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From Startup to Success: Kelly Anne Parker's Inspiring Journey · #WisdomOfWomen Show

• 0:00
  Welcome
• 0:00
  to
• 0:00
  the
• 0:01
  Wisdom
• 0:01
  of
• 0:01
  Women
• 0:02
  Show.
• 0:02
  We
• 0:03
  are
• 0:03
  dedicated
• 0:04
  to
• 0:04
  amplifying
• 0:05
  the
• 0:05
  voice
• 0:05
  and
• 0:06
  wisdom
• 0:06
  of
• 0:07
  women
• 0:07
  in
• 0:08
  business.
• 0:09
  A
• 0:09
  new
• 0:09
  model
• 0:10
  of
• 0:10
  leadership
• 0:10
  is
• 0:11
  emerging
• 0:11
  and
• 0:11
  we
• 0:11
  are
• 0:12
  here
• 0:12
  to
• 0:12
  amplify
• 0:13
  the
• 0:13
  voices
• 0:14
  of
• 0:14
  women
• 0:15
  leading
• 0:15
  the
• 0:16
  way.
• 0:17
  I
• 0:17
  am
• 0:17
  your
• 0:17
  host,
• 0:18
  Koko
• 0:18
  Snellman,
• 0:19
  five
• 0:19
  time
• 0:19
  founder,
• 0:20
  impact
• 0:20
  investor
• 0:21
  and
• 0:21
  creator
• 0:21
  of
• 0:22
  the
• 0:22
  Force
• 0:22
  for
• 0:22
  Good
• 0:23
  system.
• 0:24
  Thank
• 0:24
  you
• 0:24
  for
• 0:25
  joining
• 0:25
  us
• 0:25
  today
• 0:26
  as
• 0:26
  we
• 0:26
  illuminate
• 0:27
  the
• 0:27
  path
• 0:28
  to
• 0:28
  unlocking
• 0:29
  opportunities
• 0:30
  and
• 0:30
  prosperity
• 0:32
  for
• 0:32
  women
• 0:32
  led
• 0:32
  enterprises
• 0:33
  by
• 0:34
  amplifying
• 0:34
  the
• 0:35
  voice
• 0:35
  and
• 0:35
  wisdom
• 0:36
  of
• 0:37
  women.
• 0:38
  Today
• 0:39
  we
• 0:39
  have
• 0:40
  a
• 0:40
  most
• 0:41
  delightful
• 0:42
  guest
• 0:43
  woman
• 0:43
  I
• 0:44
  recently
• 0:45
  met
• 0:45
  and
• 0:46
  instantly
• 0:46
  felt
• 0:47
  kismet.
• 0:48
  So
• 0:48
  today
• 0:48
  we
• 0:49
  have
• 0:49
  Kellyann
• 0:50
  Parker.
• 0:51
  Kelly
• 0:52
  is
• 0:52
  a
• 0:52
  seasoned
• 0:53
  entrepreneur,
• 0:54
  growth
• 0:55
  strategist
• 0:56
  and
• 0:57
  startup
• 0:57
  veteran.
• 0:58
  One
• 0:59
  with
• 0:59
  a
• 0:59
  successful
• 1:00
  exit
• 1:01
  under
• 1:01
  her
• 1:02
  belt.
• 1:02
  Ladies.
• 1:03
  She
• 1:03
  founded
• 1:04
  Send
• 1:05
  Ribbon
• 1:05
  Ribbon,
• 1:06
  a
• 1:06
  corporate
• 1:07
  gifting
• 1:08
  company
• 1:08
  and
• 1:09
  was
• 1:09
  later
• 1:10
  successfully
• 1:10
  acquired
• 1:11
  by
• 1:12
  Urban
• 1:12
  Stems.
• 1:13
  You've
• 1:13
  seen
• 1:13
  Urban
• 1:14
  Stems
• 1:14
  out
• 1:15
  there
• 1:15
  online,
• 1:16
  I'm
• 1:16
  sure.
• 1:17
  Where
• 1:17
  she
• 1:18
  later
• 1:18
  led
• 1:19
  B2B
• 1:20
  sales
• 1:20
  and
• 1:20
  growth
• 1:21
  for
• 1:21
  Urban
• 1:21
  Stems.
• 1:23
  With
• 1:23
  prior
• 1:23
  leadership
• 1:24
  roles
• 1:24
  at
• 1:24
  Door
• 1:25
  Dash,
• 1:26
  managed
• 1:26
  by
• 1:26
  Q,
• 1:26
  which
• 1:27
  was
• 1:27
  acquired
• 1:27
  by
• 1:28
  WeWork
• 1:29
  indeed.
• 1:30
  And
• 1:30
  AOL
• 1:31
  Kelly
• 1:31
  brings
• 1:32
  a
• 1:32
  powerhouse
• 1:33
  blend
• 1:34
  of
• 1:34
  startup
• 1:35
  grit
• 1:36
  and
• 1:36
  growth
• 1:37
  stage
• 1:37
  expertise.
• 1:39
  Today.
• 1:40
  She
• 1:40
  advises
• 1:41
  founders
• 1:42
  in
• 1:42
  growing
• 1:43
  the
• 1:43
  value
• 1:44
  of
• 1:44
  their
• 1:44
  companies
• 1:45
  through
• 1:45
  her
• 1:45
  latest
• 1:46
  venture,
• 1:46
  Launch
• 1:47
  Grow
• 1:48
  Exit.
• 1:48
  So
• 1:49
  you
• 1:49
  can
• 1:49
  find
• 1:49
  her
• 1:50
  at
• 1:50
  Launch
• 1:50
  Grow
• 1:51
  Exit.
• 1:52
  And
• 1:52
  she
• 1:52
  does
• 1:53
  one
• 1:53
  on
• 1:53
  one
• 1:53
  advising.
• 1:54
  She
• 1:55
  does
• 1:55
  content
• 1:56
  development,
• 1:56
  she
• 1:57
  speaks
• 1:57
  all
• 1:58
  over
• 1:58
  the
• 1:58
  place.
• 1:59
  And
• 1:59
  Kelly
• 1:59
  empowers
• 2:00
  aspiring
• 2:01
  entrepreneurs
• 2:02
  to
• 2:03
  be
• 2:04
  themselves
• 2:05
  and
• 2:05
  turn
• 2:05
  fear
• 2:06
  into
• 2:06
  traction.
• 2:07
  So
• 2:08
  welcome
• 2:08
  Kelly.
• 2:09
  It's
• 2:09
  so
• 2:09
  nice
• 2:09
  to
• 2:10
  have
• 2:10
  you.
• 2:10
  Thank
• 2:10
  you
• 2:10
  so
• 2:10
  much
• 2:11
  Coco.
• 2:12
  It's
• 2:12
  such
• 2:12
  a
• 2:12
  pleasure
• 2:13
  to
• 2:13
  have
• 2:13
  the
• 2:13
  conversation
• 2:14
  today.
• 2:14
  And
• 2:15
  obviously
• 2:17
  when
• 2:17
  we
• 2:17
  met
• 2:17
  I
• 2:18
  felt
• 2:18
  the
• 2:18
  same
• 2:18
  way.
• 2:19
  So
• 2:19
  honored
• 2:20
  to
• 2:20
  meet
• 2:20
  you
• 2:21
  and
• 2:21
  hear
• 2:21
  your
• 2:22
  exit
• 2:22
  story.
• 2:22
  Story.
• 2:23
  And
• 2:23
  I
• 2:24
  absolutely
• 2:24
  love
• 2:25
  what
• 2:25
  you're
• 2:25
  doing
• 2:25
  for
• 2:26
  women
• 2:26
  in
• 2:26
  business.
• 2:27
  So
• 2:27
  really
• 2:28
  it's
• 2:28
  an
• 2:28
  honor
• 2:28
  to
• 2:28
  be
• 2:29
  here.
• 2:29
  Thanks
• 2:29
  for
• 2:29
  having
• 2:29
  me.
• 2:30
  Oh,
• 2:30
  such
• 2:31
  a
• 2:31
  pleasure.
• 2:31
  Yes.
• 2:31
  And
• 2:32
  you
• 2:32
  know,
• 2:32
  I
• 2:33
  believe
• 2:33
  and
• 2:33
  I
• 2:33
  know
• 2:34
  that
• 2:34
  you
• 2:34
  also
• 2:34
  do
• 2:34
  because
• 2:35
  we're
• 2:35
  together
• 2:35
  in
• 2:36
  a
• 2:36
  community.
• 2:36
  We
• 2:37
  were
• 2:37
  part
• 2:37
  of
• 2:37
  the
• 2:37
  Whisper
• 2:38
  Group
• 2:39
  founded
• 2:39
  by
• 2:39
  Carrie
• 2:40
  Kirpin.
• 2:40
  We're
• 2:41
  a
• 2:41
  group
• 2:41
  of
• 2:41
  exited
• 2:42
  women
• 2:42
  founders.
• 2:43
  I
• 2:43
  encourage
• 2:44
  all
• 2:44
  of
• 2:44
  us
• 2:45
  to
• 2:45
  find
• 2:45
  a
• 2:46
  place
• 2:46
  where
• 2:46
  we
• 2:47
  can
• 2:47
  network,
• 2:47
  connect
• 2:48
  and
• 2:48
  create
• 2:48
  friendships.
• 2:49
  And
• 2:50
  because
• 2:50
  we
• 2:50
  don't
• 2:51
  have
• 2:51
  the
• 2:51
  golf
• 2:52
  courses,
• 2:53
  we
• 2:53
  need
• 2:53
  to
• 2:53
  have
• 2:53
  our
• 2:54
  own
• 2:54
  place
• 2:54
  where
• 2:54
  we
• 2:54
  can
• 2:55
  find
• 2:55
  pleasure
• 2:56
  and
• 2:56
  fun
• 2:57
  and
• 2:57
  also
• 2:57
  do
• 2:57
  business.
• 2:58
  I'm
• 2:59
  loving
• 2:59
  this
• 2:59
  stage
• 2:59
  of
• 3:00
  my
• 3:00
  life
• 3:00
  and
• 3:00
  getting
• 3:01
  to
• 3:01
  meet
• 3:02
  you
• 3:02
  at
• 3:03
  a
• 3:03
  flower
• 3:04
  arranging
• 3:05
  event
• 3:06
  with
• 3:06
  Carrie
• 3:07
  Kirpin
• 3:07
  and
• 3:08
  the
• 3:08
  Whisper
• 3:08
  Group
• 3:08
  was
• 3:09
  super
• 3:09
  fun.
• 3:09
  Right?
• 3:10
  It
• 3:10
  was
• 3:10
  so
• 3:11
  much
• 3:11
  fun.
• 3:11
  I
• 3:11
  agree
• 3:12
  with
• 3:12
  you.
• 3:12
  Community
• 3:13
  is
• 3:13
  everything.
• 3:14
  Like,
• 3:15
  you
• 3:15
  know,
• 3:15
  as
• 3:16
  the
• 3:16
  world
• 3:16
  is
• 3:16
  changing
• 3:16
  and
• 3:17
  business
• 3:17
  is
• 3:17
  evolving,
• 3:18
  like
• 3:18
  no
• 3:18
  one
• 3:19
  should
• 3:19
  be
• 3:19
  facing
• 3:19
  problems
• 3:20
  alone.
• 3:20
  So
• 3:20
  I
• 3:20
  encourage
• 3:21
  everyone,
• 3:22
  whether
• 3:22
  you're
• 3:23
  an
• 3:23
  employee
• 3:23
  in
• 3:24
  a
• 3:24
  company
• 3:24
  or
• 3:25
  an
• 3:25
  entrepreneur,
• 3:26
  even
• 3:26
  a
• 3:26
  seasoned
• 3:27
  entrepreneur
• 3:27
  is
• 3:27
  like,
• 3:28
  now's
• 3:28
  the
• 3:29
  time
• 3:29
  to
• 3:29
  call
• 3:29
  on
• 3:30
  your
• 3:30
  community
• 3:31
  and
• 3:31
  ask
• 3:31
  the
• 3:32
  hard
• 3:32
  questions
• 3:32
  and
• 3:33
  ask
• 3:33
  for
• 3:33
  help.
• 3:33
  There's
• 3:34
  no
• 3:34
  shame
• 3:34
  in
• 3:35
  it.
• 3:35
  It's
• 3:35
  really
• 3:36
  important.
• 3:36
  No
• 3:37
  one
• 3:37
  should
• 3:37
  be,
• 3:38
  you
• 3:38
  know,
• 3:38
  navigating
• 3:39
  some
• 3:39
  of
• 3:39
  the
• 3:40
  challenges
• 3:40
  that
• 3:40
  we're
• 3:40
  having
• 3:41
  socially
• 3:42
  and
• 3:42
  economically
• 3:42
  alone.
• 3:44
  Agreed.
• 3:45
  Yes.
• 3:45
  So
• 3:46
  we.
• 3:46
  Before
• 3:46
  we
• 3:46
  get
• 3:47
  too
• 3:47
  deep
• 3:47
  into
• 3:48
  things,
• 3:49
  I
• 3:49
  would
• 3:49
  love
• 3:49
  to
• 3:50
  hear
• 3:50
  from
• 3:50
  you
• 3:50
  about
• 3:51
  a
• 3:51
  book
• 3:52
  that
• 3:53
  was
• 3:53
  written
• 3:54
  by
• 3:54
  a
• 3:54
  woman
• 3:55
  that
• 3:55
  has
• 3:55
  significantly
• 3:56
  influenced
• 3:57
  your
• 3:57
  life.
• 3:58
  Oh,
• 3:59
  I
• 3:59
  love
• 3:59
  this
• 3:59
  question
• 4:00
  and
• 4:00
  I
• 4:00
  love
• 4:00
  that
• 4:00
  it's
• 4:00
  unique
• 4:01
  to
• 4:01
  the
• 4:01
  podcast
• 4:02
  and
• 4:02
  unique
• 4:02
  to
• 4:03
  a
• 4:03
  woman
• 4:04
  author.
• 4:05
  One
• 4:05
  of
• 4:05
  the
• 4:05
  books
• 4:05
  that
• 4:06
  I
• 4:06
  recommend
• 4:06
  all
• 4:07
  the
• 4:07
  time
• 4:07
  is
• 4:08
  called
• 4:08
  the
• 4:09
  Million
• 4:09
  Dollar
• 4:09
  One
• 4:09
  Person
• 4:10
  Business
• 4:10
  by
• 4:11
  Elaine.
• 4:11
  It's
• 4:12
  all
• 4:12
  about
• 4:13
  being
• 4:13
  a
• 4:13
  solo
• 4:14
  entrepreneur
• 4:15
  and
• 4:16
  creating
• 4:16
  a
• 4:16
  seven
• 4:17
  figure
• 4:17
  business.
• 4:18
  One
• 4:19
  thing
• 4:19
  I
• 4:19
  love
• 4:19
  about
• 4:19
  it
• 4:20
  is
• 4:21
  it
• 4:22
  not
• 4:22
  only
• 4:22
  gives
• 4:23
  real
• 4:23
  examples
• 4:24
  of
• 4:25
  one
• 4:25
  person
• 4:25
  businesses
• 4:26
  have
• 4:27
  been
• 4:27
  successful,
• 4:28
  but
• 4:28
  it
• 4:28
  also
• 4:29
  creates
• 4:30
  a
• 4:30
  space
• 4:31
  where
• 4:31
  the
• 4:32
  word
• 4:32
  lifestyle
• 4:33
  is
• 4:33
  championed
• 4:34
  and
• 4:34
  not
• 4:35
  considered
• 4:36
  a
• 4:36
  dirty
• 4:36
  word
• 4:37
  in
• 4:37
  business.
• 4:37
  And
• 4:38
  I
• 4:38
  think
• 4:38
  a
• 4:38
  lot
• 4:38
  of
• 4:39
  times
• 4:40
  investors
• 4:40
  or
• 4:40
  people
• 4:41
  in
• 4:41
  that
• 4:41
  space
• 4:42
  will
• 4:42
  say
• 4:42
  something
• 4:43
  like,
• 4:43
  oh,
• 4:43
  that's
• 4:44
  a
• 4:44
  lifestyle
• 4:44
  business
• 4:45
  with
• 4:45
  a
• 4:45
  negative
• 4:46
  connotation.
• 4:47
  And
• 4:47
  you
• 4:47
  know
• 4:48
  as
• 4:48
  well
• 4:48
  as
• 4:48
  I
• 4:48
  know
• 4:49
  so
• 4:49
  many
• 4:50
  entrepreneurs
• 4:50
  that
• 4:50
  have
• 4:51
  created
• 4:51
  seven
• 4:52
  figure
• 4:52
  lifestyle
• 4:53
  businesses.
• 4:54
  So
• 4:54
  I
• 4:54
  recommend
• 4:55
  that
• 4:55
  book
• 4:55
  to
• 4:55
  anyone
• 4:56
  who
• 4:57
  is
• 4:57
  early
• 4:57
  on
• 4:58
  their
• 4:58
  journey
• 4:58
  or
• 4:58
  considering
• 4:59
  going
• 5:00
  all
• 5:00
  in
• 5:00
  on
• 5:01
  their
• 5:01
  idea.
• 5:01
  It
• 5:02
  is
• 5:02
  possible
• 5:02
  to
• 5:03
  create
• 5:03
  a
• 5:03
  million
• 5:03
  dollar
• 5:04
  business
• 5:04
  alone.
• 5:05
  I
• 5:05
  love
• 5:05
  it.
• 5:06
  So
• 5:06
  it's
• 5:06
  called
• 5:06
  the
• 5:07
  Million
• 5:07
  Dollar
• 5:08
  One
• 5:08
  Person
• 5:08
  Business
• 5:09
  and
• 5:10
  I
• 5:10
  didn't
• 5:10
  catch
• 5:11
  the.
• 5:11
  Author,
• 5:12
  Elaine
• 5:13
  Po
• 5:14
  Fet.
• 5:14
  I
• 5:15
  may
• 5:15
  be
• 5:15
  pronouncing
• 5:16
  it
• 5:16
  wrong,
• 5:16
  but
• 5:16
  it's
• 5:16
  P
• 5:17
  O
• 5:17
  F
• 5:18
  E
• 5:18
  L
• 5:18
  D
• 5:19
  T.
• 5:20
  And
• 5:20
  forgive
• 5:20
  me,
• 5:21
  Elaine,
• 5:21
  it's,
• 5:21
  it's
• 5:22
  the
• 5:22
  Brooklyn
• 5:22
  accent.
• 5:24
  I
• 5:24
  love
• 5:24
  it.
• 5:25
  So
• 5:25
  I'm
• 5:25
  gonna
• 5:26
  get
• 5:26
  myself
• 5:26
  a
• 5:27
  copy
• 5:27
  of
• 5:27
  this
• 5:27
  one.
• 5:27
  This
• 5:28
  sounds
• 5:28
  really
• 5:28
  good.
• 5:28
  And
• 5:29
  I'm
• 5:29
  thinking
• 5:29
  about
• 5:29
  some
• 5:29
  people
• 5:30
  I
• 5:30
  know
• 5:30
  that
• 5:30
  would
• 5:30
  love
• 5:31
  to
• 5:31
  have
• 5:31
  this
• 5:31
  book.
• 5:32
  And
• 5:32
  you
• 5:33
  know,
• 5:34
  I
• 5:34
  also
• 5:34
  think
• 5:35
  that,
• 5:35
  that
• 5:35
  when
• 5:36
  to.
• 5:36
  To
• 5:36
  be
• 5:37
  a
• 5:37
  person
• 5:38
  that
• 5:38
  can
• 5:38
  create
• 5:38
  a
• 5:38
  million
• 5:39
  dollar
• 5:39
  business
• 5:40
  as
• 5:40
  an
• 5:40
  individual,
• 5:41
  you
• 5:41
  got
• 5:42
  to
• 5:42
  be
• 5:42
  thinking
• 5:42
  about
• 5:43
  the
• 5:43
  smart
• 5:43
  things
• 5:44
  related
• 5:44
  to
• 5:44
  scale
• 5:45
  and
• 5:45
  growth
• 5:46
  and
• 5:46
  how
• 5:46
  you
• 5:47
  can
• 5:47
  use
• 5:47
  your
• 5:48
  time
• 5:48
  wisely,
• 5:49
  use
• 5:49
  your
• 5:49
  time
• 5:50
  where
• 5:50
  your
• 5:51
  genius
• 5:52
  is
• 5:52
  coming
• 5:53
  out.
• 5:53
  As
• 5:53
  founders,
• 5:54
  I
• 5:54
  know
• 5:55
  we
• 5:55
  struggle
• 5:55
  with
• 5:55
  that.
• 5:56
  And,
• 5:56
  and
• 5:57
  it's,
• 5:57
  it's.
• 5:57
  So
• 5:58
  that's
• 5:58
  just
• 5:58
  sounds
• 5:59
  like
• 5:59
  a
• 5:59
  great
• 5:59
  option
• 6:00
  for
• 6:00
  us.
• 6:00
  Right?
• 6:01
  Nothing
• 6:01
  wrong.
• 6:02
  Nothing
• 6:02
  wrong
• 6:03
  with
• 6:03
  a
• 6:03
  lifestyle
• 6:04
  business
• 6:04
  if.
• 6:04
  It'S
• 6:05
  nothing
• 6:05
  wrong
• 6:05
  with
• 6:05
  it.
• 6:06
  Right.
• 6:07
  So
• 6:07
  I
• 6:07
  want
• 6:08
  to
• 6:08
  get
• 6:08
  into
• 6:09
  like
• 6:10
  first.
• 6:10
  First
• 6:10
  I
• 6:10
  want
• 6:11
  to
• 6:11
  talk
• 6:11
  about
• 6:11
  your
• 6:11
  bigger
• 6:12
  life.
• 6:12
  One
• 6:13
  thing
• 6:13
  I
• 6:13
  know
• 6:13
  about
• 6:14
  founders
• 6:14
  is
• 6:15
  that
• 6:16
  we
• 6:16
  have
• 6:16
  big
• 6:17
  moments
• 6:18
  we
• 6:18
  have
• 6:19
  moments
• 6:19
  where
• 6:19
  we
• 6:20
  make
• 6:20
  big
• 6:20
  decisions
• 6:21
  or
• 6:21
  things
• 6:22
  happen,
• 6:22
  hard
• 6:23
  things
• 6:23
  happen,
• 6:24
  and
• 6:25
  we
• 6:26
  have
• 6:26
  to
• 6:26
  deal.
• 6:27
  I'm
• 6:28
  looking
• 6:28
  for
• 6:29
  three
• 6:30
  defining
• 6:32
  moments
• 6:32
  or
• 6:32
  experiences
• 6:34
  that
• 6:34
  really
• 6:34
  shaped
• 6:35
  you,
• 6:35
  really
• 6:35
  brought
• 6:36
  you
• 6:36
  to
• 6:36
  where
• 6:37
  you
• 6:37
  are
• 6:37
  today.
• 6:38
  And,
• 6:39
  you
• 6:39
  know,
• 6:39
  they
• 6:39
  could
• 6:40
  be
• 6:40
  moments
• 6:40
  where
• 6:40
  you
• 6:41
  said
• 6:41
  yes
• 6:42
  to
• 6:42
  a
• 6:42
  bold
• 6:42
  opportunities
• 6:44
  moment
• 6:44
  that
• 6:44
  you
• 6:44
  stood
• 6:45
  your
• 6:45
  ground
• 6:45
  and
• 6:45
  said
• 6:46
  no
• 6:46
  more.
• 6:48
  A
• 6:48
  time
• 6:48
  when
• 6:48
  you
• 6:49
  overcame
• 6:50
  something,
• 6:51
  a
• 6:51
  loss
• 6:51
  or
• 6:51
  a
• 6:52
  heartbreak
• 6:53
  or
• 6:53
  something
• 6:53
  where
• 6:53
  you
• 6:54
  accomplished
• 6:54
  something
• 6:55
  really
• 6:55
  important
• 6:55
  that
• 6:56
  you
• 6:57
  feel
• 6:57
  great
• 6:57
  sense
• 6:57
  of
• 6:58
  pride.
• 6:59
  What
• 6:59
  are
• 6:59
  those
• 7:00
  three
• 7:00
  moments
• 7:01
  for
• 7:01
  you
• 7:01
  that
• 7:02
  you
• 7:02
  think
• 7:02
  back
• 7:03
  on
• 7:03
  and
• 7:03
  say,
• 7:03
  wow,
• 7:04
  that
• 7:04
  brought
• 7:04
  me
• 7:05
  to
• 7:05
  the
• 7:05
  person
• 7:05
  I
• 7:06
  am
• 7:06
  today?
• 7:07
  Yeah,
• 7:08
  certainly
• 7:09
  a
• 7:09
  lot.
• 7:09
  I
• 7:09
  say
• 7:10
  this
• 7:11
  a
• 7:11
  lot
• 7:11
  to
• 7:12
  founders
• 7:12
  and
• 7:13
  people
• 7:13
  in
• 7:13
  the
• 7:13
  entrepreneurship
• 7:14
  community.
• 7:15
  The
• 7:15
  one
• 7:15
  key
• 7:16
  element
• 7:16
  of
• 7:16
  my
• 7:17
  life
• 7:17
  that
• 7:17
  I've
• 7:18
  known
• 7:18
  since
• 7:19
  I'm
• 7:19
  very
• 7:19
  much
• 7:20
  a
• 7:20
  child
• 7:20
  is
• 7:21
  grit.
• 7:22
  And,
• 7:22
  you
• 7:22
  know,
• 7:23
  I'm
• 7:23
  very
• 7:23
  fortunate.
• 7:24
  My
• 7:24
  brother
• 7:25
  is
• 7:25
  actually
• 7:25
  only
• 7:25
  15
• 7:26
  months
• 7:26
  younger
• 7:26
  than
• 7:26
  me,
• 7:27
  and
• 7:27
  he
• 7:27
  has
• 7:27
  an
• 7:28
  entirely
• 7:28
  different,
• 7:28
  different
• 7:29
  skill
• 7:29
  set.
• 7:30
  So
• 7:30
  it
• 7:30
  was
• 7:30
  very
• 7:30
  clear
• 7:31
  to
• 7:31
  my
• 7:31
  parents
• 7:32
  how
• 7:32
  different
• 7:32
  we
• 7:33
  were.
• 7:33
  He
• 7:34
  could
• 7:34
  follow
• 7:34
  directions,
• 7:35
  get
• 7:35
  straight
• 7:36
  A's,
• 7:36
  be
• 7:36
  an
• 7:36
  amazing
• 7:37
  athlete,
• 7:38
  but
• 7:38
  I
• 7:38
  did
• 7:39
  things
• 7:39
  my
• 7:39
  way,
• 7:39
  and
• 7:40
  I
• 7:40
  was
• 7:40
  able
• 7:40
  to
• 7:41
  figure
• 7:41
  things
• 7:41
  out
• 7:42
  and
• 7:42
  piece
• 7:43
  them
• 7:43
  together
• 7:43
  and,
• 7:44
  you
• 7:44
  know,
• 7:44
  use
• 7:45
  my
• 7:45
  creative
• 7:46
  kind
• 7:46
  of
• 7:46
  skill
• 7:47
  set
• 7:47
  to.
• 7:48
  To
• 7:48
  make
• 7:49
  something
• 7:49
  of
• 7:49
  it.
• 7:49
  I
• 7:50
  learned
• 7:50
  very
• 7:50
  early
• 7:51
  that
• 7:52
  traditional
• 7:52
  school
• 7:53
  wasn't
• 7:54
  for
• 7:54
  me
• 7:54
  and
• 7:55
  a
• 7:55
  traditional
• 7:55
  work
• 7:57
  9
• 7:57
  to
• 7:57
  5
• 7:57
  wasn't
• 7:58
  for
• 7:58
  me.
• 7:58
  You
• 7:58
  know,
• 7:59
  and
• 7:59
  I
• 8:00
  think
• 8:00
  that's
• 8:00
  really
• 8:00
  important
• 8:01
  is
• 8:02
  it's
• 8:02
  okay
• 8:03
  to
• 8:03
  not
• 8:04
  fit
• 8:04
  into
• 8:05
  societal
• 8:05
  norms.
• 8:06
  I
• 8:06
  didn't
• 8:06
  as
• 8:07
  a
• 8:07
  kid,
• 8:07
  and
• 8:07
  I'm
• 8:07
  not
• 8:07
  going
• 8:08
  to
• 8:08
  as
• 8:08
  an
• 8:08
  adult.
• 8:09
  It
• 8:09
  was
• 8:09
  just
• 8:09
  something
• 8:10
  that
• 8:10
  I
• 8:11
  had
• 8:11
  to,
• 8:11
  like,
• 8:12
  convince
• 8:12
  everyone,
• 8:13
  like,
• 8:13
  hey,
• 8:13
  there
• 8:14
  is
• 8:14
  another
• 8:14
  route.
• 8:14
  Right?
• 8:15
  Because
• 8:15
  that
• 8:15
  wasn't
• 8:16
  something
• 8:16
  that
• 8:17
  was
• 8:18
  totally
• 8:18
  accepted
• 8:19
  by
• 8:19
  my
• 8:20
  environment
• 8:20
  of
• 8:21
  friends
• 8:21
  and
• 8:21
  family
• 8:21
  as
• 8:22
  a
• 8:22
  child.
• 8:22
  Very
• 8:23
  early
• 8:23
  on,
• 8:23
  I
• 8:24
  knew
• 8:24
  that
• 8:25
  sitting
• 8:25
  in
• 8:25
  a
• 8:25
  desk
• 8:26
  and
• 8:26
  that
• 8:26
  style
• 8:27
  of
• 8:27
  learning
• 8:27
  and
• 8:27
  even
• 8:28
  in
• 8:28
  college,
• 8:29
  how
• 8:29
  hard
• 8:29
  things
• 8:30
  were
• 8:30
  for
• 8:30
  me,
• 8:31
  because
• 8:32
  that's
• 8:32
  just
• 8:32
  not
• 8:32
  how
• 8:33
  I
• 8:33
  learn
• 8:34
  or
• 8:34
  navigate
• 8:35
  my
• 8:35
  life.
• 8:36
  So
• 8:36
  that's
• 8:36
  the
• 8:36
  first
• 8:37
  thing.
• 8:38
  One
• 8:39
  of
• 8:39
  the
• 8:39
  things
• 8:39
  that
• 8:40
  goes
• 8:40
  hand
• 8:40
  in
• 8:40
  hand
• 8:41
  with
• 8:41
  that
• 8:41
  is
• 8:42
  the
• 8:42
  ability
• 8:43
  to
• 8:43
  love
• 8:44
  work.
• 8:44
  I
• 8:45
  started
• 8:45
  working
• 8:45
  when
• 8:45
  I
• 8:45
  was
• 8:46
  truly
• 8:46
  12
• 8:46
  years
• 8:46
  old.
• 8:47
  I
• 8:47
  had
• 8:48
  a
• 8:48
  daily
• 8:48
  news
• 8:49
  newspaper
• 8:49
  route,
• 8:50
  and
• 8:50
  it
• 8:50
  was
• 8:50
  one
• 8:51
  of
• 8:51
  the
• 8:51
  first
• 8:51
  lessons
• 8:52
  I
• 8:52
  learned
• 8:52
  in
• 8:52
  business
• 8:53
  of
• 8:54
  having
• 8:54
  to
• 8:55
  get
• 8:55
  up
• 8:55
  before
• 8:55
  school
• 8:56
  on
• 8:56
  my
• 8:56
  bicycle,
• 8:57
  you
• 8:57
  know,
• 8:58
  roll
• 8:58
  the
• 8:58
  newspapers,
• 8:59
  rubber
• 8:59
  band
• 9:00
  them,
• 9:00
  put
• 9:00
  them
• 9:00
  in
• 9:00
  bags
• 9:01
  when
• 9:01
  it
• 9:01
  was
• 9:01
  raining,
• 9:02
  then
• 9:03
  collect
• 9:03
  all
• 9:03
  the
• 9:03
  envelopes
• 9:04
  from
• 9:04
  the
• 9:04
  mailboxes
• 9:05
  of,
• 9:06
  like,
• 9:06
  them
• 9:06
  paying
• 9:07
  me
• 9:07
  and
• 9:07
  tipping
• 9:07
  me,
• 9:08
  my
• 9:08
  neighbors
• 9:09
  for
• 9:09
  the
• 9:10
  newspapers,
• 9:10
  and
• 9:11
  then
• 9:11
  giving
• 9:12
  my
• 9:12
  newspaper
• 9:13
  route
• 9:13
  guide
• 9:14
  the
• 9:14
  money.
• 9:14
  Like,
• 9:15
  I
• 9:15
  learned
• 9:15
  everything
• 9:16
  from
• 9:16
  relationships
• 9:17
  to
• 9:17
  time
• 9:17
  management,
• 9:19
  all
• 9:19
  at
• 9:19
  12
• 9:19
  years
• 9:19
  old
• 9:20
  before
• 9:20
  school.
• 9:21
  Right?
• 9:21
  And,
• 9:21
  like,
• 9:21
  I
• 9:22
  love
• 9:22
  the
• 9:22
  concept
• 9:23
  that
• 9:24
  you
• 9:24
  could,
• 9:25
  you
• 9:25
  know,
• 9:26
  if
• 9:26
  you
• 9:26
  just
• 9:26
  did
• 9:26
  something
• 9:27
  different
• 9:27
  that
• 9:28
  no
• 9:28
  one
• 9:28
  else
• 9:28
  was
• 9:28
  gonna
• 9:29
  do,
• 9:29
  right?
• 9:29
  Not
• 9:30
  every
• 9:30
  kid
• 9:30
  wants
• 9:30
  to
• 9:30
  get
• 9:31
  up
• 9:31
  at
• 9:32
  5am
• 9:32
  before
• 9:33
  school
• 9:33
  and
• 9:33
  do
• 9:33
  this.
• 9:34
  But
• 9:34
  like,
• 9:35
  to
• 9:35
  me,
• 9:35
  I
• 9:35
  was
• 9:35
  like,
• 9:36
  that's
• 9:36
  200
• 9:36
  bucks
• 9:37
  for
• 9:37
  the
• 9:37
  week,
• 9:37
  and
• 9:38
  that's
• 9:38
  a
• 9:38
  lot
• 9:38
  of
• 9:39
  money
• 9:39
  for
• 9:39
  a
• 9:39
  12
• 9:39
  year
• 9:40
  old.
• 9:40
  I
• 9:40
  was
• 9:40
  excited
• 9:41
  about
• 9:41
  it.
• 9:41
  So
• 9:41
  the
• 9:42
  first
• 9:42
  lesson
• 9:43
  was,
• 9:44
  you
• 9:44
  know,
• 9:44
  I
• 9:45
  liked
• 9:45
  having
• 9:46
  money
• 9:46
  and
• 9:46
  I
• 9:47
  liked
• 9:47
  doing
• 9:48
  things
• 9:48
  that
• 9:49
  other
• 9:49
  people
• 9:50
  really
• 9:50
  didn't
• 9:51
  consider.
• 9:52
  And
• 9:52
  I
• 9:53
  got
• 9:53
  really
• 9:54
  good
• 9:54
  at
• 9:54
  work
• 9:55
  because
• 9:56
  I
• 9:56
  didn't
• 9:56
  like
• 9:57
  school.
• 9:57
  That
• 9:58
  was
• 9:58
  a
• 9:58
  real
• 9:58
  catalyst.
• 10:00
  The
• 10:00
  second
• 10:00
  thing
• 10:01
  that
• 10:01
  made
• 10:02
  a
• 10:02
  huge
• 10:03
  impact
• 10:03
  in
• 10:03
  my
• 10:04
  career,
• 10:04
  I
• 10:04
  was
• 10:05
  very
• 10:05
  fortunate.
• 10:05
  My
• 10:06
  first
• 10:06
  job
• 10:06
  out
• 10:06
  of
• 10:06
  college,
• 10:07
  I
• 10:08
  had
• 10:08
  real
• 10:09
  leaders,
• 10:10
  Real
• 10:10
  leaders.
• 10:10
  You
• 10:10
  could
• 10:11
  see
• 10:11
  them.
• 10:11
  They
• 10:12
  were
• 10:12
  trained.
• 10:12
  I
• 10:13
  was
• 10:13
  at
• 10:13
  aol
• 10:14
  and
• 10:14
  they
• 10:14
  were
• 10:15
  the
• 10:15
  best
• 10:15
  of
• 10:15
  the
• 10:15
  best.
• 10:15
  They
• 10:16
  went
• 10:16
  to
• 10:16
  Harvard
• 10:16
  Business
• 10:17
  School.
• 10:17
  They
• 10:18
  had
• 10:19
  extreme,
• 10:20
  most
• 10:21
  amazing,
• 10:21
  talented
• 10:22
  careers.
• 10:22
  Like,
• 10:23
  you
• 10:23
  know,
• 10:24
  one
• 10:24
  of
• 10:24
  my
• 10:24
  early
• 10:24
  leaders,
• 10:25
  you
• 10:25
  know,
• 10:26
  took
• 10:26
  the
• 10:27
  first
• 10:27
  troops
• 10:28
  to
• 10:29
  war
• 10:29
  after
• 10:29
  9,
• 10:30
  11,
• 10:30
  right?
• 10:30
  And
• 10:31
  he
• 10:31
  was
• 10:31
  a
• 10:31
  leader
• 10:31
  in
• 10:32
  battle.
• 10:32
  And
• 10:33
  you
• 10:33
  could
• 10:33
  just
• 10:33
  see
• 10:34
  the
• 10:34
  level
• 10:34
  of
• 10:35
  excellence
• 10:35
  and
• 10:35
  the
• 10:36
  level
• 10:36
  of
• 10:36
  dedication
• 10:37
  that
• 10:37
  he
• 10:37
  had
• 10:38
  to
• 10:38
  his
• 10:38
  work.
• 10:39
  And
• 10:39
  at
• 10:40
  22,
• 10:41
  I
• 10:42
  knew
• 10:43
  I
• 10:43
  needed
• 10:43
  to
• 10:43
  be
• 10:43
  in
• 10:43
  rooms
• 10:44
  like
• 10:44
  his.
• 10:45
  Anything
• 10:45
  they
• 10:45
  asked
• 10:46
  of
• 10:46
  me,
• 10:46
  I
• 10:46
  would
• 10:46
  do
• 10:47
  because
• 10:47
  I
• 10:47
  had
• 10:48
  real
• 10:48
  leaders.
• 10:49
  And
• 10:50
  that's
• 10:50
  something
• 10:51
  that
• 10:51
  is
• 10:51
  just
• 10:51
  life
• 10:52
  altering.
• 10:52
  I
• 10:53
  hope
• 10:53
  that
• 10:53
  anyone
• 10:54
  that's
• 10:54
  listening,
• 10:55
  that's
• 10:55
  younger
• 10:55
  millennial,
• 10:56
  Gen
• 10:56
  Z.
• 10:57
  When
• 10:58
  you
• 10:58
  see
• 10:58
  someone
• 10:59
  that
• 10:59
  you
• 10:59
  want
• 11:00
  to
• 11:00
  follow,
• 11:01
  find
• 11:01
  ways
• 11:02
  to
• 11:02
  get
• 11:02
  in
• 11:02
  those
• 11:03
  rooms
• 11:03
  because
• 11:04
  it
• 11:04
  has
• 11:04
  changed
• 11:04
  the
• 11:05
  trajectory
• 11:05
  of
• 11:05
  my
• 11:05
  life.
• 11:06
  That
• 11:06
  man
• 11:07
  ended
• 11:07
  up.
• 11:08
  We
• 11:08
  ended
• 11:09
  up
• 11:09
  working
• 11:09
  twice
• 11:10
  together
• 11:10
  in
• 11:11
  my
• 11:11
  career.
• 11:11
  He
• 11:12
  came
• 11:12
  to
• 11:12
  another
• 11:12
  company
• 11:13
  I
• 11:13
  was
• 11:13
  at
• 11:13
  six
• 11:14
  years
• 11:14
  later
• 11:15
  as
• 11:15
  an
• 11:15
  executive,
• 11:16
  and
• 11:16
  I
• 11:17
  continue
• 11:17
  to
• 11:17
  follow
• 11:18
  him
• 11:18
  and
• 11:19
  other
• 11:19
  people
• 11:19
  in
• 11:19
  my
• 11:20
  life
• 11:20
  that
• 11:21
  truly
• 11:22
  knew
• 11:23
  how
• 11:23
  to
• 11:25
  not
• 11:25
  just
• 11:25
  show
• 11:25
  up
• 11:26
  as
• 11:27
  a
• 11:27
  professional,
• 11:27
  but
• 11:28
  to
• 11:28
  show
• 11:28
  up
• 11:28
  for
• 11:29
  their
• 11:29
  people.
• 11:29
  And
• 11:30
  that
• 11:30
  is
• 11:30
  a
• 11:30
  lesson
• 11:31
  that
• 11:31
  you
• 11:31
  could
• 11:32
  only
• 11:33
  learn
• 11:33
  from
• 11:34
  human
• 11:34
  to
• 11:34
  human
• 11:35
  interaction.
• 11:36
  So
• 11:37
  that's
• 11:37
  the
• 11:37
  second
• 11:37
  one.
• 11:38
  And
• 11:39
  the
• 11:39
  third
• 11:39
  one,
• 11:41
  I
• 11:41
  would
• 11:41
  have
• 11:41
  to
• 11:42
  say
• 11:43
  was
• 11:44
  in
• 11:44
  my
• 11:44
  entrepreneurship
• 11:45
  journey,
• 11:46
  I
• 11:46
  didn't
• 11:47
  have
• 11:47
  nearly
• 11:48
  as
• 11:48
  many
• 11:48
  resources
• 11:49
  as
• 11:50
  other
• 11:50
  founders
• 11:50
  in
• 11:51
  the
• 11:51
  space
• 11:51
  or
• 11:52
  venture
• 11:52
  capital
• 11:53
  at
• 11:53
  my
• 11:53
  hands
• 11:53
  or
• 11:54
  anything
• 11:54
  else.
• 11:55
  But
• 11:56
  I
• 11:56
  learned
• 11:57
  early
• 11:59
  that
• 11:59
  if
• 11:59
  I
• 11:59
  spent
• 12:00
  time
• 12:00
  on
• 12:00
  the
• 12:00
  comparison
• 12:01
  game
• 12:01
  of
• 12:01
  all
• 12:02
  the
• 12:02
  things
• 12:02
  I
• 12:02
  didn't
• 12:02
  have,
• 12:04
  forget
• 12:04
  the
• 12:05
  things
• 12:05
  that
• 12:05
  I
• 12:05
  did
• 12:06
  and
• 12:06
  the
• 12:06
  things
• 12:06
  that
• 12:07
  made
• 12:08
  my
• 12:08
  business
• 12:08
  special
• 12:09
  or
• 12:09
  how
• 12:09
  I
• 12:09
  work
• 12:10
  with
• 12:10
  other
• 12:10
  people
• 12:12
  special.
• 12:13
  So
• 12:13
  that's
• 12:14
  also
• 12:14
  a
• 12:14
  lesson
• 12:14
  that
• 12:15
  I
• 12:15
  pass
• 12:15
  on
• 12:15
  to
• 12:16
  anyone.
• 12:16
  Find
• 12:17
  your
• 12:17
  magic
• 12:18
  power,
• 12:18
  find
• 12:18
  what
• 12:19
  makes
• 12:19
  you
• 12:19
  tick
• 12:21
  and
• 12:21
  just
• 12:21
  go
• 12:22
  at
• 12:22
  it.
• 12:22
  Because
• 12:24
  what
• 12:24
  you
• 12:24
  have
• 12:24
  is
• 12:25
  unique.
• 12:25
  And
• 12:26
  it's
• 12:26
  a
• 12:26
  perspective
• 12:26
  and
• 12:27
  point
• 12:27
  of
• 12:27
  view
• 12:28
  that
• 12:29
  a
• 12:29
  founder
• 12:30
  with
• 12:30
  10
• 12:30
  times
• 12:31
  the
• 12:31
  resources
• 12:32
  does
• 12:32
  not
• 12:33
  have.
• 12:33
  They'll
• 12:34
  never
• 12:34
  have
• 12:35
  your
• 12:35
  mind
• 12:36
  and
• 12:36
  how
• 12:36
  you
• 12:36
  operate.
• 12:38
  Oh
• 12:38
  my
• 12:38
  goodness,
• 12:39
  that
• 12:39
  makes
• 12:39
  so
• 12:39
  much
• 12:39
  sense
• 12:40
  to
• 12:40
  me.
• 12:40
  And
• 12:41
  you
• 12:41
  know,
• 12:41
  I
• 12:42
  couldn't
• 12:42
  agree
• 12:42
  more
• 12:42
  around
• 12:43
  the
• 12:43
  idea.
• 12:43
  You
• 12:44
  have
• 12:44
  to
• 12:44
  figure
• 12:45
  it
• 12:45
  out.
• 12:45
  We
• 12:45
  always
• 12:46
  believe
• 12:46
  that
• 12:47
  other
• 12:47
  people
• 12:47
  have
• 12:48
  a
• 12:48
  better
• 12:48
  circumstance.
• 12:49
  Or
• 12:49
  if
• 12:50
  I
• 12:50
  had
• 12:50
  this,
• 12:51
  then.
• 12:52
  But
• 12:52
  the
• 12:53
  real
• 12:53
  truth
• 12:53
  is
• 12:54
  that
• 12:55
  founders
• 12:56
  that
• 12:56
  succeed
• 12:57
  just
• 12:58
  take
• 12:58
  whatever
• 12:58
  they
• 12:59
  have
• 13:00
  and
• 13:00
  they
• 13:00
  make
• 13:01
  it
• 13:01
  work.
• 13:02
  So
• 13:02
  true.
• 13:03
  You're
• 13:03
  never
• 13:03
  going
• 13:03
  to
• 13:04
  have
• 13:04
  as
• 13:04
  much
• 13:04
  funding
• 13:04
  as
• 13:04
  you
• 13:05
  want
• 13:05
  at
• 13:05
  the
• 13:05
  beginning.
• 13:06
  And
• 13:07
  frankly,
• 13:07
  even
• 13:07
  when
• 13:08
  you're
• 13:09
  quote
• 13:09
  unquote
• 13:10
  killing
• 13:10
  it,
• 13:11
  you're
• 13:11
  not
• 13:12
  seeing
• 13:12
  it
• 13:12
  that
• 13:13
  way
• 13:13
  when
• 13:13
  you're
• 13:13
  in
• 13:14
  it.
• 13:14
  Right?
• 13:15
  It's,
• 13:15
  it's,
• 13:16
  it's
• 13:16
  like
• 13:17
  you're
• 13:17
  always
• 13:17
  wishing
• 13:18
  things
• 13:18
  like
• 13:19
  you
• 13:19
  always
• 13:19
  wish
• 13:20
  that
• 13:20
  things
• 13:20
  were
• 13:20
  going
• 13:21
  a
• 13:21
  little
• 13:21
  faster.
• 13:21
  You
• 13:22
  always
• 13:22
  compare
• 13:22
  to
• 13:22
  whatever
• 13:23
  your
• 13:23
  plan
• 13:23
  was
• 13:23
  and
• 13:24
  you're
• 13:24
  never
• 13:24
  always
• 13:24
  hitting
• 13:25
  the
• 13:25
  plan.
• 13:25
  There's
• 13:26
  always
• 13:26
  things.
• 13:27
  Right.
• 13:27
  So
• 13:28
  it
• 13:28
  is
• 13:28
  one
• 13:28
  of
• 13:28
  these
• 13:29
  catch
• 13:29
  20twos
• 13:30
  of
• 13:30
  being
• 13:30
  a
• 13:30
  founder
• 13:31
  is
• 13:31
  that
• 13:31
  you
• 13:32
  have
• 13:32
  great
• 13:32
  wins,
• 13:33
  hopefully
• 13:33
  along
• 13:34
  the
• 13:34
  way,
• 13:34
  but
• 13:35
  sometimes
• 13:36
  you
• 13:36
  don't
• 13:36
  see
• 13:36
  them
• 13:37
  until
• 13:37
  later.
• 13:37
  It's
• 13:38
  true.
• 13:38
  And
• 13:39
  I'll
• 13:40
  just
• 13:40
  add
• 13:40
  to
• 13:40
  that,
• 13:41
  in
• 13:41
  addition
• 13:42
  to
• 13:42
  those
• 13:42
  great
• 13:43
  wins
• 13:43
  are
• 13:44
  the
• 13:45
  moments
• 13:45
  of
• 13:46
  losses
• 13:47
  too,
• 13:47
  of
• 13:48
  like,
• 13:48
  hey,
• 13:48
  I
• 13:48
  made
• 13:49
  this
• 13:49
  major
• 13:49
  mistake.
• 13:50
  And
• 13:50
  then
• 13:51
  you
• 13:51
  have
• 13:51
  those
• 13:51
  intrusive
• 13:52
  thoughts
• 13:52
  of
• 13:52
  like,
• 13:52
  oh,
• 13:53
  I
• 13:53
  bet
• 13:53
  X,
• 13:54
  Y
• 13:54
  and
• 13:54
  Z
• 13:54
  founder
• 13:55
  never
• 13:55
  made
• 13:55
  that
• 13:55
  mistake.
• 13:56
  And
• 13:56
  then
• 13:56
  you're
• 13:56
  like,
• 13:57
  you
• 13:57
  don't
• 13:57
  know
• 13:57
  what's
• 13:57
  going
• 13:58
  on
• 13:58
  behind
• 13:58
  the
• 13:59
  curtain
• 13:59
  there
• 13:59
  either.
• 14:00
  The
• 14:01
  comparison
• 14:01
  in
• 14:02
  founder
• 14:03
  land,
• 14:03
  it's
• 14:04
  okay
• 14:04
  to
• 14:04
  know
• 14:04
  about
• 14:05
  your
• 14:05
  competitors
• 14:06
  and
• 14:06
  understand
• 14:06
  the
• 14:06
  market,
• 14:07
  but
• 14:07
  as
• 14:08
  soon
• 14:08
  as,
• 14:08
  as
• 14:08
  you
• 14:08
  start
• 14:09
  dipping
• 14:09
  your
• 14:09
  toes
• 14:10
  down
• 14:10
  that
• 14:10
  road
• 14:10
  of
• 14:11
  comparison,
• 14:13
  it
• 14:13
  steals
• 14:14
  all
• 14:14
  of
• 14:14
  your
• 14:15
  time
• 14:15
  where
• 14:16
  you
• 14:16
  should
• 14:16
  be
• 14:16
  spending
• 14:17
  your,
• 14:17
  you
• 14:18
  know,
• 14:18
  and
• 14:19
  I
• 14:19
  always
• 14:20
  say
• 14:20
  there's.
• 14:21
  If
• 14:21
  you
• 14:21
  want
• 14:22
  to
• 14:22
  make
• 14:22
  more
• 14:22
  money,
• 14:22
  you
• 14:22
  spend
• 14:23
  more
• 14:23
  time
• 14:23
  with
• 14:23
  your
• 14:23
  clients,
• 14:24
  they'll
• 14:24
  teach
• 14:24
  you
• 14:24
  everything.
• 14:25
  Stop
• 14:25
  worrying
• 14:26
  about
• 14:26
  when
• 14:26
  the
• 14:27
  next
• 14:27
  customer
• 14:28
  or
• 14:28
  client
• 14:28
  is
• 14:28
  going
• 14:28
  to
• 14:29
  come
• 14:29
  from
• 14:29
  a
• 14:29
  competitor
• 14:30
  and
• 14:30
  start
• 14:30
  spending
• 14:31
  time
• 14:31
  with
• 14:31
  the
• 14:32
  actual
• 14:32
  people
• 14:32
  that
• 14:34
  spend
• 14:34
  money
• 14:34
  with
• 14:34
  you.
• 14:35
  More
• 14:35
  will
• 14:35
  come.
• 14:36
  Once
• 14:36
  you
• 14:36
  learn
• 14:36
  why
• 14:37
  they
• 14:37
  purchase
• 14:37
  from
• 14:38
  you,
• 14:38
  what
• 14:38
  they
• 14:38
  need,
• 14:39
  how
• 14:39
  they're
• 14:39
  using
• 14:40
  your
• 14:40
  product
• 14:40
  or
• 14:40
  service,
• 14:41
  you're
• 14:42
  able
• 14:42
  to
• 14:43
  build
• 14:43
  for
• 14:44
  them.
• 14:44
  Right?
• 14:44
  And
• 14:45
  that's
• 14:45
  the
• 14:45
  whole
• 14:45
  goal,
• 14:46
  is
• 14:46
  to
• 14:46
  be
• 14:47
  able
• 14:47
  to
• 14:47
  build
• 14:47
  for
• 14:48
  the
• 14:48
  people
• 14:48
  that
• 14:48
  actually
• 14:49
  want
• 14:50
  your
• 14:50
  product
• 14:50
  or
• 14:51
  service.
• 14:52
  Which
• 14:52
  is
• 14:53
  so
• 14:55
  obvious
• 14:56
  in
• 14:56
  one
• 14:56
  way,
• 14:56
  but
• 14:57
  we
• 14:57
  never
• 14:57
  follow
• 14:58
  that.
• 14:58
  It's
• 14:58
  easy
• 14:59
  to
• 14:59
  get
• 14:59
  caught
• 14:59
  up
• 15:00
  in
• 15:00
  trying
• 15:00
  to
• 15:00
  find
• 15:01
  that
• 15:01
  next
• 15:01
  lead
• 15:02
  versus
• 15:03
  just
• 15:03
  focusing
• 15:04
  on
• 15:04
  cultivating
• 15:05
  the
• 15:05
  people
• 15:05
  that
• 15:06
  you're
• 15:06
  already
• 15:06
  serving
• 15:07
  and
• 15:07
  serving
• 15:07
  them
• 15:07
  at
• 15:07
  a
• 15:08
  higher
• 15:08
  level.
• 15:09
  100%
• 15:10
  or
• 15:11
  looking
• 15:11
  at
• 15:12
  press,
• 15:12
  right?
• 15:12
  Like,
• 15:13
  press
• 15:13
  was
• 15:13
  the
• 15:13
  hardest
• 15:14
  thing
• 15:14
  for
• 15:14
  me.
• 15:14
  I
• 15:14
  hacked
• 15:15
  My
• 15:15
  own
• 15:15
  press.
• 15:15
  I
• 15:16
  didn't
• 15:16
  hire
• 15:17
  a
• 15:17
  PR
• 15:17
  person.
• 15:18
  Right.
• 15:18
  And
• 15:18
  that
• 15:18
  was
• 15:19
  like
• 15:19
  a
• 15:19
  big
• 15:20
  thing.
• 15:20
  As
• 15:20
  a
• 15:20
  small
• 15:21
  business
• 15:21
  owner,
• 15:21
  I
• 15:21
  couldn't
• 15:22
  hire
• 15:22
  someone
• 15:22
  for
• 15:22
  that.
• 15:23
  But
• 15:23
  then
• 15:23
  I
• 15:24
  would
• 15:24
  be
• 15:24
  like,
• 15:24
  oh,
• 15:24
  my
• 15:24
  gosh,
• 15:25
  X,
• 15:25
  Y
• 15:26
  and
• 15:26
  Z
• 15:26
  company
• 15:26
  is
• 15:26
  in
• 15:27
  Forbes
• 15:27
  or
• 15:27
  they're
• 15:28
  doing
• 15:28
  this.
• 15:29
  And
• 15:29
  then
• 15:29
  I
• 15:29
  realized,
• 15:29
  is
• 15:30
  that
• 15:30
  really
• 15:31
  what
• 15:31
  I
• 15:31
  need
• 15:32
  to
• 15:32
  be
• 15:32
  focusing
• 15:32
  on
• 15:33
  to
• 15:33
  grow
• 15:33
  the
• 15:34
  business?
• 15:34
  Once
• 15:34
  I
• 15:35
  kept
• 15:35
  my
• 15:35
  head
• 15:35
  down
• 15:35
  and
• 15:36
  grew
• 15:36
  the
• 15:36
  business
• 15:36
  and
• 15:37
  was
• 15:37
  acquiring
• 15:37
  customers,
• 15:38
  all
• 15:39
  of
• 15:39
  that
• 15:39
  came
• 15:39
  after,
• 15:40
  you
• 15:40
  know,
• 15:40
  like,
• 15:41
  so
• 15:41
  it.
• 15:42
  It
• 15:42
  really
• 15:42
  is
• 15:43
  just
• 15:44
  focusing,
• 15:45
  like
• 15:45
  you
• 15:46
  said,
• 15:46
  on
• 15:47
  what's
• 15:47
  important
• 15:47
  and
• 15:48
  what's
• 15:48
  in
• 15:48
  front
• 15:48
  of
• 15:49
  you.
• 15:49
  Yeah.
• 15:50
  So
• 15:50
  you
• 15:51
  bootstrapped
• 15:52
  your
• 15:53
  business.
• 15:53
  So
• 15:54
  send
• 15:54
  ribbon.
• 15:55
  You
• 15:55
  bootstrapped
• 15:56
  it
• 15:56
  starting
• 15:57
  with
• 15:57
  $5,000.
• 15:58
  Tell
• 15:59
  us,
• 15:59
  first
• 15:59
  of
• 16:00
  all,
• 16:00
  what.
• 16:00
  What
• 16:00
  is
• 16:01
  send
• 16:01
  ribbon?
• 16:02
  It's
• 16:02
  been
• 16:02
  acquired.
• 16:03
  But
• 16:04
  tell
• 16:04
  us
• 16:04
  what
• 16:05
  it.
• 16:05
  Tell
• 16:05
  us
• 16:05
  your
• 16:06
  journey
• 16:06
  of
• 16:06
  starting
• 16:06
  the
• 16:06
  business,
• 16:07
  how
• 16:08
  you
• 16:08
  got
• 16:08
  it
• 16:08
  off
• 16:08
  the
• 16:09
  ground,
• 16:10
  and,
• 16:10
  like,
• 16:11
  how
• 16:12
  you.
• 16:12
  How
• 16:13
  you
• 16:13
  sort
• 16:14
  of
• 16:15
  did
• 16:15
  with
• 16:15
  what
• 16:16
  you
• 16:16
  had,
• 16:16
  you
• 16:16
  know,
• 16:17
  took.
• 16:17
  Made.
• 16:18
  Made
• 16:18
  work
• 16:19
  what
• 16:19
  you
• 16:19
  had.
• 16:20
  Yeah.
• 16:21
  So
• 16:21
  it's
• 16:21
  really
• 16:22
  interesting
• 16:23
  because
• 16:24
  now,
• 16:25
  you
• 16:25
  know,
• 16:26
  humbly
• 16:26
  and
• 16:26
  respectfully,
• 16:27
  I
• 16:27
  think
• 16:27
  of
• 16:28
  $5,000,
• 16:28
  and
• 16:29
  I
• 16:29
  think,
• 16:29
  how
• 16:30
  on
• 16:30
  earth
• 16:31
  would
• 16:31
  you
• 16:32
  think
• 16:32
  that
• 16:32
  you
• 16:32
  could
• 16:33
  possibly
• 16:33
  do
• 16:33
  this
• 16:35
  or
• 16:35
  that?
• 16:36
  You
• 16:36
  know,
• 16:37
  what
• 16:37
  is
• 16:37
  a
• 16:37
  lot
• 16:37
  at
• 16:38
  the
• 16:38
  time.
• 16:38
  Right.
• 16:38
  $5,000
• 16:39
  was
• 16:40
  all
• 16:40
  I
• 16:40
  had
• 16:41
  to
• 16:41
  my
• 16:41
  name
• 16:42
  at
• 16:42
  the
• 16:42
  time
• 16:42
  I
• 16:42
  started
• 16:43
  my
• 16:43
  business.
• 16:44
  Looking
• 16:44
  back,
• 16:45
  that
• 16:46
  wasn't
• 16:46
  that
• 16:46
  long
• 16:47
  ago
• 16:47
  to
• 16:47
  admit
• 16:48
  that,
• 16:48
  but
• 16:48
  it
• 16:48
  was
• 16:49
  truly
• 16:50
  like,
• 16:50
  I
• 16:51
  knew
• 16:51
  I
• 16:51
  had
• 16:51
  spent
• 16:52
  enough
• 16:52
  time
• 16:53
  in
• 16:53
  startup
• 16:53
  land
• 16:54
  and
• 16:54
  all
• 16:54
  these
• 16:55
  big
• 16:56
  companies,
• 16:56
  and
• 16:57
  knock
• 16:57
  on
• 16:57
  wood,
• 16:58
  every
• 16:58
  single
• 16:58
  business
• 16:59
  I've
• 16:59
  ever
• 16:59
  been
• 16:59
  in
• 16:59
  has
• 17:00
  been
• 17:00
  acquired
• 17:00
  or
• 17:01
  IPO'd.
• 17:02
  So
• 17:02
  I've
• 17:02
  been
• 17:02
  very
• 17:03
  fortunate
• 17:03
  in
• 17:03
  my
• 17:03
  career
• 17:04
  to
• 17:04
  see
• 17:05
  really
• 17:05
  big
• 17:06
  swings
• 17:06
  pan
• 17:07
  out.
• 17:08
  And
• 17:09
  I
• 17:10
  just
• 17:10
  saw
• 17:10
  what
• 17:11
  goes
• 17:11
  on
• 17:12
  internally,
• 17:12
  and
• 17:13
  I
• 17:13
  said,
• 17:14
  I
• 17:14
  could
• 17:14
  do
• 17:14
  this.
• 17:14
  I
• 17:15
  was
• 17:15
  an
• 17:16
  early
• 17:16
  Stage
• 17:16
  employee,
• 17:17
  the
• 17:17
  eighth
• 17:17
  employee
• 17:18
  of
• 17:18
  a
• 17:19
  tech
• 17:19
  startup
• 17:19
  that
• 17:20
  went
• 17:20
  to
• 17:20
  over
• 17:20
  500
• 17:21
  people.
• 17:22
  And
• 17:22
  when
• 17:22
  you're
• 17:22
  that
• 17:23
  early,
• 17:23
  you
• 17:23
  are
• 17:24
  a
• 17:24
  founder.
• 17:24
  If
• 17:25
  you're
• 17:25
  one
• 17:25
  of
• 17:25
  the
• 17:26
  first
• 17:26
  10
• 17:26
  people
• 17:26
  in
• 17:27
  a
• 17:27
  business,
• 17:28
  you
• 17:28
  put
• 17:29
  on
• 17:29
  the
• 17:29
  same
• 17:30
  amount
• 17:30
  of
• 17:30
  hats
• 17:30
  as
• 17:31
  the
• 17:31
  owner.
• 17:32
  And
• 17:32
  I
• 17:33
  knew
• 17:33
  I
• 17:33
  could
• 17:33
  do
• 17:33
  it
• 17:34
  from
• 17:34
  that
• 17:34
  experience.
• 17:35
  Would
• 17:35
  I
• 17:36
  ever
• 17:36
  do
• 17:36
  it
• 17:36
  again
• 17:36
  with
• 17:37
  $5,000?
• 17:37
  Absolutely
• 17:38
  not.
• 17:38
  There
• 17:38
  was
• 17:38
  a
• 17:39
  naivety
• 17:40
  of
• 17:40
  being
• 17:41
  in
• 17:42
  my
• 17:43
  20s
• 17:43
  that
• 17:44
  I
• 17:44
  was
• 17:44
  like,
• 17:45
  I
• 17:45
  could
• 17:45
  figure
• 17:45
  this
• 17:46
  out.
• 17:47
  Would
• 17:47
  I
• 17:47
  recommend
• 17:48
  someone
• 17:48
  else
• 17:49
  do
• 17:49
  that?
• 17:49
  No.
• 17:50
  But
• 17:51
  again,
• 17:51
  there
• 17:51
  was
• 17:51
  a
• 17:52
  little
• 17:52
  bit
• 17:52
  of
• 17:52
  a
• 17:54
  grittiness
• 17:54
  to
• 17:55
  me
• 17:55
  of
• 17:55
  like,
• 17:55
  oh,
• 17:56
  I'll
• 17:56
  figure
• 17:56
  it
• 17:56
  out.
• 17:56
  And
• 17:57
  if
• 17:57
  not,
• 17:58
  I
• 17:58
  had
• 17:58
  a
• 17:59
  pretty
• 17:59
  strong
• 17:59
  resume
• 18:00
  in
• 18:00
  the
• 18:00
  New
• 18:00
  York
• 18:01
  tech
• 18:01
  community
• 18:01
  to
• 18:02
  get
• 18:02
  a
• 18:02
  job
• 18:02
  if
• 18:03
  I
• 18:03
  needed
• 18:03
  one.
• 18:04
  I
• 18:04
  have
• 18:04
  to
• 18:04
  say
• 18:05
  this
• 18:05
  of,
• 18:05
  again,
• 18:06
  why
• 18:06
  mentors
• 18:07
  and
• 18:07
  people
• 18:07
  in
• 18:07
  your
• 18:07
  life
• 18:08
  are
• 18:08
  so
• 18:08
  important.
• 18:09
  The
• 18:09
  day
• 18:09
  I
• 18:10
  resigned
• 18:10
  to
• 18:10
  move
• 18:11
  forward
• 18:11
  with
• 18:13
  starting
• 18:13
  my
• 18:14
  business,
• 18:16
  the
• 18:16
  CEO
• 18:16
  and
• 18:16
  founder
• 18:17
  of
• 18:17
  Managed
• 18:17
  by
• 18:18
  Q,
• 18:18
  who
• 18:18
  I
• 18:18
  worked
• 18:19
  for
• 18:19
  for
• 18:19
  three
• 18:20
  plus
• 18:20
  years,
• 18:21
  said,
• 18:21
  if
• 18:22
  it
• 18:22
  doesn't
• 18:22
  work
• 18:22
  out,
• 18:22
  you
• 18:22
  always
• 18:23
  have
• 18:23
  a
• 18:23
  seat
• 18:24
  here.
• 18:24
  Those
• 18:24
  are
• 18:24
  powerful
• 18:25
  moments
• 18:26
  where
• 18:26
  you're
• 18:27
  like,
• 18:27
  hey,
• 18:27
  you
• 18:27
  don't
• 18:27
  have
• 18:27
  a
• 18:28
  safety
• 18:28
  net
• 18:28
  financially
• 18:29
  and
• 18:29
  I'm
• 18:29
  not
• 18:30
  going
• 18:30
  to
• 18:30
  help
• 18:30
  you
• 18:30
  fund
• 18:31
  it
• 18:31
  or
• 18:31
  anything
• 18:32
  like
• 18:32
  that.
• 18:33
  But
• 18:33
  if
• 18:34
  you
• 18:34
  want,
• 18:34
  you
• 18:34
  could
• 18:34
  always
• 18:35
  have
• 18:35
  a
• 18:35
  job
• 18:35
  here.
• 18:36
  That
• 18:36
  was
• 18:37
  a
• 18:38
  belief
• 18:38
  in
• 18:39
  me
• 18:39
  and
• 18:39
  myself
• 18:40
  that
• 18:40
  kept
• 18:41
  me
• 18:41
  going.
• 18:42
  I
• 18:42
  love
• 18:42
  that.
• 18:43
  And
• 18:43
  you
• 18:43
  know
• 18:46
  how
• 18:46
  in
• 18:46
  technic
• 18:47
  it's.
• 18:47
  It's
• 18:48
  not
• 18:49
  always
• 18:49
  the
• 18:49
  case
• 18:50
  that
• 18:50
  we
• 18:50
  put
• 18:50
  ourselves,
• 18:51
  especially
• 18:51
  in
• 18:51
  our
• 18:52
  early
• 18:52
  careers
• 18:54
  with
• 18:54
  great
• 18:55
  leaders.
• 18:55
  You
• 18:56
  had
• 18:56
  a
• 18:56
  great
• 18:56
  leader.
• 18:56
  It
• 18:56
  sounded
• 18:57
  like
• 18:57
  an
• 18:57
  aol
• 18:58
  and
• 18:58
  then
• 18:58
  again.
• 18:59
  And
• 19:00
  you
• 19:00
  were
• 19:00
  able
• 19:01
  to
• 19:02
  learn
• 19:02
  from
• 19:03
  these
• 19:03
  people
• 19:04
  the
• 19:04
  things
• 19:04
  that
• 19:04
  you
• 19:04
  knew
• 19:05
  you
• 19:05
  were
• 19:05
  going
• 19:05
  to
• 19:06
  one
• 19:06
  day
• 19:06
  want.
• 19:07
  They
• 19:07
  could
• 19:07
  support
• 19:07
  you
• 19:08
  in
• 19:08
  a
• 19:08
  way
• 19:08
  that
• 19:09
  just
• 19:09
  a
• 19:09
  regular
• 19:10
  corporate
• 19:10
  manager
• 19:11
  probably
• 19:11
  couldn't.
• 19:12
  Such
• 19:12
  a
• 19:13
  great
• 19:13
  thing
• 19:14
  to
• 19:14
  take
• 19:14
  away.
• 19:16
  Absolutely.
• 19:16
  I'm
• 19:17
  so
• 19:17
  grateful
• 19:17
  for
• 19:17
  those
• 19:17
  experiences.
• 19:18
  I
• 19:18
  think
• 19:19
  it's
• 19:19
  also
• 19:19
  a
• 19:20
  mindset
• 19:20
  and
• 19:20
  point
• 19:21
  of
• 19:21
  view.
• 19:21
  I
• 19:22
  don't
• 19:22
  think
• 19:22
  there's
• 19:22
  a
• 19:22
  lack
• 19:23
  of
• 19:23
  good
• 19:23
  leadership
• 19:24
  as
• 19:24
  there
• 19:25
  is
• 19:26
  admiration
• 19:27
  for
• 19:27
  these
• 19:27
  people.
• 19:27
  You
• 19:28
  have
• 19:28
  to
• 19:28
  remember
• 19:28
  I
• 19:29
  did
• 19:29
  not.
• 19:29
  You
• 19:30
  know,
• 19:31
  I'm
• 19:31
  the
• 19:31
  first
• 19:32
  college
• 19:32
  graduate
• 19:32
  in
• 19:32
  my
• 19:33
  immediate
• 19:33
  family.
• 19:33
  I
• 19:34
  come
• 19:34
  from
• 19:35
  a
• 19:35
  family
• 19:36
  of
• 19:36
  first
• 19:37
  responders,
• 19:37
  firefighters
• 19:38
  and
• 19:39
  police
• 19:39
  officers.
• 19:40
  We
• 19:40
  do
• 19:40
  have
• 19:40
  lawyers
• 19:40
  and
• 19:40
  doctors,
• 19:41
  but
• 19:41
  all
• 19:41
  service
• 19:42
  oriented
• 19:42
  folks
• 19:43
  and
• 19:43
  not
• 19:44
  as
• 19:44
  many
• 19:44
  business
• 19:45
  people.
• 19:45
  So
• 19:46
  when
• 19:47
  you
• 19:48
  put
• 19:48
  me
• 19:48
  in
• 19:48
  a
• 19:48
  room
• 19:49
  with
• 19:49
  people
• 19:50
  passionate
• 19:50
  about
• 19:51
  business,
• 19:52
  I'm
• 19:53
  there
• 19:53
  to
• 19:53
  learn.
• 19:53
  I'm
• 19:53
  eager
• 19:54
  to
• 19:54
  learn
• 19:54
  because
• 19:55
  I
• 19:55
  didn't
• 19:56
  surround
• 19:56
  myself
• 19:57
  with
• 19:57
  that.
• 19:57
  And
• 19:58
  honestly
• 19:59
  a
• 19:59
  lot
• 19:59
  of
• 19:59
  my
• 19:59
  friends
• 19:59
  and
• 20:00
  family
• 20:00
  are
• 20:00
  also
• 20:01
  teachers
• 20:01
  and
• 20:01
  nurses
• 20:02
  and
• 20:02
  not
• 20:02
  in
• 20:03
  my
• 20:03
  wheelhouse.
• 20:04
  It's
• 20:04
  kind
• 20:04
  of
• 20:04
  like
• 20:04
  the
• 20:05
  meet
• 20:05
  your
• 20:05
  heroes
• 20:05
  moment.
• 20:06
  And
• 20:06
  I
• 20:06
  think
• 20:07
  some
• 20:07
  people
• 20:07
  don't
• 20:09
  view
• 20:09
  their
• 20:09
  manager
• 20:10
  as
• 20:10
  like
• 20:11
  a
• 20:11
  meet
• 20:11
  the
• 20:11
  hero
• 20:12
  type
• 20:13
  moment.
• 20:13
  I've
• 20:13
  worked
• 20:14
  for
• 20:14
  leaders
• 20:14
  that
• 20:15
  I'd
• 20:15
  be
• 20:15
  just
• 20:15
  excited
• 20:16
  if
• 20:16
  the
• 20:16
  New
• 20:17
  York
• 20:17
  met
• 20:17
  walked
• 20:18
  by
• 20:18
  them
• 20:19
  on
• 20:19
  the
• 20:19
  street,
• 20:19
  you
• 20:19
  know,
• 20:20
  so
• 20:20
  I
• 20:20
  think
• 20:20
  there
• 20:20
  was
• 20:21
  a
• 20:21
  little
• 20:22
  rose
• 20:22
  colored
• 20:23
  glasses
• 20:23
  when
• 20:23
  it
• 20:23
  came
• 20:24
  to
• 20:24
  me
• 20:25
  wanting
• 20:25
  to
• 20:26
  work
• 20:26
  for
• 20:26
  these
• 20:27
  leaders.
• 20:27
  So
• 20:28
  you
• 20:28
  decide
• 20:28
  to
• 20:28
  take
• 20:29
  the
• 20:29
  leap
• 20:29
  and
• 20:30
  you
• 20:30
  start
• 20:30
  Send
• 20:31
  Ribbon,
• 20:31
  which
• 20:32
  is
• 20:32
  a
• 20:32
  gifting
• 20:33
  business.
• 20:33
  Corporate
• 20:34
  gifting.
• 20:34
  Yep.
• 20:35
  So
• 20:35
  how
• 20:36
  did
• 20:36
  you
• 20:36
  do
• 20:36
  it?
• 20:36
  Like
• 20:37
  what
• 20:37
  did
• 20:37
  you
• 20:37
  do
• 20:38
  and
• 20:38
  when
• 20:38
  did
• 20:39
  you
• 20:39
  start
• 20:40
  Send
• 20:40
  Ribbon?
• 20:40
  When
• 20:41
  did
• 20:41
  you
• 20:41
  found
• 20:41
  it?
• 20:41
  Yeah.
• 20:42
  So
• 20:43
  Send
• 20:43
  Ribbon
• 20:44
  became
• 20:44
  a
• 20:44
  side
• 20:45
  project
• 20:45
  while
• 20:46
  I
• 20:46
  was
• 20:46
  at
• 20:46
  managed
• 20:47
  by
• 20:47
  Q.
• 20:47
  Managed
• 20:48
  by
• 20:48
  Q's
• 20:48
  core
• 20:49
  customer
• 20:49
  or
• 20:49
  office
• 20:50
  managers.
• 20:51
  So
• 20:51
  I
• 20:52
  knew
• 20:52
  over
• 20:52
  300
• 20:53
  office
• 20:53
  managers
• 20:54
  in
• 20:54
  New
• 20:54
  York.
• 20:55
  And
• 20:56
  when
• 20:56
  I
• 20:56
  was
• 20:57
  having
• 20:57
  my
• 20:57
  regular
• 20:57
  lunch
• 20:58
  meetings
• 20:58
  and
• 20:58
  check
• 20:59
  Ins
• 20:59
  with
• 20:59
  them.
• 20:59
  I
• 21:00
  had
• 21:00
  this
• 21:00
  idea
• 21:01
  sitting
• 21:01
  in
• 21:01
  the
• 21:01
  back
• 21:01
  of
• 21:01
  my
• 21:02
  head
• 21:02
  because
• 21:02
  I
• 21:03
  send
• 21:03
  them
• 21:03
  gifts
• 21:04
  all
• 21:04
  the
• 21:04
  time,
• 21:04
  right?
• 21:05
  And
• 21:05
  I
• 21:05
  knew
• 21:06
  if
• 21:06
  I
• 21:06
  sent
• 21:06
  something
• 21:07
  personalized
• 21:08
  and,
• 21:08
  you
• 21:09
  know,
• 21:09
  a
• 21:09
  handwritten
• 21:10
  note,
• 21:10
  I'd
• 21:10
  always
• 21:10
  get
• 21:11
  a
• 21:11
  response.
• 21:12
  And
• 21:12
  it
• 21:13
  was
• 21:13
  just
• 21:13
  like,
• 21:13
  a
• 21:13
  really
• 21:14
  good
• 21:14
  way
• 21:15
  to
• 21:15
  build
• 21:15
  rapport
• 21:16
  with
• 21:16
  these
• 21:16
  people
• 21:17
  that,
• 21:17
  you
• 21:18
  know,
• 21:18
  literally
• 21:19
  play
• 21:19
  God
• 21:20
  for
• 21:20
  office
• 21:20
  services.
• 21:21
  Like,
• 21:21
  they
• 21:22
  pick
• 21:22
  and
• 21:22
  choose
• 21:23
  vendors
• 21:23
  based
• 21:24
  on
• 21:24
  relationships.
• 21:25
  And
• 21:25
  I
• 21:25
  knew
• 21:26
  that
• 21:27
  if
• 21:27
  I
• 21:27
  was
• 21:28
  like,
• 21:28
  hey,
• 21:29
  I'm
• 21:29
  going
• 21:29
  to
• 21:29
  call
• 21:29
  Katie
• 21:30
  at
• 21:30
  XYZ
• 21:31
  office
• 21:31
  to
• 21:32
  come
• 21:33
  down
• 21:33
  and
• 21:33
  get
• 21:33
  a
• 21:33
  manicure
• 21:34
  and
• 21:34
  coffee
• 21:35
  and
• 21:35
  talk
• 21:36
  business,
• 21:37
  I
• 21:37
  knew
• 21:38
  that
• 21:38
  that
• 21:38
  was
• 21:39
  going
• 21:39
  to
• 21:39
  push
• 21:40
  the
• 21:40
  needle
• 21:40
  and
• 21:41
  learn
• 21:41
  from
• 21:42
  her
• 21:42
  on
• 21:42
  what's
• 21:43
  important
• 21:43
  to
• 21:43
  their
• 21:43
  office
• 21:44
  culture
• 21:44
  and
• 21:45
  what
• 21:45
  services
• 21:45
  she
• 21:46
  would
• 21:46
  use.
• 21:47
  Before
• 21:47
  I
• 21:47
  even
• 21:48
  came
• 21:48
  up
• 21:48
  with
• 21:48
  the
• 21:49
  name,
• 21:49
  I
• 21:49
  had
• 21:50
  bought
• 21:50
  domain
• 21:51
  names,
• 21:51
  like,
• 21:52
  a
• 21:52
  year
• 21:52
  before.
• 21:54
  I
• 21:54
  just
• 21:54
  interviewed.
• 21:55
  I
• 21:55
  said,
• 21:55
  who
• 21:56
  do
• 21:56
  you
• 21:56
  use
• 21:56
  for
• 21:56
  gifting?
• 21:57
  What
• 21:58
  types
• 21:58
  of
• 21:58
  gifts
• 21:59
  do
• 21:59
  you
• 21:59
  send?
• 22:00
  How
• 22:00
  much
• 22:00
  are
• 22:01
  they
• 22:01
  for
• 22:01
  employees?
• 22:02
  Are
• 22:02
  they
• 22:02
  for
• 22:02
  clients?
• 22:03
  And
• 22:03
  I
• 22:03
  just
• 22:03
  had
• 22:04
  so
• 22:05
  much
• 22:05
  information
• 22:06
  on
• 22:07
  the
• 22:07
  client,
• 22:08
  and
• 22:08
  I
• 22:08
  was
• 22:08
  able
• 22:09
  to
• 22:09
  build
• 22:09
  a
• 22:10
  corporate
• 22:10
  gifting
• 22:10
  business
• 22:11
  for
• 22:12
  them.
• 22:12
  It
• 22:13
  was
• 22:14
  like
• 22:14
  I
• 22:15
  had
• 22:15
  a
• 22:15
  customer
• 22:16
  base
• 22:16
  of
• 22:16
  people
• 22:16
  that
• 22:17
  knew
• 22:17
  me
• 22:18
  before
• 22:18
  I
• 22:19
  even
• 22:19
  started.
• 22:21
  That
• 22:21
  is
• 22:21
  brilliant,
• 22:22
  by
• 22:22
  the
• 22:23
  way.
• 22:23
  You
• 22:23
  have
• 22:23
  a
• 22:23
  marketing
• 22:24
  mind.
• 22:24
  I
• 22:25
  know
• 22:25
  that.
• 22:25
  Just
• 22:26
  in
• 22:26
  our
• 22:26
  conversations,
• 22:27
  I
• 22:27
  can
• 22:27
  tell
• 22:27
  that
• 22:28
  that
• 22:28
  is.
• 22:28
  That
• 22:29
  is
• 22:29
  what
• 22:29
  you.
• 22:30
  You
• 22:30
  really,
• 22:30
  really
• 22:31
  have
• 22:31
  a
• 22:31
  marketing
• 22:32
  mind.
• 22:33
  So
• 22:33
  you
• 22:34
  step
• 22:34
  out
• 22:35
  on
• 22:35
  your
• 22:35
  own
• 22:35
  with
• 22:35
  $5,000
• 22:36
  in
• 22:37
  your
• 22:37
  bank
• 22:37
  account
• 22:38
  and
• 22:39
  started
• 22:39
  calling
• 22:40
  on
• 22:40
  these
• 22:40
  relationships.
• 22:42
  Yeah.
• 22:42
  So
• 22:43
  what
• 22:43
  happened?
• 22:44
  First
• 22:44
  night?
• 22:45
  Yeah,
• 22:46
  at
• 22:46
  first,
• 22:46
  I
• 22:47
  learned
• 22:47
  all
• 22:47
  the
• 22:47
  capabilities
• 22:48
  I
• 22:48
  didn't
• 22:49
  have,
• 22:49
  and
• 22:49
  I
• 22:49
  knew
• 22:49
  that
• 22:50
  personalization
• 22:51
  was
• 22:51
  a
• 22:51
  really
• 22:51
  big
• 22:52
  thing.
• 22:52
  They
• 22:53
  wanted
• 22:53
  their
• 22:53
  logos
• 22:54
  on
• 22:54
  the
• 22:54
  gift
• 22:54
  bags
• 22:55
  and
• 22:55
  what
• 22:56
  type
• 22:56
  of
• 22:56
  products.
• 22:57
  And,
• 22:58
  you
• 22:58
  know,
• 22:58
  then
• 22:59
  I
• 22:59
  had
• 22:59
  to
• 22:59
  convince
• 23:00
  all
• 23:00
  of
• 23:00
  these
• 23:01
  companies
• 23:02
  on
• 23:02
  the
• 23:02
  other
• 23:02
  side
• 23:03
  of
• 23:03
  it
• 23:03
  to
• 23:04
  work
• 23:04
  with
• 23:04
  me.
• 23:04
  Right.
• 23:05
  Because
• 23:05
  I
• 23:05
  only
• 23:06
  had
• 23:06
  $5,000.
• 23:07
  So,
• 23:07
  like,
• 23:08
  to
• 23:08
  get
• 23:08
  net
• 23:08
  30
• 23:09
  terms
• 23:09
  on
• 23:09
  purchase
• 23:10
  orders
• 23:10
  for
• 23:11
  candles
• 23:11
  and
• 23:11
  chocolate
• 23:12
  and
• 23:13
  all
• 23:13
  of
• 23:13
  that.
• 23:13
  So
• 23:14
  I
• 23:14
  had
• 23:14
  to
• 23:14
  learn
• 23:14
  the
• 23:15
  inventory
• 23:15
  side
• 23:16
  of
• 23:16
  the
• 23:16
  business,
• 23:18
  show
• 23:18
  them
• 23:18
  I
• 23:18
  had
• 23:19
  interest,
• 23:19
  you
• 23:20
  know,
• 23:20
  and
• 23:20
  so
• 23:21
  on.
• 23:21
  So
• 23:21
  that
• 23:21
  was
• 23:21
  a
• 23:22
  big
• 23:22
  part
• 23:22
  of
• 23:22
  it,
• 23:22
  too.
• 23:23
  A
• 23:23
  lot
• 23:23
  of
• 23:23
  small
• 23:23
  businesses
• 23:24
  will
• 23:24
  open
• 23:25
  up,
• 23:25
  and
• 23:25
  they
• 23:25
  could,
• 23:26
  you
• 23:26
  know,
• 23:27
  really
• 23:27
  low
• 23:27
  entry
• 23:28
  to
• 23:28
  market
• 23:29
  to
• 23:29
  start
• 23:29
  a
• 23:29
  gift
• 23:30
  basket
• 23:30
  or
• 23:30
  box
• 23:31
  company
• 23:31
  tomorrow.
• 23:32
  There's
• 23:32
  one
• 23:32
  in
• 23:33
  every
• 23:33
  town
• 23:33
  in
• 23:33
  the
• 23:34
  US
• 23:34
  Now.
• 23:34
  Like,
• 23:34
  how
• 23:35
  easy
• 23:35
  it
• 23:35
  is
• 23:35
  to
• 23:36
  start
• 23:36
  it,
• 23:37
  but
• 23:37
  it's.
• 23:38
  How
• 23:38
  do
• 23:38
  you
• 23:39
  start
• 23:39
  it?
• 23:40
  Not
• 23:40
  on
• 23:40
  a
• 23:40
  consumer
• 23:41
  basis,
• 23:41
  but,
• 23:42
  like,
• 23:42
  getting
• 23:42
  corporate
• 23:43
  orders
• 23:43
  from,
• 23:44
  like,
• 23:44
  companies
• 23:44
  like
• 23:45
  Whole
• 23:45
  Foods
• 23:46
  and,
• 23:46
  you
• 23:47
  know,
• 23:47
  AT&T
• 23:48
  and
• 23:48
  these
• 23:48
  big
• 23:49
  brands
• 23:50
  that
• 23:50
  want
• 23:50
  to
• 23:50
  work
• 23:50
  with
• 23:51
  small
• 23:51
  business
• 23:52
  owners.
• 23:53
  So
• 23:53
  that's
• 23:53
  kind
• 23:53
  of
• 23:54
  where
• 23:54
  I
• 23:54
  was
• 23:55
  at
• 23:55
  in
• 23:56
  figuring
• 23:56
  it
• 23:57
  out.
• 23:58
  But
• 24:00
  I
• 24:00
  just
• 24:00
  kind
• 24:01
  of
• 24:01
  started,
• 24:01
  I
• 24:02
  was
• 24:02
  just
• 24:03
  like,
• 24:03
  hey,
• 24:03
  you
• 24:04
  know,
• 24:04
  we're
• 24:04
  launching
• 24:05
  Mother's
• 24:05
  Day
• 24:06
  and
• 24:06
  if
• 24:07
  anyone
• 24:07
  wants
• 24:07
  to
• 24:07
  send
• 24:08
  their
• 24:08
  mom
• 24:08
  a
• 24:08
  gift.
• 24:09
  And
• 24:09
  then
• 24:09
  a
• 24:09
  few
• 24:09
  brands
• 24:10
  reached
• 24:10
  out
• 24:10
  to
• 24:10
  me
• 24:10
  and
• 24:11
  they
• 24:11
  were
• 24:11
  like,
• 24:11
  we
• 24:11
  want
• 24:11
  to
• 24:12
  send
• 24:12
  our
• 24:13
  employees
• 24:13
  who
• 24:14
  are
• 24:14
  moms
• 24:14
  some
• 24:15
  gifts.
• 24:15
  And
• 24:15
  then
• 24:16
  it
• 24:16
  just
• 24:16
  kind
• 24:16
  of
• 24:16
  one
• 24:17
  after
• 24:17
  another
• 24:18
  really,
• 24:19
  you
• 24:19
  know,
• 24:20
  half
• 24:20
  inbound,
• 24:21
  half
• 24:21
  outbound
• 24:22
  of
• 24:22
  just
• 24:22
  cold
• 24:23
  emailing
• 24:23
  people
• 24:24
  that
• 24:24
  knew
• 24:24
  what
• 24:25
  I
• 24:25
  was
• 24:25
  doing,
• 24:25
  you
• 24:26
  know.
• 24:27
  But
• 24:27
  yeah,
• 24:27
  it
• 24:28
  was
• 24:28
  very
• 24:28
  scary
• 24:29
  because
• 24:29
  there
• 24:30
  would
• 24:30
  be
• 24:30
  days
• 24:30
  where
• 24:31
  I
• 24:31
  wouldn't
• 24:31
  get
• 24:32
  one
• 24:32
  order
• 24:32
  and
• 24:33
  then
• 24:33
  there
• 24:33
  would
• 24:33
  be
• 24:33
  other
• 24:33
  days
• 24:34
  where
• 24:34
  I'd
• 24:34
  get
• 24:34
  like,
• 24:35
  truly
• 24:35
  100
• 24:36
  individual
• 24:37
  gifts.
• 24:39
  Have
• 24:39
  to
• 24:39
  front
• 24:40
  a
• 24:40
  lot
• 24:40
  of
• 24:40
  this,
• 24:41
  right?
• 24:41
  Yeah,
• 24:42
  yeah.
• 24:43
  And
• 24:43
  a
• 24:43
  lot
• 24:43
  of
• 24:43
  like,
• 24:44
  hey,
• 24:45
  if
• 24:45
  I
• 24:45
  show
• 24:45
  you
• 24:46
  the
• 24:46
  purchase
• 24:46
  order,
• 24:47
  will
• 24:47
  you
• 24:47
  give
• 24:47
  me
• 24:48
  net
• 24:48
  30
• 24:48
  terms?
• 24:49
  I
• 24:49
  honestly
• 24:50
  think
• 24:50
  that
• 24:50
  one
• 24:51
  thing
• 24:51
  that
• 24:51
  helped
• 24:52
  me
• 24:52
  because
• 24:52
  I
• 24:52
  didn't
• 24:53
  have
• 24:53
  money
• 24:53
  was
• 24:54
  my
• 24:54
  resume.
• 24:55
  Like,
• 24:55
  you
• 24:55
  know,
• 24:55
  like,
• 24:56
  I
• 24:56
  use
• 24:57
  LinkedIn
• 24:57
  a
• 24:57
  lot
• 24:58
  for
• 24:58
  building
• 24:58
  a
• 24:59
  community
• 24:59
  and
• 24:59
  connections
• 25:00
  and
• 25:00
  posting.
• 25:01
  And
• 25:02
  I
• 25:02
  think
• 25:03
  people
• 25:04
  saw
• 25:04
  the
• 25:05
  brands,
• 25:05
  the
• 25:05
  companies
• 25:06
  that
• 25:06
  I'd
• 25:06
  worked
• 25:06
  for
• 25:07
  in
• 25:07
  the
• 25:07
  past,
• 25:07
  they
• 25:08
  didn't
• 25:08
  think
• 25:08
  I
• 25:08
  was
• 25:09
  a
• 25:09
  fraud
• 25:09
  to
• 25:09
  get
• 25:10
  300
• 25:11
  chocolate
• 25:11
  bars
• 25:12
  on
• 25:12
  30
• 25:12
  net
• 25:13
  terms,
• 25:14
  but
• 25:14
  they
• 25:15
  had
• 25:15
  no
• 25:15
  idea
• 25:16
  that
• 25:16
  I
• 25:16
  was
• 25:16
  like
• 25:17
  in
• 25:17
  my
• 25:17
  parents
• 25:18
  basement
• 25:18
  with
• 25:18
  pallets
• 25:19
  of
• 25:20
  gifts
• 25:20
  and
• 25:21
  just
• 25:22
  hand
• 25:22
  packing
• 25:23
  them
• 25:23
  myself.
• 25:24
  Up
• 25:24
  until
• 25:25
  the
• 25:25
  day
• 25:25
  I
• 25:26
  signed
• 25:26
  for
• 25:27
  the
• 25:27
  acquisition,
• 25:27
  I
• 25:28
  was
• 25:28
  still
• 25:28
  packing
• 25:29
  orders
• 25:29
  by
• 25:29
  hand
• 25:29
  myself,
• 25:30
  like
• 25:31
  anything.
• 25:31
  And
• 25:31
  why?
• 25:32
  Explain
• 25:33
  to
• 25:33
  me
• 25:33
  that,
• 25:33
  that
• 25:34
  explain.
• 25:35
  Because
• 25:35
  I'm
• 25:35
  sure
• 25:35
  you
• 25:36
  thought
• 25:36
  about
• 25:37
  doing
• 25:38
  it
• 25:38
  in
• 25:38
  other
• 25:38
  ways.
• 25:39
  Why
• 25:39
  did
• 25:39
  you,
• 25:39
  why
• 25:40
  did
• 25:40
  you
• 25:40
  do
• 25:40
  it
• 25:40
  that
• 25:40
  way?
• 25:41
  I
• 25:42
  wanted
• 25:42
  to
• 25:42
  be
• 25:42
  profitable.
• 25:43
  So
• 25:43
  many
• 25:44
  businesses
• 25:44
  go
• 25:45
  out
• 25:45
  and
• 25:45
  are
• 25:46
  like,
• 25:46
  hey,
• 25:47
  I'm
• 25:47
  gonna
• 25:48
  grow
• 25:48
  or
• 25:49
  I'm
• 25:49
  gonna
• 25:49
  do
• 25:49
  this.
• 25:49
  And
• 25:50
  I
• 25:50
  did
• 25:50
  everything
• 25:51
  so
• 25:51
  that
• 25:52
  I
• 25:53
  could
• 25:53
  be
• 25:53
  profitable.
• 25:54
  And
• 25:54
  I
• 25:54
  wasn't
• 25:54
  paying
• 25:55
  myself,
• 25:55
  but
• 25:55
  obviously
• 25:56
  I
• 25:56
  was
• 25:56
  paying
• 25:56
  myself
• 25:57
  enough
• 25:58
  to
• 25:58
  live.
• 25:58
  Like,
• 25:59
  I
• 25:59
  was
• 25:59
  utilizing
• 26:00
  the
• 26:00
  space
• 26:01
  and
• 26:02
  I
• 26:02
  got
• 26:02
  rid
• 26:02
  of
• 26:03
  my
• 26:03
  rent
• 26:03
  and
• 26:03
  moved
• 26:04
  in
• 26:04
  with
• 26:04
  my
• 26:04
  parents.
• 26:05
  They
• 26:06
  were
• 26:06
  in
• 26:06
  Florida,
• 26:06
  so
• 26:07
  not
• 26:07
  really
• 26:07
  with
• 26:07
  them,
• 26:07
  but
• 26:08
  like
• 26:08
  in
• 26:08
  their
• 26:08
  home
• 26:09
  in
• 26:09
  Brooklyn.
• 26:10
  They
• 26:10
  came
• 26:10
  home
• 26:10
  to
• 26:11
  their
• 26:11
  home
• 26:11
  being
• 26:12
  a
• 26:12
  factory
• 26:12
  of
• 26:13
  just
• 26:13
  gifts
• 26:14
  everywhere.
• 26:15
  But
• 26:15
  yeah,
• 26:16
  I
• 26:16
  made
• 26:16
  a
• 26:16
  lot
• 26:16
  of
• 26:16
  sacrifices
• 26:17
  financially
• 26:18
  and
• 26:18
  personally
• 26:19
  to
• 26:19
  do
• 26:19
  it.
• 26:19
  But
• 26:19
  I
• 26:20
  knew
• 26:20
  that
• 26:22
  when
• 26:22
  the
• 26:23
  time
• 26:23
  was
• 26:23
  right
• 26:23
  and
• 26:24
  someone
• 26:24
  saw
• 26:24
  that
• 26:24
  this
• 26:25
  was
• 26:25
  a
• 26:25
  viable
• 26:25
  business
• 26:26
  and
• 26:26
  that
• 26:26
  I
• 26:26
  was
• 26:27
  able
• 26:27
  to
• 26:27
  make
• 26:27
  a
• 26:28
  few
• 26:28
  hundred
• 26:28
  thousand
• 26:28
  doll
• 26:29
  just
• 26:30
  on
• 26:30
  my
• 26:30
  own,
• 26:31
  that,
• 26:33
  okay,
• 26:34
  we're
• 26:34
  gonna
• 26:34
  take
• 26:34
  a
• 26:34
  bet
• 26:35
  on
• 26:35
  her,
• 26:35
  right?
• 26:35
  And
• 26:36
  I
• 26:36
  wanted
• 26:36
  to
• 26:36
  own
• 26:36
  100%.
• 26:37
  I
• 26:37
  wanted
• 26:38
  it
• 26:38
  to
• 26:38
  be
• 26:38
  profitable.
• 26:39
  I
• 26:39
  wanted
• 26:39
  it
• 26:39
  to
• 26:40
  be
• 26:40
  a
• 26:40
  clean,
• 26:40
  easy
• 26:41
  break.
• 26:42
  I
• 26:42
  knew
• 26:42
  help
• 26:42
  would
• 26:43
  be
• 26:43
  on
• 26:43
  its
• 26:43
  way
• 26:44
  if
• 26:44
  I
• 26:44
  just
• 26:44
  proved
• 26:45
  out
• 26:45
  that
• 26:46
  I
• 26:46
  could
• 26:46
  do
• 26:46
  it.
• 26:47
  That
• 26:48
  was
• 26:48
  truly
• 26:48
  my
• 26:48
  motivator.
• 26:49
  There
• 26:49
  were
• 26:49
  a
• 26:50
  lot
• 26:50
  of
• 26:50
  businesses
• 26:50
  that
• 26:51
  could
• 26:51
  retain
• 26:52
  clients
• 26:52
  and
• 26:53
  get
• 26:53
  good
• 26:53
  purchase
• 26:54
  orders,
• 26:54
  but
• 26:55
  none
• 26:55
  of
• 26:55
  them
• 26:55
  could
• 26:55
  be
• 26:56
  profitable
• 26:56
  if
• 26:56
  you
• 26:56
  hired
• 26:57
  too
• 26:57
  many
• 26:57
  people
• 26:58
  or
• 26:58
  they
• 26:58
  weren't
• 26:58
  willing
• 26:59
  to
• 26:59
  do
• 26:59
  the
• 26:59
  work.
• 26:59
  So.
• 27:00
  So
• 27:00
  I
• 27:00
  was
• 27:00
  willing
• 27:01
  to
• 27:01
  put
• 27:02
  in
• 27:02
  the
• 27:02
  time
• 27:03
  so
• 27:03
  that
• 27:03
  we
• 27:03
  could
• 27:03
  get
• 27:04
  the
• 27:04
  business
• 27:04
  to
• 27:04
  profitability
• 27:05
  sooner.
• 27:06
  Amazing.
• 27:07
  At
• 27:07
  what
• 27:08
  point
• 27:08
  along
• 27:08
  your
• 27:09
  journey
• 27:10
  did
• 27:10
  you
• 27:11
  know
• 27:12
  that
• 27:12
  you
• 27:12
  were
• 27:12
  going
• 27:13
  that
• 27:13
  you
• 27:13
  know,
• 27:14
  did
• 27:14
  you
• 27:14
  have
• 27:15
  exit
• 27:16
  in
• 27:16
  mind?
• 27:16
  Was
• 27:17
  it
• 27:17
  from
• 27:17
  the
• 27:17
  beginning
• 27:18
  that
• 27:18
  you
• 27:18
  always
• 27:19
  knew
• 27:19
  you
• 27:19
  were
• 27:19
  going
• 27:19
  to
• 27:19
  try
• 27:20
  to
• 27:20
  find
• 27:20
  an
• 27:20
  exit
• 27:21
  or
• 27:21
  was
• 27:22
  it
• 27:22
  somewhere
• 27:23
  midway?
• 27:23
  When
• 27:24
  did
• 27:24
  you
• 27:24
  know
• 27:24
  that
• 27:25
  was
• 27:25
  part
• 27:25
  of
• 27:25
  your
• 27:25
  strategy?
• 27:27
  Yeah,
• 27:28
  I
• 27:28
  always
• 27:28
  say
• 27:29
  that
• 27:29
  if
• 27:29
  I
• 27:29
  was
• 27:30
  90
• 27:30
  years
• 27:30
  old,
• 27:31
  still
• 27:31
  in
• 27:31
  the
• 27:31
  gifting
• 27:32
  business,
• 27:33
  I'd
• 27:33
  be
• 27:33
  happy.
• 27:34
  I
• 27:34
  always
• 27:34
  thought
• 27:35
  maybe
• 27:35
  I'll
• 27:35
  go
• 27:35
  back
• 27:36
  to
• 27:36
  work
• 27:36
  and
• 27:36
  do
• 27:36
  it
• 27:37
  as
• 27:37
  a
• 27:37
  side
• 27:37
  hustle.
• 27:38
  In
• 27:38
  the
• 27:38
  middle
• 27:38
  of
• 27:38
  building
• 27:39
  Sun
• 27:39
  Ribbon,
• 27:40
  I
• 27:40
  lost
• 27:41
  my
• 27:41
  health
• 27:41
  insurance
• 27:42
  because
• 27:44
  I
• 27:44
  could
• 27:45
  no
• 27:45
  longer
• 27:45
  stay
• 27:45
  on
• 27:46
  COBRA
• 27:46
  and
• 27:46
  pay
• 27:46
  into
• 27:47
  it
• 27:47
  from
• 27:47
  my
• 27:47
  last
• 27:48
  company.
• 27:49
  I
• 27:49
  was
• 27:50
  really
• 27:50
  in
• 27:50
  a
• 27:50
  place
• 27:51
  where
• 27:51
  I
• 27:51
  needed
• 27:52
  health
• 27:52
  insurance
• 27:52
  and
• 27:53
  some
• 27:53
  money
• 27:53
  to
• 27:54
  grow
• 27:54
  the
• 27:55
  business.
• 27:55
  The
• 27:56
  DoorDash
• 27:56
  opportunity
• 27:57
  came
• 27:57
  up
• 27:57
  and
• 27:58
  one
• 27:58
  of
• 27:58
  the
• 27:58
  reasons
• 27:58
  why
• 27:59
  I
• 27:59
  took
• 27:59
  it
• 28:00
  was
• 28:01
  I
• 28:01
  had
• 28:01
  started
• 28:01
  to
• 28:02
  miss
• 28:02
  working
• 28:03
  or
• 28:03
  having
• 28:03
  co
• 28:04
  workers
• 28:04
  or
• 28:04
  being
• 28:05
  around
• 28:05
  other
• 28:05
  people.
• 28:07
  And
• 28:07
  then
• 28:07
  like
• 28:08
  four
• 28:08
  months
• 28:08
  into
• 28:09
  being
• 28:09
  at
• 28:09
  DoorDash
• 28:10
  and
• 28:10
  doing
• 28:11
  send
• 28:11
  Ribbon
• 28:11
  on
• 28:11
  the
• 28:12
  side,
• 28:12
  both
• 28:12
  full
• 28:13
  time,
• 28:13
  but
• 28:13
  the
• 28:13
  business
• 28:13
  was
• 28:14
  like
• 28:14
  running
• 28:14
  itself.
• 28:16
  The
• 28:16
  pandemic
• 28:17
  hit
• 28:17
  and
• 28:18
  both
• 28:19
  of
• 28:19
  those
• 28:19
  businesses
• 28:20
  took
• 28:20
  off.
• 28:20
  Right.
• 28:21
  Corporate
• 28:21
  gifting,
• 28:22
  because
• 28:22
  there's
• 28:22
  no
• 28:22
  events
• 28:23
  and
• 28:23
  no
• 28:24
  conferences
• 28:25
  or
• 28:25
  any,
• 28:26
  everyone
• 28:26
  was
• 28:26
  sending
• 28:26
  gifts.
• 28:27
  DoorDash
• 28:28
  overnight
• 28:28
  became
• 28:29
  a
• 28:29
  huge
• 28:30
  success.
• 28:31
  I
• 28:31
  was
• 28:31
  in
• 28:31
  two
• 28:32
  very
• 28:33
  crazy
• 28:33
  businesses
• 28:34
  during
• 28:34
  2020
• 28:36
  and
• 28:36
  I
• 28:36
  knew
• 28:36
  something
• 28:37
  was
• 28:37
  gonna
• 28:37
  pop.
• 28:38
  First,
• 28:38
  I'm
• 28:39
  gonna
• 28:39
  either
• 28:39
  have
• 28:39
  to
• 28:40
  put
• 28:40
  a
• 28:40
  pin
• 28:40
  in
• 28:40
  my
• 28:40
  business
• 28:42
  and
• 28:42
  go
• 28:42
  all
• 28:42
  in
• 28:43
  on
• 28:43
  working
• 28:43
  at
• 28:44
  DoorDash
• 28:44
  and
• 28:44
  putting
• 28:45
  sun
• 28:45
  Ribbon
• 28:45
  to
• 28:45
  the
• 28:45
  side
• 28:46
  or
• 28:46
  having
• 28:47
  to
• 28:47
  leave
• 28:47
  DoorDash.
• 28:48
  What
• 28:48
  happened
• 28:49
  was
• 28:50
  the
• 28:50
  acquisition
• 28:51
  happened
• 28:52
  in
• 28:52
  2020
• 28:53
  when
• 28:53
  I
• 28:53
  was
• 28:53
  doing
• 28:53
  both
• 28:54
  and
• 28:55
  I
• 28:55
  made
• 28:55
  the
• 28:55
  decision
• 28:56
  to
• 28:57
  be
• 28:57
  an
• 28:57
  acqui
• 28:58
  hire
• 28:58
  and
• 28:58
  go
• 28:58
  with
• 28:59
  the
• 28:59
  business
• 28:59
  to
• 29:00
  Urban
• 29:00
  stem.
• 29:00
  So
• 29:01
  it
• 29:01
  really
• 29:01
  was
• 29:02
  like
• 29:02
  just
• 29:02
  a
• 29:02
  crazy
• 29:03
  time
• 29:03
  where
• 29:03
  both
• 29:04
  industries
• 29:05
  were
• 29:06
  growing
• 29:06
  at
• 29:07
  rapid
• 29:08
  speeds
• 29:08
  day
• 29:08
  by
• 29:09
  day,
• 29:09
  and
• 29:09
  I
• 29:09
  had
• 29:10
  to
• 29:10
  make
• 29:10
  that
• 29:10
  choice.
• 29:11
  A
• 29:11
  lot
• 29:12
  of
• 29:12
  times
• 29:12
  I
• 29:13
  find
• 29:13
  that
• 29:14
  the
• 29:15
  founders
• 29:16
  in
• 29:16
  particular
• 29:17
  women,
• 29:18
  when
• 29:18
  they're
• 29:19
  growing
• 29:19
  their
• 29:19
  businesses,
• 29:20
  they
• 29:21
  don't
• 29:21
  always
• 29:21
  think
• 29:21
  about
• 29:22
  exit.
• 29:23
  You
• 29:23
  think
• 29:23
  about,
• 29:24
  I
• 29:24
  love
• 29:24
  what
• 29:24
  I'm
• 29:25
  going
• 29:25
  to
• 29:25
  do.
• 29:25
  I
• 29:25
  have
• 29:25
  a
• 29:26
  purpose
• 29:26
  and
• 29:27
  I
• 29:27
  kind
• 29:27
  of
• 29:27
  love
• 29:27
  the
• 29:27
  customer
• 29:28
  or
• 29:28
  a
• 29:28
  product
• 29:29
  or
• 29:29
  whatever
• 29:29
  it
• 29:29
  is.
• 29:29
  And
• 29:30
  you're
• 29:30
  dedicated
• 29:31
  to
• 29:31
  that
• 29:32
  which
• 29:32
  you
• 29:32
  need
• 29:32
  to
• 29:32
  be
• 29:33
  100%.
• 29:34
  What
• 29:34
  I
• 29:35
  often
• 29:35
  find
• 29:36
  is
• 29:36
  that
• 29:37
  if
• 29:37
  you
• 29:37
  don't
• 29:38
  build
• 29:38
  your
• 29:38
  company
• 29:39
  so
• 29:39
  that
• 29:39
  it
• 29:39
  is
• 29:40
  always
• 29:40
  growing
• 29:40
  value
• 29:42
  and
• 29:42
  In
• 29:42
  a
• 29:43
  moment
• 29:43
  when
• 29:43
  you
• 29:43
  need
• 29:44
  to
• 29:44
  make.
• 29:44
  A
• 29:44
  change,
• 29:45
  you
• 29:45
  can't.
• 29:46
  You
• 29:46
  are
• 29:46
  so
• 29:47
  right,
• 29:47
  Coco.
• 29:48
  I
• 29:48
  should
• 29:49
  state
• 29:49
  that,
• 29:51
  you
• 29:51
  know,
• 29:52
  a
• 29:53
  big
• 29:53
  factor
• 29:54
  in
• 29:54
  this
• 29:54
  and,
• 29:55
  you
• 29:55
  know,
• 29:55
  there
• 29:55
  is
• 29:56
  a
• 29:56
  little
• 29:56
  bit
• 29:57
  of
• 29:57
  a
• 29:57
  double
• 29:57
  standard
• 29:58
  in
• 29:58
  my
• 29:59
  situation
• 29:59
  is
• 30:00
  not
• 30:00
  having
• 30:00
  a
• 30:01
  partner
• 30:01
  or
• 30:01
  not
• 30:01
  having
• 30:02
  any
• 30:02
  type
• 30:03
  of
• 30:04
  family
• 30:04
  that
• 30:05
  could
• 30:05
  support
• 30:05
  this.
• 30:06
  Right.
• 30:06
  Like
• 30:06
  a
• 30:06
  lot
• 30:06
  of
• 30:07
  women
• 30:07
  in
• 30:07
  my
• 30:07
  position
• 30:07
  wouldn't
• 30:08
  have
• 30:08
  taken
• 30:08
  on
• 30:09
  a
• 30:09
  second
• 30:09
  job
• 30:10
  because
• 30:10
  they
• 30:10
  have
• 30:11
  health
• 30:11
  insurance
• 30:11
  through
• 30:12
  a
• 30:12
  partner
• 30:12
  or,
• 30:13
  you
• 30:13
  know,
• 30:13
  and
• 30:14
  I
• 30:14
  was,
• 30:14
  I
• 30:15
  was
• 30:15
  making
• 30:15
  decisions
• 30:16
  only
• 30:16
  because
• 30:17
  they
• 30:17
  were
• 30:17
  me.
• 30:18
  And,
• 30:19
  you
• 30:19
  know,
• 30:19
  I
• 30:19
  didn't
• 30:20
  have
• 30:20
  an
• 30:20
  exit
• 30:21
  strategy
• 30:21
  in
• 30:21
  mind
• 30:22
  because
• 30:22
  I
• 30:22
  always
• 30:23
  viewed
• 30:23
  this
• 30:23
  as
• 30:25
  something
• 30:25
  for
• 30:25
  me.
• 30:26
  And
• 30:26
  one
• 30:27
  thing
• 30:28
  that
• 30:28
  we
• 30:28
  talk
• 30:28
  a
• 30:29
  lot
• 30:29
  about
• 30:29
  in
• 30:29
  exiting
• 30:30
  and
• 30:30
  the
• 30:30
  emotional
• 30:31
  side
• 30:31
  of
• 30:32
  leaving
• 30:33
  a
• 30:33
  business.
• 30:33
  I
• 30:34
  didn't
• 30:34
  have
• 30:35
  a
• 30:35
  strategic
• 30:35
  exit
• 30:36
  exit
• 30:36
  plan
• 30:37
  until
• 30:39
  I
• 30:39
  realized
• 30:40
  I
• 30:41
  looked
• 30:41
  up
• 30:41
  and
• 30:42
  I'm
• 30:42
  in
• 30:42
  my
• 30:42
  mid-30s
• 30:43
  and
• 30:45
  I
• 30:45
  missed
• 30:45
  every
• 30:46
  holiday.
• 30:46
  I
• 30:47
  was
• 30:47
  missing
• 30:47
  every
• 30:47
  weekend.
• 30:48
  I
• 30:48
  don't,
• 30:49
  you
• 30:49
  know,
• 30:49
  when
• 30:50
  you're
• 30:50
  in
• 30:50
  a
• 30:50
  gifting
• 30:51
  industry,
• 30:52
  you're
• 30:52
  working
• 30:53
  the
• 30:53
  days
• 30:53
  that
• 30:54
  are
• 30:54
  celebrating
• 30:54
  others.
• 30:55
  I
• 30:55
  realized
• 30:56
  my
• 30:57
  exit
• 30:57
  came
• 30:58
  at
• 30:58
  the
• 30:58
  perfect
• 30:58
  time
• 30:59
  because
• 30:59
  that
• 30:59
  next
• 30:59
  chapter
• 31:00
  of
• 31:00
  my
• 31:00
  life
• 31:01
  has
• 31:01
  to
• 31:01
  start
• 31:02
  right.
• 31:02
  I
• 31:03
  don't
• 31:03
  want
• 31:03
  to
• 31:03
  be
• 31:03
  the
• 31:04
  person
• 31:04
  behind
• 31:04
  the
• 31:04
  curtains
• 31:05
  that
• 31:05
  makes
• 31:05
  your,
• 31:06
  you
• 31:07
  know,
• 31:07
  Christmas
• 31:08
  or
• 31:08
  Easter
• 31:08
  or
• 31:08
  Passover
• 31:09
  or
• 31:09
  Valentine's
• 31:10
  Day
• 31:10
  or
• 31:10
  Mother's
• 31:11
  Day
• 31:11
  special.
• 31:12
  I
• 31:12
  want
• 31:12
  someone
• 31:13
  to
• 31:13
  do
• 31:13
  that
• 31:13
  for
• 31:13
  me
• 31:14
  one
• 31:14
  day,
• 31:14
  you
• 31:14
  know,
• 31:15
  So
• 31:16
  I
• 31:16
  do
• 31:16
  think,
• 31:17
  looking
• 31:17
  back
• 31:18
  now,
• 31:18
  I
• 31:19
  would
• 31:19
  have
• 31:19
  had
• 31:19
  a
• 31:20
  more
• 31:21
  strategic
• 31:21
  exit
• 31:23
  plan
• 31:23
  and
• 31:23
  I
• 31:23
  would
• 31:24
  have
• 31:24
  had
• 31:24
  a
• 31:24
  plan
• 31:24
  for
• 31:25
  myself
• 31:26
  like,
• 31:26
  and
• 31:26
  what
• 31:26
  I
• 31:27
  wanted
• 31:27
  in
• 31:27
  my
• 31:27
  career
• 31:28
  and
• 31:28
  personal
• 31:28
  life.
• 31:29
  It
• 31:29
  just
• 31:30
  circumstantially
• 31:31
  happened.
• 31:32
  And
• 31:32
  it
• 31:32
  happened
• 31:33
  at
• 31:33
  a
• 31:33
  really
• 31:34
  great
• 31:35
  time
• 31:35
  in
• 31:35
  my
• 31:35
  personal
• 31:36
  life
• 31:36
  as
• 31:36
  well.
• 31:37
  And
• 31:37
  so
• 31:38
  how
• 31:38
  did
• 31:38
  this,
• 31:38
  how
• 31:39
  did
• 31:39
  this
• 31:40
  Urban
• 31:40
  Stems
• 31:41
  opportunity
• 31:42
  come
• 31:42
  up?
• 31:43
  Did
• 31:43
  you
• 31:43
  decide
• 31:44
  to
• 31:44
  go
• 31:44
  to
• 31:44
  market
• 31:44
  and
• 31:45
  sell
• 31:45
  and
• 31:45
  sell
• 31:45
  your
• 31:45
  company
• 31:46
  or
• 31:46
  they
• 31:46
  came
• 31:46
  to
• 31:47
  you?
• 31:47
  What
• 31:47
  happened?
• 31:48
  It
• 31:49
  happened.
• 31:49
  Truly
• 31:49
  from
• 31:50
  the
• 31:50
  power
• 31:50
  of
• 31:50
  network,
• 31:51
  I
• 31:52
  preached
• 31:53
  this.
• 31:53
  I'll
• 31:54
  sing
• 31:54
  it
• 31:54
  from
• 31:55
  the
• 31:55
  rooftops.
• 31:57
  I
• 31:59
  knew
• 31:59
  of
• 31:59
  urban
• 32:00
  stems
• 32:01
  in
• 32:01
  2014
• 32:02
  when
• 32:02
  they
• 32:02
  entered
• 32:02
  the
• 32:03
  New
• 32:03
  York
• 32:03
  market.
• 32:03
  They're
• 32:04
  a
• 32:04
  DC
• 32:04
  based
• 32:04
  company
• 32:05
  and
• 32:06
  I
• 32:06
  got
• 32:06
  an
• 32:06
  email
• 32:07
  from
• 32:07
  one
• 32:07
  of
• 32:07
  the
• 32:08
  five
• 32:08
  male
• 32:08
  founders.
• 32:09
  So
• 32:09
  it
• 32:09
  was
• 32:09
  founded
• 32:10
  by
• 32:10
  five
• 32:10
  men
• 32:11
  in
• 32:11
  D.C.
• 32:12
  and
• 32:13
  he
• 32:13
  had
• 32:13
  said
• 32:13
  to
• 32:13
  me,
• 32:14
  hey,
• 32:14
  Kelly,
• 32:15
  I
• 32:16
  noticed
• 32:16
  that
• 32:16
  you
• 32:16
  order
• 32:17
  our
• 32:17
  flowers
• 32:17
  daily
• 32:18
  from
• 32:18
  a
• 32:18
  business
• 32:19
  account.
• 32:20
  Can
• 32:20
  you
• 32:21
  meet
• 32:21
  me
• 32:21
  for
• 32:21
  coffee
• 32:22
  and
• 32:23
  tell
• 32:23
  me
• 32:23
  how
• 32:23
  you
• 32:24
  use
• 32:24
  our
• 32:25
  product
• 32:25
  and
• 32:25
  service?
• 32:27
  So
• 32:27
  I
• 32:27
  met
• 32:27
  him
• 32:28
  for
• 32:28
  coffee
• 32:28
  and
• 32:28
  that
• 32:29
  was
• 32:29
  in
• 32:29
  2014,
• 32:30
  three
• 32:30
  or
• 32:30
  four
• 32:30
  years
• 32:31
  before
• 32:31
  I
• 32:31
  even
• 32:32
  came
• 32:32
  up
• 32:32
  with
• 32:33
  Send
• 32:33
  ribbon.
• 32:34
  I
• 32:34
  had
• 32:35
  said,
• 32:35
  I
• 32:35
  need
• 32:35
  something
• 32:36
  quick,
• 32:36
  reliable,
• 32:37
  beautiful
• 32:38
  for
• 32:38
  my
• 32:38
  clients.
• 32:39
  And
• 32:39
  that's
• 32:39
  why
• 32:39
  I
• 32:40
  consistently
• 32:40
  use
• 32:41
  your
• 32:41
  business.
• 32:42
  I
• 32:42
  had
• 32:42
  taken
• 32:42
  their
• 32:43
  model
• 32:43
  and
• 32:43
  watched
• 32:44
  it
• 32:44
  and
• 32:45
  you
• 32:45
  know,
• 32:45
  learned
• 32:46
  all
• 32:46
  about
• 32:46
  gifting
• 32:47
  and
• 32:47
  corporate
• 32:48
  gifting.
• 32:49
  And
• 32:50
  we
• 32:50
  had
• 32:51
  just
• 32:51
  stayed
• 32:51
  in
• 32:51
  touch
• 32:52
  after
• 32:52
  I
• 32:53
  decided
• 32:54
  to
• 32:54
  leave
• 32:54
  my
• 32:54
  business
• 32:55
  and
• 32:55
  leave
• 32:56
  managed
• 32:56
  by
• 32:56
  Cuban
• 32:57
  start
• 32:57
  my
• 32:57
  business.
• 32:57
  I
• 32:58
  had
• 32:58
  reached
• 32:58
  out
• 32:58
  to
• 32:58
  that
• 32:59
  same
• 33:00
  gentleman
• 33:00
  and
• 33:00
  said,
• 33:01
  you
• 33:01
  know,
• 33:01
  hey,
• 33:01
  I'm
• 33:02
  entering
• 33:02
  the
• 33:02
  gifting
• 33:03
  market.
• 33:03
  He
• 33:04
  was
• 33:04
  like,
• 33:04
  I'm
• 33:04
  actually
• 33:05
  exiting
• 33:06
  urban
• 33:06
  stems,
• 33:07
  but
• 33:07
  you
• 33:07
  know,
• 33:08
  keep
• 33:08
  in
• 33:08
  touch,
• 33:08
  there's
• 33:09
  people
• 33:09
  I
• 33:09
  want
• 33:09
  you
• 33:09
  to
• 33:10
  meet.
• 33:11
  We
• 33:11
  had
• 33:11
  kept
• 33:11
  in
• 33:11
  touch
• 33:12
  over
• 33:12
  the
• 33:12
  years
• 33:13
  and
• 33:13
  2020,
• 33:14
  he
• 33:14
  was
• 33:14
  like,
• 33:14
  hey,
• 33:14
  we
• 33:15
  have
• 33:15
  a
• 33:15
  new
• 33:15
  chief
• 33:15
  revenue
• 33:16
  officer.
• 33:16
  I
• 33:16
  think
• 33:16
  you
• 33:17
  should
• 33:17
  have
• 33:17
  a
• 33:17
  conversation.
• 33:18
  We
• 33:19
  had
• 33:19
  one
• 33:19
  conversation
• 33:20
  Covid
• 33:20
  hit
• 33:22
  and
• 33:22
  it
• 33:22
  was
• 33:23
  going
• 33:23
  to
• 33:23
  be
• 33:23
  like
• 33:23
  a
• 33:23
  partnership.
• 33:24
  It
• 33:24
  wasn't,
• 33:25
  you
• 33:25
  know,
• 33:25
  maybe
• 33:25
  I
• 33:25
  do
• 33:26
  some
• 33:26
  advising.
• 33:26
  It
• 33:27
  wasn't
• 33:27
  anything
• 33:27
  like
• 33:28
  merger
• 33:29
  acquisition.
• 33:30
  And
• 33:31
  then
• 33:31
  what
• 33:32
  I
• 33:32
  did
• 33:32
  was
• 33:33
  I
• 33:33
  just
• 33:33
  sent
• 33:33
  him
• 33:34
  email
• 33:35
  updates.
• 33:36
  Every
• 33:36
  month
• 33:37
  I
• 33:37
  would
• 33:38
  send,
• 33:38
  hey,
• 33:39
  we
• 33:39
  acquired
• 33:40
  X,
• 33:40
  Y
• 33:40
  and
• 33:40
  Z
• 33:40
  customer.
• 33:41
  We
• 33:41
  just
• 33:41
  got
• 33:42
  this
• 33:42
  press.
• 33:42
  We
• 33:43
  just
• 33:43
  did
• 33:43
  this
• 33:44
  just
• 33:44
  because
• 33:44
  I
• 33:44
  was
• 33:45
  like,
• 33:45
  hey,
• 33:45
  they
• 33:46
  should
• 33:46
  know,
• 33:47
  you
• 33:47
  know,
• 33:47
  what's
• 33:47
  going
• 33:48
  on.
• 33:48
  And
• 33:49
  then
• 33:49
  I
• 33:49
  got
• 33:49
  an
• 33:49
  email
• 33:50
  that
• 33:50
  July
• 33:52
  of
• 33:52
  2020,
• 33:53
  their
• 33:53
  fiscal
• 33:55
  year
• 33:55
  started
• 33:57
  and
• 33:57
  they
• 33:57
  were
• 33:57
  like,
• 33:57
  hey,
• 33:58
  we
• 33:58
  want
• 33:58
  to
• 33:58
  have
• 33:58
  a
• 33:58
  conversation.
• 33:59
  I
• 33:59
  knew
• 33:59
  from
• 34:00
  that
• 34:00
  conversation
• 34:00
  they
• 34:01
  were
• 34:01
  serious
• 34:01
  about
• 34:02
  bringing
• 34:02
  me
• 34:02
  on
• 34:03
  in
• 34:03
  some
• 34:03
  capacity.
• 34:04
  The
• 34:05
  only
• 34:05
  way
• 34:05
  to
• 34:06
  bring
• 34:06
  it
• 34:06
  on
• 34:06
  was
• 34:06
  to
• 34:07
  make
• 34:07
  ribbon
• 34:07
  the
• 34:07
  corporate
• 34:08
  gifting
• 34:08
  arm
• 34:09
  of
• 34:09
  the
• 34:09
  business.
• 34:10
  So
• 34:11
  again,
• 34:11
  if
• 34:12
  I
• 34:12
  could
• 34:12
  teach
• 34:12
  anyone
• 34:13
  anything,
• 34:13
  it's,
• 34:14
  you
• 34:14
  know,
• 34:15
  who
• 34:16
  cares
• 34:16
  if
• 34:16
  they
• 34:16
  didn't
• 34:16
  read
• 34:17
  the
• 34:17
  emails?
• 34:17
  You
• 34:18
  know,
• 34:18
  like
• 34:18
  you
• 34:18
  were
• 34:19
  just,
• 34:19
  you
• 34:19
  were
• 34:19
  just
• 34:20
  telling
• 34:20
  them
• 34:20
  what
• 34:20
  you
• 34:21
  were
• 34:21
  up
• 34:21
  to.
• 34:21
  And
• 34:22
  I
• 34:22
  think
• 34:22
  that's
• 34:22
  really
• 34:22
  important.
• 34:23
  No
• 34:23
  one's
• 34:24
  gonna
• 34:24
  reach
• 34:24
  out
• 34:25
  or
• 34:25
  know
• 34:26
  what
• 34:26
  you're
• 34:26
  up
• 34:26
  to
• 34:27
  if
• 34:27
  you
• 34:27
  don't
• 34:28
  let
• 34:28
  them
• 34:28
  know.
• 34:29
  So
• 34:29
  anyone
• 34:30
  who's
• 34:30
  scared
• 34:30
  to
• 34:31
  post
• 34:31
  the
• 34:31
  video
• 34:31
  on
• 34:31
  social
• 34:32
  media
• 34:32
  or
• 34:32
  send
• 34:33
  the
• 34:33
  email,
• 34:34
  you
• 34:34
  have
• 34:34
  to
• 34:34
  just
• 34:34
  kind
• 34:35
  of
• 34:35
  tell
• 34:35
  people
• 34:35
  what
• 34:36
  you
• 34:36
  want.
• 34:36
  And
• 34:37
  I
• 34:38
  wasn't
• 34:38
  looking
• 34:39
  to
• 34:39
  sell,
• 34:40
  but
• 34:40
  because
• 34:40
  I
• 34:40
  continued
• 34:41
  to
• 34:41
  send
• 34:42
  those
• 34:42
  updates,
• 34:42
  I
• 34:43
  was
• 34:43
  able
• 34:43
  to.
• 34:44
  I
• 34:45
  think
• 34:45
  that's
• 34:46
  so
• 34:46
  brilliant
• 34:47
  and
• 34:48
  it
• 34:48
  really
• 34:49
  is.
• 34:49
  It's
• 34:49
  a
• 34:49
  practice,
• 34:50
  it's
• 34:50
  a
• 34:50
  best
• 34:51
  superpower
• 34:52
  practice
• 34:53
  that
• 34:54
  we
• 34:54
  can
• 34:54
  all
• 34:54
  learn
• 34:55
  from
• 34:55
  in
• 34:55
  different
• 34:55
  ways
• 34:56
  in
• 34:56
  our
• 34:56
  lives.
• 34:57
  Right.
• 34:57
  Because
• 34:57
  that
• 34:58
  like
• 34:58
  just
• 34:59
  having
• 34:59
  the
• 34:59
  foresight
• 35:00
  to
• 35:00
  how
• 35:00
  can
• 35:00
  I
• 35:00
  automate,
• 35:01
  if
• 35:02
  you
• 35:02
  will,
• 35:03
  heart
• 35:03
  connected
• 35:04
  communication,
• 35:05
  authentic
• 35:06
  communication
• 35:06
  with
• 35:07
  people
• 35:07
  that
• 35:07
  I
• 35:08
  might
• 35:08
  want
• 35:08
  to
• 35:08
  have
• 35:08
  a
• 35:09
  long
• 35:09
  term
• 35:09
  relationship
• 35:09
  with
• 35:10
  for
• 35:10
  one
• 35:10
  way
• 35:10
  reason
• 35:11
  or
• 35:11
  another.
• 35:12
  Right,
• 35:13
  Exactly.
• 35:14
  You
• 35:14
  know,
• 35:15
  it's
• 35:15
  not
• 35:15
  through
• 35:15
  the
• 35:15
  big
• 35:16
  moments
• 35:16
  because
• 35:17
  if
• 35:17
  all
• 35:17
  there
• 35:17
  was
• 35:18
  the
• 35:18
  big
• 35:18
  moments,
• 35:18
  they
• 35:19
  wouldn't
• 35:19
  really
• 35:19
  know
• 35:19
  you.
• 35:20
  Exactly.
• 35:21
  And
• 35:21
  that's
• 35:21
  why
• 35:21
  I
• 35:22
  love
• 35:22
  social
• 35:22
  media
• 35:22
  because
• 35:23
  you
• 35:23
  open
• 35:23
  up
• 35:24
  your
• 35:24
  LinkedIn
• 35:24
  and
• 35:25
  like
• 35:25
  even
• 35:25
  with
• 35:25
  you,
• 35:26
  right,
• 35:26
  Like
• 35:27
  I've
• 35:27
  met
• 35:27
  you
• 35:27
  a
• 35:28
  Handful
• 35:28
  of
• 35:28
  times
• 35:28
  now.
• 35:29
  And
• 35:29
  we've
• 35:29
  connected
• 35:29
  and
• 35:30
  we've
• 35:30
  grown
• 35:30
  this
• 35:30
  relationship,
• 35:32
  but
• 35:32
  even
• 35:32
  today,
• 35:33
  we're
• 35:33
  still
• 35:33
  learning
• 35:34
  about
• 35:34
  different
• 35:34
  things.
• 35:35
  And
• 35:35
  I'm
• 35:35
  like,
• 35:35
  oh,
• 35:35
  Coco,
• 35:36
  I
• 35:36
  need
• 35:36
  to
• 35:37
  invite
• 35:37
  you
• 35:37
  here.
• 35:37
  I
• 35:38
  would
• 35:38
  have
• 35:38
  never
• 35:38
  known
• 35:39
  if
• 35:39
  I
• 35:39
  didn't
• 35:40
  spend
• 35:40
  the
• 35:40
  time
• 35:40
  to
• 35:40
  get
• 35:41
  to
• 35:41
  know
• 35:41
  you
• 35:42
  of
• 35:42
  being
• 35:42
  like,
• 35:42
  oh,
• 35:43
  this
• 35:43
  is
• 35:43
  something
• 35:43
  that
• 35:44
  you're
• 35:44
  interested
• 35:45
  in.
• 35:45
  So
• 35:46
  I
• 35:46
  think
• 35:46
  it's
• 35:47
  important
• 35:47
  that
• 35:48
  we
• 35:48
  continue
• 35:49
  to
• 35:49
  build
• 35:49
  online
• 35:50
  relationships
• 35:51
  and
• 35:51
  offline
• 35:52
  relationships
• 35:52
  and
• 35:53
  show
• 35:53
  up
• 35:53
  the
• 35:54
  way
• 35:54
  we
• 35:54
  would
• 35:54
  for
• 35:55
  people
• 35:55
  in
• 35:56
  both
• 35:56
  of
• 35:56
  those
• 35:56
  scenarios.
• 35:58
  And
• 35:58
  so
• 35:58
  then.
• 35:59
  All
• 35:59
  right,
• 35:59
  so
• 36:00
  we
• 36:00
  get
• 36:00
  to
• 36:00
  the
• 36:01
  point
• 36:01
  where
• 36:01
  Urban
• 36:02
  Stems
• 36:02
  comes
• 36:02
  to
• 36:02
  you
• 36:03
  and
• 36:03
  you
• 36:03
  have
• 36:03
  these
• 36:03
  meetings
• 36:04
  and
• 36:04
  you
• 36:04
  get
• 36:05
  serious
• 36:05
  and
• 36:06
  then
• 36:06
  what
• 36:07
  was
• 36:07
  that
• 36:07
  like?
• 36:07
  What
• 36:08
  was
• 36:08
  the
• 36:08
  process
• 36:09
  like
• 36:09
  for
• 36:09
  you
• 36:10
  of
• 36:11
  going
• 36:11
  through
• 36:11
  diligence?
• 36:13
  And
• 36:13
  did
• 36:14
  you
• 36:14
  get
• 36:14
  advice?
• 36:15
  How
• 36:15
  did
• 36:15
  you
• 36:16
  manage
• 36:16
  all
• 36:17
  that?
• 36:17
  And
• 36:17
  then
• 36:17
  how
• 36:18
  long
• 36:18
  did
• 36:18
  it
• 36:18
  take?
• 36:19
  And
• 36:19
  then
• 36:19
  what
• 36:19
  happened
• 36:20
  afterwards?
• 36:20
  Did
• 36:21
  you
• 36:21
  stay
• 36:21
  on?
• 36:22
  Yeah,
• 36:22
  so
• 36:23
  it
• 36:23
  took
• 36:23
  about
• 36:23
  three
• 36:23
  months.
• 36:24
  It
• 36:24
  was
• 36:25
  pretty
• 36:25
  clean
• 36:26
  because
• 36:27
  it
• 36:27
  was
• 36:27
  just
• 36:27
  me
• 36:28
  and
• 36:28
  I
• 36:28
  owned
• 36:28
  100%
• 36:29
  of
• 36:29
  it,
• 36:29
  honestly.
• 36:30
  There
• 36:30
  was
• 36:30
  no
• 36:30
  debt
• 36:31
  in
• 36:31
  the
• 36:31
  business.
• 36:31
  We
• 36:31
  had
• 36:32
  like
• 36:32
  four
• 36:32
  grand
• 36:32
  on
• 36:32
  a
• 36:33
  credit
• 36:33
  card
• 36:33
  like
• 36:33
  that.
• 36:34
  You
• 36:34
  know,
• 36:35
  it
• 36:35
  wasn't.
• 36:36
  We
• 36:36
  were
• 36:36
  not
• 36:36
  take.
• 36:37
  We're
• 36:37
  not
• 36:37
  talking
• 36:38
  about
• 36:38
  million
• 36:38
  dollars
• 36:39
  here
• 36:39
  or
• 36:40
  anything
• 36:40
  significant,
• 36:41
  but
• 36:41
  the
• 36:41
  client
• 36:42
  list
• 36:42
  and
• 36:43
  the
• 36:43
  people
• 36:43
  working
• 36:43
  with
• 36:43
  us
• 36:44
  were
• 36:44
  like,
• 36:45
  you
• 36:45
  know,
• 36:45
  the
• 36:46
  driving
• 36:46
  factor
• 36:47
  of
• 36:47
  like,
• 36:47
  hey,
• 36:48
  they
• 36:48
  don't
• 36:49
  know
• 36:49
  that
• 36:49
  these
• 36:50
  orders
• 36:50
  are
• 36:50
  being
• 36:50
  packed
• 36:51
  in
• 36:51
  a
• 36:51
  Brooklyn
• 36:52
  basement.
• 36:52
  Right?
• 36:52
  Like,
• 36:53
  they.
• 36:53
  These
• 36:53
  people,
• 36:54
  you
• 36:55
  know,
• 36:55
  were.
• 36:55
  I
• 36:55
  was
• 36:56
  working
• 36:56
  with
• 36:57
  some,
• 36:57
  even
• 36:57
  Fortune
• 36:58
  50
• 36:58
  clients,
• 36:59
  really
• 36:59
  powerful
• 37:00
  people.
• 37:01
  Part
• 37:01
  of
• 37:01
  the
• 37:01
  contract
• 37:02
  that
• 37:02
  I
• 37:02
  did
• 37:03
  get
• 37:03
  written
• 37:03
  in
• 37:04
  was
• 37:04
  that
• 37:04
  it
• 37:05
  was
• 37:05
  a
• 37:05
  minimum
• 37:05
  stay
• 37:06
  of
• 37:06
  a
• 37:06
  year,
• 37:06
  so
• 37:07
  I
• 37:07
  was
• 37:07
  required
• 37:08
  to
• 37:08
  stay
• 37:08
  for
• 37:08
  a
• 37:08
  year.
• 37:09
  Once
• 37:09
  the
• 37:09
  year
• 37:10
  was
• 37:10
  up,
• 37:10
  I
• 37:11
  did
• 37:11
  start
• 37:11
  to
• 37:12
  want
• 37:12
  change
• 37:13
  in
• 37:13
  different
• 37:13
  things.
• 37:14
  I
• 37:14
  talk
• 37:14
  a
• 37:14
  lot
• 37:14
  about
• 37:15
  my
• 37:15
  health
• 37:15
  journey
• 37:16
  too.
• 37:16
  That
• 37:16
  was
• 37:16
  a
• 37:16
  major
• 37:17
  factor
• 37:17
  in
• 37:18
  why
• 37:18
  I
• 37:18
  wanted
• 37:18
  to
• 37:19
  make
• 37:19
  different
• 37:20
  choices.
• 37:20
  Unfortunately,
• 37:21
  six
• 37:21
  months
• 37:22
  into
• 37:22
  my
• 37:23
  acquisition,
• 37:23
  I
• 37:24
  had
• 37:24
  a
• 37:24
  major
• 37:24
  surgery.
• 37:25
  It
• 37:25
  was
• 37:26
  really
• 37:26
  hard
• 37:27
  managing
• 37:27
  a
• 37:28
  team.
• 37:28
  And
• 37:28
  all
• 37:29
  of
• 37:29
  the
• 37:29
  things
• 37:30
  of
• 37:30
  being
• 37:30
  a
• 37:31
  founder
• 37:31
  with
• 37:31
  a
• 37:31
  very
• 37:32
  heavy
• 37:32
  seasonal
• 37:33
  business,
• 37:34
  you
• 37:34
  can't
• 37:35
  just
• 37:36
  stop.
• 37:36
  I
• 37:36
  did
• 37:37
  have
• 37:37
  to
• 37:37
  stop.
• 37:37
  And
• 37:37
  I
• 37:38
  felt
• 37:38
  like
• 37:39
  I
• 37:39
  was
• 37:39
  at
• 37:40
  the
• 37:40
  end
• 37:40
  of
• 37:40
  that
• 37:40
  founder
• 37:41
  journey
• 37:41
  and
• 37:41
  back
• 37:41
  into
• 37:42
  an
• 37:42
  employee
• 37:43
  situation.
• 37:43
  I
• 37:44
  realized
• 37:44
  I'm
• 37:44
  made
• 37:45
  for
• 37:45
  the
• 37:45
  founder
• 37:45
  life
• 37:46
  and
• 37:47
  I
• 37:47
  need
• 37:47
  to
• 37:47
  be
• 37:48
  a
• 37:48
  founder
• 37:48
  to
• 37:48
  navigate
• 37:50
  my
• 37:50
  health
• 37:51
  issues
• 37:51
  too.
• 37:52
  I
• 37:52
  need
• 37:52
  to
• 37:52
  be
• 37:52
  in
• 37:53
  charge
• 37:53
  of,
• 37:54
  you
• 37:55
  know,
• 37:55
  the
• 37:55
  days
• 37:55
  that
• 37:55
  I'm
• 37:56
  sick.
• 37:56
  I
• 37:56
  need
• 37:56
  to
• 37:57
  be
• 37:57
  able
• 37:57
  to
• 37:57
  say,
• 37:57
  like,
• 37:58
  hey,
• 37:58
  I
• 37:58
  can't
• 37:58
  work
• 37:58
  today.
• 37:59
  And
• 37:59
  there
• 37:59
  be
• 37:59
  no
• 37:59
  consequences
• 38:00
  of,
• 38:01
  like
• 38:01
  an
• 38:01
  employee
• 38:02
  manager
• 38:03
  relationship.
• 38:04
  Right.
• 38:04
  Like,
• 38:04
  that's
• 38:05
  really
• 38:05
  important
• 38:05
  to
• 38:06
  me
• 38:06
  through
• 38:06
  entrepreneurship.
• 38:07
  So
• 38:07
  I
• 38:08
  was
• 38:08
  there
• 38:08
  for
• 38:08
  a
• 38:08
  year.
• 38:09
  I
• 38:09
  took
• 38:09
  a
• 38:10
  lot
• 38:10
  of
• 38:10
  time
• 38:10
  off
• 38:10
  after
• 38:11
  my
• 38:11
  exit,
• 38:12
  recouped
• 38:13
  from
• 38:13
  my
• 38:14
  surgery
• 38:14
  and
• 38:15
  used
• 38:16
  all
• 38:16
  that
• 38:16
  experience
• 38:17
  to
• 38:19
  do
• 38:20
  all
• 38:20
  the
• 38:20
  things
• 38:20
  I
• 38:20
  wanted
• 38:21
  on
• 38:21
  my
• 38:21
  bucket
• 38:21
  list.
• 38:22
  They
• 38:22
  call
• 38:22
  it
• 38:22
  my
• 38:22
  Eat
• 38:23
  Pray
• 38:23
  Love
• 38:23
  year.
• 38:23
  I
• 38:24
  ran
• 38:25
  my
• 38:25
  first
• 38:25
  half
• 38:25
  marathon,
• 38:26
  I
• 38:26
  went
• 38:27
  to
• 38:27
  Europe,
• 38:27
  I
• 38:27
  sat
• 38:28
  on
• 38:28
  my
• 38:28
  grandparents
• 38:29
  farm
• 38:29
  where
• 38:29
  they're
• 38:30
  from
• 38:30
  in
• 38:30
  Kilkenny,
• 38:31
  Ireland.
• 38:31
  Really
• 38:32
  special
• 38:32
  things
• 38:33
  that
• 38:33
  were
• 38:33
  important
• 38:34
  to
• 38:34
  me.
• 38:35
  I
• 38:35
  don't
• 38:36
  remember
• 38:36
  the
• 38:36
  three
• 38:37
  months
• 38:37
  of
• 38:37
  contracting
• 38:38
  or
• 38:38
  anything
• 38:39
  like
• 38:39
  that.
• 38:39
  That
• 38:40
  feels
• 38:40
  like
• 38:40
  a
• 38:40
  distant
• 38:41
  memory.
• 38:43
  Even
• 38:43
  the
• 38:43
  year
• 38:44
  transferring
• 38:45
  the
• 38:45
  business
• 38:45
  and
• 38:45
  doing
• 38:46
  the
• 38:46
  day
• 38:46
  to
• 38:46
  day
• 38:46
  feels
• 38:47
  it.
• 38:47
  But
• 38:47
  like
• 38:48
  the
• 38:48
  reward
• 38:48
  of
• 38:48
  the
• 38:49
  year
• 38:49
  after
• 38:50
  was
• 38:50
  amazing
• 38:51
  of
• 38:51
  being
• 38:51
  able
• 38:51
  to
• 38:53
  be
• 38:53
  in
• 38:53
  Florida,
• 38:54
  volunteer,
• 38:55
  do
• 38:55
  charity
• 38:56
  work,
• 38:56
  really
• 38:56
  fulfill
• 38:57
  my
• 38:58
  cup
• 38:58
  to
• 38:59
  find
• 38:59
  myself
• 38:59
  again
• 39:00
  after
• 39:00
  the
• 39:01
  exit.
• 39:02
  So
• 39:03
  brilliant,
• 39:03
  Kelly.
• 39:04
  And
• 39:04
  you
• 39:04
  know
• 39:05
  we've
• 39:05
  talked
• 39:06
  about
• 39:06
  this
• 39:06
  right
• 39:07
  exit
• 39:08
  six
• 39:08
  months
• 39:09
  ago
• 39:09
  and
• 39:10
  I
• 39:10
  need
• 39:10
  any
• 39:10
  Pray
• 39:11
  Love
• 39:11
  gear
• 39:12
  and
• 39:12
  I
• 39:12
  haven't
• 39:12
  done
• 39:13
  that.
• 39:14
  I'm
• 39:14
  excited
• 39:14
  for
• 39:15
  all
• 39:15
  the
• 39:15
  work
• 39:15
  that
• 39:16
  we're
• 39:16
  going
• 39:16
  to
• 39:16
  be
• 39:16
  doing
• 39:16
  with
• 39:17
  charity
• 39:18
  and
• 39:18
  the
• 39:18
  whisper
• 39:19
  group
• 39:19
  and
• 39:19
  there's
• 39:20
  so
• 39:20
  many
• 39:20
  opportunities.
• 39:21
  Now
• 39:22
  the
• 39:22
  way
• 39:23
  to
• 39:23
  describe
• 39:23
  it,
• 39:23
  the
• 39:24
  only
• 39:24
  example
• 39:24
  I
• 39:25
  have
• 39:25
  is
• 39:25
  anyone
• 39:26
  who
• 39:26
  wears
• 39:26
  earrings
• 39:27
  knows
• 39:27
  what
• 39:27
  it's
• 39:27
  like
• 39:28
  to
• 39:28
  feel
• 39:28
  like
• 39:28
  your
• 39:29
  earrings
• 39:29
  missing,
• 39:29
  right?
• 39:30
  Like
• 39:30
  if
• 39:30
  you're
• 39:30
  out,
• 39:30
  you're
• 39:31
  like,
• 39:31
  oh
• 39:31
  geez,
• 39:32
  wearing
• 39:32
  this
• 39:33
  thing
• 39:33
  on
• 39:33
  the
• 39:34
  right.
• 39:35
  And
• 39:36
  that
• 39:36
  is
• 39:36
  the
• 39:37
  same
• 39:37
  thing
• 39:37
  that
• 39:38
  happened
• 39:38
  the
• 39:38
  day
• 39:39
  after
• 39:39
  my
• 39:39
  exit
• 39:40
  was
• 39:40
  fully
• 39:40
  over
• 39:40
  and
• 39:41
  I
• 39:41
  had
• 39:41
  nothing.
• 39:42
  I
• 39:42
  felt
• 39:42
  like
• 39:42
  I
• 39:43
  walked
• 39:43
  out
• 39:43
  of
• 39:43
  the
• 39:43
  house
• 39:43
  with
• 39:44
  no
• 39:44
  earrings
• 39:44
  on.
• 39:44
  I
• 39:45
  was
• 39:45
  like,
• 39:45
  did
• 39:45
  I
• 39:45
  lose
• 39:45
  an
• 39:45
  earring?
• 39:46
  I
• 39:46
  felt
• 39:46
  like
• 39:46
  I
• 39:46
  couldn't
• 39:48
  be
• 39:48
  myself
• 39:49
  or
• 39:49
  have
• 39:49
  an
• 39:50
  identity
• 39:50
  outside
• 39:51
  of
• 39:52
  my
• 39:52
  business.
• 39:53
  I
• 39:53
  was
• 39:53
  like
• 39:53
  Kelly
• 39:54
  in
• 39:54
  Corporate
• 39:54
  Gifts,
• 39:55
  Kelly
• 39:55
  from
• 39:55
  Sun
• 39:55
  Ribbon,
• 39:56
  Kelly
• 39:56
  from
• 39:56
  Urban
• 39:57
  stem.
• 39:57
  I
• 39:58
  had
• 39:58
  to
• 39:58
  learn
• 39:59
  how
• 39:59
  to
• 39:59
  to
• 40:00
  be
• 40:01
  the
• 40:01
  next
• 40:01
  version
• 40:02
  of
• 40:02
  myself
• 40:02
  again.
• 40:03
  And
• 40:03
  that
• 40:03
  was
• 40:04
  really,
• 40:05
  that's
• 40:06
  why
• 40:06
  I
• 40:06
  needed
• 40:06
  the
• 40:07
  time
• 40:07
  that
• 40:07
  I
• 40:07
  did
• 40:08
  because
• 40:08
  it
• 40:09
  was
• 40:09
  so
• 40:09
  much
• 40:09
  part
• 40:10
  of
• 40:10
  my
• 40:10
  identity.
• 40:11
  And
• 40:11
  I'm
• 40:11
  not
• 40:11
  saying
• 40:12
  that
• 40:12
  you
• 40:12
  don't
• 40:12
  have
• 40:13
  feelings
• 40:13
  like
• 40:13
  that
• 40:13
  because
• 40:14
  I
• 40:14
  know
• 40:14
  they're
• 40:14
  valid
• 40:15
  and
• 40:15
  I
• 40:15
  know
• 40:15
  we've
• 40:15
  had
• 40:15
  that
• 40:16
  conversation.
• 40:17
  But
• 40:17
  you
• 40:17
  are
• 40:17
  very
• 40:18
  much
• 40:19
  established
• 40:20
  in
• 40:20
  a
• 40:20
  different
• 40:20
  way
• 40:20
  where
• 40:21
  there
• 40:21
  is
• 40:21
  a
• 40:21
  separation
• 40:22
  of
• 40:22
  church
• 40:22
  and
• 40:23
  state,
• 40:23
  of
• 40:23
  who
• 40:23
  Coco
• 40:24
  is
• 40:25
  versus
• 40:25
  the
• 40:25
  business
• 40:26
  that
• 40:26
  you
• 40:26
  sold.
• 40:27
  Well,
• 40:28
  what's
• 40:29
  next
• 40:29
  for
• 40:29
  you?
• 40:30
  That's
• 40:30
  what
• 40:30
  I'm
• 40:30
  dying
• 40:31
  to
• 40:31
  know
• 40:31
  because
• 40:31
  I
• 40:31
  know
• 40:32
  right
• 40:32
  now
• 40:32
  you
• 40:32
  are
• 40:33
  consulting
• 40:34
  and
• 40:35
  advising
• 40:36
  other
• 40:36
  startups
• 40:37
  and
• 40:37
  that
• 40:38
  is
• 40:38
  super
• 40:38
  fun
• 40:39
  and
• 40:39
  exciting.
• 40:40
  I
• 40:41
  know
• 40:41
  you
• 40:41
  have
• 40:41
  other
• 40:42
  parts
• 40:42
  of
• 40:42
  your
• 40:42
  life
• 40:43
  that
• 40:43
  are
• 40:43
  important
• 40:44
  to
• 40:44
  you
• 40:44
  to
• 40:45
  develop
• 40:45
  beyond
• 40:45
  your
• 40:46
  career.
• 40:47
  So
• 40:47
  what
• 40:48
  are
• 40:48
  you
• 40:48
  wanting
• 40:48
  to
• 40:49
  manifest
• 40:50
  in
• 40:50
  this
• 40:50
  stage?
• 40:52
  I'm
• 40:52
  really
• 40:52
  excited
• 40:53
  in
• 40:53
  my
• 40:53
  next
• 40:53
  chapter
• 40:54
  because
• 40:54
  I
• 40:55
  have
• 40:55
  never
• 40:55
  been
• 40:56
  more
• 40:56
  fulfilled
• 40:56
  than
• 40:57
  working
• 40:57
  with
• 40:57
  other
• 40:57
  founders
• 40:58
  who
• 40:59
  want
• 41:00
  to
• 41:00
  launch,
• 41:00
  grow
• 41:00
  or
• 41:01
  exit.
• 41:01
  That's
• 41:02
  the
• 41:02
  name
• 41:02
  of
• 41:02
  my
• 41:02
  business.
• 41:02
  That's
• 41:03
  how
• 41:03
  I
• 41:03
  help
• 41:03
  them.
• 41:04
  I've
• 41:04
  actually
• 41:05
  most
• 41:05
  recently
• 41:06
  dipped
• 41:06
  my
• 41:06
  toes
• 41:07
  into
• 41:07
  brokering,
• 41:08
  so
• 41:08
  I've
• 41:08
  been
• 41:08
  able
• 41:09
  to
• 41:09
  help
• 41:10
  some
• 41:10
  founders
• 41:11
  sell
• 41:11
  their
• 41:11
  business,
• 41:12
  which
• 41:12
  is
• 41:12
  just
• 41:12
  so
• 41:13
  special
• 41:14
  because
• 41:14
  I'm
• 41:14
  back
• 41:14
  in
• 41:14
  the
• 41:15
  hot
• 41:15
  seat.
• 41:15
  I
• 41:16
  went
• 41:16
  through
• 41:16
  it
• 41:16
  once
• 41:17
  or
• 41:17
  twice
• 41:17
  and
• 41:18
  now
• 41:19
  have
• 41:19
  a
• 41:19
  portfolio
• 41:20
  of
• 41:20
  bidders
• 41:21
  in
• 41:21
  addition
• 41:22
  to
• 41:22
  early
• 41:23
  stage
• 41:23
  startups
• 41:24
  and
• 41:24
  e
• 41:25
  commerce
• 41:25
  CPG
• 41:26
  brands.
• 41:27
  So
• 41:27
  really,
• 41:27
  really
• 41:28
  cool
• 41:28
  stuff
• 41:28
  there.
• 41:29
  And
• 41:29
  then
• 41:30
  in
• 41:30
  terms
• 41:30
  of
• 41:30
  like,
• 41:31
  next
• 41:31
  chapter
• 41:31
  and
• 41:32
  life,
• 41:32
  you
• 41:33
  know,
• 41:33
  I.
• 41:33
  I
• 41:34
  truly
• 41:35
  have
• 41:35
  a
• 41:35
  calling
• 41:36
  to
• 41:36
  be
• 41:36
  a
• 41:36
  mother.
• 41:36
  I'll
• 41:37
  be
• 41:37
  most
• 41:37
  excited
• 41:38
  for
• 41:38
  it,
• 41:38
  but
• 41:38
  I'll
• 41:39
  also
• 41:39
  be
• 41:39
  most
• 41:39
  prepared.
• 41:40
  Right?
• 41:40
  I'm
• 41:40
  so
• 41:41
  grateful
• 41:41
  that
• 41:42
  I've
• 41:42
  had
• 41:42
  the
• 41:42
  experience
• 41:43
  of
• 41:44
  growing
• 41:44
  businesses,
• 41:45
  traveling
• 41:46
  the
• 41:46
  world,
• 41:47
  you
• 41:47
  know,
• 41:47
  running
• 41:48
  marathons,
• 41:48
  kind
• 41:49
  of
• 41:49
  done
• 41:49
  everything
• 41:50
  I've
• 41:50
  wanted
• 41:50
  to
• 41:51
  in
• 41:51
  this
• 41:51
  lifetime.
• 41:52
  I'm
• 41:52
  really
• 41:52
  just
• 41:53
  planning
• 41:53
  for
• 41:53
  when
• 41:54
  my
• 41:54
  future
• 41:54
  family
• 41:55
  comes
• 41:56
  into
• 41:56
  the
• 41:56
  fold.
• 41:57
  And
• 41:57
  hopefully
• 41:58
  one
• 41:58
  day
• 41:58
  they
• 41:59
  could
• 41:59
  say,
• 41:59
  wow,
• 41:59
  my
• 42:00
  mom
• 42:00
  did
• 42:00
  all
• 42:00
  of
• 42:00
  that
• 42:01
  before
• 42:01
  she
• 42:01
  even
• 42:01
  met
• 42:02
  us.
• 42:02
  That's
• 42:02
  how
• 42:02
  I
• 42:03
  view
• 42:03
  my
• 42:04
  next
• 42:04
  chapter.
• 42:05
  I
• 42:06
  love
• 42:06
  it.
• 42:06
  I
• 42:06
  love
• 42:07
  it.
• 42:07
  And.
• 42:07
  And
• 42:07
  you're
• 42:08
  a
• 42:08
  founder
• 42:08
  at
• 42:09
  heart,
• 42:09
  so
• 42:09
  I
• 42:10
  have
• 42:10
  no
• 42:10
  doubt
• 42:10
  that
• 42:11
  this
• 42:11
  is
• 42:12
  just.
• 42:13
  I
• 42:14
  believe
• 42:15
  that
• 42:16
  the
• 42:16
  more
• 42:16
  we
• 42:16
  as
• 42:17
  founders
• 42:17
  see
• 42:18
  ourselves
• 42:19
  as
• 42:20
  constantly
• 42:21
  reinventing
• 42:22
  ourselves
• 42:22
  as
• 42:22
  those,
• 42:23
  you
• 42:23
  know,
• 42:24
  constantly
• 42:24
  being
• 42:25
  able
• 42:25
  to
• 42:25
  start
• 42:25
  anew,
• 42:26
  the
• 42:27
  better
• 42:27
  off
• 42:27
  we
• 42:27
  are.
• 42:28
  Absolutely
• 42:29
  right.
• 42:30
  Because
• 42:30
  when
• 42:30
  we
• 42:30
  get
• 42:31
  super
• 42:31
  attached
• 42:32
  to.
• 42:32
  It
• 42:32
  has
• 42:32
  to
• 42:32
  be
• 42:33
  this
• 42:33
  way,
• 42:33
  this
• 42:33
  business,
• 42:34
  we
• 42:34
  get
• 42:35
  so
• 42:35
  personalized
• 42:36
  into
• 42:36
  it
• 42:36
  that
• 42:36
  we
• 42:36
  stunt
• 42:37
  our
• 42:37
  ability
• 42:38
  to
• 42:38
  grow
• 42:38
  both
• 42:39
  the
• 42:39
  business
• 42:40
  and
• 42:40
  ourselves.
• 42:42
  Sometimes
• 42:42
  we
• 42:42
  just
• 42:42
  need
• 42:43
  to
• 42:43
  open
• 42:43
  up
• 42:43
  and
• 42:44
  let
• 42:44
  things
• 42:44
  happen.
• 42:45
  Opportunities
• 42:46
  will
• 42:46
  come
• 42:46
  to
• 42:46
  us
• 42:46
  if
• 42:47
  we're
• 42:47
  willing
• 42:47
  to
• 42:48
  say
• 42:48
  yes.
• 42:49
  I
• 42:50
  agree.
• 42:51
  I
• 42:51
  say
• 42:51
  yes
• 42:51
  more
• 42:52
  than
• 42:52
  I
• 42:52
  say
• 42:52
  no.
• 42:53
  I
• 42:53
  think
• 42:54
  that's
• 42:54
  one
• 42:55
  thing
• 42:55
  I've
• 42:56
  learned
• 42:56
  on
• 42:56
  the
• 42:56
  journey
• 42:57
  of
• 42:57
  separating
• 42:58
  identity
• 42:58
  is
• 42:59
  being
• 43:00
  able
• 43:00
  to
• 43:00
  have
• 43:00
  my
• 43:00
  hand
• 43:01
  in
• 43:01
  so
• 43:01
  many
• 43:01
  different
• 43:02
  businesses,
• 43:02
  Being
• 43:03
  able
• 43:03
  to
• 43:03
  sit
• 43:03
  on
• 43:03
  a
• 43:04
  nonprofit
• 43:04
  board
• 43:05
  and
• 43:05
  still
• 43:05
  get
• 43:05
  that
• 43:06
  executive
• 43:07
  opportunity.
• 43:08
  Same
• 43:08
  thing
• 43:09
  with
• 43:09
  being
• 43:10
  on
• 43:10
  a
• 43:10
  fundraising
• 43:11
  committee
• 43:11
  for
• 43:11
  another
• 43:12
  charity.
• 43:12
  I
• 43:12
  still
• 43:13
  get
• 43:13
  to
• 43:13
  fill
• 43:14
  my
• 43:14
  cup
• 43:14
  and
• 43:14
  get
• 43:15
  the
• 43:15
  experience
• 43:15
  and
• 43:16
  learn
• 43:16
  from
• 43:16
  others.
• 43:17
  But
• 43:18
  it's
• 43:18
  now
• 43:18
  a
• 43:19
  portfolio
• 43:19
  career
• 43:20
  of
• 43:20
  having
• 43:21
  different
• 43:21
  things
• 43:21
  instead
• 43:22
  of
• 43:22
  just
• 43:22
  being
• 43:22
  like,
• 43:23
  oh,
• 43:23
  I'm
• 43:23
  in
• 43:23
  corporate
• 43:24
  gifting.
• 43:24
  I'm
• 43:25
  a
• 43:25
  founder.
• 43:25
  This
• 43:26
  is
• 43:26
  who
• 43:26
  I
• 43:26
  am.
• 43:27
  It's
• 43:28
  now
• 43:28
  like,
• 43:28
  I
• 43:29
  have
• 43:29
  everything
• 43:30
  from
• 43:30
  a
• 43:30
  dessert
• 43:31
  company
• 43:31
  in
• 43:31
  my
• 43:32
  portfolio
• 43:32
  to
• 43:32
  a
• 43:33
  women's
• 43:33
  health
• 43:33
  company.
• 43:34
  So
• 43:34
  it's
• 43:34
  really
• 43:35
  fun
• 43:35
  to
• 43:35
  work
• 43:36
  with
• 43:36
  so.
• 43:36
  So
• 43:36
  many
• 43:37
  different
• 43:37
  organizations.
• 43:39
  I
• 43:39
  got
• 43:39
  very
• 43:39
  excited
• 43:40
  when
• 43:40
  you
• 43:40
  said
• 43:40
  that
• 43:40
  you're
• 43:41
  brokering
• 43:41
  businesses
• 43:42
  because
• 43:43
  I
• 43:43
  knew
• 43:44
  you
• 43:44
  were
• 43:44
  working
• 43:44
  to
• 43:45
  help
• 43:45
  them
• 43:45
  get
• 43:46
  ready
• 43:46
  for
• 43:46
  exit,
• 43:47
  but
• 43:47
  I
• 43:47
  didn't
• 43:47
  know
• 43:47
  you
• 43:48
  were
• 43:48
  part
• 43:48
  of
• 43:48
  creating
• 43:49
  the
• 43:49
  exit.
• 43:50
  And
• 43:51
  so
• 43:51
  if
• 43:51
  anyone
• 43:51
  wants
• 43:52
  to
• 43:52
  buy
• 43:52
  a
• 43:52
  business,
• 43:53
  they
• 43:53
  know
• 43:53
  who
• 43:53
  to
• 43:53
  call.
• 43:54
  I
• 43:54
  have
• 43:54
  a
• 43:54
  handful
• 43:55
  for
• 43:55
  sale.
• 43:56
  Well,
• 43:56
  I
• 43:56
  have
• 43:56
  to
• 43:57
  tell
• 43:57
  you,
• 43:57
  I'm
• 43:57
  interested
• 43:58
  because
• 43:59
  that's
• 43:59
  been
• 43:59
  one
• 44:00
  of
• 44:00
  the
• 44:00
  areas
• 44:00
  that
• 44:00
  I've
• 44:00
  been
• 44:01
  looking
• 44:01
  at.
• 44:01
  I
• 44:01
  sort
• 44:02
  of
• 44:02
  don't
• 44:02
  want
• 44:02
  to
• 44:02
  start
• 44:02
  from
• 44:03
  scratch
• 44:03
  again,
• 44:03
  but
• 44:04
  I
• 44:04
  love
• 44:04
  leading
• 44:05
  a
• 44:05
  company
• 44:06
  and
• 44:06
  having
• 44:06
  a
• 44:06
  team
• 44:07
  and
• 44:07
  creating
• 44:07
  value.
• 44:08
  Just
• 44:08
  love
• 44:09
  all
• 44:09
  of
• 44:09
  that,
• 44:09
  so.
• 44:10
  Absolutely.
• 44:11
  And
• 44:11
  one
• 44:11
  thing
• 44:11
  I
• 44:12
  will
• 44:12
  say
• 44:12
  for
• 44:12
  you
• 44:13
  or
• 44:13
  anyone
• 44:14
  else
• 44:14
  listening
• 44:14
  or
• 44:15
  just
• 44:15
  in
• 44:15
  general,
• 44:16
  I
• 44:16
  think
• 44:16
  there's
• 44:17
  just,
• 44:17
  like,
• 44:18
  there's
• 44:18
  a
• 44:18
  negative
• 44:19
  word
• 44:19
  around
• 44:19
  lifestyle
• 44:20
  business.
• 44:20
  There's
• 44:21
  a
• 44:21
  negative
• 44:21
  word
• 44:21
  around
• 44:21
  brokering
• 44:22
  or
• 44:22
  selling
• 44:23
  businesses
• 44:23
  where
• 44:23
  it's
• 44:24
  like,
• 44:24
  you
• 44:24
  know,
• 44:25
  people
• 44:25
  assume,
• 44:25
  oh,
• 44:26
  is
• 44:26
  it
• 44:26
  a
• 44:26
  bad
• 44:26
  deal?
• 44:27
  Right.
• 44:27
  A
• 44:28
  lot
• 44:28
  of
• 44:28
  these
• 44:29
  businesses
• 44:30
  that
• 44:30
  we
• 44:30
  work
• 44:31
  are
• 44:31
  profitable.
• 44:32
  They're
• 44:32
  doing
• 44:33
  great.
• 44:33
  They
• 44:34
  just
• 44:34
  have
• 44:34
  run
• 44:34
  out
• 44:34
  of
• 44:35
  steam
• 44:35
  and
• 44:35
  they're
• 44:36
  in
• 44:36
  a
• 44:36
  personal
• 44:37
  situation
• 44:37
  where
• 44:38
  the
• 44:38
  founder
• 44:38
  can
• 44:38
  no
• 44:39
  longer
• 44:39
  lead.
• 44:39
  That
• 44:40
  happens
• 44:40
  a
• 44:40
  lot.
• 44:41
  It's
• 44:41
  never
• 44:42
  that
• 44:42
  the
• 44:43
  business
• 44:43
  is
• 44:43
  worth
• 44:44
  nothing
• 44:44
  or
• 44:45
  they
• 44:45
  can't
• 44:45
  do
• 44:46
  it.
• 44:46
  Like,
• 44:46
  I've
• 44:47
  worked
• 44:47
  with
• 44:47
  so
• 44:48
  many
• 44:48
  people
• 44:48
  that
• 44:49
  are
• 44:49
  like,
• 44:49
  hey,
• 44:50
  I
• 44:50
  would
• 44:50
  love
• 44:50
  to
• 44:51
  keep
• 44:51
  going,
• 44:51
  but
• 44:51
  it's
• 44:52
  just
• 44:52
  not
• 44:52
  in
• 44:53
  the
• 44:54
  cards
• 44:54
  because
• 44:54
  of
• 44:55
  a
• 44:55
  personal
• 44:55
  situation.
• 44:56
  Yeah.
• 44:57
  And
• 44:57
  people.
• 44:57
  There's
• 44:57
  also.
• 44:58
  I'm
• 44:58
  sure
• 44:58
  you
• 44:58
  see
• 44:59
  this,
• 44:59
  whether
• 45:00
  it's
• 45:00
  a
• 45:01
  family
• 45:01
  situation
• 45:02
  where
• 45:03
  it's
• 45:03
  a
• 45:03
  person
• 45:04
  my
• 45:04
  age
• 45:05
  who's
• 45:05
  built
• 45:06
  a
• 45:06
  company
• 45:06
  and
• 45:07
  it's
• 45:07
  made
• 45:07
  the
• 45:07
  company
• 45:07
  work,
• 45:08
  but
• 45:08
  now
• 45:08
  I've
• 45:08
  got,
• 45:09
  like,
• 45:09
  my
• 45:09
  parents
• 45:10
  are
• 45:10
  a
• 45:10
  concern,
• 45:11
  or
• 45:11
  it
• 45:11
  could
• 45:12
  be
• 45:12
  that
• 45:12
  I'm
• 45:12
  finally
• 45:13
  ready
• 45:13
  to
• 45:13
  retire.
• 45:14
  There's
• 45:14
  a
• 45:14
  lot
• 45:15
  of
• 45:15
  people
• 45:15
  retiring
• 45:16
  and.
• 45:18
  Right.
• 45:18
  And
• 45:18
  this
• 45:18
  is
• 45:19
  a
• 45:19
  great
• 45:19
  opportunity
• 45:20
  to
• 45:20
  buy
• 45:20
  a
• 45:21
  business
• 45:21
  that's
• 45:21
  been
• 45:21
  around
• 45:22
  for
• 45:22
  a
• 45:22
  long
• 45:22
  time
• 45:22
  and
• 45:23
  bring
• 45:23
  your
• 45:24
  unique
• 45:24
  recipe
• 45:25
  and
• 45:25
  skills.
• 45:26
  Sometimes
• 45:26
  it's.
• 45:26
  It's
• 45:27
  where
• 45:27
  a
• 45:27
  founder
• 45:28
  has
• 45:29
  past
• 45:30
  experiences
• 45:30
  that
• 45:31
  really,
• 45:31
  they're
• 45:32
  not
• 45:32
  ready
• 45:32
  to
• 45:32
  tune
• 45:32
  themselves
• 45:33
  up
• 45:33
  for
• 45:33
  the
• 45:33
  future.
• 45:34
  And.
• 45:35
  Right.
• 45:36
  And
• 45:37
  so
• 45:37
  they're
• 45:37
  like,
• 45:37
  I'm
• 45:38
  done
• 45:38
  with
• 45:38
  this.
• 45:39
  I'm
• 45:39
  not
• 45:39
  doing
• 45:39
  the
• 45:39
  same.
• 45:42
  It's
• 45:43
  really
• 45:43
  interesting.
• 45:43
  And
• 45:44
  like
• 45:44
  I
• 45:44
  said,
• 45:44
  there
• 45:44
  is
• 45:46
  a
• 45:46
  big
• 45:46
  part
• 45:47
  of
• 45:47
  any
• 45:48
  successful
• 45:48
  business.
• 45:49
  You
• 45:49
  know,
• 45:49
  this
• 45:49
  is
• 45:49
  founder
• 45:50
  fit.
• 45:50
  Right.
• 45:51
  You
• 45:51
  could
• 45:52
  be
• 45:52
  working
• 45:52
  on
• 45:52
  the
• 45:53
  best
• 45:53
  problem
• 45:54
  and
• 45:54
  service
• 45:55
  and
• 45:55
  things
• 45:55
  are
• 45:56
  booming.
• 45:56
  But
• 45:57
  it's
• 45:57
  not
• 45:57
  a
• 45:57
  fit
• 45:58
  because
• 45:58
  you're
• 45:58
  not
• 45:58
  passionate
• 45:59
  about
• 45:59
  it.
• 45:59
  It
• 45:59
  doesn't
• 46:00
  bring
• 46:00
  you
• 46:00
  joy.
• 46:00
  It's
• 46:01
  kind
• 46:01
  of
• 46:01
  like
• 46:01
  the
• 46:01
  dress
• 46:02
  that
• 46:02
  sits
• 46:02
  in
• 46:02
  your
• 46:02
  closet
• 46:03
  that
• 46:03
  you're
• 46:03
  like,
• 46:03
  I'm
• 46:04
  never
• 46:04
  going
• 46:04
  to
• 46:04
  wear
• 46:05
  this.
• 46:06
  Right.
• 46:06
  Not
• 46:07
  gonna
• 46:07
  get
• 46:07
  rid
• 46:07
  of
• 46:07
  it.
• 46:08
  That's
• 46:08
  how
• 46:08
  a
• 46:09
  lot
• 46:09
  of
• 46:09
  businesses
• 46:10
  are.
• 46:10
  It's
• 46:10
  not
• 46:10
  your
• 46:11
  first
• 46:11
  choice,
• 46:12
  but
• 46:12
  it's
• 46:12
  making
• 46:12
  money
• 46:13
  and
• 46:13
  you're
• 46:13
  not
• 46:14
  gonna
• 46:14
  get
• 46:14
  rid
• 46:14
  of
• 46:14
  it.
• 46:15
  And
• 46:16
  so,
• 46:16
  you
• 46:16
  know,
• 46:17
  finding
• 46:17
  the
• 46:17
  Fit
• 46:18
  is
• 46:18
  really
• 46:18
  important
• 46:19
  and
• 46:19
  I'm
• 46:20
  really
• 46:20
  excited
• 46:21
  because
• 46:21
  there's.
• 46:22
  We're
• 46:22
  gonna
• 46:22
  new
• 46:23
  home,
• 46:23
  you
• 46:23
  know,
• 46:24
  a
• 46:24
  handful
• 46:24
  of
• 46:25
  really
• 46:25
  strong
• 46:26
  companies.
• 46:27
  I
• 46:27
  love
• 46:27
  it.
• 46:28
  Well,
• 46:28
  we
• 46:28
  are
• 46:28
  gonna
• 46:29
  talk
• 46:29
  about
• 46:29
  this.
• 46:29
  Kelly.
• 46:30
  This
• 46:31
  is
• 46:31
  one
• 46:31
  of
• 46:31
  the
• 46:31
  areas
• 46:32
  that
• 46:32
  I
• 46:32
  am
• 46:32
  interested
• 46:33
  in.
• 46:33
  And,
• 46:34
  you
• 46:34
  know,
• 46:34
  part
• 46:34
  of
• 46:34
  it
• 46:35
  is
• 46:35
  I'm
• 46:36
  also
• 46:36
  thinking,
• 46:36
  I
• 46:37
  gotta
• 46:37
  stop
• 46:37
  because
• 46:37
  we'll
• 46:38
  keep
• 46:38
  going
• 46:38
  forever.
• 46:39
  But,
• 46:39
  like,
• 46:39
  I'm
• 46:40
  also
• 46:40
  thinking
• 46:40
  about,
• 46:41
  like,
• 46:42
  having
• 46:42
  the
• 46:42
  portfolio
• 46:43
  career
• 46:44
  of
• 46:44
  businesses.
• 46:45
  Right.
• 46:45
  Rather
• 46:46
  than
• 46:46
  having
• 46:46
  one
• 46:47
  big
• 46:47
  company
• 46:47
  that
• 46:47
  I
• 46:48
  lead,
• 46:48
  maybe
• 46:48
  I
• 46:48
  have
• 46:49
  several,
• 46:49
  and
• 46:50
  I
• 46:50
  find
• 46:50
  operators
• 46:51
  to
• 46:51
  put
• 46:52
  into
• 46:52
  them,
• 46:52
  and
• 46:53
  I
• 46:53
  work
• 46:53
  with
• 46:53
  those
• 46:53
  operators
• 46:54
  to
• 46:54
  help
• 46:55
  them
• 46:55
  become.
• 46:57
  And
• 46:58
  then
• 46:58
  it's
• 46:58
  cash
• 46:58
  flow.
• 46:58
  In
• 46:59
  the
• 46:59
  meanwhile,
• 46:59
  I'm
• 47:00
  not
• 47:00
  beholden
• 47:01
  to
• 47:01
  any
• 47:01
  of
• 47:01
  the
• 47:01
  companies.
• 47:02
  Right,
• 47:03
  exactly.
• 47:03
  And
• 47:04
  you
• 47:04
  could
• 47:04
  do
• 47:04
  all
• 47:04
  of
• 47:04
  that
• 47:05
  while
• 47:05
  having
• 47:05
  a
• 47:06
  glimpse
• 47:06
  of
• 47:06
  your
• 47:06
  Eat,
• 47:07
  Pray,
• 47:07
  Love
• 47:07
  year.
• 47:08
  So
• 47:08
  I'm
• 47:08
  excited
• 47:09
  to
• 47:09
  be
• 47:09
  on
• 47:09
  this
• 47:09
  journey
• 47:10
  with
• 47:10
  you
• 47:10
  so
• 47:11
  that
• 47:11
  we
• 47:11
  can
• 47:11
  figure
• 47:12
  it
• 47:12
  out.
• 47:12
  You're
• 47:13
  at
• 47:13
  a
• 47:13
  point
• 47:13
  in
• 47:13
  your
• 47:13
  career
• 47:14
  where
• 47:14
  you
• 47:14
  don't
• 47:14
  want
• 47:14
  to
• 47:14
  be
• 47:14
  tied
• 47:15
  down.
• 47:15
  You
• 47:15
  certainly
• 47:16
  wouldn't
• 47:16
  be
• 47:16
  packing
• 47:17
  orders
• 47:17
  from
• 47:17
  a
• 47:17
  basement.
• 47:18
  But
• 47:18
  I'm
• 47:18
  saying
• 47:19
  you
• 47:20
  want
• 47:20
  to
• 47:20
  have
• 47:20
  the
• 47:21
  freedom
• 47:21
  of
• 47:22
  putting
• 47:22
  together
• 47:23
  a
• 47:23
  lifestyle
• 47:24
  portfolio
• 47:25
  that
• 47:25
  works
• 47:26
  for
• 47:26
  where
• 47:27
  you
• 47:27
  are
• 47:27
  in
• 47:27
  your
• 47:28
  personal
• 47:28
  life
• 47:29
  as
• 47:29
  well
• 47:29
  as
• 47:29
  your
• 47:29
  career.
• 47:30
  Totally.
• 47:31
  Oh,
• 47:31
  my
• 47:31
  goodness.
• 47:31
  And
• 47:32
  one
• 47:32
  more
• 47:32
  note.
• 47:33
  I'm
• 47:33
  just
• 47:33
  gonna
• 47:33
  say
• 47:34
  that
• 47:34
  if
• 47:34
  I
• 47:35
  was
• 47:35
  passionate
• 47:35
  about
• 47:36
  the
• 47:36
  business,
• 47:37
  I
• 47:37
  would
• 47:37
  be
• 47:38
  just
• 47:38
  like
• 47:38
  you,
• 47:38
  making
• 47:39
  packing
• 47:39
  taxes.
• 47:40
  Yes,
• 47:41
  that's
• 47:41
  true.
• 47:42
  That
• 47:42
  is.
• 47:44
  Yeah,
• 47:44
  I.
• 47:45
  100%.
• 47:46
  You
• 47:46
  gotta
• 47:46
  be
• 47:46
  very
• 47:47
  gritty
• 47:48
  to
• 47:48
  make
• 47:48
  it
• 47:48
  work
• 47:49
  and
• 47:49
  eventually
• 47:50
  to
• 47:50
  create
• 47:50
  that
• 47:50
  profit
• 47:51
  and
• 47:51
  so
• 47:51
  you
• 47:51
  can
• 47:52
  sell.
• 47:52
  It's.
• 47:53
  It's
• 47:53
  not,
• 47:53
  you
• 47:54
  know.
• 47:55
  Right.
• 47:56
  It's
• 47:56
  not
• 47:56
  by
• 47:56
  just
• 47:56
  taking
• 47:57
  what
• 47:57
  you
• 47:57
  want
• 47:57
  and,
• 47:57
  you
• 47:58
  know,
• 47:58
  whatever.
• 48:00
  So.
• 48:00
  My
• 48:00
  goodness.
• 48:01
  So
• 48:01
  one
• 48:02
  last
• 48:02
  thing.
• 48:02
  So
• 48:03
  my
• 48:03
  last
• 48:03
  question
• 48:03
  for
• 48:04
  you
• 48:04
  today
• 48:04
  is
• 48:05
  for
• 48:05
  our
• 48:06
  founders
• 48:06
  listening.
• 48:07
  What
• 48:07
  is
• 48:07
  some
• 48:08
  wisdom
• 48:08
  you
• 48:09
  would
• 48:09
  like
• 48:09
  to
• 48:09
  share
• 48:10
  with
• 48:11
  a
• 48:11
  visionary
• 48:12
  woman
• 48:12
  founder
• 48:13
  leading
• 48:14
  a
• 48:14
  company
• 48:14
  that
• 48:14
  she
• 48:15
  is
• 48:15
  growing
• 48:16
  and
• 48:16
  that
• 48:17
  impact
• 48:17
  is
• 48:17
  important
• 48:18
  to
• 48:18
  her?
• 48:18
  What's
• 48:19
  a.
• 48:19
  What's
• 48:19
  a
• 48:20
  key
• 48:20
  piece
• 48:20
  of
• 48:21
  invites?
• 48:22
  I
• 48:22
  always
• 48:23
  say
• 48:23
  no
• 48:23
  rain,
• 48:23
  no
• 48:23
  flowers
• 48:24
  for
• 48:24
  a
• 48:24
  reason.
• 48:25
  You
• 48:25
  go
• 48:25
  through
• 48:25
  a
• 48:26
  lot
• 48:26
  of
• 48:26
  hard
• 48:26
  times
• 48:28
  and
• 48:28
  people
• 48:29
  only
• 48:29
  remember
• 48:30
  the
• 48:31
  beautiful
• 48:32
  flowers
• 48:32
  at
• 48:32
  the
• 48:32
  end.
• 48:33
  They
• 48:33
  don't
• 48:33
  see
• 48:33
  the
• 48:33
  rain,
• 48:34
  the
• 48:34
  seeds,
• 48:34
  all
• 48:34
  the
• 48:35
  hard
• 48:35
  work
• 48:35
  you
• 48:35
  put
• 48:35
  in.
• 48:36
  They
• 48:36
  only
• 48:37
  get
• 48:37
  the
• 48:37
  end
• 48:37
  result.
• 48:38
  Just
• 48:38
  remember,
• 48:39
  you
• 48:39
  can't
• 48:40
  get
• 48:40
  the
• 48:40
  end
• 48:40
  result
• 48:41
  without
• 48:41
  the
• 48:41
  rain.
• 48:42
  So
• 48:42
  no
• 48:43
  rain,
• 48:43
  no
• 48:43
  flowers.
• 48:44
  It's
• 48:44
  a
• 48:44
  great
• 48:46
  kind
• 48:46
  of
• 48:46
  thing
• 48:46
  that
• 48:47
  I
• 48:47
  think
• 48:47
  of
• 48:47
  all
• 48:48
  the
• 48:48
  time
• 48:48
  because
• 48:49
  it's
• 48:49
  like
• 48:49
  a
• 48:49
  mantra
• 48:50
  of
• 48:50
  knowing
• 48:51
  that
• 48:51
  this
• 48:52
  too
• 48:52
  shall
• 48:52
  pass
• 48:53
  and
• 48:53
  you
• 48:53
  will
• 48:54
  have
• 48:54
  the
• 48:54
  beautiful
• 48:55
  flowers
• 48:55
  to
• 48:56
  admire
• 48:56
  at
• 48:56
  the
• 48:56
  end
• 48:56
  of
• 48:57
  the
• 48:57
  journey.
• 48:57
  I
• 48:58
  love
• 48:58
  that.
• 48:59
  No
• 48:59
  rain,
• 48:59
  no
• 48:59
  flowers.
• 49:00
  So
• 49:01
  you
• 49:01
  can
• 49:01
  find
• 49:02
  Kelly
• 49:03
  on
• 49:03
  LinkedIn
• 49:04
  as
• 49:04
  Kelly
• 49:05
  Parker.
• 49:05
  I'm
• 49:05
  going
• 49:06
  to
• 49:06
  put
• 49:06
  it
• 49:06
  in
• 49:06
  the
• 49:06
  notes
• 49:07
  below
• 49:08
  so
• 49:08
  you
• 49:08
  can
• 49:08
  check
• 49:08
  her
• 49:09
  out
• 49:09
  and
• 49:10
  you
• 49:10
  can
• 49:10
  also
• 49:10
  find
• 49:11
  her
• 49:11
  at
• 49:11
  launch
• 49:12
  grow
• 49:13
  exit.
• 49:16
  No
• 49:16
  it's
• 49:16
  just
• 49:16
  Launch,
• 49:17
  grow,
• 49:17
  exit
• 49:17
  on
• 49:17
  Instagram
• 49:18
  and
• 49:18
  Tick
• 49:18
  tock.
• 49:19
  Wonderful.
• 49:19
  So
• 49:20
  you
• 49:20
  can
• 49:20
  find
• 49:20
  her
• 49:20
  there
• 49:21
  and
• 49:21
  you
• 49:21
  have
• 49:21
  a
• 49:21
  15
• 49:22
  minute
• 49:23
  intro
• 49:23
  call
• 49:23
  that
• 49:24
  you
• 49:24
  can
• 49:24
  do.
• 49:24
  You
• 49:24
  want
• 49:25
  to
• 49:25
  pick
• 49:26
  Kelly's
• 49:26
  brain?
• 49:27
  Get
• 49:27
  some
• 49:27
  ideas,
• 49:28
  talk
• 49:28
  about
• 49:29
  selling
• 49:29
  your
• 49:29
  company,
• 49:30
  launching
• 49:31
  your
• 49:31
  company?
• 49:32
  Be
• 49:32
  sure
• 49:32
  to
• 49:33
  reach
• 49:33
  out
• 49:33
  to
• 49:34
  Kelly.
• 49:34
  This
• 49:34
  is
• 49:34
  a
• 49:35
  woman
• 49:35
  who
• 49:35
  has
• 49:36
  been
• 49:36
  there
• 49:36
  and
• 49:36
  done
• 49:37
  it
• 49:37
  and
• 49:37
  boy
• 49:38
  is
• 49:38
  she
• 49:39
  just.
• 49:39
  You
• 49:40
  know,
• 49:40
  she'd
• 49:41
  be
• 49:41
  a
• 49:41
  great
• 49:41
  person
• 49:41
  for
• 49:42
  any
• 49:42
  founder
• 49:42
  that's
• 49:43
  growing
• 49:43
  or
• 49:44
  exiting.
• 49:44
  And
• 49:45
  watch
• 49:45
  out.
• 49:45
  I
• 49:46
  can't
• 49:46
  wait
• 49:46
  to
• 49:46
  see
• 49:47
  what
• 49:47
  you
• 49:47
  do
• 49:47
  next
• 49:48
  and
• 49:48
  I
• 49:48
  can't
• 49:49
  wait
• 49:49
  to
• 49:49
  partner
• 49:50
  with
• 49:50
  you
• 49:50
  as
• 49:50
  time
• 49:51
  goes
• 49:51
  on.
• 49:51
  So
• 49:52
  absolutely.
• 49:53
  Thank
• 49:53
  you
• 49:53
  so
• 49:53
  much.
• 49:54
  This
• 49:54
  was
• 49:54
  such
• 49:54
  a
• 49:54
  wonderful
• 49:55
  conversation
• 49:55
  and
• 49:56
  I
• 49:56
  admire
• 49:56
  you
• 49:57
  so
• 49:57
  much
• 49:57
  as
• 49:58
  a
• 49:58
  friend
• 49:58
  and
• 49:58
  mentor.
• 49:59
  Thank
• 49:59
  you
• 49:59
  for
• 49:59
  having
• 49:59
  me
• 50:00
  on
• 50:00
  Coco.
• 50:00
  You
• 50:00
  really
• 50:01
  are
• 50:01
  just
• 50:01
  such
• 50:02
  a
• 50:02
  powerhouse
• 50:02
  for
• 50:03
  women.
• 50:04
  Thank
• 50:04
  you
• 50:04
  Kelly.
• 50:05
  That's
• 50:05
  very
• 50:05
  kind.
• 50:06
  And
• 50:07
  to
• 50:07
  all
• 50:07
  of
• 50:07
  you
• 50:07
  listening,
• 50:08
  thank
• 50:08
  you
• 50:09
  for
• 50:09
  listening
• 50:09
  in.
• 50:10
  Be
• 50:10
  sure
• 50:10
  to
• 50:11
  follow
• 50:12
  like
• 50:12
  and
• 50:12
  share
• 50:13
  the
• 50:13
  wisdom
• 50:14
  of
• 50:14
  women.
• 50:14
  Show
• 50:14
  on
• 50:15
  whatever
• 50:15
  your
• 50:15
  friends
• 50:16
  favorite
• 50:16
  listening
• 50:16
  reviewing
• 50:17
  platform
• 50:18
  is
• 50:18
  and
• 50:19
  to
• 50:19
  infuse
• 50:20
  more
• 50:20
  of
• 50:21
  your
• 50:21
  wisdom
• 50:22
  into
• 50:22
  your
• 50:23
  business.
• 50:23
  Be
• 50:23
  sure
• 50:24
  to
• 50:24
  take
• 50:24
  the
• 50:25
  Growth
• 50:25
  Readiness
• 50:26
  quiz
• 50:27
  at
• 50:27
  a
• 50:27
  ForceForGood
• 50:29
  biz
• 50:30
  quiz
• 50:31
  and
• 50:31
  uncover
• 50:32
  where
• 50:33
  your
• 50:33
  insight
• 50:34
  is
• 50:35
  needed
• 50:36
  most.
• 50:37
  Remember
• 50:38
  the
• 50:38
  world
• 50:38
  is
• 50:39
  made
• 50:39
  better
• 50:40
  by
• 50:40
  women
• 50:41
  lens
• 50:41
  business.
• 50:42
  Let's
• 50:43
  all
• 50:43
  go
• 50:43
  make
• 50:44
  the
• 50:44
  world
• 50:44
  a
• 50:44
  better
• 50:45
  place.