27:37
  those
• 27:37
  right
• 27:38
  people.
• 27:39
  I
• 27:39
  found
• 27:40
  that
• 27:41
  when
• 27:41
  picking
• 27:42
  different
• 27:42
  partners,
• 27:43
  a
• 27:43
  lot
• 27:44
  of
• 27:44
  times
• 27:44
  the
• 27:44
  bigger,
• 27:45
  more
• 27:45
  reputable
• 27:46
  ones
• 27:47
  just
• 27:48
  don't
• 27:48
  care
• 27:48
  about
• 27:48
  you
• 27:49
  as
• 27:49
  a
• 27:50
  tiny
• 27:51
  entity
• 27:51
  getting
• 27:52
  started.
• 27:53
  And
• 27:53
  I
• 27:53
  found
• 27:54
  so
• 27:54
  much
• 27:54
  more
• 27:56
  positive
• 27:56
  experience
• 27:57
  or
• 27:58
  it
• 27:58
  was
• 27:58
  just
• 27:58
  so
• 27:59
  out
• 27:59
  of
• 27:59
  touch
• 28:00
  expensive
• 28:01
  that
• 28:02
  I
• 28:02
  couldn't
• 28:03
  get
• 28:03
  really
• 28:03
  what
• 28:03
  I
• 28:04
  needed.
• 28:04
  I
• 28:04
  would
• 28:04
  take
• 28:04
  the
• 28:05
  tiniest
• 28:06
  option
• 28:06
  available
• 28:07
  and
• 28:07
  I
• 28:08
  really
• 28:08
  needed
• 28:09
  more,
• 28:09
  but
• 28:09
  I
• 28:09
  couldn't
• 28:10
  afford
• 28:10
  it.
• 28:10
  So
• 28:11
  I
• 28:11
  love
• 28:11
  this.
• 28:12
  So
• 28:13
  tell
• 28:13
  us
• 28:13
  about
• 28:14
  your
• 28:14
  so
• 28:15
  you
• 28:15
  exited
• 28:16
  and
• 28:16
  what
• 28:17
  was
• 28:17
  that
• 28:17
  like?
• 28:19
  It
• 28:20
  was
• 28:20
  a
• 28:20
  lot
• 28:21
  of
• 28:21
  fun.
• 28:21
  It
• 28:22
  was
• 28:22
  exciting.
• 28:23
  It
• 28:23
  was
• 28:23
  new.
• 28:24
  I've
• 28:24
  never
• 28:24
  done
• 28:25
  anything
• 28:25
  like
• 28:25
  that
• 28:25
  before
• 28:26
  and
• 28:26
  I
• 28:26
  had
• 28:26
  to
• 28:26
  learn
• 28:27
  it
• 28:27
  as
• 28:27
  I
• 28:27
  was
• 28:27
  doing
• 28:29
  was
• 28:30
  stressful,
• 28:31
  but
• 28:31
  I
• 28:31
  thought
• 28:32
  it
• 28:32
  was
• 28:32
  very
• 28:32
  exciting
• 28:33
  and
• 28:33
  I
• 28:33
  learned
• 28:34
  so
• 28:34
  much.
• 28:35
  I
• 28:35
  thought,
• 28:36
  well,
• 28:36
  it's
• 28:36
  too
• 28:37
  bad
• 28:37
  I'm
• 28:37
  not
• 28:37
  going
• 28:38
  to
• 28:38
  do
• 28:38
  this
• 28:38
  again
• 28:38
  because
• 28:39
  there
• 28:39
  are
• 28:39
  some
• 28:40
  things
• 28:40
  that
• 28:40
  I
• 28:40
  would
• 28:40
  do
• 28:40
  differently.
• 28:41
  There's
• 28:42
  some
• 28:42
  things
• 28:42
  that
• 28:43
  I
• 28:43
  know
• 28:43
  and
• 28:44
  I'm
• 28:44
  a
• 28:44
  lot
• 28:44
  more
• 28:45
  confident
• 28:45
  around
• 28:46
  now
• 28:46
  that
• 28:46
  I've
• 28:47
  done
• 28:47
  it
• 28:47
  once.
• 28:48
  That's
• 28:48
  why
• 28:49
  I
• 28:49
  like
• 28:50
  to
• 28:50
  talk
• 28:50
  about
• 28:50
  it.
• 28:51
  I
• 28:51
  was
• 28:51
  on
• 28:51
  a
• 28:51
  webinar
• 28:52
  yesterday.
• 28:53
  In
• 28:53
  fact,
• 28:53
  I'm
• 28:53
  doing
• 28:55
  two
• 28:55
  webinars
• 28:56
  within
• 28:56
  a
• 28:56
  week
• 28:56
  about
• 28:57
  how
• 28:57
  to
• 28:58
  exit
• 28:58
  and
• 28:58
  what
• 28:59
  my
• 28:59
  experience
• 28:59
  was
• 29:00
  like.
• 29:00
  I
• 29:00
  wrote
• 29:00
  a
• 29:01
  substack
• 29:01
  newsletter
• 29:02
  yesterday
• 29:02
  which
• 29:02
  was
• 29:03
  published
• 29:03
  last
• 29:03
  night
• 29:04
  about
• 29:05
  exiting
• 29:06
  and
• 29:06
  the
• 29:06
  things
• 29:07
  you
• 29:07
  need
• 29:07
  to
• 29:07
  think
• 29:08
  about,
• 29:08
  what
• 29:08
  buyers
• 29:09
  care
• 29:09
  about.
• 29:11
  There's
• 29:11
  just
• 29:11
  so
• 29:12
  much
• 29:13
  that
• 29:13
  I
• 29:13
  learned
• 29:14
  that
• 29:15
  founders
• 29:15
  need
• 29:15
  to
• 29:16
  know.
• 29:17
  Yes.
• 29:17
  I
• 29:17
  felt
• 29:18
  the
• 29:18
  same
• 29:18
  way
• 29:18
  going
• 29:19
  through
• 29:19
  my
• 29:19
  exit.
• 29:20
  Things
• 29:20
  that
• 29:21
  I
• 29:21
  wish
• 29:21
  I'd
• 29:22
  known
• 29:22
  from
• 29:22
  the
• 29:23
  beginning
• 29:23
  I
• 29:23
  would
• 29:23
  have
• 29:24
  established
• 29:25
  earlier
• 29:26
  on.
• 29:26
  They
• 29:27
  don't
• 29:27
  want
• 29:27
  to
• 29:27
  hear
• 29:27
  that
• 29:28
  you're
• 29:28
  the
• 29:28
  most
• 29:28
  important
• 29:28
  thing
• 29:29
  in
• 29:29
  the
• 29:29
  business.
• 29:30
  That's
• 29:30
  not
• 29:30
  what
• 29:30
  they
• 29:30
  want
• 29:31
  to
• 29:31
  hear.
• 29:31
  They
• 29:31
  don't
• 29:31
  want
• 29:31
  to
• 29:32
  hear
• 29:32
  that
• 29:32
  you
• 29:32
  work
• 29:32
  so
• 29:32
  hard
• 29:33
  and
• 29:33
  everything
• 29:34
  revolves
• 29:34
  around
• 29:34
  you.
• 29:35
  They
• 29:35
  don't,
• 29:35
  you
• 29:35
  know,
• 29:36
  they
• 29:36
  do
• 29:37
  not.
• 29:37
  Right.
• 29:38
  They
• 29:38
  want
• 29:39
  to
• 29:39
  know
• 29:39
  that
• 29:39
  the
• 29:40
  business
• 29:40
  can
• 29:40
  function
• 29:41
  beautifully
• 29:41
  without
• 29:42
  you.
• 29:43
  And
• 29:43
  you
• 29:43
  know,
• 29:43
  and
• 29:44
  then
• 29:44
  that
• 29:44
  due
• 29:44
  diligence
• 29:45
  I
• 29:45
  know
• 29:45
  you
• 29:45
  went
• 29:45
  through
• 29:46
  a
• 29:46
  lot
• 29:46
  with
• 29:46
  the
• 29:46
  due
• 29:46
  diligence
• 29:47
  process.
• 29:47
  How
• 29:47
  long
• 29:48
  did
• 29:48
  that
• 29:48
  take
• 29:48
  you?
• 29:50
  The
• 29:50
  whole
• 29:50
  deal
• 29:51
  from
• 29:51
  start
• 29:51
  to
• 29:51
  finish
• 29:52
  was
• 29:52
  about
• 29:53
  four
• 29:53
  months,
• 29:53
  which
• 29:54
  is
• 29:54
  very
• 29:54
  quick.
• 29:55
  That's
• 29:55
  fast.
• 29:57
  I
• 29:57
  think
• 29:57
  the
• 29:57
  fact
• 29:57
  that
• 29:58
  our
• 29:58
  cap
• 29:58
  table
• 29:58
  was
• 29:59
  just
• 29:59
  so
• 29:59
  simple
• 29:59
  and
• 30:00
  that
• 30:01
  felt
• 30:01
  great.
• 30:02
  Also.
• 30:02
  We
• 30:02
  didn't
• 30:02
  have
• 30:02
  any
• 30:03
  skeletons
• 30:03
  in
• 30:03
  the
• 30:04
  closet.
• 30:04
  No
• 30:04
  lawsuits,
• 30:05
  security
• 30:06
  breaches
• 30:07
  or
• 30:08
  privacy
• 30:09
  problems.
• 30:10
  Everything
• 30:10
  was
• 30:10
  very
• 30:11
  clean.
• 30:12
  The
• 30:12
  due
• 30:13
  diligence
• 30:13
  started
• 30:14
  Thanksgiving
• 30:15
  weekend
• 30:17
  of
• 30:17
  2021.
• 30:18
  I
• 30:18
  remember
• 30:18
  that
• 30:19
  because
• 30:19
  I.
• 30:19
  I
• 30:19
  was
• 30:20
  like,
• 30:20
  okay,
• 30:20
  they're.
• 30:21
  I
• 30:22
  thought
• 30:22
  the
• 30:22
  lawyers
• 30:22
  would
• 30:23
  start
• 30:24
  after
• 30:25
  Thanksgiving.
• 30:25
  They
• 30:26
  literally
• 30:26
  started
• 30:27
  like
• 30:27
  Thanksgiving
• 30:27
  Day.
• 30:29
  I
• 30:29
  was
• 30:29
  getting
• 30:29
  emails
• 30:29
  from
• 30:29
  employers.
• 30:31
  And
• 30:31
  then
• 30:32
  we
• 30:32
  closed
• 30:33
  Due
• 30:33
  diligence
• 30:34
  right
• 30:34
  up
• 30:34
  until
• 30:34
  the
• 30:34
  very
• 30:35
  last
• 30:35
  day.
• 30:36
  We
• 30:36
  were
• 30:36
  still
• 30:36
  providing
• 30:37
  documents
• 30:37
  and
• 30:37
  things.
• 30:38
  And
• 30:38
  we
• 30:38
  closed,
• 30:38
  I
• 30:39
  think
• 30:39
  January
• 30:40
  20th
• 30:40
  or
• 30:41
  21st
• 30:42
  of
• 30:42
  the
• 30:42
  following
• 30:43
  year.
• 30:43
  So
• 30:43
  due
• 30:43
  diligence
• 30:44
  was
• 30:44
  about
• 30:44
  two
• 30:45
  months.
• 30:46
  That's
• 30:46
  actually
• 30:46
  amazing.
• 30:47
  It
• 30:47
  sounds
• 30:47
  like
• 30:48
  you
• 30:48
  came
• 30:48
  through
• 30:48
  it
• 30:49
  pretty
• 30:49
  unscathed.
• 30:50
  Did
• 30:50
  you
• 30:50
  sell
• 30:51
  everything
• 30:51
  all
• 30:51
  at
• 30:52
  once
• 30:52
  or
• 30:52
  did
• 30:52
  you
• 30:52
  stay
• 30:53
  involved
• 30:53
  with
• 30:53
  the
• 30:53
  company
• 30:54
  or
• 30:54
  did
• 30:54
  you
• 30:54
  sell
• 30:55
  and
• 30:55
  you
• 30:55
  were
• 30:55
  done?
• 30:57
  We
• 30:58
  sold
• 30:58
  and
• 30:58
  then
• 30:59
  did
• 31:00
  some
• 31:01
  consulting
• 31:02
  for
• 31:02
  like
• 31:02
  three
• 31:03
  weeks.
• 31:03
  They
• 31:04
  gave
• 31:04
  me
• 31:04
  and
• 31:04
  my
• 31:04
  partner
• 31:05
  three
• 31:05
  month
• 31:05
  consulting
• 31:06
  agreements,
• 31:07
  but
• 31:07
  we
• 31:07
  were
• 31:08
  done
• 31:08
  in
• 31:08
  three
• 31:08
  weeks.
• 31:09
  They
• 31:09
  weren't
• 31:09
  asking
• 31:10
  us
• 31:10
  for
• 31:10
  anything
• 31:10
  more.
• 31:11
  I
• 31:11
  remember
• 31:11
  because
• 31:12
  it
• 31:12
  was
• 31:12
  my
• 31:14
  birthday,
• 31:15
  February
• 31:15
  25th.
• 31:16
  That
• 31:16
  was
• 31:16
  kind
• 31:17
  of
• 31:17
  the
• 31:17
  last
• 31:18
  time
• 31:18
  I
• 31:19
  went
• 31:19
  on
• 31:19
  a
• 31:19
  meeting.
• 31:21
  And
• 31:22
  that
• 31:23
  was
• 31:23
  it.
• 31:24
  Right.
• 31:24
  How
• 31:24
  do
• 31:25
  you
• 31:25
  feel
• 31:25
  now,
• 31:25
  now
• 31:26
  that
• 31:26
  it's
• 31:26
  passed?
• 31:29
  I'm
• 31:29
  glad
• 31:30
  that
• 31:30
  I
• 31:31
  did
• 31:31
  it.
• 31:31
  I'm
• 31:32
  astonished
• 31:33
  at
• 31:33
  how
• 31:33
  well
• 31:34
  it
• 31:34
  went
• 31:35
  and
• 31:35
  how
• 31:36
  well
• 31:36
  we
• 31:36
  did
• 31:37
  with
• 31:37
  the
• 31:37
  terms
• 31:38
  of
• 31:38
  the
• 31:38
  deal.
• 31:39
  Based
• 31:39
  on
• 31:39
  what
• 31:39
  I
• 31:39
  know
• 31:40
  now,
• 31:41
  we
• 31:42
  were
• 31:42
  lucky.
• 31:43
  And
• 31:43
  we
• 31:44
  also
• 31:44
  had
• 31:45
  an
• 31:45
  amazing
• 31:46
  team
• 31:47
  helping
• 31:47
  us
• 31:48
  on
• 31:48
  due
• 31:48
  diligence.
• 31:48
  Dual
• 31:49
  Boots
• 31:49
  supported
• 31:50
  us
• 31:50
  throughout
• 31:50
  due
• 31:51
  diligence,
• 31:51
  as
• 31:51
  did
• 31:52
  our
• 31:53
  fractional
• 31:53
  cfo.
• 31:54
  They
• 31:54
  were
• 31:54
  on
• 31:54
  our
• 31:55
  due
• 31:55
  diligence
• 31:56
  team
• 31:57
  and
• 31:57
  leading
• 31:58
  those
• 31:58
  conversations
• 31:59
  about
• 31:59
  infosecurity,
• 32:00
  our
• 32:00
  tech
• 32:01
  stack,
• 32:01
  or
• 32:02
  our
• 32:02
  financial
• 32:02
  model.
• 32:03
  They
• 32:04
  talked
• 32:04
  the
• 32:04
  buyer
• 32:05
  through
• 32:05
  those
• 32:05
  things,
• 32:06
  so
• 32:06
  I
• 32:07
  would
• 32:07
  definitely
• 32:08
  do
• 32:08
  it
• 32:08
  that
• 32:08
  way
• 32:09
  again.
• 32:09
  I
• 32:10
  shared
• 32:10
  with
• 32:10
  you
• 32:11
  before
• 32:11
  we
• 32:11
  started
• 32:11
  recording
• 32:12
  that
• 32:12
  there's
• 32:13
  been
• 32:13
  a
• 32:13
  new
• 32:13
  development
• 32:14
  in
• 32:14
  the
• 32:14
  last
• 32:15
  few
• 32:15
  weeks.
• 32:15
  A
• 32:16
  few
• 32:16
  weeks
• 32:16
  ago,
• 32:17
  I
• 32:18
  learned
• 32:18
  from
• 32:19
  people
• 32:19
  who
• 32:19
  used
• 32:19
  to
• 32:19
  work
• 32:20
  for
• 32:20
  me
• 32:21
  that
• 32:21
  the
• 32:22
  private
• 32:22
  equity
• 32:23
  firm
• 32:23
  that
• 32:23
  owns
• 32:23
  the
• 32:23
  company
• 32:24
  now,
• 32:24
  the
• 32:24
  first
• 32:25
  company
• 32:25
  that
• 32:25
  bought
• 32:25
  it,
• 32:26
  packaged
• 32:27
  it
• 32:27
  up
• 32:27
  with
• 32:27
  some
• 32:27
  other
• 32:28
  products
• 32:28
  and
• 32:28
  sold
• 32:29
  it
• 32:29
  to
• 32:29
  private
• 32:29
  equity.
• 32:30
  A
• 32:30
  few
• 32:30
  weeks
• 32:30
  ago,
• 32:31
  they
• 32:31
  just
• 32:31
  without
• 32:32
  any
• 32:32
  warning,
• 32:33
  announced
• 32:33
  they
• 32:33
  were
• 32:34
  shutting
• 32:34
  down
• 32:34
  Boardroom
• 32:35
  Insiders,
• 32:36
  the
• 32:36
  product
• 32:36
  and
• 32:37
  the
• 32:37
  company,
• 32:38
  and
• 32:38
  they
• 32:38
  laid
• 32:39
  off
• 32:39
  more
• 32:40
  than
• 32:40
  half
• 32:40
  the
• 32:40
  team
• 32:41
  that
• 32:41
  day.
• 32:42
  They've
• 32:43
  kept
• 32:43
  on
• 32:43
  a
• 32:43
  skeleton
• 32:44
  crew
• 32:44
  to
• 32:44
  keep
• 32:44
  servicing
• 32:45
  customers
• 32:46
  and
• 32:46
  they
• 32:46
  did
• 32:46
  not
• 32:47
  tell
• 32:48
  any
• 32:48
  customers.
• 32:49
  So
• 32:50
  I
• 32:50
  offered
• 32:50
  to
• 32:50
  buy
• 32:50
  the
• 32:51
  company
• 32:51
  back.
• 32:52
  I
• 32:52
  made
• 32:53
  a
• 32:53
  couple
• 32:53
  of
• 32:53
  different
• 32:53
  offers
• 32:54
  and
• 32:54
  I
• 32:55
  met
• 32:55
  with
• 32:55
  the
• 32:55
  private
• 32:56
  equity
• 32:56
  firm
• 32:57
  and
• 32:58
  they
• 32:59
  do
• 32:59
  not
• 32:59
  seem
• 33:00
  interested
• 33:00
  in
• 33:00
  selling
• 33:01
  it
• 33:01
  to
• 33:01
  me
• 33:01
  or
• 33:01
  anybody
• 33:02
  else.
• 33:02
  That
• 33:03
  tells
• 33:03
  me
• 33:04
  there's
• 33:04
  something
• 33:04
  going
• 33:05
  on
• 33:05
  that.
• 33:05
  More
• 33:05
  missing
• 33:06
  some
• 33:06
  information.
• 33:07
  They
• 33:07
  might
• 33:07
  be
• 33:08
  in
• 33:08
  the
• 33:08
  process
• 33:09
  of
• 33:10
  divesting
• 33:11
  assets
• 33:12
  themselves
• 33:12
  and
• 33:12
  they
• 33:13
  might
• 33:13
  want
• 33:13
  to
• 33:13
  write
• 33:13
  this
• 33:13
  off.
• 33:14
  I
• 33:14
  don't
• 33:14
  really
• 33:15
  understand
• 33:15
  how
• 33:15
  private
• 33:15
  equity
• 33:16
  works,
• 33:17
  but
• 33:17
  now
• 33:18
  I
• 33:19
  am
• 33:19
  considering
• 33:20
  whether
• 33:20
  I
• 33:20
  should
• 33:21
  rebuild
• 33:21
  the
• 33:21
  product
• 33:22
  as
• 33:22
  a
• 33:22
  native
• 33:22
  AI
• 33:24
  product.
• 33:24
  The
• 33:25
  product,
• 33:25
  as
• 33:25
  good
• 33:25
  as
• 33:25
  it
• 33:26
  was,
• 33:26
  had
• 33:26
  some
• 33:27
  scalability
• 33:28
  issues.
• 33:29
  Something
• 33:29
  that
• 33:30
  deep
• 33:30
  and
• 33:30
  with
• 33:31
  that
• 33:31
  much
• 33:31
  information
• 33:32
  per
• 33:32
  record
• 33:32
  is
• 33:33
  hard
• 33:33
  to
• 33:33
  scale,
• 33:33
  and
• 33:34
  it
• 33:34
  was
• 33:34
  highly
• 33:34
  curated
• 33:35
  by
• 33:36
  experienced
• 33:36
  business
• 33:37
  analysts.
• 33:38
  But
• 33:38
  now
• 33:38
  with
• 33:39
  AI,
• 33:40
  that
• 33:40
  scalability
• 33:41
  problem
• 33:41
  could
• 33:42
  go
• 33:42
  away.
• 33:42
  It
• 33:43
  could
• 33:43
  be
• 33:43
  a
• 33:43
  product
• 33:43
  for
• 33:43
  a
• 33:44
  much
• 33:44
  broader
• 33:44
  audience,
• 33:44
  not
• 33:45
  just
• 33:45
  enterprise.
• 33:46
  And
• 33:47
  it
• 33:48
  could
• 33:48
  run
• 33:48
  with
• 33:49
  a
• 33:49
  much
• 33:49
  smaller
• 33:50
  team
• 33:51
  and
• 33:52
  have
• 33:52
  enhanced
• 33:52
  features
• 33:53
  like
• 33:54
  AI
• 33:55
  agents
• 33:55
  that
• 33:57
  help
• 33:57
  the
• 33:57
  customer
• 33:58
  configure
• 34:00
  their
• 34:00
  data
• 34:01
  exports
• 34:01
  in
• 34:01
  a
• 34:01
  way
• 34:02
  that
• 34:02
  matches
• 34:02
  up
• 34:03
  with
• 34:03
  a
• 34:03
  piece
• 34:04
  of
• 34:04
  data
• 34:04
  they
• 34:04
  have
• 34:04
  internally.
• 34:05
  That's
• 34:06
  one
• 34:06
  of
• 34:06
  the
• 34:06
  things
• 34:06
  I've
• 34:06
  talked
• 34:07
  to
• 34:07
  customers
• 34:07
  about.
• 34:08
  I've
• 34:08
  made
• 34:08
  a
• 34:09
  TikTok
• 34:09
  about
• 34:09
  this,
• 34:10
  and
• 34:11
  I've
• 34:11
  gotten
• 34:11
  incredible
• 34:12
  feedback
• 34:14
  from
• 34:14
  people
• 34:15
  who
• 34:15
  have
• 34:15
  ideas
• 34:16
  for
• 34:16
  how
• 34:16
  I
• 34:16
  could
• 34:16
  do
• 34:17
  this.
• 34:18
  I'm
• 34:18
  considering
• 34:19
  it,
• 34:19
  but
• 34:19
  I'm
• 34:20
  60
• 34:20
  years
• 34:20
  old
• 34:20
  and
• 34:21
  I'm
• 34:21
  like,
• 34:21
  man,
• 34:21
  you
• 34:22
  know,
• 34:23
  is
• 34:23
  this.
• 34:24
  Do
• 34:24
  I
• 34:24
  want
• 34:25
  to
• 34:25
  do
• 34:25
  this?
• 34:26
  Why
• 34:26
  am
• 34:27
  I
• 34:27
  doing
• 34:27
  this?
• 34:27
  Am
• 34:28
  I
• 34:28
  doing
• 34:28
  this
• 34:29
  because
• 34:29
  someone's
• 34:29
  trying
• 34:30
  to
• 34:30
  kill
• 34:30
  my
• 34:30
  baby?
• 34:31
  Am
• 34:31
  I
• 34:31
  doing
• 34:32
  this
• 34:32
  because
• 34:32
  I
• 34:33
  like
• 34:33
  making
• 34:33
  TikTok
• 34:34
  videos
• 34:34
  and
• 34:34
  sharing
• 34:35
  what
• 34:35
  I'm
• 34:35
  doing?
• 34:36
  Am
• 34:36
  I
• 34:36
  doing
• 34:36
  it
• 34:37
  for
• 34:37
  the
• 34:37
  content?
• 34:37
  Am
• 34:38
  I
• 34:38
  doing
• 34:38
  it
• 34:38
  to
• 34:38
  rescue
• 34:39
  the
• 34:39
  team
• 34:39
  that
• 34:40
  I
• 34:40
  love
• 34:40
  so
• 34:40
  much
• 34:41
  that
• 34:41
  used
• 34:41
  to
• 34:41
  work
• 34:41
  for
• 34:41
  me?
• 34:42
  You
• 34:43
  have
• 34:43
  to
• 34:43
  think
• 34:43
  of
• 34:43
  all
• 34:43
  these
• 34:44
  things,
• 34:44
  and
• 34:45
  what
• 34:45
  I've
• 34:46
  learned
• 34:46
  from
• 34:47
  writing
• 34:47
  a
• 34:47
  book
• 34:49
  is
• 34:49
  you
• 34:49
  don't
• 34:50
  know
• 34:50
  what's
• 34:50
  happening
• 34:51
  when
• 34:51
  you're
• 34:52
  in
• 34:52
  it.
• 34:53
  You
• 34:53
  don't
• 34:53
  realize
• 34:55
  why
• 34:56
  you're
• 34:56
  doing
• 34:56
  what
• 34:56
  you're
• 34:57
  doing
• 34:58
  until
• 34:58
  later,
• 34:59
  until
• 34:59
  you
• 34:59
  can
• 34:59
  reflect
• 35:00
  back?
• 35:01
  So
• 35:01
  I'm
• 35:01
  under
• 35:02
  no
• 35:02
  illusions
• 35:03
  that
• 35:03
  I
• 35:03
  have
• 35:04
  clarity
• 35:05
  about
• 35:05
  where
• 35:06
  my
• 35:06
  head
• 35:06
  is
• 35:06
  at
• 35:07
  right
• 35:07
  now.
• 35:08
  I'm
• 35:08
  proceeding
• 35:08
  with
• 35:09
  caution
• 35:09
  and
• 35:09
  talking
• 35:10
  to
• 35:10
  a
• 35:11
  lot
• 35:11
  of
• 35:11
  people.
• 35:11
  I'm
• 35:12
  talking
• 35:12
  to
• 35:12
  customers,
• 35:13
  industry
• 35:13
  experts,
• 35:14
  AI
• 35:15
  experts
• 35:15
  and
• 35:16
  product
• 35:16
  experts.
• 35:17
  I
• 35:17
  have
• 35:17
  a
• 35:18
  quote
• 35:19
  from
• 35:19
  Dual
• 35:19
  Boot,
• 35:20
  who
• 35:20
  built
• 35:20
  the
• 35:20
  first
• 35:21
  product.
• 35:22
  And
• 35:23
  the
• 35:23
  world
• 35:23
  has
• 35:23
  changed
• 35:24
  so
• 35:24
  much.
• 35:24
  One
• 35:24
  of
• 35:24
  the
• 35:24
  things
• 35:25
  that
• 35:25
  I've
• 35:25
  proposed
• 35:26
  to
• 35:26
  them
• 35:26
  is
• 35:27
  I've
• 35:28
  built
• 35:28
  this
• 35:28
  huge
• 35:28
  following
• 35:28
  on
• 35:29
  TikTok.
• 35:29
  Now
• 35:30
  let's
• 35:30
  do
• 35:30
  a
• 35:30
  building
• 35:30
  in
• 35:31
  public.
• 35:31
  Let's
• 35:31
  talk
• 35:31
  about.
• 35:32
  We're
• 35:32
  getting
• 35:32
  the
• 35:32
  band
• 35:32
  back
• 35:33
  together.
• 35:33
  We're
• 35:33
  rebuilding
• 35:34
  the
• 35:34
  same
• 35:34
  product
• 35:35
  with
• 35:35
  AI.
• 35:35
  And,
• 35:36
  you
• 35:36
  know,
• 35:36
  and.
• 35:37
  And
• 35:37
  one
• 35:37
  thing
• 35:37
  I
• 35:37
  want
• 35:37
  to
• 35:38
  talk
• 35:38
  about
• 35:39
  is
• 35:39
  I
• 35:40
  was
• 35:40
  the
• 35:40
  first
• 35:40
  customer
• 35:41
  of
• 35:41
  Dual
• 35:41
  Boot.
• 35:41
  Now
• 35:42
  they're
• 35:42
  like
• 35:42
  a
• 35:42
  16,
• 35:43
  20
• 35:43
  million
• 35:43
  dollars
• 35:44
  company.
• 35:45
  And
• 35:45
  is
• 35:46
  it
• 35:46
  going
• 35:46
  to
• 35:46
  be
• 35:46
  the
• 35:46
  same
• 35:47
  experience
• 35:48
  working
• 35:48
  with
• 35:48
  them
• 35:48
  as
• 35:49
  it
• 35:49
  was
• 35:49
  the
• 35:49
  first
• 35:49
  time
• 35:50
  I'm
• 35:50
  getting
• 35:50
  the
• 35:51
  same
• 35:51
  team?
• 35:52
  I
• 35:52
  mean,
• 35:52
  it's
• 35:53
  like
• 35:54
  so
• 35:55
  real
• 35:55
  synergy.
• 35:56
  And
• 35:56
  fun
• 35:57
  in
• 35:58
  that.
• 35:58
  And
• 35:59
  I
• 35:59
  think
• 35:59
  also
• 36:00
  I've
• 36:00
  watched
• 36:00
  you,
• 36:01
  right,
• 36:01
  since
• 36:01
  I've
• 36:02
  gotten
• 36:02
  to
• 36:03
  know
• 36:03
  you.
• 36:03
  I've
• 36:03
  been
• 36:03
  watching
• 36:04
  you
• 36:04
  on
• 36:04
  your
• 36:05
  socials
• 36:05
  and
• 36:05
  on
• 36:06
  your
• 36:06
  Substack
• 36:07
  channel.
• 36:07
  I
• 36:08
  would
• 36:08
  say
• 36:09
  you
• 36:09
  are
• 36:10
  embracing
• 36:11
  your
• 36:11
  journey
• 36:11
  and
• 36:11
  sharing
• 36:12
  your
• 36:12
  wisdom.
• 36:13
  And
• 36:13
  from
• 36:13
  what
• 36:14
  I
• 36:14
  can
• 36:14
  see,
• 36:14
  you're
• 36:14
  having
• 36:15
  fun.
• 36:16
  Oh,
• 36:16
  yeah.
• 36:17
  I
• 36:17
  love
• 36:17
  being
• 36:17
  you.
• 36:18
  Other
• 36:19
  people,
• 36:19
  to
• 36:19
  me,
• 36:20
  it's
• 36:20
  so
• 36:20
  satisfying
• 36:21
  that
• 36:21
  you
• 36:21
  can
• 36:21
  help
• 36:21
  other
• 36:22
  people.
• 36:22
  That's
• 36:22
  why
• 36:23
  I
• 36:23
  mentioned
• 36:23
  Sherry
• 36:24
  Deutschman
• 36:24
  in
• 36:25
  the
• 36:25
  beginning,
• 36:25
  because
• 36:26
  she's
• 36:27
  the
• 36:27
  first
• 36:27
  one
• 36:27
  who
• 36:28
  told
• 36:28
  me.
• 36:28
  She's
• 36:28
  like,
• 36:28
  girl,
• 36:29
  this
• 36:29
  is
• 36:29
  a
• 36:29
  big
• 36:29
  deal.
• 36:30
  You
• 36:30
  have
• 36:31
  stuff
• 36:31
  that
• 36:31
  people
• 36:32
  need
• 36:32
  to
• 36:33
  know
• 36:33
  and
• 36:33
  they
• 36:34
  don't
• 36:34
  know.
• 36:34
  And
• 36:34
  I
• 36:34
  said,
• 36:34
  are
• 36:34
  you
• 36:35
  sure?
• 36:35
  Doesn't
• 36:35
  everybody
• 36:36
  know
• 36:36
  all
• 36:36
  this
• 36:36
  stuff?
• 36:36
  And
• 36:36
  she's
• 36:37
  like,
• 36:37
  no,
• 36:37
  you
• 36:38
  need
• 36:38
  to
• 36:38
  get
• 36:38
  out
• 36:38
  and
• 36:38
  talk
• 36:38
  about
• 36:39
  it.
• 36:39
  It's
• 36:39
  going
• 36:39
  to
• 36:40
  help
• 36:40
  so
• 36:40
  many
• 36:40
  people.
• 36:41
  And
• 36:41
  it
• 36:41
  wasn't
• 36:42
  until
• 36:42
  I
• 36:42
  started
• 36:42
  talking
• 36:43
  to
• 36:43
  other
• 36:43
  entrepreneurs
• 36:44
  that
• 36:45
  I
• 36:45
  realized,
• 36:46
  oh,
• 36:46
  this
• 36:46
  does
• 36:47
  seem
• 36:47
  to
• 36:47
  be
• 36:47
  helping
• 36:48
  people.
• 36:48
  Yeah.
• 36:50
  Well,
• 36:50
  I'm
• 36:50
  excited
• 36:50
  to
• 36:51
  see
• 36:51
  how
• 36:52
  this
• 36:52
  all
• 36:52
  unfolds
• 36:53
  and
• 36:54
  tell
• 36:54
  us
• 36:54
  a
• 36:55
  little
• 36:55
  bit
• 36:55
  more
• 36:55
  about
• 36:57
  your
• 36:57
  current
• 36:57
  business.
• 36:58
  You
• 36:58
  have
• 36:59
  your
• 36:59
  book
• 37:00
  and.
• 37:03
  Tell
• 37:03
  us.
• 37:03
  About
• 37:04
  that
• 37:04
  endeavor,
• 37:05
  that
• 37:05
  business,
• 37:06
  and
• 37:06
  how
• 37:06
  can
• 37:06
  people
• 37:07
  learn
• 37:07
  more
• 37:07
  about
• 37:08
  that?
• 37:09
  Well,
• 37:09
  the
• 37:09
  book,
• 37:10
  it
• 37:10
  all
• 37:10
  started
• 37:11
  with
• 37:11
  the
• 37:11
  book
• 37:11
  and
• 37:12
  telling
• 37:12
  that
• 37:12
  story.
• 37:13
  I
• 37:13
  enjoy
• 37:14
  writing.
• 37:14
  I
• 37:15
  started
• 37:15
  my
• 37:15
  career
• 37:15
  at
• 37:15
  magazine
• 37:16
  writing
• 37:17
  and
• 37:17
  have
• 37:18
  expanded
• 37:19
  the
• 37:19
  Scaling
• 37:19
  with
• 37:20
  Soul
• 37:20
  brand
• 37:20
  into
• 37:20
  a
• 37:21
  Scaling
• 37:21
  with
• 37:21
  Soul
• 37:21
  substack
• 37:22
  newsletter.
• 37:23
  It's
• 37:23
  more
• 37:24
  of
• 37:24
  a
• 37:24
  how
• 37:25
  to
• 37:25
  for
• 37:26
  entrepreneurs,
• 37:27
  supported
• 37:28
  by
• 37:28
  stories
• 37:29
  from
• 37:29
  my
• 37:29
  own
• 37:30
  experience
• 37:30
  or
• 37:30
  the
• 37:30
  experiences
• 37:31
  of
• 37:31
  people
• 37:31
  I
• 37:31
  know.
• 37:32
  For
• 37:32
  example,
• 37:33
  this
• 37:33
  week
• 37:33
  the
• 37:34
  article
• 37:34
  is
• 37:34
  all
• 37:35
  about
• 37:35
  how
• 37:35
  to
• 37:35
  exit
• 37:36
  like
• 37:36
  a
• 37:36
  boss
• 37:37
  and
• 37:38
  all
• 37:38
  the
• 37:38
  things
• 37:38
  you
• 37:38
  need
• 37:39
  to
• 37:39
  think
• 37:39
  about
• 37:40
  from
• 37:40
  the
• 37:40
  start
• 37:41
  when
• 37:41
  you
• 37:41
  start
• 37:41
  your
• 37:41
  business
• 37:42
  to
• 37:42
  have
• 37:43
  a
• 37:43
  smoother
• 37:43
  exit.
• 37:45
  One
• 37:45
  of
• 37:45
  the
• 37:45
  things
• 37:45
  I
• 37:46
  write
• 37:46
  about
• 37:46
  in
• 37:46
  this
• 37:46
  article
• 37:47
  is
• 37:49
  a
• 37:49
  simple
• 37:49
  thing
• 37:50
  you
• 37:50
  can
• 37:50
  do.
• 37:50
  Just
• 37:51
  listen
• 37:51
  to
• 37:52
  the
• 37:52
  side
• 37:52
  conversations
• 37:53
  that
• 37:53
  are
• 37:53
  happening.
• 37:54
  When
• 37:55
  you're
• 37:55
  in
• 37:55
  a
• 37:55
  due
• 37:56
  diligence
• 37:56
  meeting
• 37:56
  or
• 37:56
  a
• 37:57
  meeting
• 37:57
  with
• 37:57
  your
• 37:57
  banker
• 37:58
  or
• 37:58
  buyer,
• 38:00
  people
• 38:00
  are
• 38:00
  talking
• 38:00
  and
• 38:01
  having
• 38:01
  side
• 38:01
  conversations
• 38:02
  and
• 38:02
  you
• 38:03
  can
• 38:03
  get
• 38:03
  a
• 38:03
  lot
• 38:04
  out
• 38:04
  of
• 38:04
  those
• 38:05
  side
• 38:05
  conversations.
• 38:07
  Stuff
• 38:07
  that
• 38:07
  I
• 38:07
  heard
• 38:08
  inside
• 38:08
  conversations
• 38:09
  allowed
• 38:09
  me
• 38:10
  to
• 38:10
  go
• 38:10
  back
• 38:10
  and
• 38:10
  ask
• 38:11
  for
• 38:11
  50%
• 38:12
  more
• 38:12
  money.
• 38:12
  I
• 38:13
  didn't
• 38:13
  get
• 38:13
  the
• 38:13
  50%,
• 38:13
  but
• 38:14
  I
• 38:14
  got
• 38:14
  33%
• 38:15
  more
• 38:16
  than
• 38:16
  the
• 38:16
  original
• 38:16
  offer.
• 38:16
  And
• 38:17
  it
• 38:17
  was
• 38:17
  all
• 38:17
  because
• 38:18
  my
• 38:19
  wheels
• 38:19
  started
• 38:19
  turning
• 38:20
  based
• 38:20
  on
• 38:20
  what
• 38:20
  I
• 38:21
  heard
• 38:21
  when
• 38:21
  people
• 38:21
  Were
• 38:22
  just
• 38:23
  talking
• 38:23
  on
• 38:23
  a
• 38:23
  zoom
• 38:24
  before
• 38:24
  the
• 38:24
  meeting
• 38:24
  started.
• 38:25
  So
• 38:26
  the
• 38:26
  substack
• 38:27
  is
• 38:27
  supported
• 38:27
  by
• 38:28
  other
• 38:28
  Stories
• 38:29
  and
• 38:30
  it's
• 38:30
  a
• 38:30
  free
• 38:31
  newsletter.
• 38:32
  If
• 38:32
  you
• 38:33
  subscribe
• 38:33
  and
• 38:34
  pay
• 38:34
  10
• 38:34
  bucks
• 38:34
  a
• 38:35
  month,
• 38:35
  you
• 38:36
  can
• 38:36
  come
• 38:36
  to
• 38:36
  my
• 38:36
  office
• 38:37
  hours,
• 38:37
  which
• 38:38
  happen
• 38:38
  two
• 38:39
  to
• 38:39
  four
• 38:39
  times
• 38:39
  a
• 38:39
  month.
• 38:40
  And
• 38:42
  that
• 38:42
  is
• 38:42
  a
• 38:42
  great
• 38:43
  little
• 38:43
  community
• 38:44
  that
• 38:45
  the
• 38:45
  same
• 38:45
  people,
• 38:46
  core
• 38:46
  people,
• 38:47
  tend
• 38:47
  to
• 38:47
  show
• 38:47
  up.
• 38:48
  And
• 38:49
  there
• 38:49
  are
• 38:49
  some
• 38:49
  very
• 38:50
  smart
• 38:51
  entrepreneurs
• 38:52
  who
• 38:52
  show
• 38:52
  up.
• 38:54
  And
• 38:54
  so
• 38:54
  it's
• 38:54
  become
• 38:55
  more
• 38:55
  of
• 38:55
  a
• 38:55
  peer
• 38:56
  coaching
• 38:57
  kind
• 38:57
  of
• 38:57
  situation.
• 38:58
  It's
• 38:58
  not
• 38:59
  just
• 38:59
  me
• 38:59
  because
• 38:59
  I
• 39:00
  don't
• 39:00
  know
• 39:00
  everything.
• 39:01
  And
• 39:02
  so
• 39:02
  there
• 39:02
  are
• 39:03
  other
• 39:03
  people
• 39:04
  on
• 39:04
  there
• 39:04
  who
• 39:06
  everybody's
• 39:07
  helping
• 39:07
  each
• 39:07
  other,
• 39:08
  and
• 39:08
  so
• 39:09
  I
• 39:09
  enjoy
• 39:09
  that
• 39:09
  a
• 39:09
  lot.
• 39:10
  The
• 39:10
  other
• 39:10
  thing
• 39:10
  I'm
• 39:11
  working
• 39:11
  on
• 39:11
  is
• 39:12
  developing
• 39:12
  a
• 39:12
  keynote.
• 39:13
  I
• 39:13
  do
• 39:13
  a
• 39:13
  lot
• 39:13
  of
• 39:14
  speaking.
• 39:14
  I
• 39:14
  do
• 39:14
  fireside
• 39:15
  chats
• 39:15
  and
• 39:15
  everything.
• 39:16
  I'm
• 39:16
  developing
• 39:17
  a
• 39:17
  keynote
• 39:18
  with
• 39:18
  a
• 39:19
  training
• 39:19
  organization
• 39:20
  called
• 39:20
  Heroic
• 39:21
  Public
• 39:21
  Speaking.
• 39:22
  I'm
• 39:23
  seeing
• 39:23
  if
• 39:23
  I
• 39:23
  can
• 39:24
  turn
• 39:24
  myself
• 39:25
  into
• 39:26
  a
• 39:27
  keynote
• 39:27
  speaker
• 39:28
  and
• 39:29
  make
• 39:29
  money
• 39:30
  doing
• 39:30
  that.
• 39:30
  Everything
• 39:31
  I'm
• 39:31
  doing
• 39:31
  now,
• 39:32
  you
• 39:32
  know,
• 39:32
  it's.
• 39:32
  It's.
• 39:33
  I
• 39:33
  have
• 39:33
  little
• 39:33
  revenue.
• 39:34
  I
• 39:34
  have.
• 39:34
  It's.
• 39:34
  It's
• 39:35
  really
• 39:35
  funny.
• 39:35
  People
• 39:36
  who
• 39:36
  do
• 39:36
  what
• 39:36
  I
• 39:36
  do
• 39:37
  have
• 39:37
  seven
• 39:37
  or
• 39:37
  eight
• 39:38
  different
• 39:38
  revenue
• 39:38
  streams.
• 39:41
  And
• 39:41
  at
• 39:41
  any
• 39:41
  given
• 39:42
  time,
• 39:42
  you
• 39:42
  may
• 39:42
  not
• 39:43
  be
• 39:43
  sure
• 39:43
  exactly
• 39:43
  what
• 39:43
  they
• 39:44
  are,
• 39:44
  but
• 39:44
  you
• 39:44
  just
• 39:44
  see
• 39:44
  these
• 39:45
  checks
• 39:45
  come
• 39:45
  in
• 39:45
  through
• 39:46
  your
• 39:46
  bank
• 39:46
  account.
• 39:46
  You're
• 39:47
  like,
• 39:48
  is
• 39:48
  that
• 39:48
  my
• 39:48
  book
• 39:48
  revenue
• 39:49
  or
• 39:49
  is
• 39:49
  that
• 39:49
  my
• 39:49
  substack
• 39:50
  revenue,
• 39:51
  or
• 39:51
  is
• 39:51
  that
• 39:51
  my
• 39:51
  TikTok
• 39:52
  revenue
• 39:52
  or
• 39:52
  my
• 39:53
  YouTube
• 39:53
  revenue?
• 39:54
  It
• 39:54
  doesn't
• 39:54
  add
• 39:55
  up
• 39:55
  to
• 39:55
  a
• 39:55
  lot,
• 39:56
  but
• 39:57
  I'm
• 39:57
  having
• 39:57
  fun
• 39:58
  doing
• 39:58
  what
• 39:58
  I'm
• 39:59
  doing
• 39:59
  and
• 39:59
  I'm
• 39:59
  learning.
• 40:00
  I
• 40:01
  would
• 40:01
  love
• 40:01
  to
• 40:01
  build
• 40:01
  a
• 40:02
  bigger
• 40:02
  business
• 40:02
  out
• 40:03
  of
• 40:03
  what
• 40:03
  I'm
• 40:03
  doing,
• 40:05
  but
• 40:05
  if
• 40:05
  I
• 40:05
  don't,
• 40:05
  that's
• 40:06
  okay
• 40:06
  too.
• 40:06
  I'm
• 40:07
  just
• 40:07
  enjoying
• 40:07
  it.
• 40:07
  I'm
• 40:08
  trying
• 40:08
  to
• 40:08
  crack
• 40:08
  that
• 40:09
  code.
• 40:10
  I
• 40:10
  understand
• 40:11
  standing
• 40:12
  at
• 40:12
  the
• 40:12
  50,000
• 40:12
  foot
• 40:13
  level
• 40:13
  and
• 40:13
  seeing
• 40:14
  your
• 40:14
  whole
• 40:14
  story
• 40:15
  as
• 40:15
  you've
• 40:15
  just
• 40:15
  sort
• 40:16
  of
• 40:16
  peppered
• 40:17
  your
• 40:17
  life
• 40:17
  and
• 40:18
  told
• 40:18
  us
• 40:18
  about
• 40:19
  you.
• 40:20
  There
• 40:20
  could
• 40:20
  be
• 40:20
  this
• 40:21
  wonderful
• 40:21
  alignment
• 40:22
  where
• 40:22
  you
• 40:23
  continue
• 40:23
  to
• 40:24
  serve
• 40:24
  the
• 40:24
  same
• 40:25
  audience
• 40:25
  that
• 40:26
  you're
• 40:26
  serving
• 40:26
  right
• 40:27
  now
• 40:28
  and
• 40:29
  build
• 40:30
  another
• 40:30
  tech
• 40:30
  platform,
• 40:31
  do
• 40:31
  it
• 40:32
  publicly
• 40:32
  and
• 40:33
  allow
• 40:33
  people
• 40:33
  to
• 40:35
  see
• 40:35
  you
• 40:35
  make
• 40:35
  those
• 40:36
  decisions.
• 40:36
  And,
• 40:37
  you
• 40:37
  know,
• 40:37
  because
• 40:37
  it's.
• 40:38
  It's
• 40:38
  hard.
• 40:38
  I
• 40:39
  always
• 40:39
  say
• 40:39
  to
• 40:39
  everybody,
• 40:40
  like,
• 40:40
  you
• 40:40
  know,
• 40:41
  that
• 40:42
  I.
• 40:42
  All
• 40:42
  the
• 40:42
  founders
• 40:42
  I
• 40:43
  talk
• 40:43
  to.
• 40:43
  Every
• 40:43
  time
• 40:44
  you
• 40:44
  build
• 40:44
  a
• 40:44
  new
• 40:44
  company,
• 40:45
  yes,
• 40:45
  you
• 40:45
  get
• 40:45
  better
• 40:46
  at
• 40:46
  understanding
• 40:47
  the
• 40:47
  mechanics
• 40:47
  of
• 40:47
  what
• 40:48
  makes
• 40:48
  the
• 40:48
  flywheel
• 40:49
  spin.
• 40:49
  But
• 40:50
  you
• 40:50
  still
• 40:50
  have
• 40:50
  to
• 40:51
  crack
• 40:51
  the
• 40:51
  code.
• 40:52
  You
• 40:52
  still
• 40:52
  have
• 40:53
  to
• 40:54
  understand
• 40:54
  your
• 40:55
  market.
• 40:55
  You
• 40:55
  still
• 40:56
  have
• 40:56
  to
• 40:56
  understand
• 40:56
  the
• 40:56
  product.
• 40:57
  You
• 40:57
  have
• 40:57
  to
• 40:57
  still
• 40:58
  understand
• 40:58
  what
• 40:58
  the
• 40:58
  problem
• 40:59
  is
• 40:59
  you're
• 40:59
  solving.
• 41:00
  And
• 41:01
  it's
• 41:01
  a
• 41:01
  unique
• 41:02
  experience
• 41:03
  every
• 41:03
  time.
• 41:03
  Starting
• 41:04
  A
• 41:04
  new
• 41:04
  business
• 41:04
  every
• 41:05
  time.
• 41:05
  Now
• 41:05
  it's
• 41:05
  different
• 41:06
  than
• 41:06
  it
• 41:06
  was
• 41:06
  in
• 41:06
  2008.
• 41:07
  Very
• 41:08
  different.
• 41:08
  That's
• 41:09
  what
• 41:09
  I
• 41:09
  think
• 41:09
  about
• 41:09
  when
• 41:10
  I
• 41:10
  think
• 41:10
  about
• 41:11
  counseling
• 41:11
  entrepreneurs.
• 41:13
  I
• 41:13
  remember
• 41:13
  talking
• 41:14
  to
• 41:14
  my
• 41:14
  husband,
• 41:14
  and
• 41:14
  I
• 41:14
  said,
• 41:15
  this
• 41:15
  whole
• 41:15
  thing
• 41:16
  I'm
• 41:16
  doing,
• 41:16
  I
• 41:17
  figure
• 41:17
  it
• 41:17
  has
• 41:17
  a
• 41:17
  shelf
• 41:18
  life
• 41:19
  of
• 41:19
  about
• 41:19
  three
• 41:20
  years.
• 41:20
  If
• 41:21
  I'm
• 41:21
  not
• 41:21
  building
• 41:21
  anything,
• 41:23
  my
• 41:23
  advice
• 41:24
  is
• 41:24
  going
• 41:25
  to
• 41:25
  lose
• 41:25
  relevance.
• 41:26
  I
• 41:26
  had
• 41:27
  a
• 41:27
  boss
• 41:28
  at
• 41:29
  that
• 41:29
  first
• 41:29
  startup.
• 41:30
  She
• 41:31
  left
• 41:31
  the
• 41:31
  company
• 41:32
  when
• 41:32
  I
• 41:32
  started
• 41:33
  my
• 41:33
  company.
• 41:34
  I
• 41:34
  would
• 41:34
  go
• 41:35
  to
• 41:35
  her
• 41:35
  for
• 41:35
  advice
• 41:36
  about
• 41:36
  three
• 41:37
  to
• 41:37
  four
• 41:37
  years
• 41:38
  in
• 41:39
  from
• 41:39
  when
• 41:40
  she
• 41:40
  left.
• 41:41
  I
• 41:41
  was
• 41:41
  talking
• 41:41
  to
• 41:41
  her,
• 41:42
  and
• 41:42
  I
• 41:42
  realized
• 41:43
  she
• 41:44
  doesn't
• 41:44
  really
• 41:44
  know
• 41:45
  how
• 41:45
  things
• 41:46
  are
• 41:46
  working
• 41:46
  now,
• 41:46
  what's
• 41:47
  going
• 41:47
  on.
• 41:48
  And
• 41:49
  I
• 41:49
  thought,
• 41:49
  that's
• 41:50
  gonna
• 41:50
  happen
• 41:50
  to
• 41:50
  me.
• 41:51
  If
• 41:52
  I
• 41:52
  dive
• 41:52
  back
• 41:53
  in,
• 41:54
  I'll
• 41:54
  have
• 41:54
  that
• 41:55
  going
• 41:55
  for
• 41:55
  me.
• 41:56
  But
• 41:56
  there's
• 41:56
  a
• 41:56
  lot
• 41:56
  of
• 41:57
  fear
• 41:57
  with
• 41:57
  doing
• 41:57
  this.
• 41:58
  First
• 41:58
  of
• 41:58
  all,
• 41:58
  I'm
• 41:58
  not
• 41:58
  as
• 41:59
  hungry
• 41:59
  as
• 41:59
  I
• 41:59
  was,
• 42:00
  so
• 42:00
  I'm
• 42:00
  like,
• 42:01
  will
• 42:01
  I
• 42:01
  work
• 42:01
  as
• 42:01
  hard?
• 42:02
  Will
• 42:02
  I
• 42:02
  push
• 42:03
  myself
• 42:04
  as
• 42:04
  hard?
• 42:05
  Maybe
• 42:05
  I
• 42:05
  don't
• 42:06
  need
• 42:06
  to,
• 42:06
  because
• 42:07
  I
• 42:07
  was
• 42:07
  doing
• 42:08
  it
• 42:08
  on
• 42:08
  my
• 42:08
  own
• 42:08
  before,
• 42:09
  and
• 42:09
  now
• 42:09
  I
• 42:09
  would
• 42:09
  have
• 42:10
  a
• 42:10
  team.
• 42:11
  And
• 42:11
  then
• 42:11
  the
• 42:11
  other
• 42:11
  fear
• 42:12
  is
• 42:12
  like,
• 42:12
  well,
• 42:12
  I'm
• 42:13
  gonna
• 42:13
  be
• 42:13
  doing
• 42:13
  this
• 42:13
  in
• 42:14
  public.
• 42:14
  What
• 42:14
  if
• 42:14
  I
• 42:15
  fail
• 42:15
  spectacularly?
• 42:16
  And
• 42:16
  then
• 42:16
  everyone's
• 42:17
  gonna
• 42:17
  know
• 42:17
  and
• 42:17
  see
• 42:18
  it.
• 42:19
  I'm
• 42:19
  60
• 42:19
  years
• 42:19
  old.
• 42:20
  Like,
• 42:20
  I'm
• 42:20
  kind
• 42:20
  of
• 42:20
  beyond.
• 42:21
  I'm
• 42:21
  too
• 42:21
  old
• 42:21
  to
• 42:21
  care
• 42:22
  really
• 42:22
  that
• 42:22
  much
• 42:23
  about
• 42:23
  it.
• 42:24
  I
• 42:25
  care,
• 42:25
  but
• 42:25
  I'm
• 42:26
  not
• 42:26
  as
• 42:27
  prideful
• 42:28
  as
• 42:28
  I
• 42:28
  was
• 42:28
  earlier.
• 42:29
  I'm
• 42:29
  more
• 42:29
  humble
• 42:30
  because
• 42:30
  I've
• 42:31
  failed
• 42:31
  and
• 42:31
  I've
• 42:32
  succeeded,
• 42:33
  and
• 42:33
  I'll
• 42:33
  fail
• 42:33
  and
• 42:34
  succeed
• 42:34
  again
• 42:35
  with
• 42:35
  what
• 42:35
  I'm
• 42:35
  doing
• 42:36
  over
• 42:36
  the
• 42:36
  past
• 42:37
  three
• 42:37
  years.
• 42:37
  I
• 42:37
  was
• 42:38
  going
• 42:38
  to
• 42:38
  launch
• 42:38
  this
• 42:38
  course,
• 42:39
  and
• 42:39
  then
• 42:39
  halfway
• 42:40
  through
• 42:40
  it,
• 42:40
  I'm
• 42:40
  like,
• 42:40
  I
• 42:41
  don't
• 42:41
  enjoy
• 42:42
  this
• 42:42
  at
• 42:42
  all.
• 42:43
  I
• 42:43
  like
• 42:43
  the
• 42:43
  exchange
• 42:44
  with
• 42:44
  people.
• 42:45
  I
• 42:45
  don't
• 42:46
  like
• 42:46
  sitting,
• 42:47
  talking
• 42:47
  to
• 42:47
  a
• 42:47
  camera.
• 42:49
  And
• 42:50
  so
• 42:50
  I
• 42:50
  just
• 42:50
  scrapped
• 42:51
  it.
• 42:51
  Just
• 42:51
  because
• 42:52
  you've
• 42:52
  succeeded
• 42:53
  with
• 42:53
  your
• 42:54
  startup
• 42:54
  doesn't
• 42:55
  mean
• 42:55
  that
• 42:55
  you
• 42:55
  know
• 42:55
  exactly
• 42:56
  what
• 42:56
  to
• 42:56
  do
• 42:56
  with
• 42:56
  the
• 42:57
  next
• 42:57
  one,
• 42:57
  which
• 42:57
  you
• 42:57
  were
• 42:57
  talking
• 42:58
  about
• 42:58
  earlier.
• 42:58
  You
• 42:59
  have
• 42:59
  to
• 42:59
  crack
• 42:59
  the
• 42:59
  code,
• 43:00
  as
• 43:00
  you
• 43:00
  said.
• 43:01
  And
• 43:02
  it's
• 43:02
  a
• 43:02
  process
• 43:02
  of
• 43:03
  trial
• 43:03
  and
• 43:03
  error
• 43:03
  and
• 43:04
  talking
• 43:04
  to
• 43:04
  a
• 43:04
  lot
• 43:05
  of
• 43:05
  people
• 43:05
  and
• 43:05
  figuring
• 43:06
  out
• 43:06
  what.
• 43:06
  What
• 43:07
  do
• 43:07
  they.
• 43:08
  What
• 43:08
  do
• 43:08
  they
• 43:08
  respond
• 43:09
  to
• 43:09
  and
• 43:09
  what
• 43:09
  do
• 43:09
  they
• 43:10
  need?
• 43:10
  And
• 43:11
  what
• 43:11
  kind
• 43:11
  of
• 43:11
  problems
• 43:12
  can
• 43:12
  you
• 43:12
  solve
• 43:12
  that
• 43:13
  are
• 43:13
  so
• 43:13
  big
• 43:13
  for
• 43:13
  them
• 43:13
  that
• 43:14
  they're
• 43:14
  willing
• 43:14
  to
• 43:14
  pay
• 43:14
  you
• 43:14
  to
• 43:15
  do
• 43:15
  it?
• 43:16
  Exactly.
• 43:17
  Exactly.
• 43:19
  All
• 43:19
  right,
• 43:19
  Sharon.
• 43:20
  Fast
• 43:20
  fire
• 43:20
  Round
• 43:21
  Five
• 43:22
  questions
• 43:22
  in
• 43:22
  five
• 43:23
  words
• 43:23
  or
• 43:24
  less.
• 43:24
  One
• 43:25
  word
• 43:26
  that
• 43:26
  describes
• 43:27
  your
• 43:27
  leadership
• 43:28
  style.
• 43:30
  Empathetic.
• 43:32
  Biggest
• 43:33
  myth
• 43:34
  about
• 43:35
  entrepreneurship
• 43:36
  you
• 43:36
  want
• 43:37
  to
• 43:37
  bust
• 43:38
  once
• 43:38
  and
• 43:38
  for
• 43:39
  all.
• 43:42
  You
• 43:42
  don't
• 43:43
  need
• 43:43
  venture
• 43:43
  capital.
• 43:46
  Exit
• 43:47
  Day
• 43:48
  one
• 43:49
  word
• 43:49
  to
• 43:49
  capture
• 43:50
  the
• 43:50
  feeling.
• 43:55
  Disbelief.
• 43:59
  If
• 43:59
  founders
• 44:00
  only
• 44:01
  focused
• 44:01
  on
• 44:02
  one
• 44:02
  thing
• 44:03
  in
• 44:03
  their
• 44:03
  first
• 44:04
  year,
• 44:05
  what
• 44:05
  would
• 44:05
  it
• 44:06
  be?
• 44:07
  Customers.
• 44:09
  Most
• 44:10
  underrated
• 44:11
  skill
• 44:12
  a
• 44:12
  founder
• 44:13
  can
• 44:13
  cultivate.
• 44:17
  Oh,
• 44:17
  that's
• 44:17
  the
• 44:17
  hardest
• 44:18
  one.
• 44:19
  Most
• 44:19
  underrated
• 44:20
  skill
• 44:21
  a
• 44:21
  founder
• 44:22
  can
• 44:22
  cultivate.
• 44:24
  Is
• 44:25
  this
• 44:25
  a
• 44:25
  skill?
• 44:26
  Resilience.
• 44:28
  Resilience.
• 44:30
  I
• 44:30
  agree
• 44:31
  with
• 44:31
  you.
• 44:32
  It's
• 44:32
  hard
• 44:33
  being
• 44:33
  a
• 44:33
  founder.
• 44:34
  It's
• 44:34
  harder
• 44:34
  than
• 44:34
  most
• 44:35
  things.
• 44:35
  Right.
• 44:36
  It's
• 44:36
  not
• 44:36
  for
• 44:36
  most
• 44:37
  people,
• 44:37
  but
• 44:37
  for
• 44:38
  those
• 44:38
  who
• 44:39
  are
• 44:39
  signed
• 44:39
  up
• 44:40
  for
• 44:40
  it
• 44:40
  and
• 44:40
  who
• 44:40
  have
• 44:40
  it
• 44:41
  as
• 44:41
  a
• 44:41
  calling,
• 44:41
  like
• 44:41
  you
• 44:41
  and
• 44:42
  me,
• 44:42
  it's
• 44:42
  just
• 44:43
  what
• 44:44
  we
• 44:44
  do.
• 44:44
  So
• 44:45
  how
• 44:45
  can
• 44:45
  our
• 44:45
  listeners
• 44:47
  find
• 44:47
  you?
• 44:48
  I
• 44:49
  know
• 44:49
  you
• 44:49
  have
• 44:49
  Sharon
• 44:50
  K.
• 44:50
  Gillenwater.com.
• 44:53
  You
• 44:53
  have
• 44:53
  a
• 44:53
  substack
• 44:54
  called
• 44:54
  Scaling
• 44:55
  Soul.
• 44:56
  Yep.
• 44:57
  And
• 44:57
  you
• 44:57
  have
• 44:58
  a
• 44:58
  dealing
• 44:58
  with
• 44:59
  Joel.
• 45:00
  And
• 45:01
  my
• 45:01
  main
• 45:03
  platform
• 45:04
  is
• 45:04
  TikTok.
• 45:05
  And
• 45:05
  that's
• 45:06
  where
• 45:06
  I'm
• 45:06
  pretty
• 45:06
  unfiltered
• 45:08
  about
• 45:09
  entrepreneurship,
• 45:11
  managing
• 45:11
  a
• 45:12
  team
• 45:12
  and
• 45:12
  what's
• 45:13
  going
• 45:13
  on
• 45:13
  with
• 45:13
  me
• 45:14
  with
• 45:14
  this
• 45:14
  crazy
• 45:15
  new
• 45:15
  ride
• 45:15
  of
• 45:16
  figuring
• 45:17
  out
• 45:17
  if
• 45:17
  I'm
• 45:17
  going
• 45:18
  to
• 45:18
  build
• 45:18
  this
• 45:18
  company
• 45:19
  back.
• 45:21
  I
• 45:21
  love
• 45:21
  it
• 45:21
  when
• 45:22
  you
• 45:22
  have
• 45:22
  a
• 45:22
  huge
• 45:22
  following
• 45:23
  on
• 45:23
  TikTok.
• 45:23
  How
• 45:23
  did
• 45:24
  you
• 45:24
  do
• 45:24
  that?
• 45:25
  You
• 45:25
  don't
• 45:26
  just
• 45:26
  mind
• 45:26
  my
• 45:26
  asking?
• 45:28
  There
• 45:28
  were
• 45:28
  three
• 45:29
  entrepreneur
• 45:29
  to
• 45:30
  another
• 45:30
  right
• 45:31
  re
• 45:32
  inflection
• 45:32
  points
• 45:33
  and
• 45:33
  I'll
• 45:33
  tell
• 45:33
  you
• 45:34
  what
• 45:34
  I
• 45:34
  learned.
• 45:34
  The
• 45:34
  first
• 45:34
  inflection
• 45:35
  point
• 45:35
  was
• 45:36
  I
• 45:36
  went
• 45:36
  on
• 45:36
  there
• 45:37
  and
• 45:37
  I
• 45:37
  shared
• 45:38
  all
• 45:38
  of
• 45:38
  my
• 45:39
  numbers
• 45:39
  for
• 45:39
  my
• 45:39
  exit.
• 45:40
  I
• 45:40
  shared
• 45:42
  what
• 45:42
  we
• 45:42
  sold
• 45:42
  for,
• 45:43
  what
• 45:43
  I
• 45:44
  paid
• 45:44
  the
• 45:44
  lawyers,
• 45:44
  bankers
• 45:45
  and
• 45:45
  accountants,
• 45:46
  what
• 45:46
  we
• 45:47
  paid
• 45:47
  out
• 45:47
  to
• 45:47
  employees,
• 45:48
  how
• 45:48
  much
• 45:48
  I
• 45:49
  got,
• 45:49
  how
• 45:49
  much
• 45:49
  I
• 45:49
  paid
• 45:50
  in
• 45:50
  taxes
• 45:50
  and
• 45:50
  what
• 45:51
  I
• 45:51
  walked
• 45:51
  away
• 45:51
  with.
• 45:53
  And
• 45:53
  that
• 45:53
  was
• 45:54
  my
• 45:54
  first
• 45:55
  real
• 45:55
  spike
• 45:56
  on
• 45:56
  TikTok.
• 45:57
  The
• 45:58
  second
• 45:58
  big
• 45:58
  spike
• 45:59
  was
• 46:00
  this
• 46:00
  past
• 46:01
  July.
• 46:03
  I
• 46:03
  went
• 46:04
  to
• 46:05
  a
• 46:05
  place
• 46:05
  in
• 46:06
  New
• 46:06
  York
• 46:06
  called
• 46:06
  Chautauqua
• 46:08
  and
• 46:08
  I
• 46:08
  had
• 46:08
  the
• 46:09
  craziest
• 46:09
  experience
• 46:10
  there,
• 46:11
  the
• 46:11
  rantiest
• 46:12
  TikTok
• 46:12
  about
• 46:13
  it.
• 46:13
  And
• 46:14
  it
• 46:14
  is
• 46:15
  up
• 46:15
  to
• 46:15
  about
• 46:15
  8.4
• 46:16
  million
• 46:17
  views
• 46:19
  right
• 46:19
  now.
• 46:20
  People
• 46:20
  are
• 46:20
  still
• 46:21
  watching
• 46:21
  it.
• 46:21
  And
• 46:21
  it
• 46:22
  turned
• 46:22
  into
• 46:22
  a
• 46:22
  little
• 46:22
  series.
• 46:23
  Has
• 46:23
  nothing
• 46:24
  to
• 46:24
  do
• 46:24
  with
• 46:24
  entrepreneurship
• 46:25
  and
• 46:25
  what
• 46:25
  I
• 46:25
  normally
• 46:25
  talk
• 46:26
  about,
• 46:27
  but
• 46:27
  what
• 46:28
  it
• 46:28
  taught
• 46:28
  me
• 46:28
  is
• 46:29
  people
• 46:29
  want
• 46:30
  the
• 46:31
  unfiltered
• 46:32
  me.
• 46:32
  People
• 46:33
  like
• 46:33
  the
• 46:33
  unfiltered
• 46:34
  me.
• 46:34
  I
• 46:34
  got
• 46:35
  some
• 46:35
  haters,
• 46:35
  but
• 46:35
  I
• 46:35
  got
• 46:36
  way
• 46:36
  more.
• 46:36
  People
• 46:36
  are
• 46:37
  like,
• 46:37
  I
• 46:37
  love
• 46:38
  the
• 46:38
  way
• 46:38
  you
• 46:38
  tell
• 46:39
  stories.
• 46:40
  So
• 46:40
  I
• 46:41
  realized
• 46:42
  I
• 46:42
  need
• 46:42
  to
• 46:43
  merge
• 46:44
  that
• 46:44
  Sharon
• 46:45
  that
• 46:45
  ranted
• 46:45
  on
• 46:46
  that
• 46:46
  TikTok
• 46:46
  and
• 46:46
  it
• 46:46
  was
• 46:47
  a
• 46:47
  nine
• 46:47
  minute
• 46:47
  video
• 46:48
  and
• 46:48
  people
• 46:48
  watched
• 46:48
  it
• 46:49
  all
• 46:49
  the
• 46:49
  way
• 46:49
  through.
• 46:50
  I
• 46:50
  need
• 46:50
  to
• 46:50
  merge
• 46:51
  that
• 46:51
  style
• 46:52
  of
• 46:52
  delivery
• 46:52
  and
• 46:53
  storytelling
• 46:54
  with
• 46:55
  my
• 46:55
  entrepreneurial
• 46:56
  stuff.
• 46:57
  So
• 46:57
  I've
• 46:57
  stopped
• 46:58
  scripting
• 46:59
  my
• 46:59
  videos.
• 47:00
  I
• 47:00
  just
• 47:00
  talk.
• 47:01
  And
• 47:02
  so
• 47:02
  that
• 47:02
  was
• 47:02
  the
• 47:03
  second
• 47:03
  inflection
• 47:04
  and
• 47:04
  then
• 47:04
  the
• 47:05
  third
• 47:05
  has
• 47:05
  been
• 47:06
  my
• 47:07
  story
• 47:07
  about
• 47:07
  Boardroom
• 47:08
  insiders
• 47:09
  being
• 47:09
  shut
• 47:09
  down
• 47:10
  and
• 47:10
  that's
• 47:10
  up
• 47:10
  to
• 47:12
  over
• 47:12
  700,000
• 47:13
  views
• 47:14
  and
• 47:14
  it's
• 47:14
  only
• 47:14
  been
• 47:14
  up
• 47:14
  for
• 47:15
  about
• 47:15
  a
• 47:15
  week.
• 47:16
  And
• 47:16
  so
• 47:20
  yeah,
• 47:20
  I'm
• 47:21
  just,
• 47:21
  I'm
• 47:21
  still
• 47:21
  learning,
• 47:22
  I'm
• 47:22
  still
• 47:23
  learning
• 47:23
  how
• 47:23
  to
• 47:23
  do
• 47:23
  TikTok.
• 47:24
  But
• 47:24
  people
• 47:26
  don't
• 47:26
  want
• 47:27
  shiny,
• 47:28
  polished,
• 47:29
  scripted.
• 47:30
  They
• 47:30
  want
• 47:31
  unfiltered
• 47:32
  truth.
• 47:32
  And
• 47:32
  I've
• 47:33
  also
• 47:33
  picked
• 47:33
  up
• 47:34
  quite
• 47:34
  a
• 47:34
  few
• 47:34
  editing
• 47:35
  hacks
• 47:36
  that
• 47:36
  I
• 47:36
  think
• 47:36
  make
• 47:36
  my
• 47:37
  videos
• 47:38
  more
• 47:38
  appealing.
• 47:39
  The
• 47:40
  first
• 47:40
  is
• 47:40
  just
• 47:41
  really
• 47:42
  edit
• 47:43
  it
• 47:43
  down
• 47:43
  to
• 47:43
  the
• 47:43
  core
• 47:44
  of
• 47:44
  the
• 47:44
  story
• 47:44
  and
• 47:44
  speed
• 47:45
  up
• 47:45
  your
• 47:45
  audio
• 47:47
  just
• 47:47
  a
• 47:47
  little
• 47:47
  bit.
• 47:48
  You
• 47:48
  speed
• 47:48
  it
• 47:48
  up
• 47:48
  a
• 47:49
  little
• 47:49
  bit.
• 47:49
  Sometimes
• 47:50
  I
• 47:50
  speed
• 47:50
  it
• 47:50
  up
• 47:50
  to
• 47:50
  1.3,
• 47:52
  sometimes
• 47:52
  that's
• 47:52
  a
• 47:52
  little
• 47:53
  fast.
• 47:53
  But
• 47:53
  people
• 47:55
  say
• 47:55
  that
• 47:55
  they
• 47:55
  really
• 47:56
  like
• 47:56
  that.
• 47:56
  They
• 47:57
  actually
• 47:57
  usually
• 47:58
  listen
• 47:58
  at
• 47:58
  a
• 47:59
  higher
• 47:59
  speed.
• 48:00
  Speeding
• 48:00
  it
• 48:00
  up
• 48:00
  was
• 48:01
  appreciated.
• 48:01
  It
• 48:02
  allows
• 48:02
  me
• 48:02
  to
• 48:02
  get
• 48:02
  more
• 48:03
  content
• 48:03
  in
• 48:03
  that
• 48:03
  10
• 48:04
  minute
• 48:04
  limit
• 48:04
  because
• 48:05
  both
• 48:05
  of
• 48:05
  those,
• 48:06
  and
• 48:06
  here's
• 48:06
  what
• 48:06
  I
• 48:06
  learned
• 48:07
  too
• 48:07
  is
• 48:07
  everyone's
• 48:07
  like,
• 48:08
  it
• 48:08
  has
• 48:08
  to
• 48:08
  be
• 48:08
  three
• 48:08
  minutes.
• 48:08
  Surrender.
• 48:11
  Those
• 48:12
  conventions
• 48:13
  and
• 48:13
  rules
• 48:13
  about
• 48:14
  TikTok
• 48:16
  are
• 48:16
  not
• 48:17
  altogether
• 48:18
  true.
• 48:19
  What
• 48:19
  I've
• 48:19
  learned
• 48:19
  about
• 48:20
  social
• 48:20
  is
• 48:20
  if
• 48:21
  you
• 48:22
  chase
• 48:23
  what's
• 48:24
  working,
• 48:24
  the
• 48:25
  hooks
• 48:25
  or
• 48:25
  formats,
• 48:26
  by
• 48:26
  the
• 48:26
  time
• 48:26
  you
• 48:27
  do
• 48:27
  it,
• 48:27
  it's
• 48:28
  past.
• 48:29
  So
• 48:30
  stop
• 48:30
  chasing
• 48:30
  and
• 48:31
  just
• 48:31
  do
• 48:31
  what's
• 48:31
  authentic
• 48:32
  to
• 48:32
  you.
• 48:32
  Once
• 48:32
  I
• 48:33
  started
• 48:33
  doing
• 48:33
  that,
• 48:35
  it
• 48:35
  really
• 48:35
  took
• 48:36
  off.
• 48:36
  The
• 48:37
  other
• 48:37
  thing
• 48:37
  is
• 48:37
  to
• 48:37
  engage
• 48:38
  with
• 48:38
  the
• 48:38
  people
• 48:38
  who
• 48:39
  comment.
• 48:40
  Sometimes
• 48:41
  it's
• 48:41
  overwhelming.
• 48:42
  On
• 48:42
  my
• 48:42
  Spencer
• 48:43
  Hotel
• 48:43
  and
• 48:43
  Spa
• 48:44
  video
• 48:44
  about
• 48:44
  the
• 48:44
  vacation,
• 48:45
  I
• 48:45
  think
• 48:45
  I'm
• 48:46
  up
• 48:46
  to
• 48:46
  over
• 48:46
  10,000
• 48:47
  comments,
• 48:47
  but
• 48:47
  I
• 48:47
  read
• 48:48
  every
• 48:48
  single
• 48:48
  one.
• 48:50
  So
• 48:50
  there
• 48:50
  you
• 48:51
  have
• 48:51
  a
• 48:51
  real
• 48:51
  following,
• 48:52
  people
• 48:52
  listening
• 48:53
  who
• 48:53
  want
• 48:53
  to
• 48:53
  learn
• 48:54
  from
• 48:54
  you
• 48:54
  and
• 48:54
  that
• 48:55
  says
• 48:55
  something.
• 48:56
  The
• 48:57
  path
• 48:57
  for
• 48:57
  you
• 48:58
  is
• 48:58
  reaching
• 48:58
  out
• 48:59
  to
• 48:59
  you
• 48:59
  and
• 49:00
  I
• 49:00
  am
• 49:00
  excited
• 49:01
  to
• 49:01
  have
• 49:02
  you
• 49:02
  back
• 49:02
  on
• 49:03
  the
• 49:03
  show
• 49:03
  and
• 49:04
  hear
• 49:04
  how
• 49:04
  things
• 49:04
  are
• 49:05
  in
• 49:05
  a
• 49:05
  year
• 49:05
  or
• 49:05
  two
• 49:06
  and
• 49:06
  watch
• 49:06
  as
• 49:06
  your
• 49:07
  story
• 49:07
  continues
• 49:08
  to
• 49:09
  unfold.
• 49:10
  Thank
• 49:10
  you
• 49:11
  so
• 49:11
  much
• 49:11
  for
• 49:11
  being
• 49:12
  here
• 49:12
  today
• 49:12
  on
• 49:13
  the
• 49:13
  Wisdom
• 49:13
  of
• 49:13
  Women
• 49:14
  Show.
• 49:14
  You
• 49:14
  have
• 49:14
  given
• 49:15
  us
• 49:15
  a
• 49:16
  lot
• 49:16
  to
• 49:16
  digest
• 49:17
  and
• 49:17
  such
• 49:18
  good
• 49:18
  stuff
• 49:18
  for
• 49:19
  all
• 49:19
  of
• 49:19
  the
• 49:20
  founders
• 49:21
  to
• 49:21
  all
• 49:21
  of
• 49:21
  our
• 49:21
  listeners.
• 49:22
  Be
• 49:22
  sure
• 49:22
  to
• 49:23
  follow
• 49:23
  like
• 49:24
  and
• 49:24
  share
• 49:24
  the
• 49:24
  Wisdom
• 49:25
  of
• 49:25
  Women
• 49:25
  show
• 49:25
  on
• 49:26
  whatever
• 49:26
  your
• 49:26
  favorite
• 49:26
  listening
• 49:27
  platform
• 49:28
  and
• 49:28
  be
• 49:28
  sure
• 49:28
  to
• 49:28
  infuse
• 49:29
  more
• 49:29
  of
• 49:29
  your
• 49:30
  wisdom
• 49:30
  into
• 49:30
  your
• 49:31
  business.
• 49:31
  Take
• 49:32
  the
• 49:32
  Growth
• 49:32
  Readiness
• 49:33
  quiz
• 49:33
  at
• 49:33
  a
• 49:34
  ForceForGood
• 49:34
  biz
• 49:36
  quiz
• 49:37
  and
• 49:37
  uncover
• 49:38
  where
• 49:38
  your
• 49:39
  wisdom
• 49:39
  is
• 49:40
  most
• 49:40
  needed
• 49:40
  in
• 49:40
  your
• 49:41
  company.
• 49:42
  The
• 49:42
  world
• 49:43
  is
• 49:43
  made
• 49:44
  better
• 49:44
  by
• 49:45
  women
• 49:45
  led
• 49:45
  business.
• 49:46
  Let's
• 49:47
  all
• 49:47
  go
• 49:48
  make
• 49:48
  the
• 49:48
  world
• 49:49
  a
• 49:49
  better
• 49:49
  place.