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# EPSG CEO Brent Rose
- URL: https://www.ceo.com/episodes/epsg-ceo-brent-rose/
- Published: 2024-06-13T15:15:52.000Z
- Updated: 2026-08-30T00:45:43.000Z
- Description: The former Echelon Payments CEO on cadence, Cal Ripken Jr., and why all positive feedback means something is wrong.
- Author: Clint Betts

# Brent Rose built a career on a few cents per swipe

Thirty years ago, Brent Rose was installing credit card terminals that looked like calculators. He had played football in college and fallen in with friends working on electronic draft capture, the technology that replaced the carbon-copy imprint slip and the printed book of bad card numbers merchants kept next to the register. The terminals let a store get an authorization in something close to real time and get paid faster. Rose put them in and moved on to the next one.

Then he did the math. "Every time a transaction occurs, someone's making a little bit of money," he told the CEO.com Podcast. The issuing bank takes a piece. The settlement bank takes a piece. The processor takes a piece. And the salesperson who signed the merchant gets a sliver of what is left, on every transaction, for as long as the account stays open.

That sliver is called a residual. Rose has spent three decades on it. He sold merchant accounts himself, started companies, ran other people's companies, and watched the sales partners he worked with turn fractions of a cent into what he calls "sustainable income and financial freedom for themselves."

In 2023 he took over the company that pays them. [EPSG named Rose chief executive that April](https://www.businesswire.com/news/home/20230411005365/en/EPSG-Appoints-Brent-Rose-as-CEO?ref=ceo.com), 18 days after Global Payments [closed its $4.3 billion purchase of EVO Payments](https://www.sec.gov/Archives/edgar/data/1123360/000112336024000036/gpn-20240930.htm?ref=ceo.com). The two histories are tangled. Co-founders Richard Ross and Brett Sturm had sold their first company to Heartland Payment Systems, then [formed EVO Platinum Services Group inside EVO Merchant Services](https://echelonpayments.com/leadership/?ref=ceo.com) in 2006\. The initials stuck. The company is [its own entity now](https://www.digitaltransactions.net/epsg-marks-a-new-direction-with-its-rebranding-to-echelon/?ref=ceo.com), and Ross and Sturm spent years building it into what they call the last stop in payments, a home for sales partners who had been burned elsewhere. Anyone who has spent time around independent sales organizations knows the pattern. A processor raises rates on the merchant or pads the statement with fees, and the partner who signed that merchant watches the account walk. The company's pitch is that it has [never done either](https://www.businesswire.com/news/home/20240918411503/en/EPSG-is-Now-Echelon?ref=ceo.com). Rose had known Ross and Sturm for close to 28 years. They had tried to work together before. When he left his last job, they called.

"I'm just a farm kid, if you will, from the Midwest that still has values," Rose said. He measured the co-founders against the same standard and took the job.

Rose spoke to the CEO.com Podcast in 2024, about a year into the job. The company was processing close to $8 billion a year by his count, roughly three and a half transactions every second. Its merchants are concentrated around New York, with a heavy share of hotels, restaurants, and gas stations, Rose [told Digital Transactions](https://www.digitaltransactions.net/epsg-marks-a-new-direction-with-its-rebranding-to-echelon/?ref=ceo.com). In September 2024 it [rebranded as Echelon Payment Solutions Group](https://www.businesswire.com/news/home/20240918411503/en/EPSG-is-Now-Echelon?ref=ceo.com), and a year later it [made the Inc. 5000](https://echelonpayments.com/inc-5000-fastest-growing-private-companies/?ref=ceo.com).

Rose's management style is the residual model applied to a person. Small, consistent, compounding. His alarm is internal and goes off around 4:45\. He walks. He reads the overnight email. He checks in with sales and operations about whatever went wrong yesterday. The day ends with another walk and a re-forecast for tomorrow. He calls it cadence, and he admits it has cost him. "Sometimes that's even hampered our growth a little bit," he said. He would rather know where the company has been than guess where it is going.

He spent a disproportionate share of his week on the phone with sales partners and regional directors, because that was his job once and because those are the people whose residuals depended on him keeping his word. He reads books about executing a vision and leading with compassion, and he mentioned Sebastian Junger's *Tribe*, but the reading recommendation he actually gave was to join a peer group. He sits on a monthly call with a leadership group in London and uses it to figure out what a shift in one country will do to another.

On artificial intelligence, he had a working answer and a worry. Echelon uses AI to write code, streamline workflows, and train the service desk. On the risk side, it is building databases to catch fraudsters who now show up with fabricated identities and doctored driver's licenses, a problem that traditional underwriting was never built for. The worry is about voice. "Everyone kind of looks the same," he said. He and his marketing team argue about it regularly.

His answer on remote work was the least ideological version of that argument on record. The sales force has always been remote. Product is in Phoenix, and marketing is in Chicago. The people who handle risk work inside a secured cardholder data environment and come to the office because the rules say they have to.

Asked to name a leader he admires, Rose gave two. His father, a banker who built companies and taught him the business. And Cal Ripken Jr., who played more than 2,600 consecutive games, some of them for a team his own father coached, and showed up every day knowing someone wanted his job.

The CEO.com Podcast ends every conversation the same way. The chances one gives are just as important as the chances one takes, so who gave you a chance?

Rose could not settle on one name. Coaches, mentors, bosses at each stage, and what they had in common was that they let him fail. He has built that into how he runs meetings. He now asks for the bad news on purpose, on the theory that a room full of positive feedback means nobody is paying attention. He has pitched strategies he spent months on and been told, flatly, that they would not work. Twenty years ago he would have done it anyway.

Echelon's [leadership page](https://echelonpayments.com/leadership/?ref=ceo.com) now lists Sturm, the co-founder who recruited him, as chief executive, and Rose's name is no longer on it. The company says it has [paid every residual on time since 2006](https://www.businesswire.com/news/home/20240918411503/en/EPSG-is-Now-Echelon?ref=ceo.com).

```chapters
00:00:00 Introduction to Brent Rose
00:00:31 Brent Rose's Career Journey
00:02:35 Early Days in the Industry
00:05:54 Self-Leadership and Daily Routine
00:07:40 Typical Day as a CEO
00:09:07 Deciding Where to Spend Time
00:11:19 Reading Recommendations
00:13:24 Impact of AI on Business
00:16:56 Work From Home and Hybrid Models
00:18:35 Defining Company Culture
00:20:21 Leaders and Inspirations
00:22:30 Giving and Receiving Chances
```

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Settlement,<00:03:43.016> so<00:03:43.337> forth,<00:03:44.058> and<00:03:44.299> understood<00:03:44.860> that<00:03:45.421> there's<00:03:45.597> a<00:03:45.662> little<00:03:45.902> bit<00:03:46.062> of<00:03:46.142> residual<00:03:46.704> income,<00:03:47.200> you<00:03:47.297> know,<00:03:47.345> a<00:03:47.441> few<00:03:47.681> cents<00:03:48.018> of<00:03:48.082> transaction<00:03:48.804> and<00:03:48.900> so<00:03:49.204> forth<00:03:50.471> that<00:03:50.807> someone<00:03:51.208> shares<00:03:51.609> in,<00:03:51.833> whether<00:03:52.234> it<00:03:52.410> be<00:03:52.972> the<00:03:53.052> card<00:03:53.356> issuing<00:03:53.773> bank,<00:03:55.039> the<00:03:55.088> merchant<00:03:55.472> settlement<00:03:56.017> bank,<00:03:56.402> the<00:03:56.562> processor<00:03:57.139> like<00:03:57.380> we<00:03:57.620> are,<00:03:59.047> and<00:03:59.143> then<00:03:59.945> the<00:04:00.201> sales<00:04:00.650> partner<00:04:00.971> that<00:04:01.804> facilitates<00:04:02.446> those<00:04:02.654> relationships.

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They<00:04:04.417> share<00:04:04.690> in<00:04:04.818> a<00:04:04.898> little<00:04:05.075> percentage<00:04:05.572> of<00:04:05.716> it.

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So<00:04:06.101> it's,<00:04:06.694> it's<00:04:06.838> really<00:04:07.078> about<00:04:07.335> the<00:04:07.463> residual<00:04:07.960> income.

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And,<00:04:09.243> uh,<00:04:09.468> this<00:04:09.580> is<00:04:09.725> how<00:04:09.885> a<00:04:09.965> lot<00:04:10.206> of,<00:04:10.431> uh,<00:04:11.073> our<00:04:11.169> sales<00:04:11.554> partners,<00:04:11.955> people<00:04:12.212> I've<00:04:12.437> worked<00:04:12.694> with,<00:04:12.918> companies<00:04:13.400> I've<00:04:13.576> led<00:04:13.897> throughout<00:04:14.282> my,<00:04:14.603> uh,<00:04:14.940> my<00:04:15.101> career<00:04:16.112> have<00:04:16.304> built,<00:04:16.786> you<00:04:16.866> know,<00:04:17.187> sustainable<00:04:17.829> income<00:04:18.294> and<00:04:18.455> financial<00:04:18.936> freedom<00:04:19.354> for,<00:04:19.915> for<00:04:20.060> themselves.

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And,<00:04:21.263> uh,<00:04:21.857> so,<00:04:22.387> um,<00:04:23.141> spent<00:04:23.671> a<00:04:24.072> good<00:04:24.313> part<00:04:24.425> of<00:04:24.505> my<00:04:24.714> career,<00:04:25.211> you<00:04:25.291> know,<00:04:25.532> probably<00:04:25.773> 33<00:04:26.800> decades<00:04:27.298> if<00:04:27.442> you<00:04:27.538> will,<00:04:27.939> in<00:04:28.084> this<00:04:28.325> business<00:04:28.806> in<00:04:28.886> multiple<00:04:29.287> different<00:04:29.624> roles.

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Uh,<00:04:30.684> started,<00:04:31.294> uh,<00:04:31.855> uh,<00:04:32.192> my<00:04:32.433> own<00:04:32.658> companies,<00:04:33.620> uh,<00:04:33.861> ran<00:04:34.102> other<00:04:34.278> companies,<00:04:35.868> learned<00:04:36.108> a<00:04:36.125> lot<00:04:36.381> along<00:04:36.687> the<00:04:36.831> way.

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And<00:04:38.132> now,<00:04:38.935> you<00:04:38.967> know,<00:04:39.095> the<00:04:39.175> focus<00:04:39.641> is<00:04:39.802> on<00:04:40.364> technology<00:04:41.006> and<00:04:41.102> infrastructure<00:04:41.986> and<00:04:42.082> security<00:04:42.628> around<00:04:42.933> all<00:04:43.029> the<00:04:43.110> transactions.

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So<00:04:44.892> it<00:04:44.940> becomes<00:04:45.342> more<00:04:45.679> in-depth<00:04:46.145> and<00:04:46.241> more<00:04:46.402> complicated.

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And<00:04:48.714> EPSG,<00:04:49.950> the<00:04:50.079> co-founders,<00:04:51.283> we've<00:04:51.460> known<00:04:51.701> each<00:04:51.925> other<00:04:52.825> 28,<00:04:53.531> 27,<00:04:54.527> 28<00:04:54.832> years,<00:04:56.903> tried<00:04:57.096> to<00:04:57.241> work<00:04:57.465> together<00:04:57.883> a<00:04:57.947> couple<00:04:58.172> of<00:04:58.204> times<00:04:58.541> along<00:04:58.846> the<00:04:59.007> way,<00:05:00.356> and<00:05:00.436> the<00:05:00.532> timing<00:05:00.918> just<00:05:01.159> worked<00:05:01.480> out<00:05:01.640> well.

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I<00:05:02.202> had<00:05:03.422> left<00:05:03.727> my<00:05:03.903> former<00:05:04.288> company<00:05:05.329> and<00:05:06.371> a<00:05:06.387> little<00:05:06.644> time<00:05:06.964> away,<00:05:07.429> and<00:05:07.589> they<00:05:07.750> asked<00:05:07.910> me<00:05:08.070> to<00:05:08.695> come<00:05:08.856> in<00:05:09.032> and<00:05:09.112> join<00:05:09.433> them.

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And,<00:05:09.913> you<00:05:10.266> know,<00:05:10.859> I<00:05:11.099> looked<00:05:11.340> at<00:05:11.436> the<00:05:11.580> opportunity<00:05:12.077> that<00:05:12.253> they<00:05:12.558> built<00:05:13.103> really,<00:05:14.081> and<00:05:14.177> EPSG<00:05:14.738> is<00:05:14.882> entering<00:05:15.267> our<00:05:15.828> 18th<00:05:16.164> year<00:05:16.325> of<00:05:16.469> business.

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So<00:05:17.126> they<00:05:17.286> were<00:05:17.927> focused<00:05:18.392> on<00:05:18.873> kind<00:05:19.033> of<00:05:19.129> building<00:05:19.530> the<00:05:19.674> last<00:05:19.995> stop<00:05:20.332> for<00:05:20.476> a<00:05:20.716> lot<00:05:20.892> of<00:05:20.973> our<00:05:21.069> sales<00:05:21.518> partners<00:05:21.806> to<00:05:21.918> come<00:05:22.095> join<00:05:22.415> us.

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And<00:05:23.457> they've<00:05:23.922> done<00:05:24.098> business<00:05:24.643> ethically.

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You<00:05:25.236> know,<00:05:25.701> I'm,<00:05:26.566> I'm<00:05:27.288> just<00:05:27.528> a<00:05:27.720> farm<00:05:28.169> kid,<00:05:28.361> if<00:05:28.506> you<00:05:28.586> will,<00:05:28.890> from<00:05:29.067> the<00:05:29.147> Midwest<00:05:29.708> that<00:05:29.884> still<00:05:30.125> has<00:05:30.349> values<00:05:30.830> and<00:05:30.910> so<00:05:31.086> forth.

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And<00:05:31.936> You<00:05:32.097> know,<00:05:32.177> I<00:05:32.274> think<00:05:32.515> that's<00:05:32.756> what's<00:05:33.238> sustained<00:05:33.640> my<00:05:33.881> career.

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And<00:05:34.926> they<00:05:35.071> were,<00:05:35.730> they<00:05:35.874> were<00:05:36.035> measuring<00:05:36.437> up<00:05:36.598> to<00:05:36.694> the<00:05:36.791> same<00:05:38.848> ethics<00:05:39.411> and<00:05:39.508> integrity<00:05:40.215> and<00:05:40.360> transparent<00:05:41.280> transparency<00:05:42.006> and<00:05:42.087> so<00:05:42.329> forth.

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So<00:05:43.314> it<00:05:43.379> was<00:05:43.524> a<00:05:43.605> perfect<00:05:44.025> fit.

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So<00:05:44.832> I<00:05:45.155> joined<00:05:45.478> EPSG<00:05:45.865> just<00:05:46.269> a<00:05:46.285> little<00:05:46.850> bit<00:05:47.011> a<00:05:47.157> year<00:05:47.334> ago,<00:05:48.206> and<00:05:48.303> now<00:05:48.545> we're<00:05:48.707> focused<00:05:49.175> on<00:05:49.240> building,<00:05:50.059> rebuilding<00:05:50.557> the<00:05:50.638> infrastructure<00:05:51.441> and<00:05:51.586> setting<00:05:51.988> up<00:05:52.084> for<00:05:52.229> sustainable<00:05:52.791> growth.

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We<00:05:54.494> talk<00:05:54.800> a<00:05:54.816> lot<00:05:54.993> about<00:05:55.298> self-leadership<00:05:56.343> at<00:05:56.439> CEO.com<00:05:57.612> and<00:05:57.773> what<00:05:57.869> it<00:05:57.950> means<00:05:58.255> to<00:05:58.400> lead<00:05:58.787> oneself.

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And<00:06:00.625> everything<00:06:01.045> that<00:06:01.191> that<00:06:01.304> entails.

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What<00:06:02.453> does<00:06:02.582> that<00:06:02.728> mean<00:06:02.906> to<00:06:03.051> you?

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And<00:06:04.184> how<00:06:04.297> do<00:06:04.426> you<00:06:04.523> implement<00:06:04.992> that<00:06:05.170> in<00:06:05.235> your<00:06:05.332> daily<00:06:05.720> life?

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Very<00:06:09.393> simple.

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I<00:06:10.121> think<00:06:10.606> leading<00:06:10.930> by<00:06:11.415> example,<00:06:12.127> which,<00:06:12.693> you<00:06:12.725> know,<00:06:12.790> a<00:06:12.806> lot<00:06:13.129> of<00:06:13.194> people<00:06:13.501> say,<00:06:13.841> but<00:06:13.938> I<00:06:14.003> think<00:06:14.973> your<00:06:15.200> personal,<00:06:15.766> your<00:06:15.927> business<00:06:16.332> life,<00:06:16.607> your<00:06:16.752> faith<00:06:17.076> life,<00:06:17.383> if<00:06:17.480> you<00:06:17.610> will,<00:06:18.192> have<00:06:18.434> to<00:06:18.531> kind<00:06:18.757> of<00:06:18.854> be<00:06:19.016> in<00:06:19.162> unison.

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And<00:06:19.922> if<00:06:20.067> you<00:06:20.229> do<00:06:20.390> those<00:06:20.714> things<00:06:21.102> consistently,<00:06:22.896> if<00:06:23.042> you<00:06:23.139> have<00:06:23.317> a<00:06:23.446> daily<00:06:23.786> routine<00:06:24.432> that<00:06:24.740> you<00:06:24.982> kind<00:06:25.548> of<00:06:25.580> follow<00:06:26.437> that<00:06:26.615> starts<00:06:27.100> your<00:06:27.230> day,<00:06:27.434> finishes<00:06:28.015> your<00:06:28.185> day,<00:06:30.291> You<00:06:30.371> know,<00:06:31.174> I've<00:06:31.833> tried<00:06:32.074> to<00:06:32.234> learn<00:06:32.539> a<00:06:32.620> lot<00:06:32.861> from<00:06:33.021> the<00:06:33.118> mistakes<00:06:33.664> I've<00:06:33.840> made,<00:06:34.354> mistakes<00:06:34.868> that<00:06:35.029> I've<00:06:35.671> made<00:06:35.992> for<00:06:36.795> in<00:06:36.891> leadership<00:06:37.453> roles<00:06:37.855> and<00:06:37.999> so<00:06:38.240> forth.

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And<00:06:38.738> I<00:06:38.883> think<00:06:39.124> over<00:06:39.300> time,<00:06:40.408> you<00:06:40.440> know,<00:06:40.665> being<00:06:40.970> patient<00:06:41.452> a<00:06:41.532> little<00:06:41.709> bit,<00:06:41.886> sometimes<00:06:43.074> companies<00:06:43.556> are<00:06:43.636> so<00:06:43.957> focused<00:06:44.584> on<00:06:45.226> where<00:06:45.467> are<00:06:45.499> we<00:06:45.627> going<00:06:45.756> to<00:06:45.804> grow<00:06:46.141> tomorrow<00:06:47.249> that<00:06:47.410> sometimes<00:06:47.876> you<00:06:47.908> have<00:06:48.052> to<00:06:48.133> take<00:06:48.389> a<00:06:48.454> step<00:06:48.759> back<00:06:49.016> and<00:06:49.096> say,<00:06:49.273> okay,<00:06:49.578> where<00:06:49.899> have<00:06:50.140> we<00:06:50.365> been<00:06:50.622> and<00:06:50.927> how<00:06:51.103> do<00:06:51.168> we<00:06:51.264> want<00:06:51.409> to<00:06:51.569> get<00:06:51.746> there?

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Kind<00:06:52.131> of<00:06:52.227> back<00:06:52.549> into<00:06:52.870> it.

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And,<00:06:54.299> you<00:06:54.331> know,<00:06:54.476> I<00:06:54.556> guess<00:06:54.797> my<00:06:55.022> colleagues,<00:06:56.082> around<00:06:56.386> the<00:06:56.546> industry<00:06:57.107> and<00:06:57.203> the<00:06:57.363> people<00:06:57.748> that<00:06:57.908> I've<00:06:58.004> worked<00:06:58.244> with<00:06:58.389> before,<00:06:59.526> I've<00:06:59.766> become<00:07:00.087> very<00:07:00.327> methodical<00:07:01.032> about<00:07:01.288> it,<00:07:01.673> you<00:07:01.705> know,<00:07:01.769> and<00:07:01.929> very<00:07:02.170> consistent<00:07:02.810> with<00:07:03.035> it.

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And<00:07:04.076> sometimes<00:07:04.717> that's<00:07:05.774> even<00:07:05.999> hampered,<00:07:06.559> you<00:07:06.639> know,<00:07:06.751> our<00:07:06.896> growth<00:07:07.280> a<00:07:07.296> little<00:07:07.537> bit,<00:07:07.777> but<00:07:07.921> I'm<00:07:08.081> really<00:07:08.338> focused<00:07:08.882> on<00:07:08.978> building<00:07:09.940> an<00:07:10.084> infrastructure<00:07:10.885> where<00:07:11.462> not<00:07:11.702> only<00:07:11.862> myself,<00:07:12.343> but<00:07:12.487> the<00:07:12.583> leaders<00:07:12.968> that,<00:07:13.448> you<00:07:13.496> know,<00:07:13.705> I<00:07:13.929> work<00:07:14.185> with<00:07:14.345> that<00:07:14.570> I've<00:07:14.730> brought<00:07:15.050> in<00:07:15.387> to<00:07:16.172> manage<00:07:16.572> the<00:07:16.668> different<00:07:17.053> components<00:07:17.630> of<00:07:17.694> the<00:07:17.790> day-to-day<00:07:18.511> business,<00:07:19.536> they<00:07:19.696> all<00:07:19.857> have<00:07:20.017> the<00:07:20.097> same<00:07:20.353> mindset<00:07:20.994> that,<00:07:21.635> you<00:07:21.699> know,<00:07:21.859> we're<00:07:22.019> kind<00:07:22.196> of<00:07:22.340> all<00:07:22.516> rolling<00:07:22.853> in<00:07:22.933> the<00:07:23.061> right<00:07:23.253> direction.

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And<00:07:24.823> we<00:07:24.983> have<00:07:25.320> regular<00:07:25.800> checkups<00:07:26.827> to<00:07:26.907> make<00:07:27.165> sure<00:07:27.471> that<00:07:27.713> we're<00:07:27.955> meeting<00:07:28.213> the<00:07:28.310> needs<00:07:28.696> of<00:07:28.777> not<00:07:29.003> only<00:07:29.260> our,<00:07:29.808> our<00:07:29.905> sales<00:07:30.292> partners,<00:07:30.791> but<00:07:30.888> our<00:07:31.017> merchant<00:07:31.339> clients,<00:07:32.468> and<00:07:32.790> it<00:07:33.064> stays<00:07:33.435> consistent.

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And<00:07:34.160> we<00:07:34.256> have<00:07:34.418> a<00:07:34.498> path<00:07:34.821> that<00:07:34.950> we're<00:07:35.079> growing<00:07:35.451> to.

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What<00:07:36.841> does<00:07:37.019> a<00:07:37.148> typical<00:07:37.552> day<00:07:37.795> look<00:07:37.956> like<00:07:38.199> for<00:07:38.296> you?

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Again,<00:07:41.208> cadence<00:07:41.869> and<00:07:41.949> routine<00:07:42.514> is<00:07:42.739> really<00:07:42.997> important<00:07:43.401> to<00:07:43.497> me.

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Start<00:07:45.319> every<00:07:45.577> day<00:07:45.900> fairly<00:07:46.529> early.

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My,<00:07:48.665> my<00:07:48.812> natural<00:07:49.302> alarm<00:07:49.629> clock<00:07:50.021> is<00:07:50.348> generally<00:07:50.674> about<00:07:50.936> 4:45,<00:07:51.752> 5<00:07:52.014> o'clock<00:07:52.389> in<00:07:52.471> the<00:07:52.504> morning,<00:07:52.977> and<00:07:53.577> I<00:07:53.996> do<00:07:54.093> my<00:07:54.238> morning<00:07:54.640> walk.

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I<00:07:55.462> check<00:07:56.235> some<00:07:56.879> of<00:07:56.976> the<00:07:57.201> emails<00:07:57.604> I<00:07:57.684> had,<00:07:58.103> you<00:07:58.184> know,<00:07:58.329> from<00:07:58.506> late<00:07:58.747> in<00:07:58.812> the<00:07:58.909> day.

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You<00:08:01.644> know,<00:08:01.950> you<00:08:02.272> have<00:08:02.610> some<00:08:03.013> news<00:08:03.400> outlets<00:08:03.964> and<00:08:04.060> some<00:08:04.946> things<00:08:05.252> that<00:08:05.414> I<00:08:05.575> look<00:08:05.816> at<00:08:06.138> on<00:08:06.235> a<00:08:06.316> daily<00:08:06.702> basis.

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And<00:08:07.854> then<00:08:08.193> from<00:08:08.418> that<00:08:08.724> point,<00:08:09.127> you<00:08:09.224> know,<00:08:09.305> it's<00:08:09.466> usually<00:08:09.869> a<00:08:09.885> check-in<00:08:10.578> with<00:08:11.464> a<00:08:11.786> couple<00:08:12.060> departments,<00:08:12.689> whether<00:08:12.995> it<00:08:13.076> be<00:08:13.269> our<00:08:13.414> sales<00:08:13.753> leadership<00:08:14.236> team<00:08:14.768> or<00:08:14.945> our<00:08:15.252> operations<00:08:15.832> team,<00:08:17.275> usually<00:08:17.616> something<00:08:18.102> pegged<00:08:18.427> from<00:08:18.978> that<00:08:19.173> happened<00:08:19.497> the<00:08:19.627> day<00:08:19.805> before,<00:08:20.211> the<00:08:20.357> week<00:08:20.600> before,<00:08:21.573> and<00:08:21.978> getting<00:08:22.384> understanding<00:08:23.049> of,<00:08:23.526> Are<00:08:23.702> we<00:08:23.847> meeting<00:08:24.184> the<00:08:24.264> needs<00:08:24.745> and<00:08:24.826> challenges<00:08:25.547> of<00:08:26.334> our<00:08:26.526> sales<00:08:26.911> partners,<00:08:27.489> our<00:08:27.617> merchants,<00:08:28.275> you<00:08:28.355> know,<00:08:28.499> which<00:08:28.740> I<00:08:28.901> put<00:08:29.061> together?

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They're<00:08:29.719> all<00:08:29.879> kind<00:08:30.056> of<00:08:30.184> working<00:08:30.537> together<00:08:31.002> to<00:08:31.660> achieve<00:08:32.061> the<00:08:32.189> common<00:08:32.526> goal.

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And,<00:08:34.291> and<00:08:34.371> then<00:08:34.596> from<00:08:34.756> there,<00:08:34.933> it<00:08:35.013> becomes<00:08:35.398> a<00:08:35.478> little<00:08:35.655> bit<00:08:35.879> more<00:08:36.040> nimble.

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You<00:08:36.634> know,<00:08:36.714> every<00:08:37.003> day<00:08:37.243> is<00:08:37.339> a<00:08:37.500> little<00:08:37.724> bit<00:08:37.885> different.

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Ever<00:08:39.008> after<00:08:39.265> that,<00:08:39.650> you<00:08:39.682> know,<00:08:39.826> there's<00:08:40.051> different<00:08:40.372> challenges<00:08:40.949> that<00:08:41.110> we<00:08:41.270> face<00:08:41.832> and,<00:08:42.233> you<00:08:42.955> know,<00:08:43.195> going<00:08:43.500> through<00:08:43.677> that<00:08:43.741> and<00:08:43.933> making<00:08:44.302> sure<00:08:44.463> that<00:08:44.559> we<00:08:44.655> have<00:08:44.800> the<00:08:44.864> support<00:08:45.297> from<00:08:46.067> our<00:08:46.244> leadership<00:08:46.725> that<00:08:46.949> things<00:08:47.142> are<00:08:47.206> being<00:08:47.447> handled<00:08:48.393> and<00:08:51.119> Typical<00:08:51.616> end<00:08:51.776> of<00:08:51.840> the<00:08:51.936> day<00:08:52.257> would<00:08:52.417> be<00:08:52.642> kind<00:08:52.834> of<00:08:53.283> a<00:08:53.379> late<00:08:53.619> afternoon<00:08:54.164> walk<00:08:54.581> and<00:08:54.661> just<00:08:54.821> kind<00:08:54.998> of<00:08:55.062> recap<00:08:55.543> the<00:08:55.639> day<00:08:56.729> and<00:08:56.969> start<00:08:57.290> to<00:08:57.370> reforecast<00:08:58.027> for<00:08:58.107> the<00:08:58.203> next<00:08:58.540> day.

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But<00:08:58.892> it's<00:08:59.389> a<00:08:59.469> pretty<00:08:59.774> consistent<00:09:00.415> cadence<00:09:00.880> from<00:09:01.056> start<00:09:01.537> to<00:09:01.633> finish.

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There's<00:09:02.194> some<00:09:02.435> gaps<00:09:02.771> in<00:09:02.851> between<00:09:03.316> that,<00:09:04.037> again,<00:09:04.502> you<00:09:04.582> just<00:09:04.807> have<00:09:04.919> to<00:09:04.999> be<00:09:05.159> agile<00:09:05.560> and<00:09:05.640> nimble<00:09:05.881> to.

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Another<00:09:07.724> interesting<00:09:08.830> challenge<00:09:09.952> as<00:09:10.128> CEO<00:09:11.474> is<00:09:11.987> deciding<00:09:12.612> where<00:09:12.853> to<00:09:12.949> spend<00:09:13.317> your<00:09:13.414> time,<00:09:13.894> right?

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Because<00:09:14.359> there's<00:09:14.568> so<00:09:14.696> many<00:09:15.016> different<00:09:15.577> areas<00:09:15.898> of<00:09:15.978> the<00:09:16.122> business<00:09:16.539> that<00:09:16.683> you<00:09:16.779> could<00:09:16.940> be<00:09:17.020> focused<00:09:17.485> on.

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Be<00:09:18.367> looking<00:09:18.705> at,<00:09:19.187> be<00:09:19.508> trying<00:09:19.910> to<00:09:19.974> figure<00:09:20.376> out,<00:09:20.777> um,<00:09:21.516> and<00:09:21.661> even<00:09:21.902> like<00:09:22.159> want<00:09:22.497> to<00:09:22.818> spend—<00:09:23.203> like<00:09:23.380> maybe<00:09:23.589> you're<00:09:23.830> like<00:09:24.087> way<00:09:24.312> big<00:09:24.473> into<00:09:24.633> product<00:09:25.148> or<00:09:25.196> you're<00:09:25.373> way<00:09:25.533> big<00:09:25.694> into<00:09:25.871> sales<00:09:26.337> or<00:09:26.385> anything<00:09:26.642> like<00:09:26.754> that,<00:09:26.963> but<00:09:27.060> as<00:09:27.156> CEO<00:09:27.526> you<00:09:27.622> kind<00:09:27.783> of<00:09:27.848> like<00:09:27.944> got<00:09:28.073> to<00:09:28.169> look<00:09:28.330> at<00:09:28.427> the<00:09:28.508> whole<00:09:28.749> business<00:09:29.876> and<00:09:29.972> decide,<00:09:30.343> hey,<00:09:30.439> where's—<00:09:30.842> what's<00:09:31.067> the<00:09:31.164> best<00:09:31.389> use<00:09:31.582> of<00:09:31.646> my<00:09:31.968> time?

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How<00:09:32.612> do<00:09:32.838> you<00:09:33.192> make<00:09:33.482> that<00:09:33.723> decision<00:09:34.544> of<00:09:34.689> how<00:09:34.785> to<00:09:34.866> spend<00:09:35.107> your<00:09:35.252> time?

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Uh,<00:09:38.385> again,<00:09:38.660> I<00:09:38.806> think<00:09:38.967> it<00:09:39.032> goes<00:09:39.291> to<00:09:39.437> the<00:09:39.696> basic<00:09:40.165> cadence.

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You<00:09:40.683> know,<00:09:40.828> there's<00:09:41.071> certain<00:09:41.378> calls<00:09:41.637> that<00:09:41.799> I<00:09:41.945> have<00:09:42.268> every<00:09:42.527> day<00:09:43.175> that<00:09:43.336> kind<00:09:43.579> of<00:09:44.292> measure<00:09:44.774> where<00:09:44.999> I<00:09:45.031> need<00:09:45.320> to<00:09:45.416> be<00:09:45.577> more<00:09:46.059> impactful<00:09:47.006> or<00:09:47.584> maybe<00:09:47.969> provide<00:09:48.307> a<00:09:48.371> little<00:09:48.933> bit<00:09:49.174> more<00:09:49.286> support<00:09:49.832> and<00:09:49.912> so<00:09:50.153> forth.

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You<00:09:51.695> know,<00:09:51.903> I've<00:09:52.305> been<00:09:52.546> on<00:09:52.883> the<00:09:53.188> operational<00:09:53.782> side,<00:09:54.167> the<00:09:54.248> leadership<00:09:54.745> side,<00:09:55.372> the<00:09:55.452> sales<00:09:55.773> side<00:09:56.094> for<00:09:56.175> a<00:09:56.319> long<00:09:56.576> time.

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I<00:09:58.262> sold<00:09:58.663> merchant<00:09:59.001> accounts.

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You<00:09:59.563> know,<00:09:59.787> I<00:09:59.932> was<00:10:00.574> that<00:10:00.815> last<00:10:01.216> leg,<00:10:01.537> that<00:10:01.698> connection<00:10:02.276> between<00:10:02.678> the<00:10:02.758> merchant<00:10:03.464> and<00:10:03.802> the<00:10:03.898> bank.

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Right.

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So<00:10:06.033> I<00:10:06.146> still<00:10:06.387> have<00:10:06.547> a<00:10:06.692> big<00:10:06.933> passion,<00:10:07.414> a<00:10:07.495> deep<00:10:07.719> passion<00:10:08.297> for<00:10:09.245> the<00:10:09.277> salespeople.

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So<00:10:10.610> I<00:10:10.626> like<00:10:10.867> to<00:10:10.947> spend<00:10:11.268> a<00:10:11.284> lot<00:10:11.509> of<00:10:11.589> time<00:10:12.617> a<00:10:13.596> good<00:10:13.821> amount<00:10:14.062> of<00:10:14.094> time<00:10:14.463> every<00:10:14.640> day,<00:10:15.025> every<00:10:15.282> week,<00:10:15.989> just<00:10:16.230> connecting<00:10:16.711> with<00:10:16.888> new<00:10:17.049> sales<00:10:17.450> partners,<00:10:18.815> connecting<00:10:19.441> with<00:10:19.682> regional<00:10:20.100> sales<00:10:20.501> directors<00:10:20.983> that<00:10:21.143> might<00:10:21.304> be<00:10:21.465> in<00:10:21.609> different<00:10:21.930> areas<00:10:22.267> and<00:10:22.348> parts<00:10:22.605> of<00:10:22.669> the<00:10:22.749> country,<00:10:23.777> understand<00:10:24.194> what<00:10:24.355> challenges<00:10:24.981> they're<00:10:25.078> facing.

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And<00:10:26.346> I'm<00:10:26.459> a<00:10:26.667> very,<00:10:27.470> you<00:10:27.502> know,<00:10:27.647> it's<00:10:28.048> been<00:10:28.530> said<00:10:28.771> to<00:10:28.867> me<00:10:29.172> and<00:10:29.493> I<00:10:29.574> think<00:10:29.799> probably<00:10:30.120> echoed<00:10:30.441> before,<00:10:31.115> I'm<00:10:31.276> a<00:10:31.404> very<00:10:31.742> hands-on<00:10:32.946> type<00:10:33.331> operator<00:10:34.006> CEO,<00:10:34.776> if<00:10:35.339> you<00:10:35.579> think<00:10:35.772> about<00:10:36.141> it.

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And<00:10:37.667> I'm<00:10:38.149> always<00:10:38.406> focused<00:10:38.871> on<00:10:39.048> making<00:10:39.369> sure<00:10:39.610> that<00:10:40.252> We're<00:10:40.573> giving<00:10:41.697> the<00:10:41.777> people<00:10:42.114> within<00:10:42.419> our<00:10:42.660> organization,<00:10:43.463> whether<00:10:43.800> they're<00:10:44.105> in<00:10:44.763> sales,<00:10:45.454> operations,<00:10:46.417> risk,<00:10:46.899> finance,<00:10:47.782> you<00:10:47.862> know,<00:10:48.022> whatever<00:10:48.359> department,<00:10:49.387> really<00:10:49.724> a<00:10:49.804> career<00:10:50.190> opportunity<00:10:50.687> that<00:10:50.848> they<00:10:50.992> can<00:10:51.169> grow<00:10:51.410> within<00:10:51.795> us<00:10:52.116> and,<00:10:52.758> you<00:10:52.999> know,<00:10:53.400> trying<00:10:53.657> to<00:10:53.738> create<00:10:54.059> that<00:10:54.219> company<00:10:54.701> experience.

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But<00:10:55.327> I'm<00:10:55.664> very<00:10:56.692> involved<00:10:57.494> in<00:10:58.939> the<00:10:59.100> day-to-day<00:10:59.662> operations,<00:11:00.320> kind<00:11:00.544> of<00:11:00.785> just<00:11:01.026> being<00:11:01.203> supportive<00:11:01.861> so<00:11:02.086> that<00:11:02.888> the<00:11:03.531> leadership,<00:11:04.959> you<00:11:05.136> know,<00:11:05.537> can<00:11:05.698> go<00:11:05.923> about<00:11:06.244> and<00:11:06.340> help<00:11:06.870> you<00:11:06.902> know,<00:11:06.982> train<00:11:07.382> down<00:11:08.183> to<00:11:08.408> their<00:11:08.520> managers<00:11:09.449> and<00:11:09.529> their<00:11:09.690> people,<00:11:10.651> you<00:11:10.683> know,<00:11:11.068> how<00:11:11.292> can<00:11:11.388> they<00:11:11.548> do<00:11:11.708> better?

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We<00:11:12.189> can<00:11:12.333> all<00:11:12.494> do<00:11:12.590> better<00:11:12.830> every<00:11:13.070> day.

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So<00:11:14.577> what<00:11:14.625> do<00:11:14.737> you<00:11:14.897> read?

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What<00:11:15.618> reading<00:11:15.874> recommendations<00:11:16.579> would<00:11:16.676> you<00:11:16.756> have<00:11:16.916> for<00:11:17.076> us?

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You<00:11:18.374> know,<00:11:19.463> it's<00:11:20.104> a<00:11:20.185> question<00:11:20.906> I<00:11:21.002> get<00:11:21.226> quite<00:11:21.482> a<00:11:21.562> bit.

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And,<00:11:22.684> you<00:11:22.764> know,<00:11:23.245> the<00:11:23.325> simple<00:11:23.806> answer<00:11:24.206> is<00:11:24.350> there<00:11:24.591> are<00:11:25.248> certain<00:11:25.648> books<00:11:26.049> that<00:11:26.273> I'll<00:11:26.530> go<00:11:26.690> back<00:11:27.074> and<00:11:27.235> reread.

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A<00:11:28.933> lot<00:11:29.189> of<00:11:29.253> them<00:11:29.478> are<00:11:29.814> really<00:11:30.054> focused<00:11:30.679> on,<00:11:31.336> you<00:11:31.400> know,<00:11:31.577> just<00:11:31.881> executing<00:11:32.538> vision,<00:11:33.099> being<00:11:33.580> more<00:11:33.804> of<00:11:33.900> a<00:11:33.964> compassionate<00:11:35.407> leader<00:11:35.744> and<00:11:35.889> so<00:11:36.082> forth.

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But<00:11:36.532> I<00:11:36.612> think<00:11:37.656> beyond<00:11:38.138> just<00:11:38.395> the<00:11:38.539> normal,<00:11:39.905> you<00:11:39.937> know,<00:11:40.146> library<00:11:40.579> of<00:11:40.724> books<00:11:41.045> that<00:11:41.142> I'll<00:11:41.366> cycle<00:11:41.832> through,<00:11:42.716> there's<00:11:42.876> some<00:11:43.198> ones<00:11:43.390> that<00:11:43.535> come<00:11:43.776> to<00:11:43.920> mind,<00:11:44.242> like,<00:11:44.820> like<00:11:45.061> Tribe,<00:11:45.527> which<00:11:45.703> talks<00:11:46.025> about<00:11:46.410> really<00:11:48.177> the<00:11:48.273> whole<00:11:48.659> ecosystem<00:11:49.478> of<00:11:49.623> how<00:11:50.442> things<00:11:50.827> work,<00:11:51.084> not<00:11:51.309> even<00:11:51.486> really<00:11:51.807> related<00:11:52.305> to<00:11:52.530> the,<00:11:53.333> the<00:11:53.558> X's<00:11:53.960> and<00:11:54.120> O's<00:11:55.164> of<00:11:55.566> business<00:11:56.064> and<00:11:56.208> finance.

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But<00:11:56.867> I<00:11:56.947> think<00:11:57.574> more<00:11:57.766> importantly,<00:11:58.393> what's<00:11:58.778> over<00:11:59.260> the<00:11:59.421> course<00:11:59.694> of<00:11:59.742> my<00:11:59.903> career<00:12:00.786> building<00:12:01.122> relationships<00:12:02.709> with<00:12:03.926> groups<00:12:04.311> of<00:12:04.391> people<00:12:04.711> that<00:12:04.888> I've<00:12:05.128> met<00:12:05.625> throughout<00:12:05.945> the<00:12:06.089> industry.

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And<00:12:07.211> there<00:12:07.371> are<00:12:07.451> a<00:12:07.531> few<00:12:07.772> calls<00:12:08.237> that,<00:12:09.118> as<00:12:09.631> an<00:12:09.759> example,<00:12:10.255> I<00:12:10.336> have<00:12:10.560> a<00:12:11.201> leadership<00:12:11.698> group<00:12:11.938> call<00:12:12.258> that<00:12:12.419> I<00:12:12.579> do<00:12:13.684> every<00:12:13.925> month<00:12:14.341> with<00:12:14.726> a<00:12:14.966> group<00:12:15.223> that's<00:12:15.463> based<00:12:15.703> in<00:12:15.847> London<00:12:16.665> and<00:12:17.466> getting<00:12:17.770> a<00:12:17.850> perspective<00:12:18.652> what<00:12:18.828> happens<00:12:20.174> in<00:12:20.350> different<00:12:20.686> countries,<00:12:21.215> what's<00:12:21.456> happening<00:12:21.872> there,<00:12:22.177> how<00:12:22.289> it's<00:12:22.481> going<00:12:22.609> to<00:12:22.737> impact<00:12:23.138> what<00:12:23.250> happens<00:12:23.699> here.

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And<00:12:24.035> I<00:12:24.115> think<00:12:25.013> forming<00:12:25.477> those<00:12:25.718> groups<00:12:26.423> and<00:12:26.583> just<00:12:26.743> kind<00:12:26.935> of<00:12:27.016> that<00:12:27.240> soundboard<00:12:28.025> of<00:12:28.442> good<00:12:28.682> discussions.

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And<00:12:29.724> then<00:12:30.990> you,<00:12:31.310> you<00:12:31.470> learn<00:12:31.727> a<00:12:31.743> lot<00:12:32.031> from<00:12:32.191> that,<00:12:32.368> and<00:12:32.448> that's<00:12:32.672> how<00:12:32.832> you<00:12:32.864> strategize<00:12:33.650> more<00:12:33.826> so<00:12:34.210> than—<00:12:34.611> because<00:12:35.332> it's<00:12:35.556> real<00:12:35.813> time,<00:12:36.213> you<00:12:36.310> know,<00:12:36.438> it's<00:12:36.534> kind<00:12:36.694> of<00:12:36.726> looking<00:12:37.239> at<00:12:37.495> where,<00:12:37.960> where<00:12:38.136> do<00:12:38.281> we<00:12:38.441> think<00:12:38.681> we're<00:12:38.777> going<00:12:38.937> to<00:12:39.082> go<00:12:39.963> and<00:12:40.780> understand<00:12:41.341> what<00:12:41.501> happens<00:12:42.527> in<00:12:42.623> what<00:12:42.847> part<00:12:43.024> of<00:12:43.120> our<00:12:43.328> country<00:12:43.809> could<00:12:43.969> affect<00:12:44.225> what's<00:12:44.466> going<00:12:44.562> to<00:12:44.610> happen<00:12:44.931> in<00:12:45.011> a<00:12:45.027> different<00:12:45.331> part<00:12:45.491> of<00:12:45.572> our<00:12:45.668> country,<00:12:46.853> and,<00:12:47.190> you<00:12:47.366> know,<00:12:47.655> from<00:12:47.895> one<00:12:48.071> country<00:12:48.392> to<00:12:48.552> the<00:12:48.696> other.

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So<00:12:49.898> I<00:12:49.994> think<00:12:51.020> my<00:12:51.276> recommendation<00:12:52.077> is,<00:12:52.382> you<00:12:52.414> know,<00:12:52.574> form<00:12:53.023> or<00:12:53.119> join<00:12:53.439> those<00:12:53.680> groups,<00:12:54.385> uh,<00:12:55.283> you<00:12:55.379> know,<00:12:55.459> some<00:12:55.764> are<00:12:55.844> advisory<00:12:56.566> board,<00:12:56.967> but<00:12:57.063> some<00:12:57.287> are<00:12:57.432> just<00:12:57.608> good<00:12:57.849> groups<00:12:58.234> of<00:12:58.330> people<00:12:58.651> that<00:12:59.421> have<00:12:59.629> similar<00:13:00.319> interests<00:13:00.880> and<00:13:00.977> similar<00:13:03.302> backgrounds<00:13:03.960> around<00:13:05.002> finance<00:13:05.628> and<00:13:05.708> so<00:13:05.949> forth.

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They<00:13:06.302> don't<00:13:06.430> always<00:13:06.735> have<00:13:07.007> to<00:13:07.136> be<00:13:07.248> specific<00:13:08.659> of<00:13:09.301> the<00:13:09.397> same<00:13:10.023> industry<00:13:10.504> or<00:13:10.664> vertical,<00:13:11.162> but<00:13:11.322> understanding<00:13:12.525> money<00:13:12.782> moves<00:13:13.231> a<00:13:13.247> lot<00:13:13.503> of<00:13:13.568> different<00:13:13.952> ways<00:13:14.369> and<00:13:14.450> understanding,<00:13:15.556> you<00:13:15.588> know,<00:13:15.973> how<00:13:16.134> do<00:13:16.358> I<00:13:16.519> kind<00:13:16.695> of<00:13:16.775> project<00:13:17.321> and<00:13:17.417> forecast<00:13:18.123> what<00:13:18.283> we<00:13:18.444> need<00:13:18.620> to<00:13:18.780> do<00:13:19.727> in<00:13:20.368> today<00:13:21.347> that's<00:13:21.892> gonna<00:13:22.133> impact<00:13:22.485> us<00:13:22.694> in<00:13:22.790> the<00:13:22.886> future.

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How<00:13:24.661> do<00:13:24.790> you<00:13:25.193> think<00:13:25.467> about<00:13:25.999> AI<00:13:26.885> and<00:13:26.982> how<00:13:27.159> it<00:13:27.240> affects<00:13:27.691> your<00:13:27.869> business?

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I<00:13:28.449> mean,<00:13:28.836> it's<00:13:29.077> going<00:13:29.190> to<00:13:29.238> affect<00:13:29.641> every<00:13:29.883> business,<00:13:30.222> it's<00:13:30.367> going<00:13:30.447> to<00:13:30.496> affect<00:13:30.834> the<00:13:30.915> entire<00:13:31.398> world.

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I'm<00:13:32.123> sure,<00:13:32.687> you<00:13:32.720> know,<00:13:32.865> it's<00:13:33.090> brought<00:13:33.284> up<00:13:33.445> to<00:13:33.574> you<00:13:33.735> all<00:13:33.816> the<00:13:33.914> time<00:13:34.256> as<00:13:34.386> it's<00:13:34.565> brought<00:13:34.728> up<00:13:34.891> to<00:13:34.956> everybody.

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How<00:13:36.096> are<00:13:36.194> you<00:13:36.357> thinking<00:13:36.764> about<00:13:37.074> it?

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How<00:13:37.497> are<00:13:37.644> you<00:13:37.807> thinking<00:13:38.067> about<00:13:38.312> implementing<00:13:38.882> it<00:13:39.126> at<00:13:39.289> your<00:13:39.436> company?

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Great<00:13:41.978> question.

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You<00:13:42.654> know,<00:13:42.799> it's,<00:13:43.105> um,<00:13:43.684> it's,<00:13:43.845> it's<00:13:44.102> a<00:13:44.231> really—<00:13:45.679> we're<00:13:46.017> just<00:13:46.323> at<00:13:46.484> the<00:13:46.580> very<00:13:47.063> tip<00:13:47.401> of<00:13:47.546> where<00:13:47.868> it's<00:13:48.109> going<00:13:48.350> to<00:13:48.882> what<00:13:49.107> this<00:13:49.380> is<00:13:49.444> gonna<00:13:49.685> evolve<00:13:50.151> into<00:13:50.649> over<00:13:50.874> the<00:13:50.971> coming<00:13:51.292> years.

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From<00:13:53.381> my<00:13:53.622> perspective,<00:13:54.570> there's<00:13:55.791> a<00:13:55.856> lot<00:13:56.097> of<00:13:56.177> positives<00:13:57.061> and<00:13:57.141> there's<00:13:57.318> a<00:13:57.382> lot<00:13:57.559> of<00:13:58.766> negatives.

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The<00:13:59.652> positives<00:14:00.603> are<00:14:02.375> it<00:14:02.698> helps<00:14:03.036> us<00:14:03.197> from<00:14:03.374> a<00:14:03.584> workflow<00:14:04.100> standpoint,<00:14:05.050> specifically<00:14:06.017> from<00:14:06.404> a<00:14:06.630> technology<00:14:07.242> standpoint,<00:14:09.467> you<00:14:09.499> know,<00:14:09.789> it<00:14:09.886> writes<00:14:10.273> a<00:14:10.289> lot<00:14:10.531> of<00:14:10.692> code<00:14:11.079> for<00:14:11.337> us<00:14:11.579> that<00:14:11.805> we<00:14:11.966> direct<00:14:12.385> it<00:14:12.546> to<00:14:12.691> do.

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It<00:14:14.023> simplifies<00:14:14.816> a<00:14:14.880> lot<00:14:15.075> of<00:14:15.204> our<00:14:15.382> processes.

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And<00:14:16.256> I<00:14:16.353> think<00:14:16.677> that's<00:14:16.984> where<00:14:17.243> we're<00:14:17.470> embracing<00:14:18.036> it<00:14:18.198> from<00:14:18.538> a,<00:14:19.649> Also,<00:14:19.906> from<00:14:20.082> a<00:14:20.211> training<00:14:20.709> perspective,<00:14:21.657> our<00:14:22.155> service<00:14:22.637> center<00:14:23.504> that<00:14:23.681> we<00:14:23.906> have<00:14:24.645> that<00:14:24.822> supports<00:14:25.224> our<00:14:25.368> merchant<00:14:25.770> base<00:14:26.316> every<00:14:26.557> day<00:14:26.894> and<00:14:27.039> our<00:14:27.473> sales<00:14:27.842> partner<00:14:28.099> base<00:14:28.405> every<00:14:28.646> day<00:14:29.867> to<00:14:30.011> bring<00:14:30.349> them<00:14:30.670> up<00:14:30.766> to<00:14:30.927> speed<00:14:31.393> to<00:14:31.538> help<00:14:32.196> diagnose<00:14:32.984> problems<00:14:33.498> and<00:14:33.626> so<00:14:33.883> forth.

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We're<00:14:34.912> using<00:14:35.313> it<00:14:35.410> from<00:14:35.586> a<00:14:35.715> training<00:14:36.149> standpoint,<00:14:37.819> but<00:14:38.060> we're<00:14:38.301> building<00:14:38.767> kind<00:14:38.944> of<00:14:39.024> the<00:14:39.185> database<00:14:40.149> of<00:14:40.310> the<00:14:40.535> AI<00:14:40.952> and<00:14:41.097> we're<00:14:41.258> kind<00:14:41.418> of<00:14:41.579> using<00:14:42.398> the<00:14:42.495> technology<00:14:43.764> based<00:14:44.085> on<00:14:44.326> what<00:14:44.551> we<00:14:44.728> put<00:14:44.969> into<00:14:45.355> it.

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I<00:14:45.997> think<00:14:46.238> where<00:14:46.415> it<00:14:46.479> gets<00:14:46.800> really<00:14:47.298> challenging<00:14:48.085> is<00:14:48.744> a<00:14:48.808> lot<00:14:49.065> of<00:14:49.145> times<00:14:49.482> it's<00:14:49.707> utilized,<00:14:50.269> or<00:14:50.510> what<00:14:50.671> I'm<00:14:50.848> seeing,<00:14:52.020> it's<00:14:52.341> diluting<00:14:52.903> the<00:14:53.000> brands<00:14:53.867> and<00:14:54.927> the<00:14:55.007> voice<00:14:55.489> that<00:14:55.714> companies<00:14:56.276> have.

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Everyone<00:14:57.095> kind<00:14:57.336> of<00:14:57.481> looks<00:14:57.818> the<00:14:57.898> same.

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And,<00:14:59.328> you<00:14:59.360> know,<00:14:59.488> when<00:14:59.585> I<00:14:59.745> talk<00:14:59.986> to<00:15:00.211> our<00:15:00.773> marketing<00:15:01.271> team,<00:15:01.657> you<00:15:01.689> know,<00:15:01.833> this<00:15:02.074> is<00:15:02.154> a<00:15:02.315> big<00:15:02.620> discussion.

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We've<00:15:04.869> got<00:15:05.045> to<00:15:05.126> keep<00:15:05.431> our<00:15:05.688> own<00:15:05.929> voice.

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You<00:15:06.507> know,<00:15:06.652> we<00:15:06.796> have<00:15:06.973> to<00:15:07.133> all<00:15:07.358> to<00:15:07.519> be<00:15:07.695> unique.

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And<00:15:08.338> I<00:15:08.482> think<00:15:08.675> it's<00:15:09.526> easy<00:15:09.864> for<00:15:10.024> a<00:15:10.040> lot<00:15:10.346> of<00:15:10.426> companies<00:15:10.988> to<00:15:11.084> say,<00:15:11.389> okay,<00:15:12.033> make<00:15:12.275> my<00:15:12.502> picture<00:15:12.906> look<00:15:13.149> like<00:15:13.326> this<00:15:13.650> or<00:15:13.731> make<00:15:13.957> my<00:15:14.135> brand<00:15:14.604> look<00:15:14.782> like<00:15:15.024> this.

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And<00:15:15.995> we<00:15:16.237> lose,<00:15:16.884> you<00:15:16.965> know,<00:15:17.062> our<00:15:17.127> identity.

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On<00:15:19.513> the<00:15:19.836> risk<00:15:20.625> and<00:15:20.867> compliance<00:15:21.463> standpoint,<00:15:22.816> it's<00:15:23.041> a,<00:15:23.235> it's<00:15:23.589> a<00:15:23.686> huge<00:15:24.169> challenge.

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And<00:15:24.813> we've,<00:15:25.538> we've,<00:15:26.199> we've<00:15:26.360> taken<00:15:26.617> a<00:15:27.004> major<00:15:27.487> undertaking<00:15:28.683> in<00:15:29.332> on<00:15:29.364> our<00:15:29.575> risk<00:15:29.819> side<00:15:30.062> of<00:15:30.143> the<00:15:30.224> business<00:15:30.646> to<00:15:30.889> build<00:15:31.781> negative<00:15:32.251> and<00:15:32.332> positive<00:15:32.900> databases<00:15:33.565> because<00:15:33.873> we're<00:15:34.035> managing<00:15:34.619> transactions.

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I<00:15:35.527> mean,<00:15:35.673> we<00:15:35.835> process<00:15:38.093> nearly<00:15:38.879> $8<00:15:39.040> billion<00:15:39.842> in<00:15:39.938> payments<00:15:40.404> every<00:15:40.661> year.

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I<00:15:41.367> mean,<00:15:41.463> we're<00:15:41.623> processing<00:15:42.410> 3,<00:15:43.132> 3.5<00:15:43.694> transactions<00:15:44.416> every<00:15:44.592> second.

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So<00:15:46.919> we're<00:15:47.080> using<00:15:47.545> AI<00:15:47.946> to<00:15:48.043> decipher,<00:15:48.990> okay,<00:15:49.246> is<00:15:49.343> a<00:15:49.487> risk<00:15:49.792> involved<00:15:50.209> in<00:15:50.289> those?

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But<00:15:51.236> more<00:15:51.493> importantly,<00:15:52.376> we<00:15:52.536> have<00:15:52.793> to<00:15:52.921> look<00:15:53.162> at,<00:15:53.660> you<00:15:54.943> know,<00:15:55.168> when<00:15:55.329> we<00:15:55.569> underwrite<00:15:56.051> an<00:15:56.227> account<00:15:56.612> because<00:15:56.789> there's<00:15:56.949> a<00:15:56.965> liability<00:15:57.736> aspect<00:15:58.217> of<00:15:58.378> it,<00:15:58.955> we're<00:15:59.052> seeing<00:15:59.373> more<00:15:59.758> and<00:15:59.902> more<00:16:00.143> of,<00:16:00.304> call<00:16:00.416> it,<00:16:00.560> the<00:16:00.705> fraudsters<00:16:01.363> that<00:16:01.539> are<00:16:01.684> using<00:16:02.743> fake<00:16:03.112> information<00:16:03.995> and<00:16:04.492> driver's<00:16:04.957> license<00:16:05.374> verifications<00:16:06.400> and<00:16:06.496> all<00:16:06.737> the,<00:16:07.362> all<00:16:07.458> the<00:16:07.603> things<00:16:07.859> traditionally<00:16:08.501> in<00:16:08.661> underwriting<00:16:09.928> are<00:16:10.168> really<00:16:10.569> difficult<00:16:11.050> to<00:16:12.605> stay<00:16:12.894> ahead<00:16:13.167> of.

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So<00:16:14.754> from<00:16:14.914> the<00:16:14.995> tech<00:16:15.315> side,<00:16:16.021> you<00:16:16.117> know,<00:16:16.277> we're<00:16:16.502> using<00:16:16.903> AI<00:16:17.320> to<00:16:17.400> actually<00:16:17.945> build<00:16:18.201> this,<00:16:18.923> this<00:16:19.228> database,<00:16:19.805> this<00:16:20.045> negative-positive<00:16:20.911> database.

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On<00:16:22.050> the<00:16:22.130> flip<00:16:22.386> side,<00:16:22.627> it's<00:16:22.755> also<00:16:23.012> combating<00:16:23.717> what<00:16:24.118> they're<00:16:24.295> doing<00:16:24.615> to<00:16:24.776> try<00:16:25.000> and<00:16:25.096> buy,<00:16:25.641> you<00:16:25.673> know,<00:16:25.818> get<00:16:25.978> around<00:16:26.379> it.

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So<00:16:26.716> it's,<00:16:27.806> it's<00:16:28.480> going<00:16:28.640> to<00:16:28.688> be<00:16:28.784> interesting<00:16:29.265> to<00:16:29.329> see<00:16:29.506> how<00:16:29.730> it<00:16:29.826> changes<00:16:30.323> not<00:16:30.532> only<00:16:30.772> our<00:16:30.949> industry,<00:16:31.654> but<00:16:32.457> the<00:16:32.794> way<00:16:34.385> other<00:16:34.884> companies<00:16:35.446> kind<00:16:35.671> of<00:16:36.555> move<00:16:36.732> forward.

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There's<00:16:38.564> massive<00:16:39.046> opportunities<00:16:39.769> there,<00:16:40.027> but<00:16:40.171> there's<00:16:40.412> also<00:16:40.686> a<00:16:40.814> lot<00:16:41.007> of<00:16:41.120> risk<00:16:41.618> associated<00:16:42.180> with<00:16:42.421> it.

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What<00:16:44.349> about<00:16:44.767> the<00:16:44.992> whole<00:16:45.313> work<00:16:45.570> from<00:16:45.811> home,<00:16:46.438> hybrid,<00:16:47.578> everybody<00:16:48.060> in<00:16:48.205> the<00:16:48.366> office<00:16:49.281> debate<00:16:49.828> that<00:16:49.972> so<00:16:50.085> many<00:16:50.454> leaders<00:16:50.792> and<00:16:50.873> CEOs<00:16:51.361> are<00:16:51.442> going<00:16:51.767> through<00:16:51.913> right<00:16:52.092> now?

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How<00:16:52.822> have<00:16:53.050> you<00:16:53.212> handled<00:16:53.635> that?

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So<00:16:57.003> I<00:16:57.174> think,<00:16:58.837> We're<00:16:59.078> a<00:16:59.255> little<00:16:59.962> unique.

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You<00:17:00.557> know,<00:17:00.717> there's<00:17:00.942> some<00:17:01.183> components,<00:17:02.228> you<00:17:02.324> know,<00:17:02.469> we're<00:17:02.629> a<00:17:02.645> sales<00:17:03.111> organization.

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So<00:17:04.220> we've<00:17:05.104> typically<00:17:05.747> had<00:17:07.193> most<00:17:07.546> of<00:17:07.675> our<00:17:07.820> sales<00:17:08.029> partners<00:17:08.640> are<00:17:08.817> remote<00:17:09.316> in<00:17:09.461> different<00:17:09.782> parts<00:17:10.040> of<00:17:10.104> the<00:17:10.185> countries<00:17:10.748> working<00:17:11.166> from<00:17:12.051> regional<00:17:12.582> hubs<00:17:12.920> and<00:17:13.081> so<00:17:13.306> forth,<00:17:13.789> or<00:17:14.030> just<00:17:14.207> being<00:17:14.449> kind<00:17:14.690> of<00:17:14.851> individual<00:17:15.446> salespeople,<00:17:18.137> right?

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So,<00:17:18.881> you<00:17:19.205> know,<00:17:20.339> that's<00:17:20.662> always<00:17:20.986> been<00:17:21.229> there<00:17:21.958> where<00:17:23.318> from<00:17:23.641> what<00:17:23.819> I<00:17:24.062> look<00:17:24.289> at<00:17:24.532> it,<00:17:25.229> We're,<00:17:25.503> we're<00:17:25.730> never<00:17:26.005> going<00:17:26.102> to<00:17:26.231> turn<00:17:26.570> away<00:17:26.958> some<00:17:27.201> of<00:17:27.233> the<00:17:27.363> best<00:17:27.605> talent<00:17:28.074> that<00:17:28.171> we<00:17:28.316> can<00:17:28.575> find,<00:17:28.898> whether<00:17:29.157> it<00:17:29.303> be<00:17:30.176> in<00:17:30.353> marketing<00:17:30.903> or<00:17:31.000> product<00:17:31.566> or<00:17:31.631> something<00:17:32.116> else.

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You<00:17:32.617> know,<00:17:32.778> whatever,<00:17:33.409> whatever<00:17:33.668> is<00:17:33.748> going<00:17:33.862> to<00:17:33.975> help<00:17:34.153> our<00:17:34.314> business,<00:17:34.637> we're<00:17:34.735> going<00:17:34.832> to<00:17:34.929> look<00:17:35.187> at<00:17:35.348> it,<00:17:35.849> you<00:17:36.010> know,<00:17:36.236> and<00:17:36.478> can<00:17:36.656> it<00:17:36.736> be<00:17:36.962> done<00:17:37.204> from<00:17:37.382> a<00:17:37.463> remote<00:17:37.801> standpoint?

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And<00:17:39.141> I<00:17:39.157> think<00:17:39.399> those<00:17:39.641> are<00:17:39.722> the<00:17:39.803> two<00:17:40.045> questions<00:17:42.208> we<00:17:42.450> have.

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Our<00:17:43.354> product<00:17:43.822> leadership<00:17:44.226> team<00:17:44.649> is<00:17:45.202> out<00:17:45.381> of<00:17:45.462> Phoenix<00:17:46.097> and<00:17:46.178> our<00:17:46.276> marketing<00:17:46.829> team<00:17:47.089> is<00:17:47.317> out<00:17:47.431> of<00:17:47.479> Chicago.

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So<00:17:48.878> we<00:17:49.122> do<00:17:49.366> this<00:17:49.675> all<00:17:49.854> today.

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Now<00:17:50.912> on<00:17:50.993> the<00:17:51.073> flip<00:17:51.377> side,<00:17:51.794> we<00:17:51.955> do<00:17:52.195> have<00:17:52.420> security<00:17:53.238> requirements<00:17:54.024> around<00:17:54.280> transactions.

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We<00:17:55.226> have<00:17:55.868> what<00:17:55.964> we'll<00:17:56.189> call<00:17:56.381> a<00:17:56.509> cardholder<00:17:57.167> environment,<00:17:57.953> card<00:17:58.209> data<00:17:58.514> environment,<00:17:59.797> and<00:17:59.973> those<00:18:00.278> people<00:18:00.535> that<00:18:00.759> manage<00:18:01.176> the<00:18:01.336> risk,<00:18:01.978> they<00:18:02.202> have<00:18:02.459> to<00:18:02.539> be<00:18:02.700> contained<00:18:03.325> kind<00:18:03.566> of<00:18:03.806> in<00:18:04.063> a,<00:18:05.650> you<00:18:05.763> know,<00:18:06.468> they<00:18:06.629> have<00:18:06.885> to<00:18:07.014> be<00:18:07.174> in<00:18:07.254> the<00:18:07.414> office.

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It<00:18:08.088> doesn't<00:18:08.457> work<00:18:08.778> any<00:18:09.018> other<00:18:09.195> way.

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So<00:18:11.039> we<00:18:11.199> manage<00:18:11.664> both<00:18:11.777> sides<00:18:12.177> of<00:18:12.306> it.

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And<00:18:13.829> I<00:18:14.070> think<00:18:14.246> it's<00:18:14.391> really<00:18:14.647> driven<00:18:15.048> by,<00:18:15.770> you<00:18:15.850> know,<00:18:16.235> the<00:18:16.540> the<00:18:16.636> type<00:18:16.830> of<00:18:16.958> business<00:18:17.297> that<00:18:17.458> you're<00:18:17.603> involved<00:18:18.087> in,<00:18:18.280> the<00:18:18.360> type<00:18:18.586> of<00:18:18.667> vertical<00:18:19.134> you're<00:18:19.231> involved<00:18:19.698> in.

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And,<00:18:20.745> um,<00:18:21.229> but<00:18:21.390> we've<00:18:21.567> always<00:18:21.890> managed<00:18:22.293> it<00:18:22.373> that<00:18:22.599> way<00:18:23.002> here.

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Speaking<00:18:25.317> of<00:18:25.494> like<00:18:25.799> your<00:18:25.976> voice<00:18:26.459> and<00:18:26.540> maintaining<00:18:27.103> a<00:18:27.119> voice<00:18:27.747> and<00:18:28.294> keeping<00:18:28.616> that<00:18:28.777> unique,<00:18:29.196> how<00:18:29.357> do<00:18:29.421> you<00:18:29.518> define<00:18:29.904> culture<00:18:30.966> inside<00:18:31.304> of<00:18:31.433> your<00:18:31.594> company?

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What<00:18:32.254> is<00:18:32.415> the<00:18:32.560> company's<00:18:32.962> culture?

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You<00:18:35.757> know,<00:18:36.240> instead<00:18:36.578> of<00:18:36.707> culture,<00:18:37.109> I,<00:18:37.914> I<00:18:38.075> focus<00:18:38.558> on<00:18:38.719> company<00:18:39.024> because<00:18:39.604> I<00:18:39.700> think,<00:18:40.167> uh,<00:18:40.907> the<00:18:41.052> company<00:18:42.695> The<00:18:42.840> culture<00:18:43.323> doesn't<00:18:44.048> drive<00:18:44.306> the<00:18:44.386> company.

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So<00:18:46.721> giving<00:18:47.591> everyone<00:18:48.235> really<00:18:48.960> a<00:18:48.976> full<00:18:49.363> understanding<00:18:50.651> of<00:18:50.989> where<00:18:51.295> they<00:18:51.392> wanna<00:18:51.779> be,<00:18:52.118> you<00:18:52.198> know,<00:18:52.747> what<00:18:52.925> is<00:18:53.150> their<00:18:53.473> goal?

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Whether<00:18:54.280> you're<00:18:54.603> working<00:18:55.006> in<00:18:55.329> a<00:18:55.651> service<00:18:56.087> center,<00:18:56.700> you<00:18:56.732> know,<00:18:56.942> diagnosing<00:18:57.604> problems,<00:18:58.797> whether<00:18:59.136> you're<00:18:59.282> on<00:18:59.394> the<00:18:59.524> finance<00:18:59.943> side<00:19:00.250> of<00:19:00.330> the<00:19:00.427> business,<00:19:02.080> you<00:19:02.274> know,<00:19:02.743> where<00:19:03.244> do<00:19:03.309> you<00:19:03.406> wanna<00:19:03.648> go?

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And<00:19:04.926> creating<00:19:05.411> a<00:19:05.589> career<00:19:05.993> path<00:19:06.236> for<00:19:06.462> everyone<00:19:07.432> creates<00:19:08.015> that<00:19:08.241> company<00:19:08.726> type<00:19:08.969> culture.

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We<00:19:10.924> have<00:19:11.229> people<00:19:11.565> regularly<00:19:12.287> that<00:19:12.511> work<00:19:12.784> in<00:19:12.928> one<00:19:13.168> department<00:19:13.649> of<00:19:13.729> the<00:19:13.809> company<00:19:14.916> and<00:19:15.477> they<00:19:15.589> may<00:19:15.813> say,<00:19:16.214> okay,<00:19:16.454> we<00:19:16.551> have<00:19:16.695> a<00:19:16.775> job<00:19:17.016> posting<00:19:17.561> or<00:19:17.721> a<00:19:17.817> job<00:19:18.202> req<00:19:18.619> in<00:19:18.795> a<00:19:18.939> different<00:19:19.244> part<00:19:19.420> of<00:19:19.484> the<00:19:19.580> company<00:19:20.687> and<00:19:20.863> they<00:19:21.087> want<00:19:21.183> to<00:19:21.264> move<00:19:21.568> from<00:19:22.049> operations<00:19:22.626> to<00:19:22.770> sales<00:19:23.412> or<00:19:23.508> sales<00:19:24.149> to<00:19:24.806> finance.

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So<00:19:26.153> giving,<00:19:27.019> you<00:19:27.275> know,<00:19:27.660> understanding<00:19:28.237> that<00:19:28.477> people<00:19:29.263> within<00:19:29.615> our<00:19:29.760> company<00:19:30.241> have<00:19:30.481> the<00:19:30.561> ability<00:19:31.042> to<00:19:31.828> move<00:19:32.100> around<00:19:32.629> a<00:19:32.725> little<00:19:32.966> bit<00:19:33.751> and,<00:19:34.312> you<00:19:34.344> know,<00:19:34.425> maybe<00:19:34.809> they<00:19:34.889> see<00:19:35.210> something<00:19:36.092> That<00:19:36.252> kind<00:19:36.508> of<00:19:36.572> creates<00:19:37.053> that<00:19:37.213> whole<00:19:37.438> cultural<00:19:37.999> type<00:19:38.255> experience.

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We<00:19:40.322> do<00:19:40.498> a<00:19:40.578> lot<00:19:40.883> to<00:19:40.979> bring<00:19:41.203> people<00:19:41.540> in<00:19:41.700> the<00:19:41.780> company<00:19:42.101> together,<00:19:43.206> whether<00:19:43.527> it<00:19:43.623> be<00:19:43.927> on,<00:19:44.648> you<00:19:44.681> know,<00:19:44.809> monthly<00:19:45.209> calls<00:19:45.770> and<00:19:45.866> town<00:19:46.123> hall<00:19:46.427> calls,<00:19:47.292> keeping<00:19:47.773> everyone<00:19:48.494> in<00:19:48.654> the<00:19:48.751> know,<00:19:49.167> so<00:19:49.392> to<00:19:49.488> speak,<00:19:49.952> of<00:19:50.577> what's<00:19:50.898> on<00:19:50.994> the<00:19:51.138> horizon,<00:19:51.715> where<00:19:51.939> have<00:19:52.036> we<00:19:52.180> come<00:19:52.452> from,<00:19:52.741> what<00:19:52.853> are<00:19:52.997> we<00:19:53.221> doing.

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And<00:19:55.144> it<00:19:55.224> really<00:19:55.401> comes<00:19:55.721> down<00:19:55.961> to<00:19:56.202> the<00:19:56.666> leadership<00:19:57.243> teams<00:19:57.564> that<00:19:57.708> we<00:19:57.804> have.

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We<00:19:58.509> have<00:19:58.830> amazing<00:20:00.031> leaders,<00:20:00.528> you<00:20:00.624> know,<00:20:00.769> coaches<00:20:01.249> and<00:20:01.329> mentors<00:20:02.115> in<00:20:02.772> every<00:20:03.015> department<00:20:03.500> of<00:20:03.565> the<00:20:03.662> company<00:20:04.148> that<00:20:04.375> have<00:20:04.553> that<00:20:04.779> same<00:20:05.038> mindset<00:20:05.621> that<00:20:06.479> I<00:20:06.641> believe<00:20:06.884> I<00:20:07.062> do<00:20:07.240> as<00:20:07.451> well<00:20:07.710> as<00:20:08.438> trying<00:20:08.681> to<00:20:08.746> make<00:20:09.005> everyone<00:20:09.329> better<00:20:09.636> every<00:20:09.879> day.

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And<00:20:11.050> if<00:20:11.216> they're<00:20:11.448> going<00:20:11.564> to<00:20:11.613> put<00:20:11.862> in<00:20:11.944> the<00:20:12.044> work,<00:20:12.441> we're<00:20:12.541> going<00:20:12.690> to<00:20:12.773> give<00:20:12.889> them<00:20:13.038> the<00:20:13.137> opportunity.

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Who's<00:20:15.207> a<00:20:15.274> leader<00:20:15.755> or<00:20:15.854> an<00:20:15.937> example<00:20:16.435> of<00:20:16.535> a<00:20:16.667> leader<00:20:16.999> that<00:20:17.165> you<00:20:17.265> admire?

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The<00:20:21.767> easiest<00:20:22.498> way<00:20:22.676> to<00:20:22.839> answer<00:20:23.147> that<00:20:23.391> is<00:20:25.437> we<00:20:25.584> have<00:20:25.746> family<00:20:26.168> that<00:20:26.477> always<00:20:26.883> kind<00:20:27.062> of<00:20:27.793> leads<00:20:28.345> us<00:20:28.832> and<00:20:31.502> My<00:20:31.920> father<00:20:32.481> has<00:20:32.722> been<00:20:33.187> kind<00:20:33.380> of<00:20:33.508> an<00:20:33.605> inspiring<00:20:34.263> factor.

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He<00:20:35.675> was<00:20:35.996> in<00:20:36.173> the<00:20:36.317> banking<00:20:36.734> business.

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He<00:20:38.323> built<00:20:38.516> some<00:20:38.741> different<00:20:39.062> companies,<00:20:40.811> had<00:20:40.988> some<00:20:41.212> other<00:20:41.453> ventures.

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So<00:20:42.095> I<00:20:42.191> kind<00:20:42.432> of<00:20:42.576> learned<00:20:42.833> a<00:20:42.978> lot<00:20:43.234> of<00:20:44.021> even<00:20:44.278> tools<00:20:44.759> and<00:20:44.839> tricks<00:20:45.225> of<00:20:45.305> the<00:20:45.401> trade.

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And<00:20:46.509> obviously<00:20:46.990> that's,<00:20:47.793> it's<00:20:47.953> a<00:20:47.969> little<00:20:48.290> cliché,<00:20:48.852> but<00:20:49.012> it's<00:20:49.173> really<00:20:49.414> the<00:20:49.574> truth.

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I<00:20:50.376> think<00:20:50.681> your<00:20:51.420> father,<00:20:51.901> your<00:20:52.062> family<00:20:52.463> kind<00:20:52.704> of<00:20:53.330> is<00:20:53.811> that<00:20:54.212> inspiration.

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If<00:20:55.898> I<00:20:56.059> look<00:20:56.299> at<00:20:56.476> it,<00:20:56.861> and<00:20:56.958> I<00:20:57.102> happen<00:20:57.279> to<00:20:57.359> be<00:20:57.520> a<00:20:57.600> big<00:20:58.146> sports<00:20:58.564> guy<00:20:58.885> and<00:20:58.981> sports<00:20:59.431> fan,<00:20:59.688> so<00:20:59.993> grew<00:21:00.154> up<00:21:00.330> around<00:21:00.716> it,<00:21:00.812> had<00:21:00.989> the<00:21:01.117> opportunity<00:21:01.535> to<00:21:01.615> play<00:21:01.936> sports,<00:21:02.498> and<00:21:04.746> it's<00:21:05.935> something<00:21:06.368> that<00:21:06.930> aside<00:21:07.396> from<00:21:08.922> my<00:21:09.146> work<00:21:09.403> life,<00:21:09.805> I<00:21:09.901> spend<00:21:10.190> a<00:21:10.206> lot<00:21:10.447> of<00:21:10.528> time<00:21:10.768> coaching,<00:21:11.250> mentoring<00:21:11.796> kids<00:21:12.198> and<00:21:12.294> so<00:21:12.535> forth.

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But<00:21:13.643> I<00:21:13.916> would<00:21:15.490> look<00:21:15.747> at<00:21:16.405> someone<00:21:17.658> like<00:21:17.915> a<00:21:19.183> Cal<00:21:19.504> Ripken<00:21:19.842> Jr.,<00:21:21.046> kind<00:21:21.271> of<00:21:21.303> the<00:21:21.383> test<00:21:21.849> of<00:21:21.945> time.

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2,600-Plus<00:21:24.498> games,<00:21:25.140> you<00:21:25.221> know,<00:21:26.248> had<00:21:26.441> the<00:21:26.585> opportunity.

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He<00:21:27.292> actually<00:21:27.709> played<00:21:28.110> for<00:21:28.271> his<00:21:28.512> dad,<00:21:28.817> who<00:21:28.897> was<00:21:29.057> a<00:21:29.138> coach,<00:21:29.700> and,<00:21:30.278> you<00:21:30.358> know,<00:21:30.518> they<00:21:30.759> built<00:21:31.000> that.

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So<00:21:31.626> he<00:21:31.722> just<00:21:31.947> kind<00:21:32.124> of<00:21:32.268> went<00:21:32.509> about<00:21:33.312> his<00:21:33.809> day<00:21:34.275> every<00:21:34.532> day,<00:21:34.997> showed<00:21:35.399> up,<00:21:35.800> did<00:21:35.977> his<00:21:36.202> job,<00:21:37.181> always<00:21:37.582> knew<00:21:37.759> someone<00:21:38.144> was<00:21:38.305> competing<00:21:38.866> against<00:21:39.332> him,<00:21:39.573> always<00:21:39.846> tried<00:21:40.087> to<00:21:40.231> do<00:21:40.392> a<00:21:40.408> little<00:21:40.713> bit<00:21:40.937> better.

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And<00:21:41.917> that<00:21:42.142> test<00:21:42.495> of<00:21:42.639> time,<00:21:43.201> you<00:21:43.281> know,<00:21:43.458> it's<00:21:43.667> really,<00:21:44.710> you<00:21:44.742> know,<00:21:45.529> it's<00:21:45.673> kind<00:21:45.914> of<00:21:45.946> the<00:21:46.075> way<00:21:46.251> that<00:21:46.412> we're<00:21:46.653> leading.

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I'm<00:21:47.359> trying<00:21:47.600> to<00:21:47.632> lead<00:21:48.082> EPSG<00:21:48.643> again.

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A<00:21:49.382> sustainable<00:21:50.185> company<00:21:50.667> for<00:21:51.534> 18<00:21:51.935> years,<00:21:52.818> doing<00:21:53.140> business<00:21:53.541> the<00:21:53.702> right<00:21:53.959> way,<00:21:54.280> trying<00:21:54.456> to<00:21:54.585> get<00:21:54.842> better<00:21:55.243> every<00:21:55.580> day<00:21:57.026> throughout<00:21:57.491> the<00:21:57.572> company.

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I<00:21:59.659> think<00:21:59.884> that's,<00:22:00.302> you<00:22:00.462> know,<00:22:01.024> that's<00:22:01.265> kind<00:22:01.410> of<00:22:01.442> my<00:22:01.827> answer.

00:22:02.132 --> 00:22:08.026
You<00:22:02.245> know,<00:22:02.389> there's<00:22:02.614> obviously<00:22:03.096> other<00:22:03.899> individuals<00:22:04.557> that<00:22:05.183> you<00:22:05.280> cross<00:22:05.456> paths<00:22:05.922> with<00:22:06.227> over<00:22:06.404> the<00:22:06.548> course<00:22:06.741> of<00:22:06.789> your<00:22:07.030> career<00:22:07.367> and<00:22:07.464> so<00:22:07.753> forth.

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You<00:22:08.250> learn<00:22:08.572> from,<00:22:10.418> you<00:22:10.563> understand<00:22:11.045> they<00:22:11.221> make<00:22:11.462> mistakes,<00:22:12.008> I<00:22:12.120> make<00:22:12.377> mistakes,<00:22:12.891> we<00:22:13.004> make<00:22:13.710> mistakes,<00:22:14.337> and<00:22:14.899> you<00:22:14.995> try<00:22:15.155> to<00:22:15.300> get<00:22:15.477> better<00:22:15.718> every<00:22:15.958> day<00:22:16.199> from<00:22:16.424> them.

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But<00:22:18.205> resiliency,<00:22:19.231> test<00:22:19.503> of<00:22:19.648> time,<00:22:20.930> just<00:22:22.037> building<00:22:22.678> a<00:22:22.774> long-term<00:22:23.416> sustainable<00:22:24.137> growth,<00:22:25.564> I<00:22:25.581> think<00:22:25.741> the<00:22:25.837> similarities<00:22:26.607> there<00:22:26.783> between<00:22:27.665> Cal<00:22:27.906> Jr.<00:22:28.306> are<00:22:28.387> very,<00:22:29.012> very<00:22:29.188> unique.

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Yeah,<00:22:30.631> that's<00:22:31.032> actually<00:22:31.353> really<00:22:31.594> interesting.

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Finally,<00:22:33.422> at<00:22:33.502> CEO.com,<00:22:34.303> as<00:22:34.400> you<00:22:34.496> know,<00:22:35.185> we<00:22:35.282> believe<00:22:35.602> the<00:22:35.682> chances<00:22:36.067> one<00:22:36.244> gives<00:22:36.500> is<00:22:36.628> just<00:22:36.805> as<00:22:36.885> important<00:22:37.206> as<00:22:37.350> the<00:22:37.430> chances<00:22:37.767> one<00:22:37.927> takes.

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And<00:22:39.771> when<00:22:39.932> you<00:22:40.092> hear<00:22:40.413> that,<00:22:40.878> I<00:22:41.038> wonder<00:22:41.359> who<00:22:41.679> gave<00:22:42.016> you<00:22:42.193> a<00:22:42.257> chance<00:22:42.818> to<00:22:42.962> get<00:22:43.219> you<00:22:43.379> to<00:22:43.523> where<00:22:43.684> you<00:22:43.860> are<00:22:44.021> today.

00:22:48.276 --> 00:22:48.966
Great<00:22:48.517> question.

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I<00:22:50.267> don't<00:22:51.969> know<00:22:52.146> if<00:22:52.275> there's<00:22:52.532> ever,<00:22:53.335> you<00:22:53.367> know,<00:22:53.816> there's<00:22:54.057> been<00:22:54.764> a<00:22:54.844> few<00:22:55.085> people.

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Again,<00:22:56.450> if<00:22:56.611> I<00:22:56.707> think<00:22:57.028> about<00:22:58.072> the<00:22:58.217> opportunities<00:22:58.891> around,<00:22:59.758> you<00:22:59.791> know,<00:23:00.321> my<00:23:00.545> entire<00:23:00.883> life<00:23:01.123> from<00:23:01.670> growing<00:23:02.071> up<00:23:03.035> as<00:23:03.147> a<00:23:03.211> kid<00:23:03.452> playing<00:23:03.757> sports<00:23:04.319> or<00:23:04.817> doing<00:23:05.138> things<00:23:05.460> in<00:23:05.540> school<00:23:06.102> and<00:23:06.263> doing<00:23:06.568> things<00:23:06.905> in<00:23:07.066> business,<00:23:08.174> there's<00:23:08.431> been,<00:23:09.539> I've<00:23:09.892> been<00:23:10.213> fortunate<00:23:10.759> to<00:23:10.808> have<00:23:11.065> a<00:23:11.081> lot<00:23:11.466> of,<00:23:11.691> you<00:23:11.739> know,<00:23:11.867> kind<00:23:12.060> of<00:23:12.189> mentors<00:23:12.767> along<00:23:13.088> the<00:23:13.233> way<00:23:13.586> that,<00:23:14.276> and<00:23:15.015> coaches<00:23:15.577> that<00:23:15.818> gave<00:23:16.139> me<00:23:16.300> an<00:23:16.380> opportunity.

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It's<00:23:17.921> hard<00:23:18.146> to<00:23:18.210> single<00:23:18.628> out<00:23:19.013> one<00:23:19.415> individual<00:23:20.057> because<00:23:20.378> I<00:23:20.458> think<00:23:21.518> there's<00:23:21.759> been<00:23:21.919> different<00:23:22.240> people<00:23:22.562> in<00:23:22.706> different<00:23:23.043> steps<00:23:23.605> of<00:23:23.766> my<00:23:23.991> life,<00:23:24.553> you<00:23:24.649> know,<00:23:25.372> personally<00:23:26.640> and<00:23:26.736> business-wise<00:23:27.523> that<00:23:27.700> gave<00:23:27.941> me<00:23:28.037> the<00:23:28.246> opportunity<00:23:28.984> and<00:23:29.466> different<00:23:29.851> opportunities<00:23:30.429> and<00:23:30.574> also<00:23:32.180> allowed<00:23:32.452> me<00:23:32.597> to<00:23:32.742> fail,<00:23:33.400> right?

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And<00:23:33.882> I<00:23:33.962> think,<00:23:35.150> and<00:23:35.246> then<00:23:35.487> be<00:23:35.632> the<00:23:35.728> support<00:23:36.691> around,<00:23:38.040> you<00:23:38.217> learn<00:23:38.393> a<00:23:38.522> lot<00:23:38.763> when<00:23:38.859> you<00:23:38.939> fail.

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And<00:23:40.287> I<00:23:40.303> think<00:23:41.426> one<00:23:41.586> of<00:23:41.666> the<00:23:41.746> things<00:23:42.612> that<00:23:42.773> I<00:23:42.949> focus<00:23:43.414> on,<00:23:43.574> we<00:23:43.671> do<00:23:43.911> here,<00:23:44.232> is<00:23:45.114> both<00:23:45.354> positive<00:23:45.915> and<00:23:45.996> negative<00:23:46.396> feedback<00:23:47.503> on<00:23:47.743> calls,<00:23:48.321> right?

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All<00:23:50.245> positive<00:23:50.790> feedback<00:23:51.287> means<00:23:51.592> we're<00:23:51.688> probably<00:23:52.025> not<00:23:52.265> doing<00:23:52.490> something<00:23:52.891> right.

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I<00:23:53.548> mean,<00:23:53.997> I'd<00:23:54.093> rather<00:23:54.318> have<00:23:54.574> negative<00:23:54.975> feedback<00:23:55.520> and<00:23:55.617> say,<00:23:56.258> "Hey,<00:23:56.483> this<00:23:56.723> isn't<00:23:56.964> gonna<00:23:57.204> work."<00:23:57.685> And<00:23:58.407> I<00:23:58.583> think<00:23:58.824> back,<00:23:59.529> there's<00:23:59.946> been<00:24:00.106> a<00:24:00.187> couple<00:24:00.491> times<00:24:01.774> in<00:24:01.806> my<00:24:02.031> business<00:24:02.432> career<00:24:02.752> I've<00:24:02.848> said,<00:24:03.634> I've<00:24:04.276> thought<00:24:04.500> about<00:24:04.901> an<00:24:04.997> idea<00:24:05.542> and<00:24:05.639> a<00:24:05.655> strategy<00:24:06.360> for,<00:24:07.162> for<00:24:07.338> months<00:24:08.044> and<00:24:08.205> put<00:24:08.510> all<00:24:08.606> these<00:24:08.846> things<00:24:09.071> together.

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And<00:24:10.290> then<00:24:10.515> I<00:24:10.611> kind<00:24:10.852> of<00:24:10.996> pitched<00:24:11.333> it<00:24:11.429> to<00:24:11.558> everyone<00:24:11.975> and<00:24:13.162> I<00:24:13.258> said,<00:24:13.483> just<00:24:13.659> give<00:24:13.771> me<00:24:13.884> your<00:24:14.044> honest<00:24:14.381> feedback.

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And<00:24:14.926> they're<00:24:15.055> like,<00:24:15.199> it's<00:24:16.290> a<00:24:16.386> bad<00:24:16.627> idea.

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It<00:24:17.028> just<00:24:17.188> doesn't<00:24:17.493> work.

00:24:18.311 --> 00:24:23.333
And,<00:24:18.456> you<00:24:18.793> know,<00:24:19.755> I<00:24:19.916> said,<00:24:21.279> makes<00:24:21.552> sense,<00:24:22.322> you<00:24:22.418> know,<00:24:22.787> and<00:24:22.883> we<00:24:22.964> move<00:24:23.268> on.

00:24:23.910 --> 00:24:29.958
And<00:24:24.006> I<00:24:24.087> think<00:24:25.675> 20<00:24:26.012> years<00:24:26.252> ago,<00:24:26.493> if<00:24:26.637> I<00:24:26.718> would've<00:24:26.894> got<00:24:27.119> that<00:24:27.295> feedback,<00:24:27.937> I<00:24:28.001> would've<00:24:28.258> been,<00:24:28.659> too<00:24:28.819> bad,<00:24:29.124> we're<00:24:29.220> gonna<00:24:29.381> do<00:24:29.541> it<00:24:29.621> my<00:24:29.926> way.

00:24:30.343 --> 00:24:38.448
You<00:24:30.375> know,<00:24:30.504> I<00:24:30.584> think<00:24:30.824> being<00:24:31.049> adaptable<00:24:31.867> and<00:24:32.573> understanding<00:24:33.520> Hey,<00:24:34.258> everyone's<00:24:34.659> voice<00:24:34.916> counts,<00:24:35.622> you<00:24:35.655> know,<00:24:35.944> and<00:24:36.184> that's<00:24:37.613> how<00:24:37.709> we<00:24:37.806> get<00:24:37.966> better<00:24:38.143> together.

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That's<00:24:39.572> incredible.

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Brent,<00:24:40.920> thank<00:24:41.081> you<00:24:41.161> so<00:24:41.273> much<00:24:41.498> for<00:24:41.578> joining<00:24:41.899> us.

00:24:42.461 --> 00:24:44.034
Congratulations<00:24:43.183> on<00:24:43.280> all<00:24:43.344> your<00:24:43.440> success.

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I'm<00:24:44.452> sure<00:24:44.628> we'll<00:24:44.725> see<00:24:44.933> you<00:24:45.094> again.

00:24:45.993 --> 00:24:47.116
Really<00:24:46.137> appreciate<00:24:46.490> you<00:24:46.555> coming<00:24:46.779> on<00:24:46.860> the<00:24:46.940> show.

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Of<00:24:48.160> course.

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Thank<00:24:49.043> you,<00:24:49.123> Clint.

```