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# Aceable CEO Blake Garrett: From $0 to $100M
- URL: https://www.ceo.com/episodes/aceable-founder-ceo-blake-garrett/
- Published: 2025-07-30T22:28:00.000Z
- Updated: 2026-08-24T22:37:58.000Z
- Description: The Aceable CEO on codifying culture at 12 employees, working the night shift after bedtime, and why AI made him a better boss.
- Author: Clint Betts

# Blake Garrett bet that mandatory education didn't have to be miserable

In 2012, Blake Garrett was 28 years old and six years into a consulting career at [Ernst & Young](https://www.aceable.com/company/leadership/?ref=ceo.com). He was also the guy at the bar on Friday night swearing his friends to secrecy over a business idea he would abandon three weeks later. Then he came across a line from Gandhi: "Action expresses priority." The quote made him ask whether his actions matched his ambition. They didn't. So he decided to spend every waking moment he controlled trying to start a business.

He is upfront that no origin myth was waiting for him. "I didn't have this tragic car accident in my life where I'm like, I got to just disrupt how we teach kids to drive," he told the CEO.com Podcast. He churned through what he calls "so many God-awful ideas" before landing on mobile, regulated education with a great user experience. 

Roughly 50 million Americans are required to take a licensing or regulatory course every year. Driver's ed. Real estate pre-licensing. Insurance certification. For most of them, that course stands between where they are and where they want to be, and for decades the assumption was that it had to be dull. "Aceable exists to unlock upward mobility by turning dull mandatory courses" into something people finish, Garrett said. Half of Aceable's driver's ed customers take the course to get a license so they can drive to their first job. Others come for a real estate license because "it's one of the last jobs in our country where you can become a millionaire, and you might not even have a college degree."

He built the company at [Capital Factory in Austin](https://www.aceable.com/company/?ref=ceo.com), funded early on by credit card debt, then friends, then Austin angels. The first real product launched in 2014\. Aceable has since raised about $115 million, has been profitable since 2018, and will cross $100 million in revenue this year. The company and its brands have educated more than [20 million students](https://www.aceable.com/company/?ref=ceo.com). About 90 percent of the business is direct-to-consumer.

It keeps widening the aperture. In August 2024, Aceable [acquired Real Estate Institute](https://www.prweb.com/releases/aceable-acquires-real-estate-institute-from-greybull-stewardship-expanding-its-reach-in-professional-licensing-education-302216697.html?ref=ceo.com), a leading Illinois licensing school, entering one of the nation's largest real estate markets and expanding into insurance and mortgage education, an area Garrett said had been on the roadmap for years. The acquisition followed a [$50 million growth investment from HGGC](https://www.prweb.com/releases/Aceable%5FReceives%5F50%5FMillion%5FGrowth%5FInvestment%5Ffrom%5FHGGC/prweb17621611.htm?ref=ceo.com) in December 2020\. In June, the company launched [Ace Mode](https://www.prnewswire.com/news-releases/aceable-introduces-ace-mode-a-personalized-study-system-built-for-licensing-exam-prep-302788181.html?ref=ceo.com), a machine-learning study system built into its courses that tracks where students struggle and directs their practice back to those gaps. This month it released a [free e-bike and e-scooter safety course](https://www.prnewswire.com/news-releases/aceable-brings-driver-education-expertise-to-a-new-generation-of-e-bike-and-e-scooter-riders-302854706.html?ref=ceo.com) after employees watched their own kids ride off with no training. A 2026 study found riders ages 10 to 19 now account for roughly four in 10 e-bike emergency room visits.

Garrett is not an engineer and never has been. But he has spent the last six to nine months going deep on AI tools, to the point that he describes himself as "legit addicted to vibe coding." He built an internal content dashboard that runs eight to 10 prompts across the content creation lifecycle, wired up authentication, and was recently up late working through caching because he kept hitting rate limits. On a recent Sunday at his mother-in-law's house, he built her an app to research books for the library where she works. It took minutes.

"It's made me a lot better CEO," he said. He understands what the tools are great at and what they're not. He has, in his words, a newfound empathy for engineers and QA, for the difference between a 20-minute feature and the regression testing behind it, and between greenfield code and a 10-year-old codebase. It also gives him standing when he asks his engineers to adopt the tools. He didn't just read a blog post.

His goal for AI inside Aceable: "I would love to keep headcount right where it is and triple revenue. I'm not necessarily here looking like, okay, how do I half headcount? I would rather go create the value on the top line than just go straight to the cost structure."

When Aceable was 12 people, a mentor complimented the culture, then warned Garrett that if he didn't codify it, "you might look up one day and realize you don't like your company." The team wrote down its values, finished around 2015, and has governed hiring, firing, promotions, and rewards ever since. Garrett still teaches the values onboarding himself. Asked to summarize the seven, he said: "kind, caring, and really ambitious people."

Garrett has three kids, ages five, three, and one. His day runs from a 6:00 a.m. workout through school drop-off, work until 5:30 at the latest, then dinner, baths, and bedtime, with Garrett and his wife alternating nights helping the kids fall asleep. At 8:00 p.m., he starts what he calls the night shift, pushing the day's most important unfinished work forward until 11:00.

Every CEO.com Podcast conversation ends with the same question: who gave you a chance? Garrett named his parents, who did everything to give him a life they didn't have. And he named Bob Fabbio, a legendary Austin entrepreneur and partner at Capital Factory, who heard Garrett's early pitch in 2012\. The idea wasn't the one Aceable runs on today, and Fabbio said so. "I don't know if your idea is any good, but something around mobile might make sense. And you know what? I like you, and I think maybe you're going to figure this out, so I'll bet on you." Nobody else with that pedigree was willing. Fabbio put his name and social capital on the line, Garrett said, "and with doors came more progress."

```chapters
00:00:00 The Origins of Aceable
00:01:21 From Corporate Job to Entrepreneurship
00:03:39 Fundraising and Capital Efficiency
00:05:52 Leveraging AI and Vibe Coding
00:07:34 A Day in the Life
00:08:58 Codifying Company Culture and Values
00:10:51 Recommended Books and Podcasts
00:13:35 Building Tools with Claude Code
00:16:21 Understanding the Aceable Sales Cycle
00:17:06 Navigating Macroeconomic Cycles
00:19:43 Gratitude and Giving Back
```

```vtt
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Since<00:03:07.154> then,<00:03:07.315> we've<00:03:07.475> raised<00:03:07.732> about<00:03:08.006> $115<00:03:08.793> million.

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We'll<00:03:10.046> break<00:03:10.335> $100<00:03:10.624> million<00:03:10.929> in<00:03:11.010> revenue<00:03:11.395> this<00:03:11.572> year.

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We<00:03:12.520> are<00:03:12.922> profitable.

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We<00:03:14.703> really<00:03:14.944> found<00:03:15.424> like<00:03:16.611> product<00:03:16.931> market<00:03:17.204> fit<00:03:17.989> and<00:03:18.069> then<00:03:18.230> we<00:03:18.550> really<00:03:19.031> found<00:03:19.448> a<00:03:19.512> product<00:03:20.554> that<00:03:20.714> really<00:03:21.436> every<00:03:21.740> day<00:03:22.221> have<00:03:22.398> like<00:03:22.702> just<00:03:22.878> countless<00:03:23.215> stories<00:03:23.664> of<00:03:23.744> how<00:03:23.840> it's<00:03:24.001> impacting<00:03:24.465> people,<00:03:25.588> which<00:03:25.700> is<00:03:25.780> so<00:03:26.004> cool<00:03:26.485> when<00:03:26.629> you<00:03:26.726> can<00:03:26.886> find<00:03:27.191> something<00:03:27.511> that<00:03:27.607> can<00:03:27.768> make<00:03:28.008> a<00:03:28.072> lot<00:03:28.233> of<00:03:28.265> money<00:03:28.970> and<00:03:29.130> help<00:03:29.371> a<00:03:29.387> lot<00:03:29.547> of<00:03:29.611> people.

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That's<00:03:30.733> what<00:03:30.877> we've<00:03:30.958> been<00:03:31.054> able<00:03:31.246> to<00:03:31.374> do<00:03:31.471> so<00:03:31.695> far.

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So<00:03:32.881> definitely<00:03:33.202> wasn't<00:03:33.619> an<00:03:33.843> easy<00:03:34.164> route<00:03:34.436> as<00:03:34.564> I<00:03:34.661> go<00:03:34.901> 2014<00:03:35.542> to<00:03:35.622> today<00:03:36.023> and<00:03:36.167> those<00:03:36.264> stats,<00:03:36.745> but<00:03:36.873> it's<00:03:38.107> been<00:03:38.251> amazing.

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Did<00:03:39.470> you<00:03:39.614> raise<00:03:39.870> money<00:03:40.191> or<00:03:40.351> have<00:03:40.896> you<00:03:40.993> bootstrapped<00:03:41.618> it<00:03:41.874> or<00:03:42.034> how?

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Oh<00:03:42.515> no.

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So<00:03:42.980> we<00:03:43.076> raised<00:03:43.397> money.

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We've<00:03:43.862> raised<00:03:44.102> about<00:03:44.327> $115<00:03:45.224> million.

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To<00:03:45.946> date.

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A<00:03:47.167> big<00:03:47.327> chunk<00:03:47.665> of<00:03:47.729> that<00:03:47.889> was<00:03:48.050> a<00:03:48.114> secondary<00:03:48.773> round<00:03:49.174> in<00:03:49.255> 2020,<00:03:50.218> but<00:03:50.459> early<00:03:50.780> on<00:03:51.021> bootstrapped<00:03:51.648> it<00:03:51.744> from<00:03:51.985> friend,<00:03:52.547> like<00:03:53.976> credit<00:03:54.217> card<00:03:54.474> debt.

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Frankly,<00:03:55.582> credit<00:03:55.872> card<00:03:56.080> debt<00:03:56.305> went<00:03:56.466> to<00:03:56.562> friends<00:03:56.883> that<00:03:57.028> were<00:03:57.124> dumb<00:03:57.365> enough<00:03:57.686> to<00:03:58.489> invest<00:03:58.955> a<00:03:58.971> little<00:03:59.212> bit.

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That<00:04:00.015> went<00:04:00.256> to<00:04:00.417> some<00:04:00.722> angels<00:04:01.123> in<00:04:01.220> Austin,<00:04:02.264> to<00:04:02.424> a<00:04:02.440> VC<00:04:02.906> round<00:04:03.388> in<00:04:04.271> 2015,<00:04:04.978> um,<00:04:05.235> and<00:04:05.331> then<00:04:05.540> we're<00:04:05.700> through<00:04:05.893> Series<00:04:06.536> C<00:04:07.001> at<00:04:07.162> this<00:04:07.323> point.

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Give<00:04:08.190> me<00:04:08.302> a<00:04:08.367> sense<00:04:08.672> for<00:04:08.752> how<00:04:08.993> you<00:04:09.089> think<00:04:09.346> about<00:04:09.635> fundraising<00:04:10.358> and<00:04:10.519> raising<00:04:10.856> money<00:04:11.563> and<00:04:12.350> exiting<00:04:12.930> and<00:04:13.330> all?

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Obviously<00:04:13.771> the<00:04:13.890> goal<00:04:14.090> is<00:04:14.330> like,<00:04:14.610> hey,<00:04:14.670> let's,<00:04:15.090> let's<00:04:15.091> get<00:04:15.230> a<00:04:15.330> fantastic<00:04:15.810> exit<00:04:16.290> for—<00:04:17.510> the<00:04:17.511> goal<00:04:17.770> of<00:04:17.890> the<00:04:18.050> VC<00:04:18.270> is<00:04:18.430> not<00:04:18.610> your<00:04:18.830> goal.

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Let's<00:04:19.310> get<00:04:19.490> a<00:04:19.510> fantastic,<00:04:20.050> uh,<00:04:21.090> exit<00:04:21.310> for<00:04:21.610> our<00:04:22.510> investors,<00:04:23.190> or,<00:04:24.150> um,<00:04:25.050> you<00:04:25.250> know,<00:04:25.430> go<00:04:25.590> public.

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How<00:04:26.190> are<00:04:26.310> you<00:04:26.470> thinking<00:04:26.690> about<00:04:26.930> all<00:04:27.130> of<00:04:27.250> this?

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So<00:04:28.030> it's<00:04:28.210> definitely—<00:04:28.870> I'd<00:04:29.070> say<00:04:29.071> it's<00:04:29.290> like<00:04:29.390> it<00:04:29.670> shifted<00:04:30.130> on<00:04:30.490> two<00:04:30.790> different<00:04:31.110> vectors.

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Now,<00:04:31.930> if<00:04:32.110> I<00:04:32.250> think<00:04:32.450> back<00:04:32.730> to<00:04:32.910> like<00:04:33.210> 2025<00:04:33.890> versus<00:04:34.230> 2020,<00:04:35.070> or<00:04:35.250> 2014,<00:04:36.910> 2012,<00:04:37.350> 2013,<00:04:37.890> 2014,<00:04:38.950> as<00:04:39.190> you<00:04:39.590> maybe<00:04:39.810> you've<00:04:39.990> covered<00:04:40.190> with<00:04:40.430> other<00:04:40.590> guests,<00:04:40.910> like<00:04:42.199> I<00:04:42.295> can<00:04:42.536> build<00:04:42.841> our<00:04:43.018> first<00:04:43.339> version<00:04:43.740> of<00:04:43.820> our<00:04:43.981> product<00:04:44.382> today.

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I<00:04:45.667> am<00:04:45.827> not<00:04:46.052> a<00:04:46.068> technical,<00:04:47.289> I'm<00:04:47.433> not<00:04:47.674> an<00:04:47.754> engineer,<00:04:48.621> right?

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It's<00:04:49.119> not.

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But<00:04:49.761> today<00:04:50.163> I<00:04:50.323> can<00:04:50.484> build<00:04:50.644> it.

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In<00:04:51.929> 2013,<00:04:53.117> I<00:04:53.214> couldn't<00:04:53.535> build<00:04:53.679> it.

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I<00:04:54.594> needed<00:04:54.899> to<00:04:55.124> pay<00:04:55.317> someone<00:04:55.783> to<00:04:55.943> build<00:04:56.184> it.

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So<00:04:57.533> I<00:04:57.693> had<00:04:58.095> to<00:04:58.271> raise<00:04:58.528> some<00:04:58.994> level<00:04:59.395> of<00:04:59.540> capital<00:05:00.102> just<00:05:01.386> to<00:05:01.627> purchase<00:05:02.109> the<00:05:02.205> capabilities<00:05:03.153> to<00:05:03.313> build<00:05:03.490> the<00:05:03.570> product<00:05:04.052> and<00:05:04.132> acquire<00:05:04.453> the<00:05:04.533> customers<00:05:05.047> because<00:05:05.336> I<00:05:05.417> didn't<00:05:05.722> have<00:05:05.962> the<00:05:06.043> skills<00:05:07.102> necessary<00:05:07.584> to<00:05:07.729> do<00:05:07.825> it<00:05:07.905> any<00:05:08.066> other<00:05:08.291> way.

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So<00:05:08.708> if<00:05:08.740> I<00:05:08.772> was<00:05:08.869> starting<00:05:09.254> today,<00:05:09.607> my<00:05:09.832> view<00:05:10.057> on<00:05:10.153> raising<00:05:10.474> money<00:05:10.635> would<00:05:10.715> be<00:05:11.357> totally<00:05:11.679> different.

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And<00:05:12.578> then<00:05:12.722> as<00:05:12.883> far<00:05:13.043> as<00:05:13.204> our<00:05:13.445> business<00:05:13.943> now,<00:05:14.472> you<00:05:14.505> know,<00:05:14.601> since<00:05:14.874> 2018<00:05:15.612> we've<00:05:15.757> been<00:05:15.853> profitable.

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We<00:05:17.523> generate<00:05:18.101> a<00:05:18.182> bunch<00:05:18.358> of<00:05:18.422> cash<00:05:18.824> every<00:05:18.984> year.

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Like<00:05:20.269> we<00:05:20.574> don't<00:05:20.911> need<00:05:21.377> outside<00:05:21.794> markets<00:05:22.420> or<00:05:22.581> outside<00:05:22.934> investors<00:05:23.560> to<00:05:23.785> give<00:05:23.962> us<00:05:24.122> more<00:05:24.347> cash<00:05:24.765> to<00:05:25.343> achieve<00:05:25.712> our<00:05:25.808> growth<00:05:26.130> ambitions.

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So<00:05:26.964> like<00:05:27.157> we're<00:05:27.334> in<00:05:27.414> a<00:05:27.478> good<00:05:27.639> spot<00:05:28.201> now.

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You<00:05:28.923> know,<00:05:29.116> there's<00:05:29.341> the<00:05:29.485> public<00:05:29.887> market<00:05:30.304> and<00:05:30.465> frankly,<00:05:30.963> I<00:05:30.979> don't<00:05:31.107> know<00:05:31.268> if<00:05:31.412> we're<00:05:31.509> growing<00:05:32.633> fast<00:05:33.179> enough,<00:05:33.516> nor<00:05:33.821> have<00:05:34.142> the<00:05:34.223> need<00:05:34.640> for<00:05:34.801> that<00:05:35.042> much<00:05:35.267> capital<00:05:35.684> at<00:05:35.829> one<00:05:36.006> time.

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Like,<00:05:36.584> I<00:05:36.632> think<00:05:36.809> we<00:05:36.953> can<00:05:37.130> go<00:05:37.291> on<00:05:37.516> from<00:05:37.773> here<00:05:37.998> on<00:05:38.238> out<00:05:39.058> growing<00:05:39.379> a<00:05:39.523> really<00:05:39.716> successful<00:05:40.327> business,<00:05:40.728> chasing<00:05:41.065> our<00:05:41.146> ambitions<00:05:42.350> without<00:05:42.913> an<00:05:43.089> influx<00:05:43.700> of,<00:05:43.812> you<00:05:43.893> know,<00:05:44.744> 8,<00:05:44.840> 9<00:05:45.081> figures<00:05:45.483> of<00:05:45.627> capital<00:05:46.029> because<00:05:47.153> we<00:05:47.234> have<00:05:47.346> a<00:05:47.491> really<00:05:47.732> capital-efficient<00:05:48.535> business.

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I<00:05:49.290> don't<00:05:49.563> know<00:05:49.675> if<00:05:49.739> that<00:05:49.884> answers<00:05:50.157> your<00:05:50.302> question.

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No.

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Yeah,<00:05:51.587> of<00:05:51.731> course.

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So<00:05:52.791> give<00:05:52.952> me<00:05:53.113> a<00:05:53.129> sense<00:05:53.498> for<00:05:53.578> how<00:05:53.819> AI<00:05:54.076> is<00:05:54.221> changing<00:05:54.735> everything<00:05:55.281> and<00:05:55.426> how<00:05:55.538> it's<00:05:55.683> changing<00:05:56.004> your<00:05:56.245> business<00:05:56.646> and<00:05:56.727> how<00:05:56.887> you're<00:05:57.048> implementing<00:05:57.530> it<00:05:57.610> now.

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Yeah,<00:05:58.814> I<00:05:58.830> mean,<00:05:58.975> it's<00:05:59.199> fascinating.

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We're<00:06:00.098> breaking<00:06:00.435> across<00:06:01.045> every<00:06:01.527> department<00:06:02.024> of<00:06:02.105> our<00:06:02.185> team.

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I've<00:06:03.469> gone<00:06:03.870> deep<00:06:04.175> in<00:06:04.255> the<00:06:04.352> last<00:06:05.315> really<00:06:05.555> 6<00:06:05.876> to<00:06:05.973> 9<00:06:06.262> months<00:06:06.519> to<00:06:06.663> say<00:06:06.840> like,<00:06:07.064> you<00:06:07.096> know,<00:06:07.466> our<00:06:07.626> product<00:06:08.140> at<00:06:08.268> the<00:06:08.364> end<00:06:08.525> of<00:06:08.605> the<00:06:08.766> day<00:06:09.183> is<00:06:09.809> text,<00:06:10.515> images,<00:06:11.077> video,<00:06:12.120> voiceover,<00:06:13.324> interactive<00:06:14.207> games,<00:06:14.624> which<00:06:14.801> again<00:06:15.170> are<00:06:15.266> just<00:06:15.667> text<00:06:16.952> for<00:06:17.016> the<00:06:17.080> most<00:06:17.353> part,<00:06:17.770> some<00:06:18.059> images.

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It's<00:06:19.054> like<00:06:19.825> generative<00:06:20.402> AI<00:06:20.804> is<00:06:20.964> getting<00:06:21.269> better<00:06:21.590> and<00:06:21.670> better<00:06:21.863> at<00:06:22.007> doing<00:06:22.248> those<00:06:22.553> things.

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Now,<00:06:23.837> it's<00:06:23.998> not<00:06:24.174> as<00:06:24.255> simple<00:06:24.576> as<00:06:24.736> going<00:06:25.041> into<00:06:25.218> ChatGPT<00:06:25.860> and<00:06:26.004> saying<00:06:26.165> like,<00:06:26.405> give<00:06:26.582> me<00:06:26.742> an<00:06:26.823> insurance<00:06:27.304> licensing<00:06:27.850> course,<00:06:28.267> which<00:06:28.444> is<00:06:28.524> our<00:06:28.669> latest<00:06:28.990> vertical.

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It's<00:06:29.712> far<00:06:29.937> more<00:06:30.113> complex<00:06:30.739> than<00:06:30.851> that,<00:06:32.200> but<00:06:33.307> the<00:06:33.548> possibilities<00:06:34.463> of<00:06:34.591> speeding<00:06:35.313> up<00:06:35.490> content<00:06:35.891> creation<00:06:36.517> with<00:06:36.565> still<00:06:36.838> having<00:06:37.191> humans<00:06:37.577> in<00:06:37.657> the<00:06:37.801> loop,<00:06:38.540> big<00:06:38.764> opportunity<00:06:39.406> there.

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On<00:06:40.209> the<00:06:40.273> marketing<00:06:40.722> side,<00:06:41.493> how<00:06:42.552> do<00:06:42.697> we<00:06:43.515> create<00:06:43.740> the<00:06:43.981> assets<00:06:44.253> necessary<00:06:44.735> to<00:06:44.863> go<00:06:44.976> to<00:06:45.104> market<00:06:45.538> faster<00:06:46.308> in<00:06:46.340> a<00:06:46.388> more<00:06:46.565> intelligent<00:06:47.110> way?

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Engineering,<00:06:48.491> I<00:06:48.507> mean,<00:06:49.037> I've<00:06:49.229> been<00:06:50.401> like<00:06:50.979> a<00:06:51.123> vibe<00:06:51.444> coding<00:06:51.797> engineer<00:06:52.198> now.

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It's<00:06:52.584> pretty<00:06:52.744> fun,<00:06:53.145> but<00:06:53.290> like<00:06:53.627> Claude<00:06:54.028> code<00:06:54.349> is<00:06:54.590> mind-blowing,<00:06:55.553> like<00:06:55.858> absolutely<00:06:56.291> mind-blowing.

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So<00:06:57.078> if<00:06:57.174> it<00:06:57.238> can,<00:06:57.479> like<00:06:57.704> what<00:06:57.816> it<00:06:57.880> can<00:06:58.041> unlock<00:06:58.362> with<00:06:58.458> someone<00:06:58.667> that's<00:06:58.843> not<00:06:59.068> technical,<00:06:59.566> if<00:06:59.646> you<00:06:59.951> are<00:07:00.111> technical<00:07:00.593> and<00:07:00.753> you<00:07:00.914> harness<00:07:01.315> it,<00:07:01.492> Are<00:07:01.556> you<00:07:01.733> a<00:07:01.813> 10x<00:07:02.214> engineer<00:07:02.680> all<00:07:02.761> of<00:07:02.873> a<00:07:02.921> sudden?

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And<00:07:03.724> I<00:07:03.740> think<00:07:03.917> it's<00:07:04.046> completely<00:07:04.543> feasible<00:07:05.250> with<00:07:05.427> the<00:07:05.571> learning<00:07:05.828> curve<00:07:06.150> that<00:07:06.375> we're<00:07:06.535> all<00:07:06.712> adopting.

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So<00:07:08.302> I'd<00:07:08.398> say<00:07:08.559> that<00:07:08.784> it<00:07:08.945> has<00:07:09.202> this<00:07:09.426> opportunity<00:07:10.230> to—<00:07:11.209> what<00:07:11.515> I<00:07:11.691> hope<00:07:12.077> is,<00:07:12.591> and<00:07:12.655> what<00:07:12.880> I'm<00:07:12.976> really<00:07:13.137> trying<00:07:13.362> to<00:07:13.458> build<00:07:13.619> our<00:07:13.860> company<00:07:14.261> towards<00:07:14.647> is<00:07:15.530> amplifying<00:07:16.205> our<00:07:16.349> productivity.

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I<00:07:17.554> would<00:07:17.715> love<00:07:17.956> to<00:07:18.100> keep<00:07:18.277> headcount<00:07:18.839> right<00:07:19.064> where<00:07:19.240> it<00:07:19.385> is<00:07:19.722> and<00:07:19.867> triple<00:07:20.188> revenue.

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I'm<00:07:21.088> not<00:07:21.248> necessarily<00:07:22.035> here<00:07:22.276> looking<00:07:22.533> like,<00:07:23.112> okay,<00:07:23.320> how<00:07:23.417> do<00:07:23.577> I<00:07:24.364> half<00:07:25.328> headcount?

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Like<00:07:26.934> I<00:07:26.950> would<00:07:27.175> rather<00:07:27.432> go<00:07:27.593> create<00:07:27.978> the<00:07:28.075> value<00:07:28.476> on<00:07:28.621> the<00:07:28.701> top<00:07:29.022> line<00:07:29.135> than<00:07:29.440> the<00:07:30.066> just<00:07:30.243> going<00:07:30.484> straight<00:07:30.789> to<00:07:30.869> the<00:07:30.949> cost<00:07:31.158> structure.

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Yeah,<00:07:32.329> that's<00:07:32.570> incredible.

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That's<00:07:33.357> very<00:07:33.614> cool.

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Give<00:07:34.416> me<00:07:34.593> a<00:07:34.657> sense<00:07:34.978> for<00:07:35.122> what<00:07:35.235> a<00:07:35.299> typical<00:07:35.700> day<00:07:35.925> looks<00:07:36.166> like<00:07:36.342> for<00:07:36.439> you<00:07:37.369> as<00:07:37.466> CEO<00:07:38.108> and<00:07:38.252> how<00:07:38.413> you<00:07:38.493> manage<00:07:39.793> your<00:07:40.018> life.

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Yeah,<00:07:41.222> well,<00:07:41.414> it<00:07:41.478> all<00:07:41.623> starts<00:07:42.121> with<00:07:43.549> a<00:07:43.629> big<00:07:43.806> portion<00:07:44.175> of<00:07:44.207> my<00:07:44.287> life<00:07:44.624> is<00:07:44.769> completely<00:07:45.475> out<00:07:45.571> of<00:07:45.652> my<00:07:45.812> control<00:07:46.438> in<00:07:46.518> that<00:07:46.679> I<00:07:46.759> have<00:07:47.032> a<00:07:47.080> 5-year-old,<00:07:47.835> a<00:07:47.963> 3-year-old,<00:07:48.541> and<00:07:48.685> 1-year-old.

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And<00:07:51.334> when<00:07:51.430> they<00:07:51.655> beckon,<00:07:52.955> like,<00:07:53.517> I'm<00:07:54.239> there.

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So<00:07:55.298> thankfully<00:07:56.165> in<00:07:56.309> the<00:07:56.358> mornings,<00:07:57.208> my<00:07:57.513> wife,<00:07:58.412> is<00:07:58.557> able<00:07:58.813> to<00:07:58.894> spend<00:07:59.279> with<00:07:59.439> them<00:07:59.616> if<00:07:59.696> they're<00:07:59.840> getting<00:08:00.081> up<00:08:00.193> super<00:08:00.498> early.

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So<00:08:00.916> I'll<00:08:01.445> try<00:08:01.541> to<00:08:01.686> work<00:08:01.927> out<00:08:02.039> around<00:08:02.986> 6:00<00:08:03.467> AM.

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Then<00:08:04.189> from<00:08:04.414> there,<00:08:04.591> it's<00:08:04.751> like<00:08:04.896> quickly<00:08:05.249> start<00:08:05.537> to<00:08:05.634> get<00:08:05.874> ready<00:08:06.115> for<00:08:06.581> camps<00:08:06.998> in<00:08:07.062> the<00:08:07.094> summer,<00:08:07.576> school<00:08:07.961> during<00:08:08.282> the<00:08:08.426> year,<00:08:09.325> get<00:08:09.469> them<00:08:09.630> fed,<00:08:10.528> get<00:08:10.609> them<00:08:10.753> out<00:08:10.930> the<00:08:11.010> door<00:08:11.235> to<00:08:11.315> school,<00:08:11.828> sometimes<00:08:12.294> drop<00:08:12.518> them<00:08:12.679> off,<00:08:12.839> sometimes<00:08:13.273> my<00:08:13.417> wife<00:08:13.658> does<00:08:13.899> that,<00:08:14.524> you<00:08:14.557> know,<00:08:14.685> and<00:08:14.781> then<00:08:14.926> it's<00:08:15.889> work<00:08:16.290> till—<00:08:17.188> and<00:08:17.285> this<00:08:17.493> has<00:08:17.654> changed<00:08:18.055> a<00:08:18.071> lot<00:08:18.456> in<00:08:18.537> the<00:08:18.617> last<00:08:18.938> 5<00:08:19.259> and<00:08:19.339> a<00:08:19.355> half<00:08:19.580> years,<00:08:20.157> you<00:08:20.302> know,<00:08:20.414> now<00:08:20.719> it's<00:08:20.880> like<00:08:21.104> work<00:08:21.361> till<00:08:21.586> 5:00,<00:08:22.083> 5:30.

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5:30<00:08:23.383> is<00:08:23.528> kind<00:08:23.704> of<00:08:23.768> pushing<00:08:24.073> it<00:08:24.202> because<00:08:24.490> it's<00:08:24.972> get<00:08:25.196> home,<00:08:26.175> dinner<00:08:26.399> time,<00:08:27.362> bath<00:08:27.699> time,<00:08:28.821> brush<00:08:29.126> teeth,<00:08:29.623> that<00:08:29.784> whole<00:08:30.169> routine.

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You<00:08:31.324> know,<00:08:31.773> every<00:08:32.013> other<00:08:32.174> night<00:08:32.350> my<00:08:32.511> wife<00:08:32.831> and<00:08:32.896> I<00:08:32.992> trade,<00:08:33.313> like,<00:08:33.553> which<00:08:33.794> one<00:08:33.970> of<00:08:34.115> us<00:08:34.291> is<00:08:34.419> going<00:08:34.516> to<00:08:34.580> help<00:08:34.740> them<00:08:34.836> fall<00:08:35.013> asleep<00:08:35.462> because<00:08:35.703> they<00:08:36.200> still<00:08:36.537> need<00:08:36.745> us<00:08:36.906> there<00:08:37.002> to<00:08:37.082> fall<00:08:37.307> asleep,<00:08:37.948> you<00:08:38.349> know.

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So<00:08:38.750> then<00:08:38.846> it's<00:08:39.007> like<00:08:39.328> pretty<00:08:39.568> much<00:08:39.953> 8<00:08:40.033> PM<00:08:40.515> and<00:08:40.611> it's<00:08:40.835> back<00:08:41.076> to<00:08:41.156> what<00:08:41.269> I<00:08:41.333> call<00:08:41.637> like<00:08:41.894> the<00:08:41.974> night<00:08:42.215> shift<00:08:43.883> of<00:08:44.043> doing<00:08:44.364> whatever<00:08:44.765> I<00:08:44.942> can<00:08:45.327> from<00:08:45.567> 8<00:08:45.824> to<00:08:46.225> 11<00:08:46.947> to<00:08:47.268> push<00:08:47.572> forward<00:08:47.909> whatever<00:08:48.230> my<00:08:48.326> most<00:08:48.615> important<00:08:48.952> things<00:08:49.176> were<00:08:49.273> to<00:08:49.353> get<00:08:49.513> done<00:08:49.738> for<00:08:49.850> that<00:08:49.994> day<00:08:50.315> that<00:08:50.460> are<00:08:50.492> not<00:08:50.796> done<00:08:50.973> at<00:08:51.101> that<00:08:51.197> point.

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Try<00:08:52.320> to<00:08:52.400> get<00:08:53.346> 7-ish<00:08:54.164> hours<00:08:54.404> of<00:08:54.436> sleep,<00:08:55.430> back<00:08:55.687> at<00:08:55.863> it<00:08:55.927> the<00:08:56.007> next<00:08:56.360> day.

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That's<00:08:57.290> incredible,<00:08:57.771> man.

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Give<00:08:58.604> me<00:08:58.797> a<00:08:58.813> sense<00:08:59.278> for,<00:09:00.079> um,<00:09:01.778> how<00:09:02.003> you've<00:09:02.179> maintained<00:09:02.804> culture<00:09:03.622> within<00:09:03.846> the<00:09:03.942> company.

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Are<00:09:04.407> you<00:09:04.519> an<00:09:04.648> all-remote<00:09:05.161> team,<00:09:05.465> hybrid,<00:09:06.010> all<00:09:06.187> in<00:09:06.347> person?

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Give<00:09:06.924> us<00:09:07.004> a<00:09:07.084> sense<00:09:07.389> for<00:09:07.469> that<00:09:08.271> and<00:09:08.351> how<00:09:08.575> you've<00:09:08.816> thought<00:09:09.008> about<00:09:09.457> the<00:09:09.553> culture<00:09:09.874> of<00:09:09.954> the<00:09:10.034> company,<00:09:10.739> as<00:09:11.060> particularly<00:09:11.541> as<00:09:11.653> you've<00:09:11.861> scaled<00:09:12.182> over<00:09:12.294> the<00:09:12.422> past<00:09:12.599> decade.

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We—<00:09:13.737> so<00:09:13.961> today<00:09:14.362> we<00:09:14.667> are<00:09:15.244> mostly<00:09:15.708> hybrid.

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We<00:09:17.087> still<00:09:17.392> have<00:09:17.648> probably<00:09:17.857> the<00:09:17.953> largest<00:09:18.289> contingent<00:09:18.850> in<00:09:18.995> Austin<00:09:19.716> where<00:09:19.876> we're<00:09:19.973> based.

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Um,<00:09:20.934> we<00:09:21.014> have<00:09:21.111> a<00:09:21.175> few<00:09:21.431> satellite<00:09:22.281> offices<00:09:22.762> that<00:09:22.922> we've<00:09:23.098> picked<00:09:23.403> up<00:09:23.499> through<00:09:23.836> some<00:09:24.044> acquisitions<00:09:24.685> that<00:09:24.750> we've<00:09:24.862> done.

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And<00:09:25.664> then<00:09:27.187> culture,<00:09:27.572> you<00:09:27.668> know,<00:09:27.748> I<00:09:27.909> go<00:09:27.989> back<00:09:28.230> to<00:09:28.310> 2014,<00:09:30.940> we<00:09:31.020> were<00:09:31.052> just<00:09:31.213> starting<00:09:31.662> out.

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There's<00:09:33.265> 12<00:09:33.602> of<00:09:33.746> us,<00:09:33.939> a<00:09:34.003> good<00:09:34.163> mentor<00:09:34.629> of<00:09:34.709> mine.

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He's<00:09:37.371> like,<00:09:37.595> hey,<00:09:37.756> you<00:09:37.852> know,<00:09:38.093> it<00:09:38.173> seems<00:09:38.397> like<00:09:38.558> your<00:09:38.654> culture's<00:09:39.199> really<00:09:39.440> good.

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And<00:09:40.338> I'm<00:09:40.482> like,<00:09:40.995> I'm<00:09:41.396> just<00:09:41.541> trying<00:09:41.669> to<00:09:41.717> make<00:09:41.958> a<00:09:42.022> product,<00:09:42.407> man.

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Like,<00:09:42.952> I'm<00:09:43.064> trying<00:09:43.289> to<00:09:43.369> like<00:09:44.091> stop<00:09:44.427> burning<00:09:44.732> money<00:09:44.989> and<00:09:45.069> make<00:09:45.245> a<00:09:45.309> little<00:09:45.518> money<00:09:45.871> and<00:09:45.951> raise<00:09:46.175> our<00:09:46.208> next<00:09:46.432> round.

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Like,<00:09:47.298> but<00:09:47.394> I<00:09:47.635> appreciate<00:09:48.180> you<00:09:48.260> saying<00:09:48.581> that.

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He's<00:09:48.773> like,<00:09:48.998> yeah,<00:09:49.223> you<00:09:49.255> know,<00:09:49.479> but<00:09:49.623> the<00:09:49.720> thing<00:09:50.024> is,<00:09:51.003> If<00:09:51.308> you<00:09:51.468> don't<00:09:52.030> codify<00:09:52.672> your<00:09:52.848> culture,<00:09:53.827> it<00:09:53.891> might<00:09:54.003> not<00:09:54.228> stay<00:09:54.613> good.

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And<00:09:55.431> like,<00:09:55.592> if<00:09:55.720> we're<00:09:55.801> just<00:09:55.993> leaving<00:09:56.314> it<00:09:56.442> to<00:09:56.539> chance,<00:09:56.940> you<00:09:57.020> might<00:09:57.180> look<00:09:57.405> up<00:09:57.517> one<00:09:57.662> day<00:09:57.822> and<00:09:57.902> realize<00:09:58.127> you<00:09:58.223> don't<00:09:58.384> like<00:09:58.705> your<00:09:59.010> company.

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He's<00:09:59.956> like,<00:10:00.069> I<00:10:00.229> really<00:10:00.486> suggest<00:10:01.176> you<00:10:01.256> take<00:10:01.432> some<00:10:01.657> time<00:10:02.074> to<00:10:02.299> write<00:10:02.556> down<00:10:02.941> what<00:10:03.037> you<00:10:03.262> want<00:10:03.599> in<00:10:03.663> your<00:10:03.823> culture.

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So<00:10:04.882> we<00:10:05.043> did<00:10:05.203> an<00:10:05.347> exercise<00:10:05.925> at<00:10:06.005> that<00:10:06.166> point<00:10:06.567> around<00:10:06.872> our<00:10:06.968> values,<00:10:07.867> established<00:10:08.476> them.

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That<00:10:08.910> was<00:10:09.295> 20—<00:10:09.856> that<00:10:10.322> might<00:10:10.418> have<00:10:10.498> been<00:10:10.723> 2015<00:10:11.701> by<00:10:11.782> the<00:10:11.862> time<00:10:12.087> we<00:10:12.183> finished<00:10:12.568> that.

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And<00:10:12.809> then<00:10:12.905> they've<00:10:13.113> been<00:10:13.210> in<00:10:13.306> place<00:10:13.482> since.

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And<00:10:14.429> so,<00:10:14.830> you<00:10:14.927> know,<00:10:15.296> those<00:10:15.472> influence<00:10:16.419> hiring<00:10:16.836> decisions,<00:10:17.558> firing<00:10:17.959> decisions,<00:10:18.906> Everybody<00:10:19.644> goes<00:10:19.869> through<00:10:20.190> values<00:10:20.512> onboarding<00:10:20.929> training<00:10:21.250> that<00:10:21.411> I<00:10:21.491> teach<00:10:22.278> and<00:10:23.321> really<00:10:23.498> shows<00:10:23.883> up<00:10:24.060> in<00:10:24.445> who<00:10:24.542> gets<00:10:24.767> promoted,<00:10:25.248> who<00:10:25.345> gets<00:10:25.569> rewarded,<00:10:26.790> who<00:10:27.657> might<00:10:27.898> lose<00:10:28.781> opportunities.

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Shows<00:10:30.226> up<00:10:30.322> kind<00:10:30.451> of<00:10:30.499> like<00:10:30.643> that<00:10:30.740> Gandhi<00:10:31.045> quote<00:10:31.285> that<00:10:31.430> I<00:10:31.446> mentioned,<00:10:31.831> like<00:10:32.088> through<00:10:32.313> action.

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And<00:10:33.228> I<00:10:33.517> think<00:10:34.079> there's<00:10:35.187> a<00:10:35.219> thread<00:10:35.637> that<00:10:35.846> runs<00:10:36.167> with<00:10:36.488> it<00:10:36.584> and<00:10:36.729> happy<00:10:36.986> to<00:10:37.066> talk<00:10:37.387> about<00:10:37.788> any<00:10:37.965> of<00:10:38.045> the<00:10:38.158> 7<00:10:38.591> values,<00:10:39.073> but<00:10:39.795> I<00:10:39.876> just<00:10:40.036> sum<00:10:40.293> it<00:10:40.422> up<00:10:40.614> as<00:10:40.743> like<00:10:41.626> kind,<00:10:42.108> caring,<00:10:42.605> and<00:10:42.846> really<00:10:43.167> ambitious<00:10:43.649> people.

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And<00:10:44.596> I<00:10:44.612> think<00:10:44.836> it's<00:10:44.932> gone.

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It's<00:10:46.054> done<00:10:46.295> a<00:10:46.359> lot<00:10:46.856> for<00:10:47.016> us.

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That's<00:10:48.522> incredible,<00:10:49.019> man.

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Yeah,<00:10:49.820> that's<00:10:50.381> very<00:10:50.702> cool.

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What<00:10:51.118> do<00:10:51.166> you<00:10:51.343> read?

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Give<00:10:51.775> me<00:10:51.904> a<00:10:51.984> sense<00:10:52.224> for<00:10:52.368> what<00:10:52.529> you<00:10:52.689> read<00:10:53.170> and<00:10:53.346> what<00:10:53.506> reading<00:10:53.746> recommendations<00:10:54.323> you<00:10:54.404> would<00:10:54.532> have<00:10:54.708> for<00:10:54.868> our<00:10:55.573> community<00:10:55.974> here.

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No,<00:10:56.727> it's<00:10:56.936> interesting.

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I<00:10:57.400> was<00:10:57.448> talking<00:10:57.657> to<00:10:57.737> somebody<00:10:57.977> about<00:10:58.234> this<00:10:58.378> yesterday.

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Now<00:10:59.836> that<00:11:00.061> I'm<00:11:01.343> legit<00:11:01.855> addicted<00:11:02.400> to<00:11:02.561> vibe<00:11:02.865> coding,<00:11:03.987> I've<00:11:04.083> been<00:11:04.307> reading<00:11:04.628> a<00:11:04.724> lot<00:11:04.964> less<00:11:05.125> because<00:11:06.407> I'm<00:11:06.567> like,<00:11:07.593> I<00:11:07.609> have<00:11:07.769> my—<00:11:07.849> I'm<00:11:08.169> brushing<00:11:08.490> my<00:11:08.730> teeth<00:11:09.147> and<00:11:09.291> prompting<00:11:09.836> Claude<00:11:10.092> Code<00:11:10.413> on<00:11:10.493> like<00:11:10.717> the<00:11:10.766> next<00:11:11.054> thing<00:11:11.278> I<00:11:11.294> need<00:11:11.471> it<00:11:11.599> to<00:11:11.695> do.

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So<00:11:12.112> like<00:11:12.272> my<00:11:12.480> consumption<00:11:13.137> of<00:11:13.282> content<00:11:13.842> has<00:11:14.003> really<00:11:14.259> become<00:11:14.580> like<00:11:14.900> in<00:11:14.980> the<00:11:15.125> car.

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And<00:11:16.328> then<00:11:16.488> it<00:11:16.649> tends<00:11:16.906> to<00:11:17.050> be<00:11:17.291> audio.

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So<00:11:18.271> there's<00:11:18.416> some<00:11:18.512> podcasts<00:11:19.315> that<00:11:19.540> I<00:11:19.620> love<00:11:19.877> in<00:11:19.973> addition<00:11:20.359> to<00:11:20.519> yours,<00:11:20.905> if<00:11:21.065> that<00:11:21.306> helps.

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Yeah,<00:11:22.045> that's<00:11:22.399> part<00:11:22.704> of<00:11:22.768> the<00:11:22.929> answer.

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And<00:11:23.635> then<00:11:23.796> I<00:11:23.892> can<00:11:24.037> hit<00:11:24.197> on<00:11:24.310> some<00:11:24.535> of<00:11:24.599> my<00:11:24.711> favorite<00:11:25.161> books<00:11:25.418> that<00:11:25.562> have<00:11:25.659> been<00:11:25.803> transformative<00:11:26.863> for<00:11:27.168> me.

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But<00:11:28.148> I'd<00:11:28.293> say<00:11:28.534> from<00:11:28.710> a<00:11:28.791> podcast<00:11:29.433> perspective,<00:11:30.220> one<00:11:30.477> that's<00:11:30.959> by<00:11:31.184> Claire<00:11:31.601> Voe,<00:11:31.922> she<00:11:31.987> used<00:11:32.227> to<00:11:32.324> be<00:11:32.565> an<00:11:33.031> Austinite.

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Now<00:11:33.753> I<00:11:33.769> think<00:11:33.914> she's<00:11:34.010> in<00:11:34.155> the<00:11:34.251> Bay<00:11:34.396> Area,<00:11:34.733> but<00:11:34.894> How<00:11:35.279> I<00:11:35.600> AI.

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It's<00:11:36.981> great<00:11:37.303> because<00:11:37.560> it's<00:11:37.768> super<00:11:38.170> tactical,<00:11:38.893> like<00:11:39.069> literal<00:11:39.471> screen<00:11:39.872> shares.

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This<00:11:40.772> is<00:11:40.916> what<00:11:41.077> you<00:11:41.237> do.

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This<00:11:41.960> isn't,<00:11:42.666> philosophical.

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This<00:11:43.805> isn't,<00:11:44.207> you<00:11:44.287> know,<00:11:44.624> it's<00:11:44.768> just<00:11:45.009> like,<00:11:45.314> here's<00:11:45.570> some<00:11:45.811> real<00:11:46.051> tips<00:11:46.597> that<00:11:46.773> you<00:11:46.934> can<00:11:47.094> go<00:11:47.319> do<00:11:47.640> today<00:11:48.699> to<00:11:48.843> drive<00:11:49.244> more<00:11:49.340> efficiency<00:11:49.902> and<00:11:49.982> productivity<00:11:50.624> in<00:11:50.704> whatever<00:11:50.961> your<00:11:51.105> job<00:11:51.426> is.

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So<00:11:52.790> that<00:11:53.014> one's<00:11:53.191> been<00:11:53.351> huge.

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The<00:11:55.180> Founders<00:11:55.758> podcast,<00:11:56.576> I'm<00:11:56.800> a<00:11:56.881> big<00:11:57.057> sucker<00:11:57.426> for<00:11:57.667> like<00:11:58.068> the<00:11:58.228> entrepreneurial<00:11:58.950> stories<00:11:59.672> of<00:12:00.570> those<00:12:00.811> that<00:12:00.956> have<00:12:01.116> come<00:12:01.357> before.

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David<00:12:02.079> Sennett<00:12:02.351> is<00:12:02.640> out<00:12:02.720> of<00:12:02.752> his<00:12:02.913> mind,<00:12:03.298> which<00:12:03.442> he<00:12:03.763> talks<00:12:04.004> about<00:12:04.244> all<00:12:04.325> the<00:12:04.421> time.

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So<00:12:05.046> high<00:12:05.223> energy.

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That<00:12:05.801> one's<00:12:06.057> super<00:12:06.330> cool.

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On<00:12:07.228> the<00:12:07.469> book<00:12:07.710> front,<00:12:09.891> There's<00:12:10.212> a<00:12:10.340> couple<00:12:10.757> that<00:12:11.222> have<00:12:11.463> been<00:12:12.601> helpful<00:12:12.922> for<00:12:13.147> me.

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I<00:12:13.724> was<00:12:13.884> recommended<00:12:14.606> this<00:12:14.830> book<00:12:15.007> called<00:12:15.729> Relentless<00:12:16.210> Solution<00:12:16.851> Focus,<00:12:18.455> and<00:12:18.551> it's<00:12:18.760> by<00:12:18.840> this<00:12:18.952> guy<00:12:19.096> named<00:12:19.401> Jason<00:12:19.738> Selk<00:12:20.620> who<00:12:21.005> actually<00:12:21.326> does<00:12:21.502> performance<00:12:22.063> coaching.

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And<00:12:22.609> after<00:12:22.785> I<00:12:22.945> read<00:12:23.250> it,<00:12:23.330> I<00:12:23.362> started<00:12:23.827> working<00:12:24.148> with<00:12:24.309> him.

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But<00:12:25.495> it<00:12:25.816> attacks<00:12:26.794> this<00:12:26.955> problem<00:12:27.500> that<00:12:27.660> a<00:12:27.676> lot<00:12:27.917> of<00:12:28.013> us<00:12:28.222> have<00:12:28.623> of,<00:12:30.146> as<00:12:30.339> a<00:12:30.483> problem<00:12:31.124> emerges,<00:12:32.327> obsessing<00:12:33.049> on<00:12:33.209> the<00:12:33.290> problem.

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Or<00:12:34.637> as<00:12:34.878> the<00:12:34.990> negative<00:12:35.858> emotion<00:12:36.516> emerges,<00:12:37.608> you<00:12:37.688> can<00:12:37.784> start<00:12:38.009> to<00:12:38.105> spiral,<00:12:38.828> spiral<00:12:39.310> around<00:12:39.695> the<00:12:39.727> negative<00:12:40.128> emotion.

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And<00:12:41.317> how<00:12:41.477> do<00:12:41.638> you<00:12:41.862> really<00:12:42.055> kind<00:12:42.264> of<00:12:42.360> let<00:12:42.585> yourself<00:12:42.938> do<00:12:43.083> that<00:12:43.308> for<00:12:43.420> 60<00:12:43.805> seconds<00:12:44.287> and<00:12:44.367> then<00:12:44.528> flip<00:12:44.993> to,<00:12:45.716> all<00:12:45.748> right,<00:12:45.893> what's<00:12:46.117> the<00:12:46.149> next<00:12:46.519> action<00:12:46.936> I<00:12:47.081> can<00:12:47.241> take<00:12:48.140> to<00:12:48.285> go<00:12:48.397> make<00:12:48.622> this<00:12:48.863> better?

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So<00:12:49.746> that<00:12:49.907> one's<00:12:50.147> been<00:12:50.388> super<00:12:50.854> helpful,<00:12:51.175> which<00:12:51.287> is<00:12:51.432> probably<00:12:51.673> one<00:12:51.833> that's<00:12:52.074> not<00:12:53.134> talked<00:12:53.439> a<00:12:53.503> whole<00:12:53.680> lot<00:12:53.905> about.

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Then<00:12:54.868> some<00:12:55.045> classics,<00:12:56.056> High<00:12:56.088> Output<00:12:56.425> Management,<00:12:57.276> Andy<00:12:57.453> Grove,<00:12:57.999> like<00:12:58.159> never<00:12:58.400> gets<00:12:58.641> old.

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Can<00:13:00.438> definitely<00:13:00.967> put<00:13:01.128> you<00:13:01.224> to<00:13:01.288> sleep<00:13:01.641> if<00:13:01.721> you're<00:13:01.817> reading<00:13:02.106> it<00:13:02.186> in<00:13:02.266> bed<00:13:02.506> late<00:13:02.731> at<00:13:02.811> night,<00:13:03.131> but<00:13:03.805> so<00:13:04.013> many<00:13:04.189> nuggets.

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And<00:13:05.167> then<00:13:05.295> I<00:13:05.311> think<00:13:05.536> the<00:13:05.632> last<00:13:05.760> one<00:13:05.889> I'll<00:13:06.049> say<00:13:06.273> is<00:13:06.418> just<00:13:06.658> right<00:13:06.850> now,<00:13:07.219> I<00:13:07.235> think<00:13:07.636> it's<00:13:08.582> super<00:13:08.998> helpful<00:13:09.479> is<00:13:09.623> The<00:13:09.800> Goal,<00:13:10.601> the<00:13:10.986> book,<00:13:11.226> The<00:13:11.323> Goal,<00:13:11.659> sort<00:13:11.819> of<00:13:11.884> the<00:13:12.669> allegory<00:13:13.230> about<00:13:14.512> supply<00:13:15.009> chain<00:13:15.410> and<00:13:15.490> how<00:13:15.635> you<00:13:15.667> think<00:13:15.875> about<00:13:16.051> constraints<00:13:16.933> in<00:13:17.013> a<00:13:17.093> process.

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And<00:13:18.215> I<00:13:18.376> think<00:13:18.552> with<00:13:18.840> AI<00:13:19.257> right<00:13:19.578> now,<00:13:19.898> we're<00:13:20.043> at<00:13:20.139> this<00:13:20.299> point<00:13:20.604> where<00:13:20.876> if<00:13:21.004> you<00:13:21.325> really<00:13:21.726> understand<00:13:22.287> the<00:13:22.383> constraints<00:13:23.024> in<00:13:23.088> your<00:13:23.184> business<00:13:23.906> to<00:13:24.050> creating<00:13:24.451> value<00:13:25.413> and<00:13:25.493> you<00:13:25.653> attack<00:13:26.230> those,<00:13:27.336> you<00:13:27.416> can<00:13:27.673> unlock<00:13:28.090> some<00:13:28.314> really<00:13:28.539> powerful<00:13:29.019> growth.

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Yeah,<00:13:29.965> yeah,<00:13:30.302> yeah.

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I<00:13:30.462> haven't<00:13:31.120> even<00:13:31.504> heard<00:13:31.617> of<00:13:31.697> that<00:13:31.841> one.

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I'm<00:13:32.065> gonna<00:13:32.146> have<00:13:32.242> to<00:13:32.386> check<00:13:32.562> that<00:13:32.707> one<00:13:32.803> out.

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That's<00:13:33.204> cool.

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That's<00:13:34.149> very<00:13:34.406> cool.

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How<00:13:35.304> do<00:13:35.432> you<00:13:35.608> think<00:13:35.849> about,<00:13:37.115> um,<00:13:38.414> you<00:13:38.510> know,<00:13:38.654> this<00:13:38.959> age<00:13:39.199> of<00:13:39.376> artificial<00:13:39.857> intelligence<00:13:40.482> and<00:13:40.578> vibe<00:13:40.899> coding?

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And<00:13:41.925> give<00:13:42.021> us<00:13:42.181> a<00:13:42.197> sense<00:13:42.566> for<00:13:42.726> what<00:13:42.967> you<00:13:43.127> vibe<00:13:43.367> code<00:13:43.704> exactly.

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Are<00:13:44.329> you<00:13:44.506> working<00:13:44.746> on<00:13:44.906> business<00:13:45.291> things,<00:13:45.484> just<00:13:45.692> your<00:13:45.852> own,<00:13:46.109> like,<00:13:46.365> like<00:13:46.590> side<00:13:46.910> things?

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Are<00:13:47.167> you<00:13:47.231> just<00:13:47.391> trying<00:13:47.552> to<00:13:47.696> learn<00:13:47.936> as<00:13:48.033> much?

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Because<00:13:48.674> you're<00:13:49.075> right,<00:13:49.379> cloud<00:13:49.620> coding<00:13:49.940> is<00:13:50.838> addicting,<00:13:51.319> man.

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It's<00:13:51.864> so<00:13:51.976> much<00:13:52.217> fun.

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Yeah,<00:13:53.388> I<00:13:53.420> mean,<00:13:53.580> it's<00:13:53.724> both.

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So<00:13:54.751> I,<00:13:56.195> I<00:13:56.276> have<00:13:56.452> built<00:13:56.773> this<00:13:56.998> whole<00:13:57.254> content<00:13:57.736> dashboard<00:13:58.442> where<00:13:58.522> you<00:13:58.618> can<00:13:58.859> go<00:13:59.099> in<00:13:59.404> and<00:14:00.287> how<00:14:00.463> we<00:14:00.608> can<00:14:00.768> create<00:14:01.570> content<00:14:02.132> from<00:14:02.966> statute<00:14:04.009> examples<00:14:04.490> of<00:14:04.619> ACEable<00:14:04.940> content<00:14:05.293> that<00:14:05.437> we've<00:14:05.614> used<00:14:05.838> before.

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So<00:14:07.122> like<00:14:07.427> how<00:14:07.603> we<00:14:07.908> feed<00:14:08.245> it<00:14:08.341> through<00:14:08.806> this<00:14:09.111> automated<00:14:09.593> process,<00:14:10.250> but<00:14:10.475> using<00:14:11.534> this<00:14:11.759> one<00:14:11.919> uses<00:14:12.192> about<00:14:12.561> 8<00:14:12.721> to<00:14:12.818> 10<00:14:13.058> different<00:14:13.379> prompts<00:14:13.941> at<00:14:14.101> various<00:14:14.502> stages<00:14:15.064> in<00:14:15.208> the<00:14:15.288> lifecycle.

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So<00:14:16.123> like<00:14:17.005> I<00:14:17.037> have<00:14:17.150> a<00:14:17.214> dashboard<00:14:17.775> you<00:14:17.856> can<00:14:18.016> log<00:14:18.337> in.

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I<00:14:18.674> integrated<00:14:19.171> to<00:14:19.380> Auth0,<00:14:19.973> so<00:14:20.214> it's<00:14:20.358> protected.

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Like<00:14:22.274> Last<00:14:22.662> night<00:14:22.904> I<00:14:22.985> was<00:14:23.146> working<00:14:23.486> on<00:14:23.631> how<00:14:23.970> I<00:14:23.986> need<00:14:24.196> to<00:14:24.293> implement<00:14:24.697> cache<00:14:25.085> because<00:14:25.570> I'm<00:14:26.377> running<00:14:26.781> into<00:14:27.185> rate<00:14:27.427> limits,<00:14:29.140> all<00:14:29.285> of<00:14:29.446> these<00:14:29.689> things<00:14:30.012> that<00:14:30.674> if<00:14:30.820> I<00:14:30.981> were<00:14:31.304> asked<00:14:31.723> to<00:14:31.868> do<00:14:32.045> these<00:14:32.351> without<00:14:32.850> Claude<00:14:33.172> code,<00:14:33.559> it<00:14:33.655> would<00:14:33.736> just<00:14:33.977> be—<00:14:36.296> Yeah.

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So<00:14:37.841> they're<00:14:38.083> like<00:14:38.566> literal<00:14:39.274> constraints<00:14:39.934> in<00:14:39.999> our<00:14:40.176> business.

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How<00:14:40.820> can<00:14:40.981> I<00:14:41.110> help<00:14:41.448> us?

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And<00:14:41.706> I<00:14:41.786> think<00:14:42.092> that<00:14:42.254> the<00:14:42.350> fascinating<00:14:43.237> thing<00:14:44.365> there<00:14:44.671> has<00:14:44.848> been,<00:14:46.685> it's<00:14:46.862> made<00:14:47.104> me<00:14:47.265> a<00:14:47.410> lot<00:14:47.668> better<00:14:47.910> CEO<00:14:48.796> because<00:14:49.183> it's<00:14:49.360> made<00:14:49.603> me,<00:14:50.009> A,<00:14:50.364> now<00:14:50.533> I<00:14:50.618> understand<00:14:50.939> what<00:14:51.007> we're<00:14:51.074> talking<00:14:51.193> about.

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I<00:14:53.873> understand<00:14:54.995> what<00:14:55.636> it's<00:14:55.781> both<00:14:56.037> great<00:14:56.422> at,<00:14:57.143> and<00:14:57.223> I<00:14:57.304> understand<00:14:57.865> what<00:14:57.977> it's<00:14:58.185> not<00:14:58.522> good<00:14:58.762> at.

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I<00:14:59.147> have<00:14:59.323> a<00:14:59.339> newfound<00:15:00.029> empathy<00:15:00.686> for<00:15:01.712> engineers<00:15:02.529> in<00:15:02.674> QA<00:15:03.395> that,<00:15:03.651> like,<00:15:03.956> yeah,<00:15:04.774> the<00:15:04.854> feature<00:15:05.271> might<00:15:05.511> take<00:15:06.072> 20<00:15:06.312> minutes,<00:15:07.258> but<00:15:07.403> the<00:15:07.483> regression<00:15:07.980> testing,<00:15:09.342> like,<00:15:09.567> that's<00:15:09.743> gonna<00:15:09.919> take<00:15:10.208> a<00:15:10.224> lot<00:15:10.384> longer.

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And,<00:15:11.330> you<00:15:11.410> know,<00:15:11.651> doing<00:15:11.971> it<00:15:12.067> on<00:15:12.292> a<00:15:13.654> codebase<00:15:14.055> from<00:15:14.167> scratch<00:15:14.712> versus<00:15:14.953> doing<00:15:15.273> it<00:15:15.337> on<00:15:15.514> a<00:15:15.578> codebase<00:15:16.155> that,<00:15:16.395> you<00:15:16.860> know,<00:15:17.117> in<00:15:17.181> our<00:15:17.277> case<00:15:17.421> is<00:15:17.598> 10<00:15:17.822> years<00:15:18.143> old,<00:15:18.303> like,<00:15:18.479> those<00:15:18.640> are<00:15:18.800> very<00:15:19.121> different<00:15:19.505> things.

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So<00:15:20.724> it<00:15:20.804> has<00:15:21.124> created<00:15:21.605> another<00:15:21.990> level<00:15:22.311> of<00:15:22.407> empathy,<00:15:22.888> but<00:15:23.048> it<00:15:23.353> also<00:15:23.833> has<00:15:24.010> created<00:15:24.491> this<00:15:25.436> Guys,<00:15:25.677> I<00:15:25.693> have<00:15:25.837> zero<00:15:26.174> engineering<00:15:26.719> experience<00:15:27.360> and<00:15:27.456> this<00:15:27.617> is<00:15:27.761> what<00:15:27.857> I've<00:15:28.017> created.

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Like,<00:15:29.059> you<00:15:29.364> have,<00:15:29.941> like,<00:15:30.165> you<00:15:30.406> have<00:15:30.903> decades<00:15:31.319> of<00:15:31.464> engineering<00:15:31.929> experience.

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Like,<00:15:32.971> yeah,<00:15:33.051> I<00:15:33.211> expect<00:15:33.612> you<00:15:33.644> to<00:15:33.788> use<00:15:34.029> these<00:15:34.269> tools<00:15:34.670> and<00:15:34.830> find<00:15:35.151> the<00:15:35.231> best<00:15:35.535> ways<00:15:35.872> to<00:15:35.952> apply<00:15:36.273> them<00:15:36.433> to<00:15:36.465> your<00:15:36.658> job<00:15:36.914> while<00:15:36.994> still<00:15:37.235> being<00:15:37.395> responsible<00:15:38.116> engineers.

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So,<00:15:39.319> and<00:15:39.415> I<00:15:39.479> think<00:15:39.655> it's<00:15:39.799> also<00:15:40.056> earned<00:15:40.200> some<00:15:40.441> respect<00:15:40.906> on<00:15:40.986> the<00:15:41.082> other<00:15:41.242> side<00:15:41.643> of<00:15:41.723> like,<00:15:42.845> he<00:15:42.909> didn't<00:15:43.086> just<00:15:43.310> read<00:15:43.422> a<00:15:43.567> blog<00:15:43.967> post<00:15:44.288> and<00:15:44.432> ask<00:15:44.625> about<00:15:44.913> this<00:15:45.506> or<00:15:45.634> demand<00:15:46.051> this,<00:15:46.356> right?

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So<00:15:47.590> it's<00:15:47.718> been<00:15:47.815> super<00:15:48.119> helpful<00:15:48.360> on<00:15:48.536> that<00:15:48.712> side.

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Obviously<00:15:49.562> I<00:15:49.738> could<00:15:49.979> geek<00:15:50.283> out<00:15:50.379> about<00:15:50.620> there.

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On<00:15:51.101> the<00:15:51.245> other<00:15:51.421> side,<00:15:51.726> like<00:15:51.902> last<00:15:52.223> weekend<00:15:52.559> I<00:15:52.592> was<00:15:52.704> at<00:15:52.848> my<00:15:52.880> mother-in-law's<00:15:53.569> house.

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She's<00:15:54.211> a<00:15:54.227> librarian.

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She<00:15:55.573> had<00:15:55.717> to<00:15:55.749> research<00:15:56.214> some<00:15:56.535> books.

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Like<00:15:57.080> that<00:15:57.160> the<00:15:57.380> library<00:15:57.720> might<00:15:58.000> purchase.

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I'm<00:15:58.740> like,<00:15:59.000> cool,<00:15:59.100> let's<00:15:59.360> make<00:15:59.560> an<00:15:59.740> app<00:15:59.980> where<00:16:00.140> you<00:16:00.260> can<00:16:00.480> like<00:16:00.640> input<00:16:00.920> the<00:16:01.080> topic<00:16:01.500> and<00:16:01.660> it<00:16:01.900> has<00:16:01.920> a<00:16:02.180> bunch<00:16:02.181> of<00:16:02.260> prompts<00:16:02.560> on<00:16:02.720> the<00:16:02.860> backend<00:16:03.220> and<00:16:03.380> it'll<00:16:03.520> give<00:16:03.700> you<00:16:03.900> recommendations<00:16:04.440> in<00:16:04.740> a<00:16:04.840> structured<00:16:05.140> format<00:16:05.760> and<00:16:06.300> you<00:16:06.420> can<00:16:06.560> take<00:16:06.680> it<00:16:06.820> to<00:16:06.900> your<00:16:07.140> boss<00:16:07.320> and<00:16:07.440> be<00:16:07.580> like,<00:16:07.720> these<00:16:07.860> are<00:16:08.000> the<00:16:08.040> ones<00:16:08.120> we<00:16:08.240> should<00:16:08.400> buy.

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And<00:16:08.760> it<00:16:08.820> took<00:16:08.940> you<00:16:09.580> 3<00:16:09.900> minutes<00:16:10.180> to<00:16:10.380> make,<00:16:11.060> to<00:16:12.240> generate.

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So,<00:16:13.520> you<00:16:13.521> know,<00:16:13.880> like<00:16:14.120> mother<00:16:15.020> and<00:16:15.380> I,<00:16:15.760> Lana,<00:16:16.360> geeking<00:16:16.620> out<00:16:16.780> on<00:16:16.960> a<00:16:17.140> Sunday,<00:16:17.500> vibe<00:16:18.040> coding.

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It's<00:16:18.680> pretty<00:16:18.880> cool.

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It's<00:16:19.560> incredible,<00:16:20.060> dude.

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That's<00:16:20.380> so<00:16:20.620> cool.

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Give<00:16:21.480> me<00:16:21.600> a<00:16:21.760> sense<00:16:21.880> for<00:16:22.000> your<00:16:22.280> sales<00:16:22.440> cycle.

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Is<00:16:22.841> it<00:16:22.960> different<00:16:23.260> in<00:16:23.480> the<00:16:23.640> edtech<00:16:23.940> space<00:16:24.600> than<00:16:24.860> others?

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Like<00:16:25.540> how<00:16:26.280> you're<00:16:26.540> selling<00:16:26.820> into<00:16:26.840> companies,<00:16:26.860> things<00:16:26.880> like<00:16:26.900> that.

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Yeah.

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So<00:16:28.904> we<00:16:29.064> have<00:16:29.224> an<00:16:29.305> interest.

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So<00:16:29.866> we're<00:16:30.042> mostly<00:16:30.507> direct-to-consumer<00:16:31.470> or<00:16:31.550> direct-to-professional.

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So<00:16:33.234> this<00:16:33.394> will<00:16:33.539> be,<00:16:33.699> yeah,<00:16:35.239> like<00:16:36.041> Clint<00:16:36.362> wants<00:16:36.747> to<00:16:37.404> stop<00:16:37.789> paying<00:16:38.110> real<00:16:38.286> estate<00:16:38.607> or<00:16:39.072> realtors,<00:16:40.516> you<00:16:40.548> know,<00:16:40.837> the<00:16:40.917> 3<00:16:41.254> and<00:16:41.350> 6.

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So<00:16:42.312> he's<00:16:42.441> just<00:16:42.537> going<00:16:42.697> to<00:16:42.777> go<00:16:43.178> take<00:16:43.403> our<00:16:43.499> course,<00:16:43.884> get<00:16:44.044> a<00:16:44.060> license,<00:16:44.606> and<00:16:44.686> save<00:16:44.862> yourself<00:16:45.183> some<00:16:45.376> money.

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So<00:16:45.905> like,<00:16:46.146> we<00:16:46.306> definitely<00:16:46.643> have<00:16:46.787> customers<00:16:47.188> like<00:16:47.365> that.

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Others,<00:16:47.990> it's<00:16:48.134> like,<00:16:48.327> hey,<00:16:49.193> I<00:16:49.257> want<00:16:49.337> to<00:16:49.434> pivot<00:16:49.738> into<00:16:49.915> this<00:16:50.075> career<00:16:50.957> or<00:16:52.080> whatever<00:16:52.385> it<00:16:52.417> might<00:16:52.625> be.

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So<00:16:53.620> it's<00:16:54.149> about<00:16:54.743> 90%<00:16:54.951> direct-to-consumer,<00:16:56.090> 10%<00:16:57.052> there<00:16:57.132> will<00:16:57.293> be<00:16:57.453> businesses<00:16:58.078> that<00:16:58.255> buy<00:16:58.656> for<00:16:59.057> their<00:17:00.564> constituents,<00:17:01.446> or<00:17:01.783> public<00:17:02.007> schools<00:17:02.408> will<00:17:02.504> buy<00:17:02.745> for<00:17:02.905> their<00:17:03.001> students,<00:17:03.691> which<00:17:03.787> has<00:17:03.931> been<00:17:04.974> cool<00:17:05.150> to<00:17:05.230> see<00:17:05.391> too.

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Give<00:17:06.112> me<00:17:06.353> a<00:17:06.369> sense<00:17:06.818> for<00:17:07.379> how<00:17:07.539> you're<00:17:07.700> thinking<00:17:07.972> about<00:17:08.197> the<00:17:08.277> macroeconomic<00:17:09.175> environment.

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Obviously<00:17:10.698> it<00:17:10.731> was<00:17:10.843> a<00:17:10.923> rocky<00:17:11.725> beginning<00:17:12.046> of<00:17:12.126> the<00:17:12.206> year<00:17:12.511> with<00:17:12.607> tariffs<00:17:13.088> and<00:17:13.168> all<00:17:13.232> that<00:17:13.393> type<00:17:13.585> of<00:17:13.633> stuff.

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Like,<00:17:14.274> how<00:17:14.868> did<00:17:15.012> any<00:17:15.156> of<00:17:15.237> that<00:17:15.317> affect<00:17:15.638> you,<00:17:15.734> number<00:17:15.974> one?

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And<00:17:16.375> two,<00:17:16.600> how<00:17:16.760> are<00:17:16.856> you<00:17:17.017> thinking<00:17:17.337> about<00:17:17.514> it<00:17:17.642> moving<00:17:17.882> forward?

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The<00:17:18.989> macro,<00:17:19.582> the<00:17:19.743> biggest,<00:17:21.026> the<00:17:21.186> biggest<00:17:21.491> impact<00:17:21.907> of<00:17:21.972> macro<00:17:22.373> to<00:17:22.613> us<00:17:22.773> so<00:17:22.950> far<00:17:23.190> has<00:17:23.351> been<00:17:24.393> just<00:17:24.618> the<00:17:24.698> state<00:17:25.019> of<00:17:25.115> the<00:17:25.195> real<00:17:25.355> estate<00:17:25.660> market.

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The<00:17:28.001> less<00:17:28.402> homes<00:17:28.723> being<00:17:28.900> sold,<00:17:29.268> the<00:17:29.349> less<00:17:29.541> attractive<00:17:30.086> that<00:17:30.311> is<00:17:30.487> as<00:17:30.648> an<00:17:30.728> industry<00:17:31.129> to<00:17:31.209> go<00:17:31.450> enter<00:17:31.754> into<00:17:32.652> for<00:17:33.358> a<00:17:33.374> new<00:17:33.599> career.

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So<00:17:35.443> we've<00:17:35.635> seen<00:17:36.181> that,<00:17:36.806> you<00:17:36.902> know,<00:17:36.998> there<00:17:37.079> was<00:17:37.223> a<00:17:37.784> lawsuit,<00:17:38.442> an<00:17:38.586> antitrust<00:17:39.131> lawsuit,<00:17:39.629> National<00:17:39.965> Association<00:17:40.495> of<00:17:40.575> Realtors,<00:17:41.152> which<00:17:41.313> sort<00:17:41.537> of<00:17:41.617> just<00:17:42.259> kept<00:17:42.595> creating<00:17:43.061> headlines<00:17:43.638> around<00:17:44.600> this<00:17:44.761> is<00:17:44.841> not<00:17:45.145> where<00:17:45.306> you'd<00:17:45.466> want<00:17:45.627> to<00:17:45.659> start<00:17:45.947> a<00:17:46.028> career.

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So<00:17:47.102> we've<00:17:47.230> seen<00:17:47.471> that<00:17:47.567> some<00:17:47.792> of<00:17:47.824> that<00:17:47.904> starts<00:17:48.289> to<00:17:48.353> subside,<00:17:49.010> but<00:17:49.716> Really<00:17:50.133> like<00:17:50.293> from<00:17:50.454> an<00:17:50.534> interest<00:17:50.871> rates<00:17:51.095> perspective,<00:17:51.736> that<00:17:51.897> one<00:17:52.041> hits<00:17:52.298> that<00:17:52.458> part<00:17:52.698> of<00:17:52.763> our<00:17:52.859> business,<00:17:53.324> which<00:17:53.484> is<00:17:54.158> still<00:17:54.382> fairly<00:17:54.767> meaningful.

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But<00:17:55.905> you<00:17:56.001> know,<00:17:56.386> good<00:17:56.611> thing<00:17:56.771> about<00:17:57.012> that<00:17:57.252> is<00:17:57.589> it<00:17:57.829> literally<00:17:58.230> is<00:17:58.326> a<00:17:58.391> cycle.

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There<00:17:59.417> will<00:17:59.593> be<00:17:59.753> an<00:17:59.898> upswing.

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It<00:18:01.100> will<00:18:01.277> be<00:18:01.437> an<00:18:01.533> attractive<00:18:01.998> industry<00:18:02.399> to<00:18:02.479> enter<00:18:02.800> into.

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And<00:18:03.249> that<00:18:03.441> right<00:18:03.538> now<00:18:03.746> you<00:18:03.842> could<00:18:03.986> argue<00:18:04.163> is<00:18:04.259> a<00:18:04.307> great<00:18:04.484> time<00:18:04.804> to<00:18:04.868> enter<00:18:05.125> into<00:18:05.446> it<00:18:05.526> and<00:18:05.590> you<00:18:05.670> get<00:18:05.766> to<00:18:05.911> ride<00:18:06.087> that<00:18:06.263> upswing.

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So<00:18:07.049> that's<00:18:08.027> the<00:18:08.107> biggest<00:18:08.348> macro<00:18:08.733> thing.

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Macro<00:18:09.374> doesn't<00:18:09.695> impact<00:18:10.160> driving<00:18:11.138> too<00:18:11.234> much.

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It's<00:18:13.527> pretty<00:18:13.767> stable<00:18:14.505> regardless<00:18:14.986> of<00:18:15.066> what's<00:18:15.226> going<00:18:15.531> on<00:18:15.627> in<00:18:15.707> the<00:18:15.852> world<00:18:16.509> aside<00:18:16.974> from,<00:18:17.151> you<00:18:17.247> know,<00:18:17.650> month<00:18:18.200> and<00:18:18.340> a<00:18:18.440> half<00:18:18.600> blip<00:18:18.960> with<00:18:19.400> COVID<00:18:19.800> where<00:18:20.040> you<00:18:20.140> literally<00:18:20.400> couldn't<00:18:20.680> go<00:18:20.900> get<00:18:20.960> a<00:18:21.060> driving—<00:18:21.619> driver's<00:18:22.020> license<00:18:22.220> because<00:18:22.440> no<00:18:22.980> DMVs<00:18:23.360> or<00:18:23.460> DPSs<00:18:23.900> were<00:18:24.100> open.

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So<00:18:24.800> that<00:18:25.020> was<00:18:25.140> a<00:18:25.360> thing.

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But<00:18:25.760> for<00:18:25.780> the<00:18:25.900> most<00:18:26.120> part,<00:18:26.320> we're<00:18:26.600> fairly<00:18:27.020> insulated<00:18:27.520> there.

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How's<00:18:28.740> Austin<00:18:29.020> doing<00:18:29.280> as<00:18:29.500> a<00:18:29.680> tech<00:18:29.860> hub<00:18:30.020> and<00:18:30.180> just<00:18:30.400> overall?

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Yeah,<00:18:33.440> you<00:18:33.560> know,<00:18:33.839> like,<00:18:34.120> this<00:18:34.140> is<00:18:35.220> an<00:18:35.920> understanding<00:18:36.420> your<00:18:36.740> audience.

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Like,<00:18:37.580> there's<00:18:37.780> articles—<00:18:38.440> I<00:18:38.460> think<00:18:38.620> there<00:18:38.740> was<00:18:38.800> an<00:18:39.040> article<00:18:39.200> came<00:18:39.480> out<00:18:39.600> like<00:18:39.700> a<00:18:39.800> month<00:18:40.040> ago.

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It's<00:18:41.320> like<00:18:41.620> the<00:18:41.900> death<00:18:42.260> of—<00:18:42.540> I<00:18:42.640> don't<00:18:42.820> know,<00:18:43.000> it<00:18:43.001> was<00:18:43.160> like<00:18:43.400> some<00:18:43.800> very<00:18:43.960> negative<00:18:44.500> article<00:18:44.980> about—.

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That's<00:18:45.260> why<00:18:45.580> I<00:18:45.620> asked.

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It's<00:18:46.600> like,<00:18:46.660> it's<00:18:46.960> never<00:18:47.200> true<00:18:47.580> the<00:18:47.600> way<00:18:47.620> they<00:18:47.640> portray<00:18:47.660> any<00:18:47.680> of<00:18:47.700> this<00:18:49.500> stuff,<00:18:49.758> right?

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Remember<00:18:50.339> my<00:18:50.985> hotspots?

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I<00:18:52.116> guess<00:18:52.374> not<00:18:52.746> hotspots,<00:18:54.684> I<00:18:54.781> mean,<00:18:55.265> this<00:18:55.508> isn't<00:18:55.815> like<00:18:55.976> the<00:18:56.138> popular<00:18:57.026> answer<00:18:57.268> I<00:18:57.284> should<00:18:57.430> expect.

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I<00:18:59.106> don't<00:18:59.315> really<00:18:59.557> care<00:19:01.652> because<00:19:02.393> I'm<00:19:02.619> kind<00:19:02.861> of<00:19:02.893> like,<00:19:03.892> I<00:19:03.989> got<00:19:04.150> to<00:19:04.230> go<00:19:04.392> hit<00:19:04.537> our<00:19:04.698> numbers.

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Like,<00:19:05.987> I<00:19:06.003> got<00:19:06.422> 3<00:19:06.728> kids<00:19:07.051> to<00:19:07.180> raise.

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Like,<00:19:08.275> I'm<00:19:08.533> going<00:19:08.742> to<00:19:08.823> control<00:19:09.290> what<00:19:09.386> we<00:19:09.547> can<00:19:09.789> control<00:19:10.514> and<00:19:10.739> save<00:19:11.223> all<00:19:11.384> this<00:19:11.561> pontification<00:19:12.608> to<00:19:13.156> everyone<00:19:13.639> else.

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Um,<00:19:15.105> because<00:19:15.266> like,<00:19:15.427> we're<00:19:15.523> still<00:19:15.829> able<00:19:16.007> to<00:19:16.120> hire<00:19:16.315> great<00:19:16.560> talent.

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Like,<00:19:17.116> it's<00:19:17.279> not<00:19:17.459> hurting<00:19:17.851> us<00:19:18.014> there.

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Like,<00:19:18.537> we<00:19:18.684> have<00:19:19.468> you<00:19:19.548> know,<00:19:19.772> when<00:19:19.932> we<00:19:20.077> needed<00:19:20.413> it,<00:19:20.557> we<00:19:20.637> had<00:19:20.814> the<00:19:20.894> capital<00:19:21.438> and<00:19:21.519> we<00:19:21.615> got<00:19:21.775> capital<00:19:22.256> from<00:19:22.496> outside<00:19:22.832> of<00:19:22.960> Austin.

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So<00:19:24.499> like,<00:19:24.659> it<00:19:24.819> didn't<00:19:25.219> really<00:19:25.540> matter.

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And<00:19:26.357> it's<00:19:26.501> just,<00:19:27.078> as<00:19:27.206> I<00:19:27.302> think<00:19:27.543> about<00:19:27.783> my<00:19:27.879> mentality<00:19:28.488> overall,<00:19:28.824> it's<00:19:29.065> like,<00:19:29.786> focus<00:19:30.250> on<00:19:30.426> what<00:19:30.827> is<00:19:30.907> important<00:19:31.452> and<00:19:31.548> most<00:19:31.868> important<00:19:32.333> for<00:19:32.429> me<00:19:32.589> to<00:19:32.734> create<00:19:33.086> a<00:19:33.134> successful<00:19:33.631> business.

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And<00:19:35.089> it's<00:19:35.297> not<00:19:36.018> getting<00:19:36.274> wrapped<00:19:36.595> around<00:19:36.835> the<00:19:37.059> axle<00:19:37.316> around<00:19:37.620> comment<00:19:38.037> boards<00:19:38.437> with<00:19:38.902> those<00:19:39.078> types<00:19:39.398> of<00:19:40.584> topics.

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That's<00:19:42.026> very<00:19:42.266> healthy.

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That's<00:19:42.827> very<00:19:43.003> smart.

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Finally,<00:19:43.965> we<00:19:44.189> end<00:19:44.365> every<00:19:44.525> interview<00:19:44.814> with<00:19:44.910> the<00:19:44.990> same<00:19:45.230> question,<00:19:45.791> and<00:19:45.887> that<00:19:46.111> is<00:19:46.224> at<00:19:46.352> CEO.com,<00:19:47.313> we<00:19:47.489> believe<00:19:47.730> the<00:19:47.810> chances<00:19:48.274> one<00:19:48.515> gives<00:19:49.577> is<00:19:49.723> just<00:19:49.982> as<00:19:50.047> important<00:19:50.370> as<00:19:50.468> the<00:19:50.549> chances<00:19:51.018> one<00:19:51.197> takes.

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When<00:19:52.395> you<00:19:52.557> hear<00:19:52.719> that,<00:19:52.881> who<00:19:53.059> gave<00:19:53.237> you<00:19:53.383> a<00:19:53.448> chance<00:19:53.707> to<00:19:53.788> get<00:19:53.950> you<00:19:54.047> to<00:19:54.128> where<00:19:54.339> you<00:19:54.501> are<00:19:54.598> today?

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The<00:19:56.794> list<00:19:57.363> is<00:19:57.395> so,<00:19:57.785> so<00:19:58.029> long.

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I'm<00:20:00.286> going<00:20:00.432> to<00:20:00.530> give<00:20:00.757> two<00:20:01.082> fast.

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I<00:20:02.154> guess<00:20:02.333> it's<00:20:02.544> three<00:20:02.804> by<00:20:02.966> definition.

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My<00:20:04.189> parents,<00:20:04.903> they<00:20:05.001> did<00:20:05.309> everything<00:20:05.877> for,<00:20:06.363> to<00:20:06.526> give<00:20:06.769> me<00:20:06.996> a<00:20:07.012> life<00:20:07.402> that<00:20:07.515> they<00:20:07.661> didn't<00:20:07.824> have.

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And<00:20:08.894> super,<00:20:09.836> you<00:20:09.933> and<00:20:10.079> I<00:20:10.160> would<00:20:10.209> not<00:20:10.338> be<00:20:10.484> talking<00:20:10.809> without<00:20:11.150> that.

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And<00:20:11.837> then<00:20:12.314> in<00:20:12.478> 2012,<00:20:13.728> there<00:20:13.876> was<00:20:14.123> a<00:20:14.632> partner<00:20:15.208> at<00:20:15.456> Capital<00:20:15.858> Factory<00:20:16.340> was<00:20:16.420> the<00:20:16.581> incubator<00:20:17.143> that<00:20:17.255> I<00:20:17.288> was<00:20:17.464> going<00:20:17.657> through.

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This<00:20:18.476> guy<00:20:18.605> Bob<00:20:18.846> Fabio.

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Bob<00:20:21.160> was<00:20:21.256> a<00:20:21.320> legendary,<00:20:22.284> is<00:20:22.461> a<00:20:22.525> legendary<00:20:23.827> entrepreneur<00:20:24.309> in<00:20:24.453> Austin,<00:20:25.176> and<00:20:26.060> he<00:20:27.024> heard<00:20:27.345> what<00:20:27.506> I<00:20:27.522> was<00:20:27.699> doing.

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It's<00:20:28.229> not<00:20:28.390> what<00:20:28.486> we<00:20:28.647> do<00:20:28.743> today.

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He's<00:20:29.932> like,<00:20:30.735> I<00:20:30.752> don't<00:20:31.057> know<00:20:31.201> if<00:20:31.298> your<00:20:31.603> idea's<00:20:32.021> any<00:20:32.182> good,<00:20:32.728> but<00:20:34.029> something<00:20:34.431> around<00:20:34.592> mobile<00:20:35.636> might<00:20:35.797> make<00:20:36.021> sense.

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And<00:20:36.841> you<00:20:36.921> know<00:20:37.066> what?

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I<00:20:37.644> like<00:20:38.046> you<00:20:38.223> and<00:20:38.351> I<00:20:38.383> think<00:20:38.753> maybe<00:20:39.010> you're<00:20:39.171> going<00:20:39.476> to<00:20:39.556> figure<00:20:39.894> this<00:20:40.119> out,<00:20:40.793> so<00:20:40.922> I'll<00:20:41.163> bet<00:20:41.324> on<00:20:41.484> you.

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And<00:20:42.063> no<00:20:42.207> one<00:20:42.850> at<00:20:42.946> that,<00:20:43.347> with<00:20:43.508> that<00:20:43.733> level<00:20:44.070> of<00:20:44.150> pedigree<00:20:44.632> was<00:20:44.777> willing<00:20:45.018> to<00:20:45.098> do<00:20:45.259> that<00:20:45.371> at<00:20:45.435> that<00:20:45.676> point.

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So<00:20:46.640> he<00:20:46.720> put<00:20:46.897> his<00:20:47.041> social<00:20:47.427> capital<00:20:47.909> out<00:20:48.085> there,<00:20:48.246> put<00:20:48.391> his<00:20:48.487> name<00:20:48.808> out<00:20:48.953> there,<00:20:49.210> and<00:20:50.093> it<00:20:50.173> started<00:20:50.559> opening<00:20:50.896> doors.

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And<00:20:51.699> with<00:20:51.876> doors<00:20:52.326> came<00:20:52.904> more<00:20:53.064> progress<00:20:53.546> too.

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So<00:20:54.108> forever<00:20:54.670> grateful<00:20:55.056> to<00:20:55.152> Bob.

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That's<00:20:55.971> incredible.

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Blake,<00:20:56.742> thank<00:20:56.983> you<00:20:57.015> so<00:20:57.224> much<00:20:57.545> for<00:20:57.706> coming<00:20:58.027> on.

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Congratulations<00:20:59.071> on<00:20:59.151> everything<00:20:59.473> you've<00:20:59.569> built.

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Really,<00:21:00.115> it's<00:21:00.356> super<00:21:00.613> impressive.

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And<00:21:02.091> let's<00:21:02.364> have<00:21:02.524> you<00:21:02.605> on<00:21:02.765> again.

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That'd<00:21:03.247> be<00:21:03.343> fun.

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That'd<00:21:04.130> be<00:21:04.291> awesome,<00:21:04.548> Clint.

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Thank<00:21:05.174> you.

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Thanks<00:21:05.865> for<00:21:06.058> doing<00:21:06.218> what<00:21:06.315> you<00:21:06.411> do.

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It's<00:21:06.796> really<00:21:07.005> helpful<00:21:07.359> for<00:21:07.519> all<00:21:07.599> of<00:21:07.760> us.

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Oh,<00:21:08.647> thanks,<00:21:08.914> man.

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Appreciate<00:21:09.665> it.

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Have<00:21:10.149> a<00:21:10.166> good<00:21:10.316> one.

```