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Mom Test - From Snacktime to Startup · Other Peoples Parenting

• 0:00
  Hello,
• 0:00
  everyone.
• 0:01
  Welcome
• 0:01
  back
• 0:01
  to
• 0:01
  another
• 0:02
  episode
• 0:02
  of
• 0:02
  Other
• 0:02
  People's
• 0:03
  Parenting,
• 0:04
  where
• 0:04
  we
• 0:04
  read
• 0:05
  parenting
• 0:05
  books
• 0:05
  and
• 0:06
  review
• 0:06
  them
• 0:06
  for
• 0:06
  you.
• 0:07
  I
• 0:08
  am
• 0:08
  Skylar
• 0:08
  Hurwitz,
• 0:09
  amateur
• 0:09
  parent.
• 0:10
  And
• 0:10
  this
• 0:10
  is
• 0:10
  my
• 0:10
  mom,
• 0:11
  Karen
• 0:11
  Quinn,
• 0:12
  New
• 0:12
  York
• 0:12
  Times
• 0:13
  best
• 0:13
  selling
• 0:13
  author
• 0:13
  and
• 0:14
  founder
• 0:14
  of
• 0:14
  Habit
• 0:15
  Coach
• 0:15
  and
• 0:15
  Testing
• 0:15
  Mom.
• 0:16
  Hello,
• 0:16
  mom.
• 0:17
  Hi,
• 0:17
  Skyler.
• 0:18
  How
• 0:18
  are
• 0:19
  you
• 0:19
  this
• 0:19
  morning?
• 0:20
  I'm
• 0:20
  good.
• 0:20
  How
• 0:21
  are
• 0:21
  you?
• 0:21
  Good.
• 0:21
  I'm
• 0:21
  fine.
• 0:22
  I'm
• 0:22
  excited.
• 0:23
  I
• 0:23
  know.
• 0:24
  So
• 0:24
  this
• 0:25
  is
• 0:26
  so
• 0:26
  crazy.
• 0:26
  So
• 0:27
  we
• 0:27
  are
• 0:27
  nearing
• 0:27
  the
• 0:27
  end
• 0:27
  of
• 0:28
  season
• 0:28
  one,
• 0:29
  and
• 0:29
  we
• 0:29
  would
• 0:30
  really
• 0:30
  just
• 0:30
  like
• 0:30
  to
• 0:30
  say
• 0:30
  thank
• 0:30
  you
• 0:31
  guys
• 0:31
  so
• 0:31
  much
• 0:31
  for
• 0:31
  tuning
• 0:32
  in.
• 0:32
  Your
• 0:32
  support
• 0:33
  has
• 0:33
  been,
• 0:33
  like,
• 0:34
  unreal.
• 0:35
  We
• 0:35
  are
• 0:36
  so
• 0:36
  grateful
• 0:37
  that
• 0:37
  you
• 0:38
  come
• 0:38
  and
• 0:38
  hang
• 0:38
  out
• 0:38
  with
• 0:38
  us
• 0:39
  every
• 0:39
  week
• 0:39
  and
• 0:40
  that
• 0:40
  you
• 0:40
  have
• 0:40
  sent
• 0:41
  us
• 0:41
  requests
• 0:42
  and
• 0:42
  ideas
• 0:44
  and
• 0:44
  we
• 0:44
  just
• 0:45
  are
• 0:45
  having
• 0:45
  so
• 0:45
  much
• 0:45
  fun
• 0:45
  with
• 0:46
  this.
• 0:46
  Yeah.
• 0:46
  So
• 0:47
  thanks,
• 0:48
  guys.
• 0:48
  Thank
• 0:48
  you,
• 0:49
  thank
• 0:49
  you,
• 0:49
  thank
• 0:50
  you.
• 0:50
  We're
• 0:50
  so.
• 0:51
  We
• 0:51
  love
• 0:51
  doing
• 0:52
  this
• 0:52
  together,
• 0:52
  so
• 0:53
  we're
• 0:53
  glad
• 0:53
  that
• 0:53
  you
• 0:54
  like
• 0:54
  it,
• 0:54
  too.
• 0:54
  It
• 0:54
  really
• 0:54
  just
• 0:55
  gives
• 0:55
  us
• 0:55
  a
• 0:55
  reason
• 0:55
  to,
• 0:55
  like,
• 0:56
  hang
• 0:56
  out
• 0:56
  every
• 0:56
  week.
• 0:57
  Exactly.
• 0:57
  Exactly.
• 0:57
  Which
• 0:58
  that
• 0:59
  we
• 0:59
  love
• 0:59
  that
• 1:00
  we
• 1:00
  love
• 1:00
  that.
• 1:01
  A
• 1:01
  business
• 1:01
  reason.
• 1:02
  Not
• 1:02
  just
• 1:02
  a
• 1:02
  business
• 1:03
  reason.
• 1:03
  Not
• 1:03
  just
• 1:03
  a
• 1:04
  fun
• 1:04
  reason.
• 1:04
  Although
• 1:05
  it
• 1:05
  is
• 1:05
  fun.
• 1:05
  It
• 1:06
  is
• 1:06
  fun.
• 1:06
  It
• 1:06
  is
• 1:06
  fun.
• 1:06
  I
• 1:06
  love
• 1:07
  it.
• 1:07
  It
• 1:07
  is
• 1:07
  fun.
• 1:07
  Yeah.
• 1:08
  But
• 1:08
  listen,
• 1:08
  you
• 1:09
  know,
• 1:09
  it's
• 1:09
  nice
• 1:09
  to
• 1:10
  have
• 1:10
  a
• 1:10
  business
• 1:10
  reason.
• 1:11
  Yeah,
• 1:11
  that
• 1:11
  too.
• 1:11
  Women
• 1:12
  in
• 1:12
  business.
• 1:12
  Women
• 1:12
  in
• 1:13
  stem.
• 1:14
  Speaking
• 1:14
  of
• 1:14
  business,
• 1:15
  that's
• 1:16
  what
• 1:16
  we're
• 1:16
  gonna
• 1:16
  talk
• 1:16
  about
• 1:17
  today.
• 1:17
  Yes.
• 1:18
  So
• 1:18
  this
• 1:18
  book
• 1:19
  is
• 1:19
  not
• 1:19
  what
• 1:19
  we
• 1:20
  thought
• 1:20
  it
• 1:20
  was.
• 1:21
  We
• 1:22
  expected
• 1:22
  this
• 1:22
  book
• 1:22
  to
• 1:23
  be
• 1:23
  about
• 1:23
  moms
• 1:24
  starting
• 1:24
  businesses
• 1:25
  based
• 1:25
  around
• 1:26
  their
• 1:26
  kids.
• 1:27
  Turns
• 1:27
  out
• 1:28
  that's
• 1:28
  not
• 1:29
  book
• 1:29
  is
• 1:29
  about.
• 1:30
  It's
• 1:31
  about
• 1:31
  business
• 1:32
  and
• 1:32
  starting
• 1:32
  businesses.
• 1:33
  But
• 1:34
  it
• 1:34
  could
• 1:34
  apply
• 1:35
  to
• 1:35
  anyone
• 1:36
  starting
• 1:37
  a
• 1:37
  business
• 1:37
  about
• 1:38
  anything.
• 1:38
  Yeah,
• 1:39
  but.
• 1:39
  Yeah.
• 1:39
  And
• 1:40
  by
• 1:40
  the
• 1:40
  time
• 1:40
  we
• 1:40
  were
• 1:41
  about
• 1:41
  halfway
• 1:41
  through
• 1:41
  it
• 1:41
  and
• 1:42
  realized
• 1:42
  it
• 1:42
  was
• 1:42
  not
• 1:43
  what
• 1:43
  we
• 1:43
  thought
• 1:43
  it
• 1:43
  was,
• 1:43
  we
• 1:43
  were
• 1:44
  like,
• 1:44
  well,
• 1:44
  we've
• 1:44
  read
• 1:44
  it,
• 1:45
  so
• 1:45
  we're
• 1:45
  doing
• 1:45
  it.
• 1:45
  So
• 1:46
  we're
• 1:46
  doing
• 1:46
  it
• 1:47
  because
• 1:47
  one
• 1:48
  thing
• 1:48
  about
• 1:48
  us
• 1:48
  is
• 1:49
  if
• 1:49
  we
• 1:50
  read
• 1:50
  any
• 1:50
  part
• 1:51
  of
• 1:51
  a
• 1:51
  book,
• 1:51
  we're
• 1:51
  going
• 1:52
  to
• 1:52
  talk
• 1:52
  about
• 1:52
  it.
• 1:52
  Exactly.
• 1:53
  Because
• 1:54
  there's
• 1:54
  only
• 1:54
  so
• 1:54
  much
• 1:55
  time
• 1:55
  in
• 1:55
  a
• 1:55
  life.
• 1:56
  Right.
• 1:56
  As
• 1:56
  they
• 1:57
  say.
• 1:57
  Well,
• 1:57
  and
• 1:57
  it's.
• 1:58
  It.
• 1:58
  Listen,
• 1:58
  I
• 1:59
  love
• 1:59
  the
• 1:59
  idea,
• 2:00
  anyway,
• 2:00
  of
• 2:01
  talking
• 2:01
  about
• 2:02
  starting
• 2:03
  a
• 2:03
  business
• 2:03
  based
• 2:04
  on
• 2:05
  inspiration
• 2:06
  from
• 2:06
  your
• 2:07
  child.
• 2:07
  Yeah,
• 2:07
  mom,
• 2:07
  you
• 2:07
  need
• 2:08
  to
• 2:08
  be
• 2:08
  way
• 2:08
  closer
• 2:08
  to
• 2:08
  your
• 2:09
  mic.
• 2:09
  Oh,
• 2:10
  really?
• 2:10
  You
• 2:10
  can
• 2:10
  pull
• 2:11
  it
• 2:11
  to
• 2:11
  you.
• 2:11
  Oh,
• 2:12
  there
• 2:12
  you
• 2:12
  go.
• 2:12
  I
• 2:13
  thought
• 2:13
  I
• 2:13
  was
• 2:13
  really
• 2:13
  one
• 2:14
  fist.
• 2:14
  What's
• 2:15
  the
• 2:15
  rule?
• 2:15
  One
• 2:15
  fist.
• 2:16
  Okay,
• 2:17
  I
• 2:17
  thought.
• 2:17
  Whatever.
• 2:18
  I
• 2:18
  thought
• 2:18
  I
• 2:18
  was
• 2:19
  pretty
• 2:19
  close,
• 2:19
  but
• 2:19
  anyway,
• 2:19
  it's
• 2:20
  okay.
• 2:20
  Closer.
• 2:21
  Closer.
• 2:21
  Okay.
• 2:22
  All
• 2:22
  right,
• 2:23
  I'm
• 2:23
  close
• 2:23
  to
• 2:23
  my
• 2:23
  mic
• 2:23
  now.
• 2:24
  I
• 2:24
  hope
• 2:24
  you
• 2:24
  can
• 2:24
  hear
• 2:24
  me.
• 2:24
  Perfect.
• 2:25
  But
• 2:25
  I
• 2:26
  love
• 2:26
  the
• 2:26
  idea
• 2:27
  of
• 2:27
  mom
• 2:28
  starting
• 2:28
  businesses.
• 2:29
  Because
• 2:30
  every
• 2:30
  business
• 2:30
  I've
• 2:31
  ever
• 2:31
  started
• 2:32
  was
• 2:32
  inspired
• 2:32
  by
• 2:33
  my
• 2:33
  children.
• 2:34
  And
• 2:34
  I
• 2:35
  always
• 2:35
  talk
• 2:35
  to
• 2:35
  moms
• 2:36
  who
• 2:36
  have
• 2:36
  great
• 2:36
  ideas
• 2:38
  to
• 2:38
  start
• 2:39
  a
• 2:39
  business
• 2:39
  because
• 2:39
  of
• 2:40
  some
• 2:40
  problem
• 2:41
  that
• 2:41
  they.
• 2:41
  They
• 2:42
  have
• 2:42
  had
• 2:42
  with
• 2:42
  their
• 2:42
  own
• 2:43
  child.
• 2:43
  They
• 2:44
  solved
• 2:44
  it
• 2:44
  and
• 2:45
  they
• 2:45
  want
• 2:45
  to
• 2:45
  share
• 2:45
  it
• 2:45
  with
• 2:45
  other
• 2:46
  people.
• 2:46
  Yes.
• 2:46
  So
• 2:47
  I
• 2:47
  thought
• 2:47
  it'd
• 2:47
  be
• 2:47
  a
• 2:47
  fun
• 2:47
  topic
• 2:48
  to
• 2:48
  talk
• 2:48
  about.
• 2:48
  We
• 2:48
  can
• 2:49
  talk
• 2:49
  about
• 2:49
  the
• 2:49
  book,
• 2:50
  and
• 2:50
  we
• 2:50
  can
• 2:50
  just
• 2:51
  talk
• 2:51
  also
• 2:51
  about
• 2:52
  how
• 2:53
  to
• 2:53
  start
• 2:53
  businesses
• 2:54
  relating
• 2:54
  to
• 2:54
  your
• 2:55
  kids.
• 2:55
  Totally.
• 2:56
  Yeah.
• 2:57
  So
• 2:58
  the
• 2:58
  first
• 2:58
  business.
• 2:59
  Well,
• 3:00
  give
• 3:00
  us
• 3:00
  a
• 3:00
  little
• 3:00
  overview
• 3:00
  of
• 3:01
  this
• 3:01
  book
• 3:01
  first,
• 3:01
  in
• 3:01
  case
• 3:02
  anybody
• 3:02
  wants
• 3:02
  to
• 3:02
  read
• 3:03
  this.
• 3:03
  Yeah,
• 3:03
  well,
• 3:03
  we're
• 3:04
  going
• 3:04
  to
• 3:04
  talk
• 3:04
  about
• 3:04
  it
• 3:04
  throughout.
• 3:05
  We
• 3:05
  really
• 3:06
  are.
• 3:06
  And
• 3:06
  one
• 3:07
  thing
• 3:07
  I
• 3:07
  noticed,
• 3:08
  I
• 3:08
  swear
• 3:08
  I
• 3:08
  just
• 3:09
  noticed
• 3:09
  this
• 3:09
  this
• 3:09
  morning,
• 3:10
  which
• 3:10
  is
• 3:10
  kind
• 3:10
  of
• 3:11
  weird,
• 3:11
  because
• 3:11
  I
• 3:11
  read
• 3:11
  it
• 3:12
  and
• 3:12
  I've
• 3:12
  had
• 3:12
  it
• 3:12
  in
• 3:12
  my
• 3:12
  hands.
• 3:13
  But,
• 3:13
  you
• 3:13
  know,
• 3:13
  my
• 3:14
  business
• 3:14
  is
• 3:14
  called
• 3:14
  Testing
• 3:15
  Mom.
• 3:16
  This
• 3:16
  book
• 3:17
  is
• 3:17
  called
• 3:18
  the
• 3:18
  Mom
• 3:18
  Test.
• 3:19
  Oh,
• 3:19
  my
• 3:19
  God.
• 3:20
  Psyop.
• 3:21
  Did
• 3:21
  you
• 3:21
  realize
• 3:21
  that?
• 3:22
  No.
• 3:22
  That
• 3:22
  actually
• 3:22
  didn't
• 3:23
  even
• 3:23
  cross
• 3:23
  my
• 3:23
  mind.
• 3:23
  It
• 3:24
  didn't
• 3:24
  cross
• 3:24
  my
• 3:25
  mind
• 3:25
  either
• 3:25
  until
• 3:25
  today.
• 3:26
  And
• 3:26
  I'm
• 3:26
  like,
• 3:26
  ooh,
• 3:27
  Ooh.
• 3:28
  Okay,
• 3:29
  so
• 3:29
  it's
• 3:30
  a
• 3:30
  book,
• 3:30
  and
• 3:31
  it
• 3:31
  is
• 3:31
  by
• 3:32
  Rob
• 3:32
  Fitzpatrick.
• 3:34
  Okay,
• 3:34
  Rob.
• 3:34
  Rob
• 3:35
  is
• 3:35
  all
• 3:35
  over
• 3:35
  the
• 3:35
  Internet.
• 3:36
  He
• 3:36
  gives
• 3:37
  lots
• 3:37
  of
• 3:37
  good
• 3:37
  business
• 3:38
  advice.
• 3:38
  I
• 3:38
  actually
• 3:38
  looked
• 3:39
  at
• 3:39
  some
• 3:39
  of
• 3:39
  his
• 3:39
  videos.
• 3:40
  They're
• 3:40
  good.
• 3:40
  Great.
• 3:41
  But
• 3:42
  the
• 3:42
  focus
• 3:43
  of
• 3:43
  the
• 3:43
  book
• 3:44
  is
• 3:44
  really
• 3:44
  about
• 3:45
  how
• 3:45
  to
• 3:45
  talk
• 3:46
  to
• 3:46
  customers.
• 3:46
  And
• 3:47
  we'll
• 3:47
  get
• 3:47
  into
• 3:47
  it.
• 3:47
  But
• 3:48
  how
• 3:48
  do
• 3:48
  you
• 3:48
  talk
• 3:48
  to
• 3:49
  customers
• 3:49
  to
• 3:50
  find
• 3:50
  out
• 3:51
  if
• 3:51
  the
• 3:51
  idea
• 3:52
  you
• 3:52
  have
• 3:52
  for
• 3:53
  a
• 3:53
  business
• 3:53
  is
• 3:53
  going
• 3:54
  to
• 3:54
  work?
• 3:54
  Yes.
• 3:55
  Do
• 3:55
  they
• 3:56
  need
• 3:56
  it?
• 3:56
  Will
• 3:56
  they
• 3:57
  buy
• 3:57
  it?
• 3:59
  And
• 3:59
  the
• 3:59
  idea
• 4:00
  of
• 4:00
  what
• 4:00
  the
• 4:00
  Mom
• 4:01
  Test
• 4:01
  is,
• 4:02
  is
• 4:02
  the
• 4:02
  author
• 4:03
  says,
• 4:03
  don't
• 4:04
  ask
• 4:04
  your
• 4:04
  mom
• 4:04
  about
• 4:05
  your
• 4:05
  idea
• 4:06
  because
• 4:06
  your
• 4:07
  mom
• 4:07
  loves
• 4:07
  you
• 4:07
  and
• 4:08
  she
• 4:08
  will
• 4:08
  lie
• 4:08
  to
• 4:09
  you.
• 4:09
  Yes.
• 4:09
  The
• 4:10
  book
• 4:10
  is
• 4:10
  mostly
• 4:11
  about
• 4:11
  how
• 4:11
  to
• 4:12
  talk
• 4:12
  to
• 4:12
  possible
• 4:12
  customers
• 4:13
  to
• 4:13
  find
• 4:14
  out
• 4:14
  if
• 4:14
  your
• 4:14
  idea
• 4:15
  has
• 4:15
  merit.
• 4:17
  But
• 4:17
  your
• 4:18
  mom
• 4:18
  will
• 4:18
  think
• 4:19
  your
• 4:19
  idea
• 4:19
  is
• 4:19
  great
• 4:20
  because
• 4:20
  she
• 4:20
  loves
• 4:20
  you.
• 4:21
  Like
• 4:21
  when
• 4:21
  you
• 4:21
  told
• 4:21
  me
• 4:21
  I
• 4:22
  could
• 4:22
  be
• 4:22
  a
• 4:22
  fashion
• 4:22
  designer.
• 4:23
  Yes,
• 4:24
  exactly.
• 4:26
  It
• 4:26
  was
• 4:26
  not
• 4:26
  within
• 4:26
  my
• 4:27
  wheelhouse.
• 4:27
  Well,
• 4:28
  I
• 4:28
  was
• 4:28
  trying
• 4:28
  to
• 4:28
  be
• 4:29
  supportive.
• 4:29
  I
• 4:29
  mean,
• 4:29
  that's
• 4:30
  the
• 4:30
  thing.
• 4:30
  Moms
• 4:31
  are
• 4:31
  always
• 4:31
  trying
• 4:31
  to
• 4:31
  be
• 4:32
  supportive.
• 4:32
  Moms
• 4:33
  lie.
• 4:33
  Right,
• 4:34
  right.
• 4:35
  They
• 4:35
  might.
• 4:35
  And
• 4:36
  just
• 4:36
  trying
• 4:36
  to
• 4:37
  help
• 4:37
  their
• 4:37
  kid
• 4:37
  think
• 4:37
  you
• 4:38
  can
• 4:38
  do
• 4:38
  anything,
• 4:39
  you
• 4:39
  know,
• 4:39
  which,
• 4:39
  like,
• 4:40
  well
• 4:40
  intended.
• 4:41
  Yeah,
• 4:42
  very
• 4:42
  much
• 4:43
  so.
• 4:44
  Very,
• 4:44
  very
• 4:45
  much
• 4:45
  so.
• 4:46
  So,
• 4:46
  yeah.
• 4:47
  So
• 4:47
  the
• 4:47
  book,
• 4:48
  you
• 4:48
  know,
• 4:48
  says
• 4:49
  that
• 4:49
  the
• 4:50
  big
• 4:50
  idea
• 4:50
  in
• 4:50
  this
• 4:51
  book
• 4:51
  is
• 4:51
  you
• 4:52
  need
• 4:52
  to
• 4:52
  find,
• 4:53
  you
• 4:53
  know,
• 4:54
  real
• 4:54
  problems
• 4:55
  that
• 4:55
  people
• 4:55
  have,
• 4:56
  and
• 4:57
  they
• 4:57
  have
• 4:57
  to
• 4:57
  be
• 4:57
  problems
• 4:58
  that
• 4:59
  the
• 4:59
  people
• 4:59
  are
• 5:00
  not
• 5:00
  willing
• 5:00
  to
• 5:01
  live
• 5:01
  with,
• 5:02
  you
• 5:02
  know?
• 5:02
  Cause
• 5:03
  a
• 5:03
  lot
• 5:03
  of
• 5:03
  times
• 5:03
  there's
• 5:03
  a
• 5:04
  problem
• 5:04
  that
• 5:04
  is
• 5:05
  an
• 5:05
  annoyance.
• 5:06
  Yeah.
• 5:06
  But
• 5:07
  whatever.
• 5:07
  I
• 5:08
  won't
• 5:08
  Pay
• 5:08
  someone
• 5:08
  to
• 5:09
  fix
• 5:09
  this
• 5:09
  for
• 5:09
  me?
• 5:09
  Yeah,
• 5:10
  that's,
• 5:10
  I
• 5:10
  think,
• 5:11
  the
• 5:11
  key
• 5:11
  component.
• 5:12
  Would
• 5:12
  you
• 5:12
  pay
• 5:13
  someone
• 5:13
  to
• 5:13
  solve
• 5:13
  this
• 5:13
  problem
• 5:14
  for
• 5:14
  me?
• 5:14
  Right,
• 5:14
  right,
• 5:15
  for
• 5:15
  you.
• 5:16
  So.
• 5:16
  For
• 5:16
  us.
• 5:17
  Exactly.
• 5:18
  So
• 5:19
  when
• 5:19
  we
• 5:19
  talk
• 5:20
  about
• 5:20
  a
• 5:20
  child
• 5:21
  inspired
• 5:21
  business,
• 5:23
  I
• 5:23
  don't
• 5:23
  know
• 5:23
  if
• 5:23
  you've
• 5:23
  already
• 5:24
  had
• 5:24
  any
• 5:24
  thoughts
• 5:25
  about
• 5:25
  anything,
• 5:26
  any
• 5:26
  businesses
• 5:27
  with
• 5:27
  your
• 5:27
  baby
• 5:28
  yet.
• 5:28
  You
• 5:29
  know,
• 5:29
  honestly,
• 5:30
  between
• 5:30
  the
• 5:30
  two
• 5:30
  dogs,
• 5:31
  the
• 5:31
  cat,
• 5:31
  the
• 5:31
  baby
• 5:31
  and
• 5:32
  the
• 5:32
  husband,
• 5:32
  and
• 5:32
  the
• 5:32
  full
• 5:33
  time
• 5:33
  job,
• 5:34
  just
• 5:34
  don't
• 5:34
  know
• 5:34
  when
• 5:34
  I
• 5:34
  would
• 5:35
  find
• 5:35
  the
• 5:35
  time.
• 5:36
  Okay.
• 5:36
  Okay.
• 5:37
  Well,
• 5:37
  I
• 5:37
  see
• 5:37
  them
• 5:37
  on
• 5:37
  Shark
• 5:38
  Tank
• 5:38
  all
• 5:38
  the
• 5:38
  time.
• 5:39
  Hello,
• 5:39
  sharks.
• 5:40
  I
• 5:40
  love.
• 5:41
  Yeah,
• 5:41
  hello,
• 5:41
  sharks.
• 5:42
  And
• 5:42
  then
• 5:42
  they
• 5:42
  pitch
• 5:43
  their
• 5:43
  idea
• 5:43
  and
• 5:44
  it
• 5:44
  usually
• 5:44
  came
• 5:45
  from
• 5:45
  some
• 5:45
  problem
• 5:45
  they
• 5:46
  had
• 5:46
  with
• 5:46
  their
• 5:46
  kids.
• 5:47
  Totally.
• 5:47
  Yeah.
• 5:48
  And
• 5:48
  so
• 5:48
  I
• 5:49
  will
• 5:49
  just
• 5:49
  say
• 5:49
  that
• 5:51
  I'll
• 5:51
  start.
• 5:51
  I
• 5:51
  just
• 5:51
  want
• 5:52
  to
• 5:52
  give
• 5:52
  one
• 5:52
  example,
• 5:52
  which
• 5:53
  is
• 5:53
  my
• 5:53
  testing
• 5:53
  mom
• 5:54
  story,
• 5:54
  which
• 5:55
  is
• 5:56
  I
• 5:57
  wasn't
• 5:57
  thinking
• 5:57
  about
• 5:58
  starting
• 5:58
  a
• 5:59
  business
• 5:59
  or
• 5:59
  anything,
• 6:00
  but
• 6:01
  I
• 6:01
  was
• 6:01
  having
• 6:01
  a
• 6:02
  problem
• 6:02
  with
• 6:02
  my
• 6:02
  son,
• 6:03
  who,
• 6:03
  when
• 6:03
  he
• 6:04
  was
• 6:04
  three
• 6:04
  years
• 6:04
  old,
• 6:05
  he
• 6:06
  wasn't
• 6:07
  talking
• 6:07
  and
• 6:08
  he
• 6:08
  wasn't
• 6:08
  looking
• 6:08
  at
• 6:08
  me
• 6:08
  when
• 6:09
  I
• 6:09
  was
• 6:09
  talking
• 6:09
  to
• 6:10
  him.
• 6:10
  And
• 6:11
  he
• 6:12
  would
• 6:12
  talk
• 6:12
  to
• 6:12
  you
• 6:12
  would
• 6:13
  talk
• 6:13
  to
• 6:13
  him
• 6:13
  and
• 6:13
  you
• 6:13
  would
• 6:13
  do
• 6:14
  all
• 6:14
  the
• 6:14
  talk.
• 6:14
  You
• 6:14
  would
• 6:14
  talk
• 6:15
  for
• 6:15
  him.
• 6:16
  And
• 6:16
  I
• 6:16
  just
• 6:16
  thought,
• 6:17
  what
• 6:17
  is
• 6:17
  going
• 6:17
  on
• 6:18
  here
• 6:18
  with
• 6:18
  him?
• 6:19
  So
• 6:19
  I
• 6:19
  took
• 6:19
  him
• 6:20
  to
• 6:20
  a
• 6:20
  doctor
• 6:20
  and
• 6:21
  the
• 6:21
  doctor
• 6:21
  gave
• 6:22
  him
• 6:22
  all
• 6:22
  these
• 6:22
  tests
• 6:23
  and
• 6:24
  came
• 6:24
  back
• 6:25
  to
• 6:25
  me
• 6:25
  and
• 6:25
  she
• 6:25
  said,
• 6:25
  I
• 6:25
  have
• 6:26
  good
• 6:26
  news
• 6:26
  and
• 6:26
  bad
• 6:26
  news.
• 6:27
  The
• 6:27
  good
• 6:28
  news
• 6:28
  is
• 6:28
  the
• 6:28
  reason
• 6:28
  he's
• 6:29
  not
• 6:29
  talking
• 6:29
  is
• 6:30
  he
• 6:30
  can't
• 6:30
  hear,
• 6:31
  but
• 6:31
  we
• 6:31
  can
• 6:31
  fix
• 6:31
  that
• 6:32
  with
• 6:32
  surgery.
• 6:33
  The
• 6:33
  bad
• 6:33
  news
• 6:34
  is
• 6:35
  this
• 6:36
  child
• 6:37
  is
• 6:37
  never
• 6:37
  gonna
• 6:38
  be
• 6:38
  very
• 6:38
  smart.
• 6:39
  We
• 6:39
  gave
• 6:39
  him
• 6:39
  an
• 6:40
  IQ
• 6:40
  test.
• 6:41
  He
• 6:41
  scored
• 6:41
  in
• 6:42
  the
• 6:42
  37th
• 6:43
  percentile.
• 6:44
  You
• 6:45
  need
• 6:45
  to
• 6:45
  find
• 6:45
  a
• 6:46
  special
• 6:46
  ed
• 6:46
  program
• 6:46
  for
• 6:47
  him.
• 6:47
  And
• 6:48
  I'm
• 6:48
  like,
• 6:48
  well,
• 6:48
  can't
• 6:48
  we
• 6:49
  do
• 6:49
  anything
• 6:49
  about
• 6:49
  it?
• 6:50
  And
• 6:50
  the
• 6:51
  doctor
• 6:51
  just
• 6:51
  kind
• 6:51
  of
• 6:52
  said,
• 6:52
  no,
• 6:52
  no,
• 6:53
  it's
• 6:53
  too
• 6:53
  low.
• 6:53
  His
• 6:54
  IQ
• 6:54
  is
• 6:54
  too
• 6:54
  low.
• 6:55
  Lost
• 6:55
  cause.
• 6:56
  Lost
• 6:56
  cause.
• 6:57
  Forget
• 6:57
  it.
• 6:57
  At
• 6:58
  three
• 6:58
  years
• 6:58
  old,
• 6:58
  she
• 6:58
  wrote
• 6:59
  him
• 6:59
  off.
• 6:59
  So
• 7:00
  I
• 7:00
  went
• 7:00
  home,
• 7:00
  I
• 7:00
  called
• 7:01
  my
• 7:01
  mom,
• 7:01
  your
• 7:02
  grandmother,
• 7:02
  and
• 7:03
  I
• 7:03
  said,
• 7:04
  mom,
• 7:04
  this
• 7:04
  is
• 7:04
  what
• 7:05
  the
• 7:05
  doctor
• 7:05
  said.
• 7:05
  There's
• 7:06
  nothing.
• 7:06
  We.
• 7:07
  And
• 7:07
  my
• 7:07
  mother,
• 7:08
  who
• 7:08
  is
• 7:08
  a
• 7:08
  PhD
• 7:09
  in
• 7:09
  early
• 7:09
  childhood
• 7:10
  education,
• 7:10
  said,
• 7:11
  that's
• 7:11
  ridiculous.
• 7:12
  Yeah,
• 7:12
  get
• 7:12
  his
• 7:13
  hearing
• 7:13
  fixed
• 7:13
  and
• 7:14
  I
• 7:14
  will
• 7:14
  show
• 7:14
  you
• 7:14
  how
• 7:15
  smart
• 7:15
  he
• 7:15
  can
• 7:15
  be.
• 7:16
  So
• 7:16
  with.
• 7:17
  We
• 7:17
  did.
• 7:17
  We
• 7:18
  got
• 7:18
  his
• 7:18
  hearing
• 7:18
  fixed.
• 7:19
  And
• 7:19
  my
• 7:19
  God,
• 7:19
  is
• 7:19
  my
• 7:19
  brother
• 7:20
  smart?
• 7:20
  Oh,
• 7:21
  he
• 7:21
  is.
• 7:21
  He
• 7:21
  is
• 7:22
  very
• 7:22
  smart.
• 7:22
  He's
• 7:22
  very.
• 7:23
  He.
• 7:23
  And.
• 7:23
  And
• 7:24
  so
• 7:24
  anyway.
• 7:24
  But
• 7:24
  we
• 7:24
  didn't
• 7:25
  know
• 7:25
  that
• 7:25
  at
• 7:25
  the
• 7:25
  time.
• 7:26
  Yeah.
• 7:26
  So
• 7:27
  we
• 7:27
  get
• 7:27
  his
• 7:27
  hearing
• 7:28
  fixed
• 7:28
  and
• 7:28
  grandma
• 7:29
  started
• 7:29
  showing
• 7:30
  me
• 7:30
  how
• 7:30
  to
• 7:30
  work
• 7:31
  with
• 7:31
  him,
• 7:31
  to
• 7:32
  help
• 7:32
  him,
• 7:32
  you
• 7:33
  know,
• 7:33
  build
• 7:33
  his
• 7:34
  intelligence.
• 7:36
  And
• 7:36
  with
• 7:36
  her
• 7:36
  help,
• 7:37
  I
• 7:37
  put
• 7:37
  this
• 7:37
  little
• 7:37
  program
• 7:38
  together.
• 7:38
  I
• 7:38
  worked
• 7:39
  with
• 7:39
  him
• 7:39
  every
• 7:39
  night,
• 7:40
  and
• 7:40
  we
• 7:41
  made
• 7:41
  it
• 7:41
  really
• 7:41
  fun.
• 7:42
  He
• 7:42
  was
• 7:42
  really
• 7:42
  into
• 7:42
  superheroes,
• 7:43
  so
• 7:44
  I
• 7:44
  tried
• 7:44
  to
• 7:44
  build
• 7:45
  everything
• 7:45
  around
• 7:45
  his
• 7:46
  superheroes
• 7:46
  action
• 7:47
  figures.
• 7:48
  We
• 7:48
  would
• 7:48
  count
• 7:48
  them,
• 7:49
  we
• 7:49
  would,
• 7:49
  like,
• 7:50
  line
• 7:50
  them
• 7:50
  up
• 7:50
  from
• 7:51
  tallest
• 7:51
  to
• 7:51
  shortest,
• 7:52
  and
• 7:52
  he
• 7:53
  thought
• 7:53
  we
• 7:53
  were
• 7:53
  playing.
• 7:54
  And
• 7:55
  a
• 7:55
  year
• 7:55
  later,
• 7:56
  he's
• 7:56
  retested
• 7:57
  scores
• 7:57
  in
• 7:57
  the
• 7:58
  94th
• 7:58
  percentile.
• 7:59
  Gets
• 7:59
  into
• 8:00
  a
• 8:00
  really
• 8:00
  good
• 8:00
  school,
• 8:02
  conveniently
• 8:03
  the
• 8:03
  school
• 8:03
  that
• 8:03
  I
• 8:03
  went
• 8:04
  to
• 8:04
  so
• 8:04
  that
• 8:04
  we
• 8:04
  could
• 8:05
  both
• 8:05
  get
• 8:05
  dropped
• 8:05
  off
• 8:05
  together.
• 8:06
  Well,
• 8:07
  yes,
• 8:07
  exactly.
• 8:08
  That
• 8:08
  was
• 8:08
  what
• 8:08
  I
• 8:08
  was
• 8:08
  hoping
• 8:09
  for
• 8:09
  the
• 8:10
  whole
• 8:10
  time.
• 8:10
  But
• 8:11
  we
• 8:11
  got
• 8:11
  him
• 8:11
  into
• 8:11
  the
• 8:12
  school,
• 8:12
  so
• 8:12
  everything
• 8:13
  was
• 8:13
  fine.
• 8:13
  He
• 8:13
  turned
• 8:13
  out
• 8:14
  to
• 8:14
  be
• 8:14
  a
• 8:14
  good
• 8:14
  student.
• 8:15
  And
• 8:15
  that
• 8:15
  was
• 8:16
  where
• 8:16
  I
• 8:16
  learned
• 8:17
  that
• 8:17
  a
• 8:17
  parent
• 8:18
  can
• 8:18
  have
• 8:18
  such
• 8:19
  a
• 8:19
  big
• 8:19
  impact
• 8:20
  on
• 8:20
  a
• 8:20
  child
• 8:21
  when
• 8:21
  it
• 8:21
  comes
• 8:21
  to
• 8:22
  preparing
• 8:23
  them
• 8:23
  for
• 8:23
  a
• 8:23
  test.
• 8:24
  But
• 8:24
  really
• 8:24
  what
• 8:25
  I
• 8:25
  had
• 8:25
  done
• 8:25
  was
• 8:26
  I
• 8:26
  really
• 8:26
  got
• 8:26
  them
• 8:26
  ready
• 8:27
  for
• 8:27
  school,
• 8:27
  But
• 8:27
  I
• 8:28
  didn't
• 8:28
  even
• 8:28
  know.
• 8:28
  I
• 8:28
  was
• 8:29
  just
• 8:29
  trying
• 8:29
  to
• 8:29
  make
• 8:29
  sure
• 8:30
  that,
• 8:30
  I
• 8:31
  don't
• 8:31
  know,
• 8:31
  he
• 8:31
  tested
• 8:31
  better
• 8:32
  or,
• 8:32
  you
• 8:33
  know,
• 8:33
  we
• 8:33
  worked
• 8:34
  with
• 8:34
  him
• 8:34
  and.
• 8:34
  Yeah.
• 8:35
  Is
• 8:35
  an
• 8:35
  IQ
• 8:35
  test
• 8:36
  a
• 8:36
  really
• 8:36
  important
• 8:37
  part
• 8:37
  of
• 8:38
  getting
• 8:38
  into
• 8:38
  school?
• 8:39
  It
• 8:40
  used
• 8:40
  to
• 8:40
  be,
• 8:41
  you
• 8:41
  know,
• 8:42
  in
• 8:42
  New
• 8:42
  York.
• 8:44
  It
• 8:44
  is
• 8:44
  not
• 8:45
  anymore,
• 8:46
  but
• 8:46
  at
• 8:46
  that
• 8:46
  time,
• 8:46
  it
• 8:47
  was,
• 8:47
  yeah.
• 8:48
  And,
• 8:49
  you
• 8:49
  know,
• 8:49
  if
• 8:50
  you
• 8:50
  take
• 8:50
  an
• 8:50
  IQ
• 8:51
  test,
• 8:51
  it
• 8:51
  tells
• 8:51
  you
• 8:51
  a
• 8:52
  lot
• 8:52
  about
• 8:52
  a
• 8:53
  student.
• 8:54
  So
• 8:55
  just
• 8:55
  sort
• 8:55
  of
• 8:55
  where
• 8:56
  their
• 8:56
  strengths
• 8:56
  and
• 8:56
  their
• 8:56
  weaknesses.
• 8:57
  What
• 8:57
  are
• 8:57
  their
• 8:57
  strengths
• 8:57
  and
• 8:57
  weaknesses?
• 8:59
  Usually
• 8:59
  around
• 9:00
  things
• 9:00
  that
• 9:00
  are
• 9:01
  more
• 9:02
  language
• 9:04
  and
• 9:04
  some
• 9:05
  math
• 9:05
  and
• 9:05
  thinking
• 9:06
  skills
• 9:06
  is
• 9:07
  really
• 9:07
  what
• 9:07
  it's
• 9:07
  all
• 9:07
  about.
• 9:08
  So,
• 9:09
  you
• 9:09
  know,
• 9:10
  anyway,
• 9:10
  I
• 9:10
  learned
• 9:11
  there
• 9:11
  that
• 9:11
  I
• 9:12
  could
• 9:12
  make
• 9:12
  a
• 9:12
  big
• 9:12
  difference.
• 9:13
  And
• 9:13
  so
• 9:13
  then
• 9:14
  I
• 9:14
  started
• 9:15
  helping
• 9:15
  other
• 9:15
  parents
• 9:16
  in
• 9:16
  New
• 9:16
  York
• 9:16
  City
• 9:17
  who
• 9:17
  were
• 9:17
  trying
• 9:17
  to
• 9:17
  get
• 9:18
  their
• 9:18
  kids
• 9:18
  into
• 9:18
  special
• 9:19
  programs.
• 9:19
  I
• 9:20
  said,
• 9:20
  well,
• 9:20
  I
• 9:20
  know
• 9:20
  what
• 9:20
  to
• 9:21
  do.
• 9:21
  And
• 9:21
  I
• 9:21
  started
• 9:22
  teaching
• 9:22
  them.
• 9:23
  And
• 9:23
  that
• 9:23
  was
• 9:23
  kind
• 9:23
  of
• 9:24
  the
• 9:24
  genesis
• 9:24
  for
• 9:25
  starting
• 9:25
  Testing
• 9:26
  mom,
• 9:26
  which
• 9:26
  was
• 9:27
  I
• 9:27
  wanted
• 9:28
  to
• 9:28
  help
• 9:29
  other
• 9:29
  people
• 9:30
  get
• 9:30
  their
• 9:30
  kids
• 9:31
  ready
• 9:31
  for
• 9:31
  any
• 9:31
  test
• 9:32
  that
• 9:32
  they
• 9:33
  needed
• 9:33
  to
• 9:34
  get
• 9:34
  their
• 9:34
  kid
• 9:34
  into
• 9:34
  the
• 9:34
  school
• 9:35
  they
• 9:35
  wanted
• 9:35
  them
• 9:35
  to
• 9:35
  go
• 9:36
  to.
• 9:36
  And
• 9:37
  so
• 9:37
  I
• 9:37
  thought,
• 9:37
  well,
• 9:37
  if
• 9:37
  it
• 9:38
  was
• 9:38
  that
• 9:38
  important
• 9:39
  to
• 9:39
  me,
• 9:40
  I
• 9:40
  would
• 9:41
  have
• 9:41
  paid
• 9:41
  a
• 9:41
  lot
• 9:41
  of
• 9:41
  money
• 9:42
  for
• 9:42
  help
• 9:42
  at
• 9:42
  the
• 9:42
  time.
• 9:43
  And
• 9:43
  so
• 9:43
  I
• 9:43
  thought,
• 9:44
  if
• 9:44
  it
• 9:44
  was
• 9:44
  that
• 9:44
  important
• 9:44
  to
• 9:45
  me,
• 9:45
  maybe
• 9:45
  other
• 9:45
  people
• 9:46
  will
• 9:46
  find
• 9:46
  it
• 9:46
  important.
• 9:47
  It
• 9:47
  turns
• 9:47
  out
• 9:47
  they
• 9:48
  did,
• 9:48
  and
• 9:48
  they
• 9:49
  did.
• 9:49
  Yeah,
• 9:49
  exactly.
• 9:50
  Exactly.
• 9:51
  Yeah.
• 9:52
  So
• 9:54
  another
• 9:55
  big
• 9:55
  principle
• 9:55
  of
• 9:56
  this
• 9:56
  book
• 9:56
  is,
• 9:57
  before
• 9:58
  you
• 9:59
  spend
• 9:59
  a
• 9:59
  lot
• 9:59
  of
• 9:59
  time
• 10:00
  and
• 10:00
  money
• 10:01
  on
• 10:02
  whatever
• 10:02
  this
• 10:03
  idea
• 10:03
  is
• 10:03
  that
• 10:03
  you
• 10:03
  have
• 10:04
  as
• 10:04
  a
• 10:04
  business,
• 10:05
  start
• 10:05
  small
• 10:06
  and
• 10:06
  get
• 10:06
  a
• 10:07
  lot
• 10:07
  of
• 10:07
  feedback,
• 10:09
  because
• 10:09
  ultimately,
• 10:10
  your
• 10:11
  consumers,
• 10:12
  the
• 10:12
  people
• 10:12
  who
• 10:12
  you
• 10:13
  want
• 10:13
  to
• 10:13
  be
• 10:13
  your
• 10:13
  consumers,
• 10:14
  can
• 10:15
  give
• 10:15
  you
• 10:15
  the
• 10:15
  information
• 10:16
  of
• 10:16
  what
• 10:16
  they
• 10:16
  need.
• 10:16
  You
• 10:17
  just
• 10:17
  have
• 10:17
  to
• 10:18
  ask
• 10:18
  and
• 10:19
  listen,
• 10:20
  and
• 10:20
  you
• 10:20
  have
• 10:20
  to
• 10:20
  ask
• 10:21
  in
• 10:21
  the
• 10:21
  right
• 10:21
  way.
• 10:22
  That's
• 10:22
  what
• 10:22
  the
• 10:22
  book
• 10:22
  teaches
• 10:23
  you.
• 10:24
  Like,
• 10:24
  for
• 10:24
  example,
• 10:25
  he
• 10:25
  says,
• 10:25
  you
• 10:25
  know,
• 10:26
  don't
• 10:26
  go
• 10:26
  to
• 10:26
  people
• 10:26
  and
• 10:27
  say,
• 10:27
  well,
• 10:27
  I
• 10:28
  just
• 10:28
  quit
• 10:28
  my
• 10:28
  job
• 10:29
  and
• 10:29
  I've
• 10:29
  got
• 10:30
  this
• 10:30
  great
• 10:30
  business
• 10:30
  idea.
• 10:31
  And
• 10:31
  then
• 10:31
  you
• 10:31
  say
• 10:31
  what
• 10:32
  it
• 10:32
  is.
• 10:32
  What
• 10:32
  do
• 10:32
  you
• 10:32
  think?
• 10:33
  Because
• 10:33
  if
• 10:33
  you
• 10:34
  tell
• 10:34
  people.
• 10:34
  Yeah.
• 10:35
  High
• 10:35
  stakes.
• 10:35
  Well,
• 10:36
  yeah.
• 10:36
  They're
• 10:36
  going
• 10:36
  to
• 10:37
  not
• 10:37
  want
• 10:37
  to
• 10:37
  hurt
• 10:37
  your
• 10:37
  feelings.
• 10:38
  Yeah.
• 10:38
  That
• 10:38
  is
• 10:38
  not
• 10:39
  the
• 10:39
  way
• 10:39
  to
• 10:39
  ask
• 10:39
  the
• 10:40
  question.
• 10:40
  Yes.
• 10:41
  And
• 10:42
  so
• 10:42
  instead
• 10:43
  it
• 10:43
  says,
• 10:44
  you
• 10:44
  know,
• 10:44
  you
• 10:44
  want
• 10:44
  to
• 10:44
  talk
• 10:44
  to
• 10:45
  people
• 10:45
  about
• 10:45
  their
• 10:45
  life,
• 10:46
  whether
• 10:46
  they
• 10:47
  even
• 10:47
  have
• 10:47
  the
• 10:47
  same
• 10:48
  underlying
• 10:48
  problem,
• 10:50
  and
• 10:50
  if
• 10:50
  they
• 10:50
  do,
• 10:51
  how
• 10:51
  do
• 10:51
  they
• 10:51
  handle
• 10:52
  it?
• 10:53
  And
• 10:53
  they
• 10:53
  say,
• 10:54
  listen
• 10:54
  more
• 10:55
  than
• 10:55
  you
• 10:55
  talk.
• 10:56
  Don't
• 10:56
  bring
• 10:56
  the
• 10:57
  product
• 10:57
  up
• 10:57
  that
• 10:58
  you
• 10:58
  have
• 10:58
  in
• 10:58
  mind
• 10:59
  because
• 11:01
  you'll
• 11:01
  probably
• 11:02
  end
• 11:02
  up
• 11:02
  pitching
• 11:03
  them.
• 11:03
  And
• 11:03
  again,
• 11:03
  they
• 11:04
  won't
• 11:04
  give
• 11:04
  you
• 11:04
  true
• 11:05
  answers.
• 11:05
  Yeah.
• 11:07
  So
• 11:07
  it
• 11:07
  just
• 11:08
  generally
• 11:08
  teaches
• 11:08
  you
• 11:09
  how
• 11:09
  do
• 11:09
  you
• 11:09
  ask
• 11:09
  questions
• 11:10
  that
• 11:11
  elicit
• 11:12
  information
• 11:12
  that's
• 11:12
  really
• 11:13
  helpful?
• 11:13
  Yes.
• 11:15
  And
• 11:15
  they.
• 11:15
  And
• 11:15
  one
• 11:16
  of
• 11:16
  the
• 11:16
  things
• 11:16
  I
• 11:16
  recommend
• 11:17
  is
• 11:17
  asking
• 11:18
  people
• 11:18
  in
• 11:18
  a
• 11:18
  very
• 11:19
  casual
• 11:19
  way.
• 11:20
  Yeah.
• 11:21
  So
• 11:21
  it
• 11:21
  does.
• 11:21
  It
• 11:21
  doesn't
• 11:21
  even
• 11:22
  feel
• 11:22
  like
• 11:22
  you're
• 11:22
  interviewing
• 11:23
  them
• 11:23
  about
• 11:23
  the
• 11:24
  product,
• 11:24
  you
• 11:25
  know,
• 11:25
  but
• 11:25
  you
• 11:26
  can
• 11:26
  get
• 11:26
  a
• 11:26
  lot
• 11:26
  of
• 11:26
  information
• 11:27
  in
• 11:27
  just
• 11:27
  a
• 11:28
  casual
• 11:28
  conversation.
• 11:29
  Yes.
• 11:29
  And
• 11:30
  they
• 11:30
  show
• 11:30
  you
• 11:30
  how
• 11:30
  to
• 11:31
  do
• 11:31
  it.
• 11:31
  Yeah.
• 11:31
  Yeah.
• 11:32
  So
• 11:32
  that's
• 11:32
  a
• 11:33
  lot
• 11:33
  of
• 11:33
  what
• 11:33
  this
• 11:33
  book
• 11:34
  is,
• 11:34
  is
• 11:34
  showing
• 11:35
  you
• 11:35
  how
• 11:35
  to
• 11:35
  talk
• 11:35
  to
• 11:36
  customers.
• 11:36
  And
• 11:36
  we
• 11:36
  love
• 11:36
  a
• 11:37
  demonstration.
• 11:38
  Oh,
• 11:38
  yeah.
• 11:38
  Do
• 11:39
  we
• 11:39
  love
• 11:39
  it?
• 11:39
  I
• 11:39
  think
• 11:40
  you
• 11:40
  and
• 11:40
  I
• 11:40
  are
• 11:40
  similar
• 11:40
  in
• 11:41
  that
• 11:41
  we
• 11:41
  both
• 11:41
  learn
• 11:42
  by
• 11:42
  watching
• 11:43
  others
• 11:44
  do
• 11:44
  the
• 11:45
  things
• 11:45
  we
• 11:45
  need.
• 11:46
  Right.
• 11:46
  Like,
• 11:46
  if
• 11:46
  I
• 11:46
  have
• 11:47
  to
• 11:47
  build
• 11:47
  something,
• 11:47
  I'm
• 11:47
  on
• 11:48
  YouTube.
• 11:48
  Me.
• 11:48
  Yeah,
• 11:49
  me
• 11:49
  too.
• 11:49
  I
• 11:49
  know.
• 11:49
  Yeah.
• 11:50
  Even
• 11:50
  if
• 11:50
  I'm
• 11:50
  trying
• 11:50
  to
• 11:50
  learn,
• 11:50
  like,
• 11:51
  a
• 11:51
  cooking
• 11:51
  technique,
• 11:51
  I'm
• 11:52
  on
• 11:52
  YouTube.
• 11:52
  I
• 11:52
  need
• 11:52
  to
• 11:52
  see
• 11:53
  you
• 11:53
  do
• 11:54
  well.
• 11:54
  You
• 11:54
  must.
• 11:54
  You
• 11:55
  learn
• 11:55
  that
• 11:55
  way.
• 11:55
  I
• 11:55
  do,
• 11:56
  too.
• 11:56
  I
• 11:56
  can't
• 11:57
  read
• 11:57
  words
• 11:58
  and
• 11:58
  figure
• 11:58
  out
• 11:59
  how
• 11:59
  to
• 11:59
  do
• 11:59
  something.
• 11:59
  I
• 12:00
  almost
• 12:00
  have
• 12:00
  to
• 12:00
  see
• 12:01
  it.
• 12:01
  Yeah.
• 12:03
  And
• 12:03
  they
• 12:03
  do
• 12:03
  a
• 12:04
  great
• 12:04
  job
• 12:04
  of
• 12:04
  demonstrating
• 12:05
  that
• 12:06
  they
• 12:06
  do
• 12:06
  it
• 12:06
  through
• 12:06
  words,
• 12:07
  but
• 12:07
  it's
• 12:07
  conversation
• 12:09
  with
• 12:09
  words,
• 12:10
  but
• 12:10
  lots
• 12:11
  of
• 12:11
  space
• 12:11
  between
• 12:11
  the
• 12:12
  words.
• 12:12
  It's
• 12:12
  not
• 12:12
  like.
• 12:13
  Which
• 12:13
  we
• 12:13
  love.
• 12:15
  Give
• 12:15
  me,
• 12:15
  like,
• 12:16
  seven
• 12:16
  lines.
• 12:18
  Give
• 12:18
  me
• 12:19
  margins
• 12:19
  this
• 12:20
  thick.
• 12:20
  I
• 12:20
  know,
• 12:21
  I
• 12:21
  know.
• 12:22
  Well,
• 12:22
  the
• 12:22
  one
• 12:23
  thing
• 12:23
  they
• 12:23
  do
• 12:24
  say,
• 12:24
  and
• 12:24
  I
• 12:24
  think
• 12:25
  this
• 12:25
  is
• 12:25
  important,
• 12:25
  important,
• 12:25
  is
• 12:26
  don't,
• 12:26
  like,
• 12:27
  stop
• 12:28
  developing
• 12:29
  your
• 12:29
  idea
• 12:29
  and
• 12:30
  your
• 12:30
  business
• 12:31
  while
• 12:31
  you
• 12:31
  go
• 12:32
  through
• 12:32
  this
• 12:32
  elaborate
• 12:33
  process
• 12:33
  of
• 12:34
  asking
• 12:34
  people
• 12:35
  questions.
• 12:36
  Because
• 12:36
  you
• 12:36
  will
• 12:37
  never
• 12:37
  be
• 12:37
  100%
• 12:38
  sure
• 12:38
  if
• 12:39
  your
• 12:39
  product
• 12:39
  and
• 12:40
  service
• 12:40
  is
• 12:40
  good.
• 12:40
  It
• 12:41
  reminds
• 12:41
  me
• 12:41
  of
• 12:41
  last
• 12:41
  season
• 12:42
  or
• 12:42
  two
• 12:42
  seasons
• 12:42
  ago
• 12:43
  on
• 12:43
  Summer
• 12:43
  House,
• 12:43
  when
• 12:43
  Lindsay
• 12:44
  and
• 12:44
  Carl
• 12:44
  were
• 12:44
  still
• 12:45
  together,
• 12:46
  and
• 12:46
  he
• 12:46
  was
• 12:46
  like,
• 12:46
  lindsay,
• 12:47
  I
• 12:47
  wanna
• 12:48
  make
• 12:48
  a
• 12:48
  sports
• 12:49
  bar
• 12:49
  that
• 12:50
  doesn't
• 12:50
  serve
• 12:50
  alcohol.
• 12:51
  And
• 12:52
  Lindsay's
• 12:52
  like,
• 12:53
  you're
• 12:53
  a
• 12:53
  clown.
• 12:54
  How
• 12:54
  do
• 12:54
  you
• 12:54
  think
• 12:55
  bars
• 12:55
  make.
• 12:57
  This
• 12:57
  is
• 12:57
  a
• 12:58
  terrible
• 12:58
  idea.
• 12:59
  And
• 12:59
  he's
• 12:59
  like,
• 13:00
  they
• 13:00
  were
• 13:00
  engaged
• 13:00
  at
• 13:00
  the
• 13:01
  time,
• 13:01
  but
• 13:01
  it
• 13:01
  was
• 13:01
  clearly
• 13:01
  like
• 13:02
  going
• 13:02
  down
• 13:02
  the
• 13:02
  drain.
• 13:03
  And
• 13:03
  then
• 13:03
  he
• 13:03
  was
• 13:03
  like,
• 13:04
  why
• 13:04
  can't
• 13:04
  you
• 13:04
  just,
• 13:04
  like,
• 13:04
  be
• 13:05
  softer
• 13:05
  with
• 13:06
  me?
• 13:06
  Like,
• 13:06
  why
• 13:07
  can't
• 13:07
  you
• 13:07
  just,
• 13:07
  like,
• 13:08
  encourage
• 13:08
  me?
• 13:09
  And
• 13:09
  she's
• 13:09
  like,
• 13:09
  I'm
• 13:09
  not
• 13:10
  going
• 13:10
  to
• 13:10
  encourage
• 13:10
  my
• 13:11
  fiance
• 13:11
  to
• 13:12
  sink
• 13:12
  a
• 13:13
  bunch
• 13:13
  of
• 13:13
  money
• 13:13
  into
• 13:13
  a
• 13:14
  brick
• 13:14
  and
• 13:14
  mortar
• 13:14
  establishment
• 13:15
  that
• 13:16
  will
• 13:16
  not
• 13:17
  produce
• 13:17
  any
• 13:18
  revenue.
• 13:19
  Well,
• 13:19
  yeah,
• 13:19
  she
• 13:19
  was
• 13:20
  smart.
• 13:20
  She
• 13:20
  was
• 13:21
  smart.
• 13:21
  Smart
• 13:21
  that,
• 13:22
  you
• 13:22
  know,
• 13:22
  at
• 13:22
  least
• 13:23
  she
• 13:23
  told
• 13:23
  him.
• 13:24
  Now
• 13:24
  he
• 13:24
  has
• 13:25
  created
• 13:25
  a
• 13:26
  better
• 13:26
  idea.
• 13:27
  Okay.
• 13:27
  That
• 13:27
  is
• 13:28
  called
• 13:28
  soft
• 13:28
  bar.
• 13:29
  Okay.
• 13:29
  That
• 13:30
  only
• 13:30
  serves
• 13:31
  non
• 13:31
  alcoholic
• 13:32
  drinks
• 13:32
  and
• 13:33
  elixirs.
• 13:34
  But
• 13:35
  he's
• 13:35
  marketed
• 13:35
  it
• 13:36
  a
• 13:36
  lot
• 13:36
  better,
• 13:36
  and
• 13:37
  it's
• 13:37
  actually
• 13:37
  not
• 13:38
  the
• 13:38
  worst
• 13:38
  idea
• 13:38
  I've
• 13:39
  ever
• 13:39
  heard
• 13:39
  in
• 13:39
  my
• 13:39
  life.
• 13:39
  Well,
• 13:40
  people
• 13:40
  aren't
• 13:40
  drinking
• 13:40
  as
• 13:41
  much
• 13:41
  now.
• 13:41
  Yeah,
• 13:41
  it's
• 13:42
  true.
• 13:42
  Yeah,
• 13:43
  culture
• 13:43
  shift.
• 13:44
  Exactly.
• 13:44
  But
• 13:45
  when
• 13:45
  he
• 13:45
  first
• 13:45
  presented
• 13:45
  the
• 13:45
  idea,
• 13:46
  everyone
• 13:46
  and
• 13:47
  I
• 13:47
  come
• 13:47
  from
• 13:47
  a
• 13:47
  service
• 13:47
  background,
• 13:48
  I'm
• 13:48
  like,
• 13:48
  oh,
• 13:48
  sweetie,
• 13:49
  you
• 13:49
  just
• 13:49
  have
• 13:49
  no
• 13:50
  idea
• 13:50
  how
• 13:50
  anything
• 13:51
  makes
• 13:51
  money.
• 13:52
  You
• 13:52
  got
• 13:52
  to,
• 13:52
  you
• 13:53
  got
• 13:53
  to
• 13:53
  figure
• 13:53
  that
• 13:53
  part.
• 13:54
  That's
• 13:54
  part
• 13:54
  of
• 13:55
  the
• 13:55
  information
• 13:56
  that
• 13:57
  we're
• 13:57
  gonna
• 13:57
  talk
• 13:57
  a
• 13:57
  little
• 13:57
  bit
• 13:58
  about
• 13:58
  that.
• 13:59
  Yeah,
• 13:59
  absolutely.
• 14:01
  Okay.
• 14:02
  So
• 14:02
  I
• 14:03
  think
• 14:03
  one
• 14:03
  of
• 14:03
  the
• 14:04
  things
• 14:04
  the
• 14:04
  book
• 14:04
  says
• 14:05
  is
• 14:06
  that
• 14:07
  even
• 14:07
  if,
• 14:08
  like,
• 14:08
  what
• 14:08
  just
• 14:08
  happened,
• 14:09
  what
• 14:09
  you
• 14:09
  just
• 14:09
  described,
• 14:10
  even
• 14:11
  if
• 14:11
  you
• 14:11
  do
• 14:11
  your
• 14:11
  research
• 14:12
  and
• 14:12
  what
• 14:12
  you
• 14:13
  find
• 14:13
  out
• 14:13
  is
• 14:14
  it
• 14:14
  is
• 14:14
  not
• 14:15
  a
• 14:15
  good
• 14:15
  idea.
• 14:16
  That
• 14:16
  is
• 14:16
  good
• 14:17
  feedback.
• 14:17
  Yes,
• 14:17
  totally.
• 14:18
  Because
• 14:18
  you
• 14:18
  don't
• 14:18
  want
• 14:18
  to
• 14:18
  spend
• 14:19
  your
• 14:19
  time.
• 14:19
  Pivot.
• 14:20
  Yeah.
• 14:20
  You
• 14:21
  don't
• 14:21
  want
• 14:21
  to
• 14:21
  spend
• 14:21
  your
• 14:21
  time
• 14:22
  and
• 14:22
  money
• 14:22
  on
• 14:22
  something
• 14:23
  that
• 14:23
  isn't
• 14:23
  going
• 14:23
  to
• 14:23
  work.
• 14:24
  Right.
• 14:25
  And
• 14:25
  nothing
• 14:25
  is
• 14:25
  a
• 14:25
  guarantee,
• 14:27
  but
• 14:27
  you
• 14:27
  wanna,
• 14:27
  at
• 14:28
  least
• 14:28
  you
• 14:28
  want
• 14:29
  the
• 14:29
  probability
• 14:29
  to
• 14:30
  be
• 14:30
  higher.
• 14:30
  Right.
• 14:31
  Well,
• 14:31
  in
• 14:31
  this
• 14:31
  case
• 14:32
  that
• 14:32
  you
• 14:32
  were
• 14:32
  talking
• 14:32
  about,
• 14:33
  he
• 14:33
  did
• 14:33
  come
• 14:34
  around
• 14:35
  and
• 14:35
  came
• 14:35
  up
• 14:35
  with
• 14:35
  something
• 14:36
  better.
• 14:36
  Yes.
• 14:37
  Something
• 14:38
  that
• 14:38
  just
• 14:38
  made
• 14:38
  more
• 14:39
  sense.
• 14:40
  Right.
• 14:40
  And
• 14:40
  so
• 14:41
  if
• 14:41
  you
• 14:41
  get
• 14:41
  negative
• 14:41
  information,
• 14:42
  which
• 14:42
  he
• 14:43
  talks
• 14:43
  about
• 14:43
  in
• 14:43
  the
• 14:43
  book,
• 14:44
  you
• 14:44
  have
• 14:44
  to,
• 14:45
  okay,
• 14:45
  pivot,
• 14:46
  you
• 14:46
  know,
• 14:46
  try
• 14:46
  something
• 14:47
  different.
• 14:47
  You
• 14:48
  know,
• 14:48
  you
• 14:48
  gotta
• 14:48
  find
• 14:48
  what
• 14:48
  works.
• 14:49
  What
• 14:49
  I
• 14:49
  wanted
• 14:50
  to
• 14:50
  add
• 14:50
  to
• 14:50
  that
• 14:51
  because
• 14:51
  this
• 14:52
  is
• 14:52
  what
• 14:52
  I
• 14:52
  have
• 14:53
  learned
• 14:54
  in
• 14:54
  my
• 14:54
  many
• 14:55
  businesses.
• 14:56
  Many
• 14:56
  businesses,
• 14:56
  yes.
• 14:57
  Well,
• 14:57
  only
• 14:57
  three,
• 14:58
  but
• 14:58
  still
• 14:59
  three
• 14:59
  is
• 14:59
  several.
• 15:00
  That
• 15:00
  is
• 15:00
  several.
• 15:01
  Yeah.
• 15:01
  It's
• 15:01
  more
• 15:02
  than
• 15:02
  two.
• 15:02
  More
• 15:02
  than
• 15:02
  two.
• 15:03
  Anyway,
• 15:03
  in
• 15:03
  my
• 15:04
  businesses,
• 15:04
  one
• 15:04
  of
• 15:04
  the
• 15:05
  things
• 15:05
  I
• 15:05
  have
• 15:05
  learned
• 15:06
  is
• 15:06
  that
• 15:06
  you
• 15:07
  really
• 15:07
  have
• 15:07
  to
• 15:08
  love
• 15:08
  your
• 15:08
  idea.
• 15:09
  You
• 15:09
  have
• 15:09
  to
• 15:09
  be
• 15:09
  so
• 15:10
  passionate
• 15:10
  about
• 15:10
  it
• 15:10
  because
• 15:12
  you
• 15:13
  know
• 15:13
  it
• 15:13
  is
• 15:13
  going
• 15:14
  to
• 15:14
  take
• 15:14
  you
• 15:14
  longer
• 15:15
  to
• 15:16
  make
• 15:16
  it
• 15:16
  work
• 15:17
  than
• 15:17
  you
• 15:17
  ever
• 15:18
  imagined
• 15:19
  it
• 15:19
  will.
• 15:20
  Everything
• 15:20
  you
• 15:20
  think,
• 15:20
  if
• 15:21
  you
• 15:21
  think
• 15:21
  it's
• 15:21
  going
• 15:21
  to
• 15:21
  cost
• 15:21
  $50,
• 15:22
  it's
• 15:22
  going
• 15:23
  to
• 15:23
  cost
• 15:23
  $150.
• 15:24
  Yeah.
• 15:25
  100%.
• 15:26
  Contingencies.
• 15:27
  Yeah.
• 15:27
  You
• 15:27
  just,
• 15:27
  it's.
• 15:28
  It
• 15:28
  takes
• 15:28
  time.
• 15:29
  It
• 15:29
  takes
• 15:29
  more
• 15:29
  money,
• 15:30
  and
• 15:30
  there's
• 15:31
  gonna
• 15:31
  be,
• 15:31
  you
• 15:32
  know,
• 15:32
  things
• 15:32
  are
• 15:32
  gonna
• 15:33
  happen
• 15:33
  that
• 15:33
  are
• 15:33
  gonna
• 15:33
  make
• 15:34
  it
• 15:34
  really
• 15:34
  hard.
• 15:34
  It's
• 15:35
  like
• 15:35
  a
• 15:35
  renovation.
• 15:35
  You
• 15:35
  have
• 15:36
  to
• 15:36
  love
• 15:36
  it.
• 15:36
  You
• 15:37
  just
• 15:37
  have
• 15:37
  to
• 15:37
  love
• 15:38
  your
• 15:38
  idea
• 15:39
  and
• 15:39
  be
• 15:39
  so
• 15:40
  behind
• 15:40
  it,
• 15:40
  you
• 15:41
  know,
• 15:41
  you
• 15:41
  have
• 15:41
  to
• 15:41
  have
• 15:41
  a
• 15:41
  real
• 15:42
  why
• 15:42
  that
• 15:42
  you're
• 15:43
  doing
• 15:43
  it.
• 15:43
  I
• 15:43
  had
• 15:43
  a
• 15:44
  why,
• 15:44
  because
• 15:44
  I
• 15:45
  wanted
• 15:45
  to
• 15:45
  help
• 15:46
  other
• 15:46
  people
• 15:47
  get
• 15:47
  their
• 15:48
  kids
• 15:48
  into
• 15:48
  the
• 15:49
  schools
• 15:49
  they
• 15:49
  wanted
• 15:49
  their
• 15:49
  kids
• 15:50
  to
• 15:50
  go
• 15:50
  to,
• 15:51
  the
• 15:51
  way
• 15:51
  my
• 15:52
  mother
• 15:52
  helped
• 15:52
  me.
• 15:53
  And
• 15:53
  I
• 15:53
  knew
• 15:53
  that
• 15:54
  not
• 15:54
  everybody
• 15:55
  has
• 15:55
  a
• 15:56
  knowledgeable
• 15:56
  person
• 15:57
  to
• 15:57
  help
• 15:57
  them,
• 15:58
  and
• 15:58
  that's
• 15:58
  what
• 15:58
  I
• 15:58
  wanted
• 15:59
  to
• 15:59
  do.
• 15:59
  So
• 15:59
  I
• 16:00
  cared
• 16:00
  about
• 16:00
  that.
• 16:01
  You
• 16:01
  have
• 16:01
  to
• 16:01
  care.
• 16:01
  You
• 16:02
  have
• 16:02
  to
• 16:02
  care.
• 16:03
  Yeah.
• 16:03
  So
• 16:03
  it
• 16:03
  has
• 16:03
  to
• 16:03
  be
• 16:04
  something
• 16:04
  you
• 16:04
  really
• 16:04
  care
• 16:05
  about.
• 16:05
  If.
• 16:06
  If
• 16:06
  whatever
• 16:07
  problem
• 16:07
  you're
• 16:07
  solving,
• 16:08
  maybe
• 16:08
  it
• 16:08
  was
• 16:08
  a
• 16:09
  really
• 16:09
  bad
• 16:09
  problem
• 16:09
  with
• 16:10
  your
• 16:10
  own
• 16:10
  child,
• 16:11
  you
• 16:12
  know,
• 16:12
  I
• 16:12
  don't
• 16:12
  know.
• 16:12
  But
• 16:13
  whatever
• 16:14
  the
• 16:14
  problem
• 16:14
  was,
• 16:14
  you
• 16:14
  have
• 16:15
  to
• 16:15
  care
• 16:15
  about
• 16:15
  helping
• 16:15
  other
• 16:16
  people
• 16:16
  solve
• 16:16
  that
• 16:16
  problem.
• 16:17
  So
• 16:17
  that's
• 16:17
  really
• 16:18
  important.
• 16:19
  Okay,
• 16:22
  so
• 16:22
  now,
• 16:23
  like,
• 16:23
  okay,
• 16:23
  how
• 16:24
  do
• 16:24
  you
• 16:24
  even
• 16:24
  decide
• 16:25
  what
• 16:25
  to
• 16:25
  put
• 16:26
  in?
• 16:26
  Like,
• 16:27
  what
• 16:27
  is
• 16:27
  your
• 16:27
  product
• 16:28
  and
• 16:28
  service
• 16:28
  going
• 16:29
  to
• 16:29
  be?
• 16:30
  Okay,
• 16:31
  well,
• 16:31
  the
• 16:31
  book.
• 16:32
  The
• 16:32
  book.
• 16:32
  The
• 16:32
  book.
• 16:33
  The
• 16:33
  book
• 16:34
  says.
• 16:34
  Well,
• 16:35
  it
• 16:35
  says
• 16:35
  you
• 16:36
  figure
• 16:36
  it
• 16:36
  out
• 16:36
  by
• 16:37
  talking
• 16:37
  to.
• 16:37
  Asking
• 16:38
  the
• 16:38
  right
• 16:38
  questions.
• 16:39
  Yes.
• 16:39
  And
• 16:39
  getting
• 16:39
  feedback
• 16:40
  and
• 16:41
  absorbing
• 16:42
  feedback
• 16:42
  and
• 16:43
  applying
• 16:44
  feedback.
• 16:46
  Right.
• 16:46
  And
• 16:46
  being
• 16:47
  very
• 16:47
  right.
• 16:48
  And
• 16:48
  so
• 16:48
  you.
• 16:49
  They're
• 16:49
  gonna
• 16:49
  tell
• 16:49
  you,
• 16:50
  and
• 16:50
  you're
• 16:50
  gonna
• 16:50
  create
• 16:51
  something.
• 16:51
  You
• 16:52
  can't
• 16:52
  be
• 16:52
  defensive.
• 16:52
  You
• 16:53
  can't
• 16:53
  be
• 16:53
  like,
• 16:54
  you
• 16:54
  don't
• 16:54
  know
• 16:54
  anything.
• 16:54
  You
• 16:55
  can't
• 16:55
  do
• 16:55
  that.
• 16:55
  Because
• 16:56
  one
• 16:56
  important
• 16:56
  thing,
• 16:57
  and
• 16:57
  I
• 16:57
  have
• 16:57
  a
• 16:57
  feeling
• 16:57
  we're
• 16:58
  gonna.
• 16:58
  This
• 16:59
  has
• 16:59
  not
• 16:59
  quite
• 16:59
  happened
• 17:00
  yet,
• 17:00
  but
• 17:00
  something
• 17:00
  tells
• 17:01
  me
• 17:01
  in
• 17:01
  our
• 17:02
  tenure,
• 17:02
  reviewing
• 17:03
  these
• 17:03
  books,
• 17:04
  there
• 17:04
  are
• 17:04
  gonna
• 17:04
  be
• 17:04
  some
• 17:05
  authors
• 17:05
  who
• 17:05
  are
• 17:06
  like,
• 17:06
  they
• 17:06
  don't
• 17:07
  know
• 17:07
  anything.
• 17:07
  They're
• 17:08
  not.
• 17:08
  But
• 17:08
  it's
• 17:08
  like,
• 17:09
  at
• 17:09
  the
• 17:09
  end
• 17:09
  of
• 17:09
  the
• 17:09
  day,
• 17:09
  listen,
• 17:10
  I
• 17:10
  lead
• 17:10
  with
• 17:10
  that.
• 17:11
  I'm
• 17:11
  an
• 17:11
  amateur.
• 17:12
  However,
• 17:12
  I
• 17:12
  am
• 17:13
  your
• 17:13
  consumer.
• 17:14
  Right.
• 17:14
  So
• 17:15
  as
• 17:15
  your
• 17:15
  consumer,
• 17:16
  it
• 17:16
  is
• 17:16
  probably
• 17:17
  valuable
• 17:17
  information
• 17:18
  to
• 17:18
  know
• 17:19
  if
• 17:19
  your
• 17:19
  book
• 17:19
  was
• 17:20
  too
• 17:20
  long,
• 17:21
  if
• 17:21
  your
• 17:21
  book
• 17:21
  was
• 17:22
  too
• 17:22
  dense,
• 17:23
  if
• 17:23
  your
• 17:23
  book
• 17:23
  did
• 17:24
  not
• 17:24
  make
• 17:24
  sense
• 17:25
  to
• 17:25
  me,
• 17:25
  the
• 17:25
  consumer.
• 17:26
  Right.
• 17:27
  Take
• 17:27
  that
• 17:27
  feedback.
• 17:28
  Internalize
• 17:28
  that
• 17:29
  feedback.
• 17:29
  Feel
• 17:30
  free
• 17:30
  to
• 17:30
  reject
• 17:30
  it
• 17:30
  if
• 17:31
  it
• 17:31
  doesn't
• 17:31
  work
• 17:31
  for
• 17:31
  you.
• 17:32
  Because
• 17:32
  everybody
• 17:32
  has
• 17:32
  different
• 17:33
  reasons
• 17:33
  for
• 17:33
  creating
• 17:34
  what
• 17:34
  they're
• 17:34
  creating.
• 17:35
  But
• 17:35
  if
• 17:36
  your
• 17:36
  purpose,
• 17:37
  and
• 17:37
  if
• 17:37
  you're
• 17:38
  trying
• 17:38
  to
• 17:39
  make
• 17:39
  money
• 17:40
  and
• 17:41
  create
• 17:41
  a
• 17:41
  better,
• 17:42
  more
• 17:42
  useful
• 17:42
  product,
• 17:43
  listen
• 17:44
  to
• 17:44
  your
• 17:44
  consumers.
• 17:45
  Exactly.
• 17:46
  Exactly.
• 17:47
  And
• 17:48
  what
• 17:48
  he
• 17:48
  is
• 17:49
  saying
• 17:49
  says
• 17:49
  kind
• 17:50
  of
• 17:50
  the
• 17:50
  same
• 17:50
  thing.
• 17:50
  It's.
• 17:52
  You
• 17:52
  have
• 17:52
  to
• 17:52
  be
• 17:52
  talking
• 17:53
  to
• 17:53
  people
• 17:53
  who
• 17:53
  are
• 17:54
  your
• 17:54
  target
• 17:54
  consumer,
• 17:55
  or
• 17:55
  you
• 17:56
  will
• 17:56
  get
• 17:56
  bad
• 17:56
  information.
• 17:57
  So
• 17:58
  he
• 17:58
  says
• 17:58
  that,
• 17:59
  and
• 18:00
  you
• 18:01
  have
• 18:01
  to
• 18:01
  listen
• 18:01
  to
• 18:02
  what
• 18:02
  they
• 18:02
  say.
• 18:04
  Do
• 18:04
  they
• 18:04
  have
• 18:04
  that
• 18:05
  underlying
• 18:05
  need?
• 18:06
  Would
• 18:06
  they
• 18:06
  even
• 18:07
  pay
• 18:07
  for
• 18:07
  a
• 18:07
  solution.
• 18:09
  My
• 18:10
  add
• 18:10
  on
• 18:10
  that
• 18:10
  I
• 18:10
  would
• 18:11
  just
• 18:11
  add
• 18:11
  to
• 18:11
  that
• 18:12
  is
• 18:12
  that
• 18:13
  this
• 18:13
  is
• 18:13
  something
• 18:13
  I
• 18:14
  learned
• 18:14
  100
• 18:14
  years
• 18:14
  ago
• 18:15
  when
• 18:15
  I
• 18:15
  went
• 18:15
  to
• 18:15
  business
• 18:16
  school.
• 18:17
  I
• 18:17
  didn't
• 18:17
  even
• 18:17
  know
• 18:18
  you
• 18:18
  went
• 18:18
  to
• 18:18
  business
• 18:18
  school.
• 18:18
  That
• 18:19
  was
• 18:19
  my
• 18:19
  undergraduate
• 18:20
  degree.
• 18:20
  Was
• 18:20
  business
• 18:20
  school
• 18:21
  marketing?
• 18:23
  Who
• 18:23
  is
• 18:24
  she?
• 18:24
  I
• 18:24
  know.
• 18:25
  I
• 18:25
  was
• 18:25
  a
• 18:25
  marketing
• 18:26
  major.
• 18:26
  I
• 18:26
  feel
• 18:27
  like
• 18:27
  I
• 18:27
  didn't
• 18:27
  learn
• 18:27
  much,
• 18:28
  but
• 18:28
  I
• 18:28
  still
• 18:29
  remember
• 18:29
  this,
• 18:29
  which
• 18:29
  is
• 18:30
  you
• 18:30
  have
• 18:31
  to
• 18:31
  have
• 18:31
  a
• 18:31
  unique
• 18:32
  selling
• 18:32
  proposition
• 18:33
  in
• 18:33
  your
• 18:33
  business.
• 18:34
  Okay,
• 18:34
  what
• 18:34
  does
• 18:34
  that
• 18:34
  mean?
• 18:35
  What
• 18:35
  that
• 18:35
  means
• 18:35
  is
• 18:36
  there
• 18:36
  has
• 18:36
  to
• 18:36
  be
• 18:36
  something
• 18:37
  about
• 18:37
  your
• 18:38
  business
• 18:38
  that
• 18:39
  is
• 18:39
  different
• 18:39
  from
• 18:40
  whatever
• 18:40
  else
• 18:40
  is
• 18:41
  out
• 18:41
  there
• 18:41
  that
• 18:41
  sets
• 18:42
  you
• 18:42
  apart.
• 18:43
  I'll
• 18:43
  give
• 18:43
  you
• 18:43
  an
• 18:43
  example.
• 18:44
  In
• 18:44
  a
• 18:44
  baby
• 18:45
  child
• 18:45
  related
• 18:46
  product,
• 18:46
  like
• 18:47
  there's
• 18:47
  something
• 18:47
  called
• 18:48
  Nosy
• 18:48
  Boo,
• 18:50
  and
• 18:50
  that
• 18:50
  is
• 18:50
  a
• 18:51
  pro
• 18:51
  nasal
• 18:51
  aspirator.
• 18:53
  Which
• 18:53
  means
• 18:53
  it's
• 18:53
  a
• 18:53
  booger
• 18:54
  picker,
• 18:54
  kind
• 18:55
  of
• 18:56
  called
• 18:56
  a
• 18:56
  prune.
• 18:57
  But
• 18:58
  in
• 18:58
  the
• 18:58
  olden
• 18:59
  days
• 18:59
  or
• 18:59
  before
• 19:00
  the
• 19:00
  nosy
• 19:00
  poo,
• 19:02
  it
• 19:02
  was
• 19:03
  all
• 19:03
  they
• 19:03
  had
• 19:03
  were
• 19:04
  these
• 19:04
  aspirators
• 19:05
  that
• 19:05
  relied
• 19:05
  on
• 19:05
  suction
• 19:06
  to
• 19:06
  get
• 19:06
  the
• 19:06
  boogers
• 19:07
  out.
• 19:07
  I
• 19:07
  use
• 19:07
  those
• 19:07
  for
• 19:08
  you.
• 19:08
  Yeah,
• 19:08
  the
• 19:08
  one,
• 19:08
  yeah,
• 19:09
  but
• 19:09
  then
• 19:09
  you
• 19:09
  end
• 19:09
  up
• 19:09
  with
• 19:09
  boogers
• 19:10
  in
• 19:10
  your
• 19:10
  mouth.
• 19:10
  Well,
• 19:11
  no,
• 19:11
  you
• 19:11
  put
• 19:11
  this
• 19:12
  little
• 19:12
  thing
• 19:12
  in
• 19:12
  the
• 19:12
  nose.
• 19:12
  No,
• 19:13
  I
• 19:13
  know,
• 19:13
  but
• 19:13
  sometimes
• 19:13
  the
• 19:14
  filter
• 19:14
  fails.
• 19:14
  Oh,
• 19:14
  is
• 19:15
  that
• 19:15
  right?
• 19:15
  Well,
• 19:15
  anyway,
• 19:16
  okay,
• 19:16
  but
• 19:16
  now
• 19:17
  Nosy
• 19:17
  Poo
• 19:18
  is
• 19:18
  electric
• 19:19
  and
• 19:19
  so
• 19:20
  it
• 19:20
  gets
• 19:20
  the
• 19:21
  boogers
• 19:21
  out
• 19:22
  faster
• 19:22
  and
• 19:22
  easier.
• 19:23
  And
• 19:23
  that's
• 19:24
  their
• 19:24
  unique
• 19:24
  selling
• 19:25
  proposition.
• 19:26
  Okay,
• 19:26
  that's
• 19:26
  it.
• 19:27
  I'll
• 19:27
  buy
• 19:27
  one
• 19:27
  of
• 19:27
  those
• 19:27
  today.
• 19:28
  You
• 19:28
  should
• 19:28
  get
• 19:28
  one.
• 19:29
  I
• 19:29
  don't
• 19:29
  know.
• 19:29
  I
• 19:29
  mean,
• 19:30
  I'm
• 19:30
  just
• 19:30
  saying
• 19:30
  it's
• 19:30
  just
• 19:31
  a
• 19:31
  much
• 19:31
  easier
• 19:31
  way
• 19:31
  to
• 19:31
  get
• 19:32
  the
• 19:32
  boogers
• 19:32
  out.
• 19:32
  And
• 19:33
  so.
• 19:33
  Okay,
• 19:34
  so
• 19:34
  with
• 19:34
  testing,
• 19:35
  Mom,
• 19:35
  I
• 19:35
  remember,
• 19:36
  you
• 19:36
  know,
• 19:36
  we
• 19:37
  have
• 19:37
  what
• 19:37
  I
• 19:38
  think
• 19:38
  of
• 19:38
  as
• 19:38
  some
• 19:38
  unique
• 19:39
  selling
• 19:39
  propositions.
• 19:40
  And
• 19:40
  they've
• 19:40
  changed
• 19:41
  over
• 19:41
  time.
• 19:42
  And
• 19:42
  I
• 19:42
  think
• 19:42
  that's
• 19:43
  what
• 19:43
  you
• 19:43
  have
• 19:43
  to
• 19:43
  be
• 19:44
  very
• 19:45
  open
• 19:45
  to,
• 19:45
  is
• 19:46
  that
• 19:46
  you
• 19:46
  have
• 19:46
  to
• 19:46
  constantly
• 19:47
  change.
• 19:47
  Well,
• 19:47
  the
• 19:47
  industry
• 19:48
  has
• 19:48
  changed.
• 19:48
  I
• 19:48
  mean,
• 19:48
  gift
• 19:49
  and
• 19:49
  talented
• 19:49
  programs
• 19:50
  have
• 19:50
  changed.
• 19:50
  It
• 19:51
  feels
• 19:51
  like
• 19:52
  every
• 19:52
  mayor,
• 19:52
  every
• 19:53
  administration
• 19:53
  that
• 19:53
  comes
• 19:54
  in
• 19:54
  wants
• 19:54
  to
• 19:54
  do
• 19:54
  something
• 19:54
  different
• 19:55
  with
• 19:55
  it.
• 19:55
  So
• 19:55
  you
• 19:55
  have
• 19:55
  to
• 19:55
  be
• 19:55
  adaptable.
• 19:56
  That's
• 19:57
  right.
• 19:57
  And
• 19:57
  so
• 19:57
  when
• 19:58
  we
• 19:58
  started,
• 19:59
  just
• 19:59
  the
• 20:00
  fact
• 20:00
  that
• 20:00
  we
• 20:00
  even
• 20:00
  existed
• 20:01
  at
• 20:01
  first,
• 20:02
  that
• 20:02
  was
• 20:02
  our
• 20:02
  unique
• 20:03
  selling
• 20:03
  proposition.
• 20:03
  When
• 20:04
  we
• 20:04
  first
• 20:04
  got
• 20:04
  into
• 20:04
  business,
• 20:06
  schools
• 20:06
  wouldn't
• 20:07
  tell
• 20:07
  anybody
• 20:08
  anything
• 20:09
  about
• 20:09
  tests.
• 20:10
  There
• 20:10
  was
• 20:10
  no
• 20:11
  information
• 20:11
  out
• 20:11
  there.
• 20:12
  I
• 20:12
  had
• 20:12
  to
• 20:12
  go
• 20:12
  to
• 20:13
  universities
• 20:13
  and
• 20:14
  get
• 20:15
  doctorial
• 20:16
  level
• 20:17
  textbooks
• 20:17
  to
• 20:18
  find
• 20:18
  out
• 20:18
  what
• 20:18
  was
• 20:18
  in
• 20:19
  tests.
• 20:19
  Oh
• 20:19
  my
• 20:19
  God,
• 20:20
  imagine
• 20:20
  how
• 20:21
  to
• 20:21
  read
• 20:21
  that.
• 20:21
  Well,
• 20:21
  I
• 20:22
  know,
• 20:22
  they
• 20:22
  were
• 20:23
  so
• 20:23
  boring,
• 20:23
  but
• 20:23
  anyway,
• 20:24
  that's
• 20:24
  how
• 20:24
  I
• 20:25
  got
• 20:25
  the
• 20:25
  information.
• 20:26
  Nowadays
• 20:27
  it's
• 20:27
  easier
• 20:27
  to
• 20:27
  get
• 20:27
  the
• 20:28
  info.
• 20:28
  But
• 20:28
  my
• 20:29
  USP
• 20:30
  was
• 20:30
  hard
• 20:31
  to
• 20:31
  get
• 20:31
  information
• 20:32
  for
• 20:32
  tests
• 20:33
  for
• 20:33
  younger
• 20:33
  kids.
• 20:34
  So
• 20:34
  that
• 20:34
  was
• 20:35
  the
• 20:35
  first
• 20:35
  one.
• 20:36
  And
• 20:36
  then
• 20:38
  we
• 20:38
  added
• 20:39
  another
• 20:40
  unique
• 20:40
  selling
• 20:41
  proposition
• 20:41
  in
• 20:41
  that
• 20:41
  we
• 20:42
  had
• 20:42
  educated
• 20:43
  people
• 20:43
  on
• 20:43
  the
• 20:44
  phones
• 20:44
  to
• 20:44
  guide
• 20:45
  parents
• 20:46
  to
• 20:46
  answer
• 20:46
  their
• 20:46
  questions
• 20:47
  about
• 20:48
  what
• 20:48
  this
• 20:48
  even
• 20:49
  means.
• 20:50
  What
• 20:50
  test
• 20:51
  is
• 20:51
  my
• 20:51
  school
• 20:51
  gonna
• 20:52
  give?
• 20:52
  Yeah,
• 20:53
  we
• 20:53
  still
• 20:53
  have
• 20:53
  that.
• 20:54
  God,
• 20:54
  are
• 20:54
  there
• 20:54
  so
• 20:54
  many
• 20:55
  tests?
• 20:55
  There
• 20:55
  are
• 20:55
  many
• 20:56
  tests
• 20:56
  and
• 20:56
  we
• 20:56
  have
• 20:57
  people
• 20:57
  who
• 20:57
  know
• 20:57
  all
• 20:57
  the
• 20:58
  tests.
• 20:58
  They
• 20:58
  answer
• 20:58
  parents
• 20:59
  questions.
• 20:59
  The
• 21:00
  whipsy,
• 21:00
  the
• 21:00
  ipsy,
• 21:01
  I
• 21:01
  know,
• 21:01
  the
• 21:02
  iCat,
• 21:03
  there's
• 21:03
  so
• 21:03
  many.
• 21:04
  But
• 21:04
  it's
• 21:04
  like,
• 21:05
  it's
• 21:05
  crazy.
• 21:05
  None
• 21:06
  of
• 21:06
  our
• 21:06
  competitors
• 21:07
  have
• 21:07
  that.
• 21:07
  So
• 21:07
  that's
• 21:08
  a
• 21:08
  unique
• 21:08
  selling
• 21:08
  proposition.
• 21:12
  We
• 21:12
  keep
• 21:12
  our
• 21:12
  prices
• 21:13
  low
• 21:13
  because
• 21:13
  we
• 21:13
  want
• 21:14
  everyone
• 21:14
  to
• 21:14
  be
• 21:14
  able
• 21:14
  to
• 21:15
  buy
• 21:15
  our
• 21:15
  stuff.
• 21:17
  That's
• 21:17
  a
• 21:17
  unique
• 21:18
  because
• 21:19
  some
• 21:19
  of
• 21:19
  our
• 21:19
  competitors
• 21:20
  charge
• 21:20
  a
• 21:20
  lot
• 21:20
  of
• 21:20
  money
• 21:21
  and
• 21:22
  have
• 21:22
  private
• 21:22
  tutoring
• 21:23
  things
• 21:23
  which
• 21:23
  you
• 21:23
  guys
• 21:23
  also
• 21:24
  have.
• 21:24
  There's
• 21:24
  always
• 21:25
  tiers.
• 21:25
  But
• 21:26
  it
• 21:26
  is,
• 21:26
  I
• 21:26
  think,
• 21:27
  important
• 21:27
  to
• 21:27
  create
• 21:28
  at
• 21:28
  least
• 21:29
  one
• 21:29
  tier
• 21:29
  of
• 21:29
  product
• 21:30
  that
• 21:30
  is
• 21:30
  accessible,
• 21:31
  that
• 21:31
  anybody
• 21:32
  can
• 21:32
  get.
• 21:32
  And
• 21:33
  that's
• 21:33
  what
• 21:33
  we
• 21:33
  did.
• 21:33
  We
• 21:34
  tried
• 21:34
  to
• 21:34
  make
• 21:34
  it
• 21:34
  accessible
• 21:35
  to
• 21:35
  everybody.
• 21:36
  And
• 21:36
  we
• 21:36
  show
• 21:36
  parents
• 21:37
  how
• 21:37
  to
• 21:37
  use
• 21:37
  the
• 21:38
  part.
• 21:39
  If
• 21:39
  they
• 21:39
  can
• 21:39
  do
• 21:39
  it
• 21:39
  themselves,
• 21:40
  we
• 21:40
  teach
• 21:40
  them
• 21:40
  how.
• 21:41
  And
• 21:41
  then
• 21:42
  the
• 21:42
  other
• 21:42
  thing
• 21:42
  we
• 21:43
  added
• 21:43
  that
• 21:43
  I
• 21:43
  think
• 21:44
  is
• 21:44
  a
• 21:44
  unique
• 21:44
  selling
• 21:45
  proposition
• 21:45
  is
• 21:46
  free
• 21:46
  academic
• 21:47
  enrichment
• 21:47
  programs.
• 21:48
  So
• 21:48
  we
• 21:48
  added
• 21:49
  like
• 21:49
  30
• 21:50
  programs
• 21:51
  that
• 21:51
  schools
• 21:52
  make
• 21:52
  available
• 21:53
  to
• 21:54
  teach
• 21:54
  kids,
• 21:55
  you
• 21:55
  know,
• 21:55
  reading,
• 21:56
  math,
• 21:57
  whatever,
• 21:58
  you
• 21:58
  get
• 21:58
  it
• 21:58
  with
• 21:58
  your
• 21:59
  membership.
• 21:59
  So
• 21:59
  we've
• 22:00
  added
• 22:00
  things
• 22:00
  like
• 22:01
  that
• 22:01
  that
• 22:01
  make
• 22:01
  us
• 22:02
  different.
• 22:02
  And
• 22:03
  so
• 22:03
  whatever
• 22:03
  you're
• 22:03
  creating
• 22:04
  you
• 22:04
  want
• 22:05
  to
• 22:05
  think
• 22:05
  about,
• 22:06
  how
• 22:06
  do
• 22:06
  I
• 22:06
  make
• 22:06
  it
• 22:07
  different
• 22:08
  from
• 22:09
  does
• 22:10
  your
• 22:10
  child
• 22:10
  have
• 22:10
  adhd?
• 22:11
  Medication
• 22:12
  might
• 22:12
  not
• 22:12
  be
• 22:12
  the
• 22:13
  only
• 22:13
  answer.
• 22:14
  At
• 22:14
  Habit
• 22:14
  Coach,
• 22:14
  our
• 22:15
  coaches
• 22:15
  work
• 22:15
  one
• 22:16
  on
• 22:16
  one
• 22:16
  to
• 22:16
  help
• 22:16
  kids
• 22:17
  stop
• 22:17
  procrastinating,
• 22:18
  manage
• 22:18
  their
• 22:19
  time,
• 22:19
  control
• 22:19
  distractions,
• 22:20
  get
• 22:21
  organized,
• 22:21
  learn
• 22:22
  to
• 22:22
  plan,
• 22:22
  build
• 22:22
  study
• 22:23
  skills,
• 22:23
  stop
• 22:24
  losing
• 22:24
  things,
• 22:25
  limit
• 22:25
  screen
• 22:26
  time,
• 22:26
  and
• 22:26
  handle
• 22:27
  their
• 22:27
  emotions
• 22:27
  with
• 22:27
  more
• 22:27
  control.
• 22:28
  We
• 22:29
  do
• 22:29
  this
• 22:29
  by
• 22:29
  helping
• 22:29
  kids
• 22:30
  build
• 22:30
  new
• 22:30
  habits
• 22:31
  that
• 22:31
  take
• 22:31
  the
• 22:31
  place
• 22:31
  of
• 22:32
  old
• 22:32
  counterproductive
• 22:33
  behavior
• 22:33
  patterns.
• 22:34
  Research
• 22:34
  shows
• 22:35
  that
• 22:35
  coaching
• 22:35
  kids
• 22:36
  really
• 22:36
  works.
• 22:37
  And
• 22:37
  the
• 22:37
  habit
• 22:37
  coach
• 22:38
  system
• 22:38
  of
• 22:38
  weekly
• 22:38
  coaching,
• 22:39
  check
• 22:39
  ins
• 22:40
  and
• 22:40
  parent
• 22:40
  meetings
• 22:41
  is
• 22:41
  the
• 22:41
  most
• 22:41
  effective
• 22:41
  model
• 22:42
  out
• 22:42
  there.
• 22:43
  You
• 22:43
  can
• 22:43
  get
• 22:43
  started
• 22:43
  for
• 22:44
  less
• 22:44
  than
• 22:44
  $10
• 22:45
  a
• 22:45
  month.
• 22:45
  Don't
• 22:46
  go
• 22:46
  another
• 22:46
  day
• 22:46
  without
• 22:47
  help.
• 22:47
  The
• 22:48
  longer
• 22:48
  you
• 22:48
  wait,
• 22:48
  the
• 22:49
  tougher
• 22:49
  those
• 22:49
  old
• 22:49
  negative
• 22:50
  habits
• 22:50
  take
• 22:51
  to
• 22:51
  fix.
• 22:51
  Start
• 22:52
  now@habitcoach.com
• 22:55
  and
• 22:55
  so
• 22:55
  whatever
• 22:56
  you're
• 22:56
  creating,
• 22:57
  you
• 22:57
  want
• 22:57
  to
• 22:57
  think
• 22:58
  about
• 22:58
  how
• 22:58
  do
• 22:59
  I
• 22:59
  make
• 22:59
  it
• 22:59
  different
• 23:00
  from
• 23:01
  what
• 23:02
  you
• 23:02
  know,
• 23:03
  what
• 23:03
  the
• 23:03
  competition
• 23:04
  has.
• 23:04
  And
• 23:04
  that's
• 23:05
  a
• 23:05
  big
• 23:05
  part
• 23:05
  of
• 23:05
  what
• 23:05
  you
• 23:06
  have
• 23:06
  to
• 23:06
  do.
• 23:06
  That's
• 23:07
  why
• 23:07
  people
• 23:07
  will
• 23:07
  come
• 23:07
  to
• 23:08
  you.
• 23:08
  Instead
• 23:08
  of
• 23:09
  coming
• 23:09
  to,
• 23:10
  I
• 23:11
  need
• 23:11
  you
• 23:11
  to
• 23:11
  come
• 23:11
  to
• 23:11
  your
• 23:11
  microphone.
• 23:12
  Oh,
• 23:13
  sorry,
• 23:13
  I
• 23:14
  got
• 23:14
  too
• 23:14
  excited.
• 23:14
  You
• 23:15
  keep
• 23:15
  migrating
• 23:16
  further
• 23:16
  and
• 23:16
  Further
• 23:16
  away
• 23:17
  from
• 23:17
  your
• 23:17
  microphone.
• 23:17
  I'm
• 23:17
  so
• 23:17
  excited
• 23:18
  when
• 23:18
  I
• 23:18
  talk
• 23:18
  about
• 23:19
  this.
• 23:19
  I
• 23:19
  do.
• 23:20
  And
• 23:21
  one
• 23:21
  last
• 23:21
  thing
• 23:21
  we
• 23:22
  added,
• 23:22
  which
• 23:22
  was
• 23:23
  tutoring.
• 23:23
  And
• 23:23
  I
• 23:23
  don't
• 23:24
  know
• 23:24
  if
• 23:24
  you
• 23:24
  remember.
• 23:25
  I
• 23:25
  remember
• 23:25
  I
• 23:25
  used
• 23:25
  to
• 23:26
  have
• 23:26
  to
• 23:26
  hire
• 23:26
  tutors
• 23:26
  for
• 23:27
  you
• 23:27
  all
• 23:27
  the
• 23:27
  time,
• 23:28
  and
• 23:28
  they
• 23:28
  were
• 23:29
  terrible.
• 23:29
  They
• 23:29
  were.
• 23:30
  They
• 23:31
  were
• 23:31
  never
• 23:31
  teaching
• 23:32
  you
• 23:32
  anything.
• 23:33
  All
• 23:33
  they
• 23:33
  did
• 23:33
  was
• 23:33
  do
• 23:34
  your
• 23:34
  homework.
• 23:34
  They
• 23:34
  did,
• 23:35
  Remember.
• 23:35
  Yeah.
• 23:36
  Which
• 23:36
  I
• 23:36
  love.
• 23:36
  So
• 23:37
  everybody
• 23:37
  kept
• 23:37
  saying,
• 23:38
  you
• 23:38
  should
• 23:38
  add
• 23:38
  tutoring.
• 23:39
  And
• 23:39
  I
• 23:39
  kept
• 23:39
  saying,
• 23:40
  not
• 23:40
  adding
• 23:41
  tutoring.
• 23:42
  No,
• 23:43
  no,
• 23:43
  how
• 23:43
  do
• 23:44
  I
• 23:44
  make.
• 23:44
  But
• 23:44
  we
• 23:45
  did
• 23:45
  add
• 23:45
  tutoring.
• 23:46
  And
• 23:46
  the
• 23:46
  way
• 23:47
  we
• 23:47
  made
• 23:47
  it
• 23:47
  different
• 23:48
  again,
• 23:48
  usp
• 23:49
  is
• 23:50
  we
• 23:50
  only
• 23:50
  hire.
• 23:50
  We
• 23:50
  hire
• 23:51
  teachers
• 23:52
  who
• 23:52
  have
• 23:52
  actually
• 23:53
  given
• 23:53
  these
• 23:53
  tests,
• 23:54
  and
• 23:54
  we
• 23:55
  create
• 23:55
  a
• 23:55
  curriculum.
• 23:56
  Yeah,
• 23:56
  we
• 23:56
  have.
• 23:56
  Well,
• 23:56
  we
• 23:57
  do.
• 23:57
  We
• 23:57
  have
• 23:57
  a
• 23:57
  curriculum
• 23:57
  for
• 23:58
  every
• 23:58
  test.
• 23:58
  That
• 23:58
  helps,
• 23:59
  but
• 23:59
  also
• 24:00
  we
• 24:00
  make
• 24:00
  them
• 24:01
  try
• 24:01
  out.
• 24:02
  You
• 24:02
  know,
• 24:02
  other
• 24:02
  companies
• 24:03
  don't
• 24:03
  do
• 24:03
  that.
• 24:03
  Yeah.
• 24:04
  We're
• 24:04
  like,
• 24:04
  you
• 24:04
  can
• 24:04
  do
• 24:04
  it
• 24:05
  because
• 24:05
  you
• 24:05
  know
• 24:05
  you
• 24:05
  can.
• 24:06
  Yeah,
• 24:06
  no,
• 24:07
  no.
• 24:07
  We
• 24:07
  make
• 24:07
  them
• 24:07
  try
• 24:07
  out.
• 24:08
  Watch
• 24:08
  them.
• 24:09
  You
• 24:09
  vet
• 24:09
  people.
• 24:09
  I
• 24:10
  totally
• 24:10
  vet
• 24:10
  people
• 24:11
  because
• 24:11
  I
• 24:11
  had
• 24:12
  such
• 24:12
  a
• 24:12
  bad
• 24:12
  experience
• 24:13
  with.
• 24:13
  Yeah.
• 24:14
  My
• 24:14
  tutors
• 24:14
  were
• 24:14
  so
• 24:15
  bootleg.
• 24:16
  They
• 24:16
  were
• 24:16
  terrible.
• 24:17
  Oh,
• 24:17
  my
• 24:17
  God,
• 24:17
  they
• 24:17
  were
• 24:17
  so
• 24:18
  bootleg.
• 24:18
  I
• 24:18
  didn't
• 24:19
  learn
• 24:19
  anything.
• 24:19
  And
• 24:19
  at
• 24:20
  a
• 24:20
  certain
• 24:20
  point,
• 24:20
  they
• 24:20
  all
• 24:20
  just
• 24:20
  like,
• 24:21
  you
• 24:21
  know
• 24:21
  what?
• 24:21
  This
• 24:21
  is
• 24:22
  just
• 24:22
  gonna
• 24:22
  be
• 24:22
  easier
• 24:22
  if
• 24:22
  I
• 24:23
  do
• 24:23
  this
• 24:23
  for
• 24:23
  you.
• 24:23
  Then
• 24:23
  they
• 24:24
  did
• 24:24
  your
• 24:24
  homework,
• 24:24
  and
• 24:24
  then
• 24:24
  the
• 24:24
  teacher
• 24:25
  would
• 24:25
  be
• 24:25
  like,
• 24:25
  skylar,
• 24:25
  how
• 24:25
  did
• 24:26
  you
• 24:26
  arrive
• 24:26
  at
• 24:26
  these
• 24:26
  conclusions?
• 24:27
  And
• 24:27
  I'd
• 24:27
  be
• 24:27
  like,
• 24:28
  magic.
• 24:29
  I
• 24:29
  don't
• 24:29
  know.
• 24:31
  But
• 24:32
  anyway,
• 24:32
  so
• 24:32
  I'm
• 24:33
  just
• 24:33
  saying,
• 24:33
  find
• 24:33
  those
• 24:34
  things
• 24:35
  that
• 24:35
  make
• 24:36
  you
• 24:36
  different,
• 24:37
  and,
• 24:38
  you
• 24:38
  know,
• 24:38
  you'll
• 24:38
  listen
• 24:39
  to
• 24:39
  your
• 24:39
  customer.
• 24:39
  They'll
• 24:40
  help
• 24:40
  you.
• 24:40
  Yeah,
• 24:40
  but.
• 24:41
  But
• 24:41
  you
• 24:42
  might
• 24:42
  have
• 24:42
  to
• 24:42
  figure
• 24:42
  these
• 24:43
  things
• 24:43
  out.
• 24:43
  Yeah.
• 24:43
  Yeah,
• 24:44
  totally.
• 24:44
  Okay.
• 24:46
  So
• 24:46
  what
• 24:46
  else
• 24:47
  does
• 24:47
  he
• 24:47
  say
• 24:47
  in
• 24:48
  the
• 24:48
  mom
• 24:48
  test?
• 24:49
  Okay.
• 24:49
  This
• 24:49
  was
• 24:49
  such
• 24:49
  an
• 24:50
  important
• 24:50
  part.
• 24:51
  Okay.
• 24:51
  Should
• 24:52
  you
• 24:52
  take
• 24:52
  a
• 24:52
  partner?
• 24:53
  You
• 24:53
  have
• 24:53
  so
• 24:54
  much
• 24:54
  experience
• 24:54
  with
• 24:55
  this.
• 24:55
  Oh,
• 24:55
  dear.
• 24:55
  I
• 24:56
  do.
• 24:56
  Okay.
• 24:58
  Would
• 24:58
  you
• 24:58
  work
• 24:59
  with
• 24:59
  a
• 24:59
  good
• 24:59
  friend
• 25:00
  or
• 25:00
  no?
• 25:01
  I
• 25:01
  feel
• 25:01
  like
• 25:01
  that's
• 25:01
  a
• 25:02
  thing.
• 25:02
  Well,
• 25:02
  I
• 25:02
  know.
• 25:02
  Especially
• 25:03
  if
• 25:03
  you're
• 25:03
  a
• 25:04
  mom
• 25:04
  or
• 25:04
  something
• 25:04
  and
• 25:05
  you're
• 25:05
  thinking
• 25:05
  about
• 25:05
  starting.
• 25:06
  You
• 25:06
  kind
• 25:06
  of
• 25:07
  want
• 25:07
  to
• 25:07
  start
• 25:07
  a
• 25:07
  business
• 25:07
  with
• 25:08
  a
• 25:08
  friend.
• 25:08
  It
• 25:08
  makes
• 25:08
  it
• 25:09
  easier.
• 25:09
  Yeah.
• 25:09
  And
• 25:10
  my
• 25:10
  first
• 25:10
  business,
• 25:10
  I
• 25:11
  did
• 25:11
  start
• 25:11
  with
• 25:11
  a
• 25:11
  friend,
• 25:13
  but
• 25:13
  the
• 25:13
  problem
• 25:14
  was
• 25:14
  we
• 25:14
  both
• 25:14
  did
• 25:15
  the
• 25:15
  same
• 25:15
  thing.
• 25:16
  So
• 25:16
  I
• 25:16
  would
• 25:16
  say
• 25:17
  to
• 25:17
  people,
• 25:17
  if
• 25:17
  you
• 25:18
  are
• 25:19
  going
• 25:19
  to
• 25:19
  take
• 25:19
  a
• 25:19
  partner,
• 25:19
  you're
• 25:20
  thinking
• 25:20
  about
• 25:20
  doing
• 25:20
  this
• 25:21
  with
• 25:21
  a
• 25:21
  friend,
• 25:22
  make
• 25:22
  sure
• 25:22
  you
• 25:22
  do
• 25:22
  different
• 25:23
  things.
• 25:23
  Yeah.
• 25:24
  Because
• 25:25
  what
• 25:25
  happens
• 25:25
  is
• 25:26
  you're
• 25:26
  going
• 25:26
  to.
• 25:26
  There's
• 25:27
  so
• 25:27
  many
• 25:27
  things.
• 25:27
  You
• 25:28
  start
• 25:28
  a
• 25:28
  business
• 25:28
  and
• 25:29
  you
• 25:29
  think
• 25:29
  it's
• 25:29
  to
• 25:30
  do
• 25:30
  whatever
• 25:30
  the
• 25:30
  thing
• 25:31
  is
• 25:31
  you're
• 25:31
  trying
• 25:31
  to
• 25:31
  do,
• 25:32
  but.
• 25:32
  But
• 25:33
  there's
• 25:33
  Also
• 25:33
  things
• 25:34
  like
• 25:34
  accounting
• 25:36
  and
• 25:37
  operations
• 25:38
  and
• 25:39
  technology.
• 25:40
  There's
• 25:40
  all
• 25:40
  this
• 25:41
  stuff
• 25:41
  that
• 25:41
  you
• 25:41
  just
• 25:42
  don't
• 25:42
  know
• 25:42
  anything
• 25:42
  about.
• 25:42
  Yeah.
• 25:43
  That
• 25:43
  has
• 25:43
  nothing
• 25:44
  to
• 25:44
  do
• 25:44
  with
• 25:44
  why
• 25:44
  you
• 25:44
  started
• 25:45
  your
• 25:45
  business.
• 25:46
  So
• 25:46
  if
• 25:47
  you
• 25:47
  take
• 25:47
  a
• 25:47
  partner,
• 25:48
  make
• 25:48
  sure
• 25:48
  you
• 25:48
  can
• 25:48
  each
• 25:49
  do
• 25:49
  different
• 25:49
  things.
• 25:50
  That's
• 25:50
  the
• 25:50
  first
• 25:51
  thing.
• 25:51
  Delegate.
• 25:52
  Right.
• 25:52
  And
• 25:52
  then
• 25:53
  you
• 25:53
  don't
• 25:53
  have
• 25:53
  to
• 25:53
  pay
• 25:53
  someone
• 25:54
  else
• 25:54
  to
• 25:54
  do
• 25:55
  it.
• 25:55
  Yes.
• 25:55
  Because
• 25:55
  it
• 25:55
  can
• 25:55
  take
• 25:56
  a
• 25:56
  toll
• 25:56
  on
• 25:57
  a
• 25:57
  friendship.
• 25:57
  You
• 25:57
  might
• 25:58
  love
• 25:58
  someone
• 25:58
  as
• 25:58
  a
• 25:59
  friend.
• 25:59
  Right.
• 25:59
  And
• 25:59
  then
• 26:00
  discover
• 26:00
  that
• 26:00
  as
• 26:01
  a
• 26:01
  business
• 26:01
  partner,
• 26:02
  it
• 26:02
  is.
• 26:02
  They're
• 26:03
  not.
• 26:03
  No.
• 26:04
  And
• 26:04
  it
• 26:04
  will
• 26:04
  make
• 26:05
  you
• 26:05
  like
• 26:05
  them
• 26:05
  less.
• 26:06
  Yeah.
• 26:06
  It's
• 26:07
  bad.
• 26:07
  It
• 26:08
  has.
• 26:08
  Going
• 26:08
  into
• 26:08
  business
• 26:09
  with
• 26:09
  a
• 26:09
  friend
• 26:09
  has
• 26:10
  ruined
• 26:10
  many
• 26:10
  friendships.
• 26:11
  Yeah.
• 26:11
  And
• 26:11
  they
• 26:11
  are
• 26:11
  repairable.
• 26:13
  You
• 26:13
  are
• 26:13
  no
• 26:13
  longer
• 26:14
  in
• 26:14
  business,
• 26:14
  I
• 26:14
  would
• 26:14
  say.
• 26:15
  Yeah.
• 26:16
  So.
• 26:16
  And
• 26:17
  I
• 26:17
  would
• 26:17
  say
• 26:17
  it's
• 26:17
  not
• 26:18
  just
• 26:18
  the
• 26:19
  doing
• 26:19
  different
• 26:19
  things
• 26:20
  thing.
• 26:20
  You
• 26:21
  also
• 26:21
  have
• 26:21
  to
• 26:21
  think
• 26:21
  about
• 26:21
  is
• 26:22
  this
• 26:22
  somebody
• 26:22
  that
• 26:23
  in
• 26:23
  the
• 26:23
  long
• 26:23
  run,
• 26:24
  when
• 26:24
  we
• 26:25
  disagree,
• 26:25
  are
• 26:26
  we
• 26:26
  going
• 26:26
  to
• 26:26
  be
• 26:26
  able
• 26:26
  to
• 26:27
  get
• 26:27
  through
• 26:28
  just
• 26:28
  big
• 26:28
  disagreements?
• 26:29
  Because
• 26:29
  you
• 26:29
  will
• 26:30
  disagree.
• 26:31
  So
• 26:31
  there's
• 26:32
  that.
• 26:32
  And,
• 26:34
  you
• 26:34
  know,
• 26:34
  that
• 26:35
  makes
• 26:35
  it
• 26:35
  harder.
• 26:35
  And
• 26:36
  if
• 26:36
  you
• 26:36
  are
• 26:36
  going
• 26:36
  to
• 26:37
  take
• 26:37
  a
• 26:37
  partner
• 26:38
  at
• 26:38
  the
• 26:38
  very
• 26:38
  beginning,
• 26:39
  before
• 26:39
  you
• 26:39
  get
• 26:39
  started,
• 26:41
  try
• 26:41
  to
• 26:41
  make
• 26:42
  an
• 26:42
  agreement
• 26:43
  where
• 26:43
  you
• 26:43
  agree
• 26:44
  who's
• 26:44
  going
• 26:44
  to
• 26:44
  do
• 26:45
  what.
• 26:45
  How
• 26:46
  do
• 26:46
  you
• 26:46
  divide
• 26:46
  the
• 26:46
  money?
• 26:48
  And
• 26:48
  the
• 26:48
  money
• 26:48
  will
• 26:48
  not
• 26:49
  come
• 26:49
  in
• 26:49
  for
• 26:49
  a
• 26:50
  long
• 26:50
  time.
• 26:50
  Just
• 26:50
  be
• 26:51
  prepared.
• 26:52
  Prepared
• 26:52
  to
• 26:53
  be
• 26:53
  in
• 26:53
  the
• 26:53
  red
• 26:53
  for
• 26:54
  years.
• 26:54
  Yeah.
• 26:54
  I
• 26:55
  mean,
• 26:55
  it
• 26:55
  won't
• 26:55
  happen
• 26:55
  right
• 26:56
  away.
• 26:56
  So,
• 26:56
  you
• 26:57
  know,
• 26:57
  how
• 26:57
  are
• 26:57
  you
• 26:58
  going
• 26:58
  to
• 26:58
  put.
• 26:58
  If
• 26:58
  you
• 26:59
  have
• 26:59
  to
• 26:59
  put
• 26:59
  money
• 26:59
  in,
• 26:59
  who's
• 27:00
  going
• 27:00
  to
• 27:00
  do
• 27:00
  that?
• 27:00
  You
• 27:00
  know,
• 27:00
  so
• 27:00
  you
• 27:01
  have
• 27:01
  to
• 27:01
  have
• 27:01
  a.
• 27:01
  Where's
• 27:01
  it
• 27:01
  going
• 27:01
  to
• 27:01
  come
• 27:02
  from?
• 27:02
  And
• 27:03
  it
• 27:03
  should
• 27:03
  be
• 27:03
  in
• 27:03
  writing.
• 27:04
  Yeah.
• 27:04
  Put
• 27:04
  it
• 27:04
  all
• 27:05
  in
• 27:05
  writing
• 27:05
  at
• 27:05
  the
• 27:05
  beginning.
• 27:06
  That's
• 27:06
  really,
• 27:06
  really
• 27:07
  important.
• 27:07
  When
• 27:07
  you
• 27:07
  guys
• 27:08
  still
• 27:08
  love
• 27:08
  each
• 27:08
  other
• 27:09
  and
• 27:09
  you
• 27:09
  need
• 27:09
  to
• 27:10
  do
• 27:10
  this
• 27:10
  before
• 27:10
  things
• 27:11
  come
• 27:11
  up
• 27:11
  so
• 27:12
  that
• 27:12
  you
• 27:12
  have
• 27:12
  a
• 27:12
  protocol.
• 27:13
  You
• 27:13
  both
• 27:14
  know
• 27:14
  what
• 27:14
  to
• 27:14
  expect.
• 27:15
  Managing
• 27:15
  expectations
• 27:16
  in
• 27:16
  the
• 27:16
  beginning
• 27:17
  is
• 27:17
  really,
• 27:18
  really
• 27:18
  important.
• 27:19
  Absolutely.
• 27:19
  I
• 27:19
  think
• 27:20
  that's
• 27:20
  really,
• 27:20
  really
• 27:20
  important.
• 27:23
  Go
• 27:24
  ahead,
• 27:24
  Mom.
• 27:24
  Well,
• 27:24
  I
• 27:25
  just
• 27:25
  wanted
• 27:25
  to
• 27:25
  say
• 27:26
  too,
• 27:26
  that
• 27:28
  another
• 27:28
  recommendation
• 27:29
  I
• 27:29
  make.
• 27:30
  We
• 27:30
  didn't
• 27:30
  really
• 27:31
  get
• 27:31
  into
• 27:31
  this
• 27:31
  in
• 27:31
  the
• 27:31
  book,
• 27:32
  though,
• 27:33
  but
• 27:33
  is
• 27:34
  if
• 27:34
  you
• 27:34
  can
• 27:35
  try
• 27:35
  to
• 27:35
  bootstrap
• 27:36
  your
• 27:36
  company
• 27:36
  at
• 27:37
  the
• 27:37
  beginning,
• 27:38
  just
• 27:38
  try
• 27:38
  to
• 27:40
  not
• 27:41
  spend
• 27:41
  a
• 27:41
  lot
• 27:41
  of
• 27:41
  money
• 27:42
  to
• 27:42
  put
• 27:42
  it
• 27:42
  out
• 27:42
  there,
• 27:43
  because
• 27:44
  just
• 27:44
  put
• 27:44
  it
• 27:45
  out
• 27:45
  there
• 27:45
  in
• 27:45
  as
• 27:46
  small
• 27:46
  a
• 27:46
  way
• 27:47
  as
• 27:47
  you
• 27:47
  can
• 27:48
  without
• 27:49
  spending
• 27:49
  a
• 27:49
  ton
• 27:50
  of
• 27:50
  money,
• 27:50
  because
• 27:50
  then
• 27:51
  you'll
• 27:51
  get
• 27:51
  feedback
• 27:52
  from
• 27:52
  more
• 27:53
  feedback,
• 27:53
  which
• 27:53
  then
• 27:54
  you
• 27:54
  can
• 27:54
  ask
• 27:54
  questions
• 27:55
  about
• 27:55
  using
• 27:55
  his
• 27:55
  book.
• 27:56
  I
• 27:56
  had
• 27:56
  an
• 27:56
  experience
• 27:56
  like
• 27:57
  that
• 27:57
  with.
• 27:58
  I
• 27:58
  wrote
• 27:58
  a
• 27:58
  novel,
• 27:59
  and
• 27:59
  when
• 27:59
  I
• 27:59
  was
• 27:59
  trying
• 28:00
  to
• 28:00
  go
• 28:00
  out
• 28:00
  and
• 28:00
  find
• 28:00
  an
• 28:01
  agent,
• 28:02
  I
• 28:02
  made
• 28:02
  the
• 28:02
  mistake
• 28:03
  of
• 28:03
  sending
• 28:04
  my
• 28:05
  first,
• 28:05
  like,
• 28:06
  Letters
• 28:07
  out
• 28:07
  to
• 28:07
  the
• 28:08
  people
• 28:08
  I
• 28:08
  wanted
• 28:09
  the
• 28:09
  most.
• 28:10
  And
• 28:11
  over
• 28:11
  time,
• 28:12
  that
• 28:12
  letter
• 28:13
  got
• 28:13
  so
• 28:14
  much
• 28:14
  stronger.
• 28:15
  Right.
• 28:15
  And
• 28:16
  I
• 28:16
  really
• 28:16
  wish
• 28:16
  I
• 28:17
  had
• 28:17
  sent
• 28:17
  it
• 28:17
  out
• 28:18
  to
• 28:18
  the
• 28:18
  people
• 28:19
  I
• 28:19
  was
• 28:19
  less
• 28:20
  interested
• 28:21
  in
• 28:21
  working
• 28:21
  with,
• 28:22
  and
• 28:22
  then
• 28:22
  eventually,
• 28:23
  as
• 28:23
  it
• 28:23
  got
• 28:23
  refined,
• 28:24
  more,
• 28:25
  sent
• 28:25
  it
• 28:26
  to
• 28:26
  the
• 28:26
  people
• 28:26
  I
• 28:27
  really
• 28:27
  wanted.
• 28:28
  Yeah,
• 28:28
  that's
• 28:28
  a
• 28:28
  good
• 28:29
  lesson.
• 28:29
  Yeah.
• 28:30
  When
• 28:30
  you
• 28:30
  write
• 28:31
  that's
• 28:31
  true
• 28:31
  is
• 28:32
  that
• 28:32
  you
• 28:32
  have
• 28:32
  to
• 28:33
  experiment
• 28:33
  first.
• 28:36
  And
• 28:36
  they
• 28:36
  all
• 28:36
  ask
• 28:37
  for
• 28:37
  different
• 28:37
  things
• 28:37
  and
• 28:37
  they're
• 28:38
  queries
• 28:38
  and
• 28:38
  you're
• 28:38
  like,
• 28:38
  oh,
• 28:39
  I
• 28:39
  wish
• 28:39
  I
• 28:39
  had
• 28:39
  mentioned
• 28:39
  that
• 28:40
  to
• 28:40
  this
• 28:40
  other
• 28:41
  agent
• 28:41
  that
• 28:41
  I
• 28:41
  really
• 28:41
  wanted.
• 28:42
  Right,
• 28:43
  right.
• 28:43
  You
• 28:44
  jumped
• 28:44
  the
• 28:44
  gun
• 28:44
  a
• 28:44
  little
• 28:44
  bit.
• 28:45
  I
• 28:45
  jumped
• 28:45
  the
• 28:45
  gun.
• 28:46
  Right,
• 28:46
  right.
• 28:47
  No,
• 28:47
  you
• 28:47
  did.
• 28:47
  But
• 28:48
  that's
• 28:48
  okay.
• 28:48
  That's
• 28:48
  how
• 28:48
  you
• 28:48
  learn.
• 28:49
  Yeah,
• 28:49
  totally.
• 28:50
  Live
• 28:50
  and
• 28:51
  learn.
• 28:51
  Right,
• 28:51
  Right.
• 28:53
  So
• 28:53
  how
• 28:54
  do
• 28:54
  you
• 28:54
  compete?
• 28:54
  Or,
• 28:55
  sorry,
• 28:55
  how
• 28:55
  complete
• 28:56
  does
• 28:56
  the
• 28:56
  business
• 28:56
  need
• 28:56
  to
• 28:56
  be
• 28:57
  when
• 28:57
  you
• 28:57
  start?
• 28:57
  So
• 28:58
  as
• 28:58
  you're
• 28:58
  saying,
• 28:58
  start
• 28:58
  small
• 28:59
  and
• 28:59
  evolve.
• 28:59
  Right.
• 29:00
  So.
• 29:00
  So
• 29:01
  you
• 29:01
  need
• 29:01
  a
• 29:01
  product
• 29:02
  or
• 29:02
  you
• 29:02
  need
• 29:02
  a
• 29:03
  service.
• 29:03
  Right,
• 29:04
  right.
• 29:04
  And
• 29:05
  you
• 29:05
  just
• 29:06
  need
• 29:07
  what?
• 29:07
  Just
• 29:08
  like
• 29:08
  the
• 29:08
  basics.
• 29:09
  Well,
• 29:10
  this
• 29:10
  is
• 29:10
  what
• 29:10
  he
• 29:10
  says
• 29:11
  in
• 29:11
  the
• 29:11
  book,
• 29:11
  which
• 29:11
  I
• 29:11
  didn't
• 29:12
  even
• 29:12
  know.
• 29:13
  He
• 29:13
  talks
• 29:13
  about
• 29:14
  how
• 29:14
  even
• 29:15
  the
• 29:15
  biggest
• 29:15
  companies
• 29:16
  today,
• 29:16
  they
• 29:16
  often,
• 29:17
  they
• 29:17
  start
• 29:17
  out
• 29:18
  really
• 29:18
  small.
• 29:19
  And
• 29:19
  so
• 29:19
  he
• 29:20
  is
• 29:20
  saying,
• 29:21
  start
• 29:21
  out
• 29:21
  with
• 29:22
  the
• 29:22
  smallest
• 29:22
  version
• 29:23
  of
• 29:23
  your
• 29:23
  product
• 29:23
  or
• 29:24
  service
• 29:24
  that
• 29:24
  you
• 29:24
  can,
• 29:25
  and
• 29:26
  you're
• 29:26
  gonna
• 29:26
  let
• 29:26
  it
• 29:26
  evolve
• 29:27
  after
• 29:27
  you
• 29:27
  get
• 29:27
  more
• 29:28
  customer
• 29:28
  feedback,
• 29:29
  he
• 29:30
  said,
• 29:30
  which
• 29:30
  I
• 29:30
  didn't
• 29:30
  know.
• 29:31
  Google
• 29:32
  was
• 29:32
  created
• 29:32
  to
• 29:33
  help
• 29:33
  PhD
• 29:33
  students
• 29:34
  find
• 29:34
  obscure
• 29:35
  bits
• 29:35
  of
• 29:36
  code.
• 29:36
  That
• 29:36
  was
• 29:36
  how
• 29:36
  they
• 29:37
  originally
• 29:37
  went
• 29:38
  out.
• 29:39
  Amazon
• 29:40
  was
• 29:40
  made.
• 29:40
  Right.
• 29:41
  For
• 29:41
  books.
• 29:41
  Books.
• 29:42
  Amazon
• 29:42
  was
• 29:42
  made
• 29:43
  to
• 29:43
  sell
• 29:43
  books.
• 29:44
  PayPal
• 29:44
  was
• 29:45
  made
• 29:45
  to
• 29:45
  help
• 29:46
  collectors
• 29:46
  buy
• 29:47
  and
• 29:47
  sell
• 29:47
  Beanie
• 29:48
  Babies
• 29:48
  efficiently,
• 29:49
  which
• 29:49
  I
• 29:49
  had
• 29:49
  no
• 29:50
  idea
• 29:50
  about.
• 29:52
  I
• 29:52
  mean,
• 29:52
  Mattel
• 29:53
  was
• 29:53
  started
• 29:54
  by
• 29:54
  Ruth
• 29:55
  Handler
• 29:55
  and
• 29:55
  her
• 29:55
  husband.
• 29:56
  They
• 29:56
  made
• 29:56
  picture
• 29:57
  frames
• 29:57
  and
• 29:58
  they
• 29:58
  took
• 29:59
  the
• 30:00
  leftover
• 30:00
  wood
• 30:01
  and
• 30:01
  they
• 30:01
  started
• 30:01
  making
• 30:02
  doll
• 30:03
  furniture.
• 30:03
  And
• 30:03
  that
• 30:03
  led
• 30:04
  to
• 30:04
  Barbie.
• 30:04
  Oh,
• 30:04
  my
• 30:05
  God.
• 30:05
  So
• 30:05
  it
• 30:05
  just,
• 30:05
  you
• 30:06
  know,
• 30:06
  what
• 30:06
  happens
• 30:06
  is
• 30:07
  you
• 30:07
  start
• 30:07
  out
• 30:07
  with
• 30:07
  an
• 30:08
  idea,
• 30:08
  whatever
• 30:08
  your
• 30:09
  idea
• 30:09
  is,
• 30:10
  and
• 30:11
  you
• 30:12
  put
• 30:12
  it
• 30:12
  out
• 30:12
  there
• 30:13
  and
• 30:13
  you're
• 30:13
  gonna
• 30:13
  get
• 30:14
  feedback,
• 30:14
  and
• 30:15
  your
• 30:15
  feedback
• 30:15
  is
• 30:16
  going
• 30:16
  to
• 30:17
  tell
• 30:17
  you
• 30:17
  how
• 30:17
  to
• 30:18
  evolve
• 30:18
  your
• 30:18
  company.
• 30:19
  So,
• 30:20
  like,
• 30:20
  when
• 30:20
  we
• 30:20
  started
• 30:20
  Testing
• 30:21
  mom,
• 30:21
  just
• 30:21
  for
• 30:22
  an
• 30:22
  example,
• 30:23
  all
• 30:23
  we
• 30:23
  did
• 30:23
  was
• 30:25
  we
• 30:25
  helped
• 30:26
  people
• 30:26
  in
• 30:26
  New
• 30:26
  York
• 30:27
  City
• 30:28
  with
• 30:28
  the
• 30:29
  practice
• 30:29
  questions
• 30:30
  to
• 30:30
  get
• 30:30
  into
• 30:30
  gifted
• 30:31
  programs
• 30:31
  and
• 30:32
  private
• 30:32
  schools.
• 30:32
  That
• 30:32
  was
• 30:33
  it.
• 30:33
  Yeah,
• 30:33
  it
• 30:33
  was
• 30:34
  very
• 30:34
  small.
• 30:34
  Then
• 30:35
  over
• 30:35
  time,
• 30:36
  we
• 30:36
  would
• 30:36
  add
• 30:36
  other
• 30:37
  tests
• 30:37
  for
• 30:37
  other
• 30:37
  parts
• 30:38
  of
• 30:38
  the
• 30:38
  country.
• 30:39
  And
• 30:40
  then
• 30:40
  we
• 30:40
  would.
• 30:40
  Then
• 30:41
  we
• 30:41
  added,
• 30:41
  you
• 30:42
  know,
• 30:42
  after
• 30:42
  the
• 30:42
  test,
• 30:43
  we
• 30:43
  need
• 30:43
  all
• 30:43
  these
• 30:44
  programs
• 30:44
  to
• 30:44
  help
• 30:44
  your
• 30:45
  child
• 30:45
  learn.
• 30:46
  So
• 30:46
  we
• 30:46
  added
• 30:46
  our
• 30:46
  skill
• 30:47
  building
• 30:47
  academy
• 30:47
  with
• 30:48
  lots.
• 30:48
  Yeah,
• 30:48
  like,
• 30:48
  once
• 30:48
  your
• 30:49
  kid
• 30:49
  is
• 30:49
  in
• 30:49
  the
• 30:49
  school,
• 30:50
  they
• 30:50
  now
• 30:50
  keep
• 30:50
  up.
• 30:51
  They
• 30:51
  have
• 30:51
  to
• 30:51
  keep
• 30:51
  up.
• 30:52
  Here's
• 30:52
  how
• 30:52
  they
• 30:52
  keep
• 30:52
  up.
• 30:53
  So
• 30:53
  you
• 30:53
  add
• 30:53
  those
• 30:54
  things
• 30:54
  along
• 30:55
  the
• 30:55
  way
• 30:55
  and.
• 30:55
  But
• 30:56
  start
• 30:56
  small
• 30:57
  because
• 30:58
  that's
• 30:58
  how
• 30:58
  you
• 30:59
  learn.
• 30:59
  You
• 30:59
  get
• 30:59
  it
• 31:00
  out
• 31:00
  there,
• 31:00
  you
• 31:00
  test.
• 31:00
  And
• 31:01
  that's
• 31:01
  kind
• 31:01
  of
• 31:01
  what
• 31:01
  he
• 31:02
  says
• 31:02
  as
• 31:02
  well.
• 31:03
  Do
• 31:03
  you
• 31:03
  need
• 31:03
  to
• 31:04
  go
• 31:04
  to
• 31:04
  business
• 31:04
  school
• 31:04
  or
• 31:04
  get
• 31:05
  like
• 31:05
  any
• 31:05
  kind
• 31:05
  of
• 31:06
  training
• 31:06
  before
• 31:06
  you
• 31:07
  do
• 31:07
  something
• 31:07
  like
• 31:07
  this?
• 31:07
  Or
• 31:08
  can
• 31:08
  you
• 31:08
  kind
• 31:08
  of
• 31:08
  just
• 31:08
  do
• 31:09
  it,
• 31:09
  wing
• 31:09
  it?
• 31:09
  Yeah.
• 31:10
  Okay.
• 31:11
  Ms.
• 31:12
  Business
• 31:12
  School.
• 31:12
  Well,
• 31:13
  I
• 31:13
  did
• 31:13
  not
• 31:13
  go
• 31:13
  to
• 31:14
  business.
• 31:14
  I
• 31:14
  went
• 31:14
  to
• 31:14
  undergraduate,
• 31:15
  but
• 31:15
  I
• 31:16
  didn't
• 31:16
  go
• 31:16
  to
• 31:16
  business
• 31:16
  school.
• 31:16
  Oh,
• 31:16
  yes,
• 31:17
  you
• 31:17
  didn't
• 31:17
  go
• 31:17
  to
• 31:17
  like
• 31:18
  official
• 31:18
  business
• 31:18
  school.
• 31:18
  Well,
• 31:19
  I
• 31:19
  think,
• 31:19
  you
• 31:19
  know,
• 31:20
  I
• 31:20
  would
• 31:20
  say
• 31:21
  that,
• 31:23
  you
• 31:23
  know,
• 31:23
  he
• 31:23
  talks
• 31:24
  about
• 31:26
  having
• 31:26
  a
• 31:27
  founder
• 31:27
  who's
• 31:27
  very
• 31:27
  involved
• 31:29
  and
• 31:30
  really
• 31:30
  hands
• 31:31
  on.
• 31:31
  He
• 31:31
  doesn't
• 31:31
  talk
• 31:31
  about
• 31:32
  whether
• 31:32
  you
• 31:32
  have
• 31:32
  to
• 31:32
  have
• 31:33
  an
• 31:33
  MBA
• 31:33
  or
• 31:33
  anything
• 31:34
  like
• 31:34
  that.
• 31:34
  But
• 31:35
  I
• 31:35
  have
• 31:35
  always
• 31:36
  had
• 31:36
  the
• 31:37
  philosophy
• 31:38
  that
• 31:38
  you
• 31:38
  just
• 31:39
  do
• 31:39
  it
• 31:39
  and
• 31:40
  you
• 31:40
  ask
• 31:40
  questions
• 31:41
  later.
• 31:41
  And
• 31:41
  that's
• 31:41
  always
• 31:42
  been
• 31:42
  my
• 31:43
  way
• 31:43
  of
• 31:43
  doing
• 31:43
  things.
• 31:44
  Like
• 31:45
  the
• 31:45
  first
• 31:45
  time
• 31:45
  I
• 31:45
  wrote
• 31:45
  a
• 31:45
  book.
• 31:46
  I
• 31:46
  wrote
• 31:46
  a
• 31:46
  book
• 31:46
  without
• 31:47
  ever
• 31:47
  taking
• 31:47
  a
• 31:48
  writing
• 31:48
  class?
• 31:48
  No,
• 31:49
  I
• 31:49
  just
• 31:49
  said,
• 31:50
  you
• 31:50
  know
• 31:50
  what,
• 31:50
  I
• 31:50
  think
• 31:50
  I
• 31:50
  can
• 31:51
  write
• 31:51
  a
• 31:51
  book.
• 31:51
  And
• 31:51
  I
• 31:51
  did.
• 31:52
  Let's
• 31:52
  see,
• 31:52
  I've
• 31:53
  read
• 31:53
  books.
• 31:54
  Write
• 31:54
  one.
• 31:54
  Yeah,
• 31:55
  I
• 31:55
  know
• 31:55
  the
• 31:55
  kind
• 31:55
  of
• 31:55
  books
• 31:56
  I
• 31:56
  like
• 31:56
  to
• 31:56
  read,
• 31:56
  so
• 31:57
  why
• 31:57
  not?
• 31:57
  And
• 31:58
  when
• 31:59
  I
• 31:59
  first
• 31:59
  came
• 31:59
  out
• 32:00
  as
• 32:00
  an
• 32:00
  educational
• 32:01
  advisor,
• 32:03
  you
• 32:03
  know,
• 32:03
  I
• 32:04
  knew
• 32:04
  a
• 32:04
  little
• 32:04
  bit,
• 32:05
  but
• 32:05
  I
• 32:05
  knew
• 32:06
  a
• 32:06
  lot
• 32:06
  more
• 32:06
  than
• 32:07
  my
• 32:08
  clients
• 32:08
  did.
• 32:09
  Well,
• 32:09
  I
• 32:09
  feel
• 32:09
  like
• 32:09
  you
• 32:09
  also
• 32:09
  had
• 32:10
  really
• 32:10
  practical
• 32:10
  knowledge.
• 32:11
  I
• 32:11
  did.
• 32:11
  Because
• 32:12
  you
• 32:12
  knew
• 32:12
  the
• 32:13
  problems
• 32:13
  that
• 32:14
  needed
• 32:14
  solving
• 32:16
  and
• 32:16
  I
• 32:16
  had
• 32:16
  figured
• 32:16
  out
• 32:17
  how
• 32:17
  to
• 32:17
  solve
• 32:17
  them.
• 32:18
  But
• 32:18
  yourself.
• 32:19
  Yeah,
• 32:20
  and,
• 32:20
  and
• 32:21
  what
• 32:21
  I
• 32:21
  would
• 32:21
  say,
• 32:22
  I'll
• 32:22
  tell
• 32:22
  you,
• 32:22
  I
• 32:22
  don't
• 32:23
  know
• 32:23
  if
• 32:23
  you
• 32:23
  know
• 32:23
  this
• 32:23
  story,
• 32:23
  but
• 32:25
  when
• 32:25
  I
• 32:25
  first
• 32:25
  started
• 32:26
  out
• 32:27
  and
• 32:27
  I
• 32:27
  had
• 32:27
  been
• 32:27
  out
• 32:28
  like
• 32:28
  in
• 32:28
  a
• 32:29
  business
• 32:29
  for
• 32:29
  about
• 32:29
  a
• 32:29
  month
• 32:29
  as
• 32:30
  an
• 32:30
  educational
• 32:30
  advisor,
• 32:31
  and
• 32:31
  somehow
• 32:32
  there
• 32:32
  was
• 32:32
  a
• 32:33
  big
• 32:33
  scandal
• 32:33
  in
• 32:34
  New
• 32:34
  York
• 32:34
  City.
• 32:35
  It
• 32:35
  was
• 32:36
  the
• 32:36
  92nd
• 32:37
  Street
• 32:37
  Y.
• 32:38
  There
• 32:38
  was
• 32:39
  an
• 32:39
  analyst
• 32:40
  who
• 32:41
  gave
• 32:42
  good
• 32:42
  information,
• 32:43
  changed
• 32:44
  his
• 32:44
  report
• 32:44
  on
• 32:45
  a
• 32:45
  company
• 32:45
  because
• 32:46
  the
• 32:46
  CEO
• 32:47
  of
• 32:47
  the
• 32:47
  company
• 32:48
  agreed
• 32:48
  to
• 32:48
  help
• 32:48
  him
• 32:49
  get
• 32:49
  his
• 32:49
  kid
• 32:49
  into
• 32:49
  the
• 32:49
  92nd
• 32:50
  Street
• 32:50
  Y.
• 32:51
  So
• 32:51
  it
• 32:51
  was
• 32:51
  a
• 32:51
  big
• 32:51
  scandal.
• 32:53
  Sorry,
• 32:53
  quid
• 32:53
  pro
• 32:54
  quo.
• 32:55
  Yes,
• 32:55
  exactly.
• 32:56
  So
• 32:56
  it
• 32:57
  was
• 32:57
  a
• 32:57
  scandal.
• 32:57
  It
• 32:57
  was
• 32:58
  in
• 32:58
  the
• 32:58
  news.
• 32:58
  It
• 32:58
  was
• 32:58
  really
• 32:59
  bad.
• 32:59
  You
• 33:00
  can't.
• 33:00
  I
• 33:00
  mean,
• 33:00
  if
• 33:00
  the
• 33:00
  data
• 33:01
  was
• 33:01
  materially
• 33:02
  relevant
• 33:02
  information,
• 33:03
  well,
• 33:03
  it
• 33:04
  was
• 33:04
  a
• 33:04
  whole
• 33:04
  scandal.
• 33:05
  And
• 33:05
  so
• 33:05
  they.
• 33:05
  2020
• 33:06
  was
• 33:06
  trying
• 33:06
  to
• 33:07
  do
• 33:07
  a
• 33:07
  piece
• 33:07
  on
• 33:07
  it.
• 33:08
  So
• 33:08
  somehow
• 33:08
  they
• 33:08
  found
• 33:09
  me.
• 33:09
  Oh
• 33:09
  my
• 33:09
  God.
• 33:09
  2020,
• 33:10
  2020.
• 33:11
  Whoa.
• 33:11
  I
• 33:12
  know.
• 33:12
  And
• 33:12
  well
• 33:13
  on
• 33:13
  TV.
• 33:14
  So
• 33:14
  they
• 33:14
  found
• 33:14
  me
• 33:15
  and
• 33:15
  they
• 33:15
  called,
• 33:16
  they,
• 33:16
  they,
• 33:16
  I
• 33:17
  guess
• 33:17
  somehow
• 33:17
  they
• 33:17
  saw
• 33:18
  an
• 33:18
  ad
• 33:18
  for
• 33:18
  my
• 33:19
  business
• 33:19
  I
• 33:19
  had
• 33:19
  just
• 33:19
  put
• 33:20
  out.
• 33:20
  I
• 33:20
  had
• 33:20
  started
• 33:20
  a
• 33:21
  month
• 33:21
  early
• 33:22
  and
• 33:22
  I
• 33:22
  knew
• 33:23
  nothing.
• 33:23
  And
• 33:24
  they
• 33:25
  asked
• 33:25
  me
• 33:25
  about
• 33:26
  it.
• 33:26
  So,
• 33:26
  of
• 33:26
  course
• 33:26
  I
• 33:27
  commented
• 33:27
  on
• 33:27
  it.
• 33:28
  Absolutely.
• 33:29
  Like,
• 33:30
  I
• 33:30
  knew
• 33:30
  all
• 33:30
  about
• 33:30
  it,
• 33:31
  and
• 33:31
  I
• 33:31
  acted
• 33:32
  and
• 33:32
  I
• 33:32
  started
• 33:32
  telling
• 33:32
  all
• 33:33
  these
• 33:33
  crazy
• 33:33
  stories,
• 33:33
  which
• 33:34
  were
• 33:34
  true,
• 33:34
  that
• 33:34
  I'd
• 33:35
  heard
• 33:35
  about
• 33:36
  things
• 33:36
  parents
• 33:36
  would
• 33:36
  do
• 33:37
  to
• 33:37
  get
• 33:37
  their
• 33:37
  kids
• 33:37
  into
• 33:38
  private
• 33:38
  school.
• 33:39
  Next
• 33:39
  thing
• 33:39
  you
• 33:39
  know,
• 33:39
  they
• 33:40
  say,
• 33:40
  would
• 33:40
  you
• 33:40
  like
• 33:41
  to
• 33:41
  go
• 33:41
  on
• 33:41
  air
• 33:41
  to
• 33:42
  talk
• 33:42
  about
• 33:42
  this?
• 33:43
  So
• 33:43
  I
• 33:43
  said,
• 33:43
  of
• 33:43
  course
• 33:44
  I
• 33:44
  would.
• 33:45
  And
• 33:45
  so
• 33:45
  I
• 33:45
  went
• 33:46
  on
• 33:46
  2020
• 33:47
  as
• 33:47
  an
• 33:47
  expert,
• 33:48
  literally
• 33:49
  a
• 33:49
  month
• 33:49
  into
• 33:49
  doing
• 33:50
  this
• 33:50
  business.
• 33:50
  I
• 33:50
  love
• 33:51
  your
• 33:51
  confidence.
• 33:51
  I
• 33:51
  had
• 33:52
  confidence,
• 33:52
  and
• 33:53
  I.
• 33:53
  I
• 33:53
  believed
• 33:53
  in
• 33:54
  myself.
• 33:54
  Well,
• 33:54
  also,
• 33:55
  again,
• 33:55
  you
• 33:55
  had
• 33:55
  the
• 33:55
  lived
• 33:56
  experience.
• 33:56
  So
• 33:57
  you
• 33:57
  did.
• 33:57
  I
• 33:58
  feel
• 33:58
  like
• 33:58
  sometimes
• 33:59
  schools
• 34:00
  are
• 34:00
  hypothetical
• 34:02
  experiences.
• 34:02
  Right.
• 34:03
  It's
• 34:03
  like
• 34:03
  when
• 34:03
  I.
• 34:03
  I
• 34:04
  made
• 34:04
  a
• 34:04
  movie
• 34:04
  and
• 34:05
  I
• 34:05
  was
• 34:05
  really
• 34:05
  lucky.
• 34:06
  I
• 34:06
  had
• 34:06
  a
• 34:06
  very
• 34:06
  experienced
• 34:07
  director
• 34:07
  to
• 34:08
  work
• 34:08
  with
• 34:08
  who,
• 34:09
  like,
• 34:09
  helped
• 34:09
  teach
• 34:10
  me
• 34:10
  how
• 34:10
  to
• 34:10
  raise
• 34:10
  the
• 34:10
  money
• 34:11
  and
• 34:11
  do
• 34:11
  it
• 34:11
  all.
• 34:11
  But
• 34:11
  I'd
• 34:12
  never
• 34:12
  done
• 34:12
  it
• 34:12
  before.
• 34:12
  I
• 34:12
  didn't
• 34:13
  go
• 34:13
  to
• 34:13
  film
• 34:13
  school.
• 34:14
  She's
• 34:14
  like,
• 34:14
  this
• 34:15
  is
• 34:15
  how
• 34:15
  you
• 34:15
  raise
• 34:15
  money.
• 34:16
  You
• 34:16
  tell
• 34:16
  people
• 34:16
  the
• 34:16
  movie's
• 34:17
  gonna
• 34:17
  be
• 34:17
  great,
• 34:17
  and
• 34:18
  if
• 34:18
  they
• 34:18
  don't
• 34:18
  give
• 34:18
  you
• 34:19
  money,
• 34:19
  somebody
• 34:19
  else
• 34:20
  will,
• 34:20
  and
• 34:20
  the
• 34:20
  opportunity
• 34:21
  is
• 34:21
  gone.
• 34:21
  And
• 34:21
  I
• 34:21
  was
• 34:22
  like,
• 34:22
  wow.
• 34:22
  Yeah,
• 34:23
  we
• 34:23
  did
• 34:23
  it
• 34:24
  right?
• 34:24
  And
• 34:24
  I
• 34:24
  did
• 34:24
  it
• 34:25
  having
• 34:25
  never
• 34:25
  done
• 34:25
  it
• 34:25
  before.
• 34:26
  Well,
• 34:26
  and
• 34:26
  I
• 34:27
  think
• 34:27
  women
• 34:27
  often
• 34:28
  feel
• 34:28
  like
• 34:28
  they
• 34:28
  need,
• 34:29
  like,
• 34:30
  special
• 34:30
  training
• 34:31
  to
• 34:31
  do
• 34:31
  the.
• 34:31
  And
• 34:31
  the
• 34:32
  answer
• 34:32
  is
• 34:32
  no,
• 34:32
  you
• 34:32
  don't.
• 34:32
  No,
• 34:33
  you
• 34:33
  don't.
• 34:33
  Because
• 34:33
  you
• 34:33
  know
• 34:33
  who
• 34:33
  doesn't
• 34:34
  believe
• 34:34
  that?
• 34:35
  Men.
• 34:35
  That's
• 34:35
  right.
• 34:36
  Just
• 34:36
  go
• 34:36
  out
• 34:37
  there
• 34:37
  and
• 34:38
  you
• 34:38
  can
• 34:38
  fake
• 34:38
  it
• 34:39
  till
• 34:39
  you
• 34:39
  make
• 34:39
  it.
• 34:39
  And
• 34:40
  I
• 34:40
  think
• 34:40
  that.
• 34:40
  Remember
• 34:40
  that
• 34:40
  sportscaster
• 34:41
  in
• 34:41
  that
• 34:42
  one
• 34:42
  book
• 34:42
  who
• 34:42
  was
• 34:43
  like,
• 34:43
  I
• 34:43
  could
• 34:43
  be
• 34:43
  in
• 34:44
  charge
• 34:44
  of
• 34:44
  hospitals
• 34:45
  for
• 34:45
  babies.
• 34:45
  Oh,
• 34:45
  yeah,
• 34:46
  I
• 34:46
  could
• 34:46
  be
• 34:46
  a
• 34:46
  surgeon.
• 34:47
  Why
• 34:48
  not?
• 34:48
  That's
• 34:49
  right.
• 34:49
  That's
• 34:49
  right.
• 34:50
  And
• 34:50
  he.
• 34:50
  We
• 34:50
  need
• 34:51
  that
• 34:51
  confidence.
• 34:52
  Just
• 34:52
  be
• 34:53
  confident.
• 34:53
  You
• 34:53
  can
• 34:53
  figure
• 34:54
  it
• 34:54
  out.
• 34:54
  And
• 34:55
  so
• 34:55
  my.
• 34:55
  My
• 34:55
  answer
• 34:56
  to
• 34:56
  that
• 34:56
  is
• 34:56
  no,
• 34:57
  you
• 34:57
  don't
• 34:57
  need
• 34:57
  special
• 34:58
  training.
• 34:58
  Just
• 34:59
  ask
• 35:00
  people
• 35:00
  questions,
• 35:01
  find
• 35:01
  people
• 35:02
  who
• 35:02
  are
• 35:02
  experts,
• 35:03
  do
• 35:03
  the
• 35:03
  research.
• 35:04
  You
• 35:04
  also
• 35:04
  just
• 35:05
  sign.
• 35:05
  Read
• 35:05
  books
• 35:06
  like
• 35:06
  that.
• 35:06
  Read
• 35:06
  books.
• 35:07
  But
• 35:07
  one
• 35:08
  thing
• 35:08
  you
• 35:08
  should
• 35:08
  ask
• 35:08
  yourself
• 35:09
  before
• 35:09
  you
• 35:09
  go
• 35:09
  to
• 35:09
  business
• 35:10
  school
• 35:10
  is,
• 35:11
  is
• 35:11
  this
• 35:11
  a
• 35:11
  good
• 35:12
  economic
• 35:12
  proposition
• 35:13
  for
• 35:13
  me?
• 35:13
  Is
• 35:14
  cost
• 35:15
  of
• 35:15
  business
• 35:15
  school
• 35:16
  going
• 35:16
  to
• 35:16
  come
• 35:17
  back
• 35:17
  to
• 35:17
  me
• 35:17
  in
• 35:18
  the
• 35:18
  knowledge
• 35:18
  that
• 35:18
  I
• 35:19
  acquire?
• 35:20
  Why
• 35:20
  am
• 35:20
  I
• 35:20
  going
• 35:20
  to
• 35:21
  business
• 35:21
  school?
• 35:21
  Yeah.
• 35:22
  What
• 35:22
  am
• 35:22
  I
• 35:22
  trying
• 35:23
  to
• 35:23
  learn
• 35:23
  that
• 35:23
  I
• 35:24
  cannot
• 35:24
  learn
• 35:25
  through
• 35:25
  just
• 35:25
  practical
• 35:26
  application
• 35:27
  and
• 35:27
  trying
• 35:27
  to
• 35:27
  do
• 35:27
  it?
• 35:28
  Yeah,
• 35:28
  I
• 35:28
  think
• 35:28
  that's
• 35:29
  right.
• 35:29
  I
• 35:29
  think,
• 35:29
  you
• 35:30
  know,
• 35:30
  business
• 35:30
  school
• 35:30
  is
• 35:30
  expensive.
• 35:31
  It's
• 35:31
  very
• 35:32
  expensive.
• 35:32
  College.
• 35:33
  Well,
• 35:33
  I
• 35:33
  know
• 35:34
  it's
• 35:34
  all
• 35:34
  expensive.
• 35:34
  People
• 35:35
  take
• 35:35
  loans
• 35:35
  and
• 35:36
  it's,
• 35:36
  you
• 35:36
  know,
• 35:36
  it's
• 35:37
  a
• 35:37
  whole
• 35:37
  investment.
• 35:38
  Yeah,
• 35:38
  you
• 35:38
  learn
• 35:39
  a
• 35:39
  lot,
• 35:39
  but
• 35:40
  I
• 35:40
  think
• 35:40
  you
• 35:41
  learn
• 35:41
  how
• 35:41
  to
• 35:41
  work
• 35:41
  in
• 35:42
  a
• 35:42
  big
• 35:42
  company
• 35:42
  much
• 35:43
  More
• 35:43
  than
• 35:43
  having
• 35:43
  a
• 35:44
  smaller
• 35:44
  company
• 35:45
  that
• 35:45
  you're
• 35:45
  going
• 35:45
  to
• 35:45
  build
• 35:45
  yourself.
• 35:46
  Yeah.
• 35:46
  Honestly,
• 35:47
  I
• 35:47
  think
• 35:47
  that's
• 35:47
  what
• 35:47
  happens
• 35:47
  at
• 35:48
  business
• 35:48
  school.
• 35:49
  But
• 35:50
  anyway,
• 35:50
  good
• 35:51
  for
• 35:51
  some.
• 35:51
  Not
• 35:51
  for
• 35:52
  what
• 35:52
  we
• 35:52
  were
• 35:52
  trying
• 35:52
  to
• 35:52
  do.
• 35:53
  That's
• 35:53
  so
• 35:53
  funny
• 35:53
  that
• 35:53
  you
• 35:54
  were
• 35:54
  just
• 35:54
  on
• 35:54
  2020amonth
• 35:55
  after
• 35:55
  starting
• 35:56
  your
• 35:56
  business
• 35:56
  as
• 35:56
  an
• 35:57
  expert.
• 35:57
  I
• 35:58
  know.
• 35:58
  And
• 35:58
  it
• 35:58
  made
• 35:58
  me
• 35:59
  realize,
• 35:59
  don't
• 36:00
  trust
• 36:00
  anybody
• 36:00
  you
• 36:01
  see
• 36:01
  on
• 36:01
  tv
• 36:02
  because
• 36:02
  they're
• 36:03
  probably,
• 36:03
  who
• 36:03
  knows,
• 36:04
  just
• 36:04
  gotten
• 36:04
  there.
• 36:04
  Who
• 36:05
  knows?
• 36:05
  Yeah,
• 36:05
  that's
• 36:06
  so
• 36:06
  funny.
• 36:06
  I
• 36:06
  love
• 36:07
  that.
• 36:08
  Anyway,
• 36:08
  but
• 36:08
  that.
• 36:09
  So,
• 36:09
  yeah,
• 36:09
  just
• 36:09
  believe
• 36:09
  in
• 36:10
  yourself
• 36:10
  and
• 36:10
  go
• 36:11
  for
• 36:11
  it.
• 36:11
  That's,
• 36:11
  that's
• 36:12
  my,
• 36:12
  my,
• 36:12
  my
• 36:12
  advice.
• 36:13
  So
• 36:14
  in
• 36:14
  the
• 36:14
  book,
• 36:15
  he
• 36:15
  posits,
• 36:16
  you
• 36:16
  know,
• 36:16
  what
• 36:17
  should
• 36:17
  you
• 36:17
  do
• 36:17
  if
• 36:18
  there
• 36:18
  are
• 36:18
  aspects
• 36:18
  of
• 36:18
  running
• 36:19
  a
• 36:19
  business
• 36:19
  that
• 36:19
  you
• 36:19
  really
• 36:20
  don't
• 36:20
  know
• 36:20
  how
• 36:20
  to
• 36:20
  do?
• 36:21
  Right.
• 36:22
  And
• 36:22
  he
• 36:22
  has
• 36:23
  these
• 36:23
  videos
• 36:24
  online.
• 36:25
  He's
• 36:25
  a
• 36:25
  YouTube
• 36:26
  channel,
• 36:26
  as
• 36:27
  my
• 36:27
  mom
• 36:27
  said.
• 36:27
  She
• 36:27
  was
• 36:28
  checking
• 36:28
  him
• 36:28
  out
• 36:28
  on
• 36:29
  the
• 36:29
  net.
• 36:29
  Yeah.
• 36:30
  Lots
• 36:30
  of
• 36:31
  good
• 36:31
  advice
• 36:31
  about,
• 36:32
  about
• 36:32
  being
• 36:32
  a
• 36:32
  business
• 36:33
  person.
• 36:33
  Is
• 36:33
  it
• 36:34
  digestible
• 36:34
  advice
• 36:35
  or
• 36:35
  is
• 36:35
  it
• 36:35
  like
• 36:35
  long
• 36:35
  and.
• 36:35
  No,
• 36:36
  I
• 36:36
  think
• 36:36
  it's.
• 36:36
  It's
• 36:37
  pretty
• 36:37
  digestible
• 36:38
  stuff.
• 36:38
  He.
• 36:39
  He
• 36:39
  talks
• 36:39
  a
• 36:39
  lot
• 36:39
  about
• 36:40
  this
• 36:40
  book
• 36:40
  online
• 36:41
  too.
• 36:42
  But,
• 36:42
  you
• 36:42
  know,
• 36:43
  I
• 36:43
  like
• 36:43
  this.
• 36:43
  I
• 36:43
  literally
• 36:44
  sent
• 36:44
  this
• 36:44
  book
• 36:44
  to
• 36:45
  a
• 36:45
  couple
• 36:45
  of
• 36:45
  people
• 36:46
  because,
• 36:46
  like
• 36:47
  I
• 36:47
  said,
• 36:47
  you
• 36:47
  know,
• 36:47
  before
• 36:48
  we
• 36:48
  start
• 36:48
  any
• 36:49
  new
• 36:49
  projects
• 36:50
  or,
• 36:50
  or,
• 36:51
  you
• 36:51
  know,
• 36:51
  either
• 36:52
  a
• 36:52
  new
• 36:52
  product,
• 36:52
  new
• 36:53
  whatever,
• 36:53
  we
• 36:54
  should
• 36:54
  be
• 36:54
  asking
• 36:54
  these
• 36:54
  questions.
• 36:55
  These
• 36:55
  are
• 36:55
  good
• 36:55
  questions.
• 36:56
  So
• 36:56
  I
• 36:56
  thought,
• 36:57
  I
• 36:57
  thought
• 36:57
  it
• 36:57
  was
• 36:57
  really
• 36:57
  helpful.
• 36:58
  Yeah.
• 36:59
  But
• 37:00
  you
• 37:00
  know,
• 37:00
  look,
• 37:00
  if
• 37:01
  you
• 37:01
  start
• 37:01
  a
• 37:01
  business,
• 37:02
  as
• 37:02
  I
• 37:02
  said
• 37:03
  before,
• 37:03
  you're
• 37:03
  gonna
• 37:03
  have
• 37:03
  to
• 37:03
  do
• 37:04
  a
• 37:04
  lot
• 37:04
  of
• 37:04
  things
• 37:04
  you
• 37:04
  don't
• 37:04
  know
• 37:05
  how
• 37:05
  to
• 37:05
  do
• 37:05
  because
• 37:06
  you
• 37:06
  start
• 37:06
  it
• 37:06
  because
• 37:06
  you
• 37:07
  love
• 37:07
  one
• 37:07
  thing.
• 37:07
  I
• 37:08
  loved
• 37:08
  education.
• 37:09
  I
• 37:09
  want
• 37:10
  the
• 37:10
  person
• 37:10
  who
• 37:10
  helped
• 37:11
  families
• 37:11
  with
• 37:12
  the
• 37:12
  ED
• 37:12
  with,
• 37:12
  you
• 37:13
  know,
• 37:13
  getting
• 37:13
  their
• 37:13
  kids
• 37:13
  into
• 37:14
  school.
• 37:14
  I
• 37:14
  did
• 37:14
  that.
• 37:14
  Love
• 37:15
  accounting.
• 37:15
  I
• 37:16
  did
• 37:16
  not
• 37:16
  know
• 37:16
  accounting.
• 37:17
  I
• 37:17
  did
• 37:17
  not
• 37:17
  know,
• 37:19
  like
• 37:19
  how
• 37:20
  to
• 37:20
  set
• 37:20
  up
• 37:21
  a
• 37:21
  telephone,
• 37:22
  like,
• 37:22
  you
• 37:22
  know,
• 37:22
  customer
• 37:23
  service
• 37:23
  line.
• 37:24
  I
• 37:24
  didn't
• 37:24
  know
• 37:24
  any
• 37:24
  of
• 37:25
  that.
• 37:25
  Yeah.
• 37:25
  So
• 37:25
  you
• 37:25
  want
• 37:26
  to
• 37:26
  bring
• 37:26
  on
• 37:26
  people
• 37:27
  who
• 37:27
  can
• 37:27
  help
• 37:27
  you
• 37:27
  with
• 37:28
  that?
• 37:28
  Yes.
• 37:29
  Yeah.
• 37:29
  You
• 37:29
  know,
• 37:30
  ideally
• 37:30
  there
• 37:30
  might
• 37:31
  be
• 37:31
  people
• 37:31
  in
• 37:31
  your
• 37:31
  own
• 37:31
  family
• 37:32
  who
• 37:32
  can
• 37:32
  help
• 37:32
  you
• 37:33
  so
• 37:33
  you
• 37:33
  don't
• 37:33
  have
• 37:33
  to
• 37:33
  pay
• 37:33
  them.
• 37:34
  Help
• 37:34
  you
• 37:34
  out
• 37:34
  of
• 37:34
  the
• 37:34
  goodness
• 37:35
  of
• 37:35
  their
• 37:35
  heart.
• 37:35
  Yeah,
• 37:36
  like
• 37:36
  dad
• 37:36
  got,
• 37:37
  you
• 37:37
  know,
• 37:37
  I'm
• 37:37
  no
• 37:37
  longer
• 37:38
  practicing
• 37:38
  law,
• 37:38
  but
• 37:39
  legal
• 37:39
  issues
• 37:39
  came
• 37:40
  up.
• 37:40
  I
• 37:40
  made
• 37:40
  him
• 37:40
  help
• 37:41
  us.
• 37:41
  I
• 37:41
  love
• 37:42
  that.
• 37:42
  Yeah,
• 37:42
  he's
• 37:43
  our,
• 37:43
  he's
• 37:43
  our
• 37:43
  in
• 37:43
  house
• 37:44
  counselor.
• 37:44
  Our
• 37:44
  in
• 37:44
  house
• 37:45
  counsel.
• 37:45
  Right.
• 37:45
  But
• 37:46
  we
• 37:46
  never
• 37:46
  pay
• 37:46
  him.
• 37:47
  We
• 37:47
  pay
• 37:47
  him
• 37:47
  in
• 37:47
  love
• 37:48
  and
• 37:48
  affection
• 37:48
  and
• 37:49
  attention.
• 37:49
  Exactly.
• 37:50
  That's
• 37:50
  how
• 37:50
  he
• 37:51
  gets
• 37:51
  paid.
• 37:51
  Yeah.
• 37:52
  Priceless.
• 37:52
  But
• 37:53
  you
• 37:53
  may
• 37:53
  have
• 37:53
  to
• 37:53
  hire
• 37:54
  people,
• 37:54
  too.
• 37:55
  Are
• 37:55
  you
• 37:55
  frustrated
• 37:56
  watching
• 37:56
  your
• 37:57
  child
• 37:57
  who
• 37:57
  has
• 37:58
  so
• 37:58
  much
• 37:58
  potential.
• 37:59
  Struggle
• 37:59
  with
• 37:59
  everyday
• 38:00
  life,
• 38:01
  getting
• 38:01
  them
• 38:01
  ready
• 38:02
  for
• 38:02
  some
• 38:02
  school,
• 38:02
  writing
• 38:03
  down
• 38:03
  assignments,
• 38:04
  bringing
• 38:04
  home
• 38:04
  the
• 38:05
  right
• 38:05
  textbook,
• 38:06
  organizing
• 38:06
  their
• 38:07
  backpack.
• 38:07
  You're
• 38:08
  thinking,
• 38:08
  the
• 38:09
  other
• 38:09
  kids
• 38:09
  can
• 38:09
  do
• 38:09
  it.
• 38:10
  Why
• 38:10
  can't
• 38:10
  mine?
• 38:11
  Your
• 38:11
  friend's
• 38:12
  kids
• 38:12
  don't
• 38:12
  put
• 38:13
  off
• 38:13
  doing
• 38:13
  their
• 38:13
  homework,
• 38:14
  lose
• 38:15
  track
• 38:15
  of
• 38:15
  time,
• 38:15
  get
• 38:16
  distracted
• 38:17
  when
• 38:17
  studying,
• 38:17
  or
• 38:18
  fall
• 38:18
  apart
• 38:19
  when
• 38:19
  their
• 38:19
  screen
• 38:19
  time
• 38:19
  gets
• 38:20
  limited.
• 38:21
  You've
• 38:21
  tried
• 38:22
  everything.
• 38:23
  Explaining,
• 38:23
  cajoling,
• 38:24
  pleading,
• 38:25
  yelling,
• 38:26
  incentivizing,
• 38:27
  punishing.
• 38:28
  But
• 38:28
  nothing
• 38:28
  works.
• 38:30
  That's
• 38:30
  because
• 38:30
  your
• 38:30
  child
• 38:31
  has
• 38:31
  developed
• 38:32
  poor
• 38:32
  habits
• 38:33
  due
• 38:33
  to
• 38:33
  lack
• 38:34
  of
• 38:34
  what's
• 38:34
  called
• 38:34
  executive
• 38:35
  function
• 38:35
  skills.
• 38:36
  You
• 38:37
  can't
• 38:37
  talk,
• 38:38
  incentivize,
• 38:38
  or
• 38:39
  punish
• 38:39
  a
• 38:39
  child
• 38:40
  into
• 38:40
  using
• 38:41
  skills
• 38:41
  they
• 38:41
  just
• 38:42
  don't
• 38:42
  have.
• 38:43
  If
• 38:43
  this
• 38:44
  sounds
• 38:44
  familiar,
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  try
• 38:45
  habitcoach.com
• 38:47
  our
• 38:47
  coaches
• 38:48
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• 38:48
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• 38:48
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• 38:49
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• 38:49
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• 38:49
  their
• 38:49
  stronger
• 38:50
  skills,
• 38:51
  build
• 38:51
  workarounds
• 38:52
  for
• 38:52
  their
• 38:52
  weaknesses,
• 38:53
  and
• 38:53
  develop
• 38:54
  productive
• 38:54
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• 38:55
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• 38:55
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• 38:56
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  There's
• 38:57
  even
• 38:57
  a
• 38:58
  parenting
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• 38:59
  showing
• 38:59
  you
• 39:00
  how
• 39:00
  to
• 39:00
  help
• 39:00
  your
• 39:00
  child
• 39:01
  get
• 39:01
  organized,
• 39:02
  stay
• 39:02
  focused,
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  stop
• 39:04
  procrastinating,
• 39:05
  control
• 39:05
  their
• 39:05
  impulses,
• 39:06
  and
• 39:06
  manage
• 39:07
  their
• 39:07
  emotions.
• 39:08
  You
• 39:08
  can
• 39:09
  get
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  started
• 39:09
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• 39:09
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• 39:10
  $10
• 39:11
  a
• 39:11
  month.
• 39:12
  Don't
• 39:12
  let
• 39:12
  another
• 39:13
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• 39:13
  go
• 39:13
  by
• 39:13
  without
• 39:14
  getting
• 39:14
  your
• 39:14
  child
• 39:15
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• 39:15
  help
• 39:15
  they
• 39:15
  need.
• 39:16
  The
• 39:16
  longer
• 39:17
  you
• 39:17
  wait,
• 39:17
  the
• 39:17
  bigger
• 39:18
  the
• 39:18
  challenges
• 39:18
  become.
• 39:19
  Start
• 39:20
  today@habitcoach.com
• 39:23
  priceless.
• 39:23
  But
• 39:24
  you
• 39:24
  may
• 39:24
  have
• 39:24
  to
• 39:24
  hire
• 39:25
  people,
• 39:25
  too.
• 39:25
  You
• 39:25
  may.
• 39:26
  And
• 39:26
  pay
• 39:26
  them.
• 39:27
  Right.
• 39:27
  So
• 39:27
  I.
• 39:27
  Yeah.
• 39:28
  So,
• 39:28
  you
• 39:29
  know,
• 39:29
  that's
• 39:29
  why
• 39:29
  you
• 39:30
  don't
• 39:30
  want
• 39:30
  to,
• 39:30
  like,
• 39:30
  go
• 39:31
  pay
• 39:31
  for
• 39:31
  a
• 39:31
  fancy
• 39:32
  office
• 39:32
  or
• 39:32
  anything
• 39:33
  like
• 39:33
  that.
• 39:33
  Save
• 39:34
  your
• 39:34
  money
• 39:34
  to
• 39:35
  pay
• 39:35
  for
• 39:35
  the
• 39:35
  people
• 39:36
  that
• 39:36
  you
• 39:37
  may
• 39:37
  need
• 39:37
  to
• 39:37
  pay
• 39:38
  to
• 39:39
  help
• 39:39
  you
• 39:39
  get
• 39:39
  this
• 39:39
  business
• 39:40
  off
• 39:40
  the
• 39:40
  ground.
• 39:40
  Yeah.
• 39:40
  You
• 39:41
  only
• 39:41
  really
• 39:41
  need
• 39:41
  a
• 39:41
  fancy
• 39:42
  office
• 39:42
  if
• 39:42
  you're
• 39:42
  working
• 39:43
  with
• 39:43
  very
• 39:43
  fancy
• 39:44
  people.
• 39:44
  And
• 39:44
  that
• 39:44
  office
• 39:46
  says
• 39:46
  something
• 39:46
  about
• 39:47
  your
• 39:47
  company
• 39:48
  that
• 39:48
  you
• 39:48
  want
• 39:48
  to
• 39:49
  be
• 39:49
  like
• 39:49
  that
• 39:49
  unspoken
• 39:50
  thing.
• 39:50
  Like
• 39:51
  my
• 39:51
  husband
• 39:51
  once
• 39:52
  told
• 39:52
  me
• 39:52
  about
• 39:52
  this
• 39:53
  business
• 39:53
  that
• 39:54
  he
• 39:54
  went
• 39:54
  to
• 39:54
  go
• 39:55
  to
• 39:55
  see
• 39:55
  their
• 39:55
  offices,
• 39:56
  and
• 39:56
  they
• 39:56
  were
• 39:56
  beautiful.
• 39:57
  I
• 39:57
  think
• 39:57
  it
• 39:57
  was
• 39:57
  like
• 39:57
  a
• 39:57
  law
• 39:57
  firm
• 39:58
  or
• 39:58
  something.
• 39:58
  He's
• 39:58
  like,
• 39:59
  the
• 39:59
  offices
• 39:59
  were
• 40:00
  the
• 40:00
  most
• 40:00
  beautiful
• 40:00
  things
• 40:00
  I
• 40:01
  have
• 40:01
  ever
• 40:01
  seen
• 40:01
  in
• 40:01
  my
• 40:02
  life.
• 40:02
  It
• 40:02
  felt
• 40:03
  like
• 40:03
  a
• 40:03
  luxury
• 40:04
  hotel.
• 40:04
  Did
• 40:04
  he
• 40:05
  need
• 40:05
  that
• 40:05
  and
• 40:06
  did
• 40:06
  he
• 40:06
  want
• 40:06
  that?
• 40:07
  No.
• 40:07
  Well,
• 40:08
  I
• 40:08
  don't
• 40:08
  know,
• 40:08
  because
• 40:08
  they
• 40:09
  did
• 40:09
  end
• 40:09
  up
• 40:09
  working
• 40:09
  with
• 40:09
  them.
• 40:09
  He's
• 40:10
  like.
• 40:10
  And
• 40:10
  then
• 40:10
  I
• 40:10
  got
• 40:10
  the
• 40:10
  bill.
• 40:11
  Oh,
• 40:11
  right.
• 40:11
  Well,
• 40:11
  you're
• 40:12
  paying
• 40:12
  for
• 40:12
  all
• 40:12
  that,
• 40:13
  right?
• 40:13
  Oh,
• 40:13
  my
• 40:14
  God.
• 40:14
  Yeah.
• 40:15
  So
• 40:15
  that's
• 40:15
  why,
• 40:15
  you
• 40:16
  know,
• 40:16
  my,
• 40:16
  my.
• 40:17
  Don't
• 40:17
  spend
• 40:17
  your
• 40:18
  money
• 40:18
  on
• 40:18
  anything
• 40:20
  that.
• 40:20
  Unless
• 40:20
  it's
• 40:21
  absolutely
• 40:21
  necessary.
• 40:22
  Especially
• 40:22
  when
• 40:22
  you're
• 40:23
  just
• 40:23
  getting
• 40:23
  started.
• 40:23
  Yeah.
• 40:24
  Because
• 40:24
  the
• 40:25
  cost
• 40:25
  will
• 40:25
  ultimately
• 40:25
  fall
• 40:26
  on
• 40:26
  your
• 40:26
  customers.
• 40:27
  Well,
• 40:27
  and
• 40:27
  you.
• 40:28
  And
• 40:28
  you.
• 40:28
  Until
• 40:29
  you
• 40:29
  have
• 40:29
  customers.
• 40:31
  So.
• 40:32
  Yeah,
• 40:32
  so.
• 40:33
  And
• 40:33
  I
• 40:34
  was
• 40:34
  thinking
• 40:34
  also,
• 40:35
  I
• 40:35
  think
• 40:36
  we
• 40:36
  have
• 40:36
  to
• 40:36
  say,
• 40:37
  if
• 40:37
  you.
• 40:37
  You
• 40:38
  know,
• 40:38
  most
• 40:38
  of
• 40:38
  these
• 40:39
  people,
• 40:39
  we're
• 40:39
  talking
• 40:40
  about
• 40:40
  starting
• 40:40
  businesses
• 40:41
  inspired
• 40:41
  by
• 40:42
  our
• 40:42
  kids.
• 40:43
  So
• 40:43
  how
• 40:43
  do
• 40:43
  you
• 40:43
  even
• 40:44
  find
• 40:44
  the
• 40:44
  time
• 40:44
  to
• 40:45
  have
• 40:45
  a
• 40:45
  business
• 40:46
  when
• 40:46
  you
• 40:46
  have
• 40:47
  a
• 40:47
  child?
• 40:47
  And
• 40:48
  here
• 40:48
  I
• 40:49
  would
• 40:49
  say,
• 40:49
  you
• 40:50
  know,
• 40:51
  you
• 40:51
  have
• 40:51
  to
• 40:51
  figure
• 40:52
  out,
• 40:52
  when
• 40:52
  am
• 40:52
  I
• 40:52
  going
• 40:53
  to
• 40:53
  carve
• 40:53
  out
• 40:53
  the
• 40:53
  time
• 40:54
  to
• 40:54
  do
• 40:54
  this?
• 40:55
  And
• 40:55
  you
• 40:55
  may
• 40:55
  have
• 40:55
  to
• 40:55
  get
• 40:56
  help,
• 40:56
  like
• 40:56
  a
• 40:56
  babysitter
• 40:57
  or
• 40:57
  somebody
• 40:57
  helping
• 40:58
  you
• 40:58
  with
• 40:58
  the
• 40:59
  child.
• 40:59
  With
• 40:59
  your
• 40:59
  child.
• 41:00
  Yeah.
• 41:00
  Because
• 41:00
  it's
• 41:01
  hard,
• 41:02
  but
• 41:02
  you
• 41:02
  can
• 41:02
  do
• 41:02
  it.
• 41:03
  Kids
• 41:03
  need
• 41:03
  a
• 41:03
  lot.
• 41:04
  A
• 41:05
  lot
• 41:05
  of
• 41:05
  attention.
• 41:06
  They
• 41:06
  do.
• 41:06
  Time.
• 41:07
  Absolutely.
• 41:08
  Energy.
• 41:09
  I
• 41:09
  mean,
• 41:09
  I
• 41:09
  ran
• 41:09
  my
• 41:10
  businesses
• 41:10
  with
• 41:10
  you
• 41:11
  guys,
• 41:12
  but
• 41:12
  luckily
• 41:13
  I
• 41:13
  was
• 41:13
  always
• 41:13
  working
• 41:14
  at
• 41:14
  home.
• 41:15
  Yeah.
• 41:15
  And
• 41:15
  I
• 41:16
  had
• 41:16
  help
• 41:16
  in
• 41:16
  the
• 41:17
  house
• 41:17
  to
• 41:17
  help
• 41:17
  me.
• 41:18
  We
• 41:18
  had
• 41:18
  Bevy.
• 41:19
  We
• 41:19
  did.
• 41:20
  To
• 41:20
  keep
• 41:20
  us
• 41:20
  from
• 41:20
  falling
• 41:20
  out
• 41:21
  a
• 41:21
  window.
• 41:23
  So
• 41:23
  then
• 41:23
  you
• 41:23
  sort
• 41:24
  of
• 41:24
  have
• 41:24
  to
• 41:24
  figure
• 41:24
  out,
• 41:24
  okay,
• 41:25
  like,
• 41:26
  what
• 41:26
  do
• 41:26
  I
• 41:26
  charge?
• 41:27
  Like,
• 41:27
  what
• 41:27
  is
• 41:27
  my
• 41:27
  product
• 41:28
  worth?
• 41:29
  And
• 41:30
  it's
• 41:30
  less
• 41:30
  a
• 41:31
  question
• 41:31
  of,
• 41:31
  like,
• 41:31
  well,
• 41:31
  I
• 41:31
  think
• 41:32
  it's
• 41:32
  priceless.
• 41:32
  It's
• 41:33
  more
• 41:33
  like,
• 41:33
  okay,
• 41:33
  but
• 41:33
  what
• 41:33
  are
• 41:33
  people
• 41:34
  gonna
• 41:34
  pay
• 41:34
  for?
• 41:34
  What
• 41:34
  are
• 41:35
  they
• 41:35
  willing
• 41:35
  to
• 41:35
  pay
• 41:35
  you?
• 41:36
  Yeah.
• 41:36
  That's
• 41:36
  really
• 41:36
  what
• 41:37
  you
• 41:37
  have
• 41:37
  to
• 41:37
  figure
• 41:37
  out.
• 41:37
  And
• 41:38
  you
• 41:38
  have
• 41:38
  to
• 41:38
  know
• 41:39
  a
• 41:39
  little
• 41:39
  bit
• 41:39
  about
• 41:39
  accounting,
• 41:40
  which
• 41:40
  I
• 41:40
  didn't
• 41:41
  know
• 41:41
  that
• 41:41
  much
• 41:41
  about.
• 41:42
  You
• 41:42
  know,
• 41:42
  my.
• 41:42
  Myself,
• 41:43
  but
• 41:43
  what
• 41:44
  you
• 41:44
  have
• 41:44
  to
• 41:44
  look
• 41:44
  at
• 41:44
  is,
• 41:44
  what
• 41:45
  is
• 41:45
  it
• 41:45
  going
• 41:45
  to
• 41:45
  cost
• 41:45
  me
• 41:46
  to
• 41:46
  run
• 41:46
  this
• 41:46
  business?
• 41:48
  And
• 41:48
  then
• 41:48
  let's
• 41:49
  say
• 41:49
  it's
• 41:49
  going
• 41:49
  to
• 41:49
  cost
• 41:49
  you
• 41:50
  $100.
• 41:51
  You
• 41:51
  have
• 41:51
  to
• 41:51
  sell
• 41:52
  your
• 41:52
  product
• 41:52
  for
• 41:53
  maybe
• 41:53
  $150.
• 41:55
  That's.
• 41:55
  There's
• 41:55
  got
• 41:56
  to
• 41:56
  be
• 41:56
  room
• 41:56
  for
• 41:56
  a
• 41:56
  profit
• 41:57
  in
• 41:57
  there.
• 41:57
  Yes.
• 41:59
  So
• 41:59
  when
• 41:59
  you
• 41:59
  figure
• 42:00
  out.
• 42:00
  You've
• 42:00
  got
• 42:00
  to
• 42:00
  figure
• 42:01
  out
• 42:01
  that
• 42:01
  margin,
• 42:01
  you
• 42:02
  know,
• 42:02
  what
• 42:02
  are
• 42:02
  my
• 42:02
  costs?
• 42:03
  And
• 42:03
  then
• 42:03
  that's
• 42:03
  how
• 42:03
  you
• 42:03
  figure
• 42:04
  out
• 42:04
  your
• 42:04
  price.
• 42:04
  But
• 42:05
  also,
• 42:05
  you
• 42:06
  know,
• 42:06
  will
• 42:06
  people
• 42:06
  pay
• 42:07
  that
• 42:07
  much?
• 42:08
  Ask
• 42:08
  them.
• 42:10
  Price,
• 42:10
  test.
• 42:10
  You
• 42:11
  can
• 42:11
  do
• 42:11
  that.
• 42:12
  And
• 42:12
  also
• 42:12
  think
• 42:12
  about
• 42:13
  who
• 42:13
  you,
• 42:13
  as
• 42:13
  a
• 42:14
  business
• 42:14
  are
• 42:14
  in
• 42:15
  the
• 42:15
  market.
• 42:15
  Yeah.
• 42:16
  Like,
• 42:16
  do.
• 42:16
  Do
• 42:16
  I
• 42:16
  want
• 42:17
  to
• 42:17
  be
• 42:17
  the
• 42:18
  test
• 42:18
  prep
• 42:18
  company,
• 42:19
  like
• 42:20
  the
• 42:20
  Tiffany's
• 42:21
  of
• 42:21
  test
• 42:21
  prep
• 42:21
  companies,
• 42:22
  or
• 42:22
  do
• 42:22
  I
• 42:23
  want
• 42:23
  to
• 42:23
  be
• 42:23
  the
• 42:23
  Marshalls,
• 42:24
  the
• 42:24
  marshals
• 42:25
  of
• 42:25
  test
• 42:25
  prep
• 42:25
  companies?
• 42:27
  And
• 42:27
  I
• 42:27
  tried
• 42:27
  to
• 42:27
  be
• 42:28
  more
• 42:28
  like
• 42:28
  the
• 42:28
  Marshalls
• 42:29
  because
• 42:29
  I
• 42:29
  was
• 42:29
  trying
• 42:29
  to
• 42:29
  make
• 42:30
  it
• 42:30
  accessible.
• 42:30
  Yeah.
• 42:30
  That
• 42:31
  was
• 42:31
  my
• 42:31
  totally.
• 42:31
  Yeah.
• 42:32
  Tiffany's
• 42:33
  exists.
• 42:33
  There
• 42:34
  are
• 42:34
  people
• 42:34
  who
• 42:34
  will
• 42:34
  pay
• 42:35
  tons
• 42:35
  of
• 42:35
  money
• 42:35
  for
• 42:36
  this.
• 42:36
  And.
• 42:36
  But
• 42:36
  it
• 42:37
  is
• 42:37
  fewer
• 42:37
  people.
• 42:38
  Yeah.
• 42:39
  But
• 42:39
  honestly,
• 42:39
  seriously,
• 42:40
  I
• 42:40
  tell
• 42:40
  you
• 42:40
  something,
• 42:41
  they
• 42:41
  get
• 42:42
  just
• 42:42
  as
• 42:42
  good
• 42:42
  advice
• 42:43
  from
• 42:43
  me
• 42:43
  as
• 42:44
  you
• 42:44
  would
• 42:44
  get
• 42:44
  from
• 42:44
  the
• 42:44
  Tiffany.
• 42:45
  If
• 42:45
  you
• 42:45
  do,
• 42:45
  say
• 42:46
  I
• 42:46
  do.
• 42:46
  Well,
• 42:46
  I've
• 42:46
  been
• 42:47
  doing
• 42:47
  this
• 42:47
  a
• 42:47
  long
• 42:47
  time.
• 42:48
  So
• 42:49
  it's
• 42:49
  like,
• 42:49
  I
• 42:49
  talk
• 42:49
  to
• 42:50
  parents,
• 42:50
  and
• 42:50
  I'm
• 42:50
  like,
• 42:51
  you
• 42:51
  know,
• 42:51
  you
• 42:51
  can
• 42:51
  talk
• 42:51
  to
• 42:51
  Someone
• 42:52
  who
• 42:52
  will
• 42:52
  charge
• 42:52
  you
• 42:52
  a
• 42:53
  lot
• 42:53
  more.
• 42:53
  And
• 42:53
  I
• 42:53
  will,
• 42:54
  you
• 42:54
  know,
• 42:54
  and
• 42:54
  they
• 42:54
  will,
• 42:55
  like,
• 42:55
  they
• 42:56
  will
• 42:56
  take
• 42:56
  your
• 42:56
  business.
• 42:57
  I'd
• 42:57
  be
• 42:57
  happy
• 42:58
  to
• 42:58
  refer
• 42:58
  you
• 42:59
  because,
• 42:59
  you
• 42:59
  know.
• 43:00
  But
• 43:00
  no,
• 43:01
  I'm
• 43:01
  very
• 43:01
  busy.
• 43:02
  Well,
• 43:02
  yeah,
• 43:02
  I
• 43:03
  am
• 43:03
  busy.
• 43:03
  I
• 43:03
  have
• 43:03
  a
• 43:03
  lot
• 43:03
  going
• 43:04
  on.
• 43:04
  But
• 43:05
  anyway.
• 43:06
  But
• 43:06
  yeah,
• 43:06
  decide
• 43:07
  your
• 43:07
  position
• 43:08
  in
• 43:08
  the
• 43:08
  market.
• 43:08
  And
• 43:08
  you
• 43:09
  charge
• 43:09
  more
• 43:09
  if
• 43:09
  you're
• 43:10
  going
• 43:10
  to
• 43:10
  be
• 43:10
  the
• 43:10
  Tiffany's.
• 43:11
  And
• 43:11
  you
• 43:11
  charge,
• 43:12
  but
• 43:12
  then
• 43:12
  you
• 43:12
  need
• 43:12
  that
• 43:12
  fancy
• 43:13
  office.
• 43:13
  Then
• 43:14
  you
• 43:14
  need
• 43:14
  that.
• 43:14
  Which
• 43:14
  is
• 43:15
  expensive,
• 43:15
  your
• 43:16
  overhead
• 43:16
  is
• 43:16
  high,
• 43:17
  and
• 43:17
  you.
• 43:18
  And
• 43:18
  so
• 43:18
  you
• 43:18
  need
• 43:18
  that.
• 43:19
  Whereas
• 43:19
  I,
• 43:19
  you
• 43:19
  know,
• 43:20
  we
• 43:20
  work
• 43:20
  out
• 43:20
  zoom
• 43:21
  connection.
• 43:21
  I
• 43:21
  have
• 43:21
  zoom.
• 43:23
  Exactly.
• 43:23
  The
• 43:24
  information
• 43:24
  is
• 43:24
  the
• 43:25
  same.
• 43:25
  It's
• 43:25
  just
• 43:25
  like,
• 43:25
  but
• 43:25
  what
• 43:26
  are
• 43:26
  we
• 43:26
  paying
• 43:26
  for?
• 43:26
  What's
• 43:26
  the
• 43:27
  premium
• 43:27
  for?
• 43:27
  Yeah,
• 43:28
  and
• 43:28
  so
• 43:28
  you
• 43:28
  just,
• 43:29
  you
• 43:29
  know,
• 43:29
  you.
• 43:29
  You
• 43:30
  have
• 43:30
  to
• 43:30
  price
• 43:30
  test
• 43:31
  and
• 43:31
  figure
• 43:31
  out
• 43:31
  what
• 43:32
  your
• 43:32
  people
• 43:33
  are
• 43:33
  willing
• 43:33
  to
• 43:33
  pay
• 43:33
  you.
• 43:34
  Yeah.
• 43:34
  And.
• 43:35
  And,
• 43:35
  you
• 43:35
  know,
• 43:35
  that's
• 43:36
  what,
• 43:36
  that's
• 43:36
  how
• 43:36
  you
• 43:36
  figure
• 43:37
  it
• 43:37
  out.
• 43:37
  That's
• 43:37
  how
• 43:37
  you
• 43:37
  figure
• 43:37
  it
• 43:38
  out.
• 43:38
  I
• 43:38
  love
• 43:38
  that.
• 43:38
  Trial
• 43:39
  and
• 43:39
  error.
• 43:39
  Trial
• 43:40
  and
• 43:40
  error.
• 43:42
  And
• 43:42
  so
• 43:42
  then
• 43:43
  he
• 43:43
  gets
• 43:43
  into
• 43:44
  growth.
• 43:45
  So
• 43:46
  how
• 43:46
  do
• 43:46
  you
• 43:47
  grow
• 43:47
  the
• 43:47
  business?
• 43:47
  How
• 43:47
  long
• 43:48
  does
• 43:48
  it
• 43:48
  take?
• 43:48
  How
• 43:48
  much
• 43:49
  of
• 43:49
  a
• 43:49
  Runway
• 43:50
  do
• 43:50
  you
• 43:50
  give
• 43:50
  yourself,
• 43:51
  you
• 43:51
  know,
• 43:52
  to.
• 43:52
  To
• 43:53
  wait?
• 43:53
  Because
• 43:54
  sometimes
• 43:54
  at
• 43:54
  a
• 43:54
  certain
• 43:54
  point
• 43:55
  you
• 43:55
  reach.
• 43:56
  You
• 43:56
  reach
• 43:56
  a
• 43:56
  breaking
• 43:57
  point
• 43:57
  where
• 43:57
  you're
• 43:57
  like,
• 43:57
  I
• 43:58
  simply
• 43:58
  cannot
• 43:59
  continue
• 43:59
  to
• 44:00
  float
• 44:00
  this
• 44:00
  Right.
• 44:01
  Because
• 44:01
  you're
• 44:01
  paying
• 44:01
  for
• 44:02
  it
• 44:02
  when.
• 44:02
  Yeah.
• 44:02
  And
• 44:03
  you're
• 44:03
  not
• 44:03
  getting
• 44:03
  paid
• 44:04
  at
• 44:04
  first.
• 44:04
  I
• 44:04
  remember
• 44:05
  the
• 44:05
  first
• 44:05
  thing
• 44:05
  I
• 44:06
  ever
• 44:06
  got
• 44:06
  paid
• 44:06
  for.
• 44:07
  Paid
• 44:07
  and
• 44:07
  testing.
• 44:08
  Mom.
• 44:08
  It
• 44:08
  took
• 44:08
  we.
• 44:09
  We
• 44:09
  took
• 44:09
  a
• 44:09
  long
• 44:09
  time
• 44:10
  to
• 44:10
  pay
• 44:10
  ourselves,
• 44:11
  but
• 44:11
  the
• 44:11
  first
• 44:11
  way
• 44:12
  we
• 44:12
  paid
• 44:13
  was
• 44:13
  we
• 44:13
  bought
• 44:13
  ourselves
• 44:14
  phones.
• 44:15
  And
• 44:15
  I,
• 44:15
  I
• 44:15
  got
• 44:15
  that
• 44:16
  phone,
• 44:16
  that
• 44:16
  iPhone,
• 44:17
  and
• 44:17
  I
• 44:17
  was
• 44:17
  like,
• 44:17
  wow,
• 44:19
  I've
• 44:19
  made
• 44:19
  an
• 44:20
  iPhone.
• 44:20
  I've
• 44:21
  been
• 44:21
  working
• 44:21
  for
• 44:21
  like
• 44:22
  six
• 44:22
  months
• 44:22
  and
• 44:22
  I
• 44:22
  got
• 44:23
  an
• 44:23
  iPhone.
• 44:25
  Wow,
• 44:25
  that
• 44:26
  was
• 44:26
  my
• 44:26
  first
• 44:26
  payment.
• 44:26
  I
• 44:27
  love
• 44:27
  that.
• 44:27
  But
• 44:27
  anyway,
• 44:28
  it's
• 44:28
  like,
• 44:28
  milestone.
• 44:29
  It
• 44:29
  takes
• 44:29
  a
• 44:30
  long
• 44:30
  time.
• 44:30
  But
• 44:31
  you.
• 44:31
  What
• 44:31
  you
• 44:31
  have
• 44:32
  to
• 44:32
  do
• 44:32
  is,
• 44:32
  you
• 44:33
  know,
• 44:33
  when
• 44:33
  you're
• 44:33
  talking
• 44:33
  to
• 44:34
  your
• 44:34
  customers
• 44:34
  and
• 44:35
  you're.
• 44:35
  You're
• 44:35
  asking
• 44:36
  them
• 44:36
  all
• 44:36
  these
• 44:36
  questions,
• 44:36
  you're
• 44:37
  trying
• 44:37
  to
• 44:37
  figure
• 44:37
  out,
• 44:37
  well,
• 44:37
  where
• 44:37
  am
• 44:38
  I
• 44:38
  going
• 44:38
  to
• 44:38
  find.
• 44:38
  Find
• 44:38
  these
• 44:39
  people?
• 44:39
  Yeah.
• 44:39
  And
• 44:40
  there's
• 44:40
  so
• 44:40
  many
• 44:41
  ways
• 44:41
  you
• 44:41
  can
• 44:41
  reach
• 44:42
  them.
• 44:42
  I
• 44:42
  mean,
• 44:43
  it's
• 44:43
  the
• 44:43
  marketing
• 44:44
  and
• 44:44
  the
• 44:44
  selling.
• 44:45
  You
• 44:46
  know,
• 44:46
  you
• 44:46
  might
• 44:46
  do
• 44:46
  online
• 44:47
  advertising
• 44:48
  or
• 44:48
  social
• 44:49
  media.
• 44:49
  A
• 44:49
  lot
• 44:49
  of
• 44:50
  people
• 44:50
  do
• 44:50
  social
• 44:50
  media.
• 44:50
  It's
• 44:51
  free.
• 44:51
  Yeah.
• 44:52
  Crowdfunding.
• 44:53
  People
• 44:53
  will
• 44:53
  have
• 44:54
  a
• 44:54
  product
• 44:54
  and
• 44:54
  they'll
• 44:55
  crowdfund
• 44:55
  it.
• 44:55
  Yeah,
• 44:56
  that
• 44:56
  gets
• 44:56
  the
• 44:56
  money.
• 44:57
  Yeah.
• 44:57
  That's
• 44:57
  also
• 44:57
  a
• 44:58
  great
• 44:58
  way
• 44:58
  to
• 44:58
  get
• 44:58
  the
• 44:58
  word
• 44:59
  out
• 44:59
  too,
• 45:00
  you
• 45:00
  know,
• 45:01
  because
• 45:01
  if
• 45:01
  people
• 45:01
  like,
• 45:01
  wow,
• 45:01
  this
• 45:02
  product
• 45:02
  would
• 45:02
  be
• 45:02
  super
• 45:02
  useful.
• 45:03
  I
• 45:03
  would
• 45:03
  like
• 45:03
  to
• 45:03
  see
• 45:04
  it
• 45:04
  exactly
• 45:04
  Exist.
• 45:05
  Right,
• 45:05
  right.
• 45:05
  We
• 45:06
  at
• 45:06
  Testimon,
• 45:07
  we
• 45:07
  signed
• 45:07
  up
• 45:07
  for
• 45:08
  trustpilot,
• 45:09
  where
• 45:09
  people
• 45:10
  who
• 45:11
  use
• 45:11
  the
• 45:11
  product
• 45:12
  can
• 45:12
  go
• 45:12
  on
• 45:12
  and
• 45:13
  leave
• 45:13
  a
• 45:13
  review.
• 45:14
  Yeah.
• 45:14
  And
• 45:15
  so
• 45:15
  that's
• 45:15
  a
• 45:15
  great
• 45:16
  way
• 45:16
  to,
• 45:16
  you
• 45:16
  know,
• 45:16
  just
• 45:16
  to
• 45:17
  get
• 45:17
  positive.
• 45:18
  People
• 45:18
  talking
• 45:19
  about
• 45:19
  your
• 45:19
  product.
• 45:19
  And
• 45:20
  also
• 45:20
  people
• 45:21
  who
• 45:21
  don't
• 45:21
  like
• 45:21
  your
• 45:21
  product
• 45:22
  will
• 45:22
  go
• 45:22
  on
• 45:22
  there
• 45:22
  and
• 45:22
  say
• 45:23
  things,
• 45:23
  too.
• 45:23
  Yeah.
• 45:24
  I
• 45:24
  feel
• 45:24
  like
• 45:24
  you
• 45:24
  often
• 45:25
  get
• 45:25
  more
• 45:25
  negative.
• 45:26
  Yeah.
• 45:26
  Like,
• 45:27
  I
• 45:27
  will
• 45:27
  only
• 45:27
  stay
• 45:28
  on
• 45:28
  the
• 45:28
  phone
• 45:28
  for
• 45:28
  a
• 45:28
  survey
• 45:29
  if,
• 45:30
  like,
• 45:30
  it
• 45:31
  was
• 45:31
  bad.
• 45:31
  And
• 45:32
  I'll
• 45:32
  be
• 45:32
  like,
• 45:32
  listen,
• 45:32
  listen.
• 45:33
  You
• 45:33
  need
• 45:34
  to
• 45:34
  fire
• 45:34
  this
• 45:35
  person.
• 45:36
  They
• 45:36
  were
• 45:36
  so
• 45:37
  mean
• 45:37
  to
• 45:37
  me.
• 45:38
  My
• 45:38
  day
• 45:38
  is
• 45:39
  ruined.
• 45:39
  That's
• 45:39
  a
• 45:39
  good
• 45:40
  point.
• 45:40
  I
• 45:40
  never
• 45:40
  do
• 45:40
  the
• 45:41
  surveys.
• 45:41
  If
• 45:41
  it
• 45:41
  goes
• 45:42
  well,
• 45:42
  I'm
• 45:42
  like,
• 45:42
  great,
• 45:42
  Good
• 45:43
  work.
• 45:43
  I'm
• 45:43
  gonna
• 45:43
  move
• 45:43
  on
• 45:43
  with
• 45:44
  my
• 45:44
  day.
• 45:44
  Yeah.
• 45:44
  If
• 45:44
  it
• 45:45
  goes
• 45:45
  badly,
• 45:45
  I'm
• 45:46
  like,
• 45:46
  I've
• 45:46
  got
• 45:47
  a
• 45:47
  grudge.
• 45:47
  Yeah.
• 45:48
  And
• 45:48
  I'm
• 45:48
  gonna
• 45:48
  tell
• 45:49
  you.
• 45:49
  I'm
• 45:49
  gonna
• 45:49
  let
• 45:49
  you.
• 45:49
  And
• 45:50
  the
• 45:50
  higher
• 45:50
  ups
• 45:50
  are
• 45:50
  gonna
• 45:51
  hear
• 45:51
  about
• 45:51
  it.
• 45:51
  Yeah.
• 45:52
  I'm
• 45:52
  gonna
• 45:52
  speak
• 45:52
  to
• 45:53
  a
• 45:53
  manager.
• 45:54
  Well,
• 45:54
  yeah.
• 45:56
  Oh,
• 45:56
  boy.
• 45:57
  Well,
• 45:57
  we.
• 45:57
  You
• 45:58
  know
• 45:58
  what
• 45:58
  we
• 45:59
  do?
• 45:59
  We
• 45:59
  do
• 45:59
  online
• 45:59
  advertising.
• 46:00
  We
• 46:00
  do
• 46:01
  natural
• 46:01
  sports
• 46:01
  search.
• 46:02
  We
• 46:02
  do.
• 46:02
  So
• 46:02
  we're
• 46:02
  trying
• 46:03
  everything.
• 46:03
  We're
• 46:04
  always
• 46:04
  trying
• 46:04
  things.
• 46:05
  And
• 46:05
  even,
• 46:05
  like,
• 46:06
  you
• 46:06
  know,
• 46:06
  you
• 46:06
  and
• 46:06
  I
• 46:06
  are
• 46:07
  doing
• 46:07
  this
• 46:07
  and
• 46:08
  our
• 46:08
  podcast,
• 46:09
  and
• 46:09
  I
• 46:09
  hope
• 46:09
  we
• 46:10
  meet
• 46:10
  other
• 46:10
  people,
• 46:10
  new
• 46:11
  possible
• 46:11
  people
• 46:12
  for
• 46:12
  the
• 46:12
  business.
• 46:12
  Yeah.
• 46:13
  But
• 46:13
  that
• 46:13
  isn't
• 46:14
  really
• 46:14
  why
• 46:14
  I'm
• 46:14
  doing
• 46:14
  this.
• 46:14
  But
• 46:15
  I'm
• 46:15
  having
• 46:15
  this
• 46:15
  fun,
• 46:16
  having
• 46:16
  a
• 46:16
  good
• 46:16
  time.
• 46:18
  Jokes
• 46:19
  on
• 46:19
  them.
• 46:19
  That's
• 46:19
  right.
• 46:20
  But
• 46:20
  anyway.
• 46:21
  But
• 46:21
  no,
• 46:21
  you
• 46:21
  have
• 46:21
  to
• 46:21
  find
• 46:22
  ways
• 46:22
  to
• 46:22
  get
• 46:22
  the
• 46:22
  word
• 46:23
  out.
• 46:23
  That's
• 46:23
  really
• 46:23
  important.
• 46:24
  Yeah.
• 46:24
  Yeah.
• 46:25
  Okay.
• 46:26
  So
• 46:27
  after
• 46:27
  you
• 46:27
  read
• 46:27
  this
• 46:28
  book
• 46:28
  and
• 46:29
  on
• 46:29
  your
• 46:29
  own
• 46:29
  experience.
• 46:30
  Okay,
• 46:30
  so
• 46:31
  running
• 46:31
  a
• 46:31
  business,
• 46:32
  what
• 46:32
  advice
• 46:32
  do
• 46:32
  you
• 46:32
  think
• 46:33
  is
• 46:33
  the
• 46:33
  most
• 46:33
  important
• 46:34
  that
• 46:34
  moms
• 46:35
  need
• 46:35
  to
• 46:36
  start
• 46:36
  a
• 46:36
  business?
• 46:37
  Yeah.
• 46:37
  Okay.
• 46:38
  I
• 46:38
  have
• 46:39
  three
• 46:39
  things
• 46:40
  that
• 46:40
  I
• 46:40
  will
• 46:40
  say.
• 46:42
  Believe
• 46:42
  me,
• 46:42
  these
• 46:42
  are
• 46:42
  all
• 46:43
  things
• 46:43
  I've
• 46:43
  learned
• 46:44
  the
• 46:44
  hard
• 46:44
  way.
• 46:45
  Okay.
• 46:46
  One,
• 46:46
  be
• 46:47
  very
• 46:47
  scrappy
• 46:48
  as
• 46:48
  much
• 46:48
  as
• 46:49
  you
• 46:49
  can,
• 46:49
  because
• 46:50
  bad
• 46:50
  and
• 46:51
  unexpected
• 46:51
  things
• 46:52
  will
• 46:52
  happen.
• 46:53
  Like,
• 46:53
  we
• 46:53
  had
• 46:53
  a.
• 46:54
  Our
• 46:54
  business
• 46:54
  testing
• 46:55
  Mom.
• 46:55
  It
• 46:55
  was
• 46:56
  all
• 46:56
  about
• 46:56
  helping
• 46:57
  kids
• 46:57
  get
• 46:57
  ready
• 46:57
  for
• 46:58
  tests.
• 46:58
  Well,
• 46:59
  during
• 46:59
  COVID
• 47:00
  no
• 47:00
  school
• 47:01
  was
• 47:01
  testing,
• 47:02
  and
• 47:02
  we
• 47:02
  thought,
• 47:02
  oh,
• 47:03
  my
• 47:03
  God,
• 47:03
  that's
• 47:03
  the
• 47:04
  end
• 47:04
  of
• 47:04
  our
• 47:04
  business.
• 47:04
  What
• 47:04
  are
• 47:05
  we
• 47:05
  going
• 47:05
  to
• 47:05
  do?
• 47:06
  Well,
• 47:06
  we
• 47:06
  immediately
• 47:07
  pivoted
• 47:07
  and
• 47:08
  started
• 47:08
  offering
• 47:10
  classes
• 47:10
  to
• 47:11
  kids
• 47:11
  who
• 47:11
  were
• 47:11
  at
• 47:11
  home.
• 47:12
  We
• 47:12
  did
• 47:13
  fun
• 47:13
  classes.
• 47:13
  We
• 47:14
  did
• 47:14
  academic
• 47:14
  classes.
• 47:15
  I
• 47:15
  mean,
• 47:15
  we
• 47:15
  just
• 47:15
  became
• 47:16
  a
• 47:16
  different
• 47:16
  business.
• 47:17
  We
• 47:17
  were
• 47:18
  very
• 47:18
  nimble
• 47:18
  and
• 47:19
  did
• 47:19
  that.
• 47:19
  And
• 47:19
  you
• 47:19
  have
• 47:19
  to
• 47:20
  be
• 47:20
  nimble
• 47:20
  and
• 47:20
  you
• 47:21
  have
• 47:21
  to
• 47:21
  be
• 47:21
  scrappy
• 47:22
  because
• 47:22
  things
• 47:23
  are
• 47:23
  going
• 47:23
  to
• 47:23
  happen
• 47:23
  like
• 47:24
  that,
• 47:24
  and
• 47:24
  you
• 47:24
  have
• 47:25
  to
• 47:25
  figure
• 47:25
  out
• 47:25
  what
• 47:25
  to
• 47:25
  do.
• 47:26
  Just
• 47:26
  be
• 47:27
  prepared
• 47:27
  for
• 47:27
  that.
• 47:28
  That
• 47:29
  another
• 47:30
  thing
• 47:30
  I
• 47:30
  Would
• 47:31
  say
• 47:31
  is
• 47:31
  be
• 47:31
  patient.
• 47:32
  Everything
• 47:33
  takes
• 47:33
  longer
• 47:33
  than
• 47:33
  you
• 47:34
  think
• 47:34
  it's
• 47:34
  going
• 47:34
  to
• 47:34
  take,
• 47:35
  and
• 47:36
  it
• 47:36
  costs
• 47:36
  more
• 47:36
  than
• 47:36
  you
• 47:37
  think
• 47:37
  it's
• 47:37
  going
• 47:37
  to
• 47:37
  cost.
• 47:38
  Like
• 47:38
  a
• 47:38
  renovation.
• 47:39
  Yeah,
• 47:39
  Everything.
• 47:40
  And
• 47:40
  so.
• 47:41
  So
• 47:41
  be
• 47:41
  prepared
• 47:41
  for
• 47:42
  that.
• 47:42
  And
• 47:42
  again,
• 47:43
  psychologically
• 47:44
  and
• 47:44
  financially
• 47:45
  prepared.
• 47:46
  Just
• 47:46
  right.
• 47:47
  I
• 47:47
  mean,
• 47:47
  that's
• 47:47
  why
• 47:48
  I
• 47:48
  say
• 47:48
  your
• 47:49
  business
• 47:49
  has
• 47:49
  to
• 47:49
  really
• 47:50
  feel
• 47:50
  like
• 47:50
  a
• 47:50
  mission
• 47:51
  to
• 47:51
  you.
• 47:51
  It
• 47:51
  has
• 47:52
  to
• 47:52
  be
• 47:52
  something
• 47:52
  you
• 47:52
  want
• 47:53
  to
• 47:53
  do
• 47:53
  so
• 47:53
  much.
• 47:54
  Like
• 47:54
  this,
• 47:54
  to
• 47:55
  me,
• 47:55
  was
• 47:55
  a
• 47:55
  passion.
• 47:56
  I
• 47:56
  do
• 47:56
  it
• 47:56
  to
• 47:56
  help
• 47:57
  people.
• 47:57
  And
• 47:58
  I'm
• 47:58
  so
• 47:58
  lucky
• 47:58
  to
• 47:59
  be
• 47:59
  able
• 47:59
  to
• 47:59
  do
• 47:59
  something
• 47:59
  that
• 48:00
  helps
• 48:00
  people
• 48:00
  that
• 48:00
  I
• 48:00
  like
• 48:01
  doing.
• 48:01
  Yeah,
• 48:01
  but
• 48:02
  it.
• 48:02
  But
• 48:02
  just.
• 48:03
  It
• 48:03
  has.
• 48:03
  That's
• 48:03
  why
• 48:04
  it
• 48:04
  has
• 48:04
  to
• 48:04
  be
• 48:04
  your
• 48:05
  mission.
• 48:05
  And
• 48:05
  be
• 48:05
  patient.
• 48:06
  It
• 48:06
  eventually
• 48:07
  will
• 48:07
  pay
• 48:07
  off,
• 48:08
  but
• 48:08
  takes
• 48:09
  a
• 48:09
  while.
• 48:09
  Yeah,
• 48:09
  eventually.
• 48:10
  Keyword.
• 48:11
  And
• 48:11
  the
• 48:12
  last
• 48:12
  thing
• 48:12
  I
• 48:12
  would
• 48:12
  say
• 48:12
  is
• 48:12
  just
• 48:13
  be
• 48:13
  yourself.
• 48:14
  That
• 48:14
  people
• 48:15
  will
• 48:15
  see
• 48:15
  who
• 48:15
  you
• 48:15
  are
• 48:16
  and
• 48:16
  they'll
• 48:17
  decide
• 48:17
  if
• 48:17
  they
• 48:17
  want
• 48:18
  to
• 48:18
  do
• 48:18
  business
• 48:18
  with
• 48:18
  you.
• 48:19
  And
• 48:19
  if
• 48:20
  you're
• 48:20
  trying
• 48:20
  to
• 48:20
  be
• 48:20
  someone
• 48:21
  you're
• 48:21
  not.
• 48:21
  Like,
• 48:22
  I
• 48:22
  don't
• 48:22
  know.
• 48:22
  People
• 48:23
  sniff
• 48:23
  you
• 48:23
  out.
• 48:23
  They
• 48:24
  do.
• 48:24
  Like,
• 48:24
  who
• 48:25
  is
• 48:25
  that
• 48:25
  lady
• 48:26
  that
• 48:27
  changed
• 48:27
  her
• 48:27
  voice
• 48:27
  and
• 48:28
  got
• 48:28
  into
• 48:28
  all
• 48:28
  that
• 48:28
  trouble?
• 48:30
  Oh,
• 48:30
  they
• 48:30
  did
• 48:30
  a
• 48:30
  movie
• 48:31
  about
• 48:31
  her.
• 48:31
  The
• 48:32
  one
• 48:32
  they
• 48:32
  did,
• 48:32
  though,
• 48:32
  she
• 48:33
  had
• 48:33
  the
• 48:33
  blood
• 48:33
  tests,
• 48:34
  remember?
• 48:34
  Oh,
• 48:34
  you
• 48:34
  don't
• 48:35
  know
• 48:35
  what,
• 48:35
  Rachel
• 48:35
  Dolezal.
• 48:36
  No,
• 48:36
  no.
• 48:37
  Well,
• 48:38
  anyway.
• 48:39
  No,
• 48:39
  it's
• 48:39
  a
• 48:39
  whole
• 48:39
  different.
• 48:40
  She's
• 48:41
  not.
• 48:41
  Well,
• 48:41
  she
• 48:41
  was
• 48:42
  somebody.
• 48:42
  She.
• 48:42
  She
• 48:42
  actually.
• 48:43
  It
• 48:43
  all
• 48:43
  turned
• 48:44
  out
• 48:44
  to
• 48:44
  be
• 48:44
  kind
• 48:44
  of
• 48:44
  fraudulent,
• 48:45
  and
• 48:46
  she
• 48:46
  changed
• 48:47
  her
• 48:47
  voice
• 48:47
  and
• 48:47
  got
• 48:47
  a
• 48:47
  blood
• 48:48
  test
• 48:48
  and.
• 48:48
  Was
• 48:48
  fraud.
• 48:49
  No,
• 48:49
  no.
• 48:49
  Who
• 48:49
  is
• 48:50
  this
• 48:50
  person?
• 48:50
  It
• 48:50
  was
• 48:51
  a.
• 48:51
  I
• 48:52
  forgot
• 48:52
  the
• 48:52
  name
• 48:52
  of
• 48:52
  the
• 48:52
  business.
• 48:53
  They
• 48:53
  did
• 48:53
  a
• 48:53
  movie
• 48:53
  about
• 48:54
  it
• 48:54
  and.
• 48:55
  Oh,
• 48:55
  you
• 48:55
  know
• 48:55
  what?
• 48:55
  I'm.
• 48:56
  Elizabeth
• 48:56
  Holmes.
• 48:57
  Yes.
• 48:57
  Yes.
• 48:57
  She
• 48:58
  didn't
• 48:58
  get
• 48:58
  a
• 48:58
  blood
• 48:58
  test.
• 48:59
  No,
• 48:59
  no.
• 48:59
  She
• 49:00
  started
• 49:00
  a
• 49:01
  company,
• 49:02
  made
• 49:02
  blood
• 49:02
  tests.
• 49:03
  One
• 49:03
  blood
• 49:04
  test.
• 49:04
  That
• 49:04
  is
• 49:04
  your
• 49:05
  description
• 49:05
  of
• 49:05
  Elizabeth
• 49:06
  Holmes.
• 49:06
  She
• 49:06
  changed
• 49:06
  her
• 49:07
  voice.
• 49:07
  She
• 49:07
  got
• 49:07
  a
• 49:08
  blood
• 49:08
  test.
• 49:08
  She
• 49:09
  was
• 49:09
  a
• 49:09
  fraud.
• 49:10
  Right.
• 49:10
  That's
• 49:10
  what
• 49:10
  I'm,
• 49:11
  you
• 49:11
  know,
• 49:11
  big
• 49:11
  ideas.
• 49:12
  Yeah.
• 49:12
  What
• 49:13
  I'm.
• 49:13
  All
• 49:13
  I'm
• 49:13
  saying
• 49:13
  is
• 49:14
  it's
• 49:14
  like,
• 49:14
  be
• 49:15
  who
• 49:15
  you
• 49:15
  are.
• 49:15
  Theranos.
• 49:16
  She
• 49:16
  was
• 49:17
  Theranos.
• 49:18
  Theranos.
• 49:18
  And
• 49:19
  she
• 49:19
  and
• 49:19
  Jen
• 49:19
  Shaw
• 49:19
  from
• 49:20
  Real
• 49:20
  Housewives
• 49:20
  of
• 49:20
  Salt
• 49:21
  Lake
• 49:21
  City
• 49:21
  are
• 49:21
  in
• 49:21
  jail
• 49:22
  or
• 49:22
  were
• 49:22
  in
• 49:22
  jail
• 49:22
  together
• 49:23
  and
• 49:23
  became
• 49:23
  friends.
• 49:24
  Oh,
• 49:24
  really?
• 49:24
  She
• 49:25
  was.
• 49:25
  Jen
• 49:25
  Shaw
• 49:26
  was
• 49:26
  also
• 49:26
  in
• 49:26
  jail
• 49:27
  for
• 49:27
  fraud.
• 49:27
  Oh,
• 49:28
  well.
• 49:28
  So
• 49:29
  I'm
• 49:29
  sure
• 49:29
  they
• 49:29
  were
• 49:29
  comparing
• 49:29
  notes.
• 49:30
  Oh,
• 49:30
  I
• 49:30
  guess
• 49:31
  so.
• 49:31
  But.
• 49:31
  But
• 49:31
  I'm
• 49:32
  just.
• 49:32
  We.
• 49:32
  Obviously
• 49:33
  you
• 49:33
  want
• 49:33
  to
• 49:33
  be
• 49:34
  yourself.
• 49:34
  Don't.
• 49:35
  I
• 49:35
  can't.
• 49:35
  I
• 49:36
  wish
• 49:36
  my
• 49:36
  voice
• 49:36
  was
• 49:36
  a
• 49:37
  little
• 49:37
  more,
• 49:38
  you
• 49:38
  know,
• 49:39
  better.
• 49:39
  I
• 49:40
  wish
• 49:40
  I
• 49:40
  had
• 49:40
  a
• 49:40
  better
• 49:40
  voice.
• 49:41
  I
• 49:41
  have
• 49:41
  high
• 49:41
  pitch.
• 49:42
  Like
• 49:42
  a
• 49:42
  more
• 49:42
  Luann
• 49:43
  voice.
• 49:43
  Yes,
• 49:44
  A
• 49:44
  little
• 49:44
  more.
• 49:45
  You
• 49:45
  Know
• 49:45
  a
• 49:45
  deeper,
• 49:46
  also
• 49:46
  hilarious.
• 49:47
  My
• 49:47
  dad
• 49:48
  and
• 49:48
  my
• 49:48
  cousins
• 49:48
  went
• 49:49
  out
• 49:49
  to
• 49:49
  a
• 49:49
  bar,
• 49:50
  and
• 49:51
  this
• 49:51
  woman
• 49:52
  approached
• 49:52
  them
• 49:52
  who
• 49:53
  was
• 49:53
  like,
• 49:53
  I
• 49:53
  just
• 49:54
  did
• 49:54
  a
• 49:54
  Broadway.
• 49:55
  I'm
• 49:55
  a
• 49:56
  cabaret
• 49:56
  star.
• 49:57
  I'm
• 49:57
  on
• 49:57
  television.
• 49:58
  And
• 49:58
  she
• 49:58
  was
• 49:59
  hitting
• 49:59
  on
• 49:59
  my
• 49:59
  cousins
• 49:59
  and
• 50:00
  my
• 50:00
  dad.
• 50:00
  And
• 50:00
  my
• 50:01
  dad
• 50:01
  texts
• 50:01
  my
• 50:01
  mom,
• 50:01
  and
• 50:02
  he's
• 50:02
  like,
• 50:02
  this
• 50:02
  insane
• 50:03
  woman
• 50:03
  just
• 50:04
  came
• 50:04
  up
• 50:04
  to
• 50:04
  me
• 50:05
  and
• 50:05
  claims
• 50:06
  to
• 50:06
  be
• 50:06
  a
• 50:06
  Broadway
• 50:07
  cabaret
• 50:07
  star,
• 50:08
  but
• 50:08
  she
• 50:08
  was
• 50:08
  out
• 50:09
  of
• 50:09
  her
• 50:09
  mind.
• 50:09
  And
• 50:10
  we
• 50:10
  were
• 50:10
  like.
• 50:11
  Well,
• 50:11
  I
• 50:11
  immediately
• 50:12
  sent
• 50:12
  him
• 50:12
  a
• 50:12
  picture
• 50:13
  of
• 50:13
  Luann.
• 50:13
  I
• 50:13
  said,
• 50:13
  is
• 50:14
  this
• 50:14
  who
• 50:14
  you're.
• 50:14
  And
• 50:15
  it
• 50:15
  was
• 50:15
  Luann.
• 50:15
  That's
• 50:16
  who
• 50:16
  they
• 50:16
  met.
• 50:16
  Yeah,
• 50:17
  that's
• 50:17
  who
• 50:17
  they
• 50:17
  met.
• 50:18
  Luanne's
• 50:18
  like,
• 50:18
  who
• 50:18
  is
• 50:18
  this
• 50:19
  psychotic
• 50:19
  woman?
• 50:20
  I
• 50:20
  don't
• 50:21
  know
• 50:21
  that
• 50:21
  we
• 50:21
  should
• 50:21
  be
• 50:21
  saying
• 50:21
  things
• 50:22
  like
• 50:22
  that
• 50:22
  about.
• 50:23
  I
• 50:23
  love
• 50:23
  Luan.
• 50:24
  So
• 50:24
  do
• 50:24
  I.
• 50:24
  Listen
• 50:25
  again,
• 50:25
  Luann,
• 50:25
  girl,
• 50:26
  keep
• 50:26
  doing
• 50:26
  your
• 50:27
  thing.
• 50:27
  You
• 50:27
  are
• 50:27
  a
• 50:28
  hero
• 50:28
  of
• 50:28
  mine.
• 50:28
  She's
• 50:29
  so
• 50:29
  funny.
• 50:29
  You
• 50:30
  are
• 50:30
  a
• 50:30
  woman
• 50:30
  who
• 50:30
  has
• 50:31
  lived
• 50:31
  one
• 50:31
  of
• 50:31
  the
• 50:32
  most
• 50:32
  exciting
• 50:32
  lives.
• 50:33
  I
• 50:33
  know.
• 50:33
  But
• 50:33
  my
• 50:33
  husband
• 50:34
  hadn't.
• 50:34
  It
• 50:35
  just.
• 50:35
  He
• 50:35
  had.
• 50:35
  Why
• 50:36
  would
• 50:36
  he
• 50:36
  know?
• 50:37
  He
• 50:37
  was
• 50:37
  completely
• 50:38
  thrown
• 50:38
  by
• 50:38
  the
• 50:38
  whole
• 50:38
  thing.
• 50:39
  Yeah,
• 50:39
  well,
• 50:39
  why
• 50:39
  would.
• 50:40
  Why
• 50:40
  would
• 50:40
  dad
• 50:40
  have
• 50:40
  any
• 50:40
  idea?
• 50:41
  He
• 50:41
  never
• 50:41
  watched
• 50:42
  Housewives
• 50:42
  or
• 50:43
  anything
• 50:43
  like
• 50:43
  that.
• 50:43
  I've
• 50:44
  gotten
• 50:44
  Ben
• 50:45
  to
• 50:45
  watch
• 50:45
  Housewives.
• 50:46
  No
• 50:46
  more
• 50:46
  me.
• 50:46
  Only
• 50:47
  certain
• 50:47
  franchises.
• 50:47
  He
• 50:48
  likes
• 50:48
  Beverly
• 50:48
  Hills
• 50:48
  and
• 50:49
  Old
• 50:49
  New
• 50:49
  York,
• 50:49
  which
• 50:49
  obviously.
• 50:50
  Obviously.
• 50:51
  I
• 50:51
  mean,
• 50:52
  the
• 50:53
  best
• 50:53
  of
• 50:53
  the
• 50:53
  best.
• 50:53
  Well,
• 50:54
  okay,
• 50:54
  so
• 50:54
  there's
• 50:55
  Luann.
• 50:55
  There's
• 50:55
  another
• 50:55
  example.
• 50:56
  Luann
• 50:56
  is
• 50:57
  herself.
• 50:57
  And
• 50:57
  she
• 50:58
  pivoted.
• 50:58
  Yeah,
• 50:59
  man,
• 50:59
  did
• 50:59
  she
• 51:00
  pivoted.
• 51:00
  She
• 51:00
  was
• 51:01
  a
• 51:01
  countess,
• 51:01
  and
• 51:01
  now
• 51:02
  she's
• 51:02
  a
• 51:02
  cabaret
• 51:03
  star.
• 51:03
  And
• 51:03
  that
• 51:04
  is
• 51:04
  a
• 51:04
  biography
• 51:04
  I
• 51:05
  would
• 51:05
  like
• 51:05
  to
• 51:05
  read.
• 51:05
  Oh,
• 51:06
  yeah,
• 51:06
  that
• 51:06
  would
• 51:06
  be.
• 51:06
  So
• 51:07
  Luann,
• 51:07
  take
• 51:07
  note.
• 51:08
  If
• 51:08
  you
• 51:08
  write
• 51:09
  a
• 51:09
  book,
• 51:09
  watch.
• 51:09
  She
• 51:10
  written
• 51:10
  the
• 51:10
  book.
• 51:11
  But
• 51:11
  honestly,
• 51:11
  from
• 51:11
  Countess
• 51:12
  to
• 51:12
  Cabaret
• 51:12
  Star,
• 51:13
  that's
• 51:14
  a
• 51:14
  bestseller.
• 51:14
  You
• 51:15
  heard
• 51:15
  it
• 51:15
  here
• 51:15
  first.
• 51:15
  Yes,
• 51:16
  but
• 51:17
  be
• 51:17
  yourself.
• 51:18
  Be
• 51:18
  yourself.
• 51:18
  That
• 51:19
  was
• 51:19
  my
• 51:19
  advice.
• 51:20
  Just
• 51:20
  be
• 51:20
  who
• 51:21
  you
• 51:21
  are.
• 51:21
  People
• 51:21
  will
• 51:22
  either
• 51:22
  like
• 51:22
  you
• 51:22
  or
• 51:22
  they
• 51:23
  won't
• 51:23
  change
• 51:23
  your
• 51:24
  voice.
• 51:24
  Take
• 51:24
  a
• 51:25
  blood
• 51:25
  test,
• 51:25
  be
• 51:26
  a
• 51:26
  fraud,
• 51:26
  don't
• 51:27
  be
• 51:27
  a
• 51:27
  fraud,
• 51:27
  don't
• 51:28
  be
• 51:28
  a
• 51:28
  fraud,
• 51:29
  and
• 51:29
  don't
• 51:29
  change
• 51:30
  your
• 51:30
  voice.
• 51:30
  And
• 51:31
  even
• 51:31
  if
• 51:31
  you
• 51:32
  have
• 51:32
  a
• 51:32
  behavior
• 51:33
  voice
• 51:33
  like
• 51:33
  I
• 51:33
  do,
• 51:34
  just
• 51:34
  leave
• 51:34
  it.
• 51:34
  We
• 51:35
  make
• 51:35
  it
• 51:35
  work.
• 51:35
  Okay.
• 51:36
  Anyway,
• 51:38
  how
• 51:38
  to
• 51:38
  scale
• 51:39
  of
• 51:39
  scientist
• 51:39
  to
• 51:39
  parent.
• 51:40
  Very
• 51:40
  quickly,
• 51:40
  how
• 51:41
  would
• 51:41
  you
• 51:41
  rate
• 51:41
  this
• 51:41
  book?
• 51:41
  I
• 51:42
  actually
• 51:42
  did
• 51:42
  like
• 51:43
  the
• 51:43
  book.
• 51:43
  If
• 51:43
  you're
• 51:43
  starting
• 51:44
  a
• 51:44
  business
• 51:45
  and
• 51:45
  you
• 51:45
  want
• 51:45
  to
• 51:46
  know
• 51:46
  how
• 51:46
  to
• 51:46
  talk
• 51:46
  to
• 51:46
  customers
• 51:47
  to
• 51:47
  get
• 51:47
  real
• 51:47
  information.
• 51:48
  Information.
• 51:48
  It's
• 51:48
  a
• 51:49
  helpful
• 51:49
  book.
• 51:50
  We
• 51:50
  went
• 51:50
  off
• 51:51
  the
• 51:51
  grid
• 51:51
  about
• 51:51
  it.
• 51:52
  Yeah.
• 51:52
  Because
• 51:53
  we
• 51:53
  really
• 51:53
  sincerely
• 51:54
  thought
• 51:54
  it
• 51:54
  was
• 51:54
  a
• 51:54
  very
• 51:54
  different
• 51:55
  book
• 51:55
  than
• 51:55
  it
• 51:56
  was.
• 51:56
  But
• 51:56
  we
• 51:57
  were
• 51:57
  halfway
• 51:57
  through
• 51:57
  when
• 51:57
  we
• 51:57
  discovered
• 51:58
  it,
• 51:58
  and
• 51:58
  we
• 51:58
  were
• 51:58
  like,
• 51:58
  you
• 51:58
  know
• 51:59
  what?
• 51:59
  Press
• 51:59
  on.
• 51:59
  Yeah.
• 52:00
  Make
• 52:00
  it
• 52:00
  work.
• 52:01
  Because
• 52:01
  we
• 52:01
  are
• 52:02
  flexible
• 52:02
  women
• 52:02
  in
• 52:03
  business.
• 52:03
  That's
• 52:03
  right.
• 52:04
  That's
• 52:04
  right.
• 52:04
  We
• 52:04
  just.
• 52:05
  We
• 52:05
  pivoted.
• 52:07
  Anyway,
• 52:08
  thank
• 52:08
  you
• 52:09
  guys
• 52:09
  so
• 52:09
  much
• 52:09
  for
• 52:09
  joining
• 52:10
  us
• 52:10
  for
• 52:10
  this
• 52:10
  episode
• 52:11
  of
• 52:11
  Other
• 52:11
  People's
• 52:11
  Parenting,
• 52:12
  and
• 52:12
  we
• 52:13
  will
• 52:13
  see
• 52:13
  you
• 52:14
  next
• 52:14
  week.