Who is your Edgar?

In 2001, Davis Smith and his wife, Asialene, were newlyweds interning for a nonprofit in Cusco, Peru. They bought lunch and ate it on a bench in the main plaza. Kids came over to sell them things and ran off. One stayed. He was nine; he had a shoe shine kit, and he kept insisting on shining Smith's tennis shoes.

"It took me a while to convince him it's not possible to shine tennis shoes," Smith told the CEO.com Podcast. "But he kept sitting there, and I ended up realizing maybe he's watching us eat because he's hungry. So I gave him my food, and I never remember seeing somebody eat like this before."

The boy's name was Edgar. He had a hole in the seat of his pants, so he was easy to spot from a distance. That night they went looking for him with more food. He ran it over to his friends. They ate with their fingers. It became the Smiths' daily routine for the rest of their stay.

On the last night, walking home near midnight, cold enough to see their breath, they saw two boys asleep across the street with their sweaters pulled over their knees. One was Edgar. Someone had stolen his kit. His father drank. His mother relied on him to feed the younger kids. He would not go home. Smith wrote it all down in his journal that night and gave him what cash they had.

The next morning the bus circled the plaza, and there was Edgar, running alongside it, waving, a bag of candy under one arm that he had bought with the money. He was already selling it.

"On that bus, my wife and I made a commitment," Smith said. "We made a commitment to each other, a promise, that we were going to use our lives to help people like Edgar."

It took him 12 years and two companies to keep it.

The interview took place on August 23, 2021, when Smith was still CEO of Cotopaxi, the Salt Lake City outdoor brand he founded in 2014. He is no longer. He stepped down in July 2023 to spend three years in Brazil as a mission president for The Church of Jesus Christ of Latter-day Saints. That assignment ended this summer. He is Cotopaxi's chairman. The company has passed $100 million in revenue, gone through two CEOs, laid people off, and launched hard-sided luggage. More on that below.

Smith did not study business. He majored in international studies at Brigham Young University. A mentor told him that if he wanted to do good in the world, he should try entrepreneurship, so in 2004 he asked a friend at eBay who the big sellers were. Electronics, jewelry. "He just happened to mention, 'You know, there are even people selling pool tables on eBay.'"

Smith knew nothing about pool tables. He did not know there was slate under the felt. He went home, loaded one of the free AOL dial-up discs that came in the mail, and searched "pool table factory China." He and his cousin Kimball built a spreadsheet of every pool table that sold on eBay and what it went for. They posted a test listing with a factory photo. It sold. They spent all their money on plane tickets.

The first factory was a shack. They thought about canceling the rest of the trip. Then a man showed up at the hotel in a chauffeured Mercedes to drive them to the second one. "We felt like businessmen," Smith said.

They named the brand Spencer Marston, after their middle names. The company itself was called Billiards Express until a Billiards Express in Ohio called within 48 hours, then Billiard Ex, which customers, including Smith's mother, misspelled as "billiard sex." They eventually bought PoolTables.com on an installment plan they could walk away from if the traffic didn't come. It came. They did $1 million in sales the first year. Both sets of parents mortgaged their houses at various points. By the time they sold it to go to business school, it was the largest pool table retailer in the United States.

The second company was Baby.com.br, an e-commerce store for new mothers in Brazil, where traffic is bad, and not every family has a car. It was named Brazil's Startup of the Year in 2012 and raised more than $40 million. In February 2013, it closed an $18 million round at 18 months old. By May, Smith was lying awake.

The company was growing and losing money. Brazil was hard. He and Kimball, cousins who had known each other their whole lives, were not getting along. And Smith was in the region he grew up in, surrounded by the poverty he had promised on that bus to do something about, running a baby store.

"I was laying in bed thinking about this desire I had," he said. "Why is it so hard to figure out how to go do good, but I need to be able to provide for my family too."

It was May 5, 2013. He typed a few ideas into his phone so he could sleep. They kept coming. He went to the couch with his laptop and stayed there for 36 hours. The name Cotopaxi. The slogan, "Gear for Good." The Questival, the 24-hour adventure race the company still runs. The whole model, an outdoor brand whose reason for existing was to fund poverty alleviation.

"I was in the flow, like I was in the zone. Nothing could distract me. I knew what I needed to do."

He said it was a spiritual experience. He believes in God and figures God knew what he wanted before he did. He left Brazil the day after Thanksgiving.

Kimball stayed. Then the Brazilian economy hit a wall, the real estate market collapsed, and Baby.com.br failed. "It's really, really depressing, and you feel embarrassed, right?" Smith said. "We had all these investors. Some of the best investors in the world." Eight years on, he and his cousin were still repairing the relationship. Kimball had started something new and asked him to angel invest. He said yes.

Smith's advice on cofounders comes from that. There are two ways to pick one. You choose the person and go looking for an idea together, which is what he did twice with Kimball. Or you find the idea, figure out what you can't do, and hire for the hole. That is what he did at Cotopaxi with Stephan Jacob, a Wharton classmate who had been in the German special forces and at McKinsey. "In eight years together, we have not had a single argument." He thinks the second way is better.

Cotopaxi was, according to the UN Foundation, the first company to incorporate as a benefit corporation from day one and then raise venture capital. Toms founder Blake Mycoskie and Warby Parker's Neil Blumenthal, another Wharton classmate, were early investors.

The part Smith cares about is that the mission was in the model before the first sale, not attached afterward. He is not a designer. His product people came from Nike, Columbia, Patagonia, and Black Diamond. He told them the mission and let them build. The color-blocked bags the brand is known for were designed by the sewers in the factory, using leftover fabric from other brands that ran on the same lines, with one rule: no two alike. In 2020, Smith said, 94 percent of Cotopaxi's product was remnant or recycled material.

"Yes, we sell backpacks. Yes, we sell jackets and outerwear. That's not why we exist."

A week before the interview, he had bought PoolTables.com back. The website looked worse than it did in 2010. Nobody had touched it in a decade. It was still profitable and had survived two recessions. He paid more for it than he sold it for, converted it to a benefit corporation, and started interviewing CEOs. "All of our passwords in the PoolTables.com business were tied to social impact, even though we had no social impact," he said. "It was just what was in my head all the time."

He went back to Cusco a few years before the interview and found Edgar. Edgar had been orphaned at 13, his mother in childbirth, his father a couple of years later. He was raising his siblings and had a small son of his own. Smith paid for a three-year tour guide program on the condition that Edgar keep his grades up. He graduated in 2020, into a pandemic, with no tourists.

Smith woke up one morning at five with an idea: a virtual walking tour of Cusco for $10 a ticket. Edgar sold about 1,500 of them and used the money to start a tour agency. They talk every week.

"Who is your Edgar?" Smith said. "Who is that thing or that mission or that person that will help you look beyond yourself?"

Eighteen months later he was gone. In January 2023, Cotopaxi announced that Smith would become chairman on July 1 and move his family to Recife to lead the Brazil Recife North Mission for three years. The company had passed $100 million in revenue in 2022, roughly double 2021, with about 300 employees. The Smiths talked about the calling on the Church News podcast before they left. The role was full-time and unpaid, and Fortune reported it meant no vacations and no trips home for three years.

"I've been a decent CEO for this business, growing to the size that we are," he told Shop Eat Surf Outdoor that spring. "I also recognize that I'm not the right person to help us become a multibillion-dollar brand."

The person he picked was Damien Huang, who had run Eddie Bauer. Cotopaxi laid off 22 of about 300 employees in January 2024, six months into Huang's tenure. Huang left that September, about 14 months after taking over. Cotopaxi gave no reason. In December 2024, the board promoted Lindsay Shumlas, who had joined that April as chief financial officer, to CEO, and named director Wendy Yang executive chairwoman. Smith stayed on as chairman. Fortune estimated Cotopaxi's 2025 sales at about $150 million. Shumlas plans to double the North American store count from 20 to 40 by 2029. In April, the company launched Coraza, its first hard-sided luggage, which is a long way from bags sewn out of scraps.

Smith led close to 500 missionaries from 24 countries while all of that happened without him. Before he left, he told Fortune he expected to come back as executive chairman with "an even deeper drive to find a way to use the business to eradicate poverty." Whether that means an operating role again, he hasn't said.

On the podcast in 2021, he said the size of the company was never the point. "It's not about building a unicorn or making as much money as possible or doing better than the next person or having the biggest house. That stuff doesn't even matter. What matters is how many lives we can touch along our way."

00:00:00 Introduction to Davis Smith
00:01:18 Integrating Business and Social Impact
00:04:12 Empowering Employees and Sustainable Manufacturing
00:06:41 The Inspiration Behind Cotopaxi
00:12:43 The Story of PoolTables.com
00:19:58 Acquiring the Domain and Relaunching
00:24:02 Building a Venture-Backed Business in Brazil
00:32:09 Choosing the Right Co-Founders
00:35:03 The Life-Changing Story of Edgar
00:42:22 The True Purpose of Leadership

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I<00:03:21.332> love<00:03:21.575> creating<00:03:22.158> and<00:03:22.304> building,<00:03:23.663> but<00:03:23.728> there<00:03:23.809> was<00:03:23.970> like<00:03:24.084> something<00:03:24.472> missing.

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And<00:03:25.201> it<00:03:25.347> wasn't<00:03:25.654> until<00:03:25.930> I<00:03:26.075> started<00:03:26.350> Cotopaxi<00:03:26.982> that<00:03:27.225> I<00:03:27.451> realized<00:03:28.989> how<00:03:29.799> wonderful<00:03:30.301> it<00:03:30.447> is<00:03:30.706> to<00:03:30.949> integrate<00:03:31.418> those<00:03:31.596> two<00:03:31.839> things.

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And,<00:03:33.294> you<00:03:33.455> know,<00:03:33.760> not<00:03:34.017> just<00:03:34.241> have<00:03:34.434> it<00:03:34.643> like<00:03:34.819> as<00:03:34.996> a<00:03:35.060> CSR<00:03:35.782> kind<00:03:35.959> of<00:03:36.087> program<00:03:36.488> where<00:03:37.291> after<00:03:37.628> the<00:03:37.773> fact<00:03:38.110> you<00:03:38.174> kind<00:03:38.334> of<00:03:38.415> think<00:03:38.607> about,<00:03:38.912> okay,<00:03:39.233> yeah,<00:03:39.618> we're<00:03:39.699> gonna—<00:03:40.421> we<00:03:40.517> made<00:03:40.742> a<00:03:40.758> lot<00:03:40.919> of<00:03:40.951> money,<00:03:41.240> so<00:03:41.464> we<00:03:41.561> better<00:03:41.882> think<00:03:42.042> of<00:03:42.123> how<00:03:42.299> we<00:03:42.428> give<00:03:42.604> this<00:03:42.845> back.

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It<00:03:43.985> was<00:03:44.193> integrated,<00:03:45.237> you<00:03:45.333> know,<00:03:45.814> in<00:03:45.879> our<00:03:45.975> business<00:03:46.376> from<00:03:46.601> day<00:03:46.842> one<00:03:47.179> before<00:03:47.484> we'd<00:03:47.644> ever<00:03:47.885> made<00:03:48.078> a<00:03:48.142> dollar.

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We<00:03:48.928> had,<00:03:49.346> you<00:03:49.426> know,<00:03:49.587> a<00:03:49.747> plan<00:03:50.084> of<00:03:50.213> how<00:03:50.389> we<00:03:50.485> were<00:03:50.550> going<00:03:50.742> to<00:03:50.790> have<00:03:51.015> impact<00:03:51.432> in<00:03:51.497> the<00:03:51.577> world,<00:03:51.914> and<00:03:52.877> we've<00:03:53.054> integrated<00:03:53.583> it<00:03:53.664> into<00:03:54.225> our<00:03:54.306> supply<00:03:54.803> chain,<00:03:55.205> into<00:03:55.365> our<00:03:55.590> giving<00:03:55.911> strategy,<00:03:57.436> into<00:03:57.612> like<00:03:57.917> every<00:03:58.174> little<00:03:58.495> piece—<00:03:58.656> the<00:03:58.752> way<00:03:58.896> we<00:03:58.993> make<00:03:59.153> our<00:03:59.298> product,<00:03:59.843> every,<00:04:00.181> every<00:04:00.405> little<00:04:00.582> piece<00:04:00.839> of<00:04:00.887> the<00:04:00.983> business<00:04:01.384> is<00:04:01.545> tied<00:04:01.930> back<00:04:02.187> to<00:04:02.267> that<00:04:02.492> mission<00:04:02.813> and<00:04:02.909> purpose.

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And<00:04:05.215> it's<00:04:05.618> wonderful.

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And<00:04:06.843> I<00:04:07.004> want<00:04:07.165> more<00:04:07.406> entrepreneurs<00:04:08.051> to<00:04:08.115> experience<00:04:08.695> what<00:04:08.792> I'm<00:04:08.937> experiencing<00:04:09.485> because<00:04:09.743> it<00:04:09.823> feels<00:04:10.146> that<00:04:10.387> good.

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How<00:04:12.217> does—<00:04:12.867> you<00:04:12.964> said<00:04:13.191> like<00:04:13.370> it's<00:04:13.532> tied<00:04:13.841> even<00:04:14.085> into<00:04:14.279> like<00:04:14.507> how<00:04:14.815> you<00:04:14.913> make<00:04:15.221> your<00:04:15.319> products.

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How<00:04:16.050> is<00:04:16.196> that?

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How<00:04:17.430> do<00:04:17.576> you<00:04:17.657> do<00:04:17.820> that?

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Yeah.

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So<00:04:20.583> I'd<00:04:21.018> say<00:04:21.405> the<00:04:21.485> first<00:04:21.807> thing<00:04:22.436> that<00:04:22.597> you<00:04:22.677> have<00:04:22.870> to<00:04:23.015> do,<00:04:23.337> like<00:04:23.740> we<00:04:23.901> had<00:04:24.143> to,<00:04:24.787> we<00:04:24.932> had<00:04:25.045> to<00:04:25.125> set<00:04:25.512> values<00:04:26.236> and<00:04:26.559> core<00:04:26.800> values<00:04:27.283> and<00:04:27.444> build<00:04:28.411> this<00:04:28.638> purpose<00:04:29.063> into,<00:04:29.569> into<00:04:29.782> the<00:04:29.880> very<00:04:30.043> fabric<00:04:30.550> of<00:04:30.615> our<00:04:30.844> business<00:04:31.122> and<00:04:31.253> brand.

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And<00:04:32.397> when<00:04:32.495> we<00:04:32.658> did<00:04:32.904> that,<00:04:33.472> and<00:04:33.616> we<00:04:33.696> empowered<00:04:34.130> our<00:04:34.194> employees<00:04:35.076> to<00:04:35.381> make<00:04:35.622> decisions<00:04:36.215> that<00:04:36.359> would<00:04:36.584> further<00:04:36.841> that<00:04:37.065> mission,<00:04:37.884> that's<00:04:38.124> where<00:04:38.365> really<00:04:38.686> we<00:04:38.766> started<00:04:39.103> seeing<00:04:39.889> this<00:04:40.049> great<00:04:40.290> work<00:04:40.450> happen.

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Because<00:04:41.076> like,<00:04:41.397> honestly,<00:04:42.375> I'm<00:04:42.536> not<00:04:42.696> capable<00:04:43.178> of<00:04:43.258> doing<00:04:43.498> that<00:04:43.659> on<00:04:43.755> my<00:04:43.900> own<00:04:44.445> as<00:04:44.782> a<00:04:44.846> CEO.

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I<00:04:45.825> don't<00:04:46.065> design<00:04:46.531> all<00:04:46.627> the<00:04:46.771> product,<00:04:47.188> you<00:04:47.285> know,<00:04:47.333> I<00:04:47.429> don't,<00:04:47.894> I'm<00:04:48.343> not<00:04:48.536> a<00:04:48.552> designer<00:04:49.049> or<00:04:49.274> a<00:04:49.418> product<00:04:49.739> developer.

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And<00:04:50.958> so<00:04:51.440> I<00:04:51.680> really<00:04:52.001> needed<00:04:52.627> our<00:04:52.867> team<00:04:53.204> to<00:04:53.365> feel<00:04:53.525> empowered<00:04:53.990> to<00:04:54.071> go<00:04:54.151> make<00:04:54.391> those<00:04:54.568> decisions.

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And<00:04:56.589> so<00:04:56.798> once<00:04:57.039> we<00:04:57.135> did<00:04:57.295> that<00:04:57.696> and<00:04:57.776> our<00:04:58.001> team<00:04:58.274> started<00:04:58.579> thinking<00:04:58.899> differently,<00:04:59.864> about<00:05:00.252> how<00:05:00.430> we<00:05:00.527> make<00:05:00.753> product.

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And<00:05:01.238> a<00:05:01.303> lot<00:05:01.497> of,<00:05:01.869> you<00:05:01.902> know,<00:05:01.950> our<00:05:02.193> product<00:05:02.532> team,<00:05:02.775> for<00:05:02.856> example,<00:05:03.325> they'd<00:05:03.567> worked<00:05:03.810> for<00:05:03.891> a<00:05:03.972> lot<00:05:04.134> of<00:05:04.166> other<00:05:04.554> great<00:05:04.797> brands—Nike<00:05:05.605> and<00:05:05.751> Columbia<00:05:06.398> and<00:05:06.640> Black<00:05:06.883> Diamond<00:05:07.320> and<00:05:08.015> Patagonia<00:05:08.662> and<00:05:08.905> these<00:05:08.970> other<00:05:09.342> fantastic<00:05:10.001> companies.

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Once<00:05:12.284> they<00:05:12.445> started<00:05:12.848> realizing,<00:05:13.412> wow,<00:05:13.718> like,<00:05:13.895> I'm<00:05:14.056> empowered<00:05:14.459> to<00:05:14.539> go<00:05:14.781> do<00:05:14.926> something<00:05:15.264> totally<00:05:15.667> different<00:05:15.989> than<00:05:16.134> I<00:05:16.214> was<00:05:16.392> able<00:05:16.553> to<00:05:16.714> do<00:05:16.810> in<00:05:16.939> these<00:05:17.197> previous<00:05:17.600> brands,<00:05:19.227> they<00:05:19.454> are<00:05:20.103> brilliant.

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I<00:05:20.622> mean,<00:05:20.767> they're<00:05:20.930> coming<00:05:21.319> up<00:05:21.481> with,<00:05:21.902> with<00:05:22.129> these<00:05:22.373> great<00:05:22.616> processes.

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And<00:05:23.345> one<00:05:23.507> example<00:05:25.210> is,<00:05:25.712> you<00:05:25.793> know,<00:05:25.956> probably<00:05:26.912> when<00:05:27.072> you<00:05:27.152> think<00:05:27.457> of<00:05:27.554> Cotopaxi,<00:05:28.517> anyone<00:05:28.758> that<00:05:28.838> knows<00:05:29.143> the<00:05:29.239> brand,<00:05:29.625> you<00:05:29.721> think<00:05:29.946> of<00:05:30.026> like<00:05:30.187> these<00:05:30.443> crazy<00:05:31.230> color<00:05:31.551> blocking,<00:05:32.691> you<00:05:32.787> know,<00:05:33.092> really<00:05:33.333> funky<00:05:33.815> bags.

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Well,<00:05:35.661> you<00:05:35.741> know,<00:05:35.837> those<00:05:36.126> bags<00:05:36.544> were<00:05:36.849> designed<00:05:37.668> by<00:05:37.908> sewers<00:05:38.550> in<00:05:38.631> our<00:05:38.791> factory<00:05:40.060> and<00:05:40.878> they<00:05:41.103> were<00:05:41.199> given<00:05:41.504> creative<00:05:41.906> choice<00:05:42.243> and<00:05:42.307> creative<00:05:42.644> power<00:05:43.029> to<00:05:43.126> go<00:05:43.511> choose<00:05:43.928> colors<00:05:44.410> and<00:05:44.555> materials<00:05:45.052> that<00:05:45.197> they<00:05:45.373> wanted.

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The<00:05:46.320> only<00:05:46.561> rule<00:05:46.802> we<00:05:46.882> gave<00:05:47.123> them<00:05:47.235> was<00:05:47.396> to<00:05:47.524> make<00:05:47.781> no<00:05:47.942> bag<00:05:48.183> alike.

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And<00:05:49.066> we<00:05:49.210> used<00:05:49.547> remnant<00:05:49.949> material<00:05:51.538> from<00:05:51.795> leftovers<00:05:52.822> from<00:05:52.999> these<00:05:53.159> other<00:05:53.400> brands<00:05:54.042> that<00:05:54.187> use<00:05:54.379> our<00:05:54.460> same<00:05:54.765> factory<00:05:55.648> to<00:05:55.744> go<00:05:55.888> make<00:05:56.193> the<00:05:56.354> product.

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And<00:05:56.949> so<00:05:57.820> all<00:05:57.917> of<00:05:57.965> a<00:05:57.981> sudden,<00:05:59.175> we<00:05:59.256> had<00:05:59.352> this<00:05:59.514> product<00:05:59.917> that<00:06:00.062> really<00:06:00.256> stood<00:06:00.562> out<00:06:00.708> in<00:06:00.788> the<00:06:00.869> marketplace<00:06:01.611> that<00:06:02.579> told<00:06:02.886> our<00:06:02.982> story,<00:06:03.547> a<00:06:03.563> story<00:06:03.886> of<00:06:03.967> empowerment<00:06:04.918> to<00:06:05.064> these<00:06:05.870> employees,<00:06:06.387> these<00:06:06.500> factory<00:06:06.760> workers,<00:06:07.086> like<00:06:07.493> these<00:06:07.917> artisans,<00:06:08.569> these<00:06:08.732> craftsmen<00:06:09.954> that<00:06:10.182> never<00:06:10.442> had<00:06:10.622> a<00:06:10.687> voice<00:06:11.013> in<00:06:11.094> the<00:06:11.176> creative<00:06:11.567> process<00:06:11.990> before.

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And<00:06:13.720> last<00:06:14.060> year,<00:06:14.691> 2020,<00:06:15.499> 94%<00:06:16.243> of<00:06:16.405> our<00:06:16.551> product<00:06:17.214> at<00:06:17.279> Cotopaxi<00:06:17.699> was<00:06:17.861> made<00:06:18.103> of<00:06:18.265> remnant<00:06:18.605> or<00:06:18.734> recycled<00:06:19.300> material.

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This<00:06:22.145> is<00:06:22.322> crazy.

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I<00:06:22.982> mean,<00:06:24.255> we<00:06:24.351> have<00:06:24.641> changed<00:06:25.141> the<00:06:25.221> way<00:06:25.543> that<00:06:25.688> an<00:06:25.769> outdoor<00:06:26.091> brand<00:06:26.332> can<00:06:26.429> be<00:06:26.590> built.

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And<00:06:27.637> we<00:06:27.733> did<00:06:27.894> it<00:06:27.958> in<00:06:28.054> a<00:06:28.118> way<00:06:28.279> that<00:06:28.359> was<00:06:28.536> better<00:06:28.760> for<00:06:28.857> the<00:06:29.001> planet,<00:06:29.402> that<00:06:29.482> was<00:06:29.659> better<00:06:29.771> for<00:06:29.964> the<00:06:30.060> people<00:06:30.365> involved<00:06:30.798> in<00:06:30.878> the<00:06:31.007> brand,<00:06:31.327> from<00:06:31.424> the<00:06:31.520> supply<00:06:31.985> chain,<00:06:32.707> you<00:06:32.788> know,<00:06:32.948> to<00:06:33.092> our<00:06:33.429> own<00:06:33.606> employees,<00:06:34.151> to<00:06:34.296> the<00:06:34.392> customer.

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And,<00:06:37.344> you<00:06:37.376> know,<00:06:37.521> that's—<00:06:38.163> those<00:06:38.339> are<00:06:38.467> really<00:06:38.724> fun<00:06:38.949> challenges<00:06:39.462> to<00:06:39.591> go<00:06:39.687> tackle.

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What<00:06:41.372> decision<00:06:41.789> did<00:06:41.949> you<00:06:42.045> make<00:06:42.318> first?

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Did<00:06:42.735> you<00:06:42.800> make<00:06:42.992> the<00:06:43.120> decision<00:06:43.618> to<00:06:44.885> create<00:06:45.206> an<00:06:45.303> outdoor<00:06:45.784> brand,<00:06:46.169> an<00:06:46.249> outdoor<00:06:46.731> company,<00:06:47.565> or<00:06:47.613> did<00:06:47.774> you<00:06:47.854> make<00:06:48.030> the<00:06:48.110> decision<00:06:48.528> to<00:06:48.672> create<00:06:49.137> a<00:06:49.234> company<00:06:49.859> that<00:06:51.464> at<00:06:51.560> its<00:06:51.865> core<00:06:52.282> was<00:06:52.523> about<00:06:53.084> doing<00:06:53.486> good<00:06:53.726> and<00:06:53.871> giving<00:06:54.127> back?

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Which<00:06:54.689> came<00:06:54.930> first<00:06:55.170> for<00:06:55.267> you?

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It<00:06:57.656> was<00:06:57.866> the<00:06:57.946> mission<00:06:58.447> came<00:06:58.754> first<00:06:59.400> and<00:06:59.901> that<00:07:00.063> wasn't<00:07:00.386> the<00:07:00.466> case<00:07:00.773> with<00:07:00.870> my<00:07:01.113> first<00:07:01.339> two<00:07:01.500> businesses.

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My<00:07:03.253> other<00:07:03.543> businesses,<00:07:05.009> I<00:07:05.170> wanted<00:07:05.411> to<00:07:05.492> do<00:07:05.572> something<00:07:05.894> entrepreneurial,<00:07:06.700> I<00:07:06.780> came<00:07:07.006> up<00:07:07.086> with<00:07:07.183> an<00:07:07.279> idea.

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This<00:07:09.035> one<00:07:09.180> was<00:07:09.341> very<00:07:09.599> different.

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I<00:07:11.711> was<00:07:11.888> living<00:07:12.211> in<00:07:12.356> Brazil<00:07:14.951> when<00:07:15.112> I<00:07:15.176> had<00:07:15.418> the<00:07:15.515> idea<00:07:15.837> for<00:07:15.982> Cotopaxi<00:07:16.869> and<00:07:17.836> I<00:07:18.239> had<00:07:18.722> actually<00:07:19.125> made<00:07:19.367> a<00:07:19.383> New<00:07:19.463> Year's<00:07:19.786> resolution<00:07:20.430> that<00:07:20.560> year.

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This<00:07:20.856> is<00:07:20.944> in<00:07:21.101> 2013.

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We<00:07:23.439> had<00:07:23.953> a<00:07:24.017> family<00:07:24.435> meeting<00:07:25.446> very<00:07:25.703> beginning<00:07:25.928> of<00:07:26.008> the<00:07:26.089> year.

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We<00:07:26.410> all<00:07:26.522> set<00:07:26.811> New<00:07:26.843> Year's<00:07:27.132> resolutions,<00:07:28.096> and<00:07:29.139> my<00:07:29.396> New<00:07:29.477> Year's<00:07:29.782> resolution<00:07:30.344> was<00:07:30.504> that<00:07:30.600> I<00:07:30.745> wanted<00:07:31.066> to<00:07:31.227> change<00:07:31.548> somebody's<00:07:32.030> life.

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And<00:07:33.089> my<00:07:33.234> wife<00:07:33.475> always<00:07:33.651> makes<00:07:33.892> fun<00:07:34.053> of<00:07:34.085> me<00:07:34.294> because<00:07:34.438> I<00:07:34.534> think<00:07:34.855> goals,<00:07:35.177> you're<00:07:35.321> supposed<00:07:35.658> to<00:07:35.787> have<00:07:35.883> like<00:07:36.044> SMART<00:07:36.381> goals,<00:07:36.702> right?

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Like<00:07:37.103> they're<00:07:37.184> supposed<00:07:37.408> to<00:07:37.489> be<00:07:37.569> specific<00:07:38.211> and<00:07:38.308> measurable<00:07:38.950> and<00:07:39.110> attainable.

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I<00:07:39.753> can't<00:07:39.913> remember<00:07:40.170> the<00:07:40.299> whole<00:07:40.475> thing,<00:07:40.716> but<00:07:41.423> I<00:07:41.519> never<00:07:41.760> do.

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I'm<00:07:42.579> not<00:07:42.804> a<00:07:42.884> good—<00:07:43.285> apparently<00:07:43.863> I'm<00:07:44.008> not<00:07:44.168> a<00:07:44.233> good<00:07:44.393> goal<00:07:44.506> setter<00:07:44.955> because<00:07:45.854> I<00:07:45.918> don't<00:07:46.095> follow<00:07:46.818> that<00:07:47.203> rule.

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But<00:07:47.942> That<00:07:48.118> was<00:07:48.327> my<00:07:48.423> goal.

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I<00:07:48.969> wanted<00:07:49.210> to<00:07:49.307> change<00:07:49.564> somebody's<00:07:50.013> life.

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And<00:07:50.431> so<00:07:50.575> I<00:07:50.672> had<00:07:50.832> it<00:07:50.913> on<00:07:51.009> a<00:07:51.057> Post-it<00:07:51.475> note<00:07:51.716> on<00:07:51.796> my<00:07:52.021> mirror<00:07:52.197> in<00:07:52.278> my<00:07:52.438> bathroom.

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And<00:07:53.081> every<00:07:54.285> day<00:07:54.510> brushing<00:07:54.751> your<00:07:54.927> teeth,<00:07:55.329> I<00:07:55.409> was<00:07:55.554> like<00:07:55.666> seeing<00:07:55.987> this<00:07:56.292> goal.

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And<00:07:56.790> it<00:07:56.919> was—<00:07:58.525> fast<00:07:58.782> forward<00:07:59.007> a<00:07:59.023> few<00:07:59.167> months,<00:07:59.504> I<00:07:59.520> mean,<00:07:59.826> it's<00:08:00.050> May<00:08:01.335> and<00:08:01.913> I'm<00:08:02.058> feeling<00:08:02.395> pretty—<00:08:03.455> I'm<00:08:03.583> kind<00:08:03.744> of<00:08:03.776> feeling<00:08:04.081> discouraged<00:08:04.724> at<00:08:04.804> this<00:08:05.029> moment,<00:08:05.430> honestly,<00:08:05.912> like<00:08:06.972> for<00:08:07.116> a<00:08:07.133> number<00:08:07.438> of<00:08:07.534> reasons.

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Things<00:08:08.112> that<00:08:08.192> were<00:08:08.321> going<00:08:08.642> on<00:08:09.140> in<00:08:09.284> my<00:08:09.622> business<00:08:10.007> life<00:08:10.344> there<00:08:10.585> in<00:08:10.714> Brazil,<00:08:11.308> this<00:08:11.533> business<00:08:11.774> that<00:08:11.934> I<00:08:11.950> was<00:08:12.255> building.

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Brazil<00:08:13.171> is<00:08:13.251> a<00:08:13.460> very<00:08:13.717> challenging<00:08:14.343> place.

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You<00:08:16.864> know,<00:08:17.555> I<00:08:17.715> was<00:08:18.197> my<00:08:18.357> whole<00:08:18.598> life,<00:08:18.935> I<00:08:19.096> dreamed<00:08:19.514> of<00:08:19.658> going<00:08:19.899> and<00:08:20.043> having<00:08:20.365> the<00:08:20.397> social<00:08:20.846> impact<00:08:21.344> and<00:08:21.440> I'm<00:08:21.665> in<00:08:21.826> Brazil,<00:08:23.496> you<00:08:23.528> know,<00:08:23.833> this<00:08:23.993> region<00:08:24.234> of<00:08:24.266> the<00:08:24.379> world<00:08:24.555> that<00:08:24.636> I<00:08:24.716> grew<00:08:24.941> up<00:08:25.182> in<00:08:25.342> and<00:08:25.422> I'm<00:08:25.535> seeing<00:08:25.984> poverty<00:08:26.707> all<00:08:26.900> over<00:08:27.189> the<00:08:27.269> place<00:08:27.767> and<00:08:27.863> I'm<00:08:28.007> feeling<00:08:29.051> just<00:08:29.372> unfulfilled.

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Like,<00:08:30.721> what<00:08:30.898> am<00:08:30.978> I<00:08:31.058> doing?

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Like,<00:08:31.684> I'm<00:08:31.845> not<00:08:32.086> accomplishing<00:08:32.744> this<00:08:33.049> mission,<00:08:33.788> this<00:08:33.948> life<00:08:34.253> mission<00:08:34.510> that<00:08:34.655> I<00:08:34.751> had.

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And,<00:08:38.364> you<00:08:38.444> know,<00:08:38.508> I<00:08:38.573> was<00:08:38.685> laying<00:08:38.926> in<00:08:39.006> bed<00:08:39.231> at<00:08:39.327> night<00:08:40.772> This<00:08:40.997> is<00:08:41.157> on<00:08:42.199> May<00:08:42.456> 5th,<00:08:43.178> 2013,<00:08:44.220> and<00:08:44.364> I,<00:08:45.583> I<00:08:46.289> was<00:08:46.385> laying<00:08:46.625> in<00:08:46.706> bed<00:08:47.026> thinking<00:08:47.347> about<00:08:47.828> this,<00:08:48.710> this<00:08:48.870> desire<00:08:49.352> I<00:08:49.432> had<00:08:49.833> and<00:08:49.977> that<00:08:50.089> I'd<00:08:50.378> been<00:08:50.538> thinking<00:08:50.811> about<00:08:51.180> for<00:08:51.260> much<00:08:51.516> of<00:08:51.597> my<00:08:51.741> life<00:08:52.158> and<00:08:53.345> kind<00:08:53.425> of<00:08:53.505> thinking,<00:08:54.307> you<00:08:54.339> know,<00:08:54.884> why<00:08:54.996> does<00:08:55.221> it<00:08:55.349> take—<00:08:55.606> why<00:08:55.702> is<00:08:55.782> it<00:08:55.846> so<00:08:56.071> hard<00:08:56.311> to<00:08:56.408> figure<00:08:56.712> out,<00:08:57.514> you<00:08:57.594> know,<00:08:57.995> how<00:08:58.091> to<00:08:59.535> go<00:08:59.759> do<00:08:59.920> good?

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But<00:09:00.497> like,<00:09:00.737> I<00:09:00.834> need<00:09:00.978> to<00:09:01.042> be<00:09:01.074> able<00:09:01.218> to<00:09:01.603> provide<00:09:02.165> for<00:09:02.245> my<00:09:02.421> family<00:09:02.742> too.

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Like,<00:09:03.287> how<00:09:03.383> do<00:09:03.464> I<00:09:03.608> do<00:09:03.768> this?

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And<00:09:05.067> as<00:09:05.147> I<00:09:05.163> was<00:09:05.372> laying<00:09:05.564> in<00:09:05.693> bed,<00:09:05.869> I<00:09:05.949> started<00:09:06.254> having<00:09:07.168> some<00:09:07.313> ideas<00:09:07.778> that<00:09:08.115> came<00:09:08.356> to<00:09:08.388> my<00:09:08.452> mind,<00:09:08.837> and<00:09:08.981> I<00:09:09.463> rolled<00:09:09.703> over<00:09:10.040> and<00:09:10.522> I<00:09:10.666> typed<00:09:10.907> them<00:09:11.019> into<00:09:11.164> my<00:09:11.404> phone,<00:09:13.153> and<00:09:13.972> thinking<00:09:14.293> that<00:09:14.453> I<00:09:14.533> could<00:09:14.774> go<00:09:14.918> back<00:09:15.159> to<00:09:15.239> sleep,<00:09:16.764> and<00:09:19.187> these<00:09:19.347> ideas<00:09:19.668> just<00:09:19.812> kept<00:09:19.989> coming,<00:09:20.390> and<00:09:20.968> my<00:09:21.096> mind<00:09:21.337> was<00:09:21.433> just<00:09:21.658> racing.

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And<00:09:22.540> I'm<00:09:22.781> sure,<00:09:23.038> Clint,<00:09:23.198> you've<00:09:23.343> had<00:09:23.519> these<00:09:23.744> kind<00:09:23.856> of<00:09:23.936> experiences.

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I<00:09:25.124> think<00:09:25.300> it's<00:09:25.525> not<00:09:26.006> atypical,<00:09:27.194> you<00:09:27.226> know,<00:09:27.450> entrepreneurs,<00:09:28.028> sometimes<00:09:28.718> your<00:09:28.814> mind<00:09:29.135> just<00:09:29.312> never<00:09:29.520> stops.

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But<00:09:31.125> I<00:09:31.301> ended<00:09:31.462> up<00:09:31.622> going<00:09:31.927> out<00:09:32.264> and<00:09:32.489> onto<00:09:32.665> the<00:09:32.746> couch,<00:09:33.147> and<00:09:33.227> I<00:09:33.387> brought<00:09:33.500> my<00:09:33.628> computer,<00:09:34.093> and<00:09:34.174> I<00:09:34.270> just<00:09:34.382> started<00:09:35.920> brain<00:09:36.115> dumping,<00:09:36.811> you<00:09:36.843> know,<00:09:37.312> all<00:09:37.393> these<00:09:37.620> ideas<00:09:38.024> that<00:09:38.105> were<00:09:38.186> coming<00:09:38.429> to<00:09:38.510> my<00:09:38.672> head.

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And<00:09:40.048> I<00:09:40.371> honestly<00:09:40.776> had<00:09:40.889> never<00:09:41.181> experienced<00:09:42.508> something<00:09:42.799> quite<00:09:43.123> like<00:09:43.366> this<00:09:43.624> before.

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And<00:09:46.515> I<00:09:46.548> don't<00:09:46.694> know<00:09:46.775> that<00:09:46.922> I<00:09:47.003> ever<00:09:47.182> will<00:09:47.361> again.

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It<00:09:48.078> was—<00:09:48.892> I<00:09:49.054> felt<00:09:49.364> completely<00:09:49.950> inspired.

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The<00:09:52.662> entire<00:09:53.083> business<00:09:53.406> model<00:09:53.649> came<00:09:53.891> to<00:09:53.940> my<00:09:54.118> head,<00:09:55.023> you<00:09:55.056> know,<00:09:55.330> building<00:09:55.589> an<00:09:55.735> outdoor<00:09:56.074> brand<00:09:56.462> that<00:09:56.624> could<00:09:56.737> inspire<00:09:57.368> people<00:09:57.691> to<00:09:57.853> do<00:09:58.015> good<00:09:58.257> with<00:09:58.483> us,<00:10:00.036> that<00:10:00.181> would<00:10:00.278> connect<00:10:00.666> people<00:10:00.909> with<00:10:01.071> the<00:10:01.168> world.

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You<00:10:02.506> know,<00:10:02.878> the<00:10:03.121> name<00:10:03.380> Cotopaxi,<00:10:04.091> our<00:10:04.592> slogan,<00:10:05.077> Gear<00:10:05.304> for<00:10:05.482> Good,<00:10:07.099> the<00:10:07.260> early<00:10:07.503> idea<00:10:08.133> for<00:10:08.230> the<00:10:08.311> Questival,<00:10:09.039> this<00:10:09.201> 24-hour<00:10:09.847> adventure<00:10:10.252> race<00:10:10.494> that<00:10:10.575> we<00:10:10.721> do,<00:10:10.995> all<00:10:11.222> those<00:10:11.448> ideas<00:10:11.934> came<00:10:12.176> to<00:10:12.273> me<00:10:12.354> within<00:10:13.244> a<00:10:13.390> 36-hour<00:10:14.053> period.

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I<00:10:14.474> spent<00:10:14.862> that<00:10:15.024> entire<00:10:15.363> night<00:10:15.590> on<00:10:15.671> the<00:10:15.752> couch,<00:10:16.156> the<00:10:16.205> entire<00:10:16.561> next<00:10:16.884> day,<00:10:17.127> and<00:10:17.208> the<00:10:17.272> entire<00:10:17.693> following<00:10:18.097> night.

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And<00:10:19.227> I<00:10:19.243> was<00:10:19.404> just<00:10:19.646> like,<00:10:21.804> I<00:10:21.884> was<00:10:22.045> in<00:10:22.126> the<00:10:22.206> flow.

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Like,<00:10:22.866> I<00:10:22.947> was<00:10:23.108> in<00:10:23.189> the<00:10:23.269> zone,<00:10:23.672> just<00:10:23.817> like,<00:10:24.622> nothing<00:10:24.960> could<00:10:25.105> distract<00:10:25.523> me.

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Like,<00:10:25.829> I<00:10:25.926> was<00:10:26.103> just<00:10:26.329> like,<00:10:27.212> I<00:10:27.292> knew<00:10:27.857> what<00:10:28.035> I<00:10:28.099> needed<00:10:28.342> to<00:10:28.487> do.

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And<00:10:31.489> it<00:10:31.569> was<00:10:31.731> a<00:10:31.811> really<00:10:33.506> beautiful<00:10:33.893> experience.

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And<00:10:36.411> I<00:10:36.492> knew<00:10:37.551> the<00:10:37.698> reason<00:10:38.040> that<00:10:38.284> this<00:10:38.594> business<00:10:38.936> existed<00:10:39.506> was<00:10:39.751> to<00:10:39.897> fight<00:10:40.158> poverty.

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And<00:10:41.038> that<00:10:41.787> was<00:10:42.015> my<00:10:42.194> biggest<00:10:42.504> motivation.

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And<00:10:43.917> yes,<00:10:44.226> we<00:10:44.308> sell<00:10:44.487> backpacks.

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Yes,<00:10:45.628> we<00:10:45.710> sell<00:10:45.873> jackets<00:10:46.362> and<00:10:46.509> outerwear.

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That's<00:10:48.481> not<00:10:48.709> why<00:10:48.889> we<00:10:49.035> exist.

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We<00:10:50.597> do<00:10:50.759> that<00:10:51.100> so<00:10:51.246> that<00:10:51.327> we<00:10:51.473> can<00:10:51.651> fund<00:10:52.300> poverty<00:10:52.608> alleviation,<00:10:53.191> so<00:10:53.354> we<00:10:53.435> can<00:10:53.516> go<00:10:53.662> fight<00:10:53.921> poverty.

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So<00:10:54.505> that's<00:10:55.007> our<00:10:55.218> reason<00:10:55.542> for<00:10:55.640> existing.

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When<00:10:58.125> I<00:10:58.253> hear<00:10:58.414> you<00:10:58.494> describe<00:10:58.896> that,<00:10:59.008> it<00:10:59.088> sounds<00:10:59.860> like<00:11:00.422> a<00:11:00.518> spiritual<00:11:01.466> experience.

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Like<00:11:03.329> you've<00:11:03.474> got<00:11:03.602> to<00:11:03.667> have<00:11:04.309> some<00:11:04.614> faith<00:11:05.241> in<00:11:05.739> 2013,<00:11:06.703> spending<00:11:07.184> 36<00:11:07.731> hours<00:11:09.594> feeling<00:11:10.140> like<00:11:10.397> it<00:11:10.542> almost,<00:11:10.943> I<00:11:11.040> mean,<00:11:11.586> honestly,<00:11:11.843> to<00:11:11.923> use<00:11:12.164> words<00:11:12.405> that<00:11:12.646> maybe<00:11:12.871> you're<00:11:12.967> not<00:11:13.064> supposed<00:11:13.305> to<00:11:13.385> word<00:11:13.546> in<00:11:13.610> business,<00:11:13.835> sounds<00:11:14.027> like<00:11:14.172> you're<00:11:14.252> like<00:11:14.429> divinely<00:11:15.602> inspired<00:11:16.405> in<00:11:16.501> that<00:11:16.662> moment.

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Is<00:11:17.449> that,<00:11:17.947> I<00:11:17.963> mean,<00:11:18.830> that<00:11:18.991> doesn't<00:11:19.248> sound<00:11:19.537> like<00:11:19.698> a<00:11:19.858> typical<00:11:20.437> business<00:11:22.525> strategy<00:11:23.392> jam<00:11:23.746> session.

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No,<00:11:26.777> it<00:11:26.842> was<00:11:27.165> like,<00:11:27.423> it<00:11:27.504> was<00:11:27.665> so<00:11:28.085> atypical,<00:11:28.941> right?

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It<00:11:30.895> was<00:11:31.138> not<00:11:31.380> a<00:11:31.396> strategy<00:11:31.945> jam<00:11:32.284> session<00:11:32.753> for<00:11:32.898> sure.

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And<00:11:33.399> it<00:11:33.560> was,<00:11:34.563> for<00:11:34.727> me,<00:11:35.790> it<00:11:35.970> was<00:11:36.460> a<00:11:36.542> spiritual<00:11:37.098> experience.

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I<00:11:40.202> don't<00:11:40.365> know<00:11:40.430> how<00:11:40.674> else<00:11:40.837> to<00:11:40.919> describe<00:11:41.342> it<00:11:41.570> because<00:11:42.059> that's<00:11:42.710> what<00:11:42.824> it<00:11:42.954> was.

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I<00:11:45.159> felt,<00:11:46.538> I<00:11:46.636> went<00:11:46.863> from<00:11:47.025> these<00:11:47.123> feelings<00:11:47.544> of<00:11:47.690> discouragement<00:11:48.648> and<00:11:48.891> feeling<00:11:50.463> frustrated<00:11:51.104> that<00:11:51.200> I<00:11:51.328> hadn't<00:11:51.664> figured<00:11:51.985> things<00:11:52.289> out<00:11:53.091> and<00:11:53.251> questioning,<00:11:53.748> like,<00:11:54.132> was<00:11:54.292> I<00:11:54.373> even<00:11:54.549> on<00:11:54.629> the<00:11:54.709> right<00:11:54.933> path,<00:11:56.696> to<00:11:57.113> 48<00:11:57.497> hours<00:11:57.754> later<00:11:58.138> feeling<00:11:58.395> like<00:11:59.356> this<00:11:59.581> was<00:11:59.901> all<00:12:00.382> part<00:12:00.558> of<00:12:00.638> the<00:12:00.782> plan.

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Like,<00:12:02.000> I<00:12:02.160> needed<00:12:02.866> all<00:12:03.026> these<00:12:03.186> experiences<00:12:03.907> that<00:12:04.067> I've<00:12:04.228> had<00:12:04.404> in<00:12:04.468> the<00:12:04.564> past<00:12:04.949> to<00:12:05.125> build<00:12:05.365> up<00:12:05.526> to<00:12:05.622> this<00:12:05.926> one<00:12:06.086> moment<00:12:07.192> where<00:12:07.352> I<00:12:07.449> was<00:12:07.769> able<00:12:08.170> and<00:12:08.250> capable<00:12:08.811> of<00:12:08.955> going<00:12:09.195> and<00:12:09.291> executing<00:12:09.916> on<00:12:09.996> this<00:12:10.157> idea<00:12:10.413> that<00:12:10.557> I<00:12:10.653> couldn't<00:12:10.958> have<00:12:11.038> executed<00:12:11.599> on<00:12:11.999> 10<00:12:12.240> years<00:12:12.480> ago<00:12:12.640> or<00:12:12.801> 5<00:12:13.073> years<00:12:13.362> ago.

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I<00:12:14.179> needed<00:12:14.563> all<00:12:14.724> those<00:12:14.836> experiences<00:12:15.621> and<00:12:16.326> Honestly,<00:12:16.583> it<00:12:16.663> gave<00:12:16.903> me<00:12:17.047> confidence<00:12:18.891> and<00:12:18.987> faith<00:12:19.468> that<00:12:19.692> like,<00:12:20.975> you<00:12:21.007> know,<00:12:21.071> I'm<00:12:21.247> someone<00:12:21.472> that<00:12:21.616> does<00:12:21.856> believe<00:12:22.097> in<00:12:22.177> God.

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I<00:12:22.369> know,<00:12:22.658> I<00:12:22.738> recognize<00:12:23.155> not<00:12:23.315> everyone<00:12:24.501> does,<00:12:24.838> but<00:12:24.998> whether<00:12:25.142> it's<00:12:25.479> the<00:12:25.559> universe<00:12:26.040> or<00:12:26.104> whatever,<00:12:26.521> like<00:12:27.306> I<00:12:27.403> believed<00:12:27.883> that<00:12:29.551> God<00:12:30.112> knew<00:12:31.490> what<00:12:31.650> I<00:12:31.811> wanted<00:12:32.436> and<00:12:33.077> I<00:12:33.173> didn't<00:12:33.414> know<00:12:33.638> how<00:12:33.734> to<00:12:33.879> get<00:12:34.055> there,<00:12:34.279> but<00:12:34.375> he<00:12:34.600> did.

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And<00:12:35.882> I<00:12:35.962> was<00:12:36.459> building<00:12:36.716> experiences<00:12:37.245> that<00:12:37.341> prepared<00:12:37.806> me<00:12:37.886> and<00:12:37.966> allowed<00:12:38.367> me<00:12:38.527> to<00:12:38.623> go<00:12:39.409> have<00:12:40.691> this<00:12:40.867> impact<00:12:41.268> that<00:12:41.428> I've<00:12:41.509> been<00:12:41.669> able<00:12:41.829> to<00:12:41.909> have<00:12:42.134> with<00:12:42.230> Cotopaxi.

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Well,<00:12:44.137> your<00:12:44.474> previous<00:12:44.858> two<00:12:45.018> companies,<00:12:45.435> you've<00:12:45.691> touched<00:12:46.060> on<00:12:47.117> them<00:12:47.294> a<00:12:47.422> bit<00:12:47.662> here.

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I<00:12:48.063> want<00:12:48.159> to<00:12:48.223> go<00:12:48.319> a<00:12:48.335> little<00:12:48.624> bit<00:12:48.784> deeper<00:12:49.104> on<00:12:49.185> them<00:12:49.281> to<00:12:49.377> set<00:12:49.665> up<00:12:50.002> the<00:12:50.226> journey<00:12:50.498> of<00:12:50.627> Cotopaxi<00:12:51.107> and<00:12:51.204> kind<00:12:51.364> of,<00:12:51.844> well,<00:12:52.021> like<00:12:52.149> you<00:12:52.181> said,<00:12:52.485> like<00:12:52.806> a<00:12:52.886> lot<00:12:53.110> of<00:12:53.142> the<00:12:53.207> things<00:12:53.447> you<00:12:53.591> learned<00:12:54.072> from<00:12:54.633> these<00:12:54.809> first<00:12:55.033> two<00:12:55.193> companies<00:12:55.626> that<00:12:55.770> brought<00:12:56.075> you<00:12:56.107> to<00:12:56.235> Cotopaxi.

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The<00:12:57.837> first<00:12:58.110> one<00:12:58.238> you<00:12:58.318> did<00:12:58.430> is<00:12:58.574> PoolTables.com,<00:12:59.856> right?

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Yeah.

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Very<00:13:03.205> random<00:13:03.622> business.

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Well,<00:13:05.401> I<00:13:05.449> want<00:13:05.561> to<00:13:05.625> talk<00:13:05.929> about<00:13:06.266> PoolTables.com<00:13:06.907> because<00:13:07.388> it's<00:13:07.548> fascinating<00:13:08.077> because<00:13:08.333> you're<00:13:08.429> not<00:13:08.814> that<00:13:09.054> into<00:13:09.390> pool.

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As<00:13:10.419> I<00:13:10.500> understand<00:13:11.065> it,<00:13:11.954> and<00:13:12.019> you<00:13:12.051> didn't<00:13:12.213> know<00:13:12.310> anything<00:13:12.697> about<00:13:12.940> building<00:13:13.328> pool<00:13:13.505> tables.

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Yes,<00:13:16.185> I<00:13:16.347> knew<00:13:16.444> nothing<00:13:16.833> about<00:13:17.239> pool<00:13:17.482> tables.

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I<00:13:18.292> didn't<00:13:18.519> even<00:13:18.698> know<00:13:18.941> there<00:13:19.022> was<00:13:19.184> slate<00:13:19.833> underneath<00:13:20.238> the<00:13:20.400> felt<00:13:20.724> of<00:13:20.805> a<00:13:20.967> pool<00:13:21.130> table,<00:13:21.519> which<00:13:21.697> is<00:13:22.427> kind<00:13:22.605> of<00:13:22.896> Pool<00:13:23.073> Tables<00:13:23.476> 101.

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I<00:13:25.328> didn't<00:13:25.553> know<00:13:25.650> anything<00:13:25.907> about<00:13:26.133> business,<00:13:27.485> you<00:13:27.518> know.

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I<00:13:29.273> majored<00:13:29.740> in<00:13:30.158> international<00:13:30.706> studies.

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I<00:13:31.833> was<00:13:32.091> really<00:13:32.252> passionate<00:13:32.642> about<00:13:32.886> culture<00:13:33.390> and<00:13:33.877> politics<00:13:34.527> and<00:13:34.771> international<00:13:35.258> relations<00:13:35.990> and<00:13:37.413> all<00:13:37.494> those<00:13:37.754> things.

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And,<00:13:39.854> you<00:13:39.935> know,<00:13:40.049> this<00:13:40.260> wasn't<00:13:40.521> like<00:13:40.700> an<00:13:40.911> obvious<00:13:41.318> path<00:13:41.660> for<00:13:41.757> me,<00:13:42.780> but<00:13:44.165> a<00:13:44.197> mentor<00:13:44.729> of<00:13:44.826> mine,<00:13:45.148> a<00:13:45.229> philanthropist,<00:13:46.340> he<00:13:46.904> told<00:13:47.082> me<00:13:47.146> if<00:13:47.307> I<00:13:47.388> wanted<00:13:47.629> to<00:13:47.662> go<00:13:47.742> make<00:13:47.903> a<00:13:47.968> difference<00:13:48.306> in<00:13:48.354> the<00:13:48.451> world<00:13:48.677> that<00:13:48.773> I<00:13:48.838> should<00:13:49.160> think<00:13:49.273> about<00:13:49.498> entrepreneurship.

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And<00:13:50.364> so<00:13:50.478> I<00:13:50.640> was<00:13:51.371> honestly<00:13:51.695> just<00:13:51.874> desperate<00:13:52.360> to<00:13:52.442> do<00:13:52.523> something.

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I<00:13:53.237> wanted<00:13:53.415> to<00:13:53.496> do<00:13:53.594> something<00:13:54.064> that<00:13:54.145> could<00:13:54.389> maybe<00:13:54.616> put<00:13:54.811> me<00:13:54.876> on<00:13:54.957> this<00:13:55.119> path<00:13:55.427> that<00:13:55.525> would<00:13:55.622> allow<00:13:55.930> me<00:13:56.012> to<00:13:56.093> go<00:13:56.190> make<00:13:56.417> a<00:13:56.498> difference<00:13:56.888> in<00:13:56.920> the<00:13:57.050> world.

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And<00:13:59.327> I<00:14:00.299> randomly,<00:14:00.720> I<00:14:00.801> had<00:14:01.190> a<00:14:01.206> friend,<00:14:01.773> a<00:14:01.919> buddy<00:14:02.162> of<00:14:02.259> mine<00:14:02.437> that<00:14:02.583> worked<00:14:02.810> for<00:14:03.215> eBay,<00:14:04.067> And<00:14:04.548> one<00:14:05.030> evening<00:14:05.367> we<00:14:05.431> were<00:14:05.591> just<00:14:05.752> chatting<00:14:06.233> and<00:14:06.330> I<00:14:06.410> was<00:14:06.635> asking<00:14:06.988> him<00:14:07.132> about,<00:14:08.320> you<00:14:08.400> know,<00:14:08.576> what's,<00:14:09.138> you<00:14:09.218> know,<00:14:09.443> who,<00:14:10.004> who's<00:14:10.181> on<00:14:10.502> eBay?

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Like,<00:14:10.839> what<00:14:10.935> do<00:14:10.999> they<00:14:11.080> sell?

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Like,<00:14:11.786> I<00:14:11.866> was<00:14:11.962> starting<00:14:12.251> to<00:14:12.347> dabble<00:14:12.652> with<00:14:12.973> eBay<00:14:13.053> a<00:14:13.070> little<00:14:13.326> bit.

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And<00:14:16.151> he<00:14:16.215> mentioned<00:14:16.600> like<00:14:16.841> electronics.

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He's<00:14:17.803> like,<00:14:17.964> there's<00:14:18.189> somebody<00:14:18.349> who<00:14:18.381> sells<00:14:18.670> a<00:14:18.686> lot<00:14:18.863> of<00:14:18.911> electronics<00:14:19.649> and<00:14:19.729> there's<00:14:19.874> other<00:14:19.970> people<00:14:20.227> that<00:14:20.307> sell<00:14:20.532> jewelry.

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And<00:14:22.056> he<00:14:22.200> just<00:14:22.377> happened<00:14:22.842> to<00:14:22.939> mention,<00:14:24.206> uh,<00:14:24.527> you<00:14:24.559> know,<00:14:24.688> there<00:14:24.752> are<00:14:24.784> even<00:14:25.105> people<00:14:25.410> that<00:14:25.747> like,<00:14:25.907> there's<00:14:26.132> like<00:14:26.950> people<00:14:27.175> selling<00:14:27.432> pool<00:14:27.737> tables<00:14:28.860> on<00:14:29.181> eBay.

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You<00:14:37.208> know,<00:14:37.288> I<00:14:37.449> studied<00:14:37.866> international<00:14:38.348> studies.

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I<00:14:38.814> studied<00:14:39.135> a<00:14:39.215> lot<00:14:39.392> about<00:14:39.616> China<00:14:40.098> and<00:14:40.275> this<00:14:40.499> rise<00:14:40.853> of<00:14:41.061> China<00:14:41.382> as<00:14:41.639> a<00:14:41.704> manufacturer.

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This<00:14:42.603> is<00:14:42.747> in<00:14:42.859> early,<00:14:43.245> you<00:14:43.309> know,<00:14:43.470> in<00:14:43.502> the<00:14:43.630> early<00:14:43.807> 2000s,<00:14:44.449> 2004.

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And<00:14:46.135> so<00:14:47.002> I<00:14:47.018> thought<00:14:47.403> I<00:14:47.500> could<00:14:47.660> do<00:14:47.756> that.

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So<00:14:48.126> I<00:14:48.222> went<00:14:48.383> home<00:14:48.720> and<00:14:49.089> I<00:14:49.490> got<00:14:49.667> one<00:14:49.763> of<00:14:49.828> those<00:14:50.373> AOL<00:14:50.791> discs<00:14:51.337> that<00:14:51.497> you<00:14:51.578> get<00:14:51.690> in<00:14:51.754> the<00:14:51.834> mail<00:14:52.140> with<00:14:52.316> for<00:14:52.701> free<00:14:53.023> internet,<00:14:54.243> dial-up<00:14:54.789> internet,<00:14:55.672> you<00:14:55.704> know,<00:14:55.993> put<00:14:56.089> that<00:14:56.250> on<00:14:56.282> my<00:14:56.410> computer,<00:14:56.892> got<00:14:57.117> up,<00:14:57.374> you<00:14:57.470> know,<00:14:57.614> got<00:14:58.096> my<00:14:58.241> free<00:14:58.481> internet<00:14:58.819> and<00:14:58.899> I<00:14:59.124> Googled<00:15:00.649> pool<00:15:00.826> table<00:15:01.147> factory<00:15:01.709> China.

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And<00:15:02.913> I<00:15:02.993> found<00:15:03.218> some<00:15:03.314> factories<00:15:03.796> that<00:15:03.941> made<00:15:04.197> pool<00:15:04.438> tables<00:15:04.904> and<00:15:06.044> started<00:15:06.606> following<00:15:07.007> on<00:15:07.393> eBay<00:15:07.553> all<00:15:07.650> these<00:15:07.874> listings<00:15:08.517> of<00:15:09.496> other<00:15:09.657> people<00:15:09.914> selling<00:15:10.219> pool<00:15:10.524> tables.

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Marston's<00:15:25.794> my<00:15:25.954> middle<00:15:26.195> name,<00:15:26.516> Spencer's<00:15:27.014> my<00:15:27.158> cousin's<00:15:28.122> middle<00:15:28.363> name.

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But<00:15:41.031> we<00:15:41.128> did<00:15:41.272> $1<00:15:41.369> million<00:15:41.706> in<00:15:41.786> sales<00:15:42.155> our<00:15:42.252> first<00:15:42.637> year,<00:15:44.018> which<00:15:44.194> is,<00:15:44.564> you<00:15:44.981> know,<00:15:45.768> to,<00:15:46.009> you<00:15:46.282> know,<00:15:46.587> dumb<00:15:46.828> college<00:15:47.133> students,<00:15:47.550> like,<00:15:47.727> that<00:15:47.871> was<00:15:48.112> pretty<00:15:48.738> mind-blowing.

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And,<00:15:51.484> you<00:15:51.548> know,<00:15:51.724> there<00:15:51.821> were<00:15:52.126> definitely<00:15:52.623> some<00:15:52.832> hiccups<00:15:53.169> along<00:15:53.490> the<00:15:53.570> way.

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I<00:15:53.827> mean,<00:15:53.971> we<00:15:54.196> almost<00:15:54.452> ran<00:15:54.757> out<00:15:54.838> of<00:15:54.934> money<00:15:55.191> a<00:15:55.335> bunch<00:15:55.511> of<00:15:55.640> times.

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We,<00:15:56.843> you<00:15:56.875> know,<00:15:56.940> I<00:15:57.020> had<00:15:57.116> my<00:15:57.261> parents<00:15:57.662> and<00:15:57.726> my<00:15:57.822> in-laws<00:15:58.143> mortgage<00:15:58.528> their<00:15:58.689> homes<00:15:59.266> to<00:15:59.363> like<00:15:59.892> finance<00:16:00.293> this<00:16:00.470> business,<00:16:01.016> but<00:16:01.577> in<00:16:01.674> the<00:16:01.898> end<00:16:02.701> it<00:16:02.861> worked.

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It's<00:16:08.349> a<00:16:08.477> very<00:16:08.814> small,<00:16:09.857> very,<00:16:10.098> very<00:16:10.275> small<00:16:10.660> industry<00:16:11.061> that's<00:16:11.302> not<00:16:11.542> very<00:16:11.703> sexy.

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So<00:16:12.409> it<00:16:12.489> wasn't<00:16:12.762> really<00:16:12.987> that<00:16:13.211> impressive,<00:16:13.789> but<00:16:13.885> it<00:16:13.949> was<00:16:14.912> such<00:16:15.329> a<00:16:15.394> great<00:16:15.634> learning<00:16:15.939> experience<00:16:16.437> for<00:16:16.549> me<00:16:16.838> as<00:16:16.998> a<00:16:17.079> young<00:16:17.303> entrepreneur.

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Well,<00:16:19.406> the,<00:16:19.567> the<00:16:19.711> fascinating<00:16:20.129> thing,<00:16:20.610> there's<00:16:20.835> so<00:16:20.867> many<00:16:21.172> fascinating<00:16:21.574> things<00:16:21.799> about<00:16:21.975> that<00:16:22.136> story<00:16:22.939> and<00:16:23.099> buildingpooltables.com.

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The<00:16:25.251> craziest<00:16:25.813> one<00:16:26.070> is<00:16:26.214> you<00:16:26.310> just<00:16:26.471> put<00:16:26.696> on<00:16:26.792> a<00:16:26.808> spreadsheet<00:16:27.499> all<00:16:27.659> of<00:16:27.756> these<00:16:28.237> manufacturers<00:16:29.586> in<00:16:29.682> China<00:16:30.726> who<00:16:32.171> made<00:16:32.573> pool<00:16:32.797> tables<00:16:33.600> and<00:16:33.680> you<00:16:33.777> just<00:16:34.018> like<00:16:34.275> assumed<00:16:34.740> that<00:16:35.045> would<00:16:35.206> work.

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Did,<00:16:35.928> did<00:16:36.041> you<00:16:36.330> go<00:16:36.651> to<00:16:36.812> China<00:16:38.497> and<00:16:38.674> know<00:16:38.979> anything<00:16:39.541> about<00:16:39.766> it?

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Yeah.

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Like<00:16:40.360> how<00:16:40.521> did,<00:16:40.970> how<00:16:41.099> does<00:16:41.323> that,<00:16:41.645> like<00:16:42.207> how<00:16:42.303> does<00:16:42.512> that<00:16:42.672> work?

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Yeah,<00:16:44.965> so<00:16:45.127> we,<00:16:45.369> my<00:16:45.530> cousin<00:16:45.853> and<00:16:45.998> I,<00:16:46.240> we<00:16:46.482> did,<00:16:46.805> we<00:16:46.983> like<00:16:47.225> once<00:16:47.548> we<00:16:47.870> actually<00:16:48.113> did<00:16:48.258> a<00:16:48.355> test,<00:16:48.758> like<00:16:48.936> a<00:16:49.307> test<00:16:49.646> listing<00:16:50.130> where<00:16:50.275> we<00:16:50.372> created<00:16:51.583> an<00:16:51.970> eBay<00:16:52.067> listing<00:16:53.178> and<00:16:54.319> we<00:16:54.464> just<00:16:54.576> said,<00:16:54.962> hey,<00:16:55.605> so,<00:16:55.991> you<00:16:56.023> know,<00:16:56.168> solid<00:16:56.473> hardwood<00:16:56.955> custom-made<00:16:57.518> pool<00:16:57.759> table.

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As<00:17:12.636> soon<00:17:12.797> as<00:17:13.343> that<00:17:13.600> listing<00:17:13.986> sold,<00:17:14.468> we<00:17:14.645> bought<00:17:14.950> tickets<00:17:15.544> to<00:17:15.753> fly<00:17:15.930> to<00:17:16.010> China<00:17:16.637> and<00:17:16.894> we<00:17:17.055> basically<00:17:17.456> used<00:17:17.842> all<00:17:17.922> of<00:17:18.019> the<00:17:18.115> money<00:17:18.340> that<00:17:18.420> we<00:17:18.565> had<00:17:18.983> to<00:17:19.063> buy<00:17:19.224> tickets<00:17:19.706> to<00:17:19.850> go<00:17:19.947> to<00:17:20.027> China.

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And<00:17:22.116> this,<00:17:22.678> we<00:17:23.482> went<00:17:23.642> to<00:17:23.723> a<00:17:23.787> couple<00:17:24.028> little<00:17:24.205> factories<00:17:24.992> and<00:17:25.747> it<00:17:25.811> was<00:17:26.679> a<00:17:26.695> very<00:17:27.643> eye-opening<00:17:28.157> experience.

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The<00:17:30.230> first<00:17:30.471> factory<00:17:30.760> we<00:17:30.873> went<00:17:31.098> to<00:17:31.274> was<00:17:31.499> like<00:17:32.383> not<00:17:32.865> what<00:17:33.026> we<00:17:33.122> expected<00:17:34.151> and<00:17:35.676> very,<00:17:37.199> very<00:17:38.241> unsophisticated,<00:17:40.005> and<00:17:40.421> we<00:17:40.566> were<00:17:40.742> pretty<00:17:41.063> freaked<00:17:41.447> out,<00:17:42.906> and<00:17:42.986> we<00:17:43.066> thought<00:17:43.387> we'd<00:17:43.948> blown<00:17:44.493> our<00:17:44.653> money<00:17:45.070> and<00:17:45.295> that<00:17:45.391> this<00:17:45.615> wasn't<00:17:45.808> going<00:17:45.952> to<00:17:46.096> work.

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Like,<00:18:06.683> what<00:18:07.390> world<00:18:07.663> are<00:18:07.792> we<00:18:08.033> in?

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Along<00:18:28.936> that,<00:18:29.257> that<00:18:29.482> journey<00:18:29.835> of<00:18:29.979> growth.

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Yeah,<00:18:54.306> so<00:18:54.547> that<00:18:54.932> was<00:18:55.045> a<00:18:55.173> process<00:18:55.735> that<00:18:55.784> didn't<00:18:55.992> happen<00:18:56.394> immediately.

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So<00:19:45.750> So<00:19:46.023> actually<00:19:46.263> said<00:19:46.569> Billiard<00:19:46.906> Sex.

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It<00:20:08.493> was<00:20:08.653> a<00:20:08.734> lot<00:20:08.910> of<00:20:09.055> money,<00:20:09.874> but<00:20:10.018> this<00:20:10.195> is<00:20:10.292> actually<00:20:11.014> a<00:20:11.079> great<00:20:11.319> story.

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Clint,<00:20:12.123> it's—<00:20:13.150> this<00:20:13.343> is<00:20:13.552> the<00:20:13.712> wonderful<00:20:14.034> thing<00:20:14.194> about<00:20:14.451> entrepreneurship.

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It's<00:20:15.334> about<00:20:15.495> figuring<00:20:15.800> out<00:20:15.880> how<00:20:15.913> to<00:20:16.202> do<00:20:16.314> something<00:20:16.699> with<00:20:16.860> like<00:20:17.101> no<00:20:17.342> resources.

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So<00:20:21.276> we<00:20:21.421> actually<00:20:21.614> negotiated<00:20:22.320> a<00:20:22.336> deal<00:20:22.706> with<00:20:22.786> the<00:20:22.898> seller,<00:20:23.990> uh,<00:20:24.247> for<00:20:24.408> over<00:20:24.569> several<00:20:25.034> years<00:20:25.371> we'd<00:20:25.532> make<00:20:25.837> monthly<00:20:26.239> payments.

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And<00:20:27.363> we<00:20:27.443> just<00:20:27.604> figured,<00:20:27.941> look,<00:20:28.262> if<00:20:28.407> the<00:20:28.487> domain—<00:20:28.969> if<00:20:29.049> we<00:20:29.129> switch<00:20:29.467> to<00:20:29.547> this<00:20:29.707> domain<00:20:30.334> and<00:20:30.494> we<00:20:30.575> start<00:20:30.832> seeing<00:20:31.153> great<00:20:31.458> traction<00:20:31.956> and<00:20:32.052> it's<00:20:32.213> like<00:20:32.438> worth<00:20:32.743> it,<00:20:33.144> we'll<00:20:33.241> keep<00:20:33.562> paying<00:20:33.883> for<00:20:34.044> it.

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If<00:20:34.830> it<00:20:34.991> doesn't,<00:20:35.794> we'll<00:20:35.890> stop<00:20:36.276> paying<00:20:36.613> for<00:20:36.774> it.

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He<00:20:37.175> gets<00:20:37.400> the<00:20:37.432> domain<00:20:37.882> back.

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And<00:20:38.396> it<00:20:38.460> was<00:20:38.620> an<00:20:38.910> it<00:20:38.942> was<00:20:39.102> a<00:20:39.246> test<00:20:39.567> worth<00:20:39.728> having.

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But<00:20:40.706> what<00:20:40.867> we<00:20:40.963> saw<00:20:41.203> is<00:20:41.364> as<00:20:41.428> soon<00:20:41.588> as<00:20:41.669> we<00:20:41.765> got<00:20:41.909> this<00:20:42.070> domain,<00:20:43.016> like<00:20:43.273> organic<00:20:43.658> traffic<00:20:44.139> like<00:20:44.316> skyrocketed.

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It,<00:20:45.358> we<00:20:45.519> like<00:20:45.743> all<00:20:45.855> of<00:20:45.888> a<00:20:45.904> sudden<00:20:46.224> it<00:20:46.321> was<00:20:46.481> a<00:20:46.497> much<00:20:46.962> better<00:20:47.203> business<00:20:48.390> and<00:20:48.486> it<00:20:48.550> was<00:20:48.727> worth<00:20:49.032> paying<00:20:49.369> for<00:20:49.481> that<00:20:49.689> domain.

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So<00:20:50.074> we<00:20:50.171> just<00:20:50.395> paid<00:20:50.652> for<00:20:50.796> it<00:20:50.876> month<00:20:51.117> by<00:20:51.213> month<00:20:51.598> and,<00:20:52.818> you<00:20:52.898> know,<00:20:52.994> we<00:20:53.042> didn't<00:20:53.283> have<00:20:53.475> to<00:20:53.523> have<00:20:53.780> all<00:20:53.876> the<00:20:54.005> money<00:20:54.245> up<00:20:54.406> front<00:20:54.743> and<00:20:54.887> it<00:20:55.128> ended<00:20:55.320> up<00:20:55.464> being<00:20:55.930> a<00:20:56.010> great<00:20:56.250> story<00:20:56.587> for<00:20:56.748> us.

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Well,<00:20:58.512> to<00:20:58.673> cap<00:20:59.058> off<00:20:59.234> that<00:20:59.395> story,<00:20:59.796> just<00:21:00.100> recently<00:21:00.838> you<00:21:01.785> relaunched<00:21:02.442> pooltables.com.

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What<00:21:04.207> was<00:21:04.367> your<00:21:04.624> motivation<00:21:05.266> behind<00:21:05.635> that?

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Yes.

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So,<00:21:08.042> this<00:21:08.235> is<00:21:08.459> the<00:21:08.604> craziest<00:21:09.406> part<00:21:09.583> of<00:21:09.647> this<00:21:09.807> whole<00:21:09.920> story<00:21:10.530> now.

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I<00:21:10.883> mean,<00:21:11.653> I<00:21:11.749> sold<00:21:12.150> that<00:21:12.391> business<00:21:13.980> over<00:21:14.237> 10<00:21:14.478> years<00:21:14.815> ago.

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You<00:21:15.200> know,<00:21:15.344> my<00:21:15.505> cousin<00:21:15.681> and<00:21:15.826> I<00:21:15.922> went<00:21:16.083> to<00:21:16.163> business<00:21:16.516> school.

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Kimball<00:21:17.045> went<00:21:17.190> to<00:21:17.270> Harvard.

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I<00:21:17.768> went<00:21:17.928> to<00:21:18.073> Wharton.

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We<00:21:21.539> wanted<00:21:21.764> to<00:21:21.844> go,<00:21:22.261> you<00:21:22.342> know,<00:21:22.919> swing<00:21:23.289> for<00:21:23.385> the<00:21:23.465> fences<00:21:23.866> with<00:21:23.947> some<00:21:24.251> new<00:21:24.412> idea.

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And<00:21:25.712> we<00:21:25.792> sold<00:21:26.033> the<00:21:26.177> business<00:21:26.675> to<00:21:26.835> a<00:21:26.851> guy<00:21:27.237> that<00:21:27.397> owned<00:21:27.574> a<00:21:27.718> bunch<00:21:27.975> of<00:21:28.039> different<00:21:28.922> e-commerce<00:21:29.403> domains<00:21:29.885> and<00:21:29.965> businesses.

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And,<00:21:31.249> you<00:21:31.281> know,<00:21:32.132> for<00:21:32.596> over<00:21:32.773> 10<00:21:33.013> years,<00:21:33.318> he<00:21:33.478> ran<00:21:33.654> the<00:21:33.799> business.

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And<00:21:34.680> earlier<00:21:34.937> this<00:21:35.161> year,<00:21:35.257> he<00:21:35.418> reached<00:21:35.562> out<00:21:35.642> and<00:21:35.754> said,<00:21:35.963> "Hey,<00:21:36.139> I'm<00:21:36.283> selling<00:21:36.620> the<00:21:36.700> business.

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And<00:21:52.330> it<00:21:52.474> was<00:21:52.650> like,<00:21:52.907> "Okay,<00:21:53.115> that's<00:21:53.292> great."<00:21:54.077> But<00:21:54.173> the<00:21:54.254> more<00:21:54.414> I<00:21:54.430> started<00:21:54.734> thinking<00:21:54.991> about<00:21:55.279> it<00:21:55.536> and<00:21:55.616> I<00:21:55.632> started<00:21:56.017> looking<00:21:56.257> at<00:21:56.337> the<00:21:56.482> business,<00:21:57.363> the<00:21:57.460> business<00:21:57.924> was<00:21:59.608> It's<00:21:59.944> a<00:22:00.201> small<00:22:00.506> business,<00:22:01.612> you<00:22:01.644> know,<00:22:02.013> it's<00:22:02.494> 8<00:22:02.734> figures<00:22:03.215> and<00:22:03.712> low<00:22:04.337> 8<00:22:04.514> figures<00:22:05.139> in<00:22:05.395> revenue.

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Like<00:22:15.239> the<00:22:15.656> business,<00:22:16.201> like<00:22:16.938> they<00:22:17.083> had<00:22:17.259> done<00:22:17.483> nothing<00:22:17.804> with<00:22:18.045> it.

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The<00:22:21.652> business<00:22:21.972> was<00:22:22.069> just<00:22:22.293> running<00:22:22.614> itself.

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And<00:22:24.217> I<00:22:24.457> looked<00:22:24.570> at<00:22:24.634> it<00:22:24.730> and<00:22:24.858> thought,<00:22:25.051> man,<00:22:25.435> there's<00:22:25.676> so<00:22:25.820> much<00:22:25.996> opportunity.

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Like,<00:22:26.782> I<00:22:26.878> know<00:22:27.022> what<00:22:27.119> to<00:22:27.199> do<00:22:27.343> with<00:22:27.439> this<00:22:27.600> business<00:22:28.000> now.

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That<00:22:28.899> I<00:22:28.963> didn't<00:22:29.108> know<00:22:29.268> what<00:22:29.429> to<00:22:29.525> do,<00:22:30.151> how<00:22:30.247> to<00:22:30.328> do<00:22:30.488> it<00:22:30.569> in<00:22:30.601> my<00:22:30.729> 20s,<00:22:31.211> but<00:22:31.355> now<00:22:31.532> I<00:22:31.596> have<00:22:31.709> all<00:22:31.773> these<00:22:31.949> experiences,<00:22:32.576> like,<00:22:33.137> I<00:22:33.298> want<00:22:33.426> to<00:22:33.459> go<00:22:33.699> build<00:22:33.940> this.

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All<00:22:40.250> of<00:22:40.282> our<00:22:40.362> passwords<00:22:41.326> in<00:22:41.406> the<00:22:41.551> pooltables.com<00:22:42.289> business<00:22:42.674> were<00:22:43.172> tied<00:22:43.413> to<00:22:43.477> social<00:22:43.879> impact,<00:22:45.019> even<00:22:45.163> though<00:22:45.243> we<00:22:45.275> had<00:22:45.436> no<00:22:45.581> social<00:22:45.902> impact.

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So,<00:22:53.994> I<00:22:54.540> I<00:22:54.572> bought<00:22:54.812> the<00:22:54.892> business<00:22:55.277> last<00:22:55.614> week.

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And<00:23:04.607> I'm<00:23:04.751> going<00:23:04.896> to<00:23:04.976> hire<00:23:05.152> a<00:23:05.168> CEO.

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I'm<00:23:05.954> on<00:23:06.034> the<00:23:06.114> hunt<00:23:06.354> right<00:23:06.531> now.

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I've<00:23:06.899> got<00:23:07.012> some<00:23:07.156> really<00:23:07.621> sharp<00:23:07.877> candidates<00:23:08.294> I'm<00:23:08.438> looking<00:23:08.743> at.

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And,<00:23:09.705> um,<00:23:10.987> uh,<00:23:12.125> yeah,<00:23:12.606> with—<00:23:12.831> I<00:23:12.847> think<00:23:12.991> with<00:23:13.103> a<00:23:13.167> great<00:23:13.488> leader,<00:23:14.274> uh,<00:23:14.450> we<00:23:14.530> have<00:23:14.626> an<00:23:14.755> opportunity<00:23:15.059> to<00:23:15.091> go<00:23:15.252> scale<00:23:15.636> this<00:23:15.813> business,<00:23:16.197> to<00:23:16.294> grow<00:23:16.534> it,<00:23:16.710> and<00:23:16.855> to<00:23:16.935> go<00:23:16.983> have<00:23:17.175> like<00:23:17.352> meaningful<00:23:17.736> impact<00:23:18.073> in<00:23:18.217> the<00:23:18.297> world.

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So<00:23:19.195> I'm<00:23:19.323> super<00:23:19.596> excited<00:23:19.997> about<00:23:20.157> it.

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That's<00:23:21.343> incredible.

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What<00:23:22.625> a<00:23:22.785> full-circle<00:23:23.763> story<00:23:25.109> to<00:23:25.269> be<00:23:25.349> able<00:23:25.509> to<00:23:25.654> come<00:23:25.830> back<00:23:26.054> to<00:23:26.150> the<00:23:26.311> first<00:23:26.695> business<00:23:27.336> and<00:23:27.496> turn<00:23:27.737> that<00:23:27.977> one<00:23:28.137> into<00:23:29.339> one<00:23:29.515> that<00:23:29.740> does<00:23:29.996> good<00:23:30.397> and<00:23:30.621> is<00:23:30.717> a<00:23:30.797> benefit<00:23:31.262> corporation.

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It's<00:23:31.919> unbelievable.

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Yeah,<00:23:34.403> it's<00:23:34.499> a<00:23:34.563> fun<00:23:34.820> one.

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And<00:23:35.188> it<00:23:35.364> never<00:23:35.765> crossed<00:23:36.086> my<00:23:36.182> mind.

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I<00:23:36.646> never<00:23:36.951> would<00:23:37.047> have<00:23:37.143> imagined<00:23:37.544> that<00:23:37.672> I<00:23:37.688> was<00:23:37.832> going<00:23:37.896> to<00:23:37.928> buy<00:23:38.105> it.

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And<00:23:38.585> frankly,<00:23:38.986> I<00:23:39.050> bought<00:23:39.290> it<00:23:39.371> for<00:23:39.467> a<00:23:39.483> lot<00:23:39.691> more<00:23:39.835> than<00:23:39.931> I<00:23:40.012> sold<00:23:40.268> it<00:23:40.476> for.

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So,<00:23:41.678> I<00:23:42.015> hope<00:23:42.191> I<00:23:42.255> don't<00:23:43.297> regret<00:23:44.482> the<00:23:44.514> decision,<00:23:45.059> but<00:23:45.284> I<00:23:45.540> won't.

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I<00:23:45.877> mean,<00:23:46.582> I<00:23:46.726> really<00:23:46.982> believe<00:23:47.319> in<00:23:47.383> the<00:23:47.463> business.

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It's<00:23:48.569> stable,<00:23:49.226> it's<00:23:49.771> resilient,<00:23:51.934> it's<00:23:52.992> lasted<00:23:53.456> over<00:23:53.697> 2<00:23:53.809> different<00:23:54.113> recessions,<00:23:55.636> it's<00:23:55.796> been<00:23:55.956> profitable<00:23:56.517> for<00:23:56.613> 17<00:23:57.078> straight<00:23:57.383> years.

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It's<00:23:57.943> like,<00:23:58.360> it's<00:23:58.504> a<00:23:58.600> good<00:23:58.825> little<00:23:59.001> business<00:23:59.482> and<00:23:59.866> I'm<00:24:00.267> really<00:24:00.427> excited<00:24:00.700> to<00:24:00.780> see<00:24:00.924> what<00:24:01.068> we<00:24:01.148> can<00:24:01.245> do<00:24:01.325> with<00:24:01.485> it.

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That's<00:24:02.511> incredible.

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And<00:24:03.088> then,<00:24:03.248> the<00:24:03.328> second<00:24:03.712> business<00:24:04.113> that<00:24:04.370> you<00:24:04.786> started<00:24:05.716> was<00:24:05.956> based<00:24:06.212> in<00:24:06.293> Brazil,<00:24:06.629> as<00:24:06.757> you<00:24:06.837> mentioned.

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It<00:24:07.254> was<00:24:07.398> like<00:24:07.510> the<00:24:07.655> largest<00:24:08.456> baby<00:24:09.161> online<00:24:09.674> e-commerce<00:24:12.126> company<00:24:12.928> in<00:24:13.024> Brazil,<00:24:13.505> if<00:24:13.730> I'm<00:24:14.147> not<00:24:14.292> mistaken.

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That's<00:24:16.313> right.

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Yeah.

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So<00:24:17.211> it<00:24:17.259> was<00:24:17.372> a<00:24:17.436> business<00:24:17.757> called<00:24:18.078> baby.com.br.

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Everything<00:24:20.805> in<00:24:20.869> Brazil<00:24:21.190> is<00:24:21.447> .com.br.

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We<00:24:22.955> used<00:24:23.131> some<00:24:23.227> of<00:24:23.532> the<00:24:23.757> lessons<00:24:24.318> that<00:24:24.398> we<00:24:24.495> learned<00:24:24.719> from<00:24:24.880> buying<00:24:25.056> the<00:24:25.201> generic<00:24:25.602> domain<00:24:26.003> for<00:24:26.179> pool<00:24:26.340> tables<00:24:26.725> to<00:24:26.821> do<00:24:26.981> the<00:24:27.045> same<00:24:27.382> thing<00:24:27.623> with<00:24:28.184> the<00:24:28.329> baby.com.br<00:24:29.468> domain.

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And,<00:24:32.275> you<00:24:32.340> know,<00:24:32.821> we<00:24:33.783> raised<00:24:34.200> some<00:24:34.361> venture<00:24:34.618> capital<00:24:35.789> while<00:24:35.949> we<00:24:36.045> were<00:24:36.110> in<00:24:36.206> school.

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We'd<00:24:36.591> never<00:24:36.783> raised<00:24:37.008> venture<00:24:37.329> capital<00:24:37.666> before,<00:24:38.051> but<00:24:38.532> My<00:24:38.677> cousin<00:24:38.853> and<00:24:38.934> I<00:24:39.014> were<00:24:39.174> both<00:24:39.351> in<00:24:39.415> business<00:24:39.801> school<00:24:40.138> and<00:24:40.459> we<00:24:40.555> started<00:24:40.860> building<00:24:41.101> a<00:24:41.117> network<00:24:41.663> and<00:24:41.888> gaining<00:24:42.145> some<00:24:42.241> new<00:24:42.386> experiences.

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And<00:24:43.976> so<00:24:44.152> we<00:24:44.233> went<00:24:44.393> and<00:24:44.473> rolled<00:24:44.698> the<00:24:44.730> dice<00:24:45.035> with,<00:24:45.421> you<00:24:45.453> know,<00:24:45.597> pitching<00:24:45.919> the<00:24:45.999> business<00:24:46.320> to<00:24:46.464> a<00:24:46.481> bunch<00:24:46.657> of<00:24:46.786> VCs<00:24:47.364> and<00:24:47.444> we<00:24:47.589> got<00:24:47.990> people<00:24:48.231> that<00:24:48.327> believed<00:24:48.729> in<00:24:48.809> it.

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And<00:24:50.334> we<00:24:50.479> ended<00:24:50.639> up<00:24:51.121> graduating<00:24:51.619> and<00:24:51.763> then<00:24:51.924> moving<00:24:52.181> down<00:24:52.422> to<00:24:52.502> Brazil<00:24:52.903> to<00:24:53.064> build<00:24:53.626> this<00:24:53.883> e-commerce<00:24:54.349> business<00:24:55.392> focused<00:24:55.714> on<00:24:55.794> selling<00:24:56.276> baby<00:24:56.516> products<00:24:57.143> to<00:24:57.721> moms<00:24:58.186> in<00:24:58.283> Brazil,<00:24:59.005> large<00:24:59.262> emerging<00:24:59.648> economy,<00:25:00.306> 200<00:25:01.334> million<00:25:01.735> people.

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Not<00:25:03.437> everyone,<00:25:03.678> not<00:25:03.983> every<00:25:04.144> family<00:25:04.465> has<00:25:04.866> a<00:25:04.946> car<00:25:05.187> or<00:25:05.348> two<00:25:05.508> cars.

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So<00:25:06.552> A<00:25:06.616> brand<00:25:06.809> new<00:25:06.921> mom<00:25:07.274> might<00:25:07.515> have<00:25:07.756> to<00:25:07.836> like<00:25:08.558> take<00:25:08.735> a<00:25:08.879> bus<00:25:09.265> or<00:25:09.297> something<00:25:09.618> to<00:25:09.746> go<00:25:09.923> shopping<00:25:10.484> for<00:25:10.629> baby<00:25:10.886> products.

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And<00:25:12.009> a<00:25:12.154> big<00:25:12.250> city<00:25:12.491> like<00:25:12.667> São<00:25:12.876> Paulo<00:25:13.293> or<00:25:13.534> Rio,<00:25:13.935> they're<00:25:14.080> like<00:25:14.481> just<00:25:14.978> massive<00:25:15.444> traffic.

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So<00:25:17.370> it<00:25:17.402> was<00:25:17.546> a<00:25:17.627> big<00:25:17.851> deal.

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Like<00:25:18.333> moms<00:25:18.750> did<00:25:18.895> not—<00:25:19.135> it<00:25:19.167> was<00:25:19.376> not<00:25:19.617> easy<00:25:19.858> for<00:25:19.938> moms,<00:25:20.419> new<00:25:20.500> moms<00:25:20.756> to<00:25:20.821> go<00:25:20.981> shopping<00:25:21.479> for<00:25:21.559> the<00:25:21.703> products<00:25:22.024> they<00:25:22.105> needed<00:25:22.361> for<00:25:22.506> the<00:25:22.602> children.

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And<00:25:23.084> so<00:25:23.870> by<00:25:23.966> building<00:25:24.287> an<00:25:24.352> e-commerce<00:25:24.849> business,<00:25:25.234> we<00:25:25.331> thought<00:25:25.571> there<00:25:25.652> was—<00:25:25.892> we<00:25:25.973> could<00:25:26.117> solve<00:25:26.374> a<00:25:26.454> big<00:25:26.679> problem.

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And<00:25:27.899> there's<00:25:28.284> a<00:25:28.300> lot<00:25:28.525> of<00:25:28.605> babies.

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There's<00:25:29.118> a<00:25:29.183> lot<00:25:29.343> more<00:25:29.504> babies<00:25:29.841> in<00:25:29.921> the<00:25:30.049> world<00:25:30.226> than<00:25:30.306> there<00:25:30.370> are<00:25:30.531> pool<00:25:30.788> tables.

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So<00:25:31.430> we<00:25:31.590> thought<00:25:32.040> 'You<00:25:32.312> know,<00:25:32.408> this<00:25:32.617> could<00:25:32.777> be<00:25:32.873> a<00:25:32.953> lot<00:25:33.178> more<00:25:33.290> scalable.'<00:25:34.091> So,<00:25:35.262> and<00:25:35.518> it<00:25:35.598> was.

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This<00:25:36.159> is<00:25:36.255> the<00:25:36.400> thing,<00:25:36.624> like,<00:25:36.816> it<00:25:36.897> was,<00:25:37.201> it<00:25:37.281> was<00:25:37.602> very<00:25:38.003> successful.

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And<00:25:39.510> as<00:25:39.622> you,<00:25:39.910> you<00:25:40.006> started<00:25:40.247> talking<00:25:40.503> about<00:25:40.712> 2013<00:25:41.545> and<00:25:41.690> being<00:25:41.930> in<00:25:42.010> Brazil,<00:25:42.411> and<00:25:42.555> I<00:25:42.587> assume<00:25:42.892> at<00:25:42.972> the<00:25:43.052> time<00:25:43.277> you<00:25:43.437> were<00:25:43.613> running<00:25:43.854> baby.com.br<00:25:45.761> when<00:25:45.922> you<00:25:46.082> had<00:25:46.338> this<00:25:46.595> moment,<00:25:47.204> like,<00:25:47.380> this<00:25:47.605> 36<00:25:48.246> hours<00:25:48.679> of,<00:25:48.887> like,<00:25:49.609> inspiration<00:25:50.362> of<00:25:50.506> what<00:25:50.731> you<00:25:50.827> wanted<00:25:51.308> Cotopaxi<00:25:51.965> to<00:25:52.109> be.

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What<00:25:53.376> had<00:25:53.712> you<00:25:54.418> leave<00:25:54.754> this<00:25:55.059> very<00:25:55.331> successful<00:25:57.223> e-commerce<00:25:57.800> business<00:25:58.361> to<00:25:58.746> do<00:25:58.986> this?

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I<00:25:59.339> mean,<00:25:59.724> that<00:25:59.868> really<00:26:00.140> is<00:26:00.285> fascinating.

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And<00:26:00.926> I<00:26:01.070> wonder<00:26:01.391> if<00:26:01.487> it<00:26:01.567> ties<00:26:01.888> back<00:26:02.128> to<00:26:02.705> a<00:26:02.769> story<00:26:03.090> you've<00:26:03.250> told<00:26:03.555> me,<00:26:03.715> and<00:26:04.052> about<00:26:04.356> it<00:26:04.516> often,<00:26:04.853> actually,<00:26:05.878> which<00:26:06.055> is<00:26:06.151> like<00:26:06.359> this<00:26:06.535> service<00:26:07.000> project<00:26:07.561> you<00:26:07.721> went<00:26:08.122> on<00:26:08.522> with<00:26:08.763> your<00:26:10.061> wife<00:26:10.445> when<00:26:10.606> you<00:26:10.702> were<00:26:11.183> in<00:26:11.327> college.

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Is<00:26:13.346> that<00:26:13.650> like<00:26:13.811> the<00:26:14.147> beginning<00:26:14.548> of<00:26:14.612> that?

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Maybe<00:26:15.012> you<00:26:15.109> could<00:26:15.653> share<00:26:15.830> that<00:26:16.054> story.

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Yeah,<00:26:17.977> yeah.

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I'd<00:26:18.458> be<00:26:18.538> happy<00:26:18.794> to<00:26:18.874> share<00:26:19.115> that<00:26:19.291> story.

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But<00:26:20.973> maybe<00:26:21.262> before<00:26:21.598> I<00:26:21.759> do,<00:26:21.935> I'll<00:26:22.223> just<00:26:22.640> maybe<00:26:22.944> explain<00:26:23.425> the<00:26:23.521> Brazil<00:26:23.858> situation.

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It<00:26:25.108> was<00:26:25.348> an<00:26:25.444> interesting<00:26:25.845> time<00:26:26.229> when<00:26:26.326> I<00:26:26.406> had<00:26:26.646> that<00:26:26.806> idea<00:26:28.088> for<00:26:28.313> Cotopaxi.

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A<00:26:30.494> co-CEO<00:26:31.609> of<00:26:31.932> the<00:26:32.029> baby<00:26:32.272> business<00:26:32.595> in<00:26:32.740> Brazil<00:26:33.064> with<00:26:33.225> my<00:26:33.322> cousin.

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And<00:26:35.568> honestly,<00:26:36.328> I<00:26:36.360> was<00:26:36.554> pretty<00:26:36.796> unhappy.

00:26:39.060 --> 00:26:53.908
I,<00:26:39.318> you<00:26:39.350> know,<00:26:39.495> my<00:26:39.576> cousin<00:26:39.899> and<00:26:40.044> I<00:26:40.060> have<00:26:40.528> obviously<00:26:40.803> known<00:26:40.964> each<00:26:41.109> other<00:26:41.271> our<00:26:41.351> whole<00:26:41.513> lives<00:26:42.077> and<00:26:42.626> we<00:26:42.788> loved<00:26:43.127> building<00:26:43.449> businesses<00:26:43.933> together<00:26:44.498> and<00:26:44.886> there<00:26:44.966> was,<00:26:45.225> we<00:26:45.370> shared<00:26:45.870> a<00:26:45.951> lot<00:26:46.193> in<00:26:46.274> common,<00:26:46.822> but<00:26:47.791> for<00:26:47.952> one<00:26:48.130> reason<00:26:48.372> or<00:26:48.453> another,<00:26:49.038> our<00:26:49.184> relationship<00:26:50.158> started<00:26:50.483> to<00:26:50.580> sour<00:26:51.359> and<00:26:52.415> I<00:26:52.431> don't<00:26:52.593> put<00:26:53.161> the<00:26:53.243> blame<00:26:53.486> on<00:26:53.632> him.

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Like,<00:26:54.704> I<00:26:54.850> think,<00:26:56.039> sometimes<00:26:56.344> people<00:26:56.633> are<00:26:56.730> just<00:26:56.906> different<00:26:57.308> and<00:26:57.453> working<00:26:57.854> that<00:26:58.031> closely<00:26:58.368> together<00:26:58.674> over<00:26:58.818> that<00:26:58.931> many<00:26:59.220> years<00:26:59.493> is<00:26:59.622> just<00:26:59.782> really<00:27:00.023> hard.

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And<00:27:01.630> I<00:27:02.192> was<00:27:02.369> really<00:27:02.610> unhappy<00:27:03.333> and<00:27:03.478> feeling<00:27:03.815> like<00:27:04.056> I<00:27:04.137> needed<00:27:04.538> something,<00:27:05.181> I<00:27:05.310> needed<00:27:05.922> a<00:27:05.986> change.

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And<00:27:09.208> at<00:27:09.353> the<00:27:09.434> same<00:27:09.692> time,<00:27:09.917> like,<00:27:10.014> the<00:27:10.175> business<00:27:10.497> was<00:27:10.739> doing<00:27:10.932> some<00:27:11.126> really<00:27:11.303> interesting<00:27:11.786> things,<00:27:12.173> you<00:27:12.253> know,<00:27:12.914> this,<00:27:13.301> you<00:27:13.333> know,<00:27:13.381> I'm<00:27:13.542> talking<00:27:13.736> about<00:27:14.042> May<00:27:14.283> 2013.

00:27:16.196 --> 00:27:27.642
In<00:27:16.518> February<00:27:16.920> of<00:27:17.016> 2015,<00:27:17.579> so<00:27:17.659> just<00:27:17.836> a<00:27:17.884> few<00:27:17.981> months<00:27:18.222> earlier,<00:27:18.447> we<00:27:18.543> just<00:27:18.849> raised<00:27:19.830> a<00:27:19.974> really<00:27:20.392> large,<00:27:21.180> almost,<00:27:21.679> you<00:27:21.759> know,<00:27:21.920> 18<00:27:23.395> $18<00:27:23.653> million<00:27:24.687> round<00:27:25.333> and,<00:27:26.221> you<00:27:26.286> know,<00:27:26.383> the<00:27:26.463> business<00:27:26.786> was<00:27:26.932> 18<00:27:27.206> months<00:27:27.497> old.

00:27:27.933 --> 00:27:31.357
So,<00:27:28.627> you<00:27:28.708> know,<00:27:28.789> we<00:27:28.853> had<00:27:28.967> 300<00:27:29.516> employees,<00:27:30.113> it<00:27:30.178> was<00:27:30.404> growing<00:27:30.808> really<00:27:31.050> quickly.

00:27:31.857 --> 00:27:33.456
At<00:27:31.922> the<00:27:31.954> same<00:27:32.197> time,<00:27:32.665> there<00:27:32.730> were<00:27:32.843> challenges.

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We<00:27:33.957> were<00:27:34.054> starting<00:27:34.377> to<00:27:34.474> see<00:27:35.331> Brazil<00:27:35.751> was<00:27:36.138> very<00:27:36.461> complicated<00:27:37.350> and<00:27:37.673> the<00:27:37.770> business<00:27:38.174> that<00:27:38.319> we<00:27:38.578> built<00:27:38.820> while<00:27:38.965> it<00:27:39.046> was<00:27:39.208> growing<00:27:39.466> quickly<00:27:40.436> was<00:27:40.662> far<00:27:40.920> from<00:27:41.050> profitable.

00:27:41.885 --> 00:27:48.360
And,<00:27:44.359> you<00:27:44.439> know,<00:27:44.777> at<00:27:44.857> that<00:27:45.098> time<00:27:45.419> there<00:27:45.564> was<00:27:45.612> still<00:27:46.383> a<00:27:46.464> lot<00:27:46.721> of<00:27:46.930> optimism<00:27:47.444> around<00:27:47.733> what<00:27:47.894> we<00:27:47.974> were<00:27:48.135> building.

00:27:48.536 --> 00:27:56.509
I<00:27:48.568> mean,<00:27:48.954> we<00:27:49.115> were<00:27:49.757> in<00:27:49.902> some<00:27:50.079> ways<00:27:50.384> like<00:27:50.545> one<00:27:50.641> of<00:27:50.770> the<00:27:50.804> darling<00:27:51.301> stories<00:27:51.832> of<00:27:52.920> Brazil,<00:27:53.676> you<00:27:53.741> know,<00:27:54.964> venture<00:27:55.270> capital<00:27:55.769> and<00:27:55.994> startups.

00:27:57.443 --> 00:28:03.404
And,<00:27:58.731> but<00:27:59.311> when<00:27:59.455> I<00:27:59.488> moved<00:27:59.777> back<00:28:00.421> to<00:28:00.743> start<00:28:00.985> Cotopaxi,<00:28:01.725> my<00:28:01.870> cousin<00:28:02.128> stayed<00:28:02.450> there<00:28:02.691> to<00:28:02.740> build<00:28:02.853> that<00:28:03.080> business.

00:28:03.566 --> 00:28:13.997
And<00:28:04.474> shortly<00:28:04.944> after<00:28:05.138> I<00:28:05.268> moved<00:28:05.446> back<00:28:05.835> to<00:28:05.916> the<00:28:05.997> US,<00:28:06.888> Brazil's<00:28:07.245> economy<00:28:07.780> hit<00:28:08.687> a<00:28:08.703> major<00:28:09.238> wall<00:28:09.886> and<00:28:10.858> huge,<00:28:12.897> huge<00:28:13.463> problems.

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There's<00:28:15.162> just<00:28:15.388> a<00:28:15.469> lot<00:28:15.647> of<00:28:15.728> corruption<00:28:16.294> there.

00:28:17.006 --> 00:28:33.080
There<00:28:17.103> was<00:28:17.427> the<00:28:17.993> exchange<00:28:18.559> rate<00:28:18.802> just<00:28:19.352> all<00:28:19.417> of<00:28:19.449> a<00:28:19.465> sudden<00:28:19.660> skyrocketed,<00:28:20.639> like<00:28:20.879> where<00:28:20.982> the<00:28:22.394> the<00:28:22.538> Brazilian<00:28:23.069> real<00:28:24.161> became<00:28:24.708> worth<00:28:24.885> a<00:28:24.965> lot<00:28:25.206> less<00:28:25.447> money<00:28:25.833> and<00:28:26.235> there<00:28:26.283> were<00:28:26.331> some<00:28:26.572> very<00:28:26.797> unique<00:28:26.974> challenges<00:28:27.681> and<00:28:27.922> ultimately<00:28:28.420> that<00:28:28.661> business<00:28:29.224> ended<00:28:29.449> up<00:28:29.706> failing,<00:28:30.573> which<00:28:30.750> is<00:28:31.072> a<00:28:31.235> really<00:28:31.480> depressing<00:28:32.133> part<00:28:32.378> of<00:28:32.525> the<00:28:32.606> story.

00:28:36.995 --> 00:28:47.515
But<00:28:37.384> I<00:28:37.481> think<00:28:38.694> it's<00:28:39.017> important<00:28:39.341> to<00:28:39.421> share<00:28:39.745> that<00:28:39.890> and<00:28:39.971> the<00:28:40.068> reason<00:28:40.295> I<00:28:40.457> do<00:28:40.634> is<00:28:40.796> because<00:28:41.750> it's<00:28:42.333> really<00:28:42.494> easy<00:28:42.737> to<00:28:42.818> focus<00:28:43.125> on<00:28:43.222> everything<00:28:43.449> that's<00:28:43.627> going<00:28:43.869> well<00:28:44.112> and<00:28:44.178> that's<00:28:44.358> gone<00:28:44.668> well,<00:28:45.012> but<00:28:45.175> like<00:28:45.683> not<00:28:45.895> everything<00:28:46.173> in<00:28:46.239> my<00:28:46.320> life<00:28:46.566> has<00:28:46.729> gone<00:28:46.975> perfectly.

00:28:47.793 --> 00:28:56.168
There<00:28:47.858> have<00:28:48.038> been<00:28:48.202> some<00:28:48.512> really<00:28:49.053> really<00:28:49.376> painful<00:28:50.266> moments<00:28:50.734> and<00:28:50.832> some<00:28:50.977> really<00:28:51.155> hard<00:28:51.462> challenges<00:28:52.028> as<00:28:52.125> an<00:28:52.271> entrepreneur<00:28:53.338> and<00:28:53.419> some<00:28:53.726> heartbreaking<00:28:55.198> outcomes,<00:28:55.990> you<00:28:56.022> know.

00:28:56.265 --> 00:29:06.418
So<00:28:57.365> I<00:28:57.381> think<00:28:58.400> that's<00:28:58.657> maybe,<00:28:59.382> maybe<00:28:59.559> just<00:28:59.720> an<00:28:59.800> important<00:29:00.203> part<00:29:00.380> of<00:29:00.444> the<00:29:00.509> story<00:29:00.847> to<00:29:01.314> share<00:29:01.652> that<00:29:02.393> maybe<00:29:02.699> when<00:29:02.860> you<00:29:02.956> and<00:29:03.037> I<00:29:03.182> first<00:29:03.423> met,<00:29:03.665> that<00:29:03.842> story<00:29:04.148> wasn't—<00:29:05.114> it<00:29:05.194> hadn't<00:29:05.436> fully<00:29:05.758> evolved<00:29:06.161> yet.

00:29:06.627 --> 00:29:17.746
When<00:29:06.724> I<00:29:06.885> left<00:29:07.127> Brazil,<00:29:07.465> when<00:29:07.594> you<00:29:07.690> and<00:29:07.771> I<00:29:07.900> first<00:29:08.173> met,<00:29:08.431> it<00:29:08.560> was<00:29:09.124> just<00:29:09.301> a<00:29:09.446> few<00:29:09.591> months<00:29:09.930> after<00:29:10.107> I<00:29:10.204> moved<00:29:10.574> here<00:29:10.816> and,<00:29:12.266> you<00:29:12.427> know,<00:29:12.749> that<00:29:12.910> story<00:29:13.233> was<00:29:13.329> still<00:29:13.571> an<00:29:13.668> exciting<00:29:14.135> story<00:29:14.763> and<00:29:15.021> I<00:29:15.102> think<00:29:15.343> over<00:29:15.569> time<00:29:15.907> became<00:29:16.229> less<00:29:17.037> less<00:29:17.231> exciting.

00:29:18.891 --> 00:29:27.811
Well,<00:29:19.052> how<00:29:19.149> did<00:29:19.294> that<00:29:19.471> hit<00:29:19.713> you<00:29:19.874> when<00:29:20.035> you<00:29:20.132> found<00:29:20.438> out<00:29:20.519> like<00:29:20.760> this,<00:29:21.743> you<00:29:21.888> know,<00:29:22.146> this<00:29:22.307> second<00:29:22.678> company<00:29:23.017> I<00:29:23.097> started<00:29:24.064> with<00:29:24.225> my<00:29:24.370> cousin,<00:29:24.709> it's<00:29:24.951> not<00:29:25.112> going<00:29:25.224> to—<00:29:26.236> it's<00:29:26.397> not<00:29:26.638> going<00:29:26.751> to<00:29:26.879> be<00:29:27.040> a<00:29:27.120> success<00:29:27.538> story.

00:29:28.550 --> 00:29:31.475
It's<00:29:28.647> going<00:29:28.791> to<00:29:28.888> be<00:29:29.836> more<00:29:30.077> of<00:29:30.157> a<00:29:30.334> lesson<00:29:30.736> that<00:29:30.896> I've<00:29:31.121> learned.

00:29:31.620 --> 00:29:37.959
Or<00:29:32.262> I<00:29:32.311> mean,<00:29:32.825> which<00:29:33.050> is<00:29:33.082> you<00:29:33.162> can<00:29:33.387> say<00:29:33.628> now,<00:29:33.950> but<00:29:34.191> that's<00:29:34.400> not<00:29:34.982> how—<00:29:35.063> when<00:29:35.160> you<00:29:35.289> experience<00:29:35.629> that<00:29:35.726> stuff<00:29:35.969> real<00:29:36.131> time,<00:29:36.308> you<00:29:36.373> don't<00:29:36.519> experience<00:29:36.826> like<00:29:36.939> this<00:29:36.988> is<00:29:37.085> going<00:29:37.150> to<00:29:37.182> be<00:29:37.263> a<00:29:37.344> really<00:29:37.570> great<00:29:37.813> lesson.

00:29:39.599 --> 00:29:39.931
Yeah.

00:29:40.047 --> 00:29:44.513
No,<00:29:40.428> it's<00:29:40.545> like<00:29:40.760> really,<00:29:41.258> really<00:29:41.606> depressing<00:29:42.187> and<00:29:42.987> you<00:29:43.068> feel<00:29:43.244> embarrassed,<00:29:44.127> right?

00:29:44.593 --> 00:29:47.355
And<00:29:45.396> especially,<00:29:45.974> you<00:29:46.070> know,<00:29:46.150> we<00:29:46.231> had<00:29:46.375> all<00:29:46.520> these<00:29:46.777> investors.

00:29:47.403 --> 00:29:49.217
I<00:29:47.419> mean,<00:29:47.579> we'd<00:29:47.804> raised<00:29:48.125> a<00:29:48.206> lot<00:29:48.398> of<00:29:48.463> venture<00:29:48.768> capital.

00:29:49.330 --> 00:29:51.305
We'd<00:29:49.490> raised<00:29:49.731> over<00:29:49.908> $40<00:29:50.229> million<00:29:50.710> when<00:29:50.855> I<00:29:51.016> was<00:29:51.192> there.

00:29:52.220 --> 00:29:56.202
And,<00:29:53.183> you<00:29:53.215> know,<00:29:53.344> Kimball<00:29:53.825> ended<00:29:54.002> up<00:29:54.147> raising<00:29:54.741> some<00:29:54.901> additional<00:29:55.287> money<00:29:55.592> afterwards.

00:29:56.250 --> 00:30:04.262
And<00:29:56.346> so<00:29:57.438> there<00:29:58.241> were<00:29:58.353> some<00:29:58.883> world-class<00:29:59.461> investors,<00:30:00.023> some<00:30:00.200> of<00:30:00.264> the<00:30:00.344> best<00:30:00.601> investors<00:30:01.468> in<00:30:01.549> the<00:30:01.693> world<00:30:02.095> that<00:30:02.255> had<00:30:02.368> invested<00:30:02.817> in<00:30:02.897> this<00:30:03.074> business<00:30:03.475> that<00:30:03.556> didn't<00:30:03.797> work<00:30:04.021> out.

00:30:04.680 --> 00:30:05.290
It<00:30:04.744> was<00:30:04.856> embarrassing.

00:30:06.109 --> 00:30:11.039
And<00:30:07.233> honestly,<00:30:08.373> I<00:30:08.517> felt<00:30:09.160> really<00:30:09.417> bad<00:30:09.883> for<00:30:09.931> my<00:30:10.140> cousin,<00:30:10.622> for<00:30:10.702> Kimball.

00:30:11.409 --> 00:30:19.215
Um,<00:30:12.533> while<00:30:12.726> our<00:30:12.790> relationship<00:30:13.336> really<00:30:13.513> struggled,<00:30:14.461> I,<00:30:15.681> I<00:30:15.826> obviously<00:30:16.163> love<00:30:16.372> him,<00:30:16.790> and<00:30:17.191> I<00:30:17.593> wanted<00:30:17.866> him<00:30:18.010> to<00:30:18.155> have<00:30:18.332> a<00:30:18.396> great<00:30:18.589> success.

00:30:19.360 --> 00:30:25.640
And<00:30:20.163> I<00:30:20.243> knew<00:30:20.420> it<00:30:20.500> was<00:30:20.725> painful<00:30:21.143> for<00:30:21.287> him<00:30:22.171> that<00:30:22.331> he<00:30:22.492> was<00:30:22.653> there<00:30:22.894> on<00:30:22.990> his<00:30:23.215> own,<00:30:23.472> that<00:30:23.616> I<00:30:23.697> had<00:30:23.873> left<00:30:24.275> and<00:30:24.660> to<00:30:24.917> do<00:30:25.062> something<00:30:25.464> else.

00:30:25.785 --> 00:30:30.170
And,<00:30:26.668> uh,<00:30:26.909> you<00:30:26.941> know,<00:30:27.407> in<00:30:27.487> my<00:30:27.648> head<00:30:27.873> I<00:30:27.969> felt<00:30:28.130> like<00:30:28.291> that's<00:30:28.516> what<00:30:28.612> he<00:30:28.756> wanted,<00:30:29.094> that<00:30:29.158> he<00:30:29.254> didn't<00:30:29.399> want<00:30:29.576> me<00:30:29.672> there<00:30:29.881> anymore.

00:30:30.539 --> 00:30:47.168
But,<00:30:30.925> uh,<00:30:31.889> I<00:30:31.921> don't<00:30:32.146> know,<00:30:32.226> maybe<00:30:32.403> that's<00:30:32.611> not<00:30:32.708> true,<00:30:33.350> but<00:30:33.818> you<00:30:33.850> know,<00:30:34.481> at<00:30:34.627> the<00:30:34.708> end<00:30:34.805> of<00:30:34.870> the<00:30:34.967> day,<00:30:35.290> I<00:30:35.355> think<00:30:36.504> there<00:30:36.585> was<00:30:36.731> a<00:30:36.812> lot<00:30:36.990> of<00:30:37.071> pain<00:30:37.394> there<00:30:38.204> thinking<00:30:38.446> of<00:30:38.527> what<00:30:38.754> he<00:30:38.835> was<00:30:38.997> going<00:30:39.321> through,<00:30:39.660> the<00:30:39.741> challenge<00:30:40.211> that<00:30:40.308> he<00:30:40.453> had<00:30:40.729> in<00:30:40.793> building<00:30:41.101> a<00:30:41.182> business<00:30:41.522> in<00:30:41.603> a<00:30:41.667> place<00:30:42.088> where<00:30:42.185> it<00:30:42.250> was<00:30:42.380> just<00:30:42.638> really<00:30:43.544> next<00:30:43.771> to<00:30:43.868> impossible<00:30:45.728> to<00:30:45.874> build<00:30:46.052> something<00:30:46.295> that<00:30:46.440> was<00:30:46.537> going<00:30:46.683> to<00:30:46.845> work.

00:30:47.492 --> 00:30:51.908
Just,<00:30:47.993> you<00:30:48.058> know,<00:30:48.301> given<00:30:49.369> a<00:30:49.385> number<00:30:49.676> of<00:30:49.773> different<00:30:50.081> factors<00:30:50.566> that<00:30:50.647> were<00:30:50.809> probably<00:30:51.294> out<00:30:51.326> of<00:30:51.440> his<00:30:51.536> control.

00:30:52.038 --> 00:30:54.317
So,<00:30:53.121> so,<00:30:53.993> yeah.

00:30:55.416 --> 00:30:56.111
How<00:30:55.529> are<00:30:55.594> you<00:30:55.755> guys<00:30:55.998> now?

00:30:58.573 --> 00:31:00.766
You<00:30:58.606> know,<00:30:58.756> we're,<00:30:59.772> I<00:30:59.868> think<00:31:00.013> we're<00:31:00.173> working<00:31:00.558> on<00:31:00.718> it.

00:31:00.959 --> 00:31:08.880
You<00:31:00.991> know,<00:31:01.536> it's<00:31:02.819> been<00:31:03.460> almost<00:31:03.845> 8<00:31:03.941> years<00:31:04.262> since<00:31:05.304> I<00:31:05.448> left,<00:31:06.506> right<00:31:06.747> the<00:31:06.827> day<00:31:06.971> after<00:31:07.148> Thanksgiving<00:31:08.206> 2013.

00:31:09.088 --> 00:31:12.696
So<00:31:09.553> yeah,<00:31:11.862> we're<00:31:12.118> working<00:31:12.423> on<00:31:12.599> it.

00:31:12.824 --> 00:31:19.815
You<00:31:12.856> know,<00:31:13.064> we're—<00:31:15.470> it's<00:31:15.967> painful<00:31:16.384> still,<00:31:17.073> I<00:31:17.169> think,<00:31:17.891> for<00:31:18.628> a<00:31:18.676> number<00:31:18.917> of<00:31:19.013> different<00:31:19.318> reasons.

00:31:19.895 --> 00:31:23.839
And,<00:31:21.579> you<00:31:21.611> know,<00:31:21.739> he<00:31:21.835> started<00:31:22.156> something<00:31:22.444> new,<00:31:22.621> which<00:31:22.781> I'm<00:31:22.925> really<00:31:23.086> excited<00:31:23.439> about.

00:31:23.888 --> 00:31:29.262
And<00:31:24.465> he<00:31:24.545> actually<00:31:24.850> asked<00:31:25.010> me<00:31:25.090> if<00:31:25.186> I'd<00:31:25.331> be<00:31:25.427> interested<00:31:25.747> in<00:31:25.892> angel<00:31:26.116> investing<00:31:26.549> in<00:31:26.629> the<00:31:26.774> round<00:31:27.014> they<00:31:27.175> raised<00:31:27.447> a<00:31:27.672> a<00:31:27.688> great<00:31:27.816> round<00:31:28.138> from<00:31:28.330> a<00:31:28.620> great<00:31:28.796> VC.

00:31:29.343 --> 00:31:31.624
And<00:31:29.985> I<00:31:30.001> think<00:31:30.082> that<00:31:30.242> was<00:31:30.403> really<00:31:30.644> kind<00:31:30.901> of<00:31:30.981> him<00:31:31.126> to<00:31:31.270> ask<00:31:31.592> me.

00:31:31.688 --> 00:31:32.797
And<00:31:31.785> of<00:31:31.913> course<00:31:32.170> I<00:31:32.251> said<00:31:32.492> yes.

00:31:33.038 --> 00:31:36.508
And<00:31:33.295> we've<00:31:34.725> done<00:31:34.966> quite<00:31:35.142> a<00:31:35.207> bit<00:31:35.303> of<00:31:35.383> angel<00:31:35.624> investing<00:31:36.106> together.

00:31:36.588 --> 00:31:48.365
That's<00:31:36.829> something<00:31:37.151> that<00:31:37.376> I<00:31:37.456> think<00:31:37.633> we've—<00:31:38.356> that's<00:31:38.581> something<00:31:38.773> that<00:31:38.870> has<00:31:39.063> brought<00:31:39.239> us<00:31:39.320> together<00:31:39.802> a<00:31:39.866> little<00:31:40.043> bit<00:31:40.284> during<00:31:40.444> this<00:31:40.605> time<00:31:40.991> where<00:31:41.874> maybe<00:31:41.987> it<00:31:42.035> was<00:31:42.196> hard<00:31:42.453> for<00:31:42.565> me<00:31:42.694> to<00:31:43.015> talk<00:31:43.272> to<00:31:43.320> him<00:31:43.513> about<00:31:43.882> what<00:31:43.963> I'm<00:31:44.059> building<00:31:44.364> at<00:31:44.445> Cotopaxi<00:31:45.248> and<00:31:45.746> maybe<00:31:45.971> hard<00:31:46.148> for<00:31:46.212> him<00:31:46.309> to<00:31:46.389> talk<00:31:46.710> about<00:31:47.176> what<00:31:47.272> was<00:31:47.417> happening<00:31:47.835> in<00:31:47.915> Brazil.

00:31:48.461 --> 00:31:51.643
But<00:31:48.638> we<00:31:48.718> could,<00:31:49.682> you<00:31:49.747> know,<00:31:49.843> we<00:31:49.923> found<00:31:50.341> some<00:31:50.566> other<00:31:50.727> things<00:31:51.032> to<00:31:51.128> connect<00:31:51.530> on.

00:31:51.707 --> 00:31:53.860
And<00:31:51.835> so<00:31:52.092> we're<00:31:52.558> working<00:31:52.960> on<00:31:53.040> that<00:31:53.201> relationship.

00:31:53.956 --> 00:31:57.653
And<00:31:54.020> I,<00:31:54.584> I<00:31:54.665> really<00:31:54.972> hope<00:31:55.230> that<00:31:55.634> over<00:31:55.796> time<00:31:56.119> it<00:31:56.200> can<00:31:56.377> continue<00:31:57.153> to<00:31:57.233> get<00:31:57.411> better.

00:31:58.865 --> 00:32:09.506
Well,<00:31:58.946> isn't<00:31:59.204> it<00:31:59.333> fascinating<00:31:59.834> the<00:31:59.980> way—<00:32:00.965> I<00:32:00.981> mean,<00:32:01.126> that's<00:32:01.304> another<00:32:01.611> piece<00:32:01.934> of<00:32:02.080> entrepreneurship<00:32:03.304> and<00:32:03.465> building<00:32:03.850> companies<00:32:04.348> and<00:32:04.509> doing<00:32:05.457> what<00:32:05.618> you<00:32:05.794> do<00:32:06.357> that<00:32:06.983> is<00:32:07.080> so<00:32:07.305> challenging<00:32:07.963> is<00:32:08.124> the<00:32:08.269> way<00:32:08.429> it<00:32:08.510> affects<00:32:08.911> relationships.

00:32:09.554 --> 00:32:13.636
It<00:32:09.634> really<00:32:09.892> does<00:32:11.016> affect<00:32:11.643> relationships<00:32:12.303> in<00:32:12.786> a<00:32:12.970> real<00:32:13.303> way.

00:32:16.016 --> 00:32:17.062
Yeah,<00:32:16.604> it<00:32:16.751> does.

00:32:17.241 --> 00:32:24.458
And,<00:32:18.222> you<00:32:18.254> know,<00:32:18.385> I<00:32:18.483> think<00:32:18.810> any<00:32:19.039> young<00:32:19.284> entrepreneurs<00:32:19.774> that<00:32:19.823> might<00:32:19.954> be,<00:32:20.101> you<00:32:20.199> know,<00:32:20.447> listening<00:32:20.869> to<00:32:21.031> this<00:32:21.421> and<00:32:21.746> thinking,<00:32:22.087> man,<00:32:22.330> I<00:32:22.395> want<00:32:22.477> to<00:32:22.558> go<00:32:22.655> start<00:32:22.964> something<00:32:23.288> on<00:32:23.321> my<00:32:23.548> own<00:32:23.727> and<00:32:23.857> how<00:32:23.954> should<00:32:24.182> I<00:32:24.279> do<00:32:24.425> it?

00:32:24.522 --> 00:32:25.075
Should<00:32:24.620> I<00:32:24.685> have<00:32:24.831> a<00:32:24.912> co-founder?

00:32:26.283 --> 00:32:27.509
And<00:32:26.428> you<00:32:26.460> know,<00:32:26.541> there's<00:32:26.751> not<00:32:26.912> one<00:32:27.090> right<00:32:27.316> way.

00:32:27.962 --> 00:32:38.806
You<00:32:27.994> know,<00:32:28.301> there's<00:32:28.478> so<00:32:28.623> many<00:32:29.011> different<00:32:29.350> stories<00:32:29.915> that<00:32:30.157> have<00:32:30.383> been<00:32:30.480> told<00:32:30.900> of<00:32:31.061> success<00:32:31.675> that<00:32:31.755> have<00:32:31.998> worked,<00:32:32.256> and<00:32:32.337> it<00:32:32.643> could<00:32:32.805> be,<00:32:33.289> you<00:32:33.402> know,<00:32:33.612> spouses<00:32:34.193> that<00:32:34.338> work<00:32:34.500> together<00:32:34.774> and<00:32:34.903> it<00:32:35.000> works<00:32:35.162> great,<00:32:36.210> or<00:32:36.355> cousins<00:32:36.855> or<00:32:37.000> brothers<00:32:37.565> or<00:32:38.145> best<00:32:38.451> friends.

00:32:40.725 --> 00:32:47.996
But<00:32:40.887> I<00:32:41.435> think<00:32:41.838> my<00:32:42.177> advice<00:32:43.131> generally<00:32:44.040> would<00:32:44.284> be<00:32:45.339> that<00:32:45.437> there's<00:32:45.826> kind<00:32:46.005> of<00:32:46.151> two<00:32:46.314> ways<00:32:46.638> to<00:32:46.736> go<00:32:47.110> pick<00:32:47.238> a<00:32:47.303> co-founder.

00:32:48.432 --> 00:32:52.753
You<00:32:48.577> can<00:32:48.690> either<00:32:49.383> choose<00:32:49.560> the<00:32:49.705> person<00:32:50.189> first,<00:32:50.850> and<00:32:50.931> that's<00:32:51.092> what<00:32:51.237> I<00:32:51.253> did<00:32:51.415> with<00:32:51.818> my<00:32:51.979> first<00:32:52.221> two<00:32:52.301> businesses.

00:32:52.930 --> 00:32:56.058
You<00:32:52.962> know,<00:32:53.430> I<00:32:53.591> chose<00:32:53.833> Kimball<00:32:54.156> and<00:32:54.236> Kimball<00:32:54.478> chose<00:32:54.784> me<00:32:54.962> and<00:32:55.042> we<00:32:55.204> wanted<00:32:55.446> to<00:32:55.591> work<00:32:55.768> together.

00:32:57.750 --> 00:33:02.128
But<00:32:57.943> then<00:32:58.104> we<00:32:58.168> went<00:32:58.345> in<00:32:58.651> together,<00:32:58.989> we<00:32:59.070> went<00:32:59.231> and<00:32:59.376> tried<00:32:59.617> to<00:32:59.794> find<00:33:00.132> an<00:33:00.261> idea<00:33:00.824> that<00:33:00.921> we<00:33:01.002> could<00:33:01.082> go<00:33:01.307> work<00:33:01.549> on<00:33:01.710> together.

00:33:02.917 --> 00:33:14.317
And<00:33:04.221> the<00:33:04.366> other<00:33:04.527> approach<00:33:05.010> is<00:33:05.187> to<00:33:05.268> say,<00:33:05.815> I'm,<00:33:06.781> I'm<00:33:07.280> going<00:33:07.361> to<00:33:07.441> be<00:33:07.490> the<00:33:07.522> founder,<00:33:08.087> I'm<00:33:08.248> going<00:33:08.329> to<00:33:08.409> go<00:33:08.555> identify<00:33:09.216> an<00:33:09.297> opportunity<00:33:10.653> that<00:33:10.750> I<00:33:10.911> believe<00:33:11.315> in,<00:33:11.863> and<00:33:12.267> then<00:33:12.848> I'm<00:33:13.009> going<00:33:13.106> to<00:33:13.171> go<00:33:13.413> build<00:33:13.574> a<00:33:13.655> team<00:33:13.881> around<00:33:14.284> me.

00:33:14.862 --> 00:33:16.147
And<00:33:14.943> that's<00:33:15.103> what<00:33:15.248> I<00:33:15.264> did<00:33:15.424> with<00:33:15.569> Cotopaxi.

00:33:16.227 --> 00:33:17.560
I<00:33:16.372> had<00:33:16.548> the<00:33:16.693> idea<00:33:17.094> on<00:33:17.255> my<00:33:17.416> own.

00:33:17.753 --> 00:33:27.307
I<00:33:17.913> went<00:33:18.138> out<00:33:18.251> and<00:33:18.331> started<00:33:18.636> building<00:33:18.893> a<00:33:18.957> team<00:33:19.198> around<00:33:19.583> me,<00:33:19.744> and<00:33:20.322> I<00:33:20.804> chose<00:33:21.382> a<00:33:21.446> couple<00:33:21.767> people<00:33:22.249> that<00:33:22.714> joined<00:33:23.357> early<00:33:23.678> within<00:33:23.855> the<00:33:23.935> first<00:33:24.176> 6<00:33:24.481> months,<00:33:24.738> and<00:33:24.802> I<00:33:25.364> gave<00:33:25.685> them<00:33:26.103> co-founder<00:33:26.681> status.

00:33:28.126 --> 00:33:29.635
They<00:33:28.575> had<00:33:28.672> a<00:33:28.736> minority<00:33:29.314> ownership.

00:33:29.715 --> 00:33:32.012
I<00:33:29.780> didn't<00:33:29.940> split<00:33:30.261> it<00:33:30.358> 50/50<00:33:31.000> or<00:33:31.080> in<00:33:31.241> thirds<00:33:31.578> or<00:33:31.642> anything.

00:33:32.606 --> 00:33:33.344
I<00:33:32.750> was<00:33:32.911> the<00:33:32.991> founder.

00:33:33.409 --> 00:33:35.592
I<00:33:33.489> was<00:33:33.585> the<00:33:33.666> CEO,<00:33:34.212> and<00:33:34.372> I<00:33:34.452> was<00:33:34.774> building<00:33:35.030> a<00:33:35.095> team.

00:33:36.122 --> 00:33:46.345
And,<00:33:36.781> um,<00:33:36.941> but<00:33:37.102> when<00:33:37.198> you<00:33:37.359> do<00:33:37.503> it<00:33:37.584> that<00:33:37.824> way,<00:33:37.985> you're<00:33:38.146> more<00:33:38.322> intentional<00:33:39.029> about<00:33:39.270> the<00:33:39.414> people<00:33:39.687> that<00:33:39.816> you're<00:33:39.976> bringing<00:33:40.233> on<00:33:40.394> board,<00:33:40.618> what<00:33:40.779> skill<00:33:41.036> sets<00:33:41.341> they<00:33:41.437> have,<00:33:41.694> and<00:33:41.823> you<00:33:41.871> can<00:33:41.919> go<00:33:42.080> find<00:33:42.706> the<00:33:42.802> best<00:33:43.106> person<00:33:43.427> on<00:33:43.507> the<00:33:43.587> planet<00:33:43.988> to<00:33:44.068> go<00:33:44.181> solve<00:33:44.886> whatever<00:33:45.271> problem<00:33:45.607> you're<00:33:45.688> going<00:33:45.800> to<00:33:45.928> solve.

00:33:46.393 --> 00:33:50.128
And<00:33:47.275> I<00:33:47.675> personally<00:33:48.156> think<00:33:48.397> that<00:33:49.198> that<00:33:49.455> works<00:33:49.775> better.

00:33:50.481 --> 00:33:58.785
And<00:33:51.298> certainly<00:33:51.619> in<00:33:51.699> this<00:33:51.860> case<00:33:52.020> with<00:33:52.164> Cotopaxi,<00:33:53.286> you<00:33:53.318> know,<00:33:54.024> my<00:33:54.184> COO<00:33:55.066> at<00:33:55.146> Cotopaxi,<00:33:55.723> Stefan<00:33:56.252> Jacob,<00:33:57.294> we<00:33:57.374> were<00:33:57.470> classmates<00:33:58.032> in<00:33:58.112> business<00:33:58.432> school.

00:33:59.298 --> 00:34:00.100
He's<00:33:59.555> brilliant.

00:34:00.340 --> 00:34:08.644
And<00:34:01.222> he<00:34:02.617> was<00:34:02.761> in<00:34:02.825> the<00:34:02.921> German<00:34:03.258> Special<00:34:03.723> Forces,<00:34:04.829> worked<00:34:04.989> for<00:34:05.053> McKinsey<00:34:05.566> in<00:34:05.646> Germany<00:34:06.191> where<00:34:06.288> he's<00:34:06.512> from,<00:34:07.730> went<00:34:07.891> to<00:34:07.971> business<00:34:08.356> school.

00:34:08.837 --> 00:34:13.037
When<00:34:08.933> he<00:34:09.109> finished<00:34:09.414> business<00:34:09.654> school,<00:34:09.959> instead<00:34:10.199> of<00:34:10.231> going<00:34:10.440> back<00:34:10.632> to<00:34:10.696> McKinsey,<00:34:11.097> he<00:34:11.177> started<00:34:11.562> his<00:34:11.722> own<00:34:11.979> business<00:34:12.283> that<00:34:12.364> was<00:34:12.540> venture-backed.

00:34:13.101 --> 00:34:15.600
He<00:34:13.181> was<00:34:13.261> the<00:34:13.389> CEO,<00:34:14.703> really<00:34:14.959> smart<00:34:15.344> guy.

00:34:15.888 --> 00:34:18.484
And<00:34:17.347> we<00:34:17.491> just<00:34:17.811> were<00:34:17.972> reconnecting.

00:34:18.532 --> 00:34:25.727
I<00:34:18.629> told<00:34:18.869> him<00:34:19.013> what<00:34:19.109> I<00:34:19.173> was<00:34:19.270> doing<00:34:19.430> with<00:34:19.574> Cotopaxi,<00:34:20.215> and<00:34:20.391> we<00:34:20.471> hadn't<00:34:20.952> launched<00:34:21.417> yet,<00:34:21.737> but<00:34:21.994> I<00:34:22.138> was<00:34:22.378> pretty<00:34:22.635> far<00:34:22.795> down<00:34:22.955> the<00:34:23.099> line<00:34:23.276> with<00:34:23.436> fundraising,<00:34:24.141> and<00:34:24.558> I<00:34:24.718> built<00:34:24.878> some<00:34:24.942> of<00:34:25.022> the<00:34:25.119> team<00:34:25.423> already.

00:34:26.945 --> 00:34:29.798
And<00:34:28.307> he<00:34:28.468> was<00:34:28.580> exactly<00:34:29.285> what<00:34:29.445> I<00:34:29.525> needed.

00:34:29.910 --> 00:34:33.275
I<00:34:29.926> had<00:34:30.086> like<00:34:30.246> a<00:34:30.310> hole<00:34:30.727> in<00:34:30.807> this<00:34:30.968> team<00:34:31.272> that<00:34:31.368> I<00:34:31.384> needed<00:34:31.753> filled,<00:34:32.153> and<00:34:32.314> he<00:34:32.410> was<00:34:32.570> exactly<00:34:33.195> it.

00:34:33.852 --> 00:34:34.621
And<00:34:33.996> he's<00:34:34.237> humble.

00:34:35.438 --> 00:34:38.179
You<00:34:35.518> know,<00:34:35.615> in<00:34:35.839> 8<00:34:35.999> years<00:34:36.256> together,<00:34:36.576> we<00:34:36.656> have<00:34:36.816> not<00:34:37.041> had<00:34:37.297> a<00:34:37.377> single<00:34:37.778> argument.

00:34:38.339 --> 00:34:41.768
I<00:34:38.355> mean,<00:34:38.643> it<00:34:38.739> is<00:34:38.964> like<00:34:39.719> We<00:34:39.783> have<00:34:39.880> such<00:34:40.655> a<00:34:41.058> great<00:34:41.300> relationship.

00:34:41.865 --> 00:34:42.978
It's<00:34:42.268> really<00:34:42.527> great,<00:34:42.769> Clint.

00:34:43.027 --> 00:34:46.254
So,<00:34:44.140> and<00:34:44.285> not<00:34:44.382> to<00:34:44.447> say<00:34:44.866> we<00:34:45.011> always<00:34:45.221> see<00:34:45.431> things<00:34:45.608> exactly<00:34:46.028> alike.

00:34:46.335 --> 00:34:47.028
Of<00:34:46.464> course,<00:34:46.786> we<00:34:46.867> don't.

00:34:47.125 --> 00:34:51.134
We're<00:34:47.319> different<00:34:47.593> people,<00:34:47.851> but<00:34:48.497> we<00:34:48.577> just<00:34:48.819> have<00:34:48.949> this<00:34:49.013> mutual<00:34:49.849> respect<00:34:50.347> and<00:34:50.427> love<00:34:50.604> for<00:34:50.733> each<00:34:50.974> other.

00:34:51.215 --> 00:35:01.779
And<00:34:51.793> I<00:34:51.874> think<00:34:52.034> this<00:34:52.276> model<00:34:52.693> of<00:34:52.918> like<00:34:53.401> building<00:34:53.706> a<00:34:53.722> team<00:34:54.188> that<00:34:54.285> kind<00:34:54.445> of<00:34:54.911> fills<00:34:55.249> the<00:34:55.394> needs<00:34:55.651> that<00:34:55.731> you<00:34:55.795> have<00:34:55.972> around<00:34:56.358> you,<00:34:56.519> I<00:34:56.615> think,<00:34:56.921> I<00:34:57.017> think<00:34:57.178> is<00:34:57.274> a<00:34:57.483> better<00:34:58.289> model<00:34:58.629> than<00:34:58.790> just<00:34:59.259> choosing<00:34:59.679> the<00:34:59.840> person<00:35:00.163> that<00:35:00.309> you<00:35:00.405> really<00:35:00.648> like<00:35:00.955> that<00:35:01.035> you<00:35:01.197> want<00:35:01.342> to<00:35:01.439> work<00:35:01.617> with.

00:35:03.721 --> 00:35:13.992
So,<00:35:04.173> I<00:35:04.431> do<00:35:04.512> want<00:35:04.916> to<00:35:04.997> get<00:35:05.223> to<00:35:05.320> the<00:35:05.982> service<00:35:06.450> project<00:35:06.951> that<00:35:07.080> I<00:35:07.177> think<00:35:08.247> um,<00:35:08.809> maybe<00:35:09.098> spurred<00:35:09.451> a<00:35:09.531> lot<00:35:09.723> of,<00:35:10.093> a<00:35:10.189> lot<00:35:10.414> of<00:35:10.510> Cotopaxi<00:35:11.376> for<00:35:11.617> you<00:35:11.858> when<00:35:11.954> you<00:35:12.115> were<00:35:12.275> in,<00:35:13.061> in,<00:35:13.382> in<00:35:13.559> school.

00:35:14.345 --> 00:35:16.046
And<00:35:14.907> can<00:35:15.003> you,<00:35:15.164> can<00:35:15.324> you<00:35:15.469> tell<00:35:15.645> that<00:35:15.806> story?

00:35:16.111 --> 00:35:24.375
It<00:35:16.143> really<00:35:16.367> is<00:35:16.512> like,<00:35:16.688> it's,<00:35:16.993> it's<00:35:17.074> such<00:35:17.330> an<00:35:17.394> incredible<00:35:18.598> founding<00:35:19.176> story<00:35:20.042> of—<00:35:20.781> and<00:35:20.861> when<00:35:20.925> I<00:35:21.021> say<00:35:21.182> founding<00:35:21.519> story<00:35:21.808> of<00:35:21.904> like<00:35:22.081> an<00:35:22.209> entrepreneur's<00:35:22.771> journey<00:35:23.268> more<00:35:23.445> than<00:35:23.589> just<00:35:23.910> one<00:35:24.071> company.

00:35:24.472 --> 00:35:26.911
Yeah,<00:35:25.900> yeah,<00:35:26.141> yeah,<00:35:26.462> for<00:35:26.558> sure.

00:35:27.039 --> 00:35:36.764
You<00:35:27.104> know,<00:35:27.200> this<00:35:27.360> is,<00:35:27.842> this<00:35:27.890> is<00:35:28.002> my<00:35:28.163> favorite<00:35:28.500> story,<00:35:29.126> and<00:35:29.431> I—<00:35:30.073> anyone<00:35:30.313> that's<00:35:30.474> heard<00:35:30.634> me<00:35:30.714> speak<00:35:31.132> has<00:35:31.276> heard<00:35:31.517> me<00:35:31.613> talk<00:35:31.934> about<00:35:32.560> Edgar,<00:35:33.202> this<00:35:33.523> little<00:35:33.764> boy<00:35:34.085> that<00:35:34.967> that<00:35:35.849> I<00:35:35.882> met<00:35:36.347> in<00:35:36.507> Peru.

00:35:37.213 --> 00:35:40.309
My<00:35:37.374> wife<00:35:37.694> and<00:35:37.791> I,<00:35:38.031> we<00:35:39.716> live<00:35:39.892> in<00:35:39.972> Utah.

00:35:40.759 --> 00:35:45.058
We're<00:35:41.384> members<00:35:41.882> of<00:35:41.962> the<00:35:42.042> Church<00:35:42.299> of<00:35:42.363> Jesus<00:35:42.523> Christ<00:35:42.716> of<00:35:42.764> Latter-day<00:35:43.085> Saints,<00:35:43.390> which<00:35:43.566> means<00:35:44.128> we<00:35:44.272> get<00:35:44.384> married<00:35:44.769> young.

00:35:45.251 --> 00:35:46.342
And<00:35:45.395> we<00:35:45.555> did<00:35:45.732> get<00:35:45.892> married<00:35:46.149> young.

00:35:46.438 --> 00:35:53.593
We<00:35:46.534> met<00:35:46.711> in<00:35:46.839> college<00:35:47.882> and<00:35:48.219> we<00:35:48.363> got<00:35:48.539> married<00:35:49.005> when<00:35:49.165> we<00:35:49.245> were<00:35:49.326> in<00:35:49.438> school,<00:35:51.026> which<00:35:51.122> seems<00:35:51.443> so<00:35:51.748> bizarre<00:35:52.310> for<00:35:52.374> anyone<00:35:52.695> outside<00:35:53.096> of<00:35:53.256> Utah.

00:35:54.299 --> 00:35:56.160
But<00:35:55.374> it<00:35:55.438> was<00:35:55.823> awesome.

00:35:56.320 --> 00:36:00.251
We<00:35:56.465> were<00:35:56.625> like<00:35:56.882> young<00:35:57.283> and<00:35:57.443> we<00:35:57.588> were<00:35:57.844> totally<00:35:58.246> in<00:35:58.326> love<00:35:58.647> and<00:35:58.791> we<00:35:58.887> were<00:35:59.032> looking<00:35:59.288> for<00:35:59.369> adventure<00:35:59.834> together.

00:36:00.732 --> 00:36:04.711
And<00:36:00.877> we<00:36:01.037> found<00:36:01.294> this<00:36:01.534> amazing<00:36:02.096> internship<00:36:02.674> in<00:36:02.882> Peru<00:36:03.524> working<00:36:03.861> for<00:36:04.005> a<00:36:04.021> nonprofit.

00:36:04.824 --> 00:36:06.139
So<00:36:04.968> we<00:36:05.048> want<00:36:05.128> to<00:36:05.160> spend<00:36:05.401> a<00:36:05.449> semester<00:36:05.947> there.

00:36:06.893 --> 00:36:14.209
And<00:36:07.391> when<00:36:07.615> we<00:36:07.695> were<00:36:07.776> in<00:36:08.257> Cusco,<00:36:08.738> this,<00:36:09.139> this<00:36:09.300> little<00:36:09.717> amazing<00:36:10.118> city—<00:36:10.920> and<00:36:11.065> I<00:36:11.081> know<00:36:11.241> a<00:36:11.257> lot<00:36:11.466> of<00:36:11.498> you're<00:36:11.578> like,<00:36:11.803> oh<00:36:11.867> yeah,<00:36:12.043> Cusco,<00:36:12.589> like<00:36:12.765> Emperor's<00:36:13.150> New<00:36:13.247> Groove,<00:36:13.632> the<00:36:13.728> llama.

00:36:14.530 --> 00:36:15.477
That's<00:36:14.707> exactly<00:36:15.156> right.

00:36:15.637 --> 00:36:24.141
You<00:36:15.718> know,<00:36:16.279> this,<00:36:16.616> it's<00:36:16.921> this<00:36:16.985> amazing<00:36:17.498> city<00:36:18.461> close<00:36:18.782> to<00:36:18.878> Machu<00:36:19.263> Picchu,<00:36:20.210> kind<00:36:20.290> of<00:36:20.322> the<00:36:20.467> gateway<00:36:21.012> to<00:36:21.108> that<00:36:21.349> lost<00:36:21.670> city<00:36:21.927> of<00:36:22.055> the<00:36:22.151> Incas,<00:36:22.697> and<00:36:23.339> it<00:36:23.419> is<00:36:23.595> magical.

00:36:24.622 --> 00:36:33.685
Uh,<00:36:24.959> you<00:36:25.039> know,<00:36:25.135> we<00:36:25.264> got<00:36:25.456> into<00:36:25.601> the<00:36:25.681> city,<00:36:25.986> there's<00:36:26.226> ruins<00:36:26.708> everywhere,<00:36:27.205> and<00:36:27.285> you<00:36:27.366> see<00:36:27.606> llamas<00:36:28.088> walking<00:36:28.425> around,<00:36:28.810> and<00:36:28.906> it's<00:36:29.034> just<00:36:29.275> like<00:36:29.772> It<00:36:29.836> is<00:36:29.932> a<00:36:30.333> really<00:36:30.638> cool<00:36:30.879> place,<00:36:31.296> and<00:36:32.081> I<00:36:32.130> didn't<00:36:32.643> want<00:36:32.819> to<00:36:32.963> eat<00:36:33.044> in<00:36:33.140> a<00:36:33.204> restaurant.

00:36:33.765 --> 00:36:37.518
I<00:36:33.781> wanted<00:36:34.086> to<00:36:34.327> eat<00:36:34.503> in<00:36:34.583> this,<00:36:34.920> like,<00:36:35.225> in<00:36:35.289> the<00:36:35.385> center<00:36:35.770> plaza,<00:36:36.411> the<00:36:36.508> heart<00:36:36.908> of<00:36:37.069> the<00:36:37.149> city.

00:36:37.630 --> 00:36:47.140
And<00:36:37.774> so<00:36:38.416> we<00:36:38.576> bought<00:36:38.753> some<00:36:38.913> food<00:36:39.089> and<00:36:39.170> we<00:36:39.298> went<00:36:39.378> and<00:36:39.426> sat<00:36:39.715> on<00:36:39.795> this<00:36:40.020> bench<00:36:40.837> and<00:36:40.918> we<00:36:41.062> were<00:36:41.303> eating<00:36:41.543> our<00:36:42.281> lunch<00:36:42.986> and<00:36:43.467> all<00:36:43.548> these<00:36:43.708> little<00:36:43.884> kids<00:36:44.125> ran<00:36:44.349> up<00:36:44.462> to<00:36:44.606> us<00:36:45.552> and<00:36:45.969> started<00:36:46.386> selling<00:36:46.755> us<00:36:46.915> things.

00:36:47.477 --> 00:36:55.944
And<00:36:48.278> having<00:36:48.455> grown<00:36:48.679> up<00:36:48.792> in<00:36:48.856> Latin<00:36:49.032> America,<00:36:49.417> I<00:36:49.722> moved<00:36:49.962> there<00:36:50.059> when<00:36:50.219> I<00:36:50.235> was<00:36:50.524> 4<00:36:50.684> years<00:36:50.925> old,<00:36:51.101> so<00:36:51.502> I<00:36:51.582> spent<00:36:51.742> my<00:36:51.871> entire<00:36:52.785> childhood<00:36:53.490> and<00:36:54.212> a<00:36:54.453> lot<00:36:54.645> of<00:36:54.773> my—<00:36:54.934> most<00:36:55.206> of<00:36:55.254> my<00:36:55.415> life<00:36:55.752> there.

00:36:56.297 --> 00:37:01.508
And<00:36:56.457> so<00:36:57.195> I<00:36:57.275> immediately<00:36:57.660> connected<00:36:57.997> with<00:36:58.077> these<00:36:58.317> kids,<00:36:58.798> joked<00:36:59.103> around<00:36:59.344> with<00:36:59.440> them,<00:37:00.306> and<00:37:00.546> after<00:37:00.723> a<00:37:00.739> while<00:37:00.883> they<00:37:01.027> all<00:37:01.107> ran<00:37:01.348> off.

00:37:01.765 --> 00:37:07.265
But<00:37:02.005> one<00:37:02.150> little<00:37:02.326> kid<00:37:02.567> sat<00:37:02.759> next<00:37:02.968> to<00:37:03.048> us<00:37:03.208> on<00:37:03.288> his<00:37:03.368> shoe<00:37:03.529> shining<00:37:03.914> kit<00:37:04.876> and,<00:37:05.517> uh,<00:37:05.998> kept<00:37:06.175> insisting<00:37:06.575> to<00:37:06.672> shine<00:37:06.896> my<00:37:06.976> shoes.

00:37:07.538 --> 00:37:10.793
And<00:37:07.634> it<00:37:07.762> took<00:37:08.019> me<00:37:08.099> a<00:37:08.163> while<00:37:08.404> to<00:37:08.500> convince<00:37:08.885> him<00:37:08.997> it's<00:37:09.141> not<00:37:09.382> possible<00:37:09.863> to<00:37:09.927> shine<00:37:10.183> tennis<00:37:10.440> shoes.

00:37:11.450 --> 00:37:16.966
And<00:37:11.546> so,<00:37:11.947> uh,<00:37:12.428> but<00:37:12.557> he<00:37:12.653> kept<00:37:12.813> sitting<00:37:13.134> there,<00:37:13.391> and<00:37:14.096> I<00:37:14.192> ended<00:37:14.513> up<00:37:14.914> realizing<00:37:15.315> maybe<00:37:15.539> he's<00:37:15.716> watching<00:37:16.100> us<00:37:16.213> eat<00:37:16.357> because<00:37:16.598> he's<00:37:16.742> hungry.

00:37:17.015 --> 00:37:22.627
So<00:37:17.159> I<00:37:17.239> gave<00:37:17.496> him<00:37:17.640> my<00:37:17.880> food,<00:37:18.827> uh,<00:37:19.548> and<00:37:19.644> I<00:37:19.724> never<00:37:20.125> remember<00:37:20.943> seeing<00:37:21.312> somebody<00:37:21.873> eat<00:37:21.969> like<00:37:22.194> this<00:37:22.370> before.

00:37:23.237 --> 00:37:26.210
He<00:37:23.558> absolutely<00:37:24.378> devoured<00:37:25.647> this<00:37:25.824> food.

00:37:26.371 --> 00:37:31.786
And<00:37:28.299> that<00:37:28.476> night<00:37:29.343> we<00:37:29.376> decided<00:37:29.697> to<00:37:29.761> go<00:37:29.906> look<00:37:30.067> for<00:37:30.147> this<00:37:30.308> little<00:37:30.484> boy,<00:37:31.111> little<00:37:31.513> Edgar.

00:37:31.931 --> 00:37:37.356
He<00:37:32.027> was<00:37:32.140> 9<00:37:32.333> years<00:37:32.639> old,<00:37:33.685> easy<00:37:33.846> to<00:37:33.927> spot<00:37:34.506> because<00:37:34.667> he<00:37:34.732> had<00:37:34.893> a<00:37:35.054> hole<00:37:35.392> in<00:37:35.472> the<00:37:35.553> butt<00:37:35.730> of<00:37:35.794> his<00:37:36.020> pants<00:37:36.342> with<00:37:36.503> no<00:37:36.680> underwear<00:37:37.147> on.

00:37:37.662 --> 00:37:40.061
So<00:37:37.871> you<00:37:37.952> could,<00:37:38.531> you<00:37:38.612> could<00:37:38.757> always<00:37:38.885> spot<00:37:39.256> him<00:37:39.336> from<00:37:39.513> a<00:37:39.562> distance.

00:37:40.708 --> 00:37:45.641
And<00:37:40.997> we,<00:37:41.479> we<00:37:41.576> found<00:37:41.897> him<00:37:41.994> straight<00:37:42.299> away<00:37:42.604> and<00:37:42.684> we<00:37:42.781> brought<00:37:43.006> this<00:37:43.167> food<00:37:43.440> and<00:37:43.584> he<00:37:43.665> was<00:37:43.745> so<00:37:43.986> shocked<00:37:44.468> that<00:37:44.629> we'd<00:37:44.789> come<00:37:44.950> back<00:37:45.175> to<00:37:45.271> find<00:37:45.577> him.

00:37:45.737 --> 00:37:55.067
And<00:37:46.300> he<00:37:46.461> ran<00:37:47.023> this<00:37:47.200> food<00:37:47.425> over<00:37:47.601> to<00:37:47.682> all<00:37:47.826> his<00:37:47.987> friends<00:37:48.260> and<00:37:48.308> they<00:37:48.405> started<00:37:48.790> eating<00:37:48.967> it<00:37:49.031> with<00:37:49.128> their<00:37:49.289> fingers<00:37:49.915> and<00:37:50.699> It<00:37:50.764> was<00:37:50.924> so<00:37:51.165> touching,<00:37:52.771> you<00:37:52.851> know,<00:37:53.012> this—<00:37:54.152> it<00:37:54.216> was<00:37:54.376> so<00:37:54.601> fulfilling.

00:37:56.143 --> 00:37:58.519
We<00:37:56.383> wanted<00:37:56.785> to<00:37:56.945> do—<00:37:57.026> we<00:37:57.170> wanted<00:37:57.427> more<00:37:57.829> of<00:37:57.973> that<00:37:58.214> feeling.

00:37:59.113 --> 00:38:00.943
And<00:37:59.193> so<00:37:59.434> this<00:37:59.595> became<00:37:59.980> our<00:38:00.237> daily<00:38:00.622> ritual.

00:38:01.827 --> 00:38:08.506
Every<00:38:02.084> day,<00:38:02.324> the<00:38:02.421> highlight<00:38:02.822> of<00:38:02.902> our<00:38:03.047> day<00:38:03.288> was<00:38:03.529> finding<00:38:04.315> little<00:38:04.556> Edgar,<00:38:05.198> and<00:38:05.455> we'd<00:38:05.680> bring<00:38:05.841> him<00:38:06.001> food,<00:38:06.483> and<00:38:07.607> he<00:38:07.784> just<00:38:08.105> made<00:38:08.297> our<00:38:08.426> day.

00:38:09.052 --> 00:38:15.202
And<00:38:09.389> so<00:38:10.337> our<00:38:10.594> last<00:38:10.915> night<00:38:11.091> in<00:38:11.155> Cusco,<00:38:11.958> as<00:38:12.103> we<00:38:12.167> were<00:38:12.263> walking<00:38:12.601> back<00:38:12.841> to<00:38:12.906> our<00:38:13.066> place,<00:38:13.468> close<00:38:13.644> to<00:38:13.741> midnight,<00:38:14.126> you<00:38:14.270> could<00:38:14.351> see<00:38:14.511> your<00:38:14.672> breath<00:38:14.865> in<00:38:15.009> the<00:38:15.089> air.

00:38:16.072 --> 00:38:16.752
It<00:38:16.137> was<00:38:16.299> cold.

00:38:17.756 --> 00:38:22.939
We<00:38:17.837> looked<00:38:18.064> across<00:38:18.388> the<00:38:18.469> street<00:38:18.777> and<00:38:18.874> we<00:38:18.955> saw<00:38:19.214> two<00:38:19.376> little<00:38:19.619> boys<00:38:19.927> with<00:38:20.008> their<00:38:20.105> sweaters<00:38:20.591> pulled<00:38:20.834> over<00:38:20.995> their<00:38:21.141> knees<00:38:21.400> cuddled<00:38:21.789> together<00:38:22.210> trying<00:38:22.388> to<00:38:22.453> stay<00:38:22.761> warm.

00:38:23.787 --> 00:38:27.684
And<00:38:23.836> as<00:38:23.917> we<00:38:23.998> got<00:38:24.112> closer,<00:38:24.518> we<00:38:24.664> recognized<00:38:25.232> that<00:38:25.378> one<00:38:25.492> of<00:38:25.557> the<00:38:25.638> boys<00:38:26.044> was<00:38:26.547> our<00:38:26.693> little<00:38:26.921> friend<00:38:27.424> Edgar.

00:38:29.137 --> 00:38:34.701
And<00:38:31.563> his<00:38:31.725> little<00:38:31.903> friend<00:38:32.469> woke<00:38:32.695> up<00:38:32.857> first,<00:38:33.342> his<00:38:34.232> other<00:38:34.410> buddy.

00:38:35.445 --> 00:38:42.559
And<00:38:37.726> I<00:38:38.786> told<00:38:39.049> him,<00:38:39.444> I<00:38:39.772> was<00:38:40.003> like,<00:38:40.430> I,<00:38:40.578> you<00:38:40.841> know,<00:38:41.676> I<00:38:41.772> want<00:38:41.917> to<00:38:41.997> talk<00:38:42.174> to<00:38:42.318> Edgar.

00:38:42.639 --> 00:38:43.875
And<00:38:43.137> he<00:38:43.281> woke<00:38:43.474> up<00:38:43.683> Edgar.

00:38:43.940 --> 00:38:44.662
We<00:38:44.020> woke<00:38:44.245> up<00:38:44.405> Edgar.

00:38:44.726 --> 00:38:48.771
And<00:38:45.448> Edgar<00:38:45.689> looked<00:38:45.882> at<00:38:45.930> me,<00:38:46.107> and<00:38:46.251> he<00:38:46.331> had—<00:38:46.572> I<00:38:46.588> could<00:38:46.749> tell<00:38:46.909> he'd<00:38:47.070> been<00:38:47.214> crying,<00:38:47.551> had<00:38:47.696> these<00:38:47.953> tear-stained<00:38:48.434> cheeks.

00:38:48.836 --> 00:38:50.329
And<00:38:49.381> he<00:38:49.542> rubbed<00:38:49.783> his<00:38:49.943> eyes.

00:38:50.987 --> 00:38:53.892
And<00:38:51.388> by<00:38:51.420> the<00:38:51.484> way,<00:38:51.645> I<00:38:51.805> wrote<00:38:52.030> this<00:38:52.271> all<00:38:52.688> in<00:38:52.769> my<00:38:52.929> journal<00:38:53.411> that<00:38:53.651> night.

00:38:54.213 --> 00:38:55.273
And<00:38:54.294> that's<00:38:54.679> the<00:38:54.711> amazing<00:38:55.160> thing.

00:38:55.337 --> 00:38:59.286
It's<00:38:55.498> like<00:38:56.140> I<00:38:56.204> actually<00:38:56.461> told<00:38:56.782> this<00:38:56.862> story<00:38:57.263> for<00:38:57.488> years<00:38:57.729> without<00:38:58.403> even<00:38:58.612> looking<00:38:58.869> in<00:38:58.933> the<00:38:59.029> journal.

00:38:59.350 --> 00:39:02.240
And<00:38:59.430> I<00:38:59.495> went<00:38:59.671> back<00:39:00.378> a<00:39:00.554> few<00:39:00.699> years<00:39:00.955> ago<00:39:01.116> and<00:39:01.277> found<00:39:01.501> this<00:39:01.662> journal<00:39:01.919> entry.

00:39:02.721 --> 00:39:06.670
And<00:39:02.802> it<00:39:02.866> was<00:39:02.914> so<00:39:03.428> amazing,<00:39:03.845> like<00:39:04.150> how<00:39:04.310> much<00:39:04.567> of<00:39:04.648> it<00:39:04.728> was<00:39:04.888> aligned<00:39:05.290> with<00:39:05.755> the<00:39:05.787> memories<00:39:06.157> that<00:39:06.269> I'd<00:39:06.397> had.

00:39:06.975 --> 00:39:08.853
And<00:39:07.039> there<00:39:07.088> were<00:39:07.120> a<00:39:07.136> few<00:39:07.377> details<00:39:07.778> that<00:39:07.922> I'd<00:39:08.019> kind<00:39:08.179> of<00:39:08.259> forgotten<00:39:08.645> about.

00:39:08.982 --> 00:39:13.652
But<00:39:09.865> this<00:39:10.106> ended—<00:39:10.411> this<00:39:10.523> experience,<00:39:11.614> you<00:39:11.647> know,<00:39:11.920> Some—<00:39:12.577> he<00:39:12.674> had<00:39:12.914> been<00:39:13.059> sleeping<00:39:13.315> on<00:39:13.396> the<00:39:13.460> street.

00:39:13.716 --> 00:39:15.241
Someone<00:39:13.973> stole<00:39:14.358> his<00:39:14.583> shoe<00:39:14.679> shining<00:39:15.064> kit.

00:39:15.882 --> 00:39:23.311
He<00:39:15.947> was<00:39:16.123> too<00:39:16.267> afraid<00:39:16.540> to<00:39:16.604> go<00:39:16.829> home<00:39:17.968> because<00:39:19.797> his<00:39:19.974> dad<00:39:20.214> was<00:39:20.375> an<00:39:20.455> alcoholic<00:39:21.177> and<00:39:21.257> he<00:39:21.578> was<00:39:22.364> helping<00:39:22.701> feed<00:39:22.861> his<00:39:23.006> family.

00:39:23.407 --> 00:39:25.477
His<00:39:23.567> mom<00:39:23.744> depended<00:39:24.145> on<00:39:24.209> him<00:39:24.386> to<00:39:24.466> feed<00:39:24.642> his<00:39:24.851> younger<00:39:25.043> siblings.

00:39:25.525 --> 00:39:27.418
And<00:39:25.669> so<00:39:26.471> he<00:39:26.616> was<00:39:26.712> too<00:39:26.856> afraid<00:39:27.049> to<00:39:27.113> go<00:39:27.257> home.

00:39:27.514 --> 00:39:28.974
We<00:39:27.659> gave<00:39:27.835> him<00:39:27.995> some<00:39:28.156> cash<00:39:28.541> that<00:39:28.637> we<00:39:28.717> had.

00:39:29.022 --> 00:39:29.728
We<00:39:29.102> didn't<00:39:29.263> have<00:39:29.439> much.

00:39:30.466 --> 00:39:34.589
And<00:39:30.546> the<00:39:30.595> next<00:39:30.915> day,<00:39:31.124> we,<00:39:32.632> you<00:39:32.664> know,<00:39:32.809> we<00:39:32.889> could<00:39:33.017> hardly<00:39:33.210> sleep<00:39:33.466> that<00:39:33.611> night,<00:39:33.787> so<00:39:34.076> worried<00:39:34.317> about<00:39:34.493> him.

00:39:34.638 --> 00:39:37.140
We<00:39:34.718> got<00:39:34.894> on<00:39:34.958> this<00:39:35.135> bus<00:39:35.360> the<00:39:35.392> next<00:39:35.696> morning<00:39:36.017> as<00:39:36.162> we<00:39:36.242> were<00:39:36.338> leaving<00:39:36.643> Cusco.

00:39:37.766 --> 00:39:41.007
And<00:39:37.959> as<00:39:38.087> we<00:39:38.183> go<00:39:38.344> around<00:39:38.504> the<00:39:38.584> main<00:39:38.745> plaza,<00:39:39.210> we<00:39:39.306> look<00:39:39.467> out<00:39:39.611> the<00:39:39.707> bus<00:39:39.948> window<00:39:40.333> and<00:39:40.429> we<00:39:40.510> see<00:39:40.814> Edgar.

00:39:41.537 --> 00:39:54.623
And<00:39:41.713> he<00:39:41.874> sees<00:39:42.179> us<00:39:42.356> and<00:39:42.420> he's<00:39:42.661> running<00:39:42.837> down<00:39:43.399> the<00:39:43.480> street<00:39:43.801> next<00:39:44.042> to<00:39:44.202> us<00:39:44.764> and<00:39:44.845> we<00:39:45.005> slide<00:39:45.326> open<00:39:45.487> the<00:39:45.551> window<00:39:45.663> of<00:39:45.728> the<00:39:45.872> bus<00:39:46.129> and<00:39:46.209> he's<00:39:46.370> waving<00:39:46.675> goodbye<00:39:47.735> and<00:39:47.815> he's<00:39:48.056> got<00:39:48.217> this<00:39:48.377> big<00:39:48.602> bag<00:39:48.795> of<00:39:48.939> candy<00:39:49.341> in<00:39:49.485> one<00:39:49.646> arm<00:39:50.609> and,<00:39:51.589> you<00:39:51.669> know,<00:39:51.829> that<00:39:51.974> he<00:39:52.151> bought<00:39:52.375> with<00:39:52.472> the<00:39:52.536> money<00:39:52.777> we<00:39:52.857> gave<00:39:53.002> him<00:39:53.098> and<00:39:53.146> he's<00:39:53.259> now<00:39:53.371> selling<00:39:53.756> the<00:39:53.837> candy<00:39:54.158> in<00:39:54.238> the<00:39:54.318> streets.

00:39:54.704 --> 00:39:55.699
He's<00:39:54.864> a<00:39:54.945> total<00:39:55.266> entrepreneur.

00:39:56.390 --> 00:39:59.569
But<00:39:57.771> on<00:39:57.851> that<00:39:58.012> bus,<00:39:58.333> my<00:39:58.477> wife<00:39:58.734> and<00:39:58.814> I<00:39:58.911> made<00:39:59.119> a<00:39:59.200> commitment.

00:39:59.922 --> 00:40:05.237
We<00:40:00.163> made<00:40:00.324> a<00:40:00.340> commitment<00:40:00.661> to<00:40:00.741> each<00:40:00.966> other,<00:40:01.143> a<00:40:01.223> promise<00:40:02.267> that<00:40:02.347> we<00:40:02.491> were<00:40:02.588> going<00:40:02.668> to<00:40:02.748> use<00:40:02.909> our<00:40:03.070> lives<00:40:04.113> to<00:40:04.258> help<00:40:04.515> people<00:40:04.740> like<00:40:04.980> Edgar.

00:40:05.864 --> 00:40:17.505
And<00:40:05.944> so<00:40:06.104> that<00:40:06.361> is<00:40:06.522> why<00:40:06.843> I<00:40:06.988> think<00:40:07.148> I<00:40:07.389> felt<00:40:07.726> such<00:40:08.112> a<00:40:08.208> pressing<00:40:08.770> weight<00:40:09.812> all<00:40:09.910> those<00:40:10.136> years<00:40:10.460> after<00:40:10.898> starting<00:40:11.221> those<00:40:11.367> other<00:40:11.529> businesses<00:40:12.015> were<00:40:12.096> like,<00:40:12.404> I<00:40:12.485> had<00:40:12.727> not<00:40:13.456> fulfilled<00:40:13.958> this<00:40:14.201> promise<00:40:15.319> that<00:40:16.063> I<00:40:16.128> was<00:40:16.225> going<00:40:16.339> to<00:40:16.387> use<00:40:16.614> my<00:40:16.711> life<00:40:17.035> to<00:40:17.116> help<00:40:17.343> people.

00:40:18.792 --> 00:40:28.738
And,<00:40:20.636> you<00:40:20.716> know,<00:40:20.797> I<00:40:21.379> just,<00:40:22.010> with<00:40:22.188> time,<00:40:22.544> I'll<00:40:22.851> maybe<00:40:23.142> cut<00:40:23.320> this<00:40:23.482> really<00:40:23.644> short,<00:40:23.967> but<00:40:24.533> I<00:40:25.342> actually<00:40:25.584> went<00:40:25.827> back<00:40:26.134> to<00:40:26.296> Peru<00:40:27.040> a<00:40:27.121> few<00:40:27.266> years<00:40:27.541> ago<00:40:27.994> and<00:40:28.075> I<00:40:28.140> found<00:40:28.479> Edgar.

00:40:29.530 --> 00:40:32.458
And<00:40:30.679> we<00:40:30.905> are<00:40:31.229> the<00:40:31.390> dearest<00:40:31.746> of<00:40:31.876> friends<00:40:32.215> now.

00:40:32.539 --> 00:40:33.914
We<00:40:32.684> stay<00:40:32.862> in<00:40:33.008> touch<00:40:33.493> every<00:40:33.736> week.

00:40:34.399 --> 00:40:35.515
We<00:40:34.544> talk,<00:40:34.965> we<00:40:35.110> communicate.

00:40:37.370 --> 00:40:40.204
I<00:40:37.467> helped<00:40:38.883> him<00:40:38.996> become<00:40:39.479> a<00:40:39.624> tour<00:40:39.882> guide.

00:40:40.365 --> 00:40:47.744
There's<00:40:40.526> a<00:40:40.606> 3-year<00:40:40.992> program<00:40:41.330> that<00:40:41.411> he<00:40:41.556> couldn't<00:40:41.797> afford,<00:40:42.924> and<00:40:43.568> we<00:40:43.665> made<00:40:43.826> a<00:40:43.906> deal<00:40:45.677> where<00:40:45.854> if<00:40:45.999> he<00:40:46.080> did<00:40:46.241> well<00:40:46.370> in<00:40:46.467> school,<00:40:46.790> I'd<00:40:46.952> help<00:40:47.129> with<00:40:47.275> this<00:40:47.437> program.

00:40:47.792 --> 00:40:50.525
And<00:40:48.100> he<00:40:48.245> worked<00:40:48.504> really<00:40:48.730> hard<00:40:49.700> and<00:40:49.797> graduated.

00:40:50.606 --> 00:40:55.473
And<00:40:50.751> then<00:40:51.010> last<00:40:51.398> year<00:40:52.061> he<00:40:52.126> was<00:40:52.223> supposed<00:40:52.482> to<00:40:52.611> graduate,<00:40:53.419> and<00:40:54.487> the<00:40:54.648> pandemic<00:40:55.133> started.

00:40:56.896 --> 00:40:58.967
And<00:40:57.349> so<00:40:57.705> just<00:40:57.867> a<00:40:57.948> heartbreaking<00:40:58.385> situation.

00:40:59.096 --> 00:41:01.248
He<00:40:59.177> was—<00:40:59.485> he<00:40:59.517> had<00:40:59.598> been<00:40:59.840> orphaned<00:41:00.714> when<00:41:00.811> he<00:41:00.860> was<00:41:01.037> 13.

00:41:01.882 --> 00:41:03.708
His<00:41:02.042> mom<00:41:02.282> died<00:41:02.523> giving<00:41:02.763> birth<00:41:03.003> to<00:41:03.067> his<00:41:03.228> younger<00:41:03.468> brother.

00:41:03.804 --> 00:41:05.951
His<00:41:03.965> dad<00:41:04.205> died<00:41:04.445> a<00:41:04.509> couple<00:41:04.686> of<00:41:04.750> years<00:41:04.926> later<00:41:05.230> of<00:41:05.391> alcoholism.

00:41:06.688 --> 00:41:08.307
And<00:41:06.833> so<00:41:07.089> he's<00:41:07.329> raising<00:41:07.634> his<00:41:07.714> younger<00:41:07.906> siblings.

00:41:08.371 --> 00:41:11.527
He<00:41:08.419> has<00:41:08.611> his<00:41:08.835> own<00:41:09.236> little<00:41:09.412> boy<00:41:09.588> now,<00:41:10.277> the<00:41:10.774> cutest<00:41:11.094> little<00:41:11.319> boy.

00:41:12.280 --> 00:41:15.308
And,<00:41:13.081> but<00:41:13.241> he's,<00:41:14.058> he<00:41:14.139> had<00:41:14.299> no<00:41:14.475> way<00:41:14.619> to<00:41:14.699> feed<00:41:14.860> his<00:41:15.004> family.

00:41:15.500 --> 00:41:25.931
And<00:41:15.677> so<00:41:16.766> together<00:41:17.103> we<00:41:17.263> brainstormed,<00:41:18.545> you<00:41:18.625> know,<00:41:19.025> I<00:41:19.186> ended<00:41:19.266> up<00:41:19.410> having<00:41:19.666> this<00:41:19.826> idea<00:41:20.291> in<00:41:20.323> the<00:41:20.403> middle<00:41:20.644> of<00:41:20.708> the<00:41:20.772> night,<00:41:21.108> like<00:41:21.268> at<00:41:21.429> 5<00:41:21.669> in<00:41:21.733> the<00:41:21.765> morning,<00:41:22.630> this<00:41:22.774> idea<00:41:23.592> that<00:41:23.736> he<00:41:23.896> could<00:41:24.072> give<00:41:24.297> a<00:41:24.393> virtual<00:41:24.873> walking<00:41:25.258> tour<00:41:25.434> of<00:41:25.578> Cusco.

00:41:25.995 --> 00:41:32.470
And<00:41:26.139> so,<00:41:27.501> you<00:41:27.533> know,<00:41:28.142> for<00:41:28.302> $10<00:41:28.879> you<00:41:28.959> can<00:41:29.039> buy<00:41:29.199> a<00:41:29.279> ticket<00:41:29.904> and,<00:41:30.850> He<00:41:31.030> does<00:41:31.130> a<00:41:31.270> virtual<00:41:31.510> walking<00:41:31.770> tour<00:41:31.950> of<00:41:32.070> Cusco.

00:41:32.470 --> 00:41:36.910
And<00:41:32.471> so<00:41:32.590> he's<00:41:32.790> sold<00:41:32.950> like<00:41:33.150> 1,500<00:41:33.630> tickets<00:41:34.630> over<00:41:35.610> this<00:41:35.850> during<00:41:36.190> the<00:41:36.310> pandemic.

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And<00:41:36.970> so<00:41:37.430> it's<00:41:37.710> amazing.

00:41:38.170 --> 00:41:39.670
He's<00:41:38.350> got<00:41:38.570> his<00:41:38.790> own<00:41:39.170> business.

00:41:39.670 --> 00:41:43.470
And<00:41:39.671> the<00:41:39.950> amazing<00:41:40.190> thing,<00:41:40.510> too,<00:41:40.630> is<00:41:40.750> like<00:41:40.890> for—<00:41:41.410> I<00:41:41.411> think<00:41:41.510> this<00:41:41.670> is<00:41:41.830> maybe<00:41:41.970> the<00:41:42.110> best<00:41:42.310> part<00:41:42.490> of<00:41:42.630> the<00:41:42.631> story,<00:41:43.410> Clint.

00:41:43.470 --> 00:41:46.140
It's<00:41:43.570> just<00:41:43.770> like<00:41:44.170> this<00:41:44.430> wasn't<00:41:44.690> like<00:41:44.910> a<00:41:45.170> one-time<00:41:45.490> thing.

00:41:46.230 --> 00:41:50.510
Like<00:41:46.550> it<00:41:46.650> was<00:41:46.830> an<00:41:46.990> experience<00:41:47.350> that<00:41:47.490> I<00:41:47.570> had<00:41:47.690> with<00:41:47.850> him<00:41:48.050> every<00:41:48.270> day<00:41:48.690> during—<00:41:49.940> in<00:41:49.960> 2001.

00:41:50.510 --> 00:41:53.030
And<00:41:50.730> then<00:41:50.890> it's<00:41:51.110> something<00:41:51.290> that<00:41:51.490> I<00:41:51.630> just<00:41:51.830> never<00:41:52.150> could<00:41:52.430> forget<00:41:52.670> about.

00:41:53.030 --> 00:41:56.250
I've<00:41:53.330> thought<00:41:53.450> of<00:41:53.630> Edgar<00:41:53.830> every<00:41:54.130> day<00:41:54.390> since<00:41:54.570> 2001,<00:41:55.270> 20<00:41:55.570> years.

00:41:56.250 --> 00:41:57.930
And<00:41:56.870> the<00:41:57.130> story<00:41:57.350> didn't<00:41:57.590> end.

00:41:57.930 --> 00:41:59.250
Like<00:41:58.130> I<00:41:58.210> went<00:41:58.370> back<00:41:58.650> and<00:41:58.810> found<00:41:59.090> him.

00:41:59.250 --> 00:42:00.770
And<00:41:59.350> then<00:41:59.570> the<00:41:59.970> story<00:42:00.090> didn't<00:42:00.290> end<00:42:00.470> again.

00:42:00.770 --> 00:42:06.371
And<00:42:00.830> we<00:42:00.850> were<00:42:00.870> able<00:42:00.890> to<00:42:00.910> find<00:42:00.930> ways<00:42:00.950> to<00:42:00.970> like<00:42:03.262> for<00:42:03.407> him<00:42:03.519> to<00:42:03.647> survive<00:42:03.967> this<00:42:04.064> pandemic<00:42:04.448> and<00:42:04.496> not<00:42:04.640> only<00:42:04.785> survive<00:42:05.185> it,<00:42:05.265> but<00:42:05.666> to<00:42:05.810> thrive.

00:42:06.547 --> 00:42:07.829
He's<00:42:06.772> got<00:42:06.868> his<00:42:07.092> own<00:42:07.124> little<00:42:07.429> business<00:42:07.749> now.

00:42:07.893 --> 00:42:10.954
He<00:42:07.990> got<00:42:08.150> enough<00:42:08.390> money<00:42:08.631> where<00:42:09.256> he<00:42:09.352> could<00:42:09.496> start<00:42:09.736> his<00:42:09.897> own<00:42:09.929> little<00:42:10.233> tour<00:42:10.473> agency.

00:42:11.034 --> 00:42:16.194
And<00:42:11.179> so,<00:42:11.227> like,<00:42:11.916> it's<00:42:12.348> like<00:42:12.701> the<00:42:12.781> story<00:42:13.262> that<00:42:13.358> just<00:42:13.582> keeps<00:42:13.903> getting<00:42:14.159> better<00:42:14.944> and<00:42:15.025> it<00:42:15.121> keeps<00:42:15.505> enriching<00:42:15.922> my<00:42:16.066> life.

00:42:16.403 --> 00:42:18.117
Like,<00:42:16.707> Edgar<00:42:17.044> has<00:42:17.348> changed<00:42:17.829> my<00:42:17.989> life.

00:42:18.726 --> 00:42:21.691
I<00:42:18.806> feel<00:42:18.983> so<00:42:19.351> grateful<00:42:20.008> for<00:42:20.088> that<00:42:20.313> friendship,<00:42:20.793> for<00:42:20.874> that<00:42:20.970> relationship.

00:42:22.316 --> 00:42:28.421
And<00:42:23.518> really,<00:42:23.694> that's<00:42:24.335> the<00:42:24.415> question<00:42:25.056> I<00:42:25.296> guess<00:42:25.473> I<00:42:25.521> would<00:42:25.617> challenge<00:42:26.162> every<00:42:26.338> CEO<00:42:26.803> to<00:42:26.899> have<00:42:27.219> and<00:42:27.300> like<00:42:27.524> every<00:42:27.780> person<00:42:28.101> to<00:42:28.165> have.

00:42:28.888 --> 00:42:30.518
Like,<00:42:29.130> who<00:42:29.857> is<00:42:29.953> your<00:42:30.260> Edgar?

00:42:31.067 --> 00:42:36.440
Who<00:42:31.260> is<00:42:31.470> that<00:42:31.809> thing<00:42:32.116> or<00:42:32.213> that<00:42:32.455> mission<00:42:32.842> or<00:42:32.874> that<00:42:33.165> person<00:42:34.214> that<00:42:34.375> will<00:42:34.859> help<00:42:35.133> you<00:42:35.343> look<00:42:35.682> beyond<00:42:36.021> yourself?

00:42:37.118 --> 00:42:38.279
Because<00:42:37.376> that's<00:42:37.618> what<00:42:37.715> this<00:42:37.941> is<00:42:37.990> about.

00:42:38.360 --> 00:42:41.581
It's<00:42:38.569> not<00:42:38.746> about<00:42:39.471> how<00:42:39.713> big<00:42:40.582> a<00:42:40.920> business<00:42:41.226> we<00:42:41.323> can<00:42:41.468> build.

00:42:41.645 --> 00:42:47.604
It's<00:42:41.790> not<00:42:41.903> about<00:42:42.193> building<00:42:42.467> a<00:42:42.595> unicorn<00:42:43.111> or<00:42:43.240> making<00:42:43.578> as<00:42:43.723> much<00:42:44.367> money<00:42:44.544> as<00:42:44.689> possible<00:42:45.108> or<00:42:45.253> doing<00:42:45.494> better<00:42:45.752> than<00:42:45.848> the<00:42:45.929> next<00:42:46.235> person<00:42:46.573> or<00:42:46.702> having<00:42:46.960> the<00:42:47.040> biggest<00:42:47.282> house.

00:42:48.231 --> 00:42:49.534
That<00:42:48.408> stuff<00:42:48.714> doesn't<00:42:49.052> even<00:42:49.213> matter.

00:42:51.224 --> 00:42:56.034
What<00:42:51.385> matters<00:42:51.787> is<00:42:51.932> like<00:42:52.109> how<00:42:52.205> many<00:42:52.495> lives<00:42:52.817> we<00:42:52.914> can<00:42:52.994> touch<00:42:53.654> along<00:42:53.959> our<00:42:54.542> along<00:42:54.847> our<00:42:54.943> way,<00:42:55.184> along<00:42:55.504> this<00:42:55.729> journey.

00:42:56.772 --> 00:43:02.258
And<00:42:57.413> that's<00:42:58.713> what<00:42:58.857> I<00:42:58.873> hope<00:42:59.194> more<00:42:59.611> CEOs<00:43:00.156> and<00:43:00.301> entrepreneurs<00:43:00.862> will<00:43:01.664> try<00:43:01.776> to<00:43:01.985> find.

00:43:03.749 --> 00:43:06.637
Well,<00:43:03.926> I<00:43:03.990> can't<00:43:04.231> think<00:43:04.407> of<00:43:04.487> a<00:43:04.568> better<00:43:04.792> way<00:43:04.904> to<00:43:04.969> end<00:43:05.273> this<00:43:05.450> interview<00:43:05.771> than<00:43:05.931> that,<00:43:06.172> my<00:43:06.332> friend.

00:43:06.717 --> 00:43:08.129
Thank<00:43:06.909> you<00:43:06.990> so<00:43:07.134> much<00:43:07.439> for<00:43:07.519> sharing<00:43:07.920> that.

00:43:08.658 --> 00:43:10.471
Thanks<00:43:08.899> for<00:43:08.979> everything<00:43:09.364> you're<00:43:09.444> doing<00:43:09.701> in<00:43:09.781> the<00:43:09.925> world<00:43:10.326> too.

00:43:10.727 --> 00:43:23.159
I<00:43:10.839> mean,<00:43:11.786> you've<00:43:11.930> really<00:43:12.187> pioneered<00:43:13.791> what<00:43:14.016> it<00:43:14.176> means<00:43:14.737> to<00:43:15.219> use<00:43:15.539> capitalism<00:43:16.181> for<00:43:16.341> good,<00:43:16.518> particularly<00:43:16.999> around<00:43:17.962> the<00:43:18.042> arena<00:43:18.427> of<00:43:18.523> benefit<00:43:19.004> corporations,<00:43:19.726> which<00:43:19.886> I<00:43:19.967> encourage<00:43:20.288> people—<00:43:20.672> you've<00:43:20.929> written<00:43:21.154> about<00:43:21.410> this,<00:43:21.972> you've<00:43:22.116> talked<00:43:22.357> about<00:43:22.533> this<00:43:22.629> other<00:43:22.774> places.

00:43:23.319 --> 00:43:24.827
I<00:43:23.560> encourage<00:43:23.897> people<00:43:24.137> to<00:43:24.218> check<00:43:24.458> that<00:43:24.683> out.

00:43:25.164 --> 00:43:27.539
Davis<00:43:25.421> Smith,<00:43:26.057> Thank<00:43:26.234> you<00:43:26.315> so<00:43:26.412> much<00:43:26.702> for<00:43:26.782> coming<00:43:27.024> on,<00:43:27.136> my<00:43:27.281> friend.

00:43:28.796 --> 00:43:29.214
Thanks,<00:43:28.973> Clint.

00:43:29.359 --> 00:43:30.261
Really<00:43:29.520> appreciate<00:43:29.778> you<00:43:29.843> having<00:43:30.100> me.

00:43:31.147 --> 00:43:31.518
Thanks.